2017 Sept/Oct InterConnection by NACM Connect

The InterConnection VOLUME 5

ISSUE 5

SEPTEMBER/OCTOBER 2017

Classrooms are Expanding via Videoconferencing If you’ve put off earning a credit designation because classes weren’t offered at a location near you, there’s now a perfect solution! In addition to classroom settings, the Institute of Credit at NACM Connect is offering credit designation classes via videoconference. The Association has leased the technology needed to broadcast via videoconference from the classrooms at the headquarters o f f i c e . Distance, weather and location are no longer an issue for professional development opportunities! On August 21st, the 10week Fall class semester began with two videoconference classes, Basic

Overall it's a great experience and I Financial Accounting and Financial feel confident that this will be a great Statement Analysis I. Each class has a mix of students that are onsite in the classroom and Distance, weather and location are students that are videoconferenced no longer an issue for professional in. Remote students development opportunities! participate via our videoconferencing platform from the class." Another student said, "This is comfort of their home the first time that I have taken a class or office. This mode outside of an actual classroom. I was of distance learning is pleasantly surprised that I felt like I geared toward evening was in a classroom from the comfort classes in which students of my home. I could participate and all meet at the same time really feel a part of the class." but the instructor can be hundreds of miles away. The instructor for one of the classes The feedback from the commented, "As a teacher, I was students and instructors surprised at the amount of interaction has been unanimously that occurs between the students positive! One student in in the classroom and those online. the FSA I class said, "I am thankful that By the end of the second night of the class is being offered in this format.

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Continued on page 5

Proud to be an NACM Affiliate NACM Connect and many other local and regional credit management affiliated associations across the country recently signed new affiliation agreements with the National Association of Credit Management. This action was yet another milestone in the concerted and collaborative effort beginning five years ago to strengthen and unify NACM. In 2012, a focus group revealed that many NACM members and potential members were confused by the lack of consistency between NACM and its Affiliates and among Affiliates. This began a process driven by the Affiliates to clarify what NACM is and

to more closely align the Affiliates with the National Association, while still maintaining our independence and flexibility to meet the specific needs of the regions and industries we serve. The multi-year process to build unity provided countless opportunities for input and has been a true collaboration between the Affiliates, NACM and our National Board of Directors. Among the results of this work were new standards deemed necessary to be an NACM Affiliate. These standards include several practices that are

essential to operate a successful Affiliate, including maintaining a paid staff, offering multiple NACM core services and providing a consistent Continued on page 7

2017-2018

Board of Directors Chairperson John Fahey, CCE Edward Don & Company Vice Chairperson Kurt Albright Uline, Inc. Treasurer Erica White, CCE Ferguson Enterprises Directors—Terms Ending 2018 Ed Cohen, MBA OMRON Automation Americas Larry Grogan, CCE BP Products North America Larry Lipschutz, CCE, CICP French Gerleman Patrick Nelson, MBA ACCO Michele Pancotto, CCE, CICP Wheels Clipper Directors—Terms Ending 2019 Mike Hill, CCE Mitek USA, Inc. David Sperduto, CCE VP Supply Corp. Rich Weiss, CBA Jaeckle Distributors Dave Zahller, CCE Tubular Steel Directors—Terms Ending 2020 Christine Culbreth ArcelorMittal International America Ed Stauber Wolters Kluwer Kevin Stinner, CCE, CCRA Crop Production Services Les Witrzek, CCE, CICP Kuriyama of America, Inc. President Phillip J. Lattanzio, CCE NACM/Chicago-Midwest Secretary Kerry Jensen, CPA NACM/Chicago-Midwest Councilor Lawrence O'Brien, CCE, ICCE Potash Corporation

Editorial Staff

Editor Susan Rooney Senior Marketing Administrator Associate Editors Lillian Novak, CGA V.P. of Education and Marketing Margaret Krafft Marketing Coordinator

In This Issue Features

Upcoming Events

Classrooms are Expanding via Videoconferencing

Proud to be an NACM Affiliate

2017 Institute of Credit Class Schedules

Missouri Credit Conference

IL - Golf Outing

Northern IL - Roundtable Discussion

Exam Review Classes

Upstate New York - Roundtable Discussion

Illinois Credit Conference

Ohio - Roundtable Discussions

Welcome New Staff Members

Wisconsin - Roundtable Discussion

Illinois Constrction Stuff and Stuff

Michigan - Collections Seminar

Michigan - Legal Seminar

Michigan - Roundtable Discussions

Indiana - Roundtable Discussions

Ad Media Credit Group Outing

Negotiating Skills for the Credot Professional

Receipt Under Section 503(b)(9) Means Actual Physical Possesion of Goods

Indiana - Business Credit Principles

New Members & Representatives

Webinar - Credit Application - How to Develop One that Works

Indiana Credit Conference

Lake Michigan Cruise Photo Gallery

Webinar - The Legal Environment of Credit: Part I 2017-2018 Advisory Board Members

Credit 102 Graduates

NACM Connect Staff Comes Together on Behalf of Members

Credit Career Corner

Wisconsin Cruise Photo Gallery

Credit Law Seminar Photo Gallery

Caine & Weiner Earns SSAE 18 Status

Ohio Baseball Outing Photo Galleries

Credit Group Meeting Calendars

Event Calendar

Missouri Baseball Outing Photo Gallery

NACM Connect Mission Statement

To provide a forum to its members within the credit profession for education, networking and business resources.

Vision Statement

Striving to have the most comprehensive and leading NACM affiliate serving the commercial credit profession by consistently exceeding the members’ expectations.

Value Statement

We are committed to the highest ethical standards and recognize that our Association must take a leadership role in our profession. Through our integrity and dedication we will earn the respect of our members as we know that our success as an Association depends on their trust in us. By creating strong relationships we will attain the loyalty of our members and alliance partners. We continuously seek to build an environment for learning to enhance the knowledge and expertise of our members.

The InterConnection newsletter is published bimonthly by NACM Connect, a not-for-profit Association affiliated with the National Association of Credit Management. For membership information, visit our website at www.nacmconnect.org, call 800.935.NACM or fax us at 847.253.6685. NACM Connect Headquarters is located at 3005 Tollview Drive, Rolling Meadows, IL 60008.

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SEPTEMBER/OCTOBER 2017

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Education Digest

Institue of Credit (IOC) 2017 Fall/Winter Schedule - Register Now Start the process of earning your professional designation and register today for the NACM Connect Institute of Credit (IOC) Quarter for Fall/Winter- of 2017. If you would

like more information, please contact the NACM Connect Education Department at 800.935.6226 or email Lillian Novak at lillian.novak@nacmconnect.org.

CBA (Credit Business Associate) Course Schedule

Each of these courses fulfills one of the CBA certification requirements.

Business Credit Principles

Mondays, 10/2 - 12/18

Indianapolis, IN

Institue of Credit (IOC) CBA and CBF class times are usually in the evenings. Please refer to the specific class registration form in this issue for more details on instructors, locations, fees and times.

NACM Connect presents...

Exam Review Classes Exam Review Class Schedule (Exam Dates are Below) All Exam Reviews can be done via Teleconference.

Review Class

Review Date

CBA

Tuesday, October 10

CBF

Tuesday, October 3

CCE

Wednesday, October 4

Exam Dates and Paperwork Deadlines Application and Paperwork Deadlines Monday, September 11, 2017

Exam Dates

St. Louis, MO September 12-13

Monday, November 6, 2017

Friday, January 26, 2018

Monday, March 5, 2018

Friday, April 20, 2018

Sunday, June 10, 2018

Chicago, IL October 18-19

Web Seminar Schedule NACM Connect is now offering web seminars as part of our education and training initiative.

Webinar Topic

Date

Page

Credit Applications â&#x20AC;&#x201C; How to Develop One That Works

Sep 13

The Legal Environment of Credit - Part I

Oct 12

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Indianapolis, IN November 15-16

Book Today!

SEPTEMBER/OCTOBER 2017 PAGE 3

missouri Event

2017 NACM CONNECT credit conference

—·— St. Louis, Mo September 12-13 Central Region Conference T u e s day - S e p t e m b e r 1 2 7:30 – 8:00 a.m. 8:00 – 8:15 a.m. 8:15 – 9:15 a.m.

—·—

Registration and Breakfast Welcome Remarks - NACM Connect President, Phil Lattanzio, CCE ILLUSTRATED TIMELINE OF ST. LOUIS - Opening Keynote Speaker: CAROL SHEPLEY Using Automation in Credit and Collections Panel Discussion

Minority Contractors Jerry Bailey, NCS

The Cost to Serve a Customer Staci Cima, CCE, Crescent Parts & Equipment; Nick Deccio, Crescent Parts & Equipment

Building Relationships Mike Bowman, CGA, NACM Connect

1:30 – 2:45 p.m.

What’s New with the National Trade Credit Report Phil Lattanzio, CCE, NACM Connect

Electronic Transactions, Where The Click Is Mightier than the Pen Bruce Nathan, Lowenstein Sandler; Andrew Behlmann, Lowenstein Sandler

3:15 – 4:30 p.m.

NACM National Update Robin Schauseil, President, NACM; Chris Ring, NACM

Live to Work, Work to Live Kevin Stinner, CCE, Crop Production Services

9:45 – 11:00 a.m. 11:30 a.m. – 12:30 p.m.

4:30 – 5:30 p.m.

Reception and Networking Event - Hosted by the Exhibitors

W e dn e s day - S e p t e m b e r 1 3 8:00 – 8:30 a.m.

Registration and Breakfast

8:30 – 9:45 a.m.

Recognizing a Fraudulent Transfer or a Breach of Fiduciary Duty and Recovering Your Money Jeff Pomerantz & Jason Pomerantz, Pachulski Stang Ziehl & Jones

Intermediate Financial Statement Analysis Curtis Litchfield, CCE, Land O Lakes

Toot Your Own Horn - Elevating the Credit Department Phil Lattanzio, CCE, NACM Connect

Cash Flow Analysis Curtis Litchfield, CCE, Land O Lakes

1:00 – 2:15 p.m.

Best Credit Practices for Expanding Export Markets Lisa Tanner, Nidec Motor Corporation

Building a Credit Department Procedures Manual Staci Cima, CCE, Crescent Parts & Equipment; Deb Harper, CCE, Truck Centers; Chuck Levy, CCE, Fabick Cat

2:15 – 3:30 p.m.

GPS SIGNAL LOST: NAVIGATING YOUR DREAMS - Closing Keynote Speaker: MICH HANCOCK

10:15 – 11:30 a.m.

3:30 – 4:30 p.m.

Networking Hour - Open Bar & Silent Auction Wrap-up

Conference registration and details at www.nacmconnect.org THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017

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news

Classrooms are Expanding via Videoconferencing (cont'd) Continued from page 1 class, it actually felt like we were all in the same room. I could see and hear the online students perfectly well and the students in the room could do the same. The technology is quite impressive and easy to adapt to. I love how NACM Connect’s investment in this state of the art technology opened the door to enable it to reach out to association members hundreds of miles away, putting them on the fast track to achieving their credentialing goals. It’s my hope that the word gets out to the credit community that NACM Connect is delivering excellent career enhancing education in a new and convenient way." Everyone is excited about this new distance learning education option, especially members that are not within a commuter distance to a classroom location. It's simply no longer an

issue. This can also translate to more affordable alternatives for our members to earn their designations. Where possible, designation classes are also still offered in a classroom setting. Currently, there are students from the states of Wisconsin, Ohio and Michigan participating remotely via videoconferencing. To enroll in videoconference classes, technology requirements generally include a reliable computer and internet access. To find out more, contact Margaret Krafft at 847.483.6420 or magaret.krafft@nacmconnect.org to discuss the minimum technology requirements to participate.

For credit professionals looking to enhance their careers in credit by earning their CBA, CBF and CCE designations, we’re excited to offer this 21st century, distance-learning education alternative. ■

Additional classes will be scheduled soon, so watch for information about the new semester to begin in January of 2017.

Credit 101, 102, 103 Series Upcoming NACM Connect 2017 Class Dates Credit 101

Credit 102 • November 8

• October 4

Credit 103 • December 6

Registration Information Class Time 9 a.m. – 4 p.m. Location

NACM Connect Headquarters 3005 Tollview Drive, Rolling Meadows, IL 60008 $230 per class Members

$460 per class Non-Members

Visit www.nacmconnect.org for more information and registration. THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017 PAGE 5

Illinois Event

2017 NACM CONNECT credit conference

—·— rolling meadows, il october 18-19 Midwes t Conference

W e dn e s day - o c t o b e r 1 8 8:00 – 8:15 a.m. 8:15 – 9:15 a.m.

Welcome Remarks - NACM Connect President, Phil Lattanzio, CCE THE LAST EASY DAY WAS YESTERDAY - Opening Keynote Speaker: Commander David Sears (ret) Navy SEAL Communicating with Five Generations at Work Mary Erlain, Business Coach

Recognizing a Fraudulent Transfer or a Breach of Fiduciary Duty and Recovering Your Money Bradford Sandler and Jason Pomerantz, Pachulski Stang Ziehl & Jones

Financial Statement Analysis Part I Larry Grogan, CCE, BP Products North America

What’s New with the National Trade Credit Report Gina Calabresee Sylvester , NACM Tampa; Phil Lattanzio, CCE, NACM Connect

NACM National Update Robin Schauseil, President, NACM; Chris Ring, NACM

Financial Statement Analysis Part II Larry Grogan, CCE, BP Products North America

1:30 – 2:45 p.m.

Preferences Tom Fawkes and Brian Jackiw, Goldstein & McClintock LLLP

The Credit Card Surcharge Rules and Fee Reductions Matt Flugge, Vantiv; Brad Boe, Director of Credit, Performance Food Group

Cash Flow Analysis John Jaeger, CCE

3:15 – 4:30 p.m.

Chapter 15 Bruce Nathan and Phil Gross, Lowenstein Sandler

Internal Controls for Unclaimed Property Joe Carr, BDO

Case Study John Jaeger, CCE

9:45 – 11:00 a.m.

11:30 a.m. – 12:30 p.m.

t h u r s day - o c t o b e r 1 9 8:30 – 9:45 a.m.

Electronic Bruce Nathan and Andrew Behlmann, Lowenstein Sandler

Technology and the Credit Department Ed Stauber, Director of Credit, Wolters Kluwer

Nine Behaviors of Leading with Courage Lee Eisenstaedt, MBA, Leading With Courage℠ Academy

10:15 – 11:30 a.m.

Credit Department Metrics Jay Snyder, CCE, ICCE, Vice President Credit – The Americas, Tech Data Corporation

Excel Tom Lesiowski, Fellowes Inc.

A Guide to Proactive Collections Frank Dispensa

1:00 – 2:15 p.m.

Country Risk Curt Rothlisberger, CCE. ICCE, Ardagh Beverage Can Co; Tom Lesiowski, Fellowes Inc.

Supply Chain Finance John Crouch, Director, Global Trade, Bank of America N.A.

Credit Reporting for Users by Users Panel Discussion

2:15 – 3:30 p.m.

ECONOMIC UPDATE - BILL STRAUSS, Senior Economist, Federal Reserve Bank of Chicago

3:30 – 4:30 p.m.

Networking Hour - Open Bar & Silent Auction Wrap-up

Conference registration and details at www.nacmconnect.org To opt out of further faxes contact susan.rooney@nacmconnect.org THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017

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Proud to be an NACM Affiliate (cont'd) Continued from page 1 menu of services and benefits to members. These standards have been incorporated into our new Affiliation Agreement, ensuring our efforts to build consistency will remain in effect. As part of our efforts, we also rebranded, rolling out a new look for the National Association and its network of Affiliates. The new NACM logo, modern color palette and streamlined design better reflect the pivotal role we play in helping members drive results. We are proud to

be NACM Connect more consistently across our Affiliate as we strive to be the best we can be. As we continue to transition to the new brand throughout 2017, Affiliates will all share a similar look and variations of the NACM name. With our new Affiliate Agreement in place and our transition to the new brand well underway, NACM Connect remains a proud NACM Affiliate.

resources they need to drive results and be successful well into the future. This initiative and the resulting standards have been brought as a means to strengthen the Association nationwide and to the benefit of all NACM members. ■

Together, we are positioned to continue providing members the tools and

Welcome New NACM Connect Staff Members NACM Connect is happy to introduce to you our new Staffing Coordinator, Monika Howard! Monika will be responsible for providing staffing services to the Ohio and Missouri regions, as well as occasionally tackling other territories. She earned dual Bachelor of Science degrees in Psychology and Communications from Eastern Michigan University, and while on full scholarship at Eastern Connecticut State University. Most recently, she was serving as a recruiter for an 8(a)-classified government contracting firm; filling high profile and classified security positions for federal and defense agencies, both nationally and abroad. When not immersed in recruiting-related activities, Monika can be found preparing an ineffably sublime cup of tea at the Rolling Meadows office, and can be reached at monika.howard@nacmconnect.org. NACM Connect is happy to introduce to you our new Membership Consultant, Forest Troutner, he will be responsible for the inside sales of membership in Indiana, and Ohio. Forest is located at the Rolling Meadows, IL office, and comes to NACM with over 30 years of inside sales experience. In the 1990’s, Forest was the vendor relations supervisor for an auto glass company, as well as a staff supervisor at a call center with more than 30 employees. He called on auto glass shops in all 50 states, thus affecting the direct bottom line for the company. For the last 18 years, he worked as the inside sales manager at an audio video company, handling almost 2,000 customer accounts, and working, strategizing, closing sales with eight outside salesmen, covering eight different states. One of his proudest accomplishments in the audio video industry was selling close to one million dollars in used/distressed inventory in under a year, (2006/2007), thus keeping the company alive during the housing crash. Forest can be reached at the NACM Connect Headquarters at forest. troutner@nacmconnect.org ■

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SEPTEMBER/OCTOBER 2017 PAGE 7

nacm connect

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SEPTEMBER/OCTOBER 2017

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News

Illinois Construction Stuff and Stuff By Norm Cowie, CCE

There are a few people who thought I was perhaps a little teeny bit harsh on attorneys with my recent book, The Illinois Mechanics Lien Statutes … and other construction stuff … (Warning: commercial break - get yours now! See below for details) … and perhaps I was a bit mean at times. But if their little feelings get crushed when I call them ‘poo-poo heads’ and ‘weasels,’ and write things like, ‘the attorney slithered up to the judge,’ then perhaps they aren’t very tough after all when they don’t have affidavits to protect themselves. Though I have to say this, they are numerous. There are more attorneys in the US than there are enlisted men in the United States Army. Rabbits are amazed at this breeding proclivity and have vowed to step up their own efforts to keep pace. Hawks everywhere approve of this rabbity commitment, and have expanded their range to cover all of the excess cottontailed inventory. But here’s why I have troubles with attorneys. In their misguided attempt to amass billable hours, I mean, protect their client, they endeavor to put other companies at peril, or worse, scare them into thinking they might lose business. Case in point, terms and conditions. While I could-but-won’t write a whole book on T&C’s, there are a few that really, really bug me in a West-Nile mosquito sort of way, and we’ll start with the one that is truly amoral, therefore, not surprising an attorney thought of it …That term, “payif-paid.” I get the whole pay-when-paid thing, but pay-if-paid is simply wrong. Why would anyone ever want to enter into a contract that outright says, “Even if you perform your end of the contract and do everything you are bound to do, you agree that if a third party doesn’t pay us, then you aren’t entitled to payment at all (neener, neener)”?

Seriously, who thought of that? First of all, I’m surprised that the UCC laws would allow one side to perform its obligations, and the other be able to legally default on theirs due to performance or lack of performance by a third party who isn’t a party to the contract in question. Here’s how I handle that puppy … I cross it off. (with a major effort to keep from puncturing the paper and creating divots in the table surface).There’s no way I would enter into a contract that gives the other party a free pass. My suggestion: don’t agree to this term under any circumstances. My way of handling the pay-when-paid term is to add a line, “not to exceed sixty days” (or ninety, or whatever I’m comfortable with). When I get challenged on it, I tell them that I cannot agree to a term that simply has no default mechanism. Plus, there is no way for me to determine when they are paid by their customer, so how would I know they’ve defaulted? And since our terms are generally thirty days, I’m already giving them more than they would normally receive. Another term that gets me hating on the attorneys who conceived it, is the dreaded, ‘you agree to be bound by the terms of our contract with the owner.’ Really? How about a big fat NO? I have no idea what’s in your contract. For all I know, it could say that anything delivered on a Tuesday is free. It could say we agree to have cheerleaders deliver our material dressed up like raccoons and wearing perfume that smells like cotton candy. It could stipulate that we do a happydance with hands full of Slim-Jim’s amid small packs of rabid, starving Chihuahuas. And those are extremes, because most of them extend warranty periods beyond what the manufacturers’ are offering, require waivers prior to payment and force us to indemnify them for actions of third parties and all other kinds of rancid rot.

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We either have to grin and bear it and hope nothing breaks, or whip out our own attorneys and commence a battle of forms and T&C’s. So I don’t want to hear any whining that I’m picking on attorneys, or disrespecting them in their white towers created by billable hours. And yes, absolutely, there are some fine attorneys out there, those who do battle with poo-poo head attorneys; some I count among my friends, and who golf as poorly as I do. And some of these attorneys silently applaud my words, realizing the truth of them, and have even endorsed my book or were recognized for their achievements in the same book … …which can be had by contacting NACM/Chicago for a low member-only price! Norm (*Almost all of my previous articles are available in my new book, THE ILLINOIS MECHANICS LIEN STATUTES … AND OTHER CONSTRUCTION STUFF available at NACM Connect!) Norm www.normcowie.com ■ Norman Cowie, CCE is Director of Credit for Paramont-EO, Inc. Besides his regular column for InterConnection, he has written articles appearing in the Chicago Tribune, Cynic Magazine, Business Credit and the Herald News. His current book titled, "The Illinois Mechanics Lien Statutes … and other construction stuff" is available for sale through NACM Connect. He also has ten published humor/fantasy novels, some through traditional publishers Echelon Press, Quake Books and Draumr Publishing, although more recently he has transitioned over to Indie publishing. Norm can be reached at norm.cowie@ paramont-eo.com, or feel free to visit him at w w w. n o r m c o w i e . c o m w h i c h f e a t u r e s p a s t NACM Connect articles.

SEPTEMBER/OCTOBER 2017 PAGE 9

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Advertising Media Credit Group Baseball Outing

The Advertising Media Credit Group went to their annual Chicago Cubs outing on Friday, August 18th at Wrigley Field. The Cubs played a great game, winning 7-4 over the Toronto Blue Jays. ■

Front row L-R: Pat Speyer, NACM Connect; Melissa Balderas, WGN TV & Radio; Bonnie Zink. Back row L-R: Larry Brown, WCIU Weigel Broadcasting; Larry “Junior” Brown; Mary Tudisco, Hubbard Broadcasting WTMX; Sylvia Gil, Hubbard Broadcasting WDRV; Jim Zink, (Retired) WBBM-TV

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When to Hold ‘Em, When to Fold ‘Em: Negotiation Skills for the Credit Professional “You've got to know when to hold 'em, Know when to fold 'em, Know when to walk away, And know when to run.” – Kenny Rogers, “The Gambler” Though the song is about a gambler, the lyrics hold good advice for anyone involved in a negotiation. After all, according to an expert, negotiating is a game. At NACM’s Graduate School of Credit and Financial Management held this past June, Bill Russell, vice president and regional director at Transacction Partners, presented a course on Advance Negotiations that took advice from Rogers’ song. “Knowing” is an important part of negotiating, since the person with knowledge has the upper hand. Also, smart negotiators give in when they should. When you know when to walk away, that’s playing it smart. Negotiation is inherently about compromise at some level, Russell said. Both sides need to be tolerant with the results and understand the consequences of a failure to agree. Those consequences may include loss of business, loss of a beneficial relationship and even litigation. Litigation is compulsory; negotiation is voluntary. Both sides must say “yes” in a negotiation. Though knowledge is power, don’t hoard information, Russell said. The person across the table cannot make a decision based on information that you have withheld from him or her. Negotiations between friends is more likely to be successful than negotiations between stone walls. Don’t be afraid to make the first offer. Stake out your ground and define the first parameter. And what if the other

side takes your first offer? Doesn’t that mean it was a weak one? If they take it, don’t worry about it, as long as you’re comfortable with your offer in the first place. It takes two sides to build a bridge across a canyon, Russell said. Don’t be offended by the other side’s first position. Let the bridge building begin. Don’t bid against yourself, either. Once you’ve made an offer, wait it out. If they ask for another offer from you, saying that you need to go lower, then they

“

intent only to win, or if you are also looking for a way for the other side to win. The idea is to get to a win/ win situation rather than win/lose.

“So always try to keep your composure and a detached view— distancing yourself from your natural impulses and emotions,” Cohen says. “This relaxed attitude (a balance between irrational exuberance and utter despair) can provide a bulwark against the onset of stressproducing emotions So always try to keep your (self-doubt, and composure and a detached view— anxiety hostility) —a psychological distancing yourself from your shield between the ego and the natural impulses and emotions.

need to put something on the table first. Otherwise, you’re bidding against yourself.

Russell covered some points from Herb Cohen, bestselling author of You Can Negotiate Anything, particularly Cohen’s advice to care … but only to a certain degree. “For at least 40 years I have referred to negotiating as a game, where you should care, really care … but not t-h-a-t much,” Cohen says on his website.

aggressiveness of others.” Any offer can be withdrawn until it is agreed to, so don’t count your chips too soon. That’s in the song too. Staying relaxed, building bridges and leaving the table happy—on both sides—can all lead to satisfactory results “when the dealin’s done.” ■ - Adam Fusco, associate editor

Cohen emphasizes a calm, gentle approach. The harsher the environment, the softer you must be. Demonstrate respect. Ask questions, listen patiently, write down what is being said, and control your reactions. Enforce humility upon yourself. Ask yourself if you are entering a negotiation with the

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SEPTEMBER/OCTOBER 2017 PAGE 11

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news

Receipt Under Section 503(b)(9) Means Actual Physical Possession of Goods: A Victory for the Trade By: Bruce S. Nathan, Esq., and Eric S. Chafetz, Esq., of Lowenstein Sandler LLP The United States Court of Appeals for the 3rd Circuit, in In re World Imports Ltd., recently held that a debtor, World Imports, had received goods when the debtor or its agent physically received the goods, not when the goods were delivered to a common carrier for shipment. This decision was made in conjunction with determining the allowed amount of trade creditors’ Section 503(b)(9) administrative priority claims for goods purportedly received by World Imports within 20 days of its bankruptcy filing.

loaded on the vessels in China. Thus, the court concluded World Imports received the goods more than twenty (20) days before its bankruptcy filing, and the Chinese vendors thereby were not entitled to priority status under Section 503(b)(9). The district court affirmed the bankruptcy court’s holding.

the buyer with constructive possession of the goods. Finally, the court applied the UCC’s definition of receipt to Section 503(b)(9) based on the interrelationship between Section 546(c) of the Bankruptcy Code governing reclamation and Section 503(b)(9), and a prior

Two Chinese vendors, Haining Wansheng Sofa Co., Ltd. (“Haining”) and Fujian Zhangzhou Foreign Trade Co., Ltd. (“Fujian”), sold goods to World Imports. All of the goods were based on FOB (free on board) terms in which the risk of loss passed to World Imports when the goods were loaded on board the ships at the named ports of shipment in China. While the goods were delivered to the carriers more than 20 days before the Chapter 11 filing, World Imports received the goods within 20 days of the filing date. The bankruptcy court held Haining and Fujian were not entitled to Section 503(b) (9) priority claims for the shipments. The court determined the meaning of the term “received” should be gleaned from the Convention on Contracts for the International Sale of Goods (the “CISG”), a treaty to which the United States and China are parties, instead of U.S. state law, the Uniform Commercial Code (“UCC”). While the CISG does not define “receive,” it incorporates Incoterms (International Commercial Terms) that reflect current trade practices. The bankruptcy court, relying on the CISG and the FOB Incoterm, ruled World Imports had received the goods when they were

The 3rd Circuit rejected the lower court holdings. Instead, the court relied on the dictionary definition of “receive” as taking physical possession of the goods and the UCC’s definition of “receipt” in Section 2-103(c) as “taking physical possession of [the goods].” It also distinguished between receipt and delivery or transfer of title/risk of loss. The court concluded a buyer could not receive goods in the possession of a common carrier when the seller still retains the ability to stop delivery of the goods. Also, a common carrier is not an agent of the buyer that would confer

THE INTERCONNECTION

3rd Circuit decision that applied the UCC’s definition of receipt to reclamation rights. The 3rd Circuit’s ruling—which is binding in Delaware, New Jersey and Pennsylvania—is undoubtedly very favorable for trade creditors. In those jurisdictions, it will result in larger Section 503(b)(9) priority claims because a debtor will be deemed to have received goods on the later date of physical possession instead of the earlier date of delivery of goods to a carrier. ■ – Published in NACM’s July 20 eNews edition SEPTEMBER/OCTOBER 2017 PAGE 13

NACM Connect

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017

PAGE 14

news

Welcome New Members and Representatives New Members Atlas Roofing Robert Lane

Koops, Inc. Curt Schreur

Bank Star Rick Curtis

Leed/Himmel Industries, Inc. Shadi Goldslager

Blue Star Automation Steven Pierson

Lutron Electric Betsy Lichtenwalner

Croghan Colonial Bank John Schroeder

Marlite, Inc. Marianne Sama

Ellison Bakery Brenda Robison

Marlite, Inc. (NPI Holding Corp.) Carrie Law

Fairborn Cement Company LLC Ray Meier

Nibco, Inc. Karen Roberts

Health Carousel LLC Rhonda Grissinger

Reliable Automatic Sprinkler Co. Inc. Tulloch Townsend

Hogan Truck Leasing Julie Hutson

Specified Air Solutions Nina Accurso

IRR Supply Co., Inc. Sheri Federowicz

Suzano Pulp & Paper America Inc. Eduardo Melendez

New Representatives A-Son's Brad Justus Ambu, Inc. Jason Tackett Huntington National Bank Lori Sabellos New Era Cap Co., Inc. Makenzee Mann R&B Foods (Mizkan Foods) Lorrie Price Scholastic Tammy Lemanowicz US Foods, Inc. - Albany Johnathan Reed

Sell more, with confidence Euler Hermes trade credit insurance protects your accounts receivable against unexpected bad debt losses due to insolvency or slow payment. With trade credit insurance, your company can: ◾ Grow sales safely, domestically and abroad, to new and existing customers ◾ Protect your business from risk of customer default and catastrophic loss ◾ Expand export markets and offer competitive terms overseas

“We know that with the help of Euler Hermes, we are making quality decisions to support our business and growth. This is insurance that goes beyond loss prevention.” – Ori Ben-Amotz, CFO at Hadco

To learn more contact Lee Fahrenz at 630-240-0999 or Lee.Fahrenz@eulerhermes.com. Visit us at www.eulerhermes.us.

Euler Hermes is North America’s largest provider of trade credit insurance solutions. An Allianz Company, we are rated A+ by A. M. Best and AA- by Standard and Poor’s.

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017 PAGE 15

indiana event

2017 NACM CONNECT credit conference

—·— Indianapolis, IN november 15-16 Great Lakes Region Conference

—·—

W e dn e s day - n ov e m b e r 1 5 8:15 – 9:15 a.m.

THE GOOD, THE BAD & THE UGLY - Opening Keynote Speaker: Jim Cali, CPA, CFF, CGMA, Director of Internal Audit, Bi-State Development Being A Leader with Intention Paul Lushin, Lushin & Associates

Electronic Transactions, Where The Click Is Mightier than the Pen Bruce Nathan, Lowenstein Sandler; Andrew Behlmann, Lowenstein Sandler

New Tools and Features of the National Trade Credit Report Phil Lattanzio, CCE, NACM Connect

Collection Conversation Kevin Stinner, CCE, CCRA, Crop Production Services

1:30 – 2:45 p.m.

Unclaimed Property Audits Today Kenneth Kovacevich, True Partners Consulting LLC

Is Your Ship Stranded at Sea? Demystifying Chapter 15 of the Bankruptcy Code and Recent Cross-Border Insolvency Developments Bruce Nathan, Lowenstein Sandler; Phil Gross, Lowenstein Sandler

3:15 – 4:30 p.m.

Credit Reporting – For Users by Users Judy Wagner, CCE, MBA, Roche Diagnostics; Julie Harvey, Conn-Selmer; Neal Bohannon, Irving Materials; Kyle Rich, Koorsen Fire & Safety

Preferences Thomas Fawkes and Brian Jackiw, Goldstein & McClintock

9:45 – 11:00 a.m.

11:30 a.m. – 12:30 p.m.

4:30 – 5:30 p.m.

Reception and Networking Event - Hosted by the Exhibitors

t h u r s day - n ov e m b e r 16 Toot Your Own Horn - Elevating the Credit Department Phil Lattanzio, CCE, NACM Connect

NACM National Update Robin Schauseil, NACM; Chris Ring, NACM

User Friendly Cash Flow Susan Thomas, CCE, Eli Lilly & Co.

Why is Mentoring Important? Susan St. Angelo, My Trusted Partner

1:00 – 2:15 p.m.

Coloring your Success - Power of Persuasion Diana Crowe, IAB Inc.

Utilizing NACM Connect Fundamental Services to Advance your Career and your Department David Feigenbaum, CCE, Kichler Lighting

2:15 – 3:30 p.m.

ECONOMIC UPDATE - Closing Keynote Speaker: JOHN V. DUCA, Federal Reserve Bank of Dallas

8:30 – 9:45 a.m.

10:15 – 11:30 a.m.

3:30 – 4:30 p.m.

Networking Hour - Open Bar & Silent Auction Wrap-up

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017

PAGE 16

Conference registration and details at www.nacmconnect.org

NACM connect

NACM Connect - Illinois Member Appreciation Cruise

July 21

July 12 Summer 2017: Credit 102 Graduates!

From left: Monika Howard (NACM Connect); Forest Troutner (NACM Connect); Carmen Lopez (Transcendia, Inc.); Instructor Rich Bellis, CCE; Rose Jay (PEL/VIP Medical Staffing); Naomi Lopez (Nalco Water, an Ecolab Company)

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017 PAGE 17

News

NACM Connect Staff Comes Together on Behalf of the Members Each year during the last week of August, NACM Staff from all eight states come together at headquarters in Rolling Meadows, IL to meet, network and learn, with an eye toward how we can serve our members better. It seems every year there are one or two new staff members, a few new partners and updates to our systems and procedures. By bringing the staff together for 3 ½ days each year we are given the opportunity to meet our new teammates, share ideas and learn what’s new. Just as one example, the system that we share with many of the other NACM affiliates and that builds the National Trade Credit Report is constantly being

updated both on the internal side where NACM staffers do their thing and on the external side which is what our members see. We spend ½ day each year going over these updates and improvements so that we can push that information down to our members and they can get more benefit from the database. Each department takes turns updating all staff on developments in their areas of responsibility. Most sessions carry mandatory attendance from the President on down, which enables our staff to all be on the same page in understanding our business, what is important to our members, and how as a team we can assist our customers in

THE INTERCONNECTION

helping them perform better in their jobs. Individual departments also have an opportunity to fine tune their services. We also find some time to have some fun and to get to know our colleagues on a more personal level. With staff located in various NACM Connect and home offices throughout our area, we see this as an important component of this week. In the end, all staff leaves with a renewed sense of our mission, deeper relationships with our fellow staff members, a enhanced understanding of our role in the credit community, and a better experience for our customers, the members. ■

SEPTEMBER/OCTOBER 2017

PAGE 18

Midwest Business Staffing

Credit Career Corner | New Opportunities in 2017

www.nacmmidweststaffing.com Job # Title

Location

756

Lisle, IL

Bilingual Credit Analyst

• Evaluate credit hold status and make decisions to place or release hold in order to mitigate exposure to the company. • Establish and maintain effective work relationships with new and existing customers with a high degree of professionalism and excellent interpersonal/communication skills.

• Work in a team environment in a professional manner at the same time highly self-motivated with a strong bias for action. 759

Credit and Collections Representative

St. Charles, IL

• Collection calls on all past dues, and enter notes in ERP system. • Work with insurance certificates, contracts, lien waivers, and performance bonds. Monitor accounts for potential write-offs, and work with 3rd party agency when need arises.

763

Senior Accounts Receivable Specialist

Schaumburg, IL

• Typical Work Hours: 8:30 a.m. to 5:30 p.m. (Once a week extended hours to 8:00 p.m. will be required and once a month Saturday hours of 12:00 noon to 4:00 p.m. will be required, but can be done remotely.)

• Make collection calls and follow up on past due accounts with customers. • Responsible for day-to-day customer credit evaluation and payment application. 764

Cash Application Representative

Naperville, IL

• Apply all remittances and charge-backs accurately and in a timely manner. • Create Accounts Receivable General Ledger transactions. • Identify or deny unknown charge-backs. 765

Credit Analyst

Mt. Prospect, IL

• Review and recommend credit lines for new and existing customers and has the authority to approve credit lines within prescribed limits.

• Responsible for credit and collection activities for specified accounts including collection calls, reconciling, analyzing and resolving disputes for specified accounts.

766

Deduction Analyst

Mt. Prospect, IL

• Company is looking for a candidate to assist with deductions in an SAP environment till end of the year. Candidate will also assist in creating a training manual for deductions.

Contact Leslie Harrison, leslie.harrison@nacmconnect.org Paula Carruth, paula.carruth@nacmconnect.org

"Opportunities don't often come along, so when they do, you have to grab them."

- Audrey Hepburn

To view all of the available opportunities visit our website at www.nacmmidweststaffing.org THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017 PAGE 19

NACM Connect

Feeling Trapped? Does your notice & mechanic’s lien provider require a contract?

At NCS, we are confident in our quality and service. Companies aren’t forced to use our services, they want to use our services.

The Best Value: People. Process. Performance. The best people working on each project, simplifying the complexities of the process and providing high performance solutions to put you in the best position to get paid.

Securing Your Tomorrow ®

NCScredit.com 800.826.5256 NCSsales@NCScredit.com

UCC Services | Notice & Mechanic’s Lien Services | Education & Resources THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017

PAGE 20

nacm connect

August 18

NACM Connect - Wisconsin Steam Yacht Louise

July 27

THE INTERCONNECTION

NACM Connect - Indiana Credit Law Seminar

SEPTEMBER/OCTOBER 2017 PAGE 21

Caine & Weiner News

Caine & Weiner Achieves SSAE 18 Status Caine & Weiner is proud to announce that the company has achieved the SSAE 18 standard. The American Institute of Certified Public Accountants (AICPA) made an important update to the Statement on Standards for Attestation Engagements (SSAE) that simplifies and converges standards to unify them with international standards. The previous SSAE 16 SOC 1 Type 2 Audited status will now simply be known as SOC 1 Type 2 Audited and can be recognized by the blue AICPA/ SOC logo. The new SOC 1 Audits are strongly focused on risk assessment, especially with the recent increase in data breaches. The SOC 1 Audit standard now requires

that Management acknowledges and accepts its responsibility for identifying risks, then designing, implementing and documenting controls to mitigate those risks. The SOC 1 Auditor attests to whether the appropriate controls are in place. The 2018 Audits are also focused on monitoring subservice organizations. Service organizations are required to not only identify the critical organizations they rely on to provide their services, but also monitor that they, too, are complying with all relevant standards. Caine & Weiner, in fulfilling the requirements to achieve the SSAE 18 status, continues to prove why we

have been a leader in the accounts receivable management industry since 1930. Our clients rely on our best-inclass Receivables-to-Cash solutions to maximize their recoveries. The AICPA, founded in 1887, established accountancy as a profession. The AICPA’s SOC for Service Organizations provides information to service organizations on building trust and confidence in their systems. The Type 2 Report reports on the fairness of the presentation of management’s description of the service organization’s system and the suitability of the design and operating effectiveness of the controls to achieve the related control objectives. ■

Your Best Choice for a Win/Win Relationship Did you know that 30% of any contingent fees you pay to Caine & Weiner for services goes to NACM Connect?

NACM Connect members are encouraged to consider Caine & Weiner as their collection agency source. This is important to the association as it provides funding for our essential member services including:

EDUCATION l WORKSHOPS l PUBLICATIONS CREDIT CONFERENCES l NETWORKING EVENTS Terri Cramer

Todd Fierstein

Gateway Region Senior Manager, Client Services

Upstate New York Region Regional Director, Alliance Partner

terri.cramer@caine-weiner.com

todd@nacmconnect.org

502.425-0308

Warren Northern

716.839.1200

Jim McGee

Midwest Region Manager, Client Services

Midwest/WIsconson/Omaha Region Assistant VP, Client Services

warren.northern@caine-weiner.com

jim.mcgee@caine-weiner.com

847.407.2330

THE INTERCONNECTION

847.407.2348

SEPTEMBER/OCTOBER 2017

PAGE 22

NACM connect

August 23 NACM Connect - Ohio Cincinnati Reds vs Chicago Cubs

NACM Connect - Ohio Cleveland Indians vs New York Yankees

AUGUST 3

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017 PAGE 23

Credit Group Meeting calendar NACM Connect Illinois/Wisconsin Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

September 12

Electrical Distributors Credit Group

Ditka's, Oakbrook Terrace, IL

Masonry Credit Group

Devon, Oakbrook Terrace, IL

Northern Illinois Heating & Plumbing Wholesalers Credit Group

Wildfire, Oakbrook, IL

WISCA Credit Group

Parker's, Downers Grove, IL

September 19

Metal Distributors Credit Group

Greek Islands, Lombard, IL

September 20

Institutional Credit Association Credit Group

Ditka's, Oakbrook Terrace, IL

September 21

Ad Media Credit Group

Hubbard Broadcast WDRV, Chicago, IL

September 28

Basic Material Credit Group

Ditka's, Oakbrook Terrace, IL

October 10

Electrical Distributors Credit Group

Ditka's, Oakbrook Terrace, IL

October 12

Northern Illinois Heating & Plumbing Wholesalers Credit Group

Greek Islands, Lombard, IL

October 17

Floor Covering & Wall Tile Credit Group

NACM Connect, Rolling Meadows, IL

WISCA Credit Group

Ditka's, Oakbrook Terrace, IL

Metal Distributors Credit Group

Ditka's, Oakbrook Terrace, IL

October 19

Ad Media Credit Group

TBD

October 26

Basic Material Credit Group

Devon, Oakbrook Terrace, IL

September 14

NACM Connect National Industry Credit Group Meetings September 7

National Manufactured Housing Credit Group

Jekyll Island Club, Jekyll Island, GA, 2-day

National Electrical Manufacturers Credit Group

Hilton Rosemont, Rosemont, IL, 2-day

September 11

National Leisure Living Manufacturers Credit Group

Holiday Inn Mart Plaza, Chicago, IL

September 14

National Underground Utilities Supply Credit Group

Embassy Suites Downtown, St Louis, MO, 2-day

National Paper Packaging Credit Group

Hilton Rosemont, Rosemont, IL, 2-day

National Steel Mill Credit Group

Embassy Suites Mag Mile, Chicago, IL, 2-day

National Metal Producers Credit Group

Doubletree Hotel, Pittsburgh, PA, 2-day

September 28

National Metal Buildings & Components Credit Group

Hampton Inn Inner Harbor, Baltimore, MD, 2-day

October 11

National Water Products Credit Group

Hilton Garden Inn, Indianapolis, IN, 2-day

October 12

National Coated Paper Credit Group

Holiday Inn Downtown, Charlotte, NC

Meatpackers of America Credit Group

Flamingo, Las Vegas, NV, 2-day

National Garage Door & Operating Devices Credit Group

Hilton Garden Inn Old Town, Scottsdale, AZ, 2-day

National Construction Credit Group

Bourbon Orleans, New Orleans, LA, 2-day

October 16

National Firearms & Ammunition Credit Group

Hampton Inn, National Harbor, MD, 2-day

October 18

National Lawn & Garden Credit Group

The Galt House, Louisville, KY, 2-day

October 19

National Tool & Accessories Manufacturers Credit Group

Hilton Chicago-O'Hare, Rosemont, IL, 2-day

October 20

National Truck, Trailer & Waste Equipment Credit Group

NACM Midwest, Rolling Meadows, IL

October 23

National Professional Apparel Credit Group

Homewood Suites Downtown, Chicago, IL, 2-day

October 24

National Home Healthcare, Nursing Home & Food Credit Groups

Jekyll Island Club, Jekyll Island, GA, 4-day

September 21

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SEPTEMBER/OCTOBER 2017

PAGE 24

Credit Group Meeting Calendar NACM Connect Indiana/Michigan/Ohio Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

September 12

Electric Industrial Supply Credit Group

Main Street Pub, Kalamazoo, MI

September 13

West Michigan Heating & Plumbing Wholesalers Credit Group

Brann's, Wyoming, MI

September 14

Indiana Wholesale Floor Covering Credit Group

Conference Call

Michiana Credit Association Credit Group

Luchesse's, Elkhart, IN

Columbus Wholesale Electric Supply Credit Group

McNaughton-McKay Conference Room, OH

Lumber & Building Materials Credit Group

Pietro's, Grand Rapids MI

September 15

Fort Wayne Building Materials Credit Group

Don Hall's Gas House Restaurant, Fort Wayne, IN

September 19

Indiana Electrical Suppliers Credit Group

Becker Conference Room, Indianapolis, IN

Automotive Suppliers Credit Group

Conference Call

Indianapolis Building Trade Suppliers Credit Group

Blueberry Hill, Indianapolis, IN

Michigan Electric Supply Credit Group

Antonio's, Canton, MI

September 21

Cincinnati Dayton Wholesale Electric Credit Group

Century Inn, Cincinnati, OH

September 27

Plumbing & Heating Wholesalers Credit Group

Blueberry Hill, Indianapolis, IN

Metal Service Center Credit Group

Antonio's, Canton, MI

Cincinnati Construction Suppliers Credit Group

Stonecreek Dining Company, West Chester, OH

Cleveland/Akron/Canton Food Suppliers Credit Group

Iacomini's/Papa Joe's, Akron, OH

October 5

Michiana Credit Association Credit Group

Das Essenhaus, Middlebury, IN

October 10

Electric Industrial Supply Credit Group

Pietro's, Grand Rapids, MI

October 11

West Michigan Heating & Plumbing Wholesalers Credit Group

Brann's, Wyoming MI

October 12

Columbus Wholesale Electric Supply Credit Group

McNaughton-McKay Conference Room , OH

October 17

Indiana Electrical Suppliers Credit Group

Becker Conference Room, Indianapolis, IN

Automotive Suppliers Credit Group

Conference Call

Indianapolis Building Trade Suppliers Credit Group

Blueberry Hill, Indianapolis, IN

Michigan Electric Supply Credit Group

Mojave Cantina, Clawson, MI

October 19

Cincinnati Dayton Wholesale Electric Credit Group

Century Inn, Cincinnati, OH

October 20

Fort Wayne Building Materials Credit Group

Don Hall's Gas House Restaurant, Fort Wayne, IN

October 25

Plumbing & Heating Wholesalers Credit Group

Blueberry Hill, Indianapolis, IN

Metal Service Center Credit Group

Antonio's, Canton, MI

Cincinnati Construction Suppliers Credit Group

Stonecreek Dining Co, West Chester, OH

Cleveland/Akron/Canton Food Suppliers Credit Group

Iacomini's/Papa Joe's, Akron, OH

September 20

October 18

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017 PAGE 25

Credit Group Meeting Calendar NACM Connect - Missouri Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

September 8

Mid Missouri Construction Credit Group

Bartolino's, St.Louis, MO

September 14

Caterpillar Dealer Credit Group

TBD

September 19

Midwest Regional Food Credit Group

Gateway Office

September 20

Electrical Distributors Credit Group

Bartolino's, St.Louis, MO

September 22

Refrigeration & Warm/Cool Air Suppliers Credit Group

Bartolino's, St.Louis, MO

October 17

Midwest Regional Food Credit Group

Gateway Office

October 18

Electrical Distributors Credit Group

Bartolino's, St.Louis, MO

October 20

Refrigeration & Warm/Cool Air Suppliers Credit Group

Bartolino's, St.Louis, MO

NACM Connect - Nebraska Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

September 20

Omaha Builders Credit Group

The Enterprise Center, Omaha, NE

October 17

Omaha Builders Credit Group

Teleconference

NACM Connect - New York Local Industry Credit Group Meetings DATE

GROUP

MEETING LOCATION

September 8

Buffalo Building & Construction Credit Group

Eagle House Williamsville,NY

September 12

Western NY Food & Beverage Supply Credit Group

Ilio DePaolo's Restaurant, Blasdell, NY

September 14

Rochester Plumbing Credit Group

Humphrey House, Penfeild, NY

September 18

Erie Building Credit Group

Ruby Tuesday, Erie, PA

September 19

Central New York Building Credit Group

Greenwood Winery & Bistro, Syracuse, NY

September 26

Buffalo Plumbing & Electric Credit Group

Eagle House, Williamsville, NY

Upstate New York Energy Credit Group

Conference Call

October 10

Western New York Food & Beverage Supply Credit Group

Ilio DePaolo's Restaurant, Blasdell, NY

October 12

Rochester Plumbing & HVAC Credit Group

Humphrey House, Penfield, NY

October 13

Buffalo Building & Construction Credit Group.

Eagle House, Williamsville, NY

October 16

Albany Building Credit Group

Scarborough's, Latham, NY

October 17

Central New York Building Credit Group

Greenwood Winery & Bistro, Syracuse, NY

October 19

Rochester Building Credit Group

Cerame's Restaurant, Rochester, NY

October 24

Buffalo Plumbing & Electric Credit Group

Eagle House, Williamsville, NY

October 26

Upstate New York Energy Credit Group

Conference Call

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SEPTEMBER/OCTOBER 2017

PAGE 26

Event Calendar DATE

EVENT

LOCATION

TIME

PRESENTER / INSTRUCTOR(S)

Sept 8

NACM Connect Indiana - Indianapolis Credit 101

Roche Diagnostics Corporation Indianapolis, IN

9 a.m. – 4 p.m

Judy Wagner, CCE, MBA

Sept 12 & 13

NACM Connect Missouri 2017 Credit Conference

DoubleTree Hotel St. Louis Westport St. Louis, MO

8 a.m - 5 p.m.

Various

Sept 12 & 14

NACM Connect Ohio - Toledo Credit 102

Toledo/Lucas County Public Library Toledo, OH

3:30 p.m. – 6:30 p.m

Amy Huebner, CCE Dave Condon, CCE

Sept 13

NACM Connect Webinar Credit Applications – How to Develop One That Works

________________________

10 a.m. – 11 a.m.

Todd Fierstein

Sept 19

NACM Connect Indiana - Elkhart Credit 102

Mid City Supply Co. Inc. Elkhart, IN

9 a.m. – 4 p.m

Jim Montague, CCE

Sept 20

NACM Connect Ohio - Columbus Roundtable Discussion

Star Leasing Company Columbus, OH

8:30 a.m. – 10:30 a.m.

Kent Smith, CBA, CICP

NACM Connect Michigan - Grand Rapids Proactive Collections and Communications Seminar

Barnes & Thornburg LLP Grand Rapids, MI

9 a.m. – 4 p.m.

Richard Bellis, CCE

Sept 22

NACM Connect Illinois Fall Golf Outing

St. Andrews Golf & Country Club West Chicago, IL

12 p.m.

__________________

Sept 26

NACM Connect Ohio - Cleveland Roundtable Discussion

Shula’s 2 Cleveland, OH

8:30 a.m. – 10:30 a.m.

David Feigenbaum, CCE

NACM Connect Illinois - Lincolnshire Roundtable Discussion

Half Day Brewing Company Lincolnshire, IL

12 p.m. – 1:45 p.m.

Nick Pokrifcak

Sept 27

NACM Connect Michigan - Grand Rapids Credit 102

Barnes & Thornburg LLP Grand Rapids, MI

9 a.m. – 4 p.m

Curt Johnson, CCE

Sept 28

NACM Connect Indiana - Elkhart Roundtable Discussion

Conn-Selmer, Inc. Elkhart, IN

4 p.m. – 6 p.m.

Julie Harvey

Oct 2

NACM Connect Indiana - Indianapolis Business Credit Principles

Roche Diagnostics Corporation Indianapolis, IN

5:30 p.m. – 8:30 p.m

Judy Wagner, CCE, MBA

Oct 3

NACM Connect Illinois CBF Exam Review

NACM Connect Rolling Meadows, IL

5 p.m. – 8 p.m

John Jaeger, CCE

NACM Connect Ohio - Cincinnati Roundtable Discussion

Fechheimer Brothers Co. Cincinnati, OH

11 a.m. – 1 p.m.

Jay Zimmerman

NACM Connect Illinois Credit 101

NACM Connect Rolling Meadows, IL

9 a.m. – 4 p.m

Rich Bellis, CCE

NACM Connect - Wisconsin Best Practices Discussion Group

Lola's Restaurant Elkhart Lake, WI

12 p.m. – 2:30 p.m

Brad Robinson

NACM Connect Illinois CCE Exam Review

NACM Connect Rolling Meadows, IL

5 p.m. – 8 p.m

John Jaeger, CCE

NACM Connect Wisconsin - Milwaukee Roundtable Discussion

Perkins Restaurant Milwaukee, WI

8 a.m. – 10 a.m.

Brad Robinson

NACM Connect Wisconsin - Fox Valley Roundtable Discussion

Village Grille Green Bay, WI

8 a.m. – 10 a.m.

Brad Robinson

NACM Connect Wisconsin - Madison Roundtable Discussion

Rodeside Grill Windsor, WI

12:30 p.m. – 2:30 p.m.

Brad Robinson

Oct 10

NACM Connect Illinois CBA Exam Review

NACM Connect Rolling Meadows, IL

5 p.m. – 8 p.m

John Jaeger, CCE

Oct 11

NACM Connect Michigan - Royal Oak Legal Seminar

Howard & Howard Attorneys PLLC Royal Oak, MI

8 a.m. – 12:30 p.m.

Lisa Gretchko Jim Morgan

Oct 12

NACM Connect Michigan - Grand Rapids Roundtable Discussion

Brann’s Steakhouse & Grille Grand Rapids, MI

11:30 a.m. – 1:30 p.m.

Curt Johnson, CCE

NACM Connect Webinar The Legal Environment of Credit - Part I

________________________

11 a.m. – 12 p.m.

Wanda Borges, Esq.

Oct 17

NACM Connect Indiana - Elkhart Credit 103

Mid City Supply Co. Inc. Elkhart, IN

9 a.m. – 4 p.m

Jim Montague, CCE

Oct 17 & 19

NACM Connect Ohio - Toledo Credit 103

Toledo/Lucas County Public Library Toledo, OH

3:30 p.m. – 6:30 p.m

Amy Huebner, CCE Dave Condon, CCE

Oct 18 & 19

NACM Connect Illinois 2017 Credit Conference

Meridian Conference Center Rolling Meadows, IL

8 a.m. – 5 p.m.

Various

Oct 18

NACM Connect New York - Buffalo Lunch Roundtable Discussion

Original Pancake House Williamsville, NY 14221

9 a.m. – 10:30 a.m.

TBA

Oct 19

NACM Connect New York - Rochester Lunch Roundtable Discussion

International House of Pancakes Rochester, NY

9 a.m. - 10:30 a.m.

TBA

Oct 25

NACM Connect Michigan - Grand Rapids Credit 103

Barnes & Thornburg LLP Grand Rapids, MI

9 a.m. – 4 p.m

Curt Johnson, CCE

Oct 27

NACM Connect Indiana - Indianapolis Credit 102

Roche Diagnostics Corporation Indianapolis, IN

9 a.m. – 4 p.m

Judy Wagner, CCE, MBA

Oct 4

Oct 5

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017 PAGE 27

NACM southwest collections

QUESTIONS YOU SHOULD ASK ANY COLLECTION AGENCY (NACM SOUTHWEST ANSWERS ARE BELOW EACH QUESTION.) 1.

How many years have you been in business? Since 1908.

Are you bonded, and if so, for what amount? Yes, we carry a Fidelity Bond in the amount of $1,000,000.

Are you insured, and if so, what amount? Association Professional Liability—Amount – $1,000,000 Commercial Umbrella Liability Policy—Amount – $3,000,000

Do you require a certified audit or review? Yes, performed annually by an independent accounting firm.

Do you use bonded Commercial Law League of America attorneys for referral? Yes, we use CLLA members on a nationwide basis. All forwarding attorneys engaged by NACM Southwest subscribe to at least one law event an impropriety occurs.

Do you require clients to sign a contract?

Do you hold checks for a period of time prior to remittance? If so, how many days? Yes. Debtor checks are held 10 working days pending bank clearance. Your debtor’s funds are deposited in a separate trust fund and are never released to the client immediately.

Do you offer individual checks for each debtor remittance? Yes, and each check has a breakdown of any fees taken.

Does NACM Southwest return unused court costs? Yes. (This is not true of all collection agencies.)

10. Do you monitor closed accounts? If yes, for what period of time? 11. What are your procedures for a skip trace? We have access to the National Trade Credit Reports and access to the we utilize online, third-party search services. 12. Do you offer classes/seminars on collections? We host educational seminars monthly on a wide variety of topics relevant to the credit and collection professional. Additionally, in-house seminars customized for our clients are also available.

PROTECT YOURSELF AND YOUR COMPANY BY KNOWING THE ANSWERS TO THESE QUESTIONS.

Kelly Hall

317-225-4281

| kelly.hall@nacmconnect.org

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017

PAGE 28

NACM connect

August 24 NACM Connect - Missouri St. Louis Cardinals vs San Diego Padres

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017 PAGE 29

illinois event

St. Andrews Golf & Country Club DATE: PLACE:

TIME: FORMAT: COST: INCLUDES: ATTIRE:

Friday, September 22

Friday, September 22, 2017 St. Andrews Golf & Country Club 2241 Route 59 West Chicago, IL 60185

12:00 p.m.

Event Sponsored by

12:00 p.m. 4-person scramble $125.00 Green fees, cart, scoring, dinner and prizes. Collared shirts, slacks, shorts or skirts â&#x20AC;&#x201C; no cutoffs or denim. Registration deadline: Friday, September 8, 2017

Fall Golf Outing THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017

PAGE 30

Illinois event Roundtable discussions are a great opportunity to review, discuss, question and learn best practices with credit professionals of countless experience and backgrounds, across various industries and company sizes. It is a great opportunity to network with other credit professionals that you can later reach out to regarding the roundtable discussion or other related credit processes or circumstances. They are equally beneficial to both the newer and the more experienced. –Chuck Levy, CCE Credit Manager Fabick CAT

Northern Illinois

2017 Lunch Roundtable Discussions What’s New in the Wild Wild World of Credit Reporting Presenter: Nick Pokrifcak NACM Connect

September 26 Tuesday

The Customer From Hell! How to Deal With the Worst of the Worst Presenter: Frank Schetski NACM Connect

November 8 Wednesday

12 p.m. – 1:45 p.m. Cost per Meeting $25 members $50 non-members One coupon per person

Location: Half Day Brewing Company

(private back room)

200 Village Green Lincolnshire, IL 60069

Attendance at any of above roundtable discussion is worth .175 Continuing Education Units/CCE Recertification points

Name________________________________________________________________ Designation(s)_________________________ Member#___________________ Please write your name as you would like it to appear on your name badge.

Company___________________________________________________________ Address_____________________________________________________________ City_______________________________________________ State _______ Zip_____________ Phone _______________________ Fax _______________________ E-Mail ____________________________________________________________ Mobile _______________________ Do you accept text messages?

qYes qNo

Online registration is available on www.nacmmidwest.org q q q

Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 Please invoice me: Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226 Check—Mail upon receipt of invoice. Coupon—Limit one coupon per person.

All payments must be received one week prior to meeting date.

Cancellation Policy: Cancellations must be received in writing via fax, email or mail no later than one week prior to the meeting date to qualify for a full refund. Cancellations received later than one week prior to the meeting date DO NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email info@nacmconnect.org.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017 PAGE 31

nacm connect

Institute of Credit 3005 Tollview Drive Rolling Meadows, IL 60008 P: 847.483.6478 F: 847.253.6241 W: www.nacmmidwest.org

CONNECT Institute of Credit

2017 Exam Review Class Schedule Instructor:

John Jaeger, CCE

Location:

NACM Midwest 3005 Tollview Drive - Rolling Meadows, Illinois Review classes are available to participate via phone conference.

Time:

5 – 8 p.m.

Tuition:

$125 per class (One Coupon Accepted)

Please check the Review Class you would like to attend:

CBA

CBF

CCE

o Tuesday, October 10, 2017

o Tuesday, October 3, 2017

o Wednesday, October 4, 2017

REGISTRATION

For questions or more information, please contact Lillian Novak at 847.483.6478 or email lillian.novak@nacmconnect.org. Name_______________________________________________________________ (Please write your name as you would like it to appear on your name badge)

Member # __________________________

Company____________________________________________________________________________________________________ Address_____________________________________________________________________________________________________ City__________________________________________________ State _____________________ Zip _________________________ Phone _______________________________________________

Fax _______________________________________________

Mobile ______________________________________________________________

Do you accept text messaging?

Yes

E-mail ______________________________________________________________________________________________________

Online registration is available on www.nacmmidwest.org/chicago Payment Method

q Check enclosed—Payable to NACM Connect and mailed to: 3005 Tollview Drive, Rolling Meadows, IL q Please invoice me: q

60008

Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226 Check—Mail upon receipt of invoice. Coupon—Limit one coupon per person.

Cancellation Policy: Cancellations must be received in writing, via fax, e-mail or mail, no later than one week prior to the class date to qualify for a full refund. Cancellations received later than a week prior to the class date do not qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. For more information, please email info@nacmconnect.org.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017

PAGE 32

Upstate New York Event Roundtable discussions are a great opportunity to review, discuss, question and learn best practices with credit professionals of countless experience and backgrounds, across various industries and company sizes. It is a great opportunity to network with other credit professionals that you can later reach out to regarding the roundtable discussion or other related credit processes or circumstances. They are equally beneficial to both the newer and the more experienced. –Chuck Levy, CCE Credit Manager Fabick CAT

Eastern/Western New York

2017 Roundtable Discussion Series Ways to Safely Sell Higher Risk Accounts

Collecting on Judgements Buffalo - July 19th q Rochester - July 20th q

q q

Canadian Collections & Legal Issues

October 18th - Buffalo October 19th - Rochester

How to Effectively Work with Your Sales Team

Buffalo - August 16th q Rochester - August 17th q

q q

November 15th - Buffalo November 16th - Rochester

Please select each meeting you plan to attend. All meetings are from 9 – 10:30 a.m. Moderator(s) to be announced.

Buffalo Location:

Original Pancake House 5479 Main St. Williamsville, NY 14221

Rochester Location:

International House of Pancakes 556 Jefferson Road Rochester, NY 14623

Cost per Meeting

$25 members, $50 non-members, one coupon per person is valid. Breakfast Included. CEU points and CCE recertification points are available for each meeting.

Name ___________________________________________________________ Company _________________________________________ Please write your name as you would like it to appear on your name badge.

Address____________________________________ City ______________________________________ State ________ Zip____________ Phone_____________________________________ Fax ______________________________Mobile ________________________________ Email______________________________________________________________________ Do you accept text messaging? qYes qNo

Online registration is available on www.nacmupstateny.org q q q

All payments must be received one week prior to meeting date. Cancellation Policy: Cancellations must be received in writing via fax, email or mail no later than one week prior to the meeting date to qualify for a full refund. Cancellations received later than one week prior to the meeting date DO NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email info@nacmconnect org.

Email this form to registration@nacmconnect.org. You will receive an invoice shortly. THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017 PAGE 33

Ohio event Roundtable discussions are a great opportunity to review, discuss, question and learn best practices with credit professionals of countless experience and backgrounds, across various industries and company sizes. It is a great opportunity to network with other credit professionals that you can later reach out to regarding the roundtable discussion or other related credit processes or circumstances. They are equally beneficial to both the newer and the more experienced. –Chuck Levy, CCE Credit Manager Fabick CAT

2017 Ohio

September Breakfast Roundtable Discussion

ESCALATING COLLECTION EFFORTS WITHOUT OFFENDING THE DEBTOR Moderator: Kent Smith, CBA, CICP, Bundy Baking Solutions

▪ How much time is allotted for the initial contact? ▪ What type of correspondence is used on the initial contact? ▪ How much time is allotted for your second contact and what type of communication do you use at this point? ▪ Who if anyone is brought into the mix? ▪ How do you get closure without putting the customer on the defensive?

Wednesday, September 20 8:30 a.m. – 10:30 a.m.

Location:

Star Leasing Company 4080 Business Park Drive Columbus, OH 43204

Cost per Meeting

$25 members, $50 non-members. One coupon per person is valid. Breakfast included. Attendance at this roundtable discussion is worth .2 Continuing Education Units/CCE Recertification points Name________________________________________________________________ Designation(s)_________________________ Member#___________________ Please write your name as you would like it to appear on your name badge.

qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q q q

All payments must be received one week prior to meeting date.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017

PAGE 34

ohio event Roundtable discussions are a great opportunity to review, discuss, question and learn best practices with credit professionals of countless experience and backgrounds, across various industries and company sizes. It is a great opportunity to network with other credit professionals that you can later reach out to regarding the roundtable discussion or other related credit processes or circumstances. They are equally beneficial to both the newer and the more experienced. –Chuck Levy, CCE Credit Manager Fabick CAT

2017 Ohio

September Breakfast Roundtable Discussion

DEDUCTIONS Best Practices Moderator: David Feigenbaum, CCE, Kichler Lighting

Are you trying to dig out of the Deduction Paperwork mess?

Let us help you climb out...

Come share your best practices to discuss with the group.

Tuesday, September 26 8:30 a.m. - 10:30 a.m.

Location: Shula’s 2 6200 Quarry Lane Cleveland, OH 44131

Cost per Meeting

$30 members, $60 non-members. One coupon per person is valid. Full Breakfast Buffet included. Attendance at this roundtable discussion is worth .2 Continuing Education Units/CCE Recertification points Name________________________________________________________________ Designation(s)_________________________ Member#___________________ Please write your name as you would like it to appear on your name badge.

qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q q q

All payments must be received one week prior to meeting date.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017 PAGE 35

Ohio Event Roundtable discussions are a great opportunity to review, discuss, question and learn best practices with credit professionals of countless experience and backgrounds, across various industries and company sizes. It is a great opportunity to network with other credit professionals that you can later reach out to regarding the roundtable discussion or other related credit processes or circumstances. They are equally beneficial to both the newer and the more experienced. –Chuck Levy, CCE Credit Manager Fabick CAT

2017 Ohio

October Lunch Roundtable Discussion

SETTING CREDIT LIMITS WITHOUT FINANCIAL INFORMATION ▪ ▪ ▪ ▪ ▪ ▪

Moderator: Jay Zimmerman, Fechheimer Brothers Co.

Role of Experian and D&B Reports Review of trade references Importance of bank reference information How to use sales “discovery” information Art versus science Other Sources of Credit Information

Tuesday, October 3

11:00 a.m. – 1:00 p.m.

Location:

Fechheimer Brothers Co. 4545 Malsbary Rd Cincinnati, OH 45242

Cost per Meeting

$30 members, $60 non-members. One coupon per person is valid. Lunch included. Attendance at this roundtable discussion is worth .2 Continuing Education Units/CCE Recertification points Name________________________________________________________________ Designation(s)_________________________ Member#___________________ Please write your name as you would like it to appear on your name badge.

qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q q q

All payments must be received one week prior to meeting date.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017

PAGE 36

wisconsin event Roundtable discussions are a great opportunity to review, discuss, question and learn best practices with credit professionals of countless experience and backgrounds, across various industries and company sizes. It is a great opportunity to network with other credit professionals that you can later reach out to regarding the roundtable discussion or other related credit processes or circumstances. They are equally beneficial to both the newer and the more experienced. –Chuck Levy, CCE Credit Manager Fabick CAT

2017 Wisconsin

October Roundtable Discussions

Negotiation Techniques for the Credit Professional

Presenter: Brad Robinson, Senior Vice-President of Business Development, Caine & Weiner - Boise, ID

Milwaukee q

Wednesday, October 4

8 a.m. - 10 a.m. (breakfast)

Location: Perkins Restaurant 130 West Layton Avenue (I-94 at the Layton Avenue exit)

Milwaukee, WI 53207

q Fox Valley

q Madison

8 a.m. - 10 a.m. (breakfast)

12:30 p.m. - 2:30 p.m. (lunch)

Thursday, October 5 Location: Village Grille 801 Hoffman Road

(Just south of Highway 172 between the Monroe and Webster Street exits)

Green Bay, WI 54301

Thursday, October 5 Location Rodeside Grill 6317 Rostad Circle (I-90/94 & Highway 19 exit)

Windsor, WI 53598

Registration Deadline: October 3, 2017 (You MUST pre-register in order to attend) Cost per Meeting

$25 members, $50 non-members. One coupon per person is valid. Pre-registration is required. Attendance at this roundtable discussion is worth .2 Continuing Education Units/CCE Recertification points Name________________________________________________________________ Designation(s)_________________________ Member#___________________ Please write your name as you would like it to appear on your name badge.

qYes qNo

Online registration is available on www.nacmmidwest.org q q q

All payments must be received one week prior to meeting date.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017 PAGE 37

Michigan event

A full day Seminar designed for Credit Professionals

PROACTIVE COLLECTIONS AND COMMUNICATIONS Instructor: Richard Bellis, CCE

has been a Credit Professional and Senior Manager for over forty years working for such companies as Polaroid Corporation, Platinum Technology, Robert Bosch Tool Corporation, Unilever and most recently, KeHe Food Distributors, Inc. He has taught Operations Management at the graduate level and has previously served on the Board of Directors for NACM Midwest. Richard currently is an instructor for NACM Midwest, teaching Credit Courses and is an active member of the Association of Credit Executives (ACE). His professional expertise is in the area of Credit and Collections, Cash Forecasting and Order-To-Cash processes with emphasis on organizational structure, policy and procedural improvements.

Wednesday September 20

9 a.m. – 4 p.m.

Registration Deadline: September 6

Barnes & Thornburg LP

│

Good collectors are proactive

– they anticipate the responses and the attitudes of their customers before they make the collection call so they can act and react in a positive manner. In the morning session you will learn to be proactive by improving your skills related to collections. Through this interactive workshop you will learn to establish an effective routine, set collection call priorities and measure your collection effectiveness. The afternoon session will demonstrate how communicating in the right fashion, both internally and externally, will reap much more meaningful results. After this session you will know the attributes of good communication, types of communication, strategies for effective communications and the 7 C’s of Good Credit Communications.

Full day seminar: (continental breakfast and lunch included) q $189 - Member (two coupons per person)

$175 - each if three of more from the same company

$278 - Non-Member

171 Monroe Avenue NW, Suite 1000

│

Grand Rapids, MI 49503

Attendance at this seminar is worth .6 Continuing Education Units/CCE Recertification points. Name________________________________________________________________ Designation(s)_________________________ Member#___________________ Please write your name as you would like it to appear on your name badge.

qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q q q

Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 Please invoice me: Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226. Check—Mail upon receipt of invoice. I am using __ coupon(s) for this event.

All payments must be received one week prior to seminar date. Cancellation Policy: Cancellations must be received in writing via fax, email or mail no later than one week prior to the meeting date to qualify for a full refund. Cancellations received later than one week prior to the meeting date DO NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email info@nacmconnect.org.

Questions? Contact Kelly Hall at kelly.hall@nacmconnect.org or call 317.225.4281 Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017

PAGE 38

michigan event

LEGAL SEMINAR

FOR CREDIT PROFESSIONALS

Presented by Lisa Gretchko & Jim Morgan Howard & Howard Attorneys PLLC

Wednesday October 11 8:00 a.m. –12:30 p.m. (8:00–8:30 continental breakfast)

Howard & Howard Attorneys PLLC

│

450 West Fourth Street

8:00–8:30 Registration/Continental Breakfast 8:30–8:45 Welcome—Paula Slyder and Lisa Gretchko NACM Connect

Howard & Howard Attorneys PLLC

8:45–9:30 What are the Legal Issues in Dealing with Delinquent Customers? Lisa Gretchko

This presentation will review the issues that credit managers need to consider when dealing with a delinquent customer, including: (i) whether the customer is in bankruptcy, (ii) whether the Uniform Commercial Code applies, and (iii) how credit managers can apply rights/remedies most effectively.

9:30–10:15 Use of Records to Maximize Outcomes Jim Morgan

Computerization of data means that credit managers have a lot of data at their fingertips. This topic will explore: (i) important records that need to be retained, (ii) litigation holds, (iii) protecting against disclosure of sensitive creditor information.

│

Royal Oak, MI 48067

10:30–11:15 503(b)(9) Claims Lisa Gretchko

The 2005 amendments to the Bankruptcy Code weakened the creditor’s reclamation rights but created 503(b)(9) claims. This presentation will focus on: (i) the elements of a 503(b)(9) claim, (ii) what to expect in a 503(b)(9) claims process, (iii) what has happened to reclamation claims?

11:15–12:00 Defending Preference Cases-Strategies that Credit Managers Need to Know Lisa Gretchko and Jim Morgan

This presentation will discuss: (i) how to deal with a preference demand letter, (ii) records that should be retrieved and retained to defend a preference case, and (iii) preference defenses.

12:00–12:30 Q & A and Networking

q $139 - Member

10:15–10:30 Break

(one coupon per person)

q $278 - Non-Member

Webinar access is available upon request Attendance at this seminar is worth .4 Continuing Education Units/CCE Recertification points.

qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q q q

Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 Please invoice me: Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226. Check—Mail upon receipt of invoice. Coupon—Limit one coupon per person

Questions? Contact Paula Slyder at paula.slyder@nacmconnect.org or call 937.401.2710 Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017 PAGE 39

michigan event Roundtable discussions are a great opportunity to review, discuss, question and learn best practices with credit professionals of countless experience and backgrounds, across various industries and company sizes. It is a great opportunity to network with other credit professionals that you can later reach out to regarding the roundtable discussion or other related credit processes or circumstances. They are equally beneficial to both the newer and the more experienced. –Chuck Levy, CCE Credit Manager Fabick CAT

2017 Michigan

October Roundtable Discussion

LUNCH AND LEARN

CREATING THE PERFECT

CREDIT POLICY Moderator: Curt Johnson, CCE , S. Abraham & Sons, Inc.

Thursday October 12

11:30 a.m. – 1:30 p.m. Brann’s Steakhouse & Grille 4157 Division Ave S. Grand Rapids, MI 49548

Do you have a Credit Policy that your Department or Company operates by? • What items should be included in a credit policy manual. • Why written credit policies are needed. • The effect of Centralized verses Decentralized on credit policies. Cost per Meeting

qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q q q

All payments must be received one week prior to meeting date.

Email this form to registration@nacmconnect.org. You will be invoiced shortly.

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017

PAGE 40

michigan event “Roundtable discussions are a great opportunity to review, discuss, question and learn best practices with credit professionals of countless experience and backgrounds, across various industries and company sizes. It is a great opportunity to network with other credit professionals that you can later reach out to regarding the roundtable discussion or other related credit processes or circumstances. They are equally beneficial to both the newer and the more experienced”. –Chuck Levy, CCE Credit Manager Fabick CAT

NACM Connect Michigan

December Lunch Roundtable Discussion

LUNCH AND LEARN

Deductions

Thursday December 7

Moderators to be announced.

11:30 a.m. - 1:30 p.m.

Location:

Brann’s Steakhouse & Grille 4157 Division Ave S. Grand Rapids, MI 49548

Cost per Meeting

qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q q q

All payments must be received one week prior to meeting date.

Email this form to registration@nacmconnect.org. You will be invoiced shortly.

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017 PAGE 41

indiana event Roundtable discussions are a great opportunity to review, discuss, question and learn best practices with credit professionals of countless experience and backgrounds, across various industries and company sizes. It is a great opportunity to network with other credit professionals that you can later reach out to regarding the roundtable discussion or other related credit processes or circumstances. They are equally beneficial to both the newer and the more experienced. –Chuck Levy, CCE Credit Manager Fabick CAT

2017 Indiana

September Dinner Roundtable Discussion

WAYS TO REDUCE DSO ▪ What is the importance of monitoring your DSO?

Moderator: Julie Harvey, Conn-Selmer, Inc.

▪ What is the financial impact to a company when your DSO increases or decreases? ▪ What steps can you take to reduce your DSO? ▪ We will explore these questions while also sharing techniques that have been applied in reducing DSO. ▪ You should leave this roundtable armed with practical tips to help you in reducing your DSO and saving your company money. After all, Cash is King!

Thursday September 28

4:00 p.m. – 6:00 p.m.

Location:

Conn-Selmer, Inc. 600 S. Industrial Parkway Elkhart, IN 46516-5485

Cost per Meeting

$30 members, $60 non-members. One coupon per person is valid. Dinner included. Attendance at this roundtable discussion is worth .2 Continuing Education Units/CCE Recertification points Name________________________________________________________________ Designation(s)_________________________ Member#___________________ Please write your name as you would like it to appear on your name badge.

qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q q q

All payments must be received one week prior to meeting date.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017

PAGE 42

indiana event

Business Credit Principles Business Credit Principles provides a fundamental understanding of business credit procedures and policy. This class will also give students information about credit investigation and evaluation along with an overview of legal issues affecting the extension of commercial credit.

The following topics will be covered: • • • • • • • • •

Credit in the business world Credit in the company Organizing the credit department The legal environment of credit Credit policy and procedures Terms and conditions of sale Negotiable instruments The legal forms of business The uniform commercial code

Instructor

• • • • • • • • • • •

Credit investigations Know your customer Making credit decisions International trade Financing and business insurance Business credit fraud Credit availability decisions Customer visits The credit-sales partnership Out-of-court settlements Bankruptcy code proceedings

Judy Wagner, CCE, MBA

REGISTRATION DEADLINE: SEPTEMBER 19, 2017* Dates October 2 – December 18, 2017 (Tuesday evenings)

Time 5:30 p.m. – 8:30 p.m.

Location

Cost

Roche Diagnostics Corporation

$450, member (plus $100 textbook fee)

9115 Hague Road, Building B

Two coupons are valid per person.

Indianapolis, IN 46256

$900, non-member (plus $200 textbook fee)

Name_______________________________________________________________________________ Designation_________________________________ Please print name as you would like it to appear on your name badge.

Company___________________________________________Address______________________________________________________________________ City_______________________________________________________________________________________ State ________ Zip_____________________ Phone ______________________________________________________ Fax ______________________________________________________________ Email __________________________________________________________________________________________________________________________ Mobile ________________________________________________________________________________ Do you accept text messages?

qYes qNo

Online registration is available on www.nacmgreatlakesregion.com q q q

All payments must be received one week prior to class start date.

Cancellation Policy: Cancellations must be received in writing, via fax e-mail or mail, no later than two weeks prior to the event date to qualify for a full refund. Cancellations received later than two weeks prior to the event date do NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email info@nacmconnect.org. *Registration fees increase by $80 for members and $160 for non-members if registration form is not submitted two weeks prior to start of class.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017 PAGE 43

nacm connect

How to Develop One That Works Wednesday, September 13, 2017 10 am - 11:00 am CT (11am-12:00pm ET) About the Webinar

WEBINAR

Credit Applications –

Do you know that with the proper credit application you can both help avoid third party collections and, if necessary, help your agency if an account does have to be placed? Why not do all you can up front to circumvent potential problems by attending this webinar and learning how to improve your application? In this webinar, Todd Fierstein will explain what should and shouldn’t be on your application, the importance of getting updated credit applications from your customers, important and correct verbiage and the best questions to ask on your application. Also learn the answer to this question: “Why do I need a credit application at all!?” During this 60-minute webinar you will learn: • How to develop a credit application that protects your company and asks the right questions to make more informed credit decisions. • How the credit application actually is a multifunctional document • How to get current customers to give you updated information

About the Presenter

Todd Fierstein has spent the last 30 years in the credit industry. His work experience spans from 10 years as Vice-President of NACM Buffalo to being the Assistant VP of Alliance Partnerships for a large International Accounts Receivable company. Todd’s primary ﬁeld of expertise is Credit Applications and Credit Application Law. He has spoken on this topic for more than 10 years at over 100 seminars and businesses’. He has also spoken on Collecting Debt in Difﬁcult Economic Times. For the past 15 years Todd’s experience has been for NACM’s across the country as well as Industry Credit Trade Groups. Todd is currently one of the most sought after speakers on Credit Applications and Credit Application Law. With 30 years as a Credit Professional Todd brings innovative insight to all of his presentations and seminars.

WEBINAR REGISTRATION

Participation points are available for this class.

Date Wednesday, September 13, 2017

Time (Note your time zone) 11am — 12:00pm ET 10am — 11:00am CT 8am — 9:00am PT

Cost (per connection) $99 - Member, $198 - Nonmember (Only one coupon will be accepted)

Name_______________________________________________________________ Member #____________________________________________ Company___________________________________________Address________________________________________________________________ City____________________________________________ State _________________________ Zip_________________________________________ Phone ________________________ Fax _________________________ Email _______________________________________________________ Mobile __________________________________________________________________________ Do you accept text messages?

Yes No

All payments must be made prior to receiving link for the webinar. Check—Payable to NACM Connect and mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 Credit card—Pay by phone upon receipt of invoice: 1-800-935-6226. Please invoice me. I’m using a coupon for this event. Cancellation Policy: Cancellations must be received in writing, via fax, email or mail, no later than two weeks prior to the event date to qualify for a full refund. Cancellations received later than two weeks prior to the event date do NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email info@nacmconnect.org.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017

PAGE 44

NACM connect

The Legal Environment of Credit - Part I Thursday, October 12, 2017 11 am - 12 pm CT

WEBINAR

About the Webinar

In this live presentation, you will focus upon essential information which every credit professional should have at its fingertips. In this 60-minute session participants will learn: • The various structures of artificial entities including corporations, limited liability companies and partnerships. • Common and unique ways to create a contract through credit applications, terms and conditions and long-term purchase orders. • How to enforce those contracts once they are created. • The legalities, creation and use of electronic signatures. About the Presenter

Wanda Borges, Esq.

Wanda is the principal member of Borges & Associates, LLC, a law firm based in Syosset, NY. For more than 29 years, Ms. Borges has concentrated her practice on commercial litigation and creditors’ rights in bankruptcy matters, representing corporate clients and creditors’ committees throughout the United States in Chapter 11 proceedings, out-of-court settlements, commercial transactions and preference litigation. She is the Immediate Past President of the Commercial Law League of America and has been an Attorney Member of its National Board of Governors, a Past Chair of the Bankruptcy Section and a past member of the executive council of its Eastern Region. Ms. Borges is a member of the American Bar Association, the American Bankruptcy Institute, the Hispanic National Bar Association and the Turnaround Management Association, and is an associate member of the International Association of Commercial Collectors. She is a regular lecturer for NACM and its Affiliated Associations on commercial and corporate law (including ECOA, the Uniform Commercial Code and FCRA), insolvency matters, creditors’ rights issues, antitrust law and the Sarbanes-Oxley Act of 2002.

WEBINAR REGISTRATION Participation points are available for this webinar.

Date Thursday, October12, 2017

Time 11a.m. — 12p.m. CST

Cost (per connection) $99 - Member, $198 - Nonmember (Only one coupon will be accepted)

qYes qNo

All payments must be made prior to receiving link for the webinar. q Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 q Please invoice me. Credit Card—Pay by phone upon receipt of invoice: 1.800.935.6226. Check—Mail upon receipt of invoice. q I am using a coupon for this event. Cancellation Policy: Cancellations must be received in writing, via fax, email or mail, no later than two weeks prior to the event date to qualify for a full refund. Cancellations received later than two weeks prior to the event date do NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email info@nacmconnect.org.

Email this form to registration@nacmconnect.org. You will be invoiced shortly. THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017 PAGE 45

NACM Connect

2017-2018 Advisory Board Member Volunteers 2017-2018 Missouri Advisory Board CHAIRPERSON Kevin Stinner, CCE Crop Production Service VICE CHAIRPERSON Curtis Litchfield Land Oâ&#x20AC;&#x2122;Lakes/Purina Mills SECRETARY Staci Cima Crescent Parts & Equipment DIRECTORS Term Ending 2018 Debbie Harper, CCE Truck Centers, Inc. Jason Mott MFA, Inc. DIRECTORS Term Ending 2019 Brent Heizelman Mid-Kansas Cooperative Assn. Tiffany Sudduth American Metals COUNCILOR Chuck Levy, CCE John Fabick Tractor Company

2017-2018 Great Lakes Advisory Board

DIRECTORS Term Ending 2018 Rob Hanus Carhartt, Inc. COUNCILOR Jim Montague, CCE Lippert Components, Inc.

2017-2018 Upstate New York Advisory Board CHAIRPERSON

Bonnie Bonavito Try It Distributing

SECRETARY Deborah Coder NOCO Inc. DIRECTORS Term Ending 2021 Deanna Jonas, CCE Daikin Applied DIRECTORS Term Ending 2022 Anthony Mitchell Crop Production Services

2017-2018 Nebraska Advisory Board CHAIRPERSON Gary Kennett Nebco Inc. VICE CHAIR Terri Lawver Hornady Manufacturing DIRECTORS Term Ending 2018 Janet Henseleit Vulcraft - Division of Nucor CFDD REPRESENTATIVE Brett Bartling Warren Distribution

2017-2018 Wisconsin Advisory Board CHAIRPERSON

VICE CHAIRPERSON Curt Johnson, CCE S. Abraham and Sons, Inc.

DIRECTORS Term Ending 2018 Cindy Fredericksen Regal-Beloit Corporation

SECRETARY Caroline Perkins, CCE Mickey Thompson Performance Tire

COUNCILOR Rich Weiss, CBA Jaeckle Distributors

COUNCILOR Bonnie Shantler

CHAIRPERSON

Michael Gould Logicalis, Inc.

Eleanore Jones Lakeside Manufacturing

Diana Hoffman Rockline Industries

Mary Hotvedt, CCE Waupaca Foundry

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017

PAGE 46

NACM Connect

Why Should YOU Contribute?

For the Reward

NACM members who share full file A/R data have exclusive access to the NACM National Trade Credit Report’s Portfolio Management Suite. Unlock the potential and power of these three great products: • Portfolio Risk Analysis (PRA) • Nonmember Credit Reference • Account Monitor Service (AMS) They’ll save you time, keep you ahead of the curve and provide you with “C-Level worthy” snapshots of your A/R portfolio. To learn more, contact your local participating NACM Affiliate or visit us at www.tradecreditreport.com.

THE INTERCONNECTION

SEPTEMBER/OCTOBER 2017 PAGE 47

The InterConnection

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