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B usiness C redit J ournal May 2011 Building Bridges Between Sales and Credit By Michael C. Dennis The relationship between sales and credit can at times be contentious. In some organizations, problems have festered resulting in less than ideal working relationships between sales and credit. Regardless of the state of relations in your organization between the credit department and the sales department, these tips will help the credit department to build bridges and mend fences with the sales team provided that these ideas are implemented by every member of the credit department:
In This Issue Building Bridges.................. Cover
1.
Recognize that not every good business decision is a good credit decision. Of course, the credit department staff will not make these types of decisions. But if a credit decision is overruled by senior management the credit team must recognize that sometimes the needs of the company, the customer or the sales department will come before the needs of the credit department.
Chair’s Message.........................2
2. Respond immediately to inquiries from sales. Chances are good that the reason they are contacting you is that a customer is contacting them.
Welcome New Members.............2
3. Try to communicate with sales by phone or in person. Emails and IMs are convenient, but impersonal.
International Corner...................3 DSO Results: 4th Quarter 2010 and 1st Quarter 2011.......................4 Annual Meeting..........................5 Member Profile..........................7 NOF Scholarship Funds............. 10 Education................................ 11 Webinars................................. 12 Contacts.................................. 14
4.
If someone in the credit department makes an incorrect decision such as one that involves a credit limit that is too low, override the decision quickly and move forward. The worst mistakes are ones that are repeated, not mistakes that are found and addressed quickly.
5. Take as much time as necessary to explain the rationale for your decision. Try to do so without using too much accounting jargon. 6. Ask to become part of the orientation process for new salespeople. 7. When there is a difference of opinion about a customer, share all of the relevant facts with the salesperson including information that strengthens the sales department’s position. 8.
Don’t blame sales for talking you into making a credit decision that goes bad. Credit decisions are not the responsibility of the sales department, but the salesperson does have a responsibility to be an advocate for an active customer or a credit applicant.
9. Work proactively with sales to approve higher credit limits for selected customers before orders are submitted and your company is embarrassed to admit that one hand does not know what the other is doing. 10. Create a mechanism by which a salesperson can appeal a credit decision they disagree with strongly. Without such a mechanism, a salesperson can be forgiven for being resentful of the authority and the autonomy of the credit decision making process. Source: This essay is excerpted from his presentation entitled: Building and Mending Fences Between Sales and Credit. Michael Dennis can be reached at mcdennis13@yahoo.com. © 2010. Michael C. Dennis. All Rights Reserved. 7931 NE Halsey, Suite 200, Portland, Oregon 97213 Tel 503.257.0802 or 800.622.6985 • Fax 503.257.0247 • www.nacmoregon.org
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B usiness C redit J ournal May 2011 Message from the Chairman It is with great honor and excitement to be your Chairman for the NACM Oregon Board for this new upcoming 2011-2012 year. The past four years have been extremely challenging for all of us—businesses small and large. NACM Oregon has been a saving grace for me and the members of our organization in these trying times. Personally, I’ve benefited from the friendly and talented staff of NACM Oregon. The industry groups; online webinars; educational classes and speakers; credit reports; and the collection services to name a few have been very valuable. The networking, resources, and friendship’s we have all enjoyed from being members of NACM Oregon has definitely kept all of us above water and the best at our profession. Over the last 25 years that I’ve been a member, NACM Oregon has met all of the technological innovations and challenges, especially the Internet. NACM Oregon truly has proven to be a leader to other NACM affiliates and National. There are now 26 affiliates that contribute data for the NACM Credit Report. As members you get 25 FREE each year. I love FREE! It’s as easy as getting a sign-on for the NACM Oregon website. Many resources, educational opportunities, online pre-recorded webinars, live webinars, open forums to ask and participate in questions and issues are just a click away. Industry groups can and have their own forum to use for communication to each other. The list is endless and continually improving. I congratulate Rod, Kathy, and all the NACM Oregon staff on the wonderful resources you have made available for all of us. One thing is certain and that is CHANGE is happening all the time. NACM Oregon is here to help us tackle this change. I will be participating in many of the educational offerings, forums, and meetings that NACM Oregon has planned for us this year. I look forward to meeting you at these venues and wish all of you a fun and prosperous year.
Raeann Binau, CICP Airgas - Norpac Inc raeann.binau@airgas.com
Welcome New Members— Associated Business Systems, office equipment distributor. Lori Weddle 503.244.4800 16760 SW Upper Boones Ferry Rd., Suite 200 Portland, Oregon 97223 Bakersfield Pipe & Supply, Inc., distributor of pipe, valves, and fittings. Richard L. Place, Jr. 661.589.9141 PO Box 639 Bakersfield, California 93302-0639 Roofline Supply & Delivery, distributor of roofing materials. Kenna Larson 541.681.4195 PO Box 24038 Eugene, Oregon 97402
7931 NE Halsey, Suite 200, Portland, Oregon 97213 Tel 503.257.0802 or 800.622.6985 • Fax 503.257.0247 • www.nacmoregon.org
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B usiness C redit J ournal May 2011 International Corner by Alice Knight ICTF’s Global Credit Professionals Symposium was held April 17-19 at the Fairmont Hotel in Chicago. The Symposium was attended by 120 professionals from six countries including four of us from Oregon. The Keynote Speaker was Daniel Griswold, Director, Herbert A. Stiefel Center for Trade Policy Studies, Cato Institute and author of the best seller “Mad About Trade.” He discussed the facts that exports were up 17% in 2010; more than half of U.S. imports are for business—raw materials, intermediate inputs and machinery; two thirds of net new jobs created since 1991 are in service sectors that pay more than the typical manufacturing jobs; and that many more jobs are lost due to technology than due to trade. He noted technological advances in the steel industry that in 1980 required 10 man hours to produce one ton of steel. The man hours required dropped to four in 1990, two in 2000, and just one in 2010. The concept that trade is a two-way street involving both export and import was reiterated throughout the sessions. Consider your own company. Do you buy abroad or import any supplies, components or services? Most of us are glad to see our export markets growing but remember, in most cases, our customers need access to U.S. dollars to pay us. In order to have access to those U.S. dollars they, or others in their country, have to sell product or services to the U.S. Export does not exist in a vacuum. Export from the U.S. equals import in the other country and vice
versa. In a panel/breakout session format the group explored current practices relating to the Swing Between Centralization/Decentralization, Assessing Credit Risk Post the Great Recession, and Exploiting Technology in Credit and A/R Management. Eleven breakout groups considered elements of the presentations and reported back to the general session. Tuesday morning a panel moderated by Paul Angeli focused on the BRIC countries (Brazil, Russia, India, and China). Lisa Spano, Executive Director Global Trade, JP Morgan, offered information on trade finance in the BRIC countries with specialized instruments used in the different countries. Also included was a table of traditional trade solutions with description and benefits for the four countries. Tina Sorrels, Director of Credit, AJC International, emphasized the importance of experience and continuing education while detailing current potential pitfalls by country including paying on fax copies in Brazil, opening an office in Russia, import/export hurdles in India, and customer visits in China. David Conaway from the law firm of Shumaker, Loop & Kendrick LLP, spoke on Cross-Border Insolvency, Chapter 15, and some current legal decisions affecting U.S. companies. David then concentrated on Bankruptcy Law in the BRIC countries summarizing their provisions as compared to U.S. Law. David had presented a series of 10 questions concerning Bankruptcy Law and particularly Preferences sections to attorneys in the BRIC countries. The questions and the responses by country were included in the
handouts. “Know your customer” and “keep up with current happenings” were key watchwords throughout the Symposium. Take advantage of seminars, webinars, conferences and symposiums. Close to home take advantage of NACM-Oregon’s International Group that meets the third Thursday of each month.
Alice Knight is Vice President of Finance & Administration for Paper Products Marketing, Inc. Ms. Knight has more than 45 years' of experience in International Finance and is an active member of ICTF and NACM. She has served as Co-chair, Panel Member and Presenter at Annual Global Conferences, as President of FCIB Forest Products Group, and participated in FCIB Conferences in Mexico, Puerto Rico, Munich, and Brussels.
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B usiness C redit J ournal May 2011 National Summary of Domestic Trade Receivables Results 4th Quarter 2010 We have received the results of the National Summary of Domestic Trade Receivables (DSO) for the fourth quarter of 2010. The Credit Research Foundations (CRF) has been producing this valuable quarterly report for more than 50 years. DSO slightly increased from the prior quarter to 40.70 from 40.40. A year ago the measure was 40.40. Best Possible DSO decreased to 30.80, as compared to 32.00 last quarter and 31.27 a year ago. Average Days Delinquency increased to 6.40 from 5.70, as compared to 6.90 a year ago. The percent reported over 90 days past due increased to 0.74 as compared to last quarter at 0.70, as compared to 0.75 a year ago. Medians for 30 different industries are included in this summary. This report included indicators for certain industries, and copies are available. Please contact Customer Services or your Account Executive.
National Summary of Domestic Trade Receivables Results— 1st Quarter 2011 We have received the results of the National Summary of Domestic Trade Receivables (DSO) for the first quarter of 2011. The Credit Research Foundations (CRF) has been producing this valuable quarterly report for more than 50 years. DSO slightly decreased from the prior quarter to 40.00 from 40.70. A year ago the measure was 41.20. Best Possible DSO increased to 31.07, as compared to 30.80 last quarter and 31.94 a year ago. Average Days Delinquency decreased to 5.00 from 6.40, as compared to 6.70 a year ago. The percent reported over 90 days past due decreased to 0.66 as compared to last quarter at 0.74, as compared to 0.60 a year ago. Medians for 29 different industries are included in this summary. This report included indicators for certain industries, and copies are available. Please contact Customer Services or your Account Executive.
Check It Out!
The NACM Trade Credit Report
Don’t forget to take the opportunity to check out the NACM Trade Credit Report from the NACM National Database? These business credit reports are compiled from payment data from accounts receivable records. They provide a credit score, present trade status, historical trending, past-due charting, flash information, and past inquires. This database, composed of contribution from 25 NACM Affiliates across the country, holds a substantial amount of credit experience, which is available to members through the NACM Trade Credit Report. Every member receives 25 free reports as part of their membership package, so we encourage you to take advantage of this great opportunity. We also offer an Unlimited Usage Contract for $1,975. Contact Barbara Salazar at 971.230.1182 or bsalazar@nacmoregon.org to obtain a User ID and Password. If you have an existing User ID and Password for the industry group or collection site, you may use the same login. Go to www.nacmoregon.org/login. For more information on NACM Trade Credit Reports call Adam Tenuta at 971.230.1164.
7931 NE Halsey, Suite 200, Portland, Oregon 97213 Tel 503.257.0802 or 800.622.6985 • Fax 503.257.0247 • www.nacmoregon.org
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B usiness C redit J ournal May 2011 NACM Oregon’s Annual Meeting A look at the 2011-12 Board Members
Front row (l to r): Tony Ceniga; Paula Cooley, CBA; Sue Hein; Lori Jones, CCE; Raeann Binau, CICP; and Pat Swope, CCE, CICP. Back row (l to r): Will Campbell; Steven Amiel, Linda Bishop, CCE, CICP; Marsha Johnson, CCE; and John Hardy.
New Member of the Board of Directors Steven Amiel, is the corporate credit manager for Electrical Distributing, Inc./ BASCO. Prior to joining EDI in July 2010, Steve worked for Graybar Electric Co., Inc. for three years in the Finance department. Mr. Amiel is a graduate of Portland State University – School of Business and is currently working on his Masters of Business Administration at Concordia University. He has been an active member of NACM since 2007, and is currently a member of the Contractors Industry Group. Welcome to the Board!
At the Annual Meeting held April 28, Raeann Binau, CICP, Airgas-Norpac, Inc., was named Chairman of the Board for the 2011-12 term. Kimi Shelton-Muller, CCE, Manager, EKC Consulting, LLC, was named as Vice Chairman; John Hardy, Corporate Credit Manager, Emerson Hardwood Co., Secretary; Marsha Johnson, CCE, Corporate Credit Manager, Treasurer; and Sue Hein, President, Rapid Bind, Inc. The Board of Directors also includes: Steven Amiel, Corporate Credit Manager, Electrical Distributintg, Inc./BASCO; Linda Bishop, CCE, CICP, Senior Credit Manager, Tektronics, Inc.; Will Campbell, President, Standard Supply Co.; Tony Ceniga, Credit Manager, Industrial Finishes & Systems; Paula Cooley, CBA, Corporate Credit Manager, American Steel Corp.; Lori Jones, CCE, Corporate Credit Manager, Eoff Electric Supply Co.; and Pat Swope, CCE, CICP, Corporate Credit Manager, Pacific Seafood Co., Inc. The event featured educational sessions: “Bankruptcy Update: The Good, the Bad, and the Ugly” and “Belt and Suspenders for the Credit Department” presented by Wanda Borges, Esq, Borges & Associates LLC. Special guest speaker, Chris Kuehl, NACM economist, reviewed current issues in today’s world of credit and economics. Also several member firms were recognized for long-term NACM Oregon membership.
Special guest speaker, Chris Kuehl, NACM Economist
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B usiness C redit J ournal May 2011 2011 Annual Meeting Pictures (You can also find them at www.nacmoregon.org or on facebook.com/nacmoregon)
(L) Sue Hein accepts the Chairman’s gavel plaque from Raeann Binau, CICP, in recognition of her service of the past year.
(L to R) Kathy Linscott, Steve Dyrnes, Marj Dyrnes, CCE (Past Chair 1998-99), Lynn Lyons (Past Chair 1983-84), and her husband, Phil Venable.
(R) Raeann Binau, CICP, presents a plaque to retiring director, Doug Jacobson, CCE. We thank you for your many years of service to the Association!
The educational sessions provided participants an overview of bankruptcy case law, antitrust, UCC’s, defamation, and other legal matters of crucial importance to trade creditors.
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B usiness C redit J ournal May 2011 Member Profile Pat Swope, CCE, CICP Corporate Credit Manager Pacific Seafood Co., Inc. Pat Swope will be the first to tell you that he’s a man of few words. Yet, like so many experienced professionals, his few words carry the weight of thought and experience. Originally from Chicago, Swope has worked as a Controller or CFO at various companies his entire career. It was as Chief Financial Officer that Frank Dulcich, the third generation owner of Pacific Seafood, hired Pat in December of 1990. After eleven years as Pacific Seafood’s CFO, Swope was ready for a change. The only way to keep his career on the upward trajectory would be to find a larger company in need of an experienced CFO. But Swope wasn’t keen on leaving the tight community at Pacific Seafood. Swope brought his quandary to Dulcich and they arrived at a unique solution. Pat could stay at Pacific Seafood and decide where in the financial side of the company he would like to land. After some consideration, Swope settled on the position of Corporate Credit Manager. Though he had little experience in the day-to-day operations of the credit team—it was one of the departments he managed as CFO—the opportunity has allowed Swope to learn and grow as a credit professional. As CFO, Swope knew how vital credit management was, but he didn’t realize how successful credit management borders on nuanced art.
Part customer service, risk management, and mediator, the job of Swope’s team, is, as he explains it, to “Make sure your company is protected, but also help grow sales... It’s a balancing act.” To maintain this balance, Swope makes sure his team has the tools they need. Some of those tools are
it makes collecting what is in arrears much easier. The other tool Swope recommends is the education and networking opportunities offered through NACM Oregon. As an NACM Oregon Board member, Swope’s recommendation may seem a little partial. However, it was his using the resources at NACM
Pacific Seafood A/R team (l to r): Madison Covington; Pat Swope, CCE, CICP; Debbie Baker; Jeremy Fletcher; Suzanne Philbrook; Kathi Pieper; Jennie Flanery; and Danielle Barsanti. Not pictured: Jeff Butterfield; Sharon Fields, and Lisa Vaughan.
the ability to find compromise with customers, like when a valued customer falls behind on their bills. Swope and his team have the ability to place the account in what he calls “COD+” status, where they can continue making orders, as long as they pay the full amount plus a little of what is past due. While it’s not an ideal situation, Swope’s perspective is that if they can keep the customer,
that helped him develop the skills that it takes to successfully do his job. For a man of few words, joining NACM Oregon’s Board was his way of reinvesting in the resource that has brought success to both his team and their company. Eventually Swope brought up one “tool” for success that extends beyond his team to the entire company, and
7931 NE Halsey, Suite 200, Portland, Oregon 97213 Tel 503.257.0802 or 800.622.6985 • Fax 503.257.0247 • www.nacmoregon.org
continued on page 8
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B usiness C redit J ournal May 2011 Member Profile...continued from page 7 that is a genuine feeling of family. Thinking that he might be taken for a touchy-feely kind of guy, Swope tries to explain in his diminished yet still audible Chicago staccato: “I’m an old crusty guy, so I don’t buy into that stuff very easily, but it feels like a family. If you talk to anybody, they will tell you there’s a sense of family—or team—and that starts from the top.” Looking slightly embarrassed, but knowing that he’s gone too far to stop, Swope goes on to explain that Dulcich has a set of philosophical guidelines called “The Diamond Philosophy” that provides everyone at Pacific Seafood a fair playing field for intercompany interactions. “People know it and they’ll call you on it. ‘Don’t pull a #6 on me,’” Swope demonstrates by imitating a coworker on the phone. It’s not an employee handbook or a discipline manual. It’s a level playing field. The sense of family or unity that the company’s success is built on this foundation, as Swope explains, “Because people hold themselves accountable.” Nine years ago, when Swope stepped down as CFO he knew he wouldn’t be able to find that unique sense of unity anywhere else. For reasons that aren’t usually considered when making a career decision, he chose to descend the career ladder, rather than give that feeling up. He still doesn’t have a pat answer for why he picked the corporate credit team, but that doesn’t seem to bother Pat Swope. As he says, “I don’t know why I picked it, but I enjoy it.”
NACM National Bookstore The NACM Bookstore carries a comprehensive selection of books and resource materials to help the credit professional perform his or her job better. Click here to enter the NACM Bookstore. Manual of Credit and Commercial Laws, 102nd Edition Price: $ 80 Plus S&H NACM presents an updated, comprehensive text covering the majority of legal topics that the credit professional encounters on a daily basis. The 102nd edition offers well-honed comprehensive coverage of legal issues as chosen and developed by leading experts in bankruptcy, collections, unclaimed property, and mechanic's liens and bonds rights-just to name some of the facets of this always useful publication. To order, contact Barbara Salazar at 971.230.1182; 800.622.6985 ext. 182 or email to bsalazar@nacmoregon.org.
Member Referral Rewards Is there another company that would
be a good addition to your industry credit group? Do you have a customer who is struggling to collect on its past-due accounts, or is having trouble making payments to you? Do you interact with other credit representatives who may be interested in professional development? Every day you come in contact with businesses like this that could use NACM Oregon’s products and services. Whether a business needs access to credit reports, collection services, industry groups, or education, referring them to NACM Oregon is one of the best things you can do.
Member Referral Rewards NACM Oregon rewards member representatives who refer businesses that become new members. Prizes for referring new members are as follows:
First new member $100 Second new member $150 Third new member $200 The member representative with the most referrals for 2011 will receive $500. In case of a tie, winners will split the award. Ask your group secretary or call customer service for details at 971.230.1220. New members and those who refer them are listed in each issue of the Business Credit Journal.
7931 NE Halsey, Suite 200, Portland, Oregon 97213 Tel 503.257.0802 or 800.622.6985 • Fax 503.257.0247 • www.nacmoregon.org
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B usiness C redit J ournal May 2011 2011 Credit Congress & Expo
Get ready for the ...
Join us in Nashville— Gaylord Opryland May 22-25!
2011 Pacific NW Credit Conference
Welcome all! Whether it’s the twang of old country melting into the unique beat of rockabilly or the soulful pulse of jazz, Nashville embraces it all. In May 2011, Nashville, known for its hospitality and charm, welcomes NACM and the 115th Credit Congress & Expo to the Gaylord Opryland Hotel.
“Rainy Days and Credit Ways” S ept ember 21 - 24, 201 1
Join us as we savor the distinct and rich rhythms of Nashville.
Doublet ree Sui t es Tukwila, Was hingt on
Uniting, educating, and empowering the business credit community, Credit Congress is the largest gathering of credit professionals in the country. Don’t miss this once-a-year opportunity! Let us wow you in the Music City, May 22-25, 2011.
The NACM Oregon delegation will meet for dinner on Sunday, May 22, after the Opening Reception. Please plan to join us! Rod Wheeland, CCE, CAE
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B usiness C redit J ournal May 2011 2011 NACM-Oregon Foundation Scholarship Funds The NACM-Oregon Foundation grants scholarships to credit professionals for continuing education, professional designations, and conference expenses. To apply for scholarship funds, or for more information, contact Lourdes (Lou) Rice, NOF Scholarship Committee Chair, Pacific Metal Company at 503.454.1051 or lrice@pacificmetal.com. The categories are as follows: CFDD Credit Conferences— Pacific Northwest Credit Conference September 21-24 Tukwila, Washington Seven (7), $350 scholarships for the general membership. Deadline: July 22, 2011 Phylliss Clark Scholarships Three (3) $350 scholarships. Applicants must be a CFDD member of the respective chapter and a first-time attendee to the Pacific Northwest Credit Conference. Each CFDD Chapter—Eugene/Springfield, Portland, and Salem/Albany is allowed one scholarship funding. Deadline: July 22, 2011
Phylliss Clark Memorial Fund The Phylliss Clark Memorial Fund was established in honor of the well-known and respected manager of the NACM Oregon education/communications department, who died in an auto accident Memorial Day weekend in 1993. Because of Phylliss Clark’s strong interest in and commitment to education, and her dedicated service to NACM and CFDD, it was determined that a fitting memorial would be to establish an endowment in her name, the earnings of which would be used to promote education of deserving credit professionals. Each year, earnings from the endowment are distributed as scholarships to selected members of the three Oregon-area Credit & Financial Development Division (CFDD) chapters to offset registration and attendance costs to the Pacific Northwest Credit Conference. In selecting these yearly scholarship recipients, special recognition is given to first-time attendees of the conference.
Submit applications to: Lourdes (Lou) A. Rice NOF Scholarship Chair Pacific Metal Co., 10700 SW Manhasset Dr., Tualatin, Oregon 97062 p: 503.454.1051, f: 503.454.1065, e: lrice@pacificmetal.com
Professional Certification Fees To establish your file with NACM National; reimbursement of exams fees after a passing grade; recertifications (NOF pays for 50% of the fee)—$1,500 total.
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B usiness C redit J ournal May 2011 2011 Education Class Schedule Improving Collection Results June 28, 2011, 8:30 a.m. - 4 p.m. NACM Oregon Classroom CEU: .65 $195/member, $275/nonmember Speakers: Rod Wheeland, CCE, CAE, NACM Oregon and Brenda Terreault, JD, CBA, NACM Oregon
Credit Management Bootcamp September 15, 8:30 a.m. - 4 p.m. NACM Oregon Classroom CEU: .65, Course Level: C $195/member, $275/nonmember Speakers: Rod Wheeland, CCE, CAE, NACM Oregon and Brenda Terreault, JD, CBA, NACM Oregon
International Business Day August 24, 2011, 8:30 a.m. - 4 p.m. NACM Oregon Classroom CEU: .65, Course Level: I $169/member, $199/nonmember
NACM Oregon Member Appreciation Breakfast October 26 2011, 7:30 - 9 a.m. CEU: .15, Course Level: I Location TBD $35/member, $65/nonmember Educational Session: Economic Update Special Guest Speaker: John Mitchell, Economist
Certification Roadmap Introduction September 8, 2011, 11:30 a.m. - 1 p.m. NACM Oregon Classroom FREE! Lunch included Speaker: Marilyn Rea, CCE, Pacific Architectural Wood Products
Other Activities Credit Congress May 22-25, 2011 Nashville, TN Pacific Northwest Credit Conference September 21-24, 2011 Tukwila, WA Western Region Credit Conference October 5-7, 2011 Las Vegas, NV NACM Oregon Open House December 14, 2011, 4 - 7 p.m. NACM Oregon Classroom
Registration To register for on-site classes, please visit www.nacmoregon.org/events. Go to the current course schedule, then click on “view details” to register. If you have any questions regarding these classes, please call Elizabeth Heintz at 971.230.11820 or email eheintz@nacmoregon.org.
Course Levels C (core) – Classes that focus on credit concepts, techniques, and practical tips. They are designed for the newer credit department employee and the more experienced credit professional looking for a review; I (intermediate) – Classes assume basic knowledge of credit concepts and address specific issues and approaches to resolution; A (advanced) – Classes that assume significant knowledge and experience and address complete topics of interest to credit and financial professionals.
7931 NE Halsey, Suite 200, Portland, Oregon 97213 Tel 503.257.0802 or 800.622.6985 • Fax 503.257.0247 • www.nacmoregon.org
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B usiness C redit J ournal May 2011 The Business Credit Learning Center Season Pass for $475!
2011 Business Credit Learning Webinars Effectively Dialing for Dollars—How to Make the Point, Get the Money, and Keep the Customer May 19, 2011, 9 - 10 a.m. PT The Balance Sheet & Income Statement May 20, 2011, 9 - 10 a.m. PT What You Need to Know When Creating a Credit Appplication May 24, 2011, 9 - 10 a.m. PT Global Credit Analysis and Update on Export Credit Insurance May 25, 2011, 9 - 10 a.m. PT A First Place Finish with Purchase Money Security Interests May 26, 2011, 9 - 10 a.m. PT
The Business Credit Learning Center is offering more than 100 webinars throughout the year. Take advantage of ANY two webinars each member receives with their Basic Membership Package whether produced by NACM Oregon, CMA, or any other provider. NACM Oregon is offering a Business Credit Learning Center Season Pass for $475. This means the holder can register for any BCLC webinar at no additional charge. The pass is not transferable, although it can be used by any employee of the member company. For more information contact your account executive at 503.257.0802.
Selling Open Terms in International and Retaining Your Sanity June 2, 2011, 9 - 10 a.m. PT Introduction to Financial Statements June 7, 2011, 9 - 10 a.m. PT Implementing a UCC Program: Overcoming Obstacles June 8, 2011, 9 - 10 a.m. PT
Credit Department’s Role in Winning Litigation June 9, 2011, 9 - 10 a.m. PT How to Turn a Court Order into a Bank Deposit June 14, 2011, 9 - 10 a.m. PT Go Beyond DSO—Alternative Performance Measures June 15, 2011, 9 - 10 a.m. PT Updating Your Credit Application—An Offer That Cannot be Refused! June 16, 2011, 9 - 10 a.m. PT Expanded Financial Statement Analysis June 17, 2011, 9 - 10 a.m. PT Linking Strategies to Budget June 21, 2011, 9 - 10 a.m. PT Phone Power Collections June 22, 2011, 9 - 10 a.m. PT Collecting International Past dues June 23, 2011, 9 - 10 a.m. PT Writing & Reviewing Your Credit Policy June 28, 2011, 9 - 10 a.m. PT
Webinar fee: $79 each - member; $109 each - nonmember Don’t have time to view the webinar “live?” You can still register and watch the webinar at your convenience as many times as you’d like for up to 60 days after the scheduled event! No credit card? No problem! Simply logon to www.businesscreditlearningcenter.com to create your user profile and to read complete webinar descriptions. When you are finished, return to www.nacmoregon.org/events to signup for the webinar(s) of your choice and we will bill you on your next invoice! If you have any questions on any of the webinars, call Elizabeth Heintz at 971.230.1120, or eheintz@nacmoregon.org.
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You can't hide from risk. Need to check the credit history of a business or business owner? Contact NACM Oregon at 971.230.1220 © New Yorker Cartoon 2002 Leo Cullum from cartoonbank.com. All Rights Reserved.
Northeast Office Space Flexible space (932 to 3,066 square feet) to meet diverse needs. Quick access to I-84 and one block from the MAX. Building facilities include free parking and classroom. Available immediately. For more information, contact Tom Becic at Melvin Mark Companies at 503.223.9203.
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B usiness C redit J ournal May 2011 Board of Directors Chairman Raeann Binau, CICP Airgas - Norpac, Inc. raeann.binau@airgas.com Vice Chair Kimi Shelton-Muller, CCE EKC Consulting, LLC kimimuller@comcast.net Secretary John Hardy Emerson Hardwood Co. jhardy@emersonhardwood.com Treasurer Marsha Johnson, CCE TEC Equipment, Inc. mjohnson@tectrucks.com Counselor Sue Hein Rapid Bind, Inc. sue@rapidbind.com
Directors Steve Amiel Electrical Distributing Inc./ BASCO stevea@edinw.com Linda Bishop, CCE, CICP Tektronix, Inc. linda.j.bishop@tek.com Will Campbell Standard Supply Co. willc@standardsupplyco.com Tony Ceniga Industrial Finishes & Systems t.ceniga@industrialfinishes.com Paula Cooley, CBA American Steel pcooley@american-steel.com Lori Jones, CCE Eoff Electric Supply Co. lori.jones@eoff.com Pat Swope, CCE, CICP Pacific Seafood Co., Inc. pswope@pacseafood.com President Rod Wheeland, CCE, CAE NACM Oregon rwheeland@nacmoregon.org
NACM Oregon Customer Service/ Credit Reporting 971.230.1220 services@nacmoregon.org
Industry Groups Richard Browning 971.230.1188 rbrowning@nacmoregon.org
Data Contribution Shannon Abnal 971.230.1166 sabnal@nacmoregon.org
Kristen McBride 971.230.1176 kmcbride@nacmoregon.org
Member Services Kristin Curtis 971.230.1172 kcurtis@nacmoregon.org
Collection Services Brenda Terreault 971.230.1196 bterreault@nacmoregon.org
Denise Redding 971.230.1178 dredding@nacmoregon.org
Billing Marmie Carpenter 971.230.1146 mcarpenter@nacmoregon.org
Collection Sales Clara Nemeth 971.230.1144 cnemeth@nacmoregon.org
Meeting Room Rental Elizabeth Heintz 971.230.1120 eheintz@nacmoregon.org
Education Elizabeth Heintz 971.230.1120 eheintz@nacmoregon.org
Newsletter Editor Barbara Salazar 971.230.1182 bsalazar@nacmoregon.org
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