- Saturday | Sunday | Monday | Tuesday | Wednesday -

Sort by Track

SATURDAY, JUNE 9
8:30am - 5:00pm Certificate Sessions

15000-15004. Business Credit Principles
Instructor: James McIntyre, CCE, McIntyre Enterprises, Ltd.
Total CEUs: 3.0
This is an intensive course, which offers a comprehensive look at the credit function. It is intended for those preparing for the Credit Business Associate (CBA) exam. Topics include: Credit in the Business World, Credit in the Company, Organizing the Credit Department, Credit Policy and Procedures, Legal Environment of Credit, Terms and Conditions of Sales, Negotiable Instruments, The Legal Forms of Business, The Uniform Commercial Code, Credit Investigations, Know Your Customer, International Trade, Financing and Insurance, Business Credit Fraud, Making Credit Decisions, Customer Visits, The Credit and Sales Partnership, Out-of-Court Settlements and Bankruptcy Code Proceedings. Participants must attend all sessions and pass an end-of-course exam to receive course equivalency. Pre-registered attendees will receive a course outline and advance reading assignments. Participants should purchase and read the textbook, Principles of Business Credit, from the NACM Bookstore.

15005-15009. Financial Statements: Interpretation and Credit Risk Assessment
Instructor: George Schnupp, CCE, Anixter Inc.
Total CEUs: 3.0
This is an intermediate course focusing on the comprehensive understanding of what’s behind the numbers in financial reports. It gives equal weight to the process of financial reporting, the analysis and interpretation of financial statements and the steps required to write a quality credit line recommendation. It is designed for those preparing for the Credit Business Fellow (CBF) exam. Participants must attend all sessions and pass an end-of-course exam to receive course equivalency. Pre-registered attendees will receive a course outline and advance reading assignments. Participants should purchase and read the textbook, Financial Reporting & Analysis, and its supplement from the NACM Bookstore.

SUNDAY, JUNE 10

8:30am - 4:00pm Certificate Sessions

15000-15004. Business Credit Principles
15005-15009. Financial Statements: Interpretation and Credit Risk Assessment

8:00 - 11:45am

15013. Effective Volunteers Boards and Governance - Part 1 of 2
(Continued in session #15014.)
Speaker: Leigh Wintz, Leigh Wintz Consultants, Ltd.
CEUs: .35/Valid for CCE Recertification/4 CPEs
Every volunteer board should adopt a comprehensive governance policy to serve as its guide to a continuing work agenda. This living document not only becomes a record of policies adopted and procedures to follow but it also addresses government-mandated policies, such as conflict of interest. During this working session, participants will learn about the basic key elements of a comprehensive governance policy. The basic elements include a strategic plan, a documented board governance process, information about the Board’s relationship with its Chief Staff Officer and any limitations placed upon that Executive, and a compendium of all Board-passed policies. Within each of these five key elements, certain components are a must, for example, a strategic plan should include the organization’s vision, mission and core value statement, in addition to addressing the organization’s key strategic outcomes. The strategies that support the objectives to attain to reach the key strategic outcomes are included within the plan. This session will serve as the “how to guide” to implement a comprehensive governance policy. Other topics such as agenda protocols, dealing with those tough “mega” issues will also be included in this full-day, two-part session.

8:00am - Noon Exam Review Sessions

15010. CBA Exam Review
Instructor: James McIntyre, CCE, McIntyre Enterprises, Ltd.
CEUs: .35
Review the basic topics covered on the CBA exam and listen to a discussion of the exam format. Attendees can purchase the recommended study textbooks in the onsite NACM Bookstore at Credit Congress.

15011. CBF Exam Review
Instructors: Tom Shimko, CCE, Cemex and Mary Ann Blackmore, CCE, Tech Data Corp.
CEUs: .35 An exam preparation strategy will be outlined during this session to help exam candidates formulate a plan of study. Attendees can purchase the recommended study textbooks in the onsite NACM Bookstore at Credit Congress.

15012. CCE Exam Review
Instructors: Georgette Bevan, CCE and Scott Lee, Esq., NACM Business Credit Services-Salt Lake City and Susan Lujan,CCE, Kenworth Sales Co., Inc.
CEUs: .35
This session is designed to guide the examination candidates to identify exam preparation strategies and also provide guidance on the exam format. Attendees can purchase the recommended study textbooks in the onsite NACM Bookstore at Credit Congress.

1:00 - 3:30pm

15014. Effective Volunteers Boards and Governance - Part 2 of 2
Speaker: Leigh Wintz, Leigh Wintz Consultants, Ltd.
CEUs: .25/Valid for CCE Recertification/3 CPEs
See session 15013 for a complete description.

1:00 - 4:00pm Designation Exams
• CBA Exam
• CBF Exam
• CCE Exam (1:00 - 5:00pm)

1:30 - 3:00pm

15016. An Introduction to the NACM Certification Program
Speaker: Carol Fowle, CCE, NACM-National
NACM’s certification program has helped define and establish professional standards in this demanding and rapidly changing field, and fosters recognition of those individuals who possess special expertise. You’ll join a select group of individuals who have made the commitment to excellence in credit management, career advancement, and an ongoing pursuit of knowledge. Learn how to get started on the path towards earning your CBA, CBF, or CCE.

1:30 - 3:30pm

15015. Mentor Training
Speakers: Dennis Thomassie, CCE, RSR Corporation and Jeff O’Banion, CCE, CICP, Northwest Natural Gas Company
CEUs: .15/Valid for Recertification/1 CPE
CFDD is pleased to sponsor a Mentor Training Workshop. This in-depth workshop will provide the tools needed to become a more effective mentor, as well as explore ways to set up a mentor program for an organization. The session is open to everyone interested in becoming a mentor and giving back to their profession what they have gained from it. Please note: an additional fee of $30 is required to participate in this session.

3:00 - 3:45pm

15017. First-Time Attendee Orientation
Speaker: Jill Leimbach, NACM-National
Learn about the design of the convention: where to go, what to see, and how to take full advantage of all the 111th Credit Congress has to offer. Also, a great way to begin networking with other newcomers!

MONDAY, JUNE 11

8:30 - 10:45am General Session

15018. General Session
Featured Keynote Speaker: Mark Sanborn, CSP, CPAE, Sanborn & Associates, Inc.
Total CEUs: .1/Valid for Recertification/1 CPE
The Fred Factor: How to Make the Ordinary Extraordinary
Mark Sanborn, member of the Speaker Hall of Fame, is known for his ability to both educate and entertain through his work. In this highly motivational presentation, Mr. Sanborn explains how you can become a Fred... providing you the means to reinvent your business and life through self-mastery, vision, empowerment and service. This powerful program gets everyone from front-line employees to upper management focused on the importance of self-responsibility and creating value for those we work and live with. It goes beyond the workplace to show how to enrich your personal life as well.

1:00 - 5:00pm Certificate Sessions

15000 -15004. Business Credit Principles
15005 -15009. Financial Statements: Interpretation and Credit Risk Assessment

1:15 - 5:00pm

15019. International Utilities Group Meeting

2:00 - 5:00pm Industry Day Sessions
CEUs: .25/Valid for CCE Recertification/3 CPEs
Industry Day Sessions are designed for attendees to gather and network by like industries. Please note that these are not “closed” group meetings (unless indicated) and anyone is welcome to attend any of these sessions should the topic and/or speaker be of interest. See page 14 for more information on these sessions.
15019. International Utilities Group Meeting
(closed meeting for those involved in the International Utilities Group)
15021. Advertising/Media
15022. Agri-Business
15023. Apparel/Footwear
15024. Building/Construction
15025. Drugs/Cosmetics/Pharmaceuticals
15026. Electrical Wholesalers & Distributors
15027. Food
15028. International
15029. Metal
15031. Publishing
15032. Wholesale/Distribution
Some Industry Day groups may opt to attend the Executive Forum, rather than holding a separate group meeting.

2:00 - 5:00pm Executive Forum

15020. Executive Forum: It’s Hard to Lead the Charge If You Think You Look Funny on a Horse!
Speaker: Bruce Christopher, Bruce Christopher Seminars
CEUs: .25/Valid for CCE Recertification/3 CPEs
Not all managers are leaders, and not all leaders manage! Think about it. What does it take to lead the charge and pull ahead of the pack? It all begins with you and how comfortable you feel “in the saddle.” The art of leadership is knowing how to lead yourself to where you want others to follow. This entertaining seminar will teach you how to get on the horse, lead the charge and bring others along with you.

TUESDAY, JUNE 12
8:30 - 5:00pm Certificate Sessions

14000 - 14004. Business Credit Principles
14005 - 14009. Financial Statements: Interpretation and Credit Risk Assessment

9:00 - 10:30am Super Session and Annual Business Meeting
15037. Super Session and Annual Business Meeting
Featured Speaker: John Powers, Powers of Motivation Institute
CEUs: .15/Valid for CCE Recertification/1 CPE
John Powers’ entire career has been one of effectively communicating with audiences. He is the author of four bestselling books, the most recent being, The Junk-Drawer Corner-Store Front-Porch Blues. John earned a Ph.D. in Communications from Northwestern University and was a professor of Speech & Performing Arts at Northeastern Illinois University. He has created and hosted a PBS series on how to be an effective public speaker and has hosted several interview specials for PBS. He has been a guest on hundreds of radio and television shows including Oprah and Today. John has received two Emmy awards for his work in television.

John’s business background includes producing his own musical for four years, raising capital of over a million dollars and coordinating the daily efforts of over two hundred artistic, financial, sales and marketing people. In 1988, he founded the Powers of Motivation Institute and since then has worked with over a thousand major corporations and national associations to provide programs on how to succeed in a changing world.

Experian will be giving away a copy of John’s book, The Junk-Drawer Corner- Store Front-Porch Blues, to delegates in their expo booth #231 (while supplies last). John will be available in the Experian expo booth immediately following the presentation to meet attendees and sign his book.

Special thanks to Experian for the sponsorship of this Super Session Speaker.

9:00am - 5:00pm
15038. International Utilities Group Meeting

2:00 - 5:00pm Concurrent Educational Sessions

15039. Liens and Bonds - Optimizing a Construction Credit Department
Speaker: Greg Powelson, NACM
CEUs: .25/Valid for CCE Recertification/3 CPEs
Construction credit is unique. From back charges to retainage, construction orientated credit managers need to be experts in maximizing the leverage provided by the lien and bond claim statutes. This session is an intensive course presented by Greg Powelson, Director of NACM’s National Lien and Bond Service. Greg will address the construction lien process from a national perspective. From collecting job information through foreclosure, participants should be prepared for a fast paced manager’s view of building the optimal construction credit department.

15040. Bankruptcy: A 360° View
Speakers:Wanda Borges, Esq., Borges & Associates, LLC, Jerry Myers, Esq., Smith Debnam Narron Wyche Saintsing & Myers, LLP, Gary Weiner, Esq.,Weiner Law Firm, P.C., Mary Ann Blackmore, CCE, Tech Data Corp., and Greg Garner, San Diego Credit Association (NACM San Diego)
CEUs: .25/Valid for CCE Recertification/3 CPEs
Learn from the diverse forces the trustee, the commercial trade creditor, the creditors’ rights attorney, the bankruptcy practitioner and an adjustment expert—as they share their “behind the scenes” thoughts, challenges and experiences. Learn the facets a trade creditor must consider in deciding whether or not to take a seat on a creditors’ committee, what to do with an ongoing contract, whether or not to sell to a Chapter 11 debtor and how to keep the line of communication open. Gain an understanding of what issues confront the creditors’ rights attorney who needs to protect his commercial client when a bankruptcy hits. Learn what some of the more complex issues that must be dealt with in a Chapter 11 proceeding. Understand some of the avenues a trustee must pursue either in a Chapter 11 or Chapter 7 proceeding. Discover how an adjustment expert can work with a trustee in liquidating the assets; or how an adjustment expert can be utilized in the first place to liquidate the assets to the best interests of creditors.

15041. You Be the Judge: Two Dueling Expert Witnesses in a Mini Preference Trial
Speakers: Val Venable, CCE, GE Plastic Americas, Eric Lopez Schnabel, Esq., Buchanan Ingersoll & Rooney PC, Bruce Nathan, Esq., Lowenstein Sandler PC and Steven Sass, Esq., The Receivable Management Services Corporation (RMS)
CEUs: .25/Valid for CCE Recertification/3 CPEs
Many credit professionals have to face the dreaded preference claim but few have ever seen such claim litigated through an actual trial. Understanding what happens at a trial and how various positions will play out in the court room are critical to convincingly presenting one’s case during settlement negotiations. In this interactive session, the speakers first will use a fact pattern of a preference action that actually went to trial as a means to discuss various issues relating to preference actions. In the second part of the program, a mini trial involving the direct and cross examinations of two certified expert witnesses will take place with the audience acting as an interactive jury, who will be given the opportunity to ask questions and engage in discussions during certain points in the trial.

15042. Negotiations Strategies and Tips
Speaker: Jessica Butler, Attain Consulting Group, LLC
CEUs: .25/Valid for CCE Recertification/3 CPEs
This interactive session will cover negotiation strategies, tips and keys to success when dealing with customers, suppliers or even people in your own company (works with kids and spouses too). Topics will include negotiation checklists (how to prepare for a negotiation session), words to use/avoid, what to do when people say “no” and tips for dealing with “difficult” people. The session will also include various role-play opportunities for attendees to “practice what they have learned” using actual negotiation situations.

15043. When Unsecured Open Account Terms Are Too Risky, What Do You Do?
Alternatives to Just Saying “No”
Panel Moderator: Tom Corbett, Atradius
Mario Zinicola, Director of Corporate Credit, Sharp Electronics
Margo Holguin, Credit Manager, ExxonMobil Chemical
Scott Tillesen-Director of Credit-SMB Accounts, Tech Data Corporation
Buddy Baker-Vice President, Atradius Trade Credit Insurance
Steven Azarbad-Vice President Leveraged Finance, Credit Suisse
CEUs: .25/Valid for CCE Recertification/3 CPEs
Credit Insurance, credit default swaps, receivable puts, receivable sales and more will be discussed in this session. The relative benefits and drawbacks of the techniques that are available to manage trade credit exposures will also be covered. A panel of experts will talk about their real world experiences utilizing the tools mentioned above. Further they will review how they evaluate the alternative solutions and the results of the choices they make.

15044. Emotional Intelligence
Speaker: Bruce Christopher, Bruce Christopher Seminars
CEUs: .25/Valid for CCE Recertification/3 CPEs
What do the super-stars of success know that the rest of us do not? This hot new topic is the number one training seminar in corporate America today. In this fast paced seminar, your group will learn the six essential key ingredients to the science behind success. Why do some people just seem to rise to the top in their field? Why is it that some people have all the luck? In this program, you will learn how your E.Q. is more important than your I.Q. and how your attitude is more important than your latitude.

15045. Got No Time for a Nervous Breakdown
Speaker: Tim Paulsen, T.R. Paulsen & Associates
CEUs: .25/Valid for CCE Recertification/3 CPEs
Not finding time for that nervous breakdown you so richly deserve? Then you need to squeeze in the time to attend this short (keeping with the spirit of the title) program delivered by consultant, author and keynote speaker, Tim Paulsen. Do you believe honesty is the best policy? Think a little stress won’t hurt you? Do you ever say, “I don’t mind criticism, as long as it is constructive criticism?” Do you think that hindsight really is 20/20, just like they say? There are breakdowns, breaking up, hitting the brakes and more… but how about breaking free? Break free once and for all, from the shackles and myths of time and stress and hit the ground running. (Mind you, the direction is up to you!) You’ll have the time for that breakdown after this session, but you won’t need it.

15046. Introduction to International Credit
Speaker: Paul Beretz, Pacific Business Solutions, A Q2C Partner
CEUs: .25/Valid for CCE Recertification/3 CPEs
Does your company export goods or services outside the country? Or perhaps you just want to learn more about the methods that effectively identify and apply credit approaches on a global basis in order to expand your own professional skills. This program examines risk attributes that result from country, currency and cultural influences in the global credit and collection process. Legal options for the credit risk manager are analyzed. Risk mitigation techniques such as credit insurance and how to recognize and apply a variety of payment options are evaluated. Utilizing current best practices are considered and enhanced with international experiences from a seasoned credit executive.

15047. Advanced Financial Statement Analysis
Speaker: D.J. Masson, Ph.D., CTP, Cert ICM
CEUs: .25/Valid for CCE Recertification/3 CPEs
This session will outline a six-step process to be used in advanced financial analysis. The effective analysis of a set of financial statements begins with an understanding of (1) the economic characteristics and current conditions of a firm’s businesses, and (2) the particular strategies the firm selects to compete in each of these businesses. It then moves to (3) assessing how well the firm’s financial statements reflect the economic effects of the firm’s decisions and actions. Next the analyst (4) assesses the profitability and risk of the firm in the recent past, using financial statements, ratios and other analytical tools, and then (5) forecasts its expected future profitability and risk. Finally, the analyst (6) values the firm using various valuation methods. This session will also discuss the basics of how financial accounting statements might not always provide a full and accurate picture of a company’s financial health. The problems in analyzing financial statements range from legitimate adjustments within GAAP guidelines to more “creative accounting” methods that are designed to actively mislead investors or hide financial problems.

15048. Electronic Invoicing & Settlement (EIS)—A Practical Approach
Panel Moderator: CJ Wimley, SunGard AvantGard
CEUs: .25/Valid for CCE Recertification/3 CPEs
In today’s highly-competitive business environment, credit operations are seeking ways to gain greater efficiency and deliver superior customer service. However, many struggle in a paper-based and manual environment. Up to 50% of paper invoices are past due when they arrive in accounts payable and between 10-40% involve exception processing. Learn how leading organizations are gaining a better hold on the endless stream of paper-based invoices and payments resulting in improved cash flow and lower operating costs. Electronic Invoicing and Settlement (EIS) is offering advancements in remittance processing, enabling banks, lockbox companies and corporations to reduce paper processing with electronic conversion and straight-through processing in a buyer, supplier and banking neutral environment. Learn how companies are increasing adoption rates, reducing manual labor and improving cash conversion cycles using a new approach that is customer centric and vendor agnostic. Hear example of buyer-centric payment processing and financial clearinghouses that can track, settle and fund commercial trade transactions between multiple buyers, suppliers and financial institutions.

15049. Give Me a Break: A Real-World Approach to Training for Success, Plus Davy’s Top 10 Actions to Strengthen Your CREDITandSALES Relationship!
Speaker: Davy Tyburski, CreditandSales.com
CEUs: .25/Valid for CCE Recertification/3 CPEs
The goal of this session is to provide practical, easy to use strategies and techniques that will help strengthen not only your training and development programs, but also your employee performance. Davy presents his real-world training and employee development strategies and techniques developed over his 20 years of leading sales, customer service and credit services teams. You’ll walk away knowing how to structure your programs to support your business needs, recognize the challenges of personal development, maintain the momentum of your training programs, prepare an effective program from start to finish, overcome the obstacles and possible resistance to training, incorporate four simple guidelines to improve performance and ask for additional budget dollars to support your training efforts.

15050. Credit Enhancements
Speaker: Mark Berman, Esq., Nixon Peabody, LLP
CEUs: .25/Valid for CCE Recertification/3 CPEs
This session will focus on credit enhancements, a variety of provisions that may be used to reduce the credit risk of an obligation, for the credit professional. Topics will include letters of credit, guarantees, security interests in assets including purchase money security interests, security deposits, liens and much more. The pros and cons of each enhancement will be discussed.

15051. Behavioral Interviewing
Speaker: Vicki Muscari, Performance Consultant
CEUs: .25/Valid for CCE Recertification/3 CPEs
Both research and practical experience have shown that the best predictor of future behavior is past behavior. This is why interviewing experts agree that the best way to predict future on-the-job performance is to gather information from applicants that either prove they have the required competencies to be successful in a given role, or that they do not. This session provides hiring managers with an overview of the interviewing method that is now widely recognized as the best predictor of job performance. Participants will gain a solid understanding of the rationale and methods for skillfully preparing for and conducting behavior-based interviews while also providing the opportunity for practicing a simulated behavior-based interview using an actual job to be filled.

WEDNESDAY, JUNE 13

8:30 - 5:00pm Certificate Sessions

15000-15004. Business Credit Principles
15005-15009. Financial Statements: Interpretation and Credit Risk Assessment

8:30 - 10:00am Concurrent Educational Sessions

15052. How to Make Your Sales People Like You
Speakers: Michelle Achondo, CBA, Wilbur-Ellis Company and Kelly Simon, CCE, Cutter & Buck
CEUs: .15/Valid for CCE Recertification/1 CPE
Ever been standing in front of a room of sales reps and felt certain that they were text messaging a customer rather than listening to your presentation? Then this is the session for you! The speakers will show you how to create a fun, interactive and informative training session for your sales force by using a game show format. You’ll learn that this format not only builds teamwork with your credit and sales force, but it also builds morale and professional development for your credit staff as well.

15053. Go Deep—Establishing the Basis for Portfolio Benchmarking
Speaker: Dan Meder, Experian
CEUs: .15/Valid for CCE Recertification/1 CPE
The “B-to-B” marketplace is very dynamic and it is increasingly important for credit professionals to understand the trends and how they affect their own business. Developing a baseline—or benchmark—of broad market trends in certain segments of the B-to-B market is the essential first step in developing the most effective strategic growth plans. In this session we will share insights about the market at large, discuss what these trends mean and propose methods for incorporating benchmarking information into strategic planning. Attendees will understand how benchmarking efforts can guide strategic decisions for acquisition efforts, learn how benchmarking efforts can guide strategic decisions for portfolio management efforts and gain valuable insight about large and small businesses based on real industry benchmarks.

15054. Strength-Based Career Management
(This session is offered again in #15090.)
Speaker: Susan Fee, SusanFee.com
CEUs: .15/Valid for CCE Recertification/1 CPE
Are you happy, energized and highly productive in your career? If not, there’s a good chance you’ve been overlooking your greatest strengths. The key to career success and fulfillment is capitalizing on your strengths and managing around your weaknesses. Learn how to discover, develop and play to your unique strengths through appreciative inquiry and why it’s a waste of time to try and be “well-rounded.”

15055. Financial Statement Fraud: Where Have All the Assets Gone
Speaker: Bruce Dubinsky, Dubinsky & Company, P.C.
CEUs: .15/Valid for CCE Recertification/1 CPE
In today’s business world, making good credit decisions rests upon understanding all of the financial aspects of the debtor’s business from the inside out. However, what do you do when you are faced with a company to whom you have already granted credit and whose financial picture appears to have changed almost overnight? Financial statement fraud is becoming more and more prevalent in the business world and therefore, detecting it is even more important. With the proliferation of computer bookkeeping software, it is very easy to create fraudulent financial statements in order to either gain credit in the first instance or avoid collection actions in the later. This session will look at how to spot financial statement fraud and most importantly, how to uncover clues that will help track assets that have been removed or concealed from the corporate books. In fraud detection, it’s not what’s on the page in front of you that’s critical, it’s what’s not on the page.

15056. How to Create Compelling Microsoft PowerPoint Presentations
(This session is offered again in #15080.)
Speaker: Karen Laugesen, Fred Pryor/CareerTrack
CEUs: .15/Valid for CCE Recertification/1 CPE
Presentations are precious opportunities. They’re your “day in the sun” to sell, persuade, inform, educate, attract and entertain. If you “flub” a presentation, you seldom get a second chance to do it over. Now you can learn the tools and techniques that will give your presentations the impact, flair and drama people respond to and remember. Understand PowerPoint basics and incorporate advanced PowerPoint tips and techniques. This seminar is perfect for all levels of PowerPoint users: those who are good at PowerPoint now, but want to get even better, those who are having trouble learning PowerPoint on their own or those who have never created a PowerPoint presentation in their lives.

15057. Credit Applications
Speaker: Mark Berman, Esq., Nixon Peabody, LLP
CEUs: .15/Valid for CCE Recertification/1 CPE
This session will review the purposes, basic composition and laws applicable to a credit agreement. It will also explore how the credit agreement can be utilized, in accordance with key provisions of the UCC, to protect a seller of goods from being bound by different or additional terms put forth in forms transmitted by the buyer, i.e., to win the “battle of the forms.” Finally, the session will examine other areas where the credit agreement can be utilized to provide legal protections to a seller.

15058. Standards of Professional Collections
Speaker: Tim Paulsen, T.R. Paulsen & Associates
CEUs: .15/Valid for CCE Recertification/1 CPE
Mention collections to people and what comes to their mind? For many, it’s a picture of a large, burly guy, standing on top of a desk, “blasting” someone on the other end of the telephone—the infamous “collection by decibel” theory. It is a technique that may have been used years ago and one that resurfaces from time to time in the fringes of our business, but it is not professional collections. There are standards to be known, aimed for and achieved in order to be successful in this business. In this content-rich program, author and international accounts receivable specialist, Tim Paulsen, starts with the ever so important philosophy and quickly moves into the standards and effective collection techniques. The satisfied participants will not only know what the standards are, but most importantly, how to put them to use.

15059. BAPCPA Second-Year Update: A View from the Bench and Bar
(This session continues in #15069.)
Speakers: Bruce Nathan, Esq., Lowenstein Sandler PC, Wanda Borges, Esq., Borges & Associates, and Judge Judith Fitzgerald, U.S. Bankruptcy Judge for the Western District of Pennsylvania
CEUs: .15/Valid for CCE Recertification/1 CPE
As the dust settles on the revisions to the Bankruptcy Code created by the BAPCPA, practitioners and judges alike have tackled the myriad of issues where debtors and creditors have sought to obtain rulings in their respective favors. While many written opinions have focused on consumer issues, there has been a significant amount of motion practice and Bankruptcy Court activity surrounding the new issues evolving from the BAPCPA. These two sessions focus upon current cases and the ongoing legal battles therein and the latest “hot” issues that arise during the spring of 2007.

Part 1 of this two-part session will cover reclamation (the battle of reclamation rights versus the “Prior Lien Defense” asserted by debtors rages on), 20- day Administrative Claims for goods suppliers and restrictions on Key Employee Severance and Retention Packages. Members of the audience will be encouraged to ask questions. The session promises to be lively and provide trade creditors valuable practice tips on their expanded rights under the BAPCPA that could affect their credit decisions.

15060. Understanding Construction Credit from the Ground Up
Speaker: Greg Powelson, NACM
CEUs: .15/Valid for CCE Recertification/1 CPE
“I can’t pay you until I get paid.” THE number one objection to payment for a construction orientated creditor. Greg Powelson of NACM’s National Lien and Bond Service will provide insights into dealing with payment objections from sensitive subcontractors. This intermediate level course will address the construction lien process from a “tools” perspective, offering project management essentials. Details and insights on collecting job information, maximizing the value of pre-liens and managing lien waivers will be addressed. In addition Greg will offer practical solutions to managing states and dates from both a private (lien) and public (state/federal, bond) perspectives.

15061. Why Are Women So Strange and Men So Weird?
Speaker: Bruce Christopher, Bruce Christopher Seminars
CEUs: .15/Valid for CCE Recertification/1 CPE
At the heart of any business are relationships between team members, customers and supervisors. Excellent communicators have better relationships at work and home. They climb the ladder of success more effectively and achieve greater success. It is no secret that communication runs our lives. This session takes a very hilarious look at how men and women think, speak and make decisions differently. Turn yourself and your audience into great communicators!

15062. Cash Is King
Speaker: Harvey Goldstein, Singer Lewak Greenbaum & Goldstein LLP
CEUs: .15/Valid for CCE Recertification/1 CPE
Is forecasting the wave of the future? Companies spend thousands of dollars each year to find out where they have been. How much does your company spend to find out where they are going? What’s more important? In this session we’ll discuss how to develop a financial plan that will answer the three most important questions facing each business. How much cash will you need? When will you need it? Where will you get it? Cash is King... the more the merrier.

15063. Change Your Business by Changing “1” Thing
Speaker: Susan Lujan, CCE, Kenworth Sales Co., Inc.
CEUs: .15/Valid for CCE Recertification/1 CPE
Participants will learn that success sometimes depends on the process, not the talent, and what changing “1” thing can do. This session will also explain how to deal with internal issues that impact your aging and collections, how to promote the image and value of the credit department within your own business, as well as how to deliver information with tools you may already have. Simple can be effective!

10:30am – Noon Concurrent Educational Sessions

15064. Deductions—Effectively Measuring and Driving Financial Improvement
Speaker: Mark Wood, Genpact
CEUs: .15/Valid for CCE Recertification/1 CPE
Even though many companies have improved their internal controls and transaction measurement systems via Sarbanes-Oxley and large investments in ERP systems, deduction management is still a troubling and often misunderstood area for many finance professionals. As such, deductions continue to reduce the financial performance of many companies. This session will walk through some practical examples on how to measure, quantify and develop action plans to drive improvement in deduction management resulting in improved profitability and working capital. Attendees will walk away with a deduction check-up worksheet that can be used as a scorecard to gauge the health of their own deduction management practices.

15065. How to Make Your Customers Sit Up and Beg!
Speaker: Scott Tillesen, CCE, Tech Data Corp.
CEUs: .15/Valid for CCE Recertification/1 CPE
Credit professionals need to expand their role to create value within their organizations. One area that many of us should improve is making ourselves of greater value to our customers. Too often the only contact we have with them is when we are calling for payment or asking for updated financial statements. We have a lot to offer and our customers need the help we can provide. Mr. Tillesen will review specific tips and techniques for developing deliverable value to customers that will surely get them to “Sit Up and Beg” for more!

15066. Enough Theory!—How to Manage Trade Credit Risk in the Real World
Speaker: John McCann, CCE, King Architectural Metals
CEUs: .15/Valid for CCE Recertification/1 CPE
Unrealistic guidelines and theories often clash with the realities we face in the real world of credit management: time constraints, lack of information, insufficient information, sales pressure, competition, etc. This presentation will offer practical advice on how to manage trade credit risk when faced with these challenges. Topics include:

- Why jargon and unrealistic guidelines hamper our ability to make effective credit decisions
- How to use technology to speed up and streamline processes
- The value of credit scoring
- Decisions with or without financial statements
- Setting appropriate credit lines: “The Law of Proportionality”
- How to conduct an autopsy on bad debts
- When security is necessary and how to get it from your customer
- “The top 10 directives for effective trade credit risk management”

15067. 4 Strategies to Increase Productivity
(This session is offered again in #15088.)
Speaker: Renée Belisle, Clutter Rehab, LLC
CEUs: .15/Valid for CCE Recertification/1 CPE
Participants will learn steps to organize their space and information, effective paper management techniques, how to use technology to increase efficiency and proven time management techniques.

15068. Excel Tips & Techniques
(This session is offered again in #15089.)
Speaker: Karen Laugesen, Fred Pryor/CareerTrack
CEUs: .15/Valid for CCE Recertification/1 CPE
Do you constantly go to the “office expert” with your Excel questions? If so, you are not alone. Most employees who use Excel have learned the program using these methods. There is a better way… this Excel seminar. You will learn tips, techniques and formulas to help you accomplish everything you want to do with Excel and you’ll be ready to do it in the fastest, most efficient way possible.

15069. BAPCPA Second-Year Update: A View from the Bench and Bar
(This is a continuation of session #15059.)
Speakers: Bruce Nathan, Esq., Lowenstein Sandler PC, Wanda Borges, Esq., Borges & Associates, and Judge Judith Fitzgerald, U.S. Bankruptcy Judge for the Western District of Pennsylvania
CEUs: .15/Valid for CCE Recertification/1 CPE
Part 2 of this two-part session will cover preference defenses (are they improved or not?), creditors’ committees (now comfortable with their new responsibilities), other challenges which have arisen including trade creditors’ ability to challenge the composition of creditors’ committees and expanded rights granted to utilities under BAPCPA. Members of the audience will be encouraged to ask questions. The session promises to be lively and provide trade creditors valuable practice tips on their expanded rights under the BAPCPA that could affect their credit decisions.

15070. Trends in Payment Processing
Panel Members: Rudet Fountain, American Check Management and Robert Day, Fifth Third Bank
CEUs: .15/Valid for CCE Recertification/1 CPE
Increased NSF Checks? Using Remote Deposit? How can we reduce our Credit Card Merchant Fees? Accepting Government Purchasing cards? Receiving requests for Payment by Phone? Customers want to pay their bills online? Excessive Bank Fees? Lockboxes issues? In this session, we will discuss these payment issues and many others facing the industry today. Come with your questions for this panel of experts.

15071. Battle of the Forms
Speaker: Randall Lindley, Esq., Bell Nunnally & Martin LLP
CEUs: .15/Valid for CCE Recertification/1 CPE
Contracts are formed in many different ways. A traditional contract sets out the terms of the agreement and is signed by the parties. Everyday, however, many contracts are formed without the signatures of both parties on a document. These contracts arise through a “battle of the forms.” This presentation will discuss the fundamentals of contract formation, particularly in a construction setting. Specifically, it will focus on Article 2 of the Uniform Commercial Code that deals with the sale of goods. The presentation will also address how some courts have viewed contract enforcement in construction disputes, as well as the legal principles that govern an enforceable agreement.

15072. Scoring Private Companies
Speaker: Camilo Gomez, Lone Pine Mesa Consulting
CEUs: .15/Valid for CCE Recertification/1 CPE
Understanding the risk of private companies is one of the biggest hurdles in credit management. The challenge is primarily in the lack of current information. For public companies many approaches have been developed for understanding their credit risk, public ratings and credit scores based on financial information or stock market information. For private companies, a number of different approaches have been developed to provide a risk scoring, each with its own benefits and shortcomings. This presentation will review the publicly available approaches, how they are built and their performance. Be sure to take a look at a newly added session, #15096, entitled "How Much Credit?," also being presented by Mr. Gomez.

15073. Financial Ratios
Speaker: Harvey Goldstein, Singer Lewak Greenbaum & Goldstein LLP
CEUs: .15/Valid for CCE Recertification/1 CPE
Financial statements. Are they accounting nightmares or useful information? This session will help explain how to better understand financial ratios as well as how to use them to improve operations and how the financial community uses them to judge your company.

15074. Don’t Get MAD… Get DATA!
Speaker: Davy Tyburski, CreditandSales.com
CEUs: .15/Valid for CCE Recertification/1 CPE
As a credit services professional, you’re always looking to improve your bottom line and to prove your value across your organization. But let’s face it; sometimes it takes too long to get others on board with your ideas and concepts. Resistance to change and “turf issues” are a few reasons you waste so many hours in meetings and working on “special project” teams trying to solve your problems. In this session, you’ll learn how to gather data, identify trends and patterns to help solve business issues; deal with large volumes of data and make informed decisions based on evidence; apply and interpret data to support effective decision making; present data (graphically and numerically) in a way that lends credence to your ideas; diffuse emotional decision making (the “I think we should” approach); sell your ideas and concepts across the organization; format and present information with clarity and precision and finally, explain the benefits of your ideas to gain commitment from difficult people.

15075. Credit Leadership That Gains Buy-In and Support from All Levels of Management Within Your Organization
Speaker: Susan Archibeque, CCE, Nicholas & Co., Inc.
CEUs: .15/Valid for CCE Recertification/1 CPE
Is the credit department in your organization underrated? Are you considered part of the “team” and getting the support and recognition you deserve? Or, are you perceived as “black and white,” hard to work with and your sales people avoid you at all costs? This is a common frustration many credit professionals experience. This session is designed to pinpoint key components to successful credit leadership by developing skills in conflict resolution, evaluating and addressing challenges with your customers, your credit department, your sales department and the entire company overall. Understanding the different personality traits and gaining a better understanding of the daily challenges your peers and upper management face will change the way you are perceived and gain the respect and backing you deserve.

Company officials clearly understand that sales generate revenue, but they may not understand the true impact cash flow has on the financial stability and growth of the organization. Learn how to be a resource to the sales department by identifying the problem areas, and turning them into opportunity in terms of profits.

1:30 - 3:00pm Concurrent Educational Sessions

15076. Distribution Finance Programs to Help Grow Your Business
Speaker: Michael Dixon, CCE, GE Commercial Distribution Finance
CEUs: .15/Valid for CCE Recertification/1 CPE
GE Commercial Distribution Finance is an industry leading global distribution finance company providing inventory and receivable finance, receivables management, business process outsourcing, purchase order financing, asset based lending, account receivable securitization and export/import finance via trade finance programs. Dealer-specific programs such as equipment leasing, real estate, corporate credit cards and retail consumer credit programs, along with services leveraging GE’s intellectual property such as six sigma/black belt consulting, are among the tools to support the product distribution process that help customers improve their cash flow, reduce risk, increase sales volume, and expand their businesses. During this session, you’ll enjoy an overview of each of these programs, and gain a broad understanding of how they can provide value to manufacturers, distributors or dealers.

15077. Twelve Special Negotiating Techniques for Collections
Speaker: Tim Paulsen, T.R. Paulsen & Associates
CEUs: .15/Valid for CCE Recertification/1 CPE
It is not nice or simply desired to be good at negotiating if you are in the business of collections. It is critical success. In this dynamic (and lots of fun) program, Tim Paulsen, collection specialist and author of Collect Those Debts and Paid in Full will share how you can master the 12 special negotiating techniques for collections to dramatically improve your collection performance.

15078. Yes, I Am a Credit Manager
Speaker: Mark Knapp, CBF, SYSCO Food Services of Indianapolis, LLC
CEUs: .15/Valid for CCE Recertification/1 CPE
Mark Knapp will delve into these facts about the credit profession: (1) most do not plan on a career in credit management, (2) credit management is an extremely important segment of business—past, present and future, (3) no one will take credit professionals seriously until credit professionals take themselves and their career in credit seriously, (4) what is a credit professional anyway, (5) getting back to the basics, avoiding burnout, and (6) “... life is 10% what happens to me and 90% how I react to it.” – Charles Swindoll.

15079. Bambi vs. Godzilla!
Speaker: Bruce Christopher, Bruce Christopher Seminars
CEUs: .15/Valid for CCE Recertification/1 CPE
Difficult people are everywhere! They can be customers, co-workers, bosses, neighbors, even spouses. This program humorously reveals the six basic difficult personality styles that are out to drain you and your organization of vital energy. You will learn what they do, why they do it and what you can do about it! You will learn how to stay empowered in the face of negative, reactive and draining people—and laugh while they do it.

15080. How to Create Compelling Microsoft PowerPoint Presentations
(This is an encore presentation of session 15056.)
Speaker: Karen Laugesen, Fred Pryor/CareerTrack
CEUs: .15/Valid for CCE Recertification/1 CPE
Presentations are precious opportunities. They’re your “day in the sun” to sell, persuade, inform, educate, attract and entertain. If you “flub” a presentation, you seldom get a second chance to do it over. Now you can learn the tools and techniques that will give your presentations the impact, flair and drama people respond to and remember.

15081. Advanced Credit Management and Contract Terms
Speaker: James Fullerton, Esq., Fullerton & Knowles, P.C.
CEUs: .15/Valid for CCE Recertification/1 CPE
You have learned the importance of contract forms to increase profits, lower costs and lower risk. Consider more effective and advanced contract terms for credit applications, proposals, quotes, guarantees, lien waivers and joint check agreements. In this seminar, we will focus particularly on advanced subjects such as the “battle of the forms” in Uniform Commercial Code sales and how to determine what terms are binding on you and your customer, trust fund agreements to make your customer a trustee for your receivable, limitations of your liability to a return of the purchase price and exclusions of express and implied warranty, limitations on claims of defect or delay, waivers, venue selection and dispute resolution, such as arbitration. Each attendee will leave with a packet of camera-ready forms for immediate use.\

15082. Credit Fraud Risk Management Essentials
Speaker: Darren Skarecky and Gary Bares, Verifraud
CEUs: .15/Valid for CCE Recertification/1 CPE
New trends in business credit fraud continue to emerge as domestic and international perpetrators respond to vulnerabilities in the changing marketplace. We highlight the most significant developments in perpetrator behavior while also detailing the solutions necessary to counter the latest threats. We also provide insights into the future of fraud risk management in terms of both expected scheme evolution and prevention advancements. Effective fraud risk management requires knowledge, innovation, collaboration and a companyspecific response. This session gives credit professionals the information they need to succeed in this challenging and dynamic environment.

15083. Supply Contracts
Speakers: Deborah Thorne, Barnes & Thornburg LLP, Val Venable, CCE, GE Plastics Americas and Bruce Nathan, Esq., Lowenstein Sandler PC, Steven D. Sass, Esq., The Receivable Management Services Corporation ("RMS")
CEUs: .15/Valid for CCE Recertification/1 CPE
Trouble lurks whenever one deals with a financially troubled party on the other side of a long-term contract. Credit professionals that agree to provide goods and/or services on a long-term basis invariably run into problems, whether they be on the customer or provider side. What happens when the other party to a long-tem contract becomes financially troubled and unreliable? This session will provide helpful hints for dealing with a troubled company outside and inside of bankruptcy. The panel participants will also discuss the most recent developments in Chapter 11 cases as the courts and parties deal with the problems surrounding long-term contracts, particularly where trade creditors are obligated to extend credit and whether that obligation continues in bankruptcy. The speakers will provide useful tips for maneuvering through the waters of insolvency and supply contracts.

15084. Credit and Financial Analysis
Speaker: William Thomas, Microsoft
CEUs: .15/Valid for CCE Recertification/1 CPE
This session will cover important topics relating to credit and financial analysis including the application of the four Cs of credit, definition and discussion of creditworthiness, performing non-financial analysis (voluntary trade groups, bank ratings and credit reports), financial analysis (financial statements, ratios, trends, etc.) and decision procedures (findings and setting credit lines).

15085. The New UCP 600: How Changes in the Letter of Credit Regulation Impact Credit Management
Speaker: Madeline Sprague, CTP, JPMorgan Chase Bank N.A.
CEUs: .15/Valid for CCE Recertification/1 CPE
For the first time since 1993, the basic rules for letters of credit are changing. The new UCP 600 goes into effect in July 2007, so get up to speed by attending this session! The majority of the changes to the UCP have clarified areas of confusion, have streamlined processing and are designed to make it easier to use LCs as a secure payment mechanism. As a result, there should be fewer discrepancies, payment timing will be more efficient and you may want to explore some options to expedite payments. Learn what’s changing, what’s not, what will happen at the banks, and most importantly, how to use the new UCP 600 to your greatest advantage.

15086. The Credit Manager’s Guide to Unclaimed Property/Escheatment
Speaker: Valerie Jundt, Deloitte & Touche LLP
CEUs: .15/Valid for CCE Recertification/1 CPE
Every state has enacted some version of an unclaimed property law. However, there are still many companies who are unfamiliar with the law and struggle with how best to implement internal controls and reporting procedures in an effort to comply with the various state unclaimed property laws. With an emphasis on compliance with Sarbanes-Oxley regulations, your company can’t afford to not be in compliance. This session will provide a foundation and a greater understanding relating to the purpose of the laws, what every company and credit manager needs to know and to understand the consequences if found not to be in compliance. We will also provide a summary of proactive measures to achieve internal suggested practices in an effort to achieve compliance.

15087. Voice of the Gavel
Panelists: Adrienne Murphy, CCE, Sandberg Furniture Manufacturing Company, Inc., Scott Blakeley, Esq., Blakeley & Blakeley LLP and
Dick Kaufman, CMA Business Credit Services
CEUs: .15/Valid for CCE Recertification/1 CPE
Using real attorneys and volunteers from the audience, this new version of “Voice of the Gavel” is an entertaining drama that follows a fictitious company through the bankruptcy process to lead them out of their financial difficulties, either through reorganization or liquidation. Inspired by actual cases and updated to reflect the new BAPCPA laws. Many real events have been compiled into this multi-act play to demonstrate the various situations that may occur: Court appearances, meetings with attorneys and creditors committees meetings. This session is an educational and entertaining way to see the bankruptcy process at work.

3:30 - 5:00pm Concurrent Educational Sessions

15088. 4 Strategies to Increase Productivity
(This is an encore presentation of session 15067.)
Speaker: Renée Belisle, Clutter Rehab, LLC
CEUs: .15/Valid for CCE Recertification/1 CPE
Participants will learn steps to organize their space and information, effective paper management techniques, how to use technology to increase efficiency and proven time management techniques.

15089. Excel Tips & Techniques
(This is an encore presentation of session 15068.)
Speaker: Karen Laugesen, Fred Pryor/CareerTrack
CEUs: .15/Valid for CCE Recertification/1 CPE

15090. Strength-Based Career Management