8:30–10:45am
GENERAL SESSION
Featured Keynote Speaker: Vince Poscente, CSP, CPAE,
Be Invinceable Group
Valid for .15 CEUs, 1 CPE and CCE Recertification Points
Vince Poscente, an internationally ought speaker and consultant, is the
founder of Be Invinceable Group. He is the author of The Age of Speed, a
New York Times Bestseller. Now a member of the Speaker Hall of Fame,
he is a former Olympic speed skier, having taken up the sport only four
years before. Combining lessons from his remarkable Olympic experience
with leadership insights from his highly successful business career,
Vince has developed a series of proven strategies for attaining and
sustaining peak performance, on both an individual and corporate level.
He will explore how to apply his time-tested techniques to ignite your
vision, execute your strategies and eclipse your competition.
11:30am–1:00pm
INTERNATIONAL UTILITIES GROUP LUNCHEON
1:00–5:00pm
CERTIFICATE SESSIONS:
16000-16004. Business Credit Principles 
16005-16009. Financial Statements: Interpretation and Credit Risk Assessment 
1:15–5:00pm
16019. International Utilities Group Meeting 
A closed meeting for those involved in the International Utilities Group.
2:00–5:00pm
INDUSTRY DAY SESSIONS:
Industry Day sessions are valid for .25 CEUs, 3 CPEs and CCE Recertification Points.
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.
16021. Advertising/Media
Issues relevant to the advertising and media industry will be discussed in
this session that is sure to give you insight into what credit professionals
need to know.
16022. Agri-Business
How much do you really know about the products of your industry? “Fertilizers and Modern Agriculture: Get the Facts” from Dr. Jay Lehr,
senior scientist, Environmental Education Enterprises, Inc. and members
of The Fertilizer Institute (TFI) will bring you the Best of Fertile Minds
and educate you on the benefits of fertilizers and modern agriculture.“Tackling Today’s Credit Challenges with Emerging Technologies,” Jeff
Parisi, VP customer solutions for eCredit, provides an overview of the
new technologies and tools available to credit managers today. Attendees
will leave with a clear understanding of the ways in which the credit
profession is changing, and how emerging technologies can help credit
managers tackle today’s challenges. “Benefits of Statistical-Based
Portfolio Scoring” by Sam Fensterstock, director of business development
for PredictiveMetrics, will demonstrate the benefits of implementing
statistical-based portfolio scoring. Automate many risk decisions, reduce
operating costs and overall portfolio risk and increase credit and
collection department productivity.
16023. Apparel/Footwear
This interactive presentation, “The Revenge of the Trade Creditors”, will
explore what trade creditors in the apparel industry can do to prevent or
reduce the risk of abuse by financially distressed customers as well as
their officers, directors and shareholders. The presentation will focus on
remedies available to trade creditors both outside and inside of bankruptcy.
As the program continues, it will explore ways in which your
receivables portfolio can be diluted without your knowledge, even to the
extent of unwilling involvement in fraud. This portion of the presentation
will discuss “soft marketing dollars” and the settlement through
receivables credit, volume rebates, side agreements, unstated rights of
return or set-off and other timely issues you should keep in mind as you
sign off that the accounts receivable balance is correct and valid. The third and final portion of this program will highlight preferences and
fraudulent transfers. It covers the blocking and tackling of minimizing your
company’s preference and fraudulent transfer exposure. This practical
information touches on the following: minimizing your company’s
exposure when selling to a distressed customer, how to decrease — and
not increase—your company’s exposure after your customer files
bankruptcy and how to assess and challenge claims on the front end.
 16024. Building/Construction
Harriet C. Isenberg, attorney at law and founding partner of Isenberg &
Hewitt, P.C., will give a presentation on “Perfecting the Personal
Guarantee.” This presentation will illustrate how to properly review the
wording on our credit application to insure you will have recourse against
the personal guarantor. Thomas P. Hirsch, a managing director of the
Global Wealth Management Department of Merrill Lynch, will go on to
discuss the “Economic Forecast of the Construction Industry in the
Coming Economic Year.”
16025. Drugs/Cosmetics/Pharmaceuticals
16025. Drugs/Cosmetics/Pharmaceuticals
Join this group for an informative session in which Bruce Nathan Esq. of Lowenstein Sandler, PC covers current issues in bankruptcy. Then, Steve Hatala, Director of Credit for Novartis Pharmaceuticals, will give an overview of best practices for deduction reconciliation and benchmarking.
16026. Electrical Wholesalers & Distributors
Most credit executives know the definition of a preference and many
credit executives are confident in their ability to successfully defeat a
preference claim. Some creditors are not quite sure what the defense of“new value” really means. All creditors want to argue that their transaction
was absolutely ordinary, but is it? While BAPCPA may have made a credit
executive’s job of defending a preference easier, there are still traps in
preference defenses of which a creditor must be aware. In this session,
Wanda Borges, Esq. will concentrate on some of the legal issues that are
encountered by creditors in fighting a preference action and some pitfalls
to avoid in pre-bankruptcy debt control.
16027. Food
Ken Green, President of IAB Solutions, LLC whose company works with suppliers to manage and resolve deductions will discuss Deduction Update 2008: Are They Manageable? Review benchmark statistics, identify trends in customer claims and learn strategies for process, control and management . Then Bruce Nathan, Esq. and Scott Cargill, Esq. of Lowenstein Sandler PC will review the Interstate Bakeries Chapter 11 Bankruptcy Case. Hear an overview of the reorganization efforts of Kansas City based Interstate Bakeries Corporation, the maker of such widely recognized products as Wonder bread and Hostess snack cakes. Bruce Nathan and Scott Cargill represent the Official Committee of Unsecured Creditors in Interstate's bankruptcy case. Interstate has been operating under bankruptcy protection for over three years and has faced significant challenges as it attempts to emerge as a reorganized business. This includes the treatment of secured and unsecured claims, obtaining exit financing, attempted modifications to collective bargaining agreements, the tightening of credit markets, soaring commodity prices, and disputes concerning whether individual debtor companies should be consolidated for purposes of a plan of reorganization. There will be a discussion of the current status of the case based on public information, plus an update on the status of preference claims and related issues. There will also be a discussion of how sellers of goods have fared on their administrative priority claim for goods delivered within 20 days of bankruptcy in the Buffets Holdings, Wornick Company, Nellson-Nutraceutical Chapter 11's and other cases, compared to the less favorable treatment of reclamation claims, and other court decisions that have dealt with 20-day priority claims.
16028. International
Bernard McGough, director of credit and international trade finance for
American Safety Razor Company, examines international financing in
preparation for export transactions as well as exporting of products,
strategic planning and positioning a product in the international marketplace.
He will go on to review the pros and cons of a centralized versus decentralized
credit function. Bernie will then present a “what-if discussion”
of currency evaluation/devaluation and how it may affect global pricing.
16029. Metals
Scott Friedman of Avenue Capital in New York begins the program by
assessing the risk in private-equity takeovers. The second part of the
session gives participants the opportunity to take part in a roundtable
discussion focusing on managing the challenge of extended terms.
16031. Publishing
Any merchant who accepts Visa, MasterCard, American Express, Discover, or JCB branded cards must comply with the Payment Card Industry (PCI) security standards. David Wallace, Group Manager for Security Standards Compliance at Chase Paymentech Solutions, will discuss the body of Payment Card Industry standards, their relationship to individual payment brand security programs, and provide general information on the PCI compliance process. An update on recent forensics findings at compromised merchants will be included, along with additional resources available to organizations making their way towards PCI standards compliance.
16032. Wholesale/Distribution 
With SOX’s fifth anniversary upon us, Scott Blakeley, Esq. of Blakeley &
Blakeley, LLP addresses how the law is affecting credit professionals
employed by public companies. What difference does the newly
disclosed financial information make to the credit professional’s credit
analysis? Scott will explain the responsibility of upstream certification
on credit professionals, including whether a credit professional must
certify monthly financial reports, their liability for certifying, what if they
are wrong, D&O policy and indemnification. The session will also
touch on the duties of the credit professional to disclose fraud under
SOX, whistleblower protection, confidential hotlines and disclosures.
The session will conclude with a review of email policy and document
retention, internal controls and procedures and the impact on the
credit department.
Please note that Industry Day topics and speakers are subject change based
on circumstances beyond NACM’s control. You may check the NACM website
for updates. Also, some Industry Day groups may opt to attend the Executive
Forum, rather than holding a separate group meeting.
2:00–5:00pm
EXECUTIVE FORUM:
16020. The Power of Perception—“How What You See Is What You Get”
Speaker: Bruce Christopher, Bruce Christopher Seminars
Valid for .25 CEUs, 3 CPEs and CCE Recertification Points
It has been said that “Perception IS Reality.” We use our perceptions as a
way to navigate through our world. Our perceptions form the foundation
of what we call reality. But the reality is that many of our perceptions
which we take for granted are in actuality illusions.
When it comes to our relationships with people, our perceptions play an
even more significant role. How we perceive our co-workers, customers,
teammates and all the people around us has a profound impact on their
morale, motivation and performance. This session uses an interactive
combination of case studies, videos and discussion to help participants
position their perceptions in ways which lead to success.
• Find out why our performance is actually a self-fulfilling prophecy.
• Explore the force of hidden messages, which we learned in childhood.
• Learn how we unconsciously label people.
• Track how easy it is to put people “in a box.”
• Learn how to relate to people for who they really are.
• Discover the power of your perceptions about people.
|
8:30am–5:00pm
CERTIFICATE SESSIONS:
16000-16004. Business Credit Principles
16005-16009. Financial Statements:
Interpretation and Credit Risk Assessment
9:00–10:30am
SUPER SESSION & ANNUAL BUSINESS MEETING
Featured Speaker: Cam Marston, Powers of Motivation Institute
Valid for .15 CEUs, 1 CPE and CCE Recertification Points
With the gracious support of Experian, NACM welcomes Cam Marston as
our conference’s Super Session speaker. Cam Marston, founder and
president of Generational Insights, is a consultant, author and speaker
who has worked with Fortune 500 companies and small businesses
throughout the world to improve multigenerational relations and
communications. He is the author of Motivating the “What’s in it for me?”
Workforce: Managing Across the Generational Divide.
Cam will address the four distinct generations now employed side by side
in the workplace. With differing values and seemingly incompatible views
on leadership, these generations have stirred up unprecedented conflict
in the business world. Effective management of this generational divide is
the most important demand your company can make of its leaders. Cam
provides the generational insight, concrete examples and specific
approaches to help frustrated managers build the individual connections
needed to boost employee performance and retention.
Experian will be giving away a copy of Cam’s book, Motivating the “What’s in it for me?”
Workforce: Managing Across the Generational
Divide, to delegates in their Expo booth #323 (while supplies last).
Cam will be available in the Experian booth immediately following the
presentation to meet attendees and sign his book.
Special thanks to Experian for sponsoring
this Super Session Speaker.
9:00am–5:00pm
16038. International Utilities Group Meeting
2:00–5:00pm
CONCURRENT EDUCATIONAL SESSIONS:
Sessions 16040-16050 are valid for .25 CEUs, 3 CPEs and
CCE Recertification points
16040. Credit Applications and Supply Contracts
Speakers: Scott Blakeley, Esq., Blakeley & Blakeley LLP
and Mike Brittain, CAE, NACM Mid-America
This session defines the distinction between the credit application and
vendor contract, including POs, invoices and PODs. What your credit
application and vendor contract should contain to form a binding
contract with your customer is also addressed. If you have found yourself
asking about any of these issues, you shouldn’t miss this session: what
different business forms may mean with the credit application and
vendor contract; if the customer’s representative has the authority to
bind the customer to the credit application and vendor contract; how
privacy rights affect the credit application and vendor contract; and the
signature requirements under the statute of frauds. These and many
more questions regarding credit applications and supply contracts will
be discussed.
16041. Bankruptcy Issues Facing Trade CreditorsFrom the Perspective of the Bench and the Bar
Speakers: Wanda Borges, Esq., Borges & Associates, LLC,
Bruce Nathan, Esq., Lowenstein Sandler, PC and
Judge Rosemary Gambardella, District of New Jersey Bankruptcy Court
The more things change, the more they remain the same! Since the
enactment of the BAPCPA, practitioners and judges alike have tackled
the myriad issues where debtors and creditors have sought to obtain
rulings in their respective favors. Many of the written opinions still center
on consumer issues involving discharges, homestead exemptions,
automatic stay issues and the like. Nevertheless, the courts have rendered
decisions and there has been a significant amount of motion practice and
bankruptcy court activity surrounding the new issues evolving from the
BAPCPA. This program will focus on current cases, the ongoing legal
battles therein and the latest “hot” issues that arose in 2007 and will see us through 2008.
16042. A Weak U.S. Dollar Equals Greater
Export Opportunities for U.S. Companies:
What Credit Executives Need to Know 
Panel Moderator: Tom Corbett, Atradius Trade Credit Insurance
Panel Members: Mario Zinicola, Sharp Electronics Corp.,
Walter Rebello, H. Muehlstein & Co., Inc., Buddy Baker, Atradius Trade Credit Insurance and Tim Thomann, Silverback Associates
Whether your company is expanding or just beginning to export, this
session provides valuable insight into credit tools and strategies available
to ensure getting paid for the products and services provided in foreign
markets. The panel also reviews which approaches are more and less
successful in different countries and regions. Personal guarantees, crosscorporate
guarantees, letters of credit, cash against documents, end
user payments, inventory assignments, credit insurance and more will be
discussed by this panel of experts. They will share real world experiences
utilizing the tools mentioned above. The credit executives on the panel
assess how they evaluated the alternative solutions and the results of the
choices they made.
16043. Confronting the Tough Stuff:
Advanced Skills for Managing Construction Credit
Speaker: Greg Powelson, NACM-MLBS
Effective construction credit management requires a no-nonsense
toughness and structured organizational consistency. In addition,
construction oriented credit managers need to be experts in maximizing
the leverage provided by the lien and bond claim statutes. This session
is an intensive study in the construction lien process from a “get the
dollars through the door” perspective. Participants should be prepared
for a fast-paced manager’s view of building the optimal construction
credit department.
16044. Why Are Women So Strange and
Men So Weird? The Continuing Story …
Speaker: Bruce Christopher, Bruce Christopher Seminars
Expanding on last year’s session, Bruce dives into how to really
communicate and connect with that opposite sex person on your team.
At the heart of any business are relationships between team members,
customers and supervisors. Interpersonal effectiveness has been
demonstrated to be a key factor in professional, personal and career
success. Individuals who are excellent communicators have better
relationships at home and at work; they climb the ladder of success more
effectively and they get results on the bottom-line for their company.
This session takes a very humorous look at how men and women think,
speak and make decisions differently. It will increase your “Organizational
Savvy” and make you more effective when communicating, motivating,
managing or presenting to the opposite sex.
16045. Financial Relationship Management —
Working Across the Ecosystem
Panel Moderator: C.J. Wimley, SunGard AvantGard
Panel Members: Jerry Drake, CCE, Viracon, Kerry Andreasen,
Baxter Healthcare and Scott Miller, Henkel of America
Emerging trends in financial relationship management demonstrate that
companies are looking for far more than pure automation of the O2C
cycle. Today’s credit professional must be able to integrate the many
disparate players in an ecosystem of suppliers, buyers, banks, data
providers and other trading partners. Companies now recognize that the
finance and credit operation is a centralized hub that is responsible for
managing financial relationships with a wide range of entities. As
organizations look to the future, they are looking for centralization and
collaboration, both internally and externally. This session will focus on
key trends impacting how corporations manage their financial relationships,
including business process management, laims/disputes,
customer profitability measurements, electronic invoicing and settlement,
data capture/document workflow, order life-cycle management and
funding and clearinghouses.
16046. Cash Flow Analysis for Forecasting
and Risk Management
Speaker: Steven Isberg, Ph.D., University of Baltimore,
Merrick School of Business
This session will enable participants to understand the meaning of a
cash flow statement as it applies to a company’s financial performance
and standing. In addition, participants will be shown how to measure
cash flow and develop a forecast of a company’s cash flows and fiancial
needs using a simple spreadsheet model. A set of mini-case exercises
will be provided to solidify the participants’ understanding of the material
and give insights as to how the techniques can be used immediately in
their job functions.
16047. Credit 101
Speaker: Jeff Fahy, CBA, Roche Diagnostics Corporation
Credit 101 provides a general understanding of credit principles and
concepts, perfect for beginners or those wanting a general understanding
of credit and its workings. This presentation focuses on three main points:
what business credit is, the credit approval process and credit policy.
Those attending this session may benefit from purchasing and bringing
the Principles of Business Credit textbook to this session. This book,
available at the NACM Bookstore online and at the conference, reinforces
and expands on the information discussed in the session.
16048. Crucial Conversations, Tools for
Talking When Stakes Are High
Speaker: Mark Carpenter, PeopleSmart
Organizations mired in mediocre results can generally count on a
predictable and correctable root cause: their employees are either not
willing or not able to bring up controversial, high-stakes issues and
handle these discussions well.
Crucial Conversations teaches individuals and teams how to willingly
and effectively surface and discuss ideas in a way that leads to virtually
everyone buying into the decisions — creating broad alignment,
maximizing synergy and ensuring commitment to the best ideas. When
taught, these skills inevitably cause rapid and sustainable positive
changes in the results you care about the most.
16049. The Credit Executive’s Prescription for
Escheatment: How to Stay Proactive and
Connected in Today’s Enforcement Environment
Speaker: Valerie Jundt, Deloitte & Touche LLP
Though unclaimed property laws have been enacted by the majority of
states since the 1960s, there are still many companies that have either
never filed and/or have failed to incorporate written policies and
procedures related to unclaimed property compliance. It is also not
unusual, due to the complexities related to this law, for companies who
have been filing reports for a number of years to discover that they have
not been filing to the proper jurisdiction. With a move toward a national
increase related to compliance and states becoming more proactive with
audits, it is paramount that business professionals be aware of escheatment
laws and non-compliance repercussions.
16050. Benefits of Customer Visits
Speaker: Susan Delloiacono, CCE, Brother International Corp.
The best source of information about a customer is the customer itself,
and nothing helps the understanding of the customer more than
visitation. Through visitation, a thorough understanding of the customer
and its operations aids in credit risk management, provides goodwill and
can improve the company’s competitive edge with its customer base.
The credit department can realize significant value by participating in
visits and meeting with key individuals. During this interactive session,
you’ll learn through entertaining exercises how to prepare for a visit, what
to look for and inquire about during a visit, how to build stronger
relationships with customers and the importance of follow up after the
customer visit.
|
8:30am–5:00pm
CERTIFICATE SESSIONS:
16000-16004. Business Credit Principles
16005-16009. Financial Statements:
Interpretation and Credit Risk Assessment
8:30–10:00am
CONCURRENT EDUCATIONAL SESSIONS:
Sessions 16052-16063 are valid for .15 CEUs, 1 CPE and
CCE Recertification points.
16052. Everything You Ever Wanted to
Know About DSO, but Were Afraid to Ask
Speaker: Elaine Fry, CCE, Wiese USA
This session will delve into finer points of days sales outstanding (DSO).
Learn all about DSO from a fellow credit practitioner. Find out everything
you wanted to know about DSO and what it can tell you. This session will
also tell you what DSO is not and what it cannot tell you.
16053. Meandering the Minefields
of “Hidden” Liens and Trust Claims
Speakers: Wanda Borges, Esq., Borges & Associates, LLC,
Bruce Nathan, Esq., Lowenstein Sandler, PC and
Greg Powelson, NACM-MLBS
State and federal lien rights and trust fund claims exist to protect the
interests of certain creditors under specific circumstances. Many credit
professionals are familiar with state law mechanics’ liens and federal
perishable agricultural commodity (PACA) trust rights. Fewer credit
executives encounter possessory liens, such as artisans’, repairmens’,
processors’ or diemakers’ liens and other hidden state and federal liens,
such as environmental, landlord, tax and other creditors’ liens. Far fewer
creditors are aware of the Packers and Stockyards (PSA) and other trust
claims, and such other hidden creditor rights as setoff and constructive
trusts. This session will address these “hidden,” or “secret” liens, trust
funds and other rights, how creditor beneficiaries should be enforcing
these rights in the event of the customer’s bankruptcy filing and the
circumstances where they have priority over lenders and other creditors
with a consensual security interest in the debtor’s assets. It will also cover
the impact these rights have on unsecured trade creditors in or out of the
bankruptcy arena, including the battles that rage among the bankruptcy
trustee, a judicial lien holder and a statutory lien holder and the various
required filings. And finally, the program will highlight the common pitfalls
that an unsecured creditor may look for to negate having these liens or
trust claims overcome their unsecured claim.
16054. Fraud in Financial Statements — Case Studies
(This session is offered again in #16079.)
Speaker: Bruce Dubinsky, MST, CPA, CVA, CFE, Dubinsky Co., PC
Take a walk down “Avenue of the Frauds.” In this session, actual case
studies where fraudulent financial statements have been utilized to
perpetrate the fraud will be presented. Through them, gain a better
understanding of the motives and methods used by fraudsters to pull off
a financial fraud. Learn how to develop the skills to look at financial
statements with an eye toward financial fraud.
16055. Outlook for a Global Economy —
Implications of a Recession in the U.S.
Speaker: Byron M. Shoulton, FCIA Management Co. Inc.
As the United States economy sits on the cusp of a recession, the likely
impact on the global economy is a major concern. Can global economic
stability be maintained if the U.S. is in recession? This presentation will
analyze the ability of major regions to maintain growth in the midst of a
downturn in the U.S.
16056. Strategies for Collecting Accounts
Receivable: Policy and Procedure Check-Up
(This session is offered again in #16084.)
Speaker: Craig Smith, Fred Pryor/CareerTrack
Collections can be an unpleasant and frustrating part of your professional
responsibilities. This session will give you tips and techniques to make
you more comfortable and confident in this process. Collection policies
will be reviewed and suggestions made to ensure that they are clear and
concise. From this session, you can also gather insight into how to more
effectively manage bills and invoices so they don’t slip through the cracks.
By the end of the session, attendees will have learned how to quickly and
easily collect debts without losing customers.
16057. Transformation Through Power
Speaker: Phyllis Truitt, CCE, Atlas Van Lines, Inc.
Power is the ability to control and influence others, thus achieving the
outcome desired. This session encourages people to obtain physical
and mental strength by making life changing decisions that will also
change their careers. Types of power, such as expert and persuasive,
will be discussed. Understanding how to use power wisely will be
presented. The session will continue discussing the limitations of power
and the causes of a loss of power that can take away career choices.
A portion of the presentation assists in the development of personal
power, including how to read body language, how to use body language
in negotiations, risk taking, public speaking and other ways to enhance
career power.
16058. Deduction Update — 2008
Speaker: Ken Green, IAB Solutions LLC
This session will include a review of post audits, compliance issues (don’t
miss this expanded segment!), damages and unsaleables. The current
status of these deduction types, as well as specific case studies and
policy examples will also be discussed. This session will further cover
successful strategies for future prevention and current recovery.
16059. Payment Card Industry (PCI) Compliance
Speakers: Don Roeber, Fifth Third Processing Solutions and Robert Day, Fifth Third Bank
PCI-DSS (payment card industry-data security standard) is an issue that
will affect anyone taking credit card payments regardless of size,
location, composition of business or type of product or service. It was
developed by the major credit card companies as a guideline to help
organizations that process card payments prevent credit card fraud,
hacking and various other security issues. A company processing,
storing or transmitting credit card numbers must be PCI-DSS compliant
or they risk hefty fines and/or losing the ability to process credit card
payments at a corporate level (not just at the particular location in
violation). Merchants and service providers are encouraged to validate
compliance with an audit by a PCI-SS Qualified Security Assessor (QSA)
Company. Come learn what the requirements are for both large and
smaller volume merchants.
16060. Keeping Customers Happy
Isn’t a Job — It’s a Choice
(This session is offered again in #16083.)
Speaker: Scott Hunter, The Hunter Partnership Alliance
Successful business owners train their employees to develop a foundation
of strong customer service. They know that customers prefer to do
business with people they like, with people who seem genuinely
interested in them and with people who really care about their concerns.
So unless all company employees are willing to appropriately start and
then nurture the customer relationship, customers won’t return and they
certainly won’t refer their friends.
In this program, the fine art of providing great customer service, including
how to create and maintain rich, meaningful relationships with your
customers will be taught. Topics to be covered include: how to create
relationship with customers, instantly; how to listen so that customers
have the experience of being heard; and how to leave the customer
feeling acknowledged, appreciated and taken care of, every time.
16061. Financial Profiles of Companies in
Different Industries: Distributors and Retailers
(Session 16068 focuses on manufacturers, service
and technology companies.)
Speaker: Steven Isberg, Ph.D., University of Baltimore,
Merrick School of Business
This session will enable participants to recognize and understand the
differences in the financial statement structure and financial ratio
performance of firms in different industries. In particular, the content of
this session will provide a study of financial statements and ratios for firms
in the distribution and retail sectors. It will show how they are affected by
differences in the economic dynamics and business operating models
within each industry. A set of mini-case exercises will be provided to
solidify the content and provide knowledge that can be applied immediately
within your job function.
16062. Rev It Up Reading:
Getting Up to Speed With What You Read
(This session is offered again in #16097.)
Speaker: Abby Marks Beale, The Corporate Educator
This “Rev It Up Reading” session will explain how to determine your
current reading speed, what it means and, more importantly, some
simple strategies to make it better and faster, both on paper AND onscreen.
Participants will get a chance to personally experiment with
some proven methods to see which ones might work best for them.
As an added bonus, learn how to get instant control of your reading
piles. Come ready to read!
16063. Facilitation Skills
Speaker: Susan Fee, Susan Fee & Associates, Inc.
If you’ve ever sat through boring, unproductive meetings, you know that
facilitation is an art! Learn how to manage and organize group activities
and meetings to make the best use of time and resources while achieving
the group’s desired outcome. You’ll gain valuable tips for how to run effective
meetings, increase participation, manage challenging personalities,
manage conflict and encourage brainstorming.
10:30am–Noon
CONCURRENT EDUCATIONAL SESSIONS:
Sessions 16064-16075 are valid for .15 CEUs, 1 CPE and CCE
Recertification points.
16064. Accounts Receivable & the ERP Environment
(This session is repeated in #16088.)
Speaker: Gary Cramer, CCE, Trinity Industries Inc.
ERP systems are becoming the future for corporate America but are they
the solution to all accounts receivable problems? This session will review
the effect on an accounts receivable department by converting to ERP
software; the challenges, solutions, processes and successes experienced
first hand. Areas covered include cash forecasting, collections,
credit, cash application, dispute resolution, customized reporting and key
areas of automating of these functions.
16065. Creditors’ Rights Forum
Panel Moderator: Rod Wheeland, CCE, CAE, NACM Oregon
Panelists: Scott Blakeley, Esq., Blakeley & Blakeley LLP,
Joseph Bodoff, Esq., Bodoff & Associates, Robert Fishman, Esq.,
Shaw Gussis Fishman Glantz Wolfson & Towbin LLC,
Jonathan Friedland, Esq., Schiff Hardin LLP,
Jay Indyke, Esq., Cooley Godward Kronish LLP,
Bruce Nathan, Esq., Lowenstein Sandler PC,
Deborah Thorne, Esq., Barnes & Thornburg LLP and
Dorman Wood, CCE, Dorman Wood Associates
Here is your opportunity to ask questions on bankruptcy and other
subjects of interest to trade creditors and control the direction of the
program. Attendees will be divided into groups. Each group will be led by
an attorney in the creditors’ rights field who will address questions from
the participants on specific topics. Topics include reclamation/20-day
priority claims, references, creditors’ committees, letters of credit and
guaranties and sale of claims. Attendees may ask questions and either
switch tables at set intervals or remain at the same table.
16066. Trends in Payment Processing
Speaker: Rudet Fountain, American Check Management
What’s changing about EFT? New credit cards types, lower credit card
processing fees and new B2B payment protocols. Remote deposit — how
is it different from everything else? How do B2B payment processes differ
from C2B? Most importantly, what do all of these changes mean to you,
your department and your company’s success?
16067. Legal Tools at Your Fingertips
Speaker: Wanda Borges, Esq., Borges & Associates, LLC
Credit executives deal with specific legal issues that impact the credit
executive on a day-to-day basis. This session has been designed to tackle
some of the legal tools which are available to the credit executive. Often,
the law that seems to impede you can actually be a friend to the credit
executive. The session will deal with the UCC Article 9, with an emphasis
on Purchase Money Security Agreements, and what should and may be
included in credit applications. Learn what is and what must be done to
benefit from an adverse credit decision. This session will also cover
personal and corporate guaranties. Antitrust laws, affecting your office
and trade group meetings, can be more protection than you realize. This
legal tool at your fingertips will be reviewed as well.
16068. Financial Profiles of Companies in Different
Industries: Manufacturers, Service and Technology
(Session 16061 focuses on distributors and retailers.)
Speaker: Steven Isberg, Ph.D., University of Baltimore,
Merrick School of Business
This session will enable participants to recognize and understand the
differences in the financial statement structure and financial ratio
performance of firms in different industries. In particular, the content of
this session will provide a study of financial statements and ratios for firms
in the manufacturing, service and technology sectors. It will show how
they are affected by differences in the economic dynamics and business
operating models within each industry. A set of mini-case exercises will be
provided to solidify the content and provide knowledge that can be
applied immediately within your job function.
16069. When Is a Financial Professional Needed?
Speaker: Leon Szlezinger, Mesirow Financial Consulting
Do you know who to call when you have a finance question that exceeds
the knowledge base of your staff? This session helps define when it is
time to contact an outside expert and who you should contact. For
example, what is the difference between an investment banker and a
financial consultant? What other services do financial consultants offer,
such as claims management, preference analysis, or working with the
U.S. Trustee’s office? Learn how to go about selecting a financial
professional. The speaker will share his career experiences to help
present the options.
16070. Doing Business in Mexico and South America
Speaker: Walter Rebello, H. Muehlstein & Co., Inc.
This session will focus on Mexico and South America, providing
exporters with crucial information and practical tips on the various
aspects of credit risk, legal issues, security instruments and risk
mitigation tools when doing business with this region of the world.
You don’t have to learn the hard way.
16071. The Art of Being Outrageously Successful!
(This session is offered again in #16093.)
Speaker: Scott Hunter, The Hunter Partnership Alliance
The world is changing rapidly and our business is too. Regardless of
your company, function or title, you’re dealing with a global economy,
communications via email, people of different cultures and a constantly
changing playing field. With all of that going on, are there tried and true,
timeless, unchanging qualities that if you master, success will follow?
The answer is yes! In this interactive program, learn what it takes, year in
and year out, no matter what is happening in your business world, to be
outrageously successful. Attendees will discover that success has little
to do with what you do, what you know and how hard you work. Truly
successful people understand certain principles and use them to
outperform the competition. These will all be discussed. Topics to be
covered include the only factor that determines your success; the
importance of building relationships; and why it’s important to have a
vision, be congruent and have integrity and how to use the law of cause
and effect to produce the results you want.
16072. Strategies for Collecting Accounts Receivable: For Especially Difficult Debtors
(This session is offered again in #16095.)
Speaker: Craig Smith, Fred Pryor/CareerTrack
This session will help you put power and punch into your collections
communications. Learn what to expect from problem debtors and ways to
address them. Tactics and strategies for the toughest types of debtors will
be practiced in this presentation as well as tricks to finding missing debtors.
16073. The Changing Labor Market
Speaker: Chris Myers, Credit Alternatives, LLC
The changes currently occurring in the labor market today are unprecedented,
and there are many questions about what lies ahead. Whether
you need to hire staff, retain your staff or change jobs, this presentation
will provide you with the information you need to understand the
dynamics of the labor market, and put you and your company in the best
position to succeed. Some of the items that will be discussed include the
impact of the unemployment rate on hiring leverage, the “baby-boomer”
impact on labor supply and the current skills and compensation of credit
positions in today’s market.
16074. The Uniform Commercial Code
and the Sale of Goods
Speaker: Jim Fullerton, Esq., Fullerton Knowles, PC
How do you win the “Battle of the Forms” when electronic and facsimile
mail is sent back and forth discussing a sale of goods? When do you
have an enforceable contract? Understand the terms the UCC adds to
your contract automatically unless you “otherwise agree.” This session
will discuss how to limit liability to a return of the purchase price and get a
waiver of express and implied warranties. In addition, get answers to
these and other relevant questions: when do you have the right to stop
shipments and demand adequate assurance of payment? and what are
your rights to cure any default in your performance or to reclaim your
goods if the customer defaults?
1:30–3:00pm
CONCURRENT EDUCATIONAL SESSIONS:
Sessions 16076-16087 are valid for .15 CEUs, 1 CPE and
CCE Recertification points.
16076. Protecting Trade Creditors From Customer
Bankruptcy Risk: No Need to Cry the Blues! O
Speaker: Bruce Nathan, Esq., Lowenstein Sandler, PC
Every credit executive dreads a failing customer and the risk of its
customer’s bankruptcy filing. This session will provide the credit executive
useful tools to enhance the likelihood of payment of claims against a
struggling customer. First, there will first be a discussion of the warning
signals of a failing customer. There will then be a discussion of various
credit enhancement devices that should increase the likelihood of
payment of claims. These devices include standby letters of credit, selling
on a consignment or purchase money security interest basis, state law
lien rights, state and federal trust fund claims, the use of guarantees and
third party collateral and the hidden gold of setoff and recoupment rights
where a trade creditor and its customer have claims against each other. In
addition, credit enhancement devices reviewed will be a creditor’s rights
under an executory contract, cashing out claims through sales and puts
of claims, the use of reclamation, stoppage of delivery and other creditor
remedies, such as a goods supplier’s administrative priority claim for “20-day goods” and critical vendor protection. Attendee participation is encouraged in this session.
16077. Synergize With Shared Services
(This session is repeated in #16098.)
Speaker: Scott Senatore, CCE, ARAMARK
This session will discuss how to increase and sustain shareholder value
by creating a shared services environment where efficiencies can be
improved while reducing costs in a centralized location. Innovation is the
wave of the future where change is managed and value added. Processes
can be streamlined through consolidation with a multi-functioning
workforce. Tactical and strategic goal setting drives performance
improvements. There are numerous sustainable benefits for companies
when shared services create a competitive arena where the highest level
of performance can be achieved.
16078. Beyond Overload:
10 Secrets to Get Back Control
Speaker: Abby Marks Beale, The Corporate Educator
“Beyond Overload: 10 Secrets to Get Back Control” helps people get a
grip on the many ways they are feeling stressed: a perceived lack of time,
too much email, more reading than anyone can possibility handle and a
lack of effective organization. The workshop delivers some of the best
ideas that all overworked and overloaded people need to be reminded of
and personally experience.
Participants are asked to temporarily stop and get off the proverbial
treadmill to look around at what is working and what is not. The session
will introduce several powerful personal time management ideas along
with ways to get better organized, manage their reading piles and deal
better with email. In addition, it will remind attendees that there is a body
attached to their head and it too needs to be taken care of.
16079. Fraud in Financial Statements — Case Studies
(This is an encore presentation of session 16054.)
Speaker: Bruce Dubinsky, MST, CPA, CVA, CFE, Dubinsky Co., PC
Take a walk down “Avenue of the Frauds.” In this session, actual case
studies where fraudulent financial statements have been utilized to
perpetrate the fraud will be presented. Through them, gain a better
understanding of the motives and methods used by fraudsters to pull off
a financial fraud. Learn how to develop the skills to look at financial
statements with an eye toward financial fraud.
16080. Reading, Writing and Revising
Construction Contracts You Can Live With
Speaker: Jim Fullerton, Esq., Fullerton & Knowles, PC
This session will stress the need to appreciate the costs, leverage and risk
inherent in construction contract terms. What do you really need in your
contracts? What can you live with? What can you change? What are the
deal breakers? The speaker will explain conduit or pass-through
provisions, pay-when-paid and pay-if-paid clauses, change orders and
claims procedures, scheduling and delays and limitations of liability. The
speaker will also discuss these concepts: notice of default and an
opportunity to cure, dispute resolution procedures, venue and arbitration,
waivers and the preservation of security rights.
16081. The Art and Science of Understanding Owners
Behind Small Businesses: Who They Are, What Makes
Them Tick and How They Manage Their Businesses
Speaker: Dan Meder, Experian
Successful actors, performers and savvy businesspeople all have
something in common — they truly understand how important it is to really
know their audiences. These days, the business-to-business marketplace
is a dynamic environment where small businesses — all 26 plus million of
them in the United States — and their owners are often so tightly
intertwined they are nearly indistinguishable. That’s why it’s essential for
credit professionals to take a more holistic view of their prospects and
customers in order to truly understand how they manage their credit and
to gauge their creditworthiness. Attendees at this session will understand
the complex, underlying factors that define and separate small businesses;
learn more about the demographics and psychographics of today’s
diverse small-business owner population; walk away with valuable insights
about the most predictive ways to view the credit risk of small businesses;
and be able to better manage credit risk, make more informed decisions
and, ultimately, stay competitive.
16082. Export Letters of Credit
Speaker: Buddy Baker, Atradius Trade Credit Insurance
Letters of credit used in export sales (commercial L/Cs) are quite different
from those credit managers are accustomed to using in domestic sales
(standby L/Cs). The biggest difference is that export L/Cs are intended to
be drawn on and thereby serve as the means of payment for goods
shipped. The “rub” is that they tend to call for more documents, many of
which are prepared by third parties. Export L/Cs are designed to serve as
a reliable means of credit assurance and also an efficient means of
payment. Yet 75% of the time the documents are noncompliant and it can
take three to six weeks to get paid on a “sight” L/C. This session will
provide participants with a detailed review of the mechanics of export
L/Cs and how they are structured to assure fast payment. The discussion
will then focus on the points at which the process tends to break down.
Participants will learn how to get paid in one or two days, even when
documents are discrepant, how to avoid discrepancies (and nonpayment)
and how and when to use “silent confirmations.”
16083. Keeping Customers Happy
Isn’t a Job — It’s a Choice
(This is an encore presentation of session 16060.)
Speaker: Scott Hunter, The Hunter Partnership Alliance
Successful business owners train their employees to develop a foundation
of strong customer service. They know that customers prefer to do
business with people they like, with people who seem genuinely
interested in them and with people who really care about their concerns.
So unless all company employees are willing to appropriately start and
then nurture the customer relationship, customers won’t return and they
certainly won’t refer their friends.
In this program, the fine art of providing great customer service, including
how to create and maintain rich, meaningful relationships with your
customers will be taught. Topics to be covered include how to create
relationship with customers, instantly; how to listen so that customers
have the experience of being heard; and how to leave the customer
feeling acknowledged, appreciated and taken care of, every time.
16084. Strategies for Collecting Accounts Receivable: Policy and Procedure Check-Up
(This is an encore presentation of session #16056.)
Speaker: Craig Smith, Fred Pryor/CareerTrack
Collections can be an unpleasant and frustrating part of your professional
responsibilities. This session will give you tips and techniques to make
you more comfortable and confident in this process. Collection policies
will be reviewed and suggestions made to ensure that they are clear and
concise. From this session you can also gather insight into how to more
effectively manage bills and invoices so they don’t slip through the cracks.
By the end of the session, attendees will have learned how to quickly and
easily collect debts without losing customers.
16085. Small Steps, Big Rewards: Enrich Credit
and Collections Through Improved Communications
Speaker: Chad Leibundguth, Robert Half International
A high-performing credit and collections function minimizes risks, keeps
cash flowing, improves customer service and, ultimately, drives business.
Fortunately, a little attention paid to bettering your practices goes a long
way. Even a small increase in your collection percentage can have a
dramatic impact on the bottom line. Moreover, some of the most effective
proactive steps you can take are simple ones, such as improving
communication and cooperation regarding credit and collections issues.
This session will take a look at seven low-effort communication best
practices that can yield high-impact results.
16086. What Exactly Is the Subprime Mortgage
Mess All About and If I’m Not Selling to
Construction Builders or Suppliers, Should I Care?
Speaker: Mark Berman, Esq., Nixon Peabody LLP
We’ve all seen the headlines about the subprime mortgage crisis, but you
don’t sell to developers, homebuilders or their suppliers so why should
you care? Well you should! This program will explore the reasons for the
subprime mortgage crisis and the fallout from it. Ever wonder what they
are talking about when they refer to a CDO, a CLO, an SIV, a securitization
trust? We will also discuss these various entities and how they are affected
by the subprime mortgage crisis. Finally, we will take a look at the types of
litigation that has been spawned by the subprime mortgage crisis. All of
this against the backdrop of why a credit manager should care.
16087. The Secret of Change:
Making the Emotional Connection
Speaker: Susan Fee, Susan Fee & Associates, Inc.
Sometimes the longest journey we’ll ever make is the one from our head
to our heart. Fully experiencing life means fully experiencing our
emotions, yet so many of us invest energy in avoiding the heart of the
matter, resulting in unfulfilling lives, relationships and careers. The path to
change requires plugging into the very source that drives motivation.
Feeling is believing! This session presents five necessary steps to help
you plug in, connect and create the change you want in your life.
3:30–5:00pm
CONCURRENT EDUCATIONAL SESSIONS:
Sessions 16088-16099 are valid for .15 CEUs, 1 CPE and
CCE Recertification points.
16088. Accounts Receivable & the ERP Environment
(This is an encore presentation of session 16064.)
Speaker: Gary Cramer, CCE, Trinity Industries Inc.
ERP systems are becoming the future for corporate America but are they
the solution to all accounts receivable problems? This session will review
the effect on an accounts receivable department by converting to ERP
software; the challenges, solutions, processes and successes experienced
first hand. Areas covered include cash forecasting, collections,
credit, cash application, dispute resolution, customized reporting and key
areas of automating of these functions.
16089. The Road to Financial Disasters
Is Paved With Good Intentions
Speakers: Val Venable, CCE, SABIC Innovative Plastics, and Debbie
Thorne, Esq., Barnes & Thornburg LLP
Even when it appears that all the i’s are dotted and the t’s are crossed,
there still may be more risk than anticipated. This session will review some
of the most commonly used tools in B2B credit and where potential land
mines can be hiding. Hidden problems with credit applications, RFQ,
purchase orders, T&Cs, invoices, confidentiality agreements, letters of
credit and shipping documents. The customer doesn’t have to be in
bankruptcy to avoid paying if the documents aren’t in order. The speakers
will present a demonstration of where potential risks and loopholes exist
in documents that appear valid on first glance.
16090. Statement of Cash Flows:
Analysis and Interpretation
Speaker: David Beckel, CCE, MiTek Industries, Inc.
This session will cover the understanding and use of the statement of
cash flows. Participants will be shown the different types of cash flow
statements, how they are constructed and how to use them in financial
statement analysis and ratio analysis. Participants should have a basic
understanding of balance sheet and profit and loss statements to fully
absorb the content presented in this session.
16091. The Residential Real Estate Crisis
and Its Far Reaching Effects: How to Protect
Yourself Pre-bankruptcy and Even Post-bankruptcy
Speaker: Byron Saintsing, Esq.,
Smith Debnam Narron Wyche Saintsing & Myers, LLP
As we have all witnessed in recent months, the residential real estate
market is “in the tank,” and many NACM members’ companies are being
affected. Some say that the commercial market may not be far behind.
During this session, learn what steps to take, especially for those in the
construction industry, to protect from the downturn and from the
bankruptcies that are inevitably going to be filed by developers, homebuilders,
contractors, subcontractors and even building supply houses.
No aspect of the market has been spared so learn what steps you can
take to protect your rights prior to your customer filing bankruptcy, and
even after they have filed.
16092. Warning Signs of Troubled Companies
Speaker: Michael Blackburn, CCM, F&D Reports
There is a fine line between maximizing revenues and being on the 20
largest creditors list. The key to successfully walking this line is the ability
to not only recognize, but also react, to the warning signs of troubled
companies. The key operational and financial warning indicators,
including an in-depth look at sales, profitability, liquidity and leverage
measures are highlighted. Capital spending, bank covenants and cash
flow will also be discussed.
16093. The Art of Being Outrageously Successful!
(This session is offered again in #16071.)
Speaker: Scott Hunter, The Hunter Partnership Alliance
The world is changing rapidly and our business is, too. Regardless of
your company, function or title, you’re dealing with a global economy,
communicating via email, people of different cultures and a constantly
changing playing field. With all of that going on, are there tried and true,
timeless, unchanging qualities that if you master, success must follow?
The answer is yes! In this interactive program, learn what it takes, year in
and year out, no matter what is happening in your business world, to be
outrageously successful. Attendees will discover that success has little to
do with what you do, what you know and how hard you work. Truly
successful people understand certain principles and use them to
outperform the competition. These will all be discussed. Topics to be
covered include: the only factor that determines your success; the
importance of building relationships; and why it’s important to have a
vision, be congruent and have integrity and how to use the law of cause
and effect to produce the results you want.
16094. What to Do When Your
Customer Files Chapter 11
Speaker: Mark Berman, Esq., Nixon Peabody LLP
This session will address the basic priority scheme for chapter 11 cases.
It will answer such questions as: when do you get paid an administrative
expense; what to do when you aren’t getting paid; and what is the
administrative priority? This session will also review the use of a purchase
money security interest and other types of credit enhancements and
reclamation rights. DIP financing and trade creditor liens and the rights of
the trade vendor where the pre-bankruptcy relationship is the subject of an
ongoing contract are subjects presented as well as other relevant factors.
16095. Strategies for Collecting Accounts
Receivable: For Especially Difficult Debtors
(This is an encore presentation of session #16072.)
Speaker: Craig Smith, Fred Pryor/CareerTrack
This session will help you put power and punch into your collections
communications. Learn what to expect from problem debtors and ways to
address them. Tactics and strategies for the toughest types of debtors will
be practiced in this presentation as well as tricks to finding missing debtors.
16096. Driving Collection Results With Portfolio Scoring
Speaker: Daniel Tantum, Ph.D., PredictiveMetrics, Inc. and Carlos Gandorillas, Florida Power & Light
and Carlos Gandorillas, Florida Power & Light
Are your collectors taking the appropriate collection action, at the right
time, with the right customer? How do you determine what collection
strategy to use to manage the ongoing relationship with your customers?
Traditionally credit and collection departments have prioritized and
managed their day-to-day collection activities based on their customers’
aging and amount due. There is a growing trend in the commercial
market to use portfolio scoring, rather than aging and amount due as the
primary driver of a risk-based collection strategy. Through actual case
studies given by two leading corporations, attendees will understand how
implementing portfolio scoring for collections will reduce their DSO and
write-offs and grow profits by lowering operati |
