CEU/CCE RECERT: .0175

Oct 23rd

1:15 pm

Construction Credit has challenges like no other form of credit. Obtaining job information must be a combined goal of the management, sales and credit teams. During this session, we’ll review the common items you should obtain. We’ll also cover the “not so common” items that if not obtained can be the difference between collecting payment in full vs. a write-off.

Download Presentation

Construction Breakout Session:  Managing Construction Credit and the Importance of Obtaining Job Information - Chris Ring

CEU/CCE RECERT: .0175

Oct 23rd

1:15 pm

International business encompasses all commercial activities that take place to promote the transfer of goods, services, resources, people, ideas, and technologies across national boundaries. Conducting business overseas, multinational companies need to bridge separate national markets into one global marketplace. International business involves understanding the effects that activities have on domestic and foreign markets, countries, governments, companies, and individuals. Successful international businesses recognize the diversity of the world marketplace and are able to cope with the uncertainties and risks of doing business in a continually changing global market.

 

In this session, we will look at:

  • Understanding the changing global demand for credit

  • How to obtain and analyze customer info from abroad 

  • Recognizing and mitigating international nonpayment risks

  • Tools and techniques for export credit management

  •  Current credit conditions in overseas markets (by region)

No Handouts - Hands-on/Interactive 

International Breakout Session: Tools & Techniques for International Credit Evaluation

- Gary Mendell and Mabel Luen

CEU/CCE RECERT: .15

Oct 23rd

3:15 pm

Vendors to constructors projects generally know about mechanics liens and payment bonds as methods to create leverage and increase the likelihood of recovery on your claims. There are also many other rights and remedies that can help get vendors to the front of the line while also minimizing exposure. Some of these useful remedies that will be explored include reclamation, stoppage of delivery of goods in transit, revocation of credit terms and seeking adequate assurance of performance, different ways to assert priority claims in bankruptcy, and various forms of credit enhancements (including some newer concepts). In this session, you will learn about many important methods, both pre-bankruptcy and post-bankruptcy, that can help vendors minimize risk and maximize recovery when dealing with a financially distressed project.

Download Presentation

Construction Breakout Session:  Best Practices for Minimizing Risk and Maximizing Recovery When Dealing with a Financially Distressed Project - Jason Torf

CEU/CCE RECERT: .15

Oct 23rd

3:15 pm

Understanding how to best utilize foreign payment instruments such as letters of credit and documentary collections to:

  • increase sales by offering longer payment terms to your foreign buyer

  • accelerating cash flow

  • taking advantage of interest rate arbitrage in foreign markets to increase sales

  • understanding risk of overseas sales and options for risk mitigation 

Download Presentation 

International Breakout Session: Letters of Credit - Bryan Hicks

CEU/CCE RECERT: .15

Oct 24th

8:00 AM

Motivational humorist and comedian Sharon Lacey knows your job and personal life can be full of demands. Sharon shows how you can turn your stress around to work FOR you instead of against you. Her presentation will keep you laughing while also inspiring you to think of the roadblocks in your life in a new and positive light.

No Handouts

Opening General Session: Say Yes to the Stress - Featuring Speaker Sharon Lacey

CEU/CCE RECERT: .125

Oct 24th

10:00 AM

In this lively and entertaining session, participants discover tricks and techniques to turn data into information through Data Tables and then Pivot Tables. As a bonus, participants will save hours looking up data through Excel’s vLookup function.

Participants will be able to:


•    Understand the requirements of a good Excel database setup
•    Utilize a Data Table to create dynamic Pivot Tables
•    Create custom Pivot Table calculations
•    Find data quickly and accurately with a vLookup
•    Apply lookup data in calculations and references

 

This session is appropriate for individuals who work with Excel as a database, such as collection or membership lists who would like to be able to make better decisions based on their data.

No Handouts - Hands-on/Interactive 

Breakout Session: Excel Database Management - Pivot Tables & V-Lookups - Neal Otto

CEU/CCE RECERT: .125

Oct 24th

10:00 AM

More and more B2B companies are not only considering it, but they are actually implementing credit card surcharging. However, confusion remains high regarding how to implement a compliant surcharge program and what is contractually permitted through the Card Networks and legally permitted by the states.

 

In this presentation, Matt Fluegge and Scott Blakeley will…

 

  1. Review the credit card network surcharge rules and legal considerations

  2. Discuss how to implement surcharging and the key factors impacting B2B surcharging 

  3. Explain how merchants can reduce their card acceptance costs whether surcharging or not

 

Download Presentation

Breakout Session: I Think I'd Like To Surcharge Credit Card Payments, But Now What?
- Matt Fluegge & Scott Blakeley

CEU/CCE RECERT: .125

Oct 24th

10:00 AM

US trade policy and tariffs in particular have become a hot topic for credit providers. This program will cover the Trump administration trade actions and Congressional legislation that have affected credit decisions. That includes a discussion of tariffs, targeted sanctions programs, the importance of knowing what is excluded from the tariffs, the changes to the Committee on Foreign Investment in the United States (CFIUS), and the new export controls on emerging technologies. These actions have increased attention on supply chain management, country of origin issues, foreign ownership and scrutiny of potential deal partners as they may lead to problematic foreign ownership or control over U.S. emerging technologies or economic sanctions violations. Ultimately these issues affect everything from component purchases to future investment opportunities. Moreover, increased enforcement is affecting audit plans, leading to more external reviews, and creating a better understanding of how these issues affect management decisions. The speakers will also discuss the importance of identifying financially distressed customers dealing with increased tariffs as part of knowing your customer. 

Topics that will be addressed during the program:

  • How to navigate legitimately through and around tariffs, including identifying tariff exclusions and developing a strategy for and identifying the risks of passing tariff costs onto customers 

  • What to be paying attention to as an importer or exporter in 2019

  • How to identify if your products are controlled technologies 

  • Impact of tariffs on the US economy

  • Impact of tariffs on customers in or approaching financial distress and their ability to move their supply chain to countries not affected by tariffs. 

Download Presentation

Breakout Session: Recent Developments Regarding Import Tariffs: Risks Associated with the Changing Global Trade Landscape  - Andrew Bisbas & Bruce Nathan

CEU/CCE RECERT: .125

Oct 24th

10:00 AM

Businesses prioritize how, when and which vendors are paid and often pay secured creditors ahead of unsecured creditors. But why? In this session, we will review how you, as a trade creditor, can use secured transactions to ensure you are a payment priority for your customers, and the legal protections available should your customer default or file for bankruptcy protection.
 
We will discuss:
• Benefits of being a secured creditor
• The necessary elements to a secured transaction
• Overcoming objections to UCC filings and preliminary notices
• What to do in the event of customer default or bankruptcy
 
This session will:
• Help minimize write-offs & increase working capital
• Increase your credit knowledge and value to your company
• Answer your questions about developing a program that’s right for you

Download Presentation

Breakout Session: Mechanics Liens and UCC's - Being in the Best Position to Get Paid!

- Jerry Bailey

CEU/CCE RECERT: .1

Oct 24th

11:30 AM

As we enter the final months of 2019, our focus turns to 2020. Since this business cycle is now the longest in history, the question is "what comes next?". This presentation is intended to give you information that stimulates your thought process and helps you begin to plan for 2020. This will be a discussion that will focus on the forces that can propel the economy forward and the risks that could derail the economy.

No Handouts

Luncheon: w/ Speaker: Steve Scranton, Economic Speaker

CEU/CCE RECERT: .15

Oct 24th

1:30 PM

Although the current U.S. economy is good, customers still have financial issues and some debtors simply don’t want to pay their bills. Credit executives need to know the best manner in which to get paid once the debt becomes past due with the potential of turning a bad customer into a future good customer. Helping a customer in need may be the best critical role for credit executives

This program will focus upon: 


•    Assist collection from the start
•    Steps to be taken when the account stops paying
•    Working with your customer to collect that debt
•    Remedies available to collect that debt with or without an attorney
•    Documentation necessary when there is no formal agreement with the customer
•    Credit Departments Role in Winning the Lawsuit for your Company
•    Small balances

Download Presentation

Breakout Session: Collection Processes and Lawsuits: What Every Credit Professional
Should Know - Wanda Borges

CEU/CCE RECERT: .15

Oct 24th

1:30 PM

Properly managing a relationship based on consignment or a vendor-managed inventory program is critical to ensuring that your company has good rights and remedies in the event of customer financial distress. In particular, having the right documentation and taking necessary additional steps is key to minimizing your risk and maximizing your recovery when a consignment or vendor-managed inventory customer becomes finally distressed or files bankruptcy. In this session, you will learn the steps needed to put your company in the best possible position when utilizing these programs as well as some best practices for these programs.

Download Presentation

Breakout Session: Vendor Managed Inventory (VMI) and Consignment - Jason Torf

CEU/CCE RECERT: .15

Oct 24th

1:30 PM

The NTCR and NACM share a common vision: empower credit professionals with information and tools that lead them to success in their credit decisioning and credit management roles.

 

By leveraging the data contributed by members for members, the NTCR brings fresh, targeted, relevant data to users in each report. The NTCR tools help drive efficiency with the ability to make decisions more quickly using the updated score, by identifying risk on heat maps via the Portfolio Risk Analysis (PRA) or by winning back valuable staff time by automating credit reference checks and support credit success.

 

NACM delivers information and information designed to enhance the creditability of every credit executive, whether it’s through Business Credit, eNews, Week in Review or keyword searches through NACM publications. Targeted, timely education can either provide foundational information to those new to the profession, or build status and knowledge through the professional designation process.

Download Robin's Presentation

Download Gina's Presentation

Breakout Session: NACM Membership Benefits & NTCR Updates and Enhancements - Robin Schauseil & Gina Calabrese-Sylvester

CEU/CCE RECERT: .15

Oct 24th

3:15 PM

Follow along with case studies of transactional/business fraud and help find out “who dunnit!” in this interactive presentation. Learn what different types of fraud are out there, the signs of fraud, and how to detect fraud before it happens. Follow the twists and turns to unmask the culprit!

Download Presentation

Breakout Session: Fraud - Who Dunnit? - Alexander Hill

CEU/CCE RECERT: .15

Oct 24th

3:15 PM

As the digital revolution continues to filter into every area of our lives, it is inevitable that it will affect us in the workplace (if it hasn’t already.) In this session, we’re going to look at not only the impact of technology and automation changing how we do our work, but also the credit professional’s role within the organization. Most importantly, how you can position yourself to be prepared for what the future holds!

Download Presentation

Breakout Session: Automation Affecting Roles in the Credit Department
- Nancy Watson-Pistole, CCE ICCE

CEU/CCE RECERT: .15

Oct 24th

3:15 PM

Have you ever struggled to find a solution to a challenge or felt like an opportunity slipped away? Do you wish you had more creative ideas or better ways to communicate and collaborate with team members? Creative problem solving is a tool that can help you find and implement solutions to challenges and opportunities. Through hands-on team building activities, we’ll explore parts of the creative problem-solving process and build skills in creativity, communication, and collaboration.
 

You will: 

  • Experience hands-on, collaborative activities

  • Gain tips and tools to extend your creative thinking

  • Explore creative problem-solving roles

  • Learn ways you can apply creativity, communication, and collaboration to challenges and opportunities Have fun!

No Handouts - Hands-on/Interactive 

Breakout Session: TeamUp! - Team Building, Collaboration, Communication and
Creative Thinking - Amy Torf

CEU/CCE RECERT: .15

Oct 25th

8:00 AM

President Teddy Roosevelt said, “The most important ingredient in the formula of success is knowing how to get along with people”.  Almost all would agree that building better relationships will lead to greater success and happiness in our lives – and the lives of people around us.  In this presentation, we will cover Twelve important keys to help build better relationships, based on research and expert perspectives.  We will also look at important principles to connect with people, build trustworthiness, communicate effectively and develop greater credibility.  

Download Presentation

Breakout Session: Keys to Building Better Relationships: Credit and Sales Working Together

- Wes Friesen, CCE

CEU/CCE RECERT: .15

Oct 25th

8:00 AM

It’s the moment you most dread. You have a large past due balance owing by a financially distressed customer that just filed a chapter 11 case.  The speakers will first discuss the requirements and risks of participating in an involuntary petition in bankruptcy,  importance of understanding the papers filed at the beginning of chapter 11 case, the risk of doing business with a chapter 11 debtor that has not yet obtained the approval of financing or use of cash collateral,  the impact of the automatic stay that arises when bankruptcy is filed and critical vendor protection. The speakers will then cover Bankruptcy Code Section 503(b)(9), which has also significantly enhanced trade creditor rights by granting goods sellers whose customer has filed bankruptcy an administrative priority claim for the value of their goods received by the Debtor within 20 days of bankruptcy, and discuss how to assert these claims, the defenses that can reduce recovery on these claims and the difference between these claims and reclamation rights. The program will also cover the rights of creditors that are parties to "executory contracts", such as supply and services agreements and purchase orders, and the steps creditors should take to protect these rights after their customer files bankruptcy. Finally, the speakers will discuss best practices for defending preference claims.

Download Presentation

Breakout Session: Bankruptcy Bootcamp - Bruce Nathan and Wanda Borges

CEU/CCE RECERT: .15

Oct 25th

8:00 AM

This presentation will cover the intersection of state and federal law with regards to cannabis including discussions of bankruptcy, civil forfeiture and ability to take security interests in cannabis-related assets. The presentation will also address the 2018 Farm Bill’s impact on industrial hemp and CBD products, which differ in treatment from cannabis that contains specified quantities of THC.

Download Presentation

Breakout Session: Selling to the Cannabis (and Hemp) industry: Risks & Guidelines
- Victor J Roehm III

CEU/CCE RECERT: .15

Oct 25th

9:45 AM

When you review your case and circumstances there may be a number of good reasons to file a lawsuit. There might also be strong reasons for not filing a lawsuit. The decision on whether to file must be made with careful consideration. After all, the lawsuit process may hold the promise of justice, but it can also be costly and time-consuming. No one wants to dig the hole deeper. This session will provide you with the tools to undertake a meaningful analysis of whether a lawsuit is appropriate for your situation.

Download Presentation

Breakout Session:  Suit Worthiness: To Sue or Not to Sue - Jason Alexander

CEU/CCE RECERT: .15

Oct 25th

9:45 AM

There are so many things to prepare for and understand when you are dealing with an acquisition or merger. 
 

  • Cultures merge – policy & procedures changes, software etc. 

  • Personnel – wage differences, training, education etc.

  • Customers - name changes, terms, technology

  • Contracts & Memberships – Credit report contracts, professional organizations, agencies etc.

Download Presentation

Breakout Session: Adapting to Change through Mergers & Acquisitions - Mary Moore, CBA

CEU/CCE RECERT: .15

Oct 25th

9:45 AM

Have you ever noticed that your ability to make decisions declines as the day goes on?  We have all experienced the “what to have for dinner” argument with our loved ones after a long day at work. At that moment, we just can’t make one more decision.  The average person makes 35,000 decisions each day. Credit managers probably make a lot more. Our decisions impact the lives of so many people. We negotiate terms, resolve conflicts, and make countless difficult decisions that affect the success of our companies and our customer’s companies. Science has proven there is a limit to how many high-quality decisions we can make before fatigue sets in. Understanding how our habits and circumstances affect decision-making is valuable information. We all want to be less frustrated at work and possess more mental energy at the end of the day. We might become better spouses and parents as well as better credit managers if we are willing to make a few small changes to our daily routine.

Download Presentation

Breakout Session: Understanding Decision Fatigue (and What to Do About It) - Erin Bair

CEU/CCE RECERT: .20

Oct 25th

11:30 AM

The Little Things Matter… How to amaze every customer every time. 

No Handouts - Hands-on/Interactive 

General Session/Closing & Lunch: The Little Things Matter… How to amaze every customer every time - Featuring Speaker Mark Robinson 

2019 Conference brought to you by NACM Commercial Services & CFDD National