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Educational Sessions

This year’s program includes 16 educational sessions on a variety of topics designed for experienced credit and financial professionals, as well as those new to the industry.




8:15 – 9:15 a.m.

The Last Easy Day Was Yesterday
Keynote Speaker: Commander David Sears, (ret) Navy SEAL
The keys to success at the making of a Navy SEAL include individual excellence, teamwork and a never quit attitude. This presentation will give you an inside look at how one Navy SEAL has transferred those skills to life after the Navy and how we can all learn from his lessons.

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9:45 – 11:00 a.m.

Communicating with Five Generations at Work
Speaker: Mary Erlain, President, Peak Development Strategies
Based on the book by Mary Erlain: This is the root cause of many of the problems in business today that affects growth,productivity, and profitability on the business level, but more importantly erodes valuable relationships in the workplace. Our culture is diverse in age, heritage, gender, etc. This book was written to help bridge the gaps around generational diversity. Whether you are a solo business owner, large company, or any point in between, “Communicating with the 5 Generations in the Workplace” will change the way you view your business world (and maybe help you on the home front too).

Recognizing a Fraudulent Transfer or a Breach of Fiduciary Duty and Recovering Your Money
Speakers: Bradford Sandler and Jason Pomerantz, Pachulski Stang Ziehl & Jones
The laws of fraudulent transfers date back to at least as early as the ancient Romans, and have been confusing lawyers and creditors ever since because actual fraud is not necessary to recover payments. Myths and misconceptions abound regarding fraudulent transfers, and they often lead to a disappointing result for both the debtor and its creditors/transferees. This presentation, led by two national leaders in bankruptcy law, will bring clarity to the topic, deflate the myths, alert you to the duties directors and officers of an insolvent company have to the company’s creditors, and give credit managers a better understanding of fraudulent transfers so that they can protect their companies and develop methods to maximize recoveries.

Financial Statement Analysis - Part I
Speaker: Larry Grogan, CCE, BP North America
The analysis of financial statements consists of a mixture of steps and pieces that interrelate and affect each other. No single part of the analysis should be interpreted in isolation. The specific conclusions drawn will be affected by the original objective established at the initiation of the analytical process. Every aspect of a firm’s financial condition, operating performance and outlook affects the market value of its shares. This session will bring light to the critical areas of analysis that are required in the credit risk assessment process and introduce the fundamentals of interpretation.

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11:30 a.m. – 12:30 p.m.

What’s New with the National Trade Credit Report
Speakers: Phil Lattanzio, CCE, NACM Connect; Gina Calabrese Sylvester, NACM National
The NTCR continues to grow in strength and expand by adding features and tools. The Portfolio Risk Analysis Tool enables you to benchmark your company’s AR portfolio against the entire NACM database or tradelines, or against a specific industry and any of your credit groups. The non-member credit reference tool can automate your job of responding to reference requests, while keeping you informed about who is asking and how often. The Account Monitor service can also help you keep a watchful eye on key accounts. Come and learn about these and other time and cost savings features of NACM’s National Trade Credit Report.

NACM National Update
Speakers: Robin Schauseil, CAE, NACM National and Chris Ring, NACM National
NACM’s National office continues to add value to the membership of all NACM members. From added products and services, enhancements to the NACM Knowledge Center and the constant finger on the pulse of Capitol Hill, in this session you will learn firsthand what has evolved since the last conference and what to expect until the next.

Financial Statement Analysis - Part II
Speaker: Larry Grogan, CCE, BP North America
This session will build on Financial Statement Analysis I or the basic understanding of Financial Statement Analysis of the session attendees. The analysis of financial statements consists of a mixture of steps and pieces that interrelate and affect each other. No single part of the analysis should be interpreted in isolation. The specific conclusions drawn will be affected by the original objective established at the initiation of the analytical process. Every aspect of a firm’s financial condition, operating performance and outlook affects the market value of its shares. This session will bring light to the critical areas of analysis that are required in the credit risk assessment process and introduce the fundamentals of interpretation.

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1:30 p.m. – 2:45 p.m.

Speakers: Thomas Fawkes and Brian Jackiw, Goldstein & McClintock
As with death and taxes, there are few things in the world more certain than a credit professional having to deal with bankruptcy preferences. Lawsuits to recover preference payments – those payments made by a bankrupt debtor to a creditor in the 90 day period prior to a bankruptcy filing, are frustrating, costly to defend, and present a prime opportunity for bankruptcy trustees to take advantage of creditors that are not properly trained in the art of preference defense. During this presentation, Thomas Fawkes and Brian Jackiw of Goldstein & McClintock LLLP will try to alleviate this frustration through a spirited discussion about the most common (as well as relatively unknown) defenses to a preference action, recent court decisions related to preference practice, and innovative strategies to avoid or reduce preference liability. In addition, our presenters will emphasize the need for a proactive approach – through the design of credit policies and terms and conditions, careful monitoring of accounts, and best practices for addressing customers at risk of a bankruptcy filing – to help creditors avoid or mitigate future preference liability.

The Credit Card Surcharge Rules and Fee Reductions
Speakers: Matt Fluegge, Vantiv and Brad Boe, Performance Food Group
Credit card acceptance and substantial fees have become common making it important for B2B merchants to evaluate their credit card acceptance program. This presentation will review the credit card networks’ surcharge rules, discuss how merchants can surcharge in compliance with the network rules and explain how B2B merchants can significantly reduce the credit card processing fees whether surcharging or not.

User Friendly Cash Flow
Speaker: John Jaeger, CCE
Interpretation of the cash flow statement begins with the interrelationships that exist between the balance sheet (investment and financing decisions) and the income statement (operating decisions). The results of a company’s current investment decisions are seen in two key operating assets: inventory and accounts receivable. Their levels represent both investment decisions and operating decisions by management.

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3:15 p.m. – 4:30 p.m.

Is Your Ship Stranded at Sea? Demystifying Chapter 15 of the Bankruptcy Code and Recent Cross-Border Insolvency Developments
Speakers: Bruce Nathan and Phil Gross, Lowenstein Sandler LLC
Financially distressed foreign companies are taking advantage of a less well known Chapter of the Bankruptcy Code – Chapter 15, as part of their restructuring efforts. This program is designed to demystify Bankruptcy Code Chapter 15’s complexities, discussing how Chapter 15 works, what Chapter 15 filings are being used to accomplish, and practical advice for trade creditors when a foreign debtor files a Chapter 15 case. This program includes issues that arose in and lessons learned from the recent Hanjin Shipping Chapter 15 case and other recent Chapter 15 cases involving issues of interest to trade creditors. There will also be a discussion of multinational debtors that file foreign insolvency proceedings abroad, how these proceedings interact with related Chapter 11 and 15 cases filed in the United States, and how trade creditors should be responding to these cases.

Global Mapping of Operation and/or Accounting Process to Mitigate and Address Unclaimed Property Control Weaknesses
Speaker: Joe Carr, BDO
Explore internal controls as they relate to unclaimed property reporting obligations and their impact on an organizations overall procurement and accounts receivable cash collection procedures. Discuss best practices for unclaimed property risk mitigation including global mapping initiative, due diligence procedures, voluntary disclosure process, refund opportunities, etc

Case Study
Speaker: Speaker: John Jaeger, CCE
This session will walk through the financial analysis of a real company using the tools incorporated from prior presentations. Common sizing, trend analysis and ratio analysis will be performed to determine the company’s performance, in addition to reviewing the Z-score methodology as a means of confirming results.

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8:30 – 9:45 a.m.

Electronic Transactions, Where The Click Is Mightier than the Pen
Speakers: Bruce Nathan and Andrew Behlmann, Lowenstein Sandler LLP
As electronic B2B transactions are becoming increasingly prevalent, credit departments need to be aware of the risks created by moving from paper credit applications, contracts, and other documents to their electronic equivalents. In particular, electronic signatures and online presentation and acceptance of terms and conditions, two crucial areas in which business processes are evolving, can create problems in the event of a dispute between the parties that leads to litigation. This program focuses on the requirements for a valid and enforceable electronic signature and contract, the unique risks posed by electronic credit applications, contracts, and other transactions, the state and federal laws governing electronic signatures and transactions, recent court cases addressing electronic signatures and contract formation and enforceability, and the tools and strategies necessary to help mitigate these risks.

Technology and the Future of Credit
Speaker: Ed Stauber, Wolters Kluwer
We are living in a time where unprecedented advances in technology change our world on a daily basis. This has led many to ask: “How do I keep up?”, “How do I adapt?” and, most importantly “ Will I have a job???” This presentation looks at the factors as to why technology is moving at such a rapid pace (and why what we’re experiencing today is nothing in comparison to what’s down the road). These factors will then be tied into the credit profession, where key functions will be benchmarked against the latest technological advances. Bottom line – the world of credit isn’t going away, but like everything else it is changing rapidly. An important session for those who want insight on how to manage their careers (and employers) in a time of constant reinvention.

Nine Behaviors of Leading with Courage
Speaker: Lee Eisenstaedt, Co-Founder, Leading With Courage Academy In this interactive presentation,
In this interactive presentation, attendees will discover the nine behaviors to be alert for that can derail a leader’s career; The five questions that need to be asked of employees, clients, and prospects that reveal their unmet and emerging needs; The four attributes of an effective Leader With Courage; and insights and best practices of 38 CEOs who have beaten the odds of being successful in the C-Suite. The presentation is themed around the 9 innings of a baseball game and a mix of sports and business stories are shared throughout it.

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10:15 – 11:30 a.m.

Credit Department Metrics
Speaker: Jay Snyder, CCE, ICCE, Tech Data Corporation
DSO, BPDSO, ADD, CEI…..what an alphabet soup!! As credit folk, we often live and die by our metrics…but, are they all really that useful, and do they tell the ‘whole’ story. Join this roundtable to take a look at credit/collection metrics. We hope you come and be willing to share some of the metrics you use or don’t use, and why. This will be a working session designed to bring some light on old standby collections measurements, and maybe you’ll even learn some new ones! We will also discuss management reporting and how to incorporate metrics to tell the correct story of what is going on in your department.

Speakers: Terry Nolan, Schaumburg IT Department; Tom Lesiowski, Fellowes Inc.
If you are struggling with the advanced features of Excel, this is the session for you! Two experts will be sharing their knowledge of Excel functionality including Pivot Tables, macros and other productivity tips. Learn how credit professionals are using Excel to be more productive managing credit.

A Guide to Proactive Collections
Speaker: Frank Dispensa
The world of a collector is challenging, exciting, and not for the faintof- heart. But, just like life in Hollywood, even though it can get rough and isn’t alway extremely rewarding if you know how to approach it. This session is designed to give the novice credit professional a general guide to pro-active collections by identifying the attributes, triggers and tools of a successful collector and his/her effectiveness. Be sure to interact during this session with the other participants and session leader! It certainly adds to the experience. Bring your questions, collections techniques and anything else you’d like to share as you explore this important skill set.

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1:00 – 2:15 p.m.

Country Risk
Speakers: Curt Rothlisberger, CCE, CICE, Ardagh Metal Beverage USA Inc. and Tom Lesiowski, Fellowes Inc.
If you’re doing business internationally, this session is for you! This breakout will cover issues surrounding a country’s ability to transfer payments to you – timely – or if at all! Various political, economic and financial impediments will be covered, including sources of helpful information for your analysis. We will conclude with a deeper dive into a handful of countries, so pack your bags as we take you around the globe to look at the world through our not-so-rose-colored-glasses!

Optimize Your Working Capital With Supply Chain Finance
Speaker: John Crouch, Director, Global Trade, Bank of America N.A.
A lesson learned from the global financial crisis was how critical free cash flow can be for corporates, their customers, and their suppliers. As businesses seek to unlock cash flow from day-to-day operations, savvy treasurers and credit managers have discovered vendor payments as a means to extend payment terms while improving vendor health. Supply Chain Finance is producing win-win working capital solutions for corporate buyers and their suppliers. Through SCF buyers and suppliers are generating significant increased cash and driving working capital metrics to new levels. And here’s the best part: Instead of accomplishing these gains on the backs of their suppliers, buyers are doing it while helping reduce suppliers’ financing costs and days sales outstanding (DSO).

Credit Reporting For Users by Users
Speaker: Panel Discussion
There are so many credit report sources available, sometimes it is difficult to understand which product might be the best for you and your company. In this unbiased session, actual credit managers will discuss which reports they use and why they chose those reports for their needs. Reports discussed will include the National Trade Credit Report, Dun & Bradstreet, Experian and Equifax.

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2:15 – 3:15 p.m.

Economic Update
Keynote Speaker: Bill Strauss, Senior Economist, Federal Reserve Bank Chicago
What do we know about the new administrations plans for our economy? This session looks at the important issues as expressed by the voters and discusses whether the White House is actually trying to deal with them. We will also discuss the other major players in all this, Congress, the Federal Reserve and the states.

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