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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.

Day One

Day Two


Tuesday

8:15 – 9:15 a.m.

The Good, The Bad, & The Ugly
Keynote Speaker: Jim Cali, CPA, CFF, CGMA, Director of Internal Audit, Bi-State Development
This presentation exposes the most common classic fraud schemes corporations use to enhance their financial position and make their organizations looks much better than they really are. These fraud schemes are used to boost the balance sheets in an effort to entice investors and lenders.

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9:45 – 11:00 a.m.

Being A Leader with Intention
Speaker: Paul Lushin, Lushin Associates
We’re often told to keep business and personal life separate, but the lines seem to cross and blur more and more in today’s world. What if we followed the same principles and goals in both areas of our life so that we are truly moving towards and fulfilling our vision and mission in life? In this interactive session, Paul Lushin provides guidance on how to align our goals, intentions, and actions so that we are leading with the same purpose in all areas of our life.

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.

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11:30 a.m. – 12:30 p.m.

New Tools and Features of the National Trade Credit Report
Speaker: Phil Lattanzio, CCE, NACM Connect
The products and services made available to full file contributors to the NACM National Trade Credit Report (NTCR) continue to expand to meet the needs of the credit community. Join NACM Connect President Phil Lattanzio as he explores the new Industry Analysis Report enabling users to see how their companies compare to others within the same industry. We will also take a look at two new extracts providing users with more data elements for benchmarking purposes.

Collection Conversation
Speaker: Kevin Stinner, CCE, CCRA, Crop Production Services
The collections call is seldom a thrilling experience; unfortunately, sometimes it is quite the opposite, even referred to as a “necessary evil”. There are many theories on the best way to perform collections; however, most of them don’t focus on what collections is a conversation between two people. This session will focus on the steps of having that conversation, and in doing so do multiple things, including establishing trust, authority, agreement, and finally to get the customer to agree to pay. This will be an informative, interactive session, allowing attendees to share their experiences, and what works in some situations and what does not work in others. There will also be engaging activities to help attendees to discover new ways to use human nature to be more successful in their collection endeavors.

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1:30 p.m. – 2:45 p.m.

Unclaimed Property Audits Today
Speaker: Kenneth Kovacevich, True Partners Consulting LLC
Unclaimed property audits have historically been difficult, time-consuming, and costly for most companies. As jurisdictions continue to focus on unclaimed property as a revenue source, the number and complexity of unclaimed property audits is likely to increase. What should your company do to effectively prepare for and manage an unclaimed property audit? Join this session to find out.

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.


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3:15 p.m. – 4:30 p.m.

Credit Reporting – For Users by Users
Speakers: Judy Wagner, CCE, MBA, Roche Diagnostics; Julie Harvey, Conn-Selmer; Neal Bohannon, Irving Materials; Kyle Rich, Koorsen Fire & Safety
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.

Preferences
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.

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Wednesday

8:30 – 9:45 a.m.

Toot Your Own Horn – Elevating the Credit Department
Speaker: Phil Lattanzio, CCE, COO NACM Connect
How do you champion your credit department to your company’s upper management? Too many credit managers and credit departments don’t garnish enough recognition, which may be a function of executive leadership, but you have to articulate the importance of your work and the financial impact on your company or they may not hear your message. What can you do to make the function of the credit department more visible, and as a result more important, to the C-suite at your organization? And what does upper management want to know?

NACM National Update
Speaker: Robin Schauseil, NACM; Chris Ring, NACM
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 first-hand what has evolved since the last conference and what to expect until the next.


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10:15 – 11:30 a.m.

User Friendly Cash Flow
Speaker: Susan Thomas, CCE, Eli Lilly & Co.
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.

Why is Mentoring Important?
Speaker: Susan St. Angelo, My Trusted Partner
All of us are mentors. Some of us are professional mentors and others are personal. We may not realize that we are serving in that role until much later. It isn’t always apparent. Over the years, I have been a mentor through an organized program at my former employer. Little did I realize that when I left my job I was STILL a mentor. We can help others grow as professionals, volunteers, parents and community partners by being mentors. The role of a mentor is to provide knowledge, advice, resources, guidance, motivation, emotional support and role modeling. A mentor is a friend, a guide, a listener, and a confidant. A mentor is NOT a parent or guardian, social worker, ATM or babysitter.

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1:00 – 2:15 p.m.

Coloring your Success - Power of Persuasion
Speaker: Diana Crowe, IAB, Inc.
Wouldn’t it be nice if everyone thought the same way we did? We know this isn’t how the world works, so it’s important to be able to effectively communicate your position and understand how to achieve the WIN-WIN in our dealings with others, both personally and professionally. In this session, we study the “color” of our personalities and how that knowledge can be utilized for improved powers of communication and persuasion. Whether you are a Red, Green, Blue, or Rainbow personality, the useful tools presented will help pave the way to your success.

Alternatives to Bankruptcy
Speaker:Jonathan Sundheimer, Barnes and Thornburg
Troubled businesses that are dealing with increasing demands from creditors often see bankruptcy as the only option to continue operating. But bankruptcy is not the only option. Given the increased costs and time of a bankruptcy proceeding, it is often in everyone’s interest, from the troubled business to its creditors, to avoid a bankruptcy filing. Credit managers need to be aware of the alternatives to bankruptcy so that they can try and steer troubled businesses in one direction or another in order to maximize potential recoveries. Additionally, credit managers need to be aware of these alternatives so that they understand the process for the non-bankruptcy alternative in which they are about to embark. This presentation will detail alternatives to bankruptcy, including mediation, arbitration, workouts, assignments for the benefits of creditors, and receiverships, and give credit managers a better understanding of the advantages and disadvantages of each option.

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2:15 – 3:15 p.m.

Economic Update
John V. Duca, Associate Director of Research and VP, Federal Reserve Bank of Dallas
Well into the first year of the new administration, what has been the impact on the US and global economy, and what should we expect going forward? What is pushing positively and what is pushing negatively? What can credit managers look at to understand what is coming at them? Join us in this session to see.

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