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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.

Tuesday

Wednesday


Tuesday

8:15 – 9:15 a.m.

A Timeline of St. Louis History
Keynote Speaker: Carol Ferring Shepley, Award-winning Writer and Author
A Timeline of St. Louis History from Big Mound to City/Arch/River with the subtitle: Blues, Baseball, Books, Crooks, Civil Rights and the River, 2014 won the St. Louis Book Award of the St. Louis County Historical Society. Luminous Sites, a book about painter Kathy Buist came out in May, 2015, Eyes in the Mirror in 2016, and The Uncommon English Teacher and The Forgotten Doughboy in 2017.

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9:45 – 11:00 a.m.

Using Automation in Credit And Collections
Panel Discussion
Is your company stuck in the stone age? Do you have unfinished projects because the daily tasks just take too long? Are your customers frustrated because of your lack of options? If you answered yes to one of these questions we will share our stories on how automation helped bring our companies to the current decade, all while helping us increase the effectiveness of our collections. Come prepared with your questions or concerns. We are anxious to help you throw out that stone and chisel and help you prosper in the automation world.

Selling to Minority Contractors
Speaker: Jerry Bailey, NCS
Government projects frequently outline participation requirements by minority contractors. This requirement introduces new risks to creditors. We’ll discuss some of the credit tools that can help us to minimize our credit risk as well as examine other concerns and liabilities of which we need to be aware. The government agencies are stepping up their efforts to protect against fraud. We have responsibilities to ensure these programs are not being abused, so we want to make sure we are protecting our interests.

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11:30 a.m. – 12:30 p.m.

The Cost to Serve a Customer
Speakers: Staci Cima, CCE, Credit Manager, Crescent Parts & Equipment; Nick Deccio, Controller, Crescent Parts & Equipment
New analytics are driving new calculations of profit performance, and are providing surprising insights into a company’s profit drivers and support innovating selling and collecting techniques.  Learn how one company is using advanced reports to spot significant profit drains; identify target accounts; set pricing and set collection strategies.  Putting these analytics to work can give you effective new practices that drive profits by calculating customer’s true cost to serve.

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Building Relationships
Speaker: Mike Bowman, CGA, NACM Connect
It’s not about being friends…it’s about being connected. As credit professionals, you are in the relationship business, and simple ideas pay huge dividends in building relationships, both internally and externally. In this session you will learn the impact of being likeable, honing your listening skills and cultivating trust – characteristics that will lead to healthy and productive relationships.

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1:30 p.m. – 2:45 p.m.

What’s New with the National Trade Credit Report
Speaker: Phil Lattanzio, CCE, President & COO, NACM Connect
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.

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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3:15 p.m. – 4:30 p.m.

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.

Live to Work, Work to Live
Speaker: Kevin Stinner, CCE, Crop Production Services
It seems that in today’s modern business world doing more with less is a common theme. As we try to work with a higher work load and a smaller staff the question arises; how do I balance my work load with my personal life? This session will look at several aspects of the work life balance including prioritization, organization, stress management, and trying to squeeze out another 5 minutes out of your schedule.

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Wednesday

8:30 – 9:45 a.m.

Recognizing a Fraudulent Transfer or a Breach of Fiduciary Duty and Recovering Your Money
Speaker: Jeff Pomerantz & Jason Pomerantz, of 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.

Intermediate Financial Statement Analysis
Speaker: Curtis Litchfield, CCE, Land O Lakes
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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10:15 – 11:30 a.m.

Toot Your Own Horn - Elevating the Credit Department
Speaker: Phil Lattanzio, CCE, President & 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?

Cash Flow Analysis
Speaker: Curtis Litchfield, CCE, Land O Lakes
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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1:00 – 2:15 p.m.

Best Credit Practices for Expanding Export Markets
Speaker: Lisa Tanner, Nidec Motor Corporation
As your company investigates new opportunities for global sales there are issues that you should be prepared to deal with as an international credit professional. Our speaker will help you explore best practices for planning your international strategy for contract negotiations, export finance, credit insurance and other matters for growing sales profitably while protecting your assets in the ever-changing landscape of foreign markets

Building a Credit Department Procedures Manual
Speaker: Staci Cima, CCE, Crescent Parts & Equipment; Deb Harper, CCE, Truck Centers; Chuck Levy, CCE, Fabick Cat
Are your credit department processes and procedures fully documented? Are you prepared for someone to step in and pick up the responsibilities of a disenfranchised employee? Fifteen years later, are you SOX compliant? Our panel of experts will share with you how they recently went through the process of developing, organizing and are enforcing their procedures.

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2:15 – 3:15 p.m.

GPS Signal Lost: Navigating Your Dreams
Keynote Speaker: Mich Hancock, CEO, 100th Monkey Media
Mich Hancock will share that even though you may feel lost in all the current chaos - racial issues, an unstable political environment and devastating weather events - you can still find your way. She will open you up to your own mental GPS System, which is available to you at all times and in all places. You can’t always get the world to take the same road as you, but you can certainly start blazing the path!

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