Presentations

WEDNESDAY    |     October 16, 2019

KEYNOTE: LEAP! THE NET WILL APPEAR  (No handouts available)
Bruce Christopher MA, MA, LP, CSP

There are three kinds of people: Those that make things happen, those that watch things happen, and those that say, “What happened?” Everyone secretly wants to be a mover and shaker, but fear of failure holds many prisoner. This highly interactive session will have the audience literally coming out of their seats by learning to leap from procrastinations and crash through comfort zones. Your group will learn how to make fears disappear, visualize goals, move forward and have fun doing it! When you leap through your fears—your fears disappear.

Excel Macros and Visual Basic for Applications (VBA) (Downloadable PDF)
Terry Nolan, Schaumburg Library

Why create and use macros? How do you create a macro? What is VBA and how does it relate to macros? In this session, Nolan’s third in a series at the NACM Connect Rolling Meadows Conference, you will learn the answers to these questions and see practical applications of these tools.
Grooming a Construction-Oriented Credit Professional (Downloadable PDF)
Chris Ring, NACM Secured Transactions Manager
Grooming a credit professional is no small task. Universities and community colleges offer no courses on the subject to allow employers the ability to gauge a potential internal or external applicant on their understanding of the subject matter. Companies should consider themselves lucky when they have an employee(s) that strives to educate themselves on the subject. Construction Credit requires additional skills that need to be mastered to help the employee(s) and the company be successful. From this session, attendees will walk away with a better understanding of the subjects and lessons an employee(s) needs to learn to be a Construction-Oriented credit professional.
Financial Statement Analysis – I (Downloadable PDF)
Larry Grogan, CCE, Analyst, Fuels, BP
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.
Hard Conversations for Avoiders (Downloadable PDF)
Tim Reynolds, Principal Clover Lane Partners
Most of us avoid hard conversations because we are uncomfortable with confrontation. This presentation examines why we avoid, the costs of our avoidance, how to overcome our avoidance and finally how to have the actual hard conversation. It is a presentation that will provide skills that will help in both your professional and personal lives.
Transforming your Credit Department from Reactive to Proactive (Downloadable PDF)
Bob O’Brien, Leader Partnership Solutions, Dun & Bradstreet
How can you work more effectively with sales and become part of the company strategy for acquiring new customers? How can you effectively transform your credit department from reacting to risk versus being proactive? Do you want to become more highly regarded within your company rather than just the Credit Manager? Is automation and technology something you want to bring to your Credit Department? If you answer yes to any of these questions then this session will inform and help you!
Financial Statement Analysis – II (Downloadable PDF)
Larry Grogan, CCE, Analyst, Fuels, BP
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.
Legalities of Cannabis (Downloadable PDF)
Ashley Brandt, Partner, Goldstein & McClintock
On June 25, 2019, Governor J.B. Pritzker signed Illinois’s Cannabis Regulation and Tax Act into law. The Act regulates the recreational use, sale, transport and manufacture of cannabis in Illinois and provides for the regulation of an industry in a Federal grey area with attendant concerns for credit managers and professionals. Attendees will leave with an overview and understanding of Illinois’s Cannabis Regulation and Tax Act, collection and credit concerns relating to companies dealing in Cannabis in Illinois and recent Federal changes concerning cannabis related enterprises.
What Everyone Ought to Know about the NACM National Trade Credit Report (Downloadable PDF)
Phil Lattanzio, CCE, President & COO, NACM Connect
Join us as we explore the products and services of the NTCR and pick up a few helpful tips along the way. We will provide insight on how this unique member-owned database has grown as well as where we are headed. This powerful session will help attendees understand how the NTCR got started, who the participants are and where the data comes from. Come learn how to use a few valuable tools to better target risk, improve your relationship with sales, reduce delinquency and even share with upper management how well your organization is performing. Join us and your fellow NACM members to learn more about time-saving features and other enhancements.
Cash Flow Analysis (Downloadable PDF)
John Jaeger, CCE, NACM Connect Faculty
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.
Death, Divorce, Divestiture and Disaster (Downloadable PDF)
Matthew McClintock, Goldstein & McClintock LLLP
While credit professionals are adept at planning and controlling for foreseeable risks involving their customers, certain events simply cannot be reasonably anticipated, such as the death or divorce of a customer or one of its principals, a natural or man-made disaster affecting a customer’s assets – including a vendor’s inventory being held by such customer – and the sudden sale or liquidation of a customer’s assets, particularly when the customer does not properly inform its creditors of such disposition. These situations, while rare, raise unique issues and require a rapid yet thoughtful response. During this presentation, Thomas Fawkes and Brian Jackiw of Goldstein & McClintock will discuss the legal and practical effects of death, divorce, disaster and divestiture on a creditor’s rights and remedies, and provide a framework for addressing such events in a manner that will protect the creditor’s interests and maximize recoveries.
NACM National Update (No handouts available)
Chris Ring, NACM Secured Transaction Services
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.
Case Study (Downloadable PDF)
John Jaeger, CCE, NACM Connect Faculty
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.

THURSDAY    |    October 17, 2019

Chapter 11 Bootcamp : What the Credit Team Needs to Know (Downloadable PDF)
Bruce Nathan, Partner, Lowenstein Sandler LLP
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 program will first discuss the 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. There will then be a discussion of 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, how to assert these claims, the defenses that can reduce recovery on these claims and the difference between these claims and reclamation rights. Finally, the program will also cover the rights of creditors that are parties to “executory contracts”, such as supply and services agreements and purchase orders, the steps creditors should take to protect these rights after their customer files bankruptcy and best practices for defending preference claims.

Negotiating Internationally with Confidence (Downloadable PDF)
Kirk Samson, Owner, Samson Atlantic LLC
Negotiating effectively is critical to your business and personal success. The importance of this skill is reflected in the wide range of books you can find in libraries or bookstores on how to improve your negotiation savvy. Unfortunately, almost all of these books represent an American perspective on how to negotiate. The negotiation process and strategies can vary wildly around the world, and many of the techniques that business people use daily here in the U.S. will serve you poorly overseas.
Maslow’s Hierarchy of Payment Excuses (No handouts available)
Devon Glenn, CBA, District Credit Manager, Ferguson Industries; Tom Lesiowski, Corporate Credit Manager, Fellowes Inc.; Luz Mareno, CCE, Klein Tools
Do you want to improve your collection results? This open panel will review Maslow’s Hierarchy of Needs and how this theory applies to all payment excuses. They will then lead the audience in a discussion on how to build effective collection strategies based on where an excuse falls within Maslow’s 3-Needs – Basic, Psychological or Self-fulfillment. So, bring your favorite payment excuse!
Coloring Your Success – The Power of Persuasionl (Downloadable PDF)
Diana Crowe, Regional Director, NACM Southwest
Wouldn’t it be nice if everyone thought the same as we do? 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 personal and professional. In this session, we’ll 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, blue, green, or rainbow personality, this session will be informative and provide useful tools to help pave the way to your success.
The 7 Worst Practices in AR (Downloadable PDF)
Michael Nortman, Senior Account Executive, Esker
Not all AR practices are created equal, some are just plain bad. There’s no other way to put it. If your AR process is driven by manual methods there’s a good chance you’re in the throes of some pretty awful AR practices. In this session, you’ll discover why you should be worried about the 7 AR practices that: • Don’t comply with regulations • Drive up processing costs • Provide no visibility or insight.
Everything you Should Know about Sales Tax Exemption Documents (Downloadable PDF)
Matt MacNeil, Director, Solution Engineering, CertCapture
This session will cover the recent Supreme Court case that changed how sales tax is collected. We will discuss why documentation is needed, what is the best form to collect and how to identify issues with the forms you have already collected. Make sure you invoice your customers correctly the very first time and prevent those annoying short pays due to sales tax.
Road Map to the Future – Credit and Collections for the Next Decade (Downloadable PDF)
Phyllis Saavedra, Director Order to Cash Solutions, Emagia Corporation
Digital technologies are holding a new promise for finance operations. Find out how to ready your Credit and Collections organization for the disruptive digital age. This session will cover the following topics: Emergence of digital O2C platforms with automation, analytics, artificial intelligence and more; the future state of O2C operations – credit, orders, receivables, collections, deductions, cash application, payments; planning for staffing with hybrid teams – humans and robots; Finance 2025: Predictions by Deloitte and how they relate to the Credit and Collections organization. The future is already upon us. Don’t get left behind.
Illinois Lien Law (Downloadable PDF)
Norm Cowie, Director of Credit, Paramont-EO, Inc.
Knowing the mechanics lien law in Illinois isn’t all that difficult. All you need is an attorney and lots of money. Or, you could learn about it yourself and get some tips on how to make smart decisions. Join Norm Cowie in a discussion about the lien statutes, common construction contract terms and waiver strategies that can help your company avoid unnecessary risk.
Building a Culture that Lasts (No Handouts Available)
Erica White, CCE, Ferguson Enterprises
This session begins with a discussion of employee development through cross training. Building a structure of strong employee engagement on all levels, through all departments and age groups is stressed. Additionally, the speaker will emphasize the need to make the right hire so there is company culture buy-in to have unification and a positive morale.
KEYNOTE: THE PERFECT STORM: Preparing For and Dealing With The Upcoming Corporate Debt Crisis (Downloadable PDF)
Bruce S. Nathan, Partner, Lowenstein Sandler PC
With the spigot of virtually free money flowing into lenders’ coffers for the better part of a decade, corporate borrowers have been able not only to roll over their existing debt, but also to borrow a lot more. Commentators have sounded doomsday alarms of an impending “wall” of corporate debt maturities for most of the last decade. During that period the debt-maturity time bomb has been kicked further down the road, but they simultaneously enabled the problem to roughly double in size. With hundreds of billions of dollars of corporate debt maturing in the next two years, the long-predicted day of balance sheet reckoning may finally be upon us.