2022 Gateway Credit Conference

2022 Gateway Credit Conference | September 13 & 14

It is with great anticipation that we look forward to building on the momentum of last year’s Gateway Conference and the 2022 Annual Meeting at this year’s Fall event, Credit on Tap. Things are changing so rapidly in the world of credit – come draw from the taps of knowledge from our speakers, exhibitors and fellow members as we attempt to craft a path to barrelling our companies through the mash.

The action begins brewing at Orlando’s Banquet and Event Center in Maryland Heights, MO on September 13th. The NACM/Chicago-Midwest Board of Directors, NACM Gateway Advisory Board and NACM Gateway Education Committee along with Association staff look forward to seeing you there.

For more information please contact Lillian Novak at lillian.novak@nacmconnect.org.

Orlando’s Banquet & Event Center   |   2050 Dorsett Road
Maryland Heights, MO 63043

TUESDAY, September 13

MILANO 1

MILANO 2

9:45 — 11:00 A.M.

INFLATION AND YOUR CREDIT LIMITS
Roundtable Discussion led by Curtis Litchfield, CCE, Senior Credit Manager, Land O Lakes and Derrick Swaney, Credit Analyst, MiTek

If you’re like many other credit professionals in this environment you’ve probably experienced customers hitting their credit limits as a direct result of inflation and other economic factors that we haven’t experienced for decades, if ever. Bring your stories and solutions and hear how other members are dealing with this phenomenon in this open roundtable discussion.

9:45 — 11:00 A.M.

CREDIT REPORT UPDATES AND ENHANCEMENTS
Speakers: Phil Lattanzio, CCE, President, COO and Rich Steinkoenig, Credit Solutions Consultant, NACM Connect

Many new features and benefits for members using the National Trade Credit Report have recently been added. In this session you will hear about new reports combining information from the NTCR, Experian and Equifax, free services available to data contributors and updates from our credit reporting partners.

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11:30 A.M. — 12:30 P.M.

NETWORKING IN THE NEW NORMAL
Speaker: Diana Crowe, Regional Director, NACM Southwest

For many, networking was outside of their comfort zone even before the events of 2020. Now, even the best networkers are working to find their way back to interacting with others without a computer screen between them. Join us as we talk about why networking is so important and share tips, tricks, and tools to help you get started or get back in the groove.

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11:30 A.M. — 12:30 P.M.

THE NEW OLD WORLD OF FINANCE OPERATIONS

Chris Speaker: Rios, Vice President, D&B Finance Analytics

With all of the emphasis on automating Finance Operations, most notably credit and collections, some of the foundational aspects of the discipline risk being understated and overlooked. Based on his history with D&B, Rios intends to share best practices and offer a path to automation and operational efficiency by remaining grounded in the foundational fundamentals of credit and receivables management. Rios will bring together the tried and tested best practices of the “Old World” with the new and exciting technological advances being made in Receivables Management in the “New World”. Please join us for an interactive and informative session.

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1:30 — 2:45 P.M.

CREDIT CARD SURCHARGING STRATEGY: RULES, LAWS, IMPLEMENTATION, & FEE REDUCTIONS
Speakers: Matt Fluegge, Executive Consultant, Worldpay
Dean Middleton, President, United TranzActions

Most companies have not built their credit card processing costs into their product prices, so one strategy that many companies have implemented is surcharging. Implementing a surcharge strategy raises many questions for not only the credit team, but also for the sales and executive management teams.

  • Do the credit card network surcharge rules and states’ laws allow me to surcharge?
  • How can I implement surcharging in light of the numerous credit card Network Rules?
  • What challenges and opportunities are there when considering a surcharge strategy?
  • Can I reduce my processing fees?

This presentation will answer these and many more surcharge questions using examples of those who have considered and successfully implemented a surcharge strategy to significantly reduce their credit card processing costs.

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1:30 — 2:45 P.M.

LEGAL HOT TOPICS IN THE POST(?) COVID ERA
Speakers: Thomas Fawkes and Brian Jackiw, Tucker Ellis, LLC

While – hopefully – the COVID-19 pandemic is transitioning to a less disruptive endemic phase, the impacts of the pandemic on the global economy have been profound, and will continue to affect businesses for the foreseeable future. Economic impacts of the pandemic have had a similar impact on the legal landscape. During this presentation, Thomas Fawkes and Brian Jackiw will discuss some of the hot topics in law that have emerged over the past two years, including: (i) the utilization of force majeure clauses in contracts; (ii) the Paycheck Protection Program and current issues concerning PPP loan forgiveness; (iii) changes to the Bankruptcy Code, as well as the anticipated wave of bankruptcies in the post-pandemic era; and (iv) the “new normal” in the adjudication of litigation cases.

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3:15 – 4:30 P.M.

PROACTIVE COLLECTION PRACTICES
Speaker: Brad Schaffer, Senior Vice President – Client Services, Caine & Weiner

pro·ac·tive (adjective): creating or controlling a situation by causing something to happen rather than responding to it after it has happened.
Caine & Weiner’s Joe Batie will give you proven techniques to take charge of your Receivables-to-Cash Cycle to get ahead of those lingering DSO’s.

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3:15 – 4:30 P.M.

EXECUTIVE ROUNDTABLE
Speaker: Staci Cima, CCE, Director of Credit, Huttig Building Products

In this roundtable discussion executive-level topics will be discussed including leadership, working with the C-Suite, budgeting, and succession planning. Bring along any topics you would like to discuss with your credit executive peers.

WEDNESDAY, September 14

MILANO 1

MILANO 2

8:30 – 9:45 A.M.

EFFECTIVE COMMUNICATION: HOW TO SAY WHAT YOU MEAN AND MEAN WHAT YOU SAY
Speaker: Diana Crowe, Regional Manager, NACM Southwest

We communicate countless times throughout the day, whether it’s in video, email, phone, messaging or text. The question is – are we being effective? Join us as we review effectiveness tips for every form of communication, including cross-generational exchanges.

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8:30 – 9:45 A.M.

FINANCIAL STATEMENT  ANALYSIS
Speaker: Curtis Litchfield, CCE, Senior Credit Manager, 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.

FRAUD PLAYING OFFENSE: RED FLAGS AND DEFENSE TACTICS TO AVOID GETTING BURNED (BCCA COMMITTEE)
Speakers: Bruce Nathan and Andrew Behlmann, Lowenstein Sandler

Everyone is familiar with the big-name corporate and financial frauds, like Madoff and Enron, that make national news. Businesses of all sizes have been hit with fraud scams and schemes that are less obvious but every bit as onerous. with increasing frequency. From traditional financial statement fraud, to sophisticated e-mail spoofing schemes, to “old school” credit fraud tactics such as same name and ship-to scams, devious charlatans are just a mouse click away from wreaking havoc on your bottom line – and, in some instances, even the viability of your business as a whole. Many of these fraud schemes are avoidable – if you know what to look for. This program provides an overview of credit and payment fraud and the various forms they take. The speakers will then discuss recent real-world fraud experiences, the red flags and warning signs that stopped – or could have stopped – fraudsters from succeeding, and the tips and tools to protect yourself and your business from the havoc the fraudsters seek to create.

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10:15 – 11:30 A.M.

LIVE TO WORK OR WORK TO LIVE: A DISCUSSION ON WORK-LIFE BALANCE
Speaker: Kevin Stinner, CCE, CCRA, Credit Manager, Simplot AB Retail Sub, Inc.

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 workload and a smaller staff the question arises, “How do I balance my workload 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 another five minutes out of your schedule.

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12:45 – 2 P.M.

METRICS – WHEN IS ENOUGH ENOUGH
Panelists: Kim Flaugher, CCE, Sr. Manager, Credit and Financial Analysis, Olin Corporation; Sam Incorvia, Credit Analyst, Building Frist Source; Rich Steinkoenig, Credit Solutions Consultant,
NACM Connect

There are countless ways to measure what you do on a day-to-day basis; and, it’s important to be able to communicate your results to management. But when do you hit metrics overload? Does everything you are measuring really need to be measured? Join this session to hear our panel talk about what metrics they use to get their message across without muddying the waters.

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12:45 – 2 P.M.

A TECHNOLOGY DISCUSSION FROM SOMEONE NOT SELLING TECHNOLOGY
Speaker: Staci Cima, CCE, Director of Credit, Huttig Building Products Inc.

As companies face labor shortages, maybe now is the time to look at how technology can help companies bridge the gap with automation. This session, led by a seasoned credit manager who has undertaken many technology projects, will discuss the end-to-end process of bringing technology into a company. She’s been through it all and can share best practices! Discussion will include project and product identification, ROI, internal project approval, and much more. Join the discussion and learn from an independent voice about the process and the different types of automation tools.

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