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Educational Sessions

#1 Reason to Attend: Unsurpassed Education Sessions

Credit Congress offers more than sixty compelling and relevant educational sessions from which you may choose. Ranging from the fundamentals to more sophisticated, challenging subjects, our breakout sessions present material in the following areas:
  • Business and Technical Skills
  • Credit Management ------ Core concepts to best practices, trends, practitioner experiences
  • Credit and Technology
  • Financial Analysis
  • International Credit Concepts ------ Global challenges, etiquette protocol, country-specific approaches
  • Leadership and Management
  • Legal Environment of Business Credit ------ Legal updates, new case opinions, due diligence expectations

Based on your experience, interests and goals, tailor a conference agenda that is most applicable and affords the greatest return to you and your company.

Session Pre-Registration

If you have already registered for the conference, please help us by indicating the sessions you think you may be attending. Using the link below, choose the sessions you currently plan to attend. You are not obligated to attend these sessions but session pre-registration does assist us in designating the appropriate rooms and seating arrangements for each session. We appreciate your help!

Pre-Register Now

New!  Pre-conference Workshop: Letters of Credit

Sunday, June 14

8:00am - 4:00pm

Most exporters will use letters of credit (LCs) at some point in their business. LCs should be simple and effective payment tools, but experience reflects a different scenario.  Most exporters encounter payment frustrations and delays due to incorrect/discrepant documents being presented to banks for payment.

This workshop will reveal the major causes of discrepancies and the 10 critical factors that exporters must manage or control in order to avoid this problem. This workshop is a must if you want to reduce your frustrations, DSO and costs when using letters of credit, and you care about improving cash flow and profitability. Empower yourself to improve your letter of credit skills and outcomes!

There is an additional cost to attend this workshop. A continental breakfast and a boxed lunch are provided.


 

Selecting Sessions

Depending on prior experience or knowledge of a subject, session levels, when not looked at in conjunction with the description, may be subject to personal interpretation. Please be sure to read each session description carefully when choosing one to attend, as there is much to be learned in every presentation.

Educational sessions are denoted as one or more of the following based on the presenter’s view of their content:

Basic  
Presents material or topics at an introductory level or covers a topic in a more general manner.

Intermediate 
Best suited for those with a cursory knowledge of a subject.

Advanced  
Applicable to those with a working knowledge of the subject, providing a more in-depth exploration of the topic.

Overview  
Provides a general review of a subject area from a broad perspective or reviews several subjects and may be appropriate for professionals at all levels. 

Update  
Presents a review of new developments and is best suited for those with some knowledge of a subject wishing to remain current.

International  
Sessions are a part of FCIB’s specially designed international education track.


 

Saturday, June 13

8:30am–5:00pm

Certificate Session Courses 

The Business Credit Principles and Financial Statement Analysis 2 certificate courses are week-long classes, separate from all other educational break-out sessions. Participants must attend all five segments (30 hours) of the course and must successfully complete the exam offered on the last day (Wednesday, June 17) to pass the course. A certificate course fee of $389 and the purchase of the course textbooks are required in addition to the Full Delegate registration fee.

29001–29005. Certificate Course: Business Credit Principles

Instructor: Toni Drake, CCE, TRM Financial Services, Inc.
3.0 Total CEUs

This is an intensive course, which offers a comprehensive look at the credit function. It is intended for those preparing for the Credit Business Associate (CBA) exam. Topics include: Credit in the Business World, Credit in the Company, Organizing the Credit Department, The Credit and Sales Partnership, The Legal Forms of Business, The Legal Environment of Credit, The Uniform Commercial Code, Credit Policy and Procedures, Credit Applications, Terms and Conditions of Sales, Credit Investigations, Business Credit Fraud, Making Credit Decisions, International Trade, Financing and Business Insurance, Negotiable Instruments, Bankruptcy Code Proceedings and Bankruptcy Alternatives. Participants must attend all sessions and pass an end-of-course exam to receive course equivalency toward the CBA designation requirement. Pre-registered attendees will receive a course outline and advance reading assignments. Participants are encouraged to purchase and review the textbook, Principles of Business Credit, from the NACM Bookstore in preparation for the class.

29011–29015. Certificate Course: Financial Statement Analysis 2: Credit and Risk Assessment

Instructor: George Schnupp, CCE, Anixter, Inc.
3.0 Total CEUs

This intermediate financial analysis program has been designed for credit analysts and managers seeking comprehensive understanding of what’s behind the numbers in financial reports. It is designed to improve the credit professional’s ability to analyze and interpret financial statements leading to quality credit risk assessment. The program gives equal weight to the process of financial reporting, the analysis and interpretation of financial statements and the steps required to write a quality credit line recommendation. This course is an excellent preparatory class for the Certified Credit Executive (CCE) designation exam. Participants must attend all sessions and pass an end-of-course exam to receive course equivalency toward the CCRA designation requirement. Pre-registered attendees will receive a course outline and advance reading assignments.

Sunday, June 14

7:30am–12:45pm

29006. CCE Exam Review
Speakers: Georgette Bevan, CCE, CGA, NACM Business Credit Services and Lynnette Warman, Esq., Culhane Meadows PLLC
.45 CEUs

This session assists examination candidates in identifying exam preparation strategies and also provides guidance on the exam format. Attendees are encouraged to purchase and review the suggested study textbooks for the CCE exam. Please visit the NACM Bookstore website to reference these books. A boxed lunch is provided for attendees. Preregistration and an additional fee required.

8:00am–11:00am

Exam Review Sessions:
Sessions 29007 and 29008 are valid for .30 CEUs.


29007. CBF Exam Review
Speaker: Karen Hart, Esq., Bell Nunnally & Martin LLP

An exam preparation strategy will be outlined during this session to help exam candidates formulate a plan of study. Attendees are encouraged to purchase and review the suggested textbooks listed on the NACM Bookstore website in preparation for the CBF exam. Pre-registration and an additional fee required.


29008. CBA Exam Review
Speaker: Lisa Keller, CCE, CGA, NACM Business Credit Services

This CBA review session covers the basic topics tested on the CBA exam. General information on the exam format is also provided for exam candidates. Attendees are encouraged to purchase and review the suggested textbooks listed on the NACM Bookstore website in preparation for the CBA exam. Pre-registration and an additional fee required.

8:00am–4:00pm

Pre-conference Workshop: Letters of Credit  New
Speaker: Chip Thomas, American Export Training Institute

Most exporters will use letters of credit (LCs) at some point in their business. LCs should be simple and effective payment tools, but experience reflects a different scenario. Most exporters encounter payment frustrations and delays due to incorrect/discrepant documents being presented to banks for payment. This workshop will reveal the major causes of discrepancies and the 10 critical factors that exporters must manage or control in order to avoid this problem. It is a must if you want to reduce your frustrations, DSO and costs when using letters of credit, and you care about improving cash flow and profitability. Empower yourself to improve your letter of credit skills and outcomes!

There is an additional cost to attend this workshop. A continental breakfast and a boxed lunch are provided.

8:30am–4:00pm

29001–29005. Certificate Course: Business Credit Principles


29011–29015. Certificate Course: Financial Statement Analysis 2: Credit and Risk Assessment

1:30pm–3:00pm

29009. An Introduction to the NACM Certification Program
NACM’s certification program has helped define and establish professional standards in this demanding and rapidly changing field, and fosters recognition of those individuals who possess special expertise. You’ll join a select group of individuals who have made the commitment to excellence in credit management, career advancement and an ongoing pursuit of knowledge. Learn how to get started on the path towards earning your CBA, CBF, CCE or the new CCRA.

3:00pm–3:45pm

29010. First-Time Attendee Welcome Gathering
Take the first step in maximizing on your Credit Congress attendance. Join other first-time conference attendees, as well as conference veterans, as the Credit Congress journey begins.

Monday, June 15

8:30am–10:45am

29000. General Session
Featured Speaker: Ross Bernstein
Valid for .15 CEUs and CCE Recertification Points

NACM’s 2020 General Session speaker is Ross Bernstein, an award-winning speaker and author. Drawing parallels between the worlds of sports and business, Ross will inspire us with insights that help us think and act like the ultimate champions and team players. He is the best-selling author of nearly 50 sports books, including The Code, Remembering Herbie and Raising Stanley. With almost 25 years of study on the DNA of championship teams, Ross illustrates what it takes to become the best and explores the fine line between cheating and gamesmanship in sports as it relates to values and integrity in the workplace. Based on interviews with more than 1,000 athletes and coaches throughout his career, he sheds light on the characteristics of true winners and distills key takeaways that inspire companies to adopt the champion mentality and raise their level of play on and off the field. Conference participants will have the opportunity to meet Ross in the Expo Hall after his presentation. He will also be signing copies of his book, America’s Coach, Life Lessons & Wisdom for Gold Medal Success; A Biographical Journey of the Late Hockey Icon Herb Brooks.

1:00pm–5:00pm

29001–29005. Certificate Course: Business Credit Principles


29011–29015. Certificate Course: Financial Statement Analysis 2: Credit and Risk Assessment

2:00pm–3:15pm

Concurrent Sessions
Sessions 29020-29027 are valid for .125 CEUs & CCE Recertification Points.


29020. All Things Credit Law
Speaker: Karen Hart, Esq., Bell Nunnally & Martin LLP

This session covers the legal aspects of credit of which every credit manager should be aware. The session provides an introduction to those newer to credit and an excellent refresher for veteran credit managers. Coverage includes: a) how to read, understand and use contracts; b) the essentials for credit applications; c) personal and corporate guarantee agreements and how to use them as credit and collection tools; d) security agreements, their importance and how to enforce them; e) the lawsuit or arbitration process; f) bankruptcy overview; g) judgments and judgment enforcement; and h) best practices for hiring and managing outside counsel. Overall, attendees will leave with practical tips on how they can use the legal process to improve their bottom line.


29021. Visualizing Your Data with Excel Dashboards
This session is repeated in #29031.
Speaker: Ruth Smith, Applied Desktop Services, LLC

Excel Dashboards are essentially a dynamic, visual view of complex data. They are usually presented in the form of charts and tables, enhanced with slicers and conditional formatting. In this session, we look at three main steps to creating a dashboard in Excel: creating a clean data source; using Pivot tables to transform data in development layers; and, presenting information on a single dashboard worksheet.


29022. INCOTERMS 2020: What Changes Were Made, Why You Should Care and What Every Exporter Must Know
Speaker: Chip Thomas, American Export Training Institute

New INCOTERMS rules were implemented on January 1, 2020. This session will review all of the important changes, common confusion when using INCOTERMS, and the importance of incorporating terms consistently in all contracts associated with a transaction. The new INCOTERMS are designed to help users select the most appropriate term for their transactions.


29023. Gambling with the Economy: What Does the Election Mean?
Speaker: Chris Kuehl, Ph.D., Armada Corporate Intelligence

We now know who the choices are in all those races and as expected the visions are about as divergent as they can get. What does all this mean to the economy as a whole? Who is likely to win the Oval Office, Senate and House? Will that matter or are the patterns of the global economy inexorable no matter who sits where?


29024. Credit Management Challenges Solved Through Technology Solutions

Business professionals face daily challenges. Credit professionals have those and other unique obstacles as well. Fortunately, there are technology solutions that can offset and overcome some of these challenges. This session provides a platform for fellow credit professionals to share case studies of technology saviors to specific issues and problems. Find out what technology solutions solved what problems and how you and your company can also benefit from these successes. Session 29034 will follow a similar format, but will cover different challenges and providers; attendees do not have to attend both sessions.


29025. Ten Credit Hacks to Quickly Evaluate a Bankruptcy Case
Speaker: Lynnette Warman, Esq., Culhane Meadows PLLC

After receiving notice of a bankruptcy filing, it is possible to evaluate the case fairly quickly if you understand a few key concepts and know what to review. Don’t rely on Lady Luck to get you through, instead learn some key terms and best practices that will give you a guide to evaluate a case, whether to provide post-petition goods or services, and the odds of any recovery.


29026. Communication Toolkit
Speakers: Erica White, CCE, Ferguson and Steven Hopkins, CCE, CCRA, Stoneway Electric Supply Co.

This session will cover different methods of communication to effectively communicate with internal and external customers. We will explore tools such as the DISC profile and talk about the importance of leading up and out within your company. We will spend time focusing on listening, which is an important element to identifying how to approach situations for the best outcome for all. This course will be interactive. Please come ready to listen, speak and come away with a full toolbelt for communication success.


29027. Are you Confident You’ve Made a Sound Credit Decision? Part 1 of 2
(This session is continued in session #29037. Delegates should attend parts 1 and 2.)
Speaker: Brett Hanft, CBA, American International Forest Products, LLC

This program dives deep into a case study and unravels significant financial concerns that don’t appear to be obvious from the onset of establishing open account terms. We’ll discuss having all the necessary credit file documentation to support your initial credit decision—then weave our way through the challenges of how to effectively manage a customer relationship, despite seriously impactful financial information that puts the strength, stability and solvency of the customer’s business into question. This eye-opening session will make you pause and question whether your credit policies require you to gather ALL the information you need to make a sound and confident credit decision.

3:45pm–5:00pm

Concurrent Sessions
Sessions 29030-29037 are valid for .125 CEUs & CCE Recertification Points.


29030. When Customers Disappear! (Go Out of Business Without Filing Bankruptcy or Giving Any Notice) 
Speaker: Joe Coleman, Esq., Kane Russell Coleman Logan

Have you ever had a customer just disappear seemingly into oblivion? No notice of a bankruptcy filing, foreclosure sale, bulk transfer, assignment for the benefit of creditors or other notice? Not even the courtesy of “wanting to let you know we’re shutting our doors; enjoyed doing business with you for the last 40 years?” Generally, “Going Dark” happens sparingly and with smaller customers, but to have a customer simply disappear seemingly from the face of the earth is at best unsettling and at worse creates a significant, unexplainable loss. What is a savvy credit professional to do? This presentation will discuss investigatory options, legal strategies and out-of-the-box solutions—viewing all through a cost-beneficial lens.


29031. Visualizing Your Data with Excel Dashboards
This is an encore of session 29021.
Speaker: Ruth Smith, Applied Desktop Services, LLC

Excel Dashboards are essentially a dynamic, visual view of complex data. They are usually presented in the form of charts and tables, enhanced with slicers and conditional formatting. In this session, we look at three main steps to creating a dashboard in Excel: creating a clean data source; using Pivot tables to transform data in development layers; and, presenting information on a single dashboard worksheet.


29032. Ethics and the Credit Professional
Speaker: James Hopkins, Esq.

Credit professionals regularly face complex ethical situations. This session will examine ethical issues that are specifically related to credit. Through case studies, and lively discussions, participants will learn to navigate the gray areas in credit so they can “do the right thing.”


29033. The Other Races: Balance of Economic Power Globally
Speaker: Chris Kuehl, Ph.D., Armada Corporate Intelligence

It is not just the U.S. elections that will matter. There are races to be decided yet in 2020 and the aftermath of the races that took place in 2019. Who runs Germany, Canada, Italy, Britain and Argentina? Who will emerge the winner in Poland, Iceland and Greece and will that matter? What connection is there between the global growth slowdown and the rise of economic populism?


29034. Credit Management Challenges Solved Through Technology Solutions

Business professionals face daily challenges. Credit professionals have those and other unique obstacles as well. Fortunately, there are technology solutions that can offset and overcome some of these challenges. This session provides a platform for fellow credit professionals to share case studies of technology saviors to specific issues and problems. Find out what technology solutions solved what problems and how you and your company can also benefit from these successes.


29035. The Do’s and Don’ts of How to Have a Successful Credit Career  
Speaker: Ron Sereika, CCE, Mspark

Whether you are new entering the workforce or even have 10 years or more experience there are certain behaviors that if you exhibit, could derail your career. We’ll discuss the situations you need to avoid, the things you should never say and how to best handle situations with your co-workers and bosses. You will learn how to understand your bosses’ style and, in some situations, educate your boss. You will learn how to be a good team player, and if you supervise or manage a credit department you will better understand how to deal with issues like: dealing with people with a silo mentality, how to give performance appraisals and leading your team.


29036. National Trade Credit Report (NTCR) Updates and Enhancements 
Speakers: Gina Calabrese Sylvester, CMP, CGA, NACM Tampa and Phil Lattanzio, CCE, CGA, NACM Connect

The NTCR and NACM share a common vision: Empower credit professionals with information and tools that lead them to success in their credit decisioning and credit management roles. By leveraging the data contributed by members for members, the NTCR brings fresh, targeted, relevant data to users in each report. The NTCR tools help drive efficiency with the ability to make decisions more quickly using the updated score, by identifying risk on heat maps via the Portfolio Risk Analysis (PRA) or by winning back valuable staff time by automating credit reference checks and support credit success. The Insight2 Report brings two trusted sources together for one comprehensive report, streamlining more data for credit professionals and the Industry Analysis Report provides insight into the payment behaviors of customers of specific industries. Join us to learn more about all of these enhancements and new products.


29037. Are You Confident You’ve Made a Sound Credit Decision? Part 2 of 2
(This session is a continuation of session #29027. Delegates should attend parts 1 and 2.)
Speaker: Brett Hanft, CBA, American International Forest Products, LLC 

We’ll continue to dive deep into a case study that unravels significant financial concerns that don’t appear to be obvious from the onset of establishing open account terms. We’ll discuss having all the necessary credit file documentation to support your initial credit decision—then weave our way through the challenges of how to effectively manage a customer relationship, despite seriously impactful financial information that puts the strength, stability and solvency of the customer’s business into question. This eye-opening session will make you pause and question whether your credit policies require you to gather ALL the information you need to make a sound and confident credit decision.

Tuesday, June 16

8:30am–5:00pm

29001–29005. Certificate Course: Business Credit Principles


29011–29015. Certificate Course: Financial Statement Analysis 2: Credit and Risk Assessment

9:00am–10:30am

Concurrent Sessions

Sessions 29040-29047 are valid for .15 CEUs & CCE Recertification Points.


29040. Cybersecurity, PCI Compliance and Privacy: The Wide Net Cast by State Law That Can Trap Trade Creditors
Speakers: Val Venable, CCE and Mary Hildebrand, Esq., Lowenstein Sandler

Individual states are enacting their own laws with regard to safeguarding personal information, including information transferred over the internet. In many cases the lines are blurring between consumer and B2B information. This session will discuss what credit professionals need to know to protect themselves and their company.


29041. People Reading Made Easy: A Simple Framework for Building Effective Workplace Relationships 
Speaker: Mary Gormandy White, M.A., SHRM-SCP, SPHR, MTI Business Solutions

No matter what your career level, occupation or industry, chances are that much of the stress you experience at work is related to ‘people’ issues—and these issues often result from basic personality differences. Chances are that you work and do business with people of varying personality styles—some similar to you and some quite different, so treating people the way you want to be treated doesn’t always bring about positive results. It’s a fact that personality style has a significant impact on how people approach work and prefer to interact with others. Wouldn’t your professional life be less stressful if you knew a simple way to reach accurate conclusions about the individual personality styles of the people you work or do business with and had the ability to use that information to communicate most effectively to get the results you need? That’s exactly what you’ll learn how to do in this informative, fun, interactive session. Learn two simple questions that will allow you to determine where the personality styles of your coworkers and employees fall within the four broad behavioral styles using the industry-standard Everything DiSC (Dominance, Influence, Steadiness and Conscientiousness) model. You’ll also learn how to self-identify your own DiSC style and discover key factors for effective communication specific to each DiSC style that you can immediately put to use to build stronger, more positive workplace relationships characterized by respect for individual differences.


29042. Doing Business in China
Speaker: Dan Harris, Esq., Harris Bricken

China is the second largest economy and has one of the fastest growing consumer markets in the world. If Chinese companies aren’t part of your international portfolio, they may be in the future. But credit managers who are selling into China for the first time often find it to be legally complex and culturally frustrating. This session will provide the tools for international credit managers to navigate and understand selling into the “Middle Kingdom”.


29043. Survey of Quantitative Risk Models
Speaker: Martin Zorn, Kamakura Corporation

This presentation reviews how to measure short-term and long-term risk. The speaker will present a review of quantitative risk models, including an overview of ratings, scores and models; advantages and disadvantages; and, practical examples.


29044. Communicating Across Generations 
Speaker: Diana Crowe, NACM Southwest

For the first time in 2020, we could have five generations working side by side in an organization. Understanding the different generations and finding ways to effectively communicate and bridge the generation gap is critical to the long-term success of any company. In this session, we’ll focus on gaining an understanding of each generation (the who, what, when and why of their behaviors), seek to truly understand the Millennial generation as they will comprise the largest representation of the workforce, how to hire and retain employees from all generations, and how to use all of this knowledge to build a positive work environment for everyone!


29045. Credit Card Surcharging Strategy: Rules, Laws and Implementation
Speakers: Wanda Borges, Esq., Borges & Associates, LLC and Matt Fluegge, Worldpay

Most companies have not built their credit card processing costs into their product prices, so one strategy that many companies are considering is surcharging. Implementing a surcharge strategy raises many questions for not only the credit team, but also for the sales and executive management teams. Three important questions to be address are: 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?; and, What challenges and opportunities are there when considering a surcharge strategy? This presentation answers these and many more surcharge questions using examples of those who have successfully considered a surcharge strategy to significantly reduce their credit card processing costs.


29046. Increasing Digital Payments
Speaker: Kiran Swaroop, Fiserv

These days customers demand the same level of ease and simplicity with the B2B buying experience as they do with B2C. B2B companies are increasingly going through Digital Transformations in Payment Acceptance to stay competitive. If you haven’t invested much in your digital payment capabilities, it’s time to turn the page and join the B2B payments revolution. Get an up-to-date refresh on the basics involved with accepting electronic payment cards and/or ACH, as well as insights into the pitfalls when evaluating new digital payment solutions.


29047. Unclaimed Property: Hidden Mysteries Solved
Speakers: Troy Wangen, True Partners Consulting LLC and Brenda Mayrack, State of Delaware

Unclaimed property continues to be an evolving issue that impacts companies from credit managers all the way to the C-Suite and everywhere in between. Often, unclaimed property is hiding in your company and you may not know it. If you are filing, you also may wonder what actually happens to the property after you report it. This session will help debunk some of those mysteries and help you uncover some potential hidden liabilities. We will break it out into two sections: (1) discussing recent developments in unclaimed property as many states continue to adopt new legislation and consider new reporting requirements, and considerations for companies going through a merger and acquisition and how to protect yourself from hidden unclaimed property liability; and, (2) hearing directly from the State of Delaware’s unclaimed property regulator regarding opportunities for voluntary compliance and enforcement risks for noncompliance, as well as the states’ efforts to return property to the rightful owners after reporting.

2:00pm–5:00pm

Concurrent Sessions

Sessions 29050-29057 are valid for .25 CEUs & CCE Recertification Points.


29050. Tales from the Trenches: Lessons and Stories from Cases Past!
Speakers: Tom Fawkes, Esq., Brian Jackiw, Esq., Tucker Ellis; and Jay Snyder, CCE, ICCE, Tech Data Corporation

In their careers as bankruptcy and creditors’ rights attorneys and as credit professionals, attorneys Tom Fawkes and Brian Jackiw and Director of Credit Jay Snyder have seen it all, from the inspiring to the absurd to the fraudulent to the borderline criminal. Tom, Brian and Jay will share some of their more interesting “war stories,” using those stories to convey valuable lessons on best practices for credit professionals encountering challenging situations involving their less creditworthy customers. Participants will be invited to share their favorite stories as well!


29051. Caught in the Middle: What Should a Supplier Do When Its Customers Ask to Use a DBE as a Pass-Through
Speakers: Chris Ring, NACM-National Secured Transaction Services and Christopher Ng, Esq., Gibbs Giden Locher Turner Senet & Wittbrodt, LLP

A brief, general background on DBE programs are addressed before moving on to a discussion of the Commercially Useful Function standard and the various definitions that exist for the CUF standard. Examples of cases at the federal, state and local level regarding prosecution of DBE fraud cases involving an “innocent supplier” are reviewed as well. The speakers next discuss what various public agencies look at (whether in case law or in their own opinions or writings) to determine whether a CUF exists and whether they initiate prosecutions. And finally, a summary of the factors that support a CUF and weigh against a CUF are presented.


29052. 2020 Vision: The Global Debt Problem and Public Company Risk
Speaker: Jerry Flum, CreditRiskMonitor and Michael Flum (also with CreditRiskMoitor) to session 29052

 

Global debt is higher than it’s ever been, driven by historically low interest rates. Risky industries like retail, oil and gas and printing and publishing make headlines daily and are even riskier now than they were at the start of the Great Recession. In fact, more companies are likely to fail in the 12 months of 2020 than when the Great Recession first began in late 2007. And, as this benign credit cycle continues, the debt problem grows even larger. History indicates that a spike in defaults is coming. It’s a global crisis for sure, but the United States is not immune from danger. Though things are dangerous in the U.S., in many ways the European landscape is worse as we enter an age of currency wars and tariff standoffs. This session will give the groundwork on what 2020 may hold in store.


29053. Why Good Employees Leave (...and How to Get Them to Stay) 
Speaker: Mary Gormandy White, M.A., SHRM-SCP, SPHR, MTI Business Solutions

Employees have a lot of choices available to them in the modern job market, and they’re looking for more than “just a job.” Building and retaining a strong team can provide the ultimate competitive advantage for your organization, but it’s not something that just happens on its own. It starts with finding the right people—but then it’s necessary to have a strategy for keeping them. As employers, we have to focus not just on convincing top talent to come to work for our organizations; we have to commit to ensuring that the culture of our workplace is one where they’ll want to stay. In today’s highly competitive hiring market, it’s more important now than ever before to have a sound strategy for keeping your organization’s top performing employees. It’s time to start thinking about the process of retaining employees differently; in the modern world, employers need to attract and continue to attract the talent that they need. Discover best practices for doing just that. You’ll find out top reasons good employees leave, along with practical steps you can implement to create a work environment where they’ll want to choose to stay.


29054. Analyzing Financial Statements
Speaker: Ron Sereika, CCE, Mspark

You will learn all about how to start the analysis process, how the FASB and SEC operate together and where you can find audited financial statements and how to retrieve them. We will cover auditor’s opinions and what they mean. We will discuss the objectives of analysis management, learn tools and techniques such as common sizing financial statements and trend analysis. We will cover the five categories of ratios: Liquidity, Activity, Leverage, Profitability and Market ratios. The session will go into reviewing a company that we have all the financial statements for and applying all the techniques mentioned and showing the ratios, DSO calculations and summary to management explaining the findings and requesting a credit line. Other parts of the session will cover the Altman Z score and how its calculations can give you a strong sense of whether a company will go bankrupt within the next 12 months. All this will then be summarized, and conclusions drawn to make a solid credit decision.


29055. Credit Management in Transition
Moderator: Michael Miller, NACM-National

The perception of the credit management profession is changing. Much of this evolution is due to technology. Technology along with a number of other credit-related workforce elements were reviewed during NACM’s Credit Management in Transition survey. Nearly 900 credit and business professionals responded, sharing their experiences and what has changed from five years ago. The survey looked into company and credit department sizes and how that has been impacted by revenue changes. Credit professionals have changed the way they do business. Phone calls are still made, but email and messaging have taken over as the major forms of customer contact. With technology has come automation—not quite like in the movies but not far off. Credit decisions are taking less time, resulting in faster decisions for customers and a shorter turnaround in the order-to-cash cycle. This session will dive deeper into the results of the survey as well as share what technology and automation will continue to do to the credit industry.


29056. Advancing the Leader’s Journey
Speaker: Ron Price, Price Associates

For GSCFM Alumni and CCEs Only - This executive session presents an overview of how leaders advance strategy, culture and people in their organizations regardless of their title or authority. A model of value theory to evaluate, plan and execute continuous growth as a leader and organization is discussed. Additionally, the seven phases of a leader’s career and how to optimize each phase is examined.


29057. Credit as a Value-Add Open Forum
Moderator: Wendy Mode, CCE, CICP, ROMCO, Inc.

Join this open-peer exchange as we discuss how the credit department adds value to your company. Delegates are encouraged to participate by posing questions, adding insights, sharing experiences and proposing solutions. A moderator and panel members will help keep the conversation flowing and productive to maximize on the time available.

Wednesday Morning, June 17

8:30am–5:00pm

29001–29005. Certificate Course: Business Credit Principles


29011–29015. Certificate Course: Financial Statement Analysis 2: Credit and Risk Assessment

8:30am–10:00am

Concurrent Sessions

Sessions 29060-29067 are valid for .15 CEUs & CCE Recertification Points.


29060. Evaluate Your Next Settlement Offer Like a Boss! 
Speaker: Matthew Jameson, Esq., Jameson and Dunagan, P.C.

This session will discuss ways credit professionals can improve their skills in evaluating and responding to settlement offers. The three main points of the presentation will be: what not to do when evaluating a settlement offer; discussion of factors to consider when deciding to accept or reject an offer; and, the speaker will provide tips for improving your settlement terms. 


29061. Futureproofing Your Growth Through the Power of Data
Speaker: Brodie Oldham, Experian

As we anticipate and plan for an inevitable economic downturn, organizations are quickly exploring strategies and ideas to stay on top. In this session, we deep dive into how the power of data can proactively enable your portfolio and business to weather any storm.


29062. Creative and Sound Techniques for Effective Debt Collection in Mexico
Speaker: Romelio Hernandez, Esq., HMH Legal

Your customer is not paying. He is far away in Mexico. Is there a proven strategy and distinct approach to collect in this region and avoid an uncollectible? Yes. Through actual case studies you will learn the best practices and key techniques to improve your position and collect. Be smart, avoid mistakes that can cost you, and improve collections!


29063. Laugh to Keep from Crying
Speaker: Kevin Stinner, CCE, CCRA, Pinnacle Agriculture Distribution, Inc.

The physiological and sociological effects of laughing are well documented. People who laugh on a regular basis have lower blood pressure, and are at a lower risk for heart disease and stroke. With this being known, why do we keep the office a place where good humor and laugher is shunned? This session will discuss the physical effects of laugher, not only on the body, but also on the mind, and the resulting change in productivity. We will look for ways to interject humor in to our workplace. We will also discover ways to find humor in stressful situations that will make a bad situation more tolerable. This will be an interactive session that will take real-world situations and find the humor in the situation. Warning, you will laugh.


29064. Cutting-Edge Bankruptcy Training: The Followup to Bankruptcy Bootcamp - Part 1
Speakers: Wanda Borges, Esq., Borges & Associates, LLC and Bruce Nathan, Esq., Lowenstein Sandler LLP

Whether you attended Bankruptcy Bootcamp at Credit Congress 2019 or have gained basic bankruptcy knowledge elsewhere or on the job, this program has been prepared to take you to the next level of knowledge. As we see more bankruptcy cases building a nest egg from preference recoveries, the best practices to defend preferences and understanding the nuances of building that preference defense, sometimes with unique “tricks” will be imperative for the next several years. The speakers will discuss the recent changes to the Bankruptcy Code concerning preference claims; recent litigated issues concerning preference claims and defenses, the section 503(b)(9) priority claim in favor of goods sellers, reclamation claims, consignment claims, and involuntary bankruptcy petitions; and the recent amendment to the Bankruptcy Code concerning small business debtors. Also, chapter 11 Plans to best protect your company from the risk of third party releases and the strategy behind opposing such plans will be discussed. The speakers will share the important role that creditors’ committees play in assisting trade creditors that do business with chapter 11 debtors and enhancing trade creditor recoveries.


29065. Project Management for Credit Professionals
Speakers: Nate Hutton, CICP, Donaldson Company, Inc. and Darrell Horton, ICCE, Aristocrat Technologies, Inc.

The fundamental skills of project management are critical to a successful technological implementation. Hear from credit professionals as they share first-hand experiences for managing large implementation projects. Take away the lessons they learned along the way, the solutions they found and the best practices they developed.


29066. Managing Construction Credit and the Importance of Obtaining Job Information
Speaker: Chris Ring, NACM-National Secured Transaction Services 

Construction credit has challenges like no other form of credit. Obtaining job information must be a combined goal of the management, sales and credit teams. During this session we’ll review the common items you should obtain. We’ll also cover the “not so common” items that if not obtained can be the difference between collecting payment in full versus a write-off.


29067. Building Strong Departments from the Ground Up 
Speakers: Ellen Wodiuk, CCE, ICCE, Law Offices of Mark A. Kirkorsky, P.C. and Marlene Groh, CCE, ICCE, Carrier Enterprise LLC

This session focuses on building strong departments by building your team first and then adding in the mission and goals of the team sprinkling in process improvements along the way. Make it fun, develop new leaders and acknowledge success. This presentation hits all the key notes to building a strong team that works together to create a successful credit department which performs at peak levels. Go beyond your company’s expectations and shine!

10:30am–Noon

Concurrent Sessions

Sessions 29070-29077 are valid for .15 CEUs & CCE Recertification Points.


29070. Surviving and Thriving the Future of Credit Management
Speaker: Pam Krank, The Credit Department

Traditional credit management roles focused on hiring top talent, organizing the work, training teams and managing key accounts. Today, we are challenged with increasing automation and smaller teams to help achieve our goals. Credit managers need new skill sets to manage this new automation and to deliver results. They need to learn to design processes, manage data and coordinate technologies implemented to get the results demanded by CFOs. Join us to understand how to prepare for the future of credit management to thrive in this new exciting role!


29071. The Changing Dynamic Between A/P and A/R 
Speakers: Michelle Coronado, Cashman Equipment Co. and Mitch Rose, Billtrust

A/P platforms have experienced incredible growth. With more companies of all sizes adopting and implementing new A/P technologies, it’s important that A/R departments are equipped to handle the new challenges these changes create. This session will focus on trends impacting the full order-to-cash process and, specifically: the push and pull relationship between A/P and A/R; the need for automated, flexible processes to meet the needs of the next generation of A/P departments; how to ensure A/R builds a digital relationship with the customer throughout the order-to-cash process; and, lastly, how companies like Cashman addressed the challenges they faced.


29072. Risk in Channels of Distribution in Mexico and Latin America
Speaker: Romelio Hernandez, Esq., HMH Legal

Can a sales agent or representative for Latin America sue you outside an American court? How easily can you terminate a distributor who is not performing? Will your domestic contract stand? Learn the various risks of selling internationally directly or through sales agents, distributors, subsidiaries, etc. Review your situation, plan accordingly and avoid a disaster!


29073. How to Cut Your Credit Card Processing Fees 
Speaker: Robert Day, weAudit.com

Businesses are over-billed more than $100 billion a year in credit card processing! Robert Day, an industry expert, explains how the lack of regulation makes it easy for banks and processors to simply just take the money right out of your account. In this session, you will learn the deceptive billing tricks they use, what your processing fees should be, how credit card processing works—who gets paid what and why, and how to stop them from taking your hard-earned profits.


29074. Cutting-Edge Bankruptcy Training: The Follow-up to Bankruptcy Bootcamp - Part 2
Speakers: Wanda Borges, Esq., Borges & Associates, LLC and Bruce Nathan, Esq., Lowenstein Sandler LLP

Whether you attended Bankruptcy Bootcamp held at NACM’s 2019 Credit Congress or have gained your basic bankruptcy knowledge elsewhere or on the job, this program has been prepared to take you to the next level of knowledge. As we see more bankruptcy cases building a nest egg from preference recoveries, the best practices to defend preferences and understanding the nuances of building that preference defense, sometimes with unique “tricks” will be imperative for the next several years. The speakers will also discuss the recent changes to the Bankruptcy Code concerning preference claims; recent litigated issues concerning preference claims and defenses, the Section 503(b)(9) priority claim in favor of goods sellers, reclamation claims, consignment claims, and involuntary bankruptcy petitions; and the recent amendment to the Bankruptcy Code concerning small business debtors. The speakers will also be dissecting Chapter 11 Plans to best protect your company from the risk of third-party releases and discuss the strategy behind opposing such plans. Finally, the speakers will discuss the important role that creditors’ committees play in assisting trade creditors that do business with Chapter 11 debtors and enhancing trade creditor recoveries.


29075. Emotional Intelligence of the Debtor: How Psychology Applies to Credit
Speakers: Chris Jameson, Esq., Jameson & Dunagan, P.C. and Kelly Jameson, Ph.D.

This presentation will explore motivators that can positively or negatively affect whether the debtor will pay their past due account. We will discuss a variety of emotional barriers, and provide strategies on how to handle the most challenging personality types. A psychologist and a collection attorney (who happen to also be married) will analyze it all!


29076. Using Finance Analytics to Supercharge Your Quote-to-Cash Cycle
Speaker: Rhonda Buras, Dun & Bradstreet

It’s time to rethink how you apply data and analytics across the quote-to-cash cycle. New developments in analytics models can help you improve processes, cash flow and profitability in everything from pre-approving prospects, managing accounts and even prioritizing collections. Use finance analytics to better optimize credit limits, increase automated approvals, centralize and standardize credit decisions across your global offices, improve accuracy in loss forecasting and prioritize collections. In this session, you’ll learn how to get the most out of your data and use predictive analytics to manage risk with more precision, drive incremental revenue and increase efficiency across your organization.


29077. This Is How You Do It—Proven Secrets to Email Etiquette 
Speaker: Karen E. Purves, M.A., innovative impact

Do you know the four-letter word that instantly increases the response rate to your emails? Find out the answer while participating in this cutting-edge, jam-packed, interactive session filled with proven email tips for emails to individuals (not “mass” emails). You’ll learn easy, time-saving solutions to help ensure others open, read and respond to your emails, as well as how Karen gets over a 90% response rate to her emails. After participating in this program, attendees, on average, said their ability to write a more effective email improved 74%.

Wednesday Afternoon, June 17

2:00pm–3:00pm

Concurrent Sessions

Sessions 29080-29087 are valid for .1 CEUs & CCE Recertification Points.


29080. Digital Transformation—How Twitter Is Exploring New Technologies to Create Innovative Solutions in Credit & Collections
Speaker: Rodrigo Fantini, Twitter

The presentation is about credit and collections processes that were improved at Twitter through technology and automation. For credit, we have implemented a credit limit setup for customers that is calculated in seconds with no manual task needed. Information is fast, accurate and robust. For collections, we have also developed an internal system that sends auto emails to delinquent customers, which allows collectors to have a better overview of customer’s AR situation. Based on strategies created, collectors know their daily tasks on the system. Collector’s performance can also be monitored by managers and leads in the platform. We are focused on digital transformation. Consultants are working with Twitter to automate and improve our finance processes using machine learning and AI.


29081. Enforcing Electronic Transactions and Signatures; Navigating ESIGN and UETA
Speaker: Michael Murray, Esq., Lanak & Hanna, P.C.

This session covers the enforceability of electronic transactions and signatures in-state and across state lines. It also addresses the requirements to transact business electronically and what you must establish to enforce both an electronic agreement and an electronic signature to ensure unpaid amounts are collectable and agreements and signatures are enforceable. Specific attention is given to the background and explanation of elements under the Uniform Electronic Transactions Act (UETA) to enforce electronic agreements and electronic signatures within various states with a particular focus on Western States including Nevada, California and Arizona. Background and explanation of elements under the United States Electronic Signatures in Global and National Commerce Act (ESIGN) which governs the enforceability of electronic transactions and signatures by companies doing business electronically across state lines and internationally and how ESIGN and UETA differ are reviewed also. Finally, tips and tricks to help navigate both UETA and ESIGN, to limit risks and avoid their pitfalls and to ensure enforceability of electronic agreements with your customers are presented.


29082. I’m In Paris, Texas but My Stuff’s In Paris, France—Credit and International Business Transactions
Speaker: Kevin Wiley, Esq., Hicks Law Group PLLC

The session will focus on how credit managers can secure their assets when their clients and/or assets are located in foreign countries. Topics will include: a discussion on various treaties affecting secured transactions; the impact of the trade war on global markets and secured transactions; and, navigating through Chapter 15 of the United States Bankruptcy Code for cases involving bankruptcies in foreign countries.


29083. The 5 Cs of Success for a Credit Champion 
This session is repeated in #29093.
Speaker: Kelly Radi, Radi to Write

Are you ready to WOW your customers and impress your boss? Are you ready to conquer fears and overcome challenges? Yes. You. Are. You can learn a lot about customer service from your favorite Olympic athletes. They bring their talents to the fields, courts, ice and gyms. You bring yours to your call centers, sales floors, board rooms and client meetings. From Olympic medal winners (like Muhammad Ali and Kristi Yamaguchi) to some special Champions in Life, Kelly will share real-world stories of people who have overcome obstacles and come out with GOLD! You will leave with practical (and doable!) takeaways that will help the people on your teams excel both personally and professionally. Awaken the champion within you! In this interactive, high-energy session, Kelly will teach you how to empower yourself and engage your village. You’ll leave eager to take action and revolutionize how you do business. You’ll leave with a GOLD medal state of mind, ready to be a CREDIT CHAMPION!


29084. Is a Risk-Based Collection Strategy Still Relevant?
Speaker: Keith Cowart, FIS

With the increasing presence of AI and machine learning in the collection world, is a risk-based collection strategy still a relevant approach? In short, absolutely. Accurately identifying and categorizing the risk in any portfolio is the most effective strategy in improving cash flow and reducing operational expense. The amazing advances in AI and machine learning are tools that are only beneficial if the underlying strategy is sound. Organizations that have embraced risk-based collections are outpacing those that have not, and they are positioned to leverage new technology and reap its rewards.


29085. Anatomy of a Preference Defense: An Insider’s Look Behind the Scenes of a Bankruptcy Preference Defense
Speaker: Jason Torf, Esq, Ice Miller LLP

Have you ever wondered what goes into a preference analysis? How can savvy thinking and creativity help you when facing a preference demand or lawsuit? During this presentation, you will get to sit in the bankruptcy attorney’s seat to peek behind the curtain at a real preference analysis. Rather than offering only a surface-level explanation of the elements of a preference and the basic defenses, this session takes a much deeper dive. Jason will utilize preference analysis spreadsheets to show you how a little creativity can go a long way toward improving your defenses and reducing or eliminating the amount you may have to return in a preference settlement. You will also learn about some changes to the preferences laws in the recently enacted Small Business Reorganization Act of 2019. Note that this session presumes that attendees already have a basic working knowledge of preferences, including a general understanding of the ordinary course of business and subsequent new value defenses.


29086. Being Right by Being Wrong 
Speaker: Kevin Stinner, CCE, CCRA, Pinnacle Agriculture Distribution, Inc.

Have you ever been told that that is impossible, or that you can’t do that? This session is for people who have been told they can’t, and have or want to be able to prove they can. This session will explore how to identify challenges and in turn overcome them. It will also look at how to turn a weakness into a strength. Finally, how to put key people in to roles that will allow them to excel using the natural talents that they have will be discussed. This session will examine real-life examples of people persevering over obstacles. It will be an interactive session that will look at multiple situations and find solutions for key issues, and psychological effects on productivity when people are able to better utilize their talents for productive means.


29087. Revenue Recognition
Speaker: Ed Bell, DBA, CBA, ICCE, W.W. Grainger, Inc.

Getting a complete picture of your organization’s revenue has never been easy. Changing regulatory requirements to the new revenue recognition standards, and over reliance on old, outdated processes, can make the management of revenue recognition cumbersome. The prior revenue recognition standard was rules-based and industry specific, while the new revenue recognition standard is principles-based across all industries. The Financial Accounting Standards Board (FASB) in conjunction with the International Accounting Standards Board (IASB) put forth the International Financial Reporting Standards (IFRS) and developed the new revenue recognition standards. This session will explain how these new standards will impact your organization.

3:30pm–4:30pm

Concurrent Sessions

Sessions 29090-29097 are valid for .1 CEUs & CCE Recertification Points.


29090. Credit & Sales: Teamwork Makes the Dream Work 
Speaker: Carl Davidson, Blue Water Industries

Today’s credit professional is expected to work closely with the sales team to meet a company’s overall goals. What is the best way to accomplish this? Some best practices to be discussed are having a process where credit and sales must agree on the process, setting guidelines of what to expect, encouraging two-way communication as well as following through on commitments.


29091. Don’t Be an Idiot About the IoT!!! 
Speaker: Rebecca Hicks, Esq., Hicks Law Group PLLC

The Internet of Things is here and is reshaping the world. Information is everywhere, and you can use it for effective credit management. Come learn the latest about IoT and its expanding use in the business world. We will review how your customers are using IoT, and what that means to you; using IoT in the Credit Application and Creditworthiness Analysis; using IoT to improve the Order-to-Cash Process; how IoT can improve product or asset tracking; and, using IoT in collections.   


29092. Securitizing Assets Furnished to Latin American Projects
Speaker: Kevin Wiley, Esq., Hicks Law Group PLLC

Your company’s equipment and/or materials are being furnished to projects in Latin America. In this discussion we will identify the fundamentals of what should be included in credit applications for firms doing business in Mexico, Central America, and South America and the best ways to securitize assets subject to international business transactions. We will also discuss how parties affected by international treaties, taxation, and efforts of protectionism/nationalism can use the power of the United States Federal Courts and International Courts to enforce contractual obligations.


29093. The 5 Cs of Success for a Credit Champion 
This is an encore of session 29083.
Speaker: Kelly Radi, Radi to Write

Are you ready to WOW your customers and impress your boss? Are you ready to conquer fears and overcome challenges? Yes. You. Are. You can learn a lot about customer service from your favorite Olympic athletes. They bring their talents to the fields, courts, ice and gyms. You bring yours to your call centers, sales floors, board rooms and client meetings. From Olympic medal winners (like Muhammad Ali and Kristi Yamaguchi) to some special Champions in Life, Kelly will share real-world stories of people who have overcome obstacles and come out with GOLD! You will leave with practical (and doable!) takeaways that will help the people on your teams excel both personally and professionally. Awaken the champion within you! In this interactive, high-energy session, Kelly will teach you how to empower yourself and engage your village. You’ll leave eager to take action and revolutionize how you do business. You’ll leave with a GOLD medal state of mind, ready to be a CREDIT CHAMPION!


29094. Building a Business Case and Managing Change in a Digital World
Speakers: Diana Eagen and Frank Cook, Esker

Faster processing speeds, fewer errors, credit-to-cash visibility: Accounts receivable automation is all you’ve ever dreamed of and more! Now it’s time to share that dream with your boss and the rest of your team. Unfortunately, people are afraid of change, which can make your job more difficult. Billing, collections and credit teams are where old habits (like sticky notes & Excel spreadsheets) die hard, but all parties involved need to be actively engaged for a project to be successful. First, you’ll need an unbeatable business case to demonstrate the value of AR automation to the C-Suite. Then, you’ll need an approach that helps staff understand the need for change, and what they and the business will be gaining by delivering the right information to the right people at the right time. In this session, you’ll learn: the best strategies for convincing upper management that automation is the way to go; how to internally sell AR automation to various teams and engage staff at all levels to prepare for the switch; and, how to change management techniques to ease the transition to automated processes.


29095. Social Media as a Tool to Identify and Evaluate Credit Risk: The Technology, Recent Advances and Legal Considerations for the Credit and Finance Team
Speakers: Scott Blakeley, Esq., Blakeley LLP and Craig Combs, KYR Financial Services LLC

Many credit teams in the B2B space are considering social media (SM) a component in evaluating credit risk factors, especially with small- and mid-sized companies. The presenters will discuss why social media is important and if a company can succeed without an effective SM strategy. They will share how a credit team can effectively harvest the data that is generated. Some of the many questions to be answered include: Must supplier disclose to customer that SM was used as a factor to approve B2B credit request?; Must customer consent to SM sites?; May supplier decline credit based on SM grounds?; and, May industry group members share customer SM information with group members? These and many other questions will be addressed in the timely session.


29096. The New Dynamics of Customer Deductions in the CPG Industry
Speaker: Kathy Rotondo, IAB Solutions LLC

This session is an update on customer deductions in the CPG Industry. Discussion will revolve around supplier agreements and their impact on deductions as well as vendor compliance fines and fees. Additionally, the presentation will touch on RPA, Robotic Process Automation in A/R and E-Commerce shipping and packaging.


29097. The Language of Results—Using the Power of Emotion to Improve Relationships 
Speaker: Karen E. Purves, M.A., innovative impact

Are you unintentionally turning away new business and revenue? Do you have unresponsive or difficult coworkers? Are people holding up the information you need to do your job? Karen is one of a handful of people in the U.S. having completed advanced/specialized coursework in Interpersonal Neurobiology, and with knowledge in affective neuroscience—the physiology of emotion. In this program she reveals simple, concrete solutions to accelerate your connection with others. These proven best practices can be applied immediately and in day-to-day conversations. You’ll leave the session knowing specifically how to connect with others to enhance your success.

Continuing Education Unit (CEU) Information

 

The Education Department of the National Association of Credit Management® has reviewed the educational content of the sessions on the Credit Congress program. Participants attending these group-live sessions will earn continuing education units (CEUs), and where noted, CCE recertification points.

The continuing education units have been awarded in accordance with the standards recommended by the International Association for Continuing Education and Training (IACET). The CEU is a nationally recognized unit designed to provide a record of an individual’s continuing education accomplishments. One CEU is awarded for each 10 contact hours of instruction.

International Continuing Education Units (ICEU)

 

For those holding FCIB’s ICCE designation, you can earn recertification points by attending designated Credit Congress sessions. ICEU points are calculated as one education point equal to one hour of continuing education.