2016 march/april interconnection

In the September/October issue of the InterConnection we introduced our Elite Membership program, designed to help the Association get in touch with up and coming leaders and their particular needs. The committee working on this initiative is proud to announce that they have chosen four candidates that will go forward with the program, and the Elite Members for 2016-2017 are:

• Chan Bun, Klein Tools• Martine Dyer, CBA, Acco USA• Brendon Misik, Potash Corp.• Melissa Rivera, M. Holland Co.

These four individuals have been nominated by their supervisors with the blessing of their companies, and will be deeply involved in some of the Association’s initiatives for the coming year. Among other responsibilities they will serve on the Social Media Committee and help us to develop a membership program that will meet the needs of the up and coming credit professionals.

To introduce these individuals to the Association leadership a reception was held for them with key members of the Association Staff and Board. Their next steps will be to attend the 2016

Chicago Annual Meeting and to meet as a committee for the first time in early April. Heading the committee are Erica White, CCE, Ferguson Enterprises and Patrick Nelson, ACCO USA, who was elected to the Board of Directors specifically to help launch the initiative

The InterConnection

of getting in touch with this generation. Susan Daniels, Senior Marketing Coordinator will act as the Staff Liaison. As the year progresses we will keep the membership informed of the activities and achievements of this group. ■

2016 Board of Directors Candidate Slate Announced

VOLUME 4 n ISSUE 2 n MARCH/APRIL 2016

There is no cost for members to attend the business meeting portion of this event.

2016-2017 NACM/Chicago-Midwest Board of Directors

ChairpersonLarry O’Brien, CCE, ICCEPotash Corporation

Vice ChairpersonJohn Fahey, CCEEdward Don & Company

TreasurerKurt AlbrightUline, Inc.

Directors – Terms Ending 2017Larry Durrant, MBA, CCE, ICCEUPM Kymmene, Inc.

Brent HeizelmanMid-Kansas Cooperative Assn.

Deborah Kelly, CCEKnaack Manufacturing Co.

Continued on Page 5

T h e N A C M / C h i c a g o - M i d w e s t Nominating Committee in a meeting held on February 24, 2016, has recommended the following slate of officers and directors for the April 1, 2016 – March 31, 2017 fiscal year.

The new Board of Directors will be installed during the NACM/Chicago-Midwest Annual Meeting taking place on April 21, 2016, at Meridian Banquet & Conference Center in Roll ing Meadows, IL, beginning at 3:30p.m.

Announcing our Elite Members!

Announcing the NACM Midwest 2016-2017 Elite Members (l. to r.) Martine Dyer, CBA, Acco USA;

Brendon Misik, Potash Corp.; Melissa Rivera, M. Holland Company and Chan Bun, Klein Tools.

THE INTERCONNECTION MARCH/APRIL 2016 PAGE 2

The InterConnection newsletter is published bimonthly by NACM Connect, a not-for-profit Association affiliated with the National Association of Credit Management. For membership information, visit our website at www.nacmconnect.org, call 800.935.NACM or fax us at 847.253.6685. NACM Connect Headquarters is located at 3005 Tollview Drive, Rolling Meadows, IL 60008.

2015-2016 Board of Directors

ChairpersonChristine Alix, ICCEThe Chamberlain Group

Vice ChairpersonLawrence O'Brien, CCE, ICCEPotash Corporation

TreasurerJohn Fahey, CCEEdward Don & Company

Directors—Terms Ending 2016Kurt Albright Uline, Inc.Maryanne CalistroCoriantDenise Moller, CCE, ICCETate & Lyle Americas, Inc.Erica White, CBFFerguson Enterprises

Directors—Terms Ending 2017Larry Durrant, MBA, CCE, ICCEUPM Kymmene, Inc.Brent HeizelmanMid-Kansas Cooperative AssociationDeborah Kelly, CCEKnaack Manufacturing CompanyDawn Wallace Cook, CCENewton Manufacturing Company

Directors—Terms Ending 2018Ed Cohen, MBANorth American CorporationLarry Grogan, CCEBP Products North AmericaLarry Lipschutz, CCE, CICPFrench GerlemanJudy Wagner, CCE, MBARoche Diagnostics CorporationPatrick Nelson, MBA

ACCO

PresidentPhillip J. Lattanzio, CCENACM/Chicago-Midwest

SecretaryKerry Jensen, CPANACM/Chicago-Midwest

CouncilorBill Lovitt, CCE, ICCEKlein Tools, Inc.

Editorial StaffEditor

Sue DanielsSenior Marketing Administrator

Associate Editors Lillian Novak, CGAV.P. of Education and Marketing

Margaret KrafftMarketing Coordinator

In This IssueFeaturesAnncouncing our Elite Members! 1

2016 Board of Directors Candidate Slate Announced

1

Institute of Credit - Spring Schedule 3

NACM Gateway Region Annual Meeting 4

Barry Elms Tours NACM Connect 6

Illinois Construction Stuff And Stuff 7

NACM Midwest - Nebraska Annual Meeting

8

Convincing the Principal to Furnish a Personal Guaranty

9

NACM SW Collections Giveaway Winners

12

NACM Upstate NY Annual Meeting 12

New Members and Representatives 13

NACM Midwest - Illinois Annual Meeting 14

Preparing for Tough Times in 2016 15

Caine & Weiner Giveaway Winners 19

Credit Group Meeting Calendars 20

Event Calendar 23

Upcoming Events

Webinar: Documentary Letters of Credit 24

Webinar: Credit Applications - How to Develop One that Works

25

Business Credit Principles Class (MI) 26

Roundtable: Credit Reporting (MI) 27

Roundtable: Drowning in Deductions (MI) 28

Upcoming Events (cont'd)Business Credit Principles Class (MI) 29

Economic Update Luncheon (OH) 30

Roundtable: Credit Reporting (OH) 31

NACM GLR - Credit Class Schedule 32

Roundtable: Whats New in Credit Reporting? (WI)

33

Institute of Credit Schedule (IL) 34

Seminar: Mechanics Liens and Bond Claims (IL)

35

Business Credit Principles (NE) 36

Roundtable: Credit Card Chargebacks- Fight or Flight?

37

Webinar: Dedcuation Strategies for Protecting Profit Margins

38

SAP Credit and A/R Users Group Meeting

39

Value StatementWe are committed to the highest ethical standards and recognize that our Association must take a leadership role in our profession. Through our integrity and dedication we will earn the respect of our members as we know that our success as an Association depends on their trust in us. By creating strong relationships we will attain the loyalty of our members and alliance partners. We continuously seek to build an environment for learning to enhance the knowledge and expertise of our members.

NACM Connect

Mission StatementTo provide a forum to its members within the credit profession for education, networking and business resources.

Vision StatementStriving to have the most comprehensive and leading NACM affiliate serving the commercial credit profession by consistently exceeding the members’ expectations.

In June 2016, NACM will host the 120th Credit Congress & Expo at the

magnificent Caesars Palace Las Vegas. Come be a part of this grand tradition of education, professional development and

camaraderie among business credit professionals from around the world.

Visit creditcongress.nacm.org for registration and program details.


Education Digest

2016 Exam Dates and Paperwork Deadlines

Application and Paperwork Deadlines

Exam Dates

January 18, 2016 Monday, March 14, 2016

April 18, 2016 Sunday, June 12, 2016 (Credit Congress, Las Vegas, NV)

May 30, 2016 Monday, July 25, 2016September 12, 2016 Monday, November 7, 2016

Institue of Credit (IOC) Spring 2016 Quarter - Register Now

Start the process of earning your professional designation and register today for the NACM Connect Institute of Credit (IOC) Quarter that begins in March of 2016. If you would

like more information, please contact the NACM Connect Education Department at 800.935.6226 or email Lillian Novak [email protected].

Institue of Credit (IOC) CBA and CBF class times are usually in the evenings. Please refer to the specific class registration form in this issue for

more details on instructors, locations, fees and times.

Business Credit Principles Monday, 3/14 - 5/16 Rolling Meadows, IL

Business Credit Principles Tuesday, 3/15 - 5/24 Dearborn, MI

Business Credit Principles Thursday, 4/7- 6/9 Grand Rapids, MI

Financial Statement Analysis I Monday, 3/14 - 5/16 Rolling Meadows, IL

Business Credit Principles Monday, 5/16 - 5/19 Lincoln, NE

Business Law Monday, 3/14 - 6/6 Rolling Meadows, IL

CBF Course Schedule

CBA Course Schedule

Exam Review Class Schedule

Review Class Review DateCBA Thursday, June 23CBF Tuesday, June 21CCE Wednesday, June 22

2016 Exam Review Class ScheduleAll Exam Reviews can be done via Teleconference.

2016 Credit

Conference

NACM Upstate NY September 14-15

NACM Midwest October 19-20

NACM Gateway RegionOctober 25-26

NACM Great Lakes RegionNovember 9-10

CREDIT

FEVER

C nnect. C llaborate.

Inn vate. 2016

April 7 - MissouriApril 12 - New YorkApril 14 - NebraskaApril 21 - IllinoisMay 11 - WisconsinMay 19 - IndianaMay 24 - Michigan

NACM CONNECT Annual Meetings


NACM Gateway Region

qGateway Region Orlando’s Conference & Banquet Center 2050 Dorsett Village Plaza, Maryland Heights, MO 63043

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qEducational Sessions $199 members, $398 non-members (Two coupons per person are valid).

qNetworking Event Free to all members (Open bar)

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Registration Form - All payments must be made one week prior to the meeting.

(Please print your name as you would like it to appear on your name badge.)

q I am using _______ coupon(s) for this event. q Check—Payable to NACM Connect and mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008q Credit Card—Pay by phone upon receipt of invoice: 1-800-935-6226. q Please invoice me.

Cancellation Policy: Cancellations must be received in writing, via fax, email or mail no later than one week prior to the meeting date to qualify for a full refund. Cancellations received later than one week prior to the meeting date DO NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email [email protected].

Email this form to [email protected] or fax to 847.253.6241. You will be invoiced shortly.

NACM Gateway Region Annual Meeting

April 7Orlando’s Conference CenterMaryland Heights, MO

Get speakers, schedules and details at www.nacmgateway.org

News


Public Record Data is now available on the

NACM National Trade Credit Report

NATIONAL TRADE CREDIT REPORT

You’ve told us that at the very core of every solid credit decision is a thorough review of

fresh trade line/trade payment information and that complete, accurate public record

data can sometimes help fill information gaps.

To meet the need for public record data, the NACM National Trade Credit Report proudly provides you with an option to access and purchase additional third party public record data.

Contact our office at 800-935-NACM with any questions. We’re here to help.

Great ReportGreat PriceGreat ServiceBy NACM members for NACM members

For $10 (plus the cost of the base report) you can view any bankruptcies, judgments,

liens, UCCs, corporate data and officers associated with the business.

Dawn Wallace Cook, CCENewton Manufacturing

Directors – Terms Ending 2018Ed Cohen, MBANorth American Corporation

Larry Grogan, CCEBP Products North America

Larry Lipschutz, CCE, CICPFrench Gerleman

Erica White, CCE Ferguson Enterprises

Directors – Terms Ending 2019Rob HanusCarhartt, Inc.

Mike Hill, CCEMitek USA, Inc.

David Sperduto, CCEVP Supply Corp.

Rich Weiss, CBAJaeckle Distributors

Councilor Chris Alix, ICCEThe Chamberlain Group

PresidentPhillip J. Lattanzio, CCENACM/Chicago-Midwest

SecretaryKerry Jensen, CPANACM/Chicago-Midwest

According to the Association’s Constitution, members may contest the slate of Directors by submitting a petition of 25 regular (Full) Member names to the Secretary of the

Board by March 13, 2016. If you have any questions, please email [email protected].

Members are also encouraged to devote the entire Annual Meeting day to the Association, as well as their career, by participating in four hour-long educational sessions scheduled from 9 a.m. – 3:15 p.m. The educational program will offer two tracks of learning, domestic and international credit.

After the sessions, NACM/Chicago-Midwest President Phillip J. Lattanzio, CCE, will give his State of the Association address and you will also hear from the incoming and outgoing Chairs. This is also one of the premier networking events of the year - enjoy hors d’oeuvres and an open bar which will be available at this time. ■

Continued from page 1

2016 Board of Directors Candidate Slate Announced (cont'd)


News

Barry Elms Tours Connect

During the month of February NACM Connect hosted Barry Elms in several regions. As usual, Barry’s presentations were extremely well received and well attended. Following is a pictorial of the events. FEBRUARY 2016

By Norm Cowie, CCE


News

Illinois Construction Stuff and Stuff

Norman Cowie, CCE is Director of Credit for Paramont-EO, Inc. Besides his regular column for In terConnect ion, he has written articles appearing in the Chicago Tribune, Cynic Magazine, Business Credit and the Herald News. He also has seven published

humor/fantasy novels, some through traditional publishers Echelon Press, Quake Books and Draumr Publishing, although more recently he has transitioned over to Indie publishing.

Norm can be reached at [email protected], or feel free to visit him at www.normcowie.com which features past NACM articles.

If you’ve been reading my articles lately (if yes, thank you! - if no, wha?..’), you know I’ve been ranting about the newest section of the lien law, Section 38.1, which allows liens to be replaced by bonds.

My attorney thinks it’s a great thing, and owners and bonding companies love it because now there’s a nice convenient way to sweep irritating liens away, leaving the lien claimant faced with the daunting task of trying to get a bonding company to pay his/her lien. My prediction was this would kill the lien act.

But I also discussed a solution. When the owner/GC requires waivers of lien prior to payment, the issuer of the waiver could issue a ‘conditional waiver.’ The owners/GC would be required to accept this waiver, and then they would have to pay the issuer directly. This would require more check writing at the higher lien tier, but they wouldn’t have to worry about liens once they paid their subs.

Win-win.

I thought of this idea years ago, but after I wrote that article, I thought to myself, “Self, what are you waiting for? Were you hoping someone else would pick up the ball and run with it?”

Well, yeah, maybe. But the sun was in my eye.

So I decided to get off my duff and do something about it. I started by emailing my local State Representative, Margo McDermed. While her assistant was arranging a meeting, she cautioned me that Rep. McDermed, while willing to meet with me, didn’t think it would be possible to pass another lien law change so closely after another. I’m glad she warned me about this.

I showed up for the meeting and after complimenting each other on our Subaru vehicles, McDermed picked up her phone and dialed. While it was ringing she said, “I’m not really an expert on lien laws, so I arranged a phone call.” She put the phone

on speaker and introduced me to “Ron.”

At first, Ron seemed to think I was there to pick a fight about Section 38.1, but when I told him I wasn’t and that I understood it was law, but had an idea that would make 38.1 less necessary, we relaxed and had a nice knowledgeable discussion about the lien law, about what I was looking for, and how it impacted each tier of the lien law. I had no idea who he was, but Ron knew his stuff.

I told him that NACM, which houses so many construction related suppliers, supported my proposal, and that I had a meeting scheduled the following week with the government relations committee of ASA (Association of Subcontractors and Affiliates). I told them other states like California (and Texas) have stipulations allowing conditional waivers. I also said I knew we just passed new legislation, but we followed changes in 2006 with more in 2007, and there were changes in the lien law in 2013, 2014 and 2015. So tweaking of the lien law is routine.

Both Ron and Representative McDermed were impressed with this, but they wondered who might be against it. I said, ‘poo-poo heads, of course’, though I refrained from using my witty but admittedly juvenile nomenclature for people who passed the Bar on their way to racking up billable hours. But otherwise, the only downside would be owners/GCs/title companies writing direct checks to subs and suppliers. But this would be more than offset by a new transparency and a level playing field.

By the time I was done, they were both sounding positive about the plan, and Rep. McDermed said she would take my proposal to Springfield to sound out the banking people. They asked me to get back to them once I learned if I had the support of the ASA. Ron warned me that we couldn’t expect anything to get done in March, but thought April might bring results.

After we hung up with Ron, I asked Rep. McDermed who Ron was, and here’s

where it gets cool. He was Representative Ron Sandack, one of the three co-sponsors of the bill that brought us 38.1!

Did I say, “!”? If not, let me repeat it here …

!

The following week, I met with the Government Relations Committee of ASA (mostly attorneys - see, I can be mature), and they soon thawed to my idea as well, but cautioned that they wouldn’t be able to endorse my idea until they could review the actual language. But soon after the meeting, I was contacted by one of the committee members who wants to sit down with me to see if we can draw up the language for the bill.

So readers, we have a shot at this thing. There’s precedent of other states using conditional waivers, support of NACM and ASA, and two legislators, one of whom successfully pushed through recent mechanics lien legislation.

Hopefully next issue I can report more progress. ■

Normwww.normcowie.com


qNACM Midwest - Nebraska Marriott Courtyard Event Center 12560 Westport Parkway, La Vista, NE 68128

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NATIONAL ASSOCIATION OF CREDIT MANAGEMENTAn NACM Connect Company

MIDWESTNACM NEBRASKA

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NACM Midwest-Nebraska Annual Meeting

April 14Marriott Courtyard Event CenterLa Vista, NE

Get speakers, schedules and details at www.nacmmidwest.org/omaha/home.htm

NACM midwest - nebraska


News

Convincing the Principal to Furnish a Personal Guaranty: Sell the Point that the Personal Guaranty May Not Create

Preference Liability for the PrincipalBy Scott Blakeley, Esq.

For the supplier, credit scoring can be a key metric for measuring an applicant’s ability to honor terms. Where that corporate applicant who is a small to medium sized business does not score out, suppliers often request the principal of the business to furnish a personal guaranty to reduce the credit risk. But convincing the principal to furnish the guaranty is a challenge for the credit team, especially when the product or service they provide can be easily replaced. A court of appeals may have added a selling point to the credit team to convince the principal to furnish a personal guaranty: by doing so, the principal does not include his or her preference risk based on a PG. This Circuit Court’s decision is important for the credit team in negotiations to obtain a PG because it held that a corporate insider who personally guaranteed his corporation’s debt is absolved of preference liability where he waived his indemnification rights such that he was no longer a creditor of the corporation.

Personal GuarantyThe PG provides a second pocket to look to in the event the corporate customer fails to pay the invoices. In a supplier setting, the guarantor, as the case with the Court of Appeals decision, is commonly the owner or president of the customer, agrees in writing that if the vendor sells the corporate debtor on credit, the guarantor will guarantee the payment. This promise to pay by the guarantor is an inducement for the vendor to sell the debtor on open account and the guaranty creates a contract of secondary liability.

A personal guaranty must be in writing. The guaranty should clearly state that the guarantor is personally guarantying the debt of the corporate customer (identified by full legal name as well as any fictitious business name(s)). The guaranty should also include, under the signature block line, the individual guarantor’s social security number and

home address. The creditor should also consider requiring the guarantor to notarize the guaranty.

Preference LiabilityThe Bankruptcy Code vests a trustee with far-reaching powers to avoid payments to suppliers and other creditors within 90 days prior to the bankruptcy filing, or within the previous one-year period for insiders as is the case here. A preference is defined expansively to include nearly every payment by an insolvent debtor 90 days prior to bankruptcy. The purposes of the preference laws are two-fold: (1) unsecured creditors are discouraged from racing to the courthouse to dismember a debtor, thereby hastening its slide into bankruptcy; (2) a debtor is deterred from preferring certain creditors by requiring an unsecured creditor that receives a greater percentage payment than in a chapter 7. The aim is that all similar creditors receive an equal distribution of a debtor’s assets.

Court of Appeals RulingThis case saw the Ninth Circuit Court of Appeal discuss this hitherto unresolved issue of bankruptcy law: whether a corporate insider who personally guaranteed his corporation’s debt is absolved of preference liability to which he might otherwise have been subjected where he waived his indemnification rights against the corporation.

Adamson Apparel, Inc., a clothing manufacturer, took out a loan from CIT. Adamson’s president and CEO personally guaranteed the debt. The guaranty agreement waived that right of the gurantor to have his company reimburse him for any amount that he was obl igated to pay on the corporation’s behalf to settle with CIT. The company paid almost $5million in partial satisfaction of the debt, then filed for bankruptcy and the CEO paid the balance of over $3.5million from his personal funds.

The creditors’ committee f i led a preference action against the CEO, in his capacity as guarantor, to recover the $5million paid by the company, arguing that the CEO was a corporate insider who received a preference because he had guaranteed the debt from CIT. However, the CEO previously had waived his right to any indemnification for the funds he had provided.

The Ninth Circuit held that, having waived his right of indemnification, the CEO had no claim against the company and thus could not be considered a creditor. The key point under discussion was that the waiver was not a sham waiver of indemnification: the CEO never filed a proof of claim in the bankruptcy case.

Negotiating the Personal GuarantyThe credit team appreciates that to obtain a PG may be as much a negotiation with its sales team and management, as with the insider. But the Ninth Circuit Court of Appeals ruling provides the credit team with another negotiating point with the insider. In order to induce insider to sign a personal guaranty, the credit team may advise principal that he/she is not opening the door to insider preference risk, provided there is a waiver of indemnification rights from the corporation. ■

Scott Blakely is a partner at Blakeley & Blakeley LLP, where he advises companies regarding bankruptcy, creditors’ rights and commercial law. He was selected as one of the 50 most influential people in commercial credit by Credit Today. He is a contributing editor for

American Bankruptcy Institute’s Manual of Reclamation Laws and author of A History of Bankruptcy Preference Law, published by ABI. Scott has published dozens of articles in the area of creditors’ rights, commercial law, and bankruptcy and speaks frequently to credit industry groups regarding these topics throughout the country. He received the Credit Ambassador Award in 2013 from the NACM of Oregon.


Collections News

For more information on how we can collect for your company contact us today!

Dan [email protected]

NACM Great Lakes Region | 41 White Allen Avenue | Dayton, OH 45405 | 937.401.2705 | nacmgreatlakesregion.com

Indiana - Michigan - Ohio

The

valu

e of

you

r dec

reas

ing

rece

ivab

les

1 Month 3 Months 4 Months 6 Months 12 Months

-5%

-26%-35%

-70%

-90%

A U.S. Department of Commerce Survey

Months Past Due

THIS IS YOUR MONEY DEPRECIATING

EvERyDAy THAT yOUR RECEivAbLE iS PAST DUE, iT LOSES vALUE. How do you protect one of your company’s most valuable assets?

100%


Collections news

NACM Southwest Collections Monthly Giveaway Winners

Congratulations to the December and January winners of the NACM Southwest Collections and NACM Connect Monthly Giveaways. The winners for the Great Lakes Region

December Winners$50 Banana Republic Gift Card

Great Lakes Region Amanda Martinez, MarketLab Inc.

are listed below. The March giveaway is a $50 Chili's gift card and the prize for claims placed in April is a $50 gift card to Barnes & Noble. Each claim you place with NACM

Southwest Collections during these months will be eligible for one entry into the drawings. Please support this important partner! ■

March 2016 Giveaway April 2016 Giveaway

January Winners$50 Nike Gift Card

Great Lakes Region Lori Watters, Corrigan Moving Systems

Upcoming 2016 Class Dates Credit 101 • June 8, 2016• October 5, 2016

Register for the

Credit 101, 102, 103 Series

Registration Information

$230 per class Members

$460 per classNon-Members

Location NACM Midwest3005 Tollview Drive, Rolling Meadows, IL 60008

Class Time 9 a.m. – 4 p.m.

Visit www.nacmmidwest.org for more information and registration.

Credit 103

• April 6, 2016• August 3, 2016• December 7, 2016

Credit 102

• March 9, 2016• July 13, 2016• November 9, 2016


NACM upstate new york

qUpstate New York Region Creekside Banquet Conference Center 2669 Union Rd, Cheektowaga, NY 14227

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NACM Upstate NY Annual Meeting

April 12Creekside BanquetsCheektowaga, NY

Get speakers, schedules and details at www.nacmupstateny.org


Membership news

NACM Connect New Members and Representatives

New Members

Greg Haut Abbott Laboratories

Tracy WoodallAjinomoto Heartland, Inc.

Jordan MoltzAtlas Toyota Material Handling, LLC

Nancy SmithBarrett Paving Materials, Inc.

Margaret Hornbeak Beretta USA Corporation

Luke BrandonisioBissell Inc

Jennifer Whitcroft Bosch Security Systems, Inc.

Cara Reynolds Bosch Security Systems, Inc.

Letty RichardsBosch Security Systems, Inc.

Tim CumminsBruce Oakley, Inc.

Carolyn Klahn Byrne Electrical Specialists

Tanya AlexanderDigi-Star, LLC

Gary Paul

Lynn SansoneGem Transportation, LLC

Jeff GruszkaGP;50 New York, Ltd.

David DoboszGraybar Electric

Heather Hudson Hudson's Dairy

Jeff FischerJim White Group, Inc.

Jake GrayDavid J. Joseph Co.

Chastity WilburnJPW Industries

Wendy SadlerKitchen Suppliers, Inc.

Peter Honigmann Lee Lumber & Building Material Corp.

Tony ZalarLincoln Electric Co.

Terry MillerM Cooper Supply Company

Diana ZendarskiMill Distributors

Jamie MolargikProBuild, LLC

Debra Layman Sauder Manufacturing Co

Amber Branan Soprema, Inc.

Richard ZinkSouthern Tier West Regional

New Representatives

Sam SakumarAkorn, Inc.

Jim RiceBBC Distribution

Steve ToshBusiness Backer (The)

Ben JohnsonCasey's Distributing, Inc.

Tim PlummerCengage Learning

Jane SnowGraphic Arts Service & Supply

Joseph VirantKohler Company

Gary MascettiNavistar, Inc.

Brittani Elliott-GoodeNavistar, Inc.

Jason NemicNemic Industrial Supply

Leah HelpernNew Era Cap Co.

Brittany SandsSchneller, LLC

Dale EastmanStandard Electric Supply

David EdwardsWest Corporation

A Credit Managers Poem

A person knocked at the heavenly gate,with face all scarred and old.Then standing by the man of fate,requested admission to the fold.

"What have you done," St. Peter asked,"to gain admission here?""I have been a Credit Manager, sir,for many and many a year."

The Golden Gate swung open wideas St. Peter touched the bell."Come and choose your harp," he said."You've had your share of hell."

- Author Unknown (but probably not a Sales Manager)

(submitted by Bill Weilemann at Packaging Corporation of America)

qNACM Midwest - Illinois Meridian Banquet & Event Center 1701 Algonquin Road, Rolling Meadows, IL 60008

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MIDWESTI l l i n o i s N e b r a s k a W i s c o n s i nNATIONAL ASSOCIATION OF CREDIT MANAGEMENT

NACM

An NACM Connect Company

Our Sponsorstm


Inn vate. 2016






NACM Midwest-Illinois Annual Meeting

April 21Meridian Banquet & Event CenterRolling Meadows, IL

Get speakers, schedules and details at www.nacmmidwest.org


NACM Midwest - ILLINOIS


News

Preparing for Tough Times in 2016By Larry Grogan, CCE

2016 is shaping up to be a tough year for Credit & Collections given various negative outlooks on the economy. Here are some brainstorm ideas across several Credit & Collection related topics that may prove to be helpful. If you find one or more you can champion into action great! If you have ideas that are working for you and your team that you would like to share, please do so by emailing me. Your ideas can form the basis of the next article in this space.

Ideas for your consideration:

Collections__Compile a list of Customer payment excuses. Develop well thought out, writ ten responses to each and standardize them across the team. Why wing it when someone on your team may have a highly effective approach worth sharing and documenting. There are also many books on collections and negotiations. Applied psychology is good for Cash flow!

__The collection department is a natural setting to offer incentives for achievement of individual and team goals. There are many metrics to incent including achievement of # of call/email contact goals, reduced aging percentages, DSO reduction, dispute resolution etc. Incentives underline the importance of key metrics and provide opportunity for recognition, celebration and some extra Cash to employees for a job well done.

__ DSO: a mentor once told me if you make the right number of quality collection calls, DSO will take care of itself (focus on the process, not the metric)

__Define the attributes of a ‘Quality Collection Call’: go back to the basics: establish rapport, probe excuses, reaffirm terms, confirm agreements, and differentiate yourself from other

callers looking for the same Cash. Have your team come up with a list…

__Words matter. Have standardized language each collector uses when putting an account on credit hold and when releasing the order on a promise of payment (expectations/consequences). Make the most of your leverage, keeping in mind the importance of causing Customer’s payment behavior to change for the long-term, not just for the immediate order

__Keep numerical track of broken promises and consider a ‘three strikes-you’re out’ approach. When they reach that 3rd strike, call them and re-set the relationship by sharing their past history, getting an updated Credit Application, requesting financials

and re-confirming terms etc. As one author put it, “tell them their future” if they don’t change their bad payment habits. The magic is in the counting.

__Thank your Customer A/P contact when they pay on time or for keeping their promises. It’s something they probably don’t hear often. It reinforces their good behavior and they will remember you (and your company) favorably.

__Background thoughts each collector might consider for greater effectiveness and purpose:1) “A sale is not complete until the

money is collected”. I help my company complete its sales by turning potential Cash in the form of Accounts Receivables into real CASH that can pay bills, expand the business and keep it competitive and thriving.

2) Every dollar I collect helps my company’s Cash flow and lessens its need to borrow. Less borrowing reduces interest cost and improves our bottom line profit.

3) Every bad debt I prevent or min imize d i rec t ly impacts and protects my company’s bottom line since bad debt hits our Income Statement

4) I’m not a tele-marketer selling to create obligations. The Customer has received our goods / services and I am calling them to live up to the obligation they created

5) Our Customers expect reliable delivery of products and I have

“A sale is not complete until the

money is collected”.

Continued on Page 17

$50

Rewards Good Customers, Supports the Credit Community and U.S. CommerceRewards your good paying customers and gives an incentive to your slower paying customers to pay you more promptly.

Saves Your Staff Time and Your Company MoneyIndustry credit groups—After an initial time investment of approximately one hour, you will never have to manually submit data to NACM Connect except for Request for Names and Alert Information.

Reduces Your Company’s DSOCreditors are more likely to pay promptly if they know their trade experiences are being reported.

Portfolio Scoring Free to Trade Data ContributorsThe Portfolio Risk Analysis tool will segment and identify high risk accounts within your customer base for review. Also benchmarks your customers risk and exposure compared to your industry.

Earns You Discounts on Credit ReportsA/R data contributors receive a substantial discount on NACM Connect credit reporting contracts.

Contributes to the Strength of Your Group and IndustryData contributors have privileged access to use NACM Connect web-based Credit Reference, Portfolio Scoring and Account Monitor services.

Costs Your Company $0Reporting data is easy, confidential, safe, secure and at no charge. A great way to support NACM Connect.

Puts $50 in Your PocketEach new A/R data contributor who begins electronic submissions will receive a $50 American Express gift card.

For more information, please contact your Group Administrator or Pat Speyer at 800-935-NACM or email [email protected].

The Benefits of Online A/R Data Contribution

CONTRIBUTE YOUR A/R DATA ELECTRONICALLY


NACM Connect


News

no problem with asking for and expecting reliable payment of Cash. I strive to keep it a Win/Win.

Credit Application

__One author suggests changing form name to ‘Binding Credit Agreement’. Consider: ‘You signed our binding credit agreement’ sounds better than ‘You signed our credit application’. Different words convey different meanings.

Credit References__Request form: some are so cluttered and seek too much information. Simplify the form and see if it improves response rate / timeliness of response

__Request form: instead of noting ‘order pending’ on the form, consider noting ‘Your Customer’s order is on hold’. I recently received one that used this phrase and for some reason responded to it sooner. Words matter.

__Re-check cred i t re ferences when a material decline in payment performance is seen. Or pause and ask for 2-3 new references not provided on the original Credit Ap

__ Keep track of who you provide credit references to and when needed, ask them to reciprocate

__ New accounts: ask Sales who their primary vendor was before to see if they were included as a credit reference (probably won’t be). If it wasn’t, it could mean they were cut-off and are searching for a replacement supplier – coming to your firm out of desperation. These are sometimes the Customer who need their order shipped before you even have a chance to begin your credit investigation

Credit Reports__ Use Credit reports to cross-check

accuracy of information on Credit Applications

_ _ E x p l o r e u n l i m i t e d u s a g e agreements with credit reporting vendors-especially as business conditions turn negative and it makes sense to step-up frequency of ordering reports and expanding use of their monitoring tools__ Have a back-up credit report supplier. Or two. Create a credit data decision tree noting preferred sources of credit data on public and private companies, keeping cost in mind. Reduce costs by not ordering reports on public companies but instead gather the free data available via sec.gov (financials), moodys.com and standarandpoors.com (credit ratings/outlooks) and yahoo finance (stock prices)

__ Give a new credit vendor a try. Actually, they are often more than willing to give you a free trial of their service.

Risk Mitigation__ If you have never requested a Letter of Credit before from a high risk account, no worries. You ask and your Customer and their banker do the rest. In general, determine how much of your Credit Limit you want covered by the Letter of Credit. Ask Customer to provide one for that amount and for at least a one year period.

__As an alternative, especially if Customer seems wary of providing a Letter of Credit, ask for a Cash Deposit to remain on their account indefinitely as a method of securing it. Some companies offer to pay a minimal interest rate to their Customers who are willing to do this

In General__ Pay especially close attention to public companies in 2016, many of

which have global exposure and could be in trouble – especially if they deal in commodities like oil, coal, aluminum or steel etc.

__ Consider an internship program for kids attending college who are home from a winter or summer break. They could be sons / daughters of employees or just college kids at large. Put them to work on researching deductions, making collection calls you just can’t get to, or doing system clean-up work. You give them a great summer job and opportunity to use their PC skills and they, at reasonable cost, help you achieve improved results.

Please feel free to share Credit & Collection practices that have worked well for you and I will organize them in the next edition. Thanks for reading! ■

Larry Grogan, CCE, is a Credit Analyst with BP Products NA and previously held credit ro les wi th D&B and Nalco Holdings. With over 25 years of credit exper ience, Grogan played a lead role in

implementing credit score carding at BP and is past Chairman of the NACM Midwest Board of Directors. Grogan received a Bachelor of Science degree in Marketing and an MBA from Benedictine University. He is also a graduate of NACM's Graduate School of Credit & Financial Management at Dartmouth College. Grogan hes in the past been on the faculty of NACM's Institute of Credit and has taught classes, seminars and delivered on-site training on the topic of Financial Statement Analysis.

Preparing for Tough Times in 2016 (cont'd)Continued from page 15


NACM Connect

Credit AppliCAtion proCessing

Ease Your Workloadwith NACM Connect’s

NACM Connect3005 Tollview Drive, Rolling Meadows, IL 60008

p 847.483.6400 f 847.253.6685www.nacmconnect.org

We will contact the references and forward the responses directly to you. The trade information will be merged onto the NACM National Trade Credit Report and you will receive the report, which may include additional payment history contributed from NACM members nationwide.

Pricing is as follows:

Rush Processing (24 hrs) $25.00

Regular Processing (4-5 business days) $20.00

Additional information subject to availability:

Secretary of State $5.00

UCC Records $5.00

(up to the 5 most recent filings)

NACM Connect’s Credit Application Processing Department can assist you and your team to help streamline the process, reduce the cost of internal processing and provide you with a more thorough and comprehensive picture of the applicant. Fax the credit application to 937.228.6114 or email to [email protected].

We will contact up to … 4 Trade References and 1 Financial Institution

Legible applications submitted with accurate contact information will ensure a quick turnaround, saving you time to focus on other important department operations!

Upon completion, trade reference information will be forwarded including those references that did not reply after three attempts.

For additional information, please contact Paula Slyder at 937.401.2710 or [email protected].

Let Us Contact the References for You

How the Credit Application Processing Service Works


Caine & Weiner News

Caine & Weiner Monthly Giveaway Winners

Congratulations to the December and January winners of the Caine & Weiner and NACM Connect Monthly Giveaways.

December Winners$50 Banana Republic Gift Card

Omaha Darlene Korisko, Ballantyne Strong Inc.Wisconsin Linda Maslowski, Progressive Converting Inc.

Gateway Region Jackie Greene, Springfield GrocersUpstate New York Glenda Wilcox, Brede Tool & Supply

Midwest Pamela Scott, Med Couture (FKA Peaches Uniforms)

The winners for each region are listed below. The March giveaway is a $50 Chili's gift card and the prize for claims placed in April is a $50 gift card to Barnes

& Noble. Each claim you place with Caine & Weiner during these months will be eligible for one entry into the drawings. Please support this important partner! ■

March Giveaway April Giveaway

January Winners $50 Nike Gift Card

Omaha Garn Brill, Airlite PlasticsWisconsin Kris Lanting, Batteries Plus

Gateway Region Doris Nice, Walking Cradle/Mark Lemp Upstate New York Amy St. Hilaire, Southern Wine & Spirits

Midwest Mike Volpe, JS Paluch

Caine &Weiner Announces Greg Cohen as 2016 IACC President

Caine & Weiner is proud to announce that Greg A. Cohen, President & CEO, has recently been elected to serve as President of the International Association of Commercial Collectors (IACC) for 2016. Cohen, elected by fellow association members, will serve as head of the Board of Directors and will provide guidance and strategic direction for the association. He has begun his year-long term as President when he was inducted in January 2016 at the annual IACC meeting, with record attendance.

The recogn i t i on o f Cohen as IACC President coincides with the strategic growth Caine & Weiner has experienced this past year as the company celebrates its 85th continuous year of service in the global credit and collection industry. As C&W President and CEO, Greg is responsible for the executive management, strategic

initiatives and overall operations of the company. Under his leadership Caine & Weiner continues to be recognized

as one of the industry’s top international accounts receivable management firms. Greg has been involved in the credit and collection industry for the past 30 years and has previously served as the Vice President, Treasurer and member of the BOD of IACC, as well as served on the boards and committees of other trade associations and extensive service to local community organizations.

International Association of Commercial Collectors (www.commercialcollector.com/iacc/) is the largest organization of commercial collection specialists in the world. IACC is an international trade association, consisting of over 350 members located in more than 20 different countries. Since 1970, the association has been responsible for setting and enforcing the highest standards of conduct throughout the industry. ■

Greg A. Cohen, President & CEO, of Caine & Weiner elected as 2016 IACC President


Credit Group Meeting Calendar

NACM Upstate New York Local Industry Credit Group Meetings

NACM Midwest-Nebraska Local Industry Credit Group Meetings

DATE GROUP MEETING LOCATION

March 8 Western NY Food & Beverage Supply Credit Group llio DePaolo's Restaurant, Blasdell, NY

March 10 Rochester Plumbing & HVAC Credit Group Humphrey House, Rochester, NY

March 11 Buffalo Building & Construction Credit Group Eagle House, Williamsville, NY

March 15 Central New York Building Credit Group Spaghetti Warehouse, Syracuse, NY

March 16 CNY - Albany Food and Beverage Supply Credit Group Conference Call

March 17 Rochester Building Credit Group Cerame's Restaurant, Rochester, NY

March 22 Buffalo Plumbing & Electric Credit Group Eagle House, Williamsville, NY

April 8 Buffalo Building & Construction Credit Group Eagle House, Williamsville, NY

April 12 Western NY Food & Beverage Supply Credit Group llio DePaolo's Restaurant, Blasdell, NY

April 14 Rochester Plumbing & HVAC Credit Group Humphrey House, Rochester, NY

April 18 Albany Building Credit Group Scarboroughs, Allbany, NY

April 19 Central New York Building Credit Group Spaghetti Warehouse, Syracuse, NY

April 20 CNY - Albany Food and Beverage Supply Credit Group TBA

April 21 Rochester Building Credit Group Cerame's Restaurant, Rochester, NY


March 11 Mid Missouri Construction Credit Group Bleu, Columbia, MO

March 15 Midwest Regional Food Suppliers Credit Group NACM Gateway Office, Creve Coeur, MO

March 16 Electrical Distributors Credit Group Bartolino's, St. Louis, MO

March 18 Refrigeration & Warm/Cool Air Suppliers Credit Group Bartolino's, St. Louis, MO

March 22 Gateway Agricultural Credit Group Bartolino's, St. Louis, MO

April 13 Electrical Distributors Credit Group Bartolino's, St. Louis, MO

April 15 Refrigeration & Warm/Cool Air Suppliers Credit Group Bartolino's, St. Louis, MO

April 19 Midwest Regional Food Suppliers Credit Group NACM Gateway Office, Creve Coeur, MO

NACM Gateway Region Local Industry Credit Group Meetings

DATE GROUP MEETING LOCATIONMarch 16 Omaha Builders Credit Group Teleconference

April 13 Omaha Builders Credit Group Enterprise Center, Omaha, NE


Credit Group Meeting calendar


March 8 Western NY Food & Beverage Supply Credit Group llio DePaolo's Restaurant, Blasdell, NY

March 10 Rochester Plumbing & HVAC Credit Group Humphrey House, Rochester, NY

March 11 Buffalo Building & Construction Credit Group Eagle House, Williamsville, NY

March 15 Central New York Building Credit Group Spaghetti Warehouse, Syracuse, NY

March 16 CNY - Albany Food and Beverage Supply Credit Group Conference Call

March 17 Rochester Building Credit Group Cerame's Restaurant, Rochester, NY

March 22 Buffalo Plumbing & Electric Credit Group Eagle House, Williamsville, NY

April 8 Buffalo Building & Construction Credit Group Eagle House, Williamsville, NY

April 12 Western NY Food & Beverage Supply Credit Group llio DePaolo's Restaurant, Blasdell, NY

April 14 Rochester Plumbing & HVAC Credit Group Humphrey House, Rochester, NY

April 18 Albany Building Credit Group Scarboroughs, Allbany, NY

April 19 Central New York Building Credit Group Spaghetti Warehouse, Syracuse, NY

April 20 CNY - Albany Food and Beverage Supply Credit Group TBA

April 21 Rochester Building Credit Group Cerame's Restaurant, Rochester, NY

NACM Connect National Industry Credit Group MeetingsDATE GROUP MEETING LOCATIONMarch 10 National Paper Packaging Credit Group Hilton Garden Inn Old Scottsdale, Scottsdale, AZ, 2-day

National Suppliers to Windows Credit Group Hilton Garden Inn-Int'l Drive, Orlando, FL, 2-day

National Underground Utilities Credit Group Hampton Inn Savannah Historic District, Savannah, GA, 2-day

March 17 National Christian Suppliers Credit Group Flamingo Hotel, Las Vegas, NV, 2-day

National Manufactured Housing Credit Group Hampton Inn, Myrtle Beach, SC

National Electrical Manufacturers Credit Group Embassy Suites Orlando-Int'l Drive, Orlando, FL, 2-day

National Metal Producers Credit Group Hilton Garden Inn Louisville Downtown, Louisville, KY, 2-day

March 24 National Metal Recyclers Credit Group Hilton at the Arch, St. Louis, MO, 2-dayTBD National Shortline Ag Credit Group TeleconferenceApril 5 National Ag Chem Credit Group Westin Pheonix Downtown, Pheonix, AZ, 2-day

April 13 National Water Products Credit Group DoubleTree Campbell Centre, Dallas, TX, 2-day

April 15 National Truck/Waste Equipment Credit Group Sheraton Sand Key, Clearwater Beach, FL

April 21 National Tool & Accessories Credit Group Hilton Garden Inn Downtown Mag Mile, Chicago, IL, 2-day

National Steel Mill Credit Group Embassy Suites, San Diego, CA, 2-day

April 25 National Professional Apparel Credit Group Emily Morgan, DoubleTree Hotel, San Antonio, TX, 2-day

April 28 National Garage Door Credit Group Marriott Courtyard Convention Center, Las Vegas, 2-day

DATE GROUP MEETING LOCATIONMarch 8 Electrical Distributors Credit Group Ditka's, Oakbrook Terrace, IL

March 10 Northern Illinois Heating Wholesalers Credit Group Wildfire, Schaumburg, IL

March 15 Metal Distributors Credit Group Ditka's, Oakbrook Terrace, IL

Institutional Credit Group Ditka's, Oakbrook Terrace, IL

March 17 WISCA Credit Group Parker's, Downers Grove, IL

Ad Media Credit Group TBD, Chicago, IL

March 21 Law Firm Forum Credit Group Barnes & Thornburg, Chicago, IL, 2-day

March 24 Basic Material Credit Group Ditka's, Oakbrook Terrace, ILMarch 28 Building Suppliers Credit Group Greek Islands, Lombard, IL

April 11 SAP Users Group Credit Group NACM Midwest, Rolling Meadows

April 12 Electrical Distributors Credit Group Ditka's, Oak Brook Terrace, IL

April 14 Northern Illinois Heating Wholesalers Credit Group Weber Grill, Schaumburg, IL

April 18 Midwest Roofing Credit Group NACM Midwest, Rolling Meadows, IL

April 19 Metal Distributors Credit Group Ditka's, Oak Brook Terrace, IL

April 20 Floor Covering & Wall Tile Credit Group NACM Midwest, Rolling Meadows, IL

April 21 Ad Media Credit Group WCIU-Weigel Broadcasting, Chicago, IL

WISCA Credit Group Ditka's, Oak Brook Terrace, IL

April 28 Basic Material Credit Group Devon, Oak Brook Terrace, IL

TBD Building Suppliers Credit Group TBD

NACM Midwest Illinois Local Industry Credit Group Meetings


Credit Group Meeting Calendar

NACM Great Lakes Region Local Industry Credit Group Meetings


March 8 Electrical/Industrial Trade Credit Group Pietro's, Grand Rapids, MI

March 9 West Michigan Heating Plumbing Wholesalers Credit Group Brann's, Wyoming, MI

March 10 Michiana Credit Association Credit Group Luccheses, Elkhart, IN

Michiana Building & Industrial Suppliers Credit Group Conference Call

Indiana Wholesale Floor Covering Credit Group Conference Call

March 15 Indiana Electrical Suppliers Credit Group NACM GLR - Indiana Office, Indianapolis, IN

Automotive Suppliers Credit Group Conference Call

March 16 Michigan Electrical Supply Credit Group Mojave Cantina, Clawson, MI

Indianapolis Building Trade Suppliers Credit Group NACM GLR - Indiana Office, Indianapolis, IN

March 17 Cincinnati Dayton Wholesale Electric Credit Group Century Inn, Cincinnati, OH

March 18 Fort Wayne Building Materials Credit Group Don Hall's Gas House Restaurant, Ft. Wayne, IN

March 22 Lumber & Building Materials Credit Group Pietro's, Grand Rapids, MI

March 23 Metal Service Center Credit Group Antonio's, Canton, MI

Plumbing & Heating Wholesalers Credit Group NACM GLR - Indiana Office, Indianapolis, IN

Cleveland/ Akron/ Canton Food Suppliers Credit Group Papa Joe's/Iacomini's, Akron, OH

Cincinnati Construction Suppliers Credit Group Romano's Macaroni Grill, Cincinnati, OH

April 12 Michiana Credit Association Credit Group Luccheses, Elkhart, IN

Electrical/Industrial Trade Credit Group TGI Fridays, Kalamazoo, MI

April 13 West Michigan Heating Plumbing Wholesalers Credit Group Brann's, Wyoming, MI

April 14 Michiana Building & Industrial Suppliers Credit Group Honkers Family Restaurant, Mishawaka, IN

April 15 Fort Wayne Building Materials Credit Group Don Hall's Gas House, Fort Wayne, IN

April 19 Indiana Electrical Suppliers Credit Group NACM GLR - Indiana Office, Indianapolis, IN

Automotive Suppliers Credit Group Conference Call,

April 20 Michigan Electrical Supply Credit Group Antonio's, Canton, MI


Cincinnati Construction Suppliers Credit Group Stonecreek Dining Company, West Chester, OH


April 21 Meat Packers of America Credit Group Embassy Suites, Fort Lauderdale, FL

Cincinnati Dayton Wholesale Electric Credit Group Century Inn , Cincinnati, OH

Metal Service Center Credit Group Antonio's, Canton, MI

April 27 Plumbing & Heating Wholesalers Credit Group NACM GLR - Indiana Office, Indianapolis, IN


Event Calendar


March 8 Electrical/Industrial Trade Credit Group Pietro's, Grand Rapids, MI

March 9 West Michigan Heating Plumbing Wholesalers Credit Group Brann's, Wyoming, MI

March 10 Michiana Credit Association Credit Group Luccheses, Elkhart, IN

Michiana Building & Industrial Suppliers Credit Group Conference Call

Indiana Wholesale Floor Covering Credit Group Conference Call

March 15 Indiana Electrical Suppliers Credit Group NACM GLR - Indiana Office, Indianapolis, IN

Automotive Suppliers Credit Group Conference Call

March 16 Michigan Electrical Supply Credit Group Mojave Cantina, Clawson, MI


March 17 Cincinnati Dayton Wholesale Electric Credit Group Century Inn, Cincinnati, OH

March 18 Fort Wayne Building Materials Credit Group Don Hall's Gas House Restaurant, Ft. Wayne, IN

March 22 Lumber & Building Materials Credit Group Pietro's, Grand Rapids, MI

March 23 Metal Service Center Credit Group Antonio's, Canton, MI

Plumbing & Heating Wholesalers Credit Group NACM GLR - Indiana Office, Indianapolis, IN


Cincinnati Construction Suppliers Credit Group Romano's Macaroni Grill, Cincinnati, OH

April 12 Michiana Credit Association Credit Group Luccheses, Elkhart, IN

Electrical/Industrial Trade Credit Group TGI Fridays, Kalamazoo, MI

April 13 West Michigan Heating Plumbing Wholesalers Credit Group Brann's, Wyoming, MI

April 14 Michiana Building & Industrial Suppliers Credit Group Honkers Family Restaurant, Mishawaka, IN

April 15 Fort Wayne Building Materials Credit Group Don Hall's Gas House, Fort Wayne, IN

April 19 Indiana Electrical Suppliers Credit Group NACM GLR - Indiana Office, Indianapolis, IN

Automotive Suppliers Credit Group Conference Call,

April 20 Michigan Electrical Supply Credit Group Antonio's, Canton, MI


Cincinnati Construction Suppliers Credit Group Stonecreek Dining Company, West Chester, OH


April 21 Meat Packers of America Credit Group Embassy Suites, Fort Lauderdale, FL

Cincinnati Dayton Wholesale Electric Credit Group Century Inn , Cincinnati, OH

Metal Service Center Credit Group Antonio's, Canton, MI

April 27 Plumbing & Heating Wholesalers Credit Group NACM GLR - Indiana Office, Indianapolis, IN

DATE EVENT LOCATION TIME PRESENTER / INSTRUCTOR(S)

March 2 NACM Connect WebinarDocumentary Letters of Credit

----------- 10:00 a.m. – 11:00 a.m. Karen Pinkall

March 9 NACM Great Lakes Region - OhioLunch Meeting

Burntwood Tavern (Upper Room) Brecksville, OH

12:00 p.m. – 2:00 p.m. Dr. Mark Sniderman

March 14 NACM Midwest - IllinoisBusiness Credit Principles, Financial Statement Analysis I and Business Law classes (10 week classes)

NACM Midwest Rolling Meadows, IL

5:30 p.m. – 8:30 p.m. Various

NACM Midwest - IllinoisCBA, CBF and CCE Exam Date


8:10 a.m. ___________________

March 15 NACM Great Lakes Region - Michigan Business Credit Principles (10 week class)

CarharttDearborn, MI

5:30 p.m. – 8:30 p.m. Michele Donnelly, CCE

March 17 NACM Midwest - Illinois Seminar


8:30 a.m. – 12:00 p.m. Chris Ring

NACM Great Lakes Region - Michigan Credit 101

AK Steel Corp-Dearborn Works Dearborn, MI

9:00 a.m. – 4:00 p.m. Jan Spalding, CCE, CICP

March 22 NACM Gateway Region Roundtable Discussion

Chris’ Pancake & Dining St. Louis, MO

8:00 a.m. – 9:30 a.m. Debbie Harper

NACM Midwest - Wisconsin Roundtable Discussion

Perkins Restaurant Appleton, WI

8:00 a.m. – 9:45 a.m. Nick Pokrifcak

NACM Midwest - Wisconsin Roundtable Discussion

Rodeside Grill Windsor, WI

12:15 p.m. – 2:00 p.m. Nick Pokrifcak

March 30 NACM Great Lakes Region - Michigan Credit 101

The Highlands Golf Club Grand Rapids, MI

9:00 a.m. – 4:00 p.m. Curt Johnson, CCE

April 5 NACM Great Lakes Region - Indiana Credit 102

Mid City Supply Co. Inc. Elkhart, IN

9:00 a.m. – 4:00 p.m. Jim Montague, CCE

April 6 NACM Midwest - Illinois Credit 103


9:00 a.m. – 4:00 p.m. Rich Bellis

April 7 NACM Gateway Region Annual Meeting

Orlando’s Conference Center Maryland Heights, MO

9:00 a.m. – 5:00 p.m. Various

NACM Connect WebinarCredit Applications - How to Develop One That Works

----------- 10:00 a.m. – 11:00 p.m. Todd Fierstein, CGA

NACM Great Lakes Region - Michigan Business Credit Principles (10 week class)

S. Abraham & Sons, Inc. Grand Rapids, MI

5:30 p.m. – 8:30 p.m. Curt Johnson, CCE

April 8 NACM Great Lakes Region - Indiana Credit 101

Roche Diagnostics Indianapolis, IN

9:00 a.m. – 4:00 p.m. Judy Wagner, CCE, MBA

April 11 NACM Connect - All RegionsSAP Credit and A/R Users Group Meeting


8:00 a.m. – 4:00 p.m. Linda Hass, SAP Consultant

April 12 NACM Upstate New York Annual Meeting

Creekside Banquet Center Cheektowaga, NY

9:00 a.m. – 4:00 p.m. Various

NACM Great Lakes Region - Ohio Roundtable Discussion

Star Leasing Columbus, OH

12:00 p.m. – 2:00 p.m. Darren Greene

April 14 NACM Midwest - Nebraska Annual Meeting

Marriott Courtyard Event Center La Vista, NE

9:00 a.m. – 4:00 p.m. Various

NACM Great Lakes Region - Michigan Roundtable Discussion

The Elks Highland Golf Club Grand Rapids, MI

8:30 a.m. – 10:30 a.m. Terry DeBruine

April 20 NACM Great Lakes Region - Michigan Credit 102

The Highlands Golf Club Grand Rapids, MI

9:00 a.m. – 4:00 p.m. Curt Johnson, CCE

NACM Great Lakes Region - Ohio Credit 101

NACM Great Lakes Region Dayton, OH

9:00 a.m. – 4:00 p.m. Tom Muter, CCE

April 21 NACM Midwest - IllinoisAnnual Meeting

Meridian Event CenterRolling Meadows, IL

9:00 a.m. – 4:00 p.m. Various

April 22 NACM Great Lakes Region - Michigan Roundtable Discussion

Leon’s Family DiningDearborn, MI

8:00 a.m. – 10:00 a.m. Darren Greene

NACM Great Lakes Region - Michigan Credit 102

AK Steel Corp-Dearborn Works Dearborn, MI

9:00 a.m. – 4:00 p.m. Jan Spalding, CCE, CICP

Name_______________________________________________________________ Member #____________________________________________

Company___________________________________________Address________________________________________________________________

City____________________________________________ State _________________________ Zip_________________________________________

Phone ________________________ Fax _________________________ Email _______________________________________________________

Mobile __________________________________________________________________________ Do you accept text messages? qYes qNo

Time (Note your time zone) 11 a.m. — 12 p.m. ET10 a.m. — 11 a.m. CT 8 a.m. — 9 a.m. PT

All payments must be made prior to receiving link for the webinar.qCheck—Payable to NACM Connect and mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008qCredit card—Pay by phone upon receipt of invoice: 1-800-935-6226. qPlease invoice me.qI’m using a coupon for this event.

Cancellation Policy: Cancellations must be received in writing, via fax, email or mail, no later than two weeks prior to the event date to qualify for a full refund. Cancellations received later than two weeks prior to the event date do NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email [email protected].

Cost (per connection)$99 - Member, $198 - Nonmember (Only one coupon will be accepted)


Documentary Letters of CreditW

EBINARAbout the WebinarLearn everything you need to know about the basics of Letters of Credit, including reasons for using Letters of Credit in international trade, Letter of Credit types, workflow, parties involved in the transaction and what securities you have and don’t have with a Letter of Credit.

Find out more about how the Letter of Credit can help mitigate risks within the transaction, what standard ‘conditions’ must be included in every Letter of Credit, when amendments to the Letter of Credit are necessary and when they are not, as well as what typical documents are required in a Letter of Credit.

During this 60-minute webinar you will learn how to:• Understand the different types of Letters of Credit• Learn the risks associated with Letters of Credit• Ensure compliant documents• Avoid discrepancies

About the Presenter

Date Wednesday, March 2, 2016

Wednesday, March 2, 201610 am - 11 am CT

WEBINAR REGISTRATION

Karen PinkallKaren serves as senior manager for the Global Trade Services Group at First National Bank of Omaha. In that role, Karen manages a team that oversees trade finance sales and operations for the bank. In addition to offering trade solutions to customers, Karen and her team conduct training to customers and bank professionals. Karen is a 1995 graduate of the University of Nebraska-Lincoln, where she received her B.A. in international affairs and a master’s degree from Florida State University. Prior to joining First National, Karen worked on the international trade desk at Wells Fargo Bank in Omaha, and managed two Omaha retail banking stores at Centris Federal Credit Union. In the community, she is a board member for Midwest International Trade Association, an organization that encourages the expansion of trade between the Midwest and foreign markets.

Participation points are available for this class.


NACM Connect

Name_______________________________________________________________ Member #____________________________________________

Company___________________________________________Address________________________________________________________________

City____________________________________________ State _________________________ Zip_________________________________________

Phone ________________________ Fax _________________________ Email _______________________________________________________


Time (Note your time zone) 11am — 12:00pm ET 10am — 11:00am CT 8am — 9:00am PT

All payments must be made prior to receiving link for the webinar.qCheck—Payable to NACM Connect and mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008qCredit card—Pay by phone upon receipt of invoice: 1-800-935-6226. qPlease invoice me.



Credit Applications – How to Develop One That WorksW

EBINARAbout the WebinarDo you know that with the proper credit application you can both help avoid third party collections and, if nec-essary, help your agency if an account does have to be placed? Why not do all you can up front to circumvent potential problems by attending this webinar and learning how to improve your application?

In this webinar, Todd Fierstein will explain what should and shouldn’t be on your application, the importance of getting updated credit applications from your customers, important and correct verbiage and the best questions to ask on your application. Also learn the answer to this question: “Why do I need a credit applica-tion at all!?”

During this 60-minute webinar you will learn:• How to develop a credit application that protects your company and asks the right questions to make

more informed credit decisions.• How the credit application actually is a multifunctional document• How to get current customers to give you updated information

About the Presenter

Date Thursday, April 7, 2016

Todd Fierstein has spent the last 28 years in the credit industry. His work experience spans from 10 years as Vice-President of NACM Buffalo to being the Assistant VP of Alliance Partnerships for a large International Accounts Receivable company. Todd’s primary field of expertise is Credit Applications and Credit Application Law. He has spoken on this topic for more than 10 years at over 100 seminars and businesses’. He has also spoken on Collecting Debt in Difficult Economic Times. For the past 15 years Todd’s experience has been for NACM’s across the country as well as Industry Credit Trade Groups. Todd is currently one of the most sought after speakers on Credit Applications and Credit Application Law. With 28 years as a Credit Professional Todd brings innovative insight to all of his presentations and seminars.

Thursday, April 7, 201610 am - 11:00 am CT (11am-12:00pm ET)

WEBINAR REGISTRATIONParticipation points are available for this class.



NACM Connect

The following topics will be covered:

Dates March 15 – May 24, 2016 (Tuesday evenings. No class on April 12)

Time 5:30 p.m. – 8:30 p.m.

LocationCarhartt5750 Mercury DriveDearborn, MI 48126


InstructorMichele Donnelly, CCE

• Credit investigations• Know your customer• Making credit decisions• International trade• Financing and business insurance• Business credit fraud• Credit availability decisions• Customer visits• The credit-sales partnership• Out-of-court settlements• Bankruptcy code proceedings

Cost$450, member (plus $80 textbook fee)Only two coupons are valid.

$900, non-member (plus $160 textbook fee)

q Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008

q Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226

q Please invoice me. q Coupon —Limit two coupons per member. All payments must be received one week prior to class start date.Cancellation Policy: Cancellations must be received in writing, via fax e-mail or mail, no later than two weeks prior to the event date to qualify for a full refund. Cancellations received later than two weeks prior to the event date do NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email [email protected].

REGISTRATION DEADLINE: MARCH 7, 2016

• Credit in the business world• Credit in the company• Organizing the credit department• The legal environment of credit• Credit policy and procedures• Terms and conditions of sale• Negotiable instruments• The legal forms of business• The uniform commercial code

Business Credit Principles provides a fundamental understanding of business credit procedures and policy. This class will also give students information about credit investigation and evaluation along with an overview of legal issues affecting the extension of commercial credit.

Business Credi t Pr inc ip les

Name_______________________________________________________________ Member #_______________________________

Company_____________________________________________________________________________________________________

Address______________________________________________________________________________________________________

City____________________________________________ State _________________________ Zip ____________________________

Phone ___________________________________________ Fax ______________________________________________________

Mobile ___________________________________________________________ Do you accept text messages? Yes q No q

E-mail _______________________________________________________________________________________________________

Please write your name as you would like it to appear on your name badge.


NACM Great Lakes Region - Michigan

April Roundtable Discussion

Name ___________________________________________________________ Company __________________________________________

Address____________________________________ City _______________________________________ State ________ Zip_____________

Phone______________________________________ Fax ______________________________Mobile ________________________________

Email______________________________________________________________________ Do you accept text messaging? qYes qNo

l Getting calls from companies you never heard of selling credit reports?l Looking for more cost-effective credit report solutions?l Looking for information regarding credit reports and trends?l Using just one credit reporting agency for your credit reports?l Do you have situations where you can’t find any credit information on a company?l Looking for a one-stop shop for your credit report needs?

Cost per Meeting$25 members, $50 non-members. One coupon per person is valid.

Breakfast included.

CEU points and CCE recertification points are available for this meeting.


Location: Leon’s Family Dining23830 Michigan Ave.Dearborn, MI 48124

Friday, April 228:00 a.m. - 10:00 a.m.


q Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008q Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226 q Please invoice me. q Coupon —Limit one coupon per member.

All payments must be received one week prior to meeting start date. Cancellation Policy: Cancellations must be received in writing via fax, email or mail no later than one week prior to the meeting date to qualify for a full refund. Cancellations received later than one week prior to the meeting date DO NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email [email protected].


2016 NACM Great Lakes Region

As a member of NACM, my participation in the roundtables has provided valuable insight into the practices and experiences of other credit professionals in my area. Even though members include a variety of different industries, there is always some common ground in the field of credit. An open dialogue on relevant topics provides the perfect opportunity to share information and learn from other members—knowledge which you can immediately apply to your job.

–Ivana Greenwell, CBAHarris Corporation

NACM CREDIT REPORTINGModerator: Darren Greene, NACM Connect

Come and share your ideas and suggestions while networking with other NACM Connect members to find solutions to your credit reporting issues and challenges


NACM Great Lakes Region - michigan



l Understanding your Customer’s deduction process l Understanding how other departments in your company functionl The role of relationship building in regards to deductions l Learning to be proactive verses reactive to deductionsl Being the liaison between your customer and your own company’s departments l You’ve already done the work, now just make sure you pass the information onl Fixing a reoccurring problem verses processing a single deduction



Thursday, April 14 Location: The Elks Highland Golf Club2715 Leonard Street NW.Grand Rapids, MI 495048:30 a.m. - 10:30 a.m.

I’m Drowning in Deductions!!

Roundtable discussion for credit professionals to discuss customer visit strategies that will encompass touch points beyond credits.

Help! April Roundtable Discussion

Name ___________________________________________________________ Company __________________________________________


Phone______________________________________ Fax ______________________________Mobile ________________________________



Breakfast included.



q Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008q Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226 q Please invoice me. q Coupon —Limit one coupon per person. All payments must be received one week prior to meeting start date. Cancellation Policy: Cancellations must be received in writing via fax, email or mail no later than one week prior to the meeting date to qualify for a full refund. Cancellations received later than one week prior to the meeting date DO NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email [email protected].



Moderator: Terry DeBruine, Bissell Inc.



Dates April 7 – June 9, 2016(Thursday evenings)

Time 5:30 – 8:30 p.m.

LocationS. Abraham & Sons, Inc.4001 Three Mile Rd NWGrand Rapids, MI 49501-1768


InstructorCurt Johnson, CCE


Cost$450, member (plus $80 textbook fee)Only two coupons are valid.


q Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008


q Please invoice me. q Coupon —Limit two coupons per member. All payments must be received one week prior to class start date.Cancellation Policy: Cancellations must be received in writing, via fax e-mail or mail, no later than two weeks prior to the event date to qualify for a full refund. Cancellations received later than two weeks prior to the event date do NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email [email protected].

REGISTRATION DEADLINE: MARCH 31, 2016


Business Credit Principles is a 10-week course that provides a fundamental understanding of business credit procedures and policy. This class will also give students information about credit investigation and evaluation along with an overview of legal issues affecting the extension of commercial credit.


Name_______________________________________________________________ Member #_______________________________

Company_____________________________________________________________________________________________________

Address______________________________________________________________________________________________________

City____________________________________________ State _________________________ Zip ____________________________

Phone ___________________________________________ Fax ______________________________________________________


E-mail _______________________________________________________________________________________________________




NACM Great Lakes Region - Ohio

Name ___________________________________________________________ Company _________________________________________

Address____________________________________ City _______________________________________ State ________ Zip____________

Phone______________________________________ Fax ______________________________Mobile _______________________________

Email________________________________________________________________________ Do you accept text messaging? qYes qNo



q Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008q Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226 q Please invoice me. q Coupon —I am using a coupon for this event.



Location: Burntwood Tavern (Upper Room)8188 Brecksville Rd.Brecksville, Ohio 44141

Wednesday, March 912:00 p.m. - 2:00 p.m.

Cost $35 members, $70 non-members. One coupon per person. Lunch included.

Dr. Mark Sniderman will talk about the evolution of the US economy in the aftermath of the Great Recession, with some emphasis on household and corporate balance sheets, financial markets, and select industries. He will also address some of the issues that are affecting the global economic conditions. Dr. Sniderman will provide his outlook for 2016-17, and provide insight regarding the Federal Reserve’s monetary policy strategy. He has designed a presentation that welcomes some questions during the talk, and encourages conversation after his formal remarks.

Lunch Meeting

Recession, Recovery, Expansion: Where Does the Economy Go From Here?



April Roundtable Discussion

Name ___________________________________________________________ Company __________________________________________


Phone______________________________________ Fax ______________________________Mobile ________________________________


l Getting calls from companies you never heard of selling credit reports?l Looking for more cost-effective credit report solutions?l Looking for information regarding credit reports and trends?l Using just one credit reporting agency for your credit reports?l Do you have situations where you can’t find any credit information on a company?l Looking for a one-stop shop for your credit report needs?


Lunch included.



Location: Star Leasing4080 Business Park Dr.Columbus, OH 43204

Tuesday, April 1212:00 p.m. - 2:00 p.m.

Come and share your ideas and suggestions while networking with other NACM Connect members to find solutions to your credit reporting


q Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008q Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226 q Please invoice me. q Coupon —Limit one coupon per member.






NACM CREDIT REPORTING issues and challenges

Moderator: Darren Greene, NACM Connect


NACM Great Lakes Region - Ohio

Cancellation Policy: Cancellations must be received in writing (via fax email or mail) no later than one week prior to the class date to qualify for a full refund. Cancellations received later than one week prior to the class date do not qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. A 20% surcharge applies to late registrations and rebooking. If you have any questions, email [email protected].

• “No Shows” will be responsible for full amount• Maximum two coupons will be accepted• Classes subject to cancellation based on enrollment • 0.6 CEUs available

Please Note:

PAYMENT METHODS

Credit 101, Credit 102, & Credit 103

Name__________________________________________________________________________________________Designation(s) _______________

Company Name ______________________________________________________Address________________________________________________

City ________________________________________________________________________ State ______________ Zip______________________

Phone ________________________________________________________ Fax ________________________________________________________

E-mail _____________________________________________________________________________________________________________________

Mobile ____________________________________________________________________________ Do you accept text messages? qYes qNo

All payments must be received one week prior to event date.q Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008


q Please invoice me.

Online registration is available at www.nacmgreatlakesregion.com

Please print name as you would like it to appear on your name badge.

2016 REGISTRATION FORM

Time: All classes are from 9 a.m. – 4 p.m.(Continental breakfast at 8:30 a.m., lunch included with full day classes)

Cost: Members $189 (per class) l Non-Members $378 (per class)

Please register me for: CREDIT 101 CREDIT 102 CREDIT 103

Elkhart, IN: Mid City Supply Co. Inc., 940 Industrial Pkwy. Elkhart, IN 46516 (Conference Room)

qMarch 1, 2016 qApril 5, 2016 qMay 3, 2016

Indianapolis, IN:Roche Diagnostics9115 Hauge Road Bldg H3Indianapolis, IN 46256

qApril 8, 2016 qMay 13, 2016 qJune 24, 2016

Detroit, MI:AK Steel Corp-Dearborn Works14661 Rotunda Dr, Lobby ADearborn, MI 48121

qMarch 17, 2016

qSeptember 15, 2016qApril 14, 2016

qOctober 13, 2016qMay 12, 2016

qNovember 10, 2016

Grand Rapids, MI: The Highlands Golf Club 2715 Leonard St. NW Grand Rapids, MI 49504

qMarch 30, 2016

qSeptember 28, 2016

qApril 20, 2016

qOctober 26, 2016

qMay 25, 2016

qNovember 30, 2016

Cincinnati, OH:Cincinnati Container Co., Inc. 5060 Duff Dr. (Upper Conference Room)Cincinnati, OH 45246

-------------------------- -------------------------- qMarch 9, 2016

Columbus, OH:Star Leasing4080 Business Park Dr.Columbus, OH 43204

qAugust 9, 2016 qSeptember 13, 2016 qOctober 11, 2016

Dayton, OH:NACM Great Lakes Region Office41 White Allen Ave.Dayton, OH 45405

qApril 21, 2016 qMay 12, 2016 qJune 23, 2016


NACM Great lakes region

March Roundtable Discussions


q I am using a coupon for this event.q Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008q Credit Card—Pay by phone upon receipt of invoice: 1.800.935.6226 q Please invoice me.


2016 Wisconsin

Name ___________________________________________________________ Company __________________________________________


Phone______________________________________ Fax ______________________________Mobile ________________________________


Cost per Meeting$25 members, $50 non-members, one coupon per person.

Guest Presenter: Nick Pokrifcak (NACM Connect)

What’s New in Credit Reporting...And There’s a Lot!





q Fox Valley Tuesday, March 22

8 a.m. - 9:45 a.m (breakfast)

Location: Perkins Restaurant

3030 East College Avenue(Hwy 441 at East College Avenue exit)

(Appleton, WI 54915)

q MadisonTuesday, March 2212:15 p.m. - 2:00 p.m. (lunch)

Location: Rodeside Grill6317 Rostad Circle(I-90/94 & Highway 19 exit)

(Windsor, WI 53598)


NACM Midwest - wisconsin

CBA CoursesCourse Description Spring 2016 Summer 2016 Fall 2016

Business Credit Principles

Monday3/14 - 5/16

Monday8/22 - 10/31

Basic Financial Accounting

Thursday6/16 - 8/18

Thursday8/25 - 10/27

Financial Statement Analysis I

Monday3/14 - 5/16

Thursday8/25 - 10/27

2016 Class Schedule

Evening Class Times: 5:30 – 8:30 p.m.**No Classes on September 5, 2016 (Labor Day)

CONNECT Institute of Credit

Institute of Credit3005 Tollview DriveRolling Meadows, IL 60008Phone: 847-483-6478Fax: 847-253-6241Website: www.nacmmidwest.org

Classes are subject to cancellation based on enrollment.For more information on becoming a certified credit professional, please visit the NACM Midwest website at

www.nacmmidwest.org, or contact Lillian Novak by phone at 800-935-6226,or via email at [email protected].

CBF CoursesCourse Description Spring 2016 Summer 2016 Fall 2016

Business Law Monday3/14 - 6/6

Credit Law Monday8/22 - 11/7

Professional Certification Program Test Dates Application and Paperwork Deadlines Exam Dates

January 18, 2016 Monday, March 14, 2016

April 18, 2016 Sunday, June 12, 2016Credit Congress, Las Vegas, NV

May 30, 2016 Monday, July 25, 2016

September 12, 2016 Monday, November 7, 2016


NACM Midwest - ILLINOIS

Mechanic’s Liens and Bond Claims Using the Tools to Secure your Receivables and Get Paid

REGISTRATION INFORMATION

CEU points and CCE recertification points are available for this class.

Construction Credit is unique. From back charges to retainage, and the all important gathering and verification of job information, construction oriented credit managers need to be experts in maximizing the leverage provided by the lien and bond claim statutes. This session addresses the construction lien process from a national perspective. From collecting job information through foreclosure, be prepared for a fast paced manager’s view

of building the optimal construction credit department.

• Construction Credit is Unique/Justifying the Credit• Defining the Players - The Ladder of Supply• Liens and Bonds - A Defined Right• Preliminary Notice / Notice to Owner Laws• Who Do You Notify?• Managing the Process of Mechanic’s Liens• Construction Oriented Credit Applications• Collecting Job Information• Joint ChecksCredit Administration• Collection Efforts• Maintaining Lien Rights• Bond Claims for Public Construction• Managing the Three Critical Factors• Credit Administration, Collection Efforts, Maintaining Lien Rights• Federal Miller Act

Topics of Discussion: About the Instructor:Chris Ring is the National Representative for NACM’s Secure Transaction Services and he specializes in assisting credit professionals secure their receivables using Mechanic’s Lien Laws and Article 9 of the Uniform Commercial Code. Chris consults with companies on a daily basis leading them to find the best way to use these credit tools to assure that they are in the best possible position to get paid. Since 2002, Chris has completed seminars on both Mechanic’s Liens and UCC Filings for companies, NACM Affiliate Credit Conferences, NACM Industry Credit Groups, CFDD Meetings and NACM’s Secured Transaction Services seminars.

During Chris’ presentations, he demonstrates how to overcome objections from customers, sales reps and management to using these credit tools. Chris also actively solicits questions from attendees so all attendees can learn from the successes and struggles others have had while using these tools. In the end, Chris’ goal is to help you be the best credit professional you can be and have a little fun along the way.

Name_______________________________________________________________ Member #____________________________________

Company___________________________________________Address________________________________________________________

City____________________________________________ State _________________________ Zip _________________________________

Phone ________________________ Fax _________________________E-mail ________________________________________________

Mobile _________________________________________________________________ Do you accept text messaging? qYes qNo

Location: NACM Midwest Headquarters3005 Tollview DriveRolling Meadows, IL 60008

Date: Thursday, March 17, 2016Time: 8:30 a.m. – 12:00 Noon (8:00 a.m. Breakfast) Cost: $149 per person for NACM members (One coupon per person) $298 per person for non-members

q Check enclosed - (Payable to NACM Connect) mailed to: 3005 Tollview Drive, Rolling Meadows, IL 60008q Credit card - Pay by phone upon receipt of invoice: 1.800.935.6226q Please invoice me. q I am using a coupon for this event.

Cancellation Policy: Cancellations must be received in writing, via fax, e-mail or mail, no later than one week prior to the class date to qualify for a full refund. Cancellations received later than one week prior to the class date DO NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored.


NACM



All payments must be made prior to the event.


NACM Midwest - illinois


NACM midwest - nebraska


Dates Monday, May 16 —Thursday, May 19

Time 8 a.m. – 5 p.m.

LocationPurina - Lincoln Operations Office5500 North Cotner BlvdLincoln, NE 68507(Off Cornhusker Highway in northeast Lincoln under the large grain elevator)

FAX THIS FORM TO 847-253-6241 • YOU WILL RECEIVE AN INVOICE SHORTLY.

InstructorJohn Jaeger, CCE

Hotel Accommodations Please contact Frank Schetski (NACM Connect) at [email protected] for nearby hotel and rate information.

NACM Connect Institute of Credit


Cost$450, member (plus $80 textbook fee)Only two coupons per person are valid.


q Check enclosed—payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008q Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226q Please invoice me. q I am using ___ coupon(s) for this event. All payments must be received one week prior to class start date.Cancellation Policy: Cancellations must be received in writing, via fax e-mail or mail, no later than two weeks prior to the event date to qualify for a full refund. Cancellations received later than two weeks prior to the event date do NOT qualify for a refund of registration fees. Sorry, phone cancellations cannot be honored. If you have any questions, please email [email protected].


NACM


Four -Day Cer t i f i ca t i on Course

REGISTRATION DEADLINE: MAY 6, 2015

Name_______________________________________________________________ Member #_______________________________

Company_____________________________________________________________________________________________________

Address______________________________________________________________________________________________________

City____________________________________________ State _________________________ Zip ____________________________

Phone ___________________________________________ Fax ______________________________________________________


E-mail _______________________________________________________________________________________________________


Business Credit Principles provides a fundamental understanding of business credit procedures and policy. This class will also give students information about credit investigation and evaluation along with an overview of legal issues affecting the extension of commercial credit.




NACM GAteway Region

CEU points and CCE recertification points are available for each meeting.

Name ___________________________________________________________ Company _________________________________________

Address____________________________________ City ______________________________________ State ________ Zip____________

Phone_____________________________________ Fax ______________________________Mobile ________________________________



Credit Card ChargebacksFight or Flight?

WAKE UP AND LEARN



Tuesday, March 228:00 - 9:30 a.m.

Breakfast Roundtable Meeting

Moderator - Debbie Harper (Truck Centers)

March Roundtable Discussion 2016 NACM Gateway Region

Cost Per Meeting$25 members, $50 non-members

One coupon per person(Breakfast Included)

LocationChris’ Pancake & Dining5980 Southwest Avenue

St. Louis, MO 63139


q Check enclosed—(payable to NACM Connect) mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008q Credit card—Pay by phone upon receipt of invoice: 1.800.935.6226 q Please invoice me. q Coupon —I am using a coupon for this event.



NACM Connect

Name_______________________________________________________________ Member #____________________________________________

Company___________________________________________Address________________________________________________________________

City____________________________________________ State _________________________ Zip_________________________________________

Phone ________________________ Fax _________________________ Email _______________________________________________________


Time (Note your time zone) 11 a.m. — 12:15 p.m. ET10 a.m. — 11:15 a.m. CT 8 a.m. — 9:15 a.m. PT

All payments must be made prior to receiving link for the webinar.qCheck—Payable to NACM Connect and mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008qCredit card—Pay by phone upon receipt of invoice: 1-800-935-6226. qPlease invoice me.qI’m using a coupon for this event.




The Bottom Line: Deduction Strategies for Protecting Profit Margins

WEBINAR

About the WebinarIn today’s business environment, companies are focused more than ever on profits and protecting their bottom line. Effective deduction strategy can either enhance or detract from your company’s current and future revenue.

In this webinar, we’ll review strategies and techniques to minimize the negative effect of deductions and finding balance in our approach with our customers. We’ll also review deduction categories, applicable strategies for each group, and obstacles that prevent us from being successful.

During this 75-minute webinar you will:• Learn the importance of developing measurements and strategies for dealing with deductions• Hear proactive approaches to reducing future deductions• Get tips for overcoming the greatest barrier to successful deduction management

About the Presenter

Date Thursday, May 12, 2016

Thursday, May 12, 201610 am - 11:15 am CT

WEBINAR REGISTRATION

Diana CroweSince joining IAB in 1995, Diana Crowe has served in many capacities, both in operations and corporate. She presently serves as Manager of Business Development. Diana holds a B.S. degree in Management. Along with her education, she has extensive experience in accounts receivable, including credit management, collections, and deduction experience in a multitude of industries. In addition to her operational experience, Diana has a strong background in training and Human Resources. She served as Corporate Trainer at IAB and also served as an on-line instructor for a Deduction Management Course offered through the Credit Research Foundation. Along with being a regular presenter at IAB’s annual meetings, she has provided on-site training in a wide variety of subjects for IAB’s clients and various trade groups.

Participation points are available for this webinar.

SAP Credit and A/R Users Group Meeting

Open Forum Discussion Moderated by

Linda Hass, SAP Consultant

Monday, April 11, 2016 NACM Midwest

3005 Tollview Drive Rolling Meadows, IL 60008

Open Forum 8:00 A.M. – 4:00 P.M. Cost SAP User Group Members Registration Fees Non-Member Fees $175, SAP User Group Members, first attendee $350, Non-SAP group member

$145, Each additional attendee from the same company $450, Non-NACM member

Price includes continental breakfast and lunch. Sorry, no coupons accepted for this event. Registration Form Name:____________________________ Company: ___________________________________Member #_________________ Address: ___________________________________________ City: ______________________ State: ____ Zip: __________ Phone: _______________________________ E-mail: _________________________________ Fax: _______________________ What do you consider your level of expertise in SAP: Beginner Intermediate Advanced

You will be invoiced for this meeting. Please submit payment once invoice has been received. Upon receipt of the invoice, if you wish to pay by credit card please call 1-800-935-6226.

Please e-mail your discussion topics to [email protected].

Fax this registration form to 847-483-6427 no later than Thursday, April 7, 2016. You can also register online at www.nacmconnect.org.

For more information, please contact Themis Vlahos, CCE at 800-935-6226, ext. 6428.

Rooms are available at the Holiday Inn Rolling Meadows for $99 per night. Please call 847-259-5000 and mention NACM.


NACM Connect

In June 2016, NACM will host the 120th Credit Congress & Expo at the

magnificent Caesars Palace Las Vegas. Come be a part of this grand tradition of education, professional development and

camaraderie among business credit professionals from around the world.

Visit creditcongress.nacm.org for registration and program details.

NACM Gateway Region | NACM Great Lakes Region | NACM Midwest | NACM Upstate New York

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2016 march/april interconnection

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