ways to thighten credit

7/27/2019 Ways to Thighten Credit

1/12

CCREDITREDITNNEWSEWSMon t h ly m i d a t l a n t i c n a cm . c om J u l y 2 0 0 2

Official Newsletter of the

Mid-Atlantic NationalAssociation of Credit

Management

Profi t Through Knowledge!

26 Ways to Tighten Credit

Control Wi thout Al ienating

Sales . . . Much

(continued on page 3)

Getting along with sales has always been important andsometimes quite difficult. In the current fragile economicenvironment, credit professionals often find this tenuousrelationship stretched even further as they search for waysto tighten controls on sales staff selling to customers whodont meet credit standards. In a recent subscriber survey,credit professionals shared their secrets for establishing asmooth relationship with sales and tightening credit con-trols where needed.

Collections

Inevitably, the problems between sales and credit focus oncollections. As you will see, many credit managers findthat the credit-sales relationship falls apart when the issueof collections arises. The credit professional who earns

the respect of the sales department eliminates many of thedepartments collection issues. When they understandthat we are working with them as a team, explains onecredit manager, they trust my decision. Gaining that trustsometimes takes a little effort spread over many months.

I also choose my battles, he continues, loosening upwhen little risk is involved. The credit manager who letsthe salesperson win when the risk isslight will not be seen as inflexible.Then, when the risk is greater, thesalesperson might be willing to give a

little and not insist on a particularsale.

When sales and credit partner to-gether, everyone wins. The salesper-son make more sales, the credit andcollection professional collects ahigher percentage of the receivables,and the company prosperswhich isgood for everyone concerned.

Inside This Issue:

26 Ways to Tighten Credit Control ....................... 1

New Members .......... .......... .......... ........... .......... ......... 2

New Consumer Credit Service ...............................5

GOWBrowser Update ......................................... 5

New Credit Group Announcement ........................6

Fundamentals of Credit Management Seminar ... 7

Employment Website Link ............ ............ ............ ...... 8

NACM Staff List .....................................................8

106th Credit Congress Tape/CD order form ........ 9

Employment Highlights from CreditJobsToday......... 11

Event Calendar .....................................................12

Techniques

The professionals responding to our survey shared theways that they had improved the sales-credit relationship.

Quite a few commented that it did not happen overnightbut rather over a period of time, as the sales staff came tounderstand that the credit staff was trying to work withthem, not against them. As the sales staff comes to trustthe credit staff, there are fewer arguments when the creditdepartment has to refuse a new customer or put an existingcustomer on credit hold.

The accompanying sidebar detailsnumerous ways credit professionalshave worked to establish good rela-tionships with sales at the same

time they are trying to tighten thereins on extending credit to custom-ers of questionable financial stand-ing.

Most credit managers will find sev-eral techniques here that they canuse to fine-tune the relationship

with their own sales staff.

Announcing . . .

NEW GROUP FORMING

The Central Pennsylvania

Equipment Group

See page 6 for more details


2/12

We would like to congratulate Brian J. McCrudden, CCE of Aventis Behring, LLC and StevenHatala, Jr., CCE of Novartis Pharmaceuticals Corp. for becoming Certified Expert Witnesses.

Need an expert in the analysis of preference claims and defenses?

WE L C O M E TO OU R NE W E S T M E M B E R S

C r e d i t N e w s C r e d i t N e w s J u l y 2 0 0 2 J u l y 2 0 0 2 P a g e P a g e 22

New members* of the Mid-Atlantic NACM from June 1, 2002 to June 30, 2002.

Alpharma USPD Inc.Craig Casey

Avatech SolutionsTamika Boone

Foamex InternationalRuss Rosenzweig

GE Supply CompanyEric Nygaard

Games WorkshopKaren Zukowski

Griffith Electric SupplyCo., Inc.Rupert Swindells

Superior ProductsConnie Baker

ACMs newest credit

management tool

Electronic Funds

Transfer (EFT)

EFT offers you the ability to take advantage ofthe latest electronic capabilities by allowing youto receive payment information over the phone,fax or the internet, then depositing the itemelectronically via ACMs state-of-the-art en-crypted website. Payment is typically receivedin 48 hours. I n effect, the bank is beingbrought to your desktop!

Under the exclusive ACM/NACM memberbenefit package, we take pride in our continuedpolicy ofno startup fees, no costly software,and no monthly min imum fees.

For more information about EFT, check guar-antee, orcredit card merchant services, weencourage you to call (800) 759-6786, or visitAmerican Check Managements website atwww.acmeft.net.

*A new member denotes either a new company or a new contact for an existing member company.


3/12

C r e d i t N e w s C r e d i t N e w s A p r i l 2 0 0 1 A p r i l 2 0 0 1 P a g e P a g e 33C r e d i t N e w s C r e d i t N e w s M a y 2 0 0 1 M a y 2 0 0 1 P a g e P a g e 33C r e d i t N e w s C r e d i t N e w s J u n e 2 0 0 1 J u n e 2 0 0 1 P a g e P a g e 33C r e d i t N e w s C r e d i t N e w s J u l y 2 0 0 2 J u l y 2 0 0 2 P a g e P a g e 33

(continued from page 1)

26 WAYSTO TIGHTEN CREDIT CONTROL


1. Establish a prequalification process for use by bothinside and outside sales forces for new and prospec-tive customers. Once the sales force gets comfort-able with this approach, it will not schedule meetings

with prospective customers until it has put themthrough the inquiry process. It will also spend lesstime pursuing customers with a questionable abilityto pay.

2. Show the sales staff over a one-year period that sell-ing to poor credit-risk customers does not makesense.

3. Establish and definewith management supportstandards. Inform sales of the standards and requireit to be included in the collection of past-due in-

voices.4. Put corporate collection policy in writing and distrib-

ute to the sales staff. Give sales staff the responsibil-ity to collect on slow pays.

5. Require preapproval from credit prior to approachinga new customer. By responding to queries from salesquickly, via e-mail, it is possible to slowly get buy-into this approach from sales.

6. Limit the number of people who can override a credithold. Have staff reduce credit limits on tardy cus-

tomers.

7. Hold sales responsible for past-due amounts on unau-thorized sales. Penalize the sales staff financially onunauthorized sales that are not collected. It will onlytake one or two penalties to get the attention of thewhole sales staff.

8. Dont allow customer service to override soft creditholds.

9. Hold shipments on orders where the salesperson doesnot verify the credit limit before processing the order.

10. Rewrite credit and collection policies to reflect thefact that the salesperson will only get paid after thecompany has been paid. Once the sales reps realizethat their bottom line will be affected, they becomevery interested in helping with collection efforts.

11. Charge sales reps for violations of company policyfor not selling to past-due accounts.

12. Provide sales staff members with a copy of the creditand collection policy and procedures manual. Meetwith them quarterly, perhaps at their sales meetings,

and answer any questions about the policy and othercredit issues.

13. Change the compensation scheme for salespeople so

they are not compensated if the company has to ei-ther write the receivable off or turn it over to a col-lection agency.

14. Enhance system so that sales can be provided withmore accurate and more timely information about itsaccounts.

15. Educate the salespeople about the wonderful worldof credit. Gradually, they will change their view ofcustomers who are not paying on time and those tak-ing unauthorized deductions.

16. Accomplish two goals with one techniqueaccompany the salesperson on customer visits. Thiswill not only improve the relationship with sales butas it gets to know the credit professional better, it willalso sharpen the credit analysis performed to set acredit limit.

17. Create a report, broken down by salesperson, thatcaptures account, sales, payment history, DSO, andwrite-offs. Present this data at sales meetings. When

presented with the facts in black and white, mostsales staffs are less reluctant to get credit involved

before they call on a new potential customer. Nosalesperson wants to have the worst performance,even if it is on a list generated by the credit depart-ment.

18. Schedule regular meetings with the sales departmentto discuss and resolve issues related to short pays anddisputed items.

19. Keep the sales department involved with accounts asthey become past due. This way there are no sur-

prises when a large customer is put on credit hold.

20. Use the sales department as an extension of the creditdepartment to obtain more indepth information aboutthe customer.

21. Try to look at things from the salespeoples point ofview. Accompany them on a few sales calls, not todiscuss credit issues, but to understand the problemsand issues they encounter each day.

22. Stop selling to companies that have outstanding ba l-ances in excess of 90 days. By e-mailing the sales


4/12


department the aged trial balances for their accounts,you can easily show it which customers are likely tofall into that category.

23. Involve the sales department in managing customeraccounts from a credit standpoint. This cross-functional approach, sometimes referred to as finan-cial customer service, not only improves service tocustomers, but also speeds up collections.

24. Become a polite, but consistent, nuisance with saleson collection issues. Encourage it to contact credit atthe first sign of a problem or it a potential new cus-tomer needs to be investigated.

25. Improve the visibility of the credit department within

the company. As the credit department earns morerespect overall, it is likely to spread to the sales de-partment as well.

26. Distribute reports throughout the company showingDSP, best possible DSO, CEI, and percent of delin-quencies 60 days or longer. This information can be

broken down by division or branch, encouraging thedifferent groups to compete against each other for thebest figures.

(Source: MCRCSurvey)

Reprinted by permission 2002 IOMAs ManagingCredit Receivables & Collections Report. MarySchaeffer, Editor, 212/244-0360. http\\:www.ioma.com


26 WAYSTO TIGHTEN CREDIT CONTROL

Dont Forget . . .

Our Annual Golf

Tournament inSeptember

September 20, 2002

Pleasant Valley

Golf ClubStewartstown, PA

For more information

contact Audra Wisnom

at 410-785-6419


5/12

GROUPS ON THE WEB

BROWSER UPDATE INFORMATION

With all of our recent additions and upgrades to Groups on the Web, we have found that some older internet browsers cannot processsome of our reports/data. In order to use all of the features and to fully utilize our Groups on the Web site, we strongly recommendthat you upgrade your browser to their current versions. The most recent version of Internet Explorer is 6.0 , and the most recent ver-

sion ofNetscape is 6.2 .

You can download the latest program updates free on the web.

For Internet Explorer:http://www.microsoft.com/windows/ie/downloads/ie6/download.asp

For Netscape:Http://wp.netscape.com;computing/download/index.html

If you have any problems or questions about this, please contact Jason Gardner at 410-785-1975 x115.


NACM Mid-Atlantic Announces

New Credit Service

NACM Mid-Atlantic and OneCreditSource.com have teamed up to provide consumer credit reports to NACMmembers. NACM Mid-Atlantic continues to research and build strategic relationships with quality credit re-lated companies, so their members have access to the tools necessary to make accurate credit decisions. One-CreditSource.com provides on- line consumer credit reports to a vast array of clients, and is known for theirindustry leading customer service.

What does OneCreditSour ce.com have to off er?

OneCreditSource.com has a unique relationship with the three major credit reporting agencies (TransUnion,

Equifax & Experian) that allows them to return consumer credit reports on- line. All transactions are secure,which keeps the website safe from prying eyes. Plus, OneCreditSource.com is web based so there is no soft-ware to install or maintain. Finally, there are no annual or monthly minimum fees associated.

How do I begin to uti li ze thi s service?

Visit the credit reporting section of NACM Mid-Atlantics website at http://midatlanticnacm/creditinfo/index.html. Then click on the OneCreditSource.com logo, and simply fill out the new client page, or call your localNACM Mid-Atlantic representative, Nancie Makowski at 800-220-7237 x117 and she can answer any ques-tions you may have. Upon completion, an OneCreditSource.com representative will call and get you intocompliance per the Fair Credit Reporting Act.

* * * For a f ree on-l ine demonstration please call Robin at 800-955-1356 x282 * * *


6/12

C r e d i t N e w s C r e d i t N e w s J u l y 2 0 0 2 J u l y 2 0 0 2 P a g e P a g e 66

MI D-ATLANTI C NACM

ANNOUNCES. . .

FORTHEPROTECTIONOF ALL MEMBERS,NACMMEETINGSARESANCTIONEDBY

THENATIONAL ASSOCIATIONOF CREDITMANAGEMENTANDAREGOVERNEDINACCORDANCEWITHALL ANTI-TRUSTRULESANDREGULATIONS.

M O N T H L Y

MEETINGS YOU WONT

WANT TO MISS!!

FOR MORE INFORMATION CALLJEANNE LONG AT

410-785-1975 EXT. 126

a formal meeting of The Central Pennsylvania Equipment Group onAugust 21, 2002. This group is comprised of manufacturers orwholesale distributors of building, construction and/or transporta-tion materials, equipment or supplies. The group will incorporatefactual discussion on accounts located in the Central and SouthernPennsylvania areas. The concept is simple: Exchange Informationand Reduce Losses!

Please take a moment to complete and return the attached form. Fax to Jeanne

Long at 410-785-1993 before August 14, 2002.

Yes, I am interested in participating in the August 21, 2002 meeting.(MEETINGSWILLBEHELDAT CLEVELAND BROTHERSIN HARRISBURG)

No, I am not interested.

I am not interested at this time, but would like NACM to keep meupdated on the status of this group.

Name of company: ___________________________________________

Contact name: ______________________________________________

Phone #: _____________________ Fax #: _______________________

Email: _____________________________________________________


7/12

New to the Credit Function?

Want to Know How to Get SomeHelp?

Receivables Management Got

you Down?

Credit Losses Rising?

If you answered YES to any of these questions, you need to attend the Funda-

mentals of Credit Management Seminar offered by the NACM Mid-Atlantic andthe Credit Research Foundation!! At this seminar, youll learn:

Credit Fundamentals

Tools of the Trade

The Basics of Receivable Management

Measures of Performance

How to Evaluate a Customer

Controlling Credit Risk Exposure

Basic Collection Procedures

August 21, 2002

NACM Mid-Atlantic Office224 Schilling Circle

Hunt Valley, MD 21030

Breakfast/Registration 8:309:00 amPresentation 9:0010:30 am


$50per person for Mid-Atlantic NACM members$85per person for non-members

Name(s) _____________________________________________________________

Company __________________________________________ NACM # __________

Phone _______________________________ Fax ___________________________

Email _______________________________________________________________

q Please bill by company for $__________.

q Check enclosed for $__________ payable to Mid-Atlantic NACM

q Charge credit card for $________ Circle One - Master Card, Visa, Amex

Card Number _______________________________________ Exp. Date _________

Signature of Cardholder _________________________________________________

Registration must bereceived by:

August 16, 2002

Mid-Atlantic NACM,P.O. Box 864

Hunt Valley, MD 21030

Phone: 410-785-6419

Fax: 410-785-9651

Presenter: LyleWallis,CCECreditResearchFoundation

Fundamentals of Credit Management


8/12

Dont put it off another day!Now, its easy to jump start your credit career.

Go now to our web site:www.midatlanticnacm.com Click on Employment

Need a job?Our job site was built exclusively for credit pos i-tions. We now have more trade credit and collec-

tion jobs than the New York Times, the Washing-ton Post, the Wall Street Journal, and the next two

largest credit niche job sites put together!

Searchable and database-driven, giv-ing you great flexibility:

Post your resume on the site Great traffic by employers Searchable by keyword See how many times employers look at your

resume

Set up a search agent

Anonymously have the jobs that meet your cri-teria sent to you as soon as they are posted

You set the criteria to your exact specs Easy to use

Need a great candidate?Youll reach the best talent pool in the world on theMid-Atlantic NACM job site! There is no better

place to post all of your credit, collections, and A/Rjobs.

Post a job Great traffic Great talent Cost effective

Search the rapidly growing resume database Database-driven Searchable by keyword, enabling you to look

for specific skill sets

Set up a resume search agent Resumes meeting you exact specs e-mailed

automatically to you.

In Association with

Credit Today

C r e d i t N e w s C r e d i t N e w s A p r i l 2 0 0 1 A p r i l 2 0 0 1 P a g e P a g e 88

Mid-Atlantic NACM

Staff Extension List

President

127 William Von Hagel

Accounting

105 Heidi Fleshman 110 Brenda Miller

Collections

103 Jerry Insley104 Sheila Clayton102 Anne Novotny129 Lavy Mammen

Education/Membership/

Newsletter Editor

119 Audra Wisnom

Industry Groups

121 Sharon Bucci126 Jeanne Long123 Barbara Pasko

Interchange/Reports

117 Nancie Makowski

116 Trisha Daily114 Michelle King

Computer Services

115 Jason Gardner

Sales & Contracts

111 Jennifer McCoy

Sales Dept. Direct Dial

Phone Numbers

Jenny 443-463-8433Jerry 443-463-8434

C r e d i t N e w s C r e d i t N e w s M a y 2 0 0 1 M a y 2 0 0 1 P a g e P a g e 88C r e d i t N e w s C r e d i t N e w s J u n e 2 0 0 1 J u n e 2 0 0 1 P a g e P a g e 88C r e d i t N e w s C r e d i t N e w s J u l y 2 0 0 2 J u l y 2 0 0 2 P a g e P a g e 88


9/12



National Association of Credit Management106th Credit Congress & Exhibition

Audio CD/Tape Order Form

$20.00 PER SESSION FOR TAPES or $25.00 PER SESSION FOR AUDIO CDs

SESSION # SESSION TITLE & SPEAKER

TUESDAY, JUNE 11

CM9399 OPENING GENERAL SESSIONSheldon Bowles, Entrepreneur & Best-selling Author (High Five!)

WEDNESDAY, JUNE 12

CM9335 SUPER SESSONChoose to Change and Win (based on the best-seller, Who Moved My Cheese?); Dr. GaryBradt

CM9336 Bankruptcy ReviewBruce Nathan, Esq., Davidoff & Malito

CM9339 Country Risk AnalysisHans Belcsk, S.J. Rundt & Associates, Inc.

CM9340 Cash Flow OptimizationPatrick Connelly, CCE, Tech Data Corporation

CM9341 Volunteer Board Leadership Training: Best Practices in Governance (Pt 1 of 2) - Glenn Tecker, Tecker Consult-ants, LLC

CM9342 Credit Basics (Part 1 of 3) - James McIntyre, CCE, McIntyre Enterprises, Ltd.

CM9343 Bottom Line Impact Benefits to Trade Credit Insurance(moderator) Thomas Raspanti, Creditek RiskManagement Group, LLC

CM9344 Capturing and Moving Customer Payments ElectronicallyTom Palie, Conversant Communications

CM9345 Challenges and Issues of Managing Credit in the Building and Construction Credit Arena (Pt 1 of 2) -Michael Holden, Esq., Holden Brodman PLC

THURSDAY, JUNE 13

CM9350 Corporate Profits and Quality of Earnings (Pt 1 of 2) - George Gallinger, Ph.D., Arizona State University

CM9351 Knowledge ManagementMary Rau-Foster, RN, BS, ARM, JD, Foster Seminars and Communications

CM9352 Legal Environment of CreditWanda Borges, Esq., Borges Donovan

CM9353 How to Write a Credit Line Recommendation George Schnupp, CCE, IMC Agrico

CM9354 Proactive Portfolio/Risk Management Decisioning Through Internet ScoringMichael Banasiak, PredictiveBusiness Decision Systems; Peter Connolly, Wright Express; Blanca Perez, Florida Power & Light; MarthaMetroka, Experian

CM9355 Fighting E-Commerce Credit FraudAlvin Cameron, Digital River, Inc.

CM9356 International Credit and Risk Management: How to Get Started and Keep GoingPaul Beretz, CICE, PacificBusiness Solutions

CM9358 Challenges and Issues of Managing Credit in the Building and Construction Credit Arena (Pt 2 of 2) - MichaelHolden, Esq., Holden Brodman PC

CM9359 How to Do Business in MexicoIgnacio Pumarejo Gonzalez, Pumarejo, Sanchez Rochin & Marquez

CM9360 Leading & Succeeding in Your OrganizationBill Balduino, D&B Risk Management Practices; Patricia Clifford,D&B Winning Culture Champion

Didyoum

issthe

CreditCon

gress?

OrderOn-Linewww.cmc-net.com


10/12

C r e d i t N e w s C r e d i t N e w s A p r i l 2 0 0 1 A p r i l 2 0 0 1 P a g e P a g e 1 01 0C r e d i t N e w s C r e d i t N e w s M a y 2 0 0 1 M a y 2 0 0 1 P a g e P a g e 1 01 0C r e d i t N e w s C r e d i t N e w s J u n e 2 0 0 1 J u n e 2 0 0 1 P a g e P a g e 1 01 0C r e d i t N e w s C r e d i t N e w s J u l y 2 0 0 1 J u l y 2 0 0 1 P a g e P a g e 1 01 0P a g e P a g e 1 01 0C r e d i t N e w s C r e d i t N e w s A p r i l 2 0 0 1 A p r i l 2 0 0 1 C r e d i t N e w s C r e d i t N e w s J u l y 2 0 0 2 J u l y 2 0 0 2 P a g e P a g e 1 01 0

SESSION # SESSION TITLE & SPEAKER

THURSDAY, JUNE 13 (continued)

CM9365 Working Capital: Who Owns It and How Do You Measure It? - Maria DAlessandro, CCM, CPA, WachoviaTreasury Consulting; Lloyd Straits, CCM, Northrop Grumman

CM9366 Understanding How Culture and Negotiating Influence the International Credit ManagerPaul Beretz, CICE,Pacific Business Solutions

CM9368 Advanced Issues in BankruptcyWanda Borges, Esq., Borges Donovan; Bruce Nathan, Esq., Davidoff & Malito;and Charles Tatelbaum, Esq., Cummings & Lockwood

CM9369 Conflict ResolutionMary Rau-Foster, RN, BS, ARM, JD, Foster Seminars and Communications

CM9370 Corporate Profits and Quality of Earnings (Pt 2 of 2) - G. Gallinger, Ph.D., Arizona State University

CM9371 Volunteer Board Leadership Training: Best Practices in Governance (Pt 2 of 2) - Glenn Tecker, TeckerConsultants, LLC

CM9372 Making the Decision and Collection BasicsJames McIntyre, CCE, McIntyre Enterprises, Ltd.

CM9373 The Electronic Credit Department: The Internet and Legal Issues Affecting the Credit ProfessionalScottBlakeley, Esq., Blakeley & Blakeley LLP

CM9374 Effective Credit & Collection Policies and Procedures to Manager Risk in a Dawn Economy(moderator) TomCorbett, CreditRiskMonitor.com


To receive an order form please call Audra Wisnom at 410-785-6419 or go to www.cmc-net.com.


11/12

C r e d i t N e w s C r e d i t N e w s J u l y 2 0 0 2 J u l y 2 0 0 2 P a g e P a g e 1 11 1

NACM Mid-Atlantic would like to thank

the record number of6464 member

attendees who helped make this years

Credit Congress another great success!

Bruce Nathan &Bill Von HageldiscussingBruces Bankrup-cty presentationduring CreditCongress in LasVegas.

Bill Von Hagel(left) & RogerGreene, Chairman(right) present BobLong with Certif i-cate of Apprecia-tion during CreditCongress for Bobstenure on the

Credit Correspondent

Black & Decker; Towson, MD

Must be able to speak French Education back-

ground in business. Accounting or Finance aplus. Degree is not required. Good communi-cation skills- verbal and written. Good time

management skills. Ability to handle and pri-

oritize numerous projects. Position involvesworking in an advanced A/R system to man-

age a group of accounts from a financial ser-vices perspective. They deal with any issue

which can affect the A/R balance of the cus-tomer. The collector is the key contact and

problem solver for this type of issue. Key

Functions: Review of referred orders, solicitaccount regarding past due receivables, creditline approvals and reviews up to 20k, cash

application when required, resolving disputesutilizing various tools and sources of informa-

tion, and interacting with customer via phoneand internet.

Credit and Collections Representative

DAP Inc.; Baltimore, MD

DAP Inc., a leading manufacturer of caulks,sealants, adhesives, coatings and other homeimprovement products has an excellent op-

portunity available for a Credit and Collec-tions Representative at our World Headquar-ters located in Canton's historic district of

Baltimore. Responsibilities include: * Admin-ister credit policy (Process credit applications

through account research) * Create internaland external correspondence * Preparemonth-end reports Individual must have 2

years experience in general accounting or

credit and customer service. Excellent ver-bal and written communication skills as

well as Word and Excel a must. Accurateentry of alpha and number data required.

International Credit Manager

Smyth Corporate Staffing, Phila, PAGlobal industrial products manufacturer

seeks an international credit expert to jointheir well established , professional com-

mercial credit department. The successfulcandidate will have a minimum of 3 yearsinternational, export credit experience,

knowledge of letters of credit, export docu-mentation and political risk analysis. GreatPhiladelphia location. Sal. to 65K. Degree a

must. MBA a plus.

Director of Credit & Collections

Philadelphia, PA

Reporting to the CFO, this Director ofCredit & Collections will lead the overallcorporate direction of the national credit &collections function. Monitor the credit and

accounts receivable performance of the re-gions and identify areas where individual

region improvement is required. Serve as aresource for regions in addressing difficultaccounts receivable issues. Assist the Na-

tional Accounts Group in the review andapproval of new and prospective nationalaccount customers. Assist regional com-

pany management with credit review forcredit limit requests greater than $100,000.

Assist the Internal Audit group in monitor-

ing region compliance with Corporate Credit

& Collections policies and procedures. Willdirect and oversee regional credit and collec-

tions managers throughout the U.S. Developstandard job descriptions for region credit

positions including, Credit Manager, Credit

Analyst, Collections Specialist and A/R Sp e-

cialist. Assist regions in recruiting for ac-counts receivable and credit positions. Work

with Corporate Human Resources to developtraining programs to improve the qualifica-

tions of the region credit and collections staffand to assist in raising the qualifications of allexisting associates to minimum standards as

set by corporate management. Develop andmonitor the effectiveness of standard com-

pensation and incentive programs for region

credit associates.

Supervisor, Credit & Collections

Cablevision Systems Corp., Bethpage, NY

Responsible for managing an annual portfolioof 265 million dollars and supervise the dailycredit and collections activity for nine Na-tional and Regional ad sales divisions. Ap-

prise of department status & seek advise onprioritizing department and company objec-

tives. Credit & Collection issues and overallcustomer service-related issues. Personneland HR related issues for staff. Outside rep

agreements, collection agency and bank-ruptcy-related issues. Customer service re-lated issues. Placement and management of

accounts placed for collection, bankruptcyfilings, legal issues related to credit and col-

lections.

For more information of the following job openings check out our web-site at www.midatlanticnacm.com and click on the employment link.

EMPLOYMENT HIGHLIGHTS from CreditJobsToday.com


12/12

COMING EVENTSSeptember 2002Credit Scoring & Technology

New JerseyKing of Prussia, PAMaryland

September 12, 2002Advanced Collection TechniquesBaltimore, MDInformation: 410-785-6419

September 20, 2002Annual Golf TournamentStewartstown, PAInformation: 410-785-6419

October 2002MD & VA Liens and BondsBaltimore, MD

October 22, 2002General Membership Meeting

Bankruptcy UpdatesNew Jersey

October 23, 2002General Membership MeetingBankruptcy UpdatesKing of Prussia, PA

July 15, 2002Defense of Claims for DefectiveProductsTeleconferenceInformation: 410-740-5560

July 16, 2002Credit Card Payments Go B2B andLegal Developments Affecting theCredit ProfessionalHunt Valley, MD

August 12, 2002Reduce Deductions & Control YourChargebacksTeleconferenceInformation: 410-740-5560

August 14,-16 2002Fundamentals of Credit ManagementHunt Valley, MD

August 21, 2002Credit Research FoundationCredit

and Accounts Receivable Open Fo-rumEmbassy Suite LakefrontChicago, IL

September 9, 2002EscheatmentTeleconferenceInformation: 410-740-5560

FOR THE PROTECTION OF ALL MEMBERS,NACM MEETINGS ARE SANCTIONED BYTHE NATIONAL ASSOCIATION OF CREDIT

Audra Wisnom

October 24, 2002General Membership MeetingBankruptcy UpdatesMaryland

ways to thighten credit

Documents