Educational Sessions

Construction Industry Day  -   Wednesday October 11, 2017 1:00 pm - 4:30 pm

Chris Ring - National Sales Representative for NACM’s Secured Transaction Services
Mikel R. Bistrow - Partner with Dinsmore & Shohl LLP
Christopher Celentino - Partner with Dinsmore & Shohl LLP

Is an understanding of Mechanic’s Lien Laws, Stop Notices, Payment Bonds and Preliminary Notices important to you? Do you understand the basics but need to learn about more complex issues that arise with respect to works of improvement? Is your company located outside of California but working on or supplying materials to California construction projects? Is your California-based business involved with construction projects outside of California? If the answer to any if these questions is yes, then this seminar is for you!

This program will provide a refresher on the basics and also address more complex issues covering:
  • History of the Mechanic’s Lien
  • Mechanic’s Lien Laws and Related Remedies
  • Stop Notices and Payment Bonds
  • Bond Releases on Mechanic’s Liens and Stop Notices and Bond Claims
  • Effect of Bankruptcy Filings on Perfection and Enforcement of Mechanic’s Lien Related Remedies
  • Lien Rights are State Specific
  • Construction Credit is Unique
  • Reduce Risk/Sell More
  • Assessing Risk up and down the ladder of supply
  • Collateralizing the receivable
  • Lien rights defined
  • DBE Contractors – Assessing risk
  • Job Information – who gathers and why
  • Preliminary Notices – How Sales and Customer view them – Why you need to send them
  • Verifying Job information
  • Full Price vs. Unpaid Balance Lien States
  • Joint checks
  • Private vs. Public Construction
  • Miller Act Claims on Federal Projects and Claims on State Public Project
  • Construction Projects on Indian Tribal Lands
  • Why is public different – Longer payment Cycle
  • Wrap up – Q&A

CEUs: 0.300 CCE Recert CEUs: 0.300ICEUs: 0.000

International Business Day - Wednesday October 11, 2017 1:00 pm - 4:30 pm

Global Hot Spots – China, India and Mexico

Moderator: be announced...

Wanda Borges, Esq., Borges & Associates
Romelio Hernandez, Esq., HMH Legal
Lee Spurrier, Coface
Doug Maesaki, Wells Fargo Bank

How to Do Business in Challenging Countries

A group of panelists will provide their view on some of the toughest countries to do business in. The moderator will guide the conversation on the challenges they face managing their international portfolio.

CEUs: 0.300 CCE Recert CEUs: 0.300ICEUs: 0.300

The NACM Database & Portfolio Risk Analysis: Validate Your Process & Prove Your Value

Gina Calabrese-Sylvester CMP, CGA Executive Vice President of NACM Tampa

NACM’s revamped tool, the Portfolio Risk Analysis, is one of the best ways to benchmark your performance. Easily compare your risk class distribution against your industry group, your industry and the entire participating NACM member base. Find out how to use this valuable tool to better target risk, improve your relationship with sales, reduce delinquency, and even share with upper management how well your organization is performing. During the session we will also review other tools; Account Monitor Service, Non-Member Credit Reference, Trade Profile Report, Industry Analysis Report and more. We will provide insight into how this unique member-owned database has grown as well as where we are headed. Join us and your fellow NACM members to learn more about these time-saving features and other enhancements.

CEUs: 0.100 CCE Recert CEUs: 0.100ICEUs: 0.000

Credit Card Surcharge Rules and Fee Reductions

Matt Fluegge, ETA, CPP - Executive Consultant/National B2B Sales Manager/NACM-UTA Credit Card Acceptance Program with Vantiv

Credit card acceptance and substantial fees have become common making it important for B2B merchants to evaluate their credit card acceptance program. This presentation will…
  • Review the credit card networks’ surcharge rules
  • Discuss how merchants can surcharge in compliance with the network rules
  • Explain how B2B merchants can significantly reduce their credit card processing fees whether surcharging or not

CEUs: 0.100 CCE Recert CEUs: 0.100ICEUs: 0.000

UCC Filings - Securitizing Transactions

Chris Ring - National Sales Representative for NACM’s Secured Transaction Services
  • History of the UCC
  • Article 9
  • The Code was designed to promote Commerce
  • Reduce Risk/Sell More
  • 2013 Amendments
  • Best Possible Position to get paid
  • Blanket vs PMSI Filing
  • Which Filing is best for me
  • Promissory Notes – Vital Trigger for UCC’s
  • UCC – Blanket – First in Time First in Right
  • UCC – PMSI – Priority on Specific collateral
  • Types of Customers – Registered/Unregistered/Sole Proprietors
  • Filing Rules
  • Wrap up and Q&A

CEUs: 0.100 CCE Recert CEUs: 0.100ICEUs: 0.000

Unleashing Your Deduction Super Powers

Diana Crowe - Manager, Business Development with IAB Solutions LLC

In this session, we’ll talk strategies for battling your deduction nemesis and how to maximize the power of your organization in dealing with the arch enemies (problem customers) so many are facing today in the land of the Retail Giants.

CEUs: 0.100 CCE Recert CEUs: 0.100ICEUs: 0.000

Creditors’ Rights in Bankruptcy - Part 1

Mikel R. Bistrow - Partner with Dinsmore & Shohl LLP

Have you ever done business with an entity or person who filed bankruptcy? Important to your business are the key provisions of bankruptcy law relevant to creditors. This two-part program will provide an overview of the most important provisions that affect all commercial credit grantors. You will learn about:

  • The Different Types of Bankruptcy Cases
  • The Automatic Stay
  • Proofs of Claim
  • Preferences
  • Fraudulent Conveyances
  • Reclamation
  • The Meeting of Creditors
  • Plans of Reorganization
  • Other Creditor Rights
If you are new to credit or just need to brush up on bankruptcy law, don’t miss this opportunity to learn from an expert in the field of Creditor’s Rights in Bankruptcy.

CEUs: 0.100 CCE Recert CEUs: 0.100ICEUs: 0.000

Creditor’s Rights in Bankruptcy - Part 2

Mikel R. Bistrow - Partner with Dinsmore & Shohl LLP

Creditor’s Rights Part 2 will be a Continuation of Part 1 –you will learn more about the procedural provisions designed to protect the ability of creditors to collect the money that they are owed. Q & A combined with interesting case law will wrap up the second session.

CEUs: 0.100 CCE Recert CEUs: 0.100ICEUs: 0.000

Credit and Sales: Partnership For Profit

David Feigenbaum, CCE – Director Corporate Credit, Kichler Lighting

A how-to session on how to work with your Sales Department for the mutual benefit of both groups. This session addresses hot-button issues such as customer visits, credit limits, special terms requests, new account applications and the conflicting goals of Sales and Credit. The perspective of this presentation is from that of a practicing Credit Executive who has succeeded in helping to increase sales while decreasing past due balances and bad debt.

CEUs: 0.100 CCE Recert CEUs: 0.100ICEUs: 0.000

Legal Environment of Credit - Session 1

Wanda Borges, Esq., Member, Shareholder Borges & Associates

In this session participants will learn essential information which every credit professional should have at its fingertips.
  • The various structures of artificial entities including corporations, limited liability companies and partnerships.
  • Common and unique ways to create a contract through credit applications, terms and conditions and long-term purchase orders.
  • How to enforce those contracts once they are created.
  • The legalities, creation and use of electronic signatures.

CEUs: 0.100 CCE Recert CEUs: 0.100ICEUs: 0.000

Legal Environment of Credit - Session 2

Wanda Borges, Esq., Member, Shareholder Borges & Associates

This is a high level session encompassing legal issues which are encountered in the everyday life of the credit executive. Stretching from anti-trust law to whatever legal subject is hot in the current climate.

CEUs: 0.100 CCE Recert CEUs: 0.100ICEUs: 0.000

Communication Competence

Michael Rapp - San Diego State University

The ability to communicate is largely taken for granted since it is an act that we all have done daily since birth. Rarely do we feel that we need to improve in this area of life. This is a workshop that breaks down what it means to be a competent communicator in a variety of environments. It includes the theory and practice of these ideas so that people can quickly and easily implement these concepts into their everyday life. It defines the notion of competence as well as provides guidelines and tips for future use.

CEUs: 0.100 CCE Recert CEUs: 0.100ICEUs: 0.000

Conflict Resolution

Michael Rapp - San Diego State University

Regardless of whom you are or the quality of your relationships, you will experience conflict in your life. It is inevitable. In the workplace, this has the ability to affect the organizational culture and its productivity. A friend said to me recently, “I didn’t quit my job; I quit my boss”. Training on conflict resolution will help you understand your conflict style, your conflict orientation, and your conflict responses which are the first steps toward creating a healthier, more productive person and workplace.

CEUs: 0.100 CCE Recert CEUs: 0.100ICEUs: 0.000

Social Media and Ethical Concerns

Wanda Borges, Esq., Member, Shareholder Borges & Associates

The omnipresence of social media creates a temptation for most, including credit professionals. Credit professionals pledge not to maliciously harm the reputation of others. NACM’s Canons of Business Credit Ethics include the promise to exercise due diligence to prevent unlawful or improper information to third parties.

Wrong information can be found anywhere as well as some personal, but public information. Find out where to draw the line, what not to share without consent and what information to steer clear of.

CEUs: 0.100 CCE Recert CEUs: 0.100ICEUs: 0.000


Erik La Com - Special Agent, United States Secret Service

Special Agent (SA) Erik La Com is a member of the United States Secret Service (USSS), San Diego Field Office, since June 2010. He is also a member of the San Diego Regional Fraud Task Force (SDRFTF). Mr. La Com will discuss the criminal elements and schemes commonly employed by persons who commit fraud crimes and cyber crimes as well other violations of federal & state law. He is knowledgeable with the criminal elements and schemes commonly employed by persons who commit cyber-crimes and fraud crimes. He is the subject matter expert for the San Diego field office with the use of computers and specialized electronics used to commit these crimes.

CEUs: 0.100 CCE Recert CEUs: 0.100ICEUs: 0.000

Turning Your Credit Department into a Proactive vs Reactive Part of the Company

Bob O’Brien, Global Partnerships & Alliances with D&B

The session will focus on utilizing Portfolio Analytics to help Credit become a key part of the Companies Strategic direction for acquiring new business and also to help the Credit dept. become proactive in Risk as it pertains to their existing customers. We will focus on how to utilize predictive scoring to know where the risk is and how to create processes that will ensure moving forward that risk is found early.

CEUs: 0.100 CCE Recert CEUs: 0.100ICEUs: 0.000

Taking Control of the Conversation Within

Shane Inglesby, CCE, Corporate Credit Manager Geneva Rock Products, Inc.

Are you your own worst enemy? Talking to yourself is often ridiculed as an activity for those who are a bit “off-center” or “strange.” Yet, the reality is that we all talk to ourselves. We will focus upon what we can do to make your internal conversations more productive in every aspect of our lives. We will discuss how to recognize “self-talk” that can be self-defeating and how to incorporate various techniques that will improve your personal dialogue and help you achieve your full potential at work and at home.

CEUs: 0.100 CCE Recert CEUs: 0.100ICEUs: 0.000

Basic Financial Statement Analysis

Keri L. Miedema, CPA – Gatto, Pope & Walwick

Financial Statement Analysis highlights your customer's historical successes/weaknesses. Ratio analysis is used to evaluate various aspects of a company's operating and financial performance such as its efficiency, liquidity, profitability and solvency. The credit professional who can perform a complete ratio/cash flow analysis and understands current industry comparisons has the best opportunity to effectively extend credit and manage that account receivable.

CEUs: 0.100 CCE Recert CEUs: 0.100ICEUs: 0.000

Master your Mojo

Cha Tekeli - Executive Coach

How to use your Superhero Strengths to power your own life.

Why is living in the zone of your strengths useful? Do you feel limited in your life? Do you ever find yourself feeling overwhelmed --- whether it's being continually exhausted, feeling as if you're on call 24/7, or not being able to say no to people? Cha takes you through a fresh journey and a new take on strengths to help you live with more awareness and clarity about how to use yours. If you want to positively impact the way you work and live for yourself, this workshop is a good start!

CEUs: 0.100 CCE Recert CEUs: 0.100ICEUs: 0.000

Sales Tax! The Dreaded Arch Enemy of the Smooth Credit Process.

Matthew MacNeil - Avalara

This session will cover customer provided sales tax exemption documents with examples of what needs to be done as an ongoing process to satisfy state requirements. We will examine the common problems encountered with state licenses, drop shipments, and contractors. We will finish the session with a look ahead to upcoming changes in nexus standards brought about by revisions of both state and federal regulations and how this may affect your business.

CEUs: 0.100 CCE Recert CEUs: 0.100ICEUs: 0.000

Customer Payment-Term- Pushback Strategy:

How Customers are Unilaterally Extending Credit Terms and the Credit Team’s Response

Scott E. Blakeley, Esq.

We discuss how Fortune 50 companies are moving trade terms from 45 days to, in some instances, 75 days. Given management and the sales team’s need for continued sales, we will discuss the strategies that the credit team can employ to deal with this issue. Strategies such as the Supply-Chain Finance Program and the Trade Structure Finance Program will be explored.

CEUs: 0.100 CCE Recert CEUs: 0.100ICEUs: 0.000

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