Welcome to the Business Credit Learning Center, an online training resource for business credit professionals. Online courses, seminars and webinars are offered by participating Affiliates of the National Association of Credit Management (NACM). Introduction to Dealing with Small Businesses
Presented by David L. Osburn, MBA
This webinar will provide the Credit Manager with an understanding how to work with Small Businesses. The basics of “small business” will be covered including an introduction to small business legal issues including entity structure, providing credit to small businesses, how to deal with the business owner/guarantor, risk factors to consider in today’s market, and how to target market to small businesses.
This session will cover: • How to Deal with Small Businesses • An introduction to Small Business Legal Issues including Entity Structure • Providing Credit to Small Businesses • How to Deal with the Business Owner • Risk Factors in Today’s Market & How to Target Market to Small Businesses
Legal Aspects of the Collections Process
Presented by Brenda Terreault, JD, Collections Manager, NACM Oregon
The Consumer Protection Act has a large number of amendments and far-reaching effects. It touches both consumer and commercial accounts and impacts both first party creditors and third party agencies. There are so many amendments to this Act, each know by its own initials and acronyms, that this seminar is commonly refer to as "Alphabet Soup". Expanded Financial Statement Analysis
Presented by Jim Menard, CCE
If you have been exposed to financial statement analysis before, Jim will now take you to the next level. Advanced financial analysis tools; liquidity of short term assets; debt paying ability; long term debt paying ability; profitability measures / trends; segment reporting; quality of earnings; forecasting financial failure and managements’ use of analysis will all be covered.
Spotting Fraud
Presented by Mike Morley
Every day the news is full of stories of white collar crime. It is estimated that companies lose on average 5% of annual revenues to fraud. This is because it is profitable, difficult to detect, and the remote likelihood of prosecution and the resulting light penalties make it tempting.
Forensic accounting goes beyond standard audit techniques to enable you to prove fraud rather than simple incompetence. This webinar will give you the tools to evaluate the potential for fraud within your organization.
Topics covered will include: - Seeing patterns
- The psychology of fraud
- Evaluating the potential for deception
- Proving intent
- Investigative techniques
- Interviewing skills
- Preventative measures
Impact on Exporters of Foreign Assets Control, Anti-Boycott, and Anti-Money Laundering Regulations
Presented by Walter (Buddy) Baker, Consultant, Global Trade Risk Managment Strategies
U.S exporters are not only required to understand complex licensing requirements regarding the goods they sell, they must adhere to U.S. sanctions against “enemy” countries (foreign assets control regulations) and refuse to comply with sanctions imposed by other countries (anti-boycott regulations). These two sets of regulations are partially policed by U.S. banks when handling shipping documents and payments and, if a violation is detected, payments must be frozen and the bank must report the exporter to the authorities. Fines, loss of tax credits, and even jail terms may be imposed. On top of all that, the USA PATRIOT Act requires banks to refuse to even handle transactions that may be completely legitimate but which involve parties they haven’t done background checks on and to report transactions viewed by the government as “suspicious,” with the idea of catching money launderers. This session will educate participants on the regulations governing the actions of banks when handling international payments and explore what banks are required to do and not to do, with a particular focus on the impact on the exporter and their payment for goods. Topic Highlights include: - Under what circumstances could payment from a foreign buyer could get frozen by the U.S. government and deemed “trading with the enemy”?
- What makes a transaction “reportable” under the anti-boycott regulations?
- What information do banks actually need in order to satisfy “Know-Your-Customer” regulations?
Small Business Legal Issues
Presented by David L. Osburn, MBA
This webinar will provide the Credit Manager with an understanding of Small Business Legal Issues. The webinar will begin with “business entity” structure including sole proprietorships, S corporations, and LLCs. Additionally; the session will include the basics of business law including contracts, bankruptcy, and federal credit regulations. The webinar will conclude with some practical ways to avoid litigation when dealing with small businesses.
Program to Include: • Introduction to Small Business Legal Issues • An introduction to Small Business Entity Structure- Sole Proprietorships, S Corporations, and LLCs • Contracts: The Six (6) Steps • Bankruptcy and Federal Credit Regulations • Avoiding Litigation with Small Businesses
The Art of Credit Management
Presented by Eddy Sumar, MBA, CCE, CICE and CEW
A Fundamental Checklist for the Success of Every Credit Professional
In the age of globalization, information and nano-technology, one cannot help it but be bombarded or even paralyzed by information noise and clutter.
What can a credit professional do to succeed?
Simply, seek the fundamentals—the universal approach that will lead you through the maze.This session will be useful for credit professionals looking to evaluate new ways to approach their responsibilities and demonstrate value to their company. Participants will be presented with specific ideas to evaluate their business environment and develop an action plan checklist.
Session Deliverables: - Vision
- Mission
- Culture
- Credit Policy
- Credit process
- The legal environment of credit
- The indispensable C's
- And more
Adding Insult to Injury: Bankruptcy Preference & Trade Creditor's Defenses
Presented by Dorman Wood, Dorman Wood Associates LLC
Attendees to this webinar will benefit from the following discussion points: - What is a preference? Pre and post BAPCPA (Bankruptcy
- Abuse Prevention and Consumer Protection Act).
- First reaction to a preference demand letter.
- What is ‘ordinary course of business.
- How to determine if payments received are really Preferential.
- Tips on avoiding preference claims.
- Settlement strategy.
- Preference suit – practical defense strategy.
- Cost v benefit analysis – is it worth it to go to trial?
- What to expect during a deposition or trial testimony.
Financial Analysis Using Excel Case Study
Presented by Jim Menard, CCE
Join this webinar for a demonstration of financial analysis using an Excel spreadsheet with an actual case. Jim will be comparing the company ratios against RMA Industry Standards, common size analysis and cash flow statements. Each attendee will receive a copy of the Excel spreadsheet for their personal use. Extending Credit to Small Businesses in Today’s Economy
Presented by David L. Osburn, MBA
This webinar will assist the Credit Manager in better understanding how to provide credit to small businesses in today’s challenging economy. This session will cover basic underwriting skills including credit reports, credit scoring, basic key ratio analysis, and financial statement analysis. Additionally, the webinar will cover the assessment of the management of the small business and the maintenance of credit to the small business. Program to include:
• Introduction to Providing Credit to Small Businesses in Today’s Challenging Economy
• Basic Underwriting Skills: Credit Reports, Credit Scoring
• Advanced Underwriting Skills: Key Ratio Analysis and Financial Statement Analysis
• Assessment of Small Business Management
• Maintenance of Credit to the Small Business
I Have a Judgment, Now How do I Get Paid?
Presented by Brenda Terreault, JD
The TV lawyers make it look easy. Go to court, win your case and walk out with a piece of paper - the judgment. Too bad they don't show the whole picture. Getting the judgment is the easy part - easier than getting paid. Now for the rest of the story. Join us to discuss what can be done to turn that piece of paper into actual payment. Financial Statement Analysis Case Workshop
Presented by Jim Menard, CCE
Using financial statement analysis tools, attendees will work to analyze a case and discuss findings. This hands-on financial work will prepare you to run financial analysis on your customers. We will be using a case from NACM’s portfolio of companies.
Key Elements of Negotiation
with Barry Elms Date: August 13, 2009
Time: 1:00 p.m. (EST) / 10:00 (PST)
Price: $149 NACM Members
$199 Non-NACM Members Negotiate. Influence. Succeed.
We negotiate every day of our lives whether at home or at work. But how much richer would our lives be if we REALLY knew how to negotiate? On August 13th, Barry Elms brings his highly acclaimed negotiations seminar to the web for a 90-minute live webinar. Dealing with the Small Business Owner/Guarantor in Today’s Economy
Presented by David L. Osburn, MBA
This webinar will provide the Credit Manager with a basic understanding of how to deal with the Small Business owner/guarantor. This will include the interaction of “credit” with the owner/guarantor in various stages of the economic cycle including today’s recessionary economy. Additionally, the session will cover the legal aspects of a guarantee, define the leadership role of the owner/guarantor, and review the “human side” of the owner/guarantor. Program to include: - How to Deal with the Small Business Owner/Guarantor
- The Impact of Economics on the Business Owner/Guarantor
- Legal Aspects of a Guarantee
- The Role of the Business Owner/Guarantor as a Leader
- The Business Owner/Guarantor’s “Human Side” including Management Skill Set
Getting Paid on Your Delinquent Accounts
Presented by Scott Blakeley, Esq.
Scott Blakeley will address how to determine whether or not an account is delinquent and subsequently, how to collect payment on those accounts. Together with Scott, you will look at: - Is the account delinquent? Vendor’s view: credit application provision, credit policy, SOX; Customer’s view: battle of the forms, course of dealing, stop payment, and counterclaim;
- What assets are available for payment, and what is the likelihood and effect of bankruptcy on the collection of a delinquent account?
- Document retention, including emails and litigation holds, in collecting on a delinquent account;
- Workout possibility: hardship and demand letter; improving legal standing; becoming secured and taking guaranty;
- Using a repayment agreement to fix the debt, waive claims and possibly create preference defense;
- How arbitration and mediation operate as a means to collect the delinquent account, including binding the customer to arbitration and mediation and preparing for these; and
- Looking to the courts to collect a delinquent account, including jurisdiction, prejudgment remedies, and timing; enforcing a judgment through a writ of execution, including judgment liens, garnishments, writs of possession and judgment debtors’ exams; alternative sources of collection, from shareholders, to promoters, to guarantors, to successor corporations.
Successfully Presenting to Executives
Presented by Mike Morley
Do you need to make presentations to company executives, have your budget approved by your boss, or make proposals to your client’s management? Presenting to executives can be intimidating, but anyone can learn the secrets of preparing and delivering a compelling presentation. This hands-on webinar will provide you with the tools you need to deliver winning presentations that will impress your audience and accomplish your goals. Topics covered will include: - The power of only a few words
- Eye contact
- Using stories
- The “pregnant pause”
- Avoiding the PowerPoint trap
- Being careful when using numbers
- Dealing with interruptions
- The art of handling questions
- Getting valuable feedback
- Knowing when and how to close
Small Business Risk Factors in Today’s Market
Presented by David L. Osburn, MBA
This webinar will provide the Credit Manager with an understanding of the various Small Business risk factors in today’s economy. The risk factors will include both macroeconomic and microeconomic conditions. The macroeconomic conditions will cover changes in credit, interest rates, and industry demand while the microeconomic conditions will cover “specific” product demand/supply as they apply to the small business. Additionally, the session will review ways in which both the small business and their credit providers can protect themselves in a “down” market. Program to include:
• Introduction to Small Business Risk Factors in Today’s Market
• Macroeconomic Risk Factors: Credit, Interest Rates, and Industry Demand
• Microeconomic Risk Factors: “Specific” Product demand/supply
• Small Business Risk Factor Protection in a Down Market
• Credit Provider’s Risk Factor Protection in a Down Market ECOA Requirements for Trade Creditors
Presented by Brenda Terreault, JD, Collections Manager, NACM Oregon
The Equal Credit Opportunity Act is the anti-discrimination amendment of the Consumer Protection Act, but it applies to commercial accounts as well. Find out what a creditor needs to consider and to do to meet the Act's requirements, and how tricky compliance can be. Target Marketing to Small Businesses
Presented by David L. Osburn, MBA
This webinar will provide the Credit Manager with an understanding how to target market credit products to small businesses. The marketing concept including the “target” market and four (4) Ps of marketing will be reviewed. Additionally, the marketing concept of segmentation and marketing strategy will be covered. The session will conclude with a brief review of marketing the Credit Manager as a financial professional.
Program to include: • The Target Marketing of Credit Products to Small Businesses
• The Marketing Concept and Small Business
• The Target Market and Four (4) Ps of Marketing
• Market Segmentation and Marketing Strategy
• Marketing the Credit Manager
Defamation: Avoiding Slander and Libel
Presented by: Don Templeton, JD, Partner, Dunn Carney Allen Higgins & Tongue, LLP Don Templeton will provide an overview of the general law on defamation, including what constitutes defamation, and best practices to avoid such a claim. He will also address the general law on invasion of privacy, and again what constitutes such an invasion, and best practices to avoid such a claim. Topic highlights include: - Defamation: knowing the law and what to and not to do
- Invasion of privacy
Selling International on Open Account
Presented by Alice Knight, VP Finance & Administration, Paper Products Marketing (USA) Inc. This webinar will explore the opportunities and challenges of selling open account into a country with different political, legal, monetary, and currency regulations. Topic highlights include: - Country risk analysis
- Customer analysis
- Risk mitigation
Last year, Richard Hastings forecast a very deep year-over-year decline in holiday retail sales, well below all other economist estimates. Richard estimated that sales would fall between 6% and 8%. When the final results were in, his estimate was accurate, with holiday retail sales estimated to have declined by 7.7%. This year, join us for this entertaining and informative webinar as Richard provides his official Holiday 2009 Retail Sales Forecast for the November- December-January period. Benefits include:
• Major product category expectations.
• Major retailer sales expectations.
• Major channel trends.
• The online social networking phenomenon and why online traffic matters so much today.
• Price trends in consumer goods.
• The New Frugality and Ye Olde Holiday Spirit by the numbers. Serving on a Creditors' Committe: Current Issues
Presented by Jonathan Friedland, Levenfield Pearlstein & Hamid R. Rafatjoo, Pachulski Stang Ziehl & Jones Did you know that as a Creditor to a company facing Bankruptcy you could be invited to serve on a Creditors' Committee? Creditors’ committees can play an important role in overseeing the debtor’s reorganization by acting as a watchdog over the debtor. Unsecured creditors will benefit greatly from the strength in numbers that comes with the formation of a committee. This webinar will cover: - How is the committee appointed?
- How fast is a committee appointed?
- Who can serve?
- What are the pros of being on the committee?
- What are the cons of serving?
What Do Trade Creditors Need to know about Antitrust?
Presented by George J. "Jack" Cooper, Partner, Dunn Carney Allen Higgins & Tongue LLP This session will present an overview of the federal antitrust laws, including analysis of business conduct that could be construed as "restraints of trade." Current standards of legality under the antitrust laws will also be discussed, including the evolution from "per se" to "rule of reason" analysis. Price discrimination will also be explored, with particular emphasis on the relationship between those restrictions and credit terms. Finally, this session will address how antitrust laws impact industry credit groups. Topic highlights include:
- Avoiding interferences of price fixing and/or "group boycotts"
- The relationship between credit terms and price discrimination laws
- Avoiding antitrust issues in industry credit group meetings
Cash Is King: Order to Cash Process
Presented by Bart Frankel
Do you get paid first? Bart introduces an eleven-step process showing the most efficient ways to maximize cash flow. In today's environment, when money is scarce, you need a competitive advantage to get paid “first” from a technical point of view. Order to Cash details an eleven step proactive process that will put you at top of the priority list for payment. The Eleven Steps to Cash:
1) The Sales Call
2) Credit Check
3) Contract Payment terms and Conditions
4) Order entry
5) Shipping
6) Billing
7) Collections
8) Legal Action
9) Cash Applications
10) Customer Statements
11) Customer Credit History
Within each step there is an explanation of common sense advantages to put you on the top of the paying list. Maximize your cash from the beginning to the end. Make your Order to Cash process stand out in a positive way, so you always get paid first in an environment of scarce cash.
CREDIT ANALYSIS BASICS
Presented by David L. Osburn, MBAThis pro-active webinar will explore the “basics” of credit including the Five “Cs” of credit, the credit department, the legal environment of credit, credit policy, and credit investigations. Additionally, the webinar will include a review of credit fraud, making credit decisions, customer visits, working with the sales department, and bankruptcy proceedings.
Objectives
• Gain an understanding of the Five “Cs” of credit, the credit department, and the legal environment of credit
• Review credit policy, credit investigations, and credit fraud
• Explore the basics of making credit decisions, customer visits, and working with the sales department
• Review bankruptcy proceedings
Dealing with the Fraudulent Customer
Presented by Scott E. Blakeley, Esq., Blakeley & Blakeley LLP
Identifying a fraudulent debtor, both prior to and after a sale is approved, is, unfortunately, part of a credit executive’s duties. These debtors have a simple mission: get a vendor’s product or service for free through fraud. Scott will discuss: - Overview of the credit process and fraud
- Credit policy as a method to reduce being ensnared in a fraudulent scheme
- Types of fraudulent schemes impacting the credit department such as credit documentation fraud, operating company fraud, liquidating company fraud, payment fraud, employer/employee fraud etc.
- Credit enhancements: looking to a second pocket
- Ensnared in a fraudulent scheme: looking to the courts for help
FACTA and the Red Flag Provisions Join us for a webinar addressing FACTA Section 114, which addresses the Red Flag requirements impacting every creditor, including business creditors. Brenda Terreault, JD, NACM Oregon Collections Manager, will review the purpose and provision of Section 114, as well as walk you through the process of determining potential issues and developing appropriate responses. To comply, every creditor must develop and implement a written program by August 1, 2009. Feeling Trapped By Legal Fees?
Presented by John Samberg, Esq.
If your feeling trapped by the rising costs of legal fees attend this webinar to learn about: Litigation Management and Alternative Fee Arrangements. This webinar will cover:
* Who Pays The Lawyers American System English System
* Contract Provision for Attorneys Fees * Contingency Fees - Sliding Scale * Hourly Fees - Billing Tips - Blended Rates * Hybrid Fee Structures (Mixed Hourly/Contingency) * Attorneys Fees as Settlement Leverage Financial Statements Overview
Presented by Jim Menard, CCE
An analyst can expect to encounter a volume of information from a firm’s financial statement. Jim will cover; where to find the statements; the auditor’s reports; management discussion and analysis; complexities of the information; missing and hard to find information and the quality of financial reporting.
FREE Webinar: Selling Globally Protect Your Assets
Presented by Bob Schmitt (New Webinar Instructor)
Selling Globally can be a risky proposition without the right information on the right sources. Bob Schmitt, a 30 year veteran of the credit information industry, will share with you the type of information you need on governments and companies to protect your assets.
This webinar will cover:
What are the different types of International Country Sources? Company Sources Other sources ALAIC Globalization – Opportunities Successful Multinational Companies Country Risk First is the risk of doing business in a given environment. Political Economic Social Terrorist threats Country Sources
How Letters of Credit Work (...and Why They Sometimes Don't)
Presented by Walter (Buddy) Baker, Consultant, Global Trade Risk Management Strategies
This session walks participants through the steps in the life of a letter of credit, identifying pitfalls along the way. The fundamental principles will be reviewed and illustrated using real-life examples. Presenter will explain how these principles apply to both commercial and standby letters of credit and how these 2 types differ. In particular, participants will learn why letters of credit might not get paid. Along the way, participants will learn about standard and silent confirmation and how to get paid in hours instead of weeks. Topic highlights include: - Understand how banks determine whether or not to pay their letters of credit
- Avoid discrepancies in letter of credit documents
- Understand the circumstances under which bankruptcy of a customer can prevent payment of their letters of credit as preferential payment
How To Approach A Chapter 11 Sold As Going Concern
Presented by Jonathan Friedland, Levenfeld Pearlstein LLC
Some Sample Scenarios to be Covered:
1. "I'm told that to make sure my customer can be sold as a going concern, I need to keep providing credit under normal terms. Should I?" Not necessarily.
2. "Oh, super, so I can assume I'll be paid in full?" Not necessarily.
3. "The buyer has approached me and has tried to strong arm me by making me agree to price decreases. I need this business. Should I agree?" Not necessarily.
4. "Our company is one of the largest creditors. But isn't sitting on the Committee a waste of time?" Not necessarily.
5. "We were paid on an old a/r last week. Will we have to give that back as preference?" Not necessarily.
Join us for this enlightening webinar on how to approach your Chapter 11 customers. Introduction to Financial Statements
Presented by Jim Menard, CCE
Too Many Numbers... So Little Time
In this Webinar Jim will cover: - Now that I have a financial statement what do I look for?
- The four basic statements – plus the notes
- What does it all mean?
- How do I make sense of the information?
- Which statement gives me the best information?
- Do I need to a ratio analysis? If so, how do I do it?
Letters of Credit Basics
Presented by Eddy Sumar, MBA, CCE, CICE and CEW
Credit professionals continue to sharpen their credit tools and keep adding new ones. One of the basic tools that should to be found in the credit professional's tool bag is the Letter of Credit.
In this Webinar, we will focus on:
- Origins of Letters of Credit [History]
- Elements of a Letter of Credit
- Types of Letters of Credit
- Parties and Agreements Involved in a Letter of Credit
- Letters of Credit Lingo [Vocabulary]
- Process
- Mechanics of the commercial letter of credit
- Steps Sellers take when they receive a Letter of Credit from a buyer
- Amendments
- Dealing with Discrepancies
- Benefits
Marketing the Credit Manager in Today's Challenging Economy
Presented by David L. Osburn, MBA How do you market your company? How do you market your department? How do you market yourself? Many financial professionals including credit managers, bankers, CPA’s, CFO/controllers, and tax professionals do not know how to market their services. This vital area of business is often very challenging! This seminar will provide the attendee with a thorough review of the Marketing Concept as well as practical applications in the real world of “business” and “personal” marketing.
Upon completion of this seminar, the attendee will have a better feel for basic marketing concepts including the four (4) P’s of marketing, the target market, the industry life-cycle, and market structure. Additionally, three (3) case studies will be presented to illustrate marketing a typical company, marketing your department within the company, and marketing yourself.
Objectives
• Gain an understanding of marketing a company, marketing a department within the company, and marketing yourself.
• Learn about marketing theory including the four (4) P’s of marketing, the target market, industry life-cycle, and market structure.
• Apply the marketing concepts to three “real-life” case analyses.
Major Topics
• Marketing the financial professional.
• The basics of marketing theory and practices.
• Case applications for marketing the financial professional. NEGOTIATION TECHNIQUES AND THE COLLECTION CALL
Presented by Jim Menard, CCE
Negotiation is the process of searching for an agreement that satisfies various parties. Throughout a collection call you are using and responding to negotiation techniques. This webinar will help you identify:
What are the expectations from the negotiation? What are the terms of the negotiation? What are the non-negotiable terms and what can be modified? What is the minimum that an agreement can be reached on? What is the negotiation strategy? What are the most important interests of the other parties? - How does one interact with or manage people?
This webinar is important to understand the perceptions, the style of negotiation, and the interests and principles of the counterparts, as well as one's own. Phone Power Collections
Presented by Bart Frankel How do you get paid first? This Webinar introduces a six step process of value to both novice and experienced collectors. The session will cover how to develop a “psychological” advantage over collectors from other companies trying to collect money from your customer. In today's environment, when money is scarce, you need a competitive advantage to get paid first. Phone Power Collections details a six step proactive process that will put you at top of the priority list for payment. Specifically the session covers:
1) Pre-collection Planning
2) Professional Conduct
3) The Collection Statement
4) Customer's excuses
5) The rebuttal
6) The follow-up
Within each step there is an explanation of common sense and psychological advantages to put you on the top of the paying list. Don't be an ordinary collector. Be a collector that stands out in a positive way, so you always get paid first in an environment of scarce cash.
READING & INTERPRETING THE BALANCE SHEET
Presented by Jim Menard, CCE
Start digging deep into the numbers with Jim on a balance sheet to reveal: the financial condition; the various assets & liabilities; stockholder's equity, the common size balance sheet and the stockholder's equity. Topics discussed on the Balance Sheet will include:
o The financial condition
o Assets / liabilities
o Stockholder's equity
o Common size balance sheet
Reducing Customers Unauthourized Deductions
Presented by Richard Macias, Esq.
Win the deduction argument by dazzling them with legal mumbo-jumbo.
Many trade creditors often lose as much from customers' unauthorized deductions as they do from actual customer defaults. This program discusses the legal and practical issues involved in reducing unauthorized deductions and charge backs.
The presentation includes a review of the law covering unauthorized deductions and suggestions for using basic contract law and UCC rules to gain the legal and psychological leverage over customers who unilaterally take unauthorized deductions.
SELLING THE CHAPTER 11 DEBTOR Presented by Bruce Nathan, Esq.
With bankruptcies soaring, credit executives are increasingly confronting the issue of whether they should be extending credit to a Chapter 11 debtor. This webinar deals with the risks of extending credit to a Chapter 11 debtor and the various credit enhancement devices that should increase the likelihood of payment of claims, including standby letters of credit; selling on a consignment or purchase money security interest basis; the use of guarantees, third party collateral; and third party credit support, such as credit insurance and sales and puts of claims; a trade creditor's setoff and recoupment rights, and for trade creditors in certain favored industries, lien and trust fund rights. Spotting Customers In Trouble
Presented by Mike Morley
In this economic crisis, don’t you wish your finance team could tell which customer is coping well and which one is about to go under?
Many companies that were sure bets last year are seriously struggling now. When every last bit of cash is needed to survive, you can’t afford to guess wrong.
What if there was a way of telling who’s in trouble and who’s not? Protect your company by teaching your staff how to spot the warning signs before it’s too late. Learn the secrets to knowing which customers can make your company flourish, and which can sink you, so that you can make the right decisions every time.
It’s not as simple as just cutting off every customer, you still need the business. So how do you protect yourself and still generate sales? Learn the strategies for selling profitably to marginal customers. • The top 7 signs that a customer is in trouble
• Follow the money - understanding cash flow and profit
• Win-win strategies for selling to companies in trouble
• How to talk to customers to find out what you really need to know
• Getting and assessing supplier information
• How to talk to the banks
• Benchmarking
• Understanding credit ratings
• The hidden risks of mergers and acquisitions
Start Down the Path of Success with the NACM Professional Designation Program
Presented by Cheryl Hammond, Professional Designation Counselor Cheryl Hammond, Professional Designation Counselor will review:
Professional Designations:
• CBA (Credit Business Associate) Award
• CBF (Credit Business Fellow) Award
• CCE (Certified Credit Executive) Award
The NACM Credit Administration Program
• Filling out the Accreditation Roadmap
• Tips on achieving your educational goals
Why get certified?
• Demonstrate your knowledge of all aspects of credit management
• Attest to your ability, leadership and contributions to the credit field
• Ensure your employer that you have met industry standards of excellence
• Obtain a mark of distinction recognized by your peers SUE THE BUMS! A GUIDE TO COST EFFECTIVE LITIGATION
Presented by Richard Macias, Esq.
An entertaining presentation designed for credit professionals of all levels of experience. The program includes a comprehensive overview of all phases of litigation with emphasis on practical advice to maximize collections through quick and cost effective litigation. Topics covered include:
- Identifying potential sources of collection
- Analyzing collectability
- Determining the likelihood and possible effect of bankruptcy
- Using workouts to improve your position
- Beginning litigation
• Appropriate type of lawsuit • Choice of courts • Replevin (claim and delivery) • Attachment - Keeping litigation cost effective
• Discovery • Settlement analysis • Trial • Types of judgment Each attendee receives a detailed easy to follow handout of the materials to be covered.
The Analysis of Financial Statements
Presented by Jim Menard, CCE
Once you know understand financial statement, income statements and balance sheets it is time to start analyzing their data to uncover truths about the company. Jim will cover; objectives of analysis; sources of information; tools and techniques; common size financial statements; key financial ratios; industry standards and analyzing / relating the data.
The Real Measure of Cash Flows
Presented by Jim Menard, CCE
Cash greases the wheels of business, and a statement of cash flows tells you how long that wheel will turn.
Jim covers; preparing the statement of cash flows; Cash flow from operations / investing / financing; analyzing the statement for inflows and outflows; translating profits into cash. Some of the topics we will discuss: 1. The Importance of the Statement of Cash Flows
2. Key Application Components
3. Changes that affect Cash Flow
4. Procedures for Estimating Cash Flow
5. Profit vs. Cash Flow
6. Red Flags to watch out for
7. Case Reviews - we will look at some examples together The Statement of Cash Flow
Presented by Jim Menard, CCE
Cash greases the wheels of business, and a statement of cash flows tells you how long that wheel will turn. Jim covers; preparing the statement of cash flows; cash flow from operations / investing / financing; analyzing the statement for inflows and outflows; translating profits into cash.
Thinking Outside the Box to Increase Your Bottom Line
Presented by Eddy A. Sumar, MBA, CCE, CICE and CEW
In the age of globalization, information and nano-technology, one cannot help it but be bombarded or even paralyzed by information noise and clutter. What can a credit professional do to succeed? Simply, seek the fundamentals—the universal approach that will lead you through the maze.
This session will be useful for credit professionals looking to evaluate new ways to approach their responsibilities and demonstrate value to their company. Participants will be presented with specific ideas to evaluate their business environment and develop an action plan checklist.
Session Deliverables [The ingredients]: Understanding the Bankruptcy Paper Trail
What is this Big Stack of Motions and Why Do I Care?
Presented by Robert Fishman, Shaw Gussis Fishman Glantz Wolfson & Towbin, LLC
Trade creditors who are among the 20 or 30 largest unsecured creditors in a typical case often receive a packet of multiple motions from a Debtor in Possession by overnight delivery or email for presentation the next day. The sheer volume of paper makes it almost impossible for the creditor to realistically assess the meaning of the motions and determine what, if any, objections the creditor might have to the relief requested in the motions. There is no creditors committee in place yet and the logistics of reviewing the motions, talking to counsel and effectively appearing at first day hearings that may be taking place many miles away presents a daunting task. What should you do?
This presentation attempts to de-mystify these motions and provide a semblance of organization and reason to the various motions. Generally, the First Day Motions are not so serious, so irrevocable or so controversial as to determine the direction of the entire case. At the same time, it is important to know and understand what these motions seek to accomplish. This presentation will help you digest First Day Motions and appreciate what they do and what they leave for another day.
Using Credit Enhancements to Make the Sale in a Recession
Presented by Scott Blakeley, Esq.
Many of the economic indicators point toward a long recession. Even with economic uncertainty there will be pressure on the credit professional to work with sales to strive to make more credit sales. Credit Enhancements may be essential in extending terms for new customers and reducing credit risk. Credit Enhancements may also be effective with existing customers that find themselves in financial difficulty. When a customer becomes insolvent, there are few assets available to pay on account of their credit sale. When the economy is struggling, credit professionals must consider alternatives to a credit sale.
In this webinar we will discuss: Alternatives to open account credit and their use in maximizing a profitable sale; Elements of different security devices and tools; such as Letters of Credit, Certificates of Deposit, Credit Insurance, Factoring, Guarantees, Purchase Money Security Interests (PMSI’s), Consignments, Junior Security Interests, Puts and Options and Credit Insurance; The impact of bankruptcy and state law liquidation on the enforceability credit enhancements; and What to consider when a customer cannot furnish a credit enhancement, a creditor may consider alternative payment methods.
Using the Miller and Little Miller Acts to Reduce Credit Risk
Presented by Laurie R. Hager, Attorney, Sussman Shank LLP
This webinar will address the nuts and bolts on prosecuting bond claims on public/government construction projects in the states of Oregon and Washington and at the federal level. Topic highlights include: - What projects are subject to bond claims
- Timelines to submit notices and claims
- What and who is protected under bond claims (state and federal)
Using the Washington Lien Law to Reduce Credit Risk
Presented by William G. Fig, Partner, Sussman Shank LLP
This webinar will discuss the nuts and bolts of Washington construction lien law. Topics that will be discussed include, but are not limited to, how and when a construction lien can be asserted, when and what types of lien notices must be provided to preserve all rights, and the priority of construction liens with other liens and encumbrances in today’s falling real estate markets. Highlights of this discussion include: - Lien Notices
- How and when can a lien be asserted
- Priority of liens
FREE RECESSION BUSTER WEBINAR
Using Web Tools to Increase Cash Flow
Presented by Rudet Fountain, American Check Management THIS IS A FREE WEBINAR BEING SPONSORED BY CMA BUSINESS CREDIT SERVICES
Things are changing fast and payments are slowing!
Learn how you can improve your credit department performance. Are you taking advantage of the latest changes in Electronic Payment Processing? Your processes will change in the near future. Come join us to learn more about how you can improve your credit department's performance with EFT. FREE RECESSION BUSTER
What Are You Really Paying for Credit Card Processing
Presented by Robert Day
Join Robert Day, industry expert in B-to-B merchant processing, as he focuses on critical issues from the payment card perspective. This is a FREE Recession Buster Webinar offered by CMA Business Credit Services. Robert will cover: - What is Interchange? - The Number One Mistake! - The Number One Trick! - Stop the Downgrades -Reward Cards (what's going on here) - PAD...What is it? (Is it costing you thousands?) - Statements: From Best to Worst (What are you really paying) - Convenience Fees - What or Why Level/Data III? - Large Ticket - Getting your Net Processing Rate close to 1% - Choosing a business partner versus a processor What Do Trade Creditors Need to Know about FDCPA
Presented by Brenda Terreault, JD, NACM Oregon
Myth #1 - The Fair Debt Collection Practices Act only applies to collection agencies.
Myth #2 - The Fair Debt Collection Practices Act only applies to consumer accounts. Explore with us: 1. How the FDCPA currently applies to the trade creditor. 2. How state laws are being amended to reach trade creditors in more
ways. 3. How the courts are interpreting statutes to cover commercial accounts. You Can't Manage What You Don't Measure
Presented by Jim Menard, CCE If there is one thing that credit executives agree upon, it is that they cannot agree on which measurement to use in evaluating individual, departmental and company performance. We all want to know "how well are we doing". This program will provide tools to make that assessment. We will cover over twenty different ways to examine performance. We encourage the person new to the industry as well as the seasoned professional to join us for this very important Webinar. The information presented will not be an attempt to dictate which performance measurements are most valid and should be used. The presentation will provide a comprehensive overview of collection measurements that are currently being used in credit, collections and accounts receivable. This will help credit and collection professionals make informed decisions on what measurements to use and why each is beneficial in their situation.
BUSINESS CREDIT PRINCIPLES COURSE - ONLINE Upon successful completion of this on-line course, you should understand the role of credit in financial management, the components of effective credit department systems and procedures, specific government regulations that pertain to business credit, credit and policy procedures, selling terms, negotiable instruments, the Uniform Commercial Code, credit investigations, financing and insurance, business credit fraud, factors associated with credit limits, out-of-court settlements, and bankruptcy. Here’s what you get: Weekly live lectures with the instructor using CMA’s popular Webinar presentation format 24/7 access to an online classroom where you can find all course materials, get and post assignments, and interact with the instructor between lectures Online forums where you work with classmates on team projects and case studies Online Midterm Exam NACM Certification credit toward the Credit Business Associate (CBA) Designation
Why take this course online? Take the entire course from your office or home — no travel required, ever This is not self-study — get live, personal attention from an experienced, qualified instructor, and learn from classmates Complete the course in just ten weeks
COURSE SCHEDULE Mandatory Orientation: Thursday, May 28, 2009 from 4:00 pm—4:30 pm (PT) Course begins: Thurs., June 4, 2009 Course Ends: Thurs., August 6, 2009 Live lecture every Thursday evening from 4 - 5 pm (PT) 10 weeks of lectures Financial Statement Analysis 1 Online Course This innovative approach to the NACM Financial Statement Analysis I course combines the learning experience of a live classroom with the convenience of online participation. Here’s what you get: Weekly live lectures online with the instructor using CMA’s popular Webinar presentation format 24/7 access to an online classroom where you can find all course materials, get and post assignments, and interact with the instructor between lectures Online forums where you work with classmates on team projects and case studies Online Midterm Exam Course text will be provided NACM Certification credit toward the Credit Business Associate (CBA) Designation
Why take this course online? Take the entire course from your office or home — no travel required ever This is not self-study — get live, personal attention from an experienced, qualified instructor, and learn from classmates Complete the course in just six weeks
COURSE SCHEDULE Mandatory Orientation: Tuesday, May 26, 2009 at 4 pm (PT) Course begins: Monday, June 1, 2009 Ends: Monday, July 1, 2009 Key Elements of Negotiation
with Barry Elms Date: May 5, 2009
Time: 1:00 p.m. (EST) / 10:00 (PST)
Price: $149 NACM Members
$199 Non-NACM Members Negotiate. Influence. Succeed.
We negotiate every day of our lives whether at home or at work. But how much richer would our lives be if we REALLY knew how to negotiate? On March 13th, Barry Elms brings his highly acclaimed negotiations seminar to the web for a 90-minute live webinar. As an additional benefit, you will be able to 'talk' to Barry and the other attendees for 30-days after the webinar in your very own online community. Key Elements of Negotiation
with Barry Elms Date: November 11, 2008
Time: 1:00 p.m. (EST) / 10:00 (PST) Negotiate. Influence. Succeed.
We negotiate every day of our lives whether at home or at work. But how much richer would our lives be if we REALLY knew how to negotiate? On November 11th, Barry Elms brings his highly acclaimed negotiations seminar to the web for the first time ever.
Last year, Richard Hastings forecast a very deep year-over-year decline in holiday retail sales, well below all other economist estimates. Richard estimated that sales would fall between 6% and 8%. When the final results were in, his estimate was accurate, with holiday retail sales estimated to have declined by 7.7%. This year, join us for this entertaining and informative webinar as Richard provides his official Holiday 2009 Retail Sales Forecast for the November- December-January period. Benefits include:
• Major product category expectations.
• Major retailer sales expectations.
• Major channel trends.
• The online social networking phenomenon and why online traffic matters so much today.
• Price trends in consumer goods.
• The New Frugality and Ye Olde Holiday Spirit by the numbers. The following resources will help to determine your competency level and which training would best suit your professional development.
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