NACM WRCC Credit Rising

Thursday October 21, 2010

Continental Breakfast-Exhibit Area 8:00 am – 9:00 am

Breakout Session 9:00 am – 10:15 am

Your Credit Application: What You Need To Know and Why, John Samberg

This session to include: What is essential on your credit application and why it is important? John will be providing hypothetical’s where you’ll see how having this information on your credit application could save your company time and money.

The Inevitable Change of the Ever Changing Payment Environment, Rudet Fountain

So, you and your customers want to… Go green? Go paperless? Go electronic? Go web-based? Get with the 21st Century way of doing business? But you struggle because of your existing ERP systems, old-fashioned customer base, limitations of IT resources and too many other variables? Even if you are restricted from these limitations, you can begin to enjoy the advantages of the inevitable change. Join your peers to discuss implementation ideas that work.

Economic Environment of Banking and Lending, David L. Osburn, MBA

This session will assist the Credit Manager in better understanding the U.S. banking industry from a historical perspective, discussing the big “CRASH”, determining “where we are at today”, and projecting future trends. The session will also highlight the lending environment during these various time periods including a change in future “mindset” from both the borrower & lender perspective.

Program will cover:
Historical Background: Growth, Stability of the U.S. Banking Industry (Since 1930’s)
How Did We Get To Where We Are At Today-“The CRASH”?
Where Are We Really At Today? (Few Deposits, SBA Lending)
Projected Banking Trends: Government Involvement, Interest Rates, Financial Markets, Return to Normal Lending?
Change of Future Banking Mindset i.e. Back to Basics for both Borrower & Lender

Breakout Sessions 10:30 am – 11:45 am

Dialing For Dollars, David L. Osburn, MBA

This session covers the basics of collecting cash via the telephone. Emphasis will be placed on negotiation skill building, proper “collection” telephone etiquette, and the Fair Debt Collection Practices Act. This webinar is a must for all credit professionals who want to improve their use of the telephone as a collection tool!

A Conversation with a Treasury Department, Alfred Artis, DelMonte

Information coming soon.

Connect Your Way to Success, Randy Tabor, Experian

What does it take to be successful in today’s highly competitive business environment, where cost drives decisions, change is a given, and doing more with less is the norm? Hard work is important; however, it won’t ensure success. What guarantees success is understanding and applying the key business relationship factors that influence clients and co-workers to value us as essential partners. We interact with people every day. And the more effectively we can transform those interactions into meaningful connections, the more successful we can become.

In this highly interactive session, you will:
Learn about “The 7 Actions of Connections” required to successfully establish, develop, and maintain business relationships.
Receive a template you can use to map and track your connections
Experience a powerful way to connect with people quickly that will differentiate you from others.

At the end of our time together, you will walk away with a strategy for building connections that you can put into practice immediately!

Lunch-Rounds - Ballroom Expo Open 11:45 am – 1:00 pm

Breakout Session 1:00 pm – 2:15 pm

Advanced Collections, Warren Gubler, Esq.

Mr. Gubler will be discussing several advanced issues related to the legality of the Collection process. His program will review: Renewing Judgments; Foreign (outside of CA) debtors and assets--jurisdictional issues and domestication; 3rd party debtors; Settlement strategies--Orders Pursuant to Stipulation; Stipulated Judgments; Confessions of Judgments and the Use of Small Claims court and collection agencies.

Credit Jeopardy, Pam Craik, CCE and Melissa Kobus, CBA

This is a great opportunity to put your Credit Skills to the test! Come and be prepared for an interactive, fun session based on the popular game “Jeopardy!” Pam, I’ll take Antitrust for $200.

Key Ratio Analysis for Today's Credit Professional, David L. Osburn, MBA

Ratios, ratios and more ratios! What do they really mean? Many financial professionals including credit managers, CPAs, bankers, CFO /controllers, financial analysts and various “credit” underwriters use ratios on a regular basis. But do they always use the same ratios and more importantly, do they always interpret the ratios in the same manner? This seminar provides the attendee with a five-step analysis plan that will clarify and “unify” this often confusing financial subject. Upon completion, attendees will be able to better calculate and interpret the ratios and be in a much stronger position. Attendees will also get a feel for the difference in ratio analysis for small, mid-size and large companies. Additionally, specific differences in ratio analysis for different industries including the services sector, manufacturing firms and retailers will be presented. Two case analyses are presented to illustrate ratio analysis and to display the advanced topics of the Z-Score (bankruptcy prediction) and “sustainable growth” models.B

Breakout Session 2:45 pm – 4:00 pm

Negotiation Techniques for Credit Managers, David L. Osburn, MBA

Today’s competitive environment requires the Credit Manager to be able to negotiate in various, sometimes abstract situations – all at once! Participate in this proactive webinar and learn to identify roadblocks in NEGOTIATIONS and how to get past them, work in a highly complex environment, address real “human” issues, and still manage to survive to the end of the day. This seminar will emphasize negotiation skill building, effective communications, telephone techniques, and the negotiation process. Additionally, related topics will include management skills and styles, technical skills, and compensation techniques. The session will also cover the importance of “empathy”, “ego”, and “needs” in the negotiation process. David will also include negotiation scenarios from the “real life” of a credit manager in order to reinforce the concepts presented.

Managing International Credit Risk in the Economic Downturn and the Coming Recovery, Gary Mendell, Meridian Finance

While domestic sales in the USA remain flat, worldwide market demand continues to engender a considerable amount of international trade . . . and even expansion in some sectors. If your company is committed to maintaining international customer relationships during the economic downturn, or if you see the coming recovery as an opportunity to expand foreign market share, this session will provide you with up-to-date information about (1) credit demand in developed and emerging markets, (2) credit risks in each region, and (3) tools for managing international credit.

Sales Tax Exemption Governance, Jeff Grahavoc

The credit department has enough on its plate. Adding the burden of collecting sales tax exemption forms can seem daunting. A proper program of corporate governance for managing the sales tax exemption process can ease the burden that sales tax and exempt transactions pose in today’s corporation. Such a program can reduce the workload and improve the productivity of everyone handling exempt transactions and related documentation while improving overall compliance. Furthermore, it can mitigate the risk and exposure of downstream sales tax audits and related assessments, interest and penalties. Lastly, it will help ensure that the overall process can deliver the transparency and management control necessary for competent oversight that will support regulatory scrutiny including Sarbanes-Oxley. This session will cover the following topics and best practices useful in defining and implementing a successful sales tax exemption governance program:

Aligning sales tax exemption strategy with the overall business strategy and departmental objectives
Defining sales tax exemption processes and responsibilities
Ensuring transparency and regulatory compliance
What role does IT play?
Optimizing the request for and collection of complete and correct exemption certificates
When and how to track and determine taxability status
How does the tax department share expertise without strain?
Defining a framework that makes sense for credit, sales, tax and the company
Rules versus principles. What about enforcement?
Measurements and metrics for successful exemption compliance