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Rochester Airport Marriott Conference Center
November 19-20, 2014
Attendee Guide
Justice. Faith . Power.
Building A Better Tomorrow for Today’s Credit Professional
About the Conference
Get ready for the best party any credit professional could ever imagine this side
of the Mississippi! The National Association of Credit Management (NACM)
Upstate New York affiliate and the NACM Connect Institute of Credit are
letting the good times roll at this year’s Mardi Gras themed Credit Conference,
Laissez le Bon Temps Rouler (Let the Good Times Roll!), November 19-20, at the
Rochester Airport Marriott Conference Center. The official colors of Mardi
Gras are purple, green and gold, which represent justice, faith and power;
something all credit professionals can stand behind in today’s ever-changing
economy.
Justice
Credit professionals must use justice when extending credit to customers. Each
account should be analyzed without bias and treated on an equal and level scope.
Faith
You need to have faith in your decisions, as well as your customers to uphold
their agreement to pay within terms.
Power
Understand and manage your power. Credit managers hold the key to offering
credit to customers and determining the terms and conditions of doing business
with them. This power is a fine line that must be managed with respect and
authority at all times.
Your team is important to any organization. This year’s conference will teach you
how to become better at what you do best—minimize risks to your company.
On behalf of the NACM/Chicago-Midwest Board of Directors, Upstate New York
Advisory Board, management and staff, we hope you will join us at this important
event. You don’t want to miss what this year’s meeting has to offer—Register Today!
Why Should You Attend
• Learn from experienced speakers from across the country, who are
experts in their fields.
• Visit the exposition showcasing the latest products and services available
to improve your job performance.
• Network with your peers.
• Reconnect with old friends while making new ones.
• Earn Continuing Education Units, CCE recertification points and
ICCE recertification points from the educational sessions you attend.
You will also earn roadmap and participation points.
Your Registration Package Includes:
• Continental breakfast
• General sessions
• Concurrent educational sessions
• Morning and afternoon breaks
• Exhibit Hall entry and contest
• Lunch
• Networking Reception on Wednesday
Location
Rochester Airport Marriott Conference Center
1890 Ridge Rd W, Rochester, NY 14615
Hotel Accommodations
Hotel reservations can be made at the Rochester Airport Marriott by calling
585.248.8640. Please identify yourself as an NACM Upstate New York Credit
Conference attendee to receive the special conference rate of $112 per night.
The cut-off date is October 24, 2014. Reservations received after this date
will be accepted on a space and/or rate available basis.
Methods of Registration
Please choose one of the following methods to register for the this year’s
conference. Full Payment must be received with your registration, or we can
invoice you; but, payment must be received before the event.
Be sure to take advantage of one of the team discounts or the early bird rates
listed below. Only one option may be selected.
Team Discounts
• 5 – 9 attendees receive a 10% registration discount.
One coupon per person is valid.
• 10 or more attendees receive a 20% registration discount.
Two coupons per person are valid.
Discount Member Pricing
By September 31
After September 31
Two-Day Registration
$319
$359
One-Day Registration
$199
$229
Online
Visit www.nacmupstateny.org to register online.
Fax
Complete the enclosed Registration Form and fax it to the NACM Upstate
New York Education Department at 847-253-6241. Please call 800-935-6226
and request to make a credit card payment.
Mail
You may send your completed Registration Form with payment to:
NACM Upstate New York Headquarters
Attn: Credit Conference Registration
3005 Tollview Drive
Rolling Meadows, IL 60008-3708
Schedule-At-A-Glance
Key:
= Intermediate A = Advanced E = Everyone
These rating are just suggestions and in no way should preclude anyone from attending sessions of interest.
I
Wednesday, November 19
Registration and Breakfast
7:30 – 8:00 a.m.
8:00 – 8:15 a.m.
Welcome Remarks – NACM Upstate New York President Phil Lattanzio, CCE
8:15 – 9:15 a.m.
Connecting With Your CFO (and/or Your own Boss in General!)
Keynote Speaker: Michael Bradley
9:15 – 9:45 a.m.
Break
9:45 – 11:00 a.m.
Remarkable Leadership – Developing Others
Dave Sperduto, CBF
11:00 – 11:30 a.m.
Break
11:30 a.m. – 12:45 p.m.
A Credit Managers Tool Box
Ron Sereika, CCE, CEW
12:45 – 2:00 p.m.
All Conference Luncheon
2:00 – 3:15 p.m.
Are Customers Pushing Back on Terms? Fight Back!
Wanda Borges, Esq.
3:15 – 3:45 p.m.
Break
3:45 – 5:00 p.m.
Liens
Chris Ring
5:00 – 6:00 p.m.
Reception and Networking Event
Hosted by the Exhibitors
Break
Coloring Your Communications
Diana Crowe
A
E
Break
E
How to Evaluate Chapter 11 Plans
Thomas Fawkes, Esq. and Brian Jackiw, Esq.
A
Doing More With Less
Panel Discussion
I
E
Break
Payment Card Industry Compliance and EMV Strategy
Matt Fluegge
E
I
Thursday, November 20
8:00 – 8:30 a.m.
Registration and Breakfast
8:30 – 9:45 a.m.
Chapter 11 Reform Update
Bruce Nathan
9:45 – 10:15 a.m.
Break
Break
10:15 – 11:30 a.m.
National Trade Credit Report – Updates and
E
Benefits for Members
Phil Lattanzio, CCE, Robin Schauseil, Gina Calabrese
Collection Techniques
Panel Discussion
E
11:30 a.m. – 1:00 p.m.
All Conference Luncheon
1:00 – 2:15 p.m.
Generation Differences
George Cook
Secured Selling
Panel Discussion
E
2:15 – 3:30 p.m.
Building Net Mirth
Keynote Speaker: Nels Ross
3:30 p.m.
Networking Event – Open Bar
I
How to Accurately Forecast Cash
Ron Sereika, CCE, CEW
I
E
Keynote Speaker
Michael Bradley
Connecting With Your CFO (and/or Your own Boss in General!)
Wednesday, 8:15 a.m.
As a credit professional, you are probably already aware of the 4 Cs
of credit: Character, Capacity, Capital and Conditions. These key
components are critical in determining the overall credit worthiness of a
debtor. Equally as critical are the internal communications with ‘upper’
management to ensure support, awareness, and alignment.
Bradley’s keynote session will introduce 5 more Cs, which are used
to connect with your CFO and help drive those important internal
communication and relationships. Staying Current, relying on Concrete
information, being Creative, remaining Coordinated and overall
Communication are what is required from your CFO, but what does he
or she really want?
This session is a rare opportunity for credit professionals to get an
alternative perspective of the credit function and its role and value
within an organization from a CFO. Bradley will provide insight into
what is truly expected from the credit team and what kind of reporting
is beneficial to them.
Michael Bradley is Senior Vice President and Chief Financial Officer.
Mike joined NOCO in 2006 and serves on the company’s Board of
Directors. He oversees all aspects of NOCO’s financial planning,
performance, reporting and resource management. He is actively
involved in the company’s strategic planning, business development and
corporate governance initiatives. Mike was honored as WNY Financial
Executive of the Year in 2010 by Business First for large privately-held
companies.
Prior to joining NOCO, Mike gained nearly over seventeen years of
experience at the U.S. headquarters of an Irish conglomerate where
he served as Director of Finance. With operation in seven states and
Mexico, Mike provided hands-on management of the accounting,
tax, treasury and benefits administration functions and gained valuable experience with business acquisitions, divestitures, systems design
and implementation. Mike started his career at KPMG Peat Marwick where he planned and executed audits and conducted consulting
engagements for a variety of clients.
Mike serves on the board of several advocate organizations. As an alumnus of Canisius College, he serves on the Canisius College Council on
Accountancy. It is here that Mike can relay his everyday knowledge and experience to college students entering into the field of accountancy.
He is also very involved and serves on the board for Buffalo of the Sacred Heart and the Western and Central NY chapter of the Leukemia
& Lymphoma Society. Mike was awarded a Bachelors of Science degree in Accounting from Canisius College. He resides with his wife, Amy,
and their four daughters in Amherst, New York.
Page 4
Keynote Speaker
Nels Ross
Building Net Mirth
Thursday, 2:15 p.m.
This uplifting and interactive presentation will teach
us all to infuse humor and play into our everyday
situations and use them as effective tools to reduce
stress and enhance joy, health and productivity.
Humor and play can also apply to resilience, morale,
creativity, learning, communications and teamwork,
and Ross will show us how.
Nels Ross is a performer, speaker, and “Chief
Executive Oddball” of In Jest, Inc. (www.injest.com).
Working solo and with others, he provides “sidesplitting, gravity-defying programs” for companies,
schools, ministries, and more in North America
and abroad. His clients include Corning, HarleyDavidson, HSBC, M&T Bank and the National
Hockey League.
His diverse background includes: studying
mathematics, education, and theater at the University
at Buffalo; touring with a non-profit circus; training
with instructors from Ringling Brothers, Broadway,
and Cirque du Soleil; writing for Juggle magazine;
teaching performing arts courses and workshops;
and performing and speaking for countless
organizations and events.
When he is not entertaining, educating, or uplifting
others, Nels enjoys life with his wife and five kids in
western New York.*
Page 5
Educational Sessions
Wednesday
9:45 – 11:00 a.m.
11:30 a.m. – 12:45 p.m.
Remarkable Leadership – Developing Others
A
Speaker: Dave Sperduto, CBF, Superior Plus Energy Services Inc.
A session from the “Remarkable Leaders” workshop, this session will examine
how remarkable leaders do more than give orders and issue commands. They
use their influence, their vantage point, and their experience to develop others
as well. We will learn to demonstrate supportive behaviors, know the common
sources of feedback and how to apply them and identify fourteen common
causes for performance problems. Lastly, learn to develop your staff into leaders
for the future.
Coloring Your Communications
Speaker: Diana Crowe
E
Have you ever wondered why some people just don’t get what you’re trying to
say? No matter how hard you try, communication is difficult and getting results
challenging?
In the Coloring Your Communication session, we’ll learn to recognize different
personality types and assign them a color. We will then discuss the practical
application in order to help us communicate more effectively. More effective
communication equals better results! Don’t miss this opportunity to learn how
to color YOUR communications!
A Credit Managers Tool Box
E
Speaker: Ron Sereika, CCE, CEW, Coopervision Inc.
Every Credit Professional needs to be fully equipped with the best knowledge
and resources to identify, monitor and manage risk and maximize cash flow.
This session will focus on free and fee based sources of credit intelligence, best
practices, innovative services and where to go to find the answers to what you
don’t know … and need to know! You’ll leave this session with a Credit Toolbox
full of new ideas and opportunities to excel in your profession!
How to Evaluate Chapter 11 Plans
Speakers: Thomas Fawkes, Esq., Freeborn & Peters; Brian Jackiw, Esq.,
Freeborn & Peters
I
The central part of a Chapter 11 bankruptcy is the design, approval, and
administration of a reorganization plan. A Chapter 11 plan starts by
dividing the creditors into various classifications including priority creditors,
administrative creditors, secured creditors, and unsecured creditors and then
determining how much each class will be paid, debt restructuring and terms of
payment.
As a creditor in a Chapter 11 bankruptcy, how do you know that the plan you
are asked to approve makes sense? In this session you will learn how to look at
Chapter 11 plans from various perspectives to determine just that – is this plan
making sense?
Page 6
Educational Sessions
2:00 – 3:15 p.m.
Are Customers Pushing Back on Terms? Fight Back!
Speaker: Wanda Borges, Esq., Borges & Associates, LLC
3:45 – 5:00 p.m.
A
Customers disregarding credit terms and dictating their terms to vendors is a
payment trend affecting credit teams across industries. While this tactic may be
helpful to their needs, these strategies have an obvious negative impact on the
seller’s DSO and cash flow. How can you fight back and keep your customers
within normal terms? Or is fighting back the right strategy? In this session you
will explore options for your credit team when faced with this issue.
Doing More With Less
I
Panel Discussion: Linda Minch, Carestream Inc.; Ron Sereika, CCE,
CEW, Coopervision, Inc.; Dave Sperduto, CBF, Superior Plus Energy
Services Inc.
Being asked, and expected, to do more with less has become today’s norm. But it
doesn’t always have to be a losing proposition. In this panel, our credit executives
will discuss the things they’ve done to create efficiencies and effectively manage
with lean resources. They will discuss process changes, technology enhances
and changes in their own habits. Following their disclosure, we will encourage
participants to share the things they are doing to meet the new demands. Come
get some great ideas on how to Do More with Less!
Liens
E
Speaker: Chris Ring, NACM Secured Transaction Services
From back charges to retainage, construction oriented credit managers need
to be experts in maximizing the leverage provided by the lien and bond claim
statutes. This session is an intensive course addressing the construction lien
process from both a national and a New York perspective. From collecting job
information through foreclosure, be prepared for a fast paced manager’s view of
building the optimal construction credit department.
Payment Card Industry Compliance and EMV Strategy
Speaker: Matt Fluegge, Vantiv
I
PCI Compliance is not a one-time event. Merchants must maintain ongoing
compliance with the PCI DSS (Payment Card Industry Data Security
Standards) and continually evaluate systems and processes to ensure they are
protecting their business. In 2015 those merchants who do not have the ability
to process the new chip-based credit cards will experience the liability shift for
accepting counterfeit credit cards. This presentation will provide an overview of
the PCI DSS, the steps for your company to take to maintain compliance, and
the impact of EMV (chip-based cards).
Page 7
Educational Sessions
Thursday
8:30 – 9:45 a.m.
Chapter 11 Reform Update
Speaker: Bruce Nathan, Lowenstein Sandler PC
10:15 – 11:30 a.m.
I
At the 2013 NACM Credit Congress, the trade credit community offered its
recommendations for what needs to be fixed in the US Bankruptcy Code in
a hearing of the American Bankruptcy Institute’s Commission to Study the
Reform of Chapter 11. Since then the commission has been collecting and
studying reform proposals, and will eventually offer a full report expected to be
completed in December of 2014.
In this session learn what progress has been made, expected proposals, and
other updates to this issue in which NACM members nationwide have played
such an important role.
How to Accurately Forecast Cash
Speaker:Ron Sereika, CCE, CEW, Coopervision, Inc.
E
Cash is King! We all know it; live by it! Cash flow is what keeps your company
going, and it’s your job to make sure it’s coming in and to know when. Our
instructor has a proven track record of forecasting cash within 2% a month for
the past four years on an average AR balance of $54M a month. Come to this
session and learn how to successfully forecast cash flow and become the King of
Cash at your company!
National Trade Credit Report – Updates and Benefits for
Members
E
Speakers: Phil Lattanzio, CCE, NACM Connect; Robin Schauseil,
NACM National, Gina Calabrese, NACM Tampa
It’s been two years since the development of the National Trade Credit Report,
and like a fine wine, it just gets better with age! Attend this session and you’ll
find out why. Learn about the new features – many free to members – and its
growing value and use in the NACM community as both a source for trade
information and as a management tool.
Collections – A Panel Discussion
Panel: Todd Fierstein, NACM Connect; Anthony Mitchell, CBA, Rochester
Midland; John Newman, CCE, IRR Supply Co., Inc.
E
From beginner to expert – there’s something here for everyone involved
in collecting money. This panel will cover topics such as the impact of the
credit application, escalating the collection effort, policy and procedure
implementation, customer visits, and some general, practical points and sharing
of best practices. Bring along your success stories as we open the panel to an
interactive discussion.
Page 8
Educational Sessions
1:00 – 2:15 p.m.
Generation Differences
I
Speaker: George Cook
Each generational group, Silent Generation, Baby Boomers, Gen X, Gen Y,
Millenials, is profoundly influenced by the specific times in which they have
grown up. Culture, music, movies, politics and specific events have shaped and
influenced their value systems. Marketing companies have learned that there
are significant differences in attitudes, value systems, and perceptions among
these generational groups and that this poses major challenges in promoting the
right product, message and strategies. In this session you will learn how you can
take the information learned by these marketing companies and apply it to your
interactions with the various generations within your staff and your superiors to
get to the best possible results from each individual.
Secured Selling
E
Panel Discussion: John Newman, CCE, IRR Supply Co., Inc.; Chris Ring,
NACM Secured Transaction Services; Mike Tanea, Admar Supply
There are many ways in which your company can secure your sales, particularly
when selling to marginal accounts. This panel discussion will walk you through
some of the methods available for security, including UCC’s, bonds, joint
check agreements, security agreements, promissory notes and confessions
of judgments. You’ll leave this session armed with the tools you need to help
protect your receivables!
Page 9
Silent Auction
Dear Member,
The Robert L. Vodraska Scholarship Foundation has been successfully raising money and awarding scholarships to the
members of NACM Connect since 2009. Through our efforts in raising money for this worthwhile cause, we have been able
to gift almost $35,000 in scholarships to members of the Association to continue their credit education.
A large part of the funding of the foundation comes through the success of the Silent Auction held each year in conjunction
with the Conference. To that end, I am appealing to all members to consider donating personally or through their company
item(s) that can be used in the Silent Auction to raise money.
All donors will receive recognition in the NACM Connect newsletter and on the Conference website. Plus, you will have
the knowledge that your generosity has helped provide skilled and knowledgeable credit professionals for the future. All
contributions are tax deductible. The tax id number for your donation is 37-1562913.
Please send your Silent Auction donations to:
Todd Fierstein
NACM Upstate New York
5500 Main Street, Suite 262
Buffalo, NY 14221
If you are local and would rather have your item picked up at your office, we will be happy to arrange this for you.
For additional information, please feel free to call me at 800-935-6226, ext. 6478 or email [email protected].
Thank you,
Lillian Novak
Vice President of Education
NACM Upstate New York
Page 10
Driving Directions
Rochester Airport Marriott Conference Center
1890 Ridge Rd W
Rochester, NY 14615
From Rochester International Airport
A complimentary airport shuttle is available from 5:30 a.m. until 11:30 p.m., reservation required.
Shuttle Phone: 585-225-6880
The Rochester Airport Marriott is located six miles from the Rochester airport. Take I-390 North
to exit 24B for West Ridge Road/Route 104. The hotel will be on the right.
From Buffalo/Buffalo International Airport
Take NYS Thruway I-90E to 490E to 390N to Ridge Road West exit. At the second light, turn
right onto Fetzner Road.
From Syracuse/Albany
Take I-90 West. At exit 45, take ramp on the right for I-490 toward Rochester. At exit 9A, take the
ramp right to I-390 North to exit 24B for West Ridge Road/Route 104. The hotel will be on the
right.
Parking
On-site parking is complimentary.
For best results, please look up the address of:
1890 Ridge Road, Rochester, NY
on MapQuest, Rand McNally or your favorite navigation website.
Page 11
Products and Services
NACM Connect is pleased to offer the following products and services.
Commercial Collection Services
Credit Reporting Services
Education
Staffing Services
•Electronic Claims Placement
•Maximum Dollar Recovery
•Personal Service
•Workshops and Seminars
•Webinars
•On-Site Training
Institute of Credit
•Annual Credit Conferences
•Professional Designation Programs
•Self-Study and Exam Reviews Courses
•Credit 101, Credit 102 and Credit 103
Credit Group Services
•Industry Credit Groups
•Online Credit References
•SAP Users Group
•Sungard/GET PAID Users Group
•International Credit Professionals Group
Publications
•Business Credit Magazine
•Bimonthly Newsletter
•Commercial Credit Reports
•Consumer Credit Reports
•International Credit Reports
•Temporary Positions
•Temp-to-Hire
•Direct Hire
•Employment Screening
Other Services
•Billing Solutions Services
•Cash Flow Solutions
•Check Guarantee Services
•Credit and Deductions
Management Software
•Credit Card Processing
•Credit Insurance
•Credit Risk Management
•Critical Document Management
•Electronic Funds Transfer
•Online Bill Pay
•Retail Account Monitoring
•UCC and Mechanics Liens Filings
•Sales Tax Management Software
For more information, or if you have any questions
email [email protected].
Registration Information
NACM Upstate New York 2014 Credit Conference
Name
Company Name
Address
Laissez le Bon Temps Rouler
CityStateZip
(Let the Good Times Roll!)
PhoneFax
Registration Form
Email
Please choose only one session per time frame.
(An email confirmation will be sent to attendees.)
Mobile Number
Do you accept text messages?
Wednesday, November 19
8:15– 9:15 a.m.
Keynote Session – Michael Bradley
Connecting With Your CFO
Others
q A Credit Managers Tool Box
q How to Evaluate Chapter 11 Plans
11:30 a.m. – 12:45 p.m.
2:00 – 3:15 p.m.
q Are Customers Pushing Back on
Terms? Fight Back!
q Doing More With Less
3:45 – 5:00 p.m.
Please use this registration form as your invoice.
• Payment must be received prior to October 31, 2014.
• Cancellation deadline for a full refund is October 31, 2014.
• Cancellations received after October 31, 2014, will NOT be refunded.
q Remarkable Leadership – Developing q Coloring Your Commuications
Payment Information
(and/or Your own Boss in General!)
9:45 – 11:00 a.m.
q Liens
q Payment Card Industry Compliance
and EMV Strategy
qYes qNo
You may choose a team discount or an early bird registration rate.
Only one payment option may be selected.
Registration Fee
By October 31
qTwo-Day Registration
Member
$319
$359
$__________
Non-Member
$638
$718
$__________
qOne-Day Registration
Member
$199
$229
$__________
Non-Member
$398
$458
$__________
Team Discounts
• 5 – 9 attendees from the same company
Thursday, November 20
•
q Chapter 11 Reform Update
q How to Accurately Forecast Cash
8:30 – 9:45 a.m.
10:15 – 11:30 a.m.
receive a 10% registration discount. One
coupon per person is valid.
10 or more attendees from the same
company receive a 20% registration
discount. Two coupons per person are valid.
q Collections Techniques
Coupons$______________
Total Cost $_____________
Please Note: Single attendees may use two coupons for two-day
registrations, and only one coupon for one-day registrations.
q National Trade Credit Report – Updates
and Benefits for Members
After October 31
Payment Methods
q
Check Enclosed Payable to NACM Upstate New York
Mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008
q Generation Differences
q Secured Selling q Charge $__________ to my credit card
1:00 – 2:15 p.m.
For security reasons, please do not fax your credit card number. Fax this registration form to
847-253-6241 and call Kathy Berendsen at 800-935-6226 and request to make your payment.
2:15 – 3:30 p.m.
Keynote Session – Nels Ross
Building Net Mirth
Registration Form Submission
Fax to:
Lillian Novak
847-253-6241
Mail to:
NACM Upstate New York Headquarters
3005 Tollview Drive
Rolling Meadows, IL