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KEYNOTE SPEAKER: EDED HEARNHEARN MEMBER OF THE 1986 CHAMPION Scorecard THURSDAY - OCTOBER 26TH Game Times Coach Umpire Trainer General Manager

8:00am - 8:30am Registration and Breakfast - Main Lobby 8:30am - 9:30am General Session Ed Hearn - Room A 9:30am - 10:00am Break Break Break Break 10:00am - 11:15am Communications - Part 1 Bankruptcy Update Deductions Management Financial Statement Analysis Part 1 Rob Engelman Wanda Borges, Esq. Ken Green Steve Isberg, PhD 11:15am - 11:30am Break Break Break Break 11:30am - 12:45pm Communications - Part 2 Contract Law Credit Scoring for Financial Statement Analysis Part 2 Rob Engelman Deborah Thorne Commerical Risk Management Steve Isberg, PhD Sam Fensterstock 12:45pm - 2:00pm All Conference Luncheon - Room A 2:00pm - 3:15pm Going Global: A Company’s A New Look at Preference Defenses Preventing Fraud in ACH Cash Flow Analysis: How to Go Guide to Collecting Payments Kevin Driscoll Lynne Pearson Broke While Making a Profi t Rebecca Nelson George Schnupp, CCE 3:15pm - 3:45pm Break Break Break Break 3:45pm - 5:00pm Networking for Success Construction Related Check Conversion & Truncation: Forensic Accounting Bill Lovitt, CCE Creditor’s Rights Effi ciencies in Collection Process Federal Bureau of Investigation Ed Filer Lynne Pearson 5:00pm - 6:00pm Extra Reception - Main Lobby

FRIDAY - OCTOBER 27TH Game Times Coach Umpire Trainer General Manager

8:00am - 8:30am Registration and Breakfast - Main Lobby 8:30am - 9:30am General Session Abe “Walking Bear “ Sanchez 9:30am - 10:00am Break Break Break Break 10:00am - 11:15am Business Ethics Anatomy of a Lawsuit Online Bill Pay: Construction Collection George Heyman Gary E. Green Is it Right for Your Company? Tips and Tidbits Rudet Fountain Norm Cowie, CCE 11:15am - 11:30am Break and Silent Auction Final Bids - Main Lobby 11:30am - 1:00pm All Conference Luncheon 1:00pm - 2:15pm Business and Personal Credit Applications Monetizing of Distressed Increasing Your Leverage 101 Identity Theft Todd Fierstein Receivables Jerry Bailey Maxwell Marker JC Barone 2:15pm - 2:30pm Break Break Break Break 2:30pm - 3:45pm Excel Tips for New and When the Government Trade Credit Insurance from SOX Panel Experienced Users Comes Knocking Soup to Nuts Various Speakers Jon F. Paul Stuart Glick Mark Larocca MVP THURSDAY - OCTOBER 26TH

In 1986, Ed Hearn fulfi lled his childhood dream as a member of the World Series Champion New York Mets. The following year with the , he was set to make those big “million dollar bank deposits” today’s professional athletes are accustomed to, when suddenly, a serious shoulder injury brought a premature end to a very promising and brilliant career. Less than six months after his baseball career ended, he was diagnosed with three potentially life threatening health conditions. Once a strong, vibrant professional athlete, he was reduced to a man who could barely care for himself. Ed hung on, though, and used these physical challenges to make the most incredible comeback of his life. Today, after 3 life-saving kidney transplants, months of dialysis, a successful bout with cancer, the aid of a breathing machine each night, a costly IV treatment once a month, and up to 50 pills per day, Ed has come back to live a life that is truly an inspiration. While battling these very challenging health issues the past ten years, Ed Hearn has become one of this nation’s most highly sought after motivational speakers. His courage, faith and determination speak volumes as we face life’s challenges. Recently, Ed was awarded the prestigious Certifi ed Speaking Profession (CSP) designation from the National Speakers Association. He is the fi rst and only, current or former professional athlete from our country’s major league sports to receive this designation (only 7% of all speakers throughout the world have received this coveted distinguished honor). As the author of Conquering Life’s Curves – Baseball, Battles & Beyond, Ed has appeared on numerous national television programs including The Oprah Winfrey Show, The 700 Club and MSNBC. He is founder of The Bottom of the Ninth Foundation, a Kansas non-for-profi t corporation dedicated to the mission of rebuilding the spirit and character of this nation. Ed, his wife, Trish, and their son, Cody (a Tae Kwon Do Black Belt), reside in Lenexa, Kansas. He is very active in various community activities and spends countless hours of his time with the youth of Kansas City. In his spare time, Ed enjoys hunting, fi shing, and golf.

3 MVP FRIDAY - OCTOBER 27TH

Abe “Walking Bear” Sanchez is the Founder and President of A/R Management Group, Inc., a consulting and training company specializing in Profi t Centered B2B Credit Management . He is the fi rst visionary leader of the profi t centered credit and collection movement. Walking Bear’s unique and well-proven methodologies are widely recognized as the most signifi cant [r]evolution in credit management in the last fi fty years. He has more than 30 years experience in the credit fi eld beginning with a consumer fi nance company and moving to managing his own offi ce, to collection supervisor for J.C. Penny, credit authorizer for a large bank offering credit cards, then as regional credit manager for GE credit and as a collection agency owner. Walking Bear then moved into B2B credit management with a regional distribution company. It was during this time that he discovered the fl aw in thinking of credit as a “risk management” function. It was during this time that he developed what is now known as the Profi t System of B2B Credit Management. Since 1982, when he entered the consulting fi eld, Walking Bear has worked with many different sized businesses across a wide range of industries. In the last 10 years he has presented his “Profi t Approach” to well over 600 CEO and business groups in the US, Canada, Mexico and the UK. He has authored hundreds of articles and is now adventuring into the study of social change and philosophy. A Pueblo descendent from the Taos area, WalkingBear is Chairman of “The Tribe of Turtle Island, Inc.” His family and a collection of assorted pets live in Southern Colorado. This session, What Top Business Managers Don’t Know, and How It Hurts Their Business educates participants on a new profi t understanding of the B2B credit function. The Profi t System of B2B Credit Management developed and copyrighted by Abe “Walking Bear” Sanchez provides a roadmap to capture the essence of credit as a sales support function. The B2B credit function is moving to the forefront of business’s core competencies and must be understood in its role as a profi t partner to sales. While still reporting to accounting, the B2B credit function lies between sales and accounting helping businesses to maximize sales while minimizing risks. B2B Credit and A/R Management are directly linked to new sales, repeat sales, cash fl ow, internal effi ciency and customer retention. The old and outdated risk management way of thinking of Credit and A/R Management…as illustrated by the use of DSO and percent bad debt…is a detriment to growth and profi tability. This program covers: The Purpose of Credit, The Major Components, The Goals, People Requirements, New Real Time Profi t Measurements.

4 Line Up THURSDAY - OCTOBER 26TH 10:00am - 11:15am Financial Statement Analysis Part 1 Communications - Part 1 Steve Isberg, PhD - Credit Research Foundation, Baltimore MD Rob Engelman - Engelman Management Group, Deerfi eld, IL Expert credit management is based on the analyst’s ability to assess his Are your communication skills “up to snuff?” Do you listen to or her customers business and circumstances. This two part educational understand and speak to be understood? Can you have a diffi cult session will focus on how you can develop an understanding of your conversation with co-workers the fi rst time around? Do you ever customer’s business by using fi nancial statement analysis. The fi rst wonder how you can improve your communication skills so that session will present a model of how to conduct a fi nancial statement your thoughts / ideas are presented in a clear / concise manner? analysis in the context of market forces and business strategies. Join Rob Engelman as he discusses ways in which business professionals can improve their communication skills. Pulling from 11:30am - 12:45pm his recently published book, That Was Zen, This Is Wow, Rob will Communications - Part 2 share fun, witty, and thought-provoking ideas and translate them Rob Engelman - Engelman Management Group, Deerfi eld, IL into everyday best practices attendees can implement to become Part 2 looks at the following concepts: better communicators. ‹ Understanding communication styles Topics to be discussed in Part 1 of this program include: ‹ Having diffi cult conversations ‹ Listening versus hearing ‹ Presenting like a champ ‹ Marketing your ideas ‹ Writing to the CEO Contract Law Deborah Thorne - Barnes & Thorneburg LLP, Chicago, IL Bankruptcy Update This session will cover basic contract concepts and defenses Wanda Borges Esq. - Borges & Associates LLC, New York, NY provided to sellers and buyers of goods under the Uniform Although the BAPCPA enjoyed its fi rst birthday in April, 2006, the Commercial Code and under common law for buyers and sellers of effective date for most of the provisions of the BAPCPA was October services. We will specifi cally examine issues which may result in 17, 2006. There has been a signifi cant amount of Bankruptcy Court additional risk to your company: indemnifi cation, force majeure and activity and caselaw surrounding the bankruptcy reform legislation. termination. We will also look at supply and requirements contracts Trade creditors who are not already familiar with the changes which and what happens if the party on the other side of the contract have an impact on their credit decisions need to become familiar becomes insolvent or is a debtor in a bankruptcy proceeding. with them. Those creditors familiar with the changes will learn what the courts are doing with this BAPCPA. This program will focus Credit Scoring for Commerical Risk Management upon how debtors, creditors and creditors’ committees are dealing Sam Fensterstock - Corporate Credit Solutions, Charlotte, NC with the changes. The word is out….credit scoring, credit scoring, credit scoring. You hear it all the time, credit scoring can do this, credit scoring can do that. But Deductions Management what does this really mean to you? What exactly is credit scoring, who Ken Green - IAB, Inc., Clarks Summit, PA needs it, why do you need it, what “fl avor” of credit scoring is right for Deductions continue to challenge manufacturers who sell to any your company and should you build it internally or buy it from a leading retailer, big or small. Current trending identifi es compliance, post vendor? Our speaker Sam Fensterstock, a leading expert on the uses of audits claims, coupon deductions and damages/unsaleables as Credit Scoring for Commercial Risk Management will lead a discussion the most diffi cult issues in today’s deduction arena. These types of that will provide you with a further understanding of Credit Scoring and claims, along with benchmarking and deduction management tips how leading companies are currently benefi ting from implementation of will be discussed in this presentation by IAB whose core business for Credit Scoring Solutions. the past 22 years is deduction resolution and chargeback recovery.

5 Line Up THURSDAY - OCTOBER 26TH Financial Statement Analysis Part 2 game playing session where three volunteers will a company Steve Isberg, PhD - Credit Research Foundation, Baltimore MD and all the fans will witness, “How to Go Broke…While Making a The second session will illustrate how fi nancial statement analysis Profi t.” Cash is King! can be implemented by examining several key studies of live business cases in the retail, manufacturing and distribution industries. 3:45pm - 5:00pm Networking for Success 2:00pm - 3:15pm Bill Lovitt, CCE - Caine & Weiner, Schaumburg, IL Going Global: Join this interactive session to discover how you can leverage the A Company’s Guide to Collecting Payments power of formal networking to build long term relationships, enhance your career and gain access to new opportunities. Learn how to Rebecca Nelson - Citigroup, New York, NY leverage networking resources like LinkedIn and Toastmasters. This session will describe the various methods for collecting payments Find out how to take immediate steps to build your own personal globally and how to maximize the application of these funds to the network and benefi t from best practices, benchmarking, resources receivables process. Case studies and examples will be provided to and referrals. Be proactive in developing the #1 resource to assist demonstrate how to optimize collections in the various regions. you during a job transition. You don’t need to be an extrovert to be successful at networking. Don’t get left behind as your peers meet to A New Look at Preference Defenses network for success! Kevin Driscoll - Barnes & Thorneburg LLP, Chicago, IL Preference Defenses will be explored and will highlight new decisions Construction Related Creditors’ Rights post-BAPCPA and other advanced and unique preference defenses Ed Filer - FagelHaber LLC, Chicago, IL beyond those ordinarily used. Covered in this legal session designed specifi cally for those selling to contractors will be the contract/purchase order/credit agreement, Preventing Fraud in ACH terms of project arrangements, options and rights available to Lynne Pearson - Fifth Third Bank, Chicago, IL subcontractors and materialmen in Illinois, lien and bond claims, Discuss the types of ACH payments that are originated today other claims and remedies and more. including: ARC, POP, RCK, TEL and WEB. Identify conversion risks and opportunities for fraudulent transactions. Provide information on Check Conversion & Truncation: the requirements of a company to detect and report fraudulent ACH transactions in a timely manner to protect against loss. Discuss the Effi cencies in Collections Process various tools provided by the banking industry to assist companies Lynne Pearson - Fifth Third Bank, Chicago, IL in preventing unauthorized transactions including: ACH Blocks, ACH Are you taking advantage of current technology to improve your Filters, and ACH Positive Pay. collections process? We will review check conversion options and truncation (remote deposit capture), discussing how they are used Cash Flow Analysis: and the benefi ts of each in gaining effi ciencies in the collections process. How to Go Broke While Making a Profi t George Schnupp, CCE - Anixter, Skokie, IL Forensic Accounting Interpretation of the cash fl ow statement begins with the Federal Bureau of Investigation - Washington, D.C. interrelationships that exist between the balance sheet (investment Are the fi nancial statements you receive from your customers and and fi nancing decisions) and the income statement (operating prospects fraudulent? FBI experts will be on hand to demonstrate decisions). The results of a company’s current investment decisions what they look for when assessing statements, and will give guidelines are seen in two key operating assets: inventory and accounts to protect you from being victimized by fraud. receivable. Their levels represent both investment decisions and operating decisions by management. This will be an interactive

6 Line Up FRIDAY - OCTOBER 27TH 10:00am - 11:15am Credit Applications Business Ethics Todd Fierstein - Caine & Weiner, Buffalo, NY George Heyman - Oakton Community College, Des Plaines, IL ‹ Why use a Credit Application? Ethics is on everyone’s mind today. But what is ethical behavior? How do people make ethical decisions? This interactive session will look ‹ What should be asked in a Credit Application ? at ethics as it applies to the workplace, and how ethical decisions can ‹ LLC & LLP the implications and importance of create a better working environment. knowing their status. ‹ Verbiage to be included in a Credit Application. Anatomy of a Lawsuit ‹ Personal Guarantees & Joint Personal Guarantees. Gary E. Green - FagelHaber LLC, Chicago, IL This session will discuss the fundamental aspects of a lawsuit. We will ‹ Question & Answer session. discuss the initial demand letter, particulars of a well drafted complaint, counterclaims, motion practice, discovery, including electronic discovery Monetizing of Distressed Receivables issues, depositions, expert witnesses and the dynamics of a trial. JC Barone, JP Morgan/Chase, New York, NY It’s inevitable that at some point during your career one of your Online Bill Pay - Is it for Your Company? customers will fi le for Chapter 11. Should this occur, you will be left Rudet Fountain - American Check Management, Atlanta, GA with the daunting question - What should I do with these defaulted Online Bill Pay (OBP) -- Is it for you? How does OBP fi t in the Business receivables? One option is to sell. This discussion will focus on the to Business (B2B) payment environment? What is different about it? different types of claims you may encounter and what options are How can your company take advantage of this inevitable process? available to help you monetize this distressed asset. We will discuss The future is now!! how to evaluate these options and walk through the procedures for selling your claim. Construction Collection Tips & Tidbits Norm Cowie, CCE - Evergeen Oak Electric Supply, Crestwood, IL Increasing Your Leverage 101 NACM National’s Author of the Year Jerry Bailey - NCS, Cleveland, OH Join this session for tips for credit and collecting in the rough and tumble Differentiate yourself from your customer’s other creditors. world of construction. The discussion will include waiver techniques, The problem with most debtors isn’t that they don’t have any money joint check agreements, bankruptcy and job accounts. We’ll also - it’s that they have $10,000, and owe fi fteen creditors $1,000 apiece. discuss how to deal with title companies, contractors and attorneys, Your goal as a credit professional is to be one of the ten that gets paid. both before the job starts and after. Suitable for all skill levels. Credit and collections are no longer about who makes the toughest collection calls; they are all about creating a reason why you should 1:00pm - 2:15pm get paid ahead of other creditors. Learn how to elevate your status to that of a secured creditor. Enforcing UCC Filings, foreclosing on Business and Personal Identity Theft real property, attend this session and learn some techniques to move Maxwell Marker - Federal Bureau of Investigation,Chicago, IL yourself to the front of the line. Learn how to safeguard your identity from the experts at the FBI with their response to identity theft, cooperative approaches to the crime problem, and what businesses should consider regarding their vulnerability. Also, what should you do if you fi nd that you are a victim of identity theft?

7 Line Up FRIDAY - OCTOBER 27TH

2:30pm - 3:45pm Visit all exhibitors and be eligible to win the grand prize. Excel Tips for New and Experienced Users Winner will be announced at the luncheon on Friday. Jon F. Paul, Value Added Finance Resources, Lake Forest, IL From learning new ways to do basic tasks like copying to more advanced techniques, there is something for every level of Excel users to learn. Come also to see new ways to use Excel that you might not have thought of and resources to use to learn even more after the seminar.

What to do When the Government Comes Knocking Stuart J. Glick - Sills Cummis Epstein & Gross P.C., Newark, NJ In this time of heightened security and governmental oversight of public companies, it is important for every business person to understand what should or should not be done when the government comes knocking on your door. This program provides a practical understanding of the governmental investigative process. It gives an overview of informal requests for information, subpoenas and warrants, as well as information about grand jury and criminal investigations. Most importantly, it gives practical advice regarding how one should respond if (or when) the government knocks.

Trade Credit Insurance from Soup to Nuts Mark Larocca - Coface, Chicago, IL Everything you wanted to know about credit insurance but were afraid to ask. What is domestic credit insurance? How does it work? Is it a lot of work to administer? How do I investigate if it is right for my company? Is it a cost effective alternative versus self insurance? Benefi ts you never knew existed. Don’t sweat it – you don’t have to insure everyone BUT you can just insure the dogs.

SOX Panel Various Speakers Join a group of experts including your peers in the credit profession and SOX accounting practitioners to discuss how Sarbanes-Oxley has impacted the credit profession. This will be a rare opportunity to be part of a cross functional discussion that will deal with the issues and challenges that affect you! Between agenda topics and audience interaction, you’ll experience a fi rst-hand look at the processes, procedures, controls and interactions involved in dealing with SOX compliance. By better understanding the role credit plays in SOX compliance, you’ll save time and frustration as you navigate these complex waters. This is a great chance to network with the experts and expand your knowledge!

8 Silent Auction

Dear Member:

The Chicago Institute of Credit was established to promote higher learning for the credit professional. Through CIC, many of our members are able to gain the educational background required to sit for the designation exams. Trained credit experts are an asset to both our industry and to your company as Credit Business Associates (CBA), Credit Business Fellows (CBF) and Certifi ed Credit Executives (CCE) are proven to have a better understanding of risk management and are more capable of making sound credit and fi nance decisions.

Each year in conjunction with the Credit Conference, NACM Midwest hosts a Silent Auction in order to raise money for CIC. Funds raised offset the cost to the student of taking these classes and make it possible for more students to acquire the classes they need to earn their designations.

On behalf of the Chicago Institute of Credit and its students, I appeal 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 Credit Report, the NACM Midwest newsletter, and in the Conference Directory. Plus you will have the knowledge that your generosity has helped provide skilled and knowledgeable credit professionals for the future.

Please send your donations to:

Lillian Novak Director of Education NACM Midwest 3005 Tollview Drive Rolling Meadows, IL 60008

Or – if you are local and would rather have your item picked up at your offi ce, we will be happy to arrange this for you.

If you have any questions or need additional information, please feel free to call me at 847/483-6478.

Thank you.

Lillian Novak

9 ATTENDEE REGISTRATION FORM ATTENDEE INFORMATION

Thursday, October 2 Contact Name

Company Name

Address

City State Zip PLEASE CHOOSE ONLY ONE SESSION PER TIME FRAME Thursday, October 26th

8:30am - 9:30am ⌧ General Session - Ed Hearn Phone Fax

10:00am - 11:15am Communications Part 1 Bankruptcy Update Deductions Management E-Mail (an e-mail confi rmation will be sent to attendees) Financial Statement Analysis Part 1 PAYMENT INFORMATION 11:30am - 12:45pm Communications Part 2 Contract Law Please use this registration form as your invoice. Credit Scoring for Commercial Risk Management Payment must be received prior to October 9, 2006. Financial Statement Analysis Part 2 Cancellation deadline for a full refund is October 13, 2006. Cancellations received after October 13, 2006 will NOT be refunded. 12:45pm - 2:00pm ⌧ All Conference Luncheon Two-Day Registration Fee 2:00pm - 3:15pm Going Global: A Company’s Guide to Collecting Payments Members $399 $______ A New Look at Preference Defenses Non-Members $525 $______ Preventing Fraud in ACH One-Day Registration Fee Cash Flow Analysis: How to Go Broke While Making a Profi t Members $239 $______Non-Members $359 $______3:45pm-5:00pm Networking for Success Construction Related Creditor’s Rights Two coupons valid for attending both days Check Conversion & Truncation: One coupon valid for one day attendance Effi ciencies in Collections Process Coupons $______ Forensic Accounting Total Cost $______5:00pm-6:00pm ⌧ Extra Innings - Cocktail Reception Check Enclosed Payable to NACM Midwest Mail to: 3005 Tollview Drive, Rolling Meadows, IL 60008 Friday, October 27th 8:30am - 9:30am ⌧ General Session - Abe Sanchez Charge $______to my credit card:

Mastercard Visa American Express Discover 10:00am - 11:15am Business Ethics Anatomy of a Lawsuit ______ Online Bill Pay: Is it Right for Your Company? Credit Card Number Expiration Construction Collection Tips and Tidbits ______11:30am - 1:00pm ⌧ All Conference Luncheon Print Name (as it appears on card) 1:00pm-2:15pm Business and Personal Identity Theft Credit Applications ______ Monetizing of Distressed Receivables Cardholder’s Signature (Required for Processing) Increasing Your Leverage 101 ______2:30pm-3:45pm Excel Tips for New and Experienced Users Credit Card Billing Address (If different from above address) When the Government Comes Knocking Trade Credit Insurance from Soup to Nuts Fax: Attn: Lillian Novak 847. 253.6241 SOX Panel Mail: NACM Midwest - 3005 Tollview Drive Rolling Meadows, IL 60008-3708 20062006 worldworld

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The Chicago Institute of Credit Staffing Services Professional Designation Programs Temporary Positions Workshops and Seminars Temp-to-Hire Self-Study Courses/Exam Reviews Direct Hire Annual Credit Conference On-Site Training Other Services Check Guarantee Service Credit Group Services Electronic Funds Transfer Service Industry Credit Groups Credit Card Processing Credit Application Processing Credit & Deductions Management Software Deduction Information Group Retail Account Monitoring Online Credit References UCC & Mechanics Liens Filings SAP Users Group Credit Risk Management Billing Solutions Services Publications Online Bill Pay Business Credit Magazine The Credit Report E-News You Can Use Meridian Banquets 1701 Algonquin Rd. 3005 Tollview Drive Rolling Meadows, IL Rolling Meadows, IL 60008-3708 www.nacmmidwest.org