Saturday, June 98:30am–5:00pmCERTIFICATE SESSION COURSES The Business Credit Principles and Financial Statement Analysis 2 certificate courses are week-long classes, separate from all other educational break-out sessions. Participants must attend all five segments (30 hours) of the course and must successfully complete the exam offered on the last day (Wednesday, June 13) to pass the course. A certificate course fee of $349 and the purchase of the course textbooks are required in addition to the Full Delegate registration fee.

27001–27005. Certificate Course: Business Credit Principles Instructor: Toni Drake, CCE, TRM Financial Services, Inc.3.0 Total CEUsThis is an intensive course, which offers a comprehensive look at the credit function. It is intended for those preparing for the Credit Business Associate (CBA) exam. Topics include: Credit in the Business World, Credit in the Company, Organizing the Credit Department, The Credit and Sales Partnership, The Legal Forms of Business, The Legal Environment of Credit, The Uniform Commercial Code, Credit Policy and Procedures, Credit Applications, Terms and Conditions of Sales, Credit Investigations, Business Credit Fraud, Making Credit Decisions, International Trade,

Financing and Business Insurance, Negotiable Instruments, Bankruptcy Code Proceedings and Bankruptcy Alternatives. Participants must attend all sessions and pass an end-of-course exam to receive course equivalency toward the CBA designation requirement. Pre-registered attendees will receive a course outline and advance reading assignments. Participants are encouraged to purchase and review the textbook, Principles of Business Credit, from the NACM Bookstore in preparation for the class.

27011–27015. Certificate Course: Financial Statement Analysis 2: Credit and Risk AssessmentInstructor: George Schnupp, CCE, Anixter, Inc.3.0 Total CEUsThis intermediate financial analysis program has been designed for credit analysts and managers seeking comprehensive understanding of what’s behind the numbers in financial reports. It is designed to improve the credit professional’s ability to analyze and interpret financial statements leading to quality credit risk assessment. The program gives equal weight to the process of financial reporting, the analysis and interpretation of financial statements and the steps required to write a quality credit line recommendation. This course is an excellent preparatory class for the Certified Credit Executive (CCE) designation exam. Participants must attend all sessions and pass an end-of-course exam to receive course equivalency toward the CCRA designation requirement. Pre-registered attendees will receive a course outline and advance reading assignments.

Sunday, June 107:30am–12:45pm27006. CCE Exam Review .45 CEUsThis session assists examination candidates in identifying exam preparation strategies and also provides guidance on the exam format. Attendees are encouraged to purchase and review the suggested study textbooks for the CCE exam. Please visit the NACM Bookstore website to reference these books. A boxed lunch is provided for attendees. Pre-registration and an additional fee required.

8:00–11:00am Exam Review Sessions:Sessions 27007 and 27008 are valid for .30 CEUs.

27007. CBF Exam ReviewAn exam preparation strategy will be outlined during this session to help exam candidates formulate a plan of study. Attendees are encouraged to purchase and review the suggested textbooks listed on the NACM Bookstore website in preparation for the CBF exam. Pre-registration and an additional fee required.

27008. CBA Exam Review This CBA review session covers the basic topics tested on the CBA exam. General information on the exam format is also provided for exam candidates. Attendees are encouraged to purchase and review the suggested textbooks listed on the NACM Bookstore website in preparation for the CBA exam. Pre-registration and an additional fee required.

8:30am–4:00pm 27001–27005. Certificate Course: Business Credit Principles27011–27015. Certificate Course: Financial Statement Analysis 2: Credit and Risk Assessment

2018 Credit Congress

Educational Sessions

Selecting SessionsDepending on prior experience or knowledge of a subject, session levels, when not looked at in conjunction with the description, may be subject to personal interpretation. Please be sure to read each session description carefully when choosing one to attend, as there is much to be learned in every presentation.

Educational sessions are denoted as one or more of the following based on the presenter’s view of their content:

= BasicPresents material or topics at an introductory level or covers a topic in a more general manner.

= IntermediateBest suited for those with a cursory knowledge of a subject.

= AdvancedApplicable to those with a working knowledge of the subject, providing a more in-depth exploration of the topic.

= OverviewProvides a general review of a subject area from a broad perspective or reviews several subjects and may be appropriate for professionals at all levels.

= UpdatePresents a review of new developments and is best suited for those with some knowledge of a subject wishing to remain current.

= InternationalSessions are a part of FCIB’s specially designed international education track.

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1:30–3:00pm27009. An Introduction to the NACM Certification ProgramNACM’s certification program has helped define and establish professional standards in this demanding and rapidly changing field, and fosters recognition of those individuals who possess special expertise. You’ll join a select group of individuals who have made the commitment to excellence in credit management, career advancement and an ongoing pursuit of knowledge. Learn how to get started on the path towards earning your CBA, CBF, CCE or the new CCRA.

3:00–3:45pm27010. First-Time Attendee Welcome GatheringTake the first step in maximizing on your Credit Congress attendance. Join other first-time conference attendees, as well as conference veterans, as the Credit Congress journey begins.

Monday, June 118:30–10:45am27000. General Session Featured Speaker: Curt SteinhorstValid for .15 CEUs and CCE Recertification Points We welcome Curt Steinhorst as our keynote speaker for the 2018 Credit Congress Opening General Session. He is the founder of Focuswise, a communications consultancy that addresses the distracted, electronic flood that has overtaken society. Curt’s fascination with distraction is not simply professional. Diagnosed with ADD as a child, he’s worked diligently to overcome the unique distractions that today’s technology creates. As a father, Curt understands how profoundly digital connectivity is transforming people of every age. In his latest book Can I Have Your Attention?, Curt

Steinhorst shows how to overcome distraction and reclaim focus in every aspect of your life and work. As a leading voice on strategic communications in the age of distraction and a certified speaker at the Center for Generational Kinetics, Curt has spoken internationally to audiences that include General Motors, Raytheon, The Naval Academy, Aspen Ski Co., Hotel Association of Canada and YPO.

After the General Session, Curt will sign copies of his book in the NACM Expo booth.

1:00–5:00pm27001–27005. Certificate Course: Business Credit Principles27011–27015. Certificate Course: Financial Statement Analysis 2: Credit and Risk Assessment

2:00–3:15pmCONCURRENT SESSIONSSessions 27020-27027 are valid for .125 CEUs & CCE Recertification Points.

27020. Technology Solutions to Credit Management Challenges - Part 1 of 2 This session continues in #27030.Credit professionals, coupled with service providers, will share specific challenges, issues and other credit-related problems they have faced and how technology solved them. (Part 2 will follow the same format and cover different challenges and providers; attendees do not have to attend both sessions.)

27021. Navigating Lien and Trust Fund Rights When a Party in the Construction Supply Chain Files Bankruptcy Speakers: Chris Ring, NACM Secured Transaction Services and Bruce Nathan, Esq., Lowenstein Sandler LLPMost states have enacted mechanic’s liens in favor of creditors that provide goods and/or services on construction projects. Some states have also enacted, and parties in the construction supply chain can agree to, trust fund protection in amounts owing to general contractors and subcontractors. This program focuses on a creditor’s ability to maintain and enforce its mechanic’s lien and construction or builders trust fund rights where a customer in the construction supply chain files for bankruptcy. The speakers will discuss the impact of the automatic bankruptcy stay and other provisions of the Bankruptcy Code on mechanic’s lien rights. The speakers will then discuss the impact of the local mechanic’s lien statute on a creditor’s ability to maintain and enforce its mechanic’s lien rights in its customer’s bankruptcy case. Also, there will be a discussion of the superior status conferred upon the beneficiaries of a construction or builders trust fund that increases the likelihood of payment of their claims. Finally, creditors’ ability to invoke their lien or trust fund status as a defense to preference claims will be discussed.

27022. Analyzing the Psychological Dance Between the Credit Manager and the Debtor Speakers: Chris Jameson, Esq., Jameson & Dunagan, PC and Dr. Kelly Jameson, Kelly Jameson, Ph.D., LPCThis presentation will allow audience members to view the credit manager/debtor relationship through the humorous lens of a traditional romantic courtship. A psychologist and a collection attorney (who happen to also be married to each other) will analyze it all! We will explore the following: chronological stages of this unique relationship; characteristics of an excep-tional credit manager; positive trends that ensure a successful partnership; dealing with problems as they arise; and learning from difficult exes.

27023. Keys to Maximizing Your Effectiveness! Speaker: Wes Friesen, MBA, CCE, Solomon Training & DevelopmentWe all desire to be more effective and successful at work and in our personal lives. In this presentation, we will learn tried and proven methods to be more effective as leaders, workers and individuals—and learn how to help others be more effective too! Come and learn tips to improve the communication, relationships and performance of you and your team. We’ll be pulling wisdom from the bestselling business book of all-time (Dr. Covey’s Seven Habits of Highly Effective People) and from other leading-edge research and writings.

27024. How the CMI Made Credit Managers Famous Speaker: Chris Kuehl, Ph.D., Armada Corporate IntelligenceAn economist lives and dies with their data and the better the information the better the forecast. What makes the Credit Managers’ Index the powerful tool it is? What does it (and others like it) tell us about the economy now and what the economy is going to look like?

Sessions denoted with this symbol are a part of FCIB’s specially designed international education track.

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27025. Conflict Resolution—Breaking Down Communication Silos Speaker: Rick Hernandez, Syntesis Global, LLC This session will illustrate how to build confidence in conducting difficult conversations on your path to conflict resolution. By identifying points of disagreements, you will learn how to move toward resolution. Additionally, participants will find out how to give and receive business-driven feedback and to understand how to define needs and commitments. This session will also address steps to improving professional relationships and communication effectiveness in an effort to minimize future conflicts.

27026. Antitrust Hot Topics: Ongoing Lawsuits, “Meeting Competition” International Forums and Guidelines Speaker: Wanda Borges, Esq., Borges & Associates, LLC Even though the U.S. statutes have not been updated in years, there is always something new happening in the world of antitrust. As more and more companies conduct international business, the question is often raised as to whether U.S. antitrust statutes are applicable to those international business transactions. Topics covered in this program may include: ongoing Sherman Act lawsuits, antitrust enforcement; antitrust remedies (government and private); price discrimination and its “meeting competition” defense. The Global Forum on Competition, which meets annually to discuss such issues and review anticompetitive conduct, has said “breaking competition laws is profitable if it goes undetected.” This program will take a look at some antitrust guidelines which have been established nationally and internationally. Participants should have a basic understanding of antitrust statutes.

27027. Ethics Training for Today’s Credit Professional Speaker: David Osburn, Osburn & Associates, LLCParticipants will explore the interrelated disciplines of ethics and credit principles. The session will answer the all-important question of why ethics for the credit manager? Additionally, the importance of “credit law” will be reviewed including the relationship of ethics and the law. The concepts of values and principles will also be covered as well as company codes of conduct. The session will also review NACM’s Canons of Business Credit Ethics and apply these guidelines through mini-case studies. The session will conclude with an exercise highlighting the credit manager’s personal ethical framework and a review of the Seven Universal Principles (of Ethical Thought).

3:45–5:00pmCONCURRENT EDUCATIONAL SESSIONSSessions 27030-27037 are valid for .125 CEUs & CCE Recertification Points.

27030. Technology Solutions to Credit Management Challenges - Part 2 of 2 This is a continuation of session #27020.Credit professionals, coupled with service providers, will share specific challenges, issues and other credit-related problems they have faced and how technology solved them. (This continues to look at challenges and technology solutions for credit departments and is not a repeat of the morning session; each session will cover different providers and challenges.)

27031. Becoming an Effective Communicator Speaker: Kevin Stinner, CCE, CCRA, Pinnacle Agriculture Distribution, Inc.Communication is one thing that we tend to take for granted; however, as credit professionals it is one of the most effective tools we have at our disposal. This session will look specifically at why effective communication is so critical in our profession. We will further evaluate how to use communication to become more skillful credit professionals not only with our customers, but with sales staff and management. Finally, we will look at tips and tricks to communicate more wisely.

27032. Successfully Navigating, Negotiating and Resolving Account Disputes Speaker: Karen Hart, Esq., Bell Nunnally & Martin LLPThis session covers everything you need to know about successfully negotiating and resolving your next customer account dispute. We cover what you need to do to properly document account disputes and practical

steps you can take to negotiate with your customer and navigate toward a successful resolution with payment. We discuss different ways of resolving customer disputes, from settlement agreements to payouts to agreed judgments, and the importance of documenting any compromises reached regarding payment or other terms. We address negotiation tactics and tips that you can implement prior to litigation, during litigation, and even after judgment is entered. We will address how mediation fits into the negotiation and litigation process, with an overview of how mediation works and tips to help ensure that your next mediation is successful.

27033. Keys to Building Great Workplaces! Speaker: Wes Friesen, MBA, CCE, Solomon Training & DevelopmentAn organization will only achieve its fullest potential when people are engaged and inspired to do their best work. Research shows highly engaged employees on average are 50% more likely to exceed expectations than the least engaged workers. Companies with highly engaged people outperform organizations with the most disengaged workers—by 54% in employee retention, 89% in customer satisfaction and by nearly 2 to 1 in financial performance. How do we create great workplaces that maximize our employee’s engagement and potential—and the potential of the larger organization? In this workshop, we will explore recent research and explore 15 imperatives to build great work places that will inspire our people and help them achieve their fullest potential.

27034. A Global Risk Tour Speaker: Chris Kuehl, Ph.D., Armada Corporate IntelligenceThose doing international credit face a daunting task as they try to navigate in a world that too often lacks the data they need. There will always be places that are so risky that only the foolhardy try and there are places that are pretty safe. What are the top-10 riskiest places to do credit work when one has no real choice to avoid them?

27035. Executive Exchange: Performance Metrics Moderator: Rocky Thomas, CCE, J.J. Haines & Company, LLCJoin this open peer exchange as performance metrics topics, challenges, resources and solutions are discussed. Attendees are encouraged to participate by posing questions, adding insights, sharing experiences and proposing solutions. A moderator will help keep the conversation flowing and productive to maximize on the time available. A panel of experts will also be present to provide specialized expertise, information and guidance.

27036. Collection Strategies After a Natural Disaster Speaker: Matthew Jameson, Esq., Jameson and Dunagan, PCThis presentation addresses how to resume collection attempts in an area impacted by a natural disaster. The severe storms and flooding in Texas, Florida and Puerto Rico and the forest fires in California are just a few examples of areas in which this is relevant. We will discuss what to expect and what to do in the immediate aftermath of the disaster, drawing on my own experience in Texas after Hurricane Harvey. This session gives insight into some of the issues my client’s were facing, such as court closures, mail disruptions and displaced people. We will talk about the importance of avoiding public relations problems through social media. We will also talk about the steps to take once suppliers/trade creditors have decided it is appropriate to resume their collection attempts. Regardless of where you live, your company could be affected by a natural disaster. We will discuss some best practices credit departments can use to put them in the best possible position of dealing with a natural disaster.

27037. Cash, Credit and Collection Management: The Life Blood of the Business Speaker: David Osburn, Osburn & Associates, LLCThis proactive training session will explore the importance of the role of cash, credit and collections management within the business and its relationship to the credit department. The credit analysis section will include the five Cs of credit while the financial statement analysis section will cover a five-step model, including liquidity, activity, leverage, operating performance and cash flow. This will be followed by effective cash management tools including zero balance accounts, collection techniques including legal issues and negotiations skill set, and the management of the collection process including diverse human factors.

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Tuesday, June 128:30–5:00pm 27001–27005. Certificate Course: Business Credit Principles27011–27015. Certificate Course: Financial Statement Analysis 2: Credit and Risk Assessment

9:00–10:30amCONCURRENT EDUCATIONAL SESSIONSSessions 27040-27048 are valid for .15 CEUs & CCE Recertification Points.

27040. Diving into Predictive Markers for Corporate Failures Speakers: Dr. Donald van Deventer and Martin Zorn, Kamakura Corporation Taking a deeper look at predictive markers, this session will incorporate readily available market data combined with best practice analytics to identify the markers that decipher and predict solvency risks for specific companies and industries as well as show how credit professionals can use these examples to better manage the counterparty risks in their business.

27041. Show Up & Stand Out: Three Ways to Increase Your Personal Presence Speaker: Rachel Beohm, FORTEPresence. You know it when you see it. Yet did you know there are specific nonverbal skills that create “presence?” By increasing your awareness of your own nonverbal communication you can change how others perceive you. In this interactive presentation, Rachel will define “presence” and show you how increasing your personal presence can positively impact your career. You’ll learn what presence is and why you want it, the four components of presence and specific nonverbal skills that you can use to create the presence you want. Without presence, you have little impact on the world around you. Increase your presence and increase your influence.

27042. Advanced Collection Tools Speaker: David Osburn, Osburn & Associates, LLCAttend this training session to learn how to better collect “problem receivables” and protect the rights of your company in today’s market! This proactive session covers negotiation, technical and management tools in collecting cash from a credit manager’s perspective. The negotiation process will include the human factors while the technical skills will include business law basics (contract law and lender liability). The technical aspects of collections will also address what happens when a “good” receivable turns into a “bad” receivable. This question will be answered by addressing the legal rights of your company and the practical steps that you should take in order to protect your position. This section will also include the outside influence from the attorneys. Additionally, the X (authoritative), Y (delegation), and Z (team) management styles will be outlined which impact the credit manager’s ability to manage the collection process. The session will include several real-life collection scenarios.

27043. Practical Issues Concerning Credit Card Surcharge Rules and a Discussion About the Legalities Surrounding These Surcharges Speakers: Wanda Borges, Esq., Borges & Associates, LLC and Matt Fluegge, Vantiv, LLC More than a year has passed since the U.S. Supreme Court decisions which left the anti-surcharge rules in New York and Florida to be unconstitutional and Texas to be constitutional. As of the end of 2017, the 9th Circuit Court of Appeals had not yet ruled on the constitutionality of California’s anti-surcharge rules. Wanda Borges will address the legal issues which have arisen and/or been resolved by June, 2018, which may include any new legal issues that arise as trade credit grantors have begun to pass through their credit card surcharges to their customers. Matt Fluegge will update you on current credit card network surcharge rules. He will discuss how merchants can implement surcharging and reduce their card acceptance costs while remaining compliant with the card networks’ surcharge rules.

27044. Servant Leadership Speakers: Marlene Groh, CCE, ICCE, Carrier Enterprise LLC and Ellen Wodiuk, CCE, ICCE, Law Offices of Mark A. Kirkorsky, PCWhat is Servant Leadership? It is not a new concept, but it is thought provoking. It is not hard to learn. It is a profoundly simple realization of leading with authority and not power. We will lead a discussion on how to strengthen the bonds of respect, responsibility and caring for the people around us that will help us become better leaders.

27045. Commercial Credit Trends Outlook Speaker: Amy Crews Cutts, EquifaxAmy will share the latest commercial credit trends and outline what changes she sees in store for the economy. She will address recent commercial economic data as well as new issues that are emerging on the economic landscape including changing interest rates, the Trump Administration’s priorities and global politics.

27046. Yes! You Can Do That! Speakers: Lynnette Warman, Esq., Culhane Meadows PLLC and Kenny Wine, CCE, RyersonChallenging customers present difficult credit issues that demand creative solutions. Crafting a solution that passes muster from both the business and the legal side is equally challenging. During this session, we’ll discuss various credit challenges and propose creative solutions and best practices to meet and solve them.

27047. National Trade Credit Report 101 Speakers: Gina Calabrese Sylvester, CMP, CGA, NACM Tampa and Phil Lattanzio, CCE, CGA, NACM ConnectJoin us as we explore the products and services of the NTCR and pick up a few helpful tips along the way. We will provide insight on how this unique member-owned database has grown as well as where we are headed. This powerful session will help attendees understand how the NTCR got started, who the participants are and where the data comes from. Come learn how to use a few valuable tools to better target risk, improve your relationship with sales, reduce delinquency and even share with upper management how well your organization is performing. Join us and your fellow NACM members to learn more about time-saving features and other enhancements.

27048. The Thief in Your Company This is an abridged version of session #27055.Speaker: Tiffany Couch, Acuity ForensicsOn average, companies lose 5% of their gross revenues to insider fraud. What could your organization do with 5% of revenues? This forensic accountant will explain why, with all of the other things you need to manage and worry about, fraud risk is something every organization needs to address. But it need not be complicated or costly. Unfortunately, most organizations are not looking in the right places or at the right people, and fraud often occurs right under the nose of management, going on for years before it is discovered. Learn the red flags. Learn the profile of typical fraudsters. And learn how you can decrease your risk of fraud, and get back to doing what you do best: running your business.

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2:00–5:00pmCONCURRENT EDUCATIONAL SESSIONSSessions 27050-27057 are valid for .25 CEUs & CCE Recertification Points.

27050. Global Hotspots: How to Do Business in Challenging Countries Working through a list of some of the toughest countries to do business in, panelists will provide a 360-degree view of what to expect. The session will provide insights from a banker, an economist, a credit insurance broker and a U.S. compliance and regulations expert as credit executives guide the conversation about the challenges they face as they manage corporate credit portfolios.

27051. 10 Take-Aways of Conscious Leadership Principles Speaker: Rick Hernandez, Syntesis Global, LLC In this session, Rick will share 10 concepts to strengthen your leadership abilities. Find out how to raise the bar on team communication and problem solving through collaboration and change management tools that align with quality, service and future business demands. Understand the ROI around alignment of Vision, Mission, Values & Goals: Precision. Agility. Resilience.™ Learn to bridge communication silos by improving communication and collaboration with key stakeholders. You will be guided in how to assess the components of effective decision-making and build confidence and credibility through effective influencing skills. Rick will present his Cultural “Buy-In” Algorithm and C.A.P.T.U.R.E.™ Model, plus much more, in this engaging session.

27052. Financial Statement Analysis: Interpreting the Numbers Correctly Speaker: David Osburn, Osburn & Associates, LLCThis training session emphasizes a practical approach to correctly “interpret” financial statements. It will begin with a brief review of the four basic financial statements. Additionally, the types or quality of financial statements will be covered. The notes to the financial statements will also be highlighted. Participants will be introduced to a five-part financial statement analysis model covering Liquidity, Activity, Leverage, Operating Performance and Cash Flow. Additionally, a brief overview of both the Z-score (bankruptcy predictor) and sustainable growth models will be provided. A case study will be presented to illustrate the main concepts associated with financial statement analysis and will clarify this often challenging subject.

27053. Executive Exchange: Building & Construction Moderator: Chris Ring, NACM Secured Transaction ServicesJoin this open peer exchange as credit and finance-related building and construction issues, challenges, resources and solutions are discussed. Attendees are encouraged to participate by posing questions, adding insights, sharing experiences and proposing solutions. A moderator will

help keep the conversation flowing and productive to maximize on the time available. A panel of experts will also be present to provide specialized expertise, information and guidance.

27054. A Cautionary Tale of the 4 Cs of Credit in the Age of Electronic Transactions and Social Media—The 4 Cs: Credit, Contracts, Collections and Connected Speakers: Val Venable, CCE, Ascend Performance Materials, Bruce Nathan, Esq. and Andrew Behlmann, Esq., Lowenstein Sandler LLPThe internet has expanded the landscape of credit, contracts and collections by requiring credit professionals to now be connected (the 4th C) like never before. With electronic B2B transactions and social media becoming increasingly prevalent, credit professionals first need to be aware of the risks of moving from paper credit applications, terms and conditions, contracts and other documents and pen and paper signatures to their electronic equivalents and the problems that could arise in the event of a dispute or default that leads to litigation. Credit professionals also need to know what they can and cannot do in utilizing the vast amount of information provided by social media as credit evaluation and collection tools. Starting with electronic signatures and transactions, this program first focuses on the requirements for a valid and enforceable electronic contract, the unique risks posed by electronic credit applications, contracts and other transactions, the state and federal laws governing electronic signatures and transactions, recent court cases addressing electronic signatures and contract formation and enforceability, and the tools, strategies and best practices to help mitigate these risks. There will then be a discussion of the various sources of credit information available in social media, the pros and cons of relying on social media for credit evaluation and collections, and the legal risks of acting inappropriately.

27055. The Thief in Your Company This is an expanded version of session #27048.Speaker: Tiffany Couch, Acuity ForensicsOn average, companies lose 5% of their gross revenues to insider fraud. What could your organization do with 5% of revenues? This forensic accountant will explain why, with all of the other things you need to manage and worry about, fraud risk is something every organization needs to address. But it need not be complicated or costly. Unfortunately, most organizations are not looking in the right places or at the right people, and fraud often occurs right under the nose of management, going on for years before it is discovered. Learn the red flags. Learn the profile of typical fraudsters. And learn how you can decrease your risk of fraud, and get back to doing what you do best: running your business.

27056. Unclaimed Property vs Your Credit Department: Developing Winning Strategies Speakers: Diana Crowe, IAB Solutions LLC and Troy Wangen, True Partners Consulting LLCMost credit departments are already aware of unclaimed property and how it arises. However, they often feel that the rules surrounding unclaimed property contradict many of their normal credit processes and procedures. This session will address the problem of where unclaimed property can arise in the credit department, including deductions and credits on customer accounts, tolerance level write-offs, bad debt offsets, and unapplied cash. For each problem that arises, the session will offer a workable solution on how to address potential unclaimed property so that it can be resolved, or reported, correctly. In addition, this session will also review some of the types of unclaimed property that are unique to specific industries, including manufacturing and health care.

27057. Don’t Shoot the Messenger Speaker: Rachel Beohm, FORTEEven when the information is positive, it’s easy to get communication wires crossed. When delivering negative information, it takes excellent skills to be clear, ensure the message gets through and decrease the potential for conflict. In this session, Rachel will give you specific, practical nonverbal tools that will help you diffuse the tension and depersonalize the message when giving bad news. You’ll learn how to make sure the information gets across without escalating emotions, how to handle unpleasant reactions and how to preserve relationships through systematic use of nonverbal communication.

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Wednesday Morning, June 138:30am–5:00pm 27001–27005. Certificate Course: Business Credit Principles27011–27015. Certificate Course: Financial Statement Analysis 2: Credit and Risk Assessment

8:30–10:00amCONCURRENT EDUCATIONAL SESSIONSSessions 27060-27067 are valid for .15 CEUs & CCE Recertification Points.

27060. Secured Transactions in Mexico: Strategies for Trade Creditors Speaker: Romelio Hernandez, HMH LegalLearn how to create and implement a plan for securing sales transactions in Mexico. Using case studies of real examples, this session will explain how to enhance a creditor’s position by choosing and implementing the best security device, how cross-border transactions affect security and which distribution channels present unique or additional risk.

27061. How to Determine an Appropriate Credit Limit Without Financials This session is repeated in #27074.Speaker: Ed Bell, Ph.D., CBA, ICCE, W.W. Grainger, Inc.We have all had situations where we need to determine the proper risk and exposure we are prepared to offer a customer without the benefit of having financials. This session explores the options and tools that are available to help you determine the appropriate credit limit to successfully manage your risk and exposure. The main points of the presentation are: the credit review process including what information is needed, the sources of the information and the steps to complete the review.

27062. Millennials Got You Down? This session is repeated in #27072.Speaker: Caitlin Crommett, CaitlinCrommett.comIn this solutions-oriented session, you’ll hear from a Millennial on the best methods for working with, dealing with and engaging the Millennial generation. You’ll be given specific tactics that you can implement right now in your workplace, to help you better manage and retain your Millennial employees in the long run.

27063. Why Credit? Speaker: Kevin Stinner, CCE, CCRA, Pinnacle Agriculture Distribution, Inc.What’s the advantage of becoming a part of the credit industry? The credit industry is a dynamic career full of ups and downs; however, oftentimes the credit professionals are relegated to the back office and are overlooked by their counterparts in different areas of the organization, such as sales. This session will focus on why people are drawn to credit, what role credit serves in the organization beyond the evaluation of credit, and finally how to come out of the shadows and help others recognize the importance of the role of credit within the organization.

27064. The Retail Tsunami: A Perspective on Recent Retail Chapter 11 Cases Speakers: Wanda Borges, Esq., Borges & Associates, LLC and Bruce Nathan, Esq., Lowenstein Sandler LLPThis session will focus on the recent rise of retail bankruptcies in the past few years, including reasons for the retail meltdown, the retail casualties and success stories that occurred in 2017 and the potential future retail bankruptcy filings in 2018. The speakers will discuss recent large retail Chapter 11 filings and the steps trade creditors have taken and should take to protect themselves when their customer files bankruptcy, including the benefits of joining a creditors’ committee, obtaining critical vendor protection, the risk of continuing to extend credit to the debtor or its non-Chapter 11 affiliates or franchises, and available tools to protect against such risk, issues regarding pending contracts, and responding to preference claims.

27065. BAMBI VS. GODZILLA! How to Deal with Difficult People Speaker: Bruce Christopher, Bruce Christopher SeminarsDifficult people are everywhere! They can be customers, co-workers, bosses, neighbors, even spouses. This program humorously reveals the six basic difficult personality styles that are out to drain you and your organization of vital energy. You will learn what they do, why they do it and what you can do about it! You will learn how to stay empowered in the face of negative, reactive and draining people—and laugh while you do it.

27066. When Fraud Happens, What Next? Speaker: Lynnette Warman, Esq., Culhane Meadows PLLCSometimes, despite all best efforts, an account goes bad due to fraud by a customer. What happens next? Learn to protect yourself by understanding the indicators of fraud, the types of fraud and some of the legal tools that can be used to fight it.

27067. 3 Ways Artificial Intelligence and Machine Learning Will Transform Modern Credit Management Speakers: Robert Kirk and Mark Seiss, Dun & BradstreetArtificial Intelligence (AI) and machine learning, two huge buzzwords right now, are impacting modern business in big ways—including the world of commercial credit. While AI is not a new notion, it has taken on increased focus with the explosion of Big Data over the past few years. Machine learning holds the potential to make AI even more effective in the commercial credit industry, and may be a catalyst for AI’s greater adoption. As AI increases in complexity, we need to examine the pivotal role that data quality has in determining the success businesses will have using AI and machine learning—and some pitfalls to watch out for as organizations adopt these new technologies. Additionally, in this session, we’ll examine how we are seeing how AI and machine learning is transforming and benefiting modern credit teams.

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10:30am–NoonCONCURRENT EDUCATIONAL SESSIONSSessions 27070-27077 are valid for .15 CEUs & CCE Recertification Points.

27070. How to Read International Financial Statements Learn how to make sense of financial statements from other countries. Using examples of financial statements supplied by credit professionals and void of identifying information, this session’s presenter will show how to approach them to glean the most value.

27071. Dealing with Customers’ Terms Pushback Speakers: Scott Blakeley, Esq., Blakeley & Blakeley LLP and Larry Lipschutz, CCE, CICP, French Gerleman Electric CompanyTrade credit is a driver of our economy. Large companies are sitting on record cash holdings but increasing the days to pay suppliers. Customers are stretching supplier terms to preserve cash and fill working capital gaps. Unfortunately, extending payables has become a best practice for customers. This session reviews these and other reasons for term pushback. Additionally, we will present key TPS metrics and the cash conversion cycle, days payables outstanding, days sales outstanding and days inventory outstanding as they relate to TPS. Supplier strategies for dealing with TPS will be addressed along with supply-chain finance and dynamic discount options.

27072. Millennials Got You Down? This is an encore of session #27062.Speaker: Caitlin Crommett, CaitlinCrommett.comIn this solutions-oriented session, you’ll hear from a Millennial on the best methods for working with, dealing with, and engaging the Millennial generation. You’ll be given specific tactics that you can implement right now in your workplace, to help you better manage and retain your Millennial employees in the long run.

27073. The Uniform Electronic Transactions Act UETA Speaker: Jim Fullerton, Esq., Fullerton & Knowles, PCBusiness people need to know whether an electronic copy was an enforceable “writing.” The UETA does NOT dictate that electronic documents are enforceable. It establishes, to the greatest extent possible, that an electronic signature is equivalent to a manual signature. Learn what types of legal documents are legally enforceable, provided the parties have consented to using electronic means of doing business. How do you make sure the buyer consented to the use of an electronic transaction, that the electronic signature was “the act” of the buyer and that you have an accurate copy of what was agreed? Learn the UETA rules in order to create and manage electronic procedures and have legally enforceable electronic documents.

27074. How to Determine an Appropriate Credit Limit Without Financials This is an encore of session #27061.Speaker: Ed Bell, Ph.D., CBA, ICCE, W.W. Grainger, Inc.We have all had situations where we need to determine the proper risk and exposure we are prepared to offer a customer without the benefit of having financials. This session explores the options and tools that are available to help you determine the appropriate credit limit to successfully manage your risk and exposure. The main points of the presentation are: the credit review process including what information is needed, the sources of the information and the steps to complete the review.

27075. The Psychology of Success: Secrets the Superstars Know Speaker: Bruce Christopher, Bruce Christopher SeminarsWhat do the superstars of success know that the rest of us do not? In this fast-paced and entertaining seminar, you will learn the six essential key ingredients to the science behind success. Why do some people just seem to rise to the top in their field? Why is it that some people have all the luck? You will learn how your E.Q. is more important than your I.Q. and how your attitude is more important than your latitude. You will laugh and learn as you manage and motivate yourself toward success.

27076. Creating an Advantageous Partnership for Both Credit and Sales Speaker: Kevin Stinner, CCE, CCRA, Pinnacle Agriculture Distribution, Inc.Credit and sales have enjoyed a symbiotic relationship for a long time. The simple truth is that credit does not exist without sales, and sales relies on credit to help insure expansion, and continued profitability for the firm. The two parties working against one another create friction, and an environment that is not advantageous. By working together, and in so doing, strengthening the relationship between credit and sales, a successful partnership and profitable outcome is attainable.

27077. Demystifying Chapter 15 of the Bankruptcy Code and Recent Cross-Border Insolvency Developments Speakers: Bruce Nathan, Esq., Lowenstein Sandler LLP and Wanda Borges, Esq., Borges & Associates, LLCThe world is shrinking! Cross-border business transactions are commonplace today. We can’t give you the world but this program will provide the credit executive—in particular those dealing with cross-border insolvencies—with insight on demystifying the complexities of Chapter 15, a less well-known provision of the Bankruptcy Code and the UNCITRAL Model Cross-Border Insolvency Act on which Chapter 15 is largely based. You will learn how Chapter 15 works, what Chapter 15 filings are being used to accomplish, issues of interest to trade creditors that have arisen in and lessons learned from Chapter 15 cases and practical advice for trade creditors when a foreign debtor files a Chapter 15 case. Finally, there will also be a discussion of multinational debtors that have filed foreign insolvency proceedings, how these proceedings interact with related Chapter 11 and 15 cases filed in the United States, and how trade creditors should be responding to these cases.

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Wednesday Afternoon, June 132:00–3:00pmCONCURRENT EDUCATIONAL SESSIONSSessions 27080-27087 are valid for .1 CEUs & CCE Recertification Points.

27080. Using Derivatives Speaker: David Gopal, Wells Fargo Bank, N.A.Active market practitioners will present case studies that highlight the use of derivatives to manage risks associated with currency fluctuations, how clients addressed those risks and the associated outcomes.

27081. Advanced Chapter 11 Practice: Strategies for Minimizing Losses and Maximizing Recoveries in a Customer Bankruptcy Speakers: Thomas Fawkes, Esq. and Brian Jackiw, Esq., Goldstein & McClintock LLLPEvery credit professional will encounter customers that file for bankruptcy protection. Creditors are inundated with documentation regarding the bankruptcy, and cannot easily discern which documents are important to their claims, and which other documents can be ignored. Other times, very little information is passed along. In either case, being armed with knowledge of the bankruptcy process can mean the difference between recovery and a full write-off. During this presentation, the typical life cycle of a Chapter 11 case will be discussed, as well as the key decision points and strategies that creditors must consider as they deal with a customer bankruptcy, including participation on an unsecured creditors’ committee, filing proofs of claim, properly asserting Section 503(b)(9) claims and reclamation demands, foreclosures on collateral, termination of supply contracts, critical vendor orders, avoiding inadvertent violations of the automatic stay, the ability to exercise remedies against third parties and non-debtor repayment sources, analyses of plans of reorganization and liquidation, and avoidance action defense.

27082. Generation What?! (Generations in the Workplace) This session is repeated in #27092.Speaker: Caitlin Crommett, CaitlinCrommett.comThis session examines how to transform your workplace into the most productive environment for all generations, and how to better connect with and understand each other. We’ll explore simple ways to engage employees of each generation and how to bridge gaps in communication in the office.

27083. Excel: Tips and Tricks This session is repeated in #27097.Speaker: Marlene Groh, CCE, ICCE, Carrier Enterprise LLCThis Basic Excel session will walk you through tips and tricks using Excel with everyday reports you use. It will help you with shortcut keys to make it easier to perform functions. It will cover vlookups, macros and conditional formatting.

27084. How to Stay Out of the Audit Bullseye Speaker: Aaren Humpherys, Deseret Management CorporationAuditors, you can’t live with them and you can’t live without them. Oh wait, we’d all prefer to live without them if we could, but we can’t. Aaren’s presentation will include ways to stay out of the audit bullseye, how to get your auditors to be more friendly, ways to partner with them so they help you instead of just getting in your way. Additionally, he will include case studies on how credit managers have gotten themselves into trouble

and how to prevent it. Come hear a friendly auditor who will give practical advice on “living with the auditors.” Bring your smartphones to engage with the presentation. You’ll be glad you did.

27085. Why Are Women So Strange and Men So Weird? How to Communicate Effectively with the Opposite Sex Speaker: Bruce Christopher, Bruce Christopher SeminarsAt the heart of any business or organization are relationships—between team members, customers and supervisors. Excellent communicators have better relationships at work and home. They climb the ladder of success more effectively, and achieve greater levels of performance. It is no secret that communication runs our lives. This session takes a very hilarious look at how men and women think, speak and make decisions differently. Turn yourself into a great communicator!

27086. Cutting-Edge Issues in Credit Speakers: Lynnette Warman, Esq., Culhane Meadows PLLC and Val Venable, CCE, Ascend Performance MaterialsAt times evaluating credit applications, requests for credit limit extensions and overdue accounts feels more like playing a game than applying business principles, especially in these fast-paced times. Get up to speed on the latest issues facing credit professionals, and learn some tips and tricks of the trade from both a business and legal perspective to make sure you play the game to win!

27087. The Life Cycle of a Creditor’s Payment Claim Speaker: Karen Hart, Esq., Bell Nunnally & Martin LLPThis seminar will cover how a creditor’s payment claim begins, is pursued and ends, from credit applications and guarantees, to defaults and demand letters, to lawsuits or arbitrations, to judgments, to bankruptcy and to payment and collection. All of the essentials that credit managers must “live and die by” for payment claims will be covered!

3:30–4:30pmCONCURRENT EDUCATIONAL SESSIONSSessions 27090-27097 are valid for .1 CEUs & CCE Recertification Points.

27090. Communicating Across Cultures Moderator: Ed Frermann, CCE, ICCE, Carlisle Brake & Friction Inc.; Panel: Darrell Horton, ICCE, Aristocrat Technologies, Inc. and Val Venable, CCE, Ascend Performance MaterialsLearn how to navigate communication challenges due to cultural differences. Presenters will share tips and techniques for communicating with customers as well as team members from other countries.

27091. The U.S. Path to Faster Payments Speaker: Dan Gonzalez, Federal Reserve System The United States stands on the verge of a transformation regarding how businesses and consumers make payments. Rapid technological innovation, demand for faster and smarter payments, and the impressive will of the industry have collided to create an unprecedented opportunity. The Faster Payments Task Force published The U.S. Path to Faster Payments in July 2017. Included are insights from 16 faster payments solution proposals, challenges and opportunities facing the payments industry, and 10 recommendations for charting the path to real-time, ubiquitous payments by 2020 in the United States. During this session, you will hear highlights from the Federal Reserve and real-time payments industry professionals about the work that has been done, planned next steps and how these work efforts may impact you.

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27092. Generation What?! (Generations in the Workplace) This is an encore of session #27082.Speaker: Caitlin Crommett, CaitlinCrommett.comThis session examines how to transform your workplace into the most productive environment for all generations, and how to better connect with and understand each other. We’ll explore simple ways to engage employees of each generation and how to bridge gaps in communication in the office.

27093. It’s in the Fine Print! Learn the Latest in Credit Terms and Conditions Speaker: Rebecca Hicks, Esq., Hicks Law Group PLLCHow long has it been since you really analyzed the terms and conditions on your invoices, POs and credit application? This session covers: the latest trends in credit terms and conditions—what works and what doesn’t?; provisions that can save time and money in the collection process; and, the CYA provisions that all creditors should have.

27094. Reducing Risk and Avoiding Legal Costs Through Confessions of Judgment, Payment Plans and Settlement Agreements Speakers: Thomas Fawkes, Esq. and Brian Jackiw, Esq., Goldstein & McClintock LLLPCredit professionals often are required to work with delinquent customers in an effort to fully and aggressively recover on past-due accounts receivable, all while maintaining future revenue generating opportunities. In order to advance these dual objectives, and to give delinquent customers a reasonable path towards satisfying past-due indebtedness and maintaining a continuing trade relationship, credit managers commonly utilize written payment plans, settlement agreements and debt acknowledgment agreements to lock customers into a legally binding mechanism for repayment. However, questions commonly arise as to what provisions must be included in these agreements in order to ensure completeness, enforceability and adequate protections. This session will explore some of the essential provisions necessary for an effective and robust settlement agreement, payment plan or debt acknowledgment. Moreover, confessions of judgment—a powerful tool that is legal in many states, and which is often overlooked by credit professionals—will be discussed in detail. Lastly, this session will explore tactics for protecting payments received under a settlement agreement or payment plan from attack as a bankruptcy preference.

27095. Are We Having Fun Yet? Speaker: Bruce Christopher, Bruce Christopher SeminarsIn this very humorous session, you will learn the power of a positive attitude and the secrets only OPTIMISTS know! You will discover how attitude creates success, shapes moods and is contagious. There are three kinds of people: Those that make things happen, those that watch things happen and those that say, “What happened?” Everyone secretly wants to be a mover and shaker, but fear of failure holds many prisoner. This highly interactive session will have you learn how to leap from procrastinations and crash through comfort zones. You will discover how to make fears disappear, visualize goals, move forward and have fun.

27096. Use of Deep Learning in Credit Scoring Speaker: Camilo Gomez, Ph.D., CreditRiskMonitorTechniques from artificial intelligence and in particular “deep learning” have shown themselves to be powerful methods for extracting information from broad sources of data. From IBM’s Watson win in Jeopardy®, and Google’s DeepMind win against the best Go players, these techniques have proven themselves to equal or exceed human performance in many information processing areas. Deep neural networks are at the core of many of these solutions. In recent years technology development has taken the application of deep learning beyond the realms of giants like IBM, Alphabet, Microsoft, Facebook, etc., and made it accessible for smaller businesses. Deep learning applications have migrated to a number of business areas including credit risk analysis. In this presentation we’ll cover the nature of deep neural networks and how they compare to traditional modeling techniques in the area of credit risk analysis.

27097. Excel: Tips and Tricks This is an encore of session #27083.Speaker: Marlene Groh, CCE, ICCE, Carrier Enterprise LLC This Basic Excel session will walk you through tips and tricks using Excel with everyday reports you use. It will help you with shortcut keys to make it easier to perform functions. It will cover vlookups, macros and conditional formatting.

Continuing Education Unit (CEU) Information

The Education Department of the National Association of Credit Management® has reviewed the educational content of the sessions on the Credit Congress program. Participants attending these group-live sessions will earn continuing education units (CEUs), and where noted, CCE recertification points.

The continuing education units have been awarded in accordance with the standards recommended by the International Association for Continuing Education and Training (IACET). The CEU is a nationally recognized unit designed to provide a record of an individual’s continuing education accomplishments. One CEU is awarded for each 10 contact hours of instruction.

International Continuing Education Units (ICEU)

For those holding FCIB’s ICCE designation, you can earn recertification points by attending designated Credit Congress sessions. ICEU points are calculated as one education point equal to one hour of continuing education.

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