2023 Gateway Credit Conference
Credit, Collections… And All That Jazz, the “jazz” being the latest topics, technologies and, of course, the connections with your fellow professionals, both new and old, at this year’s Gateway Credit Conference. Orlando’s Banquet and Event Center in Maryland Heights, MO is again conference central. The NACM/ChicagoMidwest Board of Directors, NACM Gateway Education and Scholarship Committees along with Association staff look forward to seeing you there on September 20 and 21.
For more information please contact Lillian Novak at lillian.novak@nacmconnect.org.
Orlando’s Banquet & Event Center | 2050 Dorsett Road
Maryland Heights, MO 63043
WEDNESDAY, September 20
MILANO 1
MILANO 2
8:30 – 9:15 P.M.
OPENING KEYNOTE SPEAKER | SLOWING DOWN TO ACCOMPLISH MORE – A MASTERY MINDSET
EMBRACING THE EMPTY SPACE OF POSSIBILITIES Donalee Gastreich
We live in a world that encourages us to move, think and even speak fast. Our embedded socio-economic systems are filled with pressures and
expectations, lists of To-Do’s and To-Get-There’s, that make being slow a difficult option to choose, even recognize. Part of this is imposed on us—it
is part of the collective story that we all live in. But so much this rapidity is self-imposed. We are addicted to it, and perhaps even fearful of what may
happen if we walk away and create room for ourselves. In this inspiring keynote, Donalee will share why slowing down is not for the faint of heart. It
takes courage to do so. Learn how taking time to fall into silence and solitude helps you reclaim your Self, your right to have a voice, and to live the life you
want. Discover the many things you can learn about yourself, and others, by creating space for you, and uncover common blocks that may impede your willingness to touch the empty space of possibilities.
9:45 — 11:00 A.M.
Next Generation Payment Solutions
Michael Williams, UnitedTranzactions
Tired of paying outrageous payment processing fees and drowning in payment management tasks? Join us for an exciting and informative session where we will share unique strategies for cost reductions through payment automation. During this session, we will present options to reduce residual and costly pre-existing processes. Some of what will be addressed is considered “low hanging fruit” … something for everyone, as they say. We will also introduce new payment options for merchants that will revolutionize traditional payment processing fees. These game-changing options will make a significant impact on your bottom line. And finally, you will learn how blended functionality, which is easy to implement, will add efficiency, security, convenience, and speed to your payments.
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9:45 — 11:00 A.M.
Unclaimed Property, Sales Tax and all that…Audits
Troy Wagnen, BakerTilly
This course focuses on unclaimed property audit triggers, understanding the lifecycle of an audit, and key considerations every company needs to understand, including the audit scope, how to respond to audit information requests and what constitutes a “reasonable” documentation request. It also addresses how unclaimed property liabilities are calculated during an audit, including the use of sampling and estimation, as well as what to expect, and document, when finalizing the examination. In addition, we will give some key takeaways and additional resources surrounding sales tax audits.
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11:30 A.M. — 12:30 P.M.
Customer Success Mindset
Staci Cima, SideTrade
When working with your customers and concentrating on their success, you both win. How can credit and collections teams change the focus to helping their customer be successful and why. During this session Staci will review how a change in mindset and focus can create a better customer partnership.
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11:30 A.M. — 12:30 P.M.
Enforcing Lien Rights When a Party in the Construction Supply Chain Files for Bankruptcy
Jason Torf, Esq., Tucker Ellis LLP and Chris Ring, NACM Secured Transaction Services
Maintaining and enforcing mechanic’s lien rights is vitally important to material suppliers, service providers, and subcontractors. When a party in the construction supply chain files for bankruptcy, it’s important to know how the automatic stay will affect your ability to file and enforce your mechanic’s lien rights. During this session, members will be guided through the process to assure their security interests are maintained.
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1:30 — 2:45 P.M.
Collection Processes and Lawsuits, Electronic Transactions: What Every Creditor Should Know
Wanda Borges, Esq., Borges & Associates
Whether the economy is good or bad; whether the world is in the midst of a pandemic or not; some of your customers will have financial issues and some debtors simply don’t want to pay their bills. Credit executives need to know the best way to get paid once the debt becomes past due with the potential of turning a bad customer into a future good customer. Helping a customer in need may be the best critical role for credit executives. In addition, as the credit department becomes more and more electronic, the credit executive needs to understand what truly is an electronic transaction and how it will hold up in a court of law.
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1:30 — 2:45 P.M.
Continuing the Conversation: Automation in the Credit Department
Linda Rigby, CBA, Crescent Parts & Equipment; Jason Ottenad, CBA, Ferguson Enterprises; JJ Clark, The Equity
While – hopefully – the COVID-19 pandemic is transitioning to a less disruptive endemic phase, the impacts of the pandemic on the global economy have been profound, and will continue to affect businesses for the foreseeable future. Economic impacts of the pandemic have had a similar impact on the legal landscape. During this presentation, Thomas Fawkes and Brian Jackiw will discuss some of the hot topics in law that have emerged over the past two years, including: (i) the utilization of force majeure clauses in contracts; (ii) the Paycheck Protection Program and current issues concerning PPP loan forgiveness; (iii) changes to the Bankruptcy Code, as well as the anticipated wave of bankruptcies in the post-pandemic era; and (iv) the “new normal” in the adjudication of litigation cases.
3:15 – 4:30 P.M.
How to Make a Solid Credit Decision
Curtis Litchfield, CCE, Land O’ Lakes/Purina; Larry Lipschutz, CCE, Agilix Solutions, LLC
In an interactive workshop, random scenarios for credit requests will be worked out by the attendees with the assistance of the panel. Join us for what promises to be a fun session that will test what you know about credit decisions while learning new ways to assess your customers’ requests.
3:15 – 4:30 P.M.
Mergers & Acquisitions, and Impacts on Your Credit Department
Thomas Fawkes, Esq. and Brian Jackiw, Esq., Tucker Ellis LLP
Corporate combinations can create unique challenges for a credit department, from a legal, cultural, and human resources perspective. During this presentation, our panelists will discuss the impacts on a credit department resulting from both a merger/acquisition involving your company, as well as a transaction involving one or more of your customers. Among other things, the following topics will be addressed: (i) harmonizing credit department contracts and documents, as well as credit policies; (ii) ensuring that credit protections, including security interests and guarantees, are preserved and maintained post-combination; (iii) preserving culture in a credit department that has just absorbed another credit department; and (iv) using a merger transaction as an opportunity to improve the credit function.
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THURSDAY, September 21
MILANO 1
MILANO 2
8:30 – 9:45 A.M.
Unveiling the Hidden Costs of Customer Pushback Terms and Web Billing Portal and How to Win Back Your Company’s Payment Terms
Chris Birdwell, Pioneer Balloon Company
Have you noticed that customers have devised ‘profit-siphoning schemes’ to further reduce what they pay? Or how they ‘spin doctor’ their words to create their own unfavorable payment terms? And how about customers insisting that you pay via third-party billing portals so that you can do their accounting for them? This session will review the math behind the good, the bad and the ludicrous costs of customer pushback terms, and third-party web billing portals. We’ll finish with an in-depth analysis of how to counter-offer a win-win strategic plan, remove your customer’s pushback terms and create revenue streams towards the bottom lines for both you and your customer.’
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8:30 – 9:45 A.M.
FINANCIAL STATEMENT ANALYSIS
Curtis Litchfield, CCE Land O’ Lakes/Purina
The analysis of financial statements consists of a mixture of steps and pieces that interrelate and affect each other. No single part of the analysis should be interpreted in isolation. The specific conclusions drawn will be affected by the original objective established at the initiation of the analytical process. Every aspect of a firm’s financial condition, operating performance and outlook affects the market value of its shares. This session will bring light to the critical areas of analysis that are required in the credit risk assessment process and introduce the fundamentals of interpretation.
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10:15 – 11:30 A.M.
Back to Basics: A Bankruptcy Refresher (and Primer) for the Credit Department
Andrew Behlmann and Colleen Restel, Lowenstein Sandler LLP
The global economy is on its most uncertain footing since 2008, with customers more leveraged than ever. Rising interest rates and other pressures have triggered a rapid resurgence in business bankruptcy filings after the lull of 2021-2022. This program is a refresher on bankruptcy fundamentals – and, for newer members who have not yet been through the downward side of a credit cycle, a bootcamp that builds a solid foundation of bankruptcy knowledge. The speakers will discuss the commencement of a customer’s bankruptcy case, Subchapter V small business bankruptcy, sources of case information, doing business with a debtor, proofs of claim, section 503(b)(9) priority claims, creditors’ committees, executory contracts, the customer’s eventual emergence (or not) from bankruptcy, and a brief overview of preference claims and defenses.
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10:15 – 11:30 A.M.
KPI’s in the Credit Department
Zeb Miller, Tricor Braun and Dale Semple, The Equity
The analysis of financial statements consists of a mixture of steps and pieces that interrelate and affect each other. No single part of the analysis should be interpreted in isolation. The specific conclusions drawn will be affected by the original objective established at the initiation of the analytical process. Every aspect of a firm’s financial condition, operating performance and outlook affects the market value of its shares. This session will bring light to the critical areas of analysis that are required in the credit risk assessment process and introduce the fundamentals of interpretation.
12:45 – 2 P.M.
Jazz or Blues? Trends Impacting Credit in 2023
Jenny Norris, Meridian Finance Group
A discussion on continuing supply chain issues, recession and inflation, and receivable security measures that are available to you.
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12:45 – 2 P.M.
B2B Fraud and the Ever-evolving Landscape
Vincent Smith, Dun and Bradstreet
Does your organization operate in the B2B space? Did you know that Business 2 Business Fraud is ever-changing, and it can impact hundreds of thousands of organizations, globally? This session will introduce the concepts of Business Misrepresentation (Puffery), Business Identity Theft, and Bust-Out fraud and what Dun & Bradstreet is observing in the marketplace. This session will also highlight the importance of KYB and introduce best practices to mitigate fraud.
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2:45 – 3:15 P.M.
CLOSING KEYNOTE SPEAKER | RIP OFF THE REARVIEW MIRROR Chad J. Willett
The “Rip Off the Rearview Mirror” experience means living and operating in the “Now.” Discover your “Through Line” which is a transformational technique that gives you energy, purpose, direction, and the ability to operate in the “Now.” If you are ready to leave the past behind (Depression), and stop anticipating the future (Anxiety) let’s “Rip Off the Rearview Mirror!” Managing the moment allows leaders to deal with issues, obstacles, and challenges as they arise each workday, rather, than putting them off. By contributing to your company’s “Through Line” morale will increase which leads to increased energy levels and overall production. Individuals who leave their past behind gain an incredible amount of time and energy which allows them to refocus on what truly matters each and every day. Individuals who stop predicting the future are able to channel those energies into their present workday.
