AffiliAted with the NAtioNAl AssociAtioN of credit MANAgeMeNt Vol. 114 No. 8 October 2013

businesscreditproT o d a y ’ s R e s o u R c e f o R T h e B u s y c R e d i T P R o f e s s i o n a l

insidepreview 2 Groups Meeting Calendar

3 New Members and olympians

3 FlashPoll

4 President’s Circle Schedule for 2013

5 Time to Collect Toys for Tots

6 All South Credit Conference Photos

7 Credit Managers’ Index for September

8 What’s Coming Up?

10 Upcoming Education – Houston

11 Houston Hotel, Restaurant and Industrial Supply & New orleans/Baton Rouge Food Distribution Group Photo

12 Working Through a Bankruptcy Workshop Photos

12 Interpreting Financial Statements from a Credit Perspective Workshop Photos

13 M&M Bonds and liens Seminar Photos

13 Incoterms Workshop Photos

14 2013 Super Days Schedule

14 Why Use Your NACM?

15 october Calendar

15 Save the Date: Holiday Gala luncheon

16 November Calendar

16 Tip of the Month

16 Why NACM?

NACMLouisiana 2, 5 Groups Calendar – october

5 UCC Filings

octobersuperdaysTHE VAlUE oF CollATERAlIzING RECEIVABlESNACM Gulf States: Redesigned by You, for You

Presenter: Chris Ring, NACM’s Shared Transaction ServicesTime: 11:30amDate: October 22 & 23

Open Credit Terms = Short-Term Interest Free Financing

All companies that provide financing have the ability to collateralize their receivables.

Why collateralize your receivables?

• Reduce Risk • Sell More

Find out what you can do using:

• State Mechanic’s Lien Laws• UCC Filings• Blanket Filings• PMSI Filings

Cost: $26 per person; $31 for walk-ins*

Lunch will be Carne Mechada

Super Days Group Meetings

Tuesday, October 2210:30am Contractors Supply12:30pm Building Materials12:30pm Electrical Supply

Wednesday, October 2310:00am International Credit Executives Group12:30pm Oilfield Service and Supply12:30pm President’s Circle

* Cancellations received 72 hours prior to education events, group meetings and special events will be honored. Cancellations not received in the stated time frame and no-shows will be billed. Qualified substitutions are welcome. Written email or fax verification will be issued by NACM Gulf States.

B U S I N E S S C R E D I T P R o 2 o C T o B E R 2 0 1 3

NACM Gulf States10887 Wilcrest

P.O. Box 721348Houston, TX 77272-1348

www.nacmgs.org

Phone/Fax

Business Offices 281-228-6100/6122Accounting 281-228-6100/6151Adjustment Bureau 281-228-6100/6122Industry Credit Groups 281-228-6100/6123Collections 281-228-6100/6122Credit Reporting 281-228-6100/6120Sales 281-228-6100/6151Louisiana 504-885-3897/504-780-9346

Officers and Directors

ChairmanDave McMillen, CCE 713-551-0361 Waukesha Pearce Industries, Inc. First Vice ChairmanDon Burell, CCE 281-285-1963 Schlumberger Technology Corp. Second Vice Chairman Jackie Nguyen, CBA 713-860-3495 Silver Eagle Distributors Treasurer Robert Verhage, CBA 281-829-8010 Seven Meadows Auto Group LLC

PresidentKathleen Quill, CAE, CBA 281-228-6100 NACM Gulf States

National Director Chris Myers 713-355-8100 Professional Alternatives, PC DirectorsJames Clem, CCE 832-515-3399 Layne Christensen

Emma Cosme, CBF 713-293-1684 Jakes Finer Foods

Jeremie Hartzog 225-292-1303 Notoco Industries, Inc.

Bruce McKee 281-485-1458 Packaging Service Co., Inc.

Chris Myers 713-355-8100 Professional Alternatives, PC

Val Venable, CCE 713-315-5748 Ascend Performance Materials

Robin Walters, CCE, ICCE 281-584-2596 Sysco Corporation

Chair EmeritusDon Giallanza 281-988-2186 Halliburton Energy Services Corporate CounselCarl Doré Jr., Esq. 281-829-1555 Doré Law Group

National Group Meetings

Oct 13-15 Transportation Revenue Management Kansas CIty Marriott Country Club Plaza, Kansas City, MO

Oct 22 Transportation Fraud Investigators Group Teleconference Meeting

Nov 8 National Oilfield Service and Supply & Southeast Petroleum TBD, New Orleans, LA

Jan 23-24, Texas Statewide Construction Group 2014 Austin, TX

Jan 23-24, National Wholesale Nursery Products 2014 TBD, Denver, CO

Regional Group Meetings

Oct 18 Southeast Texas Regional - Book Only

Oct 22 Plumbing & Water Works Supply/Services Group - Book Only

local Group Meetings for october

Oct 8 HRIS Group Meeting 11:30am-1:30pm Jake’s Finer Foods - Houston, TX

Oct 8 New Orleans Electrical Group 12:00-1:30pm Drago’s Restaurant - Metairie,LA

Oct 9 Houston Energy Credit Group 11:30am-1:30pm Centerpoint Energy

Oct 10 Baton Rouge Building/Industrial Group & 11:30am-1:30pm Houston Construction Groups Video Conference H&E Equipment – Baton Rouge, LA & NACM Gulf States Conference Center - Houston, TX

Oct 15 New Orleans/Baton Rouge Food Distribution Group 12:00-1:30pm Capital City Produce – Baton Rouge, LA

Oct 16 New Orleans Building/Industrial Group 12:00-1:30pm Don’s Seafood Hut - Metairie, LA

Oct 17 Advertising Media Group 11:30am-1:00pm NACM Conference Center - Houston, TX

Oct 22 Contractors Supply Group 10:30-11:30am NACM Conference Center - Houston, TX

Oct 22 Building Materials Group 12:30-1:30pm NACM Conference Center - Houston, TX

Oct 22 Electrical Supply Group 12:30-1:30pm NACM Conference Center - Houston, TX

Oct 23 International Credit Executives Group Meeting 10:00-11:30am NACM Conference Center - Houston, TX

Oct 23 President’s Circle 12:30-1:30pm NACM Conference Center - Houston, TX

Oct 23 Oilfield Service & Supply Group 12:30-1:30pm NACM Conference Center - Houston, TX

Oct 30 Steel & Metal Supply Group Meeting 11:30am-1:00pm Salt Grass Steak House - Houston, TX

groupscalendar2013businesscreditpro

B U S I N E S S C R E D I T P R o 3 o C T o B E R 2 0 1 3

Your Business Credit Trade Association dedicated to improving the performance

of today’s business credit community.

DirectoryNACM Gulf States

10887 WilcrestP.O. Box 721348

Houston, TX 77272-1348www.nacmgs.org

Main Phone Number 281-228-6100Toll Free 866-252-NACMMain Fax 281-228-6122Louisiana Office 504-885-3897

Staff Extensions

AccountingVice President of Finance & Administration, Bernard Forde 1450

AdministrationPresident, Kathleen Quill, CAE, CBA 1400Executive Assistant, Becky Showers, CGA 1405Louisiana Division, Henry Albert, CGA 1560

Education 1200

Industry Credit Groups 1317

Membership Manager, Ellen Neuwirth-Hirsch, CGA 1317

Legislative IssuesPresident, Kathleen Quill, CAE, CBA 1400

NACM Business Credit Services

Main Phone Number 281-228-6100Adjustments & Workouts 281-228-6100Collections 281-228-6100Credit Reports 281-228-6100Sales 281-228-6100Toll Free 866-252-NACMRemote Access 281-228-6142Credit Reporting Fax 281-228-6121Collections Fax 281-228-6122Sales Fax 281-228-6151

Staff Extensions

Collections Manager, Frank Edmond 1430 Distressed Business Services Int’l CollectionsManager, Gerald Clements 1370

Credit InterchangeManager, Steve Krischke, CGA 1480Interchange Supervisor, Wanda Love 1341Special Reports, Deidre Henry 1350

Sales & Services Manager, Byron McKinney, CGA 1465

Both NACM Gulf States and NACM Business Credit Services exist for and because of you. Any questions or specific needs are not just welcome,

but the reason we are here. Please call us.

julynewmembersTriad Retail Construction, Inc.Big City AccessSeven Meadows Auto Group LLCData Marketing Network, Inc.Supreme Service & Specialty Co., Inc.

augustnewmembersGreenes Energy Group, LLCAdler Tank RentalsHempel (USA), Inc.JD Pace & Company PCInvensys

julyolympiansJanette White 0.4

augustolympiansSteven Burns 0.2James Criswell 2.0Kenny Debes 0.2Lori Gustaf 0.2Jennifer Hensley 0.2Theresa Jones 0.4Chris Kapacinskas 0.2Fred Mansky, CCE 0.2Kevin McBride 0.4Susan Viereck 0.2

augustflashpoll

Have you gotten notices from customers that they’ve decided to reset their terms?

How have you responsed when customers decide to reset their terms?

Can you have two price lists: one for standard terms and one for extended terms?

62%

38% Yes

No

35%

21%

7%

37%

N/A

Respond that terms are as agreed to in their signed credit application

Accept the new terms

Negotiate

41%

59%

Yes

No

Correct answer: Yes

B U S I N E S S C R E D I T P R o 4 o C T o B E R 2 0 1 3

septemberflashpoll Does your company support your continuing education as a credit professional?

50%

12%

4% 3%

31% No

Yes, other

Yes, by sending me to NACM classes

Yes, by sending me to conferences

Yes, with in-house education

What Super Days topic(s) would you most like to see next year?

Advanced financial statement analysisApplying six Sigma methodologiesBankruptcyBest in class credit underwriting processes Credit applicationsEscheatmentInternational CustomersLegal talksLiens and bondsNew Texas lawsNew to credit (all topics are of interest)Oil & gas liensPaid ProvisionsPanel of credit reporting services and demos of productsProtecting your assetsReceivershipsSales tax changes if any

What half-day or full-day educational topics would you be most likely to attend next year?

BankruptcyCollectionsContract processingCredit underwritingCredit analysisEconomic outlookEnergy trading economicsFinancial AnalysisFinancial statement overviewJudgmentsKeeping up with changes in creditLiensLien and bond law–Texas & LouisianaMaking better decisions to open new accounts

President’s Circle Schedule for 2013Date Lunch Meeting

October 23, 2013 Lunch at 11:30am 12:30pmNovember 20, 2013 Lunch at 11:30am 12:30pmDecember 11, 2013 Holiday Gala 1:30pm

Build roadmap points, participate in the Credit Managers’ Index! Need a reminder? Sign up to receive an alert email, sent when the survey opens each month.

Coverage of the CMI has appeared in: The Wall Street Journal, Business Week, LA Times

Next chance to participate is October 21-25. Visit the CMI survey page any time during these dates to help bring awareness to the credit profession.

UCC FilingsPresenter: chris ring, NAcM’s secured transaction servicesthursday, october 24, 2013 • 8:30–11:30amlaw offices of Baker donelson, 201 st. charles Ave., ste 3600, New orleans, lA 70170

Article 9 of the Uniform Commercial Code governs secured transactions in personal property (the granting of credit secured by personal property). Hundreds of millions of dollars of commercial and consumer credit are granted every year in secured transactions under UCC Article 9. Understanding the basics of a UCC filing should be a goal of every commercial credit manager, but understanding the nuances becomes important for practitioners. Within the UCC, words have specific and important meanings. For example, inventory is different than equipment and a finance lease is different than a true lease. This session will lay down all the basics. You’ll walk away knowing what type of filing is applicable for your individual selling situation and the benefits of filing. Then we’ll break down the detail required to write an effective Security Agreement and Collateral Description. Are you missing something in your process? This session has been designed so you can answer this question. As a bonus, we’ll also break down what you need to know relative to the newly effective (as of July 1, 2013) 2010 Amendments to Article 9.

October Industry Group MeetingsFor more information, please contact Carolyn Lewis Pajeaud at 504-885-3897 or carolyn@nacmgs.org.

Oct 8New Orleans Electrical GroupDrago’s Restaurant3232 N. Arnoult RoadMetairie, LA 70002504-888-9254www.dragosrestaurant.com

Oct 10Baton Rouge Bldg/Ind Group & Houston Construction Groups Video ConferenceH&E Equipment7500 Pecue LaneBaton Rouge, LA 70809225-756-3602www.he-equipment.com

Oct 15Food Distribution Group Capitol City Produce16550 Commercial AveueBaton Rouge, LA 70816225-272-8153www.capitolcityproduce.com

Oct 16New Orleans Building/ Industrial GroupDon’s Seafood Hut4801 Veterans Blvd.Metairie, LA 70006504-889-1550www.donsseafoodonline.com

NACMLouisiana

B U S I N E S S C R E D I T P R o 5 o C T o B E R 2 0 1 3

Time to Collect Toys for Tots As we approach the holiday season (yes, we know it still feels like summertime), your NACM helps to organize a collection of new, unwrapped toys for the US Marine Corps Toys for Tots program. These toys are donated to needy children with a message of hope. Although the Houston economy is much improved, there are still many families who are suffering and many children who need our help for the holidays.

We will have collection boxes and posters available for you to place in your office. Please consider making this a part of your company’s holiday giving. Last year you—our member companies—collected a phenomenal number of toys. The Marines who came to our Holiday Gala were overwhelmed by your generosity. Let’s see if we can top last year and do something great for the kids in our community! If you would like to participate contact Ellen Neuwirth-Hirsch at 281-228-6100 or eneuwirth@nacmgs.org.

B U S I N E S S C R E D I T P R o 6 o C T o B E R 2 0 1 3

All South Credit Conference, Grapevine, TXSeptember 22-24, 2014

B U S I N E S S C R E D I T P R o 7 o C T o B E R 2 0 1 3

Credit Managers’ Index SeptemberSeptember’s growth in the Credit Managers’ Index was driven primarily by increases in the index’s unfavorable factors, all of which registered improvements and some by substantial margins. The overall unfavorable reading leapt from 53 to 53.8, driven by big improvements in accounts placed for collection, from 52.5 to 54.3, dollar amount beyond terms, from 51.1 to 52.2, and filings for bankruptcy, from 58.7 to 59.8.

NACM Economist Chris Kuehl, PhD noted that this reflected a shift in debtor behavior toward friendlier payment behavior with regard to their trade creditors. Essentially, businesses are settling their debts rather than trying to test the waters of late payment. “When times are tough, debtors begin to take advantage of what leverage they have and start to test those that have given them credit. There are more slow pays and many of the negative indicators get progressively worse as companies try to hang on to their cash and test the patience of the credit manager,” Kuehl said. “There comes a point when these companies want access to credit again, prompting them to try to catch up and get back in the good graces of those from whom they seek credit. This could explain why the data within the unfavorable categories has improved.”

Elsewhere in the index, all but one of the favorable factors fell in the overall index, although each of them remain well above 50, the line that indicates each of these categories is still in expansion. Much of this decline in the favorable factors can be attributed to a slide in sales, which slipped from 63.1 in August to 62.7 in September. Improvements were also seen in the manufacturing and services sectors, again by improvements in the unfavorable factors, which further suggest that businesses are taking the time settle their existing debts before taking on new ones.

The CMI has often functioned as a leading indicator, and other economic indicators have begun to mirror its growth readings, according to Kuehl. “The CMI started to show these solid gains at the start of the summer and, in the months that followed, the Purchasing Managers Index (PMI) followed suit and was sitting at its highest point this year in August,” he said. “Thus far, the expectation is the PMI will continue to trend in the same direction as the CMI. This is a logical relationship that has been manifesting for some time. The thinking behind using the actions of purchasing managers to gauge the economy is that nothing happens in a business until a purchasing decision is made. By that same logic, no purchasing of significance is going to happen without a credit decision.”

The complete CMI report for September 2013 contains more commentary, complete with tables and graphs. CMI archives may also be viewed on NACM’s website.

B U S I N E S S C R E D I T P R o 8 o C T o B E R 2 0 1 3

what’scomingup in 2013?DATE EVENT, PRESENTER TIME

Oct 9 Forecasting Credit Losses 2:00–3:00pm

Presenter: Pam Krank, The Credit Department, Inc.For more information on this NACM-National webinar, click here.

Oct 16 Risk-Based Collections: Unearthing the Value of A/R 2:00–3:00pm

Presenters: Art Hernandez and Bryan DeGrawWith up to 70% of early collection calls going to accounts who would have paid without a reminder, it is likely that your credit and collections department is spending too much time calling the wrong people. The use of predictive analytics allows you to focus your collection efforts on the 30% that are at risk to pay beyond their terms or go delinquent. Instead of using the traditional method of contacting customers based on an aging report, organizations are able to accelerate collections by identifying high risk customers and then placing those customers on a high touch “call” collections strategy. This practice of risk-based collections is driven by risk scores that actually examine and are calibrated to your customer’s payment habits and then automatically places their account into the appropriate collections strategy. Attend this webinar to hear the latest trends in risk-based collections. You will also learn the role that predictive analytics can play in helping companies drive collections prioritization to help lower DSO, mitigate risk, improve operational efficiencies and increase cash flow. For more information on this NACM National webinar, click here.

Oct 17 Bankruptcy Symposium for Credit and Finance Professionals (Tentative) 8:00am-4:00pm

Presenters: Brent Wells, Esq., Wells & Cuellar PC; Lisa Norman, Esq., Andrews Myers PC; and Mark Finkelstein, Esq., Shannon, Martin, Finkelstein & Alvarado PCThis seminar will help you understand the U.S. Bankruptcy Code, provide distressed customer indicators and an action plan when you suspect a customer is going to file, position you to collect what you are owed by a bankrupt customer, help defend against preference actions, give details on selling post-bankruptcy, review creditors’ committees and discuss new trends in bankruptcy, including venue, preferences, debt bidding, municipal bankruptcies and lots more. Location TBD.

Oct 22 UCC Filings 8:30-11:30am

Presenter: Chris Ring, NACM Secured Transaction ServicesFind out how to use proper UCC filings to move into secured status. The filings are tricky, but done right they are a good risk mitigation tool. This seminar is held at the NACMGS Houston Conference Center.

Oct 23 Pitfalls of Social Media/FDCPA 2:00-3:00pm

Presenter: Randy Lindly, Bell, NunnallyToday, credit managers are finding helpful information on social media sites such as Facebook, LinkedIn and Twitter about the creditworthiness and/or collectability of a particular customer. However, the process of accessing this information as a business, is not without peril. Social media can indeed become a pitfall to the unwary credit manager. There are serious legal issues to consider, including privacy concerns and the impact of the FDCPA. This teleconference will address the pros and the cons associated with gathering information from social media sites. It will also address several recent FDCPA cases on debt verification and third party communications. Join attorney Lindley and stay abreast of these cutting edge legal issues. For more information on this NACM National teleconference, click here.

Oct 24 UCC Filings 8:30-11:30am

Presenter: Chris Ring, NACM Secured Transaction ServicesFind out how to use proper UCC filings to move into secured status. The filings are tricky but done right they are a good risk mitigation tool. This seminar is held at the NACMGS Houston Conference Center.

Nov 3-8 Business Credit Principles

Presenter: James McIntyre, CCE, McIntyre Enterprises, Ltd.This intensive program offers a comprehensive look at the credit function. Upon successful completion, you should understand the role of credit in financial management, the components of effective credit department systems and procedures, specific government regulations that pertain to business credit, credit and policy procedures, selling terms, negotiable instruments, the Uniform Commercial Code, credit investigations, financing and insurance, business credit fraud, factors associated with credit limits, out-of-court settlements, and bankruptcy. For more information on this certificate session, held at NACM National offices in Columbia, MD, click here.

Nov 4 The Seven Cs of Effective Business Communication 2:00-3:30pm

Presenter: Nancy Watson-Pistole, CCE, ICCECommunicating effectively is a critical element of doing business. Business relies heavily on the verbal and written transfer of information, whether between individuals or groups. Studies have shown that all too frequently, employees do not communicate well with each other or with people outside the company. Poor communication can result in orders that are not processed correctly, management directives that are not followed, customers that feel like their needs are not being met, invoices that aren’t paid on time—the list goes on and on. The Seven Cs of Effective Business Communications will help improve professional communication skills and increase the likelihood that messages will be received and understood in the manner that they were intended. Learn simple guidelines that will aid in remembering the basics of good business communication. For more information on this NACM National teleconference, click here.

Nov 4 Nationwide Certification (CBA/CBF/CCE) Exams at NACM Affiliate (Paperwork deadline Sep 9)

Held at NACMGS Houston.

B u s i n e s s C r e d i t P r o 9 o C t o B e r 2 0 1 3

what’scomingup in 2013?date event,Presenter time

Nov 6 Collections 101 8:30-11:30am

Presenter: Frank Edmond, Collection Manager, NACM Gulf StatesThis workshop is designed to provide the participants with an overview of collections as a basic function of credit management, with an emphasis on effective collection systems, techniques and critical “do’s” and “don’ts”. Held at NACMGS Houston Conference Center.

Nov 6 Rapid-Fire Collection Tips 1:00-4:00pm

Presenter: Robert Verhage, CBA, Constellation EnergyDown and dirty, 60+ tips to enhance your collection efforts. Be assured that this seminar will result in actionable tips that will bring more money into your company tomorrow. Just one could be worth the investment in attending this session! Held at the NACM GS Houston Conference Center.

Nov 6 Responding to Your Customer’s Credit Terms Pushback Strategy: Ways to Keep Them within Terms 2:00-3:00pm

Presenters: Scott Blakeley, Esq. and Bob Shultz, Blakeley and Blakeley LLPFor more on this NACM National teleconference, click here.

Nov 13 My Customer Filed Chapter 11: Now What? 2:00-3:30pm

Presenter: Bruce Nathan, Esq., Lowenstein Sandler LLPThe moment you most dread: you found out that your customer is at risk of filing or has just filed a Chapter 11 bankruptcy case. There will be a discussion of the circumstances where credit providers can exercise their UCC stoppage of delivery and adequate assurance rights to allow them to relieve themselves of their obligation to extend credit to their troubled customers under their existing agreements or expedite the payment of their claims. Bankruptcy Code Section 503(b)(9) has also significantly enhanced trade creditor rights by granting goods sellers whose customer has filed bankruptcy an administrative priority claim for the value of their goods received by the Debtor within 20 days of bankruptcy. The program will also focus on how to assert this priority claim and the significant litigation concerning Section 503(b)(9)’s requirements and the defenses to priority status that seek to limit or defeat recovery by trade creditors and the resulting court decisions concerning this claim. Bankruptcy and state law reclamation rights and the issues and defenses that have gutted reclamation rights as an effective bankruptcy remedy will also be discussed. This NACM National teleconference will also cover the rights of creditors that are parties to “executory contracts” and more.

Nov 14 International Credit & Collections Symposium 8:30am-4:30pm

Presenters: MultipleNACMGS and FCIB have partnered to bring international credit and collections professionals a full-day program of the latest global information and cutting-edge topics. This symposium will be held at the NACMGS Houston Conference Center.

Nov 18 Financial Statement Analysis 8:30-11:30am

Presenter: Ed Bell, PhD, ICCE, CBA, W.W. Grainger, Inc.For more on this NACM National teleconference, click here.

Nov 20 The Electronic Credit Department

Presenter: Randy Lindley, Bell NunnallyFor more information on this NACM National webinar, click here.

Dec 9 Advanced Credit Boot Camp 8:30am–4:30pm

Presenter: Linda Bost, CCE, Cameron Valves & MeasurementsA follow-up day to our Credit Boot Camp seminar designed to provide an overview of the trade credit function covering the gathering and evaluating of credit application information, application of the Cs of credit in everyday use, fundamentals of presentation to management and assessing credit risk and putting it into application. Held at the NACMGS Houston Conference Center.

Dec 9 Risk Mitigation Devices When Dealing with a Troubled Company 2:00–3:30pm

Presenter: Bruce Nathan, Esq., Lowenstein Sandler LLPFor more information on this NACM National teleconference, click here.

For information on all events held at NACM Gulf States, contact the NACM Gulf States Education Department or call 281-228-6100:1200.

For certification exam registration contact the NACM Education Department or call 410-740-5560.

For teleconferences and all other events, contact the NACM Meetings Department or call 410-740-5560.

NOTE: This is a tentative schedule. Dates, times and presenters on all scheduled events are subject to change.

B U S I N E S S C R E D I T P R o 1 0 o C T o B E R 2 0 1 3

Upcoming Education – HoustonFor more information on any of these events, please contact the Education Department at 281-228-6100 or education@nacmgs.org.

Bankruptcy Symposium – Seating is Limited!Presenters: Brent Wells, Esq. of Wells & Cuellar PC, Lisa Norman, Esq. of Andrews Myers PC and Mark Finkelstein, Esq. of Shannon, Martin, Finkelstein & Alvarado PCThursday, October 17, 2013 • 8:00am–4:30pmThe Law Offices of Andrews Myers PC • 3900 Essex Lane, Suite 800, Houston, TX 77027

This workshop will cover:

• Understanding the Bankruptcy Code• Distressed customer indicators and how to continue selling• An action plan when you suspect a customer is going to file• Positioning yourself to collect what you are owed by a

bankrupt customer• Defending preference actions

• Selling post-bankruptcy• Creditors’ committees• New trends in bankruptcy including venue, netting

agreements, selling your bankruptcy claim, municipal bankruptcies and lots more

UCC FilingsPresenter: Chris Ring, NACM’s Secured Transaction ServicesTuesday, October 22, 2013 • 8:30–11:30amNACMGS Houston Conference Center • 10887 Wilcrest Dr., Houston, TX 77099

Article 9 of the Uniform Commercial Code governs secured transactions in personal property (the granting of credit secured by personal property). Hundreds of millions of dollars of commercial and consumer credit are granted every year in secured transactions under UCC Article 9. Understanding the basics of UCC filing should be a goal of every commercial credit manager, but understanding the nuances becomes important for practitioners. Within the UCC, words have specific and important meanings. For example, inventory is different than equipment and a finance lease is different than a true lease. This session will lay down all the basics. You’ll walk away knowing what type of filing is applicable for your individual selling situation and the benefits of filing. Then we’ll break down the detail required to write an effective Security Agreement and Collateral Description. Are you missing something in your process? This session has been designed so you can answer this question. As a bonus, we’ll also break down what you need to know relative to the newly effective (as of July 1, 2013) 2010 Amendments to Article 9.

Collections 101Presenter: Frank Edmond, Collection Manager, NACM Business Credit ServicesWednesday, November 6, 2013 • 8:30–11:30amNACMGS Houston Conference Center • 10887 Wilcrest Dr., Houston, TX 77099

Article 9 of the Uniform Commercial Code governs secured transactions in personal property (the granting of credit secured by This workshop is designed to provide the participants with an overview of collections as a basic function of credit management, with emphasis on effective collection systems, techniques and critical “do’s” and “don’ts.”

Rapid-Fire CollectionsPresenter: Robert Verhage, CBA, Seven Meadows Auto Group LLCWednesday, November 6, 2013 • 1:00–4:00pmNACMGS Houston Conference Center • 10887 Wilcrest Dr., Houston, TX 77099

Down and dirty, 60+ tips to enhance your collection efforts. Be assured that this session will result in actionable tips that will bring more money into your company tomorrow. Just one could be worth the investment in attending this session!

B U S I N E S S C R E D I T P R o 11 o C T o B E R 2 0 1 3

International Credit and Collections SymposiumPresented in conjunction with FCIBThursday, November 14, 2013 • 8:00am–4:30pmNACMGS Houston Conference Center • 10887 Wilcrest Dr., Houston, TX 77099

A full day of education for the credit professional who services international customers including:

• Global Economic UpdatePresenter: Adriana Fernandez, Economist, Federal Reserve Bank of DallasFind out how worldwide economic trends are affecting you and your business. Economist Adriana Fernandez will share her expert opinions and offer a comprehensive view of the global economy. The session will focus on recent market developments, trade conditions and currency crisis around the world. Take a look at today’s volatile markets and find out what the latest forecast is.

• U.S. Trade CompliancePresenter: Ed Baldwin, CCE, WESCO Distribution If your company is importing or exporting goods, you are subject to U.S. and global regulatory compliance and controls. Speaker Ed Baldwin will share his best practices and procedures to help you implement and sustain an effective compliance policy. Learn to spot red flags and know the required documentations and regulations for importing and exporting products around the world. Noncompliance is not an option, learn how to protect yourself.

• Political and Currency Risks by RegionPresenter: Jay Tenney, Managing Director, Trade Risk GroupLearn about the current events having an impact on the global economy and exporters. Speaker Jay Tenney will provide an overview of political issues around the world and how they are shaping the economic landscape. Countries to be discussed include Argentina, Brazil, Mexico, Venezuela, Egypt, Russia, Turkey, India, Indonesia, Thailand, China and more.

• Methods of Payments by RegionPanel discussion: Val Venable, CCE, Director of Credit, Ascend Performance Materials; Anthony Riveron, ICCE, Senior Credit Manager, Tesoro Corporation; Robbie Camfield, CCE, ICCE, Global Credit & Collection Manager, Baker Hughes, Inc.Make sure you get paid no matter where you’re doing business. This panel discussion will focus on the most frequently used financing options, and which work best in different regions of the world. Discover alternative instruments that can facilitate the financing process. From traditional methods to the newest innovative payment options, find what will work for you and your company.

Advanced Credit Boot CampPresenter: Linda Bost, CCE, Cameron Valves & MeasurementsMonday, December 9, 2013 • 8:30am–4:30pmNACMGS Houston Conference Center • 10887 Wilcrest Dr., Houston, TX 77099

A follow-up day to our Credit Boot Camp seminar designed to provide an overview of the trade credit function covering the gathering and evaluating of credit application information, application of the Cs of credit in everyday use, fundamentals of presentation to management, and assessing credit risk and putting it into application. FREE to one person from the first 20 member companies that participate in the NACM Gulf States Scholarship Fund.

August 13, 2013Houston Hotel, Restaurant and Industrial Supply & New Orleans/Baton Rouge Food Distribution Group combined meeting by video conference!

B U S I N E S S C R E D I T P R o 1 2 o C T o B E R 2 0 1 3

Working Through a Bankruptcy Workshop - August 7, 2013Presenter: Lisa Norman, Esq., Andrews Myers PC

Interpreting Financial Statements from a Credit Perspective Workshop – August 16, 2013Presenter: Joe Lain, CCE, Schlumberger

B U S I N E S S C R E D I T P R o 1 3 o C T o B E R 2 0 1 3

M&M Bonds and Liens Seminar – August 27, 2013Presenter: Richard Fulton, Esq., Coats Rose

Incoterms Workshop – September 10, 2013Presenter: Nadir Tayyab, Trade Technologies

B U S I N E S S C R E D I T P R o 1 4 o C T o B E R 2 0 1 3

Your Customer Wants Goods Now, Pay Later.

Hurry! Hurry!

No Sale or Fraudulent sale (thief, thief!)

or recievable issue

TA DA! NACM GULF STATES

How Much?

Courses, Classes, Colleague resources

Whose Terms?

NATIONAL TRADE CREDIT

REPORTS

Me-Oh, My-Oh, How to

Find More Info?

Get More Info?

Got the Truth?Ack!

No Profit

Uh-Oh!

Risky?

yes

on your own

yes

no

no

Poll My Group

Traditional Industry Credit Group

Super Days

Go with Your Gut

Ask Your Salesman

Call Credit References

Make-it-better Groups Task Force

More dataBetter networkingImmediate intelGREAT

Selling DecisionWhat Used to Take Days Now Takes Hours

Profits! Yay!

YET Another Credit Super Hero!

Woot, Woot!!Super Days

Re-envisioned and Re-launched

NACM GULF STATES2O13 SUPER DAYS SCHEDULERe-envisioned and Re-launched

Moral of the story:Attend the NEW Super Days and Be YOUR Company's Super Hero

DATE PRoGRAM ToPICS/SPEAkERS

Oct 22 & 23 The Value of Collateralizing Receivables Chris Ring, NACM-National, NACM Secured Transaction Services

Nov 19 & 20 Group Member Appreciation Month Networking

Dec 11 Holiday Gala

2013superdays

Direct Hire – TemporaryPreview – Contract

Specialist in

Staffing Credit and Collections Professionals

Professional Alternatives1800 west loop south, suite 1050

houston, texas 77027(713) 355-8100

fax - (713) 355-7475

Why Use Your NACM?

September 24, 2013

Re: National Association of Credit Management

To Whom It May Concern:

NACM has handled our collection needs for approximately 10 years. During this time we have been very satisfied with the level of professionalism shown by NACM. They have helped us solve collection issues and offer a valuable service.

Sincerely,

Marci PalenciaController

B U S I N E S S C R E D I T P R o 1 5 o C T o B E R 2 0 1 3

6:00pm – Credit Law (CBF) 6:00pm – Financial Statement Analysis I (CBA)

6:00pm – Accounting (CBA) The Woodlands Location

11:30am – HRIS – Jake’s Finer Foods12:00pm – New Orleans Electrical Group Mtg6:00pm – Credit Law (CBF)

11:30pm – Baton Rouge Bldg/Ind & Houston Bldg/ Const Groups Mtg6:00pm – Financial Statement Analysis I (CBA)

6:00pm – Accounting (CBA) The Woodlands Location

12:00pm – New Orleans Food Dist Group Mtg6:00pm – Credit Law (CBF)

12:00pm - New Orleans Bldg/Ind Group Mtg

8:00am – Bankruptcy Symposium for Credit & Finance Professionals11:30am – Ad Media Group Mtg6:00pm – Financial Statement Analysis I (CBA)

8:00am – SETR - Book Only

6:00pm – Accounting (CBA) The Woodlands Location

8:00am – PLUM – Book Only8:30am – UCC Filings10:00am – TFIG Teleconf.10:30am – CONT Group Mtg12:30pm – BLMT Group Mtg12:30pm – ELEC Group Mtg6:00pm – Credit Law (CBF)

10:00am - INTL Group Mtg12:30pm - OFFS Group Mtg12:30pm - President’s Circle Mtg

8:30pm – LA – UCC Filings 6:00pm – Financial Statement Analysis I (CBA)

6:00pm – Accounting (CBA) The Woodlands Location

10:30pm – Navigating Your NACM Gulf States Member Page & Credit Reporting Database Webinar 6:00pm – Credit Law (CBF)

11:30am - STLM Group Mtg 6:00pm – Financial Statement Analysis I (CBA)

october 2013 sunday monday tuesday wednesday thursday friday saturday

1 2 3 4 5

6 7 8 9 10 11 12

13 14 15 16 17 18 19

20 21 22 23 24 25 26

27 28 29 30 31

Super Day s

TRMG Con ference and Group Mee t ings - -

Kansas C i t y, MO

TRMG Con ference and Group Mee t ings - - Kansas C i t y, MO

“The Heart of the Holidays” Holiday Gala Luncheon Wednesday, December 11 • 11:30am–1:00pm

Make your plans now to attend our Heart of the Holidays Gala luncheon. All Industry Credit Groups meeting in December will meet on this day, either before or after the luncheon.

NACM Traditions Continue:

• Marine Corps Reserves Toys for Tots Presentation• Silent Auction: Bid on the baskets provided by our industry credit groups

and committees to benefit heart research.• Special Holiday Meal• Door Prizes

SAVE THE DATE

B U S I N E S S C R E D I T P R o 1 6 o C T o B E R 2 0 1 3

Nationwide Certification (CBA, CBF, CCE) Exams at NACM Affiliate

6:00pm – Accounting (CBA) The Woodlands Location

6:00pm – Credit Law (CBF) 8:30am – Collections 1011:00pm – Rapid-Fire Collection Tips

6:00pm – Financial Statement Analysis I (CBA)

8:00am – LA Southeast Petroleum Group Mtg8:00am – NOSS

6:00pm – Accounting (CBA) The Woodlands Location

8:30am - HRIS - Book12:00pm - New Orleans Electrical Group Mtg6:00pm - Credit Law (CBF)

11:30am – HEC Group Mtg8:30am – Int’l Credit & Collections Symposium12:30pm – Baton Rouge Bldg/Ind Group Mtg6:00pm – Financial Statement Analysis I (CBA)

6:00pm – Accounting (CBA) The Woodlands Location

8:00am – PLUM – Book Only10:30am – HAC10:30am – CONT Group Mtg12:00pm – New Orleans Food Distribution Group Mtg12:30pm – BLMT Group Mtg12:30pm – ELEC Group Mtg

President’s Circle Mtg12:00pm – New Orleans Bldg/Ind Group Mtg12:30pm – OFSS Group Mtg

10:30am – Navigating Your NACM Gulf States Member Page & Credit Reporting Database Webinar6:00pm – Financial Statement Analysis I (CBA)

8:00am – SETR - TBD

11:30am – STLM Group

3 4 5 6 7 8 9

10 11 12 13 14 15 16

17 18 19 20 21 22 23

24 25 26 27 28 29 30

november 2013 sunday monday tuesday wednesday thursday friday saturday

1 2

Super Day s

Tip of the MonthWahooo! Third party public records are here! You have the option to add (with the purchase of an NACM National Trade Credit Report) third party public records to your NACM report. For an additional $7.50, we’ll add bankruptcies, judgments, tax liens, suits, principals and officers, as well as corporate address, EIN and FIN if they have them and business start date. If a government entity has it as a record, it’ll be added to your report.*Call your Account Rep today to have your Public Records option activated. It’s the next step in providing what you told us you wanted on your reports!

*The posting of M&M and Oil & Gas liens won’t change...we will still only get the ones your Gulf States affiliate offices pick up now (immediate South Texas counties and the major Parishes surrounding New Orleans).

Why NACM? I can’t emphasize enough how fantastic NACM is! I turned to them for all my credit reporting needs. Not only do I have a great rate through them, but now I have several different options to choose from. I couldn’t be more pleased.

Daniel L. Villanueva, CBA Corporate AR/Credit Manager Brand Energy & Infrastructure Services

Holiday Holiday