What is All South?
All South Credit Conference is an annual Fall event hosted by an NACM affiliate in the Southern Region (Texas, Louisiana, Mississippi, Alabama, Georgia, Florida, North & South Carolina, Tennessee, Arkansas & Oklahoma). It regularly offers high-octane credit, finance and collections educations sessions over two full days. CEU credits from NACM National are awarded. Topics covered are both classic and topical, and have included: bankruptcy and bankruptcy preference defense, collection law & effective technique, best practices in credit applications & personal guarantees, fraud prevention & detection, financial statement analysis, mergers & acquisitions in your customer base, training & motivating staff, credit tools available, software user groups and much, much more. Credit professionals enjoy great education, networking and information sharing, sending you back to your company with a "sharper axe."
REGISTER FOR THE CONFERENCE HERE!
Sir Francis Bacon said "Knowledge is power." Get powerful at All South.
Embassy Suites Convention Center
New Orleans, LA
CLICK HERE to register for the Embassy Suites Hotel.
All South Credit Conference Agenda
October 22-24, 2014
New Orleans, Louisiana
Wednesday, October 22
1:00 pm - 5:00 pm
NACM Web CMS Collections User Group Meeting (by invitation only)
2:00 pm–6:00 pm
5:30 pm–7:00 pm
Opening Night Welcome - Tailgate Party
Exit to Street From Lobby
Thursday, October 23
Full Embassy Suites Breakfast
7:30 am – 6:00 pm
7:45 am – 8:00 am
First Timers Orientation and Workshop
8:15 am – 9:00 am
Opening General Session
9:00 am - 12:00 pm
National Ceramic Tile & Related Products Credit Group (by invitation only)
9:00 am – 10:30 am
MOVING THE BALL ACROSS THE FIELD: The Credit Manager’s Guide to Transporting Your Goods
Wendy Belcher, Estes Express Lines
If you create, fabricate or distribute anything, you are using transportation providers. It’s a highly competitive business, but they have credit managers, too! In this session, a credit transportation pro will tell you how she looks at your company, your load, your destinations and at least a dozen other elements that go into your rate and fees. Tell me, which do YOU think costs more to ship, a flatbed of steel or a trailer full of lightbulbs? See…there’s lots to know before you ship with the first logistics company to buy your president a steak dinner!
A GREAT DEFENSE STARTS WITH A GOOD OFFENSE: Plugging the Holes in Your Credit Application and Collections Communications
Steve Chiccarelli, Baker Donelson
Don’t make it easy to break your defensive line with weak agreements with your customers! Layout, elements, signature placements, venue…you’ve covered every hole you can think of in your application and communications with your customer. Haven’t you? This session will help you either make sure you are bulletproof or help you get bulletproof when it comes to those documents.
SCOUTING & RECRUITING YOUR TEAM: HELP! Finding, Vetting and Keeping Good Staff
Chris Myers, Professional Alternatives
If you have an office lineup full of bright, devoted, honest, punctual, extra-mile teammates, this session is not for you. For the rest of us, the never-ending search for great players and the never-ending struggle to keep those great players is, well, never-ending! This session will help you understand why we are in the employment situation we are in, what drives employees to work for you or someone else, the best techniques to find and keep them on your team and, best of all, some real stories from the field of play that will make you grateful for the teammates that you have!
10:30 am – 10:40 am
10:40 am – 12:00 pm
GAIN HOME FIELD ADVANTAGE: How a Small Group of Determined People Changed Your World: The Mississippi Lien Law Story
Kurt Sorensen, CCE, H&E Equipment
Kristal Bonner, LCR M Corp (Hajoca)
Robert Wise, Sharpe & Wise PLLC
When the Mississippi Supreme Court struck down the “stop pay” law, the construction supplier team lost home field advantage, left with no play at all to secure payment on construction jobs. It took leadership, strategy and a whole stadium full of back up players to craft and pass a lien law that created a fair playing field. But they did it; come hear how plus lessons learned & how they can be applied to more than just lien law.
A QUARTERBACK IS JUST BAIT WITHOUT AN OFFENSIVE LINE: Is It Still Leadership if No One is Following?
Jeff Jones, Gallium Technologies
Every great quarterback in history had great receivers. They also had an offensive line that protected him, allowing him to execute their strategy. Teams win together and teams lose together, but everyone wants to be part of a winning team. When you look over your shoulder, is your team behind you? Maybe they should be beside you. Shake up your ideas about being a leader in this insightful session.
4TH DOWN AND 4: WHAT ARE YOUR PLAYING OPTIONS? Great Risk Often Equals Great Reward: Tools to Sell a High Risk Customer
Chris Ring, NACM National
Rudet Fountain, UTA
Smart players (aka credit managers) know when to take a risk and when to have a back up play, but the best players know how to take riskier sales without the risk element. This session will cover multiple options to secure your receivables with maneuvers that let you increase sales, keep your risk under control and get carried off the field by your adoring public at the end of the game.
12:00 pm – 1:00 pm
1:10 pm – 2:45 pm
YOU'VE GOT THE BALL! RUN! The 15 Minute Credit Decision
George Thorson, Triumph Business Capital
All your experience and professional education comes to this: you have a credit application, a large order, financial statements and 15 minutes to give it a “pass or play” decision. This fast paced session will challenge you, with actual cases, to make sound decisions based on the fact set you are given. You’ll leave with a heightened level of confidence that you can use financial statements to make quick but sound decisions.
NOBODY STARTED OUT AS NUMBER ONE: Good, Better, Best Credit Policies & Procedures (Part 1 of 2)
Val Venable, CCE, Ascend Performance Materials
Bruce Nathan, Lowenstein Sadler
Like Billy Bean’s Oakland A’s (remember Moneyball?), not every team can afford “A list” policies & procedures. But there IS a baseline everyone can and should meet and incremental improvements from there. Do you know where your playbook falls? Ready for better or best? This session packs in so much information, it’s continues all afternoon
From the time a customer first applies for an open account until after the money is in the bank there are opportunities for things to go wrong. There are also many opportunities to make sure things go right, particularly at the inception of the relationship with the customer. In this interactive session the speakers will discuss the steps Credit Managers can take in all aspects of managing the customer relationship to take advantage of opportunities while the relationship is going well and avoid, or lessen the pitfalls when the relationship sours. Bring your questions and lessons learned to share with the group.
The first half of the session will focus on establishing good credit policies and practices while there is a good relationship with the customer. This will include; obtaining and maintaining accurate credit files (starting with the credit application, terms & conditions, loopholes and keeping your credit file clean), protecting against money laundering risk, knowing and protecting yourself from insolvency risk of your third party payor; and how loose lips can sink ships in connection with adverse decisions regarding credit, obtaining a spousal guaranty, references, credit group discussions and communications with other trade credits.
WHAT'S IN YOUR PLAYBOOK WHEN YOUR OLD PLAYS DON'T WORK? Using Your NACM Tools (especially the FREE ones) to Get the Best Credit Information Possible
Michelle Herman Skeels, NACM
With the emergence of the NACM Trade Credit Report, every NACM member became a part of the largest anti-fraud team in the world! But your membership earns you MVP trophy after MVP trophy when you realize all the things you can do and get for free. Don’t miss this knock-your-socks-off introduction to secret plays you didn’t even know were in your team’s playbook.
2:45 pm – 3:00 pm
3:00 pm – 4:30 pm
WHAT'S THE PLAY? NACM Website Tricks, Tips and Tools
Robin Schauseil, CAE, NACM National
Every coach has secret weapons – the plays, moves, formations that you pull out when the clock is running and it’s time to make your move. The NACM National website is your secret weapon! Using the Google search engine, it puts every article, book, form and reference you need is at your searchable fingertips. And that is just the beginning of the secret weapons available to you! This session is guaranteed to set you up to be the expert on your team, no matter what the credit question is.
NOBODY STARTED OUT AS NUMBER ONE: Good, Better, Best Credit Policies & Procedures (Part 2 of 2)
Val Venable, CCE, Ascend Performance Materials
Bruce Nathan, Lowenstein Sadler
A continuation of the 1:15 session: Like Billy Bean’s Oakland A’s (remember Moneyball?), not every team can afford “A list” policies & procedures. But there IS a baseline everyone can and should meet and incremental improvements from there. Do you know where your playbook falls? Ready for better or best? This session packs in so much information, you’ll wonder where you’ve been!
In the second half of this lively session the speakers will discuss ways of dealing with a distressed debtor; identifying warning signs of a future customer bankruptcy, taking preventative steps, such as obtaining a guaranty, security interest, consignment, standby letter of credit, credit insurance or put to secure your claim, exercising contractual and UCC rights, tightening credit terms, how and when to exercise your UCC and state law remedies to pull the plug and enforce your rights, and finally the preliminary steps you should take in response to your customer’s bankruptcy filing, including a detailed bankruptcy checklist..
HUT, HUT! MOVE THAT BALL DOWNFIELD... GO, GO, GO! 60 Collection Tips in 60 Minutes
Robert Verhage, CBA, Texas Auto Pros
The pace on the field is fast, and so is this session! 60 Tips in 60 Minutes is one of our highest rated courses; this year we’ve upped the ante from 60 tips to 80, and this session is guaranteed to send you out the door with at least a dozen collection tips you can implement tomorrow to help your team collect your money faster. Bring a pen and a pad of paper, because you don’t want to miss anything this Coach has to share. He does shout a little, but it’s all about his passion for collecting money!
5:30 pm - 7:00 pm
Reception by 2015 All South host affiliate NACM South Atlantic
Friday, October 24
Full Embassy Suites Breakfast
7:30 am – 6:00 pm
8:00 am – 11:45 am
Texas State Wide Construction Credit Group Meeting (by invitation only)
Southwest Metals Group Meeting (by invitation only)
8:00 am – 9:30 am
TRADED! YOU DON'T ALWAYS GET TO CHOOSE YOUR TEAMMATES: Mergers & Acquisitions from the Acquirer Credit Department Viewpoint: What I Wish I’d Known Then
Don Giallanza, CCE, Halliburton
Don Burell, CCE, Schlumberger Oilfield Tech
When owners are holding acquisition talks, nobody ever asks the linemen to the table! But it’s the linemen who have to win games. Considerations like: common customers, divergent credit policies and credit limits, collection processes, staffing assignments & levels are just the tip of the iceberg when it comes down to integrating your players and your playbooks. Come hear from seasoned veterans the lessons they learned on the field and how they ultimately integrated their teams.
DEFINE "FOOTBALL!": ABCs of International Sales: What You Absolutely, Positively Need to Know Before Your Goods Leave US Soil
Sherry Mama, Blades International
If the multiple definitions of “football” have taught us one thing, it’s that we are playing an entirely different game when you leave the US! Even if you THINK your ball isn’t leaving US soil, there are some steps and precautions each and every company should be taking to assure that regulators & auditors won’t be taking up residence in your offices because you of a foul you committed crossing a line you that didn’t even know was there. This is a don’t-miss session!
9:30 am – 9:45 am
9:45 am – 11:45 am
MAKE SURE YOU KNOW THE RULES OF THE GAME BEFORE YOU GET TAPPED IN! International Finance
Matthew Pickle, Exterran
This session will walk you through the International Tender process: Credit, Bonds, Milestones & Cashflow. There will be ample time for Q&A with experts, so be sure to bring yours!
YOUR TEAM NEEDS A DEEP BENCH: Standbys as a Credit Enhancement
Sherry Mama, Blades International
Often perceived as difficult, cumbersome and “Hail Mary” plays, standby letters of credit can help you create a powerful sales offensive for your company and your customer that otherwise might have been too risky. This presentation will take you, step by step, through the powerful tool that a standby letter of credit, and you’ll leave fully confident that you can add them to your lineup and put your company in a position to increase sales and profits.
12:00 pm – 1:30 pm
Lunch: Keynote Speaker
Ed Quatrevaux, Inspector General of the City of New Orleans
1:45: pm–3:15 pm
National Oilfield Service & Supply Group Meeting (by invitation only)
OFF SIDES! Trust Fund Statutes: What are They and How to Use Them Successfully
Jason Walker, Andrews Myers
Lisa Norman, Andrews Myers
When your team's name is on the scoreboard, there are only two possibilities for who has possession of the ball, right? Trust fund statutes are supposed to and have successfully been used to make sure that your money (like the ball) isn't carried off by someone else. This session will cover the statutes, when they apply & how you can use them to recover money you may not think is recoverable.
SO. YOU WANT TO PLAY IN THE BIG LEAGUES: Lessons from the Field: Plusses and Minuses of “Moving Up” in Credit In a Large Organization
Len Brown, CCE, Ferguson
Amanda Smithson, CBF, ABC Supply
We’ve all been conditioned to believe that “bigger is better,” but working for – and moving up in – a bigger company requires a different playbook altogether. Is it for you? In this session, credit managers who have moved to progressively more responsibility in companies with large credit functions will share their experience, advice and some lessons they wish they could have learned an easier way while playing on a large team.
3:15 pm – 3:30 pm
3:45 pm – 5:00 pm
THE TICKET PRICE MAY NOT BE ALL YOU PAY: Escheatment and 1099 Forms – Hot Government Revenue Sources from YOU
Wanda Borges, Borges & Assoc
Charles Dunlap, Ntegrity Financial Solutions
With deficits rising and no relief for the home team, our government is continually searching for new revenue sources. Voters don’t get mad when they fine your companies for non-compliance with regulations. Step out of bounds with escheatment requirements or mismatch your contractor’s name on your 1099 forms can result in penalties that can set your team back hard. The experts in this session will cover the latest ways that you can help your company control risk and mitigate losses.
IT ONLY TAKES 10 YARDS: Small Claims, Judgments & Tips to Successfully Collect Your Judgments
John Herberger, Herberger & Associates
Lori Drake, CBA, Lone Star Materials
Most games are not won with dramatic 55 yard pass returns. Most are won by a systematic, disciplined march of down after down after down against the opponent. Small claims court and judgments are your “down by down” strategy to win. This session will walk you through the process and assuming, of course, that you are the winner, will provide tips and techniques to help you collect that judgment at the end of the game.
Homecoming Dance (ala “Carrie”) Closing Event
Great teams work hard together, then they play together. Combining our theme and our proximity to Halloween, we'll close out this All South with a Homecoming Dance - a la the classic horror movie "Carrie." Wear your best prom outfit, your football or cheerleader outfit or come as a faculty chaperone, because this IS a costume party...we promise to skip the pig's blood but provide a memorable trip down memory lane to your halcyon high school days. And, really, who could leave New Orleans without a good party under your belt?
Manning's Upstairs Private Room
519 Fulton St, New Orleans, LA 70130
REGISTER HERE TODAY!