2015 Credit Professional s

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1 2015 Credit Professional s Conference, Expo & ICE Group Meeting September 15 & 16 Milwaukee Marriott West IT S HARD TO LEAD THE CHARGE IF YOU THINK YOU LOOK FUNNY ON A HORSE! GENERAL OPENING SESSION at 9:00 AM September 15 Not all managers are leaders, and not all leaders manage! What does it take to lead the charge and pull ahead of the pack? It all begins with you and how comfortable you feel in the saddle. The art of leadership is knowing how to lead yourself to where you want others to follow. In this session, you ll learn the power of positive attitude and the secrets only OPTIMISTS know! You will discover how attitude creates success, shapes moods, and is contagious. People who seek success and prosperity in their life need to pay attention to the composite portrait which they have of themselves, locked deeply away in their mental processes. This cognitive-representation is vital to our achievement; because we will only perform to the level of the picture which we have of ourselves. So much of what happens to us in life, both personally and professionally, is simply the dynamics of our self-esteem being played out in our attitude and actions. This seminar will teach you how to get on the horse, lead the charge, and bring others along with you! You asked, and we invited Bruce back by popular demand! BRUCE CHRISTOPHER consistently speaks to standing room only crowds. He has captivated audiences internationally by giving them real and practical solutions for success. As a credentialed professional speaker, and Clinical Psychologist, Bruce is one of the most sought after speakers in the Fortune 500. Whether you are faced with low morale, communication conflicts, customer service issues, managing change, the need for improved teamwork, or just need an attitude adjustment, his motivating and effective seminars at this year s Conference will give you and your organization what it needs to pull ahead of the rest of the pack! THE BUSINESS CREDIT MANAGEMENT ASSOCIATION Wisconsin Credit Association New Berlin, Wisconsin ICE GROUP MEETING WILL BE HELD ON WEDNESDAY SEPTEMBER 16. ATTEND ONE OR BOTH DAYS! CONFERENCE LOCATION & INFORMATION Milwaukee Marriott West W231 N1600 Corporate Court Waukesha WI OVERNIGHT ROOMS can be reserved by contacting the hotel at no later than August 24. Mention the Wisconsin Credit Association block to receive the discounted group rate of $109 for the evenings of Monday September 14 and Tuesday September 15. REGISTRATION FEES include sessions, handout materials, delegate premiums sponsored by InPro Corp and meals listed in the agenda. BUSINESS CASUAL is appropriate for the entire conference. CONFIRMATION including specific directions to the conference will be sent to registered delegates. If your confirmation is not received by September 3, contact WCA immediately. REFUND POLICY No refund or credit for cancellations after 9/8/2015. Substitutions are permitted with notification to WCA. Sorry, no discount allowed for sessions or meals not attended. The business landscape is rapidly changing! Continuing education and innovative solutions for complex business issues will determine your success moving forward. Gain knowledge to realize what you and your

2 CONFERENCE SCHEDULE 2015 Monday September 14 6:00 8:00 PM Welcome Reception ARE YOU ARRIVING ON MONDAY NIGHT? The Association is hosting a welcome hospitality suite for early arrivals and local delegates who want to network the evening before the Conference. Doors will open at 6:00. Beverages and light appetizers will be served until 8:00 PM. - AN EVENING AT MILLER PARK Tuesday September 15 7:30 Registration Buffet Breakfast Visit Silent Auction & Exhibits 9:00 Welcome Announcements Award Credit Executive of the Year GENERAL OPENING SESSION It s Hard to Lead the Charge if You Think You Look Funny on a Horse 12:00 Lunch Included 1:15 EARLY AFTERNOON CONCURRENT SESSIONS The Psychology of Success Let s Talk About Credit & Collections: Good, Bad and Ugly Effective Credit Policy: Myth or Reality 2:45 LATE AFTERNOON CONCURRENT SESSIONS Taking Monitoring, Researching & Collecting to a New Level What if and Now What? You Ask the Experts Delegation Skills 4:00 CASH BAR & APPETIZER SOCIAL Award Winning Silent Auction Bids at 4:00 PM 5:00 DEPART HOTEL FOR BREWER GAME & COOKOUT Optional And not just anywhere in Miller Park. Following a full day of events at the Conference on Tuesday, September 15, we ll board the bus for the game and our reserved seats in the DEW DECK! Help us cheer for a Brewer win against the Cardinals. Our evening includes the bus, a buffet cookout, beverages and an extraordinary view of the Park! STRICT RESERVATION DEADLINES APPLY & SPACE IS LIMITED! Our block will expire without exception on AUGUST 13! EXHIBITORS will be on hand to demonstrate products and services that will help you keep up-to-date on the latest resources available. Registered to date: TSYS Bectran NCS Coface Euler Hermes NA Wednesday September 16 8:00 Registration Continental Breakfast Visit Exhibits 9:00 MORNING ICE GROUP MEETING Morning International Track Sponsored by ICE Members Culture The Bolts That Keep the Wheels From Falling Off and the Filter That Allows Understanding CREDIT EXECUTIVE OF THE YEAR nominations are now being accepted. Each year at the Conference, the Business Credit Management Association recognizes an individual who has made a significant positive impact in their company and to their profession. To nominate and recognize a peer for this most distinguished award, visit by August :00 Lunch Included Keynote Presentation: Cyber Security 1:30 Afternoon International Session Sponsored by ICE Members World Region Review and International Roundtable Challenge 3:00 ADJOURN INTERNATIONAL SESSION Continuing Education Units (CEU)& Professional Education Units (CPE) have been awarded for all sessions by the American Society of Credit & Collection Professionals (ASCCP) SILENT AUCTION & SCHOLARSHIPS Again this year, the Conference will host the Member Scholarship Fund s largest fundraiser an extraordinary SILENT AUCTION. Each year, thousands of dollars are raised through the Auction and awarded to members who apply for grants to attend WCA educational programs. Simply check YES on the registration form to add your name to the list of generous contributors or donate online at APPLY FOR SCHOLARSHIP GRANTS to use toward your conference fees at The deadline to apply for a Scholarship for the Conference is Aug 21.

3 TUESDAY September 15 9:00 11:45 AM General Opening Session IT S HARD TO LEAD THE CHARGE If you think you look funny on a horse! Led by BRUCE CHRISTOPHER See front page of this announcement for session details 1:15 2:30 PM Concurrent Breakout Sessions THE PSYCHOLOGY BEHIND SUCCESS Secrets the Superstars Know! Led by Bruce Christopher What are the factors which lead to success in life? Not just financially, but in all the areas of our life; in our relationships, in our health, and in our career. This is a question for which we would all like to receive some answers. What do the superstars of success know that the rest of us do not? Why do some people just seem to rise to the top in their field? In this fast-paced seminar, you will learn the six essential ingredients to the science behind success. LET S TALK ABOUT CREDIT AND COLLECTIONS: The Good, Bad, and Ugly Led by Jordan Reich, General Council, BCMA/Wisconsin In this session, a broad range of topics will be presented and discussed that will offer the credit professional an overview of common issues and problems faced daily. The topics will include: The maxims of debt collection; Telephone techniques; Improving telephone collections; The final demand; When to place an account for collection. Additional topics that will be covered include: Doing business with potentially insolvent or a bankrupt business; Collection of NSF checks; Discussion of the Fair Debt Collection Practice Act (FDCPA) and how it affects our collection efforts. This will lead to a final thought; Why are credit and collections important? EFFECTIVE CREDIT POLICY: MYTH OR REALITY Led by Wayne Crosby, Portfolio Manager, Alliance Laundry Systems & John Larson, Manager Credit & Collections, Safway Services, LLC Ones definition of effective varies and our definition as it pertains to Credit Policy is no different. The industry, the market, the company culture, the company goals all have an impact on the structure of your specific Credit Policy. However, the ultimate goal of any policy is to grow sales, improve margins and mitigate risk...simultaneously. The difficult part is to blend all those intangibles together and arrive at an Effective Credit Policy for your company. Questions that have been presented to us over the years and will be discussed include:...our Credit Policy has not been reviewed in years and we seem to be doing just fine. Why do we even need one?...how can we get sales to follow our Credit Policy if they do not know one exists?...how do we get Administration to buy-in? (continued in next column)...how often should we review/revise our Credit Policy?...The cost/benefit of writing and maintaining a Policy just seem too high. How do we get around that issue? Enforcing your Credit Policy can engender reactions of fear, loathing, comfort, justification, etc when it should encourage inter-department cooperation. We don t have magic words that you can paraphrase into your specific Policy. It is our intent to discuss options and alternatives for re-thinking your Policy. Invite others in your company who are not in Credit to attend and actively participate in the discussion! 2:45 4:00 PM Concurrent Breakout Sessions TAKING MONITORING, RESEARCHING, AND COLLECTING TO A NEW LEVEL Led by Ang Curro, Credit & Collection s Manager, Perlick Corp & John Cornell, President, Crescendo Trade, Inc. Using social media such as LinkedIn, Twitter, and other Web resources such as Data Connect, etc. enhance your credit performance and your client relationships. Be one step ahead of other credit managers by researching your debtors on social media and get them to pay you first, while at the same time, being able to feed your sales team valuable insight. - - WHAT IF...AND NOW WHAT? You ask the Experts Hosted by Jordan Reich, General Council at BCMA Wisconsin & Darryl Rowinski, President of BCMA/Wisconsin We know you have questions because we get calls at the Association daily. Bottom line, you need an expert to consult with or simply to get an opinion from on a technical matter. Perhaps you need advice on collecting a judgment out of state or how to collect from a bankrupt debtor. Internally, have you wondered what signals to look for in a distressed debtor that may affect your decision to sell open account or to withdraw credit? Should we sell open account to a company that recently filed Chapter 11 bankruptcy? Do I have lien rights on public construction projects? What if I receive a letter demanding I pay money back to the debtor because of a Preference. What credit tools are best to use? In this lively session, our leaders and other attendees will be an invaluable source of information and professional advice in many categories. Nothing is off limits during this interactive question and answer discussion! Bring your questions to this session to ask the experts! DELEGATION SKILLS Led by Susan Schoenfeld, Sue Schoenfeld & Associates Without appropriate delegation, your team will become inefficient and demoralized. It s one of the most important management skills you can establish. Learn to delegate effectively and you ll also find it saves you time, develops your people, grooms a successor and motivates your team. In this highly interactive workshop, you will work on different case studies and; Learn when it is appropriate to delegate work, and when it is not Discover how delegation helps create a successor for you, and why that is important for your company Understand how to effectively delegate work to have it accomplished in the most efficient way possible.

4 WEDNESDAY September 16 9:00 AM 12:00 PM Concurent Breakout Sessions BUSINESS CREDIT MASTERMIND SESSION Moderated by Darryl Rowinski & Table Leaders Financial managers and staff are encouraged to attend. Managing and maximizing cash flow, financial implications of sales agreements, customer contracts and assessing sales risk while extending open account credit to customers has become very challenging. Round table discussion on the most critical business topics in a smaller venue environment leads to the exchange of information, ideas, industry best practices, and the opportunity to share your top issues and challenges with your peers (outside of your organization). In this field, you cannot stand alone. This session is returning to the Conference again this year, requested by popular demand from those who were helped during these important discussions over the past 4 years! A topic questionnaire will be sent to you under separate cover. CULTURE THE BOLTS THAT KEEP THE WHEELS FROM FALLING OFF AND THE FILTER THAT ALLOWS UNDERSTANDING Paul D Alberto, Wendy Gulzad and Guy Kwaterski have over 70 years of international business experience. Like an iceberg floating in the ocean, there are the visible aspects of culture, but...there are also many non-visible aspects of culture that are important to know when doing business internationally. This presentation will focus on their vast experiences in dealing with different cultures from around the world; how those different cultures affect the products that you sell; how cultures affect the way you establish your sales and financial relationships; how cultures impact the political and historical aspects of the countries you are doing business in; and some of the cultural differences you need to be aware of in languages and gestures. Professional International Business Specialist, Tawnya Ganfield will add additional perspectives: Have you noticed that the techniques for sales, credit and collections that are effective in the U.S. do not have the same result with international customers and colleagues? This session will explore concepts to help navigate the global terrain. As a professional working internationally, one must be able to adapt business behavior in order to achieve the best results in international markets. Participants can also expect to leverage the experience of others and in turn realize measurable improvement with international objectives. The Conference adjourns at 1:30 PM following the keynote presentation at lunch. However, you are welcome to join the ICE Group s afternoon session at no additional cost: 1:30 3:00 PM International Session (Optional) The ICE Group will host a WORLD REGION REVIEW of countries that are hot on exporter s radar for a variety of reasons; emerging markets and sales opportunities, high risk for economic and political reasons or difficult to collect from or do business in. We won t stop there. Join other exporters in roundtable discussions where we ll TACKLE CROSS-BORDER CHALLENGES and learn from others how to improve our credit and collection performance. No matter your experience level, everyone will benefit from this dynamic forum. Lunch Keynote Presentation on Wednesday, September 16 CYBER SECURITY A real threat to businesses and how to safeguard you and your company! Led by Chris Wiser, CEO, Milwaukee Based TechSquad IT The list of recently hacked businesses critically confidential information is too lengthy to mention...but you know their names and may have been one of their clients. The next business to be affected by cyber breach is likely to happen even closer to home! The truth is, you and your business are vulnerable. Join our discussion to arm yourself with the steps you can take to protect yourself, your clients and your businesses. Safeguarding while mobile Essential tips for using cell phone and other devices on a daily basis. Even if you are low tech Your own websites and vendor interaction make you vulnerable. Protecting your cash accounts Financial institutions can only do so much you need to take action too! Understand the real expense Average cost to small/medium business AFTER breach is $188,242. Chris has been tapped by Forbes, the Biography Channel and local TMJ4 for his extensive knowledge about IT security. As both a public-facing entrepreneur and MSP, Chris can often be spotted sharing his expertise and best practices at various industry events both live and online. He recently joined with a select group of the world s leading speakers and Trainers to co-write The Tech Multiplier: The World s Leading Technology Consultants Reveal In Depth Case Studies of How the Smartest Businesses in the World are Leveraging Technology to Increase Profits and Reduce Waste While Safeguarding Data. The book features proven secrets and strategies from some of the world's leading entrepreneurs who share their expertise on how to realize maximum sales and profits in an uncertain and changing economy. Chris was a featured panelist on a session at CompTIA Breakaway discussing What Keeps Solution Providers Up at Night? SMART MOVES: WHY ATTEND THE o Provide The Benefits: CONFERENCE? All sessions qualify for Continuing Professional Education (CPE) units tools to moni Information & new ideas work Newtor riskthe mitigation strategies as Newcompleted, ways to accelerate cash well as the collections progress of Tools to accelerate dispute resolution Numerous networking opportunities Training on best practices A chance to learn from experts & peers Time away from the day-to-day routine to learn to think more strategically and less operationally The opportunity to learn about and to test drive cutting edge products and services which have the potential to: o Streamline operations o Improve effectiveness and efficiency o Quickly rebalance workloads that have become unbalanced over time o Help me to manage by exception

5 ATTENDEE REGISTRATION FORM SESSION INFORMATION Monday September 14 6:00 8:00 PM Welcome Suite (Check if attending) Tuesday September 15 9:00 11:45 AM GENERAL OPENING SESSION (Check if attending) 1:15 2:30 PM It s Hard to Lead the Charge...if You Think You Look Funny on a Horse EARLY AFTERNOON CONCURRENT SESSIONS (Check one only) The Psychology of Success Let s Talk Credit & Collections: The Good, Bad & Ugly Effective Credit Policy: Myth or Reality 2:45 4:00 PM LATER AFTERNOON CONCURRENT SESSIONS (Check one only) Taking Monitoring, Researching & Collecting to a New Level What if...and Now What? You Ask the Experts Delegation Skills 4:00 4:45 PM Cash Bar & Appetizers (Check if attending) Winning Auction Bids Awarded at 4:00 PM 5:00 PM DEPART HOTEL FOR MILLER PARK (Check if attending) Additional fee for this optional evening event Check if you will be riding the bus to the Game Wednesday September 16 ICE GROUP MEETING DATE 9:00 AM 12:00 PM MORNING ICE GROUP SESSION Culture The Bolts That Keep the Wheels From Falling Off and the Filter That Allows Understanding 12:00 1:30 PM Lunch Included Keynote Presentation: Cyber Security (check if attending) AFTERNOON ICE GROUP SESSION 1:30 3:00 PM World Region Review & International Roundtables PLEASE RESERVE EARLY! DELEGATE INFORMATION One registration per form please-duplicate as needed NAME TITLE PHONE FAX CERTIFICATION(S) HELD (IF ANY): COMPANY ADDRESS CITY/STATE/ZIP RESERVE EARLY FEES: ICE Group Non Member of ICE Member or Association Both days* $317 $387 $ 1st day only* $257 $277 $ 2nd day only* $60 $177 $ YES I m going to Miller Park $65 per person $ following session on September 15 YES, please add to my registration fee a donation to the Member Education Scholarship Fund $ TOTAL $ YES, I want to donate something for the Silent Auction. Please have someone at the Association contact me at YES, I want to sponsor an event or session at the Conference. Please have someone at the Association contact me at PAYMENT INFORMATION Send invoice or Check enclosed (Payable to WCA) or Credit Card Print name (as it appears on CC) Address on statement City/State/Zip Card # CVC# Exp Date RETURN THIS REGISTRATION FORM: Fax: or or Mail to: Wisconsin Credit Association of the BCMA W Rogers Dr #200 PO Box New Berlin WI * Conference Registration Deadline is 9/8/2015 * Overnight room block expires 8/24/2015 Sorry, no credit or refund for cancellations after 9/8/2015 or no shows due to required guarantees to the conference hotel. Substitutions permitted with notification to WCA. Questions, call

6 Wisconsin Credit Association W Rogers Dr #200 PO Box New Berlin WI Now...more than ever...you need essential strategies, techniques & tools to improve in this vulnerable business climate! 2015 CREDIT PROFESSIONAL S CONFERENCE September 15 & 16 Addressing the needs of credit, collection & finance professionals to secure a successful future! Support our Conference Sponsors! We wish to thank those sponsors and partners who have already contributed to the success of this year s Conference. To join the growing list, contact WCA at

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