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  • Credit Management Contract Terms

    Contains 4 Component(s), 0.1 credits offered

    Learn the importance of contract terms and forms to increase profits, lower costs and lower risk.

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    Learn the importance of contract terms and forms to increase profits, lower costs and lower risk.  Consider effective terms for Credit Applications, Proposals, Quotes, Guarantees, Lien Waivers, and Joint Check Agreements such as Attorney’s Fee, Service Charge and Forum Selection to lower your costs and motivate a debtor to pay.  Other topics covered include Notice and an Opportunity to Cure to protect against back charge claims; Limitations of your Liability to a return of the purchase price and Exclusions of Express and Implied Warranty; Limitations on Claims of Defect or Delay; and Trust Fund Agreements to make your customer a Trustee for your receivable.  After successful completion of this module the student will understand the importance of contract terms and forms, the types of contract forms, Notice and Opportunity to Cure, Limitations on Claims of Defect and Delay and Trust Fund Agreements.  A packet of camera ready forms for immediate use are available from the presenter. 

    Speaker Bio:

    James Fullerton is a graduate of the University of Colorado and the University of Virginia School of Law.  He is an attorney licensed in Virginia, Maryland, and the District of Columbia and is the President of the law firm of Fullerton & Knowles, P.C.  The firm represents owners, design professionals, suppliers, subcontractors, general contractors and other members of the real estate and construction industries, filing mechanic’s liens, surety bond and other construction claims across all of the states in the Mid Atlantic region.  He also represents creditors in bankruptcy issues nationwide, particularly defense of bankruptcy preference claims; advises on all real estate and construction law issues, including contract formation and disputes, defects in labor and materials, impact and delay claims, as well as doing litigation, arbitration and mediation in public and private projects.

  • Uniform Commercial Code - Sale of Goods

    Contains 4 Component(s), 0.1 credits offered

    Understand the terms the Uniform Commercial Code adds to your contract automatically unless you “otherwise agree.”

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     Understand the terms the Uniform Commercial Code adds to your contract automatically unless you “otherwise agree.”  When does the UCC apply?  Learn to limit your liability to a return of the purchase price to avoid defect and delay damage claims.  Get a waiver of express and implied warranties.  When do you have the right to stop shipments and demand adequate assurance of payment?  What are your rights to cure any default in your performance?  How do you reclaim your goods if the customer defaults?  This module will answer these questions and help you better understand the Uniform Commercial Code Sale of Goods.  After successful completion of this module the student will understand when the UCC does not apply, Express Warranty, Implied Warranty, Limitation of Liability, Seller’s Right to Cure, Seller’s Right to Reclaim Goods, Right to Adequate Assurance of Performance, Notice of Breach to Seller and Battle of the Forms.

    Speaker Bio:

    James Fullerton is a graduate of the University of Colorado and the University of Virginia School of Law.  He is an attorney licensed in Virginia, Maryland, and the District of Columbia and is the President of the law firm of Fullerton & Knowles, P.C.  The firm represents owners, design professionals, suppliers, subcontractors, general contractors and other members of the real estate and construction industries, filing mechanic’s liens, surety bond and other construction claims across all of the states in the Mid Atlantic region.  He also represents creditors in bankruptcy issues nationwide, particularly defense of bankruptcy preference claims; advises on all real estate and construction law issues, including contract formation and disputes, defects in labor and materials, impact and delay claims, as well as doing litigation, arbitration and mediation in public and private projects.

  • Business Writing Skills

    Contains 4 Component(s), 0.1 credits offered

    You may have taken English or creative writing in college, but do the skills learned in those classes transfer to business writing? Business writing offers its unique challenges, and the good business writer understands the attributes that make for clear, direct, effective (even powerful) communication to busy people in the business world.

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    You may have taken English or creative writing in college, but do the skills learned in those classes transfer to business writing?  Business writing offers its unique challenges, and the good business writer understands the attributes that make for clear, direct, effective (even powerful) communication to busy people in the business world. This presentation focuses on these attributes. The viewer who adopts even a few of the style changes it suggests will, without a doubt, improve his or her writing skills—and soon begin to reap the benefits of becoming a good business writer.  After successful completion of this learning module the student will understand the importance of using fewer and smaller words; the benefit of using fresh thinking, imagination and original, clear language; the importance of not using slang, “techspeak” or buzzwords; the 7 Cs of Good Writing; the use of chunking to organize thoughts; the importance of using the active voice and the Fog Index.

    Speaker Bio:

    After a 30-year career in marketing and advertising in the financial services industry, Patti Lodato “retired” to become Executive-in-Residence in the Schroeder Family School of Business Administration at the University of Evansville in Evansville, Indiana. In this position she helps students learn how to write for business; plus, she serves as an adjunct instructor at the university. In addition, Patti has conducted workshops for NACM CFDD members in Evansville and Jasper, Indiana.  Through her consulting firm—Writing Matters, Etc.—she conducts business writing workshops and 1:1 coaching sessions for businesspeople who wish to improve their writing skills. Patti has a bachelor’s degree from the University of Evansville and a master’s degree from Indiana University. 

  • Battle of the Forms

    Contains 4 Component(s), 0.1 credits offered

    How do you win the “Battle of the Forms” in a Uniform Commercial Code sale of goods? This presentation will answer these questions to help you navigate the “Battle of the Forms”.

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    You have learned the importance of having good contract and credit terms with every customer.  In today’s world, electronic and facsimile mail is sent back and forth between you and your customer, discussing a sale of goods.  What if nothing is ever signed?   When do you have an enforceable contract?   Will the terms in your quote or the terms in the customer’s purchase order control, when they are in conflict?  How do you win the “Battle of the Forms” in a Uniform Commercial Code sale of goods?  This presentation will answer these questions to help you navigate the “Battle of the Forms”.   After successful completion of this learning module, the student will understand the different contract forms, the Mirror Image Rule, Acceptance, Confirmation, the Forum Selection Clause, Notice and Opportunity to Cure, Exclusion of Express and Implied Warranties and Limitation of Liability.

    Speaker Bio:

    James Fullerton is a graduate of the University of Colorado and the University of Virginia School of Law.  He is an attorney licensed in Virginia, Maryland, and the District of Columbia and is the President of the law firm of Fullerton & Knowles, P.C.  The firm represents owners, design professionals, suppliers, subcontractors, general contractors and other members of the real estate and construction industries, filing mechanic’s liens, surety bond and other construction claims across all of the states in the Mid Atlantic region.  He also represents creditors in bankruptcy issues nationwide, particularly defense of bankruptcy preference claims; advises on all real estate and construction law issues, including contract formation and disputes, defects in labor and materials, impact and delay claims, as well as doing litigation, arbitration and mediation in public and private projects. 

  • Payment Bonds

    Contains 4 Component(s), 0.1 credits offered

    How can your company quote a project without knowing whether you are a secured creditor or unsecured? The most important question never asked is whether a project is bonded. When can you be confident that a project is bonded?

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    How can your company quote a project without knowing whether you are a secured creditor or unsecured? , The most important question never asked is whether a project is bonded. , When can you be confident that a project is bonded? , How do you obtain a copy of the bond? , What information do you need to collect to determine whether your company is secured? , Who is protected under a bond and how do you preserve rights? , Can you ever recover your costs of collection under a bond? , Can you accidentally waive your rights in your contract or in progress payment waivers? , How do you motivate a surety company to promptly pay claims? , This payment bond session will answer these questions and provide an overview of the federal Miller Act, the state Little Miller Acts and Private Bonds. , After successful completion of this module the student will understand how to determine if a payment is bonded, protections under a bond, waiving rights in a contract or in a progress payment waiver, the federal Miller Act, the state Little Miller Acts and Private bonds.

    Speaker Bio:

    James Fullerton. Jim is a graduate of the University of Colorado and the University of Virginia School of Law. , He is an attorney licensed in Virginia, Maryland, and the District of Columbia and is the President of the law firm of Fullerton &, Knowles, P.C. , The firm represents owners, design professionals, suppliers, subcontractors, general contractors and other members of the real estate and construction industries, filing mechanic

  • Dispute Resolution

    Contains 4 Component(s), 0.1 credits offered

    What are the procedures and advantages of Litigation, Mediation and Arbitration? When are Arbitration clauses enforceable? When is Mediation a worthwhile use of time and money? What is Alternative Dispute Resolution or ADR?

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    What are the procedures and advantages of Litigation, Mediation and Arbitration?  When are Arbitration clauses enforceable?  When is Mediation a worthwhile use of time and money?   What is Alternative Dispute Resolution or ADR?  

    Learn about Dispute Resolution Procedures in contracts and in the law.  Use the correct procedures to preserve rights to payment, speed up claims and lower the costs of claims.  

    Learn how to navigate Administrative Claims procedures in Federal and State Public Procurement contracts.   You must understand Conduit Clauses, Change Orders and Claims Procedures to protect yourself from back charge or deductive claims and also to receive additional compensation for delay, design defects or changes on a project.  

    Speaker Bio:

    James Fullerton is a graduate of the University of Colorado and the University of Virginia School of Law.  He is an attorney licensed in Virginia, Maryland, and the District of Columbia and is the President of the law firm of Fullerton & Knowles, P.C.  The firm represents owners, design professionals, suppliers, subcontractors, general contractors and other members of the real estate and construction industries, filing mechanic’s liens, surety bond and other construction claims across all of the states in the Mid Atlantic region.  He also represents creditors in bankruptcy issues nationwide, particularly defense of bankruptcy preference claims; advises on all real estate and construction law issues, including contract formation and disputes, defects in labor and materials, impact and delay claims, as well as doing litigation, arbitration and mediation in public and private projects.

  • Liens and Bonds: The Critical Nature of the Preliminary Notice

    Contains 4 Component(s), 0.1 credits offered

    This module will address the when, why and how the preliminary notice relates to retaining lien rights, while leveraging receivables down the ladder of supply.

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    Construction-orientated credit professionals know the value of the lien and bond process and the basics: A perfected lien starts with a statutorily correct notice. In this session the preliminary notice will be stripped down to its basic components. , , This module will address the when, why and how the preliminary notice relates to retaining lien rights, while leveraging receivables down the ladder of supply. , From state nuance, thru timeframes and required elements, this must view module will get you started down the right path.


  • Financial Statement Analysis 1

    Contains 19 Component(s), 1 credit offered

    This is an introductory course in financial (accounting) statements and their analysis. It reviews the basic financial statements, quality issues in using these statements, and the analysis of these statements for the purposes of making credit decisions. The course textbook, "Understanding Financial Statements" will be included in your purchase and mailed to you.

    This is an introductory course in financial (accounting) statements and their analysis.  It reviews the basic financial statements, quality issues in using these statements, and the analysis of these statements for the purposes of making credit decisions.

    This is an on-line self-paced course.  You will study the text and view the lectures, which are composed of power point slides and an audio track.  The lectures explain and expand on the material in the text and explain its relevance to trade credit-granting decisions.  Lectures are by Dr. Frederick C. Scherr, Professor of Finance (Emeritus), West Virginia University. Longer description of course here.

    The purchase of this course includes a copy of the required text, Lyn M. Fraser and Aileen Ormiston, Understanding Financial Statements, Custom Edition, Pearson Learning Solutions.  The text will be mailed to you within 5 business days of the date of enrollment.

    Chapter 1 - Financial Statement Overview

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    This module presents an overview of the financial statements of commercial firms. Students first read chapter 1 of Understanding Financial Statements, NACM’s custom edition, by Lyn M. Fraser and Aileen Ormiston, then view the on-line presentation. Topics covered include: why and when financial analysis is necessary in marking credit decisions; the nature of the trade creditor’s claim relative to that of other financial stakeholders; types of financial statements; liability issues and their effect on financial reporting; and limitations in using accounting data. There is no problem assignment for this module.

    Speaker Bio:

    Dr. Frederick C. Scherr is a Professor Emeritus of Finance at the College of Business and Economics at West Virginia University, where he taught for 30 years and won both the College’s Outstanding Teacher and Outstanding Researcher awards.  He is the author of more than 30 research articles, four textbooks, and many articles in professional publications such as The Credit and Financial Management Review, The Credit Manager, and Business Credit.  He has done extensive work in adult education for the National Association of Credit Management, including teaching at the Graduate School of Credit and Financial Management, and for private corporations.

    Chapter 2 - The Balance Sheet

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    This module covers the balance sheet, one of the basic financial statements. Students first read chapter 2 of Understanding Financial Statements, NACM’s custom edition, by Lyn M. Fraser and Aileen Ormiston, then view the on-line presentation. Topics covered include: the effect of the legal form of the debtor on the balance sheet, taxes, and liability for debts; entries on the balance sheet and what each represents; structure of the balance sheet; how dollar values for balance sheet entries are computed; and an introduction to the working capital cycle. The module concludes with a problem assignment with problems on deferred taxes, inventory accounting, and balance sheet structure.

    Speaker Bio:

    Dr. Frederick C. Scherr is a Professor Emeritus of Finance at the College of Business and Economics at West Virginia University, where he taught for 30 years and won both the College’s Outstanding Teacher and Outstanding Researcher awards.  He is the author of more than 30 research articles, four textbooks, and many articles in professional publications such as The Credit and Financial Management Review, The Credit Manager, and Business Credit.  He has done extensive work in adult education for the National Association of Credit Management, including teaching at the Graduate School of Credit and Financial Management, and for private corporations.

    Chapter 3 - Income & Statement of Stockholders’ Equity

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    This module covers the income statement and the statement of shareholders’ equity. Students first read chapter 3 of Understanding Financial Statements, NACM’s custom edition, by Lyn M. Fraser and Aileen Ormiston, then view the on-line presentation. Topics covered include: entries on the income statement; relevance of the income statement for creditors; subtotals on the income statement; why the entries on income statement are ordered in the way they are; and reconciling income statement figures to changes in equity. The module concludes with a problem assignment on the structure of the income statement.

    Speaker Bio:

    Dr. Frederick C. Scherr is a Professor Emeritus of Finance at the College of Business and Economics at West Virginia University, where he taught for 30 years and won both the College’s Outstanding Teacher and Outstanding Researcher awards.  He is the author of more than 30 research articles, four textbooks, and many articles in professional publications such as The Credit and Financial Management Review, The Credit Manager, and Business Credit.  He has done extensive work in adult education for the National Association of Credit Management, including teaching at the Graduate School of Credit and Financial Management, and for private corporations.

    Chapter 4- Statement of Cash Flows

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    This module covers the statement of cash flows, which is derived from the firm’s balance sheets and income statement. Students first read chapter 4 of Understanding Financial Statements, NACM’s custom edition, by Lyn M. Fraser and Aileen Ormiston, then view the on-line presentation. Topics covered include: the types of cash flows within the cash flow statement; how to generate a cash flow statement if the debtor does not provide one; and why the cash flow statement is particularly relevant for creditors. The module concludes with a problem assignment on generating the cash flow statement from the debtor’s balance sheets and income statement, and a case analysis of cash flows.

    Speaker Bio:

    Dr. Frederick C. Scherr is a Professor Emeritus of Finance at the College of Business and Economics at West Virginia University, where he taught for 30 years and won both the College’s Outstanding Teacher and Outstanding Researcher awards.  He is the author of more than 30 research articles, four textbooks, and many articles in professional publications such as The Credit and Financial Management Review, The Credit Manager, and Business Credit.  He has done extensive work in adult education for the National Association of Credit Management, including teaching at the Graduate School of Credit and Financial Management, and for private corporations.

    Chapter 5 - The Analysis of Financial Statements

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    This module covers the use of financial statements in making credit-granting decisions. Students first read chapter 5 of Understanding Financial Statements, NACM’s custom edition, by Lyn M. Fraser and Aileen Ormiston, then view the on-line presentation. Topics covered include: types of financial ratios and what each measures; how firms make capital structure and liquidity decisions; trend analysis and graphing of ratios; comparison of ratios to industry averages; and types of ratios that are most relevant to trade creditors. The module concludes with a case study which requires the computation and interpretation of a debtor’s ratios and cash flows.

    Speaker Bio:

    Dr. Frederick C. Scherr is a Professor Emeritus of Finance at the College of Business and Economics at West Virginia University, where he taught for 30 years and won both the College’s Outstanding Teacher and Outstanding Researcher awards.  He is the author of more than 30 research articles, four textbooks, and many articles in professional publications such as The Credit and Financial Management Review, The Credit Manager, and Business Credit.  He has done extensive work in adult education for the National Association of Credit Management, including teaching at the Graduate School of Credit and Financial Management, and for private corporations.

    Appendix 3A: A Guide to Earnings Quality

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    This module covers financial statement quality, which concerns the degree to which accounting statements capture debtor’s actual financial situation. Students first read Appendix 3A of Understanding Financial Statements, NACM’s custom edition, by Lyn M. Fraser and Aileen Ormiston, then view the on-line presentation. Topics covered include: the quality of earnings; reserve for bad debt and the actual value of accounts receivable; inventory writedowns; restating the balance sheet; unintentional and intentional errors in financial statements; and the basics of fraud by false financial statement. There is no problem assignment for this module.

    Speaker Bio:

    Dr. Frederick C. Scherr is a Professor Emeritus of Finance at the College of Business and Economics at West Virginia University, where he taught for 30 years and won both the College’s Outstanding Teacher and Outstanding Researcher awards.  He is the author of more than 30 research articles, four textbooks, and many articles in professional publications such as The Credit and Financial Management Review, The Credit Manager, and Business Credit.  He has done extensive work in adult education for the National Association of Credit Management, including teaching at the Graduate School of Credit and Financial Management, and for private corporations.

  • A. Credit in the Business World

    Contains 4 Component(s), 0.1 credits offered

    This module provides an introduction to the topic of credit. It explores the history of credit, the primary reasons credit is offered and presents an overview of the credit process.

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    Credit is a privilege granted by a creditor to a customer to defer the payment of a debt, to incur debt and defer its payment, or to purchase goods or services and defer payment. This module provides an introduction to the topic of credit. It explores the history of credit, the primary reasons credit is offered and presents an overview of the credit process. Additionally, the types of credit are defined and discussed. Lastly, the chapter provides an overview of the Federal Reserve System (Fed) and how it controls the U.S. economy.

    After viewing this module, students should understand:

    • The historical development of credit.
    • The primary reasons to offer credit.
    • The important elements of credit.
    • The credit process and where credit fits into a business cycle.
    • The different types of credit.
    • The Federal Reserve System and its impact on the economy.

    Speaker Bio:
    Toni Drake brings over 30 years of oil and gas credit experience to the table. Toni holds a CCE, NACM

  • B. Credit in the Company

    Contains 4 Component(s), 0.1 credits offered

    This module discusses the role and structure of the credit department in a business setting from strategic and organizational points of view.

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    Business is concerned with the sale of goods or services for a profit. This module discusses the role and structure of the credit department in a business setting from strategic and organizational points of view. It also covers the credit department’s goals and the relationships between the various departments. The daily activities of the credit department including collections are described.

    After viewing this module, students should understand:

    • Why credit is a function of business.
    • The strategic role of credit.
    • Where credit typically fits within the business organization.
    • The role of credit in financial management.
    • The role of credit in the operating cycle.
    • The goals and core activities of a credit department.

     

    Speaker Bio:
    Toni Drake brings over 30 years of oil and gas credit experience to the table. Toni holds a CCE, NACM’s most prestigious designation. After earning her CCE, she went on to attend and excel at NACM’s Graduate School of Credit and Financial Management to further her education in the field of credit. Toni continues to support the credit profession as a speaker and instructor at events like NACM’s annual Credit Congress.