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CREDIT AND SALES: WORKING TOGETHER FOR PROFIT (BEST PRACTICES AND LEGAL CONSIDERATIONS)


Presented by: Scott Blakeley, Esq

Free Webinar

September 14, 2017
11:00 AM to 12:00 PM PST


WEBINAR

***


Price: Free Webinar


 

Description

The relationship between the credit and sales teams continues to evolve ever closer, especially as the role of the credit team moves to a more customer relationship builder than gate keeper. Management may view the teams working in harmony, seeking to achieve the objectives of meeting sale goals while minimizing credit risk. However, credit and sales too often are antagonists, accusing the other of impeding their objectives. How to bridge the gap? In this webcast David Feigenbaum, CCE, Corporate Credit Director of Kichler Lighting, and Scott Blakeley, esq., will discuss:

  • Understanding the relationship: know the respective functions and goals of credit and sales;
  • Streamlining the relationship: suggestions to eliminate discord between credit and sales;
  • Strengthening the relationship: information and role-sharing to bridge the gap between credit and sales;
  • Capitalizing on the relationship: steps the teams can take to maximize sales, while limiting credit risk;
  • Credit as a Product: examples of how credit and sales can work together to turn credit policies in to a tangible competitive advantage.  

We will also consider:

  • Revisiting the credit and collections policy and the role of credit and sales under the policy; 
  • Compensation and incentives for credit and sales teams' members: claw back commission when a customer fails to pay;
  • The Sarbanes-Oxley Act and the sales team's pledge of no ancillary agreements with customers; and
  • Complying with the antitrust laws
    • Sharing industry group information
    • New account set up and gathering customer information
    • Customer credit terms pushback

Working with the delinquent account



Presenter Bio:

Scott Blakeley is a founder of Blakeley LLP, where he advises companies around the United States and Canada regarding creditors’ rights, commercial law, e-commerce and bankruptcy law. He was selected as one of the 50 most influential people in commercial credit by Credit Today. He is contributing editor for NACM’s Credit Manual of Commercial Law, contributing editor for American Bankruptcy Institute’s Manual of Reclamation Laws, and author of A History of Bankruptcy Preference Law, published by ABI. Credit Research Foundation has published his manuals entitled The Credit Professional’s Guide to Bankruptcy, Serving On A Creditors’ Committee and Commencing An Involuntary Bankruptcy Petition. Scott has published dozens of articles and manuals in the area of creditors’ rights, commercial law, e-commerce and bankruptcy in such publications as Business Credit, Managing Credit, Receivables & Collections, Norton’s Bankruptcy Review and the Practicing Law Institute, and speaks frequently to credit industry groups regarding these topics throughout the country. He is a member on the board of editors for the California Bankruptcy Journal, and is co-chair of the sub-committee of unsecured creditors’ Committee of the ABI. Scott holds an B.S. from Pepperdine University, an M.B.A. from Loyola University and a law degree from Southwestern University. He served as law clerk to Bankruptcy Judge John J. Wilson. He is admitted to the Bar of California.



For More Information Contact:
Lisa Wong (951) 6720581-0 lwong@emailcma.org
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