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Feb 01 2014
Published by NACM Business Credit Services and ICEL 
E-News February 2014

In This Issue
- Stronger & Better
- Selling to Native American Tribes
- Vision Board Success
- 5 Steps for Dealing with Mistakes at Work
- Changing Lanes
- ICEL Recap: Speaking in Public
- Credit Confessions - Unfriendly FOB 
- ICEL Spotlight: ReBecca Poulsen, CCE, Henriksen/Butler Design

Looking Ahead

Feb 5 - Credit Boot Camp More info

Feb 13 - ICEL - The Collection Connection, a panel discussion More info

Mar 10 - Professional Designation Exams

Apr 25 - Save the date - NACM Spring Banquet & Stockholders Meeting

May 26 - Professional Designation Paperwork Deadline for July 28 exam.

Jun 8-11 Credit Congress in Orlando, FL
  More info 

Jul 28 -Professional Designation Exams

Why should I submit potential members to NACM?"

Help gain information on your customers. As a member, their information could help build the database on your customers. It's not just a one-way street. more Info



Stronger & Better

by Allen Vickers, CCE, A & K Railroad Materials, Inc.


With the Super Bowl just around the corner, we will likely be treated to an ad featuring some Clydesdale horses. Some of you may even recall last year's ad about the trainer who raised such a horse from a newborn colt until it was old enough to be sold and leave the farm. Some period of time later the trainer recognized the former colt as it passed him by in a parade. The commercial concluded with the horse doubling back to reunite and nuzzle up against his former friend. Read full article   


Selling to Native American Tribes

by April Tanner, Kimball Equipment

Does your company sell to foreign nations? Your company may be taking this risk and not even know it. If you sell to a Native American Tribe -  with or without your knowledge of the tribal ownership of the company, then your company is selling to a Sovereign Nation and the normal credit rules don't apply. The risk - yes risk - your company is exposed to is increased. . . unless you are prepared. 

United States Indians, Canadian Indians and Alaska Natives are considered Native American Tribes by United States and Canadian law. In the United States, the tribes have their own laws.  These laws apply to their land, property, members and legal justice system. 
Read full article   


Vision Board Success

by Jo Anne Mills, CCE, Deseret Book/LDS Living

At a recent ICEL luncheon Ann Washburn of Three Key Elements spoke. At the end of her presentation she had some CDs available, one of which was "Vision Board Success."

I have had a vision board for years and I have had some success with it but not the life altering success I've heard about. Perhaps that is why this particular CD caught my attention. As I began listening to the CD, I realized that this one was different. Not only were there ideas for creating a vision board, but there was also some explanation as to why it worked. Read full article 


5 Steps for Dealing with Mistakes at Work

by Melissa Mickelsen, CCE, Geneva Rock Products, Inc.

We've all made mistakes at work, some more serious than others. Because the actions we take when mistakes are made speak loudly about our character and integrity, it is important to handle mistakes professionally and honestly. The way we deal with failure can often set us apart from others and lead to greater respect in the workplace. The following steps may be helpful in dealing with mistakes at work. 

1.  Own the mistake. Go to your boss and explain the situation - don't try to hide it. It is always better to be proactive in taking responsibility. Then accept the consequences of your mistake.

2.  Apologize. Be sincere and avoid blaming others or making excuses.  Read full article   


Changing Lanes

by Paul Stott, Sunroc Building Materials

I spent most of my banking career in the area of consumer lending. Most of my clients were small business owners. Over several decades, I saw how the banking industry had a love-hate relationship with these people. When the economy was good, they loved them. When things got tough, the banks would withdraw their support and, in many cases, ask them to go elsewhere even if there wasn't a legitimate reason. As my clients, I developed a relationship with the building industry people and understood their challenges, such as dealing with the seasons of Utah and the surrounding states. This was a difficult reality for not only them, but for the lending institutions. They like a steady, reliable source of income. Who doesn't? Read full article 

ICEL Recap:

Speaking in Public

by Ryan Palmer, CBF, ProBuild

On January 9 we had the wonderful opportunity of hearing from Kurt Weiland. At first he was going to teach us how to play the harmonica, but nobody brought their harmonica so we were out of luck. Instead he taught us how to be great communicators.

The first questions asked was who were the great communicators of the 20th century? The list we came up with was as follows:
     Ronald Reagan
     Winston Churchill
     Nelson Mandela
     John F Kennedy
     Martin Luther King Jr.

Now who were the great leaders of the 20th century? Read full article 

Credit Confessions

Unfriendly FOB (Friend of Boss)

It was two weeks before Christmas and my customer - Mr. X - owed a substantial amount money for some materials he had picked up a couple of months prior. The account was past due and we were coming up on our lien right deadline, and it was also coming up on year end. So I called Mr. X and told him that I needed payment or would be forced to start filing liens on his projects. He was furious saying he had been a long time customer and had always paid his bills, etc. (He neglected to mention that his account was always 60+ days past due) When I wouldn't budge, he called my manager (who was a longtime friend) and asked if my manager could do something about that "crazy woman" in credit. Read full article 

ICEL Spotlight:

ReBecca Poulsen, CCE, Henriksen/Butler Design

by D'Ann Johnson, CCE, Roofers Supply

When ReBecca graduated from college, she was working in the shipping/receiving department of a small business in Logan, Utah. She asked if she could be transferred to their Salt Lake City sales office to be office manager until she found a "better" job. She ended up working for that company for 17 years as office manager and doing collections and cash management for the Salt Lake office. She was the operations manager when the company finally closed their doors. She then worked a short stint in A/R for IHC Health Plans before she obtained employment with her current employer, Henriksen Butler Design Group. ReBecca has worked for HBDG for 14 years. She was originally hired to clean up their aging (which was a mess) and find out why their bank statements didn't balance. Eventually she was moved into the collections position full time. She now does all of the accounts receivable for four company divisions operating in six states. Read full article 


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