Factoring Conference Factoring Conference
SPEAKERS & SCHEDULE

  Wednesday, April 13th Thursday, April 14th Friday, April 15th Saturday, April 16th
8:30- 9:00 Factoring Essentials Golf IFA Update Conference Update
IFA Legal Counsel Update
 
9:00- 10:30 How to Think Like a Futurist - Sheryl Connelly Economy - Dr. Barry Asmus Grand Canyon Tour Idea Exchange
11:00- 12:30 Endeavour to Succeed - Captain Mark Kelly Bob Zadek, Esq. Canadian Legal Update Update on Factoring in the World
2:00- 3:30 Old Town Scottsdale Food Tour Notices of Assignment Psychology of Fraud Factoring 101 Roundtable for Women Reverse Factoring and Supply Chain Financing with Latin America MCA's - Friend or Foe? Current
Topics in Transportation Factoring
Roundtable for Attorneys Roundtable for Operational Issues Working with Chinese Factors
4:00- 5:30 New Member Reception   Credit & Underwriting Sales 101 Roundtable for Senior Executives Roundtable for Young Professionals Differences between US and European Factors Legal Panel Face Reading Roundtable for Small Factors Doing Business in Western Canada
New Technologies to Finance Foreign Receivables
5:30 - ? Bibby Welcome Reception Reception Closing Event
9:00 - 11:00   Tax Guard Dessert Reception
Wednesday, April 13th
     
8:30-3:30 Factoring Essentials
8:30-12:30 Golf
10am-2:00 Old Town Scottsdale Food Tour
4pm-5:30 New Member Reception
5:30- 7:30 Bibby Welcome Reception
 
Thursday, April 14th
 
8:30-9:00 IFA Update
9:00-10:30 Sheryl Connelly
11:00-12:30 Mark Kelly
2:00-3:30 Notice of Assignment
2:00-3:30 Factoring 101
2:00-3:30 Roundtable for Woman
2:00-3:30 Psychology of Fraud
2:00-3:30 Reverse Factoring and Supply Chain Financing with Latin America
4:00-5:30 Credit / Underwriting
4:00-5:30 Sales 101
4:00-5:30 Roundtable for Senior Executives
4:00-5:30 Roundtable for Young Professionals
4:00-5:30 Differences between US and European Factors
5:30-7:30 Reception
 
Friday, April 15th
 
8:30-9:00 Conference Update
9:00-10:30 Barry Asmus
11:00-12:30 Bob Zadek, Esq.
11:00-12:30 Canada Legal Update
11:00-12:30 Update on Factoring Around the World
2:00-3:30 MCA's Friend or Foe-Are they here to stay?
2:00-3:30 Transportation Session
2:00-3:30 Roundtable for Attorneys
2:00-3:30 Roundtable for Operations
2:00-3:30 Working with Chinese Factors
4:00-5:30 Legal Panel
4:00-5:30 Face Reading-Mac Fulfer
4:00-5:30 Roundtable for Small Factors
4:00-5:30 Doing Business in Western Canada
4:00-5:30 New Technologies to Finance Foreign Receivables
 
Saturday, April 16th
 
6:30-8:00 Grand Canyon
9:00-12:30 Idea Exchange
Note: Schedule Subject to Change

Sheryl Connelly
Ford Motor Company
Global Consumer Trends and Futuring
  • How to Think Like a Futurist

As the Manager of Global Consumer Trends and Futuring for Ford Motor Company, Sheryl often jokes that she doesn't use a crystal ball, or know the winning lottery numbers, but she does know how to interpret what's going to happen next in a fast-moving world, and how to take advantage of it. With an eye on the big picture, she looks at the "STEEP" factors - social, technological, economic, environmental and political trends - to help shape long term strategy. In a constantly changing marketplace, Connelly will help your organization understand the distinctive characteristics of different generations of consumers, learn how to overcome information addiction, and recognize trends that will become reality for the next two to 20 years.

Sheryl Connelly has been serving as the in-house Futurist for Ford Motor Company for almost a decade. In this role, she tracks global consumer trends to aide in the discussion of long-term planning and strategy across the entire company, including design, product development and corporate strategy. Prior to joining the trends team, Connelly spent eight years of her 18-year career with Ford in a variety of field positions in Marketing, Sales and Service roles. Before working for Ford, she practiced law.

In addition to a Juris Doctorate, she holds a bachelor’s degree in finance and a master’s in business administration. She teaches design research at the Center for Creative Studies in Detroit, Michigan. Connelly has been a guest lecturer at Massachusetts Institute for Technology, University of Michigan and Wharton School of Business and a featured speaker at TED Global. Her strategic viewpoints have been published in the Wall Street Journal, Reuters, Financial Times and BBC, and she has been profiled in Automotive News, Forbes and Edmunds. Fast Company magazine named her the 24th Most Creative Person in Business in 2013.

Captain Mark Kelly
Commander of Space Shuttle Endeavour’s Final Mission
NASA Astronaut

  • Endeavour to Succeed

On January 8, 2011, Captain Mark Kelly would face the toughest challenge of his life when an assassination attempt was made on his wife, former Congresswoman Gabrielle Giffords. His dedication to family and Giffords's road to recovery would captivate the nation. For Mark Kelly, focus equals success-even in the face of adversity. Personifying the best of the American spirit, Kelly is a homegrown hero who was a combat pilot in Iraq, an astronaut on four space shuttle missions, and commander of the final flight of Space Shuttle Endeavour. He has combined teamwork, leadership, communication, and family in an unwavering commitment to succeed. Kelly shows audiences how to accomplish their mission while maintaining the love and devotion to family that is the foundation of true success.

Mark Kelly is an American astronaut, retired US Navy Captain, best selling-author, prostate cancer survivor, and an experienced naval aviator who flew combat missions during the Gulf War. The winner of many awards, including the Legion of Merit, two Defense Superior Service Medals and two Distinguished Flying Crosses, Kelly was selected as an astronaut in 1996. He flew his first of four missions in 2001 aboard Space Shuttle Endeavour, the same space shuttle that he commanded on its final flight in May 2011. He has also commanded Space Shuttle Discovery and is one of only two individuals who have visited the International Space Station on four different occasions.

Already a celebrated American, Kelly became the center of international attention after the January 2011 assassination attempt on his wife, former US Congresswoman Gabrielle Giffords. In their best-selling memoir, Gabby, the couple shares their story of hope and resilience with the world. The inspirational memoir has topped multiple best-seller lists, including the New York Times, the Wall Street Journal, USA Today, and Amazon. Kelly and Giffords have captivated the nation with their story, appearing in an exclusive Diane Sawyer interview, and on Nightline and The Daily Show, among others, and have appeared on the covers of People and USA Today. Named on of the Esquire’s 2011 "Americans of the Year,” Kelly was also featured on the cover of and profiled in the magazine. Kelly has also written two children's books about the space explorations of a little mouse chosen for space missions, Mousetronaut: A Partially True Story, and Mousetronaut Goes to Mars. In 2013, on the second anniversary of the Tucson shooting, Kelly and Giffords launched a political action committee aimed at curbing gun violence.

Kelly’s identical twin brother, Scott, is also an astronaut who served as commander of both the Space Shuttle and the International Space Station. They share the distinction of being the only siblings who have traveled in space.

 

Jared Ullman, Esq.

Attorney
Ullman & Ullman, P.A.

Mike Ullman, Esq.
Attorney
Ullman & Ullman, P.A.
  • Notices of Assignment: Account debtor defenses you have no idea exist and how to beat them – every time.

Handling account debtor collection cases on a routine basis means that you hear a lot of different arguments from account debtors to justify non-payment purportedly due to notices of assignments defects, whether due to the form, content or transmission. This session will identify those excuses we have learned of and all of the legal arguments at your arsenal to destroy them.

  • Jared has experience in bankruptcy, restructuring and other commercial transactions as well as commercial litigation. Jared also has experience managing securitized institutional loans with value in excess of $50 million. His substantial experience in finance and business law makes him a highly valued member of the Ullman & Ullman team.
  • Mike received his Bachelor of Arts degree from the University of Florida in 1975 and graduated Nova Law School Magna Cum Laude in 1979. He also served as a member of and published for the Nova Law School Law Review. Mike is a member of the Florida Bar, is admitted to practice in the United States Bankruptcy Courts for the Southern, Middle and Northern Districts of Florida, Southern and Middle and Northern Districts of the Federal Courts in Florida and in the Eleventh and Fifth Circuit Federal Courts of Appeals as well as having been given pro hac vice status to serve his clientele throughout the country in numerous other states, including matters involving complex arbitration proceedings. Mike started his law firm, Ullman & Ullman, P.A., in 1980. Ullman & Ullman, P.A. has specialized in all forms of commercial transactions and litigation. Mike currently serves as co-counsel to and has been a frequent lecturer for the International Finance Association for over a decade.
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Amy Balciunas, CAEF
Executive Vice President
Sky Business Credit, LLC

  • Factoring 101

Amy has been involved in the factoring industry for over 10 years beginning as an account executive. Amy eventually moved into underwriting and structuring transactions, and then transitioned to overseeing the credit department and portfolio management. Amy is detail oriented, diligent and excels at managing risk. She believes that flexibility is important for both servicing the client and maximizing returns for the factoring company. Amy was one of the first to achieve the IFA’s Certified Factoring Account Executive designation and is involved with the National Association of Credit Management. She has a Bachelor’s of Science in Finance from the University of Illinois Urbana-Champaign.

Toby Groves
President
Groves Research and Consulting

  • The Psychology of Fraud

Despite significant attention and effort, our understanding of how human behavior affects organizational decisions involving accounting, auditing, and fraud are incomplete. Our assumptions regarding who is involved, how it starts, and why it grows are flawed, which leads to a variety of critical judgment errors. This presentation delves into a compelling story that leads the audience through the latest breakthroughs in psychological research, and uncovers individual and group behaviors that reveal how our minds actually work in relation to these experiences. Interactive demonstrations dramatically exhibit to attendees how radically different our intuitions are in relation to the reality of these events, and how they can immediately use this new knowledge in their work.

Topics include:

  • How auditors can unwittingly assist in the production of misleading information
  • The effect of social influence on accounting decisions and financial statements
  • What causes us to overlook the most ominous and obvious red flags
  • Why psychopaths are not our greatest concern, and who is…
  • Why well-meaning people cooperate in fraud schemes
  • The latest research revealing how most fraud really starts, and why it gets out of control
  • The paradox of experience-how it sometimes diminishes professional judgment
  • Why our intuition and assumptions lead us astray
  • How to improve professional Judgment, skepticism and critical thinking skills

Toby is an independent researcher, lecturer and keynote speaker impassioned with the belief that we can achieve dramatic improvements in our organizations through counterintuitive thinking techniques. He is known for using innovative approaches and extraordinary transparency in his work, which has been featured on media outlets such as NPR, in professional industry journals, and studied by leading business schools around the world. Trained in a unique combination of forensic psychology, forensic accounting and behavioral research methods, Groves challenges blindly trusted practices and suggests better approaches backed by research in cognitive neuroscience and organizational psychology.

 

Robyn Barrett

Managing Member
FSW Funding

Laurie Montplaisir, Esq.
Attorney

Robbins, Salomon & Patt, Ltd.

Gail Reints
President
Sky Business Credit
  • Roundtable for Women in Commercial Finance

Women in Commercial Finance shouldn't miss this opportunity to openly exchange ideas and experiences with other women on various topics relevant to the commercial finance industry. Three prominent industry professionals will lead the discussion which is open to women at all stages of their career.

  • Robyn earned her bachelor’s degree from Arizona State University and a CPA license. Robyn's first official role in accounting was at Restaurant, Inc. in Phoenix, a food contract management company and subsidiary of the Greyhound Corporation. Three years later, she left the company to take on larger-scale accounting pursuits at The Dial Corporation. After six years at The Dial Corporation, Barrett ventured into the world of corporate finance at FINOVA Capital Corporation, a Phoenix-based publicly traded commercial lender. During her tenure at FINOVA, Barrett held numerous positions including: senior finance manager, senior marketing analyst, senior credit underwriter and vice president of marketing. After leaving FINOVA in 2000, she went on to serve as vice president of marketing and business development at ZoomLot Corporation. In 2001, Barrett founded Scottsdale-based Factors Southwest, LLC. Barrett holds a master’s degree in business administration from Grand Canyon University and is an active member of numerous industry organizations including: American Institute of Certified Public Accountants (AICPA); Arizona Society of Certified Public Accountants (ASCPA); Turnaround Management Association (TMA); Risk Management Association (RMA); International Factoring Association (IFA); Commercial Finance Association, and the Association for Corporate Growth.
  • Laurie recently joined the Chicago law firm of Robbins, Salomon & Patt, Ltd., bringing her extensive commercial finance practice to complement RSPLaw’s existing business and financial services groups. Laurie represents many clients in the factoring industry and counsels her factoring clients on legal matters unique to the factoring industry, as well as general legal matters including contract negotiations, employment issues and risk management. Laurie has represented clients in asset-backed securitizations, mergers and acquisitions and commercial finance as well as more general corporate, transactional and litigation matters. Laurie’s diverse legal background has equipped her with a broad legal knowledge base and fueled her passion for acting as general counsel for businesses that frequently require skilled legal counsel but lack an in-house legal team. Her experience serving the factoring industry and her familiarity with a variety of businesses have given Laurie unique insights that enhance her ability to provide practical legal advice.
  • Gail is President and founder of Sky Business Credit, LLC, a factoring company committed to funding small businesses with funding needs under $750,000. With her entrepreneurial outlook, Gail wanted to be able to fill the cash flow gap for small businesses that have good business models, but are unable to get traditional funding. Gail is able to look at each client’s circumstances and then tailor a funding solution that will be specific to meet their needs. With over 20 years experience in the factoring industry with a background in Sales, Operations and Credit, Gail’s expertise lies in structuring factoring lines that maximum availability for the clients to assist their growth while minimizing risk for the company. Gail has a bachelor’s degree in Business Administration from DePaul University. She has also served on the International Factoring Association’s Board and as a Subject Matter Expert for their Account Executive Certification program.
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Keith Kirkland
Senior Vice President
Curve Commercial

Bruce Sim
Senior Vice President
Trade Finance Solutions, Inc.

Moderator
L. Gabriel Segura

President
CV Credit, Inc.
  • Reverse Factoring and Supply Chain Financing with Latin America

  • Keith is a 25-year veteran of the financial services industry with expertise in sales, sales management, client relationships, marketing and credit. Keith is Senior Vice President and National Sales Manager for Curve Commercial Services, and is responsible for the business development and marketing efforts of its product supply solutions throughout the United States. Additional experience includes senior roles in asset-based lending, receivables financing and factoring with Heller Financial, SunTrust Bank and Presidential Financial. Keith graduated with a Finance degree from the Brock School of Business at Samford University and is active in the Association for Corporate Growth, the Commercial Finance Association, and the Turnaround Management Association.
  • Bruce is Senior Vice President, Global Head of New Business and leads the business development and marketing efforts for Trade Finance Solutions. He is a financial services executive with decades of experience working with companies across the globe to structure leveraged buyouts, mergers and acquisitions, private placements, asset based lending, factoring and supply chain financing transactions. Before joining Trade Finance Solutions, Bruce was Senior Managing Director at GlassRatner Advisory & Capital Group, an international financial services consulting firm. He has extensive international trade finance experience as the former Head of Capital Markets and Wealth Management at RBC Caribbean Limited (a subsidiary of Royal Bank of Canada) based in Port of Spain, Trinidad & Tobago. He also held executive leadership positions at Wells Fargo Global Banking in Miami and Wells Fargo Business Credit in Atlanta; FINOVA Capital Corporation’s Corporate Finance Group in Los Angeles; Heller Financial’s Asia Pacific Group in Singapore; and TD Bank in New York and Toronto.Bruce is a member of the Association for Corporate Growth and Turnaround Management Association. He earned an MBA from York University in Toronto and undergraduate degree in business from the University of Toronto.
  • John is a Sales VP at One Source Risk Management and has worked in the industry for 23 years with the world's largest carrier and now the fastest growing brokerage. John is one of the top performing Credit Insurance producers at both the carrier level and today as a broker. John has a wide variety of clients from many industries including several factoring companies and is on the board of the Orlando Commercial Finance Corp. For background, One Source Risk Management and Funding, Inc. is the premier specialist broker for Credit Insurance and Risk Mitigation products in the United States. One Source works with all of the carriers on your behalf, in order to design the most cost effective and comprehensive program possible. By using One Source to do the work of leveraging the entire market, you are guaranteed the best possible solution available all at no additional cost to you!
  • Gabriel is the President and Founder of CV Credit Inc., a Miami-based factoring company, which focuses in USA-domestic and international markets. CV Credit is the affiliate financial company in the United States for Colombia-based Credivalores, its 50-year-old holding company with participation in sectors in sugar mills, brokerage firms, gas stations, electric power plants and financial services. Mr. Segura brings over 19 years experience in international finance and banking including factoring, commercial lending, trade financing and correspondent banking. He has focused the last 10 years in international factoring services, where he offers creative financial solutions to help businesses grow. He has been a speaker at various industry events organized by entities such us: Association of Trade and Forfaiting in the Americas (ATFA), Florida International Bankers Association (FIBA) – CLACE, and the US Department of Commerce, among others. Mr. Segura holds a Bachelors Degree in Industrial Engineering from Universidad de los Andres and an MBA in Finance from Florida International University.

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Tom Harris
Director of Underwriting
LSQ Funding

Gen Merritt-Parikh
President
Allied Affiliated Funding

Jim Rothman
CEO
GMA USA LLC

Moderator
Marc Mellman

Chief Legal Officer
LSQ Funding
  • Credit & Underwriting - Best Practices

The Panel will present a review of credit and underwriting practices that will touch upon the development, implementation, and consistent application of the process; the sources and uses of multiple tools available to the organization; team training in due diligence practices; and the manner in which to ensure that the BDO/Sales Team knows and understands the rules of the credit and underwriting process. The Panel will seek input from attendees that generates an inter-active discussion of industry best practices.

  • A 20 year commercial finance and banking professional, Tom joined LSQ Funding Group in 2011. In his role as Director of Underwriting, Tom works closely with the Underwriting Team to insure speed to funding, while managing proper risk management and preserving LSQ’s investment in its vast client portfolio. Prior to joining LSQ, Tom was President of Champion Solutions, a loan consulting and mediation firm, which followed a banking career that culminated as the Commercial Branch Manager for Old Second Bank. A graduate of Northwest Missouri State University, Tom resides in the Chicago area with his wife, Kelly, and sons, Ryan and Nate. If not in the office, or in market, chances are you’ll find Coach Tom on a local baseball field or basketball court.
  • Gen is the President of Allied Affiliated Funding and has worked in the factoring and ABL industries for over 20 years. Headquartered in Dallas, Texas, Allied is a nationwide commercial finance company specializing in factoring and ABL offerings. Prior to joining Allied, Gen was an Officer with Liquid Capital Corp, the Chief Credit Officer for Comresco Capital, and an underwriter and account manager for Guaranty Business Credit. Gen has a B.A. in Business and Economics from the University of Texas at Dallas and currently serves as a Subject Matter Expert for the IFA’s CAEF certification program. Gen is a member of Vistage and also a long standing board member for the Finance Forum, co-chairing their annual golf tournament which benefits the Ft. Hood 1st Cavalry Division Association Scholarship Fund.
  • After two years with Crossroads Jim has joined GMA as it's CEO with a mandate to grow it to a major player in specialty factoring and Merchant cash advances. Previously Jim worked with Crossroads Financial, LLC, an asset based lender located in Boca Raton, Florida that specializes in Inventory Financing and purchase order financing. Jim is probably best known as a staffing industry expert for his years at Capital TempFunds, part of Capital Business Credit, LLC from 1996 to 2009. Although he joined Wells Fargo briefly after the sale of TempFunds to Wells Fargo, he moved to Crestmark as a Group President for the eastern region of Crestmark in 2009. When he started with Crestmark in 2009 the region was the smallest at the Bank. The month he left in February 2013 it was the most profitable region of the bank and the second largest in assets. It developed into a region that did recourse and non-recourse factoring as well as asset based lending. Growth came from three successful acquisitions and a joint venture partnerships under his tenure. Jim sites pride in the fact that most of the team he hired is still there today and the region continues to be very successful.
  • Marc Mellman is Chief Legal Officer of LSQ Funding Group, a specialized accounts receivable financing company. Prior to joining LSQ, Marc spent 8 years as Chief Operating Officer and General Counsel of TemPay Inc., a payroll factoring and accounts receivable finance company. Previously Marc was Managing Director of Clermont Strategic Management LLC, a management consulting firm, and COO of Natsource LLC, one of the world's leading over-the-counter energy and environmental intermediaries and advisors. Prior to joining Natsource, Marc spent 20 years engaged in the private practice of law with a primary focus on the representation of financial institutions in commercial transactions and litigation. He is admitted to practice law in the Commonwealth of Pennsylvania, the State of New Jersey, and before several of the federal courts. In addition to his law degree, Marc holds an MBA in Finance from Rutgers University. He is currently a member of the Advisory Board of the IFA.

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Crystal Han

Managing Member
Pipeline Financial Services, LLC

Ryan Jaskiewicz
President
12five Capital
  • Roundtable for Young Professionals

This valuable networking opportunity will provide a forum for young professionals under 40 years of age who are early in their careers to discuss valuable ways to learn and share from others in similar positions. Young professionals face unique challenges on the road to success and this gathering provides an ideal atmosphere to discuss and exchange experiences.

  • Crystal is the Managing Director for Pipeline Financial Services, LLC, established in 2012. Pipeline Financial Services is a small/micro factor that brokers mid-large factoring deals to the larger outfitters. Crystal’s background started in real estate investments and hard money lending which led to a manufacturer coming to her for financing without real estate collateral and she wanted to figure out a way to help fulfill the funding needs of her client, so a colleague mentioned ‘factoring’ as a way to financing a manufacturer’s accounts receivables. Crystal has just launched a local BNI Chapter in her area to continue to build relationships with local business professionals to offer alternative business financing solutions. Crystal is a graduate from the University of Southern California and a proud recent inductee into the Rich Dad Hall of Fame.
  • Ryan is the founder and President of 12five Capital. Ryan grew up in the factoring industry and learned the business from a young age through his interest in what his father did for a living. He discovered a niche in the small factoring market that was not being addressed well enough by the industry as a whole. 12five Capital has a strong conviction that small businesses should be taken just as seriously as large businesses and consider their clients as a partnership, not just a business deal. They strive to always be on the cusp of technological advances that make our industry more efficient.
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Ivan Baker

Managing Director
United Capital Funding Corporation

Pat Haney
Group President
Crestmark Bank
  • Roundtable for Senior Executives

This high level gathering provides a platform for senior executives to share best practices and discuss the challenges that often come with being top decision makers. Senior Executives will discuss several key issues and topics while expanding their networking circle.

  • Ivan formed United Capital Funding with Gerard Curley in 1997. United is factoring company serving a diverse pool of industries including manufacturing, distribution, staffing, government contracting, and many others. United’s client base is diversified throughout the United States. Ivan manages the credit, underwriting and financial functions while also participating in the sales activities. Academic accomplishments include a Bachelor of Science in Accounting from Auburn University and a Masters in Business Administration for the University of South Florida. Mr. Baker is also a licensed Certified Public Accountant in the State of Florida and serves on the advisory board for the University of South Florida School of Accountancy. Ivan has an awesome wife, Terri Baker, that serves as the marketing director of the International Factoring Association.
  • Pat has spent the last 21 years of his professional career in the factoring and asset based lending business. In 1991, he founded Healthcare Capital Management, Inc. which specialized in financing healthcare receivables. The company was selected as a preferred provider by the Louisiana Hospital Association. In 1995, Commercial Capital was formed for the purpose of financing non-healthcare receivables. In 2007, Commercial Capital became part of Crestmark Bank, a Michigan state-charted commercial bank that specializes in providing working capital solutions to small- and medium-sized businesses nationwide and Mr. Haney currently serves as the Western Division President for the bank. He has also served as a board member of the International Factoring Association and has been a speaker and panel member for a number of national associations, including the CFA and IFA.
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Blaine Waugh
Senior Vice President of Business Development
Triumph Business Capital


  • Sales 101

Anyone new to sales or those just looking to refresh their selling techniques will learn about the sales process and what it takes to be a successful salesperson. This session will lay the groundwork for mastering sales skills while covering techniques that can be used in everyday situations to increase sales effectiveness.

Blaine joined Triumph Business Capital in 2014, bringing over 20 years of factoring expertise. He started his career at Riviera Finance, serving in various roles. As Senior Vice President of Business Development, Blaine is not only responsible for leading Triumph’s sales team, but he’s also assumed a pivotal role in numerous strategic partnerships. Triumph Business Capital is an invoice factoring company providing working capital to small to medium sized businesses across the United States.

 

Kevin Day
Chief Operating Officer
HPD Software

Nick Hart
President
Sallyport Commercial Finance, LLC

Richard Hawkins
CEO
Atlantic Risk Management

Moderator
Michael Bickers

Managing Director
BCR Publishing Ltd.
  • Differences between U.S. and European Factors – What can be learned from each other’s experiences

Much can be learned from how different markets operate. For example, the US led the field in the development of factoring as a service more than 100 years ago, which has spread to most parts of the globe. More recently there have been attempts to bring US style ABL to Europe. In the last two decades, the European and particularly the UK factoring market has experienced rapid development and transformation fuelled by intense competition. This has led to a number of new and products, technologies and strategies. In this session, we examine to what extent US and European specific market aspects might lend themselves to each other.

  • Kevin has been with HPD Software for over 25 years and as Chief Operating Officer he leads a team of Invoice Finance, Asset Based Lending, IT and business professionals who are dedicated to delivering world class IT solutions for organizations both large and small - ‘helping business finance business’. Before becoming Chief Operating Officer he was the Product Director for HPD, actively involved in designing the Invoice Finance and Asset Based Lending platforms which are currently used in 50 countries around the world, by over 100 financial institutions, servicing more than 50,000 clients.
  • Nick was previously the Chief Executive Officer of Bibby Financial Services USA, California from 2008 to 2014 where he grew the business approximately fourfold. He moved to California after serving as the Managing Director, of Bibby Factors Yorkshire Limited UK from 2002 to 2008. In this role, he led the launch of and established the office in Yorkshire and took over the management for the North East of England (Sunderland). Prior to Bibby, Nick worked for Alex Lawrie Factors (part of Lloyds Bank) where he managed an approximately $65 million portfolio of 1,000 clients and a staff of 45 employees. Before joining Lloyds Bank, Nick spent five years at Deloitte & Touche in Leeds, London, Luxembourg, and Abu Dhabi. Nick received a Bachelors in Science (with Honors) in Business Studies from the Bradford University Business School.
  • With over 30 years of experience working with and for the Asset Based Lending Industry, Richard’s career history spans all aspects of Risk Management in the sector. He was at the forefront of developing Asset Based Lending techniques in the UK in the 1980s. He is recognised as one of the leading experts in his field and has lectured and moderated at several International Lending Seminars and Conferences. Richard established Atlantic RMS in 1997 with Offices in London, Chicago and Hong Kong. Atlantic RMS is the leading International provider of specialised services dedicated to the Asset Based Lending, Trade and Receivable Finance Industries. The business specialises in Pre Lending Reviews, Audits, Portfolio Management, Work Outs, Recoveries, Consulting and Training. They work for many of the leading Financial Institutions in Europe, USA and Asia including HSBC, Citi, JP Morgan Chase, BAML, Deutsche Bank, RBS, Lloyds Bank, Rabbo Bank, Santander, AIB and many more. Atlantic RMS has undertaken assignments in over 25countries across 4 continents. Richard has published various articles and is co-author of Asset Based Working Capital Finance (ISBN 0-85297-516-3) published by Financial World Publishing on behalf of the Chartered Institute of Bankers.
  • Michael is Managing Director of BCR Publishing Ltd, a specialist publishing company dedicated to the provision of market information on areas of receivables finance, particularly factoring and supply chain finance, through books, the Internet (trfnews.com) and receivables finance conferences. He is author of twelve editions of Factoring in the UK (HMSO, and also BCR); Editor of thirteen editions of World Factoring Yearbook (BCR in association with Factors Chain International); Editor and joint author of A Review of Global Trade Finance and the Effects of the Current Financial Crises on Emerging Markets (World Bank, 2008); Publisher of the World Supply Chain finance Yearbook 2010-13 (BCR in association with IFC); International Business Intelligence Reports (The Stationery Office Ltd, 1997). Michael’s views, opinions and findings have been printed in leading newspapers and journals including The Financial Times, The Sunday Times, The Times, The Daily Mail, Daily Telegraph, Director Magazine, Accountancy Age, Business Age, Chartered Banker, Investors Chronicle and Export Today.

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Steve Kurtz, Esq.

Attorney
Levinson, Arshonsky & Kurtz

Heather Villa
Managing Director
International Factoring Association
  • Conference Update
  • Update from IFA Counsel
  • Steve is one of the foremost experts in the factoring and asset based lending industries. A partner in the Law Office of Levinson, Arshonsky & Kurtz, he practices in the areas of bankruptcy, commercial law and litigation, workouts, and secured transactions.
  • Heather has been with the International Factoring Association since 2003. She is responsible for managing and directing the IFA's external communications as well as managing the business affairs of the Association. She assists with event planning, speaker selection and contract negotiations for all training seminars and conferences, including the annual Factoring Conference. Previously, Heather was with Distinctive Solutions Corporation and has worked in the aerospace and transportation industries.

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Dr. Barry Asmus
Economist
Ideas Spoken

  • Economic Forecast
  • How the Economy will affect Factors

Dr. Barry Asmus is a Senior Economist with the National Center for Policy Analysis. Dr. Asmus was named by USA Today as one of the five most requested speakers in the United States. He has testified before the House Ways and Means Committee regarding our income tax system and was a featured speaker in a privatizing Social Security conference for Western European leaders. On recent trips to Romania, Albania, China and Peru, Dr. Asmus encouraged government leaders to focus on economic freedom.

Dr. Asmus is the author of nine books including The Poverty of Nations: A Sustainable Solution, published in 2013 with co-author Wayne Grudem. As a Professor of Economics, he was twice voted University Professor of the Year and was honored with the Freedom Foundation Award at Valley Forge for Private Enterprise Education. Dr. Asmus is an advocate of free market economics and delivers his ideas in an enthusiastic and energy filled presentation.

Bob Zadek, Esq.
Attorney
Buchalter Nemer


  • Report from the Courts - How You and Your Friends Made Out In the Courts
  • Lessons to be Learned From this Year's Court Decisions
  • Learn How the Courts Treated IFA Members

Bob is one of the premier attorneys and an expert in the field of factoring.  An attorney with the San Francisco office of Buchalter Nemer, he handles loan documentation, trade finance and letters of credit, loan workouts and bankruptcy.

He is a past Chair of the Commercial Financial Services Committee of the Section on Business Law of the American Bar Association, and was a founder and Chair of its Subcommittee on Loan Documentation.


 

Jeffrey Alpert, Esq.
Attorney
Torkin Manes LLP

Martin Fingerhut, Esq.
Attorney
Fingerhut Global Advisors

Mark Redinger, Esq.
Attorney
Dickinson Wright LLP

Moderator
Glen Dalzell
Vice President Sales & Marketing
Liquid Capital Corp.
  • Canadian Legal Update

A panel of Canadian legal experts will review case rulings that have taken place in various Canadian jurisdictions over the past year and discuss their practical implications for Factors and Asset Based Lenders operating in the Canadian marketplace.

  • Jeffrey acts for banks and other lenders in commercial loan transactions secured by real estate and personal property. He has expertise in asset-based lending, including receivables purchase financing. His practice also includes corporate and business law. Jeffrey has been a director and officer of the Canadian Business Law Journal (“CBLJ”) since 1987. He has published numerous articles in the CBLJ on the topics of banking law and personal property security. His most recent case comment entitled, "Taking Security in Accounts Receivable and Their Proceeds under the Ontario PPSA: Bank of Nova Scotia v. IPS Invoice Payment System Corporations", appeared in March 2011 in the CBLJ. Jeffrey Co-Chaired a program entitled, “Practice makes Perfection: Taking Security for Lenders and Suppliers”. Jeffrey received his LLB in 1977 from the University of Toronto, Faculty of Law, where he won three awards, including prizes for the highest marks in the first year class and the highest mark in property law. He was called to the Ontario Bar in 1979 and is a member of the Canadian Bar Association.
  • Martin is the Senior Managing Counsel of Fingerhut Global Advisors. The firm provides specialized Canadian legal and business advice , and assist s Canadian, U.S., European and other non - Canadian businesses, and their legal counsel, with Canadian and cross - border issues at a time when it may be premature to retain a Canadian law firm. Martin practiced financial services and business law from 1971 to 2014 (as a partner since 1978) with the Toronto offices of Blake, Cassels & Graydon LLP and Cassels Brock and Blackwell LLP. He is currently the Chair of the American Bar Association’s Securitization and Structured Finance Committee, a member of the governing committee of the Conference on Consumer Finance Law and an executive director of the Association of Commercial Finance Attorneys. He was elected a Fello w of the American College of Commercial Finance Lawyers in 1998 and was President of the College for the 2010 - 2011 term. Martin was a member of the Expert Advisory Group to UNCITRAL with respect to the Convention on the Assignment of Receivables in International Trade. Martin has represented lenders, borrowers, factors, issuers, investment bankers, asset - backed commercial paper conduits, credit enhancers, financial guarantee insurers, liquidity providers, trustees, rating agencies and other financial sector intermediaries in domestic and cross - border lending, securitization, factoring, covered bond and other commercial and consumer finance transactions.
  • Mark is a partner with Dickinson Wright in Toronto with the Banking and M&A Groups. His practice focuses on corporate finance, mergers and acquisitions, structured finance, derivatives transactions, cross border and international transactions. He has extensive experience and a particular interest in working with early and late stage entrepreneurs in both start-up and life-cycle transactions. He has also advised funds, private equity, institutional investors and financial institutions and has completed listings in several international markets including the London Stock Exchange and the Irish Stock Exchange. Mark's approach to the law is to offer clients practical, pragmatic and innovative solutions to legal issues to achieve business objectives. Mark was previously in-house counsel and strategic advisor to a synthetic GIC platform in the United States and an internal advisor to several projects in the structured debt market including regulatory capital and distressed assets. Prior to returning to Canada, Mark practiced overseas in the offices of a major international law firm specializing in structured finance solutions for institutions and private firms. In 2008 he was seconded to New Delhi, India to assist with that firm’s development of the Indian market. Mark has maintained his interest in emerging markets by acting for parties that are actively engaged in exploring opportunities in emerging economies.
  • Glen has been in the factoring and ABL industry since 1999. He is currently VP Sales & Marketing for Liquid Capital Corp. which operates a network of 85 independently owned and operated offices across Canada and the United States. Liquid Capital offers a wide array of working capital and trade finance products including factoring, ABL, P.O. financing, leasing and Merchant Cash Advance. Prior to joining the industry, Glen garnered a wide range of experience in both corporate and entrepreneurial environments. He is a graduate of McGill University and the University of Toronto and is an IFA Advisory Board member. Glen is also a founding member of the Board of Directors and Treasurer for IFA Canada, the Canadian chapter of the IFA. Glen is actively involved with the Association for Corporate Growth (ACG) and the Turnaround Management Association (TMA) and the Commercial Finance Association (CFA). He is also Liquid Capital’s resident “wine geek”.

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Sami Altaher
Executive Director

FGI
Robert Grbic
Robert Grbic
Senior Executive Vice President /
Chief Operating Officer

Capital Business Credit

Richard Hawkins
CEO
Atlantic Risk Management

Moderator
Erik Timmermans
Deputy Secretary General
FCI
Update on Factoring Around the World

  • Overview of different markets and products in 2015 : which countries and regions grow most?
  • What goes on in cross-border factoring?
  • What are the challenges and where are the opportunities for Factoring in different regions of the world?
  • FCI and IFG have merged to become one organization: what does this mean for the global factoring community? What ways of cooperation are there with IFA members?

  • As a recognized leader in the international finance community, Sami frequently speaks and moderates panels at leading industry events, including those organized by the Commercial Finance Association, Turnaround Management Association, BCR and International Factoring Association. He has been featured in numerous trade publications, including the ABF Journal and The Secured Lender. In 2014, he was recognized as the recipient of the M&A Advisors 40 Under 40 Award, an award given to innovative individuals under the age of 40 who exhibit a strong presence in the commercial finance industry combined with strength of character. He also serves on the Executive Committee of the Commercial Finance Association. Mr. Altaher began his career at the Jordan Gulf Bank as an assistant vice president of business development in the International Trade Finance Division. Prior to joining FGI, Mr. Altaher was a senior research analyst at BOE Securities, a research-oriented securities brokerage. Mr. Altaher was born in Kuwait, spent many years living in Jordan and currently resides in New York City. He possesses a BS in Accounting from the University of Jordan, an MS in Finance from the Drexel University Lebow College of Business and is also a Certified Public Accountant.
  • Robert is the Chief Operating Officer and Chief Credit Officer of Capital Business Credit LLC. Capital Business Credit is a non-bank commercial finance company specializing in providing creative supply chain financing solutions and working capital for suppliers, importers, wholesalers, distributors and retailers. Robert has more than 35 years of commercial lending experience, and has been with Capital Business Credit since 2005. During the last 10 years at Capital Business Credit, Robert has been involved in creating a hands-on, best practices credit culture, as well as helping the firm expand its client portfolio. Prior to joining Capital Business Credit, Robert was Managing Director at Morris Anderson & Associates LTD, a turn-around consulting firm. Robert was also a co-founder and Partner of MetSource Capital, LLC, a restructuring and corporate finance firm which specialized in working with small and medium-sized companies. In addition, Robert served as Executive Vice President at GMAC Commercial Credit, LLC and BNY Financial Corporation. He began his career at Bankers Trust. Throughout his career, Robert has been involved in the acquisition and integration of several finance companies.
  • With over 30 years of experience working with and for the Asset Based Lending Industry, Richard’s career history spans all aspects of Risk Management in the sector. He was at the forefront of developing Asset Based Lending techniques in the UK in the 1980s. He is recognised as one of the leading experts in his field and has lectured and moderated at several International Lending Seminars and Conferences. Richard established Atlantic RMS in 1997 with Offices in London, Chicago and Hong Kong. Atlantic RMS is the leading International provider of specialised services dedicated to the Asset Based Lending, Trade and Receivable Finance Industries. The business specialises in Pre Lending Reviews, Audits, Portfolio Management, Work Outs, Recoveries, Consulting and Training. They work for many of the leading Financial Institutions in Europe, USA and Asia including HSBC, Citi, JP Morgan Chase, BAML, Deutsche Bank, RBS, Lloyds Bank, Rabbo Bank, Santander, AIB and many more. Atlantic RMS has undertaken assignments in over 25countries across 4 continents. Richard has published various articles and is co-author of Asset Based Working Capital Finance (ISBN 0-85297-516-3) published by Financial World Publishing on behalf of the Chartered Institute of Bankers.
  • Erik is the permanent representative of the Belgian Association Management Company BZIX BVBA, which was appointed as Deputy Secretary General of FCI on the 1st of January 2016. Before the integration of activities into FCI, Erik was Secretary General of IFG, focusing on the development of IFG’s Trade Association activities in education, industry information, lobbying and networking. Erik worked for 19 years at International Factors Belgium (now KBC Commercial Finance) in various sales, marketing and general management positions. Erik is Belgian, holds a university degree in economics (specialization in marketing) and followed a wide range of additional executive education programs in Belgium and in France (INSEAD). He travels intensively all over the world to meet with members, prospective members, policy makers and industry associations. Erik is also Vice-Chairman of the EUF (EU Federation for Factoring & Commercial Finance).

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Jeremy Brown
CEO

RapidAdvance

John D'Amico
Managing Director
GRP Funding, LLC

Dean Landis
President
Entrepreneur Growth Capital

Moderator
Phil Cohen

President
PRN Funding, LLC
  • Merchant Cash Advance Companies (MCA's)
  • How They Operate
  • Friend or Foe?
  • Are They Here to Stay?

Merchant Cash Advance Companies (MCA's) are relativly new to the business funding arena. Their method of operation is different and often times clashes with a Factors Operations. We will discuss some of the issues related to MCA lenders, try to determine their longevity and discuss methods in which Factors and MCA lenders can work together.

  • Jeremy calls on his 20+ years of first-hand management experience running small and mid-sized businesses across service industries including retail, construction and technology, to deliver funding solutions to small businesses throughout North America. Prior to joining RapidAdvance, Jeremy served as the COO of a national audiovisual service company with 50 locations in North America and 200 employees. He also served as CEO of a commercial construction contractor with 500 employees and worked as the President of a retail computer company. Jeremy speaks as a leading voice on small business at industry events and contributes articles on alternative funding. Jeremy is a CPA and holds a degree in Economics from Duke University.
  • John is the Managing Director for GRP Funding, LLC. GRP is a nationwide specialty finance company that works with 500+ sales partners who serve their small and medium-sized business clients with alternative financing products. Prior to joining GRP in 2008, John worked with Wells Fargo in their Private Banking Group. His career has focused on operations, credit, underwriting and business development. Currently he serves as a board member for the Small Business Finance Association (SBFA) and is an active participant with the Electronic Transaction Association (ETA), Commercial Finance Association (CFA) and International Factoring Association (IFA). Originally born and raised in Hawaii, he earned his degree in business management from Purdue University.
  • Dean grew up in the ABL and factoring world, as he represents the third generation in his family to own and manage a finance company. In 1937, his grandfather founded United Credit Corp that specialized in small ticket ABL. Dean joined his father there in 1991 and promptly started Patriot Funding, one of the first and subsequently, largest spot factors. He sold the businesses to Finova in 1998 and bought it back under the name Entrepreneur Growth Capital (“EGC”) two years later. Ten years ago, Dean also started Credit Cash. He had learned about the merchant cash advance business and thought he could use his skillset to create a complementary product line for EGC. Instead of advancing smalls sums at high rates, Credit Cash provides large merchant loans at low rates.
  • Phil is the founder and President of PRN Funding, LLC. PRN Funding is an extraordinarily focused niche player in healthcare funding. PRN Funding exclusively factors the accounts receivable of temporary medical staffing agencies, medical transcription services, medical billing & coding companies, and any other type of business that sells goods or provides services to healthcare institutions. Recently, Mr. Cohen launched Factor Finders a company that brokers factoring and purchase order transactions in a wide variety of industries. Prior to founding PRN Funding, Mr. Cohen spent a decade responsible for corporate joint ventures, strategic alliances and growth initiatives in the medical transcription industry. Mr. Cohen has an MBA in Finance from The University of Chicago and a Bachelors of Science in Economics from The Wharton School of the University of Pennsylvania.

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David Jencks, Esq.
Attorney
Jencks & Jencks


  • Current Topics in Transportation Factoring

David is an attorney specializing in working with transportation factoring specialists and factors with transportation portfolios.  David is currently a member of the South Dakota State Bar Association and is also a member of the American Bar Association. David also regularly participates in International Factoring Association functions.









 

Steve Kurtz, Esq.

Attorney
Levinson, Arshonsky & Kurtz, LLP

Mike Ullman, Esq.
Attorney
Ullman & Ullman, P.A.
  • Roundtable for Attorneys

This peer to peer session provides an open forum for attorneys to exchange ideas and gain valuable insight into the current legal issues that are unique to the commercial finance industry. Leading practitioners can join together to facilitate relationships while leading practical industry discussions.

  • Steve is one of the foremost experts in the factoring and asset based lending industries. A partner in the Law Office of Levinson, Arshonsky & Kurtz, he practices in the areas of bankruptcy, commercial law and litigation, workouts, and secured transactions.
  • Mike received his Bachelor of Arts degree from the University of Florida in 1975 and graduated Nova Law School Magna Cum Laude in 1979. He also served as a member of and published for the Nova Law School Law Review. Mike is a member of the Florida Bar, is admitted to practice in the United States Bankruptcy Courts for the Southern, Middle and Northern Districts of Florida, Southern and Middle and Northern Districts of the Federal Courts in Florida and in the Eleventh and Fifth Circuit Federal Courts of Appeals as well as having been given pro hac vice status to serve his clientele throughout the country in numerous other states, including matters involving complex arbitration proceedings. Mike started his law firm, Ullman & Ullman, P.A., in 1980. Ullman & Ullman, P.A. has specialized in all forms of commercial transactions and litigation. Mike currently serves as co-counsel to and has been a frequent lecturer for the International Finance Association for over a decade.
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Sherri McCoy, CAEF

Operations Manager
Liquid Capital Exchange, Inc.

Aaron Zahedani
Senior Vice President and Underwriter
Bay View Funding
  • Roundtable for Operations Personnel

This is an open forum for operations personnel to discuss relevant commercial finance issues.

  • Sherri is the Operations Manager for Liquid Capital, a commercial finance company which operates a network of 80 locally owned offices in four countries. As the Operations Manager, Sherri has built a team of commercial finance professionals that provides the operational support and services functions of the company. Prior to joining Liquid Capital, Sherri served as Vice President-A/R Relationship Manager for the Business Credit division of Amegy Bank. She has also served as an Account Executive for both Marquette Commercial Finance (predecessor of KBK Financial, Inc.) and Apex Capital. Her knowledge covers all aspects of factoring including operations, portfolio management, underwriting and business development. Sherri has more than twenty-three years of experience in Factoring and Asset Based Lending. She earned a Bachelor degree in Finance from The University of Arkansas.
  • Aaron currently serves as Bay View Funding's Senior Vice President and Underwriter. Prior to this, he's held the positions of Vice President and Portfolio Manager since 2004 and Senior Account Executive since joining the company in 2001. He has prior customer service, marketing, and administrative experience from serving in various roles with a national retailer, and the State of California. Mr. Zahedani graduated from the University of California, Davis, where he received dual B.A.'s in Economics and History.
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Kee Kim
President & CEO

Finance One, Inc.

Lequn (King) WU
Director
Zhejiang Great Tao Factoring Co., Ltd.

Saihua (Emma) Xu
Executive Director & Chief Executive Officer

JinRon Factors (Shanghai) Co.,Ltd

Moderator
Lihong Yang
Director

Beijing Commercial Factoring
  • Working With Chinese Factors to Grow Your Portfolio

China has one of the fastest growing economies in the world. That growth has created an unprecedented growth in the factoring industry. It is predicted that by the end or 2015, there will be 2000 Factors in China with a total turonver of $31 billion. By 2020, the estimated factoring volume will be $150 billion. This presents many opportunities for factors around the world to partner with factors in China. We will be discussing various methods in which factors that are not based in China may work with Chinese based factors to the benefit of all parties.

  • Kee is president & CEO of Finance One, Inc., a factoring company that he founded in 1998 in Los Angeles, California. Providing comprehensive account-receivable-management-services, Finance One maintains three offices: Los Angeles and New York in the United States and Shanghai in China. Its factoring volume was $700 million in 2014. Finance One has been a member of International Factoring Association since 1998 and Commercial Finance Association since 2005. Prior to Finance One, Kee held a various positions in credit, business development and management in commercial banks in New York and Los Angeles for 15 years. Born in South Korea in 1959, he came to America in 1976 at the age of 16. He is a graduate of Princeton University with a Bachelor of Arts degree in economics. He is married with four children -- three sons and a step-daughter – all of whom are away from home for school or work. His current household members include his wife, Mia, and two Yorkshire Terriers. He enjoys food, ballroom dance, travel, and golf.
  • Lequn (King) is the founder and director of Zhejiang Great Tao Group, a factoring company based in Zhejiang. China. Lequn graduated from United States “The Accelerated Business School for Entrepreneurs”. In 2004 he engaged in the Industry of International Logistics. In 2008 he became involved in the Credit Management, Risks Management and Financial Industry. Along with being the director of the Zhejiang Great Tao Network, Mr. WU also serves as the Director of Hangzhou Wenzhan Information Technology Co., Ltd. And President of Great Tao Business College.
  • Emma Xu is Chairman of SY Investment (Shanghai) Limited, Director of Procutech Supply Chain Solutions Limited, Managing Director of JinRon Factors (Shanghai) Co. Ltd. and Moneyswap PLC (listed in London AIM). Bachelor of International Economic Law of Fudan University, and EMBA of Olin School of Washington University in St. Louis. 5-year attorney experience in international investment and corporate law, 6-years CFO and CEO role in an Australian-invested company in China with rich supply chain working experience, over 5-years in financial service industry covering cross-border payment, financing and M & A. Now also CPPCC member of Beilun Ningbo, Executive Vice President of Shanghai Longyan Chamber of Commerce, Director of Shanghai Fujian Chamber of Commerce, and Director of China E-commerce Innovation Alliance.
  • Ms. Yang got her Bachelor Degree of Science in 1991 with the major in Mathematics. Then she worked at Qingdao Municipal People’s congress, which is the local legislation house. Later she went to Canada and got her MBA (Finance Concentration) from New York Institute of Technology Vancouver Campus. After graduation she worked in Bank of China Vancouver Branch. From 2006 she invested herself into the Beijing Olympic Games Organizing Committee Sailing Committee and in charge of the event organization, protocol, media connection, VIP reception for the Athletes Village. After that she became the curator of Qingdao Olympic Sailing Museum and the founder of QCCI Magazine. Then acted as Vice Manager of QCCI Microcredit Company. She has followed MOFCOF’s research of commercial factoring pilot project since 2012. She is in charge of the training, research, public relationship, international cooperation at CFEC (Commercial Factoring Expertise Committee of CATIS) until January of 2016. Now she is the deputy Secretary-general of Beijing Commercial Factoring Association and director of Beijing HeLink International Consultant Company.

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Scot Pierce, Esq.
Attorney

Whitaker Chalk Swindle & Schwartz, PLLC

Richard Simon, Esq.
Attorney
Mandelbaum Salsburg

David Tatge, Esq.
Attorney
Epstein Becker & Green, P.C.

Moderator
Tony Furman
President

Interstate Capital Corporation
  • Legal Panel
The diverse panel of legal experts will address the key legal issues pertaining to the commercial finance sector. Panelists will cover a wide range of legal matter and keep attendees up to date on the latest industry developments.
  • Scot is an attorney with the law firm of Whitaker Chalk Swindle & Schwartz PLLC in Fort Worth, Texas. He has extensive experience in representing factors in transactions, litigation and bankruptcy matters. He has been involved with the International Factoring Association for a number of years and has spoken at conferences, presented webinars and written numerous articles dealing with factoring and asset based lending. Scot's clients include many members of the IFA, and he is on the IFA's recommended attorney list.
  • Richard has been practicing law for over 30 years and has extensive experience in commercial litigation, and commercial, industrial, trade and purchase order finance. Throughout his career he has acted as outside general counsel, advising clients on a myriad of issues confronting midsize to large businesses on a daily basis, including business structure, planning, finance, compliance and contract matters.Richard, who has been a firm member since 2000, spent 10 years as a principal and the general counsel to a trade finance company with an emphasis on asset-based lending, factoring and purchase order funding. During this time he was responsible for all legal affairs, the purchase order funding operations and oversight of general corporate compliance.Richard established the firm’s asset-based lending, middle market, factoring and trade finance practice which currently represents banks and non-institutional lenders, factors and borrowers in both loan negotiation, documentation and restructuring transactions.
  • David is a shareholder of the law firm Epstein Becker & Green, P.C., practicing in its Washington, D.C. office. Specializing in commercial finance and business litigation, nationwide, Mr. Tatge represents commercial factors, asset-based lenders, banks and other clients in originating finance and factoring transactions, M&A, civil, collection and bankruptcy litigation. A 1978 graduate of the College of William & Mary, graduating in the top 10% of the business school, David received his M.S. in Taxation from American University in 1982, attending evenings. Originally licensed as a CPA, David was a Tax Manager in the Washington, D.C. office of Price Waterhouse & Co. in the early 1980s. He later served as Director of Taxation for a private holding company with over $500 million in assets, with interests in media, banking and insurance. Lead author of two books, American Factoring Law (Bloomberg/BNA, 2009, with 2011 and 2013 Supplements) and The Chapter 7 Bankruptcy Trustee's Manual (John Wiley & Sons, 1993 ), his articles on factoring, commercial and healthcare finance, bankruptcy and tax matters have appeared in Practical Law The Journal, The Commercial Law Journal, The Journal of Taxation and various other publications.
  • Tony is co-founder and has served as president of the Interstate Capital Group of Companies since 1993. Mr. Furman is a 1982 graduate of the University of Texas at Austin McCombs School of Business. Mr. Furman began his professional career with First City National Bank in Austin and worked in various bank and investment banking capacities for Chase Bank and predecessors prior to the formation of Interstate Capital. Mr. Furman is an alumni of Leadership El Paso and an active member of World Presidents Organization. Mr. Furman is an immediate past Advisory Board Member of Chase Bank in El Paso and has served on various non-profit boards.

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Mac Fulfer
President
Amazing Face Reading


  • Face Reading
  • Understand Your Clients
  • Make an Immediate Connection

We all understand the importance of facial expression in communication. We know the meaning of a smile or a frown, but few realize that a face is a living record and personality profile rolled into one. Each face reflects in its structure and lines its owner's personal history, mental attitudes, character traits, intimacy requirements, work ethic, personal preferences, and much more.

Mac Fulfer is an attorney who initially became interested in face reading for the purpose of jury selection. After years of practice and study he wrote Amazing Face Reading, a guide to reading faces. Macs use of face reading has provided an amazing breakthrough in communication. He has presented over 1500 talks on face reading to Fortune 500 companies, the American Bar Association, meeting planners, doctors, psychologist, teachers, the military, social workers, auditors, human resource professionals and realtors to name just a few.

 

Moderator
John Cummings
CEO
ACS Factors

Moderator
Kevin Janusz
Managing Member
Cross Key Capital LLC

Moderator
Sally Stark
President
Sierra Capital, Inc.

Legal Counsel
David Jencks, Esq.
Attorney
Jencks & Jencks, P.C.
  • Roundtable for Small Factors

This is an open forum for personnel of smaller factoring companies to discuss relevant commercial finance issues.

  • John is a veteran in the factoring industry with over 30 years of experience. Taking his first job right out of high school with an independent factoring company in southern California, he learned the business from the ground up as a collector and A/R clerk. There he spent over 25 years growing the size and footprint of the portfolio. He created an outside sales team hiring business development officers in Los Angeles, Phoenix, Houston and Nashville. Mr. Cummings has extensive experience in operations, work-outs and marketing. Recently, Mr. Cummings launched two start-up factoring companies and presently is the CEO of Advance Capital Solutions, LLC dba ACS Factors in Upland, CA, a small-ticket and freight bill factoring firm he runs with members of his family.
  • During the 2008 banking crisis, commercial banking veteran Kevin M. Janusz saw first-hand what happened when banks cut off much-needed capital to deserving businesses. Starved of working capital, many floundered, fell short of their potential, or went out of business altogether. Jobs were lost, lives put on hold. He founded Cross Key Capital in January 2011, determined to make a difference for small-to-medium size businesses with customized financing for each stage of the business growth cycle, from inception through maturity. Kevin has 23 years’ experience financing over $220 million to businesses in a variety of fields including manufacturing, retail, hospitality, professional services, franchise, media and marketing, food services and energy related industries. Financing structures have included start-up financing, turnaround financing, expansion capital, term financing, leveraged financing and asset based lending. He has a strong knowledge of the capital markets and insight into the macro global economic environment, having completed specific research in emerging markets.
  • Sally has been working in the factoring industry since 1990, when she began her career as an Assistant Controller for a factoring company in Houston, TX. Over the past twenty-five years, she has built her career by focusing on factoring operations and has extensive experience in establishing credit policy and operation procedures. Sally has managed two start up factoring companies, and has extensive experience in establishing credit policy and operating procedures. In 2001, she formed Sierra Capital, Inc after successfully formulating a business plan and raising the necessary operating capital. Ms. Stark was a panelist at the 2000, 2009, and 2012 IFA Conferences. She was also on the panel that developed the Certified Account Executive in Factoring (CAEF) certification program.
  • David is an attorney specializing in working with transportation factoring specialists and factors with transportation portfolios.  David is currently a member of the South Dakota State Bar Association and is also a member of the American Bar Association. David also regularly participates in International Factoring Association functions.

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Robert Betteridge, Esq.
Attorney

Burnet, Duckworth & Palmer LLP

Greg Smith
President
Factors Western

Gerry Wawzonek
President
Capital Now

Moderator
Oscar Rombolà
President

Accutrac Capital Solutions ITC
  • Doing Business in Western Canada

Every market is a little different. What works in one may not work in another. Our panelists will discuss what does and does not work in western Canada (Alberta and British Columbia) and why. Industry types, cultural differences and First Nations issues amongst others will be discussed.

  • Robert (Bob) is a partner in the Banking & Finance Group at Burnet, Duckworth & Palmer LLP in Calgary, Alberta and was admitted to the Alberta Bar in 1988. In terms of his Banking & Finance practice, Bob has acted on behalf of financial institutions and corporate borrowers in numerous syndicated and bi-lateral loan transactions in the oil and gas and services industries and has been involved in project/bridge and other financings of commercial industries and businesses, both domestic and cross-border, as well as asset based financing. Bob' practice in commercial law includes trans-border acquisitions, receivables factoring, cash flow acquisitions and work out restructurings. Bob is an Instructor of Secured Transactions at the University of Calgary Law School and is the Business Unit leader of BD&P's Banking & Finance Business Unit.
  • Greg graduated from Winston Churchill High School, Calgary Alberta in 1987 and subsequently studied Business while attending Mount Royal University, also, in Calgary Alberta. In 1991, Greg entered the Family business, which at the time consisted of more than 40 retail cheque cashing stores and a local Calgary office that specialized in the factoring of receivables. After several years, the Company successfully sold its cheque cashing division to H & R Block of Kansas City Mo and from there focused entirely on the growth of the factoring business, primarily in Western Canada. Since that time, primarily under Greg’s management guidance the company has seen tremendous growth which today finds Factors Western among the leaders in Canadian Factoring. The Company resume, now dating back to 1984 combines a very recognizable brand with Greg’s long history of practical knowledge and experience and provides our clients with the very best and most innovative financing and factoring services available in the Industry.
  • Gerry founded his factoring company in 2001 with his wife's blessing and a ridiculously small amount of money. Not having worked for another factor Gerry had to learn the business himself and was repeatedly told he was doing it all wrong. Over the years Capital Now Inc. has consistently charged more than it's competitors, advanced less and funded deals faster than was supposedly possible. Clients loved it, stuck around and told others. As a result, eleven years later, Capital Now Inc continues to grow.
  • Oscar started his career in the Factoring and Financial Industry in 1998 and is the managing partner at Accutrac Capital ITC. Oscar has extensive knowledge in the Factoring and Financial Industry and is Vice President of Business Development for the company. Prior to joining ITC Invoice to Cash, Inc. Corporation in 2005, Oscar was Director of Business Development for IPS, Invoice Payment System Corporation, Mississauga, Ontario. Between 1998 and 2000, he was Vice President and Director of Business Development with S.L.F., Sales Linked Finance Ltd. From the years 2000 to 2003, Oscar worked as a consultant for ICM International Capital Management as International Project Manager and his focus was in the Latin American Market. Oscar assisted in the merger of ITC Invoice to Cash and Accutrac Capital, becoming Accutrac Capital ITC Inc.

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Roger Allen
Chief Operating Officer
LSQ Funding

Maria Palomino
Senior Agent

Euler Hermes

Nikki Rangra
Director of Operations
FGI

Moderator
Sami Altaher
Executive Director

FGI
  • New Technology Means You Can Now Safely Finance Foreign Receivables

For many lenders and factors, the risks of lending on foreign receivables have far outweighed the benefits. However, the emergence of new technology is changing that. Our panel will discuss the evolution of the credit insurance landscape, and how technology can successfully be used to finance foreign receivables. We will use real-life examples to illustrate cases where credit insurance was used to successfully convert collateral to cash.

  • Roger has over 20 years of experience in financial services and risk management. As Chief Operating Officer of LSQ Funding Group, Roger is responsible for the company’s client relationships and manages the underwriting, credit and operations teams. Roger received a B.A. from Wofford College an M.B.A. from Mercer University.
  • Maria Palomino is a five year, trade credit protection senior agent with Euler Hermes servicing middle market companies. The primary goal of Miss Palomino is to protect and increase the cash flow of her clients thus impacting both the top and bottom line. In her career with Euler Hermes she has grown a healthy book of business by taking a consultative approach with each one of her clients. Beyond professionalism, the trust that creates a lasting relationship is a genuine skill Miss Palomino possesses. Her clients look at her as a trusted advisor consistently reaching out for financial services related advice. As one of the top agents in the nation she has won many Platinum Club awards and trips with Euler Hermes. Miss Palomino received her B.S in International Business from San Diego State University in 2004 with a specialization in finance and a minor in Portuguese. It was there that she developed her passion for global business attaining a dual degree from the University of Chile. Upon graduation her early career years have been spent in high tech sales reaching President’s Club four consecutive years with Cisco Systems and Xerox.
  • Nikki is the Director of Operations of FGI, a global leader in commercial finance. Ms. Rangra oversees FGI’s portfolio of client financing programs and facilitates the firm’s cash management, including foreign exchange services. In her current role, she is responsible for leading a team of account executives and collateral analysts. Furthermore, she was involved in engineering the launch of the S.M.A.R.T program. With a decade of experience in commercial finance, she has been featured in numerous trade publications and frequently speaks at leading industry events. Ms. Rangra is a graduate of Rutgers University. She was born and raised in New Jersey currently resides in Westchester, New York.
  • As a recognized leader in the international finance community, Sami frequently speaks and moderates panels at leading industry events, including those organized by the Commercial Finance Association, Turnaround Management Association, BCR and International Factoring Association. He has been featured in numerous trade publications, including the ABF Journal and The Secured Lender. In 2014, he was recognized as the recipient of the M&A Advisors 40 Under 40 Award, an award given to innovative individuals under the age of 40 who exhibit a strong presence in the commercial finance industry combined with strength of character. He also serves on the Executive Committee of the Commercial Finance Association. Mr. Altaher began his career at the Jordan Gulf Bank as an assistant vice president of business development in the International Trade Finance Division. Prior to joining FGI, Mr. Altaher was a senior research analyst at BOE Securities, a research-oriented securities brokerage. Mr. Altaher was born in Kuwait, spent many years living in Jordan and currently resides in New York City. He possesses a BS in Accounting from the University of Jordan, an MS in Finance from the Drexel University Lebow College of Business and is also a Certified Public Accountant.

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Bert Goldberg
Executive Director
International Factoring Association

Bert Goldberg

Bert is the Founder and Executive Director of both the International Factoring Association and the American Factoring Association.  He has a  B.S. degree from Cal State University, Northridge in Accounting Information Systems and an M.B.A. from Cal Poly, San Luis Obispo.   Bert has over 30 years experience in the development of various computer software programs and possesses extensive knowledge of the factoring industry.