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About the Webinar

When setting credit limits for a customer based in another country, it’s important to have access to financial information as part of your decision making process. The financial performance of your customer often provides the foundations for risk management decisions. Although the real value of financial information lies in comparison, abridged financial results can provide some key financial indicators for the decision process. During this webinar, we’ll examine a list of commonly encountered conditions while looking at the following:

• Sources for financial information
• P & L accounts and Balance Sheet
• Key Balance sheet ratios
• Customer payment behavior
• Solvency: financial risk and leverage
• Early warning signs and red flags
• Different accounting standards

Speakers

Ed Bell, CBA, ICCE, is the Senior Manager, Credit Administration for W. W. Grainger Inc., a $10B global industrial supplies distributor. In his career at Grainger, spanning over four decades, Ed has served in many key roles including Branch Manager, Sales Manager, Area Credit Manger, International Credit Manager, Corporate Accounts Credit Manager and National Corporate & Government Credit Manager.

About the Webinar

Commercial litigation, insolvency and banking attorney Hubert Sibre will provide participants with information, tips, about the initial process that can’t be missed when doing business in Canada. He will focus on the important questions to ask and how to protect, secure and enforce your rights as a creditor. Topics include:

•  Information gathering
•  Terms & Conditions: Approval, Legal Elements
•  Securing a Transaction: Methods, Guarantees, Special Provisions
•  Enforcing Your Rights: BIA, PPSA
•  Insolvency Legislation in Canada

Speakers

Hubert Sibre is a partner with DLA Piper (Canada) working in its Montréal office. He is a member of the firm’s Restructuring Group and earned recognition as a 2009 Lexpert® Rising Stars: Leading Lawyers Under 40.

Hubert focuses primarily on sureties, litigation and insolvency. His roster of clients includes financial institutions, suppliers, investors and businesses dealing with high-risk situations.He recently co-led a team that successfully secured new financing for Atis Group, one of Canada’s largest manufacturers, in a deal worked out with GE Capital, National Bank of Canada and the Desjardins Group.

Hubert shares his expertise as a guest lecturer on restructuring at L’Université du Québec – Montréal’s MBA program. He has taught securities at Ècole du Barreau where he is responsible for the insolvency curriculum. He regularly lectures in Canada and the United States regarding insolvency and credit issues for organizations such as the Canadian Institute, Insight, CAIRP, Profile Crédit, FCIB, Equifax and NACM. He is a member of INSOL International, Turnaround Management Association and the Canadian Foundation of Insolvency and was a member of the jury assisting the Office of the Superintendent of Bankruptcy in issuing trustee licenses.

About the Webinar

In 2015, Turkey’s annual trade deficit shrank by more than 25%, the lowest it’s been since 2009. Although outcomes are starting to shine economically for “the sick man of Europe,” a nickname it earned a century ago, the country’s future still faces economic and geopolitical risks.

Understanding the country’s cultural, contractual and other critical factors provides credit managers who do business in Turkey with information they need to collect A/R and avoid serious risk. FCIB’s latest webinar, “Best Credit Management Practices in Turkey - A View From Credit Managers on the Ground,” represents a credit professional’s perspective of the country based on real experience. Ingrid Ros, CICP and Aysegul Budak, ICCE will share stories and lessons learned through years of doing business in Turkey and will provide you with the knowledge to avoid payment delays and collections.

Over 60 minutes, this webinar will cover:

  • The impact of Russia’s trade sanctions
  • The relationship between Turkish banks and the XU100
  • The stability, strength and future of the lira
  • The threat of political instability and risk
  • Payment terms—what to expect and avoid
  • Collections, the legal landscape and enforcement of judgments
  • Best practices and expert tips for doing business in Turkey

Instructor

Ingrid Ros & Aysegul Budak

Ingrid Ros

Ingrid Ros, CICP, has worked in credit management for more than 10 years and is currently responsible for credit and collections in Europe and Asia at Lyondellbasell Industries. Having held the role of credit manager for the EMEA region, Ingrid assumed the position of Senior Credit Manager in 2013 and now heads up a large credit team in the Rotterdam office.

Ingrid began her career in credit management in early 2004 and moved into the chemical industry in 2005. She has been responsible for several team restructures and has gained a wealth of experience in:

  • Order to cash process
  • Risk management
  • SAP implementation
  • Financial analysis
  • Impact on working capital on the order to cash cycle

Ingrid joined FCIB's European Advisory Council in January 2015 and undertook her first speaking engagement at FCIB’s Madrid Summit in April 2015.

Aysegul Budak

Aysegul Budak has spent the past eight years as Credit Manager at Osterman and Company Inc., an international distributor of engineering and commodity-grade thermoplastics. Aysegul is responsible for credit and risk issues while managing an A/R portfolio for both domestic and international business.

Prior to joining Osterman, Aysegul worked in the banking industry, holding positions in the International Trade department of both Halk Bank, Turkey and National City Bank (now PNC), in addition to positions in the commercial credit department of PNC Bank.

Aysegul is certified both as International Trade Specialist and International Credit Professional (ICCE).

Aysegul gained her B.A in Labor Economy and Industrial Relations from Gazi University in 1997, gainign a second Master’s degree in this subject in 2015 upon completing her studies in multicultural organizations and the effects of cultural diversity. She gained a further M.B.A. degree from Bellarmine University in 2005.

About the Webinar

Expansion into international markets can grow customer portfolios and increase the diversity and profitability of supply chains. Evaluating those potential overseas customers presents unique challenges in developing the intelligence needed to meet regulatory requirements and conduct adequate credit risk assessment.

This session will examine some key components to assess risks associated with managing international accounts, including common pitfalls and best practices:

  • Global Economic Risks
  • Country Risks
  • Geopolitical Risks
  • Currency Risks
  • Cultural Risks

About the Speaker

Ed Bell, CBA, ICCE is the Senior Manager, Credit Administration for W. W. Grainger Inc., a $10B global industrial supplies distributor. In his career at Grainger, spanning over four decades, Ed has served in many key roles including Branch Manager, Sales Manager, Area Credit Manger, International Credit Manager, Corporate Accounts Credit Manager and National Corporate & Government Credit Manager.

About the Webinar

International Credit Policy

Gain practical guidance to create and implement a credit policy for an international environment, along with the methods and means it will use to support both department and corporate objectives. We’ll build a framework, including 'best practice' in credit management, to ensure that a written global credit policy is operationally successful.

What do we want from the policy?

  • The difference between a set of procedures and a formal policy
  • Credit policy as an investment tool - strategies to support sales
  • What are the objectives and where to start

Getting the right Structure

  • How to prepare an outline proposal for a credit policy
  • What to include - the key elements, terminology and features
  • Domestic trade vs International trade – managing the two in one policy or singly?
  • Who should be involved in the process – stakeholders and their involvement

 

Scope for change, flexibility and adaptability

  • How to make the policy flexible and adaptable to change
  • Identifying external and internal factors affecting policy and procedures
  • Awareness of pitfalls and current global economical issues

 

Implementation

  • Selling the policy to others within the organization
  • How to obtain ‘buy in’ from other departments
  • How to implement a written credit policy

Instructor

Ed Bell, CBA, ICCE

Ed Bell, CBA, ICCE, is the Senior Manager, Credit Administration for W. W. Grainger Inc., a $10B global industrial supplies distributor. In his career at Grainger, spanning over four decades, Ed has served in many key roles including Branch Manager, Sales Manager, Area Credit Manger, International Credit Manager, Corporate Accounts Credit Manager and National Corporate & Government Credit Manager.