New Markets

Wednesday, February 4, 2015

10:30 - 11:20 am	Exploiting Debt Buying Capabilities to Create New Business in the Subprime Performing Market Moderator: Rich Munroe (Capital Financial Group) Panelists: Michael Flock (Flock Specialty Finance), Ken Shilson (National Association of Buy Here Pay Here Dealers) & Lou DiPalma (Garnet Capital Advisors) Certification: 1 credit Selected industries that use similar core capabilities as a debt buyer uses will be profiled. These industries either originate or purchase a consumer obligation that has to be collected. The presentation will focus on how a debt buyer would use them to gain new business in the subprime performing markets. Core capabilities include Value Proposition, Relationship Building, Underwriting and Analytics, Capital Acquisition and Collection Practices. Participants will understand how to develop a value proposition needed in the relationship building to gain business, how to exploit their core competencies to deliver their value proposition that creates their new brand, become aware of the opportunities in the subprime performing markets that utilize capabilities that are similar to debt buying.
11:30 am – 12:20 pm	Debt Buying in International Markets Moderator: Mark Naiman (Absolute Resolutions Corp.) Panelists: Artur Aleksandrowicz (National Recovery Service), Samuele Marello (NPL Management) & Amir Erez (Cedar Financial) Certification: 1 credit This international forum includes representatives from Russia and Italy, as well as a US-based company focused on international debt recovery. They will discuss reasons companies in their market may elect to sell their accounts receivables on the secondary market as well as provide recommendations on the best approach to working in international markets. They will highlight the importance relationships play in breaking into international markets and talk about the opportunities for US debt buyers in these markets. And finally, they will share “real-world” stories on the challenges in each of their markets.
2:00 – 2:50 pm	Debt Buying in the Automotive Market Moderator: Jack Tracey (National Automotive Finance Association) Panelists: Mike Huguet (Center Street Finance) & Bruce Newmark (Mark One Holdings) Certification: 1 credit This panel will provide a wealth of unique insights into below-prime auto finance in America. Overall market growth is up with the medium sized lender segment experiencing the largest growth. Moderated by the trade association representing the non-prime auto finance sector, the panel includes an industry veteran on the “buy” side and a veteran on the “sell” side who will create robust and healthy discussion on sellable loans, due diligence and the selling window of opportunity.
3:00 – 3:50 pm	Navigating the Future of Medical Debt Buying Moderator: Steve Cohen (Law Offices of Steven Cohen, LLC) Panelists: Dwayne Banasiak (AvantGard/SunGard) & Matt Maloney (First Financial Asset Management) Certification: 1 credit Medical debt continues to rise. According to the American Hospital Association, U.S. hospitals provided $45.9 billion in uncompensated care in 2012, representing 6.1 percent of annual hospital expenses. In order to be profitable, debt buyers must accurately bid on a portfolio. Once it's obtained, they must prioritize collection efforts in order to find those most likely to pay. Attend this session to hear how debt buyers and collection agencies can run healthcare industry specific statistical models against outstanding balances, to quickly identify which patients are likely to pay and the value of that payment. Debt buyers can use this information to optimize bids and then use the information in collection strategies in order to keep costs down and increase liquidations. Attendees will also gain insight into HIPAA and the Pinto’s Ruling, and how best to prioritize or segment patients into different collection treatment plans.

Thursday, February 5, 2015

9:00 – 9:50 am

Making Your Subrogation Vision a Reality Moderator: Howard Barnard (InvestiNet, LLC) Panelists: Leslie Wiernik (The National Association of Subrogation Professionals) & Roy du Plessis (Sequoia Financial Services) Certification: 1 credit Subrogation professionals are an important arm of the insurance industry. Their expertise helps insurers recover the costs of a loss. Learn more about this unique market and what opportunities exist to make your subrogation vision a reality. Whether you’re currently working with subrogation or wanting to explore a new market, this session has something for everyone.

10:00 – 10:50 am

Networking, Debt Buying and the Turnaround and Restructuring Industry Moderator: Gary Tier (The Forwarders List of Attorneys) Panelists: Greg Fine (Turnaround Management Association) & Steven Mitnick (SM Law, PC) Certification: 1 credit In this engaging panel, you will hear about the opportunities turnaround practitioners who consult with or participate in helping troubled companies in the recovery process are seeing with bankruptcies, refinancings and distressed inventory in the current environment. Learn about the key trends impacting the turnaround and restructuring industry and the vital role networking and debt buying can play.