Kevin Mitnick
Consultant
Mitnick Security Consulting, Inc.

Darla Auchinachie
Director of Development
International Factoring Association

• Factoring 101

Hector de La Garza General Manager eFactor network

Fernando Melo Senior Vice-President Wells Fargo

Luis Gabriel Segura President CV Credit, Inc.

Moderator Mike Deluca Senior Partner One Source

• Import/Export Finance to/from Latin America


Learn how this fast growing market works. Marketing, due diligence, underwriting, legal aspects and collections.
• Hector is th General Manager of eFactor Network, Inc. since September 2008, a company formed to represent exclusively in Mexico PrimeRevenue SCF platform (Supply Chain Finance), whose mission is to provide financing solutions to supply chain transnational companies located in Latin America. Hector is an ITESM Economist graduated in 1993; has furthered an MBA from ITESM, Monterrey Campus and postgraduate studies at the University of Oviedo in Spain in Banking Efficiency, supported by Banco de Mexico. In addition, Hector has worked in Mexican banks since 1991, starting his career at Grupo Financiero Banorte (1991-1993), in Bancomext (1995-1998), Nacional Financiera (2001-2007) and Banca Afirme (2007-2008). In recent charges he has been serving as the Northeast Regional Promotion Manager - Supply Chain 2001-2007 Nafin, in Banca Afirme as Director of Promotion and New Business Development for the period 2007-2008. Since 2001 his professional focus has been "Supplier Financing by Electronic Media" from the Development Bank approach (Nafin), Private Banking (Afirme) and since 2008 in the Multi-Bank financial technology company eFactor Network.
• Fernando has been in the banking Industry for over 30 years having started his career at Chase Manhattan bank, in the Chase Western Hemisphere Training program where he graduated with a commendable evaluation as a certified Chase financial analyst. He has held numerous management positions at major banks like C&S, Wachovia, and Bank Leumi all in the Trade finance and asset based corporate lending fields. His entire career has been based in Florida (Miami) and due to the nature of the market place he took an interest in and eventually specialized in Trade Finance focusing on establishing asset based structures for exporters and trading companies. Tools utilized to get the structures approved included private export insurance, Exim bank’s working capital guaranty program, and factoring. In 1999 while at Wachovia Fernando established Trade Factor, a joint venture between a major independent factoring unit and Wachovia’s international correspondent banking unit. This was a unique program garnering industry praise. The program, still in place today provided a unique and workable solution in capturing open account flows to the US and Canada markets originating from Latin America. The program utilizes preferred Wachovia (now Wells Fargo) correspondent banks as export factors. The program covers both the pre and post export needs of the exporter in the region providing them with true revolving US style lines of credit on a formula similar to asset based lines in the US. Fernando joined Wells Fargo Trade Capital (Wells Fargo Capital Finance) the asset based and factoring affiliate of Wells Fargo in 2006 and is the Regional Director for International factoring for Latin America, the Caribbean, Canada, Spain and Portugal. Fernando works closely with Wells Fargo’s Latin American Correspondent banking unit based in Miami.  Fernando is a graduate of Florida International University with a BA in Economics. He has held the following important posts: Past Chairman, and now serves as a Director of the World Trade Center Miami, past Director of The Dade County Jay Malina International Trade Consortium, present Director of the Salvadoran American Health Foundation, a non profit group helping the needy children of El Salvador.
  
• 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. 
• Mike joined One Source Risk Management and Funding, Inc., a leading trade credit & political risk brokerage and a subsidiary of Seafax, Inc., the leading credit information provider and collection agency for the Food industry, in 2005 as an equal shareholder and Vice President.  In 2007 (date) he became Senior Partner and Shareholder in both organizations.   Mr. DeLuca’s experience in the credit and finance industry spans 25 years, when he started with Dun& Bradstreet, Inc. During his tenure there, he held positions of increasing responsibility throughout the organization before moving to  Euler Hermes in 1991,  becoming the Senior Vice President and National Sales Director of the United States.  In this role he was responsible for sales, marketing and International Underwriting.  Mike holds several credit industry accreditations and is very active in the international credit community. He serves on the board of the International Energy Credit Association (IECA), and is a frequent speaker and instructor for several associations, such as National Chemical Credit Association (NCCA), National Association of Credit Managers (NACM), North American Power Credit Organization (NAPCO) as well as others. 

     

Ann Machado President / CEO Creative Staffing

Al Stimac President / CEO Metal Essence, Inc. and Machining Solutions, LLC

Marc Marin Managing Director Gateway Commercial Finance, LLC

• Future Predictions from Industry Experts

• Ann Machado is the founder and president of Creative Staffing, a Miami-based firm that made the 1992 Inc. 500 list of the fastest-growing privately-held companies in the United States.  The firm has also been selected by Nation’s Business and the U.S. Chamber of Commerce as a statewide winner in the 1994 Blue Chip Enterprise Initiative, which honors companies that overcame formidable challenges to achieve continued success. Since launching Creative Staffing in 1985 with one employee, Machado has turned her firm into a leader in the temporary and direct-hire staffing industry by providing superior customer service, adopting innovative practices and giving back to the community.  She is the past chair of St. Thomas University, the Komen Foundation, United Way, Women’s Fund, the Florida Staffing Assoc. and numerous other boards. In recognition of her corporate and civic achievements, Machado has won numerous awards for business acumen, philanthropy and leadership within the staffing industry. In 2010 she was named “Woman Extraordinaire” by Business Leader Magazine. Machado is recognized as a national expert, consulting with major companies on staffing issues.  She has spoken in Mexico, Canada, Europe and throughout the United States on recruiting, retention and customer care.
• Al is the President-Manufacture of Florida (MAF), Board Member-National Association of Manufacturing, Board Member-Florida Chamber of Commerce, Board Member-WorkForce Florida, Board Member-Orlando Regional Chamber of Commerce Board Member- Manufacturing Association of Central Florida (MACF) and a Manufacturing Consultant. A self-made industrial leader, Al Stimac is the personification both of entrepreneurial spirit and of the American Dream, and his professional career has been accompanied by an outstanding record of service in civic and charitable efforts, as well as with professional boards and associations
• Marc is the Founder and Manager of Gateway Commercial Finance, LLC. Prior to starting Gateway, Mr. Marin served as Vice President of Business Development for Bibby Financial Services, Inc. During his 9 year tenure, Mr. Marin was responsible for broker development, underwriting and operations. Prior to joining Bibby, Mr. Marin was the National Business Development Manager for Sun Capital.       

• Legal 101

• American Factoring Association

• How the Economy will affect Factors
• Better, Stronger, Faster: The Myth of American Decline... and the Rise of a New Economy

• 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

Moderator Michael Miller Chief Operating Officer and Vice President Maple Trade Finance

Moderator Fred Moss President Accord Financial

Moderator Oscar Rombolà Senior Vice President ITC Invoice to Cash, Inc.

Moderator Gerry Wawzonek President Capital Now

Legal Counsel Jeffrey Alpert, Esq. Attorney Torkin Manes LLP

• Canada Roundtable Discussion

• Michael has over 30 years of marketing, sales, and senior management experience in a variety of business sectors. His proven track record in start-ups, change management, turn-around and product introductions has been demonstrated throughout his career with a variety of organizations ranging from major multi-national corporations, Canadian and U.S.-based national companies through to local entrepreneurial businesses. Focusing on the SME marketplace, Michael has also served Canada for 12 years as an officer in the Canadian Armed Forces Reserves and he is a past member of the International Factoring Association (IFA) Advisory Board of Directors and was the first representative outside of the USA.
• Fred brings a wealth of experience and expertise in all aspects of the finance industry to his role as president of our Canadian financing business. Formerly president of CAFCO, he went on to found Montcap Financial Corp. Under his careful leadership, the company was sold to Accord Financial in 1992 and grew to become a dominant player in the Canadian recourse factoring industry. Fred holds a B.Comm. from McGill University as well as a C.A.
• Oscar started his career in the Factoring and Financial Industry in 1998 and is a partner at ITC Invoice to Cash, Inc. 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.
• 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.
  
• 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..

Vivian Guo Managing Director JRF International Factoring, Limited

Mark Sunshine Chairman & CEO Veritas Financial Partners

• Evaluating the Chinese Domestic and International Factoring Market
• Which companies control the Factoring Business
• Business Opportunities in China for Independent Factors
• How IFA members work together to gain Chinese Factoring Business
  

China has the fastest growing economy in the world. Factoring is new to the country and has recently been approved as a recognized means of financing.

Learn from our expert panelists on how factoring operates in China, if it is possible for you to participate in the factoring industry and the best method to do so.

• Vivian is the founder of this firm, the non bank independent factor in China, responsible for the company strategic cooperation and communication with partners globally.  Prior to set up JRF, she served as Senior Vice President at First Capital, responsible for great China market business development for the company’s international factoring business, where she has often as trainer and speaker in top policy banks in China and closed lot of transactions with those banks. Before joining First Capital, she was Senior Vice President of Horizon Financial Services, a Purchase Order financing company in Los Angeles, in charge of daily operation and client communication.  Prior to immigrating to USA in 1996, she worked in Shenzhen, China, the country’s first special economic zone, where she served as a government official at The Economic System Reform and Restructuring Office of municipal government.
• Mark organized the investor group that funded First Capital and recruited the management team. In addition to being the President of First Capital/Siemens First Capital, Mr. Sunshine was the former CFO, COO and was a member of the Board of Directors and the Executive Committee of the Board. During Mr. Sunshine’s tenure at First Capital, assets under management (“AUM”) grew from less than $35 million AUM (2003) to over $1.2 billion AUM. In addition, First Capital received fees for processing more than $8 billion annual transaction volume (2009). Prior to joining First Capital, Mr. Sunshine was the Founding and Co-Managing Partner at Westwood Capital and Westwood Capital (Asia) (1994-2003). At Westwood Capital, Mr. Sunshine delivered results that included greater than 100% IRR for initial investors and the formation and the funding and management of one of the first commercial mortgage conduits in the United States. Mr. Sunshine was a shareholder of Oppenheimer & Co., Inc. and was an associate at Prudential-Bache Securities, Inc. and a lawyer at Stroock & Stroock & Lavin. Mr. Sunshine taught accounting at the University of Michigan’s Graduate School of Business.

John Beckstead, Esq.Attorney Holland & Hart, LLP

Steve Kurtz, Esq. Attorney Levinson, Arshonsky & Kurtz

Mike Ullman, Esq. Attorney Ullman & Ullman, PA

Moderator Gen Merritt-Parikh Chief Operating Officer Allied Affiliated Funding

• Legal Panel
  

• John's transactional and litigation commercial finance practice includes commercial lending transactions, loan documentation, problem loan workouts, factoring, secured transactions, and letters of credit. His experience includes documentation of many multi-million dollar complex loans, restructuring and workout of many complex loans, and liquidation of businesses through court proceedings, through receiverships, and through cooperation of the borrower, and defense of lenders in lender liability matters.
• 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.
• Gen has worked in the factoring and asset based lending industries for over 15 years, serving in roles from account management to underwriting to portfolio management. She has also been a consultant to factoring companies across the United States, helping them establish better underwriting and credit processes, training personnel on underwriting and monitoring protocols, and effectively measuring and reviewing overall performance within their organizations. Ms. Merritt joined Allied Affiliated Funding in 2009.  As a member of the senior management team, she is responsible for underwriting, account/portfolio management and workout oversight. Ms. Merritt has a Bachelor of Arts degree in Business and Economics from the University of Texas at Dallas and is currently serving as a Subject Matter Expert for the IFA’s Factoring Account Executive Certification program.

Janette Bankston Executive Vice President Vertex Financial, Ltd.

Stan Carpenter Chief Sales Officer and Executive Vice President LSQ Funding Group

Justin Gordon National Director of Sales TAB Bank

Max Toledo Executive Vice President Bridgeport Capital Services

Moderator Andrew Osborn National Sales Director Summit Financial Resources

• New Business Origination

• Marketing, Direct or Referral Sources
• Brokers?
• BDOs – recruiting, managing, compensation, production expectations
• How to Qualify your Prospects…
• Transactional or Relationship Lenders
• Underwriting – How deep is too deep?
• Asset Growth; New Business – Attrition
• When Should I Issue a Proposal?

• Janette is the Executive Vice President of Vertex with over 26 years experience in sales and marketing and over 20 years spent in the factoring arena. Her breadth of knowledge covers all aspects of factoring transactions, including marketing and business development. She has a long track record of working with companies who enjoyed tremendous growth during her tenure. Janette services clients throughout the United States from her office in Dallas, Texas.
• Stan joined LSQ in 2008 after holding sales leadership roles at Kellogg’s, Sara Lee and Pepsi. Most recently, he worked as the COO at Knowledge Infusion, a boutique IT consulting company, where he established operational efficiency and helped drive national sales. At LSQ, Stan is responsible for national marketing and sales efforts, leading a team of business development officers who work in LSQ offices nationwide. He excels at developing and implementing effective sales strategies and feels energized by LSQ’s never-ending focus on identifying and prioritizing each client’s individual needs. Stan earned a B.A. in Economics from Rollins College and an M.B.A. from the University of Florida.
• Justin Gordon is Vice President and National Sales Director at TAB Bank in Ogden, Utah. Justin has been with TAB for over thirteen years working in various capacities including credit, operations, and sales.  For the last seven years, Justin has managed TAB’s national sales force and core product offerings of Accounts Receivable Finance and Asset-Based Lending.  In his tenure, Justin helped guide TAB Bank from a transportation only financial service provider to a leader in working capital solutions for multiple industries. Justin currently manages sixteen sales people across the country.
• Max is an Executive Vice President and National Sales Director with Bridgeport Capital Services. Max has over 25 years of knowledge and experience in the financial services industry. Max has worked for several major banks and factors and has earned a reputation as an excellent resource in helping a variety of businesses find viable funding solutions to meet their working capital needs. He is also President of the Florida Chapter of the Turnaround Management Association, an international association dedicated to corporate renewal and turnaround management.
• Andy is responsible for overseeing all new business origination strategies and activities for Summit Financial Resources. Andy joined Summit in 1997 as a business development officer. Through a network of referral sources Mr. Osborn gained significant experience in evaluating, structuring and closing structured credit facilities throughout the Intermountain Region. In 2007, Andy was hired to be the National Sales Manager. In this role, his responsibilities include managing the BDO production, recruiting/hiring and continued BDO development. He also oversees the branding and marketing activities of the company. As a company, Summit has been recognized as one of the largest and most productive origination teams in the commercial finance industry. Prior to joining Summit, Mr. Osborn’s experience included sales and sales management roles with a private firm that specialized in providing banking, software and management tools to small businesses. Andy is a graduate of Utah State University

Carlos Baudrand CEO First Factors Chile

Matthew Davis Director RMP Capital Corp.

Niko Kluyver General Manager FactorPlus

Moderator Erik Timmermans Secretary General International Factors Group Scrl

• Cross Border Factoring

• Carlos  has held several remarkable positions within the factoring sector since 1992; he was the first to introduce international factoring to the Chilean market in 1995. In 2004 Carlos was ranked amongst the 50 top young executives in the Chilean major business newspaper Diario Financiero. Today Carlos is the General Manager of First Factoring, a first class financial service company oriented to finance working capital to SMEs.
• Matthew has been RMP Capital’s Director of Credit for 6-years handling all credit, underwriting, and risk management functions for the company as well as acting as RMP Capital’s International Manager regarding International Factors Group business.  He is also a Six Sigma Green Belt which he earned while in Management roles with two different business verticals within the GE Commercial Finance companies, mostly within the healthcare business.  Mr. Davis is a graduate of Coe College in Cedar Rapids, Iowa with a Bachelor's Degree in English.  He currently resides in Brooklyn, New York and is active in alumni concerns for his fraternity and his college.
• Niko is partner at Corporate Financial Solutions and a director at HD Investments N.V. Together with his brother and partner Albert Kluyver he manages Willemstad Private Equity Fund, which invests in a variety Caribbean based companies involved in trade, financial services, transportation and real estate.  His experience with factoring started in 2004 when ideas were explored to start-up the first local factoring company in the Dutch Caribbean and grow it into a Pan-Caribbean factoring company. FactorPlus was incorporated in 2006 and has increasingly focused on cross-border factoring with the United States of America, South America and Europe. FactorPlus is a member of the IFA and IFG and is enabled on IFG’s 2-factor system. Mr. Kluyver started his career at KPMG and worked for Price Waterhouse Coopers and MeesPierson/Fortis Bank before Corporate Financial Solutions. He is a Rotarian and has served on several boards, including the Curaçao International Financial Services Association and the Curaçao Chamber of Commerce and Industry. He is a supervisory board member of several companies, including Insel Air International, the largest privately held commercial airline in the Caribbean.  Mr. Kluyver holds an MBA of Erasmus University in Rotterdam, the Netherlands, a Bachelor degree from the University of Washington in Seattle and certified as a CPA in the Commonwealth of Massachusetts.
• 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.  

Dan Karas Executive Vice President Triumph Commercial Finance

Jason Medley, Esq. Attorney O'Donnell, Ferebee, Medley & Keiser

Debra Wilson President Vertex Financial, Ltd.

Moderator Alan Atchley President Amegy Bank Business Credit

• Resolving Problem Situations

• Dan joined Triumph in 2012, with nearly thirty years’ of experience in all aspects of commercial finance, to lead the company’s asset based lending and non-transportation factoring efforts.  Prior to joining Triumph, He spent five years as executive vice president and managing director of Marquette Business Credit.  While with Marquette, Mr. Karas lead their general factoring business as well as marketing for its asset based lending platform.  Prior to that, he spent seven years at GE Commercial Finance/Heller Financial as Managing Director of the Corporate Lending Group, then the Enterprise Client Group and finally Energy Financial Services.  Mr. Karas also served as a senior vice president with Bank of America where he established the New York asset based origination effort and eventually had responsibilities for Dallas asset based origination. Mr. Karas received a Bachelor of Business Administration in Finance and Management from Temple University and a Master of Business Administration in Finance from the Stern School of Business at New York University.
• Jason is a partner in his Houston firm, where represents factoring clients and traditional lenders in all project phases, from due diligence to document preparation to workouts and DIP deals.  Jason is a native Houstonian. He married his high school sweetheart and has three wonderful children. He was admitted to the Texas bar in 1999.  He received his undergraduate and law degrees from the University of Houston, where he remained for a time as an adjunct professor of Political Science. He is devoted to community service and has served as the Chairman of the Board for the Lake Houston Area Chamber of Commerce. In addition to practicing law, he still enjoys teaching Business Law at the local community college, and to speaking at area civic groups on a variety of business topics.

• Debra has been in the commercial finance industry since 1980 and has a wide range of experience in management, commercial credit & collections, auditing and marketing.
  
• Alan has been working in the receivable finance industry for 32 years with 8 years in large structured workouts with an emphasis in Chapter 11 Bankruptcy. Alan started with Commercial Credit Business Loans in 1979 and in the early 80’s attended officer credit training with Capital Bank na. In 1984 he started Texas Guaranty. Nat’l Bank and in 1986 returned to Capital Bank na, then known as M Bank as a structured workout officer. Upon the M Bank failure, he worked with the FDIC in Bonnet Resources of Bank One. Subsequent to Bank One, Alan worked with Compass Bank and headed up the ABL group. He later joined Strategic Finance in 1995 and assisted in performing a turnaround on this bankrupt factoring company. In 1998, he joined Southwest Bank of Texas, now Amegy Bank and assisted this Bank in converting a small factoring company into a corporate factoring company. He has been with Southwest/Amegy for 13 years serves as the President of Amegy Bank Business Credit. Alan received his BBA from Midwestern State University.
   

Raffi Azadian CEO AzadianGroup, LLC

Sue Duckett Managing Director Bibby Financial Services

Michael Hudgens Director - Business Development Manager CIT Commercial Services Trade Finance

Moderator Marcus Ferrari National Sales Director Bibby Financial Services

• Factoring Partnerships – Working together to help businesses grow.

• Participations
• Splitting up domestic debt
• Private label
• PO finance combined with receivables
• Domestic debt and foreign debt
• Refactoring
• Factors with credit guarentees
• Non-recourse factors working with recourse
• Factors splitting up debtors
• Factors providing credit and collections for other factors

• Raffi is the CEO of AzadianGroup LLC, a boutique investment banking firm which he founded in 2003. AzadianGroup provides debt and equity financing and M&A advisory services to middle-market businesses. In addition, beginning in mid-2009, AzadianGroup has partnered with a syndicate of top-tier banks and specialty lending institutions to form a Commercial Credit Group, which provides asset-based lending services, including accounts receivable financing and factoring, inventory lending, purchase order finance and equipment loans and leasing programs.
• Sue is known for her ability to find creative financial solutions for our Midwest clients. Her deep understanding of the challenges and opportunities for small businesses enables her to assess and accelerate a company’s growth – whether it’s a start-up or an established business.  Sue brings more than 16 years of experience in invoice finance and a proven track record of success to the Midwest Region. Clients appreciate her ability to reduce the complexity of their situations through her factoring expertise, creativity and acumen. Since joining the Midwest team last year, the region’s net funds employed have increased monthly and debts factored has grown by 23% year-on-year. She joined Bibby Financial Services in 2001 and was most recently Operations Director of the Midwest Region. Prior to that, she was Operations Director, Hastings, for Bibby Financial Services, U.K. While there, she grew the office's client base by 150% and more than doubled the volume of debts factored. Before joining Bibby Financial Services, Sue worked at the Bank of Scotland.
• Mike Hudgens is Senior Vice President and Head of Business Development for the Southeast Region of CIT Trade Finance. He is responsible for developing factoring and asset-based lending solutions for public and privately-held companies from Maryland to Florida. CIT Trade Finance is a leading provider of factoring, accounts receivable management, and lending services to consumer product industries. Prior to his current position, Hudgens was Senior Vice President, Head of Business Development for CIT Commercial Credit’s Southeast Region. His team specialized in tailoring asset-based lending solutions for small and mid-sized companies. Hudgens brings a wealth of financial and credit experience to the clients he serves. He has held a variety of sales and credit positions during his career at CIT and has worked closely with business owners, financial managers and professional advisors of many of the nation’s most prestigious furniture and textile companies. Hudgens’ career began in 1982 in the credit department of textile company JP Stevens & Co. Based in Charlotte, NC, he is a sought-after source of information about financing and factoring and is frequently quoted by Furniture Today on topics relating to lending and the retail environment. Hudgens earned a Bachelor of Science and a Masters of Business Administration from Clemson University
• Marcus is the National Sales Director for Bibby Financial Services and also runs the subsidiary brokerage company, CashFlow Direct. He grows the North American organization through direct sales, focusing on the apparel, transportation, and consumables industries as well as international trade finance. His technology acumen and understanding of the sales process has helped Bibby Financial Services grow tremendously. He manages national customer relationships and a 34 person sales team.Marcus began his career in business development for Coface North America and was one of the company ’s Top 3 national sales performers. He joined Bibby Financial Services in 2003 as a Business Development Officer for the Southeast and Midwest. He became an Exec VP in 2008.

Moderator Melissa Donald President LDI Growth Partners, LLC

Moderator Darrell Fleck Managing Partner RMJ Capital, Inc.

Legal Counsel David Jencks, Esq. Attorney Jencks & Jencks, P.C.

• Small Factors Roundtable

• Melissa spent the first eleven years of her career working in and then managing a commercial collection agency.  In 2001, Melissa left the collection industry and took a position with a factoring firm in Walnut Creek, CA.  During her tenure, Melissa worked her way from a Sr. Account Executive to Operations Manager to Vice President of Operations. In January 2007, Melissa and her two partners launched LDI Growth Partners.  LDI works diligently and intentionally to increase awareness of the benefits of factoring for businesses in all stages of growth and to work side by side with clients to create tailored factoring programs that fit their unique needs.
• Darrell is a Managing Partner in RMJ Capital of Colorado Springs. RMJ Capital is a niche alternative financing company focused on the financial needs of small to medium size companies across many industries. Prior to RMJ Capital, Darrell was the President of FP Company Inc, doing business as Abbott Fire and Safety, which was a B to B Company with around 7000 business clients.  Before purchasing Abbott Fire and Safety, Darrell spent 25 years in corporate America, most recently as the General Manager for Allied Domecq responsible for the western US and CA.
  
• 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.

Luigi Fossati Executive Director Ecuadescuento S.A.

Maria Orlena Garcia Project Coordinator Summa

Niko Kluyver General Manager FactorPlus

Pablo Sánchez Trullenque CEO Logros Factoring

Moderator Richard Hall Chief Operating Officer Factor Logros de Ecuador S.A.

• Domestic Factoring in Latin America
Learn how to structure domestic factoring deals in countries in Latinamerica: Marekting, due diligence, structuring deals, legal aspects and collections..
• Luigi worked for Banco del Pacifico Financial Group from 1979 to 1997, where was Executive Vice-president of Pacific National Bank in Miami, Florida. His responsibilities included the development and management of correspondent banking, corporate finance and private banking in selected countries in Central and South America.  During his 16 years in United States he was also CFO of the Bank. Upon his return to Ecuador, he was appointed advisor to a business conglomerate that included interests in the energy, financial, media and real estate sectors. Later, he managed Planificación & Estrategias, a consulting firm, until early 2004 when joined the Zunino Group. He was initially CFO in Casa Comercial Tosi, the largest department store in the country and later Executive President of Banco Territorial, a commercial bank. In late 2006 he organized Ecuadescuento to provide factoring services for domestic business. He is currently Executive Director of the firm. He received his undergraduate B.A. Business Studies degree from the Polytechnic of Central London (currently University of Westminster) in London, England. He is fluent in Spanish, English and Italian.
• Maria has worked for Financiera Summa S.A., a factoring company in Guatemala since 2007 first in Operations as the New Platform Coordinator, then Risk Manager and now coordinating the Project with the Interamerican Development Bank to widen the factoring services in Guatemala and also in charge of obtaining international business opportunities. She has worked in banking sector for the last fifteen years. Also, she is a university Professor in Economics and Financial Markets and Institutions. She received her undergraduate B.A. Economics, MSc in Reingeneering and currently is doing her Ph.D in Austrian Philosophy from Francisco Marroquin University in Guatemala. She is fluent in Spanish, English and French.
• Niko is partner at Corporate Financial Solutions and a director at HD Investments N.V. Together with his brother and partner Albert Kluyver he manages Willemstad Private Equity Fund, which invests in a variety Caribbean based companies involved in trade, financial services, transportation and real estate.  His experience with factoring started in 2004 when ideas were explored to start-up the first local factoring company in the Dutch Caribbean and grow it into a Pan-Caribbean factoring company. FactorPlus was incorporated in 2006 and has increasingly focused on cross-border factoring with the United States of America, South America and Europe. FactorPlus is a member of the IFA and IFG and is enabled on IFG’s 2-factor system. Mr. Kluyver started his career at KPMG and worked for Price Waterhouse Coopers and MeesPierson/Fortis Bank before Corporate Financial Solutions. He is a Rotarian and has served on several boards, including the Curaçao International Financial Services Association and the Curaçao Chamber of Commerce and Industry. He is a supervisory board member of several companies, including Insel Air International, the largest privately held commercial airline in the Caribbean.  Mr. Kluyver holds an MBA of Erasmus University in Rotterdam, the Netherlands, a Bachelor degree from the University of Washington in Seattle and certified as a CPA in the Commonwealth of Massachusetts.
• Pablo (48) has a B.A. degree at Universidad de Chile and a post degree in Finance at Universidad Adolfo Ibañez. He has more than 22 years of experience, 7 of them as CEO in national and international companies such as Logros Factoring (Domestic Factoring), Caffarena (Pantyhose) and Anheuser – Bush Inbev Chile (Beer). Currently, Pablo is CEO and co-owner at Logros Factoring Chile and board member at Champion S.A. (Pet Food) and ProntoMatic (Laundry).He enjoys spend his free time with his family, following his football team, running and reading books of intrigue.Richard is the General Manager and shareholder of LOGROS FACTORING in Guayaquil, Ecuador. He raised equity and established the business in four cities in Ecuador according to LOGROS FACTORING CHILE´S business plan. LOGROS is providing domestic and international factoring services to small and médium sized companies in the región. Last year LOGROS discounted over USD 300 million in receivables. As a Director, Richard has participated in the start-up of LOGROS FACTORING COLOMBIA and LOGROS FACTORING PERU. Richard was the Executive Vice President of the Export and Investment Promotion Agency of Ecuador (CORPEI). He´s currently part of the Board of Directors of Integra S.A. Trust Company and, as its Executive President, helped structure the business a raised over USD 150 million in assets under management. Prior to this, Richard was the Vice President of Finance and Planning of Banco del Pacifico, one of the leading banks in Ecuador. Richard also worked as a consultant with Booz Allen and Hamilton in Washington D.C. and as a Financial and Economic Analyst with the Federal Reserve Bank in Atlanta, GA. Richard received a MSM from Georgia Tech and a BS from Lehigh University

     

• The International Factoring Association