A Community must take advantage of its assets, work to overcome its challenges and be creative in order to grow. Additionally,change is often necessary for a community to prosper – and change abounds in Fremont, Ohio.For many years, nitrates have leached from farmer’s fields into the Sandusky River which is the city’s water source. Nitrates can be harmful to infants and the elderly and alerts are often placed on the drinking water. Something had to change. The construction of a 732 million gallon reservoir that will provide safe drinking water and eliminate any concerns for nitrates is nearly complete. This reservoir will also guarantee the quantity of water necessary to supply large industrial users such as Heinz and Fremont Energy Center.
FOCUS ON FREMONT INSIDE THIS MONTH www.ncbj.net Standard Mail U.S. Postage Paid Tiffin, OH 44883 Permit #88 Published and Owned by Schaffner Publications, Inc. APRIL 2012 Vol. 18 No. 4 “The Business Voice of Erie, Huron, Ottawa, Sandusky and Seneca Counties” POSTMASTER: Deliver to Label Addressee or Current Resident Celebrating 18 Years of Service We’re a proud member of the following: Bellevue Area Chamber of Commerce Chamber of Commerce of Sandusky County Elmore Chamber of Commerce Erie County Chamber of Commerce Fostoria Area Chamber of Commerce Genoa Chamber of Commerce Huron Chamber of Commerce Huron County Chamber of Commerce Marblehead Peninsula Chamber of Commerce Milan Chamber of Commerce Oak Harbor Area Chamber of Commerce Port Clinton Area Chamber of Commerce Put-in-Bay Chamber of Commerce Seneca Regional Chamber of Commerce Vermilion Chamber of Commerce Willard Area Chamber of Commerce Demarketing -- Just Say No? .... 2 Retirement Plans for Small Businesses ....... 7 CHAMBER CALENDARS ...10 Well-Booked Business ......... 11 IT: Traveling Tips ................ 15 Taxes: Time for Estate Planning ......... 17 Legal: My Job, Your Job ......... 22 Sales: Guns for Hire ........... 25 FREMONT: A City that Welcomes Change Submitted by Mike Jay Economic Development Director City of Fremont A Community must take advantage of its assets, work to overcome its challenges and be creative in order to grow. Additionally, change is often necessary for a community to prosper – and change abounds in Fremont, Ohio. For many years, nitrates have leached from farmer’s fields into the Sandusky River which is the city’s water source. Nitrates can be harmful to infants and the elderly and alerts are often placed on the drinking water. Something had to change. The construction of a 732 million gallon reservoir that will provide safe drinking water and eliminate any concerns for nitrates is nearly complete. This reservoir will also guarantee the quantity of water necessary to supply large industrial users such as Heinz and Fremont Energy Center. The City of Fremont has a new administration being led by Mayor Jim Ellis. Mayor Ellis has formulated a progressive BIG Fremont Program to foster a community-wide sharing of ideas, needs and hopes to develop a long-term strategic plan necessary for the economic and social development of Fremont. Building Innovation for Growth will depend on the collaboration between the City, targeted groups of stakeholders, and its citizens. Economic development and community revitalization are key components to this 18 month long program. Information gathered during the process will be used to help develop the City’s future budgets. For generations, the work ethic in Northwest Ohio communities has been the best in the country. Fremont and Sandusky County stand proud to be a leader in providing a quality workforce. However, like many communities today, there is a shortage of skilled laborers to fill maintenance, mechanical and electrical positions. Local economic development practitioners, workforce development agencies and educational institutions are strategizing to change this trend. As many Ohio communities voted down school levies during these challenging economic times, voters in Fremont endorsed a permanent improvement bond levy that resulted in the construction of a state-of-the-art Fremont Middle See FREMONT, Page 2
Transcript
Focus on FremontINSIDETHIS MONTH
www.ncbj.net
Standard Mail U.S. Postage Paid
Tiffin, OH 44883 Permit #88
Published and Owned by Schaffner Publications, Inc.APRIL 2012 Vol. 18 No. 4
“The Business Voice of Erie, Huron,Ottawa, Sandusky and Seneca Counties”
POSTMASTER: Deliver to Label Addressee or Current Resident
Celebrating18 Years of Service
We’re a proud member of the following:Bellevue Area Chamber
of Commerce
Chamber of Commerceof Sandusky County
Elmore Chamberof Commerce
Erie County Chamber of Commerce
Fostoria Area Chamber of Commerce
Genoa Chamberof Commerce
Huron Chamber of Commerce
Huron County Chamber of Commerce
Marblehead Peninsula Chamber of Commerce
Milan Chamberof Commerce
Oak Harbor AreaChamber of Commerce
Port Clinton Area Chamber of Commerce
Put-in-Bay Chamberof Commerce
Seneca Regional Chamber of Commerce
Vermilion Chamberof Commerce
Willard Area Chamberof Commerce
Demarketing -- Just Say No? .... 2
Retirement Plans for SmallBusinesses ....... 7
CHAMBERCALENDARS ...10
Well-BookedBusiness .........11
IT: Traveling Tips ................15
Taxes: Timefor EstatePlanning .........17
Legal: My Job, Your Job .........22
Sales: Guns for Hire ...........25
FREMONT: A City that Welcomes ChangeSubmitted by Mike JayEconomic Development DirectorCity of Fremont
A Community must take advantage of its assets, work to overcome its challenges and be creative in order to grow. Additionally,
change is often necessary for a community to prosper – and change abounds in Fremont, Ohio.
For many years, nitrates have leached from farmer’s fields into the Sandusky River which is the city’s water source. Nitrates can be harmful to infants and the elderly and alerts are often placed on the drinking water. Something had to change. The construction of a 732 million gallon reservoir that will provide safe drinking water and eliminate any concerns for nitrates is nearly complete. This reservoir will also guarantee the quantity of water necessary to supply large industrial users such as Heinz and Fremont Energy Center.
The City of Fremont has a new administration being led by Mayor Jim Ellis. Mayor Ellis has formulated a progressive BIG Fremont Program to foster a community-wide sharing of ideas, needs and hopes to develop a long-term strategic plan necessary for the economic and social development of Fremont. Building Innovation for Growth will depend on the collaboration between the City, targeted groups of stakeholders,
and its citizens. Economic development and community revitalization are key components to this 18 month long program. Information gathered during the process will be used to help develop the City’s future budgets.
For generations, the work ethic in Northwest Ohio communities has been the best in the country. Fremont and Sandusky County stand proud to be a leader in providing a quality workforce. However, like many communities today, there is a shortage of skilled laborers to fill
maintenance, mechanical and electrical positions. Local economic development practitioners, workforce development agencies and educational institutions are strategizing to change this trend.
As many Ohio communities voted down school levies during these challenging economic times, voters in Fremont endorsed a permanent improvement bond levy that resulted in the construction of a state-of-the-art Fremont Middle
See FREMONT, Page 2
2 April2012 North Coast Business Journal www.ncbj.net
By Jeffrey H. BrydenEditor
This crazy weather has given me new examples to use when I teach my BGSU students about the concept of “demarketing.”
If you remember your principles of marketing classes, demarketing is when a company tries to shift or control demand for its product or service to be able to best serve its customers and maximize utilization of production or facilities.
Restaurants can only seat so many people during peak dining hours, so to shift people from the traditional dinner hours, they offer “early bird” specials. Bars offer “happy hours.” Movie theaters shift people with “matinee” pricing. Amusement parks, saturated and overloaded on weekend days, encourage people to come during the week, or in the evening.
Airlines, even with reduced capacity these days, want to make sure that no flight leaves with an empty seat. Through “dynamic pricing” (the
ability to change fares instantly) they are able to raise or lower fares to maximize passenger loads. Some cynical people think that last-minute “mechanical” problems which cancel a flight, happen most frequently on those that are only half-full and are really “demarketing” attempts to save money by shifting passengers to another, fuller, flight.
Locally, our weather has forced greenhouses and others who sell flowers into a “demarketing dilemma.” Most of us are anxious to get outdoors – to get our fingers in the soil – to plant flowers. However, conscientious businesses are trying to warn us “eager beavers” that, even though we’ve been blessed with warm weather, we STILL live in northern Ohio and this is STILL March/April – not May which is the safer, more traditional time to plant.
These retailers run a risk by offering this good advice. Should they refuse to sell? Should they make customers sign a release/waiver that frees the company from responsibility if there should be a freeze or heavy snow still this spring? Not enough resistance is not professional. But too much resistance can have the customer shopping elsewhere. And the selling season, at least for these products, will be over in no time.
When retailers offer free advice – even when it
means they’ll lose money – will customers respect them for it? And heed it? How often do we pay for advice and not take it (do you always do what your doctor says is good for your health?)
This example of “Demarketing” is the smart marketing approach to keep and build a good customer relationship: The key to a successful business.
But it is tough to say “No” to a cash-in-hand prospect, isn’t it?
Where’s Waldo? Hell, Where was Page 3?Wow, was last month’s issue confusing? It was to me when I got my just-off-the-truck copy!
Seems our printer in Tiffin had a printing production mix-up and got the page plates out of order on the press. So when the paper was printed, then assembled, you were presented with what appeared to be a random order of pages (1, 2, 13, 14, 5, and so on.)
Our printer, quite reliable all these years, has offered their apology and we pass it along to you with our hopes you weren’t too inconvenienced by the seemingly random presentation.
Just Say “No?”
205 S.E. Catawba Road, Suite G, Port Clinton, Ohio 43452
NorthCoastBusinessJournal is owned and published monthly by Schaffner Publica-tions, Inc., and is mailed free to chamber of commerce members in a five-county area: Erie, Huron, Ottawa, Sandusky, and Seneca counties. The editorial deadline is the 25th of each month, with the advertising deadline the end of each month. No part of this publication may be reproduced or transmitted in any form without the expressed, written consent of the Publishers. We welcome submissions from readers in the form of letters, articles or photographs, although we reserve the right to edit and condense any articles submitted. Submissions should be sent to the editor at the above address. Include a stamped, self-addressed envelope if you would like an item returned. We prefer material (copy & photos) to be submitted electronically.
“The Business Voice of Erie, Huron, Ottawa, Sandusky and Seneca Counties”
School. The community’s commitment to education continues to be evidenced by the current construction of a new Vanguard-Sentinel Career Center facility. Terra State Community College also recently completed a major renovation of an Arts and Health Technologies Center.
The luring of manufacturing companies is taking a back seat to new efforts that will enhance the economic profile of our community. Although attraction efforts of businesses continue, retention and expansion programs are the key focus for Fremont and Sandusky County. Spending time nurturing existing businesses to help them grow has resulted in new investments, new tax revenues and job retention and creation. Programs like Economic Gardening and BetterBuildings Northwest Ohio are being introduced into local businesses.
Economic Gardening is a program that recognizes the source of job growth is created by local small companies and economic development practitioners are encouraged to create a nurturing environment for these businesses. Business managers are matched with experts in their field to
gather as much data as possible to acquire the tools necessary to be competitive in their marketplace.
BetterBuildings Northwest Ohio is a program of the Toledo-Lucas County Port Authority that provides financing of energy efficiency technology to save building owners energy costs. The energy savings pay for equipment, upgrades, installations, transactions and financing costs, making the projects “self-funding.” BetterBuildings Northwest Ohio works with all types of businesses, non-profit and for-profit organizations, educational institutions and residential buildings.
Another creative initiative is the formation of a committee to study the feasibility of a community-owned mercantile store in Downtown Fremont. These stores are stock corporations owned by local business owners and residents who buy shares in the business. Community-owned stores are designed to meet the local shopping needs by filling the void of products not being locally offered.
Status quo is not in the repertoire of Fremont’s entrepreneurial spirit. Great things are happening in Fremont and will continue to for many years to come.
FREMONT, from Page 1
Read us online too @ www.ncbj.net
www.ncbj.net North Coast Business Journal April 2012 3
By Nancy KleinhenzCommunications ManagerHayes Presidential Center
The Rutherford B. Hayes Presidential Center in Fremont, Ohio, has achieved a milestone. After years of planning and four years of work, the interior of the 31-room mansion of 19th U.S. President Rutherford B. Hayes has been restored!
The historically accurate restoration was funded by appropriations from Save America’s Treasures and the State of Ohio Capital Improvements Fund, as well as through generous contributions from numerous businesses and individuals.
Seven key areas of the Hayes Home have been returned to their appearance during the residence of Rutherford and Lucy Hayes. These rooms were most important in the daily lives of the President and his First Lady. They include the Master Bedroom, Red Parlor, Drawing Room, Library, Inner Sanctum (the President’s private bathroom), and Little Smithsonian (inspiration for creation of the Hayes Museum/Library – the nation’s first presidential library). The last two rooms long ago were converted into modern bathrooms by later generations of the Hayes family (family members resided in the house until 1965). The Inner Sanctum and Little Smithsonian have been re-created and for the first time can be viewed by the general public during guided tours of the Hayes Home.
Historical accuracy in the restoration was made possible thanks to original 19th-century photographs taken by the President’s third son and a niece. Although color photography had yet to be invented, these black and white images were supplemented by diary entries and newspaper descriptions of color schemes, as well as physical evidence uncovered in the home. Restoration Consultant Gail Caskey Winkler, an expert in Victorian interior design and her team were able to recover bits of original wallpaper and paint from
behind molding, fireplaces and fixtures.
New wall and ceiling papers, friezes, carpeting, and upholstery fabrics have been created to match the originals. So critical was historical accuracy that these items were manufactured using methods employed in the 19th Century. Several light fixtures also were re-created.
The Hayes Presidential Center is fortunate to have more than 90 percent of the home’s original furnishings in its collections. Using the 19th-century photographs as guides, the furnishings have been relocated to their original locations and positions. As Executive Director Thomas Culbertson stated, “If Rutherford and Lucy Hayes were to walk through the front doors, they would feel right at home.”
To celebrate completion of the Hayes Home Restoration, an open house is planned for 9 a.m.-5 p.m. Saturday, July 14. Everyone is invited to enjoy free abbreviated tours of the house. Guides will escort groups of 15 people through the downstairs, spending five minutes in each room. Visitors also will be able to view a video chronicling the restoration process and to visit with some of the restoration specialists who worked on the project.
The Hayes Home and Hayes Museum are open year-round 9 a.m.-5 p.m. Tuesdays-Saturdays and noon-5 p.m. Sundays. (Closed Mondays, Easter, Thanksgiving, Christmas and New Year’s Day.) The Museum’s $7.50/adult, $6.50/
senior and $3.00/children 6-12 admission provides exceptional value from May 2012 through mid-August as TWO special exhibits are on display. The Wildlife Art of Bob Hines opened in February and continues through August 14. It provides a visual biography of Ohio native and National Wildlife Artist Bob Hines. Opening May 15 and continuing through September 16 is The Gilded Age of Haviland China. This exhibit showcases
examples of some of the earliest examples of Haviland china dating from 1865-1895.
Not only is the Hayes Presidential Center home to the nation’s first presidential library, it also provides one-stop-shopping for those interested in learning about our 19th President. In addition to his museum/library and home, the Center includes the burial site of Rutherford B. Hayes – all located within 25 acres of the President’s beloved Spiegel Grove estate.
For information please call 800-998-PRES or visit www.rbhayes.org.
Continued Restoration of the Hayes Home Takes Visitors Accurately Back in Time
Then
Now
4 April2012 North Coast Business Journal www.ncbj.net
The Chamber of Commerce of Sandusky County takes pride in following our mission statement and keeping our vision statement in focus. Each, respectfully are as follows.
In keeping with the “quality leadership, information and services” line in our mission, we take responsibility for producing and updating three documents that serve the entire county. They are the Sandusky County View Book, a Business & Industrial Guide and a Sandusky County map. Each publication is updated periodically as warranted by the Chamber and made available to various audiences.
This year we are proud to be updating and distributing a new 2012 version of the Sandusky County View Book. This publication is hot off the press this
month and is a beautiful pictorial coffee table publication that showcases this great county. The book contains information on the quality of life from the educational arena, religious affiliations, health services, arts & entertainment, our cultural base, business & industry, agriculture, recreational assets and health care services and includes sections highlighting Clyde, Fremont, Gibsonburg, Woodville and Bellevue.
This full color publication was made possible thanks to many generous photographers who submitted photographs for our consideration. Thanks to these pictures, we feel the book truly tells the Sandusky County story and what a great place our county is to live, work and raise a family.
The new view book is available to anyone wishing to receive one, simply by stopping in the Chamber office, located at 101 S. Front Street in Fremont. This is possible thanks to all the Chamber members who purchased advertising in the book. The Chamber is open Monday thru Thursday, 8:30 a.m. – 4:30 p.m. We also provide businesses looking to recruit employees, clientele or customers the ability to have larger quantities. The book is also used by economic
development professionals and anyone else wanting to promote our county.Please stop in the Chamber soon to pick up your copy of the 2012 Sandusky
County View Book, we are sure you’ll enjoy it. We are proud to be the organization responsible for its production and are pleased to have worked with our Chamber members’, WAMH Design LLC and Lesher Printers Inc., on producing this quality product.
Sandusky County Chamber – Keeping our Focus
Mission: The Mission of the Chamber of Commerce is to provide quality leadership, information and services throughout Sandusky County.
Vision: The Chamber of Commerce of Sandusky County aspires to be the recognized leader of business advocacy, and an information resource in the areas of agriculture, industry, retail, and service. We will work together to foster community partnerships in promoting our area as a better place to work, live and raise our families.
www.ncbj.net North Coast Business Journal April 2012 5
Submitted by Kay Reiter, SCEDCThis article is from theToledo Business Journal
A strategic initiative was undertaken by the Sandusky County Economic Development Corporation (SCEDC) to shift the organization’s funding to significantly increase the amount of private sector dollars available for development. During 2009 and 2010, a fund raising campaign was undertaken that brought private sector companies throughout Sandusky County on board as investors for a five-year period. This initiative raised over $1.3M of new private sector funding for SCEDC.
New iNvestmeNt aNd New jobsThe organization’s performance during 2011
provides insight into the results that are being accomplished with this increased private sector funding.
During calendar year 2011, $64.8M of new investment was placed in Sandusky County from projects in which SCEDC was involved. These projects resulted in the creation of over 220 new jobs for area residents. These projects also resulted in the retention of 1,921 existing jobs. The payroll and property taxes being provided to the County as a result of this new investment is coming at a critical time as public sector entities around the country face increasing budget pressures.
Major projects that placed new investment in Sandusky County during 2011 include:
• Crown Battery — $4M of new investment that added 38,000 square feet of space along with new equipment. 75 new jobs were created.
• Heinz NA — $12.5M of new investment that resulted in 63 new jobs with the retention of 473 jobs.
• Wahl Refractory Solutions — $3M of new investment with the addition of 3,000 square feet of space that created 3 new jobs and retained 69.
• Evergreen Plastics — $7.7M of new investment that added 65,000 square feet of space and included $5M for new equipment.
• L.F. Fultz & Son, Inc — $6M of new investment in its Clyde Recycling Center adding 80,000 square feet of space.
• TRIPS Transportation — $2.7M of new investment in this facility that supports public transportation for the area.
• Terra Community College — $4.6M of new investment in Building D.
• Holiday Inn Express — $5M of new investment in a new facility that created 20 new jobs.
• Vanguard-Sentinel Career Center — $29M of new investment to construct a new facility with 70,000 square feet of space.
strategic PlaN- chaNge makerThe success with new investment and new job
creation in 2011 was not only the result of bringing increased private sector funding resources to the organization, but also in the way this new funding
is being deployed. A board of directors committee headed by Jeff Durham, vice president and general manager, Whirlpool Clyde, has done the work of developing the strategy plan that guides the deployment of the organization’s resources. The committee is in the process of completing a new strategic plan that will be put in place called Change Maker.
The new plan will increase emphasis on both new business attraction and also the recruitment of suppliers currently servicing businesses in the county.
When a local company learns of a new facility need by a supplier, SCEDC will work with management to locate the supplier in close proximity. Often, significant cost reduction with inbound logistics and inventory carrying costs can be obtained for the local company that gets a supplier to locate closer to its facility. Other significant benefits to the operations are also obtained.
attractiNg site selectorsOne of the strategic initiatives undertaken by the
organization was the development and launch of a new web site for SCEDC. The organization started this work by conducting a focus group session with a number of site selection consultants. These professionals who work with clients to determine the location of new facilities or the expansion of existing operations provided valuable guidance. They stressed the critical importance of having information easily available. This information is used to enable them and their private sector clients to find available industrial properties and prepare financial, workforce and other analyses and subjective assessments in order to make a site selection decision. They advised during the focus group session that this work is done 24/7 and that often economic development and community websites are accessed for this information.
The site selection consultants highlighted a number of key information areas that included economic incentives, education resources, workforce data, and supply chain options.
The new SCEDC website and its underlying Industrial Property SCOUT system was developed using the guidance from these site selection consultants.
aidiNg local maNufacturersManufacturing will continue to drive the regional
economy and SCEDC’s strategic initiative to assist the growth and development of local industrial operations is a critical part of the organization’s activities.
The agency will continue its involvement with and support of the Sandusky County Manufacturers’ Roundtable. This group of over 40 manufacturers located in the County will continue to meet four times a year. The networking and association that its members have obtained from each other has provided important value. The plant tours that are conducted following each session have become a
source of insight and new solutions to members faced with issues in their own operations.
Each meeting includes a program session that is determined by the manufacturer members. One of the sessions during 2011 enabled the members to meet with senior leadership from Club Car, LLC. The speaker provided a presentation titled- How you can get big fast and do it successfully.
An upcoming session will provide members access to Paul Zito who formerly headed the European operations located in Belgium for the Ohio Department of Development. His topic is- How to succeed in international business without trying. Zito is currently with the Regional Growth Partnership and is spearheading an effort to increase foreign investment in northwest Ohio.
ecoNomic gardeNiNgAnother strategic initiative called Economic
Gardening was launched during 2011. This program is being implemented jointly with Ottawa County Improvement Corporation (OCIC) and Edward Lowe Foundation. It involves an effort to work primarily with and assist second-stage companies. These are businesses that have grown past the startup stage but have not grown to maturity. They generally have revenues between $1 million and $50 million.
The program works with these established companies to assist them in setting new initiatives for additional growth. This may come from opportunities identified from markets they are not currently servicing, product alternatives that result
“Sandusky County Working to Become a Change Maker”
MAY PAINTING INC.Family Owned and Operated Since 1933
Serving Commercial & Industrial Accounts In NW Ohio
Ohio Senator Gayle Manning paid a visit to local Design Build General Contractor, Janotta & Herner Inc. recently. The purpose of the visit was to learn more about the health of the local construction industry and participate in a round table discussion centered on issues that affect our area’s contractors.
One of the issues discussed was the difficulty finding qualified and willing entrance level employees. Drug testing, valid driver’s licenses and competitive wages are all factors that are influencing the number of workers hired in our area. According to Senator Manning, “As long as unemployment benefits are equal to or close to starting wages, finding candidates who
are willing to work for the that money will be an issue.”
Key Janotta & Herner staff were eager to hear the Senator’s feelings about the 13th District’s economic recovery. The Senator praised the efforts of Governor Kasich and the “Jobs Ohio” program. She said that the Governor’s efforts at bringing new industry to Ohio have been very successful and we can expect more of the same in the future. “The overseas trips made by Governor Kasich seem wasteful to some, but the results of those trips are new industries and jobs for many in our region.” She added, “The competition between States to attract new industry is fierce. Ohio is doing very, very well, and we can be proud of our success.”
Senator Manning toured the JHI facility and spoke with a number of workers about their jobs and future opportunities. Pictured are JHI Welder Mark McCubbin, Senator Manning and JHI Director of Business Development, Ted Kastor.
Senator Gayle Manning represents the 13th Ohio Senate District, which encompasses Lorain and Huron Counties and eastern portions of Seneca County. Her office can be reached by phone at (614) 644-7613 or by e-mailing [email protected]
6 April2012 North Coast Business Journal www.ncbj.net
In order to handle increased patient volume, two new patient care rooms have been added to the Memorial Hospital Emergency Department. The rooms were previously used as office and triage space in the department. By utilizing these two rooms for patient care, the emergency department now has 15 private patient rooms. The new rooms were put in use March 23.
According to Corey Leber, R.N., emergency department director, “Memorial Hospital’s emergency department professionals always ensure that our patients have the best emergency care experience possible; we provide personal, compassionate care as if every patient were a part of our family.”
Board certified physicians, physician assistants, certified nurse practitioners, registered nurses and additional administrative associates staff the Memorial Hospital Emergency Department 24 hours a day, seven days a week. In 2010, the department underwent a $1.7 million complete reconstruction. The 2010 renovations included an addition to the department’s lobby, as well as the addition of several new private patient rooms. For more information about emergency care at Memorial Hospital, visit memorialhcs.org.
Memorial Hospital ER Adds Two Rooms
Memorial Hospital engineering services associates Tim Schneider and Mark Golamb work to complete the new rooms.
Ohio District 13 Senator Manning Visits Janotta & Herner Inc.
www.ncbj.net North Coast Business Journal April 2012 7
Douglas GildenmeisterSenior Vice President, InvestmentsThe Gildenmeister Wealth Management Group of Raymond James
If you’re self-employed or own a small business and you haven’t established a retirement savings plan, what are you waiting for? A retirement plan can help you and your employees save for the future. And you’ll be in good company--over 1 million small businesses with 100 or fewer employees currently offer workplace retirement savings plans.
Tax advanTagesA retirement plan can have significant tax
advantages:• Your contributions are deductible when made• Your contributions aren’t taxed to an employee
until distributed from the plan• Money in the retirement program grows tax
deferred (or, in the case of Roth accounts, potentially tax free).
Types of plansRetirement plans are usually either IRA-based
(like SEPs and SIMPLE IRAs) or “qualified” (like 401(k)s, profit-sharing plans, and defined benefit plans).
Qualified plans are generally more complicated and expensive to maintain than IRA-based plans because they have to comply with specific Internal Revenue Code and ERISA (the Employee Retirement Income Security Act of 1974) requirements in order to qualify for their tax benefits. Also, qualified plan assets must be held either in trust or by an insurance company.
With IRA-based plans, your employees own (i.e., “vest” in) your contributions immediately. With qualified plans, you can generally require that your employees work a certain numbers of years before they vest.
Which plan is righT for you?With a dizzying array of retirement plans to
choose from, each with unique advantages and disadvantages, you’ll need to clearly define your goals before attempting to choose a plan. For example, do you want:
• To maximize the amount you can save for your own retirement?
• A plan funded by employer contributions? By
employee contributions? Both?• A plan that allows you and your employees to
make pretax and/or Roth contributions?• The flexibility to skip employer contributions in
some years?• A plan with lowest costs? Easiest administration?The answers to these questions can help guide
you and your retirement professional to the plan (or combination of plans) most appropriate for you.
sepsA SEP allows you to set up an IRA (a “SEP-IRA”)
for yourself and each of your eligible employees. You contribute a uniform percentage of pay for each employee, although you don’t have to make contributions every year, offering you some flexibility when business conditions vary. For 2012, your contributions for each employee are limited to the lesser of 25% of pay or $50,000. Most employers, including those who are self-employed, can establish a SEP.
SEPs have low start-up and operating costs and can be established using an easy two-page form. The plan must cover any employee aged 21 or older who has worked for you for three of the last five years and who earns $550 or more.
siMple ira planThe SIMPLE IRA plan is available if you have 100
or fewer employees. Employees can elect to make pretax contributions in 2012 of up to $11,500 ($14,000 if age 50 or older). You must either match your employees’ contributions dollar for dollar--up to 3% of each employee’s compensation--or make a fixed contribution of 2% of compensation for each eligible employee. (The 3% match can be reduced to 1% in any two of five years.) Each employee who earned $5,000 or more in any two prior years, and who is expected to earn at least $5,000 in the current year, must be allowed to participate in the plan.
SIMPLE IRA plans are easy to set up. You fill out ashort form to establish a plan and ensure that
SIMPLE IRAs are set up for each employee. A financial institution can do much of the paperwork. Additionally, administrative costs are low.
profiT-sharing planTypically, only you, not your employees,
contribute to a qualified profit-sharing plan. Your contributions are discretionary--there’s usually no set amount you need to contribute each year, and you have the flexibility to contribute nothing at all in a given year if you so choose (although your contributions must be nondiscriminatory, and “substantial and recurring,” for your plan to
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Retirement Plans for Small Businesses
Estate
See ESTATE, Page 19
8 April2012 North Coast Business Journal www.ncbj.net
Elmwood Pharmacy at The Springs is the newest service to be introduced at Elmwood Healthcare Center (EHC) at The Springs for 2012. Once again, meeting the needs of Elmwood’s patients and medical specialists, Elmwood has opened an onsite, hospital pharmacy on the west campus that will provide pharmaceutical medications and supplies prescribed for all Elmwood Specialty/ LTAC Hospital patients.
A private, ribbon-cutting ceremony announcing the opening of the new pharmacy, located on the ground floor, was held on March 7. Kathy Hunt, Elmwood’s owner and CEO, welcomed the new pharmacist and pharmacy staff, the managing pharmacy representatives from Pharmacy Systems, Inc. and other guests including physicians, families of hospital patients, and Elmwood employees. After introductions were made, the ribbon cutting ceremony took placed followed by a quick tour.
“Our first step was to open the
pharmacy so we could begin dispensing medications for our hospital patients,” stated Hunt. “Now that we have begun this phase, our next step will be to eventually extend this service to our employees and their immediate families. In the future, we hope to open the pharmacy to the public. However, that decision will be determined based on community needs at that time.”
Christina Bell, Director of Pharmacy at Elmwood Pharmacy at The Springs is now available for consultations with physicians and patients to help with patient’s education. She will also review all physicians’ orders for potential medication interaction and other medically related issues.
Pharmacy Systems, Inc. (PSI) is the managing company for the Elmwood pharmacy. PSI also manages other hospital pharmacies around the area. Elmwood Health & Wellness Campus at The Springs is located on State Route 19 in Green Springs. www.elmwoodatthesprings.com
New Pharmacy at Elmwood
Brett Larkins, Regional Director of Operations for PSI (left); Mike Shumate, Pharmacy Director of Grace Hospitals, Cleveland; Kathy Hunt, Owner & CEO, Elmwood Communities; Deanna Turner, Elmwood LTAC Hospital Administra-tor; Christina Bell, Director of Elmwood Pharmacy at The Springs; and Chuck Bernotas, Executive Director of Marketing for PSI.
in new customers, changes in their operations that increase business activity, and other options that an outside project team develops for the participating companies.
This strategy is aimed at supporting established businesses already in the County and obtaining new investment and new jobs from the increased growth that these companies obtain from this program.
To assist this initiative, students from Terra Community College will be producing a video to highlight the results from two of the participating companies. This video will be used to recruit new businesses to the program.
Supplier RecruitmentOne of the major strategic initiatives
set by the organization is to win new investment and new jobs by recruiting suppliers that are currently servicing companies with facilities in the County. With the support of businesses with operations in Sandusky County, SCEDC has been successful at obtaining significant new investment and new jobs from the location of new supplier facilities in close proximity to a major customer already in the area. An example in 2011 was the completion of the construction of an addition to Revere
Plastics Systems in Clyde, Ohio existing facility. The company is a supplier to Whirlpool’s operations in Clyde.Leadership
The State of Ohio has initiated major changes in the way it conducts economic development. Under the Kasich administration, a new organization was created called JobsOhio and many development activities in the State have been privatized and placed within this new private sector entity.
The major changes undertaken with JobsOhio have required SCEDC to spend significant time and effort to assist the transition to this new approach and to support new demands on the agency’s limited resources.
The privatization of economic development activities in the State provides a new opportunity to conduct development business to better support the needs of clients in the private sector.
SCEDC has made changes to its own leadership. Mike Winthrop, president and CEO of The Bellevue Hospital is now the chairman of the board for the organization. Phil Rudolph Jr. has been installed as the Secretary for the board.
SCEDC, from Page 5
www.ncbj.net North Coast Business Journal April 2012 9
During 2011 and thus far in 2012, Memorial Hospital has achieved numerous national accreditations; improved quality care data and patient satisfaction scores; and seen significant financial investment toward enhancing its facilities. In 2011, the hospital also earned a positive operating margin for the fourth consecutive year.
“Through the hard work of hospital associates, Memorial Hospital has continued to be a great health care choice for the communities we serve, “said Wesley Oswald, Memorial Hospital Interim CEO
Among its most significant accomplishments, is the Joint Commission Gold Seal of Accreditation Memorial Hospital earned in 2011; the hospital laboratory and home health and hospice services also earned the gold seal.
According to Oswald, “Our hospital, lab and home health and hospice associates commitment to providing excellent health care is the reason Memorial Hospital earned these gold seal accreditations,” he said. “With the Joint Commission recognition, our patients can be assured that they are receiving top notch care at our facilities.”
In addition to the Joint Commission accreditation, Memorial Home Health also earned a citation free inspection for the Ohio Department of Health was named as a 2011 HomeCare Elite Top Agency.
The hospital diagnostic imaging department also earned several American College of Radiology (ACR) Gold Seal terms of accreditation. The hospital CT scan, mammography, MRI, nuclear medicine and PET scan modalities each are ACR accredited.
“Earning these recognitions required meticulous examination of hospital safety processes and thorough assessment of quality data, the results of which demonstrate to our patients that their safety is our top priority,” said Oswald.
Memorial Hospital facilities have also seen significant financial investment. In November 2011, the hospital information technology department began working on Project ASPIRE, which is a $6.7 million technology enhancement initiative. This project will upgrade or replace nearly every facet of the hospital network and computing system, which will result in greater efficiencies and improved patient safety in the care provided at Memorial Hospital.
Other facility enhancements at Memorial Hospital include the renovation of two administrative offices to create new patient care rooms in the hospital emergency department, new automated pharmacy equipment, new video interpreting equipment and an enhanced space for electrocardiogram (EKG) testing. The hospital has also leased additional hospital space on Enterprise Street in north Fremont.
The Memorial Hospital Board of Directors also recently decided to pursue a potential affiliation with ProMedica. Hospital leadership is currently in negotiations regarding this potential affiliation.
Memorial Hospital physicians Anas Balaa, M.D. and Iracema Arevalo, M.D. each earned new board certifications as well. Dr. Balaa earned a sleep medicine board certification and Dr. Arevalo became board certified in pediatric infectious disease.
Memorial Hospital has provided health care to Sandusky County and neighboring communities since 1918 – the nationally accredited hospital provides inpatient and outpatient services. It offers a comprehensive range of services, including diagnostic imaging services, a wide range of surgical procedures, intensive care, inpatient pediatric care, emergency care, obstetrics, rehabilitation services, mental health services, hospice care, home health care and much more. For more information, visit memorialhcs.org.
866.AT.TERRAwww.terra.edu
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Accelerated courses for people on the go!Check out our Summer Term course offeringson our website. For more information, contactour Admissions office at 419.559.2349.
Quality, Growth Remain Focus at Memorial Hospital
10 April2012 North Coast Business Journal www.ncbj.net
www.ncbj.net North Coast Business Journal April 2012 11
By Cathy Allen
Thousands of titles in business, m a n a g e m e n t and personal development are published each year, providing a
wealth of information from wise and experienced leaders and academics. Add in pile after pile of magazines, newsletters, listservs, Web sites and social media and information overload is in the cards for anyone just trying to stay connected to trends in their field. So, rather than putting together a book synopsis this month, I’ve decided to provide North Coast Business Journal readers with a starting point for wading through the sea of offerings and finding business-related books that are relevant, interesting, and worthwhile.
First off, most of the books I have read and summarized in “The Well-Booked Business” over the last couple of years are found in a fabulous compilation published in 2009 called The 100 Best Business Books of All Time: What They Say, Why They Matter, and How They Can Help You by Jack Covert and Todd Satterstein. You can find their list on the web at www.100bestbiz.com. These well-read authors wrote and compiled 2-3 page synopses of books on strategy, sales and marketing, management, entrepreneurship, innovation and creativity, and much more. Each summary also comes with recommendations for further reading. Without their book, I never would have read Moneyball or discovered how inspirational Richard Branson can be.
After Oprah, my favorite magazine is Harvard Business Review, which often carries articles and essays from book authors who either update their subject or preview it. The April cover story, for instance, is “The Real Leadership Lessons of Steve Jobs” by biographer Walter Isaacson. They publish several collections of articles each year, featuring the best of the best on a subject like “change” or “habits of highly effective managers.” HBR is an excellent way to stay on top of business trends and research for those whose college days are far behind them. Each monthly issue has a recommended title from their own publishing house, from which they usually post a free chapter at www.hbr.org. Here are the last three:
• Reverse Innovation: Create Far From Home, Win Everywhere by Vijay Govindarajan and Chris Trimble.
• Repeatability: Build Enduring Businesses for A World of Constant Change by Chris Zook and James Allen.
• The Little Black Book of Innovation:
How It Works, How to Do It by Scott D. Anthony.
Airport gift shops are great for finding the most recent and best-selling titles. Limited space forces them to display only the most popular books for the business traveler. Seekers are therefore spared the time it takes to stand with heads tilted sideways, searching for the needle in the haystack. Just last week I discovered and happily picked up Stephen R. Covey’s latest offering called The 3rd Alternative: Solving Life’s Most Difficult Problems, which looks fantastic.
Now, I could have saved $11.00 if instead of buying it when I spotted it, I had waited until I got home and logged in to my favorite book-buying website, www.Abebooks.com. Here we find a network of independent book sellers who have new and used copies of any title I’ve ever searched for, including those that are out of print or published in Canada. Even with shipping costs, the radically-discounted prices make it well worth the effort to order books this way and let the postal service bring them to you.
Several companies offer 5-8 page synopses of everything that’s published through the major houses. One of my favorites is Soundview Executive Book Summaries (www.summary.com.) These are available in print, as downloads, and sometimes even on audio CD for order individually or by subscription. Once I’d ordered one or two, I found myself on their mailing list and started receiving newsletters outlining the titles they are featuring. Their last three are:
• The Ikea Edge: Building Global Growth and Social Good at the World’s Most Iconic Home Store by Anders Dahlvig (McGraw-Hill, 2012)
• The Dip: A Little Book that Teaches You When to Quit (and When to Stick) by Seth Godin (Portfolio, 2007)
• Truth North Groups: A Powerful Path to Personal and Leadership Development by Bill George and Doug Baker (Berrett-Koehler, 2011)
Though I am still resisting electronic reading devices, the internet is a fantastic source for finding new books. I have signed up for several groups on LinkedIn that are related to my profession (facilitation and organizational development) and I enjoy being part of discussions with colleagues from all across the country who sometimes recommend books and articles.
Since so many business leaders serve on non-profit boards of directors, let me point out that in my opinion there is no better place for good reading in this sector than www.boardsource.org.
Their extensive library has something for everyone.
Goodreads.com is a kind of social media site for bibliophiles. Over a million users have established a free account, built a profile listing their favorite genre(s), reviewed books they’ve read, and indicated what they have on their to-read stack. Recommendations for future reading come from both the site itself and also from other readers who “friend” each other like they do on Facebook. Members can swap books or join a book club offered through the site, including several for the business reader. I recommend all of the books I’ve featured in “The Well-Booked Business,” but Goodreads.com is the place to go to see how many stars I’ve given them.
My profile is www.goodreads.com/user/show/8027325~cathy~allen. North Coast Business Journal readers are invited to log in and friend me. Let me know what you are reading, tell me what you
may have gained from any book I’ve written about in “The Well-Booked Business,” or recommend a title to me. If we get a big enough group together, I will happily launch a NCBJ book club. We could decide together what to read next and then gather either in person or via the web to discuss what we’ve learned.
Reading is a personal thing, and reading time is precious. Whether one prefers pixels or paper, full-length or synopsis, fable or carefully-constructed thesis, each reader’s needs are unique. I hope this rundown of the resources I use is helpful and I look forward to hearing from you. Feel free to write to me at [email protected].
Cathy Allen is the owner of Creative Option C, LLC, a facilitation and organizational development consulting firm in Marblehead. An avid reader and writer, Cathy has posted a series of resources to her company website at www.CreativeOptionC.com. Book lovers should be sure to sign up for her newsletter mailing list - a big announcement is on the way!
The Well-Booked Business
12 April2012 North Coast Business Journal www.ncbj.net
The Chamber of Commerce of Sandusky County’s 2012 Ag Week Kickoff Breakfast was held recently at Ole Zim’s Wagon Shed in Gibsonburg. The Agricultural Committee announced that Scott Rathfelder, Jr. received the Farmer of the Year
Award and SCRAPS (Sandusky County Restorers of Antique Power) received the Agricultural Service Award.
Scott Rathfelder is the 2012 recipient of the Farmer of the Year Award. He grew up in Sandusky County and has been farming all his life. Rathfelder graduated from Old Fort High School and attended Columbus State to pursue a career in C o n s t r u c t i o n
Management. He always knew he wanted to farm so he came back to do just that. After the death of
his grandfather, Scott stepped up to the plate with the family farm; setting up appointments with the banks, seed companies and fertilizer companies along with keeping up with the maintenance and other parts. He keeps up on the land with taking pride in the care he provides on his land. Currently he is farming the same ground his great, great-grandfather farmed.
When he is not farming, he enjoys hunting and spending time with his family. In his spare time you can find him hunting for whitetail deer or taking his nieces and nephews on a ride in the Combine. He is happily married to his wife of 6 years, Jennifer Rathfelder.
SCRAP, also known as Sandusky County Restorers of Antique Power, is the recipient of the 2012 Agricultural Service Award. This organization is known throughout the community for its civic involvement, farm and agricultural service accomplishments, and commitment to family.
This organization was formed in 1986 by four members. They plan and conduct a yearly show that shows visitors a taste of this county’s Agricultural history of the 30’s, 40’s and 50’s which includes the change from horses to iron machines. Their first show was of their 7 restored tractors.
Since then, the show has grown to 575 tractors and a membership of 800+ in 11 states. A large three day flea market and a giant consignment auction have become a big part of the show.
This show, in cooperative effort with the Sandusky County Park District at White, is held at White Star Park every year. They have
also been active in making improvements to the park such as installing concrete floors, putting in a water line to the barn, and chinking the log cabins. Many groups and people have benefited from these improvements along with the setup of this organization.
Entertainment includes fiddling contests and talent shows. Kids are invited to participate in the kiddy tractor pull and go for rides in the barrel train that takes them throughout the show. Every day ends with a tractor parade open to all exhibitors. There is always something for everyone.
Accepting the award was Bill Siebert, a director of SCRAP.
In an effort to involve local FFA chapters into the program, the Ag Committee extends invites to all local chapters. Vanguard FFA member, Brittany King, led everyone in the Pledge of Allegiance and Lakota FFA member, Taylor Heileman gave the invocation. Vanguard Career Center FFA
donated the centerpieces. The Chamber of Commerce of Sandusky County
Agricultural Committee presented the Sandusky County Food Pantry with checks totaling over $700 in donations received from Ag Committee Members, Chamber members, and members of the community. Lyla Avers, representative from the Sandusky County Food Pantry, accepted the donation.
Sandusky County Ag Week Announced Ag Award Winners
RATHFELDER
SEIBERT
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www.ncbj.net North Coast Business Journal April 2012 13
By Marsha S. Bordner, Ph.D. President, Terra State Community College
There is a direct correlation between the success of an institution and the amount of self-evaluating and continuous improvement it pursues.
At Terra State Community College, we take our strategic planning very seriously. Our desire to be the best we can be directly impacts our success in preparing our students to do the same.
Our new strategic plan, Vision 2016, has begun with earnest. Our mission is “To be the catalyst for prosperity by providing quality learning experiences for life and work in our global community.”
We have developed a series of goals and initiatives to help us fulfill that mission. The plan encompasses everything from student completion rates to co-curricular learning options, from community outreach and engagement to expanded work-based experiences, and from expanding the college’s resource base to updating the capital master plan.
Terra’s future also includes several other major changes.
Since it had been more than two years since we had evaluated the effectiveness of our academic divisions, it was time to do so. Our full-time faculty has grown from 42 to 52, our programs have expanded and our student population remains near record levels.
So, beginning July 1, we will expand from three academic divisions to four - Allied Health, Nursing and Science; Business and Creative Arts; Engineering Technologies and Mathematics; and Liberal Arts and Public Services.
Our academic programs will be housed in divisions which will maximize employment trends in northwest Ohio and in the state as a whole. The organization of our divisions is also intended to be innovative and strategic.
I would like to share a highlight or two for each new division.
Allied Health, Nursing and Science
The U.S. Bureau of Labor indicates that much of the future job growth in our nation as a whole will be in health fields.
Our RN program, Medical Assisting and Health Information Technology programs continue to attract large numbers of students. The Physical Therapist Assistant program recently went through a critical step in the process towards achieving accreditation and we hope to seat our charter class in the fall of 2012.
Clinical Laboratory Science will migrate from Lorain County Community College to become a Terra program in the next two years. Plans are under way to develop an Occupational Therapist Assistant.
Business and Creative Arts
Unlike many collegiate music/arts program, ours is building a reputation for its focus on the music industry. The centerpiece of the music/arts wing is the production studio complex. Our students learn the “business” of entertainment in a state-of-the-art commercial studio.
The linkage and synergy with traditional business programs like accounting, management, marketing and office administration become more evident. The entertainment and music industry is dependent upon good business practices.
In essence, all successful creative arts are business-based; all Terra students in our newly formed Business and Creative Arts Division will be introduced to entrepreneurial concepts.
Engineering Technologies and Mathematics
Terra continues to follow a national and local trend in not meeting the employment needs of the manufacturing community. Manufacturers still report a shortage of qualified workers, a situation magnified by the large number of projected retirements.
In this third division being formed, there will be a renewed focus on serving our local manufacturers. There is a great need to uphold the College’s strong roots in technical education by aggressively pursuing connections with the manufacturing community.
There has always been a link between engineering technology and mathematics. In fact, much of the core of engineering begins with math. Hence, mathematics will be housed in the same division.
Liberal Arts and Public Services
While all divisions will bear some responsibility for transfer, this division will be charged with a focus on preparing students for four-year degrees. With the high cost of higher education, two-year colleges like Terra should be able to attract far more students.
The professions included in Public Services at Terra and in Ohio at large (Early Childhood Education, Social Work Assistant and Criminal Justice) are all focusing on the completion of a bachelor’s degree or beyond in future years as the desired credential. These careers fit nicely with those in
the liberal arts.Developmental Education, which is planned to
be phased out of universities in Ohio, will take on an even more prominent role at Terra and other two-year colleges. This division will focus some of its energy on this important component of the success agenda in Ohio.
Also on July 1, Terra will begin a new era as I retire and Dr. Jerome Webster becomes the College’s sixth president. As Dr. Webster has been our Vice President for Student and Administrative Affairs for the past several years, I am confident that he will continue to oversee the continued growth at Terra.
As for me, I will be moving on to the next phase in my life. I will leave Terra with pride in our accomplishments, with happy memories from both campus and community relationships, and with great hope and anticipation for the College’s future.
Nursing student Misty Smith, of Fremont, practices suc-tioning in the simulation lab while Tina Weaver, Nursing Lab Coordinator, of Findlay, monitors from the control room.
Terra: Planning for Continued Success
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14 April2012 North Coast Business Journal www.ncbj.net
With a dedicated team of professionals, including Dr. Michael Fitzpatrick, Medical Director of Mercy Tiffin Hospital’s Emergency Care Center, and Dr. Steven Bruhl, Cardiologist, Mercy Tiffin Hospital has received Chest Pain Center
Accreditation from the Society of Chest Pain Centers (SCPC), an international organization dedicated to eliminating heart disease as the number one
cause of death worldwide.
As a Society for Chest Pain Centers accredited facility, Mercy Tiffin is held to higher standards, so your heart gets the care it deserves. You can expect better care and response time when seconds count.
Getting treated for chest pain at an Accredited Chest Pain Center means you are getting the best and most current care available for what could be a heart attack. It means:
Faster assessment and treatment Better odds of surviving a heart attack Better odds of recovering with a
good quality of life
Nobody likes to talk about chest pain.
If you experience chest pain along with any of the following symptoms of a heart attack, call 911 immediately:
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•Shortnessofbreath
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Recharge Billboard “Best in Show” The region’s destination marketing organization, Lake Erie Shores &
Islands, recently received another honor for their 2011 “Recharge” marketing campaign. A billboard, which was located on US 6 in Erie County, was named “Best in Show” in the 2011 Joseph Radding Eight Sheet Outdoor Awards. The award was given by the Eight Sheet Outdoor Advertising Association (ESOAA), an organization which develops and enforces industry standards for 6’x12’ billboards, called eight-sheets.
Each year the ESOAA judges eight-sheet billboards nationwide for creativity and effectiveness. The judges for the 2011 competition were Dave Jacobs and Frank Nataro, each past Executives with the ESOAA, Randall Williamson, Publisher and Editor of Outdoor Advertising Magazine, and Cindy Williamson, Marketing and Finance Director of Outdoor Advertising Magazine. 82 entries were considered for eight awards, eight runner-up awards, and one “Best of Show.”
The Lake Erie Shores & Islands billboard was designed in-house by LES&I-East Marketing Manager René Franklin and submitted to the competition by Hart Advertising. Other award-winning local billboards submitted by Hart Advertising included Barnes Nursery and Miller’s Garden Center, as well as a runner-up award for Marconi’s Italian Restaurant.
Lake Erie Shores & Islands Outdoor Advertising Honored
Coming in May
Focus on Huron& Vermilion
www.ncbj.net North Coast Business Journal April 2012 15
IT
By Don Knaur
With the advent of good weather, traveling becomes a pleasure instead of a chore and like most people, you are probably going to be doing more of it, if the price of gas allows you to. Notebook PC’s, Netbooks, Tablets and Smart Phones are becoming very useful traveling c o m p a n i o n s . Almost all motels provide free WiFi connections at least in their lobbies. Also, most fast food and/or family restaurants provide this service, too. Having the Internet easily available can make traveling far more enjoyable.
For the last few years, many of us have used our GPS units sometimes supplemented by Travel Guides, especially those provided by AAA to direct us in our search for decent dining choices. With the advent of WiFi hot spots being readily available, we now can find even better solutions to the dining question. There are several sites that provide information about restaurants including the type of Menu (America, Chinese, Greek, etc.), relative cost, in some cases actual menus and even customer and/or professional reviews.
Our favorite sites are Yahoo Local (local.yahoo.com) and AOL’s restaurant locator (www.aol.com and go to the “City’s Best” section). However, beware of the reviews. They can be misleading due to the ability of anyone to write a review. For example, when we went to Savannah we looked up “Lady and Sons,” Paula Deen’s famous restaurant, and noticed that there were a lot of poor
reviews. However when we read them, they all were criticizing the buffet. As in almost all buffet critiques, the problems cited were lack of ability to keep the food tasting like it had just been prepared for you, instead of the buffet. So, we chose to select from the menu and absolutely loved our food.
You can also do a little research on the area you are traveling to. Most large cities have a local site that can advise you on the best dining and entertainment options. For example, Columbus has an online magazine, www.614columbus.com, that rates a variety of restaurant styles and options. While you are on the site you have selected, right click on the page and then left click on “Add to Favorites.” At that time, if you don’t already have it, I would recommend making a folder for the city you’re visiting. Now, go ahead and add the site that you chose to your favorites for easy access from your Notebook or Netbook.
While looking up restaurants can be very beneficial, also being able to look up tourist attractions for directions, hours and costs can be very helpful and easy to do using the AOL and Yahoo sites. While more and more information is available for Smart phones, using either your Notebook or Netbook is best for most of these applications, because you often have to “drill down” through a website to get this type of information. “Drilling down” means that you have to go through several layers of web pages to reach the information and this can be more time consuming and difficult on Smart Phones. This type of search is best done while you are stationary due to the amount of interaction required between you and the
computer. Mobile information on gas prices
and restaurants is easily acquired with a smart phone. My wife does this for me all of the time, because I gave her a smart phone for Christmas. I kept my old phone that is smart enough to be a good phone with an address book and a calendar which is all I need as I rarely travel out of the local area without her. Of course, you should not be using a smart phone for these tasks while driving. There are three free applications (apps) that she uses all of the time: Gas Buddy (www.gasbuddy.com), Yelp (www.yelp.com) and Urban Spoon (www.urbanspoon.com ). Gas Buddy will show you the gas prices near you with a map to get you to them. Yelp and Urban Spoon will help you find
restaurants near you. All of these apps utilize the GPS function of your smart phone and tie it to their database.
I hope these tips will help you enjoy this early spell of beautiful traveling weather.
Don is the CWO (Chief Working Officer) of Help-Desk, Ohio, a complete computer service center, located in Suite A of the Courtlee Interiors’ Building, 2499 W. Market in Tiffin. Don has a degree in Computer Programming from Tiffin University and has been an Information Technology Professional for over 26 years. He started Help-Desk, Ohio in the spring of 1996 and opened his shop in March 2001. Don welcomes calls for advice or information at 419-448-8020.
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Elmwood’s Specialty Hospital focuses on improving the lives of patients requiring extended long-term acute care, who are ineligible to yet, be transferred to a skilled nursing, or other sub-acute facility after being released from a regular hospital. These individuals usually suffer from complex multiple injuries or illnesses.
Known for our aggressive intervention, positive outcomes, and rehabilitation expertise, Elmwood’s team of medical professionals, comprised of the area’s top specialists, along with Elmwood’s quality nursing staff, stand ready to care for you or your loved one should you ever need their services.
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ffcuNCBJ5x5-0312.pdf 3/13/12 11:52:45 AM
Submitted byLouis D. Maglione, CPA, ABV, CFFBarnes Wendling
The Ohio and federal estate tax laws have undergone recent changes and have resulted in an u n e x p e c t e d opportunity to revisit estate planning.
Legislative Update In the last 24 months we’ve seen
numerous changes to estate tax laws. First, the federal estate tax had a $3.5 million exemption and a top rate of 45% on amounts above the exemption. Then in January of 2010, the federal estate tax was temporarily
repealed. Later in 2010, a new law was enacted giving 2010 estates the choice of a federal estate tax with a $5 million exemption and a 35% tax rate or electing out of the estate tax and deal with capital gains tax treatment of inherited assets. At the start of 2011, the federal estate, gift and tax exemptions were all set at $5 million with a top rate of 35% for the next two years. The Ohio General Assembly repealed the Ohio estate tax, effective for all deaths on and after January 1, 2013.Looking Forward As we currently stand, beginning on
January 1, 2013, the federal estate tax exemption is scheduled to go back to $1 million (adjusted for inflation from 2001 to roughly $1.5 million) and the estate tax rate is scheduled revert back to 55% on amounts above
the exemption. These changes would effectively move federal estate tax laws back to where they were a decade ago.
In light of our ever expanding federal deficit, there are rumors that the Obama administration and some members of Congress are contemplating lowering the gift tax exemption from $5 million to $1 million effective immediately. They are also considering restricting favorable tax treatment for certain sophisticated estate planning techniques such as lengthening the required term for Grantor Retained Annuity Trusts or reducing the ability to take valuation discounts for family limited partnerships/ limited liability companies.What is the Opportunity? There are several factors that make
this a great time for estate planning. A high gift tax exemption coupled with low interest rates provides a terrific opportunity to transfer wealth to your heirs in a very efficient and effective manner.
A Gentle Reminder about Valuation Reports
We recently attended a presentation
by representatives of the IRS in which some interesting facts were revealed. They indicated that the decision to examine gift tax returns was performed based on manual review as opposed to automated. In particular, if appraisals (presumably real estate or business valuations) appear inadequate, incomplete, or are of deficient quality, an exam could be triggered. The Service is not initially concerned with gift tax returns that lack attached appraisals as those returns never get closed since the adequate disclosure requirements are not satisfied. This is just another reminder to engage qualified appraisers to complete adequate valuation reports to attach to your gift tax filings.
In summary, don’t let the uncertainty of the current legal environment keep you from taking advantage of the economic realities that make the present a great time to engage in either simple or sophisticated estate planning.
To learn more contact: Louis D. Maglione, CPA, ABV, [email protected]
Now is a greattime for estate planning
Taxes
18 April2012 North Coast Business Journal www.ncbj.net
By: Sara Root
The following article was written by Sara Root, a senior at Bowling Green State University majoring in print journalism and a 2008 Fremont Ross graduate. You will learn from the article that Fremont City Schools continues to integrate technology into all courses throughout the district. The newly constructed Fremont Middle School opened its doors for students in grades 6-8 on January 19, 2012. For additional information about Fremont City Schools, please visit www.fremontschools.net.
Submitted by Dr. Traci McCaudy, FCS Superintendent
The new Fremont Middle School cost $25 million. The technology implemented in the building such as SMART Boards, iPads, laptops, and other computers cost around $543,000. While the technology is only a fraction of the cost of the entire project, the effect of these upgrades both inside and out of the classroom should prove to be much greater.
“For the past three years technology has been a main focus for the district and Fremont educators have been increasing their knowledge regarding classroom integration of technology,” said Dr. Traci McCaudy, Superintendent of Fremont City School District.
Each classroom in the new building is equipped with a SMART Board, which is a computer- powered, interactive white board. Teachers in the district have already had the
opportunity to become familiarized with these boards over the past few years.
“The district has purchased SMART Boards for all of the classrooms throughout the school district,” McCaudy said. “This has been a three-year process of purchasing and installing the SMART Boards and of course, providing continuous professional development for teachers and administrators.”
In addition, the entire building is equipped with a digital management system. This system allows any teacher to access a collection of educational video clips that they may use as visual learning aids through their lessons. Teachers can also use microphones during class through the enhanced sound system included in the classrooms.
Each academic floor for grades 6-8 has also been provided with a cart of 30 laptops for classroom use.
Outside of the core classrooms are other areas of the building that will benefit students through technology. Designed to be a central area on the first floor is the media center. In this media center there are areas for computer learning, classroom learning, and relaxed reading.
The media center also has a multi-media production lab where students can produce a daily news broadcast in the FMS Video Club to be shown throughout all classrooms.
In addition, students are able to use the media center’s collection of 24 iPads in the center, in classrooms, or they may sign them out for use in the cyber café. The cyber café is an
extension of the cafeteria where students can both eat and access the internet to do classwork or research.
Also located on the first floor is an engineering technology wing. This wing is divided into three areas: CAD (Computer Aided Design), Production Lab, and Modular Technology Lab. Students can learn different skills in all three of these different areas of engineering.
According to McCaudy, so far both students and staff are very excited about the new middle school building and all of the technological features it has to offer.
“Fremont City Schools is committed to teaching our students 21st century skills with a major focus on increasing technology skills of both the classroom teachers and students,” McCaudy said.
According to McCaudy, these skills include collaboration and communications, flexibility and adaptability, creativity and innovation, media and information literacy with technology skills, accountability and self-direction, problem-solving and critical thinking.
“These skills are being integrated into all core subject areas and elective courses for students in grades PK-12,” she said.
In fact, Fremont City Schools has been gradually making technological upgrades to classrooms and curriculum to all schools in the district. Updated curriculum guides for teachers have been developed in areas including Intermediate Technology for grade 8, Intermediate Technology Applications for grades 9-12, and Engineering Technology for grade 6.
In recent years, Fremont Ross High School has also added both a multi-media course and digital photography courses and purchased new equipment for both.
Also, the location of the new middle school, which was built next to the high school, allows for easy access between the two buildings, making it possible to share technological resources between the two schools.
“We are in the process of developing our new three-year technology plan since we are at the end of our current plan,” she said.
In regards to their 2009-2012 technology plan, Fremont City Schools was able to meet all the goals they set for those three years.
“I am confident that the district will continue to enhance its technology for both student and staff utilization at all grade levels,” McCaudy said.
Fremont City Schools Integrates Technologyinto Schools, Curriculum
www.ncbj.net North Coast Business Journal April 2012 19
Mercy Willard Hospital is pleased to announce the opening of the replacement facility!
You are invited to a special Community Open House
Join us for a tour
Saturday, April 21, 20121:00 p.m. – 5:00 p.m.
At the NEW Mercy Willard Hospital1100 Neal Zick Road | Willard, Ohio 44890
Built on a Legacy
Mercy Willard Hospital will be moving into the replacement facility April 30 – May 6.
All services will be available to the public at the replacement facility on May 6.
remain qualified). The plan must contain a formula for determining how your contributions are allocated among plan participants. A separate account is established for each participant that holds your contributions and any investment gains or losses. Generally, each employee with a year of service is eligible to participate (although you can require two years of service if your contributions are immediately vested). Contributions for any employee in 2012 can’t exceed the lesser of $50,000 or 100% of the employee’s compensation.
401(k) planThe 401(k) plan (technically, a
qualified profit-sharing plan with a cash or deferred feature) has become a hugely popular retirement savings vehicle for small businesses. According to the Department of Labor, an estimated 60 million American workers are enrolled in 401(k) plans with total assets of about 3 trillion dollars. With a 401(k) plan, employees can make pretax and/or Roth contributions in 2012 of up to $17,000 of pay ($22,500 if age 50 or older). These deferrals go into a separate account for each employee and aren’t taxed until distributed. Generally, each employee with a year of service must be allowed to contribute to the plan.
You can also make employer contributions to your 401(k) plan--either matching contributions or discretionary profit-sharing contributions. Combined employer and employee contributions for any employee in 2012 can’t exceed the lesser of $50,000 (plus catch-up contributions of up to $5,500 if your employee is age 50 or older) or 100% of the employee’s compensation. In general, each employee with a year of service is eligible to receive employer contributions, but you can require two years of service if your contributions are immediately vested.
401(k) plans are required to perform somewhat complicated testing each year to make sure benefits aren’t disproportionately weighted toward higher paid employees. However, you don’t have to perform discrimination testing if you adopt a “safe harbor” 401(k) plan. With a safe harbor 401(k) plan, you generally have to either match your employees’ contributions (100% of employee deferrals up to 3% of compensation, and 50% of deferrals between 3 and 5% of compensation), or make a fixed contribution of 3% of compensation for all eligible
employees, regardless of whether they contribute to the plan. Your contributions must be fully vested.
Another way to avoid discrimination testing is by adopting a SIMPLE 401(k) plan. These plans are similar to SIMPLE IRAs, but can also allow loans and Roth contributions. Because they’re still qualified plans (and therefore more complicated than SIMPLEIRAs), and allow less deferrals than traditional401(k)s, SIMPLE 401(k)s haven’t become popular.
DefineD benefit planA defined benefit plan is a qualified
retirement plan that guarantees your employees a specified level of benefits at retirement (for example, an annual benefit equal to 30% of final average pay). As the name suggests, it’s the retirement benefit that’s defined, not the level of contributions to the plan. In 2012, a defined benefit plan can provide an annual benefit of up to $200,000 (or 100% of pay if less). The services of an actuary are generally needed to determine the annual contributions that you must make to the plan to fund the promised benefit. Your contributions may vary from year to year, depending on the performance of plan investments and other factors.
In general, defined benefit plans are too costly and too complex for most small businesses. However, because they can provide the largest benefit of any retirement plan, and therefore allow the largest deductible employer contribution, defined benefit plans can be attractive to businesses that have a small group of highly compensated owners who are seeking to contribute as much money as possible on a tax-deferred basis.
As an employer, you have an important role to play in helping America’s workers save. Now is the time to look into retirement plan programs for you and your employees.
This information was developed by Broadridge, an independent third party. It is general in nature, is not a complete statement of all information necessary for making an investment decision, and is not a recommendation or a solicitation to buy or sell any security. Investments and strategies mentioned may not be suitable for all investors. Past performance may not be indicative of future results. Raymond James & Associates, Inc. member New York Stock Exchange/SIPC does not provide advice on tax, legal or mortgage issues. These matters should be discussed with an appropriate professional. Raymond James & Associates, Inc., member New York Stock Exchange/SIPC.
ESTATE, from Page 7
20 April2012 North Coast Business Journal www.ncbj.net
Submitted by Fremont/Sandusky County Convention and Visitors Bureau
Nestled in the cradle of America’s Freedom, Sandusky County offers a wide variety of activities to delight and entertain audiences of all ages. Visitors will be pleasantly surprised to find attractions that are creative, reasonably priced and may be enjoyed by the entire family. From History to Haunting, Sandusky County offers a little something for everyone!
Anyone who watches the evening news or picks up a newspaper knows that gas prices are steadily rising, placing the family vacation in jeopardy. Rather than cancel those plans altogether, why not venture a little closer to home? The Sandusky County Convention & Visitors Bureau offers a host of information folks can use to create the perfect family vacation and unlock the hidden treasures which possess the
power to stimulate, delight and energize! Need some ideas and not sure how to plan your trip? We can help you there too. Sometimes, the best kept secrets are in our own back yard!
Take in a cooking class at Bella Cuisine. Be inspired by the Sculptor in the Park. Honor those who have
served our great nation at the Northcoast Veteran’s Memorial and Museum in Gibsonburg. Take a dive into the crystal blue waters of White Star Quarry and, if you are feeling adventurous, strap on your scuba
gear and appreciate a beautiful underwater world.
Grab your fishing gear and head to the Sandusky River where Walleye and White Bass are sure to inspire any fisherman. Spend a relaxing evening at Chateau Tebeau Winery just outside of Helena where you can sip on delicious wine produced in the vineyard and sink
your teeth into a marvelous piece of cheesecake while having your senses roused by talented local artists.
Hop on your bike and be inspired by Mother Nature as you experience Sandusky County on the North Coast Inland Bike Trail that stretches from Clyde to Elmore. Take the little ones and your tweeners to White Star Park Log Cabins where programs for Puddle Jumpers to Adventures for Kids are sure to make them wonder, wander and learn. Outdoor adventures include Bird Feeder Banding, Bald Eagle Tours and Fish Research at Creek Bend Farms.
Does History tickle your fancy? Take a peaceful walk through Spiegel Grove, the grounds of President Rutherford B. Hayes, America’s 19th President. Be inspired and delighted by the recently renovated Hayes home as it opens its doors; restored to the look that graced its rooms when the President and his wife Lucy resided there. Take a walk through the museum and witness a collection of artifacts that are sure to stimulate the imagination. The Presidential Center is unique as it is the only Presidential Library in the nation that sits on the grounds of the
Presidential Home, Museum and has the gates that formerly hung as part of the Whitehouse fence. Once you have been invigorated by your tour, adventure downtown and wander through the Sandusky County Historical Museum or take a walk around Historic downtown and experience the delightful and unique shops Fremont offers.
Don’t forget that the 200th Anniversary of the War of 1812 is right around the corner. Were it not for the brave soldiers that defended Fort Stephenson and routed the British, America may very well have looked like a different country today. Wander the area of the battlefield where Major Croghan’s lone cannon sits still watching over the city.
Looking for a unique place to dine? Take in Sunday Brunch at the Women’s Federation House built in 1854, wander out to Ole Zim’s Wagon Shed and be delighted by their world famous chicken or enjoy an excellent pizza at the historic train depot, cleverly named “The Depot”! Enjoy live entertainment? Take in a concert at the restored Strand Theater or pop into DaVinci’s Gallery and Coffee House where you can stimulate your taste buds with delicious desserts and imaginative coffee creations while wandering the gallery to the sounds of inspired musicians.
Sandusky County may be Lake Erie’s favorite neighbor, but she has a flavor all her own. Whether you like the great outdoors or want to dig into your family history, Sandusky County offers a little something to inspire everyone. Have you visited Sandusky County lately?
Sandusky County: Northwest Ohio’s Best Kept Secret
Rebecca S. Shank, R.N.Executive Director
Community Hospice CareWith Community Hospice Care, it’s not the destination, but the journey that matters
Visit our website: www.communityhospicecare.comor contact us via email at: [email protected]
Proudly ServingSeneca & Huron counties
since 1983
Not for Profit - No Patient everreceives a bill for our care
Community Hospice Care181 E. Perry Street; Tiffin, OH 44883
(419) 447-40401-800-834-8100
www.ncbj.net North Coast Business Journal April 2012 21
Make me feel better
615 Fulton Street I Port Clinton, Ohio 43452 I 419-734-3131 I magruderhospital.com
Making someone feel better is more than just a procedure or prescription; it comes from a smile or kind word, it comes
from understanding. A human life is precious, and deserves empathy and compassion in a time of need. It’s a simple
fact we never ignore. It’s why Magruder is one of the leading hospitals in the nation for patient satisfaction.
You no longer need to physically sign a piece of paper in order to enter into a contract. You likely have already signed agreements electronically by clicking the “I agree” buttons on various websites. Today, federal and state electronic signature laws specify that a person may “sign” a contract by means of any expression of assent other than a recorded voice.
Q: Does the law govern electronic
signatures?A: Yes. The federal Electronic
Signatures In Global and National Commerce Act (“E-SIGN”) provides that electronic signatures are valid for commercial transactions throughout the United States and for all international commercial transactions based on United States law. E-SIGN does not mandate the use of electronic signatures, but it does mandate their validity. It also invalidates state laws requiring paper signatures (with a few exceptions discussed below) and permits businesses to require their
customers to provide electronic signatures as a condition of doing business. Many laws that used to require retention of paper originals have been pre-empted, and it is now permissible to retain copies of many types of documents in electronic rather than paper form.
Q: What is an “electronic signature”? A: E-SIGN defines it broadly: “an
electronic sound, symbol, or process, attached to or logically associated with a contract or other record and executed or adopted by a person with the intent to sign the record.” The concept of a signature as being limited to a physical mark on a piece of paper has been replaced by the concept of “electronic indication of assent.” You can now enter into a contract by pressing “1” on a phone, by entering a pin number, by clicking a box on a web page, by sending an email response to an offer, or—if the privacy aspects are adequately addressed—even by means of a biometric identifier
(a biometric identifier might read, “Please sign the rental agreement by placing your thumb on the signature pad”). An oral statement or a recording of an oral statement is specifically excluded, so when you are signing a contract via your phone, you won’t hear the phrase, “Press or say 1.” You’ll just hear, “Press 1.”
Q: What about contracts that must
be notarized? A: E-SIGN permits electronic
notarization, but even though the law has been in effect for more than a decade, almost all notarization is still done the old-fashioned way.
Q: What about electronic forgery risks?
A: Encryption and detailed technical standards were developed in the past to make electronic signatures forgery-proof, but practical considerations discouraged their use. Instead, businesses simply exchanged emails. While the risk of electronic forgery
has not been eliminated, it has thus far proven to be no greater than paper forgery.
The law prohibits the states from imposing their own particular standards for electronic signatures. Congress decided to let the private sector develop workable standards that could evolve over time.
While E-SIGN has made it easier to conduct business and enter into agreements online, when you’re on the phone or online, you now need to pay special attention to what buttons you push.
This “Law You Can Use” column was provided by the Ohio State Bar Association. It was prepared by attorney Robert L. Ellis, a partner at Peterson, Ellis, Fergus & Peer, LLP, in Columbus.
The column offers general information about the law. Seek an attorney’s advice before applying this information to a legal problem. For more information on a variety of legal topics, visit the OSBA’s Web site at www.ohiobar.org.
Electronic Signatures: Can Your Computer Sign a Contract without Your Knowledge?Law You Can Use
22 April 2012 North Coast Business Journal www.ncbj.net
By Jeff Roth
When it comes to estate planning, we each have our job and duties to complete a valuable estate plan.
THE ATTORNEY
• 1 — FACTS, CONCERNS AND TRUTH DETECTING. Anyone can prepare documents. It is the job of the attorney to learn as much about the family unit as he can. We must look through the niceties to determine just how the family relates to each other. We must look into future generations to determine if they can continue the business or if it should be sold. We must glean from conversations your values, your desires, and how each member of the family fit into the family puzzle. The more we learn, the more we can design a plan to protect you, your assets and your future generations.
• 2 — PLANNING AND DRAFTING. After we have a sense of your goals, it is our job to create an estate plan that will obtain those goals. We may suggest limited liability companies, partnerships or other estate planning
vehicles that you have not considered. These entities will protect your assets and allow multiple ownership among siblings or in more than one generation.
• 3 — FUNDING AND THE FUTURE. First, the attorney should assist the client in allocating the assets between the husband’s trust and the wife’s trust. This is one of the most important aspects of a good estate plan. The attorney must understand the income tax consequences of placing an asset in one trust or the other. Equality of valuation is essential for the best income and estate tax minimization.
Funding of the trust is a very important part of the process. This is work, but the attorney needs to assist and monitor the process and verify that all assets have made their way into the trust. Why have a trust if you have to go through the probate process when you die. Many law firms drop the ball on this subject and give the client a letter on how to fund assets and close the file. They leave this funding process up to the client who may or may not complete the process properly.
THE CLIENT• 1 —INFORMATION. It is the job
of the client to first contact the attorney and then give the attorney all of facts needed to complete the estate plan. The client must trust the attorney and divulge all of his assets. He must also alert the attorney as to any family problems that need planning attention. The attorney can usually protect the asset and the child if he is made aware of the problem. If the son has a high potential for a divorce in the near future then the attorney should be made aware and plan around this problem. If the child has financial problems, then giving assets outright to him without a way to protect the assets is just giving your assets away to his creditors.
• 2 —MAINTENANCE. After the trust is completed and funded, it is the job of the client to keep the trust up to date. Life goes on, people get older, get divorced, make bad decisions and the provisions made today are wrong tomorrow. Your favorite charity may change or you may now be in a position to remember them. Talking about it will not get it done.
• 3 —PERSONAL PROTECTION. As part of the planning process, you should have executed health care power of attorneys, living wills and durable power of attorneys. These documents should be updated. In 2003, The Health Insurance Portability and Accountability Act (HIPAA) was implemented. This is the law that prevents banks and hospitals from divulging any information about you unless you have authorized in writing. If the
powers that you currently have do not have this provision within the documents you may find that the institutions will not speak to the people you have otherwise authorized.
• 4 —UPDATING. The Trust code has been dramatically changed. The documents you now have may not contain the proper language to accomplish your wishes. You must update and stay current both as to the law and as to your personal circumstances. It is sad to see bad and unintended consequences because of the lack of updating and staying current. Take a moment to review.
Jeff Roth is a partner with David Bacon and associate Jessica Moon of the firm ROTH and BACON with offices in Port Clinton, Upper Sandusky, Marion, Ohio and Fort Myers, Florida. All members of the firm are licensed in the State of Florida. Mr. Roth’s practice is limited to wealth strategy planning and elder law in both states. Nothing in this article is intended for, nor should be relied upon as individual legal advice. The purpose of this article is to help educate the public on concepts of law as they pertain to estate and business planning. If you have any questions you would like to have answered in this area of law, please direct your question to this journal and your question will be considered for use as the topic of subsequent articles. Jeff Roth can be reached at [email protected] (telephone: 419-732-9994) copyright Jeffrey P. Roth 2012.
LegalMy job, your job
Is it good to LOL at work? A new survey from Accountemps suggests it could be. Nearly eight in 10 (79 percent) chief financial officers (CFOs) interviewed said an employee's sense of humor is important for fitting into the company's corporate culture.
The survey was developed by Accountemps, the world's first and largest specialized staffing service for temporary accounting, finance and bookkeeping professionals. It was conducted by an independent research firm and is based on interviews with more than 1,400 CFOs from a stratified random sample
of U.S. companies with 20 or more employees.
CFOs were asked, "How important is an employee's sense of humor in him or her fitting into your company's corporate culture?" Their responses:
Very important 22%Somewhat important 57%Not at all important 20%Don't know/no answer 1% "Sometimes, a little levity goes a
long way toward building rapport among colleagues and diffusing workplace tension," said Max Messmer, chairman of Accountemps and author of Managing Your Career
For Dummies® (John Wiley & Sons, Inc.). "All work and no play can erode employee morale."
Messmer added, "Job candidates should let their personality shine when meeting prospective employers. The interview is no place for a standup comedy routine, but it is the right time to show hiring managers you are approachable and will be easy to work with."
About the SurveyThe national study was developed
by Accountemps. It was conducted by an independent research firm and is based on more than 1,400 telephone interviews with CFOs from a random
sample of U.S. companies with 20 or more employees. For the study to be statistically representative and ensure that companies from all segments are represented, the sample was stratified by geographic region and number of employees. The results were then weighted to reflect the proper proportion of employees within each region.
About AccountempsAccountemps has more than 350
offices worldwide and offers online job search services at www.accountemps.com. Follow Accountemps for workplace news at twitter.com/accountemps.
Accountemps Survey:Executives Say Humor Is Key Part of Cultural Fit
www.ncbj.net North Coast Business Journal April 2012 23
Terra Graduate Creates Unique Internet BusinessJeff Brown didn’t invent the internal combustion engine but he has
developed a unique way to service it.The 1989 Terra State Community College graduate created Expert Car
Advice, a company that can provide advice from ASE Certified technicians either by phone or online. It’s drawn customers nationwide and attention from the media near his Colorado home.
While Brown was earning an Associate of Applied Science in Automotive Diagnostics at Terra, he also worked at Bobby’s Truck and Auto Repair in Fremont.
“Bobby (Sears), much like Terra, was a great mentor and instructor and taught me many things on car repairs that I still use today helping people over the Internet,” he said.
Sears, president of the business now known as Bobby’s Truck and Bus Repair, is equally pleased with Brown and Terra.
“We are so thankful Terra recommended Jeff to us through their Automotive Technician Program,” he said. “It’s nice to have such a valuable resource right in our very own back yard. Terra continues to be an outlet for Bobby’s when we are hiring new employees.”
Brown’s journey eventually took him to several dealerships where he became certified as a service manager, parts manager, sales manager and warranty administrator. He is ASE Certified in these multiple areas.
After 16 years, he accepted a position as an impact manager with Lithia which took him from Northwest Ohio to Colorado. He flew around the country training employees and helping turn around under-performing stores.
It was this experience that fostered his entrepreneurial spirit.“I started to notice the same need that customers had regardless where
I traveled,” he said. “The customer would call in trying to get help from the dealership only to be told they need to see the vehicle and many times would be days if not longer than a week before they could even look at a vehicle. This was the beginning of the idea for Expert Car Advice.”
His website, www.expertcaradvice.com, has 54 ASE Certified technicians who help customers either over the phone or on the Internet. For a nominal fee, the technicians can help customers diagnose and repair their own vehicle or just get more information or second opinions on their car problems.
He has been steadily growing the company since 2009. Sears is very proud of Brown.“Jeff started as a wonderful employee and quickly grew to be a lifetime
friend,” he said. “We are so very proud of his accomplishments and feel fortunate we were part of his journey. He truly created his success starting with his education.”
Looking back, Brown chose Terra mainly due to the location and courses offered.
“Then after becoming a student, I soon realized I chose the right place to go as the curriculum it had and the knowledge of the automotive instructors was second to none,” he said.
He is also appreciative of the start he got at Terra.“Terra gave me the skills to get my first job in the automotive field and the
knowledge to succeed,” Brown said. “I know I would not be where I’m at today if not for the education I received from Terra.”
o 231 w water street • sandusky oh 44870 t 419.341.1117
identity • print design • advertising • web design
garden-fresh, creative ideas for any budget
branding.it’s not just for the bigranchers anymore.
ncbj1111AHAC.pdf 11/2/11 11:18:48 AM
24 April2012 North Coast Business Journal www.ncbj.net
Duro-Last Roofing honored Tusing Builders, Ltd. during Duro-Last’s National Sales Seminar held in Clearwater Beach, Fla., earlier this year. In recognition of outstanding achievement in quality workmanship, customer satisfaction and 2011 sales excellence, Duro-Last welcomed
Tusing Builders, Ltd. to the Presidents Club.
“We are extremely proud to be affiliated with Tusing Builders, Ltd.,” said Duro-Last Chairman of the Board Jack Burt. “Since our beginning, Duro-Last has valued the relationships we have with independent roofing companies.
Our sustained growth and success in the single-ply thermoplastic roofing market can be attributed to the high-quality workmanship, professionalism, and integrity of our dealer network. We are very fortunate to have Tusing Builders, Ltd. as an authorized Duro-Last contractor.”
The Bellevue Hospital’s (TBH) Nuclear Medicine program has been granted a three-year term of accreditation in Nuclear Medicine by the Intersocietal Commission for the Accreditation of Nuclear Medicine Laboratories (ICANL). This is the first-ever accreditation for TBH’s Nuclear Medicine Department through the ICANL.
“The staff in our Nuclear Medicine Department has worked very hard to achieve this recognition. Our patients are treated by Nuclear Medicine Technologists and Physicians who are highly qualified in their fields, and we are very proud of all of them for this achievement,” noted Janet Runner, Vice President for Patient Care Services at TBH. “This is just another example of the high quality of care that we offer our patients, close to home.”
Nuclear medicine is a medical specialty that is used to diagnose and treat diseases in a safe and painless way. It is a specialized area of Diagnostic Imaging that uses very small amounts of radioactive materials, or radiopharmaceuticals, to examine organ function and structure. The procedures often identify abnormalities very early in the progression of disease — long before some medical problems are apparent with other diagnostic tests. This early detection allows a disease to be treated sooner in its course when a more successful prognosis may be possible.
Accreditation by the ICANL means that TBH has undergone a thorough review of its operational and technical components by a panel of experts. The ICANL
grants accreditation only to those facilities that are found to be providing quality patient care, in compliance with national standards through a comprehensive application process including detailed case study review.
ICANL accreditation is a “seal of approval” that patients can rely on as an indication that the facility has been carefully critiqued on all aspects of it operations considered relevant by medical experts in the field of nuclear
medicine.Patients are encouraged to
inquire as to the accreditation status of the facility where their examination will be performed and can learn more by visiting h t t p : / / w w w .qualitymedicaltesting.org/index.htm
For additional information on Nuclear Medicine or other diagnostic imaging services at TBH, contact department leader Marc Schoen, at 419.483.4040, Ext. 4293
Members of The Bellevue Hospital’s Nuclear Medicine Department in-clude, front row left to right, Kelly Morrow, CNMT, BS, and Catherine Ackerman, RT. In the back are Radiologist Steven Zieber, M.D., and Marc Schoen, Diagnostic Imaging Department Leader.
Tusing Builders Honored
The competitive job market seems to be having at least one beneficial effect, according to a survey by Right Management. Nine out of ten of the 364 North American employees surveyed say they are feeling more self-reliant about managing their career. Right Management is the talent and career management experts within ManpowerGroup.
Has the continued weak job market made you more self-reliant about managing your career?
Yes, definitely ............................ 66%Yes, somewhat ......................... 23%Not that I am aware of ............ 6%Not at all .................................. 5%
“The employees surveyed seem genuinely convinced that they’re more self-directed when it comes to managing their own career,” said Katherine Ponds, career management practice leader for the MidAtlantic region for Right Management, which provides talent, career and outplacement services to Fortune 500 companies.
“Ten years ago,” said Ponds, “the concept of self-directed career management was relatively new and not well understood. Now it has traction. Today both management and employees understand and embrace this new reality. The dramatic changes in the job market of the past few years won’t be forgotten in our lifetime, nor will the realization that people need to take control of their futures, even as hiring picks up.”
Ponds believes that understanding the importance of self-directed career management is actually a good thing. “Career management means a lot more, say, than quitting in order to take a new job. In fact, it might mean the reverse, staying with an organization but seeking out professional development opportunities, new assignments or growth opportunities. Employees today can’t expect management to drive their careers forward. True self-reliance is about helping to create your own solutions and really making things happen for you.”
About Right ManagementRight Management is the global leader in
talent and career management workforce solutions. As the workforce consulting experts within ManpowerGroup, the firm designs and delivers solutions to align talent strategy with business strategy.
Employees Grow More Self-Reliant About Career
www.ncbj.net North Coast Business Journal April 2012 25
Sales
By Roger Bostdorff
I have had multiple clients engage my services to evaluate their company’s sales process. Some of these organizations have full time sales people on their staff but many of the organizations that I have done this analysis for are utilizing multiple manufacturing rep organizations. My process includes interviewing both the direct employees of the company that are involved with sales and their specific manufacturing rep organizations or a sampling of the manufacturing rep organizations.
If a company selects to go to market with a direct sales force they have selected the approach with the most control. Since they are your employee you have the right to manage them and provide significant direction. However, this is also the most costly alternative. Whether that salesperson sells anything or not you pay a salary and benefits at a minimum.
If you go to market utilizing a manufacturing rep approach you pay either nothing or very little unless they sell something. At the same time you have much less control of the sales force with the manufacturing rep approach. They are not your employees and the specific manufacturing rep may be handling not only the line of products that my client wants sold, but also 10-20 additional lines of product as well.
I have traveled to Denver, St. Louis, Boston, and Charlotte, Chicago, Atlanta, Dayton and many other cities to interview these different manufacturing rep organizations. The objective is to understand what my client could be doing to improve my client’s sales process with this indirect sales force. I also want to understand how the manufacturing rep goes to market for my client.
We discuss the manufacturing rep’s line card. (How many different manufacturing companies they represent.) We discuss how much revenue they derive from my client’s products as opposed to the other
lines of products they represent. How my client ranks here typically is an indication of the amount of “mind share” they get from this p a r t i c u l a r manufacturing rep organization. If my client’s product line shows up in the top 2 or 3 revenue producing product lines for that manufacturing rep, the mind share goes with it. In fact, it may be the chicken or egg here. Does the mind share come because of the revenue or does the revenue come because of the mind share?
The same client can have manufacturing rep organizations that fall into the top, middle or bottom category of revenue producers. Just like one client can have direct reps where some are producing great results, some mediocre and some very poor. I set an appointment with one manufacturing rep and when I arrived at his office he had forgotten about the appointment. Any bet on where my client was ranked in his mindshare?
However, I have come across an interesting observation. If a manufacturing company has a direct sales force they have a manager of that sales force. The direct employee salesman’s responsibilities and to some extent paycheck is controlled by this manufacturing company. The company has the maximum control and leverage over the actions of these employees. Yet, when a company engages with manufacturing rep organizations, where their control is less, many times the manufacturing company has no one coordinating the activities of this external sales force. No one is focused on nurturing the relationship nor focused on educating and improving the manufacturing reps opportunity to earn more income, thus increasing mindshare as well as revenue.
Think about it a minute. Doesn’t make sense that if a manufacturer decides to utilize an external sales force, rather than direct employees, that this would dictate that the manufacturer would need even greater effort and involvement by a sales manager (coordinator) to insure more mindshare of the manufacturing rep organization?
If there is a common thread here relative to a company being successful by utilizing the manufacturing rep “go to market” strategy it is just that, companies have a higher percentage of success when they focus on working with these manufacturing rep organizations much more closely. These non employees need to feel a part of the team not just a hired gun! There are ways to make that happen but it starts with understanding that
this has to be a priority. Are the manufacturing rep organizations that are selling for you producing to your satisfaction? I wonder why not?
Roger Bostdorff is the President of B2B Sales Boost. He spent over 30 years with IBM in sales and sales management. B2B Sales Boost is a consulting company helping organizations improve their sales and overall business processes. He is also available for business speaking engagements. You can find more regarding B2B Sales Boost on the web at www.b2bsalesboost.com or calling 419-351-4347. If you would like to receive the B2B Sales Boost Newsletter please send an email to [email protected]
“Guns for Hire”
The Patient Experience at The Bellevue Hospital
Nationally Recognized -
The Bellevue Hospital has once again been recognized as a national leader in customer satisfaction by HealthGrades™ - a leading healthcare rating organization. We are ONE
of 42 hospitals in the U.S.A. --- and the Only ONE in Ohio -- ranked in the Top 5% for the Outstanding Patient Experience Award for the fourth year in a row!
We continue to be dedicated to delivering an Award-Winning Experience to every patient!
1400 West Main Street, Bellevue, Ohio 44811 • 419.483.4040 • www.bellevuehospital.com
TOP 5% in the Nation -Fourth Year in a row.
Again!
26 April 2012 North Coast Business Journal www.ncbj.net
Magruder Hospital’s digital mammography service located in the hospital’s Women’s Center, has just completed its annual Mammography Quality Standards Act (MQSA) inspection.
The MQSA legislation sets national, uniform quality and safety standards for all mammography facilities. The goal of MQSA is to assure safe and reliable mammography to allow detection of breast cancer in its earliest, most treatable stages.
The MQSA’s yearly inspection compares specific items in six major areas to federally-developed quality standards. The six areas are equipment performance, technologist quality control, medical physicist survey, personnel qualifications, medical reports and outcome audits. The results of Magruder’s mammography inspection showed that all areas reviewed were in compliance and have met the annual MQSA Inspection requirements.
“We are very pleased with the results of the inspection,” Dr. Sina Hazneci, Radiologist and Medical Director of Magruder’s Imaging Department says. “This inspection reflects the high quality and professionalism of our mammography staff and services.”
Magruder’s Imaging Department is also accredited through the FDA and the American College of Radiology.
An innovative solution for the infrastructure underneath the Super Bowl Village in downtown Indianapolis has earned a national award for Norwalk Concrete Industries (NCI). The Norwalk-based precast concrete manufacturer took home the second place award in the Underground Division in the annual Creative Use of Precast Awards competition sponsored by the National Precast Concrete Association. Denny Weisenberger and Jason Cross represented Norwalk Concrete employees by accepting the award March 1 at The Precast Show in Orlando.
The city of Indianapolis spent two years preparing to host the 2012 Super Bowl, including the complete renovation of a three-block stretch of downtown that served as the focal point for entertainment outside Lucas Oil Stadium during the week leading up to the Super Bowl.
NCI cast more than 700 precast components, including three massive two-piece electrical utility vaults. Each piece weighed in at 52,000 pounds. The innovative precast concrete enabled the contractor to save time and work within a smaller footprint. The project was completed in plenty of time and the venue served an estimated 1.2 million visitors during the week before the Super Bowl.
Magruder’s Digital Mammography Service Passes Inspection
Norwalk Concrete Industries 2nd in National Competition
MENLO PARK, CA, March 20, 2012 -- New-job jitters are common, but some employers aren't helping ease their workers' anxiety, a recent survey from Accountemps suggests. More than one-third (34 percent) of human resources (HR) managers interviewed said their companies do not offer a formal orientation program to help prepare new staff.
Overlooking the orientation process could be a missed opportunity for employers to help new hires feel like part of the team -- and make a more immediate impact. When asked to name the greatest benefit of their orientation program, 35 percent of respondents said it helps employees better understand the company's values, guidelines and expectations.
The survey was developed by Accountemps, the world's first and largest specialized staffing service for temporary accounting, finance and bookkeeping professionals. It was conducted by an independent research firm and includes responses from more than 500 HR managers at companies with 20 or more employees.
HR executives were asked, "Does your company conduct a formal orientation for new employees?" Their responses:
Yes 66%No 34%
Interestingly, the smaller the organization, the more likely it is to have a formal orientation program: 67 percent of small firms (20 to 49 workers) have them, compared with 52 percent of large companies (1,000 or more employees).
HR executives whose firms offer an orientation program also were asked, "What is the greatest benefit of your orientation program?" Their responses:
New employees better understand company's values, guidelines and expectations 35%
New employees make positive contributions more quickly 20%
New employees feel a connection with company more quickly 19%
New employees are better prepared for the long-term success with the company 17%
Company better understands the needs of new employees. 9%
"Employee orientation programs lay the
groundwork for a smoother start to the job," said Max Messmer, chairman of Accountemps and author of Human Resources Kit For Dummies®, 2nd Edition (John Wiley & Sons,
Inc.). "Without some type of onboarding process, new recruits may not become productive as fast or connect with the company's culture and values."
Accountemps offers five tips for managers on helping new hires acclimate:
1. Roll out the red carpet. The employee wants to make a great impression right out of the gate, and it's important for you to do the same. Try to personally greet the new hire on the first day to make him or her feel welcome. Go out of your way to reiterate how happy you are that the individual has joined the team.
2. Aim to ease anxieties. Starting a new job is nerve-racking. Encourage questions and offer introductions. Schedule a departmental lunch to give the newcomer a chance to get to know coworkers in a less-formal setting and help establish rapport.
3. Arrange day-in the-life tours. During the initial weeks on the job, ask the new employee to meet with and observe key colleagues he or she will be working with across the company. These training sessions will enable the person to learn who does what, while gaining a broader understanding of various departments, job functions and the inner workings of the organization.
4. Provide a roadmap. Paint a detailed picture of what the employee can expect in the first few months. Address topics the new hire needs to learn, review core job responsibilities, explain top priorities and highlight performance goals. Maintain an open-door policy and schedule regular touch-base meetings to ensure you both remain on the same page.
5. Make use of mentors. Consider assigning a mentor who can provide guidance and share institutional knowledge. A mentor can shorten the learning curve, allowing the new employee to make more substantive contributions early on. And from a purely emotional standpoint, being linked with a supportive adviser gives the new hire a stronger sense of belonging and accountability.
Accountemps has more than 350 offices worldwide and offers online job search services at www.accountemps.com. Follow Accountemps for workplace news at twitter.com/accountemps
'All Aboard!'Accountemps Survey: One in Three Employers Lacks Orientation Program for New Hires
www.ncbj.net North Coast Business Journal April 2012 27
Recently, the Board of Directors of Firelands Regional Medical Center voted to sign a Term Sheet to pursue an acquisition for multiple service lines of Northern Ohio Medical Specialists (NOMS). The Service Lines to be explored include NOMS Women’s Imaging Center, NOMS Urgent Care & Occupational Health Center, and NOMS Imaging Center. The actual terms and conditions upon which Firelands Regional Medical Center or NOMS may participate are subject to the satisfactory completion of due diligence as determined by Firelands and NOMS. It is anticipated that the due diligence period may take up to 90 days.
William Springer, Chairman of the Firelands Regional Medical Center Board of Directors, shares some thoughts on this possible new endeavor, “The Firelands Board sees this proposed agreement as a win-win-win for Firelands, for NOMS, and for the community at large. This arrangement would put the strengths of both organizations together to
better meet the community’s needs and to more effectively provide these services to the region currently served by both entities. As two very strong healthcare providers in this community, it makes sense to explore ways in which we can enhance services, reduce costs, and provide added convenience to the community.”
Louis Ralofsky, MD, CEO of NOMS adds, “We are excited over the opportunity to work together. With the recent changes in healthcare, NOMS is being proactive by exploring synergistic opportunities to partner with other strong healthcare providers to continue to provide the needed services in the communities we serve. Our 2500 W. Strub Road site’s outpatient services, which include Imaging, Women’s Imaging, Urgent Care and Occupational Health, are considered for acquisition under this agreement. NOMS will continue its multi-specialty physician practices throughout the region,” shares Ralofsky.
Firelands Regional Medical Center and NOMS to Consider Service Line Acquisition
The Citizens Banking Company was selected as one of the 2012 Best Employers in Ohio for the second consecutive year. The Best Employers in Ohio program is designed to identify recognize and honor the best places of employment in Ohio. The program is coordinated by the Society for Human Resources Management (SHRM) Ohio State Council and Best Companies group. 35 Ohio companies were selected for this distinct honor.
The Citizens Banking Company is the banking subsidiary of First Citizens Banc Corp, a holding company with assets over $1 billion headquartered in Sandusky, Ohio. The Citizens Banking Company markets itself as Citizens Bank and Champaign Bank. They have over 25 locations and 300 employees throughout Erie, Huron, Ottawa, Crawford, Richland, Champaign, Logan, Madison, Franklin and Summit counties.
The Citizens Banking Company Named one of “Best Employers in Ohio”
The Ohio Small Business Development Center at Terra State Community College is offering free, two-hour seminars, “Small Business Basics,” that will answer questions about starting, buying or expanding a small business.
This seminar will take the confusion out of your efforts and help you avoid costly mistakes and unnecessary steps. Learn the basics of: name registration, licensing, taxes, zoning, business entities, employees, insurance, financing and business planning.
The April schedule is:
• Wednesday, April 4 – 9:30 to 11:30 a.m. Ottawa County Improvement Corporation (conference room), 8043 W. S.R. 163, Oak Harbor
• Wednesday, April 11 – 9:30 to 11:30 a.m. Tiffin Area Chamber of Commerce (conference room), 19 W. Market St., Tiffin
• Wednesday, April 18 – 9:30 to 11:30 a.m. Erie County Chamber of Commerce (conference room), 225 W. Washington Row, Sandusky
• Wednesday, April 25 – 4:30 to 6:30 p.m. Terra State Community College (Building B, Room 101), 2830 Napoleon Road, Fremont
These events are free and open to the public.To register or for more information, call Bill Auxter, Director of the Ohio
Small Business Development Center at Terra Community College, toll-free 800-826-2431 or 419-559-2210. Or contact him by email at [email protected].
Small Business Basics Seminars Set for April
Michael C. Spragg, President and CEO of The Old Fort Banking Company, is pleased to announce Mark B. Malone has been promoted to Executive Vice President and Senior Lending Officer. “Mark’s exceptional leadership, professionalism and tireless commitment to The Old Fort Banking Company is commendable, and we are pleased to award his efforts with this promotion.” stated Michael Spragg.
In his role as an executive officer and senior lending officer of the Bank, Malone is responsible for building the loan portfolio with quality assets as well as establishing strategic planning and initiatives for the Bank. His role includes the oversight of the Commercial, Residential Mortgage and Consumer Lending areas of the Bank, along with Commercial Treasury Management.
Malone is a graduate of Wright State University with a Master of Business Administration in Finance and a graduate of Miami University with a Bachelor of Science in Economics.
Mark and his wife Diana, have 3 children.
Mark MalonePromoted to ExecutiveVice President
28 April2012 North Coast Business Journal www.ncbj.net
Many businesses have not yet fully recovered from the Great Recession, and they are still looking for ways to cut their budgets. All too often it’s the supplier’s price that ends up on the chopping block. Andrew Sobel explains how to respond when a customer hits you with the dreaded “D” word: “We like your proposal, but we need a discount!”
Though the economy has experienced a slight uptick since the harried days of the Great Recession, many businesses, big and small, are still operating in penny-pinching mode. The pressure to do more with less has not subsided. If you’re a business owner, you probably already know where this drive to cut costs and squeeze suppliers is going—and it’s nowhere that benefits you. More and more of your customers are uttering those four dreaded words, “I need a discount.”
Andrew Sobel suggests that rather than respond with a yes or no, you should transform the conversation—and possibly the relationship—by asking a few power questions.
“Clients ask for discounts for different reasons,” says Sobel, coauthor along with Jerold Panas of Power Questions: Build Relationships, Win New Business, and Influence Others (Wiley, February 2012, ISBN: 978-11181196-3-1, $22.95). “If you can find out why your customer wants a discount by asking the right questions, you may discover that you can give them what they need without having to undercut your own bottom line.”
Sobel says he has observed at least four types of discount-seeking clients. They are:
• 1 — Red Ink Clients. These clients are in genuine financial trouble. If this is the case, you need to know the full story.
• 2 — RFP Czars. Some clients want to bid every project out and will seek out the lowest possible price. They believe you are a commodity. GE is notorious for this.
• 3 — Bargain Hunters. This type of client always wants to feel you’ve given them a deal, even if it’s just a small concession.
• 4 — Chicken Littles. Some clients just like to complain about how much everything costs and don’t actually need a discount to be satisfied. They want to be heard and understood.
“If your past response has been to timidly reduce your price to keep the client happy or to fire back a resounding ‘No!’ there is a better way,” explains Sobel. “When you instead opt to deepen the interaction by asking the right questions, you can achieve three important things.
“First, you’ll find out what kind of discount seeker your client is,” he adds. “Second, you’ll force your client to reflect on the value you bring to the table and how your business is different from other businesses. Finally, you’ll illuminate what the client really values, allowing you to potentially renegotiate the engagement in a way that preserves your profitability.”
Read on for a few of Sobel’s key questions and when to use them:
• To kick start the conversation: “Before I respond, would you mind if I asked you a couple of questions so I can better understand your request?”
• To dig deeper: “Occasionally a client requests a discount, and I find I am able to be more helpful if I understand why they’re asking for one. Can you say something about why you think my fee is too high and would like a reduction?”
• To size up your competition: “I know you are talking to other service providers about this project. Do you feel my price is dramatically out of line with the market?”
• To say “no” while identifying possible terms for a positive negotiation: “I am able to reduce the price when the scope and breadth of the proposal are also cut back. Would you like me to prepare an option for you that would do that?”
Or you might also say, “We are able to reduce price in exchange for terms and conditions that help lower our risk and long-term cost of doing business with you. Would you like me to develop a proposal for a long-term supply arrangement with built-in discounts for guaranteed volume levels?”
• To learn more about your client’s buying process: “Where will the budget come from for this? Who can give this final approval?”
• To accentuate the value you are offering and clarify what is most important to the client: “I’m not
sure we had a thorough discussion about the benefits you expect from this. Can we review those, as you see them?” Or you might ask, “What parts of this proposal are most important to you? Which aspects of it do you find less valuable?”
• To differentiate yourself from the competition: “Would you mind if I briefly reviewed several aspects of my proposal that I think represent value above and beyond what our competitors offer? I’m not sure I articulated these very well.”
• To tie your proposal to your client’s higher-level goals: “Can we review one more time what your goals are here? What are you hoping to accomplish?”
• To go toe to toe: “Do you give your own customers discounts?” And if they say “Yes,” you respond, “That’s why you need me.” And if they say “No,” you respond, “So why should I?”
“The goal here, of course, is to preserve and strengthen the client relationship — assuming it’s a client you’d like to keep,” says Sobel. “If you’ve priced your services properly, you cannot afford to discount. But if you simply say ‘No,’ he might head for the door and never come back. By using power questions, you can delve deeper into his situation and his needs. You might find another way you can show him the value he wants. In the long term that will be viewed much more positively than a one-time discount and is a much better option than turning him down completely.”
I Need a Discount! Nine Power Questions to Help You Stand Up to Discount Pressure (Without Caving In or Alienating the Customer)
Coming in April . . .Focus on Huron and Vermilion
www.ncbj.net North Coast Business Journal April 2012 29
Three area women were recently promoted by Terra State Community College.
Jacque Foos, of Clyde, has worked at the college for 13 years, most recently as the Senior Accountant. She will now serve as the Assistant Director of Finance. Foos has a Bachelor of Science in Accounting from H e i d e l b e r g University and a Master’s of Business Administration in Organizational Leadership with a secondary in
Human Resources from the University of Findlay. She will supervise the cashiers’ office which will allow her to get more involved with the income side of the college. Her primary focus previously had been the expense side.
E l a i n e Rosengarten, of Fremont, is now the Director of Procurement and Facilities Planning. She has been at Terra for 12 years and most recently served as the P u r c h a s i n g Manager. She has a
Bachelor of Business Administration from Bowling Green State University with concentrations in procurement and operations management and Master of Business Administration from the University of Findlay with concentrations in organizational leadership and finance. Accounts Payable now reports to Rosengarten and she will assist with capital improvement projects on campus.
Nanci Kosanka, of Fremont, will begin as the Interim Director of Human Resources on April 9. She has worked at Terra for five years, most recently serving as the Executive Assistant to the President. Kosanka has an Associate of Technical Studies in Computer and Accounting from
Terra and a Bachelor of Business A d m i n i s t r a t i o n w i t h a concentration in o r g a n i z a t i o n a l management from Tiffin University.
In her new role, Kosanka will develop policy and direct and administer the human resources function for the college, including employment, compensation and benefits, labor relations, employee development and training, and employee services.
On The Move
Three Terra Employees Receive Promotions
FOOS
ROSENGARTEN
KOSANKA
30 April 2012 North Coast Business Journal www.ncbj.net
A Cleveland-area man has been chosen to take the reins of the Terra College Foundation at Terra State Community College.
Ed Mayer, of Lakewood, began his duties this week as the Executive Director of the Terra College Foundation. He replaces Dr. Sue Babione who is now Director of Grants Development at Terra.
Mayer comes to Terra with an extensive body of work in development. He has worked for Cleveland State University, Catholic Charities Corporation, the Catholic Diocese of Cleveland Foundation and Crossroads: Lake County Adolescent Counseling Service, Inc.
He has a Bachelor of Arts from The Ohio State University School of Journalism.
A father of two, Mayer was attracted to Terra by its leaders.
“Terra has dynamic, committed leadership that is poised to move the college forward in a big way,” he said.
With the belief that all giving is donor driven, Mayer expects to focus on getting to know the potential donor population and their commitment to Terra.
“Major gifts come as a result of communication and cultivation,” he said. “That is where we need to start to build a successful program over the long term.”
The sole purpose of the Foundation is to support the work of Terra, whether it be through student scholarships, equipment or other needs.
“Ultimately, the Foundation is here for the students,” Mayer said. “It really is about changing the future, one life at a time.”
MAYER
Terra College Foundation Has New Leader The Croghan Colonial Bank is proud to welcome
Tracey Henley and Derek Newell to the Norwalk Banking Center. Both formerly with PNC Bank, Henley and Newell have many years of banking experience.
Tracey Henley has been working with customers for 27 years. She began her banking career at Mellon Bank in Pittsburgh, but moved to Norwalk in 1989. Henley is involved in many local groups and organizations. She is currently serving as a Director of Main Street Norwalk and is involved with the local Chamber of Commerce as well as the Norwalk Kiwanis Club. She lives in Norwalk with her husband John and her daughter Kennedy. She also has three step-sons (John Jr., Tony and Kyle) and two grandchildren.
Derek Newell is a graduate of The Ohio State University and served as an Airborne Infantryman in the United States Army. He then began his banking career in Columbus in 1995. Newell moved to Norwalk and has been providing service to the community for 13 years now. He is a former President of the Norwalk Kiwanis Club and enjoys serving the community through local groups and organizations. He and his wife, Brianne, live in Norwalk and love spending time with their children.
The Croghan Colonial Bank was founded in 1888 and proudly serves Erie, Huron, Sandusky, Seneca, Ottawa and Wood Counties with banking center locations Bellevue, Clyde, Custar, Fremont(5), Green Springs, Monroeville, Norwalk, Port Clinton and Tiffin(2).
Croghan Colonial BankCelebrates Staff Additions
NEWELL
HENLEY
EHOVE Criminal Justice instructor Tom Dunlap was awarded the Excellence in Law Enforcement Award at the Sheriff’s Award Banquet in Huron County. Dunlap received the award for his service in law enforcement and in educating young men and women for 20 years in the career field. A former Huron County Sheriff, he will be retiring from his long-held position instructing at EHOVE.
“It was an honor and a privilege to be given this award by Sheriff Dane Howard and his Command Staff,” said Dunlap. “It was made even better having my Command Staff on hand to see me receive this award. Cadet Chief Kaitlin Rucker and Cadet
Captain Matt Scheerer have been instrumental in making my last year at EHOVE enjoyable.”
EHOVE Career Center is a leading career tech school in Milan Township. This high school and adult education facility draws students from a variety of locales, and serves multiple school districts in Erie, Huron and Ottawa Counties. Students are given the opportunity to take
challenging academic classes in a customized and relevant curriculum, and gain hands-on training and real world experience to prepare them for college, a specific career, or the military. For more information, go to www.EHOVE.net or call 419-499-4663 x232.
EHOVE instructor honored
Beacon Point ResortRoute 2 & Lakeshore Dr. • Port Clinton
419.341.3000
DRIVINGRANGE NOW
OPEN!!!EHOVE Criminal Justice Instructor Tom Dunlap (cen-ter) with EHOVE Criminal Justice students Kaitlin Rucker (Edison HS) and Matt Scheerer (Western Re-serve HS).
www.ncbj.net North Coast Business Journal April 2012 31
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Christopher D. palmerBranch Manager/Sales
Lawyers Title Insurance Corporation402 Columbus Avenue | Sandusky, Ohio 44870
Business Advisory Services u Business Valuation ServicesLitigation & Accounting Fraud Support u Tax Return Preparation
Account & Financial Reporting u Bookkeeping and Payroll
Payne Nickles & CompanyPNcertified public accountants & business advisors
Let us know how we can help your business. Visit our website at pncpa.biz or call one of our two convenient locations.
Norwalk: 419-668-2552 Sandusky: 419-625-4942
DESIGN • BUILDGENERAL CONTRACTOR
1310 West Fourth StMansfi eld, OH 44906419.529.4456
800.875.2017 | www.adenacorporation.com
EQUAL OPPOR TUNIT Y EMPLOYER
Business Marketplace
In a few weeks, thousands of birders from all over the world will be visiting our area to enjoy the world-class birding we have to offer. Our local birding festival, The Biggest Week In American Birding, happens at the peak of it all, and the festival organizers, in partnership with Chambers of Commerce and County Visitors' Bureaus, are working together to offer opportunities to get birders into your business while they're in the area.
Birder Discount Program This simple program is a great way
to get birders into your business! Businesses that agree to offer some type of discount to birders who their Biggest Week name tag will be added to a list that will be placed in every participant's registration packet. There's no better way to encourage people to visit your establishment than to offer them a deal! Simply email your business information (business name, address, phone
number, and website if you have one,) and the type of discount you'll be offering, to [email protected], no later than April 20th, and your business will be added to the list!
Kimberly KaufmanExecutive DirectorBlack Swamp Bird Observatory13551 West State Route 2Oak Harbor, Ohio 43449419-898-4070
Watch the Birdie(s)!
32 April2012 North Coast Business Journal www.ncbj.net
QUALITY CARE
Emergency Department Visits.................... 18,212
