Business Journal Dec2011 A Section

8/3/2019 Business Journal Dec2011 A Section

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• Convention

Centers A3

• Region’sFinancial

Institutions A1-5

• Findlay/Hancock County A8-10

• Hospice

Care A11

INSIDE

The Small Business Center at SuperiorFederal Credit Union was recently certi-ed by the United States Small BusinessAdministration (SBA) as an

Export Express and Patriot ExpressLender. SBA Export Express loans are usedto enhance a company’s export develop-ment, while Patriot Express loans are used

to help veterans and active military person-nel establish or expand small businesses.The Small Business Center was already cer-

tied as a Standard Express Lender, SBA504 lender, and SBA 7(a) lender.

Superior Federal Credit Union is afull-service nancial cooperative servingmembers in West Central Ohio. SuperiorFCU currently serves 45,000 memberswith assets of $360 million. The creditunion also provides consumer and mortgage

loans, checking and savings accounts, bro-kerage services, and small business servicesand loans.

Marsh Foundation unveilsnew outdoor sign

Superior Federal Credit Union

Business JournalOF WEST CENTRAL OHIO

THE

December 2011

The Region’s Business Publication

www.businessjrnl.com

T h e B u s i n e s s J o u r n a l

4 0 5 N . M a i n S t .

D e l p h o s , O H 4 5 8 3 3

P R S T D S T D

U . S . P o s t a g e

P A I D

L i m a , O H

P e r m i t N o . 2 8 6

Brookside Laboratory Inc. will be building a new2.4 million dollar headquarters in New Bremen Ohionext year. The company currently operates out of New Knoxville. Brookside has outgrown its currentbuilding having been at the current site since 1955.Construction will start in April of 2012 with a com-pletion date of December. Ferguson ConstructionCo. in Sidney Ohio will be the general contractor.

The new 38,000 square foot facility on six acres of land will allow for extensive future expansion.

Brookside Laboratory is one of the oldest and

largest agricultural and sports turf laboratories inNorth America and regarded as a world leader forhigh quality, cost effective and accurate analyticalservices throughout the world. Brookside providesanalytical testing to over 35,000 clients and 40 uni-versities around the world.

We have set records in business the past 3 yearsand need the new facility to keep up with demand say

Mark Flock CEO/President of Brookside. We lookforward to building a modern laboratory designed formaximum efficiency in New Bremen.

Brookside Laboratory Relocating Headquarters in New Bremen

VAN WERT, Ohio - Along-term goal of The MarshFoundation finally became

a reality when a new sign infront of the administrationbuilding was unveiled lastweek. After months of plan-ning and research by TheMarsh staff andBoard of Trustees, a new sign was cho-sen and constructed.

“We’ve known that thesign needed updated and it’sbeen a long discussion,” said Gerald Thatcher, trustee. In the past couple of years, TheMarsh has undergone a rebranding of sorts and among other things, implemented a newlogo and revised mission statement. “We really wanted a sign that would reflect the true

vision of The Marsh Foundation,” he said.See MARSH, page 11A



2A TheBusinessJournal December2011

Central ranks among best carriers in agency survey

Central receives interface partnership award

The Central Insurance Companies hasranked among the top four insurance car-riers in Ohio in the annual PIA InsuranceCompany Satisfaction Survey. For the survey,agents rank carriers in 10 categories basedon their level of satisfaction with the car-rier’s performance. With an overall 4.0 meanranking out of 5, Central was ranked rst by

agents for its Company Website and BillingSystem. Central also ranked among the topten companies in the following categories:Commission/Compensation, Personal LinesUnderwriting, Marketing Support, ClaimsHandling, Company Management, PersonalLines Turnaround Time, and CommercialLines Turnaround Time.

Central Insurance was founded in 1876, andprovides insurance for automobiles, homes,and businesses to more than 390,000 policy-

holders in 18 states. The Central group of com-panies has combined assets of over $1 billion.Central’s A.M. Best rating is A (Excellent).

The Central Insurance Companies has beenhonored with the 2011 Interface PartnershipAward from insurance technology compa-ny Applied Systems. This award recognizesCentral’s achievements in and dedication to real-time communication.

Applied Systems acknowledged Central’sleadership and innovations, citing their interfaceadvancements in download and real-time rating.The award was presented at the 2011 Technology,Education & Networking Conference (TENCon)

hosted by ASCnet Inc., the Applied SystemsClient Network.

“In today’s competitive insurance market-place, efcient and cost-saving interface betweenindependent agencies and their multiple car-riers is a fundamental business requirement,”said Doug Johnston, Vice President of PartnerRelations & Product Innovations. “Carriers such

as Central Insurance Companies represent theabsolute best in terms of their rounded interfaces

they offer Applied Systems agency customers,including download for policy, billing, claimsand alerts, and real-time responses for agencyinquiry, claim reports, policy servicing, andpolicy rating.”

Central Insurance was founded in 1876, andprovides insurance for automobiles, homes, andbusinesses to more than 390,000 policyholdersin 18 states. The Central group of companieshas combined assets of over $1 billion. Central’sA.M. Best rating is A (Excellent).

38 S. Lincoln Drive

Minster, Ohio 45865419•628•4240

419•628•4299 - Fax

www.garmannmiller.com

Education•Commercial•Industrial•Municipal•Healthcare

Architects• Engineers• Landscape Architects

…taking pride in helping shape the communities we serve

Jane Birckhead, CPCU

Executive Vice President

Trustee - Stepping Stones Center

Life • Home • Auto • Business • Income

Hukill HazlettHarrington Agency, Inc.

Insurance Since 1838

513-793-1190

FAX: 513-795-5730 • Cell: 513-479-1193Direct Line: 513-619-4621

Email: [email protected]

Serving the Corporate

and Personal Community

For Over 30 Years Living the Rotary motto:

“Service above self”

Central launches myCentral ® mobile appCentral Insurance Companies proudly

announces the launch of its rst ever mobile appdesigned for Central policyholders. myCentral®

Mobile allows Central’s personal lines custom-ers to take the myCentral® policyholder websitewith them any time, any place! With the app,myCentral® users will be able to access essentialmyCentral® account options such as:• Make payments and check account balances.• View auto ID cards.• Sign up for E-bill.• Contact their agency or Central with one-touch

dialing.• Find accident help.• Report a loss.• Review the status of a reported claim.• View policy information from the declarations page.

• Manage account information in one easy view.myCentral® Mobile is a great way for agents

to offer their Central policyholders extended

service capabilities and self-service options thatincrease customer satisfaction and improve ef-ciency within the agency. The app is availablefor download today on the Apple app store foriPhone, iPad, or iPod Touch users, and willsoon be available for Android devices. Centralcustomers must have a myCentral® account touse the app.

Central Insurance was founded in 1876 andprovides insurance for automobiles, homes, andbusinesses to more than 390,000 policyholdersin 18 states. The Central group of companieshas combined assets of over $1 billion. Central’sA.M. Best rating is A (Excellent).



December2011 TheBusinessJournal 3A

BusinessJournal

THE

ofWestCentralOhioVolume19,No.11

PublisherDonaldR.HempleContributingWritersJeffreyGitomer

AdvertisingDonaldR.HempleTheBusinessJournalismailedtothetopbusinessleadersinthe11-countyregionofWestCentralOhio.Althoughinfor-

mationisgatheredfromsourcesconsideredtobereliable,theaccuracyandcompletenessoftheinformationcannotbeguaranteed.InformationexpressedinTheBusinessJournaldoesnotconstituteasolicitationforthepurchaseorsaleofanyproducts.

Copyright,TheBusinessJournalofWestCentralOhio,2006,Allrightsreserved.Reproductionoruse,withoutwrittenper-missionofeditorial,photographicorothergraphiccontentinanymannerisprohibited.TheBusinessJournalispublishedmonthlyat405N.MainSt.,Delphos,OH45833

ContactUsTelephone 419-999-4762DonHemple 419-695-0015 ext. 138Mari lynHoffman 419-695-0015ext.131S tacyPrine 419-695-0015 ext. 129 tol l fr ee 800-589-6950

Mail405N.MainSt.,Delphos,OH45833-1598Forinformationconcerningnews,advertisingandsubscriptione-mailusat:[email protected]@delphosherald.com

www.businessjrnl.com

Sidney Ofce840 S. Vandemark Rd.

Sidney, Ohio 45365937.498.2357

Lima Ofce800 Buckeye Rd.Lima, Ohio 45804

419.222.1109

Muncie Ofce3100 E. County Road 350N

Muncie, Indiana 47303765.284.1594

Over 50 Years of Service To Area Businesses

OH LIC #21016www.sidneyelectric.com

Connect with us for

your next project!

800.589.7521

We make great connections.

New website features tools to increase

quality and efciencies for customers

[Delphos, OH] – Eagle Print, a full service commercial web-offsetprinting company, based in Delphos, Ohio, has launched a new corporate

website: www.eagleprint.net. The website provides updated capabilitiesinformation about the wide range of services that Eagle Print provides toclients, including a step-by-step downloadable Pre-Press Guide to helpcustomers prepare their electronic les.

“The Pre-Press Guide is a great way for customers to gain understand-ing about how to set up their les correctly from the beginning,” saidEagle Print General Manager Dennis Klausing. “When customers usethis guide, it allows us to produce a great product and can often save timeand money.” If new customers need additional training to set up theirelectronic les correctly, Eagle Print will provide personalized on-siteservice to work with customers’ graphic design staff.

Eagle Print is a full service commercial web-offset, air dry printingcompany. The company’s in-house bindery department offers saddlestitching and nishing of tabloids and minitabs (exies.) Eagle Print pro-vides inline gluing and trimming on single section minitabs as well as afull service mail department featuring the latest CASS-certied softwareand state-of-the-art equipment for a wide range of mailing requirements.Based in northwestern Ohio, Eagle Print serves customers in Ohio,Indiana, Michigan, Illinois, Kentucky, and Wisconsin.

For additional information, contact Dennis Klausing at 419-695-0015x102 or via e-mail at: [email protected].

Eagle Print launches new corporate website


http://slidepdf.com/reader/full/business-journal-dec2011-a-section 4/124A TheBusinessJournal December2011

Come In A Customer ... Leave A Friend

www.raabeford.com

11260 Elida Rd. Delphos419-692-0055 1-800-589-7876

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MoversShakers

Pandora, OH – Patri-cia A. “Chic” Garlock has

joined First National Bankas Vice President of theFindlay market. Garlockwill manage the existing of -fice located at 1630 TiffinAvenue, as well as the newlocation currently underconstruction at 1114 TrentonAvenue. The new branchwill open in February of 2012. She is responsible forcustomer retention and de-veloping new consumer and

business relationships in theFindlay community.Garlock has 23 years of

banking experience in theFindlay Community and isexcited about getting backto true community banking. She is a gradu-ate of the Ohio Bankers Association Schoolof Banking at Ohio University and the OhioSchool of Consumer Credit at Kent State.She is very active in the Findlay Commu-nity. Pat is a member and Past President of

the Kiwanis Club of Find-lay, Advisory Board mem-

ber of Artful EDUtainmentand White Tails Unlimited,member and Past Presidentof BNI, served on the Boardof Junior Achievement of Northwest Ohio for 5 years,and is an active supporter of the Chamber of Commerce,United Way of HancockCounty, American CancerSociety and Hope House.She is married to Todd Gar-lock and has three grown

children, Tara Iriti-Sanders,Nino Iriti, and Mike Iriti.First National Bank is

a wholly owned subsid-iary of Pandora Bancshares(PDRB). The Bank was

founded in 1919 and is a locally ownedcommunity bank with $127MM in assets.The bank has offices in Pandora, Blufftonand Findlay, Ohio. First National Bank is anEqual Housing Lender and Member FDIC.The Bank’s website is www.e-fnb.com.

Citizens National Bankis happy to announce theaddition of a commercialand residential lender to ourVan Wert and Defiance of -fices. With previous com-mercial lending experienceand a credit analyst back-ground, Ty Shingledeckerwill serve as a commerciallender in the CNB Van Wertoffice. Additionally, he willbe providing commercialand mortgage lending ser-vices in the CNB Defiance

loan production office.Shingledecker will be re-sponsible for establishingnew commercial relation-ships for CNB, as well as analyzing currentcustomer portfolios on a regular basis andproviding mortgage and home equity lend-ing to the Defiance market. According to J.Michael Romey, CNB President/CEO, “Ty’sexperience in the Delphos market will allowus to bridge the gap between Defiance andVan Wert. We welcome his expertise and

support his commitment toproviding services for bothoffices.”

A graduate of The OhioState University, Shingle-decker holds a degree inAgribusiness and AppliedEconomics. He’s been inthe banking industry since2005, most recently focus-ing on commercial lending.Committed to the commu-nity, he has been involvedin the United Way, Junior

Achievement, HancockLeadership, the Heart Walkand coaching youth sports.

He and his wife, Meghan,are members of St. Mary’s Catholic Churchin Defiance.

With offices in Bluffton, Celina, Elida,Findlay, Lima, Springfield, Van Wert andDefiance, Citizens National Bank has as-sets totaling more than $565 million and hasbeen serving the communities of West Cen-tral Ohio since 1920.

Patricia A. ‘Chic’ Garlock joinsFirst National Bank

Ty Shingledecker named VPlending at Citizens National Bank

PATRICIA A. ‘CHIC’ GARLOCK

TY SHINGLEDECKER


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Allen County - 419-999-0360Paulding County - 419-339-3765Putnam County - 419-523- 4580

“Many construction projects that wereset to break ground have been put on hold.”--ABC Chief Economist Anirban Basu.

Following a strong 27,000 job gain inSeptember, the nation’s construction indus-

try lost 20,000 jobs in October sending theunemployment rate up to 13.7 percent, ac-cording to the November 4 jobs report bythe Department of Labor. The constructionunemployment rate increased from 13.3percent in September, but is down from 17.3percent the same time last year.

Nonresidential construction employ-ment decreased by 4,500 jobs for the monthwith employment standing at 667,900 jobs.However, the sector added 10,300 jobs or anincrease of 1.6 percent from October 2010levels.

The heavy and civil engineering sectoradded 3,700 jobs in October and has added6,000 jobs or 0.7 percent from the same timelast year. In contrast, the specialty trade con-tractor sector lost 22,100 jobs for the monthand has lost 6,400 jobs, or 0.2 percent, year-over-year. Within that sector, nonresiden-tial specialty trade contractor employmentdropped by 22,500 jobs from Septemberand lost 20,700 jobs, or 1 percent comparedto October 2010.

Residential building construction em-ployment gained 3,300 jobs for the month

and has added 3,100 jobs, or 0.6 percent,over the last twelve months.

Across all industries, the nation added

80,000 jobs as the private sector expandedby 104,000 jobs and government lost 24,000

jobs. Year-over-year, the nation has added1,501,000 jobs or 1.2 percent. The unem-ployment rate stood at 9 percent in October.

Analysis“Though the addition of 80,000 jobs in

October fell short of consensus expecta-tions, the news for the overall economy washardly terrible,” said Associated Buildersand Contractors Chief Economist AnirbanBasu. “Unfortunately, the good news doesnot encompass the construction industry.

“Due largely to the chilling effects of the soft-patch that emerged in the nation’seconomy in March upon the confidence of lenders and developers, many construction

projects that were set to break ground havebeen put on hold,” Basu said. “This hastranslated into weaker activity in many con-struction segments including architecturalservices and specialty trade contractors.

“One of the implications of this has beena sharp reduction in hiring in a segment thathas been adding jobs recently, as witnessedin today’s report,” said Basu.

“No private industry lost as many jobs asconstruction,” said Basu. “Construction ac-tivity is likely to remain soft in the monthsahead for a variety of reason, including

stretched state and local government capitalbudgets, the winding down of federal stimu-lus, and still disciplined lending.”

Construction unemployment

Rises To 13.7 Percent in October

Hicksville lands new plantLoans totaling $7 million draw manufacturer, 200 jobs

With loans totaling more than $7 million, Ohio has lured a Texas-based manufacturer toopen a factory in Hicksville.

FWT, which designs and makes custom steel supports for the telecommunications andutility industries, plans to hire 200.

The full-time jobs will pay $17 an hour.Christiane Schmenk, director of the Ohio Department of Development, said the depart -ment has worked to create a favorable business climate and fast-track economic develop-ment.

“Projects like this are the backbone of Ohio’s economic growth,” she said in a writtenstatement.

Fort Worth-based FWT will use a $3 million 166 Direct Loan and a $4.04 million OhioEnterprise Bond Fund loan to buy and renovate a 300,000-square-foot building on 92acres.

Hicksville, which is 25 miles northeast of Fort Wayne, has a population of about 3,400.Defiance County’s unemployment rate was 8.9 percent in September, according to Ohio

data released Oct. 25.Texas was also in competition for the project, Ohio officials announced.

Mark Kvamme, president and interim chief investment officer for JobsOhio, describedthe win as something the county and state can build upon.“Ohio has always been a leader in manufacturing, and the addition of FWT is further

evidence that we are going to strengthen that position by attracting cutting-edge companiesthat show the increasing diversity in the industry,” he said in a written statement.

FWT officials couldn’t be reached for comment.The company’s products include communications poles that can be disguised as flag-

poles, signs, palm trees or pine trees, allowing them to blend with their surroundings.



6A TheBusinessJournal December 2011

Convention Centers

Size matters when it comes to planning events.

The consensus among administrative assistants is that for smallerevents, you can go solo.

But for larger ones, it takes a committee, a nod from management and azinger of a spreadsheet for keeping tasks and timelines on track.

The benefits of working with a committee are two-fold: “I used to dothe big stuff by myself, but it was too much work. Plus, when you geta few viewpoints, you often come up with ideas you wouldn’t havethought of on your own.”

To help you track the details, try this sample checklist:

Establish budget

Expenses (create separate line items for speaker fees, entertainment,meals, beverages, etc.)Income (create separate line items for registration fees, contributions,other financing)Establish meeting content

ProgramsSpeakers and presentersEntertainmentTentative agenda

Select venue if off-site

Establish venue contact personTax-exempt certificates if applicableMeeting rooms (create separate line items for square feet needed, light -ing, desired amenities)Specify ADA accessibility needsAccessibility/local transportationParking: free or rateAppearance: Rate inside from 1-5 (with 5=best) and outside from 1-5Business services available (fax, voice mail, etc.)Renovations planned during eventOther events at the venue during event

Food and beverage

In-house or outside catering

Caterer contact information

Format of each mealSelect menusSpecial dietary needsObtain menu costsEstablish ticket system for meals and beveragesAdditional service personnelSupplies

DecorationsPlates and flatwareNapkinsTableclothGlasses or cups

Set-up

Table arrangementsFlip charts, pens, etc.Audio-visual needs (LCD projectors, laptop, DVD player, etc.)Audio-visual contact informationPresentations sent to AV person in advance?Signage and decorationsSecurity

Determine security requirements for VIPs, meals and outside functionsMedical emergency planNames and phone numbers for local police, fire departments and hos -

pitalsReception

Airport greetingsVIP protocolHost committeesWelcoming ceremonyName tagsAccounting

Budget tracking systemMaster account billingIndividual billing

GratuitiesFinal billingBudget vs. actual expenses recap

Event planning checklist

Come for the DayStay for the night

480 Moxie Lane, Delphos, OH 458331/4 mile East of Delphos on Lincoln Hwy. • Easy access to Rt. 30

Phone 567-765-1500 Fax 567-765-1501

Email [email protected] www.microtelinn.com

• Large meeting room• Ample parking

• FREE internet, long distance, cable TV

• Easy to nd • Continental breakfast

TheBusiness

Journal

Distributedin13

counties...

ALLEN,AUGLAIZE,DEFIANCE,HANCOCK,

HARDIN,HENRY.LOGAN,

MERCER,PAULDING,

PUTNAM,SHELBY,

VANWERT,WOOD



December 2011 TheBusinessJournal 7A

• Two city blocks with 225,000 square

feet of exible, innovative space.

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botanical gardens, museums, galleries, hiking and biking trails,

zoo, pubs and ne dining.

Find out more:

grandwayne.com | 260.426.4100

. . :

How to choosea meetingvenueWhen choosing a venue for your next

meeting or conference there is more toconsider than just the budget. Taking intoaccount who is attending, from how far andhow many you should plan to ask the fol-lowing about any potential venue:

SuitabilityDoes the venue fit the company’s corporateimage?Does it give the correct impression for thisparticular meeting?Will it appeal to the target audience?Will the venue’s staff add to the attendees’

experience in a positive way?

LocationIs the venue easily accessible to those at-tending?Does the location offer the necessary road/rail/air links?Is the venue location suitable for any extraevents/shows/excurisions that have beenplanned?Is the location quiet, close enough to ac-commodation if required, in a safe area,etc...

AvailabilityIs the venue available on the dates re-quired?Are any extras such as equipment, ac-commodation, etc. available on the datesrequired?How flexible are they if you have tochange the meeting date?

SizeIs the seating capacity suitable?Are the meeting rooms large enough to

provide a comfortable experience for thoseattending?Are the meeting rooms well laid out? Dothey allow for good views of the speakerwithout any obstructions?Does the venue allow attendees to movearound without bottlenecks and delays?

FacilitiesDoes the venue have a variety of roomsif required? An auditorium if necessary?Small rooms for break away meetings?Can the venue offer a projector, electronic

whiteboard, stationery, etc.Does the venue offer wifi internet access?Do they have a photocopying/fax service?Can they make available laptops or PC if required?Can they provide refreshments, tea/coffee/meals?

See VENUE, page 10A




Understand the client by anticipatingand responding to their needs

Provide value-added advice andguidance by analyzing client needsand resolving issues

Provide the broadest range andhighest quality of products and services

Develop and maintain long-termrelationships by actively listening to ourclients in order to build trust and loyalty

Offer personal and professional serviceon everything we sell

Through teamwork, leverage our capabilities andresources to fully meet the needs of our clients

Client Centered

This Enables Us To:

Perry Corporation / SMS proTECH is a client-centeredorganization. The Client is the driving forcebehind what we do.

We are constantly innovating,

but our motivation is always

the same – Client Satisfaction .”

1089 Fairington DriveSidney, OH 45365

937.498.7080www.smsprotech.com

545 W. Market StreetLima, OH 45801

419.228.1360www.perrycorporation.com

“




Flexible Lease Options

• 10,000-310,000 square feet

• Divisible Flex Space

• Industrial / Food Grade

• Short term / Long term Options• NNN / Gross Lease

www.BENSAR.com

Since 1979, BENSAR Developments

Co. has been Leasing quality indus-

trial buildings for the facility needs

of companies both large and

small.Located in Sidney Ohio, our

modern facilities offer a wide range

of amenities that are unmatched in

the region. Our facilities support

warehousing, manufacturing,

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can focus on your core

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We take a team approach

with each of our cus-

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With over 2.5 million square feet of floor space ranging in size from 10,000SF to

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specific facility needs .

When you entrust BENSAR Developments Co. to manage your facility needs, you

BENSAR Developments Co.

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419-227-9040419-695-9040

The experts providing full payroll services are:Anna Bruns, Eric Macwhinney and Kristen Ulm

www.payrollservicesincorporated.com

MoversShakers

(Columbus, Ohio) – Larry Hoffman, CFOat The First National Bank of Pandora in

Pandora, recently graduated from the 2011OBL Bank Management School sponsoredby the Ohio Bankers League. Hoffman wasone of 28 bankers who completed the inten-sive one-week program in September.

One of the longest-standing educationaltraditions in the Ohio banking industry,the School was established in 1955. Thecomprehensive School offers bankers fromacross the state the opportunity to enhancetheir skills in all areas of bank operations andmanagement, and helps them understand theimpact changes in the economy have on the

profitability of a bank.The highlight of the School continued

to be the Bank Executive Simulation wherestudents were divided into groups, selectedkey roles and then had an opportunity tomake “reallife” executive decisions on howto run a bank – all in a risk-free environment

– through the BankExecTM software pro-gram. This was complemented with sessionsin asset liability, bank investments, strategicplanning, risk management and more.

“Students at the OBL Bank ManagementSchool get a real sense for what leaders in

their banks do on a daily basis, and the chal-lenges they face in today’s economy,” saidMike Van Buskirk, president & CEO of theOhio Bankers League. “Graduates need tounderstand the investment the bank made ineach of them represents the belief that eachwill play an important role in the future of their organization.”

Bank employees at nearly every level canbenefit from the challenging educational op-portunities that are offered in a rewardingenvironment at the OBL Bank ManagementSchool. For more information about next

year’s program, scheduled Sept. 16 – 21,contact Susan Poling at 614-340-7611.

About the Ohio Bankers LeagueThe Ohio Bankers League is the trade as-

sociation for the Ohio banking industry - andis Ohio’s only organization focused on meet-ing the needs of all banks and thrifts in the

Buckeye State. For more than 100 years, theOBL has been the voice of the Ohio bank-ing industry fostering a cooperation that hasmade it one of the strongest and most repu-table financial trade associations in t he coun-try. By linking banks, bankers, and industryexperts - and by pooling their intellectualand capital resources - the OBL serves as apowerful creator of knowledge and collec-tive resources. The non-profit association iscomprised of 200 FDIC-insured financial in-stitutions including commercial banks, sav-ings banks, and savings and loan associations

ranging in size from more than $1.7 trillion to just over $13 million in assets.

Local banker receives banking diplomafrom the Ohio Bankers League

LARRY HOFFMAN




Industrial & Commercial Roofingwww.CottermanRoofng.com

Minster & Dayton

419-628-3713

Are vegetarians, vegans and those withspecific dietary requirements catered for?Does the venue have enough parkingspaces?Are the rooms well ventilated and tempera-ture controlled?Will disabled delegates be catered for?Is there a restaurant or bar for post-meetingnetworking and entertainment?

Do they have sports and leisure facilitiessuch as a pool or gym?Can the venue also provide accommodationif required?

CostDoes the venue fall within the budget forthis meeting?What type of rates do they offer i.e.: 24hour per delegate rate, individual room hirerate, etc...Can they offer any discounts?Can the price be negotiated?

Does the overall cost, all extras included,

compare favourably with other offers/options (i.e.: hotel accommodation at aseparate location to the meeting or diningelsewhere)Are there hidden costs?When is payment required?Is a deposit required and if so how muchand how far in advance?What is their cancellation policy? Will you

receive a full or partial refund?

A lot of the above questions can be an -swered by a visit to the venue’s websiteand by asking for a quote. If it is a venueyou have never used before you may wantto ask the opinion of other companies thathave held meetings and conferences thereto find out what their experience was like.If the meeting or conference is an importantone you may wish to visit the venue per-sonally to get a first hand impression of thelayout, suitability and, very importantly, the

attitude of the management and staff.

Venue (Continued from page 7A)

CentraComm, a leading IT managedsecurity and networking services com-pany, was recently ranked 2890 by Inc.magazine on its annual Inc. 5000 list, anexclusive ranking of the nation’s fastest-growing private companies. CentraCommpreviously earned Inc. 5000 recognition in2007, 2008 2009 and 2010.

The Ohio-based company operatesthroughout the Great Lakes with staff based in Findlay, Toledo, , Columbus,Dayton and Grand Rapids, Michigan. Inaddition to multiple years on the INC 5000list, last year the company was one of only

two Ohio companies named to the CRNFast Growth 100, a national ranking of thefastest growing IT solution providers forfive consecutive years.

CentraComm is an industry-leadingmanaged service provider originallyformed in 2001 as an Internet ServiceProvider (ISP). CentraComm offers rout-ing-switching-security expertise with sea-

soned, certified engineers, a strong focuson customer service and best-of-breedproducts and partnerships.

“We are truly honored to be includedon the 2011 Inc. Magazine list; it is a re -flection of the determination, poise andfocus of our team and our outstanding cli-ents who continue to trust in our counseland vision,” said Mark Robinson, Centra-Comm’s President. “Since our origins in2001 as an Internet Service Provider, wehave embraced innovation and service ex-cellence in our pursuit to grow sustainablyand better serve our clients. We anticipate

building upon this foundation in the yearsahead.”

“Now, more than ever, we depend onInc 500/5000 companies to spur innova-tion, provide jobs, and rive the economyforward,” stated Jane Berentson, Editor of Inc. Magazine. “Growth companies, notlarge corporations, are where the actionis.”

Ohio’s minimum wage is scheduled toincrease on January 1, 2012 to $7.70 perhour for non-tipped employees and to$3.85 per hour for tipped employees, plustips.

Ohio’s current minimum wage is $7.40per hour for non-tipped employees and$3.70 for tipped employees, plus tips.

On January 1, 2012, the increased mini-mum wage will apply to employers whogross more than $283,000 per year. Cur-rently, Ohio’s minimum wage applies toemployers who gross over $271,000 peryear.

The Constitutional Amendment passedby Ohio voters in November 2006 statesthat Ohio’s minimum wage shall increaseon January 1 of each year by the rate of in-

flation. The state minimum wage is tied tothe Consumer Price Index (CPI) for urbanwage earners and clerical workers for the12-month period prior to September. ThisCPI index rose 4.3 percent from September1, 2010 to August 31, 2011. The Amend-ment also states that the wage rate shall berounded to the nearest 5 cents. The Consti-tutional Amendment is available HERE.

For employees at smaller companies(grossing $271,000 or less per year or$283,000 or less per year after January 1,2012) and for 14- and 15-year-olds, thestate minimum wage is $7.25 per hour. Forthese employees, the state wage is tied tothe federal minimum wage of $7.25 perhour which requires an act of Congress andthe President’s signature to change.

CentraComm advanceson Inc. 5000 list

Ohio minimum wage set to increase




The final product was a team effort andwould not have become a reality without thehelp of local businesses, Wellman Brothers,Inc. and Swan Memorials. “We have a long-standing relationship with Wellman Broth-ers and are always pleased with their pro-fessional work,” said Jeff Grothouse MarshFoundation executive secretary and treasur-er. Wellman Brothers was responsible forthe construction and masonry of the sign.

“We do a lot of masonry work, but this

was our first actual sign,” said Blair Walls,owner of Wellman Brothers, Inc. “Wecouldn’t be happier with how it turnedout.”

“Swan Memorials was also fabulous to

work with,” Grothouse said. “They reallyworked hard to ensure that the stone wasengraved and painted in a professional andtimely manner. They did a great job,” hesaid.

Connie Boley, owner of Swan Memori-als, said it was an exciting community proj-ect for her team to work on. “The piece of Indiana limestone weighs 3,900 pounds andis the heaviest we’ve ever worked with,”she said. The engraving alone took 14 hours

and the paint used was mixed by hand to en-sure the correct color was created.

The sign, which will undoubtedly standfor generations to come, is a symbol of thesteadfast history of The Marsh Foundation

and the organization’s commitment to help-ing children and families.

Serving children and families since 1922,The Marsh Foundation is a not-for-profitchildren’s services agency that provides be-havioral treatment in a variety of settings.Services include group homes, treatmentand family foster care, an intensive treat-ment program and independent living. Lo-cated in Van Wert, Ohio, the organization’sgroup homes are licensed for up to a total of

30 children ages 7 - 17, offers an on-cam -pus school for grades 2 - 12 and providesa variety of clinical services to group homeresidents, foster children and communitymembers.

The mission of The Marsh Foundationis to inspire hope, to teach and to care forchildren and families. For more informationabout The Marsh, visit www.marshfounda-tion.org.

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Marsh (Continued from page 1A)

“I want my people to be accountable.”“I want our people to be MORE account-

able.”“Our main issue this year is ‘accountabil-

ity.’”Sound familiar? Accountability is the

number one recurring theme throughout

sales leadership in the United States. Salesleaders want their salespeople to be moreaccountable for their actions, activity, num-bers, and (of course) sales.

And it’s TOTALLY WRONG, TOTALLYBACKWARD, TOTALLY INSULTING,and TOTALLY ANTI-SALES.

How’s that for an opinion?REALITY: NO SALESPERSON

WANTS TO BE ACCOUNTABLE. Theygot into sales so they WOULDN’T have tobe accountable.

But sales leadership, even in their current

CYA situation, has no concept of “field real-ity.” Rather, they implement some form of accountability through CRM (customer rela-tionship management), and wonder why NOONE uses it, much less keeps it up to date.

CRM is an advanced form of database thatthat helps salespeople keep track of custom-ers, and on the surface it seems like a greattool. But it’s complex, cumbersome, andrequires additional work. Leadership, whobought CRM for the wrong reason, expects

all salespeople to documenteverything. But salespeopledon’t.

CRM programs are themost-purchased, least-usedsoftware in the history of thecomputer. Why?

The reality is: CRMdoesn’t help salespeoplemake sales.

Which brings me to to-day’s subject: accountabilityversus responsibility.

Sales leaders who wanttheir people to be account-able are passing off theirleadership duties to some-one else, and then blaming them for failure.Wrong approach.

Leadership and accountability are at the

opposite ends of the spectrum, especially thesales spectrum.

THINK ABOUT IT THIS WAY: You’reaccountable to me. (Not good.) I’m respon-sible for you. (Much better.) And responsi-bility has a much more inclusive meaning.

As a leader, you’re responsible for youractions, responsible for your people, respon-sible for your attitude, responsible for yourleadership skills, and certainly responsiblefor your results.

As a leader, the only person you’reaccountable to is yourself.

And if you pass on the same strat-egy and philosophy to your people,that THEY are…

• responsible for their actions• responsible for their customers

• responsible for their attitude• responsible for their sales skills• responsible for their results…your acceptance and respect as a

leader will ensure positive growth.If a salesperson takes responsibil-

ity for his or her knowledge, pipeline,customers, sales, income, and suc-cess, your job as a leader shifts from aparanoid accountability manager to an

encouraging, supportive leader.What’s the difference?• Accountability sends the wrong mes-

sage. It implies forced leadership and micro-managing. It has at its base “you are” and“you must” as a process. It’s “childish.”

• Responsibility sends the right message.It’s individualized and team-oriented. It’s “Iam” and “I will” as a process. It’s “adult.”

• If I’m accountable, it’s less likely thatI’ll ever do my best or be my best. Rather,I’ll do what’s necessary, and report at thedeadline – or just after.

• I’m responsible has a chance to include

character building and pride in my achieve-ment and work.

• I’m accountable lowers morale and cre-ates disdain on the part of salespeople.

Here is the most telling difference:“You’re accountable” indicates a corpo-

rate directive, and an order.

“I’m responsible” indicates a personaldecision, and a success opportunity.

As negative as accountability is, there isone place it f its. You are accountable to your-self. You face the accountability mirror of truth every morning and every evening – inyour bathroom. You are accountable to your-self for your attitude, your actions,you’reyour results.

And in the end, accountability will still be“on message” and erroneously rule the salesairwaves, even though what I have written istruth and reason.

What’s your take on responsibility ver-sus accountability? Post your views at face-book.com/jeffreygitomer, or tweet them @gitomer

Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfactionis Worthless Customer Loyalty is Priceless, The Little Red Book of Selling,The Little Red Book of Sales Answers, The Little Black Book of Connec-tions, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little TealBook of Trust, The Little Book of Leadership, and Social BOOM! His web-site, www.gitomer.com, will lead you to more information about trainingand seminars, or email him personally at [email protected].

© 2011 All Rights Reserved. Don’t even think about reproducing thisdocument without written permission from Jeffrey H. Gitomer and BuyGitomer. 704/333-1112

What are you really asking of ‘your people?’

JeffreyGitomer




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