L o o k o n P a g e 1 0 f o r S p o t l i g h t s o n . . .

A PUBLICATION OF THE BUFFALO NIAGARA SALES & MARKETING EXECUTIVESEXECUTIVE NEWS

S U M M E R 2 0 2 0

ELISABETH MARINOPresident & Founder of

Sales DynamoMember since 2017

MAX WINTERBURNDirector of Business Operarions

& Sustainability SpecialistDataSure24

Member since 2018

25t h a n n u al

8 • 3 1 • 2 0

JOIN US - AUGUST 31ST

at Orchard Park Country Club for the 25th Annual Golf Outing in partnership with Junior Achievement of WNY.

Joining a committee is the best way to make the most of your membership investment.

To learn more, contact Jeanne Hellert at bnsme@bnsme.org

Rachael Herrmann, Rich Products (vice-president) Lisa Bruce, ValueCentric Michael Donovan

Amanda Recio, Hilbert College Lisa Roy, Junior Achievement of WNY

Jill Pawlik, Uniland Development Company (chair) Kyle Aronica, Evans bankLisa Ettipio-Lauciello, Bryant & Stratton Mike Even, Visit Buffalo NiagaraLori Kuzan, Lawley

Joe Lojacono, Valmark Associates LLC | Vicar Industries LLCLaurie Mahoney, Junior Achievement of WNY Shelley Rohauer, Buffalo Business First

Matt Carlucci, Employer Services Corporation (vice-president) Elisabeth Marino, Sales Dynamo (co-chair)Michael Even, Visit Buffalo Niagara Michaela Lajoie, Westin Buffalo

Jill Pawlik, Uniland Development CompanyLindsey Zajac, Ahern Murphy & AssociatesPaul Chisholm, Insurance Associates MarketplaceEd Helm, The Copy Store

Tony Blasting, Northwestern MutualFrancine Brooks, FB Displays & Designs, Inc.

Rick Dean, R.W. Dean Growth SolutionsMichelle Gerace, John W. DanforthAdam Guglielmi, Construction Exchange of Buffalo & WNY

The Education Committee works with area colleges for speakers, Student Day program and the Collegiate Sales & Marketing Award.

Jennifer Szustakowski, (vice-president) Dylan Buyskes, Onion StudioCarrie Callahan, Casilio CommunicationsMatt Carlucci, Employer Services CorporationParrish Gust, Twisted RopeGreg Hennessey, Marketing Tech

Melanie McGovern, Better Business Bureau of Upstate NYMary Oshei, Shea’s Performing Arts CenterJill Pawlik, Uniland Development CompanyTodd Harmon, Quinlan & Co

Eric Ensminger, Marketing Tech (chair) Max Winterburn, DataSure24 (co-chair)Tony Blasting, Northwestern MutualStephanie Danielsson, The Quilted Squirrel

Laurie Mahoney, Junior Achievement of WNYJeff Reed, Mount Calvary CemeteryLisa Roy, Junior Achievement of WNY

The Awards Gala Committee plans our annual signature event: the Executive of the Year and Elite Sales & Marketing Awards Gala.

The Programming Committee plans our monthly meetings and seminars.

The Membership Committee is responsible for recruitment and retention of our members.

The Golf Committee plans our annual golf outing to support Junior Achievement of WNY.

The Marketing/Communications Committee manages all marketing and communications including advertising, branding, Executive News magazine,

roster, website and social media.

EDUCATION

AWARDS GALA

PROGRAMMING

MEMBERSHIP

GOLF

MARKETING COMMUNICATIONS

25th Annual Golf Outing August 31 Orchard Park Country Club 10:00 a.m.To benefit Junior Achievement of WNY

Season Kickoff September 14Networking Social 5:30 p.m.

September Monthly Program September 28 5:30 p.m.

Virtual Seminar October 16 12:00 p.m.

October Monthly Program October 26 5:30 p.m.

Virtual Seminar November 13 12:00 p.m. November Monthly Program November 23 5:30 p.m.

Holiday Charity Fundraiser December 14 5:30 p.m.

Hello BNSME members, sponsors, guests, and friends. First of all, on behalf of the Programming Committee, I wanted to thank you for your membership and participation in what has been a challenging year (to say the least). The committee and I have been working very hard to provide true value to our members and their guests—and we hope that you’ve all realized the benefit of being a part of our group of Sales and Marketing Professionals. The health, safety, and comfort of our members and guests have been and will continue to be the top priority for our Programming Committee. It is for that reason that all BNSME events through (at least) the end of 2020 will have virtual access. This means that members will still be able to network with peers, participate in discussions, and access the educational seminars we’ve been so proud to present so far. Though we are often many miles apart, the technology of the day has allowed us to connect with people in ways that previously were impossible. Participants and presenters from all over the world are now as accessible as those in our own back yard. Though we do not know what the world will look like in 2021 and beyond, we are going to be more prepared and proactive than ever before. As regulations, research, and clarity evolve; you can rest assured that BNSME will have your best interest in mind and will continue to provide the value you’ve come to expect for decades. Stay safe. Be kind. - Matt CarlucciVP ProgrammingBusiness Development ExecutiveEmployer Service Corporation

CALENDAROF EVENTS

BNSMECOMMITTEES

2Magazine editors: Jeanne Hellert, Jennifer Szustakowski, Jill Pawlik, BNSME photographers: Onion Studio, Carrie Callahan Photography

Now more than ever BNSME is here to support, educate, and connect you.

A Message from the Programing Committee:

3facebook.com/bnsme | twitter.com/BuffaloSME | linkedin.com/company/bnsme

“Now more than ever”

I am honored to assume my role as your president for the 2020-2021 BNSME year.

Allow me to take a pass on the use of “trying times, unprecedented, new normal, Covid, and Zoom fatigue” in this message.

As sales and marketing professionals know, sales is not about convincing and coercing, it is identifying problems, educating, and providing solutions. We are here to do just that for you.

Your needs have not changed. You want to learn from your colleagues, leverage your connections to help your clients and grow your business, network with other professionals, and support each other.

The board has done a fantastic job delivering content in a multitude of formats with top quality speakers from around the country (and Canada!). We are committed to providing quality content going forward.

I look forward to your participation in our annual golf tournament be it in person or online. The date has changed to August 31. What hasn’t changed is a great day of food, drink, and golf along with raffles, auctions, and kicking your ball from behind a tree when no one is looking. This year non-golfers will be able to participate in raffles and auctions and help Junior Achievement in the process.

We are committed to a great lineup of events and activities this coming year. Please spread the word and don’t keep us a secret! I welcome your input, please reach out any time.

Cheers,

Tony Blasting, CFPField DirectorNorthwestern Mutual

EXECUTIVE NEWSMessage from the President

Big thanks to Michael Donovan for his leadership and friendship

over the past year.

Now more than ever BNSME is here to support, educate, and connect you.

P.O. Box 1185, Orchard Park, NY 14127bnsme.org | 716.662.2279

Page 2 Calendar of Events/ BNSME Committees

Page 3 President’s Message

Page 4 25th Annual Golf Outing

Page 6 BNSME Happenings

Page 10 Member Spotlights & Welcome New Members

Page 11 Board of Directors

TABLE OFCONTENTS

On the Cover: Join us August 31st at Orchard Park Country Club for the 25th Annual Golf Outing to benefit

Junior Achievement of WNY.

A Publication of the Buffalo Niagara Sales & Marketing Executives

Tony with Jim Richert, GZA GeoEnvironmental of NY

25TH ANNUAL GOLF OUTING TO BENEFIT JUNIOR ACHIEVEMENT OF WNY

WE ARE SO GRATEFUL TO OUR GOLF SPONSORS:

Monday, August 31 at Orchard Park Country Club

For the twenty-fifth year, BNSME is teaming up with Junior Achievement of WNY for our annual golf outing. Join us as we enjoy a day of golf, great food, raffles and prizes!

Our committee, headed by Eric Ensminger, Marketing Tech and Max Winterburn, DataSure24, is focused on our number one priority of keeping our golfers and volunteers safe. We are working with OPCC to make the golf day experience as safe and enjoyable as possible while maintaining many of the wonderful elements our golfers have come to expect.

New this year! We are moving our Basket Auction online so everyone in the WNY community can participate. We need your help! With

organizations being impacted in different ways, we feel now, more than ever, we have an opportunity to become creative and innovative in ways to help our neighboring businesses. If you can help our organization raise funds, we can help your organization with some visibility among our BNSME and JA audiences. Please consider a business traffic-building or awareness-raising donation to our golf outing.

We ask that you consider how you and your organization can become a part of this wonderful relationship that has developed between JA and BNSME.

Please visit our website at bnsme.org for more information and to register for golf. This is needed ASAP.

4

TITLE:

CART: DRIVING:

PHOTOGRAPHY:PRINT:

LUNCH: DINNER:

DINNER GIFT:

SPIRIT OF COMPETITION:

0 | P a g e

Why JA? And Why Now? A Response to the Uncertainty and Inequity Facing Gen Z

Why JA? And Why Now?

A Response to the Uncertainty and Inequity Facing Gen Z

0 | P a g e

Why JA? And Why Now? A Response to the Uncertainty and Inequity Facing Gen Z

Why JA? And Why Now?

A Response to the Uncertainty and Inequity Facing Gen Z

0 | P a g e

Why JA? And Why Now? A Response to the Uncertainty and Inequity Facing Gen Z

Why JA? And Why Now?

A Response to the Uncertainty and Inequity Facing Gen Z

0 | P a g e

Why JA? And Why Now? A Response to the Uncertainty and Inequity Facing Gen Z

Why JA? And Why Now?

A Response to the Uncertainty and Inequity Facing Gen Z

CELEBRATING OUR 25 YEARS IN PARTNERSHIP WITH JUNIOR ACHIEVEMENT OF WNY

5

BNSME believes in enhancing the lives of our future leaders through the educational programs Junior Achievement brings to our local schools. We are dedicated to help JA with their mission by partnering with them each year to provide a successful golf outing that not only raises necessary income for JA programs but also increases awareness about the importance to volunteer in JA classrooms throughout our community.

Here is a look back over the years...

IN THE AIR AND ON THE GROUND.CONNECTING COMMUNITIESProud to support Junior Achievement of Western New York.

ConstructionDevelopment Property ManagementSales & Leasing

716.834.5000 | uniland.com

BNSME had been moving around to different courses year after year and we were trying to find a course that was willing to work with us and our membership. At the time I was a member at OPCC and suggested we give them a try which turned out to be a great partnership for BNSME and JA. The relationship between these two organizations is a perfect fit.

- Tom Wach, Former Golf Outing Chair

One of the many hats I wore for BNSME was VP of Education…twice, 1995-97. The most important objectives for my committee was to re-establish our relationship with Junior Achievement.

I met with Janice (Wittmeyer) Zigel, JA’s president and Molly Thompson, marketing director. My goal was to bring Molly on board as a member but I ended up getting both of them to join.

Janice and Molly became great active members and JA has been on board ever since.

It was from that meeting in 1995 that the relationship grew, and JA became one of our most important partners. I’m proud to have played a role in bringing us together.

- Mark S. Hayes, President & CEO, Construction Trades Staffing, Inc.

0 | P a g e

Why JA? And Why Now? A Response to the Uncertainty and Inequity Facing Gen Z

Why JA? And Why Now?

A Response to the Uncertainty and Inequity Facing Gen Z

2018 Executive of the Year, David Nasca, Evans Bancorp, Inc and Evans Bank, N.A. with the 2019 Executive of the Year, Jody L. Lomeo, Kaleida Health and Great Lakes Health System of WNY

The Lomeo Family

Alycia Ivancie, Junior Achievement of WNY with

husband, Brian

Father Dave Richards of Our Lady of Pompeii with

Jody Lomeo

DJ Dave Jickster from 97Rock with Mistress of Ceremonies, Maryalice

Demler, WGRZ-TV Channel 2

Kurt Amico, MidCity Office Furniture with Nancy McNamara, Buffalo Niagara Partnership

A LOOK BACK AT THE ANNUAL AWARDS DINNER

BNSME members Erin Marra, Elisabeth Marino of Sales Dynamo, Lindsey Zajac of Ahern, Murphy & Associates and Michael Donovan

EXECUTIVE OF THE YEARMAR 2 AT SALVATORE’S ITALIAN GARDENS

Our honorees (from left to right) Emma Carlo (Collegiate scholarship winner); Alycia Ivancie, Junior Achievement of WNY; Chris Passarell, Evans Bank; Jody Lomeo, Kaleida Health; Colleen Reedy, Bryant & Stratton College; Lori Kenjockety, Seneca Gaming Corp; Nancy McNamara, Buffalo Niagara Partnership; Eric Ensminger, Marketing Tech with BNSME 2019-2020 president Michael Donovan

Eric Ensminger, Marketing Tech with Laurie Mahoney, Junior Achievement of WNY

2019 Executive of the Year: Jody L. Lomeo President, Chief Executive Officer, Kaleida Health and Great Lakes Health System of WNY

6

Michael Donovan with Collegiate Sales & Marketing Award winner, Emma Carlo from Niagara University; Kyle Aronica, Evans Bank and Education Sponsor, Dr. Fran Felser, Bryant & Stratton College

RECAP OF OUR SPRING VIRTUAL EVENTS INCLUDING WHAT OUR ATTENDEES HAD TO SAY:

(Members may access the video recordings at bnsme.org/Event_Video_Presentations)7

TRANSFORMING CUSTOMER SERVICE INTO LEAD GENERATION (Using Tech You Probably Already Have)

MANAGING A REMOTE SALES TEAM

THE METHOD TO THE MAGIC

NAVIGATING ONLINE REPUTATION MANAGEMENT

THE GO-GIVER WAY

BETTING ON YOURSELF – an evening with a serial entrepreneur

IGNITE ON LINKEDIN – For More Leads & Visibility

MANAGING STRESS DURING STRESSFUL TIMES

SOCIAL MEDIA FOR BUSINESS

Presented by Matt Zelasko, [re]noun creativeMAR 20

APRIL 9

MAY 15

APRIL 16

MAY 29

APRIL 27

JUNE 16

MAY 7

JUNE 25

Presented by Jason Pearl, Nacre Consulting

Presented by Dan Cockerell

Presented by Melanie McGovern, Better Business Bureau of Upstate NY

Interview with best-selling author, Bob Burg

Featuring Jack Greco

Presented by Belinda Aramide, Salesfluence™

Presented by Lindsay Amico, Picture Perfect Mind

Presented by Amanda Kohal, The Wolfe Co

VERY informative! Matt did a great job, presented good information.

Excellent presentation! Worthwhile content that is always good to hear.

It exceeded expectations! Dan was an informative and engaging presenter.

REALLY enjoyed this webinar. I took lots of notes and learned a lot.

Such a valuable topic and Amanda is undoubtedly an authority on the subject.

A lot of timely and helpful information! Melanie was engaging.

What a great conversation. A deep dive into what truly makes someone successful.

The speaker was awesome and the topic was spot on! GREAT sales & marketing info! Meaningful and worthwhile!

Mindfulness is so important right now and Lindsay gave me some GREAT tips on how to keep my thoughts in order.

This past March, our programming plans were altered and our team had to move quickly to bring valuable online programs to our members.

8

2495 Main St, #220 Buffalo, NY 14214 • 716 332 4369 • info@MarketingTechOnline.com

SEO, Social Media & Pay Per Click

ADA Accessibility

Marketing Automation

Web & AppDevelopment

Data & Mailing Services

PromotionalItems

Online Print Ordering

Large Format PrintingIndoor & Outdoor

Full-Service Printing

Graphic Design & Copywriting

DESIGN IT. WRITE IT. PRINT IT. MAIL IT. PERSONALIZE IT. DEVELOP IT. AUTOMATE IT. MARKETING TECH DOES IT!

9

2495 Main St, #220 Buffalo, NY 14214 • 716 332 4369 • info@MarketingTechOnline.com

SEO, Social Media & Pay Per Click

ADA Accessibility

Marketing Automation

Web & AppDevelopment

Data & Mailing Services

PromotionalItems

Online Print Ordering

Large Format PrintingIndoor & Outdoor

Full-Service Printing

Graphic Design & Copywriting

DESIGN IT. WRITE IT. PRINT IT. MAIL IT. PERSONALIZE IT. DEVELOP IT. AUTOMATE IT. MARKETING TECH DOES IT!

10

WELCOME NEW MEMBERS

William AndrewsMonofrax

Steve NeussPCA Technology Group, Inc.

Liam O’MahoneyThe HomeCare Partners

Kathy Otto Fichte, Endl & Elmer Eyecare

Kathleen ArmstrongUSI Insurance Services

Amiee FolsterEmbassy Suites

Michael HughesKaleida Health

Rick MarianoLocal Edge, Inc.

Kathleen McCueThe Bonadio Group

Max WinterburnElisabeth Marino

BOARD MEMBER SPOTLIGHT

MEMBER SPOTLIGHT

Director of Business Operations & Sustainability Specialist, DataSure24

President & Founder of Sales Dynamo

I had been to a few BNSME events prior to joining in 2017, and really enjoyed the atmosphere, camaraderie and net-working BNSME provides a great opportunity to network with like-minded individuals and to develop interpersonal skills while you’re at it. I have benefited from my membership because of the access to all of the events, presentations, lunches and professional networking that BNSME offers. As mentioned above, the atmosphere and interpersonal development for me was worth being a member alone. Everyone at the BNSME is great! I was honored to join the BNSME board of directors this year. I have been on the golf committee for the past three years now, and this year I am the Co-Chair for the event at Orchard Park benefiting Junior Achievement of WNY. The golf event is a lot of fun and helping raise money for a great group in Junior Achievement is fantastic. I am employed at DataSure24, a cybersecurity company located in downtown Buffalo. The company has been providing IT and security services for 15+ years. Our services include: 24/7 managed detection and response, rapid incident response, security awareness training and cybersecurity assessments. DataSure24 is proud to be one of the only MSSPs to operate a 24/7 Security Operations Center in WNY. I have been with the company since 2017 and I am the Director of Business Operations and Sustainability Specialist.

Hi! I’m Elisabeth Marino, President and Founder of Sales Dynamo, a full service sales strategy and training company founded in 2000. I joined BNSME three years ago for the high quality of the membership and the networking opportunity that it presented. Since then I have learned that BNSME offers much more!

These people know how to network. There’s no sleazy singles-bar feel; everyone comes with their professional attitude to get some business done. What I didn’t realize is how strong it is as a referral network and professional support system. Every BNSME member I’ve encountered works to make the WNY business community stronger and more effective. Members have become my closest colleagues and friends. They are helpful, eager to work together, and open to new faces and new ideas.

That would be enough to keep me coming back, but there’s more that makes my membership so valuable to me. BNSME is a charitable group. We make WNY stronger through active support of Junior Achievement, a group that teaches financial and business literacy to children in area schools. We work with area colleges to bring students into the professional community, providing educational and networking opportunities. We’re helping to support the business leaders of tomorrow.

And lastly, our programming is outstanding. Our dinners host presentations that help us grow professionally, roundtables with key influencers on timely topics, and fun community events like our charity golf tournament.

I believe in BNSME. My business and I have benefited substantially from my membership. I look forward to working with BNSME for the rest of my career.

11

MEMBER SPOTLIGHT MEET THE NEW BOARD OF DIRECTORS

Kyle AronicaEvans BankDirector

Lisa EttipioBryant & Stratton College Online Division Director

Jill PawlikUniland Development Company, Chair-Annual Awards Gala

Michael EvenVisit Buffalo NiagaraDirector

Shelley RohauerBuffalo Business FirstDirector

Adam Guglielmi Construction Exchange of Buffalo & WNYDirector

Lisa RoyJunior Achievement of WNY, Director

Tony BlastingNorthwestern MutualPresident

Dylan BuyskesOnion Studio Inc.Director

Matt CarlucciEmployer Services Corporation, Executive VP | VP Programming

Rick DeanR.W. Dean Growth Solutions, Director

Michael DonovanImmediate Past President

Rachael Herrmann Rich ProductsVP Education

Michaela LaJoie The Westin BuffaloDirector

Jennifer Szustakowski VP Marketing Communications

Fran VaughanFMV Tax ProfessionalsTreasurer

Max WinterburnDataSure24 C0-Chair Golf Outing

Lindsey ZajacAhern, Murphy & AssociatesDirector

©2020 M&T Insurance Agency, Inc. 47208 200720 V2 mtb.com

Christine Wiktor

Commercial Property & Casualty Consultant

716-651-4203

Buffalo Marriott Niagara1340 Millersport HighwayAmherst, NY 14221

JOYCE CURRYDirector of Sales

jcurry@buffalo marriott.commarriott.com/BUFNYD: 716.276.7000 F: 716.689.0483

Operated under license from Marriott International, Inc. or one of its affiliates.

tqsmarketing.com | 716.926.9266

PRSRT STDU.S. POSTAGE

PAIDBUFFALO, NYPERMIT NO.

558

P.O. Box 1185Orchard Park, NY 14127

25t h a n n u al

8 • 3 1 • 2 0

GOLF OUTING2 5 T H A N N U A L2 5 T H A N N U A L

MONDAY AUG 31, 2020

ORCHARD PARK

COUNTRY CLUB

10:15 a.m. Registration, BasketRaffle & Lunch

11:00 a.m. Scheduled Tee Times

After Golf Prize Pickup & Dinner to-go provided by Chivetta’s

Title Sponsor: