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Mid-Jersey Business March 2016

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Mid-Jersey Business March 2016

  1. 1. GET INVOLVED NOW Reach the richest concentration of vital New Jersey businesses. & BEYOND... REACH THE CHAMBER
  2. 2. The Official Publication of the MIDJersey Chamber of Commerce MARCH 2016 Holly Migliaccio, Founder of Rook Coffee midJersey Success Factors for Careers in Technology Women INSTEM GET AN SBA LOAN p.32 LEARN CONFLICT RESOLUTION TECHNIQUES p.38 Have Huge Buying Power: Here’s How To Tap It Trillion millennials $1.3
  3. 3. Get a quote now at Now that’s extraordinary. For nearly 100 years – from cobblestone streets and rumble seats to electric cars and satellite radio – NJM has been providing award-winning service, great rates and legendary dividends to New Jersey drivers. Today, we invite you to join our family of policyholders. Start your NJM and receive a new customer discount. An auto insurer in New Jersey since the days of cobblestone streets and rumble seats? Coverages and discounts are subject to policy terms; limits, exclusions and deductibles apply. Applicants must meet membership eligibility requirements, which can be found at Coverage provided and underwritten by NJM Insurance Company and its affiliates: 301 Sullivan Way, West Trenton, NJ 08628. New Jersey State Archives; Department of State New Jersey State Archives; Department of State
  4. 4. midJerseybusiness I march 2016 1 Inside the Chamber 12More Growth Seen Hamilton Mayor focuses Annual State of the Township Address on continued economic improvement 13 Calendar of Events Learn and network with us 14 Stacy Mattia to Receive Mary Jo Codey Award 16 Member Profile Christine’s Hope for Kids 18 Snapshots Members in the news News Desk 6Real Estate As A&P closed its doors, Central New Jersey saw an increase in the retail vacancy rates 7Work Force Transactions, hires, and promotions 8Economic Development Greater Trenton initiative aims to reignite capital city’s growth 10Doing Good Investors Bank and Roma Bank foundations grant $7,500 to Legacy Treatment Services 48Time Frame R.E. Carroll, Inc. of Ewing, NJ Your Business 36Networking The future of women-only networking groups 38 Best Practices A recent MIDJersey Chamber of Commerce workshop explores ways to defuse conflict 40 Marketing How to win over the all-important Millennial customer { Vol. 92 | No. 2 | March 2016 }midJerseyB U S I N E S S Lifestyle 44Utility Belt The newest products and apps to power your business productivity 46Ask a Busy Person Katie Gibbs, Business Development head, ELEC Features 26 Worthy of Imitation Success factors for women in technology careers | By Julie Barker 32Banking on a Loan When women business owners need a loan, the SBA can help | By Diana Drake Cover Story 20 Leading Ladies Four businesswomen who made it to the top by running things their way |By Michelle Gillan Larkin
  5. 5. 2 midJerseybusiness I march 2016 OUR LEGACY OF SUCCESSFUL WOMEN I hope that by now everyone has forgotten about Winter Storm Jonas and is looking forward to the warmer spring weather and being able to get outside without trudging through large mounds of snow. The focus of this month’s edition of midJersey Business is women in business. The mid-Jersey region has many very successful women entrepreneurs as well women in key leadership roles in state and local government, the judiciary, at corporations, professional services firms, not- for-profit organizations, and colleges and universities. Our Chamber is for- tunate to have a number of these outstanding pro- fessional women serving as members of the Board of Directors and as chairs of our committees. All of these women have made outstanding contribu- tions to their professions, communities, and the state. They serve as role models to all of our young professionals regardless of their gender. On March 9th the MIDJersey Chamber of Commerce will be holding its Women in Business Conference. The theme of this year’s conference is Engage, Empower, Exhale. Our committee has assembled an amazing panel of fabulous women, an outstanding keynote speaker, and great enter- tainment to close the event. You don’t want to miss out! Remember to take advantage of the many resources and tools that the Chamber has for its members, and share them with your coworkers and potential members. I look forward to seeing you at one of our upcoming events. Best, Paul Kuhl Our Chamber is fortunate to have a number of these outstanding professional women serving as members of the Board of Directors and as chairs of our committees Chairman’s Message
  6. 6. midJerseybusiness I march 2016 3 MIDJERSEY CHAMBER OF COMMERCE president/ceo: Robert D. Prunetti chairman: Paul Kuhl editorial committee: Tim Losch, Robert D. Prunetti, Peter Dawson, Mark Iorio, Orsola Andersen, Liz Thomas, Rob Blanda PUBLICATION MANAGEMENT Rufhaus Designs 12 Broad Street, Suite 303A Red Bank NJ 07701 732-842-4140 president/creative director: Jennifer Ruf managing editor: Marty Daks editorial inquiries: production director: Denise Asaro art director: Tara Long writer: Julie Barker, Michelle Gillan Larkin, Diana Drake ADVERTISING advertising contact: Orsola Andersen 609.689.9960, ext. 21 subscription rate: $39.95 per year, single copy $8 except directory issue. Periodicals postage paid at Trenton, NJ 08650 and additional mailing offices. postmaster: Send change of address to: midJersey Business 1A Quakerbridge Plaza Drive, Suite 2 Hamilton, NJ 08619 chamber offices: 1A Quakerbridge Plaza Drive, Suite 2 Hamilton, NJ 08619 609.689.9960 Fax: 609.586.9989 midJersey Business (ISSN 0194-9101) ©2016 is published monthly except for February, July, and November by the MIDJersey Chamber of Commerce. All rights reserved. Reproduction in whole or in part without permission is prohibited. { } Contact us for more information ONE CALL REPAIRS IT ALL We work weekends and after your business hours. Family Owned - Registered - Insured Convenient Service Options With Our Installed Lockboxes Ryans Commercial Maintenance We take the stress out of your everyday maintenance Lamp Replacement Painting and Wall Repair Ceiling Tile Work Exterior Sealing Fencing Pressure Washing & Chemical Cleaning Floor Tile & Carpet Masonry Repair Fire Inspection Remediation Leaks, Drips & Clogs Windows, Doors, Hinges and Locks Drafts and Noise Light Welding And Much More….. OUR READERS ARE DECISION MAKERS, CEOs ENTREPRENEURS AND THOUGHT LEADERS
  7. 7. 4 midJerseybusiness I march 2016 President’s Message O ur business community is poised to take a big leap forward this year. There are many new developments under way that will help spur new economic opportunity in our region. A series of projects could help pave the way for a more robust and flourishing local economy. Severaloftheseinitiativeswereunveiledatthe24thAnnualStateof MercerCountyAddresshostedbytheMIDJerseyChamber.CountyEx- ecutiveBrianHughesprovidedhisAnnualBusinessAddressonJanuary21to440guests,as wellascountyandpublicofficials.Theattendancewasencouragingbutitwasseveralmajor projectannouncementsthatgarneredattentionfromthecrowdandmediaonhand. The County of Mercer, and in particular the Hughes Administration, have made a major commitment to construct a state-of-the-art passenger terminal at the Trenton- Mercer Airport (TTN) to accommodate the dramatic rise in passenger traffic in recent years. Frontier Airlines began operating at the airport in 2012, and nearly 1 million travelers passed through in 2015. The project, a $50 million investment, will replace the existing terminal, which is 50 years old and lacks the space and amenities of modern-day airports. The upgrades at Trenton-Mercer will certainly help stimulate the local economy and improve an already reliable transportation hub at TTN. The County Executive also announced the Mercer County Partnership for Educational Attainment, a com- mission chaired by Mercer County Community College (MCCC) President Dr. Jianping Wang. A cohort of five higher-educational institutions will collaborate and help to usher in an era of educational success and attainment in Mid-Jersey. The announcement comes on the heels of significant renovations being made at the MCCC Kerney Campus and Thomas Edison reaching University status, the first-ever university in the City of Trenton. Other developments to watch closely are: the pending relocation of Bristol-Myers Squibb to Lawrenceville, the expansion of NRG on the Route 1 Corridor, and continued growth and development at the Amazon campus in Robbinsville. A more divisive topic that our Legislative Committee and Board of Directors weighed heavily is the construc- tion of the PennEast Pipeline, a 118-mile natural gas pipeline that would extend into Mercer County onto preserved lands. After careful thought and consideration, our Board, with additional input from our member organizations, decided to remain neutral on this project due to community concerns. We will continue to keep a close eye on it as the project moves through the application and implementation process. Later this month, we will be releasing an economic impact report on a Light Rail Extension in our Capital City. The economic incentives are unprecedented and compelling. From job creation, to tax revenues and new hous- ing opportunities, the advantages are vast and will certainly reap benefits for the mid-Jersey economy. I would encourage you to read this report when it is made public and continue to follow other developments within the mid-Jersey region. Robert D. Prunetti President + CEO MAJOR DEVELOPMENTS UNDER WAY IN MIDJERSEY { }
  8. 8. midJerseybusiness I march 2016 5 * EXECUTIVE COMMITTEE AAA Mid-Atlantic The Bank of Princeton Borden Perlman Salisbury & Kelly Bristol-Myers Squibb EisnerAmper LLP Grand Bank HBK CPAs & Consultants Hill Wallack LLP Hopewell Valley Community Bank Hyatt Regency Princeton IH Engineers Janssen Pharmaceutical The Mercadien Group Mercer County Community College Pepper Hamilton LLP PNC Bank Westin Hotels & Resorts WithumSmith+Brown VJ Scozzari and Sons Inc Ancero LLC Capital Health Fox Rothschild LLP Investors Bank PSE&G Rutgers University RWJ University Hospital Hamilton St. Francis Medical Center Sun National Bank Center Szaferman Lakind TD Bank Thomas Edison State University Trenton Thunder PLATINUM PARTNERS ROYAL PARTNERS SUSTAINING PARTNERS BOARD OF DIRECTORS PAUL E. KUHL III*, CPA, CITP Chairman WithumSmith+Brown, P.C. Senior Manager JEANNINE CIMINO* Vice Chairman First Choice Bank Senior Vice President Sales & Marketing ROBERT D. PRUNETTI* Secretary MIDJersey Chamber of Commerce President & CEO JAMES E. BARTOLOMEI* Treasurer Hill, Barth & King, LLC Principal STACY MATTIA* Immediate Past Chair Chase Bank Senior Vice President STEFFANIE ARCHBALD Capital Health Director Public Relations and Marketing CHARLIE BANTA Hyatt Regency Princeton General Manager CAROL BESKE* ACT Engineers President PAUL BOYER Ancero Managing Partner SHERWOOD BROWN Popeye’s Restaurants Group Director of New Business &  Community Relations MICHAEL CANO*, AIF Cano Wealth Strategies, LLC President CHANTEL CAPODICASA Wells Fargo Senior Vice President ANTHONY “SKIP” CIMINO Kaufman Zita Group Senior Executive Vice President ROB CURLEY TD Bank South Jersey President PETER DAWSON Leigh Visual Imaging, LLC President ALFRED DEBLASIO, SR. General Sullivan Group CEO/President MICHAEL DECAMILLIS Dolvin Consulting, Inc. President SCOTT ELLIOTT Progressive Center for Independent Living Executive Director CHRISTOPHER D. FIFIS Hardenbergh Insurance Group New Business Development ROBIN FOGEL Robin Fogel & Associates, LLC Owner PEG FORRESTAL Janssen Pharmaceuticals, Inc. Director, Contributions and Community Affairs JANICE FOSTER AAA Mid-Atlantic Vice President, Contact Centers LIONEL FRANK Szaferman, Lakind, Blumstein & Blader, P.C. Partner RICHARD FREEMAN Robert Wood Johnson University Hospital Hamilton President & CEO BASIL GILETTO A-1 Limosine National Account Manager R. BARBARA GITENSTEIN, PH.D. The College of New Jersey President RANDY HANKS Customers Bank Senior Vice President JOHN HARDIMAN New Jersey Manufacturers Insurance Group Director, PL Policyholder Services MARK IORIO The Mega Group President ANNE LABATE* Segal LaBate Commercial Real Estate Vice President ERIK LARSEN * Investors Bank Team Leader, Commercial DONALD LOFF*, CIMA Merrill Lynch Senior Vice President, Investments Wealth Management Advisor TIMOTHY LOSCH* Fulton Bank of New Jersey Chair, Central Advisory Board FRANK LUCCHESI PSE&G Regional Public Affairs Manager WILLIAM MACDONALD PNC Bank Senior Vice President MICHAEL MANN* Pepper Hamilton, LLP Partner EUGENE MARSH E. Marsh Communications Owner JOAN MASON The Times of Trenton Publisher, VP of Advertising MICHAEL MATTIA EisnerAmper, LLP Partner ALAN MEINSTER Marsilio’s Catering & Event Planning Owner JACK MUDGE Advancing Opportunities CEO BILL MURRAY The Trentonian Publisher CHRIS NATALE Ritchie & Page Distributing Company President J. SCOTT NEEDHAM Princeton Air Conditioning, Inc. President TINA ORBEN Hopewell Valley Community Bank Vice President RONALD L. PERL*, ESQ. Hill Wallack, LLP Partner JEFFREY PERLMAN*, CPCU Borden Perlman Salisbury & Kelly Partner ROLAND POTT Trenton Makes Co-Owner, Managing Member GEORGE PRUITT, PH.D. Thomas Edison State College President SHERISE D. RITTER, CPA, CGFM, PSA The Mercadien Group Managing Director VINCENT J. SCOZZARI, JR. V.J. Scozzari & Sons, Inc. Vice President RACHEL STARK, ESQ. Stark & Stark Shareholder MARSHA STOLTMAN The Stoltman Group, LLC President LIZ THOMAS Thomas/Boyd Communications Founder/CEO DONALD TRETOLA Allies, Inc. Vice President of Public Affairs JIANPING WANG, ED. D. Mercer County Community College President JEFFREY ZEIGER Zeiger Enterprises Vice President DOUGLAS J. ZELTT, ESQ.* Fox Rothschild, LLP Partner DIRECTORS EMERITUS RICHARD BILOTTI Trenton Times Retired Publisher EDWARD HOFFMAN The Trentonian Retired Publisher JOHNNY MORRIS WIMG/Morris Broadcasting CEO HARRY ROSE The Rose Group (Applebee’s) President RAY TRAINER General Sullivan Group President JOHN D. WALLACE CoreStates Bank Retired Chairman
  9. 9. News DeskWHAT’S HAPPENING IN MID-JERSEY BUSINESS 6 midJerseybusiness I march 2016 VACANCY RATES UP AS A&P CLOSES ITS DOORS T he demise of The Great Atlantic & Pacific Tea Co. (A&P) elevated the retail vacancy rate along central New Jersey’s major shopping corridors to 8.8% in 2015, from 7.5% in 2014, according to the latest study by R.J. Brunelli & Co., LLC. In its 26th annual study of the central New Jersey market, the Old Bridge–based retail real estate brokerage uncovered 2.87 million square feet of vacancies in the 32.58 million square feet of space reviewed along State Highways 1, 9, 18, and 35 in Mercer, Middlesex, and Monmouth coun- ties, and a small section of Ocean County. A slight reduction in the vacancy factor along Route 1 was unable to compensate for A&P- induced increases on Routes 9, 18, and 35. “Outside of the turbulent supermarket situation, the central region’s big-box inventory was relatively stable during the past 12 months,” noted Danielle Brunelli- Albrecht, the firm’s president-principal. REAL ESTATE
  10. 10. midJerseybusiness I march 2016 7 {Work Force} TRANSACTIONS, HIRES, AND PROMOTIONS JOB GAINS NEW JERSEY ADDED 64,500 PRIVATE SECTOR JOBS IN 2015, THE STRONGEST PERFORMANCE IN 15 YEARS, SAYS THE STATE DEPARTMENT OF LABOR AND WORKFORCE DEVELOPMENT. THE UNEMPLOYMENT RATE FELL TO 5.1 PERCENT, ONLY 0.1 PERCENT ABOVE THE NATIONAL RATE AND DOWN 4.7 PERCENTAGE POINTS SINCE THE RECESSIONARY HIGH OF 9.8 PERCENT IN JANUARY 2010. DEANNA SPERLINGRONALD COLEMAN ANDREW JUDD RUSSELL M. SMITH RICHARD M. MASER Archer & Greiner Ronald Coleman, a partner in Archer & Grein- er’s Hackensack and New York offices, was recently singled out as a leader in the field of intellectual property law and profiled in the World Trademark Review’s publication, WTR 1000 2016. One of his cases, In re Simon Shiao Tam, made headlines when the U.S. Court of Appeals for the Federal Cir- cuit ruled that the Lanham Act’s prohibition against registration of so-called “disparaging” trademarks was unconstitutional. Barnabas Health Behavioral Health Center and Network Deanna Sperling has been named president and CEO of the Barnabas Health Behavioral Health Center in Toms River. She was chief nursing officer for Barnabas Health Behavioral Health Center and COO for the Barn- abas Health Behavioral Health Network. Sperling joined Barnabas Health as a registered nurse in 1985 and has held several leadership positions dur- ing her 30-year tenure. She received a diploma from the School of Nursing at St. James Mercy Hospital in Hornell, N.Y., a Bachelor of Science in Nursing from Bloomfield College in Bloomfield, and a Master in Administrative Sciences from Fairleigh Dickenson University in Teaneck. Cushman & Wakefield Scotch Plains resident Andrew Judd has been named New Jersey market leader and promoted to senior managing director at Cushman & Wakefield, a global real estate services firm. Based in the firm’s East Rutherford office, Judd joined C&W as a di- rector in the firm’s market- ing and communications group in 2004. In 2014 he was promoted to senior operations manager for New Jersey. Hopewell Valley Engineering, PC Pennington-based Hopewell Valley Engi- neering, PC announced that Russell M. Smith has been promoted to president. He has more than 30 years of experi- ence that includes the design and permitting of land development and infrastructure projects for municipal and private sec- tor clients. Smith, who was vice president from 2007 until his promotion in 2015, also handles the com- pany’s day-to-day business activities. Maser Consulting PA Red Bank–based Maser Consulting PA announced that Triangle Surveying & Mapping, Inc. of Miami, FL has joined Maser, a national multidiscipline engineering firm. Triangle President and Principal John Liptak has assumed the role of geographic dis- cipline leader at Maser for survey activities in South Florida. “Providing services from the east coast of Florida complements our existing regional office in Tampa and will enhance the value of services for both entities statewide,” said Richard M. Maser, CEO and president of Maser Consulting. “The result of this venture will produce a combined total of over 600 employees and 20 offices nationwide.” ENT and Allergy Associates, LLP Dr. Mena Abrahim will join the Bridgewater office of ENT and Allergy Associ- ates, LLP later this year as the ear, nose, throat, allergy, and audiology practice continues to ex- pand its roster of clinicians. Dr. Abrahim graduated cum laude from CUNY Brooklyn in 2003 and earned his Doctorate in Osteopathic Medicine from New York College of Osteopathic Medicine on Long Island, New York. He then completed a general surgery internship and an Otolaryngology-Head and Neck Surgery/Facial Plastics residency at Phila- delphia College of Osteo- pathic Medicine where he served as co-chief resident of the program. AmeriHealth New Jersey After a decade as CEO of AmeriHealth New Jersey, Judith L. Roman has decided to leave the Cranbury-based health and medical insur- ance company to pursue new career opportunities. She led the company’s expansion throughout the state, and steered it through the Affordable Care Act provisions, an effort that won her honors and accolades along the way.
  11. 11. 8 midJerseybusiness I march 2016 News Desk T here’s a lot going on with Greater Trenton, an independent non-prof- it 501(c)(3) organization designed to promote economic development and revitalization projects in the state’s capital city. Firstunveiledinmid-OctoberbyTren- tonMayorEricJackson,theinitiativeis promotingeconomicdevelopmentandrevi- talizationprojectsinTrenton,usingprivate fundingandanetworkofrelationships. “This partnership with leaders from private industry and our higher education community will help us activate economic development in Trenton through a col- laboration that leverages new and existing resources to grow the city’s tax base and economy,” Jackson noted at the program launch. Since then, Greater Trenton has en- gaged a firm to do a national search for a CEO, according to Bernie Flynn, presi- dent and CEO of NJM Insurance Group and a co-leader — with former New Jersey Economic Development Authority CEO Caren Franzini — of Greater Trenton. “While the organization’s focus is to advance economic development and revitalization projects in Trenton, with an emphasis on the downtown core, the benefits of a success- ful result will expand well beyond the capital city to the entire mid-Jersey region,” says Flynn. “Working in partner- ship with Mayor Jackson and his team, we think Greater Trenton can do for Trenton what similar public-private initiatives are doing in a number of other cities across the nation and in New Jersey, including New Brunswick and Camden.” Key objectives include coordinating downtown eco- nomic development projects; providing support for investors interested in taking on new projects; reaching out to po- tential residential, commercial, and retail investors and tenants; supporting and promoting existing clean-and-safe efforts; engaging downtown stakeholders in an economic development plan; and develop- ing marketing strategies. “I am very excited about being a part of Greater Trenton for several reasons,” adds A GREATER TRENTON Initiative aims to reignite capital city’s growth Photo:NJM BERNIE FLYNN NAMED AS DISTINGUISHED AMERICAN N JM Insurance Group CEO Ber- nie Flynn is being recognized as the Delaware Valley Chapter of the National Football Founda- tion and College Hall of Fame’s Distinguished American. He will be honored at the organiza- tion’s 54th annual Scholar-Leader-Athlete Awards Dinner. The Irving, Texas-based foundation utilizes amateur football to help develop leadership, sportsmanship, and academic excellence among young people. “I am deeply honored to be selected as this year’s Dis- tinguished American, and to be a part of celebrating the accomplishments of these outstanding young men and this dedicated organization which helps make college more affordable for so many deserving student athletes,” says Flynn, a former New Jersey deputy attorney general who was a varsity football player at Moorestown High School and Fordham University. Says one admiring colleague, “Bernie has demonstrated how his experiences and skills on the field can be translated to life after athletics.” ECONOMIC DEVELOPMENT Franzini, who is president of Franzini Consulting in Lambertville. She hails the fact that the initiative “was well thought out and developed over three years by a group of concerned citizens, including both Trenton residents and professionals as well as people from the greater Trenton area all committed to finding ways of attracting new investments in the downtown.
  12. 12. midJerseybusiness I march 2016 9 PRIVATE-PUBLICEFFORTSTOIMPROVECITIES A sampling of some other NJ partnerships NEW BRUNSWICK’S RESURGENCE The New Brunswick Development Corporation (Devco) is a private, non- profit urban real estate development organization created in the mid-1970s to serve as the vehicle for public and private economic development investment in the City of New Brunswick, the State of New Jersey, and other New Jersey communities. Devcoaccomplishesitsmissionthrough thedevelopmentofmixed-useprojectsto addresssignificantpublicpolicychallenges. Pointingtoonerecentproject,DevcoPresi- dentChrisPaladinosaidsevenoutofnine businessesareintheprocessofsigning leasesforlocationsbelowtheluxuryon- campusapartmentsonthecornerofCol- legeAvenueandHamiltonStreet,across fromRutgersUniversity’sScottHall. CAMDEN RISING The Camden Redevelopment Agency (CRA) has projects that include the Ferry Avenue Transit Village, a planned mixed-use redevelopment that will fea- ture 250,000 square feet of office space, 18,000 square feet of retail space, 475 residential units, and a parking garage. “The CRA strategically plans, develops, stabilizes, and revitalizes its residential and business communities to best benefit May 22 Mercer County Kidney Walk to Raise Funds, Awareness Individuals and organizations concerned about kidney disease should clear their calendar on May 22, for the Central New Jersey Kidney Walk. The event — designed to raise funds for the National Kidney Foundation while increasing public awareness about kidney disease and risk reduction — will take place in Mercer County Park, West Windsor Township. Details are available at NKFServingtheDelawareValley?fr_id=8181&pg=entry those who live, work, and play in Camden,” according to a CRA announcement.
  13. 13. 10 midJerseybusiness I january 2016 News Desk T hanks in part to two grants from the Investors Bank Foundation and the Roma Bank Community Founda- tion, children and youths with developmental and intellectual disabilities will be learning in a new digital classroom equipped with cutting-edge interactive sensory technology at the Mary A. Dobbins School in Mount Holly by the spring. The school’s parent organization, Hainesport- based Legacy Treatment Services (LTS), received a $5,000 grant from Roma Bank — part of Investors since 2013 — and a $2,500 grant from Investors Bank. “All children don’t learn the same, especially those who have suffered abuse or may be disabled in some way,” says Carmine Pan- nullo, a senior market manager at Short Hills-based Investors Bank. LTSprovidesprofessionalandpersonal- izedmentalhealthtreatmentplanstoat-risk youth,adults,andfamiliesinSouthJersey. The funds will give all students iPads and other digital learning aids. Teachers also will have digital equipment. DOING GOOD DON’T SETTLE FOR LESS. 609.275.0400 Contact Our Personal Injury Group Szaferman, Lakind, Blumstein & Blader, P.C. 101 Grovers Mill Road, Suite 200 Lawrenceville, NJ ATTORNEYS AT LAW Business | Family Law | Litigation | Personal Injury L. to R.: Roy Leitstein, CEO of Legacy Treatment Services; Pedro Figueroa, and Carmine Pannullo, both of Investors Bank BANKINGONEDUCATION Investors, Roma grant $7,500 to Legacy Treatment Services
  14. 14. East Windsor 18 Princeton-Hightstown Rd. 609-301-5020 Kingston 4422 Rt. 27, Bldg. B 609-454-0336 Lawrenceville 669 Whitehead Road 609-989-9000 Hamilton The Shoppes at Hamilton 537 Route 130, Ste. 774 609-581-2211 Mercerville 840 Route 33 609-528-2100 Robbinsville 2344 Route 33 609-208-1199 Horsham, PA 100 Gibraltar Rd. • 267-464-7000 Yardley, PA 706 Stony Hill Rd. • Personal Banking. Great Rates. First Choice Bank is proud to recognize some of our outstanding women in business. Nina D. Melker Senior Vice President, Commercial Lending Jeannine Cimino Senior Vice President, Sales & Marketing Lisa Tuccillo Executive Vice President, Operations Denise Powers Vice President, Branch Manager Lynette C. Glenn Assistant Vice President, Branch Manager Jackie Dunn Assistant Vice President, Branch Manager Sumedha Rao Assistant Vice President, Branch Manager Pamela M. Simmons Assistant Vice President, Branch Manager We’re locally owned and operated – right here in your community! NMLS ID# 177877
  15. 15. The Hub 12 midJerseybusiness I march 2016 The HubCHAMBER ADVOCACY WORK AND MEMBER NEWS MORE GROWTH SEEN Hamilton Mayor focuses Annual State of the Township Address on continued economic improvement Mayor Kelly A. Yaede, the first female mayor in the history of Hamilton Township, delivered her Annual State of Hamilton Township on February 11 at the Stone Terrace. The Mayor spoke of the “strong, stable footing” of the local economy and the “un- precedented revitalization” across Hamil- ton Township. Much of that revitalization has occurred along the Route 130 corridor as three new hotels have helped to capture tourism spending and attract visitors to the area. More development is on the way as the global courier FedEx was recently approved for a massive distribution center that will bring employment and economic opportunities to the township. The Mayor has been successful in bring- ing a Walmart anchor store at the under- utilized Suburban Plaza. A major priority of the Mayor has been to fill store vacancies and bring development to Hamilton’s vari- ous shopping plazas. Independence Plaza was recently purchased by a developer who has already secured various tenants, in- cluding Regal Cinemas and Ollie’s Bargain Outlet. The Mercerville Shopping Center and the empty Congoleum site on Quaker- bridge Road have also been redevelopment priorities. Overall, the Mayor has intensified her economic development program which has translated into ratable growth increases and credit rating upgrades for the Township. The credit rating is based on financial performance, a reduction in unemployment, and continued economic and labor improvements. With all of the recent economic revitalization projects, Hamilton Township is certainly becom- ing an economic engine and catalyst in Mercer County. Late in 2015, the MIDJersey Chamber launched a brand-new, custom-built website. The website, midjerseychamber. org, took on a fresh look and was built to ensure member satisfaction and deliverance. It includes many new, customized features and was assembled to be a responsive and user-friendly tool for Chamber members to connect, engage, promote, and stay informed. The website has gained so much publicity and steam that it is now ranked #1 in Google when searching from within our state. That means, when entering “Chamber of Commerce” into your Google search browser — the first result is the MIDJersey Chamber. The recent analytics compiled have been eye-opening. For instance, the site received almost 23,000 page views and 4,200 unique visitors during the month of January, a dramatic increase from the year prior. A surge in website traffic has translated into more exposure and promotional opportunity for members, and in turn, more clicks and impressions for advertisers. The website has enabled members to interact and post updates and announcements as they would on their own website or through their own media outlets. Members now have the opportunity to submit news articles — such as board appointments, grand openings, or open houses — and recruit for job openings or volunteer positions. New aspects of the site also include: a testimonial page, a formal e-Bid system, and an improved community events calendar. CONNECT HERE Jack Rafferty, Paul Kuhl, Kelly Yaede, Robert Prunetti, Brian Hughes and Laura Fabro USER-FRIENDLY
  16. 16. midJerseybusiness I march 2016 13 MARCH BREAKFAST CLUB Wednesday, March 2nd | 8:00 a.m. – 9:30 p.m. | Elements by Westin, Ewing 1000 Sam Weinroth Rd., Ewing Township, NJ 08628 FREE to members. Each month, the Breakfast Club provides quality networking and relationship building for all who attend. Attendees will be given the opportunity to give a 30-second elevator commercial about their organization. Light breakfast provided. sponsored by: NJM Insurance Group, First Choice Bank, Hyatt Regency Princeton, Fox Rothschild and St. Francis. WOMEN IN BUSINESS CONFERENCE Wednesday, March 9th | 2:00 p.m. – 6:00 p.m. | The Westin, Princeton 201 Village Blvd., Princeton, NJ 08540 Please join the MIDJersey Chamber for a half-day conference. Engage with an amazing panel of fabulous women, get inspired by our keynote speaker, have cocktails, appetizers, and exhale with the hilarious Jessica Kirson (seen on The Tonight Show, The View, Last Comic Standing, and many more). Pre-registration is strongly encouraged for this event. Mercer Oaks and Trenton Country Club MIDJersey Chamber of Commerce Golf & Tennis Classic! For a complete listing and to register for events, workshops, and forums, visit Events are subject to change without notice { Calendar of Events } SAVE THE DATE JULY 18
  17. 17. 14 midJerseybusiness I march 2016 The Hub engineered to be better Utility VoIP Boost productivity & improve customer satisfaction with the reliable communications of Utility VoIP, call us today for a free evaluation yAll-inclusive enterprise features yScalable, cloud hosted PBX yFully managed with 24x7 Support yOne convenient monthly fee yReliable, business class service yGuaranteed savings over current spend | 855-200-VOIP | Communications Solution Provider On Wednesday, April 20, 2016, Family Guidance Center will honor Stacy Mattia with its annual Mary Jo Codey Award. This award, named in honor of the former First Lady of New Jersey, recognizes a member of the community who steadfastly advocates for the rights of individuals challenged by a variety of personal and/or family problems. “Stacy and her husband, Mike, have been volunteers, advocates, and support- ers of Family Guidance Center for years,” stated Jeff Robbins, executive director. When asked about the importance of vol- unteering, Stacy noted she was “brought up to believe that every single human be- ing deserves dignity and respect, and that each person has a civic responsibility to make their community a better place.” Stacy’s volunteerism includes serving as the Immediate Past Chair of the Board of the MIDJersey Chamber of Commerce, and as a Trustee of the Meta and William Griffith Foundation. In the past, she has also volunteered her time with Eden Au- tism Services, the American Heart Asso- ciation, Special Olympics NJ, and Thomas Edison State College. In 2015, Stacy was recognized by the Girl Scouts with the Women of Distinction Award. Family Guidance Center will honor Stacy at its annual fund-raiser on April 20 from 6-9 p.m. at the Corporate Campus of Janssen Pharmaceuticals. Tickets and sponsorships are available. For more in- formation, please call 609-586-0668. STACY MATTIA TO RECEIVE THE MARY JO CODEY AWARD A volunteer who has helped numerous individuals through not-for-profits
  18. 18. The Hub 16 midJerseybusiness I march 2016 n Barnes and Noble Campus Town Retail n Berkshire Hathaway Home Services; Donna M Murray Real Estate – Residential n Commercial Telecommunications Contractors Inc. Telecommunication Consultants Equipment n Courtyard by Marriott, Princeton Hotels Motels n Holt Construction Construction Companies – General Contractors n Jazzercise Health Fitness Centers Equipment n Killarney’s Publick House Restaurants/Clubs n LeadingAge New Jersey Senior Living Facilities n Lumex Technologies Manufacturer Representatives n Mary Kay/Independent Consultant Skin Care/Cosmetics n Miracle Ear – Monroe, NJ Hearing Instruments/Hearing Testing n Miracle Ear – Hamilton, NJ Hearing Instruments/Hearing Testing n Moby Lube – The Oil Change that Comes to You Automobile Repairs, Service Tires n Preferred Home Health Care Nursing Services Home Health Care n Redcom Design Construction, LLC Builders Developers n Redfin Real Estate - Residential n Reliable Office Solutions Office – Supplies, Equipment Furniture n SadieCakes Cafe Restaurants/Clubs n TEAM*Us Management, LLC Insurance n Vitale Inspection Services, LLC Home Inspection n Welcomemat Services New Jersey Services Based in Ewing, the Christine’s Hope for Kids Foundation (CHFK) is a nonprofit founded on the principle that every child deserves the chance to be a kid, regardless of the circum- stances. Celebrating its five- year anniversary, the founda- tion helps less-fortunate children and supports local community agencies. The nonprofit was started by Jean and John Giana- caci to honor the memory of their daughter, Christine, a 22-year-old Lynn University student who died tragically in January 2010 when her mission to Haiti was cut short by a catastrophic earthquake. CHFK engages in activities that make a posi- tive impact on chil- dren’s lives, notes Jean Gianacaci. Through dedica- tion and donations, Christine’s Hope for Kids Foundation has directly helped tens of thou- sands of kids locally. The revenue raised has allowed the foundation to contribute nearly $600,000 to more than 130 organizations, primarily in Mercer County, and all focused on helping kids in need and making a difference in their lives. “We put together a board of business leaders, educators, financial advisors, attorneys, and community leaders to guide us,” Jean Gianacaci ex- plains. “A small, efficient staff keeps our costs down and enables us to give most of the money directly to the kids.” CHFK also works with student volunteers — through school programs and volun- teer organizations — to help develop the next generation of community leaders. This reciprocity of giving enables kids to experience the joy and satisfaction of helping other kids; teaching them that it is the little things that count when giving back. In keeping with this positive concept, the foundation hosts school events and programs that allow young stu- dents to directly help less-fortunate kids in a variety of communities. “Christine Gianacaci’s memory lives on through the work of the foundation. Christine had her own struggles — she was dyslexic and had Tourette Syndrome,” says Jean Gianacaci. “But she had a zest for life and a kind and generous heart. Her passion for helping children in need has shaped the focus of the foundation’s work. Whether it be a swimming lesson, an art program, or music recital, CHFK offers children in need a chance to just be a kid.” { Member Profile } Local Foundation Celebrates 5 Years of Helping Kids to be Kids NEW MIDJERSEY CHAMBER MEMBERS Formoreinformation 609-406-7861 Christine’s Hope for Kids supports local agencies
  19. 19. 117 Nor t h C h urc h Str ee t , Mo or es tow n, NJ 856.642.6 22 6 | tho m a sboyd .com Since 1998, we've built an award-winning agency that represents some of the most high-profile businesses and nonprofit organizations in the country. Our strategic approach to creating memorable and meaningful campaigns helps our clients increase brand awareness, navigate through tough issues and tackle problems.The result? Long-term business relationships, repeat clients and industry distinctions. Learn more at Pam Boyd Liz Thomas
  20. 20. 18 midJerseybusiness I march 2016 The Hub Official ribbon cutting of MIDJersey Chamber member LeadingAge New Jersey at their Hamilton location on January 27th. Pictured L-R, Dennis Pone, Hamilton Township Council President; Michele Kent, LeadingAge New Jersey President CEO; Kate Shepard, LeadingAge New Jersey Chairperson; Mayor Kelly Yaede, Hamilton Township; Robert Prunetti, MIDJersey Chamber President CEO. Photo credit: Minesh Pathak. The 2016 State of Mercer County Address. Pictured L-R, Paul Kuhl, MIDJersey Chamber Chairman of the Board; Kate Gibbs, Burlington County Freeholder; Robert Prunetti, MIDJersey Chamber President CEO; Brian Hughes, Mercer County Executive; Frank Lucchesi, PSEG; Ron Perl, Esq., Hill Wallack LLP. Panoramic view of the State of Mercer County Address on January 21, 2016. Over 440 attendees listened in as County Executive Brian Hughes delivered his Annual Address. SNAPSHOTS
  21. 21. 19 midJerseybusiness I january 2016 19 G O L F MERCER OAKS T E N N I S TRENTON COUNTRY CLUB A N N U A L GOLF+TENNIS C L AS S I C M O N D A Y J U L Y 1 8 T H 2 0 1 6
  22. 22. STARRING Holly Migliaccio, Christiana Foglio, Brenda Ross-Dulan, and Liz Sigety Michelle Gillan Larkin PRESENTS four businesswomen who made it to the top by running things their way
  24. 24. 22 midJerseybusiness I march 2016 S he’ll never forget that moment in 2008. “It was a Wednesday at two in the afternoon and I had a sud- den wave of consciousness.” What are you doing? she asked herself. And then Holly Migliaccio quit her dot-com desk job in marketing and advertising sales, though she had car payments and a mortgage over her head. It turned out to be a great decision. She was able to spend a few months traveling, and that led to a layover in San Francisco, where her childhood friend from Mon- mouth County was living. Turned out he had quit his job in finance, and proposed that they go into business together selling specialty coffee. Says Migliaccio: “We were 30 years old, and we went all in.” They spent the better part of the year researching and crafting a business plan before opening their first Rook Coffee shop in Oakhurst. That was in 2010. Six years later, they’re opening their 10th location. “Our plan was to hire an employee in two years. We couldn’t believe we had to do it in five months!” All this, with only a small amount of angel investment from family and friends, and without a stitch of traditional advertising, save for a few social media posts. “With my background, I understand the value of ad- vertising. But word of mouth has just been so strong.” The name of their business, Rook, is derived from the word Brooklyn, since they had planned to set up shop there, but then thought: “Why leave Monmouth County?” The area was ripe for something different, says Migliaccio. And different it is, as Rook provides a real “grab and go” experience — the locations don’t have seats — and caters to the true coffee lover. “We only serve coffee; the finest quality coffee that is of single origin — no blends. Your choices are mild, medium, or dark. That’s it.” In addition, staying close to home allows the partners to contribute to the community in which they were born and raised. That said, Migliaccio felt selfish at first: “Having my own company meant I didn’t have to work for somebody else.” But after a while, “I realized we were employing people, and giving them an opportunity to better themselves.” She adds, “I’m so proud of that!” Migliaccio acknowledges that she wouldn’t be in such a position had she not believed in herself. “This was a risk and it was scary, but you have to jump into the scary to be successful and make an impact.” Looking back on her jump from the cor- porate ship, Migliaccio laughs today, as she finds herself back in the office. But she rou- tinely takes to the road to visit her stores, saying that her favorite part is talking to customers. “Our goal at Rook is to provide an ‘over the top’ experience” so that people leave feeling better than when they walked in, she adds. “It means a lot to me to touch lives in such a simple but meaningful way.” And, while the image of 2 p.m. on the clock on that fateful day has been seared in her mind, Migliaccio shares a secret that makes her little girls giggle: “I only set my alarm in palindromic time,” where it reads the same backward or forward. HOLLYMigliaccio Rook Coffee Wonder Woman. I give 100% in all aspects of my life. I choose to go above and beyond in everything I do. You don’t need superhuman powers to be a super human. JUMP INTO THE SCARY What female movie star, singer, book heroine, etc. personifies her leadership qualities?
  25. 25. midJerseybusiness I march 2016 23 SHOW YOUR HUMAN SIDE C hristiana Foglio believes she belongs to a privileged class: “Very few of us get to go to work, make a good living for our family, and at the end of the day have the satisfaction of knowing we made something better for another person.” This realization gives her “that pit-in-the-stomach passion” for what she does. It also propelled her, at the ripe old age of 30, to form Community Investment Strategies, a Lawrenceville-based development and construction business. However, Foglio says she never envisioned herself in a hard hat. “I was an economics major and thought I’d be an arbitrageur,” referring to an investor who tries to reduce risk and profit with simultaneous trades that offset each other. But after college, she took an internship in New Brunswick’s economic development department and got interested in the dynamics of urban redevelopment. Then the idea of housing, particu- larly low-income housing, turned her head. “And I didn’t see any other woman leading the charge in that area.” Foglio carved out a niche, focusing on affordable multifamily and senior housing. More than two decades and 3,000 rental units (valued at $400 million) later, Foglio says she strives not only to do well, but to do good. “Before starting any project, I listen to the tenants, put myself in their shoes, and think about what would make life better for them.” And, when they’re complete, Foglio visits her projects to make sure every- one is happy. “This comes from the heart, and it’s really what drives me.” Happy employees are also important to Foglio, so she’s constantly thinking of ways to make the workplace family-friendly. “After all, my daughter has her own desk in my office,” laughs Foglio, saying she wants the preteen to feel a part of the company, too. Plus, she adds, “It’s good for productivity to show your human side to those who work for you.” After all these years in construction, a hard hat is no longer foreign to Foglio. In fact, she’s developed what she calls “a passion for hats,” adding, “If I wasn’t called to do what I do, I’d make hats. Very flattering hats.” Community Investment Strategies Foglio Marge the Police Chief (Frances McDormand) in Fargo ­­— pregnant, Marge can solve a case, boost her man’s sense of worth, collar a psycho, and make a stand for human decency, all while freezing her butt off! What female movie star, singer, book heroine, etc. personifies her leadership qualities? CHRISTIANA
  26. 26. 24 midJerseybusiness I march 2016 “W ho you are is more important than what you do.” That, from a woman who does so much in her day-to-day, she makes a pro-basketball team look like a bunch of slackers. As regional president for Southern New Jersey at Wells Fargo, Princeton-based Brenda Ross-Dulan manages all aspects of retail banking at 150 bank branches across eight counties, servicing 1.3 million customers and over- seeing $12 billion in deposits. That’saheavyloadforsomeonewhoimag- inedaverydifferentpathatafairlyyoung age.“Ineighthgrade,IdecidedIwasgoingto beanactuary,”shesayswithalaugh.“Being reallygoodatmathandpainfullyshy,Imade thatratherodddecision,andmovedon.” Ross-Dulan did study actuarial science in college, and worked in the insurance in- dustry for a bit after graduation. But when she went for her MBA at UCLA, she found her untapped skills. “People I met there suggested other avenues. And, I listened.” Staying open to new ideas has been a driving force in Ross-Dulan’s life and in the career that she eventually settled into. “I felt that if I was excellent at what I did, someone would tap me on the shoulder, point me in a new direction, and doors would open.” Although she never expected those to be vault doors, that is exactly what happened, as she was recruited right out of business school and into corporate finance by then J.P. Morgan Co. She adds, “It was my desire to make a difference in the lives of others — to leave people better off than when they first met me — that helped me come into my own.” After three decades in the bank, Ross- Dulan still has an unwavering dedication to developing and encouraging her staff, and in leading by example at all times. “I thought I had to set a perfect example by not making mistakes,” but she soon real- ized how limiting that was. “By not reveal- ing my vulnerability, people couldn’t see how I picked myself up when I fell down.” She believes that leaders are better when they show “the real me. We need to be clear on who we are and what our purpose is before we can truly make an impact.” At the same time, Ross-Dulan recognizes that “one never achieves anything without the help of others.” She says that at an early age her mother taught her a sense of grati- tude, and to “always say thank you.” While she’s grateful for a rewarding profession and a full life with two kids in college, Ross-Dulan still dreams — she hopes to start a side business as an interior designer. And she daydreams daily about owning an NBA team. BRENDARoss-Dulan Wells Fargo ALWAYS SAY THANK YOU Oprah Winfrey. Her personal philosophy resonates with me because I do believe that everyone has to be the best that they can be and be the best of who they are. What female movie star, singer, book heroine, etc. personifies her leadership qualities?
  27. 27. midJerseybusiness I march 2016 25 MAKE YOUR OWN LUCK L iz Sigety is an accomplished attorney at Fox Rothschild, a century-old law firm with offices in a dozen states. She’s forward-thinking, strategic, and takes a big-picture view of her work and the world around her. Which is funny, she says, because “that’s not your typical lawyer.” She notes that attorneys tend to focus on the details, and are methodical in their approach. Maybe that’s why she didn’t set out to follow in her father’s footsteps and become a lawyer. “I wanted to be a politician,” Sigety says. “But most of them have law degrees, so I eventually realized I better get one, too.” At the University of Chicago Law School, Sigety gravitated toward joint classes with the business school where she became intrigued by corporate law. “I thought it sounded dry and bor- ing, but I found business to be so interesting, and even a lot of fun,” she says, adding, “I never would’ve imagined this when I was younger.” By the time she was 40, Sigety was named a partner at the Warrington, PA, office of Fox Rothschild, where she practices finance and franchise law in the greater Philadelphia area. “I love people and love helping them with their business transac- tions,” Sigety says. “But I’m fascinated by entrepreneurs.” Feeding that fascination, Sigety and two Fox colleagues launched Delaware Crossing, an angel investor group that funds tech and life science companies around the Delaware River region of New Jersey and Pennsylvania. “I love being in a position to support someone’s dream, and it’s important to me to do so in my own backyard,” explains the mother of four. Like the dreamers she backs, Sigety has a strong sense of adventure and gets fired up over the thought of building some- thing herself. “The world is full of opportunities and I’ve been lucky.” Still, she adds, “You make your own luck by having an open mind and taking initiative.” LIZSigety Fox Rothschild “I love being in a position to support someone’s dream, and it’s important to me to do so in my own backyard.” Condoleezza Rice. I can’t say that I am like her, but I wish I was. I met her once (very briefly) and have a picture of the two of us in a window in my office. She is amazing. What female movie star, singer, book heroine, etc. personifies her leadership qualities?
  28. 28. 26 midJerseybusiness I march 2016 Jennifer Schulman is the president and founder of Fortune Web Market- inginOceanTownship,providingweb design and development and online marketing. How she got her start: Studied telecommunications in college and graduated at the start of the dot-com boom, when employers were looking for young people who knew how to work computers, code websites, and who un- derstood how search engines worked. Her job in the finan- cial services industry let her do all that. Mentors, preparation: Two of her managers, both male, mentored her. “They recognized tal- ent, and they recognized drive and determina- tion,” and anyone showing those traits got their attention. Schulman received an MBA with an emphasis in marketing from the New York Insti- tute of Technology in 2008, a year after starting her company. Discrimination: A “terrible male boss,” who blocked access for Schulman and her female col- leagues to the after-work confabs to which he in- vited the males in the department, spurred her to exit the corporate world. “I was put into the wrong hands of a bad boss who was extremely chauvinis- tic,” she says. “There was no immediate future for me in that man’s department and I thought I was going to be stuck with him for the long haul.” She’d tell young women: “Occasionally you will get feedback that’s very hard for you to hear. And it’s mostly because you’re a woman, and especially a younger woman. My advice would be to listen to none of it.” Skills and personal qualities: Constantly adapts, as the big search engines change algorithms and search ranking rules. Her drive and determination are key to her success as is her inclination to nur- ture and teach. They’re a small but growing segment of some of New Jersey’s most dynamic industries: Women in tech. Meet six of them who are business owners or CEOs. They have no chips on their shoulders and several credit the male mentors who helped them. Most left corporate employers behind and started their own companies, staying in the tech field, but playing the game on their own terms. For compari- son, you’ll also meet one young woman just starting her tech career. WORTHY OF IMITATION Success factors for women in technology careers By Julie Barker Jennifer Schulman President/founder of Fortune Web Marketing Women bring a different point of view to a field that’s been pretty much dominated by men.
  29. 29. midJerseybusiness I march 2016 27 Dr. Elizabeth Posillico is president and CEO of Elusys Therapeutics, Inc. in Pine Brook. The company’s treatment for An- thrax is close to gaining FDA licensure. How she got her start: Posillico received her Ph.D. from Duke University in endo- crinology. Initially she worked in RD on antibody therapeutics. Subsequent roles had more business emphasis but still used her science background. Hired by Elusys in 2002 in a business development capacity, she was promoted to senior VP of opera- tions. When the CEO resigned in 2005, she was named CEO. Mentors, preparation: Leaving Duke, “I didn’t know anything about managing people” or indeed about business. She de- termined she would learn what she needed to know and never had a mentor. Discrimination: In an industry domi- nated by men, “you have to try to operate within that the best way you can. It’s not always fair and it’s not always easy.” She notes the absence of women in CEO and boards of directors slots per- petuates this culture. “Even though everyone says, ‘We want women on the board of directors,’ very few women are appointed, even in small companies.” She’d tell young women: “Women who want to get to the senior levels of biotech- nology really need to have an MBA, a Ph.D. or an M.D. And that will significantly help their credibility factor.” Elu- sys is about 60 percent women. Skills and personal qualities: In addition to science knowledge and business expertise, the ability to com- municate clearly with people at all levels, persistence, negotiation skills. Barbara Zaccone, an Ocean County resident whose company, BZA, LLC, is in Little Falls, provides web design and web de- velopment to help small to mid-sized companies maximize their online presence. How she got her start: Zaccone sold computer systems for Hewlett-Packard in northern New Jersey, then ran marketing programs for that company for 11 years. After her second child was born, she wanted more flexibility, and started BZA. Mentors, preparation: At Fairleigh Dickinson for a BS in computer science, she was the lone woman in her computer classes — an advantage because it prepared her for the real-world gender ratio in technology. “Today if I go into a meeting and am sitting around a table of co-owners and the IT guy, I don’t feel intimi- dated at all.” Her mother was her role model, rising from sales associate to a management job at Macy’s. Discrimination: “No. Not today. I just don’t see it or feel it.” She’d tell young women: Gain real-world experience to supplement your classwork. Build a portfolio. Employ well-written communications and follow up with a thank-you call or email. “It’s simple good manners.” Also, “When people interview you, they’re going to google you. Your social media footprint should be clean.” Skills and personal qualities: Hermindiscreativebutfocused.Herwork is “a lot about problem-solving thinking.” I spent my first year in college as a fine arts major, but there were very few jobs... The computer industry was coming to fruition. I decided that maybe I should go into computer programming. [Being a CEO] wasn’t something that I aspired for. I was senior vice president of operations. The CEO resigned and I was asked if I wanted to take over the CEO role. I didn’t know that I would want it. But it’s the best job I’ve ever had. Barbara Zaccone Founder and president of BZA, LLC Dr. Elizabeth Posillico CEO of Elusys Therapeutics, Inc.
  30. 30. 28 midJerseybusiness I march 2016 Chaya Pamula, CEO of PamTen, Inc., conceives and develops software products like ConnectPro- Global, for membership organizations, allowing pre-event networking. The Princeton-based com- pany allocates a percentage of its profits to the non- profit organization Sofkin, which Pamula founded for destitute children in India. How she got her start: After her undergraduate degree, took courses for a diploma in Computer Science. She started her career training people on IT, moved up to project manage- ment, programmer, developer, and then got an MBA. In her mid-30s,shecametotheU.S.fromIndiaandjoined Bristol-Myers Squibb’s IT department. Mentors, preparation: At the pharmaceutical company, she had a woman mentor who was both assertive and a suc- cessful leader. To add balance, she chose a man to mentor her simul- taneously. She wanted to “understand the views of men, how they view women leaders.” A teenager when her parents died, Pamula “always felt that I didn’t receive the guid- ance that I should have for launching my career.” Discrimination: “I have friends who have shared a few incidents with me. Yes, it does happen, but I don’t want to say it’s just technology companies.” She’d tell young women: “Technology is some- thing that can take a lot from you in terms of keep- ing yourself up-to-date…” so “determine if that is really your passion.” Nurture your leadership skills right from the beginning of your career; be able to voice your concerns to your management. Skills and personal qualities: Compassion, dedi- cation, analytical thinking. Janice Mahlman the CIO of August eTech, LLC, is alsoitsCEOandfounder.Amanagedserviceprovid- er, the Mercer County company has offered desktop technical support, server and network monitoring, maintenance, and repair since 2001. How she got her start: Post-college, working in HR, Mahlman hung out with friends in the IT department and learned some of what they did. She liked figuring things out, whether fix- ing PCs or diving into a new database. IT was logical. With an MBA from Rider University, shelandedaSupportAnalystjobtestingsoftware. “That was the mid-90s and basically if you worked in IT, headhunters came looking for you.” Mentors, preparation: Her father, a food scien- tist, was a tinkerer at home. Repairing electronics or systems, he showed his three daughters as well as his son how to do those jobs. “To him education wasn’t male or female.” Discrimination: “I feel a lot of it is how you go into situations. I never felt from any man that I directly worked with that they were holding me down or there was an issue of sexism. Quite the opposite.” She’dtellyoungwomen:“Pursueitwithapassion. Build a computer. Start learning programming. If youhitroadblocks,there’sahugeITfield.Don’ttake a step back and say, ‘Oh, I want to be in marketing.’ ... Find an organization that has women mentors.” Skills and personal qualities: Positive attitude, ability to put a plan into action, forming and keeping relationships with other Skills and personal qualities: Positive attitude, ability to put a plan into action, forming and keep- ing relationships with others. If you are sitting in a group of men, you have to make sure that you are heard and that you are visible in that room by sharing your experi- ence, your thoughts, your decision. Chaya Pamula CEO of PamTen, Inc. Janice Mahlman CEO/CIO of August eTech, LLC WORTHY OF IMITATION
  31. 31. Members of the Young Professionals Connective (YPC) are motivated young professionals working to become mid-Jersey’s next generation of leaders. Thegroupprovidesaforumforyoungprofessionalstoenhance theirleadershipskillsandparticipateinprojectswithregionalnonprofitsthathaveanimpactonthecommunity. YPC is focused on community service. Each year, the YPC selects a Nonprofit Partner, dedicating the entire calendar year to volunteering, donating for specific causes and fundraising for their organization. THE NEXT GENERATION NOW LEARN MORE MIDJERSEYCHAMBER.ORG/YPC
  32. 32. 30 midJerseybusiness I march 2016 Sheri Kurdakul, president of Holistic Business Solutions, LLC, founded the Princeton-based company to help small businesses and non- profits manage such data-intensive needs as customer relationships and registration for events. The Tech Ed Committee cochair for the MIDJersey Chamber, Kurdakul wants to “take the intimi- dation out of the word technology” for Chamber members. How she got her start: Kurdakul started her career in 1990, but that didn’t last. “I’m kind of a round peg that people tried to fit into a square hole. ... In corporate [America], they want you to conform, they want you to follow the rules.” She has intense curiosity about how things work and asks a lot of questions. When employed at Packet Publications managing coop advertising in the late 1990s, she “pes- tered” friends in the art department to teach her web design basics. In 2013 after two years of consulting on the side, she quit her job, asked her boss to become a client, and that was the start of her business. Mentors, preparation: Mentored by an un- cle who owned several businesses, Kurdakul also has a SCORE mentor and a coach she met at Business Networking International. Always looking to learn more, she took online courses and joined online forums. Discrimination: “I’m aware that there are challenges and I know the stats, but I person- ally have faced very little… I don’t know that [sexual discrimination or harassment] is ex- clusive to the technology field. Some people are just not nice.” She’d tell young women: The mother of a 10-year-old girl, she says, “Know what you want to do and do it. Know who you are and be that best you. Insecurity and doubt are the routes of most demise.” Sheri Kurdakul Holistic Business Solutions, LLC. The Future of Women in Tech That women are underrepresented in the tech workforce is just part of the story of gender disparity in tech. True, fewer women enter science or computing as a field of study in college and fewer women graduate with degrees in those areas. While women receive over half of bachelor’s degrees awarded in the biological sciences, they receive far fewer in the computer sciences (18 percent), engineering (19 percent), physics (19 percent), and mathematics and statistics (43 percent), according to a National Science Foundation study on 2011 graduation rates. In New Jersey, some 11 percent of private sector jobs are in what is termed the Technology Cluster. A second cluster, Biopharmaceutical and Life Sciences, accounts for another 3.6 percent of private sector jobs. The industries that make up these clusters are hungry for workers, but the pipeline simply does not include as many women as men. Another aspect of this problem is pay disparity. Working to remedy this is the state’s Council on Gender Parity in Labor and Education. While it addresses gender disparities in all industries, it brings particular focus to New Jersey’s science and technology workforce, with an annual summit that convenes leaders from business, education, non-profit, public policy, research, and state and local government to cre- ate collaborations to promote more equitable representation of girls and women in STEM. WORTHY OF IMITATION Evelyn Fairman, a 2014 University of Maine chemical engineering grad, received her Master’s in energy, engineering, and policy from Carnegie Mellon University. She returned to her home state (she grew up in Highland Park–New Brunswick) to take an engineering job at The Linde Group, an oil and gas company in Murray Hill. How she found her job: Linde recruiters came to Carnegie Mellon and hired Fairman in a two-year rotational development program where she changes business units every eight months, gaining different perspec- tives and trying out different roles. Evelyn Fairman Application sales engineer The Linde Group
  33. 33. midJerseybusiness I march 2016 31 Mentors, preparation: Linde assigned Fairman a sponsor. “Mine happens to be female and she introduced me to a couple of other women higher up on the executive team.” As a kid, encouraged by her father, a mathematician, she worked alongside him on jobs around the house. Fairman had strong science teachers in high school, who suggested that she attend an engineering summer camp. Fairman also became active in Society of Women Engineers in college. Discrimination: “Sometimesyoudofeel it’s an overwhelming new environment… [partly] because it’s male dominated. When you find those other women to mentor you, it makes you feel more like, ‘Ok, I’ve found my place.’ ” Having come of age during a push to get women into STEM education and jobs, Fairman has received benefits the older women inter- viewed for this article did not. However, she says, “Sometimes [diversity efforts make] me worried: Am I being hired be- cause I’m a woman or am I being hired because I’m the most suited for the role? I don’t want to feel that I’m only here be- cause I’m female and they’re trying to fill a quota.” She’d tell young women: Engineering is “a great choice because you’re definite- ly going to have job security and you’re definitely going to be in demand, and you’re going to get to work on projects that are on the breaking edge of technol- ogy. ... Women, especially, want a career where they feel like they can help people or communities in a grand, macro way. Engineering and STEM definitely pro- vide that.” Skills and personal qualities: Self- directed, likes to problem-solve, opti- mistic, and passionate about her area of concentration (renewable fuels). Where do you plan? We’re there with dynamic regional coverage and comprehensive resources. Subscribetoday FREE! Subscribetoday FREE! Subscribe today for free to get the latest regional trends and best practices by visiting and comprehensive Subscribe today for free Contact Maureen Hennessey to advertise in the New Jersey area. Contact Us Today | 609.759.5881 | JOINUS WOMEN IN BUSINESS CONFERENCE Wednesday, March 9th 2:00 p.m. – 6:00 p.m. The Westin, Princeton
  35. 35. midJerseybusiness I march 2016 33 Fran Kruchkowski is no stranger to professional challenges. After all, she’s the owner of Scaffolding Towers of America, a Middlesex-based company that rents, sells, and installs scaffolding for jobs of all sizes and works directly with the male-dominated construction and contractor industry in which women are not the traditional business owners. The company provides scaffolding for camera towers and broadcast booths at golf events broad- cast by one of its largest clients, CBS Sports, so its products are often transported across the country to be used during golf tournaments. But that became a liability a few years back, when Kruch- kowski had trouble refinancing equipment due to the fact that it wasn’t warehoused in one location. Kruchkowski turned to her team of advisors to figure out how to address her refinancing needs. “When I initially approached Unity Bank in 2012, they suggested that I consider an SBA [U.S. Small Business Administration] loan,” says Kruch- kowski, whose company has between 15 and 25 employees, depending on the season. Unity Bank, based in Clinton, is a U.S. Small Business Adminis- tration preferred lender. “Thanks to Unity Bank, I secured SBA-backed loans totaling more than $1 million,” she adds. “I received my first loan in 2012 and three ad- ditional loans since then.” These loans helped with refinancing equipment, the purchase of two new tractor-trailers and one forklift, and the purchase of inventory for a new-product offering for the golf division. Her story illustrates the availability of SBA loans. While many women business owners don’t think the SBA would deem them eligible, Fran Kruchkowski went out and got four of the loans. THE SBA MARKET The SBA is an independent agency of the federal government that provides support for and protects the interests of small businesses in America. The SBA’s New Jersey district office, located in Newark, handles the delivery of SBA’s programs and services throughout the state. A fundamental part of those ©WWW.123RF.COM/PROFILE_NEXUSPLEXUS
  36. 36. 34 midJerseybusiness I march 2016 services involves financial assistance for new or existing businesses through the agency’s various loan programs facilitated by local lenders, including its popular 7(a) guaranteed loan program. Loans can be used for working capital; the purchase of real estate, machinery, and equipment; debt refinancing; business acquisitions, and other business needs. Last year, the SBA approved a record $822 million in loans to New Jersey small businesses, an increase from $654 million in 2014. A similar increase played out in loans directed specifically to New Jersey companies owned by women. “In 2015, we did $110,168,000 in SBA loans to woman- owned businesses in New Jersey,” notes Al Titone, district director in the SBA’s New Jersey office. “That is an increase from $94,652,000 in 2014. In terms of number of loans, we went from 245 to 280 in 2015. We had a big focus last year on SBA lending to woman-owned businesses. And the improving economy also helped.” While the numbers are on the rise, Titone needs women business owners to first and foremost rec- ognize that they are potential SBA loan recipients. “Women have a tendency to think that they just can’t get the loan, so they don’t bother applying. In reality, they are just as eligible as other small-busi- ness owners,” he explains. The site offers general information about the process. Women business owners who are interested in applying for an SBA loan can visit tools to download a loan application checklist. This will help familiarize business owners with all the requirements a lender will need from a small business applying for an SBA loan. GET THE FACTS Next step: explore and ask questions. “Either our Newark office or one of our resource partners can help walk you through the SBA loan process,” says Titone, adding that the state’s network of Small Business Development Centers, SCORE offices, and the Women’s Center for Entrepreneurship Corp. at Peapack-Gladstone Bank are frontline SBA allies. “We have a lot of ways to assist women business owners,” adds Titone. “We can assist them in understanding the application process, creating a business plan, and putting together their financials. They can call the district office, and we can direct them to where they need to be. There is a lot of information and assistance out there, and we are happy to provide it.” The SBA and its resource partners do not actually provide SBA loans. That task falls to SBA-approved lenders. Beyond the information- gathering phase, Titone recommends that women business owners begin their search for the appro- priate SBA lender in a place that is most familiar— their own bank. “They have a relationship with you and they know you best,” suggests Titone. “If that doesn’t work, then you will need to do your research. Our office can tell you which banks are the biggest SBA lenders with the most loans to woman-owned businesses.” The SBA website provides a list of the 100 most active SBA 7(a) lenders. In New Jersey, that honor roll currently lists Wells Fargo, TD Bank, JPMor- gan Chase, NewBank, and Columbia Bank. PLAN AHEAD Whatever you do, cautions Titone, do not approach a lender without a strategy. “Don’t just walk in and say, ‘How much will you give me?’ ” he says. Advisors are a fundamental part of that strategic approach,” notes Lou Gallo, Wells Fargo’s business banking area manager with offices in Edison and Red Bank, as well as North Jersey. Wells Fargo tops the SBA preferred lenders list in both New Jersey and the nation. “Woman-owned businesses that are starting up need to make sure that they have the right advisors behind them: a CPA, at- torney, and banker all in sync to help them if they have lending needs, and to drive them in the right direction.” What’s more, adds Gallo, let your bank relation- ship managers guide you. “Early engagement with your banking advisors is critical to your success of getting the lending and working through the business plan to fit your needs of how you want to grow.” And don’t underestimate the power of the plan. A business that approaches a bank and presents a case for lending should have a solid business plan that specifies how the business intends to grow. “The SBA will lend based on projections,” Gallo points out. “Your growth strategy is a critical piece of your plan.” SBA NEW jERSEY DISTRICT oFFICE NEW jERSEY SMALL BUSINESS DEVELOPMENT CENTERS CENTRAL jERSEY SCORE WoMEN’S CENTEr FOR ENTREPRENEURSHIp CoRP. NEED HELP sBa LOANs NAVIGATINg ? Woman-owned businesses that are starting up need to make sure that they have the right advisors behind them: a CPA, attorney, and banker. — LOU GALLO
  37. 37. midJerseybusiness I march 2016 35 How to Get Certified as a Woman-owned Business For women, business ownership can come with advantages. For example, public companies as well as local, state, and federal government purchasing agencies have programs for allot- ting a certain percentage of business to woman-owned companies. In order to take advantage of those allowances, however, you must be officially certified as a Women’s Business Enterprise (WBE). The Women’s Business Enterprise National Council (WBENC), a Washington, D.C. certifying organization for WBEs in the U.S., provided these tips regarding important aspects of certification: • Make sure your business is at least 51 percent owned and controlled by one or more women who are U.S. citizens or Legal Resident Aliens. • Fill out and submit an application, which you can get through WBENC ( or other certifying organizations like the National Women Business Owners Corporation ( Choose your certifying organization based on the type of work you hope to get through your WBE certification. You can also consider state certification, which is typically good for doing business with state government agencies. • Be patient; the full certification process is notoriously time-consuming, involving paperwork, review committees, and site visits — and some fees. If you are too busy running your business, consider enlisting the help of an advisor for the application and approval process. • To find out about certification in New Jersey, visit the state contracting page at Follow up with your local Small Business Development Center or other small business organization to discuss the most up-to-date guidelines for WBE certification in New Jersey. Will businesses seeking SBA loans be awash in a sea of paperwork? As with any loan application, says Gallo, you will be required to provide comprehensive background and business details. Even so, he says, business owners shouldn’t feel intimidated. “People perceive SBA as being a long, tedious process and a lot of paperwork,” says Gallo. “The SBA has done a good job of streamlining those pro- cesses.” Average time for loan approval, adds Titone, is 45 to 60 days, which can vary depending on individual business needs. Gallo describes the lending environ- ment these days as “still tentative,” though he is “carefully optimistic” that things will continue to improve if rising interest rates don’t have a negative effect. Wells Fargo managers are actively networking at state events for women business owners to talk about SBA loans and other products and services. SBA loans, says Gallo, are a great way for banks like Wells Fargo to help business custom- ers with their growing business needs. “It allows us to do lending that we may not have done traditionally because the SBA is giving a guarantee. That helps us offset any concern we may have with companies that show weaknesses on balance sheets and income statements.” This has been a small-business reality through the eco- nomic downturn and slow recovery. Dina Shekhter, co-owner of 3d Rose in Jackson, can speak to that from experience. Her business, which prints on-demand images on products like mugs, T-shirts, and wall clocks, applied for an SBA loan in 2012, a hard time for small businesses. “It wasn’t easy to get loans at that time,” notes Shekhter. “If it wasn’t for the SBA, we wouldn’t have been able to buy this location, and who knows how this business would have turned out. We doubled our size by moving, and we are able to store more merchandise, hire more people, and still have more room to build. I’m grateful to SBA for giving us this opportunity.” Building a legacy, one project at a time. P: 609.895.1100 HEALTH SCIENCE • HOSPITALITY • RETAIL • WAREHOUSE • INDUSTRIAL • EDUCATION General ConstruCtion ConstruCtion ManaGeMent DesiGn/BuilD CourtesyofTheLawrencevilleSchool Shareyourthoughtscommentsat @midJerseyBiz
  38. 38. 36 midJerseybusiness I march 2016 Your BusinessBEST PRACTICES AND OUTSIDE-THE-BOX SOLUTIONS THE FUTURE OF WOMEN-ONLY NETWORKING GROUPS As workplace gender issues change, organizations are evolving F or many businesswomen, female networking organizations have been an important source of po- tential leads. But the Baby Boomers who have been benefiting from these groups for years grew their careers in a very different business culture. Younger women are coming of age in a more gender-blind environment. They’ve had female bosses, sell to female clients, and their male colleagues were raised in a more liberated culture. While issues such as work/life balance and a wage gap still plague women of all ages, the shift in cul- ture raises the question, are women-only networking groups still relevant? Networkingisimportant,sinceithelpsen- trepreneursandexecutivescreatereferrals andincreasebusinessopportunities,says RanaShanawani,executivedirectorofthe Women’sCenterforEntrepreneurshipCorp. (WCEC).TheChatham-basedorganization serveswomenbusinessownersacrossthe state,offeringassistancelikeeducation,con- sulting,andentrepreneurialtraining. “Women who attend our events regu- larly report back that as a result of a con- nection made from the event, new clients or business opportunities were secured,” Shanawani reports. “It is often described that women are more eager to connect with others on many levels, [and that] men are more assertive and less afraid to ask for what they want. The WCEC keeps these differ- ences in mind when designing our projects and building the structure of our products to help our clients as best as possible.” “The future of entrepreneurship is spe- cializing in industries which are maximally micro-niche,” according to Shanawani. “I predict that networking groups will follow the same path.” Women’s networks made a difference for Joyce Cantalice, a financial representative with Princeton-based Petrone Associates, Inc. who also chairs the Hamilton Town- ship chapter of the Professional Women’s Business Network (PWBN). In December, while Cantalice was at a PWBN event, a woman told her, “so, I hear that you help people with financial planning and that I should meet with you,” Cantalice recalls. “The rest is history. That’s about as good as it gets when you are networking and the group is referring your services.” She says women’s networking groups will stay important in a more inclusive business world. “We’ve got a fair number of Millennials in our Professional Women’s Business Network chapter in Hamilton,” Cantalice explains. “Men and women are different, and our approaches to networking are re- ally not similar.” The way that networking events are scheduled illustrates the different ways that men and women operate, observes Nicole Wisniewski, a Flemington-based Provident Bank vice president and branch manager who also chairs the Somerset County Chap- { Networking }
  39. 39. midJerseybusiness I march 2016 37 ter of BW NICE (Business Women Net- working Involving Charity Education). “Manynetworkinggroupsmeetat7:00 a.m.onaweekday,butthatdoesn’tworkfor manyprofessionalwomenwhohavetodrop theirchildrenoffatschoolorpreschool,” saysWisniewski.Incontrast,herchapter meetingsopenatabout8:30a.m.“Other womenunderstandthejugglingactinvolved inbuildingacareerandraisingafamily.” She says that Millennials are well repre- sented at BW NICE meetings, as well as at Provident Bank’s own women’s network, Provident4Women. “As more women continue to enter the workforce and start their own businesses, society may indeed be moving away from a gender-biased model,” Wisniewski says. “But women still share certain outlooks — such as giving back to the community — and that’s likely to be even more of an issue as more women set up their own companies. So I believe women’s networks will con- tinue to thrive. It’s amazing what women can do when they come together.” Women network differently than men, according to Gloria Cirulli, a personal skills coach who launched the Central New Jersey chapter of eWomenNetwork, and serves as its managing director. She also writes a column on women’s issues for Her eWomenNetwork chapter will hold its seventh annual Women’s Success Summit on April 11th, featuring national founder and CEO Sandra Yancey, and Cirulli says that “very often women feel that they have to be good at everything, because if they show they are not, then it could be perceived as a sign of weakness. But when they network in a supportive women’s environment, they’re more com- fortable about asking for help.” Even though Millennials look at many things differently, “I encounter many female Millennials that are looking for guidance from those who have walked the path before them, and I really don’t think this will change,” Cirulli says. So even as society evolves, some tradi- tional approaches may continue to be vital. PROUDto be a Woman Business Owner! , President 609.865.5494 Marketing Event Planning Public Relations Advertising at Trenton-Mercer Airport “Many networking groups meet at 7:00 a.m. on a weekday, but that doesn’t work for many professional women...” – Nicole Wisniewski
  40. 40. 38 midJerseybusiness I march 2016 C onflict was in the air January 27, as about 25 people gathered in a room at the Mercer County Park Marina for the first-ever workshop presented by midJersey Business magazine. The event, “Conflict Resolution: A View from the Top Line of the Organizational Chart,” was de- signed to help business owners and execu- tives defuse tension in their workplaces. Theearly-morningprogramwaspresent- edbyPrinceton-basedTrilogyPartners,LLC, amultidisciplinaryfirmofC-levelbusiness, financial,andexecutiveadvisorswhohelp theirclientsnavigatechangeandgrow. Trilogy’s Bill Ehrhardt and Loida Norie- ga-Wilson seated the business owners and executives at round tables in groups of five or so, enabling them to easily communicate with each other and with the group as a whole as issues and ideas were bounced back and forth. “Conflict represents a diversity of thoughts, so it’s not always a bad thing,” notes Ehrhardt. But conflict — between employer and employees, or between employees, or even between a business owner and a client — can also lead to animosity, creating barriers be- tween people and leading to excessive work delays and unnecessary costs. Preventing conflicts, or at least catching them early on, is desirable as it can limit fallout. FOCUS ON THE PROCESS “Communication is an important first step,” says Noriega-Wilson. “By communicating openly, you establish expectations. One ap- proach is to hold senior management meet- ings on a regular basis, where issues can be aired before they start to fester.” When conflict does arise, “Focus on the process, issue, or behavior, not the person,” Ehrhardt counsels. “That’s a better ap- proach than just using your power and authority to get people to act, which can breed resentment and animosity.” Speed is also key. “The longer you wait, the more severe a conflict becomes,” says Hal Levenson, CEO and founder of Trilogy Partners LLC. “If you deal with it right away, you’re more likely to deal with the issue, not the person.” Michael Rosen agrees with that. The CEO of Trenton-based Commercial Clean- LEADING THE WAY TO CONFLICT RESOLUTION A recent MIDJersey Chamber of Commerce workshop explores ways to defuse conflict Your Business { Best Practices }
  41. 41. midJerseybusiness I march 2016 39 “Borden Perlman’s newest of- fering attests to its experience and understanding of the needs of the growing number of nonprofits they serve. Their unemployment insurance tax product helped us more ef- fectively address yet another problematic area in our risk and financial management profile.” STEVE COOK EXECUTIVE DIRECTOR OF THE ARC MERCER Withstrongrootsinthecommunitiesweserve,BordenPerlman helps executives protect their organizations by identifying exposure, securing appropriate coverage and resolving claims quickly. Sharon Cappella, CIC 609.512.2904 CELEBRATING 100 YEARS OF SERVICE, 1915-2015 609-584-5252 | 1666 Hamilton Ave., Hamilton, NJ 08629 The area’s leading full-service office equipment provider n Digital Copiers n Facsimile n Printers n Paper Shredders n Computers n Laptops n Networks n Postage Meters Tony Nami President Lauren Povia Territorial Manager ing Corp. — and a Trilogy client for more than five years — Rosen is responsible for some 300 employees who perform janitorial, office cleaning, handyman and other services for clients from Trenton to Baltimore. “We’ve applied Trilogy’s conflict resolu- tion principles, and instead of berating [the other individual], we sit down and work things out,” says Rosen. In some cases, a good employee may sud- denly start coming late or underperform in other ways. “We’ll work with the supervi- sor and employee to find out what’s wrong, and try to work out a solution that benefits everyone,” he adds. “I originally sought [Levenson] out for advice on structuring a better compensation package, but since then, we’ve successfully worked with Tril- ogy on a number of matters.” EMPATHY AS A STRATEGY Instead of pointing fingers, try to re-center the discussion on collaboration, he adds. “Focus on shared values and desired out- come. Working together, you can develop and coordinate plans and mechanisms to control and monitor activities, and decide how to hold people accountable.” A business owner or top executive should also “engage in ‘empathetic listening,’ ” according to Ehrhardt. “Repeat the other person’s words so you demonstrate your understanding without judging, so you can see why the person feels a certain way about an issue. Also, eliminate distractions before you start the conversation; and when the other person is talking, don’t think about your rebuttal. Instead, listen, then think and respond when it’s your turn.” Also, consider revising your approach to power, Ehrhardt suggests. “Don’t be afraid to expose your own vulnerabilities, since that’s part of the path to helping others feel worthy. But top executives often have a problem with this, since they confuse vul- nerability with weakness. It’s actually a sign of trust, strength, and leadership, however, since it indicates a trust in yourself as well as in the person who’s also in the discussion.”
  42. 42. 40 midJerseybusiness I march 2016 IMO: A NEW MARKET CALLS FOR A NEW APPROACH How to Win Over the All-Important Millennial Customer W hen business owners assess their markets, they shouldn’t lump Millennial consumers in with the rest. Commonly defined as individuals from 18 to 34 years old, Millen- nials account for an estimated $1.3 trillion in annual buying power in the U.S. alone. But companies that want to successfully connect with this cadre may have to be prepared to jettison a number of tradi- tional selling and advertising techniques and adopt new ones, say some experts. It used to be that discretionary income was the primary limiting factor in a younger person’s purchasing decision,” says Hugh Miller, founder and CEO of Hollyrock/ Miller, a Princeton-based marketing com- munications agency. “Now, time is that limiting factor. Millennials are working, playing sports or other group activities, attending events, volunteering with organi- Your Business { Marketing } { 5 WAYS TO UPDATE YOUR MARKETING} Millennials are looking for new experiences, so throw out the old rules and think outside the box.  Break throughthemassive clutterwithanattention-get- tingmessage.Alwaysfocus yourmessagingonwhat’s initforthecustomer,noton thedetailsofyourproduct orservice. Millennialsmixsocializing withdecidingwhetherto useyourserviceorcon- sumeyourproduct.They shareinfowitheachother andmakegroupdecisions, socollaboratewiththem. Mobiletechnologyisa thirdappendage for Millen- nials.They’reconducting somesort ofwebsearch alldaylong,somakesure allofyourdigitalassetsare optimizedformobile. Millennials recognize fewer boundaries, so you need to find a way to build a relationship with them. Don’t just talk to Millenni- als — work with them and offer them an experience. 2 3 4 5 MidJersey Business asked Hugh Miller of Princeton-based Hollyrock/Miller to share five tips for marketing to Millennial decision makers. 1
  43. 43. midJerseybusiness I march 2016 41 As business owners, you spend a tremendous amount of your time, energy and money focused on serving your customers and employees. While doing this, many business owners overlook both the opportunities to substantially increase their personal retirement savings and the requirement to periodically review their retirement plan to be in compliance with the Department of Labor and ERISA requirements. Glen Eagle Advisors, a certified Woman Business Enterprise (WBE), is an SEC Registered Investment Advisor with a focus on helping business owners achieve their financial goals. We will provide you with a no-cost review of your current company retirement plan. Choosing Glen Eagle Advisors as your Retirement Plan Advisor Helps Meet Your Supplier Diversity Goals By: • Advising you on plan design • Increasing plan participation • Providing investment due diligence • Delivering employee education • Helping select investment choices • Reducing plan costs We provide you, the fiduciary, with robust documentation to help demonstrate plan compliance. CONTACT INFO: Glen Eagle Advisors, LLC 353 Nassau Street | Princeton, NJ 08540 1-609-631-8231 | Toll-free: 1-866-912-1440 | IS YOUR RETIREMENT PLAN WORKING FOR YOU? SUSAN MCGLORY MICHEL, CEO GLEN EAGLE ADVISORS, LLC. zations, not to mention finding each other and starting families. That leaves little dis- cretionary time. Things are moving at rapid speed and marketers need to keep up.” “To begin with, recognize that the Millennial demographic has been raised in an electronic age,” says John Cash- man, CEO of Digital Firefly Marketing, a Princeton-based company that helps businesses and brands stand out on the Internet. “The Millennial cohort is more likely to get their information, news, and entertainment from digital, mobile, and Web platforms, instead of from television, magazines, and other ‘brick and mortar’ sources, so a business needs to have a pres- ence on these outlets.” Even in a digital environment, branding continues to be important, he says. “Even though the methodology may be different, some concepts, like branding, are important across all channels,” Cash- man says. “At one time, different mediums like billboard advertising, magazine, or television and radio had segmented campaigns. But now your message needs to be unified across channels, with each one reinforcing the others since the dif- ferent channels may feed, or redirect, the consumer between them.” Therearesomeadditionalchallenges whenitcomestoreachingouttoMillennials. “Millennials are less responsive to tradi- tional advertising mediums,” Miller warns, saying that this attribute is traceable to the fragmentation of media and the shorter attention span that accompanies today’s time-pressed society. “The key is to both reach Millennials where we know they are — online which, of course, includes social media — and with unique messages that speak to them and their priorities. Miller says that a campaign targeted at, or inclusive of Millennials should incorpo- rate “robust online and social components, 1-877-317-1077, ext. 5 August eTech is a wholly woman owned business. August eTech services include: • desktop technical support • server/network support • maintenance and repair Strategic, Comprehensive and Effortless business IT support. “Your message needs to be unified across channels, with each one reinforcing the others.” –John Cashman, CEOof Digital Firefly Marketing
  44. 44. 42 midJerseybusiness I march 2016 1905 Route 33 Hamilton, NJ 08690 Office: 609-586-5825 Fax: 609-586-5835 Your Local Source for: Full Service Printing ■ Resume Writing Social Invitations ■ 4-color Newsletters Cards ■ Booklets ■ Brochures Boutique WORD CENTER PRINTING Marilyn S. Silverman, M.A. Operations and Marketing including Google, Apps, Facebook, Insta- gram, and YouTube, all media where you can expect to find a younger audience.” These kinds of efforts work. “To recruit younger members to a new golf club, we ran a Facebook promotion, presenting a certain offer if they participated,” he adds. “For a very reasonable budget we got over 400 responses.” With audiences becoming less concen- trated, advertising options are multiplying, Miller explains. “But unless you’re in a niche industry, it’s unlikely that your customers will all be coming to you from a single site. It’s important to have good guidance as to where to place valuable marketing dollars.” DIFFICULTIES IN MILLENNIAL MARKETING “Two challenges are recognizing Millen- nials’ limited attention and their lack of time,” Miller observes. “Millennials are influenced by opinion and thought lead- ers; however, anyone with a computer or device can blog.” The sheer number of screens where they might see your message means more oppor- tunity to reach Millennials, but also makes it increasingly difficult to get their attention. “There are so many distractions divert- ing our attention,” says Miller. “Even if people are watching TV, they are often also on their phones or tablets at the same time. Not to mention that a tremendous number are eschewing traditional cable TV alto- gether for services like Netflix and Hulu. So a medium that used to be all-consuming and unifying is no longer doing that.” Your Business { SHARE YOUR UNIQUE KNOWLEDGE } MidJersey Business has big plans for providing new and innovative digital content. Be a part of our digital partnership from the start. Contact Marty Daks to find out how you can become a blogger or columnist for midJersey Business.
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