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Issue 43

Aug. 2011

All for Show Inside:

The Deal on Debt
A Ceiling Raised, a Rating Lowered - Where Do We Stand?

Anthony Lombardi

and the Cast of Jerseylicious on the Business of Reality

Closing the Sale

Tom Hopkins on the Art of Persuasion

The Womens Crusader

One Senators Relentless Pursuit of Gender Equality

Preserve your wealth with CitiTrusts knowledge and

Financial Management Solutions

i n t e r n at i o n a l


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issue 43 | Aug 2011

Publisher Erwin E. Kantor Editor-in-Chief Jacey Fortin Managing Editor Michael Gordon Editorial Robert Jordan Maria De Luca Lauren Herde Jacqueline Hart Bobby Smith Kristen Grant Staff Writers W. B. King L. A. Rivera Becky Woolverton Alaina Love McConnell Mitch Ligon Wendy Connick Andrea Lehner Almatese Osborne Creative Director Christopher DeBellis Illustrators Shafali R. Anand Doryan De Angel David Cohen Marketing Dept. Monica Link Christopher DeBellis
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The Resilience

of the Entrepreneurial


any of the success stories Ive encountered as publisher - five great years of networking, making new connections, and meeting talented people have made me realize how optimistic and enthusiastic people and business owners really are. Its exciting to see how driven these entrepreneurs can be during tough times. The fact of the matter is that the sun doesnt always rise in the East and set in the West. Life isnt always peaches and cream. So many businesses and people in this country are scraping by, contract to contract, paycheck to paycheck. And with still more economic uncertainty on the horizon due to a new deal on debt and a lowered credit rating (covered in detail on page 6), youd think hope would be hard to find. But thats just not the case. When you read the feature stories and profiles in this issue, youll see firsthand how companies everywhere are standing up to adversity. Every business we cover this month has great lessons for all of us, from a small flooring services business in Colorado whose president faced remarkable challenges when the company fell into his hands (page 21), to a now-famous hair salon in New Jersey whose staff have become overnight celebrities with a top-rated program

l: Jacey Fortin - Editor-In-Chief r: Erwin Kantor - Publisher

on The Style Network (page 37). New business owners will be glad to find pertinent sales advice from author Tom Hopkins on page 10. And women around the world who are eying that glass ceiling in the corporate world will find inspiration in the admirable Canadian Senator Celine Hervieux-Payette, profiled on page 5. The point is, success stories are all around us even when the chips are down. Thats why Im confident that businesses here in New York City, the United States, and around the world will continue to move forward as we head into the future.

Erwin Kantor
Erwin Kantor Publisher

All the best,


AUG 2011

Small Screen, Big Business

In our quickly changing entertainment industry, unknown citizens can become celebrities in the blink of an eye. The most successful shows of our era require no rehearsals, scripts or plots and viewers worldwide are riveted. What began as a novel experiment in television programming has grown into a billion-dollar industry.


business features

12 14

Staking a Claim

5 6

Women at Work Buying Time

The Heinze Group fills a new niche in the insurance industry.

20 21

The Gadget Gurus

Manufacturing the technology that keeps us connected.

A Canadian senator fights for gender equality in corporate boardrooms.

Every Opportunity Seized

Tech Briefs

The ceilings up and the stocks are down. Where will the American economy go from here?

A big business with humble roots stands as a testament to steadfast flexibility.

Moving Forward, Step by Step, Bridging the Gap, Magic Carpets

business tech

15 16

Business Briefs

24 25

Sewer Science

On Top of the World, Gifts Without Guesswork

NozzTeq Inc. technologies hold the key to a critical American infrastructure problem

The Industrialist

MakingThe Sale

A good product needs the right presentation, and Tom Hopkins knows the keys to success.

One Indiana eatery offers a new way to experience an old revolution.

Tech Briefs

23 31 40

The Next Big Idea

17 18 19

Business Briefs

Riding High, Ethically Technical, Cool Innovation, A Solid Infrastructure, A New Direction, Face to Face

Spotting a worthwhile proposal can be like finding a needle in a haystack, but Clement Bowman has an innovative solution.

Insured Success, All According to Plan

28 32 33

Behind the Scenes

Bella Vita

Industrial Evolution

Sima Solutions provides tech support to tech giants.

Italian biochemist Francesco Bellini is on an ongoing mission to conquer our most challenging diseases.

Chemical supplier PMC Marketing conducts global business on a personal scale.

Tech Briefs Positioned for Growth

Down to the Letter, Hire Power

Supply on Demand

A Risk Worth Taking

Technology expert Anthony Nelson on the newest trends in supply chain communication.

Brad Tennant is an expert on risk in the insurance and construction industries.

A history of adapting to clients needs keeps GLC one step ahead in a competitive marketplace.


business health

34 34 35 35 36 37

The Dream Catcher

Our mind asleep holds the key to more efficient therapy.

Personalized Practice

A new integrative approach to individualized treatment.

The Medical Educator

Training in the fine art of catheter use.

business law

A Penny Saved

For attorney L. Howard Payne, clients come before profit.

The Family Lawyers

Maureen Sullivan Taylor built her career on a desire to help others.

Wise Council

In the aftermath of the housing market collapse, Robert Wise provides services for property managers and owners.


38 39 39

An American Chef

Floridas Hurricane Cafe is inspired by culinary styles from around the world.

Hungry for Change

An anti-poverty program is making waves in southern Florida.


A subscription to The Suit magazine print edition provides you with a complete package for all your business news, business analysis, studies or conversation. Keep up-to-date with key global topics allowing you to always remain in the know.

A Guiding Light

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international spotlight


Women at Work
der, Hervieux-Payette told The Suit. Look what happened with the crisis on Wall Street. We need more women working in the financial world. These sorts of initiatives are often met with heated opposition, and a similar bill called S-206 was in fact defeated in February of this year despite the ardent efforts of Hervieux-Payette. Bill S-206 would have required all publicly traded companies to have 50 percent of their board of directors made up of women, she explained. Witnesses and studies were presented to the Senate Standing Committee on Banking, Trade and Commerce to show that greater diversity had positive effects on business, but to no avail. HervieuxPayette attributes the opposition to medieval reformist ideology on the part of conservatives, and her fight for

he woman behind the June 21 introduction of Canadian Senate Bill S-203 is a powerhouse of progressive policy. She has a long history of tenacity in the pursuit of justice, and one of her most pressing concerns today is the need for more diversity in business boardrooms. If Senator Celine Hervieux-Payette has her way in Parliament, Canada could be on its way to eliminating gender disparity in the corporate world. Some call her proposed legislation radicalothers call it necessary. S-203 is based on representation models already found in France, Norway and Spain requiring that at least 40 percent of either gender be represented on boards of directors. I want to help women move up the corporate lad-

parity in the workplace continues with S-203. Adversity is nothing new for Hervieux-Payette; she earned her political stripes the hard way. She told the Suit about her background growing up in a middle-class Montreal neighborhood, barely scraping by while her father toiled as a blue-collar worker. I came from a working-class family, she said. I had no mentors while growing up. But at a very early age, I decided to do it on my own. This was my land and I was going to claim it! And claim it she did. After a long and successful career, Hervieux-Payette became the first female Leader of the Opposition in the Canadian Senate in 2007. Her journey began in the 1970s, when she served as a political aide to Premier Robert Bourassa. She was first elected to the Canadian House of Commons in 1979 as a Liberal Member of Parliament. In 1983, she was appointed to the Canadian Cabinet as Minister of State under Prime Minister Pierre Trudeau. If all goes according to plan, Hervieux-Payette will serve Canada in Parliament until her retirement. In her fight for gender equality, Hervieux-Payette finds inspiration beyond the Canadian borders. The senator sees promise in the precedents of more progressive nations. In France, Spain, Switzerland, England and Norway [women] are taking over the corporate boardrooms, she said. Comparatively, Canada has quite a ways to go. Hervieux-Payette cites a 2009 study finding that women make up just 14 percent of corporate board members, a slight rise from 13 percent in 2007. She argues that faster growth would be in everyones best interest, and refuses to rest until that goal is realized. Hervieux-Payette was inspired to enter politics at a very young age. When I was 10 years old there was a right-wing government in power. My father would always talk about it and I believe thats when I developed the instincts for politics, HervieuxPayette said. That is why I fight for senior citizens, children and women today. We are the counter-balance, the ones not as powerful as the rest in this democracy.

by w.b. king

The ceilings up and the stocks are down. Where will the American economy go from here?
t extreme high speeds, a jetliner requires a full five miles to reverse coursean abrupt turn would end in disaster. The U.S. government has proven to be an even more complicated machine, as would-be political pilots scrambled for control of the wheel over the course of many troubled weeks. In the end, President Barack Obama and Republican House Majority Leader John Boehner came to questionable terms. Their deal has left a stock market in decline, a marred credit rating, and pensive politicians on both sides of the aisle. Now this massive jet the American economy is entering the turn. The question remains: what is the destination? Its a bad deal, said Michael Linden, Director for Tax and Budget Policy at American Progress. And while its better than the alternative, which is default, it addresses deficit reduction in all the wrong ways with no positive impact on job creation or job growth. Linden refers to the Budget Control Act of 2011, which was passed by the Senate in a vote of 74 to 26 and in the House of Representatives with 269 to 161. The bill was designed to reduce the nations $14.3 trillion deficit by at least $2.1 trillion over the next 10 years. After inking the deal, Obama called it an important first step to insuring that, as a nation, we live within our means. Before the presidents signature could dry, the Treasury got the green light to borrow an additional $400 billion, with a future borrowing window still unlocked. Without these funds, a default could have called for cutting roughly 40 percent of U.S. spending. The only thing this deal has set up is what we cant do, and what we are unable to do as a political culture, apparently, is reform social security, Medicare or taxes. And those are the only three things that can be counted on for long term savings, said Vin Weber, a managing partner of Clark & Weinstock and Republican Party strategist who served in the

House of Representatives from 1981 to 1993. I see this deal as mixed at best. I dont see discretionary spending, whether they are on the domestic side or the defense side, that can be realistically projected out for 10 years because every congress comes in with a new set of new mandates and a new sense of reality.

A Poor Standard Set?

Congress aside, there is a new sense of reality after Standards and Poors historically dropped the U.S. credit rating from AAA to AA-plus, sending shock waves across the world. The stock market lost roughly 635 points the Monday after the legislation passed. While signs of improvement were realized in the days that followed, investors remain cautious.

I am always somewhat reluctant to attribute one days move up or down in the market to any specific event since markets are complex organisms with many unknowable elements. That said, the Standards and Poors downgrade announced late Friday night would appear to be the proximate trigger for Mondays sharp sell-off in stocks, said Gregg Fisher, president and chief investment officer of the financial advisory firm Gerstein Fisher. In some respects, the downgrade could be good news for smart investors, boosting the economy in the long run. A stock market correction actually reduces a longterm investors risk and raises expected return, said Fisher. Unfortunately, in times of panic investors typically sell their shares. He added, In our historical market research, we have noted that periods of negative investor sentiment are very often attractive times to invest for long-term investors.

Super Committee
The credit downgrade was a combination of economic indicators and a negative assessment of government performance. The new legislation calls for the majority of big spending cuts to be enacted in 2013, well after the 2012 election cycle. Kicking this can down the road was viewed as win for Democrats, but Capitol Hill will eventually be forced to deal with this seemingly never ending problem. On the chopping block are big-budget programs like Medicare, which services over 100 million elderly and poor citizens each year. The deal did make cuts on discretionary spending, which is a useful step, but that doesnt equate to our long term fiscal imbalance. The unknown is what will happen in the second stage. We have a super committee being set up, and they have a difficult task of reaching agreement on spending cuts. Its the big question that is out there: what this super committee can do or can-

not do, said Alan Viard, former senior economist at the Federal Reserve Bank of Dallas and current resident scholar at the American Enterprise Institute of Public Policy Research. The 12-member Joint Select Committee on Deficit Reduction, which is made up of six democrats and six republicans, will be charged with the task of finding an additional $1.5 trillion in cuts. Items on the table may include overhauling the exiting tax code and entitlements. In order to send a final recommendation to Congress, the group must draft a comprehensive plan that wins seven votes of member support before Thanksgiving. With regard to this super committee, Im hopeful because I know many leaders of Congress and have talked to all of them in both parties, said Weber. They are serious about the problem, but this does not necessarily mean it will lead to a solution.


Jerseylicious cast member Anthony Lombardi

Small Screen
special thanks to:

Gatsby Salon 215 US Highway 22 Green Brook, NJ 08812 (732) 752-4247

Big Business
by monica link
endorsement deals and writing bestselling books, all thanks to the power of exposure. One case in point is the sudden fame of the entrepreneurial crew running The Gatsby Salon in Green Brook, N.J. The cosmetologists signed a deal with the Style Network, and now form the cast of the networks top-rated show, Jerseylicious. The salon staff are joining a growing pantheon of small-screen stars that have used their fame to generate a bigger bottom line for their businesses. The retail industry is also tapping into the reality television craze,

he word reality has taken on a new meaning. In our quickly changing entertainment industry, unknown citizens can become celebrities in the blink of an eye. The most successful shows of our era require no rehearsals, scripts or plotsand viewers worldwide are riveted. What began as a novel experiment in television programming has grown into a billion-dollar industry. The stars of reality television are more than just trash-talking entertainers; they are success stories. Small business owners are signing lucrative


finding opportunities to push products to a growing fan base. Reality stars, in turn, are cashing in on product promotions. Today these shows dominate cable television network programming, drawing millions of viewers per episode. Among the most profitable shows is rumored to be American Idol, worth an estimated $200 million per season. Some of the highestgrossing reality stars include natural food chef Bethenny Frankel, who signed a deal worth $120 million for her low-calorie cocktail creations, and the Kardashian family, whose members rack up multi-million-dollar contracts for product endorsements and appearances. Celebrities like Toni Braxton and Paris Hilton are reinventing their careers by letting cameras follow their every move. With three seasons on its resume, Jerseylicious is now the number one program on The Style Network.

The show, an inside look at the beauty industry and the daily operations of the salon, is changing the lives of its cast membersdriven cosmetologists who captivate viewers with their big hair and bigger attitudes. They spoke with The Suit about the opportunities that have opened up for them ever since they stepped in front of the camera. Gayle Gatsby owns The Gatsby Salon, a 33-year business that serves as the main shooting location for the series. Her late husband opened the salon to style celebrities and community members. Today, Gatsby mentors young stylists while distributing her own line of hair care products. She reports that being on television has enhanced an already large salon; the 3500-square-foot space now has more than 45 employees and 16 styling stations. Our show is about our business and our lives. We have different age groups: young, middle age and older, said Gatsby, whose daughter Christy helps her manage the company. Because of the show, people come from all around the world to see our salon. Alexa Prisco, owner of The Glam Fairy, a beauty and makeup company, will have her own spinoff show this fall. After working at The Gatsby, shes gained the skills and connections to branch out on her own. The new show will focus on her daily interactions with clients in the shop. Prisco began working with makeup behind the counter in a department

store. Her retail work led to new gigs as a makeup artist for bridal parties, and her client base has grown from there. In the new show, youre going to see a lot of makeovers, she said. You will see the progress Im making with my business. Its going to be so interesting. Another budding business owner featured on the show is Anthony Lombardi, a 16-year hair stylist with a high volume of clientele. After spending time working at a rented booth at The Gatsby, he is currently transitioning into a new role as an independent salon owner. Anthony takes a humble approach to his recent fame. When he meets potential customers on the street, he hands them a business card and gives them 10 percent off their first visit. Im proud of how far Ive come and Im proud of my client retention, said Lombardi, who still works with some of his first clients from 16 years ago. I didnt get into the business to become a famous hair stylist. Lombardi recalls deciding to become a licensed hair stylist because he wanted to make money and meet women. Today, his focus is on business growth and development. He makes it clear to everyone he meets that he enjoys the success from television, but will always be a stylist at heart. You have to be prepared for reality TV. It can change your life for better or worse, he said. You have the power to determine how its going to change.


The biggest challenge will always be handling rejection, or the fear of failure. -Tom Hopkins

any an entrepreneur has launched a new company and then faced a standstill, and not because of an unsatisfactory product or service offering. Sometimes new business owners simply have no idea how to sell their work, and start-ups can rarely afford a dedicated marketing team. But when it comes to sales, an entrepreneur has one significant advantagehe knows his product inside and out. According to Tom Hopkins, author of Selling for Dummies, product knowledge is critical to sales success. If you dont know the product, you come across lacking confidence, Hopkins said. If I managed any sales team, I would write down 50maybe 100of the key points on why our product exists, what it does for the people who own it and what benefits it brings. But knowledge is only a starting point. Entrepreneurs with little sales experience still need some basic training. They need to study the art of selling not only my book, of course. There are a lot of great books in libraries and in the business sections of bookstores, Hopkins said. They need to really become a student. Many people dont attack selling like they would another job. Theyve got to get a training manual; they have to study it. The next step is to pursue each goal with relentless tenacity. Ive found that the most successful people Ive ever met are highly disciplined, Hopkins explained. They do what they dont want to do, even when the motivation is gone. Theyre goal-oriented. They have their short-term and long-term goals committed to paper, and they know

Making the Sale



exactly what theyre going to earn this week, this month and this year, because theyve put it in writing. Hopkins tells small business owners to remember that at the end of the day, its the bottom line that determines a companys success or failure. Larger is not better, and Im always trying to tell the people I teach that its not how much you make, its what you keep. In a game of money, that is whats really going to count, he said. Many people are great at prospecting, theyre great at time management, but they all seem to have a challengethats going for the money, and doing it in such a way that its not high-pressure or pushy, but still works. One of the toughest aspects of selling, even for professional salespeople, is picking up the phone and calling strangers. Most salespeople dread cold calling, but it is still one of the most effective ways to reach out to prospective customers. The trick to successful cold calling is to remember that a prospect who says no is not rejecting the caller; hes simply rejecting the idea of buying right now. The biggest challenge will always be handling rejection, or the fear of failure, Hopkins said. It is not abnormal to not want to be rejected. I mean, this is the way we are as human beings. In his Sales Training Boot Camp, held each year in August, Hopkins teaches what he calls the Champions Creed to help salespeople overcome that fear: Im not judged by the number of times I fail but by the number of times I succeed, and the number of times I succeed is in direct proportion to the number of times I can fail and keep trying. As Hopkins puts it, The game of selling is to change

your attitude by releasing the stress and anxiety that rejection and failure bring. A positive attitude is one of the most important qualities of the successful salesperson. Most professional salespeople think of each no as bringing them one call closer to the yes they need to make a sale. Hopkins suggests that salespeople think of each no as a chance to hone their skills and learn what they need to change. Its about getting the feedback necessary to change course, to get to a yes and close a sale, he said. And when all else fails, just have fun with the presentation. Hopkins explains, I believe that humor and laughter are so important in our world today, especially in selling. Youve got to lighten it up, you have to say, Hey, I just got thrown out of an office, but Im gonna laugh all the way to the bank because Im going out to see more people today.

Since 1976, Tom Hopkins International has been dedicated to providing the finest sales training strategies and techniques.

Tom Hopkins International 7531 East Second Street Scottsdale, Arizona 85251 U.S.A. Toll Free: 800.528.0446


We adapt ourselves to

[our clients] and bring with us the experience and intellectual capital of all the people on our team.
- Bernd G. Heinze

Staking a Claim
BY ANDREA LEHNER Bernd G. Heinze specializes in property and casualty claims, litgation management, insurance coverage and bad faith.

nsurance litigation is costly, and in todays tough economy companies need to protect every dollar. Trial attorney and risk management consultant Bernd G. Heinze, CEO of The Heinze Group LLC in suburban Philadelphia, helps insurance companies and policy holders save costs and maximize the outcomes of claims and litigation. We work as a business partner rather than a vendor with policyholders, investors, claim professionals in the insurance companies, and attorneys involved in litigation and commercial arbitrations, Heinze explains. The Heinze Group was designed with adaptability and flexibility in mind. Rather than forcing our customers to fit in a template we developed, Heinze says,

we adapt ourselves to them and bring with us the experience and intellectual capital of all the people on our team. Heinze started his career as a legislative assistant for U.S. Rep. Jack Kemp, a popular N.Y. congressman who was a onetime presidential contender and champion of supply-side economics. Heinze later entered law as a trial attorney working in the insurance industry, where he recognized a niche potential. I realized there might be an opportunity to complement the insurance claim professionals as well as the attorneys that are being retained to represent either the insurance companies or their policy holders. That turned out to be the opportunity that built this business, Heinze says.


When we started the Heinze Group, the thought was to do more consulting activities for insurance companies, but the more our name got around and our reputation for objectivity and fairness continued to develop, the more we started to receive requests to consult or be expert witnesses for policy holders and the attorneys that represent them across the country. It is an entrepreneurial way to look at claims and lawsuits in a commodity-value-based approach rather than a process-based structure, Heinze continues. We use a different type of method by managing to the desired outcome. When a lawsuit or claim comes in, we use our collective courtroom and boardroom experiences to triage it; we work with the clients, claims people, investigators, agents, brokers, the senior management, and the attorneys involved. We develop budgets, a strategy, and a desired outcome with time sensitive and performance benchmarks and budget protocols built in. Because finding cost-effective solutions is so important during troubled economic times, Heinze says their business has actually seen growth. People continue to engage each other in litigation. The work of insurance companies in managing claims continues to develop even in bad economic times perhaps more so. Our customers are pressed to maximize their operating and expense ratios. So we craft solutions to direct valuable resources and the investment of dollars to achieve superior results. Such tailored solutions are the key to the companys success. It maximizes the potential of securing the desired result, and ensures that the budget is adhered to, Heinze says. We are essentially taking an outsource management approach to help our customers keep their focus on what they do day-to-day, while we are entrusted with developing the solutions and managing the results that we have put our name to at the outset of the process. We bring them the results that are, hopefully, better than expected, Heinze says. The company offers additional value through process counseling. Our customers save money and are able to enhance their results by virtue of the performance reviews and audits we have performed on claims and litigation portfolios. Another benefit of what we do is that we can take on entire lawsuit portfolios that may have higher value exposures or age to them, and work at resolving them to betterthan-expected results. In larger exposure claims, or where the policy holders have a large retention or have their own money at risk, the Heinze Group also works to

protect the reputation of those individuals and companies. In an employment liability lawsuit, or a directors and officers lawsuit, where the individual people are named as defendants or the companys reputation is at stake, their bottom-line capital is also at risk, Heinze explains. Weve been able to develop and manage solutions to protect those reputational risks and resolve lawsuit to the benefit of the policy holder. Heinze attributes his success to his parents, both post-war immigrants from Germany, and his time on Capitol Hill with Kemp. My parents instilled excellent values that helped to give me the opportunity to start my own business, Heinze says. They were my greatest mentors for developing a passionate work ethic and realizing that integrity does matter. You have to live it every day and bring the values of honesty and fairness to your work. When you have your own business, you are judged and either rise of fall depending on what you deliver.

Heinze Group, LLC 150 South Warner Road | Suite 156 King of Prussia, PA 19406 P.: (610) 225 - 2300

Heinze Group, LLC 150 South Warner Road King of Prussia, PA 19406 P.: (610) 225 - 2300


by andrea lehner

A big business with humble roots stands as a testament to the virtues of drive, openness and flexibility

Every Opportunity Seized

and flexibility, and in 1955, this afforded Albert Cohen an amazing opportunity. My father was in Japan, James Cohen said. He was on his honeymoon and he happened to read an article in a local Tokyo paper about the first transistorized radio being invented by a small company. So he contacted that small company and he signed an order with them, and he became the first ever export customer for what became Sony. For the next 40 years, Gendis held a 51 percent stake in Sony of Canada. With a history of smart decisions like these, the company has come a long way from its small beginnings. Its now a holding investment firm with commercial real estate properties. We have invested in OSUM Oil Sands Corporation, a start-up company in Alberta involved in the oil sands sector. They have a process that is actually much greener and much more environmentally friendly than some of the current processes, Cohen said. We also have a large investment in Veresen Incorporated [publicly traded under VSN.

[Albert Cohen] started an import business, and it grew over the years and wound up being a very large company. -James Cohen

he history of Gendis Incorporated is the stuff of business legend. It is a source of inspiration to todays small businesses seeking growth during tough times, since the companys own inception is rooted in the greater economic turmoil of the Great Depression. Albert Cohen, the son of poor immigrants, worked with five brothers to set up the business, then called General Distributors Limited, in 1939. His son James Cohen, now the companys co-president and co-CEO, spoke with The Suit about the companys amazing history and its promising future. My father started it during the Great Depression of the 1930s. He started selling products out of the car with his father... everything from chocolate bars to lighters to binoculars, Cohen said. He started an import business, and it grew over the years and wound up being a very large company. Its small beginnings allowed Gendis to respond to market demands with speed

TSX]. They own 50 percent of the Alliance Pipeline, which runs from northeastern British Columbia down to Chicago, in addition to many other energy holdings. Of course, Gendis has had a few bumps in the road as well. When Wal-Mart came to Canada in 1994, that had a huge impact on not only our retail chains but on many others, Cohen said. The company is actually a lot smaller today because we have since sold several retail chains. Still, James Cohen has big plans to keep Gendis growing steadily. Im very aware of the trends right now in the world as far as energy. Another area of interest is an investment related to global food production. I mean, the worlds population is hitting seven billion this year, he said. You cant open a paper or read an article on the internet without reading about demand increasing. If history is any indication, Gendis is primed to turn this global issue into its next great opportunity.

1370 Sony Place Winnipeg, Manitoba, Canada | R3T 1N5 P.: (204) 474-5200


On Top of the World

Media Network International faces interesting challenges in the global market
by wendy connick he traditional gender gap in small business ownership is shrinking fast. According to the Small Business Association, in 2008 women in the United States owned a total of 10.1 million firms. Caryn Tanis, owner of Media Network International, is a part of that trend. But the challenges she faces as a female business owner are compounded by the fact that she works on a global scale. As an advertising agent working to place high-profile clients in ideal media, Tanis has experienced her share of gender-related culture clashes. In Mexico, for instance, its considered very rude to say no to a female, Tanis said. So I remember being at a major business and going back for a decision, and I discovered the owner hiding behind a door, signaling his secretary to say he wasnt in! For Tanis and her associate Kathy Courshon, flexibility is key. Its important to respect customs and culture and have a knowledge of politics in the countries in which you work, she explained. Adjusting to diverse expectations has helped Tanis to build a strong multicultural firm; today, her clients enjoy targeted exposure in airports, in-flight videos, and magazines including Hemispheres, Escala and Latitudes. Media Network International was affected by the recession, but Tanis has persevered. Working on a global basis has always been helpful, as the economic downturn did not affect all locations in the same manner and to the same degree, she said. But there are always challenges in setting up a new business and in making it grow, no matter what shape the economy is in.

GiftsWithout Guesswork

by andrea lehner

orporate gift-giving is important for employee satisfaction, and for building relationships with clients. The challenge is coming up with the right gifts to suit a wide variety of recipients. It comes down to that one impossible question: which gift would each person like? Since 1954, Certif-A-Gift has been helping businesses to motivate employees with meaningful gifts. CEO Trish Duh is a second-generation partner in this family-founded business. My father had received a gift he couldnt use, which lead to him inventing the pick-a-gift idea for businesses. It was an innovative concept then, and is embraced with the same level of enthusiasm today, Duh says. Since Certif-A-Gifts early days with paper catalogs and mail-in cards, she has watched the gift redemption process adapt to new technologies. People still love to choose their own giftnow they just happen to make their selection online. As the U.S. market recovers from the recession and employment is once again on the upswing, unappreciated workers are likely to flee to new employers who recognize their talent. Employee engagement is more relevant than ever to business executives, she said. With the economic downturn, employees are performing the workload of two people, and companies need a way to show their appreciation for that effort, said Duh. Certif-A-Gift has grown to cater to a range of scenarios, including employee anniversary gifts, thank you gifts and holiday gifts. Their Gift of Choice program places the power of choice in employees hands. Using both online and printed gift catalogs, recipients can select from hundreds of brand name items matching their individual preferences. Our customers tell us that they no longer fret over what employee gift to get, said Duh. They simply leave it in the hands of their employees to pick the exact gift that is meaningful to them.
1625 E Algonquin Rd. Arlington Heights, IL 60005 (847) 718-0300


by the suit staff

The Industrialist
One Indiana eatery offers a new way to experience an old revolution.

eave it to a modern-day steel magnate to take us back down memory lane, to a time when metallurgy, textiles and steam power forever changed the way we work, live and share ideas. Entrepreneur Mike Leeson has a day job as the owner of Synergy Steel Structures. But when steel prices soared and construction slowed because of a stalled economy, he took on a new venture. Leeson opened a restaurant dedicated to honoring American ingenuity and spirit. Located in Valparaiso, Ind., the Industrial Revolution Eatery & Grille memorializes a great period of America in design, theme, and hearty helpings of mouthwatering food. Leeson opened the restaurant in 2010 with one goal in mind. I wanted to create a patriotic restaurant that would touch peoples hearts visually, giving them an experience they dont typically get. We serve hand-crafted foods, not like the chains, Leeson

says. Weve brought back a lot of vintage dishes with a twist and added some brand new things, too. The portion sizes arent for the faint of heart, but perhaps an industrious steel worker wouldve easily polished off a plate-sized bacon cheeseburger or a generous helping of Moms Double Shift Pot Roast, which according to Leeson is one of their most famous dishes. Its based on a recipe borrowed from my mother. Its amazing! Theres really nothing like it. We ended up creating a bunch of dishes around that pot roast. We put it on pizza and in pasta; its one of our signature dishes. For a true slice of Americana, he suggests finishing with some Red, White and Blue Cheesecake. Leeson says the Industrial Revolution Eatery & Grille was well-received from the start and has built a steady clientele. Weve only been open a year, and it has been challenging trying to work out the kinks, especial-

ly as an independent business, Leeson says, adding that they are ready to launch a new menu and are currently looking into opening a second location. Ideally, he says, the establishment will expand nationally. The goal was to build the most bold and exciting casualtheme restaurant ever, Leeson says. I believe that has been accomplished. It has the characteristics to motivate and inspire people, through an emotional connection as well as the education they receive with each visit. Reflecting Synergy Steel Structures goal of establishing a new architectural trendemphasizing steel as part of a structure, rather than hiding itLeeson created a quite a vision with the construction of his eatery. It is essentially a building frozen in the booming era of 19th-century steelwork, with a row of working men immortalized in sculpture along the roof, frozen in conversation with lunchboxes in hand and legs dangling over the edifice. The entire establishment is a tribute to these men from our past, reminding patrons of their hard-work, dedication and contribution to developing our great nation. Leeson himself is a true representation of modern-day American ingenuity. Since starting his career with only a high school diploma, he says hes always been an entrepreneur. My dad gave me the initial opportunity to get into the steel business. I took the opportunity and just ran with it. Before the age of 40, Leeson has created not one but several visionary business enterprises.
1084 Linwood Ave. Valparaiso, Indiana 46756 Phone: 219-465-1801


by wendy connick ften the best approach for someone looking to start their own business is to sit down and review what they can bring to the table. For Michael Sterling Smith, that included a deep expertise and a vast web of connections in the business community. Now the owner of life insurance provider Sterling Financial Services, Smith has found a niche that allows him to make the best use of his talents. Having been CFO of a very visible company in our community, I had access to business owners. With my experience from the other side of the table and having helped train many insurance reps calling on us over the years, my clients had a strong comfort level working with me and the insurers felt comfortable with my representation, Smith explained. In 1986 he became a minority owner of a local insurance agency, building the companys Benefits and Life Division. Ten years later, Smith exchanged his minority interest and split the divi-

sion off, incorporating it as Sterling Financial Services. The economic downturn has had little effect on Smiths life insurance business. Clients feel vulnerability when things slow down and pay more attention to their planning. With the market down, my old-fashioned life insurance products are looking very good, he said. Sterling Financial Services is currently in the process of forming an alliance with another company. Theyve found a real niche, and Sterling Financial will provide a new avenue for their growth, Smith said. I will be able to mentor and help them develop something far more successful than I could do on my own. A good alliance is when everyone grows and prospers.
Sterling Financial Services, LLC. 6 Loudon Road, Suite 505 Concord, NH 03301 Phone: (603) 224-1010


by mitch ligon

earre and Associates, a general agency of Massachusetts Mutual Life Insurance Company, operates according to a strong belief that doing business the right way is the only way. The planning approach that we take with our clients is driven by economics and by a model, said owner David A. Pearre II. This unique model is called the Lifetime Economic Acceleration Process, or LEAP, which helps clients analyze their assets, risks and investments. LEAP is used to educate. First it is broken down into three parts: protection, savings and growth. It educates individuals on the roles of each of those components, said Pearre. Keeping up with rising interest rates, a weak dollar and shaky financial markets in an ever-changing world is difficult. Pearres intensive step-by-step plan, which includes an assessment of his clients investments, retirement savings, life insurance, debts, home and career, has the ultimate goal of ensuring their familys safety so they can stay safe in the coming years. Were driven by efficiency and economics and how money works. And the things that work against us need

to be identified, like taxes and inflation, and things that confiscate wealth like death, lawsuits and market risks, said Pearre. LEAP is a decision and educational tool. Its very collaborative. Were not in the business of giving people our opinions. Were in the business of educating and going through the process of discovery. Through that process we have learned that taking more risk to build more wealth is not the key.

300 S. Wacker Drive, Suite 800 Chicago, IL 60606 P.: (312) 347 1666


by sara solano

n this digital age, the new generation of professionals is increasingly relying on efficient yet impersonal technologies to establish business connections. Emails are fast, but faceless and voicelessits not always easy to maintain personal relationships with clients. This is especially true during an era of increasing globalization, when business partners and customers may be scattered all around the globe. But Michael Short isnt getting caught up in the trend; he believes in the power of building up a solid relationship with each client. Short is the director of Kent, U.K.-based manufacturing supplier PMC Marketing Ltd., and his business model has served him well for over a decade. PMC primarily supplies industrial chemical products for the manufacturing industry, Short explains. In modern times, a lot of business is done on emails; a lot of communication is done on email. But we do believe in personal relationships, and that builds up trust. Short began the company in 2000 when he and a business partner bought out the trading division of a suffering production plant with a goal of building it up on a bigger scale. From the beginning, his vision was global. He seized on a wealth of opportunities in Latin America, having already formed some business relationships with manufacturers there. We started out in Venezuela,

Industrial Evolution

Chemical supplier PMC Marketing conducts global business on a personal scale.

he recalls. Since then, theyve branched out considerably within the region. Short notes a growing potential for business in Peru and Colombia, for instance, and PMC has done work in those countries as well as Chile, Brazil and others. And the company has already laid the groundwork for business in the Far East as well, with a presence in Taiwan and China. Drawing from previous experiences in the trading business and as a tenacious student of international business at London College, Short has built his company on the principles of trustworthiness, perseverance and confidence. These ideas were integral to surviving the economic downturn, he said. It helps to overcome in difficult economic times. [An entrepreneur] must be self-reliant and proactive, use critical thinking and be optimistic. His aptitude in interna-

tional business, which stems from a genuine interest in bridging the gap between different cultures, has fostered the growth of his business overseas over the past 11 years.

Above: Like the bonds in the chemicals they provide, PMC conducts a cohesive business.

P M C Marketing Ltd Marle Place, Brenchley Tonbridge, Kent TN12-7HSP 01892 725755


A Risk Worth Taking

Tennant Special Risk, LLC 3295 River Exchange Dr. 4th Floor, Ste. 160 Norcross, GA 30092

Tennant Special Risk is a managing general underwriting aacility whose mission is to provide products and services to middle and upper middle market commercial and residential subcontractors.

Every problem, when properly perceived, becomes an opportunity. -Brad Tennant

ith 37 years in insurance and hands-on experience in construction, Brad Tennant, president and founder of Tennant Special Risk LLC, knows how to recognize trends in both industries. Its a trait that helped him build Tennant Risk into a top-ranked managing general underwriting facility for both commercial and residential subcontractors. Twelve years ago, Tennant was a senior underwriting officer for a Fortune 500 insurance company. "I saw some niche opportunities and had a business model I wanted to try that probably would not have gained too much traction in the corporate environment at the time," Tennant says. "I left that company with no job, a dream, 50 bucks in my pocket, and a Gateway computer on a TV tray in the bedroom." Tennant slowly built the company from his home. He had an underwriting assistant and one employee who worked remotely. "When I hired my second employee, there was no space left in the bedroom so we moved into an office," Tennant laughs. Now, Tennant Special Risk provides specialized lines of commercial insurance throughout 42 states. "This was a very high-risk venture," Tennant says. "As a startup with no capital and a $50,000 line of credit, we've beaten some pretty significant odds." Tennant credits his success to having a strong business

plan from the start and believing in what he was trying to accomplish. "We've remained very true to what our original ideals were, and still are today. We are very consistent and have a national reputation for consistency in our approach. Being consistent does not mean you stay in a box and don't evolve," Tennant adds. "It does mean that if something isn't broken, don't fix it." When the housing market imploded, subcontractors were one segment of the economy that was hit particularly hard. Thats why Tennant is thankful that everyone in his company has had direct experience within the construction trade. We were able to anticipate what was coming down the road and made the appropriate business adjustments, he said. Knowing how to analyze construction trends along with making the appropriate changes helped him steer Tennant Special Risk around the eye of the storm. "We made a conscious decision to move into a less heated segment of the industry and stayed away from the areas we thought were perhaps moving too quickly. Home building was one. We stayed away from contractors that built new homes. Instead, we tended to focus on residential and commercial service or repair contractors and commercial construction contractors," Tennant explains. As the market recovers, Tennant continues keeping a watchful eye on the industry and growth opportunities. "Every problem, when properly perceived, becomes an opportunity," he said. We spend time thinking ahead. The insurance business is as wild and unpredictable as the banking business. Things change from minute to minute. Once prices start to rise and our competitors start shedding unprofitable businesses, we are in a position to take advantage of that. We have no underwriting issues, which is where we wanted to be in the current insurance marketplace. As the company continues to grow, Tennant looks forward to building on a solid foundation. Having a terrific business model and plan along with a talented and experienced staff has been essential to our success. Emphasize what you do well, and capitalize on that experience.


by andrea lehner

With closed-loop IR temperature measurement options, machine operators can create the desired temperature profile to meet specific PCB preheat requirements.

The Gadget Gurus


odays consumers expect smaller and more powerful electronics to keep them connected wherever they goconvenience without compromising on performance. From palm-sized smart phones to razor-thin multigigabyte MP3 players and featherlight laptops, our gadgets keep shrinking as their capabilities grow. In order to make micro-sized circuit boards, electronics manufacturers need precision. Thats where selective soldering comes in, a method of assembly that avoids heat-damage to sensitive products. Jonathan Wol, president of the American division of Pillarhouse International, explains how their award-winning systems keep Pillarhouse at the top

of its industry with innovative selective soldering platforms. Selective soldering has matured over the last six or seven years to be a required part of any production line, Wol says. As new technologies were introduced, many companies began phasing out their wave soldering machines and needed another method. Selective soldering is a good choice with high-density, double-sided reflow products. Its a natural fit and a low-cost solution. Pillarhouse takes a very customercentric approach to development. Each market is quite different in their needs, Wol explains. A customers product dictates what they want, so you cant just listen to one group. We are a global company lis-

tening to all of our customers in order to develop equipment for each group of customers; were not trying to make one size fit all. A global presence gave Pillarhouse a unique edge during the recession. We had a very tough year from the U.S. standpoint, Wol says. Other parts of the world held up our business and allowed us to continue with development during that time. By the time the market turned around, we had new products and were ready to go. It allowed us to leapfrog a bit. When Wol took over as president of the American division in 2000, his main goal was to improve marketing. We evaluated where we stood to see what customers as a whole thought of us as a company. Then we changed our image to be in line with what we thought we wereinnovative and quick-responding, he says. We are the fastest to develop and bring new technologies to the market, Wol continues. We come out with more suitable technologies. We are not copying what the others are doing; we are leading and innovating. Thats what keeps us at the front of our field. Being the leader has brought new challenges. Weve had an explosion of business in the first two quarters of this year, so an important part of our focus currently is handling growth and maintaining customer relationships. Weve had to look at our business plan and determine just how much growth we can stand in a one-year span. Fast growth is sometimes more challenging than a slowdown, Wol says. But that problem shows no signs of abating. As consumers clamor for the latest and greatest micro-gadgets, Pillarhouse continues moving forward, developing new selective soldering systems to keep the global community plugged in.
Pillarhouse International Ltd. Rodney Way, Chelmsford, Essex CM1-3BY | UK +44 (0)1245 491333


by sara solano


rom her days as a knowledge-hungry young girl poking around her grandfathers early 20th century encyclopedias to her current role as a modern Renaissance woman, Florida resident Elizabeth Neily has always embraced the culture of the world around her. Just this year, she incorporated a non-profit organization called First Florida Frontier. Our mission is to celebrate Floridas unique natural and cultural history through art, storytelling, music, videos and events, she said. Neily also works as a museum consultant and handles exhibits and grants for the work of her husband, artist Hermann Trappman. After relocating to Florida from Canada in 1980, Neily took a keen interest in the states rich, diverse history. Today people are so disconnected from the environment and from history. Its a spiritual experience, and we make it real, she said. Without history theres no yesterday to learn from. How can you make decisions? Neily is always seeking new ways to spread information. She has been exploring the art of video production, and is producing a documentary on the events leading up to the Second Seminole War in 1835. Her varied successes as a publisher, actor, historian, and businesswoman all speak to the opportunities inherent in small business ventures, which she sees as a more intimate alternative to conglomerates. Im in support of small companies. Monopolies are destroying our economy and sending jobs overseas. A country is like a family; we need to support each other.

Step by Step
by altamese osborne

ome entrepreneurs are born; others are made. And for a select few, quick adaptation is key when a functioning business is suddenly in their hands. David Ahl, president of full-service flooring dealer Gary Leimer, Inc., has steadily grown the business since taking the reins from former owner Debbie Leimer-Medina. She had noticed Ahls leadership potential almost immediately after he signed on, eventually making him a project manager in 1996. When Leimer-Medina retired in 2004, she might have liquidated the company. Instead, she looked for a dependable team member to carry on the business. Suddenly, Ahl was promoted from project manager to president. When we took over, we didnt know what we were doing, he said. During that first year, we lost a lot; our careers were on the line. We knew how to run a job, not a business. Instead of allowing the company to fold, Ahl sought help. A consultant came in and drilled us like a sergeant. We established accountability, and started keeping much better track of sales and profits, setting sales goals and having weekly staff meetings. The plan worked. 2007 was the beginning of a great year, said Ahl. In 2010 we grew by 15 percent. In 2011 we hired a marketing director. Ahl is proud of the companys gradual improvements over the years, and has big plans for the companys future. We provide materials and installation for 90 percent of our products. And weve added ceramic tile, floor demolition, and moisture mitigationnot everyone does those things. People rely on Gary Leimer, Inc., said Ahl. Were cautiously optimistic.
4900 E. Pacific Place Denver, CO 80222 303.297.9261



Bridging the Gap

by wendy connick

ometimes manufacturers have trouble getting their products in front of the right end customers. When that happens, they turn to a professional go-between: someone who can promote their products and match them up with the right users. We actually market and promote the products that the manufacturers produce, explained Josephine Burns, CEO of Gap Architectural Products. Her company specializes in representing exterior product manufacturers. We typically start with specifiers, like designers, architects and landscape architects on the design and planning side. So we get involved very early in the process to help with whatever the project is that requires site furnishings or the products that we represent, she said. Gap Architectural Products represents Buy American manufacturers only. I rep the best product manufacturers in the market, Burns said. Landscape Forms, one of my manufacturers, makes it a goal to use their integrated site furnishings to create a sense of place. Its very rewarding

and fulfilling work... spending time with creative people that care about the environment, and with manufacturers that design and produce beautiful, functional accessories for the outdoors. Before launching her own firm in 1994, Burns pursued several career paths, including teaching and cosmetology. As a teacher, I had to have two or three jobs just to make ends meet, she recalls. Today, she is grateful for the chance to pursue an entrepreneurial path. You can create a vision and make it happen with smart choices, total commitment and a passion for success. I think its one of the privileges of living in a democracy, she said.
GAP Architectural Products PO Box 149063 Orlando, FL 32814-9063 Phone: 407-645-2854

Magic Carpets

by the suit staff years, we have been doing business as a retailer on the internet, Keypour said. He explains that has found success because selling from the website allows for direct access to the end customers. We get firsthand feedback directly from the users of the item. We can directly ask the consumer what they think and what they want. Keypour appreciates the fact that selling from the company's own website gives him direct access to his end customers. We get firsthand feedback directly from the users of the item, he said. We can directly ask the consumer what they think and what they want.

he Persian rug business is one of the longest-running trades on earth. Ever since ancient times, when artisans created exquisitely detailed carpets for patrons across empires, these works of art have set an unimpeachable standard for quality, beauty and superb attention to detail. Today, over a million Iranians still practice this storied craft. The product is as in-demand as ever, but changing times require different methods of distribution. The Suit spoke with modern-day carpet seller Ebrahim Keypour, an IranianAmerican business owner whose family has crafted and sold oriental rugs for four generations. Today his company, ManhattanRugs.Com, marries modern technology to an ancient practice. My ancestors started this business with the silk business, because a lot of handmade oriental rugs have silk in them, he said. So once they started working with silk, then they started weaving the rugs; they became weavers. The next generation became weavers. And now we sell the rugs. The company has been in business for about 90 years, but new technologies of the past decade required adjustments. Everyone is on the internet. So for the past maybe 10 to 15



by the suit staff


anadas oil sands provide a source of crude oil that is expected to place Canada among the top five oil-producing countries in the world by 2020. Because of its importance to Canadas future, the Canadian Academy of Engineering has taken special care in evaluating extraction plans. ProGrid Evaluation Services, founded by Clement Bowman, provided the methodology for their selection process. And this is just one in a long line of big projects the company has contributed to. ProGrid helps companies decide how and where to invest their R&D resources; it is challenging to sift through proposals to find those that have the most potential for innovation, Bowman said. His work on the Canadian oil sands extraction project was a standout success, and earned Bowman the 2008 Global Energy International Prize from Russian President Dmitri Medvedev. Bowman has been researching the Canadian oil sands since 1964, when Imperial Oil selected him to test bitumen extraction methods in Alberta. A decade later, he became the founding chairman of the Alberta Oil Sands Technology and Research Authority (AOSTRA). In 1986 he became president of the Alberta Research Council, where the oil sands and their environmental issues were a priority.

At age 60 I set up ProGrid to put my career interests into a consulting practice, Bowman said. Reviewers of proposals had a high volume to work with, and the conventional peer review process didnt work. Here is an example of a specific competition where the sheer volume of applications would bring traditional approaches to their knees.

Research and development projects are difficult for companies to quantify because the potential benefits are almost always unpredictable. ProGrids evaluation enables companies to compare in-

tangible assets on both the merits of the innovation and the business potential. It uses Language Ladders, a means of taking human observations and attaching them to a numerical scale. As a result, intangibles can be compared and quantified on a meaningful level. Bowman has provided a description of the principles of ProGrid and various case studies in the book Intangibles. Bowman compares ProGrids evaluation matrix to Edwards Demings establishment of a quality excellence culture in manufacturing. Demings sessions, conducted in Japan in the 1950s on quality control and statistical process control, led directly to that countrys international reputation for top-quality technological products. Deming was able to introduce this in Japan long before his ideas were accepted in the United States. But America of course later took Demings teachings to a new level, Bowman explained. His advice to fellow entrepreneurs is not to give up when problems appear. Dont get discouraged; tough times are an opportunity for progress, Bowman said. At 80, Bowman himself has no intention of retiring any time soon. Im just as active now as ever, he told The Suit. And anyway, Im too old to take up golf!

by alaina love mcconnell alaina love mcconnell

Aging sewer systems discharge billions of gallons of contaminated waste into U.S. surface waters every year. The Environmental Protection Agency estimates that updating or replacing hazardous systems could cost the government $390 billion over the next 20 years. But effective and consistent maintenancethe kinds of services offered by NozzTeq Inc.may help to protect our waters and reduce these costs. Located in Dunedin, Fla., NozzTeq Inc. provides innovative, reliable technology to sustain healthy sewer systems. The company offers a variety of premium nozzles and cutterssporting colorful names like The Goblin Grease Eater and The Ice Bearthat attach to preexisting combination units for optimal cleaning. The nozzles tightly focused water jets flush debris, grease and tuberculation, while the high-powered cutters work through other blockages to prevent premature aging or damage to the piping systems. Company owner and president Scott Paquet said that their end-of-the-hose equipment grants access to buried or hard-to-reach systems with minimal disruption to the infrastructure. Our equipment allows those systems to be fixed without having to dig up pipes or destroy roads, he said. Paquet said it is this kind of state-of-the-art equipment that makes all the difference when it comes to sewer maintenance. The designs of our products are cutting-edge, he said. We engineer equipment that performs and is long-lasting. Stainless steel cores, for instance, provide the strength and rust resistance needed

Sewer Science
NozzTeq Inc. technologies hold the key to a critical American infrastructure problem
Left: The Paikert/ Intruder is a low-speed, high-torque auger cutter designed to clear tough, stubborn pipe blockages like hardened concrete.

when f a cilitating sewer maintenance. When youre working in sewers that have lots of gasses and lots of corrosive-type substances, stainless steel is the best thing to use, Paquet said. And thats what we use. Extensive pre-market testing and a dedication to customer service also contribute to the companys success. Sometimes we test our products upwards of one year before we even go to market, Paquet said. If you dont test your product to make sure it works, you could destroy your company in a heartbeat. And the concern for customer satisfaction doesnt end when good products enter the market. Were all about customer service, Paquet said. We pride ourselves on making face-toface sales and listening to our customers. Although the company is only in its sixth year, Nozz-

Teq Inc. already has a loyal customer base. Our customers, who are approximately 60 per cent municipalities and 40 percent contractors, keep coming back to us. We pride ourselves on a lot of repeat business, Paquet said. This high degree of customer loyalty indicates a great demand for their innovative approach to the maintenance of Americas vast network of underground pipes. Paquet explains, People in our industry understand that Taking Science to the Sewer is an imperative part of Americas infrastructure today.

Nozzteq, Inc. 1497 Main St. #354 Dunedin, Fl 34698 P. 1-866-620-5915


tech briefs

RIDING HIGH by sara solano

by andrea lehner

ere within the stratosphere, businesses around the globe strive for success. But for some, the world is not enough. TriSept Corporation President Rob Spicer helps those companies take it to the next level. TriSept uses revolutionary small satellite integration technology to offer unique "ridesharing" programs for launching small crafts in conjunction with larger missions. According to Spicer, this is the future for small satellite systems. Its very cost-effective, and his teams extensive background with systems engineering minimizes risk to the primary mission. In addition to developing innovative technologies, TriSept provides independent consulting support to government, civil and commercial entities, ensuring satellite program requirements are met from design to launch. This involves software management and quality assurance testing of subsystems. Spicer spent two decades working for small businesses with big-name NASA subcontractors before launching TriSept in 1994. "Working for larger companies always made me feel like a number," he says. "I wanted to prove there could be a business with heart, something with a family atmosphere." That philosophy and a broad expertise enabled Spicer to attract the top minds in the business. "Experience is key. We hire folks with over 20 years of experience. They have a thirst for knowledge. They're innovating and always thinking of better ways to do things," Spicer says. TriSepts success speaks for itself, and the business is ready to take another giant leap. "The next big thing for us is spearheading small satellite launching," Spicer says. "We are going to take that and help make it a success."

When suffering IT companies responded harshly to setbacks, Tami King took things in a new direction

sk any CEO what it takes to survive in a harsh economic climate, and they'll point to flexibility, running lean, and staying ahead of trends and changing technology. Tami King started Technically Speaking in 2002 to help her client companies do just that. "For eight years," King says, "we've provided onsite training directly to corporate IT departments, as well as military and federal agencies nationwide." Technically Speaking has even established a global presence, offering services for Microsoft Certified Learning Partners around the world. "When I started the company," King says, "the IT training industry was going through a slump. Schools were going out of business and instructors were being displaced. Many instructors had been travelling and teaching classes for companies that filed bankruptcy while owing them $40,000 or more a pop. Soon enough, I found myself unemployed." The major setback became a unique opportunity. "I personally knew many of the instructors that had been impacted by unethical companies, so I decided to start Technically Speaking. It really had been a vision for a couple years." Today, King is focusing on expanding services and working with more Latin American-based businesses. "The biggest challenge," she says, "is that I don't speak Spanish or Portuguese, but I have a lot of instructors who do." King's vision for saving clients time and money by providing on-site IT training helps them keep a competitive edge. Most importantly, she's keeping those highly-trained experts out there doing what they do bestsharing information.

TriSept Corporation 14425 Penrose Place Suite 270 Chantilly VA 20151 P. 1-866-319-9117

Technically Speaking, Inc Post Office Box 321 St. Petersburg, FL 33731 P. 1-727.578.9777



Cool Innovation
by wendy connick

Greg Coogles patented technologies do more than just beat the heat!

ne of the best ways to get started as an entrepreneur is to identify a problem that you can solve better than anyone else. This was the genesis of Greg Coogles project, Air & Water Technology, which offers a unique line of HVACR and plumbing products. During these humid summer monthsespecially in locales like Coogles home base of Hialeah, Fla.his inventions keep air conditioners running more efficiently. A lot of people dont realize an air conditioner does two things: it cools and dehumidifies. That drain water is a problem. It grows algae and mold which, if left untreated, can cause health problems, Coogle explained. Most condensation prevention products involve a sensor that shuts down the unit if it detects drain line water backup. Coogle found an easier way to prevent drain line blockages of sludge and slime, ultimately preventing needless health issues and insurance claims.

I have concentrated on problemsolving ways of avoiding those back-ups, including an environmentally friendly cleanout called Wizard-Kleen that uses no chemicals, Coogle said. You can use plain water, and you can flush out a drain line when it gets clogged. I also have one utilizing the technology with chemicals: Chem-Kleen, a chemical delivery system. Its the only one patented in the United States that uses either liquid chemicals or pan-tablets to maintain drain line cleaning. Coogle believes that to succeed, entrepreneurs must find something theyre passionate about. The key is to find a problem in a particular area and solve the issueto create a product that makes life better, easier, he said. To learn more, readers can visit

by sara solano

hile the sagging economy is putting many businesses through unrelenting hardships, it has also opened doors for some small business owners to think independently and expand their sphere of influence. Hank Smith, founder of Telnet Consulting in West Chester, Penn., is one entrepreneur whos staying ahead of the curve. His infrastructure-focused firm attracts high-profile clients including AT&T and SAP America using structured cabling solutions and local marketing to set it apart from competitors, as well as giving presentations to multiple technology user groups to maintain visibility. A lot of my success is due to word of mouth, Smith said. He told The Suit that business today depends on having multiple projects lined up, and the current economic situation has forced him to take on many smaller projects as opposed to a few larger ones. Using the indomitable drive and work ethic he developed in the Navy, Smith has also networked with other consulting firms to form several contacts and partnerships.

Previously, Smith had worked for a consulting firm that failed to stay afloat and closed its local office. Instead of relocating and abandoning his established contracts, he opted to follow through with old clients. Encouraged by feedback, he then began looking for new ones. While being self-employed has its benefits, Smith said it also carries the necessary burdens of personal time commitments, responsibility and cost. Even outside the office, maintaining a constant awareness of industry trends is a job in itself. Still, Smith makes it a point to always stay abreast of the latest technologies. I feel its very important to walk into a meeting and know more than my client, he said. | 610-918-1899



by altamese osbourne fter 30 years of success, the co-owners of Vaughn & Melton Consulting Engineering, Lewis N. Melton and Robert W. Vaughn, were ready to retire. But closing their firm was not an option, so they needed a successor with both civil engineering expertise and management skills. Enter Randolph Scott, a Vaughn & Melton client-turnedCEO, who has combined his years of experience as a civil engineer with the business acumen to navigate the Kentucky-based company through the recessions stormy waters. He transformed the design-based firm into a business with a heavy emphasis on construction. We build highways, we build bridges and we build water and sewer plants, said Scott. Along with a shift toward construction, Vaughn & Melton, Inc. has survived by marketing itself toward government projects. These include designing Interstate 66 in Kentucky, reviewing the construction of the Lick Creek Valley Sanity Sewer System, and designing the Western North Carolina Veterans Cemetery. Over 90 percent of the firms business comes from the public sector, and those projects have kept the business afloat during the economic downturn. Were in the infrastructure business, so the increased spending had a positive impact on us, said Scott. Scott, an MBA holder, feels that entrepreneurship is necessary to growth in good times as well as bad. Taking risks and never settling are his personal keys to success. Never surround yourself with comfort, he told The Suit. Never live where youre totally comfortable; never have the friends that youre totally comfortable with; never have the lifestyle that youre totally comfortable with. Always push a little bit.

FaceconnickFace to by wendy

Vaughn & Melton Consulting Engineers, Inc. 109 S 24th St PO Box 1425 Middlesboro, KY 40965 P: (800) 388-6660

he telemarketing industry has been hobbled recently by a series of increasingly strict state and federal laws. But Energy Marketing Service Incorporated isnt affected by those issues. They sell their clients products the old-fashioned way: door-to-door. We came in as an alternative to telemarketing and direct mailing, said Richard Cormier, president of EMS. In direct sales, its always easy to create new business for ourselves because we dont have to wait for a customer to come to us; we find them. Cormiers business suffered a little when some of his clients slowed down their acquisition efforts because of the economic downturn. But since door-to-door business relies heavily on the raw talent of its salesmen, the situation led to an unexpected benefit. There was a new group of people we could tap into for hiring, Cormier said. So it was easy to hire and find good quality people because of the recession. I think overall for us, the downturn had more of a positive effect than a negative. Energy Marketing is now beginning an expansion phase into new industries, beyond its traditional focus on energy, natural gas and electricity. A lot of companies out there are struggling, trying to find new customers for their business, and they could use a hand. So our goal is to identify those clients, to find those new opportunities for ourselves, Cormier said.
EMS Energy Marketing Service, Inc. 354 North Broadway, Suite 7 Salem, NH 03079 P: (603) 890-1224


by altamese osborne

Behind the Scenes

Sima Solutions provides tech support to tech giants.

Helping businesses of all sizes integrate multiple platforms, applications and legacy infrastructure every day

Weve been there, and we can deliver in a much

better fashion than other consulting firms.

hen software behemoth IBM acknowledges your company as one of its three North American retained business partners, chances are youre doing something right. So Sima Solutions President James Pollitt has something to brag about; his company holds that coveted distinction. The IT consulting firm advises businesses on the technology that could help their companies run profitably and efficiently. We focus on business process management, working with large organizations trying to understand their existing processes, said Pollitt. We enhance them, automate them, streamline them, make them more efficient and deliver more in a shorter period of time and in a better manner. Sima Solutions began as a division of Versant Corporation, a firm specializing in data management, in 2000. But Pollitt could see Simas potential as a business management company, and in 2006 he bought and separated the division from Versant. I felt strongly that we had lot of opportunities to grow this business in many other ways that we werent able to do under the existing organization, he said.

Sima Solutions has grown from that bold idea into a broadly practicing business that prides itself on being IBMs go-to company for information technology guidance. It is also the consulting company of choice for other financial, insurance and government organizations who use IBM technologies. According to Pollitt, experience is what makes all the difference. Weve experienced it, weve been there and we can deliver in a much better fashion than other consulting firms, he said. Sima has taken some of the most complex business processes and created significant improvements and efficiencies for some of the largest organizations in the world. The companys strong expertise, combined with powerful Business Process Management (BPM) tooling, helps Sima clients quickly identify a business problem, create and validate solutions scenarios, build solid business justifications and express verifiable investment return expectations.

Sima Solutions Inc. One Lincoln Centre, 15th Fl. 18W140 Butterfield Rd. Oakbrook Terrace, IL. 60181 P: (888) 608-8774


... by your supply chain solution?

Streamlining supply chains throughout the automotive, retail, pharmaceutical, pulp & paper, logistic, and food industries.

Contact Meade Willis today for a free consultation regarding your e-commerce, EDI, supply-chain requirements: (866) 369-1146 |


Italian biochemistry superstar Francesco Bellini is on an ongoing mission to conquer our most challenging diseases

Bella Vita

n estimated 30 million people worldwide suffer from Alzheimer Disease, a life-threatening degenerative disease that erodes cognitive function, steals memories, and leads to dementia. For decades there has been nothing the medical community could do to stop the devastation Alzheimer wreaks on both patients and families. Thanks to biotech pioneers like Francesco Bellini, chairman of Bellus Health and cofounder of BioChem Pharma Inc., treatments are being developed to combat this growing diseaseand several others. The Italian-born Bellini has made it his lifes work to find new ways of battling medical conditions that have gone widely untreated. By partnering his love of science with visionary investment strategies, Bellini has been successful in bringing revolutionary pharmaceuticals from conception to commercial production for pandemics including Alzheimers, AA Amyloidosis and HIV/AIDS. Before selling BioChem Pharma in 2001, Bellini helped drive the fledgling biotechnology firm to become a global leader through the development of the anti-HIV/AIDS drug, 3TC, a cornerstone compound in the anti-HIV cocktail that continues giving millions of HIV patients new hope for a better future; and by investing in Neurochem, a company involved in a ground-breaking drug for treating Alzheimers. Bellini made the decision to sell the Canadian-based biotech giant he helped create for $5.9 billion when he decided the company had gotten so large it was distracting him from his initial reason for starting it: a love of science. Bellini knows firsthand how important funding is for sustaining research and getting products to market. Securing funding is crucial to biotech but increasingly difficult to achieve. Back in my BioChem days, Bellini explains, investors stayed with you, even if you failed at the beginning. Today, if you fail youre gone, and you have to go back to the market. Despite his success with BioChem, Bellini reports that he didnt know enough about how to finance drug development early on. That lesson cost him a substantial percentage of royalties for 3TC, but it also motivated him to bolster his scientific background with an entrepreneurial acumen. Eventually merging these two skill sets, Bellini invested in Bellus Health (formerly Neurochem) to help new products get from the pre-clinical phase to global commercial distribution. When new studies need capital for a large sample Phase II, Bellus invests in that product, Bellini says. Bellus has led the development of two major products, KIACTA and VIVIMIND, and is currently develTHE SUIT MAGAZINE -AUG 2011

oping a new generation of TramiprosateNRM8499 for the treatment of Alzheimers disease. NRM8499 successfully completed Phase I clinical trials earlier this year and Bellus is now seeking strategic partnerships prior to pursuing clinical development further. KIACTA helps AA Amyloidosis patients by staving off the progression of renal dysfunction that is often fatal in these cases. Through a strategic partnership with Celtic Therapeutics, KIACTA is now in the final stage of development and commercial distribution rights will be auctioned upon the successful completion of phase 3 clinical testing. VIVIMIND was in development for fifteen years and is a one-of-a-kind patented nutraceutical that has been proven to protect memory and brain structure. The compound is an amino acid-based product that has properties similar to those found in seaweed. Tested extensively in the United States and Canada, VIVIMIND is now being distributed through commercial partnerships in Italy, Canada and in parts of the Middle East. Along with his work at Bellus, Bellini is also on the Board of Directors for Molson Coors Brewing Company in Colorado, and is active with Montreal Heart Institute Foundation and the Italian Chamber of Commerce. I have another company specializing in cosmetic pharmaceuticals, Bellini adds. We have four products in clinical trials for acne, gingivitis, wounds, and skin rejuvenation. Theyre all working, but we still have to prove it statistically. Bellini is also the chairman of Picchio International, the familys holding company, and the chairman of FB Health, a company based in Italy and specializing in nutraceuticals. With such an ambitious and impressive career contributing to the advancement of modern medicine, the extensive list of honors he has received is fitting. These include multiple honorary doctoral degrees, along with Italys highest government-bestowed honor, the title of Cavaliere del Lavoro.

In 2002, Bellini demonstrated his true passion for biomedical research by becoming the leading benefactor of McGill Universitys ambitious $53 million state-of-the-art life sciences building, now named The Francesco Bellini Life Sciences Building in appreciation of his generous $10 million contribution. Bellinis hope is that provided the opportunity, students and researchers at McGill will be able to find breakthroughs for treating serious diseases like cancer and diabetes that have remained elusive to scientists. Bellinis ties to McGill date back to the beginning of his career. He had a chance meeting with a McGill chemistry professor, the late Dr. Bernard Belleau, which sparked a fourhour conversation about biopharmaceuticals and caused Bellini to get a parking ticketa ticket he laughingly recalls as one of the luckiest things that has ever happened to him. From a conversation that kept him enthralled long enough to neglect the parking meter, a lifelong friendship was forged, along with the partnership that started BioChem Pharma and led to the creation of life-saving pharmaceuticals.

For his major contributions to the fields of entrepreneurship, research and economics, Dr. Bellini has received the title of Cavaliere del Lavoro, the most prestigious honor granted by the Italian government.



Down to the Letter

by wendy connick

ederal laws like the health insurance portability and Accountability Act (HIPAA) and the new Patient Protection and Affordable Care Act (ACA) hold medical facilities to a certain standard of care. But medical teams arent the only link in the health care chain. For instance, doctors and hospitals often hire transcription services to turn their recorded notes into patient files. An error in one of these medical transcriptions could easily lead to dangerouseven fatal complications. Thats why accuracy is paramount for Connie Bryer. She is the president of First Choice Medical Transcription Services, an off-site company that turns recorded notes into readable files. We always maintain an industry standard of 98 percent or greater, said Bryer. I feel its our duty to make sure that we get the words correct. Part of the challenge is using technology that keeps patient information safe. The biggest thing in our in-

dustry is we have to be HIPAA compliant, and that forces companies in the United States to invest a lot of money to constantly work on their IT to make sure everything is secure, she said. She is concerned about a recent trend among medical transcription companies to send their work overseas, because outsourcing often means using contractors who arent necessarily following security standards. By upholding a commitment to accuracy on a timely and consistent basis, Bryer is helping to keep this important job on domestic soil. She has built up a devoted clientele and continues to use her talents to improve our standard of patient care.
Readers can contact First Choice Medical at : 866 652 5439, or learn more at

by alaina love mcconnell

fter a roller coaster ride of unnerving highs and encouraging lows, it seems that U.S. unemployment is finally showing a trend of slow decline. But with rates last reported at 9.1 percent, there is still a ways to go. Its an ideal time for companies to find talented new employees, but businesses feeling the pinch of recession are often reluctant to invest in a new hire. Northwest Staffing Solutions, Inc. in Everett, Wash. offers solutions to this problem. They provide the same quality service as headhunting agencies, but for tempto-hire candidates. As a third party agency, the company gives clients the option to outsource fixed expenses such as recruiting, screening and testing, while allowing employers to lease potential employees risk-free. Company president and founder Donna Marshall says partnering with Northwest Staffing Solutions allows clients to remain focused on their core operations and ultimately gives them the competitive advantage. Our main focus is helping our clients remain nimble

and competitive, Marshall said. If our clients are looking for talent, we can locate the people they need, even if that means searching for them nationally. Northwest has been matching people and positions for over 20 years. The company works primarily within the state of Washington, but Marshall looks forward to growth in the near future. I would like to merge our company with one that has more of a national presence, she said. That way, we can expand our servicesmore technology, more support, and the ability to increase business nationally. To learn more, readers are encouraged to visit


A history of adapting to clients needs keeps GLC one step ahead in a competitive marketplace.

by the suit staff


As the economy begins to slowly recover and companies cautiously prepare themselves for the inevitableadding staffthe war for the best talent becomes more important than ever. Thats where Lorin Cones area of expertise comes in. Cone is the founder, president and CEO of GLC Group. A full-service talent resource, GLC offers innovative, flexible and aggressive solutions for a wide array of recruitment needs. From

providing contingent workforce solutions to delivering strategic RPO solutions, GLC offers one of the industrys most advanced talent acquisition programs available. Unlike most other companies in the industry, GLC provides a mix-and-match flexibility approachwhether its temporary, permanent, RPO or BPOthrough a single point of contact. The diverse resources of an entire recruiting team are within the GLC Group.

Cone began GLC after working as a recruiter, where he had been dismayed at the lack of service and level of talent his company provided. It seemed they had lost sight of what was important in an industry whose focus is people; the personal touch was virtually non-existent. At that point in his career, Cone was ready to take all that he had learned both positive and negativeand set out on his own to make a significant difference in the industry. It was his goal to take his three basic core beliefsproviding the best service, maintaining the best talent and establishing the best relationshipsand create a WOW! moment for every candidate and every client, every time. The concept to deliver wow moments was a result of the reaction we were receiving from clients and candidates in response to the way we conducted ourselves in business, Cone said. This WOW! moment philosophy is now an integral part of GLCs mission for every team member. It is truly what sets us apart in the industry, he adds. When Cone established GLC, he recognized a need in the healthcare industry. We started as a permanent staffing company, he says. Over the years, weve built solid relationships with both small and Fortune 100 companies to provide healthcare services. These companies have asked us for more, so we expanded into temporary staffing as well. It was never his plan to limit the focus to healthcare; however, he wanted to take a niche industry and perfect it before diversifying into other areas. He knew that his future would include expansion when the time was right. Today, GLC Group is applying the same principles and branded concepts to other disciplines including finance, government, technology and engineering. Its the logical next step after a history of expansion, following a pattern of swift responses to a demanding market. Our clients have pushed us to do more and more over the years, and theyve given us these opportunities to broaden and be successful in terms of our service, delivery and relationships. Weve built an outstanding nationwide network of both clients and candidates, and GLC is now positioned to be at the forefront of the most critical industry in todays challenging business environment, Cone concluded.



by alaina love mcconnell

Personalized Practice by wendy connick

linical Social Worker Krista Barrett, LISW, is a lifelong learner. She has spent years studying the works of renowned authorities like Sigmund Freud and Carl Jung. In addition, Barrett has sought the guidance of Jungian Oriented Counselor Steve Wong, MA, LPCC, by whom she has her dreams interpreted every week. She is also a teacher. Barrett has privately practiced psychotherapy for over 10 years, offering her knowledge of dream analysis and Jungian symbolism to adults, children and families in the greater Albuquerque, N.M. area. I specialize in a Jungian approach: working with childhood patterns, archetypes, symbols, and how the unconscious affects people. Barrett says dream interpretation is one of the most effective methods of therapy because dream content is derived from the wisdom of the deep unconscious. By tapping into the unconscious, Barrett helps clients identify imbalances in their lives and restore health to their personal or family systems. The unconscious gives people what they need; sort of like the next step, she said. A lot of people dont realize that dream interpretation is a very efficient way of therapy. My teacher often reminds me its like laser surgery for the soul. Though Barrett acknowledges that it takes decades to become an expert in Jungian styles of healing, she is certainly on her way. By practicing what she preaches, Barrett consistently brings new knowledge and expertise to her clients. I think thats what keeps it fresh with my clients, she said. Im going through my own processes and so it really helps because I can understand theirs.

iabetes is a growing epidemic in the United States and elsewhere. According to the American Diabetes Association, 8.3 percent of the U.S. population suffers from diabetes over 25 million people. Thats why endocrinologists like Dr. Damaris Vega are so important. Endocrinology is the study of hormones. I think its really wonderful how everything that the body does, it does because of the hormones, Vega said. Hormones follow different pathways for the heart to pump, or for the kidneys to work. And being Hispanic, I do have a lot of family members with hormonal problems, including myself. Vega has worked for larger establishments, but shes now decided to open her own Texas-based practice, the Houston Endocrinology Center, in September. The integrative approach to health care appeals to her standards of individualized care. I want to have to opportunity to spend more time with a patient and help them as much as possible. Nowadays, with the way medicine is, the only way to accomplish that is to have your own practice, she said. Vega believes that lifestyle issues are a major cause of the diabetes epidemic. People between 30 and 50 years old are much more likely to be obese than they used to be 30 years ago, and I think diet is the main issue, she said. According to her, a long-term solution involves better education early on. I always thought we should give classes in elementary school. Why not just do a lifestyle class, teaching the kids how to eat healthy? They should know what it means to eat an apple versus French fries.

Krista E. Barrett 2418 Miles Rd SE Albuquerque, New Mexico 87106 | USA P: (505) 427-2253

Dr. Damaris Vega, MD 4519 Matlock Road Suite 135 Arlington, TX 76018 P: (281) 897-9900



The Medical Educator

by wendy connick

or those with a fear of needles, any insertion of an intravenous deviceespecially a central line placement directly into the neck or chestmay seem like a nightmare. But there is an alternative. A peripherally inserted central catheter, or PICC, is a central line inserted into a vein in the upper arm using ultrasound guidance and an anesthetic. PICCs are both easier to insert and less risky than other central lines. It is Nancy Moureaus job to teach people how to perform these insertion procedures safely and effectively. Since 1994 her company, PICC Excellence, has been training medical personnel in PICC insertion and management. We provide education in a variety of formats to meet the needs of clinicians, administrators, hospitals and manufacturers, Moureau said. Our goal is to get as much education out there as possible. What sets PICC Excellence apart is the variety of educational options available, including one-on-one training, workshops and an array of resources online at We were the first company to begin online self-education for vascular access, and the one with the greatest longevity,

said Moureau. And we have an extensive list of programs from insertion to maintenance, from adult to pediatricproviding what may be the best in this type of education. Because complications can occur during and after any central venous catheter placement, proper training and ongoing education are essential. There are so many new trends with vascular access, including new EKG placement technology and infection prevention education. All of these new trends create wonderful opportunities for us, Moureau said. We are very busy at this point, working hard to meet all the requested educational needs. PICC Excellence, Inc. 329 Purple Plum Drive Rincon, GA 31326 P: 706.377.3360

For attorney L. Howard Payne, clients come before profit - by sara solano


he legal world can be very impersonal and quick to lose sight of the ultimate goal: a happy client. For L. Howard Payne, co-owner of the Payne Law Group in Sarasota, Fla., the primary objective is to make sure that client is comfortable. We try to put the clients interest first, and we respect the client and our fellow lawyers. The firm, which focuses on tax law, formed in 2005 when Payne decided that the larger firm he worked for was too rigid in its methodology. Today, Payne shares ownership of his independent firm with his son David. He stays sharp by attending multiple seminars every year and brainstorming ideas to generate savings for clients. Adaptability is paramount, since tax law is particularly unpredictable as legislation changes. No tax lawyer sleeps soundly while Congress is in session, he said. For Payne, the biggest problem with todays legal system is that greed often supersedes justice. He sees the problem affecting young lawyers mired down by heavy debts from college and law school. They are extremely money-driven, and their first concept when they get a case is How can I make the most money out of it? instead

of How can I resolve it for the least expense to my client? he said. Payne has a focus in the areas of transfer tax, income tax and tax controversies. Although he says the field does not generally yield high-profile cases, notoriety and large settlements arent his objective. Frankly to the client, any penny we can save is important to them, he said.

240 S Pineapple Ave # 401 Sarasota, FL 34236-3708 (941) 487-2800


the family laywers

by andrea lehner

aureen Sullivan Taylor built her career on a desire to help others. Acting on a steadfast commitment to her beliefs, she founded her own law firm, Sullivan Taylor & Gumina P.C. (STG), which provides a full range of family law services for the residents of Chicago and its suburbs, and assists clients in their life transitions. Family law matters, such as divorce and child custody, often have effects that last years beyond the courtroom. STG ensures that every client gets the support he or she may need, even after the case is closed. Clients are encouraged to think about their lives after divorce, and those interested in alternative dispute resolution opportunities are introduced to options such as I introduce my mediation or collaborative law. clients to a team of Its so rewarding when I can help, Sullivan Taylor says. I professionals who can can provide guidance to help our help them. clients through the difficult times in their lives---divorce, children and custody issues, finances, and property allocation. The services of family attorneys are often needed during clients darkest days. These cases are emotionally charged, and the stakes are high. Because these outcomes affect lives, the STG legal team has the experience Having a strong team helps STG stay and diversity, true to its founders ideals by helping both personal and clients move beyond personal chalprofessional, to serve clients in a truly lenges that require legal counsel. compassionate and caring manner while guiding them through the complexity of the legal system. I introduce my clients to a team of professionals who can

Bringing an uncommon diversity of personal & legal experience to clients.

help them, Sullivan Taylor says, adding that this sometimes extends beyond their in-house team. When the situation warrants it, STG partners with a variety of specialists ranging from psychologists to forensic accountants to financial advisors. The goal is to guide the client through the proceedings as painlessly as possible. Since passing the Bar in 1982, Sullivan Taylor has kept her sights on the humanitarian side of the law while actively volunteering for family and educational support organizations. She has earned numerous honors and awards for her contribution to family law, and is frequently praised for her charitable assistance to victims of domestic violence. Sullivan Taylor says that although her firm has been diligent in creating a clientfriendly atmosphere, it still bothers her when others in the field dont share the same sense of compassion. Ive noticed a disregard for clients by their attorneys, she says. There are some attorneys who are not civil, and place their goals for the case above their own clients wishes. But within the legal system, Sullivan Taylor knows that building strong relationships matter. Having a strong team helps STG stay true to its founder s ideals by helping clients move beyond personal challenges that require legal counsel. This is a commitment that does more than win court casesit changes lives and heals broken relationships. 1749 S. Naperville Rd Wheaton, IL 60189 Phone: (630) 665-7676


Wise Counsel
Wise & Anderson, LLC is a full-service creditors law firm concentrating its practice in evictions, landlord tenant litigation, commercial and consumer debt collection, real estate transactions and bankruptcy.
by alaina love mcconnell

n the aftermath of the housing market collapse, more large cities across the nation are seeing an increase in the share of homes that are rented rather than owned. Economists predict that the shift to rental housing is a potentially long-lasting trend, making it more important than ever for professionals in the industry to protect themselves against real estate disputes. Attorney at Law Robert J. Wise provides fair, affordable services for property managers and owners in the greater Kansas City, Missouri area. Wises law firm, Wise & Anderson, LLC, works one-on-one with clients to provide productive legal counsel in cases involving violation of lease agreements and breach of contract. They seek effective settlements and swift dispute resolution for property owners

who have been damaged, especially in the eviction process. Landlords can be accused of anything by people subject to eviction, Wise said. There are plenty of people out there who are just not paying rent. Wise recognizes that property managers need an ally, particularly when it comes to navigating the legal system. His extensive knowledge of landlord and tenant law and his willingness to walk clients through legal procedures reflect Wises dedication and compassion to his profession. I get satisfaction from my work because a lot of people feel lost in the legal systemconfused. They need some handholding to navigate the issues, he said. Though most of Wises work concerns evictions and collections, he also defends property owners in Fair Housing cases. Tenants can use virtually any excuse to file a Fair Housing complaint and the property owner or manager must provide a justification for their conduct. Under Fair Housing laws, landlords cant retaliate against frivolous suits, Wise said. For over 35 years, Wise has helped bring justice to both property owners and small business people. His knowledge of real estate and landlord-tenant matters and his commitment to customer service allow him to handle between 20 and 30 cases a week while still maintaining reasonable prices. With more than 4 million homes lost to foreclosure over the past five years, and the number of commercial and residential rentals steadily on the rise, the demand for knowledgeable, affordable legal counsel like his is more pressing than ever. Mr. Wise can be reached at: 816-942-5925



An American Chef
Hurricane Cafe in Juno Beach, Fla., has been serving home-cooked American specialties for breakfast, lunch, and dinner since 2001. Owner and head chef Scott Philip is a graduate of Culinary Institute of America, so it's no surprise his cuisine has earned the top Zagat rating along with many local "Best Of" awards each year. Philip found his way into the kitchen at 15 when he was earning pocket money as a busboy. "A chef didn't show up to work one day," Philip recalls. "The manager came in with a case of eggs and said, 'Learn how to flip 'em. You're our new breakfast cook.' So I did. And I really loved it. Cooking was a way to be creative. Plus, you get that instant gratification from making a nice meal and seeing people's reactions." Philip designed his menu around traditional Ameri-

Scott Philip grew up in the rural Midwest, but the cuisine at his Florida beachside restaurant is inspired by culinary styles from all around the world
can cuisine with a kick. "I grew up on a farm in Missouri," he says. "I've worked in French and Italian restaurants. I've travelled all over Europe and have been trained in the European style, but my roots are in American cuisine. I love to mix a little bit of Italian, French, or even Asian into my food, but it still has that classic American feel." The trick for adding culinary flair comes with experience. "You find your own style," Philip says. "Through classical cooking, you know what does and doesn't match. I make a menu by going through the store and finding what looks really fresh. Then I'll take a little of this and that and decide what I want to make that night." Having a discerning palate doesn't mean he only cooks with his favorite ingredients. For instance, Philip has never liked olives. That didn't stop him from creating a unique and flavorful black olive vinaigrette salad dressinga customer favorite on his menu since opening the doors. Value, quality, variety, and consistency are Philip's rules for success. Hurricane Cafe opened four months before the 9/11 attacks, so Philip learned fast how to keep afloat during financial fiascos. Today's economic crunch hasn't hindered growth, but escalating food prices have been a challenge. Even with a 20 percent spike in cost, Philip said held fast to his principles. "I didn't want to change my menu prices," he explains. "We basically ate the increase, but the good thing is our customers know we're honest. We're going to take care of them. As long we have volume, it offsets the increase in costs." In a marketplace driven by social networking and user reviews, Philip knows the importance of each customers experience. "I want to make sure we take care of every customer as well as we can, he said. Even though we're casual, we create exceptional food."

Hurricane Cafe 14050 US Highway 1 Juno Beach, FL 33408 P: (877) 775-2559




by alaina love mcconnell hen Richard J. Nogaj sold his successful engineering firm in the late 1990s and was looking toward retirement, his thoughts were on Floridabut not on the golf greens of Naples or the sandy beaches of the Keys. Rather, Nogaj and his wife Florence had plans to launch an anti-poverty program called Harvest for Humanity, a non-profit, faith-based organization located in rural Southwest Florida. It was just an idea that my wife and I had to give back and build anti-poverty models in a place called Immokalee, FL, Nogaj said. The pair took the idea and ran with it. What we saw was a lack of decent home ownership opportunities for local limited-income families. We wanted to build a new farming model based on diversified niche crops that would provide year-round employment and affordable living, he said. And so they did. The organization grew to provide workers with technical training from the University of Florida and opportunities for affordable homeownership with attainable mortgages. [Our success] is indicative of the pent-up demand in communities like these, Nogaj said. While Harvest for Humanity remains a privately owned and funded organization, Nogaj is hopeful for more collaboration with the public sector. We are continuing our involvement in the Fair Food Campaign to get government assistance to farmers to exercise tax credits in order to pay higher wages, he said, and to promote labeling of Fair Food grown safely by workers paid a living wage in the United States. For more information, readers are encouraged to contact Nogaj at or visit

A Guiding Light by the suit staff

ome people have gifts that can be developed, but not learned. Carole Kennedy, a nationally-renown intuitive counselor, has such a gift. She helps people with physical and spiritual healing, offering guidance during turbulent life situations and assistance with police investigations. My gift was discovered by my grandmother when we were in church, Kennedy says. I realized I saw a shroud; I didnt know what it was called then. She recalls exclaiming in excitement and how her grandmother taught her the importance of controlling her gift. Although shes always practiced them, Kennedy didnt use her skills professionally until 1980 when a back surgery forced her out of teaching. Since then, she has counseled individuals from all income levels and backgrounds, worked as a motivational speaker, appeared on national talk shows, authored several books, and served as president of a local chapter of National Association of Women Business Owners. My in-house activity is more like a counseling session, Kennedy says, I counsel individuals, families, and business people. She counsels during good and bad times, but economic downturns bring an increase of clients seeking help with important decisions. I am a helpful resource for pointing job seekers in the right direction, she explains. I never tell clients what to do. I outline options they may have and the different scenarios or solutions they may be able to come up with. During difficult times such as these, her most popular service is spiritual guidance. Most people are hungry to know they have something to look forward to past this life.



Supply on Demand
A supply chain is no stronger than its weakest link. Businesses at every phase of the supply/demand relationship need to embrace best practices and technology if they intend to remain relevant and flourish. Supply chain expert Anthony Nelson knows how to make it all work. This month: Competitive pressures intensify the drive for enhanced visibility, faster communication, and greater accountability.

was having a conversation with a small business owner who was in the process of approaching several major grocery and retail chains to carry his products. He was letting me in on his sales strategy, and one of his statements stuck with me: I will make sure they know that we are EDI capable. It was a simple assertion, but one that underscored some stark new realities of the modern global economy. He was a small producer of quality cookie batter, stretching his resources to accommodate practices outside of his core competencies. Not only was he competing on price, quality and brand recognition, he was competing on his ability to collaborate with potential customers supply chain improvement initiatives. Since when did being capable of electronic communication become a bargaining tool for small businesses in non-IT-related industries? That answer is not clear-cut, but the related trends most certainly are. More and more businesses are looking for ways to streamline their supply chains, reduce and automate manual processes, increase visibility within all organizational and operational levels, and net a positive ROI on the technology engaged to accomplish those goals. These imperatives, along with the available technology and expertise required to realize them throughout a global supply chain, have brought us to where we are today. Enterprises that once shied away from cloud-based systems and technology are now developing a keen interest in the area. Business intelligence, electronic document exchange, cloud-based process replacement and online real-time visibility tools are increasingly paving the way for further supply chain improvements, as well as highlighting inefficiencies that may have previously been considered just the cost of doing high volume business. I was recently consulting on a large enterprise initiative. The company was generating and sending their multiple customers so many electronic shipping documents from so many different locations and systems that they had very little reliable information on where their compliance penalties were coming from, what the issues were, and where to channel their resources in order to improve their performance. They would receive compliance fines, pay them, and simply move on. The solution was the

implementation of a cloud-based visibility application to bridge, monitor and data mine the multiple systems. No system replacement or consolidation was required, nor changes to operational processes. The immediate impact of heightened visibility and accountability, along with other positive spinoffs those bring to operations, are widening the appeal of many such products and services. The availability and proliferation of low cost options, as well as the drive to remain within core competencies, are further reinforcing the trend. While the biggest changes are occurring at the enterprise level, the small- and medium-sized businesses that supply them are naturally following suit, willingly or not. Over the last five years, Ive noticed a marked increase in mandatory supplier IT enablement, system integrations, and collaborative initiatives aimed at further automating the supply chain. On the stick side of the push are compliance penalties, open supplier score carding, preferred vendor rankings, and reduced or terminated business arrangements. On the carrot side we are seeing increased business arrangements, improved terms, shared costs, and closer collaborations. Some of the more advanced organizations have even begun to offer incentives for extending electronic integration to a deeper level. Suppliers whose own suppliers are connected electronically are being afforded preferred vendor status. Given the competitive environment of an increasingly integrated global economy, the focus on supply chain excellence will only increase. With demand for supply chain visibility, process automation, and data integration on the rise, along with the evolving and emerging tools to accommodate them, the future of information technology looks bright.

Editors Note: Anthony Nelson (BA Econ, CSC, APICS member) is the Operations Manager for Meade Willis, a cloud-based supply chain service provider. He also has hands-on experience as a shop floor foreman and quality control supervisor. Contact him at


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