BusinessJournal

OF WEST CENTRAL OHIO
THE
March 2013
The Region’s Business Publication
www. busi nessj rnl . com
T h e B u s i n e s s J o u r n a l
4 0 5 N . M a i n S t .
D e l p h o s , O H 4 5 8 3 3
P R S T D S T D
U . S . P o s t a g e
P A I D
D e l p h o s , O H
P e r m i t N o . 2 1
• Money/
Investment 4-5
• Health/Medical 6-7
• College/Universities 8-9
• Trends In
Construction 10-11-12
INSIDE
©2012 BlueScope Buildings North America, Inc. All rights reserved. Butler Manufacturing

is a division of BlueScope Buildings North America, Inc.
You might be surprised to discover the virtually unlimited design
possibilities of a Butler
®
building system. As your local Butler Builder
®
,
we can build a fexible and attractive Butler building that incorporates
wood, brick, stone, or glass. You can also choose from a wide variety
of metal roof and wall systems—all in a building that meets both your
needs and your budget.
More design
f lexibility for
your building.
Contact us at 419-238-9567
or visit us on the web
www.AlexanderBebout.com
©2012 BlueScope Buildings North America, Inc. All rights reserved. Butler Manufacturing

is a division of BlueScope Buildings North America, Inc.
You might be surprised to discover the virtually unlimited design
possibilities of a Butler
®
building system. As your local Butler Builder
®
,
we can build a fexible and attractive Butler building that incorporates
wood, brick, stone, or glass. You can also choose from a wide variety
of metal roof and wall systems—all in a building that meets both your
needs and your budget.
More design
f lexibility for
your building.
Contact us at 419-238-9567
or visit us on the web
www.AlexanderBebout.com
©2012 BlueScope Buildings North America, Inc. All rights reserved. Butler Manufacturing

is a division of BlueScope Buildings North America, Inc.
You might be surprised to discover the virtually unlimited design
possibilities of a Butler
®
building system. As your local Butler Builder
®
,
we can build a fexible and attractive Butler building that incorporates
wood, brick, stone, or glass. You can also choose from a wide variety
of metal roof and wall systems—all in a building that meets both your
needs and your budget.
More design
f lexibility for
your building.
Contact us at 419-238-9567
or visit us on the web
www.AlexanderBebout.com
©2012 BlueScope Buildings North America, Inc. All rights reserved. Butler Manufacturing™ is a division of BlueScope Buildings North America, Inc.
You might be surprised to discover the virtually unlimited design
possibilities of a Butler
®
building system. As your local Butler Builder
®
,
we can build a fexible and attractive Butler building that incorporates
wood, brick, stone, or glass. You can also choose from a wide variety
of metal roof and wall systems—all in a building that meets both your
needs and your budget.
More design
f lexibility for
your building.
Contact us at 419-238-9567
or visit us on the web
www.AlexanderBebout.com
©2012 BlueScope Buildings North America, Inc. All rights reserved. Butler Manufacturing™ is a division of BlueScope Buildings North America, Inc.
You might be surprised to discover the virtually unlimited design
possibilities of a Butler
®
building system. As your local Butler Builder
®
,
we can build a fexible and attractive Butler building that incorporates
wood, brick, stone, or glass. You can also choose from a wide variety
of metal roof and wall systems—all in a building that meets both your
needs and your budget.
More design
f lexibility for
your building.
Contact us at 419-238-9567
or visit us on the web
www.AlexanderBebout.com
More design flexibility for your building.
Alexander & Bebout, Inc.
Engineering • Design • Construction
10098 Lincoln Highway
Van Wert, Ohio
419-238-9567
www.AlexanderBebout.com
Touchstone CPM celebrates 10 year anniversary
Lima, OH – Touchstone CPM,
Inc., one of the region’s leading
construction management firms,
is celebrating its 10th year of suc-
cessfully meeting and exceeding
its customer’s expectations. The
company officially became incor-
porated on February 13, 2003, as a
subsidiary of Tuttle Services, Inc.
This year marks the company’s
10th Anniversary.
Tuttle Services CEO, Clyde
R. Rauch, established Touchstone
CPM in 2003 as a professional
company specializing in construc-
tion management services, cater-
ing to the education and health
care markets. The new company
was created as a subsidiary of the
parent company, Tuttle Services,
Inc. and a sister company to Tut-
tle Construction, Inc. Since then,
Touchstone CPM has also provided
construction
management
services for
other markets
including mu-
nicipal, com-
mercial and
manufacturing
clientele in the
public and pri-
vate sectors.
Since its
inception, the company has man-
aged nearly $1.3 billion worth of
construction projects in the State
of Ohio. The company also has an
office in Phoenix, Arizona concen-
trating on the K-12 market. The
company’s largest client to date
has been the Ohio School Facilities
Commission (OSFC), now named
the Ohio Facilities Construction
Commission (OFCC), in partner-
ship with 29
area school
districts.
Two of the
company’s
newest proj-
ects are with
Bath Local
Schools (Al-
len County)
and Napoleon
City School
District (Henry County) in north-
west Ohio.
About Touchstone CPM
Touchstone CPM is a profes-
sional Construction Planning and
Management firm based in Lima,
Ohio. The company manages vari-
ous disciplines of construction
management through an exclusive
contractual relationship with the
owner. Touchstone provides proj-
ect management, cost management
and project/contract administra-
tion for each phase of a construc-
tion program: pre-design, design,
bid and award, construction and
post construction. The firm offers
a wide variety of construction ser-
vices to meet virtually every client
need. Whether planning to con-
struct a new building, an addition
or renovating an existing facility,
Touchstone has the project team
to exceed its clients’ expectations.
www.touchstonecpm.com
Tuttle Construction
celebrates 85 years
Lima, OH – Tuttle Con-
struction was founded
by Herbert U. Tuttle
in 1928. Since then,
Tuttle has become
an ISO Certified and
an award winning
leader in the commer-
cial, institutional, health
care and industrial markets.
Today, Tuttle Construction em-
ploys over 100 dedicated build-
ing professionals, operating out
of its LEED Gold certified office
facility in Lima, Ohio.
The company was founded
on family values and strong,
honest work ethic. Even today,
the Tuttle team is known for be-
ing innovative in its approach to
building and ethical in its busi-
ness dealings. Over 75 percent
of its business comes from re-
peat clients, a figure that
is outstanding in the
industry.
Tuttle offers a full
range of construction
services that are tai-
lored to accommodate
our clients throughout
the planning, design and
construction process. Every
project is custom designed to
meet the unique needs and wants
of the customer in order to cre-
ate a high level of value, and
to allow for efficient, effective,
functional performance. Involv-
ing Tuttle at the earliest stage of
a project significantly enhances
this value.
Tuttle Construction, Inc. is
a subsidiary of Tuttle Servic-
es, Inc. is a sister company to
Touchstone CPM, Inc.
WWW.KBUILDINGS.COM
1-800-758-0307
Two great products –
one great company!
WWW.KBUILDINGS.COM
1-800-758-0307
Two great products –
one great company!
Two great
products – one
great company!
1-800-758-0307
WWW.KBUILDINGS.COM
2 TheBusinessJournal March 2013
Business
Journal
THE
of West Central Ohio
Volume 22, No. 3
Publisher: Donald R. Hemple
Contributing Writers
Jeffrey Gitomer
Advertising: Donald R. Hemple
The Business Journal is mailed to the top business
leaders in the 13-county region of West Central
Ohio. Although information is gathered from sources
considered to be reliable, the accuracy and com-
pleteness of the information cannot be guaranteed.
Information expressed in The Business Journal does
not constitute a solicitation for the purchase or sale of
any products.
Copyright, The Business Journal of West Central
Ohio, 2006, All rights reserved. Reproduction or use,
without written permission of editorial, photographic
or other graphic content in any manner is prohibited.
The Business Journal is published monthly at 405 N.
Main St., Delphos, OH 45833
Contact Us
Telephone 419-999-4762
Don Hemple 419-695-0015 ext. 138
Marilyn Hoffman 419-695-0015 ext. 131
Stacy Prine 419-695-0015 ext. 129
toll free 800-589-6950
Mail 405 N. Main St., Delphos, OH 45833-1598
For information concerning news,
advertising and subscription e-mail us at:
dhemple@delphosherald.com
or bizjrnl@delphosherald.com
www.businessjrnl.com
TOLEDO, Ohio – A Putnam County au-
tomotive supplier has announced plans for
new investment exceeding $22 million for
the expansion of plant operations that is ex-
pected to create 67 new jobs.
Kalida Manufacturing Inc (KMI), located
in the village of Kalida, Putnam County, is a
Tier II stamping and welding plant produc-
ing auto frame sub components for Honda
vehicles. Expansion plans include presses
and robotic welding lines as well as the con-
struction of a new road adjacent to the plant.
The company received financial support
from the state of Ohio’s Tax Credit Author-
ity, which approved a series of incentives
including a Jobs Creation Tax Credit, a
Roadwork Development Grant and a Work-
force Training Grant. The project was led
by the Regional Growth Partnership (RGP),
JobsOhio, and local economic development
groups, including the Putnam County Com-
munity Improvement Corporation (CIC)
and the village of Kalida.
“KMI is a fantastic community partner
which has expanded numerous times over
Major automotive supplier announces expansion in Putnam County
OHIO LOGISTICS
Northern Georgia (Rock Spring)
Over 6 million square feet in seven states.
LOCATIONS:
Ottawa, Findlay, Fostoria, Willard, 2 locations in Columbus, OH, Gas City, IN,
Milwaukee, WI, Louisville, KY, State College, PA
Corning/Elmira, NY (3 locations)
Northern Georgia Logistics (Rock Spring), Rome, Georgia
See EXPANSION, page 15
March 2013 TheBusinessJournal 3
SNAPPY'S
OUTDOOR
EQUIPMENT SALES
& SERVICES, LLC
A Team of professionals with a combined 47 years experience
2120 N. Dixie Hwy.
Lima, OH 45801
419.879.1196
A TEAM OF PROFESSIONALS WITH A COMBINED 47 YEARS EXPERIENCE
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let them help take care of your winter equipment.****
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SNAPPY’S OUTDOOR EQUIPMENT SALES & SERVICE, LLC
2120 N. Dixie Hwy., Lima, OH 45801 • 419 · 879 · 1196
WE SELL, REPAIR AND STOCK ALL PARTS FOR ALL BRANDS OF SNOW PLOWS, SALT SPREADERS AND MOWERS!
*We have hired the staff & purchased all of the inventory from Fowler & Hadding ~
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EQUIPMENT
Local plastics manufacturer
quickly expands
After opening its doors in October 2009
at its North Vandemark Road facility n Sid-
ney, Ohio, Polyfill LLC has quickly expand-
ed its operations to a total of 100,000 square
feet. Its current facility is 66,000 square feet
and the company is now expanding into
34,000 square feet of the former BBI facility
located on Fourth Avenue in Sidney, Ohio.
Polyfill supplies “heavy layer” to auto-
motive, commercial, and industrial markets.
The company utilizes base compounds to
create heavily filled thermoplastic sheets
that create a sound barrier for acoustical ap-
plications. According to the company, the
product is designed to contain noise to a
specific area and all components are envi-
ronmentally friendly and 100% recyclable.
According to the company, it remanufac-
tures all its waste into raw material.
“The recycling industry is driving many
jobs in various manufacturing facilities.
This expansion for Polyfill is one of many
signs that we’ve been seeing that the indus-
try is willing to make more long-term com-
mitments, a positive switch from the former
market of the last few years,” stated Tim
Echemann of Industrial Property Brokers,
who brokered the deal.
The new location is close to the com-
pany’s previous facility and has an existing
power supply that makes the site very cost
effective, according to the Polyfill.
“This manufacturing facility with its 2,00
amps of 480 volt power was an important
factor in solidifying this transaction,” stated
Echemann.







AIP offers a full range of
services
Warehousing • Distribution •
Transportation • Pick and Pack
• Freight Management •
Transloading



300 Industrial Dr
Wapakoneta, OH 45895
419.738.9211
:H·UHPRUHWKDQ
MXVW
%XLOGLQJVDQG
7UXFNV
www.aiplogistics.com
See LOCAL PLASTICS, page 15
4 TheBusinessJournal March 2013
Money/Investment
Serving the Corporate
and Personal Community
for Over 30 Years.
Living the Rotary motto:
“Service above self”
Life • Home • Auto • Business • Income
Hukill Hazlett
Harrington Agency, Inc.
Insurance Since 1838
513-793-1190 • FAX: 513-793-5730 • Cell: 513-479-1193
Direct Line: 513-619-4621
Email: jbirckhead@hhhinsurance
www.hhhinsurance.com
Jane Birckhead, CPCU
Executive Vice President
Trustee - Stepping Stones Center
Life • Home • Auto • Business • Income
Hukill Hazlett
Harrington Agency, Inc.
Insurance Since 1838
513-793-1190
FAX: 513-795-5730 • Cell: 513-479-1193
Direct Line: 513-619-4621
Email: jbirckhead@hhhinsurance.com
www.hhhinsurance.com
Serving the Corporate
and Personal Community
For Over 30 Years
Living the Rotary motto:
“Service above self”
Since President Obama’s State of the Union Ad-
dress Tuesday night, there have been a lot of articles
dissecting his remarks and picking his proposals
apart. As you might suspect, the vast majority have
been politically charged by one side of the aisle or
the other.
As Chief Investment Strategist for Money Map
Press, I can’t afford the luxury of taking sides. It’s
my job to help the hundreds of thousands of inves-
tors who are part of our family with their money...
politics aside.
If you’re with me, then I’ve got five bullet points
- key takeaways really - from the president’s speech
that can help you grow your money this year and for
the remainder of President Obama’s second term.
1) We’re in line for more “accommodative
spending.”
You hear that term a lot in the media but very
few people have thought about what it actually
means - more bailouts, more Fed meddling and
more handouts.
No question the president’s intentions are good;
it’s his execution that’s problematic. Accommoda-
tive spending means more debt piled on top of the
trillions we are already in the hole. It means low
rates and the Fed’s meddling to keep them that way.
It means more artificial manipulation in Treasury
markets and continued debt purchases.
Team Bernanke has made it very clear that the
Fed will support low interest rates until employment
recovers which, not surprisingly, dovetails with the
president’s policies as he discussed them Tuesday
night. Never mind that the Fed is supposedly an in-
dependent, apolitical entity.
To me this is a little like saying they’ll ring the
bell until the cows come home. The more logical
thing to do is to prepare for what happens after they
get back in the barn instead of looking into the dark-
ness for lost animals.
For investors, an inflation-sensitive investment
choice like iShares Barclays TIPS (NYSEARCA:
TIP) is very logical and appealing under the circum-
stances.
2) More offshore asset flows.
The president’s speech, while filled with lots of
interesting concepts, was very Pavlovian. He used
all the right buzzwords as he outlined his priorities
hitting on national defense, budgets, health care,
wages, taxation, spending, education, and interna-
tional policy, among other things. He even played
to gun control.
What I heard was very simple: Bigger govern-
ment + smaller wallet = greater uncertainty. So did
the many executives I’ve talked with over the past
few days, and that points to more money moving
overseas.
Apple, which is in the press a lot recently for
supposedly “hoarding” $137 billion worth of cash,
is the poster child for what I am talking about.
Some 70% of its stockpile is offshore thanks to
punitive U.S. tax policies and loopholes and CEO
Tim Cook’s desire to save money for a rainy day
(or future spending). Other companies are in similar
positions.
Barring any changes from Washington, that
means choices with high offshore sales contribu-
tions are more logical than U.S.-only alternatives
because they indirectly capture the higher returns
associated with that money.
McDonalds (NYSE: MCD) is a superb example
of what I am talking about. With more than 34,000
restaurants in 120 countries, the company is aggres-
sively diversifying its revenue stream to build in
defenses against just the sort of stuff the president
is pushing.
Frankly, I’d like to buy all-American as much as
the next guy, but with very few exceptions the real-
ity is that’s simply not where the money is nor where
it will be for the foreseeable future.
3) Hiring will slow.
President Obama spent a fair amount of time
pitching a minimum wage hike to $9 an hour. That’s
below the $9.50 he targeted on the campaign trail,
but right in the neighborhood.
I think it’s going to backfire. Don’t get me
wrong, raising the minimum wage sounds great and
is needed. In fact, I believe everybody should be
paid as much as they can at every stage of the job
chain.
But here’s the thing. Raising minimum wage
levels will be an example of the law of unintended
consequences at its finest.
Unemployment and underemployment will rise
if this gets inked. That’s because companies will not
Five State of the Union bullet points you need to know
Full Payroll Service:
• Direct Depositing •Check Printing • Tax Depositing
• Quarterly Payroll Reports • Year End Reconciliation • W2’s & 1099’s
Eric M. Macwhinney, President
207 N. Main St. • Delphos
419-227-9040 419-695-9040
www.psi-payroll.com
See POINTS, page 5
March 2013 TheBusinessJournal 5
PERRY proTECH and the Allen County Sheriff’s Offce are organizing the frst annual Public Safety Event “Preservation
of Life & Property” to be held in Lima. This will be an important event and will include a large group of vendors that
represent both physical and network security solutions. Each vendor will have a booth to showcase their products and
services. This resource will be benefcial for operations, IT, maintenance, security, HR and managers responsible for security.
Date: Tuesday, February 19, 2013 – 10:00 am to 4:00 pm
Location: Veterans Memorial Civic & Convention Center, 7 Town Square, Lima, OH 45801
Preservation of Life & Property Event
TO REGISTER
for the success of this event…
PHYSICAL SECURITY VENDORS: NETWORK SECURITY VENDORS:
There is no fee to attend our
event, but advanced registration
is required. You can attend at
your convenience and we hope
you’ll stay for lunch and hear
our keynote address.
PLEASE RSVP AT OUR WEBSITE:
www.perryprotech.com
[News & Events tab,
Upcoming Seminars link]
Questions or Information?
PERRY proTECH IT/Networking
937-498-7080
Digital C.O.P.S.
937-494-2290
Allen County Sheriff’s Offce | Anixter | AccessData
Avigilon | Custom Audio | Gallagher | Select Security
PERRY proTECH Digital C.O.P.S. Cisco | PERRY proTECH
Microsoft | Mitel/MiForms | VMware
EMC | HP | Lifesize
AN EMPLOYEE OWNED COMPANY perryprotech.com
hire more expensive employees
during uncertain economic times.
Instead, they will further offshore
critical manufacturing and opt in-
stead for solutions that do more
with less.
I believe that technology
companies selling processes and
raw computing power capable of
compensating for the transition
are appealing, especially when it
comes to cyber defense. People
hear that term - cyber defense -
and they think terrorism. What
they forget is that distributed
companies have plenty of intel-
lectual property, too.
I particularly like Com-
mTouch Software Ltd. (Nasdaq:
CTCH) at the moment. It’s small,
agile, growing quickly and has a
who’s who of clients despite its
small size and relative youth in
the sector.
4) Resources.
The president has hammered
on energy for a while now so
Tuesday’s speech was really just a
warm up -- or a reminder, depend-
ing on your perspective. It was
also a glaring signal that energy is
going to be the place to be. But, as
usual, there’s a twist.
Nobody needs another Solyn-
dra, so take direct investing out
of the equation. The government
has never, ever spent money more
efficiently than the private sector,
nor has it earned better returns.
And forget about the jobs every-
body is concentrating on as part
of the pipe dream of energy inde-
pendence.
The real secret is in the picks,
shovels and transportation needed
get it out of the ground and move
energy (in all its various forms)
from one place to another.
Pipeline, oil services, and
shipping firms are especially ap-
pealing under the circumstances.
Many, like Teekay LNG Partners
LP (NYSE: TGP) pay high divi-
dends, too.
5) Expectations.
The longer Washington keeps
meddling with things, the lower
returns are going to be over time.
That’s because the government
cannot ever invest more effective-
ly than the private sector. In fact,
study after study shows that the
opposite is true. Every dollar the
government spends is money that
has been quite literally stripped
from the private sector...which
can actually create a recovery.
This means that investors are
going to have to contend with
lower rates of return and lower
interest rates for the foreseeable
future. The surest way to combat
this is through a renewed focus on
income rather than speculation.
You and I may not benefit
from “trickle-down economics”
any time soon because Bernanke
and his minions have sold Middle
America down the river, but there
are plenty of big companies that
will -- especially if they’re op-
erating in sectors that the world
needs, like energy, geriatric medi-
cine, and defense tech. That’s
as opposed to what the world
“wants.”
Zurich-based ABB Limited
(NYSE: ABB) is the quintes-
sential example here because it’s
poised to capitalize on literally
trillions of dollars in infrastruc-
ture repair and new investment
over the next decade.
Now where did I put that $100
trillion note from the Bank of
Zimbabwe?
0
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SI EFKER
REAL ESTATE & AUCTION CO. OTTAWA, OH
Aaron Siefker
Real Estate Broker/ Auctioneer
Ottawa, OH
419-538-6184 • 419-235-0789
www.siefkerauctions.com
INVESTMENT OPPORTUNITIES
2 POTENTIAL BUILDING LOTS
GLANDORF CORP
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I-75 & SR 65, Lima
www.ssvolvo.com
Metzger Financial Services
Lynn R. Metzger • Matthew L. Metzger
Martin R. Hopkins
Financial Strategies
Personal • Business
1333 North Cable Road • Suite A-1 • Lima, Ohio 45805
419-225-6067 • Fax: 419-225-6105
www.metzgerfinancialservices.com
Points (Continued from page 4)
6 TheBusinessJournal March 2013
Health/Medical
(AP) — More than 1 million Americans
wind up back in the hospital only weeks after
they left for reasons that could have been pre-
vented — a revolving door that for years has
seemed impossible to slow.
Now Medicare has begun punishing hos-
pitals with hefty fines if they have too many
readmissions, and a top official says signs of
improvement are beginning to emerge.
“We’re at a very promising moment,”
Medicare deputy administrator Jonathan Blum
told The Associated Press.
Nearly 1 in 5 Medicare patients is hospi-
talized again within a month of going home,
and many of those return trips could have been
avoided. But readmissions can happen at any
age, not just with the over-65 crowd who are
counted most closely.
Where you live makes a difference, ac-
cording to new research that shows how much
room for improvement there really is. In parts
of Utah, your chances of being rehospitalized
are much lower than in areas of New York or
New Jersey, says a report being released this
week from the Dartmouth Atlas of Health
Care.
The AP teamed with the Robert Wood
Johnson Foundation to explore, through the
eyes of patients, the myriad roadblocks to
recovery that make it so difficult to trim un-
needed readmissions.
The hurdles start as patients walk out the
door.
“Scared to go home,” is what Eric Davis,
51, remembers most as he left a Washington
hospital, newly diagnosed with a dangerous
lung disease. His instructions: stop smoking.
He didn’t know how to use his inhaler or if it
was safe to exercise, until a second hospital-
ization weeks later.
There is no single solution. But what’s clear
is that hospitals will have to reach well outside
their own walls if they’re to make a dent in
readmissions.
Otherwise a slew of at-home difficulties —
confusion about what pills to take, no ride to
the drugstore to fill prescriptions, not being
able to get a post-hospital check-up in time
to spot complications — will keep sending
people back.
“This is a team sport,” says readmissions
expert Dr. Eric Coleman of the University of
Colorado in Denver. It requires “true commu-
nity-wide engagement.”
Pushed by those Medicare penalties, hospi-
tals are getting the message.
“It’s made hospitals go, ‘Oh my gosh,
just because they’re outside my door doesn’t
mean I’m done,’” said nurse practitioner Jayne
Mitchell of Oregon Health & Science Univer-
sity, who heads a new program to reduce read-
missions of patients with heart failure.
In a pilot test, her hospital is sending spe-
cial telemedicine monitors home with certain
high-risk patients so that nurses can make a
quick daily check of how these patients are
faring in that first critical month.
Too often, families don’t realize that many
readmissions can be prevented.
In Fort Washington, Md., Reggie Stokes
started asking questions after his 84-year-old
stepmother was hospitalized four times in a
row, for transfusions to treat a rare blood disor-
der. He found a specialist in another city who
said a bigger dose of a common medication is
all she needs.
The hospital “could have helped her and
saved money” by doing that legwork, Stokes
said. His advice: “You have got to go out and
do research for yourself.”
That’s hard when you’re feeling ill, said
Lincoln Carter, 50, of New York, who didn’t
think his pneumonia was under control when
the hospital discharged him.
But, Carter said, “I didn’t even really know
the questions to ask.” Nor could he get to
his regular doctor’s office. When “you can’t
breathe, the last thing you want to do is sit on
the subway.” A few days later, he was back in
the hospital.
Patients don’t have to be powerless, and
the Robert Wood Johnson Foundation this
week begins an effort called “Care About Your
Care,” which offers consumers tips to guard
against unnecessary readmissions.
“Everyone has to understand their role in
improving the quality of care, including fami-
lies,” said Dr. Risa Lavizzo-Mourey, the foun-
dation’s president. “This could be a time when
we turn the corner.”
___
Rehospitalizations are miserable for pa-
tients, and a huge cost — more than $17 bil-
lion a year in avoidable Medicare bills alone
— for a nation struggling with the price of
health care.
Make no mistake, not all readmissions are
preventable. But many are, if patients are given
the right information and outpatient support.
The new Dartmouth Atlas evaluated Medi-
care records for 2008 to 2010, the latest pub-
licly available data, to check progress just
before Medicare cracked down. In October,
the government began fining more than 2,000
hospitals where too many patients with heart
failure, pneumonia or a heart attack had to be
readmitted in recent years.
“Change is hard and comes slowly,” said
Dartmouth’s Dr. David Goodman, who led the
work.
Of seniors hospitalized for nonsurgical
reasons, 15.9 percent were readmitted within
a month in 2010, barely budging from 16.2
percent in 2008. Surgery readmissions aren’t
quite as frequent — 12.4 percent in 2010,
compared with 12.7 percent in 2008. That’s
probably because the surgeon tends to provide
some follow-up care.
Medicare’s Blum told the AP that the gov-
ernment is closely tracking more recent, un-
published claims data that show readmissions
are starting to drop. He wouldn’t say by how
much or whether that means fewer hospitals
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March 2013 TheBusinessJournal 7
will face penalties next year when the maxi-
mum fines are scheduled to rise.
But by combining the penalties with other
programs aimed at improving these transitions
in care, “we have now changed the conversa-
tion,” Blum said. “Two years ago, the response
was, ‘This is impossible.’ Now it’s, ‘OK, let’s
figure out what works.’”
Hence interest in the geographic variation.
Some 18 percent of nonsurgical patients,
the highest rate, are readmitted within a month
in the New York City borough of the Bronx.
Rates are nearly that high in Detroit, Lexing-
ton, Ky., and Worcester, Mass.
Yet the readmission rate in Ogden, Utah, is
just 11.4 percent. Half a dozen other areas —
including Salt Lake City, Muskegon, Mich.,
and Bloomington, Ill. — keep those rates be-
low 13 percent.
For surgical patients, Bend, Ore., gets read-
missions down to 7.6 percent.
Some studies suggest part of the variation
is because certain hospitals care for sicker or
poorer patients, especially in big cities. Yet
Minneapolis, for example, has readmission
rates just below the national average. Good-
man said whether local doctors’ stress outpa-
tient care over hospitalization, and how many
hospital beds an area has play big roles, too.
___
Readmissions don’t always happen be-
cause the original ailment gets worse. It could
be a new problem — the pneumonia patient
who’s still weak and falls, breaking a hip.
Yale University researchers recently re-
ported in the Journal of the American Medical
Association that people face a period of over-
all vulnerability to illness right after a hospi-
talization, because of weakness, sleep depriva-
tion, loss of appetite and side effects of new
medications.
But ask returning patients what went
wrong, and Coleman, the readmissions expert,
said nonmedical challenges top the list.
New York’s Montefiore Medical Center
now sends uninsured patients home with two
weeks’ worth of medication so they don’t have
to hunt an affordable place to fill a prescription
right away, said Dr. Ricardo Bello, a cardiac
surgeon.
In the nation’s capital, Dr. Kim Bullock
recalled her frustration with a diabetic hospi-
talized nine times in one year in part because
of transportation. He felt too lousy to ride two
buses and the subway to the nearest Medicaid
clinic for regular care.
“Start from their reality,” said Bullock, an
emergency room doctor and family physician.
Without the right community connections,
“they will just stumble along.”
The Dartmouth study also found that fewer
than half of patients saw a primary care doctor
within two weeks of leaving the hospital.
Barbara McCoy tried. A New York hospi-
tal lowered the 44-year-old diabetic’s danger-
ously high blood sugar and told her to call her
own doctor immediately about how to prevent
a recurrence. But she couldn’t get an appoint-
ment until the following month. A week later,
McCoy’s blood sugar soared again, and she
raced back to the emergency room.
This time, the hospital pulled out the stops
during a weeklong stay. A nutritionist of-
fered intense diet advice. An endocrinologist
changed her medications. She was taught how
to safely adjust her own insulin.
“But they waited ‘til it spiked again to do
these things,” McCoy said. “Why couldn’t
they have done all that the first time? I don’t
understand.”
Readmission (Continued from page 6)
“If something happened to
our server, it would take us
hours, if not days, to get the
information back up, says
Scott Austermiller, IT Manager
at Rowmark Inc., a Findlay-
based manufacturer of plastic
sheets for the display industry.
“As it is, if there is a problem,
I call Don and he is back at
our plant in 15 minutes with a
backup tape.”
Don, is Don Thompson,
manager of Document
Service Company, and he
visits Scott at Rowmark once
a week to pickup fve backup
tapes. Don then stores the
tapes at the DSC facility in
Findlay.
Rowmark was founded in
Findlay about two decades
ago. It is a dynamic member
of the Findlay business
community.
“Making backup tapes
daily and storing them off-
site is part of our security
procedure,” Scott explains.
“Many companies just
send the tapes home with
an employee, but there is
inherent risk in that. The tapes
can be lost or destroyed. The
price beneft with DSC for off-
site storage far exceeds any
calculated ROI.”
Scott thinks it is important to
deal with another community-
minded local company, and,
frankly, he likes the personal
service he gets from Don
Thompson.
“If we dealt with an out-of-
town company, it would take
hours, instead of minutes, to
retrieve a tape when we need
it,” he says. “Don and his
people are just a few minutes
away, and his service is top
notch.”
Then, there is an intangible
personal touch.
“Rowmark is an upbeat
company,” says Scott, “and
Don is an upbeat guy. He
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is a guy with a positive attitude. It is
great when you can do business with
a person who genuinely cares about
your company and the people there.”
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8 TheBusinessJournal March 2013
College/Universities
There is plenty to be excited about
on the Defiance College campus this
spring, highlighted by the opening of
the much-anticipated 84,000-square-
foot George M. Smart Athletic Center.
The center includes a regula-
tion 200-meter indoor track recently
named the Richard M. and Carolyn
M. Small Track, and an inside track
that will accommodate tennis, volley-
ball and basketball courts. The facility
also includes the Duane C. Hocking
Training Room, weight room, locker
area, and offices. The Randall L. and
Marilyn A. Buchman Fitness Center
will continue to be a dual partnership
with the Defiance Area YMCA.
Opening of the new complex will
enhance Defiance College’s athletic
facilities and programs while playing
a significant regional role as the setting
for major non-college events.
While Defiance College continues
to remain the college of choice for a
large number of Northwest Ohio stu-
dents, there is a deliberate campaign
to recruit nationally to create a broader
geographic diversity on campus. In the
past year, applicants from 48 different
states and territories applied for admis-
sion to DC. Nearly 40 percent of the
current freshman class has come from
outside of Ohio.
New students are attracted to many
of the distinguishing programs offered
at Defiance College including interna-
tional travel and undergraduate research
through the McMaster School for
Advancing Humanity; a growing music
program; new intercollegiate athletic
teams (swimming and lacrosse); and
expanded cultural programs offering
trips to Chicago, New York City, and
other destinations for concerts, theater,
and art.

Best of both worlds
Students are attracted to Defiance
College because of its size which allows
for individualized attention while at the
same time offers a wide range of oppor-
tunities that will enable them to stand
out in the job market and when applying
to graduate schools.
With the guidance of committed and
dedicated faculty, students experience
innovative programs that link what goes
on in the classroom with the realities of
the outside world. They receive hands-
on experience in their field of study
through quality internships, domestic
and international travel, diverse cultural
experiences, and distinctive service and
research opportunities.
The following Imagine Initiatives
have been introduced to enhance every
student’s academic experience:
DC Global is an opportunity for
every entering full-time freshman who
completes the full four-year program
at DC to travel to a foreign country
during their years at Defiance. These
international experiences take place
during the junior or senior. They could
be a course-embedded experience, a
faculty-designed trip, a self-designed
project through the McMaster School,
an Honors trip, or as a scholarship to
help pay travel costs for a semester or
year-long study abroad program.
Cultural/Performing Arts Initiative in
which every student has an opportunity
before graduating to attend a wide range
of mind-broadening cultural experienc-
es such as symphonies, operas, ballets,
musicals, and art and science museums
in New York City, Chicago, Detroit,
Toronto, Cleveland, and other cities.
DC to D.C., an initiative in which
every student has an opportunity
before graduating to experience our
nation’s history firsthand, traveling
to Washington, D.C., Philadelphia or
other places of historical significance.
DC EDventures, a domestic travel
initiative in which every student has an
opportunity before graduating to travel
for 7-10 days domestically with faculty
members for an enrichment experience
related to the student’s major.

Project 701
The newest example of real-world
experience that joins classroom knowl-
edge with service is Project 701, an
incorporated nonprofit organization that
gives students an opportunity to create,
develop, manage and run a wide range
of projects. DC students serve on the
board of directors along with adminis-
trators, faculty and alumni. Management
and staff positions are held by students.
Interdisciplinary project teams offer a
multitude of opportunities for students
to lead, learn, and bring about positive
change within neighboring communi-
ties.
Earlier this year, the newest Project
701 initiative, Defiance Cares Free
Clinic, opened its doors. A group of
students assembled a collaborative
with Mercy Hospital of Defiance,
the Defiance Clinic, and Promedica
Defiance Regional Hospital to provide a
free primary care health clinic. Defiance
County residents who are uninsured
or otherwise in need of medical care
are eligible for medical services at the
monthly clinic.
The list of Project 701 initiatives
is impressive and growing. DC PC
Solutions was formed by digital foren-
sic science students to provide com-
puter repair and related services to the
local community.
Graphic design students started a
design studio, Creating Defiance, offer-
ing design services to nonprofit organi-
zations and small businesses. Business
students involved in Students in Free
Enterprise (SIFE) have started an effort
to provide loans to microbusinesses in
Jamaica.
The Backpack Buddy program
involves numerous community part-
ners to provide backpacks filled with
food for scores of area children who
qualify to receive much-needed nutri-
tion for themselves and their siblings
each weekend. DC students coordinate
the logistics of the program, purchas-
ing food and scheduling volunteers to
fill the backpacks at St. John United
Church of Christ.

Opportunities abound
Defiance’s strong academic pro-
grams are preparing students to be
competitive in the job market. While
developing professional skills, they are
learning in a liberal arts setting that
encourages growth as an individual.
An environment of commitment to suc-
cess begins at Orientation when stu-
dents meet individually with a team of
advisers to develop their own Personal
Success Plan that will strategically map
out their college goals.
National advisory boards in many
majors bring together experts from
across the country to provide real-time
and real-world advice. These boards
include many of DC’s own successful
alumni.
Defiance College heads toward an
even brighter future, fulfilling its mis-
sion by providing a strong liberal arts
education. Outstanding professional
preparation combined with engaged
learning experiences give students the
opportunity to develop their career
skills in local communities and around
the globe,
Defiance College
March 2013 TheBusinessJournal 9
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During their high school career, students
may begin to question the importance of a col-
lege education. They might find themselves
asking, “Why is it important to go to college?”
The answer is that, more than ever, attending
college provides opportunities for graduates
which are not as widespread to those who have
not received a higher education.
For many high school students, being able
to immediately generate an income after gradu-
ation is an appealing thought. They may also
be repelled by the rising cost of tuition, and
while it is true that a higher education may be
one of the largest expenses you will ever face,
the importance of a college education has be-
come quite evident in terms of earning potential
within today’s economy.
Why Should You go to College?
One important answer to this question is
more opportunity. As opposed to generations of
the past, high school graduates today are unable
to obtain the number of high-paying jobs that
were once available. The U.S. has been trans-
formed from a manufacturing-based economy
to an economy based on knowledge, and the
importance of a college education today can
be compared to that of a high school education
forty years ago. It serves as the gateway to bet-
ter options and more opportunity.
There are additional reasons as to why it
is important to go to college. When students
experience a post secondary education, they
have the opportunity to read books and listen
to the lectures of top experts in their fields. This
stimulation encourages students to think, ask
questions, and explore new ideas, which allows
for additional growth and development and pro-
vides college graduates with an edge in the job
market over those who have not experienced a
higher education.
The importance of a college education is
also accentuated because of the opportunity to
gain valuable resources during your tenure. The
more connections which are collected during
your college career, the more options you will
have when you begin your job search. Once you
have ended your job search and have started
your career, however, the importance of a col-
lege education has not been exhausted. Having
a college degree often provides for greater pro-
motion opportunity.
So, why should you go to college? The rea-
soning does not begin and end with the job as-
pect. A good education is beneficial from many
different viewpoints, and while the importance
of a college education is quite evident for many
high school students, what is often not as clear
is how they will pay for that education.
Funding Your College Education
Although the colleges and universities of
today carry a heavy price tag, it is of great im-
portance not to let that discourage you from ob-
taining a college education. While the cost of
tuition continues to rise, so too does the number
of available financial aid options. Below we
will explain why it is important to explore these
options before you go to college and the large
payoff they often provide.
From local and federal options, to categori-
cal and corporate options, college-bound stu-
dents have a variety opportunities worth ex-
ploring when attempting to obtain financial aid.
A common misrepresentation of financial aid
packages (e.g. scholarships, grants, loans, work
study programs) is that they provides funding
for an entire college education. The reality is
that most of these packages are smaller and it
may take several of them to add up. This is why
it is important to explore all of your options be-
fore you go to college:
Local options—The people of your own
community fully understand the importance
of a college education, which is why organiza-
tions such as the American Legion, the Rotary
Club, the Jaycees, and Boosters chapters offer
scholarships for high school students in the
area. These organizations are often overlooked
and serve as a great resource due to the fact that
they have far less competition than national
awards. Start your local search by visiting your
high school’s career options to see what’s avail-
able.
Federal options—The federal government
is also well aware of the importance of a col-
lege education, which is why they award more
financial aid to college-bound students than
any other resource. The most important step
in obtaining federal aid is to fill out the Free
Application for Federal Student Aid (FAFSA).
Follow this link for more information on filing
the FAFSA for financial aid.
Merit-based options—Merit scholarships
are awarded to students based on academic or
athletic abilities, as well as categories such as
ethnicity, religious affiliation, club member-
ship, interests, talent or career plans. Learn
more about merit-based options by following
this link: College Scholarship Money
Corporate options—Corporations are anoth-
er resource who understand the vast importance
of a college education. Every year, corporations
ranging from Target to Coca-Cola offer finan-
cial aid to thousands of college-bound students.
A great way to start your corporate scholarship
search is with you or your spouse’s company.
Often times, organizations will award the chil-
dren of employees with scholarships or grants.
Follow this link to learn more about college
financial aid and grant searches and determine
the eligibility of your student.
Understanding the Importance of College
Education
If you are still asking yourself why should
you go to college, it is important to remember
the significant amount of opportunity available
for college graduates. The global economy is
becoming increasingly more competitive, and
in order to give yourself the best chance for a
well-paying job, you must first understand the
importance of college education.
Attending college provides students with the
knowledge and experience they are unable to
receive from a secondary education, and find-
ing a way to fund a higher education now can
pay off in a huge way in the years to come.
Importance of college education
10 TheBusinessJournal March 2013
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TRUST EXPERIENCE • TRUST COTTERMAN
“Recent performance in the broader
economy, along with rebounding financial
markets, suggests that a genuine, poten-
tially sustained construction recovery is
approaching.” - ABC Chief Economist An-
irban Basu
Summary
For the second consecutive month, pric-
es for construction materials and supplies
increased, rising 0.9 percent in February
after an increase of 0.4 percent in January,
according to the U.S. Labor Department’s
March 15 producer price index report. Ma-
terials prices are up 4.4 percent compared
to February 2011. Similarly, nonresidential
construction materials prices rose by 0.8
percent last month and are up 4.6 percent
from the same time last year.
Leading the increase were non-ferrous
wire products, up 3.4 percent last month,
but down 3.1 percent on a year-over-year
basis. Steel mill prices rose 0.6 percent
from the previous month and are up 4 per-
cent from February 2011. Prices for fabri-
cated structural materials increased 0.9 per-
cent last month and are 3.6 percent higher
than one year ago. Concrete product prices
remained unchanged in February, but are
up 1.5 percent compared to a year ago.
In contrast, February plumbing fixtures
and fittings prices declined 0.1 percent on
a seasonally adjusted basis, but are up 2.9
percent from February 2011. Softwood
lumber prices fell by 0.1 percent last month
and are down 1.3 percent on a year-over-
year basis. Prices of prepared asphalt, tar
roofing, and siding slid 0.5 percent in Feb-
ruary and are down 1.9 percent from one
year ago. Iron and steel prices declined 1.2
percent last month, but have risen 1.9 per-
cent during the past year.
Crude petroleum prices rose 5.4 percent
in February. Finished energy goods rose 1.3
percent for the month.
Overall, the nation’s wholesale prices
increased 0.4 percent in February and are
up 3.3 percent from one year ago.
Analysis
“Various leading indicators of construc-
tion - including Associated Builders and
Contractors’ (ABC) Construction Backlog
Indicator - point to rising demand for con-
struction services in the year ahead,” said
ABC Chief Economist Anirban Basu.
“While there are many reasons to remain
cautious, recent performance in the broader
economy, along with rebounding financial
markets, suggests that a genuine, poten-
tially sustained construction recovery is ap-
proaching.
“However, this also implies growing
demand for construction materials, and
with that comes an increase in materials
prices,” Basu said. “The pace of construc-
tion price increases nearly doubled from
January to February of this year. All things
being equal, the ongoing expansion of the
U.S. economy, which has been associated
with average monthly employment growth
of 244,000 during the past three months,
should translate into steadily rising input
www.businessjrnl.com
Construction materials prices rise 0.9 percent in February
See MATERIALS, page 15
March 2013 TheBusinessJournal 11
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Garmann/Miller & Associates in Minster welcomes Jamee Thobe to the firm. She
has been hired full-time as a graphic designer. She will be working on marketing and
promotional materials and maintaining the company’s Web site.
Thobe graduated from Sinclair Community College in 2006 with a Applied Science
degree in Graphic Design. She has been in the graphics field for six years.
The 2003 Marion Local graduate lives in Cassella with her husband Ryan and their
1-year old daughter Marley.
Garmann/Miller & Associates, Inc., is a full service Architectural and Engineering
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ta Business Solutions U.S.A., Inc. (Konica Mi-
nolta) today announced that PERRY proTECH
of Lima, OH has been honored with a 2013 Pro-
Tech Service Award, which recognizes those
Konica Minolta dealerships that demonstrate
the highest commitment to customer support
and satisfaction.
“Providing excellent service has become
increasingly important in our industry, and
Konica Minolta is committed to assuring the
highest performance standards across our orga-
nization,” says James Ingrassia, vice president,
solutions support division, Konica Minolta
Business Solutions U.S.A., Inc. “The Pro-Tech
Service Award represents Konica Minolta’s
gold standard for service competence and pro-
ficiency. There is no higher honor for an au-
thorized Konica Minolta dealer partner and
PERRY proTECH should be very proud of its
achievement.”
An 8th year in a row Pro-Tech Service
Award winner, PERRY proTECH headed by
Barry Clark, CEO, is dedicated to delivering
professional, reliable service and maximum
performance for Konica Minolta’s award-win-
ning lines of digital imaging products. To attain
the Pro-Tech standard, each element of PERRY
proTECH’s operation was evaluated and mea-
sured, including its management skills, invento-
ry control systems, technical expertise, dispatch
systems and customer satisfaction ratings.
“The Pro-Tech Service Award is a mark of
distinction which we are proud to showcase as
it symbolizes our commitment to offering the
best business practices in our marketplace,” said
Don Katalenas, Vice President Services, Lima
OH. “This award certifies to our customer base
that we have the skills, people and systems to
keep their Konica Minolta equipment operating
at the highest level of productivity. Addition-
ally, it provides our customers another great
reason to count on Konica Minolta and PERRY
proTECH for all of their printing needs.”
About Konica Minolta
Konica Minolta Business Solutions U.S.A.,
Inc. is a leader in advanced document man-
agement technologies and IT Services. For
the fifth consecutive year, Konica Minolta
was recognized as the #1 Brand for Customer
Loyalty in the MFP Office Copier Market by
Brand Keys. BLI has named Konica Minolta
2012“Document Imaging Solutions Line of the
Year” and “A3 MFP Line of the Year” award
winner for the company’s solution portfolio and
award-winning line of bizhub Multifunctional
Products. For more information, please visit
www.CountOnKonicaMinolta.com and follow
Konica Minolta on Facebook, YouTube, and
Twitter.
About PERRY proTECH
Established by Rex Perry in 1965, PERRY
proTECH is recognized as a leading provider
of business technology solutions and prod-
ucts throughout the region. PERRY proTECH
serves thousands of companies of all sizes in
a variety of industries and offers a wide-range
of services including multifunction printers and
office products, document storage and retrieval,
networked systems including a private cloud
offering, managed print services and physical
security solutions. PERRY proTECH has Ohio
offices in Lima, Toledo, Findlay, Mansfield,
Marion and Sidney and Fort Wayne, Indiana.
For more information visit www.perryprotech.
com
Konica Minolta Honors PERRY proTECH, HQ - Lima
March 2013 TheBusinessJournal 13
14 TheBusinessJournal March 2013
St. Rita’s Medical Center Emergency Department’s year-long expansion project
is now complete. Providing outstanding emergency care has made St. Rita’s the
regions leader in emergency services with more than 60,000 people visiting the ED
annually. But to continue to meet the growing demand for services, new treatment
standards and technology, 8,000 square feet was added, existing space was recon-
figured, and the way services are provided was reinvented.
Additionally, public health preparedness and emergency response capabilities
are increasingly important for the safety of residents in West Central Ohio, so en-
hancing those capabilities was critical to the expansion.
The expanded ED includes:
• 46 universal rooms, each with 50% more space, standardized room layout, space
for families and bedside medical records
• 4 fully equipped, high-level trauma rooms giving the trauma team more room to
maneuver, enhancing their access to the patient and set apart from the walk-in
ED with a designated waiting area for families of seriously ill patients.
• An open-air ambulance canopy that can convert to an enclosed, heated and ven-
tilated space in the event of a pandemic, industrial accident or other mass casu-
alty situation allowing for patient triage before entering the main hospital.
• Hazmat rooms inside the ED can accommodate up to 15 patients and are all
equipped with state-of-the-art technology for dealing with identified local risks
• Faster care for minor emergencies – patients who are able to walk can be treated
and released quickly. These patients will be directed to designated care areas
near the entrance freeing up resources for moderate and severe emergencies and
decreasing wait times
• First responder (EMS) support area featuring designated facilities for education,
documentation and consultation, as well as necessary emergency items
• 3 safe rooms specifically for treating patients who are at risk of harming them-
selves or others - called safe rooms because they are monitored by security cam-
eras and contain only secured appliances and furnishings with no sharp edges or
other potentially harmful objects
• Private family and meditation areas for families coping with a loved one’s condi-
tion where they can communicate with other family members as needed.
• Entire Emergency Department designed with attention to patient, visitor and
staff safety.
• An open-air ambulance canopy will be able to be converted to an enclosed heat-
ed space with ventilation so patients could be triaged and gowned/masked prior
to entering the main ED in case of pandemic or mass casualty.
The expanded ED will allow for the increase in visits by 25%, for the treatment
of patients at the highest level of care and for an enhanced response in case of an
industrial or community-wide disaster.
St. Rita’s opens newly expanded, state-of-the-art ED
March 2013 TheBusinessJournal 15
prices during the course of 2012.
“While the U.S. economy has been firm-
ing, there continue to be signs of economic
softening elsewhere in the world, includ-
ing China, India and much of Europe,” said
Basu. “This economic slowdown would
limit the growth in global demand for con-
struction materials, which opens up the pos-
sibility that U.S. construction could recover
without corresponding increases in certain
input prices.
“One area of concern is the spike in pe-
troleum prices,” Basu said. “This type of
increase could become increasingly prob-
lematic for both the broader economy and
the nation’s construction industry. Turmoil
in the Middle East could obliterate the
chances for the U.S. construction industry
to fully recover, and construction industry
stakeholders need to be aware that very bad
outcomes remain a distinct possibility.”
Materials (Continued from page 10)
When someone tells me to “Have a nice day,” I don’t think they
mean it. I think they’re just saying it as a kind of mundane, almost
impolite, form of politeness. Forced nicety. Said out of habit, not
sincerity. To me, it’s not just thoughtless, it’s also meaningless.
Heck, half the time people don’t even look at you when they say it.
Oh, they don’t mean it as an insult. People say, “Have a nice
day,” because they don’t know what else to say. Or don’t care
what they say. Or they are trained to say it.
But think about it. Do they only mean THAT day? Do they
want me to have a crappy tomorrow? Or they will go so far as to
say, “Have a good rest of the week.” What does that mean, I’m
going to have a horrible weekend? Or month? Or year? Or life?
If you are going to say something to me, or your customer,
make it sincere, make it meaningful, and make it relevant. Other-
wise, I mentally check you off – the same way you check people
off. And the question here is, are you being checked off?
Consistency of message and expression is important – but
NOT ROBOTIC.
Give people leeway to be human.
Boring and insincere typically has a way of permeating everything else in a company.
The color of your logo.
The politically correctness of your slide show.
The stuffiness of your business card.
The boringness of your job title.
Who cares? ONLY YOU! (Your marketing people, your ad agency, yada, yada) Anyone
preparing “boring” marketing tools in this day and age should be forced to take that crap out
on a sales call and see how CUSTOMERS perceive it or care ten cents about it.
The key word is SINCERITY.
The secondary word is DIFFERENTIATION.
Here are some GOLDEN opportunities to be creatively sincere:
• At the fast food window
• When customers walk in your store
• When customers pay for something
• When customers board the plane
• When customers are about to order in a restaurant
• When customers are sent an invoice
These are all opportunities to prove differentiation, be sincere, and even WOW the cus-
tomer.
• Marketing and HR people: Get off your corporate hobby horse and saddle up your cre-
ative brain!
• Employees: You’re an individual, not some kind of automated answering device. (Don’t
get me started. Reality, if my call is so darn important, DO SOMETHING ABOUT IT,
don’t tell me about it.) Use your friendliness and creativity to craft a message that the
customer perceives as real.
FORCED CORPORATE POLITENESS: I love it when service reps or managers can-
didly you’re your piece, the other person is clearly wrong, won’t admit it, but are under
corporate edict to be polite, but you know they hate you, and their life when they tersely
ask, “Will there be anything else?” Makes me smile and feel sad all at once.
Southwest Airlines is anything but politically correct. Their people are happy, their cus-
tomers are happy, their message is clear, and they make a TON of money. Jeez, I wonder if
there’s a correlation!
What about you? How sincere are you?
Here are 4 things you can do tomorrow without anyone’s permission:
• Look me in the eye. Make sure there’s a locked-in moment
• Say something slightly different. “You’re all set.” vs. “Thanks for your business.”
• Shake my hand like you mean it. Firm, with eye contact.
• Smile. When you smile, it makes others smile.
IDEA: Make a goal to create 12 smiles a day through your words, actions or deeds. Cre-
ativity and sincerity will automatically materialize.
Have a nice day!
Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little
Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES!
Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The
Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training,
seminars, and webinars - or email him personally at salesman@gitomer.com.
© 2013 All Rights Reserved. Don’t even think about reproducing this document without written permission from Jeffrey H.
Gitomer and Buy Gitomer. 704/333-1112
What’s the sincerity level of your message?
Local plastics (Continued from page 3)
Sidney was a natural choice for Polyfill
because of the raw material available at the
limestone quarry in Piqua and the I-75 cor-
ridor for its core automotive business. The
general manager, Ralph Fearnley, has been a
Sidney resident for over 12 years. He noted
the different municipal offices have done a
very good job working with the company to
help growth through the various permit and
regulatory processes.
“The majority of our customers are Au-
tomotive Tier 1 suppliers, and with the
knowledge that Ralph and I bring from our
combined 50 years of automotive experi-
ence, most of our business comes from past
relationships or word of mouth. As we con-
tinue to grow into other, non-automotive,
applications, we have added an application
development person to our staff,” stated An-
drew Meshew, president of Polyfill.
Polyfill has grown from the eight em-
ployees they stared with to 36 today. With
this expansion into the Fourth Street facil-
ity they expect to hire six to nine additional
employees by June.
Polyfill is part of the Dan T. Moore Com-
pany portfolio of entrepreneurial businesses,
headquartered in Cleveland. Polyfill expects
to double its annualized sales by the end of
2014. Much of the growth will be targeted in
noise abatement in the commercial, residen-
tial and industrial applications that are found
under flooring and behind walls.
“We have already begun moving equip-
ment into the new space, and we expect to
be fully operational in February,” Mashew
stated.
the past 15 years, so it was great to see so
many partners assist the company on this
project,” said Martin
Kuhlman, director of the Putnam County
CIC. “The RGP JobsOhio team played a
valuable role in getting the incentive pro-
grams approved in a timely manner at the
state level.”
Kuhlman added that the region competed
for this project against other areas outside
Ohio. Community support for the project,
particularly with the new road, had a sig-
nificant, positive impact on the company’s
decision, Kuhlman said.
“We are very proud to be located in the
village of Kalida and Putnam County,” said
Rick Esch, senior vice president at KMI,
who also noted that the parent company,
KTH Parts Industries in St. Paris, Ohio,
played a major role in the expansion deci-
sion-making process. “The people in this
community deserve a lot of credit for our
past and future successes. This entire pro-
cess has been very positive thanks to the
support we have received.”
KMI’s investment, actually projected at
$22.78 million, includes the purchasing of
600 ton and 2,500 ton presses and robotic
welding lines. In addition to the job cre-
ation, this project will also secure the reten-
tion of 374 jobs.
“KMI’s expansion is a success for all of
Ohio,” said John Minor, President and Chief
Investment Officer for JobsOhio. “Working
collaboratively with the RGP and our local
partners to realize project wins such as this
one are vital to Ohio’s economic success.”
JobsOhio is a private, nonprofit corpo-
ration designed to lead Ohio’s job-creation
efforts by singularly focusing on attracting
and retaining jobs, with an emphasis on
strategic industry sectors in areas of state-
wide and regional strength.
Using a private-sector approach, JobsO-
hio will work at the speed of business, en-
abling Ohio to be more nimble and flexible
and thus more competitive in its economic
development efforts.
The Regional Growth Partnership is a
private, nonprofit development corporation
dedicated to fostering local, national and in-
ternational economic growth opportunities
for Northwest Ohio and Southeast Michi-
gan. The RGP serves as Northwest Ohio’s
network partner for JobsOhio.
Expansion (Continued from page 2)
Jeffrey
Gitomer
16 TheBusinessJournal March 2013
OHIO’S ELECTRIC COOPERATIVES
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Your electric cooperative offers solutions, resources and
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informative Questline newsletter.
Sidney, OH - Bulk Transit Corporation,
formerly at 800 S. Vandemark Road in Sid-
ney, is expanding to 1377 Riverside Drive
in Sidney. Bulk Transit Corporation spe-
cializes in the hauling of dry bulk freight.
“Our goal is to add value to our customers’
products with reliable on-time, error free
pick-up and delivery,” commented Bryan
DeWolf, VP of Bulk Transit. This Company
has been in operation since 1972 from their
Plain City headquarters. Since than they
have added two sister offices in New York
and Texas along with 10 operational offices
located throughout Ohio, West Virginia,
Kentucky, Michigan, Pennsylvania, Indi-
ana, and New York. “We are small enough
to react quickly to customer needs yet we
have the means for larger job requirements
as well. This Riverside Drive facility fits
our needs for space and allows us to make
a seamless operational transition. This loca-
tion is also close to our customers,” added
DeWolf.
Tim Echemann of Industrial Property
Brokers who represented the seller, Chris
Woddell, states “this is a sign of increas-
ing momentum to the local economy. This
11,300 SF facility at this location gives the
business room to expand with 3.7 acres
available. It’s a newer facility with a Pro-
fessional Image that worked perfectly for
their needs.”
DeWolf says they are always looking to
hire drivers in this area and if they acquire
more drivers then they will expand. Bulk
Transit looks to be operational at this new
site by the third week in February.
Industrial Property Brokers is a premier
full service real estate company offering
sales, leasing, investment analysis, tenant
representation, and property management
throughout Western Ohio and Eastern In-
diana. The company is located at 213 N.
Ohio Ave., Sidney, Ohio. For more informa-
tion visit www.industrialproperty.biz or call
937-492-4423.
Sidney Ohio
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