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GO2 Technologies, a company that specializes in engineering solutions and integrated technology has moved to Vandalia. Scott Schoessow, Partner/Owner at GO2 is looking forward to the opportunities the new location provides. He explains, “This facility is going to benefit GO2 and our partners in many ways. We now have the space for our machining capabilities, and have nearly doubled the manu- New location of GO2 Technologies. facturing and office areas. Vandalia is a great place for GO2 to enhance opportunities with sup- highly skilled engineers, manufacturing personpliers, vendors and partners. Look for more excit- nel and machinists. GO2 Technologies services include Engineering, PLC/HMI Equipment and ing announcements from us in the near future.” Recently of Dayton, GO2 Technologies, an Fixturing, New and Used Robotic Arms and SerEngineering Solutions Provider (ESP), special- vice, and System Maintenance Programs includizes in Custom Machine Building for both ro- ing Service and Repair, Equipment Retrofits and botic and non-robotic applications. They are See GO2, page 6A a turnkey provider and their resources include
GO2 Technologies relocates to Vandalia
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©2012 BlueScope Buildings North America, Inc. All rights reserved. Butler Manufacturing™ is a division of BlueScope Buildings North America, Inc. www.AlexanderBebout.com
©2012 BlueScope Buildings North America, Inc. All rights reserved. Butler Manufacturing™ is a division of BlueScope Buildings North America, Inc.
©2012 BlueScope Buildings North America, Inc. All rights reserved. Butler Manufacturing™ is a division of BlueScope Buildings North America, Inc.
Glued to your desk at work? Cross that off or talking on the phone comfortably. the list of reasons not to exercise. It’s been a decade since scientific studies A growing number of Americans are began to show that too much sitting can lead standing, walking and even cycling their to obesity and increase the risk of developway through the workday at treadmill desks, ing diabetes, high blood pressure and heart standup desks or other moving workstations. disease. Even going to the gym three times a Others are forgoing chairs in favor of giant week doesn’t offset the harm of being sedenexercise balls to stay fit. tary for hours at a time, said Dr. James Levine, Walking on a treadmill while making an endocrinologist at the Mayo Clinic. phone calls and sorting through emails means “There’s a glob of information that sitting “being productive on two fronts,” said An- is killing us,” Levine said. drew Lockerbie, senior vice president of benMore companies are intrigued by the idea efits at Brown & Brown, a global insurance of helping employees stay healthy, lose consulting firm. weight and reduce stress — especially if it Lockerbie can burn 350 calories a day walk- means lower insurance costs and higher proing 3 to 4 miles on one of two treadmill desks ductivity, said Levine, an enthusiastic suphis company’s Indianapolis office purchased porter of the moving workstations. earlier this year. “I’m in meetings and at my “Even walking at 1 mile an hour has very desk and on the phone all sustantial benefits,” Levine said, such as douday,” he said. “It’s great to be bling metabolic rate and improving blood able to have an option at my sugar levels. “Although you don’t sweat, work to get some physical your body moving is sort of purring along.” • Health activity while I’m actually Sales at Indianapolis-based TreadDesk are You might be surprised to discover the virtually unlimited design and Medical 7A doing office stuff. You feel expected to increase 25 percent this year as ® better, you get your blood large corporations, including Microsoft, building system. As your local Coca Butler Bu possibilities of a Butler moving, you think clearly.” Cola, United Healthcare and Proctor & Gam• Commercial/ we candesks build a deﬂexible and attractive building that incorpora Treadmill started buying Butler the workstations in bulk, Real Estate 2-3B signed for the workplace ble said Jerry Carr, the company’s president. wood, brick, stone, or glass. You can also choose from a wide variet are normally set to move at At LifeSpan Fitness, based in Salt Lake of metal roof to and wallCity, systems—all in a building meets • Regional Financial 1 to 2 mph, enough get sales of treadmill desksthat more than both tri- you the heart rate up but not too pled over 2012, said Peter Schenk, company You might be surprised to discover the virtually unlimited design Institutions 4-8B needs from and your budget. fast to distract reading president. building system. As your local Butler Builder, possibilities of a Butler
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The Business Journal 405 N. Main St. Delphos, OH 45833
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You might be surprised to discover the virtually unlimited design You might be surprised to discover the virtually unlimited design possibilities of a Butler building®system. As your local Butler Builder, ® possibilities of aand Butler building system. As your local Butler Builder, we can build a ﬂexible attractive Butler building that incorporates wood, brick, stone, or glass. You can also choose from a wide variety we can build a ﬂexible and attractive Butler building that incorporates of metal roof and wall systems—all in a building that meets both your wood, brick, stone, or glass. You can also choose from a wide variety needs and your budget. of metal roof and wall systems—all in a building that meets both your needs and your budget.
More design f lexibility for
Contact us at 419-238-9567 or visit us on the web www.AlexanderBebout.com
Contact us at 419-238-9567 or visit us on the web
we can build a ﬂexible 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.
Contact us at 419-238-9567 or visit us on the web www.AlexanderBebout.com
Alexander & Bebout, Inc.
Contact us at 419-238-9567 or visit us on the web www.AlexanderBebout.com
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After a sluggish 2013, the construction industry could see a gradual uptick in total construction starts in 2014, according the McGraw-Hill Construction’s 2014 Dodge Construction Outlook. McGraw-Hill Construction forecasts that total construction starts could rise by 9% next year to $555 billion, led by a solid housing market and improved opportunities in commercial building. Non-building sectors, especially electrical utilities, could be drag on starts in the coming years. “It’s another step along the road to recovery, but on the painful to frustrating side at times,” says Robert Murray, vice president of economic affairs at McGraw Hill Construction.
Construction starts to rise by 9% in 2014
McGraw-Hill Construction announced its forecast during its Outlook Executive Conference in Washington, D.C., Oct. 25. The forecast banks on federal budget deliberations proceeding “in a more orderly manner,” which could enable the U.S. economy to grow by 2.5% to 3% in 2013. The government shutdown and concerns about potential default have been a drag on the economy this year. The U.S. economy is expected to grow by just 1.6% in 2013, down from 2.8% in 2012. That retraction is underscored by recent construction activity. After 10% growth in construction starts in 2012, McGraw-Hill forecasts that the industry will see only a 5% increase in starts this year, reaching $508 billion. As the construction industry has tried to recover following the recession, the residential sectors have led the way. Multi-family housing, particularly apartment units, began to tick up in 2010. The sector surged in 2012, rising 36% to $40.2 billion, but the pace has slowed. McGraw-Hill Construction estimates that multi-family residential starts will increase by 19% to $48 billion in 2013 and 11% to $53.1 billion. “If you had to pick the star of the construction industry, it’s really been multifamily housing,” Murray said. In terms of volume, the largest driver of current construction starts is the single-family home sector. The sector began to buoy total construction starts last year with a 29% jump to $125.8 billion. That pace is expected to continue, rising 27% to $159.5 billion in 2013 and another 26% to $201.1 billion in 2014. Still, activity remains far below historical norms, at less than have the volume seen at the 2005 peak.“Is it where it had been? Not even close,” Murray added. In commercial building, Murray sees “hesitant upper movement” as the sector sees steady but modest improvement. After a 14% uptick in 2011 and a 12% rise in 2012, that pace of growth continues at 15% in 2013 to $62.4 billion and 17% to $72.7 billion.
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(Continued from Page 1A) Upgrades. “Partnerships with our suppliers and vendors is extremely important to our type of business,” comments Scott. “We are proud to have partnerships with Mitsubishi, Motoman, C&E Sales, Voelker Controls, Triad Technologies, Rockwell Automation, Becker Electric and Robeck Fluid Power to name a few. We are also members of DRMA - Dayton Region Manufacturers Asso-
ciation. An example of the innovation that keeps GO2 at the top of their field is explained by GO2 Owner/Partner Kent Walker: “The University of Dayton Research Institute and the Air Force Research Laboratory at Wright-Patterson Air Force Base were in need of a solution to a very labor intensive process for manually pipetting three different materials — alane, titanium isopropoxide, and oleic acid — inside a glovebox. GO2 was approached to develop an auto-
mated method that would robotically dispense, mix, sonicate and verify the highly accurate process. We integrated a Covro Air Displacement Pipettor, which could handle the corrosive liquids within the specified volumes, with a Mitsubishi vertical articulating robotic arm. Additionally, GO2 developed a custom airtight chamber to house the entire system that could be purged with nitrogen. This new inte-
grated system runs a batch of 56 vials in roughly 20 minutes. It is highly accurate and solved repeatability and quality issues the manual process was prone to.” GO2 Technologies is always looking for new talent, and actively recruits skilled mechanical and electrical engineers, machine operators, designers, CAD operators and assembly specialists.
TECHNICON DESIGN GROUP, INC.
Architecture • Engineering • Planning The Annandale Office Complex 1800 North Perry - Suite 200 Ottawa, Ohio 45875 Phone: (419) 523-5323 Facsimile: (419) 523-9441
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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 completeness 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
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Drill or hole? What are they buying — and what are you selling?
A guy walks into a hardware by the wall” or “Here’s what’s on store and says to the clerk, “I need sale.” a drill.” NO! This is your opportunity Clerk says, “Well, not really. to become an advisor rather than You want to make a hole.” a traffic director. So far you don’t If you’re in retail and your cusknow WHAT KIND OF HOLE tomer comes in and says, “I need THE CUSTOMER NEEDS. a drill,” or “I want a drill,” or • How big (what diameter) of a “Where are the drills?” you, the hole are you drilling? salesperson, begin some response • What kind of material are you dialog. drilling into? REALITY: He didn’t come for • How deep is the hole? a drill. He needs a hole. • Are you drilling inside or outNow you may have heard some side? version of “drill-hole” in your ca- Jeffrey H. Gitomer If you’re trying to show the reer, but you have never heard what customer the 3/8ths inch drill “on the situation is, how to address the buying sale” and the customer needs a half-inch motive, how to take control of the sale, how hole, you’re gonna have an unhappy customto gain trust, and how to create a vision of er. If you know it’s a half-inch hole through “outcome” in the mind of the buyer. a wooden post, you can recommend the right HERE’S THE REAL LESSON: (And it drill, and also tell them they need a “starter can be applied to ANY sales situation where hole” with a smaller drill bit to ensure a perthe buyer is wanting a service or a product fect outcome. and needs your help to “find the right anOK, you get it! Drill – hole – want – need swers and achieve the required or desired – outcome. outcome.”) If you ask, “What kind of drill But how does this apply to you and your are you looking for?” you’re asking an an- sales? noying, self-serving, time wasting, priceWell, it applies to every sale that everyone based question. Zero value to the customer. makes – including yours: Wrong direction to close a value sale. • I need a filling in my tooth. No, you want It’s likely the customer has NO IDEA to be healthy and pain free. what kind of drill he wants – and you, in • I need copies. No, you want to send a your sales brilliance, are gonna point out the proposal in color that reflects your image “drill aisle” and be done with it. You smile and wins the sale. and say, “They’re in the hand tool area over • I need a new roof. No, you want to have no leaks, and enjoy quality of life. • I need a credit card. No, you don’t have cash, or you don’t want to spend your cash. • I need tickets to a concert. No, your favorite group of all time is playing and you have never seen them before. It’s on your bucket list! • I need to find a restaurant. No, you need to eat. • I need new tires. No, how do you use your car now? How many miles are on your present tires? City or highway driving? • I need a flight to New York City. No, why are you going? What will you do after you arrive? Where are you staying? NOTE WELL: Just because you don’t have what the customer needs, does not mean they no longer need it. If I call a hotel to book a room and they say, “Sorry, we’re full,” I respond, “Oh, I guess I don’t need a room after all.” Think past “sale” to “genuine need and desired outcome.” What does the customer need or want to do AFTER the sale is made? And how can you show him or prove to them that you have the answers, and you are the best choice to create the best outcome? A happy ending, if you will. That’s what the customer is really buying: OUTCOME. It’s not what it is (a perceived need) – a drill. It’s not just what it does – makes a hole. It’s the desired outcome – the result of
drilling the hole. As a salesperson, if you’re looking to successfully sell at your price, build a relationship, and earn a referral, you better stop selling the features and benefits of your product, and look to what happens after the sale – after the customer takes ownership. GOOD NEWS: If you are able to find (by uncovering and asking for) the desired outcome, and agree that your answer, your solution, or your idea will be the best one – the customer will buy. GREAT NEWS: When the outcome comes to pass, the customer will tell Facebook what happened. Want insight on buying motives – to help yourself answer the question What makes me want to buy? Go to www.gitomer.com, register if you’re a first-time visitor, and enter the word EMOTION in the GitBit box. 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 and seminars, or email him personally at firstname.lastname@example.org. this employer contribution – as well as your employee contribution to employer-offered coverage – is often excluded from income for federal and state income tax purposes. Your payments for coverage through the marketplace are made on an after-tax basis.” Compare after-tax coverage costs from employers and exchanges. Even if employees are eligible for premium subsidies on a state exchange, they should compare their after-tax cost of coverage on the exchanges with how much they would pay out of their own pocket in pre-tax dollars for their employer plan. Some employers help their employees with this calculation, but they’re not required to do so under the new law, said to Kevin Kuhlman, manager of legislative affairs for National Federation of Independent Business. Obamacare also includes a separate set of insurance exchanges for small businesses, known as the Small Business Health Options Program, or SHOP. Eventually, these exchanges will offer employees from small businesses a range of different health plans. However, they currently have limited capabilities, especially with the exchanges that have been set up in most states by the federal government. “In those states with the federally facilitated SHOP, they can only enroll employees in one plan,” Kuhlman says.
Countdown to Obamacare: What employers should tell you about your coverage
Editor’s Note: This is part of a continuing series for new state health insurance exchanges that have been created to help people find coverage and meet the requirement for mandatory health insurance that takes effect Jan. 1, 2014. Read part one “How Will My Health Insurance Change?” part two “A Consumer’s Toolbox” and part three “The Penalties for Uninsured Americans.” See “A Consumer’s Guide to Obamacare.” The Affordable Care Act will have an enormous impact on employer health insurance policies, but it’s not expected to make a big difference in 2014 – the first year the mandate to have health insurance will be in effect. Still, employers remain a major source of information about Obamacare, and many are offering resources to help explain the state health insurance exchanges that opened Oct. 1. “They anticipate that their employees will have lots of questions as they see lots of advertising about the exchanges,” says Tracy Watts, the national leader for health reform at Mercer, which advises employers and helps administer employee benefit programs. Whether you work at a company with 10 or 1,000 employees, here’s what you need to know about employer health insurance policies under Obamacare. Pay careful attention to employer health care notices. Small employers with 50 or fewer full-time employees do not have to offer employee health insurance. More than 90 percent of employers with more than 50 employees already offer health insurance and are expected to continue to do so in 2014, according to Karen Pollitz, a senior fellow at the Kaiser Family Foundation. Obamacare requires larger employers to offer health insurance, but the effective date of the employer mandate was delayed from Jan. 1, 2014, to the beginning of 2015. Watts, who specializes in how Obamacare affects larger employers with more than 50 full-time employee, says larger employers that offer health insurance next year will comply with most, if not all, coverage requirements of Obamacare, but there are some exceptions. For this reason, employees should pay close attention to any communication from their employers about 2014 health plans and changes. By Oct. 1, all employers were required to provide employees an “exchange notice” about whether or not the employer offers insurance. The notice must tell employees about new public insurance exchanges, the possibility they might be eligible for subsidies if they buy insurance on these exchanges and the possibility of adverse tax consequences if they buy insurance on the exchanges. “For most people who are offered coverage by their employer, they are not eligible for subsidies in the exchanges,” she says. This assumes that the employer’s health plan meets all Obamacare coverage requirements. If it doesn’t, the employee can seek insurance on a state exchange – often with attractive subsidies. But even if the plan meets Obamacare standards, the employee can seek coverage on an exchange and possibly qualify for tax credits on his health insurance premium if the annual insurance premium for the employee’s individual coverage (excluding family members) exceeds 9.5 percent of the employee’s household income. The exchange notice from employers must also inform employees about the possible tax consequences should they buy insurance on a state exchange rather than from the employer. The message may look like this model exchange notice from the U.S. Department of Labor: “If you purchase a health plan through the marketplace instead of accepting health coverage offered by your employer, then you may lose the employer contribution (if any) to the employer-offered coverage. Also,
When Congress was writing Obamacare, its biggest backers said the new law would help small businesses. Instead, they’re complaining about it. It was also supposed to take the cost pressure off businesses in general. Instead, they say it’s just adding more pressure. It’s one of the biggest political ironies of the health care law: Some of the loudest gripes are coming from the employers who were meant to benefit from it. But the reality is, from the smallest startups to the largest corporations, employers have a lot of new rules and reporting requirements to keep track of. And in some cases, there are new costs, too. It’s the only way to make the law work — but it’s also a headache for many employers. Obamacare was sold as a way to give small businesses new, cheaper sources of insurance through their own health exchanges. But most of those small-business exchanges won’t be able to offer workers a choice of health plans in 2014 — which undermines one of the main purposes of having them. And it’s harder for small-business owners to follow the new rules and requirements than it is for bigger businesses, since they don’t have big human resources departments to help them out. “It’s very difficult for small-business owners to keep up when the rules of the game keep changing,” said Kevin Kuhlman, a lobbyist for the National Federation of Independent Business. For large employers, Obamacare was sold as a way to rein in those runaway health care costs.
Health and Medical How Obamacare affects businesses - large and small
But it also created compliance burdens for many employers — new reporting requirements, notices that all employers have to give to their workers and new costs through taxes and fees that help pay for different parts of the law. They’re also starting to worry about a big future penalty for especially generous health plans — the so-called Cadillac tax — that could have a far wider impact than the law’s authors originally thought. By the time you factor it all in, business groups say, Obamacare will hurt their costs more than it will help. The Obama administration has won praise from employer groups for delaying the requirements for businesses to report the details of their coverage to the federal government, as well as the fines employers with 50 or more full-time workers will have to pay if they don’t provide health coverage. But they’ll still be an issue for businesses starting in 2015. Obama administration officials say they’re doing their best to get the word out to businesses so they don’t run into any nasty surprises. There’s a new “health care changes wizard” website to walk all employers through the new requirements. And the Small Business Administration is holding Obamacare events with small-business owners across the country, conducting weekly webinars to teach them about upcoming requirements, and posting news and guides on its website. “We know folks are busy,” an SBA official said — which is why the administration is conducting the educational events and trying to make the rules easier. There are loud voices in the business community that depict Obamacare as the biggest threat employers face today — notably the U.S. Chamber of Commerce and the NFIB, two of the most powerful interest groups in Washington. But there are employer groups that solidly back the law — like Small Business Majority, an advocacy group that’s conducting the webinars with the SBA to tout the law’s benefits, like the health exchanges and tax credits for small businesses. “The benefits far outweigh the costs,” said John Arensmeyer, the group’s founder and CEO who previously was founder of an international e-commerce company. “There’s been a lot of confusion. …There’s been more heat than light on the subject.” And not all of the alleged dangers to businesses hold up to scrutiny. Is Obamacare a “job killer,” as many Republicans charge? Economists say it’s just not showing that kind of impact — at least so far. And is it going to cause employers everywhere to slash their workers’ benefits? Even UPS, which got national attention for cutting its health coverage for spouses who can get their coverage elsewhere, now says it can’t really blame Obamacare for that one. “I wouldn’t characterize it as, ‘We did this because of Obamacare,’” UPS spokeswoman Kara Ross told POLITICO — even though its memo to employees was full of references to the law. Other leading business groups say Obamacare is just part of a bigger picture of rising health care costs that has been going on for years. Yes, they say, employers are trying to find ways to trim their health benefits so their spending rises more slowly. But to pin it all on Obamacare, they say, misses the larger trends in businesses’ health care costs. “Not at all. Everything that’s happening now was going to happen anyway, and it’s just a matter of how fast and how much,” Darling said. The small-business exchanges Supporters of the law insist that small-business owners may just not know enough about the law to realize the good things they can get out of it. Case in point: the small-business health exchanges. They’re called “SHOP exchanges,” and like the ones for individuals, they’re supposed to provide a place to compare health plans and buy them at competitive prices. They’ll also designed to give small businesses with 50 or fewer workers an important advantage: the ability to spread their risk of big medical expenses, since they’ll be part of larger groups, and use their combined purchasing power to get better rates from insurers. And like the health exchanges for individuals, open enrollment for the SHOP exchanges starts
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on Oct. 1 — although some enrollment is being delayed in the ones run by the feds. There’s just one problem: For the first year, employees won’t actually have choices in most of the SHOP exchanges. In all of the ones run by the feds — and remember, these are the ones that are stretched pretty thin — the Obama administration delayed the feature where small-business workers will be able to choose their health plans. So if you’re a smallbusiness worker and you live in one of those states in 2014, your employer will just say, “Here’s your health plan” — like they do now. If you live in one of the states that are running their own health exchanges, you’re more likely to have a choice of health plans — most of them will have employee choice in 2014. And you may get that choice in the federally run exchanges starting in 2015, but only if the Obama administration is able to get those marketplaces running more smoothly. The Department of Health and Human Services has a website where you can look up what kind of exchange your state has. There’s also another feature of the law that was supposed to help small businesses: a tax credit to help the smallest ones buy health insurance. It has been around since 2010 on a smaller scale, but starting in 2014, they’ll be able to get a credit for up to 50 percent of their health care premium costs if they buy insurance through one of the SHOP exchanges. It’s only for really small businesses, though — those with fewer than 25 employees (or their “equivalents,” again), pay less than $50,000 a year in average wages and pay for at least half the premiums themselves. And they only get the full credit if they have 10 or fewer full-time workers and their average wages are less than $25,000 a year. That’s why the tax credits haven’t gotten a lot of use so far — they just haven’t been very helpful to small businesses, and many of the businesses at that level don’t offer health coverage anyway (and they wouldn’t be required to under Obamacare). Kuhlman of the NFIB calls it “underwhelming.” But even if small-business owners aren’t sure they would qualify for the credit, Arensmeyer says they should at least talk to their accountant to check it out. Who has to cover their workers The issue that most people know about is the “employer mandate” — a loose term for a set of fines for businesses that don’t cover their workers. That’s a big issue for small businesses that might be right on the edge of 50 workers. Starting in 2015, any employer with the equivalent of 50 or more full-time workers will have to pay a $2,000 annual fine for each worker — not counting the first 30 — if they don’t offer health coverage. And if they do offer health coverage, it has to meet the law’s “affordability test.” A worker shouldn’t have to pay more than 9.5 percent of his or her income AND REPAIR CO. • COMMERCIAL for self-only coverage, and the • INSTITUTIONAL plan shouldn’t cover less than 60 • INDUSTRIAL percent of the costs. If the cov• RESIDENTIAL erage fails either of those tests, the employer will have to pay a $3,000 annual fine for each worker that goes to a health exchange for coverage and gets a subsidy visit us at www.tjpaintingandrepair.com for it.
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889 Sumpter Rd. In Belle Plaza 734-732-4394 13123 Eureka Rd. ¼ Mile West of Fort St. 734-720-1378
15401 Southﬁeld Rd. ¼ Mile East of Allen Rd. 313-254-4236
Call for an 567-208-5437 1655 Tiffin Avenue, Suite C Call for an appointment! Monday-Thursday 9-5 appointment!
15401 Southﬁeld Rd. 20830 ¼ Mile East of Allen Telegraph Rd. 313-254-4236 Just North of King
TheBusiness Journal 889 Sumpter Rd.
In Belle Plaza
November 2013 13123 Eureka Rd. ¼ Mile West of Fort St.
15401 Southﬁeld Rd. ¼ Mile East of Allen Rd.