The Region’s Business Publication
December 2011


Marsh Foundation unveils new outdoor sign

VAN WERT, Ohio - A long-term goal of The Marsh Foundation finally became a reality when a new sign in front of the administration building was unveiled last week. After months of planning and research by The Marsh staff andBoard of Trustees, a new sign was chosen and constructed. “We’ve known that the sign needed updated and it’s been a long discussion,” said Gerald Thatcher, trustee. In the past couple of years, The Marsh has undergone a rebranding of sorts and among other things, implemented a new logo and revised mission statement. “We really wanted a sign that would reflect the true vision of The Marsh Foundation,” he said. See MARSH, page 11A

Superior Federal Credit Union
The Small Business Center at Superior Federal Credit Union was recently certified by the United States Small Business Administration (SBA) as an Export Express and Patriot Express Lender. SBA Export Express loans are used to enhance a company’s export development, while Patriot Express loans are used to help veterans and active military personnel establish or expand small businesses. The Small Business Center was already cer-

tified as a Standard Express Lender, SBA 504 lender, and SBA 7(a) lender. Superior Federal Credit Union is a full-service financial cooperative serving members in West Central Ohio. Superior FCU currently serves 45,000 members with assets of $360 million. The credit union also provides consumer and mortgage loans, checking and savings accounts, brokerage services, and small business services and loans.

Brookside Laboratory Relocating Headquarters in New Bremen
Brookside Laboratory Inc. will be building a new 2.4 million dollar headquarters in New Bremen Ohio next year. The company currently operates out of New Knoxville. Brookside has outgrown its current building having been at the current site since 1955. Construction will start in April of 2012 with a completion date of December. Ferguson Construction Co. in Sidney Ohio will be the general contractor. The new 38,000 square foot facility on six acres of land will allow for extensive future expansion. Brookside Laboratory is one of the oldest and

largest agricultural and sports turf laboratories in North America and regarded as a world leader for high quality, cost effective and accurate analytical services throughout the world. Brookside provides analytical testing to over 35,000 clients and 40 universities around the world. We have set records in business the past 3 years and need the new facility to keep up with demand say Mark Flock CEO/President of Brookside. We look forward to building a modern laboratory designed for maximum efficiency in New Bremen.

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Central ranks among best carriers in agency survey
The Central Insurance Companies has ranked among the top four insurance carriers in Ohio in the annual PIA Insurance Company Satisfaction Survey. For the survey, agents rank carriers in 10 categories based on their level of satisfaction with the carrier’s performance. With an overall 4.0 mean ranking out of 5, Central was ranked first by agents for its Company Website and Billing System. Central also ranked among the top ten companies in the following categories: Commission/Compensation, Personal Lines Underwriting, Marketing Support, Claims Handling, Company Management, Personal Lines Turnaround Time, and Commercial Lines Turnaround Time.

Central launches myCentral® mobile app
Central Insurance Companies proudly announces the launch of its first ever mobile app designed for Central policyholders. myCentral® Mobile allows Central’s personal lines customers to take the myCentral® policyholder website with them any time, any place! With the app, myCentral® users will be able to access essential myCentral® account options such as: • Make payments and check account balances. • View auto ID cards. • Sign up for E-bill. • Contact their agency or Central with one-touch dialing. • Find accident help. • Report a loss. • Review the status of a reported claim. • View policy information from the declarations page. The Central Insurance Companies has been honored with the 2011 Interface Partnership Award from insurance technology company Applied Systems. This award recognizes Central’s achievements in and dedication to realtime communication. Applied Systems acknowledged Central’s leadership and innovations, citing their interface advancements in download and real-time rating. The award was presented at the 2011 Technology, Education & Networking Conference (TENCon) hosted by ASCnet Inc., the Applied Systems Client Network. “In today’s competitive insurance marketplace, efficient and cost-saving interface between independent agencies and their multiple carriers is a fundamental business requirement,” said Doug Johnston, Vice President of Partner Relations & Product Innovations. “Carriers such as Central Insurance Companies represent the absolute best in terms of their rounded interfaces

Central Insurance was founded in 1876, and provides insurance for automobiles, homes, and businesses to more than 390,000 policy-

holders in 18 states. The Central group of companies has combined assets of over $1 billion. Central’s A.M. Best rating is A (Excellent).

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Central receives interface partnership award

• Manage account information in one easy view. myCentral® Mobile is a great way for agents to offer their Central policyholders extended service capabilities and self-service options that increase customer satisfaction and improve efficiency within the agency. The app is available for download today on the Apple app store for iPhone, iPad, or iPod Touch users, and will soon be available for Android devices. Central customers must have a myCentral® account to use the app. Central Insurance was founded in 1876 and provides insurance for automobiles, homes, and businesses to more than 390,000 policyholders in 18 states. The Central group of companies has combined assets of over $1 billion. Central’s A.M. Best rating is A (Excellent).

they offer Applied Systems agency customers, including download for policy, billing, claims and alerts, and real-time responses for agency inquiry, claim reports, policy servicing, and policy rating.” Central Insurance was founded in 1876, and provides insurance for automobiles, homes, and businesses to more than 390,000 policyholders in 18 states. The Central group of companies has combined assets of over $1 billion. Central’s A.M. Best rating is A (Excellent).
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2A TheBusinessJournal December 2011

Jane Birckhead, CPCU
Executive Vice President Trustee - Stepping Stones Center

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Hukill Hazlett Harrington Agency, Inc. Insurance Since 1838 Harrington Agency, Inc.
Email: jbirckhead@hhhinsurance

Hukill Hazlett

Eagle Print launches new corporate website
New website features tools to increase quality and efficiencies for customers
[Delphos, OH] – Eagle Print, a full service commercial web-offset printing company, based in Delphos, Ohio, has launched a new corporate website: The website provides updated capabilities information about the wide range of services that Eagle Print provides to clients, including a step-by-step downloadable Pre-Press Guide to help customers prepare their electronic files. “The Pre-Press Guide is a great way for customers to gain understanding about how to set up their files correctly from the beginning,” said Eagle Print General Manager Dennis Klausing. “When customers use this guide, it allows us to produce a great product and can often save time and money.” If new customers need additional training to set up their electronic files correctly, Eagle Print will provide personalized on-site service to work with customers’ graphic design staff. Eagle Print is a full service commercial web-offset, air dry printing company. The company’s in-house bindery department offers saddle stitching and finishing of tabloids and minitabs (flexies.) Eagle Print provides inline gluing and trimming on single section minitabs as well as a full service mail department featuring the latest CASS-certified software and state-of-the-art equipment for a wide range of mailing requirements. Based in northwestern Ohio, Eagle Print serves customers in Ohio, Indiana, Michigan, Illinois, Kentucky, and Wisconsin. For additional information, contact Dennis Klausing at 419-695-0015 x102 or via e-mail at:

Volume 19, No. 11 Publisher Donald R. Hemple Contributing Writers Jeffrey Gitomer Advertising Donald R. Hemple
The Business Journal is mailed to the top business leaders in the 11-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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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: or

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December 2011 TheBusinessJournal

Movers Shakers

Patricia A. ‘Chic’ Garlock joins First National Bank
Pandora, OH – Patrithe Kiwanis Club of Findcia A. “Chic” Garlock has lay, Advisory Board memjoined First National Bank ber of Artful EDUtainment as Vice President of the and White Tails Unlimited, Findlay market. Garlock member and Past President will manage the existing ofof BNI, served on the Board fice located at 1630 Tiffin of Junior Achievement of Avenue, as well as the new Northwest Ohio for 5 years, location currently under and is an active supporter of construction at 1114 Trenton the Chamber of Commerce, Avenue. The new branch United Way of Hancock will open in February of County, American Cancer 2012. She is responsible for Society and Hope House. customer retention and deShe is married to Todd Garveloping new consumer and lock and has three grown business relationships in the children, Tara Iriti-Sanders, Findlay community. Nino Iriti, and Mike Iriti. Garlock has 23 years of First National Bank is banking experience in the PATRICIA A. ‘CHIC’ GARLOCK a wholly owned subsidFindlay Community and is iary of Pandora Bancshares excited about getting back (PDRB). The Bank was to true community banking. She is a gradu- founded in 1919 and is a locally owned ate of the Ohio Bankers Association School community bank with $127MM in assets. of Banking at Ohio University and the Ohio The bank has offices in Pandora, Bluffton School of Consumer Credit at Kent State. and Findlay, Ohio. First National Bank is an She is very active in the Findlay Commu- Equal Housing Lender and Member FDIC. nity. Pat is a member and Past President of The Bank’s website is

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The Area’s Only Dual Ford Lincoln Dealer!

Citizens National Bank support his commitment to is happy to announce the providing services for both addition of a commercial offices.” and residential lender to our Van Wert and Defiance ofA graduate of The Ohio fices. With previous comState University, Shinglemercial lending experience decker holds a degree in and a credit analyst backAgribusiness and Applied ground, Ty Shingledecker Economics. He’s been in will serve as a commercial the banking industry since lender in the CNB Van Wert 2005, most recently focusoffice. Additionally, he will ing on commercial lending. be providing commercial Committed to the commuand mortgage lending sernity, he has been involved vices in the CNB Defiance in the United Way, Junior loan production office. Achievement, Hancock Shingledecker will be reLeadership, the Heart Walk sponsible for establishing and coaching youth sports. TY SHINGLEDECKER new commercial relationHe and his wife, Meghan, ships for CNB, as well as analyzing current are members of St. Mary’s Catholic Church customer portfolios on a regular basis and in Defiance. providing mortgage and home equity lendWith offices in Bluffton, Celina, Elida, ing to the Defiance market. According to J. Findlay, Lima, Springfield, Van Wert and Michael Romey, CNB President/CEO, “Ty’s Defiance, Citizens National Bank has asexperience in the Delphos market will allow sets totaling more than $565 million and has us to bridge the gap between Defiance and been serving the communities of West CenVan Wert. We welcome his expertise and tral Ohio since 1920.

Ty Shingledecker named VP lending at Citizens National Bank

419-692-0055 1-800-589-7876 11260 Elida Rd. Delphos
4A TheBusinessJournal December 2011

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Construction unemployment Rises To 13.7 Percent in October
“Many construction projects that were set to break ground have been put on hold.” --ABC Chief Economist Anirban Basu. Following a strong 27,000 job gain in September, the nation’s construction industry lost 20,000 jobs in October sending the unemployment rate up to 13.7 percent, according to the November 4 jobs report by the Department of Labor. The construction unemployment rate increased from 13.3 percent in September, but is down from 17.3 percent the same time last year. Nonresidential construction employment decreased by 4,500 jobs for the month with employment standing at 667,900 jobs. However, the sector added 10,300 jobs or an increase of 1.6 percent from October 2010 levels. The heavy and civil engineering sector added 3,700 jobs in October and has added 6,000 jobs or 0.7 percent from the same time last year. In contrast, the specialty trade contractor sector lost 22,100 jobs for the month and has lost 6,400 jobs, or 0.2 percent, yearover-year. Within that sector, nonresidential specialty trade contractor employment dropped by 22,500 jobs from September and lost 20,700 jobs, or 1 percent compared to October 2010. Residential building construction employment gained 3,300 jobs for the month and has added 3,100 jobs, or 0.6 percent, over the last twelve months. Across all industries, the nation added 80,000 jobs as the private sector expanded by 104,000 jobs and government lost 24,000 jobs. Year-over-year, the nation has added 1,501,000 jobs or 1.2 percent. The unemployment rate stood at 9 percent in October. Analysis “Though the addition of 80,000 jobs in October fell short of consensus expectations, the news for the overall economy was hardly terrible,” said Associated Builders and Contractors Chief Economist Anirban Basu. “Unfortunately, the good news does not encompass the construction industry. “Due largely to the chilling effects of the soft-patch that emerged in the nation’s economy in March upon the confidence of lenders and developers, many construction projects that were set to break ground have been put on hold,” Basu said. “This has translated into weaker activity in many construction segments including architectural services and specialty trade contractors. “One of the implications of this has been a sharp reduction in hiring in a segment that has been adding jobs recently, as witnessed in today’s report,” said Basu. “No private industry lost as many jobs as construction,” said Basu. “Construction activity is likely to remain soft in the months ahead for a variety of reason, including stretched state and local government capital budgets, the winding down of federal stimulus, and still disciplined lending.”

Hicksville lands new plant

Loans totaling $7 million draw manufacturer, 200 jobs With loans totaling more than $7 million, Ohio has lured a Texas-based manufacturer to open a factory in Hicksville. FWT, which designs and makes custom steel supports for the telecommunications and utility industries, plans to hire 200. The full-time jobs will pay $17 an hour. Christiane Schmenk, director of the Ohio Department of Development, said the department has worked to create a favorable business climate and fast-track economic development. “Projects like this are the backbone of Ohio’s economic growth,” she said in a written statement. Fort Worth-based FWT will use a $3 million 166 Direct Loan and a $4.04 million Ohio Enterprise Bond Fund loan to buy and renovate a 300,000-square-foot building on 92 acres. Hicksville, which is 25 miles northeast of Fort Wayne, has a population of about 3,400. Defiance County’s unemployment rate was 8.9 percent in September, according to Ohio data released Oct. 25. Texas was also in competition for the project, Ohio officials announced. Mark Kvamme, president and interim chief investment officer for JobsOhio, described the win as something the county and state can build upon. “Ohio has always been a leader in manufacturing, and the addition of FWT is further evidence that we are going to strengthen that position by attracting cutting-edge companies that show the increasing diversity in the industry,” he said in a written statement. FWT officials couldn’t be reached for comment. The company’s products include communications poles that can be disguised as flagpoles, signs, palm trees or pine trees, allowing them to blend with their surroundings.

Allen County - 419-999-0360 Paulding County - 419-339-3765 Putnam County - 419-523- 4580

December 2011 TheBusinessJournal


Convention Centers
Size matters when it comes to planning events.

Event planning checklist
Decorations Plates and flatware Napkins Tablecloth Glasses or cups Set-up

The consensus among administrative assistants is that for smaller events, you can go solo. But for larger ones, it takes a committee, a nod from management and a zinger of a spreadsheet for keeping tasks and timelines on track. The benefits of working with a committee are two-fold: “I used to do the big stuff by myself, but it was too much work. Plus, when you get a few viewpoints, you often come up with ideas you wouldn’t have thought of on your own.” To help you track the details, try this sample checklist: Establish budget Expenses (create separate line items for speaker fees, entertainment, meals, beverages, etc.) Income (create separate line items for registration fees, contributions, other financing) Establish meeting content Programs Speakers and presenters Entertainment Tentative agenda Select venue if off-site Establish venue contact person Tax-exempt certificates if applicable Meeting rooms (create separate line items for square feet needed, lighting, desired amenities) Specify ADA accessibility needs Accessibility/local transportation Parking: free or rate Appearance: Rate inside from 1-5 (with 5=best) and outside from 1-5 Business services available (fax, voice mail, etc.) Renovations planned during event Other events at the venue during event Food and beverage In-house or outside catering

Caterer contact information Format of each meal Select menus Special dietary needs Obtain menu costs Establish ticket system for meals and beverages Additional service personnel Supplies

Table arrangements Flip charts, pens, etc. Audio-visual needs (LCD projectors, laptop, DVD player, etc.) Audio-visual contact information Presentations sent to AV person in advance? Signage and decorations Security Determine security requirements for VIPs, meals and outside functions Medical emergency plan Names and phone numbers for local police, fire departments and hospitals Reception Airport greetings VIP protocol Host committees Welcoming ceremony Name tags Accounting Budget tracking system Master account billing Individual billing Gratuities Final billing Budget vs. actual expenses recap

Come for the Day Stay for the night
• Large meeting room • Ample parking • FREE internet, long distance, cable TV • Easy to find • Continental breakfast
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December 2011

How to choose a meeting venue

When choosing a venue for your next meeting or conference there is more to consider than just the budget. Taking into account who is attending, from how far and how many you should plan to ask the following about any potential venue: Suitability Does the venue fit the company’s corporate image? Does it give the correct impression for this particular meeting? Will it appeal to the target audience? Will the venue’s staff add to the attendees’ experience in a positive way? Location Is the venue easily accessible to those attending? Does the location offer the necessary road/ rail/air links? Is the venue location suitable for any extra events/shows/excurisions that have been planned? Is the location quiet, close enough to accommodation if required, in a safe area, etc... Availability Is the venue available on the dates required? Are any extras such as equipment, accommodation, etc. available on the dates required? How flexible are they if you have to change the meeting date? Size Is the seating capacity suitable? Are the meeting rooms large enough to provide a comfortable experience for those attending? Are the meeting rooms well laid out? Do they allow for good views of the speaker without any obstructions? Does the venue allow attendees to move around without bottlenecks and delays? Facilities Does the venue have a variety of rooms if required? An auditorium if necessary? Small rooms for break away meetings? Can the venue offer a projector, electronic whiteboard, stationery, etc. Does the venue offer wifi internet access? Do they have a photocopying/fax service? Can they make available laptops or PC if required? Can they provide refreshments, tea/coffee/ meals? See VENUE, page 10A
• Two city blocks with 225,000 square feet of flexible, innovative space. • Hundreds of meeting and convention configurations and combinations. • Superior technology throughout. • Spacious, versatile, and well-appointed pre-function areas. • Food and beverage service for up to 3,000 guests in a single setting. • 500 connected, comfortably appointed, guestrooms and suites. • Quick access to amenities and entertainments: ballpark, theaters, botanical gardens, museums, galleries, hiking and biking trails, zoo, pubs and fine dining. | 260.426.4100

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GWCC-SmMktMtgs.2011.indd 1

December 2011


1/4/11 3:18 PM


Client Centered
Perry Corporation / SMS proTECH is a client-centered organization. The Client is the driving force behind what we do.

This Enables Us To:
Understand the client by anticipating and responding to their needs Provide value-added advice and guidance by analyzing client needs and resolving issues Provide the broadest range and highest quality of products and services Develop and maintain long-term relationships by actively listening to our clients in order to build trust and loyalty Offer personal and professional service on everything we sell Through teamwork, leverage our capabilities and resources to fully meet the needs of our clients

“ We are constantly innovating, but our motivation is always the same – Client Satisfaction.”

545 W. Market Street Lima, OH 45801 419.228.1360

1089 Fairington Drive Sidney, OH 45365 937.498.7080



December 2011

Movers Shakers
Local banker receives banking diploma from the Ohio Bankers League
(Columbus, Ohio) – Larry Hoffman, CFO at The First National Bank of Pandora in Pandora, recently graduated from the 2011 OBL Bank Management School sponsored by the Ohio Bankers League. Hoffman was one of 28 bankers who completed the intensive one-week program in September. One of the longest-standing educational traditions in the Ohio banking industry, the School was established in 1955. The comprehensive School offers bankers from across the state the opportunity to enhance their skills in all areas of bank operations and management, and helps them understand the impact changes in the economy have on the profitability of a bank. The highlight of the School continued to be the Bank Executive Simulation where students were divided into groups, selected key roles and then had an opportunity to make “reallife” executive decisions on how to run a bank – all in a risk-free environment – through the BankExecTM software program. This was complemented with sessions in asset liability, bank investments, strategic planning, risk management and more. “Students at the OBL Bank Management School get a real sense for what leaders in their banks do on a daily basis, and the challenges they face in today’s economy,” said Mike Van Buskirk, president & CEO of the Ohio Bankers League. “Graduates need to understand the investment the bank made in each of them represents the belief that each will play an important role in the future of their organization.” Bank employees at nearly every level can benefit from the challenging educational opportunities that are offered in a rewarding environment at the OBL Bank Management School. For more information about next year’s program, scheduled Sept. 16 – 21, contact Susan Poling at 614-340-7611.

Flexible Lease Options
• • • • • 10,000-310,000 square feet Divisible Flex Space Industrial / Food Grade Short term / Long term Options NNN / Gross Lease

LARRY HOFFMAN About the Ohio Bankers League The Ohio Bankers League is the trade association for the Ohio banking industry - and is Ohio’s only organization focused on meeting the needs of all banks and thrifts in the Buckeye State. For more than 100 years, the OBL has been the voice of the Ohio banking industry fostering a cooperation that has made it one of the strongest and most reputable financial trade associations in t he country. By linking banks, bankers, and industry experts - and by pooling their intellectual and capital resources - the OBL serves as a powerful creator of knowledge and collective resources. The non-profit association is comprised of 200 FDIC-insured financial institutions including commercial banks, savings banks, and savings and loan associations ranging in size from more than $1.7 trillion to just over $13 million in assets.

Since 1979, BENSAR Developments Co. has been Leasing quality industrial buildings for the facility needs of companies both large and small.Located in Sidney Ohio, our modern facilities offer a wide range of amenities that are unmatched in the region. Our facilities support warehousing, manufacturing, research & development, distribution centers and office applications.

With over 2.5 million square feet of floor space ranging in size from 10,000SF to 308,000SF under management, BENSAR Developments Co. can provide for your specific facility needs . When you entrust BENSAR Developments Co. to manage your facility needs, you can focus on your core business, lower expenditures, and utilize the latest building technology. We take a team approach with each of our customers, providing seamless support with a “can do” attitude.

The experts providing full payroll services are: Anna Bruns, Eric Macwhinney and Kristen Ulm

207 N. Main St. • Delphos

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1250 N. Vandemark Rd. P.O. Box 4517 Sidney, OH 45365-4517 Ph. (937) 498-1164 Fax: (937) 498-4746

419-227-9040 419-695-9040
December 2011 9A

CentraComm advances on Inc. 5000 list
CentraComm, a leading IT managed security and networking services company, was recently ranked 2890 by Inc. magazine on its annual Inc. 5000 list, an exclusive ranking of the nation’s fastestgrowing private companies. CentraComm previously earned Inc. 5000 recognition in 2007, 2008 2009 and 2010. The Ohio-based company operates throughout the Great Lakes with staff based in Findlay, Toledo, , Columbus, Dayton and Grand Rapids, Michigan. In addition to multiple years on the INC 5000 list, last year the company was one of only two Ohio companies named to the CRN Fast Growth 100, a national ranking of the fastest growing IT solution providers for five consecutive years. CentraComm is an industry-leading managed service provider originally formed in 2001 as an Internet Service Provider (ISP). CentraComm offers routing-switching-security expertise with seasoned, certified engineers, a strong focus on customer service and best-of-breed products and partnerships. “We are truly honored to be included on the 2011 Inc. Magazine list; it is a reflection of the determination, poise and focus of our team and our outstanding clients who continue to trust in our counsel and vision,” said Mark Robinson, CentraComm’s President. “Since our origins in 2001 as an Internet Service Provider, we have embraced innovation and service excellence in our pursuit to grow sustainably and better serve our clients. We anticipate building upon this foundation in the years ahead.” “Now, more than ever, we depend on Inc 500/5000 companies to spur innovation, provide jobs, and rive the economy forward,” stated Jane Berentson, Editor of Inc. Magazine. “Growth companies, not large corporations, are where the action is.”

Ohio minimum wage set to increase
Ohio’s minimum wage is scheduled to increase on January 1, 2012 to $7.70 per hour for non-tipped employees and to $3.85 per hour for tipped employees, plus tips. Ohio’s current minimum wage is $7.40 per hour for non-tipped employees and $3.70 for tipped employees, plus tips. On January 1, 2012, the increased minimum wage will apply to employers who gross more than $283,000 per year. Currently, Ohio’s minimum wage applies to employers who gross over $271,000 per year. The Constitutional Amendment passed by Ohio voters in November 2006 states that Ohio’s minimum wage shall increase on January 1 of each year by the rate of inflation. The state minimum wage is tied to the Consumer Price Index (CPI) for urban wage earners and clerical workers for the 12-month period prior to September. This CPI index rose 4.3 percent from September 1, 2010 to August 31, 2011. The Amendment also states that the wage rate shall be rounded to the nearest 5 cents. The Constitutional Amendment is available HERE. For employees at smaller companies (grossing $271,000 or less per year or $283,000 or less per year after January 1, 2012) and for 14- and 15-year-olds, the state minimum wage is $7.25 per hour. For these employees, the state wage is tied to the federal minimum wage of $7.25 per hour which requires an act of Congress and the President’s signature to change.

Venue (Continued from page 7A)
Are vegetarians, vegans and those with specific dietary requirements catered for? Does the venue have enough parking spaces? Are the rooms well ventilated and temperature controlled? Will disabled delegates be catered for? Is there a restaurant or bar for post-meeting networking and entertainment? Do they have sports and leisure facilities such as a pool or gym? Can the venue also provide accommodation if required? Cost Does the venue fall within the budget for this meeting? What type of rates do they offer i.e.: 24 hour per delegate rate, individual room hire rate, etc... Can they offer any discounts? Can the price be negotiated? Does the overall cost, all extras included,

compare favourably with other offers/ options (i.e.: hotel accommodation at a separate location to the meeting or dining elsewhere) Are there hidden costs? When is payment required? Is a deposit required and if so how much and how far in advance? What is their cancellation policy? Will you receive a full or partial refund? A lot of the above questions can be answered by a visit to the venue’s website and by asking for a quote. If it is a venue you have never used before you may want to ask the opinion of other companies that have held meetings and conferences there to find out what their experience was like. If the meeting or conference is an important one you may wish to visit the venue personally to get a first hand impression of the layout, suitability and, very importantly, the attitude of the management and staff.

Trust Experience Trust

Industrial & Commercial Roofing
Minster & Dayton

10A TheBusinessJournal December 2011

What are you really asking of ‘your people?’
“I want my people to be accountable.” “I want our people to be MORE accountable.” “Our main issue this year is ‘accountability.’” Sound familiar? Accountability is the number one recurring theme throughout sales leadership in the United States. Sales leaders want their salespeople to be more accountable for their actions, activity, numbers, and (of course) sales. And it’s TOTALLY WRONG, TOTALLY BACKWARD, TOTALLY INSULTING, and TOTALLY ANTI-SALES. How’s that for an opinion? REALITY: NO SALESPERSON WANTS TO BE ACCOUNTABLE. They got into sales so they WOULDN’T have to be accountable. But sales leadership, even in their current CYA situation, has no concept of “field reality.” Rather, they implement some form of accountability through CRM (customer relationship management), and wonder why NO ONE uses it, much less keeps it up to date. CRM is an advanced form of database that that helps salespeople keep track of customers, and on the surface it seems like a great tool. But it’s complex, cumbersome, and requires additional work. Leadership, who bought CRM for the wrong reason, expects all salespeople to document everything. But salespeople don’t. CRM programs are the most-purchased, least-used software in the history of the computer. Why? The reality is: CRM doesn’t help salespeople make sales. Which brings me to today’s subject: accountability versus responsibility. Sales leaders who want Jeffrey their people to be accountGitomer able are passing off their leadership duties to someone else, and then blaming them for failure. Wrong approach. Leadership and accountability are at the opposite ends of the spectrum, especially the sales spectrum. THINK ABOUT IT THIS WAY: You’re accountable to me. (Not good.) I’m responsible for you. (Much better.) And responsibility has a much more inclusive meaning. As a leader, you’re responsible for your actions, responsible for your people, responsible for your attitude, responsible for your leadership skills, and certainly responsible for your results. As a leader, the only person you’re accountable to is yourself. And if you pass on the same strategy and philosophy to your people, that THEY are… • responsible for their actions • responsible for their customers • responsible for their attitude • responsible for their sales skills • responsible for their results …your acceptance and respect as a leader will ensure positive growth. If a salesperson takes responsibility for his or her knowledge, pipeline, customers, sales, income, and success, your job as a leader shifts from a paranoid accountability manager to an encouraging, supportive leader. What’s the difference? • Accountability sends the wrong message. It implies forced leadership and micromanaging. It has at its base “you are” and “you must” as a process. It’s “childish.” • Responsibility sends the right message. It’s individualized and team-oriented. It’s “I am” and “I will” as a process. It’s “adult.” • If I’m accountable, it’s less likely that I’ll ever do my best or be my best. Rather, I’ll do what’s necessary, and report at the deadline – or just after. • I’m responsible has a chance to include

character building and pride in my achievement and work. • I’m accountable lowers morale and creates disdain on the part of salespeople. Here is the most telling difference: “You’re accountable” indicates a corporate directive, and an order. “I’m responsible” indicates a personal decision, and a success opportunity. As negative as accountability is, there is one place it fits. You are accountable to yourself. You face the accountability mirror of truth every morning and every evening – in your bathroom. You are accountable to yourself for your attitude, your actions,you’re your results. And in the end, accountability will still be “on message” and erroneously rule the sales airwaves, even though what I have written is truth and reason. What’s your take on responsibility versus accountability? Post your views at, or tweet them @ gitomer
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,, will lead you to more information about training and seminars, or email him personally at © 2011 All Rights Reserved. Don’t even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112


(Continued from page 1A) work with,” Grothouse said. “They really worked hard to ensure that the stone was engraved and painted in a professional and timely manner. They did a great job,” he said. Connie Boley, owner of Swan Memorials, said it was an exciting community project for her team to work on. “The piece of Indiana limestone weighs 3,900 pounds and is the heaviest we’ve ever worked with,” she said. The engraving alone took 14 hours and the paint used was mixed by hand to ensure the correct color was created. The sign, which will undoubtedly stand for generations to come, is a symbol of the steadfast history of The Marsh Foundation and the organization’s commitment to helping children and families. Serving children and families since 1922, The Marsh Foundation is a not-for-profit children’s services agency that provides behavioral treatment in a variety of settings. Services include group homes, treatment and family foster care, an intensive treatment program and independent living. Located in Van Wert, Ohio, the organization’s group homes are licensed for up to a total of 30 children ages 7 - 17, offers an on-campus school for grades 2 - 12 and provides a variety of clinical services to group home residents, foster children and community members. The mission of The Marsh Foundation is to inspire hope, to teach and to care for children and families. For more information about The Marsh, visit

The final product was a team effort and would not have become a reality without the help of local businesses, Wellman Brothers, Inc. and Swan Memorials. “We have a longstanding relationship with Wellman Brothers and are always pleased with their professional work,” said Jeff Grothouse Marsh Foundation executive secretary and treasurer. Wellman Brothers was responsible for the construction and masonry of the sign. “We do a lot of masonry work, but this was our first actual sign,” said Blair Walls, owner of Wellman Brothers, Inc. “We couldn’t be happier with how it turned out.” “Swan Memorials was also fabulous to

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12A TheBusinessJournal December 2011