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Two great products one great company!

Cotterman & Company Leading the Roofing Industry


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BusinessJournal
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The Regions Business Publication
June 2012

OF WEST CENTRAL OHIO

Cotterman & Company has been recognized for superior performance from top manufacturers in the commercial and industrial roofing industry. Carlisle-Syntec, leading roofing manufacturer, awarded Cotterman the Carlisle Perfection Award, which only the top 15 contractors in the nation have earned this achievement. This distinct recognition is based on a series of metrics, including installation quality ratings and warranty claim performance. Along with the award, Cotterman is on the Perfection Council that works directly with Carlisles management to continuously improve the product and techniques of installation. Cotterman also received Carlisles 2012 Excellence in Single-Ply (ESP) for the 3rd consecutive year. ESP status is given out annually to a small percentage of contractors based on quality ratings and volume. Cotterman has installed and warranted over 8,200,000 square feet of Carlisles single-ply roofing system. In addition, Duro-Last Roofing awarded Cotterman & Company the JRB Award. This achievement is based on sales volume and quality achievements

for the year. Cotterman also lead Ohio in Duro-Last sales in 2011. The national exposure of their performance is very gratifying for all the employees at Cotterman. Mike Cotterman states, Its extremely rewarding to overcome the negative stigma associated with roofing contractors by providing superior workmanship that extends the expected lifespan of a roof. The company is committed to exceptional installations for years to come. The National Roofing Contractor Association issued a few tips when selecting a commercial roofing contractor: Select a contractor that has been in existence for at least a period of ten years and is a BBB accredited business. Check references on projects similar to yours. Residential or general contractors may be extending themselves beyond their normal scope of work. Hire a specialized commercial roofing contractor. Request a manufacturers warranty so the roof remains warranted regardless of a contractors existence. Also, ensure they carry the proper liability and workers compensation coverage.

The Andersons finalizes purchase of Iowa Ethanol Plant


INSIDE
Hospitals Architecture Elder Care Commercial Banking A8 B2 B3 -B4 B5-B6-B7
MAUMEE, Ohio -- The Andersons, Inc. ANDE -0.99% announced it has completed the purchase of an ethanol facility in Denison, Iowa, now known as The Andersons Denison Ethanol LLC. The operations consist of an ethanol production facility with an adjacent 2.7 million bushel grain terminal, previously owned by Amaizing Energy Denison LLC and Amaizing Energy Holding Company, LLC, with direct access to two Class 1 railroads in Iowa. As our first ethanol plant west of the Mississippi, this purchase provides us with geographic diversity, says Neill McKinstray, President, Ethanol Group. We are looking forward to expanding our ethanol production, marketing and services in one of the highest corn production regions in the U.S. and offering our grain marketing and risk management services to our growers. The Andersons Denison Ethanol LLC has been organized to provide investment opportunity for The Andersons as well as outside investors. The Andersons will manage the operations, and provide grain origination, risk management, and DDG and ethanol marketing services. The ethanol plant in Denison, Iowa, is the fourth ethanol facility in which The Andersons has an investment and serves as manager. The other ethanol facilities are located in Albion, Mich., Clymers, Ind., and Greenville, Ohio. About The Andersons, Inc.The Andersons, Inc. is a diversified company with interests in the grain, ethanol and plant nutrient sectors of U.S. agriculture, as well as in railcar leasing and repair, turf products production, and general merchandise retailing. Founded in Maumee, Ohio, in 1947, the company now has operations across the United States, in Puerto Rico, and has rail equipment leasing interests in Canada and Mexico. For more information, visit The Andersons online at www.andersonsinc.com . SOURCE The Andersons, Inc.
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By Neil Winget, President BBB Here is what you should do if you or any One of the things businesses have to be of your employees encounter this phishing cautious about is that notice that shows up attempt: on your email looking very official and car1. Do not reply or click on the link in the rying an ominous warning. Those are gen- email erally easy to spot and discard, delete, and 2. Forward the email to spoof@ameridestroy. canexpress.com Recently, however, an email has been 3. Delete the email making the round that has a bit softer approach, but still with an edge that makes The most effective method of stopping you want to open it. In fact, it starts with a this attempt to invade your data base and inthank you. Thank you for Updating Your fect your computer is to make sure that all Email is the way the email opens. employees with access to your companys This one is using American Express as computers are made aware of not only this the bait, suggesting there has been a change scheme, but similar ones so they can recogin your American Express email account. It nize them at the outset all looks very official and authentic and is remarkably sophisticated. They not only use the American Express logo, they copy the businesss email design and color scheme. The fake messages even contain footer links Products that Deliver Results labeled View Our Privacy Policy and Contact Customer Service. Business Gifts - Corporate Events - Employee Incentives Non Profits - Church Groups - Teams and Clubs The message informs recipients that the email address on their Sales: brooke@ezpromotions1.com account has been changed and provides a link to where they can log Mention Code TBJ 2012 in and correct the address. EZ Promotions *Certain Restrictions Apply P.O. Box 595 The link, along with the ones in St. Marys, Ohio 45885 the email footer, actually leads to a Phone: (419) 953-0041 third party website that downloads www.ezpromotions1.com a virus on the users computer.

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TheBusinessJournal

June 2012

Construction industry unemployment falls


The nations economy has managed to regain some semblance of momentum since last September, which should ultimately translate into better news for the construction industry. - ABC Chief Economist Anirban Basu Summary Despite a loss of 2,000 jobs in April, the nations construction unemployment rate fell to 14.5 percent, down from 17.2 percent in March and 17.8 percent in April 2011, according to the May 4 employment report by the U.S. Labor Department. Year over year, the construction industry has added 63,000 jobs or 1.1 percent. The nonresidential building construction sector lost 1,100 jobs for the month but has added 6,000 jobs, a 0.9 percent increase year-over-year as April employment stood at 658,400. Residential building construction employment slipped by 2,500 jobs last month, but employment is still up by 700 jobs, as employment stood at 566,000 in April. Nonresidential specialty trade contractors shed 8,400 jobs for the month but have gained 3,900 jobs, a 0.2 percent increase since last April. Residential specialty trade contractor employment was up by 6,300 See UNEMPLOYMENT, page 4A

Volume 21, No. 6 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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Unemployment
jobs for the month and the sector has added 33,100 jobs, a 2.3 percent increase from one year ago. Heavy and civil engineering construction employment went up by 3,300 jobs for the month and has added 18,400 jobs, a 2.2 percent increase from April 2011. Across all industries, the nation added

(Continued from page 3A)

115,000 jobs as the private sector expanded by 130,000 jobs and the public sector shrank by 15,000 jobs. Year over year, the nation has added 1,816,000 jobs, or a 1.4 percent increase to job totals. The unemployment rate stood at 8.1 percent in April, down from 8.2 percent in March.

Analysis Todays employment report represents the latest in a number of data releases indicating that the momentum in nonresidential construction does not carry into the new year, said Associated Builders and Contractors (ABC) Chief Economist Anirban Basu. While overall construction em-

ployment was down just 2,000 jobs for the month, payrolls at nonresidential specialty trade contractors slipped by 8,400, an indication that more construction projects are being completed relative to construction starts. However, the nations economy has managed to regain some semblance of momentum since last September, which should ultimately translate into better news for the construction industry, Basu said. While todays top-line job growth estimate of 115,000 was below the consensus estimates of nearly 170,000, previous months were significantly revised upward. For the second consecutive year, the nations economy has softened during the January-April period, Basu said. However, U.S. economic fundamentals are better now than they were a year ago as there is no immediate debt ceiling confrontation ahead. In addition, commodity and construction input prices have also been better behaved than a year ago which indicates that the broader U.S. economy, and eventually the construction industry, are positioned to expand, said Basu. ABCs Construction Backlog Indicator (CBI) predicted the current lull in construction activity, Basu said. It is possible that commercial and industrial construction will remain soft for a few more months. We will know more when the 1st quarter 2012 report comes out on May 15.

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TheBusinessJournal

June 2012

Potentially harmful and costly scams

By Neil Winget, President BBB dise. The scammer is hoping you will not It is no secret that the way businesses do discover that the credit card is bogus before business, and banking, has made many dra- you send the money to the shipper who matic changes over the past ten years or so. is, in reality, the scammers themselves. In a The biggest driver in these changes is the related scam, you receive a check for someInternet. thing you have sold for an amount in excess Many companies now do their banking of the product cost. Again, the scammer and financial business electronically and as hopes you will refund the money before the paperless as possible. check bounces. It is an unfortunate fact of life that this Make certain that not only you are inburst of technology has also opened the door formed about these scams but that your emto scam artists who have created a number ployees can recognize them, also. of potentially harmful and costly scams. Lets take a look at a few: Flexible Lease Options Phishing Scams: These scams aim to steal your account information and your money. 10,000-310,000 square feet They are made to look, and sound, like the real thing and can fool just about anybody. Divisible Flex Space There are some red flags however, such as when someone asks for your companys ac Industrial / Food Grade count information via email pretending to be Short term / Long term Options Living the Rotary motto: Living the Rotary motto: your bank, or other financial institution, is a Since 1979, BENSAR Developments pretty obvious one. They always have a reaService aboveself self Service above NNN / Gross Lease son; theres a problem with your account, Co. has been Leasing quality induswe need to update your data, etc. We all trial buildings for the facility needs should know banks do not ask for this kind of companies both large and of sensitive information via email. small.Located in Sidney Ohio, our Credit Card Account Numbers: The modern facilities offer a wide range scammers attempt to get you to reveal your of amenities that are unmatched in company credit card number by making ofthe region. Our facilities support fers you cant refuse or suggesting that warehousing, manufacturing, your credit card has been compromised and they will fix it, just give me your account research & development, distribunumber. tion centers and office Phony Order: This one has been around applications. Jane Birckhead, CPCU for a while and used to be conducted solely Executive Vice President by telephone but has now branched out onto With over 2.5 million square feet of floor space ranging in size from 10,000SF to Trustee - Stepping Stones Center the Internet. You get an email ordering a 308,000SF under management, BENSAR Developments Co. can provide for your large amount of product. This is accompaLife Home Auto Business Income nied by a credit card number and the nameLife Home Auto Business Income specific facility needs . of a shipper who will pick up the prodWhen you entrust BENSAR Developments Co. to manage your facility needs, you uct. You are to use the credit card number to pay for the product and also you are told Insurance Since 1838 to add enough to cover the shipping costs can focus on your core 513-793-1190 which you must send to the shipper. The business, lower expendiFAX:Insurance Since 1838 513-795-5730 Cell: 513-479-1193 shipper is fictitious and the credit card is eitures, and utilize the latther counterfeit or stolen and the company 513-793-1190Email:Direct513-793-5730 Cell: 513-479-1193 FAX: Line: 513-619-4621 est building technology. jbirckhead@hhhinsurance.com ends up holding the bag plus the merchanDirect Line: 513-619-4621 www.hhhinsurance.com

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TheBusinessJournal

June 2012

Corbet received Architectural Registration

Coming in the July edition of ...

Garmann/Miller Architects-Engineers in Minster is pleased to announce that Kasey Corbet has received her Architectural Registration for the State of Ohio and is now a licensed architect. Her steps to becoming a registered architect included receiving a Bachelor of Architecture degree from the University of Kentucky and completing her Intern DeCORBET velopment Program (IDP) under the supervision of licensed architects. Through IDP, she logged more than 5,600 hours in training involving all aspects of architectural practice. The final step of the registration process was successfully passing the seven divisions of the Architectural Registration Exam. Kasey is a member of the American Institute of Architects (AIA) and was the first at Garmann/Miller to earn the designation of LEED Accredited Professional (LEED AP) through the US Green Building Council in September 2007. She has also been approved for certification through the National Council of Architectural Registration Boards (NCARB), allowing her to obtain reciprocal registrations in other states. Garmann/Miller is proud of Kaseys accomplishment and is pleased to now have ten registered architects on staff. Garmann/Millers staff of 37 employees includes registered architects, landscape architects, designers, professional engineers, construction administrators and administrative personnel serving public and private clients throughout Ohio.

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June 2012

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7A

A long view on health care: Think like an investor


Could health care costs be reined in by improving access to preventive care? Its an idea that appeals to policy makers and many public health experts, but the evidence for it is surprisingly hard to pin down. Of course, preventing diseases is better than waiting for them to occur and then treating them. But there are questions about which diseases can actually be prevented, how effective preventive measures might be, and what they would cost. We put some of these questions to Dana Goldman, director of the Schaeffer Center for Health Policy and Economics at the University of Southern California and founding editor of the Forum for Health Economics and Policy. What follows is an edited version of our conversation. How much are we spending on treating diseases that might be prevented? The most consistent estimates, and most widely cited, seem to come out of the Centers for Disease Control and Prevention, lobbying groups like the Tobacco-Free Kids initiative, and the presidents prevention initiative. Instead of blanket measures, they focus more on diseases relating to lifestyle decisions like obesity and smoking, and their estimates include costs for lost productivity in addition to medical expenses. Some of the better estimates are $93 billion for obesity-related spending and $96 billion for smoking-related spending. The C.D.C. estimates that 75 percent of health care spending is for chronic diseases that could be prevented. But how feasible is it to prevent things like smoking or obesity? Right now, we are limited in our ability to prevent those conditions. Part of it is that the factors that determine them are seen as beyond the control of the health care system, things like genes and environment, diet and exercise. To try to think about it, imagine the way we reimburse. I was talking to a doctor, and he said, Look, I am dealing with this obese person and they have a constellation of conditions high cholesterol levels, high blood pressure, diabetes. The best thing I can do is take them for a walk. But I dont get reimbursed for that. Well, why doesnt the doctor come over and take you for a walk? Why cant we reimburse for prevention? Might that seem like pie in the sky? And anyway, why would you think that paying a doctor to take an obese person for a walk would prevent anything? It is not pie in the sky. If we reimbursed on the basis of preventing disease rather than treating it, the world would be different. With obesity, for example, you could imagine a much more concerted effort not only for diet and exercise but also biomedicine. A pill to prevent obesity would be worth literally trillions of dollars. If we reimbursed for prevention, wouldnt we have to stop reimbursing for a lot of treatments? Theres only so much we can spend. The question should not be zero sum. We should invest where we make our highest returns. We should put our money wherever there is a very high positive return, and where there isnt a high positive return, we should think hard about investing. To go back to treatments, which ones would you get rid of because they dont produce a high positive return? End-of-life care, particularly end-of-life care that keeps you in a low functional state, like keeping people alive after a massive stroke. Saving very premature infants. I can imagine the response youd get if you tried taking those treatments away. The question isnt, Should we be doing this? It is, Should we be publicly subsidizing it? We could say that you can have a basic package of health insurance, and if you want to buy coverage for other services with unknown benefits or with benefits that are potentially negative, thats up to you. If we actually prevent diseases or conditions, would our bills go up in the end? People would live longer and develop lots of other chronic diseases that can be expensive to control or treat. And they would draw Social Security. In the fiscal sense, health improvement can cost us money. But that totally ignores the value to society. For example, H.I.V. prior to antiretroviral therapy was like a death sentence. With the in-

Hospitals

troduction of those drugs, we took a killer and made it more like a chronic illness. There was a lot of hand-wringing about how do we pay for the drugs. But that completely ignores the value to society. We think of health care as an expense, but we really should be thinking of health care as an investment. We want to invest where we have the greatest return. I would put prevention in that bucket. But the way we do it now, no one has an incentive to invest in things with a long-term return. What are those things with a long-term return? Obesity, smoking and diabetes prevention. With obesity, a lot of people who are overweight do pretty well, and we dont have a good intervention to prevent obesity. So I would target people with obesity and other problems, like high blood pressure or diabetes. And for sure I would target the morbidly obese, people with a body mass index above 40. What does all this mean for health care reform? The point of health care reform was essentially to get people insurance. You could say that we would pay for what we really care about, which is health. But health care insurance has not succeeded in giving people health. Is the term wrong? We call it health care, but should we instead call it disease care? Yes. Disease care. I agree completely.

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TheBusinessJournal

June 2012

Ferguson Construction Company Announces Personnel Changes


Sidney, OH Ferguson Construction Company, headquartered in Sidney, Ohio, has announced the promotions of three of its veteran employees. Tom Snapp has been named company Vice President, Jeff Schlater has advanced to Director of Design and Jane Ratermann is now Assistant HR and Benefits Coordinator for the company. Tom Snapp has been with the company for eighteen years, most recently serving as Northern Business Development Manager. As Vice President, he will continue with his responsibilities for developing business north of I-70 as well as overseeing Fergusons Columbus, Ohio office. He also serves on the companys Executive Committee. Tom has been a long-standing contributor to the success of Ferguson Construction, commented Mick Given, President. His experience and solid understanding of our business and our markets have prepared him well to be an officer of the company. Snapp is a graduate of Wright State University and a Marine Corps veteran. He and his wife Elly reside in Piqua. Jeff Schlater joined Ferguson Construction 31 years ago after graduating from the University of Cincinnati with a degree in architectural engineering. He has been actively involved in the companys design/build service offering, and in his expanded role will oversee all design/build projects for Fergusons Dayton, Columbus and Sidney offices. Responsibilities will include scheduling of company resources through the project planning process as well as assurance that all projects meet required building codes. Jeff has contributed a great deal to the success of the design program at Ferguson throughout the years, noted Tom Snapp, company Vice President. His attention to detail and ability to integrate the building requirements of our customers into our design solutions makes him a valued member of the Ferguson team. Jeff and his wife Terri live in Sidney. Jane Ratermann has been a member of the Ferguson HR Department for the past 15 years. She holds a communications degree from Wright State University and has been the Benefits Coordinator for the company since 1997. In her expanded HR role, she will be more active in applicant interviewing, and will be more involved with the companys field work force. She will continue to direct the employee benefits program which includes insurance coordination and workers compensation. Janes knowledge of our companys HR department and its employment philosophy makes her a valuable resource for our senior management team, Tom Bergman, Human Resources Manager said. She is well prepared for her new duties and will bring a high level of professionalism to the assignment. Jane and her husband Matt live in Ft. Loramie. Ferguson Construction Company is an award winning general contractor now in its 92nd year building and renovating facilities in Ohio and Indiana. The company provides building solutions for all types of commercial and industrial construction projects. For more information about the company, please visit www. ferguson-construction.com.

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June 2012

TheBusinessJournal

9A

Salespeople have questions, Jeffrey has answers


I get a ton of emails from people seeking insight or asking me to solve sales dilemmas. Here are a few that may relate to your job, your life and, most important, your sales thought process right now: Jeffrey, Im interested in your insight and guidance. I think selling is the best job in the world, but theres one aspect Im struggle with. Its the feeling of being out of control, and being the master of my own destiny. I tend to work on more complex deals that have large decision making groups, and therefore can be quite a long cycle. I used to sell smaller deals where I could track progress more meaningfully, but now I find myself doing 1 x $1M deals rather than 10 x $100k deals where the risk was spread. Any tips on how to stay sane while waiting for big decisions? How do I regain and maintain a feeling that Im in control of my results? Best regards, Paul Paul, Managing your time is not the answer. Prioritizing your accounts in the order that they are likely to close is a better way to view the process. But there are several elements involved, and several decisions you have to make: 1. Why would you give up your bread and butter and just shoot for the moon? Instead, allocate half your time to sure money and half your time to the big prize. This will leave you in control of your shortterm destiny, and allow you to mark a clearer path toward the bigger deal. 2. All committees have a daddy. The person that leads the committee, or even the person that he or she reports to, are the two people that you should be establishing relationships with because they control the outcome. If you simply go in and make a presentation to a committee, theyll be forever lost in the shuffle of indecision, proposals, and fighting price with competitors (three of the worst, if not dumbest, elements in making a large sale). 3. Direct contact is not an option. Stop emailing people and waiting for replies. Phone numbers, cell phone numbers, early morning coffee, late afternoon casual conversations, gathering personal data, and sending important business information will help establish you as a resource, rather than

being looked at as a vendor. ment. It drives me crazy as 3.5 Your level of frustration is everybody we meet tells us only a symptom. Your problem how great we are and what is you havent identified the real an unusual and helpful serdecision maker, how the decivice we provide, yet we are sion will be made, and what the STILL booking no more real motive is to purchase. Until than one week ahead at a you know those three things, your time. I have tried practicalfrustration will most likely fall ly EVERY type of advertisinto poverty. Not good. Best reing (newspaper, TV, radio, gards, Jeffrey billboards, handouts/fliers) Jeffrey, My name is John and with no great outcome. We I am a house call veterinarian in are a luxury service (and Syracuse, NY. I have read several prefer it that way). We have of your books and I love your iPrun out of great ideas to hone app! I am having some diftry that wont cost a ton of Jeffrey ficulty growing my business and I money. Please help! John Gitomer KNOW you are the perfect person John, Before you let to help me! your business go to the I have been in business for just over four dogs, you might want to try less advertising years. Things are steady and stable, but we and more promotion. are not growing the way I know we could and Begin with your Facebook business page. should be. In fact, SOMEHOW, it seems that Post stories and videos of your existing cusregardless of our marketing efforts, referrals, tomers and their experiences with you. Tag etc. we ALWAYS come out JUST AHEAD the customer and tag the photo. Your cusof being behind in the financial depart- tomer will begin to send that story to all of their friends. Also start a YouTube channel. Make sure all the videos are posted there as well with all the appropriate tags. Without taking advantage of business social media, especially Facebook, your doomed to waiting for response. The second thing you have to do is contact every existing customer and talk to them about why they use you. Capture all of those reasons and begin to use them in all of your messaging and promotions. Third, start a weekly email magazine that features one of your customers every week. Fourth, subscribe to Ace of Sales. Every time you have a customer, take a photo of their pet and using the Ace of Sales email program, include a photo of their pet along Lima Memorial Hospital Wyandot Memorial Hospital when you send them a thank you note for their business. With all the promotion that you do, you will begin to have positive word-of-mouth messages and positive internet messages sent out about you and ultimately sent back to you. Advertising alone will not get you the response that you need in todays world. You have to dedicate the time and the reBall Memorial Hospital St. Ritas Medical Center Blanchard Valley Hospital sources to social media promotion and other forms of proactive outreach. You have all the assets you need to succeed in your busiOur project managers have earned their Healthcare Construction Certificate ness, you just havent utilized them in the from the American Society for Healthcare Engineering. proper way. Best regards, Jeffrey Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Lima Office Sidney Office Muncie Office

Electricity is the lifeblood of your medical facility.

840 S. Vandemark Rd. Sidney, Ohio 45365 937.498.2357 800.589.2357

2250 Central Point Parkway Lima, Ohio 45804 419.222.1109 800.589.2357

3100 E. County Road 350N Muncie, Indiana 47303 765.284.1594765.284.5080

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OH LIC #21016

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 salesman@gitomer.com. 2012 All Rights Reserved. Dont even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112

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