June 2011 - Greater Naples Chamber of Commerce

Transcription

a
p u b l i c a t i o n
o f
t h e
g r e a t e r
n a p l e s
c h a m b e r
o f
c o m m e r c e
Business Currents
J U NE
2 0 1 1
w w w . n a p l e s c h a m b e r . o r g
15
Following Their
Own Paths
7
19
The Synergy of NCG
and Southwest Florida:
From Success to
Significance
Leadership Assessments
in Action
Visit Us Online at www.napleschamber.org I Business Currents I MAY 2011 Planning an event?
We have you covered. How may we be of service?
Lisa Vinciguerra
Paige Simpson, CMP
Liz Sanders
Director of Catering
Special Events Manager
Catering Sales Manager
and Conference Services
[email protected]
[email protected]
[email protected]
239-659-3108
239-659-3174
MAY
2011 I Business Currents I Visit Us Online at www.napleschamber.org
239-659-3124
5111 Tamiami Trail North
Naples, Florida 34103
239-430-4900 • hiltonnaples.com
Find us on Facebook
Visit Us Online at www.napleschamber.org I Business Currents I MAY 2011 $0//&$5YOUR BUSINESS
XJUI HIGH END-0$"-
BOE7*4*5*/(GOLFERS
t Golfer’s GuideJTEJTUSJCVUFEGSFFPGDIBSHFJONPSFUIBO
MPDBUJPOTJOUIF-FFBOE$PMMJFS$PVOUZBSFBEBZTBZFBS
t Golfer’s Guide SFBDIFTPGUIFUPQHPMGNBSLFUTJO
/PSUI"NFSJDBXJUIQSJOUBOESFHJPOBMXFCTJUFT
t -FUVTIFMQZPVSFBDINJMMJPOTPGHPMGFSTUISPVHIPVUUIFZFBSMPDBMMZ
BOESFBDIUIFTOPXCJSETJO$IJDBHP*OEJBOB0IJP.JDIJHBOBOE$BOBEB
Ron Perrott
Golfer’s Guide SW Florida Representative
508.667.4567 call or text any time
[email protected]
MAY 2011 I Business Currents I Visit Us Online at www.napleschamber.org
Scan with your
smart phone for
more area golf info
CONTENTS
7
BUSINESS CURRENTS MAGAZINE | JUNE 2011 | VOLUME 6 / NUMBER 6
15
COVER STORY
Following Their Own Paths
Entrepreneur. The word itself can be used in many ways -- a noun, an
adverb and an adjective. With French origins, it defines those who follow its
path as one who manages, organizes and takes on the risks of a business
or enterprise. Economists point to them as a key to business health.
ECONOMIC IMPACT
The Synergy of NCH and Southwest
Florida: From Success to Significance
NCH Healthcare System spent the first
10 years of this new century focused
on improving its financial strength and
its reputation for patient quality and
safety. Thanks primarily to the selfless
efforts of 3,750 committed healthcare
providers, 630 physician member
medical staff and the unstinting support
of an engaged southwest Florida
community, we have achieved a level
of undisputed success...................... 7
SMALL BUSINESS
The Compelling Case for Writing a
Business Plan
The value of writing a solid business
plan before launching a new or
expanding an existing business is
worth the investment before expending
significant time, money, energy and
resources......................................... 11
HUMAN RESOURCES
Leadership Assessments in Action
Did you know that the historic use of
personality assessments dates back
to the 1930s when they were used
to select individuals for dangerous
assignments during wartime? This
was the first “job related” use of
assessments. How do you really
identify a great leader? Is there a way
to better predict which manager will be
more successful?�� 19
HEALTHCARE
VITAS Brings Hospice Home:
Understanding Your Medicare
Hospice Benefits
When patients and their families are
dealing with a terminal illness, the
physical and emotional challenges
are burden enough. But the financial
stresses sometimes are more than a
family can bear. It is vital for physicians
and others involved in a patient’s care
to fully understand the financial benefits
available to Medicare enrollees who
choose to take advantage of their
hospice benefit................................ 23
11
MANAGEMENT
Negotiation Preparation =
Negotiation Success
Top performers know that in order to
successfully negotiate with clients they
must plan carefully or risk being left
vulnerable. Without proper strategy,
your opponents will use your lack of
preparedness to their advantage. Here
are 9 areas of planning to consider
before you start a negotiation with a
client................................................ 27
NEW MEMBERS
27
Chamber New Member Business
Directory...........................................31
THE CHAMBER SCRAPBOOK
Caught in the act at recent events!...32
RIBBON CUTTINGS
New businesses in town...................35
RENEWING MEMBERS
Renewing
Member
Business
Directory...........................................36
BUSINESS BRIEFS
Business Accolades and Achievements
What’s
happening
with
local
businesses.......................................40
TRANSITIONS
Who’s who in the local business
community............................................... 43
EVENTS CALENDAR
Guide to upcoming Chamber Programs
and Events........................................... 44
Business Currents
A PUBLICATION OF THE GREATER NAPLES CHAMBER OF COMMERCE
Visit Us Online at www.napleschamber.org I Business Currents I MAY 2011 The Greater Naples Chamber of Commerce
thanks our Legacy Leaders for their
support and dedication.
Together, we are striving to make
Collier County the best place in
America to live and work.
Official Publication of
The Greater Naples Chamber of Commerce
2390 Tamiami Trail North, Suite 210, Naples, FL 34103
239-262-6376 Tel ‫ ׀‬239-262-8374 Fax
www.napleschamber.org
PRESIDENT & CEO
Michael V. Reagen
EDITOR
Marci-Nicole Seamples
SALES
Cotrenia Hood
Kathy Swank
DESIGN & PRODUCTION
Alicia Robbins / Panther Printing
CONTRIBUTORS
Tamara DeCaro
Colleen Francis
Vincent Izzi
Teresa A. Morgenstern
Laura D. Rhoad
Dr. Allen Weiss
editorial board
Michael Wynn, Chair
Theo Etzel
Jonathan Fishbane
John Fumagalli
Michelle Gleeson
Teresa Morgenstern
Edward Morton
Rey Pezeshkan
Stephanie Spell
LEGACY LEADERS
The Arlington of Naples
Barron Collier Companies
Collier Enterprises
IberiaBank
Lutgert Insurance/The Lutgert Company/
Premier Properties
NCH Healthcare System
Physicians Regional Healthcare System
Stock Development
Tigris Pharmaceuticals
Titan Custom Homes
BENEFACTORS
Arthrex
Cheffy Passidomo
GATES
Grant, Fridkin, Pearson, Athan & Crown
Hahn, Loeser & Parks, LLP
Manhattan Kraft Construction
Mutual of Omaha Bank
Sunshine Ace Hardware
CHAMBER STAFF
For more information about the Legacy
Leader program, visit:
http://tinyurl.com/legacyleaders
Michael V. Reagen, President & CEO
Brenda O’Connor, Sr. Vice President, Programs
Robert Sandy, Vice President, Community Relations
Andrea Lynn, Sr. Vice President
Joan Larson, Controller
Marci Seamples, Vice President, Communications
Lori Freiburg, Executive Assistant to the President
Sandra Calad, International Community Manager
Didem Guler, Public Services Coordinator
Cotrenia Hood, Account Executive
Nancy Kerns, Visitor Information Center Specialist
Don Neer, New Member Services
Andrea St. Cyr, Marketing Specialist
Kathy Swank, Sr. Account Executive
Lisa Swirda, Hospitality and Information Director
E C O N O M I C I M PAC T
The Synergy of NCH and Southwest
Florida: From Success to Significance
Allen Weiss, MD, MBA, FACP, FACR
President and CEO of NCH Healthcare Systems
N
CH Healthcare System spent the
first 10 years of this new century
focused on improving its financial
strength and its reputation for patient
quality and safety. Thanks primarily to
the selfless efforts of 3,750 committed
healthcare providers, 630 physician
member medical staff and the unstinting
support of an engaged southwest Florida
community, we have achieved a level of
undisputed success.
Our mission now, for a new decade,
is to continue to build on that record as
NCH becomes a system of significance in
the national healthcare scene.
Let’s review the highlights of the last
decade and the glowing future we foresee
for this proud community institution,
which is an economic beacon for
southwest Florida.
Continuing Quest for Quality
Quality remains a core competency of
NCH.
• This was again validated in January
2010 by HealthGrades, as we attained
status among the top 5% in overall
clinical excellence for the sixth year
in a row. This accolade places NCH
among 269 elite institutions of the
more than 5,000 under evaluation.
• As a top 5% system, NCH is part of
a group which improved mortality
rates from 2006 to 2008 by an average
of 14%, compared to only 10% of the
other hospitals. We also had a 9%
lower rate of complications.
• NCH also repeated as #1 in Florida
for Overall Cardiac Services.
Additionally, NCH ranks in the
top 5% in the nation for Cardiac
Services, GI Medical Treatment,
and in the top 10% in the nation for
overall Orthopedics, Stroke Care, and
Pulmonary Care for 2010.
The satisfaction of our patients has
become a priority focus at NCH, under the
leadership of Vice Chair of the 23 member
voluntary Board Mariann MacDonald.
One positive improvement has been in
our Emergency Room patient satisfaction,
where the average waiting times to see a
physician have been lowered to less than
20 minutes out of season and 33 minutes
in season. We have also lowered the
overall time in the ER and are now better
than the national average of two hours.
Information technology (IT) continues
to be at the forefront of our initiative to
improve NCH quality. We have been
recognized by the respected Health
Information and Management Systems
Society as ranking among the top
200 hospitals in the United States for
functionality. As a result, we are poised
to benefit from a new federal program that
rewards hospitals for proficiency in IT.
The Proof is in the People
NCH owes its success to its people—
our patients, colleagues, physicians,
and concerned community members.
Collectively, they are our most important
asset and greatest strength.
We like to say that “we are all in this
together,” and we try to practice what we
preach.
• One example of working closely
together is “shared governance,”
which encourages and empowers
all caregivers to exercise control
over their practice with patients.
Shared ownership, partnership,
accountability and decentralized
decision-making are all hallmarks of
shared governance.
• The support NCH receives in the
community is unparalleled. Last
year, we received a Consumer’s Choice
award for more community members
naming NCH “first in healthcare.”
Independent studies confirm this
recognition. But we understand that
we must constantly improve and
build our reputation and not rest on
our laurels.
We also must present an example of
wellness to our own colleagues. Toward
that end, we initiated a plan encouraging
healthy behaviors for our 3,750 colleagues
and their families. By rewarding proper
behavior—avoiding smoking, seeking
appropriate preventive care, seeing a health
coach, etc.—we have helped improve our
team’s health. As part of this analysis, we
have detected occult cancers, diabetes,
hypertension, and a host of other treatable
illnesses for the good of colleagues and at
Visit Us Online at www.napleschamber.org I Business Currents I MAY 2011 Katie Sproul, ChairWOMAN
Barron Collier Companies
Michael Wynn, Chair-Elect
Sunshine Ace Hardware
CJ Hueston, Immed. Past Chairman
Corporate Dimensions, Inc
Tom Buckley, Vice-Chair
Naples Day Surgery
Bud Hornbeck, Vice-Chair
Lutgert Insurance
Bill Spinelli, Vice-Chair
Titan Custom Homes
Lou Vlasho, Vice-Chair
Rimaco Corporation
James A. Warnken, Vice-Chair
Markham, Norton, Mosteller, Wright & Co. P.A.
John Passidomo, Vice-Chair
Cheffy Passidomo, P.A.
Michael Reagen, President
Greater Naples Chamber of Commerce
Thomas Abraham
Morton Wasmer Abraham Construction Mangers, LLC
Bruce Anderson, Esq.
Roetzel & Andress LPA
Michelle Arnold
Collier County Government
Joe Buckheit
MediaBrains
David Call
Fifth Third Bank
Scott Campbell
Physicians Regional Healthcare System
Mike Carrigan
TIB Bank
Cathy Christopher
Inn on Fifth
Mei-Mei Chan
The News-Press Media Group
Carol Conway
CRS Technology Consultants
Todd Gates
GATES
Dottie Gerrity
Murray Hendel
Collier County President’s Council
Clark Hill
Hilton Naples & Towers
Jason Hunter Korn
Cohen & Grigsby, P.C.
Shelly Lund
Florida Weekly
Peter Manion
Ex Officio Liaison with GNL
Steve Magiera
Florida Gulf Coast University
Robert Metzger
Golden Gate Fire Control & Rescue District
Tom Moran
Moran Edwards Asset Management Group of Wells Fargo
Advisors
Bob Mulhere
Mulhere and Associates, LLC
Edmundo Muniz
Tigris Pharmaceuticals
Colleen Murphy
Community Foundation of Collier County
Bob Murray
Collier County President’s Council
David Neill
Naples Daily News
Fred Nerone
Hodges University
Cheryl Pavlick
Collier Enterprises
KP Pezeshkan
Kraft Construction
Kevin Rambosk
Collier County Sheriff’s Office
Mayela Rosales
Media Vista Group
John Schmieding
Arthrex
Jeanne Seewald
Hahn Loeser & Parks, LLP
Thomas Schneider
Ex Officio Liaison with GNL
J. Keith Short
IBERIABANK
Michael Stephen
Coastal Engineering Consultants, Inc.
Brian Stock
Stock Development
Tom Taylor
Hole Montes, Inc.
Gary Tice
First National Bank of the Gulf Coast
Vicki Tracy
Allen Weiss
NCH Healthcare System
John K. Wiest
Lee Memorial Health System
Ryan Williams
Kevin Williams Construction, Inc.
a significant cost savings through early
detection.
The good news is that our healthcare
costs have actually decreased, which is
counter to most organizations’ experience
with traditional indemnity programs.
NCH along with our partner, Community
Health Partners, would be pleased to
share this expertise.
Finally, our two Wellness Centers
continue to be state of the art with new
programs designed to encourage those
who are not diligent about exercise.
Partnership of Growth
National Healthcare Reform will lead
to many changes in the way healthcare
is delivered, including acceleration
from inpatient to outpatient and from
individual to community care. To respond
to this changing landscape, NCH entered
into a new partnership with our physician
colleagues during the last year.
• In March, 2010 four different
cardiology groups joined together
with the goal of becoming a nationallyrespected cardiac center. In October,
2010 the majority of the former
Anchor Health Centers physicians
became NCH partners in our newly
formed NCH Healthcare team.
• These now almost 70 physicians
and 20 mid-level providers (nurse
practitioners
and
physician
assistants) joined with 400 NCH
colleagues to initiate, lead and manage
a partnership with NCH. The group
is governed by a Board composed
of six physicians, one mid-level,
two administrators, and two NCH
Healthcare System Board members.
This
groundbreaking
structure
will form the foundation for future
healthcare delivery in southwest
Florida as healthcare reform takes
hold.
Our goal is to meld cultures, operating
systems, and information technology to
realize better outcomes and value for
all concerned. Stated another way, we
seek higher quality and less waste and
inefficiency. Working together, we can
improve the outcomes for individuals and
the health of our entire community. We
also continue to welcome and encourage
independent physicians to practice on our
campuses as full partners.
NCH Healthcare enjoys the highest
name recognition in our area with an
overwhelming majority of citizens having
positive thoughts and associations with us.
By continuing and growing the tradition
of quality and patient satisfaction, we will
perpetuate these good feelings locally,
while we work to widen our national
recognition.
Regional Economic Beacon
Financially, NCH continues to be an
economic beacon for southwest Florida.
One of eight of the 36,041 patients
who are admitted to the NCH Healthcare
System come from out of this five county
area. This astonishing fact shows that
healthcare is adding new resources to our
local economy as spouses and significant
others join their love ones during this
journey from sickness to health. We
are examining the reasons for this inmigration and plan to capitalize on the
trend to grow the shoulder and off season
business.
Despite the economic problems that
afflicted the nation and our region, NCH
Your Comfort Is Our Mission.
Your Peace Of Mind Is Our Guarantee.
From your first call to Conditioned Air, you can depend on our excellent
service and flawless installations. You can also count on the peace of
mind that comes from dealing with a company that values the integrity
and welfare of its customers above all else.
We conduct a thorough background check on all of our employees. Our
technicians don’t earn a commission on any parts used in a repair, so
their only focus is providing the optimum air conditioning solution for
your specific needs. You will also know exactly what you’re paying for
before any service or repair work is started.
Make the comfortable choice
and call Conditioned Air today.
#/,$!)2s
www.conditionedair.com
-ERCANTILE!VENUEs.APLESs3ERVING!LL/F3OUTHWEST&LORIDA
License# CACA29360
3CANTHISCODEWITHYOUR
SMARTPHONETOLEARNABOUT
#ONDITIONED!IR
Visit Us Online at www.napleschamber.org I Business Currents I MAY 2011 completed our fiscal year with improved
results and a better-than-expected 3%
operating profit margin. We achieved
these results through a combination of
high quality patient care coupled with
more rigorous management to eliminate
waste and increase efficiency.
Florida economy will grow along with us.
• This performance enabled us to award
all employees in good standing (500+
hours of service and no disciplinary
actions) a 3% bonus in November.
This bonus, combined with 150
Key Contributor Awards of $1,000
each in recognition of outstanding
contributions during the past year,
added $3.5 million to the local
economy.
• We have started an addition of 64
new “Smart Rooms” which are state
of the art computer wired patient
rooms on the north Naples campus
which will be occupied by the end
of the year. Each room will enhance
the patient and his/her families’
experience as additional educational
opportunities are incorporated into
the hospital routine. This will bring
the North Naples campus from 261
to 325 beds. The total system will
increase from 681 to 715 beds as we
convert semi-private rooms to private
rooms on the downtown campus.
• Our yearly payroll is $205 million,
thus making NCH the largest nongovernmental employer in the area.
Only the school system is larger.
Economists estimate that each
dollar in salary reverberates within a
community four to eleven times.
• NCH purchased $212 million
of supplies, services and other
expenditures.
• We paid over $33 million in
uncompensated care costs with the
630+ Medical Staff members donating
a similar amount to care to those
among us unable to pay medical bills
or have medical insurance.
A Bright and Significant Future
NCH is the only major institution in
southwest Florida which has grown
significantly during this recent severe
three year economic depression.
• We will be adding two new large
operating rooms and redoing the perioperative support area of the North
Naples campus.
• On the downtown campus we will
be refurbishing the Telford Building
so that medical education and public
Two ongoing challenges are to manage
to changing Medicare requirements and
to seasonal fluctuations. Even in the
face of a changing payer mix, healthcare
reform, and a depressed economy, NCH’s
financial condition stands strong but we
are very concerned about the future.
Medicaid, which is a governmental
payment mechanism for the economic
disadvantaged, pregnant women and
babies under 13 months of age, has just
lowered its payment to NCH drastically.
Other Florida hospitals are affected in
varying degrees.
Our goal to increase the national
recognition of NCH in certain priority
areas can only help the local economy. We
already have been the second busiest total
joint replacement hospital in the country
and the busiest in Florida for Medicare
patients with 12.7% of our patients coming
from outside this five county area. As we
continue to grow and attract patients
from around the country, the southwest
10 MAY 2011 I Business Currents I Visit Us Online at www.napleschamber.org
education will continue to have
a modern facility to enjoy as we
continue to improve everyone’s health
through prevention.
• Fifteen cardiologists will be coming
together on the third floor of the
Briggs Wellness Center to have an
integrated diagnostic and therapeutic
approach to cardiovascular disease.
This new combined team anticipates
having a national presence and
becoming a medical destination
thereby adding further to the growth
of our region.
• Additionally,
our
community
continues to be a most generous
source of philanthropically. Clearly
our success over this decade has been
due in large part to a loyal community
which we, in turn, serve.
On the road ahead, our focus will
continue to evolve into one characterized
by preventive care and community
wellness.
Realizing
these
goals—through
a virtuous cycle of continuous
improvement—will
have
long-term
positive effects for all those we serve. õ
SMALL BUSINESS
The Compelling Case for
Writing a Business Plan
by Vincent Izzi
T
he value of writing a solid
business plan before launching
a new or expanding an existing
business is worth the investment before
expending significant time, money, energy
and resources.
The process of writing a plan helps
bring clarity to the business idea and that
alone is worth the effort by:
• Conducting Market Research to
identify target markets, how to reach
them and establishing the unique
value company offers versus the
competition
• Understanding business and financial
risks as well as rewards
• Developing a plan of action focused
on achieving the desired outcomes
There is no denying that some
entrepreneurs have launched very
successful businesses with a backof- the- envelope plan. However, the
question that must be answered is this the
exception or the rule? A recent research
study conducted by Coopers and Lybrand
indicated that companies with a Formal
Business
Plan reported
Sales growth
Ave Maria
University
increased 69% faster during the past five
years than companies without one
organizations like the SCORE Naples
chapter, the Small Business Development
Council, the Chamber, the EDC, SBA, and
local colleges and universities. In addition,
there are fee based business consulting
firms that provide these services as well
as numerous articles, white papers and
books written on this important topic.
I’m often asked, how long a business
plan should be and suggest that it be no
more than 8 to 10 pages, because in reality
almost no one will take the time to read a
longer one. As the famous Playwright T.S.
Eliot once said “If I had more time, I would
have written a shorter letter.” Substitute
“business plan” for “letter” and that about
sums it up.
you versus the competition. -- and how
your company will position and price
these products and services. This is
required whether developing your plan
for a new or transitioning to or expanding
an existing business. This is especially
critical with the fast changing business
conditions we’ve experienced over the
past several years.
The best way is to begin is to assess
five of the top reasons why businesses
often fail and I’ll share “real life” examples
while keeping the identity of the business
owner anonymous.
One client, as part of their research
obtained an analyst report that the current
market they were entering was forecast
to reach one billion dollars in the US the
first year, and grow 20% annually over the
next 3-5 years. The assumption was that
if they only got a small fraction of this in
the local market they had the potential to
generate $ 500,000 the first year. Using
this approach, without conducting any
market research including understanding
the competition, what do you think their
chances for success were going to be?
Lack of market research
Poor cash flow management
Conducting market research is critical to
developing the marketing plan to identify
who your target customers are, how you
will reach them, and what is the unique
value that will compel them to buy from
Most experienced business owners
recognize that “cash is king” however
we’ve found that a number of start-ups, as
well existing business owners, either don’t
understand or have never been introduced
This article could provide a format
for a business plan outline what needs to
be included in each section of the plan.
However that’s not the purpose of this
article. It’s to underscore the compelling
value and importance of writing a business
plan by providing the five key reasons
businesses often fail, reinforced by the
examples provided later in this article.
Why this approach? Because,
fortunately, there is local help available
whether starting a new business or
helping an existing one. Experienced
coaches and mentors can assist you
with your planning, including providing
guidance, insight and advice. Where
can you find them? We are fortunate in
our local community that many of these
no- or low-cost services are provided by
Visit Us Online at www.napleschamber.org I Business Currents I MAY 2011 11
Your Husband? Your Dad? Your Brother?
Your Experts. Our Team.
It has been written by some in the medical field that 30–50% of
prostate cancers may be insignificant. This is easy to say when it
is not you or one of your loved ones. Knowing which 30–50% this
applies to is not necessarily simple when we still lose nearly 40,000
men per year to this disease.
The board certified physicians at Specialists in Urology have
diagnosed and treated tens of thousands of cases of prostate
cancer. Whether it is watchful waiting with close follow-up or one
of many different treatment options, our team is equipped with
the experience, technology and vision to treat each patient as
though he is one of our own family members. Simply put, our team
members are your experts.
(239) 434-6300
www.SpecialistsInUrology.com
to the value of developing a cash flow
statement as part of their financial plan.
Let’s start with what Cash Flow is.
It’s essentially the movement of money
into and out of your business; it’s the cycle
of cash inflows and cash outflows that
determine your business’ solvency. It’s
much like managing and balancing your
personal checking account to ensure you
have enough money available to cover the
checks you’re writing to pay your bills.
A client who was in a service business
decided to start another business that
involved opening a store front, hiring
employees, purchasing and carrying
inventory that would both service their
retail as well as contractor customers.
The store opened during the early
stages of the economic downturn, the
investment was made without the
benefit of developing a detailed financial
projection including a cash flow statement
or breakeven analysis, which is defined
as the revenue your business needs to
generate before making any profit. As a
result, the business owner was flying blind
with no way to measure or monitor what
the impact would be on their financial
resources if the projected revenue was
worse than planned. Well the worst case
happened!
The expected sales never
materialized, however the expenses kept
rolling in and the cash was dwindling at
an alarming rate with no end in sight.
Would the outcome have been different
with a business plan that included the
appropriate financial projections? The
short answer is that without developing
a financial plan before making the
investment, it’s difficult to assess the
real risk and whether or not you have the
financial resources to cover your expenses.
This has been the experience of many
business owners we’ve met especially
during this difficult and prolonged
economic downturn.
Most bankers we’ve spoken to indicated
that business owners often wait too long to
seek help. With no equity and a bad credit
rating, it’s virtually impossible for them to
obtain a loan. The moral of the story is you
can’t manage what you don’t measure or
plan for -- and one excellent place to start
is to focus on managing your cash flow.
Undercapitalized
When you’re a startup company it’s
difficult to obtain any financing other than
from friends, family and with no offense
intended, sometimes jokingly referred to
as “fools.”
An undercapitalized company is one
that has insufficient capital to maintain
operations without outside assistance
which again is always a challenge for startups. In the case of an existing business,
this may require borrowing money. If you
are going to your local banker, a business
plan will be required. You will need to
address the 6 C’s of credit:
• Character or trustworthiness;
• Capacity or ability to repay loan;
• Collateral other tangible forms of
security;
• Capital or personal investment;
• Conditions loan purpose & local
business conditions;
• Cash Flow where will the money go
and where is money coming from to
pay debt. And as we’ve been told
have a FICO score of at least 700
There were two clients each within
the start-up phase of their respective
businesses that had not determined their
start-up costs, operating costs or how
they were going to cover their personal
expenses. There was no question they
were both passionate about their business
prospects. However, there is a question
of hoping versus developing a business
plan. Fortunately, we were able to provide
counseling services before they made any
significant investments in leasing property,
buying equipment and inventory.
As far as existing businesses, many
times we have clients that come to us
too late. They can’t meet the Six C’s of
credit, they’ve exhausted most if not all
their financial resources and their credit
score is very low. Based upon this, please
don’t let your pride get in the way. If you
find yourself in a similar situation, seek
assistance early enough to develop a plan
of action before it’s too late. Again don’t go
it alone, take advantage of the free services
mentioned earlier in this article.
Underestimate cost to serve
and pricing
This business owner bought an
existing business and for a while all was
going well. However in evaluating the
business, there was no marketing or
pricing strategy developed other than to
mark-up the products and services at an
average between two- and two- and- a- half
times cost. As a result, the company never
developed realistic prices for the unique
services it was providing customers.
Then the downturn came, and the
margins started to slowly erode and
accelerate as more competition entered
the market -- cutting prices significantly
to close any existing businesses they could
find. Given there was no plan to address
the changing business conditions, the
business was essentially commoditized
and the company went out of business.
This might well have happened
anyway, and that may have been the case
however without a plan the odds of failure
increase dramatically. The question is, do
you know what viable options you have,
how do you cut your losses and or in the
worse case do you have an exit plan before
draining your financial resources and
ruining your hard-earned credit rating?
Overly
optimistic
projections
The same business owner that didn’t
have a cash flow statement or develop a
breakeven analysis made overly optimistic
CONGRATULATIONS TO:
Diane & the team at
THE GREAT FRAME UP
1410 Pine Ridge Road #12
Naples, FL 34108
Phone: 239-262-4985
www.naples.thegreatframup.com
On being the first to spot Chester this month!
You could be here next month! Simply find the Chamber Cat (this
page doesn’t count!) and email Marci
at [email protected]
with the page number.
(contest open to Greater Naples
Chamber Members Only)
projections. The approach used to make
the revenue projections was based upon
what competing companies in the local
market were rumored to be generating,
and the assumption there was enough
room for this company to be successful.
As it turned out, the plan only included
the best-case revenue projections, and
failed the “what if” test. That is, “what
if” the revenue is significantly lower than
planned? Can we still afford to make
this investment? This company’s first
year actual revenues were 50% less than
anticipated. As a result, even after making
the proposed cost cuts, the company was
rapidly running out of cash. The lesson
to be learned here is not only can’t you
manage what you don’t measure, but how
quickly will you be able to react without a
“what if” plan?
A recent study conducted with
thousands of small business owners
indicated that those companies who
completed business plans were nearly
twice as likely to successfully start or
grow their business or secure financing as
those who didn’t write a plan.
Why take that risk? Whether you’re a
start-up or existing business, leverage the
local resources to assist you in the planning
process before you make a significant
investment.
Even world’s greatest
athlete’s and successful businesses engage
coaches, mentors and advisors to ensure
that they can maintain peak performance.
And, you don’t have to go it alone either.
A final thought, from Thomas Edison:
“Good fortune is what happens when
opportunity meets with preparation.”
Writing a business plan is an excellent
way to start and could be the difference
between failure and success.
õ
Vincent Izzi is a SCORE Naples Counselor
& Director, with expertise in general
management, education & training, strategic
alliances and partnerships as well as business and
strategic planning, He also the founder of IZZI
Business Consulting focused on enhancing client
relationship management skills to accelerate
business performance Vincent can be reached
at [email protected] or visiting the SCORE
Naples website www.scorenaples.org.
COVER STORY
Following Their Own Paths
by Teresa A. Morgenstern
E
ntrepreneur. The word itself can
be used in many ways -- a noun,
an adverb and an adjective. With
French origins, it defines those who follow
its path as one who manages, organizes
and takes on the risks of a business or
enterprise. Economists point to them as a
key to business health.
They come from various backgrounds,
and throughout history, they have made
their mark: John D. Rockefeller, Henry
Ford, Walt Disney, Mary Kay, Andrew
Carnegie, Bill Gates, Oprah. And in
Southwest Florida, these individuals are
taking the risks and succeeding.
They are entrepreneurs and they are
taking their own paths.
“I have found that even though you
work for “yourself” you always have
clients,” said David Fralick, President/
Owner/Creative Director of Alpha Media
Group in Naples, which he started nine
years ago. “One of the things I love is
coming up with creative ways to make my
client’s message really stand out from the
crowd. It’s like a painter who transforms
a white canvas. You start with little to no
information and you create something that
will hopefully inform, entertain, educate.”
For Robyn Bonaquist, President &
CEO of B-Squared Advertising, the path
to entrepreneurship formed over the years
while working for others. Then 10 years
ago, she started her agency.
“After having worked for several
other advertising agencies over the years
and helping to grow their businesses, I
decided that this was something that I
could probably do for myself,” she said.
“I spent nearly 20 years in the
corporate environment for a chemical
company. I started looking around for a
more innovative company and realized I
would have to relocate. I had actually been
thinking about starting my own business
for about seven years,” said David Crisp,
President/Owner, SolarAegis LLC.
A life-changing moment became the
impetus to make his dream a reality.
“At the age of 35 I was diagnosed with
skin cancer. I’m 42 now and okay,” said
Crisp. “After that, I felt now is the time
to take that leap of faith. My company
formulates sunscreen.”
For others, starting a business meant
the chance to take control.
“The ability to benefit directly and
control decision-making process of my
business plan and strategy is exhilarating,”
said Judy Hansen of Judy Hansen Homes,
which she launched in 2004. “My learning
curve and business grew exponentially by
hiring an aggressive marketing specialist,
and I found a great real estate coach.”
For some, family is a big part of the
business, like sisters Tammy Turner Kipp
and Amy Turner, who launched their
business 18 months ago.
“When our local economy took a
sharp turn for the worse, we recognized
that even though we are in one of the
wealthiest areas in the country, people
were becoming very value and cost
conscious out of necessity, said Tammy
Turner Kipp, Co-Owner, Ooh La La
Jewels Du Jour. “They were also in the
pursuit of happiness (fun and value). They
still had their high-end taste, but were
now watching their wallets. We decided
to investigate niches that we knew would
appeal to a value-oriented clientele and
felt that with our background of having
two prior fashion jewelry stores and a gift
store, this would be a perfect fit.”
“We were incredibly fortunate in being
able to take advantage of exceptionally
low rent for an A+ location and to
hire top notch staff at a time when local
unemployment was at its all time high
and commercial real estate was at an all
time low,” added Amy Turner, Co-Owner,
Ooh La La Jewels Du Jour. “We were able
to take advantage of distressed times and
make it a positive for all.”
said Crisp. “You have to stay focused on
your vision and that takes time and the
ability to handle the hurdles along the
way.”
For
Rick
Borman,
President
and Producer of Naples Town Hall
Distinguished Speaker Series, it’s a family
tradition now in its second generation.
“Never get complacent because
things change — sometimes seemingly
overnight,” said Bonaquist.
“My family has been bringing worldclass speakers to the Naples area for
nearly a decade. The Town Hall Speaker
series has been an integral part of this
community for nearly 29 years,” said
Borman. “My wife Lori and I took the helm
three years ago. We believe that business
sense is a crucial element missing from
many speaker series initiatives.”
As days turned to weeks, months and
then years, each learned some valuable
lessons along the way.
“It’s really an exercise in perseverance,”
For Fralick and Hansen, it’s all about
one particular skill.
“Listening is the most important thing
you can do to help your client and be to be
creative,” said Fralick.
“Selling is asking open-ended questions
that create conversation. Learning to listen
and ask questions was difficult at first,
however I am motivated to master this
technique,” said Hansen. “I am involved
in an intense coaching program with
Mike Ferry (real estate coaching firm) to
sharpen my prospecting and buyer/seller
qualifying techniques.”
“By
creating
a
vibrant,
upbeat and exhilarating
environment
where the customer has such a
phenomenal experience from the moment
they step into the store, they spread the
good word with excitement and vigor,”
said Amy Turner.
“When they feel like they’re in a
high-end store purchasing top-quality
merchandise but are pleasantly surprised
at the low pricing -it only adds to the
exhilaration,” added Tammy Turner Kipp.
“We have managed to create such a unique
shopping experience along with a new
sense of community where the customer
thinks of Ooh La La Jewels Du Jour as a
destination for a fun and social shopping
experience - all while they are dancing
to the music, sipping on our coffee
and nibbling on chocolate.”
“I’m an “ideas” person, and a successful
entrepreneur is always looking for new
ideas to engage their target audience. You
then surround yourself with people who
can make that vision a reality. My vision
sets Naples Town Hall apart from your
average non-profit. We strive to address
the realities of the marketplace and keep
our operation flexible while staying true
to our mission. I’ve learned that spiritual
gratitude and a life lived with grace does
co-exist with entrepreneurship,” said
Borman. “Living a life of purpose and giving
back makes you a better businessperson
because it helps you to see the best course
of action in times of challenge.”
Looking ahead, there are visions of a
whole new level of success.
“I am hoping to do more film work
since I have worked on a few short films,”
said Fralick.
“I’ll still be assisting buyers and sellers
attain their real estate goals,” said Hansen.
“I’m a people person so this career is right
up my alley!”
“In 10 years from now, we aim to
stay ahead of any up and coming trends,
and hope to replicate our creation many
times over,” said Tammy Turner Kipp. “It
will be important to stay fluid and to be
able to change with the times so as not to
become stagnant.”
“In 10 years, I want to see Naples Town
Hall engaging people at all socio-economic
levels of Collier County springing from
multiple platforms,” said Borman. “I
want Naples Town Hall to have a hand in
helping young people access life changing
educational opportunities, by offering
valuable content and experience that only
direct interface with cultural icons can
provide.”
“I’ll definitely still be an entrepreneur.
The fun is the challenge and I plan on
expanding into different businesses,” said
Crisp. õ
Words of Entrepreneurial Wisdom
“You can’t let fear take over because fear is what keeps people out of this.
You haven’t failed until you quit.Let the fear be motivating.” David Crisp
“Knowledge is power! Commit yourself to getting designations, going to educational seminars
and reading real estate blogs and magazines. Consult with experienced Realtors in your office. Don’t be afraid to say, ‘I’m not sure of the answer, I will research and get back to you’,
then get back quickly.” Judy Hansen
“If you are not a savvy business person, find someone who is and listen to them.
Be sure that you set goals for your company and a means to measure those goals.
Budgets are great but not unless you abide by them.” Robyn Bonaquist
“Give yourself time to develop your skills and your business relationships.
Let your clients get to know your creative side / skills, etc. ONLY time can do that. By listening to
their needs, you can then show them with your creativity, what you heard.” David Fralick
“As a new entrepreneur, you have to see what your customers truly need,
but you also have to be in touch with who you are. You have to match your God-given gifts
with the marketplace.” Rick Borman
HUMAN RESOURCES
Leadership Assessments in Action
by Laura D. Rhoad, SPHR
I
f you Google “Personality Profiles”
you get 19,900,000 results. If you
Google “Leadership Profiles” you get
81,900,000 results. You could spend weeks
or even months reviewing all this data.
It can be a little overwhelming. Did you
know that the historic use of personality
assessments dates back to the 1930s when
they were used to select individuals for
dangerous assignments during wartime?
This was the first “job related” use of
assessments. I digress…but how do you
really identify a great leader? Is there a
way to better predict which manager
will be more successful? There are so
many assessments to choose from: DISC,
Myers-Briggs, Hogan, IQ tests, Keirsey
Temperament Sorter, Wonderlic, Caliper
Profile, and more.
When Sunshine Ace Hardware
decided that we were going to profile
our “ideal manager” we did the research,
talked to other businesses, spent many
months processing the data, and seeing
what options were available. After careful
consideration we decided that the Hogan
Assessment was the tool that we wanted to
use. Many of our staff had taken the DISC
or Myers-Briggs, and these assessments
can give repeatable results on personality
types, but what they don’t tell you is how
likely you’ll be able to succeed in a specific
role. We partnered with Performance
Solutions from Old Saybrook, CT to use
the Hogan tools. Performance Solutions is
the only authorized provider of the Hogan
Assessments besides Drs. Robert and
Joyce Hogan. The Hogans developed their
business specific application in the 1980s,
and their tools are validated, and there is
no adverse impact based on gender, age
or ethnic background. The Hogan’s
tools are legally defensible, and
have never been successfully
challenged.
When you look at performance
measurement tools, there are several key
areas to consider. First of all you want
to be able to assess fit. Is this the right
job for the right person? Is this the right
person for the organization? If you’ve read
the business classic, Good to Great by Jim
Collins, he talks about “Those who build
great organizations make sure they have
the right people on the bus, the wrong
people off the bus…” This is all about fit.
Organizational fit is critical because if an
employee doesn’t fit with a company’s
values and direction, that person probably
will not be happy in that job, even if it is
the type of work they enjoy. When new
hires fail there is a financial cost associated
with turnover, as well as an emotional
cost to an organization. Change (as well
as getting a new manager) can be
stressful enough for the staff, but
when that manager fails and
the job is open again, it can
leave a void in the team that is
hard to bridge.
What we discovered at
Sunshine during our
research was
that there
s i m p l y
weren’t
many
choices available that truly measured both
job fit and organizational fit. We know
what’s important to our culture and how
customer service is such a big part of our
business model. How could we better
predict where that trait existed in new
hires? By partnering with Performance
Solutions, we were able to create a plan
that started with our senior managers,
and will eventually be rolled out for every
position through the entire organization.
When identifying what Sunshine needed
in a Retail Store Manager we enlisted the
help of all of our current managers as well
as some other staff members that either
had done the job previously, or had a really
good understanding of the expectations.
This team of “subject matter experts”
completed the Job Evaluation Tool from
Hogan, and they developed the profile for
an ideal Sunshine Retail Store Manager.
It really didn’t surprise us that Sunshine
had significantly higher expectations than
the basic Retail Store Manager profile that
Hogan had on file. Here’s the detail that
we received from Hogan on what the ideal
candidate would look like for Sunshine:
“The ideal candidate will be someone
who is calm, confident and handles
pressure well (Adjustment), but
competitive and achievement oriented
(Ambition). This person will also be
friendly, and sensitive to the reactions of
others (Interpersonal Sensitivity).
In addition, based on the Sunshine
Ace Hardware results we want someone
who is more rule conscious, organized
The reach you need.
NCHAM-09222 Currents Ad.indd 3-4
and dependable (Prudence). The
successful Retail Store Manager will
be seen as socially skilled and make
a positive impression when meeting
people for the first time (Sociable). It
also suggests a person who is imaginative
and curious and willing to try new things
(Inquisitive).
Lastly, the successful
person will also enjoy reading, keeping up
to date and values opportunities to stay
ahead of trends (Learning Approach).”
In addition, as a group we identified
the following areas as the top five critical
areas for success:
• Teamwork - Works well in groups
and is a good team player
• Trustworthiness - Is honest and
trustworthy
• Problem Solving - Identifies and
implements effective solutions to
problems
• Customer Service - Provides
courteous and helpful service to
customers and associates
• Leadership - Provides direction
and motivates others to work for a
common goal
We all had the same thoughts about
trust and integrity; it is how we do
business. Customer service is our top
priority at Sunshine, and teamwork is
how we get things done. These critical
areas for success were in alignment with
Reach 700,000 of Naples’ business and community leaders each month online. And 10,000 each month here in Business Currents.
It’s advertising that goes the extra mile. Right where it counts the most. Reach for the phone to learn more 239.298.7920.
7/2/09 4:29:05 PM
our company values. Our president,
Michael Wynn, said “Customer service
is such an important part of who we are,
that even with the best training programs,
great employees, and superior products,
without the right manager in place we
still can fall short. Customer service is an
area that we will not compromise. That’s
why this initiative is so important to us.”
By using this tool, we all agreed on
what was important for our leaders and
Hogan was able to pull that together from
the data. Now we have a profile. When
we read this profile, it sounded exactly like
what we were looking for in a Retail Store
Manager. In order to validate the results of
the Job Evaluation Tool (JET) we had our
entire current management team take the
Hogan Personality Inventory (HPI). The
results? Our most successful managers
were a perfect match to the JET profile
we developed. The puzzle was coming
together. What we also determined was
that some people were not a good fit for
a store manager position. It helped us
understand why these people were better
suited for other roles. For example we had
a highly analytical person that scored very
low on Sociability, where the ideal Retail
Store Manager is very high in this area.
This job was not a fit for this person. They
needed to be in a role that allows them to
use their high analytical skills, and not
have to interact with as many people as a
Retail Store Manager. It helped us find the
right fit for a very intelligent, inquisitive,
creative individual who can now make a
better contribution to the company. Dr.
Paul Connolly, President of Performance
Programs (www.performanceprograms.
com) told me that the assewssment tool
should be one third of your decision
making process. The resume/references,
the interview, and the assessment should
all be factored into the final decision.
We currently are using the Hogan
Personality Inventory Express Report
with potential candidates in the final stage
of the interview. If our management team
thinks that the candidate is a good match,
we use the assessment it helps confirm
our decision. It was very exciting when
we evaluated the last two managers hired
for Sunshine. Both of these candidates
scored a perfect match to our profile for
the ideal manager, and so far they are both
doing well. This tool gives us insight into
the candidate’s potential to fit within our
company, and the job as a Retail Store
Manager. The customer service aspect of
our business is so critical that we needed
to do everything possible to identify the
right people that fit-- both from a job
match and a company perspective. We are
taking it to the next level by making this
happen at Sunshine.
õ
Laura has worked in Human Resources for
20+ years. She has a BA from Bowling Green State
University in Ohio, and a Masters in HR from
International College (now Hodges University) in
Fort Myers. She received her Senior Professional
in Human Resources (SPHR) certification in
1999. Laura has been involved with the Society
for Human Resource Management (SHRM) for
many years, and has held a variety of different
roles including Scholarship and Certification
Chair in Myrtle Beach, SC. In Florida she started
out as the Foundation Chair, President Elect, and
finally President of HRMA in Lee County. She
served as the Federal Legislative Affairs Chair for
HR Florida State Chapter, and currently serves
as District Director for the Gulf Coast District as
an advisor to HR Collier, HRMA of Lee County,
and HR Charlotte.
The Best Little Airport in the Country.
Celebrating 65 years.
...and we’re just getting started.
What can
general
aviation do
for you?
Access to Private Charters
Air Ambulance
Sightseeing
Aerial Photography
Fight Training
Aviation Merchandise
Air Cargo & More
When you support the airfield-based businesses at Naples
Municipal Airport, you’re not only getting great value for
yourself, you also become part of the more than $100
million your airport brings in to our local economy.
Naples Municipal Airport
The Best Little Airport in the Country
(239) 643-0733
www.flynaples.com
T EH
C EHANLOTLHOCGAYR E
VITAS Brings Hospice Home
Understanding Your Medicare Hospice Benefits
by Tamara DeCaro
T
he diagnosis of a terminal illness
brings with it a host of questions,
fears and concerns: “Will I be able
to handle the pain?” “How will my family
care for me?” “How can I afford quality
end-of-life care?” And the question we hear
most frequently: “Can I stay at home?”
When medical treatments cannot
cure a disease, it might be time to
consider hospice care. Hospice focuses on
enhancing a patient’s comfort and overall
quality of life during the last months of life.
By treating symptoms and providing pain
management, hospice can make the dying
process more meaningful for patients and
their loved ones.
“Hospice is a wonderful option for
people facing the end of life. We ease
the pain and fears that can accompany
incurable illness,” says Donna Sessa, RN,
patient care administrator for VITAS
Innovative Hospice Care® of Collier
County.
For more than 30 years, VITAS has
been a leader in the American hospice
movement, helping define the standards of
care for hospice and ensure that terminally
ill patients and their families have ready
access to compassionate and effective
end-of-life care.
VITAS provides care for adult and
pediatric patients with a wide range of
life-limiting illnesses. When medical
treatments cannot cure a disease,
VITAS’ interdisciplinary team of hospice
professionals—comprised of doctors,
nurses, hospice aides, social workers,
chaplains and trained volunteers—can
do a great deal to control pain, reduce
anxiety and provide medical, spiritual and
emotional comfort to patients and their
families.
Hospice care typically is provided
in the patient’s home. In fact, some
90 percent of patients faced with lifethreatening illness prefer to remain in their
homes, continuing the routines that make
them most comfortable. Whether they
live in their family home, an adult living
community or a nursing home, they want
to age—and die—in place. And although
VITAS provides short-term symptom
management and respite care to patients
at its inpatient hospice unit at Physicians
Regional Medical Center in Naples, we
strive daily to honor each patient’s wishes
for care at home.
innovation and leadership? You get
caregivers who bring a daughter’s wedding
ceremony to a mother’s bedside. You get
immediate team reaction to breakthrough
pain early on a Sunday morning. You get
arrangements for a family pet to stay in an
inpatient unit. You get quiet, unhurried
goodbyes for the family of a dying patient
who is awake and comfortable.
VITAS brings the best hospice care in
the country to more than 13,000 patients
per day in 16 states and Washington,
A focus on comfort, compassion
and clinical innovation
There is a general perception among
people that hospice means going to—or
ending up in—a place. Hospice isn’t a
place. Hospice is a philosophy of care; it
focuses on enhancing a patient’s comfort
and overall quality of life during the last
months of life.
Helping patients remain at home is a
core part of VITAS’ philosophy. VITAS
was founded in 1978 by an ordained United
Methodist minister and a registered nurse.
They saw a void in the treatment of people
with terminal illnesses. They organized
a group of volunteers who also were
interested in pursuing better ways to care
for the dying.
The palliative care experts who make
up our Collier County interdisciplinary
teams are highly skilled caregivers, but
they are also compassionate and sensitive
to individual patient and family needs.
And they’re available 24/7.
“Team members not only provide
care, they also help patients and families
experience meaningful events together
that families might have thought were not
possible due to their loved one’s illness,”
says Sessa. “In this way, the team helps
to create lasting heartfelt memories for
families and friends.”
Clinical team members also focus on
developing and enhancing their clinical
experience, applying our unique brand
of care to define and meet the needs of
terminally ill patients and their families.
What do you get when you mix
this kind of compassion with clinical
D.C. We do that with more than 10,000
employees who are committed to their
jobs—whether they are at the bedside, on
the sidelines or in the back office.
All 53 of our hospice programs
tailor their staff and services to the
communities they serve. And it’s the
skilled, compassionate people on our
interdisciplinary teams who bring our
brand of hospice care to the bedside.
“By any measure, VITAS’ substantial
size and geographic reach are a positive for
the patients and families we’re privileged
to serve, for our dedicated staff, and
for the hospice field in general,” says
Mary Zalaznik, VITAS vice president
of operations for Collier County. “Our
experience as one of the nation’s oldest
and leading hospices has helped us
emerge as experts in pain and disease
management which allows us to bring
the best in comfort care to our patients.
We also have the best caregivers, who go
through a careful selection process and
extensive training. We have partnerships
with hospitals and other healthcare
organizations, state-of-the-art inpatient
units, a great pharmacy program—the list
goes on and on.
“VITAS is a national company,
but each program is part of the local
community,” continues Zalaznik. “Our
hospice professionals are from right here
in Southwest Florida so they know the
people and the neighborhoods. We’re here
to ensure that anyone who wants hospice
care can get the best quality hospice
care.”
The Medicare Hospice Benefit
When patients and their families
are dealing with a terminal illness, the
physical and emotional challenges are
burden enough. But the financial stresses
sometimes are more than a family can
bear. So it’s vital for physicians and
others involved in a patient’s care to fully
understand the financial benefits available
to Medicare enrollees who choose to take
advantage of their hospice benefit.
Stated simply, the Medicare Hospice
Benefit is all-inclusive and all hospices
are reimbursed the same way by Medicare.
Medicare-certified hospices must accept
the per diem reimbursement rate as 100
percent coverage for the services provided
to the hospice patient and family.
For the patients, that means no more
co-pays, deductibles or coverage limits.
It means all prescription medications,
over-the-counter drugs, durable medical
equipment such as a hospital bed, lab and
diagnostic work, and medical supplies
related to the patient’s terminal illness
are provided at no cost to the patient.
It means the hospice physician, nurses,
hospice aides, social worker, chaplain,
physical/occupational/speech therapist,
dietician and volunteers provide care
related to the patient’s terminal illness at
no additional cost to the patient and the
patient’s family.
Hospice is unique among Medicare
benefits in that it provides care for both
the patient and the patient’s loved ones.
For example, the Medicare Hospice
Benefit requires all Medicare-certified
hospices to provide an organized program
of services to meet the bereavement needs
of the family for at least one year after the
beneficiary’s death.
Most private insurance also offers
a hospice benefit, as does Medicaid in
Florida and most other states. VITAS
provides hospice services to all eligible
patients, regardless of their ability to pay.
õ
Tammy Decaro is the Director of Market
Development, VITAS Innovative Hospice Care®
of Collier County. VITAS has been bringing
hospice home to Collier County since 2008. For
more information on VITAS call 866.928.4827.
VITAS Hospice Charitable Fund
Helps ‘Special Needs’ Patients
It was August, and hot in Immokalee
where the man, a VITAS patient with
terminal cancer, lived. His small home had
no air conditioning.
“I knew how the heat was affecting me
and every time I went to his house I could
see how it was affecting him,” says VITAS
Nurse David Buchheit, RN.
David appealed to the VITAS Hospice
Charitable Fund/Foundation for End-ofLife Care for help, and the Foundation
purchased the man a new air-conditioner.
“It was so rewarding just to see his face
when he felt that cool air,” says David.
“We’re in the business of improving our
patient’s comfort. The Foundation helped
in a way medical care couldn’t.”
The
12-year-old,
not-for-profit
Foundation was established to improve
end-of-life care for patients and families
who qualify (see www.vitascharityfund.
org for qualifications). VITAS was
the Foundation’s founding corporate
supporter, but the Foundation does not
only aid VITAS patients and families. It
also assists other hospice providers.
The Foundation helps needy patients
and their families by, for example, paying
a month’s rent, mortgage or utility
bills, making insurance payments or
purchasing gift cards for groceries. Since
1998, the Fort Lauderdale, Florida-based
organization has helped more than 6,000
hospice patients and families nationwide.
In 2009, the Foundation spent nearly
$500,000 on meeting the special needs of
hospice patients.
The Foundation relies on donations
and bequests for revenue, “and many of
the donations come from our patients’
families,” says Michelle Sanguinetti,
VITAS Foundation coordinator in
Collier County. “So when I apply to the
Foundation for aid, I know it’s coming
from people who had a good experience
with VITAS.”
The Foundation has facilitated good
experiences for many VITAS Collier
County patients and families—like the
single mother who wanted nothing
more than to be able to die at home. The
Foundation paid the woman’s mortgage
so she and her children could remain at
home while she received end-of-life care.
For more information on the VITAS
Hospice Charitable Fund/Foundation for
End-of-Life Care, call 877-800-2951 or
visit vitascharityfund.org.
MANAGEMENT
Negotiation Preparation =
Negotiation Success
by Colleen Francis
M
ediocre sales people are
notoriously bad planners. It
can be said that they habitually
“play” more than they “practice”. Going
into most sales interactions unprepared,
thinking they can “wing it” and
negotiating “off the cuff”. Top negotiators
know differently. Top performers know
that in order to successfully negotiate
with clients they must plan carefully or
risk being left vulnerable. Without proper
strategy, your opponents will use your
lack of preparedness to their advantage.
In other words, you are likely to give up
more than you intended because you
didn’t have a plan.
everything you say, every move you make
and every agreement you reach. Carefully
Here are 9 areas of planning to consider planning your strategy in advance will
before you start a negotiation with a ensure you reach the goals that you and
your company want to achieve. Remember
client:
that all goals should be set using the
1) Determine your goals. S.M.A.R.T. formula (Specific, Measurable,
Negotiation is the art and science of Attainable, Realistic and Time bound).
reaching an agreement that meets your
and your client’s goals. Your strategic 2) What’s your BATNA?
goals create the measure you judge What will happen if you do not reach
yourself by at the end of the processes an agreement with your client? One of
and need to be set before the negotiation the biggest negotiating dangers is being
begins. Your goals also will act as your too committed to gaining an agreement
guide during the negotiation, supporting and being unduly pessimistic about what
would happen if the negotiation fails.
In my experience, most sales people are
overly committed to having to reach an
agreement (sometimes at the expense
of all profitability) when they have no
other options. Do yourself a favor. Ensure
you have at least 3 opportunities waiting
to close (or negotiate) for everyone that
you are negotiating now. These 3 other
qualified opportunities are your “Best
Alternative to a Negotiated Agreement
(BATNA)” because they ensure you will
never feel desperate to close business. The willingness to walk away is
the most powerful negotiation leverage
you can have. You only will feel able to
walk away, if you have something else to
walk away to. Yes, you understand
me correctly; prospecting is the
key to negotiation success.
preparation it’s valuable to ask yourself
what you and the client seek, and want
to avoid. It’s often the positions in step
2, combined with the needs and concerns
from step 3 and the hidden political
drivers that position the negotiation. 5) Find the missing link.
So, you know your goals and positions,
and you have taken a smart guess at your
client’s goals and positions. Now is the
time to find the link between the two.
Linking your goals to the customer’s goals
is a key to effective selling. A negotiated
agreement is only profitable if it satisfies all
3) What is
your position? Specific goals for
your negotiation can
be called positions.
Positions
are
simply
your
statement
of
what you need
to get in order to
accept the deal.
You should take
some time before
the negotiation
to
document
what you want
to get, need to get
and what would be
nice to get out of the
interaction.
Writing
down
these
positions
will make them clear in your
mind and will help you focus
the discussion. While you are at it,
it is good practice to guess at what the
client will want and intend to get as well.
4) Hide and Seek. As well as positions, we all have other
things we want to hide from (or avoid) and
seek in the negotiation. Often, these are
more hidden or more political things. For
example, your client may want to save face
and you want to augment your reputation.
You may want to avoid exposing conflict
inside your own company and the client
may want to avoid including certain
colleagues in the process. During your
parties. The best way to accomplish this
mutually profitable relationship is to
focus on finding the missing link between
the objectives of you and your clients. Of
course it if difficult to do this accurately
if you don’t know what your client’s goals
are. Think of this as a sales challenge: the
better qualified your client is, the more you
know about them and understand their
goals and the better prepared you will
be for the negotiation. Great negotiators
start preparing for the negotiation at the
start of the sales cycle…. and never stop!
6) What’s your bottom line?
Your bottom line is the absolute, last
resort and final offer on each key issue. It’s
your walk away point. Setting a bottom
line in advance of your negotiation is
important because it makes it easier to
resist the temptation of agreeing to an
unprofitable deal. Setting a bottom line
protects you from seller’s remorse and it
makes it easier for others to participate
in the negotiation with you because you
can provide a framework for them to
negotiate in. There are some downsides
though. The most notable is that having
a bottom line can discourage creativity
and may limit your ability to capitalize
on new information revealed during
the negotiation discussions.
Be careful not to set your
bottom line too high. It’s
easy to over estimate the
value of what you are
selling – especially if
it is personal – like
your car or house!
7) Identify your
trip wire. The
best
negotiators
document a trip
wire for every
negotiation, which
will indicate to
them when they
are close to their
bottom line. Your trip
line is established to
ensure you do not enter
into agreements that you
will later regret. Establish
a trip wire by identifying an
outcome that is slightly better
than your BATNA and bottom-line,
but far from perfect. When a trip wire is
triggered during a negotiation, commit
to taking a break and thinking about the
situation before accepting the deal. The
last thing you want is to be forced into
a position to take a deal that is worse
than your trip wire. As a last resort,
accept your trip wire and an acceptable
end to the negotiation, ONLY if you
are able to receive something in return.
8) Where are you weak?
No one likes to admit they are not
perfect. Especially sales people! The truth
is, no negotiation argument is perfect and
yours are no exception. Everyone and every
negotiation argument have at least one
vulnerability. Your weakness is that spot
that threatens the achievement of any one
of your goals based on a real or perceived
vulnerability in your argument. Don’t
ignore or brush off a perception. Your
clients’ perceptions of you are the reality
in which you negotiate. When planning
for a negotiation its wise to consider your
weaknesses and plan for effective responses.
9) Giving concessions. In my recent No Free Gifts (tinyurl.
com/NoFreeGifts) article
we
spoke
about the art of giving concessions. The
first concessions you always give need
to be “non monetary”. In other words,
something that does not sacrifice the price
of the product. If the client will not accept
a non-monetary concession than it maybe
necessary to give a price break (monetary
concession). For your point of reference, a
concession is the act of granting, yielding or
surrendering a right, privilege or gift. Your
treatment of concessions will determine
your success or failure in a negotiation and
long-term relationship building. Always
remember the cardinal rule: no free gifts!
Two Private Dining Rooms
for Business or Pleasure.
For a worksheet to help you plan your
monetary and non-monetary concessions,
go to tinyurl.com/NegotiationWorksheet
Sure, it may seem daunting to prepare
for a negotiation. That is because oftensales people don’t like the thought of
getting to work! According to CSO
Insights, just 10 minutes of prep can
increase your effectiveness by up to 42%.
Knowing that, doesn’t it make sense too
spend a little time thinking and planning
before your next negotiation rather than
simply jumping in unprepared?
Colleen Francis, Sales Expert, is Founder
and President of Engage Selling Solutions (www.
Engage-Selling.com). Armed with skills developed
from years of experience, Colleen helps clients
realize immediate results, achieve lasting success
and permanently raise their bottom line. Start
improving your results today with Engage’s
online Newsletter Engaging Ideas AND 10 weeks
of free sales tips: www.EngagingIdeasOnline.com
Source: ArticlesBase
com/6bs2wym
• Wine Room accommodates up to 16 guests
• Coach’s Room accommodates up to 40 guests
Score a touchdown and “wow” your guests by
booking a private dining room for your next
special event, business meeting or holiday party.
Contact Maurica Hurley, Business Development Manager, for details and
availability at [email protected] or 239.659.3176.
Voted Best Business Lunch!
Join our Mobile VIP Text Club for exclusive offers, specials, event updates and more!
Plus Free Calamari Appetizer! Text “SHULAS’ to 97063
Inside the Hilton Naples • 5111 Tamiami Trail North • Naples • Phone 430-4999
http://tinyurl.
New Chamber Members
AAMCO Transmission
& Total Car Care
Mr. David P. Varano
3030 Davis Blvd.
Naples, FL 34104
(239) 262-7109
www.aamcoofnaples.com
Awesome Signs of Southwest
Florida, Inc.
Mr. Robert Small
5430 Jaeger Rd., Suite 103
Naples, FL 34109
(239) 514-7446
www.awesomesigns.net
Best of Everything
Mr. Christopher Bent
3754 Tamiami Trail N.
Naples, FL 34103
(239) 403-8771
Boston’s Restaurant & Sports
Bar
Ms. Nicole Angelo
4270 Tamiami Trail East
Naples, FL 34112
(239) 692-9294
www.Bostons.com
Canine Command, LLC
Mr. Joseph M. De Simone
16031 Caldera Lane
Naples, FL 34110
(239) 963-7676
www.caninecommand.net
The Card Management
Group LLC
Mr. Richard Hood
2430 Vanderbilt Beach Rd #108
Suite 115
Naples, FL 34109
(239) 961-4322
www.cardmanagementgroup.com
Cardinal In-Home
Drapery Cleaning
Mr. Christopher Sheppard
15275 Collier Blvd #201-123
Naples, FL 34119
(239) 249-8322
www.cardinalinhome.com
Eyeglass World
Mr. Greg Goins
6355 Naples Blvd.
Naples, FL 34109
(239) 216-4366
www.eyeglassworld.com
Florida Community Bank
Ms. Maureen Shuman
2400 Tamiami Trail North, Suite 100
Naples, FL 34103
(239) 552-1719
www.floridacommunitybank.net
The Parrot Bar & Grill
Pat Daly
1100 6th Avenue South
Naples, FL 34102
(239) 435-7900
www.lazyparrotbarandgrill.com
Golden Gate Fire Control
& Rescue District
Chief Robert Metzger
14575 Collier Blvd.
Naples, FL 34119
(239) 348-7540
Premier Sotheby’s International
Realty-Richard & Susie Culp
Mr. Richard Culp
4001 Tamiami Trail North, #2
Naples, FL 34103
(239) 659-0099
www.PremierNaplesProperties.com
GulfShore Photography
Mr. Robert Raymond
[email protected]
Hurley Travel Experts
Mr. William (Mitch) Mitchell
(207) 523-3508
www.travelexperts.com
James K McCauley
Insurance Agency
Jim McCauley, CLU
Sunshine Professional Center
9220 Bonita Beach Road,# 105
Bonita Springs, FL 34135
(239) 992-7888
www.
jameskmccauleyinsuranceagency.
com
Jim Duffy Construction, Inc.
Mr. Jim Duffy
2760 68th Street SW
Naples, FL 34105
(239) 272-6881
www.jimduffyconstruction.com
Journeyman Gallery Photography by Josh Manring
Mr. Josh Manring
2338 Immokalee Rd., Ste 433
Naples, FL 34110
www.JourneymanGallery.com
NAACP of Collier County
Mr. Harold Weeks
PO Box 990727
Naples, FL 34116
(239) 455-2886
www.naacpcolliercounty.com
Novastar Solutions
Mr. Tim Sturzenegger
35200 Plymoth Rd.
Livonia, MI 48150
(734) 453-8003
Prestige Jets
Mr. Mark Anastasia
2383 Linwood Avenue, #301
Naples, FL 34112
(239) 261-7461
www.prestigejets.com
Quantum Consulting, LLC
Mari DeWees Ph.D
PO Box 111265
Naples, FL 34108
(239) 206-3219
www.quantumconsultingfl.com
Seniors Helping Seniors
Mr. Evan Zelden
(239) 243-8555
www.seniorshelpingseniors.com/
southwestflorida
Sonja’s Hair Design
Denis Juarez
88970 Fontana Del Sol Way
Unit # 1
Naples, FL 34109
(239) 566-3360
www.sonjassalon.com
Weldon & Rothman, PL
Mr. Richard Weldon II
7935 Airport Pulling Rd N., #205
Naples, FL 34109
(239) 262-2141
www.weldonrothman.com
Worship Safe Church Security
Solutions
Mr. Larry Utterback
(269) 209-6203
www.worshipsafe.com
For more information on these and all Chamber members,
visit the Chamber business directory online at www.napleschamber.org
The Chamber Scrapbook
Wake Up Naples @ The Hilton Naples
April 20, 2011
Outstanding Chamber Volunteers
Sheriff Kevin Rambosk, Linda and Geoffrey Moebius
Myra Williams, Dottie Gerrity and Connie Dillon
Jackie and John Coffey, Jackie Ritter, Barry Nicholls
Blasé Ciabaton, Julie McMadden, Jason Manwell, Jordi Tejero
Bill Spinelli, Michelle Harrison, Brenda Talbert and
Randy Thomas
Vicki Tracy (The Arlington at Naples) and
Reg Buxton (The Journals)
All Photos Courtesy of Bob Raymond
The Chamber Annual Dinner @
The Ritz-Carlton Golf Resort, Naples
May 6, 2011
Kara DeWeese,
Gayle and
Scott Campbell,
Charlotte Dupre
Trish Biebricher, Susan McManus, Alan Korest,
and Millicent Marshall
Bill and Pam Galas,
Amy and Steve Grau
Jim Bloom, Jennifer Edwards, Sheriff Kevin Rambusk,
Patrick Neale, and Karen Klukiewicz
Bill Spinelli and Monique Reed
Wilma Boyd and Mayor Bill Barnett
Katie Sproul, Roger Paulsbery and Carl Mollenkamp
Peter and Susan Manion, Paula and Michael Wynn
Roger Paulsbery, Mary Jo Zeller, Jim Holbrook, David Abramson, Gloria Bersani,
Kim Musial, Angie Zamora, Carl Mollenkamp, and Vicki Tracy
r i b b o n c u tt i ng s
Riverchase Dermatology
261 9th St. S., Naples 34102
www.riverchasedermatology.com
Orchard Terrace at Moorings Park
120 Moorings Park Dr., Naples 34105
www.mooringspark.org
Fashion Outlet Company
4200 Tamiami Trail N., Naples 34103
Naples Park Central Hotel
40 9th Street N., Naples 34102
naplesparkcentral.com
Eyeglass World
6355 Naples Blvd., Naples 34109
Chamber
Connect
Boston’s Restaurant & Sports Bar
4270 Tamiami Trail East, Naples 34112
www.Bostons.com
Aventine at Naples
9300 Marino Circle, Naples 34114
Blauch & Associates, LLC
14710 Tamiami Trail N., Suite 101,
Naples 34110
www.blauchandassociates.com
Your
Connection
to the
Business
Community
In Your
Email
Every
Monday
Don’t
Miss It!
RENEWING MEMBERs
Accent Business Products
6261 Arc Way
Ft Myers, FL 33966
(239) 597-7774
www.accentbp.com
Charter Club Resort on Naples Bay
1000 10th Ave S.
Naples, FL 34102
(239) 261-5559
www.charterclubresort.com
Allman Promotions LLC
PO Box 771780
Naples, FL 34107
(315)430-6515
www.allmanpromotions.com
CNL Bank
1435 Pine Ridge Rd.
Naples, FL 34109
(239) 687-1046
www.cnlbank.com
Audibel Hearing Center
Naples, FL 34103
(239) 430-4327
www.audibelflorida.com
Coastal Courier Messenger Services, Inc.
PO Box 831
Marco Island, FL 34146
(239) 394-4968
www.coastalcouriermessengerservice.com
Ave Maria University
5050 Ave Maria Blvd.
Ave Maria, FL 34142
(239) 280-2511
www.avemaria.edu
Coldwell Banker Previews
Naples, FL 34102
(239) 262-7131
www.coldwellbanker.com
AZN Azian Cuizine
9118 Strada Place, #8155
Naples, FL 34108
(239) 593-8818
www.aznrestaurant.com
Coleman, Hazzard & Taylor, P. A.
2640 Golden Gate Parkway
Ste 304
Naples, FL 34105
(239) 298-5200,
Beckner Jewelry & Repairs
5080 Annunciation Circle
#102
Ave Maria, FL 34142
(239) 417-4367
www.BecknerJewelry.com
Collier Fence & Wire, Inc.
1981 Elsa St.
Naples, FL 34109
(239) 597-8161
www.collierfence.com
Bleu Provence
1234 8th Street S.
Naples,FL,34102
(239) 261-3410
www.bleuprovencenaples.com
Bosom Buddies Breast Cancer
Naples, FL 34112
(239) 417-4600
www.BBBCSI.org
Boys & Girls Club of Collier County
7500 Davis Blvd.
Naples, FL 34104
(239) 325-1700
http://bgccc.com/
Brio Tuscan Grille
Naples, FL 34108
(239) 593-5337
www.brioitalian.com
Cable USA, LLC
2584 S. Horseshoe Dr.
Naples, FL 34104
(239) 643-6400
www.cableusa.cc
CenturyLink
6438 Naples Blvd.
Suite 100
Naples, FL 34109
(239) 596-6220
www.centurylink.com
Community Health Partners
851 5th Ave. N., #201
Naples, FL 34102
(239) 659-7700
www.chealthpartners.com
Country Club of Naples
185 Burning Tree Drive
Naples, FL 34105
(239) 261-1032
www.ccnaples.net
Crifasi Real Estate, Inc.
Suite 8
Naples, FL 34110
(239) 594-7000
Crowther RFG
2543 Rockfill Road
Fort Myers, FL 33916
(239) 337-1300
www.crowther.net
Douglas L. Rankin, Attorney
Ste 308
Naples, FL 34103
(239) 262-0061
Europe American Aviation
200 Aviation Drive North
Suite 6
Naples, FL 34104
(239) 430-9220
www.skystead.com
European Wax Center
2349 Vanderbilt Beach Rd.
Suite 502
Naples, FL 34109
(954) 734-0114
www.waxcenter.com
Floral Encores
2354 Immokalee Rd.
Naples, FL 34110
(239) 597-1718
www.floralencores.com
GATES
27599 Riverview Center Blvd.
Suite 205
(239) 593-3777
www.gatesinc.com
Golden Key Design Services
1540 Gulfstar Dr. S.
Naples, FL 34112
(239) 595-3920
Golden Technologies, Inc.
5660 Strand Court
Naples, FL 34110
(866) 806-7127
www.golden-tech.com
Gulfshore Endoscopy Center, Inc.
1084 Goodlette Rd N.
Naples, FL 34102
(239) 435-9330
www.ggn-gec.com
Gulfshore Homes, Inc.
8891 Brighton Lane
Suite 101
(239) 947-2929
www.gulfshorehomes.com
Gulfshore Title Company, LC
3400 Tamiami Trl N.
Ste 201
Naples, FL 34103
(239) 643-9800
Hahn Loeser & Parks, LLP
800 Laurel Oak Drive
Suite 600
Naples, FL 34108
(239) 254-2900
www.hahnlaw.com
Imperial Golf Club
1808 Imperial Golf Course Blvd.
Naples, FL 34110
(239) 597-8165
www.imperialgolfclub.org
Integra Realty Resources
4795 Enterprise Avenue
Naples, FL 34104
(239) 643-6888
www.irr.com
Investment Properties
Corporation of Naples
Ste 402
Naples, FL 34103
(239) 261-3400
www.ipcnaples.com
John R. Wood Inc. - Christine Citrano
2600 Immokalee Rd.
Naples, FL 34110
(239) 877-1102
www.citranonaples.com
Johnston, Peacock & Dalis, CPA’s, P.A.
1148 Goodlette Rd. N.
Naples, FL 34102
(239) 263-7721
www.jpcpas.net
King Richard’s Family Fun Park
6780 Airport Pulling Road North
Naples, FL 34109
(239) 598-2042
www.kingrichardspark.net
One Minute Dry Time
“Green” Carpet Cleaning
2085 Pine Ridge Rd
Naples, FL 34109
(239) 514-3218
www.oneminutedrytime.com
Senior Bridge
3960 Radio Road
Suite 110
Naples, FL 34104
(239) 430-8300
www.SeniorBridge.com
Outback Steakhouse of Naples
4910 Tamiami Trail N
Naples, FL 34103
(239) 434-7100
Seniors Helping Seniors
(239) 243-8555
southwestflorida/
Panera Bread - Cafe 1115
Naples, FL 34110
(239) 593-4001
Southwest Property Management Corp.
1044 Castello Dr.
Ste 206
Naples,FL,34103
(239) 261-3440
www.swpropmgt.com
Lely Palms Retirement Community
1000 Lely Palms Dr.
Naples, FL 34113
(239) 775-7661
Pelican Marsh Golf Club
1810 Persimmon Dr
Naples,FL 34109
(239) 597-3000
www.pelicanmarshgc.com
MaidPro
2085 Pine Ridge Rd
Naples, FL 34109
(239) 596-5200
www.maidpro.com/naples
Pine Ridge Coachworks
5360 Jaeger Road
Naples, FL 34109
(239) 596-3922
www.pineridgecoachworks.com
Marco River Marina
951 Bald Eagle Drive
Marco Island, FL 34145
(239) 394-2502
www.marcoriver.com
Port Of The Islands Resort & Marina
Naples, FL 34114
(239) 765-4111
www.poiresort.com
Marlene Graham & Associates Inc.
Downing-Frye Realty Inc.
Naples, FL 34102
(239) 821-9046
www.napleshomefinders.com
Preferred Travel of Naples, Inc.
801 Laurel Oak Drive
Suite 300
Naples, FL 34108
(239) 261-1177
www.preferrednaples.com
Nancy’s Dollhouses & Miniatures
7345 Davis Boulevard, #3
Naples, FL 34104
(239) 659-1444
www.nancysdollhouses.com
Print and Copy Center
3661 Arnold Ave.
Naples, FL 34104
(239) 643-5581
printcopycenter.com
Naples Press Club
Suite 210
Naples, FL 34103
(239) 287-8921
www.naplespressclub.org
Professional Building Systems
4395 Corporate Square
Naples, FL 34104
(239) 643-6527
www.pbscontractors.com
Naples Trolley Tours, Incorporated
1010 6th Ave S.
Naples, FL 34102
(239) 262-1914
http://www.naplestrolleytours.com/
NaplesFloridaVacationHomes
1240 Meadow Road
Suite 500
Northborrk, IL 60064
(888) 835-9133
www.NaplesFloridaVacationHomes.com
Northern Trust Bank
4001 Tamiami Trail N Suite 101
Naples, FL 34103
(239) 262-8800
www.northerntrust.com
PulteGroup
9240 Estero Park Commons Blvd.
Estero,FL,33928
(239) 495-4800
www.pulte.com
Sally M. Woliver & Associates, Inc.
2010 19th Street SW
Naples, FL 34117
(239) 352-0690
Seminole Casino Immokalee
506 South First Street
Immokalee, FL 34142
(239) 658-1313
www.seminoleimmokaleecasino.com
Stanley Steemer
2900 South Horseshoe Drive
Unit 1100
Naples, FL 34104
(239) 597-8104
www.stanley-steemer.com
Sunburst Management Corporation
PO Box 110339
Naples, FL 34108
(239) 263-7403
www.smcnaples.com
The Appraisal Shoppe, Inc.
Ste 201
Naples, FL 34103
(239) 435-1111
www.appraisalshoppeinc.com
Suite 501
Naples, FL 34113
(239) 206-2646
www.ArlingtonNaples.org
The Capital Grille
9005 Mercato Drive
Naples, FL 34108
(239) 254-0640
www.thecapitalgrille.com
The Pub
9118 Strada Place
#8160
Naples, FL 34108
(239) 594-2748
www.luvthepub.com
The Rehmann Group CPA
1415 Panther Lane
Suite 159
Naples, FL 34109
(239) 254-5057
www.rehmann.com
The Ritz-Carlton Golf Resort, Naples
2600 Tiburon Drive
Naples, FL 34109
(239) 593-2000
www.ritzcarlton.com
CONTINUED ON PAGE 40
Aloha Restorations
202 8945 Malibu Street
Naples, FL 34113
www.moldnaples.com
Recently relocated from Canada to pursue
a new lifestyle in Naples, Florida. Aloha
Restorations brings 12 years experience in
the restoration business and looks forward
to helping new clients in Southwest
Florida.
N
S
e
p
w
o
t
M
l
e
i
m
g
b
h
e
t
r
Awesome Signs of
Southwest Florida, Inc.
5430 Jaeger Rd # 103
Naples, FL 34109
www.awesomesigns.net
We design and make signs. All kinds of
signs. Full color printed and cut vinyl signs.
Lighted signs and banners, Real Estate,
Construction, Business and Architectural
signs. Truck/car/boat
graphics and
magnetic signs. Our graphic designers
use the latest software including Adobe
Illustrator and Flexisign.
Canine Command
16031 Caldera Lane
Naples, FL 34110
www.caninecommand.net
Having trouble finding a reliable and
effective dogtrainer and/or pet sitter – we
are here to solve your problem. We offer
affordable services at your home and at
your convenience! We can work with your
dog with a one-time visit, multiple visits
or periodic visits based on your schedule
and your particular training needs we use
the latest learning and behavior science
emphasizing positive reinforcement to
shape positive behavior and extinguish
negative behaviors.
Cardinal In-Home Drapery Cleaning
www.cardinalinhome.com
We clean window treatments on-site,
without removing them from the window.
We specialize in the cleaning of high end
draperies, curtains, blinds, shades, and
top treatments. We also clean other items
such as outdoor furniture, chandeliers,
upholstery, and much more. Call today for
a FREE on-site estimate.
Eyeglass World
6355 Naples Blvd
Naples, FL 34109
Eyeglass World offers a huge selection of
fashionable eyeglass frames at super low
prices, great customer service and in-store
lab that lets us turn around most orders the
same day! At Eyeglass World you can get 2
pair of eyeglasses for only $78 or Buy One
Get One Free specials every day.
Florida Community Bank, a division of
Premier American Bank
Suite 100
Naples, FL 34103
www.floridacoomunitybank.net
Florida Community Bank, which is a division
of Premier American Bank, N.A, is backed
by the financial strength of our holding
company, Bond Street Holdings Inc., making
our company one of the strongest and most
capitalized banks in the country. Florida
Community Bank is committed to our
customers, employees and the communities
that we serve.
Gulfshore Photography
Naples, FL
General photography – social, sports,
nature, travel.
Jim Duffy Construction, Inc.
Naples, FL
www.jimduffyconstruction.com
Jim Duffy Construction, Inc. has provided
construction services to commercial,
institutional, and residential customers
for over 30 years. The scope of projects
performed includes new construction,
building
additions,
build-out/tenant
improvements,
remodels,
structural
and cosmetic renovation, repairs and
maintenance. We take great pride in the
quality of our work and operations.
NAACP of Collier County
PO Box 990727
Naples, FL 34116
www.naacpcolliercounty.com
The mission of the NAACP is to ensure the
political, educational, social and economic
equality of rights of all persons and to
eliminate racial hatred and discrimination.
The vision of the NAACP is a society where
equal rights are afforded to all. NAACP
Collier County invites you to join us!
Naples St Patrick Foundation Inc.
300 Fifth Ave. S., Suite 101
PMB 326
Naples, FL 34102
www.stpatricksparadenaples.com
We are a nonprofit corporation
organized for educational and
charitable purposes. Our mission is
to provide scholarships and grants
to area schools and students. Fund
raising activities include the Naples
St. Patrick’s Day Parade, music, art,
and cultural events. We promote
Irish and Irish American culture in
Southwest Florida.
Novastar Solutions
Naples, FL
NovaStar Solutions helps its customers
benefit from technology and increase
the return on assets, while increasing
the level of services related to those
assets. This allows our customers to
become more efficient and effective
in the use of their technology while
staying ahead of the competition.
NovaStar Solutions.com helps its
customers buy, install, and remarket
IT equipment, as needed. Our
customized services meet the unique
requirements of each customer
and are made possible through the
dedication of our staff.
Paradise Coast
Cleaning Services, Inc.
Naples, FL
www.ParadiseCoastCleaning.com
Paradise Coast Cleaning provides a high
quality service to Naples, Bonita Springs,
and to Estero areas. We are setting the
standard for excellence in the cleaning
industry. We are a “one stop shop” that
offers home and office cleaning; also
specializing in window washing, pressure
washing and home watch.
Quantum Consulting, LLC
PO Box 111265
Naples, FL 34108
www.quantumconsultingfl.com
Quantum Consulting, LLC. offers a
wide variety of services including
bookkeeping, marketing, research,
business and strategic planning, and
business analytics. Call us today at
206-3219 so our professionals can tailor
a plan to suit your business needs.
Seniors Helping Seniors (R)
Southwest Florida
Ft. Myers, FL
southwestflorida/
Seniors Helping Seniors in-home care
services for all Collier & Lee County.
We offer many senior in home care
services including light housekeeping,
meal preparation, transportation, dr.
appointments, shopping, errands, 24
hour care, companionship and more.
We match seniors who need help with
active seniors who want to provide
caring, compassionate help. It’s like
getting a little help from a friend. (R)
The Parrot Bar & Grill
Naples, FL 34102
www.lazyparrotbarandgrill.com
Waterside
Bar
and
Grill.
Delicious Food, Fun Atmosphere and
Live Entertainment. Buy 1 Get 1
FREE Happy Hour 4pm to 7pm. Serving
Lunch and Dinner and Late Night Menu.
7 Days a Week with a Full Bar. Enjoy
Dining on the Boardwalk overlooking
the Marina on Naples Bay! Join us on
Saturday and Sunday for football on 9
flat screen HD TVs!
Weldon & Rothman, PL
7935 Airport-Pulling Rd N.
Suite 205
Naples, FL 34109
www.weldonrothman.com
Weldon & Rothman, PL is a law firm
with offices in Naples and Marco
Island. The firm concentrates in the
areas of Employment Law, Business
Litigation, Personal Injury and
Insurance Disputes. We are here to
advise, advocate, and to protect
our clients’ legal rights by providing
aggressive and cost-effective legal
services.
Chamber
Connect
Your
Connection
to the
Business
Community
In Your
Email
Every
Monday
Don’t
Miss It!
RENEWING MEMBERs
CONTINUED FROM PAGE 37
Trulucks Seafood, Steak and Crab
698 4th Ave South
Naples, FL 34102
(239) 530-3131
www.trulucks.com
Vanderbilt Consulting Group, Inc.
Suite 138
Naples, FL 34110
(239) 594-6999
USA Shade & Fabric Structures, Inc.
21810 Palmetto Dunes Dr.
# 210
Estero, FL 33928
(239) 919-4519
www.usa-shade.com
Wells Fargo Home Mortgage
5629 Strand Blvd.
Ste 401
Naples, FL 34110
(239) 649-4111
Val-Pak of Southwest Florida
10681 Airport Pulling Rd.
Suite 22
Naples, FL 34109
(239) 594-3531
www.valpak.com
Wilderness Country Club
101 Clubhouse Drive
Naples, FL 34105
(239) 261-6060
www.wildernesscc.com
Van Buskirk Opticians
798 Neapolitan Way
Naples, FL 34103
(239) 649-1011
www.vanbuskirkopticians.com
BusinessBriefs
A look at what’s happening in the business community
St. Elizabeth Seton Catholic School
welcomed 15 new inductees to the
National Junior Honor Society: Jocelyn
Bartolone, Jacob Clark, Madison Clark,
Jordan Dennis, Jackson Doyle, Haley
Duckett, Megan Gast, Kayley Hamilton,
Rebecca Matson, Sophie McFee, Hailey
Metzger, Adip Rawat, Tyler Rice, Grace
Tomaielly and Christopher Uhlar.
St. Matthew’s House announced its
14th Annual Golfathon has raised a gross
total of over $219,000.
The James K McCauley Insurance
Agency has expanded their operations,
recruited two new team members in key
positions and moved to a larger office.
BCB Homes generously donated their
time and efforts to help the local charity,
Christmas in Naples, with renovating a
home for a needy family in East Naples.
Social networking and business
consultation class offered by Professional
Writing Services on Saturday mornings
from 10:00 a.m. until noon at Books A
Million, 9100 Strada Place in Naples.
RSVP to 407.738.8445. $35 per hour, 2
hour maximum.
The
Naples,
Marco
Island,
Everglades Convention and Visitors
Bureau announced that 2010 visitation
rose 3.3% over 2009 and that first quarter
2011 tourism visitation is up 6.4% over the
same period in 2010.
The Edison & Ford Winter Estates
newest exhibit, “Celebrating Bromeliads”
opened May 1 in the Edison Caretaker’s
House.
NABOR reports overall condo pending
sales are up 6 percent.
Edison State College Collier Campus
graduated 105 students on May 1 at The
Philharmonic Center for the Arts.
The David Lawrence Center
announced that for the tenth straight year,
the Center has earned the Family Friendly
Workplace designation from the Naples
Alliance for Children.
First National Bank of the Gulf
Coast announced that it has completed
the closing of an initial infusion of
$40 million in capital pursuant to the
previously announced agreements with
private investors.
The Conservancy of Southwest
Florida has raised $38.8 million dollars,
exceeding its five-year “Saving Southwest
Florida” Capital Campaign goal.
Premier Sotheby’s International
Realty announced that the “Mariana”
model at 1280 Osprey Trail in Estuary at
Grey Oaks has sold.
HB’s on the Gulf has unveiled new
lunch and dinner menus.
For the past month, St. Matthew’s
House has been the grateful recipient
of fresh, homegrown produce donated
by Isaac and Anita Gallegos, vendors at
North Naples Green Market.
Naples Town Hall Distinguished
Speakers Series announced that Glenn
Beck will take the Town Hall stage on
Saturday, January 7, 2012. The Conservancy of Southwest
Florida’s Nature Center will be closed
for major renovations with an anticipated
Phase 1 Sneak Preview beginning
November 1, 2011.
St. Matthew’s House announced
The League Club, Inc. has awarded St.
Matthew’s House a $10,000 grant from
their Community Trust Fund.
Seminole Casino Immokalee has
scored its first hit - $134,091 - in the
exclusive Seminole Casinos Mega Bad
Beat Jackpot.
Flemings presents Summer Wine
Tasting on Saturday afternoons. RSVP in
advance for $15, or $20 at the door. RSVP
598-2424.
The Zonta Club of Naples announced
Megan Schultz, a senior at Naples High
School and resident of Naples, is the
recipient of the 2011 Young Women in
Public Affairs Award.
Seniors Helping Seniors Services
has opened locations in Lee and Collier
County to provide jobs and in-home care
for local seniors. õ
Transitions
Who’s Who in the Business Community
Debbie Broulik joined Premier Sotheby’s International Realty as a Broker
Associate and Christopher Harrington
has joined as Broker Manager for the firm’s
Old Naples offices.
Markham Norton Mosteller Wright
& Company, P.A. announces that firm
partner Karen Mosteller is celebrating 25
years of employment with the company.
The David Lawrence Foundation announced the election of Michael D. Benson as Chairman of its Board of Trustees.
AboveWater Public Relations and
Marketing, LLC has named Diana Murray as Account Manager.
Professor Aubrey Harwood has been
appointed Vice Chair of the Applied Psychology Program at Hodges University.
Grant, Fridkin, Pearson, Athan &
Crown, P.A. is pleased to announce that
Cheryl L. Hastings has been given a BV
Distinguished Rating by MartindaleHubbell.
Founding Dean Fred Nerone of the
Johnson School of Business at Hodges
University has retired. Hodges University has named Dr. Nancey Wyant, previously the chair for the Management program, to replace Nerone as Dean.
Ron Jefferson has been promoted to
the position of assistant director of facilities for the City of Naples Airport Authority.
John R Wood welcomes new agents to
their offices: Lauren Twente, Debra Valentine, Luann Collins, Dave Clements,
Ken Kraynak and Pam Doyle at their
Bonita office; Lois Hilger, Jill Nesbitt,
Thomas Andrea and Nicholas Naples at
their Uptown office; Aaron Earls, Jane
Darling, Charlene Minnic, Sheryl Yeager, Rowan Samuel and Betty Wolf at
their Central office.
PBS Construction has brought on a
new project management staff to serve
the firm’s expanding residential remodeling division: Michael Brunoli, LEED AP,
Mark Simmons, LEED AP and Jim Lunsford.
Preferred Travel of Naples announced Karen Berger has joined their
team of domestic and international travel
specialists.
Naples Orchestra and Chorus announces its new Board members: Ann
Hoffman, President; Anne Wilson,
Vice President; Marischen Nordmeyer,
Treasurer; Marilyn Bogen, Secretary;
Clinton Holland, Director, Music Librarian; William Mears, Director; John
Ostrowski, Director, General Manager;
Bill McKinney, Director, Development;
Dorothy Johnson, Director; Cindy Swinarski, Director. õ
Business Currents
Ad Reservation Deadline:
July 5, 2011
Please call (239) 262-6376
to reserve your space today!
Blue Streak Tile & Marble, Inc. - 5780 Taylor Rd #2, Naples 34109
DID YOU KNOW?
Collier County is constantly seeking contract and vendor services.
They post RFPs (request for proposals) almost daily and they can be
found online on the county website.
Don’t have time to check the
Collier County website all the time?
It’s ok! We’re here to help!
All new county solicitations are listed in the
Chamber Connect each Monday - watch for it in
your email box!
Chamber Calendar of Events ..................................................................................................
Wednesday, June 1st
Market to Your Customer Base
co-sponsored with SCORE Naples
6:00 pm to 8:30 pm
Location: The Chamber Building
2nd Floor- Leadership Collier Foundation Room
Loyal customers are the key. They stay longer, buy
more and most important they act as advocates for
your company using the most valuable marketing
technique of all “word of mouth”
$35
June 2011
Wednesday, June 8th
(please note: SECOND WEDNESDAY of the month)
Wake Up Naples
7:30 am
Location: The Naples Hilton
Sponsored by: The Naples Airport Authority
Presentation: Federal Security Director Robert Cohen,
“Evolution of the TSA…Where We Are, and Where
We’re Headed”
$20 in advance/$25 at the door and non members
................................................................................
.........................................................................................
Thursday, June 2nd
Executive Club Event/Collier County Medical
Society
Thursday, July 7th
Accelerated Networking Luncheon
5:30 to 7:30 pm
Location: Blue Martini @ The Mercato
Complimentary drink and hand passed appetizers
Free of Charge to Executive Club Members
Must RSVP by June 1st
11:30 am to 1:15 pm
Location: Fred’s Food, Fun & Spirits
2700 Immokalee Road (Uptown Plaza, just east of
Sam’s Club)
Members Only - Register by July 6th
$15 Pre-Registration/$25.00 Walk-In
Walk-ins are not guaranteed a seat
.........................................................................................
Thursday, July 21st
Business After 5
5:30 pm to 7:30 pm
Location: TBD
$5 in advance/$10 at the door/$25 non members
Thursday, June 16th
Business After 5
5:30 pm to 7:30 pm
Location:
Seacrest Country Day School
$5 in advance/$10 at the door/
$25 non members
Register for all events at www.napleschamber.org
June/July 2011
................................................................................ Chamber Calendar of Events
Thursday August 18th, 2011
3:00 to 7:00 pm
The Naples Beach Hotel and Golf Club
Sponsored by:
The Naples Daily News
EZ to Use.com
Naples Florida Weekly
The News Press
Val-Pak of Southwest Florida
Waste Management
Tables and sponsorships available
Please contact [email protected]
Calendar of Events
Trade Show…
”Success in the City”
The NEW Greater Naples Chamber of Commerce Visitor Information Center
All the information you need to live, work and play in Greater Naples
900 Fifth Avenue South, Suite 102
Open Six Days a Week (closed Sundays) – Stop in and see us!
This is my
hospital.
-Lillian Love, MD,
Oncologist practicing at NCH
for 32 years.
Here’s why:
Collaboration with Florida
Cancer Specialists and 21st
Century Oncology to provide
comprehensive cancer care.
National clinical trials.
Board certified Oncology
Pharmacist on staff.
Breast Health Navigator to
assist cancer patients
- funded in part by
Susan G. Komen for the
Cure, SW Florida.
NCH wants to be your hospital.
Call us at 436-5430.
www.NCHmd.org
SAFE
STRONG
SECURE
THAT’S
ON US
TIB Bank is stronger than ever! Through an investment of capital from North American
Financial Holdings (NAFH), TIB has now become part of the new, dynamic and ever growing
family of NAFH banks. And, because of this investment, TIB is one of the safest, strongest
and most secure banks in Florida.
Stop by and you will see the same friendly faces who’ve served you in the past, the same name
above the door and you’ll receive the same great service that you’ve grown to expect.
TIB Bank is safe, strong and secure. Now more than ever, you can Bank On Us to help you
realize your financial dreams.
ON US
Banking
•
wealth management
•
Trust Services
800.233.6330 | www.tibbank.com
FlorIdA KEyS | HomESTEAd | SouTHwEST FlorIdA

June 2011 - Greater Naples Chamber of Commerce

Transcription

Similar documents

MANOUSO

the fun times - Fun Time Early Childhood Academy of Naples

Solaria service luxury travel

Senza titolo-1

to read the MAP Brochure - Collier County Sheriff`s Office

lurcat naples

naples ovens

A Time for Community Action_Drug Free Collier Newsletter_July 2016

Naples Offensive Action - Centerville Elks Football

That`s Amore 2017 flyer