BusinessJournal

THE
The Regions Business Publication
October 2012

OF WEST CENTRAL OHIO

Committed to exceeding your expectations

Findlays Tall Timbers Distribution Center Incorporated has opened a new warehouse in Rome Georgia area to serve customers in North Central Georgia, it was announced today by Charles Bills, president of Ohio Logistics. The 250,000 square foot facility, doing business as Northern Georgia Logistics, is located at 212 Burlington Road NE, Rome Georgia, 30161. Mr. Bills said the facility will serve clients in the Rome area and has space to offer additional companies. Randy Green is the Manager of the facility, and the telephone number is (706)-291-1370.

Ohio Logistics is headquartered in Findlay, Ohio, and is one of the largest privately held logistics companies in the Midwest. It provides innovative warehousing, distribution, and transportation services to customers with global logistics requirements. Ohio Logistics operates approximately 6 million square feet of warehouse space in 19 locations in Ohio, Indiana, Pennsylvania, New York, Wisconsin, Kentucky and Georgia. It operates Foreign Trade Zone #151 in Ohio and Foreign Trade Zone A#29 site 10 in Louisville, Kentucky. Its Transportation Group operates its own fleet of trucks. Its Documents Storage Company has a major warehouse in Findlay and delivers the most complete records management and document destruction services in its marketing area. For more information, visit the web site at www.northernGeorgialogistics.com

Perry Corporation and SMS proTECH merging names

Construction confidence wanes as nation approaches fiscal cliff

WASHINGTON, D.C. - Associated Builders and Contractors (ABC) today released its newest construction industry economic measure, the Construction Confidence Index (CCI). The CCI is a diffusion index that reflects three aspects of the U.S. nonresidential construction industry - sales prospects, staffing levels, and profit. During the second quarter of 2012, all three indices declined, undoing much of the first quarters progress and indicating that nonresidential construction momentum is waning. However, index values remain above 50, indicating that construction spending is still poised to expand, just at a slower pace. Sales expectations fell from 68.3 to 62.3 Profit margins fell from 57.9 to 53.5 Staffing levels fell from 64.3 to 59.8 Optimism Cools Across the Board See CONSTRUCTION, page 4A

Technology has been in a true state of metamorphosis and those changes impact our lives and how we conduct our businesses. As part of a larger strategy to stay ahead of these technology curves, Perry Corporation purchased SMS proTECH in 2007. We are combining all of our resources into one company and will collectively be known as PERRY proTECH by the end of this year. Established by Rex Perry in 1965, Perry Corporation is recognized as a leading provider of business technology solutions and products throughout north and western Ohio, northeastern Indiana, and southern Michigan. Perry Corporation serves thousands of companies of all sizes in a variety of industries including financial services, health care, manufacturing, education, telecommunications and utilities. The company offers a wide-range of services including imaging and multifunction printers, office products, document storage and retrieval, content management, networked systems and managed print services. Originally established in 1988, SMS proTECH is a regional leader in information technology services with an extensive team of highly certified engineers on staff. SMS proTECH provides diverse solutions including cloud, virtualization, data center, voice over IP phones, teleconferencing, remote connectivity, wireless, core infrastructure, See MERGE, page 4A

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Transportation Warehousing Logistics Focus on Auglaize County Eldercare 5-8A 1-8B 9-10B

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renew it. The person calling has a heavy foreign accent and was difficult to understand. The recipient of the call said, I dont know what you are talking about. There was much conversation between the two and again the recipient told the caller he had no idea what she was talking about, that he did not have any subscription for yellow pages. At that point, the caller asked, Would you like to cancel? His reply was sure. He said the woman then told him hed be transferred to a certain person but added, Dont ask him any questions. He was then transferred to a man who spoke the Kings English and was told he would be given a cancellation number. The intended victim said, I dont need a cancellation number. I dont know what you are talking about. He hung up. Living the Rotary motto: the Rotary motto: Living A few minutes later, the first caller called Service aboveself Service above self back and demanded to know why he was not cooperating and if he did not, she would report him to the FBI! He hung up again. This is a new, more aggressive approach concerning the yellow pages scam and it is one that you and your employees should be prepared to deal with. Some suggestions on how to deal with that include: just hanging up, never answering with an affirmative, ask questions, and dont react to threats like, well call the FBI. Jane Birckhead, CPCU This seems to be the season for the yelExecutive Vice President low pages scam. Many times, it comes in Trustee - Stepping Stones Center the form of a phony invoice which suggests its time to renew. In reality, this is a soliciLife Home Auto Business Income Life Home Auto Business Income tation to sign up for a yellow pages directory which may or may not be published and probably has so little circulation it will do you no good. Be skeptical of all such soInsurance Since 1838 licitations. 513-793-1190 By Neil Winget, President FAX:Insurance Since 1838 513-795-5730 Cell: 513-479-1193 Better Business Bureau serving West 513-793-1190Email:Direct513-793-5730 Cell: 513-479-1193 Ohio FAX: Line: 513-619-4621 Central jbirckhead@hhhinsurance.com

The Yellow Pages scam has been around for a very long time and has been catching businesses unaware for millions of dollars. While there is nothing new about this scam, the way it is perpetuated and how it is marketed has changed, if not in concept, in detail. Recently, I talked to a business manager who was approached by the yellow pages people via telephone and it went something like this: I am calling about your yellow pages subscription (sic) and we would like you to

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October 2012

I get a ton of emails from people seeking insight or asking me to solve sales dilemmas. Here are a few that may relate to your job, your life and, most important, your sales thought process right no Jeffrey, I am a marketing and sales rep for a company that sells emergency cleanup services. I visit prospective customers almost daily, mostly insurance agents and property managers, and provide value. Given the nature of what we do, my biggest challenge is coming up with objectives for each visit. Do you have any advice for me? Roxanne

Salespeople have questions, Jeffrey has answers

Roxanne, Bring a current customers that has just had a major cleanup. Talk to them about what happened before, what caused it, what happened during, and then what happened after. What was the outcome? If youre really looking for an objective, if youre really looking for subject matter to talk your customers about, what could be better than something youve already done and what could be better than the proof you could provide through the voice of your existing customer? Do that and all of your watermelon will come right from the heart. Best regards, Jeffrey Jeffrey, Its a known fact you are a great believer in the teachings of Napoleon Hill, like many other sales guys out there such as myself. Expanding the sales team with the most suitable people can be a challenge, and if the person who selects the new sales guys is a fan of Napoleon Hills philosophy, then it seems natural that the new guys also should share it. How do you personally go about finding new employees, assuming youre looking for people that share Jeffrey the same philosophy? Gitomer Do you have a certain approach of recognizing if a person will qualify, in order to spare a potentially unnecessary meeting? David

Volume 21, No. 10 Publisher Donald R. Hemple Contributing Writers Jeffrey Gitomer Advertising Donald R. Hemple
The Business Journal is mailed to the top business leaders in the 11-county region of West Central Ohio. Although information is gathered from sources considered to be reliable, the accuracy and completeness of the information cannot be guaranteed. Information expressed in The Business Journal does not constitute a solicitation for the purchase or sale of any products. Copyright, The Business Journal of West Central Ohio, 2006, All rights reserved. Reproduction or use, without written permission of editorial, photographic or other graphic content in any manner is prohibited. The Business Journal is published monthly at 405 N. Main St., Delphos, OH 45833

of West Central Ohio

Business Journal

THE

David, No. There is no way. However, there are questions you can ask during the interview such as, What are the most impactful books youve read? instead of Have you read Napoleon Hills Think and Grow Rich? This will give you a long list of books, or it will tell you the person doesnt read books. I want to know the most impactful books the person has read. That will tell me a little bit about their philosophy. For example, if he or she is reading a John Grisham novel versus an Ayn Rand novel, I have a clue as to what kind of thinker the person is. If a person has read Woody Allen he or she will likely be kind of a humorist. Or maybe the person has read Dorothy Parker. But the bottom line is whatever that person has read is an insight into his See GITOMER, page 8A

Contact Us Telephone 419-999-4762 Don Hemple 419-695-0015 ext. 138 Marilyn Hoffman 419-695-0015 ext. 131 Stacy Prine 419-695-0015 ext. 129 toll free 800-589-6950
Mail 405 N. Main St., Delphos, OH 45833-1598 For information concerning news, advertising and subscription e-mail us at: dhemple@delphosherald.com or bizjrnl@delphosherald.com

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of farm land and possible development property Auction will be held at the Hancock Co. Ag Center conference room at 7868 Co. Rd. 140 Findlay, OH 45840 Wednesday October 24, 2012 at 10 AM. 114.353 acres Business Opportunity for Developers, Investors & Farmers Fronting on a high traffic connector road leading to I-75, US Rt. 224 & St. Rt. 12 Located on Co. Rd. 212 in the mid southern part of Section 33 Cass Twp. Hancock Co. Situated just north of the city of Findlays Industrial area and across the road from large warehousing. The land is flat to gently sloping on top with 9.5 acres of woods in the northeast corner and the balance is clear tillable land. Be prepared to bid and buy. Terms: Twenty five thousand dollars ($25,000.00) of the purchase price shall be paid down on the day of the auction and the balance on delivery of a Warranty Deed within 30 days. Possession will be given at closing or following harvest of the remaining crops. All inspections must be completed prior to auction day. Buyers financing must be pre-approved. Sellers intend to sell, however, do reserve the right to reject any bids. Owner: Emmet L. Huntley Family Trust Walter Bros. Inc. Auctioneers Ben, Tom, Matt Walter & Kris Gosche 901 N. Main St., Findlay, OH 45840 419-424-0944 www.walterbrosinc.com

Public Auction

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October 2012 TheBusinessJournal

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Construction (Continued from page 1A)

Analysis Despite data indicating that the nation is now in its fourth year of economic expansion, the nonresidential construction industry continues to struggle to establish sustained momentum, said ABC Chief Economist Anirban Basu. In recent months, nonresidential construction spending levels have barely managed to edge higher, disappointing many contractors. Nonresidential construction firms have become unnerved by the possibility of the nation falling off a fiscal cliff--due to a number of tax increases and spending cuts that take effect at the end of the year-leading the economy back into recession in 2013, Basu said. This would limit private nonresidential construction, which is among the nations most cyclical industries. A recession also would hammer away at already weak federal, state and local government finances, likely leading to further declines in public spending, said Basu. For contractor attitudes to improve further, it likely will take some resolution of the fiscal cliff and positive economic data, Basu said. Details CCI is a diffusion index. Like many of these indices, readings above 50 are favorable and indicate growth, while readings below 50 are unfavorable. The following chart reflects response proportions and shifts in attitudes since the prior quarter. Among the most interesting findings is that the proportion of contractors expecting substantial deterioration in business performance has risen from just 2 percent during the first quarter to nearly 13 percent in the second quarter.

Merge (Continued from page 1A)

network management software, licensing and maintenance management, managed IT and staff augmentation. Customers range from small business to large enterprise and cover a variety of markets including manufacturing, healthcare, finance, local government and nonprofits. SMS proTECH currently covers Ohio, Kentucky, Michigan and Indiana. The combination of these resources have allowed PERRY proTECH to expand our offerings even further with new document solutions, enhanced service offerings, new formats in printing solutions, security technologies, all inclusive managed IT services and a private cloud offering. A strong focus will be our physical security offerings with the recent addition of Digital C.O.P.S., technology designed and implemented by team members that are technically certified and additionally skilled law enforcement personnel. Our companys mission is to help our clients achieve a competitive advantage by maximizing integration of technology with business needs. We are 100% Employee-Owned and are members of the ESOP (Employee Share Ownership Plan) Association and Community. Our 200 plus employees have a high degree of involvement in work-level decisions, are dedicated and have a true sense of ownership in our company. Our employee-owners will go the extra mile to ensure client satisfaction.

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4A TheBusinessJournal October 2012

Transportation - Warehousing - Logistics

Five core trends for warehousing services
Though broad industry trends change little from year to year, warehousing services providers must address challenges during a recession. Reviewing warehousing industry analysts top ten trends lists reveals that not much has changed in the minds of supply chain services customers over the past years. In many ways, warehousing facilities act as a barometer of broader economic trends. Third-party warehouses experienced some of the first signs of economic weakness as more clients stockpiled inventory. Likewise, warehousing companies benefited from a soft real estate market by negotiating cheaper leases and by purchasing property at low rates. As the industry faces another challenging year, experts indicate that five key trends should remain on the minds of company leaders. The Return of Regional Warehousing Facilities Opening up more warehousing facilities to serve the same clients might not seem like an effective approach to going green. However, the increasing urbanization of the worlds population and an industry still recovering from sudden spikes in energy costs has forced warehousing suppliers to rethink their locations. Staging product in multiple warehouses can reduce reliance on air freight and decrease shipping time. Dedicated warehouses that serve major cities can also respond more efficiently to regional demands. Consolidation Impacts Warehousing Companies As credit markets crumbled under the weight of a global recession, many third party logistics companies have resorted to selling off assets or merging with rivals to survive. Though industry analysts maintain that the sector should continue to thrive, successful companies must constantly evaluate their properties and their partnerships. Distinctions Emerge Between Freight Warehousing and Inventory Storage As all kinds of companies learn to cope with the rules of running a business in recessionary times, warehousing companies should also adjust to changing client demands. Warehousing facilities that once served as pick-and-pack terminals have been converted to long-term storage for clients that need to stockpile product. Likewise, many warehouse managers have changed floor plans and storage equipment systems to differentiate highdemand products from long-term storage items. Collaborative Supply Chains Demand Tighter

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With over 2.5 million square feet of floor space ranging in size from 10,000SF to 308,000SF under management, BENSAR Developments Co. can provide for your specific facility needs . When you entrust BENSAR Developments Co. to manage your facility needs, you

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TheBusinessJournal 5A

Warehousing
(Continued from page 5A)
Technology Shipping services have responded to customer demands for speed and security by integrating tracking services into their information technology infrastructure. Today, clients demand similar tools from warehousing providers, especially for products that must be kitted or assembled before delivery. Successful warehouse services already use database and management tools that can collaborate with shippers and with client ordering systems. Shrinking Cycles for Warehouse Management Solutions Decades ago, warehousing company managers often shopped for best of breed technology to manage their facilities and to track inventory. Systems were implemented with expectations that they would run effectively for fifteen years or more before requiring upgrades. Today, the constant evolution of technology requires a different approach to purchasing warehouse management solutions. Instead of buying a single system rated very best, managers are happy to purchase exactly what they need right now to evolve and expand their systems. Interoperability and expansion are the key buzzwords right now, since facility managers must be ready to integrate their systems with clients and with other vendors. Overall, the trends affecting warehousing services this year stem from end user demands for speed, efficiency, and environmental awareness. As the global economy recovers, industry analysts expect the suppliers who thrive in this environment to dominate their niches during the next financial boom.
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6A TheBusinessJournal

Call us at 800-731-3025 or 419-225-9060 Visit us online at www.WLiquidFilling.com

October 2012

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Warehousing - Location is key when using an outside warehouse facility and that is what sets us apart from the rest. We can place a warehouse near your plant with options such as refrigerated, frozen and dry all in one building. Transportation - Free shuttle sservice between your plant and the warehouse. Coverage to all 48 states for full and multi-stop loads. Our refrigerated trailers are equipped with safety enhancements that will insure that your products will be delivered safe and on temp to your customers. We also have a fleet of 53 dry vans as well as 24 box trucks. Value-Added - We offer a full line of services such as repack, rework, sorting, labeling, inspection and cleaning. Pass-Through Invoicing - Save BIG every month for our services over a customary warehouse agreement.

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October 2012 TheBusinessJournal 7A

Gitomer (Continued from page 3A

or her thought process. Find that out and you will find out if you have a good person or not. Best Regards, Jeffrey Jeffrey, My company helps small B2B businesses plan a video strategy and develop web series and webinars to tighten their bond with their customers. Im feeling a great deal of resistance from people about creating videos to grow their business. The objections seem to fall into two major categories: 1) fear of visually being on the web (in fact, their social media is probably non existent as well) and 2) I can do this myself. I can hire the kid next door. Besides leaving them a copy of Social BOOM!, which I do, what approach would you suggest? Pat Pat, My recommendation is that you have examples of video testimonials from other customers, not just about a video testimonial of a third party, rather a video testimonial about you. It should be about how they were reluctant, about how they thought the kid next door could do it, about how they thought the price was too high, about how they thought they were ugly on film. All of the elements that you have as objections can be overcome by an existing customer who loves you. Thats the easiest way to do it so when you get the objection you can say, Oh, you know what? You may be right, but let me show you how a couple of my customers feel about the entire process. Thats the first half of your presentation. The second half should be examples of videos youve done that rock examples of videos youve done that are up on somebody elses Facebook business page or up on their YouTube channel that has 2,000 or 3,000 views. Your job is not to give a sales presentation. Your job is to show examples of how other people can use and profit from what it is that you do. Do that, you win. Best regards, Jeffrey Jeffrey, Theres something that has never made sense to me. Im required to make cold calls as part of my daily routine. At the same time, my boss man could not be more put out by people that cold call him throughout the day and I agree with him. Yet every morning starts out with the same old Lets get smilin and dialin! Smile for what? You dont even believe in what Im doing! Scott Scott, Have your boss sit down next to you and make cold calls himself. Let him piss off the same people youre pissing off. Let him see what a total waste of time cold calling is how it affects your mood, how it affects your belief system, how it affects your personal pride, and how it affects your attitude. Then start to call customers youre already doing business with, customers who love you. Ask them if you can come over and help them out for an hour. Ask them if you can come over and talk about how your product is used. Ask them if you can come over and help build the relationship. Tell them you need to make a good will visit. Those are the people who will invite you right in and talk to you for a half an hour and maybe help you earn a referral. Thats where the money is in sales, not in cold calling. Cold calling pisses off your boss. Imagine what it does to your customers. Referrals thats where the money is. Best regards, Jeffrey
Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at salesman@gitomer.com. 2012 All Rights Reserved. Dont even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112

OHIO LOGISTICS

Northern Georgia (Rock Spring)

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October 2012