June 2009 - Greater Naples Chamber of Commerce

Transcription

Business Currents
a
p u b l i c a t i o n
J U NE
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
w w w . n a p l e s c h a m b e r . o r g
2 0 0 9
14
Sustainable Savings on
Commercial Insurance
Premiums are Achievable:
But You May Have to Change Your Focus
19
27
Charitable Remainder TrustsGive Your Cake and Eat It Too
Manage Benefits Program
Dollars and Maximize
Return on Investment
Visit Us Online at www.napleschamber.org I Business Currents I JUNE 2009 Avant Garde Images, Inc.
Travel is more than just A to B. Travel should let you mix business with pleasure.
Let our team of experienced meeting planners, catering specialists and wedding experts make the Hilton Naples your ideal
venue for business meetings, conferences, social events and weddings. We will exceed your expectations with amazing
food and superior customer service. Whether having a meeting for 5 people or a wedding for 250, our versatile function
rooms will fit your every need. Intimate, private dining rooms are available in Shula’s Steak House, a Wine Spectator Award
of Excellence recipient for three consecutive years. And, with 200 beautifully appointed guestrooms, we are your premier
location for out of town guests. Plus, the Hilton HHonors Event Planner program lets planners earn points and miles.
Book an event June – September and receive double Hilton HHonors® Points
for all food, beverage and room rental. Call Lisa Vinciguerra at 239-659-3124
and ask for the Summer Promotion.
5111 Tamiami Trail North, Naples, Florida 34103
239-430-4900 • hiltonnaples.com
Travel should take you placesTM
JUNE 2009 I Business Currents I Visit Us Online at www.napleschamber.org
Hilton HHonors® membership, earning of Points and Miles®, and redemption of points are subject to HHonors Terms & Conditions. ©2008 Hilton Hospitality, Inc.
Recognize our dedicated public servants.
law enforceMent
fire Protection
Medical ServiceS
2009 DistinguisheD
public service awards
NomiNatioNs cuRReNtly beiNg accepted
These annual awards are presented to one member in each of the following
three public safety and service professions, Law Enforcement, Fire Protection,
and Medical Services, public or private, serving Collier County.
These awards recognize the significant contribution by an individual
to their respective public service profession and the welfare of the Collier
County community. The distinguished work activity recognized can be for a
single action or career performance. The nominee may be an employee, sworn
or non sworn of any municipal entity on the county, state, or federal level.
The criteria for selecting the award recipients includes, but is not limited to,
innovation, community service, professional initiative, meritorious service in
the performance of duty and commitment to professionalism.
the Nomination deadline is august 3, 2009
Note: Please return the form below with a nomination letter (250 words
or less). The letter must state the activities and/or actions that make the
nominee a candidate for the award.
three easy Ways to submit a Nomination:
1) Fax: Fax this form with your nomination letter to 239-262-8374
2) Web: Complete a nomination form at www.naplesnews.com/dps
3) Mail: Distinguished Public Service Awards
The Greater Naples Chamber of Commerce
2390 Tamiami Trail N., Suite #210, Naples, FL 34103
DistinguisheD Public service AwArDs
nomination information Form
i/we would like to recognize:
nominee’s employer:
nominator’s name:
nominator’s Phone:
nominated for (check one)
law enforcement
Fire Protection
Medical services
PleAse AttAch your noMinAtion letter
sponsored by
in cooperation with
PleAse cAll the greAter nAPles chAMber oF coMMerce At 239-403-2902 For More inForMAtion.
Visit Us Online at www.napleschamber.org I Business Currents I JUNE 2009 www.DowntownNaplesAssociation.com
(239) 435-3742
D E S T I NAT I O N
DOWNTOWN
The Heart of Naples
Upcoming Events
June 11:
Evening on Fifth
Jammin
Fifth Avenue South
7 pm to10 pm
Fifth Avenue Valet Service
Available 5:00 pm to midnight
Every Friday and Saturday
Photos courtesy of the Naples, Marco Island, Everglades CVB.
Shops, style and surprises. Enjoy fabulous
Fifth Avenue South, 3rd Street
South and the Bayfront. Escape to the
eclectic shopping venues of 41-10,
Crayton Cove and Tin City. Stroll a
gallery, find that special unique gift,
entertain friends. From sidewalk cafes to
world-class dining, enjoy a meal then
visit the area’s most pristine beach and
pier. All within a short walking distance.
We are Destination Downtown.
Enjoy!
CONTENTS
7
BUSINESS CURRENTS MAGAZINE | JUNE 2009 | VOLUME 4 / NUMBER 6
14
C OV E R S TO RY
S u s ta i n a b l e S av i n g s o n
Commercial Insurance
P r e m i u m s a r e A c h i e va b l e
( B u t Yo u M ay H av e t o C h a n g e Yo u r Fo c u s )
No matter what your business is, you’re looking to contain costs. You can save money
on your insurance over a period of time, but you must first have an understanding of
the market, risk management and sticking with the right plan.
TECHNOLOGY
Angelo Biasi helps you jumpstart your renewed
sales and marketing efforts....................23
Social Media is all the buzz these days.
There are so many options, how do you get
started? Which application is right for you?
Find out this month with the Beginner’s
Guide..........................................7
HUMAN RESOURCES
Using Social Media for Business A Beginner’s Guide
COMMUNITY
The Collier County Foreclosure Task
Force - Information for Homeowners
on Foreclosure
This pullout section has information vital to
anyone who is or may be facing foreclosure.
Please feel free to remove from the magazine
and post, pass along to someone who may
need it or photocopy and distribute..............11
FINANCE
Charitable Remainder Trusts:
Give Your Cake and Eat it Too
This month, columnist Kevin Simpson
explores the options of Charitable Trusts
and how the right trust can be of great
benefit to both the donor and intended
non-profit organization. Find out if this
method of giving and investing is right for
you.......................................................19
MARKETING
Develop Your Sales Skills Now!
SMART Marketers (Revealed as
Sales People) Expand Business
Opportunities
In today’s changing landscape, it is imperative
that you and your business develop a strong
set of sales skills. This month, columnist
14
Manage Benefits Program Dollars and
Maximize Return on Investment:
Voluntary benefits solutions can help!
Is your business struggling with the rising costs
of medical insurance? Discover how voluntary
benefits can expand your company’s benefits
program at little to no direct cost and give
employees choices to meet their individual
coverage needs...............................................27
THE CHAMBER SCRAPBOOK
Photos from Recent Chamber Events.............30
23
NEW MEMBERS
Chamber New Member Business Directory.....32
RENEWING MEMBERS
Renewing Member Business Directory............34
RIBBON CUTTINGS
New businesses in town..................................38
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 JUNE 2009 Official Publication of
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
Michele Klinowski
Pat Port
Kathy Swank
DESIGN & PRODUCTION
Marci-Nicole Seamples
CONTRIBUTORS
Angelo Biasi
Brad Havemeier
John Rasco
Kevin Simpson
Gail Solomon
editorial board
Michael Wynn, Chair
Jonathan Fishbane
John Fumagalli
Michelle Gleeson
Michele Harrison
Alan Korest
Nancy Lascheid
Edward Morton
Dick Munro
Rey Pezeshkan
Stephanie Spell
Susan Takacs
LEGACY LEADERS
Barron Collier Companies
Collier Enterprises
GATES
Kraft Construction Company
Lutgert Insurance/The Lutgert Company/
Premier Properties
NCH Healthcare Systems
Orion Bank
Physicians Regional Medical Center
TIB Bank
Titan Custom Homes
CHAMBER STAFF
Michael V. Reagen, President & CEO
Brenda O’Connor, Sr. Vice President, Programs
Stefanie Cuthbertson, Vice President, Community Relations
Michele Klinowski, Vice President, Hospitality
Marci Seamples, Vice President, Communications
Alissa Arce, Executive Assistant to the President
Sandra Calad, International Community Manager
Didem Guler, Public Services Coordinator
Don Neer, New Member Services
Pat Port, Account Executive
Kathy Swank, Sr. Account Executive
T E C H N O LO GY
Using Social Media for Business A Beginner’s Guide
by John Rasco
O
n the topic of social media
applications, there seem to be three
types of people: the super users, the
avoiders, and the people that say, “I know
I need to, but which ones and why?” Most
business people probably fall into the last
group: the ocean of people who lie between
the early-adopter/geeks and those mindboggling creatures who only check their email
once a week or so. Yes, there’s potential there
for good things to happen...if you’re actively
using the right applications.
The number of applications and
communities is overwhelming. Many of
the most popular ones, like MySpace and
YouTube, aren’t going to be all that helpful for
professional interaction. That’s not true for
every industry, though, so it’s worth asking
around and seeing what your communities
are using. If your colleagues, contacts and
customers are all using some other method of
connecting, by all means go participate there.
The point of this is for you to be able to make
useful, meaningful connections and interact.
LinkedIn is a simple, useful tool
for any professional. This is the business
networking equivalent of being listed in the
phone book. It doesn’t require very much
attention and can provide a great deal of
benefit. Spending half an hour building your
Visit Us Online at www.napleschamber.org I Business Currents I JUNE 2009 CJ HUESTON, ChairWOMAN
Corporate Dimensions, Inc.
Katie Sproul, CHAIR-ELECT
Barron Collier Companies
JEFF FRIDKIN, Immed. Past Chairman
Grant, Fridkin, Pearson, Athan & Crown, P.A
TODD GATES, Vice-Chair
GATES
jeanne seewald, vice-chair
Hahn Loeser & Parks, LLP
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.
Michael Wynn, Vice-Chair
Sunshine Ace Hardware
Michael Reagen, President
Greater Naples Chamber of Commerce
Jeff ALlbritten
Edison State College
Bruce Anderson, Esq.
Roetzel & Andress LPA
MICHELLE ARNOLD
Collier County Government
TOM BUCKLEY
Naples Day Surgery
DAVID CALL
Fifth Third Bank
R. Scott Cameron
Cameron Real Estate Services, Inc.
Mike Carrigan
TIB Bank
patricia case
Case Benefit Consultants
Bob Corina
Collier Enterprises
CHRIS DOYLE
Naples Daily News
John Fumagalli
Northern Trust
Dottie gerrity
cedar hames
Paradise Advertising
Michele Harrison
Murray Hendel
Collier County President’s Council
Clark Hill
Hilton Naples & Towers
JAMES HOPPENSTEADT
Pelican Bay Foundation
Bud hornbeck
Lutgert Insurance
David Kakkuri
Florida Gulf Coast University
Jason Hunter Korn
Cohen & Grigsby, P.C.
Peter Manion
Ex Officio Liaison with GNL
Geoffrey Moebius
Physicians Regional Medical Center
Bob Mulhere
RWA, Inc.
Edmundo Muniz
Tigris Pharmaceuticals
Colleen Murphy
Gibraltar Private Bank
Bob Murray
Collier County President’s Council
KP Pezeshkan
Kraft Construction
Kevin Rambosk
Collier County Sheriff’s Office
Mayela Rosales
Azteca America
John Schmieding
Arthrex
Thomas Schneider
Ex Officio Liaison with GNL
brian settle
NCH Healthcare System
Craig Sherman
Bank of Florida SW
Randy Smith
Naples Transportation Tours and Event Planning
Michael Stephen
Coastal Engineering Consultants, Inc.
Tom Storrar
Florida Department of Law Enforcement
Tom Taylor
Hole Montes, Inc.
sandy waite
Platinum Dry Cleaners
profile lets you put your CV out there,
easily find your network of contacts, and
be visible for the sort of notice you want
to receive. If you want to do more, there
are great community features. People can
recommend you and your work. You can
ask questions through LinkedIn Answers
and get answers from people who actually
know what they’re talking about. If you
need to hire someone or are looking for a
job, it’s an ideal place to put out feelers.
You won’t get clobbered with email from
LinkedIn - just one summarizing any
updates your contacts made during the
week - so use your real, regular address
to ensure that you don’t miss out on
something important.
If you want to add something
more interactive, more personal and a bit
more relaxed, Facebook is your next step.
The service has exploded in the business
sector lately, which is probably due to all
the people who used it in college and have
moved into the workforce. It’s a good way
to connect with people in your industry
through groups and to keep on top of
events of interest. It’s more social and
casual than LinkedIn, but less messy and
far more professional than MySpace. You
can talk about events and ideas through
group and event pages, instantly notify
people of changes to meet-up plans, and
more. This has the added benefit of being
useful in your personal life. If you don’t
already have a ton of friends on Facebook,
you probably will soon enough.
Among the tech elite, Twitter is
the place to be right now. Maybe you read
about it after its usage during SXSW was
all over the internet. Be warned that it’s a
love it or hate it thing and can be addictive.
Twitter is a micro-blogging or micro-chat
service where you can make posts of up
to 140 characters. You can follow people
and see their “tweets”, they can follow you
and see your “tweets”. Only follow the
people you really enjoy or benefit from CEOs, the A-list bloggers, the professional
contacts - and don’t feel like you have to
follow everyone who follows you. If you
#@
Share
Tweet
Executive
Profile
Name:
Michelle
Gleeson
Company:
Gulfshore
Insurance
Position: Exec VP & COO
Years of Industry Service: 8
How would you best describe
what separates your company
from your competitors?
It is how we see our relationship with
our clients. We work to find out what is
important to our client and then find the
risk management solution that is right for
them. Our clients have accountants to assist
them in creating wealth, estate attorneys to
help them pass it on, and Gulfshore is there
to assist them in protecting their assets along
the way.
What would you say are the major
contributors to your success?
My desire to constantly grow and evolve have
been critical to my success. Whether it is a
new industry, a new idea or new technolog y
I am willing to seek an understanding and
broaden by horizons.
If I where a competitor entering
your marketplace, what advice
would you give me to thrive in
the Naples market?
Business in Naples is about connections.
Get involved in the community and you will
meet amazing people who will enhance your
business opportunities. As the old saying
goes, you get what you give.
What, if anything, would you
change about your experience(s)
on the road to success?
Each portion of my career path has been
important to my personal and professional
development. I would not change any part
of it. I have been fortunate to work for
extraordinary organizations and found
a mentor in each of the organizations.
Sometimes the mentor was my boss and
other times my colleagues and direct reports
became my mentors as I evolved as a
manager and leader.
Visit Us Online at www.napleschamber.org I Business Currents I JUNE 2009 participate and have a similarly-minded
network of people that follow you, Twitter
can be a very powerful tool. What’s even
better is that you can ask questions and
get answers from people who actually
know. Need to know which spam filter for
your blogging software is best? Ask your
Twitter network. You can use the service
through web, text messaging, and a host
of widgets and services. While you can
monitor tweets constantly, you can also
take a break for a couple of weeks, come
back, and not be behind or swimming in a
sea of things that require your feedback.
If the reason you haven’t tried any
of this already is because you don’t want
to put your life online where everyone can
see it, relax. You’re in control of what you
put up and how much information you
give out. Be judicious in what you put on
your profiles, but don’t be afraid of having
your life be a little bit public. The benefits
of giving people a face to put with the name
and a sense of who you are far outweigh
any risks you are worried about. These
services don’t just build connections, but
they do the important work of humanizing
us in our online relationships. In the end,
it’s all about the relationship anyway, isn’t
it?
Specializing in marketing technology-based
companies since 1987, and active in Internet
marketing since 1992, John Rasco’s skills as a
marketer, team leader and strategist are key
to successful client engagements. Founder of
RefreshWeb, a national B2B Internet marketing
agency, John has an entrepreneurial gene, a creative
bent and a passion for challenging projects.
Source: Articlebase.com
Comments about this article? Send them to
marci@napleschamber.org
10 JUNE 2009 I Business Currents I Visit Us Online at www.napleschamber.org
Need a little help
getting started?
The Naples Social Media
and Coffee Group meets
the second Tuesday of the
month at 8:00 am at the
Bad Ass Coffee
Company,
6345 Naples Blvd.
Next meeting: June 9th
Email
Cyndee@c2-com.com
or call 571-3174
COMMUNITY
The Collier County Foreclosure Task Force
Information for Homeowners on Foreclosure
www.CollierFTF.com
?
I have lost my job or I have health problems that are causing my
income to be reduced. What can I do?
For free advice, including credit counseling, call the Housing
Department Corp of SW Florida at (239) 434-2397 or visit their
website at www.collierhousing.org.
You may qualify for public benefits. Call the Legal Aid Service
of Collier County at (239) 775-4555 for assistance or go to their
website at www.legalaid.org/collier.
For counseling, call the David Lawrence Center at (239) 455-8500
or the Mental Health Association at (239) 261-5405.
Join a support group. A Foreclosure Support Group meets every
Tuesday night at 7:00 pm at the Mental Health Association office
at 2335 Tamiami Trail N., #404 in Naples. Call (239) 261-5405 for
information or go to their website at www.mhaswfl.org for a list of
agencies that can help you.
File for unemployment by going to: www.2myflorida.com/fluid
?
I have received phone calls or letters
from my lender about my mortgage.
What do I need to do?
RETURN
YOUR
LENDER’S
CALLS.
Many lenders are calling delinquent
borrowers to offer loan modifications.
RESOURCE AGENCIES
Employment
Career & Service Center of SW Florida
643-4324(Naples)/658-3338(Immokalee)
Employ Florida (toll free state wide)
866-352-2345 or visit
www.employflorida.com
Collier County Public Main Library Internet Employer Information:
593-0334 (Naples)/657-2882 (Immokalee)
Job search sites:
• www.myflorida.com.work_force
• craigslist.com
• workforceinnovation.com
• floridajobs.com
Catholic Charities - Collier Family
Resource Centre (Employment Referral):
793-0059
?
I am using my credit cards to make my mortgage payments or
I have missed a few mortgage payments and my expenses are
greater than my income. What should I do?
You need to determine if you can afford to keep your home. For
assistance, call the Housing Development Corp., (239) 434-2397.
You may be able to sell your home on a short sale. For information on short sales, contact your realtor. If you need assistance in
finding a realtor, visit the Naples Area Board of REALTORS at their
website: www.NaplesArea.com.
Contact your lender. They may agree to take a deed to the property and offer you financial assistance in moving out if you have
maintained the property and leave it in good condition.
You may consider filing bankruptcy. Call the Lawyer Referall
Service at (239) 252-8138 for assistance in finding a bankruptcy
attorney. If you hire an attorney, make sure they are a Florida
licensed attorney. To check the status of any attorney you wish to
hire, go to www.FlaBar.com.
Rental Assistance
Housing & Human Services: 252-CARE
Guadalupe Social Services (Immokalee):
657-6242
Salvation Army:
St. Vincent De Paul: 775-1667
Catholic Charities:
This two page flyer can be
removed from the magazine,
photocopied and distributed.
Please post or pass this
information on to anyone who
may benefit from it.
Visit Us Online at www.napleschamber.org I Business Currents I JUNE 2009 11
RESOURCE AGENCIES (CONT.)
Medical
Health Department:
Housing and Human Services
(Medical Bills,Prescriptions):
252-CARE
Neighborhood Health Clinic: 261-6600
Marion E. Fether Medical (Immokalee):
658-3000
Collier Health Services (Immokalee):
658-3000
Physician Led Access Network (PLAN):
776-3016
Veteran’s Office: 252-8448
Mental Health and Wellness
Mental Health Association of
Southwest Florida: 261-5405
David Lawrence Center: 455-8500
NAMI of Collier County: 434-6726
Naples Community Hospital: 436-5215
Shelter
St. Matthew’s House: 774-0500
Shelter for Abused Women & Children:
Immokalee Friendship House: 657-4090
Neighbor’s House
(First Assembly Ministries): 774-1165
Food
Catholic Charities: 793-0059
Grace Place (Golden Gate): 455-2707
Guadalupe Social Services
(Immokalee): 657-6242
Dept. of Children & Families
(Food Stamp Program): 866-762-2237
Salvation Army:
St. Vincent De Paul: 775-1667
St. Matthew’s House: 774-0500
Immokalee Friendship House: 657-4090
Other Resources
United Way of Collier County:
261-7112
Collier County Hunger & Homeless
Coalition:263-9363
?
I want to stay in my home. How can I make that happen?
Contact your lender. You may qualify for one of many new programs
allowing loan modifications.
BE WARY OF PEOPLE WHO CONTACT YOU WITH OFFERS TO HELP YOU
NEGOTIATE WITH YOUR LENDER FOR A FEE. You do not have to pay
for this service if you contact the Housing Development Corp. at
(293) 434-2397
?
I have been sued by my lender to foreclose on my mortgage. What
should I do now?
DO NOT ignore the Summons attached to the foreclosure Complaint
that you received. You have 20 days from the day you are served
with the Complaint to file a written response with the Court. You may
respond to the Complaint either personally or through an attorney.
You will need to respond to the Complaint to protect your rights.
DO NOT call the lender’s attorney to explain your situation, as this will
not preserve your rights in the foreclosure action. Even if you have
missed some of your mortgage payments, you may have defenses
to the foreclosure action. You may ask the Court for mediation with
your lender which may result in a loan modification or a deed in lieu
of foreclosure.
DO NOT ignore correspondence or phone calls from your lender
or loan servicer as it is possible that they are contacting you to
participate in one of several new federal programs to modify your
loan.
DO document all communication with your lender or loan servicer.
DO NOT assume that if your lender is negotiating a loan modification
with you that the foreclosure action is stayed or dismissed. Often the
lender is pursuing modification and foreclosure simultaneously.
YOU DO NOT HAVE TO MOVE OUT OF YOUR HOME AT THIS TIME.
If you need assistance with finding a lawyer, call the Lawyer Referral
Service of the Collier County Bar Association at 239-252-8138. If you
cannot afford an attorney call Legal Aid Service of Collier County
at 239-775-4555.
?
I am a tenant and my landlord has been sued by their lender to
foreclosure the mortgage. What do I need to do?
You do not have to move out at the time is foreclosure is filled.
You may be able to negotiate with the lender of your landlord or
the person who purchases the property at the foreclosure sale to
stay in the home.
To check the status of the foreclosure, or to see if your landlord is
in foreclosure go to the Collier County Clerk’s website at http://
apps.collierclerk.com/public_inquiry, and type in the name of your
Collier County Housing and Human
landlord. If you don’t know the correct name of the owner, you can
Services: 252-2273
find it on the Property Appraiser’s website by searching by address:
http://www.collierappraiser.com.
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COVER STORY
I
t’s a rare day in our
office when there isn’t a
discussion about a current
or prospective client looking
to save money. In a demanding
economy that challenges most
businesses to tighten their
budgetary belts, insurance
premiums have come under
great scrutiny because they
represent a large percentage of
business operational expense.
Current
economic
challenges require an enhanced
focus on seeking out maximum
cost containment within our
businesses. The need for cost
containment is nothing new, but
the level of focus and importance
is.
Aside from the desire
of every business to squeeze
the most out of each dime of
expense, insurance pricing is
often a mystery for business
owners. And why shouldn’t it
be? Many have experienced the
roller coaster ride of premiums
going up and then coming down,
often for what is seemingly little
or no change in risk.
Insurance markets
The
standard
explanation from the insurance
agent often includes a reference
to the current insurance market.
A ‘soft’ market indicates a cycle
of pricing that is of benefit to
the consumer because insurance
companies are openly competing
for your dollars. It simply means
that insurance companies are
willing to take on more risk because they want more dollars
to profit from good investment
returns. In order to obtain those
customers, they will temporarily
lower rates. In this type of
Sustainable Savings on Commercial
Insurance Premiums are Achievable
(But You May Have to Change Your Focus)
by Brad Havemeier
market, most businesses experience declining insurance
renewal premiums, obviously a welcome relief.
Of course the other side of this cycle is the ‘hard’
market. In this market, insurance companies have a much
lower appetite for growth or perhaps none at all. Rates
climb and underwriting guidelines become tougher.
Consumers may not only pay more but in extreme cases
could have problems finding coverage with a standard
insurance company. Their insurance may have to be
placed in an excess or surplus market where the rates are
unregulated and adjust to whatever the company wants to
charge.
That may have over simplified what is truly a
much more complex myriad of factors affecting hard and
soft markets. The insurance industry is not isolated. Like
all businesses it is driven by the economy, the desire to
make money for stockholders, the effect of government
regulations, hurricane season predictions, investments and
many other factors.
In a free enterprise system with open competition,
it is unlikely we’ll ever see an end to the pricing cycles. As
soon as we reach the apex of a hard market, for example,
some insurance company will decide that they can lower
their rates a little and still earn a profit. They take business
from a competitor who responds by lowering its rates and
the industry begins shifting to the soft market phase of
the cycle. The changes to the cycles often start as ripples,
barely noticeable, and can last for years before the trend
reverses course.
For many businesses, insurance is a major portion
of their operating budget. Since cycles aren’t going to go
away, what can a business do to assure itself of the lowest
net cost of insurance in whatever the prevailing cycle may
be? While many attempt to achieve this by continually
putting their insurance program out to bid to find the
cheapest premium, there’s actually a better way. I believe
that risk management and understanding your risk profile,
should be receiving much more attention. Why? Because
of what it can do for your bottom line.
How do they do it?
It begins with understanding how insurance
companies price their policies. For most lines of commercial
insurance, insurance company underwriters have latitude
in the rates they charge. The company underwriter starts
with the standard or average statistical rate based on
actuarial science. The standard or manual rate is used for
an average customer within a given class of business. If
the underwriter has reason to believe that the customer is
below average within the class, the underwriter will apply
a debit to the standard rate. That debit might be 10%, 15%,
25% or even more because the underwriter has reviewed
information that shows that the customer is below average
in its risk profile and therefore a bigger risk for future
claims and loss ratios. Read… potentially little or no profit
to the insurance company.
Of course it also works the other way. When an
underwriter is convinced that a customer is above average
in class, and has a superior risk profile, the underwriter will
assign a credit that would significantly lower the standard
rate and consequently drive down the premium.
It is easy to understand why the underwriter
would do this. Insurance companies are in the business of
making a profit. To do that, they want to attract as many
‘good’ customers (those with less chance of claims) as
possible.
To illustrate, we can consider a specific class of
business like Electrical Contactors in southwest Florida.
It’s a pretty sizeable group and within that sector, we can
guess that 50% would be considered standard risks for the
insurance industry and would receive standard rates. 25%
would be considered below standard and (if an insurance
company accepted them at all), their rates would be debited
and they would pay a higher premium. The remaining 25%
would be the “best in class” and would be eligible to receive
credits of anywhere from 10-50%, thereby assuring the very
best pricing and lowest premiums.
Any insurance company that likes the Electrical
Contractor class of business would desire to insure a disproportionate
share of the electricians that are in that 25% best in class. That means
there is a lot of competition for this business and underwriters are
willing to sharpen their pencils to win the “best-in-class” accounts.
That’s great for the electricians that fall within this category. And,
this pricing scenario pretty much holds true whether the insurance
industry is in a soft market, a hard market or somewhere in
between.
While the logic of this pricing system is easy to explain, it
doesn’t always work the way it should for two important reasons.
First, customers don’t understand the process and second, insurance
agents are not all equally qualified to advise businesses in how to
manage the process of effectively lowering your businesses “risk
profile”. The better your risk profile, the more you become or remain
a “best in class” risk in the eyes of insurance company underwriters.
This management process is what I call working on the controllable
aspect of your insurance rates through effective risk management.
The controllable aspect of your insurance rates can and often does
swing a premium pricing differential of up to 50% or more of the
average.
When businesses are attempting to save money on their
insurance program, they will traditionally do one of two things:
1.
If they already have a good relationship
with their insurance agent, they will ask
their agent to shop their account. In other
words, they want their agent to send
applications to all available insurance
companies to see who comes back with
the lowest premium. And, if there is
no discernable difference between the
terms and conditions of the policy or the
financial capability of the company, the
customer will generally request that the
agent place their insurance policy with
the lowest bidder.
2.
If the business lacks confidence in its
current insurance agent, it may decide to
put the insurance out to bid to a number
of different insurance agents. There is
never a shortage of insurance agents ready,
willing and eager to quote on the coverage.
This “Insurance Bid request process”
normally takes place in the 90 day period
leading up to renewal and it often eats up
a lot of time for the person responsible
for managing the insurance program at
your company. There are meetings with
agents, multiple requests for information
from each agent, additional meetings,
perhaps inspections by insurance
company loss control representatives and
finally a determination of which agent
has the best deal. Some agents may even
ask the customer to help in the process of
completing applications. It’s often a mad
scramble to get the program put to bed by
the renewal date and can be an exhausting
process for the business.
At best, this traditional “bid” method
may save some money for the business during
a ‘soft’ market but it does not effectively
lead to the lowest net cost over time. It is
understandable that in a tough economy it
may seem like a reasonable approach to ask
multiple agents for insurance bids. After all,
when looking to buy shoes or cars or furniture,
shopping around often helps to get the best
price. But with insurance, the problem with
this process is that it never results in the lowest
net cost over time. I like to save money as
much as anyone, but I also want to be assured
of receiving the lowest cost of insurance year
in and year out.
When an insurance program is put
out to bid to several agents, often just before
the renewal, the competing agents are forced
to take a very limited course of action.
They have little time to learn much about
you and your business. Instead of taking
an in-depth diagnostic approach they
are focused on getting the applications
completed, obtaining loss runs and
getting everything sent to the insurance
companies. They hope they can receive a
quote in time to make a presentation and
perhaps earn the account with the lowest
bid.
Risk Management
That’s why businesses with
on-staff risk managers often follow a
different track. They prefer to go through
an agent selection process well in advance
of or away from the insurance contract
renewal. To do this, they will invite
agents in for a capabilities presentation
and choose the agent they believe has the
most competency to partner with them
in a quest to consistently reach their best
possible “risk profile”. It allows for a more
measured approach by allowing the agent
time to do a thorough analysis of your
business and assist you in lowering your
risk profile before taking the account to
the marketplace of insurance company
underwriters for bids.
What’s the advantage? As stated
above, insurance company underwriters
have discretion in pricing an account.
They can price it at standard rates, above
standard rates or below standard rates
depending on whether the account is
average, less than average or best in class.
It’s the underwriter’s perception and
understanding of your specific risk profile
that truly has the most impact on the
pricing of your risk.
How does this work? First, it’s
important to understand that insurance is
only a small part of a total risk management
program. Second, businesses that are best
in class almost always have a strong risk
management plan in place.
Businesses that do not employ a
professional risk manager might consider
partnering with an insurance agent capable
of developing and monitoring an effective
risk management strategy. Capable agents
will effectively communicate with the
right company underwriters and articulate
how your risk profile has been improved
and thus deserves a lower rate. This is
easier said than done but the rewards
to the bottom line can be extraordinary
for the customer that can execute this
plan with the help of the right partner.
When executed properly, the account
moves from the status of standard, or
below standard, to best in class and is
rewarded with superior pricing - not just
for one policy period, but for renewal after
renewal after renewal- real savings that
stretch out for years or as long as you own
your business.
There are other benefits to this
approach as well. Insurance companies
compete for the best in class accounts.
When your agent can effectively tell
the story of your business and is able to
demonstrate the specific preferred risk
profile strength of your company, your
people and its risk management plan,
the agent can achieve both quantity and
quality in the marketing of your account.
Not only will there be a greater number of
insurance companies interested in your
business insurance but they will also
be top quality insurance carriers with
Where relationships and trust are built.
Naples | Fort Myers | Marco Island
239.261.3646 | GulfshoreInsurance.com
A proud member of the Naples Chamber of Commerce since 1975.
the financial strength to deliver on the
promises in their policy at your time of
need.
There used to be a popular TV
commercial that featured a car mechanic
selling a top grade oil filter. His catch
phrase was, “You can pay me now or pay
me later” implying that investing a little
bit more now would keep you from having
to spend a lot more later for an expensive
engine repair.
Taking a long term approach
to reducing your insurance costs is a
little like that. The process described
above may take an investment of time in
finding the right partner that is dedicated
to helping you execute on maximizing
your insurance savings. It does depend
on complete management commitment,
but the payoff can be great for years
to come. Identifying areas of risk and
developing solutions to mitigate them
requires expertise. It’s much more than
simply determining how much insurance
you need and what deductible you are
comfortable with.
Professional insurance agents employ
numerous diagnostic tools to help their
clients design the right risk management
plan. It’s often not feasible or cost effective
to employ all recommendations at once.
It’s during this period that your agent
can be most useful to you. Find one that
understands this process and is capable
of executing a strategy consistently. As
each phase of the program is put in place,
the agent’s responsibility is to keep the
company underwriter fully apprised of the
progress that is being made to move your
business from the standard to the best in
class category and once there maintain it.
Getting to know you
This strategic risk management
partner would meet with your
management team on a regular basis
to provide a stewardship overview so
everyone is on the same page as to what has
been accomplished and what is still on the
task list for your continued improvement
process. These meetings help gauge the
effectiveness of risk management systems
already put in place. For example, if it was
decided to give safety training to your
drivers, has there been a corresponding
decrease in auto losses? If all workers must
We goofed! We listed the wrong address for last
month’s winner
The team at the
The UPS Store
2614 Tamiami Trail N., Naples 34103
(239) 261-8884
Was the first to spot Chester in April!
You could be here next month! Simply find the Chamber Cat (this page doesn’t
count!) and call or email Marci at 298-7935 or email
with the page number.
(contest open to Greater Naples
Chamber Members Only)
now wear safety glasses, what has been
the effect on Workers’ Compensation
claims from eye injuries?
Your agent should also serve as
a conduit between you and the carrier in
other ways. No one knows your business
better than you do. Whenever possible,
agents should get insurance company
personnel out to visit you. There are few
things more powerful than a face to face
meeting between a business owner and
the company underwriter. When that
underwriter gets to know you and hears
directly of your commitment to a strong
risk management program, and to your
personal commitment of being best in
class, the chances of receiving preferred
pricing go up immensely.
Stay put
The final piece of sustaining
a cost effective insurance program is
probably evident. If you put the time and
effort into creating and maintaining a
solid risk management program to elevate
your business to best in class, you’ll be
better off cultivating a relationship with
an insurance carrier that is intimately
familiar with your efforts. Once you’ve
chosen the right agent to work with,
built a viable risk management program,
and found an insurance company that
appreciates your efforts and rewards you
with superior pricing, there is seldom any
financial advantage to jumping around.
We all need to save money or
improve value for the money we spend.
With insurance, it simply takes the proper
focus. Businesses that take the long term
view by selecting the right insurance
agent to work with and by developing a
risk management strategy will achieve
best in class status and will earn preferred
pricing year after year with the best
insurance companies in the industry.
Brad Havemeier is the Senior Partner at Gulfshore
Insurance, Inc. Originally from Minnesota,
Brad joined Gulfshore Insurance in 1980. He
has served as agency President since 1985. www.
gulfshoreinsurance.com
Comments about this article? Email marci@
napleschamber.org
FINANCE
Charitable Remainder Trusts:
Give Your Cake and Eat it Too
by Kevin G. Simpson
T
he
old
saying, “nothing
is certain except death and taxes” appears to
be more relevant than ever. As the administration
concludes its first year, discussion continues about the
proposed changes to the current tax code. The major issues
include increases to income and capital gains tax rates for highincome earners and the cancellation of the estate tax repeal in
2010. While the details and exact timing of potential tax increases
will depend on many factors, individuals can prepare now to be well
positioned for these inevitable changes.
In anticipation of these changes, how can you benefit yourself, your
family and society-at-large with one transaction? By establishing a
Charitable Remainder Trust. This synergistic concept may offer
individuals even greater benefits if the proposed tax rate increases
are adopted.
A Charitable Remainder Trust is often used when an
individual is interested in making a donation to
charity and they have a concentrated position
in an appreciated stock or piece of
real estate. Instead of
selling the asset and donating the after-tax
proceeds outright, the taxpayer gifts the
stock or real estate to the trust. The trust
in turn can sell the asset and purchases a
diversified mix of assets that produce an
income stream. The donor gets the benefit
of the income stream during their lifetime
(or for the term of the trust) and the
charity receives the principal at the end of
the trust’s term.
A Charitable Remainder Trust
(CRT) is an irrevocable trust created and
funded by a donor that provides current
benefits to a non-charitable beneficiary,
typically, the donor or a member of
the donor’s family. The non-charitable
beneficiary’s interest can continue for a
specified term of years (up to a maximum
of 20) or for the life of one or more
beneficiaries. At the termination of the
trust, the remainder of the trust’s principal
is paid to one or more charities. The donor
receives a current income deduction for
a percentage of the contributions made
to a CRT even though the charity will
potentially not receive its interest until
many years into the future.
A CRT may be established as an
“Annuity Trust” or a “Unitrust Interest” as
follows:
A
Charitable
Remainder
Annuity Trust (CRAT) provides the noncharitable beneficiary with an annual
annuity payment that is fixed in amount
(a sum-certain annuity) but not less than
5 percent or greater than 50 percent of
the initial fair market value of the trust’s
principal. No additional donations are
permitted after the CRAT is funded.
A Charitable Remainder Unitrust
(CRUT) provides the non-charitable
beneficiary with a fixed percentage
determined when the trust is established,
which is not less than 5 percent or greater
than 50 percent of the annual value of
the trust’s principal. Because the payout
from the CRUT varies with the size of
the principal, additional donations are
permitted in later years.
In either type of CRT, the value
of the charity’s interest (determined by
an actuarial calculation) must be at least
10 percent of the value of the property
contributed to the CRT.
Because the CRUT permits
additions and a choice of the payout
rate, it is generally more flexible than the
CRAT. One drawback with CRTs is that
the annual payout must be made. This
means that CRT assets might have to be
sold if the trust’s income is insufficient to
make the required annual payments to the
beneficiary.
This leads to the discussion of
asset management for CRTs. All too
often, charities receive much smaller
pools of assets than initially intended.
Mismanagement,
poor
investment
performance or inappropriate asset
allocation can lead to the rapid degradation
of a CRT’s asset base.
Typically, the charity’s planned
giving office works hard to be named as a
recipient beneficiary of this gift. However,
the payout will often be delayed many
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years. This sometimes neglected asset is
required to continue payouts regardless
of investment and market performance.
Many CRTs suffered greatly in 2008 as
a result of the massive declines in the
stock markets.
Forced distribution
requirements may trigger liquidations of
depressed assets, further depreciating the
overall asset base.
At the end of the trust, what will
be left for the charity?
One technique being adopted
more frequently by many Charitable Remainder Trust Administrators is to hire
money managers that specialize in the
practice of covered call selling. At its most
basic level, “covered” means you own the
stocks or exchange traded funds (ETFs)
that back the options, like collateral. This
conservative option strategy is suitable
for income-oriented, protection-minded
trustees.
an option to buy.” Monthly option selling is becoming a more and more popular
cash-flow management strategy within
CRTs every year. Be sure to ask your financial professional about this technique
if you have established or are considering
a CRT.
If the “unitrust” approach is adopted rather than fixed-amount annuity
payments, it is permissible to limit the
payout to actual income if that income is
less than the required unitrust payment
for the year. These deficiencies can be
“made-up” in future years when income exceeds the required payment.
Transfers to a
CRT are “delayed”
charitable contributions. As such, they
can significantly reduce a donor’s income
and estate tax liability without completely divesting the donor, or possibly the
donor’s family members, of the current
benefit of the donated property. In addition, if appreciated property, such as appreciated real estate or stock, is donated
to the CRT, there is no capital gains tax
due if and when those assets are sold.
Commitment to charity is one
of the primary reasons an individual
A “call” is one of the two basic option contracts, the other being a “put” option. A call gives the holder the right, but
not the obligation, to buy the underlying
stock or ETF at a preset price (the strike
price) by a specific date in the future (the
expiration). The seller (or writer) of a call
has to sell the stock or ETF to the holder
of the option if the holder exercises the
option on or before that date.
Call writers make money by
collecting a premium for selling the option. Call buyers can make money if the
stock covered by the option trades at a
higher price than when the option was
purchased. Usually, but not always, a rise
in the stock price raises the call price as
well.
A covered call is an option sold
on stocks or ETFs that an individual already owns. It gives the buyer the right
to purchase shares at a fixed (strike) price
for a limited amount of time, usually for
several weeks. For this right, the buyer
pays a premium, providing the call writer
with an instant return on a stock or ETF
that he or she currently owns and one that
may not be moving. The premium can also
act as a partial hedge should the investment decline in price.
Think “renting the stock with
may consider a charitable trust – but is
need not be the only reason. Charitable
Remainder Trusts also offer numerous
estate planning advantages by enabling
donors to:
1.
Be the trustee of his or her CRT.
2.
Diversify a highly concentrated,
appreciated asset.
3.
Avoid capital gains tax on appreciated
property contributed to the CRT.
4.
Receive an immediate income tax
deduction equal to the present value
of the remainder interest.
5.
Receive income during the trust’s
term.
6.
Reduce his or her estate taxes since
the appreciated property is deductible
from the donor’s estate tax base.
7.
Maximize overall wealth transfer to
charity.
For those who are charitably
inclined but also believe that charity
begins at home, consider applying all or
part of the annual cash distributions to
the purchase of life insurance. Insurance
purchased in an Irrevocable Life Insurance
Trust (ILIT) can be used to replace the
value of the assets contributed to a CRT
for family members. The ILIT can be also
be funded, at least in part, by tax savings
provided by the charitable donation.
With a CRT you can avoid
capital gains tax, earn more income
during your life, receive a tax deduction,
reduce estate taxes, leave more for your
heirs and establish a charitable legacy. A
CRT also offers other benefits, such as an
accumulation option, control of donated
assets if you act as your own trustee, and
protection of your assets from claims of
creditors – all with the blessing of the US
Government.
Although this may seem too
good to be true, the government actually
encourages the establishment of Charitable
Remainder Trusts. CRTs are part of the
US tax code and reflect Congress’s desire
to motivate taxpayers to make charitable
gifts. With increased charitable giving
by the private sector, more government
dollars will be available to work in other
areas of the economy. Also, trust assets
generate higher taxable income because
the full value of the asset contributed,
undiminished by capital gains taxes, is at
work. With higher taxable income, more
taxes are generated over the long term
than would be the case from an immediate
sale with a taxable gain. So in the end, the
government actually comes out ahead.

Kevin Simpson can be reached at 239.290.4351 or
KevinQFA@comcast.net. QFA, LLC – Covered
Call Strategists is a Naples based registered
investment advisor.
Questions about this article? Email marci@
napleschamber.org.
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Selections change monthly. Not available for groups of 10 or more.
June Specials Include:
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Cheese on a Ciabatta Roll. Served with Choice of French Fries or Potato Salad $12.95
Blackened Chicken Hoagie
Sliced Blackened Chicken Breast, Peppers, Onions, Melted Cheddar Cheese, served on a
Hoagie Roll. Served with Choice of French Fries or Potato Salad $10.95
Reuben Sandwich
Thinly Sliced Corned Beef topped with Sauerkraut, Thousand Island Dressing, and Melted Swiss
Cheese on Grilled Rye Bread. Served with Choice of French Fries or Potato Salad $10.95
Chef’s Special
Chef’s Daily Creation Priced Daily
“Business Lunch” Prime Rib Special $12.95
8 oz. portion of our House Specialty Roasted to Perfection, served with Garlic Mashed Potato,
Mixed Vegetables, and au jus. Limited Availability.
Private dining rooms for
parties of 10 or more.
Reservations 239.430.4999.
Wine Spectator Magazine
Award of Excellence, Fourth
Consecutive Year.
Inside the Hilton Naples • 5111 Tamiami Trail North • Naples, FL • 239.430.4999
TME A
CR
HK
NEOTLIO
NG
GY
Doing business today is much different than it was
yesterday and will be different than tomorrow. So exactly
how has it changed?
A recurring comment I hear from most clients
seeking business resuscitation and/or marketing support
today is: Where business used to come easily [via referrals,
ads and other traditional marketing tactics], I now have to
go and “get it”. In other words, all of us, in addition to being
an excellent lawyer, plumber, real estate agent, marketing
consultant, (insert profession here), have to also be great
sales people. However, most professionals and small
business owners/entrepreneurs either don’t like sales, are
not good at it, have a fear of rejection and/or simply do not
have the time or motivation to do sales for their business.
It is imperative (I repeat: IMPERATIVE!) for you
and your business to develop a skill set in sales no matter
who you are, what role you have with your company and/or
what you do if you desire to survive and thrive in today’s
competitive environment.
Good sales experiences and sales people are all
around us. Think about it: What was the last large personal
product or service you purchased without hesitation? The
most recent experience where you did not even ask or care
how much something cost, you just had to have it.
Could it have been the Trinidad
Tuna entree at Tommy Bahamas, lightly
pan seared, rare, with lemongrass
encrusted Ahi tuna, handsomely seasoned
with sweet chili sauce and cilantro oil
drizzle, served with a generous compliment
of sautéed baby bok choy and shiitake
mushrooms, delicately garnished with
pickled ginger, wasabi paste and toasted
sesame seeds –favorably articulated with
enthusiasm, zest and recommendation
from the delightful waiter?
Or maybe it was the Naples
Philharmonic Orchestra’s presentation
of “Journeys through Motion,” where
entertaining Conductor Stuart Chafetz
guided an experiential musical adventure
through the air with E.T., down the Grand
Canyon on a donkey, along the South
American countryside on a train and
sailing the seas aboard an English ship,
including selections such as RimskyKorsakov’s “Flight of the Bumblebee,”
and John Williams’ “Nimbus 2000” from
Harry Potter and the Sorcerer’s Stone. There’s
no doubt that certain promotional
descriptions and presentations have
greater propensity to generate a sale than
those that don’t. (Don’t you want to run
out tonight for an evening of dinner and
music at Tommy Bahama’s and the Phil?)
Just as unforgettable products
and services can be distinguished from
forgettable ones with the use of smart
sales tactics, so, too, can people! What
exactly separates a good sales person
from a great sales person? Here are a few
personal examples:
While shopping for a car for my wife,
we decided to try out the Volvo XC
90. It was more expensive than what
we wanted but we were attracted
to its sporty looks, 2.5L turbo and
comfortable leather interior. Safety
being high on our list of criteria
(Little did we know that we would
be expecting twins a year later), I
clearly remember the DeVoe Volvo
salesperson stating “A Volvo saved
my life.” He went on to describe his
near-death accident where had it not
CONGRATULATIONS TO:
The team at the
The Naples Beach Hotel
& Golf Club
851 Gulf Shore Boulevard North, Naples 34102
1-800-455-1546
www.naplesbeachhotel.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 call or email Marci at 298-7935 or email
with the page number.
(contest open to Greater Naples
Chamber Members Only)
been for the Volvo he was driving that
protected him and his family they all
would otherwise not have made it.
What can I say? We were sold on the
spot and, to this date, still love our
Volvo.
While vacationing in Annapolis this
past September, I secretly bought my
wife the necklace she was ogling in
a small gallery featuring jewelry by
independent artists. Upon finishing
the transaction, the gallery owner
gently took me aside and whispered,
“The earrings that go with that
necklace, made by the same artist,
are wonderful. Here’s my card with
my contact information, including
my email address and website with
pictures. If you’d like to purchase
them for Christmas (knowing it was
right around the corner and almost
intuitively realizing I usually wait
until the last minute to buy gifts),
contact me…” Sure enough, I not only
bought the earrings for Christmas,
but ordered the bracelet for my wife’s
birthday in February. This was an
example of a well-executed, nonintrusive up-sell. He knew I would
have a future need in mind. Needless
to say, the gallery owner lengthened
my sales experience by six months
with little costs associated with
serving and selling me again. I will
probably buy more from that jeweler
and maintain a long-term relationship
with him and his store.
Whatever the circumstance,
good sales people and good sales tactics
are obvious. And, when done right, the
experience can even be enjoyable from
both the buyer and seller’s perspectives,
respective of the value transacted and
perceived and not necessarily the costs.
Here are some useful action tips
to help you be a better sales person today
in support of your business:
1.
Segment your list of prospective
customers
• It’s true that 20% of your
customers will bring in 80% of
your business.
• It’s important to know who
those 20% are currently and seek
more just like them - identify
n find
you ca with
w
o
h
,
e
to
our tim
pond
ey res t wasting y oducts and/
h
t
t
a
wh
r pr
e no
rofile,
you ar d to buy you
their p c. That way
e
fi
i
first
t qual
et
ts by
c
e
p
them, s that are no
s
o
r
ct
n.
s of p
prospe es.
ur list te them dow
o
y
t
c
n
i
i
e
v
r
r
m
e
w
g
s
e
d
S
or
ore
o 50 an
item:
ition. M
s
op 25 t
ction
t
o
A
p
e
o
h
r
t
P
•
ying
elling
identif
ique S
n
U
sually
r
u
’s.
d yo
ess is u
n
n
n
i
o
a
i
s
t
d
i
u
t
n
b
e
a
our br w the comp and sell your tion.
is
now y
2. K ortantly, kno ion yourself the competi tion (USP)
t
i
i
s
ur
s
m
o
o
o
o
p
imp
y
r
p
f
o
te you
ing Pr
choose are
ow you
• H t will separa Unique Sell y should I
at
ves th
ur
Wh
wha
er: Yo e question: he alternati
b
m
e
t
h
em
• R answer to t vices over
osition
r
e
s
they p
the
w
d
o
n
h
a
d
ts
USP an
produc to me?
ou
titor’s
e
e
l
p
b
tend y
m
a
l
e
o
i
r
c
p
r
ava
u
d
n
o
an
wy
positio
titors
y
e
e
so, kno .
p
h
l
t
m
A
o
•
ee how
hree c
elves
thems item: Call t customer. S
ction
d new
• A an intereste e notes.
are
d tak
r the
lves an
e
s
m
king fo
e
s
a
th
n
e
h
and, w
BC)
ing (A k for the sale re than one.
s
dget,
o
l
C
as
ct’s bu eir
mo
s Be
e
o
y
r
t
p
a
o
s
d
f
i
o
w
r
a
l
k
r
p
s
3. A Don’t be af
ithin th
id to a
n your
be afra is not withi ut what is w may be
t
•
o
n
o
sale, d ou’re selling terest, find o dget is. You with
an in
a sale
eir bu
what y
• If hey still show ally, what th er and make
yet t
stom
ecific
s
the cu
ctitiou
t or, sp
os of fi come
budge ccommodate ion.
i
r
a
n
e
a
at
t sc
ay
able to basic inform hree differen ach. (You m ht of
t
e
s
i
s
p
o
h
s
o
t
h
l
t ug
ve
dre
just
em: De ou would ad t you hadn’t
t
i
n
o
i
a
y
ct
• A ts and how ackaging th
p
e
clien
u
q
th uni
up wi
!)
before
4.
Use Information as a Giveaway
• In today’s content marketing
world, feel free to offer expert
information to earn respect and
interest in purchasing from you.
Send your customers useful tips
and position yourself as the
expert.
• Show them how they can do some
things themselves, yet preserve
their dependence on you as the
expert .
• Action item: Start a blog and/or
newsletter.
5.
Cold Call
• Cold calling is hard work and
not many enjoy it. I once made a
cold call on behalf of a client that
turned into a $6M deal that was
signed within 60 days of the call.
Bottom line? It works. Nothing
beats getting a decision maker
on the phone at the right time
with the right product/service
and message.
• Action item: Develop a bulleted
call scrip and cold call five new
prospects this week.
Sales is hard work. Those who
are good at it survive and those that are
great at it thrive –-even in challenging
times. Be persistent and steadfast with
your sales efforts: Take a sales class; read
a book on sales; learn from the greats. The
principles and tactics that work are pretty
universal.
Most of all, be smart about your
sales efforts and use your time efficiently.
Your business will thank you for it.
Angelo Biasi is General Manager of SMART
Marketing Solutions, LLC, a leading full-service
integrated marketing company in Naples,
FL. Angelo has an MBA in Marketing from
the University of Connecticut and has taught
Marketing at New York University for over
five years. For more information or to learn
more, visit www.smartmarketingllc.com or call
239.963.9396.
Questions about this article? Email marci@
napleschamber.org.
C HRNEOSLOOUGRYC E S
H U MTAE N
Manage
Benefits
Program
Dollars and
Maximize
Return on
Investment
Voluntary
benefits
solutions
can help!
by Gail Solomon
N
early all businesses today struggle with the down economy and rising
major medical premiums. I hear a lot of common themes from business
owners and human resources professionals about company-provided
health insurance. You’re concerned about how health insurance premiums
squeeze your benefits program budget, and you’re worried about the higher costs
employees have to pay for group health insurance and their increasing exposure
from out-of-pocket medical expenses.
When I meet with a business owner or HR manager, I ask a lot of
questions to find out all the factors putting pressure on the company’s benefits
program:
•
What concerns do you have about your benefits program?
•
How do you address these concerns?
•
What kind of benefits do you offer employees?
•
How do you decide which benefits to offer?
•
What’s your process for making benefits program changes?
•
How is your benefits program benefiting your company?
After each question, I listen for that employer’s particular benefits
program issues so I can work on strategies to help solve those issues. Over the
years, I’ve found that in almost every case, voluntary benefits can bring unique
solutions to each business. In fact, a strategy that includes voluntary benefits
can:
•
Expand a company’s benefits program at little to no direct cost to the company
and give employees choices to meet their individual coverage needs.
•
•
•
•
Bring you flexibility and control over
managing open enrollment and new
hire enrollments.
Provide benefits communication and
education support to help employees
understand their benefits, make
smart decisions to cover insurance
gaps and appreciate the value of what
you provide.
Let’s talk about each of these
solutions and how you can integrate them
into your benefits program.
Benefits Program Strategies
What’s the top reason companies
offer benefits to employees? To have a
competitive benefits program that helps
recruit and retain quality employees.
In the past, with $250 and $500 major
medical insurance deductibles this was an
easy goal to meet, but those days are long
gone. Now we see deductibles of $3,000
or more, and still premiums continue
increasing at double-digit rates. All this
leads to shrinking benefits programs that
eat up more of your budget. When you add
in the fact that employees want a variety
of benefits to meet their different coverage
needs, you’re in a no-win situation.
Or are you? Voluntary benefits
can help you better manage your benefits
program budget and still offer a variety of
choices for employees to fill coverage gaps.
These may seem like contradictory goals,
but with voluntary benefits, you can do
both. You can offer group and individual
plans, and both have advantages. With
group plans, employees can get coverage
as long as any participation requirements
are met, and some group plans have
options to convert to an individual plan.
Individual plans are portable, which means
employees own the coverage and can keep
it if they change or leave their jobs. You
can pay for some or all of the voluntary
benefits premiums, or you can allow
employees to pay for them. Employees can
then choose the insurance plans they need
to fill their coverage gaps.
Examples of How Voluntary
Benefits Can Help
• With major medical premium
increases. Increase your major medical
deductible, and offer employees
a voluntary hospital confinement
indemnity plan that will pay benefits
they can use to pay for the deductible
and help fund medical expenses not
covered by health insurance or other
unrelated expenses, such as house
payments, child care and other needs.
I’ve seen many employers take this
approach, pay the full cost of the
voluntary plan for employees and
still save money. You could also add a
critical illness or cancer plan that pays
lump-sum benefits when an insured
is diagnosed with cancer or contracts
a serious illness. You may not think
specified illness plans are necessary,
but I did a quick survey of our team
and six of 11 either collected benefits
on cancer plans for themselves or have
had family members collect benefits.
With life insurance. Provide a basic
amount of group life insurance for
employees, then allow employees
to buy additional individual life
insurance to meet their family needs.
With long-term disability coverage.
In addition to any group longterm disability you provide, allow
employees the option to choose
voluntary short-term disability to
cover the period between when
sick leave runs out and long-term
disability kicks in. Some of the newer
voluntary short-term disability
products provide partial benefits
when employees who are totally
disabled ease back in to work earlier.
These are just a few of the many
ways voluntary benefits can help expand
a company’s benefits program without
adding to its cost. It’s important for
employees to have choices in benefits
because a one-size-fits-all approach
doesn’t work for every employee.
Enrollment Management
In today’s business environment,
most HR departments are doing the same
work they’ve always done but with fewer
people. Conducting a comprehensive
benefits enrollment for open enrollment
and new hires can be a strain on alreadytight resources. Plus, many businesses
have multiple locations, multiple shifts
and employees who don’t work in an
office. With shrinking resources and
logistical issues, how can you effectively
enroll all of these employees?
Find an enrollment partner who
can give you flexibility and control in
enrollment management. There are many
voluntary benefits carriers and enrollment
firms that can handle the enrollment for
you. What should you look for?
•
•
Core and voluntary benefits. The
ability to enroll employees in both
core and voluntary benefits and to
provide custom data feeds to core and
voluntary benefits carriers.
Group meetings. Communicate highlevel benefits program information,
•
•
•
•
•
especially program changes since the
last enrollment.
One-to-one sessions with a benefits
representative. The most effective way
to help employees understand their
benefits is by having an individual
session with a benefits representative
to review their benefits and identify
any coverage gaps.
Online, offline and other enrollment
options. Technology is making
it easier to enroll hard-to-reach
employees. For example, a benefits
representative can meet with
employees by co-browsing on the
Internet, use a call center or offer
online self-enrollments. As a result,
remote employees can experience
an enrollment session similar to the
employees who meet face-to-face
with a benefits representative.
Consistent
communications.
The capability to communicate
your company’s benefits program
consistently to all employees,
regardless of location or enrollment
option.
Enrollment
reporting.
Daily
information on who’s enrolling,
what they’re choosing and who’s
not enrolling. Your partner should
supply accurate payroll deduction
information after the enrollment, and
it should be able to update employee
census information.
Data security. Safeguards to protect
your
employees’
confidential
information.
Effective Benefits Communication
and Education
What’s the advantage of
effective benefits communication for
your company? You can save costs, time
and energy, and you can gain greater
employee satisfaction through personal,
quality benefits communication. Studies
show that you can get a strong return
on your benefits program investment by
using effective benefits communication
and education to help employees better
understand their benefits and the value of
what you provide them. Although a good
benefits package is critical to helping
retain and attract quality employees,
benefits are meaningless unless employees
understand them. Employees today have
very important benefits decisions to make,
and they need help.
Traditional
one-to-one
enrollments offer the most employee
engagement and the best opportunity
to help employees make good benefits
decisions. Allowing a benefits professional
to spend 15 to 30 minutes with each
employee to do the following can go a
long way toward helping employees
understand what you provide and the
value of your benefits program:
•
•
•
•
Verify and update basic employee
data.
Review the employee’s existing
benefits and show the employer and
employee contributions.
Discuss the employee’s entire benefits
package, including paid time off,
uniform costs or any specific benefits
you want to highlight. Again, the
employee can see his or her own
contributions to the benefits package,
as well as what you contribute.
Go over the employee’s benefits
selections, show the exact deductions
and provide a detailed listing of
the employee’s selections and
contributions.
Advances
in
enrollment
technology have made enrollments easier
to manage, but technology can’t replace
the value of having a benefits professional
meet with individual employees to
review and enroll benefits. Technology is
important, but people make the difference.
A quality voluntary benefits partner can
help by providing professional, consistent
communications throughout the entire
enrollment process. As a result, employees
will not only understand their benefits
but also appreciate them.
Voluntary benefits can help you
build a stronger business by providing the
latest enrollment options with one-to-one
benefits education, offering a variety of
personal insurance products to fill gaps
and helping employees understand and
appreciate what you provide for them.
Call a voluntary benefits carrier to see
how you can integrate these solutions into
your benefits program.
Gail Solomon is a district general agent for Colonial Life in Naples and Fort Meyers, Fla., where
she is responsible for providing voluntary benefits
solutions to business and their employees. She has
served this area for more than 20 years.
Support our local
Chamber member
businesses!
• Supporting our local
member businesses helps
produce more income, jobs
and tax receipts for our
community.
• Local member businesses
are more likely to utilize local
banks and other services.
• Local businesses donate
more money to non-profits
and are more accountable to
our community.
• Making local purchases
reduces the need to ship
goods from thousands of miles
away, making it a “Greener”
practice as well!
Chamber member businesses,
including retail, goods,
services, and restaurants can
be found on our website at
Keep it in Greater
Naples Buy Local!
The Chamber Scrapook
Campaign for Leadership
@ Collier Athletic Club
April 24, 2009
Edward Morton (Wasmer, Schroeder & Company, Inc.) and
Florida Attorney General Bill McCollum
Marvin Diamond (Collier County Democratic Club) and
Patricia Ohara
Nicholas Hemes (Florida High Patrol Advisory Council and
Larry Ray (Collier County Tax Collector)
ABOVE: Jim Coletta (County Commissioner District 5) and
Bob Murray; RIGHT: Kara Wright (Congressman Connie
Mack) and Lavigne Kirkpatrick
Spring Swing
Golf Tournament
@ Grey Oaks
May 8, 2009
ABOVE: Mr. Sheehy, Jim Lamb (Embarq), Shannon
Holland (Morgan Keegan), Matt Klinowski (John R.
Wood); RIGHT: Matt Klinowski (John R. Wood),
David Crisp, Angelina Spencer, Michele Klinowski
(GNCC), Jim Lamb (Embarq)
Annual Dinner @ The Hilton Naples
May 16, 2009
BELOW:
James
Warnken
(Markham, Norton, Mosteller,
Wright & Co. PA.) accepts the
Chamber Volunteer of the Year
Award
ABOVE: Richard Myers accepts the
Citizen of the Year award
Chris and Julie Doyle (Naples Daily News)
LEFT: Jeff & Liz Allbritten
(Edison State College)
BELOW: Bob & Loretta Murray
ABOVE : Kaydee and Russell Tuff (Collier
Citizen)
BELOW: Lori and Rick Borman
(Distinguished Town Hall Lecture Series)
ABOVE Michael and Paula Wynn
(Sunshine Ace Hardware)
RIGHT: Barry & Ruth Nichols
(Paradise Jewelry
Did You Know?
• In 2005 Property Casualty insurers
paid out over $300 billion to settle
claims.
• All Industries benefit from property/
casualty insurance because it pays for
losses that might otherwise have put
them out of business.
• The insurance industry is a major U.S.
employer, providing some 2.3 million
jobs.
• Insurers contribute more than $280
billion to the nation’s gross domestic
product
• Eight of the 10 most expensive
hurricanes ever to make landfall in the
U.S. history hit Florida causing more
than $60 billion in insured losses.
New Chamber Members
AGR Diamond Tools of Southwest
Florida
Mr. Joe Mathura
481 31st Street SW
Naples, FL 34117
(239) 353-4984
www.agrtools.com
Allied Property Management
Mr. Jim Graham
1575 Pine Ridge Road #16
Naples, FL 34109
(239) 821-4195
Collier County Parks & Recreation
Ms. Peg Ruby
15000 Livingston Road
Naples, FL 34109
(239) 252-4000
www.collierparks.com
Cruise Naples, Inc.
Mr. Harry Julian
1200 5th Avenue South
Naples, FL 34102
(239) 263-4949
www.cruisenaplesflorida.com
Florida First Capital Finance Corp.
Ms. Loretta Mathushek
14071 Tivoli Terrace
Bonita Springs, FL 34135
(239) 405-8661
www.FFCFC.com
Intertrend Handels GmbH & Co KG
Mr. Peter Ruegg
Am Damm 20
Frastanz, Austria 6820
(0043) 5522 511
www.intertrend.at
JD Johansen & Associates, LLC
Mr. James D. Johansen
12779 Aviano Drive
Naples, FL 34105
(239) 595-7567
Light Bulbs Unlimited
Mr. Bill Click
11985 Tamiami Trail North
Naples, FL 34110
(239) 919-1330
www.LBULighting.com
LocallyLarge.com
Ms. Annette Masse
www.LocallyLarge.com
Information provided by the
Insurance Information Institute
MaidPro
Mr. Bobby Prats
2085 Pine Ridge Road
Naples, FL 34109
(239) 596-5200
www.maidpro.com/naples
Mars Venus Coaching
Ms. Jan Wood
6664 Glen Arbor Way
Naples, FL 34119
(239) 370-9690
www.marsvenuscoaching.com
Specializing in...
Strategic Communications, Marketing and Public Relations
Medical Office Software
Ms. Lisa Maness
790 E. Broward Blvd # 300
Ft. Lauderdale, FL 33301
(954) 315 9100
www.mosonline.com
Naples Motorsports, Inc.
Guntis Lambergs
1250 Airport Road South
Naples, FL 34104
(239) 430 5655
www.naplesmotorsports.com
Panera Bread-Cafe 0982
Mr. Matt Henderson
6424 Naples Boulevard, Suite 201
Naples, FL 34109
(239) 514-1126
www.panerabread.com
Mr. James Floyd
2415 Tarpon Bay Boulevard
Naples, FL 34119
(239) 254-8901
www.panerabread.com
Ms. Lynn Womack
13555 Tamiami Trail N.
Naples, FL 34110
(239) 593-4001
www.panerabread.com
Mr. Matt Johnson
Naples, FL 34102
(239) 774-9140
www.panerabread.com
Sunshine Air
Mr. Tad Sulek
1100 5th Avenue South, #201
Naples, FL 34102
(239) 206-4433
www.sunshineair.us.com
Clay W. Cone, President
Business Currents
Ad Reservation
Deadline:
July 3, 2009
August Feature:
Please call
(239) 262-6376
to reserve your
space today!
Non-Profit
Management
Blue Streak Tile & Marble, Inc. - 5780 Taylor Rd #2, Naples 34109
Too much sun?
Creative, functional shade solutions
for schools, parks,
sports complexes, resorts,
shopping centers, residences
and more
Tarnow Law Firm, PL
Mr. Herman H. Tarnow
1415 Panther Lane
Naples, FL 34109
(239) 593-6100
www.tarnowlawfirm.com
The one minute dry time green
carpet cleaning
Mr. Bobby Prats
2085 Pine Ridge Rd
Naples, FL 34109
(239) 596-5200
www.oneminutedrytime.com
Vision One
Dr. Shawn Slattery
12707 Tamiami Trail East
Naples, FL 34113
(239) 774-3937
www.eyeandbody.com
Office: 239.262.8229 | Cell: 239.398.9268 | Cone3@earthlink.net
Cone Communications Company
®
239.992.3080
www.skyshades.com
Royal Palm Academy Pre-K playground, Livingston Road, Naples
R E N E W I N G M E M B E R s - H a p p y C hamber A nniversary !
AboveWater Public Relations & Marketing
107 Madison Drive
Naples, FL 34110
(239) 596-9149
www.abovewater.com
Accent Business Products
6261 Arc Way
Ft Myers, FL 33912
(239) 597-7774
www.accentbp.com
Action Title
Naples, FL 34103
(239) 262-2200
Ad Depot, Inc.
Naples, FL 34103
(239) 435-9410
www.addepotinc.com
Arbonne International
8259 Potomac Lane
Naples, FL 34104
(239) 455-5717
www.uniqueproducts.myarbonne.com
Bank of Naples
4099 Tamiami Trail N. #100
Naples, FL 34103
(239) 430-2500
www.bankofnaples.com
Beckner Jewelry and Repairs
4910 Tamiami Trail N. #216
Naples, FL 34103
(239) 261-6965
www.becknerJewelry.com
Bleu Provence
1234 8th Street S.
Naples, FL 34102
(239) 261-3410
www.bleuprovencenaples.com
Bosom Buddies Breast Cancer
4330 Tamiami Trail East
Naples, FL 34112
(239) 417-4600
Career & Service Centers
of Southwest
215 Airport Pulling Road N., Suite 1
Naples, FL 34104
(239) 436-4301
www.floridajobs.org
Centex Homes
3020 S Falkenburg Rd
Riverview, FL 33578
(813) 769-8800
www.centexhomes.com
Cocohatchee Nature Center
Naples, FL 34110
(239) 592-1200
www.cocohatchee.org
Cohen & Grigsby, PC
1100 5th Ave. S. Ste. 301
Naples, FL 34102
(239) 430-1800
www.cohenlaw.com
Collier Fence & Wire, Inc.
1981 Elsa St
Naples, FL 34109
(239) 597-8161
www.collierfence.com
Collier Goodyear Car Care Centers
6220 Collier Blvd
Naples, FL 34114
(239) 793-7117
Colonial Life
9001 Highland Woods Blvd. Suite #3
(239) 498-6767
Naples, FL 34110
(239) 594-9007
www.ffddnaples.org
GATES
Naples, FL 34110
(239) 593-3777
www.gatestotalsolutions.com
Golden Technologies, Inc.
5660 Strand Court
Naples, FL 34110
(866) 806-7127
www.golden-tech.com
Community Electric of Collier, Inc.
1045 5th Ave N
Naples, FL 34102-5818
(239) 262-3438
Conditioned Air Corp. of Naples, Inc.
3786 Mercantile Avenue
Naples, FL 34104
(239) 643-2445
www.conditionedair.com
Gulfshore Homes, Inc.
8891 Brighton Lane, Suite 101
(239) 947-2929
www.gulfshorehomes.com
Country Club of Naples
185 Burning Tree Drive
Naples, FL 34105
(239) 261-1032
www.ccnaples.net
Hahn Loeser & Parks, LLP
800 Laurel Oak Drive, Suite 600
Naples, FL 34108
(239) 254-2900
www.hahnlaw.com
CRS Technology
4426 SE 16th Place Suite 4
Cape Coral, FL 33904
(239) 643-1888
www.crstechnologyonline.net
HR Collier
PO Box 110593
Naples, FL 34108
(239) 777-1563
www.hrcollier.org
Double Rs Fishing & Tour Co.
2500 Tamiami Trail E.
Naples, FL 34114
(239) 642-9779
www.doublemamateetours.com
Imperial Golf Club
1808 Imperial Golf Course Blvd.
Naples, FL 34110
(239) 597-8165
www.imperialgolfclub.org
Douglas L. Rankin, Attorney
2335 Tamiami Trl N Ste 308
Naples, FL 34103
(239) 262-0061
InfiNetwork
Naples, FL 34103-3746
(239) 263-4454
www.infinetwork.com
Evans Oil Company
P.O. Box 856
Naples, FL 34106
(239) 262-4124
Floral Encores
2354 Immokalee Rd
Naples, FL 34110
(239) 597-1718
www.floralencores.com
Florida Everblades
11000 Everblades Pkwy
Estero, FL 33928
(239) 948-7825
www.floridaeverblades.com
Florida Governmental Utility
Authority
280 Wekiva Springs Rd., Ste 2000
Longwood, FL 32779
(407) 629-6900
www.fgua.com
Foundation for the Developmentally
Disabled
5621 Strand Blvd., Ste 309
Goodlette, Coleman & Johnson, P.A.
4001 Tamiami Trl N., Ste 300
Naples, FL 34103
(239) 435-3535
International Design Center
10801 Corkscrew Road # 305
Estero, FL 33928
(239) 390-5100
Investment Properties Corporation
of Naples
Naples, FL 34103
(239) 261-3400
www.ipcnaples.com
Key Private Bank
3777 Tamiami Trail North suite 100
Naples, FL 34103
239-659-8813
www.key.com
Longshore Lake Foundation, Inc.
11394 Phoenix Way
Naples, FL 34119
239-566-2304
Lorenzo Walker Institute of Tech.
3702 Estey Ave
Naples, FL 34104
(239) 377-0903
http://collier.k12.fl.us
MacNiven Insurance
3765 Airport Rd. North, Ste. 100
Naples, FL 34105
(239) 261-8287
www.statefarm.com
Macy’s
1800 Ninth Street N.
Coastland Center
Naples, FL 34102
(239) 434-1300
www.macys.com
Mangrove Cafe
878 5th Ave S
Naples, FL 34102
(239) 262-7076
www.themangrovecafe.com
Marco River Marina
951 Bald Eagle Drive
Marco Island, FL 34145
(239) 394-2502
www.marcoriver.com
Marlene Graham & Associates Inc.
Downing-Frye Realty
Naples, FL 34102
(239) 821-9046
www.napleshomefinders.com
Naples Town Hall
Distinguished Speakers
5551 Ridgewood Dr Suite 301
Naples, FL 34108
(239) 436-3888
www.thlectures.com
North Naples United
Methodist Church
6000 Goodlette Road N.
Naples, FL 34109
(239) 593-7600
www.nnumc.org
Olde Naples Self Storage South
275 Goodlette Rd N.
Naples, FL 34102
(239) 262-6133
www.oldenaplesstorage.com
Pelican’s Nest Golf Club
4450 Pelican’s Nest Drive
(239) 947-2282
www.nestgolf.com
Pine Ridge Coachworks
5360 Jaeger Road
Naples, FL 34109
(239) 596-3922
www.pineridgecoachworks.com
Planning Development Incorporated
5133 Castello Drive #2
Naples, FL 34103
(239) 263-6934
Pollo Tropical
5065 Golden Gate Pkwy
Naples, FL 34104
407-342-8973
www.pollotropical.com
Print and Copy Center
3661 Arnold Ave
Naples, FL 34104
(239) 643-5581
printcopycenter.com
Pulte Homes Corp.
9240 Estero Park Commons Blvd.
Estero, FL 33928
(239) 495-4800
www.pulte.com
Real Estate Technology Corporation
900 Broad Ave S Unit 2C
Naples, FL 34102
(239) 434-6001
Rogers, Wood, Hill, Starman
& Gustason
2375 Tamiami Trail N., Suite 110
Naples, FL 34103-3548
(239) 262-1040
www.rwhsgcpa.com
RWA Inc
6610 Willow Park Drive, Suite 200
Naples, FL 34109
(239) 597-0575
www.consult-rwa.com
Sea Shell Motel
82 9th Street S.
Naples, FL 34102
(239) 262-5129
www.bestlodgingswflorida.com
Sign Craft
3661 Mercantile Avenue
Naples, FL 34104
(239) 643-1777
Square One Hair Design & Day Spa
1400 Gulfshore Blvd. N. Suite 136
Naples, FL 34102
(239) 435-1772
St. John The Evangelist
Catholic Church
625 111th Ave. North
Naples, FL 34108
(239) 566-8740
www.saintjohntheevangelist.com
Naples, FL 34104
(239) 775-3553
www.theprintshop.tv
Tory’s Haircare
Naples, FL 34102
(239) 262-2217
United Way of Collier County
848 First Avenue No #240
Professional Arts Building
Naples, FL 34102
(239) 261-7112
www.unitedwayofcolliercounty.org
Vanderbilt Bay Construction, Inc.
2224 Trade Center Way
Naples, FL 34109
(239) 591-0900
www.vbcnaples.com
Vineyards Properties, Inc.
75 Vineyards Blvd. 3rd floor
Naples, FL 34119
(239) 353-3393
www.vineyardsproperties.com
VIP Realty Group Inc
2210 Vanderbilt Beach Rd #1100
Naples, FL 34109
(239) 403-7777
www.viprealty.com
Visio Signs, LLC - dba Signs Now
2805 Horseshoe Drive South # 4
Naples, FL 34104
(239) 261-8970
www.signsnownaples.com
Waterside at Pelican Bay LLC
Naples, FL 34108-2858
(239) 598-1605
www.watersideshops.com
Wedding and Party Professionals of
Naples
P.O. Box 8355
Naples, FL 34101
(866) 394-5036
www.wppn.org
Stanley Steemer
2900 South Horseshoe Drive, Unit 1100
Naples, FL 34104
(239) 597-8104
www.stanley-steemer.com
Wegman Design Group, Inc.
2385 Trade Center Way
Naples, FL 34109
(239) 596-8551
www.wegmandesigngroup.com
Sunburst Management Corporation
PO Box 110339
Naples, FL 34108
(239) 263-7403
www.smcnaples.com
Wilderness Country Club
101 Clubhouse Drive
Naples, FL 34105
(239) 261-6060
www.wildernesscc.com
The Appraisal Shoppe, Inc.
2335 Tamiami Trail N Ste 201
Naples, FL 34103
(239) 435-1111
The Immokalee Foundation
3960 Radio Rd. Suite 207
Naples, FL 34104
(239) 430-9122
Young, Berman, Karpf & Gonzalez PA
7935 Airport Pulling Road #222
Naples, FL 34109
(239) 216-4116
www.YBKGLAW.com
The Print Shop
2321 Davis Blvd
For more information on these
and all Chamber members, visit
our business directoy online at
YOUR FIRST STOP!
i
Center
VISITOR INFORMATION
239.262.6141
napleschamber.org
Hours: Monday through Friday
9:00 am to 5:00 pm
Saturday
10:00 am to 2:00 pm
Closed Sunday
Located on the East side of US 41 North, 2 blocks north of Coastland Center Mall
A La Carte Computing
446 Leawood Circle
Naples, FL 34104
A La Carte specializes in small
business and SOHO computing
needs. The company is Veteran
owned. Our services include PC
and Web services, maintenance,
upgrades, repairs, installations,
and training. We offer website
hosting, design, remote dial-in
and database and application
development. These services
can be individual as needed or
bundled contracts.
AGR Diamond Tools of
Southwest Florida
481 31st Street SW
Naples, FL 34117
AGR Diamond Tools of SW
Florida offers “The World’s
Finest Diamond Tools” to natural
and engineered stone cutting
and installation companies. We
provide highest quality tools
with longer life, higher diamond
content and lower cost per
cut. Buy direct and save. We
guarantee satisfaction.
Allman Promotions LLC
PO Box 771780
Naples, FL 34107
Allman Promotions LLC is a
husband and wife team that has
promoted and managed antiques
and arts shows and festivals for
more than 30 years. On January
30 & 31, 2010, Allman Promotions
will hold The Old Naples Antiques
Show at Saint Ann’s Jubilee Center
in Naples, Fl. Approximately
fifty quality multi-state antiques
dealers will participate in the
first of an annually planned
event. For further information
please visit our web site at www.
allmanpromotions.com
AZN Azian Cuizine
9118 Strada Place #8155
Naples, FL 34108
AZN is an exciting new upscale
Asian
restaurant
located
in the fashionable Mercato
Development, featuring Pan
Asian cuisine, with original
dishes from China, Korea, Japan,
Thailand, Vietnam, Malasya and
Indonesia, along with a full sushi
bar. With full service bar, AZN
is the perfect way to tour Asia
from home!
Beckner Jewelry & Repairs
5080 Annunciation Circle #102
Ave Maria, FL 34142
We are a full-service fine jewelry
store offering gold, platinum,
silver, diamond, gemstone and
religious jewelry. Alan Beckner
is a second generation master
jeweler and goldsmith with over
34 years of experience. We are
happy to be your “Hometown
Jeweler” in Ave Maria and
Naples.
Florida First Capital
Finance Corp.
14071 Tivoli Terrace
FFCFC is a non profit that
provides up to 90% financing for
commercial clients purchasing
equipment or an owner occupied
building (more than 51%),
renovations and construction.
Rate is fixed for 20 years at low
interest rates.
Golden Key Design Services
Naples, FL
I am a realtor with Coldwell
Banker and also have a home
staging / home design business.
LifeBridge Solutions, LLC
5100 Tamiami Trail N., Suite 105
Naples, FL 34103
LifeBridge Solutions offers a
compassionate and carefully
planned approach to coping
with life-changing and difficult
events. Services include: daily
money management, senior
move management, household
inventories,
household
liquidation, estate administration
support, and insurance claims
advocacy. Be prepared for
the five Ds: Disaster, Divorce,
Downsizing,
Disability
and
Death!
(best for women), an international
business and professional women
volunteer organization, works to
improve the lives of women and girls
through economic empowerment,
elimination of violence, and gender
equality. New members welcome.
Soroptimist of Naples meets the
last Thursday monthly, 6 pm, Red
Lobster Restaurant. Call president
Rita Albaugh (239) 821-5562.
Tarnow Law Firm, PL
1415 Panther Lane
Naples, FL 34109
A law firm limited to family law
matters, including pre-nuptial
agreements, divorce, custody and
family related issues; Herman
Tarnow is a fellow of the American
Academy of Matrimonial Lawyers.
The Institute of Interior Design
10800 Corkscrew Road
Estero, FL 33928
The Institute of Interior Design
at Southwest Florida College is
an accredited, Senior college
that offers Bachelor & Associates
Degrees in Interior Design as
well as a Diploma in Kitchen &
Bath Design. The IID offers an
unparalleled learning environment
with a studio/classroom facility
located at the International Design
Center in Estero, Florida.
The Pub
9118 Strada Place #8160
Naples, FL 34108
The Pub modeled after the classic
corner pubs in London, while the
interior consists of traditionalyet-modern style furniture and
accessories shipped from Britain.
The centerpiece is a stunning,
handcrafted bar from which
Senior Source Book
guests can sample a wide range
PO Box 366041
of English, Scottish, and Irish
draught; cask conditioned beers
A
comprehensive
resource and domestics.
directory for seniors in Lee and
Collier counties offers community
resources, medical and wellness
information, and senior housing
retirement
through
skilled
nursing healthcare at home.
Many informative articles on
senior issues distributed through
Walgreens, Perkins, many doctors
offices, hospitals, libraries, over
600 locations throughout SW
Florida.
Soroptimist International of
Naples
PO Box 9559
Naples, FL 34101
Founded in 1921, Soroptimist
N
e
w
M
e
m
b
e
r
S
p
o
t
l
i
g
h
t
ribbon cuttings
!
Wireless Solutions
for home, office and car
Bluetooth, WiFi and RF
~ Hands-Free Car Kits
~ Wireless MP3 Players
~ Internet Cameras
~ Internet Radios
~ Bluetooth Speakers
~ And Much More!
Quail Run Golf Club- 1 Forest Lakes Boulevard, Naples 34105
239-434-9733
Coastland Center Mall
Naples, FL 34102
http://wiredforwireless.com
Goodwill Retail & Donation Center- 1687 Pine Ridge Road, Naples 34109
SOME OF LIFE’S TOUGHEST
CONVERSATIONS HAPPEN
OVER COFFEE.
When was the last time you had that
conversation about Life Insurance?
Talk to me today about your life insurance needs.
Knurek Investigations - 886 110th Avenue N. Suite 8, Naples 34109
Brian A Glaeser, Agent
7385 Radio Road
Naples, FL 34104-6704
Bus: 239-774-0665
brian.glaeser.bxcx@statefarm.com
LIKE A GOOD NEIGHBOR, STATE FARM IS THERE.®
State Farm Life Insurance Company
(Not licensed in NY or WI) • State Farm Life and
Accident Assurance Company (Licensed in NY and WI)
Home Offices: Bloomington, IL • statefarm.com®
P062020 0806
The Founders Fund - The Club at Pelican Bay
BusinessBriefs
A look at what’s happening in the business community
The food, the wine, the beach...
no wonder we’re their favorite restaurant.
Enjoy fresh
regional seafood
and delicious
specials at
Naples’ only
beachfront
restaurant.
Make us
your tradition
Mention this ad
and receive a
Complimentary
Bottle of Wine*
Call for Reservations
435.4347
2005-2006
2007-2008
851 Gulf Shore Boulevard North
Start your tradition at NaplesBeachHotel.com
*Complimentary bottle of select wine, or dessert and coffee for two, with the purchases of two dinner entrées.
Present this ad to server when ordering. Not valid holidays or with any other discount. Expires 12/23/09.
NBH21852 Currents Ad.indd 1
5/8/09 10:05:42 AM
THE SW Florida Ballet will perform
contemporary works and classical
excerpts from La Bayadere on June 5, 7:30
pm at Golden Gate High School. Tickets
are $20 adults/$15 students and seniors.
Tickets are available at the door or by
calling 261-7559.
Ave Maria School of Law has been
awarded a $13,000 grant from the Florida
Bar Foundation for its Public Service
Fellows Program.
The Farmer’s Market in Big Cypress
Market Place has expanded to include
more booths and a larger assortment of
fresh fruits and vegetables.
Cocohatchee Nature Adventures
offers many special deals for locals during
the off season.
On April 16, the Conservancy of
Southwest Florida held a surprise 100th
birthday party for longtime volunteer
Mae Wood.
The Board of County Commissioners
approved an Ordinance declaring a state
of local economic emergency and made
changes to the Land Development Code
(LDC) which automatically extends all
Planned Unit Developments (PUD) for
a period of two years from their current
expiration date.
DeAngelis Diamond Construction
completed the Fisher Eye and Laser Center
one month ahead of schedule.
First National Bank of the Gulf
Coast and Panther Community Bank
signed a Definitive Merger Agreement.
TIB Financial Corporation was
ranked number 27 in Florida Trend
magazine’s top fifty bank holding
companies list.
Naples
Botanical
Gardens
announced The Scotts Miracle-Gro
Company is the presenting sponsor of
the Garden’s Grand Opening, a weeklong
celebration beginning November 9th,
2009.
Golden Technologies has been voted
Best Website Design Firm by Northwest
Indiana Business Quarterly magazine.
John Marazzi Nissan topped all
other Nissan dealerships in April retail
sales.
Lazer Construction Inc. has become
Lazer of SW FL Inc.
Mr. Shower Door received the
2009 Small Business of the Year award
presented by the Bonita Springs Area
Chamber of Commerce.
The
Florida
Department
of
Environmental Protection announced
the Hilton Naples received the Two Palm
Certification under the department’s
Green Lodging Program.
Bonita Bay Group is offering
nonresident golf memberships that
include play on nine golf courses.
Construction is complete on a new
resort-style pool at the community
clubhouse in Vista Pointe at Vineyards.
The Lutgert Companies announced
the signing of five more retail stores
– Bobby Chan, Byte Shop Style, Mercato
Jewelers, Pandora and Spectacles – to
establish new locations at The Mercato
in Naples.
Students were invited to a reception
in their honor as the latest in a long line
of outstanding high school seniors who
will be receiving a Founders Fund
college scholarship beginning 2009.
The Shelter for Abused Women
& Children’s will host an Elder Abuse
Awareness Event on Monday, June 15.
The American Red Cross has
announced that Arthrex, Inc., has been
named Title Sponsor for the fourth annual
American Red Cross Golf Tournament.
The Naples Beach Hotel & Golf
Club will host its popular “SummerJazz
on the Gulf” concert series.
SeniorBridge
announced
the
acquisition of 1st Choice Home Health
Care.
The Center for Laser Vision
Correction was elected for the 2009 Best
of Fort Myers Award in the Physicians &
Surgeons category.
CHS
Healthcare
Foundation
announced its newly elected officers and
trustees: John McDonough, Chairman,
Tom Schneider, Vice Chairman,
Dottie Gerrity, Secretary, and Dennis
Brown, Treasurer, Richard Akin, Doug
Campbell, Jinny Johnson, George
McLaughlin, Ken Murray, Dolly
Roberts, and Emily Watt.
The David Lawrence Center added
three new board members: Daniel R.
Monaco, Esq., George Welch and
Douglas Johnson, Ph.D.
YOUTH LEADERSHIP COLLIER WELCOMES
30 FUTURE LEADERS
The Greater Naples Chamber of Commerce and the Leadership
Collier Foundation announces the Youth Leadership
Collier Class of 2009.
They are:
Blanca Abney, Community School of Naples
Victoria Barner, Community School of Naples
Lucy-Marie Bruns, Gulf Coast High School
Catherine Calyore, Barron Collier High School
Jaime Ceron, Palmetto Ridge High School
Alison Chauvette, Naples High School
Chelsea DeRose, Seacrest Country Day School
Nasha Etienne, Lely High School
Adelene Exceus, Immokalee High School
Carolyn Flewelling, Naples High School
Franklyn Francois, Lely High school
Kevin Havemeier, Barron Collier High School
Dillon Hazel, Naples High School
Emily Lamb, Gulf Coast High School
Olivia LeClair, Barron Collier High School
Pedro Lora, Lorenzo Walker Technical High School
Andrew McIntosh, Naples High School
Andrew Nelson, Naples High School
Anabel Ocanas, Pace Center for Girls
Tomy Olivarez, Immokalee High School
Tyler Paine, Barron Collier High School
Cally Parks, Barron Collier High School
Gabriella Passidomo, Naples High School
Cindy Rivas, Golden Gate High School
Jorgia Stone, Barron Collier High School
Kristin Tenreiro, Seacrest Country Day School
Nicholas Thorstenson, Lely High School
Katrina Varela, Palmetto Ridge
Johnathan Wimberly, Golden Gate High School
Sarah Zion, Community School of Naples
Youth Leadership Collier is a six-day intensive program that begins
with a weekend of team-building activities. After the first weekend,
participants will interact in daily sessions designed to give them firsthand experience in different aspects of the community. Topics will
include local government, healthcare, business, and the arts. The
program first began in 2005 and is held each
year at the Naples Hilton.
Your affordable resource for
profitable growth
in tough times.
Now more than ever, you need to
leverage every resource available
to help your business succeed.
By joining The Chamber, you’ll
gain a competitive edge from a
wealth of benefits:
• Networking and new business
contacts to help your business grow
• Save money via discounts
and programs
• Targeted, effective and affordable
advertising to help you advertise
effectively on a small budget
• Learning opportunities and
professional development
• Enhance your leadership skills
• Provide a voice for the business
community through public
policy efforts
Work smarter. Profit faster. Join now.
Call 239.403.2906 today.
2390 Tamiami Trail North Suite 210
Naples, FL 34103
www.NaplesChamber.org
Transitions
Who’s Who in the Business Community
Anita Colletti of John R. Wood
Realtors earned the Resort and SecondHome Property Specialist designation
and the Certified Distressed Property
Expert designation.
Collier County Legal Aid’s Attorney
announced Jacqueline J. Buyze is Legal
Aid Service of Collier County’s Attorney
of the Month for May 2009.
Ave Maria School of Law announced
Acting Dean Eugene R. Milhizer has
been named a Fellow of the American Bar
Foundation.
Bank of Florida Corp. announced
Margaret F. Irvin has been promoted
to Senior Vice President, Director of
Financial Reporting.
Donna Christensen joined the staff
of Preferred Travel of Naples.
Dr. Bill Kuzbyt has joined CHS
Healthcare.
Hodges University appointed Dr.
Gene Landrum Professor Emeritus
status.
Jeri Cobb of John R. Wood Realtors,
has been awarded the National Association
of Realtors Green designation.
John R. Wood Inc., Realtors
welcomes new realtors: Kellie Brown,
Carol Marlow,
Jeannette Batten,
Jessica List, Kathi Kilburn-Bruce, Kim
Davis, Melissa Dovey, Sheri Paparella,
Kelly Prue and Henry Bird.
Cummings & Lockwood, LLC
announced Marve Ann Alaimo was
recognized by the Lee County Bar
Association.
Naples Pathways Coalition named
Michelle Avola as their new Executive
Director.
Victor Wilburn has joined Bank of
Florida - Southwest as Vice President,
Relationship Manager.
Max I. Corndorf, MD has joined the
medical team at Florida Eye Health.
Craig Timmins, CCIM, and Ramon
Rodriguez, CPA, have joined the board
of directors of Bank of Florida Trust
Company.
Tony Rodriguez has joined the
Conservancy board of directors.
Ciccarelli Advisory Services, Inc.,
announced Susan A. Hansen has joined
the firm as Operations Specialist.
Celebrating 20 years of serving the Naples Area
Tim Philbrick, Owner
www.printcopycenter.com
Ph: (239) 643 5581 • Fx: (239) 643-3329 • Em: info@printcopycenter.com
to create a warm inviting feeling!
239-289-1994
When calling mention code c101
Kitchen & Bath Upgrades
hoUse additions
cUstom remodeling
Locally Owned & Operated
cBc1250945
www.lazersWFl.com
Chamber Calendar of Events
..............................
Thursday, June 4th
Finding the
Brightside
of Life....At
Work!
Tuesday, June 9th
The Chamber Building
8:00 am
You will learn
•
The concept of “Brightsiding”
and how you can use it daily
(Looking for the silver lining
in every situation)
•
Creative ways to promote
optimism and fun among your
team without being annoying
(Engaging co-workers in
having fun and infecting
them with optimism)
•
Dealing with toxic negativity
(What to do about the misery
addict and other stress
inducers)
•
The art of managing your
emotions even when you
want to scream (Emotional
Intelligence)
Presented by
Libby Anderson,
President of
Human Resources Now
11:30 am to 1:00 pm
Accelerated Networking
Luncheon
Quail Run Golf Club
1 Forrest Lakes Blvd.
Come network with fellow
Chamber Members during this
time efficient and effective
luncheon program! Bring LOTS
of business cards.
$15
Registration deadline is
May 29th
NO Walk-ins will be admitted
Register Online:
..................................................
Tuesday, June 9th
8:00 am to 10:00 am
Business Success Seminar
“Finding the Brightside of
Life…At Work!”
Presenter: by Libby Anderson,
President of Human Resources
Now
LCF Room, 2nd Floor
$5
Register Online:
..................................................
Thursday, June 11th
12:00 pm to 1:30 pm
Local Impact of Home Building
in Collier County
The Hilton Naples
$20
Register Online:
www.cbia.net
Pre-registration is required
Call Carrie with questions at
436-6100
$5
Register at
www.napleschamber,org
June 2009
Wednesday, June 17th
8:00 am to 9:30 am
Advanced Networking
Workshop Series
Part III “Full Circle Networking”
LCF Room, 2nd Floor
$15
Register Online:
..................................................
Thursday, June 18th
5:30 pm to 7:30 pm
Business After 5
Sugden Theater
$5 in advance, $10 day of and
non-members
Register Online:
..................................................
Thursday, June 18th
6:00 pm to 8:00 pm
Youth Leadership Collier
Graduation
The Hilton Naples
$50 in advance
Please register by June 12th
Register Online:
..................................................
Saturday, June 20th
9:30 am to 12:30 pm
Nuts & Bolts: Starting a Business
in Florida
Co-Sponored with
SCORE Naples
Presenters: Peggy Maltarich
CPA and Ron Chapuran,
attorney.
Networking begins
at 9am
Complimentary
Register Online:
July 2009
................................................................................... Chamber Calendar of Events
11:30 am to 1:00 pm
Accelerated Networking
Luncheon
Location TBD
Come network with fellow Chamber
Members during this time efficient and
effective luncheon program! Bring
LOTS of business cards.
$15
Registration deadline is
June 26th
NO Walk-ins will be admitted
Register Online:
.............................................................
Saturday, July 11th
9:30 am to 12:30 pm
How to Start a Business on the Web
Co-Sponored with
SCORE Naples
Presenter: Donald Horton owner of
Scigolf.com Networking begins
at 9am
Complimentary
Register Online:
Wednesday, July 15th
7:30 am
Wake Up Naples
Topic: Mr. Jack Wert, Director of The
Convention and Visitors Bureau,
addressing Tourism in SWFL, as it
is affected by summer and the
European market
The Hilton Naples
$20 members in advance
$25 at the door
Register Online:
.............................................................
Thursday, July 16th
5:30 pm to 7:30 pm
Business After 5
The Capital Grille
Located at The Mercato
$5 members in advance
$10 at the door and for future
members
Register Online:
SAVE THE
DATE!
Annual
Tradeshow
Thursday,
August 20th
3pm to 7pm
Edison State
College
Chamber Calendar of Events
Thursday, July 2nd
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