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Member News & Information January/February 2013
Providing Leadership and Opportunity for business
Giving Back in An Outstanding Way When Alvy Kelly turns 80 on Jan. 27, 2013 he will have much to celebrate: a wonderful family that now includes three great grandchildren; Kelly’s Sports, the thriving business he started 40 years ago; the many West Chester community projects he helped fund and build,and a list of accolades he has received for his many community endeavors. On February 5, Alvy will celebrate another achievement when the Greater West Chester Chamber of Commerce (GWCC) honors him as its 2012 Outstanding Citizen of the Year. The award, presented each year since 1948, will be given at the Chamber’sannual banquet at the Mendenhall Inn. When he learned of the award, Alvy, fit and trim at
By: Dorothy Kennedy nearly 80, was taken a back. “I am certainly honored,” he said during an early morning interview at Kelly’s Sports on Matlack Street and Route 202. “I’m still trying to figure out why.” “This all seems like a dream,” he added gazing around. “I don’t look for thanks but it’s certainly nice to be appreciated.” Looking back, Alvy said he began working when he was 9, hunting and trapping muskrat with his late friend, Jim Brice, and selling them for $4 each to a local furrier. Alvy then caddied and set-up bowling pins. He joined the Air Force right out of West Chester High School serving during the Korean War from 1950 to 1954. He returned home and married Adelyene Izzi Kelly. Alvy and Addy, who passed away in 2005, shared 52 years of marriage and raised three children. continued to page 6
Award Winner Honored for Six Decades of Service By: Dorothy Kennedy The Arc of Chester County has been helping individuals with disabilities and their families for 60 years creating and offering a wide array of services including early intervention and education programs, housing and employment services, transportation and summer camps. For its ongoing, outstanding commitment to the community, The Arc has been named the Mosteller Community Service Award winner by the Greater West Chester Chamber of Commerce (GWCC). The award, given annually since 1961, will be presented at the Chamber’s annual banquet to be held February 5 at the Mendenhall Inn. Jeanne Meikrantz, who becamethe non-profit organi-
zation’s executive director in October when long-time director Diane Carey retired, said she was excited and honored to learn The ARC waschosen for the award especially given the number of excellent community service organizations in the community. “As the incoming executive director, I know how fortunate I am to have been given the opportunity to join such an incredible organization and community,” she said. “This award is a great testament to the dedication and contributions of those who have worked so hard to fulfill the mission of The Arc and provide quality services to individuals with disabilities and families. Whether hosting an event such as Breakfast with Santa, adopting individuals and families in need during the holidays, advocating for a child’s right to education, continued to page 17
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WELCOME NEW MEMBERS Anytime Fitness
Design6 Degrees
Mr. Lou Samba 1502 West Chester Pike, Ste. 38 West Chester, PA 19382 610-692-6400 westchesterpa2@anytimefitness.com www.anytimefitness.com Fitness
Ms. Brenda McCallum P.O. Box 3211 West Chester, PA 19381 610-844-9869 brenda@design6degrees.com www.design6degrees.com Marketing/Public Relations
Avis Rent-A-Car
Doc Magrogan's Oyster House
Mr. Lou Zaccagni 1306 West Chester Pike West Chester, PA 19382 610-701-9800; Fax 610-701-9811 zackzenith@aol.com Automotive-Rental
Ms. Kaela Mast 117 East Gay Street West Chester, PA 19380 610-429-4046 www.docmagrogans.com Restaurant/Cafe
Baxter Properties / Highgate Apartments
First Resource Bank
Ms. Linda Haley 1224 West Chester Pike West Chester, PA 19382 610-430-7400 info@baxterproperties.com www.baxterproperties.com Apartments
Mr. Glenn B. Marshall 101 Marchwood Road Exton, PA 19341 610-363-9400; Fax 610-561-6039 gmarshall@firstresourcebank.com www.FirstResourceBank.com Banking/Saving/Loans
Broad Run Golfer's Club
Gage Strength Training LLC
Mr. Jeff Broadbelt 1520 Tattersall Way West Chester, PA 19380 610-738-4410; Fax 610-738-4412 jbroadbelt@broadrungc.com www.broadrungc.com Country/Golf Club
Mr. Devin Gage 820 Deerfield Lane Bryn Mawr, PA 19010 484-432-6794 gage3825@comcast.net www.gagestrengthtraining.com Fitness
College Admission Planning Services
Gecko Group
Mr. David Cattie 510 Oakbourne Road West Chester, PA 19382 610-430-7328; Fax 610-430-7301 dcattie@aol.com Consultant
Ms. Ellie Byron-Haley 211 W. Chestnut St. West Chester, PA 19380 610-430-0305; Fax 610-430-3409 info@geckogroup.com www.geckogroup.com Marketing/Public Relations
D'Ambrosio Auto Group Mr. Jeff D'Ambrosio 1221 E. Lancaster Ave. Downingtown, PA 19335 610-269-9500; Fax 610-873-9247 www.jeffdambrosio.com Automotive-Dealers
Morton Family Law Kim Denise Morton 158 W. Gay St., Suite 202 West Chester, PA 19380 610-692-3999; Fax 610-692-7711 kdmorton@mortonfamilylaw.com www.mortonfamilylaw.com Attorney continued to page 4
January/February 2013
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Welcome New Members continued page 3
Rams Head Bar & Grill Mr. James Cappello 40 East Market St. West Chester, PA 19382 484-631-0241; Fax 484-631-0180 info@ramsheadbarandgrill.com www.ramsheadbarandgrill.com Restaurant/Cafe
Ryan, Morton & Imms, LLC
In the next few months you will begin to see an exciting and dynamic new Chamber campaign Think.Shop.Buy.Local
Mr. Seamus M. Lavin 220 W. Gay St. West Chester, PA 19380 610-430-1504; Fax 610-430-7106 smlavin@rmilaw.com www.rmilaw.com Attorney
This valuable program will directly connect Chamber member businesses with customers and the community. Set to launch in early 2013, you will begin to see the Think.Shop.Buy.Local logo on a plethora of Chamber communications. If you would like to learn more about this exciting opportunity, please call the Chamber at 610-696-4046.
Sun East Federal Credit Union
Special thanks to the enthusiastic members of the Chamber's Marketing Committee for their hard work and dedication to creating this new offering from the Greater West Chester Chamber of Commerce.
Mr. Scott Edwards P.O. Box 2231 Aston, PA 19014 610-485-2960; Fax 610-485-3011 sedwards@suneast.org www.suneast.org Banking/Saving/Loans
Wiggins Shredding Mr. Brad Wiggins 1301 West Chester Pike West Chester, PA 19382 610-692-8327; Fax 610-692-8329 brad@wigginsshredding.com www.wigginsshredding.com Business Services
Chamber Staff Mark J. Yoder President
Dave Fairman Director of Membership
Maggie O’Neill Office Operations Director Bethany Henry Member Services Coordinator Chamber of Commerce of Greater West Chester 119 North High Street t: 610.696.4046 West Chester, PA 19380 f: 610.696.9110 www.greaterwestchester.com
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January/February 2013
Thank You to Our Renewing Members in October & November 2012 Our members are the foundation of our organization. To honor them we would like to congratulate and thank those who renewed their membership in October and November 2012. Thank you for your ongoing support of the Greater West Chester Chamber of Commerce.
Members for 20 - 29 years Wells Fargo Bank Elmark Signs & Graphics Halladay Florist Black Berry Technologies Inc. ACAC Fitness & Wellness Center William S. Malany & Sons, Inc. Parkway Dry Cleaners, Inc. Robert S. Supplee, P.C. Westtown Dental Associates West Chester Capital Advisors Inc. The Gilbert & Sullivan Soc. of Ches. Co. Green Mount Cemetery Assoc. KMRD Partners, Inc. La Difference Salon & Day Spa ARAMARK @ WCU FAIRMAN'S Skate, Snow & Surf
10 - 19 years Model Specialties Co. Lorgus Flower Shop TnT Handling USA, Inc. West Chester Dental Arts Process Aquatics International LLC Communication Graphics Peter R. Johnson & Company Northeast Package Delivery Hicks Property Management, LLC Buckley, Brion, McGuire, Morris & Sommer LLP Paychex Mitch's Market Street Gym Morgan Stanley / West Chester G & G Cigar Company Chester County Council, Boy Scouts of America Patricia Schultz Enterprises, Inc. Krapf's Coaches Inc. The Klip Joint Tom Mohr Law Office, P.C. Benny's Pizzeria West Chester Off-Campus Housing Cypress Capital Management Inc. Avilion, Inc. Optimal Massage Blue Dog Printing & Design William H. Bunch Auctioneer & Appraiser January/February 2013
BLINK WCHE
3 - 9 years Gayle Bohman Strategy Arts West Chester Soft Pretzel Factory Biffen Wealth Management Meridian Bank Nask Door, Inc. Matlack Florist, Inc. ABC Hearing Net John M. Hannafin Thoughts Embellished Inc. Back Office Thinking JMF Tech Support, LLC Francis Automotive Services Miho Kahn Interiors LLC Mr. Stuart's Martial Arts uFinancial Group S.B. Conrad, Inc. Moonflower A Taste of Olive AFJ Company Annette D. Telgarsky, P.C. Underground Services, Inc. Cobblestone Realty Edward Jones Investments Jason Fallon / Mortgage Network, Inc. Phase 1 Electric, Inc. Tree Top Builders, Inc. Parisian Cleaners
1 - 2 years Charles A. Melton Arts & Education Center MERJE T.P. Fisher General Contractors/Remodelers, LLC Beneficial Bank Charles Wasserman, Ph.D. The WC Press The Honorable Ryan Costello ELITE Personal Training, Studios and Corporate Fitness RE/MAX Town & Country / Brian Dickerson America's Pie Beacon / IDV Susanin, Widman & Brennan, P.C. www.greaterwestchester.com
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Giving Back in An Outstanding Way continued page 1 University. In 2008, Alvy was inducted into the Chester County Sports Hall of Fame. That same year, Kelly’s Sports was named GWCC’s Business of the Year. Retired since 1995, Alvy remains active in the community and gets a tremendous amount of joy when meeting former parents and players who recognize himfrom his days as anEast Side Little League coach. Mark Yoder, GWCC president, looks forward to presenting him with the Outstanding Citizen award in February. “We are proud to honor one of West Chester’s native sons,” Yoder said. “Alvy’s accomplishments may seem like a dream to him, but to those of us who have seen what he has done in and around West Chester, his gifts and talents are a wonderful reality. He truly exemplifies the meaning of outstanding and we thank him for his longstanding and ongoing efforts on behalf of our community.”
Alvy worked in the defense and space missile division of Burroughs Corporation from 1955 to 1972, helping to install the first Atlas missile siteat Cape Canaveral, Fla. He had been selling sporting equipment out of his house when he was laid off from Burroughs in 1972. Alvy and Addy took the opportunity to start Kelly’s Sports at West Chester’s Parkway Centerand opened a second store in Kennett Square in 1980. The two stores and a warehouse were consolidated at the current West Chester location in 1985. Under the leadership of their son Steve Kelly since 1995, Kelly’s Sports now has about 80 employees with a second location in Harrisburg. Along with Addy and Kelly’s Sport’s, Alvy has over the years been responsible for untold philanthropic projects in the Greater West Chester community from creating and restoring athletic fields, establishing the Little All American Football Association (LAFA), to donating and installing lights at community and educational institutions at all levels. Kelly’s Sports and its owners have been honored many times by athletic, business and civic organizations, as well as by educational institutions such as West Chester University and Cheyney
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January/February 2013
GOLF MEMBERSHIP WINNERS The Greater West Chester Chamber of Commerce has teamed up with Applecross Country Club to offer renewing members an opportunity to win a Casual Golf Membership at Talamore and Applecross Country Clubs. All current members are eligible to win during the month they renew their membership. CONGRATULATIONS to the following businesses who were picked in a lottery drawing of Chamber businesses that renewed their memberships in October and November 2012
Ms. KimberSchladweiler A Taste of Olive
Mr. Douglas R. Barr Morgan Stanley / West Chester
Ms. Beth Carotenuto ACAC Fitness & Wellness Center
Mr. Joe Nask Nask Door, Inc.
Ms. Michelle Morkun Avilion, Inc.
Mr. Ronald Ginns Phase 1 Electric, Inc.
Mr. David Biffen, Jr.,CFP,CLU Biffen Wealth Management
Mr. Brian Dickerson RE/MAX Town & Country
Ms. Debi Wright Friedmann Blue Dog Printing & Design
Angela Sikdar Patricia Schultz Enterprises, Inc.
Mr. David Fairman FAIRMAN'S Skate, Snow & Surf
Daniel J. Brennan Susanin, Widman& Brennan, P.C.
Mr. Thaddaeus Fisher T.P. Fisher General Contractors/Remodelers, LLC
Mr. Tim Carney TnT Handling USA, Inc.
Mr. John Hannafin
Mr. Bill Mason WCHE
Mrs. Mary Lou Enoches La Difference Salon & Day Spa Ms. Christine M. Wildauer Lorgus Flower Shop
January/February 2013
Mr. Vince Liuzzi Wells Fargo Bank Mr. Jim Powers West Chester Soft Pretzel Factory
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Hurricane Sandy Tax Relief Hurricane Sandy was one of the costliest storms to hit the United States. The massive storm hit the East Coast at the end of October. The areas affected were declared federal disaster areas by President Obama which allows for some special rules related to reporting casualty losses, making charitable contributions and the filing and payment of taxes including trust funds. Businesses and individuals who suffered storm damage have the opportunity to report their unreimbursed casualty losses on their 2012 tax return or amend the 2011 tax return. The benefit of amending the prior year return allows for a faster refund. However, there are other considerations which may affect the decision to amend. The rules related to reporting and calculating casualty losses are complicated and should be evaluated by a qualified professional. Some owners of rental real estate may actually owe taxes due to the extensive damages and insurance reimbursements. If you have suffered a loss, it is important to provide your accountant with complete information. Below is a listing of information that your accountant will need to complete your tax return: • Property description – for real estate show location • Whether the property is business, income producing, or personal use • Date of acquisition • Original cost plus any improvements • Depreciation taken in prior years • Estimated market value before casualty • Estimated market value after casualty • Insurance reimbursement amount (whether estimated or actual) • If not received yet, when do you expect to receive the reimbursement? The damage done by the storm has created a wave of goodwill and generosity from businesses and individuals. The Internal Revenue Service has responded by changing some rules on charitable giving to facilitate the increased desire to help those affected. • Exemptions for donations made to individuals: Employers who help employees recover from the wreckage of Hurricane Sandy can exclude the donation from the employees’ taxable income. The exemption applies to qualified disaster relief payments, such as living ex8
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By Kathy Wileczek penses or home repairs not covered by insurance. Employer-sponsored private foundations may also provide disaster relief to employees affected by the hurricane without effecting their tax-exempt status, though the foundations must follow federal guidelines for disaster relief through charitable organizations. • Streamlined Review: The IRS is expediting the approval process for groups seeking tax-exempt status to help hurricane victims. • Employers can set up tax-advantaged leave donation programs to help facilitate cash gifts to charities providing disaster relief to the victims of Hurricane Sandy. Under these programs, employees may donate their vacation, sick or personal leave in exchange for employer cash payments made to qualified tax-exempt organizations providing relief for the victims of Hurricane Sandy. This leave donation program will be in effect until December 31, 2013. Donated vacation, sick, and personal time off will not be included in the income or wages of the employees. Employers will be permitted to deduct the amount of the cash payment. Due to the shutdown of our financial system and the disruption of the business operations the Internal Revenue Service is allowing relief from many late filing and payment penalties. If you receive a notice, it should be reviewed by your accountant before paying. There are several proposals in Congress related to additional tax relief benefits to victims of Hurricane Sandy. It is difficult to predict the final outcome given the other uncertainties that currently exist in our tax law. Anyone who has suffered significant storm damage should contact their accountant for specific guidance before the end of the year. Kathy Wileczek, CPA (kwileczek@maillie.com) is with Maillie, Falconiero & Company, LLP. We are one of the leading regional accounting, tax and advisory firms in Southeastern Pennsylvania. Our client service philosophy has helped forge an excellent working relationship with our diverse client base.
January/February 2013
Adopt-A-Lamppost Program – 2012 The Chamber of Commerce of Greater West Chester would like to thank the following companies and individuals for their generous support of adopting one or more of the Christmas wreaths that decorate downtown West Chester for the holiday season: Platinum Sponsor (Adopting 20 wreaths) We would like to give a special thank you to our Platinum Sponsor of the Adopt-A-Lamppost program
Gold Bow Sponsor (Adopting 6 or more wreaths) Brandywine Maintenance Brickhouse Environmental Cmedia Doc Magrogan's Oyster House Elite Fitness, Personal Training Studios & Corp. Fitness Services Grand Sport Auto Body Jacquette Consulting, Inc. Kyle's Auto Tags Lamb McErlane PC M&T Bank and Wilmington Trust, N.A. MacElree Harvey, Ltd. Main Line Today Meridian Bank QVC, Inc. Radley Run Country Club S.B. Conrad, Inc. General Contractor Schramm, Inc. Side Bar & Restaurant Stephano Slack LLC Stillman Volvo Tague Design Showroom The Chester County Hospital and Health System TQ Consultants, LLC Tolsdorf Oil Lube Express Unruh, Turner, Burke & Frees, P.C. Weed Man William M. Dunleavy & Company Inc. Red Bow Sponsor (Adopting 3-5 wreaths) Arthur Hall Insurance Barclay Friends Barnaby's West Chester Beneficial Bank Bill & Linda Scott Brandywine Valley Heating & A/C Ed & Julie Breiner
Capriotti's Comcast Spotlight Dave Magrogan Group Dave's Automotive Repair Enterprises, DellaVecchia, Reilly, Smith & Boyd Funeral Home Dorset Connects Fox Chase Bank Fulton Bank Genuine Healthcare Resources Hotel Warner Kaly Kildare's Irish Pub In Memory of Margo Mallory Ambler metropolitan @ west chester Moonflower National Penn Bank Robert G. Partridge Rainer & Company / M. DeHaven Rams Head Bar & Grill David G. Rogers Rothwell Document Solutions Jim Scanlon Sun East Federal Credit Union TD Bank The 5 Senses The Goddard School in West Chester Thomas Comitta Associates, Inc. Univest - Banking, Insurance, Investments Wells Fargo Bank William S. Malany & Sons, Inc. Green Bow Sponsor (Adopting 1-2 wreaths) ABC Hearing Net Dr. Timothy Blair BlueEdge Consulting Andy Chapis / ReMax Ches. Co. Lodge 11 - Fraternal Order Police Clarke, Nicolini & Associates, Ltd. Coins of Chester County Creative Properties Daily Local News Delightful Desserts & Culinary Creations Inc. Don Walls Custom Painting Edward Jones / Jeff Kitchen FAIRMAN'S Skate, Snow & Surf Faunbrook Bed & Breakfast Franklin Mint Federal Credit Union The Hickman Jon & Judi Ivins
continued to page 21 January/February 2013
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Preparing for ObamaCare By Peter R. Johnson of Peter R. Johnson & Company Were you one of the Business Owners or HR Managers who waited until the November election to plan for the required health care changes enacted under the Patient Protection and Affordable Care Act (PPACA)? If so, you are not alone, but with the Supreme Court ruling in June and the re-election of President Obama, the PPACA will move forward, and it is time for HR managers to get started. Three major aspects that employers are focusing on are the overall cost, the shift to new plans, and the status of part-time employees. Cost will determine many of the changes employers face. According to Aon Hewitt, health care costs per employee are projected to increase to $11,188 in 2013 ($10,522, 2012). The projected employee’s portion will increase to $2,385 in 2013 ($2,204, 2012), and the employee’s out of pocket expenses such as co-pays, etc. is projected to increase to $2,429 in 2013 ($2,200, 2012). Health care costs are rising at twice the rate of inflation. Furthermore, the opt out rates for individuals who receive lower wages will decrease because workers who can afford it, must obtain coverage or pay a penalty, which will increase the enrollment rate for some companies. Many employers are expected to mitigate these dollar increases from the law by increasing the employee’s proportion of the premiums, and move toward a plan that covers 60% of essential benefits provided by the employer. Almost half of employers in one survey are considering using a defined contribution strategy where the employer agrees to pay a set amount and the employee must pay anything above that amount. When giving a range of plan options, the employee can save money by choosing a lower-cost plan. Employers are also enacting wellness and health programs, some with incentives and financial rewards if employees engage in a healthier lifestyle, and plan design strategies to encourage employees to use less health care in order to cut cost. Many employers are considering shifting to a consumer-directed health plan (CDHP). These plans have employees use spending accounts such as Health Savings Accounts (HSAs) or Health Reimbursement Arrangements (HRAs) in order to purchase health care services directly. Generally, there is a high deductible that employees must meet, but then medical expenses will be covered by traditional insurance. Employees
with an HSA have control over all the money in the account: pre-tax dollars they contribute, and an optional employer contribution. Only employers fund HRA accounts, and they decide if left over money at the end of the year rolls over. CDHPs are becoming popular because they have saved 20% on average for employers, and they offer more personal economic decisions for employees such as how much care to get and what type of care to use. More than half of employees surveyed by MBGH and the Benfield Group LLC offered CDHPs, and many were making them the only plan option by 2018. Finally, many employers will need to redefine full-time employment. Under the PPACA, an employee who works more than 30 hours/week is considered full-time and is eligible for health care coverage in companies with 50 or more full-time employees. Otherwise, the company must pay a $2,000 penalty per ineligible full-time employee. If your company is not already compliant, there are some options to consider: switch more employees to fewer than 30 hour workweeks, offer new lower-cost high-deductible health plans for employees, make employees working 30 hours per week eligible for the full-time health insurance plan, or offer voluntary benefit options in conjunction with high-deductible CDHPs, which would shift costs to the employee. One word of caution, part-time benefits is a recruitment and retention tool that helps attain the highest quality workers, so consider before eliminating benefits entirely. The PPACA has a magnitude of implementations that every employer needs to prepare for. Below are deadlines that everyone should be aware of in the next 2 years (from Allen Smith, SHRM, October 2012): • Provisions enacted in 2013 o Health flexible spending account limit of $2,500. o Restricted annual limit on essential benefits at $2 million. o Exchange notices to all employees due by March 1, 2013 (there is no guidance as of yet, so this deadline may be postponed). o Elimination of Medicare Part D subsidy tax advantage. o Patient-centered outcome research fee on health insurers and sponsors of self-funded plans. o 0.9% increase in Medicare tax for employees earning at least $200,000, which affects withholding and W-2 forms. continued to page 11
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January/February 2013
Preparing for ObamaCare continued page 10 • Provision enacted in 2014 (the big year for PPACA): o Individuals must have health coverage or pay a penalty. o Exchange coverage. o Employer “pay-or-play” mandate - $2,000 per employee penalty on employers with more than 50 employees who do not provide health insurance to full-time workers o Insurer coverage of essential health benefits (individual and small-group markets only).* o Insurer rating limits (individual and small groups only).* o Insurer guaranteed issue and renewability.* o Waiting periods limited to 90 days. o No annual dollar limit on essential health benefits. o Coverage for clinical trials,* o Increased wellness incentive to 30 percent.* o No pre-existing condition exclusions, regardless of age. o Cost-sharing limits of $5,950 for individual coverage/$11,900 for family coverage (to be adjusted for 2014).* o Deductible limit of $2,000 for individual cover-
age/$4,000 for family coverage.* (some question whether this requirement applies to small groups only or both large and small.) o Insurer provider fee—Insurer must pay based on net written premiums. o Reinsurance fee on insurer and third party administrator of self-funded plan, payable 2014-16. o Section 6055 IRS reporting for plans that provide minimum essential coverage. o Section 6056 IRS reporting for large employers (at least 50 full-time employees), presumably to verify individual mandate and pay-or-play information. *Exempt plans if grandfathered (an employment based group health plan, whether insured or self funded, or that provides individual insurance coverage that was in existence on March 23, 2012 defined by the Affordable Care Act). If your HR Department needs assistance forming a plan to handle ObamaCare or any other human resources initiatives, please call our office. Peter R. Johnson & Company is a West Chester-based compensation consulting firm that provides total compensation plan design and program management including assistance in writing winning job descriptions. Our experienced staff of compensation consultants enables Peter R. Johnson & Company to provide plan design, implementation support, and ongoing administrative services for all phases of a client’s total compensation program. For more information on “How to Hire The Best,” please reach us at www.prjandco.com or 610-4366114. .
Thank You to our 2012 Board Members 2012 Officers Scott Mayes, Chairman Comcast Spotlight Timothy R. Jefferis, Chairman-Elect TD Bank Chris Tolsdorf, Vice Chairman Tolsdorf Oil Lube Express
Rob Partridge, Secretary WC Area School District Donna Urian, Treasurer Fischer, Cunnane & Assoc., Ltd. Mike Brown, Past Chairman KMRD Partners
Board of Directors Mary Bigham WC Dish Bryan Brockson EDiS Construction & Development Thomas Ciccarone Parkway Dry Cleaners John J. Cunningham, IV Lamb McErlane PC Ronald K. DellaVecchia DellaVecchia, Reilly, Smith & Boyd Funeral Home, Inc. Guy T. Dunn 1-800-905-Geek/Geeks on Call Marc Ernest Franklin Mint Federal Credit Union Thomas Gavin Chester County Hospital Liz Golding Susquehanna Bank
January/February 2013
Nicole Grebloski Arthur Hall Insurance Bruce Griffin YMCA– West Chester Area Frank Jacquette Jacquette Consulting Mell Josephs Student Services, Inc/WCU Jeannie McGinn McGinn Marketing Works Arlene McGranaghan Daily Local News Patrick McKenna, Esq. Gawthrop Greenwood, PC Andrew McMenamin DNB First Brian Miller Mars Drinks North America, LLC Marisa Powell Pietro’s/Nonna’s Restaurants
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Opening its newest location right here in West Chester² Stop in for breakfast and meet the staff.
1060 Andrew Dr. Suite 120 West Chester Wednesday, Jan. 16 7:45am²9:00am Free for members $10 for non-members RSVP Appreciated
Membership Luncheon Business Card Exchange Transportation update presented by TMACC (Transportation Management Authority of Chester County). :HœOO KDYH D SDQHO RI LQGLYLGXDOV IURP 3HQQ'RW &RXQW\ Planning Commision, and Septa. Learn about what is going on around the area and what is expected in the future. Wednesday, January 23 Higher Grounds Conference Center 910 South High St., West Chester 11:45am²1:00pm $25 for members $35 for non-members RSVP Required
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<RXÂśYH GULYHQ E\ LW RQ \RXU ZD\ RXW RI WRZQ EXW stop in to meet some friends and see the Melton Center.
501 E. Minor Street, West Chester Wednesday, January 30 5:30pm²7:30pm Free for members $10 for non-members RSVP Appreciated
January/February 2013
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January/February 2013
Impact of Habits and Personal Behavior By Steve Coscia Many years ago, a mentor taught me an important lesson about behavioral development. I was in my early twenties and still impressionable. His succinct message was: First we form habits, then habits form us. His reasoning being that whatever behaviors a person adopted as either good or bad habits would impact that person’s advancement and overall circumstances. While I don’t remember the event that resulted in the mentor’s inculcation, the lesson stuck. Throughout my life, the mentor’s lesson resurfaced whenever I found myself in a rut due to poor performance. These dull episodes would soon result in an epiphany as the mentor’s reminder popped back into my consciousness. A simple example about habits and behaviors might be parental guidance in helping children develop good dental hygiene. The daily urging that “brushing your teeth” is important for good health and a proactive method for averting the dentist’s drill is learned by children and hopefully becomes a habit. The culmination of personal habits and behaviors result in a company’s culture along with the standard operating procedures. A procedure and a habit really are not too different in that they both yield consistent outcomes. In customer service operations that lack a standard operating procedure for call scripting, problem resolution and proper follow up, the likelihood for inconsistent performance is ripe. These inconsistencies result in a personality-based service delivery in which customers are at the mercy of a service professional’s personality, rather than a stable process. Therefore those service professionals, who excel, by virtue of their positive attitude or their par-
ent’s instruction about courtesy and respect for others, will improve customer retention, increase customer satisfaction and, as a reward, attract a disproportionate amount of the workload. The increased workload manifests itself in at least two simultaneous outcomes: (1) Customers aware of the behavioral inconsistencies will always request to be served by the better performers and (2) Managers will delegate more tasks to the more responsible subordinates thereby broadening the subordinate’s skills and ensuring more future delegation. Meanwhile, the poor performers hurt their employer’s reputation; add unnecessary escalated calls to their manager’s workload and wind up doing less than their more productive counterparts. Managers must expect the best, keep the bar high and practice fair workload distribution. This is easiest when everyone is a world-class performer. When mediocrity seeps into the service environment, then everyone loses – customers, front-line service professionals and managers. Steve Coscia (steve@coscia.com) of Coscia Communications writes, speaks and consults about customer service. His books, tapes and television appearances have helped thousands of business professionals.
Briar photography When image counts.
610-296-8323 briarphotography.com January/February 2013
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Is Your Firm Ready for BYOD? By Neal Zimmerman, Dorset Connects People increasingly expect to use their personal laptops, smartphones and tablets at work. And they do. More than 70 percent of U.S. small businesses allow employees to use their smartphones for work, according to the Aberdeen Group, a Boston-based technology research firm. Employers with "bring your own device" (BYOD) policies can cut their costs for purchasing and administering phones and computers. Also, employees often are more productive and happier when using the devices they're most comfortable with. However, BYOD is not necessarily the panacea that many hope it to be. Allowing employees to use many different types of devices for business can turn into an IT nightmare for supplying tech support, and, more importantly, securing sensitive business data and communications. If you are considering implementing BYOD at your office, or if you have done so already, be sure to ask yourself and your IT support team these questions: 1. Do we have clear policies to prevent the sharing of confidential or proprietary business information? Data security is a key concern with BYOD. While some cloud-based services offer more security than others, ultimately the biggest concern is often whether employees know which business information to protect and how to protect it. This consideration applies across the board, from electronic files to social media to in-person conversations. Develop clear policies that apply generally to business information and communication, and then explain how they apply to what employees do on their own devices. 2. Can your employees reliably secure their own devices? One of the big risks of BYOD is that personal devices might be lost, stolen or accessed by unauthorized people. The simplest way to prevent data theft is to keep the device locked with a passcode when not in use after a period of inactivity. This is the setting we recommend for our clients. It might make sense to require employees to keep devices that they use for work locked at all times -- even at home -- with a hard-to-guess password. Be sure employees know how to lock and unlock their devices and advise against letting other people, including family members, use them. 15
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Creating and managing security policies for your mobile devices, while requiring some planning and buy-in from your different department heads, is not complicated or hard to implement. For example, Microsoft Exchange 2010 allows you to set polices requiring a secure passcode to unlock devices and to even remotely wipe a device should it be lost or stolen. Free cloud based apps can provide even greater control such as the ability to deploy apps to Droids and IOS (iPhone/iPad) devices as well. As we head into 2013, business leaders should make a resolution to work with their IT support team to plan and implement a mobile device policy that will help protect both their company’s and their client’s sensitive information. Dorset Connects offers complete IT and telecommunication management solutions that take the hassles out of managing and maintaining your critical IT systems. We’ll customize a support plan that is tailored to your environment and exceeds your support expectations. www.dorsetconnects.com
Chamber Chatter Radio Show Every Monday at 1pm Listen Live on WCHE 1520AM or www.wche1520.com
Like to be a guest? Please send an email to donna@donnasaul.com or call 610.889.0626 for consideration
January/February 2013
The Board of Directors requests your presence at the Greater West Chester Chamber of Commerce’s
Annual Banquet Honoring the
2012 Outstanding Citizen of the Year
Alvy Kelly and the
J. Dewees Mosteller Community Service Award Recipient
The Arc of Chester County Tuesday, February 5, 2013 The Mendenhall Inn Grand Ballroom Mendenhall, Pennsylvania
Cocktails 5:30pm ~ Dinner 6:45pm Response card enclosed. Please respond by January 25, 2013 Presenting Sponsor:
Cancellations after January 31, 2013 may not be reimbursed. In the event of snow emergency, the banquet will be rescheduled for Wednesday, February 6, 2013. 16
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January/February 2013
Award Winner Honored... continued page 1 finding meaningful jobs or supporting an individual in their home or community, The Arc of Chester County welcomes every opportunity to serve.� Founded in 1952 as The Association for Retarded Children, The Arc’s mission is to “advocate, educate, and provide services to empower individuals with disabilities and their families to enhance the quality of their lives.� Through partnerships with individuals and organizations, The Arc has been a leader in creating innovative programs in many areas including education, housing, recreation, job coaching and employment.Programs developed by The Arc include the first sheltered workshop in Chester County, now a separate organization calledHandi-Crafters, Inc., Tom Thumb, the first community-based classrooms for children with developmental or intellectual disabilities; and the first group home in Chester County, now operated by Brian’s House. Today, the organization annually serves over 3,000 families including a growing number of children and adults with autism. Looking to the future, Meikrantzis confident The Arc will continue to provide exceptional services and expand its partnerships with organizations such asGWCC and other supporters and volunteers. “Members of our community are valuable partners in our work and in fulfilling our mission,� she said. “We deeply appreciate all the support and efforts of so many as we move forward.�
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Family Owned Since 1976
Jeffrey Gribben Assistant Vice President Branch Manager 610-344-3049 jgribben@foxchasebank.com
DAREAUTO.COM 137 N. High Street West Chester, PA 19380 www.foxchasebank.com
301 S. Bolmar Street West Chester, PA 19382 /UR 3ERVICES )NCLUDE 0! 3TATE %MISSIONS )NSPECTION s (EATING !IR #ONDITIONING s /IL ,UBE &ILTER #HANGES "RAKES 4UNE 5PS s !LIGNMENTS s 0REVENTATIVE -AINTENANCE s &OREIGN $OMESTIC #ARS 3AME $AY 3ERVICE s ,OCAL 3HUTTLE 3ERVICE s "ELTS (OSES s #OMPLETE %NGINE !SSEMBLY %NGINE $IAGNOSTICS s 3USPENSION 3YSTEMS s 4IRE 3ERVICES s &ULL 3ERVICE -ACHINE 3HOP
January/February 2013
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The Mars Old-Fashioned Christmas Parade &
L – R: Dr. Sara Missett, Principal Ann Helion, Art Teacher Bette Naughton, Rob Partdrige, and the Brockson girls!
Members of WSFS Bank
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Winning Decorated Box- East Bradford Elementary School January/February 2013
WSFS Holiday Toy Drive
(L-R) Katherine Lovell, Francesca Crane – Bridge of Hope, Leeann Riloff, Monique Howard- Maternal & Child Health Consortium
January/February 2013
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Jumpstart 2013: Five Tips to Make a Difference By: Donna Saul, President, Donna Saul, LLC There are lots of lists about how business owners can prepare for a new year. What they skip, more often than not, are the fundamentals of building a solid foundation and achieving the bottom line results critical to the ongoing life of a business. That’s not to say that other aspects aren’t equally important—should you consider mobile marketing (yes), is an HR audit appropriate (maybe), are staffing and compensation plans adequate (potentially), but to me the key question is this: how much are you going to sell next year and where will that business come from?
or shiny new objects in the form of a good story told by an experienced marketing sales rep. There are no slam dunk, one size fits all marketing plans, no matter what you hear or read. There are only well thought out, custom plans that are built and managed week in and week out to ensure they hit the mark. So be critical, be judicious and be stingy until you can be reasonably sure that the money you spend will generate the results you want.
3. Target, target, target. Unless you have money to burn in the form of wasted sales and marketing dollars, build your sales plan with a specific market in mind. Is the bulk of your business this year going to come primarily from new business, from existing customers or some combination of both? Think in terms of shooting through More often than not, I see what I call victim-selling: crosshairs with a rifle vs. a shotgun. Think about what you companies cast a wide net and scramble to do all kinds of want to accomplish, be realistic, and build your sales and things hoping it will generate sales, and they take what marketing plans accordingly. falls their way. But that doesn’t provide a consistent way 4. Streamline processes. Be fanatical about evaluating of generating sales and revenue. That requires a solid howyou do things and making improvements on the spot sales plan with sales projections —what are you going to whenever possible. “Because that's how we've always done sell, when, and where will that business come from. it," and "If it's not broke, don't fix it" just don’t cut it in these (That’s the short version.) These elements are critical to competitive times. There's always room for improvement, your company’s growth, and yet they are the most fre- and you'll never survive if you aren't flexible enough to quently overlooked because they are hard to build and change with the market and constantly develop as a comeven harder to maintain, especially if you haven’t done it pany. The key to success is to make it about developing a before. But if you build them and manage the execution, company culture around the idea that you’re always looking you’re sure to hit your numbers in 2013 and beyond. for the best, most efficient, most productive approach -Here are a few other things I consider fundamental to a even if you’ve been doing it the same way for 20 years. healthy bottom line: 5. Invest in one new customer touch-point: New 1. Build a good sales team: The best teams have high methodologies are popping up all the time. Find out how quality people who are developed consistently and driven your current customers came to know or prefer to connect to produce the numbers. But your reps need a playable with you and be where they are. Whether it’s a blog, hand including these seven cards-- the right marketplace, Facebook, Twitter (or other), mobile coupons or QR codes, a competitive offering, adequate territory, a good com- or networking, spend time in making that happen.And don’t pensation plan, good management, realistic goals and overlook your website. It should be attractive, easy to navenough time to hit them. If you don’t hold all seven cards, igate, SEO optimized, with quality content that moves customers along a conversion path. Your social media efforts get them. 2. Salesdrives marketing, not the other way around. have to drive traffic somewhere, and that most logical place In my experience, you can build all the fancy marketing is your website, so evaluate it with a critical eye – if it lacks programs you wish, but in the end, somebody has to sell visibility in search or doesn’t capture and convert leads, it’s your product or service. Build your sales projections time for an update. then develop the marketing plan to support it. For example, if the majority of your sales come at year end, then enhance the months prior with a kick ass marketing program that will prime the market and generate more sales coming into your busy time. If you don’t sell anything at year end, then don’t spend your marketing dollars there. And don’t waste your money on low hanging fruit, January/February 2013
Have a healthy, productive and lucrative New Year! Next article, next issue: Seriously, Stop Talking (a.k.a. Why your new sales aren’t happening.) Donna Saul is a business strategist and consultant with a proven track record in helping companies grow, add revenue, increase sales, improve productivity and build a better bottom line. She can be reached at donna@donnasaul.com, or via the web at www.donnasaul.com. www.greaterwestchester.com
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Adopt-A-Lamppost Program continued page 9 Jane Chalfant / Kiki Boutique Kelly's Sports, Ltd Keystone Federal Credit Union Krapf Coaches Inc. Kreutz Creek Winery Law Offices of David M. Melchiorre, LLC Lewis, Hopkins & Williamson, Inc. Moore Events, Inc. Henry C. Nace, State Farm Agent Richard C. Nelson, DDS, PC Patricia Schultz Enterprises, Inc. Penn Office Products, Inc. David Rayburn Ryan's Pub Safe Harbor of Chester County, Inc. A. Roy Smith Susquehanna Bank Glen & David Sweet Taylor's Music Store and Studios, Inc. Tynan Consultants Tom Walsh/Century 21 Alliance - Commercial Dean Wesley W.C. Connections Program / Elwyn, Davidson School West Chester Area Day Care Center West Chester Bus. Improvement District West Chester Capital Advisors West Chester Friends School William Wood Co. REALTOR WSFS Bank James E. Yiaski, CPA Zukin Realty Inc.
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A New and Improved GWCC Website As we turn the calendar to 2013 we are changing up our website! Coming in February, the GWCC website will have an all new look with more community information, friendlier tabs, and most of all a better experience for YOU, our valued Chamber members. What to look for: Members Only Access Think.Shop.Buy. Local Up to date newsfeed on fellow chamber members Community calendar where you can post YOUR events for everyone to see Register and pay for events at the click of a button And much much more! Look for the teaser at the Annual Banquet on February 5 and the website launch soon thereafter!
January/February 2013
The GWCC Government and Legislative Committee meets on a monthly basis to discuss what is The GWCCinGovernment andand Legislative Committee meets your on a monthly basis to month’s discuss what is happening the local area the country that affect business. This meeting they happening in we the always country hear and the area. month’s meeting they thought we always hear the thought that thelocal results of This the Presidential Election, but wethat sometimes forget resultsour of the Presidential Election, we sometimes forget our political area. about area and we would likebut to recap the local and about national results. So here are the 2012 Election Results: o
Presidential and Statewide Elections: Democrat candidates won all of the statewide elections in Pennsylvania stunning many pundits and giving a setback to the Pennsylvania Republican Party. Polling close to Election Day indicated that PA was in play for Mitt Romney leading to a last minute advertising blitz and visits from Mitt Romney, President Clinton and several prominent surrogates. However, PresidentBarack Obama (D)easily won Pennsylvania and eventually the nation. For Pennsylvania Senate, Bob Casey (D)defended a challenge from Republican Tom Smith, even though polls had that race being dead even leading into Election Day. Tom Smith spent millions of his personal funds to best Casey. For Pennsylvania Attorney General Dave Freed (R) was easily beaten by Kathleen Kane (D). This race attracted national Super PACs who ran attack ads, some of which have been denounced by the very candidates they were designed to help. State Representative Eugene DePasquale (D) won the open seat for Pennsylvania Auditor General and Rob McCord (D) won a second term as State Treasurer.
o
Congressional Races: All but one of Pennsylvania’s incumbent Congressmen won re-election, including those who represent the Greater West Chester Area - JimGerlach (R), and Pat Meehan(R). In other races within Pennsylvania, for the 12th CD (Western PA), Keith Rothfus (R)defeated one term incumbent Mark Critz (D) in Pennsylvania’s most hotly-contested Congressional race which was full of television ads attacking both candidates. State Representative Scott Perry (R) easily won the 19th Congressional District (Central) to replace retiring Todd Platts and Matt Cartwright (D) is the new Congressman in the 17th CD (Northeast) replacing Tim Holden.
o
State Legislature: Several new legislators have been elected, but the Republicans maintain their majorities in both chambers of the General Assembly. However, Democratic candidates won all three Senate open seats decreasing the Republican majority to 27-23. The matchup in SD-15 against John McNally (R) andRob Teplitz (D)saw the democrat winning the election. . State Rep. Matt Smith (D) won in SD-37, against D. Raja (R). This race for the vacant seat of recently retired Sen. John Pippy (Formerly R-Allegheny) was one of the most closely contested in the state, but Smith had pulled ahead close to Election Day. In SD-49 Sean Wiley (D) easily defeated Janet Anderson (R) to replace outgoing Sen. Jane Earll (R-Erie). The Greater West Chester only had two State Senators up for re-election, Dominic Pileggi (R) and Andy Dinniman (D) who both easily won re-election. For the House no incumbent Democrats were defeated and several GOP incumbents survived by the narrowest of margins giving the Republicans 111 to 92 seat majority. For West Chester, HD-156 Dan Truitt (R)bested Bret Binder (D) in a traditional close district that has flipped from Democrat to Republican in several recent elections. For HD-157 Warren Kampf (R)defeated Paul Drucker (D), in a 2010 rematch. The district also has a history of tight races, as Drucker himself only narrowly won the seat in 2008. In HD-161 Joe Hackett (R) survived his race against challenger Larry DeMarco (D). Representative Joe Hackett narrowly won in 2010 replacing Bryan Lentz (D) who ran for Congress. In one of the closest races, Nicolas Micozzie (R)won by a narrow margin against. Seamus Bonner (D) in HD 163:Thirty-four year veteran Micozzie (R-Delaware) ran on his record and his leadership experience in the House. Micozzie represents a moderate district and has beaten back many serious challenges over the years. Two other House Republican freshmen survived close challenges, Rep Justin Simmons (R) and Rep Rick Saccone (R).
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January/February 2013
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