Network Magazine Fall 2019 | Issue 17 | Single Page

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FALL 2019

CONNECTING LEADERS | CREATING BUSINESS

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contents 06 Today vs. Tomorrow 30 Business Divorces in Pennsylvania 08 How Well Do You Know Your Financial Advisor?

32 Passing the smell test – how does it work when it comes to 10 Important Real Estate medical marijuana Investing Considerations and the Need to Plan 36 Life Sciences: Understanding the basic differences between 12 What about Mom? Validation and Calibration 18 Why Best Practices – Aren’t 38 Telehealth: Are We Ready for Better Healthcare at a Lower 20 Fallacy: We Hire People That Cost?

Know How to Sell

40 The Economic Case for an

24 How Do You Do it All? 26 Is Your Estate Plan Digitally

46 Lehigh Valley: HOTTER THAN EVER

48 Calling All Homebuilders: The Lehigh Valley Housing Market Needs More Supply

50 Let’s go drink a shadow,

Venetian style Cicheti - A fabulous Venetian tradition

52 Four Season Resort at Sayan, Bali

54 Cigar Reviews

Accurate Census Count

42 Give Until it Feels Good 44 Recession Proof Real Estate

Vigilant?

28 Boy Meets Girl

In a year of major volatility is anything recession-proof?

•adindex 39 Alcom Printing 03 American Financial

45 First United Land Transfer 34 Greater Lehigh Valley

53 Anthony Limousine 33 ArtsQuest 09 ASAP Business Support

49 Greater Lehigh Valley

Chamber

Network Inc.

Services, Inc.

16 Boos Rock Winery 27 CBRE 05 Clinique 43 Denny Corby 07 Cornerstone 29 Crosson & Richetti 09 Embassy Bank 13 Evans Wealth Strategies 2

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Realtors

37 Historic Bethlehem Museum and Sites

31 Hoffman, Hlavac & Easterly 15 Huber, Waldron & Williams 15 JVI 56 John Brown & The Hatchets 21 MC IT – Technology Managed 43 Morganelli Properties 17 N2Growth 11 NFP

25 Norris McLaughlin Attorneys at Law

56 Olde Homestead Golf Club 56 OneHope 35 PenTeleData 55 Punch Garage 01 St Luke’s OMS 41 State Farm, Tom Bartholomew, Agent

22 The Barristers Club 14 The Dime 23 Tri Outdoor 57 Valley Wide Signs & Graphics 58 Weyerbacher Brewery MyNetworkMag.com

The partners of NETWORK MAGAZINE™ proudly present the latest edition of the Lehigh Valley's first ever, high end, business leader driven B2B magazine. Our goal is to continually present our readers relevant content to build your organization, from the region's top business leaders and experts on today’s industry news and trends.

Our leading contributors will continue to change quarterly, sharing information that stays fresh and current. The opinions, tips, and insights on how to best navigate business pitfalls are all provided by the Lehigh Valley's best thought leaders. Our writers are un-censored giving you profound insight from their years of experience from their given field of expertise.

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Today vs. Tomorrow How Lifestyle Creep Could be Jeopardizing Your Financial Future TYLER PAPAZ, AIF® PRINCIPAL, SENIOR CONSULTANT, DIRECTOR OF PRIVATE WEALTH CORNERSTONE ADVISORS ASSET MANAGEMENT, LLC

As I think about the 155th meeting of Lafayette and Lehigh’s football teams on November 23rd, I find it difficult not to reminisce about the good ole' days at Lafayette.

During my college years, the hit HBO series The Sopranos was in its prime, guiding much of my Sunday night social calendar. Each week, my friends and I would pool together funds for a pre-Soprano’s meal consisting of pasta, butter, and some frozen garlic bread. Looking back, that meal was far from luxurious and not something I’ve since served dinner guests. After all, being in a better financial position should mean better meals, right?

The habit of upgrading spending habits alongside increasing income has a name: lifestyle creep. While it’s natural to enhance your lifestyle as earnings grow, folks would be well-served to focus on the pace of both. Young professionals right up to retirees often fall victim to inflating their lifestyle at a faster rate than their earnings. When this happens, the sacrificial lamb is almost always long-term savings.

It's easy to see why this happens. Present bias is a technical term for a sentiment many of us understand and experience -- it's far more enjoyable to use the money now than it is to save it for the future. This is especially the case when the notional future is retirement, which could still be decades away. This bias compounds lifestyle creep, and it seems to transcend age, influencing those in their early professional years right up until the golden years.

Young professionals seem to be the poster child for lifestyle creep. Many professionals in their 20s and early 30s are shackled with student loans and maintain little in the way of emergency reserves. Yet at the same time, many sport luxury apparel, buy new technologies and maintain a buzzing social life.

activities, making your house a home, and the occasional date night, lifestyle creep is never-ending for this category.

While some life builders may have started saving into their retirement plan years ago, many failed to escalate those savings rates, spending more on happiness today.

As people move beyond this stage of life and become more well-established, bigger ticket items tend to sneak into the picture. Many find themselves sandwiched between aging parents and adulthood-seeking children.

Both may require significant financial support.

While lifestyle creep can come in many different forms and cross many different life stages, the point is that it distracts and derails people from reaching longer-term financial goals. Over the last ten years, an extended bull market has masked many savings shortfalls. However, forward-looking capital market assumptions suggest a reversion to historical averages. Equity returns over the next ten years may not be as high as they have been in the past, and the impact of poor savings habits may become more pronounced, especially for those who assume market returns can make up for an underfunded retirement.

While returns may be outside the control of market participants, there are factors well within their control. Chief among them, and perhaps the largest driver of future wealth, is one’s savings rate. Using technology to automate savings, regularly monitoring your financial goals, and evaluating the lifestyle creep you may be experiencing is a combination that will pay long term dividends. Finding the balance of happiness now versus happiness later is an imperfect pursuit, but one worth considering no matter where you are in life.

Securities offered through M Holdings Securities, Inc., a Registered Broker/Dealer, Member FINRA/SIPC. Investment Advisory Services offered through Cornerstone Advisors Asset Management, LLC, which is independently owned and operated. #2715889.1

The next phase for many is the life building stage: marriage, mortgage, and maybe children. Between kids’ 6

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How Well Do You Know Your Financial Advisor?

MICHAEL WATERHOUSE, FINANCIAL ADVISOR INDEPENDENCE PLANNING GROUP

First, let’s define the title of Financial Advisor. The title itself is often lumped into the Advisor category, which could be someone who specializes in taxes, mortgages, finances, real estate, law, etc. What makes a Financial Advisor different is that they have passed certain licensing examinations which allow them to provide financial advice as well as manage investments and portfolios. On the one hand, you may work with someone who strictly does investment management and another who offers insurance products. Some Financial Advisors do a combination of both, amongst other services. Do you know what your Financial Advisor specializes in? Do you know what professional licenses and designations they hold?

Most importantly, are you aware of a history of client complaints, lawsuits, or criminal charges? If you are unsure of any of these questions, now would be a great time to look at your Financial Advisor’s FINRA BrokerCheck. https:// brokercheck.finra.org/ BrokerCheck is a web-based tool created by the Financial Industry Regulatory Authority (FINRA) to provide full transparency to clients on all Registered Representatives.

To clarify, Registered Representatives are different from Financial Advisors in that they mainly are limited to buying and selling securities, not providing financial advice nor managing investments. Financial Advisors are often Registered Representatives; too, however many Registered Representatives are not Financial Advisors. In just a few clicks, you'll have a full detailed report of any Financial Advisor or Registered Representative. This report will help you make informed decisions about working with that financial professional. BrokerCheck tells you instantly whether a person is registered, as required by law, to sell investments or offer investment advice. The report will also give detailed employment history, regulatory actions, licensing information, lawsuits & client complaints. These are vital pieces of information when deciding who you are 8

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going to trust with your family’s, your business’s and/or your own personal assets. You want to ensure they are fully licensed to offer unbiased advice and have a limited number of client complaints.

Some red flags to watch out for: • Frequent Changes in Firms • History of Fines • Criminal Charges (DUI’s, Traffic Violations, Theft, Etc.) • Unable to Locate Your Advisor on the Site Choosing the right financial professional is a huge decision. The intention is to work with a Financial Advisor up to and through retirement. A Financial Advisor who looks at your overall financial situation, provides an objective analysis, and works with you over time to create a concrete yet flexible plan will help put you on a path to success. Always make sure to do your due diligence to ensure they have your best interested in mind as well as sufficient knowledge and experience. If you are not comfortable with something you see on BrokerCheck, you are certainly entitled to ask your Financial Advisor for more information. So, let’s revisit the questions again: How well do you know your Financial Advisor?

Registered Representative and Financial Advisor of Park Avenue Securities LLC (PAS). OSJ: 1767 Sentry Parkway West Suite 200, Blue Bell, PA 19422 (267-468-0822). Securities products and advisory services offered through PAS, member FINRA, SIPC. Financial Representative of The Guardian Life Insurance Company of America® (Guardian), New York, NY. PAS is an indirect, wholly-owned subsidiary of Guardian. Independence Planning Group is not an affiliate or subsidiary of PAS or Guardian.

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Important Real Estate Investing Considerations and the Need to Plan DAVID ELLOWITCH, CFP ® ELLOWITCH 3, LLC

Many people have decided that real estate is a powerful tool to accumulate wealth. Some believe it’s the only tool.

Many of those investors have been successful at it. Like all markets, the Real Estate market goes up and down. So, what is so special about owning real estate?

When talking with investors and professionals who work with them, a few consistent themes emerge as to why they’ve decided on real estate investing: 1. Substantial tax benefits. There are many sections of the tax code of which real estate investors regularly take advantage. They can defer (and sometimes avoid) capital gains tax on appreciated property. Any losses incurred can offset future capital gains, and those who are designated Qualified Real Estate Professionals can avoid the loss carryforward rules that often limit or delay the benefits of a substantial tax loss. They can use depreciation and other expensing techniques such as cost segregation to limit their exposure to income tax. As with most sophisticated tax planning techniques, this should be completed with the guidance of a skilled tax professional in order to properly execute without running afoul of the IRS. 2. The power of leverage. Investors who use debt to finance their deals, utilize someone else’s money to acquire their properties. Once acquired and occupied, the rents received provide the money to service and retire the debt. Properly structured, real estate investors can acquire large assets using a relatively small amount of their own capital.

3. Potential for long term appreciation. While rents are covering debt services and providing income, the 10

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long-term growth in the value of real estate assets can add substantial value to an investor’s balance sheet.

4. Passive cash flow. Properly structured real estate investments can generate income streams independent of an investor’s daily effort. With enough properly designed assets in place, consistent cash flow can be generated by the investor.

5. Inflation protection. Every financial plan must address inflation. Real estate values tend to rise with inflation. Investors can include rent elevators in their contracts to ensure their income streams keep pace with inflation. This can offset the impact of inflation.

Successful investors must understand if a particular market has inflated over time, and whether it is likely to do so over time.

6. It’s Tangible. After living through decades of boom and bust stock and bond market cycles, many concluded that they wanted tangible investments. Real Estate investors can touch their investments – be it a house, apartment complex, warehouse, or office building.

This list is not comprehensive, but the themes are quite common. It should be noted, that real estate is not a silver bullet that helps achieve all financial planning objectives.

In fact, for many of the concepts above, there are risks against which these strategies must be measured. For example, using leverage as described adds potential risk to an investment. Without the means to handle higher than anticipate vacancy rates or carrying costs, new investors might suffer financial harm. While real estate tends MyNetworkMag.com

to appreciate over time, market bubbles do occur. Real estate tends to be illiquid, so investors may not have access to their capital for some time. It is important to understand how these risks may impact an investor's long-term plan.

Like all people, real estate investors arrive at financial crossroads in their life. At points such as those, they would benefit from a comprehensive understanding of their finances. Investors may come to a point where they are financially independent and want to plan for their family’s legacy. They face issues of protecting their assets from avoidable taxation, while also protecting their family from the pit-falls of inherited wealth.

Others may be less interested in leaving a legacy but want to unburden themselves from the management of their portfolio. While the IRS has provided a great advantage in accumulating these assets, the bill comes due when it’s time to sell.

When determining the best direction at these stages in life, investors are well served by seeking competent counsel from Financial Planning Professionals, as well as Attorneys, and Accountants who understand the unique opportunities and challenges real estate investors face.

David Ellowitch, CFP ® is the Managing Member of Ellowitch 3, LLC, a Financial Services Firm with offices in Allentown, PA and Paramus, NJ. He is a registered representative of Lincoln Financial Advisors Corp., a broker/dealer (member SIPC) and registered investment advisor. Ellowitch 3, LLC is not an affiliate of Lincoln Financial Advisors Corp. CRN-2699557-082319

Many mid-career professionals embark upon real estate investing to free themselves from their 9 to 5 job.

It’s important to have clarity about the cash flow and return expectations they need to meet to replace their paycheck, which assets to deploy, and what risks they deem prudent in this endeavor.

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What about Mom? MARY EVANS CERTIFIED FINANCIAL PLANNER® EVANS WEALTH MANAGEMENT Ever worry like crazy about something, but don’t want to talk about it? The topic of aging and long-term care seems to fall into this category. We’re all suffering from a terminal disease, and that disease is called time. Rarely does a week go by that someone doesn’t mention to me about how worried they are about their parents, grandparents or themselves. What’s going to happen when they are no longer able to care for themselves? Who will care for them? Where will they be cared for? How will they be able to pay for care?

These are important and difficult questions. I realized that my clients had nowhere to go to get these answers, so I decided to better educate myself on the topic. I wasn’t looking forward to it, because I thought it was going depress me. I have good news!! I feel much better now.

This is not your parents’ long-term care. Options in this area have made significant progress since my parents were in this situation. Ten thousand Baby Boomers turn 65 each day. Baby Boomers have changed the world as they’ve gone through each phase of their lives. Now they’re working on improving what retirement and aging look like. As with everything else – they want options! So now, we're beginning to have great options for aging and long-term care. “Nursing homes” are moving to the back, while an array of better options are moving forward.

What are the options?

• Aging in place – there’s no place like home. This is a good option for people who are generally in good health. A major consideration is the current floor plan, and if it needs to be changed. Check out universal design for suggestions on preparing the home.

There has also been a large increase in the types of services available to come to your home, including meals, transportation, and nursing care.

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• 55+ independent living communities – best suited for active, healthy, 55+ adults looking for a hassle-free lifestyle. There are options for every budget. They usually provide limited health services.

• Continuing Care Retirement Communities (CCRCs) – this is a combination of living accommodations and a continuum of health care services for life. Independent living, Assisted living, and Skilled nursing is usually in one location. There are a wide variety of price ranges. Most provide a wide range of activities for active, healthy adults. They will help you when/if you become ill, but that is not the vast majority of residents.

• Assisted living facilities – this is for individuals who need help with some activities of daily living, such as bathing or dressing. Many have individual apartments and activities, including things like a movie theatre.

• Skilled nursing facilities – this is the closest to what we think of as a nursing home. They provide 24-hour skilled nursing services for the seriously ill or advanced dementia.

What do they cost?

The costs are vastly different based on the option, and even within each category. The good news is that there are options for most budgets. You will want to take your time and get a clear understanding of what services are included and what are extra. A few questions to ask: • Is there a down payment? Is it refundable?

• What does the monthly fee include? Food? Utilities?

Transportation? Activities? Health care services?

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• Do the monthly fees increase each year? Do they increase with additional care?

• What if I run out of money? Is there a benevolence fund? Do they take Medicaid?

• Private pay – maybe use the value of your home?

How do you pay for them?

I suggest you talk to your financial advisor/planner. You can use your home, your investment assets and your retirement assets. You can also use a long-term care policy as additional care is needed. There are many more long-term care insurance options today. Your advisor should be able to educate you on all of these options. Many policies now allow for a death benefit, or for you to change your mind and get all or most of your money back.

Any opinions are those of Mary Evans and not necessarily those of Raymond James. Expressions of opinion are as of September 6, 2019, and are subject to change without notice.

There is no guarantee that these statements, opinions, or forecasts provided herein will prove to be correct. Investing involves risk, and you may incur a profit or loss regardless of strategy selected.

Mary Evans, CERTIFIED FINANCIAL PLANNERTM, 1134 Pennsylvania Avenue, Emmaus, PA 18049. 610-421-8664 Securities offered through Raymond James Financial Services, Inc. Member FINRA/SIPC. Investment advisory services are offered through Raymond James Financial Services Advisors, Inc. Evans Wealth Strategies is not a registered broker-dealer and is independent of Raymond James Financial Services.

The bottom line: Options, options and options - from the type of places, to the services offered, to the cost and the availability of insurance. At some point, we will all have to face this for ourselves or a loved one. Start educating yourself today!

The Evans Wealth Strategies team helps you have the money you need, when you need it, where you need it.

MARY EVANS, CFP®, CDFA™ Financial Advisor

610.421.8664 | EvansWealthStrategies.com

Investment advisory services offered through Raymond James Financial Services Advisors, Inc., Evans Wealth Strategies is not a broker/dealer and is independent of Raymond James Financial Services. Certified Financial Planner Board of Standards Inc. owns the certification marks CFP®, CERTIFIED FINANCIAL PLANNER™ and CFP® in the U.S.

Evans Wealth Strategies 1134 Pennsylvania Avenue Emmaus, PA 18049

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Why Best Practices – Aren’t MIKE MYATT, FOUNDER AND CHAIRMAN, N2GROWTH

My thesis is a simple one; don’t copy – create. Don’t benchmark against others – benchmark against a unique and better version of you. Don’t compete against how others do things, compete against your own thinking. More than 20 years ago I coined the term “next” practices in an effort to focus people forward in their thinking. I’ve always wondered why any business would want to adopt the same practices their competitors utilize? Don’t embrace the practices of your peers, but rather innovate around them and improve upon them to unlock hidden value and create advantage in the market. Put simply; don’t copy – create. Be disruptive in your approach and don’t fall into the trap of doing something in a particular fashion just because others do it that way – think “next” practices not best practices. Here’s the thing – best practices maintain the status quo and next practices shatter it.

There is substantial downside risk to anything labeled “best” practices. I have actually come to cringe every time I hear someone use the phrase in an authoritarian manner as a justification for the position they happen to be evangelizing. One of the most common reasons for pursuing best practices in a given area is to avoid having to “reinvent the wheel.” Think about it like this – if nobody ever reinvented the wheel, they’d still be made from stone. One of the most difficult areas for executives to wrap their mind around is how to unlearn legacy based thinking. Maintenance doesn’t lead you forward – creation does. In the text that follows I’ll ask you to consider my arguments for disregarding the myth of best practices.

Let me begin with a bold statement that I’m sure will unleash the wrath of many: “There is no such thing as best practices.” The reality is best practices are nothing more than disparate groups of methodologies, processes, rules, concepts and theories that attained a level of success in certain areas, and because of those successes, have been deemed as universal truths able to be applied anywhere and everywhere. Just because someone says something doesn’t mean it’s true. Moreover, just because “Company A” had success with a certain initiative doesn’t mean that “Company B” can plug-and-play the same process and 18

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expect the same outcome.

There is always room for new thinking and innovation, or at least there should be.

Let’s use an example of a common problem that most businesses face at some point in their lifecycle (if not at multiple points), which is needing to implement a certain application or toolset to automate an existing manual process.

Okay, my question is this: What constitutes best practices in this situation? Does the company purchase an off-theshelf solution, utilize a SaaS, ASP or cloud-based solution, or embark upon developing a custom application? Moreover, if they decide to develop the application should this be done internally with existing staff, or outsourced? And if outsourced, will it be done domestically or offshore, and who will manage the process? Oh, and what about development methodology? I could go on ad-nauseam with this line of thinking, but I’m sure you get the point by now. The reality is you can find someone who will tell you any of the options mentioned above constitutes best practices – so who is right and who is wrong?

To be clear, I’m not recommending a blatant disregard for existing methodologies, but rather a very critical eye as to whether or not they are appropriate beyond the fact they’re already in use. I’m a firm believer challenging the status quo (especially the status quo surrounding best practices) usually leads to very fertile ground. It has been my experience whenever methodologies become productized, objectivity is removed from the equation.

Whenever you are being pitched a product as a solution, I suggest you exercise caution. Business is fluid, dynamic, and ever-evolving, which means static advice is at best short lived, but more often is simply incongruous with the very nature of business itself. Don’t allow someone to cram your needs into their canned sets of rules and processes, rather find someone who will create the right solution in response to meeting your specific needs.

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My experience has been consistent over the years – whenever a common aspect of business turns into a “practice area” trouble is on the horizon. Before you know it the herd mentality of the legions of politically correct consultants and advisers use said practice area as a platform to be evangelized. When this happens, the necessity of common sense and the reality of what actually works often times gets thrown out the window as a trade-off for promotional gain. It is precisely the dispensing of one-size fits all advice that has allowed the ranks of consultants to swell to historical proportions. After all, if you can apply someone else’s theory in a vacuum it lowers the barrier to entry doesn’t it? Labeling something as “best” practices is not a substitute for wisdom, discernment, discretion, subject matter expertise, intellect, creativity or any of the other qualities I value in an advisor.

Popular business axioms and management theories are thrown around in such cavalier fashion these days they can actually result in flawed decisioning. It is for precisely this reason that I believe too much common management wisdom is not wise at all, but instead flawed knowledge based on a misunderstanding or misapplication of “best practices” that often constitutes poor, incomplete or outright obsolete thinking.

wide initiative because they were sold on “best practices” and after two years into a multi-million dollar implementation without any meaningful benefit realized purchasing a product as a solution absolutely did not constitute best practices. Smart leaders don’t play catch-up – they play get ahead and stay ahead.

Mike Myatt is a leadership advisor to Fortune 500 CEOs and their Board of Directors. Widely regarded as America’s Top CEO Coach, he is recognized by Thinkers50 as a global authority on leadership. He is the bestselling author of Hacking Leadership and Leadership Matters, and a Forbes leadership columnist.

Bottom line – just because a professor says it’s so, a consultant recommends it, a book has been written on it, or a product has been developed for it, doesn’t mean that whatever “it” is constitutes the right option for you.

On occasions to numerous to count, I have personally witnessed companies that embarked upon an enterpriseMyNetworkMag.com

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Fallacy: We Hire People That Know How to Sell PAT D’AMICO FOUNDER, ABOUT-FACE DEVELOPMENT SR. PERFORMANCE CONSULTANT, MATRIX ACHIEVEMENT GROUP

If your organization is struggling with achieving revenue targets, it’s possible you’ve sat in meetings to discuss topics such as account targeting, product lifecycle, new product development, and market needs. Hopefully, those discussions have also included the topic of salesforce skills. The truth is that in my experience (even with my Fortune 500 clients), too many companies are remiss in discussing and evaluating just that - how well prepared, or not, is our sales team to actually sell? At the end of the day, you can have the best product in the market, but without a team with the skills necessary to sell in today’s complex business environment, you are facing an uphill battle.

There was a time when the key to being a good salesperson hinged primarily on the ability to build and maintain relationships and an understanding of the products? How things have changed…

For today’s sales professionals, the bar for success is much higher. First and foremost is the need to understand that salespeople, and the sales function, is a profession.

Defining what it means to be a professional is something that comes up in many of the courses I teach. In the end, the simplest and probably most accurate definition of a professional is someone that is consistently developing themselves and their craft. Essentially, someone that is always ‘working on their game.’

The degree to which a salesperson has to work on their game today is significantly greater than in generations past. It cannot be achieved by the sometimes-inherent ability to build relationships and basic product/service knowledge and expertise. While additional skills such as understanding the market and customers may also come to mind, these are things we started realizing back in the 1980s and ’90s. Today, sales professionals must understand multi-decision maker selling, individual and 20

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organizational purchasing behaviors, buyer motivations, etc. These elements require a level of knowledge and skill development which cannot be achieved solely through on-the-job experience. To be competitive and to meet organizational revenue goals, sales teams need formal training.

Formal sales training lacks overall across the majority of industries, and one of the greatest mistakes I encounter when working with organizations is the belief, “We are hiring successful salespeople, so they know how to sell.”

Trust me, over the past 25+ years I have spent working in, leading, evaluating, and advising sales organizations, I can tell you this ranks number one on the list of false beliefs.

Research over the past 20 years has significantly advanced what we know about how and why people and organizations buy. This is not simple survey data; it is based on the study of the human brain and decision making. Harvard Business Review recently devoted an entire edition of its magazine solely to the topic of the research on neuroscience, and its association to marketing and selling. Organizations must invest in the development of their sales teams to understand and apply what we now know to be competitive.

Take for example, the topic of individual and organizational purchasing behaviors. While experience may provide the sales professional with knowledge, they too often don’t know what it means or what to do with it. Knowing how to take that knowledge, and apply it against what science has now revealed, can create a competitive advantage for the organization.

Even more apparent is the application of what we know about the neuroscience of individual buying behaviors.

Fascinating research by individuals such as Dr. Robert Cooper and Antonio Damasio, among others, have revealed things about human decision making that fly in MyNetworkMag.com

the face of conventional wisdom which we, in sales, have operated under for decades.

So, when you are asking yourself and your organization if your sales team needs sales training, understand that it requires everyone to dispense with the old beliefs that sales training should be focused on simply uncovering needs and product knowledge. Today’s sales professionals need their organizations to advance their skills based on, and aligned to, the new science. Without it, organizations are doomed to come up short in attempting to achieve their revenue goals.

Pat D’Amico has more than 30 years of management and leadership experience, including combat tours in the US Army, and an extensive background in training. He has spent the last 25 years in the life sciences (medical device and pharmaceutical) in functional leadership roles including sales, marketing, recruiting, commercial operations, national accounts, and training. He holds a BA in World Politics and a Master’s in Education. He can be reached at pat@aboutfacedev.com.

Tri Outdoor, Inc. is a locally owned and operated outdoor company specializing in static & digital billboard advertising. Nothing generates more buzz than a creatively executed outdoor campaign. It takes risk and trust in going places that may feel a bit uncomfortable.

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How Do You Do it All? ASHLEY RUSSO, ASR MEDIA PRODUCTIONS

How do you do it all? – A question posed to many busy people and one I am often asked. I believe that what people are really asking is – How do you manage your time? For years I wasn’t sure. Like many others I spent most days in survival mode, unsystematically crossing items off a list only to find even more added… eventually leading to exhaustion and frustration.

Faced with shifting professional objectives and kids who are growing faster than I care to admit, I’ve devised some tricks that help me use my time wisely; they may lead to less chaos in your life as well: Say no sometimes – Carve out time for what’s important to you, your family, and your job or business. Are you a “yes” person like me? Ask yourself a few questions before immediately agreeing to every request: • Do I truly want to participate/attend? What is the benefit to the community, my business, or me? Is this request in line with my priorities or goals?

• Is my personal attendance at a meeting essential, or may I call in? Who else on my team can pinch-hit?

A habit of taking a few moments to reflect should steer you clear of the autoreply/ future regret syndrome and lead to what’s best for you and your time.

Think ahead – To maximize your attention and get things done, schedule blocks of time, and travel that make sense. For example, if I have a committee commitment in Allentown at 8 AM, I will try to schedule a downtown client meeting at 9:30, lunch in Bethlehem at 11 and a team meeting or filming at my office from 1 – 5 PM. Travel time is smartly used for calls anytime I plan to be in the car for 20 minutes or longer.

Make a plan – My week begins on Sunday evening with a fifteen-minute review of my schedule. This mentally prepares me for what’s ahead, offers a bird’s eye view of 24

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my time and commitments, gives me the option to tweak what doesn’t work, and uncovers where there is room for last-minute requests or activities. The exercise also points me back to what’s most important and ensures that there is plenty of time for family dinners, time together, and time to take care of myself.

Rely on a routine – My mother-in-law always served chicken on Sunday, meatloaf on Monday, pasta on Tuesday… you get the idea. While we may poke fun at the lack of imagination, there was a method to her madness. Sticking to a routine helps balance the inevitable unpredictability of everyone’s life. Doing laundry on Sundays and Thursdays allows me to forget about it the other days of the week. Paying bills every other Monday gives me the freedom to let the mail pile up and ignore it the other 28 days of the month. And, hey, perhaps following the same shopping list every week perfectly fits your lifestyle!

Don’t waste time – Our world is overloaded with “time sucks.” Scanning Facebook, instead of working out at 6 AM, can throw off the entire day. Schedule blocks for self-care, get plenty of sleep, and wake up early, so you’re ready to tackle the day. If Instagram is important (and it is for most of us) scroll to your heart’s delight for 30-minutes at the beginning and end of each day and use a timer.

Ask for help – “It will get done quicker if I do it.” We often rely on ourselves to tackle drudgery while surrounded by willing and able people, at home and work. The time used teaching another how to complete a task you’ve mastered is time well spent. Empower your kids to do more meaningful chores, ask an employee or intern to manage a piece of an assignment, and focus on what you do best… not just quickest. And if there is no one in your life to help control many of the little things or even some big ones, hire someone and train them. It's ok to ask for help, and everyone will benefit from your well-honed, fastest way.

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Is Your Estate Plan Digitally Vigilant?

JUDITH A. HARRIS, ESQUIRE NORRIS MCLAUGHLIN, P.A.

Given the prominence of our use of computers, the cloud, and online technology in our professional financial, and personal lives, it is indisputable that a good estate plan—including your Will, Power of Attorney, and any applicable trusts—must clearly address your wishes as to your intended beneficiaries of your digital assets and the person or persons you wish to control and gain access to these assets upon your incapacity or death. But there is more that you need to know.

as agents under Power of Attorney and as legally appointed guardians. In 2015, the Uniform Law Commission developed a Revised Uniform Fiduciary Access to Digital Assets Act (RUFADAA) for consideration and possible adoption by the legislature of each state. Despite prior bills introduced in the Pennsylvania legislature, Pennsylvania has yet to enact any form of RUFADAA, although legislation currently awaits action by the Pennsylvania Senate.

What are “Digital Assets?

These assets can include the following, to name only a few:

Compounding the hazards of the absence of current state law regarding digital access, a common continuing practice of certain social media sites and email accounts such as Gmail is to rely on their stated “terms of service” and “privacy policy” language to dictate what will happen to those accounts or assets at the death of the account holder. Google, for example, has an “active account manager” designation (https://myaccount.google.com/ Inactive) that is useful only if one arranges his or her digital affairs before death. Facebook provides for your appointment of a "Legal Contact." Without proper powers and directives in your estate planning

1. Emails.

2. Files stored on the hard drive of your computer or other drives, including, for example, your saved passwords to banking and investment accounts.

3. Photographs, documents, music, and videos stored in the cloud or posted to social media sites.

4. Blogs written by you.

5. Cryptocurrency.

6. Popular digital storefronts such as eBay© pages, and valuable web domains.

The State of the Law in Pennsylvania Regarding Access to Digital Assets is... “None Yet”. As of the writing of this article, all but 7 states have passed legislation that, at a minimum, confers power on personal representatives of estates (executors or administrators) to access and manage the digital assets of the deceased. Many of those states’ laws also confer similar powers on those appointed 26

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documents, those persons you appoint to administer your assets during your incapacity or after your death might find themselves “locked out” of your accounts and barred from protecting and directing your valuable digital information and other digital assets.

How to Protect Your Digital Assets in the Absence of State Law. Because Pennsylvania has not yet adopted the RUFADAA or any similar access to digital asset law, it is important that you do the following:

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1. Clearly include appropriate authorization in your Power of Attorney, Will, and any trust you create that will empower your Agent, Executor, and Trustee to gain access to and manage your digital assets. Be as specific as possible as to your wishes and the consent and directions you intend those fiduciaries to have.

2. Provide clear and detailed direction in your Will and any trusts as to who will receive or inherit these digital assets upon your death. In addition, specifically identify in those documents any digital accounts, such as social media accounts, or other private or confidential information or files that you wish to be deleted upon your death.

3. Prepare -- and update as necessary -- as a separate, private document a complete inventory of your digital assets, online accounts, and their corresponding passwords. Keep a copy of the inventory with your secured personal documents and provide an up to date copy to your Estate Planning Attorney for your confidential file. (Many of my most technologically vigilant clients, for example) provide me with a sealed envelope containing this updated information on January 1 of each year.) Consider storing such passwords through corresponding

websites or applications (for instance, the stored password options associated with your online bank or brokerage accounts). If you use a password management application, be sure to include that information in your inventory.

An experienced and adept Estate Planning Attorney will work with you to plan effectively for the proper disposition and management of these valuable—and too often overlooked— assets.

An Allentown native, Judith A. Harris, Esquire, LL.M (Taxation) is an Equity Member of the law firm of Norris McLaughlin, P.A., a full service business law firm (including Immigration Law, and a member of the MeritasTM Law Firms Worldwide network) with offices in Allentown, PA, Pennsburg, PA, Bridgewater, NJ, and New York City, and Co-Chair of the Firm’s Estate, Trust and Individual Tax Practice Group.

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Boy Meets Girl IAN M. RICHETTI, ESQUIRE FOUNDING MEMBER OF CROSSON & RICHETTI, LLC

Once upon a time, "family" meant Husband and Wife, two or so children, a dog, a picket fence, a single income, 'til death do us part, and so many other Rockwellian clichés.

Our society, enamored with that ideal, sculpted our society around the "nuclear" family of the 1950s (1550s?).

Everything around us operates under and in favor of this construct, and there’s only one small problem: These types of families are, at this point, in the minority.

Today it can be Boy meets Boy, Boy marries Boy, Boys start a family using alternative reproductive technology.

The law of Boy-Meets-Girl says that only one can be Dad because the fundamental rights of the anonymous biological donor (and possibly the uninterested surrogate mother) cannot be compromised by something as droll as an intact family unit. And it seems like so much to do over nothing when these two fathers just want to enjoy their newborn child together.

But when Boy disagrees with Boy, one of them runs the risk of being fully excluded.

“It would be disingenuous for me even to attempt to describe the "typical" family of the twenty-first century, for the simple reason that it doesn't exist."

It would be disingenuous for me even to attempt to describe the "typical" family of the twenty-first century, for the simple reason that it doesn't exist. Family can only be defined by its makeup, and its makeup defies such restrictive boundaries as a definition.

It causes a problem for the courts, who have, traditionally, been heavily involved in the family, from the issuance of a marriage license to the end of probate, and, to be certain, every step in between. Courts prefer the “typical” situation: Boy Meets Girl, Boy marries Girl. Boy and Girl are fruitful and multiply. Boy and Girl acquire wealth and assets. Boy and Girl disagree, divorce, distribute their marital estate, and reveal the worst of themselves in a fight over where the kids sleep. Boy and Girl die, and bitter kids fight over their stuff.

This isn’t really “typical” anymore.

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Today it can be a grandfather who lived up to that erstwhile family ideal: worked hard, met Girl, raised a family, and—by no fault on his part—watched as that family destroyed itself at the expense of their own children. Now, septuagenarian Grandad must (re-)assume the role of Dad, Mom, and Power of Attorney instead of enjoying his golden years…so long as he can convince a court that he is a better option than his deadbeat kids.

Today it can be Boy meets Girl, Girl meets another Boy, Girl has a baby, and 10 years later Boy and Girl and Boy are left to determine if “Dad” means the one who raised, loved, and supported the child, or the one who shares a 99.999% probability of biological parenthood.

It can be Boy meets Girl, but Boy and Girl see no worth in the institution of marriage and can have the kids, and the dog and the picket fence, and everything is just fine until they part ways and realize there are no protections for their mutual property rights.

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Today it can be Boy Meets Girl, Boy rapes Girl, Girl forced to tolerate as Boy exercises custody anyway.

The law that was written is the Law of Boy-Meets-Girl.

As that law slowly adapts to meet the needs of an everchanging nucleus, most of the above situations require creativity, common sense, and the pure gall necessary to ask for something that Boy-Meets-Girl failed to contemplate.

“Family” can no longer be limited to the Boy-Meets-Girl standard. We have a few useful touchstones that allow us to work within the confines of Boy-Meets-Girl: lofty, esoteric phrases like "the best interests of the child" and "fundamental rights of a parent." For the increasing list

of situations that can't be pigeonholed into Boy-MeetsGirl, however, we must innovate. In order to make family-inclusive, we must continue to expand the law to accommodate every family, regardless of their makeup.

Knowing that there’s no limit to what constitutes a Family, we must never limit ourselves.

Business Divorces in Pennsylvania STEVEN E. HOFFMAN, ESQ. HOFFMAN HLAVAC & EASTERLY

This year is the 40th anniversary of the release of the Oscar-winning movie Kramer vs. Kramer. Kramer vs. Kramer which starred Dustin Hoffman and Meryl Streep was one of the first movies to depict the turmoil that ensues when the dissolution of a marriage and the battle for custody of a child makes its way into the courtroom. By now these custody fights are ingrained in our pop culture and can be witnessed on an almost daily basis on television. There is another type of divorce that can be just as emotional and bitterly fought as the custody fight in Kramer vs. Kramer: that is the business divorce.

Business divorces involve the break-up of a small closelyheld business. Although these cases are at times referred to colloquially as "business divorces" they are more appropriately referred to as shareholder (or member in an LLC) oppression suits or minority shareholder (member) freezeout cases. These cases arise because unlike publicly traded corporations, the ability of minority shareholders to sell their shares of a small business is extremely limited.

As such, Pennsylvania law has established procedures to protect minority shareholders which are balanced against a natural reluctance to interfere in the operations of businesses.

Pennsylvania Courts define shareholder oppression as conduct that substantially defeats the reasonable expectations of a minority shareholder. A freeze-out happens when a minority shareholder is removed from office, or his power or compensation is substantially diminished. The majority shareholder or member’s conduct is measured against the business judgment rule. The question that courts require to be answered is whether the majority shareholder had a rationale belief that he was acting in the best interest of the company. If the majority shareholder is acting in accordance with the business judgment rule, then the owner has nothing to worry about. If she

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is not, then the consequences may be significantly more severe than those suffered by Dustin Hoffman in Kramer vs. Kramer.

In Kramer vs. Kramer, Dustin Hoffman’s character ended up in court because he was spending too much time at work and not enough time with his family. Just like in marital divorce cases, there are certain behaviors that will almost assuredly land a majority owner in court. The most frequent misbehavior is failing to provide the minority with financial information about the business. It is remarkable how frequently majority members take the position that it is their company, and the books are not the minority owner's business. Not only is that attitude shortsighted, but it is also completely contrary to Pennsylvania law.

Minority owners have a statutory right to see necessary financial information so long as the request for information is legitimate. If the minority owner offers a legitimate reason to review the records, a court will compel the inspection of the financial records.

Other behaviors that can lead to a finding of minority oppression include: • Failing to observe corporate formalities. Refusing to have corporate meetings or not adopting necessary resolutions will be perceived as denying necessary information to the minority shareholder.

• Terminating the employment of a minority owner.

Since most owners of a closely held business also work for the business there is nothing that will get a minority shareholder to a courthouse quicker than the majority owner firing a minority owner.

• Paying the majority owner excessive compensation or the corollary, paying the minority owner an inadequate salary.

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• Failing to award dividends or distributions. If the business is profitable, minority shareholders have a reasonable expectation that they will reap the benefits. If too much money is tied to the salary of the majority member, it will engender the type of ill-will that leads to litigation.

• Diverting corporate assets for the majority’s personal benefit. Just because you are the majority owner does not allow you to use the company credit card for the first-class vacation to Europe.

• Usurping corporate opportunities. Courts frown when majority owners get involved in competing businesses in their personal capacity, which should have been brought to the corporation for the benefit of the corporation and all of its shareholders to enjoy.

The most significant and detrimental tool for the majority owner to be aware of is that the court can award both compensatory and potentially punitive damages to the oppressed shareholder. Courts can also appoint a receiver to run the business on a temporary basis while the parties are litigating their dispute. Courts can always order the dissolution of a business if the owners are not able to work with each other. Dissolution is most appropriate when the shares of the company are equally owned, and the owners can no longer run the business together.

The key to avoiding a business divorce is the same as avoiding a marital divorce: communication. The majority owner has a fiduciary duty both to the corporation and to the minority owners. Keeping all of the owners informed about day to day decisions will go a long way to keeping the business and its owners away from the turmoil that Dustin Hoffman and Meryl Streep’s characters endured.

Just like in custody cases where courts have broad authority to fashion an award, courts have a number of tools at their disposal to remedy shareholder oppression.

1605 North Cedar Crest Blvd., Suite 517 Allentown, PA 18104 (484) 408-6001 info@HHE-Law.com

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Hoffman Hlavac & Easterly represents private and public employers in all aspects of the employment relationship. The Firm’s clients include employers of all sizes in a broad industry range, including health care, banking, manufacturing, education, retail, hospitality, and car dealerships. HHE can help your company with all of its employment related needs and ensure that you are not the next target for an employee’s claims. www.HHE-Law.com NETWORK MAGAZINE™

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Passing the smell test – how does it work when it comes to medical marijuana LOREN SPEZIALE AND SARAH HART CHARETTE, ATTORNEYS GROSS MCGINLEY, LLP

Other than the fact that all marijuana is a Schedule 1 drug under the Controlled Substances Act, and illegal at the federal level, there is nothing simple and straight forward about the law on marijuana use in Pennsylvania (or in any part of the country) right now. From law enforcement to business owners, there is a struggle to understand what is legal as courts and agencies are hard-pressed to keep up with the legalization of marijuana and the conflict between state and federal laws.

On April 6, 2016, Pennsylvania passed the Medical Marijuana Act (the “Act”) which legalized the use or possession of medical marijuana in the Commonwealth. By February 15, 2018, medical marijuana was available for distribution at Pennsylvania dispensaries for patients who meet certain requirements. Specifically, the patient has to have one of seventeen enumerated “serious medical conditions,” receive certification from a practitioner to acquire the marijuana from an approved dispensary in Pennsylvania and be in possession of a valid identification card issued by the Pennsylvania Department of Health at any time they are in possession of medical marijuana. The patient must also be under the ongoing care of the practitioner who issued the certification during any in-person visit to the dispensary. There is no reciprocity between the states, meaning that a patient must have a Pennsylvania certification to get medical marijuana from a Pennsylvania dispensary.

The Act confirms that medical marijuana may only be dispensed as a pill, oil, topical form (including gel, creams or ointments), vaporization or nebulization, tincture or liquid. Smoking marijuana is not permitted by the Act. Likewise, marijuana in edible forms, such as brownies, is illegal unless it is done to aid ingestion by the patient – the medical marijuana cardholder. Despite these clear designations and protections under the Act for the legalized use of medical marijuana in Pennsylvania, the rest of the state’s legislation remains unchanged.

Recently in the case of Commonwealth v. Barr, the Honorable Maria L. Dantos of the Lehigh County Court of Common Pleas granted the Defendant’s motion to suppress evidence that

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claimed the search of a vehicle by the police was improper since it was based upon the smell of burnt and raw marijuana through the open window of the vehicle and a passenger in the vehicle possessed a medical marijuana card. In his defense, the Defendant produced an expert who testified that the odor of ingesting medical marijuana with a vaping pen was the same as the odor of smoking regular marijuana from an unlawful source. The arresting officer admitted she was not aware that the odor was the same. In rendering the decision, Judge Dantos highlighted that this search and subsequent arrest of the Defendant for possession of marijuana (amongst other charges) demonstrated the “clear disconnect between the medical community and the law enforcement community” with regard to the legalization of medical marijuana and found that the smell of marijuana alone does not provide law enforcement with probable cause to conduct a search.

This decision raises many questions for business owners and their interactions with their employees. For instance, what happens when an employer encounters an employee who smells of marijuana but shows no evidence of any other impairment?

Will the smell of marijuana be enough to create the reasonable suspicion needed to demand a drug test? Will the smell of marijuana potentially place an employer on notice of a possible disability? Does the employer have to give the employee the opportunity to provide a legitimate medical reason for smelling of marijuana before it can take any employment action? How do the answers to these questions change when the employee is in a safety-sensitive position? There is little, if any, guidance from the courts on these scenarios; however, applying the reasoning in the Barr case, the smell test, alone, is likely not enough for an employer to take adverse employment action against its employee.

As these types of decisions continue to be made, the legal landscape surrounding marijuana use in Pennsylvania will only evolve. Where do we go next?

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Life Sciences: Understanding the basic differences between Validation and Calibration NATHAN ROMAN, ASSOCIATE DIRECTOR OF VALIDATION GENESIS ENGINEERS The Life Sciences market is evolving at breathtaking speeds these days, and the rapid rise in product innovation and cell therapy technology across the life science market is calling for companies to have a more robust quality and compliance approach in order to meet regulation and produce safe and reliable products.

Good manufacturing practice (GMP) regulators in the United States the European Union and other internationally recognized GMP regulators have sharpened their focus on quality and compliance practices. Driving this trend is a shift in regulatory thinking from quality-by-test to quality-by-design systems/ processes with emphasis on the level of risk to product quality and patient safety.

There’s an increased emphasis by regulators in the Healthcare and Life Sciences (HLS) industry to comply with rules and regulations across all aspects of their business, such as development, design, equipment operation, processes, test methods, standard operating procedures, computerized systems, and data security amongst other things. Realizing there is an urgency for growth, leadership, and knowledge that can serve and grow with our ever-changing industry, I wanted to share some basic insights from within my profession that seem to come up more often as people enter the regulated space of the Life Sciences industry. Validation, calibration, and qualification are extremely critical in Healthcare and Life Sciences processes. Understanding them is necessary in order to meet GMP guidelines.

I'm often asked; "What is the difference between calibration vs. validation – are they the same? Is one a subset of the other?"

“I am still struggling to separate the two from each other - Can you provide me with a definition of Calibration vs. Validation and how the two differ.”

At the most basic level, calibration indicates the error of an instrument and measurers for any lack of trueness by comparison

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against a reference standard and validation stands for a process of testing and documenting.

Many people in the Healthcare and Life Sciences industry know the terms, but not everyone is aware of the differences.

Just a little insight will help you understand the differences between them.

Validation is the documented act of demonstrating that a procedure, process, and activity will consistently produce results meeting predetermined acceptance criteria. Pharma & Biotech’s most common way of establishing evidence or documenting test results is through the implementation of Protocols.

Protocols, such as Installation Qualification (IQ), Operational Qualification (OQ) and Performance Qualification (PQ), along with essential design and planning documents such as User Requirement Specification (URS) and Validation Master Plan (VMP) are the building blocks of the validation framework.

Why is this essential? ‘If it’s not written down, then it didn’t happen!’

The FDA requires establishing documented evidence that a specific process will consistently produce results meeting specifications and quality attributes. Without supporting documentation, one runs the risk of being out of compliance.

Calibration on the other hand specifically refers to measurement devices, instruments and tools that record, monitor, and control environmental conditions or parameters. Calibration can also be defined as a process that demonstrates a particular instrument or device to produce results within specified limits with reference to a traceable standard over a range of parameters. This process also includes the adjustment of an instrument to realign with the acceptable standard.

Taking measurements involving any GxP process requires calibration to ensure the accuracy of the measurement. Instruments

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DIFFERENCE BETWEEN VALIDATION VS. CALIBRATION Validation

Calibration

Validation is the documented act of demonstrating that a procedure, process, and activity will consistently produce results meeting predetermined acceptance criteria.

Calibration is a process to ensure accuracy is maintained in measurements produced by instruments/equipment

No reference standards used in validation.

Calibration performance is always compared against a reference standard

Validation provides: - proof of consistency across all processes, - demonstrates equipment is fit for use - confirms batches of products and methods used

Calibration ensures accuracy of measurements

Validation is performed when: - a new equipment/ system is installed - modifications are made to existing systems - validation period has expired

Instruments must be calibrated on a regular basis. Identify if there is a ‘drift’ in measurements and correct it through calibration. (‘realignment’)

Performed per Validation Protocol (IQ, OQ, PQ)

that record, monitor, control critical environmental variables require calibration. Instrument calibration must be enforced on a regular basis to ensure reproducible results. GMPs require written procedures for calibrating, inspecting, and checking automated, mechanical, and electronic equipment.

Understanding these generally basic concepts are an integral step to understanding quality assurance and the many different aspects of compliance in the Life Sciences industry. It all might

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Performed per calibration Standard Operating Procedures (SOP) seem like a long, drawn-out process, but there’s a good reason for it. If you can ensure your products perform consistently and meet all the requirements of the industry, the value of both the product and patient safety increases. Along with this increased value comes a greater need to understand that the work we do matters, and that helping Life Science organizations ensure compliance and consistency with current regulations when carrying out commissioning, validation and qualification projects in a safe and efficient manner ultimately leads to saving lives.

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Telehealth: Are We Ready for Better Healthcare at a Lower Cost?

NARESH MENON PH.D., CEO CHROMOLOGIC LLC Healthcare, specifically its cost and equitable delivery, is perhaps the most significant domestic social and political agenda of our times. According to the Centers for Medicare and Medicaid (CMS) , healthcare-related costs was 17.9% of US GDP (~$3.5 trillion dollars) in 2017. In a recent analysis by Fortune U.S. healthcare costs are projected to become 19.4% of GDP by 2027.

While we have the most innovative healthcare system in the world in terms of discovering new treatments, we are ranked 27th in the world when it comes to overall healthcare outcomes . To put things in perspective, we have the most powerful military in the world, and it costs us only 3.1% of our GDP. There are a number of reasons contributing to this massive disparity between investments in research, cost of care and outcomes and parsing that is beyond the scope of this article.

So where are we headed into the future? Is there any hope for us to get quality healthcare at a reasonable cost?

Telemedicine/telehealth represents a growing sector within healthcare which has the greatest promise to bend the cost curve while providing better health outcomes. It intends to transform the current paradigm of care delivery through innovative internet-enabled technologies. According to the New England Journal of Medicine, Telehealth is defined as “the delivery and facilitation of health and health-related services including medical care, provider and patient education, health information services, and self-care via telecommunications and digital communication technologies. Live video conferencing, mobile health apps, “store and forward” electronic transmission, and remote patient monitoring (RPM) are examples of technologies used in telehealth.” While some draw parallels to the holographic doctor in the 1990s T.V. series Star Trek, telemedicine is no longer science fiction. An example of a deployed telehealth solution is Project ECHO (Extension for Community Health Outcomes) that is currently in 130 sites in the U.S. as well as in 23 countries. Started in New Mexico by Sanjeev Arora M.D. in 2003, the goal of project ECHO was to extend access to specialists in the care of patients in remote locations, especially in rural areas. This resulted in reducing wait-times to see some specialist from 8 months to 2 weeks

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while also lowering the cost burden on the healthcare system and dramatically increasing the health and satisfaction of patients!

In every instance where telehealth solutions have been deployed, access to care immediately becomes more equitable, easy to get to, and less expensive. More excitingly, over the long run, with data gathered from individual patients, dramatic improvements in health outcomes are possible as it enables personalized medicine through artificial intelligence and machine learning.

The vision of the Affordable Care Act, the largest change to our healthcare system in 30+ years, was to move our entire healthcare model away from fee-for-service to evidenced-based care. In this paradigm, digital health is a critical component – starting with electronic medical records to link payers, providers, and patients seamlessly with data. While a number of states and private payers are investing, innovating and deploying telehealth-based care, there are many social, political and legal barriers that are continuing to prevent telehealth from reaching its full potential of providing Americans with cost-effective quality healthcare. It is important to emphasize that the barriers are not in technology! Here are some.

Resistance from incumbents: The current healthcare system is a physician and provider (hospital, clinic) centric model. This model ensures that a patients' visit is private, safe, and secure.

A physician, in addition to looking at objective data such as lab results, vital signs, and other measurements, also relies on subjective cues that have been honed from decades of training.

Telehealth platforms disrupt this normal physician-patient interaction. Furthermore, physicians need to be re-trained on how to interact with patients who are at a remote location. What kind of video streaming is needed? How to perform a virtual patient examination? How does one keep this private? What are the liabilities involved? These are some of the questions that are being raised and actively debated.

Non-uniform national legislation: Because of the hesitation among care providers towards adopting telehealth, policymakers are at a loss on structuring workable rules and legislation around telehealth. A number of state-level pilots are ongoing around the country to determine what works best. These are, however, very ad-hoc local attempts occurring through regional grants

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with a focus on care accessibility and not so much on savings to the payers. As a result, the data and the lessons learned are spotty and un-coordinated.

Poor re-imbursement: Because the various pilot studies are not measuring true costs and accurately capturing return on investments (ROI), current re-imbursements for telehealth are a miniscule fraction of a physical visit. Neither the physicians, providers, or telehealth technology delivery organizations are able to capture sufficient and sustainable revenue. While a remote visit does cost less than a physical visit, the providers have locked in costs with their current infrastructure that is required to support a traditional physical visit. As a result, unless reimbursements are made higher at least on the outset initially, there is a disincentive to adopt telehealth.

Individual preference: Without elaborating this extensively, some people prefer to have a physical visit no matter how easy, convenient, or cost-effective a virtual visit may be. This is especially true in the generation group that is not digitalnatives. The problem is compounded because individuals with insurance do not see the full cost of care, and this lack of transparency does not create any incentives to change to a lower-cost delivery model.

There are a number of organizations, including ours (www. chromologic.com) that are working on making telehealth a reality by focusing on reducing the friction in adoption, access, and cost. We work directly with the U.S. Department of Defense to address their needs for easy and rapid enrollment and

verification of wounded warfighters and civilians at the point of need using a unique and dual secured biometric scheme.

This technology is also making access to telehealth solutions frictionless in multiple civilian care delivery settings in the Los Angeles area.

The promise of telehealth in terms of reducing cost for better care is real. The adoption can be accelerated once we have a more focused national-level effort that is based on evidence gathered from the multiple pilots that have occurred/occurring around the nation. It is this authors belief that we are at a tipping point where a radical shift towards telehealth centric healthcare system is inevitable. But in this current political climate, we may have to be patient.

https://www.cms.gov/Research-Statistics-Data-and-Systems/Statistics-Trends-andReports/NationalHealthExpendData/NationalHealthAccountsHistorical.html https://fortune.com/2019/02/21/us-health-care-costs-2/ https://www.thelancet.com/journals/lancet/article/PIIS0140-6736(18)31941-X/ fulltext#seccestitle160 https://catalyst.nejm.org/what-is-telehealth/ https://mhealthintelligence.com/features/is-project-echo-the-telemedicine-model-thathealthcare-is-missing

philanthropy

The Economic Case for an Accurate Census Count MEGAN BRIGGS, DIRECTOR OF COMMUNITY INVESTMENTS LEHIGH VALLEY COMMUNITY FOUNDATION

The United States Census Bureau has begun operations across the country for the 2020 Census. The Founding Fathers included the mandatory headcount in our Constitution because they valued evidence-based policy-making. The census began in 1790 as an innovative data gathering operation and continues today to serve as the foundational data set that informs business, economics, and overall society. However, there are escalating concerns that the Census Bureau’s goal to count everyone once in the right place may be jeopardized by a number of factors leading into the decennial count. The threat of an inaccurate count is very concerning for American businesses, who rely on information derived from the census every day to make material decisions that create jobs and grow our national economy. As Howard Fienberg, vice president of Insights Association, stated in a recent Congressional hearing, "the trickledown impact of an inaccurate 2020 Census would restrain or ruin American businesses for a whole decade."

Why does the census matter for businesses? The census is a crucial tool that provides information about the characteristics of the population that no other survey produces. Accurate data from the count is critical to informed decision-making in both the private and public sectors.

Specifically, the census provides businesses with vital demographic information about customers, the workforce, and the economic landscape that is used by companies of all sizes in every industry sector. Population data from the census helps companies assess concentrations of skilled workers, neighborhoods to open a new store or office, and what products to offer.

What exactly is at stake for the Lehigh Valley? In Pennsylvania, we receive $39 billion each year from Federal allocations using census-derived data. Funding supports programs ranging from investments in infrastructure and technology to supporting healthcare and education. In forecasts of low-response rates for the count, there are many areas of the Lehigh Valley in which 30% or more of a census tract are predicted to be unresponsive.

For each person not counted, the Lehigh Valley loses $2,093 per person per year. An undercount of the estimated 670,000 Lehigh Valley residents puts federal funding at risk, while also decreasing the amount of representation our community has in government. Current predictions show Pennsylvania losing one congressional seat after the 2020 census. Unfortunately, there is increased national risk of an inaccurate count due to

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underfunding of the Census Bureau, the launch of a new online platform, and an overall polarized social climate.

An undercount will impact the private sector dramatically on everyday decisions, and subsequently, have an impact on the lives of Lehigh Valley residents. For example, utility companies would not know where to site new cell towers, electric transmission lines, or water lines, so certain communities would go without enough coverage while others might end up unnecessarily over-saturated. To put it simply, without accurate census data, Lehigh Valley businesses can’t know what the Lehigh Valley needs.

What can Lehigh Valley businesses do? In the face of these challenges, the private, public, and nonprofit sectors all over the nation have stepped up. After all, there is no better return on investment than ensuring the Lehigh Valley has accurate data that businesses need, and the region receives the correct federal allocation of funding and is represented adequately in our government.

Below are ways in which the private sector can make an impact on the count: 1.

Fill out the census, and encourage employees, customers, and residents to complete the census, too. Become an official partner with the Census Bureau to distribute information as a valued and trusted voice in the Lehigh Valley.

2. Consider joining one of the six different complete count committees, made up of local business, government, and nonprofit leaders, which have formed at the local and county levels to ensure that everyone is counted.

3. Contribute to the Lehigh Valley Community Foundation’s Census Equity Fund. The Lehigh Valley Community Foundation is providing funding, training, building awareness, and championing efforts across the Lehigh Valley to ensure an accurate count.

The 2020 census will have an impact on the local and national economy. If census data is not accurate or has limited quality, businesses may face challenges in making good decisions, which can affect their bottom lines and our communities for the next ten years.

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philanthropy

Give Until it Feels Good MARTA COUNTESS, PRESIDENT COUNTESS COMMUNICATIONS

As we near the end of the year, it’s time to drill down on the best charity for your personal or professional giving.

You’ll be asked by many charities to help or donate, and in my view, the charity and its mission need to "speak to you.” The tax break is great, but giving of your money (or time) should matter. Here are some basics on how you can research and select the right charity for your giving.

Start by clarifying your values.

What is important to me?

• • • • •

sick children? the hungry or homeless? endangered animals? the environment? big picture causes that have touched you or your family?

Does it matter if the charity is local, regional, or national?

Do you want to support a large or small charity?

Once you’ve answered those questions, it’s time to research charities that fit your values and goals. If Googling "charities to donate to" seems daunting, you can use websites to whittle down where you want to donate by cause or location. Some good resources are Charity Navigator (charitynavigator.org), GuideStar (Guidestar.org), and Great Nonprofits (GreatNonProfits.org).

Once you’re there, look at the charity’s description on one of these sites and compare it to what you see on their website. Which ones speak to your heart? You also want to look at it like a business. Make sure those you’ve narrowed your focus on are legit. Are they a 501c3? If it’s not showing up on these charity checking sites, ask the organization you’re considering to see its “letter of determination.” If it’s faith-based, ask to see an official listing in a directory for its denomination. Reputable organizations will be transparent and willing to define their mission and have measurable goals. You’re essentially being a savvy entrepreneur and using the same criteria to measure their work and the ROI. Avoid charities that won't share information or pressure you. That goes for those that won’t take no for an answer, too.

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For my company, we’ve tried to spread the wealth. We support a variety of charities with monetary donations, but we spend time and donate services with the following.

Bear with us while we explain our criteria.

LOCAL: Pediatric Cancer Foundation Lehigh Valley (https://www.pcflv.org/) This is a donation of time. I serve on the Marketing Committee for PCFLV. Countess Communications has also sponsored their annual walk.

REGIONAL: Star Treatments (http://www.startreatments.org/) This is a donation of money, time, and services.

The charity is based in Michigan but reaches the Tri-state area by helping sick children to get to and from their doctor’s appointments in luxury transportation. We make a monthly donation plus donate video services. We've met amazing families here in the Lehigh Valley and partnered with wonderful local supporters to do fundraising work for this one. In fact, our next fundraising event features the fabulous magician, Denny Corby, and is being held on November 22 at the Barrister’s Club in Allentown (hint hint)! Find event detail on next page.

NATIONAL: American Heart Association-Lehigh Valley (https://www.heart.org/en/affiliates/pennsylvania/lehighvalley-northeast) This is also a donation of time and services.

My husband and I both lost our Father’s to heart disease.

This was a no brainer, and we like the team that leads the local office. I serve on the Heart Ball Committee, and we also produce the video that is shown at the annual Go Red luncheon each May. While these are just a few of our personal picks, there’s an overwhelming amount of charitable organizations that deserve your time and money. Finding and supporting a cause you care about doesn’t have to be overwhelming. Once you find nonprofits that align with your values, you're well on your way.

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CHARITY EVENT & GUEST FRIDAY, NOVEMBER 22

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Recession Proof Real Estate In a year of major volatility is anything recession-proof?

JENNIFER SCHIMMEL JENNYSOLDMINE.COM | KELLER WILLIAMS REAL ESTATE

Real estate investing CAN be recession-proof, believe it or not. When choosing the right property, you need to take every detail into account. Ask yourself these questions first… Why are you buying this? Do I expect passive income, retirement income, flip income, first home, second home, and at any point can the property be rented? If the property has the ability to be rented easily at an affordable monthly rate and you are in the positive after all mortgages, insurance and taxes are paid, then you may pass GO. (I mention this because situations change and there could be a time where you are unable to sell it, but the property would do fantastic as a rental) Does the property need repairs and how much in repairs? Have the major systems been replaced recently, such as the roof, furnace, and windows? If the amount of repairs are minimal and all you need are some carpet, paint, and cosmetics, then this paves a positive path for you regardless of the reason you are purchasing.

What about the purchase price? Of course, that is the most important piece to all of this! Are you buying in the height of the market and paying a high premium, or are you buying on a downswing of the market? To be honest what it really means is that when you buy real estate in a seller's market and are paying a higher price than in a down market, you need to be mindful of why you are purchasing it and when you plan to sell the property. If you plan on holding this property for some time and are going to rent it, remember your mortgage balance will be paid down through the rent you charge. If you are planning to live in the home and sell in 5 or 10 years, you will need to sell it in a market identical to when you purchased it, if you bought it at a premium price, this is

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why timing is everything. Keep in mind there are opportunities in every market, you just need to find them!

I have heard this saying over the years, and it does resonate with anything you invest in…. Buy Low, Sell High or Buy High, Sell High, simple concept right?

HOW IS REAL ESTATE RECESSION-PROOF? You need to be aware of your financial position with any purchase in real estate and always prepare for a market swing, if you do this you CAN create a recession-proof real estate. Yes, there will always be a fluctuation in the value, but if the property can be rented, you are still in the positive. As you rent the property over several years and your mortgage balance is paid down, you will also have equity in the property. If you purchased the property to live in or as a rental and you updated the property with your own money or the money you made as profit that will help gain equity in the property when you sell it at a later date. If you purchase the property in a dip in the market and the value doubles when you sell in the right market, you again are in the positive. It is all about how you purchase the property, that you make an educated decision and have a professional alongside you to guide you through the process. Even in an upswing, you can make money in real estate. Full disclosure you can make mistakes and lose money in a down market, which should not happen. I will be honest and say it is not for everyone, and HGTV makes it look super easy!

At the end of the day always make decisions with your eyes wide open, educate yourself, choose your position wisely, and await the positive outcome!

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Lehigh Valley: HOTTER THAN EVER The Lehigh Valley is Booming!

C. RICHARD ROSEBERRY, PE, PP, CME, AICP GEOGRAPHIC DISCIPLINE LEADER, CIVIL/SITE MASER CONSULTING P.A.

With a nationwide trend for living in neighborhoods where you can “walk to” shopping, eateries, and transit, everything old is new again. From baby boomers who grew up on the outskirts of Philadelphia who are moving back to revitalized urban-suburban cities like Bethlehem, Allentown, Easton, to the money-conscious millennials who find added lifestyle value and benefits cities have to offer; developers are jumping on board to meet the challenge.

bution giants including Amazon, Walmart, UPS, Fed Ex, and QVC/HSN, have already taken a piece of the pie in the Valley. This has also created jobs, and since people like to live near their workplace, it has created a demand for housing, single-family as well as apartments, in and out of the cities.

Since the Lehigh Valley offers close proximity to a large network of major roadways and interstates, it benefits both industry and residential communities, not to

SUNCUP

We also live in a world where e-commerce and consumer demand for overnight shipping has facilitated the need for storing goods and warehouses are popping up throughout the Lehigh Valley. Many properties currently used for farming were zoned for Industrial Uses decades ago, increasing their value in a competitive market. Since these vast parcels can accommodate the new mega warehouses that have grown from thousands of square feet—to millions, e-commerce, manufacturing and distri46

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mention the need for retail and service space, medical facilities, school expansion, transit, and other community amenities.

To get a better comprehension of the project types being driven in response to economic development and lack of residential inventory, here are a few examples of projects Maser Consulting is engineering:

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LEHIGH HILLS APARTMENTS

SUNCUP, CITY OF BETHLEHEM JVI, LLC This manufacturing facility is located on Easton Road in the City of Bethlehem and includes the initial construction of a 178,579 sf manufacturing building on a 13.65-acre site. This project is located on a Brownfield that formerly was used by Bethlehem Steel and Mineral Fiber Specialties. SunCup employs 53 employees for each shift and produces beverages for Institutional users. Deliveries to this site utilize tractor-trailer deliveries from a PennDOT Highway and by train via a rail spur extension from the adjacent Lehigh Valley Rail Management line.

LEHIGH HILLS APARTMENTS The KRE Group To meet the need for upscale residential apartments in the Lehigh Valley, The KRE Group is proposing to add to their existing portfolio of apartment developments with the upcoming construction of the Lehigh Hills project in Upper Macungie Township. The KRE Group has developed similar projects at Madison Farms in Bethlehem Township and Spring View project in South Whitehall and Upper Macungie Townships. The 50+ acre site, currently being used for agriculture, is slated to contain a total of eight buildings (7 apartment buildings and a clubhouse) with 273 apartment dwelling units with typical appurtenant site improvements. The proposed recreation amenities include a clubhouse, fire pit, tot lot, community gardens, dog run, pool, and open space areas. The site was developed utilizing a conservation design approach and preserves 30 acres of woodlands, wetlands, and steep slope areas.

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Conclusion Different factors historically push urban sprawl and demographics. In today's world, it's technology, automation, and demand. According to the Lehigh Valley Economic Development Corporation (LVDEC), the Lehigh Valley region “…is one of the fastest-growing industrial markets in the country." It is geographically positioned in the right place at the right time to reap the benefits that growth will continue to bring.

Mr. Roseberry has over 30 years of extensive experience in Municipal and Private Development engineering services. His diversified expertise in civil engineering includes roadway and utility design; site layout; permitting; sanitary sewer collection systems and rehabilitation; stormwater management; zoning and land use planning.

Mr. Roseberry is a certified instructor for the Pennsylvania Municipal Planning Education Institute, a Certified Public Works Manager, Licensed Wastewater Collection System Operator, LEED Green Associate, and is a licensed professional engineer in New Jersey, Pennsylvania, Delaware, West Virginia, Massachusetts, and Connecticut.

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Calling All Homebuilders: The Lehigh Valley Housing Market Needs More Supply MALLORY SIEGFRIED, E-COMMUNICATIONS SPECIALIST GREATER LEHIGH VALLEY REALTORS®

The Greater Lehigh Valley REALTORS® (GLVR) reported August data showed another impressive summer month, but also showed how new construction could greatly improve the real estate market – both locally and nationally.

“As the summer draws to a close, multiple opposing factors and trends are competing to define the direction of the real estate market,” said GLVR CEO Justin Porembo. “Despite the Federal Reserve lowering its benchmark interest rate, resulting in 30-year mortgage rates declining to 2016 levels, the lack of affordable inventory and the persistence of historically high housing prices have led to lower-than-expected existing home sales.”

Low inventory numbers impact the nation’s overall economy, according to Lawrence Yun, chief economist for the National Association of REALTORS®. “A boost to home building would greatly improve economic growth,” he said. “More free-market prices on construction materials without government interference about where homebuilders have to get their supply will also help produce more and grow the economy. The housing industry cannot grow without more supply.”

That said, as many homeowners refinanced their homes to take advantage of declining interest rates, consumer confidence in housing was reported to be at historically high levels.

“Our real estate professionals continue to monitor the market for signs of imbalances,” said GLVR President Carl Billera.

“Although the inventory of affordable homes at this point remains largely stable, it is stable at historically low levels, which may continue to push prices higher and affect potential buyers.”

Notable Market Stats for August New Listings decreased 9.8 percent to 1,014. Pending Sales were up 14.1 percent to 856. Inventory levels shrank 22.4 percent to 1,737 units, leading to a Months Supply of Inventory that dropped 25.0 percent to 2.4 months.

Market was up 3.2 percent – just a one day difference – to 32 days.

In Carbon County, the Median Sales Price dipped to $130,500.

Closed Sales and Pending Sales climbed to 74 and 80, respectively. There was a decrease in Inventory, which came in at 334 units.

More on the Lehigh Valley’s Market Trends As the premier source of real estate information in the Lehigh Valley, the Greater Lehigh Valley REALTORS® is pleased to provide in-depth data on the housing market. The research is collected from its Multiple Listing Service (MLS) that compiles data from over 2,500 REALTOR® members. Visit www.

GreaterLehighValleyRealtors.com and visit the “Market Trends” page to learn more.

For the most current and accurate data, contact a REALTOR®.

Prices continued to gain traction. The Median Sales Price increased 4.8 percent to $220,000, coming in just below July’s record-setting Median Sales Price of $222,000. Days on

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We

Professionals

RealtorsÂŽ adhere to a strict code of ethics with your best interest at heart.

Find your RealtorÂŽ today at glvr.org

Let’s go drink a shadow, Venetian style Cicheti - A fabulous Venetian tradition PATRICE SALEZZE PAPAVERO VILLA RENTALS

When a Venetian invites you for a drink, they’ll say Andemo bever un’ombra - “Let’s go drink a shadow” Venetians have a lovely tradition of meeting friends after work in their neighborhood wine bars for a quick glass of wine and some savory bite-sized snacks before heading home for dinner.

This tradition dates back to the 12th century when ships unloaded their wine cargo at the Riva degli Schiavoni.

Some savvy entrepreneurs set up wine stands under the shaded base of the nearby Bell Tower in Piazza San Marco. To keep the wine cool, the stands moved around the base of the tower as the shadows (Ombra) shifted.

Following the shadow kept the wine as cool as possible on a sunny day. This tradition of stopping to drink a shadow has existed among Venetians ever since.

were lingering a little longer than normal, you could rest your plates or glass on a wood shelf that ran the length of the wall, or if you were lucky on the top of the bar itself.

The bacari haven’t changed much since my first visit. The back bar still holds as many plump demijohns it can hold, each one with a different wine from the Veneto and the walls are lined with more wine bottles.

The aroma is still intoxicating – the bouquets of red and white wines past and present mingled with the heavenly scents of cured meats, salty seafood, sweet and sour from the popular Venetian dish Sarde in Saor, cheeses and fried vegetables, herbs and olive oil. It is culinary nirvana.

Eventually, the stands moved inside, and the wine bar “ bacaro” was born. For centuries, the wine bar was the place for Venetians to stop for a drink before heading home after work. Barkeepers soon realized their clients needed something to ‘absorb’ the alcohol and started offering little finger foods called cicheti.

The small wine bars I visit today remind me of when my Venetian relatives took me to my first bacaro in 1979.

I can still remember walking over the threshold into a cozy, small, dark bar. There were no chairs, only a long wooden bar with a glass front that showcased the many savory offerings on a long line of white plates - grilled polenta topped with creamy cod, mozzarella fried in a bread ‘boat’, baby squid stuffed with olives, fried zucchini flowers, the tiniest sandwich of Venetian crab, Crostini were skewered with toothpicks that secured a pickled onion to an anchovy topped with a tart berry, or a thick slab of mortadella pinched between a pistachio and sweet pickle. Toothpicks let you know you are about to experience a burst of flavor from the many ingredients it was holding together. Since there was no seating, if you 50

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Venice’s secret has now become popular with tourists.

So much so that you can find many tour operators offering a cicheti wine tour. If you want to see the authentic side of this Venetian secret, I’ve included a list of our favorite bacari in order of sequence. If you prefer to be in the company of a Venetian Papavero Villa Rentals can arrange one of their friends who will take you to the wine bars where the locals hang out.

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Many bacari are open during the lunch hour as well. If you want to mingle with the locals, make sure you are off the beaten path as most are hidden on quiet streets, and stop in right before noon or between 6 and 8 in the evening. Cicheti is meant for a quick snack before dinner, but it’s a fun and inexpensive way to enjoy a meal and ideal if you don’t have much time between museums.

WINES AND FOODS FOUND IN A VENETIAN WINE BAR

Insalata di piovra: octopus salad with extra virgin olive oil, herbs Mortadella e peperone: a thick slice of mortadella with a pickled sweet pepper Fetta di salame: thick slice of salami Cipolline con l’acciuga: pickled onion with an anchovy Seppioline fritte: fried baby squid (only when in season and quite expensive) Seppie o calamari all griglia: grilled squid or calamari Cappesante al Forno: oven baked sea scallops on the half shell HOW TO ORDER

The Veneto is the largest wine-producing region in Italy.

It has 28 DOC's and 14 DOCG's some sharing territory with bordering regions of Lombardy and Emilia Romagna.

Millions of bottles are shipped around the world, but they say the largest consumers are the locals. So, try something you may be unfamiliar with when visiting a Venetian bacari and embrace the local ‘table’ wines.

The best way to sample Venice’s authentic cuisine is by visiting a few bacari as that bacari will have their own specialties as well as some of these favorites, some bacari will specialize in seafood, cheeses, meats, etc. so make sure to stop in more than one during your stay in one of our Venice apartment vacation rentals.

Cicheti are generally charged by piece or by portion. In most places the price tag is placed just in front of the relative nibble, but other times… well, it’s just missing! In such cases, don’t hesitate to ask the barkeeper. More or less, in each bacari, you will spend on average from 3 to 7 euros per person.

The bar/ counter is usually at the entrance, so choose what you want, pay, and try to find a spot for yourself.

Most bacari place a wooden shelf or wine barrels just outside so that clients can put down their glass and have free hands. Some now even have tables outside where you can sit. In general, when it comes to cicheti walks, during the day the experience is more about the food, whereas in the evening the main focus is the drinking and socializing! When time is tight, you can always make a meal out of grazing through the abundant cicheti that are offered.

These are some of Venice’s most popular cicheti

YOUR OWN CICHETI WALK

Crostini: slices of bread with various toppings

If you want to experience Venice like a Venetian, take an independent cicheti walk, through some of Venice’s most picturesque streets. Most of the wine bars are in the Cannaregio and San Polo districts, the less touristy areas of Venice and home to most working-class Venetians.

Polpette: meat, fish or vegetable fritters Baccalà mantecato: creamed cod served on chargrilled planks of polenta Folpetti: boiled baby octopus sliced in half and dressed with oil, vinegar, salt and pepper

(To see a detailed suggested itinerary, see the digital version of this article at mynetworkmag.com, Library and select the Lifestyle category or contact Patrice!)

Sarde fritte: fried sardines Sarde in saor: fried sardines marinated in white onion, wine vinegar, raisins, and pine nuts

Patrice Salezze is the owner of Papavero Villa Rentals, offering villa and apartment rentals throughout Italy.

Mezzo uovo: half-boiled egg topped with capers, pickles or anchovies

You can reach her at Patrice@PapveroRentals.com or call her at 610- 224 -1004.

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Four Season Resort at Sayan, Bali JENNIFER DONCSECZ, CTIE, PRESIDENT VIP VACATIONS INC

Nestled on a hillside on the banks of the Ayung River in Ubud, Bali sits the five-star Four Seasons at Sayan Resort. Named by Travel and Leisure as the #1 resort in the world in 2018, the Four Seasons at Sayan is a stunning resort that WOWs guests immediately upon arrival. The entrance to the lobby is dramatically positioned at the end of a suspension bridge set high above the treetops where guests descend from the roof above. The bridge ends at an infinity-edge lotus pond with 360 views of the terraced rice paddies, river, and jungles below. This open-air pavilion leads down through a spiral staircase to the main restaurant, spa, gym, and the resort's 18-acre property.

Architect John Heah incorporated the natural beauty of the surrounding area, which is part of the Unesco World Heritage listed irrigation network to transport guests into a tropical paradise, removed from the hustle of Ubud. With only 60 accommodations, which include 18 suites and 42 villas, this Four Seasons is uncommonly smaller, which makes their guest to staff ratio incredibly high. The staff prides itself in calling their guests by their names within hours of check-in.

The 42 villa accommodations feature huge private plunge pools, outdoor living space with Bali beds, and four-poster king-size beds; complete with elaborate canopy netting. The dĂŠcor is a blend of contemporary and traditional Balinese features that include complimentary incense, snacks, tea/coffee, and nightly turndown is highlighted with a small vial of essential oils that promote a well-nights-rest. Complimentary services for all guests include cooking classes, garden tours, several yoga classes, and free transfers into the town of Ubud every 2 hours. The yoga pavilion is an open-air bamboo yoga hut which is positioned among the rice fields. The pavilion specializes in anti-gravity yoga, and several classes are offered (additional fees apply).

With three dining options, as well as in-room dining, the various restaurants incorporate produce grown on their property as well as infusing their menu with Indonesian specialty dishes. Known for creating intimate in-destination experiences, the Four Seasons at Sayan has designed several unique Balinese excursions for guests to get up close and personal with their surroundings at an additional cost. These options include: private rafting down the Ayung River (with access to the river from the resort), biking through the Kintamani Village, a secret bathing ritual at a very secluded ancient water temple or experiencing a day in the life of a Balinese rice farmer.

The Four Seasons Resort at Sayan celebrated its 20th year in 2018 and continues to deliver an authentic Balinese experience combined with five-star luxuries that exceed expectations.

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STEVE ROWBOTTOM CIGAR AFICIONADO, CIGARS INTERNATIONAL

5 Vegas Limitada 2019 | Toro Dominican Republic

6.0” x 50

Medium

93-Rated

CAO Flathead V19 | Robusto Nicaragua 94-Rated

5.5” x 50

Full

Diesel Whiskey Row Sherry Cask | Gigante Nicaragua

6.0” x 58

Medium

I always look forward to this annual release. The 2019 variety is blended with aged ligeros from the Dominican and Nicaragua bound by a genuine Cameroon leaf. A chestnut-brown Nicaraguan wrapper completes the cigar. I find this handmade to be medium in body, but rich and smooth throughout. I get notes of espresso bean and oak up front and sweet cedar on the finish.

Now and then a peanut-like flavor from the Cameroon binder shines through. The finale has a dash of pepper, completing a complex yet soothing cigar fit for anytime enjoyment.

Dark and oily. Solid from head to toe. Heavy in the hand. CAO Flathead V19 is a dense handmade with a luxurious, barnyard pre-light aroma. Well-aged long-fillers from Nicaragua and the Dominican reside within a Connecticut Habano binder, which is then hugged by a dark chocolate brown Connecticut Broadleaf wrapper. I find this to be CAO’s fullest and most flavorful blend to date. Rich, dense smoke offers notes of leather and earth, while a semi-sweet molasses lingers on the aftertaste. I enjoy this cigar after a big feast from the grill.

A dark, toothy Connecticut Broadleaf wrapper conceals a vintage blend of Nicaraguan long-fillers secured by a feisty Arapiraca binder from Brazil. The binder, which has been patiently aged in oak sherry casks, lends layers of flavor to an already complex bouquet. Sweet cedar and bittersweet chocolate mingles with pepper and a unique, stone fruit nuance on the finish. A satisfying and eventful profile, that’s smooth, medium in body and would pair extremely well with a bold red wine, port or aged bourbon.

92-Rated

Tatuaje Mexican Experiment II | Belicoso

Nicaragua

5.0” x 52

Full

Spoiler Alert: The flavor of this Tatuaje is very different than what you’ve come to know from Pete Johnson, thanks to a flawless San Andres wrapper from Mexico. Tatuaje’s token full-flavored strength is there, but the traditional Nicaraguan flavors of coffee, rich tobacco and pepper are now complemented by uniquely dank core of earth and wood. Sweet spices complete each puff, and the cigar grows in both strength and intensity as it burns. A complex cigar built for a relaxing single malt or sipping rum.

94-Rated

Zino Platinum Scepter Series | Grand Master Dominican Republic 93-Rated 54

5.5” x 52

NETWORK MAGAZINE™

Mellow

To me, a good cigar is something I can light up, enjoy and not think about. If I’m thinking, something is off. With the Scepter Series, everything is on. Every Grand Master I’ve ever had has been perfectly soothing and smooth. I find it elegant, displaying subtle hints of coffee and cream with a touch of nougat and nuts.

The smoke is velvety, forming thick clouds of white smoke and a sweet, cedar aroma. Few cigars pair as well with coffee than this Connecticut-wrapped, Dominican and Peruvian-filled premium.

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