Network Magazine Spring 2022 | Issue 26

™

SPRING 2022

CONNECTING LEADERS | CREATING BUSINESS

Join the Lehigh Valley’s first ever, high end, business leader driven, B2B magazine.

Print Readership Per Issue 8,000 Advertise@MyNetworkMag.com MyNetworkMag.com

NETWORK MAGAZINE™ is direct mailed to Lehigh Valley’s professional services industries as highlighted below along with manufacturing companies and attorney’s representing Lehigh County and beyond.

• Accounting • Construction • Consulting • Engineering • Financial • Human Resources • Legal • Marketing • Medical • Real Estate • Technology

NETWORK MAGAZINE™ Winter 2022 Release Party PHOTOS BY Nicholas La Due Photography at Venture X

contents 06 Yours In Service And Success:

How To Accept And Fulfill Your Fiduciary Responsibility On A Nonprofit Board Of Directors In Pennsylvania

08 Don’t Say Gay:

Finding Common Ground

12 Why Do-It-Yourself Estate

Planning Tools Should Be Used At Your Own Risk

14 Terminating (or Modifying) an

Irrevocable Trust: Is It Possible?

16 Use of Proper Hearing Protection

18 Mental Health and Sports: Traversing a Developing Landscape

20 Greater Lehigh Valley

REALTORS® Release 2021 Annual Market Report

22 Accept B2b Commercial

Payments To Optimize OrderTo-Cash

24 Not Your Grandparents Life Insurance Policy

26 The Question That Reveals

Volumes about Your Company’s Culture

28 Add-Backs To EBITDA Can

Substantially Increase Business Valuations

30 Life lessons I learned the

32 Goals That Matter The Most 34 Getting Results 36 Taking the Leap: A World of Possibilities

38 The Power of Partnering with a Video Production Team

40 How People’s Perceptions

of Your Vehicle Affect Their Opinions About You

42 Cigar Review 44 Set Sail on the Scarlet Lady 46 Rebirth of the Grand Lady of Hamilton Street

hard way.

•adindex 05 Alcom Printing 49+50 Americus Hotel 48 Anthony Limousine 39 ASAP Business Support Services, Inc.

39 ASR Media Productions 29 BMI Mergers & Acquisitions 25 Bridgeman Strategic Concepts

09 Crosson Richetti & Daigle LLC

10 Do It For Dom-Focus Foundation

23 enTrust Merchant Services

2

NETWORK MAGAZINE™

13 Fitzpatrick Lentz & Bubba 37 GBB & Co LLP 21 Greater Lehigh Valley Realtors 15 Gross McGinley LLP 11 Historic Bethlehem Museums & Sites

27 Huber, Waldron & Williams 41 Immaculate Paint Protection 43 Tim Harakal Music 31 Kitchen Magic 19 Lehigh Financial Group 05 MC IT

33 Members 1st Federal Credit Union

11 Morganelli Properties 01 Network Magazine 37 Olde Homestead Golf Club 17 Punch Garage 07 Rich Mar Florist 03 St. Luke’s OMS 09 The Barristers Club 35 The Hindle, LLC Inside front Cover Viamedia (PenTeleData)

MyNetworkMag.com

Your Center for Oral Surgery & Dental Implants

610•865•8077

www.stlukesoms.com

ALLENTOWN • BETHLEHEM • EASTON • STROUDSBURG

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.

To learn more about how you can become a part of NETWORK MAGAZINE™ as a Contributor or an Advertiser, please contact Ray Bridgeman: ray@mynetworkmag.com.

PUBLISHERS

Ray Bridgeman, Alai Caetano, Casey Damrose, Chris Morganelli, David Olson ART DIRECTOR Casey Damrose EDITORIAL DIRECTOR Ray Bridgeman BUSINESS EDITOR David Olson EDITORIAL ASSOCIATE Jenn Ebert CIGAR AFICIONADO Steve Rowbottom COVER PHOTO Frank Smith EVENT PHOTOS Nicholas La Due

Photography

™

For advertising inquiry and rates please contact Ray Bridgeman 610.573.7585 or email ray@MyNetworkMag.com

Join our Network

All Materials © 2022 Network Magazine, LLC. NETWORK MAGAZINE™ is a trademark of Network Magazine, LLC. All rights reserved. Reproduction in part or in full is strictly prohibited. NETWORK MAGAZINE™ is a quarterly publication. The views and opinions expressed in this publication are those of the authors and do not necessarily reflect the official policy or position of NETWORK MAGAZINE™. NETWORK MAGAZINE™ assumes no responsibility for content of advertisement. No representation is made as to the accuracy hereof and is printed subject to errors and omissions.

4

NETWORK MAGAZINE™

MyNetworkMag.com

Yours In Service And Success:

How To Accept And Fulfill Your Fiduciary Responsibility On A Nonprofit Board Of Directors In Pennsylvania JUDITH A. HARRIS, ESQ., LL.M, EQUITY MEMBER AND CHAIR, ESTATE TRUST AND TAX GROUP NORRIS MCLAUGHLIN, P.A.

A prominent community leader who serves on the nominating committee of a dynamic local nonprofit organization recently called you to inquire as to your interest in serving on the board of directors of that organization. You found her call a surprise but an honor, given the stature of this leader in the business and professional community and the historic and current achievements of the organization.

The organization is a 501(c)(3) charitable organization serving the health care/educational/social service needs in the Lehigh Valley and one whose mission and values you find very appealing. Perhaps you have contributed to the organization in past years or served as one of its volunteers. Or perhaps you or someone you know enjoyed the benefits or services provided by this entity. You are an active but relatively young member of the business community with certain areas of expertise and well-honed skills needed by many businesses and nonprofit organizations but have never before considered service on the board of such an organization. Daunting? Not all. Fascinating? Absolutely.

Your casual meeting with the nominating committee Chair, the Executive Director, and two other committee members exceeded your expectations and answered your questions about the organization. In your efforts to prepare for the meeting, you had wisely visited the organization’s website and identified the current Board members and officers there, updated your curriculum vitae to present at the meeting, and, after having spoken to a few valued colleagues and mentors, you also decided to ask the following questions in person at the meeting:

6

NETWORK MAGAZINE™

1.

What is the organization's mission and demographic and geographic scope of the people it serves?

2.

Is the organization an independent entity or a local or regional chapter of a larger organization? Is the entity organized as a corporation, a trust, or some other form?

3.

What are the organization's most notable strengths, weaknesses, opportunities, and threats? (This is sometimes called a "SWOT" analysis.) Is there currently a strategic plan in place for the organization? When did the Board adopt the plan, and over what time period is it to be implemented?

4.

What is the financial condition of the organization? What are its revenue sources and budget for the year? Are the needs of the population served by it expected to change in the next 3 to 5 years, and if so, how and why?

5.

Could you provide me with a copy of the Bylaws and the most recent annual report of the entity for my review?

(A mentor already advised you how to locate a copy of the most recent Federal Tax Return of this tax-exempt entity—IRS Form 990—online, and it provided you with much helpful information.)

6.

What kind of service is expected, generally and specifically, of a Board member of this organization?

What is the annual schedule of Board meetings, and are meetings held in person, virtually, or a hybrid? What are the organization's standing committees (for example, executive, finance, legal, governance, audit, development, strategic planning, etc.), and am I expected to serve on one or more of such committees?

MyNetworkMag.com

7.

8.

In what specific ways does the nominating committee think I can add specific value and strength to the organization? Do any aspects of my profession/ occupation, my clients, my interests, or my personal life or values create the potential for a conflict of interest in my board service?

What is the financial contribution or commitment expected of each Board member each year? Am I expected to meet this requirement with my own contributions, or are contributions by other people I have solicited included in this goal?

Pennsylvania law: most notably, the duty of care and due diligence, the duty of loyalty and good faith, and the avoidance of conflicts of interest and even the appearance thereof.

The Chair then asked whether the committee could nominate you for election to the Board at its next meeting. You enthusiastically agreed and were elected.

Congratulations! Your service as an exemplary nonprofit Board member—and your service to your community--are off to an auspicious start!

After answering your questions, the Chair reviewed with you the fiduciary responsibilities of a Board member under

Celebrate LIFE'S OCCASIONS We are a full-service florist for any event or occasion, large or small. Our retail stores offer a wide variety of gift items and fresh flowers. If you are planning a wedding or special event, we have an entire showroom of displays to fit your needs.

Call 610-437-5588 or visit RichMarFlorist.com PROUD PARTNER OF

Don’t Say Gay: Finding Common Ground JOSEPH KEMMERLING, ASSOCIATE ATTORNEY CROSSON RICHETTI AND DAIGLE LLC

Last month I met with high school students in Delaware County who were discussing ways to make L.G.B.T. (Lesbian, Gay, Bisexual, and Transgender) people more accepted. As a part of that conversation, we discussed what it was like to be an out L.G.B.T. young person in schools. I was immediately struck by how little had changed from when I was in school.

I came out when I was 13 years old. It was 2008, don't ask, don't tell was still in place, and I was the only out gay kid in my school. It was still unusual to find gay characters on television. I remember thinking about how much I wished I had representation in society. As I got older, I fought for better protections for L.G.B.T. students. In 2010, when I was 16 years old, I went to Washington D.C.. I asked my congresspeople to pass the Safe Schools Improvement Act and the Student Non-Discrimination Act. These bills would protect students from discrimination based on sexual orientation and gender identity. Twelve years later, those bills have still not passed.

Since 2010, a lot has changed. Marriage Equality is now the law of the land; Title VII now offers protections for L.G.B.T. people from discriminatory practices by employers based on sexual orientation and gender identity, and L.G.B.T. representation in the media and Hollywood has greatly improved. Despite this, though, L.G.B.T. students still face difficulties in school. According to the 2019 G.L.S.E.N. National School Climate Survey, a survey of more than 16,000 LGBT students, more than 9 in 10 L.G.B.T. students still hear negative remarks about L.G.B.T. people. More than half of those students (59.1%) felt unsafe at school because of their sexual orientation. What amazed me the most about my meeting with the students last month was how similar their experiences were to my own. I assumed that because my life had improved so much and because society had changed so much, that things were better for the majority of L.G.B.T. students. But, my assumption was misguided.

8

NETWORK MAGAZINE™

I volunteered to meet with these students because of the recent headlines in Florida about the Don’t Say Gay Bill. This bill, which Governor DeSantis supports and is making its way through the legislature, bans classroom instruction on sexual orientation and gender identity for children in kindergarten through 3rd grade and may limit instruction on sexual orientation and gender identity for children in K-12 schools in Florida.

There are genuine arguments and debates about how to handle difficult classroom discussions, and I know that there is a wide range of views in America. Our ability to speak openly and honestly about deep disagreements without fear of reprisal is what makes us great. It's what made me proud in law school and what makes me so proud now as a lawyer.

What I don't want, however, is for that debate to come at the cost of L.G.B.T. students who are already feeling isolated and alone. According to the National Survey on L.G.B.T.Q. Youth Mental Health conducted by The Trevor Project, only 1 in 3 L.G.B.T.Q. youth found their home to be affirming. Many L.G.B.T. students rely upon their schools to be a safe space for them to be themselves. I am not a school official, and I am not a parent, but I was a gay kid. I know that feeling of isolation. I remember going to donate blood at my school and finding out I was banned because I am gay, a ban that still exists for most gay men. I remember feeling different and wondering whether I would ever be able to feel “normal.” Most importantly, though, I know the impact that a positive experience with a teacher can make. I can’t imagine what those experiences would have been like without supportive people in my life. These conversations are difficult, and I don't have all the answers. What I do know, though, is that making L.G.B.T. students feel invisible is not the answer. They deserve better than that, and as a lawyer, I believe that we can address the genuine concerns that parents have without making L.G.B.T. students feel like they do not have a voice in schools.

MyNetworkMag.com

”

610.351.2264 2015 - 2021

I HAD A WONDERFUL EXPERIENCE WORKING WITH THIS LAW FIRM.

- HEATHER M.

CROSSONRICHETTI.COM 609 W. HAMILTON ST., SUITE 210, ALLENTOWN, PA 18101

Why Do-It-Yourself Estate Planning Tools Should Be Used At Your Own Risk PETER E. IORIO, ATTORNEY, AND SHAREHOLDER, FITZPATRICK LENTZ & BUBBA, P.C. If you’re looking to create an estate plan, you may have considered going to an online service and doing it yourself. Speaking with an attorney may seem like overkill, especially if you feel your situation is simple. In many cases, an individual’s first encounter with an attorney is to discuss their estate plan, which can be daunting. However, using a DIY solution should be carefully considered, given the significant consequences of putting together a defective estate plan. Finding the right attorney who listens and guides you through the process far outweighs the supposed ease, simplicity, and "cost savings" of an online solution.

More than the sum of its parts – a Will, Durable Power of Attorney, and Living Will – an estate plan should be viewed as a thoughtful undertaking that will ensure your wishes are followed, assets are protected, and goals are met. Without the guidance and knowledge of an experienced professional, many of your goals may not be met.

There are significant risks using an online estate planning tool, including inaccurate and possibly invalid documents that are not in agreement with your wishes.

If you’re asking what may go wrong, consider these potential complications: Wills. Generally, a Will outlines who receives property after you die (beneficiaries), how that property is distributed, and who can act on the deceased person's behalf (fiduciaries). While these issues might seem straightforward, there are significant issues to consider that may be overlooked without the assistance of an attorney: What happens if a beneficiary dies prior to the individual who signed the Will? Some Wills have the deceased individual's property going to his/her children. In other instances, the deceased individual's gift would be canceled. Further complicating matters, if the Will is silent as to a deceased beneficiary, there are default laws in place in most states that would govern.

A Will only disposes of “probate property” and does not handle property that passes by operation of law (such as jointly owned property or assets payable on death). Distribution of non-probate property must also be considered in preparing an estate plan.

Beneficiary designations are an often-overlooked aspect of the process and generally are not addressed in DIY estate planning.

Should assets be put in trust for a beneficiary? There are pros and cons to establishing a trust, and those concerns should be understood by the individual signing a Will. Trusts should be considered for minor or disabled beneficiaries in situations where there are a creditor or marital problems for the beneficiary, as well as for tax planning purposes. Understanding why a trust should be established, as well as the proper structure for a trust, cannot be answered with an online tool.

Who should your fiduciaries be? This includes a Guardian for minor children, Executor, Trustee, and Custodian. Sometimes the best

12

NETWORK MAGAZINE™

fiduciaries will be close family members, and in other circumstances, a corporate fiduciary should be considered. Successor fiduciaries should also be carefully chosen. Are the documents properly executed? A Will must be signed in accordance with very specific rules. If the formalities are not followed, the Will might be invalid or subject to challenge.

Durable Powers of Attorney. A Durable Power of Attorney authorizes an individual (the "Agent") to handle one's financial affairs and is typically used only if the person (the "Principal") is incapacitated or unable to handle their finances. If executed in accordance with the law, the Durable Power of Attorney generally waits for “something bad to happen,” when someone can step into the role as fiduciary for finances. If a Power of Attorney is not executed in accordance with legal requirements, one's family members would likely have to apply to obtain a court-supervised guardianship. This will cost significant time, money, and stress instead of allowing the focus to be on the management of the Principal's finances.

•

The Agent can be one or more individuals empowered to act on the Principal's behalf. Sometimes co-Agents are appointed and determining the right circumstance for co-agents to serve is an important consideration.

•

The Principal can give optional broad authority to the Agent to make gifts and transfer the Principal's assets for the benefit of others. It is important to discuss when these broad powers should be granted.

•

If the Principal does not execute a Power of Attorney properly, it is likely that a guardianship proceeding would be required, which would result in significant litigation costs and involvement by the Court in the Principal’s affairs.

Living Wills. A Living Will authorizes an Agent to handle one’s medical affairs and is generally in effect only upon one's incapacity. If a Living Will is not properly executed, state law sets forth who can make medical decisions on one's behalf.

•

The Living Will essentially acts as your spokesperson for your medical treatment, allowing you to control the situation even if you are incapacitated. For example, it could set forth your wishes with respect to standards of care for end of life, organ donation, etc.

•

Like a Durable Power of Attorney, the Agent can be one or more individuals.

•

Consideration should be made whether the Agent is willing and capable of making medical and end-of-life decisions on behalf of the individual.

How confident can you be that online estate planning tools "understand" your issues and can produce a product that suits your needs? While they may appear less expensive options, there could

MyNetworkMag.com

DO •H LAW AC CO TA HO RIG LAW INT LA AC CO TA HO

B EM DE ME CO AC BU FA BU

OMAIN • EMPLOYMENT LAW • ESTATE PLANNING • FAMILY LAW • FOOD & BEVERAG be adverse tax consequences, litigation, and frustration for your loved HEALTHCARE • INTELLECTUAL PROPERTY • INTERNATIONAL BUSINESS & TRAD ones if done improperly. The best way to develop an estate plan that accurately reflects your goals is by having an experienced estate attorney who knows you, will spendLAW time understanding your AW • planning LANDLORD/TENANT • LITIGATION & TRIAL PRACTICE • MERGERS wishes, and is capable of drafting a plan that coincides with what you want.

CQUISITIONS • NONPROFIT ORGANIZATIONS • PERSONAL INJURY • PLANNE OMMUNITIES & CONDOMINIUMS • PROJECT DEVELOPMENT & FINANCE • PROPERT AX EXEMPTIONS • REAL ESTATE, LAND USE & DEVELOPMENT • RESTAURANTS OSPITALITY • TAX ASSESSMENT APPEALS • TAXATION • BANKRUPTCY & CREDITOR GHTS • CORPORATE, BUSINESS & BANKING • EMINENT DOMAIN • EMPLOYMEN AW • ESTATE PLANNING • FAMILY LAW • FOOD & BEVERAGE HEALTHCARE TELLECTUAL PROPERTY • INTERNATIONAL BUSINESS & TRADE LAW ANDLORD/TENANT LAW • LITIGATION & TRIAL PRACTICE • MERGERS CQUISITIONS •We NONPROFIT ORGANIZATIONS PERSONAL INJURY • PLANNE have the solutions for your•legal challenges.

OMMUNITIES & CONDOMINIUMS • PROJECT DEVELOPMENT & FINANCE • PROPERT AX EXEMPTIONS • REAL ESTATE, LAND USE & DEVELOPMENT • RESTAURANTS OSPITALITY • TAX ASSESSMENT APPEALS • TAXATION • BANKRUPTCY & CREDITOR RIGHTS • CORPORATE, BUSINESS

NATIONAL EXPERIENCE. LOCAL VALUES.

BANKRUPTCY & CREDITOR’S RIGHTS • CORPORATE, BUSINESS & BANKING MINENT DOMAIN • PROPERTY TAX EXEMPTIONS • REAL ESTATE, LAND USE EVELOPMENT • RESTAURANTS & HOSPITALITY • TAX ASSESSMENT APPEALS ERGERS & ACQUISITIONS • FOOD & BEVERAGE • PLANNED COMMUNITIES ONDOMINIUMS • TAXATION • INTERNATIONAL BUSINESS & TRADE LAW CQUISITIONS • NONPROFIT ORGANIZATIONS • PERSONAL INJURY • CORPORAT TWO CITY CENTER USINESS & BANKING • EMINENT DOMAIN • EMPLOYMENT • ESTATE PLANNING 645 West Hamilton Street, Suite 800, Allentown, LAW PA 18101 www.flblaw.com • (610) 797-9000 AMILY LAW • FOOD & BEVERAGE • HEALTHCARE • INTELLECTUAL PROPERTY • ORAT USINESS & BANKING • MERGERS & ACQUISITIONS • EMINENT DOMAIN

Terminating (or Modifying) an Irrevocable Trust: Is It Possible?

R. NICHOLAS NANOVIC, PARTNER GROSS MCGINLEY, LLP

If there’s something weird, and it don’t look good, who you gonna call?

Trust Busters!

Maybe the art of modifying or terminating an irrevocable legal document does not merit a catchy theme song, but you can’t fault an author for trying.

Individuals will create an irrevocable trust for many different reasons.

When doing so, these individuals are often advised that they cannot undo the work after the legal document is signed and assets are transferred. However, there are exceptions to the rule.

Power of Settlor to Terminate or Modify The Settlor (aka the creator of the Trust) has some options to terminate or modify an irrevocable Trust while he is still alive. Primarily, this option is available as long as the Trust has no charitable beneficiaries.

All beneficiaries (both current beneficiaries and contingent beneficiaries) must consent to the termination, or the modification desired by the Settlor.

Additionally, the Settlor may terminate or modify a Trust, even if the Settlor does not obtain the consent of all beneficiaries, but the Settlor must then obtain approval from the court. If court approval is needed, the Settlor must prove that (1) the Trust could have been terminated or modified if all beneficiaries had consented and (2) the interests of the non-consenting beneficiaries are adequately protected.

Power of Beneficiaries to Terminate or Modify There may be circumstances where the beneficiaries of an irrevocable Trust desire to modify or terminate the Trust. This usually occurs after a Settlor's death but can also occur while the Settlor is alive.

Beneficiaries of the Trust will also have options available to them.

If all beneficiaries unanimously consent to the termination or modification of a Trust, they can achieve this goal after obtaining approval from the court. However, if the Settlor is not available to consent, the beneficiaries have an additional burden to obtain court approval.

If the beneficiaries are seeking a modification of the Trust, then the

14

NETWORK MAGAZINE™

beneficiaries must convince the court that such modification is not inconsistent with a material purpose of the Trust. If the beneficiaries are seeking a termination of the Trust, then the beneficiaries must convince the court that continuation of the Trust is not necessary to achieve any material purpose of the Trust. A spendthrift provision, which is extremely common in most Trusts, is presumed to constitute a material purpose of a Trust. Therefore, beneficiaries may be able to modify a Trust as long as a material purpose is not impacted, but beneficiaries may have a very difficult time convincing a court that a termination of a Trust is appropriate.

If only some beneficiaries are seeking termination or modification of a Trust, they can pursue court approval, similar to what is described above, but it will also require those beneficiaries to convince a court that (1) the Trust could have been terminated or modified if all beneficiaries had consented and (2) the interests of the non-consenting beneficiaries are adequately protected.

Rather than seeking court approval, the beneficiaries may unanimously consent to a modification or termination of the Trust if they obtain the approval of all current Trustees. This may be accomplished with a non-judicial settlement agreement. However, a non-judicial settlement agreement is valid only to the extent that it is not inconsistent with a material purpose of the Trust and includes terms and conditions that could be properly approved by the court. If the beneficiaries and Trustees are uncertain whether the non-judicial settlement agreement contains terms and conditions that the court could have properly approved, they may ask the court to approve the non-judicial settlement agreement.

•

The situations described above are the most common ways to modify or terminate a Trust, but Pennsylvania law does allow for modification or termination in other rarer situations. If you are the Settlor or a beneficiary of an irrevocable Trust, and you are not satisfied with the terms of that Trust, seek out independent legal counsel to review your options. Just remind yourself: I ain’t ‘fraid of no ghost irrevocable trust.

MyNetworkMag.com

Your trusted counsel℠ serving the Lehigh Valley and beyond for nearly 50 years

Our attorneys have years of knowlege and experience to help you plan for your future and the future of your loved ones

Use of Proper Hearing Protection DR. JENNIFER STINSON, AU.D., DOCTOR OF AUDIOLOGY/OWNER STINSON AUDIOLOGY SERVICES Have you ever woken up the morning after a loud concert with a loud ringing in your ears? Do you often cut the grass without hearing protection? Do you have a hobby like target shooting? If you can answer yes to any of these questions, you should invest in some good hearing protection. Audiologists and Otolaryngologists often educate people on hearing loss and treatment of hearing loss. We fill our websites with information about hearing aids and other types of amplified devices. However, we also have a duty to talk about the prevention of hearing loss. One of the questions I always ask my patients is, “have you ever been exposed to loud noise or had a job that was loud and required you to wear hearing protection?” Often the answer I get back is, 'Oh yea, I used to work in a factory, but that was years ago.' I'm here (no pun intended) to tell you that it doesn’t matter how long ago you were exposed to that noise; it probably still did some damage. Noise-induced hearing loss is often something that is a result of consistent exposure to loud sounds that will slowly affect the hearing nerve. It sometimes starts as experiencing occasional ringing or hissing in the ears, which is called tinnitus. When we're young, we expose ourselves to things that we don't realize may have an adverse effect on us as we age, and loud noise is one of those things. Hearing protection will help to prevent your hearing from getting worse. There are many different types of hearing protection,

16

NETWORK MAGAZINE™

starting with basic over-the-counter foam plugs. These are very effective if inserted and used correctly. Custom hearing protection is made by a professional taking a mold of your ear so that the plugs fit, secure, and seal the ear canal. Many types of custom protection can be made with filters to help let you hear some sounds. For example, if you wanted hearing protection to wear to concerts, you would want a filter that still allowed you to hear all of the frequencies equally. If you are a musician, you would also want filters, but the most appropriate filter would depend on what instrument you play. There is also hearing protection that allows you to have a conversation, but when there is a loud sound, it will still help to suppress it. This would be used for people who hunt, target shoot, or work in loud factories and need to hear for safety reasons.

If you can relate to this article, I encourage you to seek out the appropriate type of hearing protection. If you are experiencing tinnitus, it can be an indication of an underlying problem, and I recommend you make an appointment with an Audiologist or Otolaryngologist.

MyNetworkMag.com

Mental Health and Sports: Traversing a Developing Landscape VANCE P. FARRELL, M.S., CPS SUPERVISOR, PENNSYLVANIA MENTOR Those who keep up with the ever-changing world of sports are becoming increasingly aware of the growing phenomenon taking place within the major sports leagues within the United States.

More often, high profile athletes are taking sudden and, often-times, unexpected breaks throughout the season with no reason given other than mental health-related. Some of the more prominent analysts, writers, trainers, and former athletes have certainly homed in on this phenomenon and have started to speak out more about struggles they have had throughout their years within the world of sports.

Some have even started to advocate for the current and former players, coaches, and personalities that have graced our television screens for decades.

Brandon Marshal, former wide receiver for the Chicago Bears, is one notable figure who has stepped out of his starring role on a morning sports talk show and has since expanded his ventures at House of Athlete, a facility designed to meet the needs of top athletes.

Brandon discussed openly his diagnosis of Borderline Personality Disorder and the stigma he faced along his journey of living with

18

NETWORK MAGAZINE™

his diagnosis. Due to the stigma that he has faced, Brandon has partnered with House of Athlete to promote a heightened focus on the mental health of the athlete's training, thereby changing the way they train and implementing specific days for the athletes to work on their mental health the same way they would work to strengthen their bodies physically.

However, things were not always this progressive on this subject of mental health. Athletes who admitted to having a diagnosis or needing help would often be seen as "weak" or "unable to handle pressure," and this could negatively impact their chances of playing at the highest levels. Now that more athletes are speaking out and advocating for their mental health needs though, leagues and teams are facing a dilemma that they have never had to manage before: weighing the mental health and well-being of their star athletes, ensuring that they are able to make profits, and keeping the fan bases happy and attending the games. Currently, these dilemmas are being played out in two of the four major sports leagues in the United States: The National Basketball Association (NBA) and the National

MyNetworkMag.com

Football League (NFL), with star athletes in both leagues starting to talk more about their mental health and starting to take breaks mid-season at a higher rate than before.

Since this is the landscape that the sports world is currently in, it brings up a great question: What happens next? The answer to that question can be answered very simply: we deal with it.

Dealing with this situation starts by educating young athletes about the importance of mental health wellness as a part of maintaining physical health well-being, not as a separate facet. The connection between the mind and body is a powerful and complex relationship, but one that’s balance is essential to maintain for any person to function to their highest potential. Additionally, the NFL and NBA can and should be viewed as leaders within this process as both leagues have already been shown offering public support to their athletes during these times. Prominent sports analysts have also jumped onto this bandwagon, with many taking a supportive stance and expressing this as an avenue to have mental health concerns be treated similarly to physical injuries in the manner

they are discussed and handled by all parties involved.

At this time, it seems that this is a topic that will not be going away anytime soon, with leagues, teams, athletes, analysts, and the public all attempting to navigate and traverse this developing landscape as topics that were once considered to be opposites or taboo to talk about together are suddenly being discussed openly in a way not seen before. Ultimately, the first step is to talk openly about this subject as well as for people to seek out education about topics that they are not as well educated about to ensure that misinformation is not being spread. These small changes could have a lasting impact, not only on the world of sports but on how mental health is viewed in general.

LEHIGH FINANCIAL GROUP, LLC #1 Commercial Mortgage Brokerage Firm In the Lehigh Valley for over 20 Years Offering Commercial Real Estate Financing, SBA Lending & Bridge Loans For Real Estate Investors and Small Business Owners

Jeff Barber

Mike Gilbert

Lewis Edwards

Antonia Trigiani

Tiernan Gilbert

LEHIGH FINANCIAL GROUP, LLC 122 North 5th Street • Allentown, PA 18102 Office: 610-821-6870 • lehighfinancialgroup.com

Kim Saraka

Greater Lehigh Valley REALTORS® Release 2021 Annual Market Report JUSTIN R. POREMBO, CHIEF EXECUTIVE OFFICER, GREATER LEHIGH VALLEY REALTORS®

As the premier source of real estate information in the Lehigh Valley and its surrounding communities, the Greater Lehigh Valley REALTORS® (GLVR) is pleased to provide an in-depth report on the 2021 local housing market.

The information that follows is an overall look at the 2021 housing market, in addition to predictions for 2022.

2021: The Year of Inventory (Lack Thereof) and Prices (Records Were Broken) Fervent buyer demand, driven by pandemic-induced changes to housing needs and preferences, reached extraordinary levels in 2021.

The inventory of homes for sale remained low, as home seller activity did not rise proportionally to meet this demand. New construction activity, while strong, remains limited by a combination of material and labor shortages, rising material costs, and a regulatory and operational environment that makes it difficult to scale quickly.

The strong seller’s market of 2020 continued and even strengthened in 2021, with inventory levels remaining low and multiple offer situations common across much of the housing market both locally and nationally. Multiple offers again drove prices significantly higher for the year. Locally, the record for Median Sales Price in Lehigh and Northampton counties broke multiple times. The record was first broken in June (and met in July) at $275,000. December then broke the record again, coming in at $278,000.

Digging Deeper into 2021 and the Numbers (Lehigh and Northampton counties) SALES: Pending sales increased 5.0 percent, finishing 2021 at 8,834.

Closed sales were up 6.0 percent to end the year at 8,672.

LISTINGS: Comparing 2021 to the prior year, the number of homes available for sale was lower 39.5 percent. There were 456 active

20

NETWORK MAGAZINE

listings at the end of 2021. New listings increased by 5.0 percent to finish the year at 9,984.

LIST PRICE RECEIVED: Sellers received, on average, 101.6 percent of their original list price at sale. Year-over-year original list price increased 2.3 percent.

DISTRESSED HOMES: Forbearance efforts by the government and lenders continued for much of the year, limiting distressed sales activity once again. In 2021, the percentage of closed sales that were either foreclosure or short sale decreased by 11.1 percent to finish the year at 0.3 percent of the market. Foreclosure and short sale activity may increase in 2022. However, the strong gains in equity seen by most homeowners in the last few years will help to limit the number of distressed sales.

PRICES: Home prices were up compared to last year. The overall median sales price increased 13.2 percent to $259,225 for the year.

Single Family home prices were up 14.2 percent compared to last year, and townhouse-condo home prices were up 10.1 percent.

What to Expect in 2022 The 2021 housing market was once again strong both locally and nationally. Inventory shortages and high buyer demand continued to push home prices higher, with multiple offers on a limited number of homes the common theme in most market segments.

Looking ahead, familiar trends will keep pushing home prices higher still. As mortgage rates are likely to continue to rise over the year as well, housing affordability will remain an important factor to watch.

Full Annual Report Curious to know what else the Annual Report contains? Contact a Realtor® today for more information or for a full market analysis. You can find a Realtor® at www.GLVR.org.

www.MyNetworkMag.com

She knows dog parks.

Not to mention the best veterinarians, coffee shops, and farmers markets. If you’re buying a new home in a new town, work with someone who knows the community, not just the market.

Working with a local Realtor® is 100% worth it.

GREATER LEHIGH VALLEY REALTORS®

www.greaterlehighvalleyrealtors.com

ACCEPT B2B COMMERCIAL PAYMENTS TO OPTIMIZE ORDER-TO-CASH MIKE LICHTENBERGER, EN TRUST COMMERCIAL PAYMENTS

Modern business is changing the way B2B Commercial Payments are made. We have seen a significant shift toward companies adopting digital payments. Customers are demanding a frictionless experience.

Businesses are too busy to investigate, let alone adopt automation in their accounting functions, so they suffer from a long collection process with little extra cash on hand. An unintended consequence is providing customers with generous terms and payments over time while the merchant waits for their money.

Understanding those challenges associated with managing payments from clients can help you choose a system that works for your business. Key performance measures include reducing payment delays and risk affecting business-to-business [B2B] sales operations.

Order-to-Cash in operations is about your company’s agility to turn around a customer’s order into payments. Since the payments industry is increasingly complex, cash flow and collecting your receivables can become a challenge for many businesses.

B2B payments are commonly used for commercial and institutional customers, often accompanied by a purchase order and future invoicing. Credit terms and credit limits may be set for your preferred customers, often with a small discount for prompt payment. B2B payments are generally made once the goods are delivered or services provided. Billing is done in arrears and is often used for recurring purchases.

COMMON B2B PAYMENT METHODS There are several common methods for B2B Commercial Payments.

Offering them makes it easier for your customers, especially while you are trying to grow your business. There is always a "cost of money," and the issue of the float is associated with any method of payment, and offering options is a best practice. Among those we are most familiar: Checks: Commercial checks still make up nearly 40% of all B2B transactions; however, these payments, while convenient, are combined with customer inefficiencies. Delays occur due to internal process obstacles in Accounts Payable and result in “slow-pay.” As

22

NETWORK MAGAZINE™

check writing is a manual process, some companies purposely delay payments to maximize their cash flow.

ACH Transfers: electronic payments are an option that transfers funds directly from customer to supplier through each parties' financial institution. These payments are often issued in just a few days, once authorized, and are secure. Be mindful ACH is also a manual process prone to mistakes and delays.

Credit and Debit Cards: Most enterprises have a business-only credit card for expenses. Many also have Payment Cards for completing B2B purchases. This is a simple way to track payments, particularly for recurring transactions. B2B payment card transactions carry a discount fee to the merchant like retail and consumer payments.

If not managed, commercial payments can be costly as they carry a higher interchange rate due to risk. The risk of non-payment to the bank issuer is often offset by a corporate guarantee, but still, there is the risk of fraud. Often these purchases are made as card-notpresent, and fraud risk can increase by larger transaction values.

These risks can be mitigated and costs reduced by providing Level II and Level III information.

LEVEL II AND LEVEL III PROGRAMS To promote B2B transactions, lessen risk exposures, and reduce the overall cost of accepting payment cards, merchants may take advantage of Level II and Level III interchange pricing. In most cases, your payment processor can provide a means to reduce the cost of accepting cards by collecting some additional information at the time of payment. This makes accepting credit cards for commercial payments an attractive option for merchants.

It is more than asking, “what’s your rate?” Merchants may qualify for lower commercial rates and encourage customers to pay by credit and payment cards. Level II and Level III interchange pricing by your merchant processor may help you accelerate invoice payments, give you payment certainty and reduce the cost associated with delays by their customers.

MyNetworkMag.com

Using a systems gateway, the merchant provides key data such as a commodity code or the part/product number, per-unit pricing, and sales tax. Additionally, knowing the purchase order, customer address, and invoice number create a level of transaction intimacy that reduces the risk of fraud.

Knowing your customers’ preferences and understanding B2B Payments can improve your balance sheet. The discount fee and interchange rate for your transactions can be significantly reduced

by qualifying for Level II or Level III pricing. Given a choice, most customers will prefer to pay their invoices electronically. This can be accommodated through a virtual terminal, integrated payment pages, and email invoicing.

With top-down transparency, a merchant can identify customers who pay on time and those who are slow-pay. Commercial Payments can make a difference.

enTrust Commercial Payments Your customer experience is absolutely vital to your success.

We put stewardship into merchant services!

There is so much more than “What’s Your Rate?”

Contact us to learn more about our complete suite of payment solu�ons and begin to op�mize your Order-to-Cash processes.

Call: 610.216.1442 Visit: www.entrustmerchant.com Email: info@entrustmerchant.com

enTrust Merchant Services A company of Sherwood Management Group LLC

enTrust Commercial Payments is a managing ISO/Agent of BAC | Credoma�c [NYSE:AVAL] and a registered ISO/MSP of BAC Florida Bank, Miami, FL. enTrust Merchant Services is an ISO/Agent of Priority Payment Systems LLC [NASDAQ:PRTH] and a registered ISO/MSP of Wells Fargo Bank, N.A., Concord, CA; Synovous Bank, Columbus, GA; and Axion Bank, N.A., Maitland, FL.

Not Your Grandparents Life Insurance Policy RAY BRIDGEMAN, BRIDGEMAN STRATEGIC CONCEPTS & NETWORK MAGAZINE Everyone knows the best way to provide for your family if you pass away is through life insurance. Think about it, if you are the majority breadwinner or splitting the employment load, if you, your spouse, or both of you pass, how will your survivors make out financially? Would they need to sell the house or liquidate investments just to make ends meet? No one wants to think about it, but the hit by a bus strategy is one that families should look at and protect those you leave behind, especially if it is unexpected.

Have you ever thought about life insurance to become debt-free?

Certain whole life products can be used as your own bank. You target an amount you need to pay off your home, car, and/or credit cards.

An insurance agent can work with you to create that plan using life insurance cash value to pay that off a lot of times sooner than you think, and you still have a death benefit protecting your family. Using this strategy doesn't have to cost more than your current monthly payments to your debt. It's really a neat concept and a great way to reduce debt, become debt-free and protect your loved ones.

What about using life insurance to save for college. Sure, there are other vehicles like 529 plans, but those are subject to the ups and downs of the market. What if you contributed all that time, only for a downturn in the market right before the freshman year? Life insurance could be used to supplement some of those other savings’ tactics that may be more volatile. Some of those plans are restrictive and can only be used for qualified education. What if little Johnny doesn't go to college? Sometimes those other vehicles would hit you with a penalty if used for non-educational purposes. That cash value could then be used for a nice down payment on a house, paying for a wedding, or

24

NETWORK MAGAZINE

future purchases. There could also be an advantage for you using a life insurance product, so little Jane or Johnny qualify for a little more financial aid. Cash values from your life insurance are not counted as assets when applying for financial aid, but 529 plans and investment money are.

It is recommended that you have 6 months' reserves saved in case of an emergency. Are you prepared to cover you and your family's expenses if you get laid off? Wait, you took out a life insurance policy years ago. What is the cash value? Maybe you are in better shape than you thought.

So, you say I saved and invested well for retirement. Can't wait to travel and see the world. Wait, the market takes a dump on you right after turning in the paperwork. You would normally withdraw from your investments, hopefully when they are up, but what if it declined and now you have less to enjoy retirement. The whole life policy you have will allow you to borrow from that, giving time for your investments to bounce back. Also, withdrawing from the cash value growth is tax-free.

Not all your retirement investments can say that.

Life insurance is an asset that could help during the downturns in the markets when needing cash. It protects your loved ones and can leave a legacy for your children or grandchildren. If you don't have this as a piece of your portfolio, ask your advisor why or find one that can explain the ins and outs of owning this important asset. Whole life insurance isn't just to leave a legacy but can be used in so many different ways. Your grandparents would be proud.

www.MyNetworkMag.com

The Question That Reveals Volumes about Your Company’s Culture PAT D’AMICO, ABOUT-FACE DEVELOPMENT, LLC

When I am initially engaged by an organization to help them address leadership competency and skill deficiencies, I begin every engagement with a diagnostic, much like in medicine -- a collection of data to identify the real and specific causes.

As part of that diagnostic, conducting interviews with employees is one of the most enjoyable and revealing functions I perform as a leadership consultant. While surveys may result in a greater volume of data, my experience is that one-on-one interviews provide significantly greater insight and depth to an organization’s leadership challenges.

Over the years, there is one question I ask during those interviews that have provided incredible insight into the organization’s culture, and I’ve also seen its link to employee engagement, employee satisfaction, and organizational performance: “Tell me about what it’s like when you make a mistake or error in your organization?”

I ask this question in all my diagnostic interviews, from the individual contributor to senior staff level and everyone in-between. The results have been eye-opening. In reviewing the most common answers, I would place them in 3 buckets: "A mistake? I do everything I can to hide it. We live in a zerotolerance culture."

This response is, unfortunately, all too common. Many employees who reply this way go on to reveal their opinion that each known mistake negatively impacts their performance reviews, promotion chances, and increases pressure from their manager. When I dig in about how keeping these to themselves may result in others making

26

NETWORK MAGAZINE

the same mistakes, I might hear something like, “I do feel bad about that, but I just can’t risk it.” In my experience, the more common this response is in an organization, the more likely I am to see issues with undesirable turnover, poor performance, and a general attitude of mistrust and lack of collaboration.

"If my boss knows or needs to know, that’s okay, but they usually will help me keep it between us.”

What’s interesting about this reply is that often, with additional discussion, it becomes clear that this approach usually is not applied equally or fairly. One employee told me, "My boss likes me and supports me, so I'm pretty fortunate. There are others they would not keep it quiet, especially if they are trying to get rid of them." If this sounds like playing favorites, it most certainly is! When I hear examples like this, it is not uncommon to learn from the leaders that they “selectively” reveal errors of their employees, especially those they have deemed under-performers. While this logic may seem to make sense to a manager, it creates not only an environment of mistrust but often also fuels behind-the-scenes disgruntled employee group think/discussion, which becomes increasingly challenging for leaders. Leaders often have low performers that need to be managed; however, addressing the deficiencies in their performance should follow sound principles and processes, not rely on looking for and exploiting "Gotcha” moments.

"I'm not only encouraged by leadership to learn from it but we are also encouraged to share it with others to help them learn and grow."

When this is a reply from one employee, my experience has been this will be the reply from most if not all. When asked, “Is that valuable?”, employees will excitedly share how they believe it:

www.MyNetworkMag.com

• • • • •

It's rare to see management in organizations encourage learning from mistakes Creates comfort knowing they are not alone or fearing ostracism for making mistakes Benefits them by learning from others’ mistakes and helps them avoid the same ones Fosters an environment of trust Significantly increases their trust and respect for the leaders who are also willing to admit and share their own mistakes.

In organizations where this has been the case, I have seen a stronger culture, better performance, and greater employee longevity. One employee told me, “I can’t imagine working anywhere else because of this.”

So, ask yourself, “How would our employees answer that question?”

Bio Pat D'Amico has over 30 years of management and leadership experience, including combat tours in the US Army and over 25 years in the medical device and pharmaceutical industries.

His functional leadership roles have included sales, marketing, recruiting, commercial operations, national accounts, and training. His consulting practice is focused on leadership development and Executive Coaching. Pat holds a Master’s in Education and an Executive Coaching Certification from UC Berkeley. He can be reached at pat@aboutfacedev.com.

Add-Backs To EBITDA Can Substantially Increase Business Valuations CHARLES FAY, SENIOR M&A ADVISOR BMI MERGERS & ACQUISITIONS

EBITDA is an abbreviation for “earnings before interest, taxes, depreciation, and amortization.” It is calculated by taking operating income and adding back to it, interest, depreciation, and amortization expenses. EBITDA is a key metric widely used by financial and investment professionals operating in the lower-middle market to analyze a company’s operating profitability and estimate valuations.

The first step in estimating a market-based valuation is to calculate adjusted EBITDA. This metric is used to “normalize” income and expenses based on what a new buyer should expect.

The recommended approach to calculating adjusted EBITDA starts with operating income and then adds back interest, depreciation, and amortization. Additional add-backs to operating expenses should then be accounted for. The adjusted EBITDA for each year should then be totaled, and a multi-year average calculated.

Common Addbacks to EBITDA: Owner Compensation: Many closely held private companies’ owners compensate themselves with generous salaries, bonuses, and benefits. While nothing is wrong with this approach, an acquirer is unlikely to pay that level of compensation to the new executive.

Therefore, the add-back is the difference between the expected go-forward amount and the current amount. Note that the go-forward salary for such a position should be “at arms-length” (no ownership) and represent the amount that would be paid for “like services by like organizations in like circumstances.”

For example, an owner paid himself a salary of $500,000. If the industry benchmark for such a position is $200,000, $300,000 would be the add-back. But conversely, if that same owner was paid just $100,000, there would be a negative add-back of $100,000.

Owner Payroll Taxes and Benefits: In addition to adjusting executive salary, be sure to account for the corresponding change in taxes and benefits. These add-backs can be significant. In the previous example, with a $300,000 salary add-back, there may also

28

NETWORK MAGAZINE™

be a payroll tax and benefit add-back totaling $45,500. This includes a payroll tax add-back of perhaps $24,000 (8% of salary add-back), a health insurance add-back of $15,000 (5% of salary add-back) and perhaps a 401K max contribution add-back of $6,500 (reduction from $26,000 to $19,500).

Rent: Many closely held private companies’ owners separately own the building and charge the business monthly rent. The monthly charge for rent can be significantly above or below the local market price for similar real estate. Buyers will want to pay FMV (Fair Market Value), and sellers are advised to research the local market for competitive pricing and include a positive or negative add-back based on the difference between the go-forward annual rent and the current rent. As an example, let’s assume the seller is charging the business $3/SF below market. A $20,000 SF facility would then have a negative $60,000 add-back.

Personal Expenses: Running personal expenses through the company is common in closely held companies. Any personal expenses such as those listed below should be identified and subject to an add-back.

• • • • •

Country club, or other club dues and/or fees Owner automobile expenses (monthly payment, insurance, gas, etc.)

Family members on the payroll that are not working in the business Travel, meals, entertainment for personal use, not business-related Any other expense that is personal in nature and not a businessrelated expense

Charitable Donations: Business owners are frequently active community members and sometimes make philanthropic contributions to nonprofit organizations. If a new owner could forgo these gifts without impacting the business, they can be listed as add-backs to impact EBITDA positively.

MyNetworkMag.com

One-time Non-recurring Business Expenses: Each of the expenses listed below should be examined individually to validate they are rare and truly a one-time occurrence. If so, they qualify for add-backs.

• Legal fees • One-time bonus • Discontinued operations • Failed initiative • Bad hires • Professional costs associated with selling the business (Accounting, Advisor, Legal) • Rare severance settlements

historical multiple of EBITDA. We have pointed out that the EBITDA should be adjusted and “normalized” to reflect what a new buyer should expect to see post-closing. The most common add-backs to EBITDA include owner compensation and benefits, rent, personal expenses, charitable donations, and true on-time business expenses.

We have also noted that add-backs can be positive or negative.

In the example on the right, EBITDA totaled $1M. Therefore, if the industry multiple for such a business were 5x, the estimated marketbased valuation would be $5M. Note, however, that the adjusted EBITDA for this business totaled $1,320,500. Using the industry multiple of 5x, the same business would be valued at approximately $6.6m.

Addbacks That Are Typically Not Supported

By The Buyer:

Bottom Line

Employee Bonuses and/or Significant Retirement Plan Contributions: If such payments/contributions have been paid long-term, the buyer will not want to reduce such benefits and risk employee turnover. Instead, the buyer is more likely to continue such benefits for a period of time and perhaps modify or replace such benefits with alternative benefits in the future.

Good Rule of Thumb: If the company will incur the identified addback expenses post-acquisition, they are likely not legitimate add-back expenses.

Putting It All Together and Examining the Impact on Valuation: Market-based business valuations are frequently calculated as a

The value of your business should be based on a historical multiple of adjusted EBITDA that is normalized to reflect what a new owner would expect to see. Additionally, a seller may choose to identify a large number of add-backs. Note that buyers will review any and all add-backs with careful scrutiny, and we, therefore, recommend limiting the list to "significant items." Lastly, a recommended best practice to ensure maximum valuation for your business is to engage the services of an M&A professional to identify, validate and quantify all add-backs and do so before bringing your business to market.

Thinking about Selling Your Business?

Do you Know the Value of your Business?

Contact Us for a COMPLIMENTARY Business Valuation!

M&A Advisors | Investment Bankers | Business Brokers Certified - Confidential - References

BMI Provides Proven Results.

Contact David Olson (m) 610-504-4880 BMImergers.com Dave Clark

Offices in Lehigh Valley, Philadelphia, Chicago and New York

Tom Kerchner

David Olson

Mergers & Acquisitions

Since 2007

Securities transacted thru StillPoint Capital LLC, Member FINRA and SIPC

Life lessons I learned the hard way.

WILLIAM CHILDS, CREATIVE DIRECTOR KITCHEN MAGIC

While I may not be thrilled with the knowledge that I'm getting older by the second, I recently made peace with the fact that with age comes a realization that life is the best teacher. Of course, in school, the lesson comes before the test. But in life, the lesson comes after the test. So I thought I would impart some of the best lessons that I learned the hard way; experience.

The world doesn't care if you love your job. The world owes you nothing, nor is it responsible for your overall happiness. But, on the other hand, the world doesn't want or need any more mediocrity, which happens when you do work that's not your passion. The best way to ensure you do work that feeds your soul is to match your talents with your authentic self. Author Kristen Hannah offers this rather blunt assessment, "Finding your passion isn't about jobs or money, it's about finding your authentic self. The one you've buried beneath other people's needs."

Sometimes you can draw more inspiration from the people who don't believe in you than from those who do. I have always found it incredibly motivating when people would say that I couldn't do something. That's usually all I would need to put me on the road to accomplishing the goal. Never let anyone tell you something is impossible when it involves your hopes and dreams. History is full of great ideas that started out being ridiculed by those who couldn't see their potential. I would encourage you to use that rejection as fuel to propel you to success.

Failure and success need each other. Failure and success are intrinsically linked. You can't have one without the other. The exciting part about failing that nobody teaches you is that you can glean valuable lessons from it if you're open to discovering them. People are often too quick to tell you something's impossible because they

30

NETWORK MAGAZINE™

are too afraid to try it themselves. Don’t let their fear rob you of opportunities. Hockey legend Wayne Gretzky said this about failing, "You miss one-hundred percent of the shots you don't take."

Humility is a sign of strength, not weakness. Humility is the secret weapon to ward off the nasty effects of an overinflated ego.

Approaching your work with humility opens you up to learning new techniques and skills which will help you get better at your craft.

There's a considerable difference between ego and arrogance. Don't let arrogance cloud your judgment in how you interact with the world.

Leadership expert John Maxwell believes, "Have the humility to learn from those around you." Being willing to share your weaknesses openly is a sign of a great leader. If you can show vulnerability, you'll be amazed at how powerful that can be as a tool to help build trust and strengthen the bonds with the people you are leading.

Conformity is a career killer. As much as we like to think of ourselves as free thinkers, society often encourages us to fit in and go with the flow. If you have a dream, you have to protect it, nurture it. The world isn't going to arrange itself to make your dreams come true, that's on you, and you won't be able to if you buckle every time you meet a little resistance. Your job is to make sure you keep moving forward and weed out those people who would seek to derail your hopes and dreams. You owe it to yourself to never stop growing, evolving, learning, and transforming into the best version you can be.

That takes grit and an unwavering determination to stay on the path you've set for yourself. I'll let American poet Walt Whitman have the last word here, "That you are here, that life exists, an identity. That the powerful play goes on, and you may contribute a verse." What will your verse be?

MyNetworkMag.com

MAKE EVERY DAY A NETWORKING EVENT CUSTOM CABINETS

•

CABINET REFACING

•

LUXURY COUNTERTOPS

PA017137

Since 1979, we’ve beautifully designed, manufactured and transformed nearly 60,000 kitchens.

Family-Owned I Award-Winning I American-Made

800.237.0799

I

kitchenmagic.com

Goals That Matter The Most MICHAEL BARROVECCHIO, COACH AND PRESIDENT, CAPO LEADERSHIP CONSULTING You are wonderfully unique with a unique purpose in this life. The world needs you at your best, and setting and achieving the Goals That Matter Most are essential for you to become your Best Self However, most people are not intentionally setting goals or are setting goals that really don’t matter.

Here is how I help our clients set Goals That Matter Most.

Clarify Your Values

Meaningful goal setting starts with clarifying your values, which are the deeply personal, non-negotiable things that matter most to you.

This is your Why. You are drawn effortlessly toward your Values. They are not just what you consider to be good. They are what is most important to you that you will sacrifice and fight for in your life.

What do you value? If you could only choose your most important 3–5 Values, what would they be? Write them down.

Create and Clarify Your Vision

The next step to setting Goals That Matter Most is to create and clarify your Vision. Your Vision brings your Values to life. It is the powerful picture of your most fulfilling future life. It expresses your deepest desires, honors your uniqueness, and is the filter through which you make decisions to create the life you love.

This is your What.

Your Vision empowers you to stay focused on the things that really matter to you. It is a vividly clear picture of the life you desire.

Your Best Possible Future Self

There are two types of Goals: Performance Goals and Growth Goals.

Performance Goals are SMART Goals: • • • • •

Specific Actionable Measurable Relevant Time-bound

Examples of Performance Goals are: • I will lose 20 pounds by July 1 • I will make a million dollars this year • I will read one book per month beginning February 1 For each Performance Goal, ask yourself, “What fear, habit, or distraction will get in my way when accomplishing this Goal?”

The answer to that question helps you set Growth Goals.

For example, if your Performance Goal is to double your revenue this year, yet you fear asking your clients and prospects for higher fees, it’s time to set a Growth Goal. A good Growth Goal would be to learn how to confidently articulate your value, and your best next step may be to hire a Coach to help you do that.

Write Goals Down and Be Accountable

Research suggests that writing goals down make you 39.5% more likely to succeed. If you also send progress reports to an accountability partner, it jumps to 76.7%.

Write down each Goal, how it supports your Vision, and the steps required to achieve it.

Created by Dr. Laura King, a researcher at Southern Methodist University, the Best Possible Future Self is a powerful exercise that will help you create your Vision for your perfect future life.

You simply write about your life in the future, using the present tense.

Imagine what your Best Possible Self is like 10–15 years in the future.

How do you feel? Who are you with? What does your day look like?

Make sure each Goal is required to bring your Vision to life. If it does not, it is a distraction. Delete it.

Where are you? Who do you impact?

Take action required to achieve your Goals. Create a result, learn, and adjust daily.

Write as vividly and specifically as you can about your Best Possible Future Self. Envision yourself there. As you write, consider all key areas of your life such as relationships, career, finances, health, recreation, and spiritual life. Make sure that your Vision honors your Values.

Take your time. This may take more than one session but creating a clear picture of your most fulfilling desired life is worth the investment.

You have just created and clarified Your Vision.

Track your progress and send these reports to an accountability partner weekly.

Get to Work!

The World Needs You You have a specific purpose in this life. Your Values, Vision, and Goals will help you step into your unique place in this world to be the Best Possible You. Please don’t make us wait much longer!

Michael Barrovecchio is a certified Coach and President of CAPO Leadership Consulting. Reach him at 732-713-1900 or Michael@ CAPOLeadershipConsulting.com.

Define and Clarify Goals That Matter Most Just as your Vision brings your Values to life, your Goals should bring your Vision to life.

This is your How.

32

NETWORK MAGAZINE™

MyNetworkMag.com

LET’S TALK BUSINESS. MYCONCIERGETM Masters of multi-tasking love the convenience of banking with our MyConcierge service. It’s a direct line from our mobile app to a Members 1st associate, a concierge who makes it their goal to help you achieve yours. Best of all, Deb’s ready to get to know you and work with your business.

NEW BRANCHES OPENING T H R O U G H O U T L E H I G H VA L L E Y I N 2022

OPEN AN ACCOUNT TODAY.*

DEB PERINI

Personal Concierge (717) 743-7976 PeriniD@members1st.org

*Must meet current eligibility requirements.

MEMBERS1ST.ORG (800) 283-2328 FEDERALLY INSURED BY NCUA. 7-21-007

Getting Results BILL HINDLE, PRESIDENT, HINDLEPOWER

An old friend of mine would say, “Leadership gets results." I always found that phrase too hard and cold. So, I did not use it, but I did not forget it. I leveraged it, and as my experience grew, I saw increasing evidence of its truth, albeit I moderated the phrase to “Great leadership creates great results.”

This is the theme of this article, and I have written with the end in mind; of how good it can be and the kind of great results that great leadership can create.

I am the founder of HindlePower, a company with 22 years in the making. Our results are both great and, I believe, achievable by any organization. Yet to get there, we've always followed the path less traveled.

We enjoyed double-digit annual revenue growth for fifteen consecutive years, progressing from being a small supplier to the acknowledged industry leader. Our gainsharing paid out the maximum 20% additional wages for years, and our accountants routinely told us that financially, we were in a league of our own. Yet, we never focused on achieving profits, never believed that bigger was better, never asked our sales team to grow.

Our quality is known to be the best in our industry. For several years, we believed so much in our ability to build quality into the product that we eliminated our final inspection. During those years, our quality was outstanding, building a reputation worth millions. Yet, it was the result of enriching and growing our people rather than statistical process control. Unlike the rest of our industry, we fix products for free, for their lifetime!

The attendance of our hourly staff - roughly 65 people - year after year is between 96 and 99%. Yet we use no time clocks, and one of our core principles is "family comes first.” Our employees go home at their discretion to take care of family matters, returning to make up their 40 hours.

Our staff retention is very close to 100%. Our philosophy attracts good people, and it is very rare for anyone to quit.

Innovation, new ideas, and growth come from everyone.

Everyone in our company is a professional and is treated as such. If they do not have a degree when they are hired, they can earn one from our HindlePower University. When I asked one of our recent graduates where he put his diploma, he responded, "Above my mantel in my living room." He was 68 years old at the time. Our people feel a sense of empowerment, belonging, and are engaged.

environment built on mutual trust and respect for all? We have no locks and no cages. There are no locked doors. We have great camaraderie, are motivated, laugh, and smile a lot.

I believe business success should be judged not only in dollars. It’s also the well-being and quality of life of our employees – and even after our retirees have left us, they hold a place of honor and, consequently, routinely stop in for lunch and are always available to help us.

It's here that I believe leadership really connects with results because when business leaders genuinely and wholeheartedly put their people first, then the result will be a great culture.

And a great culture leads to great results. A study suggested that 94% of executives and 88% of employees believe a distinct workplace culture is important to business success.1 – and I agree with all my heart.

The more HindlePower has focused on our people, our working environment, and our culture, the stronger our bottom line has become – and we’ve become such advocates of this approach that we have devoted time to analyzing the component elements. I am now sure that my old friend was right. Great leadership does create great results, and I believe we have achieved ours by tapping into the limitless potential of American workers. That's where we found the magic!

Biographical details Having graduated from Lehigh University with a BS in Mechanical Engineering, William A. (Bill) Hindle has amassed 42 years of leadership experience and business achievement, most notably as President of HindlePower.

In 2014, at the request of the State of Pennsylvania, he composed and taught a 40-hour program for CEOs. He talks at various functions each year and is renowned as an engaging, world-class speaker.

Bill will soon be releasing a new book - Business Culture: How to Create your Masterpiece’ - and leading a unique Leadership Development Experience in Provence, France (www.thehindle. com).

He can be reached at bill@thehindle.com.

No doubt, these results are the product of a happy workplace.

We live our life but one time. Is it not better to do so in an

34

NETWORK MAGAZINE™

MyNetworkMag.com

“When you appreciate the good, the good appreciates.”

LEADERSHIP

CULTUR E ART FR ENCH CUISINE

Create a Masterpiece in your Business Culture: Leadership Development with Art & Soul

17th CENTURY CHÂTEAU

The Hindle is a most unique experience. Held in Aix-en-Provence, France, we

explore business culture and leadership with art and soul. Imagine learning how to transform your leadership and your company’s culture, then taking a

lesson from Vincent Van Gogh and Paul Cezanne, as we paint in their footsteps in the landscape of Provence. This immersive, life-enhancing week will help you become a better business leader. It will change you. Forever.

Based on the upcoming book “Business Culture: Create your Masterpiece” by William A Hindle

NEXT SESSION

June 5-11, 2022

Aix-en-Provence, France

610-349-5203 thehindle.com

Taking the Leap: A World of Possibilities NINA BOODHANSINGH, ARTIST, MURALIST, AND MIXED MEDIA DESIGN

As humans, it’s easy for us to get wrapped up in the hustle and bustle of everyday life. We are absorbed in everything except dedicating time for ourselves. Time for reflection and taking care of our mental health is essential in today’s world. Work the overtime, run the dog to the vet, take the kids to soccer practice, hit the gym, stay at work to perfect a project, scroll through social media until we are numb. Rinse. Repeat. Yes, a lot of these things are our responsibilities and need to be done, but when was the last time we stopped to think about our passions?

Since I was a child, I have had a love for art and being creative.

My mother painted beautiful designs on flower pots and sold them at a local craft shop. I admired her for this. She made coin pouches that I'd show off in grade school and say, "Look what my mom made!" I knew I wanted to follow in her creative footsteps. Time passed, and I went to college. I studied Communications, which eventually led to Communications in the Arts. After receiving an A.A. in Communications, I shifted my focus to Fine Arts. I graduated with a B.F.A. concentrated in painting.

Entering the working world, I landed my first “real” job in podiatry. This was not ideal, but at 22, it was fine. For roughly eleven years, I bounced between several healthcare and compliance positions while expanding my professional artist portfolio on the side. Even though I had residencies, exhibitions, and community studio space, something was eating away at me, and I was forever unsatisfied. Often asking myself, “When will I find a job I truly enjoy?” I was looking in all of the wrong places. I was afraid to take a leap and move out of my comfort zone. The answer had always been within me.

Rewind to 2020 when the pandemic hit. Businesses closed, workers were furloughed, hours were cut, people started working from home, and the country went into lockdown.

During this time, I experienced a huge shift in my mental health. I questioned my life goals and my career path and took a deep dive into my passion for the arts. I decided to

36

NETWORK MAGAZINE™

focus more on my art career and cut down to part-time work.

Eventually, another curveball was tossed my way, and I pushed to go back to work full-time. Things began to plummet; I started to sink. I wasn't following my gut, and I was trying to stuff myself into a box that wasn't fit for me. I persevered, yet I was mentally deteriorating. Something had to change. Then along came "The Great Resignation." In November of 2021, after many trying times, I decided to resign from my position in health care compliance and completely leave the organization in which I was employed. It was time to grow my personal career. Terrified of what would come next, I knew it was for the best. When taking such a risk, be sure to have: •

A strong support system;

•

Enough money to cover finances for 6-12months; and

•

The resources and tools to get you on your feet.

Over the last several months, I have expanded my personal business. I have never felt so liberated and happy. I am creating and showing more art, collaborating with the community, mentoring, painting murals in homes, offices, and local businesses. I also have a new endeavor to be announced this spring!

My father always told me, "Nothing is temporary. You don't have to stay in a career that makes you unhappy. You control your future." Dad is right. We control our future and our happiness. We are capable of achieving more than we think.

I'd like to offer some advice. Have confidence in yourself and in your future. Network, create a personal brand, and market your business. Take advantage of seminars and workshops in your field. Stay educated on current events. You will hit roadblocks; people will doubt and discourage you. Be persistent. A seed does not sprout without water and sunlight.

That sprout will not bloom into a flower without continuous care. Be kind to yourself. It’s a world of possibilities.

Take the leap.

MyNetworkMag.com

Nina Boodhansingh

Nina Boodhansingh

The Power of Partnering with a Video Production Team KATIE SANTANA, VICE PRESIDENT OF PRODUCTION AND OPERATIONS ASR MEDIA PRODUCTIONS

Carole King said it best: winter, spring, summer or fall, all you have to do is call, and I'll be there. When she wrote these lyrics, perhaps Ms. King wasn't referring to a business relationship. Still, this sentiment captures how symbiotic a good partnership can be. Scooby and Shaggy, bacon and eggs, business and video production.

The research is in, and it's no surprise to anyone with a pulse in 2022 that video remains a key priority for marketing. According to Hubspot, consumers continue to use video as an integral part of their journey with brands. The evidence for a positive ROI on video content is irrefutable as it continues to strongly influence traffic, leads, sales, and audience understanding. Great news for those of us in the video production industry… but how do we make it great for everyone else?

In business, strategic partnerships can offer opportunities to grow your business, improve outcomes, increase loyalty, and build a brand.

While one-off video projects are a thing, ASR Media Productions does not consider itself simply a video vendor. We partner with clients, whether on retainer or through long-term projects, to build an alliance of knowledge, trust, collaboration, and most importantly, content! The ASR crew becomes an extension of our client’s team, learning the ins and outs of a company, its voice, its mission. We truly become a friend.

With a plan in place and a fully staffed video production house, this arrangement is destined for greatness: •

•

38

We partner with you. Work with a team that doesn’t just understand your project but understands your business and what’s important to you. Minor edits, stopping by your office to capture footage of a fortuitous event, following employees as they volunteer are chances to better tell your story and are always part of our package. We don’t hire organizations who nickel and dime us, and neither should you.

We offer strategy. Footage gathered from just a single filming day will reduce costs otherwise spent on multiple one-off projects. A video partner, preferably a team, offers a project NETWORK MAGAZINE™

manager, producer, director of photography, extended crew to assist you in visualizing the calendar, strategically producing content, and rolling it out. Overviews, testimonials, team videos, commercials, and shorts for social media can all be captured in a single day with the proper plan.

•

We have producers. A dedicated production team will take the lead on managing your video projects, relieving the stress off your internal team. We will create production notes interview questions, write scripts, and organize/schedule all filming days.

We also manage the extended production team to ensure the vision is understood and achieved.

•

We bring a depth of skills and of equipment. An experienced team of professionals will support each project from start to finish, no matter what it entails. With the right team, all work remains in-house, from scripting and storyboarding to filming, drone footage, graphics, and even animation.

•

You always own your footage. Most videographers do not mention that they retain rights to all footage, which means they can potentially use your images, brands, people. At ASR, we securely store your footage, offer access at any time, upload B-roll for PR purposes, request permission before images are used for another project, even share with other collaborators. If it’s filmed for you, it should be yours.

•

We never place quantity above quality. Many video vendors rely on many small jobs. Therefore, quality often lacks in an effort to maintain timelines and turnover. A production team partner understands timeframes and the work necessary for all components needed to do the job right. We manage and do it all! The final product is a reflection of our skills as well as your company's, and we want it to be perfect.

•

Want 5-star video content? For quality storytelling and consistent messaging, to maximize video content and reach your audience, partner with a production company and harness their expertise to showcase yours. You've got a friend, and we can't wait to meet you.

MyNetworkMag.com

ELIMINATE THE RISK EXPERIENCE THE DIFFERENCE

www.asrmediaproductions.com

How People’s Perceptions of Your Vehicle Affect Their Opinions About You BILL FETTER, FOUNDER AND OWNER, IMMACULATE PAINT PROTECTION People say, “Dress makes the man—or woman.”

We don’t like to think that people’s perceptions of us are affected by how we look.

But they are.

Along the same lines, people judge us by our vehicles—by what we drive and how it looks.

“I used to drive a Nissan Altima, which was a very nice car,” said Sandie R., an accountant in the Lehigh Valley. “When my son began driving, I passed that car to him, and I treated myself to a brand new, black BMW 3-series convertible. All of a sudden, people started calling my boss and saying, ‘Your accountant must be paid well to afford that BMW.’” Perception is everything, and the feelings and opinions people form matter. They influence hiring and purchasing decisions, so these perceptions affect your career—and therefore, your life.

The type of vehicle you drive and how you maintain it might even influence how you feel about yourself.

“I used to drive a 14-year-old Honda CR-V, but I passed that to my sons,” said Jennifer Bright, founder of Bright Communications, a custom publisher in Hellertown. "I bought a brand new Honda Pilot, in a premium shimmery teal paint. When I drive my Pilot, I feel like a different person—like the type of person who’s successful enough to own and drive such a valuable vehicle. I had paint protection applied to it, and I wash it frequently, at least monthly. I find that the cleaner my vehicle is, the gentler I drive it. Also, when I meet with potential authors, I think when they see my well-maintained vehicle, it builds their confidence in me and my attention to detail.”

Car Washing 101 People often look at car washing as a chore, but actually, it can be enjoyable—even a hobby. It’s a great reason to be outside and get away from work, and it can even relieve stress. Here’s how to wash your car to keep it clean—and also to prevent scratches and marks that improper car washing can inflict on your vehicle.

The best rule of thumb: Anything that touches your vehicle could scratch it. Most important: Don’t use anything that’s been in your kitchen sink on your car—no scrub pads or scratch rags, ever.

Don’t take your car to an automatic car wash (except possibly a touchless one), and never allow your service center to wash it. We recommend washing your vehicle yourself, using the two-bucket method.

Don’t worry if this seems complicated. We have an easyto-follow, no-obligation, educational video at https://www. immaculatepaintprotection.com/gallery-faq.

High-quality soaps and tools make the job so much easier. To wash your car right, invest in the correct supplies:

• Grit guards: Place these plastic disks inside the buckets. They keep any grit off of your mitt and car.

• Microfiber towels: You could buy colored towels and use a color code system: • Black towels for rims and door jams • Large white or purple towels for drying • Red for interior

Two wash mitts:

• One for the body • One for rocker panels and underneath

High-quality, PH neutral car wash soap: Avoid wash/wax combinations because they don’t leave vehicles really clean. (Trying to do two things at the same time often means you’re doing two things badly.)

Drying aid/detailing spray: One brand to try is Gyeon Ceramic Detailer.

Bug and grime remover, such as Gyeon Bug and Grime: Follow the directions on the label for safe use.

Use the least amount of pressure possible to wash and dry your car.

Drag the wash mitt and towel across the car, using the weight of the towel to dry; don’t press. If you find yourself rubbing to get rid of something like a bug or tar, stop! You are going to scratch the paint.

You need a special cleaning agent, such as Gyeon Tar, for whatever it is you’re trying to rub off.

Pro tip: If you ever drop a wash mitt or towel on the ground – STOP. Set the towel aside and go get a clean one. Never use a dropped mitt or towel on your car.

If you use these tips to wash your vehicle, it will look better than 95 percent of other vehicles on the road. People will notice.

At Immaculate Paint Protection, we love educating our customers.

It's a way to share our passion with other people excited about their vehicle. We teach each of our customers how to correctly wash their cars, so they get the maximum benefit out of our paint protection services.

About the author: Bill Fetter’s passion for cars started at an early age, as he loved anything with wheels. Through his childhood, Bill observed his dad’s work as a mechanical engineer turned marketing manager and proud lifelong employee of General Motors. During high school, Bill honed his passion for cars by hand-washing and detailing his neighbors’ vehicles. Knowing he wanted to be in the automotive industry, Bill earned a degree in Industrial Engineering from Kettering University in Flint, Michigan. He’s worked as an engineer in the automotive manufacturing, medical device, steel industry, and pharmaceutical manufacturing fields.

Bill and his team share their passion for protecting new vehicles with the finest paint protection films and ceramic coating available at Immaculate Paint Protection, www.immaculatepaintprotection.com.

Two buckets:

• Fill one bucket with a soapy solution.

• Fill the other with clean water to rinse the wash mitt.

40

NETWORK MAGAZINE™

MyNetworkMag.com

Protect your vehicle today from damage tomorrow!

Immaculate Paint Protection shields your vehicle from road and environmental hazards while enhancing it’s appearance.

Our clear Paint Protection Film (PPF) helps prevent rocks and stones from creating paint chips.

Maximize gloss and make your vehicle easier to clean with our Ceramic Coating.

Scan to learn more

Bill Fetter – Owner

TM

484.602.7750

TM

ImmaculatePaintProtection.com

1855 Weaversville Rd. • Suite 103 Allentown, PA 18109

Cigar Review

STEVE ROWBOTTOM, CIGAR AFICIONADO CIGARS INTERNATIONAL

Ave Maria Holy Grail Churchill Nicaragua

7.0” x 48 Mellow-Medium

96-Rated

Eagle Rare Toro Dominican Republic 6.5” x 52 Medium 94-Rated

La Aurora Preferidos Ruby No. 2 Dominican Republic 5.0” x 54 Medium-Full 95-Rated

42

NETWORK MAGAZINE™

Graceful. Elegant. Sophisticated. I’ve had about a box-worth of Holy Grails from Ave Maria, and these three words always come to mind. Rarely will you find a Nicaraguan cigar that performs quite like this. Extensively aged Nicaraguan long-fillers create a silky richness with notes of toast, cashew and sweet cedar.

The San Andres binder offers a chewiness and earthiness that makes Mexican tobacco so darn tasty. Then the Connecticut wrapper creates a wealth of cream in the smoke that completes each puff. This is the ultimate celebratory cigar for expects and the novice alike.

Eagle Rare caught me by surprise. I tried Buffalo Trace and enjoyed it. Gave it a ’93,’ in fact. I like Buffalo Trace bourbon more than Eagle Rare…so I went in thinking I would be underwhelmed.

This is why I shouldn’t be allowed to think. The cigar is fantastic.

The smoke is creamy and toasty from start to finish, issuing a smooth, medium-bodied array of flavors. I notice peanut. I notice cedar. I notice a dash of white pepper, especially towards the finish. This cigar is legit and pairs perfectly with brown spirits.

It’s easy for me to find reasons to like this gorgeous Double Perfecto. The look. The size. The pre-light aroma. The factory.

The history behind it. Every time I light up a Preferidos I am reminded why these cigars remain the pinnacle of Dominican handmades. Currently, the Arapiraca-wrapped Ruby is my favorite varietal. I get a wealth of rich and hearty flavors from this cigar. There’s a nice, charry element, almost like hickory, that develops towards the end, completing a fine cigar I’ll reach for again and again.

MyNetworkMag.com

Liga Privada Unico Series Dirty Rat

Nicaragua

5.0” x 44 Full

94-Rated

Plasencia Alma del Fuego Candente Nicaragua 5.0” x 50 Medium-Full 93-Rated

Like most enthusiasts, I love the rich, chewy flavors of Liga Privada. And, despite not being a huge fan of corona sizes in general, I am especially fond of the Dirty Rat vitola. The Dirty Rat is small, but it’s loaded with big, complex flavors. There’s a sugary sweetness throughout that’s highly appealing and nicely contrasts a dank earthiness and undertones of oak and raisin. The smoke emits an oily, charcoal-like aroma that fills the room. For a little cigar and short burn, the Dirty Rat always satisfies.

Ometepe tobacco is one of the most unique in the world.

So unique, I always, instantly recognize the presence of these leaves when they’re in a cigar. The earthy and rich flavors have an incredibly distinctive twang. The strength is felt in my head, just behind the eyes, and has a calming effect. Plasencia Alma del Fuego employs both binder and fillers from the volcanic soils of Ometepe, marrying them skillfully with vintage Jalapa tobaccos to complete a cigar built perfectly for me. Earth. Leather. Oak. Spice. Espresso.

Stone fruit. Twang. Seriously, it’s all in there and it will calm your soul.

Scan to learn more

Set Sail on the Scarlet Lady JENNIFER DONCSECZ, CTIE PRESIDENT, VIP VACATIONS INC CERTIFIED TRAVEL INDUSTRY EXECUTIVE

What if there was a cruise line that didn't require a "formal dress night" or have set dining times with assigned seating among strangers, and there were no buffets? What if specialty dining at unique restaurants was included, and it was an adults-only cruise? These are the questions that Sir Richard Branson wanted to tackle when creating his new cruise line. He has definitely rocked the boat with his brand new Virgin Voyages, which set sail in the fall of 2021. This adults-only cruise line provides 20 restaurants and none of which feature buffet-style dining. All meals are included with each Virgin Voyages fare, so there aren't any surprises with the bill. There are a variety of late-night dining options, as well as high-end experiences.

There are no set dining times, no forced group dining, and the cruise fare includes wifi and gratuities. This past fall, the first ship to launch was the Scarlet Lady, which has 1330 cabins plus 78 rock star suites.

Branson also added a tech experience to this cruise line, with an easy-to-use wristband that is the key to your cabin, as well as what you use to purchase drinks and excursions. There is also a convenient app that allows cruisers to purchase tours, reserve dining times, book show tickets, communicate with guest services, and keep an eye on the onboard spending tab.

44

NETWORK MAGAZINE™

MyNetworkMag.com

Virgin Voyages features outside-of-the-box entertainment in several different venues. For those that want to stay up late, there are pool parties, nightclubs, and hip musical performances often taking place simultaneously in different areas of the ship. There is also a state-of-the-art gym with several daily classes from HIIT to yoga to aerial fitness. There is no additional fee for any of the classes.

There is a beautiful spa, a top deck walking track, a pool, Jacuzzi's, a basketball court, a casino and several shops on board, including a vinyl record store. There is a barbershop and the world famous "Squid Ink" tattoo parlor.

Currently, the Scarlet Lady is sailing from Miami on 3 or 4-night itineraries to the Caribbean. Within weeks, Virgin Voyages 2nd ship, the Valiant Lady, makes her debut. The Valiant Lady will be sailing in the Mediterranean, offering 7-13 day itineraries.

I was fortunate to sail on the Scarlet Lady in February. Having sailed on over 30+ different cruises, the new Virgin Voyages provided one of the best cruise experiences I have ever had. The crew, servers, and activity personnel go above and beyond and take service to a whole new level! Currently, Virgin Voyages is offering amazing promotions that include $100 cabin credit and solo traveler sales. If you are interested in sailing on one of the new Virgin Voyages ships, please contact VIP Vacations as they are the only travel agency in the valley with 3 gold tier Virgin Voyages specialists that have already sailed on the beautiful Scarlet Lady and have access to the latest sales and deals!

MyNetworkMag.com

NETWORK MAGAZINE™

45

Rebirth of the Grand Lady of Hamilton Street NANCY DERBY, DIRECTOR OF SALES, ANTHONY CASTELLUCCIO, GENERAL MANAGER FACTS FROM HISTORIAN FRANK WHELAN

The Historic Americus Hotel was born in the 1920s, which one author called the "era of wonderful nonsense." It was a time when downtown hotels were regarded as a sign that a city had gotten beyond the horse and buggy era Ritter and Shay, leading architects out of Philadelphia in the 1920s, won the bid and were contracted to design and construct the Americus Hotel. The architects perfected the Spanish Moorish style so popular in those times. The plan first called for 270 rooms but was raised to 328. This was planned in hopes of getting the convention business. The Kitchen was led by Chef Warner Klotzl, a native of Switzerland who had most recently had the same position in a hotel in Chicago.

It was July 1926 that ground was broken for the Americus.

Turning the first shovels were General Harry C Trexlor and Allentown mayor Malcolm W Gross. Originally it was planned

46

NETWORK MAGAZINE™

MyNetworkMag.com

to be named the American Hotel, but it was designed in the Colonial Spanish style and named after Amerigo Vespucci, who was thought to discover America instead of Columbus.

Both the interior public rooms and exterior style reflect a mixer of the romantic Spanish-Moorish style with a touch of Art-Deco.

The doors opened for the Americus Hotel on September 13, 1927.

For the next 40 years, the hotel was the centerpiece of Allentown's downtown business and retail district.

Many celebrities and notable people who visited the city stayed there, including Richard Nixon in 1960. It was common for the hotel to hold various receptions, balls, and high school graduation proms in its ballroom.

In the late 1970s, as the downtown area began to change and decline, the hotel's fortunes mirrored those of the city. It was added to the National Register of Historic Places on August 23, 1984. Its owners, The Moffa family, signed an agreement with developers to sell the hotel to 29-year-old Mark Mendelson. Things got bad in 1994, and the Americus lost its affiliation with Radisson. In 2002 the hotel lost its health license and closed its doors.

MyNetworkMag.com

Albert Abdouche obtained ownership in 2009 from the city of Allentown. Trash was everywhere, the landmark's interior was falling apart, and the wiring was nothing short of a disaster.

Over the next several years, in expenditures of millions of dollars of his own money and loans, Mr. Abdouche completely renovated and restored the Americus Hotel back to its original grandeur. On July 26, 2021, the "Grand Lady of Hamilton St" reopened its doors. The hotel features 80 well-appointed guest rooms and 48 extended stay accommodations.

The Americus has a 5,000 square foot Grand ballroom space, a full-service restaurant, Café Americus proudly brewing Starbucks coffee, and all the amenities modern travelers come to expect from an upscale hotel.

Coming soon will be the 11th-floor Skyline Ballroom, corporate meeting space, sun deck, and a nightclub.

The Americus Hotel beautifully displays the original marble floors in the lobby and mezzanine, grand chandeliers in the lobby to go with palladium windows and golden gilded railings. Additionally, the ballroom is filled with natural light, a grand spiral staircase, original wall sconces, and emerald-laden chandeliers. The Historic Americus Hotel welcomes all to "be our guest."

NETWORK MAGAZINE™

47

The Americus Hotel Trademark Collection by Wyndham 555 Hamilton Street, Allentown, Pennsylvania, 18101, USA TEL: +1-610-437-2327 EMAIL: nancy@americushotel.com

www.americushotel.com

Scan this QR Code to visit our website

At a Glance

Welcome to The Americus Hotel, Trademark Collection by Wyndham. A centerpiece of downtown Allentown since 1927 when the hotel first opened it’s doors. The “Grand Lady of Hamilton Street” was brought back to life showcasing original highlights of the hotel to include Emerald Cut Chandeliers in the Grand Ballroom, palladium windows, and murals dating back to the 1920’s. Walk to restaurants and shops in Arts Walk or explore more sites and sounds of downtown with a stroll along Hamilton Street.

Settle into a spacious guest room or suite with comforts like complimentary WiFi, an HDTV, mini-fridge, microwave, Keurig® coffee maker, iphone charging station alarm clock and in-room safe. Select suites offer a living area with wet bar, sleeper sofa, and a private bedroom with second HDTV, and many have a dining area – perfect for executives and family stays.

Kick-start your day at Café Americus, and see Allentown from a new vantage at our Window’s on 6th restaurant. Relaxing after a busy day? Our 24-hour convenience shop ensures everyone’s taken care of and our 24-hour fitness center keeps up with your fitness routines.

• Downtown Allentown, PA within walking distance to Fortune 500 companies, restaurants, shops, museums, and event venues • 80 guest rooms and suites, all with complimentary WiFi • Diverse dining options with Windows on 6th serving breakfast, lunch and dinner, lobby restaurant and bar, and Café Americus • Historic and contemporary event spaces for up to 440 guests • Business services provided by Front Desk

Your Destination for Successful Events Our Allentown hotel offers over 5,000 square feet of beautiful event space for conferences, meetings and receptions.

Host your wedding in our Jazz ornate style ballroom showcasing the grandeur of the era with gorgeous ceilings, columns and original artwork.

Our expert sales team is pleased to assist you with planning any event.

EVENT SPACE CAPABILITIES Room - Lobby Level

Sq. Ft.

Room Size

Ceiling Ht.

Classroom

Theater

Banquet

Reception

Grand Ballroom

5,074

99’ x 50’

30

200

400

300

500

Lobby Mezzanine

1,387

75’ x 18’

10

n/a

n/a

100

150

Please contact our Director of Sales, Nancy Derby for more information. TEL: +1-610-437-2327 EMAIL: nancy@americushotel.com

The Americus Hotel Trademark Collection by Wyndham 555 Hamilton Street, Allentown, Pennsylvania, 18101, USA TEL: +1-610-437-2327 EMAIL: nancy@americushotel.com www.americushotel.com

Amenities & Services Trademark Collection by Wyndham hotels leave a lasting impression. Whether you’re in town for a getaway, conference, wedding, or special event, these independent hotels offer tailored experiences inspired by local culture.

For Your Business Convenience • Audio/Visual Equipment Rental • Business Services Offered • Meeting Rooms • Printer For Your Family’s Comfort & Convenience • Children’s Menu • Suites for Extra Space • Pack ‘n Play

Area Attractions and Things to Do Nestled in downtown, The Americus Hotel is perfectly located for work and play.

We’re located within a few blocks or only minutes away from PPL Center, ADP, Morgan Stanley, Bank of America / Merrill Lynch, St. Luke’s University Health

For Your Comfort and Convenience • Lobby Bar Area • Open Air Restaurant • Elevators • Café Americus • Luggage Hold • On-Site Convenience Snack Shop

Network, Lehigh Valley Health Network, as well as a variety of unique dining,

For Your Fitness & Recreation Convenience

America On Wheels Museum and Allentown Art Museum for wonderful day trips.

• Fitness Room

shopping and entertainment sites. The PPL Center hosts the region’s main sporting events including the Lehigh Valley Phantoms, National Championships, as well as concerts and shows. Adjacent to The Americus Hotel, Miller Symphony Hall is downtown’s premier performing arts facility. Take the kids to Dorney Park & Wildwater Kingdom for thrilling rides and water park fun, or visit the Da Vinci Science Center to explore this interactive world. Be sure to plan and visit the