1. GET INVOLVED NOW
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2. The Official Publication of the MIDJersey Chamber of Commerce
midjerseybusiness.com
MARCH 2016
Holly Migliaccio, Founder of
Rook Coffee
midJersey
Success Factors
for Careers in
Technology
Women
INSTEM
GET AN SBA LOAN p.32 LEARN CONFLICT RESOLUTION TECHNIQUES p.38
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New Jersey State Archives; Department of State
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4. midJerseybusiness I march 2016 1
Inside the
Chamber
12More Growth Seen
Hamilton Mayor focuses Annual
State of the Township Address on
continued economic improvement
13 Calendar of Events
Learn and network with us
14 Stacy Mattia to Receive
Mary Jo Codey Award
16 Member Profile
Christine’s Hope for Kids
18
Snapshots
Members in
the news
News
Desk
6Real Estate
As A&P closed its doors, Central New
Jersey saw an increase in the retail
vacancy rates
7Work Force
Transactions, hires, and promotions
8Economic Development
Greater Trenton initiative aims to
reignite capital city’s growth
10Doing Good
Investors Bank and Roma Bank
foundations grant $7,500 to Legacy
Treatment Services
48Time Frame
R.E. Carroll, Inc. of Ewing, NJ
Your
Business
36Networking
The future of women-only
networking groups
38 Best Practices
A recent MIDJersey Chamber
of Commerce workshop
explores ways to defuse conflict
40 Marketing
How to win over the all-important
Millennial customer
{ Vol. 92 | No. 2 | March 2016 }midJerseyB U S I N E S S
Lifestyle
44Utility Belt
The newest products and apps to
power your business productivity
46Ask a Busy Person
Katie Gibbs, Business
Development head, ELEC
Features
26 Worthy of Imitation
Success factors for women
in technology careers
| By Julie Barker
32Banking on a Loan
When women business owners
need a loan, the SBA can help
| By Diana Drake
Cover Story
20 Leading Ladies
Four businesswomen who made it to the top
by running things their way
|By Michelle Gillan Larkin
5. 2 midJerseybusiness I march 2016
OUR LEGACY OF
SUCCESSFUL WOMEN
I
hope that by now everyone has forgotten about Winter Storm Jonas and
is looking forward to the warmer spring weather and being able to get
outside without trudging through large mounds of snow.
The focus of this month’s edition of midJersey Business is women
in business. The mid-Jersey region has many very successful women
entrepreneurs as well women in key leadership roles in state and local
government, the judiciary, at corporations, professional services firms, not-
for-profit organizations, and colleges and universities. Our Chamber is for-
tunate to have a number of these outstanding pro-
fessional women serving as members of the Board
of Directors and as chairs of our committees. All
of these women have made outstanding contribu-
tions to their professions, communities, and the
state. They serve as role models to all of our young
professionals regardless of their gender.
On March 9th the MIDJersey Chamber of
Commerce will be holding its Women in Business
Conference. The theme of this year’s conference
is Engage, Empower, Exhale. Our committee has assembled an amazing
panel of fabulous women, an outstanding keynote speaker, and great enter-
tainment to close the event. You don’t want to miss out!
Remember to take advantage of the many resources and tools that the Chamber has for its members,
and share them with your coworkers and potential members. I look forward to seeing you at one of our
upcoming events.
Best,
Paul Kuhl
Chairman@MIDJerseyChamber.org
Our Chamber is fortunate
to have a number of these
outstanding professional
women serving as members
of the Board of Directors
and as chairs of our
committees
Chairman’s
Message
7. 4 midJerseybusiness I march 2016
President’s
Message
O
ur business community is poised to take a big leap forward this year.
There are many new developments under way that will help spur new
economic opportunity in our region. A series of projects could help pave
the way for a more robust and flourishing local economy.
Severaloftheseinitiativeswereunveiledatthe24thAnnualStateof
MercerCountyAddresshostedbytheMIDJerseyChamber.CountyEx-
ecutiveBrianHughesprovidedhisAnnualBusinessAddressonJanuary21to440guests,as
wellascountyandpublicofficials.Theattendancewasencouragingbutitwasseveralmajor
projectannouncementsthatgarneredattentionfromthecrowdandmediaonhand.
The County of Mercer, and in particular the Hughes Administration, have made a
major commitment to construct a state-of-the-art passenger terminal at the Trenton-
Mercer Airport (TTN) to accommodate the dramatic rise in passenger traffic in recent years. Frontier Airlines began
operating at the airport in 2012, and nearly 1 million travelers passed through in 2015. The project, a $50 million
investment, will replace the existing terminal, which is 50 years old and lacks the space and amenities of modern-day
airports. The upgrades at Trenton-Mercer will certainly help stimulate the local economy and improve an already
reliable transportation hub at TTN.
The County Executive also announced the Mercer County Partnership for Educational Attainment, a com-
mission chaired by Mercer County Community College (MCCC) President Dr. Jianping Wang. A cohort of five
higher-educational institutions will collaborate and help to usher in an era of educational success and attainment
in Mid-Jersey. The announcement comes on the heels of significant renovations being made at the MCCC Kerney
Campus and Thomas Edison reaching University status, the first-ever university in the City of Trenton.
Other developments to watch closely are: the pending relocation of Bristol-Myers Squibb to Lawrenceville, the
expansion of NRG on the Route 1 Corridor, and continued growth and development at the Amazon campus in
Robbinsville.
A more divisive topic that our Legislative Committee and Board of Directors weighed heavily is the construc-
tion of the PennEast Pipeline, a 118-mile natural gas pipeline that would extend into Mercer County onto
preserved lands. After careful thought and consideration, our Board, with additional input from our member
organizations, decided to remain neutral on this project due to community concerns. We will continue to keep a
close eye on it as the project moves through the application and implementation process.
Later this month, we will be releasing an economic impact report on a Light Rail Extension in our Capital City.
The economic incentives are unprecedented and compelling. From job creation, to tax revenues and new hous-
ing opportunities, the advantages are vast and will certainly reap benefits for the mid-Jersey economy. I would
encourage you to read this report when it is made public and continue to follow other developments within the
mid-Jersey region.
Robert D. Prunetti
President + CEO
Robert@MIDJerseyChamber.org
MAJOR DEVELOPMENTS
UNDER WAY IN MIDJERSEY
{ midjerseychamber.org }
8. midJerseybusiness I march 2016 5
* EXECUTIVE COMMITTEE
AAA Mid-Atlantic
The Bank of Princeton
Borden Perlman Salisbury & Kelly
Bristol-Myers Squibb
EisnerAmper LLP
Grand Bank
HBK CPAs & Consultants
Hill Wallack LLP
Hopewell Valley Community Bank
Hyatt Regency Princeton
IH Engineers
Janssen Pharmaceutical
The Mercadien Group
Mercer County Community College
Pepper Hamilton LLP
PNC Bank
Westin Hotels & Resorts
WithumSmith+Brown
VJ Scozzari and Sons Inc
Ancero LLC
Capital Health
Fox Rothschild LLP
Investors Bank
PSE&G
Rutgers University
RWJ University Hospital Hamilton
St. Francis Medical Center
Sun National Bank Center
Szaferman Lakind
TD Bank
Thomas Edison State University
Trenton Thunder
PLATINUM PARTNERS
ROYAL PARTNERS
SUSTAINING PARTNERS
BOARD OF
DIRECTORS
PAUL E. KUHL III*, CPA, CITP
Chairman
WithumSmith+Brown, P.C.
Senior Manager
JEANNINE CIMINO*
Vice Chairman
First Choice Bank
Senior Vice President Sales &
Marketing
ROBERT D. PRUNETTI*
Secretary
MIDJersey Chamber
of Commerce
President & CEO
JAMES E. BARTOLOMEI*
Treasurer
Hill, Barth & King, LLC
Principal
STACY MATTIA*
Immediate Past Chair
Chase Bank
Senior Vice President
STEFFANIE ARCHBALD
Capital Health
Director Public Relations and
Marketing
CHARLIE BANTA
Hyatt Regency Princeton
General Manager
CAROL BESKE*
ACT Engineers
President
PAUL BOYER
Ancero
Managing Partner
SHERWOOD BROWN
Popeye’s Restaurants
Group Director of New Business
& Community Relations
MICHAEL CANO*, AIF
Cano Wealth Strategies, LLC
President
CHANTEL CAPODICASA
Wells Fargo
Senior Vice President
ANTHONY “SKIP” CIMINO
Kaufman Zita Group
Senior Executive Vice President
ROB CURLEY
TD Bank South Jersey
President
PETER DAWSON
Leigh Visual Imaging, LLC
President
ALFRED DEBLASIO, SR.
General Sullivan Group
CEO/President
MICHAEL DECAMILLIS
Dolvin Consulting, Inc.
President
SCOTT ELLIOTT
Progressive Center
for Independent Living
Executive Director
CHRISTOPHER D. FIFIS
Hardenbergh Insurance Group
New Business Development
ROBIN FOGEL
Robin Fogel & Associates, LLC
Owner
PEG FORRESTAL
Janssen Pharmaceuticals, Inc.
Director, Contributions and
Community Affairs
JANICE FOSTER
AAA Mid-Atlantic
Vice President, Contact Centers
LIONEL FRANK
Szaferman, Lakind, Blumstein &
Blader, P.C.
Partner
RICHARD FREEMAN
Robert Wood Johnson
University Hospital Hamilton
President & CEO
BASIL GILETTO
A-1 Limosine
National Account Manager
R. BARBARA GITENSTEIN,
PH.D.
The College of New Jersey
President
RANDY HANKS
Customers Bank
Senior Vice President
JOHN HARDIMAN
New Jersey Manufacturers
Insurance Group
Director, PL Policyholder
Services
MARK IORIO
The Mega Group
President
ANNE LABATE*
Segal LaBate Commercial
Real Estate
Vice President
ERIK LARSEN *
Investors Bank
Team Leader, Commercial
DONALD LOFF*, CIMA
Merrill Lynch
Senior Vice President,
Investments Wealth
Management Advisor
TIMOTHY LOSCH*
Fulton Bank of New Jersey
Chair, Central Advisory Board
FRANK LUCCHESI
PSE&G
Regional Public Affairs Manager
WILLIAM MACDONALD
PNC Bank
Senior Vice President
MICHAEL MANN*
Pepper Hamilton, LLP
Partner
EUGENE MARSH
E. Marsh Communications
Owner
JOAN MASON
The Times of Trenton
Publisher, VP of Advertising
MICHAEL MATTIA
EisnerAmper, LLP
Partner
ALAN MEINSTER
Marsilio’s Catering & Event
Planning
Owner
JACK MUDGE
Advancing Opportunities
CEO
BILL MURRAY
The Trentonian
Publisher
CHRIS NATALE
Ritchie & Page Distributing
Company
President
J. SCOTT NEEDHAM
Princeton Air Conditioning, Inc.
President
TINA ORBEN
Hopewell Valley Community
Bank
Vice President
RONALD L. PERL*, ESQ.
Hill Wallack, LLP
Partner
JEFFREY PERLMAN*, CPCU
Borden Perlman Salisbury &
Kelly
Partner
ROLAND POTT
Trenton Makes
Co-Owner, Managing Member
GEORGE PRUITT, PH.D.
Thomas Edison State College
President
SHERISE D. RITTER, CPA,
CGFM, PSA
The Mercadien Group
Managing Director
VINCENT J. SCOZZARI, JR.
V.J. Scozzari & Sons, Inc.
Vice President
RACHEL STARK, ESQ.
Stark & Stark
Shareholder
MARSHA STOLTMAN
The Stoltman Group, LLC
President
LIZ THOMAS
Thomas/Boyd Communications
Founder/CEO
DONALD TRETOLA
Allies, Inc.
Vice President of Public Affairs
JIANPING WANG, ED. D.
Mercer County Community
College
President
JEFFREY ZEIGER
Zeiger Enterprises
Vice President
DOUGLAS J. ZELTT, ESQ.*
Fox Rothschild, LLP
Partner
DIRECTORS
EMERITUS
RICHARD BILOTTI
Trenton Times
Retired Publisher
EDWARD HOFFMAN
The Trentonian
Retired Publisher
JOHNNY MORRIS
WIMG/Morris Broadcasting
CEO
HARRY ROSE
The Rose Group (Applebee’s)
President
RAY TRAINER
General Sullivan Group
President
JOHN D. WALLACE
CoreStates Bank
Retired Chairman
9. News DeskWHAT’S HAPPENING IN MID-JERSEY BUSINESS
6 midJerseybusiness I march 2016
VACANCY RATES
UP AS A&P
CLOSES ITS
DOORS
T
he demise of The Great Atlantic &
Pacific Tea Co. (A&P) elevated the
retail vacancy rate along central New
Jersey’s major shopping corridors to 8.8%
in 2015, from 7.5% in 2014, according to the
latest study by R.J. Brunelli & Co., LLC.
In its 26th annual study of the central
New Jersey market, the Old Bridge–based
retail real estate brokerage uncovered
2.87 million square feet of vacancies in the
32.58 million square feet of space reviewed
along State Highways 1, 9, 18, and 35 in
Mercer, Middlesex, and Monmouth coun-
ties, and a small section of Ocean County. A
slight reduction in the vacancy factor along
Route 1 was unable to compensate for A&P-
induced increases on Routes 9, 18, and 35.
“Outside of the turbulent supermarket
situation, the central region’s big-box
inventory was relatively stable during the
past 12 months,” noted Danielle Brunelli-
Albrecht, the firm’s president-principal.
REAL ESTATE
10. midJerseybusiness I march 2016 7
{Work Force} TRANSACTIONS, HIRES, AND PROMOTIONS
JOB GAINS
NEW JERSEY ADDED 64,500 PRIVATE
SECTOR JOBS IN 2015, THE STRONGEST
PERFORMANCE IN 15 YEARS, SAYS THE
STATE DEPARTMENT OF LABOR AND WORKFORCE
DEVELOPMENT. THE UNEMPLOYMENT RATE FELL
TO 5.1 PERCENT, ONLY 0.1 PERCENT ABOVE THE
NATIONAL RATE AND DOWN 4.7 PERCENTAGE
POINTS SINCE THE RECESSIONARY HIGH OF
9.8 PERCENT IN JANUARY 2010.
DEANNA SPERLINGRONALD COLEMAN ANDREW JUDD RUSSELL M. SMITH RICHARD M. MASER
Archer & Greiner
Ronald Coleman,
a partner in Archer & Grein-
er’s Hackensack and New
York offices, was recently
singled out as a leader
in the field of intellectual
property law and profiled
in the World Trademark
Review’s publication, WTR
1000 2016. One of his
cases, In re Simon Shiao
Tam, made headlines
when the U.S. Court of
Appeals for the Federal Cir-
cuit ruled that the Lanham
Act’s prohibition against
registration of so-called
“disparaging” trademarks
was unconstitutional.
Barnabas Health
Behavioral Health
Center and Network
Deanna Sperling has
been named president
and CEO of the Barnabas
Health Behavioral Health
Center in Toms River.
She was chief nursing
officer for Barnabas Health
Behavioral Health Center
and COO for the Barn-
abas Health Behavioral
Health Network. Sperling
joined Barnabas Health
as a registered nurse in
1985 and has held several
leadership positions dur-
ing her 30-year tenure. She
received a diploma from
the School of Nursing at
St. James Mercy Hospital
in Hornell, N.Y., a Bachelor
of Science in Nursing from
Bloomfield College in
Bloomfield, and a Master
in Administrative Sciences
from Fairleigh Dickenson
University in Teaneck.
Cushman & Wakefield
Scotch Plains resident
Andrew Judd has been
named New Jersey market
leader and promoted to
senior managing director
at Cushman & Wakefield, a
global real estate services
firm. Based in the firm’s
East Rutherford office,
Judd joined C&W as a di-
rector in the firm’s market-
ing and communications
group in 2004. In 2014 he
was promoted to senior
operations manager for
New Jersey.
Hopewell Valley
Engineering, PC
Pennington-based
Hopewell Valley Engi-
neering, PC announced
that Russell M. Smith
has been promoted to
president. He has more
than 30 years of experi-
ence that includes the
design and permitting of
land development and
infrastructure projects for
municipal and private sec-
tor clients. Smith, who was
vice president from 2007
until his promotion in 2015,
also handles the com-
pany’s day-to-day business
activities.
Maser Consulting PA
Red Bank–based Maser
Consulting PA announced
that Triangle Surveying &
Mapping, Inc. of Miami,
FL has joined Maser, a
national multidiscipline
engineering firm. Triangle
President and Principal
John Liptak has assumed
the role of geographic dis-
cipline leader at Maser for
survey activities in South
Florida.
“Providing services from
the east coast of Florida
complements our existing
regional office in Tampa
and will enhance the
value of services for both
entities statewide,” said
Richard M. Maser, CEO
and president of Maser
Consulting. “The result of
this venture will produce a
combined total of over 600
employees and 20 offices
nationwide.”
ENT and Allergy
Associates, LLP
Dr. Mena Abrahim will
join the Bridgewater office
of ENT and Allergy Associ-
ates, LLP later this year
as the ear, nose, throat,
allergy, and audiology
practice continues to ex-
pand its roster of clinicians.
Dr. Abrahim graduated
cum laude from CUNY
Brooklyn in 2003 and
earned his Doctorate in
Osteopathic Medicine
from New York College of
Osteopathic Medicine on
Long Island, New York. He
then completed a general
surgery internship and
an Otolaryngology-Head
and Neck Surgery/Facial
Plastics residency at Phila-
delphia College of Osteo-
pathic Medicine where he
served as co-chief resident
of the program.
AmeriHealth
New Jersey
After a decade as
CEO of AmeriHealth
New Jersey, Judith L.
Roman has decided to
leave the Cranbury-based
health and medical insur-
ance company to pursue
new career opportunities.
She led the company’s
expansion throughout
the state, and steered it
through the Affordable
Care Act provisions, an
effort that won her honors
and accolades along
the way.
11. 8 midJerseybusiness I march 2016
News Desk
T
here’s a lot going on with Greater
Trenton, an independent non-prof-
it 501(c)(3) organization designed
to promote economic development
and revitalization projects in the state’s
capital city.
Firstunveiledinmid-OctoberbyTren-
tonMayorEricJackson,theinitiativeis
promotingeconomicdevelopmentandrevi-
talizationprojectsinTrenton,usingprivate
fundingandanetworkofrelationships.
“This partnership with leaders from
private industry and our higher education
community will help us activate economic
development in Trenton through a col-
laboration that leverages new and existing
resources to grow the city’s tax base and
economy,” Jackson noted at the program
launch.
Since then, Greater Trenton has en-
gaged a firm to do a national search for a
CEO, according to Bernie Flynn, presi-
dent and CEO of NJM Insurance Group
and a co-leader — with former New Jersey
Economic Development Authority CEO
Caren Franzini — of Greater Trenton.
“While the organization’s focus is
to advance economic development and
revitalization projects in Trenton, with
an emphasis on the downtown
core, the benefits of a success-
ful result will expand well
beyond the capital city to the
entire mid-Jersey region,” says
Flynn. “Working in partner-
ship with Mayor Jackson and
his team, we think Greater
Trenton can do for Trenton
what similar public-private
initiatives are doing in a
number of other cities across
the nation and in New Jersey,
including New Brunswick and
Camden.”
Key objectives include
coordinating downtown eco-
nomic development projects;
providing support for investors
interested in taking on new
projects; reaching out to po-
tential residential, commercial, and retail
investors and tenants; supporting and
promoting existing clean-and-safe efforts;
engaging downtown stakeholders in an
economic development plan; and develop-
ing marketing strategies.
“I am very excited about being a part of
Greater Trenton for several reasons,” adds
A GREATER TRENTON
Initiative aims to reignite capital city’s growth
Photo:NJM
BERNIE FLYNN NAMED AS DISTINGUISHED AMERICAN
N
JM Insurance Group CEO Ber-
nie Flynn is being recognized as
the Delaware Valley Chapter of
the National Football Founda-
tion and College Hall of Fame’s Distinguished
American. He will be honored at the organiza-
tion’s 54th annual Scholar-Leader-Athlete Awards
Dinner. The Irving, Texas-based foundation utilizes
amateur football to help develop leadership, sportsmanship,
and academic excellence among young people.
“I am deeply honored to be selected as this year’s Dis-
tinguished American, and to be a part of celebrating the
accomplishments of these outstanding young men and this
dedicated organization which helps make college more
affordable for so many deserving student athletes,” says
Flynn, a former New Jersey deputy attorney general who
was a varsity football player at Moorestown High School and
Fordham University. Says one admiring colleague, “Bernie
has demonstrated how his experiences and skills on the field
can be translated to life after athletics.”
ECONOMIC DEVELOPMENT
Franzini, who is president of Franzini
Consulting in Lambertville. She hails the
fact that the initiative “was well thought
out and developed over three years by a
group of concerned citizens, including both
Trenton residents and professionals as well
as people from the greater Trenton area all
committed to finding ways of attracting
new investments in the downtown.
12. midJerseybusiness I march 2016 9
PRIVATE-PUBLICEFFORTSTOIMPROVECITIES
A sampling of some other NJ partnerships
NEW BRUNSWICK’S RESURGENCE
The New Brunswick Development
Corporation (Devco) is a private, non-
profit urban real estate development
organization created in the mid-1970s to
serve as the vehicle for public and private
economic development investment in the
City of New Brunswick, the State of New
Jersey, and other New Jersey
communities.
Devcoaccomplishesitsmissionthrough
thedevelopmentofmixed-useprojectsto
addresssignificantpublicpolicychallenges.
Pointingtoonerecentproject,DevcoPresi-
dentChrisPaladinosaidsevenoutofnine
businessesareintheprocessofsigning
leasesforlocationsbelowtheluxuryon-
campusapartmentsonthecornerofCol-
legeAvenueandHamiltonStreet,across
fromRutgersUniversity’sScottHall.
CAMDEN RISING
The Camden Redevelopment Agency
(CRA) has projects that include the
Ferry Avenue Transit Village, a planned
mixed-use redevelopment that will fea-
ture 250,000 square feet of office space,
18,000 square feet of retail space, 475
residential units, and a parking garage.
“The CRA strategically plans, develops,
stabilizes, and revitalizes its residential
and business communities to best benefit
May 22 Mercer County
Kidney Walk to Raise Funds,
Awareness
Individuals and organizations concerned
about kidney disease should clear their
calendar on May 22, for the Central
New Jersey Kidney Walk. The event —
designed to raise funds for the National
Kidney Foundation while increasing public
awareness about kidney disease and risk
reduction — will take place in Mercer County
Park, West Windsor Township. Details are
available athttp://donate.kidney.org/site/TR/Walk/
NKFServingtheDelawareValley?fr_id=8181&pg=entry
those who live, work, and play in Camden,”
according to a CRA announcement.
13. 10 midJerseybusiness I january 2016
News Desk
T
hanks in part to two grants from the
Investors Bank Foundation and the
Roma Bank Community Founda-
tion, children and youths with
developmental and intellectual disabilities
will be learning in a new digital classroom
equipped with cutting-edge interactive
sensory technology at the Mary A. Dobbins
School in Mount Holly by the spring. The
school’s parent organization, Hainesport-
based Legacy Treatment Services (LTS),
received a $5,000 grant from Roma Bank
— part of Investors since 2013 — and a
$2,500 grant from Investors Bank.
“All children don’t
learn the same, especially
those who have suffered abuse or may be
disabled in some way,” says Carmine Pan-
nullo, a senior market manager at Short
Hills-based Investors Bank.
LTSprovidesprofessionalandpersonal-
izedmentalhealthtreatmentplanstoat-risk
youth,adults,andfamiliesinSouthJersey.
The funds will give all students iPads and
other digital learning aids. Teachers also
will have digital equipment.
DOING GOOD
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L. to R.: Roy Leitstein,
CEO of Legacy Treatment
Services; Pedro Figueroa,
and Carmine Pannullo,
both of Investors Bank
BANKINGONEDUCATION
Investors, Roma grant $7,500 to Legacy
Treatment Services
14. www.firstchoice-bank.com
East Windsor
18 Princeton-Hightstown Rd.
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Kingston
4422 Rt. 27, Bldg. B
609-454-0336
Lawrenceville
669 Whitehead Road
609-989-9000
Hamilton
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537 Route 130, Ste. 774
609-581-2211
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840 Route 33
609-528-2100
Robbinsville
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Denise Powers
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15. The Hub
12 midJerseybusiness I march 2016
The HubCHAMBER ADVOCACY WORK AND MEMBER NEWS
MORE GROWTH SEEN
Hamilton Mayor focuses Annual State of the Township
Address on continued economic improvement
Mayor Kelly A. Yaede, the first female
mayor in the history of Hamilton
Township, delivered her Annual State of
Hamilton Township on February 11 at the
Stone Terrace.
The Mayor spoke of the “strong, stable
footing” of the local economy and the “un-
precedented revitalization” across Hamil-
ton Township. Much of that revitalization
has occurred along the Route 130 corridor
as three new hotels have helped to capture
tourism spending and attract visitors to
the area. More development is on the way
as the global courier FedEx was recently
approved for a massive distribution center
that will bring employment and economic
opportunities to the township.
The Mayor has been successful in bring-
ing a Walmart anchor store at the under-
utilized Suburban Plaza. A major priority
of the Mayor has been to fill store vacancies
and bring development to Hamilton’s vari-
ous shopping plazas. Independence Plaza
was recently purchased by a developer who
has already secured various tenants, in-
cluding Regal Cinemas and Ollie’s Bargain
Outlet. The Mercerville Shopping Center
and the empty Congoleum site on Quaker-
bridge Road have also been redevelopment
priorities.
Overall, the Mayor has intensified
her economic development program
which has translated into ratable growth
increases and credit rating upgrades for
the Township. The credit rating is based
on financial performance, a reduction in
unemployment, and continued economic
and labor improvements. With all of the
recent economic revitalization projects,
Hamilton Township is certainly becom-
ing an economic engine and catalyst in
Mercer County.
Late in 2015,
the MIDJersey
Chamber launched
a brand-new,
custom-built
website. The website,
midjerseychamber.
org, took on a fresh
look and was built
to ensure member
satisfaction and
deliverance. It
includes many new,
customized features
and was assembled
to be a responsive
and user-friendly
tool for Chamber
members to connect,
engage, promote,
and stay informed.
The website has
gained so much
publicity and steam
that it is now ranked
#1 in Google when
searching from
within our state.
That means, when
entering “Chamber
of Commerce”
into your Google
search browser —
the first result is the
MIDJersey Chamber.
The recent analytics
compiled have been
eye-opening. For
instance, the site
received almost
23,000 page views
and 4,200 unique
visitors during the
month of January, a
dramatic increase
from the year prior.
A surge in website
traffic has translated
into more exposure
and promotional
opportunity for
members, and in
turn, more clicks
and impressions for
advertisers.
The website has
enabled members
to interact and
post updates and
announcements
as they would on
their own website
or through their
own media outlets.
Members now have
the opportunity to
submit news articles
— such as board
appointments, grand
openings, or open
houses — and recruit
for job openings or
volunteer positions.
New aspects of the
site also include: a
testimonial page, a
formal e-Bid system,
and an improved
community events
calendar.
CONNECT HERE
Jack Rafferty, Paul Kuhl, Kelly Yaede, Robert Prunetti, Brian Hughes and Laura Fabro
USER-FRIENDLY
16. midJerseybusiness I march 2016 13
MARCH BREAKFAST CLUB
Wednesday, March 2nd | 8:00 a.m. – 9:30 p.m. | Elements by Westin, Ewing
1000 Sam Weinroth Rd., Ewing Township, NJ 08628
FREE to members. Each month, the Breakfast Club provides quality networking and relationship building for all
who attend. Attendees will be given the opportunity to give a 30-second elevator commercial about their
organization. Light breakfast provided.
sponsored by: NJM Insurance Group, First Choice Bank, Hyatt Regency Princeton, Fox Rothschild and St. Francis.
WOMEN IN BUSINESS CONFERENCE
Wednesday, March 9th | 2:00 p.m. – 6:00 p.m. | The Westin, Princeton
201 Village Blvd., Princeton, NJ 08540
Please join the MIDJersey Chamber for a half-day conference. Engage with an amazing panel of fabulous
women, get inspired by our keynote speaker, have cocktails, appetizers, and exhale with the hilarious Jessica
Kirson (seen on The Tonight Show, The View, Last Comic Standing, and many more). Pre-registration is strongly
encouraged for this event.
Mercer Oaks and Trenton
Country Club
MIDJersey Chamber of Commerce
Golf & Tennis Classic!
For a complete listing and to register for events, workshops,
and forums, visit MIDJerseyChamber.org/events.
Events are subject to change without notice
{ Calendar of Events }
SAVE
THE DATE
JULY 18
17. 14 midJerseybusiness I march 2016
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On Wednesday, April 20, 2016, Family
Guidance Center will honor Stacy
Mattia with its annual Mary Jo Codey
Award. This award, named in honor of
the former First Lady of New Jersey,
recognizes a member of the community
who steadfastly advocates for the rights
of individuals challenged by a variety of
personal and/or family problems.
“Stacy and her husband, Mike, have
been volunteers, advocates, and support-
ers of Family Guidance Center for years,”
stated Jeff Robbins, executive director.
When asked about the importance of vol-
unteering, Stacy noted she was “brought
up to believe that every single human be-
ing deserves dignity and respect, and that
each person has a civic responsibility to
make their community a better place.”
Stacy’s volunteerism includes serving
as the Immediate Past Chair of the Board
of the MIDJersey Chamber of Commerce,
and as a Trustee of the Meta and William
Griffith Foundation. In the past, she has
also volunteered her time with Eden Au-
tism Services, the American Heart Asso-
ciation, Special Olympics NJ, and Thomas
Edison State College. In 2015, Stacy was
recognized by the Girl Scouts with the
Women of Distinction Award.
Family Guidance Center will honor
Stacy at its annual fund-raiser on April 20
from 6-9 p.m. at the Corporate Campus
of Janssen Pharmaceuticals. Tickets and
sponsorships are available. For more in-
formation, please call 609-586-0668.
STACY MATTIA TO RECEIVE THE
MARY JO CODEY AWARD
A volunteer who has helped numerous individuals
through not-for-profits
18.
19. The Hub
16 midJerseybusiness I march 2016
n Barnes and Noble Campus Town
Retail
n Berkshire Hathaway Home
Services; Donna M Murray
Real Estate – Residential
n Commercial Telecommunications
Contractors Inc.
Telecommunication Consultants Equipment
n Courtyard by Marriott, Princeton
Hotels Motels
n Holt Construction
Construction Companies – General Contractors
n Jazzercise
Health Fitness Centers Equipment
n Killarney’s Publick House
Restaurants/Clubs
n LeadingAge New Jersey
Senior Living Facilities
n Lumex Technologies
Manufacturer Representatives
n Mary Kay/Independent Consultant
Skin Care/Cosmetics
n Miracle Ear – Monroe, NJ
Hearing Instruments/Hearing Testing
n Miracle Ear – Hamilton, NJ
Hearing Instruments/Hearing Testing
n Moby Lube – The Oil Change that
Comes to You
Automobile Repairs, Service Tires
n Preferred Home Health Care
Nursing Services
Home Health Care
n Redcom Design Construction, LLC
Builders Developers
n Redfin
Real Estate - Residential
n Reliable Office Solutions
Office – Supplies, Equipment Furniture
n SadieCakes Cafe
Restaurants/Clubs
n TEAM*Us Management, LLC
Insurance
n Vitale Inspection Services, LLC
Home Inspection
n Welcomemat Services New Jersey
Services
Based in Ewing, the
Christine’s Hope for
Kids Foundation (CHFK) is
a nonprofit founded on the
principle that every child
deserves the chance to be a
kid, regardless of the circum-
stances. Celebrating its five-
year anniversary, the founda-
tion helps less-fortunate
children and supports local
community agencies.
The nonprofit was started
by Jean and John Giana-
caci to honor the memory of
their daughter, Christine, a
22-year-old Lynn University
student who died tragically
in January 2010 when her
mission to Haiti was cut
short by a catastrophic
earthquake. CHFK engages
in activities that make a posi-
tive impact on chil-
dren’s lives, notes
Jean Gianacaci.
Through dedica-
tion and donations,
Christine’s Hope
for Kids Foundation has
directly helped tens of thou-
sands of kids locally. The
revenue raised has allowed
the foundation to contribute
nearly $600,000 to more
than 130 organizations,
primarily in Mercer County,
and all focused on helping
kids in need and making a
difference in their lives.
“We put together a board of
business leaders, educators,
financial advisors, attorneys,
and community leaders to
guide us,” Jean Gianacaci ex-
plains. “A small, efficient staff
keeps our costs down and
enables us to give most of the
money directly to the kids.”
CHFK also works with
student volunteers — through
school programs and volun-
teer organizations — to help
develop the next generation
of community leaders. This
reciprocity of giving enables
kids to experience the joy and
satisfaction of helping other
kids; teaching them that it
is the little things
that count when
giving back. In
keeping with this
positive concept,
the foundation
hosts school events
and programs that
allow young stu-
dents to directly
help less-fortunate
kids in a variety of
communities.
“Christine Gianacaci’s
memory lives on through
the work of the foundation.
Christine had her own
struggles — she was dyslexic
and had Tourette Syndrome,”
says Jean Gianacaci. “But
she had a zest for life and a
kind and generous heart. Her
passion for helping children
in need has shaped the focus
of the foundation’s work.
Whether it be a swimming
lesson, an art program, or
music recital, CHFK offers
children in need a chance to
just be a kid.”
{ Member Profile }
Local Foundation Celebrates 5 Years
of Helping Kids to be Kids
NEW
MIDJERSEY CHAMBER
MEMBERS
Formoreinformation
www.christineshope.org
609-406-7861
Christine’s Hope for Kids supports local agencies
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Long-term business relationships, repeat
clients and industry distinctions.
Learn more at thomasboyd.com.
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21. 18 midJerseybusiness I march 2016
The Hub
Official ribbon cutting of MIDJersey Chamber member LeadingAge
New Jersey at their Hamilton location on January 27th. Pictured L-R,
Dennis Pone, Hamilton Township Council President; Michele Kent,
LeadingAge New Jersey President CEO; Kate Shepard, LeadingAge
New Jersey Chairperson; Mayor Kelly Yaede, Hamilton Township;
Robert Prunetti, MIDJersey Chamber President CEO. Photo credit:
Minesh Pathak.
The 2016 State of Mercer County Address. Pictured L-R, Paul
Kuhl, MIDJersey Chamber Chairman of the Board; Kate Gibbs,
Burlington County Freeholder; Robert Prunetti, MIDJersey
Chamber President CEO; Brian Hughes, Mercer County
Executive; Frank Lucchesi, PSEG; Ron Perl, Esq., Hill Wallack LLP.
Panoramic view of the State of Mercer County Address on January 21, 2016. Over 440 attendees listened in as County Executive Brian
Hughes delivered his Annual Address.
SNAPSHOTS
22. 19 midJerseybusiness I january 2016 19
G O L F
MERCER OAKS
T E N N I S
TRENTON COUNTRY CLUB
A N N U A L
GOLF+TENNIS
C L AS S I C
M O N D A Y
J U L Y 1 8 T H
2 0 1 6
23. STARRING
Holly Migliaccio, Christiana Foglio, Brenda Ross-Dulan, and Liz Sigety
Michelle Gillan Larkin
PRESENTS
four businesswomen who made it to the
top by running things their way
24. midJerseybusiness I march 2016 21
T
WENTY YEARS AGO, WORKING WOMEN WITH HIGH
ASPIRATIONS GRINNED IN AGREEMENT WHEN WORKING
GIRL’STESSMCGILL,PLAYEDBYMELANIEGRIFFITH,SAID,
“IF YOU WANT TO BE TAKEN SERIOUSLY, YOU NEED SERIOUS
HAIR.” IN TODAY’S WORLD, WOMEN MAKE UP 47 PERCENT OF
THE WORKFORCE AND IT’S NOT THE HAIR THAT MAKES THE
WOMAN. IT’S THE BRAINS UNDERNEATH.
THIS MONTH WE ARE HIGHLIGHTING FOUR UNIQUE
BUSINESSWOMEN. TWO OF THEM CLIMBED THE
CORPORATE LADDER, WHILE TWO OTHERS REALIZED
THEIR DREAM TO GO INTO BUSINESS FOR THEMSELVES.
BUT THEY EACH HAVE TWO, DISTINCT THINGS IN COMMON:
NONE OF THEM THOUGHT THEY’D BE WHERE THEY ARE
TODAY, AND ALL OF THEM SAY THEY WORK HARD TO MAKE
A DIFFERENCE IN THE LIVES OF OTHERS.
“If you want to be taken
seriously, you need
serious hair.”
— Tess McGill, Working Girl Movie, 1988
25. 22 midJerseybusiness I march 2016
S
he’ll never forget that moment in
2008. “It was a Wednesday at two
in the afternoon and I had a sud-
den wave of consciousness.” What are you
doing? she asked herself. And then Holly
Migliaccio quit her dot-com desk job in
marketing and advertising sales, though she
had car payments and a mortgage over her
head.
It turned out to be a great decision. She
was able to spend a few months traveling,
and that led to a layover in San Francisco,
where her childhood friend from Mon-
mouth County was living. Turned out he
had quit his job in finance, and proposed
that they go into business together selling
specialty coffee. Says Migliaccio: “We were
30 years old, and we went all in.”
They spent the better part of the year
researching and crafting a business plan
before opening their first Rook Coffee shop
in Oakhurst. That was in 2010. Six years
later, they’re opening their 10th location.
“Our plan was to hire an employee in two
years. We couldn’t believe we had to do it in
five months!”
All this, with only a small amount of angel
investment from family and friends, and
without a stitch of traditional advertising,
save for a few social media posts. “With my
background, I understand the value of ad-
vertising. But word of mouth has just been
so strong.”
The name of their business,
Rook, is derived from the
word Brooklyn, since they had
planned to set up shop there,
but then thought: “Why leave
Monmouth County?” The
area was ripe for something
different, says Migliaccio. And
different it is, as Rook provides
a real “grab and go” experience
— the locations don’t have seats
— and caters to the true coffee
lover. “We only serve coffee;
the finest quality coffee that is
of single origin — no blends.
Your choices are mild, medium,
or dark. That’s it.”
In addition, staying close to
home allows the partners to
contribute to the community in which they
were born and raised.
That said, Migliaccio felt selfish at first:
“Having my own company meant I didn’t
have to work for somebody else.” But after
a while, “I realized we were employing
people, and giving them an opportunity to
better themselves.” She adds, “I’m so proud
of that!” Migliaccio acknowledges that she
wouldn’t be in such a position had she not
believed in herself. “This was a risk and it
was scary, but you have to jump into the
scary to be successful and make an impact.”
Looking back on her jump from the cor-
porate ship, Migliaccio laughs today, as she
finds herself back in the office. But she rou-
tinely takes to the road to visit her stores,
saying that her favorite part is talking to
customers. “Our goal at Rook is to provide
an ‘over the top’ experience” so that people
leave feeling better than when they walked
in, she adds. “It means a lot to me to touch
lives in such a simple but meaningful way.”
And, while the image of 2 p.m. on the
clock on that fateful day has been seared in
her mind, Migliaccio shares a secret that
makes her little girls giggle: “I only set my
alarm in palindromic time,” where it reads
the same backward or forward.
HOLLYMigliaccio Rook Coffee
Wonder Woman. I give 100% in all aspects of my life. I choose to go above and beyond
in everything I do. You don’t need superhuman powers to be a super human.
JUMP INTO THE SCARY
What female movie star, singer, book heroine, etc. personifies her leadership qualities?
26. midJerseybusiness I march 2016 23
SHOW YOUR HUMAN SIDE
C
hristiana Foglio believes she belongs to a privileged class: “Very few of us get
to go to work, make a good living for our family, and at the end of the day have
the satisfaction of knowing we made something better for another person.”
This realization gives her “that pit-in-the-stomach passion” for what she does. It
also propelled her, at the ripe old age of 30, to form Community Investment Strategies,
a Lawrenceville-based development and construction business.
However, Foglio says she never envisioned herself in a hard hat. “I was an economics
major and thought I’d be an arbitrageur,” referring to an investor who tries to reduce
risk and profit with simultaneous trades that offset each other. But after college, she
took an internship in New Brunswick’s economic development department and got
interested in the dynamics of urban redevelopment. Then the idea of housing, particu-
larly low-income housing, turned her head. “And I didn’t see any other woman leading
the charge in that area.”
Foglio carved out a niche, focusing on affordable multifamily and senior housing.
More than two decades and 3,000 rental units (valued at $400 million) later, Foglio
says she strives not only to do well, but to do good. “Before starting any project, I listen
to the tenants, put myself in their shoes, and think about what would make life better
for them.” And, when they’re complete, Foglio visits her projects to make sure every-
one is happy. “This comes from the heart, and it’s really what drives me.”
Happy employees are also important to Foglio, so she’s constantly thinking of
ways to make the workplace family-friendly. “After all, my daughter has her own
desk in my office,” laughs Foglio, saying she wants the preteen to feel a part of the
company, too. Plus, she adds, “It’s good for productivity to show your human side to
those who work for you.”
After all these years in construction, a hard hat is no longer foreign to Foglio. In fact,
she’s developed what she calls “a passion for hats,” adding, “If I wasn’t called to do
what I do, I’d make hats. Very flattering hats.”
Community Investment Strategies
Foglio
Marge the Police Chief (Frances McDormand) in Fargo — pregnant,
Marge can solve a case, boost her man’s sense of worth, collar a psycho, and
make a stand for human decency, all while freezing her butt off!
What female movie star, singer, book heroine, etc. personifies her leadership qualities?
CHRISTIANA
27. 24 midJerseybusiness I march 2016
“W
ho you are is more
important than what you
do.” That, from a woman
who does so much in her day-to-day, she
makes a pro-basketball team look like a
bunch of slackers. As regional president
for Southern New Jersey at Wells Fargo,
Princeton-based Brenda Ross-Dulan
manages all aspects of retail banking at
150 bank branches across eight counties,
servicing 1.3 million customers and over-
seeing $12 billion in deposits.
That’saheavyloadforsomeonewhoimag-
inedaverydifferentpathatafairlyyoung
age.“Ineighthgrade,IdecidedIwasgoingto
beanactuary,”shesayswithalaugh.“Being
reallygoodatmathandpainfullyshy,Imade
thatratherodddecision,andmovedon.”
Ross-Dulan did study actuarial science
in college, and worked in the insurance in-
dustry for a bit after graduation. But when
she went for her MBA at UCLA, she found
her untapped skills. “People I met there
suggested other avenues. And, I listened.”
Staying open to new ideas has been a
driving force in Ross-Dulan’s life and in the
career that she eventually settled into. “I felt
that if I was excellent at what I did, someone
would tap me on the shoulder, point me in a
new direction, and doors would open.”
Although she never expected those to be
vault doors, that is exactly what happened,
as she was recruited right out of business
school and into corporate finance by then
J.P. Morgan Co. She adds, “It was my
desire to make a difference in the lives of
others — to leave people better off than
when they first met me — that helped me
come into my own.”
After three decades in the bank, Ross-
Dulan still has an unwavering dedication
to developing and encouraging her staff,
and in leading by example at all times. “I
thought I had to set a perfect example by
not making mistakes,” but she soon real-
ized how limiting that was. “By not reveal-
ing my vulnerability, people couldn’t see
how I picked myself up when I fell down.”
She believes that leaders are better when
they show “the real me. We need to be clear
on who we are and what our purpose is
before we can truly make an impact.”
At the same time, Ross-Dulan recognizes
that “one never achieves anything without
the help of others.” She says that at an early
age her mother taught her a sense of grati-
tude, and to “always say thank you.”
While she’s grateful for a rewarding
profession and a full life with two kids in
college, Ross-Dulan still dreams — she
hopes to start a side business as an interior
designer. And she daydreams daily about
owning an NBA team.
BRENDARoss-Dulan
Wells Fargo
ALWAYS SAY THANK YOU
Oprah Winfrey. Her personal philosophy
resonates with me because I do believe that
everyone has to be the best that they can
be and be the best of who they are.
What female movie star, singer, book heroine, etc. personifies her leadership qualities?
28. midJerseybusiness I march 2016 25
MAKE YOUR OWN LUCK
L
iz Sigety is an accomplished attorney at Fox
Rothschild, a century-old law firm with offices in a
dozen states. She’s forward-thinking, strategic, and
takes a big-picture view of her work and the world around
her. Which is funny, she says, because “that’s not your typical
lawyer.” She notes that attorneys tend to focus on the details,
and are methodical in their approach. Maybe that’s why she
didn’t set out to follow in her father’s footsteps and become
a lawyer. “I wanted to be a politician,” Sigety says. “But most
of them have law degrees, so I eventually realized I better get
one, too.”
At the University of Chicago Law School, Sigety gravitated
toward joint classes with the business school where she became
intrigued by corporate law. “I thought it sounded dry and bor-
ing, but I found business to be so interesting, and even a lot of
fun,” she says, adding, “I never would’ve imagined this when I
was younger.”
By the time she was 40, Sigety was named a partner at the
Warrington, PA, office of Fox Rothschild, where she practices
finance and franchise law in the greater Philadelphia area. “I
love people and love helping them with their business transac-
tions,” Sigety says. “But I’m fascinated by entrepreneurs.”
Feeding that fascination, Sigety and two Fox colleagues
launched Delaware Crossing, an angel investor group that funds
tech and life science companies around the Delaware River
region of New Jersey and Pennsylvania. “I love being in a position
to support someone’s dream, and it’s important to me to do so in
my own backyard,” explains the mother of four.
Like the dreamers she backs, Sigety has a strong sense of
adventure and gets fired up over the thought of building some-
thing herself. “The world is full of opportunities and I’ve been
lucky.”
Still, she adds, “You make your own luck by having an open
mind and taking initiative.”
LIZSigety
Fox Rothschild
“I love being in a position to support
someone’s dream, and it’s important to me
to do so in my own backyard.”
Condoleezza Rice. I can’t say that I am like her, but I wish I was. I met her once
(very briefly) and have a picture of the two of us in
a window in my office. She is amazing.
What female movie star, singer, book heroine, etc. personifies her leadership qualities?
29. 26 midJerseybusiness I march 2016
Jennifer Schulman is the president
and founder of Fortune Web Market-
inginOceanTownship,providingweb
design and development and online
marketing.
How she got her start: Studied
telecommunications in college and
graduated at the start of the dot-com
boom, when employers were
looking for young people who
knew how to work computers,
code websites, and who un-
derstood how search engines
worked. Her job in the finan-
cial services industry let her do all that.
Mentors, preparation: Two of her managers,
both male, mentored her. “They recognized tal-
ent, and they recognized drive and determina-
tion,” and anyone showing those traits got their
attention. Schulman received an MBA with an
emphasis in marketing from the New York Insti-
tute of Technology in 2008, a year after starting
her company.
Discrimination: A “terrible male boss,” who
blocked access for Schulman and her female col-
leagues to the after-work confabs to which he in-
vited the males in the department, spurred her to
exit the corporate world. “I was put into the wrong
hands of a bad boss who was extremely chauvinis-
tic,” she says. “There was no immediate future for
me in that man’s department and I thought I was
going to be stuck with him for the long haul.”
She’d tell young women: “Occasionally you will
get feedback that’s very hard for you to hear. And
it’s mostly because you’re a woman, and especially
a younger woman. My advice would be to listen to
none of it.”
Skills and personal qualities: Constantly adapts,
as the big search engines change algorithms and
search ranking rules. Her drive and determination
are key to her success as is her inclination to nur-
ture and teach.
They’re a small but growing segment of some of New Jersey’s most dynamic industries: Women in
tech. Meet six of them who are business owners or CEOs. They have no chips on their shoulders and
several credit the male mentors who helped them. Most left corporate employers behind and started
their own companies, staying in the tech field, but playing the game on their own terms. For compari-
son, you’ll also meet one young woman just starting her tech career.
WORTHY
OF IMITATION
Success factors
for women
in technology
careers
By Julie Barker
Jennifer Schulman
President/founder of Fortune Web Marketing
Women bring a different point of
view to a field that’s been pretty
much dominated by men.
30. midJerseybusiness I march 2016 27
Dr. Elizabeth Posillico is president and
CEO of Elusys Therapeutics, Inc. in Pine
Brook. The company’s treatment for An-
thrax is close to gaining FDA licensure.
How she got her start: Posillico received
her Ph.D. from Duke University in endo-
crinology. Initially she worked in RD on
antibody therapeutics. Subsequent roles
had more business emphasis but still used
her science background. Hired by Elusys in
2002 in a business development capacity,
she was promoted to senior VP of opera-
tions. When the CEO resigned in 2005, she
was named CEO.
Mentors, preparation: Leaving Duke,
“I didn’t know anything about managing
people” or indeed about business. She de-
termined she would learn what she needed
to know and never had a mentor.
Discrimination: In an industry domi-
nated by men, “you have to try to operate
within that the best way you can. It’s not
always fair and it’s not always easy.”
She notes the absence of women in
CEO and boards of directors slots per-
petuates this culture. “Even though
everyone says, ‘We want women on the
board of directors,’ very few women are
appointed, even in small companies.”
She’d tell young women: “Women
who want to get to the
senior levels of biotech-
nology really need to
have an MBA, a Ph.D.
or an M.D. And that will
significantly help their
credibility factor.” Elu-
sys is about 60 percent
women.
Skills and personal
qualities: In addition to science knowledge
and business expertise, the ability to com-
municate clearly with people at all levels,
persistence, negotiation skills.
Barbara Zaccone, an Ocean County resident whose company,
BZA, LLC, is in Little Falls, provides web design and web de-
velopment to help small to mid-sized companies maximize
their online presence.
How she got her start: Zaccone sold computer systems for
Hewlett-Packard in northern New Jersey, then ran marketing
programs for that company for 11 years. After her second child
was born, she wanted more flexibility, and started BZA.
Mentors, preparation: At Fairleigh Dickinson for a BS in computer
science, she was the lone woman in her computer classes — an advantage
because it prepared her for the real-world
gender ratio in technology. “Today if I go into
a meeting and am sitting around a table of
co-owners and the IT guy, I don’t feel intimi-
dated at all.” Her mother was her role model,
rising from sales associate to a management
job at Macy’s.
Discrimination: “No. Not today. I just don’t see it or feel it.”
She’d tell young women: Gain real-world experience to supplement
your classwork. Build a portfolio. Employ well-written communications
and follow up with a thank-you call or email. “It’s simple good manners.”
Also, “When people interview you, they’re going to google you. Your social
media footprint should be clean.”
Skills and personal qualities: Hermindiscreativebutfocused.Herwork
is “a lot about problem-solving thinking.”
I spent my first year in college as a fine arts
major, but there were very few jobs... The
computer industry was coming to fruition.
I decided that maybe I should go into
computer programming.
[Being a CEO] wasn’t something
that I aspired for. I was senior
vice president of operations. The
CEO resigned and I was asked if I
wanted to take over the CEO role.
I didn’t know that I would want it.
But it’s the best job I’ve ever had.
Barbara Zaccone
Founder and president of BZA, LLC
Dr. Elizabeth Posillico
CEO of Elusys Therapeutics, Inc.
31. 28 midJerseybusiness I march 2016
Chaya Pamula, CEO of PamTen, Inc., conceives
and develops software products like ConnectPro-
Global, for membership organizations, allowing
pre-event networking. The Princeton-based com-
pany allocates a percentage of its profits to the non-
profit organization Sofkin, which Pamula founded
for destitute children in India.
How she got her start: After her undergraduate
degree, took courses for a diploma in Computer
Science. She started
her career training
people on IT, moved
up to project manage-
ment, programmer,
developer, and then
got an MBA. In her
mid-30s,shecametotheU.S.fromIndiaandjoined
Bristol-Myers Squibb’s IT department.
Mentors, preparation: At the pharmaceutical
company, she had a woman mentor who was both
assertive and a suc-
cessful leader. To add
balance, she chose a
man to mentor her simul-
taneously. She wanted
to “understand the views of men, how they view
women leaders.” A teenager when her parents died,
Pamula “always felt that I didn’t receive the guid-
ance that I should have for launching my career.”
Discrimination: “I have friends who have shared
a few incidents with me. Yes, it does happen, but I
don’t want to say it’s just technology companies.”
She’d tell young women: “Technology is some-
thing that can take a lot from you in terms of keep-
ing yourself up-to-date…” so “determine if that is
really your passion.” Nurture your leadership skills
right from the beginning of your career; be able to
voice your concerns to your management.
Skills and personal qualities: Compassion, dedi-
cation, analytical thinking.
Janice Mahlman the CIO of August eTech, LLC, is
alsoitsCEOandfounder.Amanagedserviceprovid-
er, the Mercer County company has offered desktop
technical support, server and network monitoring,
maintenance, and repair since 2001.
How she got her start: Post-college, working in
HR, Mahlman hung out with friends in the IT
department and learned some of what they
did. She liked figuring things out, whether fix-
ing PCs or diving into a new database. IT was
logical. With an MBA from Rider University,
shelandedaSupportAnalystjobtestingsoftware.
“That was the mid-90s and basically if you worked
in IT, headhunters came looking for you.”
Mentors, preparation: Her father, a food scien-
tist, was a tinkerer at home. Repairing electronics
or systems, he showed his three daughters as well
as his son how to do those jobs. “To him education
wasn’t male or female.”
Discrimination: “I feel a lot of it is how you go into
situations. I never felt from any man that I directly
worked with that they were holding me down or
there was an issue of sexism. Quite the opposite.”
She’dtellyoungwomen:“Pursueitwithapassion.
Build a computer. Start learning programming. If
youhitroadblocks,there’sahugeITfield.Don’ttake
a step back and say, ‘Oh, I want to be in marketing.’ ...
Find an organization that has women mentors.”
Skills and personal qualities: Positive attitude,
ability to put a plan into action, forming and keeping
relationships with other
Skills and personal qualities: Positive attitude,
ability to put a plan into action, forming and keep-
ing relationships with others.
If you are sitting in a group of men,
you have to make sure that you are
heard and that you are visible in
that room by sharing your experi-
ence, your thoughts, your decision.
Chaya Pamula
CEO of PamTen, Inc.
Janice Mahlman
CEO/CIO of August eTech, LLC
WORTHY OF IMITATION
32. Members of the Young Professionals Connective (YPC) are motivated young professionals working to
become mid-Jersey’s next generation of leaders. Thegroupprovidesaforumforyoungprofessionalstoenhance
theirleadershipskillsandparticipateinprojectswithregionalnonprofitsthathaveanimpactonthecommunity.
YPC is focused on community service. Each year, the YPC selects a Nonprofit Partner, dedicating the entire
calendar year to volunteering, donating for specific causes and fundraising for their organization.
THE
NEXT GENERATION
NOW
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33. 30 midJerseybusiness I march 2016
Sheri Kurdakul, president of Holistic Business
Solutions, LLC, founded the Princeton-based
company to help small businesses and non-
profits manage such data-intensive needs as
customer relationships and registration
for events. The Tech Ed Committee
cochair for the MIDJersey Chamber,
Kurdakul wants to “take the intimi-
dation out of the word technology”
for Chamber members.
How she got her start: Kurdakul
started her career in 1990, but that
didn’t last. “I’m kind of a round peg
that people tried to fit into a square
hole. ... In corporate [America], they want
you to conform, they want you to follow the
rules.” She has intense curiosity about how
things work and asks a lot of questions. When
employed at Packet Publications managing
coop advertising in the late 1990s, she “pes-
tered” friends in the art department to teach
her web design basics. In 2013 after two years
of consulting on the side, she quit her job,
asked her boss to become a client, and that
was the start of her business.
Mentors, preparation: Mentored by an un-
cle who owned several businesses, Kurdakul
also has a SCORE mentor and a coach she
met at Business Networking International.
Always looking to learn more, she took online
courses and joined online forums.
Discrimination: “I’m aware that there are
challenges and I know the stats, but I person-
ally have faced very little… I don’t know that
[sexual discrimination or harassment] is ex-
clusive to the technology field. Some people
are just not nice.”
She’d tell young women: The mother of a
10-year-old girl, she says, “Know what you
want to do and do it. Know who you are and
be that best you. Insecurity and doubt are the
routes of most demise.”
Sheri Kurdakul
Holistic Business Solutions, LLC.
The Future of Women in Tech
That women are underrepresented in the tech workforce is just part of the story of gender disparity in tech. True,
fewer women enter science or computing as a field of study in college and fewer women graduate with degrees in
those areas. While women receive over half of bachelor’s degrees awarded in the biological sciences, they receive
far fewer in the computer sciences (18 percent), engineering (19 percent), physics (19 percent), and mathematics
and statistics (43 percent), according to a National Science Foundation study on 2011 graduation rates.
In New Jersey, some 11 percent of private sector jobs are in what is termed the Technology Cluster. A second
cluster, Biopharmaceutical and Life Sciences, accounts for another 3.6 percent of private sector jobs. The
industries that make up these clusters are hungry for workers, but the pipeline simply does not include as many
women as men.
Another aspect of this problem is pay disparity. Working to remedy this is the state’s Council on Gender Parity
in Labor and Education. While it addresses gender disparities in all industries, it brings particular focus to New
Jersey’s science and technology workforce, with an annual summit that convenes leaders from
business, education, non-profit, public policy, research, and state and local government to cre-
ate collaborations to promote more equitable representation of girls and women in STEM.
WORTHY OF IMITATION
Evelyn Fairman, a 2014 University of Maine chemical engineering
grad, received her Master’s in energy, engineering, and policy from
Carnegie Mellon University. She returned to her home state (she
grew up in Highland Park–New Brunswick) to take an engineering
job at The Linde Group, an oil and gas company in Murray Hill.
How she found her job: Linde recruiters came to Carnegie Mellon and
hired Fairman in a two-year rotational development program where she
changes business units every eight months, gaining different perspec-
tives and trying out different roles.
Evelyn Fairman
Application sales engineer
The Linde Group
34. midJerseybusiness I march 2016 31
Mentors, preparation: Linde assigned
Fairman a sponsor. “Mine happens to
be female and she introduced me to a
couple of other women higher up on the
executive team.” As a kid, encouraged by
her father, a mathematician, she worked
alongside him on jobs around the house.
Fairman had strong science teachers
in high school, who suggested that she
attend an engineering summer camp.
Fairman also became active in Society of
Women Engineers in college.
Discrimination: “Sometimesyoudofeel
it’s an overwhelming new environment…
[partly] because it’s male dominated.
When you find those other women to
mentor you, it makes you feel more like,
‘Ok, I’ve found my place.’ ” Having come
of age during a push to get women into
STEM education and jobs, Fairman has
received benefits the older women inter-
viewed for this article did not. However,
she says, “Sometimes [diversity efforts
make] me worried: Am I being hired be-
cause I’m a woman or am I being hired
because I’m the most suited for the role?
I don’t want to feel that I’m only here be-
cause I’m female and they’re trying to fill
a quota.”
She’d tell young women: Engineering
is “a great choice because you’re definite-
ly going to have job security and you’re
definitely going to be in demand, and
you’re going to get to work on projects
that are on the breaking edge of technol-
ogy. ... Women, especially, want a career
where they feel like they can help people
or communities in a grand, macro way.
Engineering and STEM definitely pro-
vide that.”
Skills and personal qualities: Self-
directed, likes to problem-solve, opti-
mistic, and passionate about her area of
concentration (renewable fuels).
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JOINUS
WOMEN IN BUSINESS
CONFERENCE
Wednesday, March 9th
2:00 p.m. – 6:00 p.m.
The Westin, Princeton
35. 32 midJerseybusiness I march 2016
WHEN WOMEN BUSINESS OWNERS NEED A LOAN,
THE SBA CAN HELP
BY DIANA DRAKE
37. 34 midJerseybusiness I march 2016
services involves financial assistance for new or
existing businesses through the agency’s various
loan programs facilitated by local lenders, including
its popular 7(a) guaranteed loan program. Loans
can be used for working capital; the purchase of real
estate, machinery, and equipment; debt refinancing;
business acquisitions, and other business needs.
Last year, the SBA approved a record $822
million in loans to New Jersey small businesses,
an increase from $654 million in 2014. A similar
increase played out in loans directed specifically
to New Jersey companies owned by women. “In
2015, we did $110,168,000 in SBA loans to woman-
owned businesses in New Jersey,” notes Al Titone,
district director in the SBA’s New Jersey office.
“That is an increase from $94,652,000 in 2014.
In terms of number of loans, we went from 245 to
280 in 2015. We had a big focus last year on SBA
lending to woman-owned businesses. And the
improving economy also helped.”
While the numbers are on the rise, Titone needs
women business owners to first and foremost rec-
ognize that they are potential SBA loan recipients.
“Women have a tendency to think that they just
can’t get the loan, so they don’t bother applying. In
reality, they are just as eligible as other small-busi-
ness owners,” he explains. The www.sba.gov/nj site
offers general information about the process.
Women business owners who are interested in
applying for an SBA loan can visit www.sba.gov
tools to download a loan application checklist.
This will help familiarize business owners with all
the requirements a lender will need from a small
business applying for an SBA loan.
GET THE FACTS
Next step: explore and ask questions. “Either our
Newark office or one of our resource partners can
help walk you through the SBA loan process,” says
Titone, adding that the state’s network of Small
Business Development Centers, SCORE offices,
and the Women’s Center for Entrepreneurship
Corp. at Peapack-Gladstone Bank are frontline
SBA allies. “We have a lot of ways to assist women
business owners,” adds Titone. “We can assist
them in understanding the application process,
creating a business plan, and putting together their
financials. They can call the district office, and we
can direct them to where they need to be. There is
a lot of information and assistance out there, and
we are happy to provide it.”
The SBA and its resource partners do not
actually provide SBA loans. That task falls to
SBA-approved lenders. Beyond the information-
gathering phase, Titone recommends that women
business owners begin their search for the appro-
priate SBA lender in a place that is most familiar—
their own bank. “They have a relationship with
you and they know you best,” suggests Titone. “If
that doesn’t work, then you will need to do your
research. Our office can tell you which banks are
the biggest SBA lenders with the most loans to
woman-owned businesses.”
The SBA website provides a list of the 100 most
active SBA 7(a) lenders. In New Jersey, that honor
roll currently lists Wells Fargo, TD Bank, JPMor-
gan Chase, NewBank, and Columbia Bank.
PLAN AHEAD
Whatever you do, cautions Titone, do not approach
a lender without a strategy. “Don’t just walk in and
say, ‘How much will you give me?’ ” he says.
Advisors are a fundamental part of that strategic
approach,” notes Lou Gallo, Wells Fargo’s business
banking area manager with offices in Edison and
Red Bank, as well as North Jersey. Wells Fargo
tops the SBA preferred lenders list in both New
Jersey and the nation. “Woman-owned businesses
that are starting up need to make sure that they
have the right advisors behind them: a CPA, at-
torney, and banker all in sync to help them if they
have lending needs, and to drive them in the right
direction.”
What’s more, adds Gallo, let your bank relation-
ship managers guide you. “Early engagement with
your banking advisors is critical to your success
of getting the lending and working through the
business plan to fit your needs of how you want to
grow.”
And don’t underestimate the power of the plan.
A business that approaches a bank and presents a
case for lending should have a solid business plan
that specifies how the business intends to grow.
“The SBA will lend based on projections,” Gallo
points out. “Your growth strategy is a critical piece
of your plan.”
SBA NEW jERSEY
DISTRICT oFFICE
https://www.sba.gov/nj
NEW jERSEY
SMALL BUSINESS
DEVELOPMENT CENTERS
http://www.njsbdc.com/
CENTRAL jERSEY SCORE
https://centraljersey.score.org/
WoMEN’S CENTEr FOR
ENTREPRENEURSHIp CoRP.
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NEED HELP
sBa LOANs
NAVIGATINg
?
Woman-owned businesses that are
starting up need to make sure that they
have the right advisors behind them:
a CPA, attorney, and banker. — LOU GALLO
38. midJerseybusiness I march 2016 35
How to Get Certified as a Woman-owned Business
For women, business ownership can come with advantages. For example, public companies
as well as local, state, and federal government purchasing agencies have programs for allot-
ting a certain percentage of business to woman-owned companies. In order to take advantage
of those allowances, however, you must be officially certified as a Women’s Business Enterprise
(WBE). The Women’s Business Enterprise National Council (WBENC), a Washington, D.C.
certifying organization for WBEs in the U.S., provided these tips regarding important aspects of
certification:
• Make sure your business is at least 51 percent owned and controlled by one or more women
who are U.S. citizens or Legal Resident Aliens.
• Fill out and submit an application, which you can get through WBENC (wbenc.org) or other
certifying organizations like the National Women Business Owners Corporation (nwboc.org).
Choose your certifying organization based on the type of work you hope to get through your
WBE certification. You can also consider state certification, which is typically good for doing
business with state government agencies.
• Be patient; the full certification process is notoriously time-consuming, involving paperwork,
review committees, and site visits — and some fees.
If you are too busy running your business, consider enlisting the help of an advisor for the
application and approval process.
• To find out about certification in New Jersey, visit the state contracting page at
nj.gov/njbusiness/contracting. Follow up with your local Small Business Development
Center or other small business organization to discuss the most up-to-date guidelines for
WBE certification in New Jersey.
Will businesses seeking SBA loans be
awash in a sea of paperwork? As with
any loan application, says Gallo, you will
be required to provide comprehensive
background and business details. Even
so, he says, business owners shouldn’t
feel intimidated. “People perceive SBA
as being a long, tedious process and a lot
of paperwork,” says Gallo. “The SBA has
done a good job of streamlining those pro-
cesses.” Average time for loan approval,
adds Titone, is 45 to 60 days, which can
vary depending on individual business
needs.
Gallo describes the lending environ-
ment these days as “still tentative,”
though he is “carefully optimistic” that
things will continue to improve if rising
interest rates don’t have a negative effect.
Wells Fargo managers are actively
networking at state events for women
business owners to talk about SBA loans
and other products and services. SBA
loans, says Gallo, are a great way for banks
like Wells Fargo to help business custom-
ers with their growing business needs. “It
allows us to do lending that we may not
have done traditionally because the SBA
is giving a guarantee. That helps us offset
any concern we may have with companies
that show weaknesses on balance sheets
and income statements.” This has been a
small-business reality through the eco-
nomic downturn and slow recovery.
Dina Shekhter, co-owner of 3d Rose
in Jackson, can speak to that from
experience. Her business, which prints
on-demand images on products like mugs,
T-shirts, and wall clocks, applied for an
SBA loan in 2012, a hard time for small
businesses. “It wasn’t easy to get loans at
that time,” notes Shekhter. “If it wasn’t
for the SBA, we wouldn’t have been able
to buy this location, and who knows how
this business would have turned out. We
doubled our size by moving, and we are
able to store more merchandise, hire
more people, and still have more room
to build. I’m grateful to SBA for giving us
this opportunity.”
Building a legacy, one project at a time.
P: 609.895.1100
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Shareyourthoughtscommentsat
@midJerseyBiz
39. 36 midJerseybusiness I march 2016
Your BusinessBEST PRACTICES AND OUTSIDE-THE-BOX SOLUTIONS
THE FUTURE OF WOMEN-ONLY
NETWORKING GROUPS
As workplace gender issues change, organizations are evolving
F
or many businesswomen, female
networking organizations have
been an important source of po-
tential leads. But the Baby Boomers who
have been benefiting from these groups for
years grew their careers in a very different
business culture.
Younger women are coming of age in a
more gender-blind environment. They’ve
had female bosses, sell to female clients,
and their male colleagues were raised in a
more liberated culture. While issues such
as work/life balance and a wage gap still
plague women of all ages, the shift in cul-
ture raises the question, are women-only
networking groups still relevant?
Networkingisimportant,sinceithelpsen-
trepreneursandexecutivescreatereferrals
andincreasebusinessopportunities,says
RanaShanawani,executivedirectorofthe
Women’sCenterforEntrepreneurshipCorp.
(WCEC).TheChatham-basedorganization
serveswomenbusinessownersacrossthe
state,offeringassistancelikeeducation,con-
sulting,andentrepreneurialtraining.
“Women who attend our events regu-
larly report back that as a result of a con-
nection made from the event, new clients
or business opportunities were secured,”
Shanawani reports. “It is often described
that women are more eager to connect with
others on many levels, [and that] men are
more assertive and less afraid to ask for what
they want. The WCEC keeps these differ-
ences in mind when designing our projects
and building the structure of our products to
help our clients as best as possible.”
“The future of entrepreneurship is spe-
cializing in industries which are maximally
micro-niche,” according to Shanawani. “I
predict that networking groups will follow
the same path.”
Women’s networks made a difference for
Joyce Cantalice, a financial representative
with Princeton-based Petrone Associates,
Inc. who also chairs the Hamilton Town-
ship chapter of the Professional Women’s
Business Network (PWBN).
In December, while Cantalice was at a
PWBN event, a woman told her, “so, I hear
that you help people with financial planning
and that I should meet with you,” Cantalice
recalls. “The rest is history. That’s about as
good as it gets when you are networking and
the group is referring your services.”
She says women’s networking groups will
stay important in a more inclusive business
world.
“We’ve got a fair number of Millennials
in our Professional Women’s Business
Network chapter in Hamilton,” Cantalice
explains. “Men and women are different,
and our approaches to networking are re-
ally not similar.”
The way that networking events are
scheduled illustrates the different ways that
men and women operate, observes Nicole
Wisniewski, a Flemington-based Provident
Bank vice president and branch manager
who also chairs the Somerset County Chap-
{ Networking }
40. midJerseybusiness I march 2016 37
ter of BW NICE (Business Women Net-
working Involving Charity Education).
“Manynetworkinggroupsmeetat7:00
a.m.onaweekday,butthatdoesn’tworkfor
manyprofessionalwomenwhohavetodrop
theirchildrenoffatschoolorpreschool,”
saysWisniewski.Incontrast,herchapter
meetingsopenatabout8:30a.m.“Other
womenunderstandthejugglingactinvolved
inbuildingacareerandraisingafamily.”
She says that Millennials are well repre-
sented at BW NICE meetings, as well as at
Provident Bank’s own women’s network,
Provident4Women.
“As more women continue to enter the
workforce and start their own businesses,
society may indeed be moving away from
a gender-biased model,” Wisniewski says.
“But women still share certain outlooks —
such as giving back to the community — and
that’s likely to be even more of an issue as
more women set up their own companies.
So I believe women’s networks will con-
tinue to thrive. It’s amazing what women
can do when they come together.”
Women network differently than men,
according to Gloria Cirulli, a personal
skills coach who launched the Central
New Jersey chapter of eWomenNetwork,
and serves as its managing director. She
also writes a column on women’s issues for
myCentralJersey.com.
Her eWomenNetwork chapter will
hold its seventh annual Women’s Success
Summit on April 11th, featuring national
founder and CEO Sandra Yancey, and
Cirulli says that “very often women feel
that they have to be good at everything,
because if they show they are not, then it
could be perceived as a sign of weakness.
But when they network in a supportive
women’s environment, they’re more com-
fortable about asking for help.”
Even though Millennials look at many
things differently, “I encounter many
female Millennials that are looking for
guidance from those who have walked the
path before them, and I really don’t think
this will change,” Cirulli says.
So even as society evolves, some tradi-
tional approaches may continue to be vital.
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“Many networking groups meet at 7:00 a.m. on a
weekday, but that doesn’t work for many professional
women...” – Nicole Wisniewski
41. 38 midJerseybusiness I march 2016
C
onflict was in the air January 27, as
about 25 people gathered in a room
at the Mercer County Park Marina
for the first-ever workshop presented by
midJersey Business magazine. The event,
“Conflict Resolution: A View from the Top
Line of the Organizational Chart,” was de-
signed to help business owners and execu-
tives defuse tension in their workplaces.
Theearly-morningprogramwaspresent-
edbyPrinceton-basedTrilogyPartners,LLC,
amultidisciplinaryfirmofC-levelbusiness,
financial,andexecutiveadvisorswhohelp
theirclientsnavigatechangeandgrow.
Trilogy’s Bill Ehrhardt and Loida Norie-
ga-Wilson seated the business owners and
executives at round tables in groups of five
or so, enabling them to easily communicate
with each other and with the group as a
whole as issues and ideas were bounced
back and forth.
“Conflict represents a diversity of
thoughts, so it’s not always a bad thing,”
notes Ehrhardt.
But conflict — between employer and
employees, or between employees, or even
between a business owner and a client — can
also lead to animosity, creating barriers be-
tween people and leading to excessive work
delays and unnecessary costs. Preventing
conflicts, or at least catching them early on,
is desirable as it can limit fallout.
FOCUS ON THE PROCESS
“Communication is an important first step,”
says Noriega-Wilson. “By communicating
openly, you establish expectations. One ap-
proach is to hold senior management meet-
ings on a regular basis, where issues can be
aired before they start to fester.”
When conflict does arise, “Focus on the
process, issue, or behavior, not the person,”
Ehrhardt counsels. “That’s a better ap-
proach than just using your power and
authority to get people to act, which can
breed resentment and animosity.”
Speed is also key. “The longer you wait,
the more severe a conflict becomes,” says
Hal Levenson, CEO and founder of Trilogy
Partners LLC. “If you deal with it right
away, you’re more likely to deal with the
issue, not the person.”
Michael Rosen agrees with that. The
CEO of Trenton-based Commercial Clean-
LEADING THE WAY TO CONFLICT RESOLUTION
A recent MIDJersey Chamber of Commerce workshop
explores ways to defuse conflict
Your Business
{ Best Practices }
42. midJerseybusiness I march 2016 39
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than five years — Rosen is responsible
for some 300 employees who perform
janitorial, office cleaning, handyman and
other services for clients from Trenton to
Baltimore.
“We’ve applied Trilogy’s conflict resolu-
tion principles, and instead of berating [the
other individual], we sit down and work
things out,” says Rosen.
In some cases, a good employee may sud-
denly start coming late or underperform in
other ways. “We’ll work with the supervi-
sor and employee to find out what’s wrong,
and try to work out a solution that benefits
everyone,” he adds. “I originally sought
[Levenson] out for advice on structuring
a better compensation package, but since
then, we’ve successfully worked with Tril-
ogy on a number of matters.”
EMPATHY AS A STRATEGY
Instead of pointing fingers, try to re-center
the discussion on collaboration, he adds.
“Focus on shared values and desired out-
come. Working together, you can develop
and coordinate plans and mechanisms to
control and monitor activities, and decide
how to hold people accountable.”
A business owner or top executive should
also “engage in ‘empathetic listening,’ ”
according to Ehrhardt. “Repeat the other
person’s words so you demonstrate your
understanding without judging, so you can
see why the person feels a certain way about
an issue. Also, eliminate distractions before
you start the conversation; and when the
other person is talking, don’t think about
your rebuttal. Instead, listen, then think and
respond when it’s your turn.”
Also, consider revising your approach to
power, Ehrhardt suggests. “Don’t be afraid
to expose your own vulnerabilities, since
that’s part of the path to helping others feel
worthy. But top executives often have a
problem with this, since they confuse vul-
nerability with weakness. It’s actually a sign
of trust, strength, and leadership, however,
since it indicates a trust in yourself as well as
in the person who’s also in the discussion.”
43. 40 midJerseybusiness I march 2016
IMO: A NEW MARKET CALLS FOR
A NEW APPROACH
How to Win Over the All-Important Millennial Customer
W
hen business owners assess
their markets, they shouldn’t
lump Millennial consumers
in with the rest. Commonly defined as
individuals from 18 to 34 years old, Millen-
nials account for an estimated $1.3 trillion
in annual buying power in the U.S. alone.
But companies that want to successfully
connect with this cadre may have to be
prepared to jettison a number of tradi-
tional selling and advertising techniques
and adopt new ones, say some experts.
It used to be that discretionary income
was the primary limiting factor in a younger
person’s purchasing decision,” says Hugh
Miller, founder and CEO of Hollyrock/
Miller, a Princeton-based marketing com-
munications agency. “Now, time is that
limiting factor. Millennials are working,
playing sports or other group activities,
attending events, volunteering with organi-
Your Business
{ Marketing }
{ 5 WAYS TO UPDATE YOUR MARKETING}
Millennials are looking
for new experiences, so
throw out the old rules
and think outside the box.
Break throughthemassive
clutterwithanattention-get-
tingmessage.Alwaysfocus
yourmessagingonwhat’s
initforthecustomer,noton
thedetailsofyourproduct
orservice.
Millennialsmixsocializing
withdecidingwhetherto
useyourserviceorcon-
sumeyourproduct.They
shareinfowitheachother
andmakegroupdecisions,
socollaboratewiththem.
Mobiletechnologyisa
thirdappendage for Millen-
nials.They’reconducting
somesort ofwebsearch
alldaylong,somakesure
allofyourdigitalassetsare
optimizedformobile.
Millennials recognize
fewer boundaries, so you
need to find a way to build
a relationship with them.
Don’t just talk to Millenni-
als — work with them and
offer them an experience.
2 3 4 5
MidJersey Business asked Hugh Miller of Princeton-based Hollyrock/Miller to share five tips for marketing to Millennial decision makers.
1
44. midJerseybusiness I march 2016 41
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zations, not to mention finding each other
and starting families. That leaves little dis-
cretionary time. Things are moving at rapid
speed and marketers need to keep up.”
“To begin with, recognize that the
Millennial demographic has been raised
in an electronic age,” says John Cash-
man, CEO of Digital Firefly Marketing,
a Princeton-based company that helps
businesses and brands stand out on the
Internet. “The Millennial cohort is more
likely to get their information, news, and
entertainment from digital, mobile, and
Web platforms, instead of from television,
magazines, and other ‘brick and mortar’
sources, so a business needs to have a pres-
ence on these outlets.”
Even in a digital environment, branding
continues to be important, he says.
“Even though the methodology may be
different, some concepts, like branding,
are important across all channels,” Cash-
man says. “At one time, different mediums
like billboard advertising, magazine,
or television and radio had segmented
campaigns. But now your message needs
to be unified across channels, with each
one reinforcing the others since the dif-
ferent channels may feed, or redirect, the
consumer between them.”
Therearesomeadditionalchallenges
whenitcomestoreachingouttoMillennials.
“Millennials are less responsive to tradi-
tional advertising mediums,” Miller warns,
saying that this attribute is traceable to the
fragmentation of media and the shorter
attention span that accompanies today’s
time-pressed society. “The key is to both
reach Millennials where we know they are
— online which, of course, includes social
media — and with unique messages that
speak to them and their priorities.
Miller says that a campaign targeted at,
or inclusive of Millennials should incorpo-
rate “robust online and social components,
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–John Cashman, CEOof Digital Firefly Marketing
45. 42 midJerseybusiness I march 2016
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Marilyn S. Silverman, M.A.
Operations and Marketing
including Google, Apps, Facebook, Insta-
gram, and YouTube, all media where you
can expect to find a younger audience.”
These kinds of efforts work. “To recruit
younger members to a new golf club, we
ran a Facebook promotion, presenting a
certain offer if they participated,” he adds.
“For a very reasonable budget we got over
400 responses.”
With audiences becoming less concen-
trated, advertising options are multiplying,
Miller explains. “But unless you’re in
a niche industry, it’s unlikely that your
customers will all be coming to you from
a single site. It’s important to have good
guidance as to where to place valuable
marketing dollars.”
DIFFICULTIES IN MILLENNIAL
MARKETING
“Two challenges are recognizing Millen-
nials’ limited attention and their lack of
time,” Miller observes. “Millennials are
influenced by opinion and thought lead-
ers; however, anyone with a computer or
device can blog.”
The sheer number of screens where they
might see your message means more oppor-
tunity to reach Millennials, but also makes
it increasingly difficult to get their attention.
“There are so many distractions divert-
ing our attention,” says Miller. “Even if
people are watching TV, they are often also
on their phones or tablets at the same time.
Not to mention that a tremendous number
are eschewing traditional cable TV alto-
gether for services like Netflix and Hulu.
So a medium that used to be all-consuming
and unifying is no longer doing that.”
Your Business
{ SHARE YOUR UNIQUE KNOWLEDGE }
MidJersey Business has big plans for providing new and innovative digital content. Be
a part of our digital partnership from the start. Contact Marty Daks to find out how you
can become a blogger or columnist for midJersey Business.
46. midJerseybusiness I march 2016 43
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