ChatterThe Chamber
Providing Leadership and Opportunity for business
Member News & Information
2012 OfficersScott Mayes, Chairman
Comcast Spotlight
Timothy R. Jefferis, Chairman-ElectTD Bank
Chris Tolsdorf, Vice ChairmanTolsdorf Oil Lube Express
Rob Partridge, SecretaryWC Area School District
Donna Urian, TreasurerFischer Cunnane & Associates, Ltd.
Mike Brown, Past ChairmanKMRD Partners, Inc
Board of DirectorsMary Bigham
WCDish.com
Bryan BrocksonEDiS Construction & Development
Thomas CiccaroneParkway Dry Cleaners
John J. Cunningham, IVLamb McErlane PC
Ronald K. DellaVecchiaDellaVecchia, Reilly, Smith &
Boyd Funeral Home, Inc.
Guy T. Dunn1-800-905-GEEK / Geeks on Call
Mark ErnestFranklin Mint Federal Credit Union
Thomas GavinThe Chester County Hospital
Liz Golding1N Bank
Nicole GrebloskieArthur Hall Insurance
Bruce GriffinYMCA – West Chester Area
Frank JacquetteJacquette Consulting, Inc.
Mell JosephsStudent Services, Inc.
West Chester University
Jeannie McGinnMcGinn Marketing Works
Arlene McGranaghanDaily Local News
Patrick McKenna, Esq.Gawthrop Greenwood, PC
Andrew McMenaminDNB First
Brian MillerMars Drinks North America, LLC
Marisa PowellPietro’s/Nonna’s Restaurants
September/October 2012
www.greaterwestchester.com
For the Love of West ChesterVolunteer of the Year 2012
If you’re searching
for a definition of
“labor of love,” look
no further than
Todd Marcocci and
Amy Walp, of Under
the Sun Productions
and the MARS Drinks Old Fashioned
Christmas Parade. Todd and Amy be-
gan volunteering in 2005 to make the
annual parade a must-see event in
downtown West Chester as a way to
give back to the community.
First, they focused on the Christmas
tree. Then, it was new floats, including
a breathtaking ride for Santa. In 2006,
Under the Sun Productions began pro-
ducing the parade itself all on a volun-
teer basis. Since then, attendance at
the parade has grown from about 5,000
spectators to over 20,000. In 2009, USA
Today listed the parade as one of the
Top 10 Holiday events in the nation.
For their ongoing efforts on behalf of
West Chester and the Greater West
Chester Chamber of Commerce, Todd
and Amy will receive the Volunteer of
the Year Award for 2012. The award
will be presented at a luncheon on Oct.
16, 2012 at Penn Oaks Golf Club.
In nominating the pair, Chamber
continued to page 13
In addition to working on over 550
cars a month, Dave, Laura and
Jonathan Aloisio and the staff of Dave’s
Automotive Repair Enterprise (DARE),
West Chester go above and beyond
when it comes to providing customer
service and being involved in the com-
munity. This ability to cover all the
bases when it comes to customer sat-
isfaction is the reason the business has
been successful for over 35 years.
It’s also the reason the Greater West
Chester Chamber of Commerce
(GWCC) named DARE its 2012 Business
of the Year. The award, presented an-
nually to a Chamber member for out-
standing achievement in the business
community and the Greater West
Chester community-at-large, will be pre-
sented at a luncheon to be held Oct. 16,
2012 at Penn Oaks Golf Club.
“DARE is an outstanding business in
so many ways,’’ said Mark Yoder, GWCC
president. “The Aloisio Family knows
how to do it all from taking care of cars,
to taking care of customers, to caring
about the community. They do it all
and do it all well. The Chamber is proud
to recognize them for their ongoingcontinued to page 11
Going the Extra Mile Leads to SuccessBusiness of the Year 2012
By Dorothy Kennedy
By Dorothy Kennedy
WELCOME NEW MEMBERSWELCOME NEW MEMBERS
September/October 2012 www.greaterwestchester.com 3
Binder & Canno Bret M. Binder803 W. Market St.West Chester, PA 19382484-648-1814; Fax [email protected]
Clothes Mentor Chris Barnett1369 Wilmington PikeWest Chester, PA [email protected]/clothesmentorwestchesterpaConsignment
Delaware Valley Business Referral Group Mr. Tom Mannc/o Penn Office Products510 E. Barnard St., #24West Chester, PA [email protected] Organization
Devon Financial Partners, LLC Mr. Billy Muldowney744 W. Lancaster Ave., Ste. 235Wayne, PA 19087610-293-8319; Fax 610-293-8399billy_muldowney@devon-financial.comwww.devon-financial.comFinancial Services
Fieldhouse Wellness Mr. Frank Brady255 Great Valley Pkwy., Suite 140Malvern, PA 19355610-981-6400; Fax 610-981-6402info@fieldhousewellness.comwww.fieldhousewellness.comChiropractor
Fig West Chester / Moxie House LLC Ms. Deborah Brandt153 E. King St., Suite 212Lancaster, PA 17602717-394-7737deborah@moxiehouse.comwww.figwestchester.comPublishers (Print or Online)
Four Seasons Lawn Management Mr. Joe Fanning200 W. Hilltop Rd.West Chester, PA [email protected] Service
Ms. Danielle Friel400 Devon Dr.Exton, PA [email protected]/Public Relations
Jay Gundel & Associates, Inc. Mr. Jay Gundel300 Foulk Rd., Suite 1AWilmington, DE 19803302-658-1674; Fax [email protected]
Hotel Warner Ms. Lisa Stephens120 N. High St.West Chester, PA [email protected]
New York Life Mr. Zachary Jardine555 E. City Ave., Suite 800Bala Cynwyd, PA [email protected]
Massage Envy Spa, West Chester Ms. Kate Diffenderfer1107 West Chester PikeWest Chester, PA 19382610-701-4300; Fax 484-905-5090kate.diffenderfer@massageenvy.comwww.massageenvy.comMassage Therapy Service
Roots Cafe Mr. Daniel Cellucci8 W. Gay StreetWest Chester, PA 19380484-887-8290info@rootscafewc.comwww.rootscafewc.comRestaurant/Cafe
Take Shape For Life / Medifast Ms. Tina O'Brien1007 Shiloh Rd.West Chester, PA 19382610-389-3499healthyhabits4life@verizon.netwww.truenorth.tsfl.comHealth Services & Products
Wells Fargo Home Mortgage Mr. Gus Laserna999 West Chester PikeWest Chester, PA 19382610-732-1078; Fax [email protected] Companies
Chamber StaffMark J. Yoder Dave Fairman
President Director of Membership
Maggie O’NeillOffice Operations Director
Bethany HenryMember Services Coordinator
Chamber of Commerce of Greater West Chester119 North High Street t: 610.696.4046West Chester, PA 19380 f: 610.696.9110www.greaterwestchester.com
4 www.greaterwestchester.com September/October 2012
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September/October 2012 www.greaterwestchester.com 5
On a recent business trip
to Ohio, I drove across our
beautiful state via the Pennsyl-
vania Turnpike. During my first
rest stop, on the Pennsylvania
Turnpike, I decided to buy a
fresh cup of coffee. The
woman who worked the food
counter had a great sense of en-
ergy and enthusiasm – she was
obviously a morning person. “How may I help you?”
The pervasive aroma of brewing coffee, fresh-baked
pastries, sizzling bacon and fried eggs filled the
room and created an appetizing ambiance.
When it was my turn I ordered my coffee,
pulled a five dollar bill out of my wallet and as I
handed over the money to the woman, she asked,
“Would you like a breakfast sandwich - they’re
fresh?” So there I stood cash in hand, in the pres-
ence of an upbeat person who invited me to taste
the food which filled the room with its enticing
aroma. A positive response added $2.50 to my total.
After she handed me the coffee and breakfast
sandwich, along with a nice “thank you,” I stepped to
the side to add a little milk to my coffee. I overheard
the next transaction in which a customer ordered a
cup of coffee and sure enough, this woman made the
same suggestion which resulted in another breakfast
sandwich sale. This added another $2.50 to her cash
register.
Being curious, I waited in the lobby, ate my
breakfast sandwich, and watched this counter per-
son serve more customers. She sold an additional
four breakfast sandwiches in about five minutes.
This woman’s sense of timing was outstanding. She
waited until a customer’s wallet or purse was out,
Upselling and Maximizing RevenueBy Steve Coscia
Steve Coscia ([email protected]) of Coscia Communications
writes, speaks and consults about customer service. His books,
tapes and television appearances have helped thousands of
business professionals.
with cash in hand and then she asked her upselling
question along with the value proposition, “They’re
fresh.” Wow, I thought – that’s an additional $10.00
every five minutes which could translate into
$120.00 an hour. As I walked back to my car, I re-
marked to myself that this woman understood how
to upsell.
For many professionals upselling is one of the
least understood business behaviors, which can
have a most dramatic impact on revenue and prof-
itability.
Opportunities to upsell abound in every busi-
ness segment. When executed with courtesy and
skill along with a good sense of timing, upselling
can add significant revenue to orders. The key to
upselling success is management’s reinforcement of
the correct upselling behaviors.
19 S. High St., West Chester, PA 19382 Fax: 610.436.0117 e:[email protected]
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6 www.greaterwestchester.com September/October 2012
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Call 610.563.8644 today to share your expertise in this new Chester County publication.
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DAREAUTO.COM
Family OwnedSince 1976
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In the next few months you will begin to see an exciting and dynamic new Chamber campaign
Think.Shop.Buy.Local
This valuable program will directly connect Chamber member businesses with customers and the
community. Set to launch in early 2013, you will begin to see the Think.Shop.Buy.Local logo on a
plethora of Chamber communications. If you would like to learn more about this exciting opportunity,
please call the Chamber at 610-696-4046.
Special thanks to the enthusiastic members of the Chamber's Marketing Committee for their hard work and dedication to creating this new offering from the
Greater West Chester Chamber of Commerce.
September/October 2012 www.greaterwestchester.com 7
The Greater West Chester Chamber of Commerce has teamed up with Applecross Country Club to offer re-
newing members an opportunity to win a Casual Golf Membership at Talamore and Applecross Country Clubs.
All current members are eligible to win during the month they renew their membership. The drawings will
continue each month through December 2012.
CONGRATULATIONS to the following businesses who were picked in a lottery drawing of Chamber businesses
that renewed their memberships in June and July 2012:
Ms. Jane Antley, CPA
Ms. Megan BreenAquaterra Technologies, Inc.
Mr. Ross WeidmanBarclay Friends
Mr. Frank HerronBarnaby's West Chester
Dr. Mary HarrisCabrini College
Mrs. Laura CarlinoCarlino's Market
Mr. Kevin KellyChester County Running Store
Mr. Glenn D'AscenzoD'Ascenzo's Gelato
Mr. Sean KerchnerFed Ex Ground
Mr. Richard StiebritzFischer Cunnane & Associates, Ltd.
Ms. Brigette MilliganFox Chase Bank
Mr. Jack EnrightFred Beans Ford Lincoln Mercury of West Chester
Mr. Mike TrotmanThe Goddard School / West Chester
Mr. Ian McGannI.M. Construction Ltd.
Mr. Marty GruszkaLegacy Wealth Management
Mr. JB BraunMain Line Today
Ms. Dana BrownNational Penn Bank
Mr. Joe StrattonStratton's Wynnorr Farm
Ms. Mary BighamWC Dish LLC
Mr. Rob PartridgeWest Chester Area School District
GOLF MEMBERSHIP WINNERS
8 www.greaterwestchester.com September/October 2012
Audit planning is not just for ac-
countants. It is important that our
clients understand and participate
in the planning and performance
of the audit. We plan the audit to
use our time efficiently and to min-
imize the disruption to your em-
ployees and office processes. I
have outlined below ways to help
us perform an efficient audit.
• The attitude at the top is key. If leadership see’s
the audit as a waste of time or inconvenience, it can be
more difficult to obtain information we need. Employees
should identify the audit not only as a necessary process,
but one that can benefit the growth and development of
the entity.
• Take the time to meet with the lead auditor to
discuss any changes since the prior year. This allows us
to take into account any changes that need to be made to
the audit plan before we arrive at your office. Changes in
personnel, software changes or business process can all
cause changes in the planned audit.
• Let us know if you have any specific concerns.
Much of our work depends on small samples and analysis.
If we are aware of something that concerns you, we can di-
rect extra attention to that area.
• Review the item request list we provide. Make
sure that the materials requested are available. If for
Audit planning for businesses and non-profitsBy Kathy Wileczek
Kathy Wileczek, CPA ([email protected]) is with Maillie,
Falconiero & Company, LLP. We are one of the leading regional ac-
counting, tax and advisory firms in Southeastern Pennsylvania. Our
client service philosophy has helped forge an excellent working re-
lationship with our diverse client base.
some reason something won’t be ready, let us know so we
can plan around it and not have to duplicate or redo
work.
• Make sure the employees we need to work with
will be available during our time at your office. This may
mean coordinating vacations and other time off. If a key
person is not available, it could cause wasted time for
everyone.
• Please give us adequate work space. It can be dif-
ficult to supervise the work of several staff while working
in the middle of a busy office. Many of the documents we
use are confidential and shouldn’t be in the open.
• Informal conversations as the work progresses
can be helpful to your existing processes. As outside ob-
servers, we notice the office environment, moral and work
loads. We work with a variety industries, client sizes and
software packages.
The annual audit can be an expensive undertaking, in
both your time and your company's money. However, the
audit can be more of an investment than an expense if au-
ditors are free to analyze and evaluate accounts and pro-
cedures, rather than preparing accounting-type schedules.
This can be achieved only through preparation, coordi-
nation and cooperation among the teams involved in the
audit.
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Discover The Energy Savings With A Geothermal System
610-692-3900 � www.bvhvac.com PA031124
September/October 2012 www.greaterwestchester.com 9
Every part of the Harmony House, from the land it sits on to the landscaping in the yard has been donated by businesses in our community. The home is currently for sale and 100% of the proceeds from this sale will be divided between two West Chester homeless shelters Safe Harbor and Friends Association. We hope you will stop by and join us as we celebrate . RSVP: Glenda (610) 431-3598 X219 ([email protected]) Your donation to Harmony House Project is greatly appreciated.
Thank you Jack Loew, Eli Kahn, Gary Toll and everyone who donated materials, labor and talents:
For more information about the sale of Harmony House and this project:
Mailto:[email protected] www.MikeMcDaid.com
Direct: 610.363.4869 www.harmonyhousewc.com
10 www.greaterwestchester.com September/October 2012
It’s that dreaded time of year
again for supervisors and employ-
ees: time to complete Performance
Appraisals. A performance ap-
praisal is a constructive and uni-
form tool used to evaluate an
employee’s performance and ability
to meet pre-set goals. The appraisal
is a two-way conversation between a supervisor and
employee that results in an understanding of where the
employee fits into the larger organization, what the em-
ployee has achieved, and a set of specific goals for the
coming year that will enhance the organization and the
employee’s role in it. The performance appraisal consists
of mini-reviews, culminating in a larger discussion be-
tween the supervisor and employee. What is a simple
way to facilitate this shared conversation? Many organ-
izations utilize an Employee Self-Appraisal, which has
pros and cons.
The self-appraisal helps the employee prepare for the
performance review by allowing the employee to self as-
sess his/her accomplishments, critically evaluate his/her
own performance, and help manage expectations, which
may reduce the potential for conflict. Furthermore, the
self-appraisal assists in making the performance review
an open conversation. The supervisor and employee
can discuss the similarities and differences between the
two appraisals, facilitating a healthy discussion that mo-
tivates the employee and forms new common goals for
the coming year.
The Self-Appraisal System does have drawbacks. For
example, the supervisor may use the self-appraisal, and
only make small changes or not complete a separate
performance appraisal. Another negative is the self-ap-
praisal creates a potential misunderstanding between
the employee and supervisor because the employee
may believe the official performance appraisal repre-
sents a common agreement. However, the performance
appraisal is the supervisor’s opinion on the employee’s
quality of work, and the self-appraisal is an additional
tool to qualify that opinion. Furthermore, employees
with unrealistic expectations or inflated sense of per-
formance will have an opportunity to exaggerate his/her
opinion in writing. A report by the Beacon Group found
that employees tend to overrate their abilities. From an
anecdotal standpoint, however, in my personal experi-
ence, employees tend to be tougher on themselves when
rating their performance.
Based on our experience, supervisors and employees
should utilize a Self-Appraisal System. The employee
should submit the self-appraisal in advance of the formal
review meeting so the supervisor can refer to it, and use
the similarities and differences as talking points during the
discussion. The self-appraisal should have a space for the
employee to make an informal list of accomplishments
during the appraisal period. Finally, the supervisor must be
trained on how to complete performance appraisals, and
effectively communicate expectations, performance in-
formation, and consequences to the employee. The train-
ing will provide the supervisor with confidence in handling
a potentially stressful situation, and allow the supervisor
to help the employee create realistic goals and develop-
ment plans for the next appraisal period. With these rec-
ommendations, the performance appraisal process need
not be so terrifying.
How Self-Appraisals Help the Performance Review ExperienceBy Peter R. Johnson of Peter R. Johnson & Company
Peter R. Johnson & Company is a West Chester based compensation
consulting firm that provides total compensation plan design and pro-
gram management. Our experienced staff of compensation consult-
ants enables Peter R. Johnson & Company to provide plan design,
implementation support, and ongoing administrative services for all
phases of a client’s total compensation program. For more informa-
tion on this topic, reach us at www.prjandco.com or 610-436-6114.
September/October 2012 www.greaterwestchester.com 11
Going the Extra Mile Leads to Success continued page 1
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success and commitment to the greater West Chester
community.’’
A native of Brooklyn, NY, Dave Alosio grew up in
Newark, NJ where his earliest ambition was to race
cars. He joined the Marine Corps eight days after turn-
ing 17. While stationed in North Carolina he met his first
wife, Linda, who was from Kennett Square. Trained as an
architectural draftsman in the Marines, Dave worked for
an architectural firm in Wilm., DE after moving to
Chester County after getting out of the service. He
ended up working in the racing world where he learned
to fix cars by being around them.
In 1976, he began repairing cars and rebuilding en-
gines in his one-man automotive shop on Gay Street next
to the D-K Diner. The business grew quickly and within
eight months DARE moved to its current location on
Bolmar and Union Streets. Dave’s son, Jonathan, started
in the shop as a mechanic in 1987, working after class
while he was still in high school. Daughter Laura came
on board in 1998 to manage the business. Today, the
family-owned and operated business includes 8 full-
time and 2 part-time employees.
“We pride ourselves on personal service and cus-
tomer satisfaction,” said Laura. “From oil changes to
complete engine overhauls, our skilled technicians are
versed in all types of diagnostic and automotive repair.
Our goal is to have all our customers feel like they are
an extended part of our family.”
DARE has always taken an active role in supporting lo-
cal schools and organizations in particular the West
Chester YMCA, where Dave now serves on the Board of
Directors. DARE joined GWCC in 2009 and quickly began
participating in a variety of events and programs in-
cluding the Chamber’s Education Foundation, Golf
Outing, Christmas Parade, $10Grand event and hosting
and attending networking events.
After learning of the award, Dave said he couldn’t
have been more surprised or delighted.
“It is an honor to be chosen as Business of the Year by
the Chamber of Commerce,” he said. “Having Laura and
Jonathan taking over the business has afforded me the
time to do the things I always wanted to do as far as get-
ting involved in the community and helping out. To me
success is measured by what a company does for the
community. I am truly honored to win this award and
proud to be able to help out especially after being in the
community for 37 years.”
12 www.greaterwestchester.com September/October 2012
Our members are the foundation of our organization. To honor them we would like to congratulate and thank
those who renewed their membership in June and July 2012. Thank you for your ongoing support of the Greater
West Chester Chamber of Commerce.
Members between 30 years or moreWest Chester Area School District
Bliss & Company, Ltd., CPA'
20 - 29 yearsNational Penn Bank
William M. Dunleavy and Company Inc.
10 - 19 yearsBarclay Friends
Radley Run Country Club
Stratton's Wynnorr Farm
RE/MAX Main Line - K. Galese
Christian Science Reading Room
Cape May Creations
Delaware County Community College
Maulo & Company, Ltd., CPA's
The Hickman
Main Line Today
Jane Antley, CPA
Internet Research and Development
Charles A. Dulin Inc.
Fred Beans Ford Lincoln Mercury of West Chester
3 - 9 yearsGiunta Enterprises, Inc.
Jester & Saldivar Associates
The West Goshen Goddard School
Brandywine Ballet Company
The Goddard School / West Chester
Aquaterra Technologies, Inc.
Connections Program, Elwyn, Inc.
Fischer Cunnane & Associates, Ltd.
Chester County Running Store
Bonefish Grill
Fox Chase Bank
Back Office Thinking
M&T Bank
Barnaby's West Chester
Carlino's Market
AVE Downingtown
Law Offices of David M. Melchiorre, LLC
Sharples Works Apartments
Jones Termite & Pest Control, Inc.
I.M. Construction Ltd.
John S. Clayton, D.O.
Applecross Country Club
Cabrini College
First Liberty Partners, LLC
Fed Ex Ground
Timlyn Vaughan Photography
1 - 2 yearsCakes and Candies by Maryellen
Lisa Wolfe Music, LLC
D'Ascenzo's Gelato
Legacy Wealth Management
The Honorable Dan Truitt
Bridge of Hope / Lancaster & Chester Co.
WC Dish LLC
Thank You to Our Renewing Members in June & July 2012
CleanersMore
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13 www.greaterwestchester.com September/October 2012
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Board member Mell Josephs highlighted their year-
round volunteer commitment of time and talent to the
event and the community.
“What it takes to assemble an exciting and diverse rep-
resentation of our community with a focus on audience
reaction is extensive, year after year including the pre-
planning, the organizing and the set-up,” she said. “They
do this not only as a labor of love for parades but for the
love of this community.”
“Under the Sun utilizes its own supplies and assem-
bles an experienced team to operate/direct the parade
itself,” Josephs continued. “Their contact with 6 ABC
and the ABC celebrities is amazing. Todd and Amy have
really put this event in the spotlight.”
Marcocci, president of Under the Sun, is a native of
Dudley, PA. He made West Chester his home after grad-
uating from West Chester University in 1987. In 1998, he
founded Under the Sun Productions, Inc. a full-service
production company serving the special events, march-
ing band, and color guard industries.
Walp, a native of Dallas, PA, also came to WCU and
never left. After working in an environmental science lab
for several years and spending all her vacation days
helping Todd with events, she came to work for Under
the Sun in 1999 and is now its parade associate pro-
ducer/project manager.
Since it was established, Under the Sun has produced,
co-produced or has assisted in coordinating various as-
pects of events near and far including the Philadelphia
Thanksgiving Day Parade, National Cherry Blossom
Parade, National Memorial Day Parade, National
Independence Day Parade, Magnificent Mile Light’s
Festival, Philadelphia’s Independence Day Parade,
Hershey Centennial Parade, National Boy Scouts
Centennial Parade, Daytona 500 Pre-Race Show,
Welcome America, Penn’s Landing New Year Fireworks,
Disney Christmas Parade, Marian Anderson Award pro-
cession, Ridge and Rendell Gubernatorial Parades, and
the Phillies’ World Champion-World Series Parade. Todd
also served as segment producer for the Nicholas Cage
Film “Lord of War” and also a Snapple commercial with
famed director Spike Lee. Todd’s expertise in the march-
ing band and color guard industry has been on display
around the world in over 800 choreographed perform-
ances.
Winning the award from the Chamber came as a com-
plete surprise to Amy and Todd.
"It has always been our intent to give back to the com-
munity with a huge gift of entertainment and excite-
ment,” Marcocci said. "Each year, as we have witnessed
the attendance grow, it certainly has been gratifying
knowing our gift is unwrapped before so many eyes."
“Giving back to our community was the driving force
in assisting with the parade and tree lighting,” Walp
said. “I consider it our gift to the town in which we live
and work. It means so much to see people stop and take
their picture by the tree or to see the endless rows of
smiles on the kids’ faces at the parade each year.”
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For the Love of West Chester continued page 1
September/October 2012 www.greaterwestchester.com 14
Drop the Dead Weight-- Fire the SlugsBy Donna Saul
Never burn out your best people.
It’s one of the most important things
I’ve learned in business, and the one
dirty little secret your employees
won’t tell you—they’re tired of carry-
ing dead weight co-workers who don’t
produce, who drag down morale, and
otherwise derail bottom line produc-
tivity. Work is hard enough, and
frankly, they’ve been wondering when you would act.
Firing the slugs is good for productivity, good for re-
tention and, contrary to what some might believe, it’s
also good turnover. Bad turnover is when key perform-
ers leave and your organization is left with a huge void
that affects the performance of your entire organization,
and your bottom line. This is not to say that ‘extra’ is-
n’t required of everyone these days, but you know who
is an asset to your business and carrying a fair load, and
who is not.
Turnover is costly, and firing people is never fun. But
sometimes it must be done for the good of the entire or-
ganization. Depending on which study you read, the im-
pact of (bad) turnover ranges from three months of
salary for low level employees, to as high as 400 percent
of the annual salary of a senior person. That’s a lot of
money—and a lot of experience—that walks out your
door. To maximize your organization’s performance,
make a conscious commitment to good retention prac-
tices.
Here are five actions you can take to retain your best
people and keep performance and morale high:
1. Fire the Slugs. Hold people accountable for their
performance, and if that doesn’t solve the problem, ter-
minate them with respect and dignity. Bonus: Your
good performers will love you.
2. Start Top-Down: Assess your supervisory and
management team. More than 70 percent of employees
say one of the worst things about their job is their boss,
so find out what’s wrong and fix it. Identify the prima
donnas, the untrustworthy, the micromanaging control
freaks, the whiners, complainers, and blamers. Provide
basic supervisory training and a plan to improve their
performance continuously. As the one in charge, take
ownership of this process and make it happen. Besides
increasing sales, having the right employees in the right
jobs doing the right things is fundamental to success.
3. Clean House: Once you’ve identified the non-per-
formers, and poor managers, make sure they are re-
sponding to training and showing significant improvement.
If not, remove them and replace them with someone who
does what is truly required for that position. If they are not
responding, and there’s not another slot where they can be
effective, remove them from your organization in a kind,
professional manner.
4. Be Visible: Visibility drives retention, so walk
around. Talk to your people, your customers, your sup-
pliers, visit with supervisors, help your delivery trucks
load and unload. You get the point. See what’s really go-
ing on, and be honest with yourself about what you hear
and observe. Let your people know you are there and that
you care. The point here is to lead by example. If your em-
ployees like you, they are less likely to leave you.
5. Care About Your People: Sounds simple but it
doesn’t always happen. If you don’t care about your peo-
ple, your bottom line will reflect that. Caring is the reason
people stay. If you don’t, they won’t. It’s that simple.
Donna Saul is a business strategist and consultant with a proven track
record of success in working with business owners to increase sales,
make more money, improve productivity and build a better bottom
line. She can be reached at [email protected], or via the web at
www.donnasaul.com.
15 www.greaterwestchester.com September/October 2012
Longwood Goes Wireless!Supplied by Dorset Connects
Have you been to Longwood
Gardens recently? If not, what are
you waiting for?!! There is a
fabulous installation by British
artist and light designer Bruce
Munro. It only lasts through
September 29th, so don’t put it
off any longer! Be sure to call
ahead as they have insti-
tuted timed ticketing and tickets
can be limited during the evenings.
You’ll want to go at dusk and be there in time as the
sunlight fades and the lights come to life. There are
several separate installations with different effects
beginning near the Italian Water Garden to the right
after you exit the visitor center. After the initial flower
walk display, proceed to the meadow where you will
come upon a dramatic field of “towers” made of
hundreds of liter bottles filled with liquid and fiber
optic cables that carry light, creating a wonderful
panorama of colors. Mood music magically fills the air
as you walk around, or sit along the meadow foliage
soaking in the lights, music, and stars.
Don’t forget to walk up toward the original du Pont
house and check out the tree house and woods filled
with a sea of 20,000 fixtures.
As you walk along the exhibit, you may notice little
signs that describe what you are seeing, and there may
be a QR code – one of those new crazy squares that look
like a small crossword puzzle. If you have a smartphone,
you can download a free QR reader application and
point it at the QR code on the sign to take you to a
download link for the Longwood application for the
Bruce Munro exhibit. My advice is to download the
application BEFORE you go to the show. You don’t want
to miss part of the show because you are fiddling with
a download to your smartphone! Go to the app store
now and search for “Longwood Gardens”. You will see
the free “Light” application. Get it now and check it out!
Then you can focus on the show while you are there
instead of figuring out how to get the app on your
phone. If you must play with your phone, you can get on
the public wireless which is called “GardenWIFI”.
Longwood is just starting to roll out wireless features,
such as iPads for Docent use to enhance their ability to
share information about the exhibits. You can also get
iPods for rent. I’m sure you will see new creative
technology features for the wireless network coming
out over time as more mobile devices are incorpo
rated into the customer experience.
Dorset Connects provided the wireless network and it
was an extraordinary pleasure to work at this location.
If you have any questions about wireless technology
to enhance business operations, please let us know.
There are many exciting applications available.
PRE-HALLOWEEN BUSINESS CARD EXCHANGE
AT DORSET CONNECTS
OCTOBER 30, TUESDAY, 5:30-7:30PM
Catered by Ted Pace's Brandywine Catering
The Dorset House is haunted, cobwebs hanging
Tombstones are rattling, rocking and clanging.
Chamber members will shriek with scary delight
When they see the surprises on this eve of fright
night!
6 Station Way Road Chadds Ford, PA 19317
Dorset Connects office 484-845-1600
Follow the signs to the office because of one way
streets. Office is behind the gas station across the
street from Hank's Place at Rt. 1/100.
15 mins. from Chamber office
Dorset Connects offers complete IT and telecommunication
management solutions that take the hassles out of managing and
maintaining your critical IT systems. We’ll customize a support plan
that is tailored to your environment and exceeds your support
expectations. www.dorsetconnects.com
Briar photography610-296-8323
briarphotography.com
When image counts.
16 www.greaterwestchester.com September/October 2012
Sun Mon Tue Wed Thu Fri Sat 1
2 3 Labor Day
4 5 6 7 8
9 10 11 12 13 14 15
16 17 Rosh Hashanah
18 19 20 21 22 First Day of Autumn
23 24 25 26 27 28 29
30
BUSINESS CARD EXCHANGE
of Chester County I suggest you attend!
900 Lawrence Dr., West Chester
Wednesday, September 12
FREE for members $10 for non-members
5:30pm ~ 7:30pm
COFFEE CONNECTION
New facility but not new to dentistry! Dr. Bekyan welcomes you to her office for
coffee, light breakfast, and to meet other members.
1558 McDaniel Dr., West Chester (located in Westtown Medical Plaza off of Route 3)
Thursday, September 20 7:45am ~ 9:00am
Come be apart of ALN and help us clean up the cigarette butts
that pollute downtown followed up by a happy hour.
Thursday, September 27 3:00pm 5:00pm
MEMBERSHIP LUNCHEON Tuesday, September 25
Congressman Jim Gerlach and Congressman Pat Meehan will join the Greater West Chester Chamber of Commerce at our September Luncheon to give us a federal legislative update.
This is our opportunity to hear from the United States Congressmen from our area and ask them questions on what
affects us and our businesses.
Concord Country Club 1601 Wilmington Pike, West Chester
11:45am 1:00pm $25 for Members
$35 for Non-Members
September/October 2012 www.greaterwestchester.com 17
Sun Mon Tue Wed Thu Fri Sat 1 2 3 4 5 6
7 8 Columbus Day
9 10 11 12 13
14 15 16 17 18 19 20
21 22 23 24 25 26 27
28 29 30 31
Membership Luncheon
Business and Volunteer of the Year
This year we honor two recipients who have shown dedication to their business and community.
Business of the Year Volunteers of the Year
Todd Marcocci & Amy Walp
Tuesday, Oct. 16 Penn Oaks Golf Club 150 Penn Oaks Dr., West Chester 11:45am ~ 1:00pm $25 for Members $35 for General
COFFEE CONNECTION
Come view this beautiful facility located right in Downtown.
400 N. Walnut St., West Chester
Thursday, October 4 7:45am ~ 9:00am FREE for members $10 for General
GALLERY WALK
Friday, October 5 Downtown West Chester
5:00pm ~ 9:00pm
Come experience the West Chester
Arts
BUSINESS CARD EXCHANGE
The house is haunted, cobwebs hanging, tombstones are rattling, rocking , and clang-ing. Chamber members will shriek with scary delight when they see this eve of fright night.
6 Station Way Road, Chadds Ford
Tuesday, October 30 5:30pm 7:30pm
FREE for members; $10 for General
18 www.greaterwestchester.com September/October 2012
We Mean Business.
Business Law
Banking & Finance
Maritime Law
Commercial Litigation
Legal services for businesses, governmental entities and individuals.
17 E. Gay Street Suite 100 P.O. Box 562 West Chester, PA 19381-0562
Phone: 610.696.8225 Fax: 610.344.0922 www.gawthrop.com
Gawthrop Greenwood, PC Attorneys at Law
Call 610.696.8225 or visit uswww.gawthrop.com
September/October 2012 www.greaterwestchester.com 19
For 60 dedicated years, The Arc of Chester County has
been the premier provider of programs for individuals
with intellectual and developmental disabilities and
their families. As an integral part of the community and
loyal Chamber member, The Arc serves more than 3,000
families every year. The organization proudly offers a
wide arrange of services that support and empower in-
dividuals in each phase of their life, even preparing
them to join the workforce.
There are many powerful reasons why a Chamber
member should consider hiring individuals with dis-
abilities. Since 1985, The Arc has been opening doors to
help adults with disabilities find jobs in the community
through Comprehensive Employment Services (CES).
These are real jobs in the hospitality, retail, automotive
and other industries. CES is currently supporting more
than 60 workers in the community, and last year, 32
adults were placed in new jobs. Carol Huyett, The Arc’s
CES Director, shares a little about this unique partner-
ship, “We seek to meet the needs of both the employees
and employers by linking businesses with qualified,
dedicated workers. Employers tell me that they are
thrilled with the low turn-over rate they experience.
CES has an impressive 98% job retention rate. Sam’s
Club and Barclay Friends are two local businesses who
actively support this employment opportunity. The big
secret employers share with us is these individuals
have great attendance and truly look forward to work.
Employers also benefit from significant tax credit and
deduction opportunities.”
October is National Disability Awareness Month, but
for The Arc of Chester County, employment for individ-
uals with disabilities is a year-round focus. Hiring an in-
dividual with a disability can transform a workplace,
give it a try. Call 610-696-8090 to learn more about The
Arc’s services, or visit arcofchestercounty.org/get-
involved and find out how you can make a difference.
GWCC CHAMBER BUSINESS CARD EXCHANGE
It’s a Birthday Party!
Enjoy catered food by Arianna’s, Beer & Wine & More
Surprises
Wed., Sept. 13 from 5:30-7:30pm
At The Arc of Chester County
900 Lawrence Drive, West Chester, PA 19380, 610-696-
8090
RSVP to Bethany at 610-696-4046 or [email protected]
Making a Difference For 60 Years!
September/October 2012 www.greaterwestchester.com 20
AN INTERNET CONNECTED DEVICE IN EVERY ROOM???Since the early 1990’s the introduction of internet has
continued to drastically impact varying modes of com-
munication. In fact, it’s hard to believe what life was like
prior to Google and Yahoo and, if you ask any teenager,
the thought of not having internet is mind boggling.
Studies conduced by iYogi Insights revealed that an av-
erage household of more than two members has as
many as eleven internet connected devices! A number
which will more than likely increase as new intercon-
nected devices are introduced to the digital landscape.
According to Phoenixville Chamber of Commerce
member Guy Dunn, “an increase in technology will un-
doubtedly lead to an increased dependence on profes-
sional and reliable technology support.” The 5th largest
franchise owner of Geeks on Call, Guy is an expert in
technology and definitely knows what he is talking
about, further stating that “there will be a heightened
need for computer/network monitoring and remote sup-
port.” For this reason, consumers will undoubtedly ben-
efit from a comprehensive suite of tech support options
such as: remote support calls, preventive maintenance
and monitoring. This approach allows for a more pre-
ventive approach in that common issues are identified
and diffused; a solution Geeks on Call currently offers.
Aside from his franchise business, Guy is also an ac-
complished author who has recently penned two books.
The first, a self-help reference manual to help navigate
some not so complicated techni-
cal issues on your own is entitled,
“Maybe You CAN Do It Yourself—
Quick Computer Fixes For The
Non-Geek.” His second book,
“Networking For Business In Good
Times and Bad,” provides tools
necessary for networking in a
more effective and efficient man-
ner.
With Guy in your corner, having interconnected de-
vices doesn’t have to be a headache! Plus, always a
consummate networker, Guy can teach you how to build
beneficial and long lasting business relationships.
About Guy Dunn—A Geeks on Call franchise owner
since 2006, Guy has 8 territories within the Philadelphia
and New York Metro Areas. His books, “Maybe You CAN
Do It Yourself—Quick Computer Fixes For The Non-
Geek,” and “Networking For Business in Good Times
and Bad are available on Amazon and Kindle or by vis-
iting http://www.maybeyoucandoityourself.com or
http://networkingforbusiness.com
For more information on Geeks on Call visit
www.geeksoncall.com or contact Guy at
guy.dunn@geeksoncall
HARRISBURG, PA -
Mark Yoder,
President and Tim
Jefferis, Chairman-
Elect of the Greater
West Chester
Chamber of
Commerce, along
with representatives
of the Pennsylvania
Chamber of Business and Industry and other local
chamber leaders from across the Commonwealth, at-
tended a breakfast policy discussion with Gov. Tom
Corbett on Thursday, July 12 at the Governor’s
Residence in Harrisburg.
The program was organized by the PA Chamber and
the Governor’s Office, and welcomed the presi-
dents/executive directors of numerous statewide local
chamber partners. The agenda included opening re-
marks by the governor, followed by a discussion on the
newly adopted state budget and policy issues of con-
cern to job creators.
“As governor, my top priority is private sector job
creation,” Gov. Tom Corbett said. “I am committed to
creating an economic environment where state govern-
ment and business can work together to ensure job
growth across the commonwealth.”
PA Chamber President Gene Barr applauded the gov-
ernor for his ongoing efforts to make Pennsylvania a
state that is more inviting to business growth and job
creation, pointing to a state budget that continues to
right-size state government; injects innovation and new
efficiencies into the delivery of government services;
helps the private sector hire workers and grow; and en-
sures a greater quality of education for more
Pennsylvania students.
Barr also thanked Corbett for taking time to meet per-
sonally with Pennsylvania’s local chamber of commerce
leaders.
“Local chamber officials are on the front lines of eco-
nomic development and job creation within their re-
spective communities,” Barr said. “While we share the
collective mission to improve the Commonwelath’s
overall business climate, local officials also brings di-
verse and unique concerns and prospective to the table.
The event was a great opportunity to discuss the
progress being made to foster job creation and business
growth, as well as share ideas about what is still needed
to continue moving Pennsylvania forward.
21 www.greaterwestchester.com September/October 2012
Greater West Chester Chamber of Commerce participates in budget, policy discussion with Gov. Tom Corbett
Mark Yoder, President GWCC; Gov. Tom Cor-
bett; Tim Jefferis, Chairman-Elect
22 www.greaterwestchester.com September/October 2012
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Chamber Chatter
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September/October 2012 www.greaterwestchester.com 23
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704 West Nields StreetSuite GWest Chester, PA 19382610-436-4101
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