BusinessJournal More design f lexibility for More design your building.

f lexibility for More design

THE
The Regions Business Publication
Two great products one great company!
Mercer Healths commitment to providing quality, state-of-the-art healthcare to the local community has been reinforced with the implementation of a new Digitial Radiology exam room and Siemens Ysio digital radiography system. Mercer Health was the first to offer digital radiology in the local area and continues to be the only provider in West Central Ohio offering an in house Magnetic Resonance Imaging (MRI) unit with an extra large opening (open bore) providing more room and comfort to patients up to 550 pounds. Lynn Kahlig, Radiology Technician at Mercer Health states, The new space and equipment allows for significant reduction in patient examination and waiting times with images available in less than 10 seconds. In addition to being faster and more efficient the quality of images is better all resulting in a quicker and better diagnosis. Unlike traditional X-ray imaging, digital radiography uses digital x-ray sensors instead of traditional radiographic film or computerized radiography systems, allowing for quicker turnaround time. Furthermore, less radiation can be used to produce a high quality image.
WWW.KBUILDINGS.COM Mercer Health reveals new digital radiology room and equipment

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July 2013

OF WEST CENTRAL OHIO

Niswonger tickets, bundle events and buy early for guaranteed seating
Check Us Out: www.NPACVW.org Tickets: 419.238.6722

NISWONGER

More design your building. f lexibility for f lexibility for your building. your building. More design flexibility for your building.
2012 BlueScope Buildings North America, Inc. All rights reserved. Butler Manufacturing is a division of BlueScope Buildings North America, Inc. www.AlexanderBebout.com
2012 BlueScope Buildings North America, Inc. All rights reserved. Butler Manufacturing is a division of BlueScope Buildings North America, Inc.
2012 BlueScope Buildings North America, Inc. All rights reserved. Butler Manufacturing is a division of BlueScope Buildings North America, Inc.

The 2013-14 Season at the Niswonger Performing Arts Center has already proven to be in demand. With popular names including Trace Adkins, Kellie Pickler, Dave Koz, WE LOVE TO ENTERTAIN and it shows! Michael W. Smith and Broadways West Side Story just to name a few, selling out events is certain to be a reality. The Niswonger Performing Arts Center extends an opportunity to purchase tickets in advance of Kahlig continues, The new digital radiography the standard 90 day event ticket release date. Buyers can bundle 3 or room is strategically located near the emergency room more events and receive the following benefits: Advanced Ticketing as well as the Cat Scan and MRI units allowing trau- Options (first chance at Premier Concert Event tickets for Trace Adma patients requiring multiple studies to be imaged as kins), Priority Seating Selection and 10-20% ticket discount on season events. quickly and efficiently as possible. Being a savvy ticket buyer is easy. When 3-5 events are bundled, Mercer Healths Radiology Department is accreda 10% discount is applied to the ticket face value. A 15% discount is ited by the American College of Radiology in MRI, CT Scanning, Nuclear Medicine and Mammography as- applied when 6 or more events are selected. The season is so power packed, choosing a Select Series may be too limiting. The Grand Sesuring quality care for patients. ries includes 19 season events at a 20% discount. By bundling just three events, ticket buyers gain access to tickets for the Premier Concert Event, Trace Adkins. A discount does not apply to Trace Adkins tickets. Health Select Series buyers, or anyone who bundles 3 or more events, can & Medical 5-8A make their purchase beginningWednesday, June 26 at noon. The Box You might betaking surprised to in discover virtually unlimited design Office will begin orders personthe or by phone419-238-6722 Defiance (NPAC). Select Series & Grand Series ticket purchases withlocal advance building system. As your Butler Bu possibilities of a Butler County 9-11A access to Trace Adkins tickets must be done through the Box Office at we can build a flexible and attractive Butler building that incorpora Commercial/ 10700 State Route 118 S or 419-238-6722(NPAC). Event information wood, on brick, stone, or glass. You can also choose from tickets, a wide variet is provided the website www.npacvw.org. Any single event Industrial if still available, go on sale approximately 90 days prior to the event. of metal roof and wall systemsall in a building that meets both you Real Estate 2A Dont the miss the amazement of this season. Purchase early to guaranYou might be surprised to discover virtually unlimited design your budget. tee a needs seat at and the Niswonger, where inspiration is alive! Event Planning 6-7B possibilities of a Butler building system. As your local Butler Builder,

INSIDE

North America, Inc. All rights reserved. Butler Manufacturing is a division of BlueScope Buildings North America, Inc.

The Business Journal 405 N. Main St. Delphos, OH45833

PRSTD STD U.S. Postage PAID Delphos, OH Permit No. 21

You might be surprised to discover the virtually unlimited design You might be surprised to discover the virtually unlimited design possibilities of a Butler buildingsystem. As your local Butler Builder, possibilities of aand Butler building system. As your local Butler Builder, we can build a flexible attractive Butler building that incorporates wood, brick, stone, or glass. You can also choose from a wide variety we can build a flexible and attractive Butler building that incorporates of metal roof and wall systemsall in a building that meets both your wood, brick, stone, or glass. You can also choose from a wide variety needs and your budget. of metal roof and wall systemsall in a building that meets both your needs and your budget.

More design f lexibility for

Contact us at 419-238-9567 or visit us on the web www.AlexanderBebout.com
Contact us at 419-238-9567 or visit us on the web

we can build a flexible and attractive Butler building that incorporates wood, brick, stone, or glass. You can also choose from a wide variety of metal roof and wall systemsall in a building that meets both your needs and your budget.

Contact us at 419-238-9567 or visit us on the web www.AlexanderBebout.com

Alexander & Bebout, Inc.

Contact us at 419-238-9567 or visit us on the web www.AlexanderBebout.com

10098 Lincoln Highway Van Wert, Ohio

Engineering Design Construction

www.AlexanderBebout.com

419-238-9567

www.businessjrnl.com

Findlay Center Relies On DSC DSCSurgery Provides Pick-up Service Service For Business for Medical, Rowmark Tapes Records
If something happened We have been working to our server, it would take us with the Document hours, ifCompany not days, for to get the Service over information back up, says five years, says Cheryl Scott Austermiller, IT Manager Cunningham, Administrator at Rowmark Inc., a Findlayof the Findlay Surgery based manufacturer plastic Center. I have to tellof you sheets for the display industry. that their customer service is As it is, if there is a problem, superior. I call Don and he is back at our plant in 15 minutes with a The Surgery Center opened backup tape. seven years ago, she explains, and we do 7,000 Don, is Don Thompson, outpatient surgeries per year. manager of Document We need to have access to Service Company, and he each those records, as visits of Scott at Rowmark once well as our business a week to pickup fiverecords. backup tapes. Don then stores the tapes at theis DSC facility in All it takes a phone call. Findlay. The people at Document Services are very Rowmark was founded in responsive. They pull files Findlay about two decades immediately and get them ago. is a dynamic member to us.ItThey are pleasant, of the Findlay business well organized, and their community. customer service is superior. sitealso storage exceeds any She likesfar working with a calculated ROI. local company which has a solid reputation for support of Scott thinks it is important to community projects. deal with another communityminded local company, and, DSC also provides secure frankly, he likes the personal destruction for records after service he gets from Don they have been stored for Thompson. seven years and leaves is a guy with a positive attitude. It is great when you can do business with a person who genuinely cares about your company and the people there.

Wannemacher Total Logistics announces promotions

Sally (Bash) Buchholz was recently named Director of Quality for Wannemacher Packaging. Among other duties, Buchholz will be responsible for developing and implementing the operational food safety processes necessary to obtain SQF Level III certifications for Wannemacher facilities. The Liquid Fill plant in Van Wert is already SQF Level III certified. Wannemachers recently acquired Midwest Spray Drying facility in Upper Sandusky is slated for upgrades in the near future. Prior to being hired by Wannemacher, Buchholz held the position of Director of Quality for Limas Kettle Creations which was recently purchased by BEF Foods. She was also Vice President of Quality for Golden Heritage Foods which had plants in Van Wert and Hillsboro, Kansas. Buchholz is a native of Paulding, Ohio and is currently a resident of Ottawa. Wannemacher Packaging is a division of Wannemacher Total Logistics. WTL was founded in 1991 and includes freight logistics, distribution services, warehousing, contract packaging, liquid filling, spray drying, and transportation. Thomas Eachus recently joined Wannemacher Total Logistics as Sales Representative. Eachus will be responsible for responsible for prospecting, developing and selling the full gamut of Wannemachers services and products. Eachus sales background includes the position of Regional Account Representative for The Wasserstrom Company, a food service supply retailer based in Columbus. Eachus also has held sales positions for Cooper Tire and Kitchen Maid Cabinets. Eachus is married, the father of three children and a rsident of Bluffton. Wannemacher Total Logistics was founded in 1991 and includes freight logistics, distribution services, warehousing, contract packaging, liquid filling, spray drying, and transportation.

Committed Findlay Surgery to exceeding Committed Center your Relies On DSC to exceeding Service Foryour expectations
Medical, Busiexpectations ness Records

Intangible personal touch

If we dealt with an out-ofCustom service is superior town company, it would take hours, instead of minutes, to a tape when we need a retrieve document trail for our Making backup tapes it, he says. Don and his As a and medical facility, we are records. Their hammermill daily storing them offpeople are just a few minutes destruction process is better extremely about site is partconscious of our security away, and his service than shredding becauseis top compliance with HIPAA procedure, Scott explains. it notch. ensures that documents regulations concerning cannot be reconstructed. patient confidentiality. Many companies just DSC Then, there is an intangible send the tapes home with knows the regulations, personal touch. They provide us with very an employee, but therefor is follows the regulations service! Rowmark is an upbeat inherent and risk in that. The security, provides ustapes positive can be lost or destroyed. The with signed affidavits to that price benefit with DSC for offeffect. company, says Scott, and Don is an upbeat guy. He
A Division of Findlays Tall Timbers Distribution Center

I www.documentmanagementcompany.com I
1001 Lima Avenue

I Findlay, Ohio I 45840 I 419/422-3330

TheBusinessJournal July 2013

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By NEIL WINGET Better Business Bureau Vacation season is upon us, and many are already making plans for that big getaway to some far-off exotic destination, a place to recharge our batteries. We all need a place to get in some serious relaxation before returning to the workday life. Relaxation is the key word here. You need to feel that the home place is safe and secure, or you will be worried about breakins, fires, floods, etc. There are a lot of precautions you can take to ease your mind while away, either about your home or about your own personal security. Here are some suggestions that might

Protect yourself while on vacation

make the trip more enjoyable and as worryfree as it can get: 1. Do the obvious: Stop mail and paper delivery. Nothing tips off a burglar quicker than newspapers piled by the house and mail stuffed in the mailbox. You can arrange to pick up your mail at the post office when you get back. 2. If you have a home-security system, make sure it is working and turned on before you leave. This is a major deterrent for most crooks. 3. If at all possible, get a house sitter, especially if you are going to be gone more than a few days. It is important to make your home looked lived in, and a person coming and going will be noticed by anyone looking for a break-in opportunity. 4. While light timers are a good thing, if you are out of town more than a week or so, it becomes obvious to any crook with a modicum of sense that no one is home. 5. Before you leave, go to your bank or call your credit card vendor and tell them where you are going and when you will be back. This can save you a great deal of anguish and downright panic. Credit card issuers monitor the use of that piece of plastic, and if it shows up outside your normal buying area, a red flag goes up. They could freeze the card, and your purchases could be denied. 6. Be secure in your hotel or other accommodations. Never leave valuables in your room. The dishonest know where to look, so hiding them does not help. If the room has a personal safe, use it. If not, leave valuables you are not taking with you at the desk, and get a receipt. 7. Rental cars are a necessity in this era of air travel. Before you leave, make sure your car insurer has you covered. This can save you from buying extra insurance from the rental agency. Make sure you understand the terms of the contract before you sign and not just blow it off in your hurry to get out of the airport. 8. Check out the condition of the car thoroughly before you sign. Make sure there are no undisclosed dents, bumps, scrapes or cigarette burns in the seats. 9. Use sunscreen. 10. Count your kids as they get on the plane, and count again when you leave. Dont laugh; it can happen just like in Home Alone. I know someone who left a child at a rest stop on the interstate and drove many miles before anyone noticed! Hasta la Vista!

of West Central Ohio

Volume 22, No. 7 Publisher: Donald R. Hemple Contributing Writers Jeffrey Gitomer Advertising: Donald R. Hemple

Business Journal

THE

The Business Journal Distributed in 13 counties...

ALLEN, AUGLAIZE, DEFIANCE, HANCOCK, HARDIN, HENRY. LOGAN, MERCER, PAULDING, PUTNAM, SHELBY, VAN WERT, WOOD

Sales Service Leasing

800-354-7946

I-75 & SR 65, Lima www.ssvolvo.com

The Business Journal is mailed to the top business leaders in the 13-county region of West Central Ohio. Although information is gathered from sources considered to be reliable, the accuracy and completeness of the information cannot be guaranteed. Information expressed in The Business Journal does not constitute a solicitation for the purchase or sale of any products. Copyright, The Business Journal of West Central Ohio, 2006, All rights reserved. Reproduction or use, without written permission of editorial, photographic or other graphic content in any manner is prohibited. The Business Journal is published monthly at 405 N. Main St., Delphos, OH45833

Serving Corporate Servingthe the Corporate and Personal Community and Personal Community for Over Years. For Over 30 30 Years
Living the the Rotary Rotary motto: Living motto: Service self Service above above self

Contact Us Telephone Don Hemple Marilyn Hoffman Stacy Prine toll free 419-999-4762 419-695-0015 ext. 138 419-695-0015 ext. 131 419-695-0015 ext. 129 800-589-6950

19 78

Jane Birckhead, CPCU

Executive Vice President Trustee - Stepping Stones Center

Mail 405 N. Main St., Delphos, OH45833-1598

Life Home Auto Business Income

For information concerning news, TRUST EXPERIENCE TRUST COTTERMAN Insurance Since 1838 advertising and subscription e-mail us at: 513-793-1190 1838 dhemple@delphosherald.com FAX:Insurance 513-795-5730 Since Cell: 513-479-1193 Direct Line: 513-619-4621 or bizjrnl@delphosherald.com 513-793-1190Email: FAX: 513-793-5730 Cell: 513-479-1193 jbirckhead@hhhinsurance.com www.CottermanRoofing.com INC. Minster, Dayton & Columbus www.businessjrnl.com Direct Line: 513-619-4621 www.hhhinsurance.com (800) 713- 3190 INDUSTRIAL & COMMERCIAL ROOFING Email: jbirckhead@hhhinsurance

Harrington Agency, Inc.

Hukill Hazlett Hukill Agency, HazlettInc. Harrington

Life Home Auto Business Income

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otterman & ompany

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July 2013

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COLUMBUS, Ohio, June 12, 2013 Honda today honored 10 suppliers that provide Maintenance, Repair and Operational (MRO) services and products to its manufacturing operations in Ohio and Indiana with its Supplier of the Year award. Honda also recognized another six suppliers with its Special Recognition Award at its annual MRO Supplier Conference. Hondas MRO purchasing for the companys Ohio and Indiana manufacturing operations totaled almost $950 million for the fiscal year ended March 31, 2013. This is up substantially from the $737 million in the previous fiscal year, due primarily to increasing production levels to meet customer demand for Honda and Acura automobiles. Nearly $100 million went to minority and women-owned companies in the last fiscal year, representing more than 10 percent

Honda Recognizes Top Suppliers for Maintenance, Repair and Operational Services
2013 Honda MRO Supplier of the Year Awards
KNB Tools of America Plain City, Ohio Paragon Service and Supply Lima, Ohio Stratosphere Quality Fishers, Indiana Production Cutting Tools Drills, taps, inserts, tool holders, cutters and die punches Production Cutting Tools Distribution Metalwork tooling, suppliers and services Industrial Services Contingent manpower, powered industrial vehicles, part repairs, calibration, leased office equipment A Rank Custom Fabrication Development and manufacturing of specialty rack for the delivery of OEM supplier parts to our assembly operations B Rank Dunnage Development and manufacturing of specialty dunnage for the delivery of OEM supplier parts to our assembly operations Administration Security, janitorial, cafeteria/ vending, building cleaning and maintenance, health care, travel and uniforms Administration Talent Management High-quality associates for a wide range of areas Information Services Communication systems, infrastructure maintenance and support, mobile devices and various hardware/ software Precision Measurement Parts and equipment that demand very tight tolerances and control Power Transmission Belts, chains, gears pumps and hydraulics

PAM HEMINGER of the total. More than 5,000 MRO suppliers provide Honda plants with a wide range of goods and services that support the manufacturing of automobiles, as well as their engines and transmissions. They include local businesses as well as national companies, and many have grown along with the expansion of Honda manufacturing operations during the more than 30 years the company has produced cars in America.

JIM WEHRMAN Addressing representatives from nearly 150 companies attending the event, Pam Heminger, division manager of purchasing for Honda of America, Mfg., Inc., expressed appreciation for the role they have played in the growth of Honda in North America, and the important role they are continuing to play as Honda implements new production technologies. Together, we have faced a never-ending series of challenges as we grew from one plant to the 14 that we have in North America today, Heminger said. And were building not only cars and light trucks, were increasing production of the engines and transmissions that power them as well. The Supplier of the Year Award goes to the top companies in various business categories that primarily support Honda automobile See HONDA, page 11A

Morrison Tool and Fabrication Morrison, Tennessee

I-PAK Pell City, Alabama

Acrux Investigation Agency Lakeview, Ohio Adecco Melville, New York Cisco Systems Columbus, Ohio RPM Carbide Arcadia, Ohio Applied Industrial Technologies Cleveland, Ohio

2013 Honda MRO Supplier Special Recognition Awards

Recognizes suppliers for exemplifying outstanding project initiatives to achieve and promote innovation within the Central Region facilities. Autoelectros Powell, Ohio A provider of electrical and mechanical components, Autoelectros consistently goes above and beyond expectations to assist Honda teams during construction of highly automated work cells. A strategic partner with Hondas North America Engineering Center, Mitsubushi demonstrates a high level of commitment by bringing in additional resources, hardware and software to support current and future Honda operations.
A provider of mass production packaging, Creative Techniques displayed outstanding performance with the development of multiple complex packaging designs for launch of the 2013 Honda Accord. Panel Controls personally delivered and supported installation of control panels within days of its initial visit to bring a project by another vendor back on schedule. A provider of water treatment and chemical treatment services, Chemtreat has shown exemplary dedication to reduce waste and protect equipment, and identify opportunities to improve Hondas operations. A provider of integrated water treatment systems, Nalco continually looks for ways to reduce Hondas water consumption and chemical usage in efforts to minimize Hondas environmental impact.

Full Service Painting Contractor

AND REPAIR CO.

COMMERCIAL INSTITUTIONAL INDUSTRIAL RESIDENTIAL

419-224-6980
Full Payroll Service:

visit us at www.tjpaintingandrepair.com

Mitsubushi Electric Company Vernon Hills, Illinois

Direct Depositing Check Printing Tax Depositing Quarterly Payroll Reports Year End Reconciliation W2s & 1099s

Creative Techniques CTI Auburn Hills, Michigan

Panel Controls Anna, Ohio

Chemtreat, Inc. Allen, Virginia

207 N. Main St. Delphos 419-227-9040 419-695-9040

www.psi-payroll.com

Eric M. Macwhinney, President

Nalco Naperville, Illinois

4A

TheBusinessJournal

July 2013

Health & Medical

Hometown Healthcares Impact on Local Economy and Local Way of Life
For over 60 years the Mercer Health organization has played an important role on the local economy and local way of life. According to recent releases from the Ohio Hospital Association and the American Hospital Association, hospitals are major employers and important economic engines in the communities they serve. Hometown Healthcare is important for so many reasons, states Mindy Kremer, Marketing Coordinator at Mercer Health. Not only does Mercer Health provide local accessibility to quality healthcare for our community but it also provides for nearly 600 local jobs and supports a multitude of other local businesses through the purchase of goods and services. Kremer continues, As a hometown healthcare provider, we are devoted to providing quality healthcare services from inpatient care to education, prevention and outreach services. But, our greatest honor is providing for our communitys way of life. We want to thank the community for allowing us to care and provide for them for the past 60 plus years and we have a commitment to continue that tradition in the future. Mercer Healths role as a healthcare leader is evidenced in the summation of care provided in the past year, including: 358 Births 1,978 Inpatient Admissions 11,055 Emergency Room Visit 4,429 Surgical Procedures 3,686 Home Care Visits 75 Physicians, including the establishment of 3 new physicians 600 Employees Over 4,000 Community Members served at Community Outreach events As indicated by recent reports released by AHA (American Hospital Association) and OHA (Ohio Hospital Association), hometown healthcare really equates to healthier economies and healthier communities which really means we at Mercer Health provide our community with a healthier way of life, concludes Kremer.

Small businesses and the Affordable Care Act

Starting in 2014, small businesses with 50 or fewer full-time equivalent (FTE) employees (100 in Hawaii) can use SHOP to offer coverage to their employees. You control the coverage you offer and how much you pay toward premium costs. Health coverage through SHOP starts as soon as January 1, 2014. Open enrollment begins October 1, 2013. You have health coverage rights Starting in 2014, insurance plans: Cant turn you down based on the health status of your employees or their dependents, even if they have preexisting conditions. Cant charge you higher premiums for women, or increase your groups premium for employees with high medical costs. These rights do not apply to grandfathered plans. Contact your State Department of Insurance to learn more about your rights. You may qualify for tax credits if you offer coverage through SHOP If you have fewer than 25 full-time equivalent employees making an average of about $50,000 a year or less, you may qualify for a small business health care tax credit. Starting in 2014, the tax credit is worth up to 50% of your contribution toward employee premium costs (up to 35% for tax-exempt employers). This will make the cost of providing health coverage lower. Beginning in 2014, the small business health care tax credit is available only if you get coverage through SHOP. Large employers could face payments The Employer Shared Responsibility payment is a new requirement under the health care law for some large employers. It applies only to employers with 50 or more full-time equivalent (FTE) employees that dont offer coverage or whose coverage doesnt meet certain minimum standards.

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10 healthcare trends to watch in 2013

1. ICD-10 Transition October 1, 2014 seems like a very long time from now. While predominantly impacting hospitals and payers, the impact of the change to a new classification scheme will be significant. The shift to ICD-10 will require provider organizations to allocate IT personnel and other management resources towards that goal. This will tie up assets that would otherwise be available for EHR implementation and upgrades, interoperability, data analytics, security, audits, and so on. Failure to complete the transition in a systemic fashion could result in significant financial penalties. 2. Meaningful Use Stage 2 Deadline While the actual deadline is 2014 at the earliest, most providers have a great deal of work to do before they will be ready. From using CPOE and e-Rx to giving patients online access to records providers will have to make a few changes to their workflows. While a significant portion of the changes will be borne by certified EHR vendors themselves, providers will still have to operationalize many new requirements. Online access to records, transmission of health data to third parties, and secure communication may present some of the most complicated challenges. 3. Patent Cliff Shakes Up Pharma Pharmaceutical companies are facing the loss of profitability due to the expiration of patents on many blockbuster drugs. More accurately, sales of patented drugs have suffered due to competition from generics and fewer successful drugs have gotten patent protection which has erodes profit margins. How will the industry react? Businesses will need to be redesigned in order to compete in this environment. Many companies may look to M&A as a way to boost their chances in this new marketplace. 4. Retail Clinics and Health Kiosks Get Serious According to Merchant Medicine, the number of U.S. retail clinics is expected to climb to 2,500 in 2013, an increase of about 38% over 2012. Companies like Stayhealthy and Healthspot are accelerating this trend by providing health kiosks that offer services that would otherwise be provided in a doctors office. Health kiosks can used to take basic readings, perform primary care and even deliver minor urgent care. Schools, work sites, prisons, health clubs and pharmacies are all potential locations for these kiosks. 5. Electronic Health Records as the OS Advanced programming interfaces (APIs) have been an invaluable tool in the breaking down of data siloes. In order for data to flow into and out of the operating system the doors have to open both ways. On the inbound side, data from sensors and devices is starting to get into the EHR. iHealth recently announced an integration of their blood pressure monitor and scale with PracticeFusions patient health record. On the outbound side, data analytics companies such as Explorys offer real time analysis that depends on timely access to the EHR. 6. Analytics Gather Steam Made possible by the explosion of data from body sensors and devices (AgaMatrix and Scanadu) and decreases in the cost of genetic sequencing (23andMe and Life Technologies), analytics (Apixio and Humedica) will emerge as a tool to provide actionable information to clinicians. Patients with chronic diseases or those recently discharged from a hospital setting are the best candidates for this. The combination of individualized device specific data with genomic information is one example of how personalized medicine could be practiced in the future. 7. State Healthcare Exchanges Go Live

More Locations in Your Community

Mercer County Community Hospital 800 W. Main St., Coldwater419-678-2341 Community Medical Center/Doctors Urgent Care 950 S. Main St., Celina419-586-1611 Home Care and Medical Equipment/ Rehabilitation Services 1107 N. Main St., Celina419-584-0143 Mercer Health Family Care Celina 801 Pro Dr., Celina419-586-3113 Mercer Medical Group 909 E. Wayne St., Celina419-586-1863 Mercer Health Family Care Coldwater 809 W. Main St., Coldwater419-678-2381 OB/GYN Satellite OfficeFt. Recovery 1830 Union City Rd., Ft. Recovery 419-375-2939 OB/GYN Satellite OfficeSt. Henry 442 Stachler Rd., St. Henry419-678-2246
6A TheBusinessJournal July 2013

Quality construction...

1928

2013

For a full listing of services, visit www.mercer-health.com

over 85 years and going strong.

880 Shawnee Road, Lima, Ohio 45805 | 419.228.6262 www.Tuttlenet.com

While the official deadline is January 1, 2014 for compliance with the Affordable Care Act, it appears that state and federal health insurance exchanges will go live in Q3 or Q4 of 2013. It will be interesting to see what impact these exchanges will have on the health insurance industry. It will also be interesting to see how the federal exchanges perform compared to those run by individual states. 8. Healthcare Cost Increases Slow As noted by Peter Orszag, healthcare costs in general and Medicare, specifically, are witnessing decreasing rates of price increases year over year. At last measure, hospital price increases stood at sub 4% year over year compared to over 7% in January 2005. Medicare increases stood at about 2% year over year compared to almost 6.5% in January Ferguson 2005. The length of this 1trend will influence DAYTON BOL .25s.ai 11/14/12 9:21 AM the impact this trend has on budgetary discussions and healthcare policy decisions in Washington. 9. Care Coordination and Hospital Readmissions The impending shift from a fee for services model to per-

formance or value based compensation (e.g. ACOs) has highlighted the importance of care coordination. Stage 2 of Meaningful Use reiterates the importance of this process. The third driver was CMS rulemaking imposing a financial penalty on hospitals whose patients are readmitted within 30 days of discharge which took effect in 2012 (to the extent the readmissions ratio was exceeded). Combined these are powerful forces creating momentum for care coordination. The private sector has taken note and companies such as CareInSync and HealthyCircles are offering solutions to address this systemic problem. 10. Tablets in Doctors Labcoats The iPad Mini and Nexus 7 are about the right size to fit in a labcoat. If history is a good indicator, then the right form factor is essential for device acceptance. While Apple and Google seem to have sized their tablets correctly for healthcare it remains to be seen how satisfied users will be. What kind of user experience will physicians have viewing images, lab results and EHRs on these mini tablets. The answer to this will influence the long-term success of these products.

CM

TH

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CMY

Dedicated to Excellence since 1920

CONSTRUCTION CO.

Ferguson Construction is an award-winning general cntractor with Ferguson Construction is an award-winning general contractor with a STAR aVPP STAR VPP rating for safety. We have the experience and the rating for safety. We have the experience and the personnel to help you personnel to help you build your construction project right the first build your construction project right the first time. If you need help with your time. If you need help with your existing building or planning new existing building or planning new construction, give us a call. construction, give us a call.

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July 2013

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Salespeople have questions, Jeffrey has answers

I get a ton of emails from people seeking insight or asking me to solve their sales dilemmas. Here are a few that may relate to your job, your life, and (most important) your sales thought process right now. Dear Jeffrey, I have cold called in the past and didnt have a problem with it. But now I am having a hard time getting people to even hear me out. What is the best way to handle cold calls about a free hearing screening for senior citizens and follow up on a direct mailing? Sherri Sherri, Cold calling sucks. Its for people that have no other way of marketing. Senior citizens meet in groups. They have conclaves. They have bridge parties. They have mahjong parties. They have bingo parties. Go to the parties. Stop cold calling people. Its a waste of time. What you need to do is sit in a room and in a normal voice and say, How many people cant hear me? Well, I guess youre not raising your hands because you cant hear me. And then talk about your free test and ask, Who would like to take it? Maybe bring the test to the group. Go to a Kiwanis or Rotary meeting. There are both retired and older people there. youre hoping for anyway. AdYour job is to figure out smarter, betvertising is more free than it has ter ways to eliminate the cold call. ever been. Your job is to figure If youre gonna use direct mail out a way to take advantage of it (goodness gracious!), its okay, using existing customers and sobut its pass. Everyone knows its cial media. Best regards, Jeffrey pass. The bottom line is if you get Jeffrey, I work in the agricula response from it, then figure out ture industry. Most of my customa better way to communicate with ers wear blue jeans and cowboy those who are interested. Often, the boots. Everything I read about senior citizen will have an email acsales says dress up. When I do, count. Often, the senior citizen will some of my customers make comhave a Facebook account because ments about being a city boy, or they are communicating with their they say I look like their banker grandchildren. Figure that out. Then (even though I usually wear dress make the call. Best regards, Jeffrey Jeffrey slacks and a long sleeve shirt with Dear Jeffrey, How do you adverGitomer polished shoes). In your opinion, tise and get customers to your busihow should I dress? Doug ness with no money? Jamie Doug, Wear what you like. Wear what Jamie, Actually, its easier than you think. If you have some customers, get them to start makes you feel comfortable. If youre uncomadvertising. Get them to post a little bit of a fortable wearing city boy clothes in front of testimonial for you on their Facebook page cowboys, then stop doing it. Wear nice, fashand your Facebook page. Start LinkedIn. Start ionable cowboy clothes. Make certain that if Twitter. And start to use social media to build youre going to wear boots, that theyre polyour business and build your reputation. Its ished and have some nice brand name to them. free. You dont have to worry about the cost The goal is that your customers will say, Nice of an ad, which may not bring you the results boots! or Nice belt! or Where did you get

Electricity is the lifeblood of your medical facility.

Lima Memorial Hospital

Wyandot Memorial Hospital

Ball Memorial Hospital

St. Ritas Medical Center

Blanchard Valley Hospital

Our project managers have earned their Healthcare Construction Certificate from the American Society for Healthcare Engineering.
840 S. Vandemark Rd. Sidney, Ohio 45365 937.498.2357

that shirt? Thats what you want. You want one of a kind stuff. Wear vintage stuff. Theres plenty of vintage cowboy stuff out there. Make certain your look, even though casual, is one notch better than the customer would wear when youre in that meeting with them so the clothes become a positive discussion rather than a drawback. Jeffrey Jeffrey, I have recently started in sales at a radio station. I have read a few of your books and we follow all of your suggestions as far as selling. I am right out of college and I look it, if not younger! Im afraid if I try to make appointments in person I will be turned down right away because of my age. How would you suggest I overcome this? Sarah Sarah, First of all, stop believing that your age is a barrier. Second of all, pre-prepare a 30-second commercial (of around ninety words or less) about the customer before you ever walk in the door. Record it. Walk in and say, Hey, I just did a commercial for you. Would you like to hear it? If the commercial is cool, creative, maybe a little bit edgy, and has a little music in the background they will listen to that commercial and call other people in to hear it. No one will care about your age if you prepare in terms of the customer. Best regards, Jeffrey Jeffrey, I recently joined a business broker who has been successful for six years. I am the new boy. It appears revenue is generated from listing fees and commission on sales. Listings are obtained from direct mail, drop ins, and customers seeing our website. Lots of groundwork has to be done to build up listings from zero in my case. Purchasers are coming all the time, and converting them to sales doesnt appear to be a problem. It only takes one purchaser and the commission is good. What concerns me is we seem to be using old methods to get listings. Snail mail and cold calling. Do you have any suggestions on what you would do to fast track the listing process? David David, When you start in a job, there is no fast track. Theres only what has been done successfully before. Start there. And when you do start there, youll be seen as fitting in and part of the team or part of the process. Yes, youre on your own. Yes, you make your own commissions. You know what? You cant come in and fight traffic from the first day. What you need to do is harmonize with whats happening in your place of business. Do it the old way first and then figure out a new way on your own. If it were me, Id be using social media. Id be using testimonials. Id be using every new strategy I possibly could, but not until youve made a few sales with the old way. Start there. Best regards, Jeffrey

Sidney Office

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Lima Office

3100 E. County Road 350N Muncie, Indiana 47303 765.284.1594

Muncie Office

Helping To Transform Healthcare.

www.sidneyelectric.com

OH LIC #21016

Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible and The Little Red Book of Selling. He just published two new sales e-books, available exclusively on Amazons Kindle. Win Now! and The Sale Re-Defined. They will change the way you think and sell. His website, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at salesman@ gitomer.com. 2013 All Rights Reserved. Dont even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112

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TheBusinessJournal

July 2013

Defiance is the commercial and industrial hub of the six-county area of northwest Ohio. It is conveniently located within a 45 minute drive of both Toledo, Ohio and Fort Wayne, Indiana. The county is centrally located between markets in Cleveland, Cincinnati, Indianapolis, Columbus, Detroit and Chicago. The Defiance area features a wide range of buildings and sites available for development. The city of Defiance features four interchanges with new U.S. Route 24, the major highway connecting Fort Wayne and Toledo. Also intersecting the city are state routes 18, 15, 66, 111 and 281. U.S. 127 and State Route 18 intersect in the village of Sherwood and State Routes 18, 49, and 2 pass through the village of Hicksville. The Ohio Turnpike (I-80/I-90) spans the state from east to west and is less than twenty miles from the City of Defiance and the Village of Hicksville. Napoleon, Defiance & Western Railway and CSX Railroad serve Defiance Countys rail needs. Eleven truck lines provide intrastate and interstate shipping. The Port of Toledo, located on Lake Erie, is less than 50 miles away from the city of Defiance. Toledo Express and Fort Wayne In-

Special Report: Defiance County

ECONOMIC DEVELOPMENT

Defiance County
TOP 100

ternational Airports, served by several national and international airlines, are located within an hours drive from Defiance County. The Defiance County Memorial Airport features a 4,200-foot PLASI lighted runway with instrument approach, and provides facilities for corporate and private aircraft. This site is designed to be an informational tool for those interested in expanding or relocating in Defiance County. As a site selection professional, business owner, or person wanting to know more about Defiance County, we invite you to explore our site and all of the possibilities our county has to offer. We are located in Northwest Ohio. We welcome any inquiries or questions regarding economic development opportunities in Defiance County and we are confident you will find the area a great place to live and work.

MICROPOLITAN COMMUNITY TWELVE OF THE LAST THIRTEEN YEARS!

heart of the Midwest, offering overnight access to your major city markets from Chicago to Pittsburgh, Detroit to Cincinnati. We offer ready-to-build sites on the U.S. Rt. 24 Transportation Corridor - the fastest, most efficient highway route from Evansville to Ontario. Dual rail-served sites on the CSX dual mainline route from Chicago to the East coast ports or on the Napoleon, Defiance & Western short line with connection to NS Railroad, offer low-cost transportation advantages for heavy industry or global market distribution centers. Defiance is located on the largest tributary of the Great Lakes and offers water and wastewater treatment services up to 3 MGD each and a 350 million gallon raw water reservoir in place today. Take a look at Defiance at www.defecon.com to see how the features above, plus an aggressive local incentive program have provided consistent, proven results that continue to attract and retain manufacturers and logistics firms.

Defiance, Ohio is located in the

Highway and rail assets spur growth in defiance

Defiance County is seeing early economic opportunities associated with the new U.S. Rt. 24 highway. Jerry Hayes, Executive Director of the county economic development office, recently offered these points about the new four-lane, divided highway. For years, Defiance had many of the assets that growing companies look for in a community. We have a large water supply, an existing manufacturing base and multiple suppliers of basic utility services. What we did not have was a modern, four-lane highway to efficiently move goods and people in and out of our community. That has all changed now with the opening of the $450 million Rt. 24 highway. Dual rail-served sites on the CSX dual mainline route from Chicago to the East coast ports or on the Napoleon, Defiance & Western Railway with connection to NS Railroad, offer low-cost transportation advantages for heavy industry or global market distribution centers. One of the first companies to take advantage of these transportation assets is Consolidated Grain & Barge Co. of Mandeville, Louisiana. CGB came to northwest Ohio looking for a location for a modern rail shipment facility on the CSX railroad system and near a major highway. This facility is located on 116 acres and there is 75 available acres available in the middle for rail served distribution.
See GROWTH, page 11A

Jerry Hayes Executive Director

Paige VanderSluijs Marketing Manager

1300 East Second St l Defiance, OH 43512 419.784.4471 l www.defecon.com

July 2013 TheBusinessJournal 9A

Defiance County
Civilian Labor Force
Civilian labor force Employed Unemployed Unemployment rate

2005

20,500 19,300 1,200 6.0

2006

20,600 19,500 1,100 5.5

2007

20,700 19,600 1,200 5.6

2008

20,700 19,100 1,500 7.4

2009

20,500 17,600 2,900 14.0

Establishments, Employment, and Wages by Sector: 2008

Industrial Sector
Private Sector Goods-Producing Natural Resources and Mining Constuction Manufacturing Service-Providing Trade, Transportation and Utilities Information Financial Services Professional and Business Services Education and Health Services Leisure and Hospitality Other Services Federal Government State Government Local Government

Number of Establishments
790 139 3 79 58 651 226 18 74 85 79 99 71

Average Employment
14,736 5,100 43 497 4,560 9,636 3,390 286 707 746 2,364 1,583 561 111 122 1,867

Total Wages
$533,340,330 $279,406,773 $1,148,197 $18,662,998 $259,595,578 $253,933,557 $90,432,905 $10,170,448 $27,743,464 $25,006,376 $74,045,082 $16,190,439 $10,344,843 $5,208,148 $5,820,377 $64,495,902

Average Weekly Wage

$696 $1,054 $513 $723 $1,095 $507 $513 $684 $754 $645 $602 $197 $354 $906 $914 $664

Private Sector total includes Unclassified establishments not shown.

Change Since 2003

Private Sector Goods-Producing Natural Resources and Mining Construction Manufacturing Service-Producing Trade, Transportation and Utilities u MBA Concentrations: Information Financial Services Leadership Professional and Business Services Sport Management Education and Health Services Criminal Justice Leisure and Hospitality Otheraffordable Services tuition u Most Federal Government in the area State Government Local u Government Flexible course offerings

Defiance college

MBA Program!

Business starts

designed for the working Business Numbers professional

u

-2.9% 1.4% Agriculture -2.0% -17.2% -15.4% -4.8% Land in farms (acres) 105.3% 115.0% -25.0% Number of farms -1.9% -12.2% -8.1% (acres) -18.4% -16.2% 5.5% Average size Total cash receipts 19.9% 7.0% 2.8% 5.9% -5.5% -4.2% Per farm 25.7% 38.5% 4.0% 7.2% 4.0% 17.4% 1.2% 5.1% 20.1% Education 19.7% 21.1% 37.5% Public schools 26.8% 13.8% 45.1% -6.6% Students (Average 1.6% Daily Membership) 18.2% 12.1% Expenditures-5.1% per student 6.1% 15.5% Student-teacher ratio -0.7% 15.6% Graduation rate

-1.0% -2.1% 233,000 -3.4% 1,150 11.9% -2.6%203 $103,902,000 12.2% 12.0% $89,571 20.8% 12.9% 14.4% 13.4% 14.5% 16 6,942 16.1% 18.1% $8,441 8.8% 16.7 16.3% 95.0

2004
58 678

2005
42 673

2006
58 672

Active businesses

Classes start August 26!

Teachers (Full Time Equivalent) Major Employers 2007 2008 Non-public schools 64 48 Defiance City Schools Students Defiance Clinic 4-year public universites Defiance College Defiance Metal Products Co Branches Defiance Regional Medical Center 2-year public colleges General Motors Company Private universities and colleges Johns Manville Corp
Meijer Inc Public libraries (Main 2008 2009/ Branches)

428.6
Govt

643

628

2 249 Serv
Serv 0 Mfg Serv

Graduate Studies & Professional Programs Residential

1-800-520 GO DC Construction
Total single-unit bldgs

0 0 Mfg 1 Mfg
Mfg

dstudies@defiance.edu graunits Total

2005
201 116

2006
180 $20,663 July 114

2007
102 $13,143 2013 88

63

53

Parker Hannifin Corp

1 /

Trade 2

Total valuation (000) $22,257 10A TheBusinessJournal

$7,884 $7,492 Transportation 45 39

Registered motor vehicles

45,059

Commercial airports Public libraries (Main / Branches)

1 /

1 2

Voting Transportation

precincts Number of motor Registered vehicles Number of registered voters Passenger cars Voted in 2010 election Noncommercial trucks Percent turnout Total license revenue

38 45,059 26,347 26,858 13,176 8,482 50.0% $1,171,027.63 0.00 0.00 27.04 48 121.09 3 880.40 104 1 4 365 2 161 38 26,347 76.4% 13,176 79.9% 50.0%

Interstate highway miles Turnpike miles Health Care U.S. highway miles Physicians (MDs & DOs) State highway miles Registered hospitals County, township, and municipal road miles Number of beds Commercial airports Licensed nursing homes Number of beds Licensed residential care Voting Number of beds Number of precincts Number of registered voters insurance Adults with employer-based Voted in 2010 Children with election employer-based insurance Percent turnout

Growth

State Parks, Forests, Nature Preserves, Health Care Areas And Wildlife
Physicians (MDs & DOs) Areas/Facilities Registered hospitals Acreage Number of beds

Licensed nursing homes Honda (Continued from page 4) Number of beds

48 4 3 506.55 104

4 365 manufacturing facilities, based on excel- tomaker to begin automobile production in Licensed residential care 2 lence in safety, quality, cost, delivery and the U.S. Since then, Honda has continued Number of beds 161 management. The Special Recognition to expand local production, and cumulative Award is presented to suppliers that demproduction of automobiles in North AmeriAdults with employer-based insurance 76.4% onstrated the ability to overcome uncontrol- ca is now more than 25 million units. Children with employer-based insurance 79.9% lable circumstances, perform admirably on Honda now operates 14 major manua major project or demonstrated exceptional facturing facilities in North America, proeffort to exceed customer expectations. ducing a wide range of Honda and Acura During Parks, the annual Forests, MRO SupplierNature Con- automobiles, automobile engines and State Preserves, ference, leadership from Honda also provid- transmissions, Honda all-terrain vehicles, And Wildlife ed an overview for theAreas upcoming year, and and power equipment products such as direction on what Honda and its suppliers lawn mowers, mini-tillers and general Areas/Facilities 4purneed to do to meet high customer expecta506.55 Acreage tions in a challenging business environment. Last year, we produced the most cars and trucks in North America we have ever made in a single year, said Jim Wehrman, senior vice president of Honda of America Mfg. with responsibility for supply chain, production engineering and environmental management strategies. After 30 years of building cars in America, we are shifting into even higher gear, as we grow our capabilities and assume a much larger global role within Honda. About Honda Honda established operations in America in 1959, and now employs more than 33,000 associates in its North American sales, R&D and manufacturing operations with a capital investment of more than $22 billion. Based on Hondas approach of building products close to the customer Honda started local production of motorcycles in the U.S. in September 1979. In November 1982, Honda became the first Japanese au-

Direct expenditures or obligations $234,807,229 $106,648,000 Retirement and disability Percent turnout 50.0% Retirement and disability $115,224,899 Medical payments $97,685,000 Other direct payments $67,828,699 Income maintenance (Supplemental SSI, Grant awards $41,546,831 family assistance, food stamps, etc) $17,696,000 Health Care planning and construction $13,412,260 Highway Unemployment benefits $7,391,000 Temporary assistance to needy families $2,532,756 Physicians (MDs & DOs) 48 Veterans benefits $4,258,000 program $17,513,573 Medical assistance $6,825,000 Federalhospitals education and training assistance Registered 3 Procurement contract awards $2,010,585 Other payments to individuals $3,340,000 Number of beds 104 $260,465 Dept. of Defense Total personal income $1,241,385,000 Salary and wages $8,196,215 Licensed nursing homes 4 ratio 20.2% Depedency Dept. of Defense $0 Number of beds 365 Other federal assistance $91,977,458 Licensed residential care 2 Direct loans $823,442 Number Expenditures of beds 161 Federal Guaranteed loans $22,084,768 Direct expenditures or obligations $234,807,229 Insurance $69,069,248 Adults with employer-based insurance 76.4% Retirement and disability $115,224,899 Children with employer-based insurance 79.9% Other direct payments $67,828,699 Per Capita Personal Income Grant awards $41,546,831 planning $13,412,260 Highway (Continued from and page construction 9A) State Parks, Forests, Preserves, $2,532,756 $35,000 Temporary assistance Nature to needy families Like many Midwest communities, Defiance County suffered through the recent reprogram $17,513,573 Medical assistance And Wildlife Areas $30,000 $32,224 cession. For six years contract the 300,000 sq ft building in Hicksville sat empty before FWT Procurement awards $2,010,585 Areas/Facilities of Fort Worth, Texas came and purchased the building to manufacture galvanized 4 steel $25,000 of Defense $260,465 Dept. $25,523 towers for the electric utility industry. 506.55 Acreage Salary wages $8,196,215 The largestand employer in Defiance, General Motors Powertrain, has approximately $20,000 Dept. of Defense 1,400 employees. This modern aluminum castings and modular foundry produces$0 qualOther federal assistance $91,977,458 ity castings for the automotive industry. The foundry is now delivering some of the new $15,000 high efficiency aluminum engine blocks for vehicles like the popular Chevrolet Cruze. Direct loans $823,442 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 Guaranteed loans $22,084,768 Insurance $69,069,248

pose engines, using domestic and globally Per parts. Capita Personal Income sourced Visit us on-line at Seven Honda auto plants in the North www.hubbardcompany.com American region, including four in the U.S., $35,000 have the capacity to produce 1.63 million automobiles $30,000 each year. In 2012, 90 percent $32,224 of the Honda and Acura automobiles sold in the$25,000 U.S. were produced $25,523 in North America. This will increase to 1.92 million vehicles per$20,000 year in 2014, when the sales percentage of locally produced automobiles is expected $15,000 to rise to more than 95 percent. Printing | Office Supplies | Office Furniture
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612 Clinton Street, Defiance, OH 43512

July 2013

TheBusinessJournal

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OHIO LOGISTICS

Over 6 million square feet in seven states.

LOCATIONS: Ottawa, Findlay, Fostoria, Willard, 2 locations in Columbus, OH, Gas City, IN, Milwaukee, WI, Louisville, KY, State College, PA Corning/Elmira, NY (3 locations) Northern Georgia Logistics (Rock Spring), Northern Georgia (Rock Spring) Rome, Georgia

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TheBusinessJournal

July 2013