Ohio Small Business News

April 20, 2016 by

59350241

Last Oct. 2015 the Unemployment rate for the state of Ohio was a 4.7%, and since then it has been increasing slowly, but surely to a 5.1% as of last month. A small increase to be sure, but it does make you wonder whether there are better times to come for the state, or things are going to progressively get worse.  Small businesses in Ohio are not as optimistic as they were last year, and some are still wondering wether the minimum wage increase will have other ramifications for their businesses.  For more news bout Ohio, follow the links below.

The State of Small Business: Ohio

As part of our yearlong project “The State of Small Business,” Business News Daily plans to report on the small business environment in every state in America. In this installment, we asked a few of Ohio’s roughly 1 million small business owners about the challenges and opportunities of operating in their state. Here’s what they had to say.

Ohio’s economy has had its ups and downs over the years, experiencing decline long before the rest of the nation felt the effects of the financial crisis. In the years preceding the recession, Ohio’s manufacturing sector was hollowed out, contributing to a drop in per capita income and a drastic slowdown in growth. And while the unemployment rate has plummeted, the labor force has shed nearly 300,000 workers since its peak in late 2007, according to the U.S. Bureau of Labor Statistics. And as employment rises, so does the demand for skilled or experienced labor, and business owners find it progressively harder to hire the employees they need at the cost they want.

However, in 2008 — amid the recession — Ohio’s per capita income started to gain compared to the national average, and the U.S.’ seventh-largest economy has seen some bright spots. Despite a difficult decade — between 2004 and 2014, the compound annual growth rate of Ohio’s GDP was an anemic 0.3 percent, according to the U.S. Bureau of Economic Analysis (BEA) — entrepreneurs in Ohio are seeing promise again. For small business owners in the Buckeye State, the sentiment is tepid optimism that a fledgling startup community and the return of manufacturing in the form of tech-focused companies will propel the economy forward in the years to come.

While small business owners acknowledge that there are some downsides to increasing wages for their entry-level workers, many of these business owners also find positives in doing so, new research finds.

Nearly 60 percent of small business owners said they favor raising the minimum wage, and the same percentage said they would likely vote for a state or national candidate who supports a minimum-wage increase, according to a study from Manta, a provider of products, services and educational resources for small businesses.

The results were released as both California and New York recently approved measures to gradually increase their minimum wages to $15 per hour.

The majority of small businesses surveyed are already paying their employees above what’s required. The research revealed that 40 percent of small business owners pay entry-level employees “far above” the required minimum wages in their areas of operation, while 38 percent pay “slightly above” the minimum wage. Just 14 percent are paying the state or local minimums, and only 9 percent are paying the federal minimum wage of $7.25 per hour.

Small Business Confidence Hits New Two-Year Low

Small business confidence fell to a fresh two-year low in March amid persistent worries about sales and profits, the latest indication that economic growth braked sharply in the first quarter.

The National Federation of Independent Business (NFIB) said on Tuesday its small business optimism index dipped 0.3 point to a reading of 92.6 last month, the lowest since February 2014.

It has declined from a reading of 100 in December 2014 and has pushed further off its 42-year average of 98.

“A ‘chartist’ looking at the data historically might conclude that the index has clearly hit a top and is flashing a recession signal. The April survey will decide whether or not the alarm should be rung,” the NFIB said in statement.

The soft reading fits in with recent economic data on consumer and business spending as well as wholesale inventory investment that have suggested economic growth slowed sharply from the fourth quarter’s 1.4 percent annualized rate.

 

Filed Under: Ohio Business News Tagged With: , , , , , , , , , , , , , , , , , ,

The State of Small Businesses Today

April 13, 2016 by

62227730

The small business outlook has declined this past March, and some believe that the 7.7 decline over the last year is an indication of a possible recession. Although some small businesses are blaming the increase in minimum wage the culprit for this less than bright outlook, the United States Department of Labor disagrees.

To read more about this topic follow the links below.

As Minimum Wage Marches Toward $15, Small Businesses Adapt

In the aftermath of California and New York becoming the first states to raise the statewide minimum wage to $15, some small businesses with hourly workers are rethinking how they can absorb the increase.

The owners of Dog Haus, a chain of about 20 franchise restaurants in the West, may have customers pick up their meals at the counters in two company-owned stores instead of using servers to carry food to tables. The Pasadena, California-based company is also looking at hiring more experienced workers who can shoulder more responsibilities than entry-level staffers who earn minimum wage. For example, a cashier might now take on some administrative tasks. That way, Dog Haus could hire fewer people.

“We’ve known this has been coming for a while, and we’ve been preparing for it,” co-owner Andre Vener says.

State minimum wages have been rising the past few years as pro-labor groups including unions call for higher pay for workers, especially those at fast-food restaurants. That’s forcing small businesses that are more vulnerable to labor cost increases than large companies to reassess their operations. Some are thinking of cutting staff, and others are raising prices.

NFIB: Small-Business Gauge Is Flashing Recession Warning

Optimism among small-business owners slipped 0.3 point in March to a two-year low of 92.6, and the 7.7-point decline in the index over the last 15 months is a flashing warning signal of a possible recession, the National Federation of Independent Business said.

April’s Index of Small Business Optimism could determine whether a recession alarm should be rung, according to William Dunkelberg, NFIB chief economist.

Regulations were small firms’ top concern, with 21% listing it as their primary worry, followed by 20% of respondents who cited taxes as their main worry.

New York and California are two states that have passed gradual raises of their minimum wage to $15 per hour — moves hailed by unions but criticized by small businesses.

Supporters of the wage hikes have targeted blue-chip companies such as McDonald’s (MCD) andWal-Mart (WMT), but opponents argue that the pay raises will hurt small firms and their workers more.

Small Business Owners In Ohio Cautious On Economy

Ohio’s small- and mid-sized business owners are turning more cautious about the economy, both locally and nationally, as they fret about the presidential campaign and the stock market, according to a PNC Bank survey.

The survey found that 41 percent of business owners are pessimistic about the U.S. economy, about the same as in the fall survey, but up from 31 percent last spring. When it comes to their local economy, 35 percent are pessimistic, up from 26 percent in the fall.

“There was definitely more pessimism about economic conditions,” said Mekael Teshome, a PNC economist. “But Ohio business owners’ sentiment about their own business is remarkably quite stable.”

Pittsburgh-based PNC conducted the survey from Jan. 21 through March 8. At the time, there were worries about the economy slowing or even slipping into a recession and the stock market was tumbling. Also, 61 percent said they were not satisfied that the presidential candidates were addressing the key issues for business.

 

 

Filed Under: Ohio Business News Tagged With: , , , , , , , , , , , , , ,

CyberSecurity And Your Business

April 5, 2016 by

59350241

Billions of dollars are spend yearly in cyber security globally, and according to the most recent surveys, that amount is likely to reach $101 billion by the year 2018.

But, although billions of dollars are spend trying to secure the amount of information hackers or other people have access to, many cyber analysts believe that spending more in cyber security does not necessarily mean better security.

For more about this topic, follow the links below.

Mobile Messaging Apps: 8 Tips For Keeping Your Workplace Secure

The old struggles over BYOD have been replaced with application struggles, as employees use favorite mobile messaging apps for enterprise purposes. As with BYOD, pushing back isn’t the answer. Innovating forward is.

Using popular third-party messaging apps such as Facebook Messenger, WhatsApp, and Snapchat for business communication can introduce a level of discomfort for IT, as well as for your legal, corporate, and governance and compliance teams. In many ways, it’s like the early days of the Bring Your Own Device (BYOD) movement; these days it’s all about Bring Your Own Apps.

“The issue of employees using personal social media accounts/networks, and their non-work personas, for business purposes is very real and it does impact IT, especially when considering that electronic communications should be retained for legal and regulatory purposes,” Mike Pagani, the chief evangelist at Smarsh, told InformationWeek in an interview.

Smarsh offers an archiving platform that supports social media, text messages, email, and other platforms so that they’re indexed, policy-checked, able to be supervised, and easily retrievable if they’re needed for auditing or litigation.

A reality check for security leaders on insider risk

Mike Tierny shares his insights on successfully implementing processes to combat insider risk by engaging the right people at the right time in the program.

“I trust the people in my company. I still monitor everyone.”

That statement came during the MISTI CISO Leadership Summit I lead on Sunday at InfoSecWorld. One of the security leaders made that comment during our session on trust. It got a lot of nods and even more discussion.

Just the week prior, I talked with Mike Tierney (LinkedIn, @mikejtierney) the COO of Veriato Inc. about the reality of insider threat and our need to engage others in the process. As COO, Mike is ultimately responsible for organizational security.  His insight on insider risk is forged by experience and his success implementing processes across the organization.

During our conversation, he talked about the leadership approach of engaging others in the process – before we have problems. He shared some things I hadn’t seen implemented before. Approaches that made sense.

Cybersecurity spending: more does not necessarily mean better

Cybersecurity is not something you can just buy, but something you should thoroughly build.

Last week, I had a great opportunity to explore the APAC cybersecurity market and meet many brilliant people during Black Hat Asia 2016. Singapore’s economic miracle made its cybersecurity market as attractive as the North American one, attracting the largest security vendors to the region.

Advanced Persistent Threat (APT) protection, Threat Intelligence, Enterprise Immune Systems, Cloud Access Security Brokers (CASB), User and Entity Behavior Analytics (UEBA) – these are just a few of the offerings currently available on the cybersecurity market. I bet that many security industry professionals (including myself) hardly understand the real meaning of some of these terms, or to be more precise – the real difference between them and the generic terms existing for years. But this is a topic for a dedicated article, and in this piece we would rather concentrate on cybersecurity budgets and related challenges.

 

Filed Under: Ohio Business News Tagged With: , , , , , , , , , , , , , , , , , , ,

Financial Cyber Attacks – A Growing Management Problem (Part 2)

April 5, 2016 by

Customer Relationship Management business chart on a digital tabAs we discussed last month, criminals are increasingly targeting small businesses for financial cyber attacks.  These attacks have included: stealing customer and company data to sell, high-jacking and holding the information system for ransom, and taking money.  Small companies are under fire because they’re low hanging fruit.

Owners who would never leave the doors unlocked on their building or office are leaving their cyber doors wide open.  They have installed locks, security systems and gates against the local “physical” criminals, yet all but put out a Welcome mat for the cyber ones anywhere else in the world.

But, it doesn’t have to be that way – with a little discipline and some common sense procedures you can prevent or minimize the possibility of a successful attack.  Here are some suggestions.

Scrutinize emails

Create an awareness program about phony emails, which you and your employees follow.  Fake emails are used to plant malware and spyware, which allows thieves access to the system (i.e. account numbers and amounts, passwords, transaction history, credit card numbers). Don’t open links or attachments unless you’re very sure you know who they’re from. 

Another popular ruse is to use realistic emails to initiate money transfers to outside accounts.  The thief, via email, poses as a manager and asks an employee to transfer money from a company account to an outside one.  An employee, properly trained, will make sure the request is legitimate before sending the money.

Avoid Wi-Fi

Smartphones and tablets have made it easy to do work anywhere.  But, it’s also made it easy for hackers to easily access your information.  Wi-Fi connections are notorious for having weak security – no matter what the sign on the door says. 

Would you trust a stranger to lock up your office every night?  Then why would you trust the owner (or a major corporation) of the local coffee shop to protect your important data, especially when the chances are very good that they aren’t protecting their own.

Use your bank as a partner

Your bank wants you to succeed – it’s good for you, it’s good for them and it’s good for the community.  Sit down with someone and find out what options they have for safeguarding your accounts.  They probably have some you don’t know about.

Do they have two-factor authentication?  It requires unfamiliar account users/devices to supply additional information.  Do they have software that flags attempted logins from unfamiliar sources?  If the bank doesn’t recognize a login they will send a one-time access code to a separate device of your choosing.  Can they provide text messages for each withdrawal?

Many small business owners don’t know that companies don’t have the same fraud protection consumers have.  Depending on the bank’s policies and the agreement you signed with them they may not be liable for stolen money.  Some banks provide fraud protection only when specific security measures are in place. 

Financial cyber attacks aren’t going to decrease, nor will they ever be “fixed”.  They’ll increase in frequency and sophistication, while having moving target solutions.  The cost of doing business in the internet age is realizing the problem isn’t going away, and it’s time to start dealing with it now, rather than later when all your money has disappeared.

Filed Under: coaching Tagged With: , , , , , , , , , , , , ,

Growing Your Business? Here Are Some of The Challenges to Overcome

March 30, 2016 by

64521313

Office meetings are costly.  The associated cost of office meetings have to be evaluated to gauge whether the weekly or monthly meetings are detrimental to the bottom line of the business, and whether you are having them too frequently. Having employees sitting around a desk because they have to be present is costly.  Should the time spend listening to ideas be spent by every single employee in the business? Shouldn’t productivity be measured, and projects evaluated before having office meetings with everyone? Before scheduling an office meeting, is there an agenda associated with this meeting, or is it on the spur of the moment meeting?

To read more about small business, follow the links below.

Tired of Useless Meetings? 9 Ways to Make Them More Effective. (Infographic)

Join us live at Entrepreneur’s Accelerate Your Business event series in Chicago or Denver. Secure your spot »

Meetings. What a drag they can be. They go longer than they’re supposed to. Someone blabs out of turn or off topic. Your mind drifts to tasks you could be checking off instead of sitting there, stuck. Then come the action items and, tag, you’re it. Your to-do list just got longer.

Sound familiar? Sure does to us. But, believe it or not, not all meetings are total timesucks and not all meetings are boring. Some run like clockwork. With an attendee nip here and an agenda tuck there, they can be much more efficient, productive and, if you’re lucky, even a little fun.

From holding walk-and-talks outside in the fresh air, to scheduling start times like a Swiss train conductor (we kid you not), here are nine clever ways to have more effective meetings, care of the meeting makers at CT Business Travel. Bonus: Not one mention of Robert’s Rules of Order, we promise.

5 Reasons In-Person Meetings Still Matter

Being in the event planning industry, salespeople are constantly trying to sell me the newest virtual technologies to make events more easily accessible from a wider audience.

One memorable experience I will always remember is when a salesman came into my office to pitch his virtual event product and at the end of the meeting I asked, “If this product is so great, why are you sitting here in person?” After a few moments of silence, he said, “It’s more effective to sell in-person than through a computer.”

Meeting over.

According to a recent Meeting Professional International survey, virtual attendance is projected to grow at twice the rate of live attendance. This rise is the biggest change in how meetings are run since the introduction of PowerPoint.

However, while I believe that virtual meetings can be useful in certain circumstances (when time is short or distance is too far), there are many reasons why in-person events are more effective for businesses, large and small.

3 Growth Challenges Facing Small Businesses Right Now

Hiring is simultaneously one of the biggest opportunities and one of the biggest challenges small businesses have. Expanding your staff is necessary for taking your company to the next level of growth, and the right hire can help your sales skyrocket. On the other hand, it can be incredibly difficult to find the perfect candidate, and if that person turns out to be the wrong choice, it can cost a lot of time and money to replace him or her.

Based on recently released studies and reports, here’s what you need to know about the current state of small business hiring and growth, and what challenges business owners are dealing with.

Seventy percent of small businesses experience problems during the hiring process.

Small businesses were responsible for nearly half of all new U.S. jobs in 2015, and yet the vast majority said that the hiring process takes longer and is more difficult than they expect, found an ADP survey. ADP polled more than 1,000 owners and managers of companies that had fewer than 50 employees, finding that the biggest specific challenges were longer hiring cycles (34 percent), a loss of productivity (28 percent) and new employees not meeting expectations (25 percent).

Filed Under: Ohio Business News Tagged With: , , , , , , , , ,

The Problems Plaguing The Small Business Owner

March 22, 2016 by

59350241

For many small business owners sales and marketing are not the only problems they have to contend for the success of their business.  Not long ago, the idea of  online marketing, online retail, and having a social media presence for their business was a remote possibility for them. Now, the small business owner has realized the importance of utilizing the web to expand, promote and acquire the sales required for its survival. As a small business owner, what is a big problem within your business? Is it the amount the taxes you have to pay every year, the paperwork, or hiring the right people for your business?  Follow the links below to learn what are some of the problems plaguing the small business owner in the United States.

3 Growth Challenges Facing Small Businesses Right Now

Hiring is simultaneously one of the biggest opportunities and one of the biggest challenges small businesses have. Expanding your staff is necessary for taking your company to the next level of growth, and the right hire can help your sales skyrocket. On the other hand, it can be incredibly difficult to find the perfect candidate, and if that person turns out to be the wrong choice, it can cost a lot of time and money to replace him or her.

Based on recently released studies and reports, here’s what you need to know about the current state of small business hiring and growth, and what challenges business owners are dealing with.

Seventy percent of small businesses experience problems during the hiring process.

Small businesses were responsible for nearly half of all new U.S. jobs in 2015, and yet the vast majority said that the hiring process takes longer and is more difficult than they expect, found an ADP survey. ADP polled more than 1,000 owners and managers of companies that had fewer than 50 employees, finding that the biggest specific challenges were longer hiring cycles (34 percent), a loss of productivity (28 percent) and new employees not meeting expectations (25 percent).

DIY IT: What Your Small Business Needs to Know

Cybersecurity is an issue that’s probably on the mind of every business owner. The growing list of corporate data breaches, coupled with the more-secure EMV credit card chip technology that emerged last year, has made businesses and consumers alike highly aware of the security risks that exist in today’s world.

Despite numerous studies and statistics on hackers targeting small businesses, many owners still have an, “It won’t happen to me” attitude about security. This is a dangerous way of thinking that could ultimately leave your business open to a whole host of potential risks.

“Many small business owners underestimate how vulnerable they are to security threats,” said Sanjay Castelino, vice president of marketing at Spiceworks, a provider of information technology solutions. “Our recent IT security report shows business owners are facing a number of threats from malware to phishing to ransomware, and the attackers range from lone hackers to rogue employees. Once [a business is] successfully attacked, earning back customer trust and fixing the damage is often too costly for small companies.”

What Many Small Businesses Call Their Biggest Challenge

The 2015 Small Business Credit Survey Report on Employer Firms, released March 3 by seven Federal Reserve Banks, contains disturbing news.

Twenty-two percent of small businesses with annual revenues over $10 million identified compliance with government regulations as the biggest challenge they faced over the past 12 months. That’s up from only four percent in a similar but smaller survey last year.

Participants in the 2015 survey ranked government regulations as more problematic than credit availability, cash flow, the cost of running a business, taxes, and other problems.

For an overview of how government regulations continue to climb, see The Heritage Foundation’s “Red Tape Rising: Six Years of Escalating Regulation Under Obama.”

Filed Under: Ohio Business News Tagged With: , , , , , , , , , , , , , ,

Cybercrime; Is Your Business Vulnerable?

March 9, 2016 by

64002400

Big and small business are vulnerable to cybercrime.  Many small businesses frequently do not have the budget necessary to protect their data from a cyber attack, thus making them more vulnerable. For many small businesses the financial hardship they endure due to this crime leaves them unable to recover for many years, setting back their business and profits for the near future.

For more about this topic, follow the links below.

 Hacked! Business bank accounts vulnerable to cybercriminals

It’s a chilling moment when a small business owner discovers hackers have stolen thousands of dollars from the company checking account.

Cybercriminals took an average of $32,000 from small business accounts, according to a December survey of owners by the advocacy group National Small Business Association. And businesses don’t have the same legal protection from bank account fraud consumers have.

The Electronic Funds Transfer Act, passed in 1978, states that it’s intended to protect individual consumers from bank account theft, but makes no mention of businesses. Whether a business is protected depends on the agreement it signs with a bank, says Doug Johnson, a senior vice president with the American Bankers Association, an industry group. If the business hasn’t complied with any security measures required by the agreement, it could be liable for the stolen money, he says.

Businesses fail to prepare as cybercrime surges globally

Cybercrime is now the second most reported economic crime and has affected at least a third of organizations in the past 24 months, yet many businesses are still underprepared, a PWC report has found.

According to the Global Economic Crime Survey, cybercrime has jumped from being the 4th to 2nd most reported kind of economic crime, behind only asset misappropriation. Meanwhile, the losses associated with cybercrime are huge and growing, but an alarming number of businesses don’t have a plan in place.

The report finds that only 37% of organizations have a cyber incident response plan, despite the fact that 61% of CEOs said they were concerned about cybersecurity. This backs up the findings from last week’s RSA Conference report, which found just one in seven security chiefs report directly to their CEO, despite rising concern within their businesses.

Around 50 respondents to the PWC survey said they had lost in excess of $5 million, while a third of these said the figure was greater than $100 million. According to the Wall Street Journal, the percentage of companies reporting losses of more than $1 million as a result of cybercrime attacks doubled since 2014.

 Chris McCarty: Protect big, little data against cybercrime

​You probably know about the big breaches. JP Morgan Chase. Home Depot. Target. Maybe you even read a few of those juicy emails between Sony executives bashing Angelina Jolie and Will Smith. I can imagine your reaction: “That’s crazy, but what’re the chances it happens to me or my little company?”

The chances are much greater than you think. In November, during a data breach and privacy law program in Chicago, I attended a session presented by Wesley Hsu, the executive assistant U.S. attorney who headed up the Sony investigation. Here a few statistics provided by Mr. Hsu that should open the eyes of anyone in business:

Every day, there are twice as many cybercrime victims as newborn babies;

There are 50,000 new victims each hour, 820 new victims each minute and 14 new victims each second;

The total number of estimated cybercrime victims over the past year is greater than the combined populations of the United States and Canada.

 

 

Filed Under: Ohio Business News Tagged With: , , , , , , , , , , , , , , , , , , , , , ,

Financial Cyber-Attacks – A Growing Management Problem (Part 1)

March 8, 2016 by

donk1-300x266Anyone who has been paying even the slightest bit of attention knows that financial cyber- attacks against all types of companies, organizations and governments have increased dramatically.  The attacks have included stealing data to sell, high jacking the information system and holding it for ransom, or taking money.

Any business can be vulnerable and the attacks have hit companies of all sizes.  However, there’s been a significant increase in the attacks on small businesses (SMB).  The Internet now makes it possible for an Eastern European crime syndicate to hit an Akron contractor.

Cyber thieves have become more sophisticated and organized.  They’ve realized that SMBs are low hanging fruit and are targeting them more often.  Small companies don’t have security or IT departments and they seldom have any policies or procedures in place to deter online, or offline, theft.

SMB owners are notorious for not paying attention to the financial health of their companies.  They often leave “all that stuff” up to an accountant or bookkeeper.  They don’t pay attention to, understand or have any checks and balances in place for financial matters.  This leaves them wide open to external (and internal) larceny. 

Cyber criminals are taking advantage of this lack of management oversight – SMBs are becoming their objective of choice.  They’ve discovered that the way into larger companies is through their SMB partners or vendors, who are much easier to hack.  It’s believed the 2013 Target breach, of 70 million customers, was made possible through accessing a HV/AC contractor’s system.

Therefore, SMBs are high yield for cyber-attacks.  It’s simple to gain access and siphon money, with the added bonus of having easy access to larger companies up the chain.  But, it doesn’t matter if your business is the intended victim or collateral damage, either way you lose. 

It has been estimated that half of the small businesses who are cyber attacked close within six months.[1]  They simply can’t afford the loss.  It’s unfortunate, because a conscientious owner – with a little discipline and some common sense procedures – can prevent or minimize the possibility of a successful attack. 

Next month we’ll go over some steps you can take to protect your company with Part 2 of Financial Cyber-Attacks – A Growing Management Problem.

[1] Testimony of Dr. Jane LeClair, Chief Operating Officer, National Cybersecurity Institute at Excelsior College, before the U.S. House of Representatives Committee on Small Business (Apr. 22, 2015), http://docs.house.gov/meetings/SM/SM00/20150422/103276/HHRG-114-SM00-20150422-SD003-U4.pdf

Filed Under: coaching Tagged With: , , , , , , , , , , , , , ,

Do You Have Salespeople or Order Takers?

March 2, 2016 by

business (9)It’s 2016 and just like small business owners all over Northeastern Ohio you’re vowing that this is the year you’re  going to focus on increasing sales.  This is the year the sales department is finally going to “get it in gear”.  Then, just as you did in 2015, 2014, 2013…, you dig  out the old goals and ideas.

For the sake of this article we’re going to assume the sales plan you have is a solid one.  (It may not be, which is a subject for another time.)  So, if it’s a good plan why hasn’t it worked all these years?  The problem with even the best sales plan is that it’s only as good as the people who execute it.

Most small businesses have order takers rather than salespeople.  This isn’t just a matter of semantics.  There’s a real difference in attitude, aptitude and mindset between the two – a difference which will increase or decrease your bottom line.

Order takers

Attitude – He sees his job as giving the customer just what they order.  They tell him what they want, he puts the order in and the transaction is complete.  His attitude is that his role in the sales process is a passive one.  He doesn’t believe that customers would get a greater benefit if he took a more active position.

Aptitude – She’s in the position by default, she didn’t seek it out as a career.  It may have been the only job available at the time or one she simply fell into.  She doesn’t really want to be a salesman, but “it’s a job that pays the bills”.

Mindset – His mindset is static and he fights innovation, believing “things are fine just the way they are”.  He sits in his office waiting for “new” business to come from the company’s existing lead sources (i.e. a RFP, an incoming call or a web request).  He plays solitaire on his computer waiting for the customer or prospect to come to him. 

Salespeople

Attitude – She believes she and the customer (or prospect) are a team, one which identifies problems and finds answers.  Her job is to take an active role in finding and helping people whose lives, jobs and companies would benefit from her product or service.

Aptitude – He likes and wants to sell, seeing it as an opportunity to make a good life for himself and his family.  He has an appreciation of the skills needed to be successful in the profession and works on developing them. 

Mindset – He enjoys his job and likes the challenges of the sales process.  He takes pleasure in “not being stuck in an office” and seeks out chances to interact face to face with future and existing clients.  His mindset is that he’s an expert concerning the product or service and others can benefit from his knowledge.

The question to ask yourself is, “Do I have salespeople or do I have order takers?”  If you have order takers, chance are you’ll be dusting off that unused sales plan about this time next year too.  It doesn’t have to be that way, make 2016 the year you add some salesmen to your work force.

Filed Under: coaching Tagged With: , , , , , , , , , , , , , ,

Retirement For The Small Business Owner

February 25, 2016 by

business (10)

Many small business owners work way past the time they can retire.  The reasons are simple:  They enjoy their business and the challenges they face day in and day out.  Many small business owners take an active role in their business even if the reins have been passed down to their business partners or their children. Financially, many small business owners are prepared.  Others do count on their retirement that they have set aside, but believe social security will provide some of the funds they need to live well during their retirement years.  If you are a small business owner and need help funding your retirement ,or don’t know where to start, follow the links below for more information.

Captain401 Raises $3.5 Million to Help Small-Business Employees Save for Retirement

Captain401 Inc. has raised $3.5 million in seed funding to help small businesses and startups give their employees retirement savings help similar to that of larger and deeper-pocketed employers.

The company’s site and service allows an employer to set up a 401(k) retirement savings plan for employees in minutes, without the paperwork, manual administration, repetitive data entry and high fees affiliated with traditional retirement plan providers like MetLife MET -0.47%, Fidelity, or Charles Schwab SCHW -2.45%.

And once employees enroll, it helps them set goals and automatically invest towards meeting them.

Investors in Captain401 include SoftTech VC, SV Angel, Y Combinator, Crunch Fund,Slow Ventures, Susa Ventures, FundersClub and several individual angel investors including NerdWallet co-founder Jacob Gibson and Stripe Chief Technology Officer Greg Brockman.

Captain401 co-founder and Chief Executive Roger Lee said he was inspired to help small businesses extend a 401(k) plan to their employees while earlier working an advertising tech startup, PaperG, which is still in business.

“I’m an advocate of personal financial health, and it’s the right thing to help employees save for the future and on taxes,” he said. “But without a full-time HR person, accountant and the like, it took us years to offer a 401(k) benefit, even though that would be a basic part of an offer to employees from a larger company.”

Retirement planning steps for small-business owners

According to the Small Business Association web site, there are 28 million small businesses in America — and that number is growing. For many of these entrepreneurs, their business may be their single largest asset.

So what happens when it’s time to retire?

Often, the business owner may look to cash out of the business either by selling it or by passing it on to family members. In both instances, the business owner needs to have a succession plan in place well before he or she plans to retire.

Unfortunately, many business owners don’t have a written succession plan. According to the Financial Planning Association/CNBC Business Owner Succession Planning Surveyreleased in 2015, 78 percent of respondents said they plan to sell their businesses to fund their retirement, and that the proceeds are needed to fund 60 percent to 100 percent of their retirement needs. Yet, less than 30 percent actually have a written succession plan.

The goal of a succession plan is to allow an organization to continue to conduct business even in the event of a key individual’s departure — whether that departure is planned (such as through retirement) or unplanned. While business succession planning is critical to the survival and stability of any organization, it also is crucial to the retirement goals of millions of aging baby boomers.

 Small businesses could pool retirement plans under Obama proposal

President Barack Obama wants small businesses to help more Americans save for retirement.

One-third of American workers don’t have access to a retirement savings plan at work, and many of them work at small businesses. Only half of employees at businesses with fewer than 50 employees have access to a retirement plan through their employer, according to the White House.

As part of his upcoming budget plan, Obama wants to encourage more small businesses to offer retirement plans by making them easier to administer and providing tax credits to offset some of the costs.

His proposal also includes a new mandate for employers to make part-time workers eligible for their retirement plans. Workers who have worked for at least 500 hours per year for a company for three years would be eligible for this benefit.

This mandate is opposed by the National Federation of Independent Business.

“Many small businesses have a handful of full-time employees and larger part-time workforce,” said NFIB Research Director Holly Wade. “If they’re forced by the government to offer retirement benefits to everyone, some may very well discontinue the plan altogether. That would be a classic unintended consequence.”

Filed Under: Ohio Business News Tagged With: , , , , , , , , , , , , , , ,
« Previous Page
Next Page »