leadership morris leads to success picatinny arsenal remains vital

(Continued on page 3)

By Michael Daigle

Leadership Morris leads to success

For up-and-coming business leaders, the notion of putting one’s shoulder to the corporate wheel as a symbol of hard work is not a foreign concept.

For those professionals enrolled in the exclusive Leadership Morris program of the Morris County Chamber of Commerce, that wheel could very well be attached to a wheelbarrow at a garden planted for the Interfaith Food Pantry in Morris Plains.

That would meet one of the goals of the program, according to Joseph Nazzaro, Leadership Morris director and a member of the Class of 1996.

“We want to get the service side of a member’s life together with the corporate side,” Nazzaro said. “Leadership Morris promotes the concept that a good manager is not just defined by how successful they are at work, but how they help the community as a whole succeed.”

Leadership Morris was started in 1991 and today has more than 600 graduates. The program annually enrolls 30 members of the business community who are exposed to all aspects of life in Morris County, including government, nonprofits, economic development, the environment, health care and education.

“Leadership Morris is about forming relationships, giving people a more complete understanding of the county and its institutions and helping to build leaders,” said Paul

Inside this issue...Articles Picatinny Arsenal remains vital to nation, state and county 1

Leadership Morris leads to success 1

Christopher’s CornerFuel Your Sales Engine™ 2

The Cutting Edge...Where Do We Go From Here? 6

In the Trenches A brave new world 7

September 2014 • Issue 9 / Volume 6

By Rod Hirsch

(Continued on page 5)

About Membership… To learn more about Membership at the Morris County Chamber of Commerce, please contact Angela Kubisky at 732-303-9377, ext. 225, or [email protected] or visit www.morrischamber.org.

Apache helicopter pilots, Abrams tank crews, infantrymen on patrol in hostile environments, even the shadowy special-ops specialists on the front lines in the fight against terrorism stake the success of their missions on the weapons systems developed in the bucolic hills of New Jersey’s Skylands region.

Picatinny Arsenal is home to the Joint Center of Excellence for Armaments and Munitions, providing products and services to all branches of the U.S. military. The facility is the Army’s principal research, development and engineering facility for weapon systems, from artillery to aircraft armament, mine warfare and demolitions and pollution prevention for defense materials. The base is responsible for creating nearly 90 percent of the Army’s lethality and all conventional ammunition for the armed services, according to Lt. Col. Ingrid Parker, Picatinny Garrison commander.

Yet while Picatinny Arsenal means so much to the men and women of the armed services serving throughout the world, the base also means quite a bit to its home county and state.

Carmine Spinelli has worked in various capacities at Picatinny for more than 50 years. He is the former director of the Armament Research, Development and Engineering Center, or ARDEC, at Picatinny and now works as a consultant.

Spinelli also is chairman of the New Jersey Council on Armed Forces and Veterans Affairs. A 2013 Rutgers University study authorized by the council determined that Picatinny generates $2.5 billion annually for the Morris County economy – everything from government contracts, payroll taxes, pensions and benefits to money spent at grocery

Picatinny Arsenal remains vital to nation, state and county

and retail stores and home centers by employees of the contractors working at Picatinny, according to Spinelli.

In addition, over the past five years Picatinny has awarded a $100 million in construction projects that have benefitted many companies in Morris County and Northern New Jersey, according to Parker.

“Every soldier that goes to war carries with him a piece of technology developed at Picatinny,” said New Jersey Rep. Rodney Frelinghuysen (R-11), whose congressional district encompasses the sprawling 6,400-acre facility in Rockaway and Jefferson Townships. “The guns, the ammunition, the fuses, the technology that makes the projectile go where it needs to go to be lethal and better protect our soldiers, and gives them a technological and safety edge, that all comes from the work done at Picatinny.

“Picatinny has contributed to the success of the military for decades,” Frelinghuysen added.

“There’s no other government industry or counterpart to what Picatinny does,” added Parker.

“What we do here at Picatinny is we try to improve the performance of all the munitions through nano technology on a molecular scale in munitions development...(allowing) micro- to macro-scale production throughout the munitions process. No one else does that.”

Generations of United States military personnel owe their success to the researchers, scientists and engineers at Picatinny Arsenal, first established in 1880 by the former U.S. War Department as the Dover Powder Depot. The facility was renamed Picatinny Arsenal in 1907. As World War II neared its close, 20,000 civilian and military personnel worked

Picatinny Arsenal is the Army’s principal research, development and engineering facility for weapon systems for all branches of the U.S. military.

M O R R I S C O U N T Y C H A M B E R O F C O M M E R C E

Christopher’s Corner

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Fuel Your Sales Engine™ – Principles, strategies and actions for professional salespeople

Wouldn’t it be cool if just by shaking your hand people would want to do business with you? That would be one amazing sales superpower. Imagine all the places you would go and all the people you’d want to meet just so you could shake hands.

They would stop what they were doing, show interest and invite you into their world. After a lot of hand sanitizer you would be one very busy and very successful salesperson.

Special Powers Tapping your secret sales superpower won’t require a trip from Krypton or a bite from a radioactive spider. It will, however, require you to do something you’re not doing well enough to win at blockbuster levels.

Think about when you were a kid. If that’s too distant a memory, think about the kids in your life now. What does nearly every one of them have in common? They are info-hungry and consciously incompetent. They know they don’t know a lot but they want to know everything.

They are curious. Your ability to be curious is rooted in an important question you’ll need to ask yourself, often: How good are you at preparing to engage?

It’s not your prospects’ lack of interest but your lack of preparation to be engaging that will have you think, prepare and act differently. Is your sales preparation a passing glance at a web site, a few assumptions or a fast look at a LinkedIn profile?

Sales Evil Salespeople who use their superpower for evil ask questions such as – “Tell me a little about your business” or “Let me tell you a little about my business” – or the most evil sales question, “What will it take to earn your business?”

These questions choke the life out of many business and relationship possibilities. They prove you are completely unprepared, really don’t care and are not there to help or give.

Sales Good Using your sales superpower for good means you prepare a list of powerful questions that will make people stop and think, consider new information and respond in terms of you versus your competition. You develop intelligent, open-ended questions that gather information, qualify sales opportunities and establish rapport, trust and credibility.

Questions such as – “What do you look for in...;” “What is the one thing you would improve about…..;” “What’s the most important priority for you…;” and “What could make this no longer a priority or what would the business outcome be if you don’t do this now?”

Your hot meetings that go cold, your emails that disappear and those unreturned voicemails lack the “kapow” to engage your prospect. Worse is the possibility that what you email and how you speak could be reinforcing the reasons why they don’t need to talk to you.

Would you return your voicemail or email? Ouch.

Up, Up and Away! Leaping your next series of sales hurdles won’t happen in a single bound. In fact, it will take seven to 10 touches to make nearly anything happen with your prospect. Don’t quit after a few attempts like most salespeople.

Instead, jump higher and farther each time. Be curious, deeply prepare and use your sales superpower – your powerful questions – to engage, connect and differentiate everywhere, all the time.

Not everyone will respond or take you in. Just keep going and be consistent. Communicate in terms of your customer, ask, listen and prepare more. In no time you’ll be exactly where you prepared to be – on top with people who can say YES to you.

To infinity and beyond.

Christopher Lischy is a high-performance salesperson, coach, trainer and founder of New Sales Leaders in Morristown, N.J. As a Gitomer Certified Advisor he delivers Jeffrey Gitomer’s award-winning content at instructor-led workshops and virtually via http://gitomervt.com. Try it free using trial code GCA2002. Fuel Your Sales Engine™ by reaching Chris at 973-404-0035, [email protected] or http://gitomercertifiedadvisor.com/gitomercertifiedtraining/.


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Leadership Morris (Continued from page 1)

(above) Attending the August Business Connections breakfast networking event of the Morris County Chamber of Commerce were (left to right): Patty Casazza and Chris Vaglio of Grey Sky Films, co-sponsor of the event; Angela Kubisky, chamber executive vice president; and Tim Drasher, Diego Perri and Kathy Boback of NJ.com, the other co-sponsor.

(right) Tim Rowe and Stephanie Cardines of UPS also attended the meeting to promote the chamber-UPS Affinity Agreement, which provides members with discounted shipping rates, ranging as high as 28 percent. The program landing page is located at http://www.savewithups.com/morrischamber.

Boudreau, president of the Morris County Chamber of Commerce. “We’re grooming people who might be interested in public service or running for office, people who might be interested in serving on local boards and making people more familiar with the county so they can find a niche for themselves in a leadership role.”

Maria Sheridan, director of government affairs and business development for DM Airports, operator of Morristown Municipal Airport, was a member of the 2013 class and said Leadership Morris offered members of her team the opportunity to connect with the nonprofit community and enabled her to educate them about the full operations of the airport. For example, few in the group knew that the airport provided key emergency services during Hurricane Sandy, she said.

“This is about contributing to the community, about helping the community at large,” said Sheridan, who is a board member at Employment Horizons, an employment, training and job placement agency for people with disabilities.

Equally important is the requirement that

members respond to contacts from other members who request assistance or advice, she said. “These are opportunities to make personal connections with people with whom you might already have a business connection,” she said. Interfaith Food Pantry executive director Rosemary Gilmartin said she gained a fuller appreciation of the program as a member of the Class of 2013. Her membership allowed her to both learn more about the nonprofit sector as well as make stronger connections to the private sector. For example, a tour of Alcoa Howmet’s Dover facility changed her view of the company and gave her an appreciation of the skill of their workers and management. She singled out Ian Erb, an Alcoa manager who has hand-built furniture for the food pantry. “He is a volunteer who became a friend,” she said. The 2015 class of Leadership Morris is now forming. Select spaces are limited. For more information or to look into enrolling, contact Nazzaro at 973.539.3882, ext. 226 or [email protected].

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Members of the Morris County Chamber of Commerce board the Miss Lotta sailing from Nolan’s Point on Lake Hopatcong for an evening of networking. The event was co-sponsored by the chamber’s Morris in the Evening subcommittee and alumni of the Leadership Morris program.

Representatives of Berkeley College were among those enjoying the evening cruise.

Picatinny Arsenal remains vital to nation, state and county (Continued from page 1)

at the arsenal manufacturing explosive powder, weapons and ammunition.

Today Picatinny has more than 1,010 buildings, including 64 laboratories, and is one of the largest employers in Morris County, with about 3,900 civilian employees, approximately 93 military personnel and about 1,035 contractors.

“We are 98 percent civilian,” Parker said. “That is due to the trade that occurs here. You need a stable, non-rotating professional body of people to manage development. Working in this field requires someone who can work their whole life. We have a lot of scientists and PhDs who work in the R&D labs.”

Approximately half the base employees are engineers and scientists. Approximately 30 percent have advanced degrees, with many recruited from New Jersey’s top universities. Rutgers University, Stevens Institute of Technology and NJIT supply a steady pipeline of talent, according to Frelinghuysen.

“We’re lucky to be central to this hub, a scientific community,” Parker said. “We draw much of our expertise from those

universities. You see that in our workforce, young engineers that come straight out of school and are working in munitions development. That’s a great advantage for Picatinny.”

One of those creating that advantage is engineer David Rychalsky, founder and owner of RDM Engineering, one of dozens of small defense firms at Picatinny. A graduate of NJIT, he now employs 16 researchers, engineers and support staff.

Rychalsky oversaw development of a signal mortar fire control system at RDM that was approved by the Army and put to work in Iraq in 2003. Two years later Rychalsky had the opportunity to speak with soldiers at Fort Hood, Texas, who had used the system while in Iraq.

“I was completely overwhelmed by the positive responses from these kids to the point where I wasn’t able to hold back my tears,” Rychalsky said.

“One soldier said to me, ‘You know what your system did? It allowed me to call my mom and tell her I’m safe and I’ll be coming home,’” he added.

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Publisher: Paul BoudreauEditor: Chris Reardon

Director of Advertising: Joanne Vero Director of Graphics: John Tirpak

325 Columbia Turnpike, Florham Park, NJ 07932 Telephone: (732) 303-9377 Fax: (973) 377-0859

www.morrischamber.org

The Cutting Edge ...Where Do We Go From Here?

I get asked a lot about the economy. How are companies in Morris County doing? Is unemployment going down? Are businesses leaving or staying?

The answer to these questions is often complicated because we have a diverse membership and data available to us is a mixed bag for different industries and sizes of companies.

If you look at the second quarter earnings announcements of our largest companies you would conclude that the economy is indeed improving. Many have announced year-over-year earnings increases of 8-10 percent.

They are beginning to reap the benefits of the lessons learned in the recession. They have reduced complexity in their businesses, consolidated divisions, attacked General And Administrative Expenditures and developed new products and services. Many have a global footprint and are taking advantage of growing markets around the world and, in some cases, more friendly tax regimes. All this bodes well for their future success and we are fortunate to have them as key drivers of our local economy.

At the same time geopolitics, future moves by the Federal Reserve and slowing economies in Europe could dampen second half results that are expected to be strong in the United States.

The picture is more mixed for our smaller companies. Coming out of the recession many complained of the difficulty they experienced attempting to borrow money. Others found their business was not strong enough to justify seeking a loan.The sales they did secure often meant payment terms stretching out 60-70 days. Recent national surveys have shown that more than 50 percent of small business owners have no interest in seeking a loan even as banks have worked hard to increase lending to this same group.

For many, business began to improve in 2013 and flattened out this year. The turmoil in Washington and Obamacare also has created uncertainty as organizations cannot predict what’s around the corner. Health care, environmental regulations and federal labor policy have created a real reluctance to invest new capital and hire additional workers.

Although the unemployment rate is down, there remains a robust debate about whether this has happened because of new job creation or due to the unemployed leaving the job market. Small businesses historically have been the driver of job growth in our economy and on Main Street. Has the big hand of government slowed the job machine to a crawl? If state and federal governments continue to add mandates and costs for those who want to hire people, there will be fewer jobs.

The flat economy also makes it difficult for owners to build inventory when they see anemic demand for their products. The National Federation of Independent Business (NFIB) says its monthly “Optimism Index” has shown some improvement but still sits at very low levels historically. Consumer spending has been weak in recent months and business owners are holding their collective breaths wondering what could derail the small gains that have been made in the months ahead.

On the positive side I know that some of our small engineering firms are doing better and many small businesses are getting paid faster from their customers, which in turn allows them to also improve payments to their own vendors.

Finally, we must do something about our 35 percent corporate tax rate, one of the highest in the world. Yes, I know many companies don’t pay the 35 percent rate. Yet the reality is that other countries are working to steal our global brands and lure them with tax rates that are half ours. Washington has to fix this or we will see additional companies establish their legal address overseas.

Paul Boudreau - President Morris County Chamber of Commerce

Inside Edge...

Sussex Bank has appointed Kirsten Marino vice president/business development sales manager of its Sparta and Andover branches. Marino has more than 18 years of banking experience, including business development, sales, branch management and building community relationships. Prior to joining Sussex Bank she was a store manager with TD Bank.

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Michael Gilchrist, CPA and principal at Fischer Barr & Wissinger LLC, has been named president of the Morris/Sussex chapter of the New Jersey Society of Certified Public Accountants. Gilchrist’s expertise is in accounting and auditing of manufacturing, wholesale/distribution, health care, nonprofit, professional service and other owner/managed companies and he also has extensive experience auditing retirement plans. He received his bachelor of science degree in business administration from Seton Hall University.

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Law firm Mandelbaum Salsburg, P.C., recently made a donation to the Market Street Mission Thrift Store to support the mission’s Project Backpack. The program was an effort to collect backpacks and school supplies in order to distribute 1,200 backpacks to children in need in the community. The firm contributed a variety of school supplies, including pens, crayons, notebooks and binders.

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Garden Savings Federal Credit Union last month hosted its fourth annual charitable golf outing to benefit the Youth Education and Employment Success Center of Newark. The YE2S Center, as it is commonly referred to, is a part of the Rutgers TEEM Gateway program and works to measurably improve the quality of life of Newark youth by expanding their educational, vocational and employment opportunities. Garden Savings also presented the YE2S Center with a check for $12,500.

Michael Powers (center left) and Lou Vetere (center), chief security officer and president and CEO of Garden Savings, respectively, present a check to Ken Karamichael, director of the YE2S Center (center right), surrounded by other Garden Savings employees, including Lynn Dockrill (second from left), chief financial officer.


7

Shade Tree Garage has partnered with Michelin to support the Morris United Soccer Club. Traveling teams for 8- to 10-year-olds will receive soccer balls and other equipment donated by the garage. In addition, during the month of August Michelin is donating $2 to the Morris United Soccer Club for every set of four tires purchased at Shade Tree Garage and the purchaser will receive a $70 MasterCard reward card. A mention of the Morris United Soccer Club will extend the offer until December 31.

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The Provident Bank Foundation recently was awarded the Community Partner of the Year Award from the Arc of Somerset County. The Arc of Somerset County provides services and advocacy for individuals with intellectual and developmental disabilities and their families. The Provident Bank Foundation helped support Arc’s Kids’ Night Out Program in 2013-2014, which offers fun and entertainment to children with intellectual and developmental disabilities and their siblings from ages 3 to 12. Children participate in recreation and craft activities while their parents enjoy an evening out.

Jane Kurek (center), executive director of The Provident Bank Foundation, accepts the Community Partner of the Year Award from the Arc of Somerset County during the organization’s annual meeting. Also pictured are (left to right) Lauren Panarella, executive director, The Arc of Somerset County; Greg Dittrich, regional manager at Provident Bank; Shaunna Rubin, foundation associate; and Vanda Ferreira, area manager at Provident Bank.

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Berkeley College has announced that Nashwa George, a professor in accounting and finance at the school’s Larry L. Luing School of Business, has been named to the editorial board of the International Academy of Business and Economics (I.A.B.E). The I.A.B.E. is a leading global organization of academic scholars, business executives, students and public policy makers in business, economics and related fields.

The school also announced that Kevin Luing, chairman of the board of trustees, has been appointed as a member of the board of directors for The Business Council of New York State, Inc. Luing has served as chairman of the board of trustees for Berkeley since 2001. He began his career at Berkeley in 1988 and served as president of the school’s New Jersey locations for 10 years prior to being elected chairman. He received a master’s of business administration from the Wharton School of the University of Pennsylvania and a bachelor of science degree in math and computer science from Dartmouth College.

Berkeley also named Bill DiMasi vice president of marketing. DiMasi joined Berkeley in 2007 as marketing manager and was named associate vice president of marketing in 2012. He previously served as marketing manager with North Jersey Media Group, marketing communications specialist with United American Energy Corp. and account executive with Alcone Marketing Group. He holds a bachelor of science degree in marketing/American studies from Rutgers University.

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Morristown National Historical Park announced that a new National Park Service report shows that 304,940 visitors to the park in 2013 spent more than $16 million in communities nearby. That spending supported 197 jobs in the local area. According to the 2013 economic analysis of spending in all national park, most visitor expenditures were for lodging, followed by food and beverages, gas and oil, admissions and fees and souvenirs and other expenses. The largest jobs categories supported by visitor spending were restaurants and bars and lodging.

In the TrenchesA brave new world

Who is your best customer?

It’s an easy question to ask but a hard question to answer, particularly now that brick-and-mortar physical customers are becoming digital shoppers.

It used to be that a marketing strategy was easy: Open a business, get a great sign, take out a few ads and, with any luck, measure your success by counting customers in your store and, more importantly, by counting the dollars in your cash register.

The digital revolution certainly has changed the marketing landscape. In the past we thought of audiences for products and services in demographic terms such as age, gender and household income.

By applying cutting-edge digital marketing techniques we can move that concept forward to think of audiences in terms of the kinds of products people are searching for, the kinds of services they are likely to be interested in and the kinds of purchase behaviors they exhibit.

In fact, marketers today can even engage in predictive audience targeting -- available digital marketing data is detailed enough to combine online behaviors, such as product search history and the sites that were visited as a result of that search, with off-line data, such as type of vehicle currently owned, how and when it was financed and how many months are left on the loan or lease.

Put all this together and predictive audience targeting can take this data and identify an individual who is not only looking for a new car but one who is highly likely to purchase a new car in the next 30 days.

As a result of this kind of data businesses are able to think about who their best customers are in a whole different way and then reach them on a wider variety of channels than ever before. And if done properly, the result is the ability to identify and reach your best customers with a degree of accuracy unheard of in the past.

But it’s not that easy. According to a 2012 study by PwC, shoppers today use a number of different channels to make a single purchase. An example of this

consumer behavior is researching a product online and then buying it in a brick-and-mortar store. More than 88 percent of consumers said they research a product online before making a purchase in a store. Online research doesn‘t just lead to online purchases, it’s also critical in leading to purchases through other channels and in driving traffic to physical brick-and-mortar locations.

And with smartphones gaining in popularity – there are more mobile web browsers in use today than on desktops – it’s important to develop a strategy to reach consumers when they’re shopping online regardless of the device they use to do it.

So where does that leave the modern marketer? Digital has become so central to our shopping behavior that brands should be thinking multi-channel, not just digital – think pay-per-click search engine marketing, targeted display advertising, content marketing and social media marketing working together to reach your best prospects at home and at work, on their desktops, on their tablets and on their mobile devices.

It’s a brave new world and the opportunity to connect with your best prospect is greater than ever before.

Jeff Sutton, director of audience targeting with Advance Digital, Inc., appears on behalf of NJ Advance Media. You can reach a member of the NJ Advance Media team by emailing [email protected], calling 732.902.4372 or visiting us online at njadvancemedia.com/contact-us.

By Jeff Sutton

“Businesses are able to think about who their best customers are in a whole different way and then reach them on a wider variety of channels…with a degree of accuracy unheard of in the past.”

M O R R I S C O U N T Y C H A M B E R O F C O M M E R C EM o r r I s C o u n T y “ B u s I n E s s C o n n E C T I o n ” D I r E C T o r y

Accounting and Consulting

CohnReznick LLP 4 Becker Farm Road, Roseland, NJ 07068 Phone: Erin Connolly-Kriarakis, 973-364-7804 Fax: 973-364-6678 www.cohnreznick.comCohnReznick LLP provides clients with forward thinking advice that helps them navigate complex business and financial issues. With more than 2,000 employees nationwide, we provide the resources, technical skills and deep industry knowledge to help them succeed.

Giordano Cohen Fastiggi Luciano and Company, PA 147 Columbia Turnpike, Suite 100 Florham Park, NJ 07932 Phone: Fred Bachmann CPA, 973-377-2009 Fax: 973-377-5335Focused, personal attention to meeting the tax and accounting needs of small businesses and their owners.

Hunter Group CPA LLC 17-17 Route 208, Fair Lawn, NJ 07410 Phone: Larry Feld, 201-261-4030 Fax: 201-261-8588 www.TheHunterGroup.comHunter Group CPA LLC helps businesses fulfill their lifelong business and personal financial goals. From tax planning and auditing to consulting, closely held businesses trust Hunter’s advice.

KPMG LLP 51 John F. Kennedy Parkway, Short Hills, NJ 07078 Phone: Tom Serluco, 973-912-6388 Fax: 973-215-2738 [email protected] KPMG LLP, the audit, tax and advisory firm, has 140,000 professionals in 146 countries. KPMG has two offices in New Jersey: Short Hills, and Montvale, with over 2,000 employees.

PricewaterhouseCoopers LLP P.O. Box 988, 400 Campus Drive, Florham Park, NJ 07932 Phone: B.J. Agugliaro, 973-236-4000 www.pwc.com Through PwC’s global network of firms, including 1,300 employees in New Jersey, we provide assurance, tax and advisory services to many of the world’s most successful companies.

Ross, Rosenthal & Company, LLP 87 Washington Street, Morristown, NJ 07960 Phone: Joseph C. Graff, 973-538-7071 www.rossrosenthal.com CPA firm serving the region from Morristown for 60 years. Trusted advisors to business entrepreneurs, professionals and executives. Audit, tax and estate planning services.

WithumSmith+Brown, PC 465 South Street, Suite 200, Morristown, NJ 07960 Phone: Kirk Holderbaum, 973-898-9494 Fax: 973-898-0686 www.withum.com WithumSmith+Brown, PC serves some of the best companies across the Mid-Atlantic region and worldwide for 40 years, offering a variety of services and specialized support to more than 12 major industry sectors.

Accounting Software Acctrack Computer Consultants Inc, 222 Mount Airy Road, Basking Ridge, NJ 07920 Phone: Steven Fromer CPA, 917-538-0423 Fax: 646-304-6312 www.Acctrack.com Accounting Software Technology Services. Includes support, Crystal Reports, CRM, Programming, Software Selection/Evaluation for current and future needs. Free Evaluation.

Architects/Engineers

H2M Architects + Engineers 119 Cherry Hill Road, Suite 200, Parsippany, NJ 07054 Phone: Sui Y. Leong, 862-207-5900 Fax: 973-334-0507 www.h2m.com H2M provides architectural, engineering and environmental testing laboratory services for both the private and public sectors in New Jersey, Long Island and the Tri-State Areas.

Attorneys The Bianchi Law Group, LLC 4 York Avenue, 2nd Floor, West Caldwell, New Jersey 07006 Phone: Robert A. Bianchi, 862-210-8570 Fax: 862-210-8761 bianchilawgroup.comCertified Criminal Trial Attorneys and Former Prosecutors, Robert A. Bianchi and David J. Bruno, partner together at The Bianchi Law Group, LLC, an aggressive and result-oriented litigation law firm.

Bressler, Amery & Ross, P.C. 325 Columbia Turnpike Suite 301, Florham Park, NJ 07932 Phone: Michael T. Hensley, 973-514-1200 Fax: 973-514-1660 www. bressler.com Bressler, Amery & Ross, P.C. provides results-oriented, cost-effective legal services to Fortune 500 corporations, privately held companies, brokerage firms, banks, franchises, insurance companies, non-profit institutions and individuals. Law Office of Jane M. Coviello, LLC 233 Mt. Airy Road, First Floor, Basking Ridge, NJ 07920 Phone: Jane Coviello, 908–502-5080 Fax: 866–834-8552 www.janecoviellolaw.com The firm serves businesses throughout their life cycles – from entity formation through all manner of transactions related to sales, licensing, marketing, and use of technology and the Internet.

Resnick Law Group, P.C. 5 Becker Farm Road, 4th Floor, Roseland, NJ 07068 Phone: Gerald Jay Resnick, 973-781-1204 Fax: 973-781-1205 www.thenjemploymentlawfirm.com Employment law firm serving NJ and NY employees in workplace disputes against their employers, including matters involving wrongful termination, harassment, discrimination, retaliation, wage and hour, employment contracts, non-compete agreements, and more.

Riker Danzig Scherer Hyland & Perretti LLP One Speedwell Avenue P.O. Box 1981, Morristown, New Jersey 07962 Phone: Glenn A. Clark, 973-538-0800 www.riker.com Strong practices in litigation, insurance law, corporate law, bankruptcy, employment law, public utilities, environmental law, real estate, tax and trusts & estates and governmental affairs.

Schenck, Price, Smith & King, LLP 220 Park Avenue, PO Box 991, Florham Park, NJ 07932 Phone: Edward W. Ahart, 973-539-1000 Fax: 973-540-7300 www.spsk.com Schenck, Price, Smith & King, LLP is a full-service law firm located in northern New Jersey, whose attorneys serve businesses and individual clients throughout the state and region.

Banks/Credit UnionsAtlantic Stewardship Bank 2 Changebridge Road, Montville, NJ 07045 Phone: John M. Willis, 201-493-6421 or Harry Yazidjian, 201-493-2941 Fax: 973-541-4806 www.asbnow.com Atlantic Stewardship Bank is a full service commercial bank offering a comprehensive line of products and services for individuals and businesses of all sizes located in northern New Jersey. Commercial services include business online banking, cash management, remote deposit capture and a variety of commercial lending options.

Fulton Bank of New Jersey 425 Main Street, Chester, NJ 07930 Phone: Steve Miller, 908-955-8101 Fax: 908-879-5535 www.fultonbanknj.com Fulton Bank of New Jersey, with its regional headquarters in Chester, NJ, provides an array of financial services to customers throughout the state of NJ with 71 conveniently located branches and ATM’s..

Garden Savings Federal Credit Union 129 Littleton Road, Parsippany NJ 07054 Phone: Michael Powers, Chief Sales Officer 973-576-2000 Fax: 973-316-0317 www.GardenSavings.org Garden Savings is a full-service financial institution headquartered in Parsippany, NJ. Enhance your employee benefits by providing credit union services from Garden Savings.

XCEL Federal Credit Union 1460 Broad Street, Bloomfield, NJ 07003 Phone: Tom Quigley, 800-284-8663 x3041 Fax: 201-714-5741 www.XCELfcu.org XCEL Federal Credit Union was founded in 1964 by the employees of the NY/NJ Port Authority. Today, ANY local company can join—and it’s FREE. Call today 201-499-1656.

Business Development Consulting Lauterback Marketing44 Junard Dr., Morristown, NJ 07960 Steven Lauterback: 973-889-9393 www.Lauterback.com Smaller companies need a better system for finding and keeping customers today. Get perspective and hands-on leadership driving sales, promotional campaigns, new media, branding, more.

Business Process Outsourcing

Solix, Inc. 30 Lanidex Plaza West P.O. Box 685, Parsippany, NJ 07054 Phone: 800-200-0818 [email protected] www.solixinc.com Smart, cost-effective and compliant outsourcing solutions including eligibility determination, qualification program management and customer care services for government, telecommunications, broadband, utility and healthcare organizations.

Construction/Remodeling JMF Construction, LLC 27 Jackie Drive, Long Valley, NJ 07853 Phone: Joseph M. Fernandez, 908-269-8293 [email protected] We are a Architectural Woodwork, Fine Finish Carpentry and Remolding Company specializing inKitchen and Bathroom remolding, Custom decks, Portico’s and Fine Furniture and Cabinetry.

Country Club

Basking Ridge Country Club 185 Madisonville Road, Basking Ridge, NJ 07920 Phone: Kelly Pantone, 908-766-8200 x116 Fax: 908-953-8097 www.baskingridgecc.com Basking Ridge Country Club is a private, family-oriented golf and swim club. Affordable membership opportunities are available that do not require a bond or initiation fee!

Financial Consulting for College

College Financial Consultants Florham Park, NJ 07932 Phone: Julie Gross, 973 369-7272 Fax: 973 629-1123 www.collegefinancial-consultants.com COLLEGE FINANCIAL CONSULTANTS has been successfully helping families with college bound children through the very complicated financial aid process for over 25 years.

Higher Education/UniversityFairleigh Dickinson University 285 Madison Ave., M-R10-01, Madison, NJ 07940 Phone: Susan Brooman, 973-443-8905 [email protected] www.fdu.edu/grad Advance or change your career with an MBA or MS in Accounting, Tax or Supply Chain Management (NEW in Fall’14) from one of the best B-schools; or earn a degree in one of 60 programs in Clinical Mental Health Counseling, Industrial/Organizational Psychology, Leadership, Corporate Communication, Education, Homeland Security, Hospitality (ranked 4th nationally). In class, online & blended degree and certificate programs. Scholarships & fellowships available. Attend an Information Session.

The College of Saint Elizabeth 2 Convent Road, Morristown, NJ 07960-6989 Phone: 800-210-7900 Fax: 973-290-4710 www.cse.edu Established in 1899, the College of Saint Elizabeth enrolls more than 1,500 full- and part-time students, both men and women, in more than 18 undergraduate plus graduate and doctoral programs.


9

M o r r I s C o u n T y “ B u s I n E s s C o n n E C T I o n ” D I r E C T o r y

Insurance

Gerrity, Baker, Williams Inc. 3 Gold Mine Road, Flanders, NJ 07836 Phone: Glenn K. Tippy, 973-426-1500 Fax: 973-426-9545 www.GBWinsurance.com At GBW Insurance, we work with businesses and their owners to help them find the right protection.

Farmers Insurance 300 Interpace Pkwy, Parsippany, NJ 07054 Phone: Derrick Canada, 973-265-3830 Fax: 973-265-3917 www.farmersnorthjersey.com Be Your Own Boss! At Farmers Insurance, we’re seeking entrepreneurial-minded individuals who want to lead and build a successful business, with financial support and training from Farmers.

Otterstedt Insurance Agency 291 Morris Avenue, Summit NJ 07901 Phone: John G. Nufrio CIC, ARM, 908-273-2422 Fax: 201-227- 5031 www.otterstedt.comWe are a full service insurance agency servicing our clients business and individual insurance needs since 1919.

Plymouth Rock 1 Madison Avenue, Suite W-105, Morristown, NJ 07960 Phone: John E. Hickey, 973-267-4970 Fax: 973-267-4876 www.prudential.com/us/j.hickeyAs a financial professional with 21 years of experience, I am licensed to offer life, health, long-term care, auto and home insurance....

Interior DesignerEnchanted Aspects LLCTori Valspirit: 973 936-8271 www.enchantedaspects.com Full-Service Interior Design providing project management, new design, renovations, space planning, custom furnishings, flooring, custom fabrics, custom cabinetry, lighting, accessories, architectural features and more.

MarketingGayleNaftaly.comWest Orange, NJ Gayle Naftaly: 917-821-6576 Email: [email protected] www.gaylenaftaly.com Learn Grass Roots Mktg - with our unique System. Leadership for Women – Rockin’ your Moxie! Looking for Residual Income - join our structured network.

Moving and StorageThe Padded Wagon281 Route 206 South Branchville, NJ 07826 Billy Lockwood: 973 335 5055 www.paddedwagon.com The Padded Wagon Moving is a full service moving and storage company providing packing, crating and shipping of residential and commercial goods locally, interstate and internationally.

Office Equipment ProviderPremium Digital Office Solutions LLC 25 Riverside Drive Suite 3 PO Box 838, Pine Brook, NJ 07058 Van Seretis: 973 439 1570 Fax: 973 439 1576 www.premium-digital.com Premium Digital provides office equipment including multifunctional copiers, printers, document management and IT solutions. We pride ourselves on our commitment to customer service which has built trust in our relationships over the years.

Painting and CarpentryCertaPro Painters of Morristown45 S. Park Place, Suite 352, Morristown, NJ 07960 Richard Webber: 862 222 4055 Fax: 973 255 1002 www.morristown.certapro.com/ Residential and commercial painting contractor specializing in both interior and exterior surfaces. CertaPro also provides carpentry services. Our trademark Certainty Service System guarantees extraordinary customer experiences.

Professional Translations & InterpretationsKeylingo Translations38 E. Ridgewood Ave., Suite 156, Ridgewood NJ 07450 Elisa Rivero: 973-919-5108 www.keylingo.com/Locations/new-jersey-ii.html We help companies communicate effectively in over 80 languages by translating their technical manuals, legal documents, marketing brochures, or websites. Your message doesn’t get lost in translation.

Real Estate Mack-Cali Realty Corporation 343 Thornall Street, 8th Floor, Edison, NJ 08837 Diane Chayes, 732-590-1000 Fax: 732-205-8237 www.mack-cali.com Mack-Cali Realty Corporation is among the country’s largest real estate investment trusts (REITs). Mack-Cali owns and manages premier office buildings and luxury multi-family communities throughout the Northeast. Taylor Real Estate 15 Bloomfield Ave,. Suite 2, Verona, NJ 07044 Glen Taylor: 973-239-7772 Fax: 973-618-5575 www.taylorrealestatenj.com Let us rebate half our commission back to you or a charity of your choice when you buy a home thru us. We are a full service company.

Schools; Special Montgomery Academy 188 Mount Airy Road, Basking Ridge, NJ 07920 Phone: Anthony Gebbia, Executive Director, 908-766-0362 Fax: 908-766-0936 www.montgomeryacademyonline.org For over 40 years, Montgomery Academy has served students ages 5 - 21 with special needs not met in conventional public school settings. Montgomery Academy - Where You Can Be Yourself!

Senior Care Services/Home Care

Seniors Helping Seniors 78 DeForest Avenue, East Hanover, NJ 07936 Phone: Doris Dorey, 973-435-4873 www.SeniorsHelpingSeniors.com/MorrisCounty Seniors Helping Seniors is a unique home care company that matches seniors who need help with seniors who want to help. Our caring and compassionate senior providers relate to the life experiences of those they care for. [email protected]

Senior Home Care Services 152 Speedwell Ave, Morristown, NJ 07960 Phone: 973-538-HELP (4357) www.SeniorHomeCareServices.com Senior Home Care Services treats every senior like a member of their own family. They have been helping seniors find compassionate, qualified caregivers for 14+ years.

Synergy HomeCare 115 US Highway 46 West Building F, Mountain Lakes, NJ 07046 Phone: Antonio Podias, 973-394-5638 Fax: 888-860-8275 www.synergyhomecare.com Caring for your aging parent or family member can be exhausting, lonely work – but you are not alone. Synergy HomeCare is an affordable, compassionate choice for family caregivers and our attentive, dependable careTEAM can offer comfort and relief.

Software for Order/Inventory Mgmt.Glocon Inc. 3-1 Luger Road, Denville NJ 07834 Phone: Veena Agarwal, 973-463-7300 www.trakpaq.com Ideal for light assembly & manufacturing businesses, TrakPaq® is a fully customizable software package offering SaaS/cloud-based CRM, Quotation/Order Processing, Inventory Management, BOM, Accounting and Warranty Tracking.

Staffing and Recruiting

Penmac Staffing Services, Inc. 9 Whippany Road, Unit A1-14, Whippany, NJ 07981 Raymond Matusz, 862-701-5331 Fax: 862-701-5333 www.penmac.com Penmac Staffing provides temporary and long-term staffing solutions. We recruit, screen, and hire for the manufacturing, logistics, clerical, and transportation industries.

Systems Engineering

RDM Engineering (See our ad on page 11)66 Pond Hollow Drive in Oak Ridge, NJ 07438 David j Rychalsky, 973-874-0251 www.rdm-engineering.com RDM Engineering is a New Jersey small business engineering firm, supporting all aspects of the Mortar & Common Fire Control division of the US Army.

Technology Solutions Link High Technologies Inc. 51 Gibraltar Drive, Ste 2A, Morris Plains, NJ 07950 Phone: Victor W. Liu, 973-659-1350 Fax: 973-659-1395 www.linkhigh.com Since 1992, NJ companies from 20 to 100 employees have experienced results when they selected us as their IT provider; with fewer failures, greater employee productivity, and savings on their IT support costs.

Utility New Jersey Natural Gas P.O. Box 1464, 1415 Wyckoff Road, Wall, NJ 07719 Phone: 732-938-1000 www.njng.com New Jersey Natural Gas serves over half-a-million customers in Monmouth, Ocean, Middlesex and Morris counties, meeting customers’ expectations for value and reliability every day.

Wireless Communications

Communications Service Integrators45 Perry Street, Chester, NJ 07930 Phone: Sandy Drysdale, 908-879-2525 Fax: 908-879-2322 www.csiradio.com Communications Service Integrators provides an integration of the most pro-gressive communications technology available in the industry— two-way radio, wireless network, system design, system consultation, FCC assistance for on-site facilities communications as well as wide area communications coverage.

Now you can advertise in 13 issues of Business Edge

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For more information, call 732-303-9377


Moving Forward. Together.John F.X. Keane | [email protected]

105 Fieldcrest Avenue, 5th FLEdison, NJ 08837

o: 732.417.4308 | c: 201.637.4827

®

®Edge into Small Business...

Edge into small Business...

to place your business card in the “Edge into Small Business”

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Activate for the 2014/15 seasonsand enjoy a generous membership opportunity including

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Membership Opportuntiesat Basking Ridge Country Club offering an Unpecendented Value!


11

Sponsor a dasherboard at William G. Mennen Sports Arena. Your message is seen by more people,

more often, than a one day newspaper ad.

Your Choice: Rink #1, #2, & #3: $1000/year OR Rink #1: $500/year

Special price now includes design, production, and mounting charges. Full color, 95”x 32”.

Contact:973.326.7615 or [email protected]

Mennen Sports Arena161 Hanover Avenue, Morris Township, NJ

RDM Engineering is a New Jersey small business engineering firm, supporting all aspects of the Mortar & Common Fire

Control division of the US Army.

66 Pond Hollow Drive in Oak Ridge, NJ 07438973.874.0251

www.rdm-engineering.com

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HONORINGBill O’ReillyHall of Fame Award Recipient

Also HonoringSr. Jo-Ann Pompa, M.P.F. . Sr. Patricia Pompa, M.P.F.

Making A Difference Award Recipients

Tri-County Scholarship Fund

33rd AnnualAwards DinnerMonday, October 20, 2014

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