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Smart spring 2013 magazine

  1. 1. SMART Holdings USA – Issue # 7, Spring 2013 VERMONT’S FUNDRAISING GURU: FIVE KEY ATTRIBUTES TO SUCCESS Creating A Giving Tradition SMARTvt Fundraising Subject Matter Expert Speaks Out: Your Issue Contents SMARTvt’s Curtis s Ostler appointed Director of Central Vermont Chamber of Commerce. How To Create YourOrganizations Training Program, Page 8. Changing Faces Economic Development Guru, Frank Ferguson Appointed CEO of PQ Shelters – Divison of The Armor Group Page Seven SMARTvt’s John Driscoll named new leader for Otis Elevator in Rhode Island / Eastern MA –SMARTvtBench Leader, Curtis Experts in Giving Josh Saxe launches Upscale Page 2 ….. know how to Value Added CompositeOstler, Director for the Central push the iconic Carbon Fiber BicycleVermont Chamber of Commerce brand images of Manufacturing andand Development Director for a Spring in Distributorship, Flahute Bikes , Vermont to re-major university is this issue’s ignite and harvestfeatured member offering concrete the energy of Page 6business strategies to the front line spring donations driving phi- lanthropy. There are basics to theworkers of the 7,700+ philan- business of philanthropy thatthropies,non-profits, and charitable professionals need to know. …….. Vermont Spring……..organizations in Vermont. ……See story next page 3… Vermont’s Power Center for Business Idea Creation consultancy offering sustainable socially responsible applications such as – SMART Holdings USA on Engineering, Accounting, Finance, Marketing, New Product Development,John Mayer, Mark Renkert, Michael Kipp, Michael Hussey, Gabrielle Meunier Research, Medical Devices and Technology, Pharmaceuticals, Telephony, E-drive SMART Holdings USA economic Development Engine Creating US enterprise, IT / IS implementation - service, Merger & Acquisition, LBO, BusinessCompanies and Jobs . SMARTvt created a task force that provides resources, Valuation, Forensic Accounting, SEC Compliance,education, training, financing solutions to business startups for approved plans. Petrochemical Extraction, Defense Systems, and globalAbout Vermonts largest solution provider featuring teams of manufacturing enterprises. 
subject-matter experts with one voice as one firm;, a global
  2. 2. SMART Holdings USA Issue # 7, Spring 2013 SMARTvt’s US ArmyMajor John Driscoll joins Otis Elevator Corporate Management Team in Rhode Island and Eastern Massachusetts. Driscoll commences in May and will be joined by his wife and four children. “I am greatly looking forward to living in New England again and being close to family. It will be great for the kids and my wife. Otis is such a community oriented company and it is going to be fun growing in a community again,” he said, adding, “It has bee a lot of fun working with and I am looking forward to what’s next.” AB OUT OT I S The world rides on Otis. Otis elevators and escalators touch the lives of people in more than 200 countries around the world. We are both global and local, serving the needs of our customers wherever they live and do business. Here’s a quick look at the size and scope of our business. Otis at a Glance People Approximately 61,000 employees, with 53,000 outside the United States Revenue US $12.4 billion in 2011, of which 83 percent was generated outside the United States Installed Base Approximately 2.5 million Otis elevators and escalators in operation worldwide Service Base More than 1.8 million elevators and escalators serviced worldwide Countries Products offered in more than 200 countries and territories Manufacturing Major manufacturing facilities in the Americas, Europe and Asia Engineering and Test Engineering facilities in the United States, Austria, Brazil, China, Czech Republic, Centers France, Germany, India, Italy, Japan, Korea and Spain Company’s two tallest elevator test towers located in Shibayama, Japan (505 feet or 154 meters above ground; 89 feet or 27 meters below ground) and Bristol, Conn., United States (384 feet or 117 meters above ground) Vermont Labor Force Declines Fewer Working - Job Seekers Leave State - Population Declines - Lowest Birthrate since 1944 (2.000 fewer births) Vermont is one of only two states in the country to see its population decline last year. New statistics from the U.S. Census Bureau show Vermont lost 581 people in 2011. Rhode Islands population shrank by 354 people. Thats a sharp contrast to the states that saw the biggest gains last year, led by Texas with over 427,000 new residents. Vermonts population decline is also reflected in census data on the age of the population. Vermont political leaders have raised concerns for years about an outward migration of young people unable to find jobs and the high percentage of elderly residents. Census data shows Vermont has the second oldest population in the country and the percentage of residents over 65 is expected to grow at a rate 10 times faster than Vermonts total population growth rate over the next decade. 2
  3. 3. SMART Holdings USA Issue # 7, Spring 2013 Persuasion, Education, Information, Resiliency….. The Key Attributes for Success as a Development Officer Think of the pathetic Willy Loman from Death of a Salesman, or Glengarry Glen Ross’ unscrupulous Ricky By Curtis Ostler Roma. But sales encompasses so much more than those stereotypes. Click image to play video: Believing in your cause, championing what you believe in, pride in your organization all point to a key attribute of the We Are All Salespeople American proselytizer: sales. The concept of sales is at the heart of all commerce Salesperson all commerce, and its methodologies are utilized by anyone in business, at every level. The title of a Salesperson automatically conjures up images of plaid-jacketed gold toothed hucksters - men with oiled hair For instance: selling insurance, used cars, or vacuum cleaners. · Getting hired – No matter what type of job you are I remember my resistance when I was, having been so proud of seeking, from fry cook to chief executive officer, you my success in project management, had to accept my must sell yourself to get the job. You put on your best transition into sales, specifically because of the stigma clothes, smile enthusiastically, shake hands firmly, and associated with the role. present your interviewer with the best impression of you possible. You trumpet your qualifications, exploit your experience, and do your utmost to convince your potential employer that you are the best choice for the job. That is sales. · Working for yourself – You may own a one-woman woodshop and like working alone for most of the week, just you and the dog. But at some point you are going to have to sell yourself to potential customers. You have to convince them that you will provide the best quality, service, and on-time delivery for the price they are paying. If you seek sub-contract work, you will have to approach and convince companies that your work is worth their investment. Even a fiction writer, working in seclusion most of the time, will eventually have to get out and sell that work to an agent or publisher. That is sales. · Getting your way – Have you ever lobbied your 3
  4. 4. SMART Holdings USA Issue # 7, Spring 2013 neighbors to vote for a topic important to you at Town details, such as always carrying enough business cards, a pen, Meeting? Have you tried to convince management to institute and something to take notes (I prefer index cards). Keep well- a new benefit at the company? Have you gotten the local groomed; the mirror is not a vanity tool, but your personal coffee company to donate their product to the middle proofreader. And remember - never turn down a breath mint. school’s fundraising fair? That is sales. 2. Be remarkable – Do not work “under the radar.” You want to be a big blip on that radar, with everyone noticing you. At conferences, luncheons, and any event where your constituents are gathered, make sure that during the question phase of the speech, you have a pertinent and intelligent question; always stand when you ask it and introduce yourself and your organization. Be seen, get noticed. Respond to blogs, post articles to LinkedIn groups, tweet positive comments about your group. Before long, you will notice how many people recognize and approach you to discuss your comments and interests. But be warned - do not mistake remarkable for eccentric. 3. Be knowledgeable – Know everything you can about your organization and your cause. Be prepared to answer questions and deliver the important data. With enough knowledge and preparation, you can speak confidently on your topic, and confidence sells. People may like to root for the underdog in sports and Disney movies, but when they invest money, they Sales All Around Us want to back a winner, so sound like one. And always have a comment on the difficult topics, such as a pending lawsuit or Sales is at the heart of so much that we do every day. A recent bad press. If it is out there, assume that they know about lawyer tries to sell her client’s innocence to the jury; a high it and will ask. school debater is trying to sell his side of the argument to the judges; even parents negotiating which one does the dishes 4. Be honest and direct, but diversify – Any prospect with and puts the kids to bed while the other stays up to work reasonable intelligence will know why you are visiting. Do not on the tax return are practicing sales techniques. Once I try to fool or distract them – you will only insult them and then accepted these aspects of sales, I realized that it is one of the limit your chances for a return visit. Be up front about your most important components to a successful business or career. position and intentions. But do not make it your only reason to be there. You need to win them over before asking them to Sales in Development and Fundraising donate. Find out what interests them about your cause and then deliver what they want. Once you have endeared them to you When I carried my sales experience into personally, you need to build their affinity to your development/fundraising, I found that the same skills applied. organization. Only then can you ask for money with a In development, I am still trying to sell my cause to reasonable chance of success. prospective donors, just as I once sold tangible product to prospective clients. The sales acumen I developed over the 5. Be enduring and reliable – Just as in sales, where you years served me well in fundraising, and it was founded upon want lifelong customers for your product, there are few some basic methods, techniques, and principles. prospects in development who are one-and-done. In most cases, you are trying to build a long-term relationship, leaving the door open for future asks even after a donation, Five Sales Principles for the Effective Development Person hopefully with increasing amounts. You do not want to burn each bridge as you cross it, so make sure that your constituents 1. Be presentable – The old salesman credo, “First sell do not regret visiting with you or writing the check. Build yourself, then sell your company, then sell your product” may enduring relationships, in which they trust you to keep sound trite and clichéd, but there is some truth to it. You are them informed, to be there when they want to contact you, and the first impression for your organization. Dress well and to listen to their concerns. Be proactive in connecting with them appropriately, be articulate, and interact whenever possible. and deliver good news whenever possible. Avoid having them This is where being extroverted and charismatic is an say, “I only hear from you when you want money.” Good advantage, but introverts can be just as effective when stewardship should begin in the cultivation phase and continue exploiting their strengths. Prepare well and pay attention to long after the first donation. 4
  5. 5. SMART Holdings USA Issue # 7, Spring 2013 Sales is not a dirty word, and is not limited to the “suits” who hit Among the findings the study revealed: the road for the company. We all need sales skills to succeed, no matter what we do in business or fundraising, so embrace your • Giving is alive and well. 54% of all respondents inner salesperson. say they will leave more than 25% of their assets to charity. Nearly half (46%) of those with more than $20 The importance of having a sales acuity as a Development million in investable assets plan to leave half or more of Officer gives you the sense of timing, valuing time, measuring their assets to charity; nearly 1 in 5 of those with over $50 results, and providing value to both your constituents and your million in investable assets plan to leave 100% of their benefactors………. Understanding the needs of your benefactors assets to charity. is your most important function combined with giving them what • A Business-Like Approach to Giving. 53% of they want. all respondents agree with the statement “I find applying my business experience to my philanthropy is an effective And to be sure – big money is out there: and successful approach to giving.” This rises to 61% among those who are at the more than $20 million level. Forbes Insights has released findings of a new study, “Next • Motivation to give comes from the heart. 70% Generation Philanthropy: Changing the World,” sponsored by of respondents in the survey say that they are driven by Credit Suisse Group, as part of the Forbes 400 Summit on personal values, while 36% say faith, 35% a sense of Philanthropy. obligation or duty, 32% family legacy and 31% a desire to add value to society at large. This past summer, in an unprecedented gathering of wealth and Among the top areas for philanthropists that respondents international philanthropy, Forbes brought together say they consider are the organizational structure of 150 billionaires and near-billionaires, including keynote speakers giving, collaborations, vehicles of funding, measuring Bill Gates, Warren Buffett and Oprah Winfrey, for a success and passing on the torch to the next generation. private discussion of ways to help solve the world’s most • Family foundations are more important as asset intractable problems. The peer exchange, which focused on levels grow. Fifty nine percent of those with investable greater collaboration, sharing of best practices and upfront assets of $50 million or more have established a education, helped advance the conversation around philanthropy philanthropic entity. The majority would like to see this on a global level. entity be continued by their descendants. • Today’s philanthropists are creating the base for The gathering may also lead to fundamental shifts in how the the next generation of philanthropists. Fifty-nine percent world’s most influential philanthropists carry out their of the respondents believe they are setting an important charitable efforts. example for future generations, and 42% have developed a succession plan for future generations. Key themes included: • Measuring philanthropic impact is a work in • These billionaire philanthropists, in contrast to progress. With nearly half of respondents (44%) having a previous generations, expect to see the results of their time horizon of less than ten years to see a return on their philanthropy in their lifetime and have less interest in leaving a philanthropic investments, new ways to track projects are legacy. necessary. • An increasing number of them are willing to partner, • Social media takes hold as part of a with people like themselves, with corporations or with the philanthropic strategy, but is not a substitute for personal recipients to ensure greater effectiveness. time and commitment. • They are willing to be venture-like in their giving, viewing the philanthropic investments as risk capital. Moreover, they are willing to take risks, fail and learn from the experience in order to be more effective over time. • They plan on giving their money away over a short time frame – more than half of respondents at the summit have set a time horizon of less than 10 years to see a return on their philanthropic investments. Following the summit, the Forbes Insights study was launched to better understand how high net worth individuals across About the Author: Curtis Ostleris a Subject Matter Expert with the globe pursue their philanthropic goals. Respondents say experience in business and development, functionings as an they will leave more than 25% of their assets to charity. Nearly Operations Manager, Director of Project Management, Vice half (46%) of those with more than $20 million in investable President of Sales, and Director of Corporate Relations. He currently serves on the Board of Directors for the Central assets plan to leave half or more of their assets to charity; nearly Vermont Chamber of Commerce and is a sought after expert is 1 in 5 of those with over $50 million in investable assets plan to job generation and economic enterprise creation. leave 100% of their assets to charity. • A Business-Like Approach to Giving. 53% of all respondents agree with the statement “I find applying my business experience to my philanthropy is an effective and 5 successful approach to giving.” This rises to 61% among those who are at the more than $20 million level. • Taxes, U.S. Elections and Giving. Most (56%) feel
  6. 6. SMART Holdings USA Issue # 7, Spring 2013 Sometime in his senior year at the University of Vermont, Education Major and Cycling Racer, Joshua Saxe, had a vision of creating the perfect lightweight durable carbon fiber bicycle frame and integrating top wheels, hubs, top brackets, breaks, chain rings, etc in building one of the fasted most affordable pedal-powered racing machines in the US. By coincidence he discovered an Asian manufacturer and coordinated the production of two frames: one for road cycling and one for mountain biking. Saxe engineered an integrated component package and born was a true racing machine. He spent several seasons perfecting the various combinations and now has launched his company: Flahute Bikes. Flahute Bikes, founded on the mentality of the Flahute cyclist. "Flahute" was a term coined by French journalists after WWII who used it endearingly to describe their Belgian neighbors, the cyclists who rode the legs off their rivals over the pave and through cold rainy conditions. These were people who had their country torn apart by war. In this fashion, it is the mission of Flahute Bikes to continue to provide riders the means to ride the legs off their rivals through all mediums of cycling. Saxe, a life long competitive cyclist and design engineer individualizes frames and components specifically calibrated to body of the rider. Carbon Fiber, one of the strongest lightest materials on earth is unique. 6
  7. 7. SMART Holdings USA Issue # 7, Spring 2013 It is important to note that sports sector represents only 20% of the …. a solid mandrel (usually steel, or alloy) using carbon fiber yarn total carbon fiber consumption, with bicycle parts wound on a spool. The RTM and filament-winding carbon manufacture therefore probably representing only 5% of the global tube manufacturing process can be largely automated, allowing consumption of carbon fiber. economical production. Lugged frame construction has no performance benefits over bonded This means that the carbon fiber materials and associated resins tube, or monocoque frame construction. The tubes are invariably made that the bike industry is using were originally developed for of woven carbon fiber with the structural deficiencies described earlier, another sector such as aerospace. There are no bike specific carbon and they remain free elements held in place by a combined mechanical fiber materials, or resins despite of what some more fanciful force of glue and lug. Closed mold using bag, foam core, sacrificial marketing materials my claim. core, or polymer mandrel molding Carbon fiber use in the bicycle industry a) Tube-to-tube, or bonded tube construction This method can be likened to welding the tubes together. Pre-molded Virtually all carbon fiber bicycle component manufacturing for tubes and shapes are bonded to one another using over-wrapping with various bike brands occurs in China and Taiwan by one, or several carbon fiber and resin. The joints are held in place using special mini carbon fiber component factories. The factories employ material molds (similar to jigs) and the frame is then either baked in the oven, or and composites engineers who research and implement the ideas in some cases the mini molds have their own heating elements. The and proposed solutions of the bike brands. joints are thus thermoset and achieve excellent strength, comparable to the rest of the carbon fiber structure. Thermosetting is different to Most commonly, the carbon fiber that is used comes in rolls of gluing in that a true carbon fiber composite is formed. pre-impregnated fabric, or prepreg. Since carbon fiber composite is a composite material that combines carbon fiber and resin, b) Monocoque construction prepreg means that the carbon fiber has already been saturated The entire frame is laid up in a custom shaped mold. There are no tubes with resin. How much resin is present and what type it is depends as such, just hollow carbon shapes that handle all the loads. Monocoque on the grade and end use of the carbon fiber prepreg. construction method is the best method for working with man-made composite materials. Bicycle components, specifically bike frames are made using various grades of carbon fiber characterized mainly by their Therefore all monocoque frames in the market are actually made from tensile strength and tensile modulus. Tensile strength is the several parts. Velocite frames use the monocoque method, so as an amount of force needed to cause the fibers to break, while the example, the front triangle (head tube, top tube, down tube and seat tensile modulus is a measure of the carbon fibers stiffness. tube) are molded in one piece to which the rear triangle is attached (seat stays, chain stays, dropouts) using the bonded tube method, and then The cost of the materials generally go up with the increase in baked together to create one continuous shape. tensile strength, or increase in tensile modulus. The tow (weave) also determines the cost of material with larger tow prepreg (eg. There are several methods of making sure that the various layers are 12k) costing less due to the lower cost of manufacture. tightly packed together. This is generally accomplished by inserting air bladders into the laid up, raw frame, and inflating them once the frame Manufacturing process is placed in the mold, prior to baking. This is still how most of the Carbon fiber composite frames can be manufactured using the carbon monocoque frames are made. The disadvantage of the common following two methods: air bladder method is that due to the relatively low pressure applied and • Resin transfer (RTM), or fillament-winding method - complexities making the frame weaker. used in lugged construction where pre-formed carbon tubes are bonded to internal, or external lugs (see: lugged frame Finishing and testing construction) and are held in place with glue. Commonly the After frame and mold have cooled, the frame is removed from the lug material is now also a carbon fiber composite. mold. The initial hand finishing of the frame removes the release • Closed mold using bag, foam core, sacrificial core or compound (prevents the frame from sticking to the mold) and any polymer mandrel molding - used to make structural elements excess resin that flowed to the surface and to the seam where the top for tube-to-tube (bonded tube) frames, and to make monocoque and bottom half of the mold meet. After a few more finishing steps, the frames. frames are moved to the paint shop where decals, paint and clear coat are applied. Lugged construction using RTM or fillament-winding carbon tubes. This was the original method of carbon frame manufacture Quality Control – there are 25 final steps prior to releasing the frames and is a direct descendant of the lugged frame construction used from the factory for delivery. These include : final weight of each for steel frames. Frames made using the lugged process can offer frame is within specification and that all the mechanical interface points high performance, but the main reasons for the use of this are functioning and ready for assembly, for example the BB30 shell, method to make contemporary frames are: ease of custom rear derailleur hanger, headset races, etc. With focus on absolute geometry changes and lower labor and equipment costs. This performance, all frames are rigorously tested for stiffness to ensure that allows some high quality modern carbon frame makers to have a each frame meets our specifications, for fit and for safety. successful frame making business outside of Asia. Each frame design is tested to comply with CEN/EN standards. There is a battery of custom tests that are not required by the CEN. These The tubes themselves are commonly made via an RTM, or additional test serve to add invaluable information that influence frame filament winding process where carbon tubes are woven around a design and layup. solid mandrel (usually steel, or alloy) using carbon fiber yarn wound on a spool. With RTM process, resin is applied separately, ie. not by using a pre-preg, while filament-wound tubes use resin impregnated carbon filaments. The RTM and filament-winding 7 carbon tube manufacturing process can be largely automated, allowing economical production in countries with higher labour costs.
  8. 8. SMART Holdings USA Issue # 7, Spring 2013 Former US Army Military Intelligence Another product series is the nearly indestructible Utility Grade Officer, Captain Frank Shelter providing maximum protection of infrastructure. Ferguson, an Economic Development Authority and Board Member of SMARTvt is now also the new CEO of PQ Shelters, a Division of The Armor Group. Ferguson is known as an expert is the sales and manufacture of Capital Equipment and has a solid reputation of integrating US operations with China. Ferguson will lead the manufacturing expansion and relocation of PQ Shelters in Woodstock, IL …… with its 150,000 sq ft facility 30 minutes from Chicago. See more: XP Series - Communication and Equipment Shelters Standard Trackside Equipment Shelters Features • Welded steel construction – strong and impervious to insects and mold • Rock-solid aggregate exterior – appealing precast concrete appearance with less weight • Galvannealed steel roof and truss system – maintenance free and impact resistant • Equipment shelters are fully insulated with finished interiors – durable, low maintenance and light reflective • Light weight – reduced transportation and site construction costs • Gable roof design – attractive low profile with Mason, Ohio: The Armor Group, Inc. recentlyannounced the passive ventilation acquisition of the assets of PQ Shelters, located in Woodstock, • Polyurethane paint – durable and corrosion resistant Illinois. Optional Features- Communication Shelter The PQ Shelters name is one widely recognized with quality, value, and service, and it is Armors desire to continue to build • Cable chutes in floor upon this longstanding tradition of buildings that withstand the • Cable ladder harshest conditions on earth. • Corrugated steel exterior siding • Waveguide entries The acquisition further strengthens Armors position as a leader • HVAC system in fabricated shelter and enclosure products and provides an • UPS system opportunity to expand into Rail, Transit, Utility, and • Generator system Telecommunications markets. • Halo grounding system • Telco boards The integration of PQ Shelters will provide synergies resulting • Cedar siding in greater efficiencies and services benefiting our expanded • Brick siding customer base. • Mansard style canopy roof • High pitch roof • Security/alarm system About the Armor Group • Fire suppression system • Turnkey electrical system 8 The Armor Group, Inc. is a privately-held business located in • Special color the Greater Cincinnati area and specializes in custom metal • Double doors
  9. 9. SMART Holdings USA Issue # 7, Spring 2013 Dr. Michael Olson, “The Five Must-Haves for Successful Organizational Training Programs 4. Have designated coaches, if not managers, who are Successful Business Training must have 5 characteristics: skilled in the tasks being trained who can and want to conduct the training and assist learners gain skills during performance. Coaches, or the peers, must be skilled at 1. Tied to measurable business performance objectives which can constructive, supportive feedback. Your most skilled be applied in an effective operational environment. If the investment expert may be your worst instructor, particularly if they dont want to be a trainer, dont have their doesnt add to the bottom line by improving quality, reducing cost, or performance metrics lightened, or worst of all, if they are shortening delivery, why do it at all? just about to be forced out of their job and are actually training their replacements. Choose those who can and 2. Supported by line management because it will help them want to conduct the training and assist learners gain skills achieve objectives they been assigned. Nothing worse than having a during performance. grand executive plan with exquisite detail but not give managers time 5. Expect, plan and allow for mistakes; if employees to implement, or worse, drop new practices on them out of the blue. are not making mistakes during the learning process, they arent learning. If the cost of mistakes is too high, then In football, that would be nothing short of a simultaneous high/low supervisors, coaches & peers must be on hand to do blind side with head shot. triage with tasks ... but not take it out on the trainee, the coach, or the manager who is supporting the training 3. Trainees must be assigned to tasks which immediately apply activity knowledge. Never forget that skills are NOT "taught;" skill ONLY If these conditions can not be implemented or made comes by practice, on the job or in very realistic job-relevant operational, there is virtually no point in developing or simulations. If you dont think so, test your theory by picking up a investing in training at all because the effort and expense will simply be wasted, book, or eLearning videos, about swimming and then go swim the English channel. New knowledge and blooming skills will die on the Dr. Mike vine quickly without immediate application and an opportunity for the trainee to see improvement for themselves. peers, must be skilled Director of Curriculum Development at constructive, supportive feedback . 9
  10. 10. SMART Holdings USA Issue # 7, Spring 2013 10