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Avoiding Accidental Franchise Pitfalls – Inside INdiana Business

Posted: August 9, 2017 at 10:46 pm


INDIANAPOLIS -

Most people think they know a franchise when they see oneMcDonalds, Subway, 7-Eleven, Anytime Fitness, to name a few. However, there are some franchise relationships that are not so obvious. Many business relationships, including those in manufacturing and distribution, could easily become accidental franchises if companies are not careful. Becoming an accidental franchise can bring significant ramifications most manufacturers do not appreciate until its too late. For example, a manufacturer that terminates its distributor may find itself in court, defending against alleged violations of state franchise relationship laws. These manufacturer/distributor relationships can also sometimes unwittingly trigger administrative investigations, penalties, and fines from state franchise regulators.

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The good news? These problems can be mitigated by understanding what a franchise is and what steps can be taken to avoid falling prey to an accidental franchise.

Franchise Defined

The definition of a franchise boils down to three elements: (1) a marketing plan, (2) a substantial association with the franchisors trademark, and (3) the payment of a franchise fee. Identifying these factors will help minimize the risk of an accidental franchise. Keep in mind; it is entirely irrelevant what the parties call their agreement or relationship. Substance prevails over form.

This was certainly the case in Master Abrasives Corp. v. Williams, wherein the Indiana Court of Appeals held that a distribution agreement was really an accidental franchise.[1] The distributor in that case paid the manufacturer $3,000 for the selling rights to the manufacturers trademarked product, which triggered the second and third franchise elements. The court also determined the distribution agreement contained a marketing plan, based on the following items: (1) the state was divided into marketing areas; (2) the manufacturer had the right to establish sales quotas; (3) the manufacturer had the right to approve or disapprove of the distributors employees; (4) the distributors employees were required to attend sales training conducted by the manufacturer at which the employees were given quotation sheets, invoices, and other sales forms; (5) the manufacturer instructed the distributors employees as to what types of customers should be contacted; and (6) the manufacturer established a policy on giving sample products. Although subsequent cases acknowledge these factors are not exhaustive, this case demonstrates that accidental franchises can and do happen.

Why Franchise Laws Matter

Federal law, including Federal Trade Commission (FTC) regulations, governs the sale of franchises in all 50 states and requires franchisors to provide a prospective franchisee with a Franchise Disclosure Document at least 14 days before it pays any fees or signs a franchise agreement. The Franchise Disclosure Document must contain certain information, and the list of required disclosures is extensive. Like the FTC, several states have their own specific laws governing the offer and sale of franchises. In Indiana, for example, prior to offering or selling a franchise, franchisors must first file and register their Federal Disclosure Documents with the Indiana Secretary of State, Securities Division.

In addition to these mandatory disclosure and registration laws (prior to the sale of a franchise), several states also have laws governing the relationship between franchisors and franchisees, often imposing additional duties upon franchisors. The Indiana legislature, for example, has enacted the Indiana Deceptive Franchise Practice Act, which governs a franchisors ability to terminate a franchise agreement and bars certain acts and practices of the franchisor, such as discriminating between similar franchisees and unfair competition.

Manufacturers who inadvertently enter into distribution agreements with third parties, which the law would classify as a franchise, do not know these additional disclosure, registration, and relationship obligations exist. And yet the penalties for violating these laws can be severe, including civil penalties imposed by the government and/or civil damages pursued by the franchisee. These potential claims can also become ammunition for a distributor who is otherwise being terminated and wants to pursue its own claims against the manufacturer and/or wants to leverage a buyout of the distributors business under the threat of alerting other distributors (or state regulators) to the potential franchise-related claims.

Avoiding an Accidental Franchise

It is possible for manufacturers to avoid application of the franchise laws, though it is admittedly sometimes easier said than done. Each state, for example, does not apply the same standard for establishing the elements of a franchise.

Practically speaking, there is typically little dispute whether the distributor enjoys a substantial association with the manufacturers trademarks. Rather, manufacturers hoping to avoid the accidental franchise should pay particular attention to the marketing plan and franchisee fee elements.

The existence of a marketing plan is a fact-specific inquiry where manufacturers can protect themselves with a proactive approach. To determine whether a marketing plan exists, Indiana courts have looked at whether the purported franchisee is able to make business and marketing decisions free of restrictions or consent of the purported franchisor, whether there are certain sales quotas that must be satisfied, and whether the purported franchisor mandates specific training. The less control the manufacturer retains, the less likely a marketing plan is established.

Manufacturers should also be careful about the types and names of payments the distributors pay for the right to distribute products. Critically, Indiana (as well as other states) exclude from its definition of a franchisee fee, payments which do not exceed the bona fide wholesale price of goodsin other words, inventory purchased for resale. Thus, when a distributors only payment is for the bona fide wholesale price of goods, a distribution agreement is not a franchise, because there is no franchise fee involved. However, if the distributor is required to pay a separate fee for the right to sell the goods, in addition to purchasing inventory at the bona fide wholesale price, that additional fee could trigger the franchise element.

At the end of the day, each business arrangement is different. The world of franchising can be complex; manufacturers should be careful not to cross the line. Otherwise, they could create an accidental franchise relationship, which can necessitate complex regulatory compliance and potentially result in costly fines and penalties for noncompliance and create unintended leverage for disgruntled or terminated distributors.

For more information, contact Christina Fugate (317) 236-2374 or George Gasper (317) 236-2275.

[1] 469 N.E.2d 1196 (1984).

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Avoiding Accidental Franchise Pitfalls - Inside INdiana Business

Written by simmons |

August 9th, 2017 at 10:46 pm

Posted in Sales Training

Couple Honored for Their Contributions to Family Education – Adventist Review

Posted: at 10:45 pm


August 9, 2017

By: Adventist Review Staff

A couple with extensive experience in educating families was recently awarded the 2017 Spalding Medallion, during the Adventist Conference on Family Research and Practice held at Andrews University, in Berrien Springs, Michigan, United States. Pattiejean and Jeffrey Brown were presented the Arthur & Maud Spalding Medallion, the highest honor given by the Seventh-day Adventist Church in Family Ministries, on July 22.

Jeff and Pattiejean have given outstanding leadership in Family Ministries on several continents for over two decades, as directors, trainers, workshop facilitators and authors of several books, wrote General Conference Family Ministries director Willie Oliver in sharing the news with Adventist Review. Our church has stronger and healthier families because of their intentional efforts.

Our church has stronger and healthier families because of their intentional efforts

Intertwined in Service

Pattiejean (ne McMahon) was born in Bermuda and graduated from Atlantic Union College (BA Liberal Arts, BSc Behavioral Science). Jeffrey was born in England, of Jamaican parents, and graduated from Newbold College (BA) and Andrews University (MDiv, Ph.D. Religious Education, family life and counseling emphasis.)

Pattiejean served as Bermuda Conference Family Ministries Assistant and director of Ministerial Spouses. She is now employed with the General Conference Human Relations department. Jeffrey pastored in Canada, served as Bermuda Conference president and family ministries director, director of the Bradford Cleveland Brooks Leadership Center at Oakwood University, and editor of Family Life. He now serves as associate editor of Ministry and associate secretary of the General Conference Ministerial Association, in Silver Springs, Maryland, United States.

The Browns also have twelve years overseas experience. Pattiejean worked in England as a long-term care worker. Jeffrey served in England as pastor, counselor, and director of Pastoral Studies at Adventist-operated Newbold College.

Pattiejean has authored What On Earth Am I Doing? Leadership Lessons for Clergy Spouses,and Jeffrey has authored Single and Gifted. Together they have authored Total Marriage, A Guide To Parenting, and The Love Seasons. They are blessed with two children, Kristle (MA mental health counseling, Florida) and Jamel (MBA, California).

They are certified with Prepare/Enrich and Marriage Commitment Leadership from John and Millie Youngberg, their mentors in family life education. Jeffrey is also a Certified Family Life Educator. They have been privileged to minister in Africa, Europe, Asia, and the Americas.

The Spalding Medallion

Inaugurated in 1990 by then General Conference Directors of Family Ministries Karen and Ron Flowers, the Arthur & Maud Spalding Medallion was named after the first couple to lead Family Ministries in the Seventh-day Adventist Church.

On October 8, 1919, the General Conference Committee created the Home Commission which became operative in 1922 with Arthur W. Spalding as director, who worked in this capacity with his wife Maud, until 1941. Spalding created literature for the education of the entire family. A series of leaflets were produced dealing with different phases of home life entitled, The Christian Home Series. Arthur W. Spalding wrote the lessons and Maud Spalding graded them.

In 1975, at the General Conference Session held in Vienna, Austria, Delmer, and Betty Holbrook were elected directors of the Home and Family Service. Holbrook, who served as director of Family Ministries (the Home and Family Service) with his wife Betty from 1975-1982, was the first recipient of the award. Including the Browns, a total of 43 individuals have been honored with the medallion.

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Couple Honored for Their Contributions to Family Education - Adventist Review

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August 9th, 2017 at 10:45 pm

Posted in Online Education

Harvard Goes Outside to Go Online – Inside Higher Ed

Posted: at 10:45 pm


If any American university might be positioned to begin a new online program all by itself, Harvard University -- with its world-famous brand, many-billion-dollar endowment and founding relationship with the online course provider edX -- might be it. But the university announced Monday that three of its schools would create a new business analytics certificate program with 2U, the online program management company.

A collaboration between 2U and professors at the Harvard Business School, the John A. Paulson School of Engineering and Applied Sciences, and the department of statistics in Harvard's main college, the Faculty of Arts and Sciences, the program will teach students how to leverage data and analytics to drive business growth.

Aimed at executives in full-time work, the program will be delivered through 2Us online platform and will feature live, seminar-style classes with Harvard faculty members. The program will cost around $50,000 for three semesters, with an estimated time requirement of 10 hours per week.

More Coverage of Digital LearningIf these issues interest you,please check out Inside Higher Ed'snew weekly newsletter, InsideDigital Learning, publishedevery Wednesday. Readmore here.

The Harvard Business School already offers certificate programs through its online education platform, HBx. But Karim Lakhani, a professor of business administration at the business school, said the university had decided to work with 2U rather than developing the program completely in-house, because of the company's strong technological capability and experience -- particularly in incorporating "live" aspects of online programs.

Chip Paucek, CEO of 2U, said the technology 2U can offer universities goes far beyond just what the student sees. The company can use analytics to predict things such as enrollment and completion of courses, in addition to making programs widely accessible, and securing content from cyberattack.

Aside from technology, 2U also offers up-front money. The company invests heavily in each of its partnerships, said Paucek, typically spending between $5million and $10million in the first few years. Each 2U partnership lasts a minimum of 10years to give the company time to recoup its investment from a significant slice of the student enrollment fees. Paucek said the partnership with Harvard was a high point in the companys 10-year history, and that the company was honored to be a brand ambassador for one of the best-known brands in the world.

Deciding to work with 2U was not a trivial decision for Harvard, said Paucek, adding that university officials were clear they would not commit to it if it was not one of the worlds best programs. Conversations about working together began around five years ago, according to Paucek. But it was not until two years ago that talks centered specifically on creating a business analytics program.

Lakhani acknowledged that Harvard has many resources at its disposal, including its existing technology platforms edX (which it founded with the Massachusetts Institute of Technology) and HBx, the business school's adapted platform. But while the university has used these platforms mostly to experiment with asynchronous massive open online courses, Harvard was interested in "another exploration in this space" and other ways to "reconceptualize the [educational] delivery model," Lakhani said.

Looking around for ways to do that, he said, led the university to 2U. "This experiment allows us to learn to say, if in fact we have a technology provider that will take on the burdens of infrastructure, and that has experience with running this type of program, we should take advantage of their expertise," he said.

Adapting to Explore an Emergent Field

Both 2U and Harvard recognized the potential in creating a program in business analytics. Data analytics has moved from the periphery to the center, said Lakhani. Its a shift thats now affecting every industry. We want our students to be able to understand that shift and develop the skills to take advantage of it. The program is intrinsically multidisciplinary, Lakhani said, and built on partnerships already founded at the university as part of President Drew Gilpin Fausts long-term ambition to break down barriers between Harvard schools.

When the first cohort of 60 or so students begins the program in March 2018, they will be exposed to the latest research in the field from Harvards world-leading faculty. It is the Harvard facultys expertise that Lakhani hopes will separate Harvards business analytics offering from programs offered by universities such as Cornell University and the University of Pennsylvania's Wharton School.

Anne Trumbore, senior director of Wharton Online, said that her universitys business analytics specialization, offered through the online learning platform Coursera, was one of the universitys most popular. Im thrilled that Harvard is entering this space, said Trumbore, as theres a real demand in this area.

Paul Krause, CEO of eCornell, the university's internal provider of digital learning, agreed that there was high demand for business analytics programs but expressed surprise at the news of Harvards partnership with 2U.

OPMs usually partner with universities because they can offer capital or expertise that the university doesn't have, Krause said. "Harvard already has the capital and the expertise.

The deal between Harvard and 2U comes as some analysts and observers question whether universities will (and should) continue to pay outside companies to take their programs online. (A highly critical report Monday questioned whether such arrangements might undermine public higher education.)

Paucek of 2U said that the new arrangement offers an emphatic yes to that question, from one of the highest-profile universities in the world. "It's great for us to be able to show," he said, "that even Harvard is interested in what 2U can offer."

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Harvard Goes Outside to Go Online - Inside Higher Ed

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August 9th, 2017 at 10:45 pm

Posted in Online Education

Education Secretary DeVos says she didn’t decry racism enough – Online Athens

Posted: at 10:45 pm


WASHINGTON | Education Secretary Betsy DeVos on Wednesday distanced herself from her comment earlier this year about the nations historically black colleges and universities being pioneers of school choice, saying that in the past there were no choices for African-Americans in higher education.

When I talked about it being a pioneer in choice it was because I acknowledge that racism was rampant and there were no choices, DeVos said in an interview with The Associated Press in her office at the Education Department. These HBCUs provided choices for black students that they didnt have.

DeVos, who marks six months in office this week, alienated many African-Americans in February when she described historically black colleges as real pioneers when it comes to school choice. In May, she was booed while attending the commencement ceremony at a historically black college in Florida.

My intention was to say they were pioneering on behalf of students that didnt have another choice. This was their only choice, DeVos said. At the same time I should have decried much more forcefully the ravages of racism in this country.

The Trump administration and DeVos have come under criticism from civil rights advocates for undoing some civil rights protections, including rescinding Obama-era federal guidance that instructed schools to allow transgender students to use the bathrooms of their choice and President Donald Trump calling for banning transgender individuals from serving in the military.

DeVos, a billionaire Republican donor and long-standing school choice activist from Michigan, said that she has spent her career campaigning on behalf of minority children.

Thats where my heart has been for three decades is to really empower and allow all families the same kind of opportunities Ive had for my kids, she said.

At the same time, DeVos acknowledged that she could have done more to reach out to African-American communities around the country to make her position more clear.

Ive had these conversations with some of the African-American organizations that represent higher education, but probably not as explicitly as I am right now, DeVos said.

The NAACP and the National Association For Equal Opportunity in Higher Education did not return requests for comment about DeVos remarks.

The issue of minorities access to higher education remains controversial today. The Justice Department said last week it would conduct an inquiry into how race influences admissions at Harvard University after a coalition of more than 60 Asian-American groups brought a complaint alleging the school uses race as a factor in admissions and discriminates against Asian-Americans by holding them to a higher standard.

DeVos said her department was not involved in that process and added that this has been a question for the courts and the courts have opined.

The Supreme Court last year upheld a University of Texas program that considers race, among other factors, in admissions, offering a narrow victory for affirmative action. A white Texan who was denied admission to the university sued, but the high court said the Texas plan complied with earlier court rulings that allow colleges to consider race in an effort to bolster diversity.

At Americas elite private colleges, many of which have drawn criticism over race-conscious admission policies, incoming classes have become increasingly diverse in recent years.

Asked whether race should play a role in college admissions, DeVos said it is already being considered in the selection process.

Well, they are looking at that, that is a factor today, DeVos said referring to college admissions officers. I am not going to debate that, I am not going to discuss that.

But DeVos said the key to giving students equal access to higher education lies in elementary and secondary school.

It is not fair to think that when students transit through a K-12 system that is not preparing them for beyond, that somehow we are going to waive a magic wand and things are going to be perfect for them at the higher-ed level, DeVos said.

So Ive always said: What we should really be talking about is what are we doing to ensure that every single child no matter their family income, no matter their racial background, no matter their zip code has equal opportunities to access a quality education.

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Education Secretary DeVos says she didn't decry racism enough - Online Athens

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August 9th, 2017 at 10:45 pm

Posted in Online Education

Louisburg officials consider future capital improvement projects – Miami County Republic

Posted: at 10:45 pm


LOUISBURG For years, visitors to Louisburgs Wildcat Stadium have had a long walk if they wanted to purchase concessions or use a rest- room. That might not be the case much longer.

USD 416 officials have been actively completing capital improvement projects in the district, including lights for the soccer field at the beginning of last school year, purchasing the districts own bus fleet and a new greenhouse at the high school for this school year.

Members of the board of education recently set their sights on some other projects they would like to see completed in the district, including a concession stand and restroom building that would serve not just the visitor side of the bleachers at football games, but also the soccer field.

Our capital outlay budget is healthy, said Brian Biermann, district superintendent. We dont need a Taj Mahal. We have a nice soccer field now, but have porta-potties and a mobile concession stand. A concession-restroom building could serve a dual purpose as visitors concession and restrooms at football games. We can even look into putting locker rooms there for visiting teams and the soccer teams if you want.

Biermann presented the board with a list containing 20 projects. This is a list the district has been working its way through the past couple of years in an effort to keep ahead of needed projects.

It is hoped that three or four of the projects can be completed this year. Other than the concession stand/restroom building, those projects include the construction of a new exit from the Broadmoor Elementary parking lot to Metcalf near South Eighth Street and the reconfiguration of the sewer line at Broadmoor to eliminate a lift station.

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Louisburg officials consider future capital improvement projects - Miami County Republic

Written by grays |

August 9th, 2017 at 10:45 pm

Posted in Online Education

I Help People Build Confidence for a LivingHere’s What I Know for Sure About My Own – Greatist

Posted: at 10:44 pm


Confidence is more important than competence.

That's what the entrepreneur on stage said at an event I attended recently. People were shocked, but lots of heads were nodding, including mine. I couldnt help but agree. Because the benefits of confidence truly are unlimited.

Why? Because confidence spurs action. It fuels decision-making. It gets you up off the couch and out into the world. Competence is wonderful, but it wont do any of those things for you. And heyif you can have both, youre unstoppable.

After years working as a confidence coach, heres what I know for sure about being self-assured:

Confidence is something you decide to have. Need help? Ive got you. I officially give you permission right here, right now, to be the most confident person you know! (You're welcome.)

The most successful, happy people are not born the most wealthy, beautiful, or talented. They just believe in themselves, and they go for what they want. But they built their self-belief firstand on purpose. Im sure as hell one of those people, and I became one consciously and willingly. Whats the alternative? Uh, no, thank you.

Zig Ziglar said, Showering doesnt last; thats why you do it daily. I consume inspirational material every damn day. If I miss a day, I notice itI can feel it in my physical and emotional energy. I listen to podcasts. I read books and motivational blogs. External inspiration feeds internal inspiration. I dont know how anyone lives without it.

Its way too easy to forget how far you've come and what you've done well in your life. In his best-selling book The Success Principles, author Jack Canfield discusses how transforming your opinion of yourself begins with a reflection on your wins.

Heres how:

In coaching, we learn about the confidence-competence loop. This means that when you take action and you prove you can do something, however small, you feel more confident taking the next step. This, in turn, makes you more competent. Its a gorgeous cycle!

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I Help People Build Confidence for a LivingHere's What I Know for Sure About My Own - Greatist

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August 9th, 2017 at 10:44 pm

Posted in Zig Ziglar

To get a smart start, begin with the beginning in mind – Englewood Herald

Posted: at 10:44 pm


Column by Michael Norton

"It's not where you start, it is where you finish that counts." - Zig Ziglar

"Begin with the end in mind." - Dr. Stephen Covey

These have been two of my own personal "Go To" quotes for many years. These were quick hitting powerful reminders that helped me shape my goals and to define success of the opportunities and projects I was involved in at the time. Basically, knowing what success looks like before we even begin.

As I have been speaking with different groups of people and individuals recently, it has become increasingly apparent that too many of us do not even know or understand what success looks like in the future or what they are hoping to accomplish in the near term, let alone down the road.

Now before the Ziglar and Covey fans reading this column shout heresy, you should remember that one of Mr. Ziglar's other quotes is this, "People who never take step one, can never take step two." At first glance, these quotes may seem to contradict one another, but they really do not. The truth is that they complement each other quite nicely.

Let's think about this for a minute. It is awesome to have a vision for the future, I highly encourage it. What I am hearing from some of you is that the world is changing so much and with such frequency that it is hard to think about goals and future plans. As difficult as it is for some of us, this may still be short-sighted thinking. Maybe we can agree that it is important to have all; short-term goals, mid-range goals, and long-term goals. Before we can set any of our goals, long or short, we do at least have to know what we hope to accomplish at any level. The excuse or cop-out is thinking that it's OK to justify, explain, or defend the position of, "I don't know what it is that I want to be or do in this life."

So now we go full circle, do we start with the end in mind or do we begin with the beginning in mind? You may already have your own system for this, but if you don't I would suggest looking at all three types of goals and write down only one thing in each area. Simply fill in the blank: My one short-term goal is ______. My one mid-range goal is ______. My one long-term goal is _______. Really, do not overcomplicate this, just think of one thing for each level of your goals. And if we want to get even more specific, my immediate goal is _______.

It is a pity if we are lost or get lost in the blur of a fuzzy future because we may never take step one. All we need is one little thought that we can build upon. Just a seed of an idea that motivates us enough to take only the first step. And when we do, steps two, three, four, and more will follow.

So how about you? Do you know how to get started and are already well on your way to achieving your hopes and dreams? Or are you in the place where you need to start with that first step? Either way I would love to hear all about it at gotonorton@gmail.com, and when we can begin with the beginning in mind, it really will be a better than good day.

Michael Norton is a resident of Castle Rock, the former president of the Zig Ziglar Corporation, a strategic consultant and a business and personal coach.

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To get a smart start, begin with the beginning in mind - Englewood Herald

Written by grays |

August 9th, 2017 at 10:44 pm

Posted in Zig Ziglar

Silver: Seeking re’Jew’venation on the High Holy Days – Sun Sentinel

Posted: at 10:44 pm


Many Jews regard attending High Holy Day services as the obligatory minimum act they must perform in order to be considered as Jews in good standing. This station identification is seen as the price one must pay for being born Jewish. They figure it is worth a few hours of tedium and perhaps enduring a pitch for money to do one's duty, in the same way we eat healthy food before dessert because our parents told us we should do so, and we would feel terribly guilty if we didn't.

However, the High Holy Days could be so much more, and could even be transformational if approached differently. As a child, I was blessed with a father whose spell-binding homilies, jokes and inspiration led me to look forward to the Days of Awe as a most portentous time, rippling with possibilities for change. My father reminded us that "The greatest of all miracles is that we need not be tomorrow who we are today and can improve if we make use of the potentials implanted in us by God."

As my dad was fond of puns, he would hopefully forgive me for saying that the practice of sacrificing animals is a lot of bull, and always got my goat. The only "ewe" we need to sacrifice to renew our lives is the "ewe" we are today for the new "you" we could become if we lived up to our highest potential, the hopes and dreams of our parents, and the exalted vision of our prophets. We sacrifice this "you" on the altar (alter) of change as we ascend the aisle (in hopes that I'll ascend to a higher level).

Unfortunately, many Jews today fail to take advantage of this annual opportunity for self-improvement, and try to feel renewed by taking a trip to some exotic place. However, the greatest voyage of all is not to see new lands, but to see with new eyes. The word "vacation" literally means to empty out, and it is only when we can declutter or empty out our minds of trivial and negative thoughts, that more positive images can take root and true change can occur. That is why we often wear white on the High Holy Days and engage in soul searching and candid reflection. By honestly reviewing our lives, and examining what works and what doesn't work, rather than just going through the motions of mere existence, we can go through the thrilling emotions involved with the exciting challenge of charting our own destiny.

The great abolitionist Frederick Douglas understood the true purpose of the Days of Awe when he said "I prefer to be true to myself, even at the hazard of incurring the ridicule of others, rather than to be false, and to incur my own abhorrence." Each of us is unique and filled with unrealized potential. It is up to us to rid ourselves of the self-imposed slavery to bad habits that keep us chained to the past, and to liberate ourselves from merely trying to please others, so that we can achieve our true destiny.

This challenge of self-reflection and change often seems daunting. One skeptic told motivational speaker Zig Ziglar, "I don't believe in motivation, it never lasts" to which Mr. Ziglar responded, "Neither does bathing, that's why I recommend it daily." In Judaism we seek inspiration weekly, on Shabbat and on all other days that end with the letter "y." Our sages taught us to begin preparing for the Days of Awe in the month of Elul, which precedes Rosh Hashanah, just as an athlete is trained to begin to practice and warm-up long before the big match, in order to do his best. If we begin to review our lives now, we can hit the ground running on the Days of Awe, to maximize our ability to tap into the transcendent power of these sacred days.

With the legalization of marijuana, the High Holy Days takes on new meaning for some. However, motivated Jews need no outside substance to effectuate significant internal change to renew our lives, bring joy to others, and to improve the world.

L'shanah tovah.

Silver is spiritual leader of Congregation L'Dor Va-Dor in Boynton Beach.

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Silver: Seeking re'Jew'venation on the High Holy Days - Sun Sentinel

Written by simmons |

August 9th, 2017 at 10:44 pm

Posted in Zig Ziglar

Lead generation strategies key to boosting sales – My Business

Posted: at 10:44 pm


Finding new lead generation strategies is a necessary evil to keep up with the ever-evolving online marketing space. The key challenge is knowing how to go about it in ways which will deliver the best returns.

Quality leads are the life force of any B2B company, but designing new methods to increase leads can be a huge challenge.

Adding to this, most businesses recognise that they now operate in an era of multichannel, multimedia, multi-device, always-on connectivity that has dramaticallyand perhaps irreversibly swung the dynamic of power into the hands of buyers.

This digitally inspired chaos has spawned a customer class capable of conducting most of its buying journey behind the scenes. Today, buyers can surreptitiously flit from one informational outpost to another, gradually building up a purchasing opinion.

Fortunately however, the same technologies powering the journey of these buyers are also generating a wealth of data through which innovative companies can identify, track and assess buyer behaviour, and ultimately use that data to influence their journeys.

So while finding new lead generation strategies is a necessary evil in order for businesses to keep up with the ever-evolving online marketing space, with the surge of data-driven marketing, the explosion of B2B e-commerce and a growing focus on automation, the future has never looked brighter. In fact, by just 2020, the total B2B sales market is forecast to hit $25 trillion.

Here are some of the best ideas for generating more leads in the new financial year using data-driven marketing:

Quite often, a prospect who hits all of our demographic marks is, from a sales perspective, actually a dead end. Even though they looked picture-perfect on paper, they simply arent looking for a solution like ours.

Thats assuming all we have is demographic data. If our knowledge is limited to the prospects industry and job title, anyone can look like the perfect fit.

If we grow our view to include behavioural data, however, the picture is very different, because the way in which prospects engage with our content tells us how interested they actually are.

By shifting from a limited focus on demographic data to a blend of both demographic and behavioural data, we can then deliver leads that are less expensive to chase and far more likely to end in a sale.

Unfortunately, most marketing campaigns only deliver demographic data, usually through a download or registration form. While this data is valuable, it takes multiple touches before we can even begin to build a behavioural prole on that contact.

The new fiscal year is the time to invest your efforts and resources into making your lead-scoring behavioural.

As Zig Ziglar once said, Help enough people get what they want and you will get what you want. In other words, your success ultimately rides on the value that you can deliver to others.

At each stage of the sales funnel, prospects are evaluating you based on the value you can potentially bring to them, so make sure that what your offering addresses this.

Essentially, buyers take action for two reasons: 1) to achieve an aspiration or 2) to alleviate some pain or problem. And a relevant offer doesnt feel pushy, because its not. If its useful, the prospect will welcome it.

A good offer strategy involves knowing what stage of the buying cycle they are in, and the common questions they are trying to ask at each stage:

So if someone is in the Consideration stage, give them the in-depth education theyre searching for with a case study or best practice guide. Theyre past the need for a how-to blog post, but theyre not quite ready for a free trial.

Always deliver content that meets the prospects needs, at the appropriate time. Offering the wrong piece of content, or not having an offer strategy at all, can do great harm to your marketing and sales efforts.

In the past, sales and marketing have acted more like opposing teams in a turf war than partners working together to achieve a shared goal. Innovative companies, however, have realised this model is out-of-date, and are now changing their structure to better align the teams.

Marketing should no longer be supplying a simple list of form fills to sales, but rather should be applying a lead intelligence program that equips them to identify actual marketing-qualified leads that are genuinely ready to engage with sales.

Integration of these two teams will be crucial to company success, as they will be better equipped to tag team and deal close, instead of functioning in silos.

Aligning the two functions will mean a better understanding of the customer buying journey, aligning incentives for both teams to ensure bottom line accountability, and leading with a clear and united focus that nurtures a culture of organisation-wide partnership and co-operation between the two teams.

Michael Savanis is vice president and managing director for global digital marketing organisation ON24.

Link:
Lead generation strategies key to boosting sales - My Business

Written by simmons |

August 9th, 2017 at 10:44 pm

Posted in Zig Ziglar

Every dorm has a story – Bulletin

Posted: at 10:43 pm


Its going to be about 80 degrees during orientation weekend and youll quickly regret overpacking.

Your dad might show off and take a big load of your stuff from the trunk through the front doors of your residence hall, perhaps down some stairs or up an elevator but the destination doesnt really matter in the end.

Wherever your stuff ends up, that space will become yours. So before you move in, get to know your home away from home.

Alliance

Originally constructed as an all-male dorm, Alliance House is currently one of the only all-female dorms on Gonzagas campus. Built in 1962, this dorm was initially erected as an experiment in foreign relations. Twenty international students were housed there each year along with 25 American upperclassmen, with the goal of educating international students on the American lifestyle. This experiment ended around 1966, when students expressed an interest in other dorms as to integrate themselves further into the Gonzaga community.

Catherine-Monica

Catherine-Monica (C/M) has been on GUs campus map since the Fall of 1962. Costing nearly $1 million to construct, C/M was initially built to increase the number of women Gonzaga could accommodate. Prior to this, GU rejected over 250 female applicants annually due to the lack of facilities. Now a coed dorm, C/M houses around 370 students each year.

The dormitory was named after two female saints. Saint Catherine of Alexandria is the patroness of students, teachers, librarians, and lawyers. Saint Monica of Hippo, mother of Saint Augustine, was the patroness of wives and abuse victims.

Nowadays, C/M is known as the social dorm of Gonzaga. Apart from an unspoken open-door policy, C/M is part of the annual C/MDeSmet football game, Bulldog Bowl, and the Midwest Block Prom.

DeSmet

Directly in the heart of Gonzagas campus rests the oldest dorm on campus, DeSmet Hall. Named for Fr. Pierre Jean DeSmet, the first Jesuit missionary to come to the Northwest, DeSmet Hall was built as a senior hall to provide housing and classroom facilities for a greater influx of students in 1923. That year, Gonzaga broke its own record by having a freshman class of more than 100 students. Housing 140 male students, DeSmet has and will continue to be a staple of the Gonzaga community.

Lincoln

Constructed in 1963, Lincoln House was named for President Abraham Lincoln. This dorm was originally adorned with a large mosaic of Lincolns head above the main door, which has since been removed due to deterioration. Lincoln House offers a small community of close and supportive residents.

Marian

Located two blocks off of central campus, Marian Hall was purchased in 2005 by the University. This dorm was originally used to house nuns, but is now used for students who want to engage with Gonzaga Outdoors. This outdoor-themed dormitory offers residents the chance to engage in adventure with their community. Primarily housing students who share a passion for outdoor recreation and environmental issues, Marian offers residents the chance to engage in regularly scheduled hall trips that focus on different outdoor experiences, such as hiking, skiing, and rafting.

Welch

Constructed in 1957, Welch Hall is another all-female dorm which was once all-male. This dorm was named after Patrick Welch, a prominent railroad builder who resided in Spokane for most of his life. After his death, his two daughters generously funded the construction of this building. Presently, this dorm houses around 150 female students. Located directly across from DeSmet Hall, Welch Hall is also a central staple of the Gonzaga campus.

Welch Hall is one of the only dorms that has an elevator, so students have a lot easier time moving in than the residents of other multiple storied dorms, such as DeSmet. Another benefit of living here is the smell of fresh-baked cookies on Wednesday nights, as the sandwich shop located on the first level of the building has a cookie event each week.

Coughlin

Constructed in 2009, Coughlin Hall houses roughly 330 first and second year students. The coed dorm has four floors plus a lobby. Being the main Learning Center on Gonzagas Campus, the dorm is lively and social, but courteous to those focused on their studies. The second, third and fifth floor accommodates those who want a quiet study room. The building is named after the Universitys 23rd president, Fr. Bernard J. Coughlin, S.J. who served from 1974 to 1996.

Crimont

The three-story coed dorm is located at 1321 N. Standard St. and mainly houses first year students. Named after Joseph Raphael Crimont, S.J., president to the University from 1900 to 1903, the first Crimont Hall was a large home located at 526 E. Sinto Ave. The second, and main hall, was opened in 1965. During the short time he was president, Crimont ruled with a bite the bullet kind of attitude, requiring military uniforms and parent signatures for those wishing to participate in intramural activities. One of his decisions was built into College Hall. Crimont expanded the administration building to include a gym, pool, and the students chapel. The gym has since been converted into the Magnuson Theatre, while the pool has since been removed after being closed for health reasons.

Chardin

Named after philosopher, theologian, geologist Pierre Teilhard De Chardin, Chardin House accommodates about 50 first- and second-year students. Chardin served in the French army during WWI, was member of an expedition in China that led to the discovery of the Peking Man, a subspecies of Homo Erectus, and wrote several works that were published and became famous after his death in 1955. He was a man of great personal charm, as is Chardin House. The three-floor coed dorm has common areas on each floor.

Cushing

Designed just like Crimont and located at 428 E. Sharp Ave. the three-story dorm houses first and second-year students in a suite style fashion. The coed hall was named after Cardinal Richard Cushing. He was known for his resilience in creating facilities for education, the sick, and the poor.

Madonna

Madonna Hall has three floors with a prime location across the street from the Hemmingson Center and Mulligan Field. Located at 1020 N. Cincinnati St., Madonna Hall houses around 120 freshman students. Never did anyone think it would house a serial killer. About 40 years ago, a couple students met Ted Bundy at a party and let him crash in their dorm room for a few days while he checked out Gonzagas law school. According to associate professor of business law Don Hackney, The room is all the way to the left, to the north, facing west. The story was told to him by his wifes friend, who let Bundy stay in his dorm. Hackney uses it as a warning to his female students to not get into a car with someone you dont know, after a girl hitched a ride from Bundy to Pullman. He believes the only reason she made it there alive was because people knew his name and car.

Roncalli

One of the all-male halls, Roncalli House is located at 711 E. Boone Ave. Though second-year students are eligible to apply, it predominately houses freshmen. It has three floors plus a basement, with a corridor style layout. Roncalli House was name after Angelo Giuseppe Roncalli, better known as Pope John XXIII. He was unexpectedly elected and thought to become a caretaker pope, but he set in motion major church reforms.

Molly Gianerelli and Marissa Kneisel are a staff writers.

Continue reading here:
Every dorm has a story - Bulletin

Written by simmons |

August 9th, 2017 at 10:43 pm


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