July 2011 Business Magazine

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LET’s Roll flight 93 memorial ride

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BIKES FLAGS

HEROES

SEPTEMBER 11, 2011 marks the 10th anniversary of the terrorist attacks on the United States – as well as the first American victory in the war on terrorism. The passengers and crew of Flight 93 took action, sacrificing their own lives to save others in defense of our country. We will never forget them. The LET’S ROLL FLIGHT 93 MEMORIAL RIDE is an organized motorcycle event unlike any other to honor these 40 heroes and to raise funds for the Flight 93 National Memorial in Shanksville, Pennsylvania. This special ride will gather groups of 40 riders at designated “flight path” locations – including Erie, Meadville/Conneaut Lake, Pittsburgh, Cranberry Township, Williamsport, Pottsville and Philadelphia, Pennsylvania as well as Fairfax, Virginia. Each sponsored motorcycle will carry a flag bearing the name of one of the 40 heroes, and on September 11, 2011, will join hundreds of fellow riders from across Pennsylvania to travel to the Flight 93 National Memorial. All proceeds benefit the Flight 93 National Memorial Campaign.

SPONSORSHIP: $1,000 DONATION (PER MOTORCYCLE) INCLUDES: (1) Flight 93 Memorial flag bearing the name of one of the 40 heroes (1) Exclusive Flight 93 T-shirt (1) Exclusive Flight 93 commemorative pin (1) Exclusive Flight 93 patch (1) American Flag flown over the Flight 93 Memorial site

LET’S ROLL FLIGHT 93 MEMORIAL RIDE Honorary Grand Marshal, The Honorable Thomas J. Ridge, co-chairman of the Flight 93 National Memorial Campaign, former Secretary of Homeland Security and governor of Pennsylvania

Saturday, September 10: Riders will gather at their designated flight location for departure (details and time TBA). Pending arrival in Shanksville, riders may attend the Flight 93 National Park dedication ceremony, time permitting. Flight 93 Memorial Ride Concert: All riders are cordially invited to join Flight 93 family members for a special concert with Country Music Star DARRYL WORLEY on Saturday, September 10 at the Seven Springs Resort (time TBA). Exclusive Accommodations/Rates: A limited block of rooms (not included with sponsorship) has been reserved for sponsored riders at the Seven Springs Resort. Sponsors must be paid in full to reserve a room at a discounted rate. Reservations are first come, first serve. Sunday, September 11: All flights will gather at the Seven Springs Resort for departure to the Flight 93 Memorial Service (time TBA). At the conclusion of the service, riders may depart with their “flight path” groups or on their own.

JOIN US AND BE A PART OF HISTORY! REGISTER AT WWW.LETSROLLRIDE.COM

LET’S ROLL FLIGHT 93 MEMORIAL CONCERT: American Country Music Star Darryl Worley

• • •

Contact Tracie Black at 800/815-2660, 814/833-3200 or tblack@mbausa.org For information about the Flight 93 National Memorial, visit www.honorflight93.com For information about the 2011 Roar on the Shore® Bike Rally (benefiting Flight 93 National Memorial), visit www.roarontheshore.com

BUSINESS M A G A Z I N E Manufacturer & Business Association

VOLUME XXIV, NUMBER 7

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21 52$5 7+(

2011 Bike Rally Salutes 9/11 Heroes, Raises Funds for Flight 93 Memorial / Page 8

JULY 2011

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July 2011

Blue Ocean Strategy Center

EDITORIAL >

FEATURES >

What quality means in health insurance.

Roar on the Shore Board Chairman Clarence Kearney talks about the 2011 rally, set for July 14, 15 and 16 in the heart of downtown Erie, this year’s charity — the Flight 93 National Memorial Campaign, and the economic boost that RoarŽ provides to the region.

7 / Health Matters SANDRA MCANALLEN

11 / Legal Brief

A closer look at the unique two-year window in which taxpayers can transfer wealth to future generations. JIM SPODEN

8 / 2011 Roar on the ShoreÂŽ

13 / Financial Adviser

How an organized and systematic planning process can benefit you financially. JOHN F. EVANS

20 / Blue Ocean Strategy

When you’ll know it’s the right time to turn trends into business opportunities. ANGIE ANGUS & + ( ' 8 / ( 7 5 $ , 1 , 1 * 6 $ 6 6 2 & , $ 7 , 2 1

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Organizers explain why this year’s Roar on the ShoreŽ bike rally is benefiting more than just a single charity, but rather a national movement to memorialize those aboard Flight 93 who sacrificed their lives for their country on September 11, 2001.

16 / Locco Awards

5 / Business Buzz 14 / HR Connection

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See photos of the 2011 Patrick R. Locco Scholarship Award winners and nominees.

17 / On the Hill

Association State Government Relations Representative Anna McCauslin provides an update on the meetings held with 10 state legislators and policy makers on the MBA’s pro-growth, pro-business agenda, during a recent trip to Harrisburg.

< INSERT / Training Catalog Find out about the Association’s upcoming professional development and computer training courses, in our new quarterly Training Catalog!

Blue Ocean Strategy Center

DEPARTMENTS >

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18 / HR Q&A 21 / People Buzz

Perfect for the open road!

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Scan our QR code above to receive the current Business Magazine on your smartphone or mobile device using your QR app. You also can receive Association and magazine updates on Facebook and Twitter, or read our digital edition on www.mbausa.org! July 2011 > www.mbausa.org > 1

SPOTLIGHT > by Karen Torres Clarence Kearney is a partner with the accounting firm Malin Bergquist & Company, LLP in Erie and chairman of the 2011 Roar on the Shore® bike rally, one of the fastest-growing free motorcycle events in the United States. Kearney recently met with the Business Magazine to discuss the rally, set for July 14, 15 and 16 in the heart of downtown Erie, this year’s charity — the Flight 93 National Memorial Campaign, and the economic boost that Roar® provides to the region.

Many people may not know this but you are both a CPA and an avid biker. What has attracted you and other professionals to riding? I grew up riding motorcycles from the time I was 12 and took it up again in 2007 after assisting Kelly and Susan Lapping buy the Harley-Davidson store here in Erie. For me and many other professionals, riding is a great stress reliever and provides such a feeling of freedom and friendship with fellow riders. Why did you decide to become actively involved in Roar on the Shore®? I watched the first year (with grand marshal Peter Fonda) and just knew it was the beginning of a great thing for our community, not only as a popular event but also as an important economic driver. The Roar® provides so much revenue for businesses in the area and my hope is that more of the businesses benefiting from it will see how important it is to support it as a sponsor in some way. Like any charity, we always need the help of the community to prosper and grow. What makes this rally so different from other rallies that you’ve attended? First, we are purely a charitable organization putting on a great time for motorcycle enthusiasts and their friends while raising money for a worthwhile cause. Second, we provide a great entertainment venue for very little cost. Third, we sponsor rides for the bikers to other parts of our region, which have been extremely popular and growing each year. Last, but not least, is the Bringin’ in the Roar Bike Parade, which has become the signature kickoff of Roar®. Now entering its fifth year, the Roar on the Shore® has helped raise more than $250,000 for local charities. How critical is the charity selection process to the rally? The process is critical because we always need the selection to resonate with the biker community. There are so many wonderful charitable organizations and each year we try to select one that will help us draw the bikers back. In 2011, Roar® has expanded its scope of community to benefit the Flight 93 National Memorial in Shanksville, Pennsylvania, which will serve as a permanent tribute to the 40 heroes of Flight 93. Why was this the right time for this specific fundraising effort? The Board knew it would resonate with the biker community, which tends to be very patriotic, and this year being the 10th anniversary of the horrible terrorist attacks made it even more of the right thing to do. Who knew Bin Laden’s fate might also make it so memorable for us all. The Roar® has added a special fundraiser — the Let’s Roll Flight 93 Memorial Ride — on September 10 and 11, 2011, which will include nine honor flights of 40 bikes each from eight locations throughout Pennsylvania and Virginia that will attend the Flight 93 memorial services. What are your expectations for this event? The Let’s Roll Flight 93 Memorial Ride provides another way for the biker community to show their patriotism and pride for the passengers and crew of Flight 93 and to honor their selfless act of defiance against the terrorists. I expect this ride to be the culmination of a great year for the Roar on the Shore® and what it stands for. It will be a day I will remember for the rest of my life. We will never forget all of the people in New York, Washington, D.C., and Pennsylvania that died on September 11, 2001. To learn more about Roar on the Shore® and the Let’s Roll Flight 93 Memorial Ride, please see story on Page 8.

VOL. X XIV, NO. 7 JULY 2011 Manufacturer & Business Association Board of Governors

Editor in Chief

Executive Editor

Managing Editor & Senior Writer

Yvonne Atkinson-Mishrell John Cline Dale Deist Bill Hilbert Jr. Timothy Hunter Dan Ignasiak Richard Knight J. Gordon Naughton John B. Pellegrino Sr., P.E. Dennis Prischak Robert S. Pursell Lorenzo Simonelli Phil Tredway Ralph Pontillo rpontillo@mbausa.org John Krahe jkrahe@mbausa.org Karen Torres ktorres@mbausa.org

Contributing Writers

Angie Angus John F. Evans Jessica Crocker Sandra McAnallen Jim Spoden

Photography

iStockphoto.com Karen Torres Ron Stephens La Mirage Studio 814/835-1041

Advertising Sales

Design, Production & Printing

Patty Welther 814/833-3200 or 800/815-2660 pwelther@mbausa.org Printing Concepts Inc. printcon@erie.net Jessica Crocker

ON THE COVER: Organizers explain why the Roar on the Shore® bike rally, one of the fastest-growing free motorcycle rallies in the United States, once again will draw thousands of bikers and bike enthusiasts to the shores of Lake Erie to raise money for a worthwhile cause. For full story, see Page 8. Mission Statement The Manufacturer & Business Association is dedicated to providing information and services to its members that will assist them in the pursuit of their business and community interests. – Board of Governors Manufacturer & Business Association 2171 West 38th Street Erie, Pa. 16508 814/833-3200 or 800/815-2660 www.mbausa.org © Copyright 2011 by the Manufacturer & Business Association. All rights reserved. Reproduction or use of editorial, pictorial or advertisements created for use in the Business Magazine, in any manner, without written permission from the publisher, is prohibited. Unsolicited manuscripts cannot be returned unless accompanied by a properly addressed envelope bearing sufficient postage. The magazine accepts no responsibility for unsolicited manuscripts or artwork. The Business Magazine and Manufacturer & Business Association do not specifically endorse any of the products or practices described in the magazine. The Business Magazine is published monthly by the Manufacturer & Business Association, 2171 West 38th Street, Erie, Pa. 16508. Phone: 814/833-3200 or 800/815-2660.

July 2011 > www.mbausa.org > 3

Business Buzz MACDONALD ILLIG PRESENTS $5,000 DONATION TO ACES For the second year in a row, MacDonald, Ilig, Jones & Britton, LLP has donated $5,000 to the Americans for the Competitive Enterprise System (ACES), an Erie, Pennsylvania-based nonprofit, non-political, educational organization that promotes the understanding of free market economics to students, teachers and the general public through partnerships between the business and education communities. The donation, approved through the Educational Improvement Tax Credit program, will be used to assist ACES in providing the Pennsylvania Business Week program to high schools throughout western Pennsylvania. Pennsylvania Business Week is a one-week in-school program with a rigorous curriculum that teaches students about the American economic system and career opportunities within the business community. For more information, visit www.aceserie.org.

This certification covers Class 1, 2 and 3 shop assemblies (NA), Class 1, 2, 3, CS and MC fabrication without design responsibility (NPT), and Class 1, 2, 3 and MC fabrication of supports without design responsibility (NS). In addition to the above certificates, PSB holds ASME Certificate of Authorization for U, S and UM stamps and National Board Certificate of Authorization for the NB and R stamp. Front row, from left: Jim Ohrn, vice president and CFO at Custom Engineering; Val Laufenberg, executive director of ACES; Yvonne Best Proctor, Waterford Elementary School principal at Fort LeBoeuf School District; Attorney James Spoden, MacDonald, Illig, Jones & Britton; and Jeremy Lincoln, vice president of Purchasing at Lincoln Metal Processing. Back row: John Krahe, Manufacturer & Business Association vice president.

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PSB AWARDED NUCLEAR MANUFACTURING STAMPS PSB Industries in Erie recently announced that it has successfully received the NA, NPT and NS Certificates of Authorization from the American Society of Mechanical Engineers (ASME).

“The addition of this certification to our current quality management system gives our company the opportunity to extend our capabilities into the nuclear arena and supply the world-wide market through the PSB organization,� said PSB President Mark McCain. “We are excited about

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HANDS Board Member Candace Battles (in yellow), President and CEO Charles Scalise (second from right) and Erie Mayor Joe Sinnott (right) attend a ribbon-cutting ceremony for a new home in Erie.

DEPARTMENTS > Contact: Jessica Crocker

our opportunities moving forward in enhancing our business model for many more years of continued growth." Founded in 1951, PSB Industries maintains its position as a manufacturer of custom dehydration and purification equipment. The company’s engineered packaged modular valve skids operate throughout the world in refinery, petrochemical, power, air separation and fuel gas plants. For more information, visit www.psbindustries.com.

its Irving, Texas-based staff, as well as its Lexington, North Carolina and San Francisco, California operations to Logistics Plus. The acquisition expands Logistics Plus’ portfolio of services including international ocean transportation, air freight forwarding, intermodal transportation management, distribution, warehousing and fulfillment, trucking and expedited delivery.

Under the terms of the agreement, Horizon Lines will transfer the majority of

For more information, visit www.logisticsplus.net.

Maleno Family-to-Family Fund

LOGISTICS PLUS ACQUIRES HORIZON LOGISTICS Erie-based Logistics Plus, Inc., which provides a full range of logistics services to more than 300 customers and global freight clientele, recently acquired Horizon Logistics, the 3PL subsidiary division of Horizon Lines.

Additionally, Logistics Plus is in the process of purchasing the Dana Brake building in Erie, a 75,000-square foot building on nearly eight acres just off the Bayfront Connector. The company plans to use the space for trucking, warehousing and various other business opportunities, and incorporate a mural by artist Jason Mumford that celebrates Logistics Plus and the City of Erie.

EBC OFFERS NEW ENTREPRENEUR ESSENTIALS PROGRAM ONLINE Erie Business Center (EBC), one of the area’s longest-established career training institutions, recently began offering an online Entrepreneur Essentials series. The five-part online program is designed to help future entrepreneurs develop their ideas to create a working business plan to serve as the framework to launch their own small business. An independent learning series that allows participants to take their own pace from their own home, the certificate series is divided into five modules that help students determine the feasibility of their business idea; the basics of legal, finance and accounting; strategies for creating and maintaining a competitive advantage; and the fundamentals of human resources, marketing and how to measure success. Enrollment is not limited to EBC students. For more information, visit www.eriebc.edu.

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The Maleno Family-to-Family Fund made it possible for Maleno Development to renovate Erie resident Patricia Fronzaglia’s (center) Warsaw Avenue home to suit her mobility needs.

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Maleno Development’s first major makeover project was featured on ABC’s “Extreme Makeover: Home Edition."

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Health Matters

EDITORIAL > by Sandra McAnallen

What Does Quality Mean in Health Insurance? Consumers look for quality in almost every purchase decision they make. So, it makes sense that the same standard would be applied to health insurance. And yet, in many instances, defining quality in terms of health insurance is a problem for those who are tasked with making choices for their employees, including employers. A Definition of Quality The simplest way to define quality in health insurance is: access to quality care. Access is what helps people get the right care in the right place at the right time, and enables them to enjoy an excellent experience in terms of member services. How to Measure Quality Measuring quality accurately is difficult, but there are markers that employers can look for and specific questions they can ask. Begin by researching the health plan’s network of hospitals and physicians. A second thing to look for is accreditation. An accredited provider organization, such as a hospital or a health plan, is one that has met the standards of an independent organization. There are many national organizations that review and accredit health insurance plans and institutions. The National Committee for Quality Assurance (NCQA) is an independent, not-for-profit organization that regularly measures the quality of care delivered by the nation’s health plans. You can compare the health insurance plans by looking at the NCQA website, www.ncqa.org, to see if the plans are accredited and how their

quality scores compare. Research state-specific reports to find out the rate of complaints for a health plan and the hospitals it uses. You also can find stories about the health plan in various publications, such as magazines and newspapers. Member satisfaction of health-plan service is an important indicator of quality. J.D. Power and Associates, a nationally recognized market research company, ranks health plans in member experience every year, using seven key drivers of satisfaction: coverage and benefits, provider choice, information and communication, claims processing, statements, customer service, and approval processes. The names of the hospitals in a health plan’s network can be found on state-specific websites. Employers also can look into what the American Medical Association’s (AMA) physicians think about working with a particular health plan on the AMA’s website, www.ama-assn.org. Health plans should enhance its members’ experiences with services that promote effective and efficient care. Members should be assured that they would receive the recommended care for all of their health needs including heart disease, diabetes, respiratory conditions, pediatric care, women’s health and behavioral health. The recommended care will lead to improved health and lower costs. For health plans, quality is a concept that is not limited to the delivery of health-care services. It also extends

to areas such as customer service, promotion of healthy workplaces and cost transparency. Quality Measures an Employer Should Look for Include: • How does the health plan ensure good medical care? • Are doctors’ qualifications reviewed before they are added to the plan’s network? • Is the care provided by a health plan’s doctors and hospitals reviewed on a regular basis? • Does the health plan review its own services to make the changes needed to correct the problems? • How are member complaints handled? For more information about quality in health insurance, please visit www.upmchealthplan.com. Sandra McAnallen is senior vice president for Clinical Affairs and Quality Improvement for UPMC Health Plan, which is part of the integrated partner companies of the UPMC Insurance Services Division. These include UPMC Health Plan, UPMC Work Partners, LifeSolutions, UPMC for You (Medical Assistance), Community Care Behavior Health, Askesis Development Group and E-Benefits – and which offer a full range of insurance programs and products.

July 2011 > www.mbausa.org > 7

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2011 Bike Rally Salutes 9/11 Heroes, Raises Funds for Flight 93 Memorial For the fifth year in a row, the Roar on the Shore® bike rally, one of the fastest-growing free motorcycle rallies in the United States, will draw thousands of bikers and bike enthusiasts to the shores of Lake Erie to raise money for a worthwhile cause. In fact, since its inception by the Manufacturer & Business Association in 2007, the Erie, Pennsylvania-based rally has raised more than $250,000 for local charitable organizations, including the John Kanzius Cancer Research Fund, Shriners Hospitals for Children – Erie, Operation Iraqi Freedom and Operation Enduring Freedom veterans and their families, and most recently SafeNet’s Big Backyard Children’s Garden. But this year, it will be different, very different, than any rally held before. Because this year’s Roar® is benefiting more than just a single charity, but rather a national movement to memorialize those aboard Flight 93 who sacrificed their lives for their country on September 11, 2001 — the worst terrorist attack ever on U.S. soil. On that infamous day, thousands of people were killed when terrorists crashed two commercial airliners into the World Trade Center towers in New York City and a third into the Pentagon in Washington, D.C. As the

Learn How You Can Support the Memorial Campaign • For information about the Flight 93 National Memorial, visit www.honorflight93.com. • For information about the 2011 Roar on the Shore® bike rally and the most current events schedule, visit www.roarontheshore.com. • For questions about the Let’s Roll Flight 93 Memorial Ride and how to participate, visit www.letsrollride.com or contact Tracie Black at 800/815-2660, 814/833-3200 or tblack@mbausa.org. 8 < www.mbausa.org < July 2011

world watched in horror and wondered when or where the next attack would strike, it was in the skies above Somerset County, Pennsylvania — only a four-hour ride from Erie and The Hub of Roar® — that the 40 passengers and crew of Flight 93 selflessly gave their lives to take down a fourth hijacked plane from reaching its likely intended target, the nation’s capital, and save thousands of innocent people on the ground. Over the past 10 years, the rural field where that plane crashed has been turned into a makeshift memorial for those heroes and their families — a gravesite where many believe a permanent marker has been long overdue. “As Americans, we have a historic opportunity to help build a monument that will honor these brave men and women,” explained Clarence Kearney, chairman of the 2011 Roar on the Shore® Board. “And, as Pennsylvanians, we have a duty to be the caretakers of that burial ground. That is why, for one year and this year — the 10th anniversary of the 9/11 terrorist attacks — we are expanding our definition of community to include the Flight 93 National Memorial in Shanksville.” In order to help raise the funds needed to complete construction of the memorial and draw more than 65,000 people to the fundraising rally on July 14, 15 and 16, Roar® organizers have lined up a schedule jampacked with musical acts, rides and entertainment and more. Country music star Darryl Worley will serve as grand marshal of Thursday, July 14’s Bringin’ in the Roar Bike Parade — the official kickoff of Roar® — and headline performer for Thursday night’s concert. Worley is nationally known for his song, “Have You Forgotten,” the unofficial anthem of those who lost their lives on 9/11. “As Americans, ‘we will never forget,’ that tragic time in our nation’s history,” said Kearney, “and this year’s Roar® will hopefully help remind people of the importance of donating to this memorial cause.” According to organizers, Worley will be followed on stage by several major musical acts, including Friday’s concert headliner Mustang Sally

Each July, the Roar on the Shore® bike rally draws thousands of bikers to Erie, Pennsylvania to rally for a good cause. This year, to help honor the heroes of Flight 93 on the 10th anniversary of the 9/11 terrorist attacks, that beneficiary is the Flight 93 National Memorial in Shanksville, Pennsylvania.

and Saturday’s Rock ‘n’ Roar Concert headliner LoCash Cowboys. Also as part of the three-day rally, the Roar® will feature rides including the annual Thunder on the Isle: The Mayor’s Ride around Presque Isle State Park; the Roar to the Vineyards Poker Run to several wineries in the region; and the first annual Lake Escape Motorcycle Run, taking participating bikers on a loop of Lake Erie, Findley Lake and Chautauqua Lake in New York state. A raffle for a custom 2011 HarleyDavidson Dyna® Wide Glide® also will be held on Saturday night to help raise funds. Organizers say all proceeds from the events will benefit the Flight 93 National Memorial Campaign. “An event of this magnitude would not be possible without the support of the community and especially the businesses, such as major sponsor Harley-Davidson of Erie and others, which have generously opened their hearts and their pocketbooks to sponsor the Roar®,” said spokeswoman Tammy Polanski. “This is a major fundraising effort and one that is clearly important to all Americans, especially those in Pennsylvania, who feel a sense of urgency and dedication to getting this memorial built.”

Let’s Roll Flight 93 Memorial Ride

The Roar on the Shore Board recognized early on the importance of its role in the Flight 93 memorial fundraiser and has been actively developing other avenues to help increase contributions to the memorial fund.

Recently, David Beamer urged Americans to support the memorial efforts for the victims of 9/11. Beamer is the father of Todd Beamer, one of the heroes of Flight 93, who famously stated, “Let’s roll.” “I would … hope in the process of remembering, all Americans… make an additional little sacrifice and support the 9/11 memorial in New York and support the Flight 93 memorial in Shanksville,” Beamer told FOX News. That way we can “continue the memory of what happened that day for generations to come.” Several big names already have supported the Let’s Roll Flight 93 Memorial Ride fundraising effort, including legendary bike builder Arlen Ness. Ness, with input from family members of the Flight 93 heroes, recently created a custom one-off Flight 93 National Memorial Tribute Bike that was sold on May 21, during the Discovery HD Theater’s Mecum Auto Auction broadcast live from Indianapolis on national TV. In less than three minutes and with family members Marci and Ken Nacke, brother of Flight 93 hero Louis “Joey” Nacke II, in attendance, the auction netted $40,000 from buyer Bob Johnson of Gainesville, Georgia — one of the largest single donations in Roar® history. The candy-apple-red motorcycle, reminiscent of those Ness built years ago, contains images of the planned Flight 93 memorial as well as the names of the 40 passengers and crewmembers. >

For this reason, organizers are hosting the Let’s Roll Flight 93 Memorial Ride on September 10 and 11, 2011, as a special fundraiser to benefit the national memorial campaign. As part of the ride, each sponsored motorcycle will carry a flag bearing the name of one of the 40 heroes and, on the 10th anniversary of the terrorist attacks, join hundreds of fellow bikers from across Pennsylvania and Virginia on a ride to the memorial site in Shanksville for the dedication and memorial service.

The three-day Roar® rally, July 14, 15 and 16, is filled with rides, entertainment and more. Headliners include Darryl Worley, LoCash Cowboys and Mustang Sally. Worley, who is grand marshal of the Bringin’ in the Roar Bike Parade, also will perform at the Flight 93 Tribute Concert on September 10, 2011, as part of the Let’s Roll Flight 93 Memorial Ride, a special event being sponsored by Roar® this fall.

July 2011 > www.mbausa.org > 9

oriented along the final flight path of the plane, will be located at the end of the plaza. The new memorial will be unified across a vast landscape, transforming what was once a common field into a “Field of Honor.” The Let’s Roll bike, designed by legendary bike builder Arlen Ness with input from Flight 93 family members, recently was auctioned for $40,000 at the Mecum Auto Auction in Indianapolis. All proceeds benefit the Flight 93 National Memorial Campaign.

“We were so pleased to unveil Arlen’s unique contribution at such a prominent venue,” said John B. Pellegrino Sr., P.E., chairman of the Manufacturer & Business Association, which sponsors Roar on the Shore®. “This spectacular motorcycle is a critical component of our fundraising for the Flight 93 memorial.” Former Pennsylvania governor and the nation’s first secretary of Homeland Security, the Honorable Tom Ridge, who serves as honorary co-chair of the Flight 93 National Memorial Campaign, will serve as the Let’s Roll Ride’s honorary grand marshal. And, country singer Darryl Worley will perform a special evening tribute concert on September 10 at the Seven Springs Mountain Resort, only miles from where memorial services will be held the following day.

“The heroes of Flight 93 took action and it is now our opportunity — our responsibility — to take action and help build a national monument, the only one of its kind, to honor the heroes of Flight 93,” noted Polanski. “The creation of the Flight 93 National Memorial is a historic opportunity to honor these citizen heroes and to share the story of their courage. It is a monument to the very best of American character — a place where future generations can come to learn how the actions of a few people can make a profound and lasting difference.” Added Kearney, “The biker community has always been very supportive of Roar® and its charities. We expect nothing less than an outpouring of support for this special event benefiting the Flight 93 National Memorial.” Organizers say a crowd of more than 65,000 is expected to fill The Hub in downtown Erie during the 2011 Roar® rally.

Organizers say every portion of the weekend has been designed to help raise awareness and contributions so that the heroes of Flight 93 finally have the memorial that is needed for their final resting place. According to the Flight 93 National Memorial Campaign, the first phase of the memorial is scheduled to be dedicated on September 11, 2011. Later in the year, construction will begin on a 1,000-foot-long viewing plaza that will surround and protect the crash site, which will be left undisturbed. A wall engraved with each of the 40 heroes’ names,

Thank You Sponsors

The Roar of the Shore Board of Directors and Manufacturer & Business Association Board of Governors wish to the thank the following organizations, as of press time, for their support of this year’s rally and fundraising efforts:

QUAKER STEAK

& LUBE

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BEST WINGS USA

Blue Ocean Strategy Center

Legal Brief

EDITORIAL > by Jim Spoden

A Time for Gifting for Future Generations On December 17, 2010, the Tax Relief, Unemployment Insurance Reauthorization and Job Creation Act of 2010 ("TRA 2010") became law. Many articles have discussed the income tax aspects of TRA 2010, but some of the best tax-savings measures lie with the expansion of the U.S. Estate, Gift and Generation-Skipping Transfer Tax exemptions. With the expanded exemptions, and current economic conditions, taxpayers have a unique two-year window (which could be extended) to transfer wealth to future generations. This article will briefly explore a few of these opportunities.

most estate plans by reducing the need for exemption planning, which involves mandatory funding of testamentary trusts. Without further congressional action, the new exemption amount will be reduced to $1 million in 2012. Therefore, taxpayers currently have a limited window to transfer up to $5 million each ($10 million for a married couple) free of the Estate or Gift Tax.

Increase in the Estate and Gift Tax Exemptions Both the Federal Estate and Gift Tax laws provide every taxpayer with an exemption that permits the transfer of assets free of these taxes. Between tax years 2004 and 2009, the exemption amounts applicable to the Estate and Gift Tax were different. With the passage of TRA 2010, both exemption amounts are set at $5 million through 2012.

Generation-Skipping Transfer Tax ("GST Tax") Exemption TRA 2010 also permits every individual a $5 million exemption from the GST Tax (that is, a tax on transfers to grandchildren and more remote descendents). The $5 million GST Tax and Gift Tax exemptions make this an ideal time to make transfers to grandchildren, or to create trusts for their benefit. Without congressional action, the GST Tax exemption will be reduced to approximately $1.4 million in 2013. If the transfer is made prior to 2012, neither the Gift nor GST Tax exemption amount should be “clawed back.” Note: GST gifts also use up your Gift Tax exemption.

When an individual makes a lifetime transfer of a present interest, the exemption amount is reduced by the value of the gift that exceeds the annual exclusion, currently $13,000. The exemption amount remaining at the taxpayer’s death can be used to transfer assets free of Estate Tax. With the passage of TRA 2010, any remaining exemption amount not used by a taxpayer can generally be transferred to the taxpayer's surviving spouse. This “portability” of the exemption amount, though currently scheduled to expire in 2012, may become permanent. The increased exemption amount and the use of portability should help simplify

Grantor Retained Annuity Trust (a "GRAT") A GRAT permits an individual to transfer assets (often S Corporation stock) into a trust that will pay the Grantor an annuity for a specified period, with the remainder passing to the Grantor's children. The value of the gift is determined by the value of the interest retained by the Grantor. If the GRAT is structured properly, the remainder interest can be valued at or near zero (referred to as a “zeroed out GRAT”) and the transfer uses no Estate and Gift Tax exemption amount. Tax legislation introduced in recent years has attempted to impose a minimum GRAT term of 10 years,

and to prohibit the use of the “zeroed out GRAT.” However, neither was accomplished by TRA 2010. Current economic conditions make this is an ideal time to transfer your business interests to children using a GRAT. Impacts of TRA 2010 on Charitable Giving: • By increasing the Estate and Gift Tax exemption amount, post-mortem charitable giving is likely to decrease. • Phase out of itemized deductions, which affects charitable contributions, delayed through 2012. • Extended the ability to make rollover contributions of IRAs up to $100,000 to charity through 2011.

For more information on estate, gift and generation-skipping transfer tax exemptions, contact Jim Spoden at MacDonald, Illig, Jones & Britton, LLP at 814/870-7710 or jspoden@mijb.com.

Jim Spoden is a senior partner at MacDonald, Illig, Jones & Britton, LLP. He concentrates his practice in the area of corporate, commercial and business law, with a special emphasis on taxation and estate planning for small business owners. He also is active in the area of business formation, mergers, acquisitions and divestitures.

July 2011 > www.mbausa.org > 11

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Financial Adviser

EDITORIAL > by John F. Evans

The Case for Planning Most people have heard the adage, “If you fail to plan, you plan to fail.” We all understand the need to plan for our businesses, our vacations and our calendars. Where we often fall short is in planning for our future. I have met many business and professional people over the years whose businesses are very successful due, in no small measure, to the planning they have done throughout their careers. They study the markets, analyze their competitors, consider when and how to introduce new products and services, constantly seek lower operating costs and higher productivity and maximize their advantage under existing tax laws. In short, they do everything right. Unfortunately, too many people do not carry that same discipline and focus into planning for their future and that of their families. We are living in an exciting time with longevity increasing and a combination of healthier lifestyles and advanced medical care making the second half of life more active and enjoyable than in the past. With an organized and systematic planning process, this can be the best time of life; without it, this period may be a constant struggle. Let’s review the specific steps in a well-developed planning process: 1. Determine one’s goals, objectives and needs. Quantify these if possible in order to permit tracking against the plan over time. 2. Gather appropriate data. This includes both quantitative and qualitative information as the planning process should address both financial and lifestyle needs.

3. Develop an analysis and projection based on one’s current situation and structure. Compare the results to the goals and objectives listed in the first step. 4. Create alternative projections reflecting changes in the management of one’s situation and other circumstances identified. This is the portion of the process in which a variety of assumptions and unexpected events can be introduced and tested to determine the integrity of the plan. 5. Finalize the plan and related strategies that best fit one’s goals, objectives and needs and proceed with implementation. 6. Regularly review the plan in light of current circumstances and revise the plan as necessary to address those changes. Benefits of Working with an Expert One might ask if it is necessary to engage an experienced financial planner to help create and maintain such a plan. Let me suggest three reasons to do so. First, the planner has the experience and expertise in this area of financial services; it is unlikely that the individual, even those involved in financial services, has the breadth of knowledge and the range of experience to do this as effectively on their own. Second, the professional planner brings an independent perspective to the process and can question expectations and assumptions that the individual might otherwise take as a given. Third, the planner will seek input from the individual’s tax and legal advisers such that the plan represents the best collective effort of the professional

team. It is unlikely that the individual, acting on his/her own, would have sufficient knowledge to pose the right questions and explore the most effective options. There are a number of qualified financial planners in our area; feel free to talk with several before making a selection. Worth Noting By recognizing the financial challenges before us as a country, which will undoubtedly lead to many changes in the role of government and the support it provides, there is no better time to get one’s financial house in order than now. Remember that you can choose either to be the architect of your future or a victim of the future; however, the timeframe in which that choice is available is finite. For more information about financial planning services, please contact John Evans at Evans Advisory Services at 814/464-0224 in Erie, 814/806-1688 in Meadville or john@evansadvisoryservices.net. John Evans is the president of Evans Advisory Services with offices in Erie and Meadville. He is a graduate of Bucknell University and the University of Pittsburgh’s Katz School of Business. He is a Certified Public Accountant, a Certified Financial Planner™ and a Chartered Retirement Planning Counselor. He holds both insurance licenses and a securities registration and is actively involved in the Erie community, serving on several nonprofit boards. Investment management services provided by Brookstone Capital Management, LLC, an SEC registered investment advisory firm.

July 2011 > www.mbausa.org > 13

HR Connection STUDY: CHARITABLE GIVING CAN BE A GOOD INVESTMENT Charitable giving is so deeply engrained in our culture that it’s nearly a national mandate. So it should be no surprise to learn that, according to the IBM Institute for Business Value, 50 percent of employees would accept a lower wage to work for a socially conscious company and 40 percent would work longer hours. Companies that place social responsibility at the core of their business strategy have found greater growth opportunities. An APCO Corporate Responsibility Study found that 72 percent of consumers have purchased a company’s product based on positive corporate responsibility. No matter the size of the agency, according to the study, a company

can integrate philanthropic and community involvement programs into its business model to address social issues while building a healthier corporate culture of employee engagement, professional development and creative partnering. MAJORITY OF BUSINESSES BACK VOLUNTEERISM Corporate America is giving workplace volunteerism a strong vote of confidence as a means to make a significant, long-term difference in their communities. According to a Deloitte Volunteer IMPACT Survey, more than eight in 10 companies (84 percent) believe that volunteerism can help nonprofits accomplish long-term social goals, and are increasingly offering skills-based volunteer opportunities to employees.

According to the survey, the top criteria when determining volunteer activities are: • Has a high potential to help alleviate a societal issue (36 percent) • Helps the nonprofit function more effectively (31 percent) • Helps the nonprofit serve more clients/beneficiaries (31 percent) • Helps build our brand (15 percent) • Enhances employee morale (23 percent) Deloitte CEO Barry Salzberg noted, “For years we have championed the belief that volunteerism can accomplish significant social goals, and it’s clear that the needle is moving in that direction.”

At the Erie Federal Credit Union we’ll create a customized financial solution to meet the needs of local businesses.

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14 < www.mbausa.org < July 2011

DEPARTMENTS > Contact: Stacey Bruce

What Employers Should Know About ACOs An accountable care organization (ACO) is a type of payment and delivery reform model that ties provider reimbursements to quality metrics and reductions in the total cost of patient care. A network of coordinated health-care providers form an ACO, which then provides care to a group of patients.

• ACO-participating providers must notify beneficiaries that they are receiving care in an ACO and that the provider is eligible to receive additional payment or be liable for potential losses, depending on whether the provider delivers high quality, cost-effective care.

On March 31, federal agencies released documents associated with ACOs, including a Proposed Rule issued by the Centers for Medicare & Medicaid Services (CMS) under the Medicare Shared Savings Program (SSP). The Proposed Rule establishes quality performance and a method for linking quality and financial performance that will serve as the foundation for the ACO payment. It also requires ACOs to report certain aspects of their performance and operations as a condition for participation in the SSP.

• Each ACO-participating also must notify the beneficiary that their claims data may be shared with the ACO and provide the beneficiary with the opportunity to opt-out of those data-sharing arrangements.

Malin Bergquist Charities, Inc.

Specifically, here’s what employers need to know about the Proposed Rule:

• Providers are prohibited from requiring that a beneficiary obtain services from another provider or supplier in the same ACO. • ACOs must complete an application in order to participate in the SSP, and must document how the ACO plans to deliver high quality care at lower costs for the beneficiaries it

serves. CMS will not automatically accept ACOs into the SSP. • Each ACO will be responsible for routine self-assessment, monitoring and reporting of the care it delivers. • The ACO must agree to accept responsibility for at least 5,000 beneficiaries, and agree to participate in the SSP for three years. For more information, please contact me at 814/8333200, 800/815-2660, or psmith@mbausa.org.

Patty Smith is the director of Employee Benefit Services at the Manufacturer & Business Association.

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Events The Manufacturer & Business Association recently honored the winners and nominees of the 2011 Patrick R. Locco Scholarship Awards, during a special ceremony at the Association’s Conference Center in Erie. Award winners each received a $1,000 scholarship to apply toward their advanced education and their names are permanently inscribed on a plaque prominently displayed at their respective high schools. Additional awards also were presented to the nominees. For full photo coverage, see the Photo Gallery on www.mbausa.org.

2011 Winners and Nominees

Front row, from left: Brandon Arrow, Mercer County Career Center; Michael Alvarez, Central Career and Technical School; Danetta Harrold, Mercer County Career Center; Edwin Miller, Erie County Technical School; Tyler Akam, Corry Area Career and Technical Center; Jordan Severo, Crawford County Career and Technical Center; and Calvin Skinner, Central Career and Technical School. Second row, from left: Liz Allen Locco Compton, Erie Times-News; Troy Wozniak, Central Career and Technical School; Royal Tate, Central Career and Technical School; Luke Richardson, Erie County Technical School; Zack Richardson, Erie County Technical School; Lucas Bryson, Erie County Technical School; Brandon Pahel, Crawford County Career and Technical Center; and John B. Pellegrino, Sr., P.E., chairman of the Manufacturer & Association Board of Governors and president and CEO of Ridg-U-Rak, Inc. Third row, from left: Alexander Hilton, Crawford County Career and Technical Center; James Beck, Crawford County Career and Technical Center; Dylan Huya, Erie County Technical School; David Mountain; Corry Area Career and Technical Center; and Cody Dilley, Crawford County Career and Technical Center.

Mercer County

Not Pictured: Joshua Velez, Central Career and Technical School.

From left: Kerry Overfield, guidance counselor, and Danetta Harrold and Brandon Arrow, Mercer County Career Center.

Corry Area

Front row, from left: Dana Kruse, Machining Instructor; Kathleen Johnson, CTE director; David Mountain, Tyler Akam and Dan Mather, Building Maintenance instructor/Cooperative Education coordinator, Corry Area Career and Technical Center.

Erie County

Front row, from left: Dylan Huya, Luke Richardson, Lucas Bryson, Zack Richardson and Edwin Miller, Erie County Technical School. Back row, from left: Rob Suprynowicz, instructor for Precision Machining; Mariea Sargent, Drafting and Design teacher; and Joe Tarasovitch, principal, Erie County Technical School.

City of Erie Crawford County

Front row, from left: James Beck, Brandon Pahel and Jordan Severo, Crawford County Career and Technical Center. Back row, from left: Eric McGuirk, guidance counselor; Cody Dilley and Alexander Hilton, Crawford County Career and Technical Center.

16 < www.mbausa.org < July 2011

Front row, from left: Troy Wozniak, Royale Tate, Calvin Skinner and Michael Alvarez, Central Career and Technical School. Back row, from left: Robert DeLaura, CAD instructor; Steve Azzato, Electrical Technolgy instructor; Mark Mikolaczyk, Machine Technology; and Gary Krugger, Pre-Engineering instructor, Central Career and Technical School. Not Pictured: Joshua Velez, Central Career and Technical School.

OntheHill

DEPARTMENTS > Contact: Lori Joint

MBA Representatives Meet with Lawmakers to Lobby for Pro-Growth, Pro-Business Agenda Anna McCauslin is the state government relations representative for the Manufacturer & Business Association in Harrisburg. Contact her at 717/525-7213 or amccauslin@mbausa.org.

Editor’s Note: Manufacturer & Business Association (MBA) Board of Governors Immediate Past Chairman Dan Ignasiak, president of SEPCO-Erie, and Association Vice Chairman Dale Deist, founder of Deist Industries, recently traveled to Harrisburg to discuss the MBA’s pro-growth, pro-business agenda with 10 different legislators and policy makers in the state capital. The MBA group, which also included Association President Ralph Pontillo, Director of Government Affairs Lori Joint and Government Affairs Representative Anna McCauslin, focused on four important issues – right-to-work legislation, education funding, Governor Corbett’s budget proposal and lawsuit abuse reform. According to McCauslin, here is what they learned: Since the Republican takeover in Congress as well as the Pennsylvania General Assembly, there seems to be a complete lack of leadership on the right side of the aisle, with no cohesive strategy and no defined goals to achieve. There also are seemingly many divisions in the Grand Old Party that are threatening to sink the ship. For this new General Assembly to be effective, each party needs to work together and pass the real reforms that businesses need to stay in this state. For example: Right to Work While right-to-work legislation is one of MBA members’ most important issues, it doesn’t appear to be on lawmakers’ radar any time soon. At every meeting, including one with advocate and right-to-work prime sponsor Representative Daryl Metcalfe (R-Butler), Association representatives heard the same answer – it won’t happen this year. As such, the MBA will continue to voice its support of the legislation and educate the business community on ways to get involved. Still, there are pieces of legislation being introduced that will curb union power, and they may have a better chance than all-inclusive right to work.

June 30; however, an unlikely uptick in revenue has Republicans in a quandary. Until the budget is passed, the state is operating with a nearly $4-billion deficit and Governor Corbett has repeatedly stated the general fund will spend no more than $27.3 billion. Yet Senate Appropriations Chair Jake Corman (R-Centre) believes the state will spend an estimated over projection of $504 billion on projects, not debt relief or closing the deficit hole. The Fair Share Act The House passed the Fair Share Act in April. However, it is not a done deal. The biggest roadblock is Senator Stewart Greenleaf (R-Montgomery), chairman of the Senate Judiciary Committee and the longest-serving Republican senator. It is now time to lean on the Republican leadership — namely President Pro Tempore Joseph Scarnati (R-Jefferson) — to get the bill out of committee and onto the floor for a full vote. In Summary While we are not completely satisfied with all that we have seen and believe things are moving at slower pace than expected, the Association's Government Affairs Department continues to advocate for our members on these and other key issues. That is why we encourage you to stay informed by visiting the MBA Government Affairs website at www.mbausa.org, signing up to receive our daily and weekly newsletters, and supporting our legislative efforts to lobby on your behalf. Because, it’s only by letting our members’ voices be heard that the Association can effect real change in the halls of our state Capitol and get Pennsylvania back to its former greatness as a business friendly state.

Education Education has been one of the most discussed topics on The Hill. However, the reality of the situation — which is being lost among the outcries of teachers unions and the like — is that Governor Tom Corbett’s proposed budget actually increases spending to public education. Former Governor Ed Rendell decreased public education funding over two budget cycles and filled the hole with federal stimulus monies. Now that the American Recovery and Reinvestment Act has expired, Corbett is raising education spending by the $500 million that the former governor cut. Budget The budget — including the governor's Association-supported spending plan and no tax pledge — is required to be passed by

From left: Association Board of Governors Vice Chairman Dale Deist, Immediate Past Chairman Dan Ignasiak, Government Affairs Director Lori Joint, Pennsylvania Lt. Governor Jim Cawley, Government Affairs Representative Anna McCauslin and Association President Ralph Pontillo. July 2011 > www.mbausa.org > 17

HR Q&A WE EMPLOY A MAN WHO HAS BEEN ELECTED AS AN OFFICER FOR THE VOLUNTEER FIRE DEPARTMENT WHERE HE LIVES. HE NOW HAS A PAGER AND HAS REQUESTED TO LEAVE WORK WHEN NOTIFIED OF FIRES, AUTO ACCIDENTS AND OTHER EMERGENCIES. CAN WE DENY HIS REQUEST? Under Pennsylvania law, 43 P.S. §§1201-1205, “No employer shall terminate or discipline an employee who is a volunteer fireman, fire police or volunteer member of an ambulance service or rescue squad and in the line of duty has responded to a call prior to the time he was due to report for work resulting in a loss of time from his employment.” An employer is not required to pay the employee for the missed time. Therefore, the short answer

to your question is, yes; you may deny his requests to leave once he is at work. CAN AN EMPLOYEE ‘VOLUNTEER’ TO PERFORM WORK FOR THEIR EMPLOYER WITHOUT COMPENSATION? In many cases, an employee cannot “volunteer” unpaid time to his or her employer. Volunteer activities are allowed if an individual is performing services for an organization and is not also an employee of that organization. However, once an employer-employee relationship exists, individuals cannot volunteer additional unpaid time for their employer unless a number of conditions are met. For example, a nonprofit organization can accept volunteer services without compensating for

the time. However, if an individual who is already an employee of the organization chooses to volunteer, all of the above criteria should be satisfied. Another Opinion Letter, FLSA200533, indicates that the volunteer activities should be outside normal hours, and should be of a different capacity than the usual job duties. As noted, the Department of Labor also will consider the number of hours, whether the volunteer work displaces regular employees, and whether the services are typically associated with volunteer work. If all of these criteria are met, an individual who is already an employee of an organization could perform unpaid volunteer services for that same employer.

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Call Doug Loesel or Joe Parlak and find out.

814-833-5433 www.LSinsure.com Loesel-Schaaf Insurance Agency, Inc. is an authorized agent for the MBA Eastern Alliance program. 18 < www.mbausa.org < July 2011

DEPARTMENTS > Contact: Stacey Bruce

Workplace Giving Initiatives Can Help Bolster Donations, Employer-Employee Relationships From the flooding of the Mississippi River to the earthquake and tsunami in Japan, there have been numerous catastrophic events that have impacted the quality of life for people around the world. These events have shed light on an issue that involves charitable giving and ways to support others in times of need. As a show of support, companies can help maximize donation dollars by soliciting, and perhaps matching, contributions from employees. This helps employers to engage and support employees with targeted relief efforts. In recent years, many businesses have added information to their employee handbooks about the proper procedures for matching charitable contributions. These guidelines typically note that: • To be qualified for a matching employer contribution, the

recipient of the donation must be a social service, charitable or environmental organization that is a not-for-profit. • Each employee’s decision to contribute is genuinely voluntary; that not contributing has no effect on an employee’s job; and, that the employer will not track who contributes, other than for payroll administration purposes. In fact, it is recommended that employers use a short, usually one page, documentation/ signup contribution form to show that staff persons who donated intended to do so voluntarily. Keep in mind that implementing a simple giving initiative in the workplace is a good way to increase contribution dollars as the employee and employer are working together to maximize the donation. As a result, each is helping the other in changing

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lives for people at home and around the world. For more information on policy development and employee handbooks regarding charitable giving in the workplace, call the Association’s HR hotline at 814/833-3200 or 800/815-2660.

Robyn Hopper is an HR specialist at the Manufacturer & Business Association. She assists Association member firms in all areas of HR, including recruiting, interviewing, hiring and orienting new employees, writing employee handbooks, HR assessments, job descriptions, compensation, unemployment and benefit administration, and training.

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2978 West 12th Street Erie, PA 16505 814/833-6510 July 2011 > www.mbausa.org > 19

EDITORIAL > by Angie Angus

Turn Trends Into a Wealth of Blue Ocean Opportunities Angie Angus is the manager of Blue Ocean Strategy Programs and Support Services for the MBA Blue Ocean Center – United States, and a certified Blue Ocean Strategy practitioner. The Center teaches companies and organizations of all sizes and types how to implement Blue Ocean Strategy in order to find new markets for their products and services.

This article is part of a series that features excerpts from the international best-selling book, Blue Ocean Strategy: How to Create Uncontested Market Space and Make the Competition Irrelevant, by authors W. Chan Kim and Renée Mauborgne. The Six Path Framework offers paths that employers can explore in order to break out of the industry created boundaries in which they compete. This systematic approach allows companies to consider each path to see if a new market opportunity lies at the end of it. The five paths we've explored so far are: alternative industries, strategic groups, buyer groups, complementary products and services, and functionalemotional orientation of an industry. The final path, Path 6, encourages you to look across time at external trends that affect your business. All industries are impacted by external trends that occur over time. Trends in technology and changes in regulatory and social attitudes, for example, can affect your business. While many companies adapt slowly, as the trend unfolds, businesses that keep up with the development of the trend and act upon it can capitalize on a wealth of opportunity. The fact is, according to Blue Ocean Strategy, “key insights into blue ocean strategy rarely come from projecting the trend itself. Instead they arise from business insights into how the trend will change value to customers and impact the company's business model. By looking across time — from the value a market delivers today to the value it might deliver tomorrow — managers can actively shape their future and lay claim to a new blue ocean. Looking across time is perhaps more difficult than the previous approaches we’ve discussed, but it can be made subject to the same disciplined approach.” When determining whether to pursue Path 6, you must assess the trend to verify if it is a viable path to pursue. There are three questions to ask to evaluate a trend over time: 1. Is this trend decisive to my business? 2. Is the trend irreversible? 3. Does this trend have a clear trajectory? Apple Takes a Bite Out of Music-Sharing Business Music sharing on the Internet surfaced in the late 1990s when websites such as Napster, Kazaa and LimeWire allowed 20 < www.mbausa.org < July 2011

Courtesy of iStockphoto.com

computer users to share music files for free. By 2003, more than 2 billion music files were being shared per month. Although recording companies were bringing legal action to stop the illegal song sharing, the reality was that people liked to be able to download music electronically and choose their music by song instead of purchasing an entire album.

The iTunes music store, which enables people to buy songs and albums legally online, was launched in 2003 as part of an agreement signed by five major music companies and Apple. It was a win-win deal as both the songs and albums were priced reasonably and the recording companies and artists received compensation for their work, netting 65 percent of the purchase price. To offer further value, Apple utilized technology that provided much better sound quality, easy-to-use search features and a variety of playlists. Apple also incorporated a copyright protection system that prevents large-scale piracy by permitting users to burn a song to a CD or save it to an electronic device up to seven times. Consequently, iTunes is the No. 1 music retailer in the country and has sold more than 10 billion songs. The site even has expanded its offerings to include movies, TV shows, radio podcasts, apps and audio books. Lessons Learned If there is one lesson to be learned from Apple’s iTunes’ success it is that the company’s leadership saw a path and seized upon it by determining that music sharing was an irreversible trend with a clear trajectory that was decisive to their business. As a result, that trend has propelled them into a profitable and successful clear blue ocean. Next month: Learn about exciting new programs and opportunities to assist your company in pursuing their blue ocean opportunities. If you are interested in learning more about how your company can explore blue oceans of opportunity, please visit mbausa. blueoceanstrategy.com or contact me at aangus@mbausa.org.

People Buzz ACCOUNTING FIRM WELCOMES NEW STAFF The accounting firm of Schaffner, Knight, Minnaugh & Co, P.C., headquartered in Erie with offices in Jamestown, New York, recently announced the following additions to its professional staff: Justin Buschman joined the firm as a litigation specialist to specialize in tax consulting and compliance as well as business valuation and litigation support. In 2006, Buschman graduated from Penn State University, the Behrend College where he earned his B.S. degree in accounting. Upon graduation, he also received the 2006 PICPA Outstanding Senior Award. Brian K. Dougan became an accounting and auditing associate with the firm where he concentrates on accounting, auditing, and financial reporting. He previously had two years experience with a Pittsburgh-based accounting firm. He earned his B.S. degree in accounting from the University of Dayton in 2006. In 2007, he attained his MBA from Indiana University of Pennsylvania. Joseph C. King, tax staff associate, specializes in corporate and individual income tax consulting and compliance. He graduated from Mercyhurst College where he earned his bachelor’s degrees in accounting and finance. STEPTOE & JOHNSON PROMOTES ATTORNEY Steptoe & Johnson, a regional, business-focused law firm with offices in Pennsylvania, Ohio, Kentucky and West Virginia, recently announced that Andrew S. Graham, an attorney in the firm’s Morgantown office, has been promoted from associate to Of Counsel. Graham focuses his practice in the areas

of energy and mineral law (coal, coalbed methane, and oil and gas), real estate, and commercial transactions. Graham regularly assists clients with mineral title examinations; coordinating and performing due diligence; mineral acquisitions, including acquisitions from bankruptcy debtors; and issues relating to denial of access by surface owners and surface damage claims arising from oil and gas or coal operations. R. Neal Pierce, Of Counsel, also has joined Steptoe & Johnson. Pierce joins the firm’s energy team, concentrating in the areas of oil and gas law. He will practice in the firm’s Columbus, Ohio office. Prior to joining Steptoe & Johnson, Pierce was in private practice focusing on corporate matters, particularly mineral and contract law. In addition, Gayleen Smith, CPA, CCEP, has joined the firm and will assist Steptoe & Johnson’s Energy and Natural Resources Practice teams. As a certified public accountant, Smith has 20-plus years of broad-based experience in various aspects of internal audit, FERC, SOX and general compliance, finance and public accounting. She was the former FERC compliance manager for a Fortune 500 energy company with FERCregulated natural gas and electric businesses. She obtained her Certified Compliance and Ethics Professional (CCEP) certificate in 2006. TAYLOR NAMED PRESIDENT OF GANNON UNIVERSITY Keith Taylor, Ph.D., has been named the seventh president of Erie-based Gannon University, succeeding Antoine M. Garibaldi, Ph.D. Taylor was chosen from more than 40 candidates after a national search to fill the position. Taylor, who recently served as Gannon’s provost and vice president for academic affairs, will begin serving as president on July 1. From 2000 to 2005, Taylor served as aca-

EDITORIAL > Contact: Karen Torres

demic dean of Health and Human Services, and assistant to the vice president for academic affairs for instructional technology and liberal learning at Daemen College in Amherst, New York. In that position, Taylor secured more than $1 million in external funding for Daemen’s adoption of a learning management system and teleconference and Web-based learning facilities. He also led faculty development in the use of instructional technology for the college and partnered in a significant revision of Daemen’s liberal arts curriculum. Taylor earned a bachelor’s degree in physical therapy, a master’s degree in exercise science and a doctoral degree in anatomy and cell biology, all from the State University of New York at Buffalo. MBA HIRES MEMBER SERVICES COORDINATOR FOR CENTRAL DIVISION The Manufacturer & Business Association (MBA), one of the largest employers’ associations of its kind in the United States, announced that Victoria Killoran has been hired as Member Services Coordinator for the organization’s Central Division in Williamsport. The Association, headquartered in Erie, Pennsylvania, also has offices in Harrisburg. As Member Services Coordinator, Killoran is responsible for managing the Williamsport office, coordinating events, responding to customer inquiries and promoting membership relations in the area. She also is a representative for the MBA’s low-cost energy savings program, the Employers’ Energy Alliance of Pennsylvania, Inc. A native of the Williamsport area, Killoran has experience as the director of referral education for Susquehanna Home Care & Hospice in Williamsport; as a senior staffing analyst for PSI International in Fairfax, Virginia; and as a marketing representative for AOC/Adecco/Olsten Corporation in Paramus, New Jersey and New York, New York. Killoran is a graduate of Penn State University where she earned a bachelor’s degree in elementary education with a concentration in the arts and humanities. July 2011 > www.mbausa.org > 21

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Shouldn’t the people who insure your health understand it? This managed care plan may not cover all your health care expenses. Read your contract carefully to determine which health care services are covered. If you have questions, call Member Services at 1-888-876-2756.

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