New York State Library aid has declined below 2007 levels, so Westchester Library System Executive Director Terry Kirchner and I made the trip to Albany yesterday to deliver the following testimony before the Assembly Standing Committee On Libraries And Education Technology:
Thank you for this opportunity to report on how state funding has contributed to the growth of library service in all its many facets in Westchester County. As a library layman who has served as a trustee since 2003, I have seen firsthand how important state funding has been to accomplishing our mission of empowering libraries and empowering communities. On behalf of the trustees and other volunteers with whom I serve, I thank you for your support.
New York State funding represents about 38% of the Westchester Library System annual revenue. It is a powerful driver of a growing number of library-based activities that serve many populations in our diverse communities and supports our economic, educational, and quality of life initiatives. In Westchester County, the Westchester Library System (WLS) and the member public libraries have worked collaboratively with many local partners to bring a wide range of services to all county residents. In this testimony we will highlight just a few of the ways that WLS has used State Library Aid to support our local communities.
Learning Ambassadors provides summer training and employment opportunities for youth aged 14-19, with most participants residing in economically disadvantaged communities. The participants are trained in communication, library science, and technical skills, then fill a variety of roles that support children and teen summer reading activities as well as computer workshops for adults. The twenty seven (27) ambassadors this past summer reported an increase in self-confidence, a better competency in technology and early childhood literacy skills, and a stronger desire to excel in school. Numerous local agencies teamed with WLS to make this program possible, including the member libraries, the Mount Vernon Youth Bureau, the Great Potential Program at SUNY Purchase and Upward Bound at Mercy College.
GED Connect! is a technology-based, volunteer driven project that helps adult learners obtain their General Equivalency Degree. WLS created and supports an online portal for low-literacy users, www.firstfind.org, that allows for 24/7 access to this learning tool at no cost to users. Trained volunteers provide one-on-one learning support for students at eight (8) public libraries throughout Westchester County: Greenburgh, Mount Kisco, Mount Vernon, New Rochelle, Ossining, Peekskill, White Plains, and Yonkers. Since this program began in 2011, demand has grown steadily. Local partners working with WLS on this initiative include Westchester Community College in Peekskill, Westhab in Mount Vernon, and Neighbors Link in Mount Kisco.
Senior Benefits Information Centers (SBICs) help residents aged 60 and older to understand and apply for Medicare and other benefits and services that help them lead healthier and happier lives. The Medicare Rights Center (MRC) and the Westchester County Department of Senior Programs and Services (WDSPS) partner with WLS to make this program available at eight (8) public libraries in the county: Greenburgh, Mount Kisco, New Rochelle, Peekskill (Field) , Port Chester-Rye Brook, Shrub Oak (John C. Hart Memorial), Tarrytown (Warner) and Yonkers (Grinton I. Will). In 2011 the SBIC program received a National Association of Counties Achievement Award for its contribution to enhancing effective county government.
Economic Development has long been supported by WLS and our member libraries. Among the initiatives made possible in some part by state funding are:
• Career counseling. WLS has partnered with the public libraries to offer career and educational counseling seminars, workshops and one-on-one session to the public for 31 years. These programs are available to the public at no cost, and as one could imagine the demand for them is very high. In 2011 over 2,400 individuals participated in these programs. Historically, more than 90% of them rate the experience as “good to excellent” and 42% of those surveyed reported a positive change in employment status such as finding more challenging work, receiving higher pay and/or an increase in promotional opportunities since attending a program.
• The Westchester Putnam One-Stop. WLS and the public libraries in Greenburgh, Katonah, North Castle, and Tarrytown (Warner) have shared resources to create satellite locations that provide easier access to resources and services to job seekers and the under-employed.
• Technology infrastructure. WLS supports the technology infrastructure for the public computer workstations and wireless access at 44 public library sites in Westchester. This technology infrastructure allows library staff to lead computer training and social media workshops for the public, allows individuals to create and update resumes and cover letters, and enables job seekers to fill out online application forms or search job related databases such as JobNow and Career and Job Accelerator.
Training and Professional Development through WLS is also made possible by State Library Aid. Library staff and trustees at the member libraries benefit from a range of training and professional development activities. Recent workshops covered a multitude of topics including autism, compliance and governance issues, customer service, fundraising, grant writing, immigrant services, supporting special needs students and their families, social media, volunteer recruitment, and working with at-risk youth. The goal of these workshops is to help libraries operate more effectively and engage with all members of their communities.
State Library Construction Grants have been put to good use in Westchester County. This year WLS supported fourteen (14) library construction projects through the State’s Public Library Construction Grant Program. These projects will allow libraries to create facilities that better meet the growing need for community and meeting room spaces, update and replace aging infrastructure, create ADA compliant facilities, and help address the growing role of libraries as relief centers during times of catastrophe. From an economic perspective, library construction projects provide additional local jobs and enhance retail sales at nearby businesses. One of those fourteen projects is particularly close to my heart since the state construction grant was leveraged by the Harrison Public Library to attract additional private funding to construct the library’s first Teen Center, which will include a feature-rich high-tech environment dedicated to a population currently under-served by that library.
Public libraries and public library systems have been, and continue to be, a good investment for the State of New York. By encouraging collaboration and using leverage, state funding improves library service and helps our public libraries operate more efficiently. The Westchester Library System saves $36 million annually for our 38 member libraries by providing cooperative programs, technology, and other services made possible in large part by New York State funding. We thank you for your past support and strongly encourage the Assembly Standing Committee on Libraries and Education Technology to support an increase in library aid for the 2013-2014 State budget.
Dave Donelson distills the experiences of hundreds of entrepreneurs into practical advice for small business owners and managers in the Dynamic Manager's Guides, a series of how-to books about marketing and advertising, sales techniques, motivating personnel, financial management, and business strategy.
Friday, November 30, 2012
How NY State Library Aid Earns A Big ROI
Wednesday, October 31, 2012
Grand Slam Free Today Only
Bobby Jones did it, Tiger Woods almost did it, but if the moon were full during the Masters, U.S. Open, British Open, and PGA Championship, could a werewolf win the elusive Grand Slam of golf? Find out in this tale from Weird Golf: 18 tales of fantastic, horrific, scientifically impossible, and morally reprehensible golf
.Kindle owners can download Grand Slam with a single click. You can also read it on your iPad or other device using the Kindle app from Amazon. But if want to read it for free, you have to act today!
Tuesday, October 30, 2012
B 2 B Direct Mail Marketing Followup
Once you’ve done a few mailings, go visit the prospects on your list. Before you go, though, think through what you want to say to them. A short (three-minute) description of what you do and how you can help the prospect’s company make money will get you started. Once you’ve delivered it, ask them what you need to do to get their business, then shut up and listen. Nine times out of ten, they’ll tell you what you need to know as long as you use a professional approach and demonstrate a willingness to pay attention. Don’t be offended if you get a brush-off or two and don’t give up if they say they already have a preferred source for what you’re trying to sell. If that happens, thank them for their time and move on. Keep them on your mailing list, though, and visit them again next month—things change!
You should also have a leave-behind of some sort for every sales call. This can be a version of your latest direct mail piece, a fancier brochure, or even a coffee mug with your logo. And don’t forget to give them your business card. In fact, one of the best tactics you can adopt is to always hand out two cards at a time and ask the recipient to pass one along to anyone else they know who might be interested in your services.
Once you’ve established a relationship, build on it. There are all kinds of creative things you can do to keep your company at the top of the prospect’s list of preferred subs and vendors. Offer to sponsor a sales contest for the prospect for example, awarding a prize to the dealer’s salesperson who sells the most pieces in your line during a given period of time. Watch for the prospect’s own sales event, then have a pile of pizzas or a few boxes of donuts delivered with your compliments on their busiest day. If the prospect belongs to a civic group or supports a local charity, become involved with it yourself. The goal is to keep your name in front of the prospect all the time.
Your own vendors may help you with business-to-business marketing, too. Many manufacturers and distributors have co-operative advertising programs that pay part of the cost of your printing and mailing if you feature their products. Even if they don’t have a formal program, it doesn’t hurt to ask the next time you place an order. Others may have regional sales reps who would be available to go with you to make face-to-face calls. You should also ask if your suppliers do any lead generating of their own—trade shows, magazine advertising, etc.—that they can share with you.
Even with help from your vendors, marketing isn’t free, of course. A hundred first-class letters will cost you at least $100 for postage, envelopes, and computer printer ink. Imprinted coffee mugs aren’t cheap and even a supply of business cards will set you back a few bucks.
The biggest expense, though, is your time. Someone has to compile the prospect list, write the sales letters, and make the sales calls. In most small businesses, that someone is you. To control that particular expense (and to make sure the marketing gets done), dedicate a set number of hours every week to it, budgeting your time the same way you do your money.
Marketing is an investment from which you should expect a return. Fortunately, results from business-to-business marketing are usually easy to track. There is a finite prospect list, you know exactly how you’re marketing to each one, and you can easily identify the orders that you get from them. Make the investment in business-to-business marketing for a few months, then review the response. You might be surprised how much your company’s business has grown.
Dave Donelson distills the experiences of hundreds of entrepreneurs into practical advice for small business owners and managers in the Dynamic Manager's Guides, a series of how-to books about marketing and advertising, sales techniques, motivating personnel, financial management, and business strategy.
Sunday, October 28, 2012
Free Golf For Werewolves
The full moon is the key when an underachieving European Tour pro suddenly stalks the fairways at Augusta National, Shinnecock, Carnoustie, and Winged Foot with a chance to set the ultimate record in golf, winning the Grand Slam, while leaving behind a trail of bloody victims and sparking the ire of a golf-obsessed newspaper reporter who vows to stop him. It's a golf story weird enough to leave you howling at the moon.
Grand Slam is free through Halloween, so don't miss out on this chance to read one of the 18 tales of fantastic, horrific, scientifically impossible and morally reprehensible golf in Weird Golf.
Among many other books, Dave Donelson is the author of Weird Golf: 18 tales of fantastic, horrific, scientifically impossible, and morally reprehensible golf
Tuesday, October 23, 2012
How To Succeed At B 2 B Direct Mail Marketing
DAdvertising to other companies doesn’t mean running TV spots in the Super Bowl. It’s much more targeted than that, which means it’s much more economical. Direct mail is probably the single most effective medium to use; it’s intrusive and there’s very little waste circulation. There are three keys to successful direct mail: a good prospect list, a compelling message, and repetition. You can make up a short prospect list yourself if you spend a little time with the Yellow Pages. Just look up the dealers and other prospects in your market area, call them to get the names of the general managers, service writers, sales managers and buyers, and you’ll have a solid prospect list to work with. Keep it handy, by the way, because you’ll use it later when you start making sales calls.
The direct mail piece itself doesn’t have to be a four-color glossy catalogue. In fact, a one-page personal letter introducing you and describing how you can make money for the other company (in one form or another, that should always be your pitch) will be a good place to start. Every three or four weeks, send another one saying the same thing in different ways. You can announce new equipment or product lines you’ve added, quote a recently satisfied customer, or brag about any awards you’ve received. Address it to each individual on your list, keep it to one page, include a picture or two, and make sure you send something at least once a month.
A web site is a useful business-to-business marketing tool, too. If it has plenty of pictures of your work or products, testimonials from satisfied customers, and some information about your background and your company’s capabilities, it will give the prospect even more reasons to send business your way. Also make sure there is a working email link, phone and fax numbers, and keep it all up to date. You don’t need to hire a high-priced web designer, by the way; most hosting services offer perfectly good bare-bones templates. The site itself can cost less than $10 a month.
Dave Donelson distills the experiences of hundreds of entrepreneurs into practical advice for small business owners and managers in the Dynamic Manager's Guides, a series of how-to books about marketing and advertising, sales techniques, motivating personnel, financial management, and business strategy.
Friday, October 19, 2012
Dave Pelz Putting Games
Putting Games is all about developing the skills to make more putts. The first section is diagnostic, the second covers stroke mechanics like aim and face angle, while the third is about developing touch and feel. Pelz painstakingly describes seven games you should play to measure your performance so you can map a route to improvement. They are all played with twelve balls and address nearly every putting circumstance from the dreaded three-footer to sixty-foot lags.
As you would expect given Pelz's background as a NASA scientist and perhaps the most data-driven golf instructor in the business, the "games" rely heavily on measurement and data analysis. they also make extensive us of some of the many training aids Pelz sells. This approach will clearly appeal to analytic golfers, but the games will also help more "feel" players improve their putting performance as well.
Among many other books, Dave Donelson is the author of Weird Golf: 18 tales of fantastic, horrific, scientifically impossible, and morally reprehensible golf
Tuesday, October 16, 2012
Social Media Marketing Tips From The Pros
“You have to create a plan. I see many professionals and smaller businesses who haven’t looked at their objectives. Who is their target audience? What key messages are they trying to get out?”
--Stacy Cohen, Co-communications
“A great way to gain followers on Twitter is to Retweet what someone else has to say or to jump into their conversation and add your own perspective. Also ask people to retweet your links by adding the words ‘Pls RT’”
--Stacy Solomon, Internet Marketing Consultant
“If you are spending five hundred to a thousand dollars each month on marketing and take even one or two months of this and invest in setting up your social media, you can see a significant long-term gain for your business.”
--Gerald Stern, WOW Production Services
“One hundred high-quality followers easily equals one thousand so-so followers, because in the social media world you want people to constantly pass on the things you write, as well as send you material to post. Business people must avoid an overt ‘sales’ method—you’ll just turn people off and you’ll lose your following.”
--Chris Cornell, Westchester Social Media
“You should never expect social media to be completely cost-free. Someone must spend time staying on top of all those tweets, messages, Facebook updates and blog posts. Likewise, quick (if not instant) replies are necessary to maintain a reputation for responsiveness.”
--Kristen Ruby, Ruby Media Group
Whether they pay-it-forward or pay-as-they-go, more and more business owners and managers are turning to social media networks for very good reasons. “In the current economic downturn business owners must go above and beyond to promote themselves,” says Rye NY Chamber of Commerce Secretary Sally Wright. The organization received dozens of requests for a repeat of its recent social media seminar. She adds, “Social media is one great way to accomplish that.”
Dave Donelson distills the experiences of hundreds of entrepreneurs into practical advice for small business owners and managers in the Dynamic Manager's Guides, a series of how-to books about marketing and advertising, sales techniques, motivating personnel, financial management, and business strategy.
Tuesday, October 9, 2012
Pricing For Profit - Step Two
Once you know how much the merchandise or job costs, you mark it up to provide a profit. One way is to use what’s known as “keystone” pricing, which simply means doubling the cost to arrive at the selling price. This provides a 50% gross profit margin. That’s why retailers can put goods on sale for 40% off and still make a profit. It works fine, but it isn’t always the best choice.
You can also use manufacturers’ suggested retail pricing, which even further simplifies the calculations. Nationally uniform prices, of course don’t reflect local market conditions, much less the individual business owner’s costs of doing business. Remember, too, that they’re designed to help the manufacturer move more merchandise, not necessarily help you make more money.
Using a standard markup sounds simple, but that’s really only the beginning of sound pricing strategy. You also have to be sure that the gross profit is large enough to cover your overhead, or the indirect costs of operating your business, and still leave a net profit. Whether you’re marking up merchandise or deciding on a labor rate, you’ve got to build in something to cover the rent—and all those other bills you pay every month.
Every business has indirect expenses (not related to the cost of a piece of merchandise or a particular employee’s labor on a job) that have to be paid. The obvious ones include your building and what it costs to operate it (utilities, maintenance, taxes, insurance), your fixtures, tools, office equipment, vehicles and other fixed assets (their cost on an annual basis is your depreciation expense), your salary and benefits (especially health insurance), not to mention the office manager and other general employees. Don’t forget to add in your property and casualty and liability insurance premiums, accountant’s fees, advertising and marketing expenses, office supplies, telephone, and so on and so on. While you’re at it, make sure you include an annual contribution to your own retirement plan, be it a 401-K, SEP-IRA, or whatever.
Finally, add something for net profit. That’s the whole point of running the business, right? The net profit, by the way, is not the same as your salary as the manager or owner. Your salary is payment for your labor managing the business. If you’re the owner, the net profit is the return on your investment and the compensation your receive for the risks you take. There’s a big difference.
The total dollar amount of your shop’s gross profit, the figure that has to be larger than your overhead expense, is also dependant on how much merchandise you sell or how many jobs you complete. These are determined, at least in part, by the prices you charge. If your prices are too high, customers will run away, so it can be a vicious circle. Cost-based pricing is all well and good, but ultimately, the prices you charge are determined by what your customers are willing to pay. That’s where a whole raft of other factors comes into play.
Dave Donelson distills the experiences of hundreds of entrepreneurs into practical advice for small business owners and managers in the Dynamic Manager's Guides, a series of how-to books about marketing and advertising, sales techniques, motivating personnel, financial management, and business strategy.
Saturday, October 6, 2012
Master The Short Game With Dave Stockton
I got quite a lot from reading Dave Stockton's book, Unconscious Putting, probably because the master's approach very much mirrors mine: see the hole, role the ball into it. Sweet and simple. I consider myself a pretty good putter but not a great one, though, because I still don't have as many one-putts as I need to really get the putt count down. That's where Stockton's latest book, Unconscious Scoring, is helpful.
Why? Because one-putts come mostly from hitting your approach shot closer to the hole in the first place. That's what Unconscious Scoring is all about. Again, I really, really identify with Stockton's KISS (Keep It Simple, Stupid) philosophy.
Stockton says you only need two basic shots around the green to produce a fabulous short game--a low shot and a high shot. After explaining why this approach will work for players at all handicaps, he shows how to hit each one in two clearly-illustrated chapters.
Next, he carries these principles into various situations where he demonstrates how you don't need to create a whole new swing to get up and down every time you face a tough lie. Stockton covers numerous trouble shots--from a bunker, hardpan, a divot, off a side-hill, etc.--with some elementary modifications of his basic two-shot repertoire. The book is rounded out with chapters on the Mental Game, Practice, Equipment, and Putting.
The material in Unconscious Scoring came from Stockton's excellent five-major-championship career as well as his work with world-class players like Phil Mickelson, Annika Sorenstam, Yani Tseng, and Rory McIlroy, who also wrote the foreword for the book.
Among many other books, Dave Donelson is the author of Weird Golf: 18 tales of fantastic, horrific, scientifically impossible, and morally reprehensible golf
Tuesday, October 2, 2012
Pricing For Profit - Step One
When it comes to prices in your business, how much is enough and how much is too much? How do you set your prices? Buy low and sell high is the obvious answer, but for many companies, especially those with a mixture of retail merchandise and services, bricks-and-mortar and online competition, and customers driven one day by a penny-pinching budget and the next by the lust called gotta-have-whatever-at-any-price, there aren’t any easy answers.
Setting prices requires that even the most experienced manager or owner take a few moments every once in a while to dust off the calculator, get the accountant on the phone, and do some serious figuring. It’s tempting to just mark all merchandise up by a fixed percentage and figure labor at a flat rate comparable to what your competitors charge, but that’s not managing for profit, it’s hoping for one. There are several factors that you should consider.
Start with the cost of goods sold. That’s the amount you pay the manufacturer, wholesaler, or whomever for the merchandise you sell, whether at retail or as part of a service job. But it also includes the cost of acquiring those goods (shipping and handling), carrying them in inventory (interest expense), and allowances for returns and defective merchandise. If you pay any salespeople a commission or spiff, that needs to be taken into account, too.
For service work, you have to cover your direct labor costs on each job. These include not only an appropriate portion of your technicians’ annual salaries, but also their benefits, payroll taxes, unemployment insurance, worker’s compensation insurance, etc
What about the cost of your time? Whether you are a one-person business or simply provide indirect supervision of your staff, your time is a cost that has to be covered. One way to approach this is to divide what you expect to personally earn on an annual basis (including those items above but not your profit from the business—I’ll talk about that later) by 2,000, which is roughly the number of working hours during the year. Let’s say your “salary” plus benefits is $100,000. Your hourly labor cost is $50. Multiply that number by the hours you estimate you’ll personally spend on the job, add in the other worker’s costs, and you have your direct labor costs.
These aren't the only factors, so check next week for more guidelines on pricing for profit.
Dave Donelson distills the experiences of hundreds of entrepreneurs into practical advice for small business owners and managers in the Dynamic Manager's Guides, a series of how-to books about marketing and advertising, sales techniques, motivating personnel, financial management, and business strategy.
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