hamilton county business magazine october/november 2009

Sheridan Company Feeds the World’s LivestockPlus…Making Movies in NoblesvilleWestfield’s Professional BuccaneerHC’s Grave Robbing Scandal

October/November 2009

John B. Swisher, Chairman and CEO, JBS United

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Please send news items and photos to [email protected] Submission does not guarantee publication

For advertising information contact Mike Corbett at [email protected]

Copyright 2009 Hamilton County Media Group. All rights reserved. No portion of this magazine may be reproduced without written permission.

Creative DirectorMelanie Malone ~ [email protected]

CorrespondentsShari Held ~ [email protected]

Mike Magan ~ [email protected] Yoder ~ [email protected]

Deb Buehler ~ [email protected] Tyree ~ [email protected]

Photo Credits ~ Bobbie Sutton, Mark A. Lee, Great Exposures, Melanie Malone

w w w. h a m i l to n co u n t y b u s i n e s s . co mPublished six times per year by the Hamilton County Media Group

PO Box 502, Noblesville, IN 46061 • 317-774-7747Editor/Publisher

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ContributorsLaina Molaski MBA PhD ~ [email protected]

David Heighway ~ [email protected] Dulaney DBA ~ [email protected]

Troy Renbarger ~ [email protected] Eckart ~ [email protected]

Raquel Richardson ~ [email protected] Sybesma ~ [email protected]

Steve Lawson ~ [email protected] Lacy ~ [email protected]

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Editor and Publisher

It was just a small item that came in an email from Jeff Burt at the Hamilton County Alliance. Burt keeps his eye on economic trends and noted a survey by CNN Money indicating Hamilton County saw significant job growth over the past two years. Taking it one step further, he noted that Hamilton County has emerged as a “ma-jor employment center” in central Indiana. That may seem obvious as most of us work here but it differentiates us from many other suburban areas which remain primarily places to live as opposed to places to work. Find more details in the news section and look for further coverage of this trend in issues to come.

Also in this issue:I first heard John Swisher speak about a year ago at a Sheridan chamber luncheon. He’s a delightful speaker and I made a mental note to check into his story for a future edition. So when I read that his company led private firms in Indiana for revenue growth last year (60%), and revenue approached the half billion dollar mark, well I just couldn’t wait to find out more. Here’s a man who embod-ies the American dream and, at 80 years old and still going strong, is clearly enjoying the adventure that he continues to pursue 53 years after he started in a small Sheridan office.

Serendipity also played a part in another feature this month. I was surprised one week-end to walk into my office and find a pot of chili cooking and a couple of people tending to several other dishes. They explained they were cooking for the cast and crew of a movie that was being shot in the building. Further exploration revealed the 48 hour film project and the Indiana Filmmakers Network. There is a significant filmmaking community here in Hamilton County. Who knew? We’re closer to Hollywood than you think.

Some good ideas about networking and marketing, both online and offline, from our columnists this issue. I was gratified when Kyle Lacy, a die-hard web guy, told me that after all that blogging and tweeting, he was feeling the need for some good old-fashioned print communication, so I offered him some space for his thoughts. After all we hear about the death of print, its good to have the electronic crowd notice us.

I encourage you to check out the calendar, which has events from all six of your Hamilton County chambers. If you are only attend-ing events from one or two, you should extend your networking to one of the others. They are all great organizations and I am proud to be associated with them. Hope to see you at one of the events.

Mike Corbett

Letter from the Editor/October • November 09

Mike Corbett/Editor and Publisher


In these uncertain times, you want to feel confident that you can meet the challenges of a rapidly changing economy. It’s time for a New Perspective — with this complimentary review I’ll help you identify new strategies and new opportunities to get you back on track.

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Financial planning services and investments available through Ameriprise. Financial Services, Inc.Member FINRA and SIPC. Your meeting will include a review of your existing financial situation and potential opportunities, gaps, or general strategies. You will not receive a comprehensive review or financial planning services for which fees are charged. © 2009 Ameriprise Financial, Inc. All rights reserved.

Joseph E. Mitchell, CFP®, MBASenior Financial AdvisorBusiness Financial Advisor9200 Keystone Crossing, Suite 200Indianapolis, IN [email protected]

It’s time for a


Feeding the World’s Livestock

By Martha Yoder

Photos by Bobbie Sutton

Sheridan company grows into global competitor


ics of the nutrient in pigs and horses. In addition, the company has a patent on a form of a reproductive hormone to syn-chronize estrus in breeding females.

Swisher had the vision to staff his company with highly trained specialists such as Ph.D.s, microbiologists and even a swine reproduction physiologist who focus on cutting-edge research. For years those researchers have tested nutrients and learned how to improve swine, poultry, dairy and beef nutrition levels.

P

Sheridan company grows into global competitor

igs are John Swisher’s passion. As a symbol of his success, large and brightly decorated ceramic pigs are publicly displayed throughout his two offices in Sheridan. The founder and CEO of JBS United, Swisher has paved the way as a leader in the animal nutrition industry. He was named Ernst & Young National Entrepreneur of the Year in 2004. And, last year, when fuel and corn prices had skyrocketed and swine prices had

dramatically dropped, Swisher’s com-pany saw a 60 percent jump in revenue, reaching nearly $500 million, giving it a number one ranking in Indiana in revenue growth among private firms, according to the Indianapolis Business Journal.

Employee-owned businessSwisher founded the company in 1956 starting with 10 animal feed formulas and two employees housed in a 8 x 10 building under the name United Feeds. Today the employee-owned company boasts 3,500 formulas, 400 employees and an international presence. JBS United also has the largest swine research farm in the U.S., providing research-based products worldwide to swine, poultry, equine and dairy producers.

Realizing early on the importance of cultivating personal relationships with those who made a living plowing the land, Swisher set out to meet the needs of area farmers by providing research-based products and focusing on person-alized customer service by an educated sales force. His company operates 10 production farms in Indiana and Iowa, seven grain elevators and several pig production sites in the U.S. The com-pany also delivers its feeds with its own fleet of trucks.

Entrepreneurial seed plantedThe entrepreneurial seed was planted in Swisher as a young man when he worked for his father’s animal feed company, Charles Swisher & Sons. He went on to earn an animal science degree from the University of Illinois. His father sold the family business due to poor health, but that did not stop Swisher from pursuing his goal of starting his own company. With the help of his cousin’s business advice, Swisher started United Feeds at the age of 26 with the strategy of using an educated sales force and collaborat-ing with research institutions to provide swine farmers with the best quality animal nutrition. The company changed its name to JBS United in 2005 to reflect its expansion into non-feed related prod-ucts, and its entry into Asian markets. Collaboration with universitiesIn addition to investing in its own re-search facilities, JBS United collaborates with researchers at renowned universi-ties such as Purdue, Iowa State, Cornell, Texas A&M and Vir-ginia Tech. JBS United has patented and com-mercialized a phytase product in collaboration with Cornell called OptiPhos-an enzyme that releases phosphorus from grain, making it digestible for animals. The company also has patents on Omega-3 fatty acid technologies, primarily from salmon oil, which measure the benefits and econom-


John Swisher retains the original building where he started United Feeds more than 50 years ago.


“We let the pigs tell us what they think and they don’t lie,” Swisher chuckles.

Word-of-mouth reputation JBS United is committed to high customer service standards. By hiring educated sales people to go out and talk to farmers, the company has cultivated a history of repeat customers, despite the fact that it does not advertise.

“I compare our business success to building a brick wall,” said Swisher. “Once you lay a solid foundation, brick-by-brick you build a wall, and that’s how we’ve grown our customer base…through word-of-mouth repeat business.”

Although Swisher is 80 years old and has one daughter and a son-in-law who are involved in the business, he does not see himself retiring anytime soon.

“Our business is exciting to me. Despite the ups and downs of the agriculture business, I still love coming to work every day and enjoy the challenge of competing in this industry,” added Swisher. v

Swine research farms are foundation of successDesigned with large automated production-scale feeding silos and strategically placed lagoons to catch manure runoff, swine production technology has come a long way from the good old days of raising a few pigs and farming a few acres of corn. Ac-cording to Swisher, 900 sows will pro-duce about 17,000 pigs at one of his four technologically-advanced swine research farms, making JBS United the largest swine research company in the nation. Investing half of the compa-ny’s net worth in 1970, JBS United was one of the first nutrition companies to invest in its own proprietary research facilities. “Our first research farm has been the cornerstone of our success,” Swisher explained.

Today JBS United has 14 technology research centers with more than 500 experimental pens and 24 production scale research facilities using computerized feeding to individually monitor more than 17,000 pigs at any given time, producing a total of 45,000 pigs per year at the research farm locations.

Citing the statistic that 25 swine farm-ers in the country produce 50 percent of the pigs, Swisher added that large swine farms in the Midwest have really grown. Despite competitors like Car-gill and Land O’ Lakes, Swisher’s goal is to be ranked the number one animal nutrition company in the world.

Angie Dougherty measures sulfuric acid in the JBS United lab

Mechanic Steve Males in shop.

Hamilton County Business Magazine/October • November 09 11

Emmett Dulaney

Entrepreneur

There comes a time when a startup has exhausted all of its social capital. It is no longer possible to grow just through the entrepreneur’s social network. It is now necessary to turn to strangers for growth, and the best way to reach them is through a marketing campaign.

At this point, the entrepreneur will often think of a particularly clever ad series that they remember a giant firm doing for a well-known product and they will want to do something similar. Alas, they can’t, and shouldn’t, mimic what was done by another.

They can’t because one of the most common ways of coming up with an advertising budget is to allocate a percentage of sales. With a well-known product from a giant firm, the sales dollars are large enough for an expensive campaign. With a startup firm, the sales dollars are a lot closer to zero.

They shouldn’t because the type of marketing needed for new products differs greatly from that needed by well-known products. In the case of the well-known product, reminder advertising is often all that is needed. With a new product, the focus needs to be on educating the customer

about the existence of the product and the need for it (often called pioneer advertising).

The conundrum is that more detail-oriented (which can roughly equate to “expensive”) marketing is needed and the budget is nominal at best. What marketing activity should the startup engage in to be able to get the most return for each dollar spent? While every industry and every good will differ, here are some suggestions:

1. Hammer out the press releases. This simple tool is too often over-looked. If there is anything about your good that is unique – the design, the task it does, the founder’s third-cousin on his mother’s side, or any-thing similar – you can issue a press release. The more interesting, the greater the probability that the press release will be effective.

2. Just give the good away. If you can identify people who have the ability to sway others, you want to make sure they have your good in their posses-sion. Expecting these influencers to purchase your product may not be realistic, but expecting them to accept it for free is very pragmatic. If all goes according to plan, they’ll like what they have and talk it up to those who value their opinion, who then might purchase from you.

3. Become an industry advocate. Talk at industry events and legislative meetings. Tell your story at the Rotary Club. Evangelize at every available opportunity.

4. Go the viral route. It is possible to generate buzz around your product us-ing inexpensive media such as YouTube videos, email campaigns, and inter-active web sites BUT your approach needs to be unique. Once a campaign gains attention for a product, that same approach will rarely work for another product. Recognize that if every com-pany could pull off a viral campaign, no one would ever use traditional advertis-ing again, so creativity is paramount. Remember that buzz and loyalty are far from synonyms; this approach can create a spike in interest, but that spike may be very short-lived.

Every startup will reach a point where they need to market in order to be suc-cessful. These are some ideas. Above all else, be creative and never lose sight of the purpose of the campaign.

Emmett Dulaney teaches entrepreneurship and business at Anderson University.

Why you can’t “Just Do It” How Marketing for Startups Differs from that of Established Firms

Worth Reading:The Kauffman Foundation has released a new paper, The Anatomy of an Entre-preneur, that is worth reading. The study looked at 549 founders of successful businesses to try and find what they had in common in terms of education, motivation and background. The find-ings contradict some of the myths that abound and, at 20 pages, it is a quick and enjoyable read. You can find the report at: http://www.kauffman.org/uploadedFiles/ResearchAndPolicy/TheStudyOfEntrepre-neurship/anatomy-of-entrepreneur-fam-ily-background-and-motivation.pdf.


Do Fantasy Football and Facebook have a place in your office?

Kyle Lacy

Management

There has been an intense battle in my mind lately about social media and outsourcing. Can a third party successfully manage your social media for you? I think I have figured it out: you can outsource a small portion of social media but in the long run it needs to be an internal project. Period.

Social media, like personal relationships, takes time and personal involvement. It takes time to start a new business relationship. You can outsource parts of that relationship, but it won’t grow until someone inside your company takes the time to develop it. It can be a difficult task for a contractor to take on the role of your company and it is hard to replicate your ideas and aspirations without being intimately involved in the daily routine. The clients that have been most successful under our projects have been those that are engaged. You cannot fully outsource your social media strategy! Ever!

Routine is KeyA successful social media strategy is inherently connected to the daily routine. Take Zappos for example: by empowering employees to tweet about the company, they found extreme success by creat-ing a HUMAN identity that others want to interact with. In reality, owners and employees do the best social media communication. If you love what you do, take time to scream to the heavens about your daily routine. If you have to outsource your ability to communicate what you love to do, maybe you should find another job.

Ghost BloggingI am not going condemn ghost blogging (when someone else writes a blog for you). I can name numerous examples where it has worked to some extent, especially if you feel like you lack writing skills. If you can find a company that intimately understands the emotional tie between your company, products, message, and services it may be an easy fit. However, that partnership can be extremely hard to find.

Social media success and productivity are all tied to education. Train yourself and your team to use the tools effectively and productively. If you do that well, you will improve your brand awareness and customer support without having to spend thousands of marketing dollars on outsourced implementation.

Kyle Lacy is founder and CEO of Brandswag, a social media design, strategy, and education firm.

Laina Molaski

Should You Outsource Social Media?

Because the internet is fun and entertaining, it can take much of your employees’ time. Some studies say upwards of $450 million of work time is lost each year because employees are playing fantasy football rather than doing their jobs. In a survey by Salary.com employees admitted to wasting over 1.5 hours of a typical working day in some fashion.

There are many places on the internet where your employees can go to help your business, like industry specific message boards or forums where they can discuss work issues and learn from others. Linked In is a great tool for people to increase their circle of influ-ence. I personally have had business success online through contacts met via Linked In, Facebook, Twitter and social sites. But you must have policies in place.

Use the web to your advantageI would advise you not to restrict your employees’ ability to surf the net. The kneejerk reaction of erecting firewalls to block social sites just creates an environment of mistrust. Your employees do have breaks, and having the ability to relax and unplug from work to check out what their friends are doing on Facebook may be just the ticket to keeping them fresh during their work time.

Really it’s no different than going to a co-worker’s desk and chatting for ten minutes. These things happen in the workplace all the time and are acceptable in most cases when conducted in moderation.

Here’s how to manage thisHave the discussion with your team about their use of company time and property for non-business use. Be open about the fact that you know it’s going to happen, but you need their commitment that it won’t take away from their productivity. Ask them if they feel there are sites that could be of value to the company. Endorse what they are doing and get feedback on how it can work for business purpos-es. Keep lines of communication open and build trust with your employees.

Laina Molaski is the president of C&S Consulting LLC in Fishers

At 7PM on a sultry Friday night he got his instructions. There were 30 teams in the Indianapolis competition and 14 genres available. His genre assignment: “superhero.” In addition, every film in the Indianapolis competition had to include a ball as a prop, the line of dialogue: “I’m not talking to you,” and a reference to Professor Sherman or Shir-ley Kane. A quick call to his writer re-vealed a serious issue with “superhero.” It was one of the few genres that scared them (musical/western was another). So Brian invoked the 48 hour film equiva-lent of a mulligan and requested a wild card genre. He got one chance for a do-over and had to accept the wild card as-signment. To his relief he drew “surprise ending,” one of his favorites.

T

Making Movies in Hamilton CountyOn location with a week-end film project in Noblesville

By Mike CorbettPhotos by Mark A. Lee, Great Exposures


And, so it was that the 48 Hour Film Project came to Noblesville one week-end this summer. Now in its 8th year, the 48HFP (as it’s known on the web) is now “the oldest and largest timed film competition in the world.” Here’s the challenge: a group of volunteers has one weekend to conceive, write, shoot, edit, score and polish a four to seven minute film. Competitions are held in cities all over the world. The best in each city advances to national and international competitions, the ultimate winner to be screened at no less than the Cannes Film Festival.

Brian Pearce, a Noblesville filmmaker, had directed two films previously and this sounded like his kind of challenge.

echnology is democratizing filmmaking. The barriers to entry for the art form are crumbling as the price of equipment and data storage becomes affordable for the average artist. That is opening doors for many who may in the past have had the inspiration but not the bank account to get their ideas to the silver screen.

Not so long ago, the idea of completing a film in just two days would have been unthinkable. The mechanics of shooting, processing and editing film and even video just took a long time. But digital media have shortened the distance between the creative impulse and its expression.


in Pendleton while Brian gets a few hours sleep. By the time he shows up at 6:30am the editors have already assembled eight scenes. When all the scenes are assembled the film measures eight and half minutes, a minute and

a half too long according to the rules. So the process of cutting and trimming proceeds, trying to keep the continuity right and preserving every scene im-portant to the story. Scene six is pulled completely while others are trimmed and tightened. By 2pm it measures 6 minutes and 56 seconds, just within the permitted limit of seven minutes.

Although the film has to be shot and edited in 48 hours, a certain amount of prepara-tion is permitted beforehand. Leaders are allowed to recruit a cast and crew of volunteers, secure equipment and find a location. Brian had his team ready to go, had the equipment he needed and had decided on a primary location: the Model Mill building in Noblesville. It offered a wide variety of interest-ing locations, including a tunnel and a few indoor settings that could be lit to resemble outdoors, which would come in handy in case of rain.

Friday-The initial meeting to receive in-

structions is held in Fountain Square in Indianapolis. Brian informs his writers by phone so that by the time he arrives in Noblesville the team has already writ-ten seven pages of dialogue. They have decided that the movie will focus on a private eye named Sam Sonoma and his doomed relationship with his ex-wife. Spirited discussions ensue about how to incorporate the required

prop, dialogue and character, and what the surprise ending will be.

Friday-the script is done and the team

works up a plan of action. The director of photography shows up at midnight. Locations are determined and shots are plotted. The crew shows up at 3am and they’re shooting by 4. Night time scenes are shot first to take advantage of the darkness out the window. They include office scenes of Sam at his desk and a few others. At daybreak they shoot rooftop scenes and they’re at Barley Island Brewery a few blocks away at 11 am to shoot the bar scenes.

Saturday-After lunch, they shoot a few exteri-

ors, the tunnel scene and the front door scene. After dinner it’s a chase scene on the street outside. The plan is to shoot an alley scene after dark but it’s rain-ing and the script doesn’t call for rain, so indoor locations that can look like outdoor locations become very impor-tant. They shoot the alley scene in a large room with brick walls and exterior doors, protected from the rain.

Sunday- The crew finishes the last

shot just a half hour off schedule. The footage is sent to the editing facility

The film project is a family affair. Judy Pearce (location manager and Brian’s mother) and Bon-nie Bielski (craft services and Valerie’s mother), make lunch.

Dustin Bennett catching some Zs between shots.

Th e cast & crew look over the script. (L-R) Timmy Tzeiranakis,

Dustin Bennett, Katz Finch, and Andi Wilson.


Sunday-With five hours left to go, the

editors polish the movie, adding sound effects like footsteps, gunshots and back-ground noise, music and credits. In the end those closing credits prove to be the film’s undoing, at least as far as qualify-ing for the local prize. A single corrupt file in the credits prevents the film from importing properly and it keeps crash-ing as the team tries to transfer it to the final format. After several attempts Brian decides to scrap the credits. But valuable time has been lost.

Sunday-The filmmakers get an extra half hour to

deliver the final product so Brian gets in his car with just 15 minutes left for the drive back to Fountain Square. It takes a half hour so he delivers Sam So-noma 15 minutes

late, disqualifying the film from the lo-cal competition. The rules state, how-ever, that as long as the film is delivered anytime Sunday night (on time or late), it is eligible to be screened with the other qualifying entrants the follow-ing Thursday night. So, Sam Sonoma was in the lineup as all the qualifying Indianapolis 48 hour film entries were screened at the Indianapolis Museum of Art the following week.

Nate Savidge & Timmy Tzeiranakis run through blocking for the camera.

The crew watches the chase scene as it is shot. (L-R) Hannah Lindgren (script

supervisor), Jason Harris (assistant camera), Eric Ridge (gaffer), Nick Cooper (production assistant), Joel Cooper (grip), Greg Jones (production assistant/runner),

Samantha DeTurk (actress), Valerie Pearce (behind Ben), Ben Scott (production as-

sistant/music composer), and Brian Pearce *squatting*(producer/director)

Brian considers Sam Sonoma his best film yet and will continue polishing it to enter in future film festivals. Like most 48 hour filmmakers, he works a day job to make ends meet while he pursues his craft part-time evenings and weekends. He’s just one of dozens of filmmakers who are using technological break-throughs in moviemaking to grow this exciting industry in Hamilton County. v

Chuck Budreau (sound mixer), Nate Savidge (director of

photography), Jason Harris (assistant camera), Brian Pearce,

and Valerie Pearce (Producer/Art Director)

Shooting an exterior scene using

an interior space. Dustin Bennett,

Allison Miller and Nate Savidge.

Th e fi nal shots of the night.

Almost wrapped.

The final version of Sam Sonoma will eventually be posted on the 48 Hour Film Project’s website, www.48.tv

We will post a link on our website, www.hamiltoncountybusiness.com, as soon as it becomes available. -Editor


Networking

Slow Down and Get the Connection RightMany meaningful business relation-ships start with a simple referral. But a quick business card referral is not the same as a quality recommendation. Quality recommendations are rich and purposeful connections. Consider these ten steps toward breaking the speed-networking cycle:

1. Always expect to give more than you receive. It is good to be in the business of helping others, so there is a natural rate of return on this behavior. If you are truly altruistic in giving good referrals, people associate you with them and often reciprocate. If you do not know any good refer-rals, you are not getting to know your associates deeply enough.

2. Pitch the buyer, not the seller. Suppose Phil needs a new CPA. Tell him about Chris, your CPA, before mentioning Phil to Chris. That benefits both parties. If Phil has no interest in working with that CPA, it will save you both embarrassment and awkwardness.

3. Do not use a “one size fits all” approach. Matching a perceived need based on someone’s business card is a bad move. Not all situations are good matches. Referrals are a reflection of your knowledge; the better you know your associates the easier it becomes to give good referrals.

4. When making suggestions, watch body language. When you receive signals of surprise or discomfort,

kindly ask why. It may help you understand their needs better and you may learn something critical.

5. Follow up face-to-face recommen-dations with an email containing contact info. “Thank you for recom-mending Jim to me. I met so many people last week that I could not recall exactly who shared his name. Thank you so much for triggering my memory.”

6. Be honest…tell people what you are really thinking. “I adore working with this person. To be honest, they are not always prompt with their call returns, but they are worth the wait if you are willing.”

7. Do not limit recommendations to your industry. If you are a law-yer, don’t dodge the plumber you see monthly at a luncheon just because they are not in your field. Your best client may need a plumber soon and you can help.

9. Remember the “3-Year Rule.” Become reacquainted before you refer someone you have not worked with for three years. You may find things have changed a great deal in that time, just as you have.

9. Remember the “3-People Rule.” Expand your network so you know at least three people in an industry. Re-ferring then should be based upon a likely match of personalities, skills and company culture. If you are unsure,

you might offer more than one match to the person in need and share how you prioritized.

10. Request follow-up. “I will share this referral with you, but please give me your honest feedback.” This helps: • Serve as reminder for the buyer. “That is right, I did plan to connect. But I just got busy, what was that number again?” • Ensure it was the right connection for the buyer. “I liked their work so much I sent them three new clients.” • Ensure it was the right connection for the seller. “You sent them to me? I am glad to know that. We worked very well together.”

Quality recommendations are deeply meaningful to most people in busi-ness. When you offer them with cau-tious enthusiasm, it is often surprising how easily they will take on a life of their own.

J. Michelle Sybesma is a business consultant specializing in solving professional challenges that keep businesses from excelling. Find her on the web at www.SkillsConsulting.com.

J. Michelle Sybesma


Management

Troy Renbarger

Are you Tom or Sue?

What effect do the details of your business have on your life, stress level, or happiness? Will having proper processes for everything in your busi-ness really give you peace of mind? Two business owners: both successful, both busy, both stressed. But one uses accounting processes and procedures, and the other uses chance. Which of these individuals mimic your daily life?

6 am – Wake up and head to the shower.Tom: Notes that his company is running behind on a few projects. Dries off and makes a mental note to “remember” later.

Sue: Notes that her company is run-ning behind on a few projects. Dries off and sends herself an email from her blackberry to remind herself of her thoughts.

8 am – Arrive at the office.Tom: Realizes that the end of the month is next week. Worries about whether there is enough cash in the bank to make payroll, rent, monthly utilities, and other obligations. He opens the file to find that it has not been updated and he must update the QuickBooks bank account to the bank balance in order to get an actual cash

figure. He reviews the Account Re-ceivable report only to notice that the report is not accurate. This could take some time to get updated….employee has a question….phone rings and a client has a question. Anxiety kicks in.

Sue: She begins her daily checklist. Reviews reporting and has some cash flow questions heading into the end of the month. She opens QuickBooks and notices that the file has been updated and bank account has been reconciled at the end of the prior month. Reviews the Accounts Receiv-able report and notices that there are some customers that have not paid yet. She determines delinquent ac-counts and calls immediately. Anxiety attack is avoided and she can focus on the impending questions coming in from her employees and clients.

11:30 am – Time for lunchTom: No time for lunch, still updat-ing QuickBooks, “Boy was I behind!” After this is done he needs to follow up with prospects, call on delinquent accounts, update sales management software, create quotes, worry about cash flow, and complete some projects.

Sue: She spends a quick lunch in her office reviewing her financial and sales reports and plans for a productive af-

ternoon. Project reviews and comple-tions are scheduled with invoicing to follow. Another day for Sue being efficient and billable.

5:00 pm – Time to head home

Tom: It’s 5:00 already? Looks like he’ll still need to do this, and “Oh No, I forgot about that.” It could be a late one.

Sue: Heads home to enjoy her family and friends. She didn’t get done everything on her list but she knows there is a time and place for it to be completed.

Panic attacks are big time wasters and they usually involve money. In your business, time is valuable and by clearing up the items that could cause a panic attack at any moment you are that much farther ahead on any given day. Accounting is the core of your business and cash flow can be the root of your frustrations. Proper daily processes can bridge the gap.

Troy Renbarger is the founder of ProStar Consulting Inc. in Cicero

Proper processes can help you avoid panic attacks


In Email, Quality over Quantity; Value over Clicks

Raquel G. Richardson

Marketing

email list and divide it into three groups. In the first group, send the entire ar-ticle/newsletter without links; in the next group, send only headlines with links to the full article, in the third group, send headlines and the first couple of sen-tences with a link to the articles. Which performed best? Fine tune until you find the best route for your audience. The best performance rate tells you how your audi-ence wants to receive your information, so make sure you deliver.

Make Sure It’s Only Opt-InsKeep your list to only those who want your information. Resist the urge to put everyone and their sister’s cousin’s aunts on your list. Sending to a bigger (and uninterested) audience takes your deliver-ability down, while making it harder for you to focus on what those who want to hear from you want to know.

Be ConsistentAh, this is another phrase you’ll hear me repeat often. Make a commitment to your newsletter or email marketing and stick with it. Starting and stopping only to begin again does more harm than good. Think about your own experience with an email from your favorite business or retailer. Are they consistently reaching out to you? Are they adding value? Are they offering enticing calls to action? Will that approach or tactic work for your audi-ence? Consistently delivering for your au-dience at their expected time and method

Social media has done such a great job in taking over the spotlight that email isn’t getting its share of the buzz. While you’ll always hear me talk about your marketing mix fitting your audience, email marketing is typically one of the best returns on your investment and one of the best avenues for adding value. If it’s a good fit in your mar-keting mix, make sure you’re doing it well. Here are a few ways to make sure your email makes it through the clutter and keeps you on your audience’s good side.

Value FirstI know I’m bordering broken record syndrome with this word, but you must deliver value with your content. Always. Forever. Value is what helps your audi-ence make a connection with you, gives you credibility and ensures your audience continues listening. As soon as you cross

over into self-promotion world and curb the value more than you’re delivering help, you’ve lost them… and they may never allow you back. If you’re running multiple email campaigns or a campaign along with a newsletter, make sure your readers know which they have subscribed to and that your campaign speaks to that audience group.

Test PreferencesThis is going to be unique for your audi-ence, so do some trial and error and find out what works best for you. Take your

helps you build rapport and credibility. Don’t mess that up by getting lazy.

Beauty CountsVisually matching up your brand and what your audience sees cannot be a forgot-ten step in this process. Email software is great for do-it-yourselfers, but only if you either successfully crafted an email that matches your brand, or you hired a design team to build a template or two that you consistently use as your platform for your message. If it doesn’t look like something someone would want to read, do you think they will actually take the time to read? Is anything worth it if it’s not read?

These guidelines are simple steps to keep in mind when you’re creating your email campaign or newsletter plan. Keep your audience in mind, add value and be con-sistent. You’ll see results.

Raquel is the owner of Silver Square, a Fishers-based marketing firm working with companies who want to go to that next level. You can follow her on Twit-ter @SilverSquare or learn more at www.silversquareinc.com.


Joe Lazzara always had a special interest in fine foods. During his corporate travel days, he noticed that most of his colleagues flocked to bars when visiting other cities. Instead, Joe tried to find the best meal by exploring local restaurants and talking with chefs.

At the same time, Lazzara observed changes in the grocery industry; disappearing were the days where meats were hand-cut in the store. Instead, they were cut, shrink-wrapped and shipped as a cost savings that compro-mised freshness.

“I was working in the telecom industry which experienced its recession ahead of this one,” Lazzara said. “I decided to do what I enjoy and build a business around quality food.”

The result: Joe’s Butcher Shop & Fish Market- now three years, eight months old and counting.

In preparation for opening, Lazzara conduct-ed extensive research including interviews of farmers, suppliers, grocery personnel and even visits to poultry farms. That research led Lazzara to bring hormone and antibiotic free products to Carmel.

“We know we are competing for the cus-tomer’s choice,” Lazzara explained. “So our proteins are largely raised in the Midwest. Our chickens come from a co-op of 120 Amish Farms near Orland, Indiana. Amish families raise the birds while the Mennonite community is responsible for growing feed, processing the birds and transportation.”

Joe’s Butcher Shop also offers beef raised in Kearney, Nebraska, pork from a co-op near Waterloo, Iowa and lamb raised here in

Indiana by Ted and Jane Knudsen. Dr. John Brown, a pediatric heart surgeon at Riley Children’s Hospital and his wife, Carol, raise the bison Joe’s sells.

Joe’s makes all the sausage while smoked meats are prepared in Ossian, Indiana. “Smoked hams, Canadian bacon, smoked pork chops are all products that come outof our friends at Ossian,” Lazzara said. “We intentionally chose to focus on supporting local business by bringing together food choices that are made or grown closer to the consumer. This is what we wanted to do from day one.”

As another commitment to quality, Joe’s features marine steward certified fish. “We can track fish from when it was caught, flown to Chicago, arrived and cut here and who we sold it to,” Lazzara noted “We have a complete chain of custody that ensures the best quality.”

Lazzara and his staff go so far as to mercury-test tuna sold in the store.

Lazzara’s staff is truly a team including his wife, the Lazzara’s children, another staff butcher and his wife, and local high school students he also calls his “kids.”

All of the company’s choices are about providing the best for the customer. What Lazzara didn’t anticipate was that the quality care they provide has created a sense of com-munity inside the butcher shop. “It’s a little

like Cheers,” Lazzara added. “We see people meeting one another here all the time.”

Joe’s Butcher Shop also wanted to be good corporate citizens but didn’t anticipate how quickly they would become involved in the community. “There are so many opportuni-ties to help that make sense for us,” Lazzara said. “It’s really surprising and rewarding that good service and products bring such unity. We didn’t know that we would be so person-ally touched by our customers.”

ProfileBuilding Community at the Butcher Shop By Deb Buehler Photos by Bobbie Sutton

Joe Lazzara waits on a customer

We can thank the original inhabitants of the Caribbean islands; the “Carib” Indians for teaching settlers and strand-ed sailors the art of smoking meats to preserve them. Known as “Boucan” at

the time, many sea-men that embraced the technique also embraced the bru-tal life of a pirate earning them the nickname “Buc-caneer.” Big Hoffa’s


Barbeque on Highway 32 is home to Adam Hoffman, Westfield’s only professional buccaneer.

Adam has been in the barbeque business since 2003, when he left his southern California home with only his truck and his cat to open Big Hoffa’s. Before landing at the Westfield location, Adam developed a faithful following serving his savory barbeque out of a trailer at different locations throughout Hamil-ton County. In 2007, Adam opened the Westfield store after working for nearly four months renovating the space in his spare time. The current dining room has a swampy, bayou atmosphere and feels like the perfect place to eat barbeque. It is accented with a collection of pirate memorabilia that his guests have given to him.

Big Hoffa’s is one of the rare establishments that

prefer the hard work of homemade to the convenience

of prepackaged foods. Adam even takes that philosophy to the next step with a pepper garden near the entrance. The cayenne peppers and gypsy peppers used in the hot and mild sauces respec-tively can be spotted as one enters the restaurant.

Adam does not claim a specific barbeque style. Instead he has taken the best from different regions of the country and combined them to create a “hybrid” style. Smoke is provided by pear, cherry and orange wood. After Adam’s home-

Dining Out

made dry rub is applied, each meat is slow smoked anywhere from 12- 30 hours. This extra time creates meat that quite literally falls off the bone, making the “pulling” process quite easy. Adam meticulously separates the meat from the fat and keeps the meat fresh and moist by storing it in its own juice.

In addition to the traditional pork, chicken, ribs and beef brisket, Big Hoffa’s offers all the classic homemade sides, as well as a very interesting take on the Italian sausage sandwich. The sausage

is slow smoked for five hours and deep fried prior to serv-ing with onions and mustard on

a bun. Ribs are smoked for about 14 hours at a low temperature and then briefly fire smoked to bring out a great barbeque flavor. Adam smokes about 400 slabs per week. During the holidays Big Hoffa’s also takes orders for smoked turkey and hams.

Big Hoffa’s is turning into a great local success story. Adam continues to have his hands in every facet of the business and can be seen doing everything from smoking the meats, to preparing the plates, to greeting his guests. Whether you need to ward of a case of scurvy or just want some of the finest barbeque in the state, drop by Big Hoffa’s in Westfield.

Big Hoffa’s Barbeque offers a smoky selection in Westfield By Scott Tyree

Adam Hoffman

center, and comparing cost estimates to those for construction of a new center. Arcadia will get $449,160 for downtown revitalization, including: • New, wider sidewalks • Brick accents • ADA compliant curb ramps • Street lighting/electrical work • New curbs and gutters • Trees • Update crosswalks

Performing Arts Center Hires Executive DirectorSteven Libman began his duties as Executive Director of Carmel’s Regional Performing Arts Center in September. City officials were impressed by his enthusiasm for fundraising as well as his producing experience. Libman promises an entrepre-neurial approach to managing the center, which is scheduled to open next year.

The Performing Arts Center has also appointed Rollin M. (Rollie) Dick and Rosemary Waters to its board of trustees. Dick will serve as President of the board. Former President Nancy Heck and Doug Haney remain on the board.


Steven Libman

News

United Way Sets Campaign GoalUnited Way kicked off its Hamilton County campaign at the 18th Annual Day of Caring, held at the Fishers YMCA.The $2.9 million goal is a slight increase over last year, when the campaign reached its goal for the first time in seven years.

Annual Fundraiser Nets $92,000 for PrevailPrevail’s 8th annual Reds, Whites & Blues event raised a record $92,000 this year, 44% more than last year’s $64,000 and $12,000 more than the goal. Legacy Fund offered a special matching grant, which yielded $21,000. Nearly 450 people attended the September gala. Prevail’s programs serve more than 4,000 victims of crime and abuse annually.

Federal Grants Awarded to HC TownsArcadia and Sheridan are receiving federal grant money for community improvement. Sheridan will receive a $49,500 planning grant to provide recommendations about the feasibility of rehabbing its community

Hamilton County Emerging as Employment CenterA recent analysis of job growth rates nationwide by CNN Money ranks Hamilton County 11th with a growth rate of 56.8% over the last eight years. Perhaps more impressive is that, of the 15 communities measured, Hamilton County ranks second in percentage of jobs per population. Hamilton County Alliance President Jeff Burt, who compiled the jobs per population data, says, at nearly 42 jobs per 100 people, “the county has grown beyond a bedroom community to Indianapolis and is now a major employment center for the region.”

County % Emply/Pop* Metro Area

1 LoudounCo.,VA 45.8% Washington,D.C.

2 HamiltonCo.,IN 41.7% Indianapolis

3 CollinCo.,TX 38.7% Dallas

4 DouglasCo.,CO 33.4% Denver

5 St.JohnsCo.,FL 31.2% St.Augustine

6 WilliamsonCo.,TX 30.9% Austin

7 UnionCo.,NC 29.8% Charlotte

8 LakeCo.,FL 28.4% Orlando

9 RockwallCo.,TX 25.9% Dallas

10 HenryCo.,GA 25.9% Atlanta

11 FortBend,Co.,TX 24.3% Houston

12 KendallCo.,IL 23.4% Chicago

13 Matanuska-Susitna,AK 21.5% Anchorage

14 PascoCo.,FL 21.3% Tampa

15 PinalCo.,AZ 16.8% Phoenix


News

Anderson University Ranked as Top SchoolFor the sixth consecutive year, U.S. News and World Report ranked Anderson University among the best universities in the Midwest offering master’s level degree programs.

The key measures of performance are: peer assessment, graduation and retention rates, faculty resources, student selectiv-ity, financial resources, alumni giving, and graduation rate. The magazine ranks more than 1,400 schools nationwide at www.usnews.com/colleges.

Westfield Improving TrailsWestfield is partnering with homeowners associations to connect older subdivisions with multi-use trails. The city requires newer developments to build connecting trails as the homes go up but that require-ment wasn’t in effect when the Centennial and Merrimack subdivisions were built. So, the city is paying for labor and the HOA’s are paying for materials for paths along Spring Mill Road.

Also, the Monon Trail continues its march northward. Another half mile is under construction to 161st St. in Westfield and should be done soon, which will make the trail continuous for more than 15 miles to 10th St. in downtown Indy.

Merhoff Elected to Chair Statewide Association

President of the Carmel Chamber of Commerce Mo Merhoff is the newly elected chair for the Indiana Chamber Executives Associa-tion (ICEA)

Carmel Youth Group Offers Free Funding for Green Youth ProjectsCarmel Area Roots & Shoots (CAR&S) is offering micro-grants for volunteer green projects designed and carried out by young people in Carmel or Clay Township. The goal is to challenge area youth to help make Carmel and Clay Township a greener com-munity by funding 22 eco-friendly youth-inspired projects. More info: CarmelGreen-Teen.org. Deadline is October 15.

Hamilton Town Center Adds New TenantsSeven new tenants have either opened or will soon be serving customers at Hamilton Town Center, including Incredible Changes Dentistry, Bella Pizzeria, Saku Japan & Grill, Subway, Candy Bouquet, Fancy Nails, and Dollar Tree. Since its grand opening in May 2008 the Hamilton Town Center has attracted over 80 businesses and developed 659,000 square feet of leaseable space.

Cambria Suites Opens at Exit 10Hamilton County’s newest hotel is open for business. The new Cambria Suites is located off I-69 between Hamilton Town Center and Verizon Wireless Music Center and within walking distance of both. The busi-ness-friendly hotel offers 132 guest suites and several conference and meeting rooms, as well as a gourmet coffee bar and bistro-style restaurant.

Cambria Suites ribbon cutting

Software Firm Moves to City CenterSoftware Engineering Professionals (SEP), will relocate its offices to Carmel City Cen-ter from Meridian St. SEP cited amenities such as the Monon Trail, the Performing Arts Center and the many shops and restau-rants in the area as reason for the move. SEP employs about 75.

Adult Day Center Opens in NoblesvilleThe 60-Plus Club Adult Day Center opened its adult dementia and Alzheimer’s day care facility in the former Bureau of Motor Vehicles offices on south 10th St. in Nobles-ville. Trained staff offers personal assistance, therapeutic activities, mental and health care monitoring, social services, and more to 40-45 adults each day. The Adult Day Center is the only non-profit organization offering these services in Hamilton County. More info: 317-294-5352.

Monon Trail, looking south from 161st St.

Mo Merhoff

Carmel youth helping administer the micro-grants include high school freshmen Emily Roberts, Nicki Hutchins, Lauren Gibson, and Kristen Palamara.

Indiana Tech Opens in FishersIndiana Tech’s College of Professional Studies opened its new location in Fishers. The Lantern Road site has three full-size classrooms and one smaller classroom/con-ference room. The Fishers site is expected to become the center of Indiana Tech’s gradu-ate studies program in Indianapolis area. Indiana Tech has offered classes in Fishers since 2002, renting classroom space in a local hotel.

Fishers Town Manager Gary Huff, Indiana Tech President Arthur Snyder, Mark Kosiarik of the Fishers Chamber Board of Directors, and India-napolis Campus Director Ralph Berthiaume cut the ribbon on the new site.

Carmel Theater Group Moves to Clay TerraceCarmel Community Players will kick off their season in a new storefront theater. Located in a former scrapbooking store, The Carmel Community Playhouse at Clay Terrace has 120 seats and is available for rent to other community groups as well. The theater moved from the Carmel Arts Dis-trict. The first production in the new venue is Rabbit Hole, opening October 15. More info: 815-9387 or www.carmelplayers.org.

Miniature Museum Gets a Little BiggerA new 850 square foot addition is under construction on the front of Carmel’s Museum of Miniatures building, which is located on Main St. in the Carmel Arts and Design District. The addition will allow the Museum to expand its exhibit and gathering spaces.

Former DeeJay Launches Fishers Yogurt StoreBruce Elscott, former Indy radio morning host, has opened Indiana’s first self-service frozen yogurt store, Yogi Frozen Yogurt. Elscott lost his job in December amid cutbacks in the struggling radio industry. “After about 6 weeks of sitting around feel-

ing sorry for myself, my wife and I decided to start our own business,” he says.Customers serve themselves from 10 flavors of frozen yogurt, add their own toppings and pay 39 cents per ounce.

A Fishers resident, Elscott doesn’t rule out a return to radio some day. “Now I’m finally living my real dream, which was to someday work in a yogurt store,” he jokes. “A few months ago I was interviewing Ted Nugent, and now I’m scraping gummy bears off the floor. So, yeah, this is pretty glamorous too.”

Yogi Frozen Yogurt is located at 12660 E. 116th Street, just east of Brooks School Road in Fishers.

Meals and Deals in Downtown NoblesvilleBilled as the first of its kind in the country, the Traders Café is a restaurant with a Wall Street theme, blending casual dining with financial education. Trader’s offers member-ships that allow participation in workshops and classes while networking and interact-ing with other day traders. The menu is casual American cuisine.

Third Interchange Opens Along KeystoneA third teardrop style roundabout is now open in Carmel over Keystone Avenue at 136th St. Roundabouts at 106th St. and 126th St. were completed earlier. 116th/Car-mel Drive is under construction and 131st is scheduled to begin next year.


News

Bruce Elscott

Ribbon cutting at 136th St.in CarmelThe Carmel Community Playhouse at Clay Terrace.

Rendering of Museum of Miniatures addition on Main St.

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HamiltonNorth Chamber

70 N. Byron StreetCicero, IN 46034

317-984-4079

Upcoming Events!

Rachel Mahl, Accent on Business, gave pointers on communicating at networking events at the July luncheon

Thursday, October 1County-wide Networking Breakfast, 7:30amThe Mansion at Oak Hill; $10 for members, $20 for non-members; RSVP by Friday, September 25

Tuesday, October 6,Chamber Luncheon, 11:30 am Red Bridge Park Community Building, Speaker: Shawn Neal, Anderson Creative Solutions, “Social Networking Tips”, RSVP by Wednesday, September 30

Thursday, October 29, 4th Annual Business Showcase, Hamilton Heights High School, 5-7:30pm Visit with local businesses and support the Chamber and Hamilton Heights Educational Foundation, $5 admission is donated to HHEF

NOVEMBER 2009

26tH ANNuAl CICeRo tRIAtHloN

Hamilton North/Sheridan Chamber Joint Networking Breakfast: Edna Domingo, The Lodge Assisted Living; Brett Brooks, Edward Jones-Westfield; Marti Lindell, Meals on Wheels Hamilton County; Maureen Price, H&R Block Tax & Business Service

Sheriff Doug Carter spoke at the Chamber August Breakfast

Debbie Beaudin, Ambassador Committee Chair, presents the Bell of Recognition to Joe Katuin, Cicero Bioinstrumentation and Chair of the Lights Over Morse Lake Committee

OCTOBER 2009

Photos by: RDK Photography

Tuesday, November 3Chamber Luncheon, 11:30amRed Bridge Park Community Building, Speaker: Paul Wyatt, Small Business Administration, RSVP by Friday, October 30.

NEWSMAKERS

UpComing EvEntS!

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Noblesville Chamber601 Conner Street

Noblesville, IN 46060317-773-0086

COMMUNITY PRIDE AWARD FOR EXCELLENCE

NEW MEMBERS Seek out our new members at the next Chamber event you attend and help make them feel welcome!

Ann Kesmodel, Lions Creek ApartmentsEmily DiRosa, Matteo’s Ristorante Italiano

Joe GraffTeleGraff Consulting, LLC

Dr. Steve Salkeld, Incredible Changes DentistryPamela Bliss, Hamilton County Artists’ Association

Monroe Bank was the recipient of the Community Pride Award for Excellence for the month of August, 2009. Shelly Uribe accepted the award on behalf of the bank. Congratulations!

OCTOBER 2009 NOVEMBER 2009October 7 – 8:00 a.m.Chamber UniversityIT Marketing Chamber Office601 E. Conner Street

October 8 – 8:00 a.m.NetWORKS!Wolfie’s Waterfront Grill 20999 Hague Road

October 15 – 4:30 - 6:30 p.m.Business After HoursMonroe Bank15941 Cumberland Road

October 28 – 11:30 a.m.Membership Luncheon Harbour Trees Golf Club333 Regents Park Lane

November 12 – 8:00 a.m. NetWORKS!Eddie’s Corner Cafe101 N. 10th Street

November 12 – 6:00 p.m.Enterprise Awards BanquetPurgatory Golf Club

November 28 – 7:00 p.m.Holiday Lighting CeremonyHamilton County Judicial Center

Cindy White and Angel Hensley cheer-fully man registration before what is being called “The Hurricane” hit. Good spirits prevailed as we tried to wait out the storm. Unfortunately, play was cancelled. The raffle was drawn, beverage carts were pulled into the pavilion and dinner, catered by Alexander’s On The Square, was served. Many thanks to all who participated or volunteered!

Judi Johnson encouraged Jon Houghtalen, Krave Marketing, while Melin-da Sorg and Kyle Sweet counted raffle tickets as the storm threatened.

Jan Carney and family were honored during the 20th annual golf classic, A donation has been made each year to the Carney children’s education fund. Steve Carney was an active member of the Noblesville Chamber’s board of directors and the community.

Noblesville Chamber’s 20th Annual Golf ClassicTo the great distress of all concerned, this event had to be called because of the torrential and persistent rain on August 4. Nevertheless, the exceedingly gener-ous sponsors and hopeful participants, the enthusiastic committee, a core of very en-ergetic volunteers, along with Scott Steger and the staff at Pebble Brook Golf Club, made the Chamber’s annual fund-raiser an event to remember. Fortunately, we were able to hold the raffle and dinner. The chamber wishes to thank Lindsay Sweet, who chaired the event, and Dave Johnson who also put in many hours to ensure a very smoothly-run event. We owe a great debt of gratitude to all.

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New Business in SheridanThe Sheridan Chamber of Commerce would like to welcome a new business to Sheridan.

Advance Trading, Inc. 403 S. Main StreetSheridan, IN 46069

Upcoming Chamber LuncheonsOctober 22, 2009Brenda Garrod, MAMA’s Cupboard ~ 11:30-12:30p.m.Red Onion3901 W. State Road 47

December 3, 2009 ~ Holiday LuncheonDerek Arrowood, Sheridan Community Schools “State of the School” Address ~ 11:30-12:30p.m.Sheridan Community Center300 E. 6th St., Sheridan

Be sure to visit the Sheridan Chamber Website, www.sheridanchamber.org for information on all upcoming events!

New Chamber Members Creekside ChiropracticErin Merrill317/758-4880 Cell 317/753-5550306 S. Main St., Sheridan, IN 46069

Kercheval Funeral HomeMorris, Leesa, & Jason Kercheval317/758-5135306 E. 10th St., Sheridan, IN 46069

Second Street StorageAmanda Hart & Nathan Mylet506 W. 2nd Street, Sheridan, IN

Tradition CalendarsJohn Spear317/645-7950P.O. Box 1, Sheridan, IN 46069

Sheridan Chamber407 S. Main Street

P.o. Box 202Sheridan, IN 46069

317-758-1311

Happening’s On Main Street

Farmer’s Market

Mural by David Ogle

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Kevin Buchheit, Duane Lutz, & Barry Ginder relax after Networking on the Nines at Wood Wind Golf Club!

The Westfield Chamber of Commerce celebrated the community of Westfield by recognizing outstanding businesses and citizens at its annual Lantern Awards. On September 26th at The Palomino Ballroom.

The Westfield Chamber is pleased to announce the 2009 Lantern Award Recipient.

2009 RecipientBusiness of the Year ~ Lantern AwardAnytime Fitness, Kirk & Nancy Lawrence

EVENT SPONSORS

With additional support from Cave & Company printing, Duke Energy, First Merchants Bank, Hoosier Glass Company, O.W. Krohn & Associates, LLP, Palomino Ballroom, Riverview Hospital, Wittler Orthodontics

OCTOBER 2009Ribbon Cutting and Business After Hours

Thursday, October 1st ~ 4:30-7 p.m. Ribbon Cutting at 5p.m.

Bolden’s Cleaning & Restoration112 Park 32 W Drive, Noblesville

Reservations: (317) 804-3030 or [email protected]

County-wide Chamber Networking BreakfastThursday, October 1st ~ 7:30 a.m.-9:00 a.m.

The Mansion at Oak Hill ~ 5801 East 116th StreetReservations: Required by September 28th (317) 846-1049

or www.carmelchamber.com

Economic Development MeetingMonday, October 5th ~ 11:30 a.m.

Old Country Buffet, Village Park Plaza ~ WestfieldReservations: (317) 804-3030 or [email protected]

Membership Luncheon Thursday, October 15th ~ 11:00 a.m.-1:00 p.m.

Mayor Andy Cook, State of the City - The Palomino Ballroom 481 South County 1200 East

RSVP by Friday, October 9th to (317) 867-8066 or [email protected]

Connect 2! Westfield & Carmel Business After Hours! Thursday, October 29th ~ 5:00-7:00 p.m.

Hilton Garden Inn - 13090 Pennsylvania Street, Carmel Reservations: (317) 804-3030 or [email protected]

Westfield Chamber130 Penn Street

P.o. Box 534Westfield, IN 46074

317-804-3030

MARK YOUR CALENDARS


NOVEMBER 2009Economic Development MeetingMonday, November 2nd ~ 11:30 a.m. Old Country Buffet, Village Park Plaza ~ Westfield

L.I.N.K. (Learn. Inform. Network. Knowledge.)Thursday, November 5th ~ 7:30 a.m. Comfort Suites15131 Thatcher Lane (Behind Arby’s at 151st and US 31)Reservations: (317) 804-3030 or [email protected]

Hamilton County Legislative Task Force Legislative Breakfast ~ Fall ForumMonday, November 9th ~ 7:30–9:00 a.m.The Mansion at Oak Hill ~ 5801 East 116th StreetReservations: (317) 804-3030 or [email protected]

Membership Luncheon ~ Thursday, November 19th11:00 a.m.-1:00 p.m.Gerry Dick, President and Managing Editor, Grow Indiana Media Ventures, LLCCreator and Host, Inside INdiana Business with Gerry DickThe Bridgewater Club ~ 3535 East 161st Street, WestfieldReservations: Due by November 13th to (317) 804-3030 or [email protected]

Business After HoursThursday, November 19th ~ 5:00–7:00 p.m.City of Westfield Fire DepartmentWestfield Public Safety Building, 17535 Dartown RoadReservations: (317) 804-3030 or [email protected]

CongratuLationsLantErn awards-sEptEMbEr 26thpaLoMino baLLrooM

John Kerr and Kennetta Crissman

Keltie Domina and Judy Erner (from left to right).Kelties and the Wood Wind Golf Club provided food and cocktails for the Westfield and Carmel Chambers

CrossRoads Church at Westfield

Kennetta Crissman Celebrates 10 years with Edward Jones!

“nEtworking on thE ninEs”… a great success

ribbon Cuttings

Primrose School at Bridgewater Ribbon Cutting. Mayor Cook is joined by Owner Julie Bowman, “Percy” and Primrose Staff.

Westfield Foot & Ankle, LLC celebrates its One Year Anniversary!Dr. Sullivan and Leah Sullivan and their staff are joined by Mayor Cook and Chamber Board member John Kerr

…

A Grim Business: Grave robbing in Fishers

Hamilton County History

David Heighway

ted him based on his plea of self-defense. This attitude must have appealed to West for he chose to settle here and at various times farmed and operated a tavern.

The other figure came from a different background. Joseph C. Alexander was born in Fall Creek Township in 1859. His parents had both died by 1870 and he grew up on his relatives’ farms. He worked as a school-teacher, blacksmith, carpenter and drug-gist before deciding sometime around 1891 to attend college and become a doctor. He moved to Indianapolis and

worked several jobs to pay for his schooling, finally graduating from the Indiana Medical School in 1895. He opened an office in Indianapolis and became associated with the Central College of Physicians and Surgeons. He was appointed director of the anatomical laboratory in their newly completed building and lectured on anatomy at several medical schools in Indianapolis.

Even before Dr. Alexander came to the College of Physicians and Surgeons, the school was accused of body snatching. Police found stolen bodies when they searched the building but the college denied responsibility both times.

In September of 1902, a grave robber from Indianapolis named Rufus Cantrell was arrested on another charge and questioned. When the police offered him leniency, he confessed to grave robbing and said that his main customer was Dr. Joseph Alexander. The police then arrested Alexander and charged him with disturbing a grave, taking a corpse, and aiding in the concealment of a corpse. The doctor issued an immediate denial.

By early October of 1902, the widespread nature of these robberies became apparent. There were estimates of 150 graves robbed in cemeteries all over Marion County and the counties beyond. A grand jury was empanelled, and twenty-five indictments were returned. Besides Alexander, four physicians from other schools were indicted.

As the investigations continued, the public learned a great deal about how the body snatching business was conducted. It could be fairly profitable, with the

A century ago, the town of Fishers was rocked by the involvement of some of its citizens in a gruesome scandal. The perpetrators of a rash of grave thefts had been arrested, and although the person who attracted most of the media attention was a grave robber from Indianapolis, his confession had led to a local farmer and a respected doctor. The body snatching trials of 1902 and 1903 put the words “ghoul” and “grave robber” on everyone’s lips and filled the columns of

the newspapers. While the Indiana body snatchers have since been forgotten, they did enter into local folklore and profoundly changed the laws and procedures for medical schools in the state.

Grave robbing, the subject of countless horror movies, was a real-life concern for late-19th century Hoosiers. As in the movies, the object of the crime was not any valuable object that may have been in the grave, but rather the bodies themselves. Also called body snatching or resurrection, this was often the only method for medical schools to obtain subjects for teaching their students.It was finally ended only after lurid criminal trials forced the state government to take direct action.

The two Fishers people who were involved could be considered unique. The first person, Wade Hampton “Hamp” West, was born in 1844 in North Carolina. He grew up there and enlisted in the 22nd North Carolina Infantry during the Civil War. He said later that he had participated in the battles of Chancellorsville, Pickett’s charge at Gettysburg, and the Crater at Petersburg. He also said that he had been wounded when a shell fragment tore away his cheekbone and that he deserted the army rather than surrender at the end of the war. He arrived in Hamilton County around 1880.

One of his first acts after arriving in Hamilton County was to kill a man. At this time, the town of Fishers was embroiled in an ongoing brawl called “the Battle of Mudsock”. The epicenter of this fight was a tavern that had been built on poles to suspend it above a marshy area. West was in the tavern drinking when a man named Adam Lynn came and issued a general challenge to the bar patrons. West grabbed a fourteen-inch brass beer spigot and chased Lynn out of the bar, where Lynn fell into the mud and got stuck. West caught up to him and split his skull with the beer spigot. Since Fishers was a very rough place at that time, the court acquit-


A newspaper advertisement from the 1880s for a Noblesville funeral home that sold anti-theft devices for graves. Grave robbery became a great concern in the Midwest after the body of Benjamin Harrison’s father was stolen in 1878.

The college where Dr. Alexander worked and many of the bodies were sold. It was on the north-west corner of Ohio and Senate in Indianapolis.

…

that while walking through a patch of woods on his land he accidentally came upon West boiling something in a large kettle. It turned out to be “the body of a rather low, heavy-set man with the head missing”. The young man asked West where he had obtained the corpse. West answered that Dr. Joseph Alexander had given it to him. The young man did not say how this encounter finished, but the court did not admit his testimony as evidence, because it was ruled as not material to the case at hand. However, West was found guilty on July 16 and sentenced to ten years at Michigan City Penitentiary.

In the end, it was economics rather than court trials that ended body snatch-ing in Indiana. The Marion County coroner, Harry Tutewiler, suggested that Indiana create a pool of unclaimed bodies from all over the state that would be distributed as needed, eliminating the illicit demand. House Bill number 100 was signed into law February 25, 1903 to create a State Anatomical Board to oversee this pool.

The principals of the trials each came to their various ends. Hamp West died of stomach cancer in prison in 1904. He became a legendary figure in the Fishers area and is a kind of bogeyman in local folklore. Dr. Alexander eventually re-opened his practice in 1915 and died in 1925. The trials of Alexander and West are a fascinating look at a long-forgotten crisis in Indiana medical education. However, many of the issues confronted at that time are still relevant today. While modern medical professionals would, of course, be horrified by the use of stolen bodies, the debate about cloning and other new technologies has placed medical ethics very much in the news. It would be interesting to see if the choices made today will shock society a century from now.

David Heighway is the Hamilton County historian.


finder receiving 25 to 30 dollars a head, (so to speak). Even if the body was too decomposed for dissection, it could be boiled down for the skeleton, which was worth ten dollars. Mistakes could be avoided by placing a lump of coal on the graves of unsuitable bodies. As the trials went on and crackdowns continued on the gangs, word spread that the price of the bodies had gone up to $100 – the law of supply and demand.

The next break in the case occurred with the arrest of Hamp West on November 14. Cantrell had pointed out West as one of his main competitors, although West denied every-thing. Dr. Alexander’s trial began February 2, 1903. The star witness of the prosecu-tion was Rufus Cantrell who had been nicknamed “the King of the Ghouls” by the popular press. On February 12, the final arguments were made and the jury recessed to make their decision. After 48 hours with no

progress, the judge declared a hung jury and discharged them. The prosecutor dropped the charges against Dr. Alexander.

In March, the grand jury for Hamp West met. It was at this time that one of the more bizarre stories of the whole peculiar affair came to light. Cantrell had contended that during one of his nightly expeditions, he and his gang had just finished excavating a grave when Hamp West and his gang arrived. West ordered Cantrell away from the grave, and Cantrell refused. A brawl ensued, and suddenly both gangs drew pistols and began firing. A member of Cantrell’s gang dropped into the open grave with a bullet through his neck, while Cantrell and the rest of his men fled into the night. At the trial, Cantrell accused West of either burying the fresh corpse in a swamp or selling it to the medical schools. West denied that the incident had even occurred.

Hamp West’s trial began on July 2. It was held in Noblesville rather than Indianapolis and had some surprises. One of the last witnesses produced by the prosecution was a neighbor of West’s from Fishers. The young man testified

Beaver Cemetary, now called Highland Cemetary, is located on Hoosier Road in Fishers.

Wednesday 28th 4:30-6:30Fishers Business After Hours

Old National Bank

Wednesday, 28th 11:30Noblesville Luncheon

Harbour Trees Golf Club

thursday, 29th 5-7Ham North 4th Annual Business Showcase

Hamilton Heights HS

thursday, 29th 5-7Westfield-Carmel Connect2

Business After HoursHilton Garden Inn

NOVEMBERMonday, 2nd 11:30

Westfield Economic Development MeetingOld Country Buffet

tuesday, 3rd 11:30Hamilton North Luncheon

Red Bridge Park

Wednesday, 4th 8-9:30am Fishers Morning Motivator

Hampton Inn

thursday, 5th 7:30amWestfield L.I.N.K.

Comfort Inn

Monday, 9th 7:30-9amLegislative Breakfast-Fall Forum

Oak Hill Mansion

Wednesday,11th Noon-1:30 Carmel Luncheon

Monon Center

Wednesday, 11th 4:30-6:30Fishers Business After Hours

TBD

thursday, 12th 8amNoblesville NetWORKS!

Eddie’s Corner Cafe

thursday, 12th 5-6:30Carmel Business Roundabout

McNamara Florist


This information is accurate as of press time. Please check chamber websites for updates.

For more information on these events please contact the chambers at these numbers:Carmel Chamber of Commerce 846-1049www.carmelchamber.comFishers Chamber of Commerce 578-0700www.fisherschamber.comHamilton North Chamber of Commerce 984-4079www.hamiltonnorthchamber.comNoblesville Chamber of Commerce 773-0086 www.noblesvillechamber.comSheridan Chamber of Commerce 758-1311www.sheridanchamber.orgWestfield Chamber of Commerce 804-3030 www.westfield-chamber.org

thursday, 12th 6pmNoblesville Enterprise Awards Banquet

Purgatory Golf Club

Wednesday 18th 7:30-9amCarmel Business Over Bagels

Baker and Daniels

Wednesday 18th 11:30-1Fishers Luncheon

Forum Conference Center

thursday, 19th 11-1Westfield Luncheon

Bridgewater Club

thursday 19th 5-7Westfield Business After Hours

Public Safety Building

Saturday, 28th 7pmNoblesville Holiday Lighting Ceremony

Hamilton County Judicial Center

looking ahead:Noblesville Holiday Luncheon Dec. 2

Sheridan Holiday Luncheon Dec. 3Hamilton North Holiday Luncheon Dec. 8

Carmel Holiday Luncheon Dec. 9Fishers Holiday Luncheon Dec. 16

Westfield Holiday Luncheon Dec. 17

OCTOBERthursday, 1st 7:30-9am

Countywide Networking BreakfastOak Hill Mansion

thursday, 1st 4:30-7Westfield Business After Hours

Boldens

Sat and Sun, 3rd and 4th Sheridan Harvest Moon Festival

Biddle Park

Monday, 5th 11:30Westfield Economic Development Committee

Old Country Buffet

tuesday, 6th 11:30Hamilton North Luncheon

Red Bridge Park

Wednesday, 7th 8amNoblesville Chamber University

Chamber Office

thursday, 8th 8am Noblesville NetWORKS!Wolfie’s Waterfront Grill

thursday, 8th 5-7Carmel Tailgate After Hours

The Fountains

Wednesday, 14th Noon-1:30Carmel Luncheon

Ritz Charles

thursday, 15th 11-1Westfield LuncheonPalomino Ballroom

thursday, 15th 4:30 – 6:30 Noblesville Business After Hours

Monroe Bank

Wednesday, 21st 11:30-1Fishers Pillar Awards Luncheon

Forum Conference Center

thursday, 22nd 11:30-12:30Sheridan Luncheon

Red Onion

Calendar


PRACTICAL ADVICE ON DEVELOPING YOUR SALES NETWORK

Book Mark

Steve Lawson is President of Steve Lawson Consulting, which specializes in improving marketing results without increasing costs.

How does a small business attract more clients without spending more money? You must be skilled at marketing like a WOM-AN—Word Of Mouth And Networking. As a consultant in this area, I have read hundreds of books on how to do this effectively. By far, my favorite is Never Eat Alone by Keith Ferrazzi.

It sounds easy. Meet a lot of people then do business with them. If it were that easy, every small business would be successful. However, it is VERY challenging to meet the right people, make them want to do business with you, and convert them to clients.

Some books cover what to do while others cover how to do it. Never Eat Alone combines both with numerous stories that il-lustrate the points and make the reading enjoyable.

Keith grew up in a blue collar family in a small town. While working as a teenager at a nearby golf course, he eavesdropped

on the conversations of the golfers who were successful busi-ness people. He quickly realized that much of their success was attributed to their connections.

Throughout his life, he has been a huge success at every step (Yale, Harvard MBA, CMO of Deloitte Consulting, CMO at Starwood Hotels, CEO of Knowledge Universe, author of best-selling book). With each success, he can identify the connection or connections that propelled him to excel.

The book shares his knowledge, experience, and strategies. First, he clarifies the mindset you must have to approach networking in the most effective manner. Although he goes into great detail on how you achieve this, the common theme is simple…help those you meet.

Second, he dedicates a large portion of the book to the skill set needed. He emphasizes the importance of basic skills as “Take Names” and “Follow up or Fail.” He also provides valuable insights into the skills needed for more challenging tasks, such as “Managing the Gatekeeper” and “Connect with Connectors.”Third, he shows you how to “Turn Connections into Compa-triots.” From my experience, I have worked with hundreds of people who have developed a large network of acquaintances. Their relationships are not deep enough to be of value to either party. This part of Keith’s book shows you how to nurture your database and casual connections into a strong network of valuable resources.

You planted seeds and built a network. You nurtured those re-lationships to make them strong. In the fourth part of the book, Keith shows you how to harvest so that your efforts pay off. As Edward Vernon Rickenbacker said “I would rather have a mil-

lion friends than a million dollars.” If you have built a network of one million friends, you can follow this book’s directions for promoting your business.

No book has all the answers. No book can make you rich. At least one book can show you how to build your network, nurture the relationships, and promote yourself to the network.

Have you read a good business book lately?Share your thoughts with others and helpspread good advice. Send your book reviewto [email protected] andwe may run it in a future edition.

NEVER EAT ALONE by Keith Ferrazzi Review by Steve Lawson


Rotary International

TheNoblesvilleMiddayRotaryClubisoneof32,000localRotaryclubsthroughouttheworldandsixinHamiltonCounty.Opentoallpersonsregardlessofrace,color,creedorpoliticalpreference,Rotarybringsto-getherbusinessandprofessionallead-erstoprovidehumanitarianservice,encouragehighethicalstandardsinallvocations,andhelpbuildgoodwillandpeaceintheworld.Eachclubmeetsweekly.FormoreinformationontheNoblesvilleMiddayRotaryClubCall Gloria Davis 317-877-0051

Logan Street Signs & Banners1720 South 10th Street,Noblesville, IN317-773-7200 Open M-F 7-5www.loganstreetsigns.comwww.noblesvilletrophies.comwww.noblesville.com

Digitallyprintedsignsandbannersofanysize,vehiclewrapsandgraphics,T-shirtprinting,laserengraving.Greatcustomerservice,fastturn-around.FamilyOwnedandOperated.ServingNoblesvilleandHamiltonCountysince1992.AlsohomeofNoblesvilleTrophies773-7391OpenM-F9-6Sat.10-2

BUSINESS RESOURCE DIRECTORYSigns and Banners Service ClubCommercial Lease Space

River Edge Professional Centerand River Edge Market PlaceNoblesville, INCall John Landy at [email protected]

65,000squarefeetofflexiblefloorplans.Designandbuildtoyourspecifications.TimeSharespaceavailable.Retailspacealsoavailablefrom1,600squarefeetup.

Easyaccessandabundantparking!Highspeedinternet.3minutesfromRiverviewHospital.

Freelance Graphic Design

Mezign Design11505 River Drive EastCarmel, INCall Melanie at [email protected]

MezignDesignoffersgraphicdesignservicesforanythingfrombusinesscardstobillboards,specializinginprintandwebadvertising.Reasonablerates,moderndesignandfastturnaround.GiveMezignDesignatry.You’llbegladyoudid.

Is mailed to every Chamber of Commerce member

in Hamilton County.The December/January issue will be

mailed the week of November 23Advertising Deadline is Friday, October 23.

Call Mike Corbett, 774-7747 or e-mail [email protected]

to reserve your space.

thinking aboutDirect mail?

Advertising in this magazineis more cost effective.

With a two month shelf life and an editorial environment

designed to appeal to business people,

the choice is clear.

Community Resources

Hamilton CountyAutism Support Group19215MorrisonWayNoblesville,IN46060

TheHamiltonCountyAutismSupportGroupprovidescommunityawarenessandhelpssupportfamilieswherelivesarechallengedbyAutism,adisabilitythattypicallyappearsduringthefirstthreeyearsoflifeandaffectssocialinter-actionandcommunicationskills.

HCASGprovidesSupportMeetings,AutismSiblingsProgram,YoungAdultsSocialGroup,GirlsontheSpectrumandmore.

Formoreinformation,contactJaneGrimesat317-403-6705Or visit www.hcasg.org

Computer Consulting

Compumed802 Mulberry StreetNoblesville, INSuite [email protected]

•BusinessComputerHardwareandSoftwareInstallation•CustomApplicationDevelopment•On-SiteSupportandService

Advertising sAlesIf you have a knack for sales and enjoy this magazine, we would like to talk to you. We have an opportunity for just the right person.Call or email Mike Corbett, Publisher

[email protected]

After 30 blood transfusions, we thought she deserved a crown.

As a senior at Fishers High School, Leah is planning on studying pre-med incollege. But after returning from a family vacation, she was diagnosed with arare blood disorder and quickly found herself studying the ceiling tiles in herhospital room at Community North. Her condition was so serious that sherequired a blood transfusion every day. Over 30 in all. Leah was missing outon a lot. School. Her senior year. And now the prom. It was more than theCommunity nurses could bear. If Leah couldn’t go to the prom, they wouldbring the prom to Leah. Guest Relations arranged for a stylist to do hermake-up and hair and for the hospital’s own Bamboo Café to prepare dinnerfor her and her classmates. The school principal even stopped by to crown herprom queen. And for one evening out of a very horrible month…all was rightwith the world. All because some thoughtful caregivers took it upon them-selves to blur the line between being good nurses…and being good people.

177-3006 Prom Queen HCBM10-09:Layout 1 8/7/09 4:34 PM Page 1

hamilton county business magazine october/november 2009

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