Fall 2012

Monday, September 24, 2012 Made in Western New York

LOOK INSIDE FOR… CEO Roundtable Dinner Events Board of Directors 2012-2013

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PROFESSIONAL DEVELOPMENT ... RELATIONSHIP BUILDING

PROFESSIONAL DEVELOPMENT ... RELATIONSHIP BUILDING

calendar

BNSME 2012-2013

Board of Directors

OF EVENTS

CEO ROUNDTABLE Salvatore’s Italian Gardens Made in WNY Maryalice Demler - moderator Page 3 President’s Message

CONTENTS

OCTOBER SEMINAR PageSUNRISE 4 CEO Roundtable Millennium Hotel The Essence of Table Etiquette Page 5 Bourdage, October Events presented by John Bourdage Consulting Tony Blasting field director Northwestern Mutual VP MEMBERSHIP

Keith Bookbinder C.P.A. partner Lougen, Valenti, Bookbinder & Weintraub, LLP TREASURER

Fred Bristol business advisor & adjunct professor Buff State College SBDC IMMEDIATE PAST PRESIDENT

Richard Brown VP commercial enterprise banking RBS Citizens N.A. GOLF CHAIR

we’re more than a plan, we’re a partner Melanie Buhrmaster-Bunch interim assistant VP Corporate & Foundation Relations University at Buffalo VP PROGRAMMING

Rich Carrow general managerJD Supply John W. Danforth Company DIRECTOR

Ben Casto sales & marketing Applied Sciences Group, Inc. DIRECTOR

Laura Del Monte director of marketing & client services Lougen, Valenti, Bookbinder & Weintraub LLP

BlueCross BlueShield of Western New York is proud to support the BNSME.

DIRECTOR

A Division of HealthNow New York Inc. An Independent Licensee of the BlueCross BlueShield Association. BlueCross, BlueShield and the Cross and Shield symbols are registered trademarks of the BlueCross BlueShield Association.

A PRINT SHOP LIKE NO OTHER! Image is everything.

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3/23/11 9:31 AM

DataDavid Postcard Letter Packages Invitations Programs/Booklets/Directories Nancy De Tine Variable Doug Eberhardt Frasier &Jeanne Hellert writer & consultant marketing assistant dean BNSME Brochures/Sell Sheets/Flyers Signs & Banners Magazines/Catalogs/Letterhead Nancy De Tine manager UB School of EXECUTIVE & design Marketing Sealing Devices Inc. Management DIRECTOR Envelopes & Business Cards Pocket Folders/Door Hangers/Tickets Promotional Items photography & Apparel Communications DIRECTOR VP EDUCATION Commercial Photography DIRECTOR r th

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MESSAGE FROM THE PRESIDENT

President’s OCTOBER Message 17, 2012

welcome 22 dinner.

On November 19, we are hosting our Welcome to annual Speed Networking event – Cocktails another year – our & Connections. Do you see a lot of 70th to be exact! familiar faces at our dinner meetings, but Page 6 November Events We finished off last not recall their names or what they do? STUDENT DAY & OCTOBER DINNER MEETING OCTOBER year 22, 2012 January Dinner with a very This is your chance to find out more about Millennium Hotel 5:15 p.m. Networking the Hanks people in our organization. Exchange successful golf Kelsey Z80 Labs: Transforming WNY intoPhotos the Silicon Snowbelt 6:15 p.m. Dinner & Program Page 7 Recent Event business cards. Give your 60-second tournament with presented by Dan Magnuszewski, Z80 Labs Patricia Herberger beautiful weather Buffalo NiagaraThen Partnership commercial. decide if you want to 2012-2013 BNSME President Page 8 January Lunch Seminar; speakassociation further over coffee. You never know business and a visit from Entrepalooza NOVEMBER LUNCH SEMINAR NOVEMBER 7, 2012 who you might meet that could help you in “Rodney Ramada Hotel & Conference Center 11:30 a.m. - 1:15 p.m. Danger- your business. Our members have a wealth field, ” who helped us with our live auction. CreatingPage a Sustainable and Measurable Process Model for New 9 Executive of the Year Jo Ann Harig of experience. Business Development, Marketing and Sales Support presented by Todd Zielinski, Athena SWC LLC American Cancer Society Recently, we conducted a member survey to find Page 10 BNSME 2012-2013 On December 6, we will have our joint out what type of programming you would like Board of Directors non-profit Holidayhealth Bash organization with the Buffalo Niagara to see in the coming year. Your Programming NOVEMBER DINNER MEETING NOVEMBER 19, 2012 Partnership and the Center for Committee, headed byNetworking Melanie BuhrmasPageHotel 11 New Members and Millennium 5:15 p.m. Entrepreneurial Leadership Alumni ter-Bunch, has been working hard over the Speed Networking: Cocktails & Connections 6:15 p.m. Dinner & Program Bradley Irish-Jones Calendar of Events Association. Keynote presented by Jennifer Parker, summer planning an exciting calendar of events. Irish Companies Jackson Parker Communications Committee members have been talking to On January 28, Dottie Gallagher-Cohen of carbonic and propane dynamic speakers about sharing their sales and Visit Buffalo Niagara – formerly the Buffalo marketing expertise with us. 6, 2012 Join BNSME as weEVENT host our HOLIDAY NETWORKING DECEMBER Niagara Convention and Visitors Bureau Hyatt Regency Buffalo 5:30 p.m. 8:30 p.m. annual CEO Roundtable on William – willPaulot share how she and her team market Joint event with CELAA, Leadership Buffalo and Our first event for the year will be our CEO Monday, September 24, The Buffalo Niagara Partnership Buffalo. And they don’t just “wing it”! PrintLeader Roundtable on September 24. Do you love at Salvatore’s Italian Gardens Buffalo? Do you love companies that make digital or printing & graphic services sell products in Buffalo and 9,help JANUARY LUNCH SEMINAR JANUARY 2013keep people We know that the best way to grow our Millennium Hotel 11:30keep a.m. - our 1:15 p.m. employed here and local economy membership is by having current members introduce Building a B2B Marketing Strategy Using LinkedIn vibrant? You will get to meet four leaders who do James Spano people to BNSME by inviting presented by Dan Hanssel of DanHanssel.com them to an event. Please encourage your just that and hear their success stories. Buffalo Office Inc.professionals to Monday, September 24, 2012 fellow sales Interiors, and marketing Made in Western New York find out what we’re all about. office furniture How many of you 28, consider yourself JANUARY DINNER MEETING JANUARY 2013 Location TBA Networking entrepreneurs? 5:15 Davep.m.Frasier, VP of our Building Brand Buffalo: Expanding our brand promise p.m. Dinner & Program Education 6:15 Committee, will be putting a new Feel free to contact me with any questions or beyond chicken wings and snow twist on Student Day this year. He is working suggestions at 863-6577. Thank you for your presented by Dottie Gallagher-Cohen, on a program where students can see how sales support of BNSME. Visit Buffalo Niagara and marketing is done in the real world. And the entrepreneurship question? Many of you started Pat Herberger 2012 EXECUTIVE OF THE YEAR & 4, 2013 today are President, Herberger Consulting your business and MARCH some graduates ELITE SALES & MARKETING AWARDS GALA 5:15 p.m. Networking LegalShield, Independent Associate finding their career isn’t necessarily Location TBA 6:15 p.m. Dinner & Programat someone & Director else’s company. Curious? Come to our October 7:30 a.m. - 9:15 a.m.

NEW MEMBERS

ON THE COVER

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SEPTEMBER 24, 2012 5:15 p.m. Networking 6:15 p.m. Dinner & Program

www.onionstudio.com www.onionstudio.com [email protected] [email protected]

716 866 3380

Fall 2012

LOOK INSIDE FOR…

Patricia Herberger Tim Kwiatkowski VP-commerical director LegalShield/ banking ID Theft Shield Five Star Bank PRESIDENT AWARDS GALA CHAIR

Karen Lewis small business consultant DIRECTOR

CEO Roundtable

Joe Lojacono president Valmark Associates LLC VP MARKETING & COMMUNICATIONS EXECUTIVE VP

Dinner Events

Board of Directors 2012-2013

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ANNUAL INSTALLATION DINNER

MAY 20, 2013

18TH ANNUAL GOLF OUTING JUNE 17, 2013 BUFFALO NIAGARA SALES & MARKETING EXECUTIVES: Since 1942, the Buffalo Niagara Sales and Marketing Executives (BNSME) have been Orchard Park Country Club 10:00 a.m. - 7:00 p.m. devoted to professionalism in sales and marketing. BNSME provides a unique forum for Greater Niagara business leaders to further their professional and To benefit Achievement of WNYwith experts in sales and marketing by sharing of ideas, best practices, knowledge and experience. personal Junior development through interaction Magazine editors: Jeanne Hellert (BNSME Executive Director), Nancy DeTine (Nancy DeTine Marketing Communications), Julie Waldron (Proforma Total Business)

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PROFESSIONAL DEVELOPMENT ... RELATIONSHIP BUILDING

PROFESSIONAL DEVELOPMENT ... RELATIONSHIP BUILDING

SEPTEMBER DINNER MEETING JANUARY LUNCH SEMINAR MONDAY, SEPTEMBER 24, 2012 Need a new WEDNESDAY, JANUARY 8, 2013

OCTOBER DINNER MEETING MONDAY, OCTOBER 22, 2012

Save the Date!

2012 Executive of the Year Awards Gala

professional portrait? Building a B2B Marketing Strategy Using LinkedIn

Z80 Labs: Transforming WNY into the Silicon Snowbelt OCTOBER MO N DAY, Have you heard about Z80 Labs? Come to our monthly M A RC H 4, 2013 SUNRISE SEMINAR

CEO Roundtable: Made in WNY

It’s BNSME Membership While people flock to Facebook to escape business, they go to LinkedIn to do business. In fact, Roster time again and we with Dan Hanssel 175 million members and counting, LinkedIn is the largest professional social networking site DanHanssel.com need current photos of all in the Join BNSME at Salvatore’s Italian Gardens as we kick off Maryalice world. In this seminar, integrated marketing and social media marketing Dan– Hanssel of our expert members so it’s will monthly with a roundtable revealDemler techniques youour can2012-2013 use on LinkedIn to dinner achieveprogram your B2B marketing goals. Dantime hastospent his career in B2B update yours.

presentation from top executives companies areseminars and trained more than 2,000 marketing, business development and strategic planning. He haswhose presented more than 100 uploadDanHanssel.com it with your region onforthe map and keeping jobs here in HeThen professionals on usingputting LinkedInour strategically sales, recruiting and personal branding. launched in profileNew to our website so the 2011, andNew delivers marketing strategy advice and social media training to companies in Western York and across Western York! it can appear in this year’s country. news anchor WGRZ-TV Channel 2

Our panelists include Mark Andol, owner of the Made in America Store and General Welding & Fabricating Inc.; Steven Desmond, president of Heintz & Weber (makers of Weber’s mustard); Steve Finch, plant manager of General Motors Tonawanda Engine Facility, and George Stege, president of Ford Gum & Machine Company Inc. The panel will be moderated by Maryalice Demler, WGRZ-TV Channel 2 News anchor. Maryalice will ask our speakers to share the secrets of their success right here in Western New York and why these Made in WNY products are so popular locally and nationally.

publication!

BNSME will help! Dylan Buyskes, owner of Onion Studio and our professional photographer, will set up shop at the September dinner meeting and take “head shots” for only $30 per person.

You’ll find his “studio” near the reception table at Salvatore’s on Monday, September 24. Get there early so that you can take advantage of this extraordinary deal on a CELAA professional publicityfor BNSME teamed up with UB and The Partnership Entrepalooza 2012 on May 10 atphoto. the Buffalo Niagara Convention Center.

Mark Andol

Made in America Store and General Welding & Fabricating

Steven Desmond Heintz & Weber

Steve Finch General Motors

THANK YOU TO OUR SPONSORS

Pictured from the top and left to right are: the main event featuring Keith Then upload it to our McFarland; attendees Althea Luehrsen and Mary Anne Cappon; session George Stege websiteinASAP tobooth makeofsure expert Rita Markle; Keith Bookbinder the expo Lougen, Ford Gum your new head shotrelaxing will bein the Valenti, Bookbinder & Weintraub LLP; Todd Salansky expo booth of presenting sponsor MidCity Office Furniture; and Keith published! McFarland, author of The Breakthrough Company.

dinner on October 22 to learn how Z80 Labs is building a successful net-focused New York,March 4, 2013, when SAVE THE DATE ecosystem and plan in to Western attend Monday, sparking the local by creating companies Executives (BNSME) members of theeconomy Buffalo Niagara Sales new and Marketing and will keeping local talent right here in Buffalo! Softbank recognize the achievements of area professionals. Capital, The Buffalo News, Campus Labs, PC Business Solutions and Synacor forces Western to change This annual awards joined gala gives NewtheYork companies the way opportunity Buffalo and Westernrecognize New York think about In addition, BNSME to publicly their top achievers. Dan Magnuszewski technology sponsoringindustry the Z80leader Labs from Technology honors abyprominent Western New York as our chief pi, chief principal innovationist, Incubator, which launched on July 23, 2012. Z80 Labs’ Executive of the Year (EOY). Our honorees are individuals whose efforts Z80 Labs Technology Incubatorin mission is to serve as a catalyst, Buffaloeconomic and the business community havetransforming not only produced rewards for their Western New Yorkand intoour a technology hotbed and creating anthe environment gives organizations region but also have advanced sales and that marketing entrepreneurs profession.exposure to industry leaders typically available only in New York City or Silicon Valley. We are pleased to announce Russell J. Salvatore, President & CEO of DanRussell’s Magnuszewski is the and driving force the Grand growthHotel, of Buffalo’s Steaks, Chops More andbehind Salvatore’s will be technology community, uncovering innovators currently working with honoredstartup with the 2012 Executive of the Year Award, in conjunction with localthe area startups on market-disrupting Dan will Award spur their success by winners of the BNSME Elite Salesideas. & Marketing (ESMA). leveraging Z80 Labs’ extensive mentor network, services and events. Dan hopes Z80 Labs “will inspire local talent to build the next great tech company here in our own backyard versus Silicon Valley or Silicon Alley.”

WEDNESDAY, OCTOBER 17, 2012

The Essence of Table Etiquette

Russell J. Salvatore president & CEO Russell’s Steaks, Chops and More Salvatore’s Grand Hotel

John Bourdage Bourdage Consulting

Enjoy an enlightening breakfast seminar featuring John Bourdage of Bourdage THANK YOU TO OUR SPONSORS Consulting Inc. John is a graduate of the internationally renowned Ivor Spencer School for Butler Administration and Assistants in London, a Five To learn more about this and great sponsorshipPersonal opportunities, Star Diamond award-winning school. please contact Tim Kwiatkowski, event chairperson, at 218-7864. A lifelong member of the Guild of British Butlers, John will share his ANNUAL STUDENT DAY expertise about proper table etiquette MONDAY, OCTOBER 22, 2012 BUSINESS OR LEISURE PARK & FLYlunches and during all those power business dinners we attend. Using Come and Share Your Career Insights • Mortgage & Home table settings, he will demonstrate the Equity Services After a •successful launch last year of a new format, BNSME will again host the proper use of cutlery and napkins, how Credit Card Processing Student• Cash DayManagement experienceServices for local college students interested in sales and to eat different foods, how to pace the • Great Loan Rates marketing. The Education Committee is inviting five to ten BNSME AIRPORT ELLICOTTVILLE meal and, BUFFALO of course, the art of mealtime • Online Banking Walk to Area Shops, Rooms for Wedding, Reunions, members to share insights about their careers with small groups of college students. Restaurants and Nightconversation. Life Sports Groups and More We are looking for a range of professional backgrounds to provide a variety of 11 Mill St. Ellicottville, NY 4345 Genesee St., Buffalo, NY perspectives. If you would like to be considered, please send your request with 716.699.6000 • 1.800.337.0077 716.631.0080 50 OFFICES • MORE THAN 70 ATMs www.EllicottvilleWingateInn.com www.DaysInn.com 1-877-226-5578 | www.five-starbank.com a brief outline of your area of sales or marketing experience to David Frasier at [email protected].

Do you have an Elite Sales or Marketing Award winner in your organization?

Easy banking. It’s what we do.

WATCH F OR A N A NN OUN CE M E N T A B OU T E N T R E PA LO OZ A IN M AY 2013! 4 8

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MEMBER FDIC

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PROFESSIONAL DEVELOPMENT ... RELATIONSHIP BUILDING

NOVEMBER DINNER MEETING MONDAY, NOVEMBER 19, 2012

Speed Networking: Cocktails & Connections

Jennifer J. Parker

Jackson Parker Communications

It’s not just making connections – it’s making the most of those connections. Join us for Speed Networking: Cocktails & Connections. You’ll get valuable advice from master networker Jennifer J. Parker, plus the perfect opportunity to put her tips into action.

Jennifer is the owner of Jackson Parker Communications, a public relations consulting firm, and the founder of the Black Capital Network, a small business consulting company that supports minority business development through consulting services, an annual Economic Empowerment Conference, networking events and a speaker series that features national business leaders. Known as an innovative and strategic entrepreneurial leader, Jennifer is also the founder and event manager of the Buffalo Book Fair. In 2007 she introduced Buffalo City Forum, a lunchtime speaker series, in collaboration with Leadership Buffalo and WNED 970 AM. A dedicated and tireless community volunteer, Jennifer has been recognized by the Buffalo News as a Citizen of the Year and by Business First as one of Western New York’s most influential persons. Her countless commitments include the Western New York Regional Economic Council, the Community Foundation for Greater Buffalo, WNED-TV, the Buffalo Niagara Convention and Visitors Bureau, Leadership Buffalo, the Buffalo Niagara Partnership and the Canisius College Women’s Business Center Advisory Board. THANK YOU TO OUR SPONSORS

JANUARY DINNER MEETING MONDAY, JANUARY 28, 2013

Building Brand Buffalo: Expanding our brand promise beyond chicken wings and snow The $1.4 billion visitors spend in Buffalo Niagara fuels our Gallagher-Cohen region’s economy. So who comes and what do they do while Dottiepresident & CEO Visit Buffalo Niagara they’re here? Who are our target customers? And how - with limited resources - does Visit Buffalo Niagara market to these travelers? (Hint: through extensive use of social media and more!) Come and hear Dottie Gallagher-Cohen, president and CEO of Visit Buffalo Niagara, discuss the visitor economy and learn what you can do to help advance tourism and market the region. THANK YOU TO OUR SPONSORS

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PROFESSIONAL DEVELOPMENT ... RELATIONSHIP BUILDING

NOVEMBER LUNCH SEMINAR WEDNESDAY, NOVEMBER 7, 2012

golf outing

17TH A NNUA L

Mary Anne Cappon WNY’s Leading Suburban Newspaper Group

Amherst Bee Cheektowaga Bee Clarence Bee Depew Bee East Aurora Bee Ken-Ton Bee Lancaster Bee Orchard Park Bee West Seneca Bee

Creating a sustainable and measurable process model for new business development, marketing and sales support

Advertising Sales Director

716.204.4937 - Direct

[email protected] 5564 Main Street / Buffalo, NY 14221 Fax: 716.633.8601

www.BeeNews.com

S

M

XL

Available in three convenient sizes. www.buffalo.bizjournals.com • 716.541.1631

Todd Zielinski partner & director of sales & marketing, Athena SWC, LLC

What is the current situation in the B2B sales environment as it pertains to new opportunity and new account development? Join us on November 7 as Todd Zielinski of Athena explains how you can quantify your return on investment and bridge it back to your sales revenue growth plans. As a partner and co-founder of the business improvement consulting company, Todd is responsible for the marketing, sales and management of its outsourced marketing and sales support services. Todd is an accomplished business development and marketing professional with more than 12 years of hands-on experience in sales, lead generation and management, tactical marketing process methods, return on investment models and management.

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Tony Helta - 649-5640 BNSME and Junior Achievement of WNY hosted another great day of golf at Orchard Park Country Club with title sponsor AT&T on June 18, 2012. Pictured from top are foursomes from The Buffalo Bills, John W. Danforth Company, RBS Citizens, BlueCross BlueShield of WNY and EGW Associates

General Manager, Ford Hamburg

New York State’s largest automotive group ... one customer at a time.

Bring a Guest to Dinner...On Us! As a BNSME member, you are one of our best ambassadors. In fact, referrals are our number one source of quality prospects. So, to celebrate our 70th year, we invite every member in good standing to bring one prospective member to a 2012-13 dinner program at no charge.* Who’s a good prospect? An eligible prospective member – a sales and marketing professional, manager or owner – who would be a good fit and has an interest in joining BNSME. Just send your guest’s name, phone number, address and e-mail directly to Jeanne Hellert at [email protected], and we’ll be sure to make him or her feel welcome. Choose a program* and sign your free guest up today! * Excludes Executive of the Year Awards Gala.

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PROFESSIONAL DEVELOPMENT ... RELATIONSHIP BUILDING

PROFESSIONAL DEVELOPMENT ... RELATIONSHIP BUILDING

SEPTEMBER DINNER MEETING JANUARY LUNCH SEMINAR MONDAY, SEPTEMBER 24, 2012 Need a new WEDNESDAY, JANUARY 8, 2013

OCTOBER DINNER MEETING MONDAY, OCTOBER 22, 2012

Save the Date!

2012 Executive of the Year Awards Gala

professional portrait? Building a B2B Marketing Strategy Using LinkedIn

Z80 Labs: Transforming WNY into the Silicon Snowbelt OCTOBER MO N DAY, Have you heard about Z80 Labs? Come to our monthly M A RC H 4, 2013 SUNRISE SEMINAR

CEO Roundtable: Made in WNY

It’s BNSME Membership While people flock to Facebook to escape business, they go to LinkedIn to do business. In fact, Roster time again and we with Dan Hanssel 175 million members and counting, LinkedIn is the largest professional social networking site DanHanssel.com need current photos of all in the Join BNSME at Salvatore’s Italian Gardens as we kick off Maryalice world. In this seminar, integrated marketing and social media marketing Dan– Hanssel of our expert members so it’s will monthly with a roundtable revealDemler techniques youour can2012-2013 use on LinkedIn to dinner achieveprogram your B2B marketing goals. Dantime hastospent his career in B2B update yours.

presentation from top executives companies areseminars and trained more than 2,000 marketing, business development and strategic planning. He haswhose presented more than 100 uploadDanHanssel.com it with your region onforthe map and keeping jobs here in HeThen professionals on usingputting LinkedInour strategically sales, recruiting and personal branding. launched in profileNew to our website so the 2011, andNew delivers marketing strategy advice and social media training to companies in Western York and across Western York! it can appear in this year’s country. news anchor WGRZ-TV Channel 2

Our panelists include Mark Andol, owner of the Made in America Store and General Welding & Fabricating Inc.; Steven Desmond, president of Heintz & Weber (makers of Weber’s mustard); Steve Finch, plant manager of General Motors Tonawanda Engine Facility, and George Stege, president of Ford Gum & Machine Company Inc. The panel will be moderated by Maryalice Demler, WGRZ-TV Channel 2 News anchor. Maryalice will ask our speakers to share the secrets of their success right here in Western New York and why these Made in WNY products are so popular locally and nationally.

publication!

BNSME will help! Dylan Buyskes, owner of Onion Studio and our professional photographer, will set up shop at the September dinner meeting and take “head shots” for only $30 per person.

You’ll find his “studio” near the reception table at Salvatore’s on Monday, September 24. Get there early so that you can take advantage of this extraordinary deal on a CELAA professional publicityfor BNSME teamed up with UB and The Partnership Entrepalooza 2012 on May 10 atphoto. the Buffalo Niagara Convention Center.

Mark Andol

Made in America Store and General Welding & Fabricating

Steven Desmond Heintz & Weber

Steve Finch General Motors

THANK YOU TO OUR SPONSORS

Pictured from the top and left to right are: the main event featuring Keith Then upload it to our McFarland; attendees Althea Luehrsen and Mary Anne Cappon; session George Stege websiteinASAP tobooth makeofsure expert Rita Markle; Keith Bookbinder the expo Lougen, Ford Gum your new head shotrelaxing will bein the Valenti, Bookbinder & Weintraub LLP; Todd Salansky expo booth of presenting sponsor MidCity Office Furniture; and Keith published! McFarland, author of The Breakthrough Company.

dinner on October 22 to learn how Z80 Labs is building a successful net-focused New York,March 4, 2013, when SAVE THE DATE ecosystem and plan in to Western attend Monday, sparking the local by creating companies Executives (BNSME) members of theeconomy Buffalo Niagara Sales new and Marketing and will keeping local talent right here in Buffalo! Softbank recognize the achievements of area professionals. Capital, The Buffalo News, Campus Labs, PC Business Solutions and Synacor forces Western to change This annual awards joined gala gives NewtheYork companies the way opportunity Buffalo and Westernrecognize New York think about In addition, BNSME to publicly their top achievers. Dan Magnuszewski technology sponsoringindustry the Z80leader Labs from Technology honors abyprominent Western New York as our chief pi, chief principal innovationist, Incubator, which launched on July 23, 2012. Z80 Labs’ Executive of the Year (EOY). Our honorees are individuals whose efforts Z80 Labs Technology Incubatorin mission is to serve as a catalyst, Buffaloeconomic and the business community havetransforming not only produced rewards for their Western New Yorkand intoour a technology hotbed and creating anthe environment gives organizations region but also have advanced sales and that marketing entrepreneurs profession.exposure to industry leaders typically available only in New York City or Silicon Valley. We are pleased to announce Russell J. Salvatore, President & CEO of DanRussell’s Magnuszewski is the and driving force the Grand growthHotel, of Buffalo’s Steaks, Chops More andbehind Salvatore’s will be technology community, uncovering innovators currently working with honoredstartup with the 2012 Executive of the Year Award, in conjunction with localthe area startups on market-disrupting Dan will Award spur their success by winners of the BNSME Elite Salesideas. & Marketing (ESMA). leveraging Z80 Labs’ extensive mentor network, services and events. Dan hopes Z80 Labs “will inspire local talent to build the next great tech company here in our own backyard versus Silicon Valley or Silicon Alley.”

WEDNESDAY, OCTOBER 17, 2012

The Essence of Table Etiquette

Russell J. Salvatore president & CEO Russell’s Steaks, Chops and More Salvatore’s Grand Hotel

John Bourdage Bourdage Consulting

Enjoy an enlightening breakfast seminar featuring John Bourdage of Bourdage THANK YOU TO OUR SPONSORS Consulting Inc. John is a graduate of the internationally renowned Ivor Spencer School for Butler Administration and Assistants in London, a Five To learn more about this and great sponsorshipPersonal opportunities, Star Diamond award-winning school. please contact Tim Kwiatkowski, event chairperson, at 218-7864. A lifelong member of the Guild of British Butlers, John will share his ANNUAL STUDENT DAY expertise about proper table etiquette MONDAY, OCTOBER 22, 2012 BUSINESS OR LEISURE PARK & FLYlunches and during all those power business dinners we attend. Using Come and Share Your Career Insights • Mortgage & Home table settings, he will demonstrate the Equity Services After a •successful launch last year of a new format, BNSME will again host the proper use of cutlery and napkins, how Credit Card Processing Student• Cash DayManagement experienceServices for local college students interested in sales and to eat different foods, how to pace the • Great Loan Rates marketing. The Education Committee is inviting five to ten BNSME AIRPORT ELLICOTTVILLE meal and, BUFFALO of course, the art of mealtime • Online Banking Walk to Area Shops, Rooms for Wedding, Reunions, members to share insights about their careers with small groups of college students. Restaurants and Nightconversation. Life Sports Groups and More We are looking for a range of professional backgrounds to provide a variety of 11 Mill St. Ellicottville, NY 4345 Genesee St., Buffalo, NY perspectives. If you would like to be considered, please send your request with 716.699.6000 • 1.800.337.0077 716.631.0080 50 OFFICES • MORE THAN 70 ATMs www.EllicottvilleWingateInn.com www.DaysInn.com 1-877-226-5578 | www.five-starbank.com a brief outline of your area of sales or marketing experience to David Frasier at [email protected].

Do you have an Elite Sales or Marketing Award winner in your organization?

Easy banking. It’s what we do.

WATCH F OR A N A NN OUN CE M E N T A B OU T E N T R E PA LO OZ A IN M AY 2013! 8 4

3

MEMBER FDIC

E X E C U T I V E N E W S — FA L L 2 0 1 2

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5 9

PROFESSIONAL DEVELOPMENT ... RELATIONSHIP BUILDING

PROFESSIONAL DEVELOPMENT ... RELATIONSHIP BUILDING

calendar

BNSME 2012-2013

Board of Directors

OF EVENTS

CEO ROUNDTABLE Salvatore’s Italian Gardens Made in WNY Maryalice Demler - moderator Page 3 President’s Message

CONTENTS

OCTOBER SEMINAR PageSUNRISE 4 CEO Roundtable Millennium Hotel The Essence of Table Etiquette Page 5 Bourdage, October Events presented by John Bourdage Consulting Tony Blasting field director Northwestern Mutual VP MEMBERSHIP

Keith Bookbinder C.P.A. partner Lougen, Valenti, Bookbinder & Weintraub, LLP TREASURER

Fred Bristol business advisor & adjunct professor Buff State College SBDC IMMEDIATE PAST PRESIDENT

Richard Brown VP commercial enterprise banking RBS Citizens N.A. GOLF CHAIR

we’re more than a plan, we’re a partner Melanie Buhrmaster-Bunch interim assistant VP Corporate & Foundation Relations University at Buffalo VP PROGRAMMING

Rich Carrow general managerJD Supply John W. Danforth Company DIRECTOR

Ben Casto sales & marketing Applied Sciences Group, Inc. DIRECTOR

Laura Del Monte director of marketing & client services Lougen, Valenti, Bookbinder & Weintraub LLP

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DataDavid Postcard Letter Packages Invitations Programs/Booklets/Directories Nancy De Tine Variable Doug Eberhardt Frasier &Jeanne Hellert writer & consultant marketing assistant dean BNSME Brochures/Sell Sheets/Flyers Signs & Banners Magazines/Catalogs/Letterhead Nancy De Tine manager UB School of EXECUTIVE & design Marketing Sealing Devices Inc. Management DIRECTOR Envelopes & Business Cards Pocket Folders/Door Hangers/Tickets Promotional Items photography & Apparel Communications DIRECTOR VP EDUCATION Commercial Photography DIRECTOR r th

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MESSAGE FROM THE PRESIDENT

President’s OCTOBER Message 17, 2012

welcome 22 dinner.

On November 19, we are hosting our Welcome to annual Speed Networking event – Cocktails another year – our & Connections. Do you see a lot of 70th to be exact! familiar faces at our dinner meetings, but Page 6 November Events We finished off last not recall their names or what they do? STUDENT DAY & OCTOBER DINNER MEETING OCTOBER year 22, 2012 January Dinner with a very This is your chance to find out more about Millennium Hotel 5:15 p.m. Networking the Hanks people in our organization. Exchange successful golf Kelsey Z80 Labs: Transforming WNY intoPhotos the Silicon Snowbelt 6:15 p.m. Dinner & Program Page 7 Recent Event business cards. Give your 60-second tournament with presented by Dan Magnuszewski, Z80 Labs Patricia Herberger beautiful weather Buffalo NiagaraThen Partnership commercial. decide if you want to 2012-2013 BNSME President Page 8 January Lunch Seminar; speakassociation further over coffee. You never know business and a visit from Entrepalooza NOVEMBER LUNCH SEMINAR NOVEMBER 7, 2012 who you might meet that could help you in “Rodney Ramada Hotel & Conference Center 11:30 a.m. - 1:15 p.m. Danger- your business. Our members have a wealth field, ” who helped us with our live auction. CreatingPage a Sustainable and Measurable Process Model for New 9 Executive of the Year Jo Ann Harig of experience. Business Development, Marketing and Sales Support presented by Todd Zielinski, Athena SWC LLC American Cancer Society Recently, we conducted a member survey to find Page 10 BNSME 2012-2013 On December 6, we will have our joint out what type of programming you would like Board of Directors non-profit Holidayhealth Bash organization with the Buffalo Niagara to see in the coming year. Your Programming NOVEMBER DINNER MEETING NOVEMBER 19, 2012 Partnership and the Center for Committee, headed byNetworking Melanie BuhrmasPageHotel 11 New Members and Millennium 5:15 p.m. Entrepreneurial Leadership Alumni ter-Bunch, has been working hard over the Speed Networking: Cocktails & Connections 6:15 p.m. Dinner & Program Bradley Irish-Jones Calendar of Events Association. Keynote presented by Jennifer Parker, summer planning an exciting calendar of events. Irish Companies Jackson Parker Communications Committee members have been talking to On January 28, Dottie Gallagher-Cohen of carbonic and propane dynamic speakers about sharing their sales and Visit Buffalo Niagara – formerly the Buffalo marketing expertise with us. 6, 2012 Join BNSME as weEVENT host our HOLIDAY NETWORKING DECEMBER Niagara Convention and Visitors Bureau Hyatt Regency Buffalo 5:30 p.m. 8:30 p.m. annual CEO Roundtable on William – willPaulot share how she and her team market Joint event with CELAA, Leadership Buffalo and Our first event for the year will be our CEO Monday, September 24, The Buffalo Niagara Partnership Buffalo. And they don’t just “wing it”! PrintLeader Roundtable on September 24. Do you love at Salvatore’s Italian Gardens Buffalo? Do you love companies that make digital or printing & graphic services sell products in Buffalo and 9,help JANUARY LUNCH SEMINAR JANUARY 2013keep people We know that the best way to grow our Millennium Hotel 11:30keep a.m. - our 1:15 p.m. employed here and local economy membership is by having current members introduce Building a B2B Marketing Strategy Using LinkedIn vibrant? You will get to meet four leaders who do James Spano people to BNSME by inviting presented by Dan Hanssel of DanHanssel.com them to an event. Please encourage your just that and hear their success stories. Buffalo Office Inc.professionals to Monday, September 24, 2012 fellow sales Interiors, and marketing Made in Western New York find out what we’re all about. office furniture How many of you 28, consider yourself JANUARY DINNER MEETING JANUARY 2013 Location TBA Networking entrepreneurs? 5:15 Davep.m.Frasier, VP of our Building Brand Buffalo: Expanding our brand promise p.m. Dinner & Program Education 6:15 Committee, will be putting a new Feel free to contact me with any questions or beyond chicken wings and snow twist on Student Day this year. He is working suggestions at 863-6577. Thank you for your presented by Dottie Gallagher-Cohen, on a program where students can see how sales support of BNSME. Visit Buffalo Niagara and marketing is done in the real world. And the entrepreneurship question? Many of you started Pat Herberger 2012 EXECUTIVE OF THE YEAR & 4, 2013 today are President, Herberger Consulting your business and MARCH some graduates ELITE SALES & MARKETING AWARDS GALA 5:15 p.m. Networking LegalShield, Independent Associate finding their career isn’t necessarily Location TBA 6:15 p.m. Dinner & Programat someone & Director else’s company. Curious? Come to our October 7:30 a.m. - 9:15 a.m.

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ANNUAL INSTALLATION DINNER

MAY 20, 2013

18TH ANNUAL GOLF OUTING JUNE 17, 2013 BUFFALO NIAGARA SALES & MARKETING EXECUTIVES: Since 1942, the Buffalo Niagara Sales and Marketing Executives (BNSME) have been Orchard Park Country Club 10:00 a.m. - 7:00 p.m. devoted to professionalism in sales and marketing. BNSME provides a unique forum for Greater Niagara business leaders to further their professional and To benefit Achievement of WNYwith experts in sales and marketing by sharing of ideas, best practices, knowledge and experience. personal Junior development through interaction Magazine editors: Jeanne Hellert (BNSME Executive Director), Nancy DeTine (Nancy DeTine Marketing Communications), Julie Waldron (Proforma Total Business)

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Top 10 Reasons to Join BNSME Sales & Marketing Specific Membership Monthly Dinner Meetings with Renowned Guest Speakers Unique Sponsorship and Exclusive Advertising Opportunities Executive Level Networking / Friendly People Professional Development – Relationship Building Business Contacts – Not a Tip Club Recognition and Awards Gala Mentoring Among Members Educational Seminars Annual Speaker Series

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