Corrections or additions?
with the treasury department’s revenue division and it will go to
the right places, including the Commercial Recording Bureau, the
of Taxation, and the Division of Employer Accounts in the Department
of Labor. All kinds of instructions and forms — including employer
payroll tax — are available at
or call 609-292-2638. Workers compensation information is available
at 609-292-2516. For coverage information call the Compensation Rating
and Inspection Bureau at 973-622-6014.
Or call the division of employer accounts hotline at 609-633-6400.
The taxation hotline is 609-292-2400. Information on the taxpayers’
bill of rights is at 800-323-4400.
business to be a corporation, a limited partnership, an S corporation,
or any of the other choices. An excellent summary is on Herb Spiegel’s
website at http://www.mccc.edu/~hss/sbdcinfo.htm.
Department (609-292-9292 or
) offers same day service on fax filing of trade names, trademarks,
and service marks. You also need to call the county clerk of the
in which your business is located.
number. If you will be collecting sales tax, you must have a New
Certificate of Authority on display at your place of business. Call
Don’t try to download W-2 forms. Instead, use the website to decide
what form you need and call 800-TAX-FORM (800-829-3676) or
Economic Development Authority. Fill it out and they will direct you
to the best available program for your needs. http://www.njeda.com/
often offer incentives to businesses hoping to locate in New Jersey.
Call 609-777-0885, fax 609-777-4097,
a clearinghouse for information for businesses that employ fewer than
100 workers, including information on set-aside contracts
bidding for women-owned or minority-owned businesses). Call
slot into your business plan plus well-organized information on
incentive programs. Call 973-430-6861
Good demographics are also at the Department of Labor site
Wednesdays at 6 p.m. at Sarnoff Corporation, Fisher Place,
Street, The Princeton House, Trenton 08608. John Jackson, chairman.
908-231-9323; part of NASA Technology Transfer System.
Thursdays at 7 p.m. (cash bar) at the Westin hotel, Morristown,
973-267-4200, extension 193 (http://www.nmanj.com).
State Street, Box 832, Trenton 08625-0832. John V. Tesoriero PhD,
executive director. 609-984-1671;
(http://www.state.nj.us/scitech). Semi-independent branch of New
Jersey Department of Commerce and Economic Development.
Boulevard, University Heights, Newark 07102. Mitchell Darer, director.
973-596-3035 (http://ciat.njit.edu). State center for training and
impartial consulting to manufacturers,
government, non-profit, and educational institutions.
Dolcey E. Chaplin, director. 973-596-3105. Guidance
for small businesses to win and perform on contract awards.
280, Mt. Laurel 08054. Maxine Ballen, president. 856-787-9700
(http://www.NJTC.org). Statewide group with various industry tracks
that provides recognition, networking, information, and services for
the state’s technology businesses, also with an office at 500 College
Princeton 08540. Cathryn A. Mitchell, president. 609-921-3322. The
organization supports development and advancement of technology in the
Engineering Quad, J303, Princeton 08544. James C. Sturm, director.
Exploration and transfer of photonic technologies from the laboratory
to the marketplace, also New Jersey Center for Optoelectronics, center
for ultrafast laser applications, and center for bio-molecular
of nanoscale structures.
Morris Avenue, Suite 222, Denville 07834. John
Daghlian, executive director. 973-627-5330
(http://www.research-nj.org). It supports continued growth
of technology-based organizations in the state.
206, Princeton 08540. Grace Polhemus, president. 609-419-4444
(http://www.technologynj.org). A central
communications and action framework connecting technology companies to
vital information, resources and power.
Avenue, Suite D-1, New Brunswick 08901. Randy Harmon, director.
800-432-1832 (http://www.nj.com/njsbdc). Co-sponsored by NJ Small
Business Development Center of Rutgers Graduate School of Management,
and the U.S. Small Business Administration this center offers help
in commercializing new technologies and growing technology based
It links entrepreneurs with NJCST’s Advanced Technology Centers,
Extension Centers, and Business Incubators, and also to the New Jersey
Small Business Development Council’s regional small business
The NJSBDC home page, hosted by New Jersey Online, has a wealth of
information for start-ups and growing businesses, including a library
of helpful documents, links to federal and state government sites,
and frequently asked questions.
703-354-1102 (E-mail: email@example.com). Funded by the New Jersey
Commission on Science & Technology, the WTL helps high-tech businesses
pursue federal R&D contracts and grant opportunities.
Row, Princeton Forrestal Village, Box 431, Princeton 08542. C. Ellen
Hodges, president. 609-520-1776 (http://www.princetonchamber.org).
Regional chamber of commerce primarily serving Mercer, Middlesex,
& Somerset counties. The monthly membership luncheon on first
is at the Doral Forrestal ($28) at 11:30 a.m., and a Small Business
Council breakfast is held each month at 7:45 a.m. The annual dinner
dance ($150) is Saturday, January 29.
609-448-1672. Box 87, Hightstown 08520. Lena Jasper, director.
Meetings are on second
Thursdays, at either the Coach and Four or the Court Jester, at either
7:45 or 11:45 a.m.
08608. Also Hamilton, Hopewell and other affiliated chapters.
luncheons ($30) are usually third Thursdays at 11:30 a.m. at the
Hyatt. Breakfast club meetings ($20) are at 8 a.m. on second Mondays
at various locations.
Distribution Way, Monmouth Junction 08852. Nancy M. Ostin, executive
director. 732-821-1700 (http://www.mcrcc.org). Good Morning Middlesex
County breakfast meetings ($30) are at the Edison Clarion on first
Thursdays at 7:15 a.m. Business After Hours card exchanges ($15) are
Tuesdays or Thursdays at 5:30 p.m. at various locations. On third
Wednesdays, at the North Brunswick Ramada at 8 a.m., the
Employer-Legislative Committee ($20) has guest speakers, and the Human
Resource Council schedules luncheons ($20) at the East Brunswick
Ramada also on third Wednesdays.
Major dates: at the New Brunswick Hyatt the Community Leaders of
Distinction dinner ($100) is Thursday, January 27. The Economic
Forecast for Middlesex County is at DeVry Institute on Friday,
February 25 at 8 a.m. A general membership meeting ($35) will be at
St. Peter’s University Hospital on Monday, March 13 at noon. The
Business & Industry Expo is on Thursday, May 11, at the Raritan
Trenton 08608. Joan Verplanck, president. 609-989-7888
(http://www.njchamber.com). The train to Washington trip is
Thursday, February 3.
meetings ($30) at 6 p.m. at the Holiday Inn
Princeton on alternating Tuesdays and Wednesdays, usually the third
week. Wednesday, January 19, Tuesday, February 22, Wednesday, March
22, Tuesday, April 11, and Wednesday, May 17.
609-426-4490. Dinner meetings at the Coach & Four ($17.50) usually on
second Mondays at 6:15 p.m.
extension 124. Breakfast, lunch, and dinner meetings on a varied
schedule, often at the Newark Airport Marriott. Thursday, January 13,
5:30 p.m. Also Thursday, February 10, at noon; Thursday, March 16, 8
a.m.; Friday, April 14, noon; Thursday, May 11, 5:30 p.m.
Hamilton Street, Bound Brook 08805. Joanne Yard, president, 1998-1999.
732-560-9607 (http://www.njawbo.org). State organization with 15
chapters. The Middlesex County chapter (732-238-8408) has dinner
meetings at the Edison Clarion on first Mondays at 6 p.m., except for
Tuesday, February 15. The Mercer County chapter (609-924-7975) meets
at the Palmer Inn ($34) on alternating Tuesdays and Wednesdays at 6
p.m. and offers periodic "R U an Entrepreneur" workshops at the Mercer
County Library, Lawrence Branch.
609-497-2100. Monthly breakfast meetings ($20) at 7:45 a.m.
Street, Newark 07102. Brenda Hopper, statewide director. 973-353-5950
management consulting and affordable training for entrepreneurs
through regional and satellite centers and incubators.
training in subjects useful entrepreneurs. From developing a business
plan to recordkeeping, the eight-course "Certificate in
Entrepreneurial Management" offered at Mercer County College covers
the basics of building a business from the ground up. Instructors are
members of the Small Business Development Council and professionals in
the fields of law, accounting, and business services. All courses
listed below are on the West Windsor
campus. Call 609-586-9446.
"Start Your Own Business" is a good place to begin, and Nunzio Cernero
teaches the first of five sessions on Thursday, January 13 at 7 p.m.,
$50. Covering the legal matters, "Forming Your Own Corporation,"
taught by Murray Gendzel, is on Saturday, January 29, at 9 a.m., and
repeats on April 8. $25.
A Pre-Business Workshop taught by Mari Galvez de Cerdas is Thursday,
January 20, at 8:45 a.m. $49. A similar workshop particularly for
women is Thursday, February 19. The both-sexes workshop repeats
Thursday, April 13.
Gordon Keith of Keith Associates teaches a five-session "Developing
Your Business Plan," on Thursday, March 30, at 6:30 p.m. $50. Donna
Marchetti takes that one step further and discusses how a good
business plan can lead to a business loan. Monday, May 8, 7 p.m. $25.
Al Spiewak teaches a five session course in "Marketing Strategies and
Research" starting Wednesday, February 16, at 7 p.m., $50. Blaine
Greenfield offers "Creative Marketing Techniques to Increase Sales" on
Saturday, March 11, at 9 a.m., $25.
For "Recordkeeping for a Small Business I," P.K. Vasudevan, CPA, is
the instructor, five sessions beginning Tuesday, March 14, or Tuesday,
May 16, both at 7 p.m. $70. Suzanne Rosenblum CPA follows that up with
a five-session small business tax course starting Tuesday, April 18,
at 7 p.m., $50. Madeline Britman of the NJSBDC gives advice on doing
business with the government in a one-day course on Wednesday, April
26, at 9 a.m. $25.
fax, 212-286-9036 (http://www.mitef-nyc.org). Not for profit group
dedicated to helping
Avenue, Fairleigh Dickinson University, Madison 07940. Leo J. Rogers,
programs, also the Family Business Forum.
Gifford. 973-353-1646; fax, 973-353-1233. Umbrella organization for
entrepreneurial and small business outreach programs.
Valley College, North Branch, 908-526-1200, extension 8235. E-mail:
Breakfast seminars, usually third Fridays at 8 a.m., $10.
Row, Princeton Forrestal Village, Box 431, Princeton 08542. C. Ellen
Hodges, president. 609-520-1776 (http://www.princetonchamber.org).
International Market Place 2000, an expo cosponsored by the
International Business Development Council, at the Marriott on
Thursday, February 24.
through MCCC’s Small Business Development Center
With PC-based search and retrieval software, find information on trade
leads, country marketing plans, industry business reports, an export
yellow pages, and dozens of other topics. Call 609-586-4800, extension
meetings on second Tuesdays at 6 p.m. in Princeton University’s Jadwin
(http://www.ppcug-nj.org). Free meetings on second Mondays at 7 p.m.
at the Lawrenceville Library, Route 1 and Darrah Lane,
Convention Center, Edison, 800-631-0062 (http://www.tcf-nj.org).
Saturday, May 6, 10 a.m. to 4
p.m. and Sunday , May 7, 10 a.m. to 4 p.m.
meetings at Sarnoff Corporation, usually on third Thursdays at 8 p.m.
Students with parents welcome. Refreshments served. Also pre-meeting
dinners at Rusty Scupper.
With small businesses making up much of the American
economy, millions of Americans find themselves negotiating commercial
leases every year. Yet it remains one of the most difficult
to execute. The commercial lease is so mired in "legalese"
that the average person is ill-equipped to cope with its implications.
Thomas G. Mitchell
Learn how to win the leasing game!" to be a concise reference
that simplifies the lease process. In easy-to-understand language,
Mitchell features a step-by-step system that shows how to organize
and review a lease. The book costs $19.95 plus $4 shipping. Call
or write to Macore International, Box 10811, Lahaina, HI 96761.
Mitchell’s descriptions enable all three parties to the lease —
landlord, tenant, and agent — to understand what clauses are
about, who wants what positions, and why.
The book’s section on "negotiation" will help the reader make
a better deal. Mitchell quips that the commercial lease is a great
example of "The Golden Rule," as in "he who has the gold
makes the rule."
"Since the landlord owns the property, the lease is designed
to protect the landlord’s property and ownership rights, and to
the requirements of a lending institution. Secondarily, the lease
defines the rights of the tenant.
"If you are on the tenant’s side of the table, expect a
lease as you start your review, and you will find it to be a lot less
"If you are a tenant using an agent to conduct your negotiations,
give the agent the proper negotiating tools. Your negotiator should
be equipped with a detailed list of specifications, budget restraints,
critical dates, names and titles of the parties who will sign the
lease, and some understanding of your financial situation. Your agent
can then make a much better impression on prospective landlords.
"To conduct effective negotiations, you must distinguish your
`needs’ from your `wants.’
"Bargain hard for your `needs,’ and don’t be afraid to establish
a bottom line on each issue. Create an agenda, and during the
process, explain the reasons for the positions you take so as not
to seem arbitrary."
Mitchell refers to "wants" as "give-ups," saying that
before you even start negotiating, prioritize your "give-ups"
and sacrifice them carefully in exchange for "needs."
"Also understand that both parties have a hidden agenda. It
their list of needs — the points that will make or break the deal.
It is camouflaged with `wants.’ Uncovering the other party’s hidden
agenda is, therefore, the key to success.
An example: As a tenant, if you "need" extra parking spaces
(above the landlord’s standard "parking ratio," but you
a designated parking area, you might give up the designated area just
to get the spaces.
Shared office spaces are a good intermediate step between a home
and an office with your name on the door. Another option is one of the
government-sponsored incubators. Like
the shared offices, they offer such services as use of a copy machine,
a fax machine, a telephone system, and a receptionist.
Broad Street, Trenton 08608-2102. Dan B. Strombom, manager.
An incubator for technology-based businesses.
Incubator , 900 Briggs Road, Mount Laurel 08054. Frank S. Keith,
manager. 856-222-9311, extension 7906 (http://www.bcc.edu).
Avenue, Suite D-1, New Brunswick 08901. Randy Harmon, director.
c/o NJ EDA, CM 990, Trenton 08625. Michael B. Francois, NJEDA, real
estate development. 609-292-0369. Laboratory and production facilities
for emerging technology companies who have grown past the incubator
07801. 973-724-6914. E-mail: firstname.lastname@example.org. Incubator for technology
firms that can have access to federal laboratories, personnel, and
Point on Hudson, Hoboken 07030. Gina M. Boesch. 201-216-5622
King Boulevard, Newark 07102. Stash Lisowski, director. 973-643-5740
(http://www.njit-edc.org). Technology-oriented small business
When a film is made in Hollywood many people come
— the actors, director, screen-writers, artists — and they
all get listed in the credits. "We can apply this model to how
we do business," says Ronnie Fielding, general manager of
the interactive division of the marketing firm Princeton Partners
(http://www.princetonpartners.com) on Research Way (U.S. 1, March 31,
with the Hollywood Model," says Fielding, "is that we don’t
use vendors, we use partners. We are not pretending that we are doing
the whole thing. A lot of companies come together to create the
As in Hollywood, all partners get credit for getting results for the
client, says Fielding, a 1981 Rider graduate. "We are not
outsourcing. We have the
expertise inhouse to understand the business issues and to manage
the resources to complete the project. But we also hire artists and
programmers, and they work with us hand-in-hand, and are very visible
to the client."
The partners share in both the rewards and the risks, says Fielding.
"We work for a fixed fee, and everybody works for the fee they
agreed on. Our partners get compensated when we do."
Fielding says that the Hollywood model is ideal for new media
a term that refers to any type of computer-based media such as
DVDs (digitized video on disc), CD-ROMs, and kiosks. "In new media
it is very difficult to hire and retain good talent. When we work
this way, we have an ever expanding pool to choose from."
The Hollywood Model, Fielding says, can be tailored to any business
that needs alliances to move forward. "By making strategic
you can keep your overheads low and profits high."
"When you’re not providing the services you were hired to provide,
when you’re not meeting your deadlines, when you’re working so hard
that you’re no longer having a life, it’s time to hire more
says Marcia Guberman. But entrepreneurs are notorious for being
possessive. "They have a hard time delegating
Many first-time employers also have difficulty hiring the right
As head of Maid Daily Services/M.D.S. Cleaning, a full service
and commercial janitorial company, Guberman has 28 employees, and
as president of Business Builders, a management consulting company,
she offers advice to entrepreneurs.
"Small business owners do not often make an accurate job
that answers the needs of their businesses," says. When your
is over burdened, for instance, you might make the mistake of hiring
another accountant, when what you really need could be support staff.
The accountant who is hired usually ends up leaving because the job
is not what he thought he was hired to do.
"Small business owners often do not know how to conduct an
says Guberman. The very human propensity to overlook the faults of
a person you like could be a disadvantage during the hiring process.
Her tips for interviewing:
it. It is easy to fall in love with a candidate’s personality. But
you have to stay focused on the job description and the candidate’s
qualifications. Often employers hire people they were impressed with
at the interview and realize they are not suited for the job.
at interviews and talk a lot. By just chatting with them you can glean
a lot about their work ethics, whether they are similar to yours,
if this job is going to be a significant part of their life or just
a 9 to 5 job they could not care less about.
you are not comparing apples to apples and you do not get a true
of every candidate.
and disliked about it. If they did not get along with their boss in
their last job, chances are they will not get along with you.
you an understanding of what you can and cannot ask at an interview.
but should also fit into the workplace, says Guberman. "If you
have a philosophy in your workplace that everybody does everything
that is necessary to get the job done and you hire someone who is
not a team player, it will create tension and ill-will among your
other employees and that can cause a lot of harm."
It is very difficult to find good employees, and employers should
know the right sources to approach, says Guberman. "For my
business, I go to outreach programs. They have lists of people.
New Jersey is a good source for employees." You have to be aware
of newspapers and who they serve. You also have to be creative about
the advertising dollars you spend. "In the long run a display
advertisement could work out to be more profitable than a classified
advertisement," says Guberman. "You should also network and
let others know that you are looking for a specific kind of
Employment agencies can be invaluable resources. Small businesses
do not have the time to interview 20 to 30 people, says Guberman.
Employment agencies do the pre-screening, and if you are not happy
with the employee, they will provide a replacement. They also provide
temps you can test out before you hire them. The down-side of
employment agencies, says Guberman, is that they can be expensive.
"Being a small business owner can be a very isolating
says Guberman. The strongest support for a small business owner comes
from other small business owners. "They are not proprietary and
are willing to share their knowledge with one another."
Branding won’t be as important in the E-business economy, says
Telofski of eBusiness Analysts.
Whether you agree or disagree, this is lesson number eight in
new book, "Fast Food for E-Business Marketers," a
100-page primer for the businessperson breaking into business on the
Internet. Telofski covers the death of brands, the realignment of
organizational structures, and the flipping of the traditional
model through graphics, pictures, wisecracks, and the book’s mascot,
a character known as "Painfully Traditional Rabbit Economist,"
an illustrated rabbit that appears from time to time to make a point.
Telofski, who has an MBA from Rider and a BA in mass communications
from Rutgers, headed a competitive intelligence consulting firm prior
to starting eBusiness Analysts, a Tamarack Circle-based strategy and
marketing planning firm for online ventures (609-497-0122). The
just has a virtual consultancy at http://www.ebusinessanalysts.com
For as little as $255 a year, businesses transitioning to E-commerce
can pose questions to a virtual consultant by the name of
a composite of all the staff members at eBusiness Analysts. Answers
are custom-tailored to each business based on information collected
at registration, and responses are promptly issued through E-mail.
Clients also get a free copy of Fast Food for eBusiness Marketers
when they sign up.
The book is a quick read — maybe an hour — but it tackles
some pretty heavy economic issues (although with chapters titled
"Time," "Matter," and "Fractals," it seems
more like a physics lesson). There’s a recap, or "take away"
portion, that outlines the main points at the end of each lesson so
theoretically, you could skim the book in a few minutes.
Some advice "to go:"
you have on the Internet. From the book: "Abstract the information
elements of any product or service to solve customers problems."
transactions are based on human behavior. These points are reiterated
over and over: "People are the keys to the New Economy," and
"Hire really smart people."
together on the Web, like competitors. In today’s economy, writes
Telofski, it’s essential to be a part of the network, in the
web," so to speak, even if that means linking with a competitor:
"The presence of so many competitive elements will attract
potential buyers," he writes. "If your offering is superior,
the buyers will become your customers. But if they do not become your
customers, you will still benefit from the network feedback, receiving
information as to why your offering was not chosen."
and company. Traditional branding won’t hold up when everything about
your product — pricing, suppliers, even corporate culture —
is exposed: "Search technology will quickly reveal inferior
features or prices that are not competitive," Telofski writes.
"No more hiding behind a brand in the New Economy." For that
reason, branding won’t be that important, says Telofski, because
that empowers consumers will be right at our fingertips.
just as information flows freely in the economy at large. This is
Telofski’s "fractal" theory: each department, or fractal,
of a business needs to be exposed to supply and demand as though it
were a company unto itself, without the political and budgetary
imposed by management. "If management controls the flow of
within the company in a `non-fractal’ fashion," he writes,
can the company expect to function as efficiently, and as fractally,
as the larger economic system of which it is a part? Then it is at
odds with a system that is supposed to ensure its survival.
run-over," writes Telofski.
Roxane E. Hearn
entrepreneurs not to let anyone talk you out of your idea, if you
believe it to be a great idea. Her tips may sound familiar but are
Be better prepared than you think you will need to be.
the way you choose a tennis partner. Select someone who is strong
where you are weak.
with equal grace.
In spite of all the do-it-yourself services available, Hearn cautions
that every entrepreneur still needs to have an attorney and
Two hardcore skills that everyone needs to have are how to read a
financial report and how to take control of E-mail and a home page.
Last but not least, she says, "after you have worked hard to get
what you want, take time to enjoy it.
Corrections or additions?
This page is published by PrincetonInfo.com
— the web site for U.S. 1 Newspaper in Princeton, New Jersey.