NJIT’s Fenster: Cutting Edge

High Tech Lessons

More for Entrepreneurs

Straube Open House

Trade Group News: Secretaries Renamed

More Trade News:

Sell From the Heart

Big Fall for Events

Saving the Earth

Saturdays at the Libe

Corrections or additions?

These articles by Peter J. Mladineo and Barbara Fox were published in

U.S. 1 Newspaper on September 9, 1998. All rights reserved.

Incubating Ventures

<B>Edward Rosen‘s attempts to get venture capital

pumping through the veins of New Jersey technology start-ups may be

nearing a payoff. A man with a mission, Rosen started the ball rolling

to generate some interest from New Jersey venture capitalists in early

stage companies.

The payoff: an incubator showcase, which will be hosted by the Venture

Association of New Jersey and the New Jersey Business Incubation

Network

on Tuesday, September 15, at 11:30 a.m. at the Governor Morris Hotel

in Morristown. The event gives an opportunity to meet both

representatives

from the six New Jersey business incubators and 70 incubator

start-ups.

Also there will be a keynote on technology acquisition and

commercialization

by Thomas Uhlman, president of Lucent Technologies’ new

venture

group. There will also be remarks by Jay Trien, president of

the VANJ; Stash Lisowski, president of the New Jersey Business

Incubation Network; Caren S. Franzini, executive director of

the NJ Economic Development Authority; and five-minute presentations

by selected incubator companies. The exhibit stays open until 6 p.m.,

and will be followed by a cocktail party at 6, and Cyberpub at 7s.

The luncheon and keynote costs $55; the fair costs $15. Call Clara

Stricchiola at 973-267-4200, extension 193, for more information.

"I’m looking to help the technology innovator who has limited

resources, may have a great idea but doesn’t have the necessary money

resources to really finish off the development of his prototype, go

into manufacturing, demo the unit, put out field tests — all the

things that occur before you get your first revenue," says Rosen,

who along with eight other sponsors, has sunk $3,000 of his own money

into this project. "Those are the people I would like to draw

attention to in the state of New Jersey."

Corporate sponsors include Lucent Technologies, Brother International,

Ernst & Young, Pitney, Hardin, Kipp & Szuch, McCarter & English, and

Lowenstein Sandler.

Rosen, who founded two successful northern New Jersey technology

companies

using west coast venture capital, maintains that the one weak link

in New Jersey’s technology industry is its lack of venture capital.

"If you go to Silicon Valley, those people have support. If you

go to Texas, Texas used to be a state that used to be an oil state

that turned itself around through technology. If you go to

Pennsylvania

they have aggressive programs. I went to Israel and I saw a country

with limited resources turn itself around economically by supporting

its incubators. When you come to New Jersey, the first thing you meet

are budget directors who are very proud that they never invested in

venture capital."

Rosen, a Republican, tried to get Christie Whitman to appear

at the showcase, but to no avail. "She says she’s interested in

high-tech, but she’s really interested in helping large corporations

develop high-tech."

If this is so, then Christie might be interested in one of Rosen’s

chief allies in this event, the Lucent Technologies New Ventures

Group,

a Lucent unit that funds Lucent technologies for eventual Lucent

spinoffs.

"For the most part, all our ventures start inside, around a core

Bell Labs technology that doesn’t necessarily fit our existing

business

unit structure," says Ralph Faison, the new ventures group

vice president. "Think of my unit as an inside group launching

ventures outside Lucent."

Faison admits that there is a dearth of start-up capital in this

state.

"There’s not a great deal of established infrastructure for

venturing

on the east coast for that matter, and I think that New Jersey stands

out as an area that needs a good deal of help," he says.

Lucent Venture Partners, an affiliate funded by the technology giant,

is a more traditional venture capital firm that uses Lucent money

to fund outside ventures. "We try to cover all bases in that

way,"

says Faison. "And frankly, the more venture capital activity that

grows in New Jersey and the east coast the better for us."

Venture capitalists might also want to save this date: Sarnoff’s

ventures

group will be having a venture forum on Wednesday, October 28. The

exhibit will include photonics and high speed communication

technologies,

display technologies (including seamless video walls), and high speed

"cluster" computing. For more information about this event,

call Ira Caesar at 609-734-2740.

— Peter J. Mladineo

Top Of Page
NJIT’s Fenster: Cutting Edge

New Jersey may lag behind Silicon Valley in terms of

venture capital but in terms of healthcare, telecommunications,

biotech,

pharmaceuticals, and environmental technology, it may be defining

the cutting edge, says Saul K. Fenster, president of New Jersey

Institute of Technology.

"Here is the place that has AT&T, Lucent, Bellcore, and

Sarnoff,"

he says. "It’s a treasure trove and it has got the major

pharmaceutical

players in the world. That and some of the best access to

transportation

and one of the highest standards for living."

Fenster is a panelist at the New Jersey Technology Council’s

electronics

industry track on cutting edge technologies on Monday, September 14,

4 p.m. at Sarnoff, 201 Washington Street. The moderator is John

Patterson, a director at Sarnoff Corporation; plus John

Riganati,

director of Sarnoff’s communications and computing systems laboratory;

Ron Hadani, of Ultrasound Technology; Michael Roe,

president

and CEO of NaviSys, and Bill Kroll, executive vice president

of business development at NaviSys. Call 609-452-1010.

"The important thrusts of New Jersey’s technology —

telecommunication,

health, environment, and IT — those are major thrusts of what

we do here," says Fenster. "A lot of what we do at NJIT is

complementary to the national effort at economic development and the

statewide effort at economic development. We try very hard to be

cutting-edge,

naturally, but we have a great emphasis on the applied, which can

be very sophisticated and esoteric.

Fenster, a mechanical engineer who has a Ph.D from the University

of Michigan, a master’s from Columbia University, and a bachelor’s

degree from the City College of New York, joined NJIT as president

in 1978 after stints with Sperry Rand and an industrial consulting

firm. His exuberance for New Jersey’s native technologies is

unparalleled.

"If you wake me up in the middle of the night and this is what

I’m talking about," he says.

Fenster also mentions University Heights Science Park, a development

that NJIT is co-developing with other schools in the Newark area.

On 50 acres in Newark adjacent or near to the NJIT campus, there are

two buildings up currently, the Center for Biomaterials and Medical

Device Research and the NJIT Enterprise Center, one of NJIT’s two

technology incubators, headed by Stash Lisowski.

"We’re doing a great deal of business development in the

technology

area," says Fenster. "That again parallels the industrial

base of the state. Those areas will be software, medical diagnostic,

and esoteric manufacturing. We have 44 businesses on campus. We’re

going to have 70 when we finish with the next buildings, but a lot

of these are going to be in the health-related industries."

Here is a small sample of what’s brewing now at NJIT:

Multi-lifecycle engineering. To be environmentally

friendly,

New Jersey manufacturers are realizing the benefits of designing

reconfigurable

or reusable products. "It’s the notion that if you’re a

manufacturer

you will have to take back your product after its usefulness and

remanufacture

it or take it apart," says Fenster.

An example is the flyash that power plants emit from their

smokestacks.

"Now we don’t allow the flyash to go into the air, we capture

it," says Fenster. "What you want to do is turn that flyash

into a useful material. What was an economic liability for a power

plant now becomes an economic good. What you had to pay to get rid

of you can now sell. You can imagine that this multi-lifecycle

engineering

is being applied to all industries in New Jersey. It will ultimately

save a lot of money, because not only are you improving the bottom

line because you’re using products more efficiently but you’re also

minimizing the economic cost of environmental degradation. And a large

part of those costs are litigation costs. If you start to think

upstream

of all of these costs, it’s a real winner."

Environmental cleanup technologies. "Even though we’re

heavily into pollution prevention, we have to understand that we have

an enormous legacy of pollution in this state," says Fenster.

"We’re very much into developing new technology for cleaning up

the residue for past industrial mistakes."

Bio-medical informatics. This refers to a master’s and

doctoral program focussing on the storage, archiving, retrieval, and

utilization of medical information covering everything from diagnostic

information to medical imaging. "The difference between

information

and data is vast," says Fenster. "We want to make maximum

use of available data."

Biomedical engineering. NJIT and the University of

Medicine

and Dentistry have opened a Center for Biomaterials and Medical Device

Research, which does cutting-edge research on biomaterials. These

could be anything from artificial blood, artificial skin, prosthetic

devices, or various cements that have to be used within the body.

"New Jersey has got some of the heroic firms in the world of

medical

devices. Having the center is very much in alignment with the kinds

of health-related corporations that we have in New Jersey."

Telecommunications. NJIT’s focus includes digital

communications,

wireless communications, signal processing, and microelectronics

(chips).

Microelectro-mechanical Systems (MEMS). Related to chips,

MEMS are basically infinitesimal machines that could be used to fit

inside blood vessels, for example. "We’re not the only ones doing

MEMS but that technology is also very, very important to the medical

industry," says Fenster.

Membrane technology. Membranes can be used to separate

toxic from non-toxic substances, or for purifying blood. "There

is a whole series of membrane technologies here at NJIT that have

applications to the environmental industry but also to the medical

industry."

While Fenster lives, eats, and breathes technology, he does

recognize the deficiency in the venture capital market for start-up

companies. Like Edward Rosen, the entrepreneur who organized

the incubator showcase on September 15 (see above article), Fenster

warns that New Jersey cannot rest on its health technology laurels.

"New Jersey is technologically robust and has a high standard

of living and what it must do is sustain that," he says. "We

can’t just assume that it’s going to continue like that unless we

help it to continue. We need to build more business incubators. We

need to help the fledging firms out. We need to develop more companies

in New Jersey. We have to keep that employment machine working."

— Peter J. Mladineo

Top Of Page
High Tech Lessons

Learn about being a high-tech entrepreneur in six

not-so-easy

lessons. The New Jersey Entrepreneurs Forum offers "Entrepreneur

University," six evening sessions at McAteers in Somerset.

In the first session of Entrepreneur University, "Communicate

Your Message — a Business Planning Tutorial for Technology

Entrepreneurs,"

a panel of experts will tell how to attract investors with a

well-thought-out

plan. Scheduled for Thursday, September 10, at 6 p.m. at McAteers

restaurant in Somerset, it costs $40 at the door. For registration

call Jeff Milanette, executive director, at 908-789-3424, or

fax to 908-789-9751 or E-mail: njef@thevine.com.

"We wanted to give technology entrepreneurs the chance to talk

about issues that affect them more than the other startups," says

Milanette. "This is meant to be intensive training rather than

conferencing and networking."

"This is the how-to for technology entrepreneurs," says

Milanette.

"It is the kind of training that they desperately need to move

the company forward. It draws from all the venture groups and

successful

entrepreneurs throughout the region. It’s worth it to go to see who’s

there." Each session will include a case study, panel discussion,

and a question/answer period.

New Jersey Entrepreneurs Forum Inc. is a non-profit corporation that

serves technology entrepreneurs by presenting educational monthly

meetings featuring presentations of topical interest to entrepreneurs,

free mentoring services, and referrals to sources of business

assistance

and business plan case presentations.

The 13-year-old private nonprofit corporation had been partially

funded

by the New Jersey Commission on Science and Technology. Now mailing

expenses are sponsored by the trustee board, which includes First

Union-CoreState Bank; Pricewaterhouse Coopers LLP; Smith, Stratton,

Wise, Heher and Brennan; Innovative Partners Inc; Funds for Business

Plus Leasing; Yaniv Sneor of Inventures; and A. Jared Silverman,

Attorney

at Law.

Though the year-long course is for any technical entrepreneur,

specific

sessions are useful for other job categories. Attorneys might attend

the accounting and taxation evening, for instance. "Even private

investors and angels will get something out of learning how venture

capitalists do valuation," says Milanette. "I want people

to not just listen but to participate and walk away and say that is

the best darn session I have ever had."

Milanette is a 1972 alumnus of the United States Naval Academy, has

an MBA from George Washington, and has been an entrepreneur himself.

He owned a computer-aided design firm in Phoenix, Arizona, and did

a turnaround, also in Phoenix. In 1989 he began to set up the first

incubators on Jersey Avenue.

Milanette left Rutgers in 1995 to start Innovative Partners Inc.,

which provides management advisory services to young technology

companies

and becomes part of the management team. "We offer investment

banking advice and prepare an entrepreneur for a major investor —

making sure a company has the business backbone that it needs so that

all the development is taking place at the same time, so when you

have developed the technology and are looking for financing, you are

a credible organization."

Since 1995 the incubator program and its Technology Help Desk

component

(800-432-1832) has been run for Rutgers and the Small Business

Administration

by Randy Harmon. The difference between what the incubator/help

desk program can offer and what Milanette does is that Milanette puts

his own money into each firm he works with — and he works with

no more than four at once. You could call him a "pre-venture

capitalist,

pre-seed stage."

"If we are going to put in money, I will be part of the management

team," says Milanette. "I get intensely involved."

Top Of Page
More for Entrepreneurs

The New Jersey Entrepreneurs Forum is one of a slew

of courses for new business owners. One leads to being eligible for

a state loan, the other awards a certificate. The Entrepreneurial

Training Institute, is sponsored by the New Jersey Development

Authority

for Small Businesses, Minorities and Women’s Enterprises (NJDA).

Graduates

of this program will be in the front of the line to apply for

financing

from a revolving loan fund established by the NJDA.

Its New Brunswick series starts Thursday, September 10, 6 to 9 p.m.,

at the Summit Bank building in New Brunswick and continues with weekly

sessions through October 22. The Trenton series began Tuesday,

September

8, at 6 p.m., and goes through October 27. At the Burlington County

High Tech Incubator on Route 38 in Mount Laurel, the courses start

Wednesday, September 9, at 6 p.m.

These seminars cover such topics as business planning, goal setting,

how to make decisions about financing and marketing. The first session

is $15 and to enroll in the next six weeks costs $150. Call

609-292-1890

or E-mail sbl@njeda.com

"This is a unique opportunity for budding entrepreneurs to

interact

with the experts and remain one step ahead of the competition as we

approach the millennium," says John S. Wisniewski, assembly

deputy minority conference leader. "These days we are constantly

reminded of our entry into the global economy. Facing such diverse

competition it is vital that we provide our local business people

with the tools to keep up."

A Fairleigh Dickinson University program leads to a Certificate in

Entrepreneurial and Business Management Studies. Participants in the

Rothman Institute of Entrepreneurial Studies program range from owners

of family businesses to scientists at major pharmaceutical companies.

They must have a college degree or be high school graduates with three

years work experience. In addition to the evening classes they are

invited to bimonthly forums. Call 973-443-8842.

Top Of Page
Straube Open House

Win and

Hildegard Straube are having

an open house for tenants and friends at the Straube Center on

Tuesday,

September 15, 4 to 6 p.m. The event will feature demonstrations of

wall-mounted electronic receptionists (EBU Concierges) in the lobby

of the F building. Seeing and talking with visitors are among the

options available to the tenants using these devices. For information

call Brenda Tellu at 609-737-3538.

Top Of Page
Trade Group News: Secretaries Renamed

Here’s a name change that seems a long time coming:

Professional Secretaries International, which has convened monthly

in Mercer County since 1948, has now changed its name to the

International

Association of Administrative Professionals.

"Thank goodness," says Kim Ponzio, president of the

Mercer chapter. "We wanted to give it a name that was a little

bit more prestigious, to encompass all of the administrative workers,

not just secretaries."

Why has it taken until 1998 — decades since the advent of

politically

correct, gender-neutral office newspeak — to do this? Ponzio

explains

that being a secretary is not so taboo in other countries. In some

cultures the title secretary can carry quite a lot of prestige.

What criteria went into the new name? "They definitely wanted

the word international, they wanted the word professional, and

administrative

was one word that kept coming up," says Ponzio.

New clothes and all, the IAAP’s Mercer chapter will continue to meet

monthly, although it will no longer be meeting in the Marroe Inn,

the PSI’s regular haunt, which closed last week. On Thursday,

September

10, the group will convene at Giovi’s, at 6:15 p.m. Call Ponzio at

609-219-6967 for more information.

Ponzio, 33, is an administrative assistant who works in the business

technology department at Lenox Inc. She started her career in this

area as a receptionist for American Appraisal Associates at 600

College

Road East. She joined PSI in 1992. "My daughter was two years

old, I just wanted to start working more on my career," she says.

"It seemed like a good idea to learn about what other secretaries

were doing. It was really a good opportunity for networking and

learning

new skills."

For Ponzio, membership in PSI has given her an even more profound

skill: "I had a lot of opportunities to learn to combat my

fears."

The association promoted the certified professional secretary (CPS)

rating, which culminates in an exam that measures knowledge of finance

and business law, office systems and administration, and management.

This three-part, six-hour exam is held twice a year. "A lot of

companies value the CPS rating as a distinguishing factor," says

Ponzio. "And a lot of our secretaries have gotten promotions as

a result of the CPS rating. It’s not a guarantee for success but it

sure as heck helps."

Ultimately, the goals of the IAAP remain the same as those of PSI

— providing networking opportunities and skills for administrative

assistants. "We’re just trying to give it a more professional

image," says Ponzio.

While the name change might seem a little tardy, here’s another PSI

factoid: It’s still dominated by women, says Ponzio. But this too

is changing. "In Miami one of the men in the organization is

actually

president of the chapter," she says.

— Peter J. Mladineo

Top Of Page
More Trade News:

APICS Times Two

Another professional group is undergoing some

renovations.

APICS, the Educational Society for Resource Management, formerly the

American Production Inventory Control Society, has just combined two

of its New Jersey groups into the combined

Princeton-Trenton/Monmouth-Ocean

chapter. "We needed critical mass," says Gerald

Najarian,

president of the chapter. "The fact was that the chapters were

effectively sparsely peopled. It made sense to combine the two since

the location of meetings could be centralized in East Windsor and

be convenient to both chapters."

The kickoff meeting features a talk on "Advanced Supplier

Partnership

Practices," by Blair Williams, on Wednesday, September 16,

at 6 p.m. at the Freehold Gardens Conference Center in Freehold. Call

609-259-5648. The fee is $25.

"APICS is a society organized to provide professional development

opportunities and education in the realm of manufacturing and

materials

management, hence the original name," says Najarian.

One of APICS’ objectives is to make sure its monthly dinner meetings

are compelling. "They’re not rah-rah sessions," Najarian

reports.

"APICS is intended to offer something that will enhance your

knowledge

of the world of manufacturing and materials management." The

society

also provides evening classes for production and inventory management

certifications (CPIM). This training takes roughly one year.

And there are the "networking" opportunities. But scratch

that term — Najarian eschews the word networking "because

it implies that everybody’s looking for a job."

"In this day and age one can’t sit in one’s office or factory

and say `I’ve got it figured out.’ They have got to know more

people."

As a merged entity, APICS will have nearly 200 members. Najarian hopes

that 80 will show up in Freehold. "I believe that the formula

here is that with adequate notification and topical subjects with

qualified speakers I believe that it will bring out the 40 percent

of the members that we need to make a successful meeting," he

says.

Najarian, 58, is the founder of the Remington Group, an eight-year-old

management consultant for manufacturers based in Research Park. Before

that he was CFO of Guest Supply. He also belongs to the Financial

Executives Association and has a degree from Iona University (Class

of 1967).

Top Of Page
Sell From the Heart

Outside counts, but intention matters most. So says

Eileen Sinett, president of Comprehensive Communications

Services.

She will speak at the Central Jersey Women’s Network, on Wednesday,

September 16, at 6 p.m. Call 908-281-3119 for $25 reservations.

You can try to package yourself perfectly, says Sinett, but let’s

face it, nobody’s perfect. But even if you are imperfect, you can

still project an honesty and an inner truth — – an enthusiasm about

your work and a strong desire to connect with clients or co-workers.

You can create a set of values and intentions that you can stand

behind.

"Project the love of what you do to the person who has a need

for what you do," says Sinett. "It has to be less about

yourself

and more about the sharing and the connection. It’s really a

`gifting.’"

An Emerson College graduate, Class of 1974, with a master’s degree

in speech, she established her speech and presentation practice 20

years ago and has an office in Plainsboro.

Her clients for presentation design, development and delivery services

include business executives aiming to make presentations, job hunters

wanting to improve their interview patter, salespeople who want to

upgrade their pitches, members of a wedding party who need to make

toasts, politicians revving up their crowd-pleasing skills, and

attorneys

honing their courtroom skills.

"Get a professional view of yourself through an image consultant

or video," she urges. When you speak, leave out self diminuating

and negative language. "Rephrase can’ts, don’ts, and nevers into

neutrals or positives.

"On the phone, tone of voice is more important than the words.

You can sense which telemarketers are going to get through or not

before they make their pitch."

"Everything counts," says Sinett, "including how you keep

your car inside. Even if you expect the other person to drive, don’t

go to lunch with a business person until you have cleaned out your

car."

Top Of Page
Big Fall for Events

Fall is a big season for public relations professionals,

suggests Sandra Kimbrough of the Kimbrough Company, which has

offices in New York and Ewing for public relations, events marketing,

and multicultural marketing. "People are back in their homes and

offices and companies can have special events that draw visibility.

They provide vehicles to build a whole bunch of free press

around,"

she says.

Kimbrough will tell "How to Promote Your Business" at the

Hightstown/East Windsor Business & Professional meeting on Monday,

September 14, at 6:15 p.m., at Coach & Four. For $17.50 reservations,

call 609-426-4490.

Kimbrough went to Princeton Day School, started college at Kean and

completed her degree at Thomas Edison State College with a major in

history and social sciences. She worked in sales and marketing in

the personnel industry in New York, New Jersey, and District of

Columbia.

She has lived in Tokyo and Milan and been involved in television and

theater production with a New York City-based company.

Her clients include nonprofits, people in the entertainment business,

authors, and corporation. Among them have been American Field Service

(she was an exchange student herself, to Italy), the historic Mercer

Cemetery in Trenton, an Egyptian importer, a Trenton-based author,

an Atlanta-based conglomerate that did development in West Africa,

a development foundation for the Republic of Guinea, and the

Employment

Channel.

"Having a special event not only gives people a chance to come

to your site, but it gives you a chance to forge ties with them even

if they are not buying at that particular time," she says. These

events can educate the public about your company or your product with

your event, such as a grand opening. Tip: Be sure to track who comes

by using a giveaway, raffle, or sign in. Gain information on where

they live, their family background, and their ages.

Top Of Page
Saving the Earth

New Jersey Hospital Association’s conference center

has taken a big step to helping the environment by replacing ordinary

paper napkins with napkins made completely from recycled materials.

It also will substitute thin wall foam cups and paper plates for

styrofoam

versions. The cost for being responsibly green? About 10 percent more.

"The effects of minimizing our use of styrofoam and using recycled

napkins are tremendous," says Steve Krebs, director of

conferences

and facilities at the NJHA’s headquarters on 760 Alexander Road.

Using recycled paper — 1.7 tons of it — will cost more than

current supplies, but the distributor (Sysco, the Philadelphia office

of the Houston-based firm, 215-218-1600) will donate a portion of

each invoice to Second Harvest’s Kids Cafe program, which provides

meals to hungry children in the United States.

The switch is supposed to save 9,450 gallons of water, 4.1 cubic yards

of landfill space, 5,535 kilowatts of energy, and prevent 81 pounds

of 81 pollutants from contaminating the air. How many corporate

cafeterias

are going to follow suit?

Top Of Page
Saturdays at the Libe

Thanks to a special appropriation of $50,000, the New

Jersey State Library will be open on Saturdays from 9 a.m. to 4 p.m.

starting now, says Jack Livingstone, the state librarian. The

library is more than 200 years old and is affiliated with Thomas

Edison

State College. It is located at 185 West State Street in Trenton;

609-292-6200; fax, 609-292-2746. Reference, 609-292-6220; fax,

609-984-7900.

Law library, 609-292-6230; fax, 609-984-7901. E-mail:

refdesk@njsl.tesc.edu.

The library’s holdings include 500,000 books, 1,500 periodical

subscriptions,

730,000 microforms, and its significant collections are in law,

governmental

reference, genealogy, foundations, state history and documents,

federal

documents.

The catalog is accessible at

http://www.state.nj.us/statelibrary/njlib.htm.

State employees may use barcoded cards to order books to be sent.

Any library card and proof of state reference will give you borrowing

privileges. For help on connecting, call 609-292-5669.


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