Real Web Estate

The Art of Moving

Sex, Lies, & Advertising

Shadow Syndromes


Making Sense

What to Wear

Art of the Deal

Business Meetings

Computer Meetings

Business Classes

Planning Boards

Corrections or additions?

These articles by Peter J. Mladineo and Barbara Fox were

published in U.S. 1 Newspaper on April 8, 1998. All rights reserved.

Landlord Rights?

So you want to evict your tenant? Good luck! But you

say the tenant’s lease has expired? So what! Any landlord who has

paid attention to New Jersey law knows this. If you’re still incredulous,

take it from J. Leonard Hornstein, a retired judge from the

Hudson County Superior Court’s special civil part:

"Basically if a tenant pays the rent and does not violate any

of the rules or regulations or any conduct contravening the provisions

of the anti-eviction act, he’s got a lifetime tenancy," says Hornstein.

"Because even if there’s a written lease there’s a provision in

the statute the tenancy is automatically continued even though the

lease may have expired."

Hornstein and Harold E. Creacy, a senior staff attorney with

the Union County Legal Services Corp., discuss landlord/tenant rights

at the New Jersey State Bar Foundation on Tuesday, April 14, at 7

p.m. at the New Jersey Law Center in New Brunswick. Call 800-373-3529

for more information.

It takes quite a bit to evict a tenant who is up-to-date on the rent.

It’s not impossible to evict, but, both Hornstein and Creacy affirm,

it’s pretty close to being impossible. If the apartment is in a two

or three-family, owner-occupied house, a tenant can be evicted with

a 30-day notice. But if it’s a multifamily dwelling, an eviction has

to prove good cause outlined in the state law. "That has several

paragraphs indicating how a tenant can be evicted by violating a specific

provision of the statute aside from not paying the rent," says


Here they are:

The tenant destroys the piece and quiet of the occupants

or other tenants in the building.

The tenant causes destruction, damage, or injury to the premises.

"We get these once in a while," says Hornstein. "A tenant

would leave the sink or bathtub overflowing and water would leak down

to the next floor and cause damage. Sometimes the kids just bang up

the walls and cause damage to them. That’s a reason that’s used often."

The tenant violates the landlord’s rules and regulations

after a written notice was issued to the tenant. "One of the

reasons for eviction on this ground is pets in the building,"

says Hornstein. "It’s usually a dog or a cat. I’ve never had a

case come up where the complaint was that there’s a bird in the apartment."

The challenge here is that any notice the landlord gives the tenants

has to have the correct language. "There were a lot of cases I

dismissed because the notice did not comply with the proper language,"

says Hornstein. In his court, landlords’ attorneys often lost cases

because their notices did not adhere to the correct legalese.

The tenant "unreasonably" refuses to sign a continuation

of the lease or refuses to pay an increase in the rent. The operative

here is unreasonably, which means "without justification,"

Hornstein explains.

Related to that, if there’s been a "not unconscionable" increase

in rent and the tenant refuses to pay, the landlord stands a chance

to evict. However, what is "not unconscionable" is at the

judge’s discretion, says Hornstein. For him, a 15 to 20 percent rent

increase was satisfactory. "If the tenant is paying $1,000 a month,

you can’t raise it on 30 days’ notice to $1,500," he says. "If

he raised it to $1,200, no problem."

The landlord is going to board-up the building or intends

to stop using it for rental purposes. This can stand — but

the landlord needs to give 30 days’ notice. Back in the ’80s when

many owners were converting buildings to condominiums, Hornstein reports,

very few owners were able to win cases trying to evict tenants who

refused to leave.

Hornstein, 71, has an undergraduate degree from New York University

and spent 10 years in active reserve in the United States Navy. He

got his law degree also from New York University (Class of 1954) and

practiced law with his father at their Jersey City firm, Hornstein

& Hornstein, for 21 years before being appointed for a Superior Court

judgeship by Brendan Byrne.

His first bench was in Hudson County Superior Court’s family court

division, where he sat for 11 years before joining the special civil

part. Now retired for six years, Hornstein alternates his time teaching

at the Institute for Continuing Legal Education and the Bayonne Board

of Education, where he makes teaching house calls to children who

are unable to attend school.

Creacy points out the misconceptions that landlords have about their

rights. It’s not just a matter of telling the tenant to get out when

they don’t pay the rent. To evict, the landlord needs to satisfy one

of the 18 causes of action to evict enumerated in the Anti-Eviction


"Generally most landlords don’t realize that there’s a series

of statutes that govern what the appropriate remedies are," says

Creacy. "Most landlords still think they retain the right to lock

the doors if they’re not paying. They do not realize that you have

to take a person to court and have them evicted for cause."

And if they successfully evict someone, they can’t take the tenant’s

property as remuneration for back rent. "Their recourse is to

file a civil lawsuit for the money that is owed," says Creacy.

"It’s a straight-forward suit that’s under contract law."

Even though it’s not hard for landlords to prevail in this situation,

many landlords will have trouble collecting the money owed.

Another contentious subject is the security deposit. "Tenants

think that they get their money as soon as they get out," says

Creacy. "The statutes say the landlord has 30 days to return the

deposit to the tenant." And if the landlords want to deduct something

from the deposit, they have to give the tenant a written itemized

list justifying the deductions when they hand over the balance.

Landlords also frequently assume that they can deduct if a tenant

doesn’t leave a place in tip-top shape. "When the tenant leaves

the place, the law requires that they leave the space `broom clean,’

not in a condition for it to be immediately re-let," says Creacy.

"You don’t have to paint the place or scrub the floors."

Creacy, 39, has an undergraduate degree from Morgan State University,

in Baltimore, and a law degree from Rutgers University Law School,

in Newark (Class of 1987). As senior attorney in the Union County

Legal Services Corporation’s housing and public benefits unit, Creacy

defends indigent tenants in court. "It’s a civil analog to the

public defenders," he says.

The Legal Services Corporation was established during the Nixon administration

as a private program, and gets state, federal, and other funding from

private sources to provide free legal representation. In New Jersey,

there are 14 legal services offices (in Mercer County it’s the Legal

Aid Society of Mercer at 198 West State Street in Trenton, call 609-695-6249).

"The need for this kind of representation for this class of people

is so overwhelming," says Creacy.

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Real Web Estate

Coldwell Banker is doggedly trying to market a new website

that "fetches" property listings, interests rates, and sales

comparisons. Click on and the

site’s "personal retriever" (an animated Golden Retriever)

E-mails any information that matches your request. It uses autoquery

technology that searches for profile matches and E-mails them directly

to the customer. Coldwell Banker Online has between 150,000 and 170,000

listings throughout the United States and Canada.

The site is free, but users must register and enter specific information

about their house location, price range, and desired specifications.

It also started a national ad campaign using the logo — an animated

golden retriever pulling a house — to promote the service.

Top Of Page
The Art of Moving

What happens when you mix a strategic planning guru

with a relocation specialist? One possible result: Century Management

Consultants, the husband and wife team that just took space at 32

Nassau Street.

The firm, 21 years in the making, moved from Ridgewood to be closer

to home, says Stanley Makadok, president. He and Neilia Makadok, the

vice president and relocation specialist of the company, live in Yardley

and have been married for nine years.

"We specialize in strategic planning, marketing, distribution,

and administrative systems and we also move companies," says Stanley

Makadok. "It’s almost a mind-split of conceptual stuff and detail."

Prior to starting Century, Makadok headed business planning for Coopers

& Lybrand’s New York City office and was vice president of planning

for Pepsi in Purchase, New York. He has an engineering degree from

the City College of New York (Class of 1962) and a master’s in management

science from Rutgers University.

Neilia has spent most of her career managing facilities. At Toys R

Us, she was director of office services, a title she also held at

CNA Insurance. She worked in the facilities of Loews Corporation,

a job which put her in charge of Manhattan’s famed Drake Hotel. She

has a BS from West Chester University in Pennsylvania and a masters

in psychology at Temple. "Every company is so totally different,"

she says. "There’s not much new in an office that you can show


At Century, she heads up the "detail" side of the operation.

"People can hire me to manage any part of their relocations,"

she says. "I can do scheduling, I can do budgeting. I’ve done

a lot of renovation work. I’ve done a lot of work in New York, which

is mostly old, old buildings. Administratively I’ve set up travel


What does it take to move a company? First, a love for a fast-paced

environments and the ability to take multitasking to the limit. The

distasteful aspects of the business include "severe time pressures,"

she adds.

"I carry a ton of time pressure," says Makadok. "It’s

part of what makes it exciting. I come up very cool on the outside,

but on the inside I have contingency plans for every situation."

This also has an impact on Neilia’s figure. "I always lose a lot

of weight on my projects," she says. "When it gets close the

actual move-in, I lose about 10 pounds, because you’re always on the

run." Her job also affects her diet. "I drink a lot of water,

I try to have salads, and I have to `chocolate’ here and there to

keep me going."

Her latest move was a broadcasting company — but this project

took its biggest toll from Neilia’s sleep schedule: She averaged roughly

three hours of shuteye for the last week of the move. "But there’s

a real sense of euphoria when the president calls you into his office

and says, `I cannot believe you pulled this off,’" she says.

The benchmark of any job for Neilia is downtime. She knows the relocation

has been successful, she says, when an employee leaves the old space

on Friday and comes into the new space on Monday where all the equipment

is there, everything is working, and the only task at hand is unpacking

personal office accouterments.

This can only occur as an end-step in a well-defined process, Makadok

instructs. "You’re evaluating, then you’re planning, then you

have to do your documentation in terms of your budgeting, in terms

of the reasons you are leaving," she says. "And the execution

involves the players: the developers and the broker, the design professionals,

and then your engineers and your technical consultants , then your

contractor and other assorted professionals."

When moving day draws nearer, Makadok holds meetings with employees

to explain her meticulous exit plan. "We number every location,

and we color-code it, and we make a map," she says. "We give

them boxes. They pack their personal belongings. And the company has

set aside packing time. It’s almost invisible to the employee. There

is no downtime if you do it right."

— Peter J. Mladineo

Top Of Page
Sex, Lies, & Advertising

The division between the editorial department and the

advertisers erodes every day and Bob Berkowitz is incensed by

this. The onetime White House correspondent, who changed his career

course from a high profile national TV news reporter to become more

like an information age Dr. Ruth, is traveling around the country

lecturing on the perils of allowing advertisers to influence what

is reported by the American media.

Berkowitz gives a talk at New Jersey CAMA, "Is There Sex after

Advertising?" on Tuesday, April 14, at 11:30 a.m. at Forsgate

Country Club in Jamesburg. Call 609-890-9207. "What I’ve observed

is that advertisers have gotten out of the advertising business to

some degrees and have gotten into the censorship line of work,"

he says. "I call it censorship by sponsorship."

Most of this style of censorship targets sexual-related material (which

he feels is hypocritical, given the fact that so many advertisers

try to sell their products using sexy ads). Berkowitz has a direct

interest in his challenge — he is about as outspoken in his own

way about sex as is Howard Stern. He has written two books,

"What Men Won’t Tell You But Women Need to Know," and "His

Secret Life: Male Sexual Fantasies," a compendium that includes

one of Berkowitz’s own reveries as well.

His website, allows visitors to

submit their own sexual fantasies, and even provides a "fantasy

formulator" replete with pull-down blanks to help them concoct

their steamiest scenarios. He also likes getting E-mail; send him

your thoughts —

Berkowitz, who turns 48 this month, started his media career doing

talk radio during his junior year at the University of Denver (Class

of 1973). After similar radio shows in Denver and San Francisco, he

got a job in Washington as the national news editor for the Associated

Press radio network. In 1980 he became the White House correspondent

for the fledgling station CNN. But for most of the 1980s Berkowitz

worked for ABC News in New York City, following that with a stint

as men’s correspondent for the Today show.

But it wasn’t until 1992, when Berkowitz left a job on the Financial

News Network business show Focus, that he started to delve deep into

good old fashioned American prurience. He became host of a CNBC show,

"Real Personal," in 1992. Although the show was popular —

it was CNBC’s highest-rated show — it was pulled off the air in

1996 because of a lack of sponsorship.

This experience fueled Berkowitz’ campaign to expose the media’s double

standard. Why should a show with high ratings be blacklisted because

it has too much sex in it? "Thank God we still have a First Amendment

in this country," he snaps. "But if the marketplace is deciding

what’s okay to print or see on TV or hear on the radio it might as

well be the same as not having a First Amendment. It’s as if these

sponsors are saying to the public, `We know what’s good for you, we’re

smarter than you, we’re better than you.’ It’s the most condescending

attitude imaginable."

A formative event transpired last year between Esquire and Chrysler,

a regular advertiser in the magazine. At Chrysler’s behest, Esquire

spiked a short story about a male college professor who was accused

by a male student of sexual harassment. "It had a gay theme to

it," says Berkowitz. "Who was in danger of being corrupted

by this story? I can’t imagine a child reading Esquire magazine. Again

the wonderful thing about a magazine is you can choose not to read

it, but unfortunately Esquire knuckled under."

Events like this could end up being disastrous for the entire media

industry. "Chrysler Corporation has put editors on notice —

if they feel they have a controversial article, Chrysler wants to

know about it in advance so it can decide if it wants to pull its

ads," says Berkowitz. "Let’s be clear about something: Chrysler

has the kind of bucks and clout it takes to influence the decision-making

of magazine editors. I’m not advocating that we pass laws forcing

Chrysler — or Joe’s Gas Station — to advertise, I’m just saying

that there are consequences for this and this isn’t the kind of America

that I want."

Berkowitz is not advocating making the American media into some adult

content free-for-all. For instance, he is "uncomfortable"

with the increasing usage of profanity on television and radio. "I

think that it leads to a coarsening of society," he says.

"I believe in self-control and I believe you have to use some

common sense when you’re in the media. But in general that should

not be a function of advertisers telling us what we should or shouldn’t

listen to. I heard the `s’ word on PBS a couple of times, I guess

that’s become acceptable. What’s offensive a generation ago is now

not offensive. And whether Bob Berkowitz or anybody else finds something

offensive, that shouldn’t be the criterion on for whether somebody

sponsors it."

Berkowitz feels that the anti-sex attitude is paranoia. One disgruntled

Holy Roller could be enough to send the executive ranks of an advertiser

reeling. "Advertisers fear one thing more than everything else:

letters," says Berkowitz. "It’s because they’re so out of


A corollary to this message is the dichotomy between the public’s

apparent indifference to the Clinton sex scandal and the extensive

coverage the scandal has been getting from the media and the government.

"Once again the media elite and the government have shown themselves

to be so out of touch with average Americans," he says. "I

remember when the Monica Lewinsky thing first broke, Sam Donaldson

was saying Clinton will be gone by the end of the week. These people

are out of touch with the average Americans. Americans are far less


And far less puritanical. "Variety reported in 1997 there were

600 million rentals of adult videos," says Berkowitz. That’s not

counting the volume of porn sites on the Internet either. For some

of Berkowitz’s favorite links, see his website.

Top Of Page
Shadow Syndromes

This book will change the way you look at your co-workers.

"Shadow Syndromes," by John J. Ratey M.D. and Catherine Johnson

Ph.D., shows how hidden psychological disorders can quietly influence

the way we work and affect our business as well as our personal lives

(Pantheon, 1997, $26). Even mild versions of an otherwise serious

disorder should be treated medically, they believe, if the condition

interferes with your capacity to reach full potential.

Ratey speaks at a conference entitled "Managing the Brain You’ve

Got: Revolutionary Brain Research & What It Tells Us about Learning

Abilities and Disabilities," sponsored by Newgrange on Friday,

April 17, from 9 a.m. to 4 p.m., at the Marriott. The 20-year-old

Newgrange School provides a full-time school program in Trenton and,

for people with learning disabilities, an outreach center in Princeton.

The outreach center sponsors the conference; call 609-924-6204 for


Governor Christine Todd Whitman has been invited to give opening

remarks. Priscilla Vail, author of "Learning Styles: Food

for Thought & 130 Practical Tips," will present the latest research

on learning and its implications. Edward Hallowell, a senior

lecturer at Harvard Medical School and author of "Worry: Controlling

It and Using it Wisely" (Pantheon, 1997 $26 hardback), will speak

at the luncheon on "A Know Brainer: the Emotional Brain from Worry

to Satisfaction." The conference costs $75 but patrons’ tickets

for the lunch are a tax-deductible contribution of $250. A 20th anniversary

reception at Drumthwacket will be from 5 to 8 p.m. and costs an additional


Ratey and Johnson take each of the known mental disorders and show

how a mild version of it (a shadow syndrome) can influence personal

lives and careers. You will find yourself labeling your own tendencies

and those of your coworkers:

Mild depression: the busy woman who juggles her responsibilities

efficiently but can never relax.

Hypomania: an energetic person such as the charismatic

politician who — oblivious to risks — has a hyper-sex drive.

Intermittent rage disorder: the executive who throws tantrums

at the office.

Mild attention deficit disorder: the enthusiastic salesman

with great ideas and not enough patience to carry them out.

Mild autism: the expert programmer who cannot keep up

with the repartee of an ordinary conversation.

Attention "surplus" disorders: obsessive compulsive

disorder, anxiety, and addiction. Someone who worries fruitlessly

over the meaning of a remark made at work, or who continuously searches

for signs that something is wrong.

Almost any form of work, even including work we do not particularly

enjoy, can quiet the disruptive forces that precipitate symptoms of

mental distress, writes Ratey. "But work we love is more powerful

still. As always, there is a biological reason for this: for most

of us, work stimulates the cheer-seeking left side of the brain, taking

us out of the stewing morass that is the right. An impassioned commitment

to an activity, to any activity at all, pushes brain function in the

direction of health, sanity, and well-being. Work soothes the soul."

"In the world of work, knowing what we want lies at the heart

of the capacity to commit to a lifetime of discipline, effort, and

showing up on time. While living life one day at a time has saved

many an addict, when we can only live life one day at a time,

the future dissolves. Ultimately all of the shadow syndromes threaten

our capacity to wish for the rest of our lives."

"A person who is struggling internally has less energy to invest

outwardly. Biting fingernails can be a way of focusing down: when

an individual becomes absorbed in the act of biting his nails, his

brain feels, for those moments, calmer, more organized," writes


"All too often the need to focus down can shanghai a day. Take

the case of compulsive desk-cleaning. The conviction that we cannot

work in the midst of chaos may well reflect a chaos within.

And while it is true that a frenzied bout of desk-cleaning can soothe

the soul, it can also get in the way."

"Minor miracles are happening for people who thought their only

problem was the inevitable pain life brings to us all," writes

Ratey. "When they begin to look at their biologies — as well

as their childhoods — they have begun to find an answer at last.

Our job is to care for our brains as well as our souls."

Top Of Page


Don’t let the loudest person take over your discussion.

Don’t be the best kept secret in town. Learn how to develop leadership

in your volunteer group. These are among the topics that dedicated

do-gooders can learn in a workshop that is the brainchild of Marge

Smith, former executive director of the YWCA. She and her crew

of 30 volunteers hope that this evening workshop will sprout into

a full-fledged year-round consortium of organizations that join forces

to stage volunteer training and other joint ventures.

"Community Works" has been scheduled for Thursday, April 16,

5:15 to 9:15 p.m., at the Woodrow Wilson School. Preregister for two

of the eight workshops, and the $15 fee includes a box supper. The

workshop is open to all. Pick up an application form at a public library

or call 609-924-8652. A roster will be distributed that night.

Michael Nabors (consultant to Princeton’s civil rights commission)

and Karen Woodbridge (in the Princeton University community

affairs department) join Smith in introductory remarks, followed by

nuts-and-bolts workshops:

Nancy Kieling of the Princeton Area Community Foundation will

lead a grant workshop along with Tom Borden of the Borden Foundation,

Lincoln Kerney of the Kerney Foundation, and Barbara Rambo

of CoreStates.

"Don’t Be the Best-Kept Secret in Town" will be taught by

Pam Hersh, Princeton University community affairs, and Francis

Ianacone, a public relations professional who does volunteer PR

for the YWCA. Jane Silverman, executive director for the international

organization of Junior League, will lead a workshop on long range


John Lasley, a trainer, and Lilia Cruickshank, active

in the vestry at Trinity Church, will teach how to develop leadership

in a corps of volunteers. "Put the Fun in Fundraising" is

the subject for planners of some of the most successful galas and

campaigns in town — Florence Kahn, Joann Carchman,

and Suzanne Goldensen.

Smith will teach "Positive Benefits of Conflict," involving

listening skills, setting boundaries, and devising processes to allow

everyone to be heard, "so the loudest person doesn’t take over,"

says Smith.

For good decision making, to keep opposing sides from restating their

positions over and over, use a process called "force field analysis,"

says Smith. Encourage both sides to think of all the positive things

about the positives, and then have the group use its "think power"

to think of all the negatives. "That changes the group dynamic

of how the decision is reached."

For example, some on the Princeton YWCA board wanted to purchase Bramwell

House (the building now used for community classes) because the YWCA

was always short of space. "Others felt we shouldn’t because we

didn’t have the money," says Smith. With both sides buying into

both positive and negative arguments, the nay-sayers found themselves

saying encouraging things and the would-be buyers found themselves

staring at the hard financial realities. Together both sides acknowledged

the negative but moved forward and allowed the project to succeed.

They agreed to make the purchase but figured out strategies to overcome


"Otherwise," says Smith, "everybody is for one way or

the other and you lose half your board."

Top Of Page
Making Sense

Of Deregulation

As the government deregulates the telecommunications,

healthcare, and utilities industries, opportunities for businesses

to save money are emerging at an unprecedented clip. But because there

are so many ways to save, most of the savings are going unnoticed

by business owners. "When companies now select their insurance,

sometimes they don’t even know what they’re buying," says Grace

Polhemus, president of Technology New Jersey, the 212 Carnegie

Center-based nonprofit. "They don’t find out until someone gets

sick that it’s not covered and the same holds true for telecommunications,

which is really very exciting right now because of the open market."

To help create a "roadmap" of choices for the deregulated

telecommunications, healthcare, and utilities industries, Technology

New Jersey is starting a free clearinghouse at its website,,

which lists three different "choice exchanges" comparing services,

products, and prices. This, says Polhemus, will enable easy "apples-to-apples"

comparisons. "This is especially helpful when providers bundle

services and products in a variety of packages."

"Currently businesses have a choice. Technology New Jersey’s goal

is to really educate businesses in terms of what this means to their

bottom line. We’ll have a roadmap type of chart that show what they’re


There will also be workshops and taskforces educating businesses about

those three domains. For more information, call 609-419-4444. Or visit

its website,

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What to Wear

For working women of yore, finding the right clothes

for work simply meant popping open a fashion glossy and picking out

an outfit. Today, women need to worry about appropriateness, expectations,

and the tailoring color to their skin hues. Many times that outfit

in Cosmo might clash with the atmosphere in the office.

In some cases, women might do well to hire an image consultant like

Renata Murray. "There are different varieties of my species

out there," says Murray. "I work mostly with women and what

I help them do is create the look that they need and that they are

looking for."

Murray is one of the speakers at Mercer County College’s Secretaries

Day program on Thursday, April 16, at 9 a.m. at the Marriott. The

other speakers are Melva Harris of Harris Development Consultants,

who speaks about personal growth, and P.J. Dempsey of Morgan

Mercedes Human Resources Group, who speaks about valuable employees.

Call 609-586-9446 for more information.

"Years ago, we used to see a lot of things in magazines that said

`dress for success’ and there were certain looks that were dictated

and we really don’t have that much anymore," says Murray. "What

women need to do is look at what looks good on them. And number two,

what is appropriate for their work situation. Dressing for success

in this day and age really means looking appropriate for whatever

situation they are in."

Murray compares a woman’s total work image to a puzzle. "The pieces

to that puzzle are knowing the shades of colors that look good on

someone, the styles of clothing that are right for a particular body,

and then the flavor of the personality needs to come out also."

Color is a science unto itself. First, the colors need to flatter

their subject. Second, the psychology of colors needs some understanding.

"Some colors make people look softer and more approachable (neutral

shades and earthy colors, browns, taupes, and beige) while other colors

(black, white, navy, and red) make people look more powerful."

Murray, 45, has been doing image consulting for 13 years. By trade

she is a registered nurse. She got her first nursing degree in Germany,

and got her RN from the University of Medicine and Dentistry when

she came to this country in 1976.

Top Of Page
Art of the Deal

Turning your bank tellers into salespeople — that’s

the topic for the Financial Institutions Marketing Association on

Wednesday, April 15, at 9:30 a.m. at the JFK Conference Center, 70

James Street, in Edison. If you don’t think tellers are in sales,

think again.

FIMA’s roundtable on "Introducing a Sales Culture" will cover

increasing "fee income" and is geared to all levels of financial

marketers. Come early for coffee and networking. For information call

Andy Jones, vice president of Boiling Springs Savings Bank in

Rutherford, and president of FIMA, at 201-939-5000 or fax 201-939-3957.

It’s just one of an array of "get better at sales" sessions

in the next two months.

"It is important to develop multiple relationships with your customers

to prevent them from going elsewhere on a whim," says Karen

Fiore of the Asbury Park Press and first vice president of FIMA.

You don’t have to replace your employees, you just have to figure

out how to get them to wade into the sales pond.

Lorraine Johnson of North Jersey Federal Credit Union is second

vice president. Maryanne Guenther of First Savings Bank and

Jocelyn Marzo of FAA Eastern Region Federal Credit Union are

treasurer and membership chair, respectively.

Top Of Page
Business Meetings

Thursday, April 9

7:45 a.m.: Princeton Area Leads Club, Claire Lucas, Marketing

Magic, free. New New York Deli, Route 1, 609-924-9337.

8 a.m.: Industrial/Commercial Real Estate Women, "REITs:

Investments and Construction/Management Services in the Real Estate

Community," Mark Yeager, president, commercial division, Gale

& Wentworth; Michael Nachamkin, New Jersey market officer, Security

Capital Industrial Trust; Joseph M. Harvey, director of investment

research and co-portfolio manager, Cohen & Steers Special Equity Funds;

$30. Newark Airport Marriott, 732-238-8100, extension 19.

4:30 p.m.: Princeton University, "From Somalia to

Iraq: the Role of the Press," Leslie Cockburn, 60 minutes producer

and contributing editor of Vanity Fair, also Ferris Professor of Journalism

at the university, free. Woodrow Wilson School, Bowl 1, 609-452-0033.

5:45 p.m.: New Jersey Entrepreneurs Forum, "Working

with Your Banker and Accountant," also "The Care and Feeding

of Your Banking Relationship," entrepreneur Sandy Newman, $50

including dinner. McAteer’s, Somerset, 908-789-3424.

Monday, April 13

7 a.m.: LeTip of Lawrenceville, Roy Minieri, Richardson

Commercial Realtors, free. Michael’s, Route 1, 609-406-8974.

5:30 p.m.: Middlesex NJAWBO, "21 Networking Scenarios,"

Adrienne Zoble, $37. New Brunswick Hyatt, 732-422-6888.

Tuesday, April 14

7:01 a.m.: LeTip of Princeton, Brian Christie, Carnegie

Bank, free. New New York Deli, Route 1, 732-417-2409.

8 a.m. TransAction 1998, New Jersey transportation conference,

3 days, $189. Tropicana, Atlantic City, 908-903-1122.

8 a.m.: Trenton Business & Technology Center: "Creative

Approach to Growing Your Business," Nunzio Cernero, MCCC. $15.

36 South Broad Street, 609-396-8801.

8 a.m.: The Business Connection, networking, free. Golden

Dawn Diner, 2090 Whitehorse Mercerville Road, 609-655-5050.

8:30 a.m.: National Business Institute, "A Practical

Guide to Federal Court Rules, and Procedures in New Jersey," Craig

S. Hilliard, Stark & Stark, free. East Windsor Ramada, 715-835-7909.

9:30 a.m.: Dun & Bradstreet, "Managing Multiple Priorities,"

$165. Palmer Inn, 800-967-4646.

10 a.m.: Business Owners Institute, "Funding Opportunities

for Small Business Owners," Al Warr, director, Business Owners

Institute, free. 676 Route 202/206 North, Bridgewater, 908-526-1500.

11:30 a.m.: NJ CAMA, "Is There Sex after Advertising?"

Bob Berkowitz, TV personality, $40. Forsgate Country Club, Jamesburg,


5:30 p.m.: Business Marketing Association, Impact award

presentation, $25. Birchwood Manor, Whippany, 732-417-5601.

5:30 p.m.: Rutgers University Department of Journalism,

awards dinner for the Eleventh Annual Journalism Award for Distinguished

Business & Financial Reporting of New Jersey Issues, cosponsored by

the CIT Group; guest speaker, David Mazzarella, editor, USA Today,

free. Rutgers Faculty Club, New Brunswick, 908-252-1011.

7 p.m.: New Jersey State Bar Foundation, landlord/tenant

rights, J. Leonard Hornstein, retired judge; Harold E. Creacy, senior

staff attorney, Union County Legal Services Corp., free. New Jersey

Law Center, New Brunswick, 800-373-3529.

7:30 p.m.: Jobseekers, instruction and support group for

people changing jobs or careers, weekly, no charge. Parish Hall entrance,

Trinity Church, 33 Mercer Street, 609-924-2277.

Wednesday, April 15

7:45 a.m.: Princeton Chamber, "Your Script is Showing,"

Renee Martin, CEO of Forgery Forensics, a division of Questioned Documents

Inc., $21. Holiday Inn, Route 1, 609-520-1776.

8 a.m.: Middlesex County Employer Legislative Committee,

breakfast with newly elected representatives Joseph Vitale, state

senator, and Samuel D. Thompson, assemblyman, $25. Forsgate Country

Club, Jamesburg, 908-688-9987.

8:30 a.m.: Rutgers Center for Management Development,

"Sexual Harassment on the Job," $275. Janice Levin Building,

Rockafeller Road, Piscataway, 732-445-5526.

9 a.m.: Urban Women’s Center, Employers include Green

Thumb, Harrison Conference Services, Munson Temporaries, New Jersey

State Police, Princeton University, Six Flags Great Adventure, Smith

Barney, Source One Personnel, Tecom Vinnell Services, the Forrestal

Hotel. Dress for work; bring resume copies and a black ink pen. 40

Fowler Street, Trenton, 609-392-5959.

9 a.m.: Morgan Mercedes Human Resource Group, "Career

Trends," P.J. Dempsey, founder, free. Plainsboro Public Library,


9:30 a.m. Financial Institutions Marketing Association,

"Introducing a Sales Culture," free. Landmark Inn, Woodbridge,


2 p.m.: College of New Jersey, "Regulatory Issues,"

Janice Bush, vice president of regulatory affairs, Janssen Pharmaceutica,

free. Business Annex 108, 609-771-2394.

6 p.m.: American Chemical Society, Princeton chapter,

"Cats, Lies, and Quantum Mechanics," Phillip R. Certain, University

of Wisconsin — Madison, $20, lecture free. Prospect House and

Frick 324, 609-258-3922.

6:30 p.m.: Mercer County College, "Transfer and Professional

Studies" session, free. 1200 Old Trenton Road, 609-586-9446.

6:30 p.m.: Mercer College, "Death and Dying,"

for healthcare professionals, Sister Kathleen Manning, hospice director

of the Visiting Nurse Association of the Delaware Valley, $40. West

Windsor, 609-586-9446.

Thursday, April 16

9 a.m.: Mercer County College, "Empowerment Skills

for Professional Secretaries," day-long seminar with Melva Harris,

Harris Development Consultants, on "Personal Growth in Difficult

Times," and Renata Murray, on "Image and Impression —

How Are You Really Seen?" $98. Marriott, 609-586-9446.

9 a.m.: Rutgers Center for Management Development, "Avoiding

Litigation for Employee Discipline and Discharge," Barbara A.

Lee, $350. Janice Levin Building, Rockafeller Road, Piscataway, 732-445-5526.

11 a.m.: Mercer Chamber, "The Business of College

Basketball," Kevin Bannon, coach, Rutgers University men’s basketball

team, $30. Hyatt, 609-393-4143.

5:30 p.m.: Middlesex Chamber, business after hours, $15.

Lorelei Personnel, 1 Auer Court, East Brunswick, 732-821-1700.

5:30 p.m.: Mercer County Bar Association, "Stress-Less

Relaxation Learning Program," Sandy Gilbert-Stripp, $60. Jamieson,

Moore, Peskin & Spicer, 300 Alexander Road, 609-585-6200.

6 p.m.: Mercer County College, "Resumes, Cover Letters

& Interviews," free. Student Center, 1200 Old Trenton Road, 609-586-4800,

extension 3397 .

6 p.m.: Mercer NJAWBO, "Taking Your Business to the

Next Level: a solid marketing plan," Adrienne Zoble of Adrienne

Zoble Associates, $29. Palmer Inn, 609-490-0404.

6 p.m.: Institute of Management Accountants, Princeton

Chapter, joint meeting with Raritan Valley chapter, "Preparing

for an IRS Audit," Priscilla Amor, IRS revenue agent, $24. McAteer’s,

Somerset, 609-840-0700.

6:30 p.m.: Rider University, "On the Road to Entrepreneurship:

Buying a Business," panel: Rachel Stark, Stark & Stark; Howard

Scribner, partner, Arthur Anderson; Ronald Cook, management professor,

Rider University; free. Sweigart Hall auditorium, 609-896-5522.

7 p.m.: Sandler Sales Institute, "Selling Strategies

for the Year 2000 and Beyond," $40. 600 Alexander Road, 800-810-2722.

Top Of Page
Computer Meetings

Thursday, April 9

10 a.m.: 55-Plus Computer Group, E-mail, free. Jewish

Center of Princeton, 435 Nassau Street, 609-924-6328.

Friday, April 10

8:30 a.m.: ExecuTrain, Microsoft Word 7.0 for Windows,

introduction, $250. 2 Tower Center Boulevard, East Brunswick,


Tuesday, April 14

8:30 a.m.: ExecuTrain, Microsoft Access 97, $250. 2 Tower

Center Boulevard, East Brunswick, 732-937-9600.

6 p.m.: Princeton MacIntosh Users Group, Jadwin Hall,

Room A-10, 609-252-1163.

Wednesday, April 15

9 a.m.: Mercer County College, Word 97 Level II, $99.

Kerney Campus, North Broad and Hanover, Trenton, 609-586-9446.

Thursday, April 16

7:15 p.m.: Raritan Valley College, "How to Plan and

Create a Web Site," two sessions, $112. Summit Bank, 630 Franklin

Avenue, Somerset, 908-218-8871.

8 p.m.: Princeton ACM/IEEE Computer Society, "Java

Beans," Dennis Mancl, Bell Labs, free. Sarnoff Corporation, 908-582-7086.

8:30 p.m.: West Windsor-Plainsboro Community Education,

Access 7.0 for Windows 95, Janet Daugherty, four weeks, $64. WW-P

High School, 609-716-5030.

Top Of Page
Business Classes

Wednesday, April 15

7 p.m.: Raritan Valley College, "Fair Employment Practices:

Keeping the Organization in Compliance," Frank Steinberg, attorney,

four weeks, $54. Route 28 and Lamington Road, North Branch, 908-526-1200,

extension 8239 .

7 p.m.: Raritan Valley College, "The Critical First

Year: Starting a Business," William MacRae, CPA, two sessions,

$54. Route 28 and Lamington Road, North Branch, 908-526-1200, extension

8239 .

Top Of Page
Planning Boards

Wednesday, April 8

8 p.m.: West Windsor Township Planning Board, Municipal

Building, Room A, 609-799-2400.

Wednesday, April 15

Noon: Delaware & Raritan Canal Commission, Prallsville

Mills, Stockton, 609-397-2000.

7 p.m.: Washington Township Planning Board, 1117 Route

130, 609-259-3443, ext. 123.

7:30 p.m.: Hopewell Township Planning Board, 609-737-0605.

8 p.m.: West Windsor Planning Board, 609-799-2400.

Thursday, April 16

7:30 p.m.: Princeton Regional Planning Board, Weller Tract

Municipal Park. 369 Witherspoon Street, 609-924-5366.

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