Success Breakfast For Women Entrepreneurs

Aging Without Angst

New Food Poisoning Diagnostic Tool

NJAWBO Holds Annual Conference

Corrections or additions?

These articles by Michele Alperin, Bart Jackson, and Jack Florek prepared for the May 17, 2006 issue of U.S. 1 Newspaper. All rights reserved.

Survival Guide

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Success Breakfast For Women Entrepreneurs

People develop and change through their life experiences, but in many ways they remain the same. What

they were like and what they enjoyed as kids has some predictive power about where they end up.

Pattie Simone’s entrepreneurial efforts started when she was a Girl Scout pulling a wagon stuffed with

cookies to sell to friends and neighbors in Long Island.

Then, at 12, she started a flower-making business with a girlfriend (and, of course, the mothers supplied

some of the hard labor). In the intricate manufacturing process they formed individual petals and leaves one

by one, dipped them into colored solutions, and combined the pieces into "flowers" with florist tape. The

local Waldbaum’s supermarket let them stand outside and sell flowers, says Simone, "like in My Fair Lady."

"It felt good," she observes, "working, seeing results from work, and making money."

As Simone continued to work, through high school and college, and then in traffic and production in the

textile industry, her entrepreneurial drive was relatively dormant.

Simone’s latest creation, WomenCentric, is described on her website as "a spunky new speaking group producing educational entrepreneurial and leadership venues like nothing you’ve ever experienced." It is

presenting "An Entrepreneurial Success Breakfast Forum for Women," hosted by the Female Entrepreneur’s Alliance of the Rothman Institute of Entrepreneurial Studies, on Friday, May 19, at 7:45

a.m. at Lenfell Hall at Fairleigh Dickinson University. Cost: $45. Call 845-362-7880 or email for more details. Registration is online at ( Men are also welcome.

The path from Girl Scout cookies and Eliza Doolittle lookalikes has been one of learning and growth for

Simone, as an individual and as an entrepreneur. In 1988, when she was pregnant with her second child and

her sister-in-law was pregnant with her first, they hatched the idea of starting their own business, a home

furnishing and gift shop on Main Street in Ramsey. Their hope was to mimic the type of store, widespread

in tourist destinations, with a little of everything. They called it “The Home Place,” and their logo was a

little house with puffs of hearth smoke coming out the chimney.

The two women had a great time. They discovered a natural bent for merchandising, dividing the store into

sections like “Sweet Pea,” for babies, and “For Gentlemen Only,” and putting out products in an inviting

way. The product mix changed over time as they started to offer gift baskets, gourmet food, and, for a

while, a cappucino bar. (Simone says she and her partner were its best customers.)

But they didn’t get everything right. "We plodded along, faltered, and fumbled, but were able to stay in

business seven years," says Simone. Probably the most egregious of their many mistakes was hiring an

accountant who gave them poor advice, because, says Simone, she and her partner didn’t know how to ask

the right questions. Eventually they had to close as competing stores opened and people began balking at

their pricing.

Her first step into life as an employee was both annoying and frustrating. People looking at her resume

would discount her seven-year period of store ownership and say, "So you owned a store – what did you

do before that?" With comments like this, she felt they were negating all she had done and learned as a

store owner.

Before she was ready to go out on her own again, Simone had held several positions, including director of

sales and marketing for two different firms which did business-to-business sales. "I learned a lot and made

millions of dollars of new business for the companies and decided I was not cut out for working for other

people," she says. "I wanted to do something on my own."

While working full time as a fundraiser for a college, she decided to start developing her innate writing

skill by writing articles on the side. She also went to many networking functions. "When I met business

owners," she says, "we would get into a conversation about what they were doing, their challenges, and

their goals, and I would start giving advice." She remembers many people responding: "That’s a great

idea. I’m going to do that," and Simone says that "finally the light bulb went on – this is a business."

The next step was to dip her toe in by doing some independent consulting while she still had a job. "I found

to my horror that so many people were calling themselves marketing consultants," she says. So she decided

to build a practice based on her writing expertise. "I decided that my moniker should be "I am a writer; I

bring communications to life for people." She figured that if she was able to do marketing mentoring and

consulting through her writing, that would be fine.

It has worked. When she re-emerged as an entrepreneur with Pomona, New York-based Write-

Communications (, Simone put her small-business experience to good

use. "Now my main business is mentoring small business owners about cost-effective marketing and

avoiding the pitfalls," she says. "I want to be the Oprah of entrepreneurship."

She finds that people starting new businesses have ambitious goals. "They are motivated and passionate

about what they do, but lacking a plan." She helps them to define their product or service and its benefits to

customers, to assess what their market is, and to put in place marketing initiatives.

Simone believes it is essential for a business to develop a clear identity, with a consistency of message and

look — but many just don’t get it. For example, she says, "they think they have a logo just because

someone put a little schmaltz on a business card." Identity was something that Simone and her sister-in-law

did well in their store. She remembers people telling her, "I was so excited the moment I saw the box,

because I knew the gift was from Home Place." She adds, "we were branding ourselves – not knowing

what we were doing."

After Simone opened her doors as Write-Communications, her next step was "networking like mad." She

started connecting with women’s business organizations and associations, with venues in New Jersey, New

York, and Connecticut that she started thinking of as "women-centric events."

"In the process I started meeting dynamic women," she says, and her imagination started churning. She first

envisioned a live talk show about business with women anchors. "Close to 11 million women own their

own businesses," says Simone, "and they are opening businesses twice as fast as men and staying in

business longer."

Her idea of bringing together women to speak evolved. As she was exposed to more women speaking about

the challenges they faced, she remembers thinking, "I don’t want to be in competition with these folks."

Instead she wanted to join with them to form a speaking group that would be invited to talk at different

events. "Most women business owners simply don’t have the time to go back to school and learn to do it

the right way," she observes. But women can be stymied because running a business takes more than an

idea and passion. "These women need solid advice," says Simone.

So Simone started Womencentric. She pulled together entrepreneurial women, and they debuted at

Women’s Images, a women’s conference at Sacred Heart University in Fairfield, Connecticut, last March,

with five women doing separate segments of a presentation on "Jump Starting Your Career." Luckily, she

says, they filmed it and were able to fix the glitches and tighten some of the talks.

All the women in Womencentric, says Simone, "share a belief in collaboration and have a passion for

helping other women succeed." She says it is an evolving group. "They are as involved as they can be,

within the constraints that their own businesses present."

The loose-knit group has also given a leadership advancement session to sectors of CitiBank and returned

this year to Women’s Images.

Simone is always thinking about new ways for Womencentric to reach out to the community. Because she

enjoyed being on a college campus so much, she started negotiating with another college to do an event.

Although that one didn’t work out, she learned from the experience. "I took a gigantic risk and lost last

year," she says. "I spent a lot of money and nothing happened."

This year she’s trying again. "The people at the Rothman Institute at Fairleigh-Dickinson loved the idea,"

she says. Their Female Alliance is hosting the event, which has been carefully fashioned as a learning and

networking experience for women business owners.

One of the speakers, Joan Damico, is a marketing expert and a direct competitor of Simone’s. One of the

ideas that Simone wants to get across is that competitors can help each other out. When she was in retail,

she says, "I was closed to talking to other people and learning from other people, and I suffered from that."

In contrast, she says, "here we will be showing people that we have a direct competing thing, the same

services in many ways, but there is no reason we can’t collaborate. Through collaboration, we are

supporting each other, learning from each other, and helping our businesses."

Simone is excited about this event. Although she wants to be able to cover her costs and her time, she

doesn’t see the event as primarily a way to make money. "I want to get the message of collaboration out to

as many people as possible," she says.

Simone credits her mother with the kind of spirit and mentality that inspired her to open Home Place. As a

child, her mom was always putting on plays, even though "she can’t sing to save her life." Her mom’s

approach (and now her own) was: “Let me try this. I’ll figure out what I need to do, and I’ll do it."

– Michele Alperin

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Aging Without Angst

The Deficit Reduction Act of 2005, signed into law this February, purports to provide more power to

seniors. Some say, however, that this legislation puts a huge kink in the Medicare and Medicaid funding

pipeline. From now on seniors will be paying higher co-payments for reduced services, with substantially

higher deductibles on all plans.

To help supply some solid solutions to this and other issues facing seniors — and anyone with a parent in

this category — the New Jersey State Bar Foundation offers a free seminar on “Strategies for Protecting

Older Citizens” on Tuesday, May 23, at 10 a.m. at the New Jersey Law Center in New Brunswick. Register

at (

Presented in recognition of Senior Citizen’s Law Day, the conference features former chair of the NJSBA

Elder Law Section, Bridgewater-based attorney Lawrence Friedman, who provides advice on funding long-

term care without going broke after the deficit reduction act; attorney Brenda McElnea, also a NJSBF Elder

Law past chair, who has offices in West Orange, speaks on surrogate decision making with advanced

healthcare directives; and Cynthia Sharp Myers of the Sharp Law Firm in Haddon Heights, who discusses

living trusts and explains why they are not for everyone.

Friedman came by his penchant for law the old fashioned way — he inherited it. He grew up on Long

Island with a father who was a business and tax attorney. Heading for his father’s trade, he graduated from

SUNY Binghamton with a bachelor’s degree in economics and attended NYU’s School of Law. Here he

earned both a J.D. and a master’s of law degree in taxation.

“Somewhere throughout school, I realized that I really loved law, but saw it much more as an instrument

for helping individuals than business,” Friedman says. In l981 Friedman hung out his shingle in a solo

practice. Since then he has specialized in the many plights facing older and disabled citizens. He was

honored for helping draft legislation that helped New Jersey citizens employ special needs trusts to

preserve disability benefits. Friedman continues to fight the elder law fight, both as a frequent speaker and

in his private practice.

Long term care refers to assistance given an individual when he is permanently, or nearly permanently,

unable to handle his own daily affairs. It may be as simple as help bathing and cooking, up to the constant

surveillance of an Alzheimer patient. Though the line may see vague, long term care is unlike healthcare

recuperation in that the later has a foreseeable end. Long term assistance is available from family,

government, and the for-profit sector.

“Elder law is a creature of Congress, so don’t expect contract logic and common sense rules,” says

Friedman. Still, many laws governing the treatment of seniors have great benefits along with their pitfalls.

But everything is changing, and Friedman’s best suggestion for preparing for a happy, healthy old age is to

plan earlier than you think and to get the most current advice.

In your 50s. The day you receive your first “AARP Magazine” should be the signal that you are mortal.

There is a race going on between your life expectancy and your assets, and you are betting, whether you

like it or not. It is time to estimate your future worth by stacking up your eventual pension, investment

growth, home sale potential, and possible inheritances.

Be aware that this wealth faces attack by dwindling pension, Social Security, government healthcare

benefits, and inflation. It is too early to crystal gaze for exact figures 30 years hence, Friedman says, but

you should get a picture of roughly how golden your senior years will be.

While there’s no need call on an elder care attorney just yet, this is the time to visit your general counsel

with a legal checklist. Wills for yourself and spouse, powers of attorney and living wills, along with other

healthcare provisos, should be established. This is also the time to investigate trusts and extended gifts to

family and charities,which, if initiated early, may afford substantial tax benefits.

Long term care insurance, first offered in the late l960s, has boomed in popularity during the last decade.

Statistical claims for individuals eventually requiring some long term care vary from 40 to 70 percent of the

national population. But virtually everyone has at least one relation or acquaintance who has had to face the

expensive choices of assisted living or home healthcare.

Most of the long term care insurance plans provide a set amount of dollar coverage per day for a set

number of years, applicable to either spouse. For an annual premium of $2,000 to $3,000, a mid-50s

married couple would receive about $200 a day upon request for two years during their later life. A policy

covering eight years typically runs between $4,000 to $6,000. (The average length of stay in a nursing

home is 18 months.)

Friedman says that long term care insurance is a crap shoot. Unlike life insurance, where you are betting on

the surety of your death, your need for this is uncertain. “For some people it may prove a good way of

preserving funds for their heirs,” he says, “but, interestingly, more people are putting their insurance funds

into increased auto accident policies. I guess people are seeing greater risks on the road.”

In your 60s. “Probably the biggest mistake is not coming to an elder lawyer early enough,” says Friedman.

Today’s mid-60s retirees are fit and active, and while they may be browsing the senior community

brochures, most are not mapping out long term care strategies.

Generally speaking, neither Medicare nor Medicaid offer any long term support. But there are exceptions.

Financing of extended home nursing or assisted living may be achieved through Medicare if the individual

is a war veteran. Medicaid offers minimal help if an individual has less than $2,000 in total assets and if a

couple has less than $3,000 in assets.

In the past, many people got below these levels by deeding assets to their children. But Friedman says that,

under the new Deficit Reduction Act, this is no longer possible.

Friedman suggests selecting an elder law specialist to help you map out your golden years, rather than just

any general attorney. These specialists can provide individual help for the toughest choice — staying in

your own home versus moving to assisted living.

They can also suggest variations on standard legal instruments. For example, instead of selecting a normal

durable power of attorney, effective immediately, it is possible to opt for a “springing” version that kicks in

following a specific time or event.

Beyond the grave. Keeping the fortune in the family, and out of the government’s hands, remains one of the

most desperately sought legal/tax strategies. “Frequently such planning is simpler than people imagine,”

says Friedman. With good guidance seniors can share assets before the long term care bills arrive. Fixing

up your current home and raising its value, or simply buying a second home for a beneficiary, often provide

an excellent means of positing untouchable assets where you want them.

Establishing trusts has been heralded as the ideal way to avoid probate, death taxes, and capital gains. But

this is not always a problem-free solution. The setting up of a trust to avoid probate’s costs and its 12-

month delay may, in some cases, actually cost more than the state’s probate fees.

The popular idea of putting a child’s name on the title of certain assets, houses, for example, could vastly

increase the capital gains he would have to pay if he decided to sell the asset, whereas, if he inherited it, he

might or might not have to pay an inheritance tax, but would not have to pay a capital gains tax.

Sheltering assets certainly is possible, says Friedman, but it must be planned for years ahead. And for most

people, there is no legal shelter extensive enough to avoid all state and federal taxation.

None of us is enthralled with the prospect of aging. Yet diminishing abilities can certainly be endured more

easily with a cushion of cash and an absence of worry. And while hard work and sharp investing are a good

start, learning the tactics of long term care are an essential tutorial.

– Bart Jackson

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New Food Poisoning Diagnostic Tool

From some idle chatter at a cocktail party to a $55 million business — and he didn’t even have a prototype.

Part of it, of course, was the invention: a faster way to detect a disease that hospitalizes 350,000 Americans

annually. But most of it was the entrepreneur, Dave Dingott, age 45, who possessed both the business and

technical expertise to found Sword Diagnostics from his home in Chester.

The secrets of Dingott and other successful entrepreneurs are revealed at the New Jersey Technology

Council’s Bootcamp on Wednesday, May 24, at 7:30 a.m. at the Conference Center of the New Jersey

Hospital Association. Cost: $130. Register at This day-long event includes discussion

groups and success stories. Dingott speaks at a workshop, “You Only have One Chance to Make a First


Other panelists include moderator Steve Cohen, an attorney with Morgan Lewis in Princeton; Philip

Politziner, partner with the accounting firm of Amper, Politziner & Mattia; Shayne Vernallay, associate

with the New Jersey Venture Fund; and Katherine O’Neill of the Jumpstart New Jersey angel network.

A Brooklyn native, Dingott earned his engineering degree from Brooklyn Polytechnic Institute. This was

followed by a master’s from Columbia University in electronics engineering and computer science. He then

went to work for Bell Labs, where he spent 18 years. His career shifted as the result of a chance meeting.

“I met this fellow at a party who was doing work at the Naval Research Laboratory on finding a quicker

way to find the pathogens that cause food poisoning,” Dingott says. “I became increasingly interested in

this scientist’s work.” So interested, in fact, that Dingott gathered a crew of his own and in partnership with

the Navy Lab began working on the problem.

Food poisoning is often viewed as a distressing 24 hours followed by a quick recovery, like a short flu. But

5,000 Americans die each year as a result of food poisoning. Many cases are caused by the E. coli and

salmonella bacteria. But the blood-based bacterium listeria, with a 25 percent fatality rate, is more deadly,

making it imperative that it be detected at the earliest possible moment.

Traditionally these poisonous bacteria are identified by injecting antibodies in a sample and seeing if they

partner up with anything suspicious. This process takes some 48 hours. Dingott and his crew, along with

their Navy partners, have recently begun enhancing this method with a technique called Raman

spectroscopy, which deals on the tiny photon level, rather than the much larger microscopic level. This

method, coupled with various chemicals, allows for swift detection — within five minutes — of even the

most miniscule particles. In order to turn this break-through into a company, Dingott had to raise a

substantial amount of money.

Some of these funds have come from the NJTC Venture Fund and the Jumpstart Angel Network.

“We started out raising funds by licensing a very good mousetrap,” says Dingott. “It was only later that we

developed a really better mousetrap.” Dingott insists that he has no golden rules for entrepreneurial capital

raising, but he can spot the popular blunders and compare them with what has worked for him.

Alone and omniscient. The one sure way to make potential investors nervous is to show up alone,

blueprints in pocket, and proclaim yourself inventor, business manager, and sales force all in one.

“When you are starting up, you’ve got no revenue stream, no track record — nothing angels can pin their

hopes on,” says Dingott. “Your entire credibility comes from your team.”

For Sword Diagnostics, Dingott partnered with the top engineer and chief scientist in the field. His sales

manager had just sold a record 100 units for his main competitor. Finding these partners and convincing

them to join him meant haunting trade shows and plugging away for personal interviews. Once on board,

all of the crew members joined together in making the pitch to the investors.

Be candid. Be it bank or individual angel, every investor is going to burrow deeply into every

entrepreneurial venture before investing one thin dime. Letting them discover secret chinks in the firm’s

armor only raises suspicions.

Total candor, on the other hand, makes a marvelous selling tool. By sharing the business’s current

problems, an entrepreneur can put them in perspective and end further investigation. Dingott has found that

potential angels are often eager to help with solutions. Additionally, candor places the firm’s most

important asset — the owner’s integrity — in an excellent light.

Get out there. “Just who is the buyer for your product?” asks the interested angel. The entrepreneur ticks

off the potential customers. “And with how many of them have you spoken?” the angel continues. A

stunned, uneasy silence descends on the room.

With so many written business aids, it has become very popular to compile major marketing plans from

one’s office chair. But for Dingott, hustling around and personally contacting everyone remotely interested

in his type of product proved an immense value. It took Sword Diagnostics’ market beyond the obvious —

the food processing industry — into hospitals and research institutes. “I not only learned who my buyers

were, but they helped me define my product,” he says.

Protect the store. As investor and inventor sidle ever closer, the great fear looms that the entrepreneur might

be giving away his control. He might one day find himself voted out of the company he founded. Dingott

admits that it can happen — it has happened.

The advice that seems to have worked for Sword Diagnostics’ owner is to keep yourself invaluable. “No

matter how greedy they are, they aren’t going to fire you if you are making them money,” Dingott says.

Still, it is generally unrealistic to expect to retain a majority ownership. It is better to concentrate on

developing staff loyalty and individual value than on gaining a fiscal stranglehold. Dingott says that it is

unrealistic for any owner to think he can maintain control of 50 percent of the stock as his product goes

fully national.

Very shortly Dingott will be obliged to move Sword Diagnostics out of his home in Chester. He has been

considering central New Jersey for the new company’s headquarters, or perhaps Chicago, near the National

Center for Food Safety. Wherever he lands, he is optimistic that his business will do well.

“If there is any lesson to be learned from my company,” says Dingott, “it is that it pays to listen to people at

cocktail parties.”

— Bart Jackson

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NJAWBO Holds Annual Conference

How do you grow a business? Even in the best of times, entrepreneurs spend a lot of energy ruminating

over this question. But starting a business in the hyper-competitive 21st century is enough to make any

budding entrepreneur quiver in her boots. Making an honest profit in a business environment filled with

sharks and saber-toothed guppies willing to shirk traditional methods in favor of an “anything that works”

philosophy can make even many established business owners unsure of how to compete.

But no man — or woman — is an island (as John Donne, the 17th century English poet observed).

Worriers, even entrepreneurial ones, need some like-minded company from whom they can receive some

encouragement, learn bits of useful information, and even do a little networking on the side. The upcoming

annual conference of the New Jersey Association of Women Business Owners (NJAWBO) offers women

business owners (and men) just such an opportunity.

“Each year we have a different theme to the conference and this year we are focusing on ‘The Essence of

Success: Realizing your vision: Attaining your dream,’” says Ellen Davis, NJAWBO member and co-chair

of the event (along with Elsa Reinhardt). “It really is a blast. It’s uplifting to everyone who attends. There

certainly is an education component, but there is also the camaraderie that comes from a group of people

facing the same challenges.”

The conference takes place on Wednesday and Thursday, May 24 and 25, at Caesars in Atlantic City. Cost:

$250 for NJAWBO members and $450 for non-members. (There are also single day rates). To register, or

for more information, visit

The conference offers 30 hours of marketing information, an awards dinner, a business expo, networking

with NJAWBO’s 1,200 members, more than a dozen workshops for both the new and more experienced

business owners.

Attendees will be able to pick and choose among workshops for what is most appropriate for their needs,

with three workshops running concurrently. Among the workshops offered will be “How to Manage Your

Business Finances for Maximum Profit,” “Getting Out of Your Own Way: for Business Owners,”

“Breaking Through Classic Barriers to Growth,” Branding and Positioning: How to Differentiate Your

Business from the Competition,” “How to Develop a Customer Loyalty Program for All Size Businesses,”

“Build Your Business Through Dynamic Presentations,” and “Developing the Human Capital Within Your


The conference kicks off with a keynote address, “Building a Million Dollar Business: The Steps that

Today’s Most Successful Women Entrepreneurs Have Taken to Build Dynamic Growth Businesses” by

Monica Smiley, editor-in-chief and publisher of “Enterprising Women Magazine” and chief executive

officer of Enterprising Women Inc., the magazine’s parent publishing company, which was launched in the

early 1990s. The magazine chronicles the growing political, economic, and social influence and power of

entrepreneurial women.

There will also be an address by Janet Pfeiffer, author of “Who’s in Charge Here: Taking Control of Your

Life!” on Thursday, at 8:30 a.m. The conference wraps up with an endnote address by Aldonna Ambler,

“Take What You Have Learned And GO! Achieving Accelerated Growth with Sustained Profitability,” on

Thursday, at 4:15 p.m.

For Davis, who began her management consulting company, Business Advisors International (, three years ago after moving with her family from Massachusetts to Mahwah, business is

more than just adding up the profit margins at the end of each quarter. “We take a very holistic approach

because we want to look at every aspect of our clients’ business before making any changes,” she says.

This includes studying small to mid-sized clients’ marketing program, sales channels, operational

functions, and cash flow.

A graduate of Salem State College in Massachusetts (her business partner/husband Larry Davis has an

MBA from Duke University), Davis, along with her husband speaks on “Ten Ways to Grow Your

Business,” on Thursday at 3:15 p.m. “We will offer 10 tips that each attendee can go back on their own and

implement themselves,” says Davis. These include advice on marketing, strategic planning, researching the

market place, studying the competition, and how to look for hidden opportunities.

While business is never easy, Davis makes it her business to help business owners from across the state.

She offers the following tips to budding newbies who haven’t yet gotten their entrepreneurial feet wet, as

well as to established business owners.

Think ahead. “You always need to be on the pulse-point of your market,” says Davis. “You need to be

aware of what your competitors are doing, what the needs of your customers are, and plan ahead. Be

forward thinking enough to say, okay, I am here now, where do I want to be?”

Consider the possibilities. According to Davis, too many business owners are content to sit still and forget

to look for unseen opportunities. “The best positive example I can think of comes from high-tech

companies,” she says. “There has been a modern advance in voice technology with microphones that the

government uses for space technologies and the Army uses to talk from helmet to helmet. So this company

asked themselves, what other industries are there that can use this technology? By thinking creatively, they

were able to market this technology for racecar drivers who use it to talk to their pit crews. In the process

they opened up a new market that wasn’t there before.”

Internet presence. While technology has created opportunities, it has also created its own set of

complications that weren’t there when granddad ran his feed store.

“You need to know what kind of web presence you need to have,” says Davis. “Ask yourself how are

people utilizing your website? Are they going to your website to get some background information on you

before picking up the phone or come to see you face to face? Are you a retail shop which needs to have

buying power on the website? Are people searching keywords and finding you this way? These are very

important components to your marketing strategy.”

Develop opportunities and add on. In looking at the marketplace and trying to expand your presence in it,

ask yourself what kinds of goods or services are you offering. Are there some add-on services or products

that you can offer? Is there a market base that you are leaving behind?

While business is always stressful, it can be exciting to own and operate your own business. This is true

even in tough times. “It’s important for people to know that there is help out there,” says Davis. “People

can learn to implement strategies that will help make their business a success.”

– Jack Florek

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