Register Now for a Morning Conversation with Congressman Dave Joyce

On Friday, August 16 from 7:45 – 9:00 AM, U.S. Congressman Dave Joyce will join GCP for our Morning Conversation series. Congressman Joyce is a lifelong Ohioan and represents the 14th District of Ohio, which includes Northeast Ohio communities like Twinsburg, Mentor, and Mayfield Heights.

Congressman Joyce serves on the influential House Committee on Appropriations, which is responsible for reviewing federal spending and determining how tax dollars are spent. Since he came to Congress, Congressman Joyce has established himself as a leader in bipartisan efforts to preserve and protect the Great Lakes.

To learn more or register, click here.

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  • Next up: Sales Q & A: Goal vs. Objective

    Sales Q & A: Goal vs. Objective

    If you own a small business, then you need to know how to sell. So, what are your most pressing sales questions? Let us provide expert answers to them in this new Mind Your Business series.

    With this article, we are introducing a new series inviting questions about sales pitches and responding to them. A COSE member recently asked about the specific objective of an effective sales pitch versus the goal. Here’s a summary of our conversation.

    Effectively Setting a Sales Goal

    Let’s start by re-examining the actual goal of any sales process. Obviously, it’s to make the sale … win the business … beat all the other competitors. But, remember that the goal from the prospect’s perspective is to choose the best provider/product/service that meets their needs and works within their limits of time, budget and staff. The two should not be mutually exclusive. Consider both sides of the proverbial coin as you work to set your sales goals.

    Keeping it Classy When Losing

    Also consider a counter-intuitive secondary goal for your sales process - lose with class. When you get that dreaded “Thanks, but no thanks” call or email, respond with class and style following these steps:

    Classy Step 1: Thank the prospect for the opportunity to work with them and present your product/service.

    Classy Step 2: Wish them success with their choice.

    Classy Step 3: Ask who did win the business and why and what was your proposal lacking? This is important information that you might not want to hear but need to. And while you might not get straight answers to these questions, you’ll never learn anything if you don’t ask.

    Classy Step 4: Close with a genuine wish that your paths might cross again with a future opportunity.

    Classy Step 5: About the time the project should be completed or the product/service they bought should be fully operational, follow up with a call or note. Simply check in to see how they’re doing and their overall level of satisfaction.

    Classy Step 6: Once in a while, the prospect may confess that their first choice didn’t work out or meet their expectations. And, by losing with class, you might get a second chance to win the day. Of course, that will rarely happen if you don’t casually check in with them.

    Setting Pitch Objectives

    That all said, the specific objective of the sales pitch is also important, but very different. Consider this approach: The objective of your sales pitch is to provide the prospects with all the information they need or want to make a fast, fact-based and logical decision on whether or not your product or service meets all their needs. Sounding rather counter-intuitive, you can accomplish your sales pitch objective by showing the prospect that you’re not their best choice. So, you can lose the goal while still winning the objective—no small solace, I realize.

    Next time, we’ll consider another question about sales pitches. Until then, if you have a topic you’d like to have us discuss, contact me anytime.

    Phil Stella runs Effective Training & Communication, 440-449-0356, and empowers business leaders to reduce the pain with workplace communication. A popular trainer and executive coach on writing, communication styles and sales presentations, he is also on the Cleveland faculty of the Goldman Sachs 10,000 Small Businesses program.  


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  • Next up: Save Time Using Office Depot’s Product Subscription Function

    Save Time Using Office Depot’s Product Subscription Function

    Does your organization purchase the same products on a recurring basis? Office Depot’s product subscription allows you to schedule and control automatic deliveries on your organization’s favorite products. The subscription service makes thousands of products available for automatic delivery including ink & toner, paper, coffee, cleaning supplies, water, shipping materials, snack boxes, and so much more. Simply follow the steps below and you’re all set.

    office depot subscription function

    As an added bonus, you can receive special discounts on subscription purchases for thousands of eligible products. Plus, if the product is on sale when your subscription ships, COSE Members will receive the subscription discount in addition to the sale price.

    You can easily modify, skip or cancel your product subscription at any time. Yes, it's easy to change or cancel your Subscription.  All you have to do is sign in to your Office Depot account and open Subscription Manager.  Here you can change the frequency, item quantity, skip a delivery, or cancel your Subscription.  You can also update your payment information.

    What’s Trending?

    It’s no surprise that among Office Depot’s most popular subscription items are paper, toner, and coffee! Office Depot’s large assortment of printing supplies offer an easy and risk free way to cut costs, without sacrificing quality. COSE recently added to the Core List over 20 new multi-use copy paper options, including color and recycled paper. We further increased the opportunity for our members to maximize their office supplies savings with the addition of over 200 remanufactured toner products. The Office Depot brand replacement toner and inkjet cartridges can save you up to 30% off the price of the equivalent national brand cartridges.

    Coffee is another popular subscription item. Office Depot carries a variety of coffee options, including Executive Suite® brand, now available in K-Cup® pods. Right now, you can get a free coffee maker with a two-year coffee subscription.

    To learn more about Office Depot’s subscription service click here.


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  • Next up: Senate OKs Priorities, State Budget Bill Due Soon

    Senate OKs Priorities, State Budget Bill Due Soon


    The state legislature has a few days to iron out their final priorities for Ohio's next two years of policy in a multi-billion-dollar spending bill that sets the state budget.  Last week the Ohio Senate passed their version of a proposed FY20-21 budget. A final bill will be presented to the Governor by month’s end and after the Ohio House and Senate conference.

    Among the many issues GCP is engaged in, the Senate’s budget bill would require state agencies to review and repeal regulatory restrictions over the course of the next four years, an element of regulatory reform measure Senate Bill 1, legislation which GCP supported.

    In addition, the Senate budget maintains language for an Opportunity Zone tax credit, including allowing the transfer of credits and increasing the share of invested assets in zone property from 90% to 100%. An amendment supported by GCP—to create an Opportunity Zone Study Committee to study best implementation practices from other states and impact investment strategies that support more highly distressed rural and urban communities—was not included in the final bill.

    After the Governor prescribed no significant tax changes earlier this year, the Ohio Senate recommended an 8% income tax decrease and the Ohio House approved a 6.6 percent income tax cut. That aside, GCP has continually requested state leaders consider the following:

    Preserve Ohio’s current small business tax deduction, which is utilized by our members for reinvestment back into their companies, workforces, and communities.  Reducing the deduction for business income, as proposed by the House, by 60% is significant and it would seriously jeopardize future planning and investments.

    Maintain the 3% flat tax rate that pass-through businesses pay on earnings over $250,000. Should elected officials choose to eliminate the current rate and increase the tax rate on these Ohio businesses, allowing entrepreneurs an opportunity to plan and budget for it in the future, as outlined in the Senate’s proposal, is absolutely critical. Because most businesses are set up as pass-through entities, they pay taxes on business income at the income tax rate of their individual owners. Ensuring the proper treatment for a variety of business types, expenses, and investments made by business owners—to support the growth of their businesses—is a crucial focus in deliberations on tax policy.

    Late last week the House and the Senate named members of the budget bill conference committee. To view a summary document of the Senate’s latest amendments, click here.


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  • Next up: Share Thoughts on Workforce Needs: Take In-Demand Jobs Survey

    Share Thoughts on Workforce Needs: Take In-Demand Jobs Survey

    A new survey tool launched by InnovateOhio and the Governor’s Office of Workforce Transformation will help the State of Ohio direct its spending to train Ohioans for the workforce. Currently, the state’s In-Demand Jobs List—which will utilize survey data—directs the spending of 85% of the Workforce Innovation and Opportunity Act training funds.

    Speaking about the newly launched survey, Lt. Governor Jon Husted stated, “We’ve heard the concerns of business leaders, we’ve built a system that fits their needs, and now we need their help by filling out the survey, so we can invest in developing people with the skills that are most in demand.”

    The survey tool was developed with businesses of all sizes in mind and is open to all registered Ohio businesses, giving both small and large companies the opportunity to have their voice heard. The tool offers a simple user experience and allows businesses to give input on the state’s current and future workforce needs.

    Interested in sharing your perspective in how Ohio prepares people for the workforce? The In-Demand Jobs survey is available now here. The State’s updated In-Demand Jobs List will be published at the end of 2019.

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  • Next up: Share your Perspective about Ohio’s Economy

    Share your Perspective about Ohio’s Economy

    The Ohio Chamber Research Foundation is conducting its latest quarterly economic survey of business leaders throughout the state, called the Prosperity Pulse. The Foundation is seeking input from Ohio’s business community, including leaders in Northeast Ohio. You can fill out the survey here.

    The mission of the Research Foundation is to provide non-partisan, educational resources on public policy issues that impact Ohio’s economy, job creation, and long-term competitiveness. The survey is part of the Foundation’s efforts to understand the current economic conditions and future expectations of businesses in Ohio.

    Your perspective of our state economy is valuable—share it here. Results of the Second Quarter 2019 Prosperity Pulse survey will be published by the Research Foundation later this summer.

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