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McLane Company breaks ground on Findlay Grocery Distribution Center
Written by Delphos   
Friday, October 31, 2014 10:58 AM

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FINDLAY – Texas-based McLane Company, one of the nation’s leading wholesale suppliers to grocery retailers and restaurants, broke ground on a new facility on October 16. The company’s Findlay distribution center is located at 3200 McLane Drive.

The McLane Company grocery distribution center will create 425 jobs and invest $119 million into their new facility in Findlay, Ohio. McLane’s Grocery unit services more than 45,000 retail locations nationwide. The company expects this highly automated distribution center to greatly enhance its efficiency in servicing its valued customers throughout the Great Lakes region.

“We are excited to see the hard work on this project come to fruition,” said Findlay•Hancock County Economic Development Director Anthony Iriti, who worked closely with McLane executives and JobsOhio to bring the company to Findlay. “It has been our goal to bring skilled jobs, like those that will be needed at this cutting-edge facility. We are pleased to have McLane’s state-of-the-art facility as our anchor for the new industrial park.”

Lt. Governor Mary Taylor attended the groundbreaking ceremony, as well as Ohio Representative Robert Sprague, McLane COO Mike Youngblood, City of Findlay Mayor Lydia Mihalik, and Hancock County Commissioners Mark Gazarek, Philip Riegle, and Brian Robertson.

“The McLane Company is an excellent addition to the Findlay and Hancock County community, said Findlay Mayor, Lydia Mihalik. “This is yet again a testament that our community has the ability to attract innovative and emerging businesses.”

“We considered expansion sites in several states,” said McLane COO Mike Youngblood. “However, after working closely with the Governor‘s office and local officials in Hancock County, we were soon convinced that Findlay, Ohio was the best location for our newest grocery distribution center. We are confident in the strong, productive workforce there, and we recognize and appreciate all that is in place to help make a business like ours successful.”


(About McLane: McLane Company, Inc., is a $44 billion supply chain services leader providing grocery, foodservice and beverage solutions for convenience stores, mass merchants, drug stores and chain restaurants throughout the U.S. McLane buys, sells and delivers more than 50,000 different consumer products to nearly 90,000 locations across the U.S., and is a wholly owned unit of Berkshire Hathaway Inc. (NYSE: BRK).

About JobsOhio: JobsOhio is a private, non-profit corporation designed to drive job creation and new capital investment in Ohio through business attraction, retention, and expansion efforts. Find out more at


The Findlay•Hancock County Alliance is a partnership bringing growth and prosperity to the Findlay/Hancock County community. Through a strong economic development focus, leadership programs, business building initiatives and volunteer opportunities, the Alliance helps position its community among the best micropolitan communities in the United States. The Alliance is a blend of the area’s best resources including the Findlay•Hancock County Chamber of Commerce, Findlay-Hancock County Economic Development and the Hancock County Convention & Visitors Bureau.)

Your sales voice: what is it saying to you, what is it saying to others?
Written by Delphos   
Thursday, October 30, 2014 1:57 PM

I was recently at Washburn University in Topeka, Kansas, giving a seminar sponsored by Sales & Marketing Executives International. I had an informal logistics meeting with some of the association members before the event when Jamie, the young woman who directed me to my preparation room, talked to me about her career. I asked her what she was seeking to become.

Her response startled me. She said, “I’m still trying to find my voice.”

I was taken aback because I expected some alternate career choice, or something along the lines of “make a lot of money,” or “get a job in event planning.” But no, she was seeking something much higher.

Jamie was seeking to gain control of her self and her power first, and find her career path second. We talked about “voice” for a while, and I began to type to capture the thoughts. What came out of the brief conversation will benefit you and your career, and help you understand who you are and who you seek to become.

Jamie was looking for her voice to come from something she believed in that would make her voice stronger, more resonant, more powerful, and more believable.

How do you speak?

Not the just words, the voice that you project. Your voice is a statement and picture of your character, your poise, and your persona. It’s a statement of belief, confidence, and personal power.

Where does your voice come from?

How do you “find” it?

And once you do, how do you master it?

BE AWARE: Your voice has nothing to do with your selling skills or your product knowledge. Your voice is way beyond that.

GOOD NEWS: You don’t have to look far. Most of your voice is right at the tip of your tongue. The rest of it is mental and emotional.

ANSWER: It STARTS with your inner voice. It’s the language you speak to yourself BEFORE you say a word.

Your voice becomes yours, and authentically yours, when you…

• do what you believe in.

• do what you’re passionate about.

• work in your chosen field.

• find your calling.

• discover something you feel you were made or born to do.

• do something you love.

EASY WAY TO START THE DISCOVERY: Write down the hobby or sport you love best, or the sporting event you go to because you love to see your team play and cheer them on.

My friend, Hall of Fame baseball player Dave Winfield, said it as simply and as completely as I have ever heard it, “I loved baseball and baseball loved me back.”

Here are the elements of voice:

You have decided to pursue your chosen path.

You have belief in who you are.

You have belief in what you do.

You have a desire to succeed.

You’re personally prepared – attitude, enthusiasm, friendliness, and ideas.

You maintain self-confidence that comes from your heart, not from your head.

Your enthusiasm is real.

Your sincerity is evident.

You’re eager to master every aspect of what you do.

Your passion is contagious.

Your moxie engages others.

Your desire to improve is never ending.

You love what you do.

NOTE WELL: Your voice is not about how to make sales faster – your voice is how to make sales forever. For your voice to appear, you must possess ALL of these elements. Most people have a “weak” voice because they don’t love what they do, or lack sincerity, or they don’t fully believe in themselves, their company, or their product.

SUCCESS ACTION: Go back to this list and rate yourself on a 1-10 basis. Ten being the best, your highest possible score is 130. My bet is you’re 90 or below.

SUCCESS ACTION: Record your spoken voice ONCE A WEEK, and listen to it actively – which means take notes. By listening to yourself – arguably one of the toughest things on the planet to do – you will gain a true picture of where you are right now. Your jumping off point.

And for those of you living in the dark ages still trying to “find the pain” in your sales presentation, just record and listen to yourself – THAT’S the pain. The real pain of selling is listening to your voice trying to make a sale – it’s also funny as hell.

You’ll know your voice when you hear it.

It will speak to you before you ever say a word.


Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website,, will lead you to more information about training, seminars, and webinars - or email him personally at

Steyer Seeds donates $160,000 to the Stefanie Spielman Fund at Farm Science Review
Written by Delphos   
Thursday, October 30, 2014 1:55 PM

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TIFFIN, Ohio – Steyer Seeds® wrapped up its first annual “Seeds for Hope” campaign in partnership with the Stefanie Spielman Fund for Breast Cancer Research.

The company donated $1 per unit sold of SureStandTM and $3 per unit of SureStandTM Clariva Complete Beans sold from October 2013 to May 2014 to the Stefanie Spielman Fund for Breast Cancer Research at The Ohio State University Comprehensive Cancer Center–Arthur G. James Cancer Hospital and Richard J. Solove Research Institute. The amount totaled more than $160,000.

“We saw farmers rally behind the cause, and we are delighted to present the Stefanie Spielman Fund with this donation,” said Ben Steyer, vice president of sales and marketing for Steyer Seeds. “Several of our team members at Steyer have been impacted by breast cancer, so it is especially meaningful for our group.”

The check presentation took place on Tuesday, Sept. 16, at 3 p.m. at the Steyer booth during the Farm Science Review.

“The entire donation will go directly to research,” Director of the Community Partners Program for the hospital Kim Collins said. “With each contribution, we are closer to a cure, and that’s why we are so thankful for support from Steyer Seeds and farmers in the region who supported the initiative.”

In addition to the check presentation, Steyer had activities at its booth throughout the show, including a football toss game where five contestants with the highest scores will win an NFL Breast Cancer Awareness edition football and additional raffles.

Seed treatments are products used to protect against microorganisms and fungi that can be detrimental for crops. Steyer’s SureStand product functions as an insecticide/fungicide treatment and growth promoter that maximizes plant performance.

SureStand Clariva Complete Beans is a soybean seed treatment combination that protects against a broad spectrum of early-season insects and diseases; it also offers season-long activity against soybean cyst nematode. The product optimizes root health to deliver better plant emergence and stand, nutrient uptake and water usage, stress tolerance and overall soybean performance.

Color is typically added to seed treatments to differentiate various formulations, as well as prevent accidental consumption or use. Seed treatments sold as a part of “Seeds for Hope” were pink.


About Steyer Seeds

Steyer Seeds, established in Tiffin, Ohio, in 1985, has gained a strong foothold in the heart of the Midwest’s competitive wheat, corn, soybean and alfalfa producing area and is dedicated to serving professional farmers. The Steyer family started farming in 1949 when Art Steyer purchased 144 acres near Fort Seneca, Ohio. The company has had a facility in Mason City, Ill., since 2010, and has a team of sales representatives throughout the Midwest, including Ohio and Illinois. Steyer believes that seed purchases today are an investment in a farmer’s future and is committed to providing the finest value and highest return by utilizing outstanding quality, exceptional biotechnology, value-oriented programs and tools and personalized relationships and services. For more information on Steyer Seeds, visit


About The Stefanie Spielman Fund for Breast Cancer Research

The Stefanie Spielman Fund for Breast Cancer Research at the Ohio State University Comprehensive Cancer Center – James Cancer Hospital and Solove Research Institute was established in 1999 by Stefanie and Chris Spielman after Stefanie was diagnosed with breast cancer at the age of 30 in 1998. Knowing that research is key to helping find a cure, the fund is dedicated to advancing breast cancer research through innovative therapies, treatment options and novel diagnostics. Since its inception, the Spielman Fund has raised more than $15 million. Before she passed away in November 2009 after a decade-long battle, Stefanie left us with some final thoughts: Continue to fight. Continue to live. For more information, visit or follow us on Facebook for updates. Click here to Unsubscribe

First Financial Bank expands specialty banking team and launches business capital division
Written by Delphos   
Thursday, October 30, 2014 1:54 PM


CINCINNATI – First Financial Bank is proud to announce the expansion of its specialty banking leadership team and the launch of First Financial Business Capital, a division of First Financial Bank.

“As we continue to experience strong growth within our specialty banking group, the establishment of the Business Capital division is a natural evolution,” said Brad Ringwald, First Financial’s President of Specialty Banking. “It’s unique for a bank our size to offer asset based, cash flow and mezzanine lending, and we look forward to working with businesses across the Midwest to help them grow and experience greater success.”

First Financial first began offering specialty banking products and services, including asset based lending and equipment finance, in 2011. The group has experienced great success over the past three years and recently expanded its product offering to include cash flow and mezzanine lending.

Steve Fields will serve as Senior Vice President and Director of First Financial Business Capital. He joins the bank with more than 30 years of experience providing asset based and cash flow lending to middle market companies. He has spent a majority of his career in the asset based lending group at U.S. Bank. There, he developed and managed regional and national sales origination teams. Most recently, he led the business development efforts of Alliance Business Lending, a commercial finance company located in Cincinnati, Ohio.

Stephen Wood will serve as Senior Vice President and Director of First Financial Equipment Finance. Wood has more than 35 years of experience in a variety of leadership roles within the industrial, manufacturing, and banking sectors. In his 20 years of commercial banking experience, Wood has held senior and executive level positions in both credit and lending. He joined First Financial Bank in 2010 and most recently served as the Commercial Real Estate Credit Officer for the bank.

“I’m really proud of the leadership team we have in place,” continued Ringwald. “With their vision and expertise, I’m confident we can help more business owners across the region grow and expand in 2015 and beyond.”

For more information about First Financial Bank and the Specialty Banking Group, visit

Making the most of your windshield time
Written by Delphos   
Tuesday, October 07, 2014 2:14 PM

Windshield time. Before and after opportunities.

All outside salespeople have “windshield time” – the time you spend behind the wheel, or in some form of transportation, going to and from appointments.

Windshield time is a critical time both for the anticipation of the sales call and for the aftermath of the sales call.

REALITY CHECK: How are you taking advantage of that valuable time? Here are the options: Waste it. Invest it. Your choice.

Most salespeople have a habit of doing the same thing when they get in the car. They either listen to their favorite radio station or, perhaps better, they listen to something that they can learn from.

What do you listen to?

What should you listen to?

Be prepared to learn and be inspired. All at times, have that ONE CD or that ONE SET of CDs that best resonate with you.

Here are two of my all-time favorites:

1. The Art of Exceptional Living by Jim Rohn. (I carried this set of CDs in my car for a decade, and will listen to it again this year.)

2. The Strangest Secret by Earl Nightingale. Total inspiration. Listen once a month.

REALTY: Windshield time is your best time to prepare mentally and emotionally before the call and review what happened after the call.

I have 7.5 more ideas that I’d like to share with you about windshield time:

IDEA 1: On your way to the call, identify the first two or three questions you want to ask your prospect. Voice to text them to yourself. Start the mental preparation for the call. I promise when you generate two or three questions, you will also generate an idea or two.

IDEA 2: Make slides for each question before you go inside so that you are certain to ask them. My first slide always reads, “Before we get started, I’d like to ask you a couple of questions.” The second you generate the idea, voice to text yourself the content and then make the slide in the lobby when you arrive. (This requires getting there early, not “on time.”)

IDEA 3: Voice to text as you think of other things. This will both ensure you remember the thoughts and it will clear your mind. I cannot stress enough the importance of ZERO MENTAL CLUTTER before the sale. Get rid of excess thought, no matter how small, so your focus is 100% on the customer and the sale.

IDEA 4: Pump it up. Listen to your favorite music just before you enter the call. Get happy, get excited, get your rhythm, put some bounce in your step, get your enthusiasm set on “high.” Music can do all of these things.

IDEA 5: Before the call, mentally establish your expected outcome. Think about the detail of it. Expect a “yes” before you start.

IDEA 6: Listen to the recording of your sales presentation as soon as you dare. You’ll laugh and cry. It’s the biggest reality check of your life, and the best private coaching session you’ll ever receive.

IDEA 7: Record the “wish-I-woulda – crap-I-shoulda” for a minute or two immediately after it’s over. Take note of your impression of what happened, good or bad.

IDEA 7.5: Record any promises you made, especially as relates to additional info you need to send to the customer as well as deadlines for follow-up.

NOTE: Never actually text while driving. If you don’t have voice to text capability, pull over to the side of the road.

PRE-CALL REALITY: Once you have a few questions prepared, a couple of ideas documented, and your favorite rock song playing in your head, your confidence level entering the sales call will triple.

POST-CALL REALITY: Once you “download” the after-the-call reality and listen to the recording, document what you should have done and document what still needs to be done so your mind will be fertile for the next call.

BIGGEST IDEA and AHA!: Win or lose the sale? Celebrate that outcome either way. Recognize that proper investment of windshield time will give you a hell of a lot more YES! celebrations.


Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible and The Little Red Book of Selling. His best-selling 21.5 Unbreakable Laws of Selling, is now available as a book and an online course at For public event dates and information about training and seminars visit or email Jeffrey personally at