NNNNOORRTTHHOORRTTHH SSSSHHOORREEHHOORREE BBBBUUSSIINNEESSSSUUSSIINNEESSSS JJJJOOUURRNNAALLOOUURRNNAALLNorth Shore Chamber of Commerce • 5 Cherry Hill Drive, Suite 100 • Danvers, MA 01923 • (978) 774-8565 • Fax (978) 774-3418 www.northshorechamber.org

MO N T H O F AP R I L 2011 VO LU M E 27 NO. 4

North Shore Chamber Boardsupports Beverly MayorScanlon on proposed newOverpass at Brimbal Ave.The Economic & Public Policy Breakfast

Forum at 7:30a.m. on Wed., May 4th at theCrowne Plaza Boston North Shore will featurea talk by Attorney General Martha Coakley. Re-elected to her second term as Attorney

General in 2010, Martha Coakley has devotedher career to protecting children and publicsafety, standing up for consumers and taxpay-ers, and fighting for equality for all. During these difficult economic times,

Coakley has successfully worked to reducecosts for consumers and taxpayers and vigor-ously prosecuted cases of corruption and fraud.During the 2010 fiscal year alone, her officerecovered more than $660 million for taxpay-ers based on her office’s budget of $37 million,a better than 17 to 1 ratio. Coakley will give an overview of the

Business, Technology & EconomicDevelopment Division, as well as human traf-ficking, and the two new divisions; The PublicIntegrity Division and The Fraud and FinancialCrimes Division.

May 4th Public Policy Breakfast Forum Talk by Attorney General Martha Coakley

Shown above addressing North Shore Chamber membersand their guests is Attorney General Martha Coakley

Upcoming EventsMark Your Calendars & visit the

Program & Events Page at:www.northshorechamber.org

• Wed. April 27 - 5:00pmArtrageous Business Reception

• Thurs., April 28 - 7:45amHuman Resource Professionals

• Wed., May 4 - 7:30amPublic Policy Breakfast Forum

• Tues., May 10 - 6:00pm 2011 Honor Scholars Dinner

• Fri. May 13 - 8:00amChamber Sales Training Group

• Wed. May 18 - 5:00pmSpring Business Reception

The Board of Directors of the North ShoreChamber of Commerce met with BeverlyMayor William Scanlon will speak aboutthe proposed new interchange at Route 128near Brimbal Avenue.

According to Mayor Scanlon with regard tothe Brimbal Ave. interchange and overpassis the following statement, "One of thekey's to our city's future lies in a bridgeover Route 128." In his 2011 State of thecity address Mayor Scanlon said, "Thisproject would open up 250 acres of land fordevelopment, generating tax money for thecity for long term needs such as a new mid-dle school, police station and fire station."

Show Your Firms̓ Commitment to EducationRecognize Scholastic Excellence on the North Shore

Recognition in the Evening ProgramBooklet.

Schools include: Beverly High School,Bishop Fenwick High School, Covenant,Christian Academy, Danvers High School,Essex Agricultural & Technical HighSchool, Gloucester High School, HamiltonWenham Regional High School, IpswichHigh School, Landmark School, LynnClassical High School, Lynn English HighSchool, Lynn Vocational Technical Institute,Lynnfield High School, Manchester-EssexRegional H.S., Marblehead High School,Masconomet Regional High School, NewEngland Academy, North Andover HighSchool, North Reading High School, NorthShore Technical High School, PeabodyHigh School, Rockport High School, SalemHigh School, Saugus High School, St.John's Preparatory School, St. Mary's HighSchool, Swampscott High School, ThePingree School, The Waring School, &Winthrop High School.

To get involved please call Erik Smith, vicepresident, at (978) 774-8565 or visit: www.northshorechamber.org/2011scholars

The Honor Scholar’s keynote address willbe given by Salem Mayor Kim Driscollpictured above.

On May 10, 2011, the North ShoreChamber of Commerce will recognize 300North Shore Honor Scholars from 30 HighSchools for their academic achievements.

Each rank in the top 5% of their graduatingclass and are presented with an award ofachievement in the presence of 1,000 par-ents, peers and community leaders.

The Dinner recognizes the North Shore'sTop Scholars in the Presence of theirParents, Community & Business Leaders.Sponsor an Honor Scholar and Receive

Sponsored by the Boston Lobsters. Call(978) 774-8565 to reserve or visit:www.northshorechamber.org.

2011 Honor Scholars2011 Honor ScholarsRecognition DinnerRecognition Dinnerwww.northshorechamber.org/2011Scholars

RECOGNIZING THENORTH SHORE’S TOP SCHOLARS

IN THE PRESENCE OF THEIRPARENTS, COMMUNITY & BUSINESS LEADERS

Name:Company: Address: City/ZipPhone: Email:

o VISA o MasterCard o AmEx o Invoice Me (Members Only)Card#: Expires:

Please Fax Completed Flyer to our Secure Server at : (978) 774-3418

Sponsor an Honor Scholar. On May 10, 2011, the North Shore Chamber of Commerce will recognize 300 North ShoreHonor Scholars from 30 High Schools for their academic achievements. Each rank in the top 5% of their graduating classand are presented with an award of achievement in the presence of 1,000 parents, peers and community leaders.

Beverly High School, Bishop Fenwick High School, Covenant, Christian Academy, Danvers High School, EssexAgricultural & Technical High School, Gloucester High School, Hamilton Wenham Regional High School, Ipswich HighSchool, Landmark School, Lynn Classical High School, Lynn English High School, Lynn Vocational Technical Institute,Lynnfield High School, Manchester-Essex Regional H.S., Marblehead High School, Masconomet Regional High School,New England Academy, North Andover High School, North Reading High School, North Shore Technical High School,Peabody High School, Rockport High School, Salem High School, Saugus High School, St. John's Preparatory School,St. Mary's High School, Swampscott High School, The Pingree School, The Waring School, & Winthrop High School.

Each sponsor will be personally noted in the Honor Scholars Evening Program Booklet at the dinner (1000 peo-ple), in the North Shore Business Journal (2500 subscribers) and also in numerous print and electronic releases tothe media.

$5000 Lead Sponsor Sponsor 50 Honor ScholarsIncludes: Center Spread in HSN Program Booklet, seat at head table, Company Logo & Link on all emails

$2500 Title SponsorSponsor 25 Honor ScholarsIncludes: 1 Full Page Ad in HSN Program Booklet, Company Logo & Link on all emails

$1000 Corporate Sponsor Sponsor 10 Honor ScholarsIncludes: 1/2 Page Ad in HSN Program Booklet, Company Logo & Link on all emails

$500 Presenting SponsorSponsor 5 Honor ScholarsIncludes: 1/4 Page Ad in HSN Program Booklet, Company Logo & Link on all emails

$100-$400 Supporting SponsorSponsor 1-4 Honor ScholarsIncludes: Company Name in HSN Program Booklet, Company Name on all emails

Show Your Firm’s Corporate Citizenship by sponsoring one or more North Shore Honor Scholars.For More Info call (978) 774-8565 or Visit www.northshorechamber.org/2011Scholars

Sponsor an Honor Scholar and Receive Recognition in the Evening Program Booklet.Show Your Firm’s Commitment to Community by Recognizing Excellence in Education.

Shown above Scott Vandersall (r), regional vice president - North Shore,TD Bank and North Shore Chamber president, Robert Bradford (l). Thankyou to TD Bank for sponsoring the Breakfast Forum at the North ShoreBusiness Expo.

Shown after the March Board Meeting from left to right are North ShoreChamber Chairman, John Hall, senior vice president, Salem Five Bank,Beverly Mayor Bill Scanlon and fellow board member, Stephen Connolly IV,president, Connolly Brothers, Inc.

Shown posing for a shot before the Expo Luncheon are Margo Casey, exec-utive director of the North Shore United Way (l), and Thomas MacDonald,corporate sales manager, the historic Hawthorne Hotel in Salem.

Download the North Shore Chamberʼs Photos at our MobileMe siteDownload the North Shore Chamberʼs Photos at our MobileMe siteItʼs how the North Shore does business ...Itʼs how the North Shore does business ...

A coalition of representatives from private development companies,Danvers Town officials, Metropolitan Area Planning Council, NortheastHealth Systems and North Shore Community College met at the headquar-ters of the North Shore Chamber of Commerce in Danvers on Tuesday,March 15, 2011 to discuss the reinstatement of commuter bus service in theHathorne section of Danvers. Shown above is Danvers Rep. Ted Speliotis(l) and Past Chairman, Dr. Wayne Burton, president, North ShoreCommunity College

The Board of Directors of the North Shore Chamber of Commerce met withBeverly Mayor William Scanlon (pictured above) on March 23 about thenew interchange at Route 128 near Brimbal Avenue. According to MayorScanlon with regard to the Brimbal Ave. interchange and overpass is thefollowing statement, "One of the key's to our city's future lies in a bridgeover Route 128."

Also shown at the March Board of Directors Meeting are Board Members (lto r) Dr. Richard Wylie, president, Endicott College, Maureen Woodman,director of Sales, Woodman’s, Inc. and Michael Ward, president, InsightPerformance, Inc.

Why Join a Chamber of Commerce?The study showed that when respon-dents were told that a particular busi-ness was a member of a chamber,they were 44 percent more likely torate it favorably than study respon-dents who were not told of the cham-ber affiliation. Respondents werealso 63 percent more likely to want topurchase goods or services from asmall business that is a chambermember.

If you know a firm who is not a mem-ber of the North Shore Chamber ofCommerce, refer them today towww.northshorechamber.org/joinand they can join instantly online.Thank you for your patronage in theNorth Shore Chamber.

A recent national study reveals thatmembership in a chamber of com-merce can significantly boost a busi-ness’s image among consumers, aswell as other businesses.

In a scientific survey of 2,000 U.S.adults, The Schapiro Group, anAtlanta-based strategic consultingfirm, found positive perceptions ofchamber members in a number ofareas, including overall favorability,consumer awareness and reputation,and likelihood of future patronage.

Eastern Bank Donates $600KTo Local Nonprofits

Boston's Eastern Bank recently awarded$600,000 to 41 local nonprofit organizations forcommunity leadership, which received the hon-ors at the bank's seventh annual CommunityQuarterback award ceremony featuring formerNew England Patriot's quarterback Doug Flutie.

Each organization also received a grant of$10,000 or more from the Eastern BankCharitable Foundation. The organizations werealso given the opportunity to participate in aneducational workshop provided by ESC of NewEngland in an effort to help each navigatethrough the challenging economic environment,according to a statement.

"Eastern Bank is committed to giving back to thecommunities where we our customers andemployees live and work," said CEO RichardHolbrook. "We are fortunate today to honor sucha diverse group of organizations that work hardto provide the basic needs of life for thousands ofMassachusetts children and families."

"It's a pleasure and an honor to partner withEastern Bank, which continues to act like a truechampion by putting the needs of Massachusetts'nonprofit community first," said Flutie. - Banker& Tradesman, 3/25/11

Ctnd. on North Shore Chamber Blog:www.northshorechamber.blogspot.com

What can you do to help your company excel in this eco-nomic climate? Products and services have been commodi-tized. Very few companies maintain a long-lasting edge ininnovation.

The best competitive advantage you have, and the one youhave the most control over is your people. And when itcomes to generating revenues, this means your sales andsales management teams. Talented and productive peopleare today’s new competitive advantage. Given the properinvestment in training and development, they will make adifference between success and failure for any company inany economy. So why aren’t most companies making thistype of on-going, long term investment training with theirteams?

Many falsely believe that sales and sales managementskills are more art than science. Who hasn’t heard it saidthat someone is a “born sales person” or a “born leader?”Building a high performance sales and sales managementteam involves training of proven sales and managementprocesses and methodologies just as one would expect ofany professional discipline.

If you don’t have process and systems to manage anddevelop against, anything you try and implement will beineffective. If you have ten sales people selling ten differ-ent ways, you ultimately have ten different cultures and tendifferent excuses. It is difficult to manage, grow or developthem. If you hear about or experience time managementissues, look to a lack of sales and management systems asa primary cause. Since you have no way to measure andbenchmark consistency, you are left with inconsistency.

What makes great sports teams consistently good? Not somuch their players, but the system within which they learnand develop. The same holds true for your company. It’stime to invest in your sales and sales management team-your human capital, for your biggest competitive advan-tage. Written by Joe Ippolito, March 2011

Building a High Performance Sales TeamJoe Ippolito, Sandler Training North Shore Chamber Leaders hope

growth bodes well for 6th District

Newly released U.S. Census data showed the 6th EssexRegion's population grew by more than 2 percent over thelast decade, a trend North Shore leaders hope will helpprotect the area from the ax of redistricting.

The population of Essex County climbed by 2.7 percentfrom 2000 to 2010, according to census figures postedyesterday. By contrast, several regions in westernMassachusetts, including Berkshire, Franklin andBarnstable counties, all saw population losses.

"We're in the growth pack," said Bill Luster, the executivedirector of the North Shore Alliance for EconomicDevelopment. Luster ran his own calculations based onthe census data yesterday and found that the 6thCongressional District grew by 2.1 percent over the last10 years — a significant increase as state lawmakers workto identify how to reduce the commonwealth's 10 con-gressional districts to nine.

"If you place us against other counties, Essex County hasgrown a respectable amount," said Luster. "It gives somecredence to the idea that as redistricting continues, theareas that have grown should stay represented as such."That might put a target on the two districts out in westernMassachusetts, split mostly between Congressmen JohnOlver and Richard Neal.

"If it were completely driven by census, that might be thelogical step, consolidating the First and Second," saidstate Rep. John Keenan, D-Salem, who serves on the leg-islative redistricting committee.

But Keenan cautioned: "I really have no idea how it'sgoing to play out."

It was an unusual and confusing morning for those await-ing census results yesterday. Story continued atnorthshorechamber.blogspot.com

Shown above is Joe Ippolito, Principal, Sander Sales at Cummings Center inBeverly.

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Mon., July 18th - Golfers Mark Your Calendar Mon., July 18th - Golfers Mark Your Calendar Ipswich Country Club TournamentIpswich Country Club Tournament

Sitting on over 350 acres of property,Ipswich Country Club is a sanctuary forgolf lovers and enthusiasts.

Take Your Clients out for a round of golfMultiple Level Sponsorships and Foursomes are Available. Call (978) 774-8565 or visitwww.northshorechamber.org/golf

Monday,July 18th1:30pm Tee-Off

Take Your best Customers andClients to the best Golf Outing onthe North Shore on Mon., July18th at 1:30pm. Reserve Today.

North Shore Business Journal (USPS 004-783) is published monthly, 12 timesa year by North Shore Chamber of Commerce. 5 Cherry Hill Drive, Suite 100;Danvers, MA. 01923 Periodicals Postage Paid at Danvers, MA 01923. POST-MASTER Send Address changes to North Shore Business Journal 5 CherryHill Drive Suite 100; Danvers, MA 01923