Global business to business news

International trade business to business news & b2b marketplaces

Tuesday, January 31, 2006

White Papers In Business-To-Business Direct Mail Lead Generation: How To Name Them

es, white papers are an effective way to generate leads with business buyers. But the tricky part is getting your white paper into the hands of those buyers in the first place.

The best place to start is the topic and title of your white paper. You need a relevant topic and you need a compelling title. A poor topic with a great title will perform just as poorly as a great topic with a poor title.

How to choose your white paper topic
My thanks go to Paul DiModica, President of Digital Hatch, an IT sales and marketing consultancy, for his insights in this area. When Paul sits down to create a white paper aimed at management prospects, he picks a topic that answers the most common sales objections that sales people hear.

Here’s what he does. He gets together with the sales people who move the product or service he is promoting. He asks them to list the top 20 sales objections that they hear from management prospects. Then he writes white papers to answer these objections, one white paper for each objection, being sure to keep the discussion in each one objective and free from self-promotion.

The secret to a successful white paper, says DiModica, is to address the one reason that management is reluctant to buy, while avoiding any mention of features and benefits offered by what you are selling.

How to name your white paper
DiModica has a unique way of titling his white papers, too. In every white paper title he tries to put the following:

  1. the sales objection raised by management
  2. the job title of the management prospect who raises that objection
  3. the industry of that management prospect

Here is an example of how this works:

Industry: Restaurants
Product: Automated time and attendance system
Buyer title: Payroll manager
Sales objection: Can’t afford it
White paper title: How Restaurant Payroll Managers are Recovering their Investment in Automated Time and Attendance Systems Within Months.

DiModica says this method works because prospects see their job title, industry and sales objection in the title of the white paper, and are thus more inclined to read it than they are to read a product brochure. Managers pass white papers along to their peers. But they file unsolicited product brochures in “the file that is emptied daily,” says DiModica.

If you’d like to learn more about Paul DiModica’s innovative approach, read his excellent book, How to Sell to Management.

And if you need help crafting that white paper, or the sales letter that offers it to your business prospects, give me a call. My number is 1 877 SHARPE COPY (742-7732).

Monday, January 30, 2006

De-Mystifying Catalog Design

Your catalog is designed with one purpose – to make people aware of the products you offer, and convince them to buy. Your printed catalog is your Advertising vehicle, a good one will drive your sales right to the bank.

An online version of your print catalog is highly recommended – the USPS reports that 55% of online shoppers shop with a printed catalog in hand. Cover these five areas with the help of advertising professionals who will design, photograph, write -- and get your catalog online.

1. Product Photography

High Quality – poor quality photos diminish your credibility
Image Focus – whether sharp or selective, be consistent with your brand
Color – accuracy is a must and depends on paper, prepress, and printing
Consistency – of style regardless of type (silo, background, location)
Visual interest – all your photos should be interesting to look at
Space allotment – bigger is better, use as much space as possible

2. Product Copy

Balancing act – romance with personality plus descriptive information of product
Always benefit driven – customers want to know “What’s in it for me?”
Always credible – accurate, authoritative, helpful and informative
Targeted to the audience – know who you’re speaking to and use appropriate language
Easy to read and understand – readers don’t want to have to figure it out for themselves
Space allotment & size – consider brand, product being sold, and target audience

3. Page Layout

Product is focus – quick identification of what’s being sold
Price point visibly noticeable – especially if price is your niche
Clean and simple and easy to shop – readers usually don’t spend a lot of time
Consistent in format and purpose – all pages should look like they’re from the same brand
Space allotment – good design sense is key here
White space – rest for the eye is critical
Location of information/order form – make it easy for the customer to purchase
Overall print quality – must be consistent with your brand

4. Front Cover

An invitation – inviting the reader to open the catalog
Provide a taste of what’s inside – use top sellers
Point to purpose of catalog – is there a season or other reason
Focus on merchandise – you are what you sell
Convey company image – ALWAYS be consistent with your brand
Provide stopping power and reason to go inside – there’s a lot of competition out there
Highlight new products – especially if you carry the same items each month
Sell company services/policies/extras – sell your customer service right up front

5. Company Policies and Services

Guarantee – strong return policy visually evident
Make shopping simple – customers will go elsewhere if not
Ordering info – placed where easy to find
Web address – placed where it’s easy to find, and specify online services
Personalize and caring feeling – utilizing demographic information and purchasing history
Going beyond basic services – poor or non-existent customer service is not an option
Honesty and Sincerity – be your image. Don’t ever promise what you cannot deliver

Linda Lullie is co-owner of Inspired 2 Design, LLC – a full service Advertising Design & Production company specializing in Small Business Marketing Solutions. Free Consultation and Special Value-Added Packages for Start-Up Companies. Visit them at http://www.inspired2designllc.com

Article may be reprinted only with Author's bio and links intact.

Thursday, January 26, 2006

25 Points To Create Your Own Winning Sales Letters

The below table of content is my copywriting checklist, that I've been using for the past 2 years to create dynamic and powerful sales letters for my clients. And I hope it will do the same to you when applied in full.

#1, The Headline must promise your prospects with a compelling benefit and answer their one and only questions - What's in it for me?

This is no doubt many super copywriters have been emphasizing about the headline to be the single most important element that gives a strong, unwavering promise to end your prospects' problems. You'll be amaze to see your prospect will do anything to buy from you.

#2, Make your headline being able to capture readers attention

To stand out among many others sales letters that may have bombarding your readers, you have to create a headline that invokes emotions in them. Feelings of anger, joy, sadness and even the most powerful emotion of all - jealousy are in fact will dwell prospects to buy from you immediately.

Remember to always use a strong guarantee to back your outrageous claims and promises from your headline. The best way to lead readers are putting the headline in the form of a question that readers can only find then answers in the body of your sales letter.

Here are some of the tested and proven powerful selling words that I use to aid in my headline so it will have hypnotic effects the readers.

Free
New
Amazing
At Last
Finally
Revolutionary
Now You Can
Discover The
Powerful
How To
Secret
Introducing

#3, Make sure your headline interest your readers.

These are my personal collection on the universal themes that everyone as long as you're a human being are interested in.

money making tips
how to become popular
sex definitely still sells!
save money
tips to look and feel better
babies
big cars and big houses
men and women health issues

Use your creativity and find out other more interest that will applies in your niche. Always remember to put yourself at readers' view and use your niche language to create a more personalized approach.

#4, Write your headline with the first alphabet of every word capitalized and add quotation marks to enclose the entire headline.

Here's an example of my favorite:

"Who else wants to make US$500 an hour with only 2 hours of work?"

#5, Make sure your headline reads well in a flow.

Do this by reading your headline aloud, even better to read it to your friends, make some changes until it sounds right for you and your friends.

#6, Unique Selling Proposition with strong guarantee.

Always have your USP to set you and your competitors apart, and make sure it gives a compelling reason why people should buy from you, and not from your competitors.

#7, Start addressing your readers with proper salutation.

The commonly being use is "friend". There're others that will address your niche audience for better response such as:

Dear Marketer,
Dear Merchant Account Owner,
Dear Doctor,
Dear Writer,
Dear Business Owner and other more.

#8, Keep your story to the point!

If you're using story to start your first paragraph, make sure the it has a great leading story that leads your readers suck back to your point.

You have to impress your English teacher when comes to write a sales letter, use simple language and short sentences that are easy to read.

#9, Opening paragraph must be emotional that contains a hook that paint vivid pictures in readers head.

One of my favorite way to write a good copy is to start writing my letter with an emotional story, which it will never fail to capture readers' attention.

We are all children once who love to hear stories, and we still are the same children that will never get bored with magical stories. Take control and use this to tell stories that will lead to your purpose of the sales letter.

#10, Check and make sure your is addressing to only one person.

Nobody likes to read in a group; therefore you don’t need to address your readers as a group of people. This is also an important element that makes your sales letter as personal as possible, like a letter from a close friend.

#11, The body of your copy should be reader oriented.

Everybody loves to hear themselves from others, hence the offer in the letter should always be your readers. The only time to mention about you and others is in your stories and testimonials of the products or services.

Also remember to have more YOU's and I's in the content. It can be done by changing your sentences and address the reader directly.

Example: I will teach you how to make $500 an hour.

to

You will learn how to make $500 an hour.

#12, Direct your readers with compelling subheadlines.

Subheadline is the second most important element in copywriting. It is a mini headline for every broken up chapters in your letter. This gives the readers a direction and make it easier for readers to follow the trend of your story.

#13, Write the letter with your prospect's language.

Write and tell story in your targeted audience's language, they will find it is easy to read and find a personal touch from your letter.

It's hard to believe by writing sales letters with undoubtedly simple English sell much better than using Oxford University English. To help your prospect to make that fast decision to buy from you, help them understand your letter FAST.

#14, People are curious towards everything, well...almost.

Use stories that will dwell your readers’ curiosity wanting to know more of your offers and make it impossible to stop reading.

In fact, many human psychology books have stated that human do not like or being uncomfortable leaving things half done.

In writing a sales letter, you could use the above human behavior to create a sense of expectation for the reader to link from one paragraph to the other and it leads till the end.

#15, Fill your content with energetic, passionate and pumped up about your products or services you're promoting.

Only write letter for products and services you 100% believe in. And you shall create an energetic and passionate sales letter.

#16, Be Honest.

As the world's first "hypnotic writer" - Joe Vitale has written in his "Unspoken Marketing Secrets" ebook that says: "#13: People know when you are lying, though some may mistrust their own instincts."

So be sure that you write your copy with sincere and honestly.

#17, Don't make your offer sounds too-good-to-be-true and be specific.

People buy with 2 thinking process: emotional and logical thinking. Some are even a mix of both. Joe Vitale continue to mentioned this in his ebook that majority of us buy with their emotional reasons, and then back up with their own logic.

So do spend some time to insert logical reasons for your prospects in every emotional sales pitch from your letter.

Be as precise and specific as possible in your offers and benefits. Use words like, "How To Increase Your Sales by 88.7% more within 2 months!"

Another killer is to end the sales by offering a risk free guarantee such that they will have no qualms about making a decision on the spot.

#18, Use bullet form only for the benefits of the features.

Example of feature and benefits are below:

Feature - This website templates package comes with 306 different designs.

Benefit of this feature - With 306 different website templates designs, you can now save time and start using them instantly without going through long-hour of designing your own templates anymore!

#19, To have irresistible offer and back up with strong testimonials that respond to your prospect’s needs.

Craft your offer and make it attractive until no sane person can ever refuse. You could over deliver them with insane bonus that worth 10 times more than what the product cost and close the deal with money back guarantee up to 90 days.

Back your offer up with testimonials, this always pulls consistently and significantly higher sales for you. Ask your customers to be precise writing testimonials for you, state their name, address, and even better, to insert website address of that person.

#20, Make your prospect a call to action to act NOW!

Don't forget to include a call to action to remind your prospect to act now. Majority people will forget what they've read and walk away from your offer FOREVER if they don't take the offer on the spot.

It's so important to make it easy and hassle free for them to order by including as many payment options as possible.

#21, Put scarcism for your prospects.

Don't give time for your prospects who will only take it for granted. Create urgency for them with limited time and copies so they will order and buy it on the spot.

#22, Use P.S. in every copy you write.

Survey has shown that majority people read P.S. (postscripts) right after they read the headline. So it is wise that you use it to include the summary and reinforce your offers again.

#23, Make the letter easy to read for the eyes,

Use short sentences in short paragraphs Use suitable font types and different sizes Manage the format well such as some words need to be bold, italics and underline Always use white background

#24, Sign your name with a proper signature and address yourself clearly.

It shall give a more personalized feeling if you include a scanned signature by hand into your letter.

#24, Finally, make your readers feels like they can actually see, hear and feel who they are speaking.

Make your letter contain a 'human touch' that makes the character of the writer comes right through.

Bonus: Prepare an opt-in email list for readers who want to think over before they buy from you.

Many first-time readers will not order from you on the spot. Give them a chance to hear from you by setting up your own follow-up system such as e-zines, newsletters and e-postcards.

This is a checklist that I've been using to write my sales letters and now it will guide you in the correct way. Ensure to fulfill all the above points when writing your own sales letter.

EzineArticles Expert Author Edwin Lim

Edwin Lim is a freelance copywriter living in Malaysia. You can visit his Website at http://www.webblogerz.com.

This article may be freely distributed if this resource box stays attached.

Article Source: http://EzineArticles.com/?expert=Edwin_Lim

Are Your Internet Marketing Efforts Escaping the Dreaded Kuske Principle?

At one point in college I studied to be a teacher. And I had a professor who knew education theory like most of us know our names. And I learned an incredibly valuable lesson from him that I've found holds true in just about every area of life.

Unfortunately, the lesson wasn't something he tried to teach me. It was, though, one of the most important lessons I've ever learned and one that guides everything I do in Internet marketing. And that's why, with both apologies and thanks to him, I've given the principle his name: the Kuske Principle.

As I say, Professor Kuske was an encyclopedia of information about education. But he wasn't all that successful at practicing it.

You always knew when Professor Kuske was about to impart a particularly important point. He would lean way back in his chair, put his fingertips together in a steeple and start tapping them. A smug expression would creep over his face. He would let loose with the vaguest, most obscure question you could imagine, then sit back and wait for us to answer.

We never had any idea what he was getting at. The first couple of days, some of us made fumbling attempts to answer. But nobody ever answered his questions right. No matter how close you got, it was never quite what he wanted. And his expression would grow more and more smug until he finally answered it himself.

Now, I know he was following good educational principles, trying to get us to think through the questions and figure out the answers for ourselves. But his questions were so vague that there was no way in the world ANYONE had a ghost of a chance of getting them right.

Eventually, we gave up even trying to answer. Every time he asked a question, everyone quickly stared down at their notes until he proudly revealed the answer.

The great life lesson I learned from him came when I ventured out to teach my first practice class. I quickly grew frustrated with my students. They didn't even try to answer my questions. They just stared down at their desks.

And then I noticed.

I was leaning way back in my chair. My fingers were tapping together in a steeple. And I realized I was asking questions every bit as bewildering as Professor Kuske's best mind-muddlers.

Without intending to, I was patterning myself after Professor Kuske.

What I realized is that when people learn a new skill, they subconsciously pattern themselves after bad examples rather than good. I've seen this at work in just about every field I've been in since then. And Internet marketing is no exception.

Why is it that new business owners write copy for their site that is either terminally dull and lifeless or drowning in hype? It's the Kuske Principle at work. Why do new web designers cram every distracting animation and do-dad they can into their site? Again, it's the Kuske Principle.

Good writing, good design, and good marketing come across to us as so natural and, well, so right that we're simply caught up in it. We lose sight of all the techniques and craftsmanship that made it so effective.

Bad writing, bad design, and bad marketing, on the other hand, are so blatant in their attempts to manipulate that we are painfully aware of all the awkward pieces that are badly cobbled into them.

Sure, we're turned off by bad examples, but when called upon to write copy or design a site or market a product, what techniques for doing so come to our mind? Of course! Those wretched techniques that were so obvious are ingrained in our minds as the way that task is supposed to be done.

So how can we avoid falling victim to the Kuske Principle in our businesses?

The moment I realized what I was doing in the classroom, I started searching my memory for classes I enjoyed and learned the most in. And I started to consciously watch those teachers who made classes a joy and an adventure. I consciously studied the ways they taught.

It takes that kind of conscious effort to discard the bad examples and learn from the good. But consciously studying those examples of good marketing that you come across - the ones that we would otherwise simply get caught up in - is an education you can't buy at any price.

Keywords: internet marketing, training, starting business online

About the Author
Jeff Baas, Minneapolis, Minnesota, USA
More Details about starting small business online here. Jeff Baas is a long-time student of the steps to success required in a wide variety of disciplines. He's found the same principles lead to success in virtually every field, and failure comes when people try to skip around them. See these principles applied to Internet marketing in the Seven Steps to Starting a Small Business Online in the articles, product reviews and free marketing strategies newsletter at http://www.onestopwebsupport.com

Wednesday, January 25, 2006

Building a Strong Brand: Align the Points of Touch

One of the simplest ways to build a strong brand is to make sure that every point of contact that prospects and customers have with your company reinforces the brand promise. Although relatively simple in theory, “touch-point alignment” often proves difficult in practice. Consistently reinforcing your brand requires discipline, focus and commitment.

When asked to identify a company’s brand touch points, most people point to the obvious, such as logos and advertisements. In fact, people often think of the logo as the brand and advertising as the primary way to build the brand. In reality, the concept of brand touch points encompasses far more than these basic visual cues. Every point of contact your prospects and customers have with your company and its products and services provides an opportunity to build your brand – or weaken it. How you manage those points of contact determines the relative strength or weakness of your brand.

Every company has an internal and external brand experience, and each plays an important role in developing your overall brand. Picture a massive iceberg floating in the Northern Atlantic. The visible portion poking its head above the ocean’s surface represents a small fraction of the iceberg’s full mass. Similarly, only a small portion of your company’s brand experience – the external part - is highly visible. Much more of your brand lies below the surface and is not as easily recognizable.

A Case in Point

To illustrate our point, let’s look at an extreme example – IBM. For much of its history, IBM had one of the strongest brands in corporate America, arguably in the entire world. By the early 1990s, however, the company’s branding and advertising systems had fallen into a state of chaos. When Lou Gerstener took over as CEO in 1993, he quickly realized that reviving and clarifying the IBM brand was one of his highest priorities.

At the time of Gerstener’s arrival, IBM had more than 70 different ad agencies representing the firm. Each worked with a different product manager, with no central coordination or oversight. A single issue of an industry trade magazine could have up to 18 different IBM ads with 18 different designs, messages, and even logos. The company had hundreds of product brochures, each different enough that it was virtually impossible to tell that they came from the same company. Gerstener likened the situation to “70 little trumpets all tooting simultaneously for attention.”

To wrest control of IBM’s messaging from his country managers, Gerstener brought 35 of them to a conference center in Palisades, New York. He plastered the walls with IBM’s widely disparate advertising, packaging and marketing collateral, creating a veritable train wreck of brand and product positioning. At the end of his presentation, Gerstener posed one question: “Does anyone doubt we can do this better?” Unanimously, the team decided to consolidate IBM’s 70+ advertising relationships into a single global agency. From that point forward, all of IBM’s marketing reinforced one basic positioning message: IBM as global, world-class integrator. The rest is history.

A Question to Ponder and an Exercise

What if you conducted an exercise at your company similar to Gerstener’s branding exercise at IBM? What if you took every one of your company’s brand touch points and spread them across your conference room? Use the following list of touch points to start the process:

Internal Branding (Employees):

• Recruitment

• Advertising

• Website

• Employee Handbook

• Screening Process

• Goals and Objectives

• Review Process

• Compensation Structure

• Internal Communications

• Recognition Programs

• Training and Development

• Promotion Criteria

Retention Branding (Customers):

• Policies and Procedures

• Logo

• Identity

• Website

• Email Marketing

• On Hold

• Receptionist

• Brochures

• Datasheets

• Press Releases

• Advertisements

• Direct Mail

• Catalogs

• Packaging

• Pricing

• Strategic Alliances

• Correspondence

• Announcements

Acquisition Branding (Prospects):

• Customer Service

• Technical Support

• Logistics / Delivery

• Corporate

• Headquarters

• Branch Offices

• Tradeshow Booth

• Business Processes

Financial Branding (Financial Community):

• Press Releases

• Annual Report

• Quarterly Reports

• Analyst Briefings

• Investor Presentation

Every business is different, but chances are good that most, if not all, of these will apply to your business. As you review your various touch points, keep in mind that one of the simplest ways to build a strong brand is to make sure that every point of contact that prospects and customers have with your company reinforces your brand promise. Then ask the following questions:

• Is a singular message reinforced or are there a cacophony of messages?

• Is there a similar look and feel to the messages or do they look like they are from different companies?

• Is the visual imagery the same or is the graphic look (including the pictures) different?

It’s easy to conclude that a logo is a brand or that advertising is the primary strategy to build brand (even though it is extremely expensive, even for the largest companies). However, the reality is that a brand consists of a lot more than a logo, and there are many ways to build a brand. The key is to identify the touch points of your brand and make sure they are aligned with your brand promise. The more consistency you have across your various touch points, the stronger your brand will be.

EzineArticles Expert Author Rod Whitson

Rod Whitson serves Townsend as President and Chief Brand Strategist. Townsend is expert at helping organizations with innovative products and services develop differentiated, compelling value propositions. Townsend is the largest integrated marketing agency in Southern California. Rod has personally led recent branding engagements with Intel, BAE Systems, Merck, DowPharma, Marsh & McLennan, the University of California system, National University and Siemens. He has also worked with a host of successful and not so successful early stage technology and life sciences companies. Since Townsend’s founding in 1993, it has helped clients create market valuation in excess of $80 billion.

Visit Rod's blog, Branding the Complex

© 2006 Rod Whitson - All Rights Reserved Worldwide

Article Source: http://EzineArticles.com/?expert=Rod_Whitson

Saturday, January 21, 2006

LIMITED LIABILITY COMPANIES--THE BEST OF ALL WORLDS?

LIMITED LIABILITY COMPANIES--THE BEST OF ALL WORLDS?By: Alderman & AldermanA limited liability company (LLC) is a business structure that combines some of the best features of sole proprietorships, partnerships and corporations. LLC owners, like their counterparts for partnerships or sole proprietorships, report profits or losses on their personal income tax returns. Like a corporation, however, the owners of an LLC have "limited liability," that is, they are shielded from personal liability for debts and claims arising from the business. Limited LiabilityThe limited liability for LLC owners is not absolute. Owners still can be held liable if they (1) personally and directly injure someone; (2) personally guarantee a loan or business debt on which the LLC defaults; (3) fail to deposit taxes withheld from employees' wages; (4) intentionally commit a fraudulent or illegal act that harms the company or someone else; or (5) treat the LLC as an extension of their personal affairs rather than as a separate legal entity. The last exception to limited liability is the most significant. It carries the potential for complete removal of the protections for individual owners. If the line between LLC business and personal business becomes too blurred, a court could find that a true LLC does not exist, leaving the owners personally liable for their actions. OwnershipMost states allow a single individual to be the sole owner of an LLC. An LLC makes the most sense in circumstances where there is a concern about personal exposure to lawsuits stemming from operation of the business. Most laws prohibit establishment of an LLC in the banking, trust, and insurance fields. Unlike corporations, LLCs can carry on their business without holding regular ownership or management meetings. Of course, formal meetings backed up by written minutes still may be advisable to document important decisions, such as a change in membership or a major expenditure. FormationSetting up an LLC is relatively simple. Articles of organization must be filed with the appropriate state office, usually the Secretary of State. The articles of organization include the name and principal office for the LLC, the names and addresses of its owners, and the name and address of the person or company that agrees to accept legal papers on behalf of the LLC. Even if it is not legally required, the owners should prepare an operating agreement that spells out the owners' rights and responsibilities. The absence of an operating agreement will mean that state statutes will govern the operation of the LLC by default. An operating agreement acts as a guide for resolving common issues that an LLC will face, and thereby helps to avert misunderstandings between the owners. It also underscores the authenticity of the LLC itself, which can be helpful when a judge is deciding whether the owners are protected from personal liability. A standard operating agreement includes the members' percentage interests in the business; the members' rights and responsibilities; the members' voting power; allocation of profits and losses; how the LLC will be managed; rules for holding meetings and taking votes; and "buy-sell" provisions that control what happens when a member wants to sell his interest, becomes disabled, or dies. Although it is frequently overlooked when an LLC is created, a buy-sell agreement is important as a sort of "premarital agreement" among the owners. The buy-sell provisions can clarify and ease the transition when the inevitable changes come to the members of the LLC. TaxesSince an LLC is not considered separate from its owners for tax purposes, the LLC pays no income taxes itself. Like a partnership or sole proprietorship, an LLC is a "pass-through entity." Each owner pays taxes on a share of profits, or deducts a share of losses, on a personal tax return. The IRS regards each member as a self-employed business owner, not an employee of the LLC. There is no tax withholding, and owners must estimate taxes owed for the year, then make quarterly payments to the IRS. ConversionBy converting to the LLC business structure, sole proprietors and partnerships can gain the protection afforded to LLC owners without changing the way their business income is taxed. Conversion usually can be accomplished either by filling out a simple form or filing regular articles of organization. Federal and state employer identification numbers will have to be transferred to the name of the new LLC, as will such items as sales tax permits, business licenses, and professional licenses or permits. The process for creating an LLC is streamlined and free of highly technical considerations. However, there is an important place for professional advice concerning such matters as choosing an LLC over other business structures, preparing or reviewing the operating agreement, and setting up accounting systems. Attorneys at Alderman regularly assist clients the areas of business formation, business transactins, business restructurings, creditors rights, environmental law, land use, zoning and complex litigation.email the AuthorsAbout the Authors--------------------------------------------------Start Article--------------------------------------------------ADA AND SMALL BUSINESSES
By: Alderman & Alderman
The Americans with Disabilities Act (ADA) prohibits disability discrimination in employment for employers with 15 or more employees. The prohibition is far-reaching and covers hiring, firing, and everything in between, such as promotions, benefits, and harassment in the workplace. The smallest of businesses are not affected by the ADA because of the 15-employee threshold for coverage. The ADA does apply, however, to many of the roughly 25 million small businesses in the nation.
Who Is Protected?The ADA protects three categories of individuals: those with a physical or mental impairment that substantially limits one or more major life activities (like sitting, standing, or sleeping); those with a record of such an impairment, such as a person who had debilitating cancer but is now in remission; and those who are regarded by employers as having such an impairment, even though the individuals otherwise are not so impaired as to be "disabled" under the ADA. Regardless of the category, the ADA protects only persons who are qualified, that is, they meet job-related requirements and can perform essential functions for the job, with or without a reasonable accommodation.
HiringWhile an employer can ask an applicant a wide range of questions concerning job qualifications, the ADA does not allow medical examinations or questions about disability until the employer has made the applicant a conditional job offer. An exception is recognized for questions directed to an apparently disabled applicant about whether a reasonable accommodation will be required.
After a job offer is made, an employer can ask any disability-related questions and require medical examinations, so long as these requirements apply to everyone in the same job category. For example, if, during a medical examination required of all employees in a job involving the use of dangerous machinery, it is revealed that an applicant has frequent and unpredictable seizures, the employer can withdraw a job offer to that individual.
Medical InformationOnce a person is on the job, the ADA allows required medical examinations or questions about a disability only where there is a reasonable belief, based on objective evidence, that a particular employee will not be able to perform essential job functions or will pose a direct threat because of a medical condition. As an example, if a normally reliable employee has told her employer that a new medication she takes makes her lethargic, and she begins to make many mistakes, the employer can ask her how long the medication can be expected to affect job performance.
Reasonable AccommodationThe ADA differs from most other employment discrimination laws in imposing an accommodation duty on employers. If a disabled person needs a reasonable accommodation in order to apply for, or perform, a job, the employer generally must provide it unless to do so would create an undue hardship. An undue hardship means significant difficulty or expense, based on an employer's resources and operations.
Most accommodations are not expensive or burdensome. A diabetic employee may need regular breaks to eat properly and monitor blood sugar and insulin levels, or a blind employee may need someone to read information posted on a bulletin board. If more than one accommodation will work, the employer may take the option that is less costly or easier to provide.
In addition to the undue hardship defense, an employer need not provide an accommodation which:
* assists an individual off the job;
* removes or alters the essential functions of a job;
* lowers production or performance standards; or
* excuses violations of rules on good conduct.
Helpful HandbookThe Equal Employment Opportunity Commission, which is charged with enforcement of the ADA, has issued a new handbook to help small businesses comply with the ADA. The handbook provides many examples of factual situations with which small businesses could be confronted. The ADA primer can be accessed online at www.eeoc.gov. Attorneys at Alderman regularly assist clients the areas of business formation, business transactins, business restructurings, creditors rights, environmental law, land use, zoning and complex litigation.email the AuthorsAbout the Authors--------------------------------------------------Start Article--------------------------------------------------JOINT BANK ACCOUNTS
By: Alderman & Alderman
An elderly doctor and his daughter opened a joint bank account, the money in which would go to the surviving account holder if the other one died. Nine years later, when the doctor was in declining health, his wife asked to be added to the account so that she could pay bills. Based on the signatures of the doctor and his wife, but not the daughter, the bank added the wife to the account. Over a one-month period, the wife then wrote many checks on the account, totalling over $100,000. The biggest check, for $75,000, was written, cashed, and deposited to the wife's own account on the very day her husband died.
The daughter sued the bank, claiming it was liable to her for recognizing a new party to the joint account without the consent of all parties to the account. A state supreme court sided with the bank. First, the documents that comprised the contract between the bank and the account holders included a statement that each owner was the agent of any other owners for purposes of endorsements, deposits, withdrawals, and conducting business for the account. This language was broad enough to give the doctor power to add his wife as a new party to the account without his daughter's knowledge or consent. Second, a statute on joint accounts similarly made each party to an account the agent for other account holders, although the statute was silent on the method for adding a new party to an account. The bank had not breached its contract when it recognized the doctor's wife as a new party to the account based solely on the doctor's signature.
This decision highlights the pitfalls that can accompany joint bank accounts. Allowing each party to a joint account to exercise full authority over the account is flexible and convenient, but the cost of these advantages is loss of control. The exposure to this risk is widespread, as joint account contracts typically have language like that used in the case of the doctor and his daughter. Alternative methods for managing money make it more difficult for any individual to raid accounts to the detriment of co-owners. These include powers of attorney, revocable living trusts, and "agency" or "convenience" accounts that resemble general powers of attorney but are confined to specific bank accounts. Advice of legal counsel should be sought before deciding which of these or other options is most appropriate in a specific situation. Attorneys at Alderman regularly assist clients in the formation and operation of business entities, including limited liability companies.email the AuthorsAbout the Authors--------------------------------------------------Start Article--------------------------------------------------LIABILITY FOR INDEPENDENT CONTRACTORSBy: Alderman & AldermanA manufacturing company contracted with a security firm to provide a security guard. The guard shot and killed an individual who was trespassing, but not for criminal purposes, on company property, after the person had obeyed the guard's order to lie on the ground. The company argued that it could not be held liable for the negligent acts of an independent contractor, but a state supreme court ruled otherwise. The court agreed that the security firm and its guard were independent contractors. The manufacturing company's downfall was an exception to the rule of no liability for acts of independent contractors. If the work to be performed is inherently dangerous, the work can be delegated to an independent contractor, but the duty to use reasonable care cannot be avoided by the employer. Work is inherently dangerous when it involves a foreseeable risk of physical harm to others and requires special precautions. In the case of the trigger-happy security guard, who was armed and instructed to "deter" thieves and vandals, dangerous confrontations between the guard and persons entering the property were contemplated. In the context of such danger, the independent contractor status of the guard became a mere legal technicality that did not shield the manufacturing company from liability. email the AuthorsAbout the Authors --------------------------------------------------Start Article-------------------------------------------------- LONG-ARM JURISDICTION FALLS SHORTBy: Alderman & AldermanRobert found just the excavator he wanted advertised on an Internet auction site. Before making the successful bid, he contacted the seller through e-mail and received assurances from her that the product was in good condition. Robert then traveled to the seller's home, which was several states away, and bought the excavator. When the equipment did not perform as expected and the seller did not respond to Robert's request for a partial refund, Robert sued the seller in his home state. Robert's lawsuit failed because the seller was not subject to the jurisdiction of the courts in Robert's home state. For a nonresident to bring herself within the reach of a state's "long-arm" jurisdiction, she must purposefully have benefited from the privilege of doing business in that state. Perhaps the seller could have foreseen that residents of any state might bid on the excavator, but that was insufficient to bring her into the courts in Robert's state. She had no control over who would ultimately be the winning bidder, nor could she exclude bidders from particular jurisdictions. Also weighing against subjecting the seller to litigation was the isolated nature of the transaction and the fact that she was not a commercial seller and was using a third party's site. A different result might have been achieved against a business that used its own website to advertise itself and make transactions across state linesemail the AuthorsAbout the Authors--------------------------------------------------Start Article--------------------------------------------------ONLINE BANKINGBy: Alderman & AldermanBanks that rely on the Internet and other low-cost ways to provide service, as opposed to "bricks and mortar" branch offices, can save on expenses and pass the savings along to customers in higher returns on deposits and lower interest rates on loans. Online banking also gives customers the convenience of being able to monitor their accounts and complete transactions around the clock, without waiting for mailed statements or being limited by office hours. The flip side of online banking is that, if a problem arises, you cannot sit down face-to-face with someone from the bank to resolve it. There is also a premium on doing research to check out the legitimacy of an unfamiliar and remote institution before you entrust it with your money and private information. A good place to start is the "About Us" section of a bank's website, which should at least give basic contact information. If it does not, that in itself should raise suspicions. Other warning signs include names or websites that are only slightly different from those of well-known institutions and rates of return that are far out of line with what other banks are offering. It is a good idea to confirm that an institution is federally insured by contacting the Federal Deposit Insurance Corporation or searching its "Institution Directory" at www3.fdic.gov/idasp. Like any bank customer, users of online banking institutions are well-advised to safeguard private identification information, keep good records, and monitor transactions and balances regularly. Online banking customers also have the protection of federal laws such as the Equal Credit Opportunity Act, the Truth in Lending Act, and the Truth in Savings Act. Those who decide to do their banking solely in front of a computer screen especially should know about the Electronic Fund Transfer Act, which deals with consumer rights involving electronic banking transactions. email the AuthorsAbout the Authors--------------------------------------------------Start Article--------------------------------------------------OWNERS OF SUBDIVISION PROPERTIES HAVE GREATER DEVELOPMENT OPPORTUNITIESBy Linda AldermanAppellate Court Decision May Change Zoning LawsZoning laws related to subdivision properties could be substantially changed after the state of Connecticut court of appeal's decision of Poirier v. Town of Wilton Zoning Board of Appeals, allowing owners of subdivision properties to make significant modifications to their homes that otherwise wouldn't have been allowable.In Poirer, a Wilton couple sought a building permit to add a garage and breezeway to their home that was built in 1954 as part of a 38-lot subdivision. The planning and zoning commission denied their request because the addition would have exceeded the lot coverage limitations allowed under the current zoning regulations. They appealed, arguing that the commission had to apply the zoning regulations that were in effect in 1954, which would have allowed the building permit, and could not apply the current zoning regulations that had been modified to restrict the lot coverage limitations. In support of their argument, the Poiriers cited C.G.S. § 8-26a(b), which provides that "when a change is adopted in the zoning regulations . . . no lot or lots shown on a subdivision plan for residential property, which has been approved, prior to the effective date of such change shall be required to conform to such change." Wilton attorneys argued that other state laws restricted the Poiriers from getting a building permit. The superior court upheld the town's denial, but the appellate court reversed unanimously. The appellate court held that 8-26a(b) placed a "sweeping statutory restriction" on a town's ability to regulate land use once it has approved a subdivision plan and that the statute forever prohibits the application of new subdivision or zoning regulations to all subdivisions once they are approved. It further stated that by enacting the statute, "the legislature has clearly made a policy decision that once the division of the land and proposed lot layout has been reviewed by the municipality through its planning commission the subdivision does not have to be reviewed again, and that the subdivision lots are not affected by subsequently enacted zoning regulations." The court's holding, therefore, is that owners of approved subdivision lots had a vested right to build in accordance with the zoning regulations in effect at the time of the subdivision approval.The effects of Poirier will be numerous and far reaching. First, and most importantly, zoning commissions will no longer be able to apply just one set of zoning regulations -- each application related to a subdivision will be subject only to the (usually much less stringent) laws that were on the books at the time the subdivision was created. Not only will this create a bureaucratic nightmare for zoning commissions, zoning boards of appeal and courts alike, but houses built next to each other but built upon different subdivisions could be subject to different regulations, undermining the goal of uniform zoning. For example, if a developer wants to build larger homes than are allowed by current lot coverage restrictions he can purchase subdivision lots that were approved prior to the passage of those restrictions, raze the current structures and then build those larger homes. Poirier will, therefore, probably have the impact of increasing the value of homes located in older subdivisions in towns where there are stringent lot coverage limitations. For example over the past decade, Greenwich has been inundated with applications for the construction of "McMansions", which some residents say ruin Greenwich's character. This year the Greenwich Planning and Zoning Commission approved regulations meant to limit house size uniformly throughout the town by reducing bulk-control measures such as floor area ratio. Poirier could have the effect of allowing owners and/or developers in Greenwich to circumvent those regulations in subdivisions that were formed prior to the passage of those new regulations.Attorney Alderman regularly represents landowners, operators, and other impacted parties in matters related to Environmental Law, Wetlands, Land Use or Zoning. email the AuthorAuthor's Biography--------------------------------------------------Start Article--------------------------------------------------TOXIC MOLD: ENGINEERS, BUILDERS, CONTRACTORS AND LANDLORDS BEWAREBy Linda Alderman Over the past few years allegations of damage arising from the presence of toxic mold in buildings have resulted in the filing of hundreds of law suits for property damage and/or personal injury. Plaintiffs, many of whom are seriously ill, are suing building owners, property managers, architects, contractors and commercial and personal lines insurers for millions of dollars -- and winning. What Is Toxic Mold?Molds are fungi that grow when damp conditions are present. Some mold spores are relatively benign, while others are believed to cause health problems for humans. Mold spores that cause an adverse health reaction are referred to as "toxic." The effect on humans will depend on the type of mold, the metabolic byproduct of the mold, the extent of the contact and length of exposure, as well as the individual susceptibility of the person exposed. The overwhelming majority of molds are harmless, but exposure to several types of mold has been associated with the potential for adverse health effects. When a mold produces mycotoxins (a poisonous substance produced by a fungus) it becomes dangerous to those who are exposed to it through ingestion (eating or inhalation) or through skin contact. The causal relationship between exposure to mold and human health is being actively studied in the medical community at this time, however, research does exist that suggests that toxigenic molds can cause problems with the vascular, digestive, nervous, urinary and reproductive systems of the human body. Symptoms include headaches, rashes, lung disease, and cognitive memory loss. As of this writing there are no federal or state regulations that establish standards for exposure to "toxic" mold, nor are there federal or state standards for mold abatement. Toxic Mold LitigationThe increase of toxic mold cases may be related to the manner in which buildings have been constructed. For newer buildings, the same insulation that prevents drafts also may prevent airborne chemicals and moisture from venting. This increased moisture buildup can create a breeding ground for mold and other bacteria. In older buildings deterioration of building materials may allow moisture to accumulate in places where mold spores and other bacteria can grow. Litigation related to toxic mold has resulted in a number of large damage awards. In two separate cases, courthouses in Florida were evacuated as a result of toxic mold. The damage award for the remediation and costs for the Polk County Courthouse was approximately $100 million dollars. In the case involving Martin County, the county was awarded $11.5 million in damages plus $2.9 million in interest. In Texas the builders of a private home contaminated with toxic mold were ordered to pay damages of $32.1 million in June 2001. The $32.1 million award represents $6.2 million for replacement of the home and contents, $5 million for mental anguish, $12 million in punitive damages and $8.9 million for legal fees. In 1999, a Delaware jury found the owner of an apartment complex liable for $1 million in damages to three tenants for medical expenses, permanent impairment and pain and suffering associated with exposure to various mycotoxins, bacteria, fungi and other toxins while living in that apartment complex. A homeowners group in California sued builders and contractors alleging property damage and bodily injury due to mold contamination and the matter settled for $1.3 million. Implications to the Insurance IndustryThe insurance industry is bracing itself. Some courts have held that the pollution exclusion does not apply to mold claims because it is not the traditional type of "pollutant" for which the exclusion was drafted to cover. In one case the insurer argued that the pollution exclusion was broad enough to include a home environment contaminated with mold. In rejecting that argument the court stated that because the injuries were caused by exposure to mold that grew from water vapor trapped in the walls, that "no contaminants were released, but rather formed over time as a result of environmental conditions." One court held that even where there was a mold exclusion in a homeowner's policy that it was inapplicable because the mold growth occurred as a result of a leaking roof. Some courts, however, have analogized mold contamination to lead paint flaking in holding that it falls within the plain language of the pollution exclusion since it disperses into the air, like lead flakes from paint. Other courts have stated that a pollution exclusion should not apply to substances that are commonly found in the environment. Personal injury and property damage claims related to mold exposure are increasing at lightening speed. Engineers, developers, landlords, contractors, subcontractors, architects, property owners and managers, insurers and others need to quickly evaluate how they can proactively manage the risk associated with potential future claims of mold infestation. Attorney Alderman regularly represents land owners, operators, and other impacted parties in matters related to Environmental Law, Wetlands, Land Use or Zoning. email the AuthorAuthor's Biography

Thursday, January 19, 2006

How To Create Multiple Streams Of Online Income E-course

Do you know what an E-course is? An E-course is an "electronic course" that you receive by email or take at a website.

An E-course is the modern day equivalent of the old correspondence course concept. The difference is that instead of taking the course by mail, you do it online or by email.

E-courses are one of the best ways to continue your education, especially if you are interested in making money online.

I love the E-course concept because it gives you the opportunity to learn from the comfort of home. There are no heavy books to lug around, no rushing off to class, no smelly dorm roommates :o)

I am putting together an entire series of free E-courses for my subscribers on topics like:

* How To Create Multiple Streams of Online Income
* Setting Up Your Own eBay Business
* How To Make Money With Affiliate Programs
* How To Build Your Own Website For Next To Nothing
* And More...

All of these E-courses will be online soon and I will keep you posted. The great news is the first E-course is online now and you can start your education today. All it takes is the click of your mouse.

The "How To Create Multiple Streams of Online Income" E-course will teach you how to create multiple streams of online income quickly and easily, with little or no out of pocket cost to you.

The How To Create Multiple Streams of Online Income E-course includes:

Part 1. How To Create Multiple Streams of Online Income
Part 2. Making Money With Affiliate Programs
Part 3. How To Choose An Affiliate Program
Part 4. What Is The Best Product To Sell Online?
Part 5. How To Create Your Own Info Product
Part 6. How To Start A Successful Ebay Business
Part 7. How To Dropship Your Way To Online Success

To receive this 7 part E-course click the link below to subscribe.

http://www.prosperityandprofits.com/ecourses/multiplestreams/

Part 1 will be delivered to your inbox right away. If you do not see it there check your Spam or Junk folders as most ISPs now filter automated emails without the user's knowledge.

You should also add the email address the following email address to your address book or accepted senders list:

--> ecourses@prosperityandprofits.com

Signup and learn today!

Here's to your success!

TBC world import export
b2b marketplace and business directory

Tuesday, January 10, 2006

World trade b2b

World trade b2b