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JANUARY 2010 I ISSUE 481

Deflation Spurs Tax Reductions


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The Time Is Now!

IFA In the White House Short Circuit Stress Want to Work for You? Creating Social Media Guidelines CA Gas Demand Up 0.7%

Is Your Business Franchise-able? Whats Your Tie-Breaker?

JANUARY 2010

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Magazine is published bi-monthly. Note: Business Opportunities Journal does not knowingly accept fraudulent, erroneous or misleading advertising or other content. The appearance of business, franchise, real estate or investment opportunities in this publication does not constitute an endorsement on the part of Business Opportunities Journal and/or its publisher and/or its employees. Readers are solely responsible for thoroughly investigating each opportunity prior to making an investment decision. To help make an informed decision, consult an attorney and contact your state Attorney General or the Federal Trade Commission at (877)-FTC-HELP or visit www.ftc.gov/bizop. Business Opportunities Journal, its publisher and its employees expressly disclaim any and all liability in connection with any content or statement made in this publication. Business Opportunities Journal and Franchise Opportunities Journal are registered trademarks of Muir Capital, Inc. Entire contents 2009 by Business Opportunities Journal, unless otherwise noted on specific articles. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording, or any information storage and retrieval system, without written permission. Proud to specialize in Business Opportunities, Franchise Opportunities, commercial Real Estate, and Businesses for Sale, since 1969. (ISSN 0193-3221)

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Business Opportunities Journal

contents
24 4 38 28 12

ISSUE 481

green
cover story: California Green Jobs p.24 Copenhagen Climate Council p.18 Luxury Flights Go Green p.22 quasar and PPG Team Up p.23 Streamlining Transmission p.23 U.S. Wind Energy p.23

business
Work for Yourself? p.4 CA Gas Demand Up p.6 Social Media Guidelines p.7 Your Business Worth p.10

franchise
IFA in the White House p.12 Checkers Double Jump p.14 Are You Franchisable p.16 IFA Promotes Model to China p.17

small business
Short-Circuit Stress p.28 Whats Your Tie Breaker p.30 Mom & Pop Fight to Survive p.32 The Break-Up p.35

real estate
Construction Recovery? p.36 Deflation Spurs Tax Reduction p.38

Business Opportunities Journal

Tips to Help You See Your Leadership

Would You Want to Work for You?


Four Tips to Help You See Your Leadership Personal Brand Through the Eyes of Others
by Brenda Bence The Starbucks brand of coffee can teach you a lot about your own brand as a leader. How? Well, consider this for a moment When coffee is in its natural coffee bean state, its a commodity that sells for just 1-2c per cup. When you add packaging and a brand name to it and place it on a grocery store shelf, the price of that coffee goes up to 5-25c per cup. Throw in service and personality to that coffee by offering it at, say, Dunkin Donuts, and the price rises to around 75c to $1.50 per cup. But, then, theres Starbucks coffee, which sells for $2$5 per cup. How does Starbucks do that? And what does Starbucks have that those other cups of coffee dont? It isnt just a better tasting cup of coffee. What Starbucks offers is something so much more than taste it offers a rewarding coffee experience. When we buy a cup of Starbucks coffee, were paying for the experience of taking a break during the day the experience of enjoying a jolt of java with friends ... the experience of relaxing with a mocha latte after a night at the theatre. Its those experiences that differentiate Starbucks from so many other coffee brands.
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The same is true of you and your own leadership personal brand. If you want to earn more money, advance in your career, and keep moving up the corporate ladder, think about the experience you offer as a leader in the workplace. If you could step into the shoes of those you are leading, what would it feel like to be part of a team with you at the helm? In short, would you want to work for YOU? Because youre not in your teams shoes, it can be difficult to answer that question. But if you dont, your leadership personal brand will suffer. To make sure your individual brand is bringing you success and growth in your career, you need to learn how others perceive, think, and feel about you as a leader at the office. Only then can you find out if your brand needs help. And that means getting regular, helpful feedback. That can be easier said than done, of course. If no one is offering you feedback because of your heightened position, or if you dont feel youre getting honest feedback from subordinates, its your responsibility to go after it. There is no better way to accelerate both your career and, ultimately, your company. Here are four tips to give you an idea of what its like to work

Business Opportunities Journal

for you: 1. Use 360-degree feedback tools. There are literally hundreds of them on the market, so choose carefully in order to find the one that will help you meet your specific objectives. For example, if you want to improve your leadership skills, use a leadership assessment tool like Leadership Agility 360. If you want to better manage your emotions on the job, try an emotional intelligence assessment like Emotional Capital Inventory (ECi 360). Ask to see an example of the report outcome you will receive, and check to see if you need a certified coach to administer the assessment. 2. Ask for feedback, regularly. In a oneon-one environment, sit down and ask for feedback from your subordinates, your boss, and key colleagues. (If you try to have a group meeting for feedback, no one will be honest with you.) Let each individual know that youre sincere in your request and that you want candor. Listen intently, and write down what you hear. Dont allow yourself to become defensive no matter what is said. If you do, the exercise will backfire, and chances are youll never receive honest feedback again. When theyre finished, simply say, Thank you and nothing more. 3. Audio or videotape yourself conducting meetings, then sit back and review them

objectively. This can be a real eye-opener. As you watch or listen, put yourself in your team members position, and imagine what it felt like to be in that meeting with you. Are you communicating the leadership brand you want? If you find it difficult to assess the recordings, ask a trusted colleague for honest feedback. 4. After youve gathered all of your notes from your feedback and from watching and listening to recordings, look for the common elements and themes. Based on your learnings, what are the key behaviors that you want to focus on improving? Choose the top 3-4, then create an action plan to begin to change those behaviors. Find an executive coach if you feel at a loss as to how to put the feedback into action or if you feel you need extra motivation to change some non-productive habits. Work on these changes every day, but dont expect immediate success. Longlasting changes in behavior require time and persistence. Most of the behaviors you will want to change have been longtime habits, so you first need to become aware of when and how the behavior takes place. Then, youll be in a position to stop yourself and do something different. Even if the feedback stings in the beginning, you will soon discover the many

rewards of strengthening your leadership personal brand. When you succeed in changing an ingrained limiting behavior, you feel a strong sense of accomplishment. And, the respect you receive from your team as a result of listening to their feedback is invaluable. They will feel empowered by the fact that you took their comments to heart, and you will become a great role model for how they can use feedback to improve themselves in the workplace, too. Only through strengthening your leadership personal brand can you continue to grow as a leader and further your career. Thats how you enrich the experience of working with you and make yourself someone youd be happy to have at the helm. BOJ
About the Author: Brenda Bence is an internationally recognized branding expert, certified executive coach, professional speaker, and award-winning author of the How YOU Are Like Shampoo personal branding book series. As President of Brand Development Associates (BDA) International, Ltd. Brenda now travels the world speaking, training, and coaching individuals and companies to greater success through corporate and personal brand development. See www.BrendaBence. com for more information.

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BUSINESS OPPORTUNITIES

California Gasoline Demand Up 0.7%, Diesel Down


Fourth Month Increase for Gasoline While Diesel Follows States Economic Activity
Michelle Steel, Third District Member of the State Board of Equalization (BOE), today released California gasoline and diesel consumption figures for August 2009. Demand for gasoline increased 0.7 percent and diesel declined 17.1 percent compared to the same month last year. While this is the fourth month of slight increase in gasoline consumption, so far in 2009 California gasoline consumption has declined 1.6 percent compared to January through August of 2008. In August 2009, gasoline demand rose 0.7 percent when Californians used 1.268 billion gallons of gasoline compared to 1.260 billion gallons the same month last year. The average California gasoline price at the pump in August was $3.06 per gallon compared to $4.13 in August 2008, a 25.9 percent decrease from a record high price. Gasoline sold in August generated approximately $324 million in sales tax during that month, an estimated $59 million less than generated last year. August sales tax revenues from gasoline would have been about $37 million less had the state portion of the sales and use tax rate not increased by one percent on April 1, 2009. Diesel fuel sold in California during August totaled 193.95 million gallons compared to last years August total of 234.02 million gallons, which is a decline of 17.1 percent. California diesel prices were $2.85 per gallon in August 2009 down 37.2 percent compared to August 2008 when the average diesel price was $4.54 per gallon. Diesel consumption generally follows economic activity during a recession. While the diesel gallons reflected in the August numbers are down 40.1 million gallons, indicating a decline of 17.1 percent, the reduction in consumption is likely to be less. The actual decline may be closer to 20.8 million gallons, a decline of 8.9 percent, because the August 2009 figures include a 19.3 million gallon non-recurring credit. The gallons included in the monthly consumption numbers are always net of audit assessments and refunds. The August 2009 credit was larger than most and may have skewed the actual amount of decline. BOJ The BOE is able to monitor gallons through tax receipts paid by fuel distributors. Figures for September 2009 are scheduled to be available at the end of December 2009. All monthly, quarterly, and annual figures can be viewed at: www.boe.ca.gov/sptaxprog/spftrpts.htm. Taxable Gasoline Gallons www.boe.ca.gov/sptaxprog/reports/ MVF_10_Year_Report.pdf Taxable Diesel Gallons www.boe.ca.gov/sptaxprog/reports/ Diesel_10_Year_Report.pdf
Source: California State Board of Equalization

BUSINESS OPPORTUNITIES

Create Social Media Guidelines to Reach Your Customer


By Daniel Burrus The new frontier of Web 2.0 is not just about informing your customers; its about communicating with them. Todays Web 2.0 tools, such as blogs, Twitter, Facebook, LinkedIn, and the many other social media options, are all about customer engagement. When you send your prospects or clients an email, a mailer, or a newsletter, or when you place a TV, radio, or print ad, youre informing your readers about something. Those are information age tools that still have a purpose. However, social media is about the communication age. Youre attempting to creating a dialogue, trying to get engagement, and hoping to elicit a response. So its not just about talking; its about listening. Ultimately, social media is not about the media. Its about the social - about trying to get people talking about something important to them and to your business. Whats Your Focus? In order to make the best business use of social media, your organization needs to pinpoint the specific message you want to put out so that all employees have a guide to follow - so they know what direction their messages should take and how they should focus their posts. In other words, is your companys focus to increase customer service? To enhance awareness of your products or services? To boost your brand recognition? Each of these things would have a different consistent message for your employees to focus on. For example, one insurance company uses Twitter and Facebook to let people know all the philanthropic things they are doing for the community. All the posts are about events theyre sponsoring and contributions theyre making. Employees know that they should post information about personal things theyre doing for the community, such as volunteering at the local animal shelter or helping out with Habitat for Humanity. With a clear guideline that the social media effort is to increase philanthropic awareness, its easy for employees to know the kinds of things they should be doing on social media sites. They have a clear focus and a unified purpose.
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Another company in the retail industry uses social media to improve customer service. All their posts highlight things theyre doing internally to improve the customer experience, what theyre doing online to make shopping easier, and how theyre handling phone inquiries to deliver a memorable shopping experience. They also regularly ask customers how theyd like the company to improve customer service. With that as the key message, all the companys employees are focused on problem solving and on making the customers happy. Therefore, a good social media strategy and employee guidelines are far more than a list of good and bad words or topics. Instead, they need to focus on the core message your company wants to portray and then determine the best ways to spread that core message. Thats why upper management needs to take the time to determine the core message and share it with all employees. Creating the Guidelines Creating social media guidelines for your company does not have to be difficult. Once you get clear on the core message you want to send out and the dialogue you want them to engage with, use the following tips to create guidelines that your staff can use to shape their posts around the strategy. (Note: the following suggestions are general in nature. Please adhere to your states HR laws and seek legal counsel as needed.) Build trust. Your employees should use their posts to build a reputation of trust among clients, media, and the public. When they are reaching out to others on social media sites, they should take every opportunity to build a reputation of trust and to establish themselves as a credible and transparent representative of the company. Transparency. When participating in any online community, your employees should disclose their identity and affiliation with the organization, clients, and professional and/or personal interest. When
Business Opportunities Journal

BUSINESS OPPORTUNITIES
Social Media Guidelines Cont.

posting to a blog, they should always use their real name, not an alias. Be direct. When creating posts and content, your employees should be direct, informative, and brief. They should never use a clients name in a posting unless they have written permission to do so. Give due credit. If your employees post copyrighted materials, they should identify the original source. This includes sources for direct or paraphrased quotes, photos, videos, and anything else they did not originally create. Self-edit. Your employees should always evaluate their postings accuracy and truthfulness. Before posting any online material, they need to ensure that the material is accurate, truthful, and without factual error. This includes doing a spell and grammar check on everything. Remember, content never disappears entirely once its been posted. Should your employees find an error, have them correct it promptly. Since transparency is key, have them admit the mistake, apologize if necessary, correct it, and then and move on. Responsibility. Make sure employees know that they are responsible for what they post. Negative or questionable posts will not be tolerated. Additionally, while what they do on their own personal pages during personal time is their business, what they publish on those sites should not be attributed to the company and should not appear as endorsements from the company. If they choose to list their employer on a personal social network, then they must regard all communication on that network as they would in a professional network. Online lives are ultimately linked. Be professional. When posting comments, employees should refrain from writing about controversial or potentially inflammatory subjects, including politics, sex, religion or any other non-business related subjects. The tone of their comments should be respectful and informative, never condescending or loud. Additionally, they should avoid personal attacks, online fights, and hostile communications. If a blogger or any other online influencer posts a statement with which your company disagrees, your employees can voice their opinion, but not escalate the conversation to a heated argument. Instruct them on how to write reasonably, factually, and with good humor.

Privacy. Employees should never disclose proprietary or confidential information. This includes product releases, service updates, and employee information not made public yet. Obey the rules. All employees should follow local, state, or federal laws and regulations; the companys internal rules (typically found in the employee handbook); as well as the rules established by each social networking venue. Ultimately their online activities will be a reflection on the company. Propel Your Message Forward Todays Web 2.0 tools are great for business building, provided that your employees know how to use them for the companys ultimate benefit. Therefore, determine why your company is using social media sites, and then let that purpose be known throughout the entire organization. Additionally, implement clear social media guidelines that employees can follow, and youll have the people, processes, and tools you need to further your companys mission. Ultimately, when employees know how they are supposed to use todays Web 2.0 tools, they can do so with focus and purpose, leading the organization confidently into the communication age. BOJ About the Author: Dan Burrus is considered one of the worlds leading technology forecasters and strategists. He is the founder and CEO of Burrus Research, a research and consulting firm that monitors global advancements in technology driven trends to help clients better understand how technological, social and business forces are converging to create enormous, untapped opportunities. Dan has developed the first cell phone business application that allows the user to generate a business plan; the Competitive Advantage Business Strategy Builder. For more information, please visit: www.burrus.com

Business Opportunities Journal

BUSINESS OPPORTUNITIES

What Is Your Business Worth?


(Sacramento, CA) The California Association of Business Brokers (CABB- a non profit trade organization) says if you are a small business owner looking to sell your business but are waiting for the economy to turn around, use this time to start preparing. One of the most vital steps in this process is to understand what your business is worth. Ron Hottes, president of CABB and of several Business Team Business Brokerages says that a business brokers opinion of value can provide you with an objective view of what your business is worth and is an important piece in determining your asking price. A business brokers opinion of value gives you a realistic starting point to work from and can give small business owners direction when determining the right time to sell. Before thinking about selling your business, CABB says there are some key things to consider: Take an objective approach: Having a business brokers opinion of value from a CABB Certified Business Broker automatically gives you the results and creditability you need. Having this neutral party take a comprehensive look at your financial records and the current market is the best way to get an honest picture of the worth of your business. Know what you need: Have an idea of what you need to make off the sale of the business so you can be as prepared as possible. If you are selling because of retirement, knowing what you can expect to make from the sale is an important component of your exit plan. This is the starting point: A business brokers opinion of value is only a starting point in selling a business. If the opinion of value comes back less than what you anticipated, you know you have time to do things like improve sales and review operation processes to make your business as streamlined and profitable as possible. What is important for business owners to know is that a down economy is just one part of the cycle we are in and an upswing will occur, Hottes stated. Those small business owners who take the time now to improve and prepare their businesses for sale will be the ones who will see their business sold at the best price possible. www.cabb.org. BOJ
Source: The California Association of Business Brokers

Business Opportunities Journal

10

IFA participates in White House Financing Forum

IFA in the White House


IFA President & CEO Matthew Shay Submits Policy Recommendations to help Franchise Businesses
WASHINGTON, Nov. 18, 2009International Franchise Association President & CEO Matthew Shay presented the IFAs public policy recommendations during a White House sponsored Small Business Financing Forum to help franchise businesses create more sustainable jobs. Treasury Secretary Tim Geithner and Small Business Administrator Karen G. Mills convened the forum on small business financing issues to explore new ideas and strategies for expanding access to financing for small businesses. The event, which President Obama called for in September during the announcement of his proposal to increase financing, included many of IFAs recommendations. The forum was billed as part of a larger effort to help small businesses grow, create new jobs and contribute to the economic recovery and to challenge the private sector to increase lending to small businesses. During the invitation-only event attended by lenders, policymakers and stakeholders, Shay outlined IFAs proposal, Solutions for the Economy: Leveraging the Strength of Franchising to Expedite Job Growth.
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We appreciate the Administration holding this event and the recognition by many policymakers of the importance that franchise businesses in our economic recovery, Shay said. We recommend that before new stimulus measures are passed, Congress quickly enact the SBA program enhancements the President called for last month, including a new maximum loan limit of $5 million. This one action item could create 650,000 new, sustainable jobs. The IFA policy paper included the following recommendations: Increase Small Business Access to Credit The IFA is recommending a renewed emphasis on loan programs for small business start-ups, expansions and acquisitions that will promote faster job creation and lead to a stronger recovery. Fifteen percent of all small business franchisees in the United States own between two and five units, and this category of franchise ownership is the fastest growing. If these businesses can grow at the five percent annual rate that we saw between 2001 and 2005, franchising will grow 16,250 new businesses per year.

Business Opportunities Journal

FRANCHISING
These new businesses will create 243,750 to 325,000 jobs (assuming 15-20 direct jobs per store) plus an additional 245,000 to 325,000 indirect jobs. Therefore, a larger loan limit, $5 million up from $2 million, will enable some of these franchise small business owners to expand relief is permanently enacted, franchised businesses will be better positioned to invest in growth strategies that create more jobs. Reduce the Cost of Health Insurance There is no doubt that the status quo is untenable and makes health insurance unaffordable for many small employers and their employees. For several years, the IFA has recommended legislation that would enable small employers to band together through national associations or franchise systems to purchase health insurance. Federal and state regulations often keep affordable healthcare coverage from being available to small employers or individuals. IFA is committed to any solution that increases access, improves quality and decreases the cost of health insurance. Support Veterans as Small Business Owners IFA recommends enhancing franchise business opportunities for returning military veterans by passing two key pieces of legislation. Help Veterans Own Franchises ActThe bill establishes a tax credit for franchisors equal to 50 percent of the total franchise discount offered to veterans, capped at $25,000 per unit. The military veteran franchisee would also realize a tax benefit of 25 percent of the remaining franchise fee. Veterans Self-Employment Act This legislation would allow veterans to use a portion of their Montgomery GI education benefits to defray the training costs associated with purchasing a franchise agreement. BOJ

The forum is being billed as part of a larger effort to help small businesses grow...
into new markets and help the U.S. create between 450,000 to 650,000 new jobs within the next 12 to 18 months. Eliminate Tax Uncertainties for Small Business Measures enacted in 2001 and 2003 provided essential tax relief for small businesses, and helped to kick start the economy after the attacks of September 11, 2001. This tax relief, however, is scheduled to end after 2010. Without action by Congress, for example, taxes will increase for 116 million income tax payers by an average of $1,800. Moreover, 27 million small business owners will face an average increase of $4,066. In addition IFA recommends enacting a permanent solution to the estate tax; extending the current capital gains tax rate of 15 percent, and permanently shortening the depreciation schedule for restaurant buildings to 15 years. If tax

...a renewed emphasis on loan programs for small business start-ups

FRANCHISING

Checkers Double Jump


Checkers Restaurants Nearly Doubles Openings in 2009 Despite Economy and adds 35+ Locations Across the Country in 2009
Tampa, FL November 17, 2009 Checkers Drive-In Restaurants, the largest double drive-thru chain in the United States, announced that the company has experienced substantial growth across the U.S. in 2009 with more than 35 new restaurant openings, a 70 percent increase over 2008. The new Checkers locations were in markets including New York, Florida, Michigan and Indiana, among others. These new restaurants represent one of the single largest number of openings in one year for the more than 20-year old company. The openings in 2009 were some of the most challenging in our history due to the current economic climate, said Rick Silva, chief executive officer of Checkers Drive-In Restaurants, Inc. Yet the strength of our product, business model, innovative design and franchisee network are the reasons weve succeeded while others may have struggled. Currently, Checkers Drive-In Restaurants has more than 820 locations open across the U.S. As for additional expansion, the company is seeking to add several new development agreements in key markets such as Baltimore, Philadelphia, Las Vegas, South Florida, Orlando and Atlanta. Part of Checkers recent success is also credited to the companys expansion into non-traditional locations such as airports, universities and turnpike plazas. That growth in combination with the advancement of end-cap and in-line designs is providing new and existing franchisees with a greater range of development options. To fuel this growth for 2010, Checkers is now actively seeking franchise candidates who possess strong financial backgrounds, a passion for their communities and the willingness to maximize their territorys sales through development agreements generally ranging in size from 3 10 units. Single restaurant development opportunities also exist in select markets as well as conversions into single and double drive-thru locations. Both non-traditional and conventional restaurant development are key components for Checkers to sustain the growth we experienced in 2009, and were confident our concept and product offering will continue to be attractive, said Lynette McKee, CFE, chief development officer of Checkers Drive-In Restaurants, Inc. Our extensive training, operational support, national marketing and supply chain benefits are just some of the reasons why our restaurant owners can focus on growing their business and the Checkers brand. Known for its full-flavored, hand seasoned burgers, thick shakes and famous seasoned fries; Checkers provides great tasting, fresh food for todays on-the-go guest. Signature items include the classic Big Buford, Champ Burger, loaded fries and new classic bone-in wings tossed in one of five flavors. Each location strives to serve top-quality meals at a great value with GuestObsessed hospitality, speed and accuracy. BOJ
Source: Checkers/Rallys Restaurants

Business Opportunities Journal

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FRANCHISING

United Franchise Groups Franchise Services Division Offers Franchising Tips for Entrepreneurs
WEST PALM BEACH, Fla. (Nov. 10, 2009) Dreaming of becoming a franchisor? Tony Foley, president of the franchise services division of United Franchise Group (http://www.ufgservices.com) has advice for entrepreneurs wondering whether their business is franchise-worthy. Despite an owners hopes and dreams, not every good business can become a successful franchise operation, says Foley. The business concept must have certain critical elements to translate well into franchising. UFGs services division provides a continuum of services designed to help entrepreneurs grow their businesses from a single unit into successful domestic and/or global brands. Foley offers the following tips to help owners determine whether their business has the potential to become a franchise operation: * Assess your profitability. Has the business proven to be successful on a local basis? If its not profitable, why would anyone buy it as a franchise? * Consider whether your business is teachable. Can someone else with no experience in this industry easily learn to run your business? A complicated and specialized product may be too difficult to pass on to others to replicate. * Remember location matters. Can the business be located in a strip shopping plaza in Anytown U.S.A.? Franchises that only
Business Opportunities Journal

work in an enclosed mall setting, or expensive custom-built, free-standing buildings arent always successful. * Think about tools of the trade. What kind of equipment is involved in the business? Is it expensive and hard to find? * An original idea is not required. Having a unique element is important but the concept doesnt have to be new. Food is king in franchising. Even though it seems theres a new pizza joint popping up daily, there will always be demand for pizza and many of these franchises will continue to be successful.

* Dont shy away from homebased concepts. Although these franchises are often more likely to be successful because of the low overhead and cost of entry, you may encounter challenges selling prospective franchisees on the concept since they cant touch and feel the business. * Get consultation. Its a bold jump to take a local business to the franchise level. Look for third-party consultants who will provide honest advice to help you determine upfront if your concept is even franchiseable. * If you have a dream, follow it. Some of the best franchise concepts were born from personal need. The moving franchise, Two Men And A Truck, was born when a Michigan woman thought there should be an easier way to move her son to college. While 30 years of experience tells us that these are tried and true tests, we cant guarantee everyone who follows our advice will be a successful franchisor, says Foley. The industry is evolving. Today, were seeing more and more female entrepreneurs make it big with a great idea and a smart business plan. BOJ
Source: United Franchise Group

IFA Promotes Franchise Model To Chinese Delegation


WASHINGTON, Nov. 24, 2009 The International Franchise Association hosted over 20 leaders from the Chinese Ministry of Commerce and Chinese companies at its headquarters in Washington to exchange best practices and marketplace solutions to promote franchising in the United States and China. We are honored to host the Chinese delegation as part of our ongoing outreach efforts to promote the importance of franchising to the global economy, said IFA Vice President of U.S. & International Development Scott Lehr. Promoting fair franchise laws around the world and fostering a greater understanding of the franchise model helps governments understand how franchise businesses can grow and sustain healthy economies around the world. Lehr explained that the meeting was part of an ongoing partnership between the U.S. and China to promote the franchise model. The Chinese delegation was organized by the Ministry of Commerce of the Peoples Republic of China in coordination with the U.S. Commercial Service at the U.S. Department

of Commerce. Lehr, along with IFA Vice President of Government Relations David French and IFA Educational Foundation President John Reynolds, updated the delegation on U.S. issues impacting franchising and the economic impact of franchising in the United States. They were also joined by Philip Zeidman and Toa Xu from the law firm of DLA Piper who updated the group on franchising laws worldwide. The meeting was very helpful in understanding the challenges and opportunities for U.S. companies to expand into China, Lehr said. We are hopeful that the more Chinese officials learn about the sound rules and regulations we have in the United States, the more they improve their own laws and regulations to promote franchising. Chinas GDP is $7.8 trillion and is growing at a real rate of 9.8 percent per year. China is one the fastest growing countries for expansion for franchising. China franchise systems grew to 2,800 by the end of 2007, an increase of 7.7 percent over the year before. The total number of the commercial franchise outlets in China exceeded 230,000 at the end of 2007. BOJ
Source: The International Franchise Association

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Business Opportunities Journal

GREEN BUSINESS

The Time Is Now!


Industry leaders: THE TIME IS NOW, says Jeff Immelt, chairman & CEO of GE, at press conference in Copenhagen with the Danish Minister of Climate & Energy

Business Opportunities Journal

Industry Leaders:

The Time Is Now!


Agreement in Copenhagen in December could create millions of new green jobs, unleash huge investments in new, low carbon markets and thereby spur economic growth. This was the message delivered by Jeff Immelt, Chairman and CEO of General Electric, one of the worlds largest corporations, during a visit to Copenhagen where the UN Climate Change Conference (COP15) is to commence. The Copenhagen Climate Council, which was hosting Jeff Immelt, announced that he had the support of the Council and a group of some of the worlds most significant industry leaders from five continents, including Li Xiaolin, CEO and chairwoman of China Power Development, China, and Ratan Tata, CEO of Tata Group, India (see joint statement and list of supporting business leaders below). These industry leaders also stressed that the cost of failure in Copenhagen is high. Strong choices now are also economically smart. Tackling energy diversity and implementing a low carbon strategy now will cost less over the long term than waiting years to address it, they say. Addressing the press conference, Immelt, said: In business you always say when is the right time, and we think the right time is now. If you have high unemployment, this is one of the ways to create jobs. Everyone wants to lead in green technology. Every Prime Minister, every President. The pipeline is very rich. Entrepreneurship is strong. Corporate commitment is high. We should

GREEN BUSINESS
not see technology as a barrier but a facilitator. The investments we make will be around long after we are gone and creating them without a framework will be more difficult. Countries have to decide whether they are leaders or followers. He added: Our belief is that there needs to be a price for carbon and if there is a price, the technology will decide. GE and other big companies have really said its time for the US to drive forward the need for solutions to climate change. The Danish Minister for Climate and Energy, Connie Hedegaard, said: If we miss this opportunity, it will not come back and we lose a global momentum that has been building over several years. In case of failure, business will be the biggest loser. So I warmly welcome the message today from business. Look at the names: This is not just any group of CEOs. These CEOs are leading the worlds largest corporations and I really hope that their voice is heard all over the world. I strongly support their message: We must not let the world off the hook. Erik Rasmussen, founder of the Copenhagen Climate Council, added: I see this statement as a powerful response to the lobby against a new climate change treaty. They have so far been too successful. Now business leaders must state loud and clear as this impressive group does today that combating global warming is a way to create renewed growth and prosperity and that the costs of inaction are too high. We need to hear this voice in order to build the necessary political confidence. BOJ
Source: Copenhagen Climate Council

Business Opportunities Journal

20

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21 Business Opportunities Journal

GREEN BUSINESS

Private Luxury Flights Go Green with Avantair


Expanding Private Aircraft Operator Offers Lowest Fuel Burn and Carbon Emissions in the Industry
CLEARWATER, Fla. -- October 20, 2009 -- Avantair, Inc., (OTCBB: AAIR), the only publicly traded stand-alone private aircraft operator, attributes its continued growth in an otherwise contracting marketplace to eco-friendly operations and standard-setting aircraft. As the sole North American provider of fractional shares and flight time cards for the Piaggio Avanti, Avantair is a major contributor to recent reports that business aircraft flight activity is at its highest level since last October, according to data released by Aviation Research Group/US (ARG/ US). The report states: Part 135 flying was down just 3.5 percent compared with the same month last year, while fractional activity fell 7.7 percent, ARG/US data shows. However, fractional turboprop flying is up 24.4 percent, thanks to fractional provider Avantair. Avantair is the sole private aircraft operator of multi-engine turboprops, and is the only fractional operator experiencing flight hour growth across all private aircraft categories mentioned in the report. At a time when travelers are evaluating their transportation options, Avantairs environmentally conscious aircraft and flight programs stimulate owner deBusiness Opportunities Journal

mand. Avantairs Piaggio Avanti aircraft feature innovative engineering enabling the lowest fuel burn and carbon emissions in the industry. The aircraft fly at a brisk 450 mph while burning 40 percent less fuel than competitors; this in turn leads to an average of 35 percent less carbon emissions, as well as lower overall costs. The aircraft also feature the same size cabin cross section as a super midsize aircraft and one of the quietest rides.

clean energy and greenhouse gas reduction projects throughout the US. The TerraPass credits fund three types of carbon emission reduction programs to support: (1) clean energy such as wind; (2) farm power such as dairy farm methane digesters; and (3) landfill gas capture which reduces the impact of human waste. This allows Avantair the unique ability to provide luxurious private jet travel while also maintaining a minimal carbon footprint when compared to competitors. Avantair has offset over 5.8 million lbs. of CO2 on behalf of its owners to date. At Avantair, we want to take responsibility for changing the conventional aviation practices by offering our customers a fuel-efficient, greener way to travel in comfort and class, said Steven Santo, founder and CEO of Avantair. Avantair recently announced fleet expansion of three Piaggio Avanti aircraft deliveries, with another delivery to follow this year. Avantairs fleet growth comes despite an industry downturn of 40 percent fewer jets sold in 2009 to fractional owners, according to Business Aviation Outlook, Fractional Ownership and Jet Cards by Rolland Vincent Associates. BOJ
Source: Avantair, Inc.

The advanced design of the Piaggio Avanti lends itself to a spacious, luxurious stand-up cabin with oversized leather seats and plenty of workspace. Setting the pace towards greener aviation, Avantair was first in the industry to offset aircraft carbon emissions by purchasing Flight TerraPass credits for all new owners. TerraPass works by funding
22

U.S. WIND ENERGY INDUSTRY INSTALLS OVER 1,600 MW


Washington D.C. The American Wind Energy Association (AWEA) reported in its third quarter (Q3) market report that the U.S. wind energy industry installed 1,649 megawatts (MW) of new power generating capacity in the third quarteran amount higher than either the 2nd quarter of 2009 or the 3rd quarter of 2008bringing the total capacity added this year to date to over 5,800 MW. AWEA also reported that wind turbine manufacturing still lags below 2008 levels, in both production and new announcements. Wind power installations are up, and that is good news for Americas economy, environment, and energy security, said AWEA CEO Denise Bode. But manufacturing, which has the potential to employ many more Americans in good, clean energy jobs, remains uncertain. A firm, long-term national commitment to renewable energy is still needed for the U.S. to become a wind turbine manufacturing powerhouse and create hundreds of thousands of jobs. Since the early July announcement of rules to implement the stimulus bill, the wind industry has seen over 1,600 MW (enough to serve the equivalent of 480,000 average households) of completed projects, and over 1,700 MW of construction starts. These projects equate to about $6.5 billion in new investment. AWEA does not expect the fourth quarter of 2009 to be as strong as the fourth quarter of 2008 since the 5,000 MW now under construction is nearly 38% lower than the over 8,000 MW under construction at this time last year. The total wind power capacity now operating in the U.S. is over 31,000 MW, generating enough electricity to power the equivalent of nearly 9 million homes, avoiding the emissions of 57 million tons of carbon annually and reducing expected carbon emissions from the electricity sector by 2.5%. The state posting the fastest growth rate in the third quarter was Arizona, which installed its first utility-scale project. Pennsylvania ranked 2nd in growth

with 29%, followed by Illinois with 22%, Wyoming with 21%, and New Mexico with 20%. Washington D.C.The American Wind
Source: American Wind Energy Association

AWEA APPLAUDS ADMINISTRATIONS STEPS TO STREAMLINE TRANSMISSION


Energy Association (AWEA) enthusiastically supports a new policy announced by the administration that will greatly facilitate efforts to access world-class renewable energy resources currently stranded in remote parts of the country. The Memorandum of Understanding (MOU) announced today will streamline the transmission permitting process for federal lands by improving coordination among nine federal agencies and creating timelines to limit delays in the permit approval process. The wind industry applauds the Obama administration for recognizing the need to address transmission barriers and enacting a measure to improve the speed and ease with which transmission can be constructed across federal lands. This MOU is an important step towards putting more of our abundant renewable energy resources to use, powering American homes and businesses with clean, domestic sources of energy while creating thousands of high-paying jobs here in America noted AWEAs CEO Denise Bode. Currently, lengthy delays in the process of obtaining the necessary permits from federal agencies to build transmission lines across federal land are a major barrier to accessing the countrys best renewable energy resources. This is particularly true in the Western U.S. where the federal government owns more than one-half of the land and any interstate transmission line is likely to cross land controlled by one or more federal entities. AWEAs Bode added, The policy announced today is an important complement to legislative measures that have been proposed in the Senate to update policies that govern how transmission is
23

planned, paid for, and permitted. Investment in our grid has lagged because our transmission policies have failed to keep up with changes in the electric sector, like the growing need to access renewable energy resources. Reforms like the steps announced today are critical for meeting our countrys clean energy and climate goals, and we urge Congress, the Administration, and state and federal regulatory authorities to take further action to streamline transmission permitting processes and implement broad transmission cost allocation policies. Cleveland, OH quasar energy group
Source: American Wind Energy Association

quasar energy group AND PPG TEAM UP


(formerly Schmack BioEnergy) has entered into a multi-year agreement to manage the Lime Lakes Reclamation project at PPG Industries Barberton, Ohio, plant. quasar and PPG have partnered together with the goal of accelerating the reclamation project while maintaining PPGs commitment to environmental compliance and community relations. For more than 70 years, PPG produced soda ash to make plate glass at the Barberton plant. The liquid and solid wastes were pumped from the soda ash operation into six ponds covering more than 600 acres. The result from the historically accepted practice created lime lakes, where the fine-grained lime spoil is too alkaline and lacks nutrients to support vegetation. Since 1985, approved biosolids have been mixed on site with the lime spoil to create a stable soil matrix that supports long-term vegetation growth and wildlife habitat. PPG has won numerous awards for its reclamation efforts, including national certification from the Wildlife Habitat Council. PPG chose quasar for our turnkey approach from feasibility, engineering, marketing and contracting capabilities through project completion, said Mel Kurtz, President of quasar. We anticipate that this new partnership will allow the lime lakes reclamation activities to be completed in half of the original schedule, by the end of 2016.
Source: quasar energy group
Business Opportunities Journal

GREEN BUSINESS

CALIFORNIA GREEN JOBS


Out Pacing the rest of Californias Economy!?

Sacramento, CA - New data released shows that California green businesses have increased 45 percent in number and 36 percent in employment from 1995 to 2008 while total jobs in California expanded only 13 percent. As the economy slowed between 2007 and 2008, total employment fell 1 percent, but green jobs continued to grow five percent. The Sacramento Area led the pack with job growth of 87 percent from 1995 to 2008, followed by the San Diego Region (57 percent), the Bay Area (51 percent), and Orange County and Inland Empire (50 percent). Many Shades of Green: Diversity and Distribution of Californias Green Jobs, released by the nonpartisan Next 10 and Collaborative Economics, provides the most comprehensive green jobs accounting to date, systematically tracking the most recent available data on green companies, job type, location and growth across every sector and region of California. Data show that green sector businesses are taking root across every region of California, generating jobs across a wide spectrum of skill levels and earnings potential, said F. Noel Perry, founder of Next 10. While green jobs clearly cannot solve the states current unemployment challenges, over time these jobs
Business Opportunities Journal 24

could become a growing portion of total jobs in California. Market certainty provided by Californias forward thinking policies combined with ingenuity and the pioneering spirit has put California ahead of the green technology pack. As global demand for these technologies increases, driven by rising fuel prices and policy, so too will our widely dispersed green economy, according to Perry. While the absolute numbers of green jobs are not large, they are comparable to the biotech and software sectors, according to the report. Highlights of Californias Core Green Economy: Between 1995-2008, green businesses increased 45 percent, green jobs grew 36 percent while total jobs in the state grew only 13 percent. Even in rural areas with a smaller economic base, green jobs are growing faster than the overall economy. Between 2007-2008, green jobs grew 5 percent while total jobs dropped one percent.

Manufacturing represents 21 percent of all green jobs, and grew 19 percent, while manufacturing represents only 11 percent of all jobs in California (January 2008.) Half of all manufacturing jobs are split between Energy Efficiency and Energy Generation. Services accounted for 45 percent of all California green jobs, the largest portion in Environmental Consulting.

With nearly 43,000 jobs in 2008, Air & Environment is the largest of Californias green segments. While this segments jobs remained steady, hovering around 35,000 from 1995-2005, since 2005 the number of green jobs in this segment has increased 24 percent. From 1995-2008, Energy Generation employment expanded 61 percent by nearly 10,000 jobs. Solar makes up the largest portion, and strongest growth (63 percent).

Energy Efficiency Job Growth 1995 to 2008

2008 Employment Concentration in Energy Efficiency Jobs (a value of 1.0 indicates employment concentration equal to the state average.) Less than 1.0

1.0 to 1.4

1.5 to 2.0

More than 2.0

Data Source: Green Establishment Database Graphic: Next 10

25

Business Opportunities Journal

GREEN BUSINESS

Employment in Energy Efficiency increased 63 percent from 1995-2008. Employment in Green Transportation has increased 152 percent since 1995. Green Transportation Jobs are primarily in Motor Vehicles & Equipment and Alternative Fuels, with the latter growing faster at 201 percent, and representing 48 percent of all jobs in this segment. Green Logistics is an emerging field, only in the Bay Area at present, with employment growing by 1144 percent since 1995. Regional Highlights: The Sacramento Area led the pack with green job growth of 87 percent. The San Joaquin Valley green jobs concentration in alternative fuels is three times the state average. The Bay Area had the largest number of energy generation jobs (roughly 7,000). Los Angeles energy efficiency jobs grew by 77 percent.

Orange County green transportation jobs grew 1,875 percent including alternative fuels and motor vehicles and equipment. Inland Empire energy generation jobs grew by 85 percent with high concentrations in solar and wind. California is home to companies driving technological advances in clean energy products and services, said Collaborative Economics CEO Doug Henton. Green technology has the potential to do for energy, the worlds largest sector by revenue, what IT did for communications. As a first mover, we are well positioned to capture the fast emerging multibillion-dollar global green market. The new analysis serves as a companion to Next 10s Annual California Green Innovation Index (next issue: March 2010) and builds on the Green Business Analysis published in the Index since 2008. Both analyses were conducted by Collaborative Economics, using data from New Energy Finance, Clean Tech GroupTM, LLC, and The National Establishments Time-Series (NETS) database based on Dun & Bradstreet business-unit data. BOJ
Source: www.Next10.com

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SMALL BUSINESS

Short C rc i i Stress i u t ng
b Ay Hthn y mK uces
Entrepreneurs face a lot of stress, to put it mildly. From developing the business model, dealing with vendor shortfalls, obtaining financing and fundraising, to sorting out growing pains related to partners and new staff members, budding business owners face major hurdles on a daily basis. Moreover, the schedule can be grueling (picture 7 days a week for the first year or so). So simple old stress, takes on a whole new meaning for those who have left a comfort zone to launch a new venture. As AmyK Hutchens, founder of AmyK Inc., explains, stress can not only be unpleasant it can actually impact your immune system. In the following article, Hutchens offers a few tips to tackle stress:

For every six minutes you experience a high state of negative stress it takes your immune system six hours to recover. That doesnt stress you out does it?! Experiencing a rotten, lousy, no good, stressful day creates a chronic cycle that wears your immune system down, leaving you exhausted, sick and feeling even more stressed. The goal, however, isnt to get rid of stress our brains are hard-wired for it, and we actually need some stress (called eustress) in order to function. The goal is to short-circuit the negative cycle. Stress has been around since the first human tried to light a fire and failed, only to have his girlfriend show him how its done. Telling your brain that not having enough time in the day does not equate to being eaten by a sabre-tooth tiger doesnt work. Attempting to convince your brain that the wooly mammoth in front of you is really just your boss or your mother-in-law is next to impossible. Your brain doesnt distinguish the difference. Youve got better odds teaching your brain that the sabertooth tiger is actually a house cat and that your mother-in-law really doesnt care that you cant cook. Seems simple. It is simple, its just not easy, especially when your mother-inlaw sighs every time you look at your cookbook. Stress starts in the brain and then
Business Opportunities Journal

Reducing stress is not about creating balance its about getting focused.
spreads throughout your body. The part of the brain that processes your emotions also controls your immune system. Ever experience a stressful week and then get a chance to take a few days off only to find yourself nursing a cold while on vacation? Within seventy-two hours of a significantly stressful event your body manifests some type of physiological symptom. Its as if you internally vent on your way home, your brain hears you and empathizes with you, and then gives you a migraine, or acne, or both! Really, your brain was just trying to prove you right, you are stressed, so voila, your body now proves it too! Twenty percent of the oxygen of every breath you take goes straight to your brain. When were stressed, one of the
28

first things that changes in our bodies is our breathing - it gets shallower and we take in less oxygenso right now just breathe. Take a deep breath inhale slowly, exhale slowly and repeat. Your brain thanks you, and, it will think more clearly for you, more rationally, thus preventing you from throwing that cookbook at a certain someone. The mere thought of the holidays sends some people straight into stressed-out orbit. The ubiquitous themes of time, not enough of it; money, not enough of that; food, way too much of that; and relationships, pleasing everybody, can cause extra anxiety. This year, give yourself a present first: the ability to stop the stress cycle early, before it sends you to bed. And while it may seem like a great place to escape your boss and mother-in-law, there are better ways to spend the holidays. Short Circuit the Stress Cycle 1. Prioritize & Simplify Reducing stress is not about creating balance its about getting focused. Balance is a myth. Lets get real - when it comes to life activities there is no such thing as balance, only priorities. If you strive for balance youll only add to your stress levels, not reduce them, but if you change your priorities, your focus, you will immediately start reducing your stress and feel more in control of how you utilize your time.

Successfully dealing with lifes pressures, demands, and hassles means you need to appropriately respond and manage the tasks at hand in order of priority. Create a list of what you value and need to accomplish over the next two days. (Dont forget that YOU should and need to be on that list.) Assign each priority a chunk of time and then live within the parameters of that scheduled list. Follow up that time-framed list with another list of new priorities or re-prioritized activities. Every two days (or week) you can create a new list that outlines and accounts for all your responsibilities.

try. Humor releases endorphins and antibody enhancers which aid your immune system. Schedule 30 minutes to watch a funny sitcom or read a humorous book. If 30 minutes just doesnt exist today, then give yourself a five minute giggle and watch a youtube video. There are many short clips of truly funny comedians and silly people who will definitely give you a smile that will last awhile.

The goal is to shortcircuit the negative cycle


Simplify 1 thing each day. It may be a priority that you serve your family dinner tonight. Its not a priority that you cook it. You can pick up take-out, or pull something out of the freezer. Choose 1 activity each day and find a way to reduce the time it takes, or the energy it requires of you to complete it. 2. Place yourself in time-out. The purpose of putting a toddler in time-out is to re-set her attitude and improve her behavior. (If only we could use that with our colleagues.) Take some time to be silent and reflective, even if its just 3-5 minutes. There is scientific proof that doing so can decrease blood pressure, pulse rate, and improve blood circulation. By removing yourself from a stressful environment or giving yourself a moment to biologically shift, you aid your immune system in getting back to healthy. A few deep breaths while youre in time-out is an added bonus. 3. Get a giggle. Laughter reduces your stress hormones and literally changes your body chemis-

stressed. Sane people know that arguing with reality only creates more stress because reality always wins. Let it win, and let it go. The goal is to change your perspective to less painful thoughts. Your boss may still growl and snarl, your mother-in-law may still sigh, but wouldnt it be wonderful if you handed her the spatula and said, Im so glad youre great at cooking. Please, by all means, my kitchen is su kitchen. And with that, you have not only changed your perspective, youve simplified your life, and given yourself a thirty minute time-out to go watch that sitcom youve been wanting to watch all week. Life is good. BOJ About the Author: AmyK Hutchens, Founder and Intelligence Activist, AmyK Inc., is a world renowned speaker, consultant and executive coach. She is best known for helping business leaders capitalize on how the brain and human perception filters work to help them be more effective in business and their personal lives. Follow AmyK on Twitter @ AmyKinc or visit at www.amyk.com

4. Put it in perspective. Changing your perspective, your thoughts, is the most effective tool we have for reducing our stress and its the least used tool by people when theyre experiencing stress. When stressed out individuals scream, I dont have five bleep-itybleep minutes to watch a YouTube video! there is one thought, one shift in perspective that helps a lot. Its only five minutes. Big bleep-ity-bleep deal. There are 10,080 minutes in a week. Take 5 of them, so the other 10,075 minutes are more peaceful, more positive, more meaningful. Typically, upon hearing this news, these frenetic, time-obsessed totally stressed out individuals stop holding their breath and suck in a large volume of oxygen. Its a great start! The objective isnt to fight circumstances. Youre not insane, just
29

Business Opportunities Journal

SMALL BUSINESS

Whats Your Tie Breaker?


by Joe Calloway
Right now there are potential customers for your business trying to decide whether or not to choose you. Unfortunately, most of them cant see much difference between you and your competition. Youve all got good quality products or services. You all seem to have competent, helpful people. It all pretty much just looks the same. That leaves one factor to drive the decision: price. Welcome to the commodity trap. Its a place in which lowest price almost always wins because customers dont see any other difference. Its not a place where most companies want to compete. To escape the commodity trap, you have to answer the toughest question in business: Why should I choose you? From banking services and insurance products to fast food restaurants and medical clinics, todays buyers just dont see much difference in their choices. Unless you want to compete on price, you have to clearly differentiate from your competition. You have to have a tiebreaker. You have to give potential customers a reason to say, Ok, thats the difference. That makes my decision. The good news is that you probably have one or more tiebreakers right now, you just havent developed them as such. Tiebreakers usually arent anything particularly unusual or exotic, but more often the mastery of a basic customers expectation. The best way to discover and develop your tiebreakers is to list your customers basic expectations of you. Start by choosing one basic customer expectation and stake your claim with it. Improve your performance in that area until it becomes your turf, and clearly differentiates you from your competition. Reach the point where you have mastered the differentiator and can confidently say, Nobody does this like we do. While basic expectations will vary depending on the nature of your customers, i.e. consumer retail or business to business, here are some typical areas that can prove to be powerful tiebreakers to differentiate you from the competition: Be the fastest: Quick response and always on time. Become known for returning customers calls within one hour, guaranteeing two-day delivery but always doing it in one, paying your customer if you are late for a service call, or responding to e-mails with lightning speed. In todays I want it yesterday world, being known for quick response or always being on time can be a powerful differentiator. Be the easiest to do business with: Become the no hassle choice. This has been listed as the number one factor with business-to-business customers, and it has equal importance with retail consumers. Look at every aspect of how you interface with customers and correct anything that might make you the least bit difficult to do business with. Are your invoices clear and easily understood? Is your Web site easy to navigate? Do you empower employees to say yes to customers without always having to get approval from a manager? Be easy to deal with and win more business. Let the customer choose: Offer more selection and customization. Todays customers want exactly what they want, exactly how they want it. Whether its the music mix on their iPod or their no fat, no whip, double shot, extra hot latte with a shot of vanilla at the coffee shop, everyone wants it their way. Let the customers decide. Give them what they want, not what you want to give them. Demonstrate value: Competitive price and clear value. You dont have to have the lowest price, but you do have to demonstrate that youre a great deal. Thats the essence of value. Never take for granted that your customers understand that youre worth what you charge. Spell it out for them. Educate your customers. Its not their job to see your value, its your job to show them. All it may take is a realization of Oh, I didnt understand before how that was saving me money for you to lock in customer loyalty. Value can also be as simple as sending seven when the customer orders six. Be relevant: Take a big picture approach to serving your customer. Look beyond the immediate needs of your customers to a bigger picture view of how you can help them succeed, make their
continued on page 39

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Business Opportunities Journal


1/6/09 10:34:18 AM

SMALL BUSINESS

Mom and Pop Businesses Fight to Survive Recession


The Small Business Administration (SBA) reported recently in The Small Business Economy: A Report to the President, that unincorporated self-employment fell from an average of 10.4 million in 2007 to 9.6 million by the end of 2008. During the first three quarters of 2008, the U.S. lost 1,695,000 jobs, of which 60 percent were in small businesses. Half of all Americans who work in the private sector are employed by a small firm. Construction, an industry dominated by small firms, lost 682,000 jobs in 2008 and the fourth quarter Gross Domestic Product was down 6.3 percent on an annualized basis, even though it saw a 1.1 percent overall gain for the year.
Continued on page 34

Online Edition

Rent Your Vacation Home Now

BusinessOpportunitiesJournal
477 DECEMBER 2008 I ISSUE

Online Editio n
JANUARY

,Franchising SpecializinginBusinessOpportunities

andRealEstateInvestments

Todays economic crisis is threatening the viability of Americas small businesses. Operations are becoming skeletal. Costs of operation skyrocket while retail prices plummet. Employees are scant or non-existent and anxiety mounts as small establishments struggle to make ends meet. Mid 2008, small businesses were concerned about decreasing sales and inflation, but by years end, access to credit was a major concern, as lending institutions tightened their belts to small business loans. Many have since transitioned to a Mom and Pop organization, as Americas backbone weakens. Two years ago we had 11 employees, states Najia Moustafi, co-owner of Andiamos Italian Bistro in Scottsdale, Arizona. Now its just me, my husband, Joe, and our two sons. We all do whatever has to be done: mop floors, wash dishes, bus tables, bartend, cook, host and wait tables. Were not afraid to do it all! Although our costs have increased by more than 50 percent and revenues have decreased by more than that amount, its our loyal, returning customer base and sheer determination that have kept our restaurant alive. According to a study by the Raymond Institute and Massachusetts Mutual, 89% of all businesses in the United States are family-owned and operated and represent 64% of the Gross National Product. Not all family-owned and run businesses, however, are Mom and Pop. Wal-Mart is a family business run by the founders son; and the Ford family still owns 40 percent of the voting stock in their prestigious firm. Over 20,000 privately-held family businesses have over $1M in annual sales. Many Mom and Pop businesses are, in fact, micro businessesdefined as employing five or fewer employees that started with $35,000 or less and gross under $1M a year.

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Business Opportunities Journal

32

SMALL BUSINESS
According to the SBA report, The National Bureau of Economic Research determined that the U.S. recession began in December of 2007, and economic conditions deteriorated as 2008 drew to a close. Business borrowing plunged in the fourth quarter of 2008 to a level comparable to the 2001 recession. New York Citys Mom and Pop owners, like others across the nation, faced a personal crisis as bank loans disappeared and customer spending evaporated. New York Citys 220,000 small businesses are the citys most significant tax revenue producer. The New York Daily News reported recently that to assist the ailing businesses, City Hall is supporting a proposed $700M stimulus package, as banks have slashed federally-backed small business loans by nearly 40 percent. Fortysix percent of the countrys micro business owners say that the current downturn is the worst theyve ever seen. Legislature passed a $3,000 tax credit for small business owners for each full-time employee they hired. Many small businesses are in need of this type of direct and immediate funding for simple daily operations. This country was built on small business, states Tim Morgan, owner of Walton Thriftway in Roane County, West Virginia. So many small towns have seen their Mom and Pop stores closed due to giants. Diversifying and continuing to change with the marketplace helps keep our doors open. Both SmallBusinessNotes.com and AllBusiness. com encourage entrepreneurs like Morgan and the Moustafis of Andiamos to stay engaged in their business by revisiting their business plan, improving customer satisfaction, forming alliances within the industry, and continuing their marketing endeavors. Less expensive and more effective than past advertising methods, are internet and social media networking, as well as improved website design combined with search engine optimization (SEO). Big corporations are losing the search engine marketing war to mom and pop, claims Nick Stamoulis of Brick Marketing. Individuals are the ones who are using the tools online to compete and win. Troy Bohlke, President of Niche Focus Group, adds, Were having tremendous results implementing public relations, social media and SEO for our clients. Its cheaper than traditional marketing methods and much more effective at reaching their targeted audience. Considering that 80 percent of all consumers research a business online before they buy, this is the way for todays businesses, big or small, to stay in the game and survive. Niche Focus Group is a business development and marketing strategy firm in Phoenix, Arizona. Public or private funding, analyzing business practices, focusing on customer service with a lot of patience and hard work are managing to keep many small businesses alive. Najia of Andiamos Italian Bistro sums it up by saying, Liquor sales are down 20 percent and people are spending much less overall. The number of to go boxes has tripled in the last year. Weve reduced our prices and removed the high-ticket items from the menu completely. One month we offered free appetizers, another month we took $10 off every bill over a certain amount. Last summer we offered three-course dinners for $20 each. This is just who we are. We want to keep going for our customers, so we make changes and work really hard. The economy will improve eventually. Were just grateful for every day that were still here. BOJ
Source: Niche Focus Group
Business Opportunities Journal 34

...89% of all businesses in the United States are family-owned and operated and represent 64% of the Gross National Product.

The new Obama Administration sought its own stimulus package with the appearance of 2009. Obama signed the American Recovery and Reinvestment Act, which, among other things, increased funding for the SBA by $730M, a significant amount targeted to lower fees for SBA-guaranteed loans and to support economic development and entrepreneurship. In January, the

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SMALL BUSINESS COLUMNIST Cliff Ennico

Breaking Up Can Be Very, Very Hard To Do


I have been in a retail business with a partner for several years (we have a limited liability company). The business has been clobbered by the economy, and we have decided to shut it down. There is no bank debt, thank goodness, but we do have a lease and some credit card balances that we have both personally guaranteed. We also owe quite a bit to suppliers, and one of us has loaned a substantial amount of money to the business, which the other partner hasnt. Theres also a good chance we have some debt we dont know about, as we havent exactly kept perfect books and records over the years. Whats the best way for us to get out of this business and get on with our lives? You cannot imagine how many e-mail messages like this one Im getting these days. Lets tackle the tough one first the lease. Most commercial leases do not allow you to simply hand the keys back and walk away from the premises any time you like. However, you may be able to negotiate an early termination now, especially if the premises are in a desirable location and theres a good chance the landlord will find a new tenant fairly quickly. Here are some suggestions:

* Give the landlord plenty of advance notice try to make your rent payments as long as you can to give the landlord enough time to advertise the premises for rent, contact brokers, and sign up a new tenant. * Offer to let the landlord keep your security deposit in exchange for releasing you from your personal guaranties, with the understanding your LLC will still be on the hook for future rent payments. * Find someone who can sublease your premises for the remainder of your lease term at a rental slightly less than what you are currently paying that way you will be liable only for the difference between what the sublessee pays and what you were required to pay. Next, calculate the amount of other debt the two of you have personally guaranteed, and figure out if selling all of your equipment, inventory and other LLC assets will pay these in full. Be sure to include any sales, use, and other taxes you may owe for the current year, as in many states you are personally liable for these even if you have an LLC. If liquidating these assets wont pay all the debts, work out an agreement as to how the two of you will split the shortfall. Assuming you can pay all personallyguaranteed debt by liquidating the LLC assets, with some money left over, prioritize your other debts and work out a plan as to who will be paid, and in what order. Accountants, lawyers and other professionals whose help you may need to close your doors and deal with unhappy creditors should be first in line for payment. You have indicated that this business may have some unknown liabilities. Since you probably dont have good enough records to know if you personally

guaranteed these or not, its best to set up a reserve account in a local bank and deposit in that account your best guess as to what the amount of these liabilities would be. The account would exist for one year after your LLC dissolves (more on that later), and if any liabilities crop up you didnt know about, you would pay them out of the account. If theres any money left in the account at the end of the year, you would close the account and pay yourselves back the balance. As for the loans one of you has made to the LLC, that partner will probably have to write them off as bad debts if he legally can. If theres any money left over after paying all the other debts, it will probably be paid to the lending partner so he can recoup at least some of these losses. Once you have worked out how all the debt will be paid, its time to dissolve and liquidate the LLC. Your attorney will file a Certificate of Dissolution with your state Secretary of States office, your accountant will file final tax returns with all tax authorities, and your LLC will cease taking on new business. You will liquidate all the LLC assets, pay all debts, and distribute any money left over to yourselves as the LLC owners. Your LLC will continue to exist until all winding up activities have been completed, so you can continue to use the LLC name as long as you dont take on any new business. One last thing: you should review your LLC Operating Agreement (similar to a partnership agreement) to determine if there are any noncompete or other provisions that would survive the liquidation of the LLC. If there are, give some thought to renegotiating those so you are free to pursue whatever future dream awaits. BOJ

Cliff Ennico (crennico@gmail.com) is a syndicated columnist, author and former host of the PBS television series Money Hunt. This column is no substitute for legal, tax or financial advice, which can be furnished only by a qualified professional licensed in your state. To find out more about Cliff Ennico and other Creators Syndicate writers and cartoonists, visit our Web page at www.creators.com. COPYRIGHT 2009 CLIFFORD R. ENNICO. DISTRIBUTED BY CREATORS.COM

35

Business Opportunities Journal

REAL ESTATE

CONSTRUCTION RECOVERY?

Congress and Administration Must Embrace Pro-Growth Measures to Stem Private Spending Declines of Over 20 Percent to Avoid Greater Job Losses, Nations Contractors Urge

The construction industry continues to suffer from significant declines in privately-funded construction investments, with new federal figures showing private construction investments declined by 20.6 percent between September 2008 and September 2009. The new Census Bureau figures show theres no sign of an economic recovery yet for the nations construction industry, the Associated General Contractors of America noted today. These figures show just how dire business condiBusiness Opportunities Journal 36

tions are for the nations contractors and their six million plus employees, said Stephen E. Sandherr, the associations chief executive officer. The only green shoots contractors are seeing are the weeds sprouting around their idle construction equipment. The federal figures show the annualized rate of private construction spending declined from $774 billion a year in September 2008 to $614 billion a year in September 2009, Sandherr noted. On the nonresidential side alone, construction spending
continued on page 39

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REAL ESTATE

Michelle Steel, Third District member of the State Board of Equalization (BOE), announced that most California homeowners will see a slight decline in property tax bills due to deflation. This is the first time such a broad scale reduction in property tax base values has occurred. Property owners should be mindful of the current value of their property, and bring any irregularities to the attention of their County Assessor, said Steel. Nearly all real estate in California is assessed under the terms of Proposition 13, the 1978 ballot initiative that generally requires real property to be taxed on the basis of its fair market value as of the most recent change in ownership. Under Proposition 13, once such a base year value is established, it must be adjusted in subsequent years by an inflation factor, but any increases resulting from these annual adjustments are capped at 2 percent per year.

Since the passage of Proposition 13, the inflation factor has never been negative, and in all but five years the inflation factor has been 2 percent or higher. With negative inflation occurring over the 12 month period ending in October, all Proposition 13 base year values must be adjusted downward to reflect the deflation. The BOEs preliminary estimate is based on U.S. Bureau of Labor Statistics Consumer Price Index (CPI) numbers released in mid-November. The California Department of Industrial Relations calculates the California Consumer Price Index (CCPI) using the same price data. The official CCPI number will be released soon, following which the BOE will notify county assessors of the rate to apply to assessed property values. This official notification will come through a Letter to Assessors released in December. The announced adjustment factor will be reflected in assessments made as of January 1, 2010. The base year adjustments will be reflected on tax bills sent out in October 2010 and due by December 10, 2010 and April 10, 2011. Property taxes are collected by local county tax collectors and are used at the local level to fund local programs and services. BOE staff released an opinion in September of this year determining that if infla-

tion turns to deflation in any year, the adjustment factor must go negative. Even with this base year value reduction reflecting the deflation, some property owners may not see a reduction in their properties assessed values. An example of where this would occur is if the assessed value has already been reduced due to recent market declines. Those property owners could actually see an increase in the annual assessed value and resulting tax bill if the current market value of the property has increased from January 1, 2009 to January 1, 2010. Proposition 13 requires the assessor to use this higher current market value for the 2010 assessment, provided this value does not exceed the propertys factored base year value. While the savings for the 2010 year is minimal for most taxpayers, about $2.60 for every $100,000 in assessed value, had the 2 percent inflation adjustment occurred that is typical since the passage of proposition 13, the corresponding increase to the homeowner would have been about $22 for every $100,000 in assessed value. Elected to the Board of Equalization in 2006, Michelle Steel serves as Southern Californias elected taxpayer advocate. In 2008, Steel uncovered a $42 million mistake in the agencys sales tax refund procedures. Following her investigation, the tax agency refunded tax security deposits to over 5,500 small businesses. The five-member California State Board of Equalization (BOE) is a publicly elected tax board. The BOE collects more than $53 billion annually in taxes and fees supporting state and local government services. It hears business tax appeals, acts as the appellate body for franchise and personal income tax appeals, and serves a significant role in the assessment and administration of property taxes. For more information on other taxes and fees in California, visit www. taxes.ca.gov. BOJ
Source: State Board of Equalization

continued from page 30

lives easier, or create new opportunities for them. One company that sells pipe to building contractors invites its best customers to annual seminars on business development. An auto paint manufacturer offers its body shop customers help with programs on inventory control, accounts receivable and other business basics. A restaurant offers free baby food to customers with infants, making life easier for the family. Look beyond your core product or service and explore how a big picture approach can be your ultimate tiebreaker. Solve problems on the spot: Empower employees to make it happen. Nothing is more frustrating to customers than hearing the words, Ill have to ask my manager or Im sorry, but our policy is ... Train your employees to resolve customer problems fairly, amicably, and, whenever possible, on the spot. Effective problem resolution can win you customers for life. The ultimate tiebreaker: Consistency of performance. While its great to hear superstar stories about employees that go above and beyond for customers, the most powerful tiebreaker in todays marketplace is consistency. If customers know that no matter who they deal with in your company, they will receive the same level of great service every single time, thats the most powerful differentiator there is. Think about your own customers basic expectations, then set a goal to improve your performance on one of them by 25 percent. Start there, then continue to get better. The more expectations you master, the better your chances to win the business when your potential customers ask, Why should I choose you? BOJ

ABOUT THE AUTHOR Joe Calloway is a partner in Engage Consulting Group, and author of several bestselling business books including the newly revised edition of Becoming a Category of One, (August 2009, Wiley). Corporate heavyweights BMW, American Express, IBM and many more have sought his insight into todays marketplace. Joe provides consulting to help companies accelerate their strategies and make their visions reality. To purchase his books or hire him as a consultant, visit www.joecalloway.com or call (615) 383-2249.

ating loss provision from two to five years for all businesses for 2008, 09 and 10 as a way to stimulate new private demand for construction. He also urged Congress and the Administration to support the 30 measures outlined in the associations construction industry recovery plan, Build Now for the Future, which were designed to revive the private construction market while improving public investments in the nations aging infrastructure. BOJ
Source: The Associated General Contractors of America

continued from page 36

for lodging declined by 37.4 percent, 33.3 percent for offices, and 36 percent for commercial structures over the past 12 months. Manufacturing and power construction were the only parts of the private construction market to see increased investments, with 11 percent and 4.8 percent gains respectively, Sandherr added. Publicly funded investments in construction did increase over the past year by 6.1 percent, from $308 billion to $326 billion, Sandherr noted. Public spending on commercial facilities and power structures grew the most, with 28.8 percent and 27.2 percent increases, respectively, over the past year. However, water supply and sewage investments actually declined by 1.9 and 1.8 percent respectively. Increased public investments in construction and infrastructure are welcome news, but this industry will continue to suffer while demand for private construction continues to plummet, Sandherr said. He called for a quick extension of the first-time home buyers tax credit and expansion of the carry back of net oper39 Business Opportunities Journal

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