From the monthly archives:

December 2009

The Maryland Chamber of Commerce opposes the Administration’s proposal to modify Maryland’s unemployment insurance (UI) system to permanently expand eligibility and benefits in order to obtain one-time federal stimulus funds.

“We’re looking at more people collecting for longer periods of time with increased eligibility and perhaps higher benefit amounts. That’s not a recipe that’s sustainable,” said Ronald Adler, CEO of Laurdan Associates Inc. and the Maryland Chamber of Commerce’s representative on the Joint Committee on Unemployment Insurance Oversight.

The Administration’s plan would:

  • Authorize the equivalent of a one-year shift from Table F to Table E.
  • Adopt an Alternative Base Period, adjusting how the state determines a claimant’s monetary eligibility and employer charges.
  • Provide 26 additional weeks of UI benefits to people enrolled in job training.
  • Make adjustments to the existing law allowing benefits for part-time workers.
  • Reduce the interest rate for late payments from an annualized interest rate of 18 percent to 12 percent.

The proposal would help make the state eligible for $126.8 million in federal stimulus funds, but the estimated cost of enacting the changes is nearly $20 million per year, at a time when the UI trust fund is paying out more in benefits than it is taking in.

“We appreciate Governor O’Malley’s attention to this important issue for Maryland employers, but the short-term relief is outweighed by the long-term liabilities,” Maryland Chamber President/CEO Kathy Snyder said.

The Governor’s plan would also establish payment plans to allow employers to spread out their payments over a longer time frame. The Chamber supports this element and applauds the administration and the Department of Labor, Licensing and Regulation for helping employers spread their UI cost increases over the course of the year. Unemployment insurance taxes are calculated based on the first $8,500 of taxable wages. Without this option, the weight of the UI tax increase will hit many businesses especially hard in the first quarter.

The Maryland Chamber encouraged the Joint Committee on Unemployment Insurance Oversight to consider other changes to the state’s unemployment insurance system to provide long-term cost savings, particularly if they move forward with the benefit increases outlined in the Governor’s proposal. Changes proposed included:

  • Changing the calculation of benefit entitlement from a fraction of high quarter earnings to 1 percent of base period wages.
  • Requiring a waiting week for all voluntary quits (only 14 states do not have waiting weeks).
  • Eliminating the dependents allowance (permitted in only 13 states).

  • Eliminating sick claims.
  • Changing Section 8-1004, Stoppage of work caused by labor dispute, by removing the “stoppage of work” provision.

About the UI Tax Increase

In Maryland, the first $8,500 an employee earns is taxable for unemployment insurance. State law requires the Department of Labor, Licensing and Regulation to review the Unemployment Insurance Trust Fund each September 30. The UI tax rate automatically increases if the balance of the fund falls below a certain level. Unemployment in Maryland is the highest it has been in several decades, although lower than many other states in the country.

There are six UI tax tables, ranging from the lowest (A) to the highest (F). Maryland’s UI Trust Fund has dropped from $774 million in January 2009 to below $219 million this month. Because the ratio of the balance in the trust fund to the total taxable wages in the state is below 3 percent, Maryland will move from tax rate table B to rate table F as of January 1, 2010.

For employers, this means UI tax rates will increase significantly next year. Minimum rated employers, those who have not laid off employees in the past three years, will see their rates increase from $51 per employee to $187 per employee. The Administration’s one-year shift to table E would result in minimum rated employers paying $153 per employee, a difference of only $34 per employee yet still a $102 per employee increase over 2009 rates. Fifty-five percent of all Maryland employers are in this minimal rating category.

The rate increase for employers that have laid off employees in recent years will be higher, up to the maximum rate, which increase from $765 per employee to $1,147.50 per employee. The proposed shift to table E would result in a maximum rated employer paying $1,096.50, a savings of only $ 51 per employee.

“The Maryland Chamber recognizes the burden on all employers that the recession has added,” Snyder said. “However, a short term fix with a long term cost is not the solution that we need. Creating and retaining jobs will help resolve this problem and we are committed to working with the Governor and the Legislature in doing so.”

In The News

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Art Jacoby’s business consulting firm, his “labor of love,” has led to the growth of sales for hundreds of businesses. The success of his firm, named Jacoby, makes it difficult to believe he was ever nervous walking into a networking event. But, as he writes in the introduction of Jacoby’s ‘Sales Optimizer System’ Playbook, a how-to guide on encouraging sales growth, understanding the tremendous value he provides and communicating it effectively has allowed him to grow a successful and lucrative business, a lesson he passes on to his clients.

Jacoby said the first step in understanding and communicating the value a business can provide and encouraging sales growth is to tackle the company’s marketing strategy. “Your ability to be successful selling depends heavily upon your marketing success,” Jacoby writes in the S.O.S. Sales Playbook. “All sales take place in the context of a market with an industry of competitors vying for the same customer work as you. Marketing ‘sets the table’ for sales.”

Jacoby said the first step to evaluating a marketing strategy is to first look at the products and services being offered.

“Look at your products and services and get them right. It’s not about how good you think your product is. What matters is how good your consumer thinks it is,” Jacoby said. “You can be the best sales person in the world, but if your product isn’t good, then people are going to notice that.”

Second, evaluate the message that’s being sent out.

“Why should the consumer buy from you? A lot of small businesses stumble on that. Either it’s not very exciting, or it sounds kind of ‘salesy.’ You want to come across as authentic,” he said.

Jacoby said a very important part about evaluating a marketing strategy is to make sure that the right market is being targeted.

“It might seem fairly obvious that most companies would go after the right market, but most of them don’t, especially smaller companies. Smaller companies tend to go all over the map, trying to sell to many different industries when they should be focusing on one or two,” Jacoby said. He added that it’s difficult for some companies to narrow their market because they can justify going after several markets at the same time. Jacoby said once a target market is identified it is important to determine how to communicate effectively to that market.

“First and foremost, you should use inexpensive marketing vehicles,” Jacoby said. “The best way to do this is to join membership organizations and associations. That’s probably one of the best, most inexpensive vehicles for people. There’s a reasonable chance there’s an association or two that represent the audience you’re trying to target.”

Jacoby said that if a company would like to see their sales improve, it is important to take action sooner rather than later.

“Whatever you do, whether you do it yourself or if you get help, do something. Don’t be inactive. Try different things. It might work, it might not work, but at least you tried. It’s very easy to have excuses,” he said. “The average company spends less than an hour a month on strategic thinking. People are busy solving day-to-day problems. To improve your marketing and your sales, it’s not about fixing today’s problem. It’s about taking a step back and asking yourself what you need to do better or differently.”

For more information about evaluating your marketing strategy, or about Jacoby, visit www.businessgrowthconsultant.com.

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Baltimore-based Blue Sky Factory launched an email marketing iPhone app earlier this week. The application, Publicaster iPhone Edition, is available to all clients free of charge.

“With mobile applications on the rise, we recognized the need to give our clients access to their email campaigns anytime, anywhere,” said Blue Sky Factory CEO Greg Cangialosi. “The Publicaster iPhone Edition allows email marketers to check campaign statistics in real-time, add new subscribers on the fly, and access their accounts while working on the go.”

Publicaster iPhone Edition gives marketers access to selected functionality of the online version of Publicaster, in the palm of their hand. Key features of the application include:

  • Real-time access to email campaigns, accounts, and key reports
  • Account activity dashboard for last 5 sent emails
  • List Library where marketers can view Summary, Subscriber Status Chart, Top Domains Chart, and List Growth Charts
  • Ability to add permission-based email addresses to any list
  • View campaign and campaign distribution statistics in real time
  • Detailed campaign distribution activity and delivery reporting

The Publicaster iPhone™ Edition is available to all Blue Sky Factory clients via the iTunes store. Download it here.

Congrats to the Blue Sky Factory team!

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Maryland Chamber Vice President of Government Affairs Allyson Black has completed an eight-month long leadership development program, and is a member of the 17th graduating class of Leadership Maryland.

Leadership Maryland is an independent, educational leadership development organization, which informs top-level executives from the public and private sectors about the critical issues, challenges and opportunities facing the State of Maryland through a broad range of experiences with the purpose of preparing these leaders to shape Maryland’s future.

“To be informed about statewide and regional issues, and having the opportunity to engage and interact with leaders who put themselves on the front line everyday, has prepared these individuals to be the catalyst for positive change in Maryland,” Leadership Maryland Board Chairman Stephen A. Horvath said.

The Maryland Chamber congratulates Allyson on her achievement.

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American Community Properties Trust Launches Saint Charles Green City Initiative

December 8, 2009

Smart, green, and growing. The master planned community of Saint Charles, Maryland has committed to transform itself into a model 21st century community that encompasses these three aspects through a new green city initiative launched by Maryland-based American Community Properties Trust (ACPT). The 9,100-acre, 40-year old community, which was the second “new town” to be [...]

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