®
The REPorter
A time to give thanks
By Steve Grossman CPMR
GM Partners, IHRA Founding President
Steve Grossman, CPMR
H
ere we are at another Memorial Day . . . a perfect time to thank and pay respects to the thousands of men and women who have
given their lives so we can have the many wonderful freedoms we have come to cherish and most times take for granted.
As professional reps we work hard but we have a great amount of freedom to get our jobs done. We do not have one boss, we
are not tied to a fixed daily schedule, we can set our own goals, we have the ability to choose who we work with, our income has no limit
and we have many options that the corporate world does not offer. We have a lot to be thankful for.
It amazes me how fast my 25 years of being a rep has gone. I, like you, have had my ups and downs along with constantly adjusting
to the currents of how business is done; never allowing a dull moment. And, I am thankful for the amount of networking I can do at this
stage to make my career easier and the ability to make things happen. I go to trade shows and meet people I know or am introduced
to new contacts that give me the opportunity to sell more goods. Fellow reps and sales managers constantly open new doors for me. I
have found helping and being helped by others a key to success in growing my business. Membership in IHRA is an excellent way to
broaden your networking opportunities.
In last month’s newsletter, David Silberstein, IHRA Chairman of the Board, wrote about the benefits he received by attending Keystone 08, “Agents of Change,” April 9-11 in Baltimore. This all-rep conference was sponsored by MAFSI (Food Service Reps), MANA
(World’s Largest Rep Association), MRERF (Our Education and Research Foundation) and NEMRA (Electrical Industry Reps). I know
our members got many notices encouraging attendance. I like David, got much out of it. Conferences like Keystone cause me to stretch
my thinking and to see new possibilities of what I could be doing to grow my business. They offer ideas and procedures that other reps
are using in their respective industries and how I can use them in my world. MANA will be running a conference in Las Vegas in 2009.
This all-rep conference by our sister rep association will be open to IHRA members. You should plan to be there.
Last month I again went to the major spring shows in Hong Kong and the Canton Fair in southern China, and yes, it is always good to
come home.
China’s economy is hurting, too. Prices are rising, material and labor costs are rising, government export rebates are gone and many
“so-so” manufacturers have gone out of business. This trip cost me 20% more than a year ago. Starting in October, the Canton Fair will
go from 2, to 3 sessions. To date, if you needed to go to both, you could visit factories or go to Hong Kong for a show, to fill the time between phase 1 and phase 2. Now, since there will be 3 phases, one could have a real challenge if their product categories are in 1 and
2, since you are talking about a 3 week time span. (If you want more specifics, contact me.) The size of the Canton Fair this October will
be twice the size of the three halls of McCormick Place.
Thank you and please contact me if you have any questions.
June 2008
Steve Grossman, CPMR, IHRA and MANA member, steman4@aol.com
Pat Brown on Health Care......................................... Page 2
New Members........................................................... Page 3
Four (4) Lines Available Listings this Month.............. Page 5
International Housewares Representatives Association
Industry Show Calendar............................................ Page 7
IHRA
Field Sales Professionals Serving the Home • Housewares • Gourmet • Hardware Industries
Page 1
How the Massachusetts health care plan is working
and what to expect
By Pat Brown, IHRA RepCare Consultant
Associated Benefit Planners
H
ere is how the much-publicized Massachusetts Health Care Insurance Plan is working and what we can expect from a National Plan, if patterned after Massachusetts’ Plan.
Did Massachusetts cover all the un-insured? NO. It left out over 14 percent of the “un-insured” by design flaws and another 30 percent
of “un-insured” by pricing details.
Did it cost the anticipated/estimated dollar amount? NO. It costs at least $146 million per year more than expected ... so far.
Did it work out as planned? NO. Two years after the enactment of Romney’s Massachusetts “Universal” Health-Care Plan, we are witnessing
an apparent failure.
Here are some of the major pieces of this considerable waste of time and money in Massachusetts.
1) The state government refused to allow a “minimum benefit” alternative plan. This causes citizens to buy only an extremely broad coverage
and costly benefit plan that includes expensive mandates previously passed into state law. The politicians would not allow insurance companies to
offer a “low-priced” option for people to buy that would permit choice of coverage mandates, as needed. Everyone was required to buy a plan that
included some 40+ mandates ranging from “hair pieces” to expanded chiropractic treatments.
These mandated “benefits” must be included in all policies to be sold, in addition to the standard level of benefits offered in all plans. A 37-year-old
male in Massachusetts will pay a premium of $196 per month. Whereas, in Texas, that same person could buy a “basic plan” without mandates for
$98 per month. State mandates cost big dollars.
2) The Massachusetts Plan is an “individual mandated, universal health plan” that is state subsidized for everyone in the state with an income
below 300 percent of the “poverty level.” This “below the 300 percent level” includes a family of four, earning around $60,000 per year and single individuals with incomes of up to $30,000 per year. Those Massachusetts residents with incomes above 300 percent of the poverty level are required
to buy and fully pay for their own coverage plan, if their employer does not provide it. Or they will pay a penalty ranging from $0 to $912 per year,
based on annual income.
For example, a 37-year-old single person with a salary of between $15,325 and $25,536 per year will face a mandated, subsidized premium of
$2,000 per year or more ... OR a penalty of $420 per year. Guess which choice many will make for either an estimated $2,000 premium OR a $420
penalty? I suspect many will take the penalty if they can’t afford the annual premium.
3) The “free” part of the Massachusetts Plan has been so successful in enrollment that the new estimates of costs have increased by about $146
million dollars (“budgetary shortfall”) per year due to the large number of people enrolling in the “free” plan. What a surprise!!!
Just over 300,000 people have enrolled in the “free plan.” This includes only 50 percent of the Massachusetts “un-insured” count in 2005. Watch
what the subsequent “shortfall” will be when 100 percent of the “uninsured” sign up.
4) In response to this “ budgetary shortfall” of $146 million, the Massachusetts state panel that runs the state program has recently ordered the
insurance carriers to “cut payments to doctors and hospitals, reduce choices of services for patients, and possibly increase the patient co-pays.”
The participating insurance carriers have been instructed to “hold annual premium increases to no greater than 5 percent without increasing patient
co-pays.” The participating carriers have been told “to increase emphasis on generic drugs and steer patients to cheaper doctors and hospitals.” Is
this a form of “rationing” and choice limitation?
State mandates are very costly components of medical insurance. As of Dec. 31, 2007, there were more than 1,961 state mandates in place
among the 50 states. One estimate is that these state mandates are responsible for between 35 and 38 percent of medical insurance premiums. A
Continued on page 3
Page 2
Brown (continued from page 2)
total of 46 states require coverage for chiropractic care, and 35 states
require coverage for podiatrists. Mammograms are required coverage
in all 50 states.
While most state mandates have a relatively small impact when taken
individually, it is the cumulative effect of all mandates that drive up the
premiums and cost. This is similar to politicians telling everyone that
they must purchase a “Cadillac Plan” loaded with options. While a Cadillac is nice, not everyone can afford one or needs one or wants one.
When people can’t afford a “loaded-with-mandates plan,” they join the
ranks of the “uninsured” because the state allows no other choice of an
un-loaded “basic benefits” plan for them to buy. Today, only 10 states permit “mandate light” or “basic plans” to be offered to their residents.
On a final note, here’s a pertinent comment from the Chicago Tribune of
Feb. 17, 2008:
“The up and coming Presidential election candidates are conjuring up
an appealing buffet of health care expansions - but they want to duck out
before the bill arrives. As Massachusetts is discovering, that strategy can
give you severe indigestion.”
WELCOME to IHRA - 37 New members in May - June membership drive (as of 5/29) in
addition to the 20 listed in last month’s newsletter!
Contacts
Manufacturers
Contacts
Representatives
Phyllis McCallum
ET Industries
David Hootstein
Hootstein Associates
Norfolk MA
Colin Sapire
Homeland Housewares, LLC
John Recek
JR Sales Corp
Commack NY
Molly Peckels
The Pour Store Inc
Sheri Lisagor
Lisagor & Associates
West Bloomfield MI
Representatives
Michael MacDonald
Mac & Company Inc.
Lake Worth FL
Jim Lollar
Astra Sales & Marketing
Ronald Previn
Market Makers International
Barbara Zukauskas
B.E.Z., Inc.
Waukesha WI
Mike Valenti
Midwest Sales & Marketing, Inc.
Gilberts IL
Roger Bildsten
Bildup LLC
Minneapolis MN
Gary R. Fesler
Mountain Country Marketing
Sandy UT
Tom Gallucci
Canterbury Sales
Rockville Centre NY
Howard Greenberg
National Marketing Specialist Inc. Bloomingdale IL
Rich Costello
Colony Group, Inc.
Arlington TX
Brian Noon
Noon International
Arnie Thierbach
Crossroads Mkt. LLC.
Sandy UT
Ron Knott
Pilcher / Knott Marketing, Inc.
David Polsky
D&M Associates
Wayne NJ
Barbara Gross
Right Brain Enterprises, Inc.
Tim Davis
Davis-Giard & Associates, Inc.
Michael Harshbarger
Schaefer Associates, Inc.
Roberto Orenstein
Dexter Sales & Marketing Inc Mark Gelb
Sharon Associates
Sharon MA
Erez Toker
ETCO, Inc.
Seattle WA
Barbara Silver
Silverhart Group
Tustin CA
Cathleen Gast Feroe
Dick Gast Associates, Inc.
Larkspur CA
Paul Sundahl
Sundahl Marketers, Inc.
Steve Gelber
Gelber & Associates
Red Bank NJ
Teky Inglese
TIA, Ltd
Evergreen CO
Georgia Gooch
Georgia Gooch & Co.
Burr Ridge IL
Bob Bock
TSG Empire NW
Portland OR
Kelly Hill
Hill Associates
Greensboro NC
Mike Vogel
Mike Vogel & Associates
William Holmes
William F. Holmes Co.
Fremont CA
Dan Wisehart
Wisehart of Texas
Toronto ON Canada
Los Angeles CA
Braham MN
Wichita Falls TX
W.Springfield MA
Doral FL
Lincolnshire IL
Lisle IL
Rock Hill SC
Chicago IL
St. Louis MO
Delano MN
De Pere WI
Fair Oaks Ranch TX
Page 3
Page 4
Manufacturers Seeking IHRA Field Sales Professionals
Products: SEE OUR NEW PRODUCT - “BETTER
BAKER”: www.cookschoice.com
New patent pending products and more coming...
available in shippers, tray packs, open stock. “The
Breader Bowl & Onion Blossom Maker Set,” and “Better
Breaders,” “Sittin’ Chickens,” “Sittin’ Turkeys.” Please
call for any information.
COOK’S CHOICE
525 N. International Parkway, Suite 605
Richardson, TX 75081
(972) 644-5553 Fax: (972) 644-4201
Contact: Greg Broom, President
greg@cookschoice.com
Products: Solar or Dynamo (Cranking) Small Electronics such as Radios, Light, Flashlight, Outdoor
Light and Decor
GLOBAL CONNECTION of AMERICA, INC.
150 - 123 Powell’s Cove Blvd
Whitestone NY 11357
(718) 767-5168 Fax: (718) 767-5166
Contact: Grace King, President
eMail: gk@madeinchina.net
Commission Rate: 5%
Commission Rate: 5%
Years in Business: 16
Currently Doing Business: None on these prodYears in Business: 15 ucts
and Food Strainers, Silicone Baking Mats, Oven Liners, Vacuum
Sealers, Apple & Fruit Crushers, Fruit & Wine Presses, Manual
and Electric Meat Grinders, Food Slicers, Wheat Grass Juicers,
Hamburger Presses, French Fry Cutters, Manual and Electric
Sausage Stuffers and Dehydrators. Looking to partner with major
retailers to develop/source new high velocity consumer products.
Open to Private Labeling.
PRAGOTRADE, USA. INC.
20365 Progress Dr
Strongsville OH 44149
(440) 638-3131 Fax: (440) 638-3127
Contact: Scott Hinckley, Director of Sls & Mrktg
Office: (440) 638-3131 x223 Cell: (440)554-7433
eMail: dshinckley@pragotrade.com
Territories: AL, S.CAL, CT, FL, GA, IA, IL, IN, KS, KY,
MA, ME, MI, MN, MO, MS, MT, NC, ND, NE, NH, N.NJ,
NY, OH, RI, SC, SD, TN, VT, WY, WI, WV
Commission Rate: 3-5% Years in Business: 10
Gross Sales: $10,000,000
Currently Doing Business: Through reps
Channels into which want to sell: Big Box, all prospective specialty/gourmet retailers, catalogs, websites, cooking schools, etc.
Contact: Tricia McCallum: 1-905-472-9336 email: tmccall@idirect.com
Territories: U.S.A. and Canada
Territories: USA and Canada; by account specific
Products: Manual and Electric Pasta Machines, Sauce Makers
ET INDUSTRIES
200 Tiffield Road, Unit 105
Toronto ON M1V 5J1 Canada
Territories: All USA, CANADA & MEXICO
Gross Sales: New Product Line
Commission Rate: 5%
Currently doing business: Through reps with Bed,
Bath & Beyond, Linens ‘N Things, Dillards, Kitchen
Collection, Tractor Supply, and more.
Products: Amazing Acrobatic Sprayers®, SinkTastic® Strainer/Stopper, ThunderHead® Showerhead.
Channels into which want to sell: Costco, BJs,
Dicks, Home Depot, Lowes, Garden Centers, Circuit
City, Best Buy, Sporting/Outdoor Living
Years in Business: 20
Gross Sales: $3,000.000
Currently Doing Business: Through reps and
direct sales force
Channels into which want to sell: Mass Retail,
National Chains, Food, Specialty, Drugstore, Hardware, Housewares
Manufacturers:
Are You Looking for
Well-Qualified,
Performance-Proven,
Field Sales Professionals?
Manufacturers:
Are You Looking for
Well-Qualified,
Performance-Proven,
Field Sales Professionals?
Instant HOT Lines . . .
A onetime eMail that
provides immediate information
on your line, only, to reps in
specific territories or throughout the world
Instant HOT Lines . . .
A onetime eMail that
provides immediate information
on your line, only, to reps in
specific territories or throughout the world
Call IHRA at (800) 315-7430
eMail: info@ihra.org
www.ihra.org
Call IHRA at (800) 315-7430
eMail: info@ihra.org
www.ihra.org
The listing of a manufacturer is not an endorsement by IHRA, it being the obligation of each member to make their own evaluation.
Page 5
Innovative - Experienced - Assertive
Housewares & Casual Tabletop For:
Whole Foods Market
&
Specialty Grocery
National Accounts For
Smaller Companies & Start Ups
California Independents
&
Chains
AMERICONSULT
AMERICONSULT
& International Trade, Inc.
P. O. Box 576
Princeton, NJ 08542, USA
Phone: (917) 592-5498
Italian Cellphone: +39-335-708-0483
Skype Phone: mavericknyusa
MaverickNYUSA@aol.com
Since 1986 specializing in the Sales
Promotion of Housewares (cookware,
small appliances) Home Complements
(bath & kitchen furniture, faucets)
and Gourmet Foods Sales.
Also assisting manufacturers in the
establishment of their company in the
United States with local domicile and all
related logistics.
Fluency in English, Italian, French
Italian liaison office:
Mario Albini - CEO
COIMBA®
Sales Promotion & Development
Via G. Prati 17-B-2, I-37124 Verona
Phone: (01139-045) 913-281
Fax: (01139-045) 485-1188
51 Morgan Drive, Suite 13, Norwood, MA 02062
781-352-1400 phone; 781-352-1450 fax
www.northeastgroup.com
Bang-Knudsen
Representing gourmet
housewares to leading retailers
in the Pacific Northwest
for over three decades.
We know the territory.
Permanent showroom:
Suite 453 Pacific Market Center
6100 4th Ave., S.
Seattle, WA 98108
206-767-6970
www.bang-knudsen.com
__________________________
Contact:
pbang-knudsen@bang-knudsen.com
Page 6
2008 CALENDAR OF EVENTS
June
18 - 23
Dallas Int’l Gift & Home Accessories Market
Dallas, TX
October
19 - 23
SIAL Paris
Paris, France
June (cont.)
20 - 22 Dallas National Gourmet Food Show
Dallas, TX
29 - 30 Summer Fancy Food Show
New York, NY
July
18 - 19
California Gift Show
Los Angeles, CA
26 - 29 San Francisco Intl Gift Fair
San Francisco, CA
August 16 - 20
NY International Gift Fair
New York, NY
September
6-8
Boston Gift Show
Boston, MA
7-8
Philadelphia Candy Show
Philadelphia, PA
13 - 14 Atlanta Fall Gourmet Show
& Fall Gift & Accessories Market
Atlanta, GA
Page 7
2008 IHRA Officers, Directors & Staff
IHRA MEMBERS:
Want to know more about RepCare group insurance? Just find your business home state and call Pat Brown or John Doyle.
Call PAT BROWN at 800-854-4636 if your business is in:
Arizona
Kansas
Nevada
Arkansas
Louisiana
New Mexico
California
Minnesota
North Dakota
Idaho
Missouri
Oklahoma
Illinois
Montana
Oregon
Iowa
Nebraska
South Dakota
Texas
Utah
Washington
Wisconsin
Wyoming
Call JOHN DOYLE at 888-243-0174 if your business is in:
Alabama
Connecticut
Colorado
Delaware
Florida
Georgia
Indiana
Kentucky
Maine
Maryland
Massachusetts
Michigan
Mississippi
Missouri
New Hampshire
New Jersey
New York
North Carolina
Ohio
Pennsylvania
Rhode Island
South Carolina
Tennessee
Virginia
Vermont
West Virginia
Home • Housewares • Gourmet • Hardware
Multiple-Line, Field Sales Professional:
If you’re not a member of IHRA, you owe it to
yourself to join the organization that is your voice in
the industry and the manufacturers’ resource for
finding
Well-Qualified, Performance-Proven,
Field Sales Professionals.
For complete information about “first-timer”
membership and an application, contact us at:
(312) 240-0774 • (800) 315-7430
Fax (312) 240-1005
info@ihra.org • www.ihra.org
Officers
Chairman: President: President-Elect: Senior Vice Presidents
Legal & Education: Fiscal: Delegate to MRERF: Executive Director: David Silberstein
Kent Kulovitz
David Friedman
Mark Glotter
Jim Doane
Steve Grossman, CPMR
William M. Weiner
Directors
Robert Bachner Catherine Hazen
Linda Krol Peter Zacher
Past Chairs
John M. Clampitt
Steve Grossman, CPMR
Jay L. Cohen
Tom Rooney
Peter Bang-Knudsen
Donna Peake
Jim Adams
James Ayotte
Staff
Administrative Assistant: Stephanie Baron
Financial Director: Myra Weiner
The REPorter®
is published monthly for
International Housewares Representatives Association
175 N. Harbor Drive • Suite 3807 • Chicago, IL 60601
(312) 240-0774 • (800) 315-7430 • Fax: (312) 240-1005
eMail: info@ihra.org • Web: www.ihra.org
Statements of fact and/or opinion are the
responsibility of the authors alone and do not imply
an opinion of the officers or members of IHRA.
Page 8