Business Magazine - April 2024

BUSINESS

A TEAM APPROACH TO BANKING AND BENEFITS

SPOTLIGHT Q&A: LOYAL CHRISTIAN BENEFIT ASSOCIATION LEADER SHARES UNIQUE MODEL FOR SERVICE, SUCCESS

MBA LEADERSHIP SUMMIT: STRATEGIC WORKSHOP TO IMPROVE ALL ASPECTS OF BUSINESS

DEPARTMENTS EVENTS

8

9

14

BUSINESS BUZZ WHAT’S NEW

PEOPLE BUZZ AWARDS AND PROMOTIONS

HR Q&A GET ANSWERS

Executive Editor

Karen Torres ktorres@mbausa.org

Contributing Writers

Michael Bishop

Jezree Friend

Lori Joint

Tim Tannert

Tammy Toman

21 NETWORKING AND MORE

See the latest milestones happening the MBA’s membership region

READ ON THE GO!

For the most current Business Magazine updates, visit mbabizmag.com

FEATURES

WHAT’S INSIDE | FEATURED STORY

3 A RENEWED FOCUS ON QUALITY BENEFITS

MBA offers cost-effective solutions to help members attract, retain top talent.

COVER STORY | LOCAL PROFILE

4 NORTHWEST BANK

At a time when personalized services and tailored solutions are paramount for employers, Northwest Bank is taking a team approach to banking and benefits

SPOTLIGHT Q&A | SERVICE

7 Brian Young , president and chief executive officer of the Loyal Christian Benefit Association (LCBA), discusses the mission of the Erie-based, not-for-profit organization and its unique service model as it marks its 134th year in 2024.

EDITORIAL

LEGAL BRIEF | STRATEGY

11 Financial Planning & Benefits: Charting a course for a successful retirement.

Michael Bishop

TRAINING CONNECTION |

MBA LEADERSHIP SUMMIT

13 Learn about this strategic workshop and why the Entrepreneurial Operating System® matters to all aspects of improving your business.

Tim Tannert

ON THE HILL | REPORT

Mission

Feature Photography R. Frank Media

Additional Photography iStockPhoto.com

Design, Production & Printing Printing Concepts Inc. info@printingconceptsonline.com

Advertising Sales

Shawn Netkowicz snetkowicz@mbausa.org

Frank Mehler fmehler@mbausa.org

Judy Rosatti jrosatti@mbausa.org

Patty Welther pwelther@mbausa.org

850 Cranberry Woods Drive, Suite 2224 Cranberry Township, PA 16066 814/833-3200 | 800/815-2660 | mbausa.org

16 ‘Political Math:’ Why Shapiro’s spending plan is unsustainable.

Jezree Friend

TRAINING GRADUATES | RECOGNITION

19 Join us in congratulating all of the MBA’s recent graduates of its computer and professional development training programs.

COMPANY PROFILES | SUCCESS

17 CHIAMPOU TRAVIS BESAW & KERSHNER LLP (CTBK)

20 ERIE CEMETERY ASSOCIATION

On the Cover: Northwest Bank takes a collaborative approach to banking and benefits. Shown here are front row, from left: Regional Commercial Relationship Manager Katie Ruffa and Regional Commercial Market Executive Anita Kuchcinski. Back row, from left are: Treasury Management Advisor Jennifer Stewart, Employee Benefits Manager

Denny Fortin, CPFA, and District Manager Kregg Heenan. For full story, see page 4.

A RENEWED FOCUS ON QUALITY BENEFITS

MBA OFFERS COST-EFFECTIVE SOLUTIONS TO HELP MEMBERS ATTRACT, RETAIN TOP TALENT

In order to stay competitive in today’s work world, employers must take a strategic approach to benefit offerings and keep pace with employee benefit trends.

However, among the top concerns consistently raised by Manufacturer & Business Association (MBA) members is the challenge posed by the unsustainable costs associated with providing benefits to their valued employees. For business owners, this presents a formidable dilemma, as they are deeply invested in the well-being of their workforce and want to provide premium-quality benefits. Moreover, they acknowledge the pivotal role such benefits play in both attracting and retaining talent, a reality particularly pronounced for small to mid-size companies.

Recognizing these challenges, the MBA has long championed association health plans (AHPs) as a viable solution. Regrettably, current federal and state regulations do not afford this option. However, we diligently pursue avenues to provide cost-effective group ancillary benefits. Presently, our offerings include Dental, Vision, Life, and Disability plans. These initiatives not only yield substantial savings for our members but also enhance their ability to augment their employees’ benefits portfolio.

The MBA is fortunate to work with a wonderful network of brokers from agencies across western Pennsylvania, and they can work with you to find out if your company could benefit from being in these plans. In addition, we have a partnership with Eastern Alliance for workers’ compensation insurance

and a program for helping employers navigate the complexities of Medicare. While the landscape of health-care regulations may present challenges, know that the MBA’s commitment to supporting our members in enhancing their employee benefits remains unwavering. We invite you to explore the array of opportunities available through our programs and partnerships.

I hope that you’ll take time to read through this month’s issue to learn about the financial planning and other benefits resources that are available through our members, including this month’s feature company, Northwest Bank.

I’d also invite you to learn more about groups, such as the Loyal Christian Benefit Association, which has a unique service model that has enabled it to be successful for the past 134 years.

Additionally, I'd like to mention how fortunate I am to have the opportunity to get to spend time with so many of you, our members. I love hearing about how things are going and what you are working on. Hands down — the most common thing I hear (regardless of size or type of business) is that you are focusing on process improvement of some kind. Often this falls under the common catchall of “strategy” and working on key areas such as vision, people, data, issues, process and gaining more traction.

It is for this reason that I am so happy we are bringing a workshop solution to our April 25 Leadership Summit that I know will be incredibly worthwhile for our members. I encourage you to learn more about it and how it can help inspire you as you are continually working to improve all aspects of your business.

Don’t miss our exclusive look at this system — the Entrepreneurial Operating System® (EOS®) — and why it matters to your business with Tim Tannert. Tannert is a certified EOS implementer®, ICF certified executive coach, and featured speaker for the Leadership Summit in Erie. We hope to see you there!

At the MBA, we are committed to creating and delivering services and expertise that help businesses solve problems and succeed. Learn more about all the ways we can help your organization at mbausa.org.

Lori Joint is the president and chief executive officer of the Manufacturer & Business Association. Contact her at 814/833-3200, 800/8152660 or ljoint@mbausa.org.

A Team Approach to Banking and Benefits

Ryan Brosius, CPA, understands the value of banking with the right partner. As chief financial officer at Wavepoint 3PL, Inc. in North East, Pennsylvania, Brosius has worked with Northwest Bank to finance Wavepoint’s large real estate purchases as well as annual capital expenditures. The bank has provided creative financing solutions with competitive rates.

Brosius calls the Northwest team a “trusted advisor” that has continued to scale as the hybrid, third-party logistics company has grown.

“Northwest has provided excellent customer service from commercial lending and underwriting to treasury management, retirement and branch operations,” Brosius

says. “Their team is professional, available and interested in understanding our business.”

"We have been proud to partner with Wavepoint as they have continued to expand and provide innovative, best-in-class supply chain solutions for their clients. We look forward to tailoring our products and services to grow with them well into the future," says Northwest Bank Regional Commercial Relationship Manager Katie Ruffa.

At a time when personalized services and tailored solutions are paramount for employers, Northwest has taken a collaborative approach to banking and benefits.

“Once they’re here at Northwest, we can help them as their business grows in any direction,” explains

Anita Kuchcinski, regional commercial market executive.

“We have the ability to support them as a small startup business — providing the people and the capabilities as they advance — to a larger business banking customer or a corporate customer. We foster the relationship along the way.”

TAILORED SOLUTIONS

Northwest takes pride in its team of dedicated professionals who work cohesively to support businesses at every stage of their journey. Whether it’s a startup seeking capital infusion or an established employer looking to optimize its financial strategy, Northwest’s team of experts comes together to offer insights, guidance and innovative solutions tailored to each client’s goals.

As a large commercial borrower, Wavepoint 3PL in North East, Pennsylvania, has looked to Northwest Bank for a variety of services, from commercial lending to treasury management, retirement and branch operations. Shown

ANITA KUCHCINSKI Regional Commercial Market Executive

Northwest Bank takes pride in its team of dedicated professionals who work together to support area employers and their employees with financial and benefit solutions to meet their needs. Shown here are, from left: Treasury Management Advisor Jennifer Stewart, Regional Commercial Market Executive Anita Kuchcinski, Employee Benefits Manager Denny Fortin, CPFA, Regional Commercial Relationship Manager Katie Ruffa and District Manager Kregg Heenan.

KATIE RUFFA Regional Commercial Relationship Manager

here, from left are: Nick Schrader, executive vice president of Wavepoint 3PL, Inc.; Northwest Regional Commercial Relationship Manager Katie Ruffa; Kirk Hill, president of Wavepoint 3PL, Inc.; and Ryan Brosius, chief financial officer of Wavepoint 3PL, Inc.

As district manager for 11 of 12 Northwest bank branches in Erie County, Kregg Heenan works on the Main Street side of Northwest’s business portfolio, providing banking services for business customers up to $5 million in revenue. “From the branch side, we’re really helping our businesses with cashflow in terms of line of credit protection, navigating the ups and downs of their business cycle,” he says. In today’s fast-paced business landscape, however, one size rarely fits all. Northwest understands the diverse needs and challenges faced by businesses across various industries. Leveraging its teamcentric approach, the bank offers customized solutions that address the specific requirements of each client. From financing for expansion projects, cash management solutions to streamline operations or risk management strategies to mitigate uncertainties, Northwest collaborates closely with businesses to develop tailored financial solutions that align with their goals and objectives.

“In my opinion,” Heenan continues, “customers choose Northwest because I think we’re able to provide large bank services and capabilities, but also deliver that in a personal hometown touch.”

PERSONALIZED SERVICES

One of the cornerstones of Northwest’s unique approach is the personalized services it provides to employers — and their employees — to help them realize their financial goals.

“A critical part of any business is making sure employees are financially happy, because the happier an employee is, the better and more productive they are at work,” says Heenan. “We hope to be the first point of contact, but then be able to bring in the team to help the business grow and to help their employees in their personal lives.”

Northwest Employee Benefits Manager

Denny Fortin, CPFA, meets regularly with employers to help establish and guide employees through retirement plans.

“When we work with a company, we bring our experience and our knowledge

in and try and make sure that their retirement plan, whether it’s a 401(k), a pension or a 403(b), is accomplishing their goal,” he says. “We’re able to look at how it’s designed and how it works and make suggestions and keep up to date with current regulations that are going on and keep ahead of that curve.”

Northwest is also able to assist with non-qualified plans, which benefit key people within the company. “The question for the owner is, ‘What are you trying to accomplish?’ ” explains Fortin. “Because we want to figure out what the best situation is.” Northwest’s Trust Department works with business owners on succession and estate planning as well. “Finding a qualified buyer is not easy right now,” notes Kuchcinski. “It doesn’t matter the size of company — small, medium, large. Being able to get the amount of money that you’re going to need to retire is not happening for a lot of people at this point and that’s an important conversation to have.”

TECHNOLOGY AND FRAUD PREVENTION

For business customers, Northwest Bank complements its personalized services with enhanced technology and services that improve the customer experience and minimize risk.

For instance, Northwest’s Treasury Management Services helps customers address collection and payments by utilizing credit cards and ACH (automated clearing house) service for faster payments that are more secure.

Fraud protection is also becoming an increasingly important role in banking today with fraud cases tripling each year. As a result, Northwest continues to grow its fraud team by a minimum 20 percent annually.

According to Treasury Management Advisor

Jennifer Stewart, “It doesn’t matter if you’re a small business, a large business or in between. Fraud can happen to you individually and it can happen to you through your business. We go out and we’ll talk to businesses about how to protect yourself.”

Jon Kirk, owner and president of Kirk Precision Machining in Lake City, Pennsylvania, utilizes Northwest services now after his business became the target of

a fraudulent check scheme. In 2023, three men had been stealing checks from the mailboxes of various Erie-area businesses, including Kirk’s, and attempting to alter and cash them at various banks. A Northwest Bank teller in Union City noticed the large amount for $3,800 and contacted Kirk immediately. Police eventually caught the suspects, and Kirk was able to reverse the transactions for four stolen checks, totaling nearly $16,000 — a potentially big hit to the cashflow of a small business that was just a year and a half old.

“After the fraud case, they helped me set up electronic notifications and reports about what was moving from our account,” says Kirk. “They’ve been very proactive about helping me when it comes to growing the business.”

A COMMUNITY PARTNER

Beyond its role as a financial service provider and advisor, Northwest Bank is deeply ingrained in the fabric of the communities it serves. Through philanthropic initiatives, volunteer programs and civic engagements, the bank and its team members not only support their customers but the well-being of the region as well.

“We are only as good as the communities we live in,” adds Kuchcinski. “It takes all of us to make those communities better. That’s not just by providing a full circle of bank products, but that's going even deeper. We’re not just bankers, but partners, and in many ways, friends.”

For more information, visit northwest.bank.

Jon Kirk of Kirk Precision Machining in Lake City, Pennsylvania, utilizes Northwest’s services for not only commercial lending but electronic notifications and reports after his business became a target of a fraudulent check cashing scheme in 2023. Shown here are, from left: Brett Swanson, branch manager of Northwest Bank's Fairview office; Anita Kuchcinski, regional commercial market executive at Northwest Bank; and, Jon Kirk, owner and president of Kirk Precision Machining.

KREGG HEENAN

District Manager

DENNY FORTIN Employee Benefits Manager

JENNIFER STEWART Treasury Management Advisor

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Loyal Christian Benefit Association Leader Shares Unique Model for 134 Years of Service, Success

As providers, we all want to ensure that our loved ones are taken care of, even if something unexpected happens to us. The Loyal Christian Benefit Association (LCBA) recognizes this, providing financial protection — insurance and other products — for its members while also helping those in need. Here, Brian Young, president and chief executive officer of LCBA, discusses the mission of the Erie-based, not-for-profit organization and its unique service model as it marks its 134th year in 2024.

As president and CEO, you have a critical leadership role at LCBA. Tell us about yourself, including as a former Patrick R. Locco Scholarship winner, your team, and your drive to serve and succeed.

My career development started in manufacturing, right here in Erie! As a graduate of the Erie County Technical School, I was recognized for my early achievements by the Manufacturer & Business Association (MBA) in 1999 with the Patrick R. Locco Scholarship. Receiving that honor began a 25-year path of progression with positive influences from local businesses and amazing opportunities to grow and succeed. The role of president and CEO here at LCBA is a culmination of the experience and acumen gained along that path, set in motion in 1999 at the MBA’s Annual Event. I am truly blessed to come into a team of people with similar stories of progression, all working for the health and resiliency of our organization, centered around caring for our members and community.

The Loyal Christian Benefit Association has deep roots in our community, dating back to Titusville in 1890. Tell us how it began and the courageous women who started it. Sadly, at the time of our founding, women were considered an uninsurable interest. So, a group of courageous Practical Roman Catholic women responded to the need and formed the Ladies Catholic Benevolent Association right here in northwestern Pennsylvania. It was the first insurance society formed, operated by, and solely for the benefit of women. Over the years, our membership has progressed to include men, women and children of all Christian faiths.

Since that time, LCBA has grown considerably. Please describe LCBA’s membership, footprint and the services it provides today.

Today, LCBA serves approximately 35,000 Christian members in 35 states and the District of Columbia. Our core business has been preneed whole life insurance and preneed annuities, sold through funeral directors, used to fund preplanned funerals and burial expenses. Recently, we have added two low face value whole life insurance products, sold through traditional agents, to help more people fund their final expenses and relieve the burden so many families feel at the time of the loss of a loved one. Our products support our mission of helping Christian families successfully transition through life’s stages.

LCBA is different than many other organizations in that its earnings go back into communities and causes, not pockets. Explain this unique approach.

Loyal Christian Benefit Association is a Fraternal Benefit Society. As such, we offer financial products to our members, we have a common bond in our faith, and we have a branch system throughout the tri-state region that we aid in funding benevolent giving and community outreach using the financial proceeds from our product sales. These branches support their churches and communities in many ways and have worked tirelessly for over a century to continue our tradition of giving back here at LCBA. Our national branch also adopts annual causes to financially support on behalf of our members. Additionally, we fund member benefit programs like discounts,

and newborn and survivor benefits. For the families left behind by a member in passing, we provide bereavement benefits like memorial tree seedlings, flag cases for veteran members and a grief recovery program.

What are some examples of the scholarships and charitable events that LCBA supports?

For members, their children and grandchildren, we offer 35 annual scholarships for summer camps, elementary and secondary schooling, and post-secondary education. Our local efforts have impacted organizations such as Meals on Wheels, Second Harvest Food Bank, Bethany Outreach Center, Erie Co. Crop Walk, Love Inc. and many more. Our drive to grow the association is fueled by the greater opportunity growth affords us to fund additional giving. When people purchase financial products and become members, they provide protection for their families and fund charitable giving instead of choosing between the two. This is what makes LCBA truly special.

What is the best way to learn more about LCBA?

Visit lcbalife.org and watch our welcome video, as well as our history under the About LCBA tab. We are on Facebook and Instagram, as well as LinkedIn, and take every opportunity we can to share who we are, and what we are doing here at the Loyal Christian Benefit Association.

ACE WIRE SPRING & FORM CO., INC.

CELEBRATES 85 YEARS IN BUSINESS

Celebrating 85 years, Ace Wire Spring & Form Co., Inc. stands as a testament to family driven success in custom spring manufacturing. Founded in 1939 by Joseph Vodvarka, the business thrives in McKees Rocks, near Pittsburgh.

Originally aspiring to be a tenor, Joseph's shift to machinist in 1939 marked the beginning. Crafting garter springs by hand, he sustained Ace Wire Spring & Form Co. Inc. in a converted room at his home. A new facility in 1955 saw the business grow, led by Joseph, and his children Joey and Linda.

In 1976, Joseph retired, passing the torch to Linda and her husband Richard D. Froehlich, who preserved the family legacy. Their commitment to family values expanded Ace in 1986 with a 55,000-square-foot facility, fostering employee loyalty and superior products.

Linda Froehlich stresses customer communication, reflecting Ace Wire Spring & Form Co., Inc.’s commitment. Rich Froehlich’s three Ps — passion, perseverance and persistence — guide the business, carried forward by his son and grandchildren.

Specializing in custom springs, Ace, in its 85 years, excels in compression, extension, torsion springs and wire forms. Linda Froehlich highlights the company’s dedication, emphasizing their first-class team and over 100 years of collective experience. The Froehlichs underscore Ace's value proposition: “We understand the customer’s needs, meeting or exceeding requirements while delivering a quality product.”

Expressing gratitude, The Froehlichs conclude, “Ace Wire Spring & Form Co., Inc. thanks customers and vendors for 85 years of success. Here's to the next 85, where it’s always ‘SPRINGtime.’”

For more information, visit acewirespring.com.

MANUFACTURING ADVANCED EXPO TO BE HELD IN KERSEY AND ERIE

The Manufacturing Advanced Expo is scheduled for our region this spring, an opportunity (close to home) to see so many technology solutions to improve manufacturing operations all in one place.

The event will showcase over 35 exhibits with the latest advancements in robotics and automation technology. Vendors will demonstrate manufacturing technology for a smarter and more productive shop floor, and how technology solutions can ease workforce challenges. Educational sessions will highlight advanced technology and applications.

The Expos are scheduled for the Red Fern in Kersey, PA from 11 a.m. to 4 p.m. April 30 and for the Ambassador Center in Erie, PA from 9 a.m. to 2 p.m. May 2.

NEFF is the premier sponsor of the events, hosted by the Northwestern PA Chapter of NTMA and Northwest Industrial Resource Center (NWIRC).

Manufacturers are encouraged to bring along their automation and manufacturing challenges (reduced scrap, increased up-time, etc), because there will be a room full of experts able to provide ideas on moving an application or process

The Manufacturer & Business Association (MBA), in partnership with the Butler County Manufacturing Consortium and the Butler County Chamber of Commerce, is on a mission to inspire, engage and attract the next generation of manufacturers, during the 2024 Butler MFG Day from 9 a.m. to noon Thursday, April 18, at the Butler County Community College – Founders Hall, 107 College Drive in Butler, Pennsylvania. The event will bring together Butler area manufacturers, educators and more than 300 students to showcase the high-paying, high-tech careers that are available in today’s diverse manufacturing industry.

Guests also can attend the Butler County Student Advisory Board’s manufacturing panel in which 11th and 12th grade students from schools all over Butler County will share their thoughts, ideas, and feedback based on site visits that were conducted through the school year.

For more information

https://nwpa-ntma.com/

“Butler MFG Day is a great opportunity for students, educators and employers to make the MFG connection,” says MBA Vice President Jezree Friend. “Through such efforts, we hope to change the perception of modern manufacturing careers, reaffirm the United States as a leader in manufacturing education and reinforce a higher level of technical job skills training.”

For more information or to register, visit mbausa.org

Ace Wire Spring & Form Co., Inc. was founded in McKees Rocks in 1939.

2024 BUTLER MFG DAY SET FOR APRIL 18 AT BUTLER COUNTY COMMUNITY COLLEGE

NEW PARTNER ANNOUNCEMENTS FOR CRESSMAN AND MICSKY

MacDonald Illig recently announced that Attorneys Brian Cressman and Michael Micsky have been made partners at the Erie area law firm.

Cressman works with nonprofit and for-profit businesses in a variety of industries and of varying size, from small singlemember LLCs, to complicated family businesses, to large corporate entities. His practice focuses on general business work, including contract, tax, compliance, and employment issues, as well as transactional and business formation matters. Aside from advising businesses, Cressman also focuses his practice on school law. Serving as a school solicitor, he advises school districts on the wide variety of issues unique to public schools.

recognized insurance defense firm where he was a shareholder. In this role, Garcia regularly appeared in federal and state courts throughout Pennsylvania gaining extensive experience in adversarial and alternative forms of civil dispute resolution.

He also served as assistant district attorney in the Erie County District Attorney’s Office for four years where he obtained extensive trial experience

GORZYNSKI, UGLOW & FARRELL, P.C. WELCOMES NEW SHAREHOLDER

Gorzynski, Uglow & Farrell, P.C., (GUF) certified public accountants, has named John Morgante, CPA as a new shareholder at the North East, Pennsylvania firm.

MANUFACTURER & BUSINESS

ASSOCIATION PROMOTES FRIEND TO VICE PRESIDENT

The Manufacturer & Business Association (MBA) has announced that Jezree Friend has been promoted to vice president at the Association. In this role, Friend will be responsible for centralizing the MBA's Membership, Sales and Marketing efforts in line with its strategic objectives as well as maintaining oversight of Government Affairs. As vice president, he will help streamline MBA operations, improve efficiency and, ultimately, deliver greater value to MBA members throughout the tri-state region.

Micsky works in the Firm’s Real Estate & Banking, Business Transactions, Construction, Manufacturing, Transportation & Logistics, and Government Services Practice Groups. He has experience working with public and private clients of all sizes and types, both domestically and internationally.

In addition to his transactional work, he also handles contract negotiations, dispute resolution, and litigation for his clients.

Micsky is active in the Erie County Bar Association and with various professional and community organizations

MACDONALD ILLIG RECENTLY WELCOMES FUCHS AND GARCIA

MacDonald Illig recently welcomed Attorneys Matthew Fuchs and Michael Garcia as partners at the Erie area law firm. Fuchs works in the Firm’s Litigation Practice Group. His practice focuses on complex and commercial litigation, insurance coverage, bad faith, and tort defense. He most recently worked at a Fortune 500 insurance company, where he oversaw coverage and bad faith litigation for all of the company’s property and casualty lines of business across 13 states. Fuchs is also a member of the highly selective Federation of Defense and Corporate Counsel (FDCC). He began his legal career at MacDonald Illig in 2003

“John has been with us going on seven years and during that time, he has proven himself to be an efficient and effective professional. He has a variety of experiences which make him well suited to meeting our clients’ needs. We are happy to welcome him to our community,” states James Gorzynski, CPA, managing shareholder of GUF. Morgante has nearly eight years of experience providing tax and financial advisory services to individuals and small business clients. In his new role, he will focus on developing long-term relationships with clients, acting as a partner with individuals and small businesses to ensure financial success. “In addition to providing our traditional tax services, I really enjoy helping business owners better understand, analyze and improve the results of their operation,” Morgante states.

Morgante, who resides in North East, graduated summa cum laude in 2016 from the State University of New York at Fredonia with a bachelor’s in accounting. He then earned his Certified Public Accountant license in 2018. Before joining GUF, Morgante worked for one year at a CPA firm in Warren, Pennsylvania.

GUF provides a variety of services including income tax preparation for all types of businesses, nonprofits and individuals, preparation of financial statements — compiled, reviewed and audited, monthly bookkeeping, along with many other services. GUF has served Northwestern Pennsylvania, Western New York, and Northeast Ohio for over 40 years.

“This decision was made with the utmost consideration for the future direction of the MBA and our strategic goals,” said MBA President and CEO Lori Joint. “We have full confidence in his ability to lead us forward in this new capacity.”

Most recently, Friend served as assistant vice president of External Relations, leading initiatives to build the MBA’s brand and foster relationships with members, legislators and the media. He joined the MBA in 2018 as government relations representative in which he was responsible for developing legislative priorities and strategies; encouraging membership grassroots activities; and lobbying on behalf of a pro-growth, probusiness agenda.

Friend was recently named to Pennsylvania's “ Forty under 40 ” list for most influential leaders by City & State. He teaches public policy and nonprofit leadership at Gannon University as an adjunct professor. He previously held several prominent political positions, to include campaign manager for 2018 Erie Republican mayoral candidate John Persinger, where he ran the strongest campaign the City of Erie has seen from an opposition candidate in decades garnering national media attention. He has worked for the Pennsylvania Senate as well as political leadership campaign roles across Pennsylvania. He earned his political science degree from Edinboro University and master's in public administration with a concentration in organization leadership from Gannon University. Friend is also a veteran of the U.S. Army where he served as a legal noncommissioned officer

Garcia focuses his practice primarily on a wide variety of insurance defense cases, professional liability defense, commercial/business litigation, municipal liability and defense of civil rights claims. Previously, he worked for a nationally

Legal solutions for your real-world problems.

Business moves fast. To stay ahead, clients look to MacDonald Illig for business-minded solutions, established through a highly-strategic, collaborative, and personalized approach. We are dedicated to finding timely resolutions to even the most complex business problems.

From bet-the-company litigation to important business transactions, MacDonald Illig has the resources and legal experience to deliver.

Call: (814) 870-7600 or visit: macdonaldillig.com

MacDonald, Illig, Jones & Britton LLP 100 State St. Suite 700, Erie, PA 16507

Financial Planning & Benefits: Charting a Course for a Successful Retirement

Michael Bishop is a member of MacDonald Illig’s Business Transactions and Trusts & Estates practice groups. He helps clients with corporate transactions, tax issues and estate planning matters.

Retirement planning is an immense undertaking. It involves uncomfortable conversations, detailed coordination of assets and accounts, reviewing tax options, and thinking about the world without us in it. It is challenging enough to build a career, let alone planning its end and transitioning your nest-egg to your legacy. The process is made much simpler with the help of a good team of advisors who work to understand your individual financial position and help you achieve your retirement goals. Good advisors will help you think through the complicated distribution terms and tax options of specific planning instruments like your Will and any Trust you create, and beneficiary designations.

Will

The heart of a good estate plan is your Will, where you can make provisions for specific bequests of your property. This can include specifically giving certain beneficiaries your real estate, rights to your tangible personal property, access to bank accounts, and any other probate property. A Will can also provide for all your assets that would otherwise be subject to probate to be placed into a trust that makes distributions to your heirs under certain conditions. The best choice for your specific situation may vary greatly from someone else where a simple Will or complex Trust may work better. It is important to choose an estate planning attorney who can walk you through the pros and cons of each option so you are setting yourself up for retirement in the best possible way. An estate planning attorney at this step can save your heirs potentially thousands of dollars in inheritance taxes, and help you develop the best plan for your financial well-being.

Non-Probate Assets

You must also be aware of how your non-probate assets are distributed at your death. These may be Individual Retirement Accounts (Traditional IRAs or Roth IRAs) with transfer-on-death provisions, 401(k) or 403(b) plans offered through your employer, and certain bank

accounts. If you own interest in a closely held company or partnership, there may be complex provisions that cash out your interest at your death instead of passing the ownership interest to your heirs.

Staying cognizant of how these nonprobate assets are distributed at your death will help your advisor create a plan that ensures your wishes and your heirs are cared for appropriately. An accountant or CPA can help you and your other advisors understand your entire financial situation and work through complex tax decisions.

The Right Financial Advisor

It is also important to be making wise financial decisions leading up to retirement, so that you have that nest-egg to leave to your heirs. As you begin saving for retirement and beyond, choosing the best investment vehicles for assets saved in retirement accounts, trust accounts or accounts we set up for our children’s education is complicated enough, and changing every second — a competent financial advisor can help you cut through the noise and develop an investment strategy that meets your needs and helps grow your wealth during your lifetime. Some such decisions arise early in your lifetime like buying a home, making an investment in a company, or paying off debts. Finding a financial advisor that you trust and who will help keep you on track of your goals is invaluable to a good retirement plan. Planning for your retirement is not such a daunting prospect when you surround yourself with a team of professionals that understand your entire financial picture and you trust to work with you to achieve your goals. There is a lot of misunderstandings, bad advice, and confusion swirling around in our media today regarding these topics that are so individualized. Your retirement goals are different than someone else’s, and building a team of competent and trustworthy legal, tax, accounting and financial advisors who understand your individual financial position will build a plan that works for you.

If you have any questions or concerns regarding retirement and succession planning for your business, please reach out to us at 814/870-7600

Are you feeling stuck?

Has your business hit the ceiling?

Achieving sustainable growth and organizational excellence demands more than just ambition — it requires a structured approach to streamline operations, instill accountability and deliver results.

EOS WORKSHOP (3 HOURS)

The Entrepreneurial Operating System® (EOS), detailed in Gino Wickman’s bestselling book, Traction, stands as a game-changer in global business transformation. Leading this charge is Certified EOS Implementer Tim Tannert, who will spearhead a three-hour workshop to help you unleash your business’s full potential.

• Understand the six keys to building a truly great organization.

• Get everyone focused on achieving a clear company vision.

• Instill discipline and accountability throughout the organization.

• Roll up your sleeves and confront organizational issues head-on.

• Strengthen your business and produce powerful results.

Sponsored by:

PREMIER SPONSOR

 EXECUTIVE PANEL DISCUSSION

Hear from MBA members who are at different phases of EOS implementation in their businesses and are seeing successful results: Jon DeArment, Channellock; Meghan Kinter, Ph.D., LECOM Behavioral Health; Wendy DeArment, Networking Technologies; and, Tim Barnhart, SMG Industries, Inc.

PREMIUM NETWORKING, BREAKFAST AND LUNCH

Plus, all registrants will receive a copy of Gino Wickman’s bestselling book “Traction”!

Who should attend: Executive and mid-level management team members

Cost: $325 MBA Member {Table of 6: $1,800}

$500 Nonmember {Table of 6: $2,800}

Limited Seating! Visit mbausa.org to register or contact Melissa at 814/833-3200, 800/815-2660 or mlesniewski@mbausa.org.

You didn’t get into business to stagnate. You got into it to turn your passion into success. The Entrepreneurial Operating System® (EOS®) helps you solve the issues that keep your organization from reaching its full potential — not at the surface, but at the root.

If you want more clarity and traction in your business, then it’s time to explore the same EOS Tools used by over 100,000 companies worldwide. They’ll help you lay a strong foundation for your organization, make the most of every challenge and opportunity you face, and translate your passion into the results you deserve.

Why EOS?

EOS was designed for busy, success-driven entrepreneurs like you. It gives businesses of 10-250 employees the tools they need to finally gain traction in their business, build a strong team culture and achieve their most passionate goals.

REAL. SIMPLE. RESULTS.

Why the Entrepreneurial Operating System® Matters to Your Business

Your Leadership Team Will Get a Grip On Three Things

VISION — Getting everyone in your organization 100 percent on the same page with where you’re going and how you plan to get there.

TRACTION® — Instilling discipline and accountability throughout the company so that everyone executes that vision — every day.

HEALTHY — Helping your leaders become a more cohesive, functional, healthy leadership team.

EOS Can Help You Eliminate Common Business Frustrations:

• People (not all on the same page)

• Control (lack thereof)

• Profit (not enough)

• Hitting the ceiling

• Nothing is working

Tim Tannert is a certified EOS implementer ®, ICF certified executive coach and featured speaker for the MBA's 2024 Leadership Summit on April 25 in Erie. To learn more about the summit or EOS®, visit mbausa.org or https://www.eosworldwide. com/tim-tannert.

"Business leaders face the unique challenge of running and operating their business while being responsible to 'work on' the business to drive growth and sustainability. EOS®, specifically implementing the system with Tim Tannert, has helped our organization immensely. We’ve been able to identify, with clarity, what our challenges are to the growth goals we have. Still, also, just as important — we’ve been able to put people and processes in place to help us manage all of it while making real strides in the 'work on the business' objectives that historically would have stayed on our to-do list for months or years at a time.”

- Brian Duncan, Chief Executive Officer of DUNCAN FINANCIAL GROUP

CAN YOU TELL ME MORE ABOUT FINANCIAL EDUCATION WORKSHOPS FOR EMPLOYEES?

More workers want guidance to increase their financial literacy. To meet this desire, employers can provide resources or workshops on personal finance management, budgeting and retirement planning. Empowering employees with financial literacy can alleviate stress and improve overall well-being.

WHAT IS AN EMPLOYEE ASSISTANCE

PROGRAM (EAP)?

These programs can help employees save on healthcare expenses, provide tax benefits and promote financial wellness. While such programs require administrative setup, the payoff can be worth it, as EAPs provide confidential support for employees dealing with personal or work-related issues. Some employer health plans include an EAP so make sure to review your plan today. Also, the MBA partners with WorkPartners to provide members an exclusive discount on EAP services (See mbausa.org/hr-andlegal-services/eap/ for more information).

WHAT ARE THE POSSIBLE BENEFITS OF IMPLEMENTING SUMMER HOURS AT A COMPANY?

To help boost employee morale and satisfaction during the summer months, employers can offer summer hours, such as closing an hour or two early on Fridays. This perk demonstrates flexibility and trust from the employer and can ultimately help improve employees’ work-life balance during vacation season

Consider Affordable Benefits That Employees Want

Employee benefits are the cornerstone of a thriving organization. Perks and benefits are pivotal in enhancing job satisfaction, attraction and retention rates, employee well-being and overall workplace morale. While some organizations may feel constrained by budget limitations, there are numerous low- and no-cost benefits that can significantly impact employee happiness and productivity:

Flexible work arrangements — Many of today’s workers desire flexible work hours or the option to work remotely. This flexibility can greatly improve work-life balance and reduce stress levels. Remember that flexible work arrangements require clear policies and communication to ensure accountability and consistency among workers.

Flexible vacation policies — Instead of rigid vacation accrual systems, more employers are implementing unlimited or flexible vacation policies. However, flexible policies require trust and accountability from employees and may entail additional coordination to manage leave schedules. Wellness programs — Popular wellness initiatives include yoga classes, meditation sessions or health challenges. Wellness programs are trending as a way to foster positive company culture, but it’s important to keep in mind that they often require commitment and resources for planning and implementation.

Family friendly policies — The path to and journey of parenthood are unique. Employers can offer attractive family friendly policies, such as parental leave, flexible childcare arrangements, generous nursing breaks or assistance with adoption expenses. Supporting employees in their family responsibilities can improve loyalty and morale.

Some other low — or no — cost benefits to consider include — professional development opportunities; employee recognition programs; employee assistance programs (EAPs); flexible spending accounts (FSAs) or health savings accounts (HSAs); financial education workshops; mentorship programs; paid volunteer time; casual dress code; summer hours; and employee discount programs.

In Conclusion

Offering employee benefits doesn’t have to come with a hefty price tag. These low- or no-cost benefits that workers value can enable employers to create a supportive and fulfilling work environment that, in turn, attracts and retains top talent. Investing in employee satisfaction not only boosts morale and productivity but also strengthens the overall success and reputation of the organization.

Tammy Toman, JD, PHR

is vice president and employment counsel at the Manufacturer & Business Association. Contact her at 814/833-3200, 800/815-2660 or ttoman@mbausa.org.

‘Political Math:’ Why Shapiro’s Spending Plan is Unsustainable

Jezree Friend is vice president at the Manufacturer & Business Association. Contact him at 814/8333200, 800/815-2660 or jfriend@mbausa.org.

While on the campaign trail, Governor Josh Shapiro touted his plans to “look to other states” and be more business competitive. This year’s budget proposal request for shiny objects comes in at a price tag of $48.3 billion, about an 8-percent increase from last year.

There are meaningful policies to make Pennsylvania more business friendly excluded from the governor’s plan. Namely, the corporate net income tax reduction is set to cap at 4.99 percent by 2030. An improvement from our previous highest in the country designation. However, this only puts Pennsylvania in the middle of the pack among business competitive tax structures nationally. Additionally, Pennsylvania currently caps business’s Net Operating Loss (NOL) carryforward deduction at 40 percent of taxable income. We are one of only two states to cap NOL deductions below the federal limit of 80 percent of taxable income. There are 19 states that align with the federal rules, while 25 states have no deduction cap at all, that’s 44 states with better incentives than PA. If the governor’s claims to make PA business competitive are genuine, this cannot continue to be ignored.

The governor has continued to tout his money back guarantee on application fees for business investments as his gift to the business community. The reality is investors aren’t motivated by receiving a couple hundred dollars back on a $10 million investment only to restart the process and risk another denial. Should the governor genuinely want to move at the speed of business, he should look to states who have implemented “deemed approved” permit applications if not received back within 90 days. His plan did include a request to be 30 percent solar by 2030, which would require land area the size of three counties to be cleared and the annual call for a $15 minimum wage increase.

Some highlights on new spending include:

• Nearly $1 billion to create a new higher education system to unite the PASSHE universities and 15 community colleges.

• $600 million to implement a 10-year economic development plan.

• $500 million to bring more commercial and industrial sites online.

• $25 million for a Main Street Matters program.

• $20 million to support large-scale innovation.

• $1.5 billion over the next five years in public transit.

• $37.5 million for a Gun Violence Investigation and Prosecution program.

• $37.5 million increase for the Violence Intervention and Prevention program.

• $100 million in mental health funding for K–12 schools.

• $11.7 million to develop a 10-year Master Plan for Older Adults.

Business owners understand investment is needed to grow, but unlike politicians, are accountable to “show me the money.” The governor proposed the state taps into its $14 billion rainy day fund. The budget would require $3 billion each year to cover the increased spending. However, according to the Independent Fiscal Office, by 2025–26 our rainy-day fund will be depleted. I didn’t check with our CFO, but the math doesn’t add up.

Senator Ward, the PA president pro tempore said, “Shapiro boldly confesses his spend plan is ambitious and uncompromising as it can only be implemented ‘as is.’ Shapiro’s spending plan is reckless in a ‘unicorns and rainbows’ way and would lead to significant tax increases for Pennsylvanians at a time of historic inflation and uncertainty for our nation’s economy. So maybe you won’t have any new taxes this year. But guess what? After this year, we’re going to have a lot of new taxes.”

The governor is making risky assumptions the legislature will legalize recreational marijuana with new taxes, a significant increase to skill games taxes, and a replacement of funds from “Biden bucks,” to name a few.

It seems even among his own projections that Shapiro’s ambitious spending won’t be sustainable around the time of the next presidential election. That is either a coincidence or political math.

Address:

45 Bryant Woods N. Amherst, NY 14228

Phone: 716/630-2400

Website: ctbk.com

CTBK LLP: Empowering Manufacturing Success Through Advisory Excellence

In the ever-evolving realm of manufacturing, businesses demand financial professionals who go beyond compliance and are seeking advisors with a broader perspective and strategic insight. Established in 1992, CTBK LLP is a CPA and advisory firm, recognized as a trusted advisor for closely held middle-market enterprises. Accurate and timely financial statements or tax returns are a byproduct of CTBK’s advisory-forward relationship with its clients.

In response to client needs and the challenges in hiring and retaining toptier talent, CTBK offers a comprehensive suite of services, democratizing information and sophistication for all companies.

Outsourced Accounting and Finance Solutions

CTBK’s Outsourced Accounting Services (OAS) group caters to clients' daily internal accounting requirements, ensuring precise and timely financial information of the highest quality. Whether it's month-end cleanup, serving as an extension of your internal accounting team or outsourcing your entire internal accounting function, CTBK provides flexible solutions.

In addition, CTBK has a bench of highly sophisticated financial executives at cfoSOLUTIONSplus to assist companies on a fractionalized or interim basis, on complex financial issues. These experts tackle strategic financial issues such as capital raising, strategic planning and acquisitions.

Both OAS and cfoSOLUTIONSplus have proven instrumental during flex periods, seamlessly integrating into companies’ operations during crucial phases like transactions, illness of internal resources, and ERP implementations.

Fractionalized Chief Information Officers (CIO) and Cybersecurity Experts

In response to the surge in cyber events, CTBK Technology and Security Solutions, LLC provide fractionalized and interim CIO services, paired with effective cybersecurity expertise. CTBK’s fractionalized CIOs bring large company tactics to middle-market firms, leveling the playing field. These technology professionals conduct cyber assessments, penetration testing, vulnerability scans, and more, ensuring clients are safeguarded from evolving cyber threats and mitigating technological risks amid increasing regulations.

COMPANY PROFILE

Executive-Level Support at CTBK Strategic Solutions

Acknowledging challenges that surpass traditional financial realms, CTBK Strategic Solutions deploys executive-level expertise on a fractionalized basis. From postacquisition integration to strategic plan development and leadership alignment sessions, CTBK’s seasoned professionals provide comprehensive C-Suite advice.

Financial Planning

With over three decades of experience, CTBK excels in sophisticated estate planning strategies, minimizing estate tax exposure and aligning business holdings effectively. Tailoring advice for owners of closely-held middle market companies, CTBK’s team specializes in creative estate and gift tax planning strategies. In light of the potential estate tax exemption sunset in 2025, CTBK’s advisors stay vigilant, navigating complexities to secure optimal financial outcomes for our clients and mitigate risks associated with estate tax exposure for business owners.

With expertise in R&D studies, CTBK generates substantial savings for clients. The firm’s specialists navigate the intricate tax incentive landscape, identifying and substantiating qualifying activities in manufacturing. By examining innovative processes, technology advancements and product improvements, CTBK uncovers eligible expenditures for potential tax credits or deductions. These incentives not only drive significant cost savings but also promote a conducive environment for continuous innovation and technological advancements in manufacturing operations.

Furthermore, CTBK specializes in cost segregation studies, particularly advantageous for manufacturing clients with real estate investments for growth. CTBK’s nuanced understanding allows its teams to identify and reclassify assets, accelerating depreciation and optimizing tax deductions. By segregating components into shorter recovery periods, manufacturing companies can notably reduce taxable income, leading to immediate cash flow benefits. This enhanced liquidity can be reinvested into other operational areas. CTBK ensures tax compliance while maximizing available tax benefits.

The firm’s multidisciplinary approach to accounting and financial planning addresses the diverse needs of its clientele, offering tailored solutions across accounting, finance, technology and executive-level guidance.

The Manufacturer & Business Association recently held Recognition Luncheons to celebrate the many graduates of its training series. The MBA offers more than 60 professional training classes, including a variety of certificate series programs such as Leadership for Team Leaders, Supervisory Skills, Marketing and Communications, HR Essentials, Excel Application Specialist and Word Application Specialist. Class participants and certificateseries graduates work in such areas as manufacturing, health care, service and government throughout the Association’s membership area. For more information, visit mbausa.org.

 Certified Supervisory Skills Series — Erie

Front row, from left: Floyd Titus, Winland Foods; Jessica Warren, Winland Foods; Wendy Matson, Armanini, Kolodychak, & Basile, LLP; Yvette Reyes, Essentra Components; and, David Miller, Erie Strayer Company. Second row, from left: Justin Kutscher, Creative Millwork of Ohio, Inc.; JJ Lookenhouse, Windland Foods; David Saporito, Ellwood National Forge Company; Benjamin Kraft, Ellwood National Forge Company; Steve Feikls, Armanini, Kolodychak, & Basile, LLP; Shelly Pearce, Lawrence County Drug & Alcohol Commission; and, Jerry Cressley, Ellwood National Forge Company. Back row, from left: Christian Perez, Windland Foods; Dennis Tong, American Turned Products; and, Timothy Eckman, Ellwood National Forge Company.

 Excel Application Specialist — Erie

Front row, from left: Terry Beveridge, Rob Bartosek, Kelly Bartosek, MBA instructor Casey Naylon, Jason Hermann and Jonah Orr, Eriez.

Back row, from left: Rick Peyton, Matt Barringer, Mike Finotti, Chris Orlando, Tom Sebunia and Brandon Stafford, Eriez.

 Excel Application Specialist — Ellwood City

Front row, from left: Mark Mahler, Michelle Myers, Carrie Bieselt and Chad Brant, Ellwood City Forge Back row, from left: Bill Davis, Mike Dadejko, Brian Robertson, Walter Bell and Mike Sinclair, Ellwood City Forge.

 Excel Application Specialist — Erie

Front row, from left: April Buell, Mark Cermak, Jason Pettinato, Chris Maison, Kristin Duhan, Dana Pulice and Tim Reese, Eriez. Back row, from left: Bryan Hartle, Paul Clement, Mark Dobson, Tracy Lee, Keith O’Brien and Nate Rogers, Eriez.

Erie Cemetery

2116 Chestnut Street

Erie, PA 16502

Phone: 814/459-2463

Laurel Hill Cemetery

4523 Love Road

Erie, PA 16506

Phone: 814/833-4401

Website: eriecemeteryassoc.com

Wintergreen Gorge Cemetery

2601 Norcross Road

Erie, PA 16510

Phone: 814/825-5530

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Celebrate Life Through Remembrance

Erie Cemetery Association (ECA) is more than just a place to bury your loved ones. It’s a place to celebrate their lives, their legacy, and their impact on our community.

With three stunning locations to choose from, you can find the perfect location for your family’s final resting place. Whether you prefer the historic charm of Erie Cemetery, the serene beauty of Laurel Hill Cemetery, or the scenic splendor of Wintergreen Gorge Cemetery, you will be amazed by the natural and architectural wonders that surround you.

No matter what your preferences or budget are, ECA has the right option for you. From traditional burial to cremation, from in-ground to aboveground, from urns to scattering, ECA can accommodate your wishes and honor your loved ones. A new “green” burial option is coming soon.

COMPANY PROFILE

Erie Cemetery Association’s friendly and professional staff are always ready to assist you with any request or inquiry. Whether you need help finding a grave, researching your ancestry, or planning a funeral service, ECA is here for you.

Come and see for yourself why the Erie Cemetery Association is a great choice for your family. Experience the peace, the joy, and the history that awaits you at ECA cemeteries. ECA respects those who came before us and welcomes those yet to rest here.

For burial or above ground options, contact Jennie at Erie Cemetery at jenniej@eriecemeteryassoc.com; Debra at Laurel Hill Cemetery at debrac@eriecemeteryassoc.com; or Tom at Wintergreen Gorge Cemetery at thomasm@eriecemeteryassoc.com.

PEACE OF MIND

You’ve spent a lifetime building your estate. We will help you preserve it for your loved ones. Long-term care (Medicaid), special needs, estate, or business succession planning: we will develop a comprehensive strategy to meet your objectives so you can look ahead to a secure future.

• Estate Planning & Administration

• Long-Term Care Planning

• Elder Law

• Medicaid Planning

• Trusts

• Real Estate

• Business & Tax

Visit www.kmgslaw.com/elder-law to learn more and see answers to frequently asked questions.

Knox McLaughlin Gornall & Sennett, P.C. Erie | Pittsburgh | Jamestown, NY 814-459-2800 | www.kmgslaw.com

5TH ANNUAL WOMEN IN LEADERSHIP IMPACT LUNCHEON

The MBA celebrated women leaders during the soldout Women in Leadership IMPACT Luncheon on March 14 at the Association’s Conference Center in Erie. The event, which featured guest speaker Jennie Hagerty, executive director of the Mercy Center for Women, was presented by the Mercy Center, MBA and MBA Business Magazine and sponsors including: Northwest Bank, HUMES Chrysler Jeep Dodge RAM, and Potratz Floral Shop and Greenhouses. For exclusive photo coverage or to learn more about upcoming MBA events, visit mbausa.org

 This year’s Women in Leadership IMPACT Luncheon was sold out with a record crowd in attendance.

 Potratz Floral Shop & Greenhouses Inc. was a sponsor of the luncheon table centerpieces.

Guests of sponsor HUMES Chrysler Jeep Dodge Ram were in attendance. 

Northwest Bank has been a sponsor of the MBA's Women in Leadership IMPACT Luncheon for the past five years. 

Among the attendees were faculty from the Lake Erie College of Osteopathic Medicine (LECOM) who were featured in the March issue of the MBA Business Magazine. 

 Mercy Center for Women Executive Director Jennie Hagerty, who was this year's keynote speaker, was joined at the luncheon by Mercy Center staff, clients and Board members.

 Michelle Basista of the Benedictine Sisters of Erie was this year’s grand prize raffle winner. She took home a raffle basket filled with spa goodies, a Clinique travel kit and $150 worth of MBA gift certificates.