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4567300 45 67300
MARTIN T. MEEHAN
Neynes
DISTRICT OFFICES:
510 DISTRICT, MASSACHUSETTS
Wamen office
11 KEARNY SQUARE, THIRD FLOOR
LOWELL, MA 01852
2434 RAYBURN HOUSE OFFICE BUILDING
(508) 459-0101 FAX: (508) 159-1907
WASHINGTON, DC 20515
Sandra
(202) 225-3411 FAX: (202) 226-0771
Congress of the United States seba
Ba. STATE BUILDING
11 LAWRENCE STREET. SUITE 703
COMMITTEES:
LAWRENCE. MA 91840
NATIONAL SECURITY
SUBCOMMITTED ON Mu ITANY RC3EARCH & DEVELOPMENT
House of Representatives
(508) 881-8200 PAX: (508) 682-6070
SUBCOMMITTEE ON MJ ITARY HEADINESS
Hashington, D.C. 20515
WALKER BUILDING
JUDICIARY
255 MAIN STREET. Hoom 102
SUBCOMMITTEE ON CRIME
MA 01752
SUPCOMMITTEE ON COMMERCIAL & ADMINISTRATIVE LAW
(508) 460-9292 FAX: (508) 460-6869
Fax Cover Sheet
Genda
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Office of Congressman Marty Mcchan
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To:
Michael O'Mary
With: First Lady's Office
Fax: 456-6244
Number of Pages:
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First The Lady to Join Congressman Meehan and Six Women Members of 8804 - children
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House for Massachusetts Forum on Women's Workplace Issues
LOWELL - U.S. Rep. Marty Meehan today announced that First Lady Hillary Rodham Clinton
Mayan
will join him and six women Members of the U.S. House of Representatives at a May 1st forum
he is hosting in Massachusetts on issues facing women in the workplace
Equaly Realth care] Mobless secutions
child care
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Meehan's forum, titled "Setting the 21st Century Agenda for Wómen, will feature the First
Sourch
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Lady, Rep. Rosa DeLauro, D-CT; Shcila Jackson Lee, TX, Nita Lowey, D-NY; Eleanor
people
Holmes Norton, D-DC; Nancy Pelosi, D-CA; and Karen Thurman, D-FL. The event will run
from 9 to 11 a.m. at the University Education of Mussachusctts Lowell Campus. Pensions
Poduim
"Over the next few years we have an historic opportunity to build on the foundations that have
15% Lady
been laid by women leaders across the country, led by the First Lady, to set a real agenda, with
tangible solutions for working women in the 21st Century," Meehan suid.
Meehan's forum will focus on issues facing women in the workplace of today and the future
including day care, equity, flexibility, health carc and job security. In addition to hearing from
the members of Congress and the First Lady, participants at the two-hour symposium will have
the opportunity to ask questions.
wrap
up
"We must seize this opportunity to come together in forums such as this onc to start generating HRCT
real answers to the problems that women face in today's workplace and to help provide them with adn
the necessary tools to achieve true economic equality," Meehan said. "Pay equity, child care, help to
health care, access to capital, small business development, pension availability - these are all under
issues that we must address now, while the economy affords us the opportunity."
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The First Lady noted in a recent speech that action on these issues is crucial because of the
changing nature of the American work force, with half of all mother with children under the age
of one now working outside the home.
"This issue must become a policy challenge for all of us because it clearly affects the well-being
of children, American workers and the dynamism of our economy itself," Mrs. Clinton said.
Meehan noted that, over the past 20 years, women have been playing an increasingly important
rolc in the economy, with participation rates growing steadily even as the average number of mcn
in the work force has declined. Today, women-owned businesses are the fastest growing
segment of the U.S. economy. employing one in every four Americans and adding $2.3 trillion to
the economy each year.
"Women have played an invaluable role in building and maintaining the cconomic success story
of the 1990's," Meehan said. "The economy is booming, with the lowest unemployment rate in
20 years. And, in large part, we have American women to thank for their contribution to it."
However, Meehan added, today's market boom has not necessarily served women well.
According to the latest statistics compiled for the White Housc's Women's Economic Leadership
Summit last month, on average women earn 74 cents for every dollar that men earn - a national
figure that varies widely from state to state. Women hold less than 5 percent of the top
management positions in America, even though they comprise nearly half of the work force.
Men with professional degrees earn on average $70,000 a year, but women with the same
degrees make only $40,000 annually. Morcover, three-fifths of all adults living in poverty are
women, they are less than half as likely as men to have a pension, and women of childbearing
age pay 68 percent more than men in out-of-pocket health-carc costs.
Anyone interested in attending Meehan's public forum with the First Lady and five women
Members of Congress should RSVP to his Lowell office at (978) 459-0101.
- ## -
Marty Meehan's Record on Women's Issues
Congressman Marty Meehan has worked aggressively to promote the issues that
matter most to American women. Whether the issue is health care access, job
security, equity or choice, Meehan has been at the forefront of efforts on
Capitol Hill to advance women's rights.
Formerly a prosecutor, Meehan became deeply involved in women's issues long
before he came to Washington. As a first assistant district attorney, Meehan
saw first-hand how single parents, typically mothers, can be unfairly burdened
with the full cost of raising their children. Much of Meehan's work for
Middlesex County was focused on tracking down fathers who had escaped
paying child support by moving to a new state or by misrepresenting their
disposable income. Meehan also developed priority prosecution policies
designed to put the most violent criminals, including batterers of women,
behind bars.
Meehan expanded his work on women's issues when he came to Congress in
1993. Working closely with the Administration, Meehan was a strong
proponent of the Violence Against Women Act, the ban on assault weapons,
comprehensive health care reform, and prenatal and child nutrition programs.
In 1993, Meehan invited leading women's advocate Congresswoman Patricia
Schroeder to Marlborough to discuss women's health care and other issues with
people in his district.
Meehan has used his committee assignments on National Security, Judiciary and
Small Business to focus on a number of policies that affect women. On
National Security, Meehan has led efforts to assure women equal status in the
armed forces, especially with regard to advancing equity and opportunity.
Rising through the ranks of the committee, Mechan most recently used his
scnior position on the Personnel Subcommittee to promote gender-integrated
training.
Likewise, Meehan has used his membership on the House Judiciary Committec
as a platform for speaking out against the numerous attempts by the Republican
majority to roll back a woman's right to a safe and legal abortion. Meehan also
has stood with women's advocates to curb gun ownership by individuals
convicted of domestic violence misdemeanors.
Formerly a member of the House Small Business Committee, Meehan was a
leading advocate of the Small Business Administration's efforts to increase
loans to women entrepreneurs, through both the 8(a) loan program and
continued microenterprise funding.
However, Meehan's focus on women's issues extends beyond the boundaries of
his committee assignments. He was a strong supporter of both the Family and
Medical Leave Act and the Fair Access to Clinic Entrance (FACE) Act -- both
of which were enacted into law during his first term. And, Meehan has been a
strong advocate of full and fair funding for family planning services and
education both in the United States and abroad.
Meehan has been a national leader on various government reform initiatives,
including campaign finance reform and voter registration expansion, policies
that can only help to magnify women's collective voice in Washington.
In addition, as the Boston Globe noted on Feb. 21, 1993, "Marty Meehan puts
his money where his mouth is" by each year donating his pay raise to non-
profit groups that combat domestic violence and sexual abuse, deliver medical
care and provide other needed resources to women.
Michael,
These that are I talking did points for
Some Facts:
Rep. Mach
Women owned businesses are the fastest growing segment of the
United States economy. According to the latest projections,
women will head half of all US business by the year 2000.
Moreover, the number of women owned start up companies
outpaced all business growth in each of the 50 states. Women also
start the majority of small businesses, between three quarters and
two thirds of them each year. Over the last decade, women owned
businesses have had a nearly 250 percent growth in revenues.
Why are Small Businesses So Important to Women?
Why are so many bright, motivated women attracted to small
business, rather than following the more traditional male path up
the corporate ladder? The answers seem pretty clear: for many
women small businesses mean no glass ceiling, relief from sexual
harassment, real independence and flexibility, just to name a few.
Plus, microenterprises offer many more women an opportunity to
move off of welfare, for good, without having to take a minimum
wage, low growth opportunity job in the service sector.
Just as importantly, microenterprise lending is playing an
increasingly important role in economic development for cities
like Lawrence. Starting their own businesses gives women who
live in the inner city a chance to break away from the "sticky
floor" of poverty, while at the same time this activity helps to
develop lasting economic growth in urban areas.
The Crucial Role of Small Business Development for Women in my
District:
As a former member of the Small Business Committee, and
ranking minority member of the Subcommittee on Taxation and
Finance, I heard from women across the country about their need
to gain better access to credit - the primary obstacle for women
trying to start up their own companies. While the Small Business
Administration offers loan guarantees to women and finances the
microenterprise program, such as the successful Working Capital
program in Lawrence, sixteen states have also enacted Individual
Development and Family Development Accounts -- tax free
accounts that aspiring business owners can use to start a business
In fact, as far as I know, the Acre Family Day Care in Lowell is
the only organization in Massachusetts that utilizes Individual
Development Accounts. They have been enormously successful in
helping women in Lowell, who speak English as a second
language, to start their own, high-quality day care centers out of
their homes. Individual Development Accounts may well prove to
be one of the most successful programs for women in the coming
years. One of the goals of this forum is to raise the visibility of
successful endeavors, such as the Acre Family Daycare
Development Accounts, to the national level in order to promote
the ideas behind it.
Another idca that came out of the recent Women's Economic
Lcadership Summit in April was to revitalize inner cities with the
energy of women entrepreneurs. Empowerment and enterprise
communities zones make an important link between revitalization,
welfare to work and women's enterprise. Lowell was just
designated as an enterprise community. And, I am hoping that this
forum will help to spark some new ideas on how to tie in programs
that will simultancously help women business owners as part of
the goal of rejuvenating the community.
States can also give special priority and outreach to women who
need a helping hand setting up their own small businesses. And
banks, community development corporations and other public and
private financial institutions can provide women with much
needed capital to establish and maintain their business. That's why
forums such as this one are so important: they bring together
leading spokeswomen with financial and civic leaders in
communities, like Lowell, to help recognize as well as to promote
the link between working women and economic development.
U.S. DOL 20 Facts on Women Workers
http://gatekeeper.dol.gov/dol/wb/public/wh_pubs/20f96.ht
Facts on Working
W omen
U.S. Department of Labor
Women's Bureau
20 FACTS ON WOMEN WORKERS
No. 96-2
September 1996
1. There were 103 million women age 16 and ovcr in the United States in 1995. Of that total, a record 61
million were in the civilian labor force (persons working or looking for work).
2. Women's share of the total labor force continues to rise. Women accounted for 46 percent of total
United States labor force participants in 1995 and are projected to comprise 48 percent in the year 2005.
3. Nearly six out of every ten women--58.9 percent--age 16 and over were labor force participants
(working or looking for work) in 1995.
4. Women between the ages of 20 and 54 had labor force participation rates of at least 70 percent. Even
half the Nation's teenage women ages 16-19 were labor force participants-52 percent (see Table 1).
5. Labor force participation by marital status varies for women. Divorced women have higher
participation rates mainly because they are the primary or the only wage earners in their families (see
Table 2).
6. Unemployment for all women in 1995 was only 5.6 percent. For white women it was 4.8 percent;
10.2 percent for black women; and 10.0 percent for Hispanic women.
Table 1
Labor Force Participation Rates For Women by Age Groups, 1995
Age Groups
Participation Rate
All Women
58.9
1.6 to 19
52.2
20 to 24
70.3
25 to 34
74.9
35 to 44
77.2
44 to 54
74.4
55 to 65
49.2
65 and over
8.8
Source: U.S. Department of Labor, Bureau of Labor Statistics,
Employment and Earnings, January 1996.
Table 2
Female Labor Force Participation, by Marital Status, March 1995
Marital Status
Participation Rate
All women
58.9
Never married
65.5
Married, spouse present
61.1
Married, spouse absent
62.0
1 of 4
4/18/98 10:04 AM
U.S. DOL- 20 Facts on Women Workers
http://gatekeeper.dul.gov/dol/wb/public/wb_pubs/2t96.ht
Divorced
73.7
Widowed
17.5
Source: U.S. Department of Labor, Bureau of Labor Statistics,
Unpublished Data, March 1995.
7.Nearly 58 million women were employed in 1995 with the largest porprotion still working in
technical, sales, and clerical occupations.
Table 3
Employed Women by Occupational Group,
(in millions)
Occupation
No. Employed
Total
57.5
Management and profession specialty
16.9
Technical, sales and administrative support
24.1
Service occupations
10.2
Precision production, craft, and repair
1.2
Operators, fabricators, and laborers
4.4
Farming. forestry, and fiching
0.7
Source: U.S. Department of Labor, Bureau of Labor Statistics,
Employment and Earnings, January 1996.
8. Women have made substantial progress in obtaining jobs in the managerial and professional
specialties. In 1985 they held one-third (35.6 percent) of managerial and executive jobs and nearly half
(49.1 percent) of the professional jobs. By 1995 they held 48.0 percent of all managcrial/executive
positions and over half (52.9 percent) of professional occupations.
9. Women are not only more likely to work outside the home today than in the past, but they also spend
more time at work than did women in earlier years. Women have increasingly opted to work both full
time and year round, partly due to economic necessity, but also duc to movement into occupations that
require full-time, year-round work.
10. Of the 57.5 million employed women in the United States in 1995, 42 million worked full time (35
or more hours per week); 16 million worked part time (less than 35 hours per week). Two-thirds of all
part-time workers were women (68 percent).
11. Many women who work part time are multiple job holders. In 1995, 3.6 million women held more
than one job. The highest rates of multiplc jobholding was among women 20 to 24 years old and single
women-7.3 percent and 7.2 percent, respectively.
12. Of all women who were multiple job holders in 1995, those in the 35 to 44 age group were most
likely to hold 3 or more jobs.
Table 4 Women as Multiple Jobholders, 1995 (numbers in thousands)
Total Multiple Age Employed Job Holders Percent 16-19 years 3,127 196 6.3 20-24 years 5,779 424 7.3
25-34 years 14,647 896 6.1 35-44 years 15,828 1,007 6.4 45-54 years 11,421 753 6.6 55-64 years 5,163
238 4.6 65+ years 1,558 38 2.5
Source: U.S. Department of Labor, Bureau of Labor Statistics, Unpublished Data, Annual Averages
1995.
13. The ratio of women's 1995 median weekly earnings to men's was 75.5 percent. Even in traditionally
female occupations where women outnumber, women still earn less than men (see Table 5).
2 of 4
4/18/98 10:04 AM
U.S. DOL - 20 Facts on Women Workers
http://gatekeeper.dol.guv/dol/wb/public/wb_pubs/20t96.hl
Table 5
Median Weekly Earnings,
Selected Traditionally Female Occupations, 1995
Earnings
Occupation
women
Men
Registered nurses
$693
$715
Elementary school teachers
627
713
Cashiers
233
256
General office clerks
360
389
Health aides, except nursing
285
345
Source: U.S. Department of Lubor, Burcau of Labor Statistics, Employment and Earnings, January 1996.
14. With women still concentrated in lower paying occupations and having overall earnings about
three-fourths that of men, it is predictable that more adult women than men are below the poverty level
(see Table 6).
Table 6
Persons Below Poverty Level, by Age and Sex, 1994
(numbers in thousands)
Below Poverty Level
Age
Women
Men
Total, 18 years and over
14,140
8,632
18 to 21 years
2,833
1,705
25 to 34 years
3,359
2,104
35 to 44 years
2,539
1,929
15 to 54 years
1,348
1,033
55 to 64 years
1,337
921
65 years and over
2,724
939
Source: U.S. Department of Commerce, Bureau of the Census, Income, Poverty, and Valuation of
Noncash Benefits: 1994.
15. Of the 14 million families maintained by women, 4.2 million were below the poverty level in 1994.
This represents 34.6 percent of all families with female houscholders.
16. Women have, however, made great strides in becoming cntrepreneurs. According to the latest
Census Bureau data, women owned over 6.4 million of all U.S. businesses in 1992, employing over 13
million persons and generating $1.6 trillion in business revenues.
17. Nearly three-quarters of these women owned firms operated as a service or retail trade in such
businesses as apparel and accessory storcs; automobile dealerships; gasoline service stations;
miscellaneous retail stores; business services; health services; and personal services.
18. In 1995, 3.4 million women were self-employed workers in nonagricultural industries. A large
number of these sclf-cmployed women worked in the following industries: wholesale and retail trade;
professional services; personal services; and social services.
19. Of all labor force participants age 25 years and over in 1995, women were more likely than men to
have completed high school. Ninety-one percent of female labor force participants held the minimum
of a high school diploma, compared with 88 percent for men. A slightly lower percentage of female
labor force participants than men were college graduates--27 percent compared with 29 percent.
Table 7 Percent Distribution of the Labor Force by Educational Attainment, Sex, and Age, 1995
Category Women Men 25 years and over 100.0 100.0 Less than a high school diploma 9.2 12.2 High
30/4
4/18/98 10:04 AM
U.S. DOL - 20 Facts on Women Workers
http://gatekeeper.dol.gov/dol/wb/public/wb_puhs/2if96.ntl
school graduate, no college 34.2 32.3 Some college or associate degree 30.0 26.1 College graduates 26.6
29.4
Source: U.S. Department of Labor, Bureau of Labor Statistics, Unpublished Data, Annual Averages,
1995.
20. Employment and earnings rates rise with educational attainment for both females and males, but
earnings are lower for females than for males with the same education.
Table 8
Median Income of Persons, by Educational Attainment
and Sex, Year-Round, Full-Time Workers, 1994
Level of Education
Women
Mcn
9th to 12th grade (no diploma)
$15,133
$22,048
High school graduate
20,373
28,037
Some college, no degree
23,514
32,279
Associate degree
25,940
35,794
Bachelor's degree or more
35,378
49,228
Source: U.S. Department of Commerce, Bureau of the Census, Income, Poverty, and Valuation of
Noncash Benefits: 1994.
-DISCLAIMER-
DOL Home Page
Women's Bureau Home Page
I
Top of Document
4 of 4
4/18/98 10:04 AM
20 Leading Occupations of Employed Women
http://galekecper.dol.gov/dol/wb/public/wb_pubs/20lead97.ht/
Accessibility Information
20 LEADING OCCUPATIONS OF EMPLOYED WOMEN
1997 Annual Averages
Women's
Ratio of
Median
Woman's
Employed
Percent
Usual
Earnings
(nos. in
Women
Weekly
To Men's
Occupations
thousands)
(Both Sexes)
Earnings
Earnings
Total, 16 years and over (all employed women)
59,873
100%
$431
74.4%
Secretaries
2,989
98.5
409
N.A.
Cashiers
2,356
78.3
248
92.2
Managers and administrators, n.e.c.²
2,237
30.2
Registered nurses
1,930
93.5
705
90.6
Salcs supervisors and proprietors
1,780
38.4
438
70.8
Nursing aides, orderlies, and attendants
1,676
89.4
296
86.8
Bookkeepers, accounting and auditing clerks
1,602
92.3
418
93.7
Elementary school teachers
1,571
83.9
655
91.1
Waiters and Waitresses
1,070
77.8
268
81.7
Sales workers, other commodities³
1,014
69.2
280
73.5
Receptionists
970
96.5
346
N.A.
Accountants and auditors
921
56.7
590
74.6
Machine operators, assorted materials
913
31.5
332
73
Cooks
888
41.8
245
81.7
Textile, apparel and furnishing machine
781
72.1
265
84.4
operators
Janitors and cleaners
756
34
275
83.3
Investigators and adjusters, excluding insurance
735
74.8
411
80.9
Administrative support occupations, n.e.c. 2
702
76.8
Secondary school teachers
685
58.4
689
90.2
Hairdressers and cosmetologists
676
90.4
306
N.A.
1 Wage and salary for full-time workers.
²Not elsewhere classified.
Includes foods, drugs, health, and other commodities.
N.A.: Median not available where base is less than 50,000 male workers.
Source: U.S. Department of Labor, Bureau of Labor Statistics.
Women's Bureau
February 1998
I of 2
4/18/98 10:03 AM
DOL Women's Earnings as Percent of Men's, 1979 - 1996
http://gatekeeper.dol.gov/dol/wb/public/wb_pubs/7996.hm
Women's Earnings as Percent of Men's, 1979 - 1996.
Women's Earnings as Percent of Men's, 1979 -
1997
Year
Hourly
Weekly
Annual
1979
64.1
62.5
59.7
1980
64.8
64.4
60.2
1981
65.1
64.6
59.2
1982
67.3
65.4
61.7
1983
69.4
66.7
63.6
1984
69.8
67.8
63.7
1985
70.0
68.2
64.6
1986
70.2
69.2
64.3
1987
72.1
70.0
65.2
1988
73.8
70.2
66.0
1989
75.4
70.1
68.7
1990
77.9
71.9
71.6
1991
78.6
74.2
69.9
1992
80.3
75.8
70.8
1993
80.4
77.1
71.5
1994
80.6
76.4
72.0
1995
80.8
75.5
71.4
1996
81.2
75.0
73.8
1997
80.8
74.4
Lof?
4/18/98 12:59 PM
world bank, London freligious groups
Mechan from
-6 female members
15 minutes
-QtA
letting 21 Century Agenda for Women m
I nexasing Importance Women play workplace
Members will talk about their specific issues
-challenges women fore as primary care-givers
Tie whole there together
-what sheir working
1000 people
Will Keyser
225.3411
Social Securety
Health Care to Pay Equit
Theormene Women's Health to Persion
Delosi -Education - to child Care
THE WHITE HOUSE
WASHINGTON
Office of the First Lady
Ph: (202) 456-6266
Fax: (202) 456-6244
To: Lissa
Phone No.:
Fax No.:
From: Michael
No. of pages (including cover):
Comments:
APR 30 '98 12:34PM SBA WBO
P.1
US. Sarii Business Administrative
SBA
Fax Transmission Cover Sheet
Chammas - s Colourance
Date: 4/30/98
Time:
Did you know the SBA
...
Number of Pages (including this page)
Has a perfelio guaranteeing over 529 billion in
Brenda Costello
loans to 200.000 small businesses that otherwise
TO:
would = have had such access to expiral?
Guaranteed over $2.700 loans temaing 510
Organization:
billion to America's smail businesses in fiscal
year !9967
Telephone:
Last year extended respagement and technical
FAX:
456-2239
assistance to nearly 850.000 small businesses
through its 950 Smail Business Development
FROM:
Harriet Fredman
Castas and 13.000 Service Corps of Renred
Reserves volunteers?
Office:
U.S. Small Business Administration
Provided more than 33.000 loans totaling 5987
Office of Women's Business Ownership
million 10 disaster victims for residential
409 Third Street. S. W., 1th Floor
personal property, as well as business losses in
Washington. D. C. 20416
fiscal year 19967
Has 7.000 private sector fenders as partners
Telephone:
(202) 205-6673
FAX: (202) 205-7287
providing the capital to small business?
E-Mail:
[email protected]
Has increased its venmre capital program with
Website:
http://www.sba.gov/womcninbusines
more private empiral in the past two years than in
the previous 15 years combined?
Provides loan guarantees and technical assistance
MESSAGE: Information an
to small business EXPORTERS through U.S. Export
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through the U.S. Business Advisor on the
Imerner (thttp://www.busines.gov)?
know of you need
mou information
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APR 30 '98 12:34PM SBA WBO
P.2
U.S. Small Business
SBA
STATISTICS ON
WOMEN-OWNED BUSINESS AND THE SBA
WOMEN BUSINESS OWNERS HELP AMERICA PROSPER
Based on current calculations using the latest data from the Census Bureau, the
National Foundation of Women Business Owners (NFWBO) estimates that there are
8 million women-owned firms today, employing 18.5 million people, or 1 in 5
Americans. They contribute about $2.3 trillion in sales and revenues to the U.S.
economy.
Women-owned businesses are more likely to remain in business than the average
U.S. firm. Nearly 3/4 of women-owned firms in business in 1991 were still in
business 3 years later, compared to 2/3 of all U.S. firms.
Fully 52 percent of women-owned businesses are in services; 19 percent are in retail
trade and 10 percent are in finance, insurance or real estate. The greatest growth in
the number of women-owned firms (between 1987-1992) has been seen in
construction (171 percent growth); wholesale trade (157 percent growth);
transportation and communications (140 percent growth); agriculture (130 percent
growth) and manufacturing (112 percent growth).
The growth in the numbers of women-owned firms in these non-traditional sectors
skyrockets for minority women. A recent NFWBO study shows that between 1987
and 1996, minority women-owned firms grew by 319 percent in construction, 276
percent in wholesale trade and 253 percent in transportation/communications/public
utilities.
During this nine-year period, the number of minority women-owned firms increased
by 153 percent, employment grew by 276 percent and revenues rose by 318 percent.
The number of firms owned by Hispanic women more than tripled (206 percent), the
number of Asian/Native American/Alaska Native women-owned firms more than
doubled (138 percent) and the number of firms owned by African-American women
more than doubled (135 percent).
The top 10 states with fastest growth in women-owned firms as measured by growth
in the number, employment and sales include: California, Florida, Georgia, Illinois,
Michigan, New Jersey, New York, Ohio, Pennsylvania, and Texas.
3/98
APR 30 '98 12:35PM SBA WBO
P.3
HOW THE SBA HELPS WOMEN SUCCEED IN BUSINESS
SBA's Women's Business Center Program is a unique public-private partnership
providing community-directed business and technical training targeted to women.
There are more than 60 women's business centers in 36 states, the District of
Columbia and Puerto Rico. They provide long-term training, counseling, networking
and mentoring, to potential and existing entrepreneurs. President Clinton's proposed
budget for SBA in fiscal year 1999 doubles funding for women's business centers, to
fulfill Administrator Alvarez' goal of opening a center in every state.
SBA provides financial support for women in business. In fiscal year 1997, the SBA
backed 10,787 loans worth $1.67 billion to women entrepreneurs under the 7(a) and
504 loan programs.
Since FY1992, SBA-guaranteed loans to women have tripled in number and
increased in dollar value by 164 percent. Since 1993, the SBA has backed more than
48,000 loans amounting to almost $7 billion in loans to women-owned businesses.
In 1998, the SBA's Office of Women's Business Ownership (OWBO) launched the
Online Women's Business Center, a free, interactive website which offers women
who want to start or grow businesses information on best business principles and
practices, management techniques, networking, industry news, market research and
more. Information is currently available in English, French, German, Italian,
Portuguese and Spanish; by the end of the summer, it will be available in Chinese,
Japanese and Russian. Check it out at www.onlinewbc.org.
The Office of Women's Business Ownership has its own home page on the World
Wide Web, reaching women regardless of their location with most commonly asked
questions, program summaries, and hotlinks to more than 40 related websites. Visit
OWBO at www.sba.gov/womeninbusines,
The Office of Women's Business Ownership, in conjunction with counselors from the
Service Corps of Retired Executives (SCORE), the SBA's 69 district offices, and
women's business centers, organize mentoring opportunities for current and aspiring
women business owners through the Women's Network for Entrepreneurial
Training (WNET). Both peer-group and one-on-one mentoring is available.
Management and technical assistance is available to women business owners through
the SBA's 950 small business development centers, 41 business information
centers, and nearly 400 SCORE chapters nationwide.
SBA developed loan programs that are especially helpful to women entrepreneurs,
such as the Women's Prequalification Loan Program, which ensures that women
3/98
APR 30 '98 12:35PM SBA WBO
P.4
will succeed when they approach the bank; and LowDoc, a simplified process for
those seeking smaller loans.
The SBA launched the Women's Prequalification Loan Program as a pilot in 1994.
Loans totaling nearly $80 million have been made under the program.
Women business owners received 30 percent of SBA LowDoc loans in 1997.
Women business owners have received 45 percent of all SBA loans under the
MicroLoan Program since its inception in 1992. The MicroLoan Program provides
loans of up to $25,000, in addition to management and technical assistance to help
ensure success. The average microloan is about $10,000 and creates three new jobs.
As a way of identifying recommendations and strategies for closing remaining capital
gaps for women business owners, the Office of Women's Business Ownership, the
Federal Reserve System and the National Women's Business Council hosted a
series of expert policy workshops in 1997 on access to credit and capital for
women business owners. Workshops at 10 Federal Reserve banks across the nation
provided a forum for participants to identify and reach consensus on topics such as
start-up capital for microenterprise development, mid-level bank financing to grow
and expand businesses, and sources of equity capital. The findings from the series
are available online at www.womenconnect.com/nwbc
To increase women's access to capital for high-technology research, the Office of
Women's Business Ownership and the Office of Technology jointly sponsored
training seminars to expand the base of women receiving SBIR awards under the
government's Small Business Innovation Research grant program. For more
information on accessing SBIR awards, visit www. sba.gov/SBIR.
Almost 1,100 of the 6,100 small businesses in the SBA's 8(a) Minority
Enterprise Development Program are owned by women. They received more
than $900 million in federal contracts under the program in FY 1996.
The SBA has assumed a major leadership role in the President's Welfare-to-Work
initiative by working to create viable small enterprises and self-employment
opportunities for former welfare recipients, and by helping small businesses meet
their work-force needs with job-ready former welfare recipients.
3/98
APR 30 '98 12:35PM SBA WBO
P.5
WOMEN-OWNED FIRMS ARE GOING GLOBAL*
Women-owned businesses participate in international trade at about the same rate as
all small businesses. In 1992, 13 percent of all women-owned firms were involved in
international trade.
According to an NFWBO study, women-owned firms participating in the global
marketplace experience a higher growth rate than women-owned firms that are
primarily domestic.
52 percent of women-owned firms in international trade expanded domestically
compared to 23 percent of those not exporting or importing.
*Source: National Foundation of Women Business Owners, (301) 495-4975
###
3/98
APR 30 '98 12:36PM SBA WBO
P.6
NFWBO
The National Foundation for Wornen Business Owners
Women-Owned Businesses in Massachusetts: 1996
A Fact Sheet
In this fact sheet, the National Foundation for Women Business Owners (NFWBO) presents the most
up-to-date information on women-owned businesses in Massachusetts. Analyzing recently released
figures from the U.S. Bureau of the Census, along with previous Census data from 1987, the NFWBO
projects the following statistical portrait of women-owned businesses in Massachusetts in 1996:
As of 1996, there are 192,000 women-
owned businesses in Massachusetts,
employing over 366,000 people and
Women-Owned Firms Now Number
generating over $49 billion in sales.
192,000 in Massachusetts
200,000
Between 1987 and 1992, Census figures
200.000
168,544
indicate that the number of Massachusetts
180,000
Nature
121,980
women-owned firms increased by 33%,
100,000
employment increased by 34%, and sales
grew by 45%.
50,000
B
1287
j
1005
During the entire 1987-1996 period, NFWBO
estimates that the number of women-owned
firms in Massachusetts has increased by
59%, that employment has grown by 61%,
and sales have risen 80%.
Women-Owned Firms in Massachusetts
Growing Less Rapidly than National Average
In 1996, women-owned firms account for
35% of all firms in Massachusetts, provide
employment for 20% of Massachusetts'
200
workers, and generate 11% of the state's
business sales.
100
773
1
as
we
0
Massachusetts ranks 12th out of the 50
Mander of Res
Employment
-
Women-Owned Fine
states in the number of women-owned firms
as of 1996, 17th in employment, and 14th in
a us. -
sales.
Women-Owned Businesses in Massachusetts: A Fact Sheet ©1996, NFWBO
Page 1
APR 30 '98 12:36PM SBA WBO
P.7
The National Foundation for Women Business Owners
Women-Owned Firms in Massachusetts: 1987-1996
Number of Firms
Employment
Sales ($000)
1996'
192,000
388,300
49,182,500
1992²
160,544
304.851
39,453,614
1992³
147,572
144,206
16,103,516
1987
121,166
228,027
27,292,535
% Change.
1987-1996
58.50
60.64
80.20
SOURCE: U.S. Bureau of the Census and the National Foundation for Women Business Owners
'NPWBO estimate including c corporations using 1987-1992 Cansus growth rates.
NFWBO estimates including c corporations using national ratios,
'Bureau of the Census.
"Estimate of 1987 totals Including c corporations using 1992 ratios.
For further information about this fact sheet or other available publications about women-owned businesses, please
contact the National Foundation for Women Business Owners at: 1100 Wayne Avenue, Suite 830, Silver Spring, MD
20910-5503; phone: 301-495-4975; fax: 301-495-4979; e-mail: [email protected].
Women-Owned Businesses in Massechusetts: A Fact Sheet ©1996, NFWBO
Page 2
APR 30 '98 12:40PM SBA WBO
P.18
U.S. Small Business Administration
SBA News
97-19
Karen Dempsey
FOR IMMEDIATE RELEASE
(617) 565-5572
April 18, 1997
JENELLE GRAZIANO NAMED THE 1997 MASSACHUSETTS
WOMEN IN BUSINESS ADVOCATE OF THE YEAR
BOSTON, MA - Jeneile Graziano , founder of Graziano's Beauty Center, Inc., Lawrence,
Massachusetts has been named the 1997 Women in Business Advocate of the Year for the
Commonwealth cf Massachusetts according to an announcement made today by Patrick K.
McGowan, New England Regional Administrator for the U.S. Small Business Administration.
Mrs. Graziano was selected by the Massachusetts Small Business Advisory Council from
nominations received from various banks, Chambers of Commerce. trade associations and
individuals who have fulfilled a commitment to the advancement of women's business ownership.
Graziano was nominated for this prestigious award by Awlida Irizarry, Business Counselor for the
Small Business Development Center, Salem State College.. Ms. Irizarry said M Mrs. Graziano is
an excellent role model and inspiration for Hispanic and women owned small businesses."
Mrs. Graziano is the owner of Graziano's Beauty Center. Inc. in Lawrence, Ma. Her business was
established in 1987 after she discovered the needs of Hispanic and Afro-American clients for an
effective hair straightening product. For nine years, Graziano Beauty Center, Inc. has grown from
a small beauty salon to a full service organization capable of offering the high quality products of
their beauty retail supply store located at the center for their clients' convenience.
in addition to being the owner of a very demanding business Mrs. Graziano has fulfilled a
commitment to support minority and women business owners in the City of Lawrence and is a
source of Inspiration to Hispanic and women small business owners. She is actively involved
with the Lawrence Minority Council to support and help small business owners. She was invited
by her lender, Lawrence Savings Bank to use her pre-qualification package as a case study at a
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APR 30 '98 12:40PM SBA WBO
P.19
-2-
business course at Merrimack College. She organized a workshop for Hispanic hair salons in the
greater Lawrence last year and is a mentor in the SBA Hispanic Mentorship Program.
She was also supportive and willing to share her business and SBA experience with wornen
entrepreneurs at the Northeastern economic summit hosted by Senator Edward M. Kennedy in
July, 1996. Mr.s Graziano is very well-known in the Hispanic community in Lawrence. Mr.
Graziano is married to M. Rene Graziano and has two children and resides in Lawrence Ma. She
also teaches bible classes at the Bapilist its Cambridge and is a member of the
Larwrence/Methuer Ci Community Coalition.
"I know President Clinton joins me in congratulating Jenelle Graziano on being named Woman in
Business Advocate of the Year Award. The President understands the importance of small
businesses to our national economy because small businesses create the majority of new jobs in
this country. Last year SBA made over 4,033 loans to New England small businesses for $871
million, of which 1,406 loans were from Massachusetts for $220 million. Advocates such as
Genelle Graziano have played an integral part in the success of businesses in Massachusetts,"
said Mr.Gowan.
Elaine Guiney., SBA Regional Advocate, said "Jenelle Graziano is an excellent advocacy voice
as well as a rold model for Massachusetts women." Mrs. Graziano will be honored as the 1997
Women in Business Advocate of the Year at the Massachusetts Salute to Small Business dinner
to be held at the Sheraton Tara Hotel in Framingham andune 5, 1997. This year's gala salute
dinner will also hener the Massachusetts Small Business Persons of the Year, Andrew Wilson and
Manuel Rogers, Jr. of Baston Duck Tours, Boston. Massachusetts. Other small business
advocates from throughout the Commonwealth will also be honored. The event is open to the
public and those interested in attending should Karen Dempsey at the SBA at 617/566-5572.
I
APR 30 '98 12:40PM SBA WBO
U.S. Small Business
P.20
SBA News
97-17
Karen Dempscy
FOR IMMEDIATE RELEASE
(617) 565-5572
April 18, 1997
HUONG "VICKIE" NGUYEN NAMED THE 1997
MASSACHUSETTS YOUNG ENTREPRENEUR OF THE YEAR
BOSTON, MA - Huang "Vickie" Nquyen of Fashion Cleaners, Auburn, Massachusetts. has been
named the 1997 Young Entrepreneur of the Year for the Commonwealth of Massachusetts and as
the New England Region's Young Entrepreneur of the year according to an announcement made
today by Patrick K.Mc'Sowan, New England Regional Administrator for the U.S. Small Business
Administration.
Nguyen was selected by the Massachusetts Small Business Advisory Council from nominations
received from various banks, Chambers of Commerce, trade associations and individuals. The
award is presented annually to individuals who serve as majority owner and operator of a small
business and who will not yet have reached the age of 30 by May 31, 1997, and who exemplify
entrepreneurial spirit. Vickle Nguyen was nominated for this prestigious award by Robert J.
Morton, Commercial Services Manager. Bay State Savings Bank, Worcester, MA
Fashion Cleaners is a full service Dry Cleaners and is one of three establishments operated by
Ms. Nguyen. The other two facílities serve as satellites and are located in Martborough and
Worcester, MA. Vickie's success stems from her understanding and implementation of the
satellite concept which allows her to expand her market and increase sales while lowering
operating costs as a percentage of sales. Currently. Vickie is considering 8 fourth location as she
continues to expand this growing business and fulfill the "American Dream".
-more-
APR 30 '98 12:36PM SBA WBO
P.8
April Success Story for Boston District Office, Region 1, 01BOSMA7041.
ASTER INTERNATIONAL SUCCEEDS IN EXPORT MARKET
Aster International is a minority and woman-owned small business in Cambridge,
Massachusetts that uses a direct mail strategy to export American made giftware and
decorative items to South Korea and the Japanese market. The company has been in
business since 1995, and currently has six employees. Leah Zveglich, President of Aster,
had her first experience with the federal government when she became familiar with the
U.S. Small Business Administration early in 1996, and subsequently received an SBA 7(a)
loan under the Women's Prequalification Program through Wainwright Bank. Using this
loan to start her business, Leah sought additional financing under the Export Working
Capital Program to meet cash flow needs.
A mailing Ms. Zveglich received from the U.S. Export Assistance Center at the World
Trade Center in Boston, outlining the "seamless" delivery of both international marketing
and financial services prompted her to ask for a trade specialist to visit her company. The
success of the 7(a) loan program convinced her that the USEAC services would be equally
critical to her success in the international market place. At the first meeting between Aster
and the USEAC, Mr. Keith Yatsuhashi, the assigned Trade Specialist outlined the
services available to her through the U.S. Department of Commerce, as well
APR 30 '98 12:37PM SBA WBO
P.9
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as export financing available through the SBA. Aster need to relieve the pressure on its
cash flow, and to finance its planned international sales. Mr. Yatsuhashi referred Ms.
Zveglich to John Joyce, the SBA USEAC representative, who discussed SBA's services,
particularly the Export Working Capital Guarantee Program and advised her to apply for a
Preliminary Commitment for an EWCP Guarantee. Leah subsequently received a
$150,000 SBA Export Working Capital Loan (EWCP) guaranteed line of credit from
State Street Bank and Trust Company of Boston in September, 1996.
While Ms. Zveglich was working with the SBA for its financing, she was simultaneously
planning a trip to Asia with the help of the Department of Commerce. Mr. Yatsuhashi
arranged for Ms. Zveglich to meet with the Foreign Commercial Service giftware
specialists in various embassies during her trip to that region in the spring of 1996. When
she returned, Ms. Zveglich expressed her happiness with the Embassy meetings, noting
that the Foreign Commercial Service Specialists provided both strong leads and quality
counseling. However, the trip resulted in an increasing number of orders, further
emphasizing her need for the EWCP financing. At this time, she ordered significant
amounts of market research from Mr. Yatsuhashi as she required further background on
each country's direct marketing practices to better understand how to fill the orders that
were now coming in. She also requested a Foreign Trades Index listing for Asia.
APR 30 '98 12:37PM SBA WBO
P.10
The SBA's ability to secure an EWCP loan for Aster was crucial for the company's
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-3-
ability to fill its new orders. The company's export sales in FY 1996 were approximately
$500,000, and Aster's International's export sales represent about 99 percent of its total
sales. Ms. Zveglich new receives $25,000 worth of orders per week. For 1997, Aster
hopes to expand its catalog distribution in Asia by using the Agency Distributor Service,
and ultimately see more growth by the end of the year. The two instrumental players from
the USEAC, SBA's John Joyce, and Keith Yatsuhashi, Trade Specialist from the
Department of Commerce. recently made a joint visit to Aster International to follow up
on the financing and marketing services the USEAC provided. Ms. Zveglich commented
that before she had the backing of the Department of Commerce and the Small Business
Administration, "no one would take her seriously". She credits the joint efforts of both
federal agencies with the success she realized in 1996. "I could not have succeeded
without the assistance I received. I would like to encourage others to export even on a
small scale. There is enough market for small amounts of business too. You do not have
to be exporting large shipments," she added.
###
APR 30 '98 12:37PM SBA WBO
P.11
01bosma7021, Checker's Products Servicing
ACCESS TO CAPITAL FUELS CONTINUED GROWTH
FOR WOMAN-OWNED BUSINESS
Kathleen Reale, founder of Checker's Product Servicing, has enjoyed many kinds of
success in the 9 years her business has been in operation. These have included public
recognition for rapid growth, achieving $1 million in annual sales, and gaining many of
the world's leading food and beverage companies as loyal customers. But one of her
fondest memories of success came when the banks that had originally snubbed her
requests for capital tried to win her business after tremendous growth and excellent
performance with her SBA-guaranteed loan.
Checker's provides a range of marketing and merchandising services for retailers,
distributors and producers of food, beverage and other consumer products. The
company's capabilities include: quality control; shelf monitoring and merchandising to
assure proper product presentation in the supermarket; on-site marketing services and
demonstrations; and research functions. Her clients include Nabisco Foods, General Mills,
Coca-Cola and Columbo, as well as many leading regional and national retailers
such as Wal-Mart.
APR 30 '98 12:38PM SBA WBO
P.12
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-2-
After founding the company in 1987 with $20 in the checking account, Reale had grown
the business to about $240,000 in sales by 1991. She also established a quality track
record that allowed her to win a major contract with one of the region's largest
supermarket chains. But to fulfill the contract, Reale knew she'd need capital for people
and infrastructure. So, she started talking to banks. Seven male bankers turned down her
requests immediately, with one advising her to "get some money from your father." Then
Reale's accountant put her in touch with Milford National Bank, where she found a
receptive audience. The loan officer at Milford National considered Checker's an
excellent candidate, and within 30 days the SBA-backed loan had been approved.
"In the next year, I was able to double my business," says Reale. "The capital provided
by the SBA-backed loan was critical to this success. And that's when all the banks that
had turned me down originally came calling at my door." Reale used the financial support
of the SBA 7(a) Loan Guaranty through the Milford National. Under 7(a), the SBA
guarantees loans to small businesses that cannot obtain financing on reasonable terms
through other channels. This program generally is used to meet the varied short and long-
term needs of small business. Lenders, not the SBA, approve and service the loans and
request SBA guaranties. The guaranties reduce risks to the lenders, expanding their ability
to make small business loans.
APR 30 '98 12:38PM SBA WBO
P.13
Business continued to boom, and in 1993 Checker's purchased its own building in
-MORE-
-3-
Hopkinton, MA. "We needed the space for additional people and inventory," says Reale.
"And having our own facility added credibility when pitching national accounts such as
General Mills."
Reale paid off the SBA backed loan and then, excellent credit in hand, established another
loan directly with Milford National to support ongoing business operations. "The SBA
loan did just what I needed it to do," according to Reale. "It gave me a chance to prove
my credit worth, gave me the capital for short-term cash flow and operational needs as
my business grew, and let me establish a good relationship with a bank."
Reale, a graduate of Bentley College, has found the challenge of building a business as a
young woman to be challenging and exciting. "There are a lot of people who don't take
you too seriously at first," she comments. "But there is also a strong support network that
can help you hang in there and succeed."
While building her business, Reale has also found time to give back to that network and to
the community. She's been involved in Big Brother/Big Sister organizations for a decade,
and serves as a mentor for the Women's Network for Entrepreneurial Success (WNET).
As a mentor, she's worked with three women entrepreneurs, sharing her experiences and
expertise to help them get their businesses off the ground.
APR 30 '98 12:38PM SBA WBO
Today, Checker's is surpassing $1 million in annual sales, with nine employees and a
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-4-
host of major customers. But Reale isn't satisfied yet. "We're establishing a new division
to focus on all-natural foods and homeopathic products," she explains. "This is an area
that's growing quickly, and we expect to be a major partner for the companies producing
and marketing these products."
To build this new part of her business, Reale is looking at another SBA loan. "The SBA
has been a big part of my ability to grow my business," she states. "I don't see any
reason to change a winning combination!"
###
APR 30 '98 12:39PM SBA WBO
P.15
CASSIE FARMER, PRESIDENT
ROBERTA ADAMS, VP/TREASURER
NEW WORLD SECURITY ASSOCIATES, INC.
530 Warren Street
Dorchester, Massachusetts 02121
(617)427-0707
New World Security Associates, Inc. (NWSAI) is a Boston-based corporation which was
founded in May 1990 by Cassie Farmer, President and Roberta Adams, VP/Treasurer. There were several
inhibiting factors for Cassie and Roberta, including the fact that "security companies are, traditionally,
men owned/operated." but the greatest obstacle was raising the money to pay for the purchase of
equipment and insurance to form what would become New World Security, Inc. The two ladies invested
most of their personal savings, and in the words of Cassie, "we pooled our funds and went for broke." to
finance their security business. They started with 15 employees including officers, one patrol vehicle, and
a few accounts from their previous employer. NWSAI provides clients with security services for the
protection of life and property, offering armed and unarmed guards at construction sites, roving/mobile
patrol officers for health care centers, nursing associations, non-profit organizations, schools,
corporations, apartment complexes, housing agencies, and private individuals requiring security services,
It also provides alarm response services.
In 1994, New World purchased a facility at 530 Warren Street in Dorchester to provide the fast-
growing company a permanent location. NWSAI has grown from about 15 employees in 1990 to over 240
employees as of September 1997, largely from the Roxbury, Dorchester, South Boston Mattapan, and
Jamaica Plain areas. The Dorchester-based company is not only the largest employer within the
Dorchester/Roxbury/Mattapan area, but is also the largest women/minority-owned security company in
Massachusetts. This is a company that has contributed, and continues to contribute significantly towards
job creation and urban economic revitalization. To give something back to the community, the two
executives have provided free security services to community-based organizations, including the Roxbury
YMCA and the Roxbury Boys and Girls Club. Both are very community-oriented individuals. serving on
various boards and associations, such as Project Concern, a Roxbury Youth Program, The Charlotte
APR 30 '98 12:39PM SBA WBO
House, a multi-service half-way house for women, the Boston Private Industry Council, and Zoo New
England.
The company provides job training at its in-house academy which is manned by qualified
instructors. The academy trains special officers for New World's internal staffing as well as personnal for
organizations utilizing in-house security. The academy has also trained personnel for other security firms.
The firm focuses on incubating job ethics and responsibility. The presence of NWSAI in the
neighborhood continues to provide community residents with an increased sense of security. New World
is aware of the competition in the security industry in the Boston area. They always endcavor to listen to
clients and employees. They respond to all inquiries, complaints, and suggestions and provide timely and
efficient services. Their biggest asset is that their officers appear very professional, knowledgeable, and
responsible. According to one of their major clients, the Massachusetts Housing Finance Agency was
drawn to New World Security not only because the company is minority-owned and operated, but mainly
because the management "came to us with a very creative security plan; it offers an armed security force -
a service unavailable from other security companies," In what was considered a radical move, New
World cstablished a 24-hour hot-line to "increase accessibility, reduce response time and enable officers to
make arrests that wouldn't have bcen possible otherwise." The 24-hour hot-line has become a contractual
requirement for all security vendors participating in the MHFA security program. These feats have
projected New World Associates, Inc. as one of the most efficiently operated security companies in
Massachusetts.
New World Security Associates, Inc. has also demonstrated successful financial performance.
Total assets of the company have grown from $78,413 for year ending May 1991 to almost $1.2 million
for year ending May 1997. During the same period, revenues increased from less than $350,000 to over
$5 million. There has been consistency in the company's growth trend and Cassie and Roberta are very
optimistic about New World's sustainability of growth. In 1995, New World Security opened a satellite
office in New Bedford, to serve the city and other southern Massachusetts areas. The success of the
New Bedford office has encouraged expansion to the Lowell, MA area to the north and to the Springfield,
MA area to the west. Because of their commitment to provide superior security services, as well as their
APR 30 '98 12:39PM SBA WBO
P.17
desire to give back something of themselves to the community, Cassie and Roberta are truly a classic
American small business success story.
#
APR
30
'98
12:41PM
SBA
WBO
GLOBE STARF PHOTO TOM LANDERS
Christine Barber Ueft) and Shawn Contrar show off a sampling of the dift
swallable from the Labster Company of Boston Inc.
Small business: The Lobster
pany of Boston Inc.
A crustacean
alling card
1367
For firms sceking to butter up their clients
entrepreneurs have an offer
Ry Kathy McCabo
are in a waterfront warehouse, the titry company
CLOBE COURESCONDENT
chages of live lobsters, same with all the fixings for
&
ts and mitts, linens and lemons. Uniber and Gard-
YNN - OMAHA is THE KING OF MAIL-
nerthine
futched their product exclusively to corporations for
order steaks. Texas niles barbecued ribs.
L
client
and employee incentive programs. Their growing cli-
California bottled up the wine market years
ent
Ancludes such big names as Fuji, Polaroid. and AT&T.
ago. What New England specialty could on-
Activity, the privately held company started dabliting in
treprencurs Christine Barber and Shawn
retail
hugh an in-store promotion at Roche Bins. Inc. R 18-
Gardner add to the smorgashord?
store sity
smarket chain based in Wellesley. Soon. the pair
The two 33-year-olds, both former radio
national retail scene by solling their gift pack-
advertising saleswomen, chose the utimate
ages
high-end specialty catalogs.
New England delicacy. Now, they hope their one-year-old
at to build a brand name for lohster. When people
start-up, the Lobster Company of Boston Inc.. can check the
como
we want them to think of the Lubster Company of
growing market for corporate gift-giving in the nation's $1.63
Boston and Bruber.
billion mail-order Cood industry.
SMALL BUSINESS, Page DI
CLORE STATE PHOTO/TOM LANDER
Christine Barber (left) and Shawn Cordner show off a sampling of the gift
available from the Lobater Company of Beston Inc.
Pair take a crack at mail-order lobster
SMALL BUSINESS
Contimed from Page DI
Focus on
Two years ago. they quit their jobs to
pursue 8 shared dream of owning their
'In sales, it's essential
own business. They invested 850,000 of
But that's likely to be 2 long haul
Since lobster is the supreme symbol of
SMALL
their personal savings and received a
New England cuisine, the mail-order
to keep clients satisfied.
$100,000 lean backed by the US Small
Bnsiness Administration's Women's Pilot
business beems with competiturs from
Cape Cod lo Maine, many of them long-
BUSINESS
A fine gift is a way of
Loan Program.
established enterprises.
The capital was used to secure an
For 75 years, James Hook Lobeter
showing appreciation
agreement with Boston Wholesale, which
ORM HAS 12:4221 86, 0E
old mail-order division.
Co. in Boston has wrapped live labaters in
packs and ships the gift packages for A
A Cape Cad lobater entrepreseur
newspapers and seaweed, shipping them
for their business'
percentage of sales Barber and Cardner
by air to customers around the world.
thinks the intense competition forces ev-
lease offices in the upstairs of the dealer's
eryone to be sharp marketers. "What
CHRISTINE BARNER
The family business ships an average of 5
spran-Sing lobster warehouse.
million pounds of lobater each year, rais-
you're selling is not just down and dirty
The two women's personal experience
ing In annual sales of between $12 million
Fobsters in a pol," said Jo-Van Tacker,
selling advertising and servicing cliente
and $15 milliors, said Ed Hook, a part
chief executive of Clembake Celebrations,
with I 19-quart lobster pth designer
convinced them there was a market for
owner.
a 14-year-old exal-order firm that aver-
spren, mitts, ahears. and napkins.
fine corporate gifts.
We don't do anything fancy, but once
ages $1 million in annual sales "You're
So for, knower. sales have filen iar
"In sales, it's essential to keep clients
a sealome gets booked on lobster, they
relling an entire dinner that will bring
short of projections. Bariser and Gardmer
antisfied A fine gift is a way of showing
never want anything else. We get a lot of
pleasure to people. 11 has to be marketed
expected annual sales to hit $750,000 by
appreciation for their business," Barber
repeat business," Hoak said.
in a sophisticated wap."
the end of last year. They now say il will
said.
More polished competitors, auch as
At the Lobster Company of Boston,
likely be the record quarter of 1998 be-
Corporate gifts appear to be a grow-
Boston legend Legal Seafoods Inc, Clam-
Barber and Gardner agree that market-
fore they reach their goal. They declined
ing niche in the nation's $20 billion înoen-
baker Celebrations for Orlanna ánd For
ing is the higgest hurdle In bet they
disclose current sales figures but said
five industry, A# company rate
lera
Downeark
Clambake
Inc.
Finend must of their from week en the
the business Maryet profit
aductivily.
Maine, because 5 few, also have taken
Inving around New England and
Be partners attabute-their slow
lobster out of the rough, with elegant gift
be far south as New Jersey, calling on
start more to the seasonal nature of gift
both customers and employees, said Vin-
packages ranging from dinners to an en-
companies. They have done little adver-
giving, which peaks from September to
cent Alonzo, executive editor of Incentive
tire old-fashioned elambake-in-a-box.
Lising DO far, afthough they invested heav-
January, and less to competition from
magazine.
Legala, backed by huge brand recogn
ily in a color brochure that serves as their
other mail-order businesses.
"A company's ability to encourage
nition from its 13 restaurants, operates a
main marketing tool.
Said Gardner: "It's Laken longer
employees to reach certain benchmarks
24-hour, seven-day-a-week mail-order
Their company, which hays lobsters
hours and those money than we ever
or goals he directly related to the safes
business that averages 82 million in anne-
from the Boston Wholesale Lobster
thought to get going, but by pure chuiz-
Incentive. On the business side, competi-
al sales, an official said.
Corp. in Lynn, sells four gift packages.
pah and muscle, we're out there getting
tion is DD great, once you have a relation-
"We've seen a 108 of companies come
They range in price from the 879 "Corpo-
ourselves noticed"
ship with a client, you really do have to
and go. Our feeling is the more people
rate Package," which contains two 2-
Huslling for a buck. is nothing new to
maintain that." Alanzo said. "If a guy is
there are trying to sell this, the more in-
pound lobsters, lemons and cooking
either Barber or Gardner. They became
out in California and all of a madden he
derest there will be in the product," said
Instructions, to the 8149 "Chairman of the
friends when working as advertising sales
seen I lobster on his desk, that's bound to
Lisa Landry, director of Legal's 15-year-
Board," a 5-pound lobsler that comes
representatives for Boston radio Blation=
leave an impression."