IHRA Highlighting the “Hiring Incentives to
Restore Employment Act”
REPorter by Stanton B. Herzog
Applebaum, Herzog & Associates, P.C.
IHRA Accountant and Financial Consultant
ongress has made an attempt to encourage employers to hire new employees. The basics are relatively simple. Carrying through the
process may prove more difficult.
In simple terms, a firm hiring a hitherto unemployed person can be exempted from paying the company half of the Social Security tax
for the rest of the calendar year of 2010. In addition, if the employee is retained for one full year from the date of hire in 2010, the employer will
receive a tax credit of $1,000 for each such employee on the company’s 2011 income tax return (to be filed in 2012).
First of all, we need to know the definition of unemployment for purposes of hiring people who will qualify for payroll tax relief.
1. The individual must attest in writing that he/she has been either totally unemployed or has been employed for less than 40 hours during the
previous 60 day period.
2. They must be hired between Feb. 3, 2010, and Dec. 31, 2010. Continued on page 2 >>>>
IHRA Board of Directors Approves New Bylaws and Governance Restructure
New structure provides volunteer leaders greater flexibility and opportunity to “get involved”
On Wednesday, May 26, the IHRA Board of Directors unanimously approved the two-month deliberations of the Bylaws Committee to completely
restructure IHRA’s volunteer governance and rewrite its Bylaws. These changes are designed to allow the Board to take a more active role in the
association’s activities, broaden and grow membership, encourage members to volunteer to serve on the Board without having to commit to a “life-
time of service,” and provide flexibility to more easily deal with problems and opportunities.
The Bylaws Committee, chaired by IHRA President, Mark Glotter, included IHRA Chairperson, Kent Kulovitz; Director, John Grob; and past
Chairs, Donna Peake and Jay Cohen.
The new, approved Bylaws will be sent to all IHRA members, for vote, within the next two weeks. If approved, the new Bylaws and Board Re-
structure will become effective January 1, 2011. Here are some of the important points:
1. “Associate Members” is an additional membership classification. A non-voting membership category, “Associate Members” could include sup-
pliers of services and consultants to IHRA members. The Board also has the flexibility to add additional classifications as needed.
2. IHRA members are not subject to the payment of association debts or liability.
June 2010 3. The IHRA Board of Directors has been restructured to eliminate all references to
Tech Bits .................................................................. Page 3
“President,” “President-Elect,” and various “Senior Vice-Presidents.” All members
REP X, The Unknown Schlepper ............................ Page 4
Member Ads ..................................................... Pages 6 & 7 Continued on page 2 >>>>
Industry Show Calendar ........................................... Page 8 InternatIonal Housewares representatIves assocIatIon
Field Sales Professionals Serving the Home • Housewares • Gourmet • Hardware Industries
New Bylaws (continued from page 1)
of the Board will be referred to as “Directors.” There will no longer be automatic succession or “moving through the chairs.” Each year (or two),
the Board shall elect a “Chairperson” to head the Board. The Chairperson shall select four (4) Directors to serve with the Chairperson and the
Executive Director as an Executive Committee (ExCom). The four Directors will not have to commit to serving on ExCom for more than a year or
to becoming Board Chairperson, unless they want to.
4. All IHRA rep members in good standing will be eligible to serve on the IHRA Board of Directors, even if they have served on the Board during
our first 16 years. Directors’ terms are three years and directors may serve an unlimited number of terms, but not more than two (2) consecutive
full terms. So that the Board has terms balance, new, 2011 Board Directors will be elected on a staggered basis . . . for one, two or three year initial
These are just some of the changes. The most important thing is our need for MORE VOLUNTEERS to lead IHRA. That is the main reason
for our restructuring . . . to attract more members to get involved with the governance of their industry association.
We hope you agree and will approve the new Bylaws AND GET INVOLVED!
Herzog (continued from page 1)
3. They can’t be hired to replace a present worker unless that worker quits voluntarily or was fired for cause.
4. Your mother-in-law does not qualify, nor does any other family member.
5. Household employees do not count
The employer will be allowed to reduce his form 941 payroll tax returns by the 6.2 percent for the above-qualified workers for the year 2010. Note
that the rest of taxes are due; the employer must withhold all taxes (including FICA) from the employee, and the firm owes the Medicare tax. That
1.45 percent is NOT forgiven. The employee will not be adversely affected upon retirement because of the reduced taxes paid on his/her behalf.
Since the law’s effective start date has already passed, it is likely that first quarter payroll taxes will not be changed, but any credit due the employer
for the first quarter can be deducted from the second quarter return.
Obviously, the greatest benefit to be derived from this law comes right now and in the immediate future. The longer into 2010 the employer goes
before hiring, the less benefit will be obtained under a provision that ends Dec. 31st.
The $1,000 that can be realized in 2012 is a nice bonus from the government for employees who can be integrated into the system, but there are
a lot of wages paid before an employer achieves the reward. However, an employee hired in December and retained through 2011 would qualify
the employer for the $1,000 credit even though the 6.2 percent payroll credit would probably not be worth very much.
The bill also extended the added benefits of Section 179 (first year write-off of new assets) through 2010. The deduction amount will remain at
$250,000 of new assets rather than reverting to the 1999 level of $100,000.
Stanton B. Herzog, CPA, principal in the firm of Applebaum, Herzog & Associates, P.C., Northbrook, Ill., serves as IHRA’s accountant and
is a regular contributor to The IHRA REPorter. He is available to speak at group meetings on a variety of financial and tax-related topics.
He also participates in Expert Access, the program that offers telephone consultations to IHRA members.
You can call Stan Herzog at 847-564-1040, fax him at 847-564-1041, or e-mail him at email@example.com
Tech Bit 46 - Save Your Files to the Cloud Here’s a continuing
Back in the good old days when backups were done on tapes, there was a lot of discussion of off-site backups. The
idea was if your building burnt down, you’d still have a copy of the data you could use to recover your system. feature in The REPorter
Most people are lucky if they even have a backup, much less one that is off-site. But, when you think of disasters “Tech Bits”
like the fires in California, floods in the Midwest, and hurricanes in the Southeast, there is a very real chance of you
losing your primary computer.
And of course if your primary computer is a laptop, you could lose it (or have stolen) anywhere you take it. Ac-
cording to a Dell/Gartner study, Over 12,000 laptops are lost or go missing in U.S. airports each week, 70% of those
returned to lost and found are never reclaimed.
So are you prepared if disaster destroys your primary computer (and perhaps where it lives)?
There is a new place to save your files, those in the “know” call it the cloud—aka the Internet.
There are a number of websites you can register with to save your files on their servers on the Internet, most with
software that makes it as easy as dragging and dropping the files just like you would in Windows Explorer. Some
even offer automatic backup programs. Some alternatives you might want to look at are:
http://streamload.com (2 GB free, used to be 25); http://www.mozy.com ($5 per month for unlimited storage); Gregg Marshall, CPMR, CSP, is
http://skydrive.live.com (25 GB free) a speaker, author and consultant.
The advantages of these services are their low cost, often free, and ease of use. Plus you have access to your He can be reached by e-mail at
files from anywhere in the world.
visit his website at
However, don’t depend only on web backup for your critical data. Several of these services, failing to find a viable
business model, have gone out of business, effectively deleting your data. I would still recommend a traditional backup
to supplement the on-line backup. Between the two you stand a really good chance of recovering your important
I am a firm believer that you can’t have enough backups. Even though I am pretty good about backups, there are still times when I’ve lost data (or downloaded
programs) when something goes horribly wrong.
Tech Bit 47 - Wiki Your Company
Unless you’ve been living under an Internet rock, you’ve probably heard about Wikipedia (http://www.wikipedia.org). It is a great source of information on just
about anything, with 2,915,098 articles. And, despite being crowd sourced by volunteers, it has been shown to be as accurate as Encyclopedia Britannica.
Most companies have information silos. One person knows a tidbit of information, someone else knows another. Rarely does any small to medium business
engage in what is known as knowledge management. Actually, rarely does any company.
The term wiki comes from the Hawaiian word for fast. Wiki’s are easy to set up; many are free, open source software. For a comparison of wiki software there’s
a table on, no surprise here, Wikipedia at http://en.wikipedia.org/wiki/Comparison_of_wiki_software.
There are also services, ranging from free to subscription, that don’t even require you to set up or host your own wiki:
You could begin with company policies. Usually there are one or two people responsible for keeping them up to date. It might be human resources (an editable
version of your personnel manual), but more useful policies might be shipping, backorders, etc.
But the real power of a wiki comes when you can get a group of “regular” employees to contribute hard learned knowledge. For instance, sales people could share
what kind of pitches work best with different kinds of customers. Or production people could record tips and tricks on how to make a widget faster or easier.
The ultimate power of a wiki is when you can get several companies to collaborate. When we were manufacturers’ representatives, one of the frustrations we
had were calls from vendor sales managers telling us someone else in the country was doing better than we were. My question was always “what are they doing
differently?” Why can’t the various reps document their successes (and failures since they are good learning tools too) on a common, private wiki?
One challenge with wikis is getting people to participate. Wikipedia, the mother of all wikis, knows that 1.8% of users have written more than 72% of all articles.
Your goal should be to have a majority of your community contribute something. Some contributors will generate most of the content, but you really want everyone
you can to add a little something. It might take some incentives.
Wikis are a powerful way to capture knowledge within your company. They are fast. So what is keeping you from setting up a wiki for your company?
“War Stories from the Field”
by REP X, The Unknown Schlepper
(All names are kept secret, to protect us all)
Got your own “War Story”? The funnier, the stranger; the one with
real chutzpah, the better! Let us know at: firstname.lastname@example.org
GOING . . . . Going . . . . Gone
No stories . . . sorry.
It was fun, but . . . no more.
Manufacturers Seeking IHRA Field Sales Professionals
Products: Clothes Hangers with non-slip-coating. Products: Yukon Grip is an adhesive washer that Products: The ZIPIT - The World’s 1st & Only Bat-
Keeps garment on hanger; nothing falling down.
Available in various colors like silver, glamour-glitter
locks the bolt and nut in a secured position so your
seat remains fastened against the toilet, in other
tery Operated Blister Pack Manufacturers:
Opener. The ZIPIT has
been on QVC several times and has done very well
and pastels. Subject to newYou Looking for
Are German Chemicals Are You Looking
words it prevents your seat from loosening. for View our product at Are You Looking for
Regulation; coatings exclude danger to health.
Well-Qualified, Well-Qualified, C.S.B. COMMODITIES INC Well-Qualified,
MAWA GMBH CENTOCO MANUFACTURING CORP.
Performance-Proven, P.O. Box 32872 Performance-Proven, Performance-Proven,
14000 Military Trail, Suite 204B
Hohenwarter Str. 100 Delray Beach FL 33071
Field Sales Professionals? Detroit MI Field Sales Professionals? Field
(800) 471-1367 Sales Professionals?
85276 Pfaffenhofen/llm 48232-0872
Bavaria, Germany (800) 265-3666 • Fax: (519) 945-7281
fon: 0049 8441 800-0 • fax: 0049 8441 764 21 www.centoco.com
Instant HOT Lines . . . Contact: Robert Schmeizer, President
Instant HOT Lines
www.mawa-hanger.com . . . Contact: Kevin Parent Instant HOT Lines . . .
A onetime eMail that
Contact: Mrs. Gabriele Kaiser A onetime eMail that
eMail: email@example.com A onetime eMail that
provides immediate information provides immediate information provides immediate information
Territories: line, only, to reps in Territories: Seeking reps with track record of selling
on your line, only,
Territories: All U.S.A. to reps in
Nat’l Sales: NA on your Retail in U.S.A., Canada majors such only, to reps in
to on your line,as Wal-Mart, etc.
specific territories or throughout the world specific territories or throughout the world specific territories or throughout the world
Commission Rate: TBD Nat’l Sales: NA Nat’l Sales: $10,000,000
Years in Business: 60 years Commission Rate: 5% Commission Rate: 5%
Channels currently at (800) 315-7430
Call IHRA sold: Through direct sales Call IHRA at (800) 315-7430 Call IHRA at (800)
Years in Business: 36 315-7430
Years in Business: 29 years
Seeking Sales Through: Wholesalers, Retail, eMail: firstname.lastname@example.org eMail: email@example.com
Channels currently sold: Retail / E-Tailers / Cata-
Channels currently sold: Through reps, wholesale log Companies / Premium Companies
Housewares, Dept. Stores, Mass, Home Decor and www.ihra.org
Seeking Sales Through: Retail
Storage, Specialty, Supermarkets Seeking Sales Through: Mass Merchandisers
Products: Mega-Catch™ Mosquito Traps and Products: Pet Leashes & Collars, Grooming Tools, Products: New and innovative Erasable Ink “Puzzle
accessory items Manufacturers: Manufacturers:
Training Pads & Wipes. We now have “green” products Pen” Manufacturers:
that are extremely hot in the marketplace!! This line
Are You Looking for
EnviroSafe Technologies International Limited
Are recycled polyester for
includes organic cotton andYou Looking leashes THE ROME GROUP Are You Looking for
Unit 10, 6 Omega St., Albany Well-Qualified, Well-Qualified,
and collars. Our pricing is extremely low for the mass P.O. Box 1000 Well-Qualified,
merchandisers, etc. since we are a partner in a joint ven- Killington VT 05751
Auckland New Zealand 0632
+649 441 7574 Fax: +649 441 7573
ture, vertical plant in China where we also manufacture Performance-Proven,
802.422.4466 • Fax: 802.422.4467
our own webbing! Sales Professionals?
www.megacatch.com Sales Professionals? Field Sales Professionals?
Contact: Nicky Stockman, Sales Manager JELLY GEAR COMPANY Contact: Bernard Rome
eMail: firstname.lastname@example.org P.O. Box 37 eMail: email@example.com
Instant HOT Lines . . . Instant HOT NY 11552
West Hempstead Lines . . . Instant HOT Lines . . .
Territories: TX, LA, AL, FL, VA, NY, NJ, WI, GA, MI, MD,
A 575-4272 Fax: (516)
(516)onetime eMail that 575-4739
CO,A onetime eMail that
MN A onetime eMail
Territories: All USA that
provides immediate information www.jellygear.com
provides immediate information
Commission Rate: 5% Years in Business: 10 provides N/A
Nat’l Sales: immediate information
on your line, only, to reps in on your line, only, to reps in
Contact: Kathy Pancila, VP Sales on your line, only, to reps in
Gross Sales: $5,000.000+ eMail: firstname.lastname@example.org Commission Rate: 7%
specific territories or throughout the world specific territories or throughout the world specific territories or throughout the world
CURRENTLY DOING BUSINESS IN THE USA: Territories: U.S.A., Canada, Mexico Years in Business: 3
Direct. Not currently using reps.
Commission Rate: TBD Channels currently sold: Direct to Gift Shops,
CHANNELS INTO WHICH(800) 315-7430Online
Call IHRA at CURRENTLY SELL: Call IHRA at (800) 315-7430
Years in Business: 60 Call IHRA Shops
Airport News & Giftat (800) 315-7430
Store (www.megacatch.com), drop shipping includ-
ing www.homedepot.com, www.costco.com, www.front- eMail: email@example.com
Channels currently sold: Through direct factory Seeking eMail: firstname.lastname@example.org Catalogs,
Sales Through: Wholesalers,
Housewares, Bookstores, Stationers, Supermarkets
gate.com. Using fulfillment house in Denver, CO.
sales to wholesalers and/or other manufacturers www.ihra.org
CHANNELS INTO WHICH WANT TO SELL: Drop ship
Seeking Sales Through: Reps selling to Retailers
The listing of a manufacturer is not an endorsement by IHRA, it being the obligation of each member to make their own evaluation. Page 5
Manufacturers: Contact These Performance-Proven, Multiple-Line, Field Sales Professionals
to learn how they can profitably bring your products and programs to market.
& International Trade, Inc.
P. O. Box 576
Princeton, NJ 08542, USA
Phone: (917) 592-5498
Italian Cellphone: +39-335-708-0483
Skype Phone: mavericknyusa housewares to leading retailers
MaverickNYUSA@aol.com in the Pacific Northwest Manufacturer’s Representatives specializing in
for over three decades.
Home Decor, Housewares and Gifts
Primary Account Representation
We know the territory.
Since 1986 specializing in the Sales Promotion of
Housewares (cookware, small appliances) Home
Complements (bath & kitchen furniture, faucets)
and Gourmet Foods Sales. Permanent showroom: Illinois Wisconsin Ohio
Suite 453 Pacific Market Center
Professional Account Management
25 Years Experience
Also assisting manufacturers in the establishment
of their company in the United States with local
6100 4th Ave., S. • Efficient Account Penetration
domicile and all related logistics. Seattle, WA 98108 • Quality Customer Service
• Market Trend Direction
• Product Development
Fluency in English, Italian, French • Sales, Inventory & Profitability Analysis
Augusto De Feo, Managing Director
ERRECINET SRL __________________________ Contact:
Corso Lodi, 34 Contact: 16W273 83rd Street, Suite D
Tel: 02-8969-5033 • Cell: 340-978-8452
email@example.com Burr Ridge, Illinois 60527
Phone: (630) 655-2924
A.firstname.lastname@example.org Trusted Business Partners
Representation - Specialized
Retail & Military, Serving the
Metro New York Area Specializing in
Food - Drug - Mass
Since 1984 Housewares, Homestore
Military Exchanges Housewares, Tabletop, &
Storage/Closet Giftware Industries
& Military Commissaries
Specialists at: Since 1973
Hawaii Territory Bed, Bath & Beyond
Macys Representing Vendors in the
Contact: Jeff Blackwell 49 Park Street Six New England States
Blackwelj004@hawaii.rr.com Montclair, NJ 07042 &
5136 Iroquois Ave. Phone: 973.783.3338 Upstate New York
Ewa Beach, Hawaii 96706 51-13 Morgan Drive, Norwood, MA 02062
P 1-808-941-9826, F 1-808-944-2091 www.goldenmarketinggroup.com 781-352-1400 (phone) 781-352-1450 (fax)
Manufacturers: Contact These Performance-Proven,
Multiple-Line, Field Sales Professionals to learn how they can
profitably bring your products and programs to market.
STANLEY H. SILVER ASSOCIATES
Tabletop and Giftware to all
Major and Independent retailers National Sales Organization
in New England Providing Coverage Throughout
and Upstate NY The United States and Canada
for 20 years Coverage in the Categories of
Housewares; Lawn & Garden;
Contact: Christmas & Electrical
412 Woodbury Drive
440 Totten Pond Road Suite 100 Wyckokk, NJ 07481
Waltham, MA 02451 Tel: 201-848-9229 • Fax: 201-848-8525
Phone 781-890-0111 email@example.com
Tel: 781-806-5129 Fax: 781-806-5131
2010 CALENDAR OF EVENTS
June 21 - 24 13 - 17
5-8 Seattle Gift Show New York Home Fashions Market
NACDS Marketplace Seattle WA New York NY
San Diego CA
4-9 3-7 12 - 15
General Merchandise Marketing Conference International Home Furnishings Market New York Tabletop Market
Orlando FL High Point, NC New York NY
13 - 16 11 - 13
Las Vegas Gift & Home Atlanta Gift Market & Gourmet Market
Las Vegas NV Atlanta GA
14 - 16 11 - 13
NeoCon World’s Trade Fair Dallas Total Home & Gift Market
Chicago IL Dallas TX
23 - 29 13 - 17
Dallas Total Home & Gift Market Las Vegas Market
Dallas TX Las Vegas NV
27 - 29
Fancy Food Show
New York NY
14 - 21
Atlanta Int’l Gift & Home Furnishings Market
7 - 11
San Francisco Int’l Gift Fair
San Francisco CA
14 - 19
New York International Gift Fair
& Gourmet Show
New York NY
IHRA MEMBERS: 2010 IHRA Officers, Directors & Staff
Want to know more about RepCare group insurance? Officers
Just find your business home state and call Pat Brown or John Doyle. Chairman: Kent Kulovitz
Call PAT BROWN at 800-854-4636 if your business is in: President: Mark Glotter
Arizona Kansas Nevada Texas Founding President: Steve Grossman, CPMR
Arkansas Louisiana New Mexico Utah Executive Director: Bill Weiner
California Minnesota North Dakota Washington
Idaho Missouri Oklahoma Wisconsin
Illinois Montana Oregon Wyoming Directors
Iowa Nebraska South Dakota Robert Bachner Jacob Bang-Knudsen, CPMR
John Grob Linda Krol Seth Lapine
Call JOHN DOYLE at 888-243-0174 if your business is in:
Alabama Kentucky New Hampshire South Carolina
Connecticut Maine New Jersey Tennessee
Colorado Maryland New York Virginia Past Chairs
Delaware Massachusetts North Carolina Vermont John M. Clampitt Donna Peake
Florida Michigan Ohio West Virginia Steve Grossman, CPMR Jim Adams
Georgia Mississippi Pennsylvania Jay L. Cohen James Ayotte
Indiana Missouri Rhode Island Tom Rooney David Silberstein
Home • Housewares • Gourmet • Hardware Staff
Administrative Assistant: Stephanie Baron
Multiple-Line, Field Sales Professional: Financial Director: Myra Weiner
If you’re not a member of IHRA, you owe it to IHRA
yourself to join the organization that is your voice in
the industry and the manufacturers’ resource for The
Well-Qualified, Performance-Proven, InternatIonal Housewares representatIves assocIatIon
Field Sales Professionals
For complete information about “first-timer”
membership and an application, contact us at:
847.748.8269 • 800.315.7430
firstname.lastname@example.org • www.ihra.org