Wednesday, March 4, 2015

COBI ESSPS student wins Quicken Loans Sales Competition

UT COBI professional sales and marketing double major Alysa A. Malcolm won the Quicken Loans Sales Competition in February.

There were 150 students from 12 universities invited to Quicken Loans, but only 25 were selected to participate in the competition, which consisted of individual rounds where each student received immediate feedback from regional vice presidents in sales and banking.

"When you first arrived, you received a notebook containing all of the information you needed for each role play," Malcolm said.  "There were three rounds with three different scenarios.  Everyone participated in the first two role plays (or first two rounds) in which it was just you, your buyer, and one other judge who scored your overall performance. After those two role plays were finished, all of the judges gathered together and scored your two role plays.  Only the top four contestants with the highest scores got to partake in the third and final round."

"This round was definitely more nerve racking than the others.  In the final round, each of the top four participants did a role play on a stage in front of an audience (including Quicken Loans employees and the rest of the contestants), with judges sitting behind you on stage.  When you were finished the judges gave generous feedback while you were still on stage.  I was the first to go out of the other three top contestants.  Throughout the day, you also received feedback from multiple regional directors."

Malcolm said, "I was shocked when I learned I was the winner!  I wanted to participate to ultimately gain some experience, learn, and build up more confidence as a sales student. I could not have done it without the help of Dr. Ellen Pullins and her sales class, along with the confidence and support from the organizations with which I am involved, such as Alpha Kappa Psi, the co-ed business fraternity. "

"I honestly would not have had the confidence to participate in the sales competition if it wasn't for my friends and family.  I truly want to thank them for their encouragement and continual support. Some great advice I was given my first year at UT was to get involved and to take advantage of the opportunities that are in front of you.  I can confidently say, when it comes to the College of Business and Innovation, getting involved in Alpha Kappa Psi has helped mold my experience here at UT. I have learned much about myself as a business student, and gained many great friends along the way."

"The QL 1st Annual Sales Competition was the first competition I ever participated in, and I look forward to participating in many more sales competitions with the rest of my time here at UT!" Malcolm said. "Go Rockets!"

"Alysa doesn’t even graduate until May, 2016, and I know we are all confident that she has a strong career ahead of her," noted Deirdre Jones, Director, Edward H. Schmidt School of Professional Sales. "And yes, she is competing in the ESSPS Internal Sales Competition on March 20."

Longenecker to receive national healthcare executives' award for best published article

Clinton O. Longenecker, Ph. D. , Stranahan Professor of Leadership & Organizational Excellence in the University of Toledo College of Business and Innovation, and his brother, Paul D. Longenecker, R.N., Ph.D., are the winners of the 2015 Edgar C. Hayhow Award  from The American College of Healthcare Executives (ACHE).

Dr. Clinton O. Longenecker
They received the award for their research article, “Why Hospital Improvement Efforts Fail: A View From the Front Line,” published in the March/April 2014 issue of the Journal of Healthcare Management.

The award, to be presented during ACHE's 58th Congress on Healthcare Leadership in Chicago March 16–19, represents breakthrough work in healthcare management.

Longenecker said, "Working with my brother Paul was terrific, as he has over 30 successful years of invaluable experience in a wide variety of healthcare professions. This allowed us an unique opportunity to combine his talents with my background in leadership and change."

"This recognition was very rewarding given the changing nature of healthcare," Longenecker continued. "It was great to be recognized for creating some discussion and practices around how to make changes in hospitals and healthcare systems more effective and timely, and we have been receiving a lot of feedback on our work since it was published."

Paul D. Longenecker is the senior instructor, department of health and sports sciences in the School of Professional Studies at Otterbein University in Westerville, Ohio, and is a graduate of both UT's nursing and MBA programs."

In their research study, the Longeneckers sought to help healthcare leaders improve their understanding of the barriers to effective organizational change and improvement from the perspective of frontline leaders. Focus groups were conducted in four community hospitals to explore why hospital change and improvement efforts struggle and are ineffective. Analysis of the focus group data was featured in the article, as well as leadership lessons and recommendations for success based on the findings.

Dr. Paul Longenecker concluded," Hospitals really need to become better at practicing the fundamentals of effective change and leadership to be able to compete in the new healthcare reality."

The American College of Healthcare Executives is an international professional society of more than 40,000 healthcare executives who lead hospitals, healthcare systems and other healthcare organizations.

100 companies recruited UT business students on campus at annual winter job fair

Approximately 100 major companies sought the talent their businesses need at The University of Toledo College of Business and Innovation (COBI) annual winter job fair in February in the UT Student Union auditorium. Local and national companies participating include Buckeye CableSystem, Chrysler, First Solar, HCR ManorCare, Libbey Glass, Marathon Petroleum, Owens Corning, Therma Tru Doors.

“The tremendous participation of so many well-known businesses at our semi-annual COBI job fair reflects very positively on the quality of both our programs and our students,” noted Terribeth Gordon-Moore, COBI Senior Associate Dean. “It also demonstrates the extremely dynamic and mutually beneficial relationship enjoyed by COBI and major national recruiting companies such as Coca Cola, JP Morgan Chase Bank and The Finish Line."

“Employers are looking for undergraduate students to participate in business internships and their leadership development programs, as well as for seniors and graduates seeking full-time employment,” she added. “We also strongly encourage all our students, including freshmen, to attend the job fair, engage these company representatives now and begin a relationship with these employers.”

“This job fair is part of what we do to prepare our students for their futures,” Gordon-Moore explained, adding that the college’s Business Career Programs office works year-round to assist students in acquiring internships and jobs upon graduation.  “We strive to provide the necessary resources so our students can conduct their own tailored job searches.”

More than 85% of COBI students participate in internships, and the job placement rate for COBI graduates is greater than 80%, even in recent economic times.

Wednesday, February 4, 2015

Professor Hong's new book reflects expanding horizons in emerging global markets

Learning from successful businesses located in critical areas of the global economy not only provides useful and practical information for other business owners, but also provides rich resources for students studying in business colleges.

That is why Dr. Paul Hong, professor of operations management at The University of Toledo College of Business and Innovation, wrote Building Network Capabilities in Turbulent Competitive Environments. Business Success Stories from the BRICs, published in December, 2014. Dr. YoungWon Park is the coauthor.

"Brazil, Russia, India and China (BRIC) are among the largest and fastest growing economies in the world," Dr. Hong said. "The enormous size of the customer base in these emerging markets is the strategic concern of global business firms. Successful market performance in these markets requires sound understanding of dynamic environmental factors and timely investment of appropriate resources. This book presents strategies for recognizing the challenges and optimizing the opportunities for building network capabilities and competitive advantage within the context of these emerging markets."

Dr. Hong previously wrote a book about building networking capabilities in global companies in Korea and Japan, but noted that his new book expands that to the "next level," with a different research model that looked at what the companies do, recent plans and successes, and much more.

"The seed idea was part of a UT discussion," Dr. Hong explained.   "We had 15 general papers and did field visits to companies in Russia, China, India and Brazil.  We met senior executives at their sites. We tracked their revenue in sales and their market share.  They did not just want to tell their stories; they wanted to be seen as credible, explain what they are about, what they are doing and to have the value of their company recognized."

"We did not just want a nice story," he added.  "We wanted to see their challenges and problems and how they address them.  We see how they became leaders in their country, and then became globally competitive.  They also wanted to learn from us, learn about what we do and share what other companies do."

The initial reaction toward the book from professors around the world has been extremely positive.

"BRICs have increased their influences on the entire world economy since the beginning of this century, but there have been relatively few studies that focused on their critical industrial issues. The balance between their tenacious field works and logical thinking has made this seminal book’s arguments persuasive to both researchers and practitioners in the field of global management," noted Takahiro Fujimoto, Professor of Faculty of Economics, The University of Tokyo and a Senior Research Associate, Harvard Business School.

"It can be used for MBA students for case studies and Ph.D. students as cases leading to problem identification, and/or hypotheses formulation. The cases can also be used as training materials for industrial people about how to develop network capacities within and beyond BRICs countries. I highly recommend this book to both academic and practical people," said Hongyi Sun, Ph.D., Department of Systems Engineering and Engineering Management, City University of Hong Kong.

"A sound theoretical framework is provided at the beginning of the book, to help the reader in interpreting the various cases. This makes the book interesting for both managers, students and researchers," noted Federico Caniato, Ph.D., Associate Professor, Dipartimento di Ingegneria Gestionale, Politecnico di Milano, Italy.

"This book is a must read for executives, researchers, and students who are serious about expanding their knowledge and understanding how to create competitive advantage in the global marketplace of the 21st century!" said, Clinton O. Longenecker, Ph.D., Stranahan Professor of Leadership and Organizational Excellence at the UT College of Business and Innovation.

Dr. Hong stated, "This research is not just an individual effort. It is not about me, but about the College of Business and The University of Toledo. This book was possible because COBI supported my research, gave me time to do it.  I have great colleagues, and really appreciated the support of the deans, our chairs, and the provost.  It is just like supply chain itself: It is not just one individual, but everybody contributes."

"Research is very crucial and very well related to teaching. It has great impact; it enhances the reputation of the college and the university. Through good research, teaching and our reputation we train and prepare students who are then successful in the marketplace.  Through my research I am returning back to the college and the university so I can be better at preparing students."

"I always wanted to write books because I do a lot of research, to actually be able to benefit society at large. A book like this enriches quality teaching because I can speak from my own experience, not just from what someone else says through a textbook."

"The students all want to be successful," Dr. Hong said. "Now they know global companies and understand global issues.  We prepare our students very well, and that gives us satisfaction. It also emphasizes to students that we are on a tier with other national universities. It tells them you are in a very good college of business, and it builds their sense of confidence.  We tell them 'You are destined to succeed.' "

Make reservations now for March 23 Celebrity Wait Night to support COBI Alumni Affiliate scholarship

There is still time to make your All are invited to attend the UT College of Business and Innovation Alumni Affiliate Celebrity Wait Night; A Scholarship Benefit for Tomorrow's Business Leaders on Monday, March 23, 2015 at Ciao! Ristorante, 6064 Monroe Street, Sylvania.  Several alumni and college representatives will be on hand to wait on you. All proceeds/tips from the evening will support the College of Business and Innovation Alumni Affiliate Scholarship.

This casual-dress event begins at 5:30 p.m. with a networking and cocktail hour, and dinner will be at 6:30 p.m. A silent auction will offer great items, and all of those proceeds will benefit the scholarships.

The price per person is $40, which includes your selection of an appetizer, dinner salad, entree and dessert.  When making your reservation you can event indicate who you would prefer as your celebrity waiter. Your "tip" to your waiter benefits COBI scholarship.

If you are interested in participating but cannot stay for dinner, come for the cocktail hour and enjoy mingling with fellow alumni for an hour of great networking.

Celebrity Waiters include COBI Dean Gary Insch, Mark Andrews, Peter Davis, Dawn Humphrey, David Liebrecht, Dan Silvers and Blaine Stout.

Dan Silvers, Client Executive, Hylant, said he volunteers for this event as a Celebrity Waiter because "it is a great way to lessen the tuition burden of College of Business students, and it's a fun evening. The best part is mingling with your guests and meeting new friends who love UT. You should definitely make this event.  You've got to eat anyway, might as well make it for a good cause."

Peter Davis, Owner, Dundee Manufacturing Company Inc., said, "The event has a lot of purposes: first it helps fellow UT students get scholarships; second has good food provided by CIAO’s, and great opportunities to network with UT Alumni."

To make a reservation, you can call the UT Office of Alumni Relations at 419.530.2586 or click here

If you are not able to attend but would like to make a donation, select "REGISTER" and you will have the option to make a donation.

UT College of Business and Innovation presents fourth GlobalTarget series

The University of Toledo’s College of Business and Innovation (COBI) is again partnering with United Parcel Service (UPS) and the U.S. Commercial Service to provide area small and medium-sized businesses access to experts who will help their company enter new global markets through the GlobalTarget program.

This is the fourth year UT COBI is offering this program. Beginning in March, 2015, GlobalTarget participants meet monthly for nine months in specialized sessions covering relevant topics based on an understanding of current members’ needs. The program then helps companies develop plans to improve their business’ supply chain, identify talent, understand export financing, and develop market entry strategies.

“It’s a global world. Facilitating existing or new exporters to enter foreign markets benefits all of Northwest Ohio,” noted Dr. Gary Insch, COBI’s Dean. “Companies often recognize that expanding to global markets is something they should do. We make it easier for them to do this, because we have the experts who will show them how to proceed. Furthermore, we provide them with all the criteria for success, whether they have a manufactured product or intellectual property.”

“Global Target not only assists companies that are planning to conduct international business, but it also works with businesses already doing business globally who are looking for ways to expand their international presence, ” noted Debbe Skutch, Director of UT’s Center for Family & Privately-Held Business and GlobalTarget Program Coordinator. “Furthermore, GlobalTarget is the first organized, focused attempt in this region to not only provide information, but to actually match local manufacturing companies with foreign markets."

Kurt Miller of Northwood Industries found his recent experience with GlobalTarget very beneficial. “The UT Global Target program covered topics that included understanding business and social cultures, credit policy and getting paid, international marketing and shipping. Topics were led by knowledgeable individuals who work directly in those areas of international business."

He added, "I think our greatest lesson from the GlobalTarget program was the quality of professional contacts available to us and the vast resources accessible to companies who want to pursue international business.”

Maureen Georgevich of Right Way Safety Equipment said, “GlobalTarget is not only an educational experience, but also a celebration of local businesses. Right Way Safety is better prepared to handle the importing and exporting of goods from other countries: we will utilize shipping strategies to keep costs low and we have a better understanding of international contracts and legalities, which will ensure that business continues to run smoothly."

"The resources, advice and knowledge offered by the guest speakers are valuable beyond estimation," she observed. "Those who spoke were eager to answer any questions and help with any dilemmas. The experience will surely benefit us for years to come.”

GlobalTarget participants also have access to the International Trade Assistance Center (ITAC), which provides free export assistance services to small- and medium-sized businesses. Services include market research; an examination of their culture, finances and resources to make sure they are ready to export; locating sources of funding, such as a loan or grant; export compliance education; cultural and language assistance; export documentation; and logistics.

Other features and benefits of GlobalTarget include access to ancillary educational programs offered by UT COBI - - such as the Schmidt School of Professional Sales and the Center for Family and Privately-Held Business - - and site visits to area companies that have already achieved a level of success in global entrepreneurship.

UT COBI’s fourth GlobalTarget series of programs begins in March, 2015.  A limited number of grant and funding opportunities are available. For more information, you can download a registration form at, or call the UT COBI Center for Family and Privately-Held Business at 419.530.2068.

Huntington Bank provides $10,000 in scholarships to five UT business students

Huntington Bank presented scholarships totaling $10,000 to five University of Toledo College of Business and Innovation (COBI) students on January 22 in the Huntington Sales Lab, located on the fourth floor of the college's Savage & Associates Business Complex.

The recipients are graduate student Cassandra Wenman ($3,000) and undergraduate students Paviele Pena ($2,000); Kaleigh Rapp ($2,000), Jae Huth ($2,000) and Boram Kim ($1,000).

"We were extremely impressed with the recipients, and their respective accomplishments and aspirations – a compliment to the talented students that the University is developing," noted Joel Jerger, Senior Vice President, Huntington Bank, Toledo. "The scholarships reflect Huntington's commitment to Northwest Ohio. We look forward to continuing to work with the University as it educates the next generation of leaders.  "

Through an expanding banking program between Huntington Bank and UT, Huntington is providing $150,000 in academic programming and scholarships for students and additional convenient banking options on campus.

"Both The University of Toledo and the College of Business and Innovation are extremely grateful to Huntington Bank for their outstanding support of our tremendous students," noted Dr. Gary Insch, UT COBI Dean.  "Huntington is serious about its role as UT's banking partner, and these new scholarships reflect their commitment to provide meaningful financial support to some of our extraordinary business students."

Rapp, a junior double majoring in accounting and finance, said, "Becoming a recipient of this scholarship shows that my hard work has paid off.  It really means a lot that I was chosen out of a pool of recipients to represent the College of Business and Innovation. This scholarship is going to help me achieve my academic goals because I will be able to focus more on my school work rather than the stress of making ends meet."

Pena, a financial services major, said, "This scholarship is a proud pat on the back and a reminder that all this hard work, stress, and sacrifice we go through in college isn't only for a degree. It's for the discipline we get out of it.  Thank you to The University of Toledo and to Huntington Bank for the opportunity and your investment in our success."

Wenman, who is in the masters of science in accountancy program, said, "I'm very appreciative of the relationship that the University of Toledo and the College of Business and Innovation has with Huntington Bank.  I feel honored to be a recipient of this scholarship, and receiving the Huntington scholarship reaffirms UT and COBI's role in my success."

Jae Huth, a junior marketing major, said, "Being honored with a scholarship from Huntington Bank is truly empowering and I appreciate it more than words could ever say. This scholarship means that there are organizations, such as Huntington, that truly care about the importance of education and are willing to help students make their dreams come true."