Stay up-to-date on the companies, people and issues that impact businesses in Syracuse, Central New York and beyond.
7 Steps to Keep Your Health-Care Payment Data Safe
Your medical records and personal payment data are worth a lot of money on the “dark web.” In fact, medical information sold on the anonymous regions of the Internet is four times more valuable than a Social Security number. When criminals get their hands on your medical records or billing information, they have everything — […]
Become a Central New York Business Journal subscriber and get immediate access to all of our subscriber-only content and much more.
Click here to purchase a paywall bypass link for this article.
Your medical records and personal payment data are worth a lot of money on the “dark web.”
In fact, medical information sold on the anonymous regions of the Internet is four times more valuable than a Social Security number.
When criminals get their hands on your medical records or billing information, they have everything — your address, your birthdate, your home phone number, and probably your Social Security number, too. That’s why crooks put a higher value on medical records than simple financial records.
They can use that information for more than stealing your identity. They can create fake identities that could allow them to buy and resell medical equipment or drugs. They can also combine a patient number with a false provider number and file fake claims with insurers. They can even use them to file fake tax returns.
But there are steps patients can take to protect their medical records and billing information.
In one recent study, 89 percent of health-care providers surveyed admitted at least one data security breach in the previous 24 months.
Here are a few tips on what patients can do to guard their health-care information.
Only give out data that is absolutely necessary. When asked on an application to provide a Social Security number, ask “why?” It may not really be needed. It’s always safest not to store financial account information online for bill paying. But if you do, credit cards offer better protections than most debit cards or bank-account numbers if compromised.
Watch for suspicious mail. If the hacked company has your address, expect bogus pitches to arrive in your mailbox from people who want to “solve” your identity theft problem for you. Be suspicious of notification emails, especially those containing links or attachments (they may contain computer-infecting malware).
Use fraud alerts. If your Social Security number was taken in a breach, the risk of ID theft is five times greater than for the average consumer. Place a fraud alert or security freeze on the credit report at the three big credit-reporting bureaus.
Say yes to added security. If the breached organization offers free monitoring service, take advantage of this extra layer of security. Only 20 percent of breach victims do so.
Monitor your accounts. This includes Social Security earnings records. Ask bank or credit-card issuers to set up free email alerts for notification about activity on accounts, especially including change-of-address requests.
Change your passwords frequently Also order, for free, a credit report once every four months — once a year from each agency — at annualcreditreport.com.
Choose the most secure payment option. Ask if your provider has a secure, online payment option rather than handing your credit card over to the billing department. Many health systems use big-data screening and analytics to flag possible security breaches before data is stolen.
Health-care providers are struggling to keep up with these increasing security attacks and need to partner with health-care payment vendors who prioritize security and data safety at every transaction. Patients need to be as vigilant as possible.
April Wilson is VP of marketing and analytics at RevSpring (www.revspringinc.com), a company that provides patient engagement and billing services for health-care providers.
10 Motivations That Move Customers to Buy
Why salespeople lose sales Contrary to what many people believe, most salespeople want their customers to make good decisions. They want them satisfied after buying a product or service — whether it’s shoes, home-improvement products, a vacation package, a car, or an insurance policy. Even so, salespeople accidentally lose sales. They leave customers unsatisfied —
Become a Central New York Business Journal subscriber and get immediate access to all of our subscriber-only content and much more.
Click here to purchase a paywall bypass link for this article.
Why salespeople lose sales
Contrary to what many people believe, most salespeople want their customers to make good decisions. They want them satisfied after buying a product or service — whether it’s shoes, home-improvement products, a vacation package, a car, or an insurance policy.
Even so, salespeople accidentally lose sales. They leave customers unsatisfied — not dissatisfied. Customers become dissatisfied after making a purchase, but if they’re unsatisfied, they walk away before buying.
Intent on rattling off features and benefits, salespeople forget they must understand the customer’s need to buy before the facts will make sense. In doing so, they overwhelm customers.
Why do salespeople do this? They want customers to make informed buying decisions. But this is the fallacy. It’s not until after the sale that the rational stuff makes sense to customers. What must come first is the inner motivation for saying yes.
A salesperson’s most important task
Here’s the point: It’s the wow that grabs attention and excites customers. The salesperson’s task is figuring out what it is that motivates a customer. Once that button is pushed, the facts serve to justify the purchase.
Here are 10 reasons why customers buy a product or service.
1. To enhance their status
There are certain things we want to buy because they tell a story — buying a home or designer sunglasses, taking an exotic vacation, dining at certain restaurants, having an expensive vehicle, wearing nice clothing, or even having a certain hair style. “The beautiful objects that we prize are really signs to others that they should prize us,” writes Matthew Willcox in “The Business of Choice.”
2. To make a dream come true
We’re surprised when someone makes a purchase that’s “out of character,” as the saying goes. When asked about it, the person responds, “You know, I’ve always wanted it and I’ve been saving for years. It’s a dream come true.”
3. To make amends
We may view ourselves as independent and free from past influences, but our purchases may tell a different story. A woman had a rocky relationship with her mother, but the first car she bought was the brand her mother always wanted.
4. To be defiant
Someone says, “That’s not a good idea. Is that something you really need?” or “You can’t afford that.” Such words become challenges, powerful forces driving us to “show them,” while pointing out how easy it is for adults to demonstrate adolescent behavior.
5. To feel good
There is more than one type of self-medication. Close to the top of the list may be buying stuff to make us feel better. A cup of hot cocoa on a cold winter night, a plate of mac & cheese, a latte, and, of course, fries. But, like other types of self-medication, the effects wear off and it’s time to do it again.
6. To feel safe
Some things go beyond just feeling good; we also want to feel safe. The old idea that “your home is your castle,” a place with thick walls and a moat, is as current today as it was centuries ago. This may be a reason why tourists flock to visit them. We buy everything from deadbolts to security systems to insurance policies and organizational memberships to help us feel safe.
7. To forget our problems
Whether it’s buying clothes to help us “look the part” or taking an exotic vacation to get “recharged,” purchasing our way out of problems is nothing new. During the Great Depression, Americans went to the movies to forget their misery and in the 40s to take their minds off the horrors of war. Today, we binge on Netflix and hit the Amazon “buy” button.
8. To make a statement
Why do so many former jocks, who are now sportscasters, don three-piece bespoke suits, while CEOs and salespeople shed theirs for open-collar shirts? It almost looks as if they’re trying to trade places. Helping immigrants lose an accent is a growing business. And then there’s the big and powerful pick-up truck with its own message. Much of what we buy is to make a statement.
9. To feel we’re somebody
Kit Yarrow, Ph.D., the author of “Decoding the New Consumer Mind,” describes the big change that has occurred in how we shop and our reasons for buying. “Most notable is an increased emphasis on the fundamental need to be seen, respected, and connected,” says Yarrow.
10. To reward ourselves
While it’s obvious that Starbucks sells coffee, that’s misleading. What it sells are low-cost rewards. It’s easy to drop $4 plus for a latte and not much less for a Tall coffee. But the cost is small compared to shoes, jeans, a getaway vacation, a dinner out, or some other splurge. We reward ourselves to fit our finances, but never get around to adding it all up. One report indicates that the average person spends more than $700 per year on coffee alone.
Customers respond positively when they believe salespeople understand them. When this doesn’t occur, they’re unsatisfied and they leave. Something is missing and piling on reasons for saying “yes” is useless. Information overload only makes it worse. Once an emotional need is met, the facts make sense and the sale closes.
John Graham of GrahamComm is a marketing and sales strategy consultant and business writer. He is creator of “Magnet Marketing,” and publishes a free monthly eBulletin, called “No Nonsense Marketing & Sales Ideas.” Contact him at jgraham@grahamcomm.com or johnrgraham.com
Yes, We’re the Great Pretenders
We need this guy today. To fit us with clear lenses. He appeared years ago. When I sold my car, I ran an ad in the classifieds. It extolled the car’s virtues to no end. Described it as a dream of a vehicle — virtually unblemished. Perfection. He brought me down to earth. “Hey, mate.
Become a Central New York Business Journal subscriber and get immediate access to all of our subscriber-only content and much more.
Click here to purchase a paywall bypass link for this article.
We need this guy today. To fit us with clear lenses.
He appeared years ago. When I sold my car, I ran an ad in the classifieds. It extolled the car’s virtues to no end. Described it as a dream of a vehicle — virtually unblemished. Perfection.
He brought me down to earth. “Hey, mate. Your car’s eight years old. It’s got 120,000 miles. Stop pretending you’re The Great Pretender. Car’s worth this much. Take it or leave it.” I took it.
Pretending is a national pastime with us. Don’t pretend otherwise. For instance, lately we have been asked to pretend our spies don’t lie. The heads of our intelligence agencies have all been caught lying to Congress and the public — over the Clinton email mess and over the various Trump messes.
FBI Director Comey lied about his leaking of his memos. He pretended his leak was not a leak. That is pretty dumb. But it is beside the point. The point is that he lied.
We are supposed to be outraged — over the fact that these birds all lied about these things. Outraged? Who are we kidding? We hired them to lie.
Decades ago, a major CIA spook was caught lying to Congress. His defense was simple. He took an oath to protect CIA secrets. For the good of the nation. He could break his oath or lie to Congress. He chose to lie. (What would you do? Congress could embarrass him, but the CIA could rub him out.)
This is the first question on a job application to head up a spy agency: Do you know how to lie? Let us not lie about this or pretend. To be a spy, you must lie. If you don’t know how to lie, apply for another job. Don’t apply for Lois Lerner’s job at the IRS. Don’t apply at the Veterans Administration. And forget about being a politician. Your best chance is with the Boy Scouts. Trust me. Would I lie?
We are asked to pretend the guys who play big-time college sports are amateurs and also serious students. That takes a lot of pretending. When many of them cannot spell the name of their college, it does.
We were asked to pretend the Iran nuclear agreement was working. It clearly was not. We granted Iranians many billions to behave. We were supposed to pretend they were not using the billions we granted them to fund terrorism. They were.
We were supposed to pretend Iran is just kidding about destroying Israel. Pretend the missiles it mounted in Syria, near Israel, were just there for show.
We are supposed to pretend this was a treaty. No one dared to bring it to Congress. It was not a treaty. It was a gentlemen’s agreement. Pretend, pretend.
We are asked to pretend that taxes and regulations do not affect behavior. Millions of people have moved from high-tax states to low-tax states. Thousands of businesses have too. They must have moved for other reasons. Could not possibly be taxes that inspired them to move. Pretend.
We are supposed to pretend that building a wall on our border will serve no purpose. It will not stop illegals from pouring into the U.S. Pretend, pretend. Why on earth would Mexico protest so strongly? Why? Because they fear graffiti on it? Because it will block Mexicans views? Come on, there can be only one reason. But let us pretend that is not the reason.
The truth is that Mexico’s economy depends upon money that illegals send back from the U.S. Their money props up the Mexican economy. Period. We are asked to pretend otherwise.
Lastly, we are asked to pretend money does not buy politicians. Companies and special interests don’t bribe, influence, pressure pols one way or another with moolah.
If you pretend such, do I ever have a car for you.
From Tom…as in Morgan.
Tom Morgan writes about political, financial, and other subjects from his home near Oneonta. You can write to Tom at tomasinmorgan@yahoo.com. You can read more of his writing at tomasinmorgan.com
I was chatting with a group of students the other day when one of them looked me in the eye and commented, “You’re very tough on journalists.” I had to plead guilty. Of course, I’m tough on journalists. Maybe even as tough on them as they are on politicians. Our representative democracy depends on journalists
Become a Central New York Business Journal subscriber and get immediate access to all of our subscriber-only content and much more.
Click here to purchase a paywall bypass link for this article.
I was chatting with a group of students the other day when one of them looked me in the eye and commented, “You’re very tough on journalists.” I had to plead guilty.
Of course, I’m tough on journalists. Maybe even as tough on them as they are on politicians.
Our representative democracy depends on journalists doing their jobs. Why? Because it’s essential that citizens get the solid, accurate, and fair information they need to make good judgments about politicians and policy decisions.
Which is why, if you value representative democracy, you have to be deeply concerned about the once-over-lightly journalism that fills our media. Too often, reporters, commentators and online contributors focus on trivia, partisan posturing, and political gamesmanship, and not on the substance of issues.
Yet the world we live in is so complicated and so difficult to understand that the need is greater than ever for journalists to pick out what really matters in their communities or in the nation and convey solid information to the citizen.
The prevalence of fake news and misinformation makes this search for objective truth ever more difficult and challenging. If we don’t have the right information as citizens, then we don’t have the facts to shape our opinions — and we’re going to be in trouble as a nation.
Disentangling truth and untruth from the citizen’s standpoint is really hard. Especially because some of the institutions we once relied upon for independent, objective information — I’m thinking specifically of Congress here — have increasingly stopped serving as models for the search for truth.
Sorting through all the information at our fingertips, distilling meaning from it, zeroing in on what’s really important — that’s work that both journalists and ordinary citizens have to undertake. And it’s essential to making our government work. Journalists have to ask themselves whether they are getting to the bottom of stories and giving enough information to citizens, so they can make good judgments — or are they too focused on trivia, entertainment, and posturing? And citizens — whose media tastes drive so much of what the media provide — need to be focused on what matters.
It’s a complicated dance, but in the end, it comes down to one thing: journalists need to provide, and citizens need to ask for, the reporting that’s necessary to make the country work.
Lee Hamilton is a senior advisor for the Indiana University (IU) Center on Representative Government, distinguished scholar at the IU School of Global and International Studies, and professor of practice at the IU School of Public and Environmental Affairs. Hamilton, a Democrat, was a member of the U.S. House of Representatives for 34 years, representing a district in south central Indiana.
MPW Marketing has hired JONATHAN BATSON as a new account manager and CHIC SCAPARO as a new video producer. Batson joins the MPW account management team, coming from the global olive oil company, Sovena. There, he served on the marketing team for the last six years, most recently acting as brand manager. Scaparo, who joins
Become a Central New York Business Journal subscriber and get immediate access to all of our subscriber-only content and much more.
Click here to purchase a paywall bypass link for this article.
MPW Marketing has hired JONATHAN BATSON as a new account manager and CHIC SCAPARO as a new video producer. Batson joins the MPW account management team, coming from the global olive oil company, Sovena. There, he served on the marketing team for the last six years, most recently acting as brand manager.
Scaparo, who joins the creative team at MPW, received an associate degree in digital filmmaking from Herkimer County Community College, and a bachelor’s degree in film studies from the University of North Carolina Wilmington. After graduation, he moved back to Central New York and freelanced for seven years on a variety of video production projects.
Pathfinder Bank has appointed ROBERT BUTKOWSKI first VP of branch administration. He first joined Pathfinder Bank in 2010 when he was hired as branch manager of its Cicero branch. He was later promoted to VP of branch administration. A graduate of SUNY Cortland with a bachelor’s degree in economics and management science, Butkowski is also
Become a Central New York Business Journal subscriber and get immediate access to all of our subscriber-only content and much more.
Click here to purchase a paywall bypass link for this article.
Pathfinder Bank has appointed ROBERT BUTKOWSKI first VP of branch administration. He first joined Pathfinder Bank in 2010 when he was hired as branch manager of its Cicero branch. He was later promoted to VP of branch administration. A graduate of SUNY Cortland with a bachelor’s degree in economics and management science, Butkowski is also experienced in developing investment and commercial business.
WALTER F. RUSNAK has been named first VP – finance and accounting. Rusnak was previously an advisory board member and founding principal of Ovitz Corporation, a startup medical device company. Before joining Ovitz, he held several roles in publically traded banks and regional credit unions across the country. From 1996 to 2002, he held numerous positions at Superior Bank, FSB in Illinois. In 2002 to 2003, Rusnak served as senior VP of finance at Aurora Loan Services, Inc. in Aurora, Colorado. He later served as senior VP and director of finance and administration, as well as chief financial officer, for ESL Federal Credit Union in Rochester from 2004 to 2013. Resnak’s additional experience includes serving as senior VP and CFO at Johnstown Savings Bank, VP and chief financial officer at Empire National Securities Inc., assistant VP at Corporate Financial Group, and senior staff accountant at KPMG. He is a CPA and received his MBA in finance from SUNY Buffalo with a bachelor’s degree in accounting from Canisius College.
Charles A. Gaetano Construction
Charles A. Gaetano Construction has promoted BRETT BABICZ to project executive. He will manage the operations of the project management and administrative team. Babicz is a graduate of Wentworth with a degree in construction management and has been with Gaetano for 17 years. ROB MUNSON has been promoted to senior project manager. He has extensive
Become a Central New York Business Journal subscriber and get immediate access to all of our subscriber-only content and much more.
Click here to purchase a paywall bypass link for this article.
Charles A. Gaetano Construction has promoted BRETT BABICZ to project executive. He will manage the operations of the project management and administrative team. Babicz is a graduate of Wentworth with a degree in construction management and has been with Gaetano for 17 years.
ROB MUNSON has been promoted to senior project manager. He has extensive experience in a wide range of projects. Munson is a construction management graduate of Utica College of Syracuse University and has been with Gaetano for 15 years.
PETER MANNA has been promoted from superintendent to general superintendent. His focus will be on maintaining daily contact with the firm’s project teams. Manna has more than 30 years of experience in the general construction field.
ROB REED has joined the estimating team, bringing with him more than 10 years of experience in the construction industry. He has an associate degree in construction technology and a bachelor’s degree in construction management from SUNY Delhi.
JONAH SCHAAF joined Gaetano Construction’s project management staff. He has a strong background in residential and commercial construction, landscaping, and telecommunication installation. In 2017, Schaaf interned with the company. He has a bachelor’s degree in construction management from Utica College.
NICHOLAS MARKHAM has been hired as a project manager for Gaetano Construction. He has 18 years of construction experience with a strong background in plumbing/HVAC along with all other aspects of commercial construction. Markham has an associate degree in design & drafting from Morrisville State College and a bachelor’s degree in construction management from Alfred State University.
Bankers Healthcare Group recently hired three new employees in its Syracuse office. KRISTEN PETTY was hired as a customer service representative. Prior to BHG, Petty worked at a medical billing agency in Syracuse. WALID ANWAR was hired as a sales analyst. Most recently, He worked as a dental assistant for Lalor Family Dental. CALVIN FLOYD
Become a Central New York Business Journal subscriber and get immediate access to all of our subscriber-only content and much more.
Click here to purchase a paywall bypass link for this article.
Bankers Healthcare Group recently hired three new employees in its Syracuse office.
KRISTEN PETTY was hired as a customer service representative. Prior to BHG, Petty worked at a medical billing agency in Syracuse.
WALID ANWAR was hired as a sales analyst. Most recently, He worked as a dental assistant for Lalor Family Dental.
CALVIN FLOYD was hired as a marketing analyst. Previously, he interned with the United States Tennis Association and the Sacramento Kings, working in both their analytics departments.
KEVIN FOYE has joined Preferred Mutual as an underwriting manager for commercial lines. He joins Preferred Mutual from Travelers Insurance Companies where he most recently held the position of second VP, Small Commercial in the Northeast. Kevin has 30 years of commercial lines underwriting experience, and over the years has excelled at building and developing
Become a Central New York Business Journal subscriber and get immediate access to all of our subscriber-only content and much more.
Click here to purchase a paywall bypass link for this article.
KEVIN FOYE has joined Preferred Mutual as an underwriting manager for commercial lines. He joins Preferred Mutual from Travelers Insurance Companies where he most recently held the position of second VP, Small Commercial in the Northeast. Kevin has 30 years of commercial lines underwriting experience, and over the years has excelled at building and developing high performance underwriting teams and developing strategies to achieve production results. Foye earned both a bachelor’s degree in economics and his MBA from American International College in Massachusetts.
Northwestern Mutual recently hired several financial representatives. ANGELINA LEWCHANIN received her bachelor’s degree from SUNY Oswego. She holds her New York Life, Accident and Health and is working toward her FINRA Series 6 and 63 licenses. GALE AGBOSSOUMONDE attended Christian Brothers Academy and joins Northwestern Mutual as a former professional soccer player. He currently holds
Become a Central New York Business Journal subscriber and get immediate access to all of our subscriber-only content and much more.
Click here to purchase a paywall bypass link for this article.
Northwestern Mutual recently hired several financial representatives. ANGELINA LEWCHANIN received her bachelor’s degree from SUNY Oswego. She holds her New York Life, Accident and Health and is working toward her FINRA Series 6 and 63 licenses. GALE AGBOSSOUMONDE attended Christian Brothers Academy and joins Northwestern Mutual as a former professional soccer player. He currently holds his New York Life, Accident and Health, and is working towards his FINRA series 6. GARY YAGER graduated from St. Bonaventure University with a degree in business administration. Yager joins the firm with years of experience in financial planning. He currently holds his New York Life, Accident and Health, and FINRA Series 6 and 63 licenses.
Stay up-to-date on the companies, people and issues that impact businesses in Syracuse, Central New York and beyond.