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Conseco Insurance Group plans sales rebound: Insurer boosts product line, agent recruitment

Conseco Insurance Group just closed the book on a disappointing 2004 but its leaders already have a jump on several initiatives to prevent a repeat in 2005. The Conseco Inc. subsidiary launched two new life insurance products earlier this year and is aiming for a 25-percent increase in new business in 2005, according to Brad Corbin, the insurance group’s new executive vice president of sales. The insurer also has started burning some phone lines to boost the independent sales force…

VIEWPOINT: Congress and Indiana class actions The class-action problem CAFA’s fix Unintended consequences

Congress recently passed the Class Action Fairness Act of 2005 (CAFA), intending to lower the costs and risks class-action litigation imposes on businesses. CAFA works primarily by moving certain large class actions out of state courts and into federal courts. This seemingly elegant solution assumes that litigating in federal court will be quicker, cheaper and yield a better result than litigating in state court. However CAFA’s complexity, combined with the good job most state courts are already doing, undermines that…

NOTIONS: My son’s latest lesson in censorship

My son, Austin, phoned a few weeks back. He was excited. Well, he was as excited as a 16-yearold can be (read: a little). The cast list had just been posted for the spring musical at his high school. For the second year, Austin had landed a part-not a lead, he said, but for a sophomore, a good part. Rehearsals were to begin immediately. I uttered my fatherly bravos. We said goodbye. And I shared the news with his grandparents,…

INVESTING: Somnambulant stocks a good buy for patient investors

The longer the base, the higher in space. For any technical analysis geeks out there (like me), this phrase brings visions of money raining from the skies. Stocks that have moved sideways for years or have been stuck in trading ranges can, under the right conditions, unlock massive wealth. The trick is to find these gems. Extremely long-term trading ranges exist because investors typically forget about the stock. The owners are frustrated but don’t want to sell, so they figuratively…

Struggling IndyGo pays big for technology expertise: At $94 an hour, IT director raises some eyebrows

Financially struggling IndyGo is paying a handsome sum to its information technology director, hired to help turn around a city bus system that began 2004 with a $4 million budget deficit. Dale Meyers would earn about $188,000 if he worked 40 hours a week, based on a $94-an-hour employment agreement inked last July. Meyers’ pay would dwarf the $120,000 annual salary of Indy-Go CEO Gilbert Holmes. It’s also salty compared to others’ in his field. The median pay for an…

National lobbyist meets with gov: Small-business advocate says health care is still the toughest issue for owners

The National Federation of Independent Business is the nation’s largest small-business advocacy group, representing 600,000 members in all 50 states. Its voice in Washington, D.C., is Dan Danner, an Ohio native and Purdue University graduate, who is the organization’s lead lobbyist. During a recent visit to the NFIB’s Indiana office, Danner sat down with IBJ to address issues critical to the state’s smallbusiness owners. IBJ: As chief lobbyist for the NFIB, how do you get the organization’s message to federal…

The seeds of original thinking grow sales SALES:

OK, true confession time. My first attempt at a sales gig was selling flower seeds. That’s right, seeds. The ones you would order from the back of a comic book. I was 9. The incentive was a “prize.” Of course, you could select your own prize, and the prizes were the kind that would make a 9-year-old do anything because these were “must-have” prizes. My wild-eyed eyes were set on X-ray vision glasses. As I said, “must-have.” I remember Mom’s…

Software-maker expands through public incentives: Exact Target must prepare for market’s consolidation

It made for a great photo-op. With the morning sun shining brilliantly through the windows, Exact Target showed off its brand new headquarters in the Guaranty Building on Monument Circle. It was the second day of spring. Bipartisan smiles were the first item on the agenda. Gov. Mitch Daniels, a Republican, was there to celebrate the fast-growing e-mail software-maker’s $1.14 million package of government incentives. So was Mayor Bart Peterson, a Democrat. Exact Target had earned its tax credits, abatements…

Carmel Central Park project keeping contractors busy: $55M project on Monon won’t open until 2007

There won’t be skyscrapers, horsedrawn carriages or a subway stop, but come 2007, Carmel will have its very own Central Park. Officials broke ground in November on the 161-acre site bordered by College Avenue, 116th Street, Westfield Avenue and 111th Street. When completed, Central Park will be the largest in the Carmel Clay Parks and Recreation 280-acre system. The $55 million project isn’t anywhere near the scope of the New York City original, but construction manager Geupel DeMars Hagerman still…

BULLS & BEARS: Understanding the effect of increasing interest rates

Interest rates are a major variable in the evaluation of any investment, whether it’s stocks, bonds, real estate … you name it. As interest rates change, they alter the value of all financial assets. Simple mathematics shows that, as interest rates rise, the present value of a dollar to be received tomorrow is worth less to an investor today. Thus, when interest rates rise, the prices of all investments move down in value. And conversely, when interest rates fall, investment…

VOICES FROM THE INDUSTRY: New tax law provides significant deductions for industry Contractors, architects, engineers stand to benefit For example Replacement legislation Another example

A new tax break known as the “Production Deduction” was signed into law by President Bush late last year and is effective for years beginning after Dec. 31, 2004. Construction contractors and engineers and architects involved in construction projects can benefit from this important new tax deduction. Upon announcement, the legislation raised many issues, and the IRS recently issued guidance to clarify them. For 2005 and 2006, the deduction is equal to the lesser of 3 percent of the taxpayer’s…

Purdue ousts biz guru: Director fired amid shakeup of high-profile tech incubator

The billboards read “Go Businessmakers,” but the yellow flag is up. Purdue University is reorganizing its primary program to assist high-tech startups and has fired the director. Part of Purdue’s nationally recognized effort to transform raw university research into viable businesses, the Gateways Program had been managed since October 1998 by Sam Florance, a former investment banker and management consultant. Purdue closed Gateways and eliminated Florance’s position on March 14, IBJ has learned. On March 18, Joseph B. Hornett, senior…

TAWN PARENT Commentary: The importance of being different

Well, there’s a conversation-starter you don’t hear every day, I thought. It was inane even for the preschool crowd, which is known for the inanity of their questions. “Um, I think it’s a Kenmore,” I replied. “Oh,” he said. “Ours is an Oreck XL Classic commercial-grade vacuum with a bristled-edge cleaning system, long-lasting drive belts, an easy-load bag dock, metaxalloy motor fan, pile-lifting roller brush and non-marring bumper,” or something to that effect. That’s when I realized Henry was no…

BEHIND THE NEWS: In scandals’ wake, firms endure financial wringer Process mapping Too high a cost

Last year was excruciating for executives at many of Indiana’s public companies, but not for the usual reasons, like a slumping economy or sliding stock market. Instead, it was because they had to devote thousands of employee hours and millions of dollars to comply with a controversial new rule, Section 404 of the 2002 Sarbanes-Oxley corporate-accountability law. The rule requires companies to assess the internal accounting controls they have in place to ensure their financial reporting is accurate and reliable-and…

Indiana State Bar Association embraces construction: Organization starts Construction and Surety Law section to help lawyers who work in building-related fields

A new section of the Indiana State Bar Association is a little out of the ordinary. The Construction and Surety Law section, which went into operation last fall, focuses on a specific industry instead of a specialized area of the legal practice, such as liability or contract law. This approach is pretty uncommon for state bar associations, Indiana State Bar Association officials said. “This section represents the cutting edge for bar membership,” said Section Vice Chairman David J. Theising, a…

No backing down: Irsay leads crusade to strengthen NFL revenue sharing

Irsay became a central figure in the NFL franchises’ small-market vs. large-market battle at the annual owners’ meetings in Hawaii March 21-23. He told reporters he isn’t sure how long his-or any-team can be competitive in a city the size of Indianapolis if large-market teams have their way with the league’s revenue-sharing formula. The Indiana General Assembly is in the midst of a fierce debate over funding for a $600 million retractable-roof stadium for the Colts, but that could be…

Tyler Mason Salon/Spa: Salon pampers its customers Owner has extremely high standards for her staff

“It’s all about the client,” Tammie Baker tells her staff at the Tyler Mason Salon/Spa. That’s probably one reason her business has been listed among the top 200 salons in the country by industry magazine Modern Salon. Assembling the right staff to fit her vision was the biggest challenge Baker faced when she started her business in 1992. But once she hired someone-after a lengthy interview process requiring several visits-she made sure that employee continued his or her education and…

Supreme Court drug case could restrict development: Lilly, other firms want research exemption confirmed

The U.S. Supreme Court will hear arguments April 20 in a case that Eli Lilly and Co. and other pharmaceutical corporations say could restrict the development of new drugs. The dispute stems from a June 2003 decision by the U.S. Court of Appeals for the Federal Circuit in Washington, D.C. The panel affirmed a district court’s finding that Merck KGaA in Germany infringed upon four of New Jersey-based Integra LifeSciences Holdings Corp.’s licensed patents. At issue is whether pharmaceutical companies…

STATEHOUSE DISPATCH: Lawmakers struggle amid chaos, but order will come

If you’re having a tough time following the twists and turns of the political soap opera that is the 2005 Indiana General Assembly, you are not alone. Legislators find themselves so perpetually distracted by all sorts of peripheral issues and actions that Eli Lilly and Co. might want to consider a new market for its adult ADD medication. What do we mean by this legislative attention deficit disorder? Think back to December, when the first order of business seemed to…

INVESTING: Tumbling indexes should not be cause for panic-yet

The market’s been taking a bit of a beating lately. On March 4, the Dow Jones industrial average and the Standard & Poor’s 500 index closed at 3-1/2-year highs. Apparently that was enough to bring out sellers, because the major averages suffered pullbacks of 2 percent to 3 percent the next week. Each time the market falls, I get the feeling there are more than a few people ready and willing to call the start of the next bear market….