Brooklyn's Progress
December 2000

By Jasmeet A. Dillard Dillard: What type of small business do you have? Selitzer: I have spent the last 40 years in business journalism and the last 20 years publishing the Doctor’s Shopper magazine, which offers insight on how to better serve patients and improve their medical practices. Five years ago, I realized that the medical industry is transitioning and personal contact between New York physicians and product/services vendors is the most effective way to reach and sell to the largest medical market in the Nation. Doctor’s Shopper magazine is now an online publication and Galen Productions conducts two trade shows annually with over 1,500 attendants. To succeed in my business I need sponsors, trade show exhibitors and attendees, so I am always looking for ways to generate new relationships. Dillard: When did you become a member of the Brooklyn Chamber of Commerce? Selitzer: I have been a Brooklyn Chamber member since 1997. I am disturbed that I have not been a member for the past 20 years but it honestly did not occur to me. One day, three years ago, I received a letter in the mail from the Chamber offering a discount price on a membership and I was curious so I joined. I thought a chamber of commerce represented only the big businesses of a community. I didn’t think my small business would fit as a chamber member. Dillard: How have you been active as a Brooklyn Chamber member? Selitzer: After attending my first Chamber network event I realized that large and small businesses make-up the Chamber and that the organization represents all types of businesses in Brooklyn. For the past three years I have made a conscious effort to attend most of the networking events and exhibit at Chamber trade shows. Since the events are open to all employees, Felice Frost, Director of Sales for Galen Productions also attends. Between the two of us, we are able to talk to most of the Chamber event attendants. Dillard: How has your Brooklyn Chamber membership affected your business? Selitzer: Through my Chamber membership, Galen Productions has generated over $50,000 worth of business through sponsorships, advertising and selling trade show booths. My staff and I have established business relationships by attending chamber-networking events. For the Spring 2001 Greater New York Physician’s Expo, three Chamber members have already signed up as exhibitors. A year ago at a chamber-networking event, a local graphic artist, Avery Marder, the chief executive officer of Trade Mark Graphic Images, Inc, a Chamber Member since 1982, approached me. Avery asked me if a local company printed my brochures and I told him I use an out-of-state vendor. He also mentioned that there is not a New York state tax on promotional materials and that maybe a local business such as Trade Mark Graphic Images could print Galen Production brochures. Since that conversation a year ago, Avery and I have been doing business. Brooklyn Chamber events have not only helped my firm gain business but realize the importance of working with other local businesses. Dillard: What do you think are the most effective ways a small business can generate business from a Brooklyn Chamber of Commerce membership? Selitzer: I believe a member has to be assertive and tenacious in order to receive successful results with their chamber membership. You have to attend most of the networking events. Each event varies and you meet differen people every time. Just recently at a breakfast meeting I made two new contacts. I appreciate every new contact I make. After each event, I tape all the business cards to a piece of paper and I contact the ones that seem promising and file the rest to use at a later date. No one should expect miracles but if you are assertive and tenacious the results you want can happen within a few months. Repetition is an important factor to consider. You should attend as many events as you can and contact the people you meet. As you continue attending the Chamber-networking events you build stronger relationships over time. It’s also important to get to know the people you meet on a personal level—don’t try to sell your product when introducing yourself. Cultivate the relationship then deliver your marketing message. Tell people about yourself and then in time deliver your marketing message. My colleague, Felice Frost, has made some successful contacts at Chamber events by sharing helpful information with other Chamber Members. People remember you that way and will call on you for your services later. Dillard: Do you feel Galen Productions has received the full value of your membership investment to the Brooklyn Chamber of Commerce? Selitzer: Absolutely. I actually feel guilty that I don’t have time to be more involved with the Chamber but I appreciate the return on my investment with the time I do put in. The Brooklyn Chamber of Commerce is actually very generous with their benefits considering how little you pay for the annual membership dues. My staff and I attend over ten networking events a year at no additional cost. Chamber involvement has been a lot of fun and we enjoy cultivating relationships and making new ones at these events. The events are at different locations around Brooklyn so it’s always an exciting new experience and the Chamber staff makes you feel welcome and that you are an important Chamber member. It’s never too late to join! If you would like information on how you can join the Brooklyn Chamber of Commerce, please visit www.iBrooklyn.com or call (718) 875-1000 for more information and mention this article for a 15% discount for new Members.