Meet the Instructors: The Leadership Institute
The Association of Free Community Paper's (AFCP) The Leadership Institute (TLI) will provide five training seminars at the Community Papers of Florida (CPF) annual conference in Orlando May 1-2. The courses provided are:

~ Prospecting, the Key to Success;
~ Building Strong Relationships With Your More Demanding Customers;
~ Creating Leadership for Managers, Supervisors and Team Leaders;
~ Improving Your Team's Closing Ratio; and
~ Building Unstoppable Self Confidence.

The sales training courses will be repeated to allow your team members to take advantage of each of these important training seminars.

The TLI lineup of instructors includes:

Rob Zarrilli was named Dean of Faculty at The Leadership Institute at the start of this program.

Following his graduation in 1979, Zarrilli started his publishing career with two major text book publishers. After a short entrepreneurial stint when he started his own business, he relocated to Florida in 1992 and joined The Flyer in Tampa as a commercial telemarketing manager. In 1996 he was promoted to vice president of sales in Pinellas County. Later he was named the vice president of training and recruiting and now is the vice president of sales for Central and East Florida for

He previously held a position in Tampa as the national sales director for DirectHIT, a mailing advertising company, before joining Mailbox Publishing early in 2007 as its president.

As a motivator and trainer, Zarrilli is excited about having established the top training program for sales and leadership personnel in the free paper industry.

"The future of the free paper industry will only be as strong as our leadership, and the future is now. We must identify, develop, nurture and guide the leaders of tomorrow so our industry can continue to flourish in the ever-changing business environment," he said.

A graduate of St. John's University, Zarrilli has many sales achievements and honors to his credit.

Zarrilli is an avid sports fan. He and his wife, Gerry Lynn, have three children. Heather is a social worker at Stanford Hospital in Palo Alto, Calif.; Sara is a registered nurse in Craigsville, Va.; and Rob Jr. is a student at Hofstra University in Long Island, N.Y., where he made all conference honors as a place kicker during his sophomore year.

Jim Busch attended the University of Pittsburgh earning a Bachelor of Arts degree in English. After graduating in 1974, he worked at a number of sales and management positions in several industries.

In 1983 Jim began his advertising career as a sales representative with Donnelley Directory, the yellow pages division of the Dun & Bradstreet Corporation. During his 12-year tenure with Donnelley he earned six promotions and worked in a number of sales, sales management and training positions winning numerous local, regional and national sales awards. At Donnelley he was exposed to a wide range of corporate training programs and was selected to be part of the marketing team that developed and executed the first proprietary directory project in company history.

In 1995 Jim joined the Pennysaver as the telephone sales manager. In addition to managing the telephone operation, he has served as a district sales manager on several occasions and as the Gateway Newspaper telephone sales manager. In 2001 Jim was promoted to director of research and training, a position he believes to be both vital to the success of the Pennysaver corporate mission and personally gratifying.

Jim's greatest strengths are his creative problem solving skills and his ability to motivate others by building their skill set and confidence. His dedication to lifelong learning serves him well in his current position and he has made it his personal goal to create a "learning" culture at the Pennysaver.

Jim lives in White Oak, Pa., with his wife, Glenda. Jim and Glenda are the parents of two grown children and have one very spoiled grandson.

Chris Dayton started his advertising career in 1996 as a display sales representative for The Flyer in Tampa, Fla. (He was hired by The Leadership Institute Dean, Rob Zarrilli.) He has since worked his way up the ladder to the position of regional vice president of display sales in Pinellas, Pasco and Hernando Counties.

Other experience in the publishing field includes being the co-publisher of a glossy magazine, The Value Guide, in Pasco and Pinellas Counties in Florida.

Dayton has been active in CPF, the Independent Free Papers of America (IFPA) and the Association of Free Community Papers.

An avid sports fan, Dayton plays soccer every week. He has spent several years coaching in a soccer youth league. He enjoys reading business and motivational titles as well as fiction.

Chris and his wife, Cory, were married in May of 2004 and have one child.

Bill Osborne launched his publishing career at The Baltimore Sun as a training and development manager. He left a training manager position in an insurance company to join the Sun.

He is currently the president of The People Business, Inc., a leadership, sales management and sales coaching, consulting and training company. Most recently he was the director of HR and training for Strategic Publications, LLC, a media company which includes the Pennysaver Group, Inc. (Maryland), Metro Community News (a Buffalo, N.Y., weekly paper) and TakeOne? USA (a multi-state distribution company).

Osborne's past experience spans more than 20 years of training and development, including time as the training director at Ingersoll Publications Company (IPCO) at Princeton, N.J., and as advertising training director in Gannett Company's newspaper division.

He has a master's degree in psychology/counseling and has an executive coaching certificate. A member of the Association of Free Community Papers, Osborne is a past president of the Annapolis Society for Human Resource Management, is currently the secretary of the Maryland Society of Human Resource Management State Council, and is a longtime member of the American Society for Training and Development.

Osborne has participated in the Polar Bear Plunge, organized by the Maryland State Police to raise money for Special Olympics, and is a longtime supporter of Sunshine Kids Charity.

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