impact magazine - september 2010
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Greater Phoenix Commerce MagazineTRANSCRIPT
G r e a t e r P h o e n i x C h a m b e r o f C o m m e r C e
Are you PhoeNEXT?Young Professionals Event
Intern TipsStrengthen Your Bench
Accounts ReceivableIt’s Do-able!
September 2010
Back to Basics
Member News Calendar of Events Arizona in Focus
prsrt stdus postage
paidphoenix, az
permit no. 105412p.
GET SMARTGET SMARTWorking Smarter is an Agent of Change in Today’s EconomyWorking Smarter is an Agent of Change in Today’s Economy
Business Etiquette Refresher Course
Ellen Joyce of Cox Business and Jonathan Summerfield of Blue Avenue Design
Call (602) 506-WORK (9675) to schedule a meeting with a local workforce professional or visit www.maricopaworkforceconnection.com today!
More than 20 years of helping area businesses succeed.
Let Us Meet Your Company’s NeedsWhether your business is changing in size or structure, Maricopa Workforce Connections’ no-charge strategic assistance and support may be just what is needed.
One contact is all you’ll need to access Maricopa County’s entire array of high-value, no-charge workforce system services. One contact to recruit and network within a City or throughout the County. MWC will connect you with its job seekers at its One-Stop Career Centers, Community-Based Organizations, Faith-Based Organizations and online.
Invest in the bottom line without touching your pocketbook. By using MWC’s high-value no-charge resources businesses save valuable recruiting dollars while gaining exposure to job seekers with the
diverse backgrounds, skills, education and experience most desired.
Your business should take advantage of MWC services!n Qualified talent recruitment, screening and skills assessment n No cost meeting space n Business to Business Networking n Specialized trainings for current employees n Transition services n Retention assistance
Equal opportunity employer/program. Auxiliary aids and services are available upon request to individuals with disabilities.
All services are provided at no charge to employers and job seekers.Funding is made available through the Workforce Investment Act (WIA).
Right on TargetEmployer Business Services
Brain PowerWhen the recession hit, belts started to tighten and midnight oil started burning by the gallon. But just working harder may not be the only solution to righting our economic ship. Many Chamber members have found new, smarter ways of doing business that will serve them well when our economy inevitably bounces back. You’ll read about how they’re doing it in this month’s cover story.
Here’s another smart move: attending PhoeNEXT on September 29. Young professionals will find this afternoon program a great tool for engaging with the community and taking steps toward being a future leader. You’ll learn how to build a diverse business network, how to volunteer and how to connect with charitable boards and commissions.
Katie Pushor of Inner Capital (and my predecessor here at the Chamber) is our keynote speaker and will share the value of social responsibility, continuing your education and where to find the resources to develop your skills. See page 15 for more information on this important event; I hope to see you there.
Thousands of smart business people have found membership in the Greater Phoenix Chamber of Commerce to be one of the best moves they could make. If you’re one of them, thank you. If you’re not yet, check out our newly-redesigned website at www.phoenixchamber.com today and click “Join Today” to become a part of our community.
Todd SandersPresident & CEO Greater Phoenix Chamber of Commerce
BoARD of DIREcToRS
EXEcUTIVE coMMITTEE
cHAIRMr. Steve WheelerExec. VP, Customer Service & RegulationAPS
IMMEDIATE PAST cHAIRConnie PerezCEOAdvanced Reimbursement Management
cHAIR-ELEcT Pam ConboyArizona Regional PresidentWells Fargo Bank
LEGAL coUNSELAnne KleindienstFennemore Craig, P.C.
SEcRETARY-TREASURER - fINANcEGil ValadezPrudential
VIcE cHAIR – PccDPatricia Lee Refo AttorneySnell & Wilmer
VIcE cHAIR – SMALL BUSINESSTom CooperCEODesert Fleet-Serv, Inc.
VIcE cHAIR – PUBLIc AffAIRSSusan AnableDirector of Public AffairsCox Communications – Arizona
VIcE cHAIR – coMMUNITY EVENTS Kathryn Murphy Corning Gilbert, Inc.
VIcE cHAIR – HBLcRob MontoyaEnterprise Holdings Inc.
VIcE cHAIR VIcE cHAIR – MEMBERSHIPRick Johnson Principal/OwnerExecutive Forums
VIcE cHAIR – EcoNoMIc DEVELoPMENTJill Kusy HegardtDMB
VIcE cHAIR – HUMAN RESoURcESDavid BrunoVice-Chairman/Managing PartnerDHR International
VIcE cHAIR – AUDIT AND GoVERNANcEScott CelleyVP, External AffairsTriWest Healthcare Alliance
EXEcUTIVE coMMITTEE MEMBERS AT LARGEDavid M. KoeningerGeneral CounselArizona Cardinals
Peter HayesManager of Public AffairsSRP
Nancy StoneV Chair & Pres.ILX Resorts Inc.
Dan VermeerWaste Management
Susan Williams PresidentHR Choice
View the entire list of board members at www.phoenixchamber.com.
The Chamber’s newly-redesigned website debuted last month, and now we want to know what you think! If you haven’t experienced the new site, surf over to www.phoenixchamber.com, created in partnership with Keane Creative. Enjoy the new features, enhanced environment and timely multimedia content we will continue to improve on in the coming months.
Send your feedback to Director of Marketing Communications Jody Ryan at [email protected]. Let us know if there are other things we could add to the site to make your online Chamber experience better.
Get connected
Greater Phoenix Chamber of Commercewww.phoenixchamber.com
September Bulletin
www.phoenixchamber.com | I M PAC T 3
Rick Mccartney | PublisherInMedia Company
Jody Ryan | Editor-In-ChiefGreater Phoenix Chamber
Kenn Tomasch | EditorGreater Phoenix Chamber
Lori K. Baker, Stephanie conner, Stacie Garlieb, David Lucas, Paul J. Moran,
Ashley oakes, Kay Sperduti, Tom TrushContributing Writers
Dan Vermillion, Angela cook, Kenn TomaschPhotography
Benjamin Little | Graphic Designer
Louise ferrari | Operations Manager
Ann Boeding, Kathlene Kuykindoll, cami ShoreBusiness Development
Kerri Metcalf | Customer Service
Todd Sanders | President & CEO [email protected]
Ron McElhaney | V. [email protected]
Michelle Bolton | V. P.Public Affairs/Economic Development
Jennifer Mellor | V.P. Program [email protected]
Jody Ryan | Director, Marketing & [email protected]
Katie campana | Director, Community Relations [email protected]
Norma Macias | Director, Member Services [email protected]
Daniel Ayala | Director, BidSource [email protected]
Debbie Drotar | Director, Business Development [email protected]
201 N. Central Avenue, 27th FloorPhoenix, Az 85004
P 602.495.2195 • F 602.495.8913www.phoenixchamber.com
Published By
Greater Phoenix Chamber of Commerce Impact Magazine is published by InMedia Company, LLC. The publication is distributed to membership and made available to prospective members throughout the Greater Phoenix area. We appreciate your editorial submissions and news for review by our editorial department by e-mailing [email protected]. To subscribe to GPCC Impact Magazine, please send check or money order for $24.00 to InMedia, 6360 E. Thomas Road, Suite 210, Scottsdale, AZ 85251 or call (480) 588-9505.©Copyright 2010, InMedia Company, LLC. All rights reserved. InMedia and the Greater Phoenix Chamber of Commerce reserve the right to refuse certain advertising and are not liable for advertiser’s claims and/or errors. The opinions expressed herein are exclusively those of the writers and do not necessarily reflect the position of the Publisher or the Chamber.
GET UP | GET oUT | coNNEcT
16 Events calendarRemember September
18 Member HappeningsLook Like Fun? It Was!
20 Ribbon cuttingsEverybody Smile!
06 Member NewsNews, Notables & Updates
14 Ask our MembersYou May Learn Something
23 Marcom cornerHigh-Impact Results for Low-Budget Events
23 Exec Q & ATri-West’s Scott Celley
24 Sales IQMaking the Sale After the Call
24 Money MattersInterns Can Provide Bench Strength
26 Arizona in focusValley Business People are Optimistic
27 Business BiosMy Sister’s ClosetCafé Valley BakeryRedflex Traffic Systems
28 Greater: PHXNews & Notes From Around the Valley
30 first Person“It just makes me feel so good to give back...”
Departments
SEPTEMBER | 2010
Contents
Member Resources | www.phoenixchamber.com6360 E. Thomas Rd., Suite 210Scottsdale, AZ 85251p 480.588.9505 • f [email protected]
20 How To: Get Paid in a Down Economy
21 New Members
SAVE THIS DATE
Not Top SecretTake your business to the max with advice on smart ways to work.
8Get SmartToday’s economy demands that business people work smarter, not just harder. Get the intelligence on the new way of doing business in our cover story. p. 8By David Lucas
The Basics of Business EtiquetteBusiness moves so quickly, but now might be a good time to slow down and remember the ABCs of minding your Ps and Qs in this refresher course.p. 12By Stephanie Conner
Event SpotlightYouth will be served at PhoeNEXT, a program for young professionals on September 29 that features resources for getting active and engaged in the community.p. 15By Kenn Tomasch
On the Cover: Ellen Joyce of Cox Business and Jonathan Summerfield of Blue Avenue Design are on a mission. Go behind the scenes of the cover shoot at www.phoenixchamber.com/video. Photo by Dan Vermillion.
www.phoenixchamber.com4 I M PAC T | S e P T e M b e r 2010
wellsfargo.com
When someone comes along who has the courage and vision to turn dreams into reality, the future looks brighter for everyone.
We are proud to be a part of the Greater Phoenix Chamber of Commerce. We’re looking forward to helping your business and our communities reach new heights!
Achieving great things for our community
on the MoveICM Document Solutions has moved to its new Corporate Headquarters at 4320 E. Cotton Center Boulevard, Suite 106 in Phoenix. The new facility serves as corporate, development, sales and marketing headquarters for ICM’s global operations along with regional full-service document processing operations.
++ www.icmdocs.com
Un-Sung No More!Linda Minde, co-owner of Tri-Lite Builders and a former ATHENA Award finalist, has been honored as the 2010 “Un-Sung Hero” of the Phoenix chapter of the National Association of Women Business Owners (NAWBO). Since joining
NAWBO in 2003, Minde has served on its Board of Directors and several committees and has mentored fellow members.
++ www.trilitebuilders.com
Member News
Highlighting achievements, awards, new hires, promotions and notes of interest from our members.
Neighborhood WatchJPMorgan Chase has committed to investing $1 million this year to help two struggling Phoenix neighborhoods suffering with poverty, unemployment and low graduation rates. The grants will support the Quality of Life Plans of the residents of Central City South and Golden Gate/Isaac. “We are confident these programs will help educate, employ and empower people,” stated Mary Martuscelli, president of JPMorgan Chase in Arizona.
++ www.jpmorganchase.com
Diversity WorksHoney Bear’s BBQ and Diversified Support Services were among eight suppliers honored by APS with its inaugural “Key Business Partner Award” at a late July luncheon. The awards acknowledge the important role women and minority-owned businesses play in APS’ success.
++ www.aps.com
The Real MccoyMichael R. McCoy has joined the Phoenix office of Greenberg Traurig, LLP as of counsel in the Corporate and Securities group. McCoy’s practice includes issues related to public and private securities offerings, tender offers, mergers, acquisitions,
joint ventures and other corporate transactions.
++ www.gtlaw.com
TransformerSCF Arizona President & CEO Don Smith has been honored with the Transformational Leader Award for 2010 from the Arizona Chamber of Commerce & Industry for “his vision for positive change in public policy.” Smith helped lead the transformation of the 85-year-old State Compensation Fund into SCF Arizona, the state’s largest Arizona-based insurance company.
++ www.scfaz.com
New DirectionFraser Elliott has joined Cramer-Krasselt/Phoenix as vice president, media director. In his new role, Elliott will provide C-K’s stable of local and national clients with strategic planning and creative engagement programs using general market, multicultural,
online and emerging media. Elliott joins C-K from Kansas City-based Barkley.
++ +www.c-k.com
HR HireDebra Janusee has joined First Credit Union as the company’s Human Resource Manager. Janusee has 20 years of HR experience, including stints with Southwestern Eye Center, First Impression Security Doors and Phoenix Crisis Nursery
++ www.firstcu.net
Seventh HeavenFor the seventh consecutive year, CB Richard Ellis has been ranked the #1 commercial property management firm in the world by National Real Estate Investor magazine. CBRE manages more than 22.6 million square feet of commercial property throughout metropolitan Phoenix, making it he area’s largest property manager.
++ www.cbre.com
Mercury RisingThe WNBA champion Phoenix Mercury visited the White House in July in recognition of their second league title in three years. President Obama praised the players for their on-court success and community service efforts. Mercury President Jay Parry is also on the rise, as the Mercury’s parent organization, the Phoenix Suns, promoted her to Senior Vice President of Brand and Business Development.
++ www.wnba.com/mercury
Linda Minde
Mike McCoy
Fraser Elliott
» President Obama honored the WNBA champion Mercury at the White House on July 19.
www.phoenixchamber.com6 I M PAC T | S e P T e M b e r 2010
www.phoenixchamber.com8 I M PAC T | S e P T e M b e r 2010
he recession has forced companies to cut staff and make other adjustments that require nearly everyone to do more with less. To cope with increased workloads and maintain their sanity, employees
have had to learn to work smarter in addition to working harder.
Employees utilize time management systems, more efficient work processes and advanced technology to work smarter these days. From the standard to-do list to wireless communications, 21st century personnel are adapting these tools and processes to get smart.
“Working smarter is the efficient use of time,” says Jon Summerfield of Blue Avenue Design, a Gilbert Web design firm. “You find that your business is not necessarily about making money, it’s about optimizing your time. There are 100 things you can do a day but what’s the smart thing to do? What’s the efficient thing to do? You’ve got to make the big decision on what is the best return on your time.”
To some, working smarter is all about making time to devote to growing the company or personal productivity. “It’s all about saving time in your daily operations and administrative tasks so that more time can then be used for business development and strategizing,” says Andrea Aker, president of Aker Ink Public Relations. “People who keep
task lists, follow schedules and have defined business and marketing plans are able to utilize their time more effectively and efficiently. They aren’t operating day-to-day without an end result in mind.”
Rewarding EffortsHow people work smarter depends on
their particular circumstances. Staff size, employee abilities, available technology and other resources all go into the mix. Joy C. Cervantes CPA in Scottsdale employs a one-page business plan borrowed from the book, “Mastering the Rockefeller Habits,” that helps the firm identify and measure quarterly goals and results. The firm develops themes along with defined targets and employee rewards to work smarter. “We build in fun with it which lets our employees enjoy rewards once we achieve our goals,” says company President Joy Cervantes.
“We set not only firm goals, we set individual objectives and we focus on areas of sales, profits, cash flow and quality of service so that each of the goals is clearly defined,” Cervantes says. “Everyone is accountable. Every month we meet to see how everyone has progressed.”
Even the busy tax season does not escape quarterly goals and measurement. During the first quarter of this year, Cervantes set a goal of
turning around all tax returns within 21 days. The firm developed a racing theme to chart daily progress and keep track of the time it took to process client returns.
When the firm reached its mark by turning around returns in an average of 18 days, the employees were rewarded with an afternoon event at F1 Race Factory. “We had trophies, t-shirts and we all went go-kart racing. It was a fun thing to reward ourselves,” Cervantes says.
Jonathan Summerfield’s Blue Avenue Design office goes wherever he goes, helping him drive business.
Andrea Aker of Aker Ink has advice for anyone who’s on the outs with their inbox.
www.phoenixchamber.com | I M PAC T 9
Smart Technology When QTS Payroll Services moved its 12
Arizona employees to Las Vegas, the company still had a number of clients to service here. So it hired Ben Kuntz last year to cover the Arizona territory. “Now they just have me here as a sales rep, and no one is doing my admin work,” Kuntz says. “When that becomes part of your task, you have to find ways to be more efficient.
A laptop computer, Droid phone and wireless card are this road warrior’s constant companions that allow him to stay in touch with clients and potential customers. “People are more hesitant today to make changes, but if you keep in touch and show you care—that you’re not just here to make a sale—chances of closing are much greater in the future,” Kuntz says.
He maintains to-do lists, a calendar and follow-up information on his phone and laptop. Kuntz is faithful about logging phone calls and appointments into his electronic calendar so that he gets regular reminders. “If I’m on the road and it pops up, I have the number in to-do and I just press ‘call.’ I have a Google calendar that goes to my phone wirelessly. It makes my life so much more efficient,” he says.
Kuntz explains that anything he inputs into his phone transfers wirelessly to his laptop,
and vice versa. “If I’m on the road and I’m between appointments, I’ll pull into a parking lot and pull out my laptop and put in my wireless card rather than drive back to North Scottsdale to get to my office. Sometimes I won’t even make it to my office for two or three days.”
Summerfield also relies on technology to manage client activity at his one-man shop. “I use programs like online conferencing. We have a group of people, we can share desktops and we can share documents,” he says. “There’s a
program by Microsoft called SharePoint. It can be bought per user so it scales from all the way down to a two- or three-person company up to hundreds of thousands.”
SharePoint is a software platform for collaboration and Web publishing that is used for developing Web sites, content management,
search engines and other business tools. “That’s a big time tool that even small companies can use,” Summerfield says.
Cervantes employs a paperless system to work smarter. “If a client needs something quickly, we send it encrypted,” Cervantes says. “In a minute we can pull up their files because everything is available at our fingertips.”
Another essential business tool is e-mail, but today’s workers have a love/hate relationship with this form of communication. Either they control it or it controls them. “Much time can
be lost sifting through hundreds of e-mails,” Akers warns. “People with jam-packed in-boxes are also more likely to forget to respond to important communications, potentially holding up a project or causing employees to miss a deadline. You can save an hour a day just organizing your in-box.”
Ben Kuntz of QTS Payroll Systems has mobility ability thanks to technology.
“Your business is not necessarily about making money, it’s about optimizing your time. There are 100 things you can do a day,
but what’s the smart thing to do?” - Jonathan Summerfield, Blue Avenue Design
www.phoenixchamber.com1 0 I M PAC T | S e P T e M b e r 2010
Smart workers have their incoming e-mail automatically sorted into folders for each client or project. For lawyers and corporate entities that are required to keep all e-mail, there are inexpensive and searchable programs that save every e-mail that goes in and out of a system.
Beating the MeetingAnother potential time-waster is the staff
meeting. At face-to-face meetings, experts recommend having an agenda, perhaps a time limit, and a set of goals. “Define your roles in a meeting. There should be a reason each person is in that meeting,” Aker advises. “Have somebody there to record notes or minutes and send them out to everyone on the team so they can be reviewed. In your agenda, you’ll define goals and what action items need to be completed to accomplish this goal.”
During their meetings, Cervantes employees share good news and discuss either bottlenecks or opportunities. Following the main agenda, Cervantes has a takeaway that determines what people learned that can be applied on the jobs. “It’s very structured and goes real fast,” Cervantes says. “People get a lot out of it. They take turns leading and participating and taking notes.”
To work smarter, you may simply need to work at it. “I do a lot of personal reading and always look for ways to be continuously improving, because if you’re improving you’re always working smarter,” Cervantes says. “You’re looking for ways to do it better, faster and keeping the quality.”
Ultimately, working smarter is a bottom line benefit, so be prepared to measure results and be accountable. Have a written plan, whether it’s daily, weekly or monthly. Review that plan and determine what you’ve done and what you haven’t. Measure your goals and find ways to keep improving.
Whether it’s the latest electronic gadget or the tried-and-true paper calendar, working smarter is usually a matter of trial and error to achieve the most intelligent solution that benefits your job as well as your personal life.
v
Banking That Means BusinessWith over 32 years in the Valley, we continue to actively lend* to businesses in our community.
“ As a Valley native, I’ve watched the Valley grow from farmland to mass transit and everything in between. Meridian enables me to empower my clients to shape the Valley for the next generation. ”
meridianbank.com
Meridian Bank. We Mean Business.
*Subject to credit approval.
Kevin Wildevice President, Commercial Banking Call me directly at 602.636.5031
Joy Cervantes revs up her staff with outings like this one to a go-kart track.
Get connected
Aker Ink Public Relationswww.akerink.com
Blue Avenue Designwww.blueavenuedesign.com
Joy c. cervantes cPAwww.joycervantescpa.com
QTS Payroll Systemswww.qtspayroll.com
www.phoenixchamber.com | I M PAC T 11
Special Feature
The word etiquette might evoke images of Emily Post and Miss Manners, or cause your charm school nightmares to return. But etiquette, says business etiquette consultant and trainer Marla Harr, isn’t about being prim and proper.
“It’s really the way in which you act,” she says, and in the business world, that often means more than your technical and functional skills.
Harr, who runs the etiquette training company Business Etiquette International, cites research from Harvard University, the Carnegie Foundation and the Stanford Research Center, which shows that 85 percent of professional success is related to people skills.
Another way to think about etiquette is treating people in a way that makes them comfortable, adds Victoria Trafton, owner of the Referral Institute of Central Arizona.
“In business, you’re always selling something — whether it’s your company, your ideas or yourself,” she says. “People buy from people they like and trust. And treating people well is the foundation of trust.”
Some standards of etiquette have fallen by the wayside, but here are a few behavior basics to brush up on.n Practice+your+handshake. “The handshake
is huge,” Harr says. “There is a proper handshake.” A firm handshake, accompanied with eye contact, demonstrates confidence and aids in a positive first impression.
n Learn+how+to+make+an+introduction. “There really are proper ways to introduce people,” Harr says. “Introductions are based on hierarchy.” That is, individuals of a lower ranker or lesser authority are introduced to those of greater authority.
n Ask+about+preferred+communication. In today’s high-tech world, Trafton says, it’s important to ask people how they prefer to
be communicated with. Don’t text someone who doesn’t like to communicate that way, she says. If they prefer a conversation, pick up the phone.
n Turn+the+phone+off. One of the biggest issues today, Trafton says, is that people don’t put their phones away. “People don’t honor the person standing in front of them,” she says, and Harr agrees. “If you’re going into a meeting, you’re there for a reason. Your phone should be off,” Harr says. “Understand that for that hour, it’s OK to put the phone down.”
n Study+other+cultures+before+you+travel. “Etiquette becomes even more important when it comes to international business,” Harr says, adding that before you meet with someone from another country, do your homework on that country’s customs and etiquette. Regardless of whether you’ve mastered all
the rules of etiquette, Trafton says, the key is to treat others the way they want to be treated and to be authentic, sincere and well-intentioned in all of your interactions.
“When someone is offended and they think you don’t care, that’s when problems arise,” she says.
It’s also helpful to realize etiquette isn’t all about how you look, she adds.
“It’s about how the other person felt,” she says. “If they felt good, you did good.”
Business Etiquette 101Technology Might Change How We Work, but the Way We Interact Still MattersBy Stephanie Conner
Marla Harr of Business Etiquette International.Victoria Trafton of the Referral Institute of Central Arizona.
Get connected
Business Etiquette Internationalwww.actwelldowell.com
Referral Institute of central Arizonawww.referralinstitute.com
www.phoenixchamber.com1 2 I M PAC T | S e P T e M b e r 2010
During more than 85 years of providing
workers’ compensation insurance to
businesses statewide, SCF has kept its
pledge of cultivating workplace safety
while keeping employers’ premiums low.
It’s an approach that has created strong
relationships with our policyholders.
In fact, one of our East Valley
policyholders, Caliente Construction
President and CEO Lorraine Bergman,
calls SCF “a true partner to help us
achieve our safety goals.”
Working closely with policyholders
is part of SCF Arizona’s high-quality
customer service. As an Arizona business,
we are partners in your success. Contact
us today for a Quick Quote.
602.631.2600 | Get a Quote 1.888.706.4070 | En español 602.631.2302 | www.scfaz.com
A pledge and a partnership
“It’s not just a phone and a voice; it’s a personal relationship.”
– Lorraine Bergman, President and CEO of Mesa’s Caliente Construction
Ask our MembersImpact Magazine offers advice from our ‘Member Experts’ to improve your business.
See Ask Our Members each month in Impact Magazine. To participate in Ask Our Members, please contact our publisher at 480.588.9505.The Q&A advice above is not intended to be specific to any particular individual or business. This information is content provided by each business participant and is not the advice of the publisher or the GPCC. Each space is a paid advertisement intended to solicit business.
Member Experts
A: Start with a free lighting audit from SRP for qualifying small commercial and industrial facilities that have a yearly total energy usage of 145,000 kWh or less. SRP can help you reduce lighting energy costs by up to 35%, with a typical payback of less than one year. What’s more, SRP offers discounts of up to 75% on the purchase and installation of qualified energy-efficient lighting. Funds are limited and available on a first-come, first-served basis. To see what you qualify for, call (602) 236-3054 or visit savewithsrpbiz.com.
Energy Efficiency
Muggs Hanson, Sr. Business Center Team Membersavewithsrpbiz.com
602.955.7558
Q: What are the best ways to reduce my lighting costs?
A. Absolutely. In fact, the new site offers even more opportunities for exposure for your business than ever before. Contact me to find out more about those opportunities! In the meantime, check our Business Directory to make sure all of your information is correct and let us know if something’s missing. The directory is the best place for potential customers to find out about your company’s products and services.
Your Chamber
Q. I see you have a new website. Can potential customers still find my business there?
Debbie Drotar, Business Development [email protected]
www.phoenixchamber.com602.495.6483
Q: What steps should I be taking as an employer to ensure I’m meeting health care reform requirements?
A: Employers should prepare for the required plan changes that go into effect with their next insurance renewal. If they have limited-benefit medical plans in place today, they will need to watch for developments in this area closely to determine their ongoing viability. Also, prepare to provide benefit information on W-2s in 2011. And begin to look ahead to 2014. Incremental changes occur between now and then, but the real surge will hit when the exchanges are available and the full subsidy and penalty structure becomes a reality. The administrative preparations for the required reporting will be significant.
Insurance
Jeffrey Kirke, Vice President [email protected]
Holmes Murphy & Associates 480.951.4889
Marketing
A. In marketing you should always assume a tight budget. It is not always easy to determine your return for your dollar. Here are some hints to be certain you are getting bang for your buck no matter what the economic outlook: 1. Know your clients’ habits and market there - ask them where their business comes from; 2. Niche marketing will eliminate wasted spending - Focus on a demographic or community; 3. Be consistent. If you are there when your service is needed, the consumer will think of you; 4. Go with a triple threat (print, direct mail, internet) to get your message across effectively in today’s market. Free marketing consultation for Chamber members.
Rick Mccartney, Principalwww.inmediacompany.com
480.588.9505
Q: When budgets are tight, how can my marketing efforts still be effective?
www.phoenixchamber.com1 4 I M PAC T | S e P T e M b e r 2010
Save The Date! Chamber Events and Programs
RSVP TODAY!
PhoeNEXT:+Engaging+the+Talent+of+TodayWednesday,+September+29
Hotel Valley Ho6850 East Main Street, Scottsdale 85251
$40 for Chamber members, $50 for non-membersRSVP at www.phoenixchamber.com/phoenext
Event Spotlight
SAVE THIS DATE
Events calendar Member Happenings Ribbon cuttings How To New Members
PhoeNEXT: Engaging the Talent of TodayGet involved!Wednesday, September 29To help grow the next generation of Valley community leaders, the Greater Phoenix Chamber of Commerce presents “PhoeNEXT: Engaging the Talent of Today” on Wednesday, September 29 at the Hotel Valley Ho in Scottsdale. This afternoon program will be a catalyst to inspire young professionals to engage with the community and prepare themselves for future positions of leadership.
Attendees will learn how to build a diverse business network, incorporate volunteerism into their professional goals, and connect with charitable boards and commissions. Katie Pushor of Inner Capital will present the keynote speech on the value of social responsibility, becoming a member of a board, the importance of continuing your education and the resources available to develop these skills.
Breakout sessions include discussions of building a credible professional image and engaging in public policy issues. The event wraps up with an evening mixer and Community Connect Expo.
Take charge of your future and be a part of PhoeNEXT!
SEPTEMBER 30family-owned Business forumAZ Bridge to Independent Living
OCTOBER 14Downtown Phoenix: The Urban
Heart of ArizonaLucky Strike Lanes
OCTOBER 28ATHENA Awards Luncheon
Arizona Biltmore Resort & Spa
Katie Pushor of Inner Capital will present the keynote address.
Deborah Bateman of National Bank of Arizona will be one of the panelists discussing “Charting Your Leadership Path.”
Brad Vynalek of Quarles & Brady will be a panelist discussing “Building the Brand that is You.”
www.phoenixchamber.com | I M PAC T 15
BUSINESS FOR BREAKFASTBusiness for Breakfast events offer the early-bird networker an excellent opportunity to start their day by making valuable business contacts in an energetic atmosphere. Bring your business cards and get your day off and running!
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September 2010 Calendar of Events
Central Corridor7:15 - 8:30 a.m.Comedor Guadalajara1830 S. Central Ave., Phoenix [email protected] or 602.495.2479
SoUtH MoUntain/laVeen7:15 - 8:30 a.m. Bougainvillea Golf Club5740 W. Baseline Rd., Laveen [email protected] or 602.495.6469
antHeM7:15 – 8:30 a.m. Hampton Inn42415 N. 41st Dr., Anthem [email protected] or 602.495.6483
GilBert7:15 - 8:30 a.m.Benson Systems2065 W. Obispo Ave. Suite 101, Gilbert [email protected] or 602.495.6479
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IDEA EXCHANGESThese events, from roundtables to luncheons to special meetings, bring together like-minded business people for conversation, collaboration and education. Expert speakers and interactive educational presentations add to the benefit of the gatherings...
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the PhoeniciansSpeaker: Frank Kush11:30 a.m. - 1 p.m. Arizona Country Club5668 E. Orange Blossom Lane, Phoenix [email protected] or 602.495.2195
Professional Women’s roundtableSpeaker: Lillian CouryTopic: Designing a Winning Workstyle11:30 a.m. - 1 p.m. Chamber Boardroom201 N. Central Ave., 27th Floor, Phoenix [email protected] or 602.495.2194
Back to Business SeriesSpeaker: Republic MediaTopic: Maximizing Your Online Presence11:30 a.m. - 1 p.m.Chamber Boardroom201 N. Central Ave., 27th Floor, Phoenix [email protected] or 602.495.2194
Hispanic Business leadership Council’s “Bridging the Gap” luncheon 11:30 - 1 p.m.Speaker: Milton Dellossier, Wells Fargo BankTopic: Mortgage Finance & its Impact on BusinessWyndham Hotel50 E. Adams St., Phoenix [email protected] or 602.495.2194
Valley Young Professionals Speaker: Coach Troy HensonTopic: Top Five Hidden Secrets to a Million Dollar Business5:30 – 7 p.m.Aloft Airport Hotel4450 E. Washington St., Phoenix [email protected] or 602.495.2194
SUN MONDAy TUESDAy WEDNESDAy THURSDAy FRIDAy SAT
1 Business for Breakfast 7:15 - 8:30 a.m.
The Phoenicians 11:30 a.m. - 1 p.m.
2 Ambassadors Committee 7:30 - 8:30 a.m.
3 4
5 6
LABOR DAY
Chamber Office Closed
7 Professional Women’s Roundtable 11:30 a.m. - 1 p.m.
8 Economic Outlook 2011 7 – 10 a.m.
South Mountain/Laveen Business For Breakfast 7:15 - 8:30 a.m.
Hispanic Business Leadership Council 3:30 - 5 p.m.
9 Anthem Business For Breakfast 7:15 - 8:30 a.m.
10 11
12 13 14 Economic Development Committee 11 a.m. - 12 p.m.
15 Whale Hunters 11:30 a.m. - 1 p.m.
16 Small Business Leadership Council 7:30-9 a.m.
Back to Business Series 11:30 a.m. - 1 p.m.
17 18
19 20 21 Business for Breakfast 7:15 - 8:30 a.m.
“Bridging the Gap” Luncheon 11:30 - 1 p.m.
22 Deer Valley Mixer 5 - 7 p.m.
23 South Mountain Mixer 5:30 -7 p.m.
24 Public Affairs Committee 12 - 1:30 p.m.
25
26 27 28 Valley Young Professionals 5:30 – 7 p.m.
29 PhoeNEXT: Engaging the Talent of Today 2:30 - 7 p.m.
30 Family-Owned Business Forum 7:30 - 10 a.m.
GET ORIENTEDOkay, you’ve joined the Chamber. Now what? Find out how to make the most of your membership at regular orientation events. Members who have joined the Chamber in the last six months are welcome to attend.
Whale Hunters 11:30 a.m. - 1 p.m.Chamber Boardroom201 N. Central Ave., 27th Floor, Phoenix [email protected] or 602.495.2194
www.phoenixchamber.com1 6 I M PAC T | S e P T e M b e r 2010
September 2010 Calendar of Events
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SPECIAL EVENTSThe Chamber offers numerous special events throughout the year. From luncheons to business expos to legislative events, these get-togethers serve to enlighten, educate or entertain while connecting the membership.
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economic outlook 2011 Breakfast7 – 10 a.m.Arizona Biltmore Resort & SpaFrank Lloyd Wright Ballroom2400 E. Missouri Ave., Phoenix 85016$65 Chamber members | $75 [email protected] or 602.495.2182
PhoeneXt: engaging the talent of today2:30 - 7 p.m.Hotel Valley Ho6850 East Main Street, Scottsdale 85251$40 Chamber members | $50 for [email protected] or 602.495.2182
Family-owned Business Forum7:30 - 10 a.m.Speaker: John Whiteman, Empire SouthwestAZ Bridge to Independent Living5025 E. Washington St., Ste. 200 Phoenix [email protected] or 602.495.2194
Chamber Highlight
SoUtH Central PHoeniXRaven Golf Club3636 E. Baseline Rd., Phoenix 85042Wednesdays, 7:15 a.m.
SoUtHeaSt ValleYMimi’s Cafe (@ Fiesta Mall)1250 S. Alma School Rd., Mesa 85210Fridays, 7:15 a.m.
nortH ValleYMoon Valley Grill15414 N. 7th St., Phoenix 85022Fridays, 7 a.m.
nortHWeSt ValleYDeer Valley Airport Restaurant702 W. Deer Valley Rd., Phoenix 85027Thursdays, 7:30 a.m.
Central ValleYScott’s Generations5555 N. 7th St., Phoenix 85014Wednesdays (except 1st Wednesday),7:15 a.m.
nortHeaSt ValleYStonecreek Golf Club4435 E. Paradise Parkway S, Phoenix 85032Tuesdays, 7:15 a.m.
BiltMore areaFrank & Albert’s (B2B Only)Arizona Biltmore Resoft & Spa2400 E. Missouri Ave., Phoenix 85016Thursdays, 11:15 a.m.
COMMITTEESChamber Members have the opportunity to take on leadership roles with important committees that contribute time and energy to enhance the Chamber’s programming. Committees meet regularly for the benefit of members, who come together to discuss important issues and remain connected to each other and to the Chamber..
ambassadors Committee7:30 - 8:30 a.m. (meets every 1st Thurs.)Chamber Boardroom201 N. Central Ave., 27th Floor, Phoenix [email protected] or 602.495.2194
Hispanic Business leadership Council3:30 - 5 p.m. (Meets Every 2nd Wednesday)Embassy Suites Biltmore2630 E. Camelback Rd., Phoenix [email protected] or 602.495.2194
economic development Committee11 a.m. - 12 p.m.Chamber Boardroom201 N. Central Ave. 27th Floor, Phoenix [email protected] or 602.495.6497
Small Business leadership Council7:30 - 9 a.m. (Meets every 3rd Thursday)Chamber Boardroom201 N. Central Ave., 27th Floor, Phoenix [email protected] or 602.495.2194
Public affairs Committee12 - 1:30 p.m.Chamber Boardroom201 N. Central Ave., 27th Floor, Phoenix [email protected] or 602.495.6497
one Thing Leads to AnotherMembers of the Chamber’s various Leads Groups do more than just exchange referrals – they recently teamed up to help make another member’s big moment a big success.
Beth Katz, creative director and principal of Katz Design Group, began working with Natasha and Chelsea Nelson on a redesign of the Nelsons’ Yogurtini store in Tempe and concepts for their new store in Phoenix.
Katz knew she’d need some diverse expertise for some facets of the project, so she turned to two members of her Biltmore Leads Group, Vikki Green of Sandlot Studios Branding & Design and Peter Fradin of Artisan Color. Green helped design signage and graphics, and Fradin turned the designs into reality. The result was a great look for the Phoenix store’s recent grand opening and ribbon cutting.
“I gave Vikki the idea of what I wanted, she did the flavor display and Peter made it happen,” Katz said. “It’s fantastic. You do business with people who you like. I see a lot of talent within our group.”
“The end product is gorgeous,” Green said. “We are proud of it and had fun doing it.”
“The three of us were able to complement each other’s strengths to conduct thousands of dollars in business,” Fradin said. “This could only have happened through the Chamber.”
To get involved in a Leads Group, contact Debbie Drotar.
AFTER 5 MIXERSAfter 5 Mixers provide the perfect ending to the business day and let you make new contacts or renew familiar ones in a relaxed, informal atmosphere.
SoUtH MoUntain/laVeen5:30 - 7 p.m.Gallagher’s3220 E. Baseline Rd., Phoenix [email protected] or 602.495.6469
deer ValleY5 - 7 p.m.Bill Johnson’s Big Apple16810 N. 19th Ave., Phoenix [email protected] or 602.495.6479
Chamber members came together to make Yogurtini’s grand opening a success.
LEADS GROUPSLeads Groups are free referral/lead generation groups designed to enhance member businesses. Membership is limited; only one person per industry in each group. Please view the rosters online at www.phoenixchamber.com to check availability or contact Debbie Drotar at [email protected] or 602.495.6483.
Get connected
Greater Phoenix Chamber of Commerce Leads GroupsDebbie [email protected] or 602.495.6483
www.phoenixchamber.com | I M PAC T 17
Member Happenings
Hispanic Business Leadership council’s “Bridging the Gap” Luncheon
01 | Tina Perez of Sitewire presented “Social Media Mania,” a look at how to get the most out of your social media initiatives, at the July 28 HBLC luncheon at the Hyatt Regency.
Professional Women’s Roundtable
02 | Chamber members who attended the August 3 Professional Women’s Roundtable not only heard from Peggy Neely of the Phoenix City Council on “Community Involvement and Your Bottom Line,” they also had time to meet Councilwoman Neely and network with each other.
Downtown Phoenix: The Urban Heart of Arizona
03 | The Arizona Science Center’s many interactive exhibits made for a fun and interesting backdrop to the July 15 Downtown Phoenix: The Urban Heart of Arizona event.
04 | Business people gather regularly at Phoenix attractions both well-known and little-known to explore everything the downtown has to offer.
Hubert H. Humphrey fellows Visit
05 | A group of foreign journalists, representing Turkey, Croatia, Macedonia, China, Mongolia, Sri Lanka, Bangladesh and Pakistan, visited the Chamber August 4 as part of the prestigious Hubert H. Humphrey Fellows program. Arizona State University’s Walter Cronkite School of Journalism and Mass Communications is one of just 18 schools who will host the Humphrey Fellows over the next year.
ATHENA Award Nominees Reception
06 | Hugs and happiness were the order of the day as the eleven finalists for the Chamber’s 23rd annual ATHENA Awards were announced at the InterContinental Montelucia Resort & Spa on August 11. Register for the October 28 event at www.phoenixchamber.com/athena.
07 | Pam Gaber of Gabriel’s Angels (left) and Susan Cordts of Adaptive Technologies, Inc. (right) are two of the eleven finalists for the ATHENA Awards, and are congratulated here by Stefanie Francis of The Phoenix Women’s Sports Association.
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Chamber members have the opportunity to attend numerous interesting and exciting events. From luncheons and mixers to expos and professional development sessions, they’re all part of the Chamber experience. Here’s a look at what your fellow members have been up to recently.
www.phoenixchamber.com1 8 I M PAC T | S e P T e M b e r 2010
Los Angeles Orange County San Francisco Scottsdale
In Arizona, please contact:
Paul M. Weiser, Esq.Managing Partner
480.383.1800 | www.buchalter.com
Buchalter Nemer
Providing legal services to businesses of all sizes for six decades, locally, regionally and nationally
capture your bestit’s simple at vermillion photo vermillion photo
www.vermillionphoto.com
602 .253 .6005
IMPACT-HALF-HORZ-03-10.indd 1 3/18/10 5:18:32 PMwww.phoenixchamber.com | I M PAC T 19
How To:
Ribbon Cuttings
Contact us if you are celebrating a grand opening, anniversary or relocation at 602.495.2194.
Get Paid in a Down economyBy Lori K. Baker
Lately, it seems many entrepreneurs are hearing more excuses than second-grade schoolteachers. “I didn’t get a copy of the invoice.” “I don’t show that I received the items.” “Who signed for that? I don’t recall getting that product from you.”
The tough truth is you might be last on your customers’
payment priority list, due to job loss, housing loss or the general tightening of the economy, even if your company provides outstanding service. But there’s an easier way to tackle the job so many entrepreneurs hate: collecting receivables, says John Principale, chief technology officer of Express Digital Solutions, a Scottsdale-based document management company. He offers these tips:
n Don’t wait. Principale suggests reviewing your company’s accounts receivables weekly; his company handles it every Monday morning.
n Create a schedule for following up. “If an invoice is due in 30 days, on the 31st day call and ask where your money is,” he says.
n Be armed with the facts. “Have all the data immediately available when you call to collect - copies of invoices, proof of delivery and contracts,” Principale says. “Here’s where a paperless system comes in handy. Lost and misplaced documents are the biggest problem. If a paper if misfiled it will never be found. A paperless system eliminates all that.”
n Be flexible, but firm. It’s OK to accept partial payments or offer extended terms, but be firm in holding your customer to the agreement, Principale advises. “The most common way to be firm is to cut off credit. Stop supplying products and services until you get paid.”
n Know when to give up. There are going to be some overdue accounts that will never pay up, regardless of the steps taken. Be on the lookout for red flags, such as customers who don’t return your calls or have stopped buying from you, Principale says. And don’t wait longer than six months before you make the decision to turn an overdue account over to a collection agency, he adds.
Get connected
Express Digital Solutionswww.partwithpaper.com
Nancy Sanders and Kristin Garrison Slice (center) set tails a-wagging with the celebration of the opening of THREE DoG MARKETING in Phoenix.
+ www.threedogmarketing.com
Play time! City of Phoenix officials were on hand for the grand opening of the new Play Center at GoMPERS HABILITATIoN cENTER at 6601 N. 27th Avenue.
+ www.gomperscenter.org
Everybody felt good at the ribbon cutting for LAVEEN PRIMARY cARE, which provides quality healthcare for the Laveen and South Mountain area at 7620 W. Lower Buckeye Road, Suites 102-103 in Phoenix.
+ www.laveenprimarycare.com
New bank President Steve Johnson (red tie) was on hand for the ribbon cutting of the new M&I BANK branch at 2355 Anthem Way in Anthem.
+ www.mibank.com
The ribbon cutting for the new NESTLE WATERS MERcADo DEL AGUA at 5419 South Central Avenue in Phoenix was quite refreshing.
+ www.nestle-watersna.com
Everybody said ‘Cheese!’ to mark the ribbon cutting at RITZ cAMERA & IMAGE at 7131 W. Ray Road, Suite 42 in Chandler.
+ www.ritzpix.com
John Principale (right) and Express Digital CEO John Longobardo.
www.phoenixchamber.com2 0 I M PAC T | S e P T e M b e r 2010
Welcome New Members
We welcome these businesses who have seen the benefit of becoming a part of our Chamber.
Advertising and Marketing
Local Business Plus, LLC21001 N. Tatum Blvd., Ste. 1630-465Phoenix, AZ 85050(480) 766-6071www.localbusinessplus.com
Advertising and Marketing - On-Line
LivingSocial7352 W. Morrow Dr.Glendale, AZ 85308(480) 809-7432wwwlivingsocial.com
Video Contact3039 W. Peoria Ave., Ste. C102-133Phoenix, AZ 85029(602) 799-3369www.strategic-marketing.org
Assisted-Living Centers
The Woodmark at Sun City17207 N. Boswell Blvd.Sun City, AZ 85373(623) 583-7600www.woodmarksc.com
St. Charles Place LLC6818 S. 16th Pl.Phoenix, AZ 85042(602) 276-0084
Auto Repair/Maintenance
Purcell Tire & Auto Service3110 E. Indian School Rd.Phoenix, AZ 85016(602) 956-1050www.purcelltire.com
Purcell Tire & Auto Service10607 N. 32nd St.Phoenix, AZ 85028(602) 996-1600www.purcelltire.com
Purcell Tire & Auto Service17036 N. Cave Creek Rd.Phoenix, AZ 85032(602) 971-6820www.purcelltire.com
Purcell Tire & Auto Service3810 Ray Rd.Phoenix, AZ 85044(480) 706-8600www.purcelltire.com
Hutzel & Associates, Inc.2727 W. Baseline Rd., Ste. 10Tempe, AZ 85283(602) 323-0222www.hutzel.net
Environmental Services
American Shredding405 N. 75th Ave., Ste. 106Phoenix, AZ 85043(480) 414-2885www.americanshredding.com
Fitness and Recreational Sports Centers
L.A.Fitness - Laveen5270 W. Baseline Rd., Ste. #135Laveen, AZ 85339(602) 904-7425www.lafitness.com
Home Health Care Services
BrightStar Care of Phoenix1702 E. Highland., Ste. 404Phoenix, AZ 85016(602) 380-5363www.brightstarcare.com
Hotels, Motels and Resorts
Fairfield Inn & Suites Phoenix2520 N. Central Ave.Phoenix, AZ 85004(602) 716-9900www.marriott.com Industrial Machinery and Equipment
R.S. Hughes236 E. Pima St., Ste. 108Phoenix, AZ 85004(602) 275-5565www.rshughes.com
Insurance Agencies and Brokerages
AFLAC8765 W. Kelton Ln., Ste. B1-210Peoria, AZ 85382(623) 875-4606www.aflac.com
Purcell Tire & Auto Service2310 W. McDowell Rd.Phoenix, AZ 85009(602) 252-3500www.purcelltire.com
Business Associations
S.B.C.A.1100 17th St., N.W.Washington, DC 20036202-349-3620www.sbca.org
Business Support Services
MBA Transcription5550 N. 12th St., Ste. 14Phoenix, AZ 85014(602) 212-1445www.mbatranscription.com
Computer and Software Sales And Service - Commercial/Residential
Shadow Mountain Computing, LLCPO Box 55723Phoenix, AZ 85078(602) 475-9695www.smceasy.com
Consulting Services - Financial Business Modeling
VisionEcon18866 N. 73rd Dr.Glendale, AZ 85308(623) 340-4048www.visionecon.net
Document Preparation Services - Destruction/Storage
American Shredding405 N. 75th Ave., Ste. 106Phoenix, AZ 85043(480) 414-2885www.americanshredding.com
Environmental Consulting ServicesETC Compliance Solutions5677 E. Speedway Blvd.Tucson, AZ 85712(602) 923-9673www.e-t-c.com
There are certain key moments that all closely held businesses face. How these moments are negotiated makes the difference between survival and closure. Navigating these critical points successfully requires guidance. How prepared is your business? Answer the following questions:
How Prepared Is Your Business for Its Crucial Defining Points?
Has your business been appraised by a specialist?
Do you have periodic meetings with your specialized business advisors?
Do you have a plan in the event something unexpected happens to you or any co-owners?
Have you identified a successor for your business?
Have you decided when you want to transfer your business?
Have you determined what income you will need after you transfer the business?
Yes No
Life Insurance is issued by The Prudential Insurance Company of America. Neither Prudential, its affiliates, nor licensed financial professionals render legal, accounting or tax services or advice. Such services should be provided by the business owner’s own advisors. Accordingly, any information in this document cannot be used by any taxpayer for purposes of avoiding penalties under the Internal Revenue Code.
Securities and Insurance Products: Not Insured by FDIC or Any Federal
Government Agency. May Lose Value. Not a Deposit of or
Guaranteed by Any Bank or Bank Affiliate.Prudential, Prudential Financial, the Rock logo, and the Rock Prudential logo are registered service marks of The Prudential Insurance Company of America and its affiliates. © 2010 The Prudential Insurance Company of America751 Broad Street, Newark, NJ 07102-3777. 0174039-00001-00 Ed. 03/10
Growing and Protecting Your Wealth®
Contact: Margaret Ann Kurtz, CLU, CLTC, LUTCF
(602) 667-4712 [email protected],
for a consultation to discuss your business planning needs.
www.phoenixchamber.com | I M PAC T 21
Welcome New Members
Internet Advertising
Local Business Plus, LLC21001 N. Tatum Blvd., Ste. 1630-465Phoenix, AZ 85050(480) 766-6071www.localbusinessplus.com
Landscaping Services and Supplies - Tree Services/ Weed Control
Bag’s Landscaping, LLC13835 N. Tatum Blvd., Ste. 9-142Phoenix, AZ 85032(480) 235-3312
Legal Services
Wong Fujii Carter, PC3003 N. Central Ave., Ste. 1000Phoenix, AZ 85012(602) 287-3360wongfujiicarter.com
Medical / Health - Pain Management
First Medical Advisory Group5333 N. 7th St.Phoenix, AZ 85085(623) 218-1900
Mortgage and Non-Mortgage Loan Brokers
Nova Home Loans2525 E. Camelback Rd., Ste. 600Phoenix, AZ 85016(602) 385-4812www.novahomeloans.com
Moving and Relocation Supplies and Service
Arizona Discount Movers930 S. 67th Ave.Phoenix, AZ 85043(602) 241-1555azdmovers.com
Museums
Arizona Pop Culture Museum5415 E. High St., Ste. 119Phoenix, AZ 85054(602) 404-0810www.azpopculturemuseum.com
Real Estate Agents and Brokers - Commercial
Sandor Development Co.5725 N. Scottsdale Rd.Scottsdale, AZ 85250(480) 949-9011www.sandordev.com
Recyclable Materials
American Shredding405 N. 75th Ave., Ste. 106Phoenix, AZ 85043(480) 414-2885www.americanshredding.com
Restaurants - Catering
La Cucina Italiana LLC9032 S. Central Ave.Phoenix, AZ 85042(602) 243-8442
Yogurtini475 E Bell Rd., Ste. 170Phoenix, AZ 85022(480) 321-9525www.yogurtini.com
Transportation and Logistics - Shipping To And From Foreign Ports
BC Logistics, LLC918 S. Park Ln., Ste. 103Tempe, AZ 85281(480) 966-5000www.bclogisticsllc.com
Web Design and Marketing - IT Outsourcing
Local Business Plus, LLC21001 N. Tatum Blvd., Ste. 1630-465Phoenix, AZ 85050(480) 766-6071www.localbusinessplus.comDedicated To
The Communities We Serve.
For the location nearest you, go to:communitytireaz.com or call 602-569-4930
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www.phoenixchamber.com2 2 I M PAC T | S e P T e M b e r 2010
Executive Q & A
What was your first real job?I grew up on a farm about 30 miles south of Portland, Oregon. My parents were schoolteachers and my dad wanted us to have the farm experience, because he had grown up on a farm. My first job was at about 13 or 14, hoeing rows of onions and harvesting lettuce and spinach on a vegetable farm a mile or so from where we lived. I’d bike down there early in the morning and we’d get done unloading the truck at the vegetable market in Portland about 11 at night.
Your company administers medical benefits to members of the military and their families, and you worked in Washington, Dc for many years as an advisor on armed services issues. What business lessons does the military teach?This has been true of many if not most of the successful military commanders I’ve come across and it’s also true in the business context: those individuals that that respect, appreciate and value the effort and service of those that work for them tend to be successful.
What’s the best part of your job?Giving back by helping support the men and women in uniform who are out in dangerous places defending our country.
What do you do outside of work?I like to run. I still try to get out most days and part of that is it does energize me and bring stress relief. We are in the health care business, so we try to get our people to be involved in activities. That, and spend time with my wife and two teenage daughters. They get to be involved in some of the things we do and learn about the military history of our country, which is nice.
What’s the best business advice you’ve ever received?Appreciating and honoring the people that work for you and with you is the way to be successful yourself. If you don’t have the benefit of good people – sometimes even good competitors – you can’t succeed.
Did the farm experience pay off for you?If you ask my wife, yes. I definitely learned how to work and work hard. My wife thinks I work too much. One of the things it helped me understand was I needed to keep learning and developing skills so I wouldn’t be in the mud and the rain carrying heavy crates of lettuce and spinach for very long. It was a great experience, but it was good to be able to move on to other things.
Our bimonthly series of Q & A sessions that will help you get to know prominent Valley business people continues with Scott Celley, vice president of external affairs for TriWest Healthcare Alliance in Phoenix.
MarCom Corner
Topic: High-Impact Results for Low-Budget Events
Many companies that host an event don’t realize there are numerous free resources to help promote it. Ashley Oakes of Zion & Zion in Tempe has some tips on how to turn your low-budget event into a press-worthy function.
n Create+a+list of local event calendars from different media outlets (print, TV, radio, online) on which to post your event’s information. These posts are seen not only by people looking for events to attend but also editors seeking good stories to run.
n When creating the name and description of your event, think of what will+grab+peoples’+attention. Is there going to be someone important there? Something free for the public? If your event doesn’t have this component, think of different organizations you could team up with that could also benefit from the publicity.
n Viral+is the way to go these days and with so many bloggers on the web, there is a good chance a few locals will share your event information. Also, interacting through social media can get you in touch with many people you would not normally have access to, including the media.
The old saying “you have to stand out to stand a chance” may be even more meaningful in this day and age of media clutter. The good news is there are a variety of options for publicizing your event at little or no cost, potentially giving you big return for a small investment.
Get connected
Zion & Zionwww.zionandzion.com
A youth spent on a farm planted the seeds for a successful career for TriWest’s Scott Celley.
Your Answers to Marketing& Communication
Get connected
TriWest Healthcare Alliancewww.triwest.com
www.phoenixchamber.com | I M PAC T 23
Money Matters
Especially in today’s economy, where money is still tight and many staffs are stretched to the limit, recruiting interns for your organization can be a win-win that leads to building a strong “bench” or a future employee base.
There are some keys to making the situation a positive one for your company and the intern:n Determine what projects and objectives
the intern will work on before you start recruiting. Students want to know what the expectations are in advance.
n Create meaningful experiences by having the intern focus on areas relevant to their major, or generation specific activities such as social media networking.
n Find informal mentors in your organization who would like to work with an intern. Employees who are interested in mentoring will create a positive experience for your intern.
n Establish what the top five skills are that the intern has to have to be successful.
n Be critical when screening resumes. This can be a big timesaver. Phone interview the candidates who have previous experience in at least three of the five skills.
n Give feedback consistently during the internship. This will help you see how the intern handles professional discussions and changes behavior accordingly.
SAlES IQ
Part-Time PlayersInterns Can Provide Bench StrengthBy Stacie Garlieb, Successful Impressions, LLC
Near the end of the internship, talk with your team and evaluate the intern’s performance. If they have met objectives and shown exceptional results, you may have found someone to join your team for another semester or even full-time.
Get connected
Successful Impressions, LLcwww.successfulimpressions.net
Get connected
Geiger, Inc.(602) 327-0181
THinGS To reMeMBern Most colleges and universities can
connect employers with students. Visit sites like students.asu.edu/career (ASU) or www.career.arizona.edu (U. of Arizona) to post opportunities.
n The US Department of Labor (www.dol.gov) has criteria that must be met for an intern to be unpaid under the Fair Labor Standards act.
n Interns who receive college credit in lieu of pay are covered by the School-to-Work Opportunities Act of 1994 and cannot do the work of a regular employee.
Even+the+best+sales+person+can+only+make+so+many+calls+in+a+business+day.+Paul+J.+Moran+of+Phoenix-based+promotional+products+company+Geiger,+Inc.
How often do you leave a sales call and think, “If only I had said…”? What if you could leave a billboard hung on the prospect’s wall, with your information displayed for all to see?
If you have a billboard in a prospect’s office, they’ll be thinking about you every time they see it. They’re more likely to call if it’s easy to remember you. If the billboard is something of value, it’s likely to be seen and considered in the future, by them or by someone else.
Your billboard is anything of value displaying your information artfully and professionally. Think of a calendar hanging on the lunchroom bulletin board, a journal for notes, a shirt for casual Fridays, a pen, a letter opener or computer tool. There are billboards hanging in every business. Most are lost opportunities never to be “seen” again. Those that stand apart, with a real or perceived value to the user, get noticed, remembered and relied upon for both their utility AND the important sales message you want conveyed.
A “promotional product” is more than a pen or mug, a golf shirt or wine bottle; more than a shopping bag, tote, candy basket or USB. It’s a billboard! It’s a reminder of a sales call, when a golf shirt, service award, gift basket, holiday card and yes, even that old reliable calendar were given as a thank you, a welcome, a congratulations or a gesture of support. The sales message stays behind to retell, resell and restate the value presented hours, days, weeks or months ago. Try using billboards in your prospects’ offices and see how your relationships - and your sales - increase.
Topic: Making the Sale After the Call
Interns (like the Chamber’s Samantha Waterman and Sean Gholz) can be valuable additions to your staff with a little planning.
www.phoenixchamber.com2 4 I M PAC T | S e P T e M b e r 2010
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Arizona in Focus
Spotlighting the Chamber’s Legislative Advocacy and Economic Development Efforts
It’s another sign of our state’s economic recovery: three out of four business people responding to a recent Chamber survey expect their business fortunes to improve in 2011.
Seventy-five percent of respondents said they expect their business will improve in the year ahead – up from 63 percent from a similar survey last December. Twenty-one percent said they expected their business to stay the same in 2011, and only four percent said they expected a decline.
Respondents see better days ahead for the state and national economies as well. Forty-six percent said they expect the state’s economy to improve (up from 40 percent in December), while more than half (51 percent) expect the US economy to improve in the year ahead.
Other results from the survey, conducted in late July:n Cash flow continues to be the number one
concern of business people (37 percent), far outpacing the rising cost of goods and services (11 percent).
n Many businesses are still being cautious, with 51 percent saying they intended to maintain their current spending level, and 33 percent planning a spending increase. Those who planned to decrease spending listed infrastructure upgrades (13 percent)
travel and marketing (6 percent each) as the line items they intended to reduce.
n While 36 percent of respondents said they had no plans to hire new employees in 2011, that figure is down significantly from the December survey, when more than half (53 percent) said new hires would have to wait.
n The state’s budget crisis “significantly” impacts the day-to-day business of just 15 percent of those responding, with 44 percent saying it impacted them “somewhat.”
Nearly half (46 percent) listed “too few customers” as the number one challenge to growing their businesses. The Chamber offers a number of opportunities for marketing, networking and professional development that can help you find new customers. Visit our newly-redesigned website at www.phoenixchamber.com and click on the “Member Benefits” tab to find out more.
Valley Business People Are optimisticSurvey Shows Some Expectations of Economic Improvement
Proposition PositionsThe Board of Directors of the Greater Phoenix Chamber of Commerce has taken a position on four propositions that will be included on the ballot for the November 2 General Election:
Proposition 107: Affirmative Action Prohibition
This proposition would take away local decision-making authority as to whether or not to have affirmative action programs. It prevents states, universities, cities, towns and school districts from determining what is best for their communities. Oppose
Proposition 110: State Trust Lands
This proposition provides transparency and accountability in the exchange of state trust land for federal lands, providing for an open and public process. It will help protect military installations such as Luke Air Force Base, which has a $2 billion annual economic impact. Support
Proposition 113: Right to Vote by a Secret Ballot
This proposition guarantees the right for employees to vote by secret ballot for their representation where local, state or federal law permits or requires such elections. Support
Proposition 112: Initiative Deadline
If enacted, this measure would change the current petition drive deadline to be two months earlier than the current deadline. This would ensure adequate time to verify legal signatures for placing a measure on the ballot. Support
For more information on the Chamber’s position on any issue, contact the Public Affairs department.
Get connected
Greater Phoenix chamber of commerce Public Affairs(602) 495-6497www.phoenixchamber.com/publicaffairs
www.phoenixchamber.com2 6 I M PAC T | S e P T e M b e r 2010
Cash is the new black. Consumers scouting for bargain basement prices (or extra cash) are
cutting into sales at traditional outlets while creating booming business for Phoenix-based Eco-Chic Consignments, Inc. The company owns and operates three consignment stores: My Sister’s Closet, My Sister’s Attic and Well Suited. The shops make it possible to dress up in a down economy and pocket the change, with discounts up to 90 percent off retail value.
“We’ve had double-digit growth nearly every year since we opened in 1991,” says Eco-Chic Consignments CEO and co-founder Ann Siner. “The last two years have been even stronger; we’re up 20 percent in comparable-store sales this year.”
Resale and thrift shops are thriving in today’s economic downturn, according to the National Association of Resale and Thrift Shops (NARTS), which reports a 5 percent growth in the number of stores for three consecutive years. But like other businesses, many resale shops don’t survive that critical first year because of owners who don’t do their homework, according to NARTS.
Here are three of Siner’s secrets for long-term success:n A positive connotation. Three words - dark, dirty and dingy - often
spring to mind when customers hears the term, “second-hand store.” “We took the three Ds and turned them into the three Cs - cute, current and clean,” Siner says.
People all over the country enjoy a taste of Arizona at breakfast and dessert while thinking it comes straight from their local grocer. For 20 years, Café Valley Bakery has provided baked goods such as muffins, pastries and cakes to grocers, quick serve restaurants, and membership club retailers.
Their manufacturing is based in the Southwest Valley where they are currently building a new factory slated to open in January 2011. The growing company, which considers itself to be an expert in both muffins and cakes, is also expanding on the east coast.
“When it comes to bakeries, we’re the biggest of the small and the smallest of the big,” said Ron Ogan, president and chief executive officer. “Because we have six different product lines, our customers can order smaller quantities of many items and still come up with a full truck load thereby taking advantage of economy of scale on freight.”
Customers also have the peace of mind of precise quality standards and traceability. In fact, they can test Café Valley with a mock recall and within two hours find out on what day items were produced for them, how many cases, and the names of suppliers for every ingredient.
The company relies heavily on local suppliers including Hickman’s Family Farms for eggs, and credits another local factor for its growth.
Walk-In closetLocal Stores Make Thrift Chic By Lori K. Baker
How Sweet It IsLocal Bakery Goes NationalBy Kay Sperduti
Business Bios
Get connected
Eco-chic consignmentswww.ecochicconsignments.com
Get connected
café Valley Bakerywww.cafevalley.com
Café Valley Bakery is on a roll and expanding, both here and nationally.
n Keep it fresh. “Merchandize stores every few days with new items,” Siner advises. “We put out hundreds of new items every day so there’s always a fresh look in our stores.” It keeps customers coming back.
n Make consigning simple. Eco-Chic Consignments offers consigners 55 percent of the selling price in store credit or 45 percent of the selling price in cash. Consigners can get their cash at store locations as soon as items sell versus waiting for their money to be mailed to them as with many other consignment stores.
One of five My Sister’s Closet locations in the Valley that are dressed for success.
“A huge part of our success is our tremendous local workforce,” Ogan said. “We absolutely credit our national reputation for quality and innovation to our staff.”
Having a hometown baker focused on their people, local suppliers and product quality makes Café Valley’s growth in today’s economy just that much sweeter.
www.phoenixchamber.com | I M PAC T 27
Business Bios
Slowing the cost of SafetyPhoenix Company Faces Challenges QuicklyBy Tom Trush
While traffic tickets can deter dangerous driving, limited resources in economically-strapped states and municipalities make enforcing roadway safety a challenge.
For more than 20 years, Redflex Traffic Systems’ speed safety cameras and intersection safety cameras have operated using self-funded programs that do not come from taxpayer dollars or government grants. As the largest provider of road safety cameras in the United States, The Phoenix-based company has installed its devices in more than 250 communities in 21 states.
Shoba Vaitheeswaran, director of communications for Redflex, stresses the company’s safety cameras are not intended to replace a police officer’s judgment. Instead, they add an extra layer of automation and technological precision on the roadside. The authorization of a violation is left to an officer who views evidence at the police station.
Desert Schools Federal Credit Union donated $5,000 to Balsz Elementary School to help fund programs that prepare students for AIMS Math testing and ongoing education. The credit union also donated six personal computers and four laser-jet printers to the school. “This is a tough time for schools,” said Ron Amstutz, Desert Schools FCU’s executive vice president. “As Arizona’s largest credit union, we’re proud of our ongoing commitment to supporting local education.”
Greater: PHX
News & Notes From Around The Valley
“This efficiency puts in motion a multiplier effect,” she said. “Officers no longer need to use precious time and resources to remain stationary at the roadside, but can be redeployed to attend to other serious crimes in that community. We believe this leap forward in efficiency for law enforcement can improve safety on many levels.”
Vaitheeswaran sees education as the biggest challenge facing the company. The debate most often addressed is who poses the greater threat to freedom. Is it the red light runner and the excessive speeder, or is it those in law enforcement who work to stop the dangerous behavior?
“There is certainly no question (the dangerous driver) poses the greater threat to our lives,” she said.
As for the industry’s future, Vaitheeswaran says automated enforcement of bus lanes, HOV lanes and double white lane crossing
are all possibilities. Also, due in part to cell phones and the federal government’s focus on driver distraction, more vehicle-to-infrastructure communications is likely. This wireless exchange of data is intended to avoid motor vehicle crashes through real-time driver warnings and other technologies.
Desert Schools Federal Credit Union Executive VP Ron Amstutz (left) presents a check to Balsz Elementary School Principal Dr. Taime Bengochea, Ed.D.
Get connected
Redflex Traffic Systemswww.redflex.com
Balsz Elementary has been recognized by the Arizona Educational Foundation (AEF) as one of 17 Arizona A+ Schools. The inner-city Phoenix school serves more than 800 K-6th grade students in a diverse environment.
ALSO: Dr. Joyce Elsner, acting president of South+Mountain+Community+College, will serve as interim president until a permanent replacement is found, Maricopa Community Colleges Chancellor Dr. Rufus Glasper announced in late July. Dr. Glasper said Dr. Elsner is willing to serve as interim president for up to a year, as a national search for a permanent president is conducted. Dr. David Rizik, MD, medical director of invasive cardiology at Scottsdale+Healthcare, was profiled in the July/August issue of Cardiac Interventions Today magazine. Dr. Rizik will travel to Budapest, Hungary next month to help moderate an international conference on complex coronary intervention, the 6th annual European Bifurcation Club.
Get connected
Desert Schools federal credit Unionwww.desertschools.org
South Mountain community collegewww.southmountaincc.edu
Scottsdale Healthcarewww.shc.org
funding the futureCredit Union Helps Prepare Students
Redflex Traffic Systems hopes its cameras keep motorists the very picture of health.
www.phoenixchamber.com2 8 I M PAC T | S e P T e M b e r 2010
A R I Z O N A ’ S P R I V A T E U N I V E R S I T Y S I N C E 1 9 4 9
Grand Canyon University is regionally accredited by the Higher Learning Commission of the Nor th Central Association of Colleges and Schools. (800-621-7440; ht tp://www.ncahlc.org/ ).
Get started today! Call or visit: 877-319-3244 | www.gcu.edu/impact
Ken Blanchard College of Business | College of Education | College of Nursing & Health Sciences | College of Liberal Arts | College of Fine Arts & Production
Online • Campus
www.phoenixchamber.com | I M PAC T 29
First Person Profile
The Valley’s business community has a story to tell. We asked them to do just that.
Let us know about it. Send your ideas to [email protected] An Inspirational Story To Tell?
“I’ve been volunteering at the Society of St. Vincent de Paul for the last 15 years and have been managing their Henry Unger Dining Room on weekends for the last 13. We’ll serve breakfast to 400 to 500 people or so and lunch to another 800 or more on a given day.
I’m blessed to have a house and a car and nice clothes, while some of these people have nothing. To be able to help is really my passion. Every day, no matter what, when I come in here, I feel great.
“It just makes me feel so good to give back…”
Contributing to your community is a win-win-win for business people. Most importantly, helping others makes you feel really good inside. You can help spread the word about the organization you volunteer for and help them grow. And you might get a little exposure for your own business while you’re at it.
The business community can’t be separate from the community at large. Those two will just naturally come together. For me, I help people in
my business, and then on weekends I get to help people here.
I love it here at St. Vincent de Paul. Volunteering here makes me feel really, really good.”
Rozanne HirdFounder & Presidentrr Hird and Companywww.rrhird.comChamber Member Since 2008
www.phoenixchamber.com3 0 I M PAC T | S e P T e M b e r 2010
To invest in my dreams. To give it everything I have. To inspire people every day.
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