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Business to Business Connection

Contents Spring 2015 // Vol. 3 // No. 1

2014 Awards

Ribbon cuttings

10 easy ways to increase sales

Helena Area Chamber of Commerce Hereâ&#x20AC;&#x2122;s to the leaders, the visionaries, the inspirers. To those who strengthen our community and work for its success. Congratulations and thank you.

6-20

st peter's hospital

better business blogging

2014 Awards: Business of the Year, Small Business of the Year, Business Person of the Year, Boss of the Year, Volunteer of the Year, Hospitality Hero, Plus 2015 Artist of the Year

also in this issue 4 18 32

welcome & from the editor snippets of chamber history have you ever wondered?

women in business

how we're doing spring 2015

A Publication of the

225 Cruse Ave, Suite A Helena, MT 59601 (406) 442-4120 // 1-800-7HELENA Fax: (406) 447-1532 helenachamber.com

Magazine Design

40 W Lawrence St Helena, MT 59601 (406) 461-4752 allegrahelena.com

Cover & Feature Portraits Helena Photography

welcome T

his edition of the Chamber’s Business to Business Connection (B2B) is always a favorite of mine when we get to put a focus on our awardwinning businesses and business people. Hopefully you will enjoy our “up close and personal” interview with the owner/managers to give you some insight to why they are so successful and what makes them shine as businesses in the Helena area. We especially want to thank the guest columnists for taking the time to be included. We really try to find a different angle, a different story or a uniqueness that you haven’t read about before. Reaching our 125th year as the oldest chamber in Montana is a feat in itself but we are working to make it a memorable year. We hope you enjoy the snippets of chamber history that our good friend and historian Ellen Baumler was able to find in the depths of historical articles kept by the Montana Historical Society. Some are amusing, some history in the making, and some just a bit unbelievable.

We have recently seen some changes in staffing at the chamber and were very sorry to lose a couple of very talented people. Please stop by and meet our new staff along with the long-term staff members. It has been rewarding to see Rhonda Retz move into our Membership Director position with her 6 years of chamber experience. Between Mike Mergenthaler, Rhonda Retz, Barb Sanem, and myself – we have a total 41 years of working for the Helena Chamber and we look forward to adding new talent, ideas, and excitement with our new communications director and office coordinator. Stop by and have a cup of coffee with us – we love it when members come by for a visit! Cathy Burwell // President/CEO

Message from the Editor Local Contributing authors Alana Listoe Nate Olson

© 2015 All rights reserved. The information contained within this document may not be reproduced in whole or in part without the express written permission of the Helena Area Chamber of Commerce. Every effort was made to ensure accuracy of information in this publication; however, due to the passage of time and the anomalies inherent in the publishing process, we cannot be responsible for errors or incorrect information. 4

his last year was a true whirlwind. I enjoyed my time as the Office & Communications Director, but have recently moved into the Membership Director position. After almost 6 years with the Helena Chamber, I feel very qualified to take on this new and exciting venture. I not only have the knowledge of the Chamber, I also have a passion for the Chamber and our valued members. Are you taking advantage of your investment in the Chamber? Members have so many opportunities at their disposal included with their Chamber Membership: Business Advocacy, Business Referrals, Networking Opportunities (Annual Banquet & Awards Lunch, Business Before/After Hours), Annual Golf Tournament, Business Workshops & Seminars,

Membership Luncheons, Website Exposure, Sponsorship and Advertising Opportunities, “Job Posting” feature, “Hot Deal” listings and Member to Member E-mail Blasts, and so much more. I look forward to continuing to serve our amazing Chamber members in the future and I am always available to answer questions or concerns about your business's investment in the Helena Chamber. rhonda retz // Membership Director B2B Connection 2015 Spring Edition Editor

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2014 Awards Helena Area Chamber of Commerce Hereâ&#x20AC;&#x2122;s to the leaders, the visionaries, the inspirers. To those who strengthen our community and work for its success. Congratulations and thank you.

Business to Business Connection

Business of the Year BOEING-HELENA

Boeing Helena is an employer of choice in Helena, is respected for its tremendous support to the community and the Helena Chamber’s 2014 Business of the Year. Plant Manager Eric Smith is engaged in Helena organizations serving on several boards including the Helena College Advisory Board and the Chamber Board. Considering its relatively short presence in Helena, Boeing Helena has been generous of local organizations contributing $31,500 to 11 local non-profits last year alone. It’s currently completing the $35 million expansion of its manufacturing site near the airport bringing the facility to nearly 168,000 square feet. Boeing expects the expansion and increased work to add about 20 to 24 people to the 144-person workforce.

ur 2014 Business of the Year is a crown jewel manufacturing facility not only for the Helena area but also for Montana. In its relatively short presence in Helena, it has become an employer of choice and a major employer. With a huge expansion this past year that added 55,000 square feet at a cost of over $35 million dollars., this

company has proved that it believes in Helena and has stepped up to the plate to invest in Helena. Overall, they now have a total of more than 167,000 square feet of manufacturing space and 150 well-paid employees. Providing good paying jobs and producing high quality components for their company are always a focus of this company. n

Montana Native By ALANA LISTOE

ric Smith spent 20 years working for Boeing before having the opportunity to return to his home state when the company bought Summit Aeronautics Group in Helena four years ago when he became site leader. Smith’s family settled in Bozeman in the 1860’s. He and his four siblings grew up in Whitefish where his father taught high school.

After high school, he earned a degree in finance and economics from Montana State University. Smith says he has a number of mentors he’s gained guidance and wisdom from, but one in particular was high school football coach Bob Rathe. “Bob was a man small in stature, but enormously influential,” he said. “He taught a number of us to demand excellence of ourselves

spring 2015

“A good boss is one who gives enough autonomy so that an employee feels empowered to stretch their own or a team’s boundaries to succeed. They are also one who is looking to assist that same employee when they need help or are struggling.”

and that nothing is impossible. He taught us that to succeed you have to work very hard and you can be a gentleman while doing it.” Smith notes that current Congressman Ryan Zinke is another one of Bob’s football players. The best part about his job, Smith said, is seeing the Boeing Helena team succeed. He is happiest at work when the team sets a goal for themselves and he sees them achieve it through teamwork and hard work. Smith said the hardest part of his job is making sure that people within the organization are communicating with, and to each other. “Making sure that the messages we are trying to send are the same messages being received,” he added. In Smith’s mind, good employees are those dedicated to making the world around them better every day. “They have a desire to see the team and the business succeed and they are actively engaged in improvement,” he said. “They are interested in continuous learning and realize that if you aren’t learning you are falling behind.” A good boss, Smith says, is someone who realizes that their job is to make their employees successful. “A good boss is one who gives enough autonomy so that an employee feels empowered to stretch their own or a team’s boundaries to succeed,” he said. “they are also one who is looking to assist that same employee when they need help or are struggling.” Smith has been married for almost 28 years and the couple has two children. He said there are key components to a successful marriage and a successful business. The first is humility. “Be humble, because you can learn from everybody,” he said. The other is to strive every day to improve communications skills and work to find common ground so everyone involved wins. In the 1960s his grandfather taught him to fly fish on the Gallatin River and he still enjoys casting a few flies when he gets the chance. One item on Smith’s bucket list is trekking through Nepal. Most notable though, Smith says he has accomplished a bucket list item by living and working in Montana. “I work for a great company and the fact that I was able to return to Montana and continue to work for a company like Boeing is a dream come true,” he said. n

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small Business of the Year LESLIE’S HALLMARK

Leslies Hallmark Helena-‐Great Falls-‐Billings

The 2014 Small Business of the Year is Leslie’s Hallmark, owned by Dave Simkins. This group of Hallmark Stores has qualified for the “Gold Crown” status for 34 consecutive years, given to stores known for their breadth of selection and personalized customer service. Most recently the Made in Montana Program recognized Simkins’ Montana Store as the Retailer of the Year.

his year’s Small Business of the Year began in 1979 with the purchase of another business and then combined with the purchase of a similar business (both from downtown) in 1983. In 1984 they expanded into the Great Falls market with the purchase of two similar stores. Seeing the opportunity to expand in 1989, they expanded into the Bozeman Market – purchasing 2 stores that were combined. In 2003, the store in Helena expanded with a new additional store in the ever growing northside of Helena. In 2003, they saw the need for a Montana Shop and expanded their presence at Capitol Hill Mall. In 2012, (you’ve probably guessed it by now……) Leslie’s Hallmark expanded into the Billings Market with a shop in Rim Rock Mall. n

Secrets Of A Good Boss Can Be Applied In Life Too By ALANA LISTOE

ave Simkins says two of the biggest influences in his life were a teacher and a basketball coach from high school. One of those was his electronics teacher, Paul Dorrance. “I did poor in his class, but he always believed something good would happen,” Simkins said. The second was basketball coach Lon Carter. “I rarely played, but he never gave up on me,” Simkins said. He said those mentors from decades ago taught him there are no free lunches in

life. “They pushed and pushed, and never gave up on me, so I never did either.” The first job for the Helena native was a newspaper route. He recalls spending his earnings in Downtown Helena shops. He remembers the Walking Mall being crowded with people, noting that shopping today is a bit more fragmented. In those days, he said, it was as much social as it was shopping. Simkins is sincere about his

spring 2015

commitment to staff saying running a successful business has much to do with the people he employs. “They are the heart and soul of the business,” he said. “Without them and their belief that the business will do well, it won’t do well,” he said. “It’s important to work alongside of them so that they see you are doing as much or more than they are.” He’s kind to his staff and treats them like family, which is likely why many employees stay for a long time. He believes that family comes first and extends that to his "Running a successful business has much to do with the people he employs. family of employees. “I try to help them in many ways, They are the heart and soul of the business. Without them and their belief because I’ve been given a lot and giving back is the best that the business will do well, it won’t thing you can do,” he said. do well. It’s important to work alongside He’s humble about his of them so that they see you are doing weaknesses, admitting that as much or more than they are.” the success of the flower

Business to Business Connection

shop inside the Leslie’s Hallmark has nothing to do with his green thumb, or lack-thereof. As a matter of fact, a few friendly bets among employees have been placed over the years on his ability to even grow a potato. The care and committed from his high school educators taught him that circumstances in life and business will always change and evolve, and often there is going to be places where a person might give up, but that early foundational knowledge taught him not to. “The same applies to marriage and child rearing,” he said. A favorite saying of Dave’s says it all: “Small business is not for the faint of heart. It’s for the brave, the patient, and the persistent. It is for the overcomer”. Dave has been married 39 years to wife Coleen. They have four children and two grandchildren. n

GEORGE D. ANDERSON

Business person of the Year JIM STANGER

Owner // Helena Motors and Helena Auto CENTER This award was named after George Anderson who was a founding partner of Anderson ZurMuehlen & Co. and a known visionary for Helena during his many years in business in the Capitol City.

ver thirteen years ago, Jim Stanger came to Helena with the purchase of what is now Helena Motors. Helena Motors has seen great success with Jim’s leadership. After several years in Helena, Jim expanded his ownership to include Helena Auto Center. He employs over 120 people between the

two entities. Both businesses have seen great success and growth in numbers of employees and numbers of sales. The service departments have also grown greatly under his leadership. Jim not only works hard to build these two businesses (representing 9 auto flags) but he also volunteers for organizations that are part of the

Helena community. Jim is a former board chair for the Helena Chamber. He also supports his staff in their volunteer efforts in the community. The flexible and family friendly atmosphere at the dealerships makes them an employer of choice. Jim incorporated support for the local schools into their advertising messaging and developed a student of the week program. In addition to helping the community in areas like youth activities, food share, and various other benefits and causes, Helena Motors and Helena Auto Center are also committed to helping Helenans drive safer and more reliable vehicles. Jim has also donated several autos over the years to special families in need. Not only did he update their facilities to better serve Helena, they are also constantly training employees in the ever-changing automotive industry & the technology that comes with these changes. Held to the high standards of seven auto manufacturers, Helena Motors and

Farming Instills Foundation Of Hard Work By ALANA LISTOE

hirteen years ago, Jim Stanger The hard work learned on the farm gave Jim Stanger his impeccable work ethic he’s carried with him throughout his career, which today includes being an owner of two auto dealerships with more than 120 employees. Stanger said he always intended to work the family farm, but when his dad decided to sell before he finished college, he knew his life would take a different course. After college, he utilized his degree to become a CPA and went to work for a public utility. It was during this time where he says he, “learned the language of business.” “It was a gold mine to prepare me for this industry,” he added. Stanger credits his success to the superb people he works with,

spring 2015

“I believe if you work hard, work smart and have persistence, you can accomplish anything.” Helena Auto Center both show flexibility in change and progress as well as commitment to uphold brand standards of their flags. With the success of any business comes growth in size which means more jobs. Jim is pleased to increase his employee base, creating several new positions in 2014, as well as new jobs over the previous few years. Jim and wife Suzi Stanger have volunteered their extra time to several organizations in Helena and always have an open door to their employees. They are supportive of the many employees who also choose to volunteer their time to community schools, clubs, youth sports and other organizations. It is this flexible and “family” atmosphere that makes Helena Motors and Helena Auto CenterRMCU_HelenaB2B_HalfPage_March2015.pdf so successful. n

noting that he isn’t an expert mechanic or salesman. “I know the books,” he said. He strongly values community service and has a long list of organizations where he’s served. He is a bishop as his church, which is a volunteer and unpaid position. He’s a supporter of Helena Food Share, youth activities, and former Board Chairman of the Helena Chamber. “The Chamber was one of my favorite boards to have served on because of all the interactions with other businesses,” Stanger said. “It’s good for businesses to give back, especially when they’ve been blessed and we have been very blessed.” Stanger sponsors a recognition program for area students. He encourages and supports staff for their volunteer commitments, and has donated cars to local families in need. His dealerships focuses on customer service and is committed to helping Helenans drive safe and reliable vehicles. 3/25/15 9:54 AM His childhood was spent in Idaho

and he lived in Portland, Ore. for several years, but says Montana is a special place. Through his business travels he finds that there is a mystique of the Treasure State and says it’s fun to have people react that way. “The portfolio of Montanans is healthier than other states,” he said. “We may not make as much, but we pay our bills and that’s admirable.” Stanger admits he never hears or sees advertisements for Helena Motors or Helena Auto Center, but not because he doesn’t believe in advertising. He and wife Suzi spend their time being active and when he’s in the car, he listens to inspiring and motivational books on tape. He has been skydiving, ridden in a hot air balloon, swam with dolphins, and climbed Mt. Hood. “I believe if you work hard, work smart and have persistence, you can accomplish anything,” he said. The best piece of advice he’s received and passes along is, “See the end when you begin,” because it directs your actions. Stanger says this applies in agriculture, in business and in life. n

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HOSPITALITY HERO Liz Bangerter

Liz Bangerter is a natural hostess and greeter to visitors from all over the world. Her summer job allows her to dress in striped coveralls and wear a conductor’s hat. She loves telling Helena’s story to hundreds if not thousands of visitors who ride the tour train. Liz also works tirelessly behind the scenes to haul heavy boxes of maps, guides, and brochures to the Chamber’s airport visitor center, keeping it well stocked for incoming Helena visitors. The airport visitor center is the biggest outlet for our publications out of our three visitor centers. Liz is one of the most selfless people you will ever meet, a former state legislator, an amazing Helena ambassador, and a great friend to the Helena Chamber.

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boss of the Year DAN BINGHAM

DEAN/CEO // Helena College University of Montana

his year’s Boss of the Year was nominated by a lengthy list of staff and faculty at Helena College and many of those staff members have said they have never had a better boss than Dan Bingham. Dean Bingham has many attributes that make him a person that is respected and loved as the leader on Helena’s Donaldson and airport campuses. Intercepts from the nomination portray a person who not only supports staff but works to ensure that both campuses have equal resources for faculty and staff, as well as students. He is cognizant of the need to keep them connected, to avoid polarization of the two campuses but rather to make everyone feel part of the institution as a whole. He realizes that the areas of the campus have their long-standing traditions and the need for them to continue those traditions. And yet, he is diligent to ensure the safety and security of all who participate. In an effort to support staff morale and camaraderie, Dean Bingham made the recommendation to form a Staff Senate. He was integral in the creation of bylaws and made himself available to all meetings to discuss any and all issues. Dean Bingham gives people chances. He allows them to learn from their mistakes and supports them in their personal and professional growth. He cares deeply for everyone on campus and feels a sense of responsibility towards them all. He’s a great listener, kind, good-natured, and understanding. With a fairly large staff, Dean Bingham goes out

Business to Business Connection

of his way to get to know everyone working at the campus and shows a genuine interest in their lives. Staff at Helena College are very proud of the fact that Dan strives to keep the college innovative, to lead the pack in two-year education in Montana. Helena College is the only two-year institution in Montana with a true strategic plan and serves as an example to other 2-year campuses across the state – working diligently to create articulation agreements with four-year schools to guarantee enrollment for students who want to further their education with a bachelor’s degree. Helena College is the only school in the university system that has worked with the Department of Labor and area industries to create a forward-thinking apprenticeship program, the first of many. When the legislaturemandated campus Executive Advisory Councils across the state were disbanded, Dean Bingham gathered together Helena area business and industry individuals who could help guide the college to fit the needs of the community. At the same time, he recruited other community leaders to form the Helena College Foundation, Inc. The primary goal

He always asks the question “is this what is best for our Staff, Faculty, and Students”? He treats people as they are all on the same level with him. He asks questions. He listens to answers. Then, he finds the solutions.

of the Foundation is to help provide additional resources for potential students through scholarships. In addition, the Foundation plans to help build the institution, to improve upon the opportunities of the students, as well as to provide a valuable training resource for the community as a whole. What sets Dean Bingham apart from other bosses? To start with, he is more approachable than many bosses. He always asked the question “is this what is best for our Staff, Faculty, and Students”? He treats people as they are all on the same level with him. He asked questions. He listens to answers. Then, he finds the solutions. When a staff member has a struggle in their personal life, Dan does what he can to help them through their crisis. Dean Bingham participates in many community events (both related to the campus and unrelated) and volunteers for efforts that will help move the community forward and improve the lives of Helenans and of the students, faculty

It’s more than

just a mortgage.

& staff of Helena College. He is a fervent and dedicated member of the community and has a feeling of responsibility that is really rare. He gives a tremendous amount of time and effort into making business and industry thrive. Summing it all up, Dean Dan Bingham has an incredible sense of family, community, and quite simply, the desire to make the world around him a better place. He does not do this for accolades or to be in the spotlight His staff and faculty felt that he truly deserved this award and were extremely proud and excited to see him receive the honors. n

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celebrating the helena chamber's 125th anniversary as the oldest chamber in montana

snippets of history Helena Independent | November 5, 1935 Helena's condition greatly magnified by radio stations

Helena Independent | April 3, 1934 annual election of directors of chamber starts - committee selects 15 candidates for five posts "It was explained that this new policy was adopted to eliminate the burden often imposed on a director by continuous reelection."

Helena Independent | December 16, 1938 Commerce decides to buy old gilpatrick cabin for pioneer museum for city "The sponsoring group, working through the Chamber of Commerce, must raise the estimated purchase price before next Thursday."

"Exaggerated and untrue radio broadcasts about Helena's plight after the recent earth shocks were condemned by Norman Winestine, president of the Helena Chamber of Commerce. He said, 'but, there are a few stations which are not content with telling the plain truth, and their malicious reports are doing Helena a grave injustice. Many of the persons calling had been informed by radio broadcasts that the city was leveled... We aso the news services throughout the country that they give us an even break."

Helena Independent | January 13, 1935 Congratulations of helena are sent to mrs. amelia putnam "The congratulations were conveyed in a telegram sent to her by the Helena Chamber of Commerce. 'All Helena rejoices and is jubilant over your wonderful flight. Montana legislature is now in session and will be most happy to have you again appear before them.'" Amelia Earnhart died in 1937. She flew into Helena in 1933 and appeared before the legislature and gave a short talk. She was flying to the coast in the interest of the Northwest Airlines which was then just extending its service to Montana as a trans-continental route.

Helena Independent | March 24, 1939 Pioneer Cabin is deeded to chamber group "Walter G. Samson, administrator of the estate of George Mitchell, yesterday deeded to Matt Staff, secretary of the Chamber of Commerce, as trustee, the old Gilpatrick cabin on Park street...."

Helena Independent | November 30, 1939 Another Successful year "The public in general is familiar with the chamber program. For those who are not it might be mentioned that the public-spirited men, making up the Helena Chamber, were largely responsible for attracting 13 conventions to this city...."

Daily Independent | January 10, 1943 Liaison group to fete newcomers at tea jan. 20

Daily Independent | February 3, 1943

"Ladies of the Chamber of Commerce are cordially invited...."

Civic group plays vital role in helena progress

By 1945, women are Chamber members.

"There can be no doubt that the steady morale building, help and encouragement of the Helena Chamber of Commerce is the real reason that we an now report that our objectives have been attained."

Thanks to Ellen Baumler, Montana Historical Societ, for researching these bits of the Chamber's history. 18

Business to Business Connection

don Fredrikson

VOLUNTEER OF THE YEAR Kelly Fleiner // Rocky Mountain Credit Union

Kelly Fleiner is one of the most energetic and enthusiastic volunteers we have! She never seems to have a bad day and is not afraid to take on the heavy tasks such as leadership of a committee or working at an event. Kelly is actually a former employee of the chamber, is a current co-chair of the banquet committee, is a member of the golf tournament committee, and is the new vice-chair of the Young Professionals. We are so lucky that she has followed in her motherâ&#x20AC;&#x2122;s footsteps as a model citizen volunteer - She sees the advantages and benefits of volunteering.

Independent Record | December 31, 1944 Mayor haytin and committee plan postwar memorial park "Herman Krogman and G.M. MacMillan, Helena Chamber of Commerce secretary-manager, set to work on the map [of the park plans]. They worked it out in detail. Both experienced landscape engineers, the men have designed it with an eye to both utility and beauty."

Independent Record | August 19, 1945 chamber of commerce backs forest service move to set aside scenic area "Helena businessmen accompany rangers on pack trip over 100-Mile route through 32,000-acre region."

Independent Record | July 24, 1954 Bandit Players Take Big Bow After Best Show

Independent Record October 20, 1954

"The Bandit Players are sponsored by Helena Unlimited, a subsidiary of the Helena Chamber of Commerce organized to encourage tourist travel in Helena."

"H.S. Dotson, president of the Helena Chamber of Commerce, has received a letter from Sister Frances and the Sisters of Charity at St. Joseph's orphanage, thanking the Chamber for arranging a trip for orphans on "The Last Chancer" tour train. "They enjoyed it very much and have talked about it since their trip," the Sisters wrote."

The Brewery Theatre (forerunner of Grandstreet) was sponsored by the Chamber as was the "Last Chancer" tour train - both of which were products of the 1950's Chamber.

Independent Record | July 7, 1968 pioneer cabin depicts early home life "A fund of $164 that had been held in trust by the Chamber of Commerce Women's Auiliary was donated to the association and the remainder of the $450 needed to buy the cabin was raised by popular subscription. It was purchased in the spring of 1939.

spring 2015

artist of the Year Dale Livezey

Livezey is known for his evocatively understated landscapes that contrast the richness of light and shadow against the austere beauty of the land.

ontana painter, Dale Livezey, has been a professional working artist for over thirty years and is known for his evocatively understated landscapes that contrast the richness of light and shadow against the austere beauty of the land. His paintings are landscapes of light and emptiness, the daily seduction between the land and sky, dramatically serene. Working in oil, Livezey brings a new aesthetic sensibility to his paintings, in which the artist disappears into the viewerâ&#x20AC;&#x2122;s deepened ability to see. We all come away from personal experiences in the outdoors with photographs that upon later viewing are somehow lacking in representation of the true experience. Livezey paints to capture a more whole experience of a landscape, with its emotional and spiritual breadth intact. Dale Livezey began his focused study of the Montana landscape in 1978 when, at the age of 20, he left behind the Ohio farm country where he was raised. Working strictly in oils, he has enjoyed a loyal and enthusiastic following throughout the region. Several of Livezeyâ&#x20AC;&#x2122;s images have 20

Business to Business Connection

been used for book covers, including The Big Sky by A. B. Guthrie and The New Montana Story: an Anthology edited by Rick Newby. Livezey is represented by A.L. Swanson Gallery in Helena, MT and Stremmel Gallery in Reno, NV. Find more of his work on the web at www.dalelivezey.com. n

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spring 2015

BY Brian Cleary

One of the most obvious ways to boost revenue in your business is to make more sales. Here are ten ways you can start doing that today.

Brian Cleary is the Chief Executive of Clonmel Chamber of Commerce, one of the largest business services organizations in Ireland. Heâ&#x20AC;&#x2122;s also the past director of Chambers Ireland. He writes for a number of online publications and is a regular co-presenter of the 'Small Business Show' a syndicated radio program broadcast on a number of stations throughout Ireland and available as a podcast.

Business to Business Connection

1. Do You Have A Sales Strategy? Most businesses think they have a strategy, but they don’t. Now is a good time to develop one. You need to consider who your ideal customer is and what are the products and services that provide the best return for you. The sales strategy should be a brief one-page roadmap that encapsulates: • what you want to sell • who you are going to sell to • where you are going to sell • how you are going to sell • when you are going to sell Keep it simple and keep referring back to it. 2. Are You Missing Opportunities? You could best sum this approach up as ‘preach to the converted’. Your current customers are likely an excellent source for new business. You may have a product or service that they may not know about that might suit their business. Essentially, the first port of call should be the clients that have already bought from your business. 3. Back to Basics Chambers mentor businesses that have sales issues all of the time. Oftentimes the problem is businesses have veered from their target market and fail to realize it. Take an honest look at what your market is and where you are at the moment. If sales are not at a level that

you would like you might need to ask yourself some tough questions such as ‘Have I focused too much on one sector of my business?’ or ‘Have I deviated from my sales strategy and forgotten about my target market?’. The second question is quite a common question. In struggling economies many businesses survive by ‘throwing everything at it.’ But the economy is largely picking

up now. It’s time to assess the business and get back to selling the right products to the right customers. 4. Customer is King Simon & Garfunkel knew this 45 years ago when they sang ‘Keep the Customer Satisfied’. In an age when almost anything can be bought or sold online at any time of the day or night by anyone, the need for excellent customer service has never been greater. Some businesses have built their reputations on looking after generations of families. Your business can do that too by ensuring that staff are properly trained and that customers get consistent excellent service every time that they deal with your business. 5. The Price is Right Have you considered how your product or service is priced? What research have you carried out to make sure that it is competitively priced and that overheads and margin are factored in? It is very easy to sell too cheaply just as it is very easy to end up broke. 6. Be Ruthless What you are not selling is as important as what you are selling. Take a look at the products or services that are simply glued to the shelves and get rid of them. Don’t be reluctant to retire certain products or services. One of the secrets to success is being able to detach yourself from the emotion of a business decision. If something is not selling don’t stock it and don’t waste money marketing it. 7. Open Your Eyes The first quarter is a very good time to take a look at what your competitors are doing. It is also an excellent time to look at similar businesses in different geographical areas to see how they are trading and to see if lessons can be learned.

8. Raise Awareness You know all about your business, as does your family, but never presume that your target audience does. Think about how you how can market your business. Go back to your sales strategy in point 1 and identify your ideal customers and then target them where they are. 9. Look the Part When was the last time you looked at your branding? Branding isn’t just a logo or a website. It is everything from an auto signature on an email to letterhead to company vehicles. There are more options available now to help you to get your branding right. There are countless examples of how you can carry out a brand audit online. 10. Stay in Shape Just as much as the New Year provokes people to get back in physical shape, the first quarter should also be a time when you identify training needs and areas for professional improvement. There’s a good chance your local chamber can help you with training through networking and other learning-based events. They are also a great resource on what your community offers. Every company needs sales to be successful. In order to do so sales and marketing strategies should be reviewed periodically to ensure they are the most effective for your business. Adjusting your tack every so often is the best way to stay on course. n spring 2015

High quality our promise. High tech you bet. High touch our passion. Raving fans our desire!

By Nate Olson // President & CEO, St. Peter’s Hospital Wow, how two years can go by in the blink of an eye! So much accomplished…so much to do. In this great place we all call home, with so many wonderful organizations and people doing so many important and wonderful things, it is a privilege to share what is going on at St. Peter’s “Hospital” (a misnomer for sure—more on that later).

ust as I have a limited knowledge of your businesses, I’ll bet many of you are not experts in what goes on in the healthcare world. (Frankly, I’m not an expert either, but after almost 25 years in the industry, I’ve learned a few things.) Let me do my best to sum up my lens on healthcare in a few thoughts: • a need to stay current with extremely high tech equipment costing millions of dollars for a single piece of equipment (a linear accelerator to treat our cancer patients is $3 million); • balancing the needs of the few versus the needs of the all (we are a small community with big aspirations) in terms of the medical services available; • constant disruption by new competitors entering into the most lucrative aspects of healthcare without the same regulations; • a constantly changing and extremely regulated industry (one surveying agency alone has over 1700 regulations); • a reimbursement system (i.e., our “income”) that we have no control over (no one chooses to get sick or wants to come to the hospital); • no choice, or even input into, how much we get “paid” for providing a service (over 50% of patients who come to us with a medical need have some form of insurance that does not reimburse the hospital the full costs of providing the service); • expectations of great service (we expect this as well); 26

Business to Business Connection

• financial penalties from government agencies (Medicare) when certain levels of patient satisfaction are not met; • a requirement to treat all patients equally without regard to their ability to pay; • and most importantly, recruiting and retaining the highest quality professionals in a national competition for talent (our 1300 employees and 110 physicians are our greatest assets). Actually, now that I read through what I just wrote, it makes me think of what all you must deal with in your own businesses. It is why we must all work together as a community and support one another. Because it’s not easy out there and we only have each other. I’m proud to be a part of St. Peter’s and the Helena community. As I mentioned earlier, we have accomplished a lot these last couple of years including to reinvest in the best equipment and facilities (almost $10 million each year with no end in sight to such annual reinvestments) and in developing our St. Peter’s 2020 Strategic Plan. This plan focuses on four key areas: 1. Service and culture (creating raving fans of our team members, our physicians/providers, and our patient guests/customers; I’m proud to say our patient/guest satisfaction scores have improved almost 30% in the last 12 months!); 2. Becoming more patient-centric (focusing on

preventive care as much as sick care, a fascinating and worthwhile paradigm shift given minimal funds are paid to St. Peteâ&#x20AC;&#x2122;s for keeping you healthy versus the costs of treating you when you are sick); 3. Focusing on key service lines including our oncology, outpatient clinics, and emergency and urgent care services; and 4. Keeping our costs as prudent as possible. All these things are extremely important, but as with every business, our most important resource is our people. As a CEO, I probably spend 90% of my time on the human aspect of this job. First, recruiting the best people possible and then doing everything possible to retain the great people we recruited. Second, trying to provide a culture and environment in which every employee, physician, provider, can be their best. Third, building trusting, lasting, and partnership relationships with anyone and everyone we might one day serve or need assistance from (that should cover just about everyone in the Helena region!). Recruiting and retaining top talent in any industry is difficult. And the greater the scarcity, the more challenging it is to find and retain this talent. Most of you have heard or read about the impending crises around physician and nursing shortages. The same holds true for many other healthcare-related professions: ultrasonographers, front-line managers in every area, cath lab positions, home health positions, rehab and therapy positions, pharmacists, etc. In the end of March, we honored our physicians/providers on Doctorâ&#x20AC;&#x2122;s Day. With that on my mind, let me focus the remainder of this article on the efforts that have been undertaken in just the last 24 months to ensure we have top docs choosing Helena as their home or choosing to remain in Helena because it is such an awesome place. The Helena area is served by over 110 incredible physicians and another great group of nurse practitioners and physicianâ&#x20AC;&#x2122;s assistants. About 50% of these providers are employed by the hospital and the other half are small independent businesses, work at the Cooperative Health Center, or at the VA. All are important to

each of us in the community. The hospital works to build strong relationships with all of our providers and to meet the needs of the community as best as possible. Each year, a group of about 15 providers gets together with hospital leadership and establishes what we call a Medical Staff Development Plan which identifies those areas of need in the community. This is used as our roadmap for recruitment purposes. In 2013, we completed key renewal professional service contracts with our anesthesiologists, emergency physicians and urgent care providers. In addition, we recruited 12 additional new providers to the community. In the last 12 months, we successfully recruited several highly sought physicians including: Dr. Sarah Fenton, interventional cardiologist; Dr. Pat Curry, orthopedic spine surgeon; Dr. Mark Mozer, psychiatrist; Dr. Brian Robinson, endocrinologist; and Dr. Jason Smith, podiatrist. Equally, or perhaps even more importantly, we completed 35 key renewal contracts with physicians already serving the community. Joining us at the end of April will be Dr. Dana Osborne, a general surgeon. Then in August, we will be adding several additional new faces to our team: Dr. Chelsey Field, a family practitioner who also does obstetrics; Dr. Erin Ham, allergy and internal medicine; and Dr. David Bohler, gastroenterology. And we are still actively recruiting

spring 2015

for additional family practice, internal medicine, urology, and rheumatology, to name a few. While recruiting appropriate providers to the community may be an area the hospital takes a lead in, it is the whole of the community that will help us retain these providers once they move to the community. Even with all the terrific success we have had in recruiting, we have lost a number of providers in the last year. It seems as fast as we are able to find these great providers, others leave for various St. Peter’s is so much more than a reasons. In the last 12 months hospital. St. Peter’s is a regional, we have lost comprehensive, healthcare around 10 providers… organization made up of 1,300 some for family of your friends and neighbors reasons, others committed to serving you when for lifestyle you are most vulnerable. reasons, some to retirement, some to industry opportunities, some to the VA (we’re thankful they stayed in our community to serve our vets), etc. So recruitment is just a part of our day-to-day efforts. St. Peter’s seeks out physicians and providers of the highest quality and service to our patients. We want to be the most sought out medical group in Montana in terms of employment opportunities because of our collaborative and collegial environment, our balanced approach to group/ individual autonomy, and our commitment to an appropriate individualized work-life balance. We offer nationally competitive compensation and benefits. But that is not enough. Here’s where we need your help. Believe it or not, being a doctor, nurse practitioner, or physician’s assistant is not an easy job. It never has been. Their work is demanding. Their environment is always changing. There are arguably more pressures today than there have ever been due to the speed of change and the “I want it now” expectations of the world we live in (think internet, speed dating…or not, availability of information at the touch of your smart device, etc.). Yet they persevere. They always put the patient first. Work tirelessly. And often, work thanklessly. So thank them. Thank them for their tireless work. Invite them out for coffee (if they have

Business to Business Connection

time, but I know they will appreciate being asked), invite them to church, to a show at Grandstreet, or on a fishing trip. Make them feel welcome like you have me and my family. Let them know you appreciate them. And don’t forget any of our community’s healthcare providers (at St. Peter’s and throughout the community): nurses (nurse’s week is coming up in May), environmental services personnel (they are our directors of first impressions and ensure you don’t get infections while we care for you), our lab techs, registration clerks, physical therapists, administrative assistants, pharmacists (they can really make you feel better!), unit clerks, volunteers (April is National Volunteer Month), and so many other terrific individuals here to serve you. I mentioned in my first paragraph that St. Peter’s “Hospital” is such a misnomer. St. Peter’s is so much more than a hospital. It includes everything from delivering babies to hospice care and everything in-between, from the ambulance to the emergency department, from urgent care to your committed physicians and provider clinics, from lab and imaging to the Cancer Treatment Center (which scores at the 99th percentile in patient satisfaction), from surgery to the Dialysis Center (which just received top 10% recognition on a national survey), from home health to the Foundation, from rehab to wellness and health education, from traditional inpatient care to the new Keeping You Home program, from the only 24-hour pharmacy to serving your needs no matter what your situation. St. Peter’s is a regional, comprehensive, healthcare organization made up of 1,300 of your friends and neighbors committed to serving you when you are most vulnerable. Let me leave you with one last thought and then a few statistics. The Helena valley has approximately 50,000 residents. The emergency department alone sees approximately 25,000 visitors each year. I’m no math genius, but I believe that means statistically either you or I will visit the ER this year. That alone makes me want this to be the best healthcare system possible, because statistically, in a two year period, every one of us will be making a visit to St. Peter’s. Please help us, along with your 1,300 friends, make this the best healthcare possible. n

al, sive n io n reg rehecareon mpealthizati o c h an org

Inpatient and Outpatient Services Cancer Treatment Center Respiratory, Physical, Occupational and Speech Therapies

BENEFIT OUR COMMUNITY? 50

worth of charity health care

7,800 people received

Large events included Family Fun Fest For Women Only Diabetes Dialogue Eating Well Go Red for Women

COMMUNITY

EDUCATION through classess + community events

1,686 participants learned about prepared childbirth, breastfeeding, baby sitting, tobacco cessation, diet and fitness 3,472 clients had wellness screenings

physicians serve our community

130

CPR, FIRST AID

& BASIC LIFE

SUPPORT

A STABLE EMPLOYER

IN HELENA

this year on community education and wellness activities

Average annual salary (excluding physicians) =

$55,500

of your friends and neighbors

CARED FOR

5,677 inpatient guests 22,725 people in the ER 21,986 in Urgent Care 218,528 clinic patients 169,996 outpatients (lab, imaging, rehab, etc.)

million

ECONOMIC IMPACT on local community

SUBSIDIZED HEALTH SERVICES WORTH

4 9 , 3

,65

were 12 provided to volunteers $ serve at the hospital the community

students learned

$454,000

stpetes.org •

110

1,362

$350

Assistance is provided when a patient’s assets are not sufficient and family income is between 0 and 200 percent of the Federal Poverty Guidelines.

2,455

St. Peter’s spent

773 BABIES

THIS YEAR ST. PETER’S

this year

3,8

6 8 , 3

employs

St. Peter’s welcomed

How does St. Peter’s

ST. PETER’S PROVIDED

First Responders/ Ambulance Services Lab and Imaging Helena SurgiCenter Independent Physicians St. Peter’s Foundation

Blood Bank Clinical Nutrition Dialysis Home Health Care & Home Oxygen Hospitalists Neuro Psychology Outpatient Pharmacy Pediatrics Pulmonary Rehab Radiologists St. Peter’s Medical Group (physician clinics) Urgent Care

ST. PETER’S PAID

$70 million

in salaries

1,477

people received

flu shots

457- 4180 spring 2015

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Better Business Blogging Made Simple BY christina r. green

It’s simple. A business blog should do three things for your business: • prove to Google you are a legitimate business website with good content (which will happen when it’s shared). • present a more human side of your business, helping your audience connect to you; this should be entertaining, or at the very least, enjoyable for your audience. • serve as a resource for people who are looking for (or considering) your product or service, positioning you as a thought leader or expert in your industry. If you keep these guidelines in mind, accomplishing your blog goals will be easier. However, there are a few common practices (in addition to solid writing) that make up the basics of effective business blogging. Purpose Business blogs have a “why.” Are you blogging to keep current customers, land new ones, or educate potential buyers? Knowing your purpose will help you better narrow down your blog topics. Grammar A professional blog does not contain spelling or grammar mistakes. Hire someone if you have to. Texting may have changed the way we write emails but don’t carry over those same short cuts to your blog. No lazy language. Targeted Content While you want your blog to be a vehicle by which people connect with you, this doesn’t give you a license to ramble. For SEO and audience purposes, you want to narrow your blog focus. The thinner you spread yourself over a vast array of topics, the harder it will be to pinpoint an audience. Every time you sit down to write, imagine you are writing for your ideal buyer. Who is that? How old is s/he? What question is plaguing your customers? How can you help? A business blog is not a message in a bottle that you cast out into the open ocean. It is not addressed “to whomever finds this.” It is sent directly with laser beam focus to its intended recipient – your ideal customer.

Contact vs. Comments At the very least, your business blog needs to feature a way people can contact you. Yes, if they find it on your website your contact information is right there, as is your contact form, but what if someone shares your content or pulls it (with or without your permission)? Links back to your site as well as an author bio, help you get the credit you deserve for your content. You should also make sure your contact information is easily accessible from your blog. You may assume they’ll see the tab at the top of the page but why make your readers do the work? Make it obvious how they can contact you. Another form of contact is blog comments. Many people are moving away from comments because even popular blogs are seeing a decline in feedback. Reading is a very passive activity and sharing feedback is usually something saved for posts that evoke a very emotional response. Most business blogs don’t do this. Ultimately, it’s up to you whether you accept comments or not. If you do, you need to address each one. Manpower alone may be the deciding factor. If you’re ready to start blogging for your business remember to keep your audience in mind. Your blog should entertain, inform, and educate your ideal customer. Leave the rest of the world to other blogs. n

Christina R. Green teaches small businesses, chambers and associations how to connect through content. Her articles have appeared in the Midwest Society of Association Executives’ Magazine, NTEN.org, AssociationTech, and Socialfish. She is a regular blogger at Frankjkenny.com and Memberclicks. She’s just your average bookish writer on a quest to bring great storytelling to organizations everywhere.

spring 2015

HAVE YOU EVER WONDERED

WHAT’S THE CONNECTION BETWEEN YOUR LOCAL CHAMBER, THE STATE CHAMBER, AND THE U.S. CHAMBER?

e have had a fair number of conversations recently with Helena Area Chamber of Commerce members concerning the relationship between our chamber and the national chamber and also the state chamber of commerce. The Helena Area Chamber of Commerce holds memberships with both the U.S. Chamber and the Montana Chamber of Commerce. Those two organizations are not related in any way to our chamber nor do they regulate or control our chamber. The national chamber and state chamber have a little different focus for their program of work, as the majority of their mission is to advocate for business through their lobbying efforts. Both organizations have strong influence in these lobbying efforts 32

and make their position decisions based on what is best for the most businesses. What contributes to their success is the fact that they are willing to take on the tough issues and work to create legislation that is better for most businesses. Your local chamber on the other hand, has a much broader focus. We obviously advocate on the state and local levels, and on the rare occasion, a national issue. However, we can survey members on issues and use the will of most of our members to influence the issues or legislation that we take a stand on. Still working on the “best for the most” principle, however, focusing on Helena area businesses only, not an entire state or nation. Continuing with the “broader focus”, your local chamber offers

Business to Business Connection

benefits and ROI (“Return On Investment”) from our many programs, learning opportunities, events brought to town/ or supported, being the information clearinghouse, tourism promotion, and much more. Hopefully, this clears up a sometimes confusing connection with these other organizations. Do we sometimes work with them and/ or support them in their efforts? Surely. Do we always agree with their stance on every issue? No, we do not. Another confusing part of this can be the U.S. Chamber Federation partnership that allows all of our members to receive a complimentary membership with them (valued at $500.00 per year). With this partnership, our members receive news emails to help keep informed on national

issues and they receive some membership benefits such as the business resource center that helps small businesses with business forms, or the discounts for using FedEx, Monster, or other business programs. None of this partnership includes endorsing the U.S. Chamber’s many stances on federal issues by our chamber. They don’t expect that from our chamber. They just extend this to smaller, more rural chambers to expand the outreach and benefits to small businesses. With elections in the air, it is prudent to note that the US Chamber has a PAC (Political Action Campaign) that raises money separate from memberships that is specific to their campaigning on issues and candidates. None of our membership to them contributes to these ads or political actions. n

Featured are five extraordinary businesswomen: Sara Medley - Mountain-Pacific Quality Health Jena Sabatini - Hampton Inn & Residence Inn Julie Ludtke - Boxwoods Shalon Hastings - Taco Del Sol & The Hub Sherri Ohs-Mosley - Montana Records Management

By ALANA LISTOE pages 34 - 38

CEO Says Helena Company Is The Best Kept Secret In Improving Health Care Quality Many are unaware of the successful business located at the end of Cooney Drive where it’s called home for decades, and where 125 are employed is Mountain-Pacific Quality Health. Sara Medley Mountain-Pacific Quality Health

common goals to improve patient care, EO Sara Medley has been at the create healthier communities, and helm since the non-profit ultimately lower health care costs. organization began the beginning. She is passionate, enthusiastic and She says bringing more awareness dedicated to organization that’s given to who and what they do has been a her a lifelong career. constant goal because Sara Medley grew up in she doesn’t want to be "If you go outside Helena, attended Carroll considered the best kept and walk it invites College studying health secret in improving the conversation and information management, quality of health care, promotes wellness." and gained employment which happens through with St. Peter’s Hospital and education, initiatives, a quality improvement program. She and technical assistance. was recruited to work for the Montana “This business is not very sexy,” Foundation for Medical Care and knew Medley said. “It’s not something everyshe’d found the perfect job. one cares about until they need it.” “I loved it and I immersed myself in In 1973, the organization started it,” Medley said. serving Montana medical providers She’s a professional woman by and medical centers to ensure the choice, but also a mother and wife best quality health care is provided to that’s deeply committed to family. “I’ve every patient, at the right time, every made this women-friendly so we can time, by bringing together providers, do all the mom stuff,” Medley said. practitioners, partners, and patients to “Family comes first and that’s always build and share knowledge. been my mantra.” Today, the quality innovation She committed to a healthy worknetwork, also serves Wyoming, Hawaii, life balance and believes in extending Alaska, the U.S. Pacific Territories that to her employees. That balance is of Guam, American Samoa, and the important, Medley says, because it’s Commonwealth of the Northern not only healthy, but being flexible is Mariana Islands. By collaborating with a critical yet intangible benefit in the providers, practitioners, stakeholders, work environment. patients, and their families with

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While Medley has essentially worked at MPQH her entire career, it never gets old because every three to five years the organization gets all new contracts with new scopes of work, so everything changes. Through one period of time there could be a focus on immunizations and the next it could be pressure ulcers. There are a handful of tenets in life that Medley firmly stands by, and that she credits much of her success to. The first is to lead from the front by not expecting staff to do anything she wouldn’t (she says this is also true with family). The second is to treat others the way you expect to be treated. Third, figure out a way to tell in a compelling manner “the why.” And lastly, there is no tolerance for laziness. She often is a tad heavy-hearted Friday afternoons because it means the work week as ended. Medley loves Mondays because it means she returns to the office after the weekend. “I’m so blessed,” she said. There has been a change in recent years in Medley’s professional world – good change. Last August, MPQH became one of only 14 organizations holding state contracts around the nation. That’s a huge success and one

piece of advice she offers to gain success and about being a good boss is to always higher staff who are smarter then you. Medley knows that meetings with staff are a necessary part of getting the job done, and she’s also dedicated to leading and active life. Her staff knows that if they request a meeting often that means a coats is required, because

she prefers walking meetings. “If you go outside and walk it invites conversation and promotes wellness because, we all know that sitting all the time is dangerous to our health,” she said adding that she’s gotten pretty decent over the years walking and taking notes without tripping. Medley says another way to stay

healthy is having a way stress relief that speaks to you, no matter how unique. In the past three years, she’s taken a liking to shotguns and takes her aggressions and frustrations out shooting sporting clays. She said she always feels better after taking aim, firing s couple shells, and blasting away a flying clay. n

Striving For Perfection Takes Attention To Detail When Jena Sabatini met her husband Andy while attending college, they shared entrepreneurial genes, but neither wanted to take over the businesses owned by their parents. The foundation was set and the motivated couple knew that hard work and determination were in their futures.

ena Sabatini and her husband Andy own the Hampton Inn and the Residence Inn by Marriott. Jena says the hardest aspect of her job is living up their own mission to be cleanest and friendliest hotels in Helena. “That takes every employee, every day, being on top of their game,” she said. She also added: “We try to help our employees achieve that to reach our mission.” The Sabatini’s believe in being a strengths-based organization by finding out what an employee loves to do. She feel that providing opportunities based on their strengths will allow them to succeed and thrive. Jena said a good boss is one

Jena Sabitini hampton Inn & residence Inn

you if you take your mind off your that sets expectations, holds people goals." accountable and recognizes them Jena grew up Wisconsin, but once when they do a great job. She also said, she met the Rocky Mountains, she “Never ask someone to do a job you're had every intention to call it home. I not willing to do yourself.” entered the hospitality Hospitality is a career that women thrive in, "Never ask someone business because I and it’s likely, Jena says, to do a job you're not wanted to help people because taking care of willing to do yourself." experience the most they can while away from people comes naturally home,” she said. “When to them. Future hotel I get the opportunity to share with a owners shouldn’t be people who shy guest what I love about Helena, what away from hard work, because the 24they could do when they are here, and hour, seven-day-a-week job isn’t easy. then they walk away after having that “You have to take risks,” she said. “One of my favorite quotes is "obstacles amazing experience; I feel like I had a part of them enjoying their stay.” n are those frightful things in front of

spring 2015

Patience And Timing Are Most Important Julie Ludtke says gaining life experience and financial knowledge are great investments of time for those who want to become entrepreneurs. julie Ludtke boxwoods

Ludtke identified a void with ulie opened Boxwoods, a full closing of Cassidy-Grand, Inc., which service design store selling custom for about three decades or more sold order furniture, linens, fabric, rugs, quality furniture, interior design and lighting, accessories, and gifts, in 2003. items from around the world. It was Its success can be attributed to three owned and operated by Jane Cassidy, things: quality products in styles and who Ludtke calls the “the brands not offered in the Queen City, an "I surround myself queen” of interior design in impeccable staff led with good people Helena. It’s through deep by Manager Brittany and I couldn’t do it understanding for design and Minor, and stellar, without them." her willingness to call upon personal service. experts to help that Ludtke has From a young age, been successful at offering products Ludtke was regularly rearranging her bedroom. What started with placement and design work that’s well-known in town today. Her parents were small of knick-knacks, later became business owners so she grew up seeing rearranging furniture as soon as she what hard work and discipline it took was strong enough to scoot it across to become a business owner. the floor. “She took it and ran with it,” Ludtke was in the first graduating Cassidy said. “I’m so glad she did class from Capital High School and in because it fills a gap. She’s a quality act all of her jobs since then, she has been and I think she has a really beautiful involved in design or efforts involving operation.” making homes beautiful. She worked Like many other successful for a construction company helping business owners, Ludtke credits them with projects, design and kitchen those around her. “I surround myself planning. Ludtke considers herself very much with good people and I couldn’t do it without them,” she said. There are a a self-taught learner, although she is handful of employees at Boxwoods, quick to credit the knowledge shared turnover is extremely low, and from experts along her path, including Ludtke said they are key to Boxwood’s mentor Jane Cassidy, who is 82. Jane success. As an employer, she tries to still lives in Helena and will often still pay them well, never micro-manages, work on a project for Julie.

Business to Business Connection

and employees get the added bonus of purchasing furniture at cost. “No one at Boxwoods works on commission, nor will they ever do so”, Julie added. Her biggest pet peeve is television shows like “While You Were Out” a TLC reality series where rooms are secretly redecorated while the homeowners are away. “I hate that show; they’ve wrecked so many people’s houses,” she said. Ludtke says one of the most common mistakes people make when it comes to design is looking through a magazine and thinking it will automatically work for them or they do not stay true to the style of the house. She said medium tones are the easiest to work with, although crisp white is her favorite. When picking a paint color for walls, she says first look at the floors and the furniture because those are the most expensive to replace and therefore components that are likely to remain the longest. Natural light should also be a consideration when picking paint and she noted that some colors that make great accents can sometimes be startling on walls. Ludtke said a home should make you decompress. “It should be a place you come where you feel love and feel safe,” she added. She strives to provide that feeling for her clients. n

Success Of A Business Starts With Service And Consistency A restaurant and a coffee shop in Downtown Helena in just ten years have put Shalon Hastings on the list of successful female business owners, and she might just be getting started. .

shalon hastings taco del sol & the hub

creator of Taco Del Sol, whom she’d hen asked what was on her gotten to know through a business plan bucket list, Shalong Hastings competition class in college. She exsaid opening a specialty market, a pressed a sincere interest in opening one breakfast joint, a cocktail lounge, and Helena because her intuition told her it an urban tack & feed store. And, she’s would do well here. They agreed that the got the gumption! She’s also got the first step would be to manage the Taco business know-how, combined with Del Sol in Downtown Missoula to get a can-do attitude, and the traction to hands-on training about the business. make it happen. Two years later, she moved to Helena Hastings is a Montanan who was and their agreement came to life. born in Lewistown, attended grade In a recent expansion of her school in Roundup and high school holdings, Hastings purchased The Hub in Helena. She has four siblings and coffee shop. her parents both came from families Last month, she was selected by of nine. So she has the good fortune the U.S. Small Business Administration of having lots of aunts, uncles and as Montana’s Small Business Person cousins. She earned a degree in of the Year for a mediummanagement and marketing from the "Keep consistency at sized business with 11-50 University of Montana the front of your mind employees. Hastings said a key ingredient to in 1999. “Literally, not all of the time." a successful business is having a plan for after absolutely consistency. graduating college, I “Keep consistency at the front of hit the road for Seattle to visit some your mind all of the time,” she said. Montana friends that had moved “Consistency in the hours that you there,” she said. are open; consistency in the training; She interviewed, was offered, and consistency in how you communicate accepted a job as a claims adjuster for with your staff; consistency in how you an insurance company and started a make your product; and consistently month later. While she loved the city, she hated the job, and missed Montana. have what you are advertising on your menu and available to your She returned and spent eight months customers.” working minimum wage jobs. Shalon said it’s critical to be attentive She then approached Dave Beaton,

to customer’s needs, wants and requests without ever taking offense when they ask for something in particular or give a suggestion. Helena, it seems to Hastings, has a strong number of female business owners. However when she is out attending trade shows, it seems more populated with men. “While attending these trade shows and checking out related businesses in other towns and cities, I do feel like I am being discounted as a potential client and business peer by some of the companies, and I think it has something to do with my age and being female,” she said. “I simply move on and tell myself that it's their loss that they won't be doing business with me and that they've shot themselves in the foot.” Hastings says if an idea about opening a business has been swimming around for more than a year, start writing down thoughts or keeping a journal. And one more key piece of advice she said for those considering business ownership is to take yourself seriously. Because if you don’t, you might sell yourself short. “Why not think big,” she said. “Somehow, some way, if it's meant to be, it'll happen… you'll make it happen.” Hastings is the epitome of setting a goal, working to achieve it and believing in yourself along the way. n

spring 2015

Montana Mom Stays The Course And Earns Success

sherri Ohs-mosley montana records management

nce her children were grown, Ohs-Mosley started taking classes in pre-med and small business intending to transfer to Montana Tech or Carroll College to earn a bachelor’s degree, and was also overseeing three small businesses in Belgrade. She juggled it all while traveling with her husband (Karl Ohs) who was heavily involved in statewide politics. “Somehow I managed to pull it all off for a couple of years, even purchasing another business, Mergenthaler’s Records Management during that time and renaming it Montana Records Management, LLP,” she said. When it became apparent that Helena was going to become our permanent home, she sold the three Belgrade businesses and their home there. In 2007, she lost her husband (Montana’s Lt. Governor Karl Ohs) to brain cancer, which led to a full-time career and assumption of duties at Montana Records Management, LLP. This left no time to focus on studies. She returned for a semester last year, but has accepted that school is not the cards at this point in her life. She’s not afraid of hard work, but says that doesn’t mean you have to get up before the rooster crows. Ohs-Mosley is admittedly not a morning person. “I often don’t arrive at work until 10:00am, but I stay late if I have to. This is a testimony to my staff who does arrive early and gets the business going.” One of the hardest aspects of running your own business, she says, is the human resource management and trying to stay informed of new laws and regulations governing the information

Business to Business Connection

Sherri Ohs-Mosley is a Montana native who attended Catholic school in East Helena one block from her family’s house. She’s lived in a variety of communities besides Helena— including Shelby, Bozeman, Big Sky, and Livingston — but she has never lived outside of the state. Her children were raised in Belgrade and enjoyed the small town atmosphere and smaller school system. management industry. “Security is a big part of information management, so I am continually upgrading our systems, firewalls and fortifying the building to give our customers the value they need and deserve, “ she said. “It doesn’t come without a high monetary cost.” She says the segment of information management conducted at Montana Records Management, LLP seems to attract more male applicants due to the heavy lifting and CDL driving requirements. “Every business has the office work that goes with it so those positions have been filled with more women, but I have interviewed just as many men as women for these jobs.” Currently there is about a 2:1 ratio men to women on the staff,” she said. For anyone interested in starting their own business, Ohs-Mosley recommends that the first step is identifying a passion or what she describes as the “fire in your belly.” Then, one must become educated as to provide customers with the best value for their dollars. “Excitement and knowledge together create a recipe to begin your path to success.” she said. “You must believe in your product or service, and then you must convince the public what you have is something they need or want” Osh- Mosley said, business owners must have the ability to create a relationship of trust with customers so they will be return and/ or will become your best marketing tool. She said it’s imperative to do the metrics, crunch the numbers, and grow slowly. Also, she recommends you have a good relationship with a financial institution to provide guidance and

funding, both short-term and long-term. Another recommendation is that you attend conferences and trade shows to keep abreast of the changing environment. Finally, one of the most important details Sherri feels is important is to surround yourself with trustworthy and supportive staff and employees. “You are only as good as the people you surround yourself with, so make wise choices,” she added. This is why thorough interviews are a must. Often, Ohs- Mosely will ask personal (and appropriate) questions more than job related ones. “This gives me an idea about the prospective employee’s values and work ethic,” she said. “A good prospect will be open and honest, speak highly of family and community, and have a work history that shows longevity with past employers. You can train anyone to do a job, but the job must fit the person, not the other way around.” A sense of belonging is one she instills at work. She doesn’t micromanage but she pays attention allowing employees the freedom to make mistakes, learn, and do it again right without fear of retaliation. It’s also important for her staff to know that family is important. “They are welcome to stop by or call during office hours.” she said. “We keep a well-stocked snack and drink kitchen that everyone is welcome to on the company’s dime.” It often takes time and thoughtful choices, but the essence of balance can be found in life, and the appearance of what that looks like can be found on Ohs-Mosley’s face. Ohs-Mosley is now married to the former Montana Adjutant General Randy Mosley. n

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spring 2015

5-YEAR TREND REPORT

HELENA BUSINESS CLIMATE

Your Montana Capital City From 2010 through Dec. 2014

FACTS TO REMEMBER > Historically Most Stable Economy Of The Larger Cities In Montana > Higher Median Income Levels > Many corporate offices located here > 46% of Local Economy is State Govt. Jobs (71% if add in Fed/Local Govt.) > 82% of L&C County’s population lives in the Greater Helena Area > Helena’s share of Lewis & Clark County’s employment & income is close to 90%

Policom Ranking for Economic Strength of 577 cities across the nation:

2010: 2011: 2012: 2013: 2014: 40

6th 2nd 2nd 2nd 3rd

Business to Business Connection

Employment unemployment rates DEC. 2010 5.1% DEC. 2011 5.2% DEC. 2012 4.4% DEC. 2013 3.8% Nov. 2014 - 3.3% (Montana - Current- 4.2%) Median Wages $34,114 (median) $40,456 (average) $39,407 (per capita income) (highest metropolitan city in MT under 50,000)

Business Facts > 78% of all businesses in the Helena Area have 10 or less employees > There are approx. 3500 businesses in the entire Helena Valley > 3000+ Jefferson Co. & 600+ Broadwater Co. workers travel to Helena to work each day

Interesting fact: Helena has the largest population within a 90 minute drive of any city in Montana 226,000 people (doesn’t include Missoula which is 10 minutes further away!)

City Home Permit Info Of 205 Residential permits = 48 total new residences Single Family Dwellings (within city limits) Home Cost Analysis: 26 – under $200,000. // 15 - $200,000+ // 6 - $300,000+ // 1 - $400,000+ Of 205 Residential permits = 31 total new multi-family Dwellings (within city limits) Cost Analysis: 14 – under $300,000 // 6 - $300,000+ // 2 - $400,000+ // 3 - $500,000+ 3 – 2+ million // 3 – 3+ million // 1 – 4+ million Average Home Sale Prices 2010 - $213,705 // 2011 - $208,486 // 2012 - $210,351 // 2013 - $221,821 // 2014 - $229,894 835 homes sold in 2013 // 869 homes sold in 2014 // 134 Average Days on Market (Includes single family, condo & townhomes) (Helena Association of Realtors)

Housing Starts // Lewis and Clark County: Housing Starts: (excludes Helena) 2012 – 212 // 2013 - 257 - Up 28.9% // 2014 – 203 - Down 21%

Education of workforce > 25.4% have some college > 5.1% Associate Degree >2.7% Professional Degree > 21.3% Bachelor’s Degree > 6.9% Master’s Degree > .8% Doctorate Degree

Over 62% with higher education at some level!

commercial building permits > 2010 – 231 permits - $53.7 million > 2011 – 215 permits - $42.0 million > 2012 - 209 permits - $50.4 million > 2013 – 215 permits – 48.1 million > 2014 – 229 permits – 49.3 million

cost of living index 2011

2012

2013

2014

Overall Index

100%

106%

104%

Food

108%

110%

Utilities

92%

94%

Other

100%

103%

102%

residential permits > 2010 – 244 permits = $29.2 million > 2011 – 211 permits = $26.5 million > 2012- 195 permits = $27.4 million > 2013 – 215 permits = $26.5 million > 2014 – 205 permits = $41.8 million

PLUS 248 permits for septic in the valley outside city limits….(comp. to 232 in ‘13 and 254 in ’12)

spring 2015

projects finished in 2014

tourism

> Cinemark Expansion – 2.3 million

Helena Hotels – 2014 > Occupancy was up 3%

> Early Learning Center - 1.1 million

> Average Daily Rate was up $2.09

> TJ Max Build out - $700,000

> Revenue per available room – up $2.65 (Rev PAR)

(permitted in 2013)

> Carroll College Dorms – (2) 4.4 million > Panda Express – 1.1 million > HAC Investments – 1.3 million > Mt. Hospital Assoc. - 3.5 million (includes SMA Architects) > Super One Foods – 11 million (opened June) 52,000 sq.ft. > L&C County transitional housing building on 16th – 1.2 million > L&C County Cooperative Health (9th) - 4 .0 million > Summit Aerostructures – part of a 25 million project > Big Lots (old Staples) ¾ mill. > PetSmart (old Micheals) 1.1 million > FedEx Facility – 4.7 million

> Remington Apts. - 240 Units -McHugh Dr. > Boeing Helena Expansion – 10.7 million (part of a 35 mill project) > Carroll College Hunthausen Activity Center - large project > Payne Financial– 2.8 million > Sherwin Williams – ¾ million > Montana Eyecare – 2.37 million

coming large projects > Blue Cross Blue Shield – 100,000 sq. ft. building > hobby lobby – 50,000 sq. ft. building

Helena Regional Airport update > Maintained strong passenger loads ensuring 4 major hubs (Seattle, MSP, SLC, Denver)

large projects started in 2014

> Revenue up $1.46 million compared to up $309,662 in 2013 Smith Travel Research Report

Business to Business Connection

> Expanded short term parking lot, plus energy-efficient Lighting > Upgraded snow fleet w/$1 million in equip. > Expansion at Boeing (35 million) and new mfg. plant – Pioneer Aerostructures > MT. Army Nat. Guard – added new helicopters to strengthen their long term mission Coming to the Airport: > Automated long term parking lot pay system > Planning study for future terminal expansion and runway/taxiway improvements > $38 million expansion of MT Army Guard facilities at the airport

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Top 100

LIVIBILITY.COM 2013: Named Helena one of the Top 100 Best Places To Live (Quality of Life & amenities of 1700+ US Cities)

> City of Helena

> L & C County

Top 10

Helena was named in the top 10 Best Travel-Worthy State Capitols by USA Today’s Readers’ choice contest.

> Helena Airport Authority > Helena Association of Realtors > Montana Building Industry Assoc. > www.policom.com

chamber requests Relocation Packets 2000+ last year Tourist Packets Mail out over 20,000 guides per year to requests plus distribute additional 10,000 guides (30,000 total)

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