November/December 2018 by Connect Business Magazine

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CONTENTS

November | December 2018

COVER INTERVIEW

COMPANY PROFILE

Tokyo Sushi & Hibachi

Ballman Roofing & Coating

Ace Home & Hardware

Wu Lin’s Life of Learning

They’ve Got It Covered

Building on the Family Business

HOT STARTZ!

New Area Businesses

MANKATO

Inspire Health & Wellness

NEW ULM

The Retz 227 MANKATO

Farrell’s eXtreme Bodyshaping

AG FOCUS

Focus on Agribusiness

DEPARTMENTS

Introduction

A Day In The Life

FEATURES

Connecting Back

Collaboration Connection

Entrepreneurial Insight

Collaboration Connection

Connect Network

Bulletin Board

Ask A Professional

Good Vibes and People in Watonwan County

Long-Lived LaSalle Meats Continues to Serve

Workforce Shortage Looms Large Collaborating for Regional Vitality

Connecting Southern Minnesota Business People Since 1994

Kathy Sanger, Rasmussen College

Nathan Stolt, Tech Connect Plus

Connect Business Magazine www.ConnectBiz.com Channel: Connect Biz TV

STAFF & CONTRIBUTORS

CIRCULATION

ADVERTISING

Publisher: Concept & Design Incorporated

12,100 for November/December 2018

Call: (507) 232-3463

Editor: Lisa Cownie

Published bimonthly

E-mail: sales@connectbiz.com

Art Director/Staff Photographer: Kris Kathmann

CORRESPONDENCE

Contributing Writers: Carlienne Frisch, Mike Hahn, Kerry Hoffman, Tim Penny Production & Circulation : Becky Wagner Printing: Corporate Graphics, N. Mankato Mailing: Midwest Mailing, Mankato Cover Photo: Kris Kathmann 4

November | December 2018

Mailing Address: Connect Business Magazine P.O. Box 176 Nicollet, MN 56074 Send editorial correspondence to: editor@connectbiz.com

Information: connectbiz.com/advertising ABOUT CONNECT Locally owned Connect Business Magazine has ‘connected’ southern Minnesota businesses since 1994 through features, interviews, news and advertising.

Web: connectbiz.com

Connect Business Magazine is a publication of Concept & Design Incorporated, a graphic design firm offering print design, brand design, illustration and photography. Learn more at conceptanddesign.com.

Phone: (507) 232-3463

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INTRODUCTION

Stories of Good, Old-Fashioned Hard Work When writing this issue, a theme quickly popped out at me: all of our featured characters know the value of good, old fashioned hard work. They all came to learn that at a very young age. Our cover story, Wu Lin, epitomizes what it means to have a dream and do what it takes to make it come true. Leaving China to experience the rigorous training of a sushi chef in Japan was just the beginning of Lin’s journey. He eventually landed in America, where he is now a citizen raising a family, running a business and making a life in Mankato. Then there is Mark Ballman, who banked on his reputation to build his roofing company one client at a time out of his home office. A decade later he has his own facility, 35 employees and a company culture built to last. Jennifer Johnson of Ace Home & Hardware in Marshall started working at the store she now owns when she was a teenager. All of these have remarkable stories that I know you will enjoy.

Lisa Cownie

Happy reading, and hopefully, learning,

EDITOR

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Business Snapshot

Managing Partners Paul Borchert and Jeff McDonald.

True, Honest, Focused

The Canopy Group insurance agency, based in Le Sueur, is making waves by rapidly growing its business.

he Canopy group was named the 2018 Agency of the Year by the Minnesota Independent Insurance Agents & Brokers Association, and for good reason. In recent years, The Canopy Group has quadrupled in size. Six years ago they had two carriers with a million dollars of premium per year. Today, they have over a million dollars of premium

per year with more than 10 carriers. The Canopy Group has been selling insurance out of Le Sueur, Minnesota since 1930. They also have offices in Belle Plaine and Minnetonka. Managing Partners Paul Borchert and Jeff McDonald joined the group in 1991 and 1996, respectively. Both Borchert and McDonald graduated from Mankato East High School and from Minnesota State University in Mankato, and maintain strong ties to Southern Minnesota. “These small towns foster some really good people, and some really good development. Almost all of our employees are non-metro. It is pretty easy to be a big fish in a small pond, but it’s hard to make that pond expand. The only way you can do that is with a truly consumer-driven process and product that kind of catches fire. And that is what we did.” The explosion of growth was no accident. Borchert explains that in 2012, they decided to “rev it up a bit.” They called a meeting on a Tuesday morning,

and proposed an idea, “Every year, we’re going to shop our clients’ insurance for them. Everyone thought it was a crazy idea, but I asked, why? This sounds like a really good idea to me. It’s what the consumer wants, but 80% of the marketplace can’t do it because they only represent one carrier. The other 20% won’t because they don’t want to.” “The focus shifted from what was easier for us to what was easier for the client. Shopping our clients is a lot of work, but that’s what you hire us for.” To make the plan work, McDonald explains that two things had to happen: “We had to create the processes and then the marketing to bring in new customers. If we can’t do that, this doesn’t work.” The Canopy Group developed a process that works by segmenting each independent stage so employees become really good at what they do. “We have a team dedicated to marketing, another team dedicated to processing new business, a team focused on daily

Sponsored Content customer service and another team that is focused on renewing business so that we remarket it to make sure you should stay where you are. We recently added another team just for people who didn’t come to us the first time. We still keep our promise by remarketing them a year after they decided not to go with us.” Borchert adds, “There is not another agency in the state that does what we are doing.” Cara McCann was brought on board as Marketing Communications Manager in 2013. “We knew we had to educate people on why we were different. Not a lot of people had heard of The Canopy Group. We led with WCCO because they had a good reputation, and they had such a broad reach. We’re all Southern Minnesota folk, we all know farmers who are in their tractors day and night listening to WCCO weather reports, market reports, and so forth. We felt we’d be in good hands. They introduced us to some digital products and marketing that were new to us.” McCann’s marketing initiatives have paid off. Borchert explains, “That was a gigantic leap of faith and a lot of money. They stayed on the message, and it just exploded.” “Our reps don’t cold call, 100% of the leads call us, and then we walk them through our process. Our employment has grown from 12 or 13 people to 33 or 34 employees. We’ll have 300 people call us this month for insurance. There’s a huge need, and we can be an advocate. I let our agents be really good at being insurance agents, and we take over the business part of it.” “By marketing our message and educating the client, it gives the client the ability to learn more about us and get in touch with us when they’re ready. Now when we’re having a conversation, we can have a true conversation,” adds McDonald. McDonald has successfully duplicated these processes and marketing strategies on the commercial and benefits side of the business, but with a twist. “The little bit of a twist is that many of my clients, or prospective clients think that every insurance carrier wants to provide them an insurance quote.” McDonald explains that this isn’t usually the case, “Insurance companies don’t

necessarily want to provide you a quote on the commercial side of it because it’s a different animal. Businesses do different things, they are not as homogeneous as your home. Your home is the same as my home. They might look different, but the risks are really the same.” “Business is a lot different. We take our business clients and help them identify the difference between insurable risk and business risk. My job is really to make you look sexy to the insurance company. It takes a lot of time to walk through that with a business owner, but it’s worth it.” Borchert adds, “Business works when the customer wins.” The Canopy Group is committed to researching the best options for their clients. “We also shop the marketplace for the companies that we are willing to represent. If a company isn’t hitting in our system, then they’re just not competitive. We have access to more than 50 carriers, but we probably use 16 of them regularly. It’s easy for us to vet them. We just throw them into our comparative rater. We’re running 600-700 per month. If they’re competitive, we take them aboard. We are an advocate for our client base. If it’s not good for you, it’s not good for us.” “We work with a lot of regional carriers who are really great, but not always very well known. Our line-up is based on the carriers who are best for our territory; for the zip codes we represent. We actually share that data with the carriers to try to make them a little more competitive in the zip codes we‘re running in.” “Nobody has ever heard us say in a sales meeting, ‘OK, we should write more business with a certain company.’ The agent should do exactly what’s right for the customer. If you’re a client of The Canopy Group you might be driving home some night and we’ll call you and say, ‘I think we can move you to another carrier, pick up a couple coverages, and more importantly, save you $700 bucks.’” McDonald contends, “The reason it’s working is because we are doing exactly what we told you we would do. Our deliverable is true, honest, and totally focused on the client. When you do exactly what you say you’re going to do, people trust that. When you do it repeti-

The Canopy Group’s 2018 Agency of the Year Award.

tively over time, they become part of our incredible retention.” “Just do what you say you’re going to do, and be honest,” Borchert adds. “Before we put any marketing out there, we ask ourselves, Is this true? Is this something we can deliver on? If it isn’t, we can’t throw it out there.” “We have an average savings of over $600 per client when they come to us. That’s a real number; we’ve researched it.” THE CANOPY GROUP Locations:

Le Sueur, Minnesota Belle Plaine, Minnesota Minnetonka, Minnesota

Inception:

1930

Employees: 33 Phone:

Le Sueur: (507) 665-3364 Toll-Free: (800) 967-3389

Web:

thecanopygroup.com

November | December 2018

By Lisa Cownie Photos by Kris Kathmann

According to an old Chinese proverb, “Learning is a treasure that will follow its owner everywhere.” The life of Wu Lin, born in Fuzhou, China 34 years ago, certainly reflects that teaching. From learning the art of sushi, to learning English, to learning how to run a business: Lin says his constant yearning for learning got him where is today. Where he is today, is a long, long way from his birthplace. “A journey of a thousand miles begins with a single step.” For Lin that single step was discovering his true passion in the kitchen: sushi. A passion that led him on a journey from China to Japan and eventually the United States. His desire to learn the trade was so intense, he made quite a name for himself spending years watching Japanese chefs perfect their art, while he worked alongside them making the hot dishes. Eventually, friends invited him to work in a sushi restaurant in New York City, even though he had never touched a fish or actually made sushi. “In Japan, they don’t give you a chance to touch the fish because the fish is so important to the restaurant,” he explains. “It is so expensive, so even while training I was not allowed to touch it, only the chefs could. But I would always watch and learn and just keep working, working, working. Finally, I got a chance to go to United States.” “Be not afraid of growing slowly, be afraid only of standing still.” He had to remain patient even in New York. Where he again had to watch and earn his way into a sushi chef ’s good graces. But he knew if he put in the time, his day would come. “A chef in New York finally gave me a chance and I just every day worked on getting better and better at sushi,” says Lin. Not only had he not had a chance to make sushi before coming to America, but he also knew very little English. So along with learning the art of sushi, he was also learning a new language. continues > CONNECT Business Magazine

Wu Lin’s Life of Learning “I learned by being with people. Because I worked in a sushi bar, I got the chance to talk with customers sitting at the bar. I also learned by working with other American employees in the restaurant. So no classes, really I learned just by being with people. When I came to Mankato I really improved because I get to talk more and more with people that come here. I want to see what customers are thinking about my food and find out what I need to face to keep going.” He came to Mankato in 2014 when he purchased Tokyo Sushi & Hibachi. It was a restaurant in need of some rebuilding, not the physical space, but the relationships with customers. “Behave toward everyone as if receiving a guest.” Relying on that Chinese proverb helped Lin turn the restaurant around. “We try to greet everyone and listen to what they want from our restaurant,” he says. “If we talk to customers we can find out how to make things better.”

Still, that is not his proudest achievement. “There is a time for everything, do things at the right time.” In 2017, he became a U.S. citizen. “I feel good,” he says. “It was a goal I had so I can stay here and don’t have to worry about the status of my immigration. Now I can focus on bringing my family here and building a business and life here in Mankato.” In this interview, Wu Lin talks about his journey-not just the actual miles but his path to learning a new language and culture, how to run a business, and becoming a U.S. citizen. He also talks about how another Chinese proverb guides his future: He who is not satisfied with himself will grow. You are a long way from home. Let’s start by talking about where you grew up. I was born in Fuzhou, China in 1984. When I was 8 years old, my parents had to go to another country to work so my grandparents took care of me and my sister.

My parents worked for a clothing company. So as a little kid and all through high school I lived with my grandparents. After high school I went to work in a restaurant in China. After a few years I got married and that’s when my parents were able to come back to China. You started working in restaurants right out of high school, but you have no formal culinary training? No. In the beginning working in a restaurant was just something for me to do while I tried to figure out my path. But I found out I really liked it. So I learned by watching others and then just doing it. After three or four years in China, I got a chance to go to Japan to work in a restaurant. There I had some friends that wanted me to work in a Japanese sushi and hibachi restaurant. But I didn’t make sushi. I mostly cooked the kitchen food, the hot food. But working there I got to learn what sushi is. I could watch chefs prepare it, but

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Tokyo Sushi & Hibachi

Pathway to Citizenship

The U.S. government has certain steps that must be taken for an immigrant to become a United States Citizen. To become a U.S. citizen, you must: 1) Have had a Permanent Resident (Green) Card for at least five years, or for at least three years if you’re filing as the spouse of a U.S. citizen

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Wu Lin’s Life of Learning when you are new you can’t touch the fish. They don’t give you a chance to touch the fish because the fish is so important to the restaurant. They don’t want you to slice the fish wrong because then it would be wasted. But I knew sushi was something I wanted to do so I would always watch and learn. I had friends working in New York in a sushi restaurant and they told me to join them so I could get training in an American sushi restaurant. They were excited and kept telling me ‘you can make money doing something you love!’ That was in 2010. So to pursue my dream I left my family to go to America. I have a wife and daughter. But knew I would have them come when I could. But still at first in New York, I couldn’t touch the fish! I just had to watch the chef. You work with a chef and stay on the side and if they like you, you can learn more and more. Even in New York the chefs did not give me a chance to cut the fish at first

Is it Sushi or is it Sashimi?

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Sushi and sashimi are two Japanese dishes that are often confused, but are completely different. Sashimi always has raw fish as an ingredient but does not include rice. Sashimi are small thin slices of fresh fish. As we heard from Lin, the cutting technique of sashimi is one of the most rigorous during training for a sushi chef. If the fish is cut too thick or too thin it can affect the taste. Different fish require different cutting techniques. Sushi, on the other hand, doesn’t necessarily have raw fish as an ingredient. It’s really all about the rice! Vinegared rice is the foundation, then other raw ingredients which may include fish and vegetables are added and rolled.

Tokyo Sushi & Hibachi because fish is very expensive so if the cut is no good it would be waste. Good sushi chefs have high standards. People may think making sushi looks easy, but it is not easy. There are many steps. You must learn how to clean the fish and tie bone. Plus rice is a big part. That’s how you start by learning how to cook the rice. Then how to work with other ingredients like cucumber. What people don’t understand is that the basic work also builds body muscle and muscles in your hand. When you are a sushi chef, hand muscles have to be trained so you can hold the knife more comfortably. I remember when I got my first touch of the fish in America. A chef was willing to teach me and I worked hard to learn it. Then I got to know more and more people in the business, so more opportunities started coming to me. I left New York to

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The Scoop on Sushi • Tataki is mostly raw, but the fish does have a sear on it. It was invented in Japan in the 19th century but is not considered to be very traditional at all. • The term sashimi means pierced meat. It is a phrase coined because of the method Japanese fishermen use to kill the fish: they catch the fish on a long line, pierce the brain of the fish, and then store it in an ice bath. • Killing the fish immediately after catching it reduces the amount of amino acid. Why is that important? It delays most types of decomposition within the fish. This process is known as Ike Jime. • The Sushi Restaurants industry is highly fragmented, consisting mainly of many small establishments that employ five people or fewer. CONNECT Business Magazine

Wu Lin’s Life of Learning

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Coming from New York and Boston, Mankato must have seemed so different. What did you think of it? It’s so small but the people here are so kind. It is totally different than the big city. Here people speak slowly, walk slowly, it is just more comfortable. Like with my daughter, she is nine and I finally just a few months ago got to bring her to live here with me. People here are especially helpful with her. I was looking for a school in Mankato for her and it’s hard because she cannot speak English so I didn’t know what to do. A customer that eats here heard that I needed to find a school for her and he told me that his son goes to Loyola. He told me Loyola would be a good school for her and helped me get her enrolled there. He was right. There they teach my daughter English, they have special class for her. People here in Mankato like to help others. I feel she needs special understanding and patience. Plus I like that it is a religion school. In my mind all

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It technically started In 1966 when a Japanese businessman, Noritoshi Kanai, brought a sushi chef and his wife from Japan with him to Los Angeles to open a nigiri sushi bar inside a Japanese restaurant known as Kawafuku in LA’s Little Tokyo. The restaurant was only popular with Japanese immigrants. Still, more and more sushi spots opened in Little Tokyo. Slowly word got back to Japan that there was money to be made in America. So young chefs made the trek from Japan, tired of the rigorous and restrictive traditional culture of sushi making there. Sushi restaurants didn’t start gaining popularity with American clientele until the 1980s when the California Roll was introduced. The California Roll certainly “Americanized” with only avocado, cucumber and some form of crab meat. Now, though, sushi restaurants have become more mainstream in the food service industry. IBISWorld says the sushi industry grew at an annualized rate of 3.3 percent from 2012 to 2017. IBISWorld predicts growth will steady out now, but in 2017 the industry in the United States had a total revenue of an estimated $2.6 billion. The industry employs nearly 23,000 and there are more than 3,600 sushi-related businesses in operation.

Tokyo Sushi & Hibachi religion is good for people. All religions teach people to be kind. That is what Mankato is like. People like to help other people. So yes, we love it here. It is just more kind than other places. The first time I came here I was thinking this is small town. But Mankato is very comfortable. You can get everything you need here. But Tokyo was hard to run for a business at first. Learning how to make sushi is one thing, learning English is another, but you also had to learn how to run a business. In the beginning it was very tough. So my mom and dad came here to help me. I was thankful because that way I didn’t have to hire too many management people. It’s good my family can help me because it allows me to keep working to build it the way I want. To build it like the restaurant I have in my thinking. It is my dream to have my own restaurant. In learning to run a business, I had to learn how to handle the employees. I learned I need to keep them happy so they want to work, but it was a challenge to find that balance. I have to push sometimes to make sure all are working to high standards and maybe some are not happy, so I have had to learn to manage employees. Also, employment laws here are challenging. But that is just something a business owner has to face. With my English sometimes I don’t know what it all means, but local people and my customers really help me. Customers will hear of my needs and find a company to help me with what I need. During these last few years I have learned more just by doing than I would have learned in school. Again, I just read, read, read everything I can to learn.

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What is Considered “Sushi Grade” Fish? You may have heard the term “sushi grade” when it comes to fish, but what does that actually mean? Turns out, just like the sushi roll it will go into, it’s a bit complicated. The term is more of a “selling point” than an actual standard. But here’s what the FDA has to say. The FDA requires raw fish be frozen (usually at -35 degrees Fahrenheit) for a minimum of 15 hours. This is part of the parasite eradication process. In most cases, when a large fish is caught on a boat and is intended to sell at “sushi grade,” it is immediately killed, gutted, and flash frozen until sold. The fishermen or suppliers, will sell the fish frozen to the vendor. The vendor can deem it sushi grade after checking the eyes, gill coloration, fins, and gut cavity. The vendor sells the fish on ice to a sushi bar at about 34 degrees. Once the fish is in the hands of the sushi chefs, it is portioned into smaller sections. The chefs freeze what they don’t immediately need, and then thaw one piece at a time as needed.

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CONNECT Business Magazine

Wu Lin’s Life of Learning

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Aside from managing employees, what other challenges came with the business? I had to learn how to price the food here. In New York and Boston things were more expensive and sushi could sell at a higher price. So here I had to face and manage that price would be lower. This town is medium level for income in the U.S. so I try to keep medium price for people who come here. I price the food so that it will move quickly and I can keep it fresh. So I don’t set the price too high, then everything goes fast. Also I had to figure out what kind of sushi and food people like here. So I listen to my customers and make changes when I need to. That is how I build the business.

From Fuzhou, China to Mankato, Minnesota With a population of more than 7.6 million people, Fuzhou is the capital of southeastern China’s Fujian province. Fuzhou in Chinese means “a city with good luck.” Fuzhou is known as a sprawling industrial and transportation hub. Its downtown includes the “3 Lanes and 7 Alleys” quarter of preserved Ming and Qing dynasty buildings. The mountaintop Yushan Scenic Area features the restored 10th-century White Pagoda. West Lake Park, dating to 282 A.D., is an urban green area with bridges and pavilions. Fuzhou lies on the north (left) bank of the estuary of Fujian’s largest river, the Min River. In 2015, Fuzhou was ranked as the 10th Fastest Growing Metropolitan Areas in the world by Brookings Institution.

Tokyo Sushi & Hibachi No matter when I eat here... lunch or dinner, any day of the week...you are here. How many hours do you work in a week? Since I started, I never really get time off. Now that my daughter is here I am taking more time off. I know kids need time from their parents. She is in school, but after school I need to teach her about this place and I want her to join some sport and make some friends. But before she came, every day I was working all day. But it’s okay. I need to work more than other people. If I have to hire I cannot afford it. How many employees do you have? Ten full time and some part time. I use many friends from China. So lots of friends and family work here. They come here and they like it here too!

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Is finding employees a problem? First, I hire people I have worked with before. I tell them, Minnesota is cold, and not everyone likes the cold. But like me, after they come here, they like it and stay. But it is hard to find people, especially for full time. I pay more because I know my employees have their families to pay for so I also give them good benefits. If you pay well and take care of the employees then they want to also help you. Also I advertise for jobs online, so for part time having Minnesota State University nearby helps. Part time is not so hard. How about vendors for fresh fish, are they hard to find? Chicago and Minneapolis have fish companies that I use. It’s good because over the years more and more sushi restaurants are starting in the Twin Cities, so that means more fish companies opening in Minneapolis. The fish market in Minnesota is getting bigger. The fish companies in the state get fish from the UK and Norway because in that ocean the fish is different. So it’s getting easier. When I first started there were no fish companies in Minneapolis. So I got from Chicago, which is still a good choice because they can drive from there to here. If I get from somewhere that is not Minneapolis or Chicago it is not as fresh.

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Wu Lin’s Life of Learning

Tokyo Sushi & Hibachi

“I don’t mind Shogun moving in. I believe all business needs competition. It is what pushes you. Mankato has so many people they need a choice. They can decide for themselves which one is better. Every business, every industry needs competition.” You used to have hibachi going where the chefs cook right in front of you. But in the last few years you have shut that down. With the big franchise Shogun moving in did that affect that? No, it is because the space we have here is too small for hibachi chefs. There is only room for two hibachi tables so it’s not worth the cost of two chefs to serve so few people at a time. To cover one hibachi table of five to eight for three hours, and probably only get two rounds in each night, well the return on investment just isn’t there. It’s not easy to cover those costs. I don’t mind Shogun moving in. I believe all business needs competition. It is what

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pushes you. Mankato has so many people they need a choice. They can decide for themselves which one is better. Every business, every industry needs competition. You just became a U.S. citizen! Yes! It was my dream since I was young. I need it for my life in the United States so I can bring my family here. I came to United States in 2010 to work. After I got my green card I had to wait five years to take the test. I studied for the test for many hours. My English is not good so I needed to read all the books about American History. I learned lots of English from that book. I would just read, read, read every

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Biggest lesson you have learned in business? If you have a problem, you deal with it and learn from it. I am still trying to get better each day at sushi, at English, at helping my employees and customers. Being a small business owner is really hard, very tough. I have found that confidence is very important not only for business but for anything. If you believe you can do something, and then you try it and you never stop. Plus, I keep learning. I read a lot of business publications. Reading is very important.

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day. I took the test and passed! One of my best days of life. That allowed me to finally bring my daughter here to live with me. She hasn’t been here long, but I can tell she is happy, even though she cannot talk English, she is smiling everyday. I hope to bring my wife soon. She is now going through the immigration process. We are doing it right, so still working on immigration. From the very beginning I just want to make a life to keep my family together. I want to do something to help other people, like the friends and family I have working here. I keep going for them. Even after many years with the restaurant it is tough. I just try to keep the food tasty, all employees happy and all the customers happy.

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Advice for others? You have to find your own style and find out what works for you. You can not copy anyone else. Whether you are Chinese, American, whatever...just treat people the way you want to be treated and take care of everyone around you and it should be fine. Your journey doesn’t end here, does it? No, I am going to just keep learning and keep going every day. Keeping working hard. During my whole life I learn every day and that’s not going to stop. Editor Lisa Cownie writes from Mankato.

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Tokyo Sushi & Hibachi 1829 Adams St, Mankato, MN 56001 Phone: 507-388-3338 Web: tokyosushihibachimankato.com

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Workforce Shortage Looms Large New Ulm-based Big Ideas Hopes to Bridge the Gap The Big Ideas initiative in New Ulm actually started as a small seed of a concept a few years ago. Mary Ann Christensen of Christensen Farms in Sleepy Eye and Rebecca Fliszar, a registered dietitian in New Ulm, were starting to look at post-secondary options for their children who were entering high school. They found those options were actually quite limiting. “We both identified a need within the community of New Ulm,” explains Christensen. “When researching the best options for post-secondary education for our children, it was quickly apparent that skilled trades were an area in great need throughout the State of Minnesota and beyond, yet these were not presented as a viable option to most students. Realizing that fewer students are exposed to Indus-

trial Arts classes and trades in general it was determined that the opportunity to discover skilled trades was needed in our community.” Statistics from the Minnesota Department of Employment and Economic Development (DEED) back up their hunch. Skilled trades careers such as carpentry, welding, mechatronics, plumbing and electrical, among others, are in high demand in Minnesota. DEED is predicting a great shortage. They are jobs that pay well. Yet they are jobs that many students aren’t pursuing as they leave high school. To combat that, Christensen and Fliszar created Big Ideas, Inc. in January 2017. The first phase of their business plan is to provide community education-style classes to introduce any demographic who wishes

Lisa Cownie EDITOR

to try skills in different trades. Executive Director Rebecca Fliszar says trades have taken a social beating and a back seat to four-year degrees and white-collar careers. Furthermore, she says, ongoing decline in enrollment in apprenticeships and two-year programs means the workforce shortage will only get worse. “We want to provide opportunities to discover, explore and learn real-world trade skills for ages 13-113 in a variety of trades, including: carpentry, welding, home maintenance, commercial sewing, upholstery, plumbing, electrical, and commercial

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cooking just to name a few,” says Fliszar. “Our intention is to provide a meaningful way to give people of all ages and stages of life the chance to try their hand at what may become a hobby, a cottage business, or a new career with classes that teach not only the “hard” skills associated with the curriculum, but also the “soft” skills needed to be successful in that trade.”

Not even two years old yet, Big Ideas is already seeing an impact on the community. “The impact seen in the community is increased awareness of the current and predicted shortage of skilled tradesmen, the increasing attendance in our growing number of skilled trades classes offered and the growing number of communities throughout Minnesota offering the Big Ideas, Inc. curriculum. Over the summer, Big Ideas, Inc. sponsored a demonstration build at the Brown County Fair showcasing the amazing talents of the local carpenters of Starry Night Construction out of Sleepy Eye. This event was a huge success and anyone in attendance can attest to the talent and skill demonstrated by these carpenters. We have also partnered with the Children’s Museum of Southern Minnesota on both their in-house Exploration Station exhibit that targets pre-k to fourth grades, as well as their Dig It! Events offering students in grades 8-12 first hand exposure to heavy equipment and the construction trades. We believe

that through this increased exposure, more students will consider skilled trades and realize the value that these positions hold in a community,” says Christensen. Classes are taught at high school shops, FACS labs and at cooperating industries. For a listing please visit BigIdeasUSA.org. Things are going well, but Fliszar says some challenges in breaking the stigma still exist. “The biggest challenge is engaging students and instilling enough confidence to enroll in the classes. Once enrolled, most students find skilled trades challenging, rewarding, and applicable to their daily lives,” says Fliszar. “While we are currently serving most of greater Minnesota, we are looking to expand those borders to include the entire United States.” The group knows they have a long way to go in turning things around, but believe they are off to a good start. “Achievement is the continued growth of our curriculum. The expansion to other communities and outlets means that more students will have the opportunity to explore

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CONTINUED: Workforce Shortage Looms Large

trades and realize how valuable our tradesmen really are,” says Christensen. They know they can’t do it alone. Because the workforce shortage affects all business and industry, it’s important for others to partner with them. “Big Ideas, Inc. is working to create a sustainable workforce currently as well as in the future. Businesses that see the

value in this mission can partner with Big Ideas by providing materials, instructors, advertising support and any other form of support to drive students into our classes and promote the value of skilled tradesmen in our communities,” says Fliszar. The group hopes to expand nationwide. “We serve anyone interested in the trades from ages 13-113. We have had students

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of all ages and ability levels. While some students may have some previous experience and others have never tried a skill before, we use active tradesmen to teach our classes; these tradesmen have done an outstanding job meeting the needs of all students at all ability levels,” says Fliszar. For more information or to find out how you can get involved, please visit BigIdeasUSA.org. Here are some of America’s highest paying trade school jobs. (The cited per hour wages are from the U.S. Bureau of Labor Statistics’ May 2017 estimates.) 1. Construction Manager . . . . $48.56 2. Rotary Drill Operator for the Oil and Gas Industry . . $27.01

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3. Boilermaker . . . . . . . . . . . . . $30.30 4. Aircraft Mechanic . . . . . . . . $30.07 5. Avionics Technician . . . . . . $30.60 6. Pile-Driver Operator . . . . . . $30.66 7. Plumber, Pipefitter, or Steamfitter . . . . . . . . . . . . $27.44 8. Electrician . . . . . . . . . . . . . . . $27.84 9. Crane Operator . . . . . . . . . . $26.78 10. Wind Turbine Technician . $27.25 Big Ideas, Inc. Board Members

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• Mary Ann Christensen President/Co-Owner • Betsy Pieser Vice President • Kaitlyn Pals Secretary • Valerie Johnson Treasurer • Joleen Koch Specialist Project Urban Farming • Sue Sullivan Specialist Project SkillSet Carpentry • Lynn Hacker Specialist Project Urban Farming • Staff: Rebecca Fliszar, Executive Director

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A DAY IN THE LIFE

Kathy Sanger

Lisa Cownie EDITOR

Campus Director, Rasmussen College There are self-help books, motivational blogs and leadership symposiums to help the business and entrepreneurial-minded make the most of each day to maximize productivity. Connect Business Magazine, though, recognizes we have great resources right in our own communities. So we are going right to local business leaders to give all of you a glimpse into how they manage their days. The goal is that readers may be able to take away little tidbits to incorporate into their own lives to be at their best in and out of the office! Twenty three years ago, Kathy Sanger was a new college graduate working as an evening admissions representative at Rasmussen College. Today, she leads the campus in Mankato that now serves more than 700 students. She has filled a variety of roles in her tenure at Rasmussen including Admissions Manager, Director of Admissions and Director of Campus Operations. She also fills a variety of roles in the community. The most important being that of mom to four children. In this segment, Sanger tells us how she manages running her household and running a campus without her sanity running away from her.

What is the first thing you do in the morning? I don’t consider myself a morning person but I usually wake up before my alarm goes off, so maybe I am. The first thing I do in the morning is turn on KEYC and grab the Free Press, I like to know what’s going on in the community. Then I will take the dog out, get myself ready and the house in order before my kids wake up—that’s when the action begins! After I get the kids where they need to be, I head to work, grab some much needed coffee and start working. For me, I need a routine. What is your “key” to juggling a busy career with raising four children? My mother would say to me that being a parent is the toughest job (which I agree) but I think I’ve been blessed with my four, they’ve been pretty easy on me. By no means are they perfect but we work really well together. They are my everything and I’m lucky to have them in my life. Jack (Senior in high school) and Rachel (Sophomore in high school) are a great help with my younger two,

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calendars, schedules, post-it notes and to-do lists. I try so hard to stay organized but never feel like I’m ahead of the game. I do keep multiple calendars everywhere (at work, at home, on my phone) and I have reminders going off constantly. I multi-task fairly often, which drives some people crazy. What do you like to do with your “free” time? I’m not really good at having “free” time, I’m better when I’m busy. Outside of my work at Rasmussen College, I spend my time being a mom. In the fall you can find me at football/volleyball games, cheering on the Mankato East Cougars. In the spring, I’ll be at baseball/track meets. When not watching sports, I enjoy going on walks, watching movies/reality TV (love Big Brother), doing yard work and checking out Pinterest.

Nick (1st grade) and Emily (kindergarten). When I told people I was expecting Nick, some thought I was crazy but I would be so lost without those younger two. I don’t want that “empty-nest” feeling. Life is crazy and busy but I’m able to lean on my inner circle of family/friends/neighbors. We all need that “support” and I have that. I try not to compare myself to other parents out there—because there are some really good ones that set the bar really high and I can’t compete with that and it’s okay!

What do you enjoy about working in your current position? First and foremost, the people (staff, faculty, students). After 23 years here, my co-workers are like family to me! We have been through a lot together and they make work FUN! Another thing I’m proud of is Rasmussen College has always been a big supporter of volunteering and giving back to the community, they allow us the time to do that. Currently, I volunteer with the Greater Mankato Growth Cavaliers; Educare; Cities/Colleges/University Group; Mankato East Boosters and at my church.

What is your main tip for staying organized? I have a bulletin board in my laundry room and it’s filled with

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Mark Ballman strives to create a culture of appreciation for his employees and shared passion for the roofing trade.

The materials and tools needed to build or replace a roof may seem basic: an underlayment, shingles, roofing nails, a nail gun and roofing knife. But it’s the tools you can’t see that Mark Ballman really believes makes a difference in his company. “The typical roofer has had some type of tough situation in their life,” says Ballman. “But most have got a good soul and a big heart. I learned this years ago and now I hire accordingly. In interviews I ask feeling-finding questions. If I ask for an answer and if it gets answered with feelings and anything from the heart - I know they will be a good fit. Anyone working for Ballman Roofing needs to be caring and have feelings for what they do and they have to care about their trade.” It’s a company culture that has worked for Ballman Roofing and Coating LLC. Over the last decade he has grown from four or so employees in his home office in St. Peter to almost 35 total employees from a 4,600sf facility in Kasota. “I had spent many years in the industry working for others and learned a lot,” he explains. “When I decided to go on my own, the adventure started with a commercial flat roof coating project at the Friendship Church in Prior

Lake, Minnesota. A board member there recommended us because of the way they were taken care of by me previously. They advanced money for the coating material and to help with other expenses such as labor. I hired four men to help with the project. I also purchased a truck from a friend to get us started. And just like that Ballman Roofing and Coating had its first project. Four weeks later we had our first project completed.” That was in 2008, now Ballman Roofing and Coating serves the commercial and residential market throughout the entire Midwest. The company has had a hand in numerous bigger projects over the years. For example, a few years ago Ballman worked on the Walmart Distribution Center in Mankato. His success, he’ll tell you, comes from the employees he’s come to rely on. continues >

By Lisa Cownie Photo by Kris Kathmann

Mark Ballman’s firm is the roofing subcontractor for the River’s Edge hospital expansion in St. Peter.

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THEY’VE GOT IT COVERED | Ballman Roofing & Coating

“Being on a hot roof when it is 90 degrees out all day. That’s tough and the work is hard. They put in many 10 to 12 hour days, go home and are back the next morning and heading down the road many times at 5:30 a.m. They never hear it enough but we all appreciate their work efforts.” “We have never had much of a turnover of field people. I used to go out in the field and work side by side with them up until about 4 years ago – I can’t keep up with them anymore,” he reflects. “I feel very fortunate to have the guys we have – all have big hearts and work awfully hard. Being on a hot roof when it is 90 degrees out all day. That’s tough and the work is hard. They put in many 10 to 12 hour days, go home and are back the next morning and heading down the road many times at 5:30 a.m. They never hear

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it enough but we all appreciate their work efforts. Never enough at-a-boy from us.” He has built the culture of the company around three key values: act like a service company not a construction company, treat others the way you want to be treated, and go above and beyond on every job. All are ideals he says he got from parents and grandparents. “I grew up Catholic on the family farm in Cleveland, Minnesota with eight brothers and two sisters. Working on a farm wasn’t easy and it was a lot of hard work every single day but with as many siblings as I had we made a great team. I would not trade it for anything in the world. We grew up with great grandparents and parents who taught us great work ethics and morals,” says Ballman. “There were times when I would tell my dad about an idea I had or something I wanted to do and if he didn‘t like it he would say ‘like fun you are’ as he walked away, not really allowing a counter argument. It wasn’t until years later I realized he was right. Sometimes the best answer is no. He sometimes made me sit back and figure things out.” And that’s how he has lived his life and runs his business: he just figures it out. “After high school I went directly into the work force and did not do any college! I always thought for what I really wanted to pursue that college was going to teach the same exact thing to

every student in the classes. Therefore everyone knows the same thing. Then when you compete for a job you have no advantage over the other person. Growing up on the farm, there were times if something broke you had to think of a way to fix it. Sometimes that took thinking outside the box. Believe me when I say I am positive my dad said to me “where in the world did you come up

FAMILY FIRST “I got married in 1980 to my wife Barb. Together we had 2 daughters, Rachel and Ann. Rachel now lives in Wisconsin with her three kids and Ann lives in Prior lake with her 3 boys. My first sales position I traveled to 14 different states in just about 3 years while Barb worked at the St. Peter state hospital. She retired a little over 3 years ago.”

LIFE’S GREATEST LESSON “An element that has been big in my life is the day I was offered a sales position with a company. I stopped at my grandparents’ home to visit and I told them I was offered the sales position and had accepted it. I never wanted to be a salesman growing up so this was a shock to myself as well. But my grandmother jumped up off her chair and congratulated me with a huge hug and kiss on the cheek. I can’t even begin to describe how in shock I was. First off, I had never seen her move so fast in my life. You would’ve thought someone was behind her with a hat pin. Grandpa then started talking about salesmen stopping by the farm to sell them farm machinery. He told me that the one thing a man never does is lie to another man! He explained if you lie and the other man knows the answer and knows you’re lying, he will never believe another word that comes out of your mouth for the rest of his life. He said he knew a few who lied to him in the 50 years he’s known them, and he would listen to that person talk but would never believe a word they said. He looked me straight in the eyes and asked me if I understood how important this lesson he was offering was, and I did. From that day on many, many, many times I have told people of what he taught me and the importance of it and I couldn’t be more thankful of what I learned that day early on in life.”

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THEY’VE GOT IT COVERED with some of these ideas!!!” Also believe me it wasn’t flattering in any way. I had a few one-on-ones with my mother about this. She told me straight up that I was different from my brothers and sisters. She told me ‘Keep thinking outside the box. Always keep thinking of great ideas for things.’” One example of that “outside the box” thinking came three years ago when he diversified and added residential roofing to his services. “We started a residential division called Ballman Exteriors. It has taken us a few years to find the right person to run it and we

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“If I am being interviewed to be hired, I let them know I do everything, so we have a long-term relationship. If there is an issue, any issue, they need to come to me and let me know, so I am able to fix it. I did not start the company for a financial gain. I started it to do what I love and take care of the people I love and that includes my employees. I take care of people when they have problems. I didn’t start this company to work alone. You do what’s right. It’s never about just the money. If I take care of business, business will always walk through that front door!”

ALL IN A DAY’S WORK “When I first started Ballman Roofing my typical day would start at about 3:30-4 a.m. I would wake up with my mind racing at full speed. I would do the bids, pay bills, work on work orders, put together folders, etc. I did this for about 6 years in my in-home office. Now with more help in the office I am able to come in at about 6-7 a.m. I still wake up at about 5 a.m. and have priorities in my head that I send myself emails and reminders to call people and other tasks that need to be done. General follow ups with others to make sure things have been handled all around the business. Many times, when I have the feeling that looking at where the company was and the direction I would like to go I start planning the next plan of growth.”

Ballman Roofing & Coating

“We started a residential division called Ballman Exteriors... We feel being diversified helps open other doors and opportunities for us to grow financially stable in years where the economy isn’t so friendly. The economy can’t control a hail storm!” finally did. We hired an experienced guy as our head residential manager and have had nothing but great results. He handles our siding, shingling, windows, and any bids that have to do with the residential side of things. We feel being diversified helps open other doors and opportunities for us to grow financially stable in years where the economy isn’t so friendly. The economy can’t control a hail storm!” The growth of his company has been explosive, but it has not come without its challenges. “The main challenge, for any growing company, is to try to grow a business and deal with a finance system where we do work and at times don’t get paid for 30-60 days. We have ordered hundreds of thousands of dollars in materials and paid for all labor to solve someone’s problem, but they don’t feel they need to pay for a long amount of time. Therefore it makes it hard to pay bills on time. I guess as they say, it’s always about doing what’s best for the business.” His passion for his employees is evident, but he plans to take it that extra mile. “In June of 2019, my wife Barb and I are setting up an offering of a percentage of the company to be employee-owned. I feel if our team is building the company, then they should own some of it!! If they own it, they will profit from it and our customers will always be better taken care of. Ballman Roofing customers are the employees’ customers. I think we all know of an employee-owned business and can agree that when it’s employee owned all the employees are getting 100% of everything that company gets. If you prove to be a

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“Over the years of building Ballman Roofing I have had good people at times and sometimes not good people. The hardest thing for me is when one of our people or a subcontractor does not deliver. It is my biggest pet peeve!!” leader and give a better product, you don’t need to be the low guy on the block! You need to consistently prove to the customer that you care and that you will always take care of them.” Ballman’s nature for wanting to see the good in all people though, has proven to be a challenge at times. “Over the years of building Ballman Roofing I have had good people at times and sometimes not good people. The hardest thing for me is when one of our people or a subcontractor does not deliver. It is my biggest pet peeve!! If something doesn’t go as planned and someone drops the ball and thinks it’s alright to walk away, I’ll always try to reach out to them, so we are able to sit down and go back to see where things went wrong. Even if this costs us money. All we have is our name! When I started the business, I was trying to think of a name. It came down to MY NAME, and my goal is to protect my name. I share my last name with my brothers and sisters so having that to protect as well is very important to me. The best way to protect the name is by having all the employees protect it with me and own a part of it! My end-run dream for all who have joined the Ballman Roofing family is for them to have an employee-owned company. They’re the ones that will end up with this after my dream is gone.” That’s why continuous training and

Ballman Roofing & Coating

development of his employees is also important to Ballman and his bottom line. “Commercial flat roofing has so many intricacies and details. Most people don’t understand what all goes into a roof system,” he explains. “The ongoing education roofers go through is more than most trades.” He knows after the next decade goes by, Ballman Roofing and Coating will look much different than now, employee-owned for one, in a new location for another. But he hopes the culture will still be the same.

“Commercial flat roofing has so many intricacies and details. Most people don’t understand what all goes into a roof system. The ongoing education roofers go through is more than most trades.”

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“I wonder at times like my dad use to say, ‘What were you thinking! Where do you come up with some of these ideas.’ I guess my answer to him would be if he were still around, that I was raised with morals and ethics. I grew up with a solid family life. Even being the black sheep, there were enough brothers and sisters to keep me in line and had enough time alone to dream. My question to him should be with 11 kids, what were you thinking?!? Maybe that was his dream!!” Editor Lisa Cownie writes from Mankato.

THE ESSENTIALS

Ballman Roofing & Coating LLC 45668 MN-22, Kasota, MN 56050 Phone: 507-519-1196 Website: ballmanroofing.com CONNECT Business Magazine

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But the challenge was in figuring out how to instill it into the more than 350 employees in North Mankato. The University believed it could find a solution, “Through this partnership, we wanted to develop an innovative process to deliver information which employees would internalize then replicate through their behaviors as they go about the performance of their responsibilities,” says Webster. “We wanted them to live what they learned. Because there are 10 competencies, we thought it would be best to deliver one training module per month focused on a single competency.”

“Through this partnership, we wanted to develop an innovative process to deliver information which employees would internalize then replicate through their behaviors as they go about the performance of their responsibilities.” - Teresa Webster

To help pay for development of this training, the University applied for a Minnesota Job Skills Partnership grant. They were awarded $180,983. With financing secured, the University turned to its Organizational Effectiveness Research Group led by Dan Sachau, to handle the project. The OERG developed a series of ten videos to use in introducing and training employees on the core competencies. “Our first two modules of training have been a huge success. The Univer-

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The Core Competencies to be developed in the training protocol address themes such as: • Teamwork • Compliance • Diversity & Inclusion Teresa D. Webster and Karen Johnson.

sity team has been able to interpret the language of Mr. Nagamori and make it relevant to our employees,” says Karen Johnson, who handles employee relations for Kato Engineering. “This form of training has been very well received as opposed to traditional lectures and sign-offs. Employees have been very receptive to watching the videos explaining the topic; for example, Passion and Enthusiasm and how it relates to our business success. Watching the video interviews of our coworkers has given a renewed sense

“This form of training has been very well received as opposed to traditional lectures and sign-offs. Employees have been very receptive to watching the videos explaining the topic.” - Karen Johnson

of pride in the product that we create here at Kato Engineering. It has been a reminder of the individual impact of embracing challenges and striving for

• Continuous Improvement • Effective Talent and Leadership Development • Organizational Performance Improvements

The goal is for employees to release former strongly held beliefs and paradigms when necessary in order to: • Embrace a new culture • Achieve expected organizational performance levels • Generate a powerful future for themselves and the organization.

excellence and how that leads to the success of our company.” Nidec is thankful Minnesota State Mankato had the resources to help them. “Working with Dan Sachau, Lauren Moffett and Alison Miotke has been a pleasure,” says Johnson. “They have been so enthusiastic about this project; bringing their knowledge, experience, and resources together to create this important training for our company.” The protocol can be used enterprise-wide for the benefit of Nidec and, most importantly, to the job satisfaction of employees across all ranks.

Locally-owned Connect Business Magazine is proud to partner with Radio Mankato’s KTOE to present this ongoing series.

MAVERICK ACADEMY Series 2018

UPCOMING TRAINING EVENTS

Manufacturing Leadership Academy New & experienced manufacturing Supervisors and Managers will explore various employee challenges to improve their performance as company leaders. Learn from experienced industry experts and exchange ideas among peers. Limited to 25 registrants.

DATES: 8 sessions. Meets on the 2nd Thursday of the month January thru August TIME: 2:00 - 4:30 p.m. COST: $795

Executive Leadership MSU’s Executive Leadership program provides new and emerging leaders unique perspectives on how to drive customer-strategic thinking across the enterprise. Gain best practices to manage teams, handle adversity, and define your personal leadership style and brand. Limited to 20 registrants. Price includes materials and assessments.

DATES: Jan 24, Feb 28, Mar 28, Apr 25 TIME: 8:00 a.m. - 12:00 p.m. COST: $795

Digital Marketing The Digital Marketing Academy will help you understand how to create and implement a high impact strategy. Clarify your brand and sales objectives, conduct a competitive analysis, identify and profile target audience(s) and create a strategic plan.

DATE: November 14 TIME: 8:30 a.m. - 4:30 p.m.

COST: $395

DEVELOPING LEADERS | MEETING INDUSTRY NEEDS

TO SIGN UP, OR FOR MORE INFORMATION: mnsu.edu/continuinged/maverickacademy.html All courses are held at the Strategic Partnership Center 424 North Riverfront Drive, Mankato, MN

AG FOCUS

Good Vibes and People in Watonwan County Recently, I had the pleasure of heading down the road to work on a couple stories for Connect Business Magazine. It had been a long span of time since I was given the opportunity to hop in my 2009 baby-blue Beetle and travel the back roads. I find that to be very invigorating. I don’t turn on the radio. If it’s not too steamy or chilly, and I know I will be on paved roads, the top gets opened. I listen to all the crunches, squeaks and other noises emanating from the doors and windows of The Bug as it travels down the uneven roads. I have always enjoyed that noise. I don’t know why, but I do. I figure there really is no reason for me to figure out why. I am too old for reasoning. Anyway, I digress. On this particular trip I ventured south

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from our dairy farm to the tiny city of LaSalle. Yes, LaSalle is a city, not a village like my stomping grounds of Searles, Minn. Look for that story on the following pages. It’s so fun for me to visit small-town businesses and learn of how they got from Point A to Point B. After visiting for the story, I purchased some delicious beef sticks, seasoned chicken breasts and smoked pigs’ feet for my dogs. It was time to move on, so I turned my Beetle west and headed toward Madelia. On my way to LaSalle, an ad popped up on my phone about a local brewery hosting a hops picking event in their back yard. I quickly messaged the owners to see if I could swing in and take a few images and talk to them for a short bit. The owners were amazingly friendly,

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November | December 2018

Kerry Hoffman AG CONTRIBUTOR

even in the rush of preparing for the pick. As we discussed their small brewery and the road that led them to opening a store front, Melissa, the co-owner said to me, “We are in a small community, we need to work together for everyone’s success.’ She said this in reference to my question in regards to having food to serve in the brewery. Nope. No food. “But,” she said, “The pizza restaurant will deliver here and you can go purchase a take out at the Mexican restaurant and bring it over here.” I don’t know why that statement of working together struck me as iconic, quote worthy and attitude changing, but it did. I am saving that quote for an upcoming story for the magazine. How nice it would be to have all business-owners think like that. It really should come as no surprise to me. I have been part of a team for as long as I can remember, and that’s a really long, long time. As a youngster, I was part of our family team. I distinctly recall my mother asking us to clean the mountains of junk in our bedrooms, vacuum and scrub down the bathroom before we left for family vacations. We, well I, threw tantrums, but it sure was nice coming home to a spotless house. As a student at New Ulm High School, I was a member of several athletic teams. And lest I forget, operating our dairy farm is a team effort. I may not be physically out there doing chores at this time of my life, but I am working in town to make sure our dairy farm survives financially. I am still part of the team. Sometimes I miss the hard labor involved with farming, but then other times, I don’t. It seems to me, my drive across Southern Minnesota with only the clackity noises coming from The Bug, teaches me something. What that is going to be from story-to-story is not known, but I plan on sharing with all of you. Until then, may all your sunsets be red! Kerry and her husband Steve own and operate a dairy production business in rural New Ulm. Currently, they are milking 140 cows with the help of one full-time employee and several part-time helpers.

Got an agriculture related story idea? Email our correspondent Kerry Hoffman at kahoffman@newulmtel.net

Long-Lived LaSalle Meats Continues to Serve

PHOTO: SUBMITTED

Drive through the town of LaSalle and you’ll notice most of the cars parallel-parked along the west side of the street. On the East side of the main street is the elevator. Then you see it, there above the entry door, is a sign welcoming visitors to LaSalle Meats. What started as a cooperative creamery, developed by area farmers to shore up the price they were receiving for their milk, has lasted the test of time. Sure, it’s changed operations a bit since its founding in 1901, but it’s sustaining and carrying on.

During the rapid consolidation of dairy cooperatives at the time, the board of directors of the creamery voted and chose to focus on processing meat products in 1959.

“They have come to understand that this is what I love to do.” The history of LaSalle Meats evolved from the efforts in trying to satisfy the needs of its city of 84 residents and area agricultural producers. “When the local grocery store closed, we opened this section of the store to meet those needs,” said Thiner, in reference to the convenience store area. Home-made seasoned chicken breasts, brats, beef sticks, hamburger and beef jerky can be found in the coolers. Also of note are homemade dog chews for just over a buck, dish soap, cans of soup, cleaning supplies; all those things you may need in a spur of a moment, like toilet paper. In the front of the building, Becky and Kevin Werner, of Mason City, Iowa, spent the morning visiting the meat market. Becky grew up just south of St. James and always finds time to steer her car toward the city of LaSalle. “Whenever I visit, I stop in and purchase some summer sausage and marinated

chicken breasts,” Becky said. “Nobody makes it like they do here.” Activity is also happening on the north side of the building, which serves as a place for livestock producers to drop off animals to be processed and put in the coolers or deep freezers for customers. Patrons take large quantities of frozen meat home to fill their own personal chest freezers. In 2017, more than 680 various types of animals fulfilled their purpose of becoming a consumer product. That number includes 339 hogs and 268 beef animals. The remaining numbers come from buffalo, goats and lambs. There are eight smokers available for seasoning the meat products. Every day, at least one of those smokers is filled with an assortment of value-added items. “One smoke room will hold rings of sausage, brats and links,” Thiner said. Production at LaSalle Meats is like a finetuned Ford production line — in one end and out the other. But it takes time to run the entire process.

During the rapid consolidation of dairy cooperatives at the time, the board of directors of the creamery voted and chose to focus on processing meat products in 1959. (The creamery was already dabbling in processing of livestock.) It was a wise choice. LaSalle Meats continues to serve as a needed business for area agricultural producers and consumers. Just talk to the current manager, Pat Thiner, and you get a feeling of just how proud he is of this long-lived venture. “I have been doing this for 31 years,” Thiner said, as we stood looking at a photo of the original board. Thiner has a passion for his job, which is evident in his permanent grin and sparkle in his eyes. He loves what he does and spends many hours preparing products for consumers. “Just a few weekends ago, I was supposed to go to a wedding with my wife and daughter, but I was here,” Thiner said.

Dan and Terry Thorson, Cambria, Minn., fill the back of their car with meat that has been processed at the LaSalle Meat Market. The Thorsons purchased a quarter of beef and were called to come pick it up when it was finished. CONNECT Business Magazine

AG FOCUS “Our hams are cured and rubbed and injected with flavor and then they sit in the cooler for six days,” Thiner said. “I do it the old fashioned way because I think it tastes better.” Beef also takes time. After the curing and aging process of 14 days, an animal is ready to be further processed into whatever the customer desires – hamburger, steaks, roasts, etc. Going out the back door is a cart with several different wrapped cuts of beef. Dan and Terry Thorson, Cambria, Minn., were filling the back of their SUV with a quarter of beef they purchased from a local producer and had processed at the locker. Filling a need for the local area livestock producers and residents is what LaSalle Meats is all about. The people are friendly, the camaraderie long, and the dedication of the employees extensive. If you are planning on taking a trip to visit this little gem, they are open weekdays from 8:00 a.m. until 5:30 p.m. and on Saturdays from 8:00 a.m. until noon.

Becky and Kevin Werner, of Mason City, IA, always find time to stop at the LaSalle Meat Market when they are in the area. Becky grew up near St. James and has yet to find a comparable product to what she purchases at the store.

EIDE LIKE I’D LIKE TO KNOW MORE ABOUT

BEHAVIORAL FINANCE: HOW EMOTION INFLUENCES INVESTING Most people would probably say they make rational financial decisions. Unfortunately, when it comes to money issues, people who are otherwise rational sometimes act irrationally. Regardless of our age or level of education, there are numerous biases that influence how we react in financial situations. These include “loss aversion,” “mental accounting” and “herd behavior,” and each bias can have a negative effect on our ability to make rational decisions when our hard-earned money is on the line. At Eide Bailly, we work to create a financial plan with customized solutions and strategies to effectively meet your goals. We can help you avoid those distractions that may result in emotional decision-making, and help you gain confidence in your financial future. Contact us today to get started.

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November | December 2018

CONNECTING BACK 2013 Five years ago a trio filled our cover! Chris Person, Natasha O’Hara and Patrick Person owners of Mankato Independent Originals talked about the successes they’ve had in opening four independent restaurants in Mankato and the challenges too. Also featured were Sue Nasinec of Bruss-Heitner Funeral Homes in Wells and Bricelyn, and Dan’s Appliance in Fairmont.

2008 In 2008, our cover story featured someone who has become a very familiar face around Mankato and whose passion for the region is evident in every conversation: President and CEO of Greater Mankato Growth Jonathan Zierdt. Also featured were Vienna Woodworks Rustic Furniture Company and Madelia Optometric.

2003 Fifteen years ago, Al Annexstad graced our cover. Annexstad was the CEO and President of Fortune 1000 company, Owatonna–based Federated Insurance, the nation’s fifth largest mutual at the time. Also featured were Paulsen Architects and MAK-BEA Laboratory.

1998 Twenty years ago our cover story was Neil Eckles of Blue Earth. Eckles had his hand in many projects: CEO of Blue Earth Valley Communications, owner of a few Radio Shack enterprises, and owner of a real estate company, Eckles Properties. Other featured companies were Lindsay Window and Door Company which manufactures vinyl and wooden windows in North Mankato and Forstner Fire Apparatus in Madelia.

Watch enhanced Connect Business Magazine video content on Connect TV SEARCH FOR US ON: Channel: Connect Biz TV Connect Business Magazine www.ConnectBiz.Com

CONNECT Business Magazine

ENTREPRENEURIAL INSIGHT

Nathan Stolt, Owner, Tech Connect Plus in North Mankato In the 1700s the word entrepreneur entered our vocabulary, meaning adventurer. The meaning has been honed over the centuries and is now widely regarded as one who launches and runs a new business. However, entrepreneurs remain adventurers at heart. Taking on great risks based on an idea or expertise one has developed in hopes of making a profit. Entrepreneurism can be risky business. According to the Small Business Administration, the latest data from third quarter of 2016, shows 2,998 startups in the state. (Startups are counted when business establishments hire at least one employee for the first time.) But in the same period, 2,948 small businesses closed their doors. In this new section for Connect, we’ll bring you stories of local entrepreneurs. What made them take on the risk, the adventure? Where did they go for help? And how do they plan to survive? For Nathan Stolt, being a successful entrepreneur means knowing how to use mistakes to identify your strengths. It means asking questions of those that came before you. And 44

November | December 2018

Lisa Cownie EDITOR

realization of how much it costs to get the product in came and I didn’t figure out the whole labor part. So that was one of my first major learning experiences, how to be a little more realistic with our goals. On paper it looked great, it was a fantastic business plan. We had projected out to easily be able to do return on investment. But I didn’t take into account what the market allows when I made all these purchases. Soon I realized maybe southern Minnesota didn’t have a big market for refurbished MacBook Airs so maybe I shouldn’t have bought as many as I did. Retail is just a different animal. I was not prepared for some of the differences in service work compared to retail.” That setback, though, helped Stolt understand his strengths and gave him a clearer picture of where he needed to focus his business. “That whole situation helped me understand that what we do best is focus on small businesses and their needs. Not that we don’t do a good job with walk-in clients or consumer clients, but one definitely outweighed the other.” So with an adjustment to the business plan, Tech Connect Plus moved to a smaller space in the Profinium Place building in downtown Mankato where their target clients are small businesses. “We basically act as their IT staff,” he says. “We do everything from consulting to establishing networks. If it’s technology based we can help. So if they need a new

PHOTO: SUBMITTED

Lessons Learned Propel Local Entrepreneur

it means offering a helping hand to others. “We’ve been fortunate because we get to meet a lot of other small businesses of all types,” says Stolt. “We get to interact with so many different types so we can start introducing them to each other which is fantastic to see. Not only does it make us feel like we’re helping, but every time we see another business grow, it just helps us out. The more they succeed the more we succeed,” he smiles. “because they are eventually going to need more computers.” Computers—that’s where Stolt’s business, Tech Connect Plus comes in. Stolt founded the company in 2012 after assisting friends and family with their technology needs in his downtime from his day job in the tech support department of a large local corporation. “It just seemed like a good fit at that time,” Stolt explains. “The economy was different, and it just felt as though the opportunity was there. I had been doing freelance for many years and had been essentially building a good base of clients outside of work. “I started noticing how I was trying to juggle everything. I was putting in hours at my day job and then trying to juggle with the freelance work and it was hectic. So it seemed like a good opportunity to take that leap of faith.” He started small, dipping his toes in the water from his home office. But he quickly realized, his business needed a dedicated space. So he leased a small space, a closet as he calls it, in the Greater Mankato Business Development Center on Premiere Drive. Business was brisk when Stolt learned his first lesson. “We felt we had enough momentum and growth to move into a larger space. Then I had this great idea! I thought we were going to do a ton of refurbish. I had done all of this research and we were going to make it big in the business and do eBay and online sales,” he says. So the business moved to a location on Commerce Drive in North Mankato. Stolt bought computers on wholesale, refurbished them and put them up for sale. He says he modeled it after a similar, successful company in Golden Valley. For Tech Connect Plus though, it wasn’t a good fit. “I went in thinking ‘man we are just going to hit a home run!’ I had the numbers figured out and everything. But then the

projector or if they want a touch screen or to build an app, things they are not comfortable with, they ask us.” Stolt says his advice to other entrepreneurs is to not hesitate to ask others for help. “The smartest thing I ever did was ask a lot of questions. And don’t be afraid to fail a bit. Be a little vulnerable in seeking out help from other business owners that you look up to or that you feel like you connect with. Get their insight.

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“The smartest thing I ever did was ask a lot of questions. And don’t be afraid to fail a bit. Be a little vulnerable in seeking out help from other business owners that you look up to or that you feel like you connect with. Get their insight.” “Having someone on your side that you look up to gives you confidence and you have people who are cheerleading for you.” Along with asking questions, Stolt says to not be afraid to offer some answers to others in your situation. “Networking is fun and eventually you build up enough relationships to be able to refer people to each other,” Stolt says. “People helped us. We can’t give back financially sometimes but we’ve been able to help out several starting businesses through referrals or connecting them with people they didn’t know before in services they might need like marketing or accounting. “Don’t feel hesitant to help each other out. Mankato is big in one sense, but we’re still a community. People know each other and when starting out sometimes all you need is that one introduction.” THE ESSENTIALS

Tech Connect Plus

GROW YOUR BUSINESS WITH THE SBDC “The Small Business Development Center helped my business by keeping me accountable of where my business is going. Input from an experienced professional helps your business look polished and forward-thinking. I appreciate getting this expert advice.” Jody Bryant Connecting Point Recruiting Contact the Small Business Development Center to develop a personalized plan myminnesotabusiness.com or call 507-389-8875 MSU Strategic Partnership Center, 424 North Riverfront Drive, Suite 210, Mankato, MN

Profinium Place Building 100 Warren Street l 3rd Floor Mankato, MN 56001 Phone: 507-720-6400 Website: techconnectplus.com

Funded in part through a cooperative agreement with the U.S. Small Business Administration, Minnesota Department of Employment and Economic Development and regional support partners. All opinions, conclusions or recommendations expressed are those of the author(s) and do not necessarily reflect the program sponsors. Programs are open to the public on a nondiscriminatory basis. Reasonable accommodations for persons with disabilities will be made if requested at least two weeks in advance. Contact the SBDC at 507-389-8875.

CONNECT Business Magazine

HOT STARTZ! New Businesses & Professionals MANKATO

she explains. “You can get results with grace, love and balance in life. I live that in my life the best I can. I’m normal, I have a judgement-free zone always in my office. Because I lost over 100 pounds eight years ago I know how people feel, how they are depressed when they don’t eat well, how they look down at the floor instead of holding their head high and being proud of how they feel when they are living a healthier life.” McClain says business is going well at the new location in the Hugo Building. She has even hired a part-time employee to help with her growth.

Inspire Health & Wellness Diet and weight loss centers seem to pop up daily, but as Tina McClain watched this happening, she could see a few things that could be done better. “I want to offer people an affordable diet/wellness plan along with the family grab and bake at-home meals to complete what I feel teaches people healthy living without the large yearly fees or initial fees,” she explains. “I knew way too many people were going into severe debt because they were trying different plans. I want them to learn health living and have a balance in life without it being a financial burden.” She founded Inspire Health and Wellness in February of 2016, but it was just May of this year when she brought her dream full circle. “I opened my commercial kitchen with grab and bake at-home meals open to anyone. I decided to open the grab and bake home commercial kitchen because it completes the healthy lifestyle I have been teaching people for years. This allows families to have healthy, quick meals and teach their children while cooking it at home,” she says. “There are three things that happen inside Inspire Health & Wellness. One involves meal prep classes and grab and bake at-home meals. The second is I help design an individualized diet/wellness certified plan. And lastly, I finished with a college degree in LIFE coaching in August of 2018 and will start my Masters program in life coaching in the spring of 2019. So I offer those services as well.” For McClain, the business is very personal. “The key to my success has been my ambition and drive to show people it doesn’t have to be all or nothing in a diet plan,”

PHOTO: KRIS KATHMANN

Inspire Health & Wellness 530 North Riverfront Dr, Suite 150 Phone: 507-381-5948 Website: inspirehealthcoach.us

COMMUNITY MINDED Joe Duncan, P.E.

Principal Engineer, Mankato Civil Work Group Leader With expertise in planning, design, and administration of civil and municipal engineering projects, Joe helps his clients achieve their goals and vision. When not managing projects, he’s out making a difference through community engagement and involvement. We take pride in our work. We live here too. Bolton-Menk.com 46

November | December 2018

Providing public infrastructure solutions since 1949.

To be considered for HotStartz, tell us about a new business or new professional in the area by emailing editor@connectbiz.com.

New Ulm

The Retz 227

PHOTO: KRIS KATHMANN

The city of New Ulm can boast many unique opportunities: Herman the German, The Grand Center for the Arts, Schell’s Brewery and now its own speakeasy. What is a speakeasy? According to the Urban Dictionary, Speakeasies are inspired by the hidden spots to get a drink during the Prohibition in the 1920s. Today’s speakeasies are often small and almost impossible to find bars with an intimate crowd and a good time to be had for all. They are often nothing more than a nondescript door and barely, if any, signage to be seen. Have you found the one in New Ulm?

Retz 227 is about a year old and features local craft cocktails, beer and wine. To find it, look for the purple light! “The Retz 227 is a hard cocktail lounge that is reminiscent of a prohibition speakeasy but with a modern twist. We make all of our syrups in house (we are up to around 25). We also do not have any pop or rum of any sort, but we can make our own twist on pop with the syrups we have,” says one of the owners, Aron Bode. “The exact location is a secret. Just look for the purple light in an alley in downtown New Ulm.” Aron is a chef by trade, the co-owner Eric Bode is a real estate broker/developer. They opened The Retz 227 in October of 2017. “We opened it after traveling to different speakeasies around the country. We loved the idea of craft cocktails in a private, intimate setting. We thought it would be a great experience to bring to New Ulm,” explains Aron. Though much of the experience is being kept a secret, how they got their name is not. “Retz stands for the original owner of the building who was a Retzlaff. 227 stands for the numbers hit on a phone when texting BAR,” says Aron. They have had fun with the concept, but the most rewarding thing so far has been seeing the clientele clandestinely grow. “Seeing people return and bring new people with them has been fun!” The Retz 227 Phone: 507-276-4868 Website: theretz227.com

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Farrell’s eXtreme Bodyshaping Jeremy and Jacque Whiteford met each other while attending college at Minnesota State University Moorhead. The two became partners in life, getting married, but didn’t know at the time they would also become partners in business. They were living in Denver, Colorado when they first came upon a Farrell’s eXtreme Bodyshaping studio and it changed their lives. When the time came for them to move back closer to home in Minnesota, they knew it was their chance to own their own business. So they brought Farrell’s with them. “Mankato is a great spot for Farrell’s because there was a gap here that Farrell’s fills,” explains Jacque. “There are some great fitness options in Mankato, but nothing that offers cardio kickboxing and strength training like Farrell’s. Our students work hard together and hold each other accountable. Our students want each other to succeed and celebrate together when achievements are met. Mankato is such a great community. It has a lot to offer, but still holds a small-town feel, which we both appreciate and the Farrell’s program thrives in that type of community.” The Farrell’s program is built around 10-week classes. The Whiteford’s began their first 10-week session in Mankato on May 12, 2018. And it’s been growing ever since. “We are much more than just another gym! Farrell’s eXtreme Bodyshaping Mankato offers a unique program where we combine kickboxing with strength training and nutritional guidance, along with personalized coaching to help our students live life at Level

10,” explains Jacque. “We try to help our students build confidence and create a healthy lifestyle and live life with power and purpose. We start every student with a 10-week challenge, where all students start on the same day and work hard together for 10 weeks. We build a community within our members and we all hold each other accountable to come to class every day and work hard. At the end of the 10 weeks, whichever student is the most transformed, they are awarded $1,000.” Farrell’s eXtreme Bodyshaping 1170 South Riverfront Drive Phone: 507-380-9624 Website: mankatoriverfront.extremebodyshaping.com

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November | December 2018

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Siblings Jennifer Johnson and Mike Fox co-own Marshallâ&#x20AC;&#x2122;s Ace Home & Hardware along with silent partner James Carr. 50

November | December 2018

In its seventh decade, this family-owned hardware store in Marshall, Minn. continues to diversify. By Carlienne A. Frisch Photo by Kris Kathmann

As the oldest of three children in the family, Jennifer (Fox) Johnson was 15 when she began her career at what is now Ace Home & Hardware in Marshall, Minnesota. “One evening, my father, Ray Fox, told me I was going to the store with him the next day and to be ready to learn the hardware business,” she explains. Her first responsibilities included stocking shelves and using the pricing gun, a tool long since replaced by UPCs to be scanned at the register. On Saturdays, she cashiered, which helped her overcome childhood shyness. “I was a quiet person growing up,” Johnson says, “but when I cashiered during the school year, I had to talk to customers. For good customer service, you have to talk to customers.” She eventually became the flooring specialist, a responsibility she has kept for 22 years. She also is co-owner of the business, along with her brother, Mike Fox, and a silent partner, James Carr. Ace Home & Hardware, located on U.S. Hwy. 59 North, was founded as the Marshall Lumber Company in 1952 by Luis Galanter. He opened his business, with three employees, in a 480-square-foot garage on the north end of town, near the industrial section. Thirteen years later, he sold the business to Roy Fox and Robert L. Carr. In 1972, Fox’s son, Ray, purchased his father’s share of the business, and three years later the store became a True Value Home Center. Today, the 38,000-square-foot business serves customers—homeowners, industry, farmers and property management companies—not only in Lyon County, but also draws business from Lincoln, Redwood, Murray and Yellow Medicine counties. Five years ago, Jennifer Johnson, Mike Fox, and James Carr took ownership of the business. They had purchased the family store in Williston, North Dakota three years earlier. (See sidebar: Boom Town.) The middle sibling of the Fox family, Julie, is not involved in the business, but works as a scientist for the Minnesota Bureau of Criminal Apprehension. Johnson manages the store in cooperation with the operations manager, Diane McCormick. Fox manages the lumber yard, a 5,000-square foot warehouse and a niche market–home construction. The business holds a general contractor’s license, which is not typical for a Home & Hardware store. continues > CONNECT Business Magazine

BUILDING ON THE FAMILY BUSINESS It was even more unusual 50 years ago, when the owners began that aspect of the business. Johnson explains, “Roy Fox and Robert Carr built a lot of homes in the 1960s and 1970s. We still provide everything needed to build a home, even the concrete. We have a well-trained and knowledgeable staff, with two of them able to draw blueprints.” Fox adds, “We build from the ground up, using 10 or 12 sub-contractors. We build several homes a year on spec and typically have two for sale at any time. We also do custom building. We dug a hole just yesterday, here in town.” The store’s five department managers oversee sales of flooring and cabinets (including kitchen and bath), paint, plumbing and electrical supplies, as well as building materials. Sales of building materials substantially add to spring and summer profits, except in the years in which the community weathers housing slumps. The store also offers tool and equipment rental.

Boom Town

“In the early 2000s, my father bought six True Value stores, all of which were closing,” Johnson said. “He kept them open, but sold off the rest by 2010, selling the store in Williston, N.D. to the three of us partners three years before we bought the store in Marshall.” That positioned the new owners to benefit from the oil boom of 2011-12. “Our store in Williston was definitely a profit maker during the oil boom,” Johnson says. “It was crazy. The employees couldn’t even unload pallets because customers just took merchandise off the pallets, sometimes taking the entire inventory of one item.” Johnson and Fox drive to Williston several times a year to check on the store’s appearance and to review Ace programs with employees. For day-to-day management, the owners rely on local talent. Johnson says, “We have a good manager who previously managed a hardware store and then worked in the oil fields. He found that he missed the customers, so now he manages the Ace store for us.” The demographics vary somewhat between the two communities, with Williston having a younger, less tradition-minded population than Marshall. Johnson said, “Our Williston store manager can do more trendy things than we can do here. For example, there are trendier colors in home décor there than we see in Marshall and more hard surface flooring, rather than carpeting. The manager has an art background, so he’s good at laying out merchandise displays and even has a niche art supply department, just as we have a niche in beer-and wine-making supplies here.” 52

November | December 2018

Marshall Ace Home & Hardware

“many of [our employees] have been with our family business for more than 20 years. Our long-term service means that when customers shop in our store, they will see the same people offering knowledge that comes only from experience.” “We are staffed with 50 employees from several area communities, many of whom have been with our family business for more than 20 years,” Johnson says. “Our long-term service means that when customers shop in our store, they will see the same people offering knowledge that comes only from experience. Many of our customers shop our store because of our personalized service. We know them on a first-name basis. In addition, our staff members go through a minimum of 15 hours of training each year to keep them on top of the trends.

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Match Making in the Store

Jennifer Johnson’s husband, Josh, indirectly met her through the hardware business. Although he had occasionally been a store customer, they had not met. The story of their romance sounds as if it might have come from the pages of a book about “how we do things in Minnesota.” They were introduced by a customer, a paramedic who was redoing her kitchen and met with Johnson to purchase flooring. In keeping with Minnesota small town protocol, Johnson asked her customer, “Do you know someone I could date?” The paramedic recommended a fellow paramedic, Josh Johnson. When he went to the hardware store to meet his blind date, they “clicked,” and they were married in 2003. They have a 13-year-old daughter, Abby, and a 12-year-old son, Jake. Josh Johnson, now a Thrivent financial planner, likes to tell the story of his grandmother’s advice about finding a wife. (It, too, seems to fit with our Minnesota mindset.) He smiles as he says, “Grandma Johnson used to tell me that when I was looking for a wife, I should remember that the one I would find in a bar would remain in the bar, and the one I would find in church would remain in church. Well, I found my wife in a hardware store, and that’s where she always is.”

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BUILDING ON THE FAMILY BUSINESS “One current trend is luxury vinyl planks, called LVP planks, often installed in a basement or other area that may get wet,” Johnson continues. “They are pieces of vinyl flooring that snap together like a jigsaw puzzle. If your basement would flood, you can number the planks, take them up, snap them apart, clean them, and (using the numbers) put them back down after the concrete floor dries. “We’re slower with new trends here because we’re very conservative in the Midwest,” Johnson reflects. “Trends start on the East or West Coast and take a while to get here. In paint trends, gray is big this year, especially for interiors, and white and shades of blue are also big.” The store’s advertising is traditional, typical of a customer-based business in a small community. In addition to newspaper, radio and social media advertising, Johnson advertises with banners and in programs at Southwest State University, located in Marshall, and at public school events. Although some of the store’s staff training takes place online, Johnson and Fox bring information back from Ace national conventions, to which they also take some employees. Johnson said, “We just came back in September from the Ace convention, where we bought products for next spring. The next show is in March, when we’ll be buying for fall and Christmas.” In addition, sales representatives of product lines that the store carries personally train employees on product knowledge. Marshall

November | December 2018

Home & Hardware is a dealer for high quality brands such as Weber, Yeti, Milwaukee Tools, Craftsman Tools, Nest Home Products, Marvin Windows, Kozy Heat Fireplaces and Larson Storm Doors. Some of the store’s inventory, such as Big Green Egg grilles and Stihl chain saws, draw customers because those items are not available online. Seasonal displays include a springtime green house and a live Christmas tree, with lights and ornaments, in December.

Ace Home & Hardware rental department.

Marshall Ace Home & Hardware

Personal Nuts and Bolts

Favorite school subjects? Johnson: “Spanish, art and music. I played the piano.” Fox: “Math and the social aspect of recess. As a kid, I was too high energy for a classroom setting.” Family? Johnson: “My husband, Josh, and I are both heavily involved in our children’s activities-hockey, 4-H, volleyball, piano recitals, church activities, etc.” Fox: “My wife, Dr. Jessica Fox, is a corporate veterinarian for Ralco Nutrition. We have an 18-year-old daughter, Morgan, who recently left for college.” Hobbies? Johnson: “I enjoy wine making, playing piano, paper crafting, kayaking and fishing with my family, but travel is the most relaxing. Our honeymoon trip was to Hawaii, I’ve taken several trips to Europe, and we’re planning a trip to Hawaii with the children this Christmas.” Fox: “I enjoy golfing and fishing, and I used to be an avid hunter, but I no longer have time for hunting. I agree with Jennifer that travel is the most relaxing activity. I’ve traveled with my wife on her business trips to South and Central America.” Most valued possession? Johnson: “I’m not really big on things, but I’m proud of the house my husband and I built four years ago in Lynd, five miles from here. We enjoy it, and I enjoyed modifying some of the blueprints.” Fox: “I have a car, a Dodge Challenger Hellcat, that goes 199 miles an hour. I had a sporadic driving record growing up, and didn’t always have a driver’s license, so I haven’t verified that the car will go 199. My nephew, Jake, kind of wants it when he turns 16,”—a comment to which Johnson said, “That’s not going to happen.” Most valued intangible? Johnson: “The support of our parents while growing up, with good values, including education. Our father has a business degree, and our mother taught music.” Fox: “Having a lot of staff who have been here 20-plus years.” Three words to describe you? Johnson: “Open-minded, a good listener, always eager to learn something new.” Fox: “Risk taker, communityminded, good communicator.” Volunteer work? Both: Marshall Chamber of Commerce (Fox is a Board Member) and the National Small Business Association (Fox serves on the leadership council). Johnson: Hockey Association and 4-H. Fox: Rotary and City Planning & Zoning Commission.

Catch the Hometown Business Connection on KEYC News 12! KEYC News 12 and Connect Business Magazine bring you the stories of area local businesses and how they impact Southern Minnesota. • First Wednesday of the month on KEYC News 12 at 6 • Repeats Thursday on KEYC News 12 Midday • See all previous episodes on keyc.com

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BUILDING ON THE FAMILY BUSINESS

Marshall Ace Home & Hardware

“Many of our customers have been with us for 20 years, so their records are here. We can look up the information on a broken door knob or a lawn mower that quit working.” The rental department at Ace Home & Hardware offers options not often seen in a hardware store. In addition to having a large tool and equipment rental department, the store offers (and will set up) items useful at weddings, parties and housewarmings, such as tables, chairs and a dance floor. They’ll even provide linens for weddings. The store became Ace Home & Hardware, in 2015. Johnson explains, “We like that Ace is a co-op. As store owners, we buy stock and own part of the corporation, and we appreciate the informative conventions. The Ace conversion included new lighting vendors, expanded housewares, RV supplies and a wine-and-beer-making supply center, as well as better marketing strategies and higher name recognition.” After Johnson worked in the store for several years and graduated from Marshall High School, she earned a marketing degree at the University of North Dakota in Grand Forks. When she returned to Marshall, she worked in the store’s paint department for two years before moving to the flooring department in search of more challenge. Fox also grew up in the business, beginning his hardware education at age 14 in the lumber yard and building materials

department. He earned a business management degree at Minnesota State University, Mankato and spent a few years working in financial management in St. Cloud. When he left that job, his father offered him a casual opportunity: “Why don’t you just work here until you find your next job?” Fox has been at the store ever since. Having grown up in the community, both owners have innate knowledge of customers’ interests. Johnson handles the company finances, retail pricing, human resources, and customer relations, including advertising, marketing and events planning. She described one recent event, Men’s Mega Mania, as “our biggest grilling demonstration ever.” She invited 11 non-competing exhibitors to take part, including a bike shop, a health products store, a bakery, a tech company, the YMCA and Marshall’s SMASH Homebrew Club, of which Johnson has been a member since adding the wineand-beer-making center to the store. She says, “We served samples of various craft brews that our club members had made, only to people age 21 or older, of course.” Johnson also plans and arranges an annual children’s event, “Bounce Into Summer,” with bounce houses, an obstacle course and refreshments from which the proceeds go to local nonprofit organizations.

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In November, she arranges a “Girls’ Night Out,” inviting women’s clothing stores, a health store, a cosmetics consultant and a fitness center to participate. Johnson’s typical day in a normal 40-hour week includes the usual dealing with emails and phone calls. Her youthful Saturdays as a cashier have resulted in customer interaction being her most enjoyable activity. “Ninety percent of it is on the sales floor,” she says. “I sometimes even review invoices while I’m on the sales floor.” Fox spends 45-50 hours a week reviewing inventory and ordering merchandise, looking over the previous day’s sales numbers and keeping an eye out for new products and trends in trade magazines. In mid-morning, he goes to construction sites. He said, “We don’t build houses, we build homes.” Both Johnson and Fox said they appreciate being able to solve a situation that a customer may consider a crisis, however common it might be. Johnson says, “Many of our customers have been with us for 20 years, so their records are here. We can look up the information on a broken door knob or a lawn mower that quit working.” Fox says, “Our goals include wanting our employees to have a comfortable work environment and a comfortable living.” Johnson adds, “Of course, our goals include making a profit every year, but also to be involved in the community. We’re always looking for new ideas and new niche markets, such as the beer-and-wine-making supplies for the home brewer, so we don’t become stagnant.” Johnson is a regular customer in the home brewing department. She explains, “I have two new wines planned this year, and 12 or 15 varieties in the cellar. I give away about three-fourths of it, usually at Christmas. It’s not a lucrative hobby for me.” Carlienne Frisch writes from Mankato.

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THE ESSENTIALS Marshall Ace Home & Hardware 500 North Highway 59 Marshall, MN 56258 Phone: 507-532-3296 Website: marshallace.com

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BULLETIN BOARD Local Chamber and Economic Development News

one you won’t want to miss! Contact the Fairmont Area Chamber of Commerce for more information at (507) 235-5547.

Check Out What’s Happening In Your ! y t i n u m m o C

Blue Earth Chamber Cindy Lyon: Giant things are happening in B.E.-utiful Blue Earth! By the time you are reading this we should be moved in and open at our new location right at the foot of the 60’ Jolly Green Giant, north of the Giant Park location, 1134 Giant Drive, off highway 169 North. Housed in the new “Giant Welcome Center & Giant Memorabilia Museum” is the BEA Chamber of Commerce & Convention and Visitors Bureau offices, the souvenir shop, tourist rest area with a beverage bar and a super-giant view out the south of the Giant.

Visit Fairmont Stephanie Busiahn: Experience arts and culture at Fairmont’s historic venues! The Red Rock Center features songs and storytelling by Ronny Cox on November 17 and holiday favorites with Glenn Henriksen on December 14. The Fairmont Opera House hosts Continental Ballet Company: Sleeping Beauty (November 16), does the Holiday Shuffle with Rhythmic Circus (December 7), and explores Americana infused gypsy jazz with Harmonious Wail (December 16). For tickets, contact the Fairmont Opera House at (507) 238-4900 or the Red Rock Center at (507) 235-9262.

Fairmont Area Chamber Ned Koppen: Fairmont kicks off the holiday season with our annual Glows Festival on November 16th! Come greet Santa on his arrival at the Fairmont Airport around 4:00 p.m. Experience our extraordinary downtown parade of lights and music, complete with pre and post-parade activities. With over 70 annual entries and thousands of lights, this impressive display of holiday cheer is

Greater Mankato Growth Rosi Back: The 36th Annual Rural Legislative Forum “The Truth About Food” will be held on December 6 at the Verizon Center. This year’s keynote speaker will feature Harry Stine, CEO of the largest privately owned seed company in the world, Stine Seed Company. This forum provides an opportunity to have candid conversations about the high-profile issues facing the rural economy and potential solutions. You won’t want to miss this premier event. Register at greenseam.org/rural.

Lake Crystal Area Chamber Julie Reed: The Lake Crystal Area Chamber of Commerce welcomes our newest members and new business owners Shea and Pete Penkert and Heidi Karels - Dairy Queen Lake Crystal. November brings our Turkey Thursday event to the American Legion. Come and enjoy a delicious turkey dinner at the American Legion on November 1 and win your own holiday bird that has been donated by the Lake Crystal local businesses. We also welcome you to Christmas in Lake Crystal on December 1. This Holiday Gift and Craft fair is held in the Rec Center gymnasium and walking track. Merry Christmas from the Lake Crystal Area Chamber.

Le Sueur Area Chamber Judy Boyland: There is a new business in Le Sueur, B-Fierce Nutrition on Main Street. Please take part in “Night Out On the Town” Thursday, November 15 from 4-8 p.m. Come and enjoy a night of shopping and take advantage of the many discounts and specials as well as food samplings, wine tastings, gifts, drawings and much more. The Holiday Lights Parade, Tree Lighting, Fireworks, and Christmas Boutique will be open on Friday, November 30 at 6 p.m. in downtown Le Sueur.

Madelia Area Chamber Bridget Hayes: The Madelia Area Chamber of Commerce & Madelia’s local merchants, invite you to kick-off your Holiday Season with us on November 16 and 17! Festivities begin Friday at 5 p.m.; Family-Fun, Kid’s Holiday Passport, Visit from Santa, Live Reindeer & Parade of Lights. Activities on Saturday include the Holiday Expo featuring Brushed Design Co., Santa’s Workshop and much more! See visitmadelia.com, visit us on Facebook (Madelia Chamber) or call (888) 941-7283 for a full schedule of events.

New Ulm Area Chamber

Sarah Warmka: The New Ulm Area Chamber of Commerce welcomes these new members: Ready to Ride Transportation, PC Janitorial Supply, The Free Press Media, and Garden Secrets, LLC. The shopping season kicks off with the Holiday Shopping Opener, CONNECT Business Magazine

Submit your chamber news to editor@connectbiz.com

November 2 through 4, including craft sales and the GnomeMade Market, holiday open houses, and extended shopping hours for many New Ulm retailers. The annual Parade of Lights will take place in historic downtown on Friday, November 23. #ShopNewUlm on Small Business Saturday, November 24.

Region Nine Development Comm. Nicole Griensewic Mickelson: Region Nine is helping lead the way in South Central Minnesota to establish collaboration among those in the medical device manufacturing industry. A launch party was held at Chankaska Creek Ranch & Winery on Wednesday, October 10 for those interested in learning how we can accelerate the robust medical manufacturing community in South Central Minnesota. More information and the draft for MedTech Connect Plan can be found at rndc.org/what-we-do/medtech-connect/.

Small Business Development Center

Waseca Economic Development Gary Sandholm: A TIF district has been created on North State Street for the new office of Diversified Credit Union. Midwest Hemp Farms has moved into the former Shady Oaks greenhouse where they will be growing starter plants for their CBD oil extraction process. Implementation of the action steps recommended in the Vision 2030 planning has begun. Elm Avenue reconstruction is coming to an end – a great infrastructure improvement.

Julie Nelson: Have you followed your dreams, overcome challenges and found success? Nominate yourself or another outstanding small business for the 2019 South Central Minnesota Small Business Awards. Nominees must have received SBDC services in the last three years and be located in the SBDC service area. Download the nomination materials at myminnesotabusiness.com/small-business-awards. Nominations are due December 2. Then save the date for our special recognition event on Tuesday, May 7, 2019 during National Small Business Week.

Discover Waseca Tourism

St. James Area Chamber

Jean Anderson: The Church Ministerial Association, in conjunction with the Winnebago Chamber of Commerce, invites everyone to the Presbyterian Church for a turkey dinner (11–2) on Thanksgiving Day! Free will offering. On Friday, December 7, the Winnebago Businesses invite you to celebrate Frosty Fest. A Holiday Open House and chili/hot dog feed will be held at City Hall, and there will be carolers, an appearance by Mr. Frosty and the Hospice Tree Lighting at 6 p.m. A non-perishable food item for the Lions Club Food Drive would be appreciated. Santa and Mrs. Claus will be hosting children’s cookie decorating at the Winnebago Area Museum. Enjoy ice skating (weather permitting) at Winnebago’s new ice rink at City Hall too! The Lutheran Church’s Annual Craft and Bake Sale will be held the morning of Saturday, December 8.

Joe McCabe: A community mural has been installed on the west side of the Princess Theater in Downtown St. James. The mural was commissioned by Southwest Minnesota Housing Partnership with funding from an Art Place Grant and the work was done by Sara Udvig of St. Paul. The Veterans of Foreign Wars Club room has a new manager Josie Anderson and the American Legion also has a new manager – Brad Orvis. The annual Halloween Parade in the downtown business district is scheduled for October 29 at 5 p.m. Merchants provide treats to the children who are dressed in their Halloween costumes.

St. Peter Chamber Ed Lee: The Saint Peter Chamber Town Square Committee is organizing a Holiday Fun web page at stpeterchamber.com. The holiday scene in town features history, character and charm, so all the stores’ open houses and community events will be listed. And watch for news of Winterfest 2019 to be released soon!

Sleepy Eye EDA Kurk Kramer: The Sleepy Eye EDA is working on implementing the improvements and rehabilitation work of the Downtown 60

District. They are working alongside the Blight Committee on encouraging building owners to improve the structures and numerous buildings have shown work on improvements over the course of the past few months. There will be continued efforts on the downtown rehab work, and the EDA is working towards additional funding to be designated to the improvement of the buildings on Main Street.

November | December 2018

Gary Sandholm: The 31st Waseca Marching Classic was a huge success with twenty bands participating. As the Sinister Forest caps the major events for 2018, tourism promotion for 2019 is being planned. Sleigh & Cutter in February already is shaping up as another, and even better, celebration in February. New coffee shops are opening. Stop in Waseca on your fall drives.

Winnebago City Council

Wells Area Chamber Beth Anderson: The Wells Area Chamber of Commerce has something for everyone this fall! We’re hosting a moderated political candidate forum at the Flame Theatre on October 30 where state, county and city office candidates will be in attendance. Downtown Wells will be filled with ‘tricks & treats’ for our annual Downtown Trick or Treating on October 31. Plans for Wells Does it Bright are underway for later this fall – please shop local this holiday season!

FEATURE Collaboration Connection

Collaborating for Regional Vitality Tim Penny PRESIDENT & CEO SOUTHERN MINNESOTA INITIATIVE FOUNDATION

A couple of years ago we went through a rebranding exercise at Southern Minnesota Initiative Foundation (SMIF) and settled on the tagline, “collaborating for regional vitality,” as a simple way to represent our work. This phrase gets to the heart of everything that we do, whether in early childhood, economic development or community vitality, and it really comes alive for me during our fall events as we gather with many partners and leverage relationships to strengthen the fabric of our region. This theme of collaboration and relationships came up time and again throughout the fourth annual Entrepreneurial Bridge which we recently held in Austin. In addition to hearing from inspirational speakers who emphasized the importance of relationships in the business world, attendees spent the day learning from each other and identifying symbiotic relationships that will help their businesses grow. Collaboration was critical to panelists that talked about ways businesses can help alleviate the child care shortage. Whether they are offering flexibility with hours, free school transportation for kids, or a center on their property, they relied on partnerships among organizations in the community to create these incentives for employees. We also heard from Tom Fisher, director of the Minnesota Design Center, and John Austin, director of the Michigan Economic Center, about the future of our economy. We are coming to the end of the Industrial Revolution and are experiencing the dawn of the Information Revolution which has already begun to change our economy and our rural communities. As we prepare for these changes, we will be relying on strong relationships to ensure our region thrives instead of falters under these new conditions. As we look to the future we also want to be sure our youngest entrepreneurs are feeling supported. One of the highlights of the

Collaboration was critical to panelists that talked about ways businesses can help alleviate the child care shortage. Whether they are offering flexibility with hours, free school transportation for kids, or a center on their property, they relied on partnerships among organizations in the community to create these incentives for employees. Entrepreneurial Bridge for me is the student competition. Ten teams comprised of students from southern Minnesota colleges pitched their business ideas to a panel of judges. Their innovative ideas ranged from lunch bags designed for adults to phone applications designed to address workforce shortages, and three winners walked away with prize money to invest in their businesses. Our hope is that if they start a business in southern Minnesota, they might just stay here. We look forward to continuing relationships with these students as they become our next generation of entrepreneurs. Now that the Entrepreneurial Bridge is over, we are shifting our focus to our other fall events. On October 11 we hosted our Annual Luncheon in Owatonna. We heard from partners across the region who are moving the needle on important issues like school readiness, rural philanthropy and economic prosperity for immigrants and refugees. This is an important opportunity to reflect on the year and strengthen relationships with partners in the region, while meeting new people to collaborate with in the future. On October 26-27, we will host the Early Childhood Care Conference, also in Owatonna. This event attracts around 400 early child care providers and educators from across the region to learn best practices in the field. These educators have developed a network over the years that is creating a better future for the children in our region. “Collaborating for regional vitality” is a short sentence but it is packed with meaning. We are proud to be a partner in many efforts across the region that will result in a better future for southern Minnesotans.

Visit smifoundation.org/events to register for events. Tim Penny is the President & CEO of Southern Minnesota Initiative Foundation. Tim represented Minnesota’s First Congressional District in the U.S. House of Representatives from 1982-1994. Southern Minnesota Initiative Foundation (SMIF), is a donor-supported foundation that invests for economic growth in the 20 counties of south central and southeastern Minnesota. The Foundation has provided more than $111 million in grants, loans and programming within the region during the past 32 years. SMIF’s key interests include early childhood, community and economic development.

Gislason & Hunter LLP seeks an associate attorney to join our Southern Minnesota practice. Qualified candidates should have at least one year of experience as well as strong academic credentials and legal research and writing skills. Experience with secured transactions, drainage and water rights, litigation and corporate law a plus. This position provides a motivated attorney with the opportunity to take on substantial responsibility and ownership over individual client matters, while also working with a team on complex issues. Gislason & Hunter LLP is an equal opportunity employer. We offer a competitive compensation package and comprehensive benefits. For consideration, please send cover letter, resume and law school transcript to: careers@gislason.com

CONNECT Business Magazine

ASK A PROFESSIONAL

How To Use Video To Build and Generate Leads Videos are becoming an essential part of today’s business world. When considering that the top three words typed for YouTube searches are, “how do I?” it’s apparent more people are using the internet to search for videos to solve a problem or answer a question. Video is easy, economical and offers a number of social media platforms for distribution. It is an effective way for a small business to promote, instantly create credibility while building brand and potentially generate leads. I have to admit, videos give me the heebie-jeebies. When I see myself on the screen, I cringe with a multitude of thoughts instantly going through my mind. Usually it is something like, my face is fat, I look old, look at all those wrinkles, or why do I constantly repeat myself? Then I promise that next time I will do better. I will script the entire video, memorize the entire script, use cue cards and add lots and lots of makeup! Here are some tips to consider when doing video productions: • Don’t script it. You can outline a video or do a rough storyboard, but memorizing a script will cause you to lose focus. • Talk like you. Don’t imitate someone famous, don’t hire a spokesperson or supermodel, just be you! • Treat the camera like a customer. There is an audience of one at the other end of the camera. Talk to it as you normally would to a client or a customer. The best way to get rid of stage fright is to think of the camera as a customer or client. • Don’t worry about mistakes. In most cases, the audience doesn’t notice. Remember you are having a conversation with a customer or client. • Be authentic. Authenticity is genuine and people want to connect with genuine people. 62

November | December 2018

• Dress normally like for work at your business. Dressing up for a video may make you come across as disingenuous or out of place from your business. • Everyone on the internet has bite-sized attention spans. Keep videos short no more than five minutes in length. • Lighting is the most important aspect of video productions. Shadows are evil and can really kill your production. The best rule of thumb here, use more lighting than needed. • Take time to focus on the title of the video. Use power words like those used in tabloid headlines. There are three ways to do video productions. The first is pretty easy and economical. Go out and buy yourself a smart phone with a decent camera and mic. It’s that simple. Hold the phone sideways and open the appropriate app. Smart phones allow you

Mike Hahn DIRECTOR SMALL BUSINESS DEVELOPMENT CENTER

to live stream or upload instantly on social media platforms. The second is hiring it out to a video production company. There are numerous video production companies in the area and depending on the content, it may cost from a few hundred to a few thousand dollars to produce. Hiring a video production company ensures that the video is professional. Most new websites should include professional video boosting the image of your brand. In addition, when all the production is complete make sure you own the video. The third way to do video production is to build your own studio. A few thousand dollars can go a long way in building a basic studio. What you need is software, sound equipment, webcam, green screen and lighting. Make sure you find a relatively soundproof room being an empty office or even a closet. Once you produced video content, create a YouTube Channel. This will allow you to archive all your videos online free. YouTube