InBusiness - June 2009 by Globe Gazette

2 • IN BUSINESS

GLOBE GAZETTE • JUNE 2009

In This Issue:

Getting Started:

Special Focus: Making Contacts From the golf course to company gatherings to social events, making contacts is important. Stories in our In Business focus include: • Want to grow your business? Network. Page 3. • Connections made? Now follow through. Page 5. • Good communications mean more than speaking properly. Page 6. • Top 5 mistakes of social networking. Page 10.

Health Matters Stress, sleep, staying healthy ... In these trying times, these are growing concerns for business people. In our Health Matters focus, we look at: • The health and economic benefits of locally grown food. Page 34. • How certain traits make some people more susceptible to disease when stressed. Page 38. • How sleeping problems are being connected to diseases. Page 39.

Advice & More • Q&A: Dan Sabin, president of the Iowa Northern Railway tells us how he got on track. Page 11. • Federal stimulus package: How it can aid small businesses. Page 13. • Tech talk: Don’t play Russian roulette with your computer: Install virus protection. Page 22.

• Economic development: Internally and externally. Page 27. • HR: Relaxed but effective connecting: Page 32. • Finances: Managing state and local taxes: Certain strategies for uncertain times. Page 40. • Good books: Page 42.

In Business: Vol. 7, No. 2, June 2009 Publisher: Howard Query 641-421-0500 howard.query@globegazette.com Editor: Joe Buttweiler 641-421-0542 joe.buttweiler@globegazette.com Managing Editor: Tom Thoma 641-421-0566 tom.thoma @globegazette.com Associate Editor: Jane Reynolds 641-421-0564 jane.reynolds@globegazette.com

Associate Editor: Bob Steenson 641-421-0530 bob.steenson@globegazette.com Advertising and Circulation: Greg Wilderman 641-421-0545 greg.wilderman@globegazette.com

••• In Business is a quarterly publication of the Globe Gazette. Reach us at Box 271, Mason City, IA 50402-0271 or by e-mail at news@globegazette.com.

Networking and contacts are vital, perhaps now more than ever I had the opportunity to attend a get-together hosted recently by Henkel Construction. I met some insurance agency folks, talked extensively with a local activist, chatted with media colleagues, bankers, a teacher ... And, of course, several folks from Henkel. “Why the garden party?,” I asked. Basically, just to get people together. It was a casual, classy event and a great chance to connect with people. If you’re like me, you don’t get to enough of these types of events, Joe Buttweiler despite the many put on by Chamber of ComIn Business merce groups. Editor Why should you? Well, this edition of In Business is filled with reasons, and with lots of tips on how you can make the most of the connections you make, whether in person or online. “Valuable relationships can begin almost anywhere — at a seminar, a service club gathering, on the golf course, in the gym, even during casual conversion,” writes In Business correspondent Jan Horgen in our lead story. In it, Karen Ries of Kaplan University in Mason City provides tips on choosing events that will produce good contacts for you and your business, and on presenting yourself well. Another story focuses on following through with connections, which is especially important for selfemployed business people, and sug-

gestions for categorizing and nurturing contacts. Some of that may seem too regimented for many of us, but in this environment where business (sales) are often hard to come by, it can be valuable advice. The values of listening and writing well are covered in a piece on communications. Tips on social networking and the mistakes to avoid are also offered in this edition. We have a Q&A with Manly native Dan Sabin, owner and president of the Iowa Northern Railway and partner in Manly Terminal; and health stories on locally grown food, how stress can lead to illness and how sleeping woes can cause problems mentally and physically. Other pieces include a story on good business-related books and columns on antivirus software and economic development marketing. There’s also a special advertising section within the section dedicated to family-owned businesses, which North Iowa has many of. Summer is a great time for gettogethers. Don’t let your business interests get in the way of having a good time, but do realize the value that good networking and relationships can have. I hope this edition of In Business will help you make the most of them. — Joe Buttweiler is editor of the Globe Gazette and In Business. He can be reached at joe.buttweiler @globegazette.com or by calling 421-0542 or 800-641-0524, ext. 542.

Cover designed by LISA AHRENS, creative services manager, Globe Gazette

JUNE 2009 • GLOBE GAZETTE

IN BUSINESS • 3

COVER STORY

Want to grow? Network! Experts say valuable relationships can begin almost anywhere BY JAN HORGEN For In Business etworking is indispensable to career growth and prosperity. A thriving business feeds on contacts, established and new. Valuable relationships can begin almost anywhere — at a seminar, a service club gathering, on the golf course, in the gym, even during a casual lunch. “Gather contact information anywhere you can and compile it,” says Karen Ries, Kaplan University/Mason City campus director of career services. “You never know when that person can be a resource.” Be selective when choosing events that may produce contacts. More is not always better. Find organizations, seminars, leisure activities or functions that relate to your business goals or attract you personally and make the most of each. Remember, these are not pressure situations. You are not pitching a sale, only opening doors. Be early. Be approachable. Pay attention to names. Hone your listening skills. Ask questions

that generate conversation. Be interested and attentive to the answers. Focus on your contact, not your own agenda. Prepare by formulating a concise, easily understood descrip“Gather con - tion of tact informa - yourself, tion any your where you compacan and com - ny and goals. pile it. You Paint never know the porwhen that trait person can clearly be a and simresource.” ply. — Karen Ries, It may Kaplan help to University polish your initial introduction on family, friends or colleagues until you are confident the words portray the message you want to send.

it to yourself, your friends,” Ries says. “Practice makes it become natural. It’s like a commercial — you want to have it down.” Building relationships is the cornerstone of successful networking. Understand that savvy contacts will also be curious about you and your business. Use your name in the introduction. It’s a way to start conversation. Especially in a social setting, share something of yourself and your interests outside of work, aspects of your life you are comfortable divulging. This begins to build trust, the only way to build a reciprocal relationship. Set priorities and realistic goals when networking. A short list of valuable relationships with a breadth of social and business connections is worth much more than a long list of acquaintances that you do not have time to nurture. IF THE SITUATION “If you are at an is appropriate, give event just to make conbrief examples of sucnections, you run the cessful projects or areas risk of sounding like a of special expertise and sales pitch,” Ries says. interest, as long as it “When you are interdoes not sound like a ested in the event or high-pressure sale. organization, the con“Write it out and read nections are more

solid.” No memory for names? Walk away and jot down the name and the company so you have to the necessary information for a follow-up contact. Word of mouth is a great networking tool.

performance and communication in the workplace. “Establishing kinship is important in making contacts,” McKee says. “I try to read people when I do my sessions. You need to listen to find out what they do, what they need, how “I DO ALMOST no they might be important to your operation.” advertising,” says Don Educating yourself McKee of DMc Consulting in Webster City. about the contacts you make is essential. Do “Most of my connections come from people your homework before a that I have worked with meeting. These are people referring me on to other important enough to people or businesses.” refer leads, offer advice, McKee is a perforeven become cusmance consultant offering business lead- tomers. Research is invaluable on a personal ers ways to improve

and business level. Find out what you can by logging on to the company Web site or reading industry publications, asking mutual acquaintances about the person. “It is absolutely critical to do your research,” McKee says. “What do they do? What do they produce? How many employees? It’s no different than going on a job interview. Be informed.” Information is power. It establishes a basis for connection. WHILE SOME contacts may not be of use Continued on Page 4

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4 • IN BUSINESS

GLOBE GAZETTE • JUNE 2009

NETWORK/From Page 3 at the moment, touch base with them on occasion. They may be important at some time in the future. Be professional. “That old saying that you don’t get a second chance to make a first impression is very true,” McKee says. “Learn to listen without interjecting. Ask open questions.” And the adage “Never burn your bridges” is also true. Former classmates, colleagues and customers could be important future contacts as your business or career evolves. Electronic social networking creates new opportunities. Facebook and LinkedIn are two popular Internet sites. “I use both. Facebook is heavy on the social, light on professional,” Ries says. “LinkedIn is the opposite, with professional sites and information that can be useful.”

ing contacts electronically: Anything posted to the Internet can potentially be viewed by thousands of people. “You need to remember that anything you post, anywhere, could potentially be viewed by someone who might be interviewing you or working with you at some point down the road,” she says. Blogs are up and coming as connection tools. Research can produce an array of industryspecific blogs, often filled with facts and innovative ideas. While these Web sites JEFF HEINZ/In Business may have interesting A round of golf provides ample opportunity for discussions — about on-course and off-course matters such as business information, Reis and deals. Experts say use such occasions to network, including taking names and saving them for future reference. other experts advise careful use of what is found. “Always know your sources,” Ries says. “Know who is writing what you are reading. Always know the background before you implement the ideas or information. Make use LEARN HOW TO: of this tool, but don’t • Brand your business blindly trust everything RIES OFFERS a cau- you find on the Inter• Grow your market share tionary note when mak- net.”

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JUNE 2009 • GLOBE GAZETTE

IN BUSINESS • 5

COVER STORY

Making contacts? Be sure to follow through Be systematic in categorizing, nurturing connections BY JAN HORGEN For In Business ho you know is only the first step in creating business connections. Success depends on optimum use of vital resources. Industry statistics show that 97 percent of self-employed professionals rely on contacts and referrals for work. Be systematic in categorizing and nurturing these crucial connections. Once the initial contact is made, create a database — name and job title, company name, phone number, e-mail and mailing address, brief business description. Add geographic and personal details, business objectives and mutual acquaintances.

DON MCKEE, owner of DMc Consulting, Webster City, uses Outlook Express to create his contact list. There are many other software programs available. Find one and use it diligently. Staying in touch is nearly impossible if that contact is not in your system. As soon as possible after an event, go through the contact information gleaned and enter it into your database. “Then do a follow-up,” McKee says. “I always try

to reconnect within about 48 hours.” He suggests creating a follow-up plan. That first follow-up could be a brief phone call or e-mail, referencing some point in your conversation. This is the next stone in building the foundation of your relationship, he said. Face-to-face contact will leave the strongest impression. You might set up a round of golf or invite your contact for a cup of coffee or lunch. Social interaction can be very useful in elevating a business relationship. “There is a fine line between being persistent and becoming pesky, and you have to determine that line,” says Karen Ries, director of career services at Kaplan University Mason City campus. “Networking does not mean giving someone everything all at once. You need to listen and decide if they want more information or not. And don’t be offended if they don’t. It’s probably not about you,” she said. “They may have some very serious things going on at that time.” VALUABLE CON NECTIONS are reciprocal, benefiting both parties. Use problem-solving techniques and processes when dealing with your contacts. If you approach

“

There is a fine line between being persistent and becoming pesky, and you have to determine that line.” — Karen Ries, Kaplan University, Mason City

the relationship with this attitude, you are likely to connect with others who value those same characteristics. Even social settings

can be educational. Show that this relationship is important to you by learning and understanding the businesses of those in your network. As you talk, share information about yourself, what you do and for whom. Sharing the intricacies of your businesses fosters understanding and can lead to discussion of useful ideas and further contacts. Listen carefully, with an open mind. Crucial concepts for business growth often come from a casual discussion, the planting of a

seed that eventually germinates into something valuable to business operations. Develop a system for categorizing contacts. Divide your networking database into social and business categories, although some may be both. Keep in touch with those who can be most useful to your company or career. Think of these as your business “inner circle,” just as you have an inner circle of friends, industry experts suggest. With your closest contacts it is especially important to think

beyond your own needs. You will be calling these contacts for advice and ideas. You should also be sharing business leads and information that may be helpful in their company operations. SEPARATE YOUR contacts according to how they are used. Some may be key business people who make decisions in their company; some could be influential in keeping your name in front of those who make decisions. Others can be a link to a mutual conContinued on Page 6

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6 • IN BUSINESS

GLOBE GAZETTE • JUNE 2009

COVER STORY

Communications pointers for your professional and personal life:

Good communications mean more than how you speak BY JAN HORGEN

objective. Prepare by considering the information you intend to conuilding vital business convey and the desired result or action nections relies on polished, from the listener. professional articulation: “You need to practice being speaking, listening and writing. approachable and approaching othFace-to-face communication is ers,” Reis says. “You have to practice as much about the way you present being what you want to become.” yourself as it is about speaking. Ries suggests studying someone “Hold your head up, offer a firm in public who appears confident handshake. Those things are still and successful. Watch how they critically important in making a carry themselves, how they first impression,” says Karen Ries, approach others. career services director at Kaplan “Sometimes you have to be the University in Mason City. leader even if it’s not comfortable,” Improve your communication she says. “Everyone has those through practice. Consider your times when they feel they are a fish For In Business

CONNECTIONS/From Page 5 nection that can help you establish trust and credibility. And never discount the frontline person in a business, the receptionist, the one who answers the phone and can connect you with the people you need. Always be polite and professional. Update your network on a regular basis, adding new information or deleting information that is no longer relevant. There is real value in making a periodic reminder to touch base with contacts you

haven’t seen or spoken to in six to eight weeks, even when you don’t need anything. It can be as simple as making a call just to ask how they are doing, a personal touch that builds interest and trust. Carefully developed, your network becomes an avenue to find work, create opportunities and develop valuable resources. Thinking of these contacts as your business family — people with similar goals and experiences — will pay valuable dividends.

out of water.” Clarity is essential. Whether talking to a group or an individual, organize your thoughts before the meeting or event. Be positive. Keep the message simple. Communication is a series of signals — words, body language and listening are all part of the equation. Less than 10 percent of the impact from face-to-face communication is in the spoken word, according to experts in the field. The remainder is visual —appearance, the sound of your voice and

• Stay focused: Try not to bring up past hurts or other topics. Stay focused on the present, understanding one another and finding a solution. • Listen carefully: People often think they’re listening, but are really thinking about what they’re going to say next when the other person stops talking. Truly effective communication goes both ways. • Try to see their point of view: Try to really see the other side, and then you can better explain yours. Others will more likely be willing to listen if they feel heard. • Respond to criticism with empathy: While criticism is hard to hear and often exaggerated or colored by the other person’s emotions, it’s important to listen for the other person’s pain and respond with empathy for their feelings. • Own what’s yours: Realize that personal responsibility is a strength, not a weakness. Effective communication involves admitting when you’re wrong. • Use “I” messages: Rather than saying things like, “You really messed up here,” begin statements with “I” and make them about yourself and your feelings, like, “I feel frustrated when this happens.” It helps the other person understand your point of view rather than feeling attacked. • Look for compromise: Instead of trying to ‘win’ the argument, look for solutions that meet everybody’s needs. — Source: About.com

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JUNE 2009 • GLOBE GAZETTE

IN BUSINESS • 7

COMMUNICATION SKILLS/From Page 6 body language. When speaking, be aware of your tone, inflection, volume and phrasing of sentences for optimum results. And don’t dominate the conversation. Public speakers use pneumonic tools for optimum impact; varying the rhythm, speed, pitch, pause and projection of their words to draw a listener into their message. Communication is only successful when the other party engages and receives the message. That requires careful speaking, attention to body language and impeccable listening skills. There is a good measure of self-discipline in listening. Be alert, maintain comfortable eye contact, use encouraging facial expressions, encourage further conversation with a smile or nod and be nonjudgmental. Repeating back a key word or phrase to the speaker shows you heard and understood. You may also want to summarize what was said. Accom-

plished listening skills can build rapport and trust with contacts. Do not interrupt. Do not react emotionally. Do not fidget. Always hide disinterest. And always end the conversation with courtesy. “My most effective communication is faceto-face,” said Don McKee of DMc Consulting, Webster City. “You need to read critical and nonverbal communications to determine if you are getting the message across.” McKee uses these skills to help employers with performance issues. “Most people talk to their employees at what I call the 10,000-foot level, saying they want to develop team players and positive attitudes,” McKee says. “Leaders need to come out of the clouds, down to ground level, to discuss performance.” That is done by setting specific, realistic goals for each employee. Communicate precisely about problems, set deadlines and establish

unambiguous expectations and consequences. “I am a firm believer that people wake up in the morning and want to do a good job, but many times they don’t know specifically what their leader expects,” McKee says. His philosophy on performance management is to give employees the physical and mental tools necessary to complete a task. Reward good work, not just with money but with recognition, appreciation, even a pat on the back. And carefully communicate the consequences when expectations are not met. “Be consistent,” McKee says. “Communicate when changes are made and explain why as necessary. Be open and honest about needed performance improvement.” Technological communication is increasingly important in business. “As much as we have gone to technology for communication and doing business, there is still a first impression,”

Ries said. “That can be via e-mail or your picture on Facebook. You want to make sure these have a professional tone.” E-mails and other Internet postings should be considered as important as any other written business communication. “You might want to read e-mails two or three times before sending to be sure it is presented in a profes-

sional manner,” she said. Polished, professional writing is important whether e-mail, business letters or industry communications. Ideas to use when polishing written materials: • Write while doing the research; it helps in both areas. • Make an outline to organize your notes and thoughts.

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• Be concise. Edit when necessary. • Check all facts with a second source. • Know your targeted audience. • Read your words out loud. • Invite criticism. • Walk away when the work is done, then read it again with a fresh eye. • Always check grammar and spelling.

JUNE 2009 • GLOBE GAZETTE

IN BUSINESS • 9

BUSINESS TRENDS

Going green keeps growing By LAURA ANDREWS laura.andrews@globegazette.com CLEAR LAKE

ore North Iowa businesses are thinking green and in a variety of ways. Many of them showed off their green products at the Green Expo in Clear Lake during Earth Week. “Going green is growing more and more,” said Cathy McMurray, co-owner of Country Bean Candles, Mason City. Her business, which she co-owns with her sister, Nancy Anderson, makes soy-based candles. The pair started the business about seven years ago after McMurray’s husband, a soybean farmer, suggested it. “We thought it would give him a boost,” McMurray said. And they liked the idea of an environmentally friendly candle. “It doesn’t give off the soot that can leave blackened ceilings in your home,” McMurray said. They also reuse the candle containers and can fill just about anything people bring to them. They’ve remained successful by selling the candles at craft shows, doing fund-raisers, in-home shows and occasionally hosting open houses at the McMurrays’ farm where they make the candles. “It’s been going really well,” Anderson said. “It’s our passion outside of our

full-time jobs. We just really love it.” VOORTMANN CHIRO PRACTIC in Clear Lake is proving that any business can have a green aspect. Kathleen Voortmann, owner, said it has gone paperless and is selling stainless steel water bottles. By refilling stainless steel water bottles instead of buying water, her clinic uses two-thirds fewer plastic water bottles. The stainless steel water bottles are healthier, too. They are bisphenol-A, phthalates, PVC and leadfree. Those chemicals can alter the body’s chemistry in unhealthy ways, Voortmann said. “This is what I do for my family; why wouldn’t I pass it along to my staff and patients?” she said.

LAURA ANDREWS/In Business

Sisters Nancy Anderson (left) and Cathy McMurray are co-owners of Country Bean Candles of Mason City. They make soy candles and reuse their candle containers.

Homeowners can buy carpet with recycled backs or chemical-free vinyl, too. “A lot of people and businesses don’t realize there are all kinds of products out there,” Scofield said. DYNAMICECHO ISN’T a He said the price of these products has business based in North gone down a lot which is allowing more Iowa but can do business in people to purchase the materials. the area. ACME Printing Co. Inc. is another The business combines business not based in North Iowa but the knowledge of LJ Scofield, which serves the area. It’s based out of a contractor from Cedar Des Moines. Rapids, and a green building Barry Groh, account executive in supplier from Fairfield. Thornton, said ACME Printing guaranThey use their knowledge tees everything it prints is from properly to construct green homes, harvested trees and/or recycled paper. additions or other green Properly harvested trees mean the trees aspects of a home. weren’t illegally cut down and are being For example, people can purchase cork, paper, bamboo renewed by planting replacement trees. “I think the world is starting to be more or recycled glass countertops. ready for stuff like this,” Groh said. They also use chemical“More and more people are becoming free paint, paint stripper, aware.” glue and other things.

LAURA ANDREWS/In Business

Kathleen Voortmann of Voortmann Chiropractic in Clear Lake is promoting green practices through her business. She has gone paperless and is selling stainless steel water bottles, which she says are environmentally friendly and healthier for people, too.

10 • IN BUSINESS

GLOBE GAZETTE • JUNE 2009

TOP 5 MISTAKES OF SOCIAL NETWORKING By PAM LONTOS and MAURICE RAMIREZ Special To In Business

s a business owner, you already know the importance of using traditional PR — print, radio and TV exposure — to keep your name circulating in the marketplace. Now, however, there’s a new PR outlet you need to become familiar with. It’s called social media marketing, and when combined with your traditional PR efforts it can help you penetrate the marketplace with your message quicker and easier than ever before. Social media marketing uses the various social networking sites to enforce your brand and market your business. A social networking site is simply an online meeting place. Think of it like an eHarmony or Match.com for business people. On such sites, people can post a profile with the hopes of meeting other like-minded professionals for business reasons. According to the Nielsen Research Group, social networks and blogs have moved ahead of personal e-mail among the most popular online activities people engage in. Additionally, USA Today reports that the time spent on these sites is growing three times faster than the overall Internet rate. More than two-thirds of the world’s online population now visits social networking and blogging sites. But you need to be aware of the top mistakes businesses make with this PR outlet so you can avoid them and get the biggest return for your marketing investment.

Mistake No. 1: Having more than one face on the Internet. When you’re engaging in social media marketing (called SMM from here on out) you’re really building your image from the ground up. The goal of SMM is to virally spread parts of your image across the Internet. The word “parts” is important. Basically, you’re starting with a holographic image of yourself in the virtual world. You then

need to break that hologram apart and find the appropriate places on the Internet where you can frame certain pieces of that hologram. When someone looks at all the pieces at the various sites, they should be able to put them together to see a single whole. They should not see multiple images of who you are as that would ruin your credibility. Therefore, if you have multiple Facebook accounts, for example, your personal one has to be hidden and by invitation only. You don’t want that other image out there confusing people and possibly diminishing your reputation.

tially saying that your message has value. That’s why you can’t do a series of sales tips and then post a couple of your favorite omelet recipes. You have to stay on message, and your message has to be for your readers. With that said, it is OK to occasionally have a press release-type message that says something like, “John Smith is speaking at ABC Convention on employee productivity today.” Such a message does two things: 1) It tells people they might not get a tip today or tomorrow because you’re busy, and 2) It shows that other big-wigs out there think your message is important. It’s a positive reinforcement that boosts your credibility so long as you don’t do it too frequently.

About the authors Pam Lontos is president of PR/PR Public Relations and author of “I See Your Name Everywhere.” Maurice Ramirez is the chief strategist for Social Media at PR/PR (www. PRPR.net).

low the trail,” they’ll eventually find you. That’s essentially what you’re doing with your Twitters and other SMM messages. You’re putting out kernels of information. If someone wants the next kernel, they have to follow the trail. Eventually it funnels them to one Mistake No. 2: Web site, which is where you wanted Collecting friends. them to be anyway. Social networking is about making You’re creating an environment friends and what you do with all those Mistake No. 4: where people see your message everycontacts. Remember, just because you Posting inappropriate information. where. As a result, you now have their have a phone book in your office doesDon’t allow yourself or anyone on attention and you have the opportunity n’t mean you can pick a name at ranyour site to post anything online that to sell your product, your services or dom and call them for business. you don’t want your most conservative whatever you’re selling at that point of When you collect a contact, you’re client to see. You never know where distribution. supposed to be opening the door to something will end up, especially since Here’s an example of the power of funexchange information and build a rela- the nature of the Internet is for things neling: Recently Aaron Chronester posttionship. Think of it as relationship ed a message on Twitter. Someone saw to spread virally. marketing in the 21st century, and the Never post anything on any site that his post and reposted it on their blog. same rules apply. The only difference is you wouldn’t personally show your CNN and The New York Times found the that you’re building the relationship post interesting and reported on it. own grandmother. Because of that exposure, Chronester got online rather than over coffee. Mistake No. 5: a book deal from Simon and Schuster. Mistake No. 3: Assuming that it is better to have So, what was his post about? It was a Putting out the wrong messages. your message in only one place on the Twitter post with a unique bacon You’ve likely seen people put posts Internet. recipe as Chronester was trying to get on Twitter or Facebook that say someIn the “old days” of the Internet, peo- publicity for a barbecue club he thing like, “John Smith is watching a ple believed they had to keep all their belonged to. That’s how powerful fungreat movie and eating popcorn.” content on their own Web site. The the- neling your message can be. Such messages may be fine for perory was that spreading it out ruined The marketplace is changing, and sonal networks, but for business netyour credibility and diminished your you have to change with it. Your name works you need to put out messages that reputation as being a unique speaker. has to be everywhere — in print, on are useful to your readers. In other Not so today. In fact, with SMM, the radio, on TV and on the social networds, don’t talk about yourself. You opposite is true. The more places you working sites. The more you can get want to give valuable tips and advice so can get your message to appear simul- your name and message circulating in that the people who read your posts taneously, the more effective your the various mediums, the higher your want to repost them to their own sites. message will be. chances of clients seeing your inforThat’s how your message spreads virally. Think of it as constructing a funnel. mation and ultimately hiring you. The key is to keep your messages You want to lay several trails of informaThanks to SMM you can get your consistent. Remember that people are tion, all of which lead to your main site. message out to thousands of people in an subscribing to various feeds in order to Therefore, no matter how someone instant. And the results are greater credget your information. They are essenstumbles upon you, as long as they “fol- ibility, more exposure and higher sales.

JUNE 2009 • GLOBE GAZETTE

IN BUSINESS • 11

Q&A Daniel R. Sabin, president of Iowa Northern Railway, partner in Manly Terminal By JOHN SKIPPER john.skipper@globegazette.com

aniel R. Sabin, a native of Manly, is owner and president of the Iowa Northern Railway Co. headquartered in Cedar Rapids and is a partner in the Manly Terminal, a biofuels, ethanol and wind turbine storage and trading business in Manly. His previous work experience includes being co-founder, vice president and chief executive officer of the Iron Road Railways in Alexandria, Va. He was also co-founder and president of a transportation consulting firm and spent some time with the Canadian Pacific Railway. Recently, he reflected on his career. Q. How did you get interested in railroads? A. “I’ve been interested in railroads from about the age of 3. My dad and my brother were both engineers and I had other relatives who worked for the railroad. We were a railroad family and I never thought about doing anything else.” Q. So, when you were growing up and other kids wanted to do all sorts of things when they grew up, you always wanted to be a railroad man? A. “Absolutely.” Q. There is a big difference between working on a railroad and owning a railroad. How did you make that transition and how easy was it for you? A. “I grew up in Manly and got my first job on the railroad at the age of 15 as a telegraph operator. It wasn’t easy. Back in those days, Manly had five sets of dispatchers handling three different railroads. I was responsible for communication between them.

“We were a railroad family and I never thought about doing anything else.” — Dan Sabin (left), president of the Iowa Northern Railway, shown with his brother, Mark, vice president. Photo submitted

“My goal was to be a dispatcher and I got that opportunity at the age of 17. I got various railroad jobs in Montreal, Baltimore, Cincinnati, Detroit. Eventually, I set up a consulting service for setting up shortlines. That work kind of gave me a ‘master’s degree’ in shortlines. “My mentor was C.J. Stoffer, who was president of the Iowa Northern Railroad. He started it with a ballpoint pen and a couple of paper clips and built it into a good business. “In 1994, he was ready to sell. I was asked if I would help find possible buyers. I said, ‘Sure, if I can be included on the list.’ And we were able to buy it.”

Q. How has the railroad business survived the faltering economy? A. “The flood last year hurt us more than the economy has. There are still two bridges out, one at Waterloo and one at Cedar Rapids. Detours are expensive. But still, we ran 15,000 cars when we started in 1994. In 2008, we ran 45,416. By 2014, we’ll be at 100,000. “We were growing at 30 percent a year before the floods. Now we’re at about 50 percent of normal because of the bridges being out.” Q. Was it an easy transition to get into the ethanol storage business with the Manly Terminal? A. “It was a natural one because it

involves rail traffic. And we’ve expanded into wind turbines and that is going well, too. Last year we moved 950 carloads of wind turbine components. This year we will move 3,000 carloads. “It’s developed into a new business called Manly Logistic Lines. We’ll be the distribution point for heavy shipments such as poles and transformers. “We’re starting with 20 acres on the other side of the road from the Manly Terminal.” Q. This is just a guess but I’ll bet your favorite song is “I’ve Been Working on the Railroad.” A. “Yeah.”

JUNE 2009 • GLOBE GAZETTE

IN BUSINESS • 13

Federal stimulus package aids small-business owners are of interest to entrepreneurs: • Temporary elimination of SBAguaranteed 7(a) and 504 loan fees. The fee eliminations are By MARY PIEPER retroactive to Feb. 17, mary.pieper@globegazette.com 2009, the date the he federal stimulus package American Recovery contains several provisions to and Reinvestment Act increase assistance to smallwas signed. business owners, including those • Temporary 90 Folsom starting new businesses. percent guarantees on Most of these provisions are some types of 7(a) loans to qualioffered through the U.S. Small fied small businesses. Business Administration. • Secondary market liquidity for During a recent seminar at North Section 7(a) loans. Iowa Area Community College, • America’s Recovery Capital SBA Des Moines District Office (ARC) Stabilization Loans, a new Director Joseph Folsom and Assis- program offering deferred-paytant Director Tom Harbison outment loans of up to $35,000, lined nine key components of the backed 100 percent by the SBA, to economic stimulus package that viable small businesses that need

Those starting new businesses also can get assistance, mostly through SBA

help making payments on an existing, qualifying loan for up to six months. This program is intended to give small businesses some temporary financial relief to keep their doors open and get their cash flow back on track so they can Harbison maintain existing jobs and ultimately create new jobs. “That has generated a lot of interest and a lot of phone calls,” Folsom said. • Expanded microloans. These loans can be made for up to $35,000 and come with technical assistance and training for every borrower. North Iowa businesses can get

microloans through the Iowa Foundation for Microenterprise & Community Vitality, www.iowamicroloan.org. • Surety Bond Program expansion. The maximum amount for contracts that qualify for SBA surety bonds will increase to $5 million, and up to $10 million for certain contracts. • Secondary Market for First Mortgages associated with Section 504 Certified Development Co. loans, which support small business capital-asset and real-property investments. • Expanded Refinancing Project for Section 504 Loans. • Small Business Investment Co. Program expansion. For more information, visit www.sba.gov.

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“One Size Fits All” continued...

can choose to focus your time and money on estate planning, and you can have • Family Governance a great game plan for (Family Business Council, passing along wealth. You Operating Board of can focus on business Directors, family performance and ignore employment policies); and, family governance and • Family Dynamics family dynamics. Choosing (effective interaction among this last alternative, family members). however, pretty much All of these factors are assures that the price of important to developing your business success will and sustaining a multibe a family failure. That generational business – makes for a lonely holiday legacy businesses as we dinner. prefer to call them. The Our experience has odds of creating and shown that many of you passing along a legacy who have achieved a high business are not great. level of financial and They shrink to even smaller business success are much numbers when you depend warmer, more sensitive, and on chance rather than often choose to be more choice. Succession success loyal to business friends is all about choices and and strategic partners than decisions. the general public wants to You can choose to ignore recognize. So, for whatever any one, or even most, of reason(s), you will stay with the ten interdependent and people who don’t always integrated factors described have your best interests in above and still have mind. As an example, one business success within the of our newer clients with a current generation. You net worth in the tens of

millions had been talked into an annuity for a reason that had nothing to do with his needs. It had everything to do with his advisor’s business. His advisor sold annuities. So, as you begin your due diligence on a succession planning partner, here are some considerations for you to keep in mind: 1. Know what you want to have happen and pick someone to work with who will put your interests and needs first. Build your plan around what you want to have happen. Letting someone else build a plan misaligned with your goals will be just as uncomfortable as wearing shoes two sizes too small or two sizes too large. 2. Remember that your business is a forum for continuing family fellowship, values, and careers. Family is more than blood. It’s two or more people gathered together

for reasons beyond making money. 3. Your business is a powerful vehicle for impacting your community. In fact, the family business is one of the powerful economic engines in the world. It is the ticket to Living the Dream. So, whether your dream wears a 6AAA or 16EEE, shape your succession plan so that it gives you pride, pleasure, peace of mind, and the profit that makes everything you’ve dreamt come about. It’s more fun to live your own dream than someone else’s. Dan Schneider publishes frequently in a variety of periodicals and blogs. He is a Partner/Director of The Rawls Group, The Family Business Resource Center, and an owner of the International Succession Planning Association. He can be reached at dschneider@rawlsgroup.com.

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Lately, some public service organizations have been running television commercials that give us a wonderful picture of why money-centered web scams don’t work in a face-to-face environment. I wouldn’t go so far as to call some succession planning approaches a scam, but I have no reservations about stating publicly that a “one size fits all” succession planning approach doesn’t fit all. This point got driven home to me again just a few days ago. During a presentation to a group of about 25 people whose net worth easily placed them in the neighborhood of the top 1% of the U.S. population, one of the

participants was having trouble understanding why the real-life example we used in our case study had chosen a different approach to estate planning and stock transfer than he had chosen to use with his family and a few minority partners. After more minutes of discussion than it should have taken to get the point across, Jack (not his real name) connected the dots. Owner Perspective and Motivation is what we call it; or, as another participant said, “Different strokes for different folks.” This is the first of ten integrated factors related to succession success; and everything related to a healthy and worthwhile succession plan

begins here. Your attitude toward the business impacts creditors, suppliers, vendors, franchisers, employees and managers. In short, it determines the cultural environment that impacts how business gets done. Nine other factors also influence how well a succession plan works to insure that your business will not only pass to the next generation, but to future generations as well. These factors include important considerations related to: • Personal Financial Planning (wills, estate planning, financial independence from the business); • Business Structuring

(tax on business profits, cash flow to shareholders, buy/sell agreements); • usiness Performance (profitability, market share, business model alignment); • Strategic Planning (long term goals and objectives, selection of appropriate business strategies); • Leadership and Management Continuity (cultural sustainability, bench strength, employee commitment); • Management Synergy and Teamwork (collaborative vs. competitive alignment of aspiring successors); • Successor Preparation (specialized mentoring, coaching, educational and experiential development); Continued to following Family Owned page

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Let’s Get Acquainted with All Iowa Interiors Location: 240 State Street Garner, A Phone number: 641-923-3462 Fax Number: 641-923-9961 Business Hours: Monday-Friday 9-5 Sat 9-1 Our Products: Mohawk, Shaw & Hunter Douglas, Kirsch, Armstrong, Domco, Johnson, Karndean, Mannington, Wallpaper, York, Chesapeake, Blonder Owner: Tami Eastman Year Established: 1970 Did you know? Pete Sharar’s nephew encouraged him to get into the flooring business, He started out with one roll of carpet and a few samples. Number of Employees: 2 in sales and 5 installers Website: www.alliowainteriors.com Email: alliowainteriors@qwestoffice.net Consultations Available All Iowa interiors got its start when the nephew of Pete Sharar encouraged him to go into the flooring business. So in 1970 Pete and wife Joan started out with one roll of carpet and a few samples. Through hard work, determination, perseverance and lots of encouragement from family, friends and satisfied customers they slowly started to grow their business. They expanded and added many more products and today the store carries Mohawk, Shaw, and many more products and the widely acclaimed Hunter Douglas line. They are a certified Shaw Aligned Dealer. From those simple beginning the store added window treatments, wallpaper, ceramic & stone, laminates and hardwood floors and unique home accents. This has really made it easy for residents in Garner and the surround area to make just one stop and get the helpful advice design tips plus famous brands and know that they will be getting expert installation too. Pete and Joan can occasionally be found in the store still today as they help out. Tami thinks they just love seeing old friends and customers too.

Current owner, Tami Eastman, daughter of Pete and Joan is quick to point out. “People would be surprised by our selection. We have people from all over North Iowa that come to our store”. Tami took over the business in 2000 and a few years ago Tami added a website alliowainteriors.com to provide even more assistance Tami and children left, A.J. and Lauren get to meet Warren Founder Pete Sharar (Tami's father) is to those interested in at the carpet market in remodeling, additions, carpet Buffet at the Shaw Flooring convention in 2007 in Orlando pictured Ankeny in 1980 Florida. Berkshire Hathaway owns Shaw Industries, Warren replacements or other ideas on was the keynote speaker. how to enjoy their homes more. They also do quite a bit of commercial work with businesses and industries in North Iowa too. When people want to have a fresh new look they can look to All Iowa Interiors to Inspire…Create…Decorate as their slogan so aptly states. One of the nice things at All Iowa Interiors is they have built their business on Tami and children left, A.J. and Lauren meet with Kathy Ireland at service and working with their Tami Eastman, owner the Shaw flooring convention in Orlando Florida, displaying her All Iowa interiors customers. They are there to product line. assist you in helping make you with any decorating decision and it doesn’t matter how the Sharar family and it still is today to Tami. She has long it takes. In home consultations can be arranged too. been very active in the Garner Chamber of Commerce, They won’t try and pressure you or rush you like the big serving as a past-president, and is a member of the box stores do. Every customer is important because they United Methodist Church in Garner. Tami has also won the are friends and neighbors. Visitors to the store will have ABC award and is a past president of the Beta Upsilon the opportunity to work with two sales people who know Sorority. The business has been a strong local supporter all about home redecorating and remodeling and All Iowa and has been active in helping the Garner Aquatic Center Interiors have five full time installers. This insures that the become a reality. They are actively involved with their local work is done promptly and professionally. schools and support many events such as Relay for Life, The Garner Community has always been important to MS Walk, Cancer Society & American Heart Association.

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Small business plays a huge role in this country’s economy By JAN HORGEN In Business Family-based companies make up about 64 percent of the U.S. gross domestic product, employ about 80 percent of the work force and create about 85 percent of all new jobs, according to statistics from the Center for Family Enterprise at the

Minnesota-based St. Thomas Opus College of Business. Most are privately owned and only about one third survive the transition from the founding generation to the next, according to Brian Monson, Center for Family Enterprise instructor and director. Working with family

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SPOTLIGHT The Boot House

Sharon O’Keefe, Owner Owners: Sharon & Dennis O’Keefe started the business in 1979. Their children grew up working in the store and today, all four of them are invovled in retail and working with the public. Location: Highway 65 South in Manly Products & Services: Work & Western, Casual & Dress footwear for men, women and children. Brands include Tony Lama, Ariat, Dan Post, Double H, Justin, Lucchese, Old West, Loredo, and Dingo. The Boot House also sells children’s jeans, men’s suits, hats, winter coats, wallets, boot socks, and jewelry. The gift shop offers a selection of western artifacts and decor, infant gifts, as well as Boyds Bears. Keys to Success: Our personal service. We care about the people we serve and the products we sell.

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question that a strong business always begins with a strong foundation, solid goals and deep commitment. Creating a lasting passion, beyond the founder to succeeding generations, is essential to endurance, according to Lars Peterson, former assistant state director of the Iowa Small Business Development Center. Start by exposing children to the business, Peterson says. “Take them to work with you. Mentor them to have a romance with the enterprise,“he said. Provide for the training and experience necessary for the next generation to follow as strong leaders. Encourage formal business education, require them to get appropriate work experience, even with other companies, before returning to work at the family operation as a way to deepen and strengthen their ability to take over the operation when it is time. Building relationships with independent experts and advisers can be invaluable. Seek out advisers who are honest and don’t just parrot Continued to following Family Owned page

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businesses to foster healthy operations, communications, marketing and exit strategies is becoming an increasingly important factor in the education sector. “One of the biggest challenges with family business is the simple fact that you are in business with family members,” says Mark Olchefske, director of regional business development of the John Pappajohn Entrepreneurial Center at North Iowa Area Community College. “Working with family can add a measure of complexity in solving issues that need to be resolved, especially if there is not general agreement on company direction, expectations or even who should be calling the shots.” Common stumbling blocks, according to Olchefske, are communication, aspirations, expertise of the next generations, even use of changing technology. Although there can be a certain amount of luck in the survival of a company for generations, there is no

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what company leaders may want to hear. This is a strong step in fostering accountability and strengthening operational leadership. And hold everyone in the business accountable from the top down or it can put undo strain on the business. Shore up the necessary legalities from shareholder

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SPOTLIGHT Dralle Department Store

Jeff Dralle, Owner Established by: William Buchhols in 1896. The store was owned by 2 generations of Buchhols. In 1916, Henry Dralle became a partner. The store name was changed from Bucchols & Son to Buchhols & Dralle in the early 1920’s. In 1966, Keith and Jim Dralle, sons of Henry, changed the name to Dralle Department Store. Jeff Dralle joined his uncle and father in the family business in 1972. Today, Dralle Department store is owned by Jeff and his wife, Pam. Rick Ritter and Darin Trees have joined the business as junior partners. Location: Since 1906, the store has been located at Products & Services: The business was originally started as a general mercantile store. Today, the store occupies 3 store fronts and offers about 10,000 square feet of merchandise, including men’s clothing and footwear, gifts and accessories, a fabric and quilt shop, and offers quilting classes. Dralle Department Store also sells furniture and is a complete floor covering store Keys to Success: Strong support from the area, good merchandise, quality service and good prices. “We withstood the flood of 2008 and I’m proud to say, we’re doing good. We’re so thankful,” said Jeff. “It’s unique and rewarding to sell shoes to customers in their 90’s who came here and did business with my Grandpa.”

Creative Cabinets Inc. 20 YEARS IN BUSINESS Jerry & Laurie Donnenwerth

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agreements to management practices, wills to succession plans. Start the legal paperwork early and check it often to be sure it is in keeping with the evolution of the operation. “In prior generations, there was often the expectation that the oldest child would take over,” Olchefske said. “But

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that may not be the most appropriate person, so planning for what is best for the future operation is essential.” The nature of employment has changed drastically during that past 20 years in terms of mobility. This has created a significant impact on most businesses. “It is extremely important for any business but especially with family-based businesses to focus services on the fundamentals,” Olchefske said. “Focus on core processes. Look at key metrics that transcend generational issues such as accounts payable, sales, inventory.” Take the emotion out of the business. “Here at the Entrepreneurial Center, we teach the importance of an objective business footing,” Olchefske said. “We encourage keeping decisions about business and family as separate as possible, although it is never that pure. You do have to let family considerations into the business at times, but the more you can keep those worlds apart the better it is for both.” Technology and marketplace changes have a great impact on today’s business operations. Adaptation to these changes and advancements are necessary to survival for most companies.

Mastering new tools and technology, especially Web sites and e-commerce, and fully understanding how these can be helpful may be better done by a younger generation. “That is sometimes hard for older business leaders and owners to accept, that the younger generation has a better handle on utilizing these fast-changing technology tools,” Olchefske said. Communication is the “rebar that runs through the cement in the foundation” of a solid business, according to Peterson. Convey your passion, guiding rules and accountability expectations in a concise way to family members in the company and key employees. Then listen carefully to the thoughts, ideas and concerns of those who can help move the business toward the ultimate goals. Always strive for clarity. Be simple, be brief and be clear in communicating goals, expectations and needs. Then project those further in action. What you do speaks volumes. And don’t discount fairness in all business behavior. Business strength and success centers on character. “We exist in a world of law and no enterprise can skirt the rules for long,” Peterson said, so base business on ethical behavior and it will provide a lasting legacy for the company.

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Let’s Get Acquainted with Mason City Roofing Location: 609 South Adams Ave Mason City Phone Number: 423-6023 Fax number: 423-8005 Business Hours: Monday-Saturday 8-5 Owners: Ernie L Martinez, Minon Martinez and Derrick Martinez Our Products: GAF/ELK, Duro-Last, Neogard, Vista & Hayfield Windows, Taylor Doors, Mastic & Variform Siding, and Gutter Filter America Did You know? Mason City Roofing was established in 1933 Number of Employees: 10 to 20 Website: www.masoncityroofing.com.com Email: masoncityroofinginc@hotmail.com

Most people think of Mason City roofing when they need a new roof or roof repairs. That’s how the business began back in 1933. They started out specializing in residential; and commercial roofing. From a distance a lot of roofs will look the same. It’s only upon close examination that you can see the differences in installation, quality of products and attention to detail. Many people don’t take the time to look at their roofs and it’s only when they have problems do they call someone to look at their roof. If your roof is more than 20 years old you should give Mason city roofing a call and have them take a look at your roof. They are a GAF/Elk Master Elite Contractor and will do a complete

professional inspection including ventilation for you. Today you can get expert installation for roofs, siding, windows and gutters. They carry various lines of windows including Vista and Windows. To protect your gutters from getting clogged and having to clean them they carry a gutter filtration product which is Gutter Filter America. This has proven very popular in North Iowa and comes with a Lifetime Limited Warranty. The Gutter Filter America system also reduces ice built up and icicles. Mason City Roofing does provide financing throught a Smart Money progam that offers various sames as cash options. They also accept MasterCard, Visa and Discover as well. Mason City Roofing is truly a family owned business. There are three owners: Ernie L. Martinez, Minon Martinez and

Derrick Martinez. Ernie L. Martinez (husband, father and grandfather) is the Project Manager. Minon Martinez (wife, mother grandmother) is the Office Manager. Derrick Martinez (son, uncle) is the Superintendent and does installation. Wendy Balles (daughter, mom) is the Advertising Manager. Family is very important to the Martinez family. They also take a great deal of pride in being a community minded business. They share their time, talents and treasures with United Way Survivors of Suicide Loss Support Group, Habitat for Humanity, Long Term Recovery Coalition for Cerro Gordo County, North Iowa Youth Center, Marine Corp League Toys For Tots and many other worthy causes.

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22 • IN BUSINESS

GLOBE GAZETTE • JUNE 2009

Don’t play electronic Russian roulette: Install antivirus software By MICHAEL MUNSHOWER In Business

hether it’s a factorymade computer system or a custom-built computer, the most important thing to do after buying and setting up a Windows system is verifying the presence of antivirus software and installing it if absent. Those of you who have been running a Windows computer for some time without any antivirus software installed need to take note, too. You’re playing electronic Russian roulette. Virus, Trojan, worm and spyware are all terms that get tossed around frequently. These all fit into the general classification know as malware — malicious software. People sometimes use these terms interchangeably, which is not quite correct. Let’s first define the threats and then address prevention and removal. A virus is software that alters in an undesirable way the function of the computer and often ends up in the machine without the user’s knowledge. The virus places its own code with another program

and replicates itself. Some of the indications a computer virus range from mild — such as annoying messages displayed randomly on your screen — to severe — destroyed data or a computer unable to boot. A Trojan is a program that masquerades itself as someMunshower thing legitimate but actually has malicious intentions. Unlike a virus, a Trojan spreads through computer user action — such as opening an infected e-mail attachment or downloading a compromised file from the Internet. Trojans can install a backdoor — a means of allowing remote access. This can result in loss or theft of personal data. A worm is program that replicates itself without attaching itself to an existing legitimate program. Through this action, computer resources are consumed and networks can become congested. Certain worms can install a back door. Spyware is a broad term that

• Keep your Web browser up to date too, with the latest updates. Internet Explorer describes software that colusers should consider tightenlects information about your ing the default settings and computer usage which could include Internet surfing habits, restrict ActiveX. Firefox users don’t need to be concerned credit card numbers and ewith ActiveX exploits since mail addresses, then via your Internet connection send that this browser doesn’t support information back to some data ActiveX. • Use strong passwords for collection source for the purpose of advertising or identity all your computer activities that require passwords. Use a theft. combination of upper case letHow do you prevent the above nasties from happening? ters, lower case letters, numbers and special symbols in a Here are some security tips to way that you can remember follow: but are difficult for anyone else • Install antivirus software from a reputable vendor. Con- to guess. • Don’t open e-mail attachfigure the software to update itself regularly and perform full ments from unknown sources. • Don’t download files from system scans at least once per peer-to-peer file sharing netweek. If spyware detection works. isn’t included with the • Do most of your computer antivirus software, seek this usage from a log-on account from a reputable vendor, too. • Use a firewall. This can be that has limited privileges. Only logon with administrator rights in the form of the firewall when absolutely necessary. that’s built into Windows, Although not entirely bulletthird-party software or hardproof, Mac and Linux users typware firewall that resides in a network router. ically don’t have to worry about • Keep your Windows oper- malware. Very little malicious ating system up to date with software is directed toward the latest security updates and these operating systems. patches. The only time you need

TOOLBOX: TECHNICAL

antivirus software on Mac or Linux is when these machines are networked with Windows computers and are bringing in files that will get passed along to Windows PCs. If you believe you have some sort of malware infection, the first thing to do is to isolate the computer if on a network. Disconnect the network cable if on a wired network, or disable the wireless adapter if on a wireless network. Reboot your computer into safe mode and run your antivirus and spyware detection software. In some cases, removing the infection is as simple as following on-screen prompts and directions. In other cases, you might need to go to a working computer and do some research to download some sort of removal tool specifically tailored to the threat you’re trying to eliminate. If you’re not comfortable in doing this, then consult a professional computer tech for assistance. — Michael Munshower is a system technician for the Globe Gazette. Reach him at michael.munshower@ globegazette.com.

Business Insurance and Employee Benefits Protection & Security Since 1921 641.421.8000 or 800.247.0713

25 West State Street - Upper Level Mason City, IA 50401

www.1stinsurance.com

Roger Bang, C.L.U. Casey Callanan Kelly Draheim Kendall Lundberg John Moran Tel Pappajohn Dick Price, C.P.C.U.

It’s Time To Enjoy The Special

Wines of Summer We are now full “speed ahead” into Summer. White wines and Summer beers are flowing. Some great wines to be trying are easy sipping patio styles like New Age White or Rose. Try Gazela VinhoVerde from Portugal, or a Torrontes from Argentina. How about a Rueda from Spain? Speaking about Spain, if you’re having shellfish or any fish, try an Albarino; one of the biggest up and coming white wines. Of course you can’t forget about a nice Riesling or Gewurztraminer. My favorite white for summer is a New Zealand Sauvignon Blanc, although I also like a buttery, creamy, oak style Chardonnay too. Pinot Gris from Oregon, yummy! Were do I stop? There are so many. Just stop by one of our shops and we will steer you in the right direction.

Effective July 1, 2008

Disposal Costs at the Landfill of

North Iowa will be: The Landfill of North Iowa’s service area includes the following counties and communities: Mason City, Clear Lake, Ventura, Garner, Klemme, Forest City, Joice, Rockwell, Thornton, Plymouth, Dougherty, Nora Springs, Sheffield, Kensett, Grafton, Manly, Hanlontown, Northwood, Rock Falls, Coulter, Hampton, Hansell, Geneva, Latimer, Popejoy, Swaledale, Meservey, rural Cerro Gordo and Franklin counties.

Our prices and tipping fees are among the lowest in the state!

CARS . . . . . . . . . . . . . . . . . . . . .$13.00 PICKUPS, VANS, SUVS, MINI VANS . . . . . . . . . . . . . . . . .$13.00 1st 1000 Lbs.($1.30 cwt over 1000 Lbs.) VEHICLES WITH TRAILERS . . . . . . . . . . . . . . .$26.00/ton($26 min.) DUMP & STRAIGHT TRUCKS . . . . . . . . . . . . . . .$29.00/ton($29 min.) PACKERS, ROLL-OFFS & SEMI TRAILERS . . . . . .$29.00/ton($29 min.) TREES & BRUSH . . . . . . . . . . . . . . .$13.00/ton($13 min.) APPLIANCES . . . . . . . . . .$13.00/each TVS/MONITORS/CRTS . . . . . . . . . . . . . . . . . . . . . .$13.00/each STAND-ALONE COPIERS . . . . . . . . . . . . . . . . . . . . . .$13.00/each PRINTERS/DESKTOP COPIERS . . . . . . . . . . . . . . . . . . . . . . .$4.00/each ANIMALS . . . . . . . . . . . . .$10.00/each RUBBLE (clean,<12” pieces) - No charge GRASS & LEAVES . . . . . . .No charge TIRES Passenger . . . . . . . . . .$2.00 per tire Truck . . . . . . . . . . . . . .$4.00 per tire Tractor . . . . . . . . . . . .$10.00 per tire

Ryan Evers Hy-Vee East Wine Dept.

Bruce Long, Mgr. Hy-Vee Wine & Spirits

Our Pick Cupcake Sauvignon Blanc 2008 Marlborough New Zealand This wine is 100% Sauvignon Blanc. This wine has aromas and flavors of Grapefruit, Lemon, Key Limes and fresh cut grass. Although this wine has a typical New Zealand Sauvignon Blanc profile, it is not as “over the top” as most. It is crisp and clean, pairing great with Garlic Shrimp, Mediterranean Style Chicken, or maybe even a Chicken Stir-fry. Enjoy this wine this Summer!

Pete Bjugan Hy-Vee Drugstore Wine & Spirits Mgr.

Manage your business waste materials By RENEE BARTLING, EDUCATION COORDINATOR, LANDFILL OF NORTH IOWA

Businesses inevitably produce waste materials other than paper. Many of these wastes can also be managed and recycled in economical and environmentally safe ways, for example: ELECTRONICS TVs, Computer Monitors, Printers and copiers can be “ecycled” for a small fee. Scanners, computers, keyboards, input devices, video/surveillance cameras, fax machines, stereos, VCRs, cordless phones, DVD and CD players can be “e-cycled” at no cost. HAZARDOUS WASTE MATERIALS Businesses/contractors that meet the EPA requirements of a Conditionally Exempt Small Quantity Generator (CESQG) may dispose of hazardous materials at Regional Collection Centers (RCC) for Household Hazardous Waste for a small disposal fee. The RCC collects fluorescent bulbs, ballasts, oil based paints, wood preservatives and strippers, aerosol cans, fuels, oil, antifreeze, batteries, and cleaning products just to name a few. Any product that says “Caution”, “Warning” or “Poison” on the label qualifies. Using the RCC

also provides a record confirming how hazardous materials were disposed of. WOODWASTE Contractors/businesses that separate their woodwaste from other waste receive a discounted disposal rate for the woodwaste. The woodwaste is diverted and made into other products. TIRES/APPLIANCES Tires may be disposed of for a fee. Tires are reused for other products or as fuel. Appliances may be dropped off for a fee, for future salvage. EDUCATIONAL OPPORTUNITIES The Landfill of North Iowa provides free educational services to businesses/contractors. Landfill field trips, Education Center tours, and presentations are provided at no cost. Offsite presentations are also available covering a variety of waste management and recycling topics. Call 877- LANDFIL for more information. By managing wastes properly, businesses can help protect the environment, conserve natural resources, and save money.

FAMILY OWNED • FAMILY OWNED • FAMILY OWNED • FAMILY OWNED • FAMILY OWNED Advertising Supplement

Let’s Get Acquainted with the Northwestern Steakhouse Location: 304 16th Street NW Mason City Owners: Bill & Ann Papouchis Did You know? The Northwestern Steakhouse was established in 1920 but moved to its current location in 1954 Website: NorthwesternSteakhouse.com Mention the word steak and people immediately say Northwestern Steakhouse. That's where people go when they need a "Steak Fix" . And it's been that way since 1920. Bill Papouchis, general manager and chief chef; Ann, bookkeeper, hostess, wait staff manager; Cindy, waitress and Alexis the dIshwasher and all 20 employees strive to be the best there is anywhere. Their efforts have hardly gone unnoticed. For the last eight years the Northwestern Steakhouse has been honored as the Best of the Best and Readers Choice pick for the best steak in north Iowa. The Iowa liquor Quarterly magazine also recognized their reputation in north Iowa and featured the Northwestern Steakhouse in a recent issue. Steak lovers have long known that their steaks are worth the wait. It's somewhat of a tradition to stand in line and enjoy conversation with friends and strangers as you are tantalized by the wonderful aroma of their delicious steaks. It's not just steaks though, if you like pasta then you have to have their special Greek pasta. Ann commented “We are constantly amazed when fifth generation family members come in and start talking about their

memories of the Northwestern Steakhouse.” Former Mason City residents and area natives return home and make it a special point of coming to the Northwestern Steakhouse. The atmosphere, the friendly staff and the food bring back so many wonderful memories. Sometimes the conversation will drift back to the days when Tony and Pete first began on Northwestern Row and then moved over to North Federal. Occasional someone will laugh and talk about how Tony and Pete bootlegged whiskey from the basement back during Prohibition. There are so many memories that are part of a wonderful tradition. Since they are a family owned business and have lived in Mason City for years, they are very community minded. They

Northwestern Steakhouse Established 1920

believe in giving back to Mason City and have helped Vision Iowa, Relay for Life and countless family benefits as well as numerous church functions. Ann said "Unlike chain restaurants, this is our home. It's more than a business with us. It's our life and we appreciate our wonderful friends and customers and we do try hard to help out in any way we can." The Northwestern Steakhouse has gone through a lot of changes through the years just as Mason City has, but there are many things that will always stay the same; that wonderful steak, laughing waitresses, a warm and inviting atmosphere and a meal that is prepared with more than 80 years of experience. Just the way that Tony would have wanted it.

Weekly Specials Mon and Thurs. Ladies Fillet $17.95 Tues. Ribeye $14.50 Wed. New York Cut $13.50

Open 7 days a week! Open 5 -p.m. - 10 p.m. 641-423-5075 304 16th St. NW • Mason City www.northwesternsteakhouse.com

FAMILY OWNED • FAMILY OWNED • FAMILY OWNED • FAMILY OWNED • FAMILY OWNED Advertising Supplement

Let’s Get Acquainted with Corporate Farmer

services and solutions to their clients. Services such as… * They help Family Farm Incorporation if needed. (97% of their customers are Location: 1307 6th St SW Mason City incorporated) Phone number: 800-472-6931 * Income tax planning Fax Number: 424-5613 * Tax bookkeeping with monthly detailed Business Hours: Monday-Friday 8-5 reports showing current tax position Our Services: Agricultural Tax Planning * Tax preparation, W2's and 1099's Owner: Dennis Van Gorkom * Annual reports for their corporation Year Established: 1975 * Financial statements for their creditors Did you know? * Financial planning for profit * IRS correspondence They only work with family owned farms * Monthly newsletter and ranches * Accountants on staff to answer any Number of Employees: 10 and all questions at no additional cost Email: dennis@corporatefarmer.com helped plan for steady growth through unsteady interest rates. They’ve * Many of their clients have received Website: www.corporatefarmer.com saved farms and fortunes in liability suits. on-farm visits from them for better understanding of complicated They’ve navigated through many uncharted waters. They now know operations Since 1975, Corporate Farmer has helped families that farm the course. Their business philosophy is simple: They are here to serve their become more successful and prosperous. May they help you map your journey? clients. And their proven track record of over 30 years of success They specialize in serving farmers and ranchers only. They’ve been speaks for itself. They have over a 97% retention rate of clients every the pioneers in developing innovative tax planning techniques that First of all, they listen. year. The most common reason they lose clients is very simple…they have been proven to save our clients money. Their time-test proven Then they partner with you to develop a solid strategic plan. retire. And they retire VERY comfortably. system allows for better planning, better management decisions and They let you explain your farming goals and objectives. They study Plus, they serve their clients' needs year around, not just at tax more profitable results. your current and past financial and tax positions. Only then do they time. They receive over 1,000 calls a month on their toll free 800 They are here to serve you. They are customer driven, but don't help you plan a strategy of success. number answering clients' questions pertaining to their business expect them to play fast or lose with your money or the tax laws. You know where you want to go and they help you get there operation. They are here to serve you on a daily basis. That's what That's why you'll like it there. They are no different from you. through financial and tax planning. they do. They save you money. And they do it well. This is who they are With their unique and easy to use bookkeeping system, every day That's because they specialize only in agriculture. They only serve of the year you will know your tax position. That allows you to best What makes them unique their full-time farm and rancher clients. They don't do any tax or manage your business on a daily basis for the benefit of your The services provided and their commitment to their clients in consulting work outside of agriculture or do any walk-in business at business. They eliminate the year-end chaos of scrambling with pre- fulfilling their duties won't be found anywhere else. Nor can the tax time. They only serve their full-time clients and view them as pay, deferred income and non-essential purchases to offset taxes. specialized experience or expertise. Their uniqueness includes. . . partners. They work with them every step of the way through planning Their average new client can reduce taxes by 20% - 30%. * They specialize in agricultural taxes to successful year-end results. Sometimes less, sometimes more. But they all enjoy the peaceful * They only serve farmers and ranchers. They do not seek or They are small enough to be personal but big enough to make an holidays a lot more. accept neither non-agricultural business nor any walk-in business at impact. They can help you reduce tax and liability exposure. tax time. They work fulltime for their fulltime clients. They developed their own unique software program years ago. It is Farming is a business: A big business. And like any business there * Their proprietary system is time-tested and proven to be tried not available to any one else in the world. This one-of-a-kind program are perils. So they encourage their clients to take advantage of the and true. No one else in the world has or can duplicate their system. allows for one accountant to do the job of four. And the system is tax and liability laws that the big Fortune 500 companies take * Any corporation for a family farm is better than not incorporating unique in the fact that it allows all of the accountants on staff to see advantage of by becoming a C Corporation. A C-Corp reduces both and they are the experts at setting-up and working with your account and shows your tax position every day of the year. So tax and personal liabilities. You can not only save more money on C Corporations. A C-Corp allows even the smallest of ranchers or when you call with a time sensitive question, you can get it answered taxes, but you can save the farms and all you've worked for under the farmers the same tax and liability benefits as the largest in minutes, not days, even if your personal representative is not protection of a C Corporation. Fortune 500 Company. available. This has major impact and benefit for you when you need Corporations are easy to establish and easy to dissolve. * They literally wrote the book on family farm incorporations. to know how a buy or sale action that day will effect your year-end Any corporation is better than none for family farms. C* They are customer driven. They serve you. They will do whatever tax position. Corporations are the best. So why not deal with the firm that wrote it takes, whenever it is needed to help you and your farming Experience and expertise are abundant at Corporate Farmer. the book on farm family corporations…Corporate Farmer. operation. There aren't many problems they haven't faced and solved for their * They are incredibly efficient and effective. They deliver results. customers over the years. They helped clients get through the This is How they do it They deliver value. turbulent 80's with many of them still with them today. They have Everything they do is based upon providing the best possible They are here to serve. How may they help you? helped clients survive the ebb and flow of the markets. They’ve

FAMILY OWNED • FAMILY OWNED • FAMILY OWNED • FAMILY OWNED • FAMILY OWNED Advertising Supplement

Let’s Get Acquainted with Linahon Electric Inc. Location: 1055 15th ST SW Mason City IA Hours: Monday-Friday 7-5 Phone number: 423-5528 Fax Number: 641-380-0190 Email: Linahon@internet2go.biz Our Services: Commercial and residential Electrical Contractor Owner: Dan Linahon Year Established: 1994 Did you know? Dan first got interested in becoming an electrician when he was a junior in high school…. Number of Employees: 16 Most people think of Linahon Electric when they are in need of lights or electricity. Since 1994 Dan and his employees have been providing electrical services for industrial, commercial residential and farm customers. What a lot of people don’t know is how Dan got started. Dan Linahon had been working for Interstate power for 17 years as a district technician when news came that they were merging with Alliant Energy. With the changes that were being talked about it seemed that Dan would be doing a considerable amount of traveling. The prospect of so much traveling and loss of family time didn’t appeal to Dan so he decided to make the move from his day job to running Linahon Electric full time. Fortunately for Dan and Julia he had been operating a sideline electrical business for

years. Now that business would have to grow from half of a stall in a two stall garage at home to a full fledged business. Linahon Electric does electrical work throughout the state of Iowa. Their skilled electricians install quality brand name electrical products such as Square D, GE, Electrolux, Simon Security too. Dan is the owner, he takes cars of customers, does all the estimating, billing, maintains inventory and does electrical work too. Wife, Julia is the secretary and is in charge of accounts receivable, accounts payable and the payroll. Both Dan and Juli are north Iowa residents.

She is from Mason City and Dan was originally from Clear Lake. People who know Dan, Julia and their family know they have been very active at Newman Catholic School. They have chaired the monumental God’s Portion day event, been very active in sports events at Newman, Both are involved with St Joseph’s Church. The Linahon’s also sponsor hockey players, race cars and baseball teams. They also support the YMCA Youth Partnership, Habitat for Humanity, Future Problem Solvers of America and Post Prom for different schools. They understand the importance of being good citizens as a way of life and also as a way to pay back from their business

JUNE 2009 â&#x20AC;˘ GLOBE GAZETTE

IN BUSINESS â&#x20AC;˘ 27

Economic development marketing: An internal and external process tral region are targeting wind industry value added manufacturing and distrihe North Iowa Cor- dents to become bution to locate here. employed, new residents ridor EDC is the This one event, which is marketing organiza- to move to the area, purin the crosshairs of our chasing of homes, tion representing Mason marketing efforts, will City, Clear Lake and Cerro enrolling children in produce more than 400 schools and supporting Gordo County. Our No. 1 businesses and merchants. direct contacts that we did focus is making business not have before. These external contacts and turning those Making the contact is prospects have many contacts into new private step one of the longterm options of where to locate investment and job retenprocess known as relaso consistent contact is tion and job creation. tionship building. Making contacts to both crucial. The steps following the Recently we combined our internal initial contact are critical forces with our regional customers and must be filled with (local busi- economic development partners (seven counties in genuine, value-added ness and North Central Iowa called information. You can bet industry) there are other communiNorth Central Iowa and our ties and regional areas Alliance) and the state of external pursuing their business Iowa and attended the business investment and job-creand indus- Windpower Trade Show ation potential much like Gillman and Conference in Chicatry we are. prospects is what we focus go. There are always comThe goal of the event on every day. Marketing petitors who will provide and building relationships was to make contacts with more economic incenas many of the attending is a long-term proposition tives, have a greater labor businesses as possible. and it is also something force draw, have closer The state of Iowa and that must be consistent. proximity to an internaOur goal for our internal specifically our north cen- tional airport, have a lower customers is no less than eight touches per year. We do this through reports and a newsletter, but more importantly we do this via staff having direct contact with business and industry regarding their growth plans and needs. The sustainability and growth of our local business and industry is the most important economic driver for our area. Our goal for making contacts with external prospects (business and industry that currently do not do business in our area) is for the purpose of growing the area economy via business attraction which allows more resiBy GREGG GILLMAN

Executive Director, North Iowa Corridor Economic Development Corp.

COMMENTARY

overall cost of doing business, have the perfect match for skilled labor and educational level, have greater amenities and so on. There are 3,141 other counties in the U.S., all looking for business development opportunities and making contacts. We counter our competition by following up when we make the commitment and adding value throughout the process. We will always accept a contact and work it diligently, but ideally we are targeting our audience and playing to our strengths while competing with those 3,141 other counties that believe they have a lot to offer to business and industry also. â&#x20AC;&#x201D; Reach Gregg Gillman at 25 W. State St., Suite B, Mason City, IA 50401; phone 641-423-0315; email ggillman@ northiowacorridor.com.

FAMILY OWNED • FAMILY OWNED • FAMILY OWNED • FAMILY OWNED • FAMILY OWNED Advertising Supplement

Family businesses face unique challenges We Distribute Fire Equipment, We Sell Fire Protection ON SITE PROFESSIONAL INSPECTION SALES - SERVICE - TRAINING-24 HOUR DROP-OFF BOX -RECHARGING WHILE YOU WAIT

A COMPLETE LINE OF FIRE PROTECTION & SAFETY EQUIPMENT AUTOMATIC HOOD SYSTEMS • PORTABLES

SERVING N. IOWA FOR OVER 50 YEARS

641-423-4200 • 1-800-286-4202 902 N. Federal • Mason City

OLD BANK WINERY & INN • Country Wines & Crafts • Wine Tastings • Group Tasting & Tours

Hours: 1-5 Tuesday-Friday • 9-12 Saturday Call For Appt. if Non-Business Hours Our Wines are also available at: Back Alley Wines and Lake Coffee & Bakery, Clear Lake; HyVee West, Mason City Owners: David & Nancy Litch

200 Main St., Kanawha • 641-762-3406

By JAN HORGEN For In Business A company benefits from diversity, and disagreement can fuel innovation. But too much discord, especially in a family business, can harm relationships and threaten a business. Here are some basic concepts to diffuse conflicts and meet challenges in family business: • Depersonalize the problem. Remember that disagreements of ideas and perspectives can generate helpful creativity. Don’t let a conflict drop to the level of personal accusations and attacks. Take a break, walk away and come back when cooler heads prevail to look at the situation dispassionately. • Bring disagreements

out in the open, giving those involved a chance to talk about, study and resolve the issue as soon as possible. The biggest problems in family business are often the small things that have been left to boil and fester under the surface. These can blow up if not faced in a clear, calm manner. • Dig down to the root of the conflict and get involved onboard in curing the problem. This requires each party to take a fair look at themselves and their actions. There will be times when an issue cannot be fully resolved so it is best to

find a way to accept or at least tolerate the issue, which will diffuse tension and allow for getting on with business. • Remember that continuity is often not a clear, straight path. Movement may not always be forward. To reach a goal of success or new business growth there may be times of lateral change. So planning well in advance for changes in ownership, management or business growth and accepting that these changes may appear jagged at times is vital to understanding the goals and creating continuity.

FAMILY-OWNED BUSINESS

• Reflect character in all business practices, from marketing and sales to employee management. Character defines a family business. The best road to success is not always the easy path. Set standards and abide by those standards, even in the hard times. Be willing to sacrifice in the short term if that is what it takes to reach long term goals. Do the right thing. — Source: Iowa Small Business Development Center and St. Thomas Opus College of Business Center for Family Enterprise.

SPOTLIGHT

Unicover, Inc.

Jim Baaken, Owner Established in: 1976 by Carrol Baaken, his son Jim, and Dennis Henderson. Location: The original plant was located in Garner. On April 1, 1996, fire destroyed the Garner plant. Just a few days later, Unicover relocated to Britt and built a new facility at 1040 Diagonal Street. Products & Services: Unicover manufactures fiberglass truck caps (toppers), aluminum truck caps and tonneau covers. The plant supplies truck caps to 200 dealers in 15 states throughout the upper Midwest.

Forest Stewardship Council

Keys to Success: Quality employees and the availability of good employees. Quality construction. Excellent customer service and support.

FAMILY OWNED • FAMILY OWNED • FAMILY OWNED • FAMILY OWNED • FAMILY OWNED Advertising Supplement

It’s often said, “That which doesn’t kill us makes us stronger.” While all of us would prefer better economic times, how a business owner responds to the challenge could be the difference between closing the doors and living to sell another day. Al Luchetti, director of the Small Business Development Center in Decatur, Illinois, offers these tips for

FAMILY-OWNED BUSINESS

SPOTLIGHT Clear Lake Boats Mike Maulsby, Owner Owners: Brothers, Mike & Tim Maulsby, purchased the business in 1993. Today, Mike’s son, Scott, and daughter-inlaw have also become involved in business operations Location: Sales Store - 1604 South Shore Drive, Clear Lake Marina located in Clear Lake’s PM Park, off South Shore Drive The Maulsby family also owns Waterloo Boats in Waterloo. Products & Services: Clear Lake Boats offers new and preowned boats from industry leaders including Cobalt, Crownline, Four Winns, and Premier Pontoons. We also operate the lake’s only waterfront marina, providing marine service and repair, boat and PWC rentals, accessories, 24hour fuel, and much more! Clear Lake Boats is proud to announce that they have recently been named one of the Boating Industries' Top 100 Dealers in the nation. This prestigious award is awarded based on high levels of customer service and high sales volume. Keys to Success: We offer the best product available. Our quality, trained employees provide great service to our customers.

- Takes “Dents” Out Custom Auto Builders

Surviving the Tough Times CUSTOMERS Treat your customers as the valuable asset they are. Evaluate your policies and procedures to make sure they are customer friendly. Ask yourself if your service rewards the customer and if you would do business with your company. EMPLOYEES Talk with your employees and seek their ideas for improving your business. They are, after all, your connection to the customer. OPTIMISM Be optimistic and forward looking; look for the positive aspects of your business and capitalize on them. You can control your attitude and a positive outlook can be contagious.

ADVERTISING Evaluate how you can reach your target market. Review the advertising used when times were less challenging and review how PLAN you can make it more productive. If necessary, re-work or change Revisit your business plan. If you don’t have a business plan, create one. Evaluate your market for changes and opportunities to your message inviting clients to do business with you. Although tempting, now is not the time to drastically reduce your attract a new target market. Compare your business to the advertising message as purchases are still being made every day. competition and capitalize on their weaknesses. “Consumers don’t stop buying when economies go through down FINANCIAL STATEMENTS cycles. They look harder for value,” said Saatchi & Saatchi’s Analyze your financial statements and compare them to Kevin Roberts, writing for Advertising Age. previous years. Review expenses and determine if they are in line INSURANCE with revenues. Evaluate the various measures of efficiency and Meet with your insurance agent and review policy coverage to productivity and determine what you can do to improve your reflect your current business situation performance against these benchmarks. TRADE ASSOCIATIONS Utilize your trade association to identify trends in your industry. This will help you in your business planning and give you current thinking on marketing strategies.

Steve Tass

BANKER Keep your banker aware of your financial situation. Discuss cash flow requirements; banks respond better to planned borrowing.

- Puts “Curves” In Strengthenin

...Nice People You’ll Meet by Accident

335 S. Delaware 423-6360

ASSETS When it comes to assets we’re talking about cash, accounts receivable, inventory or equipment. Cash is the lifeblood of your business. Conserve it. Take advantage of cash discounts and price specials when offered. Update your policies on accounts receivable management to increase your cash flow. Review inventory levels and adjust them to reflect current sales volume. Physically observe your inventory and dispose of obsolete and damaged items; they don’t get any more valuable and they will provide additional cash. Dispose of unneeded equipment and acquire new equipment only if it can provide an adequate return on the investment.

g Women

339 S. Delaware Ave. 424-1844

www.curves.com The “Body” Shops Cristy Tass

Side-by-Side on South Delaware

M a s o n C i t y, I A 6 4 1 - 4 2 3 - 6 3 9 5 w w w. s p a t i a l d e s i g n s . c o m

FAMILY OWNED • FAMILY OWNED • FAMILY OWNED • FAMILY OWNED • FAMILY OWNED Advertising Supplement

Recession planning

Hansen Hardware, on your fine years of service to the community

Because economic times have been so good for the last 20 years, many of today's family and closely held business leaders have never really been through a prolonged slump. They have no direct experience upon which to fall back, no model of what to do first, second, or third in challenging economic conditions. As such, the Family Business Institute reminds you that with the right attitude and the right assessment of your short and long term needs, a recession can be an opportunity to emerge as a much leaner, stronger, and more capable enterprise than ever before. Among the other opportunities are to: buy or merge with distressed competitors, increase marketing and promotion expenditures relative to peers, negotiate favorable terms and conditions with suppliers, reengineer systems and processes in the company, undertake leadership development and improved

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employee training, etc. With that being said, the main ways to take advantage of a recession are: 1) get great numbers and cut expenses with a scalpel instead of a meat cleaver, 2) get the wrong people off your bus, and 3) utilize your time more wisely. Specific Services Expense Reduction The first reaction for many business owners during soft economic periods is to cut, cut, and cut some more. They focus on slashing expenses across the board. The thinking is if the top line (revenue) is flat or going down, they better reduce the expense line even faster so they can stay in the black. This is a logical reaction, but it's rather simplistic. The entrepreneurial way of cutting

expenses is like taking a meat cleaver to the problem when the reality is that a scalpel is the more appropriate tool. People Management One of the great opportunities that a recession presents is to evaluate your workplace from top to bottom. For years The Family Business Institute has been preaching the gospel of “getting the right people on your bus,” that is, building rigorous HR systems for developing job descriptions, recruiting the right kind of people, hiring them through a team, highly regimented process, and retaining them over time with excellent compensation, incentive benefits, and evaluations. The system also provides for the necessity of "getting the wrong

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SPOTLIGHT

W.C. Hansen & Son Hardware

Kelly Lillie, Part-Owner Established by: W.C. Hansen in 1905. The business was originally a harness repair shop. Business was continued by W.C.’s son Peter, followed by his son, Phil, and is today owned by Phil’s children - Bill Hanson and Kelly Lillie. Location: 216 North Clark Street, Forest City Products & Services: We offer full line of hardware, plumbing and electrical supplies, housewares, paint, lawn care supplies, a tack shop, pet supplies, horse, dog and cat food, fishing and hunting licenses and supplies, firearms and C C o m p e e Co om mp pllle ett te e ammunition. Phil Hansen used to say “If we don’t have it, or C C o s o n Co olllllliiis siiio on n we can’t get it, then you R R e p a r Re ep pa aiiir r!!! probably don’t need it.”

FFuullll SSeerrvviiccee DDeettaaiill CCeenntteerr FAMILY OWNED...SINCE 1976

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people" - even family members - off the bus. Time Management One of the counterintuitive benefits of a recession is that your company probably isn’t running at 110% capacity anymore. You now have time where you can actually stop, catch your breath, and undertake a review of yourself and your operations. For example, a family business owner who’s in charge of developing business for his firm should be spending 10% to 25% of his time on business development without fail. If that’s not the case, you should perform a time and activity audit in order to achieve greater productivity.

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Bandag retreading. The retreaded truck tire work was actually done right in Algona and still is today. The staff also offered front end alignment and wheel balancing for cars and trucks of all sizes. Their new building included five stalls, two for replacing auto tires, one The Limbaugh family started Jack’s OK Tire Service in 1952 with the idea of providing for truck service and two for alignment work. Lon is still managing the Mason City store and Jacque is the office manager. Justin Limbaugh is the assistant manager. Through the hometown service and nationally known tire brands such as Michelin, BF Goodrich, years they have added additional products and services to meet the needs of their many Uniroyal and Firestone with their tire stores. friends and customers. Jack Sr. and his wife Helen started the business in Algona to provide local and area There have been many changes in tires through the years and the Limbaugh family has resident’s tires for their cars, trucks and farm equipment. They recognized early on that people wanted to buy their tires from locally owned business people. Right from the start worked very hard to maintain a very large selection of tires. They have also upgraded their they decided that they were going to be a family that made their living in their community facilities and have modern state of the art equipment along with highly trained and who gave back to their community. Through the years the Limbaugh family has been technicians. Their staff is constantly getting training and instruction so they very active in both Algona and Mason City in helping numerous community projects including both YMCA’s in Algona and Mason City, non profits, schools, organizations and can provide the very best in tires and other local worthwhile causes. They always felt that since they made their living in Algona service to their customers. You can also visit their website: masontire.com or that they would do everything they could to give back to their community. jacksoktire.com to learn more. Today Jack Limbaugh Jr is the President. Helen is the matriarch and Jay Limbaugh is the assistant manager in Algona. They still remain committed to the things that mattered most to Jack and Helen and to their friends and customers through the years: the very best in products, friendly knowledgeable staff and taking care of their customers. Through the years they grew and expanded. In 1976 Jack Sr. decided that they were going to expand to Mason City. Lon Barkema and their daughter Jacque Barkema moved to Mason City and the Limbaugh family purchased ground and built a new 100 by 120 Jay Limbaugh, Helen Limbaugh, building on the corner of South Monroe and 19th St Jack Limbaugh, Jr. SW. The Mason City facility started providing the Mason City area with Michelin and B.F. Goodrich tires and

Jack’s OK Tire & Mason City Tire Service has been providing” Everything in Tires & Service” Since 1952

Justin Limbaugh, Jacque Barkema, Lon Barkema

32 • IN BUSINESS

GLOBE GAZETTE • JUNE 2009

Relaxed but effective ‘connecting’ By JIM CRONIN For In Business ome time ago I heard a speaker say the best time for you to develop “connections” is when you don’t need to. The more I thought about it, the more I understood her point. It is an obvious advantage to be fortunate enough to get and keep a secure job for a number of years. If you take advantage of it, being in such a position enables you to establish and add to your “people” network comfortably as opposed to being caught in a frenzied rush like those who don’t take the time or make the effort to create and maintain a people “safety net” and then are unfortunate enough to lose their job suddenly and without advance warning.

There are several ways to work on creating and broadening your “people” network. Not surprisingly, all such initiatives require earnest effort. And it pays to do some planning so you don’t spread yourself too thin from a personal energy viewpoint. For example, if you have a job which Cronin requires you to work extended daily hours and/or family responsibilities that have the effect of reducing your available quality “free time,” your choices will necessarily be more limited than those individuals who have a more flexible schedule. Individuals on tight time schedules may choose to join groups which

TOOLBOX: HR have frequent weekday lunch time meetings while those with more free time will lean toward groups which have frequent evening and weekend meetings. Again, it pays to think about how much quality time you can devote to meetings and other group activities. It is disheartening to join groups which share your interests but demand too much of your time to make your membership worthwhile. TO MAXIMIZE your chances of having an effective “people” network, it is best to become an active member of one or two groups to whose objectives you can contribute rather than becoming a “paper”

member of several groups to which you do not make any significant contributions. It is good to ask those who are present (or even recent past members) of certain groups about their experiences with the groups you have under consideration. You can ask, for example, relatives, neighbors and co-workers who you know are or were active members of the group. What’s beneficial is to make sure you’re soliciting information from people whose judgment and opinions you respect. To be avoided, on the one hand, are those who are reluctant to give you straight information because they “don’t want to hurt anyone’s feelings” and, on the other, chronic Continued on Page 33

JUNE 2009 • GLOBE GAZETTE

IN BUSINESS • 33

CRONIN/From Page 32 complainers who the Lord couldn’t please if He were the group’s chief operations officer. Many industry and work-life groups will permit potential members to attend a meeting or two without any obligation to join and that is an opportunity to take. Attending a meeting before deciding to join gives you the opportunity to see the group in action, and what you see and hear will help you decide whether you would be interested in becoming a member. The best groups have well-run meetings with formal agendas which are followed closely, and the meetings begin and end on time — in recognition of the importance of your free time and work and personal schedules. Attending a meeting enables you to see what you might expect and help avoid unpleasant and unanticipated surprises. UNFORTUNATELY, IN SOME groups all of the significant decision-making and most desired project assignments may be controlled by representatives of two or three large employers while other groups are much more democratic and rotate the most significant opportunities so everyone can share in both

share as much information and as many ideas as possible with the other members of the group. Jim Cronin has been an employee relations (management) counsel with the MinBy way of practicing what I neapolis-St. Paul law firm of Felhabor, Larson, Fenlon & Vogt for more than 30 years. preach, over the past several years I The content of his column is presented as general information, not as legal advice. developed the habit of watching for Specific situations must be assessed individually by counsel of your choice. interesting newspaper and magazine Cronin is the author of “No Fluff, No Puff: Just Management/Communication Princiarticles which I think would be of ples That Work.” Readers may preview chapters of this resource manual at interest to employer clients in variwww.nofluffnopuff.com. It is also available for purchase at www.Barnes&Noble.com. ous industries. When I run across Cronin would like to respond to readers’ needs by addressing workplace-related such articles I e-mail the relevant questions of general interest in future issues. Send your questions or comments to him Web site to the clients and they take at jjcanddrb@earthlink.com. it from there. Clients have been uniformly pleased to receive the information — group and individual successes. ant people and wish to avoid being at no charge, of course. It sometimes happens that certain around self-promoters and bragAnother related and recurring groups permit individual speakers to garts. Being nice to fellow members reality is that I have sent the inforramble on at length without making will have its own rewards. mative e-mails while believing at the any cohesive points. same time that the client probably BEING A GOOD listener can also None of us wants to sit and have our time wasted. All of us have seen ease your way. If you participate in a already knew the information or had enough cable news programs on group discussion on a topic on which already received it from some other which hosts and their guests interyou have some experience or are source. rupt and shout at each other on a interested in learning more about, But time after time that has not regular basis and we don’t need to don’t hesitate to ask how you can been the case. As a result, I have hear any more of that noise in perhelp. received countless phone calls and son. Other members of a group soon e-mails from clients in various Once we decide to become a mem- identify those members who are industries thanking me for thinking ber of a particular group, it’s good looking for “easy” experiences verof them. I have learned that even in for us to put aside any self-imporsus those who wish to help in any doubt, send the information. tance we may have and ask where way they can. Other members of your group will help is needed the most in the parGiving your best efforts on a chal- appreciate receiving helpful inforticular organization we have chosen lenging project will not go unnomation from you and will remember to join. ticed. you very positively if you need a Most folks like to work with pleasAnother effective approach is to future favor.

Contact the author:

Kraft Foods Refrigerated Warehouse

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34 • IN BUSINESS

GLOBE GAZETTE • JUNE 2009

HEALTH MATTERS

Locally grown food offers many benefits Bryant said that eating food grown locally offers many health benefits such as better nutrients. Fresh is always the best By RHONDA REGAN way to go because you get For In Business the vitamins, nutrients e’ve all heard that and minerals immediateit’s good to eat ly. local, but why? “The nutrients haven’t For starters, there are had a chance to be cooked the health out,” said Bryant. benefits You can taste the difassociated ference between “fresh” with eating foods and foods that have locally to be transported in, she grown said. foods. She offered the follow“Gener- ing example: a tomato in Bryant ally speak- the summer is so deliing, local food is fresher, cious, deep red and full of riper and is even better- zest and flavor, while the tasting many times,” said tomato in the winter may Tammy Bryant, health not have that deep red promotion and educacolor or that fullness in tion manager with the flavor. Also, the quality of Cerro Gordo County some foods can be better Department of Public because they have miniHealth. mal processing and

It’s healthy and has economical benefits, too

through local markets such as the farmers market in Mason City and farm memberships. A farm membership is the process of purchasing the food before it’s produced, which helps the farmer with seasonstarting costs. A full summer share is good for 18 weeks with weekly deliveries beginning in early June. Libbey says customers Economical impact get different vegetables Another reason it’s every week as they “eat good to eat locally is the economical benefits from their way through the season.” supporting area farmers Lisa Stokke of Clear and producers. Lake is a locavore, a perJan Libbey and Tim Landgraf, owners of One son who promotes eating locally grown foods. She Step at a Time Gardens near Kanawha, have been proclaims the many benefits gained from conin operation since 1990 producing a wide variety suming foods grown locally. of vegetables and pro“Buying food from area duce that they sell preservatives. An additional health benefit can be found for people who grow their own food. “Gardening is great exercise,” says Bryant. “It can help to reduce sedentary time, and what a great way to get moving and be doing something you enjoy, and you get such delicious rewards from it.”

farmers has many advantages, such as the food doesn’t have to be refrigerated to reach its destination; the food is a lot fresher, it’s not been sitting in a truck,” she said. Stokke adds that buying locally helps to support farmers. “We’re putting money back into the community by buying from local farmers,” she said.

Environmental aspects Another aspect of eating locally grown food is the impact it has on the environment. Stokke is most adamant about the environmental footprint that is left by local farmers such as the One Step gardens. “Jan and Tim don’t use chemicals on their produce, which is very Continued on Page 37

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ORAL CARE • The best way to remove decay-causing plaque is by brushing and cleaning between your teeth every day. Brushing removes plaque from the tooth surfaces. Brush your teeth twice a day, with a soft-bristled brush. The size and shape of your brush should fit your mouth, allowing you to reach all areas easily. Use a toothpaste that contains fluoride, which helps protect your teeth from decay. When choosing any dental product, look for the American Dental Association Seal of Acceptance, an important symbol of a dental product's safety and effectiveness. Cleaning between the teeth once a day with floss or interdental cleaners removes plaque from between the teeth, areas where the toothbrush can't reach. It is essential in preventing periodontal (gum) disease. By taking care of your teeth, eating a balanced diet and visiting your dentist regularly, you can have healthy teeth and an attractive smile your entire life.

bladder will adjust if you are not used to drinking this much). When you are sitting try to avoid crossing your legs at the knees, this can aggravate back conditions and interfere with circulation. Sit with your feet flat on the floor or use a footstool to lift your knees slightly higher than your hips. Do not sit with a wallet in your back pocket. When you are working at your desk or a Computer Work station be sure to elevate materials/computer screen to avoid looking down for long periods of time. Take frequent breaks if you sit for long periods of time. Avoid cradling the phone between your neck and shoulder. Use a headset or speaker if possible. If you are engaged in any lifting keep these rules in mind: Avoid twisting your body when lifting. Bend your knees, not your waist, when lifting. Hold the object to be lifted as close to your body as possible.

Source: American Dental Society

Courtesy of American Chiropractic Association

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proactive approach when it comes to eye health. These some simple steps that when followed can help prevent common eye diseases and preserve vision. Nutrition can make a difference and eating more foods that contain omega-3 fatty acids, including cold-water fish such as salmon, mackerel and halibut; can help. Also avoiding saturated fats by substituting with monounsaturated fats like olive oil. Eat lots of green, leafy veggies, Taking flaxseed, which is rich in omega-3 fatty acids, and avoiding artificial fats in low-fat baked goods. Diets rich in omega-3 fatty acid foods might also help with dry eyes. Sun exposure has been linked to cataract formation and, possibly, macular degeneration. Good eyewear can help lessen damage due to sun exposure. If you want to protect your eyes from harmful ultraviolet (UV) rays, you need to make sure your regular glasses and sunglasses have 100% UV protection. You can have clear lenses with UV coating that will protect you from the harmful rays of the sun. Smoking can increases the risk for eye diseases as well as vision problems, according to research. Smoking does damage to blood vessels, causing them to constrict and form a plaque that can deprive the eye tissue of oxygen. While computer use won’t harm your eyes in the long term, experts say, working at a computer can cause eye fatigue and symptoms such as tired, dry, itchy or burning eyes. One of the ways that you can help decrease eye stress is by sitting correctly at the computer with the screen positioned slightly below the line of sight. The computer screen shouldn’t be inches away (too close) or so far that you cannot see the print, easily, she says. “People who need bifocal or trifocal lenses might want top bring this up when they talk to their eye care doctors to determine what distance from the computer they should be sitting at. Glare from computer screens can also create eye strain. You can combat glare at work with antireflective coatings on the computer screens as well as antireflective coatings on your glasses. Artificial lighting can also cause strain on the eyes. If you can try to have your work area converted to incandescent light from a regular soft white light bulb or has a lamp on the desk with incandescent light that illuminates your work area evenly. One of the most proactive steps that you can take to protect their vision is to have a complete eye exam early in adulthood and then periodic exams as when you get older. Depending on family history and individual risk of eye disease, people 65 and older should have annual eye exams. Content from American Optometric Association

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JUNE 2009 • GLOBE GAZETTE

IN BUSINESS • 37

FOODS/ From Page 34 important to me,” she said. Libbey and Landgraf use organic growing methods, void of chemicals. “Our produce is good for people that have chemical sensitivity and for those individuals that are looking for organically produced food,” said Landgraf. Bryant recommends that consumers check with growers about their growing practices. “Locally grown and organic farming are two different distinctions; both are excellent, just different,” she said.

File photo

LEFT: Jan Libbey of One Step at a Time Gardens near Kanawha grows produce she sells at farmers markets and through memberships that assure customers of fresh produce weekly as they “eat their way through summer.” ABOVE: The farmers market at the Kmart parking lot in Mason City is one of several held throughout North Iowa.

Other benefits “Additionally,” Stokke adds, “when buying locally you know the farmer who is a good steward of the land. It’s a practice of fostering the soil, water and land, and it’s something that can be passed on to future generations.”

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38 • IN BUSINESS

GLOBE GAZETTE • JUNE 2009

HEALTH MATTERS

Stress is enough to make a person sick Inherited traits make some people more susceptible By SARAH AVERY Raleigh News & Observer

he economic crisis, depressed home values, job losses — such stresses are enough to make a person sick. And for many, that’s exactly what’s happening. Separate studies by two Duke University research teams have found that certain inherited traits make some people more susceptible to disease when stress hormones hit the system. One study reports that stress triggers spikes in blood sugar among African-American women who carry extra weight around their middles. Another found that some men have a genetic predisposition to produce extra stress hormones when they’re angry, causing blood sugar and blood pressure to rise. “Stress will bring out an underlying disease process in people who are predisposed for some other reason,” said Richard Surwit, chief of Duke’s division of medical psychology and coauthor of the study about black women and diabetes. Surwit’s team presented its findings to the American Psychosomatic Society annual meeting in Chicago.

“I don’t think any amount of stress will cause heart disease or diabetes in people who don’t have an underlying weakness,” he said. “There has to be some weakness that stress exploits.” For years, doctors and patients alike figured stress eroded everyone’s health, but studies now are exploring what underlying mechanisms cause some to get sick while others remain healthy. Surwit’s study included 62 healthy, non-diabetic black women who underwent scans and participated in emotional stress tests. They found bloodsugar spikes occurred in participants only when two key factors were present: a lot of belly fat, plus a predisposition to secrete higher-thannormal levels of a stress hormone called epinephrine, which is secreted by the adrenal gland as part of the flight-or-fight response to dangers and hardships. “As everyone knows, patients with higher belly fat do have higher blood glucose levels,” Surwit said. “But the real impact of belly fat was the interaction of epinephrine. High levels of epinephrine and high levels of belly fat are what seem to be toxic in this population. It’s a one-two punch.” He said it’s unknown why some women secrete

women than white women, according to the American Diabetes AssoBy IRENE MAHER ciation. St. Petersburg Times A second study reportFor some, exercise is the longest four-letter ed at the Chicago meetword. ing, by another Duke The mere mention of it conjures visions of team, looked at how endless climbs up StairMaster machines, screamstress affects men. Some ing music in crowded aerobics classes filled with men, the researchers skinny people and wet floors in strangely smelly found, have a genetic locker rooms. variant that causes them But being physically active doesn’t have to be to release twice as much unpleasant. And the potential benefits may be of the stress hormone Continued on next page cortisol when they are angered. Cortisol is also proportionately vulnera- released by the adrenal more stress hormone, ble to diabetes. Nearly 4 and why some store fat gland and is known to million blacks have type 2 trigger elevated blood around their midsections. But the link is criti- diabetes, and it’s more sugars and blood prescal for a group that is dis- common among black sure.

Regular exercise can help many health woes

Dr. Redford Williams, a behavioral psychiatrist, said men who have this inherited trait go through daily life with elevated stress hormones. He said the next phase of research will be to test men for the genetic trait, then determine whether they actually have higher rates of heart disease, diabetes and other illnesses as a result. Those findings, he said, will enable doctors to tailor treatments based on a patient’s genetic makeup. Reach Sarah Avery at savery@newsobserv er.com.

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JUNE 2009 • GLOBE GAZETTE

IN BUSINESS • 39

HEALTH MATTERS

Evidence mounts: Sleeping woes linked to diseases By MARK ROTH Pittsburgh Post-Gazette r. Anne Germain is biased toward sleep. As a sleep researcher at the University of Pittsburgh, she believes there is growing evidence that sleep problems are the cause of many psychological and physical illnesses rather than a side effect of them. “I think it’s a valid theory that sleep disorders lead to psychological disorders,” said Germain, who is based at Western Psychiatric Institute & Clinic. While it’s true that depression and stress can affect sleep, she said, “We’ve paid much less attention to the other possibility, and the more

we look into it the more consistently we find that there is a very strong relationship of sleep problems being associated with all sorts of psychological and physical health problems. “I have actually contended that sleep disorders are the starting point for depression, anxiety, even substance abuse, because oftentimes when people start drinking heavily it has to do with trying to get to sleep.” Her views have been influenced by the research she is doing on returning military veterans from Iraq and Afghanistan who have posttraumatic stress disorder and recurrent nightmares. In the first weeks after a

traumatic event — the death of a friend or a close encounter with a roadside bomb — veterans’ nightmares often replay the event, she said. As time goes on, the content of the dream will change, but its emotional hallmarks will remain the same. If the cycle of those dreams isn’t broken, the nightmares can become chronic and ingrained, spilling over into daytime life in the form of faltering concentration, volatile temper and poor memory. But when doctors are able to stop the nightmares and make sleep more normal, she said, many of the other symptoms of post-traumatic stress disappear. “Whether we’re dealing

with depression, anxiety or post-traumatic stress disorder, when we target sleep problems, we can have a significant improvement in people’s daytime functioning,” she said. There are two effective therapies available to reduce or eliminate nightmares. One is an older high-bloodpressure medication called prazosin. It didn’t do a very good job of controlling blood pressure, she said, but it turned out to be very effective at combating nightmares because it decreases the output of adrenaline. The other treatment doesn’t involve any medication. Known as imagery-rehearsal therapy, it provides ways for

people to rewrite their nightmares into less threatening dreams, and it is effective in more than 90 percent of people who have tried it. The technique “is as simple as rehearsing new dreams,” she said. “We’ll tell people to pick a nightmare they can work with, something manageable, and I’ll ask them to write it down, and then to flip the page over and write a new dream, and that will be repeated and rehearsed for three times a day, so you train your brain to have a new set of images.” People don’t necessarily remember their new dreams after the rescripting, she said, but they will stop having the nightmares.

EXERCISE/From Page 38 enough to propel you off the couch and out the door. Everyone knows exercise is good for your heart, your bones and your joints. But did you know it can lessen dementia associated with Alzheimer’s and Parkinson’s disease? It can prevent diabetes and its common complications like kidney and eye damage. And it may reduce your risk for some cancers, including those of the breast, colon, prostate and pancreas. Dr. Eric Coris, director of Primary Care Sports Medicine at the University of South Florida, says physical activity is one of the most powerful tools we have to prevent, improve or treat at least

47 health problems ranging from cancer to menstrual cramps. Exercise works by improving blood flow, reducing inflammation and promoting weight loss. Just reducing body fat hinders the production of hormones like estrogen that feed certain cancerous tumors. The American College of Sports Medicine takes the exercise-wellness connection so literally that it recently launched an initiative called “Exercise is Medicine.” Its goal is to get all physicians to prescribe exercise for their patients. “Without a doubt, exercise really is medicine and, in fact, it can be seen as the much-needed vaccine to prevent chron-

take place in a gym to count. “And it doesn’t have to mean you’re training for a triathlon. It should be something you enjoy,” says Coris. That means walking, dancing, skating, cycling and paddling a canoe all count. So do the more mundane activities of daily living like vacuuming, washing and waxing the car, and raking leaves. It’s even better if you make it a family affair and jump rope or play tag with the kids, throw a Frisbee for the dog or plan an active vacation. “Whatever it takes that makes exercise less objectionable,” Coris But Coris points out, says. “That doesn’t mean you To reap the benefits, have to don spandex and join a spin class.” Physical you should do at least 30 minutes of moderateactivity doesn’t have to

WHERE EXERCISE HELPS • Brain: Improves memory, self-esteem and sex life; eases moderate depression, elevates mood. • Heart: Clears artery-clogging plaque. • Lungs: Improves breathing, lung capacity. • Spine: Relieves back pain, arthritis, improves posture. • Muscle and bones: Builds muscle strength, wards off osteoporosis. OTHER BENEFITS • Improves sleep. • Reduces stress. • Boosts the immune system. • Increases physical stamina. • Improves balance and coordination. • Helps with weight control by burning calories and building muscle. • Increases nutrient, oxygen and blood flow to the skin for younger-looking complexion. • Lowers cholesterol and blood pressure. ic disease and premature death,” the program’s creator, Dr. Robert Sallis, wrote in the British Journal of Sports Medicine.

intensity activity most days of the week. Translation: At least four days a week, spend at least 30 minutes doing something that leaves you feeling a little winded. Ideally, you should keep moving for an hour, but some activity is always better than none. Add to your cardio regimen at least a couple of strength-training sessions each week, but not on consecutive days. Use your body weight for moves such as squats and pushups, or use free weights. Rather than buying 1or 2-pound weights, pick up a 16- or 32-ounce can of tomatoes or a container of peanut butter from the pantry. Soon, you’ll graduate to dumbbells.

40 • IN BUSINESS

GLOBE GAZETTE • JUNE 2009I

Managing state and local taxes ...

Certain strategies for uncertain times By CRAIG BRAGET Tax Director, RSM McGladrey, Mason City n today’s uncertain economy, it is critical for businesses to save money and reduce expenses wherever possible in order to remain competitive. Many companies have been forced to make difficult decisions pertaining to the structure of their business, including the elimination of jobs and product or service lines. In this environment, a thorough review of a company’s overall state and local tax (SALT) situation is an opportunity that too many companies are failing to pursue. By exploring all available tax credits, refunds and incentives, and by examining nexus exposure for opportunities to concentrate tax obligations in low-tax jurisdictions, companies can save a significant amount of money without making additional investments. COMPLIANCE IS AN UNAVOIDABLE CHALLENGE Compliance is one aspect of a company’s SALT picture that it cannot ignore — and compliance becomes more challenging in a tight economy. State and local taxing jurisdictions are seeing tax revenues contract. Therefore, they are being more aggressive in pursuing tax revenue. Audit activity is increasing at

TOOLBOX: FINANCE every level. Companies that do not have their compliance processes and documentation in good order could well face unnecessary additional tax expense. If your company is claiming a credit or incentive that is based on certain financial, operational or employment metrics, this is a good time to check that you are in compliance. It is also important to document these credits and incentives as taxing jurisdictions will be stepping up audit review activities in these areas as well. SALT FOOTPRINT ANALYSIS From both compliance and planning perspectives, the first step to an effective SALT strategy is to understand your current SALT position. For companies with operations in multiple states and localities, a SALT footprint analysis is the right place to start. A footprint analysis helps to detail where a business has property, payroll and sales — all factors that may create a taxable presence in a state. This allows a company to identify areas of concern, and possibly areas to consolidate in order to reduce liability. The goal is to accurately show where a company is filing, and whether they are properly filing and focusing on their effective

state tax rate. CREDITS AND INCENTIVES States and localities want to provide economic incentives for a multitude of reasons. They want to encourage increased commerce and jobs in their respective jurisdictions, especially in the current depressed economy. Just as many businesses and individuals are struggling financially, many states and local areas are suffering as well. There is competition between cities and states, and that can create a great opportunity for existing businesses as well as those looking to relocate or expand. There are two advantages that may be available for a company from a state and local tax perspective. The first are statutory tax breaks, such as tax credits, and the second are non-statutory incentives that may be negotiated at a city, county or state level. BE FLEXIBLE If a company is moving or opening a new location, finding the right area from a tax perspective can be a valuable competitive advantage. In addition to obvious nexus issues concerning rates in various jurisdictions, companies also should proactively consider available credits and incentives. Many companies select an area and

new or improved products, as well as various process improvements. CONCLUSION State and local taxes are a significant cost of doing business, but they can be managed like any other expense. There are considerable opportunities available for companies to successfully reduce their tax burden. Companies spend a great deal of time and make a business more then look into available effort looking at ways to tax credits. But the oppo- environmentally friendly, reduce costs and increase site approach is likely to and it could be very benerevenue. With sales and be more practical and ficial to the bottom line. profits seemingly shrinkresult in greater benefit to The research and develing on a daily basis, a the company. opment tax credit is also a reduction in state and There are many jurisvaluable incentive that local tax liability is an dictions that encourage a can sometimes be overopportunity that should certain type of business or looked. Many have the not be ignored. misconception that the industry; therefore a Move as quickly as greater number of credits R&D credit equates with possible as the amount of scientists in white lab and incentives may be available to businesses in coats, but it is available for benefits and credits available to companies is those targeted industries. a much broader range of businesses. The credit can likely to decrease in the Localities with high be claimed for developing near future. unemployment rates or with a concentration of industries in a depressed sector also may be more Let us Asphalt the Way aggressive with incentives Design and Build in order to attract new jobs and to diversify their Parking Lots local economy. Driveways & Municipal Projects The credits and incentives available should be Repair & Maintenance, Cold Mix part of a proactive locaQuality Smooth Pavements tion selection, not an afterthought to consider Free Estimates once a location has been “Driveways To Highways” chosen. GO GREEN Even in difficult economic times, many localities are offering credits and incentives based on green initiatives. In many (641) 424-1733 • 2601 Federal Ave. cases, it does not take sigMason City, IA nificant alterations to

About the author: Craig Braget is a tax director in the Mason City office of RSM McGladrey. He has more than 15 years of public accounting experience, including helping clients with tax compliance, audits, regulatory issues, mergers and acquisitions, S Corp conversions and marketing consultation. For more information, contact him at craig.braget@rsmi.com.

JUNE 2009 • GLOBE GAZETTE

IN BUSINESS • 41

Don’t share vacation plans on social media By KATHLEEN PENDER

things,” says Peter Spicer, communications manager with hen I was growing up, Chubb Personal Insurance. of policy and advocacy with the my parents insisted that Spicer says parents should Privacy Rights Clearinghouse. we not talk about our remind their kids “not to post vacation plans in public, lest the fact that we are going on MOST SOCIAL NETWORKsomeone overhear and break into vacation. That’s a heads-up to ING operations let users restrict our house while we were gone. criminals.” Tell them it’s OK to access to people they approve. These days, kids and even post pictures and talk about the But many people fail to take this many adults think nothing of trip after they’re home. important step, especially if they telling the world — or at least Joanne McNabb, chief of the are seeking a wide audience or their 795 closest friends — that California Office of Privacy Protrying to look ultra-popular. they’re not at home by posting tection, says she hasn’t received Others assume they are safe their whereabouts or vacation any complaints from people who because they restrict access to plans on Twitter, Facebook or think they were robbed because the kind of friends they would other social media. they disclosed their whereabouts Israel Hyman, an Arizona video share their vacation plans with on social networks. But, she says, in person. What they forget is editor who says he has close to “It’s a risk in the online world that these friends may share that just like in the offline world.” 2,000 people following him on Twitter and also uses Facebook “a information. Robbers have long been “There is nothing to stop lot,” recently was burglarized known to scour the newspaper them from showing it to somewhile he was in Kansas City. for death or wedding announceone else or doing a screen cap“We had mentioned that we ments and target homes when ture and sending it on to somewere going out of town for an families are likely to be at the extended period and even Twit- body,” Stephens says. funeral or on a honeymoon. According to the British govtered about the trip as we drove “It’s not that these Web 2.0 ernment Web site Get Safe for three days,” he told an Arithings are creating new crimes. Online, 13 percent of social net- They are providing some new zona television station. work users report posting While he was gone, videovectors or venues for the crimes friends’ pictures without their editing equipment was stolen that can happen anyway,” Mcconsent and 7 percent report from his home. Although he is Nabb says. posting friends’ contact infornot sure his tweeting tipped off mation without consent. Those the burglars, he says he will be VACATIONERS ALSO need more careful in the future about most likely to give away their to protect themselves against friends’ information are 18- to what he shares online. identity fraud when they’re away 24-year-olds. “People just don’t realize the from home, Stephens says. If your kids tell you they are kind of information they give out His Web site, www.privain social networking sites can be networking only with “friends,” cyrights.org, offers these tips for beware. used on its own or with other travelers: “What an adult thinks of as a information to commit identity • Photocopy or make a list of theft and other fraudulent activ- friend and what a friend is in the contents of your wallet. Keep ity,” says Paul Stephens, director social media are two different it in a locked location at your San Francisco Chronicle

ADVICE: NETWORTH

Report reflects economic slowdown in North Iowa

MASON CITY — The economic slowdown is reflected in the quarterly report from the North Iowa Corridor Economic Development Corp. The report shows unemployment up from 1,190 in Cerro Gordo County in March 2008 to 1,630 in March 2009, an increase of 36.9 percent. The labor force in the county was 25,980 at the end of March compared to 25,320 in March 2008. In housing sales, the report

shows 23 listings sold in March 2009 for a total value of $2,082,511. In March 2008, 30 listings were sold at $3,282,346, according to the report. Year-to-date sales totals at the end of March were 53 units for $4,732,861 compared to 2008 figures of 63 units with a total value of $6,927,947. Mason City, however, stood below the national average in all cost-of-living

hotel or with a trusted person at home whom you can contact if your wallet is lost or stolen. • Don’t carry unnecessary credit cards, your Social Security card or other documents that could compromise your identity if lost or stolen. If you have a Medicare card, make a photocopy without the last four digits of your Social Security number. • Carry two credit cards. If you carry only one and it is deactivated because of suspected fraud or the magnetic strip gets damaged, you’ll be in trouble until it is replaced. • Use traveler’s checks or credit cards. Leave your checkbook in a secure locked place at home. Do not use debit cards (check cards). This reduces your vulnerability to having your checking account emptied while you are on vacation. • When dining in a restaurant, try to keep an eye on your credit card. If the server removes your card from sight, he may be able to create a “clone” by using a portable card skimmer that will copy the information from the card’s magnetic strip. • If you are bringing your laptop, be careful when using it to access online banking or other password-protected services from Wi-Fi networks. Be sure to use Wi-Fi hotspots that are secure. • Don’t access sensitive information from a cybercafe or other

categories. Using 100 as the national average on the composite index, Mason City was at 85 percent, lower than any of the other communities listed in the report. Categories included grocery, housing, utilities, transportation, health care and miscellaneous goods. The entire report is available for viewing at www.northiowacorridor. com/docs/2009.03%20QER. pub.pdf.

public computer because keyloggers (software that can track your keystrokes) may be tracking you. VACATION TIPS • Don’t post your vacation plans or whereabouts on socialnetworking sites until you return. • Ask the post office to hold your mail. Mail piling up indicates to burglars that you are not home and puts you at risk for identity theft. • Suspend (but please don’t cancel) your newspaper subscription. Or have papers saved for you. • Ask a trusted neighbor to report suspicious activity around your house to the police and remove any free newspapers that pile up in your yard. • Park a car in the driveway. • Set your lights, TV or radio on a timer, preferably one that switches on and off at varying times. • Have package deliveries sent to your office or make sure they won’t be left on your doorstep. • Unplug toasters and other appliances; shut off the water to your washing machine. • Don’t leave a voice-mail message saying you are out of town or your return date. • If you must leave an out-ofoffice reply on your e-mail, don’t say you are on vacation or when you will return. E-mail Kathleen Pender at kpender@sfchronicle.com.

FOR ALL YOUR STEEL NEEDS CONTACT Albert Lea

STEEL, INC. SERVICE CENTER 1126 S. Broadway, Albert Lea, MN 56007

1-507-373-5315 Fax 1-507-373-5315

42 • IN BUSINESS

GLOBE GAZETTE • JUNE 2009

After the economic winter we’ve had, who doesn’t need a break? But surviving the recession entails getting smart advice. So we present ...

Good books for your summer reading By CLAUDIA BUCK Sacramento Bee h, it’s here at last. The summer season has officially kicked off, and we’re all a little itchy to grab some sunshine, hit the road or water and just unwind. And after the economic winter we’ve had, who doesn’t need a break? But surviving the recession entails getting smart advice. So whether you’re packing for vacation — or simply contemplating some backyard time to stretch out with a good book — here are some personal finance reads to add to your list:

• “10,001 Ways to Live Large on a Small Budget,” from Wisebread.com, Skyhorse Publishing.

a career change, this go-to-guide is packed with practical tips.

• “Investing 101” by Kathy Kristof, Bloomberg Press.

own line of body-care products, Maryanne’s Own. As kids who went far beyond the summer lemonade stand, their stories are not so much about making money but making dreams come true.

Finance in Your Twenties and Thirties),” by Beth Kobliner, Simon & Schuster.

Less hip but no less informative than Ramit Sethi, Kobliner talks to young, post-college professionals She has written a personal finance about saving and investing, paying column for years. Here’s her updated • “Seuss-isms for Success taxes, choosing insurance, buying how-to book on wise investing, (Insider Tips on Economic a home and, yes, digging out of based on tips from her personal life debt. and her professional interviews with Health from the Good Doctor),” The longtime financial writer has hundreds of investing gurus for The Random House. updated her book with real-life Los Angeles Times. In true Dr. Seuss-ical style, this anecdotes and recession-proofing Kristof covers all the basics: what tiny tome delivers rhymed commen- tips, whether “you’re financially to buy and when, investments to tary on all things economic. flush or living paycheck to payavoid, specifics like Roth IRAs and Such as “Innovation”: “The check.” 529 college savings plans. places I’ve hiked to! The roads that I While aimed at a particular age Aside from the practical, we esperambled. To find the best eggs that bracket, both this book and Sethi’s cially liked this advice: “Vow to have ever been scrambled! If you have basic principles that are agespend more time with your family want to get eggs you can’t buy at a less. and friends than you spend with store, You have to do things never your portfolio. ... It’s not going to • “1,001 Things They Won’t Tell matter if you have $10 million when thought of before.” You (An Insider’s Guide to More a gift book than a bookshelf you die if you have no one you care keeper, it’s a mere 26 pages of lightSpending, Saving and Living about to leave it to.” hearted fun. Wisely),” by Jonathan Dahl,

A great pick-up-anytime read. Gathering the collective wisdom of Wise Bread’s personal finance bloggers, it’s got upbeat, money-saving • “The Richest Kids in America,” ideas on traveling, cooking, enterby Mark Hansen, Hansen House. taining, working and schooling. Here’s just one: “25 Great Gifts for $5 That’s richest as in passion, creor Less.” Basically, it’s how to live ativity and entrepreneurial enthusifrugally without feeling you did. asm. As co-creator of the “Chicken Soup for the Soul” series, author • “Career Building: Your Total Hansen keeps an ear out for good Handbook for Finding a Job,” by stories. He’s filled this book with editors of Careerbuilder.com, short snippets by some remarkable HarperCollin. kids and teens who launched their own startup businesses, ranging This book is a Bible on searching from podcasts to greeting cards. for work: how to perk up your Among them, you’ll meet Allyson resume, ace the interview (including Ames, who started baking as a Newthe awkward questions), finesse port Beach teen and now owns a your workplace blemishes, craft compelling cover letters and thank- Southern California business, Wonyous. And yes, it advises where/how derland Bakery; Jason O’Neill, the 12-year-old creator of Pencil Bugs, a to look for jobs other than its own Web site. Whether you’re an unem- series of fuzzy pencil toppers; and ployed job hunter or contemplating Maryanne Barrott, who created her

Workman Publishing. • “I Will Teach You to Be Rich,” by As editor-in-chief of SmartRamit Sethi, Workman Money, Dahl assembles a consumer’s guide based on the magaPublishing Co. He’s young, he’s hip, he’s a Stanford grad who’s preaching money sense to the college-age generation. Written in an irreverent but spoton style, it’s a spinoff of Sethi’s personal finance blog of the same name. Too many people — of any age — get paralyzed by excuses for not managing their money, he says. His retort: “Do you need to be the Iron Chef to cook a grilled-cheese sandwich? No ... the single most important thing to getting rich is getting started, not being the smartest person in the room.”

• “Get a Financial Life (Personal

zine’s popular “Ten Things Your (Pick-a-Profession) Won’t Tell You.” It’s word-to-the-wise advice involving dozens of daily life encounters with everyone from plumbers to physicians, wedding planners to veterinarians.

• “Undress for Success,” by Kate Lister and Tom Harnish, Wiley. If you’ve ever wondered about working from home, this book’s for you. It lays out the perils (online scams, bogus jobs) and potential (freelance and home-based businesses) of working in your fuzzy slippers.

JUNE 2009 • GLOBE GAZETTE

IN BUSINESS • 43

Hey, boss, let workers text and Twitter By JOYCE M. ROSENBERG AP Business Writer hen Marty Kotis looked at his company’s monthly wireless bill, he found a stunning charge — for 2,500 text messages on a single staffer’s phone. There was more: Another staffer had 800, and a third, 700. But Kotis, who owns a real estate development firm in Greensboro, N.C., didn’t reprimand his employees, although many of the messages were personal in nature. Instead, he put it all into perspective. “The people that had the high text numbers are very good at their jobs,” said Kotis, president of Kotis Properties. “They worked weekends, extra hours. I had them do a lot of things for me outside of general work hours.”

TOOLBOX: ADVICE

“We give them things like work during a meeting and acting as cell phones and ask them to if he was taking notes about carry them at night to take the session on a laptop. calls.” “He got fired on the spot for that,” Kotis said. CLAMPING DOWN on texKotis’ employee wasn’t ting, Twitter and the like can being discreet about e-mailing give your workplace an so it was easy to catch him. But unpleasant atmosphere — a lot of high-tech communisomething that could ulticating is harder to detect. mately hurt your productivity Not to worry, Bazadona said. now, and make it hard for you A worker’s falling productivity to retain good employees, will alert an owner to a probespecially as the economy lem. improves. “You can tell in their work“You have to give an enviload,” he said, adding that coronment where people want to workers who are pulling their be,” said Damian Bazadona, weight are likely to let a boss owner of Situation Interactive, know when someone else is a New York-based marketing goofing off. firm. He also noted there’s a quid-pro-quo in many busiKOTIS SAID that hiring a nesses — the same people who solid, hard-working staff are texting are often eating should mean that a small busilunch at their desks. ness will have few problems Both Kotis and Bazadona with employees spending too noted that activities like texmuch time online or texting. JUST A FEW YEARS AGO, ting and using Facebook and In the few cases where that owners were adjusting to Twitter are more likely to be has happened, Kotis found workers spending time surfing done by younger staffers, who when he questioned staffers the Internet. Now, it’s texting they would acknowledge friends or communicating via use these tools to communicate with the entire world. they’ve had too much highFacebook or Twitter. And tech down time. bosses are learning that as long That means they’re probably using those communication Kotis said he approached a as the work is getting done, it channels for work, too. staffer who was spending too makes sense to let employees Kotis said one of his much time on Facebook and take high-tech breaks. employees “pretty much did a the employee immediately cut As Kotis pointed out, many deal through text.” back. staffers are also working well The staffer with the huge outside of business hours. THE KEY IS BEING sure text bill didn’t realize how “There is blending of work and that employees aren’t abusing many messages she had sent personal time going on,” he the privilege of spending per- and received. She offered to said, and so it’s fair for sonal time on the Internet or employees to take some time pay for her personal messages, texting at work. Kotis recalled and told Kotis, “I want to let during the work day for peran employee who was sending you know I’m not just wasting sonal matters. He said of his own company, and receiving personal e-mails your time.”

Creating online presence is one of most important things for your business ear Professor Bruce: As a small-business owner, should I really build a profile on a social network? Everyone talks about how social networking can help me in my business, but I am not sure how to go about it. Answer: I would recommend that everyone creates an online presence. In fact, it is one of the most important things you can do for your business success. Decades ago, it was relatively simple — you dealt with your local BRUCE bank manager, sold products to FREEMAN: your local clientele, bought from The Small local suppliers and competed Business with the person in the next town. Professor However, today — you may be competing with India, China or another part of the United States. Your supplier could well be from Europe and your clientele all over the world. Marion Freijsen, a co-founder of E.Factor, an online community designed for entrepreneurs, said, “Building an online presence is key in making sure the world can find you. In addition, you control what is out there about you and how you present your business.” Your profile allows you to become a walking billboard for your own business. Spend time creating a profile. You need to maintain it as well, update it from time to time to reflect your latest ventures or product lines or simply your new office address. Social Networks (i.e. Facebook, myspace and LinkedIn) can be useful if you are looking to expand your business by offering you the opportunity to find personnel, complementary services, new suppliers and much more. Niche Networks such as E.Factor connect entrepreneurs and investors. If you are in the Fashion Industry-you can find others like www.fashionindustrynetwork.com/#. Take a little time and investigate which social network will benefit you. For further information, please visit www.efactor.com. — Bruce Freeman is president of ProLine Communications, a marketing and public relations firm in Livingston, N.J. E-mail him at Bruce@SmallBusinessProf.com.