August 2014 ibaw magazine

Best Practices

Sales Roundtable

August 15th

August 11th

AUGUST 2014

“Changing An Industry” Nick Anderson Midwest General Manager UBER Rideshare

INSIDE THIS ISSUE:

KOOYENGA: TAX REFORM: MORE WORK TO BE DONE

KEATING: PHARMACEUTICALS, SMALL BUSINESS AND INTERNATIONAL IP

SHORE: 5 SIMPLE RULES FOR NON-SALES PEOPLE

Networking matters

At AT&T, we know that making connections is critical to success. In Wisconsin and across the nation, we link businesses with their customers and the world through our wireless network with access to the nation’s largest Wi-fi network. It’s just another way we help our customers stay connected.

AT&T is proud to support the Independent Business Association of Wisconsin.

© 2014 AT&T Intellectual Property. All rights reserved.

IBAW thanks AT&T for it’s continued sponsorship.

IBAW MEDIA LINK Executive Director Steve Kohlmann President John Weber Hypneumat Secretary Charles Fry Robert W. Baird & Co., Inc

Studies show that sketching and doodling improve our comprehension — and our creative thinking. So why do we still feel embarrassed when we're caught doodling in a meeting? Sunni Brown says: Doodlers, unite! She makes the case for unlocking your brain via pad and pen.

President Elect 2014 Membership / Sponsorship Jim Leef ITU AbsorbTech VP. State & National Programs Jeff Hoffman Judson & Assoc.

To view, click here.

Treasurer Casey Malek Sikich Directors Bart Adams Sikich Ann Barry Hanneman Simandl Law Group S.C Heather Baylor Park Bank Richard Blomquist Blomquist Benefits Jason Kuwayama Godfrey & Kahn Tom Boelkow BSI Design, Build, Furnish Craig Coursin MSI General

IBAW Mission: To advance business prosperity through insightful programming, executive networking and member-driven public policy and advocacy.

Robert Gross Gross Automation

Business Education Series FIVE STAR Programing

August 15th Meeting “Changing An Industry” Nick Anderson, GM, UBER Rideshare

Without a doubt, the Internet has changed the way many industries conduct business.

Learn how in just a few short years UBER has upended the taxi and limo service sector and how the landscape is about to forever change as we know it.

- How are municipalities adapting to this new concept?

COST: IBAW Members....$32.00 Guests....$42.00

- What does it mean for the taxi and limo transport industry?

- How does this change the way people move now and in the future?

- What lessons can you learn from all this?

Includes high level networking and plated breakfast!

Attire: Business professional.

Registration now open! Click here.

LOCATION

THE WISCONSIN CLUB 900 W. WISCONSIN AVE. MILWAUKEE

7:00 AM

REGISTRATION & NETWORKING

7:30 AM

BREAKFAST & PROGRAM

9:00 AM

PROGRAM ENDS

The Leadership Factor Steve Kohlmann, IBAW Executive Director

Well, get ready, fasten your seat belts. Alderman Bob Donovan is running for Milwaukee’s mayor.

In one of the worst kept secrets in a long time, Alderman Donovan let the cat out of the bag this week that he’s had enough of the status quo leadership Milwaukee has and wants to change the direction the biggest city in Wisconsin is going.

You’ve seen Donovan all over the news the past year or so with an exasperated - almost breathless - delivery of issues ranging from crime and unemployment to the Milwaukee streetcar project. You don’t have to look too closely to notice the veins in Donovan’s neck and head bulging out, ready to burst, his face turning red. He’s passionate. His Irish is up and he’s had enough.

I’m sure he had no choice in the matter; Either run for office or his head would explode. This happens with people that are natural leaders, they get so fed up with the way thing are, the lack of progress or do nothingness that they eventually have to leave the security of the fox hole, leap over the top and charge the machine gun nest. Consequences be damned.

And Donovan is not alone.

At the last IBAW meeting Sheriff David Clarke came in to talk about his reelection campaign. His discussion about that topic lasted only about 5 minutes and then he was off talking about the leadership void in Milwaukee and how it needs to change.

He started out calm making his points but that quickly grew into a rising crescendo where everyone in the room fell silent and sat perfectly still for fear of attracting attention. “Who would dare move to take a sip of coffee?”, I thought quietly, careful not to blink an eye. In short, he sounded like a man who was about to announce HE was going to run for mayor. He too has had enough.

Both Donovan and Sheriff Clarke are right, of course. Milwaukee was recently rated the 4th Poorest City in the United States by the United States Census. Somehow Milwaukee has been lulled into believing “THIS” is how it should be, when in fact it isn’t.

Do we have good stuff going on here in Milwaukee? You bet we do. The lakefront, Summerfest, Northwestern Mutual breaking ground on a new building, Harley Davidson, all the ethnic festivals and a great area to live and play despite the fact winter never seems to end.

But it’s not enough. Not nearly enough.

Failing public schools, a dysfunctional Common Council, city streets falling apart, children getting shot while they play and don’t even get me started on the black male unemployment rate at over 50%. Why is this acceptable? It’s not.

All of this is completely unacceptable. [Veins beginning to protrude.]

So Bob Donovan is running for mayor. And maybe Sheriff David Clarke will run as well. And maybe, just maybe, somebody else with guts and drive will run, too. We can only hope.

We need leadership to get this city back on track, back to work and not only change the course this city is going but change the attitude that good is good enough. Because it’s not.

5 Simple Sales Lessons for Non-Salespeople

JEFF SHORE

Garrett Buhl Robinson is not your stereotypical salesperson. But he is one of the most effective salespeople I have ever come across.

Robinson is the author of three self-published books and, as any author will tell you, writing a book is much easier than selling a book.

My wife Karen and I caught a glimpse of Robinson as we leisurely strolled through New York City's Bryant Park. I watched with growing curiosity from a distance as he initiated contact with scores of park-goers.

Related: Whether Inside or Out, the 4 New Realities of Closing Sales Most people politely walked by, but a precious few stopped to chat. And if you stop to chat with Garrett Buhl Robinson -- trust me on this -- you will buy a book.

Robinson delivers a rock-solid presentation in his own very simple sales format.

1. Initiate contact. Robinson positions himself at the intersection of two busy walking paths where he will most certainly encounter passers-by enjoying the afternoon. He greets anyone (and I mean anyone!) who makes eye contact with a pleasant and upbeat, “Hi there -- how’s your day going?” Simple, authentic and effective.

Simple sales lesson: Talk to everyone in a positive and upbeat approach.

2. Discovery. When people stop -- most do not -- Robinson asks a simple question to engage them in the topic at hand. “Do you like to read?” (The answer is always “yes.”) Then he follows up with, “Do you prefer fiction or poetry?” At that point he simply picks up the book that fits the customer’s preference.

Simple sales lesson: Identify two or three quick qualifying questions that will help you solidify the interest of your customer.

3. Demonstration. Robinson simply picks up a book and offers a 30-second tour. The presentation is well rehearsed and, yet, exceedingly conversational. Most importantly, Robinson demonstrates a real passion for his work. And it all makes perfect sense to the customer.

Related: 4 Ways to Build Trust Quickly Simple sales lesson: Keep your presentation brief, exciting and passionate.

4. Ask. Robinson's close is neither scary nor complicated. “Would you like to purchase a copy? It’s just $10.” He delivers the question with a smile on his face and he absolutely assumes that the answer will be “yes.”

Simple sales lesson: Just ask for the sale! Keep it simple and conversational -- but ask!

5. Referrals. Robinson doesn’t stop there. He hands everyone a business card with his website and contact information, and he asks people to post their thoughts on the book on their social-media page. Nothing like external validation from the masses!

Simple sales lesson: Why stop at selling just one book when you can sell five more?

As I said, Garrett Buhl Robinson is not your stereotypical salesperson. But he understands the selling process in a very profound way.

He exudes passion for his product and willingly puts himself outside of his comfort zone to connect with his customers and ask for the sale.

Did I just describe you and your own commitment level? Or is it time to get out there and apply some of Robinson's lessons?

ABC Group Releases China Tip Guide IBAW member, The ABC Group, has released a survival guide on doing business with China.

This quick "how to" guide covers some of the most common challenges facing SME importers from China.

By completing the download request form you will receive a road map to: • Survive Identifying a Qualified Chinese Supplier • Improve Quality at Existing Chinese Suppliers • Effectively Manage Chinese Supply-Chains • Improve Efficiency throughout Procurement Organizations Looking for more information?

Click here to download.

Consider attending the Strategic Sourcing Forum.

October 17, Chicago, IL The Strategic Sourcing Forum is the second Leadership Series event for 2014, that will focus squarely on the challenges facing SME importers from China. As we enter a new era where double-digit price reductions stemming from labor arbitrage are harder to find, SME’s must now aim at becoming more effective and efficient at managing Chinese suppliers if they are to avoid margin compression.

Click here for more information.

Tax Reform: More Work To Be Done Rep. Dale Kooyenga ,R-Brookfield This article courtesy of MacIver Institute

Last year many Wisconsin residents celebrated Wisconsin's first measurable tax cuts in nearly a decade. In addition to cutting taxes, progress was made in simplifying the tax code as evidenced by the elimination of 17 tax credits, downsizing from five to four tax brackets and eliminating Wisconsin's depreciation schedules in favor of adopting federal standards. In just over two years, Wisconsin went from billions in the red, to cutting both income and property taxes.

I am pleased we were able to accomplish what we did. At the risk of being the "fly in the punch bowl," let me state we still have a significant problem. Wisconsin by any measure remains a high tax state.

The praise received for cutting taxes is notable and fair because it signified a significant change in trajectory. However, we can't kid ourselves, we still have yet to fully implement a pro-growth tax code. It's analogous to being proud of your 16 year old son for turning off the television and heading off to clean his bedroom, but his bedroom is still a mess.

We should celebrate the victories, no matter how small, but we shouldn't be satisfied with small. For example, let's take a look at our reality versus Illinois.

In 2010 Illinois raised their 3% flat income tax to 5%. The tax increases were sold as a temporary fix in order to weather the recession. Despite Gov. Patrick Quinn's efforts to keep the tax increases permanent, the majority of the tax increases will roll back effective January 1, 2015. So in just a few months, Illinois will have an individual income flat tax of 3.7%. Wisconsin has four brackets ranging from 4% to 7.65%.

There are factors that complicate an apples to apples comparison such as standard deductions, exemptions and certain tax credits, but the stated rates still highlight a significant problem. Illinois' top tax rate, which are levied on Illinois millionaires, will be lower than Wisconsin's lowest tax rate levied on low-income working families. Wisconsin's top rate of 7.65% is more than double the rate of Illinois' 3.7%. That's staggering.

Although we have been cutting taxes, the Republican tax cuts have actually made the Wisconsin tax code more lopsided.

Since 2012 Wisconsin's bottom bracket was 4.6% and today the rate is 4%, but the top bracket which was created by Gov. Jim Doyle was only peeled back .1% from 7.75% to 7.65%. At this rate, our top bracket will be as low as Illinois' top rate in 39 years. We can't afford to wait this long. It's time to repeal all of Jim Doyle's tax increases, including the top bracket which he created.

Why should we continue to push for lower taxes? Because our approach is working.

Wisconsin has been realizing economic growth since January 2011, a stark contrast to the Doyle - Burke years. Last week Briggs & Stratton announced they are moving hundreds of jobs from Georgia to Wisconsin. When was the last time you heard a manufacturing company moving jobs from the south to Wisconsin? In all fairness it is unlikely Illinois can keep their taxes at their present levels. Once the Democrats are past the November election, and their dire pension situation continues to

deteriorate, they will revert to raising their taxes. Here in Wisconsin we have challenges, but our pension fund is 100% funded and is structured in a way that makes it easier to absorb unfavorable market fluctuations.

Wisconsin did enact substantial tax relief targeted at the manufacturing and agriculture industries and entrepreneurs. As a direct result, it's a no brainer for Wisconsin agriculture and manufacturing business to invest in Wisconsin. However, we need to substantially lower taxes across the board for all Wisconsin taxpayers. It's time for Republicans to rally around a comprehensive and bold strategy to turbo charge our economy.

Here are some ideas on how we get there.

We need to cut expenses. To date, all tax cuts have been paid for by utilizing the growth in receipts from a growing economy.

However, there is not a single state without an income tax that spends more per capita than Wisconsin. Second, we need to continue the elimination of certain tax credits and deductions in favor of broad based tax relief.

The tax code is cluttered with small, special interest carve outs. They need to go.

Third, as the economy continues to grow the additional revenue should be leveraged to pass additional tax cuts. The tax cuts should be in proportion to the taxes paid. There is no tax cut plan which will shield conservatives from the "tax cuts for the rich," attack, so let's go ahead and make the tax code less progressive and more equitable for all. We shouldn't apologize for putting more money in the hands of the private sector taxpayers who earn the income in the first place.

We cannot message our way to prosperity. Robust economic growth will only be fully realized when substantial and substantive tax changes are in place. Republicans have reversed the tax and spend trend in Madison. We're making progress, but it's time to enact bolder tax reforms.

State Representative Dale Kooyenga represents Brookfield, Milwaukee and Wauwatosa in the WI State Assembly. He is a CPA, Iraq war veteran and has an MBA from Marquette University. Follow on twitter @DaleKooyenga.

Pharmaceuticals, Small Business and International IP Ray Keating, Chief Economist, SBE Council, Washington D.C. It’s important to understand that the pharmaceutical industry is about two things: small business and intellectual property.

Of course, pharmaceuticals rank as a major contributor to the U.S. economy. For example, as reported by the U.S. Department of Commerce: “More than 810,000 people work in the biopharmaceutical industry in the United States as of 2012, and the industry supports a total of nearly 3.4 million jobs across the U.S. economy, including jobs directly in biopharmaceutical companies, jobs with vendor companies in the broad biopharmaceutical supply chain, and jobs created by the economic activity of the biopharmaceutical industry workforce.”

And according to the latest economic assessment from PhRMA, “The sector also accounts for the single largest share of all U.S. business research and development (R&D), representing nearly 20% of all domestic R&D funded by U.S. businesses, according to the National Science Foundation. Members of the Pharmaceutical Research and Manufacturers of America (PhRMA) alone invested an estimated $48.5 billion in R&D in 2012, an indicator of the R&D intensity of this knowledgebased industry.”

The industry’s role in the international marketplace must be noted. As for how U.S. firms specifically operate internationally, in its profile of the pharmaceutical industry, the International Trade Administration explained: “Foreign markets are critical to the U.S. pharmaceutical industry, with some multinational firms generating 40 percent of revenues or higher from overseas sales. However, U.S. trade statistics do not fully reflect the globalized nature of the pharmaceutical industry, which procures ingredients and generic drugs based on cost and quality. To maintain competitiveness, U.S. firms have established manufacturing facilities in locations based on cost, availability of skilled labor, proximity to markets, transportation infrastructure, tax, tariff, and other considerations. For example, there is significant U.S. industry production of pharmaceuticals in countries such as Ireland and Singapore, from which companies export to third countries, including intracompany exports to the United States.”

Given this grand size and scope, the bottom line remains that the industry is overwhelmingly populated by small businesses.

For example, among employer firms in 2011 (latest Census Bureau data), 57.4 percent of pharmaceutical and medicine manufacturers had less than 20 workers, 78.5 percent had fewer than 100 employees, and 90.5 percent had less than 500 workers. That’s unmistakably small business.

And vital to all of the entrepreneurs, businesses and workers in the pharmaceuticals industry is intellectual property.

Again, Commerce noted: “According to the Pharmaceutical Research and Manufacturers Association (PhRMA), U.S. firms conduct the majority of the world’s research and development in pharmaceuticals and hold the intellectual property rights on most new medicines. The biopharmaceutical pipeline also has over 5,000 new medicines currently in development around the world with approximately 3,400 compounds currently being studied in the United States – more than in any other region around the world.”

As summed up on PhRMA’s website, “Drug research and development leads to the discovery of tomorrow’s life-changing and life-saving new medicines. Biopharmaceutical intellectual property (IP) protections, such as patents and data protection, provide the incentives that spur research and development. They help ensure that the innovative biopharmaceutical companies that have invested in life-saving medicines have an opportunity to justify their investments. Intellectual property protections also help companies secure the resources for future investments in research, giving hope to patients who await tomorrow’s innovative medicines.”

So, strong IP protections are vital at home and among our trading partners. Unfortunately, those protections often fall short, or are simply nonexistent at times.

Consider problems in Canada as explained in an article by David Kappos at Fortune.com: “Surprisingly… the most aggressive nation on the planet when it comes to restricting patent coverage for innovative new medicines may be Canada. The problem can be found in a narrow part of the country’s law called ‘the promise’ doctrine, which imposes a unique and rigid requirement for patent protection. It demands that innovators in the pharmaceutical industry prove their new drugs will pass regulatory requirements necessary to gain government approval before a patent can be granted.

This is reasonable in theory, but a ‘Catch-22’ in practice. Regulatory testing takes many years to complete, and in that time, the opportunity to obtain patent protection is likely lost due to other laws requiring prompt submission of patent applications and industry reporting requirements that would, paradoxically, render the invention unpatenable.”

And then there are the ongoing woes of IP protections in India. The U.S. Trade Representative’s 2014 301 Special Report once again list India on the Priority Watch List regarding the environment for IP protection and enforcement. But is there hope with a new government in India? On the PhRMA blog, John Castellani wrote the following in mid-May: “Last week, after an election process that took more than a month to complete with a record 550 million votes cast, the Indian people elected a new Prime Minister in a landslide election that unseated the country’s ruling Congress party.

Narendra Modi and the Bharatiya Janata Party (BJP) won enough seats in the lower house of Parliament to form a government… Research-based biopharmaceutical companies see much potential for Mr. Modi’s success, because he understands the crucial role innovation plays in economic development. His party’s platform specifically mentions the need for a strong intellectual property (IP) regime in order to ‘maximize the incentive for generation’, while also outlining a vision for a healthcare system that improves quality and access.”

The ITA summed up international IP challenges and pharmaceuticals this way: “The originator pharmaceutical industry is heavily dependent on patents and other forms of IP protection to recoup the substantial costs of developing new medicines. The most commonly cited concerns are the lack of protection against unauthorized disclosure of test data generated to obtain regulatory marketing approval for pharmaceuticals, and unfair commercial use of regulatory test data.

Other issues include laws that limit the scope of patentability for certain chemical forms, inadequate protection and enforcement of patented products on the market, the proliferation of counterfeit medicines, and lack of an effective system to prevent the issuance of marketing approvals of generic copies of patented drugs.”

Addressing these IP challenges is vital for investment, innovation, economic growth, jobs and small business in the pharmaceutical industry.

Looking ahead, let’s hope that President Obama’s newfound interest in free trade accords – namely, with the European Union in the Transatlantic Trade and Investment Partnership (TTIP), and with 11 Asia-Pacific countries (Australia, Brunei, Canada, Chile, Japan, Malaysia, Mexico, New Zealand, Peru, Singapore, and Vietnam) via the Trans-Pacific Partnership (TPP) – come to fruition, as they would improve IP protections with both Atlantic and Pacific trading partners, and exert added pressure on other countries to enhance their IP protections.

Raymond J. Keating is chief economist for the Small Business & Entrepreneurship Council.

Keating’s new book, published by SBE Council, is titled Unleashing Small Business Through IP: Protecting Intellectual Property, Driving Entrepreneurship. It’s available from Amazon.com here.

Meet New IBAW Board Members...

Craig Coursin AIA, MSI General Corporation Mr. Coursin is the president of MSI General Corporation, a design/build contractor in Oconomowoc, Wisconsin providing Single Source Responsibility on large and small projects. Craig is a licensed architect with over 33 years of architectural and construction experience including his active duty military, architectural practice, leadership in construction firms, and specialization in the design/build model.

Craig Coursin, AIA MSI General Corporation P.O. Box 7 Oconomowoc WI. 53066 262-367-3661 craig@msigeneral.com

Bob Gross, Gross Automation Mr. Gross is the founder, president and CEO of Gross Automation, a distributor and manufacturer of industrial control equipment, systems and services centered upon the ABB product platform. Gross Automation is celebrating their 24th year since incorporation in August, 2014. He has his bachelors degree in electrical engineering from Marquette University, multiple post graduate degrees and is currently finishing his doctorate in Commissioner Science with completion forecast for early 2015. Bob joined the IBAW in 2011 after winning the “How I Got My Business Out of Hot Water” competition co-sponsored by the IBAW and Reliable Water Services.

Bob is currently active in the Boy Scouts on a unit, council and regional level and is an instructor for the Wisconsin DNR in their hunter safety program. Bob has his NRA Chief Range Safety Officer (CRSO) rating as well as being a certified instructor for rifle, pistol and shotgun. Additionally, he is an instrument rated pilot. Other activities include current board level memberships in both the Wauwatosa area Lions and Kiwanis clubs.

Bob Gross Gross Automation 3680 North 126th Street Brookfield, WI 53005 262-252-1600 bob@grossautomation.com

July Meeting Recap

2 1

IBAW had two special speakers

Sales Roundtable Launches!

IBAW launched it’s Sales Roundtable Discussion last month. The hour long discussion was a frank discussion on the topics of sales including the challenges, pain points and the tactics used to overcome hurdles. Participants received a free music CD filled with high energy, inspirational music to keep them going.

SALES: Best Practices ROUNDTABLE The IBAW is hosting a monthly, early morning Sales Best Practices Roundtable beginning Monday, August 11th from 7:30 AM - 9:00 AM. This is open to anyone in a business development role at an IBAW member company who would like to share their real world challenges and most successful strategies for growing business.

This Roundtable is meant to serve as a confidential means to learn from your peers in other industries and to help others learn from your experience – good and bad.

Location: CTaccess Conference Room Registration is open!

740 Pilgrim Parkway, Suite L3 Elm Grove Click here.

Cost: Free - A benefit of IBAW membership.

Coffee provided by CTaccess, bagels provided by IBAW. Meeting Moderator: Mark Truesdell

Members in the News...

IBAW member Tom Parks of M4 Financial Partners won a $5000 community service award from MassMutual for his volunteer work with Make A Difference Wisconsin, teaching high school students important skills in financial literacy.

The $5000 will go directly to Make A Wish Wisconsin.

Tom Parks, AIF, CRPS

The ABC Group The ABC Group LLC is an international supply-chain and sales channel management firm focused on assisting companies more effectively conduct business throughout Southeast Asia. By creating transparent business relationships and offering a diverse array of services tailored to meet our clients’ specific goals, we aim to create significant long term value for stakeholders. For additional information please visit theabcgroup.com .

Benjamin Jurken

Welcome New IBAW Members...

The ABC Group Benjamin Jurken 13545 Watertown Plank Road Elm Grove, WI 53122

262-641-8804

PDC is a nationally recognized, architect-led design-build firm that specializes in senior living, healthcare, and business environments. We offer award-winning planning, design and construction services that enhance our client’s business.

A trusted partner for more than 30 years, the success of our well-designed, highly responsive work stems from several factors: a deep understanding of our client’s business objectives, a culture of transparency that fosters well-informed clients, and an ongoing commitment to improve our people’s knowledge and skills.

Website: pdcmidwest.com LinkedIn: https://www.linkedin.com/company/pdc-midwest-inc.

Twitter: @PDCmidwest

Alison Austreng

PDC Midwest, Inc.

PDC Midwest, Inc. Alison Austreng 1130 James Drive Suite 106 Hartland, WI 53209

262-367-7770

IBAW Legislative Priorities Online

State Legislative Priorities 2014 State Legislative Priorities

- Workforce Development / Technical College Benchmarks - Pro Growth Tax Reform - Address the Structural Deficit of WI DOT - Predictable Sand Mining Regulation

1- Workforce Development / Technical College Benchmarks 2 - Pro Growth Tax Reform 3 - Address the Structural Deficit of WI DOT 4 - Predictable Sand Mining Regulation

Click here to view.

Hi-Crush Partners LP

National Legislative Priorities - Delay of the Affordable Care Act - Support the Existing Level of the Federal Minimum Wage

2014 National Legislative Priorities

- National Energy Policy Capitalizing on our Strengths - Increase Access VISAS for Immigrants with Advanced Degrees & Start Ups

1- Delay of the Aordable Care Act 2 - Support the Existing Level of the Federal Minimum Wage 3 - National Energy Policy Capitalizing on our Strengths 4 - Pro Growth Tax Reform

Click here to view.

5 - Increase Access VISAS for Immigrants with Advanced Degrees & Start Ups

Advertising Now Available in the IBAW Statewide Magazine The IBAW’s digital magazine is sent out statewide to over 600 small business owners, elected officials, entrepreneurs and business professionals with a read rate of over 1200 views per issue.

Get your message out and support the IBAW. This quality publication is filled with informative articles and business intelligence with high exposure to a broad audience of business executives and decision makers.

For more information, contact Steve Kohlmann.

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WANT TO PAY ONLINE? You can also pay by Mastercard / Visa at the IBA Membership page. www.ibaw.com ________________________________________________________________________ The Independent Business Association of Wisconsin is a not-for-profit entity filed with the IRS under 501(c)(6) of the Internal Revenue Code. As a not-for-profit association, the members of The Independent Business Association, Inc. are allowed to deduct a percentage of dues that are not used for lobbying purposes. For the year 2013 based on the total income of the association and the lobbying expenses as reported on the Wisconsin State Ethics Board Lobbying reports for 2011 the percent of dues that were used for lobbing purposes is 10%. Therefore, the percent of dues that would be tax deductible is 90%.