May 2016 IBAW magazine

MAY 2016 May 9th Sales Roundtable

ial c e Sp nt Eve

Insight Panel:

May 20th

"New Approaches to Sustainable Health Care Costs"

Left to Right

Kurt Janavitz, CEO, Integrated Health Network of Wisconsin

Open Format Discussion

Travis Andersen, President, & CEO Columbia St. Mary’s Hospital Matt Bucher, Partner, HNI Risk Services

Inside This Issue:

GRYCZKA: CYBER CRIME: WHERE DO I START

KEATING: THE FCC AND MORE REGULATORY DICTATES THAT IMPACT ENTREPRENEURS AND INNOVATORS PLUS: THIS QUARTER’S GDP UPDATE

SEROKA: WHY LEADING COMPANIES KEEP BRANDING

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 Dane County Judge Foust Denies Stay in Right-to-Work Decision _________________________________________________________

The Dane County judge who declared Wisconsin's right-to-work law unconstitutional earlier in April denied a stay in that decision.

Executive Director Steve Kohlmann President Jim Leef ITU AbsorbTech Secretary Dan Hansen President Elect 2015-16 Craig Coursin Stier Construction VP. State & National Programs Charles Fry Baird Treasurer Casey Malek Sikich

To watch, click here.

Video courtesy of MacIver Institute

Directors Ann Barry Hanneman Simandl Law Group S.C John Weber Hypneumat Jeff Hoffman Boerke Co. Richard Blomquist Blomquist Benefits Lisa Mauer Rickert Industries Tom Boelkow BSI Design, Build, Furnish Robert Gross Gross Automation

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

Friday, May 20th, 2016 Insight Panel Discussion:

“New Approaches to Sustainable Health Care Costs” Kurt Janavitz, CEO, Integrated Health Network of Wisconsin “Strategies To Control Your Health Care Costs” Mr. Janavitz will share strategies for controlling trend for predictable long-term health plan savings through smarter health care utilization, made possible through a tailored network that leverages a proven population health care model.

Travis Anderson, President & CEO, Columbia St. Mary’s Hospital “Keeping Your Employee Healthy, Happy, and Employed" Mr. Anderson will provide insight on provider-driven strategies and tactics that encourage healthy behavior of your employees and efficient use of health care resources.

Matt Bucher, Partner, HNI Risk Services “Creating a Performance Driven Benefits Program” Matt will discuss how tailored networks, accountable care organizations and engagement combined with other strategies help high performing employers bend the cost curve.

LOCATION

THE WISCONSIN CLUB 900 W. WISCONSIN AVE. MILWAUKEE

7:00 AM

REGISTRATION & NETWORKING

7:30 AM

BREAKFAST & PROGRAM

9:00 AM

PROGRAM ENDS

IBAW Members: $32.00 Guests: $42.00 Includes plated breakfast • Attire: Business Professional

Registration now open! Click here.

5 Points on Dismal GDP Data Ray Keating, Chief Economist, SBE Council, Washington D.C.

Let’s be clear: There is nothing positive in the U.S. Bureau of Economic Analysis’ release of first quarter GDP. Indeed, a bad economy has gotten worse in recent quarters.

Consider 5 Key Points: 1. First quarter annualized real GDP growth came in at a mere 0.5 percent. While this recovery/expansion period has been abysmal – with real GDP growth averaging only 2.1 percent since mid-2009 – over the past three quarters real growth has averaged an anemic 1.3 percent. Based on previous periods, real GDP growth should be running at better than 4 percent during a recovery/expansion period.

2. The story was particularly ugly in terms of private business investment. Private real nonresidential investment shrank by 5.9 percent, which was the second straight quarter of decline (-2.1 percent in the fourth quarter 2015). That’s the worst performance since 2009. In terms of the three overarching categories, investment in structures dropped by 10.7 percent – the third consecutive quarter of decline (and down in six of the last eight quarters); equipment was off by 8.6 percent (second quarter of decline in a row (-2.1 percent in the fourth quarter 2015)); and intellectual property investment actually edged forward, growing by 1.7 percent, after two quarters of decline. Keep in mind that falling business investment is a grave concern for current and future GDP growth.

3. Exports fell for the second consecutive quarter. Real exports were off by 2.6 percent in the first quarter, which followed on a 2.1 percent decline in the fourth quarter of last year. As for imports, they barely inched forward at 0.2 percent, after a decline of 0.7 percent in the previous quarter. Falling exports are bad news for U.S. businesses, entrepreneurs and workers, and stagnant or declining imports reflect a poor domestic economy.

4. The consumer weakened for the third consecutive quarter. Real personal consumption grew by 1.9 percent, down from 3.6 percent in the second quarter 2015, 3.0 percent in the third quarter, and 2.4 percent in the fourth quarter of last year.

5. No reason exists to expect anything different. Normally, after a deep recession, the U.S. economy would snap back with a strong recovery. That has not been the case with the recession that ran from late 2007 to mid-2009, and its aftermath – to say the least. The problem has been wrongheaded policymaking. Both during and after the last recession, government ramped up costs and uncertainty with expanded intervention in the marketplace (such as bailouts), vast increases in government spending draining resources from the private sector, higher taxes that diminish incentives and resources for entrepreneurship and investment, hyper-regulation imposing higher costs and jacking up uncertainty, loss of leadership on free trade, and loose money that made matters worse by creating even greater uncertainty. No one should be surprised that this toxic policy mix led to abysmal economic performance, and until these policy mistakes are reversed, U.S. economic under-performance will persist. ___________ Raymond J. Keating is chief economist for the Small Business & Entrepreneurship Council.

Sales Roundtable - 2 Years Strong Steve Kohlmann, IBAW Executive Director

It was two years ago this month IBAW launched the Sales Roundtable program. The idea came from one of our members, Mark Truesdell, who came to me and said, “Wouldn’t it be great to get together to talk about the highs and lows of being in sales?” Yes. Brilliant!

When I first started in sales (1992) I didn’t have a clue as to what to do. I was basically left to figure it out with a series of trial and error method of sales. I remembered how difficult it was. And how difficult it still is. There’s an old saying in sales that goes “Even a blind squirrel can find a nut”. The message is, that even if you didn’t know what you were doing, sooner or later you would land a sale. Of course, blind squirrels often starve, are killed or injured by predators or are run over by cars.

The Roundtable idea was simple enough; get a few IBAW members who had issues with sales and brainstorm ideas which would hopefully lead to solutions. Let’s face it, sales can be a lonely job. There’s just some things you can’t talk to your boss or significant other - about. Only other sales people understand your plight. In short, it started as a place where sales people could complain about sales to other sales people. Like all great ideas, the details were a bit fuzzy. We thought we would give it a try and see what would happen. If we had a few people show up and we were able to help with a sales issue, we’d consider that a success.

And so, we started.

Our first meeting had five people and we had a really lively discussion. The discussion was essentially ranged from ‘my boss doesn’t understand sales’ to ‘nobody loves me.’ If we would have had beer and a guitar we could have written a country song.

The next meeting we decided to continue the ‘blood letting’ discussion and complain some more. And we did.

But we quickly realized something - and that was we needed to add some constructive help and direction if we were going to make this roundtable a success. So we started adding specific topics for discussion. And the group grew. We quickly had 12 people showing up every month. Sometimes the conversation would stall and nobody would open up (hard to believe sales people wouldn’t talk but I would draw them out with pointed questions.) Now we average about 15 to 20 people and the topics have ranged from cold calling techniques, proper use of a CRM, how to get past a gatekeeper, marketing and branding techniques, increasing your personal brand, and plenty more.

But it’s not just sales people who come to the meeting. We also have business owners who are looking for marketing and branding tips and ideas, sales managers looking for direction, individuals who are new to sales and those who have been in sales “since the Civil War”.

It’s been valuable and also great fun. At one point I made and gave out a CD filled with what I call “Sales Survival Songs”.

Music to help boost up your attitude before your next sales call or console you after you’ve had a call where you’ve crashed and burned.

As I go out and meet business owners to get them to join IBAW, I’m often faced with this phrase ,“I don’t have time to come to the meetings so I don’t want to join.” That’s pretty short sighted. The sales roundtable is a perfect example of the “value add” the IBAW offers. If I was a business owner and I had a free resource for my sales team to learn tactics and stay motivated I would jump at the opportunity. What is a motivated sales person worth to you? Maybe the questions needs to be asked like this; What’s a unmotivated sales person costing you?

Even if you’re not in sales, you’re still in sales. Everybody is.

The Sales Roundtable is a great resource for you to tap into. Is your marketing department thinking of launching a new campaign or just looking for insight? How about the resource of a room full of sales people to bounce ideas off of? What’s a successful marketing campaign worth? Or better yet, what is a unsuccessful sales or marketing campaign going to cost you?

The free aspect of this IBAW event is something that shouldn’t go unnoticed. IBAW, like other organizations, has to charge for some events to cover the administrative costs. But unlike other organizations, IBAW is a true grass roots, member driven organization and that leads to events that are highly valuable but don’t cost you a thing.

The Sales Roundtable meets on the second Monday of the month in the conference room of CTaccess at 7:30 a.m. in Elm Grove.

We have bakery and pails of coffee.

Yes, it’s on a Monday. Yes, it’s at 7:30 am.

Who helped WISCONSIN BUSINESS advance the most last year?

While political candidates spend your contributions on media attack ads, mailers or robo calls, IBAW invests contributions to help businesses like yours. Our monthly meetings, sales roundtable discussions, white papers, web development or video messaging keeps you - and your team - informed, updated and inspired.

Last year, IBAW tackled issues such as workforce development, employee retention, restrictive business regulations, sales, marketing, human resources, leadership, manufacturing logistics, and Wisconsin exporting.

Your support of IBAW through membership, sponsorship and other financial contributions helps Wisconsin business at a grass roots level.

THANK YOU!

IBAW Around The State Senate Committee Hearing on the Heroin Epidemic.

On April 15th 2016, Senator Ron Johnson chaired an official Senate Committee Field Hearing at WCTC in Pewaukee to hear testimony from law enforcement, healthcare officials and ordinary citizens on the difficulty of heroin addiction. Heart wrenching stories of addiction and its devastating aftermath filled the afternoon’s session.

Video of the afternoon’s hearing can be seen by clicking here.

BMO Harris Bank “The Art of The Steal” with Frank Abagnale BMO Harris recently held a presentation on Business Security with Frank Abagnale as the featured speaker. You may recall Frank Abagnale as the person who’s life was recounted in the movie “Catch Me If You Can”. Mr. Abagnale spent much of his youth involved with check forgery and impersonation before being arrested in France. He turned his life around and works as a consultant to the FBI on business fraud. A similar presentation can be seen by clicking here.

IBAW Releases Legislative Priorities for 2016 - 2017 On the following pages are IBAW’s Legislative Priorities for 2016 - 2017 released by the IBAW Legislative Committee and the IBAW Board of Directors.

These priorities cover both State and National issues from Tax Reform, EPA Regulations, No Minimum Wage Increase and other topics which are of concern to small business owners and entrepreneurs.

While the list covers many different topics, it is by no means complete. There are many other issues government is proposing which will hinder small business. Rest assured, the IBAW is vigilant on legislation in Madison and Washington D.C..

Special thanks to the Legislative Committee for their hard work in publishing these issues and to our membership who helped bring forth some of the issues.

The IBAW Legislative Team

Mike Kuhn Jeff Hoffman

Steve Kohlmann

Charles Fry

The IBAW Legislative Team keeps our members up to date and informed on business issues coming out of Madison and Washington D.C..

G r e g Ly o n s

Ann Barry Hanneman

State National 2016-17 Legislative Priorities

Tax Reform DOT Funding EPA Regulations Healthcare Reform Corporate Tax Reform DOL Fiduciary Standard No Minimum Wage Increase

Legislative Priorities 2016 - 17

A Strategic Vision of Sustainable DOT Funding - STATE While the passage of a constitutional amendment in 2014 requiring revenue generated by the use of Wisconsin’s transportation system marginally addressed the structural problems facing our transportation fund, the fact remains that there is a sizable gap between funds available, and funds required for vital infrastructure investment. Budget shortfalls created the suspension of five projects around the state in 2015. Governor Scott Walker had previously asked for $1.3 Billion in bonding, which was negotiated down to a $500 million level with additional money to be released at a future date. The IBAW believe a modern and efficient infrastructure system is the foundation of the state and local economy. Funding our infrastructure development through bonding alone is unsustainable and this alone will not solve the long term challenges facing Wis DOT. While Wis DOT needs to continue to advance efficiencies within its organization and become much more judicious in funding projects, these measures alone are not enough to close the gap.

The IBAW is in favor of prioritizing key projects surrounding vital economic hubs in the near term. In the long term, a mix of increased user revenues such as gas taxes, registration fees, and tolling needs to be considered to ensure that Wisconsin’s businesses have access to a robust infrastructure network.

Tax Reform - STATE The current administration has made notable strides in increasing the competitiveness of the state income and property tax code for individuals and businesses, however more must be done. According to the Wisconsin Taxpayers Alliance, 35 other states have a more competitive tax code than Wisconsin. Additional national rankings do not look any better. The Institute on Taxation & Economic Policy ranked Wisconsin 43rd and 46th for those at the middle ($50,000) and high ($150,000) income threshold. These two groups encompass many entrepreneurs who are looking to grow the economy. In an increasingly globalized and competitive world a punitive tax policy will continue to present a headwind for job creators making job creation efforts more difficult. The State must continue to advance Tax relief across the board to enhance economic competitiveness.

Wisconsin against the EPA - Part 2 The EPA recently proposed significant changes to carbon levels that will necessarily drive up the cost of energy within the State of Wisconsin and cost consumers and small businesses billions of dollars. The IBAW supports Attorney General Brad Schimel and the State of Wisconsin in the opposition of the “Clean Power Plan” which as estimated by the Public Service Commission of Wisconsin will cost as much as $13 Billion. Wisconsin is heavily dependent on manufacturing, which requires the kind of reliable, affordable energy produced by our clean coal burning power plants. Since 2000 Wisconsin has already invested $11 Billion in reducing our carbon emissions. These repeated attempts by the EPA to impose illegal regulations on state utilities, regulated by the states themselves, are specifically anti-small business. Given that offshoring of manufacturing jobs has been a hot button issue in the 2016 campaign, the United States can assure itself of a continued migration of producers to lower costs areas around the globe should the EPA standards be upheld.

Corporate Tax Reform Eaton Corp, Pfizer, Mylan, Medtronic, and now Johnson Controls. The list of U.S. Companies acquiring foreign corporations and re-domiciling abroad grows seemingly by the month leaving behind at the very least gaping holes in national income tax revenue streams, and more often than not, job losses along the way. This also jeopardizes longstanding relationships of many small businesses that supply and service the corporate entity. It is time Congress and the Executive Branch to recognize the highly competitive global environment that defines the multinational corporate landscape. Directors and Officers of corporations have a fiduciary duty not only to shareholders, but to the business entity itself, and if significant tax savings can be had through an inversion to a country with a lower corporate tax rate such as Ireland at 15%, it should come as no surprise that U.S. Corporations are increasingly considering this alternative.

The IBAW supports comprehensive corporate tax reform that puts US employers on a level playing field in a hyper competitive global economy.

Sustainable Healthcare Reform The 2016 Election will present a definitive turning point for healthcare systems across the United States. As a Country, we will choose the path of increased costs and decreased competition that has been the hallmark of “Obama Care” or we will continue to progressively reform the greatest healthcare system in the world. Small businesses are rightfully concerned about the following facts: • Annual premiums for employer-sponsored family health coverage reached $17,545 this year, up 4 percent from last year, with workers on average paying $4,955 towards the cost of their coverage, according to the Kaiser Family Foundation/Health Research & Education Trust 2015 Employer Health Benefits Survey • “Obama Care” Premiums have been kept somewhat in check by Risk corridors and Reinsurance being established for the insurance companies. Taxpayers are currently backstopping the insurance companies for spending more on higher risk customers and these programs both expire on January 1st, 2017. Insurance consumers will then be paying for the increased risk pool.

• Plans that were considered noncompliant plans thorough the letter of the law of ACHA were granted a waiver of additional requirements through January 1st,2017. This consumer group is estimated to be nearly 1.5 millions policy holders.

The IBAW believes that progressive healthcare reform includes repealing and replacing “Obama Care” . Immediate corrective actions include: • Permanent repeal of the Medical Device Tax • Changing the definition of a Full Time Equivalent Employee (FTE) from 30 hours of work per week to 40 hours of work per week • Allow States to opt out of the ACHA requirements and create a system where consumers that do not have coverage provided by an employer can still qualify for federally funded tax credits if the plan is approved by the State • Allow States to enter into cross State competition for insurance providers U.S. spending on health care increased 5.3 percent last year – topping $3 trillion overall and health care funded by the federal government rose by 11.7 percent, to nearly $844 billion. The path of “Obama Care” is leading to a misallocation of resources and a competitive disadvantage for Small Businesses.

Continued

No Increase in Minimum Wage There’s a growing drumbeat by politicians to increase the minimum wage. When government gets involved, politics is the reason and politicians should have no part in determining cost factors of business, especially when it comes to labor.

Government mandating business to increase wages will force businesses to slow their growth and to look at other methods of efficiencies. Technological advances have given all employers an ability to forgo entry-level hires in favor of low-maintenance, non-taxed innovative devices and/or software will surly eliminate entry level jobs (order kiosks at McDonalds as an example.) Furthermore, artificially increasing the minimum wage for low skilled workers hinders them for future advancements keeping them in a low skilled / low pay setting.

The harm of government mandating a minimum wage increase is evident in the cities of San Francisco and Seattle. A paper by researchers at the American Action Forum* found growth in restaurant employment in cities that raised their minimum wage in 2015 was slower than in their respective states as a whole. Restaurant jobs since the spring of 2015 in Seattle’s metropolitan area have grown a mere 0.6 percent since , while jobs grew by 6 percent across Washington state. Additionally, San Francisco restaurant jobs rose by 1.4 percent compared to 3.4 percent in the surrounding area.

(Seattle’s minimum wage rose by more than $1.50 to $11 an hour stepping its way to $15, while San Francisco’s is now $12.25, up from $11.05.) The preliminary data indicates a slowing of restaurant employment growth. The sharp increase in the minimum wage is a likely cause of the stagnation and decline in the Seattle area restaurant jobs this year as compared to Washington state is clear.

Business is facing large employment deficits as aging baby boomers leave the workforce to retire. The need to staff - and pay - qualified workers has never been greater as the largest workforce in American history leaves. There’s never been a better time, or bigger demand for an entering a workforce.

The IBAW’s position is to let the free market determine how high wages should increase and not the government. Mandating a minimum wage increase to $10 or 15an-hour would put us at undesirable risk, unintended consequences and uncharted waters. * Report by American Action Forum, 2015 Local Minimum Wage Increases and Restaurant Employment Trends, By Ben Gitis November 20, 2015

Opposing the Proposed DOL Fiduciary Standard - NATIONAL The Department of Labor has proposed sweeping changes to the definition of Fiduciary under ERISA dramatically affecting the treatment of 401(k), Simple IRA and Sep IRA plans. Businesses of all size utilize 401(k) plans to attract and retain key talent. Simple and SEP IRA plans are in particular heavily used by small to medium sized independently held businesses. The proposed rule would force investors into advisory or fee based investment solutions entirely eliminating the availability of commission based retirement plans, which tend to be more affordable for consumers. No one would argue that a fiduciary standard is a basic level of service that must be upheld, but these sweeping requirements would inevitably result in an undesirable tradeoff; costs for small businesses and individual investors would increase with a corresponding decrease in access to education and plan choice.

We at the IBAW encourage the department of labor to consider the unintended consequences that will impact retirement planning for a small business and individual investors alike.

MARKETBEAT

Industrial Snapshot Q1 2016 Milwaukee, WI

Economy

MILWAUKEE INDUSTRIAL Economic Indicators Q1 15

Q1 16

Milwaukee Employment

850k

861k

Milwaukee Unemployment

5.2%

4.5%

U.S. Unemployment

5.6%

4.9%

12-Month Forecast

Market Indicators (Overall, All Product Types) Q1 2015

Q1 2016

Vacancy

5.6%

4.8%

Net Absorption (sf)

865k

885k

Under Construction (sf)

1.2M

1.0M

Average Asking Rent*

$4.12

$4.41

12-Month Forecast

*Rental rates reflect net asking $psf/year

Overall Net Absorption/Asking Rent 4Q TRAILING AVERAGE

1,000,000

$6

750,000

$5

500,000 250,000

$4

0

$3

-250,000 -500,000

$2 2010

2011

2012

2013

Net Absorption, SF

2014

2015

Q1 16

Asking Rent, $ PSF

Overall Vacancy 10% 8% 6%

2012

2013

Market Overview For the 23rd consecutive quarter, the Milwaukee industrial market experienced positive overall absorption, with 885,374 square feet (sf) absorbed in the first quarter. This total represents a sharp increase compared to Q4, when just over 540,000 sf was absorbed. Waukesha County captured the majority of quarterly absorption, posting 691,270 sf absorbed. Most of this absorption was the result of C.H. Coakley and Milwaukee Sting Volleyball occupying the former Kohl’s Distribution facility. The overall vacancy rate remained stable, with Q1 remaining unchanged at 4.7%, marking a 0.09-pp decrease year-over-year.

Outlook

Historical Average = 6.8%

4% 2% 2011

Wisconsin’s unemployment rate remained stable at 4.5% in March, down 0.1 percentage points (pp) from February, where it had remained unchanged for over a year. The 4.5% unemployment rate for Wisconsin remains lower than the national unemployment rate of 5.0%. The latest National Manpower Employment Outlook survey once again indicates positive prospects for job growth. Employers nationally included in the survey indicated that 22% are expecting hiring to increase in the Q2 of 2016. Locally, the outlook is consistently upbeat: 26% of those surveyed expect to increase staff levels in the second quarter of 2016. The Milwaukee-Waukesha-West Allis market scored a 23% net employment outlook, a decrease from 28% from the second quarter of 2015. The net employment outlook is measured by percentage of plan hires offset by percentage of plan reduction in payroll.

The Institute of Supply Management (ISM) Report on Manufacturing scored Wisconsin and Northern Illinois at 57.78 for March 2016, the highest reading since November 2014. A score in excess of 50 demonstrates growth as a measure of new orders, production, employment, supplier deliveries and inventories in the manufacturing industry. The purchasing managers’ index has been positive for three straight months following nine months of contraction. Of those surveyed, 44% expect positive conditions in the next six months, while only 11% anticipate conditions to worsen.

2014

2015

Q1 16

The Southeastern Wisconsin industrial market started off 2016 by again positing positive figures even as more product comes to market. Although manufacturers reported positive outlooks, the sector lost 1,700 manufacturing jobs in February. Expect the industry to remain cautiously optimistic, especially as we approach the November elections. www.cushmanwakefield.com

MARKETBEAT

Industrial Snapshot Q1 2016 Milwaukee, WI

SUBMARKET

INVENTORY (SF)

OVERALL OVERALL OVERALL YTD LEASING YTD USER YTD NET OVERALL OVERALL UNDER CNSTR WEIGHTED AVG. WEIGHTED AVG. WEIGHTED AVG. ACTIVITY SALES ACTIVITY ABSORPTION VACANCY RATE (SF) NET RENT NET RENT NET RENT (SF) (SF) (SF) (MF)

(OS)

(W/D)

Milwaukee County

93,897,875

303,813

424,609

5.3%

54,783

146,500

$3.81

$5.21

$3.55

Ozaukee County

11,822,020

9,600

48,906

6.5%

(21,940)

0

$4.61

$4.49

$2.50

Washington County

19,609,264

0

7,879

3.9%

161,261

58,635

$5.51

$5.60

$4.23

Waukesha County

72,182,746

656,698

294,119

4.1%

691,270

823,561

$4.91

$5.75

$4.89

197,511,905

970,111

775,513

4.8%

885,374

1,028,696

$4.31

$5.28

$3.95

MILWAUKEE TOTALS *Rental rates reflect asking $psf/year

MF = Manufacturing

OS = Office Service/Flex

W/D = Warehouse/Distribution

Key Lease Transactions Q1 2016 PROPERTY CrossLake Airport Industrial

SF 113,778

TENANT

PROPERTY TYPE

SUBMARKET

Menasha Paper

Warehouse/Distribution

Milwaukee County

5475 S Westridge Court

82,387

Pieper Electric

Manufacturing

Waukesha County

N54 W13901 Woodale Drive

70,000

Sting Volleyball

Warehouse/Distribution

Waukesha County

5050 S Towne Drive

61,300

GMR Marketing

Office Service/Flex

Waukesha County

Key Sales Transactions Q1 2016 PROPERTY

SELLER/BUYER

PROPERTY TYPE

PRICE/$PSF

SUBMARKET

BLWL/Phoenix Investors

Office Service/Flex

$894,000 / $3

Ozaukee County

255,677

Arandell/W.P Carey

Manufacturing

$15,800,000 / $62

Waukesha County

N96 W14849 County Line Road

194,325

2015 Menomonee Falls/ ARCP FE Menomonee Falls WI LLC

Warehouse/Distribution

$19,957,800 / $103

Waukesha County

Portfolio Sale

191,632

Zilber/Amor Investments

Warehouse/Distribution

$7,215,000 / $38

Milwaukee County

SF

901 North Street

341,523

13118 W Leon Road

Cushman & Wakefield | The Boerke Company 731 N Jackson Street, Suite 700 Milwaukee, WI 53202 www.cushmanwakefield.com

For more information, contact: Katie Gremban, Director of Research Tel: +0 414 203 3045 kgremban@boerke.com

Cushman & Wakefield is a global leader in commercial real estate services, helping clients transform the way people work, shop, and live. The firm’s 43,000 employees in more than 60 countries provide deep local and global insights that create significant value for occupiers and investors around the world. Cushman & Wakefield is among the largest commercial real estate services firms in the world with revenues of $5 billion across core services of agency leasing, asset services, capital markets, facilities services (branded C&W Services), global occupier services, investment management (branded DTZ Investors), tenant representation and valuations & advisory. To learn more, visit www.cushmanwakefield.com or follow @Cushwake on Twitter.

Copyright © 2016 Cushman & Wakefield. All rights reserved. The information contained within this report is gathered from multiple sources considered to be reliable. The information may contain errors or omissions and is presented without any warranty or representations as to its accuracy. Alliance firms are independently owned and operated

Cyber Crime: Where Do I Start?

Mike Gryczka, American Bank

Statistics show more than 60% of small businesses are victims of cyber-crimes, in particular because owners and staff are focused on day to day productivity and do not have the staff or technical expertise to combat the threats. This vulnerability is not just your IT department’s issue, but is truly a problem for all levels of an organization to be aware of and address.

We are seeing repeat reports of the following type of local crimes here in our community: Use of ATM Skimmers, used to secretly skim your pin and card information ■ Scam artist calling on the phone, claiming to be with the FBI or IRS, targeting Wisconsin business owners and ■ residents Thieves draining accounts through Mobile Phone App’s ■ Additionally we are seeing criminals use your email inbox, at home and at work, in attempt to “Click and Trick” you.

Some of the new tactics criminals are using include: Spoofing email scams – where a cybercriminal forges your email ■ and request financials transactions on your behalf, without your knowledge or authority.

Spear Phishing– the distribution of a virus or malware in an ■ email attachment from you to your inner circle of friends and colleagues, gained from reviewing your social media pages (Facebook, Linked In, Twitter followers, Google +, etc.)

Ransomware– It’s as bad as it sounds. It’s a type of criminal ■ program that locks you out of your entire computer network.

Often this type of malware forces its victims to pay a ransom through certain online payment methods (bitcoins) in order to grant access to their systems, or to get their data back. Even small police stations and hospitals have fallen victim to ransomware.

Why is this happening?

Due to our need to utilize the latest technology to stay connected and having “all-access, all-the- time” lifestyles, people in organizations tend to use weak passwords, or use poor judgement (click on attachments and advertisers mal-ware), or maybe it’s a weak network infrastructure or out-of-date software.

You may ask yourself, what can I do to protect myself, my family? What steps can I take to protect my business?

A

Make sure all your programs are up to date with the latest version, as security patches are always being updated.

B

Talk to your IT department and ask what the plan is if your computer or network goes down for more than a day? What is your disaster plan?

C

Call your insurance agent TODAY and ask specifically about cyber insurance and what would happen if your computers were hacked and had to be replaced?

We also recommend taking the following steps: 1

Always shut down your browser before and after you log on-line banking.

2

Never access your finances (banking or stocks) via mobile phone while on public Wi-Fi.

3

Take advantage of all the available security features and notification alerts on both your corporate, as well as your personal banking accounts.

4

Utilize the multi-authentication features when available for on-line banking. Utilizing complicated passwords and token security can help to reduce risk.

5

Use dual control with corporate online banking for greater security.

6

Take advantage of ACH and checking account Positive Pay services

7

Timely reconciliation of bank accounts can also help identify issues.

In summary, these are some easy to follow steps to take and help get you started on better cyber-crime prevention. Today there are over 3.2 billion people with access to the worldwide internet. When you connect to the internet, you are “plugging into the world wide super highway.” Keep in mind, that superhighway is also a two way street into and out of your company and you have the ability and responsibility to be a good traffic cop.

Nationwide 2015 was a year full of memorable cyber-attacks. Our own government’s Office of Personnel Management had 21 million individuals compromised in a recent cyber breach. You might recall the adult website Ashley Madison was hacked, as was Anthem Healthcare, and even the CIA director were all victims of cyber breaches.

To see a real time illustration of how pervasive the cyber-attacks are today, just take a look at the Norse Cyber-Threat link attached to this new letter for a real time look at the front line of the cyber-criminal warfront. http://map.norsecorp.com/ #/ Up until recently, most banks only had to worry about check kiting, maybe a few altered checks or the occasional robbery.

In many of these cases the bank was able to call the police and had hard evidence in the form of a cancelled check or altered checks and/or or a video of the perpetrator to give to the police as evidence. With cybercrime that is not the case today, it is done in the anonymity behind the world wide web and is originating from both local as well as international perpetrators. _______ Mike Gryczka has been in banking for over 25 years. He can be reached via email by clicking here.

The FCC and More Regulatory Dictates that Impact Entrepreneurs and Innovators Ray Keating, Chief Economist, SBE Council, Washington D.C.

More government regulation and dictates work against private-sector investment and innovation. After all, raise the costs and/or limit the returns on investment and innovation, and it’s inevitable that one will get less investment and innovation than what otherwise would have occurred. In turn, this means increased costs and fewer choices for consumers. When the reality of such government intrusions becomes clear to the public, they tend to not take too kindly.

However, the Federal Communications Commission (FCC) and President Obama try to get around reality by simply denying it, and claiming that more government regulation and dictates actually are pro-competition and pro-consumer. See, easy peasy.

Internet Regulation For example, the FCC issued net neutrality regulations last year. The agency essentially claimed that by regulating dynamic, twenty-first-century broadband providers like they were a 1930s telephone utility – effectively dictating various operating and pricing models – this somehow would be good news for consumers. In reality, of course, such regulation merely translates into placing limits on investment and innovation.

That’s anything but good news for consumers, including small business owners who have seen opportunity transformed and expanded thanks to broadband services.

President Obama took the unusual step of publicly advocating for regulating Internet providers like utilities, thereby exerting political pressure on an independent regulatory agency, i.e., the FCC. According to the law, however, independent regulatory agencies are supposed to make decisions based on the facts and the public record, not according to politics.

Now, it’s Set-Top Boxes Mr. Obama was at it again on April 15 with the FCC’s proposed intrusion into the marketplace by forcing cable and satellite providers to allow other companies, such as Google, to provide set-top boxes. This, once again, is a case of government dictates being dressed up as pro-competition and pro-consumer.

There are additional problems with such governmental intrusion, beyond the corruption being done to the entire process by the President’s exerting political pressures.

Real and Costly Impacts - Restrained Investment As the FCC creates additional costs and spreads uncertainty via its seemingly ever-expanding view regarding its regulatory purview, this has a restraining effect on investment and innovation. After all, why invest and innovate in the broadband sector if the FCC stands ready to alter the rules of the game, down to how businesses and industries operate?

IP Theft Another troubling aspect of this set-top box dictate by the FCC is that it potentially further undermines the protection, and therefore creation, of intellectual property (IP). In a USA Today op-ed, Gale Anne Hurd, producer of “The Walking Dead” television show, as well as assorted films and other shows, explained: If the Federal Communications Commission approves Chairman Tom Wheeler’s regulatory proposal to “open” set-top boxes, it will make piracy as easy and dangerous in the living room as it is on laptop and mobile devices…

The Season 5 premiere of my show The Walking Dead was illegally downloaded by roughly 1.27 million unique IP addresses worldwide within 24 hours of its debut.

If we can agree that piracy on that scale is a serious problem, then let me explain why the FCC’s proposal would spell disaster for those of us who are trying to figure out how to keep making the movies and TV shows audiences love…

This proposal would end up reducing the security options available to prevent theft. TV distributors use complex security systems to ensure that the creative content on their networks, set-top boxes and apps all comply with the appropriate

creative licenses and restrictions. In contrast, search engines such as Google and digital video platforms such as YouTube routinely show — and prioritize — stolen content in search results.

It would also allow Google — and for that matter set-top box manufacturers from all over the world, including China (where rogue boxes are being built by the millions) — to create and market applications or boxes with software that will treat legitimate and stolen material exactly the same, and could in many cases help steer consumers to piracy.

This is a real threat. Google’s search engine does this today.

Hurd noted that many are being and will be hurt by IP theft: “…the FCC’s proposal would spell disaster for those of us who are trying to figure out how to keep making the movies and TV shows audiences love. And I’m not talking about just the actors and the producers. Hundreds of thousands of crewmembers across the country will be out of jobs, too. Studios and networks can’t keep making content if they stop receiving revenue from legitimate sources.”

Damage to Small Business But there’s more. It’s critical to understand that the movie and TV business is overwhelmingly about small business. For example, according to the latest Census Bureau data, 98.4 percent of employer firms in the motion picture and video industries have less than 100 workers, and 92.9 percent less than 20 employees.

Finally, one has to wonder why the Obama White House and the FCC are even venturing down this path given the diverse and ever-expanding options at consumers’ fingertips today to view all kinds of video, from news and sports to movies to online videos to television shows… and more. As Michael Powell, chairman of the NCTA, correctly pointed out: “By reading the White House blog, you have to wonder how they could ignore that the world’s largest tech companies — which are often touted in other Administration initiatives — including Apple, Amazon, Google, Netflix and many others are providing exactly the choice in video services and devices that they claim to want. In fact, you would be hard pressed to name another private market in the US that is seeing more disruption and change all to the benefit of consumers.”

Will President Obama and the FCC ever get it? Will they ever wise up to the fact that businesses, entrepreneurs, investors, and creators, are all competing to better serve consumers? Consumers want them to keep investing, innovating and developing in the telecommunications space. Nothing is broken, so it’s time to leave out the politics and government meddling. _______ Raymond J. Keating is chief economist for the Small Business & Entrepreneurship Council.

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Why Leading Companies Keep Branding Scott Seroka, Seroka Brand Development Do companies like SPX, salesforce and Canon really need to continue branding themselves to retain their customers and encourage others to purchase their products?

Why does Intel feel the need to spend billions each year on keeping its brand relevant, knowing they are the world’s largest and highest valued semiconductor chip manufacturer? Shouldn’t they be able to ease off the gas for a while and coast by on a skinnier budget?

Sure, these leading brands could certainly take it easy and do what many businesses do when they are having record profits – cut branding budgets and enjoy the cheap ride. But they don’t, and probably never will for two reasons: 1) Their cultures require an ongoing investment to ensure delivery on their brand promises, and 2) They know that once their brands fade out of consumer sight, they also fade out of consumer mind.

An ongoing investment to ensure delivery on the brand promise In the manufacturing sector, being a leader in an industry is synonymous with innovation (patents), expertise, quality and brand value. While many companies boast having these traits, only a rare few can prove ownership through evidence of performance. And if you believe this can only be achieved by large companies flush with cash to spend on research and development while hiring six-figure experts in an industry, think again. Just tune in to the show Shark Tank, and you’ll see plenty of brilliant innovators who are one successful pitch away from getting the funding they need to take their game-changing innovation to the next level. Just remember that every business started in someone’s garage, on a kitchen table, or in a dorm room.

As a company scales, its owner will need to establish the kind of culture necessary to deliver on his company’s brand promise. The culture will be 100 percent driven by the company’s mission, purpose and values.

Take the case of two manufacturers, both of which produce fluid film bearings for OEMs. One manufacturer wishes to be the industry leader through innovation and technology. The other has a different focus – to produce the best and highest quality bearings. Two manufacturers, each producing identical products with a completely different focus. For the manufacturer focused on innovation, he will need to hire teams of innovative thinkers and researchers and foster an environment where making mistakes along the path to success is embraced. For the manufacturer focused on quality, she will need to hire people who are analytical, possess traits of perfectionism and have high expectations of their colleagues. This manufacturer will need to invest heavily into rigorous testing and quality control. This is exactly what is meant by “hiring to culture.”

Out of consumer sight, out of consumer mind What would you expect to happen if AT&T, Oracle, Lenovo, or any other well-known brand hit the brakes or scaled back on their branding efforts? In the minds of buyers and prospective buyers, one of either two thoughts would occur: 1. No thought at all. People don’t notice what they don’t see or hear, and this is unquestionably the most dangerous consequence of scaling back or eliminating any form of branding activities. These companies may retain a fair share of their current customers for the short term, but will have minimal success in converting prospects into buyers due to a visual absence of the brand. They can also expect a fair amount of attrition, as competing brands with strong value propositions will lure its customers away over time. Some justify a scaling back on branding by believing word-of-mouth and referrals will keep the pipeline full, but such a strategy is never sustainable.

2. The brand no longer exists. Mergers and acquisitions are more common now than ever. Customers and prospects may simply assume that the company was either purchased or that it has fallen on hard times and closed its doors. Scaling back on branding is perceived as a key indicator that a company is in trouble. And, a company perceived to be in trouble is one that is avoided.

Your brand is the most important asset you own – it’s the reason people buy from you and it’s the reason people work for you. The greater the investment you make into it, the greater return you will experience in the form of sales, awareness, uniqueness, value and growth.

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The IBAW Legislative Team

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The IBAW Legislative Team keeps our members up to date and informed on business issues coming out of Madison and Washington D.C..

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SALES ROUNDTABLE "The ninety minutes we spend together is very valuable. It is a confidential environment where fellow business professionals discuss ideas and insights into effective sales and business-building techniques. I would encourage anyone who is in sales to participate in this program."

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- Scott Seroka, Seroka Branding

Even if you're seasoned in sales, learn what other professionals are doing and some new techniques and skills you might be missing.

This is open to anyone 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.

Click here to register for the next roundtable.

IBAW is on an upward trend of growth and we are actively recruiting businesses just like yours to join!

When you join IBAW your entire company is a member - anyone from your team can attend our fine educational and networking events.

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Craig Coursin Stier Construction

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Dan Hansen Park Bank

Legislative Fix Moving Ahead for Wisconsin’s New Manufacturing & Agricultural Credit Jim Brandenburg, CPA, MST - Sikich LLP

In IBAW meetings and publications in recent years we have introduced you to Wisconsin’s new tax incentive - the Wisconsin Manufacturing and Agriculture Credit (referred to as the “MAC”). The MAC came about in 2011 to provide an incentive for Wisconsin manufacturers and agricultural companies to remain and grow here, and also perhaps to have out-of-state companies move here. It was scheduled to begin in 2013, and when fully phased-in by 2016 it would essentially exempt any Wisconsin manufacturing and agricultural income from Wisconsin income tax. The MAC was championed by Representative Dale Kooyenga and Senator Glenn Grothman in the legislature.

Magazine Content Needed Consider Submitting an Article!

The MAC, however, had some problems for individual taxpayers when it was drafted and this glitch was recently identified. Here is the issue in a nutshell: the MAC would reduce a taxpayer’s Wisconsin individual income tax, but then would trigger a Wisconsin minimum tax for nearly the same amount. Thus, there may be little, if any, net savings for the MAC in 2013 (a “MAC Attack?”). The legislature is trying to remedy this situation now so that taxpayers can realize the proper tax savings with the MAC on their 2013 Wisconsin individual tax returns.

The IBAW magazine is in need of content, we rely on our members and sponsors to supply us informative articles. The digital magazine is sent out to over 650 contacts statewide and the magazine is parked on the web where, on average, it gets over 1100 views.

Legislative Update: It seems that all key legislative leaders are now on board to correct this issue. It was approved by the legislature’s Joint Finance Committee last week. The Senate and Assembly will be in session in March and voting on final passage for several bills, one of which is this tax bill with the MAC correction. It looks like the legislative timetable will have the bill passed near the middle of the March, before going to the Governor.

Thus, a best guess now is that the bill would be enacted into law somewhere in the latter half of March, 2014.

MAC Attack Options: For any of our individual taxpayers taking advantage of the MAC, this may present some filings logistics. Here are the possibilities:

1. Best case scenario - in some cases the taxpayer’s share of the MAC for 2013 will be used and not result in a Wisconsin Minimum Tax. A taxpayer in this situation could go ahead and claim the MAC and file their 2013 Wisconsin individual return. There would be no need to wait for the legislation to pass.

Consider writing an article on a timely business related topic to your particular field of business. This is an outstanding opportunity for you and your company to gain exposure and increase your brand awareness to a statewide audience. There is no cost to submitting an article.

2. Next, a taxpayer has generated a MAC for 2013, but it will trigger a Wisconsin Minimum Tax. The taxpayer in this case could wait until the law is changed (and then wait a little for the WDR to update its computer processing systems) and then file their Wisconsin tax return and claim the MAC, and not incur the Wisconsin Minimum Tax. This could present a tight timeline for the April 15 deadline, and you may need to file for an extension.

3. Similar case as #2, but this taxpayer could file their Wisconsin individual return with the MAC, but also incur and pay a Wisconsin Minimum Tax for 2013. Then, once the corrective law is enacted go back and file an amended 2013 Wisconsin tax return to obtain the proper tax benefit of the MAC. You would not need extend, but you would need to amend.

We’ll keep you posted as this legislation moves forward.

If you have any questions, please contact Jim Brandenburg or Brian Kelley at Sikich, LLP in Brookfield (262)754-9400.

Contact Steve Kohlmann for details.

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Welcome New IBAW Members!

Meeting Recaps 2014 Wisconsin Manufacturing Knowledge Summit

Power Test

On June 20, 2014 the IBAW partnered with the Tool, Die & Machining Association of Wisconsin (TDMAW) to offer Wisconsin manufacturers and their suppliers a unique look at trends within the industry and to also report on some of the challenges the industry faces in the next 5 years.

Power Test, Inc. is an industry leader in the design, manufacture and implementation of dynamometers and control systems.

Special thanks to the event sponsor, First Business Bank for their efforts in helping organize this event.

For more than 37 years, Power Test has provided specialized test equipment to manufacturers, rebuilding facilities and distributors globally. Our products can be found in use at these facilities in nearly 100 countries on six continents.

Chris Halaska

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Our headquarters and manufacturing operations are located in Sussex, WI with sales representatives worldwide. Our unparalleled customer service is well known throughout the industry.

Power Test employs a dedicated staff of talented machinists, fabricators, electronic technicians, assemblers, designers, engineers, software developers, and administrative and customer service personnel.

Our exceptional product life and excellent customer service is well known throughout the industry and has made us one of the industryleading dynamometer manufacturers. Our dedication to the customer and to the advances in powertrain component testing keep us there.

Power Test N60 W22700 Silver Spring Drive Sussex, WI 53089 Phone: 262-252-4301

4 Advanced Waste Services Advanced Waste Services is an environmental services company that provides wastewater recycling and other waste and risk elimination services to manufacturers in all industries. Each day, AWS helps hundreds of businesses, both large and small, meet their community and environmental obligations. Annually, we collect, treat and recycle more than 50 million gallons of contaminated wastewater into clean, reusable water and other valuable resources like fuel, steam and electricity.

AWS is constantly helping our clients manage, reinvent and improve their sustainability successes. For example, we recently partnered with Forest County Advanced Waste Services Potawatomi Community to help Wisconsin food and beverage manufacturers convert 1126 South 76th Street food waste into clean, green renewable energy.

Suite N408B

West Allis, WI 53214 Founded in 1993, AWS employs 55 people in the Milwaukee area and a total of 150

people companywide in 5 states.

414-847-7100

Photo Key 1: A full house in the main ballroom of the Wisconsin Club as IBAW & TDMAW members prepare to hear about the state of manufacturing and the challenges the industry faces in the workforce.

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2: David Vetta of First Business Bank delivers opening remarks and highlights the importance of a strong relationship between banking and manufacturing working together for success.

3: New IBAW President, John Weber of Hypneumat addresses the change in IBAW Bylaws and calls for voting in new board officers.

4: Kent Lorenz of Acieta gives the main presentation on “Manufacturing Matters” pointing out the trends on manufacturing now and what to expect in the future.

5: Outgoing IBAW President, Steve Van Lieshout receives his award for his efforts as 2013 - 2014.

6 Photos courtesy of Tim Townsend.

6: IBAW Executive Director, Steve Kohlmann (Left) presents David Drumel with an award for his service on the IBAW board.

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