November 2016 IBAW magazine

November 14 Sales Roundtable

How to Disagree / Agreeably for Increasing Sales

November 18

NOVEMBER 2016 Grand Avenue Mall & Milwaukee Downtown Transformation Chuck Biller | Chris Socha

Inside This Issue:

KORTES: MY BOSS DIDN’T TALK TO ME THIS WEEK...I QUIT

KEATING: THE LATEST GDP RATING: IS THE ECONOMY REALLY ‘ROARING’?

WICK: 5 REASONS DIRECT MAIL SHOULD BE PART OF YOUR MARKETING PLAN

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 What is The Joseph Project? _________________________________________________________

Individuals in Milwaukee’s inner city are changing their lives by working with Pastor Jerome Smith to find steady, well paying jobs.

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

To view, click here.

Treasurer Casey Malek Sikich 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 Scott Seroka Seroka Brand Development

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

WORKPLACE ACTIVE SHOOTER:

Special Lunch Workshop

Friday, November 4th

12:00 pm - 2:00 pm

WHAT WILL YOU DO? It’s a normal business day. You sit at your desk answering emails and returning a few phone calls before a 10:30 meeting. Then you hear something odd and think; “Who’s lighting off firecrackers?”

SUDDENLY...

Join the IBAW as we present FBI Special Agent Jay Darin who will present this Lunch & Learn workshop. This workshop covers “pre attack” indicators of active shooters, historical events, psychology of survival and the Avoid, Deny, Defend strategy. This is a very intimate workshop and as such is limited to 40 people and includes a light lunch. It is only open to IBAW members.

AFTER THE WORKSHOP...

Tour Wisconsin Firearms Training Center. WFTC is one of IBAW’s newest members and features shooting lanes for both pistol and rifles as well as a pro shop complete with the latest firearms.

If you wish to utilize the range and shoot, bring your firearm. There is an extra charge for range time ($20 for an hour NOT included in your registration.)

Hosted at IBAW member Wisconsin Firearms Training Center 12730 West Burleigh Road, Brookfield, WI 53005

Independent Business Association of Wisconsin

MONTHLY MEETING

Grand Avenue Mall & Milwaukee Downtown Transformation

Friday, November 18, 2016 | Time: 7:00 am - 9:00 am | Location: Wisconsin Club, 900 W.Wisconsin Ave. Meet the powerhouse team that is set to transform Milwaukee’s Grand Avenue Mall. It’s no secret Milwaukee near downtown is transforming with projects like The Coutour, Northwestern Mutual Building, the hot, trendy 3rd Ward and numerous other large scale projects that are on deck. How does the Grand Avenue Mall fit into all this? Join us to find out.

Chuck Biller | Aggero Group Chris Socha | Kubala Washatko Architects

Chris Socha is an experienced and talented project architect responsible for seeing a project through from conception to completion. His past projects include Harley Davidson York Tour Center, Milwaukee Public Market, Colectivo Coffee Corporate Headquarters and others.

Chuck Biller was Vice President at Williams Development Corporation from 1998 to 2013. Williams Development is engaged in the development, acquisition, and management of commercial real estate. Prior to 1998, Chuck was engaged in the practice of law. He earned a Bachelor of Arts in International Relations, as well as a J.D. from the University of Wisconsin – Madison. He also graduated with honors from the University of Denver with an MBA with an emphasis in real estate and finance.

LOCATION

THE WISCONSIN CLUB 900 W. WISCONSIN AVE. MILWAUKEE

7:00 AM

REGISTRATION & NETWORKING

7:30 AM

BREAKFAST & PROGRAM

9:00 AM

PROGRAM ENDS

To register, click here.

Sales Roundtable: How to Disagree / Agreeably Monday, November 14th 2016 | Time: 7:30 am - 9:00 am | Location: CT Access, 740 Pilgrim Parkway, Elm Grove

Click here to register.

Moderator: Steve Bobowski, Dale Carnegie

BUSINESS LEADERS...LEADING BUSINESS

BUSINESS PROGRAMMING • Timely Speakers on Business Issues • A Powerful Resource for You and Your Team

PEER TO PEER NETWORK • Connect With Your Business Peers • Intimate Setting = Meaningful Dialogue

VOICE TO GOVERNMENT • Member Driven Advocacy • Voice on Public Policy Issues

Learn the benefits of membership at IBAW.com

Allegiance. At Any Cost Steve Kohlmann, IBAW Executive Director There’s really no good way to put it - Milwaukee Journal’s editorial staff has lost its mind. They have doubled down on their support of Obamacare.

It’s true.

This past Sunday they penned an editorial titled Obamacare Rate Hikes Shouldn’t Be Fatal. The gist of the editorial is ACA rates are skyrocketing but we should all sit tight in hopes that eventually things will shake out and rates retract. They go on to say that Obamacare needs “tweaking”for it to work properly but offer no solutions.

The editorial makes it a point to mention what Sen. Ron Johnson (Republican) would like to fix in the ACA ( the sale of insurance plans across state lines, eliminate a rule that requires people to have insurance, turn over insurance regulations entirely states and bolster Health Savings Accounts.) but oddly enough doesn’t mention Russ Feingold’s fixes would be.

Feingold was the deciding vote on Obamacare and is a Democrat running against Johnson.

This subject is a particular burr in my hide for good reason; I’m on Obamacare.

Yes, I rely on the exchanges for my health insurance so I’m on the front line of the healthcare coverage war. The package I have covers both myself and my wife, Sue. Thanks to a high deductible of $6500 per person, we were just able to afford a Bronze plan at the cost $955.00 per month. It should be noted that premium is more than the monthly mortgage on our house in Brookfield.

And, the good news just got better. We received notice last week that our rates will be going up a whopping 30% to $1253.00 per month. So our rate is going up another $3600 per year. That’s $3600 we are not putting towards our mortgage, retirement, or any of numbers of things. You’ll recall Democrats promised the average household will save $2500 per year on their premiums. Now premiums are skyrocketing with no hope in sight.

I’m not alone in getting a higher premium notice. Millions all over the country are going to be experiencing the skyrocketing cost along with me. Arizona will see their premiums go up to 50%, Louisiana will go up by 50% as well. Minnesota state officials announced Obamacare premium increases of 50-67 percent are likely in 2017.

So where will this leave me and millions of Americans? Without health insurance.

Our household - like millions of middle-class households in America - operate under a budget. The hike in the premium is simply beyond what many can afford to pay and will eventually leave us without coverage. The Journal editorial preaches “some may need to switch plans to stay within their budget” but what they don’t mention is rates are going up across all plans.

I’m 53 and I’ve been working all of my adult life having health insurance the entire time. This will be the first time that I will be without health insurance coverage.

The Milwaukee Journal Sentinel has consistently shown it’s liberal stripes over the years. It’s blind devotion to a failed healthcare plan - and the Democratic party that implemented it - will cost middle class Americans millions and leave a huge segment of the population unable to afford coverage.

My rate increase letter.

JOSEPH PROJECT: A MILWAUKEE INITIATIVE The Joseph Project is a Career Placement Program endorsed by U.S. Senator for Wisconsin, Ron Johnson in partnership with a team of local advocates dedicated to promoting empowerment in the City of Milwaukee.

The Joseph Project provides resources, education and support to the Milwaukee Job Seeker. It is a voluntary program, designed to assist in locating and maintaining permanent employment. The programs advocates serve by working with various agencies and businesses to help the programs participants to obtain a successful career.

The initiative consists of 5 day classes which promote life skills such as: team work, time management, financial management, spiritual fitness, stress management, and conflict resolution to name a few. Program advocates will work with participants to develop interview skills as well as to assist in the writing of resumes

HOW YOU CAN HELP...

Much of Milwaukee’s inner city community is struggling to make ends meet. As the winter months approach, having warm winter gear, food supplies, and work clothes can provide tremendous comfort and offer safety from the harsh conditions.

As part of a Christian Leadership Project, Sydney Osborn, a Wisconsin Lutheran College Junior, is asking for donations to compile 100 Winter Care packages to be gifted to the Greater Praise Church of God in Christ located at 5422 Center St, Milwaukee.

Pastor Smith, who works closely with inner city residences and co-founded the Joseph Project, a grass roots initiative to help inner city Milwaukee residents find viable employment, said that basic clothing for children is especially needed.

Below are the items on his “most wanted” list:

CHILDREN • • • • • • •

Gloves Hats Scarfs Boys and Girls Socks All Sizes Girls White Tights All Sizes Boys & Girls Tee Shirts All Sizes Kohls or Burlington Coat Factory Gift Certificates for Kids Boots & Girls Skirts

Left to right: IBAW Executive Director, Steve Kohlmann, Student Sydney Osborn of Wisconsin Lutheran College, and IBAW member, Christine McMahon speak at an IBAW meeting to let members know how they can help The Joseph Project.

ADULT MALE • • • • • • • " "

Scarfs Buttoned Shirts Sizes: L, XL, XXL Colors: White or Black Pants Sizes: 34 - 44 Colors: Black, Beige, Blue Tee Shirts Sizes: XL – 3XL Color: White Dress Socks Colors: Gray Or Black Tube Socks $50 Gift Certificates for Hy-Test Store (so workers can buy Steal Toes Work Boots) 7330 60th Street, Good Hope Road - 414-353-2345

ADULT FEMALE • • • •

Gloves Hats Scarfs Gift Certificates for Burlington Coat Factory & Kohls

FOOD (PLEASE DELIVER BEFORE THURSDAY, NOVEMBER 17TH) • • • • •

Turkey Gift Certificates or Frozen Turkeys Cranberry Sauce Mac & Cheese Stuffing Mix Pies

Clothing donations will be accepted until November 28th and can be picked up at your place of employment.

READY TO GET THE CONVERSATION GOING? Contact Sydney Osborn at: Phone: 608-617-1522 Email: sydney.osborn@mail.wlc.edu.

If you prefer to drop off or mail the items, the address is: Wisconsin Lutheran College C/O Sydney Osborn, 8800 West Bluemound Road, #392, Milwaukee, WI 53226.

Your kindness and support is greatly appreciated,

Sydney Osborn P.S. You can download the PDF listing of needed items by clicking here.

The PDF also has Sydney's contact information and can be used for tax purposes.

STEM Education: Beyond the Buzzword Collin Roth, Research Fellow, Wisconsin Institute for Law & Liberty

R

ecently, business leaders have been warning that a “skills gap” is preventing Wisconsin’s economy from

View this new report, as well as WILL’s other work, at www.WILL-LAW.org

reaching its potential. And they say it is only getting worse. A new report from the Wisconsin Institute for

Law & Liberty (WILL), STEM Education: Beyond the Buzzword, explores the ways that Wisconsin’s K-12 public schools are working with businesses to develop STEM education to equip today’s students to be tomorrow’s workers, inventors, and

The link to the report is here.

leaders.

The report, authored by WILL’s Collin Roth, is based upon extensive interviews at Three Lakes School District in Oneida County and, thanks to IBAW, the LakeView Technology Academy in Kenosha County, where forward-thinking school leaders have successfully implemented a STEM curriculum.

LINKS FOR SUPPLEMENTAL VIDEOS: Their stories show the success of their students, the importance

Three Lakes School District | LakeView Technology Academy

of attracting high quality teachers, and the pivotal role that local businesses can play in curriculum, resources, and mentorship for students. Wisconsin is on the right track, and the collaborative investment in STEM education from school leaders, the business community, and the state has the potential to pay off big for the Badger State.

Collin Roth Collin Roth has been involved with the conservative movement for more than five years in Wisconsin, writing and commenting extensively on policy, politics, and elections. Most recently, he was Managing Editor of RightWisconsin.com, a digital home for conservative commentary founded and edited by Charlie Sykes.

Roth’s stories and commentary have been featured in The Wall Street Journal, The Daily Beast, Politico, National Journal, MSNBC, 620 WTMJ, The Milwaukee Journal Sentinel, and more. Collin is a native of Ada, Michigan and attended Hillsdale College. He currently lives in Milwaukee.

Why Direct Mail Should Be Part of Your Marketing Plan Jerry Wick, CEO, Custom Data Too Mail

Don’t thumb your nose at direct mail. It may not be glamorous or high tech but it’s proven to be the most effective and cost efficient way to find new business. Here’s why.

1. Direct mail lasts longer. People are more likely to retain a letter or postcard vs. clicking through a web ad and forgetting 5 minutes later what they saw.

2. Most people inherently trust what’s delivered to their mailbox or desk. Many people are cautious or suspicious of banner ads that suddenly start to appear right after you checked out that product earlier in the day.

3. You can educate through a direct mail newsletter. It builds customer loyalty. Advertising a sale price is one way to communicate but an informed buyer is usually loyal well beyond a discounted price.

4. Results are easily measured. You don’t need to rely on analytics to see if a campaign is working. Simply add up the inquiries, sales or phone calls to determine the effectiveness of the direct mail piece. It’s easy to test various offers too.

5. You can focus on a targeted group of people which keeps your mail costs down and your interest up. The available lists and opportunities to suppress unwanted businesses is amazing and a little frightening all at the same time.

6. Direct mail has been used for a long time because it works.

New forms of marketing are getting a lot of attention, but direct mail continues to be an effective tool for many businesses. If you’re neglecting this cost-effective strategy I suggest you ask yourself, why.

Jerry and Debbie Wick own Custom Data Too Mail in Menomonee Falls. They help small to medium sized businesses market themselves through data selection, print and mail.

They focus on statements, reminder notices, solicitation letters and postcards to name a few. Jerry.wick@customdatatoomail.com

More Tax Relief for Wisconsin On The Way? Governor Scott Walker pledged back in 2011 that he would cut taxes every year he was in office and luckily for taxpayers, Walker has kept his word. That pledge, supported by the Republican-led legislature, has resulted in over $4.7 billion dollars in various tax cuts for Wisconsinites and business owners. (Link to story.)

As the 2017-2019 budget deliberations approach, the question is not, if Gov. Walker will continue to cut taxes but, instead, which tax will he target for relief this time?

Even though Gov. Walker is not up for election this fall, he has already proposed a specific tax cut for his next budget.

Back in September, Gov. Walker proposed lifting the state's 5 percent sales tax on certain back-to-school items. This "sales tax holiday" would exempt common school supplies from the state sales for two days starting in August of 2017.

In addition to common school supplies, the tax holiday includes computers and computer accessories priced less than $750 and clothing less than $75. The Department of Revenue (DOR) estimates the sales tax holiday would save Wisconsinites $11 million per year.

It appears there is widespread agreement on the sales tax holiday at the Capitol. Assembly and Senate Republicans introduced a similar proposal last session and Assembly Republicans promoted the idea again when they rolled out their "Forward" agenda for the fall campaigns (Link to Story). Governor Walker will finalize his recommendations through the end of this year and then introduce his formal 2017-2019 budget next February. The Joint Committee on Finance will review the proposal next spring with final adoption by legislature coming sometime in June.

Assembly Speaker Robin Vos (R-Burlington) said that Assembly Republicans "welcome any proposal from the Governor that lowers taxes."

Another tax cut proposal making the rounds at the Capitol is an attempt to eliminate the personal property tax. The Wisconsin Grocers Association is the founding member of the Coalition to

Repeal Wisconsin's Personal Property Tax, a group of 31 trade associations and businesses. The personal property tax is a tax imposed on “tangible� personal property, such as equipment and furniture, owned by a business.

The tax raises over $250 million dollars a year from Wisconsin businesses all across the state. According to the coalition, there have been over 50 special exemptions from the tax granted down through the years and this lack of fairness is one of the main reasons why the coalition believes that the entire personal property tax should be repealed.

Wisconsin's neighbors Minnesota, Illinois, and Iowa have eliminated the personal property tax, and Michigan is in the process of eliminating it.

Opposition to the proposal is likely to come from local units of government who use the personal property tax as a significant source of tax revenue to fund their operations.

Even though it is only October, we have seen several tax relief proposals floated for the 2017-2019 state budget and, even more importantly, a lot of conversation about the tax structure in Wisconsin overall. Clearly, continued tax relief is a priority of Governor Walker and many in the state legislature. As a small business owner, make sure you stay engaged on this important issue. Continued tax relief of any form will only occur if you make your voice heard and let policy makers know what changes are needed to keep Wisconsin competitive in the global economy.

Together, we can continue to move Wisconsin forward.

Brett Healy President The John K. MacIver Institute for Public Policy The MacIver Institute is a non-partisan think tank that believes in free markets and capitalism.

Please visit MacIverInstitute.com for more information.

Don t forget to patronize and support small business this year!

MESSAGE FROM THE BOARD

IBAW...

An Enduring Mission and Legacy It was 1970, a year that may be remembered for any number of the following events…the national syndication of the Doonesbury comic strip; the change of the federal election voting age to 18; the completion of the World Trade Center; the invasion of Cambodia under President Nixon; the tragedy of Kent State; the creation of the EPA; or the release of the last Beatles album, “Let It Be” & the Beetle’s subsequent breakup.

Few may remember the Statewide Conference on Independent Business held on October 14, 1970 that led to the creation of the Independent Business Association of Wisconsin in December of the same year.

In a document memorializing this gathering, founders outlined the following objectives of the IBAW:

Lisa Mauer Board Stats Name: Lisa Mauer, CEO Company: Rickert Industries Member Since: 1982 Joined Board: 1986

To INFORM on legislation & taxation on a local, state & national level

To EXCHANGE ideas, discuss common problems & their solutions To PROVIDE for effective expression of our members’ viewpoints While the IBAW membership & leadership has changed & evolved, over the course of more than four decades there is much that is still familiar. Forward to 2016…

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

1970

To EDUCATE for management development & personal business growth

The Independent Business Association of Wisconsin continues to provide robust forums for the exchange of ideas, networking, the sharing of best practices as well as provides opportunity to engage in public policy advocacy & the debate of ideas.

If you haven’t joined us recently for our monthly breakfast club meeting, please do!

If you haven’t joined us for a Sales Roundtable or special interest event, you’re invited!

If you haven’t had the opportunity to review the IBAW Top 5 Issue Briefs, they are well worth the read!

IBAW continues to stand for and with small and independent business, providing the value of engagement for our members. In an environment that moves at an increasingly accelerated pace, it is a mission that has stood the test of time.

Lisa A. Mauer Past President Board Member

My Boss Didn’t Talk To Me This Week...So I Quit Jeff Kortes, Human Resource Management

As an employee retention speaker and employee retention expert, I hear all sorts of bizarre comments that employees make. Some people probably like it if their boss doesn’t talk to them for a week…but not most employees. People crave that interaction that comes from you saying “Good morning,” “how’s it going,” and “hope you have a great weekend.” This is particularly the case with millennial employees. They are used to getting attention. They are used to being coached. They are used to being asked how they are doing.

Back in the day, we used to call these people high maintenance. While, guess what, the new generation is higher maintenance. I talk about giving people C.R.A.P. all the time and the “C” stands for caring. Employees need to know you care and this is particularly the case with millennials. Asking “how’s it going?” takes only a second and shows you care enough to ask. Besides, you might actually hear something that is a tip off that the person has some concerns you need to address so they don’t think about quitting.

As a boss, you want to hear about concerns before they become real issues. Most people will not bring things up out of the blue but if prompted by “how’s it going?” they might tell you what is on their mind. This enables you to deal with issues before you have a resignation letter on your desk or get a text one morning that the person is quitting and you are shocked that it is happening.

The reality of the changing workplace is that millennials need more interpersonal contact than other generations. That is the reality of employee retention today. Stop fighting it, learn to lead this new generation and ask “how’s it going?”

XXXXX

New Member Spotlight: Milwaukee Truck Service Mary Stark, IBAW Membership Committee, Waddell & Reed

ON THE ROAD AGAIN… Those four words are the best news that Tom Helmers of Milwaukee Truck Service delivers to his customers. Priority number one for Tom and his eight full time employees is to get your truck or car out of the shop and on the road again, where it is making money for YOUR business and servicing YOUR clients. And they have the experience to deliver on this commitment…

Tom ventured into the entrepreneurial world and opened Milwaukee Truck Service in New Berlin this fall. His October Grand Opening Celebration had over 200 guests in attendance and the event raised $500 in donations for the Wounded Warrior Project. Although this is his first venture into ownership, he is certainly not a novice in the truck servicing world. Tom was the General Manager of Richfield Truck Service for 19 years. After the West Allis business known as August Schmidt closed in 2014, Mitsubishi, who is the largest truck manufacturer worldwide, asked the owners of Richfield Service to pick up the large truck sales that August Schmidt did for many years. When the owners of Richfield Service declined the opportunity, Tom surprised himself by quickly accepting the challenge and making a move that he had not previously anticipated. And he is delighted that he took the plunge!

Tom has top talent to help him grow the operation. The service portion of the business is already humming along as he and his team await delivery of the large and small Mitsubishi trucks that will soon be in the showroom for sale.

Left to right: Brittiny Helmers, Frank Kohlmann, Tom Helmers.

Several of the employees worked with Tom at Richfield Service, and his Service Manager, Frank Kohlmann, (yes, that would be Steve’s brother!) brings 23 valuable years of experience with him from Hartland Service.

Amidst the typical truck mechanics you would expect to see in this shop, there is an unexpected gem in the operation: Tom’s 24 year old daughter, Brittiny. She adeptly wears many hats and her typical day could include time spent in sales, service, and parts. And don’t for a minute think that Brittiny is only there because her dad owns the business. This tiny blond with a friendly smile has a resume of experience rising out of years of hands on mechanical work on her own personal race car!

Brittiny worked with her dad at Richfield Service as a teenager; she caught the racing bug when she saw a photo of Tom racing in a demolition derby and wanted to try it herself. She funded her own race car and learned how to work on it with hands on experience and without any formal training classes. Her passion for racing that began in her teen years translates into valuable technical knowledge for the benefit of the Milwaukee Truck Service customers today.

Tom is pleased that he has had the opportunity to get involved with the IBAW as he began his new business venture. He values the information he receives and the opportunity to meet other business leaders. He feels that it is important to discuss business challenges with others who are likely to be experiencing and solving similar challenges and concerns.

Tom humbly describes himself as a person for whom a handshake is a solid commitment and a person’s word should be as good as gold. As the son of a World War II veteran, Tom questions why the government makes it harder to start a business, when they should be there to make it easier. He appreciates the tremendous support and assistance that he received instead from his own center of influence, including banking and legal experts. He is grateful he took a plunge into the deep end of a new business venture, and even more grateful for the great people who took a leap of faith with him. Call him if you need to get back on the road again… you won’t be disappointed!

: S E L A S

2nd Monday of the Month SALES ROUNDTABLE 7:30 am - 9:00 am Free & open to IBAW members only Register at IBAW.com

Sales can be a tough road of ups, downs, potholes and a few bumps.

But it can also be fast paced, exhilarating and rewarding.

If you’re in sales, you know there are things only other sales people understand; the thrill of scoring the big account, the uncertainty of “let me think about that.”, the frustration of phone calls or emails that don’t get returned. IBAW’s Sales Roundtable is a support and knowledge resource for sales professionals, business owners, marketing and branding experts who are charged with driving sales.

Join us to discuss the strategy, tactics, inspiration, and motivation to increase sales. It’s a FREE benefit of your membership!

Who should attend: • Sales professionals of any level.

• Business owners • Sales Managers • Marketing & P.R. Professionals

“For many years I ran sales meetings for as few as 3 and as many as 22 sales rep’s now I can go as a participant once a month to IBAW’s Sales Roundtable.

BONUS! Join the IBAW Sales Roundtable and get a compact disc with the BEST in Sales Survival Music. Play it to pump you up before that big meeting or to console you if you hit a sales slump. Guaranteed to make life better.

It’s a focused meeting and everyone wants the same thing – to be more effective at selling.”

- Jerry Wick, CEO, Custom Data Too Mail

Online Advertisers Beware: No Means NO! Scott Seroka, Seroka Brand Development

Online Advertisers Beware: No Means No! Sometimes advertisers need to be reminded about how empowered consumers really are.

When telemarketers crossed the line with too many intrusive calls during dinner time, consumers fought back through the National Do Not Call Registry. When DVRs entered the market, consumers were able to blow through commercials in a matter of seconds, and Pandora enables its listeners to enjoy ad free radio for a modest fee. And, of course, people who receive repetitive, unwanted, irrelevant, and unsolicited emails can easily block the senders, or mark such irritating emails as spam.

What we are faced with today are ad-blockers used by consumers who are fed up with online ads that: • Are intrusive • Distract from their online experience • Block them from reading desired content • Are irrelevant • Talk down to them • Are poorly created or developed • Offer/provide little or no value In the olden days (you know, before 2002), the secret to a successful direct marketing campaign was based on three elements: 1) the quality of the mailing list (the recipients), 2) the creative approach, and 3) the offer. If an advertiser didn’t have their act together in any of these areas, a much greater portion of their direct mail pieces would suffer a nonstop flight from consumers’ mailboxes to the trash. (Question: Can you guess how many billions of dollars advertisers have wasted by employing “spray and pray” direct marketing practices?)

Today, these same three rules also determine the success or failure of online advertising. And unfortunately, some advertisers are either lazy or failing, causing people to fire up ad-blockers, blocking even high-quality ads from all advertisers.

The good news is, consumers don’t hate online advertising. What they do hate are ads that intrude, interrupt, annoy and insult their intelligence. And, some are also worried about where their data is going and what will be done with it. Based on how people interact on social media, it’s rather obvious that a fair share don’t mind giving up a little personal information or privacy in exchange for an enhanced online experience. But everyone has their limits.

Relevant Data According to HubSpot, 73 percent of people dislike online pop ups, 70 percent dislike ads on their mobile devices, and 57 percent dislike the fact that they are forced to watch ads before they can watch a desired video. Granted, many can be skipped after five seconds, but some of the most popular videos won’t load until the viewer sits through a full thirty-second spot for a product that is unlikely to interest them. 57 percent are okay with banner ads, and 82 percent are okay with magazine and print ads. 64 percent are okay with TV ads, but that is primarily because we can fast-forward through them.

It’s time for advertisers to think more strategically about what they are serving consumers, both online and off. If we wish to reverse the trend of ad-blocking, we’ll need to give frustrated consumers a reason why. It must start with placing a prioritylevel focus on improving the entire user experience through offering better creative and higher-quality content that is not intrusive, annoying or obnoxious.

As an advertiser, you want people to actually click on your ads to start the sales process – not be yet another reason for them to install an ad-blocker.

Award ranks ITU AbsorbTech as #6 in the world for employee training excellence

IBAW member ITU AbsorbTech received the ATD BEST® Award for enterprise-wide success as a result of employee talent development as a strategic business tool.

ITU AbsorbTech was honored with their second BEST Award on October 5, 2016 in Washington, DC, and ranking 6th among the 35 international award winners.

Jim Leef, ITU AbsorbTech President and CEO said of the award, “We established AbsorbU in 2009 in order to improve some specific business opportunities. Almost immediately, the value was apparent and the mission was expanded.

Today, we have a vibrant learning environment, capable of sustaining our leading edge position in the marketplace. To be recognized by the Association for Talent Development (ATD) as among the best in the world is a tremendous honor for our entire organization.”

Kurt Meyer, Director of Human Resources for the New Berlin, WI-based company added. “We are honored to stand among the largest and best organizations in the world with our commitment to talent development as a means to support long-term growth initiatives. We are proud that our employees actively pursue growth opportunities; a fact that also helps us attract the talent we require to support our extraordinary growth plans.”

Owner and President Jim Leef accepts the BEST award on behalf of ITU AbsorbTech.

The Latest GDP Data: Is the Economy Really “Roaring” Raymond J. Keating, SBC Council, Washington D.C.

The U.S. Bureau of Economic Analysis released its first estimate of third quarter GDP on October 28. It’s effectively the last look at the state of the overall economy before the November 8 presidential election.

You know you’re stuck in a bad economy, when third quarter real growth of 2.9 percent is the fastest experienced over the past two years. A headline in The Wall Street Journal went so far as to declare that “U.S. Economy Roars Back…” Roars? Really? Perhaps some perspective is in order.

Poor Growth Make no mistake, 2.9 percent growth means that the U.S. economy is still badly under-performing. As explained is SBE Council’s Gap Analysis #1: The GDP Shortfall, “Real GDP growth has averaged 2.1 percent during this recovery/expansion…, which is far short of the 1956-2016 average of 3.1 percent, and less than half of the 4.3 percent real rate prevailing during periods of recovery and expansion.”

So, during an expansion/recovery period, the U.S. economy should be growing at better than 4 percent, but we saw growth of only 2.9 percent in the third quarter. And over the past two years, growth has averaged a woeful 1.9 percent. That’s simply pathetic.

As for the third quarter data, there were two big points worth highlighting.

Private Investment Troubles Continue First, troubles on the private investment front continued. Real gross private domestic investment grew by a mediocre 3.1 percent, which was the first quarter of growth since the third quarter of last year. Unfortunately, though, much of this growth in investment was about inventories. Real fixed investment actually declined by 0.6 percent, with nonresidential (or business) investment inching up by 1.2 percent and residential investment falling by 6.2 percent. That was the second consecutive quarter of big declines in residential investment, showing that housing continues its long struggles.

Welcome Rebound in Exports Second, the big plus in the data came on the exports front. After a year-and-a-half of poor export performance – with exports declining in four of the previous six quarters – real exports in the third quarter jumped by 10 percent. That was the strongest growth since the fourth quarter of 2013. Given the formidable shortfall of where the U.S. economy should be in terms of exports, as well as lost small business exporters, as explained in SHE Council’s new report “Gap Analysis #7: Lost Exports, Lost Small Businesses,” let’s hope this is the start of a long-run turnaround in exports.

Outlook Since 2007, the U.S. economy has suffered through its longest under-performing economy since, arguably, the Great Depression.

Real growth from the start of the last recession has averaged a mere 1.3 percent. Unfortunately, slow growth, or worse, will persist until we see a dramatic change in federal public policies, including tax relief and reform, regulatory relief and reform, leadership on advancing free trade, and reining in federal spending and debt.

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

Small Business Vote Ratings of the 114th Congress During the election season, every politician loves small business. But how does that rhetoric stack up with reality? SBE Council recently released its “Congressional Scorecard for the 114th Congress: How Members of Congress Voted on Key Small Business Issues.”

Karen Kerrigan, President and CEO of SBE Council, explained, “Small businesses serve as the engines of innovation, economic growth and job creation. Our entrepreneurial sector is significantly affected by a wide array of issues voted on by Congress. Our ‘Congressional Scorecard for the 114th Congress’ lets people know which Members of Congress support small businesses on the issues that enable their growth and success.”

For the 114th Congress, SBE Council has scored Members of the U.S. Senate on 12 votes, and Members of the U.S. House of Representatives on 22 votes. The report shows how Members of Congress voted on KEY VOTES, which Members voted 100 percent for small business, and how each state’s congressional delegation matches up among the 50 states. Members scoring 80 percent or higher distinguish themselves as a Friend of Small Business & Entrepreneurs, and 90 percent or higher as a Champion of Small Business & Entrepreneurs.

Selected votes relate to a variety of issues important to small businesses and entrepreneurs including tax relief and reform, affordable health coverage, intellectual property (IP) protection, access to capital, regulatory relief and other issues that impact the health and competitiveness of small businesses and entrepreneurship in America.

Access SBE Council’s vote ratings here.

The Issues Impacting Wisconsin Business One of the hallmarks of the IBAW is to keep business owners informed on important topics coming out of Madison in Washington D.C..

The IBAW has released topics we feel are important to you and give you the challenges and opportunities for each.

Many of these issues can be complex. It’s IBAW’s job to distill down issues and present them in a manner that’s easy to understand and quick to read.

Read these White Paper Issues at our website: IBAW.com.

• REGULATIONS • TAXES • WORKFORCE • ENERGY • HEALTH CARE

SALES ROUNDTABLE

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.

The IBAW Legislative Team

Mike Kuhn Jeff Hoffman

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

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.

Help yourself, your business AND your Team Members.

Come on in...we’re open for business!

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2016 Membership Committee

Craig Coursin Stier Construction

Scott Seroka Seroka Branding

Charles Fry Robert W. Baird

Mary Stark Waddell & Reed

Dan Hansen Waukesha State 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.

Articles submitted by our members & sponsors.

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.

Spotlight on new members

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MSI General Contractors BMO Harris Powertest Red Elephant Chocolate Wisconsin Lutheran College Reinhart, Boerner, Van Deuren, S.C. Hypneumat Mfg Sta Electric River Run Computers Lemberg Electric Sponsor support helps IBAW continue to bring insightful programming to small business owners.

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THERE’S ROOM AT THE TABLE

As an advocate for small business, the IBAW offers intimate meetings on relevant topics such as Leadership, HR, Sales, and Political Issues.

Business Leaders...Leading Business

Join us. “...the sales round table was very informative, Judson will be renewing our membership in the IBAW. Thank you and I look forward to more roundtables!”

Dominic Misasi, Judson and Associates s.c.

“ I almost always come away from an IBAW meeting with useable material that helps me with my business. Many times, a speaker will give me something that applies to ITU AbsorbTech. Other times, it is a conversation over breakfast that gives me value.”

Jim Leef, President & CEO, ITU AbsorbTech

“Being involved with a business organization like the IBAW is critical for small business owners in Wisconsin for growth and to have a voice with government.”

Rich Meeusen, CEO, Badger Meter.

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Paying By Check? Please make check payable to IBAW. Want to pay credit card? If you would like to pay by Visa, MasterCard or American Express, you can pay online at IBAW.com or by calling the IBAW office at 262-844-0333.