Sept 2016 IBAW magazine

SEPTEMBER 2016 September 12

September 16th

Sales Roundtable

How to Shorten Your Sales Cycle

Inside This Issue:

BERNTHAL: WHAT DOES A SOLID MARKETING STRATEGY LOOK LIKE?

MISTELE: UPDATE FROM THE OFFICE OF BUSINESS DEVELOPMENT

STROBEL: WISCONSIN DRIVERS ARE TAXPAYERS

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 Small Business and Red Tape _________________________________________________________

SBE Council president & CEO Karen Kerrigan joined Barry Moltz on his Business Insanity Radio show to discuss the growing burden of federal regulation on small business, and its impact on the U.S. economy and entrepreneurship.

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 listen, click here.

Treasurer Casey Malek Sikich Directors Ann Barry Hanneman Simandl Law Group S.C John Weber Hypneumat Je Homan 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.

JOIN US FOR THIS FREE WORKSHOP! Key takeaways: • Ten rules of effective product detail pages • SEO & social media strategies for manufacturers • Creating effective content • Dealer/rep locator design • ERP integration • Managing graphics & data from multiple sources • Mobile websites & more

Thursday, October 13 8:30 a.m. - 11:00 a.m.

our Invite y s! ue colleag

Where?

Northwoods

Admission: FREE Register: LearnAtNorthwoods.com/manufacturing

1572 E Capitol Drive Shorewood, WI 53211

Presented by:

Pat Bieser President & Founder

REGISTER & INFO

LearnAtNorthwoods.com/manufacturing rick@northwoodsoft.com | 414-914-9102 | northwoodsoft.com

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

Wisconsin MANUFACTURING Summit 7:00 AM - 9:30 AM Wisconsin Club Ballroom, 900 W. Wisconsin Ave. Milwaukee

September

16

Edward Bogle, Senior Investigator, U.S. Dept. of Labor

“What to Expect From a DOL Audit” Key Presenter: Tim Sullivan, CEO, The REV Group

“The Optimism of Wisconsin Manufacturing”

LOCATION

THE WISCONSIN CLUB 900 W. WISCONSIN AVE. MILWAUKEE

7:00 AM

REGISTRATION & NETWORKING

7:30 AM

BREAKFAST & PROGRAM

9:30 AM

PROGRAM ENDS

Gold Sponsors:

Silver Sponsor:

POWERED BY:

To register, click here.

Sales Roundtable: What Makes Sales People Tick Monday, October 10th 2016 | Time: 7:30 am - 9:00 am | Location: CT Access, 740 Pilgrim Parkway, Elm Grove

Wisconsin Supreme Court Justice Dan Kelly Friday, October 21, 2016 | Time: 7:00 am - 9:00 am | Location: Wisconsin Club, 900 W.Wisconsin Ave. Meet newly seated Wisconsin Supreme Court Justice Dan Kelly at our October 21st meeting. Justice Kelly was recently appointed by Governor Walker to fill the retirement vacancy left by Justice David Prosser.

Register Here.

Friday, October 21, 2016

Justice Dan Kelly Wisconsin Supreme Court

Wisconsin’ Manufacturing Muscle Steve Kohlmann, IBAW Executive Director

Next month is manufacturing month in Wisconsin, but we’re celebrating that a little early by offering a really great event on September 16th; The 2016 Wisconsin Manufacturing Summit.

This is the third year we’ll be hosting this event and it keeps getting bigger and better. This year’s event will feature Edward Bogle who is the Senior Investigator for the U.S. Department of Labor and the topic will be “What to Expect from a DOL Audit”. Given today’s regulatory climate, this is a topic you, and your HR team don’t want to miss. Our keynote speaker will be Tim Sullivan, CEO of the REV Group. You may recall Mr. Sullivan as the former CEO of Bucyrus. Mr. Sullivan’s topic is “The Optimism of Wisconsin Manufacturing.” And Tim Sullivan knows a thing or two about this topic since the REV Group is headquartered out of Florida but he is moving the headquarters to Milwaukee. It’s sure to be an interesting morning of discussion and networking.

It’s no secret that Wisconsin manufacturing took it on the chin during the Great Recession but it is coming back in full force despite a slow and anemic economic recovery. But it is coming back. In my role as director for the IBAW, I get to visit and talk to a lot of business owners, and in particular, the manufacturing sector. While Wisconsin is known for beer and cheese, the badger state is also a hotbed of manufacturing for our nation. Unless you went door to door to visit those places you would probably never fully grasp what’s made in Wisconsin.

For example, I took a tour of a small manufacturing firm in our area that makes a vital component in the military aerospace industry. Because it does involves the military sector, I can’t be too specific about what they actually make. Let’s just say they make something that directs a certain type of package (dropped from 5000 feet) to go through a window or door thereby making a terrorist’s day not so nice. Yet another manufacture helps deliver items into space for both communications and exploration. Because of what they make, we’re driving around on Mars. And still another local manufacture produces vital parts for America’s nuclear submarine fleet.

Of course, all manufacturing does not have to be clandestine or secretive. Our own IBAW member, WASCO Windows, makes great windows for Wisconsin’s winter (I know because I have them in my house.) I don’t have to tell you how competitive the window market is. You see a dozen commercials on TV from window manufacturers all the time. However, because of their great reputation and their quality windows, they took a innovative idea and have found a new market selling energy-efficient windows nationally.

The Wisconsin Manufacturing Summit is definitely an event you will not want to miss. It’s a celebration of Wisconsin’s manufacturing muscle, innovation and optimism that drives Wisconsin’s economic engine. It’s also a great networking opportunity for you to meet with some of Wisconsin’s top companies and get to know who they are and what they do.

I do want to thank our sponsors, Annex Wealth Management, Vrakas CPAs + Advisors, Bank Mutual, and the Tool and Die Manufacturers of Wisconsin (TDMAW). All of these organizations have been nothing short of remarkable to work with for their support of our event. Annex Wealth Management has stepped up to the plate and even produced a short video for us.

You can view it here.

Registration is now open and we are on track for record attendance this year so it’s not too early to register. You can even reserve a full table for your entire team or invite your business friends. I hope you will!

See you on September 16th!

MESSAGE FROM THE BOARD

Jim Leef Manufacturing & IBAW September is Manufacturing Summit month at IBAW and this is the third time we’ve hosted the Wisconsin Manufacturing Summit. Traditionally October is Manufacturing Month but at IBAW we like being a bit ahead of trends, not behind them. In hockey, that is playing where the puck is going to be, not where it is now.

Wisconsin’s economic engine is small business and IBAW is structured to be proponents of small businesses, especially those that “make things”. My company, ITU AbsorbTech, is considered a ’service’ company, and our economy needs those, too. But the American economy thrives when raw materials, labor, technology and ingenuity are combined to “make things”.

Pretty obviously, this includes what are traditionally known as manufacturers.

Companies that make stuff from metal, plastic or other raw materials. At IBAW, we broaden that out to include many other things. Making meals, structures, or keeping people healthy, happy and wise all count and are also vital to Wisconsin.

Each September we strive to bring people together at our Manufacturing Summit that are important to companies that “make things” in our broad definition. We’re proud of the array of people we assemble at these events. All of you are important players in Wisconsin’s economy.

The Manufacturing Summit is just one event of many the IBAW puts on. I would encourage you to come to an IBAW meeting and experience our fine programming and executive networking for yourself. IBAW holds meetings every month and always features an insightful topic and speaker. I commonly come away from IBAW events, including the Manufacturing Summit, with new information or new connections to people that can help my business become more efficient.

Come to a meeting and join us! You’ll be more informed, more inspired, and it will make your business stronger.

Board Stats Name: Jim Leef, President & CEO Company: ITU AbsorbTech Website: ITUAbsorbTech.com Member Since: 2011 Joined Board: 2013

Information from the Office of Business Development Nancy Mistele, Office of Business Development, Madison The Governor’s Small Business Summit will be held September 19, 2016 in Appleton. REGISTER SOON as this great event does sell out! Follow the link to register or view the ad below.

Made In Wisconsin: Did you know that The Wisconsin Economic Development Corporation (WEDC) created a logo for companies to use to proclaim their products’ Wisconsin origin? The logo complements the Wisconsin Department of Trade, Agriculture and Consumer Protection’s Something Special From Wisconsin™ Program. The Made In Wisconsin® logo can be adapted to reflect your production processes. There is no cost to use the certification mark; upon application approval you may download high resolution images.

The Wisconsin State Broadband Director posted links to a survey that allows residents and businesses the opportunity to voice their need for improved internet access or service. The goal of the survey is to help state planners and policy makers better understand the need for improved internet access in our state. Please call or go online to complete this brief survey, which will be open until November 23, 2016. If you are unable to access the website call toll free: (877) 360-2973 Click here to take the Residential Survey Click here to take the Business Survey Small Business Environmental Assistance Program is a DNR non-regulatory program providing small businesses with information and connections, helping them do the right thing for the environment and their business. This office provides assistance with business start-up, permitting, compliance, understanding of state & federal environmental regulations, and sustainable practices. Follow the link and/or contact the DNR Small Business Office at (855) 889-3021 OR DNRsmallbusiness@wi.gov.

FABLABS - Equipping students for Advanced Manufacturing Jobs in Wisconsin. WEDC will provide grants of up to $25,000 to eligible Wisconsin public school districts for the creation and/or expansion of fabrication laboratories within the school district. Funds may be used to purchase equipment used for instructional and educational purposes by elementary, middle, junior or high school students. Follow the link to learn more!

Marketplace 2016: November 16 & 17 at Potawatomi Hotel & Event Center. Follow the link for more information or to nominate yourself or another business in the awards competition for minority, women and service-disabled veteran owned business.

Please join Governor Scott Walker, Lt. Governor Rebecca Kleefisch, and leaders in state government for the 6th annual Small Business Summit 2016. Don’t miss this opportunity to meet Wisconsin’s leadership team involved in job creation. This summit will bring cabinet secretaries and state agencies together with small business owners, entrepreneurs, and innovators to exchange ideas and information. A box lunch with Governor Walker and Lt. Governor Kleefisch will include an update on Wisconsin’s business climate and economy.

SEPTEMBER 19, 2016 8:00AM–4:00PM

Radisson Paper Valley Hotel 333 W. College Avenue Appleton, WI

Registration is $50 per person and is non-refundable. Register online with Mastercard, Visa or Discover only. No cash or checks accepted. For event information, an agenda or to register, please go to www.wheda.com/SmallBizSummit/.

HURRY! Deadline for registration is September 8, 2016.

Book a Presentation with The Office of Business Development: We are scheduling presentations with Chambers, EDC’s, as well as trade and civic organizations and guarantee we have a message your business community will want to hear! Very simply put, as a customer service center for business, with access to all state agencies, we help trouble shoot issues and resolve problems, get answers and/or get government out of the way. We seek business input on red tape, rules & regulations to help guide future regulatory reform. Contact us to learn more or to schedule a presentation today!

Office of Business Development Nancy Mistele: 608-267-7873 Joe Knilans: 609-267-7394

Wisconsin Drivers Are Taxpayers State Senator Duey Stroebel (R-Saukville), 20th Senate District

When I first joined the Legislature, we were in the midst of passing Act 10. This bold conservative reform resulted in the elimination of a multibillion-dollar budget deficit. It has allowed Wisconsin taxpayers to save over $5 billion and right our fiscal ship.

Now, five years later, some who heralded Act 10’s successes have joined Democrats to support you paying more at the gas pump. The Democrat-controlled, tax-hiking Legislature of 2009, which left a multibillion-dollar deficit and a depleted transportation fund was replaced by voters in 2010 by Republicans who brought fiscal restraint and reformed government to expand prosperity. Unfortunately, sometimes our memories are short and people are tempted to head down the tax increase path just a few years removed from these dire straits.

Taxing advocates point to the perceived deficit in transportation funding. This projected deficit assumes, in part, continued large future spending on highway expansions. They dismiss the idea that some expansion projects could be delayed even though traffic counts have remained largely flat statewide. In one instance, the Wisconsin DOT left off three years where traffic was flat to justify a project. Population trends indicate traffic counts will not radically increase anytime soon. Virtually all projected population growth between now and 2040 will be among those under 18 and over 65. Why would we spend taxpayer dollars to expand roads that do not, and likely will not, have increased traffic?

Gov. Scott Walker is leading the effort to prevent your taxes from increasing tens of millions of dollars. I strongly support the governor’s realigned priority of highway safety and maintenance over further expansions. Additionally, conservatives in the Legislature will continue to promote the implementation of efficiencies to solve any DOT budget challenges the same way we have the past few years — bold, courageous reforms. The road builder special interests and their political beneficiaries will continue to advocate for the status quo — wasteful and antiquated practices that line their pockets but do not serve the best interest of the taxpayers. Every penny must be pinched in our transportation budget — and there is plenty to pinch.

What’s more, Wisconsin’s highway expenditures are in the top 15 nationwide. Wisconsin spends over $3.8 billion annually on highway expenditures.

According to a recent study, only a quarter of the states spend more per state-controlled mile of road than Wisconsin.

Wisconsin’s road disbursements of $226,000 per state-controlled mile of road are more than Minnesota, Iowa and Michigan.

Wisconsin spends more per capita on roads than Illinois and Michigan. Wisconsin is spending adequately on roads; however, our priorities continue to be on expansion rather than maintenance. We need better results from the spending we do already. For example, a redesign of the Zoo Interchange saved a half-billion dollars.

With Wisconsin’s overall tax burden still in the top 10, this is no time to be campaigning for higher taxes. Even though Wisconsin’s gas tax is among the highest in the nation, those advocating for a tax increase claim that Wisconsin drivers pay less to operate a vehicle than in other states. This statement is true only when ignoring that drivers living here pay other Wisconsin taxes far and above at least 40 other states. Wisconsinites’ tax burdens should be compared in their entirety. Wisconsin drivers are taxpayers.

When I joined the Legislature five years ago, the focus for Republicans was lowering our overall tax burden through breakthrough reforms. We conservatives have always addressed challenges by fixing them, not raising taxes. We all know what a competitive world we live in. Continuing to govern this way gives Wisconsin the best chance at ensuring economic growth and prosperity for our citizens. I agree with the governor that we cannot reverse our fiscal victories of the last five years with any tax or fee increase.

State Sen. Duey Stroebel (R-Saukville) represents the 20th Senate District.

IBAW The Issues Excessive Government Intervention and Regulation

THE OVERVIEW The economic recovery of the past eight years has been historically slow with average GDP growth in the mid 1% range. Most alarming is that entrepreneurship continues to languish. The formation of new businesses plunged more than 30 percent during the economic collapse and business deaths now outpace business births for the first time since researchers started collecting the data in the late 1970’s.

Recent Labor Department statistics showed that companies less than one year old contributed 5.2 million jobs in the year ending June 2014 which is well off the pace of 7 million to 7.5 million jobs a year seen in the 1990’s. IBAW believes that a hyper aggressive regulatory environment has been the leading cause of the collapse of entrepreneurialism in the United States. Small businesses simply do not have the resources, and most importantly the time, to understand and adapt to a regulatory climate that changes by the day.

The Challenges • The Obama administration has completed 600 major rules impacting industry. Major rules are defined as imposing a minimum cost of $100m to implement. The problem is bipartisan as the Bush administration completed 496 major rules.

• It is estimated that the cumulative opportunity cost to the economy caused by an excessive regulatory climate is $743 billion dollars.

• An example of recent administrative policies that are set to impact small business: The Fiduciary Standards Rule, Joint Employer Rule, expansion of EPA oversight of wetlands, EOA New source standard rules, Overtime Pay rule, and local mandatory minimum wage hikes.

• Businesses and consumers pay for the regulatory state. The National Home Builders just conducted a study that Government regulations account for a whopping $84,671 to the cost of a new home, a 30% increase in only 5 years.

The Opportunities • Major rules that will impact the economy need to have a thorough cost vs. benefit analysis completed to justify any new regulation.

• Major rules should be approved by an elected congressional body and not by a an appointed regulator whom has zero accountability to constituents.

• The enforcement of regulations needs to be consistent and predictable. A defined process and fixed time table needs to be established when a small business is considering the impact of a regulation.

• There needs to be regulatory relief and waivers available for small businesses. Small businesses do not have the resources or the time to adapt to an ever changing regulatory state.

Learn more at IBAW.com

What Does A Solid Marketing Strategy Look Like?

Jim Bernthal, CEO, Top Floor

What Does A Solid Marketing Strategy Look Like?

If you are like most business owners, CEO's, and sales reps - you want to see "more quality leads" from your marketing investments. A solid marketing strategy will do that. At the same time, it will also help you increase conversion rates and protect margins. In other words, a solid marketing strategy can help you generate more quality leads and close a higher percentage of the business you pursue without cutting prices.

So what does good marketing look like? From my perspective, a solid marketing strategy covers 5 core elements.

1. Clear definition of target prospects Define your audience. A valuable marketing plan clearly identifies the people and organizations that you are selling your products to. But it's not just about defining your target market; to be effective, you must determine these groups of people, investigate their wants and needs, and establish genuine methods on how and why they should work with you. A growing term used in the digital marketing arena is personas. This is a detailed personalized description of the individual you need to reach and influence in order to sell your products or services.

Does your marketing strategy include a well-defined list of the markets, companies, and personas of the individuals within those companies or organizations that you will be selling to?

2. Clarity of message Some refer to this as "sales ready messaging". This is what we sell. This is who we sell it to. This is why they choose to purchase from us rather than a competitor.

Clarity of message has a lot to do with branding and positioning. Is your brand platform strong? Does it clearly convey who you are, your personality, and your value proposition? Has this been internalized throughout your organization?

3. Multi-faceted tactics A solid marketing strategy increases the number of people in your target markets that are aware of who you are, why you are relevant to their needs, and why you are the preferred provider. To accomplish this, a solid marketing strategy will include a variety of marketing channels. Each channel is aligned and works in concert with the other channels so that you have visibility in the markets at every stage of the buying process. It might also be worth noting that 8 of the top 10 marketing channels are digital. Are you using a variety of marketing channels to reach your markets? Of the channels you are using, how many are digital?

4. Clearly defined goals and measurements Although it is impossible to track the exact impact of your marketing efforts, useful tracking is an essential element of effective marketing. From a business perspective, tracking can help you justify your investments in marketing. While this is helpful, there is a more important reason to effectively track the impact of your marketing efforts and utilize today's web analytics and tracking technologies. Tracking and skilled use of analytics will provide you with the insights you need to not only justify your marketing investments but also help you improve your marketing and gain a competitive edge.

A related but separate element of good tracking is the definition of your goals. Simply saying you want to increase leads is not a "well defined" goal. It is a general statement. Increasing the number of "A" quality leads (where you have defined the attributes of A,B & C leads) by 20% is a more specific goal and will help to provide more focus. Saying you need to increase leads for a particular product or from a particular market is another example of a more clearly defined goal that can help you focus on your marketing efforts and justify that investment after the fact.

But goals should go beyond simply the measurement of leads. There are many other data points that can be considered that will indicate whether your marketing is moving things in the right direction. Web analytics can tell you if more prospects are interacting with your brand and/or if there is greater visibility for a specific product or service.

There is one main consideration with all of this. Ask yourself the question: do you have specific marketing goals that are tied to specific business objectives? Business owners and CEOs will not simply welcome greater investments in marketing. They will welcome investments that help them achieve specific business goals. Therefore the more clearly you can define goals that relate to specific business objectives, the easier it will be to justify your investment and the clearer road map you will have from which to develop your marketing strategies.

5. Integrated sales and marketing efforts In today's world, a much larger portion of the buying-decision-making-process takes place before that potential new customer ever engages with a sales person. Therefore, it is even more important that marketing and sales efforts are tightly integrated.

Marketing's job is to identify target customers and provide them the pre-sale information that will lead them to your company.

Then by using marketing automation tools you can now work hand in hand with sales showing them where to invest their time to close more sales more quickly.

In Summary: Could you do a better job of identifying who you are going to sell to?

Is your messaging and brand positioning as well defined and clear as it should be?

Are you using a variety of channels to reach those people you want to sell your products or services to? Are you making good use of digital marketing channels?

Do you have clear marketing goals that are tied to specific business objectives? Do you have appropriate tracking and measurement in place that will help you both justify and improve your marketing?

Are you coordinating your sales and marketing efforts to develop marketing strategies that increase the power and efficiency of your sales team?

Jim Bernthal is CEO of Top Floor, located in New Berlin. He can be reached at jimb@topfloortech.com

: 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

Top 10 Charities That Should Raise a Red Flag for Donors Wisconsin Better Business Bureau, IBAW member

Milwaukee, Wis. – Today, BBB Wise Giving Alliance (BBB WGA) released a list of the 10 largest charities (ranked by Fiscal Year 2014 total contributions) that failed to disclose any of the requested information needed to verify the charity’s trustworthiness. The list includes recognizable charities, including Teach for America, U.S. Holocaust Memorial Museum, and National Fish and Wildlife Foundation. A charity’s failure to disclose important information relevant to BBB WGA evaluation should be a red flag for donors, and the BBB WGA urges donors to avoid charities that dodge transparency.

“Transparency is the mark of a well-run charity,” said H. Art Taylor, CEO and President of BBB WGA. “Failure to disclose important operations information demonstrates a complete disregard to the importance of trust.

The majority of charities agree to an evaluation, and it’s concerning when charities refuse. Failure to disclose information isn’t just about snubbing the BBB WGA reporting process – these charities are snubbing the people and donors who are asking BBB WGA to verify the charity’s trustworthiness.

We know that publicly-available financial information is simply not enough for BBB WGA to evaluate a charity’s trustworthiness, which is why we evaluate charities on 20 unique standards that also examine a charity’s governance, effectiveness reporting and fund-raising practices, among other issues.”

BBB WGA is releasing its list of top Transparency Dodgers to uncover some of the largest national charities that fail to disclose critical information and underscore the importance of donors researching before they give.

BBB WGA conducts rigorous, comprehensive evaluations on thousands of charities to help donors ensure that the money and time they donate is being spent wisely. To see if your favorite charity is transparent, visit Give.org to check out BBB WGA’s free charity reports.

Full list of BBB WGA’s Top 10 Transparency Dodgers: (ranked by FY 2014 total contributions) 1

Dana-Farber Cancer Institute

2 3

Fred Hutchinson Cancer Research Center Teach For America

4

NeighborWorks America

5 6

John F. Kennedy Center for the Performing Arts National Fish and Wildlife Foundation

7 8

City Year United States Holocaust Memorial Museum

9

Pact

10

Local Initiatives Support Corporation

For an online version of the story click here About BBB Wise Giving Alliance (BBB WGA): BBB Wise Giving Alliance (BBB WGA) is a standards-based charity evaluator that seeks to verify the trustworthiness of nationally-soliciting charities by completing rigorous evaluations based on 20 holistic standards that address charity, governance, results reporting, finances, fundraising, appeal accuracy and other issues. National charity reports are produced by the BBB WGA and local charity reports are produced by local Better Business Bureaus – all reports are available at Give.org. Follow BBB WGA on Twitter at @bbb-give.

The Problem with Millennials...Is That There Isn’t One Todd Brink, Lean Culture Group

“Where are you?” I asked into the phone.

“I’m at home”, replied my millennial employee (we’ll call him Jed).

“But it’s two o’clock in the afternoon… Why are you home?” I asked, astonished. During my first job I would NEVER have left early, or even thought about it for one second.

“I finished my work on my list. So I left,” Jed answered.

“Just because you completed your list, doesn’t mean you get to go home. There is always more to be done, including educating yourself on our industry and our particular business. If you find yourself with nothing left on your list, find me and we’ll figure out what you should work on next.”

Jed and I were now clear. I thought this situation had been handled, until the next morning when I came into work. Jed had left me a little something on my chair. It was an article, entitled Why Millennials Value Their Free Time.

I calmly walked into Jed’s office, stood squarely in front of his desk and said, “Jed buddy, I saw the article you left me. We all value our free time. Millennial or not. I just need you to know Millennials aren’t special.”

This happened 10 years ago, but has stuck with me throughout my career as companies struggle to deal with Millennials, treating them as if they are an exotic pet, that has very specific handling instructions. Notice, I didn’t come into his office and call him lazy and selfish. Instead of bashing him or labeling his work ethic in reply to his subtle, yet somewhat bold way of informing me of his values and priorities as a Millennial, I chose to do something different. After informing him that Millennials weren’t special, I asked him a simple question: “Have you ever had downtime on a job before?”

His answer? “Not really.”

Jed literally didn’t know that he was expected to keep busy, or that he was both allowed and encouraged to self-educate.

Keeping yourself busy without someone guiding you was a foreign concept to him. He didn’t even realize that most people were being promoted for not only how they accomplish their day to day tasks, but for how they accomplished tasks that were not on their “lists”. Things that were normally not “theirs”.

Rather, promotions were based on how one chose to constructively fill their time.

How does this come to be a problem for any person, let alone a company? Millennial, or not? I mean, I knew how to “work” and what was expected of me (as well as everyone else at the company) while being paid at a job since I was 12. I was a Paper Boy. Back in the days when kids (mostly boys) delivered newspapers door to door. Yes, I’m that old…. Most of the past generations all had jobs starting at 12 or 14 (or earlier!) that taught us through experience the basics – building a foundation of expectations. Heck, when you were a Paper Boy you were basically a sub-contractor, to the newspaper company, running your own small business.

My first thought was, I should sit this young man down and explain to him what the expectations are, for having a “real” job.

Not like the job of doing homework or odd tasks in his parents home that he probably only has been accustomed to.

Tediously explain in detail to Jed every single thing that contributes to having a “real” job. Things like we start and leave at certain set hours, lunch should be 60 min at most, balancing the checkbook should be done at home and not at work as it is a personal task and not one the company should be paying you to do, and on and on and on. However I quickly stopped my train of thought, realizing this line of thinking wouldn’t solve anything. All it would do is put a wall up between Jed and I, of the Great Wall of China type proportions. I needed to figure out what the exact problem was I would be trying to solve.

The problem wasn’t that he was a Millennial, the problem was he had no foundation of knowledge or previous experience for what was expected at both the work place and of him personally as a contributing, paid employee.

See this is when problem solving gets tricky. It’s easy to simply look at the results of something and react to it, like just telling Jed that he was lazy and needed to grow up. Telling him that this is not how we work around here, and he better shape up or ship out – go find another place to work. But that would have been incredibly disrespectful to a long list of entities; Jed, myself, the role the company had put me in, and the company itself.

OR On the flip side I could have told Jed, “I’ve read the article you left me and you’re right. Free time is incredibly important.

We should, and will, do away with the standard 8 or 9 hour work day if that will make you and your co-workers happy.

You can leave anytime your work is done for the day. Be it 2 hours, or 15 hours, as soon as your list is clear – go enjoy!”

However, that also would have been hugely disrespectful to Jed, myself, the roles both he and I were in, as well as the company.

Unfortunately, these are the predominant ways companies are dealing with the “Millennial Problem” as it being referred to.

Either they try to change the employee with commanding and controlling techniques, or they go the other way and change how their companies are run to meet the “needs” of Millennials (I’m looking right at you Google, Facebook, and GE).

Neither one of these go-to approaches actually solves the “problem”. In fact, I believe they make the problem worse.

I’ll say it flat out, Millennials are not lazy as a group, or as a generation.

They simply grew up with a different set of expectations and a different set of standards then the GenXers or Baby Boomers did. They are not lazier. They are not more entitled. They are not more of a special exotic pet than previous generational groups. Everyone that is out there charging $25,000 in consulting fees telling businesses what they can do to attract and keep Millennials is doing the business world, and the young people entering the work force, a huge disservice.

Millennials are no different then us…..they are us. We just grew up differently. They just grew up differently.

Millennials aren’t the problem.

According to The Fiscal Times, one of the “problems” however is this: “Nearly three-quarters of hiring managers complain that millennials – even those with college degrees – aren’t prepared for the job market and lack an adequate “work ethic”. See Todd! This proves they are lazy!!! Well no, no it doesn’t.

Then it proves our colleges and high schools stink!! Students should learn what a work ethic is while attending college and high school!

Well no, actually they shouldn’t. The job of colleges and high schools, in my opinion, is to educate students. Not train students on how to work, or what is expected of them at the work place. Claiming that because college graduates lack a work ethic, it has to be a college or University’s fault, is both reactionary and simple minded.

So then hotshot, what is wrong with Millennials?

Nothing is wrong with Millennials.

The reason Millennials lack “work ethic” is not because they are lazy, far from it. It is because they lack experience. Real life, real job, real workforce experience.

For a high number of millennials today, the job they secure out of college is the first “real” job they have ever had — beyond baby sitting, home chores, internships etc. Let me be clear here, this is not to say all Millennials lack this experience, but it is true for an overwhelming number of them (studies disagree with the exact numbers mainly because of the staggering amount of Millennials entering the work force, which increases every year – estimates range from as low as 35% to as high as 70%).

Since the “real” job after college is their first job, they simply don’t know what to expect from the work experience. The only real exposure to business they have known is seeing their parents go to and from work (which many of them are now

working from the home place), TV / Movies, and business books. None of which accurately depicts what happens at work, and just how mundane / routine quite a bit of the work day is. Most GenXer’s had their first job between the ages of 12 and 17. Again, I’m in that generation. We had paper routes, worked at McDonalds, worked at grocery stores, and were happy to have a job so that we could earn money to own and do the things we wanted to. I had friends that picked corn from July to the end of August for 9 hours a day in the blazing sun.

My point is, we developed work ethics by working. There were a ton of opportunities to work, and we picked one.

The Millennials do not have the same opportunities as older generations did. Education and going to college still are the measures of success, but more recently there were more extra curricular activity options available. Time for work has became less and less. Even if Millennials did have a job while in school, the total hours per week they work are typically 9-12, instead of the 20-30 hours a week my friends and I worked.

Now this isn’t a bad thing or a good thing. It’s just a thing. It’s not a “Millennial Problem”.

Although the majority of Millennials weren’t working at a “real” job, they were learning. They’re great students, and probably the most ”book smart” generation we have ever had. Business should capitalize on this and use it to their advantage. As of yet though, they haven’t. Instead businesses are trying to bully them into model employees of their generations, or changing policy to fit “Millennial demands.” Businesses should instead take the time to coach and lay out expectations for their new employees, Millennial or not.

I have had great success in sitting down with Millennials (one-on-one or in a peer group) by simply asking and answering questions about why things are the way they are and what exactly is expected of them.

Here is an example: Most GenXer’s had two or three graduation ceremonies in their life – 8th grade or middle school, high school, and college.

Millennials had or will have at least five to seven in their life – Daycare, Pre-School, Kindergarten, Middle School, High School, College. Now factor in any clubs or sports they may belong to (dancing, scouts, Tae Kwon Do, etc…) and that number grows.

The point is, we trained Millennials to expect a graduation or promotion every few years (and a celebration to go with it!) for just going to class, and now we wonder why they expect to be promoted every few years?

Instead we should be explaining that most promotions depend on three things: how the employee performs on their expected work, how they work beyond their job description, and if there is an opening for them to move up into. When I discuss this with Millennials I coach, while they may not like what I am telling them, they certainly understand it. Usually the next conversation is “What then do I have to do to get promoted?” And right then and there we create something measurable that the employee can grab on too. This, in my mind, is treating the employee with respect. And in-turn, the employee learns to respect the company.

I do need to bring up how, sadly, instead of setting proper expectations and helping build a foundation of understanding (to help make up for lack of experience), Businesses instead decide to create “Junior”, “Associate”, “Assistant”, “Coordinator” – types of promotion positions that aren’t anything more than a title that goes on a business card. Its a warm and fuzzy for the employee, at least until the employees asks, ‘So what does this mean?’ To which a good answer never follows.

So, can we ALL stop blaming Millennials for who and how they are? They are struggling through the same stuff everyone does as they begin to join the working world. Charged with figuring out protocols and expectations. The ONLY difference is that their working experiences are not as extensive or comprehensive as the Boomers or GenXers. That isn’t their fault.

It is ours.

Ultimately it is your job to make your co-workers and employees succeed. So take a look at what the problem is, what it is that needs to be solved, and stop trying to change the results. Understand what role you play in helping create the problem. Then, step up, and help coach your co-workers and employees through the problem.

After all… that is what leadership is all about, isn’t it?

Breakfast Briefing

Recent Developments and Trends Impacting Employee Health and Wellness Programs September 29 and 30, 2016 The Department of Labor, Health and Human Services and the Equal Employment Opportunity Commission (EEOC) have been busy issuing rules, regulations and guidance impacting the design and administration of employer-sponsored welfare benefit plans. At the same time, employers are seeking new and innovative ways to provide employees access to quality health care at reduced costs. In this seminar, Simandl Law Group, S.C. will review recent regulatory developments, the impact on welfare benefit plans, strategies for compliance, and trending cost saving initiatives. Join us as we discuss: The EEOC Final Rules regulating employer-sponsored wellness programs The Department of Labor proposed regulations requiring additional annual reporting for welfare benefit plans ACA reporting update Telemedicine Other trending cost-saving practices

Thursday, September 29, 2016

Friday, September 30, 2016

Radisson Paper Valley Hotel 333 W. College Avenue Appleton, WI 54911 Country Springs Hotel Room: Meadowbrook 2810 Golf Road Waukesha, WI 53187

Networking 7:45 a.m. to 8:15 a.m. | Program 8:15 a.m. to 10:30 a.m

FOR MORE INFORMATION OR TO REGISTER www.simandlhrlaw.com/legal-events.html Simandl Law Group, S.C. www.simandlhrlaw.com 262-923-8650 20975 Swenson Drive, Suite 250, Waukesha, WI 53186 Copyright 2016

Member Spotlight: STUCK - Hang On, Help Is On Its Way Mary Stark, Waddell & Reed

“Why are you in so much hurry?

Is it really worth the worry?

Look around, Then slow down…

Hang on.

Help is on its way.”

Little River Band, 1980 Okay, so maybe they don’t have a hit song from the 80s, but when your business wants to grow faster, more easily and you’re so busy with the day-to-day, hang on… the team from STUCK is on its way to help!

The locally recognized founders of STUCK, Jerry Jendusa, Paul Schulls, Jim Harasha and team, deliver priceless advice to their clients through having experienced first-hand the challenges of moving a business forward to achieve the next level.

They took their former corporation, EMTEQ, from a basement start-up company to a global enterprise which exceeded $100M in annual sales. Along the way they felt “STUCK” many times and personally struggled through the growing pains of finding the path over, around, and even more so, through the mountain to get to the other side. As the sale of EMTEQ was near completion, they decided in 2014 to bring their knowledge and experience to other businesses that are finding themselves “STUCK”, by partnering with them to uncover the hidden path to their own next-level of success. More so recently, they’ve been partnering with very successful companies who simply want to grow faster more easily. Either way, STUCK moves the client’s business forward utilizing a proven model of universal solutions.

Jerry, Paul, Jim and team offer a partnership through lending advisory services according to what the business requires and desires. To their clients, their secret sauce is no longer a secret, as the STUCK team teaches the value of true employee engagement and then facilitates bringing this to life. The employees must believe and witness that their individual actions within their personal jobs are aligned with the overall plan and success of the company. The key ingredient for this to work is a simple one –page business plan that is actively used, not a 30 page plan that gets bound, tabbed, and set on a shelf to collect dust. The absolute key to STUCK success is aligning staff daily actions with the business plan which, in turn, drives results.

The STUCK team also teaches the methodology of accountability through scheduled leadership team check-in’s with the business plan on a monthly basis and subsequent sharing with staff, with the goal of effective communication and transparency. The 30/60/90 day “Accountability Board(s)” is (are) visible for the whole company to see. The entire business thus becomes informed and engaged in the evolutionary process by seeing first hand “who is doing what, by when aligned with the plan”.

The STUCK partners understand that by the nature of their business, the clients are typically maxed out and have no excess capacity, initially, to do additional work. Therefore, work always begins with letting the client know that the STUCK team can be present to actually do the necessary work with leaders and staff to expedite progress. They share education, tips, tools and the process rigor that need to be used, but ultimately the execution of the plan is the client’s responsibility. A new client is thus immediately relieved to know that truly, help is on its way. After the necessary plan has been implemented, the client maintains the ongoing systems that have been put in place and STUCK will continue to advise through ongoing maintenance work as well as strategy sessions.

Regardless of the size of the company, the STUCK founders want to work with businesses that are like-minded though having a focus on growth, the discipline to stick to the plan and system, and the desire to create opportunity for others. With this in mind, they remain committed to always trying to find a right-sized advising solution that the client can afford. The STUCK team passionately injects new energy through their own genuinely positive and light-hearted attitudes with which they embrace each new client. They take great joy in seeing others succeed and look forward to solving the puzzle that each new challenge brings. The home-grown STUCK team prefers to address the needs of other local southeastern Wisconsin businesses, but in the right situation, they will work with a business that is within a 2-3 hour drive or flight.

STUCK Fund 1 is the name assigned to the investment arm of the business. Since this fund is comprised of partner, family and friend contributions, the traditional rules of private equity investment do not restrict the parameters of Fund 1. If investment opportunities arise that meet the defined criteria of the Fund, conversations can be had with the business owner.

Should discussions progress, the optimal (but not absolute) route for the fund would be to acquire a controlling interest in the company. Post-acquisition, STUCK advisory services are deployed to accelerate growth and create opportunity for those who desire it – the STUCK mission.

Jerry, Paul, Jim and team joined IBAW because of the tremendous value they witnessed in the networking opportunities, the high quality speakers at the events that are offered, and the monthly newsletter that is distributed. They look forward to authoring articles to share universal messages that can assist other IBAW members on an ongoing basis. Through the networking activities they already have discovered fellow members who have services to deliver to STUCK that will enhance the experience for their own clients. They appreciate the fact that not only can they help others, but sometimes they too are happy to know that “help is on its way.”

Stuck 1200 N. Mayfair Road, Suite 260 Wauwautosa, WI 53226 www.getunstuck.net

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

Micro-Moments: The Mobile Experience Scott Seroka, Seroka Brand Development Sometimes reality hits you so hard that you get knocked down to the ground, and you find yourself just sitting there for several minutes, wondering what just happened. It happens to everyone.

It may have happened the first time you googled your name and either saw nothing, or pages and pages of information about YOU, and then you quickly realized how important it was to build, and/or manage your online presence. Or, perhaps it was the moment you went on your company’s YouTube channel and saw that your latest video went viral, generating more than 20,000 views in less than two weeks.

There is another reality hitting us right now, and it would be worth the time to acquaint yourself with it and leverage it as part of your brand strategy. It’s the reality of people experiencing brands more and more on their mobile devices in what has been defined as micro-moments. You have probably experienced micro-moments many times yourself – perhaps even today. Every time you pick up your smartphone and tap on its browser (Chrome, Safari, Firefox, etc.) to search for a product, service, solution, or information, you experience a micro-moment as soon as you see what appears at the top of your search results and click on the link that seems most relevant. This happened to me two days ago when I ordered a 24mm f/1.4 IS lens for my camera.

Micro-moments can be broken down into three categories: 1. Product/Service – This occurs when the mobile user searches for a product or service, but not one that is brand specific (i.e. “Milwaukee camera dealers”). The micro-moment experience starts when the mobile user sees which dealers appear at the top of the results and continues as the user clicks on one of the links. However, the moment will quickly end if the site is not mobile-friendly or easy to navigate.

1. Brand – When the user searches for a specific brand (i.e. “Canon cameras”), the micro-moment starts when s/he clicks on the link and instantly forms an opinion of the brand based on the mobile interface experience.

1. Informational – Similar to the Product/Service category, this occurs when the user is interested in finding out more information on a specific subject (i.e. full frame versus crop sensor photography). The micro-moment experience starts when the mobile user sees which links appear at the top of the results. The moment continues as the user clicks on one of the links and will quickly end if the site clicked on is not mobile-friendly or easy to navigate.

With this new flash of digital reality, I encourage you to ask yourself two questions: 1. Given the overwhelming evidence (perhaps even based on your personal habits) that more searches are now done on mobile devices than on desktops or laptops, is your site mobile-ready and mobile-friendly enough to deliver the best micro-moment experience as possible?

1. Given the overwhelming evidence (perhaps even based on your personal habits) that more searches are now done on mobile devices than on desktops or laptops, do you have a strategy for appearing on the first page of a mobile search?

Remember, there are three types of companies: those that make things happen, those that watch things happen, and those that wonder what just happened. There really is no time to wait. Right now as you’re reading this blog, people are searching for what you sell and your brand on their mobile devices. You don’t want to disappoint them.

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.

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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.

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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

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