Impact Magazine - July 2010

Scam Artists

Time to Sell

Not a Pretty Picture G r e a t e r

MarCom Corner

What’s Your Business Worth?

P h o e n i x

C h a m b e r

Social Media + Email O f

C o m m e r c e

Forward Thinking Q and A with Chamber Leadership Chairman of the Board Steve Wheeler, Chair-Elect Pam Conboy and President & CEO Todd Sanders.

Employee Wellness

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Keeping Your Bottom Line Healthy Member News Calendar of Events Arizona in Focus

JuLY 2010

Cancer does not care

about purpose or passion.

It

doesn’t yield to possibilities or human potential.

But if it strikes there’s

more hope and promise

than ever before for cancer

patients.

Kathy Bollinger - Cancer Patient President, Arizona West Region, Banner Health

Our stories. Your hope.

We see cancer every day, but not just in our patients. It touches people at every level of our organization, making it that much more important to us. That’s why we’re teaming up with America’s leading cancer hospital to open the Banner MD Anderson Cancer Center in Fall 2011 on the Banner Gateway Campus. MD Anderson has been ranked number one in cancer care in the United States by U.S.News & World Report’s “America’s Best Hospitals” survey.

Our commitment to bringing this level of care to Arizona will give new hope to cancer patients for generations to come.

Hear our stories at BannerHealth.com/MDAnderson.

To support Banner MD Anderson Cancer Center, please call (602) 747-GIVE (4483).

board of directors EXECUTIVE COMMITTEE CHAIR Mr. Steve Wheeler Exec. VP, Customer Service & Regulation APS IMMEDIATE PAST CHAIR Connie Perez CEO Advanced Reimbursement Management CHAIR-ELECT Pam Conboy Arizona Regional President Wells Fargo Bank LEGAL COUNSEL Anne Kleindienst Fennemore Craig, P.C. SECRETARY-TREASURER FINANCE Gil Valadez Prudential VICE CHAIR – PCCD Patricia Lee Refo Attorney Snell & Wilmer VICE CHAIR – SMALL BUSINESS Tom Cooper CEO Desert Fleet-Serv, Inc. VICE CHAIR – PUBLIC AFFAIRS Susan Anable Director of Public Affairs Cox Communications – Arizona VICE CHAIR – COMMUNITY EVENTS Kathryn Murphy Corning Gilbert, Inc. VICE CHAIR – HBLC Rob Montoya Enterprise Holdings Inc. VICE CHAIR VICE CHAIR – MEMBERSHIP Rick Johnson Principal/Owner Executive Forums VICE CHAIR – ECONOMIC DEVELOPMENT Jill Kusy Hegardt DMB VICE CHAIR – HUMAN RESOURCES David Bruno Vice-Chairman/Managing Partner DHR International VICE CHAIR – AUDIT AND GOVERNANCE Scott Celley VP, External Affairs TriWest Healthcare Alliance EXECUTIVE COMMITTEE MEMBERS AT LARGE David M. Koeninger General Counsel Arizona Cardinals Peter Hayes Manager of Public Affairs SRP Nancy Stone V Chair & Pres.

ILX Resorts Inc. Dan Vermeer Waste Management Susan Williams President HR Choice

View the entire list of board members at www.phoenixchamber.com.

LOOKING BACK, LOOKING AHEAD

By July, we’re not only well into another scorching Arizona summer, we’re also looking forward to the start of a new Chamber year. Our new Chairman, Steve Wheeler, Chair Elect Pam Conboy and six new board members officially take office on July 1. I want to personally thank them – as well as our Immediate Past Chair Connie Perez – for stepping up and continuing the legacy of leadership this organization has provided the Valley business community for more than 120 years. You’ll read more about their thoughts and plans for the future in this month’s cover story.

But as 2009-2010 officially ends, I wanted to share with you some of the many successes we have achieved on behalf of our members over the last year: pp Despite a challenging economy, we welcomed more than 500 new members to our roster. pp We added new communications avenues like YouTube, Twitter (follow @phxchamber) and our IMPACT Magazine e-newsletter to share important information with our members, and began adding more multimedia content to our online offerings. pp Our Public Affairs Team worked with lawmakers to protect fees and funds paid by businesses, create education reforms to prepare our future workforce, enact regulatory reform to save companies time and money and stop expansion of the sales tax base that would have included services. pp We developed BidSource partnerships with the Tucson Metropolitan and Glendale Chambers of Commerce. pp These and other special events throughout the year featured notable speakers such as Senator John McCain, Congressman John Shadegg, Governor Jan Brewer, CEO Rick Smith of TASER International and Kai Ryssdal, host of American Public Media’s Marketplace. pp We continued to recognize outstanding local business people through the IMPACT and ATHENA Awards.

We value all of our members – big and small, startup and stalwart – and look forward to many more years of keeping you informed, connected and prosperous. To find out more about all the things we can do for your business (including how to join the Chamber if you’re not a member), visit us at www.phoenixchamber.com and click on “JOIN.”

Todd Sanders President & CEO Greater Phoenix Chamber of Commerce

July Bulletin For the second straight year, IMPACT Magazine has been honored by the American Chamber of Commerce Executives (ACCE) with an Award for Communications Excellence (ACE).

IMPACT received an award of Excellence in the 2009 competition after earning Merit recognition last year.

This year’s ACE competition drew more than 100 entries from chambers throughout the country. The ACE is an annual competition that recognizes excellence in all areas of chamber of commerce communications and is a vehicle for the

chamber community to promote effective communications, highlight initiatives, introduce events and inform members.

Established in 1914 and representing more than 7,000 chamber professionals, ACCE is the only national association uniquely serving the professional development needs of individuals managing chambers of commerce throughout the United States and Canada.

Winners will officially be recognized at the annual ACCE Convention July 31, in Raleigh, NC. Get Connected American Chamber of Commerce Executives www.acce.org www.phoenixchamber.com

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Contents

Get up | Get out | Connect

JuLY | 2010

Rick McCartney | Publisher InMedia Company rmccartney@phoenixchambermagazine.com Jody Ryan | Editor-In-Chief Greater Phoenix Chamber jryan@phoenixchamber.com Kenn Tomasch | Editor Greater Phoenix Chamber ktomasch@phoenixchamber.com Lori K. Baker, Matthew Clyde, Stephanie Conner, Christina Estes, Christia Gibbons, Dick Petzmeier, Kevin Sellers, Kay Sperduti, Tom Trush Contributing Writers

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Dan Vermillion, Angela Cook, Kenn Tomasch, Justine Mellody Photography

Changing of the Guard July 1 brings new Chamber leadership. Find out their thoughts on the year ahead.

Benjamin Little | Graphic Designer Louise Ferrari | Operations Manager

Forward Thinking Employee President & CEO Todd Wellness & the Sanders, new Chairman Steve Bottom Line Wheeler and Chair-Elect Pam Conboy share their thoughts on An ounce of prevention the Chamber’s future. p.8 really can be worth a pound – and many dollars – of cure

By Kenn Tomasch when it comes to happy, healthy employees. p.12

By Tom Trush

SAVE THiS dATE

Event Spotlight

A hot month of July serves up many cool Chamber events. p.15

By Kenn Tomasch

06 Member News

24 Money Matters

27 Business Bios

News, Notables & Updates

Avoid These Business Scams

14 Ask Our Members

24 Sales IQ

Benson Systems APL Limited Flexprint

And Pay Attention!

Generate Your Own Referrals

23 Smart Growth

26 Arizona In Focus

Look Local

Pac-Man

28 Greater: PHX News & Notes from Around the Valley

23 MarCom Corner

30 First Person

Combining Social Media and Email Marketing

“Until you actually have breast cancer, it's different…”

16 Events Calendar

20 How To:

Summer Soirees

Value Your Business for Sale

18 Member Happenings

21 New Members 24 Safety First

20 Ribbon Cuttings Join the Celebration!

On the Cover: New Chairman of the Board Steve Wheeler of APS, President & CEO Todd Sanders and Chair-Elect Pam Conboy of Wells Fargo head the Chamber’s leadership for 2010-2011. Photo by Dan Vermillion.

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Todd Sanders | President & CEO tsanders@phoenixchamber.com Ron McElhaney | V. P. rmcelhaney@phoenixchamber.com

Jennifer Mellor | V.P. Program Development jmellor@phoenixchamber.com

Member Resources | www.phoenixchamber.com

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Kerri Metcalf | Customer Service

Michelle Bolton | V. P. Public Affairs/Economic Development mbolton@phoenixchamber.com

Departments

Here a Member, There a Member, Everywhere…

Ann Boeding, Kathlene Kuykindoll, Cami Shore Business Development

Jody Ryan | Director, Marketing & Communications jryan@phoenixchamber.com Katie Campana | Director, Community Relations kcampana@phoenixchamber.com Norma Macias | Director, Member Services nmacias@phoenixchamber.com Daniel Ayala | Director, BidSource dayala@phoenixchamber.com Debbie Drotar | Director, Business Development ddrotar@phoenixchamber.com 201 N. Central Avenue, 27th Floor Phoenix, Az 85004 P 602.495.2195 • F 602.495.8913 www.phoenixchamber.com Published By

6360 E. Thomas Rd., Suite 210 Scottsdale, AZ 85251 p 480.588.9505 • f 480.584.3751 info@inmediacompany.com InMediaCompany.com Greater Phoenix Chamber of Commerce Impact Magazine is published by InMedia Company, LLC. The publication is distributed to membership and made available to prospective members throughout the Greater Phoenix area. We appreciate your editorial submissions and news for review by our editorial department by e-mailing editor@phoenixchambermagazine. com. To subscribe to GPCC Impact Magazine, please send check or money order for $24.00 to InMedia, 6360 E. Thomas Road, Suite 210, Scottsdale, AZ 85251 or call (480) 588-9505. ©Copyright 2010, InMedia Company, LLC. All rights reserved.

InMedia and the Greater Phoenix Chamber of Commerce reserve the right to refuse certain advertising and are not liable for advertiser’s claims and/or errors. The opinions expressed herein are exclusively those of the writers and do not necessarily reflect the position of the Publisher or the Chamber.

www.phoenixchamber.com

Achieving great things for our community

When someone comes along who has the courage and vision to turn dreams into reality, the future looks brighter for everyone.

We are proud to a part of the Greater Phoenix Chamber of Commerce. We’re looking forward to helping your business and our communities reach new heights!

wellsfargo.com Š 2010 Wells Fargo Bank, N.A. All rights reserved.

Member FDIC. (129589_16643)

Member News Highlighting achievements, awards, new hires, promotions and notes of interest from our members.

The Full Spectrum Sherri May & Co. has earned two Spectrum Awards from the Phoenix chapter of the American Marketing Association. The Phoenixbased firm earned honors for Integrated Marketing Campaign in the Self Promotion category for the company’s “Who We Are” mailer and Special Event Material Collateral for The Welcome to America Project Prom invitation. ++www.sherrimayco.com

Better Safe Than Sorry

»» Fashion show models (front row, L-R): Donna Gutowski, Gutowski Cabinet Works; Nanette McClelland-

Miller, State Farm Insurance; Maggie Chamberlin, Xfactor Designs; Lena Manchess, Priceless Plumbing; Bonne Smith, First American Title; Chris Pricket, DL Jones Realty. Back row (L-R): Doug DeMuth, Edward Jones; Shelly Spence, ImagesAZ Magazine; Eric Kilstrom, Smart Financial Mortgage.

Fashion Sense The Chamber of Commerce at Anthem partnered with the Outlets at Anthem for their first annual After 5 Mixer and Fashion Show. The May 27 event at the Outlets showcased the styles of its latest stores such as Karen Kane, Calvin Klein and UnderArmor.

++www.outletsanthem.com

Consider the Bar Raised J. Scott Rhodes, managing attorney at Jennings, Strouss & Salmon, PLC, has been selected as the 2010 co-Member of the Year by the Board of Governors of the State Bar of Arizona.

The award recognizes an J. Scott Rhodes attorney who has rendered extraordinary contributions to the programs and activities of the State Bar of Arizona in the prior year. ++www.jsslaw.com

who practices at JCL’s North Mountain Hospital, was honored for his 30year career of service and mentoring. Other physicians honored on National Dr. David Doctors’ Day included Drachler Nelson Faux, MD, Jerry Fioramonti, MD, and Amar Singh, MD, for Distinguished Medical Service; Tri Nguyen, MD, and Jeff Schultz, MD, for Rising Physician Leader; and Robert Allen, MD, for Citizenship and Community Service. ++www.jcl.com

Studio on the Move

From Bottom to Top

Rapidly-growing Sonoran Studios has moved to a new location at 4209 South 43rd Place in Phoenix. The audio/visual and video production company, founded just five years ago, has grown into one of the top film and video production companies in the Valley. ++www.sonoranstudios.com

Steve Johnson, who joined M&I Bank in 1990 as a teller, has officially taken over as Arizona region president, succeeding the retiring Dennis Jones. As Senior Vice President of Retail Banking, Johnson was Steve Johnson key to M&I Bank being named annually one of the best places to work in Arizona, and was responsible for successfully opening 30 new branches in just five years. ++www.mibank.com

They’re Up, Doc! Pulmonologist Dr. David Drachler, MD is the first recipient of John C. Lincoln’s President’s Award for Lifetime Achievement. Dr. Drachler, 6

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Valentine “Skip” Martinkovic has joined WJ Maloney Plumbing as safety director, where he will oversee risk management programs, safety in hiring procedures, assessing job sites and working “Skip” conditions and conducting Martinkovic training programs. ++www.wjmaloney.com

New Executive Director Armando Contreras is the new executive director of United Cerebral Palsy of Central Arizona after serving as President and CEO of the Arizona Hispanic Chamber of Commerce. Contreras Armando will lead UCP’s mission to Contreras advance the independence, productivity and full citizenship of people with disabilities ++www.ucpofcentralaz.org

Must-See TV Maricopa Community College Television program “Enfoque en tu Futuro” has received the prestigious Telly Award for outstanding television programs. The educational, informative show targets the Hispanic community and helps it become better acquainted with resources offered by Maricopa Community Colleges. ++www.maricopa.edu/mctv

Suns Shine Phoenix Suns Charities has reached a milestone: over $10 million in donations since its 1988 inception. This year the organization has donated more than $1.2 million in grants, program support and scholarships to various charities throughout the state. ++www.suns.com

Contact Us Send your member news and photos 45 days prior to publication to: editor@ phoenixchambermagazine.com www.phoenixchamber.com

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Forward Thinking Q & A with Chamber Leadership

The Greater Phoenix Chamber of Commerce welcomes a new Board Chair, Chair-Elect and six new members of its Board of Directors this month. Steve Wheeler, executive vice president for Arizona Public Service (APS), takes over as Chair, while Wells Fargo’s Arizona Regional President Pam Conboy is the new Chair-Elect. Joining the Board are Jeffrey Fairman of Sundt Construction; Greg Garcia of Polsinelli Shughart; Jessica Franken of Quarles & Brady LLP; Edward L. Munson, Jr. of KPHO-TV; David Schwartz of Goodman Schwartz; and Merl Waschler of Valley of the Sun United Way. Wheeler, Conboy and GPCC President & CEO Todd Sanders shared their thoughts on what lies ahead in this Q and A with IMPACT. 8

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From Ivy to Cactus IMPACT: Steve, you were born in Evanston, Illinois, grew up between Arizona and Boston and went to Princeton University and then Cornell University. How did that all happen?

STEVE WHEELER: I was recruited to Princeton as a swimmer, swam competitively for a year and played basketball for two years. Then I went to law school at Cornell. My dad had gone there and I wanted to stay on the east coast. Once I got out of law school, I was trying to figure out where to live. Spending time here as a kid, I had liked the sort of wide-open feel of the west, and I liked that Arizona was a meritocracy. Growing up in Boston, it mattered who your family was and where you went to school, how much money you had. But out here, all that mattered was how interested you are in doing things. Are you good at it? Are you willing to participate and work hard? And if you are, people will want you. I said, ‘Well, I’ll come out to Arizona for a year or two and then move back to Boston,’ and now I’ve been here 36 years, with no intention of leaving. www.phoenixchamber.com

enjoyed managing and being responsible for events from beginning to end more than just dispensing advice to clients. I thought I’d like to get into the business world. APS had been a client of mine over the years and they were kind enough to let me come in and to give me a range of responsibilities.

Starting Early and Staying Put IMPACT: Pam, from an early age you had business on your mind. You were Miss Business as a teenager?

Wells Fargo’s Pam Conboy is the Chamber’s Chair-Elect for 2010-2011.

PAM CONBOY: That’s right, Miss Business of Southern California. It was a Southern California Edison program. I started with my uncle who owned a couple of restaurants, and I did his bookkeeping and payroll. I just loved dealing with the financials. So, from a young age, I got right into the financial business. I was still in high school then, so it helped build my resume. And then it was a natural to just move right into Wells Fargo.

IMPACT: And you’ve been there for 30 years.

Did you plan that or did it just happen?

PAM CONBOY: Thirty years ago, I was very

IMPACT: You’re a lawyer by trade and training; was the law something that intrigued you growing up?

STEVE WHEELER: Nope. I never thought about doing it until my senior year of college.

I thought I wanted to be a policeman, then I thought I wanted to be in the CIA or the State Department. I had majored in International Affairs and minored in Russian and I figured I’d go to law school because that would help me no matter what. Then I figured, ‘Maybe I’ll be a lawyer for a while, since I went to law school,’ and that’s what happened.

IMPACT: How did you wind up at APS? STEVE WHEELER: I was a lawyer for 27 years for Snell & Wilmer. After a year as chairman of the Fiesta Bowl, I found I really

fortunate to join a great company. My passion is helping people, listening and providing advice. Wells Fargo has given me a great opportunity to help people succeed financially.

From a career perspective, the opportunities have been great. I always jump into a new job and look for those opportunities. I focus on building a great team and taking care of the customer and from that I’ve been able to continue to grow and have a greater influence.

Thirty years flew by. It started as a job and became a career, and it’s been a great one.

Steve Wheeler of APS will serve as the GPCC’s Chairman of the Board for 2010-2011.

What’s Next?

IMPACT: Todd, what do Steve and Pam add to the Chamber’s leadership?

TODD SANDERS: They bring a wealth of experience from two diverse industries - the banking side and one of Arizona's largest utilities. So they’re going to bring that experience to the board and help us plot our strategic direction for the next couple of years.

Todd Sanders succeeded Katie Pushor as the Chamber’s President & CEO in May 2009. www.phoenixchamber.com

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IMPACT: They represent two big corporations; can they be in touch with the small business owner?

TODD SANDERS: Not only do they have a sense of the small business owner, the board has it as well. We ensure that our board is representative of our Chamber, and that we're really in tune with small businesses in Arizona.

PAM CONBOY: First and foremost, in addition to helping our customers succeed, I have a passion for helping our communities be thriving and healthy communities. Working for a large company has its benefits. We also love small business. We know we need thriving communities for businesses to be successful and for communities to be successful we need thriving businesses. At Wells Fargo, we’re very focused on the small business owner.

STEVE WHEELER: The Chamber has big companies like ours, but really the bread and butter and the bulk of the membership is small businesses. They are a major part of the economic engine that drives the state and should drive the state. And I would say to that small business person, ‘That’s why you should be involved in the Chamber, because there’s strength in numbers that comes with the united effort of businesses that have common principles to advance the agenda that will help others.’

IMPACT: What are you going to try to accomplish over the next year as Chair?

STEVE WHEELER: Economic turmoil and what I would call the rancor and fractiousness of our public policy in our government are combining to make things worse for this state than either one standing alone. One of the things that I like about being in the Chamber and one

of the things that I hope we as a business community can do is help contribute to the economic resurgence of our state, but also to provide sort of civic leadership to the process of governing so that we have less rancor, less fractiousness and less partisanship in the decision making.

I think the business community has to do that. We need to encourage more business folks to get involved in civic leadership so that we can help our elected officials do their job and to work together rather than to work to either extreme.

IMPACT: Pam, how are you going to approach your year as ChairElect?

PAM CONBOY: I’m going to try to help Steve however I can, and get to know our board members and our members better. I plan to listen to them, understand their needs and find out what we can do to help them. I’ll be reaching out to other community leaders, understanding the needs of our communities and how we can help. So, really, a lot of listening, a lot of observing, a lot of asking questions and then bringing it back to the Executive Committee and seeing how we can have an impact.

IMPACT: Todd, Are you more comfortable now, after more than a year in the job?

TODD SANDERS: Yes, I’m getting there. I think the first year you have to kind of learn the ropes, and it’s all about understanding what the new job really is about and where you fit into the community. I really feel that the Chamber is in a solid place in the community as well as where we are as far as our strategic direction.

IMPACT: What is the biggest challenge the Chamber faces over the next year? What can the GPCC do for its members?

Outgoing Chair: “One of the Best Experiences I’ve Had.” Question: Was your year as Chair what you expected?

Answer: Two years ago, when I found out I'd be taking on this role, we all thought the economy would improve and things would turn around about the time I became Chair. Well, that didn't actually happen. The economy is still a challenge, and we've been trying to help businesses get through the immigration challenges and boycotts. But people really came together to try to figure out how to deal with it all.

Connie Perez of Advanced Reimbursement Management looks back on an eventful year as the Chamber’s Board Chair.

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www.phoenixchamber.com

TODD SANDERS: The recovery of our economy and how that happens. We have to make sure we’re able to drive our ship forward and help businesses survive and thrive.

PAM CONBOY: The Chamber brings so many valuable benefits to its members and the community at large. Networking, getting to know each other, programs and events for small and large businesses. The Chamber has to play an important role in the community, both from a legislative and an economic perspective.

STEVE WHEELER: I think it’s one of the fundamental, ongoing missions of the Chamber, and I think there’s an opportunity for us to do that effectively. One of the things that this time in our state’s cycle highlights is the debate between what role government should play and what role private enterprise should play. I happen to think that private enterprise needs to prosper and do more to deal with issues that government is currently dealing with. So, if we can rejuvenate our businesses, we can create more jobs and better jobs. We can increase state tax revenues. We can encourage private philanthropy. If we can get our economic engine going again through the private sector, I think we can increase the state’s prosperity.

Banking That Means Business With over 32 years in the Valley, we continue to actively lend* to businesses in our community.

Get Connected Greater Phoenix Chamber of Commerce www.phoenixchamber.com APS www.aps.com Wells Fargo www.wellsfargo.com Advanced Reimbursement Management www.advancedreimbursement.com

“ Q. You mentioned at the IMPACT Awards that they were the coolest part of the job. Why? A. Because it’s the small businesses that not only are the core of our Chamber, they’re the core of our economy, the ones out there creating the jobs. An event like that where they’re really recognized and people can see what others have done, it’s motivating, it kind of keeps people going and it’s fun to be a part of that.

Q. W hat are you most proud of?

A. F irst of all, the collaboration. We have really reached out and worked with other business organizations. Having Todd come on board and getting to work with him as he settled into his role. I'm very proud of his accomplishments.

Q. O verall, how would you describe the experience?

A. I t’s been one of the best experiences I’ve had. I’ve been able to meet people I never would have met, I’ve been exposed to issues and to different perspectives, and I’ve had a voice.

That’s why I wanted to get involved in the Chamber. It’s been a tremendous opportunity and a lot of fun.

As a Valley native, I’ve watched the Valley grow from farmland to mass transit and everything in between. Meridian enables me to empower my clients to shape the Valley for the next generation.

”

Kevin Wilde

vice President, Commercial Banking Call me directly at 602.636.5031

Meridian Bank.

We Mean Business. meridianbank.com *Subject to credit approval.

www.phoenixchamber.com

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Special Feature

Employee Wellness & the Bottom Line An Ounce of Prevention Can Be a Weight Off Your Budget

By Tom Trush

As employee healthcare becomes a bigger expense for more business owners, greater attention is being directed toward decreasing the need for care with prevention.

“With rising healthcare costs, the only way to reduce your employer contributions to premium is to affect your experience rate in a positive way,” said Richard Clarke, chief executive officer of Magellan Health Services of Arizona.

According to Clarke, mental health is a primary – and overlooked – factor in employee wellness, costing the American economy an estimated $113 billion each year. Mental health issues such as severe stress, depression and anxiety are also the second-leading cause of job absenteeism.

The key in addressing these problems, he said, is creating programs that “normalize” the ailments employees aren’t eager to discuss.

“If you’re not engaged in these kind of things in your (company) culture, it’s very difficult to come forward because the stigma says it must be something you’re doing – you’re not active enough, you’re not happy enough,” Clarke added.

Although change in mental health conditions don’t occur immediately, Clarke stressed programs that are part of an ongoing company culture do build morale and boost productivity.

Whether on the worksite or not, wellness is definitely the solution to healthcare cost problems, said Dick Hannon, vice president of marketing and provider affairs for Blue Cross Blue Shield of Arizona.

At the employer level, healthy employees require committed leadership and awareness.

“Costs come down to avoiding some of the problems we have,” he said. “Diabetes is so prevalent now, the real cost savings comes from identifying and preventing diabetes in the first place.”

Another struggle Hannon points to is reversing the mindset that employers should spend whatever it takes to keep an employee healthy, even when that person participates in harmful activities. In some cases, he said financial pain becomes necessary when encouraging involvement in wellness programs.

“One of the great drivers in participation is having differences in deductibles or premium contribution,” he added. “If you don’t participate, you have a higher contribution to premium than if you do participate.”

Ray Eveleth spent more than 20 years in the employee benefits industry, working with business executives to manage healthcare expenses. He says rising costs are a result of not addressing how much employees use their healthcare.

“You need to look at your behavior and how you lead your life because the way you use your healthcare plan drives the cost of your plan,” he emphasized. “Ultimately, it comes down to the bare basics – diet and exercise.”

“The way you use your healthcare plan drives the cost of your plan. Ultimately, it comes down to diet and exercise.”

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–Ray Eveleth, Arizona Fruit Co.

To encourage wellness in the workplace, Eveleth started Arizona Fruit Co. about a year and a half ago. He provides fresh fruit delivery to offices as an alternative to the usual vending machine options.

“The employers who do it are typically led by progressive leadership and HR benefits people who not only see this as an alternative to junk food, but a way to reshape the culture of diet and nutrition so that employees will bring (a healthy lifestyle) back to the home,” Eveleth said.

Get Connected Arizona Fruit Co. www.arizonafruitcompany.com Blue Cross Blue Shield of Arizona www.azblue.com Magellan Health Services of Arizona www.magellanofaz.com

www.phoenixchamber.com

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Member Experts

Ask Our Members Impact Magazine offers advice from our ‘Member Experts’ to improve your business.

Energy Efficiency

Q: How can I reduce my cooling costs this summer?

Information Technology

Q: I’ve heard a lot lately about unified communication. What is it, and how can it help my business?

A: There are several ways to lower your cooling costs during the summer. Since your AC represents one of your highest monthly energy costs, make sure it’s running efficiently with a check-up by an SRP Commercial Certified Contractor. And if it’s time to replace your AC with a new unit, SRP offers rebates for energy-smart upgrades on HVACs. It’s one of the best ways to maximize your savings. You can also install programmable thermostats that automatically adjust temperature settings based on the time of day and day of week, or simply set your temperature a few degrees higher during work hours. For more information on rebates and no-cost and low-cost solutions to better manage your cooling costs, visit savewithsrpbiz.com.

A: Unified communication (UC) integrates real-time communication (i.e. telephony and video conferencing) with non real-time communication (i.e. voicemail, email and fax), allowing end users to receive messages through different mediums than those on which they were sent. For example, if you send a voice message to an employee’s desk phone, that employee can access that message through their cell phone or email. UC solutions help employees within an organization to determine the most effective method to reach other colleagues and provide access to key decision makers within an organization. Utilizing UC technologies and applications, companies can increase productivity and lower out of pocket costs associated with communication.

Gary Thomas, SRP Business Account Manager savewithsrpbiz.com 602.955.7558

Bryan Colby, President bcolby@fincomm.net www.fincomm.net 480.635.3551

Marketing

Your Chamber

Q: What are some of the ways that businesses are getting a response to their marketing efforts?

A: Even in a down economy, the tactics remain the same. Many people feel like they need to simply offer discounts and “give away business.” Here are some hints: Create a message that speaks to your potential customers.

When a customer is reading your message, you want to keep in mind how they are reading it; where they are reading; what will strike them to remember it; and did you get your information across. Also, smart placement is key to making your marketing work. Determine your most niche marketplace that will hit your potential customers. Niche because you can be more relevant in your message and your costs will likely be less. Finally, frequency. Be consistent with where you place your message(s). Your clientele will see the credibility of this and you will be there when they need you.

Rick McCartney, Principal www.inmediacompany.com 480.588.9505

Q. I work with a lot of terrific business women. How can I see that they’re recognized for the great work they do?

A. Nominate any – or all! – of them for the annual ATHENA Awards.

Named after the Greek goddess of wisdom, strength, strategy and skill, ATHENA honors women who strive for the highest levels of professional accomplishments, excel in their chosen field and devote time and energy to their community. Three awards will be given out on October 20, to women in the private and public sectors and to a young professional between the ages of 21 and 35. The nomination deadline is Wednesday, July 14. Go to our website at www.phoenixchamber.com or contact me for a nomination form.

Katie Campana, Community Relations Director kcampana@phoenixchamber.com www.phoenixchamber.com 602.495.6480

See Ask Our Members each month in Impact Magazine. To participate in Ask Our Members, please contact our publisher at 480.588.9505.

The Q&A advice above is not intended to be specific to any particular individual or business. This information is content provided by each business participant and is not the advice of the publisher or the GPCC. Each space is a paid advertisement intended to solicit business.

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Events Calendar

Member Happenings

Ribbon Cuttings

How To

New Members

Event Spotlight

A Hot

Summer Month Cool Chamber Events in July

July will take the Valley Young Professionals out to the ballgame.

The Chamber gives you plenty of reasons to venture out in the heat of the summer with many fun and interesting events in the month of July.

The early-bird networker can make new business contacts or renew familiar ties at a Business For Breakfast event in Phoenix (July 7), Laveen (July 14) and Anthem (July 15). Bring your business cards and get your day off and running before the sun gets to full strength.

If you’re looking for after-hours excitement, the Downtown Phoenix: The Urban Heart of Arizona program continues at the Arizona Science Center on July 15. This series regularly spotlights the hidden gems of downtown and is a great chance for education and networking.

The Valley Young Professionals will “take it downtown” as well, as they take in the Diamondbacks/San Francisco Giants game July 22 from TGI Fridays Front Row Grill at Chase Field.

And new members can find out all about how to best take advantage of their Chamber experience at “Your Chamber is Your Goldmine” on July 21. Victoria Trafton of the Referral Institute explores all that Chamber membership has to offer in this fun, interactive presentation.

Check the calendar on pages 16-17 or online at www.phoenixchamber.com to find the July events that fit your schedule!

RSVP TODAY! Feel the pulse of the community at Downtown Phoenix: The Urban Heart of Arizona events.

Business for Breakfast events ilke this one are a great way to make new contacts.

Victoria Trafton's seminar on Chamber membership is as good as gold.

Find out more information and register for any or all of July’s Chamber events by visiting the events calendar at www.phoenixchamber.com!

Save The Date! Chamber Events and Programs SEPTEMBER 8

OCTOBER 28

Economic Outlook 2011 Arizona Biltmore Resort & Spa

ATHENA Awards Luncheon Arizona Biltmore Resort & Spa

www.phoenixchamber.com

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July 2010 Calendar of Events BUSINESS FOR BREAKFAST

IDEA EXCHANGES

Business for Breakfast events offer the early-bird networker an excellent opportunity to start their day by making valuable business contacts in an energetic atmosphere. Bring your business cards and get your day off and running!

These events, from roundtables to luncheons to special meetings, bring together like-minded business people for conversation, collaboration and education.

Expert speakers and interactive educational presentations add to the benefit of the gatherings..

Thu

8

wed

14

THU

22

ANTHEM 7 - 8 a.m.

Hampton Inn 42415 N. 41st Dr., Anthem 85086 ddrotar@phoenixchamber.com or 602.495.6483

tue

13

SOUTH MOUNTAIN/LAVEEN 7:15 - 8:30 a.m.

Bougainvillea Golf Club 5740 W. Baseline Rd., Laveen 85339 sglueck@phoenixchamber.com or 602.495.6469

thur

PARADISE VALLEY 7:15 - 8:30 a.m.

Paradise Valley Mall (Food Court) 4568 E. Cactus Road, Phoenix 85032 nostrofe@phoenixchamber.com or 602.495.2194

THUR

SUN

Monday

15

15

Wed

Your Chamber is Your Goldmine Speaker: Victoria Trafton, Referral Institute of Central AZ 11:15 a.m. - 1 p.m.

Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 nostrofe@phoenixchamber.com or 602.495.2194

21

Professional Women’s Roundtable Speaker: Pam Gaber, Gabriel’s Angels Topic: Resilience: Its Impact on Work/Life Balance 11:30 a.m. - 1 p.m.

Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 nostrofe@phoenixchamber.com or 602.495.2194

TUE

22

Valley Young Professionals - In Partnership with Generation United Arizona Diamondbacks game 5:30 - 6:40 p.m. (Game to follow) TGI Fridays Front Row Grill 401 E. Jefferson St. Phoenix, 85004 nostrofe@phoenixchamber.com or 602.495.2194

Downtown Phoenix: The Urban Heart of Arizona 5 - 7 p.m.

Arizona Science Center 600 E. Washington St. Phoenix 85004 nostrofe@phoenixchamber.com or 602.495.2194

WED

Hispanic Business Leadership Council’s “Bridging the Gap” Luncheon Topic: Social Media Mania Speaker: Tina Perez, Sitewire 11:30 a.m. – 1 p.m. $20 per person Hyatt Regency 122 N. 2nd St., Phoenix 85004 nostrofe@phoenixchamber.com or 602.495.2194

28

Back to Business Series Speaker: Cathleen Lease, Small Business Administration Topic: Is Securing Capital Key for Business Growth?

11:30 a.m. - 1 p.m.

Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 nostrofe@phoenixchamber.com or 602.495.2194

Tuesday

Wednesday

NOTE: The Phoenicians are on summer break.

Thursday

5

2

3

6

7

8 Anthem Business For Breakfast 7 - 8 a.m.

9

10

13 Professional Women’s

14 South Mountain/Laveen

15 Back to Business Series 11:30 a.m. - 1 p.m.

16

17

23

24

30

31

CHAMBER CLOSED FOR HOLIDAY

11

12

Roundtable 11:30 a.m. - 1 p.m.

Business for Breakfast 7:15 - 8:30 a.m.

Athena Nominations Deadline

18

19

Sat

1 Ambassadors Committee 7:30 - 8:30 a.m.

4

Friday

20

21 Your Chamber is Your

Goldmine 11:15 a.m. - 1 p.m.

Downtown Phoenix: The Urban Heart of Arizona 5 - 7 p.m.

22 Paradise Valley Business for Breakfast 7:15 - 8:30 a.m.

Valley Young Professionals - In partnership with Generation United 5:30 - 6:40 p.m. (Game to follow)

25

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27 Economic Development Committee 11 a.m. - 12 p.m.

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28 Bridging the Gap Luncheon 11:30 a.m. - 1 p.m.

29 Transp. Cmte. 3 - 5 p.m.

www.phoenixchamber.com

July 2010 Calendar of Events COMMITTEES

LEADS GROUPS

Chamber Members have the opportunity to take on leadership roles with important committees that contribute time and energy to enhance the Chamber’s programming. Committees meet regularly for the benefit of members, who come together to discuss important issues and remain connected to each other and to the Chamber.

Leads Groups are free referral/lead generation groups designed to enhance member businesses.

Membership is limited; only one person per industry in each group. Please view the rosters online at www. phoenixchamber.com to check availability or contact Debbie Drotar at ddrotar@phoenixchamber.com or 602.495.6483.

THUR

1

TUE

27

THUR

29

Ambassadors Committee 7:30 - 8:30 a.m. (meets every 1st Thurs.)

Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 nostrofe@phoenixchamber.com or 602.495.2194

Economic Development Committee 11 a.m. - 12 p.m.

Chamber Boardroom grushing@phoenixchamber.com 602.495.6497

Transportation Committee 3 - 5 p.m.

Chamber Boardroom grushing@phoenixchamber.com 602.495.6497

NORTH VALLEY Moon Valley Grill 15414 N. 7th Street, Phoenix 85022 Fridays, 7 a.m.

NORTHWEST VALLEY Deer Valley Airport Restaurant 702 W. Deer Valley Rd., Phoenix 85027 Thursdays, 7:30 a.m.

NORTHEAST VALLEY Stonecreek Golf Club 4435 E. Paradise Parkway S, Phoenix 85032 Tuesdays, 7:15 a.m.

SOUTHEAST VALLEY Mimi’s Cafe (@ Fiesta Mall) 1250 S. Alma School Rd., Mesa 85210 Fridays, 7:15 a.m.

SOUTH CENTRAL PHOENIX Raven Golf Club 3636 W. Baseline Rd., Laveen 85339 Wednesdays, 7:15 a.m.

CENTRAL VALLEY Scott’s Generations 5555 N. 7th St., Phoenix 85014 Wednesdays (except 1st Wednesday), 7:15 a.m.

BILTMORE AREA Frank & Albert’s (B2B Only) Arizona Biltmore Resoft & Spa 2400 E. Missouri Ave., Phoenix 85016 Thursdays, 11:15 a.m.

Chamber Highlight CAPITAL IDEAS Find Some at Back to Business Event

Cathleen Lease speaks at this month’s Back to Business event.

The Chamber’s popular “Back to Business” series continues this month, exploring a topic critical to small businesses, especially in the current economic climate.

Cathleen Lease, lender relations specialist with the United States Small Business Administration, presents “Is Securing Capital Key for Business Growth?” on Thursday, July 15 in the Chamber Boardroom.

Whether you’re starting or Get Connected expanding a business, it’s essential to find sufficient financing and Back to Business Series gain the knowledge and expertise Thursday, July 15 to manage it well. Ms. Lease will Speaker: Cathleen Lease, Small Business draw on more than 20 years of Administration experience with the SBA to help Topic: Is Securing Capital Key for Business you successfully navigate the many Growth? options available to you.

11:30 a.m. - 1 p.m.

The Back to Business Series Chamber Boardroom is included in your membership, 201 N. Central Ave., 27th Floor, Phoenix 85004 but space is limited, so please nostrofe@phoenixchamber.com or 602.495.2194 RSVP.

LOOKING FOR MORE INFO? Unless otherwise noted, all events are FREE to GPCC members. Remember, you can always find out more information on any event, including speaker bios, directions and program descriptions, at www.phoenixchamber.com. There you can also register for any event or contact us to get answers to any other questions you may have.

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Member Happenings Chamber members have the opportunity to attend numerous interesting and exciting events. From luncheons and mixers to expos and professional development sessions, they’re all part of the Chamber experience. Here’s a look at what your fellow members have been up to recently.

01

02

03

04

05

06

Phoenix Forum: Business Beyond Our Borders 01 | Kai Ryssdal, host of American Public Media’s Marketplace radio program, was the keynote speaker at the May 19 Phoenix Forum that shed light on expanding opportunities in international business.

02 | Thunderbird School of Global Management President Dr. Angel Cabrera (far right) was one of the experts who shared their expertise at breakout sessions focusing on trade with Mexico, Canada and nations around the globe. See more from Dr. Cabrera and Kai Ryssdal on our YouTube channel at www.youtube.com/phoenixchamber.

Hispanic Business Leadership Council’s “Bridging the Gap” Luncheon 03 | Victor Vidales, CEO of RE/MAX New Heights Realty and the 2010 IMPACT Business of the Year Award recipient, spoke to the HBLC on May 26 about his vision for the revitalization of South Phoenix.

Valley Young Professionals 04 | These up-and-coming business people took in the Valley Young Professionals presentation by Loretta Love Huff of Emerald Harvest Consulting, LLC on May 25.

“When ‘Off With Their Heads’ Won’t Work” offered tactics for getting past conflicts in life and at work.

Golf Shootout at South Mountain 05 | Chamber members and guests who were longing to work on their short games had the chance to do that and more at the May 4 Golf Shootout at South Mountain.

06 | Vistal Golf Club at 701 E. Thunderbird Trail in

07

Phoenix was the picturesque scene for the annual event that raised money for the Girl Scouts and South Mountain Community College (see page 28 for details).

South Mountain/Laveen After 5 Mixer 07 | After-hours networking with a southern flair was the order of the day on May 20th at Gallaghers. The Chamber has networking events like this one throughout the Valley on a regular basis. Check the calendar on page 16 for the next one near you!

08

Downtown Phoenix: The Urban Heart of Arizona 08 | The Chamber’s Joni Petty (left) met up with Christina Wagner of KFNX and Kathy Tremonto from ADT Studio at the Downtown Phoenix: The Urban Heart of Arizona mixer on May 13 at Brockway House at 506 E. Portland Street.

Dozens of downtown denizens were delighted with the developments.

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Buchalter Nemer Providing legal services to businesses of all sizes for six decades, locally, regionally and nationally

In Arizona, please contact:

Paul M. Weiser, Esq. Managing Partner 480.383.1800 | www.buchalter.com

Los Angeles

Orange County

San Francisco

Scottsdale

Benefits to Business What are the benefits to the business and its owners when a buy-sell arrangement is established?

Most business owners can’t imagine the day when they will be unable to participate in their business.

However, that day arrives sooner or later, and business owners need to plan for the continuation of the business to protect wealth and determine ongoing control. Without proper planning, death, disability, or retirement can create chaos for all parties involved. However, a well-written buy-sell agreement paired with life insurance policies can help make the transition more tolerable.

The following are some of the benefits that a well-drafted buy-sell agreement funded with life insurance can provide to the parties to the arrangement: • Unwanted parties are prevented from acquiring an ownership interest.

• A market for the owner’s interest is created.

• An independent mechanism is provided for determining a price or pricing formula for the business interest, decreasing the potential for disputes.

• The family of a deceased owner is ensured that they will receive cash for estate liquidity, survivors’ income, or other family needs.

For more information about how a buy-sell agreement can benefit your business, call Margaret.

Growing and Protecting Your Wealth®

Margaret Ann Kurtz CLU, CLTC, LUTCF Agent The Prudential Insurance Company of America (602) 667-4712 www.prudential.com/us/m.a.kurtz margaret.kurtz@prudential.com

Life Insurance is issued by The Prudential Insurance Company of America and its affiliates. Neither Prudential, its affiliates, nor their licensed financial professionals render legal, accounting or tax services or advice. Such services should be provided by the business owner’s own advisors. Accordingly, any information in this document cannot be used by any taxpayer for purposes of avoiding penalties under the Internal Revenue Code.

Securities and Insurance Products: Not Insured by FDIC or Any Federal Government Agency.

May Lose Value. Not a Deposit of or Guaranteed by Any Bank or Bank Affiliate.

Prudential, Prudential Financial, the Rock logo, and the Rock Prudential logo are registered service marks of The Prudential Insurance Company of America and its affiliates. ©2010 The Prudential Insurance Company of America, 751 Broad Street, Newark, NJ 07102-3777.

0175285-00001-00 Ed. 03/10

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Ribbon Cuttings

How To: Value Your Business For Sale

Contact us if you are celebrating a grand opening, anniversary or relocation at 602.495.2194.

South side residents have a new State Farm agent as MARTHA BUETI INSURANCE AGENCY has opened at 2445 E. Baseline Road, Suite 140 in Phoenix. + www.marthabueti.com

HDE AGENCY, a full-service advertising agency, moved into their new office space at 22 E. Victory Street in Phoenix. + www.hdeagency.com

Jim Vaccaro of Sunbelt Business Brokers

By Lori K. Baker When Phoenix-area corporate giants announce layoffs, few owners of small and medium-sized businesses recognize the hidden opportunity. “There are many ‘corporate refugees’ who are now looking for businesses to purchase,” says Jim Vaccaro, agent with Sunbelt Business Brokers.

But here’s the catch: To successfully sell a business, the first thing the owner must know is its fair market value, a concept not everyone grasps.

“Fair market value is not how much you need to retire. It’s not how much you need to pay off business loans or compensation for how hard you’ve worked,” Vaccaro says. He offers these four tips for determining your company’s fair market value: G et your records in order. Gather payroll tax returns, W-2s issued, bank statements, lease/rent agreements for equipment and offices, tax returns and financial statements from a three-to-five year span. “Incomplete records immediately destroy trust for the buyer,” says Vaccaro, who adds the end result is often a reduced sale price. nD o your homework. Find out what similar businesses in your area have sold for. “The most accurate information I’ve found comes from trade associations,” Vaccaro says. n Take a look at other factors that impact your business’ market value: whether a management team is in place, business systems, sales profitability and history and facility appearance.

All can either add to or subtract from your business’ fair market value. n Tap into the expertise of a business broker, attorney and CPA. n

Get Connected

MDS FINANCIAL is a new local CPA firm specializing in translating financial statements into plain English. They’re at 3114 Captain Dreyfus Avenue in Phoenix. + www.mdsfin.com

OLYMPIAN WORLDWIDE MOVING AND STORAGE has a new agency agreement and affiliation with Allied Van Lines, Inc. Owner Tom Davidson and his crew held a ribbon cutting at 2225 S. 43rd Avenue, Suite 2 in Phoenix to celebrate. + www.moveolympian.com Even though they’re all (green) thumbs, TEACH ME FLORAL DESIGN’s team was able to wield those big scissors for their ribbon cutting. They offer group classes that teach people to create exceptional flower arrangements. + (623) 326-6359

The folks at SERVICEMASTER ALL CARE RESTORATION made sure everything was sparkling clean for their ribbon cutting at 8701 N. 78th Avenue in Peoria. + www.phoenixservicemaster.com

Sunbelt Business Brokers www.sunbeltnetwork.com/office/PHOENAZ001

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Welcome New Members We welcome these businesses who have seen the benefit of becoming a part of our Chamber.

Chiropractors Wellness In Motion, Inc. 15414 N. 7th St., Ste. 4 Phoenix, AZ 85022 (602) 863-4252 www.wellness-in-motion.com Computer and Office Machine Repair and Maintenance

Employment Placement Agencies - Full Service Staffing/Temporary DSC Staffing Solutions 2741 W. Southern Ave., Ste. 19 Tempe, AZ 85282 (602) 535-1294 www.weemploy4u.com Energy Conservation

ACME Computer Services 3142 W. Sharon Ave. Phoenix, AZ 85029 (602) 448-7531 www.acmecomputerservices.net

EnerNOC 16663 S. 21st St. Phoenix, AZ 85048 (602) 510-7601 www.enernoc.com

Consulting Services

Environmental Consulting Services

DLT Consultants 1929 E. Krista Way Tempe, AZ 85284 (480) 250-5738 www.dltconsultants.com Consulting Services Advisors/Business/Personal Elements Business Solutions LLC 44 W. Monroe St., Ste. 1406 Phoenix, AZ 85003 (888) 223-2293 www.elements-global.com Consulting Services Coaching/Networking CEO Focus of Arizona 687 W. Carob Pl. Chandler, AZ 85248 (480) 399-6013 www.ceofocus.com/phoenix2.htm Contractors - General Local Work Marketing 21602 N. 2nd Ave., Ste. 5 Phoenix, AZ 85027 (623) 266-2726 www.localwork.com Data Processing, Hosting, and Related Services Document Imaging Pacific Data Centers 3612 W. Dunlap Ave., Ste. K Phoenix, AZ 85051 (602) 230-1144 www.pdc-us.com

Soilworks LLC 2450 S. Gilbert Rd., Ste. 210 Chandler, AZ 85286 (480) 289-3203 www.soilworks.com Environmental Services The GreenEdge Group 34522 N. Scottsdale Rd., Ste. D7-620 Scottsdale, AZ 85266 (480) 488-9449 www.thegreenedgegroup.com Veolia Environmental Services 9131 E. 96th Ave. Henderson, CO 80640 (303) 884-4541 www.veoliaes-ts.com Highway, Street, and Bridge Construction Arizona Asphalt, Inc. 430 W. Warner Rd., Ste. 119 Tempe, AZ 85284 (480) 777-2468 www.arizonaasphalt.com Hotels, Motels and Resorts Holiday Inn Phoenix Downtown North 212 W. Osborn Rd. Phoenix, AZ 85013 (602) 595-4444 www.holidayinn.com/hotels/us/en/ phxos/hoteldetail

Lexington Hotel Central Phoenix 1100 N. Central Ave. Phoenix, AZ 85004 (602) 252-2100 www.lexingtonhotels.com Information Technology American Technology Specialists 574 E. Alamo Dr., Ste. 50 Chandler, AZ 85225 (480) 491-1400 www.technologyspec.com Insurance Agencies and Brokerages Colonial Life 8521 E. McDowell Rd., Unit 155 Scottsdale, AZ 85257 (602) 505-3249 www.coloniallife.com Janitorial Services Arizona Final Clean 7335 E. Acoma Dr., Ste. 102 Scottsdale, AZ 85308 (480) 609-3921 www.arizonafinalclean.com Legal Services Pre-Paid Legal Services 4609 N. 21st Ave. Phoenix, AZ 85015 (602) 549-8886 Pre-Paid Legal Services, Inc. 1735 W. Dion Dr. Anthem, AZ 85086 (480) 329-4879 www.thebjmgroup.com Manufacturing Systems Integrators, LLC 23630 N. 35th Dr., Ste. 1 Glendale, AZ 85310 (623) 434-3136 www.systemsintegrators.com Moving and Relocation Supplies and Service Discount Moving & Transport, LLC 15740 N. 83rd Ave. Peoria, AZ 85382 (623) 824-6873 www.moveandtransport.com

Moving and Relocation Supplies and Service - Storage Berger Transfer & Storage 3326 E. Weir Ave. Phoenix, AZ 85040 (602) 254-7181 www.bergerallied.com Non - Profit Organizations Health/Education City of Hope 6245 N. 24th Pkwy., Ste. 110 Phoenix, AZ 85016 (602) 340-8871 www.cityofhope.org Pest Control and Exterminating Services Truly Nolen 3230 E. Union Hills Rd., Ste. 100 Phoenix, AZ 85050 (602) 923-1519 www.trulynolen.com Printing Services R & R Images, Inc. 3602 E. La Salle St. Phoenix, AZ 85040 (602) 437-4545 www.randrimages.com Professional Services - Business Brokers Murphy Business & Financial Brokerage 2266 S. Dobson Rd., Ste. 245 Mesa, AZ 85202 (480) 820-5591 www.murphybusiness.com Public Relations Agencies Lobbyists Veridus 343 W. Roosevelt St. Phoenix, AZ 85003 (602) 229-1129 www.veridusaz.com Public Relations Agencies Political Consultants Coleman, Dahm & Associates 4715 N. 32nd St., Ste. 107 Phoenix, AZ 85018 (602) 955-2186 www.colemandahm.com www.phoenixchamber.com

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Welcome New Members

PASSIONATE ABOUT YOUR

PROFITABILITY.

Real Estate Agents and Brokers

Retail Stores

West USA Realty Revelation Carlos Cicero 15241 S. 30th St. Phoenix, AZ 85048 (480) 695-3930 www.westusarevelation.com

Hobby Lobby 4095 S. Gilbert, Ste. 106 Gilbert, AZ 85297 (480) 855-5109 www.hobbylobby.com

Real Estate Agents and Brokers Residential Gayle Henderson PC, Affiliated w/ Re/max Excalibur 8510 E. Shea Blvd., Ste. 100 Scottsdale, AZ 85260 (480) 355-3524 www.azmovingplan.com Re/Max Sonoran Hills 34225 N. 27th Dr., Bldg. 5, Ste. 138 Phoenix, AZ 85085 (623) 445-9751 www.sonoranproperties.com At Holmes Murphy, we think providing you with innovative answers to the ever-increasing challenge of rising healthcare costs is one of the most important things we can do to affect your company. That’s why we take the time to get to know your company’s challenges and consult with you to provide the highest-quality, lowest-cost solutions — tailored especially for your business.

If you are looking for an advisor who understands the complexities of Employee Benefits and a partner who helps you develop the right financial solutions, call Holmes Murphy — the nation’s 24th-largest* broker.

We’re for you.

14850 N. Scottsdale Road Suite 280 Scottsdale, AZ 85254 480-951-1776 | 877-951-1776 holmesmurphy.com DES MOINES | CEDAR RAPIDS | DAllAS DAvENPORt | DENvER | KANSAS CIty | MADISON OKlAhOMA CIty | OMAhA | PEORIA

Nestle Waters Mercado Del Aqua 5419 S. Central Ave. Phoenix, AZ 85040 (602) 276-0199 www.nestlewaters.com Security Guards and Patrol Services Shepherd Security Services, Inc. PO Box 73136 Phoenix, AZ 85050 (602) 380-9200 www.shepsecurity.com Security Systems and Services

Top100AnthemHomes.com 3048 W. Morse Ct. Anthem, AZ 85086 (602) 399-3002 www.anthemcityguide.com Religious Organizations

Sonoran Professional Services, Inc. 2708 E. Jones Ave. Phoenix, AZ 85040 (602) 323-0454 www.sonoranservices.com Traffic Control Solutions

Cross of Christ Church 39808 N. Gavilan Peak Pkwy.

Anthem, AZ 85086 (623) 551-9857 www.anthemcross.org

Redflex Traffic Systems, Inc. 23751 N. 23rd Ave., Ste. 150 Phoenix, AZ 85085 (623) 207-2000 www.redflex.com

Restaurants - Catering

Vending Machine Operators

Bluewater Grill 1720 E. Camelback Rd. Phoenix, AZ 85016 (602) 277-3474 www.bluewatergrill.com

ACE Vending, Inc. 635 W. Elliot Rd. Tempe, AZ 85284 (602) 453-0304 www.acevending.net

Mimi’s Cafe 7450 W. Bell Rd. Glendale, AZ 85308 (623) 979-4500 www.mimis.com The House at the Secret Garden, LLC 1090 W. 5th St. Tempe, AZ 85281 (602) 290-3300

SCOttSDAlE | SIOux FAllS | St. lOuIS

Learn more about how Holmes Murphy will be a trusted advocate for you — visit holmesmurphy.com. © 2010 Holmes Murphy & Associates 22

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* Business Insurance, July 2009

www.phoenixchamber.com

Smart Growth

Look Local Community Banks Lend a Hand to Growing Businesses

MarCom Corner Your Answers to Marketing & Communication

Topic: Joining Social Media & Email Marketing Strategies Online marketing requires a multichannel approach to be effective. A strong email marketing campaign and a well-built social media presence can be a big step to gaining loyal consumers and brand ambassadors. Effectively tie together your social media and email marketing strategies with these tips from Matthew Clyde, president and chief strategist at ideas*Collide.

By Kevin Sellers, First Fidelity Bank

n Cross

If the community banking industry hosted an episode of “MythBusters,” the first myth to tackle is that banks currently aren’t lending and aren’t willing to help small businesses grow.

Banks have been painted as greedy, ill-managed institutions that took taxpayers’ money and are hoarding it for their own benefit. In reality, most Valley community banks can and will lend to small and medium-sized businesses seeking credit.

Rising unemployment, a sharp decline in gross domestic product and general fiscal uncertainty in 2009 forced businesses to put expansion plans on hold, cut capital spending and reduce payrolls. The silver lining is this: 2010 is a good time for business owners to take advantage of market conditions.

How can banks help? A community bank’s primary objective is to help small and medium-sized businesses achieve higher levels of growth and profitability.

Community bankers can personally know and understand clients’ business and suggest ways to improve the bottom line.

They now offer cash management services allowing clients to scan and electronically deposit checks right from their offices, and can provide many intangible benefits like customized credit and cash management solutions, greater flexibility and faster response to credit applications.

Many credit-worthy businesses are understandably exercising caution and

deferring expansion plans, but others are positioned to take advantage of market conditions. Lower commercial real estate values create opportunities to purchase or construct owner-occupied commercial buildings that previously might have been unaffordable. Other fixed assets - equipment and vehicles or even whole businesses - may be priced attractively. Finally, short-term and long-term interest rates are quite low. These realities translate into lower debt service, and the SBA 504 program allows business owners to purchase assets with as little as 10% equity and debt priced at long-term fixed interest rates.

Community banks also offer conventional and SBA 7(a) loans to fund seasonal or permanent working capital or business acquisitions.

For many small and mid-sized businesses, a community bank is an excellent partner.

For more insight into how your business can grow in a challenging economy, contact your community bank and speak to a commercial relationship manager.

Get Connected First Fidelity Bank www.ffb.com

Promotion: Ensure that anyone receiving an email from your company is also receiving an invitation to connect on a social network. Also, feature the same promotions and content on your social networks that you do within your emails and invite fans/followers to sign up.

n Leverage

the Engaged Fan: One of the most important components to email marketing is communicating your message to the engaged consumer/client. Social media is the perfect place to find that engaged user, as they are already following or are a fan of your business. Think about creating a tab on Facebook or providing a link on Twitter so that fans and followers can easily sign up for your emails.

n Entice

Your Audience: Entice consumers receiving your emails to connect with your business via social media by offering them a special fanonly promotion. Create an exclusive rate for social media fans and promote that within emails. Or entice social media fans to sign up for your e-newsletter to receive special deals.

Creating a strong presence online requires a multitude of strategies. Taking a multichannel approach to marketing will only help your company succeed.

Get Connected ideas*collide www.ideascollide.com

www.phoenixchamber.com

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Money Matters

Sales IQ Topic: Generate Your Own Referrals

Avoid These Business Scams Be Alert, Be Safe

By Christina Estes

Referrals are a great way to get business, but how can you get more of them?

Richard Petzmeier, sales director with SCAN Health Plan Arizona, says the answer is in the question.

True sales professionals have a knack for producing extra sales through selfgenerated referrals. How do they seem to get what their less-successful counterparts simply cannot? It’s simple: they ask!

The true art comes in knowing how to ask. If you speak with a customer to whom you recently sold a product or service, ask “Now that you see how valuable this service or product is to you, can you give me any suggestions on how I could get this product in front of other people?”

Or “Who do you know that should hear about this product or service?” Regardless of the specific words, the point is to ask.

You never know who a customer knows or what good advice they can offer. After all, they are seeing your product or service through the eyes of the end user, and that’s the most important perspective.

What if you didn’t make the sale, should you ask then? Of course! After all, you’ve just given the most valuable thing you have: your time. After giving a good presentation you have earned the right to ask for a referral.

Not asking for referrals is like winking at someone in a dark movie theater: you may know what you’re doing but nobody else has a clue. So, starting today, make this “ask” a part of every sales call and you will see results.

Get Connected SCAN Health Plan Arizona www.scanhealthplan.com

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It’s that time of year. According to the Better Business Bureau of Central, Northern and Western Arizona, Yellow Pages billing scams are making the rounds again.

“What these scammers are counting on are people being too busy to notice they’re being tricked into paying a debt they don’t owe,” says Vice President of Communications Felicia N. Thompson.

Some fake billings can total more than $500.

If a company refuses to pay, the scammer sometimes threatens legal action. Some business owners simply pay to eliminate the harassment.

The Better Business Bureau offers tips to avoid paying for unordered goods and services: • Assign designated buyers and document purchases.

• Verify that the merchandise matches your purchase order.

• Train your staff on how to respond to unsolicited phone, fax or email offers.

Con artists also rely on emails and advertisements touting “investments” with little or no risk. When considering investing, the Arizona Attorney General’s Office suggests the following: • Research the business.

• Meet personally with company representatives and verify the actual earning potential.

If you purchase a business opportunity, carefully evaluate all upgrades and enhancements. Be prepared to cut your losses.

• Never invest more than you can afford to lose.

•

HOW TO REPORT SCAMS n Alert

the Federal Trade Commission at www.ftc.gov or call 877.382.4357 n File a complaint with the Arizona Attorney General at www.azag.gov or call 602.542.5763 n Contact the Better Business Bureau at www.arizonabbb.org or call 602.264.1721 n Forward questionable emails to the company in question as well as to the FTC at spam@uce.gov.

Get Connected Better Business Bureau of Central, Northern and Western Arizona www.arizonabbb.org Arizona Attorney General www.azag.gov

Safety First A successful safety program can protect your employees and safeguard your bottom line.

Here are a few dollars-and-sense reasons to get involved with the Chamber’s Safety Program, in partnership with SCF Arizona: Arizona recently announced a $7.5 million dividend payout for 2009 for qualified policyholders. This marks the 39th straight year SCF Arizona will be able to reward safe customers with dividends based on their annual premiums and record of workplace injury claims. n In addition to premium discounts, businesses that obtain their statemandated worker’s compensation coverage through SCF Arizona and also enroll in the Chamber’s safety program

are eligible for bonus safety dividends if our group losses are kept low. n SCF Arizona offers a safety program template you can customize to meet your own needs and stay current with OSHA regulations.

n SCF

Even if you don’t currently use SCF Arizona for your worker’s compensation coverage, it’s easy to get a quote by calling their Quick Quote line at (888) 706-4070.

Get Connected Ron McElhaney (602) 495-6486 rmcelhaney@phoenixchamber.com SCF Arizona www.scfaz.com

www.phoenixchamber.com

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Arizona in Focus Spotlighting the Chamber’s Legislative Advocacy and Economic Development Efforts

pac P AC man MAN Moody Leads Chamber’s Political Action Committee

An important election season is nearly upon us, and the Greater Phoenix Chamber of Commerce’s Political Action Committee will once again be critical in supporting pro-business candidates for office.

John Moody, an attorney with LaSota & Peters, PLC, serves as the PAC’s chairman.

His busy practice focuses on governmental and legislative affairs, as well as media and constitutional law, public records and public access laws, environmental, education, business and professional regulation, public finance, banking, administrative and regulatory law. A former Deputy Maricopa County Attorney, he

Cox Communications’ Susan Anable serves as Chair of the Chamber’s Public Affairs Committee.

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prosecuted felony criminal cases, and was solely responsible for prosecution of the Trial Group’s FBI Bank Fraud Task Force cases The PAC has achieved "Super PAC" status, an elite distinction allowing it to drastically increase support of pro-business candidates.

But to maintain this important designation, we need your help. For a contribution as small as $10, you can help the GPCC PAC retain its Super PAC status and invest in pro-business leaders.

Donate to the PAC at www.phoenixchamber. com/PAC, or by contacting Gabriel Rushing at grushing@phoenixchamber.com or 602.495.6497.

Also providing continuity to the GPCC’s legislative efforts is Susan Anable, who continues as chair of the Public Affairs Committee. The Director of Public Affairs for Cox Communications Arizona, she has won numerous company and industry awards for government relations and public affairs activities.

“Who the citizens of Arizona elect to office and the laws that legislators create have a significant impact on every facet of the business community,” said Michelle Bolton, the Chamber’s Vice President of Public Affairs & Economic Development. “Because of the effect, it’s extremely important that our members remain vigilant in supporting candidates who reinforce pro-business policies such as job creation, low and efficient regulations, and economic stability.”

“When you mix their leadership skills with their political savvy and legislative know-how, Susan and John make a formidable team,”

John Moody is Chair of the Chamber’s Super PAC.

Bolton continued. “The Chamber is fortunate to have them at the Public Affairs helm, helping to build consensus among the members and chart the political and legislative waters.”

Looking Ahead The PAC will announce its endorsements later this summer for the August 24 Primary Election and this fall for the November 2 General Election Also this fall, the 2011 Public Affairs Agenda, outlining the Chamber’s objectives for the coming year, will be available.

Get Connected Greater Phoenix Chamber of Commerce Public Affairs (602) 495-6497 www.phoenixchamber.com/publicaffairs www.phoenixchamber.com

Business Bios

Sense of Security

Benson benefits from diverse products and recurring revenue streams

By Stephanie Conner For Benson Systems, security is about more than home alarms, flood­ lights and lawn signs. The company installs and services a variety of systems ranging from fire alarms, sprinklers and video surveillance cameras to high-tech card-access and biometric systems. (Those aren’t just in movies anymore — Benson installs systems that use thumbprints and handprints or voice waves to confirm and identity and grant access.)

“We’re not just a mom-and-pop security company,” says Marketing Director Peter Hudson.

Based in Gilbert, Benson’s 40 service trucks cover a large area beyond the Valley. “We go border to border in Arizona; we have completed installations across the U.S., and we have gone as far away as Guam for an installation,” Hudson says.

Owner Shawn Benson started the company in his garage in 1986, and it’s grown steadily since then. Today, Benson Systems employs more than 80 people and works with organizations like Arizona State University, TGen, Maricopa County, PetSmart, Marriott Hotels, the Montelucia Resort and many others. In fact, the company’s client list numbers more than 10,000.

Benson Systems also helps businesses lower their energy bills with a service called Green Systems Integration. Clients can schedule an “energy audit” and then Benson Systems installs automated temperature and lighting controls to minimize wasteful — and costly — energy usage.

Like many companies, Benson Systems has experienced setbacks in the past couple of years, including wage cuts and layoffs. But its diverse services and revenue model have positioned it to thrive.

Benson Systems offers a wide range of services for more than 10,000 clients.

“A lot of security companies have gone under,” Hudson says. “What has helped us is that we have very good recurring revenue streams.”

He suggests that other companies examine their own business models for opportunities to create recurring revenue. “Build something so that you can collect monthly revenue and you’re not always having to generate new sales,” Hudson explains. “We’re flying right now. We’re working to position ourselves so that when the market does turn, we’ll be at the top.”

Get Connected Benson Systems www.bensonsys.com

Ship For Sure Global Company Finds Smooth Sailing in Valley

By Kay Sperduti

When APL Limited was looking to set up its Americas regional headquarters, they wanted a good talent pool, strong educational resources, good quality of life and a welcoming business environment.

According to Gene Seroka, APL Americas president, they found everything they wanted and more in the greater Phoenix area.

“When we opened our regional office last September, more than 30 percent of our 300-plus work force was hired locally,” Seroka said. “As we move nearer to our one-year anniversary, the decision to move here is enforced every day. We’ve been gratified by the warm welcome we’ve received from both business and governmental leaders and the skill set of those who’ve joined our team.”

An industry leader in container transport, APL partners with some of the top brands around the world. They are a wholly-owned subsidiary of Singapore-based Neptune Orient Lines, a global transportation and logistics company engaged in shipping and related businesses. Their expertise in negotiating the complex global marketplace helps customers grow their businesses.

The Americas headquarters, located near Scottsdale and Thunderbird Roads, houses senior executives along with operations, sales, logistics and intermodal transport functions. APL is the fourth-

Containerships like the APL New York (shown here passing under New Jersey’s Bayonne Bridge) are the backbone of APL Limited’s business.

largest container shipping company in the world. Their sister company, APL Logistics, manages supply chains for multi-national corporations.

Seroka anticipates continued growth. “Our business relies on finding the right people to lead our clients and our company into the future. We’ve been adding people since we opened in September.

We have room to expand and fully anticipate our growth to continue significantly through local hires. The greater Phoenix area continues to prove to be a good choice for us!”

Get Connected APL Limited www.apl.com

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Business Bios

Fit to Print Member Finds Sustainable Solutions

By Christia Gibbons As Frank Gaspari sees it, “Companies are either green or they’re not.”

“Office products throw off more carbon emissions than anything else in the office,” says Gaspari, CEO of FlexPrint Inc., a managed print service headquartered in Phoenix with customers in 48 states.

“Over time, I've seen the evolution of inoffice printing, and it's more printing,” Gaspari says. Gaspari readily shares these stats: n More than 3 million printed pages are created every minute in corporate America. n 20 percent of those are thrown away within 10 minutes. n It takes 13 ounces of water to make one sheet of paper. n It takes one tree to make about 8,300 sheets of paper.

Just last year, Flexprint cut 20 percent of a $1 million outlay in all things related to documents for a national retail company. Flexprint comes into a mid- to large-sized company and sizes up the number of printers, copiers, fax machines, supplies and parts that feed these devices, then finds ways to eliminate unnecessary printing.

Gaspari attributes the company’s success to its business model and “unbelievable staff of employees.” The business, founded in 2005, doubled in size between 2007 and 2008, and grew by 40 percent the first quarter this year compared to the first quarter last year.

The biggest challenges are the “margin pressures” that come with a growing industry.

“Too many unsophisticated, undercapitalized competitors are driving down the price a little,” Garpari says. Still, a $2 billion industry in 2005 should be $25 billion by 2013, Gaspari says.

“Internal document output is one of the last unaudited parts of a business.”

Flexprint CEO Frank Gaspari says the proof is in the pages.

Get Connected Flexprint www.flexprint.com

Greater: PHX News & Notes From Around The Valley The Sixth Annual Golf Shootout at South Mountain May 4 helped raise $3,000 to benefit the Girl Scouts Summer Camp Program at Camp Sombrero and the South Mountain Community College Scholarship Program. Hosted by the South Mountain/Laveen Chamber of Commerce, the event (of which you can see photos on page 18) featured 72 players on 18 teams representing businesses and non-profit organizations from South Mountain and the Laveen Villages.

The U.S. Veterans Initiative Team won first place in the Men’s division in the four-person scramble and the South Mountain-Laveen Festival Inc. team won Women’s division.

ALSO: Glendale-based Invader Pest Management has earned two recent distinctions: QualityPro designation (meaning they’ve taken extraordinary steps to ensure customer satisfaction) and QualityPro Schools designation (signifying their expertise in managing pests in schools in a careful and environmentally responsible way). ChandlerGilbert Community College has a new president, as Dr. Linda Lujan was approved by the District Governing Board May 25. Dr. Lujan becomes CGCC’s third president after serving as its interim president. She was previously Vice President for Academic Affairs at South Mountain Community College.

South Mountain/Laveen Chamber Executive Director Steve Glueck presented a check for $3,000, representing the proceeds from the May 4 Golf Shootout to South Mountain Community College Vice President Dr. Joyce Elsner.

Get Connected South Mountain/Laveen Chamber of Commerce www.phoenixchamber.com

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Girl Scouts Arizona Cactus-Pine Council www.girlscoutsaz.org

Invader Pest Management www.invader.net

Gilbert-Chandler Community College www.cgc.maricopa.edu

www.phoenixchamber.com

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A R I Z O N A’ S P R I VAT E U N I V E R S I T Y S I N C E 1 9 4 9 Get started today! Call or visit: 877-319-3244 | www.gcu.edu/impact Grand Canyon University is regionally accredited by the Higher Learning Commission of the North Central Association of Colleges and Schools. (800-621-7440; http://www.ncahlc.org/ ).

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First Person Profile The Valley’s business community has a story to tell. We asked them to do just that.

“Until you actually have breast cancer, it’s different…”

I

“I’m a very empathetic type of person. I was always very much into doing mammography and helping women. But until I was diagnosed with breast cancer (six years ago), it was different. Even though you can feel for the women going through it, until you actually have it and feel that lump in your throat and that fear, it’s different.

I can remind the patient I know what they’re going through. When you can see their anxiety level go down and their shoulders relax a little bit, that’s an amazing thing. Hopefully they

know that we’re here for them.

Breast centers diagnose you - that’s their job. In designing this center, the goal was that we change the way things are done in Arizona.

We don’t want breast cancer centers to be just diagnosis centers anymore. We want them to help guide the patient, and I think that’s what we’re accomplishing.

I believe we’re getting closer to a cure.

We’ve partnered with TGen (the Translational Genomics Research Institute) to start a tumor bank so we can look for genetic tumor

Have An Inspirational Story To Tell?

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‘markers’ for earlier diagnosis. Even ten years ago, not every surgeon would agree on what was cancer. The people who’ve done it for a long time, we can actually see the changes.”

Sherry Gage Breast Cancer Survivor Director John C. Lincoln Breast Health and Research Center www.jcl.com/content/breasthealth/

Let us know about it. Send your ideas to editor@phoenixchambermagazine.com. www.phoenixchamber.com

To invest in my dreams. To give it everything I have. To inspire people every day.

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