Impact Magazine March 2009 by InMedia

Business Travel

Tips to Save Time & Money

Spring Training

Sales IQ

A Hit in the Valley

Managing Your Sales Staff

Greater Phoenix Chamber Of Commerce

mar.09

Landing

Big One the

How Your Small Business

Can Reel In Big Accounts

Member News Calendar of Events Capitol Update

board of directors EXECUTIVE COMMITTEE Chairman Andy McCain Vice President & CFO Hensley & Company Immediate Past Chairman J. Stephen “Steve” Rizley Sr. Vice President & General Manager Cox Communications CHAIR-ELECT & VICE CHAIR ECONOMIC DEVELOPMENT Connie Perez Chief Executive Officer Advanced Reimbursement Management Legal Counsel Anne Kleindienst Fennemore Craig, P.C. Secretary Treasurer Mark Peterson President & CEO UMB, Arizona Vice Chair – PCCD Patricia Lee Refo Attorney Snell & Wilmer Vice Chair Small Business Susan Williams President HR Choice VICE CHAIR Public Affairs Richard “Dick” Foreman Manager of Public Affairs Southwest Gas Corporation VICE CHAIR Community Events Kathryn Murphy President & CEO Corning Gilbert, Inc. VICE CHAIR MEMBER BENEFITS Gil Valadez Managing Director of Sales and Financial Planning Operations Prudential

Aiming High I know it’s hard to resist the temptation to pull back and not take chances in the midst of an economic downturn. I hope you’ll draw inspiration from this month’s issue, however, and realize that every challenge presents opportunities. Our cover story is about small companies that went after big accounts and reeled them in. Their approaches varied, but they all represent a can-do attitude that will be essential for us to survive and even thrive in the months ahead. It’s also Spring, and that means the renewal of a Valley tradition stretching back more than 60 years. Baseball returns this month, with 14 teams playing games throughout the area that bring thrills to fans and much-needed revenue to our state. You can read about how it all began and what the future might hold for the Cactus League. Finally, I hope you’ll join us on Wednesday, March 11 for Phoenix Mayor Phil Gordon’s “State of the City” address. The last year has seen many positive accomplishments; the year ahead presents many challenges. Mayor Gordon will talk about both in a presentation that you won’t want to miss. Register today at www.phoenixchamber.com.

Katie Pushor President & CEO Greater Phoenix Chamber of Commerce

Vice Chair MEMBERSHIP Rick Johnson Principal/Owner Executive Forums VICE CHAIR Audit and Governance Mike Bontrager SW Business Unit President The Weitz Company VICE CHAIR Human Resources David Bruno Vice Chairman/Managing Partner DHR International Executive Committee Members at Large Derrick M. Hall President Arizona Diamondbacks Peter Hayes Manager of Public Affairs SRP Pam Conboy Arizona Regional President Wells Fargo Bank Mr. Steve Wheeler Executive Vice President, Customer Service & Regulation Arizona Public Service Company Richard S. Parker Vice President Sundt Construction Corp.

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

March Bulletin Two great publications are now one and it’s coming your way this month. Members will soon be receiving Greater Phoenix: The Ultimate Guide to Living and Doing Business Here – 2009, combining the best of our annual membership directory and lifestyle guide. All the useful features you’ve enjoyed in these two books over the years are now contained in one easy-touse guide: a complete directory of every Chamber member (alphabetically and by category), Chamber history and information, community profiles and information on life in the Valley that new and longtime residents alike will enjoy and use. You’ll want to keep this handy guide close by to refer to throughout the year, and you’ll also be able to access it online. Look for this informative and useful volume in your mailbox this month!

Get Connected Greater Phoenix: The Ultimate Guide to Living and Doing Business Here – 2009 www.phoenixchamber.com

www.phoenixchamber.com

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Contents

Get up | Get out | Connect

march | 09

Rick McCartney | Publisher Media Publishers Group, Llc rmccartney@phoenixchambermagazine.com Jody Ryan | Editor-In-Chief Greater Phoenix Chamber jryan@phoenixchamber.com Kenn Tomasch | Editor Greater Phoenix Chamber ktomasch@phoenixchamber.com Robyn Mackelprang | Editorial Assistant Greater Phoenix Chamber rmackelprang@phoenixchamber.com Robin Cook, Christina Estes, Sandy Des Georges, David Lucas, Kay Sperduti, Tom Trush | Contributing Writers Dan Vermillion, Lauren Miller, Angela Cook, Kenn Tomasch | Photography

Stephen Gamble | Graphic Design

Reeling ‘Em In

Louise Ferrari | Operations Manager

Jim Marzola of AbilityCRM, Amy Halm of Chickbait and Steve Roberts of New Angle Media describe their successful fishing expeditions in our cover story.

Dee Dee Hixson, Doug Thomas, Cami Shore Account Executives

Katie Pushor | President & CEO kspushor@phoenixchamber.com

Features 08 | Landing the Big One

Thinking big has brought huge results for some small Chamber businesses. Find out how they landed big accounts that helped grow their business. By David Lucas

11 | Spring Training: A Hit in the Valley

15 | Event Spotlight Phoenix Mayor Phil Gordon delivers his annual “State of the City” address on March 11. By Kenn Tomasch

With a long tradition and growing lineup, exhibition baseball continues to score with fans and local businesses. By Kenn Tomasch

SAVE THIS DATE

Departments 06 Member News News, Notables & Updates

24 Money Matters Business Travel Tips That Save Time & Money

13 Ask Our Members

26 Capitol Voice

Good Advice From Great Members

Stimulating!

23 S mart Growth Making Internships Work For Both Sides

In Like a Lion

18 Member Happenings Busy Bodies

News & Notes From Around the Valley

30 First Person I Love Arizona Because…

27 Pro: Files Community Bank

www.phoenixchamber.com

20 Ribbon Cuttings

21 New Members

Choicest Cuts

20 How To: Avoid Email Overload

WWW.PHOENIXCHAMBER.COM

This means Additional information is available online.

On The Cover: The subjects of our cover story are shipshape as they discuss the techniques that landed big accounts for their small businesses. Go behind the scenes of the cover shoot at www.phoenixchamber.com. Thanks to MarineMax in Tempe. Photo by Dan Vermillion.

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Todd Sanders | V. P., Public Affairs tsanders@phoenixchamber.com 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@mpgcompany.com www.mediapublishersgroup.com

Arizona Universities Network

Member Resources 16 E vents Calendar

28 Greater: PHX

Ron Mcelhaney | V. P. rmcelhaney@phoenixchamber.com

Greater Phoenix Chamber of Commerce Impact Magazine is published monthly by Media Publishers Group, 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 Media Publishers Group, P.O. Box 32055, Phoenix, AZ 85064 or call (480) 588-9505. ©Copyright 2009, Media Publishers Group, LLC. All rights reserved. Media Publishers Group 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

Working hard to keep you safe SCF Arizona cares about Arizona workers and is your partner in workplace safety. Put us to work for you.

3030 N. 3rd Street, Phoenix, AZ 85012 602.631.2000 www.scfaz.com

BACKTOBUSINESS 2009 Series

It’s time to turn your back on the bad news of ‘08 and look forward to ‘09 so you can get back to business! The Greater Phoenix Chamber of Commerce is offering a four-part series designed to provide Valley business owners with solutions to critical business issues. Location: Chamber Boardroom 201 N. Central Ave. 27th ﬂoor, Phoenix 85004

How to Write Winning Proposals March 13th 8:30 a.m. - 11:30 a.m. Learn the approach, tools, and strategies you need to land government-ﬁnanced projects.

Options to Finance Your Business March 18th 11:00 a.m. - 1:00 p.m. Discover new ways to secure capital in a tight market.

To RSVP for the seminar you can’t afford to miss, please visit www.phoenixchamber.com. Seminars are free to Chamber members.

www.phoenixchamber.com

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

Image Is Everything Rob Seaver is the new Vice President of Strategic Marketing at R and R Images, Inc. He will be responsibile for all activities related to conceptualizing and implementing market strategy and achieving marketing targets. Seaver has been involved in the graphic arts and mail production community for more than 15 years. + www.randrimages.com

Star Performer

These dedicated Chamber members worked together to help those less fortunate.

Taking The Lead The Chamber’s Northwest Valley/Hometown Buffet leads club, raised and donated $500 to St. Mary’s Food Bank at the holidays. The group is one of eight collections of non-competing businesses who share leads and referrals. They meet every Wednesday (except the first Wednesday) at 7:30 a.m. at the Hometown Buffet at 2730 W. Bell Road in Phoenix.

+ www.phoenixchamber.com Many Pieces of Flair Marketing with a Flair is celebrating its tenth anniversary with an re-designed Web site, an award and a new staffer. Kimberly Cawthon has joined the Glendale-based firm and will coordinate publicity plans, lend assistance to interactive services and support advertising and marketing efforts. The agency has also received its second Davey award for excellence in advertising and creative design. + www.marketingwithaflair.com

Standing Pat Patrick J. McGroder III of Gallagher & Kennedy, P.A. has been named to Lawdragon’s 500 Leading Lawyers in America. The only Phoenix lawyer to be included on this list, McGroder practices catastrophic personal injury and wrongful death trial litigation. More than 15,000 attorneys were nominated by their peers for the honor. + www.gknet.com

Promotional Consideration Beth Harmon-Vaughan, managing director of Gensler Phoenix, has been promoted to principal. Firmwide, Gensler recently appointed 13 Julie Hutchison principals, 53 senior associates and 149 associates. Promotions are made on an annual basis in recognition of outstanding client service, innovation, contribution to the Gensler

organization, and community participation. New Gensler Associates in the Phoenix office are Markus Hering, Assoc. AIA, LEED-AP, Julie Hutchison, IIDA, LEED-AP, Lynn Newhall, AIA, LEED-AP, Jay Silverberg, AIA and David Vagg, AIA. + www.gensler.com

Bank On It Western National Bank has been named 2008 Bank of the Year by Business Development Finance Corporation (BDFC) for being the top producer of SBA 504 loans in Arizona. The bank Kyler Keinholz had previously received similar accolades from Southwestern Business Financing Corporation (SWBFC). Also, the bank’s assistant president, Kyler Keinholz, earned recognition from the BDFC as the 2008 Banker of the Year. + www.wnbank.com

Board Bound Ruben Alvarez, co-founder and managing partner of the Molera Alvarez Group, has joined the Board of Directors of the Desert Mountain States Chapter of the Leukemia & Lymphoma Society. A former top staff member to two state governors, Alvarez will work to establish and maintain cooperative working relationship with representatives of community, business and public interest groups. + www.lls.org

William G. Gregory has joined Micro-Tronics, Inc. as Vice President of Business Development. The former US Air Force pilot and NASA astronaut is an award-winning William G. sales and marketing performer, Gregory having twice been named “Top Performer” during his nine-year career at Honeywell’s Defense and Space Business. + www.micro-tronics.com

Professional Recognition Rob Martensen, SIOR, CCIM, vice president-industrial properties for Colliers International, has achieved the prestigious SIOR Industrial Rob Martensen Specialist designation awarded by the Society of Industrial and Office Realtors®, an international association of professional commercial real estate brokers. + www.colliers.com

Banking On A New VP Tracy Rutkowski is the new Vice President and Branch Manager of Community Bancorp’s Central Phoenix Branch. + www.communitybankaz.com

NBA All-Stars rode the rails in February.

Starring Roles Valley Metro wrapped two of its light rail trains in ads promoting the 2009 NBA All-Star Game, which was held Feb. 15 at US Airways Arena in downtown Phoenix. After originally shunning advertising on its trains, Valley Metro allowed the pair of NBA-themed trains, featuring six NBA players, from Jan. 26 to Feb. 16. + www.metrolightrail.org

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How Your Small Business Can Reel In Big Accounts

AbilityCRM’s Jim Marzola believes that contacts are key.

e live in a time and a place where the once lowly Arizona Cardinals can play in the Super Bowl, enterprising entrepreneurs can go from rags to riches and upstart companies can land giant accounts through persistence and talent. The latter occurs regularly in the Valley as small firms, representing a diverse cross-section of the economy, land the Big One. In the case of ChickBait, a one-woman Phoenix company marketing jewelry made from fishing lures, this is one time the little guy literally landed the big fish. Using an innovative product, endless tenacity, and a bit of cunning, Amy Halm reeled in her biggest account: Bass Pro Shops. “I went on their Web site and found instructions for how to become a vendor and began go through those channels and hit a dead end,” Halm says. She instinctively knew Bass Pro would be an ideal store in which to sell her jewelry, especially when store managers continually visited her booth at the International Sportsmen’s Expo in Glendale. Despite some attempts by managers to put her in touch with corporate buyers, their interest in ChickBait was only marginal. Her only hope appeared to be getting some face time with company executives who were scheduled to attend the grand opening of Bass Pro’s Mesa store. Halm’s plan was to show up at the grand opening with friends and relatives decked out in ChickBait gear. When they arrived, however, they were confronted by a mob of thousands. “I said I’m not giving up,” Halm relates. “I said to my folks, ‘We have to find Johnny Morris, the CEO, and at least let him see our earrings and shirts.’” Despite the large crowd, Halm managed to weave her way behind Morris, and at an opportune time caught his eye. “I had four seconds to do my elevator pitch,” Halm recalls. She had the foresight to research the CEO and his company’s history, so when she got his attention, she said, “Mr. Morris, you know how when you were a kid you begged your dad for one little shelf in his store so you could sell your bass lures? I want one little shelf in your store.” Impressed by this upstart, Morris introduced Halm to several Bass Pro executives. Eventually she had to call on a buyer at the company’s headquarters in Missouri, who liked ChickBait’s products, packaging and branding. Following months of pursuit, Halm finally got her products on the shelves of six Bass Pro Shops. The Right Fit Finding the right fit for your product or service is half the battle in winning a large account. That happened when Steve Roberts, a partner with Phoenix-based marketing firm New Angle Media, came up with an idea for a brief online technical seminar—or webinar—that might be of

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P h o t o s

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interest to an audience that could only dedicate limited time to online learning. He just needed the right client. So he approached Hearst Media with the idea of publishing a tech webinar that would run under 15 minutes on the Internet. “Hearst Media had a focus on serving electrical engineers with print publications and online tools, but they had no Web seminar services,” Roberts says. “So I pitched it to them and they loved the idea.” Hearst surveyed its audience and found out engineers were indeed interested in short Web seminars. That engagement started more than two years ago. Now New Angle – with its nine employees - is a preferred vendor working on its fourth large project for the client. An Inside Job Roberts formerly worked for Avnet, which became New Angle’s first large client. Since he had contacts at the company, it was easier to win the account, although he still had to demonstrate his firm’s ability to handle the work. It pays to have contacts within a target company, as many small firms discover. AbilityCRM, which markets customer relationship management software, was able to hook a major contract last year from Best Western International’s Design and Supply department partly through work the company completed for another hotel division. “It helped us understand the Best Western culture,” says Jim Marzola, company president. Marzola estimates that 70 to 80 percent of the capabilities Best Western needed already resided in the AbilityCRM product, so the company was able to offer the software at a lower cost than its competitor. AbilityCRM, which has just seven full-time employees, competed for the contract with Oracle/PeopleSoft, a large software developer with nearly 75,000 employees. When you don’t have a contact inside the target company, there are other ways to make a connection. Marzola recommends finding a “coach” who may work for a related company or an outside consultant and will back the smaller firm’s abilities. “If no one will fight for you, then it’s easy (for the client) to say they are too small,” Marzola says. A coach who advocates for the untried company can help convince a potential client to give the candidate a fighting chance. Building Networks The key to catching large accounts is in relationship building through networking. “If you’re going to be in a small business, you’re always networking and building relationships,” Roberts says. There are new electronic tools as well as tried-and-true organizations available to build a network. Both Marzola and Roberts recommend a social network like LinkedIn, a business-oriented social networking site where professionals can create profiles and link up with others in similar fields. “Using those friends and contacts can help you open doors,” Roberts says. Roberts suggests joining associations or non-profits, getting on boards and building relationships so you’re calling on people you know and they don’t view it as a cold call.

Chickbait’s Amy Halm won’t take no for an answer.

Photos shot on location at MarineMax, Tempe www.phoenixchamber.com

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Don’t overlook the tools the Greater Phoenix Chamber of Commerce has to offer. “Look to leverage what is going on at the Chamber,” Marzola advises. When he and a partner purchased AbilityCRM in 2007, they decided it was a good strategy to hook up with the Chamber. “As we realigned the company, part of that was to establish better relationships with the Chamber.” To net the big fish, the small business must have a strong belief in its capabilities and think big. As Marzola says: “They’re going to buy from somebody, why not us?” If you have the confidence to approach a potential client and demonstrate creativity and competency after winning the contract, the customer will feel positive in recommending your services to another subsidiary or supplier. “You definitely have to have a team of rock stars who are going to back up what you make commitments for,” Roberts says. “That’s how you get proved within organizations, and they’re going to open doors to other departments or even refer you to other clients. The big thing my team does is provide great customer service.” Even when you land the big one, there are still more fish in the sea. ChickBait is represented in over 35 fly shops and other stores in 15 states and Canada. Ironically, Halm still does not have a little shelf in Bass Pro’s Mesa store. But she knows persistence pays and she won’t stop trying to catch on. Get Connected

Building relationships has helped Steve Roberts of New Angle Media build his business.

AbilityCRM www.AbilityCRM.com ChickBait www.ChickBait.com New Angle Media www.newanglemedia.com

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Special Feature

Spring Training: A Hit In The Valley Play Ball! Is Big Business By Kenn Tomasch

For the first several decades that Major League Baseball teams held their preseason workouts in Arizona, spring training was just a chance to work out the kinks. These days, it’s a chance for teams and communities in the Valley to rake in big bucks. What began with a double (just two teams, the then-New York Giants and Cleveland Indians began training in Phoenix and Tucson, respectively, in 1947) has become an economic home run. A 2007 study commissioned by the Cactus League estimated an impact of more than $237 million in Maricopa County from that year’s spring training game attendees. Valley municipalities have taken notice. Glendale, Goodyear, Surprise, Peoria, Scottsdale and Phoenix have built new facilities or renovated existing ones in the last 10 years thanks to more than $68 million in funds from the Arizona Sports and Tourism Authority. “Like everything, professional sports have certainly got their hands into all the different outlets and vehicles for making money,” said Steve Dodenhoff, CEO of Syntellect and a member of the Scottsdale Charros, who promote Spring Training and contribute proceeds to area charities. “It used to be, you’d just go to see the Cubs and walk around on the field, and now it’s serious stuff. It’s big dollars.” It’s also a big opportunity for area companies to move dealmaking off the course and into the grandstand. “The venues have been enhanced so much, there’s so much more opportunity to entertain customers,” Dodenhoff noted. “It’s a great opportunity to take somebody for an afternoon, and it’s more economical than golf that time of year.” For most of the 1970s and 1980s, Arizona hosted just seven teams for spring training: the Chicago Cubs (Scottsdale, then Mesa), Milwaukee Brewers (Tempe, Sun City, Chandler), Oakland A’s (Mesa, Scottsdale, Phoenix), San Diego Padres (Yuma), Seattle Mariners (Tempe), Giants (Phoenix, Scottsdale) and Indians (Tucson). When the Cincinnati Reds shift their spring base to Goodyear in 2010, the Cactus League will have 15 teams – as many as Florida’s formerly dominant Grapefruit League. Then-Governor Rose Mofford saw the potential of Spring Training as an economic engine when she created the Arizona Baseball Commission in 1990 to attract and keep teams in the state. That prescience paid off, with the Cactus League more than doubling in size. Now organizations like the Charros work creatively to continue to sell the experience in a challenging economic climate. “Some of the baseball parks have some of these all-inclusive or VIP sections, where it’s an escalated price, but the food and beverage and everything is included,” Dodenhoff said. “They’re creating different environments, such as a no-alcohol section that’s just for families. “From early on, the term ‘VIP section’ was there, but compared to what we’re doing today, it’s VIP on steroids,” he joked. Any “performance enhancers” like those probably won’t trigger an investigation, but are likely to continue providing the Valley’s economy with big hits for years to come.

The August, 1946 issue of Whither Phoenix announced the Giants and Indians would return to the state in 1947 for Spring Training.

Get Connected Cactus League www.cactusleague.com Scottsdale Charros www.charros.com Syntellect www.syntellect.com

A record 1.3 million fans attended Cactus League games in 2008.

Arizona Sports and Tourism Authority www.az-sta.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.

Business Banking

Business Financing

Q: The financial crisis has made it almost impossible to secure a bank loan, even with good credit. Where else can a business owner turn for funding to keep cash flow to continue operations?

Q: Are credit unions a safe place for a business to bank? A: Absolutely. Just like banks, credit union accounts are federally insured to at least $250,000 by the National Credit Union Administration (NCUA), a U.S. Government Agency, and backed by the full faith and credit of the United States Government. Additionally, credit unions have not received any TARP money from the U.S. Government. Credit unions are a safe place for business accounts. Also, credit unions are still lending and have money to loan. Visit www.FirstCU.net to learn more how your business could benefit from “banking” at a credit union.

A: One option, many are unaware of is factoring. Factoring can provide immediate cash by advancing against invoices. Factors make funding decisions based on the creditworthiness of your customers; while a bank makes credit decisions based on a company’s financial history, cash flow and collateral. Most importantly, funding decisions are made in days or hours-while banks can take months. If your company provides goods or services to other businesses or government agencies, factoring may be a financing option for you to explore.

Carolyn Cameron, Vice President of Business Development Carolyn@FirstCU.net www.FirstCU.net 480.786.2608

Executive Search

Robyn Barrett, Managing Member robyn@factors-southwest.com www.factors-southwest.com 480.947.9340

Healthcare

I N T E R N AT I O N A L

Q: How do I justify the cost of utilizing a retained search firm during these economic times? A: Financial capital and human capital go hand in hand in creating a successful company of any size, especially in these economic times. In order for a company to attain its strategic objectives it needs to always be ready to do strategic hires. Always get the right people on the bus. Retained search firms have guarantees on their placements, most for at least a year. DHR International guarantees for two years. As your partner in the search process, we sign a non-disclosure agreement so that we may review your business plans to best understand the open position description. We invite you to meet with DHR International to review your human capital needs as you would your banker to review your financial capital needs. David Bruno, Vice Chairman / Managing Director dbruno@dhrinternational.com 602.992.7810 ext. 100

Healthcare Solutions Centers, LLC Q: Why should my company have an on-site healthcare clinic when we offer our employees healthcare insurance? A: On-site clinics will compliment your healthcare insurance as well as decrease your company’s overall healthcare cost. Each clinic is tailored to your company’s needs. Our clinics will dramatically decrease claims by keeping healthcare on-site. Our practitioners are not paid by the visit. Our NP’s will spend quality time in diagnosing your employees’ condition, and they go the extra mile to make sure that your employee will receive quality care as well as generic medications. Our practitioners will not order unnecessary tests that may lead to delayed diagnosis or inappropriate treatment. With an on-site clinic our NP’s are your advocate in the neverending battle against rising healthcare costs. Frances J. Ducar, FNP-C, MSN, Owner frances@hcsonsite.com www.hcsonsite.com 602.424.2101

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.

www.phoenixchamber.com

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Member Experts

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

Legal

Insurance

Q: How can my organization use employee benefits to attract the best and brightest to our team? A: In today’s competitive employment market, savvy employers know the importance of offering comprehensive Employee Benefits. Yet rising costs and media commotion have directed most attention to healthcare insurance and wellness programs. Meanwhile, on the sidelines sits an often-overlooked employee recruitment and retention solution: voluntary benefits. A wellintegrated voluntary benefits component complements the core package of Employee Benefits by offering additional, optional coverage through payroll deduction – additional customized benefits that are key for those who have specific needs. Although the individual pays for voluntary benefits, having them available through the employer contributes to employee satisfaction. Jeffrey Kirke, Vice President jkirke@holmesmurphy.com 480.951.4889

Marketing & Advertising

Q: Should small businesses cut their marketing and advertising budgets like many of the large companies do in these economic times?

A: Definitely not. Bigger companies have larger budgets, name recognition and multi-faceted campaigns. When they decide to cut, they are literally downsizing – not completely eliminating their exposure. Small businesses should be focused on niche marketing to reach their customers. Small businesses are often overlooked, so to keep your name and services in front of your potential clients is a necessity in a time of economic downturn. Your competition may be absent, so you should not be.

Rick McCartney, Principal www.mediapublishersgroup.com 480.588.9505

Q: I am a small business owner forced to lay off some of my employees due to the economic downturn. Do I need to comply with the WARN Act? A: Probably not. The Worker Adjustment and Retraining Notification (“WARN”) Act, which requires employers to provide notice 60 days in advance of covered plant closings and mass layoffs, applies to employers with 100 or more employees. A “plant closing” occurs if an employment site will be shutdown resulting in an employment loss affecting at least 50 employees. A “mass layoff” occurs if an employer lays off 500 or more workers at a single site of employment during a 30-day period, or lays off 50-499 workers constituting 33% of the employer’s total active workforce. Always check with employment counsel when planning a layoff. Carolann Cervetti Bullock cbullock@rcalaw.com www.rcalaw.com 602.440.4828

Your Chamber

Q: With credit so tight these days, what alternatives do I have to finance my business?

A: There are many new ways to secure capital in a tight market, and you can find out about them at the next installment of the Chamber’s Back To Business 2009 Series. “Options to Finance Your Business,” on Wednesday, March 18 in the GPCC Boardroom, will show you some ways you may not have thought of to get that much-needed capital. It’s included in your Chamber membership, but please RSVP at www.phoenixchamber.com.

Norma Macias, Business Services Director www.phoenixchamber.com 602.495.6484

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Resources G R E AT E R P H O E N I X C H A M B E R M E M B E R

Events Calendar

Member Happenings

Ribbon Cuttings

How To

New Members

Mayor Phil Gordon’s State of the City address is an annual highlight for anyone interested in the future of Phoenix.

Event Spotlight

State of the City Address & Luncheon March 11 Don’t Miss the Mayor! In the little more than five years since he became the 51st Mayor of Phoenix, Phil Gordon has overseen tremendous growth and expanded the City’s horizons while revitalizing its downtown core. On March 11 at the Sheraton Phoenix Downtown Hotel, Mayor Gordon will reflect on recent accomplishments and look ahead to challenges and opportunities in his annual “State of the City” address. Among other topics, the second-term leader will discuss the recentlysigned economic stimulus plan and its effect on the city’s future. Jobs are also a hot topic, and Mayor Gordon will talk about job creation and plans to navigate the challenging times that lie ahead for us all. Elected officials and City Council members will also be on hand to network with attendees. The event, which will also offer a chance to explore the brand-new Sheraton Phoenix Downtown, is one you won’t want to miss.

RSVP TODAY! MAYOR’S STATE OF THE CITY ADDRESS & LUNCHEON

SAVE THIS DATE

Wednesday, Mar. 11 11:00 a.m. Registration 11:30 a.m. – 1:00 p.m. Lunch & Program

Sheraton Downtown Phoenix Hotel 340 N. 3rd Street, Phoenix 85004 Just east of Van Buren & Central or Van Buren & 1st Ave. light rail stops Individual Tickets: Chamber members $65, non-members $80. Table of 10: Chamber members: $750, non-members: $900 Register at www.phoenixchamber.com

Save The Date! Chamber Events and Programs MAR. 3

mar. 18

MAR. 27

Disney Keys to Excellence Mesa Community College, Mesa

Back To Business: Options to Finance Your Business Chamber Boardroom

The Stimulus Plan: What does it mean for Arizona business? Arizona Biltmore Resort & Spa www.phoenixchamber.com

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March 2009 Calendar of Events BUSINESS FOR BREAKFAST

THUR

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! WED

WED

THUR

TUES

PHOENIX 7:15- 8:30 a.m. Intercontinental Montelucia Resort and Spa 4949 E. Lincoln, Paradise Valley 85253 mlaw@phoenixchamber.com or 602.495.6461 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

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.

WED

Deer Valley 7:15 – 9 a.m. Speaker: 2020 Report, with Chris Keeley and Skip Rimza Country Inn & Suites By Carlson 20221 North 29th Avenue, Phoenix 85027 Sponsored by Country Inn & Suites mlaw@phoenixchamber.com or 602.495.6461

Sun 1

Monday 2

TUE

Green Roundtable Topic: Quality Jobs through the Renewable Energy Industry Facilitator: Barry Broome, President & CEO, Greater Phoenix Economic Council 7:30 - 9 a.m. Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 lmiller@phoenixchamber.com or 602.495.2194

wed

Back to Business 2009: Options to Finance Your Business 11:30 a.m. - 1 p.m. Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 nmacias@phoenixchamber.com or 602.495.6484

IDEA EXCHANGES

TUE

ANTHEM 7 - 8 a.m. Hampton Inn 42415 N. 41st Dr., Anthem 85086 ddrotar@phoenixchamber.com or 602.495.6483

PHOENIX 7:15- 8:30 a.m. KTVK Channel 3 Studios 5555 N. 7th Ave., Phoenix 85013 Mail to: mlaw@phoenixchamber.com or 602.495.6461

Professional Women’s Roundtable Topic: Communicating with the Media Using PR Speaker: Ania Kubicki, Angles PR 11:30 a.m. - 1 p.m. Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 lmiller@phoenixchamber.com or 602.495.2194 Phoenicians Luncheon Speaker: Ted Simons, Host of Horizon 11:15 a.m. - 1 p.m. Arizona Country Club 5563 E. Orange Blossom, Phoenix 85018 Membership Required Committee | First time guests permitted for $25. RSVP Required nmacias@phoenixchamber.com, llamorder@phoenixchamber.com or 602.495.2195

TueSday

WedneSday

wed

thur

Hispanic Business Leadership Council’s “Bridging the Gap” Luncheon Topic: Global Entrepreneurship and Business Diplomacy Speaker: Dr. Angel Cabrera, President, Thunderbird School of Global Management 11:30 a.m. - 1 p.m. Arizona Club - Chase Tower $20 includes lunch. 201 N. Central Ave., 37 Floor, Phoenix, 85004 mlaw@phoenixchamber.com or 602.495.6461 Under 40 Roundtable Topic: Buying Local Speaker: Kimber Lanning, Local First Arizona Facilitator: Shaun Breese, Urban Cookies 5:30 – 7 p.m. Practical Art 5070 N. Central Ave., Phoenix 85012 lmiller@phoenixchamber.com or 602.495.2194

ThurSday

Friday

SaT

Chamber at Anthem Business for Breakfast 7 – 8 a.m.

Public Affairs Committee Noon - 1:30 p.m.

Professional Women’s Roundtable. 11:30 a.m.- 1 p.m.

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

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

Phoenicians Luncheon 11:15 a.m. - 1 p.m.

10 Green Roundtable 7:30 – 9 a.m.

11 South Mountain/ Laveen Business for Breakfast 7:15 - 8:30 a.m.

Mayor’s State of the City Address & Luncheon 11 a.m. - 1 p.m.

Deer Valley Business for Breakfast 7:15 - 9 a.m.

Member Open House 8-9 a.m.

Downtown Phoenix: It’s Happening! After Five Mixer 5 - 7 p.m.

Hispanic Leadership Council’s “Bridging the Gap” Luncheon 11: 30 a.m. – 1 p.m.

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

Public Affairs Committee Noon - 1:30 p.m.

Options to Finance Your Business 11:30 a.m. - 1 p.m.

Under 40 Roundtable 5:30 - 7 p.m.

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The Stimulus Plan Time TBA

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www.phoenixchamber.com www.phoenixchamber.com

March 2009 Calendar of Events COMMITTEES

GET ORIENTED

SPECIAL EVENTs

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.

Okay, you’ve joined the Chamber. Now what? Find out how to make the most of your membership at regular orientation events. Members who have joined the Chamber in the last six months are welcome to attend.

The Chamber offers numerous special events throughout the year. From luncheons to business expos to legislative events, these get-togethers serve to enlighten, educate or entertain while connecting the membership.

THUR

fri

13 27

Ambassador Committee 7:30 - 8:30 a.m. (meets every 1st Thurs.) Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 mlaw@phoenixchamber.com or 602.495.6461 Public Affairs Committee Noon - 1:30 p.m. Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 grushing@phoenixchamber.com or 602.495.6497

AFTER 5 MIXERS After 5 Mixers provide the perfect ending to the business day and let you make new contacts or renew familiar ones in a relaxed, informal atmosphere. tue

Semi-Annual Mix it Up Mixer with the Greater Phoenix Convention and Visitor’s Bureau and Downtown Phoenix : It’s Happening! 5-7 p.m. Arizona Center 400 E. Van Buren, Ste. 450. One Arizona Center Tower Phoenix. mlaw@phoenixchamber.com or 602.495.6461

wed

Member Open House 8 – 9 a.m. Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 mlaw@phoenixchamber.com or 602.495.6461

LEADS CLUBS Leads Clubs 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 at www.phoenixchamber.com to check availability or contact Debbie Drotar at ddrotar@phoenixchamber.com or (602) 495-6483.

WED

11 FRI

Mayor’s State of the City Address & Luncheon 11 a.m. – 1 p. m. Sheraton Downtown Phoenix Hotel 340 N. 3rd Street, Phoenix 85004 The Stimulus Plan: What Does It Mean for Arizona Business? TBD Arizona Biltmore Resort & Spa 2440 E. Missouri Ave. Phoenix 85016

NORTH VALLEY The Black Bear 2410 W. Bell Rd., Phoenix Fridays, 7 a.m.

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

NORTHWEST VALLEY Deer Valley Airport Restaurant 702 W. Deer Valley Rd., Phoenix 85027 Thursdays, 8 a.m.

SOUTHWEST VALLEY Raven Golf Club 3636 E. Baseline Rd., Phoenix Wednesdays, 7:15 a.m.

NORTHEAST VALLEY Paradise Bakery 21001 N. Tatum Blvd. Ste. 48-1520, Phoenix 85050 Tuesdays, 7:30 a.m.

CENTRAL VALLEY Radisson Phoenix City Center 360 N. 2nd Ave., Phoenix Wednesdays (except 1st Wednesday) 7:15 a.m.

Half Moon Sports Grill (B2B Only) 2121 E. Highland Ave., Phoenix 1st/3rd Wednesday, 11:30 a.m. 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.

Chamber Highlight

Ambassador of the Year Barbara Hasham Earns Honor

All of the Chamber’s Ambassadors do a wonderful job making our members feel welcome at events throughout the year, but only one can earn the coveted Randy Dickinson Ambassador of the Year Award. Barbara Hasham of Tees And More in Gilbert is this year’s recipient. Like the award’s namesake, Hasham is known for her enthusiasm and sunny disposition. “I can always count on Barbara to be at every event with a smile on her face,” offered GPCC Member Services Coordinator Marissa Law. “She has an immense knowledge of the Chamber, and is always willing to help welcome our members, whether they have just recently joined, or are one of our regulars. Barbara is a great asset to the Ambassador Committee, and the Chamber as a whole.” “I’m thrilled, it really makes me feel great,” said Hasham. “I try to tell people how great the Greater Phoenix Chamber is, I always have and I always will. And this is the best committee, with great camaraderie, wonderful people and you make great relationships.” Randy Dickinson was a Chamber Ambassador who passed away in 2005, and his fellow Ambassadors select the annual winner in his honor. Other finalists this year were Jennie Heal of Exclusively Auctions AZ, LLC and Ken Speer of Anna Banana Realty. Ambassadors are business professionals who act as representatives of the Chamber, serve as greeters, facilitate

2009 Ambassador of the Year Barbara Hasham (center) with 2008 winner Susie Hudson of Bekins/Olympian Worldwide Moving & Storage and the December 2008 Ambassador of the Month Omar Foster of AT&T Mobility.

networking, and encourage participation. They assist with registration at networking events, contact members to share business experiences, encourage participation and represent the Chamber at grand openings and ribbon-cutting ceremonies. Get involved with the Ambassadors! The committee meets on the first Thursday of each month from 7:30 - 8: 30 a.m. in the Chamber’s boardroom. Get Connected Chamber Ambassadors Marissa Law (602) 495-6461 mlaw@phoenixchamber.com www.phoenixchamber.com

www.phoenixchamber.com

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Member Happenings Chamber members have the opportunity to attend numerous interesting and exciting events. From luncheons to mixers to expos to 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.

Under 40 Roundtable 01 | Jaime Casap, business development manager for Google, spoke to the Under 40 Roundtable on “Inside Google: The Innovation Machine” Jan. 27. The presentation was also webcast live through the Chamber’s partnership with Off Madison Ave and is available at webinars.offmadisonave.com.

Bridging the Gap Luncheon 02 | Arizona State University Asst. Vice President for Academic Affairs Dr. Loui Olivas (right) chatted with Rodolfo Madero of Eureka Productions after the Jan. 21 “Bridging the Gap” luncheon presented by the Hispanic Business Leadership Council. Dr. Olivas spoke on how Latino businesses can find success in the 21st century.

Your Chamber Is Your Goldmine 03 | Victoria Trafton of The Referral Institute outlined all the ways new members can make best use of their Chamber membership at the Jan. 14 “Your Chamber Is Your Goldmine” event.

COCHRAN PAINTING, INC. ADOT DBE Awards/ Welcome Reception

CommerCial Painting & WallCovering

Tuesday, April 21st, 6–8 p.m.

Commercial, Industrial & Property Management Repaints

Family owned & operated for 34 years

Workshops and Training Classes

Wednesday, April 22st, 7 a.m.—5:30 p.m.      

Office Management Construction Management with Hands-on Bidding Lab Contract Management Business Development Get up-to-date feedback from this year’s Community Panel. Meet Prime contractors at the Networking Matchmaker Event

Registration fee $25! Desert Willow Conference Center, Phoenix

OFFERING: n Specialty finishes, wood stains, wall covering installation, artistic restoration, faux finishing & Stucco painting For info or estimates call:

For upup-toto-date information, visit

www.azdbe.org

Or contact Kathi Donato Donato Consulting 520520-731731-8154 adotevent@yahoo.com

Dave 602.469.0629

or e-mail cochranpt@aol.com Office: 623.930.5659 Fax: 623.930.5750 Licensed • Bonded • Insured • References License# ROC125653

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RECENTLY COMPLETED WESTWARD HO HOTEL 618 N. CENTRAL PHOENIX, AZ 85004 www.phoenixchamber.com

Member Happenings Downtown Phoenix: It’s Happening! After 5 Mixer

04 | These Chamber members stayed downtown and met up at the Jan. 15 mixer at Sonoma Casual Dining. The group also enjoyed coffee at Hanny’s and tested out the light rail system.

Green Roundtable 05 | Arizona Representative Lucy Mason, chair of the House Water and Energy Committee, addressed the Chamber’s Green Roundtable on “Arizona Energy Policy Perspectives” on Jan. 13. The Green Roundtable brings together environmentally-conscious business people to exchange ideas and for education on the latest “green” trends.

Back To Business 2009: Mentor Match 06

06 | “Mentor Match” brought together scores of Chamber members and potential mentors for two packed sessions on Jan. 29. Presenters and participants included Rena Huber of the APS Academy for the Advancement of Small, Minority- and WomenOwned Enterprises (AAAME), Sandra Panek of Slender Elegance, Inc., Sheila Grinell of Grinell LLC, Chair of the ATHENA PowerLinkTM Governing Board and Heidi Schaefer of SRP.

Back To Business 2009: BidSource 07 | Members crowded into the Chamber Boardroom on Jan. 30 to learn more from Don Street of DR Street Consultants about winning government bids through BidSource. The seminar was part of the Back To Business 2009 Series, which continues March 18 with “Options to Finance Your Business” (see p. 3 for more information).

www.phoenixchamber.com

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Ribbon Cuttings

How To:

Avoid Email Overload

Wide smiles were the order of the day at the ribbon cutting for WYDEBEAM Broadband at 1333 West Broadway Road in Mesa.

+ www.wydebeam.com

ARIZONA FINAL CLEAN not only celebrated a ribbon cutting at 7335 E. Acoma Dr. Ste., 102 in Scottsdale, they also celebrated their status as one of the top 25 minority-owned companies in the Book of Lists.

+ www.arizonafinalclean.com Don’t stress out about your inbox!

Remember the first time you heard AOL’s “You’ve got Mail”? It signaled something newsworthy and exciting. Now, email alerts too often distract us. “Detailed and accurate subject lines help me scan emails and decide quickly what needs my most immediate attention,” says Matt Silverman of R & R Partners. Silverman gets about 150 emails each day. After responding to the most urgent ones, he typically handles the others within 24 hours. He has other tips to improve your “e-fficiency:”

They were quick to smile after the ribbon cutting at SWIFT THRIFT STORE. Proceeds from the store at 7333 W. Thomas Road, Suite 78 in Phoenix benefit the West Valley Child Crisis center.

VALUE PLACE celebrated the opening of their new extended-stay property at 1360 N. 43rd Ave. in Phoenix.

It was a red-letter day at CADSOFT CONSULTING, who celebrated their new office space at 1295 W. Washington St., Suite 201 in Tempe.

Phoenix Mayor Phil Gordon helped cut the ribbon at the brand-new campus at COLLINS COLLEGE at 4750 S. 44th Place in Phoenix.

+ www.valueplace.com

+ www.wvccc.org

Place Time Limits: Check your email two or three times a day. Increase productivity by turning off email alerts. A recent study found the average email user spends more than 30-percent of her day creating, reading and responding to email. Get Rid of Junk: Get a good anti-spam software package. Tell your friends and co-workers to stop sending jokes, photos and videos. Remove your name from unnecessary mass mailing lists. Prioritize: If someone else can handle it, delegate it. If it requires no action, file or delete it. Be More Efficient: End messages with “no reply needed” to discourage responses. Reply only to the sender instead of all recipients. Use BCC instead of CC to avoid correspondents getting into side conversations that they copy you on. Save and reuse responses to frequent questions. A 2008 study by the Radicati Group estimated 1.3 billion email users send about 210 billion emails per day. A few simple tweaks can help make your share of that traffic more manageable.

Get Connected R&R Partners www.rrpartners.com Radicati Group www.radicati.com

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+ www.cadsoft-consult.com

+ www.collinscollege.edu

Since We Opened

“In the three short months since INDIGO POINTE APARTMENT HOMES opened, we are already nearly 60 percent occupied! Our residents enjoy their new community with affordable living, desirable amenities and a great location.” + www.indigopointeapartments.com What’s been happening since YOUR business opened? Let us know at editor@phoenixchambermagazine.com. www.phoenixchamber.com

Welcome New Members We welcome these businesses who have seen the benefit of becoming a part of our Chamber. Advertising - Display, Exhibits and Outdoor

Clothing Stores

Cerebral Acrobatics, LLC 4607 W. Magdalena Ln. Laveen, AZ 85339 (602) 513-3904

Dapper Dan’s Designer Tuxedos & Suits/Black Tie Exchange 7332 E. Earll Dr. Scottsdale, AZ 85251 (480) 820-0645

www.cerebralacrobatics.com

www.dapperdansmenswear.com

Advertising and Marketing

Commercial and Industrial Construction - Management

Contractors - Concrete/ Grading/Painting/Paving/Seal Coating

Landscaping Services and Supplies - Tree Services/Weed Control

Cochran Painting, Inc. PO Box 186 Glendale, AZ 85311 (623) 930-5659

DBL 3620 E. Campbell Ave., Ste. G Phoenix, AZ 85018 (602) 725-9406 www.dbllandscaping.us

Ideas Collide, Inc. 4943 E. Indian School Rd., Ste. 1 Phoenix, AZ 85018 (602) 595-2570 www.ideascollide.com

Swinerton Management & Consulting 3514 N. Power Rd, Ste. 132 Mesa, AZ 85215 (480) 268-2975

Contractors - Construction AR Mays Construction 6900 E. Indian School Rd. Scottsdale, AZ 85251 (480) 850-6900

Integrity Tree Service, Inc. 7949 E. Acoma Dr., Ste. 206 Scottsdale, AZ 85260 (602) 788-0005 www.itreeservice.com

www.armays.com

PR Store 742 E. Glendale Ave., Ste. 150 Phoenix, AZ 85020 (602) 595-4377

www.swinerton.com

Dentist - Periodontist

Management Consulting Services

Consulting Services

www.prstore172.com

EAST Company 8007 S. 52nd Dr. Laveen, AZ 85339 (602) 237-4036

Sun Lakes Peroidontics & Implants Dentistry, P.L.L.C. 10450 E. Riggs Rd., Ste. 118 Sun Lakes, AZ 85248 (480) 895-0801

Lambert’s Leadership Consultancy 31 E. Desert Hills Dr. Phoenix, AZ 85086 (623) 692-8877

www.sunlakesperio.com

www.lambertsleadershipconsultancy.com

Event and Meeting Planning, Promotion and Management

Manufacturing

Audio/Video Equipment and Rentals

www.threeastcompany

Marx Productions, Inc. 6007 S. 40th St., Ste. 7 Phoenix, AZ 85042 (602) 437-9300 www.marxproductions.net

The Maguire Company 777 E. Missouri Ave., Ste. 215 Phoenix, AZ 85014 (602) 840-6400 www.aemaguire.com

Balloons, Helium and Party Supplies Arizona Air Boutique, Inc. 10401 N. 32nd. St., Ste. E Phoenix, AZ 85028 (602) 867-4606 www.azairboutique.com

Consulting Services Communications/Management/ Marketing The Creative Broker PO Box 34838 Phoenix, AZ 85067 (602) 703-1038

Richter Scale Productions, Inc. 41818 N. Iron Horse Ct. Anthem, AZ 85086 (480) 620-7679

Schaumaplast Precision Foam Molders, LP 101 S. 30th St. Phoenix, AZ 85034 (602) 275-5524

www.richter-scale.com

www.schaumaplast.com

Freight Transportation Arrangement

Medical Equipment and Supplies

Faye Stewart Transportation Service, LLC 3056 N. 33rd Ave. Phoenix, AZ 85017 (602) 233-3500

Banks

www.thecreativebroker.com

First Community Bank 2710 E. Camelback Rd., Ste. 100 Phoenix, AZ 85016 (602) 474-5001

StrateGente 8050 N. 19th Ave., Ste. 434 Phoenix, AZ 85021 (480) 993-5210

www.fayestewarttrans.com

www.fcbaz.com

www.strategente.com

Mutual of Omaha Bank 111 W. Monroe St. Phoenix, AZ 85003 (480) 458-2080

Consulting Services Coaching/Networking

ABC Glass 15054 N. Cave Creek Rd. Phoenix, AZ 85032 (602) 971-3440

www.mutualofomahabank.com

QuantumAction Coaching & Consulting 7232 S. 57th Ave. Laveen, AZ 85339 (602) 885-6099

Glass Repair - Full Service

Home Health Care Services

AD Virtual Services 1450 E. Bell Rd., Apt. 1125 Phoenix, AZ 85022 (602) 516-6734

www.quantumaction.com

Complete Comfort Care 2611 E. Pierce St. Phoenix, AZ 85008 (602) 769-3409

Consulting Services - Computer

Information Technology

www.advirtualservices.com

BLS Communications SW, Inc. 6146 N. 35th Ave. Phoenix, AZ 85017 (602) 973-9633

XLCON, LLC 1133 E. Missouri Ave., Ste. L Phoenix, AZ 85014 (602) 237-5571

www.bytelogicsolutions.com

www.xlcon.com

Business Support Services

Chiropractors All-Star Chiropractic, Inc. 4859 N. 20th St. Phoenix, AZ 85016 (602) 689-0869

AAA Mobility Specialist, LLC 1345 E. Christy Dr. Phoenix, AZ 85020 (602) 363-7136 Non - Profit Organizations Knight 7, Inc. 6721 E. McDowell Rd., Ste. 1306 A Scottsdale, AZ 85257 (623) 205-9170 Non - Profit Organizations Health/Education Special Olympics Arizona 1850 N. Central Ave., Ste. 900 Phoenix, AZ 85004 (602) 230-1200 www.soaz.org

Office Furniture AWE Corporate Interiors 1710 E. Indian School Rd., Ste. 104 Phoenix, AZ 85016 (602) 841-7480 www.awecorporateinteriors.com

www.arizonapainrelief.com

www.phoenixchamber.com

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Welcome New Members We welcome these businesses who have seen the benefit of becoming a part of our Chamber. Pest Control and Exterminating Services Arizona Exterminating Co. of Mesa PO Box 5156 Mesa, AZ 85211 (480) 208-4674 www.arizonaexterminating.com

Physicians and Surgeons Pediatrics Sunshine Pediatrics 5251 W. Campbell Ave., Ste. 105 Phoenix, AZ 85031 (623) 245-0505

Professional Services The World Egg Bank 4202 N. 32nd St., Ste. L Phoenix, AZ 85018 (602) 678-1906

Video Production

Paradise Bakery & Cafe at Collier Center 3 S. Second St., Ste. 205 Phoenix, AZ 85004 (602) 256-0462

A. Shore Thing 8130 E. Via Del Futuro Scottsdale, AZ 85258 (480) 773-9641

www.paradisebakery.com

www.ashorethingproductions.com

www.theworldeggbank.com

Professional, Management and Sales Development Training Innerworks 2425 E. Camelback Rd., Ste. 950 Phoenix, AZ 85016 (888) 610-2977

Restoration Services Tile and Stone Majestic Stoneworks 3120 W. Carefree Hwy., Ste. 1-146 Phoenix, AZ 85086 (623) 580-8895 www.majesticstoneworksaz.com

www.innerworks.com

Retail Stores Public Relations Agencies

Sunshine Pediatrics 3201 W. Peoria Ave., Ste. D700 Phoenix, AZ 85028 (602) 863-1716 Plumbing, Heating, and AirConditioning Contractors Always First Plumbing, LLC 7165 E. University Dr., Ste. 169 Mesa, AZ 85207 (480) 985-4489 www.alwaysfirstplumbing.com

PSM Squared, Inc. 2929 N. 44th St., Ste. 210 Phoenix, AZ 85018 (602) 468-0046

Sears Home Appliance Showroom 401 E. Bell Rd. Phoenix, AZ 85022 (623) 536-0800

www.psm-2.com

www.sears.com

Restaurants - Catering

Telecommunications

Lin’s Grand Buffet 7406 W. McDowell Rd. Phoenix, AZ 85035 (623) 846-2631

Clear Blue Services 2223 S. 48th St., Ste. E Tempe, AZ 85282 (602) 426-9500

www.linsrestaurant.com

www.clearblueservices.com

Marketing. SiMplified. At prstore, there’s no additional legwork, no juggling of vendors, no hidden costs and absolutely no surprises. Just everything you need for effective marketing, under one roof. We stArt relAtionships - not retAiners. that’s why we’re the agency-of-choice for small Business America.

let’S get Started today.

742 e. Glendale Ave. phoenix, AZ 85020 p: 602.595.4377 prstore172@prstore.com learn more at prstore.com

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www.phoenixchamber.com

Smart Growth

Marcom Corner

Making Internships Work For Both Sides Programs Can Be A Win-Win if Done Properly

Your Answers to Marketing & Communication

Topic: Employees as Brand Ambassadors Are your employees brand ambassadors? Building brand loyalty is crucial in these tough economic times. Loyalty and trust from employees significantly contributes to their dependability and success of your business. Robin D. Cook, founder and CEO of Marketing with a Flair, offers some advice on keeping your employees committed to their work and your brand.

By Sandy Des Georges

01 | Identify the vision, values, mission and goals of your business. It’s essential to first understand what your brand is all about. This includes a vision, values and mission statement as well as clearly defined goals. What is your brand promise? Interns have a lot to offer, if utilized properly.

Love and marriage. Soup and sandwich. Growing businesses and college students looking for hands-on experience in the real world. In today’s creaky economy, the business-intern partnership may be the best bet as companies look to grow, boost their inventory of fresh ideas, and add workforce muscle without busting the bank. Interns, offered by the thousands across the Valley through resident higher education institutions, bring many benefits to the workplace, says Yevette Francis of Administaff, the country’s leading professional employer organization. “Interns can assist with a myriad of projects, and the contributions made by an intern can positively influence a company’s bottom line,” she says. “Interns can inject an atmosphere of new ideas and mentoring into the office culture, and giving students opportunities to learn and contribute can help position the company as a responsible corporate citizen.” Stephanie West is a graduate of Arizona State University’s College of Interdisciplinary Arts and Sciences. She served a semester-long, 130-hour internship with Peer Solutions, an Arizona-based nonprofit promoting healthy communities and became a mainstay in the agency’s community outreach efforts. “I wish I would have pursued an internship earlier,” she says. “It gives you the opportunity to really see what it is like to work in a given field, and if that field is for you. There is a big difference between learning a skill or a field from a book, and learning it from experience.”

Get Connected Administaff www.administaff.com Arizona State University www.asu.edu

Look before you leap. Elaine Jordan, director of internship programs for ASU’s New College of Interdisciplinary Arts and Sciences, says to consider these questions before adding an intern to the staff: nW ill

the internship be meaningful to you and the intern?

nD o

you have someone who can help mentor the intern?

n I s

there a workspace for the intern?

nC an

you clearly define for the intern your expectations, including responsibilities, work hours, etc.?

nA re

you flexible when it comes to scheduling an intern?

02 | Communicate this regularly to employees. Many times, employees are unaware that a brand promise or mission exists within their organization. Tell them! Let them know what is important to the business and how critical it is that they’re on board. 03 | Provide employees with tools and resources. Give employees resources in regards to what it means to work while keeping the company’s vision, values and mission in mind. Post your company’s mission on a wall in the office, or discuss what the brand means to each person over lunch. 04 | Be a constant reminder. Don’t just tell employees; lead by example. Are you “living” your company’s brand? Be sure that you are always doing business that supports your brand promise. Perception of your company is based on one’s experience with your brand (i.e. your employees, your processes, your policies, etc.). If your employees are effective brand ambassadors, your company will succeed. Get Connected Marketing with a Flair www.marketingwithaflair.com

www.phoenixchamber.com

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Money Matters

Sales Iq Topic: Managing Your Sales Team Your fellow members who contributed to last month’s cover story (“Jump Start Your Sales”) had even more great sales advice that we couldn’t find room for. Here they address giving your sales force a chance to succeed: Andrea Norman, Mind the_Gap: “Take a hard look at your core people who perform and do whatever you can to hold onto them. Get rid of people who are not performing and never will. Listen to what performers have to say, because, while decisions are made at the corporate level, sales people know what’s really going on in the marketplace.” n Mike Leeds, Pro Sales Coaching: “Managers and sales reps should have one-on-one conversations. If sales people haven’t had those conversations, I encourage them to initiate one. It can be as simple as saying ‘These are my goals for the year, and I’m looking to get help in these areas that I feel I could fine tune.’ Coaching and training is all about elevating that basic set of skills. Even Tiger Woods has a coach who analyzes his swing and may point out a couple of things that may trim a stroke off his score.” n Kevin McAdams, One Step Retail Solutions: “Part of it is setting realistic expectations with new sales reps to make sure they know how many sales calls they should make and how many appointments they should get. There’s also old-fashioned travel, face-to-face contact. It’s very important to go with sales reps to understand what they’re doing so you can provide assistance and corrections. It’s like apprenticing. It’s tough to ask a new sales rep to step into the sales cycle where they’re not 100% sure what to do next. You can provide that guidance and make sure that lead goes the right way.” n

Get Connected Mind the_Gap www.mindthegapco.com Pro Sales Coaching www.prosalescoaching.com One Step Retail Solutions www.onestepretail.com

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Road Trip Tips Business Travel Tips That Save Time & Money By Tom Trush Though many companies are cutting back on business travel, many still require you to “hit the road.” That doesn’t mean the road has to hit you back. Here are some tips: Use a travel agent. They can provide insight on destinations and serve as a resource if you encounter travel interruptions. Many tour vendors work exclusively with travel agents, giving you access to deals you can’t get yourself. Book in advance. To ensure the lowest airline fare, book at least 21 days out. Booking fewer than 14 days from departure likely means higher fees. Book online and combine travel purchases. Online booking saves you money on service fees, and you can save substantially when booking airline, rental car and hotel together. Research. Before booking a hotel, research the property using AAA’s Diamond ratings system or search customer reviews on sites such as TripAdvisor.com. These resources can give you an idea of what to expect. Invest in travel insurance. If unforeseen circumstances change your plans, travel insurance protects you. Prices vary by trip and can be purchased through travel agencies such as AAA, even if the package was booked elsewhere.

After You’re Booked Local business people Andy Meltz, Stacey Boltz and David Flack travel a combined 225,000 miles a year. Their smart traveler tips include: n Keep important items in the same place – at

home and during your travels – including your passport, keys, phone/laptop chargers and travel documents. n Park in the same place at your home airport

and/or write down your parking space number. n Get “status” designation with an airline so

you get through security faster and receive occasional upgrades to first class. (You can buy miles to increase your status – and it’s less expensive than you might think.) n Avoid the last connecting flight of the night

because it’s the most frequently cancelled.

Use a credit card. Credit cards offer protections that cash and debit cards don’t. In fact, most credit card companies allow you to dispute charges within 60 days of the purchase. Get Connected AAA Arizona www.aaaaz.com

A Word About Safety: From SCF Arizona Getting “back to basics” can help prevent costly and traumatic workplace accidents. Four steps can make your company and its employees safer: Commit and Engage: Management’s attitude is critical and your employees must buy in. Post your safety policy, communicate its objectives to your staff and take an active part in your safety plan. Analyze and Listen: Regular inspections of your operations can help eliminate or minimize hazards. Create “teams” to regularly review each job for potential dangers in procedures or equipment. Seek out and encourage employee reports of physical hazards and unsafe work practices. Prevent and Control: Implement systems based on your analysis and employee feedback. Make sure employees understand and follow the procedures. Enforce rules and solicit input from staff on discipline in case of a violation. Provide necessary protective equipment.

Train: Don’t allow anyone to begin a job assignment without proper safety training. Inform employees about potential hazards. Pay particular attention to newly-hired employees or those moving to different job assignments, as they may be the most likely to sustain injury. When it comes to worker safety, the Chamber reminds you that even if you have just one employee, you’re required to have workers’ compensation coverage. When you obtain such coverage through SCF Arizona and also enroll in the Chamber’s safety program, your organization qualifies for a 10 percent discount on premiums. You may also be eligible for an additional year-end bonus safety dividend from SCF Arizona.

Get Connected Ron McElhaney (602) 495-6486 or rmcelhaney@phoenixchamber.com

www.phoenixchamber.com

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Capitol Voice

Stimulating! Just as Arizona’s state budget has dominated local news, national discussion has focused on the “Stimulus Plan” – officially, the American Recovery and Reinvestment Act – which President Barack Obama signed into law on February 17. But the state and local effects of the legislation are still to be felt and may be confusing or overwhelming to many. This month, the Greater Phoenix Chamber of Commerce will host an event that will bring industry experts together to shed light on how the plan will impact your business, your customers and your competitors. The $787 billion allocated under the plan is a mixture of tax relief, state and local fiscal relief, investments in infrastructure, science, health care, education, training and energy and social programs to protect the vulnerable. At the state and local level, funds will be used to prevent cuts in health and education programs and to limit tax increases. The White House’s official stimulus Web site – www. recovery.gov – will allow you to track the progress of the RAA and estimate its local impact. The site projects that about 70,000 jobs will be created or saved in Arizona over the next two years. Full details on the event were not finalized at press time, but be sure to check www.phoenixchamber.com for the latest and to RSVP for this important event. Get Connected Official RAA site www.recovery.gov Greater Phoenix Chamber of Commerce Public Affairs (602) 495-6497 or www.phoenixchamber.com

The Stimulus Plan: What Does It Mean for Arizona Business? Friday, March 27 Time TBA Arizona Biltmore Resort & Spa www.phoenixchamber.com/stimulus

SAVE THIS DATE

Worth Noting HOPE FOR HOMES: President Obama made his first trip to the Valley as the nation’s chief executive on February 18. Speaking to a crowd of more than 1,000 people at Dobson High School in Mesa and a national television audience, he announced a plan to help millions of homeowners restructure their mortgages to stave off foreclosure and halt the drastic decline in property values. The $75 billion plan, details of which are to be unveiled in early March, could be a boon to the area’s hard-hit housing market. POST NO BILLS: Arizona legislators closed a $1.6 billion gap in the state’s budget for Fiscal Year 2009 in late January, but are still dealing with a deficit of more than $3 billion for FY2010. Senate President Bob Burns has steadfastly refused to allow hearings on any non-budget-related bills until a budget is approved. 26

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SURVEY SAID: Job creation and improvements in public education were listed as taxpayers’ top priorities for the Legislature to address, according to a recent Rocky Mountain Poll conducted by the Behavior Research Center of Arizona. 62 percent listed job creation as priority one, with public education improvements (32 percent), immigration reform (20 percent) and tax reform (18 percent) next in line. Fewer than one in ten taxpayers listed the state budget as a top priority.

WWW.PHOENIXCHAMBER.COM

Visit www.phoenixchamber. com for a webinar on the Chamber’s grass roots political efforts and how you can get involved in the process.

www.phoenixchamber.com

Pro: Files

Generating Interest Community Bank Continues to Grow By Christina Estes

An Education Plan That Clicks State Universities Collaborate on Online Course Offerings By Kay Sperduti Today’s typical college student isn’t very typical at all. Long gone are the days when the only time to seek a degree was immediately following high school and the only place was on a college campus. Thanks to the Arizona Universities Network (AZUN), online courses are a mouse click away. Governed by the Arizona Board of Regents, the three schools participating in AZUN are Arizona State University, Northern Arizona University, and University of Arizona. According to Susan Johnstad, AZUN assistant dean for distance learning, the one-stop service and cross enrollment opportunities are filling a niche for all types of students. “We’re seeing a lot of interest in liberal studies classes,” she said. “Students are finding it easier to access prerequisite courses, diversify their course work and supplement their on-campus course work. “The key to our success has been the AZUN coordinators at each of the universities,” said Johnstad. “They are the points of contact for cross enrollment students and the eyes and ears of the organization helping to constantly improve student satisfaction.” Credits can be earned toward undergraduate degrees, graduate degrees or professional certifications. A non-degree option allows individuals to take classes for personal or professional enrichment. Classes are offered year-round and are taught by experienced faculty members. With the direction of the economy,” said Johnstad, “everyone is looking for ways to eliminate duplication of services and share resources. The more we can collaborate and remove obstacles, the more everyone can take advantage of tremendous educational opportunities.”

The saying goes “Time is money,” and Community Bank of Arizona supplies both. “We invest time in listening to our customers, making specific recommendations and providing them with the products they need,” explains President Stephen Curley. Established primarily to serve small businesses and professional customers in a highly responsive manner; Community Bank offers modern convenience and technology, with an emphasis on personalized customer service. Curley says Community Bank employees are committed to learning their customers’ business needs and helping them achieve their goals. “We are a traditional community bank that focuses on providing loans and deposit services,” says Curley. “However, as part of a larger company we also have the cash management products of a larger bank.” With locations in Phoenix, Mesa, Glendale and Fountain Hills, Community Bank offers a wide range of lending, free courier service, merchant credit

card capturing and payroll services. Customers may use any Instant Cash Network ATM at no cost for most deposits and withdrawals. During these tough economic times, it’s reassuring to know that Community Bank lenders have significant decision making authority and average more than 25 years of experience lending to Arizona businesses. The bank’s exceptional service includes focusing on solutions to help customers save money and grow their business. “We communicate and answer our customers’ questions honestly and forthrightly to make sure they receive proper guidance,” says Curley. Get Connected Community Bank www.communitybankaz.com

Get Connected Arizona Universities Network www.azun.net

Stephen Curley joined Community Bank in January 2008 and has 16 years of experience in financial services.

www.phoenixchamber.com

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Greater: PHX

Devil Of A Time ASU Budget Cuts Lead to Employee Furloughs

Diamond Canyon Principal Dr. Mark Oesterle, New River Principal Tricia Graham, DVUSD Parent/Community Involvement Manager Kenna Hough. Stetson Hills Principal Krista Anderson and Gavilan Peak Principal Dr. Mai-Lon Wong were just a few of the beneficiaries of Outlet at Anthem’s generosity.

Smart, Very Smart Outlets at Anthem Announces Opt-In SMART Board Winners By Tom Trush In January, six schools in the Deer Valley Unified School District received SMART Boards as part of the Outlets at Anthem’s Opt-In (Outlet Points for TECH-ucation) program. During the nine-month contest, Outlets at Anthem shoppers were encouraged to turn in receipts, which translated into points for the 36 schools in the district. The winning schools were Anthem School (six SMART Boards), Gavilan Peak (four SMART Boards) Diamond Canyon (two SMART Boards) and Canyon Springs, New River and Stetson Hills (one SMART Board each). “SMART Boards combine the power of the computer, the display capabilities of the blackboard and graphics in a way that makes learning more exciting, efficient and substantive for kids,” said JoAnn Truax, general manager of Outlets at Anthem. Truax presented school district officials with a $42,600 check which went toward the purchase of SMART Boards. Schools placing fourth through 36th each received $200 for participating in the contest. Get Connected

Outlets at Anthem www.outletsanthem.com

Deer Valley Unified School District www.dvusd.org

Having already absorbed roughly $37 million in state funding cuts and eliminating more than 550 staff positions and 200 faculty associate positions, Arizona State University is now implementing mandatory unpaid furloughs for all employees. Designed to help the university cope with a severe reduction in state funding, the furloughs – which run through June 30 – involve all employees, including the president, vice presidents, deans, faculty, varsity coaches, academic professionals and classified staff. The duration of an individual’s furlough is determined by job classification, with administrators being furloughed for 15 days, classified staff for 10 days and all over employees for 12 days. Arizona State University is being hit hard by a budget crunch.

Depending on the furlough length, the salary loss is equivalent to 8 percent to 12 percent of the employee’s remaining fiscal year 2009 salary. Faculty members will take furloughs on days they don’t teach class, and supervisors of staff members will stagger furloughs so the university remains fully operational. According to ASU President Michael M. Crow, the furloughs will save the university about $24 million to help toward meeting its fiscal year 2009 state budget reduction. Get Connected

Arizona State University www.asu.edu/budgetcuts

Community: Chandler

Well, Well, Well! Bank Sends a Fan to the Super Bowl Picking winning teams during the NFL regular season paid off for Rona Sedley, grand prize winner in Wells Fargo Arizona Business Banking’s Game Day Picks promotion. On Friday, Jan. 23, Wells Fargo Business Banking managers met the administrative assistant at her workplace – Chandler Emergency Medical Group – and presented her with the prize package, which included hotel, airfare, and tickets to the game for her and a guest. Each week during the football season, relationship managers from Wells Fargo Business Banking regions throughout Arizona provided customers and contacts with game cards that listed the weekend’s professional football games. Players marked cards with the teams they thought would win. 28

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Each week, the region player with the most correct picks won a prize, and his or her name was entered into the grand prize drawing. A regional winner, Sedley’s name was picked at random to receive the grand prize package. Get Connected

Wells Fargo Business Banking www.wellsfargo.com/biz

www.phoenixchamber.com

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

“I Love Arizona Because… “There are things you can explore all year ‘round and not many places offer that. The things that make this state so appealing to people around the country and the world – the Grand Canyon, the volcanic rock around the San Francisco Peaks - are measured in millions and billions of years. Economic cycles are measured in much shorter terms. Our state has endured every single economic up and down in the history of mankind and it’s as beautiful as it ever was and continues to get more beautiful. When the economy is a little bit tough, as it is now, people who live here have this amazing gem right in our back yard. I feel like the luckiest person in the world to have this job. The ability to go hiking and call it a day’s work or go rafting through the Grand Canyon is amazing.”

Robert Stieve Editor-in-Chief Arizona Highways Magazine www.arizhwys.com

Have An Inspirational Story To Tell? Let us know about it. Send your ideas to editor@phoenixchambermagazine.com. 30

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www.phoenixchamber.com

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