Impact Magazine - May 2010

Stop Wasting Time!

Timely Tips

G r e a t e r

Sales IQ

Investment Strategies

Motivating Your Team

P h o e n i x

For Business Owners

C h a m b e r

O f

C o m m e r c e

Business

Beyond Our Borders

Your Guide to Global Trade

Playing A Round

Keep Your Business on Course Member News Calendar of Events Arizona in Focus

Phoenix, az permit no. 1054

11

p.

MAY. 2010

wicked. fast.

The fastest 3G network in Phoenix and across the nation.

BLACKBERRY® BOLD™ 9700

FREE SHIPPING | 1.866.MOBILITY – ATT.COM – VISIT A STORE 3G not available in all areas. Coverage is not available in all areas. See coverage map at stores for details. ©2010 AT&T Intellectual Property. Service provided by AT&T Mobility. All rights reserved. AT&T, the AT&T logo, and all other marks contained herein are trademarks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks contained herein are the property of their respective owners.

board of directors EXECUTIVE COMMITTEE Chair Connie Perez CEO Advanced Reimbursement Management Immediate Past Chair Andrew K. (Andy) McCain VP & CFO Hensley Beverage Company CHAIR-ELECT Steve Wheeler Exec. VP, Customer Service & Regulation APS Legal Counsel Anne Kleindienst Attorney Fennemore Craig, P.C. Secretary Treasurer Pam Conboy Arizona Regional President Wells Fargo Bank 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 VICE CHAIR Community Events Kathryn Murphy President & CEO Corning Gilbert, Inc. VICE CHAIR HBLC Gil Valadez Prudential Vice Chair MEMBERSHIP Rick Johnson Principal/Owner Executive Forums VICE CHAIR Audit and Governance Scott Celley VP, External Affairs TriWest Healthcare Alliance VICE CHAIR Human Resources David Bruno Vice Chairman/Managing Partner DHR International VICE CHAIR ECONOMIC DEVELOPMENT Richard Parker Vice President Sundt Construction Corp.

Executive Committee Members at Large Derrick M. Hall President & CEO Arizona Diamondbacks Peter Hayes Manager of Public Affairs SRP Dan Vermeer Waste Management Susan Williams President HR Choice Nancy Stone V Chair & Pres.

ILX Resorts Inc.

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

NEAR, FAR, WHEREVER YOU ARE This month, we help you expand your horizons and recognize the great things happening right here at home.

You don’t have to be a huge company to be a multinational corporation. We'll give you some tips on how to become a player on the world stage at our special Phoenix Forum event, "Business Beyond Our Borders" on May 19 at the Pointe Hilton Squaw Peak Resort. Kai Ryssdal, host of American Public Media’s Marketplace, will be our luncheon keynote speaker. The event will feature breakout sessions on trade with Mexico and Canada and on global trade for companies of all sizes.

This month’s cover story features perspective and advice from some of our event speakers. I’m certain after reading it, you’ll want to make plans to join us on the 19th.

Meanwhile, we’ll recognize the best in local business at the 23rd Annual IMPACT Awards luncheon on Thursday, May 6 at The Phoenician. Last month we profiled the 10 finalists for these prestigious awards. I want to congratulate them all and encourage you to continue to support all the local businesses helping to get our economy back on track.

Whether your business is focused here or abroad or both, if you do business in the Valley, we want you to be members of the Greater Phoenix Chamber of Commerce. Together, we can make a world of difference. Visit www.phoenixchamber.com/join today to find out how.

Todd Sanders President & CEO Greater Phoenix Chamber of Commerce

May Bulletin If you’re looking for new ways to grow and sustain your family owned business, be sure to check out the Chamber’s new Family-Owned Business Forum.

This unique series of events, presented in partnership with Meridian Bank, will provide family-owned businesses with a unique opportunity to learn, connect and develop resources for their companies.

The kickoff event will be held at the Chamber on Thursday, June 3rd at 7:30 a.m. with keynote speaker Glenn Hickman of Hickman Family Farms. Mr. Hickman will present an overview of his family’s business

interests, succession plans, sibling teams and will, of course, stress not counting your chickens before they’re hatched. With a long and prosperous history in our community, the Hickman family has a story to tell that can raise the fortunes of any company.

Don’t miss out on this opportunity to learn from one of the Valley’s best familyowned businesses. The event is free, but please RSVP today to reserve your space at www.phoenixchamber.com/familyowned.

Get Connected Family-Owned Business Forum Thursday, June 3 7:30 a.m.

Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 www.phoenixchamber.com/familyowned

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Contents

Get up | Get out | Connect

MAY | 2010

Features

8

A Global Perspective

Rick McCartney | Publisher InMedia Company rmccartney@phoenixchambermagazine.com

Business knows no boundaries in the 21st century. Our cover story will broaden your horizons.

Jody Ryan | Editor-In-Chief Greater Phoenix Chamber jryan@phoenixchamber.com Kenn Tomasch | Editor Greater Phoenix Chamber ktomasch@phoenixchamber.com Vickie Bouffard, Stephanie Conner, Sandy Des Georges, Christia Gibbons, David Lucas, Dwight Mathis, Louie Moses, Tom Trush Contributing Writers Angela Cook, Justine Mellody, Kenn Tomasch, Dan Vermillion Photography Benjamin Little | Graphic Designer Louise Ferrari | Operations Manager Ann Boeding, Cami Shore Business Development

Business Beyond Our Borders

Playing A Round

As the world gets smaller, the opportunities get bigger.

Find out how to expand your frontiers by conducting business internationally. p. 8

By David Lucas

You can mix business and birdies, but put these tips in your bag before your next golf outing with customers or clients. p. 11

By Tom Trush

SAVe ThIS dATe

Event Spotlight

Kai Ryssdal, host of American Public Media’s Marketplace, headlines our Phoenix Forum event on global trade on May 19. p. 15

By Kenn Tomasch

News, Notables & Updates

23 MarCom Corner Brand Interaction

24 Money Matters

13 Ask Our Members They’ve Got Expert Advice

Personal Progre$$, Professional Wealth

24 Sales IQ

23 Executive Q & A Waste Management’s Dan Vermeer

Legislative Wrap-Up Set for May 11

16 Events Calendar What’s Going On Here?

18 Member Happenings Chamber Members at Big Events

20 Ribbon Cuttings Snip Snaps

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C&R Tire Cisco Great American Title Company

28 Greater: PHX

30 First Person

26 Arizona in Focus

Member Resources

27 Business Bios

News & Notes From Around the Valley

Motivating the Sales Team

Todd Sanders | President & CEO tsanders@phoenixchamber.com Ron McElhaney | V. P. rmcelhaney@phoenixchamber.com Michelle Bolton | V. P. Public Affairs/Economic Development mbolton@phoenixchamber.com Jody Ryan | Director, Marketing & Communications jryan@phoenixchamber.com

Departments 06 Member News

Kerri Metcalf | Customer Service

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

“It’s been an incredible team effort.”

www.phoenixchamber.com 20 How To: Avoid Wasting Time

21 New Members 24 Safety First

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

to moSt CommuNiCatioNS ComPaNieS,

ALL BuSinESSES LooK THE SAME.

We’d like to talk about

WHAT MAKES You diffErEnT. You’re not just any company, we know that. So before we can develop a plan to propel you into tomorrow, we want to learn how you do business. Then, building the right communications plan is the easy part. every plan is customized, starting with:

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*Offer valid until 6/30/10 to new commercial subscribers of Cox Digital Telephone® and Cox Business InternetSM in Arizona Cox-wired, serviceable locations. Minimum 1-year service contract required. Bundle is $80 per month and includes: Cox Business Internet 2.0Mbps/384Kbps, 1 phone line, and 5 free calling features. Free calling features do not include Remote Call Forwarding, Voice Mail, and Distinctive Ringing. Offer includes waived activation fee, but installation may be extra. Additional costs for installation, construction, inside wiring and equipment may apply. Offer does not include usage, long distance, some calling features, applicable taxes, surcharges or fees. Discounts are not valid in combination with or in addition to other promotions, and cannot be applied to any other Cox account. Telephone modem equipment may be required. Modem uses electrical power to operate and has backup battery power provided by Cox if electricity is interrupted. Telephone service, including access to e911 service, will not be available during an extended power outage or if modem is moved or inoperable. Cox cannot guarantee uninterrupted or error-free Internet service or the speed of your service. Rates and bandwidth options vary and are subject to change. All programming and pricing are subject to change. Programming may vary by location. Services not available in all areas. Other restrictions apply. Telephone services are provided by Cox Arizona Telcom, LLC. ©2010 CoxCom, Inc., d/b/a Cox Communications Arizona. All rights reserved.

Member News Highlighting achievements, awards, new hires, promotions and notes of interest from our members. office. The company’s Phoenix and Albuquerque offices also raised more than $3,500 for relief for earthquake victims in Haiti through employee contributions and company matching. +www.grantthornton.com

An Enjoyable Stay Leslee Kies has been named “Sales Manager of the Year”

by Sunridge Properties, which owns and manages the Holiday Inn Express Downtown Leslee Kies (left) Phoenix. Kies had the Highest with Holiday Inn Express General Group Revenue, Highest Manager Fred Pratt Number of Groups, Highest Revenue Per Available Room, Highest Year To Date Average Daily Rate, and the Highest Number of Group Bookings in the company for 2009. +www.hiexpress.com Chandra Stewart (center) with co-workers at Goodwill of Central Arizona.

Spreading Goodwill Chandra Stewart has been promoted to Vice President, Marketing & Communications for Goodwill of Central Arizona. Stewart, who was recognized as one of the “Valley’s Top Bosses” in the October 2009 issue of IMPACT, will continue to oversee strategy for marketing, advertising, public relations, communications and volunteer efforts and will also now lead the development of the Workforce Scholarship Program.

+ www.goodwillaz.org Ad Man Park Howell, founder of Park&Co, won the J. Terry Groener Ad Person of the Year award in the annual contest held by the Metro Phoenix chapter of the American Park Howell Advertising Federation.

The honor goes to “a member of the Phoenix advertising community who exemplifies service and betterment of the industry.” +www.parkandco.com

A Great Eight Eight sales pros at CB Richard Ellis (CBRE) earned awards recently in the annual competition sponsored by the Arizona Chapter of the National Association of Industrial and Office Properties (NAIOP). Joe Porter won the Lifetime Achievement award, Tom Adelson, Jim Fijan, Jerry Roberts and Kevin Calihan were named Office 6

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Anna “Banana” Krutchen of Phoenix Property Shoppe has been chosen as one of the 10 Masters of Real Estate

by REALTOR Magazine.

The magazine recognized Anna Krutchen Krutchen as having “a knack for using unique strategies to land new clients” and featured her in a video on www.realtor.org. +www.phoenixpropertyshoppe.com

Expanding Frontier Broker Team of the Year, Barry Gabel and Mindy Korth took home Investment Broker Team of the Year and Greg Mayer was named Emerging Broker of the Year. +www.cbre.com

Changing Lives

With the help of a $1.5 million grant from the Corporation for Public Broadcasting and listener contributions, KJZZ 91.5 FM is expanding its news coverage of local and regional issues with the launch of Fronteras: The Changing America Desk. The regional news service will explore the changing culture and demographics of the southwest, with emphasis on Latino and Native American life and border issues that effect American politics, social order and environmental landscape. +www.kjzz.org

Welcome Aboard

Seventh Heaven Tod Holmes of Republic Services has been named “Best CFO” for the seventh consecutive year in Institutional Investor magazine’s annual “US Investor Relations” rankings within the capital goods/industrials category. +www.republicservices.com

Part of a Great Bunch

Robert Vasquez with two of the youths he mentors.

Cox Communications has named Robert Vasquez its Volunteer of the Quarter for his work with Phoenix Youth at Risk. Vasquez acts as a mentor and friend to young people to keep them away from drugs and gangs. Says Vasquez, “This is a lifechanging program. What I didn’t realize was that the program was going to change my life also!” +www.cox.com/Arizona

Staffing Up & Giving Back Grant Thornton LLP has added Jeffrey A. Schlicting as a manager in the national tax strategic services department of its Phoenix

Michael Migliaccio has joined Quarles & Brady LLP as Of Counsel in the Commercial Bankruptcy, Restructuring and Creditors’ Rights group.

Migliaccio focuses his practice Michael Migliaccio on all aspects of commercial restructuring and finance as counsel to banks and other lending institutions. +www.quarles.com

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

3_16161

75x9.875 4C

Great leaders inspire our communities

In every community, there are people who can inspire others to work for positive change. True leaders know how to forge a consensus and create a lasting legacy of success.

We proudly salute all of the 2010 Impact Awards finalists.

wellsfargo.com Š 2010 Wells Fargo Bank, N.A. All rights reserved. Member FDIC. (128693_16161)

128693_16161 7.375x9.875 4C 1

4/26/10 2:38 PM

Business Beyond Our Borders Your Guide to Global Trade

By David Lucas

Our state exported over $14 billion worth of products in 2009, and Arizona companies are poised to add to that number as the economy recovers. US Department of Commerce statistics show the state’s exports were down 30 percent from 2008 levels because of the recession; however, for Arizona companies producing products and services that fit international consumers’ needs, global markets are there for the taking.

Now all it takes is a little help getting started.

Resources are in place at the federal, state and local levels that can shrink the obstacles of going global so Arizona companies can compete in a smaller world where foreign markets are a phone call or keystroke away. Arizona businesses planning to test the waters of international commerce can tap into these resources to get a head start.

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www.phoenixchamber.com

Look for guidance from organizations such as Greater Phoenix SCORE, the Small Business Administration, Arizona District Export Council, the Arizona Department of Commerce and import/export banks like Sonoran Bank of Phoenix. “All these organizations are either free or very low cost,” says Doug Bruhnke, CEO and president of Growth Nation. Bruhnke is one of the speakers at a special Phoenix Forum Event, “Business Beyond Our Borders,” which takes place May 19 at the Pointe Hilton Squaw Peak Resort (see page 15 for more information).

“Chambers of commerce are for networking, to put businesses with other businesses. That’s where the matchmaking takes place,” contends Nelson Balido, president of the Border Trade Alliance. “That’s where I think businesses that want to do imports or exports from south of the border need to lean on because they’re the ones who are connected.”

Trading Partners Near and Far Mexico is Arizona’s largest trading partner, representing $4.5 billion worth of state exports, according to federal trade data. Over 1 million people cross the border each month to trade with Arizona and other states, says Balido. His Border Trade Alliance is an organization with nearly 25 years of history advocating for free trade within the North American corridor that encompasses the U.S., Mexico and Canada.

As Arizona’s closest international neighbor, Mexico presents obvious opportunities for companies that want to go global. “The first thing is to research to see if there is a market for my product to be exported,” Balido advises.

“Or, is there a market for a product that is being imported from Mexico that I can add value to?”

Arizona’s predominant exports are semiconductors and computer equipment, which accounted for $4.3 billion last year. Balido says high-tech companies can find a place inside Mexican manufacturing plants that produce TVs, computer equipment and other goods.

While Mexico has been Arizona’s traditional international trading partner, other overseas markets are growing in stature. China’s recent economic growth has produced millions of new consumers with enough disposable income to buy American products.

“Every year China adds 40 million to its middle-class population; 40 million middle class people translates to really large purchasing power,” says Jon Wang of China Direct Consulting Group and BPO Advisors. “The Chinese are following the lifestyle we have. They have cars, houses, tourism and other things. If you provide a service that China doesn’t have, if you find a good partner and do it right, you’ll have a good future.”

China Direct employs a dozen employees in Shanghai who can find partners for American

By going global, Arizona businesses not only benefit their bottom lines but also the state’s economy as a whole.

companies looking to outsource business functions or open offices or manufacturing plants in China.

Arizona’s growing green technology industry represents a promising export area. “Renewable energy is one thing Arizona can leverage,” Wang observes. “China derives more in renewable energy than in the United States.”

Biotech is another area that will continue to blossom here. “Those companies that are in those areas with products and technologies will be in a great position,” Bruhnke says.

“Because of the sun and our connection to the semiconductor industry, we’re reasonably well positioned there.”

Phoenix Mayor Phil Gordon and Dubai Director General Hussain Nasser Lootah have forged a partnership agreement aimed at promoting trade and foreign investment between the two cities. The relationship calls for more frequent visits by business delegations; collaborations on solar energy and other green projects; greater efforts to launch a direct commercial flight between the two cities; and a sharing of cultural ideas and scientific research.

Paving the Way Overseas Governments were active last year paving the way for Arizona to establish ties to two emerging overseas markets. Several hundred Chinese business people visited Scottsdale last year as part of an Arizona Commerce Department agreement involving six states and billions of dollars in trade possibilities, according to Bruhnke. “Some very significant people from China have been to Arizona, they’ve been to the airport, they’ve met local people, including the governor and local politicians,” Bruhnke says. “Now they’re talking about Arizona—in fact it was front page news in China. It was a very significant event for our future.”

Growth Nation’s Doug Bruhnke is just one of the featured speakers at the Chamber’s May 19 Phoenix Forum event, “Business Beyond Our Borders.” www.phoenixchamber.com

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leverage.”

– Jon Wang

“What that relationship allows us to do is to have high level connections with that government,” Bruhnke says. “Most of the positive things that will come out of it will take some amount of time and groundwork in building relationships and getting to the stage where broader benefits are realized.”

Attendees of the May 19 Phoenix Forum event will learn the importance of diversifying their product base to take advantage of growth markets while avoiding the devastating blows of economic downturns. “By diversifying your product, by offering a product to multiple countries and multiple industries, (companies) are going to be less hurt by positive and negative swings, so when we have a recession it’s not as severe,” Bruhnke says.

By going global, Arizona businesses not only benefit their bottom lines but also the state’s economy as a whole. “By companies being more global, we’re building a more sustainable economy,” Bruhnke says. “So when the next recession hits, we’re not as badly hit. We were one of the worst (hit) because we didn't have global businesses like other states."

Circle May 19 on your calendar as the date to think outside the borders of tradition and take a new world view of your business.

Phoenix Forum: Business Beyond Our Borders Wednesday, May 19 Pointe Hilton Squaw Peak Resort More info on page 15 www.phoenixchamber.com

Get Connected Border Trade Alliance www.thebta.org China Direct Consulting Group / BPO Advisors www.bpoadvisors.net Growth Nation www.growthnation.com www.phoenixchamber.com

Special Feature

Playing A Round Keeping Your Business On Course

By Tom Trush Few activities are more symbolic of corporate culture than an afternoon on the golf course. Whether you’re networking, closing a contract or just spending a few hours with the boss away from the office, the fairways are a well-known hotspot for building business relationships.

According to Warren Pitman, general manager of Bougainvillea Golf Club in Laveen, business success on the golf course begins before you set foot on the first tee box.

“When you decide to take a client out to the golf course, you need to get a tee time – don’t just call the morning of and think you’re getting on the course,” he said. “Then arrive in plenty of time because you probably don’t want your client paying for the round.”

Pitman suggests setting up a meeting time about 15 minutes after you get there, so you don’t put your client in the awkward position of looking for you or wondering who’s paying the fee. He adds you’ll make a strong impression if you schedule your tee time early in the morning or around 12:15 p.m. because that leaves time to talk business over lunch or a drink after the round.

Once on the course, etiquette is essential. Don’t swear, maintain an appropriate pace of play and keep the conversation light.

“Most people want to play golf, not talk business,” Pitman stressed. “You might start the business conversation on (hole) 18 and then sit down and have a drink afterward.”

If golfing with a group, varying skill levels are common. Instead of letting your ego convince you to play the back tees, Pitman advises selecting a set you feel comfortable with.

“Play the easiest set of tees possible because you want to enjoy yourself,” he said, adding that most courses have four or five sets from which to choose. “If you have four people in your group, there’s no problem with three different sets of tees being played – that’s what they’re there for.”

Business women are also interested in building relationships on the golf course, says Edythe Higgins, a business sales officer and vice president at Wells Fargo Bank.

An avid golfer who’s played with potential and current clients for the last six years, Higgins suggests seeking out sponsored events or tournaments when golfing with business contacts.

“Then food is provided, you have other people they can connect with as well, and there are prizes,” she said.

Higgins, who is a member of Golf for Cause, an organization that helps business professionals use golf as a way to achieve objectives, also avoids asking for business while on the course. Instead, she prefers getting to know her playing partners and ensuring their needs are met. If business is discussed, she lets clients initiate the conversation.

“It just depends on who you’re with – you have to watch your prospects and see how they act out there,” said Higgins, who received a referral last year worth $5 million as a result of a golf outing.

In addition to generating new business for herself, Higgins credits golfing for expanding her network so she can give leads to others.

“It’s a tool that allows you to mingle with the right business people,” she emphasized.

Get Connected Bougainvillea Golf Club www.bvgolf.net Business can sprout on the golf course. Just remember your etiquette, and you could be celebrating at the end of your round.

Golf for Cause www.golfforcause.com Wells Fargo www.wellsfargo.com www.phoenixchamber.com

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Ken Blanchard College of Business | College of Education | College of Nursing & Health Sciences | College of Liberal Arts | College of Fine Arts & Production

Online • Campus

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 � � � � 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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From downloadable forms to applications and free safety training materials, doing business with SCF is more convenient than ever. Look for more services and products to be added to www.scfaz. com in 2010.

When you visit www.scfaz.com, check out SCF’s new Safety Net training videos – they’re perfect for employers needing fast safety training resources.

These short videos on a variety of topics are available in English and Spanish.

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Member Experts

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

Business Accounting

Business Financing

Q: Is it time to jump into Cloud Computing?

A: You’ve probably heard the term floating around the business world. But what exactly is cloud computing? In simple terms, it’s having access to your applications via the Web. This could mean having a hosted version of Quickbooks or a Software as a Service (SaaS) such as Google’s suite of products. For example, having Quickbooks hosted on the Web means you have access to a full version of QuickBooks anywhere you can log in. This access can streamline your accounting and allow you to consider alternative employees. It also means you can give your CPA access to your records without the cumbersome back and forth of using a USB drive or CD backup method – even faster than using your CPA’s Portal. There are a myriad of factors to take into account, but it’s time to consider it.

Q: I have heard Factoring is really expensive. Is the cost worth the benefit?

A: The cost for using an Asset Based Lender or Factor is higher because the risk maybe elevated due to the financial condition of the client. As many of you will remember prior to the current financial crisis, those who factored were viewed as “unstable or weak” by their peers. This is no longer true. Now when credit is so tightly restricted for many business owners factoring has become an extremely attractive option. When you Factor your receivables not only do you have immediate cash availability but the underlying benefit for improved vendor terms or discounts can easily offset any additional costs.

Lou Wallace, Managing Partner info@performancefunding.com www.performancefunding.com 602.912.0200

Cheryl Folkerth, CPA, Partner www.abaloscpa.com 602.943.1984

Business Planning

Growing and Protecting Your Wealth®

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

A: 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.

There are several 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.

Margaret Ann Kurtz, CLU, CLTC, LUTCF, Agent (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.

0175285-00002-00 Ed. 04/10

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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Member Experts

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

Information Technology

Healthcare

Q: How can I utilize technology to spend more time with my family?

Q: Is a not-for-profit Hospice better for the community than a for-profit Hospice?

A: One of the great things about technology is that when employed correctly, it can help you work more efficiently. When I speak to clients, typically small business owners, who want to spend more time away from the office, we focus on two things: remote access and mobility.

Remote access allows you to securely access everything available on your office PC anywhere you go. Mobility technologies integrate remote devices on your network, like your Blackberry and office phone, to make you available to clients whether you’re sitting at your desk or sitting on the beach.

For more information on how to utilize technology to spend more time away from the office, please visit www.fincomm.net/officetogo

A: No, all Medicare certified Hospices must adhere to the same guidelines and must continue to undergo the same on-site survey’s to insure compliance with all regulations. All certified Hospices receive the same dollar amount paid for services rendered.

However, a not-for-profit can solicit moneys from the community in order to stay financially viable. A for-profit must maintain their viability solely from monies received for services provided. A for-profit agency pays taxes thus contributing to the community’s needs and tax base. A not-for-profit does not pay taxes thus they do not contribute to the community tax base.

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

Jerene Maierle, Administrator 602.678.1313 www.americanhospice.com

Marketing

Your Chamber

Q: How can digital and printed marketing benefit my business?

Should I do one or the other, or both?

A: In an age when digital is the trend, it is most effective when it is paired with more traditional marketing such as direct mail and print. It is thought that digital (because it is on the forefront of all that is new in marketing) is the “best” or “only” means to market your message. For those online or on a smart phone it is beneficial, but the impact of getting your full message across is lost. Digital has become such a resource that it is important that you advertise with like-minded content online or within apps - you will remain “top of mind.” Printed marketing will attract the attention you require to empower your digital media and drive home your message. With print, readers see a credibility that strengthens other forms of marketing. It remains the most powerful way to market a business.

Rick McCartney, Principal www.inmediacompany.com 480.588.9505

Q. How can I connect more easily with potential customers, especially in this age of social media?

A. It’s easy! In addition to a link to your company’s Web site, you can also add links to your Facebook page or Twitter feed on your listing in our online membership directory. To enhance your listing, just give me a call or an email. By the way, you can follow us on Twitter at @phxchamber! You'll get instant updates on Chamber events and business news alerts. We have nearly 500 Twitter followers, and we're always looking for more.

Debbie Drotar, Dir., Business Development ddrotar@phoenixchamber.com www.phoenixchamber.com 602.495.6483

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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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

Event Spotlight

Phoenix Forum: Business Beyond Our Borders Wednesday, May 19 The world is getting smaller every day, but your opportunity to take your business to other lands grows every day. This special Phoenix Forum event focuses on global and regional trade, multinational companies and economic development benefiting companies of all sizes.

Kai Ryssdal, host of American Public Media's Marketplace, will be the keynote luncheon speaker. In “Now What Are We Supposed to Do?" Ryssdal will offer his unique perspective on global trade, lessons learned from the Great Recession and financial crisis of 2008-2009, the U.S. position in the global market and the pitfalls and promise ahead in the next few years. Marketplace can be heard weekdays at 6:00 p.m. on public radio station KJZZ 91.5.

Two breakout sessions highlight the pre-luncheon discussions.

The first features Nelson Balido, president of The Border Trade Alliance, Margie Emmermann, executive director of the Arizona Mexico Commission and Rick Stephenson, consul & senior trade commissioner of the Canadian Consulate, who highlight how and why you should trade with our neighbors to the north and south.

Doug Bruhnke, president and CEO of Growth Nation, Dr. Ángel Cabrera, president of Thunderbird School of Global Management and Mario Juarez, representing ProMexico Trade and Investment, highlight the second breakout session’s discussion of diversifying your market by “going global.”

Discover the benefits of a different world view by making plans now to attend this event. You can easily register online at www.phoenixchamber.com.

Kai Ryssdal, heard locally on KJZZFM as the host of Marketplace, is the keynote speaker for “Business Beyond Our Borders” on May 19.

RSVP TODAY! Phoenix Forum: Business Beyond Our Borders

Dr. Ángel Cabrera of the Thunderbird School of Global Management adds international expertise to the Phoenix Forum event.

Nelson Balido is the new president of the Border Trade Alliance, which represents the needs of our borders before North American policymakers.

Wednesday, May 19 10:30 - 11:00 am: Check In 11:00 - 11:45 am: Breakout Sessions 12:00 - 1:30 pm: Luncheon Pointe Hilton Squaw Peak Resort 7677 N. 16th Street, Phoenix 85020

SAVE THIS DATE

Full Program Individual: $90 Table of 10: $1,000 Luncheon Only Individual: $65 Table of 10: $750

Register online at www.phoenixchamber.com

Save The Date! Chamber Events and Programs May 6

MAY 11

June 18

23rd Annual IMPACT Awards Luncheon The Phoenician

Legislative Wrap-Up Breakfast Hyatt Regency Phoenix

Business Expo & Annual Member Reception Westin Kierland Resort & Spa

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May 2010 Calendar of Events BUSINESS FOR BREAKFAST 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

5

PHOENIX 7:15 – 8:30 a.m.

Beatitudes Campus 1610 W. Glendale Ave., Phoenix 85021 jmellody@phoenixchamber.com or 602.495.2194

tue

DEER VALLEY 7:15 – 8:30 a.m.

Comfort Inn – Phoenix North 2641 W. Union Hills Dr., Phoenix 85027 jmellody@phoenixchamber.com or 602.495.2194

ANTHEM 7 - 8 a.m.

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

thur

PHOENIX 7:15 - 8:30 a.m.

Health Net of Arizona 1230 W. Washington St., suite 401 Tempe 85281 jmellody@phoenixchamber.com or 602.495.2194

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

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

THUR

Public Affairs Committee 8:30 a.m. - Noon Chamber Boardroom grushing@phoenixchamber.com or 602.495.6497

wed

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

Thu

THUR

12 13

18 27

COMMITTEES 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.

TUE

4

Phoenicians Committee 5:30 - 6:30 p.m. (meets every 1st Tues) Membership Required Hester, Heitel & Associates 6122 N. 7th St. Phoenix nmacias@phoenixchamber.com or 602.495.6484

Sun

Monday

6

tue

11

1421

LOOKING FOR MORE INFO?

Economic Development Committee 11a.m - Noon Chamber Boardroom 201 N. Central Ave., 27th Floor Phoenix 85004 grushing@phoenixchamber.com or 602.495.6497

Tuesday

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.

Wednesday

Thursday

Friday

Sat 1

2

4

3

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

5

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

Golf Shoot-Out at South Mountain Phoenicians Luncheon 12:30 - 7 p.m.

11:15-1:00 p.m.

9

11

10

Green Roundtable 7:30 – 9 a.m.

Legislative Wrap-Up Breakfast 7:30 - 9:30 a.m.

12

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

6

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

7

8

14

15

21

22

28

27

23rd Annual Impact Awards 11:30 a.m. - 1:00 p.m.

13

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

Public Affairs Committee 8:30 a.m - Noon

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

Economic Development Committee 11 a.m. - Noon

16

23

17

18

19

24

25

26

Deer Valley Business for Breakfast 7:15 - 8:30 am

Valley Young Professionals 5:30 – 7 p.m.

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Phoenix Forum: Business Beyond Our Borders 7:30 - 9:30 a.m.

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

“Bridging the Gap” Luncheon 27 Phoenix Chamber Business 11:30 a.m. – 1 p.m. for Breakfast 7:15 - 8:30 a.m.

Public Affairs Committee 8:30 a.m. - Noon

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May 2010 Calendar of Events IDEA EXCHANGES

SPECIAL EVENTs

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.

thur

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

Brockway House 506 E. Portland St. Phoenix 85004 jmellody@phoenixchamber.com or 602.495.2194

Professional Women’s Roundtable Speaker: Victoria Crawford, The Way of Discovery Company Topic: Leading with Clarity, Confidence, and Creativity 11:30 a.m. - 1 p.m.

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

THUR

Back to Business Series Speaker: Vickie Bouffard, Quantum Performance Training Topic: Selling in the "New Normal" 11:30 a.m. - 1 p.m.

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

tue

4

WED

5

13

20

TUE

Phoenicians Luncheon Speaker: David Gonzalez, US Marshal 11:15 - 1 p.m.

Arizona Country Club 5668 E. Orange Blossom Lane, Phoenix 85018 Membership Required Committee - First time guests $25 RSVP Required – Deadline April 30 llamorder@phoenixchamber.com or 602.495.2195

25

Valley Young Professionals Speaker: Loretta Love Huff, Emerald Harvest Consulting, LLC Topic: When “Off With Their Heads!” Won’t Work 5:30 – 7 p.m.

Bluewater Grill 1720 E. Camelback Rd., Phoenix 85016 jmellody@phoenixchamber.com or 602.495.2194

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.

TUE

Golf Shoot-Out at South Mountain 12:30 – 7 p.m.

Vistal Golf Club 701 E. Thunderbird Trail, Phoenix 85042 $110 individual / $360 foursome sglueck@phoenixchamber.com or 602.495.6469

thur

23rd Annual Impact Awards 11:30 a.m. – 1 p.m.

The Phoenician 6000 E. Camelback Rd. Phoenix, AZ 85151 $65 (member) / $75 (non-member) Tables also available events@phoenixchamber.com or 602.495.2182

TUE

Legislative Wrap-Up Breakfast 7:30 – 9:30 a.m.

Hyatt Regency Phoenix 122 N. 2nd St., Phoenix 85004 $50 per person events@phoenixchamber.com or 602.495.2182

wed

Phoenix Forum: Business Beyond Our Borders 10:30 a.m. – 1:30 p.m.

Pointe Hilton Squaw Peak Resort 7677 N. 16th St., Phoenix 85020 Full day: $90 individual / $1,000 table of 10 Luncheon only: $65 individual / $750 table of 10 events@phoenixchamber.com or 602.495.2182

4

6

11

WED

TUE

11

Green Roundtable Topic: Sense and Sustainability: Practical Steps that Will Impact Your Bottom Line Speakers: Lisa Barnard, BrainLab and Brendan Cook, EcoAid 7:30 – 9 a.m.

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

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Hispanic Business Leadership Council’s “Bridging the Gap” Luncheon Topic: South Mountain Visionary Speaker: Victor Vidales, CEO, RE/MAX New Heights Realty 11:30 a.m. – 1 p.m.

Hyatt Regency 122 N. 2nd St., Phoenix 85004 jmellody@phoenixchamber.com or 602.495.2194

Chamber Highlight

LEADS GROUPS 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.

NORTH VALLEY The Black Bear 2410 W. Bell Rd., Phoenix 85023 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, 8 a.m.

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

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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 Resort & Spa 2400 E. Missouri Ave., Phoenix 85016 Thursdays, 11:15 a.m.

ATHENA Award Nominations Are Open Do you know an ATHENA? The Greater Phoenix Chamber of Commerce is now accepting nominations for its three prestigious ATHENA Awards.

The annual honors, named after the Greek goddess of wisdom, strength, strategy, craft, justice and skill, go to successful business women in the private and public sectors and to a young professional between the ages of 21 and 35.

The ATHENA Awards honor women who strive for the highest levels of professional accomplishments, excel in their chosen field and have devoted time and energy to their community. Nominees are judged on leadership and achievement, community service, and support for the professional development and mentorship of women.

The nomination deadline is Wednesday, July 14. ATHENA nomination forms are available by visiting www.phoenixchamber.com/athena or by contacting Katie Campana at kcampana@phoenixchamber.com or (602) 495-6480.

Finalists will be chosen in each of the three categories and the recipients will be presented at the Chamber’s 23rd Annual ATHENA Awards luncheon on Thursday, October 28 at the Arizona Biltmore Resort & Spa. Get Connected 23rd Annual ATHENA Awards Nominate at www.phoenixchamber.com/athena

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Member Happenings 01

02

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.

After 5 Mixer at Deer Valley 01 | The Comfort Inn – Phoenix North was the scene for after-work networking at the Chamber at Deer Valley After 5 Mixer March 25. The growing Deer Valley area is sure to be the scene of more Chamber programming and events in the future.

Hispanic Business Leadership Council’s “Bridging the Gap” Luncheon

03

02 | Israel Torres of Torres Consulting and Law Group, LLC (left) took time after the February 24 “Bridging the Gap” luncheon to speak with one of the many attendees who enjoyed his presentation on “Efficiencies for Small Business Contractors.”

Valley Young Professionals 03 | The Valley Young Professionals group heard from Ilana Lowery, editor in chief of the Phoenix Business Journal, on “Making the Most of the Media” at their monthly meeting on March 23 at Sidebar in Phoenix.

04

05

06

07

Eco-Nomics: Sustainability and Your Bottom Line 04 | Dr. George Basile from Arizona State University’s Global Institute of Sustainability was one of the featured speakers at the March 5 Phoenix Forum that discussed sustainable practices and how they can contribute to a business’ bottom line.

05 | Luncheon keynote speaker Karen Harbert of the US Chamber of Commerce spoke to the Phoenix Forum crowd about what it will take for sustainability to become a priority with Congress.

Mayor Gordon’s State of the City Address & Luncheon 06 | Phoenix Mayor Phil Gordon delivered his annual State of the City Address to a crowd of more than 800 at the Phoenix Convention Center March 9. The Mayor admitted the city had faced challenges, but pointed to positives like downtown development, the success of light rail and a drop in the crime rate.

Mix-It-Up Mixer 07 | These folks were just four of the Valley business people who enjoyed an evening of networking at the Desert Botanical Garden in Phoenix at the Mix-It-Up Mixer in conjunction with the Greater Phoenix Convention and Visitors Bureau on March 16.

08

Phoenicians’ Trip to Bondurant 08 | The Chamber’s longest-standing committee isn’t standing still. The Phoenicians hit the track at Bob Bondurant’s School of High Performance Driving. The group took a behind-the-scenes tour of the and later took turns taking high-speed turns around the track. To get in the fast lane with the Phoenicians, contact Loraine Lamorder at llamorder@phoenixchamber.com.

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Ribbon Cuttings

How To:

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

Old will become new again at the new BIG BROTHERS BIG SISTERS donation center at 4855 E. Warner Road in Phoenix. + www.bbbsaz.org

Avoid

Wasting

Time

They’ve truly found their calling at FAMILY OF FAITH, LLC, an Ecumenical-based gift store at 950 E. Pecos Road, #11, Suite 12 in Chandler. + www.fofgiftshop.com

By Christina Estes After too many late nights at the office, it finally hit Bob Roth: he needed to change his ways or miss seeing his children grow up.

“Only you can be accountable for your time,” says Roth, managing partner of Phoenix-based Cypress HomeCare Solutions.

Like many people, Roth was overwhelmed with emails. Now, instead of getting distracted by every new message, he checks emails three times a day: in the morning, around lunch time and near the end of the day. During downtimes Roth scans his BlackBerry to respond to others.

To avoid interruptions and stay on task, Roth schedules meeting times with team members.

And, they always start on time. “When a meeting concludes, you want to have your action items that need to be completed and the follow-up that is necessary,” he says.

Other ways to stop wasting time: n Schedule meetings back to back to avoid limbo time between meetings. n Organize your workspace. Recycle paperwork you’ll never use. Don’t print copies unless you need them. n Know your web surfing limits. Searching for one thing can quickly lead to other unnecessary sites. n Pick up the phone. A verbal discussion can take less time than days of back and forth emails.

Roth suggests people set priorities to manage time and meet deadlines. After 17 years of helping seniors and others maintain their dignity and independence at home, Roth finds his own home life has also improved.

The folks at KIDS DENTAL PLACE were all smiles – just like their patients – for the opening of their new location at 9515 W. Camelback Road, Suite 140 in Phoenix. + www.azkidsdentalplace.com

Planning ahead made the ribbon cutting at STATE FARM – ERIC FREDERICK a success. Eric’s office is at 1820 N. 75th Ave., Suite 106 in Phoenix. + www.insurephx.com

Singing Anthem’s Praises Maggie Chamberlin of Xfactor Designs has been making other companies look good since 2002, but she thanks the Chamber at Anthem for helping her business succeed.

“The Chamber gave us the vehicle to drive our web and graphic design business forward,” says Chamberlin, a member since 2003.

“I attribute much of our success to the relationships we’ve built with other Chamber members.”

Maggie and her husband, Ryan, are also active community volunteers, giving time and money to the Daisy Mountain Veterans, the Back to School Clothing Drive, Foothills Food Bank, the Salvation Army and Team W.I.S.H. Arizona, among other causes.

Get Connected Cypress Home Care www.cypresshomecare.com

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Get Connected Xfactor Designs www.xfactordesigns.com

Chamber membership is Xactly what Maggie Chamberlin needs for business success.

www.phoenixchamber.com

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

Advertising and Marketing

Consulting Services

Investment Services

Office Furniture

Alliance Airport Advertising 8945 W. Russell Rd., Ste. 150 Las Vegas, NV 89148 (702) 362-4777 www.allianceairportadvertising.com

China Direct Consulting Group 11680 E. Sahuaro Dr., Ste. 2022 Scottsdale, AZ 85259 (480) 299-8450 www.chinadirectconsultants.com

Morgan Stanley Smith Barney 2398 E. Camelback Rd., Ste. 800 Phoenix, AZ 85016 (602) 954-5769 www.morganstanley.com

Facilutions Business Solutions 13232 N. Cave Creek Rd. Phoenix, AZ 85022 (623) 581-5253 www.facilutions.com

Alternative Energy / Solar

Consulting Services Communications/Management/ Marketing

Janitorial Services - Blinds/ Commercial

Paint and Wallpaper Stores Retail

Achieve Results Consulting, Inc. 5220 E. Hearn Rd. Scottsdale, AZ 85254 (602) 953-1868 www.achieveresultsconsulting.com

About Blind Cleaning, Inc (ROC228042) PO Box 44216 Phoenix, AZ 85016 (602) 404-7250 www.blindcleaningarizona.com

Sherwin-Williams Co. 41780 N. Vision Way, Bldg. 1, Ste. 101 Anthem, AZ 85086 (623) 551-6487 www.sherwin-williams.com

Document Imaging Services

Law Enforcement

American Solar Electric, Inc. 1475 N. Scottsdale Rd., Ste. 410 Scottsdale, AZ 85257 (480) 941-1400 www.americanpv.com Gloria Solar 2409 S. Rural Rd. Tempe, AZ 85282 (480) 893-2929 www.gloriasolar.com

FlexPrint, Inc. 1911 E. 5th St. Apartments and Vacation Rentals Tempe, AZ 85281 (480) 368-0011 Westbrook Vacation Rentals www.flexprintinc.com 4706 N. 32nd St. Phoenix, AZ 85018 Document Preparation Services (602) 956-0669 Destruction/Storage www.wdpvacationrentals.com ABCO Shredding & Recycling Auctioneers Services 9637 N. Cave Creek Rd. Auction Systems Auctioneers & Phoenix, AZ 85020 Appraisers (602) 943-9676 951 W. Watkins St. www.abcorecycling.com Phoenix, AZ 85007 (602) 252-4842 Facilities Support Services www.auctionandappraise.com Management Auto Repair/Maintenance Meineke Car Care Center #4179 6829 N. 7th St. Phoenix, AZ 85014 (623) 210-1938 www.meineke.com Car Wash Equipment and Supplies Arizona Car Wash Systems 37 S. 40th Pl. Phoenix, AZ 85034 (602) 267-1457 www.azcarwash.com

Universal Exchange 24490 N. 20th Drive Phoenix, AZ 85080 (623) 780-1983 www.universal-exchange.com Insurance Agencies and Brokerages New York Life - Gregory M. Ryan, CPA 1822 W. Moody Trail Phoenix, AZ 85041 (602) 402-1251 www.newyorklife.com

Computer Systems Design Services T. Marreel & Associates 2475 W. Queen Creek Rd., Ste. 5 Phoenix Kiosk Chandler, AZ 85248 1155 W. Rio Salado Pkwy., Ste. 201 (602) 476-0060 Tempe, AZ 85281 www.tmarreel.com (480) 505-5749 www.phoenixkiosk.com

City of Phoenix Police Department 6638 N. 185th Ave. Waddell, AZ 85355 (602) 256-3102 Legal Services Pre-Paid Legal Services, Inc. 1735 W. Dion Dr. Anthem, AZ 85086 (480) 329-4879 www.thebjmgroup.com Manufacturing Walker Power Systems, Inc. 1301 E. Jackson St. Phoenix, AZ 85034 (602) 252-9716 www.walkerpower.com Moving and Relocation Supplies and Service

Pest Control and Exterminating Services EST Enterprises, Inc. 43220 N. 22nd St. New River, AZ 85087 (623) 742-6923 www.estentinc.com Photography Blue Moon Photography 2201 E. Pinchot Ave., Ste. 17 Phoenix, AZ 85016 (602) 460-0566 www.bluemoonphotoaz.com Printing Services - Commercial Complete Print Shop, Inc. 3433 W. Earll Dr. Phoenix, AZ 85017 (602) 437-0207 www.completeprintshop.com Professional Services

Professional Movers, Inc 4022 W. Turney Ave., Ste. A-7 Phoenix, AZ 85019 (602) 352-0091 www.professionalmoversinc.com

WeddingCombo, LLC 5110 N. 44th St., Ste. L-202 Phoenix, AZ 85018 (623) 738-1410 www.weddingcombo.com

Non - Profit Organizations Business/Professional

Professional, Management and Sales Development Training

Employee Reach, Inc. PO Box 51471 Phoenix, AZ 85076 (602) 319-3782 www.employeereach.com

Resolution Systems, Inc. 4017 Westmount Dr. Greensboro, NC 27410 (866) 350-4457 www.resolutionsystemsinc.com

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Welcome New Members Real Estate Agents and Brokers MLR Realtor 9430 S. 13th Ave. Phoenix, AZ 85041 (602) 692-3403 www.mlrrealtor.com Restaurants - Catering 5 & Diner 20216 N. 27th Ave. Phoenix, AZ 85027 (623) 869-9311 www.5anddiner.com Black Bear Diner 2410 W. Bell Rd. Phoenix, AZ 85023 (602) 298-2671 www.blackbeardiner.com Jerry’s Restaurant 2323 E. Thomas Rd. Phoenix, AZ 85016 (602) 956-2870

Zoe’s Kitchen 521 W. McDowell Rd. Phoenix, AZ 85003 (602) 716-0070 www.zoeskitchen.com Zoe’s Kitchen 1641 E. Camelback Rd. Phoenix, AZ 85016 (602) 263-9637 www.zoeskitchen.com Retail Stores Microsoft Store 7014 E. Camelback Rd., Ste. 1288 Scottsdale, AZ 85251 (480) 308-0800 www.store.microsoft.com The UPS Store 2030 W. Baseline Rd., Ste. 182 Phoenix, AZ 85041 (602) 268-9399 www.theuspstore.com/5910.htm

MiMi’s Cafe 2800 W. Chandler Blvd.

Chandler, AZ 85224 (480) 899-5612 www.mimiscafe.com

capture your best

it’s simple at vermillion photo

IMPACT-HALF-HORZ-03-10.indd 1

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Signs

Telephone Equipment

BP Printing 1528 E. McDowell Rd. Phoenix, AZ 85006 (602) 252-3262 www.fastprintsigns.com

LEI Communications, Inc. 2330 W. Mission Ln., Ste. 13 Phoenix, AZ 85021 (602) 996-2345 www.leicommunications.com

Sign Tec, LLC 2515 W. Cypress St. Phoenix, AZ 85009 (602) 269-9773 www.signtecaz.com

Traffic Control Solutions

Telecommunications Alluvion Communications 7065 W. Allison Rd. Chandler, AZ 85226 (480) 639-1990 www.gilanet.net Mountaintel Communications 6645 S. Central Ave. Phoenix, AZ 85042 (602) 305-8784 www.mountaintelqwest.net

American Traffic Solutions (ATS) 7681 E. Gray Rd. Scottsdale, AZ 85260 (480) 596-4701 www.atsol.com Travel Agencies El Sol Travel, Inc./AMEX 1575 W. University Dr., Ste. 102 Tempe, AZ 85281 (480) 693-0218 www.elsoltravel.net Water Purification Applied Process Equipment, Inc. 15207 N. 75th St., Ste. 101 Scottsdale, AZ 85260 (480) 998-4097 www.apewater.com

v ermil l io n pho t o www. v ermil l io n pho t o . com 60 2. 253. 60 0 5

3/18/10 5:18:32 PM

www.phoenixchamber.com

Executive Q&A

MarCom Corner Your Answers to Marketing & Communication

Topic: Start A Conversation With Your Brand It takes two to tango, and Moses Anshell’s Executive Creative Director/President Louie Moses says it takes two-way communication to really make your brand dance.

For Dan Vermeer, one man’s trash is a job he treasures.

Our bimonthly series of Q&A sessions that will help you get to know prominent Valley business people continues with Dan Vermeer, area vice president for Waste Management in Phoenix.

How did you end up here? Was this career what you set out to do?

Not really. I have a degree in engineering from the University of Arizona. I worked construction for a while, eventually moved into construction with Waste Management, and moved from there into management. If you’d have said, back when I was studying strengths of materials and calculus in college that someday I’d be picking up the trash, I’d have said ‘No way.’

What was the best advice a mentor gave you?

I had a professor at U of A once who, when I was considering where to go to work out of college, said “Pick the people you enjoy the most, because you’re going to be with them a lot. Don’t worry about the pay or the work environment, with the right people you’ll be happy and you’ll flourish.” I think that’s good advice for anybody. Even a drab meeting can be fun with the right people.

How would you describe your management style?

We have a phenomenal team here and we’re very focused on hiring the right people, giving them the tools and the training they need to do a really good job and then empowering them to go do that. We’re very focused on making sure we all succeed together.

What do you like to do when you’re not at work?

I have a teen and a “tween,” so that keeps me very busy. One’s very active in soccer, the other is into synchronized swimming. If you’re going to have kids, you need to raise them and be a part of things growing up. So my wife and I make sure we find the time to help them through this critical period.

What do you like most about your job?

I get to work with really great people and we get to do really neat stuff. This is a very dynamic organization now. Our guidance from our customers used to be, “just take the garbage away.” Now it’s “Wait a minute, what can we do with it?” We get to be on the leading edge of technology to extract the value from what we all throw out.

Get Connected Waste Management www.wm.com

Long before Al Gore invented the Internet, I did an interactive magazine ad for Charles Chips. What made it an interactive ad was that it was a “scratch & sniff” ad for herb-garlic chips.

Involving the consumer in the ad made it more fun, more memorable and it sold more chips.

Consumers will interact with your brand in many ways, but unlike the days of scratching an ad and smelling your finger, they have a bazillion choices now.

Standing out and building awareness is not the only game anymore; building preference is the key. Most marketers’ quests for consumer loyalty are more out of balance than a drunk guy logrolling with an inner ear infection. Brand evangelists aren’t forced to spread the word - they choose to.

Starting the brand conversation and letting your audience contribute is how you build that interaction. Monologues don’t work. If you’re a brand that just likes to hear yourself talk, you can be king of your own domain. Alone.

Allowing your target to interact with your brand gives them the opportunity to discover the benefits and not “be sold” on them. It seems to be a subtle difference but it’s a difference missed by most marketers. Ask any Apple, Target, Nike or Levi brand evangelist and they will tell you they have an ongoing conversation with their brand and they like it. They even crave it.

Once you create an environment for your brand to have a healthy conversation with your consumer, you’ve made interacting more about selling and less about flash animation.

Get Connected Moses Anshell www.mosesanshell.com

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Money Matters

Sales Iq Topic: Motivating the Sales Team Vickie Bouffard of Quantum Performance Training headlines the Chamber’s “Back to Business” program on May 20. For more on her presentation, “Selling in the ‘New Normal’ - The Rules Have Changed,” see the calendar on page 16.

I’m often asked, “How do I keep the sales team motivated every day? When the daily tasks of selling become mundane, how can I keep it fresh?”

1. L ead by Example: You can’t expect your team to be any more excited than you. Your enthusiasm is contagious; get excited about this month’s promotion.

2. Contests: Contests are always fun, if winning is realistic. Yesterday’s results and progress motivate salespeople; it makes them want to “win” again today.

Post the standings daily and talk up the prizes!

3. Celebrate: Catch people winning and celebrate even the smallest gain!

It could be a simple “high five” or a rousing YAHOO! 4. Be a Cheerleader: Your primary job is to keep your team members in a winning state of mind. Believe in them; cheer them on to success. Coach them around obstacles so they don’t lose momentum or quit.

5. Build a Program for Success: People tend to give up when then don’t feel they can be successful. Provide your team with the tools, training, resources and empowerment they need to meet their goals.

6. Involvement: Your team members will feel more vested in the desired outcome through increased involvement and responsibility.

7. Focus on the Reward: You’ll experience greater results by shifting the focus off the goal and onto the reward: the emotional connection to the goal.

Keep the energy up with these tools and you will have highly motivated sales people who will be winning every month!

Get Connected Quantum Performance Training www.quantumperformancetraining.com

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Personal Progre$$, Professional Wealth

By Dwight Mathis, Director, Merrill Lynch Wealth Management in Phoenix

When running your own business, you can – understandably – become so wrapped up in daily operations you overlook the need to invest outside your business. If the recession teaches us anything, it’s the need to plan for unforeseen events (an illness or loss of income) and the importance of staying on track with personal financial goals while keeping your business running smoothly. Some tips include: n

n

n

lan for a secure financial future: Assess your P situation now and don’t rely solely on your business to fund your retirement lifestyle. You may have to invest differently than non-business owners and consider being more conservative. If much of your wealth is tied up in your company’s assets, consider diversifying your investments outside your business’ industry and into other sectors. aintain a Healthy Cash Flow: When M anticipating major expenses such as college tuition and unforeseen events such as job loss, you can prepare for needed cash flow by building a portfolio designed to deliver income while keeping your financial goals on track. Consider keeping a greater percentage of your holdings in cash, especially since your business is your largest illiquid asset. rack Your Progress: Market conditions change; so T does your life. Revisiting your investment strategies at least annually with your Financial Advisor and your tax advisor will help you stay one step ahead.

Remember: n

our portfolio mix should Y reflect your personal tolerance for risk and how long you intend to invest.

n If income from your business is

unpredictable, you might invest in short-term cash instruments such as T-bills or CDs. n

I f you have a stable business, you might invest in equities.

n

our Financial Advisor can Y help guide you.

Get Connected

Merrill Lynch Wealth Management (602) 954-5081

Safety First A safe workplace saves money, and the Chamber’s partnership with SCF Arizona provides many ways for members to keep their employees and their bottom lines healthy.

SCF Arizona is holding a variety of seminars on safety and prevention this spring. On Thursday, May 6, SCF’s Phoenix office will host a session on the OSHA requirements for Heat Stress Prevention, just in time for the return of hot weather. Anyone involved in trench excavations can learn about those OSHA construction standards at a June 3 event, also at the Phoenix office.

Visit the SCF Arizona Web site (www.scfaz. com) to find out more about these important regular safety seminars.

When it comes to worker safety, the Chamber reminds you that even if you have just one employee, you’re required to have worker’s 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.

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

www.phoenixchamber.com

SHOWCASING: Meet new suppliers and vendors LEARNING: Attend interactive workshops

Arizona Department of Transportation DBE Supportive Services Are you a minority or woman-owned business?

Would you like to make your company more successful?

To Find Out How You Can Become Certified as a Disadvantaged Business Enterprise (DBE) and Receive: Free Assistance and Training Opportunities ■ Networking Opportunities with Prime Contractors ■ Information About New Contracting Opportunities Information on How toBecome involved in State Contracting ■

■

Contact Jamie Graves

DBE Certification Program Manager at (602) 712-7761 or email her at: jgraves2@azdot.gov

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NETWORKING: Connect with peers at the Annual GPCC Member Reception Plus, chance to win great raffle prizes!

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

Legislative Wrap-Up Set for May 11 With this year’s legislative session ending earlier than in recent years, the Chamber’s 16th annual Legislative Wrap-Up Breakfast is set for Tuesday, May 11 from 7:30 to 9:30 a.m. at the Hyatt Regency Phoenix.

The event is sponsored by APS, SRP, Southwest Airlines, Freeport-McMoRan Copper & Gold, SCF Arizona, Macayo's Mexican Restaurants, LLC and Triadvocates, LLC. It's a chance to hear from the lawmakers themselves about the decisions they made during the session. Attendees will get to question their elected officials and gain insight into the process behind the legislation that impacts Arizona businesses. The program will also honor several retiring lawmakers by celebrating their distinguished careers.

The cost to attend the breakfast program is just just $50 and you can register online at www.phoenixchamber.com.

Don’t Forget to Vote Arizonans will go to the polls on Tuesday, May 18 to vote on Proposition 100, which would temporarily raise the state’s sales tax.

After much deliberation, the Greater Phoenix Chamber of Commerce has announced its support for the initiative because it will protect education, public safety and important services and because it is limited to a three-year period.

(See last month’s IMPACT for more on why the Chamber supports Proposition 100.)

Also, mark your calendars for the Primary Election on Tuesday, August 24 and the General Election on Tuesday, November 2.

Concluding Connection Phoenix City Councilman Sal DiCiccio will visit Chamber member businesses in District 6 on May 20 as part of the GPCC's “Councilmember Connect” program.

DiCiccio’s tour follows expeditions earlier this year by Councilmembers Peggy Neely and Bill Gates, and will be the last for this program in calendar year 2010.

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Caption: Elected officials will face the music at the annual Legislative Wrap-Up Breakfast, just not the music provided at last year’s event by State Senator Russell Bowers (left) and Arizona Secretary of State Ken Bennett.

“This program has been tremendously popular and effective in bringing our members and their elected officials together for constructive dialogue,” noted GPCC Vice President, Public Affairs & Economic Development Michelle Bolton. “For the rest of the year, we will shift our priorities to our political action committee, discussion of ballot initiatives, our 2011 Public Affairs Agenda, and, obviously, the very important campaign

season. We look forward to Councilmember Connect returning in 2011.”

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

Business Bios

Getting Technical

Like Father, Like Sons

Cisco Has Solutions

Trio Drives Family Business

By Christia Gibbons

By Sandy Des Georges

Technical advisers are not just for the movies.

With technology changing and evolving in the blink of an eye, Ann Damiano of the global giant Cisco – a networking solutions company – advises small business owners to get a technical adviser.

"The idea is that the network should be something that enables your business to be successful, not something you have to spend lots of time worrying about or wondering what good it does,” says Damiano, who has been Cisco’s PhoenixAnn Damiano, Cisco’s small business based small business market manager. market manager for nearly five years.

She focuses on businesses with fewer than 100 employees, helping them find ways to improve productivity and efficiency by connecting to customers, employees and partners – and, free from hackers, spam and viruses.

From a phone system that pops up a customer’s name and history on a computer screen before the phone is answered to showing a remote sales team a new product through a video call, small businesses have different needs.

However, right now small businesses are struggling to recover from the economic downturn and finding a lack of credit, Damiano says.

The challenge is to balance capital investment enabling one’s business to become more productive, efficient and secure while serving customers with limited capital and human resources.

“Those who do,” she says, “will find themselves well positioned for success as the economy gradually recovers.”

Cisco has developed a financing arm called Cisco Capital, which currently is offering 0 percent financing for three years for voice, data and video technology. Small businesses can bundle desktop computers and servers and eventually own the equipment.

“We are working towards being able to offer the same level of sophisticated technology to our small business customers that we have traditionally been able to offer to our large enterprise customers,” Damiano says.

C & R Tire’s Cave Creek location, one of five in the Valley.

Three heads are better than one, says Ralph Holmstrom, owner of C & R Tire. They help the company compete in the marketplace, provide a better sounding board, and put the C & R thumb on the customer pulse.

The “three heads” are personable patriarch Ralph Holmstrom and his sons, Chris and Ralph, Jr., the inspiration behind the company name and partners in the 14-year-old business.

C & R Tire counts five locations around the Valley. While “tire” commands the identifier in the company name, “service” is the foundation from which C & R operates.

“Automotive service is 70 percent of our business,” says Ralph Holmstrom. “We are a full-service operation with state-of-the-art service equipment; our tire service allows the customer a highquality one-stop shop.”

While growing the business with his sons and nearly 40 service and tire professionals, Holmstrom says keeping an eye on the competition is the best hedge against falling behind in the race to win customer loyalty.

“Chris, Ralph and I meet regularly,” he notes. “We talk about customer needs, industry trends and opportunities. We receive valuable input from our customers and suppliers, and we stay current."

Holmstrom says the best bet against losing ground to the competition is on the front line.

“The expertise of our employees is greater than you’ll find anywhere. We have low turnover because we treat them right and it is reflected in the way they represent C & R Tire and service our customers.”

Get Connected

Get Connected

Cisco www.cisco.com/smb

C&R Tire www.CandRTire.com www.phoenixchamber.com

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Business Bios

Rock Steady Turning to Core Business Principles in the Downturn

By Stephanie Conner

L-R: Great American Title Agency's Mark S. Bosco (Chairman), Bruce E. Beverly, (CEO), Thomas W. Connaker, (President), James P. Bigley, (Executive V.P.) and Olivia A. Todd (CFO).

To say things have been rough for the real estate market is an understatement. Which makes it all the more intriguing when the CEO of a title and escrow company says he hasn’t had to lay off staff.

But that's exactly what Great American Title Agency, Inc.'s Bruce Beverly says. It hasn’t been easy, he admits, but the organization, which works with both individuals and companies, has done it. He explains Great American Title’s success amid this sea change has stemmed from being adaptable and flexible as well as staying true to core business principles.

First, Beverly says, the company has historically run a lean operation. “We don’t like to add staff unless we’re confident,” says Beverly, who’s been with the company since November 2004. “We’d rather work leaner than have to face layoffs.”

Second, the company has taken advantage of the changes in the market by adding top talent. Great American Title, he explains, grew more slowly than some of its competitors. “As highly talented

people were being laid off by other companies,” he says, “we had an opportunity to bring those people on, and we’re much better for it.”

Third, the company reinforced its commitment to service. “We felt personalized service really made a difference,” he explains.

“As the market began to turn, the differences between corporate America and private business became apparent.”

More than that, Beverly explains that unlike other companies, Great American Title Agency has maintained relationships with clients even if they didn’t have any business at the moment.

“You were a good customer when you had business. You’re a good client when you don’t have business, and you’ll be a good client when you have business again,” he says. “You have to be treated well in good times and bad.”

Get Connected Great American Title Agency www.azgat.com

Greater: PHX News & Notes From Around the Valley The Salvation Army celebrated raising more than 70 percent of the funding necessary to construct the Phoenix South Mountain Ray and Joan Kroc Community Center with a March 29 groundbreaking ceremony. Some 700 community donors have contributed more than $11.5 million for the new center, which will be built at 1351 East Broadway Road in Phoenix.

The new facility will replace the current South Mountain Community Center, which opened in 1968 and which serves about 15,000 youths and their families annually. That number is expected to more than double when the 130,000-square foot Kroc Center is completed. The new indoor center, fields and pool will be built around the existing 42,000-square foot building, allowing it to continue to be used during construction.

When the new center is completed, the old one will be torn down and the site turned into a parking lot.

ALSO: Dr. Paul Dale offcially became the new President of Paradise Valley Community College in late March when the Maricopa Community Colleges Governing 28

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Phoenix South Mountain Advisory Chair Ted McClure (left) and Vice President of Player Programs for the Phoenix Suns, Mark West, demonstrate where the tutoring room will be built at the new Ray and Joan Kroc Community Center.

Board approved his recommendation after a nationwide search. Dr. Dale had been serving as PVCC’s interim president and has been an administrator at the school since 1997, beginning as Associate Dean of Student Development.

Get Connected The Salvation Army www.salvationarmycares.org Paradise Valley Community College www.pvc.maricopa.edu www.phoenixchamber.com

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

“been It’san

incredible

team effort.

”

“It’s giving your best effort 365 days a year, that’s what we do. It really is a one-on-one sale. We have to invite them to give us a try and that’s where we have our greatest success.

Our general fans – people who watch, listen or come to a game - are probably about 50/50 men to women. In terms of who comes to the games, it’s more like 70 percent women, 30 percent men, kids and families. There are some preconceived notions, some who feel it’s not very good basketball, but what we find is that 95 percent of the people who come down and try it love it.

We’ve won two WNBA championships and we’re making progress as a business. We are seeing more fans getting engaged with us, so we see it as viable long-term. It’s a matter of how we can accelerate our growth. That’s typical of any business. Ours just happens to be basketball.

That’s why I was brought into the franchise six years ago, to bring that business perspective but still knowing the product is completely unpredictable, unlike manufacturing or a lot of other things. You can’t win trophies if you’re not in business. And we want to continue to grow the business and win trophies, starting with our home opener on May 15 against Los Angeles.”

Jay Parry President, Phoenix Mercury www.wnba.com/mercury/

Have An Inspirational Story To Tell?

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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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