May 2015 Issue of In Business Magaizine

MAY 2015

Commercial Real Estate: Spotlight on the Valley’s Best

Office, Retail & Industrial:

A Look at

Commercial Real Estate

as an Economic Measure Know Your Market:

Diversity & Culture Interns: To Pay or Not to Pay

Is Tech Sabotaging

Productivity?

THIS ISSUE Global Chamber Arizona Small Business Association

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Stepping up

to recognize Arizona businesses

Your business succeeds when you take care of your people.

We succeed when we take care of you.

UnitedHealthcare provides a broad portfolio of health care plans developed with the needs of Arizona businesses in mind. And our plans include services and extras to help businesses and their employees make the most of their time and money. We are proud to be a sponsor of In Business Magazine’s The New Healthcare event.

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People in the photo: Ryan Norris, TCC – Associate, Paul Tuchin, TCC – Vice President, Bo Larson, TCC – Development Manager, Ericka LeMaster - SVP, Commercial Lending, Cullen Mahoney, TCC – Associate, Cathy Thuringer, TCC – Principal, David Martens, Marwest (ARTIS REIT representative),

Trammell Crow/ARTIS REIT

Financed $11.6 million Park Lucero – a 211,000 sf multi-tenant industrial park

Where Experience Meets Opportunity When the leadership team of Trammell Crow/ARTIS REIT needed to secure $11.6 million to finance Park Lucero industrial park, they called on a strategic partner who shares their passion for performance. That partner was Alliance Bank’s Ericka LeMaster, one of the valley’s most respected commercial real estate lenders.

Timing matters. No bank is better poised to act quickly and think strategically than the state’s largest locally-owned and headquartered business bank. Put us to the test. Call Ericka LeMaster, SVP, Commercial Real Estate, and experience the Alliance difference.

602.386.5500 AllianceBankofArizona.com A division of Western Alliance Bank. Member FDIC. 10/14

MAY 2015 COVER STORY

20

Office, Retail, Industrial & Multifamily: A Look at Commercial Real Estate as an Economic Measure

As an economic indicator, commercial real estate touches those big indicators — money and employment.

As the industry continues its comeback from the down days of the Great Recession, commercial real estate developers and brokers point to many positive factors supporting the current healthy slate of new projects.

FEATURE

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PARTNER SECTIONS GLOBAL www.globalchamber.org/events

For members only, high-level networking between successful global companies.

4:30pm to 6pm RSVP to events@globalchamber.org

Global Chamber® Tucson Fri., June 5 “Cinco de Global: Grow in Mexico and Latin America” Highlighting opportunities for Tucson Metro businesses in Mexico, with speakers involved with investment and exporting. 3:30pm to 5pm RSVP to events@globalchamber.org

SPOTLIGHT EVENT Global Chamber® Phoenix Tues., June 16 “Grow Globally PHX” All the best international resources in Phoenix, all together, one time per year.

It’s the Grow Globally Fair! Joint event with collaboration partners. 3pm to 5pm RSVP to events@globalchamber.org

Global Chamber® Tucson Thurs., August 20 “Grow Globally TUS” All the best international resources in Tucson, all together, one time per year. It’s the Grow Globally Fair! Joint event with collaboration partners. 3pm to 5pm RSVP to events@globalchamber.org

Inside this section

2 500 Metros, Unlimited Opportunities 3 Making Global Connections Work 4 Globalize Your Company through Interns 5 Going Global Makes You More Creative The League of Extraordinaries 6 Why FDI Matters

Don Henninger, Export CirclesSM Director at Global Chamber® Phoenix

Export CirclesSM by Global Chamber® is for successful executives who are already exporting or importing, and are looking for even more cross-border growth and success.

We’re working with Exporter of the Year Lee Benson (Able Aerospace, Able Engineering and ETW) and other top business leaders to create a unique monthly experience for executives that helps them get to the next level with their international business. We’ve recognized that 100 percent of companies can be more successful with their exporting, importing and readiness and advance the management cross-border investments — and Export Circles processes needed to grow; and is designed to help.

3. Access a 12-month curriculum with continuous sharing of top global Successful CEOs participate in Export resources and information, to fill in the Circles to stay on the global management knowledge gaps. cutting edge and further their company’s international growth. CEOs meet monthly Do business in one city? Join a local chamber. and make continual progress on their Do business in multiple cities and multiple exporting and international processes. The metropolitan areas? Join the Global Chamber® combination of peer-to-peer advisory, cutting-edge technology “Nothing helps a CEO be more successful on and the sharing by top global the global stage than participating in Export resources is unparalleled, all Circles. The support is unparalleled and just facilitated by a regional leader with global experience. In Metro right for capturing new opportunities.”

Phoenix, I’m leading the first —Lee Benson, CEO of Able Aerospace, Able Engineering and ETW Export Circles.

Export Circles is being rolled out and participate in Export Circles. We help in Phoenix, Tucson, Los Angeles, Kathmandu executives be involved with global business and many other metro areas around the world.

There are three primary aspects of the approach earlier, and help executives already involved and successful to reach the next level. The lesson for that benefit executives. They can: 1. Leverage the experience of C-level peers to all executives looking to increase global business success is to connect with others going through be informed, advised and enlightened, to uncover opportunities and achieve greater the same challenges, use top management systems, and tie into the best resources. levels of success; 2. Utilize world-class technology by ExecuteDH Advisors dhadvisors.com to-Win (ETW) to expand foundational Export Circles globalchamber.org/exportcircles

GlobalChamber.org

1

35 Global Chamber

by Rick Murray, Chief Executive Officer, ASBA

to stay in the game long enough before revenues could support the business. Undercapitalization is the number one reason businesses fail.

The Arizona Small Business Association (ASBA) is the largest trade association

Banks know this. Unless there is collateral or solid financial history, it’s not likely they’re going to lend money. So where does that leave the small business owner wanna-be? Typically, they resort to using their retirement funds, obtaining a 2nd mortgage, maxing out credit cards, and borrowing from friends and family to help fund their business. In most cases, it is not enough.

member businesses, and over 1/2

Without the ability to tap into other sources of funds, many businesses are doomed for failure.

million employees in all 15 counties.

public policy issues to protect their

Equity Crowdfunding is different from typical Kickstarter crowdfunding in that you are actually selling shares of the business in return for an investment. Previously, this option required SEC compliance, which is complicated and expensive and reserved for companies seeking millions

businesses. Discover more at

of dollars.

The 2012 JOBS Act allowed for equity fundraising at much smaller levels and bypassing SEC

Join ASBA. Be amAZed®

requirements, but states needed to set up the framework in order to participate. With the new Equity Crowdfunding law, Arizona businesses can solicit up to $10,000 per investor and raise

In This Issue

as much as $2.5 million. The Arizona Corporation Commission will have oversight and, along with submitting a business plan, there are several disclosures that a company must comply with in order to participate in Equity Crowdfunding.

Timeless secrets for aligning people, story and brand . . . . . . . . . . . . . . .pg. 2

This new way for businesses to raise capital is a game-changer. Businesses that have a solid business plan, competent people at the helm, and a clear plan to profitability will succeed in

Practical & Legal Considerations for Launching a Business in 2015 . . . pg. 3

raising the needed capital. The obvious by-product will be new jobs and added tax revenue for

existed before.

#SMALLBIZ Month . . . . . . . . . . . . pg. 4 But as with all investments, it’s buyer beware.

Due diligence will be critical. The average person new to investing will need to be diligent, educating themselves before investing in any opportunity. Asking the hard questions will not

CROWD FUNDING

only help the investor learn more about the business, but also force the business owner to

Southern Arizona

know more what investors are expecting.

1022 W. Ina Rd.

It is hard to predict what equity crowdfunding will

Tucson, AZ 85712

look like in 10 years, but one thing is certain:

p. 520.327.0222

Opening a new avenue for small business to access capital will create new opportunities and

© 2015 ASBA. A publication of the Arizona Small Business Association. For more information or to join ASBA, please contact us at www.asba.com. Section designed by the Arizona Small Business Association.

11

Briefs

Arizona. It will also provide the public with the opportunity to invest in ideas, people and businesses within their community, creating opportunities in areas of the state where none

Let’s Get Social For

4600 E. Washington St., Suite 340

Feedback

with SEC laws.

www.asba.com.

Phoenix, AZ 85034

Bryon Carney, managing principal of DTZ, introduces the “Commercial Real Estate” issue.

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new competition in the business lending/funding arena. It’s the booster shot the Arizona economy needs to continue the gradual climb back to economic relevance.

01

43

Arizona Small Business Association

“Maximize Creativity,” “Gilded Age,” “Translation in Real Time,” “Local Real Estate Development from the JOBS Act” and “Economic Development Goes Visual”

13

Technology

“CEI’s Maker Lab Advances Manufacturing Opportunity” and “Streamlining Mobile Communication”

SPECIAL SECTION PRESENTS

Commercial Real Estate SPOTLIGHT ON THE BEST

CBRE Colliers DTZ JLL NAI Horizon

SPONSORED BY

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51

Commercial Real Estate

Spotlight on the best

14

From the Top

Mobile Mini President and CEO Erik Olsson focuses on character over skills to build his team.

18

Legal

Attorneys discuss how the U.S. Department of Labor applies the Fair Labor Standards Act to for-profit internships.

Books

New releases give fresh insights on business thinking.

28

Nonprofit

Executives sitting on nonprofit boards should consider volunteers as a way to aid the nonprofit’s cause and cash flow.

32

Assets

2015 Jeep Renegade Trailhawk Plus: Today’s great timepieces do more than mark time.

34

Power Lunch

Dakota Plus: Lunch can be a good time for a taste of India.

66

Roundtable

A focus on only the bottom line may be counterproductive.

Healthcare

“The Food Truck of Medicine,” “Addressing Impending Physician Shortage,” “Orion Health: Big Data for Big Health Impact” and “Cost Control by Audit”

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17

27

Guest Editor

businesses to solicit investors for an equity positon in their company without having to comply

significant group discounts, countless opportunities to do business with each other, a wide array of insurance products, and active advocacy efforts on

p. 602.306.4000

9

That’s why the Arizona Small Business Association championed a new law that allows Arizona

ASBA members enjoy access to

Central Arizona

DEPARTMENTS

Noted business and community leaders Tim Bruckner, Steven Jarosh and Terry Martin-Denning respond to IBM’s burning business question of the month.

Crowdfunding in Arizona Raising money to start a business or take a business to the next level has always been a challenge. Many great ideas and businesses have gone under because they lacked the ability

in the state representing 10,000+

Technology and productivity do not always go hand in hand — but they could.

Kory Kogon discusses the “productivity paradox.”

MAY 2015 - AUGUST 2015

More Global Success via Export Circles

7 Discover Global Markets

About Us

Are We Busy or Are We Productive?

CHAMBER®

Global Chamber® Events Global Chamber® Phoenix Mon., May 11 “League of Extraordinaries”

DEPARTMENTS

By the Numbers

Studies compare market economies and cultures to identify how we fit in.

ON THE AGENDA

29

Spotlight

BioAccel Solutions Challenge — BioAccel AZ Small Biz Con — Arizona Small Business Association

30

Calendar

Business events throughout the Valley On the Cover: M arina Heights on the south bank of Tempe Town Lake; photo courtesy of DAVIS

M AY 20 1 5

4

I N B U S I N E S S M AG . CO M

According to Colliers International’s Q1 2015 Medical Office Market Report, the Greater Phoenix medical office market is being supported by demographic factors, with the expanding local population base fueling demand for healthcare services. These trends should continue in the years ahead, following a lull brought on by the recession.

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Join us for this All-Day Event on

Technology

May 2015 In Business Magazine is a collaboration of many business organizations and entities throughout the metropolitan Phoenix area and Arizona. Our mission is to inform and energize business in this community by communicating content that will build business and enrich the economic picture for all of us vested in commerce.

PARTNER ORGANIZATIONS Rick Murray, CEO Arizona Small Business Association Central Office (602) 306-4000 Southern Arizona (520) 327-0222 www.asba.com

BREAKFAST SYMPOSIUM & ALL-DAY TECHNOLOGY CONFERENCE

Presented by

Steven G. Zylstra, President & CEO Arizona Technology Council One Renaissance Square (602) 343-8324 www.aztechcouncil.org Doug Bruhnke, Founder & President Global Chamber® (480) 595-5000 www.globalchamber.org

Breakfast & Symposium

Dorothy Wolden, President NAWBO Phoenix Metro Chapter (480) 289-5768 www.nawbophx.org

Hear from local and national IT and technology experts on building your business through technology, securing your data and technology as a profit center.

Rick Kidder, President & CEO Scottsdale Area Chamber of Commerce (480) 355-2700 www.scottsdalechamber.com

Phoenix IT Conference

Mary Ann Miller, President & CEO Tempe Chamber of Commerce (480) 967-7891 www.tempechamber.org

OSIUM & ALL-DAY TECHNOLOGY CONFERENCE

The Conference is a high-level and engaged forum for local, regional and national IT providers to showcase their products and services to capture the attention of the IT executive-level decision makers attending the 9th annual event.

Friday, June 19, 2015 The Westin Kierland Resort 7:00a – 8:45a Breakfast & Symposium $45 individual; $500 Table of 10 Corporate sponsorships available

Our Partner Organizations are vested business organizations focused on building and improving business in the Valley or throughout Arizona. As Partners, each will receive three insert publications each year to showcase all that they are doing for business and businesspeople within our community. We encourage you to join these and other organizations to better your business opportunities.

The members of these and other Associate Partner Organizations receive a subscription to In Business Magazine each month. For more information on becoming an Associate Partner, please contact our publisher at info@inbusinessmag.com.

ASSOCIATE PARTNERS Ahwatukee Foothills Chamber of Commerce ahwatukeechamber.com Arizona Chamber of Commerce & Industry azchamber.com Arizona Hispanic Chamber of Commerce azhcc.com The Black Chamber of Arizona phoenixblackchamber.com Chandler Chamber of Commerce chandlerchamber.com Economic Club of Phoenix econclubphx.org

9:00a – 4:30p INTERFACE-Phoenix IT Conference Exhibitor space available from $3000 Attendance is free for registered guests & breakfast guests

Glendale Chamber of Commerce glendaleazchamber.org Greater Phoenix Chamber of Commerce phoenixchamber.com Greater Phoenix Gay & Lesbian Chamber of Commerce gpglcc.org Mesa Chamber of Commerce mesachamber.org North Phoenix Chamber of Commerce northphoenixchamber.com Peoria Chamber of Commerce peoriachamber.com WESTMARC westmarc.org

To register, visit www.inbusinessmag.com 6

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145435 MV1234567

May 2015

VOL. 6, NO. 5

Publisher Rick McCartney

Editor RaeAnne Marsh

Art Director Benjamin Little

Contributing Writers

Mike Hunter Laurel Kimball Kory Kogon Alexandra Lyon Lisa Earle McLeod Alison Stanton

ADVERTISING

Operations Louise Ferrari

Business Development

Louise Ferrari Alex Goff Craig Jeffries Steve Kulick Maria Mabek Sara May Kelly Richards Cami Shore

Events Amy Corben More: Visit your one-stop resource for everything business at www.inbusinessmag.com. For a full monthly calendar of business-related events, please visit our website.

Inform Us: Send press releases and your editorial ideas to editor@inbusinessmag.com.

Post Your Local Jobs at inbusinessmag.com Read by those vested in business here, In Business Magazine and inbusinessmag.com have become the resource for business owners and executives in the Valley and beyond.

Now, business owners can post their open positions in a place where they are guaranteed to be seen by top candidates.

Visit inbusinessmag.com now to post your open positions!

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President & CEO Rick McCartney

Editorial Director RaeAnne Marsh

Senior Art Director Benjamin Little

Financial Manager Donna C. Mitchell, CPA

Office Manager Savanah Holmgren

Communications Coordinator Tanner Gray-Spencer

Accounting Manager Todd Juhl

Corporate Offices 4455 E. Camelback Road Building C, Suite 135 Phoenix, AZ 85018 T: (480) 588-9505 F: (480) 584-3751 info@inmediacompany.com

www.inmediacompany.com Vol. 6, No. 5. In Business Magazine is published 12 times per year by InMedia Company. POSTMASTER: Send address changes to InMedia Company, 4455 E. Camelback Road, Building C, Suite 135, Phoenix, AZ 85018. To subscribe to In Business Magazine, please send check or money order for one-year subscription of $24.95 to InMedia Company, 4455 E. Camelback Road, Building C, Suite 135, Phoenix, AZ 85018 or visit inbusinessmag.com. We appreciate your editorial submissions, news and photos for review by our editorial staff. You may send to editor@inbusinessmag.com or mail to the address above. All letters sent to In Business Magazine will be treated as unconditionally assigned for publication, copyright purposes and use in any publication, website or brochure. InMedia accepts no responsibility for unsolicited manuscripts, photographs or other artwork. Submissions will not be returned unless accompanied by a self-addressed, stamped envelope.

InMedia Company, LLC reserves the right to refuse certain advertising and is not liable for advertisers’ claims and/or errors. The opinions expressed herein are exclusively those of the writers and do not necessarily reflect the position of InMedia. InMedia Company considers its sources reliable and verifies as much data as possible, although reporting inaccuracies can occur; consequently, readers using this information do so at their own risk. Each business opportunity and/or investment inherently contains certain risks, and it is suggested that the prospective investors consult their attorney and/ or financial professional. Š 2015 InMedia Company, LLC. All rights reserved.

No part of this magazine may be reproduced or transmitted in any form or by any means without written permission by the publisher.

I N B U S I N E S S M AG . CO M

BRYON CARNEY, DTZ

Quality, Quality, Quality

DTZ Managing Principal Bryon Carney has nearly 30 years of experience in commercial real estate. He is responsible for the company’s strategic planning as well as guiding the day-to-day operations of the firm’s 125 professionals. Under his guidance, the Arizona office of DTZ has grown into one of the largest and most successful commercial brokerage offices in the Southwest. In his management role, Carney successfully directed three corporate brand changes, first as the company became the independently owned and operated Grubb & Ellis|BRE Commercial in 2003. In 2010, he was one of three leaders of Western U.S. firms that joined forces with 12 formerly independent companies to form Cassidy Turley. Most recently, in 2015, he was part of the national leadership group that oversaw the change to DTZ, a global top-three commercial real estate services company.

Commercial real estate affords insight into what is driving the economy, through industry accounting of the strength of its various sectors — office, industrial, retail and multifamily. All sectors of the Valley’s commercial real estate market are seeing significant new development, with more than 7.5 million square feet of office, industrial and retail space and more than 4,800 multi-family units currently under construction.

The uptick in new construction shows momentum in our market, however the question has to be posed: Why new construction when there is still double-digit vacancy rates? The answer is that current tenant demand is overwhelmingly about location and quality.

Users want high-quality, functional space in submarkets that offer easy access to amenities, transportation options and skilled workers, for office and industrial users, and in premium shopping centers for retailers. This is reflective of national trends; demand is for new, highquality space, and this is where most of the leasing and sales activity is, as well as occupancy and rent growth. Availability is much tighter in Class A office buildings; in efficient, welldesigned industrial buildings; and in newer lifestyle and regional shopping centers.

To meet user demand, developers have broken ground on new speculative development and redevelopment projects and build-to-suit options. The market has become more bifurcated between Class A projects and everything else. For most product types, we are seeing significantly improved performance when landlords are willing to invest in, and upgrade, their existing, older assets — from converting old, industrial or office space to new “creative office” space or simple upgrades to common areas to keep older retail centers looking fresh. Ultimately, the thing to remember is that, in a market where the divide between Class A and everything else is widening, you have to be willing to take the necessary steps to meet tenant demand.

This issue’s cover story looks at where we are now in the development cycle, with investment and construction. With input from developers of some of the significant projects and fellow industry leaders, it explores how issues such as water, light rail and traffic are shaping development.

In another feature article in this issue, Kory Kogon explores the impact of technology on productivity in the business world — which may not always have a positive effect. And the bottom line comes under questioning scrutiny in Lisa Earle McLeod’s Roundtable article as she discusses reasons a “profits only” strategy may not result in long-term business profitability. Articles on these topics, and more, provide readers with varied and relevant information to help our business community grow.

This issue of In Business Magazine also provides businesses a guide to the best in commercial real estate services in the Valley, which will be available online for a full year.

Please enjoy this annual commercial real estate issue of In Business Magazine.

Sincerely,

CONNECT WITH US: Story Ideas/PR: editor@ inbusinessmag.com

Bryon Carney Managing Principal DTZ

New and Improved Market Commercial real estate is a barometer, measuring our economy and helping to indicate the overall strength of our market. Construction of commercial space is growing and the “new and improved” updates to make older space more “tech savvy” and aesthetically pleasing for today’s market is ramping up. Our market is becoming a hub for Class A commercial space as the demand by businesses continues to dictate highest quality and amenities. This is a good indication despite the vacancies that exist and is a natural progression to

Let us know what you think of this issue of In Business Magazine. Email our publisher at feedback@inbusinessmag.com.

making the Greater Phoenix area a top place to do business.

We want to thank Bryon Carney for his leadership and insight on the local market. DTZ and many of the other commercial real estate companies in the Valley do so much to keep the best possible data on our market and provide it to their clients and to organizations like ours so that we can keep the business community in the know.

It is a tremendous service to our readers to be able to rely on the

Business Events/ Connections: businessevents@ inbusinessmag.com Marketing/Exposure: advertise@ inbusinessmag.com Visit us online at www.inbusinessmag.com

current measurements. We also hope that you will enjoy our fifth annual Commercial Real Estate special section in this issue and online all year long.

—Rick McCartney, Publisher

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VALLEY LEADERS SOUND OFF

Q:

FEEDBACK QUESTION: Let us know what you want to know from the Valley’s top business leaders. editor@inbusinessmag.com

For all past Feedbacks go online to inbusinessmag.com and see what Valley executives think on various business topics.

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Commercial real estate has been on a hot streak for the past year and a half.

There is talk now of the Federal Reserve raising the interest rate in June or July.

What effect would this have on commercial lending?

TIM BRUCKNER

STEVEN JAROSH

TERRY MARTIN-DENNING

Managing Director of Commercial Banking – Arizona BMO Harris Bank Sector: Banking

Director of Credit & Operations, Business Services Division Desert Schools Federal Credit Union Sector: Banking

Chief Executive Officer NAI Horizon Sector: Real Estate

Banks already account for potential increases in interest rate when extending fixed rate pricing, and are accounting for potential additional rate increases when assessing a borrower’s cash flow and credit profile. Meanwhile, borrowers have become savvier in managing floating rate risk through hedging and other means. The Fed has been open and fairly transparent in terms of communicating strategy. In short, while we are at historic lows and expect that rates will increase in the future, both banks and borrowers that remain mindful of the environment and plan accordingly won’t be derailed by increases in interest rates.

I don’t expect an increase in interest rates to stifle the growth we have been experiencing in the Phoenix market.

Thirty years ago, it was like walking into the fog; things did not get clearer until each step forward was taken and there was always a high degree of uncertainty and surprise. Now, with better and timelier communication and more practiced participants in the process, we can all see more clearly and make sound and informed decisions.

The upcoming hikes won’t affect the market much in the short-term and should only gradually affect the market over time. By most estimations, the Fed will not raise rates abruptly, but slowly and measured over a longer period of time. The Fed’s goal is not to “shock” markets with rapid rate increases, but rather to gradually tighten monetary policy in order to keep the economy on an upward trend with low inflation.

With a gradual increase in rates, we believe the market participants in the Arizona real estate market will be able adapt to the changes. The Arizona, and U.S. economy as a whole, has improved greatly since the “Great Recession” and, as a result, the Fed will increase rates to get us back to a normalized monetary policy. ​That said, we do not estimate that the pending rate hikes will largely impact the Arizona commercial real estate market, and are encouraged that the economy is heading in the right direction.

BMO Harris Bank bmoharris.com

Steven Jarosh has spent most of his 22-year career in Business Banking lending to operating companies with $1 million to $25 million in revenues. Credit needs for these borrowers include revolving lines of credit, owner-occupied real estate and equipment financing. He earned a bachelor’s degree in Finance with a minor in Accounting from the University of Northern Iowa, and an MBA from Drake University in Des Moines, Iowa.

As the managing director for the Arizona Commercial Banking team for BMO Harris Bank, Tim Bruckner is responsible for oversight of business development, credit management and client relationship activities. His more than 20 years of industry experience includes an extensive breadth of knowledge in credit, risk management, loan restructuring, leasing and equipment finance. Bruckner is a SixSigma Black Belt and serves of the board of directors for Native American Connections.

Desert Schools Federal Credit Union desertschools.org

Commercial real estate has continued on in its slow and steady recovery over the past year and a half, creating a healthier, more stable, commercial real estate market than the rocket-like recoveries Phoenix experienced after previous downturns. While a slight interest rate increase will have an impact, with pricing and values recovering at a healthy pace, I expect that impact to be minor.

An uptick in interest rates translates into less cash flow for investors who use leverage to acquire real estate. This anticipated Federal Reserve rate increase is based on an improving economy, meaning the impact of rising interest could be offset by higher rental rates, translating to higher property values.

Increasing rates toward more historical norms is not likely to harm commercial lending; real estate has traditionally been a hedge against inflation. This is true specifically in instances like we expect in June or July where inflation is greater than the negative impact higher interest rates have on cash flow.

With that said, if we experience another recession then all bets are off.

NAI Horizon naihorizon.com Terry Martin-Denning was appointed chief executive officer of NAI Horizon in January 2015. She had previously served as chief operating officer, since 2006, and has been the designated broker since 2008. MartinDenning has been employed in various capacities by NAI Horizon and its affiliated companies since 1985. She is responsible for the overall strategy of NAI Horizon, promoting the vision, culture and professionalism of the company both internally and externally.

Sign up for the monthly In Business Magazine eNewsletter at www.inbusinessmag.com. Look for survey questions and other research on our business community.

QUICK AND TO THE POINT

BYTES

BY MIKE HUNTER

Maximize Creativity SparcIt recently launched a new creativity assessment trainer platform — a service geared primarily toward consultants, experts and workshop facilitators looking to improve the performance of their employees. The first platform that measures and improves creativity, the service was previously in beta testing with more than 25,000 usecases through IO psychologists, consultants and workshop facilitators. This aims to enable employers to recruit the best employees for the right teams, better engage and retain employees, and develop leadership and manage skill gaps to gain competitive advantage and maximize productivity and results. sparcit.com

Translation in Real Time Translate Your World, Inc. is the first software to enable crosslanguage communication at full speed in up to 78 languages, and to provide each user with control over the quality and results. Users instantly text and speak in other languages without years of study, because TYWI translates what is spoken in a room or shared on Web conferencing platforms.

Additionally, TYWI offers innovative cross-language texting applications and software for Web interpretation. translateyourworld.com

Gilded Age Newly released, the Gild Platform is a first-of-itskind technology that brings together all the elements companies need for hiring, and applies data science, consumer-friendly technologies and predictive analytics to every phase of the talent acquisition process. The Gild Platform automates this routine process and helps recruiters make better and smarter hiring decisions, while eliminating precious time spent on wasteful administrative work. The more its platform/data is used, the more intelligent it gets. gild.com

Local Real Estate Development from the JOBS Act

Caliber Companies is using the Jumpstart Our Business Startups (JOBS) Act, passed in 2012, to enable significant local real estate development. “Being able to publicly solicit a private security is the first thing that came through the JOBS Act,“ says Chris Loeffler, Caliber’s CEO and cofounder. Title II of the JOBS Act, passed in 2013, shifted Regulation A, with a project maximum of $5 million, to Regulation A+, with a project maximum of $50 million, and Loeffler explains the significance of that is there’s a lower reporting requirement so there aren’t all the costs of being a public company. “There’s just no company out there that, with $5 million, can really afford to deal with all the reporting requirements that come under even a public company-light scenario.”

A recent change passed unanimously by the Securities & Exchange Commission opened investment opportunities to non-accredited as well as accredited investors. “They don’t need to have a net worth of $1 million, therefore there’s a larger audience,” Loeffler says, pointing out that, for people who are looking to grow their wealth in real estate, “this is a phenomenal vehicle for them.”

Caliber assists clients in maximizing their growth potential and income through diverse, assetbased investment strategies. Says Loeffler, “Being able to talk about what we do allows us to get more exposure, which means we get a broader investor database, which means we can do more projects and more innovative projects that are not necessarily tied to the capital providers.”

The newest investment property to be included in Caliber’s private equity fund is a 2.5-acre site on Bahia Drive in Scottsdale, at the northeast corner of the Loop 101 freeway and south of Bell Road. The Bahia 101 is a $7-million project that will develop 40,000 square feet of Class A commercial office space, with groundbreaking scheduled for this coming June.

Noting that real estate development has long been determined by capital, and large, institutional capital traditionally likes the big-box, proven cookie-cutter model, Loeffler says, “Smaller investors, who care about the neighborhood, may choose to sacrifice part of the return —RaeAnne Marsh for something more creative or interesting.”

Caliber Companies caliberco.com

VISUALIZE

Economic Development Goes Visual Photo courtesy of Caliber Companies (top right)

Many cities in Arizona are looking to promote themselves through videos on the subject of economic development and opportunities to attract businesses to their communities. From Gilbert to Surprise and just about each town in between, they have presented a video or two on the economic value of doing business in their particular neck of the woods. Go to YouTube.com and search for your favorite city and see what its assets are in attracting business here. youtube.com

The Jumpstart Our Business Startups Act (JOBS Act) is a law intended to encourage funding of United States small businesses by easing various securities regulations. It passed with bipartisan support, and was signed into law by President Barack Obama on April 5, 2012.

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WONDERING HOW TO MANAGE YOUR COOLING COSTS? Think SRP HVAC rebates. Quick, what’s a great way to save?

SRP Standard Business Solutions. Find rebates for programmable and smart thermostats, air conditioners, heaters and more. Energysmart equipment saves money and energy, and keeps your office more comfortable. Plus, it helps minimize the time and money spent on repairs. So stop wondering and start saving with SRP. Find your rebate and more at savewithsrpbiz.com.

BY RAEANNE MARSH

INNOVATIONS FOR BUSINESS

SRP Smart Business Series

CEI’s Maker Lab Advances Manufacturing Opportunity

The new maker lab at the Center for Entrepreneurial Innovation is making 3-D printing available, enabling rapid — and affordable — prototyping to local entrepreneurs and startup companies. PADT StartUpLabs opened last month with five portable and six larger 3-D printers and SolidWorks computer-aided design (CAD) software, along with hand tools and light power tools to support the 3-D printing.

Businesses can use 3-D printing to run an iteration of a new product in days instead of months. And Andrew Miller, the lab’s project manager, is excited about its future applications.

“More and more, prices and capabilities are improving so they can do real customer manufacturing. For instance, a manufacturing plant may not need electricity for lights if the manufacturing is done by machines — and this could make the competitive advantage of labor rates meaningless and therefore pull the manufacturing back from overseas,” he says.

And medical parts can be 3-D printed that are unique to the individual, such as hearing aids and even more sensitive medical products such as implantable bone and tissue structure. “CEI can’t do the biological part, but is has been done in university labs,” he adds.

“The startup lab is a means of providing discounted engineering services with a special bent toward medical devices,” Miller says. The lab is certified by International Standards for Medical Device Manufacturing. Medical device manufacturing can cost three times other manufacturing, Miller notes. “This partnership [between Phoenix Analysis & Design Technologies and CEI] should lower that bar for small companies trying to break into medical devices.”

The lab runs two types of 3-D printing technology. Fused-deposition modeling (FDM) uses plastic filament on a spool, similar to weed

BEVERAGE DISTRIBUTOR TAPS INTO ENERGY SAVINGS My name is James “Bubba” Moffett.

I’m president of Crescent Crown

Eden 260 3-D printer

Distributing, one of

whackers. The filament is heated to become a liquid and extruded through a hot nozzle that moves in two dimensions to draw an outline of the item, then moves up incrementally to draw the outline in additional layers. The other is a polyjet printer that operates similarly to an ink jet printer. The plastic starts as a liquid, and is “buttered” in micro-particles onto a layer, using static electricity to guide it. An ultraviolet light source hardens it. “Because it starts as a liquid, we can mix things,” Miller says. Possibilities include hundreds of colors, and different stiffness of materials, such as making a hammer with a hard head and a soft grip.

CEI members will receive the PADT lab services at a discount, but they are also available to nonmembers. The entrepreneur first submits the design through a Web portal on the CEI site to PADT headquarters. CEI engineers price it and determine the appropriate 3-D technology to use. The design is then sent to the printer through the cloud, and it will run for many hours. The final step is having a manufacturing engineer on-site do postprocessing — cleaning it of excess material, and painting it. “Design and operational considerations preclude use by the public,” says Miller Center for Entrepreneurial Innovation ceigateway.com PADT StartUpLabs padtinc.com/startup

Photo courtesy of Center for Entrepreneurial Innovation

JUNE

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the needs of their business and size of their team.

Teamchat’s website assures users, “Each approved Chatlet goes through our rigorous testing process, which ensures safety of data for the parties in conversation, while enabling the essential features.” Accessible through any net connection, Teamchat is available on all leading Web or mobile platforms.

Teamchat teamchat.com

Join In Business Magazine and the Arizona Technology Council for the “TechFast & INTERFACE Phoenix IT Conference” on June 19, 2015. For more, visit www.inbusinessmag.com.

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here in Mesa. Our company has an unquenchable thirst for energy efficiency. With the help of SRP rebates, we designed and built an eco-friendly 335,000-square-foot facility, which saves more than $150,000 a year in utility costs.

It is important to us to save money on our electric bill while being more energy efficient and environmentally friendly. We worked with SRP as our energy partner to install energy-efficient lighting, occupancy sensors, high-efficiency insulation and package heating, ventilation and air-conditioning units to ensure products stay cool and keep energy bills affordable. Taking advantage of SRP’s programs netted us $138,855 in rebates with a return on investment after only 2 ½ years.

Streamlining Mobile Communication

Extended email and message “conversations” among multiple parties can get chaotic and confusing. Offering a “chatlet” technology designed to clear the clutter, Beerud Sheth has launched the messaging app Teamchat. The platform allows users to create their own app to be able to summarize and organize messages, including collating responses to different questions, customizing their message form to fit

the largest beer distributors in the country, based

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SRP Business Solutions offers rebates for almost any energy-saving project, ranging from lighting updates to new construction.

For more information, visit savewithsrpbiz.com or call (602) 236-3054.

BY RAEANNE MARSH

YOUR BENEFIT IN BUSINESS

‘The Food Truck of Medicine’ Local naturopath Suneil Jain, N.M.D., founder and owner of Rejuvena Health & Aesthetics, is hitting the streets to bring his services to the people. In an effort to promote corporate wellness, as well as for those feeling dehydrated, Dr. Jain has equipped his high-tech Mercedes Sprinter Van with Direct TV and Apple TV, and six leather reclining seats, all with their own outlets and chargers.

Offering various types of IVs, ozone therapy, food sensitivity tests and much more, he believes this type of service will make it easier for people to take time for themselves. werejuvenate.com

Address Impending Physician Shortage Health eCareers’ new 2015 Healthcare Recruiting Trends Survey found the demand for healthcare services is predicted to swell over the next 10 years, while the supply of healthcare providers is unlikely to keep up with this increased demand.

Tips from Bryan Bassett, managing director of Health eCareers, and Barkley Davis, senior director of physician recruitment at LifePoint Hospitals, to healthcare employers and recruiters to address the physician shortage without shorting the bottom line with expensive physician incentives include: Anticipate shortage cycles, and make succession plans now. Look for financial incentives beyond just salary, and consider that today’s providers also care about work-life balance.

And consider the trend of hiring highly qualified non-physician providers, such as nurse practitioners and physician assistants, who can take on much of the workload. healthecareers.com

Orion Health: Big Data for Big Health Impact The Center of Excellence that Orion Health opened recently in Scottsdale to be its North American research and solution center aims to enable clinicians to provide more proactive healthcare on a population basis — “trying to understand chronic patients, pre-chronic patients, well and long-term care from a population perspective,” says David Bennett, the company’s executive vice president of Healthier Populations.

Using big data analytics — for instance, prescription, claims and clinical data — can help identify patients with specific diseases and then identify gaps in care.

“There is a shift from volume to value, with providers more accountable for outcomes and not just the services they provide,” Bennett notes. After helping identify the population, Orion Health provides care plans and clinical pathways. “The whole model is changing. It requires understanding and defining the care plan for the patient.” And it requires tools to manage the programs. Orion Health’s tools help a medical director to define medical assessments and deploy the care. Software includes alerts and engagement with mobile devices. “Nurses can call and remind the patient about preventive tests, and if they see exacerbations, they can intervene,” Bennett explains.

Orion Health makes healthcare information available anywhere by providing healthcare IT connectivity in nearly all of the 50 United States and more than 30 other countries, and its ability to facilitate date exchange within and among provider organizations, accountable care organizations, health plans, governments and health information exchanges helps to improve care coordination, enable populations health management, enhance quality of care and reduce costs.

After looking at other potential locations

Cost Control by Audit One way employers can keep healthcare costs down is to simply not overpay for the care given their employees. This requires that businesses know exactly what they are paying for, which often depends on specialized knowledge. This is the service niche Mike Dendy created Phoenix-based Advanced Medical Pricing Solutions, in 2004, to provide. Now also operating in the population management realm, AMPS employs physicians to audit itemized statements for errors and overcharges.

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Noting that employee benefits is usually a business’s second- or third-largest expense, and citing a study by Equifax and the U.S. Government that found 97–99 percent of hospital bills have errors, Dendy says his company can save an employer group “way over 15 percent” by focusing on process errors on hospital bills.

Instead of accepting the generally one-page “uniform bill” a hospital sends, businesses can ask for an itemized statement. “Everything in a hospital

nationwide for its new development center, the Auckland, New Zealand-based company selected Arizona because of its strong healthcare network that includes research centers and large hospital systems, says Bennett, specifically naming Translational Genomics Research Institute, Cancer Treatment Centers of America, MD Anderson Cancer Center, Mayo Clinic Hospital and Banner Health. “Also important for us is the good academic environment, so we have a healthy mixture of fresh graduates and senior people on our team.”

Arizona State University, he notes, has one of the largest engineering programs in the country, including a focus on big data, bio medicine and computer science; and Grand Canyon University has a new STEM program with healthcare-focused IT and also one of the country’s largest nursing programs. “And [Arizona’s] Medicaid — the Arizona Health Care Cost Containment System — program is the the best in the country.”

Bennett, who brings to his position with Orion Health a background of software development successful at a global level (his Cyclone Commerce became one of the largest B2B integration companies in the world) and the personal drive of having a son with cystic fibrosis, describes Orion Health as “passionate about helping physicians with care.” Healthcare, he adds, “has to be mission-driven to change the world, and that is what will attract talent — and keep great students here.”

Orion Health orionhealth.com

is documented to the nth degree, and that is a voluminous amount of information,” Dendy says.

Hospital care accounts for about 40 percent of healthcare cost, and at times 50–60 percent of the bill may be wrong, according to Dendy. “Insight has been a client for many years, and we have saved them more than $3 million in the last three years — without changing benefits, just making sure they are paying the fair and correct amount,” he shares.

Advanced Medical Pricing Solutions advancedpricing.com

New rules require businesses to provide certain information about the marketplace to their employees, whether they offer health insurance or not. Learn more about the Affordable Care Act at www.IRS.gov/aca.

Photo courtesy of Rejuvena Health & Aesthetics (left)

WELL WELL WELL

Sponsors Insperity Permobil Walgreens Numotion Bell Lexus RespirTech Mayo Clinic Ability Center Vallone Design Quantum Rehab Plaza Healthcare Performance Mobility Early Warning Services National Bank of Arizona Phoenix Neurological Associates Cancer Treatment Centers of America®

Culinary Partners Deseo Prado Brat Haus Twin Peaks Frank & Albert’s The Capital Grille The Greene House Fairytale Brownies Creations in Cuisine Nothing Bundt Cakes Benedict’s Catering & Events Ling & Louie’s Asian Bar and Grill Cancer Treatment Centers of America’s® Hope Springs Organic FarmSM

Saturday, June 20th, 6:00 P.M. Westin Kierland Resort & Spa A tradition since 2008, Bite Nite benefits The ALS Association Arizona Chapter. Join friends and supporters for a fun filled evening featuring some of the valley’s top chefs and their culinary delights. Enjoy live entertainment and fundraising. Tickets start at $150.

Date

Outfit

Hungry

For more information, or to purchase tickets visit: *Sponsors at time of printing

bitenite.org or call 866-350-2572

METRICS & MEASUREMENTS

BY MIKE HUNTER

Knowing Our Market Studies compare economies and cultures to identify how we fit in

WalletHub Evolution Finance launched WalletHub in February 2012 as a onestop destination for all the tools and information consumers and smallbusiness owners need to make better financial decisions and save money. WalletHub enables readers to do three primary things: 1) search, compare and review financial products, professionals and companies; 2) share with and learn from a diverse community of individuals and companies as well as organize around favorite financial topics; and 3) customize financial news from blogs, major news outlets and experts.

From entrepreneurs to housewives, everybody benefits from having a bit more information about how their hometown stacks up. WallletHub has conducted two studies that compare our community to others nationally in the areas of diversity and culture — giving consumers and businesspeople a glimpse into how we perform on many key data points.

Running a good business or starting one up always involves doing a market study of the community the company will be conducting business in. That includes everything from competition to consumer makeup. Many companies do not look at how their marketplace compares to others nationally. A recent survey compared the Phoenix market and the San Diego market in terms of marketing dollars spent. The survey concluded that San Diego spent more money on certain marketing products than the Phoenix market. Does this mean that doing business in San Diego could be more profitable than operating that same type of business in Phoenix?

It may well be. However, getting a glimpse into the key factors that may make one metro area a better fit than another can start with how diverse an economy that community may be and how well it may resemble the stereotypical market we think of as a “U.S. market.”

Touching on diversity, WalletHub recently completed a survey to identify the most and least diversified economies by city. Phoenix came in at No. 89 out of 350, while Yuma was ranked at No. 9. Many of the researchers found that productivity increased in cities that were more professionally diversified, resulting in higher economic growth. During the recession, many of these higher-ranked cities were less volatile to the perils many other cities experienced. Certain sectors of business may decrease while others increase, making a diverse professional population function like that of a strong investor portfolio. Diversification will

offset losses in the declining sector.

Similarly, looking at how our business community compares to what we think a national picture of a consumer may be will allow for greater insight into how a product here may work in a city elsewhere. It also allows businesses insight into how credible this market is compared to the “national average” on many levels. WalletHub looked at 366 of the largest metropolitan areas nationally to identify comparisons in age, gender, income, household makeup and housing tenure. By ranking these cities, it becomes possible to see consumers’ varied priorities when it comes to certain habits and needs.

The ranking lends credibility to our market, as businesspeople can compare Phoenix, for instance, to another metropolitan area where they have done business or plan to. The Phoenix metro area ranked eighth out of 366 metropolitan areas. Many companies test market products here because we identify so closely with the overall makeup of the U.S. consumer. There is

strength in knowing that our market and the success or failure of a business or product line has a strong likelihood of performing similarly in other parts of America. Furthermore, looking at how our area stacks up can provide comfort for a startup or an entrepreneur who plans strong growth in time. Similarities of age, gender and other factors to other metropolitan areas may mean that other cities ranked similarly to Phoenix will be ripe for future business.

Our diversified economy and high ranking compared to national statistics provide advantages for growth and economic opportunities that lesserranked cities will not likely realize.

WalletHub wallethub.com/edu

How Does Phoenix Compare?

In order to identify the most diversified

WalletHub examined various demographical

local economies, WalletHub examined 350

stats for 366 of the largest metropolitan areas

of the largest U.S. cities across three key

in the U.S. to identify the cities that address

metrics — industry diversity, occupational

consumers’ varied priorities. The data set

diversity and worker-class diversity. See

includes simple metrics such as age, gender and

the top 10 — and where Phoenix ranks

income as well as more complex metrics such as

among the cities overall.

household makeup and housing tenure.

Cities with the Most Diversified Economies

Metro Areas that Most Resemble the U.S.

1

Inglewood, Calif.

1

Nashville, Tenn.

2

El Monte, Calif.

2

Cincinnati, Ohio

3

Jurupa Valley, Calif.

3

Indianapolis, Ind.

4

Oxnard, Calif.

4

Charleston, S.C.

5

Odessa, Texas

5

Jacksonville, Fla.

6

East Los Angeles, Calif.

6

Greenville, S.C.

7

Bakersfield, Calif.

7

Oklahoma, Okla.

7

Ontario, Calif.

8

Phoenix, Ariz.

9

Yuma, Ariz.

9

Albuquerque, N.M.

10

Rialto, Calif.

10

Winston-Salem, N.C.

89

Phoenix, Ariz.

Source: WalletHub “2015’s Cities with the Most & Least Diversified Economies” and “2014’s Metro Areas that Most and Least Resemble the U.S.”

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According to the 2014 Census, Phoenix is the fifth-most populous city in the United States, up from sixth in 2010. It’s also the most populous state capital and the center of the Phoenix metropolitan area (which is home to 4.33 million people, according to 2013 figures). It is estimated that, by the end of 2015, Phoenix will have grown to 1.64 million.

MINDING THEIR BUSINESS

Erik Olsson’s Growth Strategy: Character Mobile Mini’s president and CEO focuses on character over skills to build his team

by Alison Stanton

Photos courtesy of Mobile Mini

To Erik Olsson, when he came on board with Mobile Mini, Inc. two years ago as president and CEO, the company seemed somewhat complacent in its success. “It was a little bit of a sleeping giant, although it was a great business in itself and had done well for many years. But even though it had been public for 20 years, the company had always been run by the family of the founders,” Olsson says.

Renting portable storage and office containers and specialty containment products, such as tanks, pumps and filtration systems, Mobile Mini’s product line is used across industries as diverse as construction, retail, energy, utilities, mining, government and education.

Olsson saw the opportunity to take something that was already great and make it phenomenal. To accelerate the growth of the company, he decided to transition a large portion of the company’s leaders. “Sometimes, when people spend their whole career in one company, they don’t know what they don’t know. I wanted to bring in processes and views and strategies to bring the company to the next level, and it really starts with people.”

In the two years he’s been with Mobile Mini, Olsson says he’s transitioned around 60 percent of the company’s leadership positions, from branch managers on up. Some were ready to retire, others chose to leave on their own and some employees were let go. “To be successful as a CEO, you have to surround yourself with the best people possible. I raised the bar and expectations, and a lot of people didn’t want to change or couldn’t change.”

As he brings new people on board with Mobile Mini, Olsson keeps one key motto in mind: Hire for character; train for skills.

“In most companies, people tend to focus on skills when they are hiring someone to fill a position, but they forget about character,” he says, adding that he feels this can definitely lead to problems. “Life is cruel that way; we can’t change our characters. So if we find people with the right urgency and drive, those are the people we are looking for.”

To help hire these passionate people with the level of character he is looking for, Olsson says he relies on a combination of asking certain questions relating to the topic during the interview process, aptitude tests, and that gut feeling that the candidate will be a good fit for the company.

“You have to come at it in different ways. Another way is by talking to their references. I like to make the reference calls myself, because that is when you can really find some things out about the person.”

Olsson also implemented the company’s first-ever share buy-back program and first share dividend program. “We try to take care of a lot of constituencies and, of course, we want happy customers and are aware of the needs of the employees.

But we also want to be an active part of the community, and are, ultimately, running the company for our shareholders,” he says, adding that he also authorized a $125-million share buy-back program, which is now up to $175 million.

Olsson is also proud of the company’s new headquarters and national sales center in Phoenix. Recently, Mobile Mini moved into a 55,000-square-foot office at 4646 E. Van Buren Street. The new headquarters consolidates Mobile Mini’s corporate and sales facilities and will be home to more than 300 employees, including the executive team, national sales center, customer support, finance and accounting.

Since transitioning a number of positions, Olsson says he’s seen a “dramatic difference” in the company. “I’m a believer in giving people a lot of freedom combined with a lot of follow-up and accountability.”

Mobile Mini mobilemini.com

Not Just Storage. Mobile Mini created a special container with two large TVs, a video game system, surround sound, wet bar with refrigerator, couch, satellite TV, awnings and gas grill — used for The Chrysalis Foundation charity auction, among other events around the Valley.

MOBILE MINI: SMALL IN NAME ONLY • Founded in 1983 in Phoenix, the company serves customers throughout North America and the United Kingdom from 160 locations.

• Mobile Mini is one of the Valley’s top companies, with reported total revenue of $445 million in 2014.

• It has a total lease fleet of about 213,500 portable storage containers and office units.

• Mobile Mini is the world’s leading provider of portable storage solutions.

• The company grew significantly in 2014 when it acquired Evergreen Tank Solutions, the thirdlargest provider of specialty containment solutions in the U.S. and a leading provider in the Gulf Coast and petrochemical and industrial segments in the U.S.

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LAW MATTERS TO BUSINESS

Balancing on the Internship Tightrope For-profit employers need to be aware of labor laws

by RaeAnne Marsh

Lindsay Leavitt is a business litigation and employment law attorney at Jennings, Strouss & Salmon, P.L.C. He regularly represents businesses in employment-related disputes and provides advice on preventive measures.

Jennings, Strouss & Salmon, P.L.C. jsslaw.com

Chris Mason is a shareholder at Polsinelli whose emphasis is Labor and Employment, helping employers navigate the jungle of labor and employment regulation and litigation.

Polsinelli P.C. polsinelli.com

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Summer is traditionally a hot time for internships. For companies looking to bring on interns, the most important consideration is whether to make it an unpaid internship or a paid one. From the legal standpoint, “It’s a relatively new area of law that is just catching fire across the country,” says Lindsay Leavitt, an attorney in the Phoenix office of Jennings, Strouss & Salmon.

“If you don’t pay, you need to be aware of potential problems under applicable law — the most notable of which is the Federal Labor Standards Act,” says Chris Mason, shareholder in the Phoenix office of Polsinelli. Businesses should familiarize themselves with the expectations of the Department of Labor, which is concerned, essentially, with whether the internship is provided for the benefit of the intern or the entity.

Observes Leavitt, “Since the Great Recession, a lot of businesses that previously offered paid internships are now, to keep costs down, moving to unpaid. At the same time, students are looking for any experience to put on their résumé.

But the vast majority of unpaid internships in the for-profit sector violate the FLSA.” So, does the internship provide the intern with educational and knowledge development? Or is the business entity getting a lot of free labor and not providing much in return? If the latter, cautions Mason, “the DOL will declare the individual was just being used and should have been paid minimum wage and overtime.” The intern can sue for double the unpaid wages and be reimbursed for attorney fees. Plus fines and penalties if the DOL determines the mistake was intentional.

Additional costs may ensue if an unpaid intern gets hurt on the job and it is determined the intern should have been classified as an employee. “The employer’s workers’ comp insurance likely wouldn’t cover the unpaid intern, which would potentially leave the employer on the hook for the costs of the intern’s injuries,” Leavitt says.

And Mason cites what he sees as even bigger problems.

There is the legal cost to the company in defending itself, a black eye to its reputation, and “the DOL does not necessarily stop at one claimant but will look at all classes of employee.

Therefore, the DOL may find a whole plethora of violations, and that puts the employer at risk.”

These considerations relative to unpaid internships do not apply to nonprofits and government entities, where such positions are classified as “volunteer.”

In a paid internship, an intern becomes an employee — entitled to all employment rights. Employers need to pay unemployment taxes, withhold taxes, and add the intern to the employee rolls for workers’ comp. “If the intern is unhappy, the intern-employee can bring suit and make claims of discrimination,” Mason points out.

“In a paid internship, the intern does not have special legal status,” Leavitt explains. “A paid intern is, essentially, a temporary worker.”

NBCUniversal settled a lawsuit with unpaid interns for $6.4 million in October 2014.

Leavitt suggests employers provide their interns — paid or unpaid — a copy of the employee manual. “The intern needs to have an understanding of what is expected of employees of the employer. And the employer shields himself from future instances that can arise in the employment setting.”

And if an intern will be privy to confidential information, such as intellectual property or trade secrets, Leavitt adds, “the employer may need some type of non-disclosure agreement.”

While the DOL has stringent rules on how an intern can be treated, it has no specific requirements of an internship program. Mason recommends to his clients that they register with the school that the intern attends. “It adds an element of legitimacy. Plus, the school will have well-established programs and can help put specific guidelines in place.” He also recommends businesses add an evaluation or review to give back to the educational program at the school. “It makes the internship better because it gives the employers the opportunity to figure out their program. And it helps recognize and avoid legal problems by ensuring they’re providing an educational benefit.”

Test For Unpaid Interns To pay or not to pay? “I think the biggest struggle employers have is knowing where that line is drawn,” says Chris Mason, shareholder with Polsinelli. The DOL lists six criteria as its “Test For Unpaid Interns” with a for-profit employer, and all must be met.

1. The internship, even though it includes actual operation of the facilities of the employer, is similar to training which would be given in an educational environment; 2. The internship experience is for the benefit of the intern; 3. The intern does not displace regular employees, but works under close supervision of existing staff; 4. The employer that provides the training derives no immediate advantage from the activities of the intern; and on occasion its operations may actually be impeded; 5. The intern is not necessarily entitled to a job at the conclusion of the internship; and 6. The employer and the intern understand that the intern is not entitled to wages for the time spent in the internship.

Noting the DOL’s focus on benefit to the intern, Mason explains the intent is the intern’s learning continue over the course of the internship, as opposed to being taught some simple, repetitive manual labor the first week only.

The employer cannot use the internship as a try-out for a new employee, explains Lindsay Leavitt, attorney with Jennings, Strouss & Salmon. And working closely with an educational institution, he says, “will ensure an academic setting for the internship and that the intern will get academic credit.”

United States Department of Labor, Wage and Hour Division dol.gov/whd/regs/compliance/whdfs71.htm

In his ruling on the landmark 2013 case Glatt v. Fox Searchlight Pictures, U.S. District Court Judge William H. Pauley III of the Southern District of New York noted the adverse effect on the economy of unpaid interns displacing workers.

Gallagher & Kennedy Congratulates

Patrick J. McGroder III Recognized in Phoenix by Best Lawyers in America® 2015 Lawyer of the Year – Plaintiff’s Personal Injury & Wrongful Death

When time seems to stand still as a result of a traumatic personal injury or wrongful death to you or your loved ones, Pat McGroder becomes your tireless advocate, working toward justice on behalf of his clients who face some of the worst times of their lives. His 40+ year career and vast experience in high profile, catastrophic personal injury and wrongful death cases have wrought a warrior for victim’s rights. Pat not only advocates for his clients but pursues the social change needed to prevent similar harm to others.

What clients are saying…

“Pat was both the compassionate father and fierce trial lawyer advocate that helped us through the worst ordeal of our lives.”

Gary Thomasson and Maureen Kerly, parents of Ty Thomasson, killed in 2013 trampoline park incident

“Where the safety and well“At the time when I found myself being of yourself and family and my children in an unimaginable circumstance, Pat was precisely the are concerned, no one surpasses Pat and his team legal expert and kind soul I needed in measures of excellence to defend my husband’s rights and see me through the legal challenges.” in the civil justice system, commitment to our cause Juliann Ashcraft, widow of Andrew and compassion for what Ashcraft, one of the19 Hotshots killed in we were going through.” the 2013 Yarnell, Arizona wildfire Larry Hayward, CEO Leslie’s Poolmart Inc.

“For almost 20 years, Pat has represented me and my companies in complex litigation, many of which went to trial, all of which were successful. He is an unparalleled master in the courtroom and a true gentlemen in every sense and situation.”

Lawyers. When Results Matter.

Patrick J. McGroder III P: 602.530.8181 | E: pjm@gknet.com www.gknet.com/attorneys/patrickmcgroder

2575 East Camelback Road | Phoenix, Arizona 85016-9225 P: 602-530-8000 | www.gknet.com

Bob Ramsey, Founder Southwest Ambulance

“Throughout the years of my challenging recovery, Pat was working on my behalf when I was physically unable to defend myself.”

Jason Schecterle, Phoenix Police Officer burned in a rearend collision of his Ford police cruiser in 2001

“When I needed the best trial lawyer in Arizona, the unanimous recommendation of my friends and business associates was to hire Pat McGroder. He not only prevailed in my case, but we became close friends in the process.”

Michael Horne Managing Partner & COO Off Madison Ave.

The Marina Heights project at Tempe Town Lake, being developed by Ryan Companies and Sunbelt Holdings, and with DAVIS as both architect and interior designer, has brought new construction to the area and will span 20 acres Photo courtesy of DAVIS

Office, Retail, Industrial & Multifamily:

A Look at

Commercial Real Estate as an Economic Measure

by RaeAnne Marsh

SkySong, with the Plaza Companies as master developer of the 1.2-million-squarefoot mixed-use project that includes Class A commercial office space and apartments, won NAIOP’s 2014 Economic Impact Project of the Year and 2014 Spec Office Project of the Year

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and Cunningham says, “It exceeded expectations, including the developer’s.” But multifamily is not a market leader; rather, it is built where there is a true lifestyle component or lifestyle and jobs. This is why, he says, North Tempe — with significant job growth due to State Farm’s entrance to the community — and Old Town Scottsdale are getting higher-end product and achieving higher rents than ever before.

North Tempe and Old Town Scottsdale are also in demand for office — but there’s not much in the way of product, says John Pearson, a managing director and tenant rep expert with JLL. In fact, these areas are at record levels of low vacancy, which underscores the importance of not looking at broad average numbers. “All the submarkets have a completely different dynamic,” Pearson notes. “Phoenix is a 22-percent-vacant market, but there are pockets that are closer to 10 percent.”

Demand is for large square-footage that can house operations with a large work force of 300 to 1,000, such as call centers, and the development must also allow for parking at six spaces per 1,000 square feet. Liberty Trust’s 1-million-square-foot, Class A development on Rio Salado at Priest is “leasing as fast as Liberty can build it,” Pearson says. But it’s not the dense, urban environment that Millennials want, and, with the trending growth in technology and back office operations, Millennials is the work force these types of companies are particularly interested in. Parking is the issue holding back office development in the otherwise attractive environment of Old Town Scottsdale.

Submarkets Marina Heights hits the sweet spot for urban, with a proximity to light rail that mitigates the need for extensive parking. Craig Henig, senior managing director of the CBRE Phoenix office, describes this project at Tempe Town Lake adjacent to ASU as “the catalyst for post-recession development in this urban submarket.”

Phase I of the more than 2-million-square-foot, 20-acre project

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Photos courtesy of NAIOP Arizona

A

s an economic indicator, commercial real estate touches those big indicators — money and employment. As the industry continues its comeback from the down days of the Great Recession, commercial real estate developers point to many positive factors supporting the current healthy slate of new projects.

Metro Phoenix is seeing some product types coming back more than others, of course. Tim Lawless, president of the Arizona chapter of commercial real estate trade association NAIOP, shares a view of the situation nationally that is impacting the growth we’re experiencing. “Interest rates and lending are less frozen now than five or six years ago,” he says. And commercial real estate has been able to move away from a reliance on just the REITs (real estate investment trusts), largely publicly traded companies that, a year ago, were the main sources of funding because “they would be able to self-fund rather than have to seek conventional funding.” Another industry challenge now left behind, Lawless says, is “the perception that large pension funds had red-lined Phoenix and were not going to invest in Class A buildings to the extent they had in the past.” Also improved in the past few years is employment, as business has absorbed losses “just north of 500,000 jobs.”

One of the strongest commercial segments is multifamily.

Describing it as reactionary to job growth and population growth, John Cunningham, executive VP who heads the multifamily investment division for JLL in Phoenix, says multifamily has more than 93 percent occupancy. While there is still some single-family product being built in the suburbs, Cunningham says urban infill is the most abundant in the new construction pipeline. “The market is gravitating to urban-infill, higher-density, Class A projects that have parking attached,” he says. Broadstone, just east of the Esplanade on Camelback, was the first building in the new cycle of urban infill and high density. That was in 2013,

Photos courtesy of Ryan Companies and © Visions in Photography, Inc. (top), P.B. Bell Companies (bottom)

Amkor Technology’s more than is expected to be completed in fall of this year, and its impact has also been building. Says Henig, “In addition to this major mixed-use development that will be home to a major regional headquarters for State Farm, development along and near Tempe Town Lake has exploded.” Liberty Center at Rio Salado is part of this. Other big projects include the neighboring Hayden Ferry III, which will deliver more than 250,000 square feet of Class A office product this September, and The Grand at Papago Park Center, which is proposed for 3.2 million square feet of mixed-use development and 1.8 million square feet of Class A office at Priest Drive and Washington Street.

Heidi Kimball, senior vice president with Sunbelt Holdings, which is a partner in the Marina Heights development, cites transit, transportation and utilities as important attributes of the infrastructure supporting the development. Also, she says, “The amenities of the lake have really caused Tempe to thrive in a big way.” And access to Arizona State University is another key element.

ASU, in fact, features large in the Valley’s commercial development picture. It is expected to come out soon with plans for The District, 330 acres in the middle of Tempe, that Kimball says “will drive development in Tempe for a long time.” She believes it will change the face of the community and bring new users, “especially in scenarios where we compete with other states.” Pluses will include prime location, work force and standard of living. But also critical, she notes, will be the state’s willingness to help court companies to come to Arizona.

Utilities and transportation infrastructure — providing good access to population centers and a highly educated work force — is also driving projects in the Southeast Valley and along the Loop 101, Kimball notes.

While beltways are attracting the Class A office, Lawless points out industrial follows a different pattern. “Industrial facilities want to be close to major highways on the way to major markets.” He sees the strength of warehouse and distribution operations continuing along the Long Beach

100,000-square-foot corporate headquarters opened last April in the ASU Research Park

connector Interstate 10 and good potential around Casa Grande when the proposed Interstate 8 to San Diego is built.

However, he adds, “It depends on whether you transport by air or not.” The Goodyear and Mesa Gateway airports are drivers of industrial facilities, and he says, “It will be interesting to see who’s going to win 20 years from now.”

A seeming anomaly in terms of freeway convenience is the strength of office along the Camelback Corridor, from 23rd to 44th streets. In this area is clustered offices of developers, title companies and brokerage houses as well as significant multi-tenant buildings — much of the NAIOP membership representing commercial real estate for the entire state, Lawless notes. The determining factor here may be the ease of travel along east-west thoroughfares of Lincoln, Camelback and Indian School between this hub and affluent neighborhoods in Paradise Valley and Scottsdale.

Current projects include a high-density development under construction at 44th Street and Camelback. “The Camelback Corridor is a prime place for a lot of activity,” Lawless says.

Escape Luxury Apartments, an urban luxury apartment community near Downtown Phoenix, is scheduled to open in fall 2015

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Light Rail

GoDaddy Global Technology Center, a 150,000-square-foot facility that opened last October in the ASU Research Park in Tempe, won NAIOP’s 2014 Office Build-to-Suit of the Year and 2014 Office Tenant Improvement – 50k sf or more of the Year

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The View at Cascade, a luxury apartment community in North Scottsdale, is scheduled to open in fall 2015

Out West Demand for office product is picking up in the Northwest Valley after several years, according to Pearson. USAA, a major employer in the area that recently added to its own vast campus on Norterra north of Union Hills, will soon be breaking ground on the first phase of a 150,000-square-foot development. “It’s the first spec building in a long time,” Pearson notes.

The West Valley in general “does not have all the residential growth we’ve had in prior recoveries to drive ancillary office users,” Pearson says, explaining why it’s not a super-active market for office. But Kimball sees the West Valley’s potential in distribution space thanks to proximity to transportation services and a lower price of land. Over-flight, mostly due to Luke Air Force Base, limits the land use, and she notes this keeps down the cost of land. Pointing out that attraction depends on intended use, Kimball notes, “If you have great big land-use projects with relatively low density, you go out as far as you can.”

Photos courtesy of P.B. Bell Companies (top), Ryan Companies and © Visions in Photography, Inc. (bottom)

Light rail also drives a lot of location decisions. But developers tend to wait until there is certainty about the route, “until they see a clear funding source and construction on the way,” Kimball says. The certainty is the key factor, and it’s why developers see light rail as more significant than other types of public transportation. “Bus routes can change over time,” she says. “When you actually have hard infrastructure in the ground, that’s where you see value increasing and location decisions being made.”

The light rail has been helpful in Tempe and around the ballparks in downtown Phoenix, but it’s a different story in central and mid-Phoenix, Lawless points out. “It hasn’t saved some of those buildings because they’re not deemed as attractive.”

Other forces, however, are beginning to have an impact in that submarket. Christine Mackey, the City of Phoenix’s community and economic development director, has a vision for the area to be a tech hub. And, in fact, several local businesses are involved in that effort as some of the old warehouse buildings are undergoing adaptive reuse remodeling.

From a developer’s standpoint, though, it’s still a weak market for office. On the positive side, Lawless points out the relocation of Banner Health to that area provides an anchor to build around with potential for bio or healthcare synergy.

But for now, Pearson says, “It hasn’t changed the dynamic that those are older buildings, not well parked, and pretty inefficient for today’s office users.”

Phoenix’s Central Avenue district has also not gained as much as expected from the light rail. Lawless notes there has been migration away from the central and midtown corridor, significant among the moves that of major law firm Fennemore Craig to the Camelback Corridor.

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The Story of the Basics: Food and Water

Photo courtesy of DMB Associates, Inc. (bottom)

In fact, the West Valley is poised to see the next major wave of industrial and office/flex development, says CBRE’s Henig.

Specifically, the newly opened interchange of Loop 303 and Interstate 10 is expected to be the site of major commercial development. Says Henig, “The combination of available land, existing labor and amenities made accessible by the new Loop 303 freeway have created the type of environment that will be the catalyst for explosive growth seen previously in other major transportation corridors, like North Scottsdale, Deer Valley and Chandler/Gilbert.”

Currently being developed in Goodyear is the PV303 Business Park, which Henig says “is expected to be ‘ground zero’ for that explosion of growth.” At build-out, the 1,600-acre master-planned business park will be one of the largest in the Southwest. Proposed buildings range in size from about 40,000 square feet to 2 million square feet. “Major corporate users have already started planting their flags,” Henig says, naming Dick’s Sporting Goods, SubZero, Bimbo Bakeries and REI.

The Internet is having an impact on the retail segment of commercial real estate, according to John Reva, senior associate with the JLL-Phoenix retail team. The exception is the food industry, which saw $7.9 billion in sales last year. The driver in this market has shifted from fast food to quick-service restaurants (QSR), which, in turn, is being driven by the consumer. “It’s a better-informed consumer, wanting to know what’s in the food they eat and demanding better quality,” Reva explains. “But there’s a lack of adequate supply for these uses, and not many options open for the demand that’s out there.” Restauranteurs are turning to adaptive reuse, a hot trend Reva says was kicked off by Sam Fox’s creation of The Yard restaurant complex on 7th Street in mid-Phoenix. But noting an important factor, Reva says, “It’s driven by the uniqueness of the real estate.”

All development has an impact on water usage, and water is a resource that has lately been the center of a lot of attention. But it’s not a limiting factor for Metro Phoenix at the present time. Says Lawless, “We have a better water situation than other cities such Denver and Vegas.” The current allotment of Colorado River water was determined to support agrarian need, but Phoenix has been converting agrarian to red tile roofs, which, he points out, uses less water. Also crediting Arizona’s Department of Water Resources with doing a “phenomenal job of water banking,” he says, “We’re the envy of other cities.”

A big change in the marketplace has been investment in condos, notes Kimball. While a lot of multifamily projects are responding to the demand around the Tempe Town Lake development, Portland on the Park is the first condo project in downtown Phoenix. “All over town,” Kimball says, “a lot of commercial property is being developed as multifamily. It’s the highest and best use in a lot of cases.”

CBRE cbre.com JLL jll.com NAIOP naiop.org Sunbelt Holdings sunbeltholdings.com

Centerpoint on Mill, 22 acres of mixed-use in Tempe, is being developed by DMB Associates, Inc.

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Focus

OUR SUBJECT IN DEPTH

Kory Kogon, one of the authors of The 5 Choices to Extraordinary Productivity, is Global Practice Leader for Productivity for FranklinCovey, a global company specializing in performance improvement.

She focuses her research and content development around time management, project management and communication skills, bringing more than 25 years of business expertise that ranges from frontline positions to executive team member.

She also co-wrote Project Management Essentials for the Unofficial Project Manager and Presentation Advantage.

Recognized for her ability to provide the practical application and logic that consistently motivates people to take action, Kogon has earned a Certificate in the Foundations of NeuroLeadership from the NeuroLeadership Institute of which she is an ongoing member.

FranklinCovey franklincovey.com

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Are We Busy or Are We Productive?

Technology and productivity do not always go hand in hand — but they could

by Kory Kogon The “new normal” seems to be that we are overwhelmed and don’t know where our time has gone at the end of the day. We are connected and “on” almost twenty-four hours a day. We are very busy, so much so that “busy” has become a badge of honor in this century. We often feel that if we are not busy, we may be seen as not working hard enough. But the real question is, are we spending our time on the things that are truly important and will help us feel accomplished at the end of each day? In a six-year FranklinCovey study, 351,613 respondents indicated that more than 40 percent of their time was being spent on activities that were not important to either themselves or their organization.

So, what does it take to change behavior to actually get more done? How do we move beyond the “ordinary” and beyond being “busy”? Our mindset must change, in order for our behavior to change to get better results. We get to choose to move beyond the busy, day after day, and instead live each day feeling like we have made a high-value contribution — personally, professionally or both. It is about intentionally accomplishing a few more things each day that truly make a difference: a well-done project completed at work, a great uninterrupted conversation with our spouse or child, and some uninterrupted thinking or time for relaxing for ourself. That is productivity. And it’s not easy to do. It takes work, discipline and execution. This is where having the right mindset is imperative. The first ingredient of changing one’s mindset is knowing the cause of time management problems in today’s extremely fast-paced world, so we understand why we need to think differently from how we think now.

THE PRODUCTIVITY PARADOX It is both easier and harder than ever to achieve extraordinary productivity. All the wonderful things our technology does for us, such as 3-D printing, are astounding.

And yet, technology does lure us into the always-on mode, combined with the unstoppable flow of information coming from everywhere all the time.

We have identified the three key root problems that keep the paradox alive and well.

First, we are making more decisions than ever before. Every email, demand or request for an answer to a question is a decision we have to make, and there are thousands of them coming at us every day. To survive, we handle them as they come, which keeps us busy — while we are missing or never getting to some of the higher-value decisions that we should be making.

Second, while we are trying to deal with the high number of decisions overloading our brain, our attention is under attack.

Dings, pings and blue screens are hijacking our attention and time, while the decisions just continue to overflow.

Last but not least, all of these issues are just wearing us out. The never-ending stream of information coming at us has created an energy crisis for us. Our brain needs a vast amount of energy to make all those decisions, and it gets sucked dry by the time we drop into bed at night. A few hours later, we get up and have to do it all over again. This requires a new mindset: making good decisions about that on which we spend our time, keeping our attention on the most important things, and having the energy to accomplish it all.

Unproductive: 160 billion emails are sent daily, 97 percent of which are spam.

Spam generates 33 billion kilowatt-hours of energy every year, enough to power 2.4 million homes, producing 17 million tons of carbon dioxide.

BETTERING YOUR BUSINESS

Grow Your Value

PRODUCTIVITY BY CHOICE

Mika Brzezinski, “Morning Joe” co-host and New York Times

Choice 1: Act on the Important, Don’t React to the Urgent.

What is key, when something comes up that demands attention, is to assess its true importance. Determining the return on the moment requires Pausing, Clarifying and Deciding as to each and every incoming opportunity and whether or not it is: Urgent and important (necessary), Urgent and not important (a distraction), Not urgent and not important (a waste), or Not urgent and important (extraordinary — high-value contribution).

This entails being mindful and intentional about all of the incoming, as a filter to help the mind find the high-value decisions in the midst of being busy.

Choice 2: Go for Extraordinary, Don’t Settle for Ordinary People often have many roles they play in their life, and it is impossible to really excel in all of them. Making the best use of time and effort means picking the few that need the greatest attention now: director, mentor, parent, child, volunteer, for example. The choices need to be written down so they can be reviewed. Individuals should evaluate effort looking at where their strengths lie and where they need improvement. Along with this, they should write out what their vision of success looks like in each of the roles. This exercise creates a visual framework that will guide the decision-making to get the best return on the moment.

Choice 3: Schedule the Big Rocks, Don’t Sort Gravel Focused attention enables a person to execute on those things that are most important to him or her. This starts with the 30/10 promise. That means taking 30 minutes, before the week begins, to identify all of the “big rocks — the most important things connected to the person’s particular roles — then calendaring time to complete them. The more specifically they’re calendared — not only the day, but a timeslot — the higher the probabilities of accomplishment in the midst of being busy. The second part of the 30/10 promise is taking ten minutes at the end of the day to review what was accomplished that day — and then reconciling the calendar, moving things around, as priorities will shift and that which is urgent but not important will appear. But it requires the diligence to focus on the “big rocks” first.

bestselling author of Knowing Your Value, has built a career on inspiring women to assess and then obtain their true value in the workplace. Drawing on deeply revealing conversations with powerful and dynamic women, input from researchers and relationship experts, and her own wealth of experience, Brzezinski helps women pinpoint their individual definition of success. She advises her readers to define the “professional value” that encompasses their worth in the workplace, and the “inner value” made up of their core beliefs and goals. Women can stop feeling overwhelmed, overscheduled, frantic and forever guilty — but only if they choose their objectives confidently and unapologetically, and focus their efforts accordingly.

Title: Grow Your Value: Living and Working to Your Full Potential Author: Mika Brzezinski Publisher: Weinstein Publishing

More than anything, extraordinary productivity is a question of being conscious in the moment. And all we need to do to make this change is take small steps each day to be more aware of our surroundings, the people we work with, and the opportunities for high-value decisions about where we spend our time, attention and energy. It’s all in our mindset. We can choose to be busy and ordinary, or to be busy yet extraordinary.

Pages: 304

The Ignorant Maestro For 20 years, in addition to conducting orchestras around the world, Itay Talgam has been a “conductor of people” for companies large and small, for CEOs of Fortune 500 companies as well as startup entrepreneurs, and beyond.

Drawing on his decades of experience on the podium, he teaches non-musicians how conducting really works and how the conductor’s art can help leaders in any field — and why imposing one’s vision on one’s people is likely to backfire. Talgam explores the nuances of leadership by describing the distinctive styles of six worldfamous conductors: the commanding Riccardo Muti, the fatherly and passionate Arturo Toscanini, the calm Richard Strauss, the guru-like Herbert von Karajan, the dancing Carlos Kleiber, and the master of dialogue Leonard Bernstein.

Title: The Ignorant Maestro: How Great Leaders Inspire Unpredictable Brilliance Author: Itay Talgam

$26.95

Publisher: Penguin Publishing Group

Choice 4: Rule Your Technology, Don’t Let It Rule You Communication media pervade our lives. Individuals need to learn how to manage the addiction to technology. Tech addiction falls into the category of “urgent, not important” (a distraction), or “not urgent, not important” (a waste). The more conscious a person is of this, the more time and attention he or she will have to act on that which is most important.

Choice 5: Fuel Your Fire, Don’t Burn Out The brain requires a lot of energy to make high-value decisions and stay focused in this day and age. More than ever, diet, exercise, stress reduction, sleep, and social connection with others are the requirements to provide it with the vast amount of oxygen and nutrients it needs to move beyond just being busy.

$26 Available: 5/12/2015

Available: 5/19/2015

Pages: 240

Fueled by Failure Olympian and former NFL player now thriving as a CEO and philanthropist, Jeremy Bloom pulls at the common thread that unites him with all of us: the defeats we encounter on our journeys to reach our goals. Sharing his hardearned insights, advice and practices, including lessons from respected coaches, phenomenal athletes and highly successful business leaders, Bloom coaches the reader in tackling defeats — big and small — and using them to drive, not derail, success. Bloom covers how to rebound and reprogram after defeat, how to utilize the lessons from failures, which motivators evoke winning results, tactics for managing expectations for oneself and/or one’s team, how to create a badass business culture and what it means to leave a legacy.

Title: Fueled by Failure: Using Detours and Defeats to Power Progress Author: Jeremy Bloom Publisher: Entrepreneur Press

Reasons technology is distracting and potentially making the workplace unproductive in some ways: There are more than 1 billion computers in use and there are more than 4 billion cell phones in use. About 3 million cell phones are sold every day, and social media and apps are available at employees’ fingertips.

$21.95 Available: 5/19/2015

Pages: 180

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INVESTING IN COMMUNITY

UP NEXT MONTH: Youth Leadership in the Nonprofit Sector

U.S. VOLUNTEER STATISTICS Giving USA Foundation | Giving USA 2014 • 64.5 million U.S. adult residents volunteered in 2012.

• Total volunteer hours by adults living in the United States amounted to 7.9 billion hours (equivalent to $175 billion contributed to charities and communities across the nation in 2012).

• Greatest percentage of volunteers: ages 35–44 (15.5 percent) and 45–57 (14.7 percent). More than a quarter of U.S. residents older than 55 volunteered in 2012.

• Volunteers during 2012 were most involved in the following institutions: Religious (34.2 percent) Educational (26.5 percent) Social service organizations (14.4 percent) ASU Lodestar Center • 24.6 percent of Arizona residents volunteered 171 million hours of service in 2010. The estimated worth of these volunteer services is $3.6 million.

Laurel Kimball is a founding principal of The Phoenix Philanthropy Group, an Arizona-based international consulting firm serving nonprofit organizations as well as institutional and individual philanthropists. phoenixphilanthropy.com

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Harnessing the Power of Volunteers Executives sitting on nonprofit boards should consider volunteers as a way to aid the nonprofit’s cause and cash flow.

by Laurel Kimball Volunteers are everywhere — sorting donations at food banks, tutoring children at local schools and greeting visitors at the zoo. They play an integral role in nonprofits across America, guiding tours at museums, visiting the sick at hospitals and wielding hammers for Habitat for Humanity. They also are active behind the scenes, serving on boards and committees, and even conducting sophisticated long-term project assistance.

Their feet-on-the-ground presence and behind-the-scenes support of a nonprofit organization’s mission play another significant role: Volunteers can bolster the nonprofit’s financial health. “By serving as an unpaid work force, volunteers help nonprofits meet their mission and service delivery more efficiently by significantly reducing the bottom-line costs,” says Rhonda Oliver, president and CEO of HandsOn Greater Phoenix, a nonprofit volunteer management organization.

They also serve as exemplary ambassadors, through word of mouth and social media communications, lending a unique and heartfelt perspective about an organization’s mission. What’s more, they frequently turn into donors. “Their closeness to the mission and understanding of the resource constraints of an organization make them ideal investors,” says Oliver.

But how does the nonprofit mobilize those volunteer troops and ensure their efficiency? In a word: strategy.

“Organizations must be strategic in their volunteer engagement,” says Oliver. “Assess organizational needs and develop opportunities that specifically meet those needs.

Volunteers can do anything, so engage them in ways that help you deliver your mission more efficiently.”

That strategy should also include the appointment of a leader to coordinate volunteer opportunities. This paid employee or board member will assist with the scheduling and training of volunteers and help develop the necessary policies and guidelines for volunteer staff; ensure liability coverage is in place; and determine how many hours volunteers will work, what tools the nonprofit will provide to volunteers, what the nonprofit expects of its volunteers and what clearly defined tasks are assigned to volunteers.

Establishing detailed position descriptions for every volunteer opportunity will ensure that volunteers have a good experience and help them see where their strengths can best be used. Nonprofits benefit when they strategically align volunteers based on skill sets.

Another key is to provide diverse volunteer opportunities that meet the organization’s needs. Consider offering unskilled and skilled opportunities, individual and group tasks, scheduling variety, age inclusivity (especially family-friendly opportunities), and remote and on-site tasks.

And be sure to say thanks. Whether volunteers are asked to paint, plant, clean, fundraise, organize, build, plan, teach, train, mentor, cook, market or measure, let them know they are appreciated. Any volunteer engagement, from the mundane

task to the complex, can be rewarding if the volunteer understands the value or impact of the work and feels recognized for his or her contribution.

FINDING VOLUNTEERS When a nonprofit commits to developing a volunteer program, executives serving on the board may not be sure where to begin. Where are all those volunteers, anyway? How can the nonprofit identify and reach out to them?

In Maricopa County, HandsOn Greater Phoenix is a good place to start the search. In Pima County, United Way of Tucson and Southern Arizona can assist. Both organizations are part of the HandsOn Network, affiliated with Points of Light, the world’s largest organization dedicated to volunteer service.

Organizations such as Experience Matters and AARP connect the skills and talents of experienced adults with the diverse needs of nonprofits through their affiliation with the national Encore Fellows program. Retired businesspeople, engineers, educators and other professionals seeking volunteer opportunities are paired with local nonprofits. AmeriCorps Vista and ASU Lodestar Center for Philanthropy and Nonprofit Innovation can help nonprofits identify younger volunteers and interns.

“Businesses are another largely untapped source of valuable volunteer hours for local nonprofits,” says Dan McQuaid, president and CEO of OneOC, a California organization that connects volunteers from Orange County’s local business community with its nonprofits. OneOC provides corporations with custom and ready-made volunteering programs designed to serve the specific needs of Orange County’s nonprofits.

They match corporate volunteers in nonprofit board roles, offer volunteer activities designed to also bolster leadership and team-building, and coordinate corporate volunteers on nationally recognized volunteer service days.

“The most successful nonprofit and corporate partnerships are ones that focus on the shared values of their collaboration,” says McQuaid. “It is good for nonprofits, good for business and good for the community.” When board members encourage their nonprofit to engage volunteers strategically, they can not only help the organization realize financial gains but also gain vocal advocates who will tell corporations, foundations and friends about the nonprofit’s good work. Why not explore the possibility?

AARP createthegood.org/volunteer-search ASU Lodestar Center for Philanthropy and Nonprofit Innovation lodestar.asu.edu AmeriCorps VISTA nationalservice.gov/programs/americorps/americorps-vista Encore Fellows encore.org Experience Matters experiencemattersaz.org HandsOn Network handsonnetwork.org Points of Light pointsoflight.org

Volunteers come in all ages. Youth brings energy and enthusiasm, and young volunteers often value hands-on experience through volunteer internships more than pay. Older volunteers bring experience, but may expect to be paid for a longer assignment.

MAY 2015

On the Agenda

BioAccel

BioAccel Solutions Challenge Fri., May 15 — 8:30a – noon (Scorpion Pit); 6:00p – 9:00p (reception) BioAccel, a nonprofit organization that provides funding and business expertise to local startups, will host its second annual Solutions Challenge at The Croft Downtown. In partnering with Banner Health, Dignity Health and Blue Cross Blue Shield of Arizona, the BioAccel Solutions Challenge is a competition that seeks to address the most prevalent issues in critical healthcare and market need. Based on these identified areas, local entrepreneurs are invited to create innovative solutions to address them and a chance to win financial support from the “Scorpion Pit,” a panel of investors.

“It’s a lot like ‘Shark Tank.’ We really wanted to look at people facing issues in their industry and find a way to address those issues by giving individuals a chance to pitch their ideas and getting the interest of investors,” says BioAccel CEO MaryAnn Guerra.

“This year we identified four challenge categories based on interactions we have with local businesses that expressed certain issues and difficulties they were having meeting market needs,” says Guerra. In addition, a fifth challenge has been added specifically for student entrepreneurs, offering them a chance to pitch their ideas as well. The five challenges are as follows: Digital, Wearable, and Mobile Health; Regenerative Wound and Aesthetics Therapy; Simplified Access to Care, identified and sponsored by Blue Cross Blue Shield of Arizona; A New Approach to Eliminating Type 2 Endoleaks, identified and sponsored by W.L. Gore; and Wildcard for Student Entrepreneurs, sponsored by Eric Crown.

“We had to find community leaders that understand what we are trying to do from an economic development perspective that would love to see these entrepreneurs be successful,” says Guerra of picking panel investors. The Scorpion Pit will consist of investors Alex Brigham, CEO of the Ethisphere Institute; Eric Crown, chairman emeritus of Insight Enterprises; Todd Davis, CEO of LifeLock; Francine Hardaway, founder of Stealthmode Partners; Jeff Pruitt, CEO of Tallwave; and Vishu Jhaveri, M.D., M.S.A., senior vice president of Health Services at Blue Cross Blue Shield of Arizona.

“This is a really good tool for economic development, creating jobs, creating higher-paying jobs and giving kids graduating from college soon access to positions that are good for them and good for the community,” Guerra says. Not only will finalists have a chance to win $50,000 from the Scorpion Pit but BioAccel will match that offer, giving finalists a chance to ultimately win $100,000 in proofof-concept funding for their startup technology.

The upscale cocktail awards reception will include live music by the band A Silent Film. —Alexandra Lyon

Arizona Small Business Association

AZ Small Biz Con Tues. – Wed., May 19 – 20 10:30a – 6:00p (Tues.); 8:00a – 3:00p (Wed.) Touting it as the “largest small-business event in Arizona,” ASBA is presenting a two-day seminar of educational sessions, valuable mentoring and business networking. The event will focus on small-business growth, productivity and the tools necessary for them to become profitable and thrive in the communities they serve. Event highlights include the 22nd Annual Business Awards Luncheon; the “Arizona Business Today Live: Big Thinkers for Small Biz” panel; the “Get Finance” panel that looks at crowdfunding, access to capital and alternative finance for small biz; and the “Public Policy” panel that addresses what to know and how to get involved.

“The conference will have something for everyone: two keynote presentations, 25 breakout sessions, oneon-one business mentoring and ThinkSmallBiz Expo with over 150 exhibitors,” says Julie Armstrong, business development manager. The mentors, she explains, are small-business owners who have developed processes and programming to assist other small-business owners in education, development, financial planning, legal support and public policy outreach. According to Armstrong, anticipated turnout for the event is more than 1,500 attendees. —Alexandra Lyon Day 1: $249; Day 2: $199; both days: $299;

$200 The Croft Downtown

Rick Murray, Ken Bennet and Todd McCracken (left to right)

22 E. Buchanan St., Phoenix

bioaccel.org

member discount available Renaissance Glendale Hotel 9495 W. Coyotes Blvd., Glendale asba.com

MAY 2015

S M T W T F S

SAVE THE DATE

Upcoming and notable 13th Annual BALLE JUN

Wed., June 10 –

10 Fri., June 12

Local First Arizona/ BALLE event explores the power of a locally rooted economic system. localfirstaz.com/news/ events 14th Annual DOE Small Business Forum & Expo JUN

Tues. – Thurs.,

16 June 16 – 18

Event presented by the largest civilian contracting agency within the Federal government. smallbusinessconference. energy.gov Annual Business Awards Luncheon JUN

Wed.,

17 June 17 Gilbert Chamber of Commerce honors businesses and individuals in six categories. gilbertaz.com 2015 Arizona Governor’s Conference on Tourism JUN

Mon., June 22 –

22 Wed., June 24

Arizona Lodging & Tourism Association presents research numbers and a lineup of keynote speakers azlta.com

1 2

3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31

Tue., May 5 – Cinco de Mayo

Sat., May 16 – Armed Forces Day

Sun., May 10 – Mother’s Day

Mon., May 25 – Memorial Day (observed)

29 20M AY1 5 I N B U S I N E S S M AG . CO M

On The Agenda Tues., May 5

MAY 2015

11:30a – 1:00p

Wed., May 13

10:15a – 2:30p

Cinco de Mayo Luncheon

6th Annual Women’s Success Summit

West Valley Women

eWomenNetwork

Join West Valley Women for fabulously fun networking as they celebrate Cinco de Mayo at the monthly luncheon.

Sandra Yancey will demystify five fundamentals all entrepreneurs need to know that, when applied, can change the course of your business and put you on path for supersized success: Realize how to let go of behaviors preventing you from making your cash register ring.

• Effective economical ideas for getting access to information and resources to grow your business.

• Smart ways to not lose yourself and your personal priorities while pursuing your dream.

• Ways to revitalize your energy when trying to recover from efforts gone wrong.

• Accelerated networking among attendees.

• Display tables with innovative products and services.

Members: $30; non-members: $35 Arizona Broadway Theatre

7701 W. Paradise Ln., Peoria

westvalleywomen.org

Thurs., May 7

8:00a – 1:00p

11th Annual Procurement Fair & Business Expo Glendale Chamber of Commerce

The Economic Club of Phoenix’s annual Economic Outlook Luncheon. Networking session is available prior to final registration at 11:45 a.m.

Join the Glendale Chamber of Commerce, Luke Air Force Base, Procurement Technical Assistance Center and the City of Glendale for the largest free-to-attend Procurement Fair in Arizona, designed to help businesses “Master the Purchasing Maze.” The event is a great opportunity to share product information, exchange service capabilities and make contact with military, federal agencies, universities & school districts, cities & counties, state government, corporate buyers and more than 500 attendees, while hearing from a number of featured presenters regarding such topics as Federal Contracting 101, Local Government Contracting and How to do Business with Private Business.

$75; advance registration is required

Free

Wed., May 6

11:30a – 1:30p

Annual Economic Outlook Event Economic Club of Phoenix

Camelback Golf Club

7847 N. Mockingbird Ln., Scottsdale

wpcarey.asu.edu/events/3020 5

6

Glendale Civic Center

Raven Golf Club

3636 E. Baseline Rd., Phoenix

ewomennetwork.com

5750 W. Glenn Dr., Glendale

glendaleazchamber.org 7

Tues., May 12

$68

12

13 Wed., May 13

8:00a – 9:00a

12:30p – 6:30p

Wake Up Ahwatukee Morning Mixer

2015 Cybersecurity Summit

Ahwatukee Foothills Chamber of Commerce

Arizona Technology Council / The Arizona Cyber Threat Response Alliance / Arizona Infragard

Attend the “Wake Up Ahwatukee Morning Mixer” and you’ll get more done before 9:00 a.m. than some people do all day! The Morning Mixer provides a chance for quality networking in a relaxed, group environment with other business professionals from the Ahwatukee area.

Members: $5; non-members: $15 Akimel A-Al Middle School

2620 E. Liberty Ln., Phoenix-Estrella

Wed., May 13

10:30a – 1:00p

ahwatukeechamber.com

28th Annual IMPACT Awards Luncheon

Tues., May 12

Greater Phoenix Chamber of Commerce

11:00a – 1:00p

AllBCD Brunch N Learn Lecture Series Sales 101 Kim Ruggiero, marketing professor of Practice in the W. P. Carey School of Business at Arizona State University, will cover three key areas of sales: learn the importance of selling and creating value for your customers; have a solid value proposition; and, the key characteristics of a sales professional you want as the face of your franchise.

Join this celebration of this year’s eight honorees who have made an impact on the Greater Phoenix business community. Hear their inspirational stories, see what makes them “the best of the best” in Valley business and find out which two companies are honored as the IMPACT Business of the Year. Don’t miss this celebration of achievement, perseverance and community service.

$45

Members: $85; non-members: $95

Phoenix Metro Chamber

Scottsdale Masonic Lodge phoenixmetrochamber.com

2531 N. Scottsdale Rd., Scottsdale

Learn about the threats, vulnerabilities and consequences related to data security and privacy matters. This educational summit provides actionable solutions, as numerous AZTC and ACTRA member organizations showcase their available resources, products and services geared toward helping protect Intellectual Property and customer data. There will be a panel discussion, keynote speaker, sponsor expo and other exceptional presentations.

Members: $50; non-members: $75 Hilton Scottsdale Resort & Villas 6333 N. Scottsdale Rd., Scottsdale aztechcouncil.org

The Arizona Biltmore, A Waldorf Astoria Resort 2400 E. Missouri Ave., Phoenix phoenixchamber.com

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Please confirm, as dates and times are subject to change.

For more events, visit “Business Events” at www.inbusinessmag.com

Thurs., May 14

7:45a – 9:45a

Funding Strategies for Growing Your Business Enterprise Bank & Trust A panel of financing experts representing leadership from private equity firms, mezzanine capital firms and traditional commercial banks will discuss the various approaches to funding growing businesses.

The panel will consist of Jack Barry, chairman of the Arizona Region for Enterprise Bank & Trust; Jim Lally, executive vice president and director of Commercial Banking for Enterprise Bank & Trust; James Colyer, partner at True North Companies; and Christopher Roden, managing director of C Capital.

Tues., May 19

10:30a – 1:30p

Women In Business Chandler Chamber of Commerce Women in Business luncheon features a different program each month. Relationship Building + Networking + Business Showcase Opportunities = Success!

ADDED VALUE: Workshop at 10:30 a.m. Knowledge is Power! The Women In Business workshops are opportunities for attendees to gain a powerful edge on their competition. They are held at 10:30 am before the luncheon. Technology, marketing, sales, accounting, legal issues are just a few topics to be covered at these workshops.

Keynote Speaker, Susan Brooks, “Life Solutions for Professional Women.”

Members: $30; non-members: $40 SoHo63

63 E. Boston St., Chandler

Tues., May 26

chandlerchamber.com Wed., May 27

4:00p – 5:00p

3:30p – 5:00p

Free

‘Success is An Attitude’

Monthly Meeting

Phoenix Country Club

Mesa Chamber of Commerce

Central Phoenix Women

2901 N. 7th St., Phoenix

The Women’s Networking Group provides information, entertainment and a networking forum for women professionals and entrepreneurs. This month features communication skills expert Pamela Jett.

“Meet for Afternoon Tea” features speaker Kara Kalkbrenner, fire chief of the City of Phoenix. The meeting sponsor and favor partner is ROLFS. Modern Luxury Scottsdale magazine is the publication partner.

Members: $10; non-members: $20

The Ritz-Carlton

Superstition Springs Golf Club

2401 E. Camelback Rd., Phoenix

enterprisebank.com/eu

$75; reservations are required

6542 E Baseline Rd., Mesa

mesachamber.org 14

15

Fri., May 15

19 11:30a – 1:00p

20

centralphoenixwomen.org 21

26

Thurs., May 21

5:30p – 7:30p

27 Fri., May 29

29 11:30a – 1:00p

Monthly Meeting

Mix and Mingle

Meet Your Neighbors Lunch

Women of Scottsdale

North Phoenix Chamber of Commerce

Scottsdale Area Chamber of Commerce

The meeting sponsor is Rancho Solano Preparatory School; In Business Magazine is the publication partner; Neiman Marcus is the favor partner.

Enjoy networking, fantastic food, and meeting some great, like-minded people. This high-energy setting is perfect for making connections and expanding your circle of influence.

Designed for chamber members and nonmembers to network over lunch, these meetings are held monthly at locations throughout Scottsdale. This unique event is all about building community and getting to know your neighbors.

Free

$15; cash only

$35; reservations are required Westin Kierland 6902 E. Greenway Pkwy., Scottsdale womenofscottsdale.org

Blue Martini

5455 E. High St., Phoenix

northphoenixchamber.com Wed., May 20

Craft 64

6922 E. Main St., Scottsdale

scottsdalechamber.com

8:00a – 1:30p

Women In Business Conference Tempe Chamber of Commerce A trade show featuring local and national organizations and businesses provides the backdrop to a luncheon and presentations by powerful keynote speakers. Themed “Reach, Achieve, Celebrate!” the event presents speakers who deliver inspirational messages that touch on these elements and motivate each member of the audience to strive for fulfillment, happiness and success.

Members: $65; non-members: $99 The PERA Club

1 E. Continental Dr., Tempe

tempechamber.org

If your event is directed to helping build business in Metro Phoenix, please send us information to include it in the In Business Magazine events calendar. Full calendar online. Events@inbusinessmag.com

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WE VALUE WHAT WE OWN

BY MIKE HUNTER

2015 Jeep Renegade Trailhawk

City: n/a Hwy: n/a Trans: 9-speed automatic 0-60 mph: 7.0 sec (est.)

MSRP $26,795

AWARDED The 2015 Jeep Renegade won three top awards from Kelly Blue Book: 10 Favorite New-for-2015 Cars, the 10 Best AllWheel-Drive Vehicles Under $25,000 and the 10 Best SUVs Under $25,000. It also was awarded the Top Pick in Cool Cars Segment from AAA Arizona.

Jeep jeep.com

Smart Watch Out With technology changing everything, the wrist has some competition with the new Apple watch. But the classics never die.

Here are some great timepieces just an arm’s length away.

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traction when it is. It gives outstanding on-road performance and unmatched 4x4 capability.

A stylish appeal, this SUV is designed to manage any opportunity on or off the road. With the My Sky™ open-air, dual panel sun roof — fully retractable or removable — occupants can be a part of the terrain. Comfort is the way to go with the available leather-trimmed seats, which are soft and supple, while standard cloth seats give every Renegade a distinctive look with a heavy-duty mesh fabric that has the Jeep Brand logo subtly woven throughout. The support for long trips and off-road experiences gives great security to the occupants, ensuring they are tucked tightly on board in full luxury.

Other features include the latest technology to keep everyone connected and on path. A Vivid 6.5-inch touchscreen commands navigation, audio and communications. The Aux/USB Media Hub with iPod® mobile device integration and the Integrated Uconnect® Voice Command and Bluetooth, hands-free calling and voice texting make hands-on-the-wheel driving so possible.

The exterior is unique but styled with classic Jeep features.

The sporty look allows for a strong stance on the 17-inch off-road wheels with aggressive tires. Halogen fog lamps and deep-tinted windows offer a dominant appeal that is appropriate for this rugged vehicle.

APPLE 38MM AND 42MM CASE 316L STAINLESS STEEL

KAIROS HYBRID MSW115

OLIO MODEL ONE STEEL

This watch text messages,

Olio Devices is

This Sapphire

emails, takes

a new, design-

Crystal, retina

incoming calls

focused company

display, ceramic

and comes in gold

that is producing

back smartwatch

with a dot matrix

a smartphone

is all the craze.

face. Bands are

for the ages. The

The phone does most of what an

available in leather

watch enables

iPhone will do and includes a heart rate

or rubber. Fitness, navigation,

many of the digital features of

sensor, accelerometer and gyroscope.

remote control features and push

mobile phones and includes

It is Bluetooth and Wi-Fi enabled and

notifications are just some of the

texting, email, social media,

has up to 18 hours of battery life.

features that this limited-edition

scheduling, weather, alarm,

$699 men’s; $649 women’s

smartwatch offers. $1,399

stopwatch and more. $645

apple.com

kairoswatches.com

oliodevices.com

Jeep Brand History iPad App: Now Jeep® Brand enthusiasts can take their love of Jeep vehicles with them on the road. Access seven decades of iconic Jeep Brand history as seen through the signature seven-slot grille. This also allows users to be able to check out vehicle details, plus share favorite Jeep vehicle photos with friends on Facebook, Twitter and email on their iPad.

Photos courtesy of Jeep (top and far left), Apple, Kairos, Olio (bottom, left to right)

2015 JEEP RENEGADE TRAILHAWK

The all-new Jeep Renegade Trailhawk edition is the sporty, borderline luxury four-wheel-drive vehicle that makes sense on both the road and tough terrain. This tech-savvy, all-terrain SUV is what Jeep has presented to attract a new driver and impress with strength, styling, capabilities and economies.

This 2.4-liter Tigershark® I4 engine features advanced MultiAir® technology that increases power and torque while lowering fuel consumption and emissions. It comes standard and is a fuel-efficient technology that meets even the greatest emission standards of any outdoor enthusiast. This vehicle is the first in its class and one of few to offer a nine-speed transmission that allows for great efficiency and virtually unnoticeable shifts between gears.

With its best-in-class 4x4 capabilities, this all-terrain gem offers the Jeep Active Drive Low system. The system increases efficiency when 4x4 capability isn’t needed and enhances

MEALS THAT MATTER

BY MIKE HUNTER

Night & Day: Dakota for Lunch

$10.95

CALIFORNIA BISTRO-STYLE California is home to many climates, and the Southern California restaurant scene has been the birthplace of many styles of cuisine and décor.

The California bistro-style restaurant is commonly known for light and airy ambiance, simple and trendy décor, and a cuisine of natural and organic foods that are also light and simply flavorful.

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There are several specialty items on the menu as well. A clear favorite is the Natural Grass-Fed Ground Chuck Burger, which is cooked to order and served with house-made pickled red onion, iceberg lettuce and roasted red pepper goat cheese spread on a brioche bun. It comes with a house salad of baby field greens tossed in a red wine vinaigrette.

Also serving breakfast and dinner, this hot spot has quickly become a destination for any meal or for great drinks. The décor is rustic contemporary, with light woods and mild industrial lighting to add a true ambiance inside and a great lush patio on the street outside. The Comoncy Coffee Bar is a to-go coffee and café-style offshoot that serves prepackaged salads and makes gourmet coffees and pastries for the quick lunch or meal. Service is fast and the servers are attentive and very knowledgeable of the menu items and quick to interject opinions on what to order, making lunch a true experience that any client or colleague would be happy to partake in.

Dakota 7301 E. Indian Plaza, Scottsdale (480) 361-1030 dakotabar.com

Tastes of India

INDIA OVEN

KARAIKUDI PALACE

MARIGOLD MAISON

For lunch, travel across the globe to

A variety of food is

This gem offers both

This unexpected oasis of fine

served and cooked fresh

authentic South and North

dining represents the finest

daily. The gourmet lunch

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examples of Indian cuisine from

buffet is a real deal at

full lunch-time buffet and

around India. Executive Chef Sunil

$8.95 per person. It

evening a la carte service

Kumar gives diners a culinary

includes both vegetarian

with an extensive menu. The

passport and invites them to take

and non-vegetarian

restaurant is a unique style

a flavor tour with an exceptional

dishes, Indian Tea, and,

experience with historical and

and innovative menu.

now, Mango Lassi!

native artwork set in a warm

4720 E. Cactus Rd., Paradise

1315 S. Gilbert Rd., Mesa

and pleasant ambiance.

Valley

(480) 892-3333

8752 E. Shea Blvd., Scottsdale

(602) 795-0020

azindiaoven.com

(480) 998-6006

marigoldmaison.com

enjoy a true experience in dining. We offer some of the best Indian cuisine establishments, from fast to sit-down and just enjoy. Here are our top picks.

Marigold Maison’s Chicken Tikka

karaikudipalaceaz.com

Meatloaf Lovers. A traditionally heavy dish made of ground meat, meatloaf has many variation spanning regions all over the world. American meatloaf was originally made of meat scraps and has become much more gourmet recently with unique meats and mixtures of flavorful savory ingredients, making for healthier versions of the traditional dish.

Photos courtesy of Dakota (top), Marigold Maison (bottom)

Quinoa Salad Quinoa tabbouleh, local greens, cucumber, tomato, feta, mint, basil and radish with lemon vinaigrette

The scene after 9 p.m. in the Old Town Scottsdale entertainment district is reminiscent of the Vegas Strip.

However, in the daytime, these few blocks just off of Camelback east of Scottsdale Road is a quaint community of restaurants, architecture, the latest in design and a great place for lunch.

Topping the charts in the area is Dakota, which opened at the tail end of last year. This chic, modern version of a California bistro-influenced restaurant and bar is loaded with personality and is a true destination for lunch.

The menu will entice even groups with diverse tastes to come back again as it is fairly wide-ranging, from great salads to hot Paninis and soups. The Steak Salad is a favorite and is made with prime-aged sirloin on a bed of organic baby field greens, Roma tomatoes, carrots, cucumber and blue cheese tossed in a balsamic vinaigrette. The Quinoa Salad is made with quinoa tabbouleh, local greens, cucumber, tomato, feta cheese, mint, basil and radishes drizzled with a lemon vinaigrette. Sandwiches include the Turkey Meatloaf Sandwich, which is the Dakota’s signature meatloaf, arugula, tomatoes, red onion relish and mayonnaise on a rustic ciabatta roll served with an organic salad.

GLOBAL Global Chamber® Events www.globalchamber.org/events

Global Chamber® Phoenix Mon., May 11 “League of Extraordinaries” For members only, high-level networking between successful global companies.

4:30pm to 6pm RSVP to events@globalchamber.org

Global Chamber® Tucson Fri., June 5 “Cinco de Global: Grow in Mexico and Latin America” Highlighting opportunities for Tucson Metro businesses in Mexico, with speakers involved with investment and exporting. 3:30pm to 5pm RSVP to events@globalchamber.org

SPOTLIGHT EVENT Global Chamber® Phoenix Tues., June 16 “Grow Globally PHX” All the best international resources in Phoenix, all together, one time per year.

It’s the Grow Globally Fair! Joint event with collaboration partners. 3pm to 5pm RSVP to events@globalchamber.org

Global Chamber® Tucson Thurs., August 20 “Grow Globally TUS” All the best international resources in Tucson, all together, one time per year. It’s the Grow Globally Fair! Joint event with collaboration partners. 3pm to 5pm RSVP to events@globalchamber.org

Inside this section

2 500 Metros, Unlimited Opportunities 3 Making Global Connections Work 4 Globalize Your Company through Interns 5 Going Global Makes You More Creative League of Extraordinaries 6 The Why FDI Matters 7 Discover Global Markets

® CHAMBER MAY 2015 - AUGUST 2015

More Global Success via Export Circles Don Henninger, Export CirclesSM Director at Global Chamber® Phoenix

Export CirclesSM by Global Chamber® is for successful executives who are already exporting or importing, and are looking for even more cross-border growth and success.

We’re working with Exporter of the Year Lee Benson (Able Aerospace, Able Engineering and ETW) and other top business leaders to create a unique monthly experience for executives that helps them get to the next level with their international business. We’ve recognized that 100 percent of companies can be more successful with their exporting, importing and readiness and advance the management cross-border investments — and Export Circles processes needed to grow; and is designed to help.

3. Access a 12-month curriculum with continuous sharing of top global Successful CEOs participate in Export resources and information, to fill in the Circles to stay on the global management knowledge gaps. cutting edge and further their company’s international growth. CEOs meet monthly Do business in one city? Join a local chamber. and make continual progress on their Do business in multiple cities and multiple exporting and international processes. The metropolitan areas? Join the Global Chamber® combination of peer-to-peer advisory, cutting-edge technology “Nothing helps a CEO be more successful on and the sharing by top global the global stage than participating in Export resources is unparalleled, all Circles. The support is unparalleled and just facilitated by a regional leader with global experience. In Metro right for capturing new opportunities.”

Phoenix, I’m leading the first —Lee Benson, CEO of Able Aerospace, Able Engineering and ETW Export Circles.

Export Circles is being rolled out and participate in Export Circles. We help in Phoenix, Tucson, Los Angeles, Kathmandu executives be involved with global business and many other metro areas around the world.

There are three primary aspects of the approach earlier, and help executives already involved and successful to reach the next level. The lesson for that benefit executives. They can: 1. L everage the experience of C-level peers to all executives looking to increase global business success is to connect with others going through be informed, advised and enlightened, to uncover opportunities and achieve greater the same challenges, use top management systems, and tie into the best resources. levels of success; 2. U tilize world-class technology by ExecuteDH Advisors dhadvisors.com to-Win (ETW) to expand foundational Export Circles globalchamber.org/exportcircles

GlobalChamber.org

1

500 Metros, Unlimited Opportunities It’s not a secret that joining a chamber of commerce can provide you with a valuable network and help your business grow. Chambers of commerce exist to further the interest of businesses by connecting them with each other, their target markets and resources they need to be successful. The question is no longer “if” a company should join a chamber, but “which ones?”

Companies that do business in more than one locale often join several local chambers of commerce in order to connect with the business communities in each area and get the support they need. In an increasingly global marketplace, more and more companies are doing business across borders, whether between states or internationally.

Global Chamber® was created to support companies who do crossborder business by providing them with resources, connections and a global network to further their growth. Companies that do business globally face unique challenges, such as:

• Cross-border, cross-cultural issues that get in the way of fast progress; • Higher than expected costs due to additional administrative, shipping, legal and other expenses; • Language barriers that cause issues to be “lost in translation”; • Higher risk due to fear of payments not being made, and other uncertainties; • Confounding tax, accounting, legal and other differences that slow down progress; • Difficulty in making just the right connections for trusted customers and partners; • Building credibility quickly in countries and regions outside the home base; • Failed deals with customers, dealers, distributors, employees and partners; and • Frustration that it always takes longer and costs more money than planned.

Global Chamber eases the pain of doing business globally by filling in the gaps that happen across borders. Members receive access to resources and training that are tailor-made for solving the unique pains of international business. Most importantly, members of the “global tribe” become part of a borderless network through having access to trusted connections in 500 Global Chamber metro locations around the world — and that includes more than 5,000 cities and millions of connections.

Joining a local chamber remains essential to forging meaningful connections and a deep network for your company within a local community. If you seek additional growth for your company beyond one metro area, join Global Chamber to connect, grow and solve regional and global challenges.

2

Global Chamber®

Photo courtesy of Dave Sherman from Biz Pics by Dave (bottom)

Arielle Cottrell, Marketing Manager of Global Chamber®

Making Global Connections Work \Dakota Drake, Operations Manager of Global Chamber®

Warmer business connections create customer and partner relationships that start better and have a greater chance of success, and yet those are more difficult to facilitate across borders. Greater distance and different cultures make starting and maintaining relationships more of a chore. But technology and the Global Chamber® make it easier in today’s world to create good global connections despite the challenges.

Examples below illustrate how it works.

Cross-border Business: Dottie O’Carroll at Frank Lloyd Wright Foundation joined Global Chamber with one main connection on her mind: Japan. There is widespread interest and respect for Frank Lloyd Wright’s work in Japan, and better connections there could help the Foundation market and sell to customers in Japan more of the products inspired by his designs. Two weeks after she joined, the Japanese Consulate in Los Angeles approached the Global Chamber to host Ambassador Ichiro Fujisaki in Metro Phoenix. We designed a VIP event at Taliesin West, and great connections were made.

Access to CEOs: When Bill Papazian of Lightstone Solutions joined Global Chamber, he singled out Lee Benson of Able Aerospace — past Exporter of the Year — as a potential target for the company’s

international investigative services. Lee is an enthusiastic member of the Global Chamber, and so the bridge to him was relatively easy since he is focused on finding best practices and new ways to help his business grow globally. But Lee is busy, and he can’t meet with everyone, so Bill used a neat technique to make the bridge to Lee, and got a lunch meeting.

Success so far!

Access to the Community: We’re honored to have KJZZ, the NPR station for Phoenix, as a Diplomat Member of Global Chamber. The station supports the ground-breaking and award-winning Fronteras Desk, reporting on US-Mexico borderlands human interest stories. Now the station would like more business stories from along the border to include in its broadcasts. Global Chamber can help because many of our members do business along the border and know business leaders with great stories.

The conclusion? When you’re growing your business, creating key contacts will help. When those key contacts are made through warm connections, you’ll be more successful with the initial connection, and it will more easily form a basis of success for the future. Providing warm connections in 500 metro areas around the world, Global Chamber is here to open doors and support your cross-border growth.

GlobalChamber.org

3

Globalize Your Company through Interns

By Arielle Cottrell, Marketing Manager of Global Chamber®

Doing business in today’s global economy requires companies to evolve frequently in order to solve the world’s complex problems.

Innovation begins internally by building a team full of international talent, including interns.

Hiring an intern from another country can help your company get a fresh perspective on global business and is an enriching experience for both parties. There are some things to consider when hiring for an internship: 1. Regional hiring. Doing business across borders often requires extensive research into the region to establish cultural awareness.

An intern from the region can provide an invaluable case study of the target market and bring unique perspectives from the region that may have not been considered before.

For instance, an Arizona company brought on interns from three separate regions of Costa Rica in order to gain their perspectives on marketing their products there.

2. Language capabilities. An advantage to hiring international interns is the language abilities they bring beyond English. It is important to consider the intern’s proficiency in English when assigning roles within the company. For example, a website development intern may not need the same level of written

4

Global Chamber®

proficiency as a marketing intern. Bilingual interns can ease the language barriers that inevitably come up when doing global business and make sure your company’s messages are communicated effectively across borders.

3. Strategic assignments.

Whether the internship is paid or unpaid, it is important for employers to ensure that the internship is mutually beneficial for the company and the intern. To achieve this, a company should design a program that meets the intern’s educational goals and also serves a specific need within the company. The internship will be most effective when there are clear projects that utilize the intern’s skills and field of study, as opposed to just assisting on miscellaneous tasks with no clear strategy.

Global Chamber® has partnered with the Swedish American Chamber, AIESEC and other organizations to offer companies the opportunity to obtain interns this summer and beyond.

AIESEC and Global Chamber have teamed to offer companies anywhere in the world the ability to have interns from anywhere in the world. AIESEC is a nonprofit organization here in the U.S. and is the largest youth-run organization in the world, operating in 125 countries and territories.

AIESEC brings recent university graduates from all over the world to work for companies in the United States.

A second intern program provides Swedish

American Chamber and Global Chamber members access to the Trainee Program as a tool in developing international business activities utilizing skilled Swedish university students in diverse fields. Trainees educated within the highly regarded Swedish educational system bring expertise within their academic field along with an intimate knowledge of the Swedish and European market, language skills and cross-cultural knowledge.

A third intern program is administered by Arizona State University and the Government of Brazil covering interns that are available from late May through mid-August. They may work anywhere in the U.S. This group of interns is more than 300 students enrolled at ASU studying in STEM fields through the Brazil Scientific Mobility Program, sponsored by the government of Brazil. A large percentage of these students is in engineering, but students are also in other fields such as biological sciences, chemistry, computer science and architecture.

Consider accelerating your company’s international growth with interns from Sweden, Brazil and around the world. Contact Global Chamber for information on any of these internship programs and for more resources to grow globally.

AIESEC aiesec.org Arizona State University asu.edu Global Chamber globalchamber.org Swedish American Chamber sacc-usa.org

Going Global Makes You More Creative Doug Bruhnke, CEO and Founder of

Global Chamber®

An article earlier this year by Brent Crane in Atlantic Magazine put forth the premise that traveling and experiencing the world makes a person more creative. There’s even science behind it.

The article reports that scientists found new sounds, smells, language, tastes, sensations and sights spark different synapses in the brain — inspiring creativity. “The key, critical process is multicultural engagement, immersion and adaptation,” says Adam Galinsky, professor at Columbia University. “Someone who lives abroad and doesn’t engage with the local culture will likely get less of a creative boost than someone who travels abroad and really engages in the local environment.”

We see the results of this effect every day!

Leaders doing global business are working at

a higher level than those who are not. Their foundational skills are better, and they leverage their global experiences into mind-expanding approaches to even greater success.

You may have experienced the impact of this when you traveled to a different place. Seeing how others do things can automatically open your mind and get you unstuck. When you were flying home, did your mind kick into overdrive with new ideas on how to run your business?

At the Global Chamber®, we experienced “global” creatively earlier this year with a small team of internationalists led by Mike Patterson of the law firm of Polsinelli, who spent 10 years living and working in Mexico. Mike continually comes up with creative thoughts to solve tough

challenges. He pulled us in along with Hank Marshall at the City of Phoenix and Ray Schey, publisher of the Phoenix Business Journal, to come up with an international event.

The brainstorming led to an interest to invite Carlos Slim, the second-richest businessperson in the world, to Phoenix.

It seemed impossible — why would Carlos Slim keynote our event? We came up with a multi-pronged approach that involved helping his sister, who runs a nonprofit with ties to Arizona; a letter writing campaign; and a lot of hope and persistence. One month, then two months passed. And in the end, success!

So skip the creativity course. Go global and get all the creativity you need!

GlobalChamber.org

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The League of Extraordinaries \Dakota Drake, Operations Manager of Global Chamber®

Global Chamber® facilitates connections that bring new customers, partners, resources, deals, revenue and profit. We have created a variety of unique methods for members to connect with new opportunities, including via events — both public and private — that connect members with people and organizations that they target. Membership has its privileges!

An example of the way we connect members to opportunities is our “League of Extraordinaries,” which assembles a dozen members at a time for morning coffee, mid-day lunch, or afternoon coffee/tea or wine. We find one member who is looking to connect with certain types of other extraordinary people, and we get them all together, sharing business needs. Magic invariably results!

Attendees are always extraordinary leaders with a global mindset, in a global business, with global clients. Participants can be in the same industry, or are business service providers with no competition between them who are looking for complementary customers or partners.

It’s all a carry-over to our collaborative approach used to generate more success for all our members. In League of Extraordinaries gatherings, members meet, discuss opportunities and create synergies — including referral relationships. When extraordinary people get together, extraordinary things happen, including new growth!

As in any networking situation, warm introductions go much further than cold ones. For instance, a marketing professional recently attended

a public event of Global Chamber and, afterward, asked for the speaker’s contact information. Since the person asking for the contact was not a member yet, that wasn’t possible, but the person was unfazed. “I’ll just connect to the speaker on LinkedIn.” Really? That approach might work for some level of connection, but typically not for the high-level people our members are usually looking to reach.

Warm connections go further, and our members understand that.

League of Extraordinaries and other approaches we use to get members more business are based on finely honed techniques that work. When growing globally, warmer connections go further.

Why FDI Matters Doug Bruhnke, CEO and Founder of Global Chamber®

One of the events years ago that inspired creation of the Global Chamber® was a public meeting in Phoenix that featured a prominent Arizona businessperson standing up and declaring that “foreign companies are not welcome in Arizona because they take away jobs.” And yet nothing could be further from the truth. Part of our mission is to dispel wrong thinking like this.

In March of this year, the U.S. Commerce Department held the annual SelectUSA Conference, which attracted companies from all over the world. The intent was to give them plenty of reasons to do business here, because it’s good for everyone. And there is data to prove it.

The Brookings Global Cities Initiative has reported why foreign direct investment matters. When foreign firms invest in the U.S., they contribute inordinately and positively

6

Global Chamber®

to the economy. Overall foreign-owned operations account for 5 percent of private sector employment. That’s not insignificant, but most interesting is what this Foreign Direct Investment (FDI) looks like in an average U.S. community…

• 5.0% of employment • 6.7% of compensation • 12.0% of productivity growth • 15.2% of capital investment • 18.9% of corporate R&D • 20.3% of export These companies pay more than local companies (6.7 percent of compensation versus 5 percent of the jobs), and more than 20 percent of an average region’s exports come from these companies, bringing dollars and jobs.

We at Global Chamber talk all the time about increasing exports, and one of the most

important ways may be to simply attract foreign direct investment — which provides a positive bump.

So if you ever hear someone complain about foreign companies investing in your town, state or country, let him know he owes the foreign owners of those companies a big hug.

When communities welcome foreign direct investment, they’re welcoming higher-paying jobs, tax dollars going to road and schools, more R&D and increased exports. Welcome FDI!

Global Chamber®

Global Chamber Phoenix and Tucson Chairman/CEO Sponsors Polsinelli Thunderbird Online Lightstone Solutions Growth Nation InWhatLanguage.com President Sponsors Galbut & Galbut BMO Harris Bank Security Strategies Today DIRTT ETW Special Global Advisors Keith Galbut, Galbut & Galbut PC Charles Bruce, Johnny Rockets, The Original Hamburger Hank Marshall, UK Honorary Consul in Arizona Melissa Sanderson, Freeport McMoRan Kiyoko Toyama Michael Patterson, Polsinelli Don Henninger, DH Advisors Lee Benson, Able Engineering Committees Asia Canada Careers Europe Exporting Mexico Contacts CEO/Founder: Doug Bruhnke, doug@globalchamber.org Community Developer: Shiena Amigo, shiena@globalchamber.org Media Contact: Arielle Cottrell, arielle@globalchamber.org Membership: Dakota Drake, dakota@globalchamber.org

Discover Global Markets Doug Bruhnke, CEO and Founder of Global Chamber®

multiple networking opportunities to meet Last month, Global Chamber® was a with senior U.S. commercial diplomats from 22 supporting partner for the Discover Global Markets Conference in Silicon Valley. These are countries in the Americas, including Mexico, Canada and many more. events — four per year — that connect U.S. companies to global opportunities through the U.S. Commercial Service “Our attendance at Discover Global resources around the world.

Markets proved very rewarding, as we The first session of 2015 was met with as many U.S. Diplomats from all focused on sustainability solutions countries as our time afforded.” and was held in February in Santa —Michael Wayne Staney, Paradigm Shift Technologies Group, Clara, California. As with all these Truth or Consequences, N.M. events, it was intended to support the exporting success of U.S. companies in targeted countries “Discover Global Markets is an extremely around the world. One of the most valuable resource for U.S. exporters because valuable aspects beyond tailored the business and government speakers are presentations and networking top quality, and company leaders are able to opportunities is 30-minute meetings meet with experts who are on the ground in with U.S. Commercial Service their target markets.” professionals from around the world in countries that you invariably want —Doug Bruhnke, Global Chamber to grow in. Why not have someone All U.S. exporters should consider attending on your side on the ground?

Discover Global Markets: The Americas, held In May at Discover Global Markets: The May 12-14 in Miami, Florida, especially if Americas, you will have the opportunity to meet and hear from U.S. commercial diplomats you export to Canada, Mexico and/or Latin America. After May, there are two additional serving in 22 key markets. According to Brian Discover Global Market events coming up: Brisson, Minister Counselor for Commercial Affairs in Brazil, “Doing business in Brazil E-Commerce Strategies for Exporters: requires intimate knowledge of the local Connect to international customers via environment, in both the explicit and implicit digital innovation, social media and mobile costs of doing business.” marketing.

Brian will be on-site to provide his extensive Dallas, Texas — October 7-9 knowledge of the Brazilian market. In addition, Pacific Rim Consumers you will have ample time during one-on-one Orange County, Calif. — Early November meetings, dynamic panel discussions and

GlobalChamber.org

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Crowdfunding in Arizona

by Rick Murray, Chief Executive Officer, ASBA

Raising money to start a business or take a business to the next level has always been a challenge. Many great ideas and businesses have gone under because they lacked the ability to stay in the game long enough before revenues could support the business. Under-

About Us The Arizona Small Business Association (ASBA) is the largest trade association in the state representing 10,000+ member businesses, and over 1/2 million employees in all 15 counties.

ASBA members enjoy access to significant group discounts, countless opportunities to do business with each other, a wide array of insurance products, and active advocacy efforts on public policy issues to protect their businesses. Discover more at www.asba.com.

Join ASBA. Be amAZed®

capitalization is the number one reason businesses fail.

Banks know this. Unless there is collateral or solid financial history, it’s not likely they’re going to lend money. So where does that leave the small business owner wanna-be? Typically, they resort to using their retirement funds, obtaining a 2nd mortgage, maxing out credit cards, and borrowing from friends and family to help fund their business. In most cases, it is not enough.

Without the ability to tap into other sources of funds, many businesses are doomed for failure.

That’s why the Arizona Small Business Association championed a new law that allows Arizona businesses to solicit investors for an equity positon in their company without having to comply with SEC laws.

Equity Crowdfunding is different from typical Kickstarter crowdfunding in that you are actually selling shares of the business in return for an investment. Previously, this option required SEC compliance, which is complicated and expensive and reserved for companies seeking millions of dollars.

The 2012 JOBS Act allowed for equity fundraising at much smaller levels and bypassing SEC requirements, but states needed to set up the framework in order to participate. With the new Equity Crowdfunding law, Arizona businesses can solicit up to $10,000 per investor and raise

In This Issue Timeless secrets for aligning people, story and brand . . . . . . . . . . . . . . .pg. 2 Practical & Legal Considerations for Launching a Business in 2015 . . . pg. 3

as much as $2.5 million. The Arizona Corporation Commission will have oversight and, along with submitting a business plan, there are several disclosures that a company must comply with in order to participate in Equity Crowdfunding.

This new way for businesses to raise capital is a game-changer. Businesses that have a solid business plan, competent people at the helm, and a clear plan to profitability will succeed in raising the needed capital. The obvious by-product will be new jobs and added tax revenue for Arizona. It will also provide the public with the opportunity to invest in ideas, people and businesses within their community, creating opportunities in areas of the state where none

Let’s Get Social For

existed before.

#SMALLBIZ Month . . . . . . . . . . . . pg. 4 But as with all investments, it’s buyer beware.

Central Arizona

Due diligence will be critical. The average

4600 E. Washington St., Suite 340

person new to investing will need to be diligent,

Phoenix, AZ 85034

educating themselves before investing in any

p. 602.306.4000

opportunity. Asking the hard questions will not

Southern Arizona 1022 W. Ina Rd. Tucson, AZ 85712 p. 520.327.0222

CROWD FUNDING

only help the investor learn more about the business, but also force the business owner to know more what investors are expecting.

It is hard to predict what equity crowdfunding will look like in 10 years, but one thing is certain: Opening a new avenue for small business to access capital will create new opportunities and

© 2015 ASBA. A publication of the Arizona Small Business Association. For more information or to join ASBA, please contact us at www.asba.com. Section designed by the Arizona Small Business Association.

new competition in the business lending/funding arena. It’s the booster shot the Arizona economy needs to continue the gradual climb back to economic relevance.

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ASBA Board of Directors Ben Himmelstein | Chair The Frutkin Law Firm Nick Petra | Vice Chair Strategic Duck Jamie Low | Secretary Low & Johnson Business Insurance Rick Danford | Treasurer BMO Harris Bank Donna Robinson | Past Chair ADM Enterprises, Inc. Karen Karr Clark Hill Ryan McMullen RSI Enterprises, Inc.

Timeless secrets for aligning people, story and brand

by Chris Smith, VerticalGrowthPartners.com

“The campfire is what draws us in, allows us to trust, reflect and ultimately connects us as authentic human beings.” ~ Chris Smith

Kim Marie Branch-Pettid LeTip International Jess Roman Johnson Bank Linda Stanfield Benjamin Franklin, The Punctual Plumber

people effortlessly trust, reflect and connect with their purpose and the purpose of your organization; a

Jack Lunsford The Lunsford Group, LLC

to be our authentic selves when sitting around a campfire. We seem to have a purpose and clarity that

Brannon Hampton Arizona Public Service

fire needs oxygen, heat, and fuel to start and continue burning, we need to create a place where people

John Ragan Arizona Chamber of Commerce & Industry David Bones Kenrich Group Brent Cannon National Bank of Arizona Chris Compton Blue Cross Blue Shield of Arizona Patrick Harter Provision Team, Inc. Allan Himmelstein Sales Coach AZ Jerry Houston HPISolutions Patty Hughes Vertical Measures, Inc. Luke Johnson Legend Capital Group Mike Leeds Pro Sales Coaching, LLC Sandra Luke Warnick + Company Rich Murphy Horizon Management Consulting Jonathan Rosenberg Levrose Commerical Real Estate Jason Trujillo Principal Financial Group Andrew Westle Gurstel & Chargo

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Imagine every day when your people come to work, it’s like sitting around the campfire. A place where place where they are focused and present. As a 5th generation native of Arizona, I was raised in a ranching, rodeo family, and I know firsthand the power of campfires and storytelling. Most of us are free is hard to recreate elsewhere. The light draws us in, and the stories told encourage us to stay. Much like can trust, reflect and connect within our organizations. That is The Campfire Effect™. Creating and sustaining an intentional brand that people can trust and connect with.

Stop for a moment and think about the power of your people beginning to see how their purpose aligns with the purpose of your organization. Imagine the impact you could have if everyone was telling a consistent story of what your brand stands for. This would help your organization to sustainably grow in an intentional way. Your very best, most productive people show up every day when The Campfire Effect™ is present. Everyone begins to see himself or herself as someone who represents your brand.

People begin to see how their purpose aligns with the purpose of your organization. They want to tell the story of your brand.

The Campfire Effect™ is taught through a series of transformational workshops, consulting and coaching programs that align people, story and brand in a way that proves to promote brand clarity, productivity and measurable results.

Is your brand you today? Is how you perceive it, how your people see it, and how your customers see it in complete alignment? If not, where are the gaps, and what could these gaps be costing your organization in terms of results? Our singular focus with The Campfire Effect™ is to provide you and your team, your board, your top producers and the people on the front line answering the phones and supporting your customers, with a clarity and purpose like never before.

All authors in this special ASBA section will be speaking at AZ Small Biz Con on May 19th & 20th!

RSVP at azsmallbizcon.com

Practical & Legal Considerations for Launching a Business in 2015

Know thyself: You need to know yourself as well as you know your business. Be the boss you would want to work for, and stay true to your core values.

by Amie Mendoza, The Law Offices of Amie Mendoza

If all it took to make a new business successful was the desire to be your own boss, no business would ever fail. A new business includes lots of sacrifice, determination, hard work and a clear understanding of both your business and your ability to perform well as an entrepreneur. Before deciding if owning your own business is a right fit for you, consider: Time: Think about how much time you will need to launch your new business, and you may find that you won’t need to quit your day job just yet. That paycheck may be extremely important to you and your family as you work on ramping up a new venture.

Take a break: It is easy to become consumed by starting a new business, but you shouldn’t become a stranger to family and friends, who can be a welcome support group for you. Be sure to get plenty of sleep too — not just for your physical health, but because current research shows that we often are able to solve problems much better after a good night’s rest.

The advice of an experienced business attorney will be indispensable as you embark on your entrepreneurial adventure. You need guidance on business formation, crafting legal agreements, intellectual property issues and more. An experienced attorney can also help by

Money: Be realistic about how long it will be before you see a living wage again once you start a new business. Calculate what you will earn, and then divide it by half to help keep expectations in line.

Shoestring operation – you want to keep expenses as low as possible when starting up a new business, so research ways to bootstrap your business to profitability at low or no cost. You may be able to trade services with other businesses and use no-cost marketing tools like

identifying potential issues down the road that could impact the viability of your new venture.

We help entrepreneurs succeed through proactive business planning, including crafting agreements and procedures to ensure you comply with state and federal laws.

social media to get the word out.

We were a small business once.

We know what it takes to help you grow.

• Loans & Lines of Credit • Business Checking & Money Market Accounts

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Call today to speak with a business banking specialist (602) 433-BIZ1

We’re here for you.

desertschools.org

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SAVE IT FOR TOMORROW

LET’S GET SOCIAL FOR #SMALLBIZ MONTH #smallbiz

#networking

National Small Business Week Kickoff Luncheon

One Community First Monday Social 5:30pm - 7:30pm onecommunity.co

11:30am - 1:15pm glendaleazchamber.org

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Mid month check in.

How are you doing on your business goals?

This month is packed with opportunities!

7:00am - 10:00am chandlerchamber.com

#mixer

8:00am - 9:00am ahwatukeechamber.com

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#womenbiz

Women's Biz Connection

Wake up Ahwatukee Morning Mixer

MAY

asba.com/events

Chandler Chamber Business Golf

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#leads

#golf

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3:00pm - 4:30pm asba.com/events

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2-Day Event!

#getready Be sure to attend tomorrow’s 2-day conference! azsmallbizcon.com

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#getsocial

#getleadsfast

Women in Business Breakfast Social

Grow Your Business with Speed Networking

8:30am - 10:00am networkingphoenix.com

6:30pm - 8:00pm networkingphoenix.com

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#discover

Twitter Basics 101 11:30am - 2:00pm | Scottsdale RSVP at NetworkingPhoenix.com

#happyhour

Prepare your business for success by checking out a variety of resources available through ASBA.

NAWBO Happy Hour 4:30pm - 6:30pm nawbophx.org

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7:45am - 9:45am asba.com/events

#resources

08 #thinksmallbiz

Create your free business listing on the premier directory for small biz.

Enterprise University: Funding Strategies for Growing Your Business

thinksmallbiz.org

14 #followup

Gather your leads from networking this month and send a friendly follow up email.

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It’s Casual Friday!

Pull out those jeans and get comfy.

#friday

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#referrals

Phoenix Metro Chamber Leads Over Lunch 12:00pm - 1:30pm phoenixmetrochamber.com

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asba.com/resources

#funding

START THE WEEKEND

MAY 2015

#connect

Business Owners Forum 8:00am - 9:00am tempechamber.org

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#reflection Celebrate a great month by reflecting on why you went into business for yourself.

We applaud you!

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ASBA lists these events as a convenience. Inclusion in this calendar does not imply endorsement by ASBA or any of our partner organizations, nor is it a guarantee of any company, product, program, claim or techniques.

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Six Characteristics of Success

By Les Taylor, Outperformers International

When you study success, you’ll find unequivocally that successful people in any endeavor have one thing in common: they think differently than less successful people. Roger Ailes, the founder and CEO of the Fox News Channel, is quoted as saying: “There’s a big difference between those who want to be something and those who want to do something. About 95 percent of America is made up of people who want to be something, and they cause all the problems

Self-Control/Self-Discipline: The late Jim Rohn offered the best

that have to be solved by the five percent who want to do something.”

definition of failure and success I’ve ever heard: “Failure is the result of a few errors in judgment — repeated every day, and success came

Not only do successful people think differently, they also have certain

from a few simple disciplines practiced every day.”

characteristics that set them apart. Here are six prominent characteristics of successful people:

Emotional Awareness:

Successful

men

and

women

have

outstanding emotional awareness. Not only are they focused on Optimism: Helen Keller once described optimism as “the faith that

building strong, lasting relationships, they’re also keenly aware of the

leads to achievement.” Successful people expect positive outcomes.

feelings of others. They consider the impact of their words and actions on others and are highly skilled at using the right words at the right

Creativity: Successful people focus on innovating — not fixing. They

time.

realize that fixing a problem, more often than not, just gets them back to the status quo. Nothing changes and nothing gets better — it just

Goal Focused: Successful people keep their eyes on the prize. They

gets fixed.

identify the real priorities and focus their efforts (and the efforts of others) on what really matters.

Resilience: Being able to spring back into shape after being bent or twisted is a dictionary definition of resilience. Successful people have

There you have it, the six characteristics of success. On a scale of

a very healthy view of failure. They fully embrace the cliché that failure

one to six, how did you fare?

isn’t falling – it’s failing to get back up.

Value Matters - Improvement Matters

by Natalie J. Sayer, i-emerge.com

When you started your business, what was your motivation? What do

sustainability.

you aspire to deliver to your customers – your value? What gets in the

resources to focus on your customer.

Minimizing

non-value-added

activities

frees

up

way of using all of your resources to deliver that value?

When evaluating processes, look for barriers to flow: flow of Many activities in our business consume time, energy, and resources,

information, flow of product or services, flow of people. Look for

yet are they truly adding value? The business grows so quickly that

variation. Look for overburdening or stressing of your people,

the processes and methods we use to deliver customer value just

processes, or systems. Look for defects, overproduction, waiting,

happen.

transportation (moving things), inventory (too much or too little), motion (people movement), or excess processing. Ask your people

From a Lean perspective, to be value added, an activity needs to

how they would improve their jobs. Engaging people in improvement

meet three criteria:

is one of the most untapped opportunities in business.

1. It transforms 2. It is done correctly the first time

You are in business to make money through delivering outstanding

3. The customer is willing to pay for it

value to your customer. They define what they value. They vote with their wallets and feet. Value matters.

Yet how many activities meet all of these criteria? Activities might be

06

necessary, but still fail to meet all three. Slowing down to evaluate

In this ever-changing marketplace, if you do not constantly improve to

periodically how you, as a business owner, are using your resources

meet their needs, you may find your business is no longer viable.

to deliver value to your customer is a vital step to longevity and

Improvement matters. What can you improve today?

All authors in this special ASBA section will be speaking at AZ Small Biz Con on May 19th & 20th!

RSVP at azsmallbizcon.com

Trademark Primer for Small Business

By Scot Claus, partner at Dickinson Wright PLLC

Juliet famously mused: “What’s in a name? That which we call a rose

copyrights, too. If you have a clever idea that can be characterized as

by any other name would smell as sweet.” I humbly submit that if Juliet

an artistic expression, and you write it down: Bingo, you have a

was in the business of selling flowers, she would have seen things a

copyright, and you can prevent others from copying your work. You

little differently. She would have realized that there is a lot “in a name.”

can think of the coolest trademark in the world, but to own the mark,

Because if Juliet sold flowers for a living, then people all around Verona

you need to use the mark in commerce.

(that’s where Juliet and her paramour, Romeo, lived) would use the “name” she chose for her business to differentiate her flower business from every other flower business. In other

But aren’t there trademark registrations? Yes, there are. You can register a trademark at the state level and federal level.

words, they would want to know Juliet’s “trademark.”

And though registration offers benefits, the registration of a

What is a trademark? It’s a symbol, image, word, group of

and you can infringe upon someone else’s unregistered

trademark does not confer substantive rights on the user, words, number, or sound that designates the source of origin

trademark.

for goods or services. A trademark tells the world “who” you are, not “what” you are. In our hypothetical twist on Shakespeare, above,

To help avoid a claim of infringement, you should always conduct a full

Juliet would likely not simply call her store “Flower Store,” because

trademark search before you use the mark in commerce. Words of

that would not help the flower buyers of Verona remember where they

caution: A “Google search” is not a full trademark search. A search of

bought those awesome arrangements. Instead, Juliet would want to

the United States Patent and Trademark Office database is not a full

pick a name that told the flower-buying public who she was: “Star-

trademark search (but it is a good start). Instead, there are search

Crossed Bouquets,” maybe?

firms that specialize in full trademark searches. They will search federal and state databases, in addition to hundreds of other sources,

So how do I obtain rights in a trademark? In a lot of ways, trademark

to determine if there are other potentially confusingly similar

law can be counterintuitive and different from other types of “intellec-

trademarks in use that may pose a risk to your appropriation of a

tual property.” For instance, to acquire patent rights, you need to file

trademark for use in commerce. That way, you can keep your roses

a patent application. Acquisition of trademark rights differs from

smelling sweet.

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ASBA Staff Rick Murray Chief Executive Officer Kristen Wilson Chief Operating Officer Joe Erceg Director, Southern Arizona Debbie Hann, VP Finance + Administration Rhette Baughman Director, Client Relations Robin Duncan Director, Membership Carol Mangen Director, Member Benefits Gabe Salcido Marketing Manager Julie Armstrong Business Development Manager Ron Janicki Business Development, Southern Arizona Laura Bassett Member Benefits Coordinator Ashley Mills Administrative Coordinator

Central Arizona Office 4600 E. Washington Street, Suite 340 Phoenix, AZ 85034 p | 602.306.4000

Southern Arizona Office 1022 W. Ina Rd. Tucson, AZ 85712 p | 520.327.0222

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Another Successful Southern Arizona Legislative Update Luncheon Every year, ASBA brings the Arizona Legislature to Southern Arizona. Take a look at captured moments. Thank you to everyone who attended and be on the lookout for more ASBA signature events like this one. Visit asba.com/events.

PRESENTS

Commercial Real Estate SPOTLIGHT ON THE BEST

CBRE Colliers DTZ JLL NAI Horizon

SPONSORED BY

I N B U S I N E S S M AG . CO M

M AY 20 1 5

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COMMERCIAL REAL ESTATE

UPDATE on CRE

Commercial real estate growth is slight but mighty

by Mike Hunter Commercial real estate is a strong indicator as to the overall strength of the local economy, and key indicators address where we are as a market and how that compares to other markets. The Greater Phoenix area is still the fifth-largest metropolitan area in the country, by population, and has proven to live up to its ranking with new construction and improved properties throughout.

Each of the major sectors — office, retail, industrial and multi-family — is doing well and is showing signs of healthy growth. In Business Magazine, with the help of both CBRE and DTZ, provides an update on each of these sectors in this special commercial real estate section.

THE OFFICE MARKET Office is seeing excellent gains and growth in areas like the Scottsdale Airpark, Arrowhead and the 44th Street Corridor, but is still in recovery mode as it is propelling the market closer to vast growth given some key factors. The overall economic growth is finally paying off for the commercial market, with strong demand for Class A space, higher asking rates and significant net absorption gains seen in most of the submarkets.

The need for better, quality space has become evident in the high occupancy rates in submarkets with abundant Class A space. The need for high-tech office space is growing while the need for exceptionally large space is declining as many companies are realizing it is quality not quantity they need to offer to attract talent and a sharp work force. Technology, for instance, is making it easier for businesses to utilize less space and eliminate things like a law library, a server room or an expansive reception area. This demand for quality is

10 West Logistics Center

also resulting in a focus on improvements of existing space. Property owners are seeing the benefit of retrofitting space and improving the quality and aesthetic of their properties to get space leased, and these actions are showing results in absorption rates on the rise and buildings that have sat vacant now getting occupants.

Asking rates are on the rise as the occupancy rate is decreasing. According to CBRE’s Q1 2015 report, the vacancy rate decreased to 20.6 percent from 22.1 percent a year prior. Along with this, the full-service average asking lease rate for existing properties in metropolitan Phoenix for Q1 2015 was $21.74 per square foot, compared to $21.49 in Q4 of 2014 and $20.91 a year prior.

Absorption was a factor especially in Scottsdale Airpark, Downtown Phoenix and Midtown Phoenix. The market overall absorbed 477,901 square feet of office space in the first quarter of 2015.

Overall economic gains within the marketplace, chiefly employment recovery, are the underpinnings of this growth.

Employment growth and the health of the commercial market are strongly connected; while employment growth has been on the

rise for some time, the commercial market is just now seeing those gains.

THE RETAIL MARKET While retail vacancies have fallen 15 of the past 20 quarters, the decreases are minimal. Growth in the sector is inevitable and absorption is on the rise, but both the consumer fragility and e-commerce seem to be impacting the sector in the metropolitan Phoenix area.

Shopping center vacancies are down, according to DTZ, whose quarterly numbers report a very slight decline from 11.5 percent last quarter of 2014 to the current 11.3 percent in Q1 2015. Not a major shift. The decrease from last year is more significant, with a 12.5 percent level in Q1 2014.

Despite the fact that unemployment continues to fall and gas prices had been declining over the past year, consumers are still focused on getting a good deal and are cautious when it comes to major purchases. Discount stores are still expanding as consumers demand more for less. While there has been overall positive income growth, it has largely been with upper-income Americans, and this is not changing the spectrum of the consumer spending habits

PRESENTS

Commercial Real Estate CBRE Colliers DTZ JLL NAI Horizon

As part of our service to our readers, our editorial staff has invited these top commercial real estate companies to provide information on themselves, their expertise and details relating to their business in this Commercial Real Estate: Spotlight on the Best special section. The real estate market is improving and these companies are proven leaders in the Valley.

SPONSORED BY

M AY 20 1 5 I N B U S I N E S S M AG . CO

51

Please visit www.inbusinessmag.com for more information and articles on the local real estate market.

Photo courtesy of DTZ

About this section: BEST SPOTLIGHT ON THE

M

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THE INDUSTRIAL MARKET Since its peak five years ago, industrial space has seen moderate growth and will continue at that pace, according to DTZ’s Q1 2015 report on the segment. Vacancy rates have decreased mildly to 11. 1 percent from 11.4 percent the prior quarter and from 12. 2 percent from the same time last year. Absorption has driven vacancy rates down considerably as businesses are seeing the benefit to leasing older improved space. The industrial market absorbed 32. 8 million square feet while adding only 23.4 million square feet of new space — driving rates down.

Like the office market, the need for updated, newer space by large corporations is benefiting the industrial segment greatly. The moderate rent growth for newer projects has yet to affect the rate, which remains at $0.51 per square feet.

Much of the space occupied in the last quarter was expansion owner-built projects due to a lack of some of the newer space sprouting some projected speculative construction growth.

CBRE cbre.com DTZ dtz.com

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I N B U S I N E S S M AG . CO M

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University Rd

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McDowell Rd

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1 44th Street Corridor 2 Airport Area 3 Camelback Corridor 4 Chandler/Gilbert Rio Verde Dr 5 Deer Valley Airport 6 Downtown North 7 Downtown South 8 Glendale 9 Mesa Downtown 10 Mesa East 11 Midtown 12 Northwest Phoenix 13 North Phoenix/Desert Ridge 14 Scottsdale Airpark 15 Scottsdale North 16 Scottsdale South 17 Squaw Peak Corridor 18 Sun City 19 Superstition Corridor 20 Tempe 21 Tempe South/Chandler 22 West Phoenix 87 lde

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to greatly improve retail. The expansion of the luxury market and the discount concepts is leaving out the middle-market expansion, making for moderate growth.

E-commerce is another factor in the minimal growth as mid-priced hard-goods chains are seeing consumers flocking online for discounted pricing. The need for expansive retail space in some of the larger chains is diminishing and they are shifting their capital expenditure budgets to e-commerce growth. Restaurants and grocery are driving the brick-and-mortar retail segment, but not at a pace that is balancing the effect of big-box retail closures and downsizing.

M AY 20 1 5

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COMMERCIAL REAL ESTATE

SPOTLIGHT ON THE BEST

CBRE CBRE is the leader in the Metropolitan Phoenix commercial real estate market, offering strategic advice and execution for property sales and leasing, corporate services, property, facilities and project management, mortgage banking, appraisal and valuation, development services, investment management, and research and consulting. Throughout its business lines, the Phoenix office has earned a reputation as a respected leader in the business community with vast market knowledge and an enduring culture of client service.

CBRE believes that the truest measure of our success comes from providing superior service to our clients — delivered by knowledgeable, creative and tenured employees, many boasting more than 20 years in the marketplace. It is our dedication to teamwork and commitment to excellence that makes it possible to serve the diverse needs of our clients.

Whether facilitating the design, construction and move of a new corporate headquarters or strategically planning and negotiating complex lease agreements, CBRE offers a fully integrated, global service platform to our clients, delivering seamless execution and measurable results.

Our commitment to customer service and

innovative solutions is recognized throughout the industry. NAIOP Arizona named CBRE its Brokerage Firm of the Year and also honored our professionals with Office Brokerage Team of the Year, Healthcare Brokerage Team of the Year and Developing Leader of the Year awards for 2014. AZ Big Media recognized CBRE as its 2014 Industrial Sales Team of the Year as well. BOMA’s Arizona chapter honored two CBRE-managed buildings with TOBY awards, and the Phoenix Business Journal recognized CBRE as the No. 1 commercial brokerage, appraisal and property management firm in Arizona. The year 2014 was also the 16th in a row Ranking Arizona named CBRE its No. 1 commercial brokerage firm.

CBRE is also considered a top employer in Arizona, regularly recognized as an outstanding place to work. CBRE has ranked as one of the Business Journal’s Best Places to Work nine of the past ten years, and BestCompaniesAZ named CBRE one of Arizona’s Most Admired Companies for the fifth consecutive time in 2014. In 2012, BestCompaniesAZ also included CBRE in its list of 100 Best Arizona Companies, recognizing CBRE among the Arizona businesses that shaped the state during the past decade.

PROFILE Company Name: CBRE Main Office Address: 2415 E. Camelback Road, Phoenix, AZ 85016 Phone: (602) 735-5555 Website: www.cbre.com/phoenix Number of Offices in Metro Phoenix: 1 Number of Commercial Agents: 110 City Nationally Headquartered: Los Angeles Sr. Managing Director and AZ Market Leader : Craig Henig No. of Years with Firm: 9 years Year Est. Locally: 1952 Specialties: Brokerage, Asset Services, Capital Markets, Debt & Structured Finance, Global Corporate Services

FINANCIAL: Property Sold in 2014 Value: $4.8 billion Property Leased in 2014 Value: $1.7 billion Commercial Transactions Closed in 2014: 1,065

Craig Henig, senior managing director and Arizona market leader, and Cathy Teeter, director of operations, outside CBRE’s Phoenix office

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A DV E RT I S I N G P R O F I L E

Unrivaled TalenT. UnmaTched resUlTs. Serving as trusted advisers to Phoenix’s most notable companies is a role we take seriously. Our professionals share an unwavering commitment to being a world-class real estate services company.

A client-first culture and focused dedication to professional excellence are what make CBRE the leading provider of commercial property management, leasing services and investment sales in one of the country’s most vibrant real estate markets.

For more information on how CBRE can assist you with your real estate needs in Phoenix, please contact: Phoenix Office +1 602 735 5555

cbre.com/phoenix

COMMERCIAL REAL ESTATE

SPOTLIGHT ON THE BEST

DTZ DTZ is a global leader in commercial real estate services. providing occupiers, tenants and investors around the world with a full spectrum of property solutions.

The company’s core capabilities include agency leasing, tenant representation, corporate and global occupier services, property management, facilities management, facilities services, capital markets, investment and asset management, valuation, research, consulting, and project and development management. DTZ provides property management for 1.9 billion square feet, or 171 million square meters, and facilities management for 1.3 billion square feet, or 124 million square meters. The company completed $63 billion in transaction volume globally in 2014 on behalf of institutional, corporate, government and private clients. Headquartered in Chicago, DTZ has more than 28,000 employees who operate across more than 260 offices in 50 countries and represent the company’s culture of excellence, client advocacy, integrity and collaboration.

DTZ provides regional services in Arizona with its office in Phoenix. The office brings a legacy of strong local market leadership to the commercial real estate industry with a history that dates back four decades.

Under the leadership of Managing Principal Bryon Carney, the Phoenix office

has more than 150 employees, including 70 brokers. The firm completed nearly $12.5 billion in transactions since 2003, including 964 transactions with a total consideration of $1.6 billion in 2014.

DTZ professionals provide their clients with unparalleled market knowledge, backed by the industry’s finest research, marketing, mapping and support services.

They are all committed to their community and continue to give back through their work with local and national industry and charitable organizations.

DTZ powerfully combines specialist real estate brokerage, investment consultancy and leasing agency services with day-today property and project management for investors and occupiers across all commercial property types — office, industrial, retail, multi-family and land.

Tenants, occupiers and investors rely on our industry-leading advisory, brokerage and management expertise. DTZ offers our clients global reach and the complete range of services on any scale, large or small. We deliver outstanding quality and customized solutions with speed, creativity and effective results. Everyone at DTZ is dedicated to creating the best solutions and the most rewarding experiences for our clients.

For further information, visit www.dtz.com or follow us on Twitter @DTZ and @DTZArizona.

PROFILE Company Name: DTZ Main Office Address: 2375 E. Camelback Road, Suite 300, Phoenix, AZ 85016 Phone: (602) 954-9000 Website: www.dtz.com Number of Offices in Metro Phoenix: 1 Number of Commercial Agents: 70 City Nationally Headquartered: Chicago Senior Managing Director/Market Leader : Bryon R. Carney No. of Years with Firm: 30 years Year Est. Locally: 1973 Specialties: Agency/Project Leasing, Capital Markets and Financing, Corporate and Occupier Services, Tenant Representation, Property and Project Management

FINANCIAL: Property Sold in 2014 Value: The Arizona office completed $1.3 billion in sales consideration.

Property Leased in 2014 Value: The Arizona office completed $310 million in leasing consideration.

Commercial Transactions Closed in 2014: The Arizona office completed 964 transactions.

10 West Logistics Center, 80-acre, 1.3-million SF Class A bulk distribution business park at 59th Ave. and Van Buren St. in Phoenix; developed by Wentworth Property Company

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COMMERCIAL REAL ESTATE

SPOTLIGHT ON THE BEST

JLL The Phoenix office of JLL (NYSE: JLL) is part of the global JLL brand, offering specialized real estate services to clients who own, occupy and invest in real estate.

Worldwide, JLL (formerly Jones Lang LaSalle) operates more than 230 corporate offices in 80 countries. It established its Phoenix office in 2008 with 18 licensed brokers specializing specifically in tenant representation. Since that time, the office has worked diligently to maximize JLL’s global platform with a team of local industry experts, and has become one of the area’s top commercial real estate services providers. At present, JLL-Phoenix employs more than 37 licensed brokers and a team of more than 500 of the Valley’s most recognized industry experts.

Together, this team has realized a fullservice vision for its Phoenix operations that includes office, industrial and retail brokerage; tenant representation; facility and investment management; capital markets and multifamily investments; and

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PROFILE

development services. Under the direction of office leaders Dennis Desmond and Pat Williams, the Phoenix JLL office last year completed 12.2 million square feet in lease transactions (valued at $918 million) and directed $75 million in project management, and currently manages a 23.1-million-square-foot portfolio. For more information, videos and market research, visit www.jll.com/phoenix.

Company Name: JLL Main Office Address: 3131 E. Camelback Road, Suite 400, Phoenix, AZ 85016 Phone: (602) 282-6300 Website: www.jll.com/phoenix Number of Offices in Metro Phoenix: 1 Number of Commercial Agents: 37 City Nationally Headquartered: Chicago Senior Managing Director: Dennis Desmond No. of Years with Firm: 7 years Year Est. Locally: 2008 Specialties: Tenant Representation, Agency Leasing, Capital Markets, Retail, Multifamily

FINANCIAL: Property Sold in 2014 Value: $287 million Property Leased in 2014 Value: $484 million Commercial Transactions Closed in 2014: 453

A DV E RT I S I N G P R O F I L E

COMMERCIAL REAL ESTATE

SPOTLIGHT ON THE BEST

NAI HORIZON NAI Horizon has been serving Arizona for more than 23 years, providing brokerage, property management and appraisal services for local, national and international clients. We are proud to be the local representative of NAI Global, which is the single largest, most powerful global network of owner-operated commercial real estate brokerage firms. Founded in 1978, today NAI Global has more than 375 offices worldwide, with more than 6,700 local market professionals, managing more than 380 million square feet of property.

Our member firms are owner-operated and local market leaders, deeply rooted in their communities around the world. We call this the “Power of Collective Independence”: independent firms collectively united to achieve extraordinary results through creativity, collaboration and the consistent delivery of exceptional knowledge and service that only owner-operated, market-leading firms can provide.

PROFILE

Phoenix headquarters

With locations in both Phoenix and Tucson, NAI Horizon is well-equipped to service clients throughout Arizona, and connected to markets all over the world. You can feel the pride we take in our relationship with you, and how important your business is. At NAI Horizon, our global strength is built on our local leadership.

Company Name: NAI Horizon Main Office Address: 2944 N. 44th Street, Suite 200, Phoenix, AZ 85018 Phone: (602) 955-4000 Website: www.naihorizon.com Number of Offices in Metro Phoenix: 1 Number of Commercial Agents: 50 City Nationally Headquartered: Phoenix CEO/Managing Director: Terry Martin-Denning No. of Years with Firm: 23 years Year Est. Locally: 1992 Specialties: Retail, Office, Industrial, Land, Investment

FINANCIAL: Commercial Transactions Closed in 2014: <750

Knowledge Solutions are built on it. Success depends on it.

At NAI Horizon we listen, we learn, we lead.

We’ve got this.

NAI Horizon knows commercial real estate. With over 23 years in Arizona, NAI Horizon’s extensive market insight allows us to match client needs with the right solutions.

www.naihorizon.com

Brokerage • Property Management • Valuation

A DV E RT I S I N G P R O F I L E

Phoenix | 602 955 4000

Tucson | 520 326 2200 M AY 20 1 5

59

60

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A DV E RT I S I N G P R O F I L E

Gallagher & Kennedy The prime location for attorneys who know real estate law and how to get deals done.

DEALS WE DO Complex to routine transactions, including land use & zoning, litigation, construction, secured lending, leasing, acquisitions, sales, eminent domain/condemnation, valuation, distressed assets, refinancing, sale-leasebacks, permanent loans, tax planning, liquor licensing and land banking

FOR YOU Developers, home builders, contractors, lenders, landlords, tenants, investors, syndicators, owners, buyers, sellers and individuals

Lawyers. When Results Matter.

AND YOUR PROJECTS Mixed use developments, master planned developments, commercial, office projects, sports facilities, shopping centers, retail, industrial, multi-family, mini-storage and master sign plans

2575 East Camelback Road | Phoenix, Arizona 85016-9225 | P: 602-530-8000 | www.gknet.com

TRANSFORMING REAL ESTATE INTO REAL

ADVANTAGE For every client, advantage is delivering the broadest, deepest reach and resources any real estate company offers.

Transforming property into prosperity, square feet into strong portfolios, scale into global strength. All in service of exceptional outcomes that build real business advantage. Let us put our actionable perspectives, global reach and powerful connections to work for your business.

cbre.com/phoenix @cbrephoenix

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Build on Advantage A DV E RT I S I N G P R O F I L E

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I N B U S I N E S S M AG . CO M

Cunningham, John, 20

Lawless, Tim, 20

Papazian, Bill, 37

Armstrong, Julie, 29

Davis, Barkley, 14

Leavitt, Lindsay, 18

Patterson, Mike, 39

Bassett, Bryan, 14

Davis, Todd, 29

Loeffler, Chris, 11

Pearson, John, 20

Bennett, David, 14

Dendy, Mike, 14

Marshall, Hank, 39

Pruitt, Jeff, 29

Benson, Lee, 35

Desmond, Dennis, 58

Martin-Denning, Terry, 10, 59

Reva, John, 20

Bloom, Jeremy, 27

Galinsky, Adam, 39

Mason, Chris, 18

Sayer, Natalie J., 48

Brigham, Alex, 29

Guerra, MaryAnn, 29

McLeod, Lisa Earle, 66

Schey, Ray, 39

Brisson, Brian, 41

Hardaway, Francine, 29

McQuaid, Dan, 28

Sheth, Beerud, 13

Bruckner, Tim, 10

Henig, Craig, 20, 54

Mendoza, Amie, 45

Slim, Carlos, 39

Brzezinski, Mika, 27

Henninger, Don, 35

Miller, Andrew, 13

Smith, Chris, 44

Carney, Bryon R., 9, 56

Jarosh, Steven, 10

Murray, Rick, 43

Staney, Michael Wayne, 41

Claus, Scot, 49

Jhaveri, Vishu, M.D., M.S.A., 29

Oâ&#x20AC;&#x2122;Carroll, Dottie, 37

Talgam, Itay, 27

Crane, Brent, 39

Kimball, Heidi, 20

Oliver, Rhonda, 28

Taylor, Les, 48

Crown, Eric, 29

Kogon, Kory, 26

Olsson, Erik, 17

Desert Schools Federal Credit Union, 10, 45

Lightstone Solutions, 37

Phoenix, City of, 39

Dickinson Wright P.L.L.C., 49

Local First Arizona, 29

Pinnacle Bank, 67

Downtown Phoenix Inc., 64

Maricopa County Community College District, 42

Polsinelli P.C., 18, 37, 39

DTZ, 9, 52, 56, 57

Marigold Maison, 34

Economic Club of Phoenix, 30

McLeod & More, Inc., 66

Scottsdale Area Chamber of Commerce, 31

Enterprise Bank & Trust, 31

Mesa Chamber of Commerce, 31

Ethisphere Institute, 29

Mobile Mini, Inc., 17

ETW, 35

NAI Horizon, 10, 59

eWomenNetwork, 30

NAIOP, 20

Export Circles, 35

NewSpring Pharmacy, 63

Frank Lloyd Wright Foundation, 37

North Phoenix Chamber of Commerce, 31

FranklinCovey, 26

Olio Devices, 32

Arizona Infragard, 30

FSW Funding, 63

OneOC, 28

Arizona Lodging & Tourism Association, 29

Gallagher & Kennedy, 19, 61

Orion Health, 14

Gilbert Chamber of Commerce, 29

Outperformers International, 48

Arizona Small Business Association, 29, 43

Gild, 11

PADT StartUpLabs, 13

Arizona State University, 30

Giving USA Foundation, 28

Paradigm Shift Technologies Group, 41

Glendale Chamber of Commerce, 30

Phoenix Business Journal, 39

Global Chamber, 35

Phoenix Convention Center & Venues, 49

Able Aerospace, 35 Able Engineering, 35 Advanced Medical Pricing Solutions, 14 Ahwatukee Foothills Chamber of Commerce, 30 AIESEC, 38 Alliance Bank of Arizona, 3 ALS Association of Arizona, The, 15 Apple, 32 Arizona Cyber Threat Response Alliance, The, 30 Arizona Diamondbacks, 34

Arizona Technology Council, 30 ASU Lodestar Center, 28 Atlantic Monthly, 39

Greater Phoenix Chamber of Commerce, 30

BALLE, 29

HandsOn Greater Phoenix, 28

Banner Health, 68

Health eCareers, 14

BioAccel, 29

i-emerge.com, 48

Blue Cross Blue Shield of Arizona, 29

IKEA, 5

BMO Harris Bank, 10

India Oven, 34

Brazil, Government of, 38, 41

Infusionsoft, 42, 64

Caliber Companies, 11

Insight Enterprises, 20

Cathy Hotchkiss, 64

Jeep, 32

CBRE, 20, 51, 52, 54, 55, 62

Jennings, Strouss & Salmon, P.L.C., 18

Center for Entrepreneurial Innovation, 13

JLL, 20, 58

Central Phoenix Women, 31

Kairos, 32

Chandler Chamber of Commerce, 31

Karaikudi Palace, 34

Colliers International, 60

KJZZ, 37

Columbia University, 39

Law Offices of Amie Mendoza, The, 45

CopperPoint, 7

LifeLock, 29

Dakota, 34

LifePoint Hospitals, 14

In each issue of In Business Magazine, we list both companies and indivuduals for quick reference. See the stories for links to more.

Phoenix Metro Chamber, 30

Rejuvena Health & Aesthetics, 14 SparcIt, 11 Sprint, 7 SRP. 12, 13 Stealthmode Partners, 29 Sunbelt Holdings, 20 Swedish American Chamber, 38 Tallwave, 29 Teamchat, 13 Tempe Chamber of Commerce, 31 Translate Your World, Inc., 11 United States Commercial Service, 41 United States Department of Labor, 18 UnitedHealthcare, 2 VerticalGrowthPartners.com, 44 WalletHub, 16 West Valley Women, 30 Women of Scottsdale, 31

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65 20M AY1 5 I N B U S I N E S S M AG . CO M

FEBRUARY 2015

A CANDID FORUM

Do You Have a Noble Purpose? Or Do You Just Sell Stuff?

A focus only on the bottom line may be counterproductive

by Lisa Earle McLeod

Lisa Earle McLeod, author of bestseller Selling with Noble Purpose and upcoming Leading with Noble Purpose: How to Create A Tribe of True Believers (Jan. 2016), is the sales leadership expert who created the popular business concept “Noble Purpose.” She has worked with such organizations as Google, Flight Centre and Roche to help them increase competitive differentiation and ignite employee engagement, and is the Sales Leadership Expert for Forbes.com.

McLeod & More, Inc. mcleodandmore.com

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If someone asked your employees, “What’s the purpose of your business?” how would they answer?

If the majority of your people believe that the primary purpose of your business is to make money, you’re on the road to mediocrity.

It sounds harsh, but it’s true. Consider Monster.com. Monster was originally founded on the belief that helping people find jobs was a noble endeavor. Founder Jeff Taylor’s mantra was, “It’s half about a better job, and half about a better life.” In 2006, Monster was one of the 20 most-visited websites in the world. Monster employees were on fire for their Noble Purpose — they were using the Internet to help people find jobs and, in turn, create better lives.

Yet by January of 2011, a scant five years later, Monster was rated the worst stock of the year. Taylor and his team of true believers were gone. Once the darling of the Internet, Monster was on the verge of becoming irrelevant. By 2014, things had gone from bad to worse; when CEO Sal Iannuzzi departed at the end of 2014, the general consensus was that Monster was out-innovated by more modern platforms like LinkedIn. The general consensus is wrong.

Laggard product development was a symptom of Monster’s fall from grace; it wasn’t the cause. Monster floundered because under Ianuzzi’s leadership it lost the Noble Purpose that had originally driven its growth and innovation. During a Monster town hall in June of 2014, when Iannuzzi launched the company’s rebrand, he didn’t mention job seekers once.

Instead, he told his entire organization that the goal of their new strategy was to increase the stock price. Not create better lives, just increase the earnings.

Iannuzzi might not be a bad guy. Like all CEOs, he was under pressure to drive the numbers. Yet he made a classic, common leadership mistake: He focused on profit instead of purpose.

In doing so, he eroded the very thing that had once made Monster great.

Monster is not unique. The same thing happens in conference rooms and boardrooms every single day. The narrative of profit, earnings and bonuses that was supposed to improve employee performance has had the opposite effect. It has stripped the joy and meaning from work in ways that have a chilling effect on company performance, customer service and employee morale.

Organizations like Blackberry, Blockbuster, Sears and Toys “R” Us were once giants in their space. Yet they all took a gutwrenching tumble when they lost their sense of purpose. It wasn’t a loss of earnings that caused the loss of purpose; it was a loss of Noble Purpose that caused earnings to decline. In each of these organizations, the leaders were so intent on making

money from their existing business model that they lost sight of the true purpose of their business: to improve life for their customers. With no lens on the customers' world, they were out-innovated, outsold and out-maneuvered. They became dinosaurs because they focused on profit instead of purpose.

Peter Drucker once said, “Profit is not the purpose of a business; it’s the test of its validity.” It’s ironic, focusing on something other than money winds up making more money.

The data is clear: ■■ Businesses with a Noble Purpose outperform the market by almost 400 percent. This data comes from Jim Stengel, my former colleague at Procter & Gamble, who, as Procter & Gamble’s CMO, tracked earnings across the S&P for more than 10 years.

■■ Salespeople who sell with Noble Purpose outsell salespeople who focus on targets and quota. Research from our firm, McLeod & More, Inc., across hundreds of sales organizations, reveals that salespeople who earnestly and factually want to improve their customers’ lives consistently win more business.

People want to make money. They also want to make a difference. When I work with organizations like Google, Hootsuite and Roche, they experience that Noble Purpose increases sales, and it creates emotionally engaged employees. When senior leaders are authentic in their desire to improve customers’ lives, they drive innovation, competitive differentiation and, ultimately, profits.

The idea that a leader’s primary purpose is to drive earnings is pervasive in many, if not most, organizations. Unfortunately, it’s also wrong. If you truly want to achieve greatness, name and claim your Noble Purpose.

When I work with leaders, I ask three questions: 1. How do you make a difference to customers?

2. How are you different from your competition?

3. On your best day, what do you love about your job?

If you want to settle for mediocrity, keep focusing on the numbers. If you want to create a tribe of True Believers who drive revenue through the roof, find your Noble Purpose.

According to Inc. Magazine, the No. 1 thing employees want from their employers is to know that what they’re doing on a daily basis has some purpose behind it — not just a big paycheck.

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