July 2014 issue of In Business Magazine

JULY 2014

Special Section: Top 50 Small Business Resources Guide

C-Suite:

from Rivalry to

Productivity

Hiring

and the Changing

Rules of Employment Do Matrix Teams Really Save Money?

Power Lunch By the Numbers Business Calendar

Staying Alive

What It Takes to Be a Thriving Neighborhood Business $4.95 INBUSINESSMAG.COM

This Issue Tempe Chamber of Commerce Arizona Technology Council

Arizona’s

Premier Provider of Workers Comp Insurance CopperPoint Mutual is committed to providing workers compensation expertise along with great customer service.

Financially strong and service oriented, CopperPoint delivers Peace of Mind.

Make CopperPoint a part of your team.

Visit copperpoint.com for more information or call 800.231.1363 to put CopperPoint to work for you.

602.631.2600 | Get a Quote 1.888.706.4070 | En espaĂąol 602.631.2302 | copperpoint.com

“Lasting success is not a result of coincidence – it’s the result of focused hard work. At Brown & Brown, we’ve built a culture that insures success.”

Brown & Brown Insurance of Arizona, Inc. is your hometown, full-service insurance broker. With specialists in all lines of coverage, we protect the investments of individuals and multi-million-dollar businesses alike. As a national, publicly traded insurance brokerage, we can access virtually any market, allowing us the competitive versatility and leverage not found with smaller brokers. The decentralized culture of Brown & Brown Insurance gives us the local controls necessary to remain nimble and decisive, bringing you the coverage and service you deserve. We will identify and measure all risk exposures before recommending and providing the most advantageous solutions. At Brown & Brown Insurance of Arizona, we represent you, the client, first.

If you would like more information about Brown & Brown Insurance of Arizona, visit us at www.bbphoenix.com

Brown & Brown Insurance of Arizona, Inc. 2800 N. Central Ave., 16th Floor Phoenix, Arizona, 85004 602.277.6672

Authorized Broker

JULY 2014

www.inbusinessmag.com 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

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

Jackie Wszalek, President NAWBO Phoenix Metro Chapter (602) 772-4985 www.nawbophx.org

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

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

Conquest Training Systems is Giving Away $ 1 , 0 0 0 , 0 0 0 in Sales Training to Veterans

100 selected veterans will each receive $10,000 in sales training through Conquest’s “Selling System” that will give veterans opportunities to acquire six-figure sales positions in a variety of industries. The development platform will consist of Training, Coaching, and Real World Experience. Conquest will even assist in placement of a sales position!

Arizona Hispanic Chamber of Commerce www.azhcc.com Chandler Chamber of Commerce www.chandlerchamber.com Economic Club of Phoenix www.econclubphx.org Glendale Chamber of Commerce www.glendaleazchamber.org Greater Phoenix Black Chamber of Commerce www.phoenixblackchamber.com Greater Phoenix Chamber of Commerce www.phoenixchamber.com Greater Phoenix Gay & Lesbian Chamber of Commerce www.gpglcc.org Mesa Chamber of Commerce www.mesachamber.org

Applications are now being accepted. For more information please email i n f o @ c onqu e s t t r a i n i ng . c om Untitled-3 1

4

J U LY 2014

North Phoenix Chamber of Commerce www.northphoenixchamber.com Peoria Chamber of Commerce www.peoriachamber.com WESTMARC www.westmarc.org

3/20/14 9:00 AM

INBUSINE SSMAG.COM

CONTENTS

JULY 2014

20

Staying Alive: What It Takes to Be a Thriving Neighborhood Business

From interviews with a cross-section of small-business owners and developers of neighborhood shopping centers, Eric Jay Toll provides a look at small-business retail in today’s economic climate.

DEPARTMENTS

9 Guest Editor

Rick Murray, CEO of the Arizona Small Business Association, introduces the “Small Business” issue.

FEATURES

26 Bridge the CIO vs CMO Divide

Their rivalry in the C-suite can impede company success, Rich Karlgaard explains as he analyzes leadership relationships at a powerhouse corporation that overcame territorial differences.

26

32

32 Even in the Matrix,

Labor Does Have a Price

Russell Harley offers a cautionary examination of the often-overlooked pitfalls of shuffling existing employees to new projects.

SPECIAL SECTIONS

37 Tempe Chamber of

Commerce

Partner section

45 Arizona Technology Council Partner section

53 Top 50 Small Business

Industry Leaders

A comprehensive guide to leading small-business resources

10 Feedback

Noted business and community leaders Kevin Binkley, Donn C. Frye Jr. and Bob Sommer respond to IBM’s burning business question of the month.

12 Briefs

“‘Marketing: Get Scooped,” “Notary ePublic,” “Personal Work Force,” “New Aquarium to Make a Splash as Destination Tourist Attraction,” “Toolkit to Trade,” “The Power of the PAC Can Aid Business,” “Regional Contractor Locates in Scottsdale” and “Fees Due from Employers of Self-Funded Health Insurance Plans”

15 By the Numbers

Report looks at Arizona’s place in the growing employment sector of clean energy.

16 Legal

Attorneys discuss emerging challenges to hiring practices that, purposely or inadvertently, may foster discrimination.

18 Nonprofit

Corporate executives inspire new ways to develop diversified revenue sources for the nonprofit boards they serve.

27 Books

New releases focus on the dynamics of leadership.

28 Trickle Up

View from the top looks at how Sissie Roberts Shank, CEO of Chas Roberts Air Conditioning & Plumbing, finds new niches for the company founded by her grandfather.

34 Assets

2015 Cadillac Escalade Plus: Hands-free headsets that give executives multi-tasking maneuverability

34

35 Power Lunch

Relish Burger Bistro at The Phoenician Plus: Themed restaurants that make the midday meal an adventure

66 Roundtable

Some behaviors that are considered ‘leadership’ actually increase the odds for failure.

ON THE AGENDA

29 Spotlight

West Valley Gubernatorial Forum and Meet the Candidates Event ‘Big Data: Important to Your Business or Just Marketing Buzz?’

30 Calendar

Business events throughout the Valley

Cover Image: Zola Bell’s Antique Emporium, Glendale. Photo: Camron McCartney

6

J U LY 2014

INBUSINE SSMAG.COM

Because differences matter.

TM

ONE ARIZONA CENTER | 400 EAST VAN BUREN STREET | SUITE 1900 | PHOENIX, AZ 85004 DENVER | LAS VEGAS | LOS ANGELES | LOS CABOS | ORANGE COUNTY | PHOENIX | RENO | SALT LAKE CITY | TUCSON

JULY 2014 • VOL. 5, NO. 7

Business Owners Need Legal Services!

2014

LEGAL GUIDE URCE TO LEGAL SERVICES

A BUSINESS OWNER’S RESO

A comprehensive guide to local firms & their areas of specialty for business

INSIDE:

2014 Legal Guide:

PUBLISHER Rick McCartney

EDITOR RaeAnne Marsh

A Business Owner’s Resource to Legal Services Subscribers receive it with their August 2014 copy of In Business Magazine • THE Resource Guide for ALL areas of Law • Distributed to Business Owners & CEOs Valleywide • Available online at inbusinessmag.com • Profiles of Top Firms and Attorneys

Subscribe: visit inbusinessmag.com/subscribe

THE SMART MONEY STAYS IN ARIZONA.

Advertise: Law Firms, promote your attorneys and services Contact us at info@inbusinessmag.com Or call (480) 588-9505 x213

ART DIRECTOR Benjamin Little

CONTRIBUTING WRITERS Robert Blaney Russell Harley Mike Hunter Rich Karlgaard Marc Kellenberger Alison Stanton Eric Jay Toll David Wimer CONTRIBUTING PHOTOGRAPHER

Camron McCartney

EDITORIAL INTERN Alexandra Lyon Advertising

OPERATIONS Louise Ferrari

BUSINESS DEVELOPMENT

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

EVENTS Amy Corben

THE SMART MONEY STAYS IN ARIZONA.

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.

PRESIDENT & CEO Rick McCartney

EDITORIAL DIRECTOR RaeAnne Marsh

SENIOR ART DIRECTOR Benjamin Little

FINANCIAL MANAGER Donna C. Mitchell, CPA ACCOUNTING Bobbie Marciano

BANK LOCAL FIRST. When your money is deposited in locally owned and operated community banks, it’s quickly recycled back into our local economy. Currently only BANK LOCAL FIRST. When are yourinmoney is deposited banks. in locallyLocal ownedbanks and operated 4% of Arizona’s total deposits Arizona-owned stand with us community banks, it’s quickly recycled back into our local economy. Currently only 4% through ups and downs, so let’s get that number to 10% right away. of Arizona’s total deposits are in Arizona-owned banks. Local banks stand with us through ups and downs, so let’s get that number to 10% right away.

OPEN A LOCAL ACCOUNT TODAY. Get all the services you demand and help keep Arizona more Arizona’s community banks: OPENmoving A LOCALforward.

ACCOUNTLearn TODAY. Get about all the services youlocal demand and help keep Arizona moving forward.

Learn more about Arizona’s local community banks: LOCALFIRSTAZ.COM/BANKING. LOCALFIRSTAZ.COM/BANKING.

8

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. 5, No. 7. 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. © 2014 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.

J U LY 2014

8900_34490_LocalFirstPrintAd_QP_v2.indd 1

INBUSINE SSMAG.COM 5/14/14 10:43 AM

RICK MURRAY, CHIEF EXECUTIVE OFFICER, ARIZONA SMALL BUSINESS ASSOCIATION

GUEST EDITOR

A Big Role for Small Business

RICK MURRAY HAS a wide and varied background, from many entrepreneurial endeavors to serving as CEO of a $30-million company. He credits his tremendous success in each to developing relationships with businesses and individuals for mutual success and surrounding himself with a team of people who believe in a common goal. AS CEO of the Arizona Small Business Association, Murray leads a team of professionals that help small businesses make money, save money and keep more of their hard-earned money though educational programs and discounted products and services as well as advocacy.

SMALL BUSINESS IS big in Arizona. It is both an economic force and an important employment producer, and comprises 97 percent of all businesses in the state. Contributing to this is the level of entrepreneurship here. In recent years, Arizona has been ranked by such respected sources as the Kauffman Foundation and Fast Company as the No. 1 state for entrepreneurial activity. Small business populates every industry sector.

Many small businesses are taking the improving economy as the perfect time to reevaluate themselves.

Growing isn’t always the key to success for every small business. Bigger isn’t better — but making sure the business is evolving can guarantee it will remain relevant with its customers. Growth needs to be the result of a well-planned and executed strategy. I’ve seen fast-growing businesses outgrow their cash flow and fail.

The small business that is constantly pushing the envelope and wowing its customers with something new is the one that will succeed and thrive. “New” is not always a new product or service, but may perhaps be creative ways of improving the customer experience. Many of these businesses are executing their plan, not to grow but to maintain their current size because they have reached an apex where their profits are the highest. They might not be growing in size, but they are certainly evolving. Most of all, they are relevant to their customers, and that is what fuels success.

Challenges to some small businesses include distinguishing themselves in the neighborhood where they are located. While some look to the possibility of growth in adding new locations, others focus on building up business at their one location. For his cover story, “Staying Alive: What It Takes to Be a Thriving Neighborhood Business,” Eric Jay Toll chose a cross-section of small businesses and spoke with the owners of retail establishments, restaurants and service enterprises about their experience and strategies for adapting to the changing economy.

Laws regarding hiring employees is the focus of this month’s “Legal” feature. In Business Magazine editor RaeAnne Marsh delves into laws as well as directives from the federal level that place requirements and limits on an employer’s hiring practices. ”By the Numbers” also touches on employment as it examines the impact of clean energy on jobs in Arizona.

In this issue’s “Leadership” article, Rich Karlgaard looks at conflict in the C-suite as he provides insights on how companies can deal with conflict between chief marketing officers and chief information officers. And keeping a crisis from becoming a catastrophe is the focus of the “Roundtable” article by David Wimer.

This July issue of In Business Magazine also includes the 2014 edition of its “Top 50 Small Business Resources Guide,” compiled of companies focused on serving local small businesses and promoting their growth in our community.

It has been my pleasure to be involved in this “Small Business” issue of In Business Magazine, which has become a valuable resource for business throughout Greater Phoenix and beyond.

Sincerely,

Connect with us: Rick Murray Chief Executive Officer Arizona Small Business Association

Growing Small Business HOW MANY TIMES have we heard that small business is the backbone of the economy? It is true, but for many small businesses, it feels like they are carrying a great load on that proverbial back.

Arizona is a great breeding ground for small business and has historically had population growth going for it, too. Today, we realize that relying on an influx of people, the strength of real estate and expansion is not sustainable. Our cover story looks at many types of smaller, neighborhood businesses and asks, “What is it like out there and what are you doing to survive?”

INBUSINE SSMAG.COM

Story Ideas/PR: editorial@inbusinessmag.com Business Events/Connections: businessevents@inbusinessmag.com Marketing/Exposure: advertise@inbusinessmag.com

Visit us online at www.inbusinessmag.com We want to thank Rick Murray for his leadership on small business, his dedication to improving opportunities for small businesses here and his optimism over the years that has simply encouraged great business leaders to do more. Our partnership with Arizona Small Business Association is one we cherish and we look forward to working with them and other organizations to grow small business in the Valley and beyond.

—Rick McCartney, Publisher

J U LY 2014

9

FEEDBACK

VALLEY LEADERS SOUND OFF

Executives Answer

What technology have you implemented to make it easier for you to run your business, and what difference has it made?

Kevin Binkley Chef/Owner Binkley’s Restaurant Sector: Restaurant

Donn C. Frye Jr. Owner and CEO Prestige Cleaners Sector: Drycleaners

OUR POINT-OF-SALES SYSTEM is incredibly helpful. We use it to understand our sales, what we have sold, processing credit cards, guest counts, discounts, comps, et cetera. This is the most important piece to us for understanding how we are doing financially and for tracking sales.

Technology in equipment has given us the combi oven. Combi is a combination steamer and convection oven — it can be both simultaneously and is incredibly accurate. We can cook a piece of halibut at 103 degrees at 90-percent steam function. The end product is a very moist, perfectly cooked piece of fish. It takes the guessing out of cooking and creates a very consistent product.

For products, we have liquid nitrogen. This helps us push cooking into areas we have never seen or worked with before. Liquid nitrogen is negative 321 degrees, giving us the capability to do things I would have never imagined, from making ice cream within seconds to a semifreddo with a hard crunchy outside and liquid center.

I can’t wait to see what the future holds for technology in my business.

TECHNOLOGY HAS SIGNIFICANTLY enhanced our relationships. Like many businesses, we have integrated various types of technology features to assist with the basic generic tasks as well as more sophisticated industry-related applications. Garment care and finishing has many individual preferences and the use of technology allows for us to keep information stored and easily updated so that we can provide convenient personal attention to each customer each visit. One specific method is the use of garment barcodes, which offers the ability to identify customers’ garments and their finishing preferences, contributing to greater efficiency and accuracy.

Our latest shift is servicing our drive-thru customers with the help of computer tablets, providing quicker service response, including payment and paperless transactions. In addition, we’re implementing automated assistant assembly system to match each customer’s garments to their ticket orders, freeing up staff to attend to other non-automated tasks, like garment mending. Other common technology utilized includes GPS to assist our Route Specialists’ daily home/office pick-up, delivery service, to our online/ mobile website and social media presence for greater community bonding.

Binkley’s Restaurant binkleysrestaurant.com

Prestige Cleaners prestigecleaners.com

Chef Kevin Binkley and his wife opened nationally and internationally acclaimed fine-dining Binkley’s Restaurant in Cave Creek in 2004, and have since opened the more casual Café Bink, Bink’s Midtown and Bink’s Scottsdale. Binkley cultivated an in-depth understanding of fine dining at two of the top restaurants in the United States, the French Laundry and the Inn at Little Washington. His numerous awards and accolades include being nominated for the James Beard Award Best Chef of the Southwest every year since 2005.

Donn C. Frye Jr. has worked at Prestige Cleaners since his father, Don E. Frye Sr., founded the company in 1964. Actively involved in the community, Frye Jr. is a member of the Scottsdale Charros and serves on the boards of Kiwanis, Boys and Girls Clubs Foundation and Boys and Girls Clubs of Scottsdale. He is a past chairman/president of the Scottsdale Mayor’s Committee on Employment of People with Disabilities, STARS and Arizona Drycleaners Association, among others.

Bob Sommer Co-owner and CFO Changing Hands Bookstore Sector: Retail GOOGLE APPS FOR business has been great for us. Even with our limited technical skills, we can set up email accounts for all our staff and add additional mailboxes for event hosting, book clubs, employee applications, et cetera.

We also share and work collaboratively on documents (spreadsheets, word-processing docs, PDFs) with each other.

Lastly, the multiple calendar functions are useful for tracking scheduled events, staff business trips and vacations. These tools have improved our communications within our staff as well as with our vendors and the public.

10

J U LY 2014

Credit card processing for our offsite events was always a challenge until recently. Working checkout lines with a knuckle-buster card imprinter or a cranky Wi-Fi terminal led to long backups and cranky customers. But with the combination of the iPad running on a wireless phone connection and The Square, we can now process cards more efficiently and keep the lines moving, resulting in increased sales with the same or fewer staff. This same technology also provides a fallback at our registers in the store when the Wi-Fi goes down.

Changing Hands Bookstore changinghands.com

Bob Sommer, co-owner and CFO of Changing Hands Bookstore, holds a B.A. in physics and a Ph.D. in math. He has served as a board member of the Mill Avenue Merchants Association and the Mountains & Plains Independent Booksellers Association and an advisory council member of the American Booksellers Association. Changing Hands has operated its store in Tempe since 1974 and recently opened a second location in Phoenix.

INBUSINE SSMAG.COM

SUN

6

MON

TUE 1234

PIT 4:05

WED

THU

PIT 4:05

FRIS

ATL 4:35

PIT 4:05

10 8 9 7 ATL MIA MIA MIA 10:35 6:40 6:40 12:40

11

5

SUN

AT

ATL 1:10

SF 12 1:05 SF

MON

TUE

WED

THU

1

FRIS

PIT 6:40

2

AT

PIT 5:10

3

4 PIT 1:10

5

7 8 6 9 KC KC KC COL COL 6:40 6:40 6:40 6:40 5:10

12

13 14 15 16 CLE CLE MIA MIA MIA 4:05 4:05 4:10 4:10 4:10

7:15

17

18

19 CHI CHI 6:40 5:10

10

11 COL 1:10

20

22 23 24 21 CHI DET DET DET 1:10 6:40 6:40 12:40

25

26 PHI PHI 4:05 4:05

17

19 20 21 22 18 23 MIA WAS WAS WAS WAS SD SD 10:10 4:05 4:05 4:05 1:05 6:40 5:10

27

28 29 30 31 CIN PHI CIN CIN PIT 4:10 10:35 4:10 9:35 6:40

13

SF 14

15

16

1:05

24 SD1:10 25 31 COL1:10

26

LA 27 6:40 LA 28

6:40

29

30 COL COL 6:40 5:10

BRIEFS

QUICK AND TO THE POINT

BYTES Marketing: Get Scooped SCOOPR, FROM SCOOPR Media, provides brands generated content to use in marketing efforts and rewards brand fans for their content. Scoopr helps brands know the difference between brand fans, brand ambassadors and brand evangelists by providing the analytics behind every photo it stores. Brands begin by creating an assignment on the Scoopr Web App. Mobile users will then see the assignment and shoot photos in order to meet its requirements. After users upload their photos, the branded images are shared across five platforms: Facebook, Twitter, Instagram, Tumblr and Google+. scooprmedia.com

Notary ePublic NOTARIES HAVE BEEN around for centuries, but with the latest technological advancements pioneered

by Settleware Secure Services, the electronic and digital signature company found there’s a tech alternative — NotaryCam. Settleware offers the most sophisticated system available for getting documents e-signed and notarized online by providing protection and convenience. Businesses can conduct work better and faster. notarycam.com

Personal Work Force EJOBBA OFFERS A new Web marketplace that enables consumers to easily find qualified workers for virtually any task, from home improvement to self-improvement — creating jobs for Arizona workers and, in turn, fueling the local economy. Post a job, get estimates by qualified and reliable workers, and get the job done! ejobba.com

New Aquarium to Make a Splash as Destination Tourist Attraction

ODYSEA AQUARIUM, A tourist attraction scheduled to begin construction within the next 60 days, is an extension of current attractions Butterfly World and OdySea Mirror Maze located in Scottsdale. “What we are doing is selling an experience,” says lead developer and principal founder Amram Knishinsky as he explains the exciting visuals and unique opportunities guests will encounter while exploring the aquarium. Guests will have the opportunity to take escalators through transparent acrylic tubes, allowing them a full range of vision of thousands of species of fish swimming around them.

The aquarium will focus on providing an exciting experience to attract and engage a large and diverse audience of families and tourists, both locally and internationally. “We are making a destination attraction,” says Knishinsky, “something that is exciting and marketable.”

OdySea Aquarium is scheduled to be the largest aquarium in the Southwest, sitting on 16 acres of land and comprising more than 200,000 square feet, accommodating more visitors than the Wildlife World Zoo — which also houses an aquarium.

Strategically located off the 101 Freeway at Via de Ventura, OdySea Aquarium is easily accessible and available to more than 14 million tourists per year and more than a million local residents. By adding an aquarium to Butterfly World and OdySea Mirror Maze, Knishinsky intends to offer multiple experiences and cater to a wide variety of visitors. Having three attractions in one location creates a destination that will engage and entertain visitors for a significant portion of the day. “We want it to take up a lot of time,” Knishinsky explains. He also plans to offer all-inclusive daily passes to the three attractions as well as single-attraction tickets for each exhibit.

—Alexandra Lyon OdySea Aquarium odyseainthedesert.com

VISUALIZE THIS

Seeing Is Believing Toolkit to Trade

ALLIANCE BANK OF Arizona and Mesa Community

College have collaborated to present The Exporter’s Toolkit: How to Reach International Markets. This a guide to getting started and includes exceptional information from Hank Marshall, City of Phoenix Economic Development Officer, and numerous other key executives and business owners who give advice, statistics and connections to

Visit our “Briefs” link on the “Departments” tab at www.inbusinessmag.com.

12

J U LY 2014

viewers. The Kit will help local companies compete on an international scene. http://tinyurl.com/lx8mftj

INBUSINE SSMAG.COM

Renderings courtesy of OdySea Aquarium

with authentic user-

Are you ready for take-off?

Successful nonprofit growth requires having the right team to propel you.

Few firms match The Phoenix Philanthropy Group’s direct and diverse experience in fundraising, strategic planning, and organizational development.

The Phoenix Philanthropy Group team excels at the art of strategic fundraising. With national and international expertise, we are one of the most successful and experienced firms in the nation.

Our team includes some of the most well-respected professionals in fundraising.

We deliver outcomes-driven strategies and achieve results that advance your mission.

Are you ready for take-off? Learn more about our talented team members and range of services and how we can propel your organization to success at www.PhoenixPhilanthropy.com.

602.380.2478 . info@PhoenixPhilanthropy.com . www.PhoenixPhilanthropy.com

SEDAN SUV EXECUTIVE VAN LIMOUSINE SPRINTER MINI BUS MOTORCOACH

INBUSINE SSMAG.COM

J U LY 2014

13

BRIEFS

QUICK AND TO THE POINT

The Power of the PAC Can Aid Businesses

DOZENS OF LOCAL political action committees (PACs) are up and running in this election season, and local businesses as well as major corporations are finding them a viable vehicle for influencing public policy and supporting candidates who best represent their industry or interests. “Being able to be involved in the political process through a political action committee is unbelievable when it comes to your ability to impact public policy,” says Russell Smoldon, CEO of B3 Strategies, a government relations and public affairs affiliate launched last year by the law firm Jennings, Strouss & Salmon.

Smoldon, who has represented local businesses such as SRP and Phoenix Children’s Hospital, says a business of any size can benefit from utilizing a PAC. Shares Jack Erb, assistant superintendent of Western Maricopa Education Center, “Compared to some of the bigger businesses, West-MEC still isn’t entirely known, so we used a PAC to raise money for things that needed to be done in the public school district.”

PACs also serve to educate business owners and employees of current political actions that impact them, whether positively or negatively, as well as inform legislators of actions being taken in favor of or against their own. “You just can’t believe how many times you’re impacted negatively by some action a politician has taken and you didn’t even know it was coming,” says Smoldon.

There are, currently, numerous existing PACs tailored to fit and adhere to certain ideals. Businesses wanting to join one but not finding a perfect match may create their own. The first step is to name the PAC. The PAC must then be registered with the Federal Election Commission. The PAC can raise and contribute money to candidates and parties who push issues important to the PAC, and must document every donation and contribution.

—Alexandra Lyon B3 Strategies jsslaw.com Federal Election Commission fec.gov Western Maricopa Education Center west-mec.org

Regional Contractor Locates in Scottsdale

THERE IS A resurgence of construction activity in the retail market, says Bob Benda, CEO of Westwood Contractors, Inc., which focuses exclusively on consumer retail facilities. He describes the activity as a steady, gradual improvement over the recession levels. To service its clients throughout the West and Southwest, Fort Worth-based Westwood Contractors opened an office this past May in the Promenade Corporate Center in Scottsdale.

“Our interest in the Greater Phoenix area is the fact that there’s great air service to many of the Southwest and West Coast markets where we have client organizations based,” Benda says, referring to the convenience of both Sky Harbor, for its commercial service, and Scottsdale Airport, for Westwood’s corporate aircraft. In addition to the transportation resources themselves, Benda cites the “relatively short travel time” to key meetings with clients and visits to prospective job-site locations.

“Maintaining subcontractor relationships is a key part of our business,” says Greg Anderson, vice president of the West Coast Division. “We are better positioned to keep our finger on the pulse of regional subcontractors and regional industry trends that impact our clients.”

An additional advantage to the Promenade location is what Benda describes as “some very attractive lifestyle resources” that he believes will be attractive to prospective employees.

—RaeAnne Marsh Westwood Contractors, Inc. westwoodcontractors.com

Health Insurance Deadline

Fees Due from Employers of Self-Funded Health Insurance Plans JULY 31 IS the upcoming deadline for insurers and sponsors of selfinsurance health plans to pay the annual Patient-Centered Outcomes Research Trust Fund fees (usually referred to as PCORI fees for the Patient-Centered Outcomes Research Institute they fund). Fees are due for plan years that end on or between October 1, 2013 and September 30, 2014, inclusive. They are imposed on both the issuer of specified health insurance policies and the sponsor of applicable self-insurance plans, and apply to even tax-exempt organizations. “I think the PCORI fee may take some employers by surprise,” says Chris P. Scherzer, benefits practice leader with Brown & Brown Insurance of AZ, Inc. “With many clients transitioning from fully insured to self-funded health plans, they may not realize this fee is due at the end of July. In a fully insured arrangement, the carrier pays this fee on their behalf. In a self-funded program, the employer needs to pay this fee directly to the IRS on form 720.”

The PCORI fees are part of the Patient Protection and Affordable Care Act, which created the research institute to help patients, clinicians, health insurance purchasers and policymakers make informed decisions on healthcare by advancing both the quality and the relevance of evidence-based medicine. Funding for the trust fund

14

J U LY 2014

supporting the research institute went into effect on health insurance policies with policy years ending after September 30, 2012 and will continue through policy years ending before October 1, 2019.

According to the government website, the amount of the PCORI fee is equal to the average number of lives covered during the policy year or plan year, multiplied by the applicable dollar amount for that year, which for the current payment period is $2. The “number of lives” is determined by actual count or from calculations using either the number of lives covered on a specified date or on the Annual Return/Report of Small Employee Benefit Plan (Form 5500, standard or short form).

Generally, everyone is counted who has coverage during the policy year, including dependent children and former employees who receive COBRA (Consolidated Omnibus Budget Reconciliation Act) benefits.

This is a once-yearly assessment, although it is filed on Form 720, the Quarterly Federal Excise Tax Return, and payment is due at the same time as the Form 720.

—RaeAnne Marsh Brown & Brown Insurance of AZ, Inc. bbphoenix.com Internal Revenue Service irs.gov

INBUSINE SSMAG.COM

METRICS & MEASUREMENTS

BY THE NUMBERS

Employment Growth Opportunity in Clean Energy Arizona is one of the leaders in adding jobs in this emerging sector

by RaeAnne Marsh ARIZONA MADE IT to the short list of the top 10 states for clean energy jobs added in the first quarter of this year. Sharing this distinction with Idaho, Texas, California, Missouri, New York, Kansas, Hawaii, New Mexico and Louisiana — named in order of ranking — Arizona came in at No. 7 in the country. This was primarily due to two efforts: Davis-Monthan Air Force Base, in Tucson, adding about 140 jobs with the building of the largest solar power array on any U.S. military base worldwide, and Austin, Texas-based energy consulting company CLEAResult adding a bilingual customer care center in Tempe with 200 jobs.

Tracking this employment picture is Employment Entrepreneurs (E2), a national, nonpartisan group of business leaders, investors and others who advocate for environmental policies than can lead to economic growth, and have, in aggregate, built or financed more than 1,700 companies that have created more than 570,000 jobs.

Nationwide, E2 tallied about 5,600 clean energy and clean transportation jobs announced in the first three months of this year. That positive number, though, is actually a decline compared to the 12,000 such jobs reported in the comparable period last year.

“Congress pulled the plug on smart clean energy tax policies at the end of last year, while in the states, lawmakers are getting bullied by special interests that don’t want our country to produce more clean, renewable energy,” said E2 executive director Bob Keefe.

On the other hand, new carbon pollution standards recently released by the Environmental Protection Agency are expected to make a difference, according to Keefe. These standards call for a 30-percent reduction in carbon pollution from existing power plants. The EPA is leaving it up the individual states as to how to implement them, Keefe says, because “the EPA wanted to give flexibility to the states.”

Among industry sectors in the first quarter, there was a noticeable shift in the types of jobs INBUSINE SSMAG.COM

announced, in the solar industry in particular.

Whereas larger, utility-scale projects were drivers of job growth in previous quarters, the most recent report shows residential solar is gaining ground and putting people to work.

In Arizona, however, “what happens with net metering will make a difference regarding jobs,” Keefe says, referring to the issue still being debated.

Acknowledging that the coal industry continues to be important, Keefe notes it employs about 80,000 people nationwide whereas, in the past two years, 185,000 clean energy and clean transportation jobs have been added around the country. “So the growth is in clean energy,” he says.

Environmental Entrepreneurs e2.org

New Employment from Clean Energy in Arizona 2012 to Present SEVENTH IN THE nation in clean energy/clean transportation job creation in the first quarter of 2014, Arizona dropped from its second-place position in fourth quarter of 2013.

Sector

Company

City or County

Jobs

Date

Description

Building Efficiency

CLEAResult

Tempe

200

2/2014 Energy efficiency firm opens new customer support center

Solar

Davis-Monthan

Tucson

142

2/2014 Military base installs 16.3-megawatt photovoltaic system

Solar

Abengoa

Gila Bend

Solar

Quartzsite Solar Energy

La Paz County

Solar

Tanque Verde Unified School District

Tucson

1585

10/2013 280-megawatt concentrating solar power facility with solar thermal storage

485

5/2013 100-megawatt concentrated solar plant

60

2/2013 School district outfits schools with 4,000 solar panels and shade structures

Solar

SOLON Corporation

Tucson

75

2/2013 5-megawatt solar project

Solar

Solar Electric Solutions

San Luis

135

12/2012 20-megawatt solar array

Appliance Efficiency

Aris Integration LLC

Tucson

600

12/2012 Manufacturing plant of modular energyefficient building panels opens

250

10/2012 25-megawatt solar farm

Solar

SunEdison

Pima

Solar

SolarCity

Fort Bliss

Solar

NRG Energy; MidAmerican Solar; First Solar

Yuma

Solar

SPG Solar

Tucson

60

5/2012 2.3-megawatt solar array on city facilities

Solar

Gestamp Solar Steel

Surprise

80

5/2012 Steel manufacturer that supports solar equipment expands

Solar

Arizona Public Service Co. Yuma

100

4/2012 35-megawatt solar facility

Solar

LS Power

Maricopa County

940

3/2012 127-megawatt solar project

Solar

First Solar

Tucson

200

3/2012 25-megawatt solar farm

10 400

9/2012 Solar company expands operations 7/2012 290-megawatt solar farm

Source: Environmental Entrepreneurs

J U LY 2014

15

LEGAL

LEGAL MATTERS TO BUSINESS

Hiring Practices Face Emerging Challenges New scrutiny on criminal record proscription and job classification

by RaeAnne Marsh “IF YOU’VE BEEN convicted of a felony, you need not apply.” This type of hiring policy has long been accepted — but such blanket policies are now starting to come under scrutiny by the Equal Employment Opportunity Commission.

The issue of blanket hiring policies, from education level to criminal history, is on the EEOC’s hot list, says Lisa Coulter, an attorney in the Phoenix office of Snell & Wilmer. What the commission is starting to look at, she explains, is whether the job qualifications advertised truly relate to the job or are a pretext to discriminate against certain groups.

Requiring a college degree, for instance, “may just be a way to root out minorities, who don’t get the same chance as others to go to college,” she says. A college degree may not pertain to a receptionist position. And a felony drunk driving conviction needn’t preclude someone from holding a job that does not involve driving. Coulter says even if the applicant’s record contains an embezzlement conviction, the EEOC expects employers to look at the person’s record since the conviction regarding relations with employers, bankruptcies and other matters of personal finance.

About those criminal records, Craig O’Loughlin, a partner in the Phoenix office of Quarles & Brady, says the EEOC is beginning to take an aggressive position regarding how employers are using that information to weed out applicants. “Criminal records sometimes paint a picture of certain protected classes being unhireable because they are statistically more likely to have a criminal report.” In asking about an applicant’s criminal history, an employer must consider the nature of the crime, how much time has passed, and whether it makes a difference to a specific job — and then must give the applicant an opportunity to explain why he or she should not be excluded from the job. “It’s a new dawn for criminal records — to make sure we’re not unintentionally but nonetheless having an impact disparately on protected classes.”

Although policies and actions of the EEOC are not federal law, O’Loughlin points out that “disregarding them can land you in court just as quickly. The EEOC is a government body that often determines whether or not

16

J U LY 2014

discrimination has occurred or if probable cause exists for a person to bring action.” The new focus is on eliminating general, blanket policies and having employers consider each employee on his or her own merits.

Job classification for the Internal Revenue Service is another area where employers may be seeing significant change. Are jobs classified correctly as exempt or non-exempt? And if the jobs are non-exempt, are the employees being treated the same? “It leads to so many damages if you have employees misclassified,” Coulter says. This relates to the current focus on the issue of equal pay. When hiring, Coulter says employers should look at whether there are other people doing the same or similar job and whether they are being paid an equal wage. Employers may be called on to articulate, for instance, why they have five people making five different wages who are doing the exact same job with the exact same responsibilities. They would have to have an objective explanation for hiring someone

new at a higher rate than someone who’s been with the company, such as the person having ten years more experience in an industry the company specifically needed. Says Coulter, “It probably isn’t going to be a good excuse to say, ‘This person has been with us longer and never got up to this pay level, and now we’re hiring someone at a higher level because that’s the going rate on the market.’ That would mean the company is not paying other employees the market rate.”

Advertised job requirements and job classification are seen as areas that can foster discrimination and pay disparity. While these issues have long been recognized, there is increased focus today on addressing the problems and employers face the prospect of having to justify their hiring practices.

Coulter suggests, “When a company is hiring, that’s a good time to evaluate employment practices.”

Snell & Wilmer LLP swlaw.com Quarles & Brady LLP quarles.com

INBUSINE SSMAG.COM

GiveToPCHF.org

Assessment & Valuation Service

for Small & Medium Size Businesses

Do you ever ask yourself questions like...

• What is my business worth today?

• How many different types of value are there and which are most important to me?

• What components drive value?

• What is the difference between an “asset sale” and a “stock sale”?

• How does my company compare to others in the same industry in terms of key performance indicators involving liquidity, solvency, activity and profitability?

At Beyer Management we’re passionate about Value Based Management. We find that when a business owner focuses on increasing the value of their company, they will naturally design the right strategies, implement the proper business model, and execute the best tactics to beat the competition and build a long term sustainable enterprise.

If you’ d like an expert valuation, or you’d like to learn more about Value Based Management, call us at (602)-633-5353 or visit our website at www.beyermanagement.com

4455 E. Camelback Road, Suite C135 Phoenix, AZ 85018 INBUSINE SSMAG.COM

J U LY 2014

17

NONPROFIT

THE BUSINESS OF MAKING A DIFFERENCE

Coffee to Cash Flow

Corporate executives inspire new ways to develop diversified revenue sources for the nonprofit boards they serve

by Marc Kellenberger COFFEE BEANS. ESPRESSO. Fresh-baked goods. Granola. Garden-grown vegetables.

Herbs … It may come as a surprise that these items are synonymous with the Southwest Autism Research and Resource Center. Sold in SARRC’s Beneficial Beans® Cafés and through its catering programs, these products represent a growing trend among nonprofit organizations to diversify their revenue streams.

What’s not surprising is the opportunity for corporate executives sitting on nonprofit boards to inspire equally innovative and diverse revenue sources and income generators in the nonprofit organizations they serve.

“Our board members look at the financial health and well-being of the organization,” says Daniel Openden, president and CEO of SARRC. “We want to ensure we don’t become too dependent on any one source of revenue or customer base. We are focused on strategically identifying opportunities for program and revenue diversification.”

Funded initially by grants from philanthropic foundations in Arizona, Beneficial Beans® is just one example of that revenue diversification. Not only does the program provide training and employment opportunities in its cafés for adults with Autism Spectrum Disorder, it also offers a full espresso menu, coffee, pastries and snacks for sale. Baked goods are provided by Stuttering King Bakery and SMILE Biscotti, businesses owned and operated by individuals with autism who learn valuable social and workplace skills as they handle packaging, distribution and sales.

Additionally, SARRC has expanded its catering operation through the café, employing five parttime employees. Revenues from the Beneficial Beans® Cafés provide support for SARRC’s valued programs for adults living with autism — currently 2.5 percent of its annual Fee for Service, and that number is expected to grow by the end of the year.

While many nonprofits have, for years, relied heavily on government grants as well as their own fundraising efforts to sustain and grow business operations, they are quickly realizing the importance of diverse revenue sources, including social enterprise ventures similar to SARRC’s. They may open stores

18

J U LY 2014

(think Goodwill), sell products (think Girl Scout cookies), offer services for hire or create other revenue-generating operations.

Consider Phoenix-based Chicanos Por La Causa (CLPC), a nonprofit serving the local community through housing, economic development and human services programs as well as education. To support its programs and services, the organization manages a series of for-profit businesses. Among them are fast food restaurants, real estate development ventures, housing rentals and an insurance partnership with Blue Cross Blue Shield of Arizona.

Nonprofits may also expand their business ventures and services internationally, as in the case of SARRC, now a contractor with the Canadian government, offering its autism training curriculum and services to several centers serving teens with autism across Canada.

Key to every nonprofit’s financial sustainability, however, is pairing such revenue-generating enterprises with a range of tried-and-true revenue solutions, paying mind that each reflects the nonprofit mission, vision and strategic plan. Optimal revenue generation can be achieved through social enterprises like SARRC’s and CLPC’s, as well as through: ■■ Sponsorships, partnerships and alliances — Corporations place a premium on marketing exposure and often support nonprofit events and activities through sponsorship or purchasing tables at nonprofit

gala events. Even naming opportunities on buildings, public benches and board rooms offer potential income to the nonprofit. Many businesses and organizations also realize financial benefits by partnering together; the vertical integration of services often provides enhanced revenue potential.

■■ Government grants and contracts — Federal, state, county and city support can help fund building and infrastructure projects, programs, education and outreach efforts, as well as result in research and operational assistance, making nonprofits more efficient and sustainable.

■■ Sales and marketing — These activities vary based on the nonprofit’s focus, maturity and sophistication. Arts organizations generate revenue from ticket sales, events and rentals. Other organizations may sell seminars and classes to the public — a university, for example, or a hospital offering health and wellness education.

All of these components help round out a diverse revenue portfolio. But the nonprofit has one more critically important tool in its diversification arsenal: philanthropic fundraising.

“Philanthropic dollars can result in a more flexible, discretionary income for the nonprofit, allowing organizations to innovate and experiment,” says Openden. “Unlike government contracts and grant awards, which INBUSINE SSMAG.COM

contractually spell out a predefined scope of work and deliverables for the nonprofit, philanthropic dollars offer more latitude — to create innovative new programs, seek and serve new target markets, or develop entrepreneurial ventures within the nonprofit.”

A relatively new and pioneering philanthropic revenue-generating strategy is crowdfunding. In this model, nonprofits rally financial support through social media and Internet platforms. Arizona State University and the ASU Foundation have experienced recent success in funding a series of specific research projects through its crowdfunding website. On it, projects and funding requests are listed, while project leaders aligned with those causes commit to driving potential donors to the site through personal email and targeted social media marketing.

Because of the very nature of their philanthropic missions, nonprofits have additional opportunities to generate revenue by seeking investment support from socially responsible companies, foundations and individuals who identify with their unique cause. Known as social impact investing, this concept offers supporters of the nonprofit the opportunity not only to “do good” by serving a nonprofit committed to helping others, but also the opportunity for personal financial return as negotiated by the nonprofit.

Board members, no doubt, can drive diverse revenue strategies, bringing their corporate experience and contacts to the conversation.

They can help identify social impact investors who share common philanthropies with the nonprofit and, most importantly, they can help the organization think innovatively — think big — about the ways it can continue to generate sustainable income.

Chief Operating Officer David Adame of CLPC may explain it best. “As the demand for services from the nonprofit sector increases and government support declines, nonprofits have to take a much more proactive, aggressive and expansive approach to what their lines of business are and what their sources of revenue are. Diversification is paramount, and executives sitting on boards have the opportunity to formulate creative solutions that could have a lasting impact.”

THEIR BUSINESS IS YOUR BUSINESS. Free insights from local entrepreneurs. What’s good for business in the Valley is good for all of us. That’s why SRP has partnered with local organizations to bring you timely, relevant information to help you manage your company. The SRP Business Resource Center offers free tools and information to help you take your business to the next level. Hear success stories from local companies like Fairy Tale Brownies, Park&Co, Nello’s Pizza and many more or share your own story.

Make it your business to explore this free service today at srpbizresource.com.

The Phoenix Philanthropy Group phoenixphilanthropy.com

Marc Kellenberger is founding partner of The Phoenix Philanthropy Group, an Arizona-based international consulting firm serving nonprofit organizations as well as institutional and individual philanthropists.

INBUSINE SSMAG.COM

J U LY 2014

19

Staying Alive

What It Takes to Be a Thriving Neighborhood Business ‘Small Business’ doesn’t mean ‘Small Town’ Story by Eric Jay Toll Photos by Camron McCartney

“THERE’S ALMOST NOTHING like the moment you’re able to take home your first paycheck from the store,” Amy Wulfert reminisces. She’s talking at the front desk in Hair of the Dog, a dog-grooming parlor in Scottsdale. “It took me about three years to get to that point. Three years of hard work, being there every day, and working with a good staff.”

The neighborhood shopping center Hair of the Dog calls home is an L-shaped complex anchored by Safeway. Several empty bays dot the property, but the corner of the L where Amy hangs an “Open” sign five mornings a week is fully rented.

“The recession hit neighborhood centers hard. It hit major retailers hard,” says Stan Sanchez, president of De Rito Partners, a Phoenix-based real estate company that sells, leases, buys and develops commercial centers. “The small, local retail business can succeed if it fits into the new market.” Small

22

J U LY 2014

business accounts for 97 percent of businesses in Arizona, with retail making up $32 billion of the $60.5 billion in state sales activity. Retail sales are up 9.9 percent over fiscal year 2012-13.

Destination and Errand Businesses According to Sanchez, there are, essentially, two types of local retailers who are going to thrive regardless of Internet shopping. “These are going to be the everyday uses that people can’t live without,” he says. “They are stores people visit on the way to someplace else or are the shopper’s ultimate destination. People are not going to order sandwiches from Amazon.”

Knowing whether the shop is an “errand stop” — such as a dry cleaner or certain specialty retailers — or “destination” — such as a restaurant, grocery, gym or styling salon — makes all the difference. “A retailer has to know why customers come through the door,” says Robyn Young, spokesman for RED Development, which has developed and manages several shopping centers around the country. Although not every business fits perfectly into one category or the other, she believes a business owner has to decide whether his or her store is the reason people come to the neighborhood center or coming to the center gives a reason to shop the store while running other errands.

Humble Pie Pizza Wine & Spirits intended to be a destination specifically for people living in a given neighborhood. “We wanted to be a place people could go for a quality meal at a modest price any time they wanted. We did not want to be a

‘special occasion,’” is how Rich Sullivan, one of the partners, describes the concept behind the locally-based chain.

Situated in a location with a large number of locally owned businesses, Carter’s Men’s Clothing in Phoenix is both a destination and an errand store. “We’re the traditional men’s clothing store,” explains Michael Carter, owner.

“That’s why I opened in an old-fashioned neighborhood center.” Camelback Village at 44th Street and Camelback is a place where people go to mix and match errands, he says, noting that people stop in one or more of the shops on the same trip.

The Right Location Sanchez says knowing the business’s customers and business type — errand or destination — plays the major role in picking a location. “As a destination business, you want an identifiable location people can find and places they can park,” he says, noting the importance of parking, convenience and visibility. “If you’re an errand business for multitasking customers, you want to be in a location with a strong anchor people regularly visit.” Even more specifically, Young suggests an errand business “pick a location near the destination people come to the center to shop.”

“If I had known that nine years ago when I opened, I might be in a different location — but I was more wholesale than retail then,” shares Shaun Breese, owner of Urban Cookies Bakeshop in Phoenix. “It’s important for a location to be convenient and easy for customers.” The Valley is filled with

INBUSINE SSMAG.COM

r te n u o c e th s s o r c a e m o c “You have to rs.” e m to s u c h it w t c e n n o c d n a Bakeshop an Cookies

—Shaun Breese, Urb

neighborhood centers and a lot of parking.

Breese says her location is set back from the street and lacks good signage. These are considerations she’d have weighed differently were she opening today.

Bill Hallstrom, owner of Billy’s Cleaners, and Wulfert run businesses that serve errand shoppers. “My customers drop off their pets and then go shopping at the Safeway or head to the [U-Fit] gym,” Wulfert says. “Usually, I’m not the reason they come to the shopping center; I’m one of the errands.” Her location has high visibility from anchors Safeway and YouFit. She’s close to Dollar Tree. Billy’s Cleaners, on Bell Road at Tatum Boulevard in Phoenix, takes an end cap facing Tatum with easy in-out to the neighborhood center.

Humble Pie and Urban Cookies Bakeshop, on the other hand, are destinations.

Humble Pie locations are highly visible, either end caps or free-standing. The sites feature close-in parking and easy street access.

made major changes to Town & Country [on Camelback in Phoenix], we actually moved tenants around to get them better locations.”

De Rito and RED look for a balanced mix of tenants. They know they need businesses that will draw customers to the shopping center. The landlords also want businesses that people will shop once they are at the neighborhood center.

De Rito is focusing its neighborhood center acquisition and development around the strongest neighborhood anchor, a grocery store. “We believe that people need to shop for food at convenient locations,” Sanchez says.

“Then we want retailers at the center who will be stops when people go for groceries.”

“Food stores are really strong anchors in Phoenix,” Young reports. “Not only the Whole Foods general grocery, but specialty food stores like Trader Joe’s and Sprouts. They help bring traffic other stores can use.”

It’s more than just food stores.

“Restaurants are a major part of the mix today,” she continues. “We have a team dedicated to putting a mix of breakfast, lunch and dinner restaurants in our properties. This helps drive traffic all day and into the night.

It makes our shopping centers destinations.”

Knowing Customers as Individuals “What I love most about my business is greeting customers when they come in the door,” shares Hallstrom. He believes it is important a business owner be there as much as possible because he or she is passionate about the business and the customers feel that passion.

“I remember my customers’ names,” relates Wulfert. “More important, I remember the dogs’ names.” That personal connection brings customers back again and again. For a small retailer, the repeat traffic is essential because it’s easier to increase sales from existing customers than it is to attract new ones.

Landlords Want Shops to Thrive “We put a lot of effort into working with our tenants to help them succeed,” points out Young.

“That can mean working closely with tenant improvements, marketing and helping find the right location. When we

INBUSINE SSMAG.COM

J U LY 2014

23

“I grew up in Phoenix, went to high school here, and graduated from [Arizona State University]. I know the people in my neighborhood,” Carter says. The clothing store often has customers come in to talk sports or neighborhood news. Carter says this comes from his active involvement in area schools and organizations.

As a business owner, “it’s so important to share your passion with your customers,” says Breese. “You and all your employees need to come across the counter and connect with customers.” A small shop is missing the big advertising budget, so personal service leads to happy customers and high ratings on social media sites.

Involvement Is Marketing “We struggled during the recession, but we’re still here for a number of reasons.”

Carter, laying out a small retailer’s marketing strategy, says, “If you’re in a neighborhood center, you’re a neighborhood business. Get to know the other owners and your customers.”

“Recently, one of my employees called in sick. I ended up working the counter in the store for the first time in a long time. It was a great day,” Breese recalls. “My husband and kids were in the store, too. That doesn’t happen often any more. Customers were glad to see me

and it reminded me of how important it is for me to be interacting with customers regularly.”

Breese is heavily involved in social media.

“I watch our customer comments, and when I see something negative, I jump on it right away. People are surprised when the owner calls to ask them how they can make up for not meeting expectations.”

Social media can require significant time investments. Wulfert and Carter don’t spend much time on social media, focusing instead on quality customer service and high levels of personal service. The success of a store is built one customer at a time. Sullivan and his partners work closely with the management team and the staff to instill the importance of being part of the neighborhood. In fact, many of the business owners interviewed for this article

spoke of how being a contributing member of the neighborhood makes the difference in business success when times are slow.

Knowing Customers, Knowing Business “Before I opened my doors,” Hallstrom recounts, “I knew my customers. I knew who they were, where they live and work, and why they will shop my store.” He recommends mentoring. “I was in this business for years and learned from others before opening Billy’s.”

“We signed up for mentoring from APS,” confides Breese, referring to APS’s Academy for the Advancement of Small, Minority- and Women-Owned Enterprises, one of several mentoring programs available to local small businesses. “The most important lesson we learned from the program has never left us: Understand the financials.” Observing that many store owners rely on the bookkeeper or accountant to put the profit and loss statement together, she says, “Know how to read profit and loss statements, and do it every day. There isn’t a single decision we make without consulting how it affects our financials. We talk about money every day. I share it with employees so they understand that if the customer count drops a little bit, it has a big impact.”

y m e r a h s o t s a h f f a t “The s s.” r e m o t s u c e h t r o f n passio Clothing , Carter’s Men’s er

—Michael Cart

24

J U LY 2014

INBUSINE SSMAG.COM

The money aspect plays into site selection as well. “As we branch out, we look very closely at the neighborhood where we’re going to open. We look for population density, market demographics,” says Sullivan. “We want to be in a place where people live, not just sleep there.”

“When I decided to leave my 25-year career as a legal secretary and open Hair of the Dog, I knew I wanted to have a Scottsdale address,” explains Wulfert. “I also wanted the shop close to where I live, because I know the people in the area and I wanted to be convenient, essentially, to my neighbors and friends.”

Living near the business has an additional benefit cited by many shopkeepers. The long hours and hard work aren’t compounded by long commute times, they note, and it is easier to get to the business when needed.

Sullivan believes in chemistry between the shopkeeper, those who work in the store and the customer. A bad experience with a clerk can chase a loyal customer to competition.

“Sometimes, it’s the little things that keep you up at night,” Breese confides. “The sales staff in front are just as important to the store’s success as the bakers in back.

A hiring decision should not be made lightly.”

Just because the job is part-time and minimum-wage does not mean that an effort to recruit quality employees can be set aside. When the owner is not in the store, that part-time, minimum-wage clerk is the owner as far as a customer is concerned.

Wulfert says she checks references and makes sure her hires like dealing with customers and love dogs. “I think my biggest edge over competition is that my customers can tell that we love dogs as much as they do,” she says.

Before the popularity of social media and store-review sites, poor customer service used to mean one customer walking away and telling a dozen people the bad experience. Today, poor customer service is transmitted to thousands instantly on sites like Yelp, Twitter and other social media networks. Each employee needs to understand how actions can affect the store’s very survival.

“It’s all a lot of hard work, but in the end it’s worth it,” says Wulfert. “I learned

to listen to my customers because they teach me a lot about what I can do better to serve them. And when I’m serving my customers, they keep coming back, and that’s what made my business succeed.”

APS Academy for the Advancement of Small, Minority- and Women-Owned Enterprises aps.com Billy’s Cleaners

yelp.com/biz/billys-cleaners-phoenix

Carter’s Men’s Clothing

cartersmensclothing.com

De Rito Partners derito.com Hair of the Dog hairofthedogaz.com Humble Pie humblepieusa.com RED Development reddevelopment.com Urban Cookies Bakeshop urbancookies.com

Passion and Passionate Employees “I’d like to think that everyone who has ever worked for me moved on having learned something about business that contributed to their success,” Carter says, counting off the long list of ASU students who started working in his store. “You can’t shirk training.”

At Humble Pie, Sullivan and his management team take one additional step. “We prefer to hire workers who live in the neighborhood. We want them to know the people.”

INBUSINE SSMAG.COM

J U LY 2014

25

COMMUNICATE

LOUDER THAN WORDS

Bridge the CIO vs CMO Divide

In the C-suite, their “Mars vs. Venus” rivalry can impede company success

By Rich Karlgaard BEHIND CLOSED DOORS, in the corner offices of companies throughout the nation, a heated C-suite battle rages on. On the surface it looks like a battle waged over the corporate budget — a tale as old as time — with both sides seeking to claim a bigger portion of the pie. But a closer look at the classic fight between chief marketing officers (CMOs) and chief information officers (CIOs) reveals the contention is actually about much more than just money.

There are stark differences between CMOs and CIOs. CMOs tend to be female while CIOs tend to be male.

More to the point, CMOs are liberal arts types while CIOs are technologists.

Companies can get past the mutual disdain and squabbling that prevent the collaboration needed to thrive in a tough global economy by investing in their “soft edge,” which will at least provide the executives the language to discuss their differences and the values to bridge them.

Most C-suites and shareholders speak the language of the hard edge: metrics, analytics, logistics, strategies and a well-defined and easy-to-see ROI. But today’s turbulent marketplace has taken much of the bite out of the hard edge. What can be measured and quantified can also be analyzed and copied by the competition. The “soft edge,” much tougher to quantify, might be summed up as “the expression of your deepest values” or “the heart and soul of your company.” My latest book describes the soft edge culture in terms of five pillars — Trust, Smarts, Teamwork, Taste and Story.

The companies that have achieved soft-edge excellence — the FedExes, Apples and NetApps of the world — are thriving, while others flounder in our uneven and unforgiving recovery. Let’s look at the soft edge in play at NetApp, a $6.5-billion vendor of computer network storage solutions.

Strive to understand each other’s challenges. (Soft Edge pillar: Trust) NetApp’s CMO, Julie Parrish, empathizes with the company’s CIO, Cynthia Stoddard. Parrish recognizes that Stoddard faces multiple challenges, including adapting to the cloud while assuring adequate security; betting on which technology platforms to go with; serving all functions at the company, not just marketing; and always doing more with less. Hers is a rapidly changing world.

And Stoddard recognizes that Parrish’s world is changing just as rapidly. After all, the share of marketing that goes through digital channels is growing like crazy. Social media, in particular, is always tossing up market opportunities that must be grabbed or they’re lost.

Stoddard recognizes that a CMO’s requests for greater technology budgets are not power grabs, but a reflection of reality. Of course, to come to that understanding, there must be trust — which comes from showing one has the other person’s best interests in mind, working hard to achieve common language and transparency, and doing what one says she will.

Work together to ensure mining of the right data. (Soft Edge pillar: Smarts) To stay ahead of the curve, Parrish and Stoddard regularly meet to discuss trends in predictive analytics, sentiment analysis and other

26

J U LY 2014

valuable information. This requires a healthy CMO-CIO relationship. To stay smart, Parrish likes to put this question to their teams: What are the questions we should be asking?

That’s how NetApp gets the information it needs in order to build the right dashboards. “If you don’t ask the right questions,” Parrish explains, “you build up a lot of technology in marketing without any coherence.” As CMO, she uses Stoddard and her team of technologists to make sure marketing is using technology wisely and efficiently to get the data it needs.

Don’t succumb to departmental tunnel vision. Keep the needs of the whole company in mind. (Soft Edge pillar: Smarts) This is an important reminder for any C-suite leader, but especially for CMOs and CIOs, who may feel the urge to dig in their heels for their own department. It is vitally important, in fact, to have analytical people and intuitive people in the room together on every major issue.

Says Stoddard, “We use an enterprise executive architecture committee, with all the leaders of every NetApp function — marketing, sales, HR, operations, finance, and so on. That’s how we can come up with a roadmap for the whole company. We put on our NetApp hats and ask if this is the right thing to do for the company at this particular time.”

Regularly immerse yourself in the world of the “other side.”

(Soft Edge pillar: Teamwork) In a healthy CMO-CIO relationship, members of the marketing team and the IT team do regular “tours of duty” on the other side. Embedded marketers get to learn from their IT counterparts about data and analytics; embedded IT people get to learn about key marketing programs and metrics. These tours of duty help establish common ground that can help create unity and trust and helps lubricate collaboration.

Be as transparent as possible. Invite scrutiny. (Soft Edge pillar: Teamwork) At NetApp, both sides are open and honest about their cost structures. NetApp’s CMO Parrish established a foundation of good teamwork with CIO Stoddard when she admitted that marketing INBUSINE SSMAG.COM

BOOKS owned too many projects. “I raised my hand for an IT audit,” Parrish says. From that day, Stoddard knew Parrish wasn’t trying to build an empire.

Collaboration and innovation are musts for survival in the global economy, and that means great teamwork is vital. But great teamwork is possible only if there is trust (another Soft Edge pillar).

And trust can’t exist without transparency. That’s why Parrish’s IT audit request was so powerful. It was a way of saying, “Our information is your information. Help us see what we can do to make this company better.”

Don’t try to bury disagreement. (Soft Edge pillar: Taste) In a soft-edge-excellent company, CMOs teach CIOs how marketing platforms are crafted and how to fine-tune messages for any given audiences. CIOs show where complexity will slow down deployment, and therefore suggest areas to simplify the platform for maximum rapid deployment. Sometimes there is disagreement. The truth is, taste evolves through disagreement. When opinions are shared, problems hashed out and arguments heard, the best possible products are born — products that look great and work great and that are somehow so compelling to customers that they must buy them.

Yes, there will be tension, and there will very likely be misunderstandings. It might even feel dysfunctional. But sometimes, leaders just have to get people together, urge them to speak up, and convince them to face their disagreements. In the end, their differing opinions and interests will sharpen the company and result in better products and services.

Let your story drive your behavior (and solve your disagreements). (Soft Edge pillar: Story) NetApp keeps really, really good company. Along with Google, Singapore Airlines, Starbucks and very few others, it makes two annual lists: the world’s best places to work and the world’s most innovative companies. It takes huge pride in making both lists, and it should.

But aside from pride, the real value of making both lists is that it creates a consistent story for employees, suppliers and customers.

Whenever NetApp’s CMO Parrish and CIO Stoddard disagree on anything, they can call a time-out, step back and ask: What would a top innovative company do? What would a best-place-to-work company do? Thus NetApp’s story — its belief about itself — drives the right behavior and, more often than not, correct decisions at every turn.

Knowing the right story to tell combined with knowing how to deliver it effectively can inspire everything from understanding to action. It can be used to connect employees to a strategy by providing understanding, belief and motivation. Stories capture and communicate knowledge, drive innovation, build community, strengthen organizational culture and support individual growth.

The message to all C-suite leaders is clear. We are now working in a corporate environment where the soft edge dominates, where trust, teamwork, smarts, taste and story matter as much as ROI, market share and other hard metrics. Businesses that recognize this truth, and live by it, will thrive. Those that get caught up in infighting over hard-edge principles may not even survive.

Rich Karlgaard (www.richkarlgaard.com), author of The Soft Edge: Where Great Companies Find Lasting Success, is also the publisher of Forbes magazine, where he writes a column on business and leadership issues. A serial entrepreneur, he is a past winner of Ernst & Young’s “Entrepreneur of the Year” award. His 2004 book, Life 2.0, was a Wall Street Journal business bestseller.

INBUSINE SSMAG.COM

BUSINESS BEHAVIORS

The Alliance: Managing Talent in the Networked Age THE EMPLOYER-EMPLOYEE RELATIONSHIP is broken. The old model of guaranteed long-term employment no longer works in a business environment defined by continuous change, but neither does a system in which every employee acts like a free agent. The solution? Stop thinking of employees as either family or free agents. Think of them instead as allies. Managers want employees to help transform the company for the future; employees want the company to help transform their careers for the long term. This win-win scenario will happen only if both sides trust each other enough to commit to mutual investment and mutual benefit.

Reid Hoffman, Ben Casnocha and Chris Yeh $25 • Harvard Business Review Press • On shelves and online this month

Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself EVERYONE KNOWS THAT the first rule of sales is “always be closing.” But what if the less time one spends trying to close, the more time one can devote to helping people solve problems and seize opportunities? This book isn’t just a catalog of techniques to wrestle money out of a client’s pocket.

It’s a comprehensive strategy that starts with a well-researched process for identifying and solving problems. It shows one how to access one’s creativity to establish and maintain relationships that will be truly useful for oneself and one’s clients over time. This book will show how to become less of a stranger.

Tim Hurson and Tim Dunne $27.95 • Portfolio Hardcover • On shelves and online this month

Making Conflict Work: Harnessing the Power of Disagreement CONFLICTS AT WORK are as inevitable as they are frustrating. In Making Conflict Work, Peter Coleman and Robert Ferguson address the key role of power in workplace tension. Whether butting heads with a boss or addressing a direct report’s complaint, one’s relative position of power affects how one approaches conflict. Coleman and Ferguson explain how power dynamics function, with step-bystep guidance to determining one’s standing in a conflict and identifying and applying the strategies that will lead to the best resolution. Drawing on the authors’ years of research and consulting experience, the book gives readers effective strategies for negotiating disputes at all levels of an organization.

Peter T. Coleman and Robert Ferguson $26 • Houghton Mifflin Harcourt • September 2014

J U LY 2014

27

TRICKLE UP

A VIEW FROM THE TOP

Chas Roberts A/C & Plumbing: Changing and Adapting for 70-plus Years Sissie Roberts Shank is still building on her grandparents’ business IN 1942, CHAS and Alice Roberts founded Chas Roberts Air Conditioning Inc. in Phoenix. Sissie Roberts Shank, current president and CEO and granddaughter of the original owners, says her grandfather handled the repairs while her grandmother stayed in the office and answered the phones. “My grandfather was one of those men who could fix anything. Over time, they hired my uncle, and then the business just grew from there.”

While some company owners might look at their seven-plus decades in business as a good excuse to sit on their laurels and relax a bit, Shank says this is not the case for her company, now Chas Roberts Air Conditioning & Plumbing since the company added plumbing services about three years ago. “We are not stuck in the past, and we are always looking for ways to change the process. I know this sounds cliché, but for us, we always want to find a way to do things better, faster and cheaper.”

Living this philosophy involves keeping a finger on the pulse of both the air conditioning industry and the economy. “Some of the things we have done over the years have shown how truly adaptable we are,” says Shank, who has been CEO since 1999.

A good example of this happened during the recent economic downturn. At the time, 90 percent of the work Chas Roberts A/C & Plumbing did was focused on new home construction. Even before the housing market crashed, Shank says she and the company saw the proverbial writing on the wall and the impending decline in new home construction,

and took a hard look at their costs and “where we had gotten fat.”

“We forecasted those market changes, and we made some cuts hard and deep,” she says, adding that although it was a difficult decision to make, they went by the numbers and did what they had to do to make it through the recession. “We did it well, and we did it fast, and we didn’t hide it from our people. We walked in with a white board and said, ‘This is where we are. We were making $20 million a month, and this month we will be lucky to make half of that.’”

Realizing that new housing construction was quickly going by the wayside, Shank says the company also pondered what it could do differently to survive. The answer, Shank says, was to change and expand the company’s specialties. For example, she says that when the management team saw how existing homeowners were staying put and making upgrades to their existing homes, the company diversified its services and began to focus on air conditioning servicing and replacement.

“We encouraged our employees to get more education so they could start working in those domains,” she notes, adding that the company was willing to provide the necessary training.

Another key to the company’s success, Shank says, is its team of dedicated employees, many of whom have worked for Chas Roberts for more than 30 years. “You don’t really see that too much anymore; for us, we have a great team and they’ve helped to make us as successful as we are,” she says. “People stay

Keeping Their Cool

■■ The first 100-degree day of the year is typically the company’s busiest day, according to Sissie Roberts Shank, president and CEO. ■■ Shank’s husband is the company’s chief operating officer, and their children work there part-time. Shank’s brother also works in the company.

■■ When the company first opened in 1942, it handled both appliance and cooler repair.

■■

28

When tract homes started going up in the Valley, the company began to work in the housing market.

The number of employees has grown to about 450.

J U LY 2014

because they are truly part of a large family, their opinion matters, and they make a difference. We have great benefits, but, most importantly, we care and we do the right thing by our employees and our customers.”

In addition, instead of focusing on making a quick sale, Shank says Chas Roberts has found success by working with its clients to find the best long-term solution for their cooling needs. “We want to have a contract with them, and continue to come back and service the unit over time,” she notes.

When consulting with homeowners, Shank says the team of service people will also keep their eyes peeled for indications that the home’s indoor air quality may not be up to par. “They might say, ‘Hey, I see you have an inhaler on your bathroom counter,’ or they’ll notice that they have pets, and then offer solutions on how the homeowners can make their air better.” Service technicians are kept up to date with their training through monthly classes at Chas Roberts, which are sometimes taught by outside consultants.

Shank says she and everyone at Chas Roberts are looking forward to the next 70plus years in business. “We are very proud of the reputation that we have, and we want to continue to be the best.”

Chas Roberts A/C & Plumbing chasroberts.com

INBUSINE SSMAG.COM

Photo courtesy of Chas Roberts A/C & Plumbing

by Alison Stanton

WWW.INBUSINESSMAG.COM

July 2014

ON THE AGENDA

A listing of Greater Phoenix business organizations and their events. Visit www.inbusinessmag.com for an expanded monthly calendar of educational, networking and special business events.

Glendale Chamber of Commerce

Business Marketing Association – Phoenix

West Valley Gubernatorial ‘Big Data: Important to Your Business or Forum and Meet the Just Marketing Buzz?’

Candidates Event Tues., July 22 — 4:00p – 6:00p Alan Rohrer

Tues., July 22 — 8:00a – 10:00a

Photo courtesy of BMA - Phoenix

THE WEST VALLEY Gubernatorial Forum will be held at the ASU West campus in Glendale. Residents and business community members are invited to hear from the candidates in Arizona’s 2014 campaign for governor. The Glendale Chamber of Commerce, in conjunction with WESTMARC and a number of other partnering organizations, is hosting the event.

All the major candidates are scheduled to appear: Secretary of State Ken Bennett, State Treasurer Doug Ducey, Fred DuVal, Christine Jones, Senator Al Melvin, former U.S. Congressman Frank Riggs and former Mesa mayor Scott Smith. The candidates will be addressing West Valley issues as well as such broader issues as immigration and tax reform.

Local residents and members of the local business community were given an opportunity to submit questions online and those questions will also be addressed. The forum will likely be moderated by a local TV personality and the candidates will be given a predetermined amount of time for their responses.

“I think the unique thing is, not only do we have the candidates there but, in addition to that, we have the congressional and legislative candidates that people can meet with and talk to one-on-one at their tables,” says Robert Heidt, chief executive officer of the Glendale Chamber of Commerce, explaining that candidates for congressional and legislative races in Maricopa County who hold a significant portion of their district west of Interstate 17 will have a designated table at the event.

The forum is free to attend and open to the public.

—Alexandra Lyon WESTMARC westmarc.org

THE PHOENIX CHAPTER of the Business Marketing Association will host its Big Data event at ASU SkySong.

The event will feature Alan Rohrer, senior trainer for QBS Research, who will address the impact and benefits of Big Data in business. His presentation will focus on separating fact from fiction as he examines how numbers and data can be used as a tool for assisting sales, marketing efforts and gaining the upper hand in business development strategies. The event is directed toward executives, marketing and sales professionals, and entrepreneurs in business-tobusiness organizations.

Scott Salkin, board president of BMA’s Phoenix chapter, says, “[Big Data] can impact everything from … lead generation campaigns and prospecting to … customer success management and retention,” noting that being aware of Big Data and how it can work both for and against businesses is crucial in developing successful business strategies.

Attendees will have the opportunity to interact directly with the speaker and BMA Phoenix board members. There will be a Q&A open to all attendees. Alongside this, attendees will be able to network and converse with other business-to-business marketers from all over Arizona. The presentation will be recorded and posted on the BMA Phoenix YouTube channel.

Established in 2006, the Phoenix Chamber of the Business Marketing Association hosts monthly keynote events focused on business-to-business marketing as well as featuring expert speakers and leaders throughout the industry.

Tickets are $15 for members and $30 for non-members.

—Alexandra Lyon Business Marketing Association – Phoenix bmaphoenix.org

Notable Dates This Month Fri., July 4 Independence Day Agenda events are submitted by the organizations and are subject to change. Please check with the organization to ensure accuracy. See more events online at www.inbusinessmag.com.

WANT TO CUT ENERGY COSTS? THINK SRP REBATES. savewithsrpbiz.com INBUSINE SSMAG.COM

J U LY 2014

29

ON THE AGENDA ARIZONA ASSOCIATION FOR ECONOMIC DEVELOPMENT Luncheon

Tues., July 8 11:30a – 1:15p

Michael Lacey, director of Arizona Department of Water Resources, will discuss “Arizona’s Next Century: Water Supply Sustainability.”

Members: $40; non-members: $50 Phoenix Country Club 2901 N. 7th St., Phoenix. aaed.com

ARIZONA SMALL BUSINESS ASSOCIATION ASBA Speed Networking Tues., July 8 3:00p – 4:30p

Make vital business connections in increments of only 90 seconds! Get tips from Pro Sales Coach Mike Leeds and learn the craft of fast relevant effective networking.

Free ASBA’s Business Education Center 4600 E. Washington St., Phoenix asba.com

Women’s Biz Connection Wed., July 9 3:00p – 4:30p

Women’s Biz Connection is a networking group that recognizes the challenge of being in business for yourself and provides an opportunity for women business owners to come together and build supportive relationships.

Free ASBA’s Business Education Center 4600 E. Washington St., Phoenix VT@victoriatrafton.com

ARIZONA TECHNOLOGY COUNCIL Lunch and Learn Tues., July 1 11:30a – 1:00p

“Compliance – What You Need to Know, presented by ViaWest, will cover PCI, SSAE 16 & HIPAA regulations and recent changes, potential solutions, common misconceptions and how to apply compliance to the cloud and IT infrastructure.

Members: free; non-members: $15 ViaWest 1850 W. Deer Valley RD., Phoenix aztechcouncil.org

Third Quarter VIP Networking Event Thurs., July 24 5:00p – 7:00p

Join the Council’s Board of Directors, Wells Fargo Bank employees and other VIP guests at this event hosted by Wells Fargo Bank.

Members: $15; non-members: $25.

Wells Fargo History Museum, Conference Center 100 W. Washington St., Phoenix aztechcouncil.org

30

J U LY 2014

JULY 2014

CENTRAL PHOENIX WOMEN Luncheon

Wed., July 23 11:30a – 1:00p

“Beauty and Brains.” $75 Ritz Carlton Phoenix 2401 E Camelback Rd, Phoenix centralphoenixwomen.org

GLENDALE CHAMBER OF COMMERCE First Friday Networking Breakfast Mon., July 7 7:30a – 9:00a

Members: $5; non-members: $25 Bitzee Mama’s Restaurant 7023 N. 58th Ave., Glendale glendaleazchamber.org

CHANDLER CHAMBER OF COMMERCE

Business After Hours

Small Business Counseling

Refreshments, raffle prizes and excellent networking as well introduction of the Chamber’s newest members. Please RSVP to the Chamber.

Members: free; future members: $25; please RSVP Manuel’s Mexican Restaurant 5670 W. Peoria Ave., Glendale glendaleazchamber.org

Mon., July 7 8:30a – 4:30p

Through the Maricopa Community Colleges’ Arizona Small Business Development Center network, experienced business counselors provide advice, knowledge and insight to help you start or grow your business.

Free; appointment required Chandler Chamber of Commerce 25 S. Arizona Pl., Chandler chandlerchamber.com

Small Business Development Center Start-Up Lab Tues., July 15 2:00p – 3:00p

SBDC provides the tools and resources to help serious future business owners launch or re-launch a small business in Arizona.

Free Chandler Chamber of Commerce 25 S. Arizona Pl., Chandler info@chandlerchamber.com

Women In Business Tues., July 15 10:30a – 1:30p

Workshops begin at 10:30 as a free, optional added value, with lunch and speaker starting at noon, with optional free-added value workshops beginning at 10:30 am. Women In Business workshops are opportunities for you to gain a powerful edge on your competition.

Members: $25; non-members: $35 SoHo63 63 E. Boston, Chandler info@chandlerchamber.com

Business Golf Wed., July 16 7:00a – Noon

Business golf for networking, building business relationships, and meeting new friends! $30 Ocotillo Golf Resort 3751 S. Clubhouse Dr., Chandler info@chandlerchamber.com

Thurs., July 17 5:00p – 7:00p

West Valley Gubernatorial Forum Tues., July 22 8:00a – 10:00a

Residents and business community members are invited to meet the candidates for Arizona’s 2014 Gubernatorial campaign.

Free ASU West, University Center Building 4701 W. Thunderbird Rd., Glendale events@westmarc.org (See article on page 29.)

GREATER PHOENIX BLACK CHAMBER OF COMMERCE Black Phoenix United Thurs., July 24 5:30p – open

Business networking mixer.

Free Edward Jones Training Facility 8333 S. River Pkwy., Tempe phoenixblackchamber.com

GREATER PHOENIX CHAMBER OF COMMERCE Professional Women’s Alliance Tues., July 1 11:00 am – 1:00 pm

Nadia Brown, Ph.D., president of Doyenne Leadership, presents “Leading Like a Lady: How to Shatter Your Inner Glass Ceiling.”

Members: $20; non-members: $40 Phoenix Country Club 2901 N. 7th St., Phoenix Brittney Conklin, bconklin@ phoenixchamber.com

After 5 Mixer

Thurs., July 17 5:00p – 7:30p

Members: free; non-members may attend one event before joining.

Crowne Plaza Phoenix Airport 4300 E. Washington St., Phoenix Andrea Thomas, athomas@phoenixchamber.com

Valley Young Professionals D-back Game & Executive Panel

Tues., July 22 5:00p check in; game begins at 6:40p

See the Diamondbacks take on the Detroit Tigers from the right field party suite, while making new connections with other young professionals. Enjoy a pre-game panel presentation at 6:00p from D-Backs executives in Legends suites E and F. Members: free; non-members: $20 Chase Field 401 E. Jefferson St., Phoenix Brittney Conklin, bconklin@phoenixchamber.com

Breakfast Institute Thurs., July 24 7:00a – 9:00a

Learn how to fuel your business at the stimulating program by Stacy DepreyPurper and Carolyn Andrews.

Members: $12; non-members may attend one event before joining Crowne Plaza Phoenix North 2532 W. Peoria Ave., Phoenix, AZ 85029 phoenixchamber.com

MESA CHAMBER OF COMMERCE Taste of Mesa Tues., July 15 5:30p – 7:30p

Bring your staff for some team building while you network with other Chamber members during our July Taste of Mesa.

Members $15; non-members $25 Brunswick Zone Mesa 1754 W. Southern Ave., Mesa bowlbrunswick.com

Coffee Time

Thurs., July 24 8:00a-9:00a

Networking.

Free Courtyard By Marriott Phoenix Mesa 1221 S. Westwood Ave., Mesa mesachamberofcommerce.org

NATIONAL ASSOCIATION OF WOMEN BUSINESS OWNERS – PHOENIX NAWBO University Wed., July 9 9:30a – 10:45a

Vanessa Shaw, CEO of Simply Zest!, LLC., will share with attendees three ways to drastically increase income and impact.

Members free; non-members: $30 Phoenix Country Club 2901 N. 7th St., Phoenix nawbophx.org

Luncheon

Wed., July 9 11:00a – 1:00p

“Think and Grow Rich for Women.” Sharon Lechter and The Napoleon Hill Foundation have collaborated on bringing the timeless wisdom of Think and Grow Rich to women from a woman’s perspective.

INBUSINE SSMAG.COM

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

Members: $38; non-members: $48 Phoenix Country Club 2901 N. 7th St., Phoenix nawpophx.org

PEORIA CHAMBER OF COMMERCE Meet the Coach Mon., July 14 12:30p – 1:30p

Certified business coach Michelle Cubas focuses on contemporary business issues and answers questions during this brown-bag lunch-time session.

Free Peoria Chamber of Commerce 16165 N. 83rd Ave., Peoria peoriachamber.com

SCOTTSDALE AREA CHAMBER OF COMMERCE Breakfast Leads Referral Group Tuesdays 7:15a – 8:30a

Members: free (guests may attend up to 2 sessions before joining) Distrito at The Saguaro 4000 N. Drinkwater Blvd., Scottsdale scottsdalechamber.com

Breakfast Leads Referral Group Wednesdays 7:15a – 8:30a

INBUSINE SSMAG.COM

Members: free (guests may attend up to 2 sessions before joining); breakfast buffet additional $10 plus tip Windy City Cafe 14891 N. Northsight Blvd., Scottsdale scottsdalechamber.com

Lunch Leads Referral Group Thursdays 11:30a – 1:00p

Members: free (guests may attend up to 2 sessions before joining); optional lunch provided for an additional fee Downside Risk 8989 N. Scottsdale Rd., Scottsdale scottsdalechamber.com

AM Connect

Thurs., July 17 7:30a – 9:00a

Members: free; guests: $20 SkySong Apartments 1301 N. Scottsdale Rd., Scottsdale Nikki Hoffman, (480) 355-2712

SURPRISE REGIONAL CHAMBER OF COMMERCE Business Education Seminar Fri., July 25 8:15a – 10:00a

As always, in addition to great training, there will be prizes given away and great networking before and after the presentation.

Free Communiversity @ Surprise 15950 N. Civic Center Plaza, Surprise surpriseregionalchamber.com

Members: $35; non-members: $35 The Westin Kierland Resort & Spa 6902 E. Greenway Pkwy., Scottsdale womenofscottsdale.org

TEMPE CHAMBER OF COMMERCE

OTHER BUSINESS EVENTS

Business Before Hours

“Big Data: Important to Your Business or Just Marketing Buzz?”

Tues., July 15 7:30a – 8:30a

An informal atmosphere for business­ people to meet and network with fellow members of the business community.

Members: free; non-members: $10 Wells Fargo 64 E. Broadway Rd., Tempe tempechamber.org

WEST VALLEY WOMEN Luncheon

Tues., July 1 11:30a – 1:00p

9th Anniversary Celebration Members: $30; non-members: $35 Arizona Broadway Theatre 7701 W. Paradise Ln., Peoria westvalleywomen.org

WOMEN OF SCOTTSDALE Luncheon

Fri., July 18 11:00a – 1:00p

Tues., July 22 4:00p – 6:00p

BMA Phoenix presents this seminar on using “big data” as a tool to assist a business in sales and marketing efforts.

Members: $15; non-members: $30 ASU SkySong 1475 N. Scottsdale Rd., Scottsdale bmaphoenix.org (See article on page 29.)

The Technical Edge: Networking for Real Estate Professionals Mon., July 28 3:00p – 5:30p

Microsoft hosts a complimentary mini workshop on new information pertinent to the Real Estate field, as well as a venue to meet and mix with fellow Real Estate professionals.

Free Microsoft Store at Scottsdale Fashion Square 7014 E. Camelback Rd., Scottsdale microsoftstore.com

J U LY 2014

31

MANAGEMENT

DECISIONS THAT MATTER

Even in the Matrix, Labor Does Have a Price

Companies often overlook the cost of shuffling existing employees to new projects

by Russell Harley MATRIX TEAMS — formed by bringing together under a new project leader people who already report to another supervisor — is a common method of staffing projects. This is one alternative to outsourcing a project when a business has no team already available that has the requisite skill set. Matrix teams have their benefits and their challenges. There are pitfalls, however, that are often overlooked in using matrix teams on projects.

Money is not needed to save the world.

Only in fiction can this be true; in the real world, not so much. Typically, matrix teams are formed using internal company staff. If a software engineer, we will call him “Neo,” is needed on a project, then IT is asked if Neo can be assigned to the project. The downside, of course, is that when a price of a project is estimated, the “cost” a company is “paying” Neo to be on a project is ignored in many cases.

However, our friends in finance will be happy to explain that Neo’s cost to the business is anything but free. Not just his salary, but benefits, vacation, et cetera, all should be added to the project’s costs when a project budget is determined. If this is not done, then the company has no idea if outsourcing the project might be cheaper than using an internal team. After all, if the internal team of superheroes has no cost, then no money is needed to do any project, including one that is saving the world.

Please choose the “red task” or the “green task.” Another commonly overlooked concern with using matrix teams is, if our software engineer Neo is busy working on Project A, what is he not working on that could be as

important, or even more important? The official term of this dilemma: lost opportunity cost.

As people’s eyes start glazing over at some point in project-budget calculations, it is not surprising that this topic falls off the radar. If it is hard to create a project budget where a lot of data can be known, it is even harder to try and come up with scenarios of things not being done, much less the costs involved.

These costs should, however, at least be given a rough estimate, so assignments of staffing can be made in ways that will improve a business as efficiently as possible.

So if the “green task” is chosen, it makes the most sense, versus finding out much later that the “red one” would have been better.

Which reality is ‘really’ real? A question that goes to the real downside of using matrix teams is, “What are the people who are part of this type of team really doing?”

Neo has been fully engaged in doing his job at 40-plus hours per week. Now a project comes along that needs Neo’s skills for 20 hours a week for three months, approximately 260 man-hours. What happens now?

One of two things could occur. One reality is, Neo is very good at his job so the project team wants him, as he would be an asset for the project. The other reality is, Neo is not that good so Neo’s manager assigns him to the project, as that will impact the organization’s operations the least. Of course, how Neo feels about all of this may be a different reality from either of the aforementioned.

Time has no meaning. If, as noted above, Neo had been hired to do 40 hours of work without any project work involved, where does

Neo find an extra 20 hours to work on the new project, assuming Neo still has 40 hours of regular work to do?

If Neo is a good worker, he will try to fit in both jobs. Typically, this would mean Neo working longer hours, so maybe 50-60 hours a week for the three months. If Neo starts to get burned out or becomes not very motivated, then something — normally, the additional project — will not get his full attention. This means the project could have delays, cost overruns, and possibly other problems.

If this is escalated to Neo’s manager, there could be many reasons given why Neo is not working on the project as needed. Higher priority work, outages, et cetera could impact Neo’s efforts on the project. All of which could be perfectly valid or not.

It could even be that Neo had some extra time available when the project started, so working on an additional project filled his time so that he was fully engaged. As the course of the project went on, however, other demands arose and the extra time he had within a “normal” work week vanished.

These pitfalls can be avoided or reduced through proper planning and understanding of employees’ real time constraints when developing a project using the matrix model.

The PMO View thepmoview.com

Russell Harley is a veteran project manager and PMO director. The best practices he advocates stem from key learnings acquired from his M.S. in Project Management combined with more than 20 years of hands-on project management experience in the high-technology, telecommunications and cleanenergy sectors.

In Business Magazine has partnered with The Phoenix Philanthropy Group to bring readers and online users a column in each issue dedicated to informing and inspiring nonprofit leaders and local businesspeople on leadership and best practices for the nonprofit sector.

32

J U LY 2014

INBUSINE SSMAG.COM

ASSETS

by Mike Hunter

WE VALUE WHAT WE OWN

2015 Cadillac Escalade THE LUXURY SUV seems to be a thing of the future and not the past given what GM put into the new Cadillac Escalade — all newly redesigned and a step up from past editions, with real wood interior trim and the new generation mechanics that are making this ultra-premium sports utility vehicle a contender for Range Rover and Infinity.

Tighter steering, more nimble ride and a mild jump in MPG ratings (an estimated 15 city and 21 highway) is giving the carmaker accolades despite its 6.2-liter V8 engine. Still powerful with the 420 horsepower and 460 pound feet of torque, this is one of the most popular SUVs on the road. Despite the roar of its engines, this fourth-generation model is quieter than its predecessors. With inset doors being the biggest engineered redesign element, the Magnetic Ride Control suspension adds balance to the overall performance. It reads the road up to 1,000 times a second as magnetic particles suspended in fluid react to a magnetic field that adjusts the suspension to ever-changing road conditions.

The interior bears the biggest differences and improvements in Cadillac’s newest generation luxury SUV. These include luxury-appointed leather seating with new arrow design, an incorporated v-shaped dash that somehow brings instruments to life with the touch of a button or the swipe of a hand, and electronics that bring this beast to the future of automotive technology.

The instruments on the dash are digital with multiple options for viewing gauges, speed and various readings on performance and mechanics. The available Heads-Up Display is a true safety insight, as the speed is displayed along with the posted speed limit. It is reconfigurable to meet the driver’s eyes with the convenience of electronic adjustments on the dash. Many of the features are on the display screen, which simplifies the design of the dashboard and adds an elegant look to the wood- and piano-black-trimmed design.

A smooth ride and quiet and nimble 2015 Cadillac Escalade performance are what has made this 2015 City MPG . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15 Cadillac Escalade a truly award-winning choice Hwy MPG. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21 for the family or executive.

0-60 MPH. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8.4 sec

Transmission. . . . . . . . . . . . . . . 6-speed automatic MSRP. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $71,695

Cadillac cadillac.com/escalade

Getting A-Head CONVENIENCE AND AN ability to multitask are why a headset for any executive may be the way to go. With Bluetooth wireless and the latest digital technology, here are some of the top picks for that hands-free office phone.

Jabra GO 6470

This highly versatile headset from Jabra is a multi-use Bluetooth® headset that allows the user to selectively switch between cell, desk and softphone. It features crystal clear sound and up to a 300-foot wireless range, letting the user talk on the go. A dual microphone Noise Blackout™ system with advanced Digital Signal Processing practically eliminates most background noise, so voices can always be heard clearly. $379.95 jabra.com

Plantronics CS500 Series Wireless Headset System

Light and comfortable with an over-the-ear design for all-day comfort, Plantronics’ high-performance piece includes a noisecanceling microphone and 1.9GHz (DECT 6.0), and provides uncompromised audio quality and security. Roam and multi-task from up to 300 feet, with six hours of talk time without recharge. $409.95 plantronics.com

This 1.9 GHz DECT 6.0 from VXi Corp. provides more than 300 feet of interference-free freedom with advanced noise canceling technology that practically eliminates background noise. A choice of wearing styles — over-the-head, overthe-ear and behind-the-neck — gives versatility and comfort for all users. It gives up to 10 hours of talk time and 120 hours of standby per charge with one-touch controls for volume, mute, call waiting and remote call answer/end. $270 vxicorp.com

34

J U LY 2014

INBUSINE SSMAG.COM

Photos courtesy of Cadillac (left) Jabra, Plantronics, VXi Corp. (right, top to bottom)

VXi V150 Wireless Headset System

by Mike Hunter

MEALS THAT MATTER

POWER LUNCH

It’s All in the Theme WHY NOT MAKE the midday meal an adventure? Outside is out of the question this time of year, so take it inside to do that lunch meeting with ambience that will take you away.

5 and Diner

These ’50s flashback diners take guests back to the diner-style soda bars and simple foods of the era. Burgers, shakes and classic American cuisine amid shiny chrome and Formica accents and jukeboxes truly transport all who bring their appetite to these fun, classic joints.

Multiple Valley locations 5anddiner.com

Hard Rock Café

The classic is coming back. Located in the sports district in Downtown Phoenix, this hard rock hub is serving up great American cuisine and offers great salads and lunch meals that will rock your socks off. Bring back the past and hear classic rock ‘n’ roll tunes while devouring some eats.

3 S. 2nd St., Phoenix (602) 261-7625 • hardrock.com

Photos courtesy of Hard Rock Café (left), The Phoenician (right)

Hula’s Modern Tiki

The Polynesian culture comes alive with a bit of a ‘50s and ‘60s retro appeal at these tiki lounge-inspired hot spots located on Central Avenue in Phoenix and on Main Street in Old Town Scottsdale. Fresh fish in a choice of styles, salads, island food and other American classics make up this fun and flavorful menu.

4700 N. Central Ave., Phoenix (602) 265-8454 7213 E. 1st Ave., Scottsdale (480) 970-4852 hulasmoderntiki.com

Relish the Moment

WHAT HAS BECOME a classic and a must for lunch (and dinner, for that matter) is Relish Burger Bistro at The Phoenician Resort. This golf-course-view, second-story casual spot serves up arguably one of the best burgers in town.

With menu offerings that range from the classic American burger to the Kobe beef gourmet burger, Relish is aptly named. The pairings and the inventive burgers, from the True Blue (a gilled Kobe beef burger with cave-aged blue cheese and caramelized onions) to the Turkey Apple (house-ground turkey and apple burger with blue cheese, baby field greens, chopped maple pecans and shaved Wilcox apples), are why this comfy spot is a must. Other choices include The Cowboy, with fried onions, bacon, jalapenos, sharp cheddar and steak sauce, and the Atlantic Salmon, which is a house-ground salmon burger (yes, burger) topped with avocado, red onion, Arizona tomato, arugula and horseradish tartar sauce. Or diners can build their own with a Classic Burger base and their choice of multiple items to place on it. All arrive with tater tots and all are $16.

Sodas, shakes and floats are staples as well. No one can go without at least one ordered for the table (if not one per person). House-made sodas include ginger, orange and prickly pear. The locally sourced and brewed draft root beer is something else, as root beer fans from around the world call this ground zero for a root beer float.

The location itself is so relaxing and comfortable that it has become a destination whether one wants a burger or not. With one of North America’s largest tequila selections, 70 premium beers and the “adult” shakes, there is no reason not to spend some time after lunch enjoying the ambience with good company. The style and view are more “chic” or “high-end” than one may expect given that it’s a burger joint, but it is, after all, part of The Phoenician, and the gourmet angle on the food helps bring it all together for a perfect lunch with a client or an out-of-towner.

Relish Burger Bistro at The Phoenician 6000 E. Camelback Rd., Scottsdale (480) 423-2530 thephoenician.com

Hard Rock Café

INBUSINE SSMAG.COM

J U LY 2014

35

Choosing a top health system can make all the difference.

Banner Health has been chosen as a Top 15 Health System by Truven Analytics. Top health systems are recognized for saving more lives and causing fewer patient complications. Thanks to our dedicated team of experts, we’ve been recognized for the very attributes that fulfill our mission of making a difference in people’s lives through excellent patient care.

When selecting a hospital, choose one that can make all the difference.

www.BannerHealth.com Connect with us:

TEMPE CHAMBER

ADVANTAGE July 2014 – Sept. 2O14 • tempechamber.org

High Voter Turnout in Primaries Critical to Sound Election Process

by Jeff Mirasola, Immediate Past Chairman of the Tempe Chamber Board of Directors There are several things I can already tell you about Aug. 26 of this year. It’s a Tuesday. The average high temperature will probably hover around 104 degrees. And it’s primary election day. I can also tell you that, historically in Arizona, only about 28 percent of the people eligible to vote will actually vote in the primary. In Maricopa County, that number drops to a little over 26 percent. In Tempe, that number drops down to a hair over 23 percent. Less than one in four eligible voters in Tempe will decide who will run in the November general election to determine who will occupy three Tempe City Council seats.

This is the first Tempe election that has to conform to the new law which places most races across the state on the same days. If this were 2012, when we last had a primary, it would already have happened. The primary was March 13, and the general election that year was held in May. So now that all elections are held on the same days, the theory is that the turnout may be greater this year because we will be electing a new governor in November. Historically, voter turnouts are higher during presidential, gubernatorial or congressional races.

But what about the primary? For the majority of Arizonans, politics is not the primary thing on their mind during the months leading up to Aug. 26 when the average temperature is 104 degrees. Many families are just getting back from summer vacation. True — most schools have already started, so families should be in town, but barely. The people really engaged are either running for office; working for someone who is running for office; are lobbyists, reporters, political junkies; or related to all of the above.

I recently heard State Senator John McComish plead with people to vote in the primary. The Senator pointed out that primaries tend to bring out the extremes on both sides of the aisle. Some good candidates may get overlooked for being too much down the middle. The extreme candidates tend to get their extreme supporters out to the polls. So then by the time the general election rolls around, the race, for all intents and purposes, is over.

I know the problem of low voter turnout in primary elections is something you’ve probably heard before. What people don’t realize is that the way districts are drawn, most elections are decided by the winner in August, because the demographics in so many districts lean heavily toward one party or the other. It seems you could run Sparky Jeff Mirasola in November and win if Sparky were to claim the right party designation in front of his name. This doesn’t hold true as much for Tempe municipal elections, since candidates run citywide and without party designation, but it definitely could be true for the congressional race.

Remember that if a candidate in a Tempe race gets 50 percent of the vote plus one in the primary election, that candidate is in. There is no need for a general election. In 2012, Corey Woods received almost 64 percent of the votes and Joel Navarro a little more than 52 percent. They were both re-elected in the primary. Neither Mark Mitchell nor Michael Monti received more than 45 percent and went to a general election. Mayor Mitchell was eventually elected by a slim 139-vote victory over Monti.

I mentioned earlier that 23.14 percent voted in the last Tempe primary. There are 15 precincts in the city. The voter turnout ranged from a low of 6.41 percent to 37.21 percent. Candidates look at this data.

How much attention do you think the voters are going to get in District 3 where the turnout was less than 6.5 percent?

If, after all this, you still plan on staying home during elections, that’s your right as an American. But you know what they say about the connection between voting and complaining.

Attention all Sun Devils!

The Tempe Chamber of Commerce, ASU Sun Devil Club and ASU Alumni Association are proud to present the 14th annual ASU Sun Devil Football Kickoff Luncheon on Aug. 22 at the Tempe Mission Palms Hotel.

“Voice of the Sun Devils” Tim Healey emcees this exciting afternoon as Head Coach Todd Graham welcomes his players, coaches and other special guests in kicking off the new season.

Sparky, the ASU Spirit Squad and the Dixie Devils will be on hand to set the exciting and energetic tone of the luncheon. With more than 500 people attending,

Te m p e C h a m b e r. o r g

this event is the focal point for the start of the season!

Highlight videos, live on-stage interviews and Q&A sessions with team stars and Coach Graham bring you front and center with the energy and action of the new season. It’s a must-attend event for anyone who bleeds maroon and gold.

Join other fans at a VIP table with a player or coach, or take advantage of single seat opportunities and be a part of the biggest event of the season.

Visit www.tempechamber.org or call (480) 9677891 for more information or to register.

T E M P E C H A M B E R A D VA N TA G E

1

Tempe Chamber Honors Outstanding Business, Community Leaders The Tempe Chamber of Commerce named Christine K. Wilkinson the 2014 Business Woman of the Year at its 19th Annual Women in Business Conference held May 21 at the PERA Club in Tempe. Wilkinson is senior vice president and secretary and president of the Alumni Association at Arizona State University.

The award was established to recognize an outstanding businesswoman who has positively impacted Tempe. The finalists have achieved excellence in their fields, displayed leadership in the community, served as positive role models and are active in programs within the community and the Tempe Chamber.

“The Business Woman of the Year award recognizes the valuable contributions that the candidates have made to the business community and to the Tempe Chamber of Commerce. Their hard work and dedication have made an admirable and positive impact that we are proud to recognize,” said Mary Ann Miller, president and CEO of the Tempe Chamber.

The other two finalists were Kate Hanley, executive director, Tempe Community Council, and Nancy Kinnard, vice president/executive relationship manager, National Bank of Arizona.

“Having grown up and [received an education] in Tempe, including ASU, and being involved in civic organizations within the city, I was very humbled by the recognition, as I am fully aware of how much the Tempe Chamber advocates for businesses and organizations as we all collectively advance the city in which we live,” said Wilkinson about being nominated for the award.

Wilkinson’s current involvement in the community includes serving on the Valley of the Sun United Way Board, the Big Brothers Big Sisters of Central Arizona Board, the Governance Committee for the Southwest Autism Research and Resource Center and more. She has received the University’s Award of Merit and was selected as one of Arizona’s 48 Most Intriguing Women for the Arizona Centennial Legacy Project.

Kinnard has this advice for other businesswomen striving to succeed and make a difference in their communities: “My philosophy has always been to ‘give back’ to the communities that I work in. I have been fortunate to have been mentored by several business professionals, friends and family members. I enjoy sharing my experience, knowledge and time with other professionals who are enthusiastic to learn and develop in their careers and in the community. The guidance that I share with my colleagues is to strive to be the best and never get discouraged or give up on your goals. There may be roadblocks that get in your way, but always remember that you are the only person responsible for keeping the vision alive to achieve the end result you desire. You may take another path along the way in life, but if you follow your passion and endeavors and surround yourself with a strong ‘board of directors,’ you can accomplish your aspirations in life.”

On being a successful leader, Hanley says, “Find something you love to do, set high standards and welcome all the help you can get to become the best you can be. Understand that leadership draws critics; listen, reflect, learn and move forward more boldly knowing you are stronger and more insightful as a result. Embrace words that guide your personal style: ‘respect,’ ‘yes,’ ‘cooperate,’ ‘gratitude,’ ‘forgive,’ ‘thanks’.”

Congratulations to these amazing women! They truly make a difference in Tempe.

“I was so honored to be recognized by the Tempe Chamber. These are people that know me and have worked with me over time. When your peers determine you are worthy of this recognition, it is a reflection of the kind of leader they think you are – the values, integrity and professionalism you bring to the workplace. When I took time to consider the meaning of the recognition, I found it most humbling.”

— Kate Hanley

“For individuals striving to make a difference professionally and in the communities in which they reside, I encourage them to be prone to action. And to remember that positive leadership comes in many shapes, sizes and voices. It is about establishing a direction but knowing there are numerous paths to reach the goal.”

— Christine K. Wilkinson, Ph.D.

“When I received the news that I had been chosen as a finalist for the Tempe Chamber’s 2014 Business Woman of the Year Award, a wave of emotions flowed through me. I was taken by surprise, and I was sincerely honored and overjoyed with this news. I have admired the past recipients who have demonstrated the dedication to leadership in their chosen fields and who serve as role models in their business, the community and in the Tempe Chamber.

I am delighted to have been a finalist and will continue to give back to the communities in which I live, work and play.”

— Nancy Kinnard

2

T E M P E C H A M B E R A D V A N TA G E

Tempe Leadership Class XXIX: Fresh Truck Project Article compiled by Ed Baker, Tempe Leadership Class XXIX spokesman, and Courtney McIntyre, Tempe Chamber of Commerce Tempe Leadership Class XXIX donated two refrigerated food trucks worth $90,000 to United Food Bank at a ribbon cutting ceremony on April 25. Class XXIX, made up of 18 people who live and/or work in Tempe, raised $60,000 in three months to purchase the two vehicles as part of their Fresh Truck Project. The funds were coupled with a $30,000 Walmart grant given directly to United Food Bank to complete the purchase.

The Ford Motor Company Fund donated $31,000 to the United Food Bank as part of its “Operation Better World Phoenix” campaign and in conjunction with its national “Mobile Food Pantry” program. All funds from that contribution were used to purchase the Ford Transit Connect vehicle. This truck is ideal for smaller nonprofits that need a more fuel-efficient option to transport goods.

“Locally, Ford has given more than $175,000 in grants and vehicle donations to hunger-related causes over the past five years and donated more than 30,000 pounds of food as part of Ford dealership-sponsored food drives,” said Steve Papanikolas, Phoenix regional manager for Ford Motor Company. “When we found out about this Tempe Leadership project, we knew we wanted to get involved and help their leadership class make a difference in our community.”

United Food Bank will deploy these two Fresh Trucks to partner agencies across the Valley that lack sufficient refrigeration. These vehicles will be used by Valley nonprofits, including the Salvation Army, Tempe Community Action Agency and the Boys and Girls Clubs of the East Valley. This increased capacity will allow for local and neighborhood food pantries to distribute more produce, dairy and other fresh foods instead of distributing only nonperishable packaged foods. Access to nutritious fresh food is a key way to eliminate urban food deserts and increase the health of those who face hunger in Arizona.

“Together, we can end hunger in Arizona. The delivery of these two Fresh Trucks is a perfect example of corporate partners, civic organizations and nonprofits coming together to make a big impact,”

Te m p e C h a m b e r. o r g

said Jayson Matthews, chief development officer for United Food Bank.

“Thank [you to] Tempe Leadership Class XXIX, Ford, Walmart and all of the many businesses and people who donated their support to help United Food Bank end hunger in Arizona.”

The United Food Bank hunger statistics state that one in four children, one in five adults and one in seven seniors struggle with hunger in Arizona. Arizona tied as the worst state in the U.S. when it comes to childhood hunger and was rated fifth-worst for overall food insecurity.

“The Fresh Truck Project aimed to eliminate this gap in the food supply chain here in Greater Phoenix,” said Daniel Milner, Class XXIX’s project manager. “Our class believed that all people deserve access to fresh, nutritious food. This is a huge step toward making that possible.”

Class XXIX raised funds through various grassroots efforts, including the project’s website, bucktruck.org; events at Tempe’s The Handlebar, Whole Foods in Tempe, Phoenix’s Practical Art; and corporate contributions from Ford Motor Company, Walmart and Allstate.

Since 1985, more than 700 diverse, dedicated individuals have participated in the Tempe Leadership program. As a program of and in partnership with the Tempe Chamber of Commerce Foundation, the focus is to bring together like-minded individuals in the community to engage and challenge one another, learn more about the ins and outs of Tempe and, most importantly, make a positive impact in the community.

“We are thrilled with the success of Class XXIX’s Fresh Truck Project, and we are very proud of the class’s efforts,” said Tanya Chavez, president of the Tempe Leadership board of directors. “It exemplifies what Tempe Leadership is all about: creating and empowering leaders and community champions who use their time and talent to make Tempe a great place to live. The Fresh Truck Project is just one of the many ways that Tempe Leadership and its members create a lasting legacy of positive change in our community.”

For more information about Tempe Leadership, e-mail info@ tempeleadership.org or call (480) 736-4281.

T E M P E C H A M B E R A D VA N TA G E

3

Tempe Chamber Welcomes New Board Members The Tempe Chamber of Commerce is pleased to welcome five professionals representing diverse organizations to its board of directors. The Nominating Committee believes that the following individuals will be instrumental in shaping the future of the Tempe Chamber.

Kjell Andreassen, Managing Partner, Acceler8 LLC Kjell Andreassen is managing partner of Acceler8 LLC, a Tempe-based business advisory and CPA practice, and a partner of Arizona Business Advisors LLC, operating the JumpStartBiz business incubator in Tempe and Fountain Hills.

He is an experienced entrepreneur and business advisor and has held senior executive positions with a number of public and private companies.

Andreassen is a certified exit planner and an accredited executive associate of the Institute for Independent Business. He has an MBA from Arizona State University and a master’s degree in business and marketing from Oslo Business School. He has served on a number of corporate boards and is a mentor for NAWBO and JumpStartBiz. He is an active member of the Tempe Chamber and serves as facilitator of one of the Chamber’s leads groups. He is also past chair of the Ambassadors Committee.

Dawn Hocking, Director of Development, TCH Dawn Hocking is an Arizona native who grew up in Tempe. She is a graduate of Northern Arizona University and has been working at The Centers for Habilitation (TCH) for more than 23 years.

Hocking has held a variety of positions at TCH, ranging from direct services to her current position as director of development. She is the immediate past chair of the Tempe Chamber of Commerce’s Women in Business Council, is a board member for AZ Assist, participates in other volunteer activities in the community and was recently named the recipient of the Volunteer of the Year Award by the Tempe Chamber.

As members of the Tempe Chamber of Commerce, you and your employees have access to exclusive discounts and programs. Through a variety of partnerships and affiliations, we are able to provide our members with discounts on legal services, identity theft protection, e-mail marketing and more, as well as provide access to educational programs and services.

Visit www.tempechamber.org to take advantage of these great benefits.

4

T E M P E C H A M B E R A D V A N TA G E

Misty Howell, Vice President, Community Banking District Manager Greater Southern Arizona – East Valley Central, Wells Fargo Misty Howell is an Arizona native with 25 years in the financial services industry. She holds her FINRA series 7 and 66 licenses and is a graduate of the GSRBM (Graduate School for Retail Bank Managers) held at the Furman University in Greenville, S.C. Howell believes that time given back to the community, both through service and volunteerism, is a personal as well as a business responsibility.

Paul Mittman, N.D., Ed.D., President/CEO, Southwest College of Naturopathic Medicine & Health Sciences, Inc. Paul Mittman’s presidency at SCNM began in 1999. Throughout his tenure, the college has consistently improved the quality of its education and patient care, contributed new knowledge on naturopathic medicine through research, and expanded its outreach to medically underserved communities.

Dr. Mittman sits on the boards of the Tempe Community Action Agency, the Association of Accredited Naturopathic Medical Colleges and the New York Association of Naturopathic Physicians.

He earned his Doctor of Naturopathic Medicine from National College of Naturopathic Medicine and a Doctor of Education from the University of Pennsylvania. Over the years, numerous organizations have recognized his contributions, awarding him the American Association of Naturopathic Physician’s President’s Award in 1990 and the Arizona Naturopathic Medical Association’s Physician of the Year Award in 1999, just to name a couple. He is a competitive cyclist and a member of Team Vitesse.

Steven R. Skirvin, Attorney of Counsel, Davis Miles McGuire Gardner Steven Skirvin, attorney of counsel at Davis Miles McGuire Gardner, has served as officer and director in various businesses and is well acquainted with the challenges facing businesses today. He is a strong believer that preparation is an important key to success and counsels businesses on how proper preparation can avoid or minimize time, money and stress when problems do arise. He has helped businesses solve problems, restructure and grow to profitability. Skirvin has experience in mergers and acquisitions, including distressed sales, and business financing. While he believes in avoiding litigation where possible, Skirvin is a capable litigator when necessary.

Outside the courtroom, he has served as a member of the American Bankruptcy Institute and was active in ABI’s Bankruptcy Litigation Committee, speaking and writing on bankruptcy litigation matters.

Connect with the Tempe Chamber!

Join us on Facebook

Follow us on Twitter

Join the Tempe Chamber

Check out our blog

Read our e-newsletter

Watch our videos

facebook.com/tempecc

linkedin.com/tempechamber

tempechamber.org/publications

twitter.com/tempechamber

tempechamber.org/blog

youtube.com/tempechamber

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

Campus • Evening • Online

A R I Z O N A’ S P R I VAT E U N I V E R S I T Y S I N C E 1 9 4 9 Get started today! 855.287.0174 | www.gcu.edu/inbusiness Grand Canyon University is regionally accredited by the Higher Learning Commission of the North Central Association of Colleges and Schools. (800-621-7440; http://www.ncahlc.org/ ).

Te m p e C h a m b e r. o r g

T E M P E C H A M B E R A D VA N TA G E

5

The Year in Review At our recent Annual Luncheon, we celebrated our accomplishments over the past year and shared our vision for the upcoming year. New board members and committee chairs were introduced, and we honored those moving on from their terms of service.

Attendees enjoyed presentations by our leadership, an awards ceremony for our members and a keynote speech by Susan Brooks, founder of Cookies From Home. Her story was inspirational, entertaining and motivating — a perfect combination of sentiments as we begin our new year.

Below are some of the major accomplishments of the Tempe Chamber and its committees over the last year.

The Ambassadors Committee participated in 44 ribbon cuttings and grand opening events and hosted 24 Chamber mixers. They also created the Ambassador Incentive Program to increase visibility within the Chamber community by enhancing ongoing participation and providing volunteer incentives.

The Business Development Council continued the success of the monthly Hot Topics lecture series by offering educational presentations from leaders and industry experts, including Mayor Mark Mitchell, Tempe Police Chief Tom Ryff and Herb Schultz of the U.S. Department of Health & Human Services, just to name a few. The group also continued the growth and success of Coffee Connections, a leads program.

The Business Owners Forum provided a confidential environment where business owners offered free advice and suggestions to fellow owners to help build and improve their business, as well as kept business owners up to date on current topics affecting the economy and business community.

The Government Relations and Transportation Committee continued the Chamber’s presence at the Arizona Legislature and U.S. Congress through coalitions and direct lobbying; developed policy agendas for the federal, state and local levels; supported the passage of Tempe’s General Plan 2040; participated in a national Washington, D.C., fly-in to urge the passage of comprehensive immigration reform; and much more.

The Military Affairs Committee continued its longstanding role as liaison between the business community and the various military units within the Valley by hosting 10 luncheons to recognize the accomplishments and commitment of outstanding men and women serving in military units throughout the area. The committee also presented scholarships to outstanding cadets from the Army, Air Force and Navy ROTC programs at ASU and arranged a trip for members and guests to Prescott and Nellis Air Force Base.

The Tempe Links Classic Committee planned and executed a dynamic golf tournament at ASU Karsten, which continues to serve as one of the Chamber’s most exciting networking fundraisers.

The Women in Business Council ensured the continued viability of the Women in Business Conference and its mission of focusing on reaching, achieving and celebrating success; identified and honored the Business Woman of the Year; completed another successful six-month Mentoring Program to assist women in attaining their personal and professional goals; and hosted a four-part leadership speaker series featuring guest speakers and seminars designed to guide participants on becoming leaders through positive transformation at work and at home.

Learn more about the Tempe Chamber and its committees at www.tempechamber.org.

Tempe Links Classic Golf Tournament Calling all golfers! You’re invited to join us at our 20th annual Tempe Links Classic on Sept. 12 as we return to the ASU Karsten Golf Course.

This dynamic tournament features a full round of golf with prizes, boxed lunch, a silent auction and barbecue dinner.

The tournament is a modified scramble with a blind draw for teams — a fun format that encourages speedy, unintimidating play. Network and golf as you socialize with friends, valued clients and other members of the business community.

Participants may register and play as a foursome as they enjoy the afternoon with friends or special clients. It’s all about “no stress golfing” at the Tempe Links Classic!

The event takes place Sept. 12, 11:30 a.m. to 6 p.m., at ASU Karsten Golf Course. For pricing

6

T E M P E C H A M B E R A D V A N TA G E

information, more details and to register, visit www.tempechamber.org or send an e-mail to info@tempechamber.org.

This year, we’ve partnered with the Red Lion Inn and Suites in Tempe for a fun “stay and play” opportunity! Take advantage of discounted room rates and enjoy free shuttle service to and from ASU Karsten Golf Course or anywhere within a fivemile radius of the property, including Mill Avenue, Tempe Marketplace and Old Town Scottsdale.

Standard rooms and suites are available at the discounted rates and include a hot breakfast buffet, outdoor pool and putting green, free Wi-Fi and 24hour shuttle service. Rate available only to golfers and their families, valid Sept. 11 to 14, 2014. To book, please call (480) 675-9799 and request the Tempe Chamber Golf Special.

Credit Union and Naturopathic College Take Home Business Excellence Awards At its Breakfast for Chamber Champions event held earlier this year, the Tempe Chamber of Commerce presented Landings Credit Union and Southwest College of Naturopathic Medicine with the 2014 Business Excellence awards.

“The Business Excellence Awards recognize outstanding businesses in our community,” said Mary Ann Miller, president/CEO of the Tempe Chamber. “Both Landings Credit Union and Southwest College of Naturopathic Medicine are amazing companies dedicated to their customers, their staffs and the community. We are proud they’re part of the Tempe Chamber, and we celebrate their continued success.”

Recipients must demonstrate a record of business success and growth, community Southwest College of Naturopathic Medicine involvement, dedication to employees, leadership, reliability and commitment to customer service.

Landings Credit Union has been serving the community since 1953, when it was founded as Tempe Schools Credit Union. From a humble beginning run out of a high school closet by a few volunteer teachers, it now employs 70 people and has 18,000 members.

For the last 10 years, Landings Credit Union has partnered with the Tempe Community Council’s Volunteer Income Tax Assistance program to provide free tax preparation and education to low-wage earners. During that time, more than $15 million has been returned to the pockets of residents, while teaching them how to financially stabilize themselves and their families.

Aside from serving its members, community and school involvement are central to its business model. Some examples include the creation of a 0%-interest education tax Landings Credit Union credit loan to support local schools and its Grade A program, which rewards students with cash deposits into their account for each “A” received on their report card.

The Southwest College of Naturopathic Medicine (SCNM) has grown during its 20 years from a six-person nonprofit to a top-tier college with 249 full- and part-time employees and an enrollment of more than 400 students. As a school of medicine and health sciences grounded in naturopathic principles, it is dedicated to the ideal that everyone deserves high-quality health care.

SCNM trains future physicians to focus on prevention, wellness and lifestyle changes. Since its beginning in 1993, more than 1,000 doctors have graduated from the college. Along with its campus-based medical facilities, it operates nine community health centers for underserved children and families, and for domestic violence victims.

Its medical center serves nearly 14,000 patients a year and houses 27 exam rooms, six classrooms, an IV-therapy suite, an in-house laboratory, Arizona’s largest natural pharmacy and a one-of-a-kind hydrotherapy suite.

The college continues its growth with the construction of a new 47,000-square-foot building. When complete, it will include auditoriums and classrooms, an expanded library, cafe, exercise facility, teaching kitchen and a healing pain center.

The Tempe Chamber would also like to recognize the other four finalists: Caliente Construction, The Dhaba, Sun Sounds of Arizona and Tempe Mission Palms Hotel.

Te m p e C h a m b e r. o r g

Achieving Excellence: Tips from Business Excellence Award Recipients Southwest College of Naturopathic Medicine Support your employees: Create a dream team, listen to them and support their ideas! Engaged, loyal and excited staff are your best brand advocates and can accomplish just about anything.

Keep learning: Your team, customers and industry are always changing. Explore new ideas, provide opportunities for others to do so, and dedicate time and energy to staying current.

Innovate: Change is good. Always look at external and internal environments to stay ahead, continuously improve and grow your business.

Be a good neighbor: Community is key. Open your doors to local business and community members. We’re expanding our campus with the goal of bringing more people on site, and our medical center is open 8 a.m. to 9 p.m. Monday through Thursday and 8 a.m. to 6 p.m. Friday, providing family care, including same-day appointments.

Give back: SCNM provides free health care to those in need at 10 clinics throughout the Valley. Identify your company’s strengths and find ways to use those assets to make a positive difference in the world around you.

Landings Credit Union Our mission is to be a community partner that provides personalized financial services. When the mission is to help people, you have a sustainable, successful business plan because our members find our products and services valuable.

Our business has to remain relevant every day. We have to find creative, innovative ways to provide our services better and with more passion than our competitors.

Technology changes rapidly, and we have to be able to reach out to our members in a variety of ways.

We learn from our failures. We try something new — if it doesn’t work, we change it until it is successful. We will never do everything right for everyone, but we have to continue reinventing ourselves for the majority of our members.

We believe in creating a winning culture where hard work, integrity and commitment are at the heart of everything we do. We provide an exemplary banking experience with customer service being the highest priority.

We are committed to being with our members through every step of their financial needs.

We give back to the communities in which we do business. We believe it is important to be a leader amongst leaders when it comes to community service and giving back to the people who help support us. We go above and beyond to make a positive impact and inspire success. Landings employees roll up their sleeves and volunteer hundreds of hours each year to support our local communities.

T E M P E C H A M B E R A D VA N TA G E

7

Board of Directors Chairman of the Board: Kristine Kassel Chair-Elect: Tim Ronan Immediate Past Chair: Jeff Mirasola Mary Ann Miller, President and CEO maryann@tempechamber.org Sean Donovan, Vice President, Media and Program Development sean@tempechamber.org Julie Flanigan, Director of Finance julieflanigan@tempechamber.org Shari Hodziewich, Membership Retention shari@tempechamber.org Melody Johnson, Vice President, Membership Development melody@tempechamber.org Courtney McIntyre, Director of Operations courtneymcintyre@tempechamber.org Daniel Milner, Membership Development danielmilner@tempechamber.org Sachiyo Spires, Communications Director sachiyo@tempechamber.org

Treasurer: Misty Howell Vice Chairs: Randy Schultz, Liz White and Brian Wood Directors: Kjell Andreassen, Leslie Barrett, Nigel Brooks, Dawn Hocking, Joe Hughes, Dave Long, Kelly Lorenzen, Paul Mittman, Mary Palomino, Aqeel Shahid, Steven Skirvin Ex-Officios: Andrew Ching, Angela Creedon, Janeen Rohovit, Stephanie Nowack Committee Chairs: Nigel Brooks, Tracy Bullock, Hollie Costello, Dave Gourley, Jeff Heisner, Nancy Kinnard, Jeff Mirasola, Brad Taylor, Tom Waldron, Frank Woertz Tempe Chamber of Commerce 909 E. Apache Blvd.

Tempe, AZ 85281 (480) 967-7891

The latest business news on inbusinessmag.com and on twitter @inbusinessmag

Follow us to build your small business

/inbusinessmag

8

T E M P E C H A M B E R A D V A N TA G E

@inbusinessmag

Arizona Technology Report Arizona Technology Council: The Voice of the Technology Industry

In This Issue Tech Policy in Arizona…Page 2 Return on Investment…Page 4 Science Bowl…Page 6

Who We Are The Arizona Technology Council is Arizona’s premier trade association for science and technology companies.

Phoenix Office

2800 N. Central Ave., Suite 1920 Phoenix, AZ 85004 Phone: 602-343-8324 Fax: 602-343-8330 info@aztechcouncil.org

Tucson Office

The University of Arizona Science and Technology Park 9040 S. Rita Road, Suite 1150 (near I-10 and Rita Road) Tucson, Arizona 85747 Phone: 520-382-3281 Fax: 520-382-3299 tucson@aztechcouncil.org

President’s Message This is the time of year that our thoughts typically focus on one thing: getting away from it all. At last, it’s time for the annual summer vacation. But if you’re a CEO, can you afford to get away?

Any executive coach will tell you that getting out of the office to catch your breath and just think instead of react is necessary from time to time. And with an economic recovery underway and a new set of challenges, could the timing be better?

What if I told you of a place to recharge your batteries for a few days while getting out of the heat? Add to that being surrounded by other chief executives who share your ambition and aspiration to succeed.

For the past six Steven G. Zylstra, President and CEO, years, I’ve had the honor Arizona Technology Council to head to the cooler climate of Sedona and help lead the Arizona Technology Council’s annual CEO Retreat where chief executives, presidents and business owners learn they’re

Management and Staff Steven G. Zylstra

Deborah Zack

Ron Schott

President and CEO

Senior Director, Membership Services

Executive Emeritus, Phoenix Office

Brian Krupski

Executive Emeritus, Tucson Office

Leigh Goldstein Vice President, Operations and Events

Director of Membership Services

Don Ruedy

Anne Rody

Melissa Craven

Justin Williams

Director, Finance and Administration

Executive Assistant to President & CEO

Executive Emeritus, Tucson Office

Merry Lake Merrell

Alex Rodriguez

Jeremy Babendure, Ph.D.

Director, Marketing and Communication

Director, Tucson Office

Executive Director, Arizona SciTech Festival

Don Rodriguez Editor

aztechcouncil.org

July 2014 – Sept. 2O14 aztechcouncil.org

really not alone when it comes to dealing with issues as huge as theirs. As leaders in the technology sector, where companies are known for reinventing themselves almost daily, they have plenty to share.

This year’s retreat theme is “Leveraging Arizona: Collaboration, conversation and community of Arizona-based businesses.” So what can you expect when we get together Aug. 11-12? Consider some highlights of this year’s agenda: • How CEOs have raised capital critical to their organizations • Finding talent and workforce development • Partnering and teaming • Startups, entrepreneurship and funding • Digital marketing If you’re picturing the time is spent just listening people talk AT you, you’re way off.

These will be leader-to-leader discussions.

The plus is you’ll have discussion leaders who became experts in their topic areas through experience. If you, too, want to grow as thought leader, we take care of that with the interactive workshop “Are you a recognized thought leader? (If not, you should be.) Why thought leadership matters and how to make it happen.”

Add to the mix this year’s retreat location: L’Auberge de Sedona, an 11-acre resort in Oak Creek Canyon that has been featured on Condé Nast Traveler’s Gold List as one of the world’s most coveted destinations.

We always ease into the action with a golf tournament on the first day. (There is a mix of handicaps so if you’re worried about your level of play, don’t be.) That evening the networking begins with a reception. Need more convincing? When you walk back to your cottage or room after the reception, the temperature should be in the low 70s. Back in the Valley? The record for Phoenix on Aug. 11 is 115 degrees.

Go to www.aztechcouncil.org to find out more. I hope to see you in Sedona soon!

ARIZONA TECHNOLOGY REPORT

1

Tech Policy in Arizona A review of successes and challenges in 2014 Legislature

By Molly Castelazo In the course of the second regular session of the 51st Legislature, which began Jan. 13 and ended April 24, Arizona policymakers delivered some victories as well as some defeats for the Arizona Technology Council and its members. Here, we recap the key technology- and other business-related bills introduced during this legislative session.

2014 Tech-Related Legislative Victories Defeat of “Religious Freedom Bill” Bill title: SB1062 (exercise of religion; state action) Purpose: Amend existing law to give any individual or legal entity an exemption from any state law if that law substantially burdened their exercise of religion. Supporters said the legislation was intended to give business owners the right to refuse services based on religious objections (under the First Amendment right to free exercise of religion). Critics of the bill said it was designed to enable businesses to discriminate against certain groups, and targeted at the LGBT community.

Sponsor: Sen. Steve Yarbrough Status: Vetoed by Gov. Jan Brewer on Feb. 26.

2

ARIZONA TECHNOLOGY REPORT

Passage of Renewable Energy Facility Tax Credit for Manufacturers Bill title: SB1484 (tax credit; manufacturers; renewable energy) Purpose: Creates a corporate and individual tax credit for investment in new renewable energy resources if the power will be used primarily for manufacturing. Eligibility requirements include: the taxpayer invests at least $300 million in new renewable energy facilities, at least 90% of the energy produced is used for self-consumption in the state and the energy is used primarily for manufacturing. Apple did not openly support the bill but its passage will significantly benefit the company as it builds its new facility in Mesa.

Sponsor: Sen. Bob Worsley Status: Signed by Gov. Brewer as part of the budget package on April 11.

Passage of Energy Sales Tax Exemption for Manufacturers Bill title: SB1413 (taxes; manufacturers’ electricity sales; exemption) Purpose: Exempts manufacturing and smelting facilities from paying transaction privilege (sales) taxes on the electricity or natural gas they buy in order to create their products.

Prime Sponsors: Sens. Steve Yarbrough, Bob Worsley and Kimberly Yee; and Rep. Debbie Lesko Status: Signed by Gov. Brewer as part of the budget package on April 11.

Passage of Computer Science for Math Credit Bill title: HB2265 (computer science courses; math credit) Purpose: Allows the State Board of Education, school district governing boards and charter school governing bodies to approve a rigorous computer science course that will satisfy a mathematics requirement. The law is essential to prepare Arizona’s next generation for work in technology fields that increasingly rely on programming skills.

Sponsor: Rep. Tom Forese Status: Signed by Gov. Brewer on April 22.

Passage of University Intellectual Property Transfer Rules Bill title: SB1392 (universities; intellectual property) Purpose: Provides a framework within which a university employee can establish and maintain a substantial interest in a private entity which supplies equipment, materials, supplies or services to the university in order to facilitate the transfer of technology developed by the employee to commercial and industrial enterprises for economic development of the state and public benefit.

Prime Sponsors: Sen. Kimberly Yee and Rep. Lela Alston Status: Signed by Gov. Brewer on April 23.

Passage of Expanded Angel Investment Tax Credit Program Bill title: HB2272 (tax credits; capital investments; employment) Purpose: Extends the life of the Angel Investment tax credit program by five years, increases the amount of qualified investment from $250,000 to $500,000 and provides employers a 90-day window to replace job vacancies to maintain benefits of the qualified job tax credit program.

Sponsor: Rep. Tom Forese Status: Signed by Gov. Brewer on April 23. However, fund recapitalization must occur in the 2015 legislative session to keep the program going because the Arizona Commerce Authority will hit the $20 million cap on the program before the end of the year.

Defeat of Corporate Tax Credit Annual Reporting Requirements Bill title: HB2586 (corporate tax credit; annual reporting) Purpose: Would have required the Department of Revenue to submit public annual reports showing every corporation that claimed any of the following tax credits (and the amount claimed): Quality Jobs Tax Credit; Qualified Facility Tax Credit; Research and Development Tax Credit; the Credit for the Renewable Energy Industry; and the Renewable Energy Production Tax Credit.

Prime Sponsors: Reps. Darin Mitchell, John Allen, Adam Kwasman and Steve Montenegro Status: The bill was defeated in the Senate Commerce, Energy and Military committee, and then again when there was an attempt to amend it onto the Angel Investment tax credit bill in the Senate Appropriations Committee.

Passage of Limited Liability for Space Flight Activities Bill title: HB2163 (limited liability; space flight activities) Purpose: Provides the statutory framework necessary for commercial space flight operators (including Tucson-based Tech Council member WorldView) to operate in Arizona. The legislation states that a space flight entity and space flight participant may enter into a legally valid liability release agreement in Arizona, thus providing insurance companies with the security they need to insure commercial space flight activities.

Prime Sponsors: Reps. Ethan Orr, Mark Cardenas, Jeff Dial, Andrew Sherwood and Victoria Steele Status: Signed by Gov. Brewer on April 23.

aztechcouncil.org

2014 Tech-Related Legislative Defeats Defeat of Refundable R&D Tax Credit Program Expansion Bill title: HB2219 (tax credit; research activities; refunds) Purpose: Increase the annual maximum R&D tax credit program refund from $5 million to $10 million in 2015 and $15 million in 2016 and thereafter. The Refundable R&D Tax Credit Program as it currently exists enables the Arizona Commerce Authority to award up to $5 million in income tax refunds to taxpayers for qualified research and development activities.

Sponsor: Rep. Karen Fann Status: The bill passed out of the House of Representatives and was assigned to the Senate Finance Committee and Senate Government & Environment Committee, but neither committee heard the bill.

Defeat of State-sponsored Early Stage Fund for Technology Companies Bill title: HB2432 (tax credit; insurance; investment fund) Purpose: Establish an insurance premium tax credit for investments by the insurer in the newly established Technology Business Investment Fund. The bill would have created a one-to-one insurance premium tax credit of $10 million in 2015, $20 million in 2016, and $20 million in 2017. After the initial $50 million from the state was repaid, the fund would be continually replenished by new returns from existing investments.

Prime Sponsors: Reps. Bob Thorpe, Lupe Chavira Contreras, Jeff Dial, David Livingston, Ethan Orr and David Stevens Status: The bill was assigned to the House Ways and Means Committee but was never heard.

This information was synthesized by Molly Castelazo, chief content strategist at Castelazo Content, from the “2014 Arizona Legislative Wrap-Up” prepared by Public Policy Partners.

ARIZONA TECHNOLOGY REPORT

3

Return on Investment Visitors and collaborators say annual Arizona SciTech Festival delivered Time and money are tight, so an investment in either one had better bring results. For visitors and collaborators of this year’s Arizona SciTech Festival, the numbers are in and they indicate each group gained the return it expected.

The third annual SciTech Festival held Feb. 1 through March 29 was a statewide celebration of science, technology, engineering and math (STEM). As in previous years, the goal was to help create awareness about STEM (or, when art was included, STEAM) and its importance for Arizona residents as well as support the state’s education, economic and workforce needs related to STEM. The festival was coordinated by the Arizona Commerce Authority, Arizona Technology Council Foundation, Arizona Science Center, Arizona Board of Regents, Arizona State University and The University of Arizona in collaboration with hundreds of organizations statewide.

But it seemed that the entire state was behind this year’s successful festival. “I am continually impressed how organizations and communities have so quickly embraced the concept of the Arizona SciTech festival and made it their own,” says Jeremy Babendure, the festival’s executive director. “This year we saw a 125-percent increase in the number of communities that embraced the Festivals

as a regional initiative.”

To gather feedback, the primary evaluation methods were in-person surveys with online follow-up surveys. The initial “short” visitor survey was distributed during or after an event to participants.

A total of 1,109 visitors were initially surveyed or provided email Young firefighters at The University of Arizona’s Science City. addresses for followups. Results were reported to festival In fact, children appeared to be key drivers organizers by Arizona Evaluation & for getting people to participate in an event.

Research Associates.

Visitors

People attending the events came from a cross-section of the population. Closest to the topics offered were the 13 percent who had occupations or were studying for careers related to STEM. The majority (45 percent) of visitors indicated their professions were in education (school system or college/university) or Arizona municipalities (22 percent). On the other end of the spectrum, 10 percent were from businesses and 11 percent were from cultural organizations.

As might be guessed with such a professional mix, many visitors (47 percent) reported having postsecondary degrees. They were highly interested in the variety of activities, with 52 percent attending multiple events. And a reflection of the festival’s family atmosphere was 43 indicating they attended with one or more Future surgeons work together during Midwestern University’s children aged 5 to 16.

Medical Mystery Tour.

4

ARIZONA TECHNOLOGY REPORT

The most highly cited reason (39 percent) for attending was to support the learning experience of children or others. (Worth noting is, 98 percent of those surveyed indicated learning as a family is important.)

It was followed by 13 percent who said they were out with family and/or friends when they stopped at an event. General interest in science, specific interest related to professions or hobby, and “it seemed like a fun thing to do” were the reasons cited by each of three groups representing 9 percent of the respondents.

All in all, how were their experiences?

Ninety-two percent of the visitors surveyed indicated the event they attended met their expectations. In fact, 99 percent said they would recommend the event to a friend. When it came to promoting science- and technologyrelated learning, 96 percent indicated the festival event was successful at doing just that.

Collaborators Involved in the demonstrations and exhibits were more than 300 partners or collaborating organizations. They represented industry, academia, arts, civic organizations, community groups and K-12 schools and districts. A good sign that they expected a good experience was that 75

percent indicated they participated in the 2013 festival.

The collaborators’ involvement varied.

The majority (61 percent) of respondents stated they helped by presenting an event or activity. Fifty-four percent of the collaborators indicated they helped get the word out about the festival while 46 percent hosted an activity or event.

Additionally, 17 percent were sponsors and 16 percent provided volunteers or event hosts. An overwhelming majority (92 percent) reported they also attended their own organization’s events.

Why did they get involved? The reasons were varied. Some of the more noteworthy comments were: • Being able to network and gain support from other STEM organizations • Promote economic growth in Arizona • Promote the businesses in our town

and the role that STEM plays in their activities.

• Closer connection with our community • Providing possible career/college options in STEM • Giving people the pride and joy that comes from living somewhere driven by thinkers and doers For return on investment, 95 percent of the collaborators felt satisfied with theirs.

Separately, 93 percent of respondents indicated their expectations were met.

Broken down further, 73 percent found opportunities for new partnerships while 72 percent felt the festival increased public awareness about their organizations.

Overall, the outlook for what the 2015 festival will bring is positive. That was apparent with 88 percent of respondents indicating their organizations planned to participate next year.

By the Numbers 320,000+ total attendance 99% of visitors recommend SciTech Fest 52% of visitors attended multiple events 500+ events statewide 300+ venues 65 sponsors 40 Arizona cities and towns with events 164,245 visitors of AZSciTechfest.org 12% statewide awareness of SciTech Fest

Offe ring a range of financial solutions for your busine ss Wespe cializein de ve loping busine ss banking strate gie s for companie s with annual re ve nue s between $2 and $20 million. And, to help manage your business finances, weoffer a full rangeof options from tre asury manage me nt to che cking accounts to credit solutions.

Contact me today to discuss the right financing for you.

wellsfargo.com

Financing decisions based on credit qualification. © 2011 Wells Fargo Bank, N.A. All rights reserved.

Member FDIC. 122979 03/11

aztechcouncil.org

ARIZONA TECHNOLOGY REPORT

5

Middle School Science Bowl Scottsdale team named to Top 8 in national competition

Q:

At the surface of the Earth, the acceleration due to gravity is g. At an elevation of twice the Earth’s radius, what best represents the acceleration due to gravity?

Odds are, members of a team from BASIS Scottsdale would tell you the answer is “g/9.” And they were just one of the teams from the charter school that competed earlier this year in the annual Middle School Science Bowl, an initiative of the Arizona Technology Council Workforce Development Committee. It was Team #1 from the school that came out on top in the finals, winning a trip to the 2014 National Science Bowl Finals in Washington, D.C. (If you’re wondering, teams from sister schools BASIS Peoria and BASIS Tucson North were the other two finalists.)

But the bigger news came a few months later, in April, when the Scottsdale team advanced to the finals: They were named one of the top eight schools when the action ended, claiming a $1,000 prize for the school’s science department. The students’ only loss was to the Greater Boston Science & Math Team from Andover, Mass., which finished in first place.

More than 225,000 middle and high school students have participated nationwide since the National Science Bowl was established in 1991, making it one of the nation’s largest science competitions. In 2013 alone, approximately 14,000 students competed in the Bowl, which is managed by the Department of Energy’s Office of Science.

Members of the BASIS Scottsdale team at the National Science Bowl Finals

Double Duty 15 students’ science projects win on state and global stages Fifteen Phoenix-area high school students took their places in the spotlight after winning awards in the 2014 Arizona Science and Engineering Fair before also claiming top prizes in the 2014 Intel International Science and Engineering Fair (Intel ISEF).

The Arizona fair drew more than 1,200 young innovators from across the state to the competition held March 31 through April 2. Entries included everything from a yummy gummy bear lab to the effect of pH levels on fresh- and salt-water organisms to wind turbine generators.

And for the first time, the fair was managed by the Arizona Science Center after being under the direction of the Arizona Technology Council Foundation.

Grand Award winners in the Senior Division then advanced with their projects to Intel ISEF, the world’s largest science and engineering competition that was held May 11-16 in Los Angeles.

More than $4 million in scholarships and other prizes were at stake.

The international fair was held in Phoenix last year and will return in 2016 and 2019.

6

ARIZONA TECHNOLOGY REPORT

The local Intel ISEF Grand Award winners and their schools were: Arizona College Preparatory – Erie Kaitlyn Loop

Chandler High School Tejas Dharmaraj Manav Sevak

ASU SCENE Sarah Galvin

Desert Vista High School Gen Fitzgerald

BASIS Scottsdale Casey Calhoun Shrey Gupta Xingyu Yang

Hamilton High School Aundrea DeGravina Rebecca Jernigan Viputheshwar Sitaraman Shea VanSlyke

Brophy College Preparatory Aakash Jain Rajet Vatsa

Xavier College Preparatory Claire Woodrow

New director of membership services for the Council

Arizona Code Clubs Preparing the future tech workforce Ask anyone involved in hiring at a technology company and you’ll likely hear the same refrain: We need more qualified technical talent.

A small, Mesa-based nonprofit is taking on finding a remedy to that problem by introducing local kids ages 8 to 18 to computer programming. The premise behind the Code Clubs of Arizona is simple: Kids and computers are a natural fit.

Since launching in August 2013, Code Clubs has grown from 16 kids at the Mesa Public Library to more than 100 who have been introduced to computer programming. Each week members meet at a public library or other locations to spend two hours working on games, animations and Web pages. Using free tools found on the Internet, they teach themselves coding, mentor each other and collaborate. Adult volunteers are on hand in case they get stuck.

So far, Code Clubs has raised more than $10,000 as it has opened the doors to more youths in Mesa and three other locations in the Valley. With the assistance of seven volunteers, its ultimate goal is to introduce thousands of Arizona youths to programming and inspire interest in technology careers.

To help or learn more, go to Azcodeclub.org.

aztechcouncil.org

Brian Krupski is the newest staff member of the Arizona Technology Council, taking on the role of director of membership services.

The position is similar to one he held earlier at the Tempe Chamber of Commerce, where he was responsible for membership development. Krupski is no stranger to the Council. “At the Tempe Chamber, I grew into a big fan of the Tech Council and always encouraged my tech members to also join their trade association,” he says.

Now that he has an inside look at how the Council operates, “It’s great to learn how the Council continually adapts and stays on top, meeting the expectations of its members in addition to being a successful statewide membership-driven organization.”

Krupski already is developing his game plan. “My goal is to make sure there’s no excuse that a company wouldn’t want to renew its membership after each 12-month cycle,” he says. “A positive retention rate will result in carrying out my primary duty of growing the membership.”

He also will continue his work for Scottsdale-based LUNA Malvada Tequila by serving on its Board of Advisors. Past positions include assistant director of marketing and membership at the Council of Educational Facility Planners International in Phoenix, and project manager for strategic planning and legislative affairs at the Arizona Governor’s Office and the Arizona-Mexico Commission.

Krupski will work alongside Deborah Zack, who is the Council’s senior director of membership services.

ARIZONA TECHNOLOGY REPORT

7

Presents

2014 TOP

Our most comprehensive guide to Greater Phoenix Leading Small Businesses INBUSINE SSMAG.COM

J U LY 2014

53

2014 TOP

Small Business Industry Leaders

Keeping Small Business Up and Running The pace of SBA loan-making is a healthy sign for the economy. The credit market is one of the foundations for ensuring the availability of financing to small businesses trying to establish themselves, grow and create new jobs in Arizona.

Robert Blaney has served as the district director of the U.S. Small Business Administration for the State of Arizona since 1998. His varied experience includes work as a federal agent, police officer, vicepresident of an insurance brokerage and district director for the late Congressman Jack Kemp. He is a native of western New York and a graduate of the State University College of New York at Buffalo.

Accounting & Tax Services . . . . . . . . . . . 55 Alternative Funding . . . . . . . . . . . . . . . 55 Business Banking / SBA Lending . . . . . . . 55 Business Marketing Services . . . . . . . . . 56 Business Organizations & Associations . . . 56 Business Services . . . . . . . . . . . . . . . . 57 Commercial Real Estate . . . . . . . . . . . . 57 Employee Benefits / Insurance . . . . . . . . 58 Healthcare Insurance . . . . . . . . . . . . . . 58 Human Resources / Hiring . . . . . . . . . . . 58 Information Technology . . . . . . . . . . . . 59 Janitorial . . . . . . . . . . . . . . . . . . . . .60 Law Firms . . . . . . . . . . . . . . . . . . . . 60 Office Furniture . . . . . . . . . . . . . . . . .60 Office Supplies . . . . . . . . . . . . . . . . . .62 Payroll Services . . . . . . . . . . . . . . . . .62 Promotional Products . . . . . . . . . . . . . 62 Telecommunications / Mobile . . . . . . . . .62 Workers’ Comp Insurance . . . . . . . . . . . 63

The pace of SBA-backed lending remains strong, providing capital to small businesses. SBA loans and dollars were similar in the first half of FY 2014 to the same period a year ago, a year in which SBA recorded the third-highest loan volume of $29 billion in the agency’s history. Overall, lending continues at a solid pre-recession pace, some weeks more, some weeks less. SBA lending at the end of the first half of FY 2014 was $10 billion and on pace with the same point a year ago.

With the upticks in the economy and the housing market, it is a good time for business owners to think about preparing for a disaster that can affect their business. When most of us think of a disaster, we think of a hurricane, earthquake or tornado. But monsoon season can create havoc and, as we saw last year, forest fires can create tragedy. Small-business owners are well-advised to back up records, store data off-site and develop a continuity of operations plan to get their business back up and running as soon as possible. If you have hired new employees in the last year, now is the best time to make sure they are aware of the operational and procedural priorities of your business. This will allow them to better assist you in coming back online.

Military service members continue to return home and many are looking to use their transferable skills to start a small business when they leave the service. Working with the Arizona Small Business Development Center Network, the SCORE Association and multiple small-business owners and other military veterans, the SBA’s Boots to Business program has provided training to more than 650 transitioning service members in the past 16 months. Through the Boots to Business initiative, service members have the opportunity to learn the nuts and bolts of how to start and grow a business, learn where to seek technical assistance and become successful entrepreneurs. The SBA will continue that program at all four Arizona military installations and with the Arizona National Guard. On the other side of that coin, most business owners never have a regret when they hire a Vet. It is exciting for me to participate again this year with In Business Magazine as they launch the 2014 Small Business Guide, because it is such a useful directory for local and area businesses.

Robert Blaney District Director U.S. Small Business Administration, Arizona District Presents

The Top 50 Small Business Industry Leaders special section is a resource guide of top small businesses or smallbusiness service companies vetted by In Business Magazine editorial staff and recommended to you, the reader.

Serving your business with quality companies can make all the difference in running a small business. These leaders are dedicated to serving their clients, provide proven service and have a high degree of experience in their given fields. We recommend that you do business with them.

Our Top 50 Small Business Industry Leaders special section will be online at www.inbusinessmag.com for an entire year under the “Business Resources” tab. Please go there to link for contact information, services and other details.

54

J U LY 2014

2014 TOP

Our most comprehen sive guide to Greater Phoenix Leading Small Busin esses

INBUSINE SSMAG.COM

Accounting & Tax Services

Business Banking / SBA Lending

CBIZ and Mayer Hoffman McCann, P.C.

Bank’34

CBIZ provides accounting, tax and business valuation and consulting services to real estate, wholesale, not-for-profit, retail and manufacturing entrepreneurial business in the Phoenix marketplace.

Top Executive: Steven L. Gerard Local Headquarters: 3101 N. Central Ave., Ste. 300, Phoenix, AZ 85012 Offices (Local / National): 1 / 186 Phone: (602) 277-2371 Website: www.cbiz.com

BANK’34 focuses on helping area residents afford to buy their own homes, and has been powering that dream since 1934.

Top Executive: Jeff Russell Local Headquarters: 17470 N. Pacesetter Way, Ste. 219, Scottsdale, AZ 85255 Offices (Local / National): 1 / 3 Phone: (480) 305-2145 Website: Bank34online.com

Henry & Horne, L.L.P.

BMO Harris Bank, N. A.

Henry & Horne is Arizona’s largest locally owned accounting firm, with a broad base of services to meet clients’ needs. The firm includes estate specialists, international tax experts and a multitude of experts with other areas of expertise.

Top Executive: Chuck Goodmiller Local Headquarters: 2055 E. Warner Rd., Ste. 101, Tempe, AZ 85284 Offices (Local / National): 2 / 3 Phone: (480) 839-4900 Website: www.hhcpa.com

BMO Harris Bank offers business banking products and services for small and medium-sized businesses: checking and savings accounts, loans and lines of credit, online banking, treasury management and more.

Top Executive: Stephen Johnson Local Headquarters: 1 E. Camelback Rd., Phoenix, AZ 85012 Offices (Local / National): 33 / 300+ Phone: (602) 241-6565 Website: www.mibank.com

Alternative Funding Capital Finance, Inc. CFI offers a variety of working capital solutions to businesses of all sizes, and its products address the working capital needs of those customers that don’t meet standard bank underwriting criteria.

Top Executive: Edward Irvin Local Headquarters: 3522 E. Brookwood Ct., Phoenix, AZ 85048 Offices (Local): n/a Phone: (877) 610-3030 / (602) 999-9532 Website: cficap.com 2014 TOP

FSW Funding

FSW Funding is a privately owned and operated asset-based lending company specializing in the financing needs of small and medium-sized businesses.

Top Executive: Robyn Barrett Local Headquarters: 4530 E. Shea Blvd., Ste. 142, Phoenix, AZ 8502 Offices (Local): 1 Phone: (602) 535-5984 Website: www.factors-southwest.com

Business Banking / SBA Lending Alliance Bank of Arizona Alliance Bank of Arizona is a “super community” bank, delivering a broader product array and larger credit capacity than a traditional community bank. Its focus is relationshipbased, personalized service, with the latest in technology and lending capabilities to meet the needs of virtually any Arizona business.

Top Executive: James H. Lundy Local Headquarters: 1 E. Washington St., Phoenix, AZ 85004 Offices (Local / National): 9 / 17 Phone: (602) 629-1776 Website: www.alliancebankofarizona.com

INBUSINE SSMAG.COM

National Bank of Arizona National Bank of Arizona provides local expertise and focuses on delivering award-winning service. It is more than just a business bank; it has expanded to a full-service financial institution offering a suite of products and services tailored to business.

Top Executive: Keith Maio Local Headquarters: 6001 N. 24th St., Phoenix, AZ 85016 Offices (Local / National): 24 / 75 Phone: (602) 235-6000 Website: www.nbarizona.com 2014 TOP

Stearns Bank N.A.

Stearns Bank is a top-ranked bank that has established a reputation across the Valley as a strong and stable business bank specializing in fast and flexible commercial finance.

Top Executive: Norm Skalicky Local Headquarters: 9225 E. Shea Blvd., Scottsdale, AZ 85260 Offices (Local): 1 Phone: (480) 314-4200 Website: www.stearnsbank.com/arizona

Wells Fargo & Company Wells Fargo & Company is a diversified financial services company that provides banking, insurance, investments, mortgage, and consumer and commercial finance. For the sixth consecutive year, it is the No. 1 Small Business Administration 7(a) lender in Arizona in amount of dollars loaned.

Top Executive: Pamela Conboy Local Headquarters: 100 W. Washington St., Phoenix, AZ 85004 Offices (Local / National): 167 / 6782 Phone: (602) 378-4644 Website: www.wellsfargo.com

» J U LY 2014

55

2014 TOP

Small Business Industry Leaders Business Banking / SBA Lending

con’t.

Business Organizations & Associations

West Valley National Bank

Arizona Small Business Association

West Valley National Bank is the West Valley’s first locally owned and operated community bank, and it recently expanded to Scottsdale. Founded by local business leaders, the bank is dedicated to looking after business owners and their financial needs.

Top Executive: Candace D. Wiest Local Headquarters: 2440 N. Litchfield Rd., Ste. 100, Goodyear, AZ 85395 Offices (Local): 3 Phone: (623) 536-9862 Website: www.wvnb.net

ASBA is the largest trade association in Arizona, representing 11,000+ member businesses and more than half a million employees in all 15 counties. ASBA creates opportunities for Arizona small businesses to make money, save money and achieve results.

Top Executive: Rick Murray Local Headquarters: 4600 E. Washington St., Ste. 340, Phoenix, AZ 85034 Offices (Local): 2 Phone: (602) 306-4000 Website: www.asba.com

Business Marketing Services

Local First Arizona

Infusionsoft Infusionsoft provides small-business solutions built exclusively to help conquer the chaos through a Web-based system that combines intelligent automation with powerful CRM, email marketing, e-commerce and social media tools.

Top Executive: Clate Mask Local Headquarters: 1260 S. Spectrum Blvd., Chandler, AZ 85286 Offices (Local): 1 Phone: (480) 807-0644 Website: www.infusionsoft.com

56

J U LY 2014

2014 TOP

Local First Arizona is a nonprofit organization working to strengthen communities and local economies through supporting, maintaining and celebrating locally owned businesses throughout the State of Arizona.

Top Executive: Kimber Lanning Local Headquarters: 407 E. Roosevelt St., Phoenix, AZ 85004 Offices (Local): 1 Phone: (602) 956-0909 Website: www.localfirstaz.com

INBUSINE SSMAG.COM

Industry Leader: Stearns Bank N.A.

2014 TOP

Business Services 2014 TOP

Reliable Background Screening Reliable Background Screening has been providing clients a unique and thorough screening service for employers, business owners, franchisers and landlords by offering background checks on new employees, franchisee applicants and new residents and tenants.

Top Executive: Rudy Troisi Local Headquarters: P.O. Box 12743, Scottsdale, AZ 85267 Offices (Local): 1 Phone: (602) 870-7711 Website: www.reliablebackgroundscreening.com

Stoney-Wilson Business Consulting, L.L.C. Julie Stoney and Bob Wilson bring more than 60 years of business experience to the table. Their background in banking, finance and communications provides the foundation for advising businesses in need of banking and credit, cash management, strategic planning and sales management services.

Top Executive: Julie Stoney and Bob Wilson Local Headquarters: 6501 E. Greenway Pkwy., Ste. 103-583, Scottsdale, AZ 85254 Offices (Local): 1 Phone: (602) 370-1776 Website: www.stoneywilson.com

Commercial Real Estate

Cassidy Turley Cassidy Turley is a full-service commercial real estate firm serving metropolitan Phoenix and secondary Arizona cities. A leader in the Phoenix market since 2003, it offers brokerage investment and advisory services in office, industrial, retail, multi-housing and land as well as property management.

Top Executive: Bryon Carney Local Headquarters: 2375 E. Camelback Rd., Ste. 300, Phoenix, AZ 85016 Offices (Local / National): 1 / 60 Phone: (602) 954-9000 Website: www.ctarizona.com »

Stearns Bank: A Strong and Stable Business Bank Stearns Bank has established a reputation across the Valley as a strong and stable business bank specializing in fast and flexible commercial finance. As a top-ranked bank, we stand ready to meet all your financial needs and get the job done!

Nationwide Preferred SBA Lender • Fast in-house approvals & processing to close your loan quickly • Flexible terms up to 25 years • No defined “credit box” • Work with the same Stearns team throughout the entire loan process Commercial Real Estate & Construction Loans • Typical loans up to $10 million (larger amounts welcome) • In-house project funding & supervision by our construction finance department • Work directly with us, from plans to completion Equipment Financing & Leasing • A direct source for new or used equipment • Variety of terms available, such as no payments for 90 days • One-hour response time with personal contact all the time

Stearns Bank is a $1.7-billion independent, employee-owned financial institution established in 1912, led by current owner and CEO Norm Skalicky since 1964. In 1997, Stearns Bank opened a bank in Scottsdale, Ariz., at its current location of 92nd Street and Shea Blvd.

Besides Arizona, Stearns has branch locations in Minnesota, Florida and Georgia. We will get the job done for YOU!

Member FDIC. Equal Housing Lender

At a Glance Company Name: Stearns Bank N.A. Main Office Address: 9225 E. Shea Blvd., Scottsdale, AZ 85260 Phone: (480) 314-4200 Website: www.stearnsbank.com/arizona Number of Offices in Metro Phoenix: 1 Number of Staff: 374 (nationally), 22 (Arizona) City Nationally Headquartered: St. Cloud, MN Top Local Executive: Norm Skalicky, CEO John Mistler, Regional President No. of Years with Firm: Norm: 50 / John: 3 Year Established Locally: 1997 Specialties: SBA Loans, Commercial/ Construction Loans, Equipment Finance

Special Advertising Profile INBUSINE SSMAG.COM

J U LY 2014

57

2014 TOP

Small Business Industry Leaders Commercial Real Estate con’t.

Healthcare Insurance

CBRE, Inc.

Blue Cross Blue Shield of Arizona

CBRE offers 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.

Top Executive: Craig Henig Local Headquarters: 2415 E. Camelback Rd., Phoenix, AZ 85016 Offices (Local / National): 1 / 166 Phone: (602) 735-5555 Website: www.cbre.com/phoenix

BCBSAZ offers various health plans for individuals, families, and small and large businesses. BCBSAZ also offers Medicare supplement plans to individuals over age 65. BCBSAZ is committed to improving the quality of life of Arizonans.

Top Executive: Rich Boals Local Headquarters: 8220 N. 23rd Ave., Bldg. 2, Phoenix, AZ 85021 Offices (Local): n/a Phone: (602) 864-4899 Website: www.azblue.com

GPE Companies

Delta Dental of Arizona

GPE Commercial Advisors and GPE Management Services are leading providers of commercial real estate sales, leasing, property management and consulting solutions for business, office, medical, dental, retail and industrial properties in the Greater Phoenix metropolitan area.

Top Executive: David Genovese Local Headquarters: 2777 E. Camelback Rd., Ste. 230, Phoenix, AZ 85016 Offices (Local): 1 Phone: (480) 994-8155 Website: www.gpe1.com

Delta Dental is passionate about oral health and its importance to generations of families.

It works to improve oral health by emphasizing preventive care and making dental coverage accessible to a wide variety of employers, groups and individuals. Delta Dental was the first company to specialize in dental benefits.

Top Executive: Allan Allford Local Headquarters: 5656 W. Talavi Blvd., Glendale, AZ 85306 Offices (Local): n/a Phone: (602) 938-3131 Website: www.deltadental.com

Employee Benefits / Insurance Focus Benefits Group Focus Benefits Group is an independent group employee benefits consulting company that offers a variety of services to help clients receive the greatest amount of benefit coverage for the most cost-effective dollar. It helps clients by looking at ways to reduce healthcare costs, improving the overall benefits they can offer employees.

Top Executive: Bill Weaver Local Headquarters: 4120 N. 20th St., Ste. B, Phoenix, AZ 85016 Offices (Local): 1 Phone: (602) 381-9900 Website: www.focusbenefits.com

UnitedHealthcare of Arizona UnitedHealthcare provides a full spectrum of consumer-oriented health benefit plans and services to individuals, public-sector employers and businesses of all sizes, including more than half of the Fortune 100 companies. As part of its efforts to simplify the healthcare experience, it launched myEasyBook as a pilot program in Phoenix last year.

Top Executive: Jeri Jones Local Headquarters: 1 E. Washington St., Ste. 1700, Phoenix, AZ 85004 Offices (Local): n/a Phone: (800) 985-2356 Website: www.uhc.com

Human Resources / Hiring Holmes Murphy & Associates

HR Choice

Holmes Murphy is a premier independent risk-management and insurance brokerage firm. While today’s insurance market sees consolidations and mergers resulting in conglomerates more concerned about the bottom line, Holmes Murphy remains focused on clients’ needs and is committed to accelerating business success.

Top Executive: Daniel Keough Local Headquarters: 14850 N. Scottsdale Rd., Ste. 280, Scottsdale, AZ 85254 Offices (Local / National): 1 / 11 Phone: (480) 951-1776 Website: www.holmesmurphy.com

For nearly 30 years, HR Choice has been providing professional human resource programs, training and services to small and medium-sized businesses. Helping new as well as experienced employers, it offers outsourced employer solutions and works collaboratively with its clients to support their tactical and strategic human resource management needs.

Top Executive: Susan Williams Local Headquarters: 14175 W. Indian School Rd., Ste. B4, Goodyear, AZ 85395 Offices (Local / National): 1 / 2 Phone: (623) 935-7759 Website: www.hrchoice.com

58

J U LY 2014

INBUSINE SSMAG.COM

Industry Leader: Reliable Background Screening

Human Resources / Hiring

Maricopa Workforce Connections Maricopa Workforce Connections collaborates with state and community partners to continually identify and develop local talent to meet the needs of local businesses. Services include employee recruitment and training to fill job vacancies by a diverse and broad range of qualified workers at no charge to business owners.

Top Executive: Patricia Wallace Local Headquarters: 4732 S. Central Ave., Phoenix, AZ 85040 Offices (Local): 3 Phone: (602) 506-4888 Website: www.maricopaworkforceconnection.com

Information Technology

Business & Decisions Business & Decision’s 2,500 expert consultants and 10 strategic partners work with clients on a range of initiatives from proof-of-concepts to mission-critical, enterprise-wide, global solution delivery. It also offers full lifecycle support, from consulting to continuous improvement, through hosting and ongoing change management.

Top Executive: Sylvain Thauvette Local Headquarters: 8414 N. 90th St., Ste. 101, Scottsdale, AZ 85258 Offices (Local ): 1 Phone: (602) 244-1200 Website: www.businessdecision.us

CyberTrails CyberTrails is the leading provider of managed information technology services in Phoenix. With 24/7 customer support and rapid implementation, it helps small to mid-sized businesses manage the right technologies to support their business goals.

Top Executive: Rick Estrada Local Headquarters: 1919 W. Lone Cactus Dr., Phoenix, AZ 85027 Offices (Local): 1 Phone: (623) 434-6079 Website: www.cybertrails.com »

2014 TOP

If you could have known, you SHOULD have known.® Since 1990, Reliable Background Screening has been providing nationwide background screening services — employee and volunteer screening, tenant screening, franchisee screening and country club membership screening.

We help businesses, organizations, property owners, franchisors and private clubs save money and protect their assets by helping them identify risks and maintain compliance with state and federal regulations.

Background screening is governed by the Fair Credit Reporting Act (FCRA), and employee screening, in particular, imposes the most stringent disclosure requirements upon employers. Our firm works closely with many employment lawyers, and, although we are not attorneys, most of them seek our advice when it comes to FCRA-related disclosures because of our expertise in this field.

Background screening saves businesses money. Don’t spend thousands of dollars paying an employee you never should have hired.

It costs thousands of dollars to train just an entry-level employee, while a background check typically costs less than one day’s pay. Plus, performing a background check is generally a business’s best protection against negligent hiring and retention lawsuits.

Under these lawsuits, employers have been found responsible for their employees’ actions even when the employee was not working at the time of the crime. These lawsuits have cost companies millions of dollars, forcing some into bankruptcy. However, in today’s world of viral social media, a company’s brand can be ruined and the company put out of business even before it has its day in court.

Not all background screening companies are the same. Reliable Background Screening is a solid, experienced company with a proven history of uncovering information omitted by applicants and reducing

Rudy Troisi liability for its clients. Unlike most other companies, our quality control department reviews every report.

Reliable Background Screening services clients in more than 40 states, is an A+ Accredited Business with the Better Business Bureau, a Sterling Awards Winner, and the exclusively endorsed Preferred Partner of the Scottsdale Area Chamber of Commerce for background checks.

Reliable Background Screening is the best choice for thorough and compliant background checks — whether it’s employee/volunteer background checks, tenant screening, franchisee screening or country club membership screening. Reliable Background Screening — If you could have known, you SHOULD have known.®

At a Glance Company Name: Reliable Background Screening Main Office Address: Scottsdale, AZ Phone: (800) 787-2439 or (602) 870-7711 Website: www.reliablescreening.com Number of Offices in Metro Phoenix: 1 City Nationally Headquartered: Scottsdale Top Local Executive: Rudy Troisi No. of Years with Firm: 20 Year Established Locally: 1990 Specialties: Employee & Volunteer Screening, Tenant Screening, Franchisee Screening, Country Club Membership Screening

Special Advertising Profile INBUSINE SSMAG.COM

J U LY 2014

59

2014 TOP

Small Business Industry Leaders Information Technology

con’t.

Law Firms

IDT911

The Luther Law Firm

IDT911 provides personal-touch identity management solutions, identity theft recovery services, breach services and data risk management solutions for businesses.

Top Executive: Lisa Keller Local Headquarters: 7580 N. Dobson Rd., Ste. 201, Scottsdale, AZ 85256 Offices (Local / National): 1 / 3 Phone: (480) 355-8500 Website: www.idt911.com

The Luther Law Firm focuses on securing and protecting intellectual property rights. Its patents for individuals and firms of all sizes have produced millions of dollars annually from many well-known corporations in license fees to the inventors.

Top Executive: Barbara Luther Local Headquarters: 8149 N. 87th Pl., Scottsdale, AZ 85258 Offices (Local): 1 Phone: (480) 315-6508 Website: thelutherlawfirm.com

IT Partners It Partners is known locally as the “go-to” solution provider in designing and implementing data center technology solutions on time and within budget.

Top Executive: Gary Johnston Local Headquarters: 6939 S. Harl Ave., Tempe, AZ 85283 Offices (Local): 1 Phone: (602) 667-0100 Website: www.goitpartners.com

OneNeck IT Services Corp.

OneNeck is a leading hosted application management and managed services provider that offers a broad scope of services at mid-market prices which provide customers with tailored and flexible IT solutions.

Top Executive: Phil LaForge Local Headquarters: 5301 N. Pima Rd., Ste. 100, Scottsdale, AZ 85250 Offices (Local / National): 1 / 11 Phone: (480) 315-3000 Website: www.oneneck.com

Polsinelli Shughart, L.L.P. Polsinelli Shughart offers clients the full array of business law services with a local presence and tremendous national and international reach.

Top Executive: Ed Novak Local Headquarters: 1 E. Washington St., Ste. 1200, Phoenix, AZ 85004 Offices (Local / National): 1 / 16 Phone: (602) 650-2000 Website: www.polsinelli.com

Ryley Carlock & Applewhite

Janitorial

Ryley Carlock & Applewhite provides legal support to clients in real estate, resort and hospitality, gaming, software and information technology, publishing, accounting, architecture, management consulting, engineering and other professional services, construction management, retail sales, Internet, telecommunications and manufacturing.

Top Executive: Rodolfo Parga Local Headquarters: 1 N. Central Ave., Ste. 1200, Phoenix, AZ 85004 Offices (Local / National): 1 / 6 Phone: (602) 258-7701 Website: www.rcalaw.com

Jani-King

Office Furniture

Family-owned and -operated Jani-King Southwest provides state-of-the-art commercial cleaning services to hotels, restaurants, surgery centers, schools, financial institutions, manufacturing facilities and municipal buildings from Regional Support Centers in Phoenix and Tucson.

Top Executive: Julie Robinson Local Headquarters: 7250 N. 16th St.,, Ste. 302, Phoenix AZ 85020 Offices (Local): 1 Phone: (602) 842-0741 Website: janiking.com/southwest

Copenhagen Imports Copenhagen is focused on helping clients improve productivity by designing for them the perfect work environment, from executive suites to functional home offices.

Top Executive: Erik Hansen Local Headquarters: 1701 E. Camelback Rd., Phoenix, AZ 85016 Offices (Local / National): 4 / 3 Phone: (602) 266-8060 Website: www.copenhagenliving.com

Law Firms Lewis Roca Rothgerber

Goodmans Interior Structures

Founded in 1950, Lewis Roca Rothgerber has nearly 200 attorneys and offices in Phoenix, Tucson, Las Vegas, Albuquerque, Reno and Silicon Valley. The firm serves a diverse base of local, regional, national and international clients, including some of the world’s largest corporations.

Top Executive: Kenneth Van Winkle Jr. Local Headquarters: 201 E. Washington St., Ste. 1200, Phoenix, AZ 85004 Offices (Local): 1 Phone: (602) 262-5311 Website: www.lrlaw.com

Goodmans represents millions of quality products from manufacturers that include Herman Miller, Geiger, Davis, Nemschoff, Nucraft, Fixtures, Global, Hon, National, La-Z-Boy and more than 400 others. Services include planning through installation.

Top Executive: Adam Goodman Local Headquarters: 1400 E. Indian School Rd., Phoenix, AZ 85014 Offices (Local / National): 4 / 1 Phone: (602) 263-1110 Website: www.goodmansinc.com »

60

J U LY 2014

INBUSINE SSMAG.COM

2014 TOP

Industry Leader: FSW Funding

the credit-worthiness of the billed customer. When the bill is paid, the factor remits the balance, minus a transaction (or factoring) fee.

To secure a factor loan, a company will need to provide:

Factor Financing: A Key Tool for Improving Cash Flow Managing cash is critical to the success of any business. Whether you are providing a good or a service, it is important to make sure cash flow allows for day-to-day operations and growth. As a business owner, you never want to find yourself in a position where you can’t meet critical payments for payroll, taxes and key vendors — especially if money is tied up in outstanding invoices that the company is awaiting payment on.

“Unfortunately, while many companies are finding themselves short on cash, lending requirements have become extremely stringent,” explains Robyn Barrett, founder and managing member of FSW Funding. “While factoring has been in use for hundreds of years, it is often misunderstood and many business owners don’t realize it can offer an optimal solution to their company’s cash flow challenges.”

Companies faced with a cash-flow squeeze due to slow-paying customers or the reduction in an equity line may find that pledging invoices or accounts receivable to a factor can provide the cash needed to grow and operate.

“Most of the companies we work with are seeking a good source of capital because they are in a highgrowth or start-up phase,” explains Barrett. “Unlike a bank, we are not concerned with the company’s credit; we are looking at their sales and who they are selling to, so we are able to provide them the money they need.”

Robyn Barrett

In most cases, factor financing can infuse cash into the company within 24 to 48 hours. The factor advances a portion of the invoice amount, usually 70 to 90 percent, after reviewing

• A detailed list of accounts receivable and accounts payable with samples of invoices, • Current and historical financial statements and tax returns for the previous year, and • Business organization documents.

The phrase “Cash is King” has never been more true in business than it is today. “Our goal is not to just provide cash in order to help companies survive, we want to help them thrive and create jobs for others,” adds Barrett.

Founded in 2001, FSW Funding, formerly Factors Southwest LLC, specializes in factor financing for small to mid-sized companies throughout the U.S.

At a Glance Company Name: FSW Funding Main Office Address: 4530 E. Shea Blvd., Ste. 142, Phoenix, AZ 85028 Phone: (602) 535-5984 Website: www.fswfunding.com Number of Offices in Metro Phoenix: 1 Number of Staff: 7 City Nationally Headquartered: Phoenix Top Local Executive: Robyn Barrett, Managing Member No. of Years with Firm: 13 Year Established Locally: 2001 Specialties: Asset-Based Lending, Financing for Small to Mid-Sized Companies, Flexible and Affordable Factoring

Special Advertising Profile INBUSINE SSMAG.COM

J U LY 2014

61

2014 TOP

Small Business Industry Leaders Office Furniture con’t.

Payroll Services

Target Commercial Interiors

Paychex, Inc.

Creating capable spaces for the workplaces in all fields, Target Commercial Interiors services include shopping for products, financing, project management, planning and installation. Ongoing services are asset management, warehousing and more.

Top Executive: Steve Thomas Local Headquarters: 8530 S. Priest Dr., Phoenix, AZ 85284 Offices (Local / National): 1 / 6 Phone: (602) 252-6971 Website: www.targetcommercialinteriors.com

Paychex is a recognized leader in the payroll, human resource and benefits outsourcing industry. Focused on helping business owners run their business better, Paychex’s best-in-class solutions also include online payroll, mobile apps, 401(K) administration and enterprise solutions.

Top Executive: n/a Local Headquarters: 16404 N. Black Canyon Hwy., Ste. 140, Phoenix, AZ 85053 Offices (Local / National): 1 / 101 Phone: (602) 266-3660 Website: www.paychex.com

Office Supplies Wist Office Products Competitive pricing among all product categories allows Wist to achieve success that is shared with team members, communities and clients, who experience reliable business practices, sound ethics and a commitment to sustaining the environment.

Top Executive: Ian and Robert Wist Local Headquarters: 107 W. Julie Dr., Tempe, AZ 85283 Offices (Local): 1 Phone: (480) 921-2900 Website: www.wist.com

Payroll Services Human Capital Strategies Human Capital Strategies is a comprehensive firm that is all about driving business profits through its services, which include payroll, human resources, employee benefits and risk management.

Top Executive: Jason Knight Local Headquarters: 2152 S. Vineyard Ave., Bldg. 6, Ste. 117, Mesa, AZ 85210 Offices (Local): 1 Phone: (480) 962-1580 Website: www.hcscando.com

Promotional Products Brandables Brandables.com offers a complete line of marketing products as well as custom promotional products for any type of business, including quality logo reproductions, unique business gifts, corporate trade show materials and branded office supplies, company stationery and business apparel.

Top Executive: Amanda Wigal Local Headquarters: 7707 E. Acoma Dr., Ste. 110, Scottsdale, AZ 85260 Offices (Local): 1 Phone: (480) 951-8882 Website: www.brandables.com

R

Gear Up Promotions, L.L.C. Gear Up offers logo apparel, corporate gifts and promotional items, with hundreds of items and ideas to choose from and at prices that fit anyone’s budget.

Clients are the No. 1 priority.

Top Executive: Laureen Pugh Local Headquarters: 3999 S. Dobson Rd., Chandler, AZ 85248 Offices: 1 Phone: (480) 326-6251 Website: www.gearuppromotions.com

IOI Payroll Services, Inc. Interlogic Outsourcing, Inc. (IOI) is a national and award-winning provider of payroll and employer services offering scalable solutions to enable businesses of all sizes to achieve greater efficiencies and reduce bottom-line costs by deploying state-of-the-art technology.

Top Executive: Eric Wildstein Local Headquarters: 4300 N. Miller Rd., Ste. 151, Scottsdale, AZ 85251 Offices (Local / National): 2 / 11 Phone: (480) 619-4110 Website: www.ioipay.com

Pay-Tech Pay-Tech has been family-owned and -operated since 1979, with professionals who are trained and certified to bring clients customized payroll, accounting and HR solutions.

Top Executive: Rene Brofft Local Headquarters: 3420 E. Shea Blvd., Ste. 170, Phoenix, AZ 85028 Offices (Local): 1 Phone: (602) 788-1317 Website: www.pay-tech.com

62

J U LY 2014

Telecommunications / Mobile AT&T Small Business AT&T Small Business Services offers a comprehensive portfolio of innovative wireless solutions, from email and messaging to industry-specific business applications. Its services are built around recognizing that the key to business owners saving time and money — so they can focus on growing their business — is finding the right technology set.

Top Executive: n/a Local Headquarters: 20830 N. Tatum Blvd., Phoenix, AZ 86050 Offices (Local / National): n/a Phone: (480) 515-7000 Website: smallbiz.att.com

INBUSINE SSMAG.COM

2014 TOP

Industry Leader: Wist Office Products

Telecommunications / Mobile

Cox Business Cox Business provides voice, data and video services for more than 275,000 small and regional businesses, including healthcare providers; K-12 and higher education; financial institutions; and federal, state and local government organizations.

Top Executive: Steve Rizley Local Headquarters: 20401 N 29th Ave., Phoenix, AZ 95027 Offices (Local / National): n/a Phone: (623) 249-5781 Website: www.coxbusinessaz.com

Telesphere Telesphere is the leading pure-play provider of unified cloud communications, delivering carrier-grade performance and support for wireline and mobile devices to businesses over its private IP MPLS network, which is one of the largest of its kind in the nation.

Top Executive: Clark Peterson Local Headquarters: 9237 E. Via de Ventura, Scottsdale, AZ 85258 Offices (Local / National): 1 / 4 Phone: (480) 385-7000 Website: www.telesphere.com

Workers’ Comp. Insurance

CopperPoint Mutual CopperPoint Mutual provides workers’ compensation insurance coverage for more than 21,000 businesses statewide, ensuring workers the care they need if they are injured on the job. It has been providing workers’ compensation insurance longer than anyone else in the state.

Top Executive: Don Smith Local Headquarters: 3030 N. 3rd St., Phoenix, AZ 85012 Offices (Local): 1 Phone: (602) 433-0550 Website: www.scfaz.com

Wist Office Products: Buying ‘Local’ Has Never Been Easier When it comes to supporting the “buy local” movement, Wist Office Products is leading the way in sending the message that “when you buy from a hometown company, you benefit more than just your bottom line; you’re supporting higher-paying jobs for the people in your community and the local economy.”

As a third-generation, family-owned and -operated business headquartered in Tempe, Wist Office Products boasts a long history of supplying Arizona businesses with quality office products at competitive prices. From office supplies and janitorial products to office furniture and breakroom supplies, it’s the company’s commitment to excellent customer service that allows it to compete with the bigger, box-store chains in the office supply industry.

Wist’s commitment to customer service excellence has been recognized by numerous business organizations as the company has won several awards, including In Business Magazine’s Top 50 Small Business Resources (2013), and Ranking Arizona’s Best Office Supply Company for the last nine years. It also is an annual winner of the Alfred P. Sloan Award for workplace flexibility, which demonstrates the company’s dedication to its employees.

As a charter member of Local First Arizona, Wist Office Products helps

to strengthen and promote local business across Arizona. With free next-day delivery and easy, online ordering, Wist Office Products offers a solution to reducing the cost of business products while exceeding your service expectations.

Wist Office Products can be reached online at www.wist.com or by calling (480) 921-2900.

At a Glance Company Name: Wist Office Products Main Office Address: 107 W. Julie Drive, Tempe, AZ 85283 Phone: (480) 921-2900 Website: www.wist.com Number of Offices in Metro Phoenix: 1 Number of Staff: 65 City Nationally Headquartered: Tempe Top Local Executive: Robert Wist, President Ian Wist, General Manager No. of Years with Firm: Robert: 38 / Ian: 26 Year Established Locally: 1955 Specialties: Office Supplies, Office Furniture, Janitorial Products, Breakroom Supplies and Exceptional Customer Service

Special Advertising Profile INBUSINE SSMAG.COM

J U LY 2014

63

Get to know the

BUSINESS SIDE OF COX. Cox Business has built a robust Arizona infrastructure with 23,000 miles of 99.99+% reliable Hybrid Fiber/Coax connecting to a fully redundant national backbone. Cisco-certified technicians on the ground and continuous monitoring from our Regional Operations Center resolve problems before they impact your enterprise. It’s a network designed to exceed business continuity requirements and service designed to exceed expectations. That’s how we do business.

623-594-5238 coxbusinessaz.com

Internet. Data. Phone.

INDEX Index by Name

Erb, Jack, 14

Matthews, Jayson, 39

Skalicky, Norm, 57

Anderson, Greg, 14

Ferguson, Robert, 27

Miller, Mary Ann, 38, 45

Skirvin, Steven R., 41

Andreassen, Kjell, 40

Frye, Donn C., Jr., 10

Milner, Daniel, 39

Smoldon, Russell, 14

Babendure, Jeremy, 48

Hallstrom, Bill, 20

Mirasola, Jeff, 37

Sommer, Bob, 10

Barrett, Robyn, 61

Hanley, Kate, 38

Mistler, John, 57

Stoddard, Cynthia, 26

Benda, Bob, 14

Harley, Russell, 32

Mittman, Paul, 40

Sullivan, Rich, 20

Binkley, Kevin, 10

Heidt, Robert, 29

Murray, Rick, 9

Troisi, Rudy, 59

Blaney, Robert, 54

Hocking, Dawn, 40

O’Loughlin, Craig, 16

Wilkinson, Christine K., 38

Breese, Shaun, 20

Hoffman, Reid, 27

Openden, Daniel, 18

Wimer, David, 66

Carter, Michael, 20

Howell, Misty, 40

Papanikolas, Steve, 39

Wist, Ian, 63

Casnocha, Ben, 27

Hurson, Tim, 27

Parrish, Julie, 26

Wist, Robert, 63

Castelazo, Molly, 46

Karlgaard, Rich, 26

Rohrer, Alan, 29

Wulfert, Amy, 20

Chavez, Tanya, 39

Keefe, Bob, 15

Salkin, Scott, 29

Yeh, Chris, 27

Coleman, Peter T., 27

Kinnard, Nancy, 38

Sanchez, Stan, 20

Young, Robyn, 20

Coulter, Lisa, 16

Knishinsky, Amram, 12

Scherzer, Chris P., 14

Zylstra, Steven G., 45

Dunne, Tim, 27

Krupski, Brian, 51

Shank, Sissie Roberts, 28

Chandler High School, 50

Local First Arizona, 8

Snell & Wilmer, 7, 16

5 and Diner, 35

Changing Hands Bookstore, 10

LocalWork.com, 31

Acceler8, LLC, 40

Chas Roberts Air Conditioning and Plumbing, 28

Mesa Chamber of Commerce, 30

Southwest Autism Research and Resource Center, 18

Alliance Bank of Arizona, 12

Chicanos Por La Causa, 18

Arizona Association for Economic Development, 30

Code Clubs of Arizona, 51

National Association of Women Business Owners – Phoenix, 30

Conquest Training Systems, Inc., 4

National Bank of Arizona, 38

Arizona College Preparatory – Erie, 50

CopperPoint Mutual, 2

NetApp, 26

Arizona Diamondbacks, 11

Cox Business, 64

OdySea Aquarium, 12

Arizona Small Business Association, 9, 30, 56

David Wimer Advisors, LLC, 66

OdySea Mirror Maze, 12

Arizona State University Alumni Association, 38

Davis Miles McGuire Gardner, 41

OneNeck IT Solutions, 68

De Rito Partners, 20

Peoria Chamber of Commerce, 31

Desert Vista High School, 50

Phoenician, The, 35

Tempe Mission Palms Hotel, 43

Dhaba, The, 43

Phoenix Children’s Hospital Foundation, 17

U.S. Small Business Administration, 54 United Food Bank, 39

Phoenix Philanthropy Group, The, 13, 18

UnitedHealthcare, 67

Plantronics, 34

VXi Corp., 34

Index by Company

Alerus Financial, 5

Arizona Technology Council, 30, 45 ASU Scene, 50 B3 Strategies, 14 Banner Health, 36 BASIS Scottsdale, 50 Beneficial Beans, 18 Beyer Management Consulting, Inc., 17 Billy’s Cleaners, 20 Binkley’s Restaurant, 10 Brophy College Preparatory, 50 Brown & Brown Insurance of Arizona, Inc., 3, 14 Business Marketing Association Phoenix, 29 Butterfly World, 12 Cadillac, 34 Caliente Construction, 43 Carter’s Men’s Clothing, 20 Castelazo Content, 47 Centers for Habilitation, The, 40 Central Phoenix Women, 30 Chandler Chamber of Commerce, 30

INBUSINE SSMAG.COM

Driver Provider, The, 13 Ejobba, 12 Environmental Entrepreneurs, 15 Federal Election Commission, 14 Ford Motor Company, 39 FSW Funding, 61 Glendale Chamber of Commerce, 29, 30 Grand Canyon University, 41 Greater Phoenix Black Chamber of Commerce, 30 Greater Phoenix Chamber of Commerce, 30 Hair of the Dog, 20 Hamilton High School, 50

Mesa Community College, 12

PMO View, The, 32 Prestige Cleaners, 10 Quarles & Brady LLP, 16 RED Development, 20 Reliable Background Screening, 59 Relish Burger Bistro, 35 Scoopr Media, 12 Scottsdale Area Chamber of Commerce, 31 Settleware Secure Services, 12

Hard Rock Café, 35

Southwest College of Naturopathic Medicine & Health Sciences, Inc., 40, 43 SRP, 19, 29 Stearns Bank, 57 Sun Sounds of Arizona, 43 Surprise Regional Chamber of Commerce, 31 Tempe Chamber of Commerce, 31, 37 Tempe Community Council, 38 Tempe Leadership, 39

Urban Cookies Bakeshop, 20 Wells Fargo, 40, 49 West Valley Women, 31 Western Maricopa Education Center, 14 Westwood Contractors, Inc., 14 Wist Office Products, 63 Women of Scottsdale, 31 Xavier College Preparatory, 50 Bold listings are advertisers supporting this issue of In Business Magazine.

Hula’s Modern Tiki, 35 Humble Pie Pizza Wine & Spirits, 20 Internal Revenue Service, 14

Check Out

Jabra, 34 KTAR News Talk 92.3, 33 Landings Credit Union, 43

J U LY 2014

65

ROUNDTABLE

A CANDID FORUM

Lead Us Not into Crisis

Some behaviors that are considered ‘leadership’ actually increase the odds for failure

by David Wimer CRISES ARE HARD enough in any business.

But there are a number of ways to turn a crisis into a catastrophe with very little effort.

Unfortunately, some of the behaviors that increase the odds for failure are considered by many to be “leadership.” The following are some of those common leadership responses.

Be overly optimistic. There is a vast body of literature out there that promotes “positive mental attitude.” However, difficult problems, especially systemic ones that have been around for some time, do not correct themselves overnight just because we identify a solution.

We actually need to take action! Being overly optimistic about how quickly it may take to make a change or course correction can be deadly to morale, especially when that change doesn’t happen when the company’s leadership says it will or becomes more difficult to accomplish than they said it would be.

Having a balanced view of reality, spiced with optimism is paramount to keeping everyone grounded in the here and now.

Deny the problem exists. Some leaders think that if they keep quiet about a problem, others will not know it exists. The truth is that a company’s employees are at least as aware of the problem as its leadership is. Denial only increases fear and lowers respect for the company’s leadership. Dealing with reality is difficult for any of us at times because we can always imagine the worst. We realize we do not have all the answers or think that we have failed. Playing down the importance of a critical situation may cause others not to care as much as they need to.

Dabble in trial and error. Business is a great experiment and there’s a time for trial and error. It’s just not appropriate in crisis.

Careful consideration, viable option‐seeking and astute outside advice are ingredients that offer more probability for success than the randomness of “flavor of the day.”

Abandon common sense. “Common sense” is not so common. Trusting instincts alone to survive a potential business death spiral may cause a person to fight back or flee. Rarely are either of those responses necessary or beneficial for overcoming the crisis, and over‐ reaction only makes things worse. Applying

66

J U LY 2014

some common sense will confirm if the chosen actions are helping or hurting. Also, leaders should make sure to seek support from advisors who do apply common sense.

Go it alone. Rugged individualism may be an icon for strength in today’s entertainment culture, but it does not work in a business crisis. Leaders have too many responsibilities to other people to make it all about them.

Why? One reason is, we all have natural blind spots and may easily lose vital perspective on the situation and miss options for resolution.

Going it alone can also be unhealthy for the individual, especially in crisis. Isolation can result in loss of self‐esteem and depression.

Rely solely on logic. During a crisis, it’s important for employees and other stakeholders to feel that leadership is connected and in touch with the situation. It’s the very time when followers need to connect emotionally. Without that connection, vital employees and partners start to make plans to exit the company rather than help it succeed.

Blame others. Blaming always makes a leader look weak. Blaming others, especially employees, sends a clear message that leadership is not in control of the situation.

Fear of blame also inhibits employees from

telling company leadership the truth about problems. Taking accountability as the leader means setting the ground rules early and enforcing them. No one is to blame, so let’s get on with the business of resolving the crisis together.

Crack the whip. In crisis situations, there is a natural tendency for leaders to demand more from their people, but it must be done carefully and respectfully. In particular, those at the top should not ask their people to endure any hardships (such as pay cuts, mandatory overtime and benefit cuts) they do not endure, themselves, first.

Leadership can be lonely, especially if the leaders alienate those they need to help them solve the front‐line complex problems. With that in mind, it’s important they consider how they might recognize the efforts of others. Acknowledging others’ investment of time and energy goes a long way toward adopting sustainable change, regardless of how uncomfortable the situation may be.

David Wimer is founder and managing principal of David Wimer Advisors, LLC (davidwimer.com), where he works with privately held family businesses to navigate business transitions and prevent financial crisis. He is the author of INSIGHT: Business Advice in an Age of Complexity.

INBUSINE SSMAG.COM

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 forum.

Š2014 United HealthCare Services, Inc. Insurance coverage provided by or through UnitedHealthcare Insurance Company or its affiliates. Administrative services provided by United HealthCare Services, Inc. or their affiliates. Health Plan coverage provided by or through a UnitedHealthcare company. UHCAZ690199-000

ReliaCloud has arrived.

Local. Secure. Enterprise-Class Cloud Solution.

ReliaCloud™ from OneNeckŽ IT Solutions is the local cloud solution that helps you meet your security, compliance and availability needs.

Take advantage of public, private and hybrid options; local data centers; industry-proven technology; advanced disaster recovery; and 100% uptime. ReliaCloud can even help you optimize capital and operating costs.

Choose ReliaCloud.

And choose a responsive, secure solution.

OneNeck.com/ReliaCloud

Call us today to learn more 855.OneNeck

YOUR DATA IN YOUR BACKYARD