August 2013 In Business Magazine

AUG. 2013

Special Section: The Best of the Best of Local Leaders

can the impact of buying local change our economy?

U-Haul: An Empire Built on Trust

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AUG. 2013

IN BUSINESS MAGAZINE

Contents

Special Section: The Best of the Best of Local Leaders

August 2013

LOCAL IMPRINT

22

can the impact of buying local change our economy?

U-Haul: An Empire Built on Trust AUGUST 2013 • inbusinessmag.com

Power Lunch By the Numbers Business Calendar $4.95 INBUSINESSMAG.COM

This Issue Arizona Small Business Association

Local Imprint: Can the impact of buying local change our economy?

Speaking with people in government, independent businesses, chain stores and community leaders, Gremlyn Bradley-Waddell examines how local businesses fit in the development of the business community and the broad interactions of the economy.

Departments

9 Guest Editor

Kimber Lanning, founder and executive director of Local First Arizona, introduces the “Local Imprint” issue.

Features

18 Branding Arizona

10 Feedback

The state’s image and reputation drive what happens to business in the Valley of the Sun. Eric Jay Toll finds the common thread running through the minds of Valley economic development and political leaders is, Arizona needs to tell its story.

Noted business leaders Trey Basha, Justin Becket and Michael Ebert respond to IBM’s burning business question of the month.

Study looks at what factors are important in how corporate boards assess their CEO’s performance.

Plus: Key economic indicators provide a sense of the health of the local economy.

28 Create a Workplace that Meets Three

Powerful Human Needs

To outperform, outsell and out-innovate the competition, employers need to give their employees the three things they deeply crave, says Christine Comaford.

Special Sections

20 Trickle Up Presen

ts

37 Local Leaders

Business Association Partner section

34 Assets

2013 Audi A7 Plus: “It’s Yours; Put Your Name on It”

34

“Counterfeit Call Out,” “Wait No More,” “Fast & Friendly Organizer,” “Local DJs Launch National Radio Network,” “Product Tours and Demos,” “Unique Glassware Manufacturer Attracts Angel Investor,” “Hospitality Company Spawns Software Division” and “Video Game Developed for Vision Screening”

16 By the Numbers

49 Arizona Small

We spotlight the Valley of the Sun United Way.

28 12 Briefs

18

Showcasing the best of local businesses of all categories

30 Nonprofit

®

How’ A Sp s the Abou It all de tial ec AS Se busin ec ction pend onomy? esses BA s on that ar focused how yo on e lead u loo ing th local k at it. e chan ge

The Arizon

by Rick Murra a Small (ASBA y, Chief Busin ) is the Execu ess Assoc larges tive Office in the iation t trade state r, ASBA repres assoc memb A recen er busine enting 11,000 iation t report emplo sses highes from and over + yees t gross the Brook in all memb 1/2 million metro close ings ers enjoy 15 counties. politan secon Institu group produ ASBA acces d. The te shows area ct (GMP discou s GMP produ that Phoen nts, countl to significant is the ) to do ces. total value growth in busine ess oppor ix has the nation ss with array of goods the tunitie each of insura The report s and servic , with Tucso nce produ other, a wide advoc na , which es a metro acy countr cts, and looks to protec efforts on y’s 100 politan at 2013 active public health larges t their first-q Phoen care have policy t metro more uarter busine ix and issues at www. for 12.2 data on sses. been areas 1.1 perce the major , Disco asba. econo perce nt in Tucso shows an ver com. nt of mic progre perce outpu jobs create players in ntage n during t increa Join ASBA ss for Arizon points d since se of the the first a’s recove more . Be amAZ . And 1.2 perce than quarte the housin the end of ry. In 18 perce ed® r. Housi nt in Phoen the recess nt in sales g marke ng and ix, health ion, an t led prices care is Pretty the nation increa . respo good se of more nsible news with a everyt on the than statew hing 2 surfac ide avera is just e, but econo fine. ge increa there’s my.

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by Buildin smart that not it really er and ntant, with Benef g Busin only did mean more the techno ess s you we need efficie its . . logy exper property are the ntly. .... mana to be of that ....

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Centra when plate, n resou it the ds like tment adver l Arizon 7 how in challe ), rces tising a but cool title a the world nges 4600 mana we also specia busine the econo E. Wash ger, payro list, and neede are we sses ington my has d to be Phoen ll super to be ever everyt Street going more ix, AZ thrown hing else visor, , Suite efficie to find 85034 at us, p. 602.3 in betwe nt.

340 time to and we That’s 06.40 en. make why the quickl 00 With a little y realize f. 602.3 Arizon all hard-e a Small arned 06.40 how impor money? Add South 01 mone Busin to busine tant it ern Arizon y you ess Assoc sses is for make. a 4811 to bring small offers E. Grant We have iation (ASBA you huge discou Road, ) is here: Tucso levera nts on saving rooms Suite n, AZ ged the things to help ; health 262 85712 like office s on produ buying p. 520.3 you keep , life and much cts and power 27.02 produ more more. denta servic 22 cts; UPS of our of the l insura es you f. 520.3 © 2013 nce produ shippi 27.04 are curren 11,000 memb ng servic AssociatASBA. A 40 cts for er If you contact ion. For publicati tly using. es; credit you, your haven more on of the Arizona us at www.asb informat Arizona card ASBA ’t taken family Small and click proce Small Busines a.com. ion or to and all a look Busines ssing; Section join ASBA, s Associat on the of your lately hotel pleases ion. designed “mem each emplo by the of us ber benef at some of yees; faces our offerin and its” tab. have to make to offer. gs, I would With payro the uncer Let the ll, isn’t encou tainty Arizon it nice rage of the a Small to know you to econo visit asba.c Busin that you my, and ess Assoc have om the daily help? iation strugg Take work advan les for you! tage of all we

in this

issue

View from the top looks at how the Shoen family, from founders through succeeding generations, built U-Haul’s vast network on little more than a handshake.

29 Books

New releases examine the many ways that business is human nature.

35 35 Power Lunch Searsucker Plus: “On the Go”

58 Roundtable

Realigning departments can help manufacturing companies reduce waste and increase profits.

On The Agenda

31 Spotlight

Marketing Technology Summit: Content Marketing Environmental and Sustainability Summit

32 Calendar

Business events throughout the Valley

01

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A u g u s t 2013

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A u g u s t 2013

7

August 2013 • Vol. 4, No. 8

Founded 1998

Women of Scottsdale celebrates the "Spirit of

Editor RaeAnne Marsh

Art Director Benjamin Little

Contributing Writers Gremlyn Bradley-Waddell Christine Comaford Mike Hunter N. Satishkumar Eric Jay Toll

Scottsdale" in the refined setting of an elegant reception and luncheon the third Friday of every month at The Westin Kierland Resort & Spa. Business and professional women, community leaders, and women from all walks of life are welcome.

Publisher Rick McCartney

Photographer-at-large Dan Vermillion

Advertising

Operations Louise Ferrari

lferrari@inmediacompany.com

Senior L ouise Ferrari Account Executives lferrari@inmediacompany.com

Martin Klabunde

mklabunde@inmediacompany.com

Cami Shore

cshore@inmediacompany.com

Greg Stiles

gstiles@inmediacompany.com

w w w. w o m e n o f s c o t t s d a l e . o r g

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 Diane Meyer Office Manager Matthew D. Whitmire

Corporate Offices 6360 E. Thomas Road, Suite 210 Scottsdale, AZ 85251 T: (480) 588-9505 F: (480) 584-3751 info@inmediacompany.com www.inmediacompany.com Vol. 4, No. 8. In Business Magazine is published 12 times per year by InMedia Company. POSTMASTER: Send address changes to InMedia Company, 6360 E. Thomas Road, Suite 210, Scottsdale, AZ 85251. To subscribe to In Business Magazine, please send check or money order for one-year subscription of $24.95 to InMedia Company, 6360 E. Thomas Road, Suite 210, Scottsdale, AZ 85251 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. © 2013 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.

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Kimber Lanning, founder and executive director, Local First Arizona

Guest Editor

Growing Home

Kimber Lanning is an entrepreneur and economic specialist who works to cultivate vibrant, sustainable communities and inspire a higher quality of life throughout Arizona. Lanning is actively involved in fostering cultural diversity, economic self-reliance, regional planning and responsible growth in the Greater Phoenix area. She is the founder and executive director of Local First Arizona, an economic development organization focused exclusively on creating, growing and supporting Arizona talent.

We’re living more and more in a global economy, and local companies have opportunities to expand and grow by connecting outward to new markets. But there is economic strength and other benefits to be derived by encouraging business interaction within the local community.

The “buy local” movement has definitely taken hold in Arizona. Consumers are now actively seeking out independent businesses, and they understand that when they support the locally owned businesses in their neighborhoods, up to four times more dollars stay and circulate in the local economy versus money spent in national corporations. They know the money they spend goes toward creating more local jobs, and that the dollars re-circulate to create additional revenue that strengthens local schools and help protect unique and vibrant communities. Locally owned and independent businesses are getting the “buy local” message, too, and are acting with a more collaborative mindset by seeking out other local businesses for their service and supply needs. Consumers and businesses are working together to support Arizona-owned businesses, and are creating prosperity not only for themselves but for their neighbors and their communities overall.

Delving into the dialog about the impact of supporting local businesses, cover story writer Gremlyn BradleyWaddell spoke with economic development managers in various Valley cities that have launched their own “shop local” campaigns, and looks at how they differ from the “buy local” movement. She also spoke with local retail companies as well as an economist at ASU’s W. P. Carey School of Business who provides a global context.

There’s also an increasing effort to build awareness far beyond our local communities of what Arizona businesses can offer and what Arizona can offer business. Eric Jay Toll explores the strategies and goals in this regard in his article “Branding Arizona” In this issue’s “HR” feature, Christine Comaford discusses why employers counting on their employees to perform, innovate and help move the company forward should be focusing on meeting their basic and powerful need for safety, belonging and mattering. And the “Nonprofit” feature shares how one of our oldest community organizations — Valley of the Sun United Way — embraced a fundamental change in its strategy and increased its impact.

Local First Arizona is pleased to partner with In Business Magazine in creating the first annual Local Leaders Special Section. These pages showcase the best of the best where it comes to local businesses of all categories and emphasize the importance of supporting our local economy.

With its well-rounded focus on issues and operational matters that concern businesses large and small in our Greater Phoenix business community, In Business Magazine is a valuable resource and a good read. I’m pleased to introduce this “Local Imprint” issue.

Sincerely,

Kimber Lanning Founder and Executive Director Local First Arizona

Leading by Example The Local Movement has become the norm to a limited few business owners and major local companies that support the effort and see the power of buying local. Local First Arizona has championed this cause for years and, through its leadership and core members, has heightened the message and brought research and other measures to the forefront. It is evident that we are on the right track with this effort.

Kimber Lanning is a leader in this effort and is to be congratulated for her tenacity and dedication to

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this cause. A true Local Leader, it is to her and her staff at Local First Arizona that we express thanks for all of the incredible grass rootsto-mainstream actions that enable business owners, politicians and citizens to see the benefits of buying local and building business within our local economy. See our Local Leaders special section on page 37 and meet more champions of this great movement.

—Rick McCartney, Publisher

Connect with us: Story Ideas/PR: editorial@inbusinessmag.com Business Events/Connections: businessevents@inbusinessmag.com Marketing/Exposure: advertise@inbusinessmag.com Or visit us online at www.inbusinessmag.com

A u g u s t 2013

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Feedback Executives Answer Valley Leaders Sound Off

The cycle of “buying local” involves consumers purchasing from local vendors as well as vendors purchasing supplies from local sources. Studies indicate that not only do both benefit but so also does the overall community. How can you leverage the power of “local” in your industry?

Edward “Trey” Basha President and CEO Bashas’ Family of Stores Sector: Retail What people may not know is that they each have the ability to strengthen and enrich our community by exercising their power of choice. Every time consumers make a purchase, they have the power to benefit Arizona’s economy by shopping at locally owned businesses and purchasing locally made products. It’s those tax dollars that are created from shopping locally that help to fund our schools, fire and police departments, and help our cities to improve our streets and local parks.

Grocery stores are primary channels of purchase for local products.

Several opportunities exist for grocers and marketers of locally made products to promote and sell more local brands. In-store signage is a real opportunity to highlight local products and tell the story about an item and its quality distinctions. Consumers also enjoy meeting face to face with the producers of local products. This is evidenced by local farmers becoming the face of their products, sharing recipes and, ultimately, bringing a whole new level of authenticity to the grocery store.

Justin Beckett Executive Chef and Owner Beckett’s Table Sector: Restaurants It has always been paramount for Beckett’s Table to support the Valley’s growing culinary scene, including sourcing as much as we can from local purveyors. This industry is like a family.

A lot of our friends are making great, high-quality products that we want to support. From Crow’s Dairy, The Roastery of Cave Creek (ROC2) and Sand-Reckoner Vineyards to Berry Bros. Firewood, Brand X T-Shirts and Refresh Glass, we are able to partner with local community producers of the best cheeses, produce, wines, meats and other resources.

We not only get to help support friends and local vendors, we can take comfort knowing where these products are coming from.

Often, we create long-lasting partnerships in our community that flourish through awareness. Take, for instance, Devour Phoenix. This nonprofit coalition of independent restaurants working together is a platform for sharing ideas and building purchasing power to advance dining in the Phoenix area. Guests are also becoming more involved with identifying and knowing where their food comes from, leading to the rapid rise of the farm-to-table movement in the industry.

Bashas’ Family of Stores bashas.com

Edward N. Basha III is president, CEO and chairman of the board of Bashas’ Family of Stores — the family-owned grocer that operates Bashas’, Food City, AJ’s Fine Foods, Sportsman’s Fine Wines & Spirits, Eddie’s Country Store and Bashas’ Diné supermarkets.

He has served as a decision-maker in many different areas of the company, and is currently responsible for overseeing the day-to-day operations of more than 120 grocery stores and 8,000+ members (employees). He has served on the board of numerous Valley nonprofits.

Michael Ebert Managing Partner RED Development Sector: Real Estate Here in Arizona, some of the greatest success stories in local business come from the restaurant segment. At local retail properties — including RED Development’s CityScape, Town & Country and Hilton Village — restaurants are increasingly important anchors and local restaurants are a big part of the mix. Retail property owners help Arizona have a true local flavor by helping local restaurants succeed, some of which even emphasize micro-local preparations: Chris Bianco’s Pizzeria Bianco, with its house-smoked mozzarella, and Chef Kevin Binkley’s

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Beckett’s Table beckettstable.com

An award-winning chef and renowned restaurateur, Chef Justin Beckett partnered with his wife, Michelle, and their longtime friends and sommeliers Scott & Katie Stephens to open Beckett’s Table in the popular Arcadia area in 2010. Since then, Beckett’s Table has garnered national attention, earning Wine Spectator’s 2012 Award of Excellence and a nomination for Food & Wine Magazine’s People’s Best New Chef.

preparation of Arizona-grown fruit and vegetables.

People crave authentic and local experiences, which we believe are central to an engaging retail mix. At our Arizona retail properties, these include appealing local retailers like The Linen Tree, Flagstaff Jean Company, Chakra 4 Herb & Tea House, Olive Creations and Elevate Coffee Co. There is an art to merchandising a compelling project, and this includes making sure there is enough local presence to ground the experience and differentiate it from what you could find anywhere else in the country. This supports local businesses and also shoppers’ growing desire to shop and eat local.

RED Development reddevelopment.com

As a founding partner, Mike Ebert has shaped RED Development’s successful development area in projects across the country since 1995 and leads all aspects of the company’s business. Significant contributions include leading the groundbreaking public-private partnership with the City of Phoenix to develop CityScape, the high-profile, 1.1-million-square-foot, mixed-use urban destination in downtown Phoenix that is a signature project for both the company and the city.

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“Alerus exceeded our expectations.”

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mastro’s ocean club

15045 north kierland blvd., scottsdale 480.443.8555

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A u g u s t 2013

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Briefs

Quick and to the Point

Bytes Counterfeit Call Out uFaker, a new app, calls out the counterfeit products and alerts brand owners as to who is counterfeiting their products.

In an effort to entice the communications, the app not only sends reports, it also allows users to earn discount rewards, protects families from harmful products and combats the thriving global counterfeit epidemic. ufaker.com

Wait No More QLess has created a mobile application that solves the problem of customers or patients having to wait in line — it’s a mobile queue. Customers can roam freely until their “time” in line is announced through a Web browser on a mobile phone, a kiosk in the waiting area or a computer. QLess sends an SMS or calls shortly before their turn comes up. There is also a marketing element to this concept through SMS and other outlets. qless.com

Fast & Friendly Organizer Pocket Informant is a new app from WebIS that is all the rage. Users are able to put their tasks and notes into their calendar, sync with Evernote and with Google, and get maps and other key information about what is going on in their calendar. An easy-to-use calendar that places events with ease, swipes through the user’s calendar and alerts the user as to what’s next. $12.99 at the App Store. webis.net

Unique Glassware Manufacturer Attracts Angel Investor

A business that began as a hobby and grew based on friends’ interest in the product is on track to quadruple its current output and nearly triple its work force in the next 12 months. Refresh Glass, a Tempe-based company that creates functional wine bottle art from discards it “rescues” from landfills, recently received funding from MAC6, a local incubator that focuses on the “conscious capitalism” niche.

Refresh Glass founder and CEO Ray DelMuro, who calls himself a “typical garage entrepreneur,” says the investment from MAC6 has enabled him to hire a salesperson and promote one of his internal production people to operations manager, “so I’m working on the business and training employees.” And his allotted 6,000 square feet of MAC6’s commercial space “has ample capacity and will allow us to go from transforming an average of 1,000 bottles per day to 4,000 per day” — with the current goal of rescuing 10 million bottles before they hit landfills.

MAC6 co-founder Kyle McIntosh says the incubator focuses on businesses that take a long-term approach, making decisions based on what’s best for several decades for both the business and the communities that are affected as opposed to solely looking at quarterly profits. The recently launched Tempe incubator has 10,000 square feet of office space and 38,000 square feet of manufacturing space and provides sales, marketing and general business consulting. “We’re industry-agnostic,” he says, explaining the six “C’s” in the name “MAC6” reference four principles of incubation — creativity, collaboration, community and

change — as well as the term “conscious capitalism.” Refresh Glass is among its first run of incubees.

DelMuro launched Refresh Glass in 2008 as a purpose-driven business that collects used wine bottles and turns them into functional art as products that include drinking glasses and vases. Hospitality clients include the local FnB and Pig & Pickle and national entities Wolfgang Puck and Four Seasons, and the glassware is also sold to consumers through major retailers Dillard’s and Amazon. “Before, we were just taking hot leads; now, we’re proactively going for markets,” DelMuro says.

An engineer, DelMuro left Toyota because he wanted to “make something I was passionate about, that would combine my love for art and engineering [and] elicit an emotional response.”

—RaeAnne Marsh MAC6 mac6.com Refresh Glass refreshglass.com

Visualize This

Seeing Is Believing Product Tours and Demos SimpliMotion, a small studio out of

California, is single-handedly producing client videos and marketing them with high-quality has multiple clients, from tech product

Go online for more!

companies to retailers, that demonstrate the power of the product through high-quality video, music and voiceover that can bring a product to the world stage on YouTube and

Visit our “Briefs” link online.

other digital platforms. simplimotion.com

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Photo courtesy of Refresh Glass

services that are getting results. The company

Briefs

Quick and to the Point

Hospitality Local DJs Launch National Radio Network Company Spawns Software Division

SkyTouch Technology skytouchtechnology.com

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to a satellite, a crucial need for a broadcasting network, was already in place thanks to the show being syndicated in a few markets. These were markets that had contacted them; now, with their own sales team, they will actively seek out additional markets.

—RaeAnne Marsh Johnjay and Rich johnjayandrich.com

Video Game Developed for Vision Screening VisionQuest 20/20, built on a collaboration two Arizonans initiated in 2001, aims to transform the way eye tests are administered to school children and help prevent issues related to treatable vision problems.

It was the idea of James O’Neil, M.D., a pediatric ophthalmologist, to blend visionevaluating technology into a video game to detect vision problems in a child, shooting the beam into the eye while the child is engrossed in playing the game.

The impetus came from his frustration with having so frequently to tell parents their child had permanent vision loss from amblyopia, or lazy eye, which is entirely preventable if detected in time. Co-founder Richard Tirendi brought the enterprise his business acumen and expertise in methodical problem-solving as what he calls a “technical geek engineer” from the semi-conductor industry.

Believing the idea had value but that they could not do it alone, they chose to incorporate as a nonprofit to further opportunities for collaboration with other nonprofits, government agencies and for-profit entities that might otherwise see them as competitors.

Among collaborators was the late Randy Pausch of Carnegie Mellon University, whose graphics the game employs.

Mesa-based VisionQuest launched the game EyeSpy 20/20 earlier this year, providing screenings at a cost of approximately $2 each, compared to $10–$15 per screening using the 150-year-old traditional eye chart. The game tests for visual acuity — including lazy eye, eye misalignment and cataracts — as well as analyzing binocular function, while eliminating the possibility that the child is peeking, guessing or reciting from memory. VisionQuest’s continued management of the data provides the school with data storage and retrieval so information can be compared throughout a child’s age progression.

With computers readily available at most schools, equipment cost is usually not a factor.

To recoup the tremendous cost of developing and maintaining the technology, VisionQuest charges $3,800 for initial implementation.

Recognizing the potential financial hurdle this might pose, Tirendi explains, they incorporated a targeted marketing opportunity on the report each child takes home to his or her parents, which the schools could offer businesses to help underwrite the program and even raise additional funds.

As a public health model, Tirendi believes VisionQuest 20/20 is unique in its combination of social good and entrepreneurialism. “Vision is integral to psychosocial performance, learning, behavior and a slew of other things,” he says. “This is a way to touch a child’s life in a way that is unprecedented.”

—RaeAnne Marsh VisionQuest 20/20 visionquest2020.org

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Photo courtesy of Clear Channel Radio (top), VisionQuest 20/20 (bottom)

Sparked by popular demand, Choice Hotels recently rolled out for public use the software program it initially developed for its own hotel management system. In fact, it created an independent division for the endeavor — SkyTouch Technology, based in Phoenix — and, according to SkyTouch president Rick Leutwyler, “became our first customer.”

Choice decided to create SkyTouch as an independent business division when other hotels, seeing how well it worked for Choice, expressed interest in acquiring the software for their use. Its biggest advantage over other property management programs is its flexibility of operating with a Web browser rather than tying a user to a specific desk, explains Leutwyler. “You can do anything from any computer anywhere,” he says of the property management system that handles reservations, guest stays and rates on any device with an Internet connection.

Plus, there is a lower cost because “not all the software apps are actually on the computer.” It also takes into account the need to be able to bring employees up to speed quickly, an issue because critical customer relations positions such as front-desk clerk experience high turnover. “They want something [the employee] can learn quickly and do without looking down; [rather,] look heads up and make eye contact with the guest,” says Leutwyler, noting, “It was designed by a hotel for a hotel, so it’s intuitive.”

Started with about 75 people from Choice Hotels, SkyTouch now employs 130 and Leutwyler sees it continuing to add employment here. The technology solution is now in use at more than 5,500 Choice and non-Choice hotels in eight countries.

Noting the “tremendous pool of talent here” in the Phoenix area, Leutwyler says SkyTouch is looking to evolve other ways to serve the hospitality industry as well as apply the same capabilities to other markets, such as retirement facilities and student housing.

—RaeAnne Marsh

Local DJs Johnjay Van Es and Rich Berra of the Johnjay and Rich Show that airs in the morning on KZZP KISS-FM have taken a new business move in creating their own Johnjay and Rich Radio Network, aiming to build national name recognition from their base in Phoenix.

“We’re doing it all out of Phoenix; everything is Phoenix” — from sales to Web design — says Van Es, who shares that Clear Channel Media and Entertainment had pressured the pair to move to Los Angeles or the East Coast and would have beamed the show back here.

Being “really personal” has been a key part of the show’s success, according to Berra. “Someone on the show, you will relate to,” he says. “We feel our show can play in different time zones, a lot of different segments, different cities.” Access

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www.stoneywilson.com A u g u s t 2013

15

By the numbers How Boardrooms Assess CEO Performance Key Indicators Metrics & Measurements

While boards rate CEOs low in talent development, financial performance still dominates Boardrooms are giving poor grades to CEOs for their mentoring skills and board engagement. However, although an overwhelming majority of companies consider long-range planning to be important, they place very little weight on many nonfinancial performance measures when actually evaluating a CEO’s performance. The survey found that only a 5-percent weighting was given to a CEO’s performance in the areas of talent development and succession planning, and employee satisfaction/turnover was weighted at half that number.

These findings in recently released study by the Center for Leadership Development and Research at Stanford Graduate School of Business, Stanford University’s Rock Center for Corporate Governance and The Miles Group reveals that companies still prioritize financial performance above all else.

At the same time, however, when directors were asked to rank the top weaknesses of

their CEO, “mentoring skills” and “board engagement” tied for the No. 1 spot. “This signals that directors are clearly concerned about their CEO’s ability to mentor top talent,” says Stephen Miles, founder and CEO of The Miles Group. “Focusing on drivers such as developing the next generation of leadership is essential to planning beyond the next quarter and avoiding the short-term thinking that inhibits growth.”

“While boards clearly see mentoring and talent development as weaknesses in their CEO, the problem is that they are not evaluating CEOs against those measures in a meaningful way,” says David F. Larcker, James Irvin Miller Professor of Accounting and co-director of the Center for Leadership Development and Research at the Stanford Graduate School of Business, observing that financial performance still dominates the grading metrics.

Key indicators for our state economy are provided in each issue to identify those key numbers that give readers a sense of the health of our local economy.

Economic Indicators (Arizona)

“Nearly a third of CEOs don’t think that their evaluation

63% of CEOs, 83% of directors Percentage of directors who believe their CEO is in the top 20% of his or her peers: 41%

64% of CEOs, 83% of directors Percentage of evaluations that evaluate customer service:

less than 5%

A u g u s t 2013

0.01

No. of Housing Permits (May 2013)

2,721

39.9

Consumer Confidence (Apr. 2013)

69.6

n/a

Average Hourly Earnings (June 2013)

$23.02

1.0

Retail Sales (in thousands)

Mar. 2013

Apr. 2013

Total Sales

7,757,901

$7,049,984

5.42%

2.38%

Retail

$4,790,302

$4,263,676

Food

$1,034,675

$1,037,359

Restaurants & Bars

Change Y0Y

$1,051,819

$943,669

Gasoline

$881,106

$805,280

Contracting

$851,944

$897,177

Eller Business Research

not evaluate its CEO,” says Professor David Larcker. “Without

Real Estate

[this], how can the board claim to be monitoring a corporation?”

Commercial: Office*

Q1 2013

Vacancy Rate Net Absorption (in SF)

is effective,” says Professor Larcker. “The success of an organization is dependent on open and honest dialogue

Rental Rates (Class A)

between the CEO and the board. It is difficult to see how that can

Vacancy Rate

And 17 percent believe he or she is below the top 40 percent

Net Absorption (in SF)

“The board hires the CEO — they should believe that they have

Rental Rates (General Industrial)

the individual in that job who is absolutely the best, or can

Total Sales Volume

“The truth of the matter is that the CEO evaluation process is

22.1%

21.9% 163,279

Q1 2013

Residential:

Q2 2013

(39,279) $23.25

Commercial: Indust.*

happen without a rigorous evaluation process.”

$23.23

Q2 2013

12.0%

12.0%

1,216,340

550,835

$0.49†

$0.49†

June 2012

June 2013

8,394

8,512

$155,000

$193,085

not that balanced,” says Professor Larcker. “Amid growing calls

Total Median Sale Price

for integrating reporting and corporate social responsibility,

New Build Sales Volume

779

754

companies are still behind the times when it comes to developing

New Median Sale Price

$230,000

$281,380

reliable and valid measures of nonfinancial performance metrics.”

Resale Sales Volume

“Seeming important things such as product service and quality,

Resale Median Sale Price

customer service, workplace safety and even innovation are used in less than 5 percent of evaluations,” says Professor Larcker.

Center for Leadership Development and Research at Stanford Graduate School of Business, Stanford University’s Rock Center for Corporate Governance and The Miles Group: 2013 Survey on CEO Performance Evaluations

16

2,470.8

Retail Sales (Arizona)

quickly become the best,” says Stephen Miles.

Percentage of CEOs and directors who believe the evaluation process is balanced:

-0.51

Eller Business Research

Key Findings of the 2013 Survey on CEO Performance Evaluations Percentage of CEOs and directors who believe the CEO evaluation process is effective:

YOY % Change

8.0

Job Growth (in thousands) (June 2013)

Stanford University stanford.edu

“Given their fiduciary duties, it’s strange that any company would

Number

Unemployment (June 2013)

The Miles Group miles-group.com

Percentage of companies that say they have never evaluated their CEO: 10%

by Mike Hunter

7,615

7,758

$145,000

$185,000

* Cassidy Turley Arizona †

Industrial rents are expressed as triple net.

Latest data at time of press

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Statewide

The Bigger picture

Branding Arizona Effort and money are necessities The common thread running through the minds of Valley economic development and political leaders is: Arizona needs to tell its story.

The state’s image and reputation drive what happens to business in the Valley of the Sun. Arizona has never cohesively presented its message to the world. Officials say we’re always playing catch-up and trying to erase archaic and wrong images. “We need a consistent message,” Greater Phoenix Economic Council CEO Barry Broome explains, “because when [negative] news puts Arizona on the front page, we spend four to six months cleaning up the mess. I’d like to see the state put $10–$15 million into branding Arizona.”

Arizona’s image got a big boost from an unlikely source last year. “When President Obama spoke at Intel, a lot of people started looking at Arizona differently,” explains Chandler Mayor Jay Tibshraeny. “We’ve gotten a lot of traction from his visit. We’re getting calls and CEOs are rethinking Arizona.”

When the President of the United States stands in front of a local business success and gives it accolades, money can’t buy the kind of message that image conveys, Chandler economic development officials say.

“You can’t just buy an image,” cautions Phoenix Mayor Greg Stanton. “We’ve got to back it with smart public policy, good education, and a quality of life people will want to enjoy. When we do that, what we do will make the brand.”

Mayor Stanton talks up the renaissance in Downtown Phoenix and hints of major announcements to come. The UA biomedical campus, CityScape and ASU downtown have transformed the area in a short time span.

Mayor Scott Smith touts the five colleges with downtown Mesa campuses, light rail-spurred development and the East Valley’s foray in bio- and life-sciences. Mayor Tibshraeny talks Price Corridor. “We know that if it’s good for any one of the cities in the Valley, it’s good for all of us,” says Mayor Tibshraeny. This spirit of cooperation and regionalism is a recent consolidation of formerly independent efforts.

“Branding Arizona is necessary to attract capital, keep the talent here, and get story out about our business climate,” insists Brandon

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Clarke, leader of Startup Arizona. Startup Arizona is part of the national Startup America Partnership, led by AOL founder Scott Case, which provides support to incubating businesses across the country.

Leaders are using their pulpits to talk up Arizona. They are touting the same message about Arizona’s strengths: talent and innovation, mentoring and collaboration, ingenuity and success, diversity and education. “We can offer attractive tax packages, keep regulations under control, but that just gets us into the site selection,” emphasizes Mayor Smith. “What gets us over the top is when we can answer a CEO’s challenge, ‘Tell me I can find the people who will make my business succeed.’”

“Our policy is to be welcoming in this region,” explains Mayor Stanton. “This is what

builds a great city — diversity, culture, arts and strong urban design. When I talk to businesses about coming here, they want to know if there is a highly educated, diverse, long-term work force. They ask about whether or not there are other businesses like theirs in the market.

That’s part of diversity.”

Another Arizona advantage is its land.

“There’s an open air to Arizona. It seems exotic to outsiders,” points out Arizona State University president Michael Crow, Ph.D. “Life is good in the desert. We don’t have earthquakes, severe weather, and we have a wide-open culture. There is a place for innovation in any field.” Calling Arizona the “edge of newness,” Dr. Crow says, “Time moves quicker here. The five C’s [cattle, citrus, climate, copper and cotton], have been inbusine ssmag.com

Photo courtesy of Ben Arnold Photography

by Eric Jay Toll

Photo courtesy of Ben Arnold Photography

surpassed. New things are happening — new approaches to government, new businesses, new technologies, new cities; anything is possible in this Valley.”

Success; that’s the story to tell, economic developers agree. News report by news report, ranking by ranking, Arizona enjoys good business press. Then comes the stomping foot: Texas and its $15 million a year advertising budget; California and $25 million a year; New York, well on the way to matching Michigan’s $5 million. Other states are putting big dollars into national advertising. The Arizona news is getting drowned.

“We’re readying an aggressive strategy to put Arizona out there,” says Sandra Watson, president and CEO of the Arizona Commerce Authority. “The key is how to tell that story and where to tell it. We want Arizonans to be as excited and proud of this message as Texans are of their slogan and Michigan is of its ‘pure Michigan’ moniker.”

The state brand being promoted is “Arizona Know How.” The ACA has committed a significant creative effort into an initial set of messages marketing Arizona know-how. The agency is focused on selling Arizona’s growth, opportunities, talent and innovation. With all the agencies and organizations promoting Arizona, under Watson, the ACA picked up the leadership ball and is running with it.

What it’s going to take to tell the Arizona story is $20 million — a quarter of that targeted to reinforce the message locally and instill a “don’t mess with Texas” sense of pride, and the balance going to the national market.

The “Arizona Know How” campaign uses sun, deserts and Downtown to illustrate Arizona successes. In the campaign, ads take the questions a CEO wants answered and answers under the banner “we know how.”

The Arizona Know How effort is built on the independence and pride that make the state what it is.

The ACA’s efforts — if the state puts in enough money to be heard above the marketplace clutter — is the kind of story that can be told. If it’s spread wide enough with adequate budget, it’s going to be a message that can be heard.

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Arizona Commerce Authority azcommerce.com Arizona State University asu.edu City of Chandler chandleraz.gov City of Phoenix phoenix.gov Greater Phoenix Economic Council gpec.org Startup Arizona s.co/region/arizona

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A u g u s t 2013

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Trickle Up

A View from the Top

U-Haul: Building on the Power of Relationships

For the Shoens, it’s all about trust in people and identifying with customers’ needs The company was founded on faith in people, says Stuart Shoen, executive VP of U-Haul and third generation in the family business. In the mid-1940s, he relates, there were plenty of trailer rental companies but none that would rent one-way. Husband and wife L.S. and Anna Mary Carty Shoen conceived of a program to serve customers needing a long haul for a one-way move, such as from Portland to San Francisco (“I think that was the first customer,” Shoen says) and wanting to do the move themselves.

Along with the contract to use one of their small inventory of trailers, the Shoens told the customer to drop the trailer off at a service station that looked reputable, and gave the customer a packet to give that proprietor that said, “Congratulations, you’re the newest U-Haul dealer. If you want to rent this U-Haul trailer, give the same packet to your customer.” The packet included a suggested rental rate and amount to be remitted to them, and asked him to let them know if he was interested in being part of the U-Haul network because, if so, they would send to him their next customer going to his city.

It was a similarly flexible approach the company took when it expanded into selfstorage, a business move that came out of the

thesis Stuart’s father, Edward Joseph, now the company CEO, researched for his MBA at Harvard in the early ’70s. “It was so well received, the professors wanted to go into the storage business with him,” Stuart relates.

Instead, Joe convinced his parents, L.S. and Anna Mary, to get into storage — through arrangements with existing storage businesses.

“Dealership agreements are as close to a handshake as we can get,” says Shoen. “They can end it any time they want out. It encourages both parties to do right by each other.” The biggest growth of dealers in that industry is independent storage facilities, Shoen points out. “Almost all are mom-and-pop. And we are fine to not own the storage.” U-Haul provides the storage dealer with some trucks and Web-based software to run the business, and requires no investment but only that it follow U-Haul’s policies and procedures. Self-storage, says Shoen, is a great complement to their truck rentals, as it is a consistent day in, day out business whereas the trucks are more seasonal.

That same decade saw the full-service gas station going by the wayside. There was an oil crisis at the time, but, also, cars were beginning to need less in the way of servicing. “We lost a lot of dealers,” says Shoen. Since independent

The Road to Success ■■ From a single location in Portland, Ore.,

■■ ■■ ■■ 20

in 1945, U-Haul has grown to more than 16,000 independent dealerships and 1,500 company-owned dealerships throughout North America, including a presence in all 10 Canadian provinces, and is now headquartered in Phoenix.

Direct employees number about 22,000 in the summer months; slightly fewer than 20,000 in the winter months.

U-Haul owns about 100,000 trucks and 100,000 trailers.

U-Haul is putting natural gas- and propane-fueled trucks into its rental fleet

A u g u s t 2013

■■

■■

in parts of the country where there is infrastructure to support it.

U-Haul works directly with Ford Motor Company, which produces the truck cab and chassis to its specifications at Ford’s Ohio assembly plant. These are then shipped to six U-Haul locations where the box is added to the chassis.

U-Haul is pioneering sustainability efforts with its suppliers, such as developing with Ford a paint process that cuts down the number of times the paint must be baked onto the truck and thereby also reduces electricity consumption.

service stations had been the backbone of U-Haul, “it made us nervous. We began putting our resources into owning our own locations.”

There are now about 1,500 company-owned dealerships, although that is still a small part of the overall operations that include more than 16,000 independent dealerships.

Noting that U-Haul is in every community in the United States, Shoen explains the company’s strategy is to work with existing businesses that have “excess labor” — such as the old fullservice gas station where employees were busy only when they were pumping gas — and, in the off-time, can field phone calls. “We have furniture stores, cell-phone stores, even liquor stores in small towns.”

The exact number of dealers “is always a moving number,” says Shoen. The laissezfaire approach to acquiring dealerships has been replaced by what Shoen calls a “robust organization” with area field managers who actively prospect for good locations. The profile of that “good location,” though, has not changed: a reputable-looking, existing business with excess labor that can field calls when not serving customers for the primary business.

Categorizing the relationship as U-Haul being a “guest of local mom-and-pop businesses,” Shoen says, “It fits harmoniously with being a do-it-yourself person — we make sure we’re there to help.”

And that, he believes, is the strength behind the company’s success. “We’re still around because we’re more like our customer — a DIY-er at heart. You can’t just throw money at it, like some venture capital groups.” Giving the example of accommodating a storage customer who needs access at 2:00 in the morning, he says, “You don’t even know you need to be doing that stuff unless you’re a like-minded individual with your customer.”

U-Haul uhaul.com

inbusine ssmag.com

Photo courtesy of U-Haul

by RaeAnne Marsh

Kimber Lanning, the Valley entrepreneur and founder and executive director of Local First Arizona who has been at the front of the movement since its inception years ago, says the evidence that consumers are interested in and will support the “buy local� approach includes the 50 to 75 or so new, locally owned businesses that have popped up in the downtown Phoenix corridor over the past several years and are holding their own.

24

A u g u s t 2013

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And Bill Gates, vice mayor of Phoenix, proudly points to the city’s yearold procurement policy that favors Arizona-based businesses over out-of-state firms when it comes to awarding contracts of $50,000 or less. After all, the policy not only has the potential to positively affect local businesses in a multitude of ways, but also the city and state, which benefit from being regarded as respected arenas in which to do business and for growing firms that can navigate the marketplace.

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A u g u s t 2013

25

Another argument in the “buy local vs. buy cheapest” debate is that low prices aren’t low when a community factors in, for example, a retailer’s healthcare options for its employees. And everyone knows at least one nationwide discount retail chain that prides itself on its low prices has often faced criticism for allegedly paying its employees so little in wages they end up on public assistance programs, thereby putting an even bigger strain on the local economy that it presents itself as trying to serve.

26

A u g u s t 2013

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Other communities around the state also are making attempts to advance the “buy local” and “shop local” mentality as a way to realize revenue, and others are experimenting with business incubators. LaTricia Woods, public information officer for Maricopa, says that city recently completed a successful “Shop Local” pilot program that, as an incentive for residents to keep purchases within city borders, included a gift card contest.

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HR

People Are Key

Create a Workplace that Meets Three Powerful Human Needs To outperform, outsell and out-innovate the competition, employers need to give their employees the three things they deeply crave

by Christine Comaford Employers may be clear on what they need from their employees: hard work, efficiency, innovation, motivation, results. But what do employees need from their employer? To answer in practical terms — a steady paycheck, a quiet workspace, more training — is only partly right. Before they can meet the employer’s deepest needs, the employer must meet theirs.

Psychologist Abraham Maslow said it first in 1943: After our essential needs for food and shelter are met, our next level of needs includes safety, belonging and mattering. Those are needed before we can seek self-actualization. What that means in a work environment is that people simply can’t perform, innovate, agree or move forward until those three needs have been met.

Unfortunately, the workplace is filled with situations that make employees feel they’re not safe, they don’t belong and they don’t matter.

Unfair promotion practices, an intolerance for failure, micromanaging leaders, fuzzy communication practices — these are just a few conditions that can send people into the survival-focused fight/flight/ freeze part of the brain, creating what I call the “Critter State.”

To turn things around, employers need to get employees into their so-called “Smart State,” where they have full access to their creativity, problem-solving ability and emotional engagement. They do that by promoting safety, belonging and mattering.

The greater the feeling of safety (both emotional and physical), the more people will feel connected (“We’re in this together”) and the more they’ll feel that they personally matter, make a difference and are contributing to the greater good. And all of that leads to greater success for the company. The following are tips to help create such a workplace: Understand what safety, belonging and mattering mean. The need for safety, belonging and mattering isn’t going anywhere. It’s neurological and primal, so it’s important to understand what those things look like “in action.”

■■ “Safety” means creating an environment where employees can take risks, stretch and grow. Employers need to be honest in assessing

28

A u g u s t 2013

their company: Is it safe for employees to take risks at the company, or will they face consequences if their efforts fall short?

■■ “Belonging” means creating an environment where a team feels like a tight-knit tribe. Everyone is equal and rowing in the same direction to reach the organization’s goals. It’s an admittedly extreme example, but think about gangs — where people will literally kill to stay in the tribe. That’s how powerful this stuff is.

■■ “Mattering” means that each individual contributes in a unique way. Every employee makes a difference, which is appreciated and publicly acknowledged. Employers should consider whether their company culture works this way, or whether individuals are acknowledged only when they make mistakes.

Determine what your company culture is lacking. A leader’s job is to identify whether it is safety, belonging, mattering or a combination of the three that is most important to the company’s employees.

A little observation and thought will answer the “which one” question. For example, if a team has an “us vs. them” mentality, they’re craving belonging. If they behave like victims and complain that they aren’t appreciated, they want to know that they matter. And if there’s an undertone of fear to supervisor-employee interactions, they need safety.

Once an employer knows which subconscious need is most outstanding, the next step is to do everything possible to satisfy it.

Influence the team through behaviors. To truly motivate someone, a leader can’t just tell her what to do; it’s necessary to make sure she’s emotionally invested and she has a reason other than “the boss gave me this assignment” to keep forging ahead. The good news is, various cultural behaviors can boost the experience of safety, belonging and mattering within a company and can help its leaders give employees this type of from-within fuel.

While the art — and science — of influence is so complex that entire books have been written about it, the following tactics may help leaders deliver safety, belonging and mattering through their behavior. inbusine ssmag.com

Books ■■ C reate and share an engaging mission, vision and value set for the organization. This will draw people together for a greater cause, help them see where they’re headed together and set their “code of conduct” as a tribe.

■■ Develop individual development plans for each of the employees.

This will show them how they matter, where they belong within the tribe and how the company sees them as long-term investments (job security — “We’re safe!”).

■■ Institute cultural rituals like high-fives, shout-outs, public appreciation in newsletters, etc. Even if they feel cheesy at first, these rituals will reinforce mattering and tribal customs (which underscore safety and belonging).

■■ Operate transparently. This means paying attention to accountability structures, open communication, fairness, etc. In order for people to feel safe and leave their Critter States, they need to know where the performance “bar” is and how to jump over it.

What I’ve described is the opposite of command and control. To engage and enroll helps people envision an exciting future and invites them to join in creating it. That’s real influence.

Influence the team through communication. It shouldn’t come as a surprise to hear that the way leaders communicate with their people can make them feel safe, included and appreciated — or not. It’s important leaders not underestimate the way they seek information and convey ideas. To help someone feel safe enough to shift out of his Critter State, try using one of these three influencing phrases: ■■ “What if …?” Prefacing an idea or suggestion removes ego and reduces emotion. It conveys curiosity rather than forcing a position. This enables the employee to more easily take part in brainstorming instead of feeling that she needs to agree with the boss.

■■ “I need your help.” This tactic is called the “dom-sub swap” because when the dominant person uses it, he or she is enrolling the subordinate person to rise up and swap roles. This is an especially effective phrase to encourage a team member to change his behavior or take on more responsibility.

■■ “Would it be helpful if …?” When someone is stuck in her Critter State, spinning her wheels or unable to move forward, offering up a solution will help her to see a possible course of action or positive outcome.

Every employee can be happier and more effective if employers simply identify whether they crave more safety, belonging or mattering, and help them achieve those states. When employers do that successfully, their organizations will enjoy more innovation, collaboration, engagement and forward progress.

Christine Comaford Associates christinecomaford.com

Christine Comaford, author of recently released SmartTribes: How Teams Become Brilliant Together, is the bestselling author of Rules for Renegades.

A global thought leader who helps mid-sized and Fortune 1000 companies navigate growth and change, and an expert in human behavior and applied neuroscience, she has consulted to the White House (Presidents Clinton and Bush), built and sold five of her own businesses with an average 700-percent return on investment, and helped more than 50 of her clients to exit their businesses for $12–$425 million.

Business Is Human Nature Before Happiness: The 5 Hidden Keys to Achieving Success, Spreading Happiness, and Sustaining Positive Change

Why are some people able to make positive change while others remain the same? In his international bestseller, The Happiness Advantage, Harvard-trained researcher Shawn Achor described why happiness is the precursor to greater success. This book is about what comes before both.

Because before we can be happy or successful, we need to first develop the ability to see that positive change is possible. Only once we learn to see the world through a more positive lens can we summon all our motivation, emotion and intelligence to achieve our personal and professional goals.

Shawn Achor $26 • Crown Publishing Group • September 2013

Grow a Pair: How to Stop Being a Victim and Take Back Your Life, Your Business, and Your Sanity A five-time bestselling author and one of the country’s leading business speakers, Winget has made a reputation for being the first to challenge the positive-attraction gurus and the law-of-attraction bozos with his commonsense approach to success. Winget doesn’t sugar-coat, and he isn’t afraid to make people uncomfortable, because he wants us to stop making excuses and start getting results. In Grow a Pair, Winget takes on entitlement culture, the self-help movement, political correctness and more. We’ve all heard the phrase “grow a pair,” but Winget’s advice isn’t about anatomy — it’s about attitude.

He offers prescriptive advice on goal achieving, career, personal finance and more.

Larry Winget $17.50 • Gotham • September 2013

Compelling People: The Hidden Qualities that Make Us Influential After this look at how we make character judgments, readers will never look at people — including themselves — the same way again.

Drawing on cutting-edge social science research as well as their own work with Fortune 500 executives, members of Congress and Nobel Prize winners, authors Matt Kohut and John Neffinger demystify the process we use to size each other up. It turns out that we judge each other primarily on two critical criteria: strength and warmth.

The authors explain the inner workings of each, the tension that makes it so hard to project both at once, and the successful strategies that the most admired among us use to win respect and affection.

John Neffinger and Matthew Kohut $25.95 • Hudson Street Press • On shelves and online

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by RaeAnne Marsh

Actions to build Community

Valley of the Sun United Way: New Focus for Community Good

With a couple of name changes since its founding, the community organization has been serving Phoenix since 1925. In the ’80s, the then-Phoenix/Scottsdale United Way was joined by other Valley United Ways to form the Valley of the Sun United Way. The organization’s goals now, as then, are to ensure children and youth succeed in school, to end hunger and homelessness, and to help individuals and families achieve financial stability. But now, especially, “is an interesting time to talk about United Way,” says VSUW executive director Merl Waschler. “We’re on an inflection point now of doing things differently.

“Today, we identify strategies and metrics — what we want to achieve in those areas — and set specific goals in each particular area,” Waschler says, noting it is a significant change in the organization’s approach. Historically, United Way has invested its funds in highperforming programs across a wide service spectrum. But a few years ago, Waschler says, “We stepped back and had conversations with supporters and business leaders around what our aspirations are.” The result was a decision to narrow those community aspirations and invest the money in a more concentrated manner.

Addressing homelessness, for instance, VSUW previously was a primary funder for those who work with the homeless community. Now, instead of just managing the issue, VSUW looks at the underlying issues of homelessness. “If we can get the chronically homeless into housing, we can free up money for families that are firsttimers,” he explains, noting that the chronically homeless make up less than 20 percent of the population but consume 50 percent of the resources. “We make a systemic change and, at the same time, improve people’s lives.”

The systemic change involves creating Community Objective – Increase Financial Stability for Individuals and Families; a United Way volunteer presents a financial literacy course to teach the importance of saving and budgeting

an advisory council for the issue made up of people who touch that issue. In the case of homelessness, this includes government, business, architects and builders. The council works to build a common vision and agenda, studying programs that have proven successful in other cities and seeking input from local and national experts as technical advisors.

“We figure out how to take what they’re doing and translate it locally; we can’t just import it.” For instance, he says, “The work of the Corporation for Supportive Housing in Philadelphia and Seattle was influential on the work we did here.” This involved recognizing a need to establish the infrastructure to support the end goals of providing housing.

Existing advisory councils are End Hunger, End Homelessness, Ensure Children Succeed, Ensure Youth Succeed, and Increase Financial Stability for Families and Individuals. Helping in these efforts is the caliber of the business leaders involved in VSUW. Recent board chairmen are Phil Francis, former CEO of PetSmart; Doug Parker, CEO of US Airways; and Derrick Hall, CEO of the Arizona Diamondbacks. Pam Convoy, CEO of Wells Fargo for Arizona and Nevada, is the current chairman. Says Waschler, “Getting a business leader at the table, people want to be at that table.”

Connected to all of this is a new focus for the organization. “We need to make sure people at all levels of government know we

Community Objective: End Hunger and Homelessness

have a set of strategies and a lot of information around these issues they’re making decisions on, and that we have an expertise and interest in policy that affects those populations — so we are one of their first calls,” says Waschler.

The organization’s purpose is to identify issues and how they tie into other “wickedly complex issues,” and provide data that will help decision makers make good decisions. “We’re a leading indicator regarding social issues,” says Waschler. “For instance, we work with 2-1-1, a community referral service, so we really know what’s happening on the ground.”

Valley of the Sun United Way vsuw.org Community Objective – Ensure Children and Youth Succeed; a United Way volunteer is reading to a young boy at a recent Read on Greater Phoenix Literacy Fair

Snapshot

■■ Valley of the Sun United Way’s annual budget is ■■ ■■ ■■

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approximately $110 million, 90 percent of which goes directly into program.

Revenue sources include grants, foundations and the organization’s workforce campaign.

Workforce campaigns are organized at individual corporations. At Intel, for instance, employees contributed more than $8 million last year. “We’re always looking for folks to develop workforce campaigns at the businesses,” says Executive Director Merl Waschler.

The “loaned executive program” is one of the ways businesses help VSUW execute its work, according to Waschler. Executives are loaned to VSUW from their business for three months to augment the organization’s fundraising and residential development staff. “For some companies, this is part of their management training program,” says Waschler. “I hear back from people all the time that this was a great experience. They see the community in a different way, and get people at their best — thinking about the community, philanthropy and helping others.”

Among volunteer opportunities now is the Million Minutes Challenge, headed by BMO Harris CEO Steve Johnson, to recruit more businesses to United Way activities.

In business to do good for the community, nonprofits enrich the lives of those who contribute as well as those who receive. In Business Magazine showcases two nonprofits in each issue, focusing on their business organization and spotlighting an upcoming fundraising event.

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Photos by Christine Johnson Photography, courtesy of Valley of the Sun United Way

NonProfit

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August 2013

O n t h e Ag e n D a

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.

Arizona Technology Council

Arizona Chamber of Commerce and Industry

Marketing Technology 2013 Environmental and Sustainability Summit Summit: Content Marketing Thurs. – Fri., Aug. 22 – 23 — 9:00a (Thurs.) – 4:00p (Fri.) Thur., Aug. 22 — 12:30p – 6:00p

Photo courtesy of Jay Mark

The Arizona Technology Council and the Business Marketing Association, Phoenix Chapter, are partnering to present a summit and expo focused on helping businesses build their marketing plans. The event will take place at the Hilton Scottsdale Resort & Villas on Thursday, Aug. 22.

The Summit packs panel discussions and two keynote addresses from award-winning speakers into the one-day event, which is designed for the continuing education of marketing professionals.

The accompanying expo, at which BMA and AZTC members will showcase products and services that are geared toward helping attendees create and execute marketing strategies for their business, will continue throughout the day until the event closes at 6 p.m.

Tim Riesterer, the keynote speaker who will open the program, is chief strategy and marketing officer of Corporate Visions, which works with global companies that include Motorola and Dell on their sales and marketing planning and implementation.

Riesterer is responsible for the company’s thought leadership, positioning and product development.

Presenting later in the afternoon will be Robert Rose, lead strategist at the Content Marketing Institute and a research fellow with Coburn Ventures, a think tank that advises investors regarding current trends in technology and investing.

Panel topics are “Content Marketing for Sales Success” and “Content Marketing Secrets of Master Marketers.” A cocktail reception will conclude the day’s program.

Registration is $40 for members of the Arizona Technology Council and the Phoenix chapter of the Business Marketing Association, $60 for nonmembers.

—RaeAnne Marsh Arizona Technology Council aztechcouncil.org

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The Arizona Chamber of Commerce and Industry’s annual Environmental and Sustainability Summit will be held out of the Valley’s summer heat at the Prescott Resort and Conference Center. The program will feature experts from government and industry speaking on the latest topics and trends in sustainability and environmental issues.

A full schedule on Friday includes seven break-out presentations. Rounding out the two-day program are the golf and networking opportunities on Thursday.

“The Business Case for Sustainable Development Practices” will be presented by Adam Hawkins, an attorney in the Phoenix office of the law firm of Polsinelli. Hawkins’ expertise is in public policy, and he helps clients with issues that touch public policy, including natural resources, water, public lands and the environment.

“Application of LEAN to Environmental Compliance and Sustainability Programs” will be presented by Phil Lagas, senior VP with Haley & Aldrich, a consulting firm whose specialties include environmental science. Lagas has more than two decades of experience in managing multi-disciplinary waste management and environmental projects, and currently serves on the board of directors of the Chamber’s Arizona Manufacturers Council.

Henry Darwin, director of the Arizona Department of Environmental Quality, will speak about the Voluntary Environmental Stewardship Program. Darwin’s extensive experience in the field includes primary authorship of ADEZ’s Compliance and Enforcement Handbook and development of the Arizona Environmental Performance Track Program.

“Fact, Fiction, Opportunity & Threat: Deciphering How Federal & State Environmental Policy Will Impact You” will be presented by Polsinelli attorneys Andy Wright, Tracy Hammond and Amanda Reeve. Wright and Hammond work in the firm’s Washington, D.C., office, helping clients with public policy issues. Reeve, who recently served in the Arizona House of Representatives, is a member of the Phoenix Public Policy team.

In addition to a panel discussion by the Arizona Department of Environmental Quality will be another panel discussion on recycling and a presentation on sustainability retro-fitting.

Registration for the summit is $165 for Chamber members and $195 for nonmembers. Golf is an additional $80. The resort is offering a special room rate for those attending the summit.

—RaeAnne Marsh Arizona Chamber of Commerce and Industry azchamber.com

No Notable Dates This Month 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.

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O n t h e Ag e n d a ARIZONA CHAMBER OF COMMERCE AND INDUSTRY 2013 Environmental and Sustainability Summit

Thurs. – Fri., Aug. 22 – 23 9:00a Thursday – 4:00p Friday

Golf tournament (optional) and networking reception on Thursday. Full day summit on Friday will feature an industry tradeshow and speakers from government and industry addressing the latest environmental and sustainability topics and trends.

Members: $165; non-members: $195; golf: $80 Prescott Resort and Conference Center 1500 E. State Rte. 69, Prescott azchamber.com (See article on page 31.)

ARIZONA INTERNATIONAL GROWTH GROUP “Sustainability and Solar at Greekfest” Mon., Aug. 5 11:00a – 1:00p

Annual lunch; panel of speakers to be announced. $37 Greekfest Restaurant 1940 E. Camelback Rd., Phoenix growthnation.com/azigg

ARIZONA SMALL BUSINESS ASSOCIATION Creating Your Effective Networking Commercial Tues., Aug. 13 1:45p – 3:00p

Get tips to develop an effective 30-second networking commercial in this hands-on workshop. After some pointers, we’ll work on creating your specific message.

Members: free; non-members: $10 ASBA’s Business Education Center 4600 E. Washington St., Phoenix asba.com

Fast & Curious Speed Networking™ Tues., Aug. 13 3:00p – 4:30p

This is a “ready-set-go” style of networking that allows attendees to meet other business owners in 3-minute-orless intervals.

Members: free; non-members: $25 ASBA’s Business Education Center 4600 E. Washington St., Phoenix asba.com

Happy Hour Collaborative Mixer Thurs., Aug. 15 5:30p – 7:30p

Join the Arizona Small Business Association; Arizona Jewish Lawyers Association, Young Lawyers Division; Arizona Asian American Bar Association; Emerging Business Leaders of Phoenix Children’s Hospital; and the North Scottsdale Chamber of Commerce

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for a free happy hour networking event.

Free; RSVP requested The Yard at Culinary Dropout 5632 N. 7th St., Phoenix asba.com

Members and sponsors: $40; non-members: $65; at the door: add $10 Kelly’s at Southbridge 7117 E. 6th Ave., Scottsdale (480) 393-3205

ARIZONA TECHNOLOGY COUNCIL

CHANDLER CHAMBER OF COMMERCE

Women in the Workforce Fri., Aug. 9 8:00a – 10:00a

Presenters are two ladies who started the marketing firm Envida Group as young entrepreneurs in their early 20s. Event includes a manicure or pedicure (30-minute treatment; cost includes tax and gratuity). $35; with treatment: $50 20 Lounge 7001 N. Scottsdale Rd., Scottsdale (602) 343-8324

2013 CEO Retreat

Mon. – Tues., Aug. 19 – 20 11:00a Monday – 3:30p Tuesday

Two-day event gathers business owners, presidents and CEOs for speakers, workshops, keynote presentations, golf and networking. Presented by Polsinelli.

Members: $400; non-members: $500; golf: add $150; room rate: $164 (give name Arizona Technology Council) Hilton Sedona Resort and Spa 90 Ridge Trail Dr., Sedona (602) 343-8324 (See article on page 31.)

Council Connect: Mobile Work Styles and Cloud Services Wed., Aug. 21 11:30a – 1:30p

We explore how Desktop-as-a-Service can help provide the flexibility and scalability your employees need while also helping to reduce desktop management costs, improve data integrity / security and extended hardware lifecycles. Presented

by OneNeck IT Services.

Members: $35; non-members: $55 Seasons 52 2502 E. Camelback Rd., Phoenix aztechcouncil.org

Marketing Technology Summit: Content Marketing Thurs., Aug. 22 12:30p – 6:00p

Panel discussion, keynote speaker, sponsor expo and other great presentations. Presented by the Arizona Technology Council and Business Marketing Association Phoenix Chapter.

AZTC and BMA members: $40; non-members: $60 Hilton Scottsdale Resort & Villas – Grand Ballroom 6333 N. Scottsdale Rd., Scottsdale aztechcouncil.org

ASSOCIATION FOR CORPORATE GROWTH – ARIZONA August Summer Social Tues., Aug. 20 5:00p – 7:00p

Women’s Council Tues., Aug. 6 8:00a – 9:30a

Dr. Elizabeth Reynoso will speak on “Women’s Health.”

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

Start-Up Lab

Tues., Aug. 6 2:00p – 3:00p

The Start-Up Lab has various sessions that offer a unique program that uses real life examples of business problems and shows how using technology can help solve those problems. This will in turn help small businesses grow and succeed.

Free; register online Chandler Chamber of Commerce 25 S. Arizona Pl., Chandler chandlerchamber.com

Technology Seminar Thurs., Aug. 8 8:00a – 9:30a

This month’s topic will include a presentation by Cloud Communications covering voice and data communications as well as storage with a third-party organization.

Members: $5; non-members: $15 Chandler Chamber of Commerce 25 S. Arizona Pl., Chandler chandlerchamber.com

Workshop: Revenue Growth Thurs., Aug. 22 3:00p – 5:00p

Learn key components on how to expand your business’s revenue. $25; free for veterans with vetsfastlaunch.org Chandler Chamber of Commerce 25 S. Arizona Pl., Chandler chandlerchamber.com

Education Forum Wed., Aug. 28 7:30a – 9:00a

State Superintendent of Education John Huppenthal will lead a discussion about key strengths and issues of education in Arizona. Panelists include Dr. Camille Casteel from Chandler Unified School District, Dr. David Schauer from Kyrene School District and Dr. Kenneth Baca from Tempe Union School District.

Members: $20; non-members: $35 SoHo 63 63 E. Boston St., Chandler chandlerchamber.com

GREATER PHOENIX CHAMBER OF COMMERCE Professional Women’s Alliance Tues., Aug. 6 11:00a – 1:00p

“Simple Choices” is presented by Lisa Graham Keegan, partner with the Keegan Company.

Free to attend presentation; cost for lunch is $15 for members, $25 for non-members National Bank of Arizona - Conference Center 6001 N. 24th St., Phoenix Amanda Ellis, (602) 495-2194

Healthcare Decisions: Examine Your Options Thurs., Aug. 22 7:30a – 11:00a

Get informed on the latest information on the Affordable Care Act. Businesses with 25–250 employees can learn more about the Exchange and what they need to do now to prepare for compliance in 2015.

Members: $50; non-members: $65 Phoenix Airport Marriott 1101 N. 44th St., Phoenix (602) 495-2182

MESA CHAMBER OF COMMERCE 2013 Beat The Heat – Summer Business Expo & Mixer Tues., Aug. 20 4:30p – 7:00p

50/50 raffle, door prizes, food and drinks, great music and great networking.

Members: $15; non-members: $25 Mesa Convention Center 263 N. Center St., Mesa Lara, (480) 969-1307 ext. 12

NATIONAL ASSOCIATION OF WOMEN BUSINESS OWNERS Luncheon

Wed., Aug. 14 10:45a – 1:00p

Kim Marie Branch-Pettid, CEO and owner of LeTip International, Inc., will lead a discussion on “A Simple Networking Formula that Really Works.”

Members: $38; non-members: $48; after Aug.9: add $15 Phoenix Country Club 2901 N. 7th St., Phoenix nawbophx.org

NORTH PHOENIX CHAMBER OF COMMERCE Business Resource and Networking Luncheon Tues., Aug. 13 11:30a – 1:00p

This month, our guest speaker is NPCC member Dr. Jim Lee, superintendent of the Paradise Valley Unified School District. Dr. Lee will speak on the topic “Developing the Future Workforce.”

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

Members: $15; guests: $20; after Aug. 9, all: $25 Stone Creek Golf Club 4435 E. Paradise Village Pkwy. S., Phoenix RSVP online at bit.ly/19CMaZ3

Mix & Mingle

Thurs., Aug. 15 5:30p – 7:30p

NPCC & Networking Phoenix Passport members: free; guests: $10; after Aug. 11, all: $15 Location TBA RSVP online at bit.ly/17T5lj2

PEORIA CHAMBER OF COMMERCE B-Smart – Web Design, Branding & Search Engine Marketing Seminar Thurs., Aug. 1 9:00a – 11:00a

Attorney John Welty will share the dos & don’ts of commercial lease agreements.

Free City of Peoria – Point of View Room 9875 N. 85th Ave., Peoria Debbie Pearson, (623) 773-5210

SCOTTSDALE AREA CHAMBER OF COMMERCE A.M. Connect

Thurs., Aug. 15 7:30a – 9:00a

Breakfast networking event.

Members: free; guests: $20 in advance, $25 at the door Brunswick Via Linda Lanes 9027 E. Via Linda, Scottsdale Nikki Hoffman, nhoffman@ scottsdalechamber.com

Jen Chapman, of Jen Chapman Creative, will walk you through key areas of design and branding to help your website convey the messages and brand that best represents your company.

Members: $27; non-members: $47 Peoria Chamber of Commerce 16165 N. 83rd Ave., Peoria peoriachamber.com

Airpark Meet Your Neighbors

Commercial Lease Agreements Seminar

Scottsdale Has a New Future: Meet Our New City Leaders

Wed., Aug. 21 4:00p – 6:00p

Fri., Aug. 23 11:30a – 1:00p

Meet and network with Scottsdale Airpark business representatives.

Register in advance: $5; day of: $10 Windy City Café 14891 N. Northsight Blvd., Scottsdale Kelly Rich, krich@scottsdalechamber.com

Wed., Aug. 28 7:30a – 9:00a

statewide exposure to • Gain thousands of business owners exclusive discounts on • Access business and insurance services • Magnify your voice in public policy

Guests are Danielle Casey, new economic development director, and Fritz Behring, new city manager.

Members: $20; guests: $30; day of event: add $5 DoubleTree Resort by Hilton Hotel Paradise Valley-Scottsdale 5401 N. Scottsdale Rd., Scottsdale Nikki Hoffman, nhoffman@ scottsdalechamber.com

TEMPE CHAMBER OF COMMERCE Networking @ Noon Thurs., Aug. 8 11:30a – 1:00p

Luncheon

Tues., Aug. 6 11:30a – 1:00p

This month’s luncheon features a “Fabulous Footwear Contest.” $35 Arizona Broadway Theatre 7701 W. Paradise Ln., Peoria westvalleywomen.org

WOMEN OF SCOTTSDALE Luncheon

Members: $25 in advance, $30 day of; general public: $35 Dave & Buster’s 2000 E. Rio Salado Pkwy., Sachiyo Spires, sachiyo@tempechamber.org

ASU Sun Devil Football Kickoff Luncheon Fri., Aug. 23 Noon – 2:30p

WEST VALLEY WOMEN

Fri., Aug. 16 11:30a – 1:30p

Sponsor is LifeScape Premier. $35 The Westin Kierland Resort & Spa 6902 E. Greenway Pkwy., Scottsdale womenofscottsdale.org

OTHER BUSINESS EVENTS

The Tempe Chamber, ASU Alumni Association and ASU Sun Devil Club are proud to present the 13th annual ASU Sun Devil Football Kickoff Luncheon.

Presented by San Tan Ford. $60 Tempe Mission Palms Hotel 60 E. 5th St., Tempe Sachiyo Spires, sachiyo@tempechamber.org

Business Professionals Breakfast Mixer Thurs., Aug. 8 8:30a – 11:30a

Free Microsoft Store at Scottsdale Fashion Square 7014 E Camelback Rd., Scottsdale content.microsoftstore.com/store/ detail/Scottsdale-AZ

Hurry

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Offe Augu r expire s st 31 , 201 3!

asba.com | 602-306-4000

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by Mike Hunter

We Value What We Own

2013 Audi A7 Audi kicked into this new sedan-hatchback genre with the A7. Mercedes CLS, BMW’s new 6 series coupes and the Porsche Panamara are all winners, and, while they are all priced higher than the A7, this new Audi is a true contender with a better EPA rating and a smaller engine that boasts great power and performance.

Powered by a 3.0-liter V6 engine that produces only 310 horsepower and 325 pound-feet of torque, this sporty sedan does move. The Audi TFSI engine combines direct injection with forced induction supercharging or turbocharging.

Having produced an eight-speed automatic transmission and technologies that give this engine the feel of a much more powerful engine, engineers at Audi gloat over the 18 mpg city and 28 mpg highway.

Audi is known for its eye-opening design and its German engineering that combines both performance and esthetic. The new Audi A7 has a muscular stance and curves that one may expect in a hatchback sports vehicle. The rear hatchback is sleek enough (although some interior headroom was compromised) and is large enough in the truck area to handle luggage and cargo that can be easily transferred. The back seats lower to allow for more room. Rear seating consists of just two bucket seats rather than the usual bench seat.

The interior is a masterpiece, with very functional electronics and a sound system that makes it difficult to want to arrive at your destination. The Audi MMI® Radio, with 10 speakers and single CD player with MP3 playback capability, incorporate sound throughout the cabin and is incorporated with the navigation and communications systems. The ride is smooth, with all seats made of leather and the interior surrounding passengers with available wood trim. In front, the heated seats offer eight-way power adjustment and four-way power lumbar adjustment. It is true Audi performance in a 2013 Audi A7 useful sporty sedan.

City MPG . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18 Hwy MPG. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28 0-60 MPH. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5.4 sec Transmission. . . . . . . . . . . . . . . . . . . . . . . . . 8-Speed MSRP. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $60,100

Audi audiusa.com

It’s Yours; Put Your Name on It Initializing your assets is in. Whether it’s initials on the cuff of a dress shirt, name engraved on a pen or a personalized license plate, who you are will come across.

Arizona Department of Transportation

With more than 50 license plates to choose from, Arizona offers options to personalize your plates or the plates of your company fleet of vehicles. Login and use the tool to chose your plate style (everything from sports teams to specialized organizations) and test your seven-letter combination to check availability. azdot.gov/mvd/vehicle/mvdplate.asp

Moda Giorgio

Nick Esposito is likely the only man in town whose work has been in the boardroom of every company in town.

This exclusive customtailoring clothier has been in the Biltmore area for years. Monogrammed custom dress shirts and other accessories will put your stamp on all that you wear.

3168 E. Camelback Rd., Phoenix (602) 955-2003 modageorgio.com

Things Remembered

This retailer of personalized gifts includes everything for the executive, from executive desk sets to pens and frames.

Things Remembered will label, engrave quotes and phrases or put your name on just about any item ordered from their shops or online, or on your personal items.

In Valley malls thingsremembered.com

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Photos courtesy of Audi (left), ADOT, Moda Giorgio, Things Remembered (left, top to bottom)

ASSETS

by Mike Hunter

Meals that matter

Power Lunch

On the Go In a fast-paced work environment, it makes sense to eat on the go or grab a bite on the way to that meeting. What makes better sense is to eat smart on the go. Here are a few great places that can mean filling up fast and eating right.

Chipotle Mexican Grill

Winning high marks for its fresh Mexican ingredients and organic foods, Chipotle is a great offering, especially since patrons get to choose what and how they want their meal.

Bowls, salads, tacos and more, all made to order. Chipotle does offer a lot of food, so to really eat right, it might be a good idea to think about sharing …

Valley-wide chipotle.com

Einstein Bros. Bagels

At lunch, don’t go for the bagels, go for the salads. There are many options and all are made with fresh vegetables and fruits. Dressings are a bit heavy, so order them on the side or “light.”

All salads come in half sizes. And maybe add that banana for later instead of a side …

Valley-wide einsteinbros.com

Starbucks

Photos courtesy Searsucker (right), Starbucks (left)

Famous coffee will keep a person going, but it’s the Bistro lunch boxes that will nourish the body to go the rest of the day. Several, from the Protein — with a cage-free egg, white cheddar cheese, honey peanut butter spread, multigrain muesli bread, apples and grape — to the Chicken and Hummus or the Cheese and Fruit boxes.

Valley-wide starbucks.com

Searsucker: A Hip, Hot Spot

In a market that is ripe with hip restaurants, new eatery concepts and a trend toward serving healthy and quality ingredients, Searsucker may take the “cake.” This open, airy establishment is housed in a lobby-style space situated between the Camelback Tower and Neiman Marcus on Camelback Road at Goldwater Blvd.

Team Brian Malarkey and Valley-known Chef Steve “Chops” Smith bring together a concept and menu that match to perfect this relatively new American restaurant. For lunch, it is all about quick comfort, high-quality ingredients and great taste. The salads are light and delicious with everything from a Lettuce and Lemon Salad with a Champagne, radish and citrus vinaigrette to a hearty Steak Salad with brie croutons, pine nuts, charred peppers and a poppy seed vinaigrette. Sandwiches, or “Crusts” as they are called, are hot or cold and include the Blackened Mahi, which is topped with avocado and bacon on focaccia. The Drunken Chicken is a favorite, with rosemary, brown butter aioli and almonds on cracked wheat. A delicate alternative is the Lobster with tarragon, capers, red onion and lemon on an egg bun.

The space was designed by L.A.-based designer Thomas Schoos, known for Duplex on 3rd in the Beverly Hills area and other wellknown restaurants. His taste is open yet crafty, with a distinct modern rustic appeal. This space works well with an open living room area at the front and tables throughout. Guests can experience the kitchen with the open area being where the culinary goings-on can be seen. The mismatched chairs and large, wooden tables give a bit of a country farm appeal where the servers diligently attend to diners’ needs. It is a unique experience with tasteful décor and, most importantly, tasteful food.

Searsucker 6900 E. Camelback Rd., Scottsdale (480) 664-3777 searsucker.com/scottsdale

Starbucks

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Presents

A Special Section focused on local businesses that are leading the change

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Local Leaders

Union, a marketplace of local businesses at Biltmore Fashion Park

Cycling Dollars from Local to Local The “buy local” revenue cycle supports business and the community

by Kate Nolan Civic Economics’ analysis showed that local merchants generated more than three times the local economic activity of chain stores, based on equal revenues. A key finding has been that for every $100 spent at a locally owned business, $43 stays in the community. But that figure deflates to $13 for out-of-town companies. The study’s results influenced thinking nationwide and, by the end of the decade, Civic Economics was finding similar results with Arizona studies that delved far beyond retail.

In a study on state procurement, Civic Economics found that if Arizona ordered $5 million of goods from a chain office supplier, only $580,000 would remain in the state at year’s end. But if the state bought the same order from locally owned Wist Office Products in Tempe, approximately $1 million would remain, due to payroll, profits, the firm’s local spending and charitable giving.

“Half of what we do is drive consumers to local businesses,” says Kimber Lanning, executive director of Local First Arizona, a nonprofit that spearheads the “buy local” movement here. “But the cycle doesn’t work if the local business takes the consumers’ money and doesn’t buy its supplies locally. Then the money leaves the community in the second round of the cycle.”

Civic Economics civiceconomics.com Local First Arizona localfirstaz.com

Presents

About this Guide In Business Magazine has collaborated with Local First Arizona in support of the Local Movement to buy local and energize our economy. Our editors have compiled a list of businesses that have demonstrated strong support of the movement to source locally and strengthen the business community of our neighborhoods. We strongly recommend these companies and their services to our business readers.

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A Special businesse Section focused s that are on local leading the chan ge

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Photo courtesy of Biltmore Fashion Park

Studies show a multiplier effect on dollars spent at local businesses that doesn’t exist for dollars spent at chain retailers or other out-of-state firms. Even if a local purveyor’s price is higher, the pay-off comes from keeping the money in the community.

Local businesses propel dollars through an elaborate local spending cycle, generating jobs, profits, purchases, capital expenditures, employee spending, philanthropy and taxes. In addition to sales taxes — which account for an estimated 45 percent of general revenue for Scottsdale and 48 percent for Phoenix — locally based firms contribute considerable property taxes, the mainstay for Arizona’s school funding. The cycle’s indirect benefit is producing selfdetermining communities not subject to the whims of a home office in another state, and a more vibrant culture with the product diversity that comes with a competitive marketplace.

On the face of it, patronizing local businesses would seem inclined to stimulate the local economy, but it wasn’t until Civic Economics, a strategic planning firm in Austin and Chicago, quantified the economic impact of locally owned retailers in the early 2000s in Austin that anyone measured the far-reaching extent of the spending cycle. As experienced strategic planners, Civic Economics blended economic and demographic analysis to look closely at income migration around specific areas. The technique helped local businesses cast a suddenly longer shadow.

Local Leaders Accounting acceler8 LLC Full tax and financial services for the local small business. A Certified Public Accountant and business advisor to help with all company needs.

4409 S. Rural Rd., Ste. 202, Tempe, AZ 85282 (480) 270-8325 acceler8.net

Affordable Tax & Bookkeeping Services LLC Full-service tax preparation for individuals and small businesses. Open all year.

9028 N. 103rd Ave., Sun City, AZ 85351 (602) 799-3650

Balanced Billing LLC Providing billing and bookkeeping services to small businesses in the Phoenix area.

10045 N. 42 Ave., Phoenix , AZ 85051 (602) 881-3080 www.balancedbilling.com

G.A. Yeager & Associates, Inc. Providing small and medium-sized businesses with accounting, bookkeeping and investments services and business and personal tax preparation.

5110 N. Central Ave., Ste. 220, Phoenix, AZ 85012 (602) 265-3133 www.garyayeager.com

HCI Healthcare Receivables Management Serving the specialized niche of healthcare receivables and recovery services.

2432 W. Peoria Ave., Ste. 1060, Phoenix, AZ 85029 (602) 943-3101 www.healthcareinc.com

INBusiness – Accounting Service for People INBusiness Accounting solutions and training.

Cave Creek, AZ 85331 (623) 217-9312 inbusinessaccounting.com

JHZ Bookkeeping LLC Bookkeeping services for small business.

5030 N. Granite Reef Rd., Scottsdale, AZ 85250 (602) 349-6648

One Source Accounting Solutions LLC Locally owned accounting firm in business since 1999.

1759 W. Canary Way, Chandler, AZ 85286 (602) 628-8206

Phoenix Bookkeeping Specialists A mobile bookkeeping service serving HOAs, businesses and individuals.

3819 N 3rd St., Ste. 23, Phoenix, AZ 85012 (602) 400-5383 phxbookkeeping.com

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Price, Kong & Co. CPAs, P.A.

Courtesy Chevrolet

Locally owned accounting firm in business since 1967 serves small to large businesses.

5300 N. Central Ave., Ste. 200, Phoenix, AZ 85012 (602) 776-6300 www.pricekong.com

Serving new and used car and truck customers in Scottsdale, Glendale and Phoenix since 1955.

1233 E. Camelback Rd., Phoenix, AZ 85014 (602) 457-3232 www.courtesychev.com

SHC Tax Solutions LLC Income tax preparation and bookkeeping.

3118 W. Thomas Rd., Ste. 715, Phoenix, AZ 85017 (602) 559-101 www.shctaxsolutions.com

Win Wyn Billing Services, LLC A locally owned and operated medical billing company.

P.O. Box 87869, Phoenix, AZ 85308 (623) 399-9280 arizonamedicalbilling.com

Attorneys Carter Law Group P.C. Phoenix-based law firm specializing in nonprofit, taxexempt and mission-based businesses.

849 N. 3rd Ave., Phoenix, AZ 85003 (602) 456-0071 carternonprofitlaw.com

The Law Office of Jeffery J. Hernandez A business and liability lawyer serving the Arizona business community and injury victims.

7047 E. Greenway Pkwy., Ste. 140, Scottsdale, AZ 85254 (480) 624-2765 www.arizonalawonline.com

Ronan & Tagart, PLC Business lawyers providing general counsel services.

8980 E. Raintree Dr., Ste. 120, Scottsdale, AZ 85260 (480) 305-5150 www.ronantagartlaw.com

The Law Office of Riley S. Snow PLC Representing local businesses and individuals.

14362 N. Frank Lloyd Wright Blvd., Ste. 1000, Scottsdale, AZ 85260 (480) 477-6311 www.rileysnowlaw.com

Automobiles / Transportation Clean Air Cab Local, family-owned, eco-friendly transportation.

1600 W. Main St., Mesa, AZ 85201 (480) 777-9777 www.cleanaircab.com

Community Tire Pro’s & Auto Repair Family-owned automotive service advisors includes fleet maintenance specialists.

123 E. Durango St., Phoenix, AZ 85004 (602) 569-4930 www.communitytirepros.com

Dunn Transportation Offering trolleys and coaches.

1680 N. 74th St., Scottsdale, AZ 85257 (480) 970-8130 www.dunntransportation.com

Banks / Credit Unions Arizona State Credit Union A local financial cooperative meeting members’ needs with financial services and community outreach programs.

2355 W. Pinnacle Peak Rd., Phoenix, AZ 85027 (800) 671-1098 www.azstcu.org

Alliance Bank of Arizona Focusing on client relationships, personalized service and local decision making.

1 E. Washington St., Phoenix, AZ 85004 (602) 389-3500 www.alliancebankofarizona.com

Biltmore Bank of Arizona Locally owned and operated bank offering business banking to serve small and medium-sized businesses.

5055 N. 32nd St., Phoenix, AZ 85018 (602) 992-5055 www.biltmorebankaz.com

Credit Union West Offering have-it-your-way services and 11 locations in Maricopa and Yavapai counties.

P.O. Box 7600, Glendale, AZ 85312 (602) 631-3200 www.cuwest.org

Desert Schools Federal Credit Union Offering to local businesses business loans that include real estate financing and revolving lines of credit.

148 N. 48th St., Phoenix, AZ 85034 (602) 695-9057 www.desertschools.org

Gateway Bank A full-service, locally owned bank based in Mesa, Arizona, offering loans up to $1.5 million.

6860 E. Warner Rd., Mesa, AZ 85212 (480) 358-1000 www.gcbaz.com

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Local Leaders MariSol Federal Credit Union

Positively Powerful – Triad West Inc.

Leveraging members’ resources to directly benefit them and the communities in which they live.

P.O. Box 20525, Phoenix, AZ 85036 (602) 252-6831 www.marisolcu.org

Providing leadership, training and coaching programs.

9616 E. Southwind Ln., Scottsdale, AZ 85262 (480) 563-5585 triadwest.com

National Bank of Arizona

A lean business accelerator and venture management company specializing in validating, commercializing and scaling e-businesses.

6263 N. Scottsdale Rd., Ste. 180, Scottsdale, AZ 85250 (602) 956-3086 www.tallwave.com

More than just a business bank.

6001 N. 24th St., Phoenix, AZ 85016 (602) 235-6000 www.nbarizona.com

West Valley National Bank Making decisions quickly for local businesses.

2440 N. Litchfield Rd., Ste.100 Goodyear, AZ 85395 (623) 536-9862 www.wvnb.com

Business Services / Training / Accelerators Clarity to Business LLC Coaching practice focusing on helping solo entrepreneurs and small-business owners.

4147 N. Goldwater Blvd., Ste. 106, Scottsdale, AZ 85251 (602) 561-8499 www.claritytobusiness.com

CO+HOOTS Creative co-working space serving those with full membership or here for just a few days.

1027 E. Washington St., Phoenix, AZ 85034 (602) 688.2825 www.cohoots.com

Digital Office Solutions Offering secure document imaging, archiving, and backup.

5005 S. Ash Ave., Ste. A22, Tempe, AZ 85282 (480) 699-6570 digitalofficesol.com

Gangplank A collaborative work space fostering innovation and creativity in the Valley.

260 S. Arizona Ave., Chandler, AZ 85225 (877) 426-4755 whatisgangplank.com

Infusionsoft Providing all-in-one sales and marketing software that is built for small businesses.

1260 S. Spectrum Blvd., Chandler, AZ 85286 (866) 800-0004 www.infusionsoft.com

LegalPapers A service for legal document preparation.

7650 S. McClintock Dr., Ste. 103/160, Tempe, AZ 85284 (480) 420-4529 www.legalpapers.info

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Tallwave

Catering Nibblers Catering

Employee Benefits Delta 4 Benefits Offering personal health insurance, group benefits, life, disability and more.

3269 E. Franklin Ave., Gilbert, AZ 85295 (602) 316-7056 www.delta4benefits.com

Focus Benefits Group, LLC A client-based independent group benefits consulting company and full-service insurance firm.

4120 N. 20th St., Ste. B, Phoenix, AZ 85016 (602) 381-9900 www.focusbenefits.com

JP Griffin Group

Specializing in Monday through Friday corporate and social catering, with Saturdays reserved for company picnics or parties of 150 guests or more.

225 N. 32nd Pl., Phoenix, AZ 85034 (602) 266-8100 www.nibblerscatering.com

An employee benefits consulting firm specializing in healthcare reform.

6720 N. Scottsdale Rd., Scottsdale, AZ 85253 (480) 257-1502 www.griffinbenefits.com

Computer Services

Handling individual and group benefits that include medical, dental, vision, life, Medicare, STD, LTD, longterm care, disability and voluntary products.

P.O. Box 710, Gilbert, AZ 85299 (480) 813-0298 www.spaichbenefits.com

Elite Network Service LLC Providing solutions to secure, improve, maintain and grow your network infrastructure.

1080 E. Appaloosa Rd., Gilbert, AZ 85296 (480) 720-8270 www.elitenetworkservice.com

Geeks in Phoenix

Spaich Benefits

Financial Services Arizona Wealth Management

An IT consulting company specializing in all aspects of computer repair, PC repair and laptop repair.

4722 E. Monte Vista Rd., Phoenix, AZ 85008 (602) 795-1111 www.geeksinphoenix.com

Retirement planning and investment management solutions.

7373 N. Scottsdale Rd., Ste. D-120, Scottsdale, AZ 85253 (480) 778-2005 az-wealth

KevPro Computer Services

Brickhouse Small Business

Providing a full specturm of computer support services to businesses and individuals in the greater Phoenix area.

1627 E. Williams St., Tempe, AZ 85281 (480) 214-0144 kevpro.com

Providing equipment financing and working capital programs to local Arizona businesses.

8161 E. Indian Bend Rd., Ste. 103, Scottsdale , AZ 85250 (480) 948-5541 www.brickhousesmallbusiness.com

Macmedia

FSW Funding

An Apple-authorized sales and service center operating in the State of Arizona.

6928 E. 5th Ave., Ste. 1, Scottsdale, AZ 85251 (480) 964-6352 www.macmediainc.com

Providing immediate funding to small to mediumsized businesses by advancing funds against an approved commercial invoice.

4530 E. Shea Blvd., Ste. 142, Phoenix, AZ 85028 (602) 535-5984 www.factors-southwest.com

Dental Plans

Trilogy Financial Services

American Dental Plan Voluntary dental plan available to individuals, families, retirees, students, self employed, unemployed and those with gaps in their existing insurance coverage.

1645 E. Bethany Home Rd., Phoenix, AZ 85016 (602) 265-6677 arizdental.com

Comprehensive wealth management services for families, individuals and businesses.

16427 N. Scottsdale Rd., Ste. 420, Scottsdale, AZ 85254 (602) 333-1995 ext. 5609 www.trilogyfs.com

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Local Leader: Wist Office Products

Food Service / Grocery Automated Food and Beverage Providing Breakroom Provisions™ Micro-markets, traditional vending, office coffee service and breakroom supplies Valley-wide.

3818 E. LaSalle St., Ste. 2, Phoenix, AZ 85040 (888) 697-1508 www.vendingarizona.com

Bashas’ Market Bashas’ Family of Stores is the family-owned grocer that operates Food City, AJ’s Fine Foods, Sportsman’s Fine Wine & Spirits, Eddie’s Country Store, and both Bashas’ and Bashas’ Diné supermarkets.

22402 S. Basha Rd., Chandler, AZ 85248 (480) 895-9350 www.bashas.com

Hensley Beverage Company A beverage distributor serving the Greater Phoenix and Prescott Valley areas for nearly 60 years.

4201 N. 45th Ave., Phoenix, AZ 85031 (602) 264-1635 www.hensley.com

Healthcare Hospice of the Valley Providing compassionate care to people nearing the end of their lives, as well as supporting their families and friends.

1510 E. Flower St., Phoenix, AZ 85014 (602) 530-6900 www.hov.org

John C. Lincoln Health Network Local, not-for-profit hospitals that include a number of primary care and specialty practices serving the health needs of families in the north Phoenix and Scottsdale areas.

19829 N. 27th Ave., Phoenix, AZ 85027 250 E. Dunlap Ave., Phoenix, AZ 85020 (623) 879-6100 www.jcl.com

Orchard Medical Consulting Helping Arizona’s businesses access the best healthcare and expedite that healthcare when their employees experience an unfortunate work injury.

3033 N. Central Ave., Ste. 800, Phoenix, AZ 85012 (602) 942-4700 www.orchardmed.com

Insurance AGI Commercial Insurance Serving small business with insurance services that range from commercial to personal.

201 E. Southern Ave., Ste. 100, Tempe, AZ 85282 (480) 812-8400 azcoverme.com

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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.

Look Local 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 Top Local Executive: Robert Wist, President Ian Wist, General Manager No. of Years with Firm: Robert: 37 / Ian: 25 Year Established Locally: 1955 Specialties: Office supplies, office furniture, janitorial products, breakroom supplies and exceptional customer service

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Local Leaders Astemborski Insurance Agency Inc. Committed to finding the right solutions, with more than 30 years serving the Phoenix community.

840 E. Bethany Home Rd., Phoenix, AZ 85014 (602) 265-1913 astemborski.com

Ambassador Group Insurance A full-service insurance broker, with a niche market program for bars and restaurants along with business owners insurance, general liability insurance, umbrella insurance, workers compensation insurance, commercial auto insurance and more.

7010 E. Chauncey Ln., Ste. 230, Phoenix, AZ 85054 (480) 776-6981 ambassadorins.com

Blue Cross Blue Shield of Arizona A local, independent and not-for-profit health insurance company headquartered in Phoenix providing health insurance products and services.

2444 W. Las Palmaritas Dr., Phoenix, AZ 85021 (602) 864-4400 www.azblue.com

The Charles Company Insurance Services Locally owned and operated, serving the community since 1982.

9666 E. Riggs Rd., Ste. 136, Sun Lakes, AZ 85248 (480) 895-0611 thecharlescompany.com

Gary Insurance Group Offering life insurance, health insurance, group health plans, disability insurance, dental insurance, long term care insurance, AD&D plans,cancer insurance, accident insurance, 125 plans, key man insurance, annuities, buy sell agreements.

P.O. Box 12342, Scottsdale, AZ 85267 (480) 443-3249 www.garyinsurancegroup.com

Lovitt & Touché Inc. Working at building a long-term partnership with its clients, with personnel and financial strength to solve clients’ insurance problems all over the world.

1050 W. Washington St., Ste. 233, Tempe, AZ 85281 (602) 956 2250 www.lovitt-touche.com

SCF Arizona The largest and oldest workers’ compensation insurer in Arizona.

3031 N. 2nd St., Ste. 110, Phoenix, AZ 85012 (602) 631-2000 www.scfaz.com

Southwest General Insurance Commercial insurance broker.

6245 N. 24th Pkwy., Ste. 212, Phoenix, AZ 85016 (602) 553-2212 southwestgeneralinsurance.com

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Janitorial Services Cox Commercial Office Cleaning Services Providing cleaning services for commercial and industrial buildings, medical and dental clinics, banks and credit unions, schools and daycare facilities with no long-term contract.

2111 E. Broadway Rd., Ste. 13, Tempe, AZ 85282 (480) 557-7352 coxcommercialofficecleaningservices.com

Green and Clean Services LLC Certified, professional commercial and residential carpet and floor cleaning uses the Hot Water Extraction Method.

428 E. Thunderbird Rd., Ste. 201, Phoenix, AZ 85022 (602) 200-4869 www.greenandcleanusa.com

Media / Marketing / Web Design A-GoGo Media Designer and creator of websites, social media campaigns and marketing for businesses from startups to established companies.

4340 E. Indian School Rd., Ste.21-286, Phoenix, AZ 85018 (602) 492-7353 agogomedia.com

E.B. Lane A full-service marketing agency offering advertising, branding, public relations, digital (interactive) and social media marketing services.

733 W. McDowell Rd., Phoenix, AZ 85018 (602) 258-5263 www.eblane.com

FireDrum Internet Marketing Creating custom email marketing newsletters and Web designs to help grow your business.

9903 E. Bell Rd., Ste. 120, Scottsdale, AZ 85260 (480) 699-1524 www.firedrum.com

Sonoran Studios Video and audiovisual production for online, DVD and mobile devices.

2223 S. 43rd Pl., Tempe, AZ 85282 (602) 283-4440 www.sonoranstudios.com

Merchant Services Greenlink Management Group Providing safe, secure and reliable merchant payment solutions, third-party payment software solutions, marketing programs, POS systems and gateway services.

3219 E. Camelback Rd., Ste. 814, Phoenix, AZ 85018 (480) 544-5366 www.greenlinkmgmt.com

National Processing Solutions A local merchant services company with more than 10 years’ track record in Phoenix.

23460 N. 19th Ave., Ste. 235, Phoenix, AZ 85027 (602) 680.3247 www.npsmerchant.com

Sage Payment Solutions Providing merchant payment services, integrating all forms of payment through any device or method, into the client’s business accounting system.

750 E. Northern Ave., Ste. 1091, Phoenix, AZ 85020 (602) 870-6676 na.sage.com/sage-payment-solutions

Office Furniture / Office Equipment Arizona Office Liquidators & Designs Offering quality new and pre-owned office furniture.

3920 E. Broadway Rd., Phoenix, AZ 85040 (602) 437-2224 www.azoffice.com

AWE Corporate Interiors Providing contract furniture and related services for corporate, medical, legal and home offices.

1710 E. Indian School Rd., Stte. 104, Phoenix, AZ 85016 (602) 841-7480 www.awecorporateinteriors.com

COMVOICE Arizona’s only local private telephone company, providing telephone service to Arizona since 1981.

615 W. Deer Valley Dr., Ste. 117, Phoenix, AZ 85027 (602) 424-9900 www.comvoice.com

Copenhagen Imports Providing contemporary furniture and accessories for home and office.

1701 E. Camelback Rd., Phoenix, AZ 85016 (602) 266-8060 www.copenhagenliving.com

Document Technologies of Arizona Providing office technology that includes copy machines, phone systems, mail equipment, IT services and document management solutions.

1350 W. 23rd St., Tempe, AZ 85282 (480) 237-7901 www.doctechaz.com

Goodmans Interior Structures A third-generation family business focused on community and creating sustainable working environments for the four sectors it serves — commercial business, healthcare, education and government.

1400 E. Indian School Rd., Phoenix, AZ 85014 (602) 263-1110 www.goodmans.info

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Local Leader: Alliance Bank of Arizona

Alliance Bank provides a comprehensive suite of services, including: • Full range of deposit account options • Corporate banking • Professional banking • Commercial real estate lending • Equipment financing • Franchise lending • Small business lending • Treasury management services

Ed Zito, President; James Lundy, CEO; Pamela Chan, CFO (left to right)

Buy Local, Bank Local Founded in 2003, Alliance Bank of Arizona quickly became one of the fastest-growing new banks in the country. Since it began, the bank has focused on meeting the needs of local business owners, professionals and

entrepreneurs. The bank’s commitment to local businesses is underscored by the reputation it has built as a trusted resource and consistent, active lender even during the most challenging recent economic times. Today, the bank has grown to become the largest locally owned and headquartered bank in Arizona with assets of more than $3 billion.

The bank’s organizational structure empowers relationship managers to be local decision makers and provides customers with direct access to senior management.

A single relationship manager manages each customer’s relationship, giving them a comprehensive, proactive understanding of the customer’s needs. Combined with the banker’s expertise in the local market and industry, customers have an unparalleled resource for managing the financial needs of their business.

Recently, Alliance Bank of Arizona announced the opening of its North Scottsdale Office in the Scottsdale Airpark, bringing the total number of offices to 10 with locations in Phoenix, Scottsdale, Mesa, Tucson, Sedona and Flagstaff.

Alliance Bank of Arizona is a division of Phoenix-based Western Alliance Bank.

Its parent company, Western Alliance Bancorporation, also headquartered in Phoenix, is one of the largest regional bank holding companies in the Southwest with assets of more than $8 billion.

For more on Alliance Bank of Arizona, please visit www.alliancebankofarizona.com.

Look Local Company Name: Alliance Bank of Arizona Main Office Address: One E. Washington Street, Suite 1400, Phoenix, AZ 85004 Phone: (602) 386-5500 Website: www.alliancebankofarizona.com Number of Offices in Metro Phoenix: 6 Number of Staff: 258 City Nationally Headquartered: Phoenix Top Local Executive: James Lundy, CEO No. of Years with Firm: 10 Year Established Locally: 2003 Specialties: Small-business and professional banking, corporate banking, commercial real estate lending

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Local Leaders Grand Canyon Business Solutions

DocuPrint Solutions

Selling and servicing copiers, printers, fax, scan and multifunction systems, from desktops to large MFP systems.

9015 E. Pima Center Pkwy., Ste. 2, Scottsdale, AZ 85258 (480) 278-8380 www.copiersphoenix.com

Providing full-service print and promotional product management and fulfillment services.

1936 W. Monona Dr., Phoenix, AZ 85027 (623) 433-3000 www.docups.com

Mobius Office Installation & Design Providing office furniture installation and moving services.

441 S. 48th St., Ste. 109, Tempe, AZ 85281 (586) 214-0227 www.mobiusofficeinstallation.com

Performance Cartridges A local re-manufacturer of toner cartridges for printers, copiers and fax machines, also selling remanufactured inkjet cartridges as well as compatible and oem toner and inkjet cartridges.

3001 N. 35th Ave., Phoenix, AZ 85017 (602) 272-0508 www.performancecartridges.com

Phoenix Communication Solutions Providing a wide range of technology products that include telephone systems, IT, network support, paging, fiber optics, structured Cabling and Technical Training, plus a wide range of Managed Services to help streamline labor costs.

15620 W. Calavar Rd., Surprise , AZ 85379 (602) 714-7145 www.phxcomm.com

PrintScan Solutions Locally owned operated in the Greater Phoenix area, selling and servicing all brands of office copiers and laser printers.

7702 E. Doubletree Ranch Rd., Ste. 300, Scottsdale, AZ 85258 (480) 247-3010 www.printscansolutions.com

Office Products Wist Office Products An independently owned office supply company serving Arizona for 50 years.

107 W. Julie Dr., Tempe, AZ 85283 (480) 921-2900 www.wist.com

Printing / Shipping Biltmore Pro Print Family-owned printing company offering a full range of products has been located on the Camelback Corridor since 1981.

3108 E. Camelback Rd., Phoenix, AZ 85016 (602) 954-6517 www.biltmoreproprint.com

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Graphic Ideals A full-service, locally owned printer providing a personalized approach to printing since 1990.

4631 E. Thomas Rd., Phoenix, AZ 85018 (602) 381-8080 www.graphicideals.com

Impact Printing Services Customized, sheet-fed offset and digital printing from a family-owned business that has served the Valley for more than 35 years.

5821 N. 7th St., Phoenix, AZ 85014 (602) 264-2914 www.impactps.com

Pack Ship and Print Center A full-service print, copy and business center.

4022 E. Greenway Rd., Ste. 11, Phoenix, AZ 85032 (602) 493-5542 www.packshipandprint.com

ProCopy Office Solutions, Inc. Providing products and service.

1917 E. 5th St., Tempe, AZ 85281 (480) 557-0656 www.goprocopy.com

Specialized Office Systems, Inc. A locally owned and operated family-owned company providing full-service printing, copying, promotional products, office supplies, furniture and more.

19235 N. Cave Creek Rd., Ste. 100, Phoenix, AZ 85024 (602) 485-0900 www.sossystems.com

Techniprint

Promotional Products / Gifts Brandables Wholesale promotional products for business and trade show needs.

7707 E. Acoma Dr., Ste. 110, Scottsdale, AZ 85260 (480) 951-8882 www.brandables.biz

Business of Baskets Creating custom corporate and personal gift baskets and unique gifts.

10105 E. VĂ­a Linda, Scottsdale, AZ 85260 (480) 766-1350 www.businessofbaskets.com

Fairytale Brownies Offering brownies, bars and cookies from carefully sourced, pure ingredients.

4610 E. Cotton Center Blvd., Ste. 100, Phoenix, AZ 85040 (800) 324-7982 www.brownies.com

Jemrose Promotions Providing promotional products and printing materials.

15905 N. Greenway Hayden Loop, Ste. 107, Scottsdale, AZ 85260 (480) 889-1905 www.jemrose.com

Real Estate DMB Associates, Inc. An Arizona-based, diversified real estate investment and development firm with real estate holdings through affiliated companies.

7600 E. Doubletree Ranch Rd., Ste. 300, Scottsdale, AZ 85258 (480) 367-7000 www.dmbinc.com

Providing print production on projects from the smallest short-run color business cards and marketing collateral to large-scale tradeshow graphics and building-sized color outdoor banners, as well as vehicle graphics and everything in between.

2545 N. 7th St., Phoenix, AZ 85006 (602) 257-0686 www.techniprintaz.com

GPE Companies

Think!

RED Development

Specializing in creating marketing materials ranging from business card printing to banners to screen printing to Web development for small to mediumsized businesses.

1425 E. University Dr., Ste. B-107, Tempe, AZ 85281 (480) 966-0030 www.azscreenprinting.com

A full-service commercial real estate firm providing commercial property and asset management, sales and leasing services.

2777 E. Camelback Rd., Ste. 230, Phoenix, AZ 85016 (480) 994-8155 www.gpe1.com

Developing and managing properties, from power centers and outdoor shopping environments to urban mixed-use projects.

1 E. Washington St., Ste. 300, Phoenix, AZ 85004 (480) 947-7772 www.reddevelopment.com

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Local Leader: SCF Arizona

Strong, stable workers’ comp company ‘at work for you’ When one of your workers is injured on the job, who are you going to call?

For most Arizona businesses, the answer is SCF Arizona, which 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.

SCF has been providing workers’ compensation insurance longer than anyone else in the state. That’s because in 1925, the Arizona Legislature founded the state compensation fund (SCF Arizona) as part of the Industrial Commission. Lawmakers allocated $100,000 as start-up capital. But the statute mandated that SCF’s operational and administrative costs be paid solely by premiums. The state was paid back in 1938, two years early. Since that original allocation, SCF has not received any money from the state nor from residents’ taxes.

Today, SCF holds total assets of more than $3.7 billion to protect policyholders and their workers. SCF’s and Arizona’s past, present and future are tightly intertwined, and the workers’ comp insurer has been recognized as an economic engine in the state throughout the myriad ups and downs of the economy.

Workers’ compensation insurance is a backstop that protects employer and employee. The insurance coverage provides a

business owner peace of mind that, should an employee be injured on the job, that worker will receive the medical treatment needed in exchange for an agreement not to file a lawsuit against the employer.

This is especially important because, unlike other lines of insurance where a claim can be settled quickly, a workers’ compensation claim can remain in effect for many years. For example, a worker who suffered a disabling injury in 1940 may still be receiving benefits today.

The company became a private, mutual insurance company on Jan. 1, 2013, and, as it has for 88 years, SCF continues to provide state businesses unsurpassed excellence in workers’ compensation.

Living up to its motto — “SCF is at work for you” — the company provides innovative workers’ compensation insurance solutions to businesses that seek the best in workplace safety protection. SCF also strives to make it easy for its customers to do business with it, building trust and loyalty.

Look Local Company Name: SCF Arizona Main Office Address: 3030 N. 3rd Street Phoenix, AZ 85012 Phone: (602) 631-2000 Website: www.scfaz.com Number of Staff: 380 City Nationally Headquartered: Phoenix, AZ Top Local Executive: Don Smith, CEO No. of Years with Firm: 13 years Year Established Locally: 1925 Specialties: Worker’s comp insurance

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Local Leaders

Local Leader: Brandables

Security Services Trident Security Services, Inc. A locally owned and operated security services company.

2085 S. Cottonwood Dr., Tempe, AZ 85282 (480) 736-1221 www.trident-security.com

Staffing / HR Services All About People, Inc.

Brandables Treats Clients Like Family Brandables has been in the Scottsdale Airpark area since 1992. We are a womanowned and family-run business that treats all of our clients and potential customers just like they are part of our family.

Brandables offers a showroom where you can come to get new ideas for your next event and meet one-on-one with one of our specialized sales members. Brandables welcomes new clients with new-order specials and sends current customers a thank-you gift for their kind referrals.

Our website has a search engine to search our offerings of more than 800,000 items we can imprint with a company logo, but we also provide specialized service, with the Brandables team assisting you in finding the perfect product for your next event. Our team likes to get a better understanding by singling out specific elements, like the demographics, target market, and more, about the event and promotion so that we can suggest products that will give you a better ROI for your next purchase from Brandables.

Just recently, Brandables started offering warehousing and fulfillment services to customers who do not want the headache of storing all of their goods or coordinating the distribution to trade shows, clients, events and other promotions where our products will be used. If you do not want to take advantage of our on-site warehousing, Brandables also offers the advantage of split shipments to various locations.

Customers love coming to Brandables because of our low minimums on apparel and

our fast turnaround. Brandables will meet or beat your event due date, ensuring one less headache. There is a reason Brandables has been voted Top 25 Promotional Products Distributor in the Valley.

• Fast turnaround • Family-run • Woman-owned • Long-standing relationship in Arizona • Warehousing and fulfillment • 800,000+ items • Top 25 Promotional Products Distributor • Quality guarantee

A professional hiring organization providing an array of staffing solutions for clients nationwide, including payroll services, contract, contract-to-hire, vendor management services and direct hire.

2141 E. Camelback Rd., Ste. 105, Phoenix, AZ 85016 (602) 955-1212 allaboutpeople.net

AmeriSource HR Consulting Group Providing customized HR solutions for companies in an ever-changing business environment.

3033 N. Central Ave., Ste. 500, Phoenix, AZ 85012 (602) 343-6444 www.amerisourcehr.com

Compass-i, LLC Providing services from hire to fire on a per-need basis, with no contract or monthly fees.

8400 S. Kyrene Rd., Ste. 124, Tempe, AZ 85284 (480) 893-1394 www.compass-i.com

Hire Resolutions R

Look Local

Placing professionals in Arizona-based organizations, from small, family-owned and -operated to large corporations, with primary specialty in accounting and finance.

P.O. Box 17877, Phoenix, AZ 85011 (602) 258-3961 www.hireresolutions.com

Company Name: Brandables

HR Relief

Main Office Address: 7707 E. Acoma Drive, Suite 110, Scottsdale, AZ 85260

A staffing firm.

4147 N. 32nd St., Ste. 275, Phoenix, AZ 85018 (602) 374.4110 www.hrrelief.net

Phone: (480) 951-8882 Website: www.Brandables.com

Human Capital Strategies

Number of Offices in Metro Phoenix: 1

A national provider of professional employer organizations services, administrative services organizations services and payroll services.

2152 S. Vineyard Ave., Bldg. 6, Ste. 117, Mesa, AZ 85210 (480) 962-1580 www.hcscando.com

Number of Staff: 4 City Nationally Headquartered: Scottsdale Top Local Executive: Amanda Wigal, Owner & President No. of Years with Firm: 10 years Year Established Locally: 1992 Specialties: On-time orders, customized service, free basic artwork

Human Resource Essential, LLC Working to make workplaces safe, supportive and sought-after.

P.O. Box 6028, Chandler, AZ 85246 (480) 726-9833 www.hressential.com

Special Advertising Profile

46

A u g u s t 2013

inbusine ssmag.com

Integrity Outsource LLC Providing payroll and HR outsourcing solutions for business, handling the back-office paperwork that goes with having employees.

2201 E. Camelback Rd., Ste. 123, Phoenix, AZ 85016 (602) 952-5500 www.integrityoutsource.com

Just HR A consulting firm focusing on leadership development, management training and human resource practices.

9063 E. Aster Dr., Scottsdale, AZ 85260 (480) 262-7957 www.justhrnow.com

KG Compensation Consulting Providing employee compensation (pay/wages) consulting to small and mid-sized businesses.

10115 E. Bell Rd., Ste. 107-241, Scottsdale, AZ 85260 (480) 639-4462 www.kgcompconsulting.com

Payroll Experts Providing a full suite of payroll and human resource solutions to businesses with up to 1,500 employees.

7500 N. Dobson Rd., Ste. 201, Scottsdale, AZ 85256 (480) 302-6444 www.payrollexperts.com

Planet Payroll, Inc. Serving customers with a custom payroll and human resource system.

711 E. Carefree Hwy., Ste. 202, Phoenix, AZ 85085 (623) 434-3436 www.planetpayroll.com

Professional Placement Inc. / Pro-Tem Service, Inc. Specializing in temporary, temp to hire and direct hire placement in administrative, sales, marketing, administrative management, clerical and management positions. Serving the Valley since 1955.

4040 E. Camelback Rd., Ste. 235, Phoenix, AZ 85018 (602) 955-0870 www.proplacement.com

We Have the Authority to Make Decisions Quickly for Local Businesses We are experts in SBA 504 loans and SBA 7 A loans

Sonoran Recruitment Services Providing recruitment consulting services to companies of all sizes.

4481 E. Cabrillo Dr., Gilbert, AZ 85297 (480) 219-2015 sonoranrecruitmentservices.com

Storage Allstate Self-Storage Ten convenient locations in the Valley to help with all storage needs, whether it’s business or personal storage.

4747 N. 16th St., Phoenix, AZ 85016 (602) 230-2945 allstateselfstorage.com

inbusine ssmag.com

Corporate Headquarters 2440 N. Litchfield rd., ste.100 Goodyear, aZ 85395 phone: 623-536-9862 sCottsdaLe 5635 N. scottsdale road, suite 150 scottsdale, aZ 85250 phone: 480-429-6750 BuCkeye 111 e. Monroe avenue, suite 100 Buckeye, aZ 85326 phone: 623-535-2460

wvnb.net

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A u g u s t 2013

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How’s the economy?

It all depends on how you look at it.

About ASBA

by Rick Murray, Chief Executive Officer, ASBA

A recent report from the Brookings Institute shows that Phoenix has the highest gross metropolitan product (GMP) growth in the nation, with Tucson a

The Arizona Small Business Association

close second. The GMP is the total value of goods and services a metropolitan

(ASBA) is the largest trade association

area produces.

in the state representing 11,000+ member businesses and over 1/2 million employees in all 15 counties. ASBA

The report, which looks at 2013 first-quarter data on economic progress for the

members enjoy access to significant

country’s 100 largest metro areas, shows an output increase of 1.2 percent in

group discounts, countless opportunities

Phoenix and 1.1 percent in Tucson during the first quarter. Housing and

to do business with each other, a wide

healthcare have been the major players in Arizona’s recovery. In Phoenix, healthcare is responsible

array of insurance products, and active

for 12.2 percent of jobs created since the end of the recession, an increase of more than 2

advocacy efforts on public policy issues to protect their businesses. Discover more at www.asba.com.

Join ASBA. Be amAZed®

percentage points. And the housing market led the nation with a statewide average increase of more than 18 percent in sales prices.

Pretty good news on the surface, but there’s more to the story. I will be the last to tell you that everything is just fine. It is easy to get on the band wagon and extoll the virtues of a recovering economy. It is all positive, and things are moving in the right direction; but despite the positive recovery performance in Phoenix and Tucson, both have a long way to go to reach pre-recession

in this issue Political Climate Benefiting Arizona Businesses ? . . . . . . . . . . pg. 2

Resource Guide . . . . . . . . . . . . . . pg. 4 Give Yourself a Power Boost by Building Business with Benefits . . . . . . . . . . . . . . . . . pg. 7 Central Arizona 4600 E. Washington Street, Suite 340 Phoenix, AZ 85034 f. 602.306.4001

Arizona is leading the nation, while it’s good news, there is still a lot of work to be done.

So what can you do to keep the momentum? Work smarter and more efficiently. Most of us, when but you quickly realize it really means you are the complaint department), but we also needed to be the accountant, the property manager, the human resources manager, payroll supervisor, technology expert, marketing and advertising specialist, and everything else in between. With all of that on our plate, how in the world are we ever going to find time to make a little money? Add to it the challenges the economy has thrown at us, and we quickly realize how important it is for small businesses to be more efficient.

That’s why the Arizona Small Business Association (ASBA) is here: to help you keep more of the hard-earned money you make. We have leveraged the buying power of our 11,000 member businesses to bring you huge savings on products and services you are currently using. ASBA offers discounts on things like office products; UPS shipping services; credit card processing; hotel rooms; health, life and dental insurance products for you, your family and all of your employees; and

Southern Arizona 4811 E. Grant Road, Suite 262 Tucson, AZ 85712 p. 520.327.0222

have a lot further to go than almost every other state. So when these reports come out showing

we went into business, didn’t realize that not only did we need to be the CEO (sounds like a cool title

Small Business

p. 602.306.4000

levels of employment and output. Arizona was hit particularly hard, so to achieve a full recovery, we

f. 520.327.0440

© 2013 ASBA. A publication of the Arizona Small Business Association. For more information or to join ASBA, please contact us at www.asba.com. Section designed by the Arizona Small Business Association.

much more.

If you haven’t taken a look lately at some of our offerings, I would encourage you to visit asba.com and click on the “member benefits” tab. With the uncertainty of the economy, and the daily struggles each of us faces to make payroll, isn’t it nice to know that you have help? Take advantage of all we have to offer. Let the Arizona Small Business Association work for you!

01

ASBA Board of Directors

Political Climate Benefiting Arizona Businesses

Roy Irwin | Chair Principal, Irwin Insurance & Investments, LLC Donna Robinson | Vice Chair VP and Director of Operations, Network Dogs, Inc. Jacob Gregory | Treasurer Sr. Manager, Assurance Department, CliftonLarsenAllen, LLP Mark Staudohar | Secretary President, ACCENT’ Hiring Group Joe Higgins | Immediate Past Chair Serial Entrepreneur, Tucson Metro Area Tracy Carlson Corporate Counsel, Republic Services, Inc. Bob Cody Director of Technology Consulting, Gate6, Inc. Rick Danford Vice President and Sr. Relationship Manager, Arizona Business Banking Group, Comerica Bank

by Jerry Bustamante, Sr. VP, Public Policy + Southern Arizona, ASBA The dust settles quickly at the state capitol following sine die when lawmakers and lobbyists call it a session and go home. This is when we take inventory of what we accomplished during the recently concluded legislative session and we see how our wins measured up to the losses. As a political organization who actively lobbies the Arizona Legislature on behalf of our members, the Arizona Small Business Association (ASBA) enters each legislative session with an agenda and our top priority issues.

Due to all the political agendas at play, no one expects to get everything they want. However, this year was a very rare exception. Despite the eventful conclusion to this year’s legislative session, driven by the Governor’s political maneuvers which led to the passage of an $8.8 billion dollar budget that included Medicaid expansion, with a powerless majority witnessing it unfold in the late hours of the night, we got everything we wanted.

Glenn Hamer President and CEO, Arizona Chamber of Commerce and Industry

Arizona’s political climate has benefitted business and industry as good public policy has been

Ben J. Himmelstein Counselor & Attorney, Wong Fuji Carter, PC

outside interests. I’d like to share with you some of the wins that Arizona businesses

Karen Karr Attorney at Law, Clark Hill Jamie Low Owner, Low & Johnson Business Insurance George Maravilla Finance Director, DMB Associates

passed in recent years, making Arizona more business friendly, competitive and attractive to accomplished this legislative session.

Transaction Privilege Tax (TPT) Reform - Arizona’s sales tax system was considered among the worst in the country prior to this legislation. The passage of HB 2111 will significantly improve Arizona’s sales tax system by providing a much-needed overhaul.

Ryan McMullen Regional Manager, RSI Enterprises

Medicaid Expansion - Given our dependence on a healthy workforce, this is a win for Arizona

Dr. Jan Northup President, Management Training Systems, Inc.

Many workers are young people entering the workforce, and healthcare is big business in our

Lynn Paige Owner, LM Enterprises Kim Marie Branch-Pettid Owner and CEO, LeTip International Tim Robertson Owner, HealthTelligent Jess Roman VP, Commercial Relationship Manager, Johnson Bank Linda Stanfield CEO, Benjamin Franklin Plumbing Victoria Trafton Owner, Victoria Trafton Presents Danny Valenzuela Owner, Transition Execs, LLC Russ Yelton President and CEO, Northern Arizona Center for Emerging Technologies

businesses. Expansion will now cover childless adults up to 133% of the federal poverty level. state.

Leveling the Playing Field in Unemployment Insurance - The passage of HB 2147 is the latest reform to how unemployment benefits are delivered in Arizona. This bill provides much needed relief to Arizona employers by shifting the burden of proof onto an unemployment insurance applicant who resigned their employment but claims they were fired.

Paying Taxes on Gift Cards Is a Bad Idea - The legislature agreed. As businesses large and small, continue to increase the use of gift cards, vouchers and other cash equivalents to increase sales, they will continue to be sold at face value thanks to the passage of HB 2336.

Education Funding - Finally, a much needed increase to education funding, and the first since 2008! Funding includes paying public schools inflationary costs of $82M, and adds $3.6M for school safety.

The current political climate at the state level is exactly what our recovering economy needs, and Arizona businesses are reaping the benefits. deserve

02

our

praise.

asba.com/advocacy.

To

view ASBA’s

Our state lawmakers and Governor Brewer complete

2013

Legislative

Summary,

visit

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

Online • Campus

A R I Z O N A’ S P R I VAT E U N I V E R S I T Y S I N C E 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/ ).

Successful Hiring Tips

Mark Staudohar, ACCENT’ Hiring Group Remember who your applicant is. Write your job description accordingly, and with a purpose. Recall what your eleventh grade English teacher told you: write for your intended audience. Engage the people you want to work for you, and you will receive a proportionate number of driven, engaging applicants. Use language that precisely exemplifies your company and its company culture. Being clear will also eliminate ambiguity, which is a contributing factor to job performance that employers feel is sub par. When applicants (and later, employees) are unsure of what is expected of them, they cannot perform at peak level.

Tips for Access to Capital Steven Spangler, Comerica Bank

• Make sure your banker has the experience and expertise to assist with your business needs.

• It is important to have consistent communication with your banker (good and bad).

• Utilize and consistently review your written business plan (road map to success).

• Make sure you have reliable and timely financial reporting (important to credibility).

• Manage your business profitably and retain earnings to build equity.

• Understand how your banker looks at your request and make sure that you understand why he/she is saying yes or no.

• Keep personal credit reports clean.

Benefits of Factoring as a Funding Option Robyn Barrett, FSW Funding

• Factoring is an expense, but it’s an expense that can protect against lost sales.

- If you have the margin to afford factoring, then you should not forgo a good sale.

- Offset the cost of factoring by taking advantage of vendor discounts.

- Factoring is cheaper than offering a cash discount to customers, and it’s easier to manage.

- When offering a cash discount, the customer still holds the power.

They control the timing of the payment and cash flow. When you factor, you control the cash flow.

- It’s difficult to take away a cash discount once it has been offered.

Again, your customer is controlling cash flow and not you!

• Factors are great credit managers!

- Use factoring to help vet new customers and manage the credit risk of existing customers. It is part of the service offered by factors.

Remember who your staff is. Take under consideration the current climate of your work space. How would adding a prospective applicant affect the balance and atmosphere? Where is there potential for negativity? If you sense friction is possible, is the potential hire worth the risk to your current staff? Taking these things into account will benefit you in two ways: your current employees will feel safer knowing you are “protecting” their professional ecosystem, and you will lessen the possibility of having to make additional staff changes that would have otherwise been avoided.

Remember to evaluate. It is in your best interest to implement the practice of hiring on 90-day probationary periods. At the end of the 90 days, you are able to review the performance of the individual and weigh that against what your expectations were and how the applicant presented himself. This will allow you to keep only those who are truly going to augment your team. This is also considerate of the applicant, as it gives him or her a chance to make a move elsewhere without greater penalty. This saves you money and helps you tweak your hiring process along the way. For instance, if you see frequently that you are hiring people who sound great on paper and in interviews but who don’t pull their weight, it may behoove to you pay greater heed to personal and professional references, and to dig deep when inquiring of those references who the applicant in question is on a day-to-day basis.

Know Before You Act Karen Karr, Clark Hill PLC

• Medical Marijuana. You cannot discriminate against employees with Medical Marijuana cards; however, you can protect yourself, your customers and your business if the person is in a safety-sensitive position.

• NLRA. Even though you are a small, non-unionized business in Arizona, the National Labor Relations Act still prohibits you from interfering with employee rights. For example, never prohibit employees from discussing their wages and think carefully before you require them to keep investigations confidential.

• At-Will Employment. Sure you can terminate your employees any time for no reason at all – but doing so may leave your business exposed to claims.

Smart employers carefully document termination decisions so that they can defend claims of unlawful discharge.

How to Protect Your Assets Ben Himmelstein, Wong Fujii Carter, PC

• Monitoring employees, especially when you have a protectable trade secret, is legally sound. However, you should disclose, in writing, what you are doing to monitor.

• Your client list and client base is your greatest asset and worth protecting, but you must take action in order to protect it. Make your client list password protected and generate policies that prohibit its disclosure or even taking it out of the business.

• Non-competes are not usually enforceable, but non-solicitation provisions probably are, if reasonable. A non-solicitation provision, coupled with policies prohibiting disclosure of your trade secret client list, will add a nice layer of legal protection for your company.

Small Business Contract Tips Tracy Carlson, Republic Services, Inc.

Lawsuits are expensive, time-consuming, and can considerably hinder a small business. Detailed, well-drafted, and skillfully negotiated contracts are worth the effort; they protect small businesses and can prevent burdensome legal battles. Below are several tips for small business owners to keep in mind when reviewing or drafting contracts.

• It never hurts to ask. Attempt to negotiate contract terms instead of simply signing off on a vendor’s standard agreement. Even if you have little or no leverage, do not hesitate to ask for business or legal terms that mitigate your risk or provide a better deal for you. It is sometimes surprising how much you can improve your contract provisions just by asking.

• Read (rather than skim) the entire contract. Often, small business owners are time constrained and do not take the time to read and understand their agreements. It is much faster and easier to sign the dotted line and hope for the best. This approach can lead to unpleasant surprises in the future. You may not be signing up for what you expect, need, or can provide. You may be unwittingly agreeing to provisions that are too financially risky. Remember that you will be legally bound to every term in your contract whether you read and understood it prior to signing or not.

• Define, define, define! Every word in a contract counts. The best contracts are the least ambiguous ones. Specify time periods, dates, payment logistics, the parties’ major and minor responsibilities, and define all subjective terms to the fullest extent possible. Even if the intent of a word or sentence appears obvious, add detail so there is no room for a different interpretation. Along these same lines, do not rely on prior conversations to give meaning to the contract. Every detail discussed and orally agreed upon between the parties should be in writing. Also, use clear and concise verbiage, that would be simple for a judge or jury to understand.

• Deal with the right entity and person. When you negotiate or put together a contract with an organization make sure you are dealing with the person who truly has authority to bind the company. Also, make sure you use the right legal name for the companies involved.

PR Best Practices

David Eichler, Decibel Blue, Creative Marketing & PR • What is PR? It’s said that advertising is what you say about yourself, but PR is what others say about you. Through a combination of media relations, community relations and industry recognition, the best way to get people to talk about you is to find opportunities - through third-party endorsement - to tell your story in a creative and compelling way.

• Media Training 101: The better you know your interviewer, the more relaxed you’ll be and the better you’ll perform. Journalists generally work at great speed and under intense pressure. They have to find a colorful angle that will engage their reader, listener and viewer. If you can help them do that and remain true to your own organization, you have a stronger chance of being interviewed again and having your point conveyed effectively.

• Crisis Communications: In the current media climate, damaging news can travel quickly. The widespread growth of social media and online news platforms enable information to disseminate further and faster with traditional journalists and bloggers alike. Therefore, be proactive and develop a crisis plan now, keeping in mind it is always best to be transparent and consistent.

Making Your Message Count

Rick McCartney, InMedia / In Business Magazine At InBusiness Magazine, we work hard with clients to be sure that their print and digital messages resonate with readers and end-users. We look at each “campaign” as it comes in to be sure that their message relates.

Here are some tips to identify relevancy of your message.

• Know the content and demographic of the reader or end-user for each placement.

• Focus on a message that will appeal to that reader/end-user FOR THAT PLACEMENT. One size DOES NOT FIT ALL. Your credibility and return on your ad dollars goes up significantly if the reader/end-user sees that your message relates to the content of the publication/website where it is placed. A particular issue about funding a small business may work best with an ad that reads, “Get professional documents when applying for that loan with XYZ document company. We will assure your professionalism. Call us!”

• Understand frequency matters. The more your message is noted (and in more places), the more likely you are to get noticed and be that “one” resource called upon when a reader or end-user needs your service.

Social media compounds the impact of online, which compounds the impact of print, and so on.

To download the full Small Business Resource Guide, visit asba.com/businessresources.

Thursday, September 26 | 4pm - 7pm

Face-to-Face Access to Hundreds of Small Business Owners

Attend at Either Our Central or Southern AZ Office

High-Quality Networking

Food, Drinks and Prizes

or

Confirm your attendance!

Visit asba.com/openhouse or scan now.

Contact me to reserve your exhibit table!

Sandi Ahrens, Director, Business Development Arizona Small Business Association P. 602.306.4000 | sahrens@asba.com

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

Follow us to build your small business

/inbusinessmag

@inbusinessmag

Index Index by Name

Eichler, David, 53

Maslow, Abraham, 28

Smith, Steve, 35

Achor, Shawn, 29

Gates, Bill, 22

McCartney, Rick, 53

Spangler, Steven, 52

Barrett, Robyn, 52

Hammond, Tracy, 31

McIntosh, Kyle, 12

Stanton, Greg, Mayor, 18

Basha, Edward N., III, 10

Hawkins, Adam, 31

Miles, Stephen, 16

Staudohar, Mark, 52

Beckett, Justin, 10

Henderson, Dan, 22

Murray, Rick, 49

Tibshraeny, Jay, Mayor, 18

Berra, Rich, 14

Himmelstein, Ben, 53

Neffinger, John, 29

Tirendi, Richard, 14

Boyd-Williams, Mary, 22

Hoffman, Dennis, Ph.D., 22

O’Neil, James, M.D., 14

Tripp, Dena, 55

Broome, Barry, 18

Hoffman, Devon, 22

Reeve, Amanda, 31

Van Es, Johnjay, 14

Bryant, Georganne, 22

Karr, Karen, 52

Riesterer, Tim, 31

Waschler, Merl, 30

Bustamante, Jerry, 50

Kohut, Matthew, 29

Rose, Robert, 31

Watson, Sandra, 18

Carlson, Tracy, 53

Lagas, Phil, 31

Satishkumar, N., 58

Wigal, Amanda, 46

Clarke, Brandon, 18

Lanning, Kimber, 9, 22, 38

Shoen, Anna Mary Carty, 20

Winget, Larry, 29

Comaford, Christine, 28

Lantz, Sharon, 22

Shoen, Edward Joseph, 20

Wist, Ian, 41

Crow, Michael, Ph.D., 18

Larcker, David, 16

Shoen, L.S., 20

Wist, Robert, 41

Darwin, Henry, 31

Leutwyler, Ric, 14

Shoen, Stuart, 20

Woods, LaTricia, 22

DelMuro, Ray, 12

Lundy, James, 43

Shwetz, Debra, 55

Wright, Andy, 31

Dewitt, Jeff, 22

Malarkey, Brian, 35

Smith, Don, 45

Zito, Ed, 22

Ebert, Michael, 10

Mangen, Carol, 51

Smith, Scott, Mayor, 18

Index by Company

Content Marketing Institute, 31

Phoenix, City of, 18, 22

Stinkweeds, 22

ACCENT Hiring Group, 52

Corporate Visions, 31

Polsinelli, 31

Stoney-Wilson Business Consulting, 15

Alerus Bank & Trust, 11

Corporation for Supportive Housing, 30

QLess, 12

Tempe Chamber of Commerce, 33

Alliance Bank of Arizona 2, 22, 43

Courtesy Chevrolet, 48

RED Development, 10

Things Remembered, 34

Alpine Valley Breads, 22

Cushman & Wakefield, 59

Refresh Glass, 12

uFaker, 12

Ambassador Group, The, 47

Decibel Blue, 53

Regus, 7

U-Haul, 20

Arizona Chamber of Commerce and Industry, 31, 32

Driver Provider, The, 15

Republic Services, Inc., 53

University of Phoenix, 5

Arizona Commerce Authority, 18

Einstein Bros. Bagels, 35

Rock Center for Corporate Governance, 16

Valley of the Sun United Way, 30

Ford Motor Co., 20

SCF Arizona, 3, 45

VisionQuest 20/20, 14

Frances & Charlie Newsstand, 22

Scottsdale Area Chamber of Commerce, 33

W. P. Carey School of Business, 22

Frances, 22

Searsucker, 35

WebIS, 12

Fry’s Food Stores, 22

SimpliMotion, 12

West Valley National Bank, 47

FSW Funding, 52

SkyTouch Technology, 14

West Valley Women, 33

Gilbert, Town of, 22

Smeeks, 22

Wist Office Products, 41

Grand Canyon University, 51

SRP, 19

Women of Scottsdale, 8, 33

Greater Phoenix Chamber of Commerce, 32

Stanford Graduate School of Business, 16

Wong Fujii Carter, P.C., 53

Greater Phoenix Economic Council, 18

Starbucks, 35

Arizona Department of Environment Quality, 31 Arizona Department of Transportation, 34 Arizona Diamondbacks, 17 Arizona International Growth Group, 32 Arizona Small Business Association, 32, 33, 49 Arizona State University, 18, 22 Arizona Technology Council, 31, 32 Association for Corporate Growth – Arizona, 32 Audi, 34 Bashas’ Family of Stores, 10 Beckett’s Table, 10 Bibby, 4 Biltmore Fashion Park, 22 Brandables, 46 Buchalter Nemer, 21 Business Marketing Association – Phoenix Chapter, 31

Haley & Aldrich, 31 In Business Magazine, 53 Johnjay and Rich Radio Network, 14 K1 Speed Phoenix, 4 L. William Seidman Research Institute, 22

Macerich, 22 Maricopa County Attorney’s Office, 8 Maricopa, City of, 22 Mastro’s Restaurants, 11 Mesa, City of, 18

Chipotle Mexican Grill, 35 Choice Hotels, 14 Christine Comaford Associates, 28 Civic Economics, 38

Mesa Chamber of Commerce, 32

@inbusinessmag

It's THE Hub to Building Business

Moda Giorgio, 34 National Association of Women Business Owners, 32 National Bank of Arizona, 60 North Phoenix Chamber of Commerce, 32 Northcentral University, 13

Clear Channel Media and Entertainment, 14

Octane Raceway, 7

inbusine ssmag.com

/inbusinessmagphx

Miles Group, The, 16

Clark Hill PLC, 52

Comerica Bank, 52

Check Out

MAC6, 12

Center for Leadership Development and Research, 16 Chandler, City of, 18

Bold listings are advertisers supporting this issue of In Business Magazine.

Startup Arizona, 18

Local First Arizona, 9, 22, 38

Cassidy Turley, 36

Chandler Chamber of Commerce, 32

Stanford University, 16

Nothing Bundt Cakes, 55 Peoria Chamber of Commerce, 33

A u g u s t 2013

57

Roundtable

A Candid Forum

How Can Manufacturing Increase Profits and Reduce Waste?

New efficiencies are possible by realigning organizational structure

by N. Satishkumar In an organization’s functional terminology, we refer to “money” as the finance function and “manpower” as the human resource department; “machineries” represents the plant and “materials” stands for the inputs required for the final product. In our present organizational set-up, the operations/ manufacturing, engineering, quality control and R&D are combined under machineries, and procurement, warehousing and logistics are combined under materials. A department head oversees the specialized function of each of these four major resources. We have marketing and sales as a different function, by itself.

A new business management concept — in this case tailored to manufacturing — Materials Resources Deployment, or MRD promotes a paradigm shift in the present organizational structure that would ultimately help in the efficiency of these vital business functions, resulting in higher productivity, reduced waste and increased profit.

The MRD Concept recognizes marketing, finance and HR as indirect materials users.

These would remain as their separate departments. A newly created MRD department would bring together the four major direct materials resources functions of manufacturing/operations, engineering, materials and sales.

The coming together of these four departments collapses the supply chain within the organization to form a seamless department with individual functional responsibility and combined responsibility for the other three functions. This results in synergizing the abilities, strengths, capabilities, knowledge, experience and expertise of the leaders to perform as a team and achieve results better than they are achieving as individual departments and functions. In other words, the best of technological and commercial brains would be working together and taking charge of the entire materials resources of the organization.

This business structure also helps the environment. Pollution of the environment

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by the industry is often caused during the process of manufacturing. At a macro level, we can have rules and regulations, penalties and legal action on the polluting industries.

However, at a micro level, we must look at how we can reduce or remove the problem from the pollution creation point. This is where the MRD department comes into play.

Today, we have a scenario in any given organization in which, if we ask the operations or manufacturing why they have waste in any form in their process, they will cite inefficiencies in the engineering department not providing them with the right technology.

Engineering will see a deficiency coming from manufacturing and operations in the level at which the process is operated, and from procurement in lack of access to the right technology manufacturers. Procurement will cite its limited budget.

But under the MRD Concept, all these functions come together under one head, providing opportunity to brainstorm and debate about the right technology before

procurement. Leaders can ensure selection of a process that will minimize process pollution. Even the unavoidable pollution that still occurs will be looked into by the MRD department for its reuse, ability to be sold for reuse, or disposed of in an environmentally friendly manner.

With all of the concerned functions working together, actions taken will not be a one-time shot, but a sustained effort that will avoid waste and pollution as well as increasing profits through improved efficiency and supplier-customer relationships.

N. Satishkumar, author of recently released The MRD Concept, has worked in the materials and supply management field for more than 25 years.

Experience in various industries that include engineering, electrical, electronics, chemicals, FMCG and hospitality, has given him a wide-angle view of the functions and applications of many industries.

Satishkumar has professional qualifications in the fields of materials management, business management and foreign trade. He currently heads the Materials Management division at a chemical company in Kuwait.

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