Sioux Falls Business Magazine July-August 2011 by Sioux Falls Business Magazine

July/August 2011

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Exceeding Your Expectations with Business Insurance and Employee Benefits Delivered with a True Understanding of Your Needs.

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WRITER BIOS

LINDA LEIER THOMASON Linda Leier Thomason is an adventurer. A native of North Dakota and dual graduate of Iowa State University, she has successfully and profitably mixed the written word with business her entire career and consults with local businesses in addition to freelance writing. She and her husband, Ken, travel extensively and are often found supporting their son, Alex, and his teammates on many midwestern soccer fields. Linda and her family are delighted to be Sioux Falls residents, though occasionally she enjoys wiggling her toes in powdery white sand.

GRETA STEWART Greta Stewart has a passion for meeting people and telling their stories. Always the advocate and cheerleader, Greta spent most of her youth in Brookings, South Dakota knowing she would one day be a writer. She got her degree in Journalism/Advertising from South Dakota State University and every day since has been writing articles, ads, press releases and television scripts as well as taking the helm in a variety of community projects. When Greta isnâ&#x20AC;&#x2122;t hunting down a good story, she uses her boundless energy to spend time with her husband, Jason and their son, Aiden.

JENNIFER DUMKE Jennifer Dumke grew up in the Midwest and received a degree in Broadcast Journalism from South Dakota State University. She began her career in television news and went on to take interest in interior design and real estate. Today she works as a public relations and marketing specialist for the Avera McKennan Foundation while being a freelance writer. She lives in Sioux Falls, South Dakota with her husband Brad and daughter Kaydence. She continues to enjoy working with interior design and spending time with her family.

Margaret Pennock Margaret Pennock has called the Sioux Falls area home for the past 13 years. After graduating from Iowa State University with a Journalism degree, she has experienced a rewarding career including writing and producing for an advertising agency, and in marketing where she currently works as a Marketing Coordinator for Southeast Technical Institute. Margaret and her husband Marty have been blessed with two incredible children, Brandon and Amanda. She enjoys spending her free time reading, catching new flicks, attending her childrenâ&#x20AC;&#x2122;s activities and traveling with her family.

INSIDE THIS ISSUE Yin And Yang . . . . . . . . . . . . . . . . . . . . . . . . 6 Jeff Veire jeff@siouxfallsbusinessmagazine.com

Editor Greta Stewart greta.stewart@sio.midco.net

Director of Sales Tammy Beintema tammy@siouxfallsbusinessmagazine.com

CREATIVE Director Shalaine Rostomily shalaine@300dpidesigns.com

Despite different personalities, Gary Weckwerth and Ann Parker both agree they can attribute their successes to always gaining strength and support from each other.

Taking It To The Next Level . . . . . . . . . . . . . . 10 Local business owners are taking the success of their restaurants and creating new experiences across the border in Minnesota.

High Tech Printers: Is It Worth The Investment? . . . . . . . . . . . . . . 12 Learn how to take your printers and your service to the next level.

An Invaluable Tool . . . . . . . . . . . . . . . . . . . . . 16 What can you do to improve workplace morale, enhance relationships between departments, increase job satisfaction among staff and boost your image in the community?

To modify your free subscription OR TO REQUEST MULTIPLE COPIES tammy@siouxfallsbusinessmagazine.com

With story ideas jeff@siouxfallsbusinessmagazine.com

What are a successful realtor’s keys to success and what should you do if you want to get ahead?

How to Reach Us

Figuring Out The Finances . . . . . . . . . . . . . . . 20

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Plan, Persevere And Educate . . . . . . . . . . . . . 18

We talk to bankers who specialize in saying “yes” to a business or agricultural loan.

Mobile Marketing. . . . . . . . . . . . . . . . . . . . . . 22 We’ll tell you how to get new customers in the palm of your hand—literally!

To advertise

The Ultimate Sales Team . . . . . . . . . . . . . . . 24

Contact Tammy Beintema 605-549-5070 tammy@siouxfallsbusinessmagazine.com

We’ll show you how to get a team together that really cares about making a positive difference in the lives of their customers.

All article photography by

How Can A Health Coach Help Your Bottom Line? . . . . . . . . . . . . . . . . . . . . . . . . 26

Imagery Photography except where noted 605-336-9378 www.imagery-photo.com

INSIDE THIS ISSUE

Publisher

We share how businesses can see improvements in insurance rates and workers’ compensation costs.

Pay As You Go . . . . . . . . . . . . . . . . . . . . . . 30 Is it worth it for businesses to invest in this type of plan?

Slammed By Spam? . . . . . . . . . . . . . . . . . . . 32 You might be surprised to know you could be spending six hours a year looking at unwanted email.

Cashing In On…The Sun? . . . . . . . . . . . . . . . 36 Thanks to modern technology and the desire to preserve our natural resources, there are ways to conserve energy and save money. No part of this publication may be reproduced without written permission from the publisher. Sioux Falls Business Magazine does not necessarily endorse or agree with content of articles or advertising presented.

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FEATURE

But despite their different personalities, they both agree they can attribute their successes to always gaining strength and support from each other. Nearly thirty years ago, Sioux Falls viewers welcomed a young Ann Parker and Gary Weckwerth into their homes on a daily basis. Having met in college at St. Cloud State University located in St. Cloud, Minn., the two communications majors started their careers at KELO-TV working a variety of positions. Gary was a sports anchor and reporter while Ann specialized in general reporting and anchoring. “We did anchor the noon news together at one point,” laughs Ann when recalling their television days. Eventually, the two married and announced their union on live television. However, Ann soon began looking for a new challenge and decided to investigate “life outside of media.” And she didn’t have to look too far. Word spread that she was eager to try something new and was offered a position at the radio group across the street from KELO-TV. She embraced her new role as news director along with better hours and better pay. Meanwhile, Gary continued to report and anchor sports for KELO-TV. Although he loved sports, he was more interested in the business side of television. After his dreams of eventually becoming a station general manager grew dim, he also grew the desire to seek a new challenge. “I decided to leave television because I thought I had more to offer the world,” he adds. And he too didn’t have to look too far. Gary started a company specializing in human resource development, but still spent his mornings broadcasting sports for a local radio station. Even though he juggled his daily schedule, it would certainly pay off. During one fateful interview in 1992, the concept of a new baseball team coming to Sioux Falls was first introduced and Gary was soon offered the opportunity to become general manager for what was to be known as the Sioux Falls Canaries. From selling season tickets and sponsorships to working with the team itself, Gary embraced all aspects of managing a local sports team.

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Hard work and dedication are just two of the words one would use to describe Gary Weckwerth and Ann Parker. Gary, a successful banker and owner of two local sports teams, and Ann, a businesswoman who specializes in corporate communications and investor relations, have both found themselves embracing all that Sioux Falls has to offer. But like most success stories, their humble beginnings have instilled them with a strong work ethic and optimistic outlook for new opportunities. Gary and Ann represent a classic yin and yang pairing; he being the quintessential “go getter” with a vigor to try new things; she having logged more than two decades working up the ranks at a local interactive media company.

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By Jennifer Dumke

A LEAGUE OF THEIR OWN

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FEATURE

Out of a job and challenged with what to do next, Gary decided to do what he knew best—work with people. He immediately began calling all his business contacts and Canaries team sponsors and ticket holders to personally thank them for their support. “I truly believe relationships are the key to success,” he says. With his networking skills in full swing, Gary was offered a position in business development for Land Title Guaranty Co. in Sioux Falls. With the title insurance company as his full-time position, he continued freelancing in the media by hosting South Dakota State University’s football television show for coaches Mike Daly and John Stiegelmeier over eight seasons. At the same time he also served as the first commissioner of the South Dakota-Iowa Athletic Conference (SDIC). “I had a lot going on all at the same time,” he laughs. But his schedule was about to get even busier.

“We always say it’s a small world, so talk to people and be as open as possible to different opportunities, opinions and experiences. You never know where that will take you.”

Until one day, “He was absolutely devastated,” says Ann when recalling Gary being let go after a successful season. “It just crushed him.” While her husband was experiencing a rocky time in his career, Ann would continue to freelance in media, but would soon find herself working as communications director for a small firm in Sioux Falls called Satellite Movie Company. Her decision back in 1990 would also pay off as this “small company” would eventually become LodgeNet Interactive Corporation. “I started out in marketing and advertising but eventually began working with investors when the company went public in 1993,” she says. Ann often credits her reporting background and inquisitive nature as an important part of her success. “I had the opportunity to put my communication skills to work as I spoke with analysts and investors. I traveled, learned about Wall Street and loved all that it brought.”

In 1997, Gary was contacted by an acquaintance at St. Cloud State University inquiring about the possibility of starting a new hockey team in Sioux Falls. In its infancy state, investors were looking for a local presence. Even though hockey was unfamiliar to Sioux Falls residents, this was a very familiar story for Gary, having started the Canaries just five years prior. Without hesitation, Gary eagerly jumped on board, becoming an investor and the company’s CEO and managing partner of Sioux Falls Sports, which would initially own the Sioux Falls Stampede Hockey Club and SFS Management Services, a facility management firm that operates the Sioux Falls Ice & Recreation Center. The company also owned the Sioux City Musketeers for a short time (2000-02) and in December of 2009, purchased the Canaries, which today is known as the Sioux Falls Fighting Pheasants professional baseball team. After spending almost 12 years in the title insurance business, Home Federal Bank would call in 2006. Gary was offered the role of vice president of mortgage banking and was charged with managing mortgage production through its 17 home loan specialists throughout eastern South Dakota and southwest Minnesota.

Between the two of them, their lives are filled with new adventures and satisfaction in the paths that have led them to where they are today. Yet when it comes to the future, they remain open to new directions. “We don’t know exactly where we want to be in five years,” says Ann. “We always say it’s best to continue working with great people, be open to new ideas and opportunities and hopefully things will go our way.” As for Gary, it’s not a surprise that he lives in the moment. “I’m very visual and can see myself in certain roles. I’ve never been a real goal setter, so it’s been very surreal all that we have accomplished so far!”

From their early days working in front of the camera together to sitting in the stands cheering on their home teams, Gary and Ann are quite happy with the life they have created for themselves. “We never thought Sioux Falls, South Dakota would have given us all of these opportunities,” says Gary. “It just shows that they are here if you look for them.” Even though their success can be credited to challenge, Ann readily admits she is the grounding force of the family. “I’ve learned that you have to be prepared for anything. Gary has had multiple careers for a long time.” But one thing

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they do agree on is having dual respect for whatever ventures they take on. “We often times both need to work long hours so it’s important we are both on the same page when it comes to balancing career and family,” Ann says. And it’s that lesson they have instilled in their children. From banking to sports, journalism to marketing, this one“We also hope that our kids have learned that relationtime reporting duo found themselves embracing their new ships and networking are so valuable. I’ve told them grades roles. Together with their two children, this family of four aren’t as important in college as high school, because what enjoyed balancing their hectic schedules with their son’s they do outside of the college classroom can dictate their hockey games, traveling and working with other families futures so much,” Gary says. “I look at where our kids are involved in sports. “The teams have really brought the today, after earning a bachelor’s degree from St. Cloud world to us,” says Ann. She reflects on how their successes State. Our daughter, Paige, earned a graduate degree from can be attributed to the need for challenge. “We are very Parson’s New School of Fashion Design and works as a happy here. Our lives successful fashion are very busy, we designer in New York. both have demandOur son, Parker, just “We never thought Sioux Falls, South Dakota ing careers, but we completed his freshman would have given us all of these opportunities. It just are fortunate to work year in fine arts at the with great employers University of South shows that they are here if you look for them.” who understand our Dakota. We are very commitments and proud of what they family values.” have accomplished.”

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“I know what I need to do to get through each day,” he says. “I’ve been blessed to work for wonderful companies that believe in me but most of all knowing that with all that I do, in the end, I have to produce.”

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RETAIL /RESTAURANTS

Local Restaurant Builds on Success New Market New Menu Means New Experience

By Jennifer Dumke For many years, WR Restaurants Management, L.L.C. has been a leader in restaurant management, restaurant development and restaurant marketing. Their list of credits includes local favorites such as Minervas, Phillips Avenue Diner, RedRossa Napoli Pizza and Grille 26. Spanning across South Dakota and into numerous bordering states, these local top tastes are creating a buzz that WR Restaurants hopes to continue growing. When the opportunity was presented to build a restaurant in the Minneapolis, Minnesota market, the team at WR Restaurants decided to build on a brand that already has a good following in Sioux Falls and Clive, Iowa. The result: RedRossa Italian Grille.

“When it comes to developing our restaurants, we follow dining trends and try to adapt to what each market demands, but always try to stay true to our core value of hospitality and service, along with chef-inspired cuisine, offered in an inviting setting.” Barbara Christen, Marketing Director, WR Restaurants

Founded on three values ‘Fast, Fresh and Authentic,’ RedRossa Napoli Pizza allows guests dine-in or take-out pizza that is made fresh and cooked in less than three minutes in an 800 degree, wood-fired oven. Its counterpart, RedRossa Italian Grille, will focus on fresh and authentic chef-inspired dining in a full service, contemporary casual setting offering many of the RedRossa flavors. In addition, pasta, steak, seafood and a full bar will be added as a result of market research and customer demand. “We are excited to share our passion and culture of hospitality similar to that of Grille 26,” said Christen. Marketing is another strength WR Restaurants has to offer. Christen says that they try to stay flexible and true to their brands. “Instead of offering one time coupon-type offers, most of our restaurants have ongoing specials that make dining affordable.” Whether it’s a buy two, get one free pizza night, early bird inclusive menu, half-price burger night, or happy hour offerings, their restaurants are about building business on product and service, not gimmicks. RedRossa Italian Grille will feature a great Happy Hour twice daily, offering food, cocktails and even desserts for under $6.

“We are so excited to see this expansion and have taken special consideration to the successes of the original restaurant in Sioux Falls to help create new experiences outside the area,” Christen says. WR Restaurants has grown to own, manage and market many restaurants and several different concepts to promote continued growth. Most notable is Minervas Restaurant & Bar, which is their largest concept. Currently, RedRossa is expanding to include four locations in three states. Aside from delivering quality food, establishments such as RedRossa Napoli Pizza and RedRossa Italian Grille benefit from the solid backing of market research and customer feedback, proving that you don’t have to eat in Sioux Falls to experience ‘local dining.’ “We really encourage feedback at all of our locations,” adds Christen. “We use it to fine tune our menus, train our staff, and most of all, strive to make the dining experience the best it can be for every guest.”

“The philosophy and mission of RedRossa Napoli Pizza is to offer our guest authentic, Neapolitan-style pizza and salads in a fun, fast and casual environment.”

In addition to an expanded menu, the new RedRossa Italian Grille plans to capitalize on another key element— environment. “The new RedRossa concept approach is to put a restaurant as an anchor to the BEST WESTERN PLUS Hotel Bloomington at Mall of America,” adds Christen. With hotel partner Regency Hotel Management, the location has recently been remodeled, providing an exquisite setting to add to the dining experiences— another key element in restaurant development and marketing. A second RedRossa Italian Grille is currently in the construction phase in Pierre, South Dakota, with a target open date later this year.

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Barbara Christen, marketing director for WR Restaurants Management, L.L.C., explains,

RETAIL/RESTAURANTS

Management, L.L.C.

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TECHNOLOGY

Proactive Print Management Dream Software Patrols Print Issues

By Jody Gust Imagine carefree print management with the ability to reduce waste and increase productivity. Choosing a print service that specializes in monitoring technology can deliver accurate troubleshooting and put an end to inefficiencies with a simple “ping”. “It happens all the time,” says Joel Running, vice president of major accounts at Printer Patrol, a Division of A & B Business. “When we call customers proactively, they’re like ‘wow, we didn’t know you guys had that technology.’”

business is a viable candidate for a full-blown managed print service. We do a walk through, logistically take an inventory and put in a monitoring device.” Making an investment in print service technology resulted in a boom of growth within A & B Business and the creation of “Printer Patrol”, a company title that defines its purpose. “Because we own the software, we have a different relationship with the manufacturers and the code writers of the software,” Running notes, illustrating the infinite capabilities of the software. “Instead of using their server and their software, we actually get their help solving any kind of updates or glitches in the software.” Whether glitches are due to human error or equipment failure, “The software will monitor every device on your network and send us that information,” Running says. “We have people who monitor the devices live and if there are any service issues, such as low toner issues, it will ping us and give us an awareness of it and we can watch that device a little closer. We place that device on a threshold list to watch it and if we see that device popping up more and more, then we’ll go out and check it out.” Additionally, “We can tell if it’s a paper misfeed or if the feed rollers are just wearing out and we need to replace those for the customer,” Running says. “If we find there are issues, we can be proactive and our service person will show up at your door before you even know you have an issue because we’ve been watching those devices.”

Running’s reference to proactive service is the focus of the innovative technology that is receiving accolades for optimal print solutions. “Our first impressions are what a business is putting on paper every month,” says Dennis Aanenson, owner of A & B Business. “That information decides whether a

And that stockpile of toner and lost revenue in the supply closet? “An average business can waste 2 to 3 percent of toner every year because it either goes stale or the printer goes and it’s thrown away,” Running says. “By the end of the year, a business could have thrown hundreds or thousands of dollars worth of toner away.” 

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TECHNOLOGY

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TECHNOLOGY

Looking toward the future, Aanenson says they are taking print service to the next level. “The next stage we’re pushing hard is toner on demand,” he says. “Right now, instead of businesses ordering toner, we can actually set thresholds up on all printers. If you use a printer a lot, we can set up a higher threshold on your printer to say okay when you’re down to 25 percent toner left in your cartridge, you’ll get an automatic toner shipment to you.” Partnering software ownership, a corporate in-house certified service trainer for Toshiba, Rico, HP and Lexmark, bonus incentives based on the software that is monitored on the devices. Upgrading the software after tackling the learning curves has boosted Printer Patrol’s growth, service record and helped streamline what works and doesn’t work with this savvy technology. Running adds that a key component to workflow efficiency is to find out how your business can benefit from the technology. “One of the biggest things is going in and working with the management team to find out where they want to take the company in the next 10, 15 or 20 years,” he says. “It’s not just the impressions on paper. One of the things we need to help businesses find out as we move into the digital age with digital technology is—how do they manage their documents? What is their goal? With our software, there really are no limitations.”

INTERESTED IN ADVERTISING? CONTACT: Tammy Beintema Director of Sales 605.549.5070

“It’s not just the impressions on paper. One of the things we need to help businesses find out as we move into the digital age with digital technology is—how do they manage their documents? What is their goal? With our software, there really are no limitations.” Joel Running, Vice President of Major Accounts at Printer Patrol, a Division of A & B Business

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COMMUNITY

The New Workplace: Employee Volunteer Programs Create Motivation, Inspiration

By Greta Stewart Research shows businesses that engage their employees in volunteerism experience elevated workplace morale, enhanced relationships between departments, increased job satisfaction among staff and an improved corporate image in the community. With so many non-profit organizations available, it can be overwhelming for business owners to decide which one deserves their attention. That’s where the HELP!Line Center comes in. Whether you need help or want to help, the Volunteer HELP!Line can assist businesses meet its corporate engagement goals by connecting staff with opportunities to serve throughout the area. “The Volunteer HELP!Line serves as the community’s connection point between Sioux Empire non-profit organizations and people who want to volunteer,” says

Sara Carothers, Volunteer HELP!Line Coordinator. “We have an online database that features over 350 ways to volunteer at 130 local non-profits,” she adds. Carothers says the Volunteer HELP!Line also offers an array of services for businesses, including: •C onsultation on developing an employee volunteer program. •P ersonalized assistance in designing corporate volunteer opportunities, from creative concepts to the practical steps of having a one-day volunteer event for staff. •H elp in searching for volunteer opportunities, both for groups and individuals. •A id in identifying group volunteer opportunities for employees and their families throughout the year. •W eekly updates of open volunteer opportunities to share with staff.

“Volunteering is just a good way to connect people,” Carothers says. “All businesses have goals and they almost always want to give back in some way or another.”

You can call the Help!Line Center at 211 or log on www.helplinecenter.org.

Between these two giving programs, Perry says the feedback has been outstanding. “There’s been a very positive response,” she says. “Employees feel they can give to a wide range of places and are glad to have that flexibility. It’s great that the employee can demonstrate what’s important to them.” Perry says that flexibility is important to the employer as well. “I’m sure we’ve given hundreds of hours,” she says. “And that’s a great motivator and it’s inspiring, knowing we can give back to our community.”

67,000 volunteers make a $122.4 million service impact in Sioux Falls annually, giving 5.9 million hours of service each year.

According to research done by the HELP!Line Center, giving back is important to local businesses. 67,000 volunteers make a $122.4 million service impact in Sioux Falls annually, giving 5.9 million hours of service each year. “As a local company,” Perry explains, “it’s important to us to support our community through sponsorships and contributions but we also believe in giving the gift of time. It’s invaluable.”

“We are proud to support the employee and support the community at the same time,” Perry says. Perry outlines another program employees can participate in—the Matching Gifts Program. “For every dollar the employee gives, we’ll match it. So between the Matching Gifts program and the eight hours of volunteering, we offer up to $10,000 a year.”

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volunteers who are going to the schools, the zoo, contribute to the Genesis program, the humane society, Junior Achievement, the BackPack Program, and the Banquet.”

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One business that has taken advantage of the HELP!Line Center is Wellmark Blue Cross Blue Shield of South Dakota. “We have been able to help several non-profits,” says Stephanie Perry, senior communications consultant at Wellmark Blue Cross Blue Shield of South Dakota. “We have taken part in their volunteer fairs and they are really great because it gets more awareness of the need in our community,” Perry says. Perry says employees at her organization take part in the BluesCare Giving Program, which is a company-wide program spread throughout South Dakota and Iowa, and sponsored by the foundation. Perry says several years ago, officials at Wellmark Blue Cross Blue Shield offered to give employees up to twenty-four hours a year to volunteer at non-profits. “Three years ago, we added an incentive,” Perry says. “For each eight hours volunteering you give, we’ll make a $250 donation.” The exciting part is that the employee decides where the money will go. “We have

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SALES/MARKETING

Being the Best

Business Owner You Can Be

Sioux Falls Realtor Credits Education, Perseverance and a Desire to Give Back By Greta Stewart As any business owner will tell you, it takes time to build a good business. It takes good marketing, the drive to succeed, and the willingness to put your customer first. For the last twelve years, Lynda Billars, Broker, CRS, ABR, SRES with The Real Estate Company in Sioux Falls has been doing all of that and more. Lynda says there are many qualities and skills that go into being an excellent real estate professional - integrity, in-depth community and market knowledge, marketing savvy, effective negotiation skills and a high-quality professional network, all of which are hallmarks in which she works. Born and raised in Eastern South Dakota, Lynda says she has strived to always put her clients first. “This means keeping myself accessible, being a good listener as well as a good communicator, and responding quickly to the customer’s needs,” she says. This “client first” philosophy has always been Lynda’s approach and it requires her to continually improve her skills and ways of doing business. Lynda, who started out her professional career as a National Certified Optician and Contact Lens Technician as well as manager of several optical offices, loved her profession, and literally stumbled into the world of real estate, ultimately finding her true passion. Lynda credits her success to three main things: her education, her passion to give back to the community, and her father. As for the importance of education, Lynda says you have to have the dedication to be the best you can be. “When looking for a professional that I want to do business with, I look for the individual who thought enough of them-

selves, and their clients to further their education, knowing it will only benefit everyone as a whole. That’s why I pursued my Brokers, ABR, SRES and the CRS. In the world of real estate, the CRS is the equivalence of a master’s degree.” When it comes to giving back to the community, Lynda is one of the first out there.

Small Business Owners Managing

Financing

Preventing

Transportation Workers’ Compensation

“Out of the Box” Solutions Business Insurance Employment Related Risks

1. Perseverance (“Keep at it!”)

L y n d a B i l l a r s ’ To p 5 T i p s to a Successful Business: 605.362.2616

2. Education (“You never stop learning in life.”) 3. Technology (“Things move so quickly, embrace it all.”) 4. Balance (“Your life with your business.”) 5. Plan, Plan, Plan (“I can’t stress enough the importance of making a business plan.”)

Engineering and Inspection Specialists Providing structural design and inspections throughout South Dakota.

When it comes to marketing a successful business, Lynda says it is a must to put yourself out there. “Connections will help you grow whatever it is you’re doing,” she says. “You need to get out there, meet people face to face and let them know you’re sincere. If you’re not going to put yourself out there, somebody else will.” Lynda says marketing doesn’t have to be expensive either. One of the biggest advantages of growing your business is to join the Chamber of Commerce. “They are your best advocates!” Another tip Lynda stresses to business owners is keeping a balance. “You need to make time for your business but also your friends, family and church,” she says. “I always tell people when they’re making a business plan, make sure to include balance.” Without it, she says, your business will not succeed. Lynda says she is one of the lucky ones who have succeeded in growing a business, especially with the economy being unsteady the last few years. “I was truly blessed,” she says. “But I love the challenge. I embrace the latest and greatest tools available to me. I love people and marketing. All of this coupled together is what makes me a cohesive whole! It’s what makes me tick!”

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Lynda mentions her father, who passed away several years ago, as being an important role model in her professional career. “It comes from my dad being a coach and a teacher,” she says. “He told me to never stop giving and learning. That’s why I work twice as hard; he may no longer be with us, but I feel his presence often. It’s important to me that I show him the lessons he instilled in me so many years ago lives on.”

Seamless Processes for

ENGINEERING CORPORATION

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(605) 331-2505 (605) 225-3494 (605) 692-8799

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“I’m at a good point in my life where I can help others with my time and dollars,” she says. “A person would always like to give more, but as long as you are giving what you can to those around you, the less fortunate will benefit.” She is involved in her church, has dedicated more than thirty years to the Sioux Falls Chamber of Commerce, served on the Xcel Energy Advisory Board, is Vice President of the 2011 South Dakota Symphony Orchestra League, and is active with many others growing “Realtors for Kids,” where she, along with nine other women, raised $10,000 by skydiving last year. “God has been so good to me,” she says humbly. “He has always placed me near the top of whatever it is that I do. I don’t have to be number one, as long as I have given it my all… that’s what’s important to me!”

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LEGAL /FINANCE

Business AND FARM Financing

By Jill Funke

Get Comfortable with the Numbers

Obtaining the necessary financing for an agricultural operating loan or a business venture could be considered by some to be an intimidating process. Yet according to Mark Dominy, president of Security Savings Bank in Larchwood, Inwood and George, Iowa, preparing for a loan appointment and having a solid business plan can help reduce an applicant’s nervousness and conveys a message of confidence. Overall, Dominy says one of the most common traits of successful ag or commercial lending is an affinity for numbers. “Many of our most successful borrowers like working with numbers, and if an applicant is leery of using numbers in financial statements and other documentation, it could be a warning sign that they are not yet ready to run a farm or business.” Dominy comments, “Loan

officers want to make loans to applicants with which they feel they can establish a good working relationship.”

To explain the loan approval process further, he says, “Loan officers bring applications in front of a review board. Bank statements from the last five years and other financial information are examined for financial progress.” While some may show less financial progress due to crop loss or other issues, Dominy says that the review board is looking at the overall growth. When all of the pertinent financial information is input, a computer program assigns a grade to the applicant, much like a credit score. According to Dominy, this tool is quite sophisticated and applicants must be willing to provide all of the necessary information in order for it to be fully utilized.

To b e f u l l y p r e p a r e d to m e et w i t h a b a n ke r , D o m i n y o f f e r s t h e f o l l ow i n g t i p s : • When preparing for the appointment with the loan officer, bring tax returns to show profitability. • Loan officers like to see a debt to asset ratio under 50%. Dominy advises, “When a farm is over 50% leveraged, it can become a struggle to continue to service the debt.” • Ag loans are more likely to be approved when the loan officer makes a farm visit to an operation that looks like it will be successful, and there is a marketing plan for crops or livestock that shows the borrower has researched the best way to sell their product for maximum profits. • Accurate record keeping helps the lender know that the borrower is organized and committed to do the administrative work necessary to maintain a successful operation. • Especially in commercial lending, Dominy says, “Adequate cash flow shows that the operation or business can usually sufficiently service the debt level.”

On the commercial side of lending, Dominy says borrowers don’t have the benefit of ag-related circumstances like an amazingly high corn market, which has helped many grain farmers and others in agriculture find considerable success. Therefore, those other businesses must be able to maintain adequate cash flow throughout the year and carefully scrutinize both long-term and short-term operational decisions. Dominy explains, “Commercial loan applicants must demonstrate superb management ability in order to both qualify for financing and realize a successful business.” According to Dominy, business owners who carefully concentrate on the day-to-day management of their companies are better able to react to issues in a timely manner, resulting in a higher likelihood of staying profitable.

LEGAL/FINANCE

can be established. He explains, “The successful borrower who pays their debts on time is an asset to a bank.”

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However, not all loans are approved. Dominy wants agricultural or commercial borrowers to remember that if a loan is denied or revised, it generally means that the terms of the loan were not a good match to the lender’s current situation. Borrowers should take the advice of “The successful borrower who the loan officer pays their debts on time is an and work to lower asset to a bank.” their current debt level, improve their credit rating Mark Dominy, President of Security and/or address any Savings Bank other issues that are affecting their credit grade in order to strengthen their borrowing position in the future. At that point, Dominy says a strong lending relationship

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TECHNOLOGY

Mobile Device Marketing BY Margaret Pennock

Positioning your business, literally, in the palm of your customerâ&#x20AC;&#x2122;s hand.

According to Paul VanVeldhuizen, owner of AlphaGraphics in Sioux Falls, “As we become more of a mobile device community, we are going to use codes to move you into purchasing, (and into) a retail environment. I believe it’s going to help people get more information and it will help businesses track leads.” So the question is, “how do I get on board and how much is it going to cost me?” The good news is that this technology is available online, and in most cases, at no cost. All you need is a URL to generate a QR code or tag in a matter of seconds. Senior Marketing Strategist Eric Sivertsen with Epic Multimedia, L.L.C. notes, “Some creative ways to use QR codes are storefront displays so that clients can shop 24/7 at your company. Also, using QR codes for labeling and

Sivertsen shares, “With the emergence of social media channels and instant information, driving consumers to content that will aid in promotion and sale of a product or service is key. QR codes can send consumers to a YouTube ‘How To’ video about their product or a discount of 10 percent if they purchase more than one item, for example,” he says. “The possibilities of this marketing tool are largely underutilized today and have a great deal of potential. The emergence of other scan tag technology, like the Microsoft Tag and Digimarc Discover, confirm that there will be plenty of new and exciting ways to link advertising and direct consumer content in the near future.”

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TECHNOLOGY

Both QR codes and Microsoft Tags are printable, two-dimensional bar codes that can be decoded with a mobile device. The primary difference between a QR code and a Microsoft Tag is cosmetic. QR codes are black and white industrial-looking images, while Microsoft Tags are colorful and more creative. Once scanned with a smartphone or other mobile device, the potential customer is directed to a predetermined URL. Digimarc technology is used to earmark online images and is actually a digital watermark that can provide an image’s copyright, contact information and a URL.

What is challenging, however, is to have an appropriate URL to use for the code or tag since many conventional websites aren’t smartphone friendly because of the layout and amount of information on it, and the limited size of the smartphone screen. VanVeldhuizen notes, “One of the pitfalls is that people want to use a code to link to their normal website, which doesn’t usually work on a mobile device.”

There are basically three types of digital codes that are commonly used by businesses to promote their mobile web sites, promote specials or coupons, or simply provide additional information for a service or product. These include Quick Response (QR) codes, Microsoft Tags and Digimarc technology.

packaging is becoming more common, as is print media. They can also be customized in terms of their design to include a company logo. Basically, if there is a medium in which you are advertising, a QR code can be used in a creative way to push the content you desire.”

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If you’re not already doing it, you’ve probably heard about the hot trend toward mobile device marketing through special codes or tags. But what exactly are they, and how can you put them to work for you?

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SALES/MARKETING

Building the

Ultimate Sales Team Make a Difference in the Lives of Customers

By Linda Leier Thomason An ultimate sales team has members coming to work excited, not exhausted; making mistakes, freely and fearlessly; having fun, concentrating on doing things better, rather than writing reports and attending meetings. These teams have leaders doing their best to assemble a team that is covering the bases, serving their customers and making a profit in the process. After 42 years as an educator and nearly a decade of working with and coaching organizations on building ultimate sales teams, Patricia (Pat) McGill, principal of McGill Speaking & Training Resources, says company size and mission do not change the team building process. Simply stated, an ultimate sales team consists of people who really care about making a positive difference in the lives of their customers. McGill urges organizations to create successful sales teams with members who know their true worth is determined by how much more they give in value than take in payment. “Sales teams need to know that ‘sell’ is an Old English word ‘sellan’ meaning, ‘To give,’” said McGill. “It is not about the sales team, or about us. It is about them,” she added. “The trick is in them, the people the team is selling to. The days of being a slick salesperson are over as is the sales method of doing the same number of steps every day and making the same number of cold calls each day.” Instead, McGill says ultimate sales teams practice creating value by touching customers’ hearts and then their lives and connecting by keeping it real and being ready, reachable and remarkable instead of focusing solely on the usual process of prospecting, qualifying, overcoming objections, closing, following up and providing customer

service. “The new currency today is trust,” said McGill. “It takes years to build and minutes to break. It is about relationships, leading with your heart, your head and your hands in service,” she continued. But sales leaders must first select and place the right members on their team. McGill says the single most important factor to consider when hiring a sales person is emotional intelligence: How the candidate likes people and how they want to serve, not be served. According to McGill, 80 percent of an adult’s success at work is based on their emotional capital and their emotional intelligence. “I want members on my team who make others feel comfortable and leave customers never forgetting how they felt in a member’s presence rather than knowing what they were selling,” McGill said. She urges leaders to create diverse teams in all the ways possible and to immediately let members know why they were chosen. “It is no longer

SALES/MARKETING

25 SFBM

80 percent of an adult’s success at work is based on their emotional capital and their emotional intelligence.

generic. Each person is there for a purpose: personality, passion or productivity,” she cited. Her advice? “Hire people who have a presence when entering a room; someone who holds 70 percent eye contact during a conversation and certainly someone who makes a positive difference in the life of someone else,” she coaches. To get those qualities, she instructs leaders to ask candidates questions about what they do in their spare time, what the last volunteer project they participated in was, how many groups in the community are they involved in and when was the last time they attended a non-profit event in their community. When it comes right down to it, building the ultimate sales team is all about human capital. It comes down to hiring the right people, placing them in the right seat on

the sales bus, knowing the product, benefits and value of buying the product, and understanding that everything is about the customer. Those organizations with such teams have leaders who understand that the most important sales skill is listening. Ultimate sales organizations become silent and listen to their employees and their customers.

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HEALTH/ WELLNESS

On the Job Training Wellness Programs, Health Coaching Provide Invaluable Tools

By Greta Stewart With health care costs continuing to rise at alarming rates, it is more important than ever before to keep your employees healthy. Corporate wellness programs can help you do just that. Even though it is a relatively new concept, local businesses are jumping onboard and seeing positive results. Jill Young, Avera Health Educator and certified health coach, lists many benefits of corporate wellness programs. “Employees tend to be more productive, have lower health

care costs, lower rates of absenteeism, decreases stress, improves job satisfaction, increases morale and have fewer workers’ compensation claims,” she says. “Because of the many benefits of corporate wellness programs, most companies view wellness programs as an investment in their most valuable asset, their employees.” Young says in addition to wellness programs, businesses can set up health screenings, such as checking cholesterol levels, blood pressure, cardiovascular health, lipid panels, body mass index, waist measurement and more. “We can also do something as simple as going in and giving a wellness presentation on topics such as stress management and providing a tobacco-free environment.”

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HEALTH/WELLNESS

According to Young, wellness programs and having a health coach on hand are two great ways to identify risks and educate management and employees on how to lead a healthy life and lifestyle. “This is a good way to give [employees] power and let them create a map of how they can get there. The ultimate goal is to get them engaged as much as possible.”

Thinking ‘Outside the Truck’ One Sioux Falls business that has benefitted from bringing in a health coach is K & J Trucking. “Our costs, like many other businesses, started to escalate,” says Shelley Koch, president of K & J Trucking. So in 2008 we took a closer look at what we could do to cut our insurance premiums and help create a model for a healthy lifestyle. That’s when we started our wellness programs,” she says. “We created a monthly challenge with educational sessions such as learning to cook better and learning to read food labels.” Koch says the wellness program was so inspirational to the employees, they decided to bring in Young about a year ago. “She helped us start a walking program and we just started a Biggest Loser-type program.” In fact, Young has been coming in every other week but Koch thinks that will soon turn into every week.

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Young describes K & J Trucking’s initial setup. “Initially after discussion with K & J Trucking, they were committed to improving their employee’s health and wellness. We then set up confidential health screenings, followed by a discussion on areas of risk and improvement.” Young says in K & J Trucking’s case, they implemented reasonable ways for employees to eat healthier at truck stops and fit in creative exercise. “We want to get truckers mobile. For instance, using their truck as a way to get their activity in and improve their 

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HEALTH/ WELLNESS

cardiovascular health is very important, as cardiovascular disease in this population is on the rise,” she says. Providing tools such as DVDs is just one way the truckers have to get them moving when out on the road with the limited resources available to them. Young stresses, “You have to think outside of the box when working with certain populations, but these challenges are very rewarding in the end.”

“Because of the many benefits of corporate wellness programs, most companies view wellness programs as an investment in their most valuable asset, their employees.” Jill Young, Avera Health Educator and Certified Health Coach

Young says whether businesses choose a wellness program or decide to bring in a health coach, it will be a win-win for both business owner and employee. “This is really an easy way for employers and employees to obtain healthrelated information, take part in health screenings and gain social support often needed for health behavior change.”

Proof is in the Percentages The statistics show the positive results as well. Amy Olson, director of Avera McKennan Corporate Health, says over 200 companies in Sioux Falls participate in a wellness program. “While the national goal completion rate is 75 percent, Sioux Falls has between 80 and 85 percent,” she says. “This is definitely making an impact and getting employees in control of their health.” Koch agrees, “It’s like we’re saying, ‘ok, let’s get control of our health and have a better life for ourselves and our families.’”

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HUMAN RESOURCES

Pay As You Go

Workers’ Compensation Option by Margaret Pennock

A sophisticated and cost-saving workers’ Compensation solution for both large and small business

One innovative service, called the Pay As You Go workers’ compensation system, has created a significant change for businesses and their operating costs, system practices and ultimately profit and loss. She notes, “The businesses that we work with are ones that are looking for more sophisticated workers’ compensation solutions. A business owner who is looking for someone to take the time to consult with them, identify their key driving cost factors and provide a solution to drive down those costs.” The benefits behind the Pay As You Go system are significant. Traditionally, a business invests a 20 percent down payment to start a workers’ compensation policy. Then, an estimate is forecasted for the entire payroll year of which the company pays toward a premium each month. For many businesses, this can either tie up much needed capital every month that was over-estimated, or in some cases, underestimate the expenses which, in turn the company must make up for when it’s audited at the end of the fiscal year.

manage your cash flow.” Renae Eidenshink, CPCU, PWCA and

With the Pay As You Go system, not only is the down payment significantly less at just a flat fee of $200, every month is evaluated and paid in actual payroll costs. Eidenshink shares, “When your payroll is up, your workers’ comp premium is higher. Conversely, when you don’t have things going on, your workers’ comp is down as is your premium. In addition, audits are no longer necessary which is great because nobody likes audits at the end of the year. This process eliminates them because everything is done accurately as you go.” ACES has been implementing the Pay As You Go system for the past four years, with 85 percent of all companies they represent taking advantage of the innovative service. “We are the only company that does it in the state of South Dakota because we developed the two companies to work simultaneously to bring this service to the business owner,” smiles Eidenshink. “We’re thinking outside of the box to determine what works for individual business owners to become more profitable, and to provide a service for them that impacts their productivity and profitability. Pay As You Go does that by allowing them to keep their cash longer and grow their business rather than have their insurance company hold those dollars. I look at it as a business service versus selling a commodity.”

HUMAN RESOURCES

President of Insurance Specialty Group, L.L.C.

Four years ago, Eidenshink created an affiliate company called Alternative Comp and Employment Solutions or ACES, to complement her primary business, Insurance Specialty Group, L.L.C. While ISG offered business insurance products, ACES provided resources and solutions for large and small business owners. These services include Accounting, Payroll, and Human Resources. ACES is able to provide the consultative approach to the financial piece of any business. Every business owner needs to know where they are at financially, and how they can improve their bottom line. “Your solution is our TEAM of experienced accountants who can give those suggestions to improve your profitability and productivity,” Eidenshink says.

“If your workers’ comp insurance policy runs annually and your company grows or experiences ups or downs, you may shortcut yourself. The Pay As You Go system is a great way to keep your business on track and to

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For many business owners, workers’ compensation insurance is a slippery slope. Although necessary, it can be difficult to completely understand and in turn, to manage as efficiently or effectively as possible. For Renae Eidenshink, CPCU, PWCA and president of Insurance Specialty Group, L.L.C., managing a company’s workers’ compensation insurance cost-effectively all comes down to expertise, analysis and simply taking the time to truly understand a business owner’s goals.

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LEGAL /FINANCE

Full Mailbox?

Don’t Feed on Spam

What to do About Online Imposters

By Jennifer Dumke Did you know the average person receives 2,200 spam emails per year? With the average time spent on each message being ten seconds, that means you could be spending as much as six hours a year looking at unsolicited, unwanted emails. But what is spam and what should you do if you get flooded with these emails? Spam is any kind of unwanted online communication. The most common form is email but you may also get text message spam, instant message spam (known as spim) and social networking spam. So what can you do if your inbox becomes saturated? Bill Blewett, associate attorney with Meierhenry Sargent, L.L.P., says there are ways reduce spam messages and/or seek legal recourse. “Filters can be set up at the user level for both individuals and businesses,” he adds. “It’s not going to eliminate all of the messages but may filter out most.” However, in some cases, setting up these filters may prohibit valid emails from being received so it’s best to be aware of what type and level of security you have set up. And if reducing the number of spam messages isn’t enough, Blewett says a person can seek legal recourse.

“Most of the time, spam-related cases are settled, but it’s good to know that there is a law that allows you to annoy them back.”

“The attorney general has the power to bring up criminal charges against spam senders.” He goes on to add that recipients have a cause of action for each Bill Blewett, Attorney, spam message. “South Dakota law gives everybody Meierhenry Sargent, L.L.P. who receives spam a tool to recover monetary damages.” But don’t bank on getting a buck for the burden of spam. Blewett says the biggest problem is finding the senders. “These companies that send out spam messages are very hard to locate and are typically overseas,” he adds. “Most of the time, spam-related cases are settled, but it’s good to know that there is a law that allows you to annoy them back.” How do you end up with so much spam? That’s pretty easy. Any time you voluntarily submit your email, whether for an online purchase or to sign up for communications, you can expect to receive communication. But that doesn’t mean you should be getting spam because of it. “If you have a previous business relationship, South Dakota law does not recognize that as spam,” adds Blewett. However, there are plenty of spam messages that come from senders in which you have no prior relationship with, or even know. Spammers can get valid email addresses through a number of ways, the most popular being through buying your address. This method has been around almost as long as the Internet itself. Another way is through scraping, which basically means using a program to scour the web for email addresses. “A lot of times, spammers can scrape web sites and begin sending Internet-based emails,” adds Blewett. “The spammers know what websites a person browses.”

Even though state and federal laws are designed to protect recipients being bogged down by the bulk, Blewett says that most people look into setting up filters to reduce the 

LEGAL/FINANCE

33 SFBM

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LEGAL /FINANCE number of spam emails they receive rather than seeking legal recourse. But that doesn’t mean this trend won’t change going forward. “Spam is definitely a growing problem. A few years back, it was reported that 80 percent of the average person’s emails were spam before they were filtered as junk,” he says. “I know those numbers have gone up,” he adds. But for now, rest assured that the law is on your side. “It’s important to be knowledgeable about spam laws and what services and recourse is available.” For more information on antispam laws and how to set up security filters, please visit: www.meierhenrylaw.com.

SFBM: TELL US WHAT YOU THINK The Sioux Falls Business Magazine would like to hear your feedback. Please email us your thoughts, comments, and ideas to the address on the right. We appreciate your time and comments!

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LEGAL/FINANCE

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INDUSTRIAL /AGRICULTURE

Run by the Sun

By Jennifer Dumke

Solar Energy a Viable Option

The benefits of commercial-scale solar energy systems extend far beyond financial savings. By using power from the sun, you benefit everyone: economically, environmentally and even socially. An attractive return on investment can be hard to come by in today’s agricultural and business environments. But what if there was a way to save green by going green? Now, thanks to modern technology and the desire to preserve natural resources, there are ways to conserve energy and save money. One easy and convenient way is to capture the sun’s energy for light, heat, hot water and electricity. Solar energy, or power from the sun, is unlimited and relative easy to obtain. Robert Westall, president of Cleaner Greener Energies, Inc., says although there are many types of solar panels, the most popular for agricultural and commercial settings are Photovoltaic (PV) panels. These are often not difficult to install, have no moving parts and are more convenient to operate. Solar applications have many financial options to consider. These options are usually very attractive for business owners and farmers because one can easily see the benefits of renting power versus owning your own power production facility. “We see a lot of farmers and businesses using Solar

PV systems with battery back-up for emergency heating and cooling,” Westall says. Once the Solar PV System has charged the batteries, additional energy is used for day-today operations. Westall says more and more Solar Photovoltaic Systems are used because there is a demand to save money and reduce pollution. And for farmers, the benefit of being self-reliant is especially important. “Being without power in rural areas can be devastating,” he adds. “Installing a good Solar PV System with battery backup can be great for emergency settings.” And those interested in using solar panels don’t have to worry about cloudy days. It was once thought that only those who live in Florida or sunny states could benefit from solar powered systems. However, new panels in the market prove that Midwesterners can still put the sun to work for them. South Dakota actually ranks fourteenth in the nation for the amount of sun it receives,” he adds. This, in combination with new technology, gives area farmers a viable energy option.

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INDUSTRIAL /AGRICULTURE

Installing solar panels on agricultural and commercial buildings is another big draw for using this type of renewable energy source. Mounting a string of panels on existing buildings is relatively quick and easy. And the panels themselves are no maintenance and come with a 25-year warranty. “If you install a solar system on a building, the panels will last longer than you,” adds Westall. Even hail proves to be no threat to what had been deemed as delicate. However, Westall does add that harsh winters may produce an accumulation of ice that could require removal. In addition, a renewable energy system for agricultural application can qualify a farmer for 55 percent off their total system cost through tax incentives and grants. Recently, the United States Department of Agriculture (USDA) has made competitive grants to those eligible to provide assistance to agricultural producers to become more energy efficient and to use renewable energy technologies and resources. The Rural Energy in America Program (REAP) dedicates 88 percent to competitive grants and loan guarantees for energy efficiency improvements and renewable energy systems. Commercial solar system applications also qualify for tax incentives, rebates and tax credits. Yet despite all the benefits, paybacks and improved technology, Westall says their main mission is to educate. “We still have many obstacles to overcome when convincing the general public to think about using solar energy,” adds Westall. “But once they become educated, it’s quickly realized what great benefits using the sun can have on not only their finances but also their independence.” So whether a farm is run completely on solar energy or enlists in battery back-ups for emergencies, the popularity to power naturally has a bright future with farmers.

“Being without power in rural areas can be devastating. Installing a good Solar PV System with battery backup can be great for emergency settings.” Robert Westall, President, Cleaner Greener Energies, Inc .

INDUSTRIAL/AGRICULTURE

39 SFBM

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