Sioux Falls Business Magazine November-December 2011 by Sioux Falls Business Magazine

Nov/Dec 2011

FAMILY-oWNeD BUSINeSS BLoSSoMS what makes marian sullivanâ&#x20AC;&#x2122;s wholesale floral business grow?

the holiday spirit of volunteering keeping Your holiday season

Stress-Free With Yoga

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table of Contents

Publisher 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

insiDe this issue

how to reach us to modify your free subscriPtion or to reQuest multiPle coPies tammy@siouxfallsbusinessmagazine.com

with story ideas jeff@siouxfallsbusinessmagazine.com

to adVertise contact tammy beintema 605-553-1900 tammy@siouxfallsbusinessmagazine.com

all article photography by imagery Photography except where noted 605-336-9378 www.imagery-photo.com

JJ Publishing, inc. sioux falls business magazine 1608 w. 2nd street sioux falls, sd 57104 605-553-1900 www.siouxfallsbusinessmagazine.com ÂŠ2011 Sioux Falls Business Magazine. All rights reserved. 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.

on our Cover: wholesale florist flourishes in business. . .6 Marian Sullivan may be petite and poised but sheâ&#x20AC;&#x2122;s also one of the most powerful women in business today. What makes her 40+ year floral and gift wholesale business keep blossoming?

touChing minD, boDY & spirit. . .10

franChise anD non-franChise freeDom. . . . . . .30

Volunteers are out in full force this time of year, making sure those less fortunate in our community have a bright holiday season.

Meet two Sioux Falls business owners who chose different paths in forming their own companies and have had outstanding results.

How to keep your cool at home and at the office during the most stressful time of year.

Up burning the midnight oil this time of year? Some businesses are finding their bulbs are burning longer thanks to LED technology. Should you invest in a lighting upgrade?

marketing purls of wisDom. . . . .16 With all the marketing technology out there, is there a perfect way to get your message in customersâ&#x20AC;&#x2122; hands?

Why you should recognize both your employees and your clients this holiday. Plus, find out what great gifts are available this year.

strength in numbers . . . . . .22

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lighting up the season . . . . . . .14

saYing anD giving thanks . . . . . . .32

Sioux Falls Ministry Center is one organization thatâ&#x20AC;&#x2122;s having a tremendous impact when it comes to serving people in our community.

sCulpting eConomiC growth . . . . . .26 Jim Clark, the man behind SculptureWalk in downtown Sioux Falls, reveals how art plays a huge role in economic development.

TABLE OF CONTENTS

keeping the holiDaYs stressfree. . . . . . . . . .18

supporting art anD entertainment. .36 More and more businesses are recognizing how important it is to support arts and entertainment in their communities, thanks to the Sioux Falls Jazz and Blues Society.

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feature

marian sullivan:

poiseD, preCise, powerful

Marian comes from very humble beginnings. She spent her childhood in Artesian, S.D. but moved to Sioux Falls and graduated from Washington High School. “That was big, moving into Sioux Falls,” she recalls. Her son, Bill, who is now the president of the company, says, “When Mom moved here, her family didn’t have much. She didn’t have nice clothes or nice things and they struggled. I think that’s part of her motivation to be successful. She doesn’t want her family to go through what she went through as a young girl.”

“Everybody you work says. “That goes for employee. You have understand

with is important,” she the customer and the to listen to them and their needs.”

Sullivans, a floral and gift wholesale business, was a dream of William (Bill) Sullivan Senior, a sales manager for a Fortune 500 company. More than 40 years ago, Bill Sr. and Marian combined his salesmanship and her business skills to work in their basement. In the beginning, they specialized in selling lead crystal, ornaments and candle rings. In 1972, the Sullivan Company moved to a warehouse where Marian not only drove the product direction, but worked in the warehouse, while Bill traveled and built their account base. Bill passed away in 1987, but Marian never thought of walking away from the company. Under her leadership, the company grew and in 1994 moved to its present location—a 137,000 sq. ft. complex on North 4th Avenue in Sioux Falls. 

FEATURE

Marian Sullivan is the picture of a savvy, successful businesswoman. Standing in her beautifully decorated holiday showroom, in a robin’s egg blue suit and wedge heels, she has poise and elegance. She also commands attention. And she’s earned it. As the woman behind a multi-million dollar company, Marian knows what she’s doing and is still working hard to make sure Sullivan, Inc. stays successful.

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By Greta Stewart

FLORAL/HOME DéCOR WHOLESALER’S BEAUTiFUL BOUqUET OF BUSiNESS SECRETS

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Today, Sullivans has showrooms all over the United States and provides retailers with everything from permanent florals and foliage to gifts and home décor. Marian still comes to work and is active in the business and showroom decisions, while her son Bill travels overseas searching for new product lines and maintains day-to-day operations. “i make the day-to-day decisions,” he says. “although if she disagrees, she’ll let me know. and i take her seriously. we’re in this together. we sit down and talk everything out, whether it’s a problem in the warehouse or on the showroom floor.” It’s hard to imagine having a problem in the warehouse, as Marian walks the football-length corridors of the organized warehouse. “My husband always said you can’t make money with a messy warehouse,” she says with a chuckle. “We really do pride ourselves on organization.” Marian says her business philosophy has always been an easy one to remember. “Everybody you work with is important,” she says. “That goes for the customer and the employee. You have to listen to them and understand their

needs.” As a family company, Marian and Bill are both quick to talk about their hard-working employees. “We are a small family out here,” Bill says. “We have a large base of employees who have been with us for decades and we know each other well, even on a personal basis.” And there is no doubt Sullivans is a close-knit unit. As Marian and Bill sit in her office, Marian is concerned about an employee who recently had surgery. She is thrilled to learn some of the staff is visiting and bringing dinners. “We have really good people here,” Marian says. Bill is quick to agree. “They are the reason we’re here,” he says. “When someone is hurting, we try to do everything we can to help out. We try to give back to our employees and be as generous as we can.” Through 40 years of business, Marian has seen her business struggle. In the recent economic downturn, some of her competition has not survived. “We have been lucky,” Bill says. “But Mom is great with math.” Marian says, “My educational background is in math, which is a good fit for a business owner; therefore my business acumen may be more similar to a male.” Marian also talks about how it’s important to do your research. “You have to know what the market is doing,” she says. “The key is in buying and bringing in the right thing at the right time.” Bill is taking

3. Do Your R esearch 4. Be Organized 5. Listen to Your Customers/Employees

the advice of his mother and spends several weeks overseas in factories during the year, as well as spending time researching the latest trends in color. “You have to invest in development,” he stresses. “We spend time in factories in Asia two to six times a year as well as do product research traveling anywhere from Milan to New York. We have to stay on top of the trends in order for our customers to survive.” In talking about the economy and some of the reasons why Sullivans has not experienced significant hardships, is the fact that Marian and Bill don’t believe in having a lot of debt. “Get rid of as much of it as you can,” Bill advises. “That makes a huge difference. I think that’s why a lot of our competition didn’t make it. They were in debt to too many banks. In 2009 we had to get a loan from the bank but we have made sure we paid it back.” Bill compares having a business to having a personal budget. “They say you should always have six months’ of salary in the bank, just in case,” he says. “It’s the same with business. You have to have a cushion to fall back on, just in case something happens.” Bill mentions another key to Sullivan’s success in the economic downturn is having his office building and warehouse paid off. “if you can get rid of or reduce your debt, do it,” he says. “it makes all the difference.” Marian says although she may have the business skills many men possess, one thing that sets her apart in her business is having the eyes of a woman. “I do believe, as a woman, that I add more of an aesthetic touch to my product selection, which incorporates a woman’s

Marian is too humble to mention it, but Bill says his mother is always the first one to give back to the community. She volunteers in her church, gives to the University of Sioux Falls, the Volunteers of America Foundation, Children’s Home Society, Minnehaha County Republican Party, Siouxland Christian Broadcasting (KSCB) and much more. “When I came back to Sioux Falls in 1993,” Bill says, “Mom was my mentor. I followed her around and watched her work. She prides herself on our good reputation, always being fair and giving second chances. Her skills, her compassion and her ability are the reason why we’re here. I’m just so proud of her.”

FEATURE

2. Invest in Employees/Community

It’s that sensitivity for her employees that make her special. Marian recalls, “Many years ago my husband and I received a Bible from our employees as a Christmas gift. I read this often and am reminded that God has provided not only direction for my company, but also is my source of inspiration in both good and bad times. I am also continually overwhelmed with the gift of being privileged to watch persons, whom I care about, grow both personally and professionally. The Lord has been so good to us.”

1. Reduce/Get Rid of Debt

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S u l l i va n S e c r et s :

view point. I also feel that I have a great deal of sensitivity for the overall well-being of my employees.”

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CommunitY

it’s better to give By Greta Stewart

than to reCeive

SiOUx FALLS BUSiNESSES VOLUNTEERiNg THROUgHOUT HOLiDAYS

As we head into the holiday season, we are reminded that sometimes, it should not always be about receiving, but rather giving. True to that spirit, many Sioux Falls businesses are finding it’s more important to give than to receive. At LodgeNet Interactive, many employees are spending some of their holiday season volunteering at different organizations throughout the community, including serving at The Banquet. “Part of our mission statement is that we will be an outstanding corporate citizen in the communities where we live and work,” explains ann Parker, lodgenet’s director of corporate communications. “serving at the banquet is a true ‘hands-on’ way for our team members to live out that philosophy. In these economic times, giving back to the community is more important than ever; we strongly encourage our team members to donate time to The Banquet—as well as other charitable organizations across the area—and we’re always gratified to see how

many of them enthusiastically step up to the challenge.” And The Banquet relies on volunteers such as those from LodgeNet. “Volunteers are the heart and soul of The Banquet ministry,” says Tamera Jerke-Liesinger, executive director of The Banquet. “Our mission is to equip volunteers to provide food and fellowship to those served through this ministry. We provide a safe place where people can gather, receive nourishment and experience love in action.” Jerke-Liesinger says volunteers are the ones who keep the ministry going. “It’s

Volunteering at the inn

COMMUNiTY

“i’m just so happy to be able to give these families a vacation,” he says. “and it’s thanks enough for me just to see them relax and enjoy themselves.” 

all volunteer power,” she says. “Without our wonderful volunteers this wouldn’t happen. It’s so humbling to know that during this busy, stressful time of year, people are out there willing to stop their own lives and help others.” JerkeLiesinger says even if your employees can’t serve at a meal, there is so much that goes into preparations beforehand. On Thanksgiving, for example, “We actually start anywhere from twelve to fourteen hours before the actual meal,” she says. “We have to de-bone the turkeys, and prep them, peel potatoes and get all the other fixings ready. So there are plenty of opportunities to help out.”

For those volunteers who are looking to do something other than help out at The Banquet, there will be room at the inn this year. The Holiday Inn Sioux Falls City Centre does something unique for our community on Christmas. “I always wanted to do something but four years ago, God put an idea in my head,” explains Tom Bosch, general manager. That idea turned into a free Christmas Eve buffet, free Christmas Day continental breakfast with a church service, and they open up 200 rooms for families in need to stay, relax, enjoy the pool and not worry about the daily grind. “We have about 100 volunteers who help out with a free Christmas Eve buffet with all the traditional fixings.” Bosch says this will be the fourth year he has done this and couldn’t be happier with the results.

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“Our mission is to equip volunteers to provide food and fellowship to those served through this ministry. We provide a safe place where people can gather, receive nourishment and experience love in action.”

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CommunitY

In 2010, Bosch says they served 1,100 people and even during the Christmas Blizzard of 2009, they were able to serve dozens of families in need. “We opened up 130 rooms that year,” Bosch says. “So for that many people to come out in a blizzard…that really speaks to the need in our community.” Bosch continues, “These people, who I’m not going to say are less fortunate, have some sort of struggle going on in their lives 365 days a year. Some of them have never been able to go on vacation stay in a hotel. This is an event that gives them some time away from their daily grind. And it’s so nice to see people having fun. This is just something special we can do for our guests and it couldn’t be more rewarding.”

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teChnologY

leD lighting: A BRigHT CHOiCE FOR BUSiNESSES

By Jennifer Dumke

BRigHT LigHTS, Big BUSiNESS

And with ease comes efficiency. Brech, who also serves as director for the Museum of Visual Materials in downtown Sioux Falls, goes on to add that LED lights are a good choice for non-profit organizations that look to conserving resources and dollars. “The Museum of Visual Materials has many goals for itself and for the community. One of the main goals was to help conserve energy,” adds Brech who says the museum replaced their halogen lighting with LED lights a year after opening. Despite the upfront cost, the museum is now saving close to $200 per month in electricity. For other organizations, LED lights also benefit spectators and charities alike. For the past six years, Christmas at the Western Mall (formerly Crooks Christmas) has been providing a “free to the public” computerized light display synchronized to holiday music. Joseph Noe, coordinator of Christmas at the Western Mall, says they made the switch to LED lights three years ago and they continue to plug away at purchasing additional lights as his personal budget

And performers are even seeing the light—literally. Joey Nesbitt and Jeff Sevaldson, aspiring drummers, took their stage presence to the next level by developing a complete, affordable LED lighting kit. Soon after developing their custom creation, they began marketing their business, called iW Drums, to the masses and found instant success. The system, which is called DrumLite, consists of LED lights that are installed inside their drums. Nesbitt says the LED lights work like a television pixel, so the drums can light up any color imaginable, all controlled using a wireless remote. By utilizing LED lights, their lighting systems are affordable and easy to use. “within a month of coming up with the idea, we had developed a complete kit, a website and had already made our first sale,” adds nesbitt. today, iw drums continues to see their business rising thanks to the technology of led lights. So whether looking to conserve energy or draw a crowd, the latest LED lighting technology is benefiting businesses and organizations looking to achieve their goals by offering diverse and efficient lighting options that both dazzle and save dollars.

TECHNOLOgY

Jeremy Brech, owner of DJ Jer Sound and Lighting Design, specializes in event lighting and has been using LED lights in his productions because of their diversity and efficiency. “The event lighting industry has improved dramatically in the last two to three years. As the technology improves, the lights get smaller, lighter, and smarter, Brech adds. Original LED fixtures were larger than a milk jug, and now Brech says the same technology can be compacted into a 6 inch by 6 inch by 2 inch high little box. Since LED technology is so efficient, the future allows LED to run on rechargeable batteries. “This makes our job easier and more efficient since we will no longer need to run power cords to plug into the walls,” he adds.

allows because of their efficiency. “In a show such as mine, where I have tens of thousands of lights, it’s important that I spend very little time dealing with outages. LED bulbs rarely break whereas with incandescent lights, the outages were almost daily,” Noe adds, who donates 100 percent of the free-will donations the operation generates every year to the Make-A-Wish Foundation. So far, they have raised $125,000 over the past five years and Noe says they continually look to ways to improve their displays, such as making the switch to LED lights, to continue drawing a crowd.

from holiday lighting to entertaining, led lighting (lighting-emitting diodes), are quickly gaining popularity because they offer the same brilliance as standard bulbs but without the breaking the bank.

“The event lighting industry has improved dramatically in the last two to three years. As the technology improves, the lights get smaller, lighter, and smarter.”

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The holiday season is no time to put a dimmer on holiday festivities. Yet with the rising costs of utilities and shrinking budgets, certain businesses are finding ways to stay bright by using innovative technology.

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sales/marketing

personal ConneCtions

By ranDy GrimSley

iS iNSTANT MESSAgiNg MORE EFFECTiVE THAN pERSONALizED WEBSiTES?

computer, and seek out this site, correct? Quite possibly. Or at least, that’s how purls are supposed to work. Just as variable print helped personalize direct mail pieces, this variation on the domain name helps personalize the website for the customer. “it’s like having a splash page for every person,” President of ceo marketing robert westall said.

Marketers always want to connect with both actual and potential customers whenever possible. When they do, it’s akin to finding a pearl in an oyster: a rare surprise that can yield profit. For several years now, marketers have found ways to create such pearls by using a purl of a different nature. PURLs, also known as Personal Universal (or Uniform) Resource Locators have been around for some time. In fact, you’ve possibly used them yourself. The scenario: after a long day of work, John Doe grabs his mail from his post office box on his way into the house. He is anxious to change clothes and unwind, and he barely notices most of the junk mail he’ll soon be tossing into the trash. Yet his eyes linger a bit on a particular mailing and land on the website he is being directed to: www.abccompany.com/JohnDoe. Imagine Mr. Doe’s shock at having his name in the web address! He will surely drop his briefcase, run to his

While the content of the website’s landing page may even be the same for each person, the url is personalized to draw them in to your offer. For some, that little connection that only costs a couple of cents more per mailing piece can make the difference between actually going to your website and tossing the information into the garbage. An example Westall offered was that of a car dealer wanting to buy your used car. You get a mailing urging you to visit a set purl web address (www.siouxfallscars.com/JohnDoe). When you visit it, you see that the dealer wants to purchase your specific kind of car and will give you $2,000 in trade in for it. So not only does the business capture your attention with the purl address, you take time to learn more by visiting the site, which you now feel is more tailored to you. It stands to reason that you are more likely to see the process through and do the trade in, than had you just tossed the mailing in the trash. Westall has used purls for several years. However, he believes that while it may still work for some big eventbased sales or happenings, it will likely soon go the way of the manual typewriter, or rotary dial telephone.

instant Notifications Texting, which can allow the immediacy of getting a message out to a customer base, continues to grow in this market. That doesn’t make it the best choice, according to Mollison. “[texting] as an advertising medium is annoying—more so than junk mail or broadcast media because it’s so targeted and forces an interruption on a highly personal device,” he said. however, he does believe it’s worthwhile if it’s about urgent specials or customer service. Mollison believes that options such as QR (Quick Response) codes may be the best fit for businesses to utilize as a means to connect to their customers. These codes can appear directly on signage, letters, or direct mail pieces. “It’s far less intrusive to scan direct mail or traditional media and keep what’s interesting, chucking what isn’t,” he said. Methods such as text campaigns or QR codes will continue to be utilized. Newer options will continue to be developed. However, it may be purls that were the inaugural means to provide a better bond between the business and the customer in the electronic age.

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SALES/MARKETiNg

“Purls require a bit of work on the part of the customer,” according to John Mollison of Mollison Brand Advocates. “The reward needs to be worth the work on the part of the customer.” Mollison believes that other options are the current marketing front-runners.

CUSTOMIZED

One reason purls are losing their shine is that they only worked with a direct mail piece in which you could personally talk to each recipient. They also required more planning, from idea to mailing to website. Now, marketing outlets such as social media or texting can be pushed across all media, as well as updated at any given moment.

check out

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“The technology flows so fast that by the time everybody jumps on it, it’s gone,” Westall said.

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health / wellness

ease holiDaY stress with Yoga BOOSTiNg YOUR BUSiNESS BOOST WiTH BALANCE

By Jennifer Dumke Despite your bottom line, nearly every business may be losing money. Blame it on the economy—possibly. But one of the leading catalysts for lost revenue is actually stress. Every year, businesses lose billions of dollars because of workplace stress and tension, especially during the holiday season. And whether you or your employees are aware of it, unchecked stress can lead to a number of health issues that greatly affect your overall wellness and productivity, both at home and at work. Luckily, there are ways to incorporate relaxation techniques at the workplace to combat these symptoms before they become an illness. Melissa Shattuck, certified yoga instructor and co-owner of the Dharma Room Yoga and Wellness Center in Sioux Falls, has been working with clients for a number of years and says she’s seeing a growing demand for teaching workplace yoga techniques. “The important thing to remember when working with a business is that the exercises and techniques have to be practical, time-efficient and have value,” adds Shattuck. There are many ways to promote relaxation, from movement exercises to guided imagery; the most important thing to remember is to select a regimen that works for you. Shattuck recommends these workplace tips for a healthy body and mind. 

“By reducing stress at work, employees are ultimately happier, more productive and less prone to illness. More and more businesses are encouraging yoga in the workplace because stress greatly affects a person’s body, mood and behavior.”

healthy body exercises Whether youâ&#x20AC;&#x2122;re seated or standing, there are a number of yoga exercises that can either be done in a small group or individually and donâ&#x20AC;&#x2122;t require additional equipment or a change of clothes.

S e ate d Fo r wa r d B e n d s :

Move your chair away from your desk. Place your feet about two feet apart and rest your hands between your legs. Take a deep breath in and as you breathe out, bend forward, taking your torso towards the ground. Inhale and return to

S e ate d N e c k S t r et c h :

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While seated at your desk, straighten your spine and rest hands on your thighs. With palms facing upward, close your eyes and relax your shoulders. As you inhale, remain still, and then as you exhale take your right ear towards your right shoulder. Inhale; taking your head back to the starting position, then exhale taking your left ear towards your left shoulder.

HEALTH/ WELLNESS

starting position.

C h a i r Po s e :

Push your office chair back and stand with your feet hip distance apart. As you inhale, raise your arms above head. Either keep your arms parallel, palms facing inward or join your palms. Exhale and bend your knees, trying to take your thighs as nearly parallel to the floor as possible.

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health / wellness

healthy mind exercises The mind is a powerful thing. Practicing proper meditation and breathing can be a powerful tool in aiding stress relief and overall well-being.

M e d i tat i o n Te c h n i q u e s :

Imagine yourself in a surrounding in which you feel at peace and utilize guided imagery to calm, release tension and reduce anxiety.

D e e p B r e at h i n g :

Take deep, cleansing breaths from the abdomen. This expels more carbon dioxide, slows the heartbeat, and can lower blood pressure.

Businesses can also look into offering employee discounts on wellness facility memberships, hosting “lunch and learn” relaxation classes or bringing in an instructor on-site for personal demonstrations. “Recognizing the importance of stress management in the workplace is one of the best things

employers can do to ensure a productive business,” says Shattuck. But just remember, the power of yoga won’t make employees love their jobs. However, it can be a powerful tool when it comes to coping with stress and finding the satisfaction in what they do.

Fa c t s A b o u t Yo g a • In Britain, there is widespread practice of Yoga in the workplace. • Employers who fund exercise programs for their employees are favoring Yoga instead of a gym membership. • Research shows an individual who is relaxed will also perform better in the workplace. • Although almost all yoga classes end in a relaxation pose, classes that emphasize slow, steady movement, deep breathing, and gentle stretching are best for stress relief.

Types of Yoga Classes: • Satyananda is a traditional form of yoga. It features gentle poses, deep relaxation, and meditation, making it suitable for beginners as well as anyone primarily looking for stress reduction. • Hatha Yoga is also a gentle way to relieve stress and is suitable for beginners. Look for titles such as gentle, for stress relief, or for beginners when selecting a class. • Power Yoga, with its intense poses and focus on fitness, is better suited to those looking for stimulation as well as relaxation.

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what’s new

SiOUx FALLS

ministrY Center pROViNg STRENgTH iN NUMBERS

By Jennifer Dumke As Sioux Falls grows, so do the demands for outreach services. But rather than putting strain on the various local non-profits to expand, one organization has a solution that enhances the heart of the city while serving its mission. The Sioux Falls Ministry Center is a “ministry mall” concept where guests can receive services from multiple programs conveniently. Thanks to a lead gift, the budding idea four years in the making began to grow, and eventually the innovative non-profit sought a downtown location to be within the area of greatest need.

Executive Director Rich Merkouris admits they didn’t plan on a renovation project, but when given the opportunity to purchase a historic building on the corner of 11th Street and 2nd Avenue, they knew it made sense. Today the facility, located in what’s known as the old “Stewart Building” is in Phase II of an overall $3 million plus renovation. Within the 30,000 square feet, walls have been removed and construction of the new kitchen, bathrooms, elevator and tenant space has begun. “it is our intention to heal the whole person; body, mind and spirit. the services we can offer in this facility will do just that,” says merkouris.

“We believe by centralizing, we can reduce the duplication of services, which will have a tremendous impact on how many people we can serve in our community.”

munity.” The Sioux Falls Ministry Center also provides immediate access to the main Sioux Area Metro Bus Depot and close proximity to the MultiCultural Center, Avera Health Care Clinic, Union Gospel Mission and the Banquet. Even though Merkouris considers their ministry a “low-spotlight” area in comparison to the high profile buzz of Phillips Avenue, he believes that by providing these services and taking the care to renovate a historic building makes The Sioux Falls Ministry Center a good neighbor to other downtown businesses, residents and visitors. “Our opportunity 

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“Our goal is to have about nine or ten organizations to make up the Sioux Falls Ministry Center,” adds Merkouris. “We believe by centralizing, we can reduce the duplication of services which will have a tremendous impact on how many people we can serve in our com-

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By building partnerships with other established local ministries, they can provide a broad spectrum of services that will benefit the entire community. Currently, they are offering counseling services, financial education, chaplaincy programs and a Care Center which provides winter clothing, bikes-forwork, and various other supplies. Future programs include a daycare and health clinic.

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is to fulfill a need while other businesses have different goals in mind. But the central ingredient is that we all work together,” he adds. As for the future, Merkouris says that they hope to have everything functioning by the end of 2011 as new ministries join the center. “It’s a very energizing project because there is so much to do and so much potential,” he adds. “But it really fits with our mission and that’s the most important thing.”

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This season we are reminded how blessed and thankful we are for your support. From the entire staff at Sioux Falls Business Magazine, we wish you a very happy holiday season and continued success in 2012!

This season we are reminded how blessed and thankful we are for your support. From the entire staff at Sioux Falls Business Magazine, we wish you a very happy holiday and continued success in 2012!

Your Sioux Falls Business Magazine Team Your Sioux Falls Business Magazine Team

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Quality of life opportunities for their employees and families is one of the principal factors in the decision to move a business to sioux falls.

Jim

ulpting eConomiC growth CLARK TURNS iDEA iNTO MAjOR ATTRACTiON

Clark, who was born and raised in Sioux Falls, says the idea for SculptureWalk came about because Sioux Falls was void of much public art. “In 2003 I knew we needed some more culture downtown, it was pretty basic and bare,” he says. So I considered a few different options, came up with what I considered was the best and started working on a sculpture program. Shortly thereafter I found out about a sidewalk sculpture program in Grand Junction, Colorado, which I thought was better then what I was working on. I already had a good network of wonderful friends and business connections who I knew would want to help. Before long, we were ready to launch our first SculptureWalk.”

Clark

The O’Gorman High School and the University of Sioux Falls graduate may not have taught art class but he did have a background in business, teaching and banking. “I have a degree in business management and an MBA. I was a banker for 23 years working in Sioux Falls, Nebraska and back to

LEgACY

“I just needed a change and wanted to try something else,” he said. And in 1999 his position as principal manager at Northern States Power came calling. “I just felt it was time to start a new journey with a great company.” After going through Y2K and a merger in 2000 creating Xcel Energy, that journey kicked into high gear in June 2004 when he and his team launched SculptureWalk. That first year was a success by any standard. Clark says there were 34 artists primarily from around the Midwest who were willing and eager to showcase their works of art. Now in its eighth year,

How does a city attract new businesses and what can it do to make sure they stay decade after decade? Jim Clark knows the answer. “Quality of life opportunities for their employees and families is one of the principal factors in the decision to move a business to Sioux Falls,” he says. One of those high quality life programs exist right here in downtown Sioux Falls and we have Clark and his team to thank for it. While economic development efforts that bring new jobs and an increased tax base to our area lead the way in enhancing prosperity, our cultural developments also play a major part in growing our economy. SculptureWalk Sioux Falls is a powerful illustration of the impact the arts can have—for any community.

Sioux Falls” he says. Sometime in the mid-1990s Clark says he started to rethink his career path.

“You get so much more from giving than receiving. SculptureWalk has changed my life. it has evolved into a passion and i’m committed to it for life.”

Clark says they have 42 artists from 18 states around the country, as well as three other countries. Some of the artists have been coming back year after year. Throughout the eight years in existence, SculptureWalk has placed 369 sculptures on the sidewalks of downtown. Ninety-two sculptures have been purchased and 17 sculptures are leased for public display around the community. In 2007, SculptureWalk became international and over the last five years artists from Italy, France, Denmark, Cuba, China, Nigeria, and Canada have participated. The word is getting out. In fact, Clark shares a story of a man from Switzerland who has a second home in Chicago who was traveling through Sioux Falls on his way to Alaska. “He called me and told me he fell in love with one of the sculptures,” he says. “And he bought it.” Stories like this are becoming more and more common as SculptureWalk gains popularity and Sioux Falls becomes a must-see city. “A man from Brookings bought two sculptures this year,” Clark says. “It’s exciting.” 

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By Greta Stewart

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As founder of SculptureWalk, Clark is involved in every aspect of the project. He confesses to spending an average of 20 hours a week year-round, or over 1,000 hours annually, on SculptureWalk and is committed to continuing this involvement for many years to come. Recalling how far this project has taken him, Clark just smiles. “It’s been a wonderful and exciting journey! It couldn’t be better,” he says. “But what I had in my head has changed dramatically. That’s all because of the ideas of the board and all of our volunteers. It’s gone far beyond my expectations.”

Capturing Our imagination SculptureWalk is renewed each year with completely new sculptures and has captured the imagination of the Sioux Falls community and the region. Clark says the program relies on 25-30 volunteers. “From the time we select the pieces in November to the time when we put them up in May, we work very hard. And, after the new sculptures are up we take about a month off and in July we start working on the next year. We have an amazing team of board members and volunteers who are as dedicated to SculptureWalk as I am.” That is apparent; as the community has now taken personal ownership of his dream of making the downtown area of Sioux Falls into an outdoor fine art exhibit of outstanding sculpture. evan nolte, chamber of commerce president, says, “the whole community and the visitors attracted by sculpturewalk have a new understanding of the arts. the work Jim has done is key to the sioux falls’ downtown renaissance.” Downtown business owners agree. Paul Van Bockern, owner of Minerva’s restaurant, says, “It is a pleasure to see people

with maps in their hands, strolling down the street to identify the work of the artists, or relaxing and enjoying the Downtown Street Musicians, another of Jim Clark’s projects. It has been great for business and adds to all of the other good things going on, like the Pavilion and more.” SculptureWalk isn’t the only project on Clark’s radar. Besides being a husband and father to two boys, Clark is the president of the Minnehaha County Economic Development Association and serves on the Avera McKennan Hospital & University Health Center Foundation Board, as well as sitting on other various boards around the community. “You get so much more from giving than receiving,” he emphasizes. “SculptureWalk has changed my life. It has evolved into a passion and I’m committed to it for life.” But Clark isn’t one to be in the spotlight on this particular project. “I feel like I’m continually juggling several balls in the air at the same time,” he says. “I guess I realized early on it takes a central figure who can manage the logistics and schedule and keep everyone on the same page going in the same direction. What has Clark learned about being a central figure in a project of this size?” “failure is not an option,” he says. “i have a huge responsibility to our dedicated volunteers, the artists and to our community. From the very beginning we wanted the highest quality program in the country. Even though artists tell us we’re the best program in the country, we’re never satisfied with where we’re at. We know there is always room to improve in every aspect of the program. One of the primary reasons SculptureWalk is successful is because of our dedicated volunteer team. One of the goals for our volunteers is that they have a good time. They have certainly made the difference.”

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300,000 people are estimated to stroll the streets of sioux falls, anxious to take in the diversity of each sculpture. Drawn to downtown by SculptureWalk, local residents also enjoy the unique shops and restaurants found there. The out-of-town visitors who come to see SculptureWalk are staying in local hotels and shopping all over the city. SculptureWalk has expanded to other areas of the city as well. Artworks are placed on the University of Sioux Falls campus and at Avera McKennan Hospital & University Health Center, which also draws attention to the fact that our community is an educational and health care center for the entire region. “It’s all about high quality of life,” Clark stresses. “Of course the arts are important to a high quality life but we also have good schools, a safe and charitable community, good health care and so much more. That is what makes Sioux Falls such a wonderful place to live, work and just enjoy life.”

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There is no doubt SculptureWalk is making an impact on our economy. More visitors are coming to Sioux Falls each year.

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THE FREEDOM OF

franChises anD non-franChis es SiOUx FALLS BUSiNESS OWNERS CREATE OWN iMAgE By aShley SanDBorn Many prospective business owners, when deciding to launch a new business, first ponder the decision of whether to open their own, original restaurant from scratch or buy into a franchise. Many factors often need to be considered, including their own interests, as well as the needs, interests and wants of those in the community. Every type of business, whether it is a franchise or an independent, has its own inherent risks, disadvantages and advantages, and each type has its own set of questions that need to be answered by its owner(s) before opening its doors: “Do you want an existing brand that has instant name recognition or would you like to build your own image?” “How will it fill a market void in the area?” “What are the potential drawbacks?” “What are the benefits?” and lastly, “Do you want to introduce a new concept to the community that no one else offers or do you want to apply your aptitude to an already successful model that is a tested winner in the marketplace?” In 2008, Cole Shawd, owner and creator of Mixed Go Green! in Sioux Falls, was contemplating what type of restaurant he wanted to open. Many factors weighed into his decision, but he eventually chose the non-franchise, or independent route because of exactly what the name entails: independence. He had the freedom to be in charge of the marketing, brand design, menu, and financing. “Before opening Mixed, I looked into a couple franchises that are on the east coast. Even though they were developed they still lacked a few things that I wanted to include with my Mixed concept,” says Cole. “I knew the idea (of Mixed) was something new and was not like anything in Sioux Falls or the surrounding area. I’ve always wanted to start my own company or business from scratch and grow from there. With it being a new idea I knew this would be the right opportunity to create my start.

with buying into a franchise, you’re also supporting and opening a business off of someone else’s concept and idea, with myself i wanted to be the idea and ultimately be the franchise.” Owning a non-franchise restaurant can require a great deal of work because you are in charge of designing everything from the menu to the restaurant layout to marketing strategies. If you were to buy into a franchise, some of the benefits you might gain are: a ready-made business or marketing plan to follow, name recognition, and a business concept with a track record for success. However, on the flip-side, if you own an independent restaurant, any profits you make are yours to keep because

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it is entirely your concept. Therefore, you are not required to pay a percentage of your sales and/or royalties to a franchisor.

The franchisor has procedures in place to succeed in the market place. You also have other franchises to discuss business with and a support staff at the corporate office. On the other hand, some disadvantages are that when you want to change something you must get approval from the franchisor first. If they do not approve your request then you are not allowed to make the change. This can be frustrating; however, the franchisor must look at what is best for the entire franchise not an individual franchisee.” whichever route you opt to take, it’s important to do your research, weigh the pros and cons of each restaurant type, and fully consider your options. Different businesses appeal to different types of people, so it’s imperative to take your time and decide what will work best for you. Ultimately, the success of your company could depend on it. “With owning your own business, you’re in charge of your own destiny,” says Shawd. “If you work hard, have a good idea and/or product, and take care of your customers, things should pan out.” Whether you are going to start your business from scratch or go with the franchise option, you should keep this in mind: Every franchise that you can buy into nowadays started as a small single shop business that has developed into something much larger today.

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todd Pharis, co-owner of Pizza ranch in tea, hartford, and on 41st street in sioux falls, notes, “the number one reason why i decided to purchase a franchise instead of starting my own restaurant was that a franchise often has a much greater success rate compared to non-franchise businesses.

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For more information contact: 2520 E. River Ridge Place Sioux Falls, SD 57103 605-331-2908 or 800-654-1487 Clark.jim@principal.com www.principal.com/dakotas Jim Clark, LLIF Regional Managing Director © 2011 Principal Financial Services, Inc. “The Principal,” “Principal Financial Group,” the Edge design, and the illustrated character are registered service marks of Principal Financial Services, Inc. Insurance products from the Principal Financial Group® are issued by Principal National Life Insurance Company (except in New York) and Principal Life Insurance Company. Securities and advisory products offered through Princor Financial Services Corporation, 800/247-1737, member SIPC. Principal National, Principal Life and Princor® are members of the Principal Financial Group®, Des Moines, IA 50392. Jim Clark, Principal National and Principal Life Financial Representative, Princor Registered Representative, Financial Advisor. t11092203gm

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sales/marketing

bettering business DURiNg THE HOLiDAYS

WAYS TO SAY “THANKS”

By Greta Stewart This time of year, more than any other, we are reminded to give thanks. And many businesses are recognizing their employees and their customers. Businesses use gift giving for various reasons, but most use the gesture as a way of saying “Thank You” for the positive relationship with customers. In fact, an American Express (Amex) 2009 survey found: • 82% of gifts were for a thank you • 38% were just to celebrate the season • 25% used a gift to stand out from competitors The survey pegged the average gift spending at $455 per business, with most companies budgeting to send the gifts out in the third quarter of the year. A review of U.S. census statistics shows that there are over 25 million small businesses operating in the U.S., and the Amex survey found that 47 percent of these business people will give gifts during the year. what this means is that over 11 million businesses will spend around $455 on customer gifts this year, or a total of $5.3 billion! When you consider the extra expenses incurred from personal deliveries or UPS shipments, there is some serious money changing hands, just to show appreciation to customers. There can be a lot of pressure put on business owners during the holiday season, but thanks to so many different options in the Sioux Falls area, it’s easier than ever to find something unique that says “thanks.” Brett Smith, owner/roaster at Cherrybean Coffee, feels it is important to recognize customers and employees because they are the life-blood of any business or organization. “Customer service is part of the Cherrybean mission,” he says. “We recognize the importance of a loyal customer base. Gift giving during the holidays is a simple opportunity for an employer to show appreciation for staff or clients.”

Smith suggests giving the gift of coffee this holiday. “We offer upscale 100 percent fair trade/organic coffee that is roasted in small batches just outside Sioux Falls. Our coffee makes a great gift because we can provide various sizes and variety packs ranging anywhere from $9.00 on up. If a client is a connoisseur of coffee, or just a coffee lover, they will appreciate fresh roasted upscale coffee that they will be able to purchase on a regular basis. Coffee is truly the perfect gift that will be appreciated and used by most consumers.” Some businesses choose what type of gifts they give to their clients by the fact they are local or are made in South Dakota, like Cherrybean Coffee. Other locally-made suggested gifts include themed gift baskets such as fruit baskets, or even nut and meat baskets, from Home Porch. For those important women employees or clients, boutiques like Forget Me Not provide handbags, jewelry and nice things for the home or office. Some gifts purchased, such as those from the Cookie Cutter Bakery in Sioux Falls, even help non-profits. There are many independent consultants who offer wonderful gifts as well. Norwex and Tastefully Simple are two good choices. Sheryl Johnson, team mentor for Tastefully Simple, has been a consultant there for 10 years. She says giving a gift to say ‘thank you’ is a no-brainer. “it’s important to build good relationships with customers because customers provide your income,” she says. “they also provide the word of mouth advertising that is so important and effective to grow your business. If you are in a business that relies on repeat business, like sales, you need loyal customers and employees in order to be successful and I think it’s very important for them to feel appreciated. Tastefully Simple is the perfect gift to give. Everyone eats!” she says.

Spoo says the beauty of gift cards is that the ones offered at the Empire Mall are better than ever before. “They don’t have expiration dates, there aren’t any fees associated with them and are flexible to use anywhere. People just like to get them.” So whether it’s simply “thank you” written on a card, or a gift basket filled full of products that represent your business or South Dakota, in the end, everybody wants to feel appreciated; whether that person is an important client or an employee. After all, isn’t good business built on good relationships?

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A m e r i c a n E x p r e s s 2 0 0 9 S u r vey Small businesses in U.S.: 25 million

Spending per year: $455 per business

Percentage that will give: 47% / 11 million

Total amount spent on gifts: $5.3 billion

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a gift for the first time, don’t go overboard. Assistant

Definitely. Your assistant, whether personal or

$25+

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Flowers, a gift card or a gift certificate is a nice way to say thanks.

biggest thank-you for his or her hard work in helping you keep your day-to-day straight. Intern

Yes. As long as intern did you proud and made

$10-$15

your life easier.

Consider taking him/her out for a nice lunch as a gift. You might also want to type up a recommendation letter.

Secret Santa

Up To You. If you don’t want to participate, it’s fine to decline.

SALES/MARKETiNg

For those businesses who can’t afford to spend a lot of money on a gift but still want to recognize and build better relationships with their customers, there is Send Out Cards. “Our unique online greeting card system enables people to act quickly on their promptings,” says Nathan Heinert, independent distributor for the online retailer. “We print, stuff, stamp and mail the physical card for you. In less than 60 seconds, you can choose your custom card, add a personal photo, write your heartfelt, inspirational, or cheerful message and click send. We print, stuff, stamp and mail your personalized greeting cards to any postal address anywhere in the world, all for less than the average price of a greeting card at the store.” Heinert says Send Out Cards also offers an option to send a little gift, such as brownies, along with the card. “It’s just icing on the cake to this great service and allows you to go the extra mile to bring about another smile.

And if you still can’t think of the perfect gift, there is always the gift card. “I always tell people you can’t go wrong with a gift card,” says Chrissy Spoo, marketing manager of the Empire Mall. “70 percent of our gift card sales are corporate,” she says. “We’re finding more and more corporations want to give their employees an incentive and this is a great way to say ‘thanks for your dedication.’ At the same time, gift cards are a great option to give customers as well.”

Sending food baskets is a great option and one place specializes in colorful, yet healthy gifts. Edible Arrangements has a wide assortment specializing in fruit. They offer cheese and fruit arrangements, fruit bouquets, filled with treats like bananas, apples, and watermelon as well as dipped fruit boxes, which are available for shipping.

Up to $15

Avoid anything too personal or tricky. Gift cards, candles, picture frames and a set of note or thank you cards are safe, neutral bets.

the BeSt business

gIFtS of 2011 Lori Lewison | Independent Sales Consultant 605-929-7468 www.lorilewison.norwex.biz

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sendoutcards® Send custom greeting cards and gifts from your computer. We print, stuff, stamp and mail within 24 hours of clicking send. Nathan Heinert, Senior Distributor 220 S Phillips Ave. Sioux Falls 605-759-5764 • SendOutCards.com/WeMailIt

Forget Me Not Gift Boutique is dedicated to helping you find a unique holiday gift for that special someone on your Christmas List. Located in the Bridges at 57th & Western • (605) 335-9878

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tastefully simple Sheryl Johnson Independent Consultant 605-362-9663 Sherylj@sio.midco.net www.tastefullysimple.com/web/sjohnson.

cleaver’s market Give ’em something to sink their teeth into! Cleaver’s gift cards are the perfect gift for friends, family or employees. If you purchase 20 or more get 20% off the total purchase! Cleaver’s gift cards never expire. Cleaver’s also designs unique gift baskets in any theme and for any amount. 57th & Western behind Bracco • 271-6328 (MEAT)

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CommunitY

sioux falls

Jazz & blues soCietY By Jennifer Dumke

SUppORTiNg THE COMMUNiTY THROUgH ARTS, ENTERTAiNMENT AND EDUCATiON

There’s an increasing awareness for businesses to recognize the benefits of supporting community programs. Non-profit organizations, such as the Sioux Falls Jazz and Blues Society, gain popularity with businesses through a mission statement that often enhances what companies are looking to achieve in supporting the community, raising awareness and instilling employee teambuilding through volunteer opportunities. Over the years, many have seen events and programs made possible by the Sioux Falls Jazz and Blues Society grow; posing philanthropic needs which have boundless ways for those looking to market themselves in the Sioux Falls area. Currently, the Society carries through its mission to increase awareness of jazz and blues in the Sioux Falls community and region through musical events and education. Robert Joyce, executive director for the Sioux Falls Jazz and Blues Society, says that businesses can gain from partnering with this organization because it’s a great way to not only give back to the community, but also to their employees. “we really see two different types of involvement; business sponsorships and charitable giving. both are very justifiable in that sponsorships provide marketing exposure and charitable support helps enrich the community in which their employees live.”

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In addition to JazzFest, the Sioux Falls Jazz and Blues Society also features an annual concert series and educational programming. “Supporting our concert series is a great way to reward employees and clients,” adds Joyce. This year’s concert series features a number of talented musicians that feature modern jazz, high energy guitar blues, electrifying vocals and guitar-drenched urban blues. “People participate because it’s a happening series that’s unique and it’s also a stewardship component for businesses.” Community enrichment and supporting the arts may be at the forefront for this Society, but education also plays a key role in fulfilling their mission. The Sioux Falls Jazz and Blues Society is proud to inspire thousands of area children every year with the rich history and harmony of jazz and blues music. Such educational programs include the Jazz Diversity Project, the All City Jazz Ensemble, numerous scholarships and workshops and complementary tickets for at-risk youth. In the end, Joyce says it’s all about helping people. “Our ultimate goal is to help make a difference. If we can broaden our interests, we reach that many more people.” For more information on the Sioux Falls Jazz and Blues Society, visit: www.sfjb.org.

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“We’ve had organizations that have a small staff of volunteers work at a booth or tent, they all wear company shirts and end up having a great time while promoting the place they work for.”

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Popular sponsorships and involvements are ever-present in the annual Sioux Falls Jazz and Blues Festival, JazzFest. This summer favorite for Sioux Falls and the surrounding area has steadily grown, drawing in a crowd of 75,000 people over the course of the three-day, outdoor musical event. “The opportunities for businesses are really unlimited—there’s something for everybody,” Joyce adds. From health care organizations to legal firms, agricultural-based companies to retailers, sponsorships vary to what each individual business is looking to achieve. In addition to brand recognition, supporting events such as JazzFest is also a great way to encourage internal teambuilding through volunteerism.

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manage their information by applying

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network expertise to voice, data, video, and print solutions.

FACTS AND STATS Movie That Appear s on TV More Than Any Other? “It’s a Wonderful Life” June 26, 1870: Christmas Becomes

teChnologY

health insuranCe

chr solutions

avera health Plans

110 N. Minnesota Ave, Ste. 300 Sioux Falls, SD 57104 p. 605-996-9646 www.chrsolutions.com

3816 S. Elmwood Ave, Ste. 100 Sioux Falls, SD 57105 p. 605-322-4500 www.AveraHealthPlans.com

CHR is the largest provider of busi-

Since 1999, we provide the most

ness process outsourcing, engineering,

cost-effective, innovative health plans

software, and technology managed

for employer groups, individuals,

services to independant communica-

seniors and families in South Dakota,

tions service providers. We help clients

Iowa and Nebraska.

grow revenue

National Holiday in America Number of meals The Banquet in Sioux Falls served In 2010: 141,751 Number of Lights at Falls Park Winter Wonderland: 93,40 0 1st President to Decorate the White

and improve

House Christmas Tree:

operations.

Franklin Pierce

meal prep kitChen

get notiCeD!

your secret Kitchen

tammy beintema

433 W. 69th Street Sioux Falls, SD 57108 p. 605-271-1574 www.secretkitchenonline.com

1608 W. 2nd Street Sioux Falls, SD 57104 p. 605-553-1900

From recipes to clean up, we do the

one people turn to for quality,

slicing, dicing and chopping for you!

reputable services. This directory is

Simply put the entrees together and

an easy go-to resource guaranteed to get

pop them in the freezer. No time? We do it all for additional charges.

Make sure your business is the only

you noticed faster.

1st Year Electric Lights on Christmas Trees? 1895 There are two weatherballs in Sioux Falls: The 5-foot ball at 33rd and Minnesota and a 10-foot ball on the bank at Ninth Street and Main Avenue.

RESOURCE DiRECTORY

39 SFBM

For additional information, contact:

Tammy Beintema Director of Sales 605.553.1900 THE BUSINESS SOURCE OF THE SIOUX EMPIRE

1608 W. 2nd Street Sioux Falls, SD 57104 Tammy@siouxfallsbusinessmagazine.com www.siouxfallsbusinessmagazine.com

building

the future today

At CHR Solutions weâ&#x20AC;&#x2122;ve been innovating technology for over 60 years. As one of the premier outsourced providers to communications companies weâ&#x20AC;&#x2122;re focused on bringing the future to life. Our leading edge concepts are born locally, networked nationally and distributed globally. Every day, our team of software engineers connects people and drives innovation.

We help our clients succeed. It all starts here.

605-996-9646