Sioux Falls Business Magazine September-October 2011

SEPT/OCT 2011

PRIMED FOR SUCCESS: SANDS DRYWALL BUILDS SOLID FUTURE

Sylvia Henkin The Woman Behind Local Media

BUILD IT NOW Because Businesses Will Come!

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Familiar Face,

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a new bank, same keith. The person so many people and businesses in Sioux Falls have come to know and trust for the past 18 years.

We’re proud to have Keith join us not just because of his experience but that he also shares the same philosophy we do: people, relationships and trust are what good banking is all about. If that’s what you’re looking for, give Keith a call.

Keith Portner (605) 782-0809 kportner@metabank.com

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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

A Dream Realized . . . . . . 6 Local business owner Greg Sands hit rock bottom before building one of the most successful and reputable drywall businesses in the state. How did he get where he’s at today?

Š2011 Sioux Falls Business Magazine. All rights reserved.

Social Media: Employee Nightmare or Brilliant Business Move? . . . . . . . 10

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.

Social media can help a business tremendously but is it getting in the way of getting business done?

Your rights as a business owner and an employee aren’t that different when it comes to unemployment benefits. As we found out, both sides have rights.

ADDED BONUS FOR YOUR BUSINESS CHECKING ACCOUNT . . . . . 14

BUSY BABY BUSINESS . . . . . 28

Thanks to a new act, your business is now eligible to collect more money.

TACKLING THE HACKERS . . . . . 20 Online hackers are attacking websites everywhere. But you can prevent them from breaking and entering.

creative partnerships . . 22 Local businesses are teaming up and finding unique ways to let men and women know the importance of health screenings.

How are they spreading the word?

Grand Dame of Sioux Falls . . . 16

DINNER ON THE CHEFS . . . . . . . 24

Meet the savvy businesswoman behind KSOO AM, KELO AM and KSFY TV.

Local chefs are tempting your tastebuds with a 7-course meal… all for a good cause.

Two former co-workers quit their day jobs as hospital nurses and went out on their own. How did they tap into their unique niche?

BUILD IT AND THEY WILL COME . . . . 32 A local Sioux Falls volunteer organization is doing what it can to spread the word about building a new events center. What are their tactics to get residents to vote “yes?”

BIRDS & BIG BUSINESS . . . . . 36 Pheasants and those who love to hunt them bring in millions of dollars to the state every year.

See how one business took flight because of the big birds.

TABLE OF CONTENTS

A Sioux Falls business knows the importance of keeping its employees healthy on the job.

What did they do to get their workers to go “the extra mile?”

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UNEMPLOYMENT BENEFITS . . . . . 26

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ENCOURAGING EXERCISE . . . . . . 12

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FEATURE

PRIMED AND PROSPEROUS:

Today, business is booming. Sands is the largest drywall contractor in South Dakota with offices in Sioux Falls and Rapid City. Sands Drywall is currently doing work in South Dakota, North Dakota, Nebraska, Texas, Iowa and Minnesota, and will possibly expand business to Arkansas and even Ohio. Sands says one of his biggest accomplishments, and “one of the highlights of my professional career so far,” came when he won the contract bid for the new Grand Falls Casino for Baxter Construction along the South Dakota/Iowa border. Sands Drywall has also built impressive office buildings, high-rise hotels, the Governor’s mansion in Pierre, and his largest project today, doing the CNA Surety building in downtown Sioux Falls with Lloyd Companies.

Sands also has had great success in Rapid City; they have done several large projects with J Scull Construction, the largest being the National Guard Joint Force Headquarters Readiness Center. Another wonderful relationship Sands has developed is with Gustafson Builders in Rapid City, as well as working with Kurtz Construction, who hired Sands to help build The Lodge in Deadwood. Sands says he and his company have been fortunate to work with the top tier companies in both Rapid City and Sioux Falls.

A Second Chance But it hasn’t always been easy for Sands, who quickly and humbly credits his wife, family, his employees and the community for his success. A little more than 20 years ago, Sands had hit rock bottom. He was convicted of distributing drugs and sentenced to 30 months in a federal prison. He got a second chance in life, though; Sands spent 24 of his 30-month sentence in prison, was paroled and then pardoned by President Bill Clinton in 2001.

Sands has been clean and sober for 20 years and has since given back to his community. “Being sent to prison was the best thing that ever happened to 

FEATURE

Developing Relationships Near…and Far

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When Sioux Falls businessman Greg Sands arrived in the city in 1991, he had just $50 in his pocket and drove a 1973 GMC truck. But by 1995, Sands had worked his way up and had just started his own company, Sands Drywall. “It was really scary,” he recalls from his office, nestled near Tea, just off I-29. “My dream back then was to have five employees, and buy a trailer house,” he says.

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By Greta Stewart

Sands Drywall Ready For Sturdy Future

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FEATURE

me,” he says emphatically. “When I was released I went to the Glory House in Sioux Falls. That is where my journey through recovery started,” he says.

Sands soon met and married his wife, Pam, and credits her with the success of his business before anyone else. “She is the co-owner and treasurer of this [Sands Drywall] place and many of my other entities I’m involved in. She’s instrumental in my success and I couldn’t do it without her,” he says proudly.

Sands says like most businesses, they have rough patches.

“But we have learned to communicate and work through problems. It doesn’t do any good to pretend nothing is wrong. Things don’t always go smoothly. It’s how you work through the problems.” Sands mentions the economy has been troublesome but made it through the worst part without any layoffs and had only small, temporary cutbacks.

“Our relationships and loyalty is what has maintained the core of our company,” Sands says.

There Is No ‘I’ In Team

Motivation and Dedication

However, Sands is also quick to point out how important his employees are to him as well. “They are the ones who make things happen,” he says. He is even prouder of his employees as one calls Sands’ office and tells him they just landed a $750,000 project. “I am so blessed,” Sands says grinning from ear to ear. “See? This is what I mean. I have really great people here.”

Sands says he stays motivated because of his dedication to his employees and his customers. “I love coming to work every day,” he says. “I am driven to be my best and be the best at what we do. It is not my goal to be number two.

It’s taken a lot of hard work and dedication to get here and stay here.”

So what does Sands look for in a good employee?

He lists the following qualities are imperative to his business: 1. Dependable 2. Punctual 3. Customer-friendly 4. Motivated

Sands describes his success as stemming from a simple philosophy. “I try to treat my customers and employees the way I want to be treated. I also think you have to be consistent.

Consistency breeds success. Inconsistency breeds failure.

I think we are number one because we have a good reputation and we keep our promises.” Sands says his business

Meth Task Force, which helped change state law to make it harder to manufacture meth in South Dakota. The Sands also gave the Leadership Gift at SDSU for the Rural Child Well Being Center.

S a n d s r e c o m m e n d s eve r y b u s i n e s s d o f o u r s i m p l e t h i n g s to e n s u r e s u c c e s s : 1. E mbrace a philosophy of taking care of your community.

2. Keep morale up--this is critical to business.

3. Surround yourself with like-minded employees.

At the same time, Sands says nobody puts a higher expectation on him and his employees than he does. “I have the highest expectation. And when we’re chosen for time-sensitive projects, we thrive on them. We thrive on the pressure. I think that’s been a big part of our success.”

But for now, Sands is content and good with where he is. “All of this is a miracle. I am proof the system works.

I am proof that recovery works. I am forever grateful and humbled by all of this and I look forward to what the future holds for me, my wife, and for Sands Drywall.”

Giving Back Sands explains part of being a good businessman is giving back to the community. “As a community supporter, businessman, and for me as a person, it’s the right thing to do,” he says. “When I was laying in a bunk at the Glory House or a prison cell, I never could have dreamed that a fraction of these things could happen in my life. Of course I have to give back. There is no question.”

In 2008, Sands and his wife opened the Sands Freedom Center, a 24-bed facility for females who are addicted to meth. Sands knows firsthand what it’s like being in recovery and that’s why he says he is so dedicated to helping others take steps to better their lives. He and his wife are also major benefactors at The Mayo Clinic in Rochester, Minn., pursuing The Genomics of Addiction, a program that could help cure addiction as we know it. Sands has also been a mentor to hundreds of addicts and parents of addicts and currently sits on the Governor’s Advisory Council and was also a member of Governor Rounds’

“I cannot even begin to name all of the great companies I have had the privilege to work with, large or small. Without all of them we would not be where we are and I can’t thank them enough.”

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One might think Greg Sands has accomplished enough in his 53 years. However, he says he’s just getting started. “Of course I have goals for Sands Drywall,” he says, laughing, as he takes a sip from a can of Red Bull. “My main goal is to double or triple the size of the company and I want to continue our philanthropic endeavors.”

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relies on the midwestern work ethic of quality over quantity. “I love Sioux Falls because your word and a handshake actually mean something here. And of course, we have a hard work ethic. When I say I can finish drywalling and framing an entire casino in five months, I do it. It was really hard work but we did it. And we’re incredibly proud of what we have accomplished so far,” he says. “It’s music to my ears when someone tells me they’ve never had better service.”

FEATURE

4. Don’t bad mouth your competition.

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SALES/MARKETING

social media

By Ashley Sandborn

& employee productivity

What’s best for your business?

For many employers, the world of social media is rather ambiguous, and still fairly new. After all, the term “social media” has seen many dramatic permutations in just the last several years. Pioneering social media websites like Friendster and MySpace were developed back in 2002 and 2003; however, in the following years numerous other social networking sites launched—LinkedIn, Facebook, and Twitter, just to name a few. Fast-forward a few more years, and the presence of social media continues to grow exponentially on a daily basis.

Some employers are blocking social media sites because they view them as serial time-wasters, and the definitive culprit behind decreased productivity. In fact, for years the overall stigma towards social networking sites has been negative. However, many employers are not just tolerating the use of social networking sites, they are actually encouraging it.

For many businesses these days, staying engaged in social networking is an important part of promoting themselves.

Employers use Twitter as a news and training aggregator, watch work related videos on YouTube or on blogs, or interact with experts on Google+. Social media can be as much an education resource as it is a method for personal networking.

“One of our biggest success stories has been with our YouTube channel,” explains Julie Ward, director of communications at Avera McKennan Hospital & University Health Center.

“It has grown to 700 plus videos with nearly 130,000 hits.

We now have a substantial video library that features cutting-edge medical technology, compelling patient stories, and the latest in health education and awareness.

Due to the reach of YouTube, we’ve been able to bring these videos to people from all over the world.”

Depending on which study you look at, you can make a case for either side of the “Does social media hinder or help productivity” argument.

The Theories Critics that contend with the “hinder productivity theory,” cite various other reasons for why blocking social media sites is a good idea: • Exposure of company computers and networks to viruses and spyware.

• Leaking of corporate information.

• The potential to create legal liability for the company.

However, those that side with the “help productivity argument,” offer up some fairly convincing points in support of their theory as well: • Generation Y have a gift of multitasking, and because they’ve incorporated technology into their daily lives, their ability to remain connected to each other can serve them and their employers well.

• Short breaks (i.e. a quick surf of the Internet) enables the mind to rest itself, leading to a higher level of concentration for a days’ work, and as a result, increased productivity and sparked creativity.

• Employees can use their Facebook or Twitter pages intermittently for business purposes, and provide valuable information and knowledge to consumers about the company they work for and/or the products and services they provide.

What is the most challenging, however, is to determine what electronic policies and guidelines are best for your company and employees, and how they should

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The University of Sioux Falls is changing their approach to social media usage amongst their students and faculty.

Megan Fischer, director of marketing at USF notes, “The development of the University of Sioux Falls’ social media policy came about because our employees had questions and expressed concerns about using social media to conduct their jobs and to promote the University’s undergraduate and adult learner programs. Ultimately, the policy is to protect our employees and to protect the University.“

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be enforced. First and foremost, each policy should be customized and tailored exclusively for your business in terms of what is acceptable and allowable in both e-mail and Internet activities.

Get A Strategy In Place Whether or not your company is currently active on social networking sites, your employees probably are.

And no matter which side of the issue you are on, the role of social media in businesses will continue to evolve as well as be profound and somewhat controversial. On the other hand, despite your position on the “help or hinder productivity” issue, it is always a good idea to have a social media strategy in place that outlines for employees the corporate guidelines, but in the digital world.

“If I had one piece of advice for businesses looking to delve into the social media world, it would be to seek the advice of a professional online marketing firm to help determine which tactics will work best and to establish good habits and best practices,” says Ward.

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HUMAN RESOURCE

RAVEN INDUSTRIES INVESTS IN ITS

EMPLOYEES

By Jill Funke

Other Incentives Offered While traditional benefits such as health insurance and paid time off are still very common components of an employer’s compensation package for its employees, many companies are seeking other methods to meet the needs of their staff. Raven Industries in Sioux Falls is one of those companies that sought to go a step further than many other businesses in order to provide an employee perk that would create better lifestyles among its employees, which had the potential to in turn, improve productivity.

In December 2010, the Raven Fitness Center opened to employees. The fitness center membership is free of charge to all Sioux Falls Raven employees.

According to Public Relations Coordinator Kristin Tilus, “We built our on-site fitness center to support a culture of wellness to go with our agenda of helping our team members reach their peak performance. The peak performance dimension is centered on self-awareness and being prepared to meet life’s opportunities.”

The inside of the fitness center measures 3,500 square feet, with an additional 1,200 square feet in the locker room/shower area.

Tilus says that the facility offers an impressive variety of cardio and strength training equipment, including four treadmills, three elliptical machines and four stationary bikes. In addition, there are 10 strength training machines and a full weight room stocked with a wide range of free weights featuring dumbbells, kettle bells and bar bells. In a classroom, group classes including Zumba, No Limits, Boot Camp, Yoga and Power Flex are provided by several trainers at various times throughout the day. Five 42” TVs and a library of fitness DVDs are also available to members. Raven employees are allowed to utilize the fitness center from 2 a.m. to midnight Monday through Friday and 7 a.m. to 6 p.m. on weekends. For those employees who reside in outlying locations, Raven Industries provides a gym reimbursement of $350 per year.

Other incentives offered In order to get more employees to take advantage of the fitness center, Raven Industries offers a few wellness-related incentives. On both a weekly and monthly basis, those who sign in to use the fitness center are entered into drawings. To recognize those who are active in other fitness activities, employees are given bright yellow shirts

Progress is EVERYONE’S business.

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Brooke Portner, an employee in the electronic systems division, says, “I was so excited when Raven announced it was going to open a Fitness Center! I have been a member since day one, and I absolutely love it.”

JO

TO IN US DA Y!

HUMAN RESOURCE

So far, employees have embraced the fitness center, as Tilus explains, “We have 291 active members which is about 40 percent of our Sioux Falls employee base.” The response to the facility has been extremely positive, and Tilus says Raven team members appreciate the fact that the company has invested its resources in the health and well-being of its employees.

“We built our on-site fitness center to support a culture of wellness to go with our agenda of helping our team members reach their peak performance.”

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with badges printed on the back that represent events such as the Avera Race Against Breast Cancer.

We are...

Advocating for business. Moving the Sioux Falls area forward.

Building our future. Training tomorrow’s leaders. Enhancing our quality of life.

We are the Sioux Falls Area Chamber of Commerce.

2,205 members.

210 ribbon cuttings last fiscal year.

640 Young Professionals Network members.

One voice for business. Join us.

Yet even with glowing recommendations like that of Portner, company officials realize that they many never achieve 100 percent employee utilization of the fitness center. To other companies contemplating similar rewards or incentives for their employees, Tilus feels that the actions taken by Raven Industries have realized great success, yet at the same time she advises, “A company can only assist so far until it’s up to the individual to empower themselves to make key lifestyle changes to better their position.”

200 N. Phillips Ave., Suite 102 • Sioux Falls, SD 57104 • 605.336.1620 siouxfallschamber.com • chambernews.com • siouxfallsypn.com

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ADVERTORIAL

Business Checking Can Now Earn Interest

First Dakota National Bank is taking advantage of a new provision of the Dodd-Frank Act that will grant banks permission to pay out interest in business checking accounts

Thanks to a provision of the Dodd-Frank Wall Street Reform and Consumer Protection Act (Dodd-Frank Act), which went into effect on July 21, banks and credit unions can now offer interest on all business checking accounts.

The old law prevented corporate customers from earning interest, which created obstacles that required setting up target balances and sweeping funds to a separate account to enable them to earn interest.

The recent modifications of the Dodd-Frank Act benefit those customers that, either regularly or just periodically, have excess funds in the bank. Michael Ness, market president of First Dakota National Bank notes, “Business customers will definitely benefit from this new regulation because they have not had the opportunity to receive interest on their balances without having a separate Money Market or Sweep account.”

Under another section of the Dodd-Frank Act, the FDIC will provide unlimited deposit insurance for

noninterest-bearing transaction accounts through December 31, 2012. According to the Dodd-Frank website, “all funds held in such accounts are fully insured, without limit, and this coverage is separate from, and in addition to, the coverage provided to depositors for other accounts at an insured depository institution. Noninterest-bearing accounts include only traditional, noninterest-bearing demand deposit (or checking) accounts that allow for an unlimited number of transfers and withdrawals at any time, whether held by a business, individual or other type of depositor.”

The new federal regulations will positively affect businesses by allowing them to receive new interest income which will help their bottom line. In fact, with First Dakota’s Just 1 Business checking account, any time a business has more money in the bank than needed to offset their account activity charge, they will earn a fair rate of interest without needing to have more than one account or switch their account type. Some businesses may want to consolidate several accounts they use for operations or reserves to

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obtain a higher rate tier. First Dakota National Bank is the only Sioux Falls bank to-date to offer this service to its customers.

Gailen Meyerink, chief lending officer at First Dakota National Bank notes, “First Dakota has built its success on treating our business and ag customers fairly and providing them with quick and not overly complex solutions to their deposit and loan needs.”

“We have had this type of account in mind for a long time, because it fits with our culture and business philosophy.

Up until July 21, laws would not allow us to pay interest on business checking accounts—unless target balances and a sweep account were used,” said Ness.

“With Just 1 Business Checking account we allow our customers the opportunity to earn interest at money market rates and experience the difference at First Dakota. In the short run, we as a bank may have some additional interest expense. But, we will give up some interest cost to keep our loyal customer base and gain customers by treating them fairly and keeping things simple.”

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Director of Process Excellence Avera McKennan Hospital

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LEGACY

I don’t think I’m anything special. I just love people. And I know the community.

The Business of Being the

‘Grand Dame of Sioux Falls’

“It was a good childhood. My father died when I was five months old but my older brothers and my mother were wonderful. I felt very much loved. And I suppose business has just kind of been bred in me from the start.”

It’s apparent Sylvia can drive a hard bargain as she proudly shows off her ‘Best Bargain Book’, an album full of retail price tags. One impressive example is a tunic originally priced at $199.95. Sylvia bought it for the bargain price of $.47.

Sylvia graduated from Sheldon High School in 1937, and then earned her bachelor’s in English and Psychology at Drake University. It was during this time that she took up flying. At the time, she was the only woman in Sheldon to earn a pilot’s license in a Civilian Pilot Training Course.

“Maybe this was the beginning of my wild side,” she says, laughing. She kept up her required hours for the pilot’s license but after she married, she gave it up. “Mort didn’t

“KSOO was a family-owned station and all the people who worked there were family,” she says. “To this day I cherish all the employees dearly.”

When Joe Henkin, Sylvia’s father-in-law, passed away in 1945, Morton succeeded him as president of both entities. That’s when Sylvia, who excelled in shorthand, really jumped in the business. “In those days, we dictated a lot. There weren’t electronic devices to rely on. And my shorthand really came in handy. When we went to broadcasting meetings in Chicago or Minneapolis, Morton would dictate as he drove. I’d sit in the passenger seat with my shorthand pad and write on my leg. When we got home, I’d transcribe everything. Without realizing it, I was learning the business by osmosis.”

Sylvia did all this while doing her other job: being a mom to three children—Susan, Joseph and Elizabeth. In the 1960s and 70s, Sylvia co-hosted a locally produced television show called Party Line. “Oh it was fabulous,” she says, eyes lighting up in excitement. “I preempted Oprah Winfrey,” she says, winking. “It was a great live hour television show with wonderful guests and we covered all the pertinent topics. We talked about health, sports, current events, weather…you name it, we covered it!”

Sylvia’s husband Morton passed away in 1974. And while it was obviously a difficult time, Sylvia says she discovered 

LEGACY

Born in Sheldon, Iowa in 1921, Sylvia says she was practically raised behind the store counter in her parents’ store, Wolff Brothers Department Store. “I can remember sitting on a stool behind the cash register and when the drawer opened it practically hit me right in the stomach,” she says from her home in McKennan Park as she recalls the events of her youth.

The Henkin family is known as the family behind KSOO AM, KELO AM and KSFY TV. In 1943, the Federal Communications Commission (FCC) said no one owner could operate two full time stations in the same listening area. “They said it was a duopoly,” Sylvia explains. “It was a nightmare for Mort and his father Joe, and we finally sold KELO to Midcontinent Broadcasting in 1946. We Henkins spent the next five years trying to get permission from the FCC to allow KSOO to operate full time.” And in 1951, the Henkins finally got the go-ahead. They affiliated with the American Broadcasting Company (ABC) network.

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When Sylvia Henkin married Morton Henkin in 1944 and moved to Sioux Falls, being dubbed “The Grand Dame of Sioux Falls” wasn’t in her wildest dreams. However, that’s exactly what she’s known as today. That, and, of course, one of the savviest businesswomen in the city. What people might not know, is how she got here.

like me to fly,” she says. “I didn’t want to sneak around to log the hours I needed to maintain my license. So I just let it go.”

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By Greta Stewart

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“Gather as much information as you can and surround yourself with people who know more than you do.”

Achieve, Children’s Care Hospital and School and the South Dakota Committee on Developmental Disabilities.

“It’s been bred in me to serve the community,” she stresses. “I was reared with the philosophy of the more you give, the more you get in return.

who she was. “I was so focused on taking care of Mort and Liz [their daughter who is developmentally disabled] that I didn’t have time to think about who I was. Susan jokes that my lid came off during this time.”

Sylvia was elected President and General Manager of KSOO Broadcasting Company and submerged herself in numerous boards around the city. “This was the first time I ever earned a salary,” she says. “I didn’t even think about asking to get paid for doing Party Line. I did that just for fun!” And Sylvia says being a woman never stopped her from progressing forward with management. “I never thought there were things girls did and boys did,” she says.

“I always thought whatever a boy could do, I could do just as well.” And Sylvia can. She served as the very first woman president of the Sioux Falls Area Chamber of Commerce and was the first woman named to the FirstBank South Dakota Board of Directors. She served on the YWCA Board of Directors, and when a Sioux Falls City Commissioner unexpectedly died, it was Sylvia who took over his term.

As a mother with a developmentally disabled child, she is naturally dedicated to organizations such as South Dakota

My brothers were always trying to improve their community. They tirelessly gave time and money to projects that would make it a better place to live. It’s natural for me to follow in their footsteps.” She says her brother Paul always used to tease her, ‘You’ll never be a champ. You don’t have the killer instinct.’ “This is so true,” she says. “I will always be rooting for the underdog.”

Sylvia glances out her big picture window at McKennan Park and smiles as she watches the children swing. “Plus I just love our community. We have so much to offer and we have done a tremendous job of revitalization, especially downtown and the Falls [Park]. It’s just stunning. It’s the city’s hidden jewel.”

When asked what she thinks about being such an influential person in the community, even at 90 years young, Sylvia says, “I don’t think I’m anything special. I just love people. And I know the community. If I couldn’t talk with people I would start crawling up a wall. I just need that social interaction.” She even offers advice to those who would like to leave a lasting impression on their own community. “Do your homework,” she says thoughtfully.

“Gather as much information as you can and surround yourself with people who know more than you do. I do

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LEGACY

Today, Sylvia doesn’t do much volunteering. She’s busy cherishing her family, her music and of course, meeting people in her beloved community. Once again, she loves what she does and isn’t getting paid for it. But who would want to? “You can’t put a price tag on any of that,” she says thoughtfully. “I’ve been so blessed.

And I’m having fun and I hope the future continues to bring me fun.”

CUSTOMIZED

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“But seriously, listening and volunteering is what makes the world go ‘round.”

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listen to people but in the end, I do what I damn well please,” she says joking.

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TECHNOLOGY

OPTIMIZING PROTECTION Implementing Security as a Preventive Measure

How confident are you about your computer security? If there are any doubts, now is the time to diligently protect your information from data breaches. Proactive measures can save not only money but a company’s reputation in the long run.

By Jody Gust Troy Hartman of Hartman Technology says data breaches happen as a result of one of three main causes: wellmeaning insiders, targeted attacks, and malicious insiders.

“Often times, they are caused by a combination of actions from more than one of these parties,” he says.

Hartman says well-meaning insiders may be as simple as the person not knowing or purposely not following standard security protocols.

“Security breaches also happen as a result of an accident, like a lost or stolen laptop or a misplaced jump drive, or even out-dated business processes that distribute information to unauthorized individuals or unprotected systems,” he adds.

Targeted attacks are mainly for identity theft purposes.

“Each piece of information a hacker can steal may lead to a computer system which then can lead to more computer systems, and, before you know it, that hacker now has access to many computer systems which can be used for malicious purposes,” Hartman says.

Attributing increased security breaches to malicious insiders, Hartman says these happen for many different reasons, such as “white collar crime, terminated employees who feel the need for revenge, and industrial espionage,” he says.

Educating about website and online application security risks, “A good place to start is OWASP’s (Open Web Application Security Project) Top 10 list,” Hartman says. “Injection and Cross-Site Scripting have been numbers 1 and 2 on this list for a while and will probably continue there for years to come.”

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TECHNOLOGY

H a r t m a n Te c h n o l o g y A d v i s e s : • Whether you collect stereo-typical sensitive data, like social security and credit card numbers, you are still at risk.

• Implementing protections against security breaches is a must-have for all companies. Don’t be a victim of the “it isn’t going to happen to me” scenario.

• Security scanning needs to be done on a regular basis by an independent third-party. New vulnerabilities are constantly being discovered and exploited.

Hartman says his company recommends running their website and web application security scan on a quarterly basis and can serve as that independent third-party auditor that protects you against security breaches and discovers areas of improvement.

Illustrating the need for optimal security, “This is a preventative measure,” says Hartman. “It’s like locking your car doors so your car doesn’t get stolen instead of reacting after a breach—which would be like calling OnStar to find out where thieves took your car.”

“There have been numerous websites from companies in Sioux Falls who have been victims of cross-site scripting where their website was defaced or, worse yet, they were distributing viruses to their visitors,” he adds, noting the reality of local threats.

Hartman says a breach affects not only customers but a company’s reputation.

“It can also be quite costly to fix the damage after a security breach occurs—more than implementing the proper security up-front,” Hartman stresses. “The cost of implementing preventive measures, such as regular security scans, is less than fixing the damages after they happen.”

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Offering website and web application security scanning in two levels at Hartman Technology, “The first level simply scans your code and provides you with a list of vulnerabilities,” he says. “You can then take this back to your original web developer so they can implement the appropriate fix in order to prevent the security breach. The second level provides the same report, but we will implement the appropriate solution for you. If your website was developed by someone else, Hartman Technology can still scan your website for security vulnerabilities.”

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Furthering explanation, “Injection (SQL Injection) occurs when a hacker sends hostile data to a website which is then run as part of a database query,” Hartman says. “This can result in unintended commands or access to unauthorized data.

Cross-Site Scripting (XSS) occurs when a website accepts untrusted data without the proper validation and escaping. This allows hackers to execute scripts to deface websites, hijack a user’s session by gaining access to their browser, or redirect the user to malicious sites, which are often very similar looking as the originally intended website.”

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HEALTH / WELLNESS

CREATive PARTNERSHIPS

By Jody Gust

ADVOCATE HEALTH

Promoting Life-Saving Screenings Creative social marketing methods may produce a welcome “Ca-Ching” at the cash register but there are some occasions that call for unique enticement for behavior change and motivation. Avera Breast Center and Scheels have successfully partnered to offer men’s health screenings for the past three years. On October 29, 2011, just in time for National Breast Cancer Awareness Month, Avera Breast Center, Scheels and Sioux Falls Fire Rescue will pool their resources to provide health screenings and digital mammograms for women at Scheels.

Shauna Hoffman, account representative for the Avera Breast Center, talks about the partnership that has developed. “I approached Scheels management about five years ago about partnering with Avera to screen men prior to the kickoff of the hunting season,” she said. “This initiative struck an emotional tie with the management for one of their fathers had a heart attack while hunting the year prior. Scheels was extremely moved that we would offer this free screening.”

After three successful years of providing health screenings for men at the Sioux Falls Scheels, the idea to offer a women’s health screening was on the table. “We immediately jumped on board to

help pave the way for implementation,” explained Jennifer Christensen, events coordinator, Scheels. “The men’s screenings have been extremely popular and we thought it was time to add a women’s screening. Last year alone, of the 115 men screened, 87 of them had abnormalities that required follow-up from a physician. Our Scheels team was moved by the numbers and we know that this is something we must continue for the community.”

Brainstorming for the women’s health screening came down to timing. “We thought, ‘Why not pioneer behind the National Breast Health Awareness Month to really drive home the need for mammograms?’”

Hoffman recalled.

Focusing on convenience, “The mobile unit will be at Scheels so we’ll be able to do a mobile digital mammogram,” Hoffman informed. “Women can call to schedule or they can walk-in.”

Relaying Scheels’ enthusiasm, “This will be the first year for our women’s health screening and we feel confident that it will be a success just like the men’s,” Christensen said. “We will be at the Etc. for Her Expo promoting our event and October 29, 2011 • 9 a.m. - 12 p.m. you will see Scheels’ Screening Includes: employees wearing pink during special events in • Height & Weight the store the month of • Fasting Cholesterol Check October.”

• Blood Pressure

Wo m e n’s Mamogram Screening

• Body Mass Index • Scheduling a Yearly Mammogram Screening

Hoffman shares an additional partner for the cause. “Sioux Falls Fire Rescue’s philosophy is that

they save lives every day and since mammograms can help save lives, they are partnering with our cause to help make sure all Sioux Falls women get their annual mammogram,” Hoffman said. “They are helping us with events in September and October and they will be at the women’s screening event at Scheels.”

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Adding incentive, “The first 100 men and women at each screening will get a $15 Scheels gift card for participating,” Christensen said. “Those who participate will also have their name entered into a drawing for a grand prize. Every year we have customers talking about the screening and that they are thankful for Scheels and Avera doing this event. This is an exciting partnership and we hope to continue to grow the program for the community.”

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• Fasting Blood Sugar

HEALTH/ WELLNESS

Screening Includes:

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COMMUNITY

A TASTE FOR

MENTORSHIP Two Sioux Falls chefs share passion for a food revolution with a new generation.

By Margaret Pennock Chefs Don Smith and John Gilbertson share more than their passion for good food. They also share the desire to perpetuate their craft with a new generation of culinary students. Both chefs are members of the American Culinary Federation (ACF), a national organization that focuses on the ‘professional image of American chefs through education of culinarians at all levels’.

Ten years ago, Chefs Don and John organized the first ever Chefs and Mentor Dinner, a fundraising event that benefits promising culinary students from South Dakota.

According to Chef John, “We started this fundraiser immediately following September 11, 2001. At that time we dedicated those proceeds to assist the restaurant owners who were affected by terrorism. The next year we chose to offer scholarships for South Dakotans and we’ve been doing that ever since.”

Two $1,500 scholarships are awarded annually for deserving culinary students.

Don’t

just cross your

Culinary students, the majority from Mitchell Technical Institute’s Culinary Academy, assist the chefs for the evening. According to Chef Don, “Students learn how to set up a dining room, assist with preparing the food, plating and serving the meal. It’s a great experience for them.” He notes, “Our restaurants are filled with very talented people and we need more of them. Our goal is to perpetuate our industry and to help make it grow by adding to the stature of our profession.

We want to help future chefs make a great start by going to school, learning their trade and hit the ground running.”

Our goal is to perpetuate our industry and to help make it grow by adding to the stature of our profession.

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Chef John shares, “It’s really a wonderful event, and possibly Sioux Falls’ best culinary secret. The culinary students are improving every year and the chance for them to get out and experience something like this while they’re still in school has opened their eyes to what their career can be. It’s really exciting to be part of this.”

Chefs and Mentor Dinner tickets are $75 and are available by calling the Casa Del Rey office at 605.338.0283. Tickets are limited with only 75 seats available to encourage an intimate and personal showcase for food artistry.

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The Chefs and Mentor Dinner is scheduled for September 20 at the Westward Ho Country Club. The evening begins at 6 pm with a social hour, followed up by a seven-course meal. Seven local chefs prepare the seven different courses showcasing their talent and creativity with sumptuous cuisine.

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LEGAL /FINANCE

the unemployment dance

By Todd D. Epp

What to expect in the complicated shuffle

It is “good cause” and “misconduct” that disqualify a worker from receiving UI benefits, according to Madsen.

According to state law, “misconduct” can be, “1: Failure to obey orders, rules, or instructions, or failure to discharge the duties for which an individual was employed or 2: Substantial disregard of the employer’s interests or the employee’s duties and obligations to the employer.”

It’s the letter. The letter that says you either have to defend why you are receiving unemployment insurance (UI) benefits or that someone who used to work for you has been granted UI and shouldn’t have. Prepare to “dance” at the South Dakota Department of Labor (SDDOL) UI Appeals “ballroom”.

Whatever side you are on—employer or employee—the dance is not fun but knowing a few “dance” steps—no matter whether you’re leading or following—makes it manageable. Our “dance” instructor, Attorney Christopher Madsen, is a partner at Boyce, Greenfield, Pashby & Welk, LLP in Sioux Falls and practices in the areas of employment issues, commercial litigation, and administrative law.

According to Madsen, many workers who lose their jobs qualify for UI—but not all.

“A person becomes eligible to receive UI benefits when their employment is terminated for certain reasons,” Madsen said. This is typically via a layoff but not by voluntarily leaving employment.

However, Madsen notes that sometimes an employee can leave their job voluntarily and still qualify for unemployment benefits. Some of the acceptable reasons under state law include leaving because of domestic abuse, if continued employment is hazardous to the worker’s health, mandatory relocation of residence, or an employee’s religious beliefs.

What isn’t misconduct? According to state law, “mere inefficiency, unsatisfactory conduct, failure to perform as the result of inability or incapacity, a good faith error in judgment or discretion, or conduct mandated by a religious belief which belief cannot be reasonable accommodated by the employer is not misconduct.”

After the employee applies for UI, the SDDOL will make a brief investigation into the employee’s claim. It will then notify the employer and employee about UI eligibility.

Within 15 days of mailing this initial determination, either party can appeal. And hence, the letter.

Then, there will be a hearing, most likely by phone. The Administrative Law Judge is employed by the SDDOL. Madsen says that just as in a “real” court case, it is the job of that judge to conduct the hearing fairly, then make a decision.

Even after the appeal hearing, that might not be the end.

The state Circuit Court can affirm or reverse the judge’s decision or send the case back to the judge for further evidence or even a new hearing. After that, the losing party can appeal to the S.D. Supreme Court.

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Attorney Christopher Madsen has some suggested “do’s and stuck in a UI appeal hearing.

1. D O remember the adage, “You only have one chance to make a good first impression.” It’s the same only more so

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in the UI appeal hearing. This is your one chance to provide

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evidence in the form of documents and witness testimony.

E.I.F.S.

This becomes even more important if there is an appeal, as the Circuit and Supreme Court will only deal with “the record” from this hearing.

2. DO be organized. Assemble your supporting documents and mail them in well in advance of the hearing.

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LEGAL /FINANCE

dont’s” for employees and employers who find themselves

3. DO make a checklist or outline. You want to make sure you 4. DO make sure you have your witnesses available. If they aren’t there they can’t testify for you.

5. DON’T be disrespectful. Respect the other party, the

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judge, the witnesses, and the process.

6. For employers, DON’T assume the Administrative Law Judge understands your work rules. Take time to make sure the judge understands the circumstances of the termination.

7. You DON’T need a lawyer, but employers that are legal entities like corporations or LLC may need a lawyer to represent them in court. There are fairly technical and strict rules and deadlines in play. It might be a good idea to involve a lawyer in the appeal, especially if the case is unique.

Finally, Madsen has some critical advice about the hearing: take it seriously!

Getting the letter in the mail will probably still make your stomach do flip-flops. But the process is relatively straight forward. Prepare and you will keep your feet from getting stepped on—or worse—during the UI appeal “dance.”

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“All parties to the appeal process need to understand very clearly that the hearing with the judge may very well be their one and only chance to make their case,” Madsen said.

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ENTREPRENEUR

BABY BOOM

By Greta Stewart

Sioux Falls Entrepreneurs Base Business on Helping New Parents

For those who have gone out and started their own business, they know it’s similar to having a baby; you don’t know exactly what you’re getting into until the baby is born. Ironically enough, dealing with new parents and parents-to-be is exactly what two entrepreneurs in Sioux Falls are doing.

South Dakota Babies was born in 2007 when long-time friends and co-workers Alicia Fonder, RN, CLC, LCCE, CHBE, and Andrea Rasmussen, RN, MS, FNP, CHBE, combined their love for serving the community with their passion for birth and parenting education.

“We were both nurses at a Sioux Falls hospital,” recalls Rasmussen, “and as we got to know each other, we found we had a lot of similarities and loved teaching different aspects of childbirth education.”

In 2006, Fonder and Rasmussen started talking about teaching a program not offered at their hospital, The Happiest Baby on the Block, a technique gaining popularity and started by Dr. Harvey Karp, a widely-known pediatrician and founder of a system that helps teach new parents about soothing newborns. “We had great success teaching this

class,” says Rasmussen, “but we desired to serve the community at large. We didn’t want to teach it based on a particular mission, but rather on more ‘evidence-based’ research.”

In 2010, their dream came true. Rasmussen and Fonder, who had been nurses for 13 and 14 years, quit their jobs and went out on their own. ”It was scary but yet so exhilarating,” says Fonder. “I wasn’t sure what was going to happen. I’m a planner and like to know what’s coming and what to expect on a day to day basis. This was really out there for me.”

Rasmussen acknowledges she was a little apprehensive but in her heart, knew she and Fonder were doing the right thing. “I felt like, finally, we were doing it,” she says. “It had been something we had been chipping away at for so many years. I feel motivated to bring what we know to our community.”

South Dakota Babies offers everything new parents want to know about pregnancy and new parenthood—from childbirth education and lactation consulting to newborn training and getting more sleep. Fonder is responsible for the home lactation visits and post-partum help. Rasmussen

is in charge of marketing and sales. Together, they go into peoples’ homes and teach childbirth education and The Happiest Baby on the Block. The women say they are busy and their biggest success has come from word of mouth recommendations.

“One of the best pieces of advice we got,” says Rasmussen, “was to move forward with social media.

It’s free and it’s a great way to continuously remind people we’re here.”

ENTREPRENEUR

Fonder agrees getting feedback from the focus groups was a really good move. “It gave us an opportunity to see what the community wanted,” she said. “When you have a niche, you’ll have a better chance of succeeding, and that’s what we have—a really specific niche.” 

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Rasmussen says they did something a little different but that it worked out really well on their behalf. “We did focus groups,” she says. “We got feedback from people in the

community about what they’d like to see offered in town.

It was really helpful in figuring out what our niche was going to be.”

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But it wasn’t always easy. Like most new businesses, they had to start with the basics. “It cost somewhere between $5,000 and $6,000 to get started and we were putting in about 25 hours a week for the first two months,” says Fonder. “That included getting a tax ID, setting up a website, getting a brochure, designing business cards and other little things.” They also made sure they got advice from professional marketers and developed a mission statement, and marketing plan.

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ENTREPRENEUR

South Dakota Babies has short term goals for the next year too: 1. Gain 3-5 clients per week 2. Grow their social media presence 3. Gather more feedback from the community 4. Participate in health fairs 5. Further their name recognition

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 below.

We appreciate your time and comments!

FEEDBACK@SIOUXFALLSBUSINESSMAGAZINE.COM “When you have a niche, you’ll have a better chance of succeeding, and that’s what we have—a really specific niche.”

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“You have to have goals,” says Fonder, “Otherwise you can’t grow your business.” One piece of advice Fonder gives is this: “Make sure your business is your passion. Otherwise you won’t succeed.”

Rasmussen shakes her head in full agreement. “You have to have patience,” she says. “But it takes time for people to believe and trust in you. It’ll happen.

You just have to be patient. Sometimes I think it would be so much easier going somewhere and punching a time clock.

But then I see that we’ve been able to help someone and see we’ve made a difference and I just forget all about the hard work. I only focus on who I can help next.”

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COMMUNITY

BUILD IT NOW

By Jody Gust

SIOUX FALLS

Advocating for Economic Impact and Quality of Life

The deadline is looming for the grassroots organization Build It Now Sioux Falls to persuade the Sioux Falls community to cast their vote in support of a new Events Center on November 8, 2011. Whether the citizens of Sioux Falls approve the construction of a new Events Center will be revealed when the collective voice has been tallied.

Events Center now, not later. As the weeks dwindle before the vote, Knuth, the six co-chairs of Build It Now Sioux Falls and a growing list of supporters are ramping up the campaign to spur citizen support by honing in on topics of increased economic development and jobs for the community as well as quality of life.

The campaign maestro behind Build It Now Sioux Falls, Mike Knuth, Public Affairs Company (PAC), has been strategizing outreach efforts to educate the Sioux Falls community about the positive aspects of building a new

Mike Sullivan, executive director of the Sioux Falls Sports Authority and co-chair of Build It Now Sioux Falls, shared his thoughts about the grassroots organization’s efforts. “My personal motivation comes from real life experience in

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that I have personally seen what a new events center can do for a community,” he said. “Not only will it bring a tremendous economic impact to the community and the state and create jobs for the local community, but it will bring about a wonderful sense of community pride that the citizens will be proud of for many years to come.”

According to Build It Now Sioux Falls, “Multiple reports in the last 10 years, including the most recent study performed, have indicated the direct and indirect economic impact of an Events Center to be around $50 million annually.”

Tom Kelley, president, Gage Brothers Concrete, elaborated, “This investment is a revenue-generating machine,” he said.

“It can operate profitably and when you add the increased tax revenue from the ‘heads on beds’ and restaurants, etc., it is a no brainer. We have so much to offer in Sioux Falls and yet in this arena (no pun intended) we are lagging behind.

This facility is overdue not only for events and concerts but also the additional floor space we gain that will attract the bigger, more profitable, convention venues that are longing to come to Sioux Falls.”

Adding a thought for ambivalent citizens, “If you are a person that thinks they will not use the events center, think of it as a major economic driver in our community,” Sullivan said. “The economic spinoff of this facility will reach everyone in some form or another. You must consider the bigger picture—not only what ‘I’ want but what is good for the community and region for generations to come.”

Dr. David Kapaska, regional president at Avera McKennan Hospital & University Health Center is also part of the Build It Now committee and agrees with Sullivan. “This is a 40 to 50 year investment in the future of Sioux Falls, somewhat for us older citizens, but especially for our children and our grandchildren. Sioux Falls has become a leading city in the country for business by having parks and facilities that attracted the attention of new folks. We must expand that attraction to new companies and professionals. That means growth and more jobs for all in this area,” he said.

Illustrating the big picture, Build It Now Sioux Falls noted that the multiplier effect of a new Events Center will generate an estimated 236 new jobs with $6,365,000 in earnings, 

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COMMUNITY

boosting the regional economy while elevating Sioux Falls to a new level of competition with neighboring states.

Build It Now Sioux Falls co-chair, Nicki Ellerbroek, added, “As a part of the Sioux Falls business community and owner of McNally’s Irish Pub, I believe that an Events Center will have a great impact on the economy by creating new jobs, higher demand of supplies, and more sales for retail shops, bars, restaurants and hotels,” she said. “The new Events Center will attract surrounding towns and Sioux Falls people to spend money in this community rather than leaving the state to see such attractions like sports events, concerts, family shows, and conventions.”

“Historically, Sioux Falls has always had great leadership from the business community in helping to drive our progress,” added Kelley. “This project is so important for the future of Sioux Falls and the quality of life in Sioux Falls.”

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“I think Sioux Falls is a wonderful city,” said Dr. Charles Pat O’Brien, president of Sanford USD Medical Center and co-chair of Build It Now Sioux Falls. “It has always been a business leader for the region. We feel it particularly in health care.

I think this Events Center will be successful, even when viewed in the perspective of caution and prudence. This good judgment is also a part of our nature. It means a lot to us in Sioux Falls if we can keep our children and their children here to live and grow up and work and I think things like an Events Center help that environment tremendously.”

Engineering and Restoration Specialists 3D Laser Scanning: Historic details captured.

Coming together for the common good of the city is one of the main reasons why Dr. Kapaska took a leadership role in this organization. “There is a time for differing opinions to come together for the good of all,” he said. “I feel that Dr. O’Brien and I represent the importance of competitors never putting their self interests before the good of this community. We are both strongly committed to the new events center.”

Dr. Kapaska acknowledges the amount of money it will take to build the new events center is significant but puts it in perspective. “$115 million is a lot of money, but over 20 or 25 years, it is a reasonable annual cost with a very significant enhancement of Sioux Falls,” he says. Dr. Kapaska encourages people look at it this way, “If we had to pay for our own homes in one lump sum, most of us probably would not purchase homes either. We can get it done together.

With low costs and low interest, the time is now. It is the right time, so let’s build it now, Sioux Falls!”

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INDUSTRIAL /AGRICULTURE

BIRDS, BUCKS & BERRIES Offers Visitors One of South Dakota’s Signature Experiences

“Pheasant hunting is not about filling the freezer with birds. It is about spending quality time in the great South Dakota outdoors with family and friends.”

By Jill Funke Many potential business owners, when contemplating the launch of a new business carefully consider many factors, including their own interests as well as the interests of others. JoAnn and Bruce Weller of Birds, Bucks & Berries, LLC (BBB Lodge) were encouraged by friends to start a small pheasant hunting business that could capitalize on the popularity of the sport, which has a significant economic impact on the state of South Dakota. They considered the potential of such a business, as according to the couple, “Pheasant hunting is the pride of all of South Dakota sports.”

Bruce Weller says that almost any sportsman will list South Dakota as the number one area to hunt pheasants. This is not surprising, as last year pheasant hunters spent $231 million dollars in the state while pursuing the popular

sport. That’s big business for the Wellers and other farmers in the state who rent out their land each season. And why wouldn’t business owners want to cash in? According to state Game, Fish and Parks authorities, the last time hunters harvested fewer than 1 million roosters during a South Dakota season was in 1992, and that was almost 970,000.

Since 1926 the state’s harvest total has been under 1 million birds only 21 times, and only four times under a half-million.

The Wellers searched for the prime location for their lodge, selecting Parker for its rich history of pheasant hunting, as

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According to the Wellers, “Pheasant hunting is recognized by many business people to be a 

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The BBB Lodge officially opened in 2005. The original business plan included providing day hunts and a light lunch for groups, most of which spent the night at Sioux Falls hotels.

Bruce Weller points out, “We learned quickly that most groups from out of state are looking for a destination, so we added sleeping for up to 20 and offer packages that include the hunt with professional guides and well trained dogs, lodging and all meals.” After making those changes, the Wellers found that most of their clients chose to hunt and stay at their lodge. By offering both day hunts and extended experiences, the BBB Lodge meets the needs of all its customers.

INDUSTRIAL /AGRICULTURE

well as its close proximity to Sioux Falls.

Those who visit the BBB Lodge often share the same passion as JoAnn and Bruce Weller, as he explains, “Pheasant hunting is not about filling the freezer with birds. It is about spending quality time in the great South Dakota outdoors with family and friends.”

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great way to entertain customers and strengthen their relationships.” They heard the following statement from one client, “Walking with a key customer in the fresh open prairie and having a pheasant rooster cackle and take to the air from under your feet is something that can’t be duplicated anywhere. It is a special moment and watching the bird drop from the sky is special, very special.”

This sentiment is at the heart of what the Wellers do, and the couple is thrilled to have others share the same feelings about what they strive to provide at the BBB Lodge.

TROYLYNN S T R A T E G I E S

In 2010, pheasant hunters spent $231 million dollars in the state. More than 1 million roosters annually since 1992.

Since it first opened, the BBB Lodge has entertained guests from all over the U.S., as well as other countries including Norway and Israel. There have been notable clients who would be easily recognizable, yet famous or not, all have had an impact on the Wellers. The couple is thankful for finding a feeling of camaraderie with their guests. This is one of the reasons, the Wellers explain, why their business has taken flight. Instead of conducting business transactions, they feel more like they are building relationships, as they exclaim, “All of our clients have been outstanding people who quickly become friends.”

Your Partner in

Growth & Profitability Consulting and Sales Services 605-553-4643 troylynnstrategies.com

Leave a Legacy for your famiLy. you’ve worked hard to build your farm or ranch and create a secure future for your family. in order to leave a legacy for your loved ones, it’s important to plan now. The Principal can help customize solutions to meet the goals for your operation, regardless of its size and scope no matter how close you are to transitioning your farm or ranch. contact me today for more information on how The Principal can help you preserve the heritage you’ve worked so hard to build.

Troy J. Hokeness Senior financial Services Representative Princor Registered Representative 2520 e. River Ridge Place Sioux falls, Sd 57103 (605) 331-2908, ext. 112 hokeness.troy@principal.com ©2011 Principal Financial Services, Inc. “The Principal,” “Principal Financial Group,” the Edge design, “We’ll Give You an Edge” 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 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.AD2124-01 | t110610007m we’LL give you an edge ®

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Find out how Marco has helped other organizations apply technology to improve how they do business. Read their stories at www.marconet.com/ListenLouder

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