The Enterprise - Utah's Business Journal - Aug. 8, 2011

DesignMatters Matters Legal UTAH’S BUSINESS JOURNAL www.slenterprise.com

THIS WEEK

Aug. 8-14, 2011

Volume 41, Number 2

Executive Lifestyle Executive Lifestyle Legal Matters

Work to begin on 153-unit townhome project in West Valley

$1.44

SL firm sees revenues jump from $600,000 to $10 million in three years

By Brad Fullmer The Enterprise

Salt Lake City-based The Steal Network, a collection of websites that provide high-quality, boutique-type items centered around mothers, women and children, has enjoyed phenomenal growth since it was founded in April 2008, with gross revenues skyrocketing from $600,000 that first year to more than $10 million in 2010.

“We’re on a pretty good growth curve,” said Rett Clevenger, CEO of The Steal Network and co-founder of the company along with president Jana Francis. “But we don’t get too crazy about that.

A lot of people start a business with the intent on getting big but that’s not our focus. Our goal is to provide meaningful employment

while focusing on our core business, which is selling high-quality items, providing good exposure to our vendors and entertaining moms. It’s as much about entertainment as it is getting good products.”

The Steal Network, headquartered in a 15,000 square foot leased facility on 2181 California Ave. in Salt Lake City, currently consists of four websites launched over the past three-plus years — BabySteals.com (April 2008), ScrapbookSteals.com (June 2009), KidSteals.com (October 2009) and KidCrawl.com (October 2010).

Local customers can also purchase items at a small retail store within the building or can simply pick up what they buy online rather than

Legal Matters Legal Matters Matters Legal Legal Matters See page 14.

• Calendar • See page 16.

• Industry Briefs • See page 17.

Focus W UTAH

a sat c h Fr o n t

W

Banking & Finance In this edition.

StaffingMatters Matters Legal

Artist's rendering of one of three townhome styles that will be available at Villages of Westridge.

By Barbara Rattle The Enterprise

Henry Walker Homes, Centerville, plans to break ground this year for Villages of Westridge, a 153-unit for-sale townhome community on roughly 16 acres at 5600 West and 5400 South in West Valley City.

Phil Holland, land acquisition manager for Henry Walker Homes, which will act as general contractor, said the project has been designed

by JSA Architects. Engineer is Focus Engineering. Roughly 1.5 acres in the development will be dedicated to the city for a park, while 2.5 acres will be devoted to commercial uses.

Villages of Westridge

will consist of three types of townhomes — a courtyard model, traditional model and mansion model, Holland said. The first phase will consist of roughly 36 courtyard models, most with twocar garages.

“They’re all alley-loaded and face onto a courtyard that’s extremely large,” he said. “There will be barbecue pavilions, large grass areas, all the units have balconies that overlook the courtyard. It’s going to be a really nice project.”

The first phase, which will rise to two and three stories, will contain one and two-bedroom

see STEAL page 13

Camco Construction in Utah in 'hibernation' for now

Real Estate Matters Legal Matters see WESTRIDGE page 4

HR Matters Legal Matters

$25 million Bluffdale electrical firm sold to North Carolina company

Bluffdale-based Pine Valley Power Inc., a provider of construction and maintenance services to the transmission and distribution, renewable energy, industrial water and mining industries, has been sold to Pike Electric Corp. of Mount Airy, N.C.

According to Pike, Pine Valley generated revenue of roughly $25 million in the last year. Michael Horan, Pine Valley’s president, will retain that position.

“Mike and his talented team, their geographic location and strong union relations will enable Pike Electric Corp., through Pine Valley Power, to construct and maintain transmission and distribution infrastructure throughout the West,” said J. Eric Pike, chair-

man of CEO of Pike Electric.

“Mike and his team also bring tremendous renewable energy knowledge, including geothermal electricity generation. Pine Valley Power, combined with our Pike Energy Solutions West Coast engineering offices and our Klondyke Construction business based in Phoenix, provide a great team to pursue large scale EPC projects in the West.”

Horan said joining the Pike family of companies “gives us the resources to pursue more and larger projects as we work to dramatically grow our business. Our customers have been looking for us to take on larger, more complex projects and with Pike’s backing that will now be possible.” see PINE page 4

Camco workers oversee work on a "super flat" floor at a new distribution center for Regis Corp. in Salt Lake City.

By Brad Fullmer The Enterprise

In response to the continued stagnant economy, Camco Construction of Murray has decided to temporarily shutter its Utah operations until the market rebounds, according to CEO Dewain Campbell.

“It didn’t make sense to compete and take on projects where we would just break even,” said Campbell, who runs Camco Pacific in Irvine, Calif. and Las Vegas and who bought the Utah

office from his brother, Robert F. Campbell Jr., at the beginning of 2010. “I made the decision that we would hibernate the company and wait until times get more economically feasible.”

Campbell said 20 people were laid off earlier this year over a four-month period, all of whom have found other jobs with contractors, albeit likely at lower salaries. Camco’s Utah office now has five employees, down from a see CAMCO page 4

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The Enterprise

There’s good news and there’s good news.

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To see more of what we’re up to, visit MobilizeEverything.com.

©2011 AT&T Intellectual Property. Service provided by AT&T Mobility. All rights reserved. AT&T and the AT&T logo are trademarks of AT&T Intellectual Property. All other marks contained herein are the property of their respective owners.

Aug. 8-14, 2011

IHC investing $28 mil. in new Midvale distribution center tals and 150 IHC clinics located throughout Utah and Idaho. Kelly said couriers run approximately 12,000 miles per day and deliver materials to various sites as needed, which will improve efficiency and lead to greater internal cost savings.

The new facility will include 152,000 square feet of warehouse space and another 154,000 square feet dedicated to offices, logistics and ancillary space. Kelly said the warehouse floor is being built close to “super flat” technology standards, and will be built to a “higher level of cleanliness” than a traditional warehouse, with 30-foot of clear height, which will be temperature controlled.

The new warehouse/office is being built to a 1.5 structural design category, the same “importance factor” as a hospital, which Kelly said should withstand a major seismic event. It will feature extensive emergency and backup systems.

“It will serve as a center for crisis management, if needed,” said Kelly.

The project was designed by Dave Robinson Architects of Salt Lake City.

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By Brad Fullmer The Enterprise Intermountain Healthcare (IHC) is investing $28 million in the construction of a new 306,000 square foot medical materials distribution center at 7350 S. Bingham Junction Blvd. in Midvale. The new facility will consolidate IHC’s distribution of medical supplies and products into one location. Ground was broken on the project June 26 by Salt Lake City-based Jacobsen Construction.

The building will improve IHC’s IMAT (integrated materials, ancillary services and transportation) distribution capabilities, according to Steve Kelly, IHC senior architect and project manager.

“It’s a total change to how we manage our supply chain,” said Kelly. “In the past we had vendors distribute products directly to our hospitals and clinics; now everything will be put in this distribution center and delivered from there.”

Kelly said IHC has 80 couriers that will be centrally located at the facility and will run medical products to 26 IHC hospi-

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The Enterprise

Aug. 8-14, 2011

Steed Construction

PROJECT HIGHLIGHTS RETAIL

Minneapolis restaurant chain to enter Utah with Lehi location Buffalo Wild Wings Inc., a Minneapolis-based owner, operator and franchisor of more than 700 Buffalo Wild Wings Grill & Bar restaurants in 43 states, is preparing to enter the Utah market.

The firm is planning a first quarter 2012 opening of a corporate-owned store in 82 N. 1200 E. in Lehi. Leslie Bryant, regional marketing manager, declined to say whether the chain has more Utah restaurants planned. The Lehi eatery, measuring about 6,200 square feet, will having seating for about 225 people. In July, the publicly traded company reported second quarter revenues of $184.1 million, up 26.4 percent.

Buffalo Wild Wings restaurants offer a variety of madeto-order menu items, including its namesake Buffalo, N.Y.-style chicken wings served with 18 signature sauces. Also on the menu are chicken tenders and legs, appetizers, burgers, tacos, salads and desserts. The restaurants include extensive multi-media systems that allow customers to watch their favorite sporting events.

Buffalo Wild Wings was founded in 1982 by business partners Jim Disbrow and Scott Lowery. The first unit opened at Ohio State University. The chain

has a goal of having at least 1,000 restaurants across the United States.

On average, Buffalo Wild Wings sells 496 million wings per year and 9.6 million wings each week. During Super Bowl 2010, more than 5.5 million wings were sold. Last year, the firm launched its first international expansion, to Canada.

THE ENTERPRISE [USPS 891-300] Published weekly by Enterprise Newspaper Group Inc. 825 N. 300 W., Suite C309, Salt Lake City, UT 84103 Telephone: (801) 533-0556 Fax: (801) 533-0684 Web site: www.slenterprise.com.

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POSTMASTER: Send address corrections to P.O. Box 11778, Downtown Station, Salt Lake City, UT 84147

FOR YOUR NEXT PROJECT CALL JAY RICE AT 801-633-3994

Utah (801) 991-2300 | Idaho (208) 378-7300 | www.SteedConstruction.com

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The Enterprise

PINE

from page 1

Pike Electric is a leading provider of energy solutions to more than 200 investor-owned, municipal and cooperative utilities in the United States. Its services include facilities planning and siting, permitting, engineering, design, installation, maintenance and repair of power delivery systems, including renewable energy projects.

Pine Valley Companies

began in 2000 with the founding of Pine Valley Electric Inc. The firm’s primary company focus began with heavy industrial water process installations that led to further opportunities in related markets. In the expansion of its electrical operations, the company also targeted medium and high voltage transmission and distribution work. In 2006 Pine Valley Power Inc was. created. Since then the firm has grown into one of the larger electrical contracting companies in the Intermountain region.

CAMCO from page 1

peak of more than 100, who are finishing up the one remaining local contract the company has.

Market conditions are such that contractors across the board are bidding on jobs with little or no profit margin; some are even “buying” jobs, knowing that they’ll actually lose money on the project just to keep employees busy. In addition, larger multimillion dollar construction firms

Aug. 8-14, 2011 are chasing much smaller jobs that they would typically overlook, making for more competition and smaller margins.

“I knew we were in trouble when a project that typically would have two or three bidders has over 20,” said Dewain Campbell about the Salt Lake market. “Owners, whether it’s a government entity or private owner, when they accept bids from 20 contractors without a qualification check, they’re looking for the best price. If there are 29 bidders at $1 million and one

bidder at $900,000, that guy either made a mistake or will lose money.

They’re taking money from Peter to pay Paul.”

Camco’s Utah office will bring in $8 million this year, down from $30 million in 2010, and way down from its peak of $150 million in 2008. Camco Pacific, Campbell said, will generate roughly $40 million in 2011 revenues.

“We’re waiting until economics improve in Utah where we can open back up,” he added. “It will be rebuilt, but it could be two or three years before economics are conducive. We still have a great reputation; we still have working capital. We chose to keep our working capital rather than pissing it away.”

Camco was founded in 1976

by Robert F. Campbell, Sr., an engineer who helped pioneer sitecast, tilt-up concrete construction.

In 1978 he sold the company to his sons, who split in 1993 to form two separate companies.

WESTRIDGE from page 1

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units, although the one-bedroom townhomes contain flex space that could be used as an additional bedroom.

First-phase units will likely be built at the pace of two to three per month, Holland said.

Additional phases, which will be based on demand, will contain units with up to three bedrooms in one to two stories. The “mansion” townhomes “will be similar to some of the things that happened out at Daybreak, where you maybe have only three units to a building, so it’s not a massive structure, but it’s a more subtle structure so it feels like maybe a large singlefamily home,” Holland said. The mansion style townhomes, at up to 2,000-plus square feet, will be the largest in the project. Pricing has not yet been determined.

Holland said the project will be privately financed.

“People want good pricing and a good product and location,” he said. “We feel like those elements are still what drives everything today. This has the location, on 5400 South and 5600 West; we feel like the price range is going to be right — where it’s not competing with single family — and it’s open to everybody. It’s a product type that appeals to substantially different demographics. We’ll be able to absorb it pretty quick.”

CampusBookRentals closes on $25 million financing package Ogden-based CampusBookRentals.com, a leader in the growing online textbook rental market, has closed a round of growth financing with total equity and credit facilities raised of more than $20 million. Lead investors included Level Equity, Five Elms Capital and Cherokee & Walker.

“While we have built a capital efficient business that has been profitable since shortly after we founded it, we chose to bring on an equity partner and further develop our financing relationships to meet the incredible demand we are seeing in our market. We are well capitalized to execute on the significant growth opportunities we see in this expanding market,” said CampusBookRentals.com CEO Alan Martin, who launched CampusBookRentals.com from his basement in 2007. “We’ve had an extremely flattering, if not somewhat overwhelming, amount of interest in the business, with approaches from numerous financial and strategic investors.

We chose to partner with Level Equity, along with Five Elms Capital and Cherokee & Walker, as they understand our business well and provide us smart capital

and great relationships within our space.”

The latest investment round came as CampusBookRentals. com received the No. 1 ranking on MountainWest Capital Network’s “2010 Utah Emerging Elite” list and No. 4 on Utah Valley Entrepreneurial Forum’s (UVEF) Top 25 Under 5. The company recently moved for the fifth time in four years into a new 57,000 square foot facility to support its continued growth to over 100 current employees, up from 30 a year ago, with plans to add additional staffers in the months to come.

CampusBookRentals.com serves a growing number of customers on nearly 5,600 college campuses. Students simply search for textbooks by ISBN, title, author or keyword; select their books and appropriate rental period (semester, quarter, summer, etc.); and take advantage of free shipping to and from their home or college dorm. For every book rented, CampusBookRentals.com donates a portion of its proceeds to Operation Smile, a nonprofit organization dedicated to providing cleft lip correction surgeries for children in need.

Park City boutique insurance agency sold to New York firm Woodbury, N.Y.-based Sterling & Sterling Inc. acquired Ascend Insurance Resources Inc., a boutique aviation and commercial insurance firm headquartered in Park City, effective July 18, 2011.

The acquisition of Ascend will result in the creation of a new Sterling business entity known as Sterling Ascend Insurance Resources LLC, according to Martin O’Loughlin, an executive in the Park City office. The acquisition includes two satellite sales offices in Ogden, and San Francisco.

“This allows us to have access to more insurance markets and products,” said O’Loughlin.

“It increases options for our clients manyfold, because of Sterling’s ability to attract more companies and specialized services. For Sterling, they now have a significant presence in the aviation insurance marketplace.”

“We have great expectations for the synergy created through this acquisition,” said David A. Sterling, chairman/CEO of Sterling & Sterling Inc. “After the completion of the integration process with our existing aviation industry practice in Miramar Beach (Fla.) and our growth

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The Enterprise

Aug. 8-14, 2011

objectives, we expect to become one of the largest aviation specialists in the U.S. over the next three years.”

“This acquisition will enable Ascend to expand our platform and geographic footprint,” said Leslie DeWald, president of Sterling Ascend Insurance Resources (former CEO of Ascend). “This partnership represents a tremendous opportunity to capitalize on that strength and our valued clients to benefit from this partnership.”

O’Loughlin said Sterling Ascend Insurance Resources has 36 years of aviation insurance expertise and currently has 15 employees. The firm will eventually add more workers. Sterling & Sterling, Inc. was founded in 1932 and employs approximately 200 insurance and risk management professionals in six regional offices.

Utah tops Business Facilities magazine list Utah has taken the top spot in Business Facilities magazine’s 2011 State Rankings Report, edging out perennial leader Texas.

“We thought it would be tough for Utah to top last year’s across-the-board success in our rankings, but the Beehive State has maintained its momentum,” said Business Facilities editor-inchief Jack Rogers.

Virginia, Florida and South Carolina finished in the third, fourth and fifth slots, respectively, in the Best Business Climate category.

While Utah has proven to be fertile ground for entrepreneurs, the state also has had remarkable success in attracting big-ticket projects from major corporate players, especially in its burgeoning data center, software and IT cluster, which now includes Adobe, eBay, Twitter, Oracle, Microsoft and Goldman Sachs.

The common threads that link all of these major projects are long-term commitments by the companies to the creation of highwage jobs, generous financial incentives provided by the state and, in some cases, the foundation created by a homegrown business, according to the publication.

Adobe is creating up to 1,000 high-tech jobs at its new $100-million technology campus in Utah. The new Adobe campus, to be completed in 2012, will accommodate future growth for the company and its Omniture Business Unit operations, currently based in Orem. The multi-phase project provides space for additional facilities expansion. Adobe acquired Omniture, a homegrown Utah company, for $1.8 billion in October 2009. The Omniture unit currently employs 620 people in Utah and 1,100 worldwide.

The Governor’s Office of Economic Development (GOED) board approved a post-performance, refundable economic development tax incentive for the

campus project. New state tax revenue is expected to exceed $134 million over a 20-year period as a result of Adobe’s projected expansion, job creation and capital investment in Utah. The maximum value of the tax credit incentive is $40.2 million, or 30 percent of new state revenue for 20 years.

Also receiving a healthy dose of tax incentives has been IM Flash, which recently announced it will add 200 high-wage jobs and

invest $1.5 billion into its flash memory chip plant in Lehi, UT. At the same news conference in Lehi, Massachusetts-based EMC Corp. said it will be hiring about 500 tech-savvy employees for a customer-service operation in Utah to service clients worldwide of its computing hardware and software used to create and manage large banks of computers called clouds.

Utah has about 66,000 hightech jobs.

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Aug. 8-14, 2011

$13.1 million assisted living facility, office to be built in WVC

By Brad Fullmer The Enterprise A new $13.1 million, 120,000 square foot assisted living facility/ office building is scheduled to break ground in September on a four-acre parcel at 2950 S. Redwood Road in West Valley City, according to RDA director Brent Garlick. The city has agreed to give Oquirrh Meadows Development LLC a $65,000 payment to help with site improvements.

“We feel it’s a good amenity, a high quality of senior care that’s in a targeted area,” said Garlick.

“Not a lot of new businesses have been recently developed along

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Aug. 8-14, 2011

Redwood Road. This is probably the best opportunity I’ve seen to help jump-start redevelopment in this area.”

The project is divided into two phases. Phase I includes an assisted living/memory care facility along with a three-story, 22,500 square foot office building, which will house a pharmacy, medical/rehabilitation facilities and long-term care managed by 24/7 Long Term Care, which will relocate its headquarters from Bountiful.

“The capital investment, arterial roadway and vacant land that came together were worthy

of an incentive,” said Garlick. “At first, our focus was on employment growth and sales tax, so it’s not something we’ve done before with that type of amenity.”

The project site is part of 90 acres that was originally dedicated in 1985 as the city’s first redevelopment area, which allows developers to recoup some expenses for putting in infrastructure.

Phase I includes 62 units to be built within 46,000 square feet, along with a 24,000 square foot office building. Phase II will include 45 more assisted living units totaling 50,000 square feet.

Adaptive Computing appoints Clyde CEO Robert Clyde has been appointed CEO of Provo-based Adaptive Computing. He will support the company’s continued growth in cloud and High Performance Computing (HPC) markets.

Clyde brings more than 25 years of industry experience to Adaptive Computing, including executive positions at Symantec, AXENT and Raxco Inc. In conjunction with Adaptive Computing’s recent HPC product release, the company is also expanding its cloud operations and resources to meet growing global demand. In late 2010, Adaptive Computing received $14 million in Series A round financing led

by Intel Capital, along with Tudor

Ventures and EPIC Ventures, intended to help meet the demand of the company’s established and growing global customer base.

Adaptive Computing provides intelligent automation software for cloud, data center and HPC environments. The company’s infrastructure intelligence solutions deliver policy-based governance, allowing customers to consolidate and virtualize resources, allocate and manage applications, optimize service levels and reduce operational costs. Adaptive Computing products manage the world’s largest computing installations and are the preferred intelligent automation solutions for the leading global HPC and data center vendors.

Wisconsin eatery to expand presence in Utah Culver’s, a Wisconsin-based restaurant chain known for its “butter Burgers” and “concrete” ice cream shakes, plans to open a new restaurant in Lehi. According to franchisee David Ward, the approximately $900,000, 4,200 square foot building will likely break ground the last week of August, with a grand opening scheduled for Dec. 12.

“We’re looking forward to the restaurant’s opening,” said Ward, who has more than 30 years of restaurant experience, having started working at McDonald’s in American Fork in 1979 as a 16-year-old, and eventually becoming a supervisor and director of operations for multiple restaurants in both Utah and

Colorado. “I could have looked for 10 years and not found a better restaurant.”

Ward and his wife, Wendy, are partners in the venture and recently went through an intensive 13-week training course at the Culver’s headquarters in Prairiedu-sac, Wisc. They will also spend two weeks each helping open new Culver’s in New Mexico and Arizona over the next couple of months.

“The culture is just amazing,” said Ward. “It’s a family-owned franchise. The philosophy is that if team members are taken care of, then customers will be taken care of.” Ward said the training culminated with a dinner at the home of founder Craig Culver in

Con Wadsworth named president of RLW Con L. Wadsworth has been named president of Draper-based Ralph L. Wadsworth Construction Co., effective July 24. Kip Wa d s w o r t h , who has been serving as president of RLW since 2002, ceded the presidency to Con; Kip Wa d s w o r t h Wadsworth will continue to serve as chief executive officer of RLW. Con L. Wadsworth has been with RLW for 35 years. During his tenure he has served as laborer, foreman, superintendent, project manager, operations manager, vice president of operations and general manager.

RLW is a leading heavy civil construction company that specializes in the building and reconstruction of transportation infrastructure, including bridges, freeways, light rail and other heavy highway-related projects in

the Intermountain West. The company also excels in design-build, CMGC, concrete paving, pile driving, shoring, steel erection, commercial and industrial building construction and other unique construction projects such as the 2002 Winter Olympics bobsled/ luge track.

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Prarie-du-sac.

Ward said they will initially hire 80 employees to run the restaurant, including five to eight shift managers.

Ken Harris Architects of Provo designed the building; Miller Construction of Provo was selected as the general contractor on Aug. 3.

The first Culver’s in Utah was opened in Midvale earlier this year by Tom and Kristin Davis. Culver’s public relations and communications director Paul Pitas said the Davis’ are also exploring opening a new restaurant in Murray, although those plans have not been finalized yet.

Pitas said there are nearly 440 Culver’s located in 19 states.

support

what you

8

Aug. 8-14, 2011

The Enterprise

Technology etiquette in the workplace

For some reason, we have senior corporate officer: “I’ll be accountable for our own actions. changed our work patterns to away from my computer for the Here is the solution: believe that instant communica- next two hours. I’ll respond to Accept that you are respontion is the most important and your e-mail when I return.” sible for how you spend your time highest priority for focusing our I could not believe that I was and your energy. time. It is as though we have all reading this message. This execuKnow that you have the become customer service repre- tive is training everyone around power to choose when to engage sentatives whose sole job her that she is hyper- with technology. is to respond to instant responsive to her e-mail Set limits around accessing communication. communication. Surely technology — for e-mail, I recMany informationcorporate America has ommend three visits a day, early age workers treat their not turned all of us into morning, noon and late afternoon. daily routines as though customer service repreTurn off the devices when the best way to accomplish sentatives via the e-mail you are with people — give people their goals is to process tool? a higher priority than technology. information quickly. This, Ellen Reddick You may be thinking, Focus on one thing at a of course, is simply busy“What’s wrong with this time. work. approach ? Leaders are It’s not the technology; it’s Sampling has shown that supposed to be responsive.” Yes, how we use the technology. Here less than 20 percent of all e-mail that is true, but they are also sup- are some rules to start you on your volume is actually actionable. posed to be proactive and deliber- way to managing your technolDATE: Eighty percent is noise. Texting ate in their actions — not reactive. ogy. has shown to be 85 percent noise. Allowing e-mail and texting traffic 1. Close your laptop or Setting aside the obvious to dictate your focus and the use of turn away from your computer. problem of being busy but not your time is a highly reactive state If you’re working on your laptop ENT: effective, (effective being accomand, frankly, does not bode well and someone enters the room to plishing work that will help you for proactive leadership. talk with you, close your laptop OJECT #: achieve your goals), being hyperWe need to be responsible and focus on them. Same thing in responsive sets an unreasonable for making good choices with the a meeting, close that laptop whenexpectation for those who interact use of our time and energy in order ever you can. If it needs to remain with you. For example, take this to accomplish our goals. We can’t open for reference or note-taking, out-of-office notice from a very 6”blame the technology for not x 8” Black and White Adbeing - Prooftry3 to place it at angle so the screen

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isn’t a barrier between you and others.

I am always surprised at the people who bring iPads into meetings and never look up again as they pound away pretending they are involved with the meeting.

2. Single-task during conference calls. The temptation is huge. Odds are, no one will ever know if you’re checking e-mail, reading a book or even taking a nap. It’s a character and respect issue. If it’s not that important, then don’t be on the call; if it is that important, then be fully on the call.

3. Single-task with live people. Resist the temptation to check your e-mail or surf the Web or update your status while simultaneously carrying on a real-live conversation.

4. Don’t call after hours.

We all have answering devices now so it’s easy to avoid the human contact by simply calling early in the morning or late at night. Have the guts to call during office hours.

5. Don’t let your e-mail or phone rule you. Have you ever had a conversation with someone when their cell phone rings and they just silence it without breaking contact with you? They don’t even check to see who it was. How does that make you feel? Important? Valued? What about the opposite? You’re meeting someone in their office and the phone rings or an e-mail arrives (bing!), and they interrupt the conversation to answer the phone or check that message. How does that make you feel? Second-rate?

Second-fiddle?

6. Don’t wear a Bluetooth earpiece around. Are you really that important? The nonverbal message you’re sending to everyone around you is, “You can talk to me but at any moment someone more important than you may call me and I’ll need to answer it.”

7. Don’t talk to your slides.

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get what you’re trying to convey. Contrary to popular use, your slides are not cue cards to help you remember your points or a security blanket so you can talk to the screen instead of the people in your audience. Rarely should you even look at your slides — they’re not there for you!

8. Ban phones from meetings. Like shoes in the Far East or guns in the Old West, phones should be left at the door in corporate meetings. Some companies collect them in a box. Others charge the individual when it rings in a meeting (or they have to buy dinner/drinks afterward).

9. Put your camera away.

Now that our phones take pictures and record video we have more ways to document and share our lives. My only warning: In your rush to record life, don’t forget to live it.

Ask before you take pictures. When branding is the No. 1 one marketing goal, not everyone wants to be caught off guard in a picture you post on Facebook.

10. Don’t e-mail/text/DM what should be spoken in person. Anyone who electronically transmits what should be spoken face-to-face (i.e., firing an employee, dumping a boyfriend/ girlfriend, critiquing performance, etc.) is a coward.

Text Messaging Text messaging is a very popular way to communicate, both personal and professional. Texting is simple, efficient and effective.

But what is considered acceptable when texting business contacts?

I receive questions weekly asking about texting etiquette as though by virtue of a chosen device, courtesy and business etiquette does not apply.

If you think about it, etiquette in general is just a way to behave when taking into consideration how your actions (or lack thereof) could have an impact on others.

Technology use, whether it be e-mail, Blackberrys, IMs or even cell phones, does not mean you do what you want, how you want or when you want without consideration for proper practices and for others.

Sadly, all too many think that with technology anything goes.

Wrong.

Regardless of what tool you are using, you simply need to be aware of how to use it properly with consideration for others. This means not answering e-mails on your Blackberry or iPhone when in a meeting, or talking loudly on your cell phone where others are privy to your conversation, whether they like it or not (movies, restaurants, etc.) or sending/ forwarding e-mails exposing all see ETIQUETTE page 11

Aug. 8-14, 2011

9

The Enterprise

Writing is not a mystery, it's your best chance at achieving mastery

My secret to writing is not complex: I posts with links that will take me someplace write like I talk. and allow me to read more if interested. Write

Writing in “speak” makes several things about events with significance. Write your easy: ideas and thoughts. Write your observations.

1. As long as you can think, or have an 2. Respond to others who post on your idea or want to expand a thought, you will page — good or bad. Like Twitter, interactions never be at a loss for words. Think about it. on Facebook need to be short and sweet. If When you’re on the phone you never say enough people are connected to you, they’ll to a friend, “Hold on, I’m trying to think of get your notifications and be able to respond something to say.” You just say it! When you back. That is why “short” messages are write like you speak words just flow. important. When your followers see

2. Reading what you write in that you are engaged with them and “speak” is much more conversational. respond to them directly, they will be Writing in “speak” makes your words more enthusiastic about commenting easy to read, easy to understand and, in again or asking questions. In my my case, easy to implement. case, oftentimes my followers will

3. Edit the next day. Give yourself even respond to each other, creating a fresh look at what you were thinking, meaningful dialogue without me! and allow yourself to give clarity to

3. Take advantage of the oneJeffrey your writing. on-one. One of the reasons Facebook Gitomer

4. Read aloud as you edit. This has achieved world domination is one secret will give you more writing because it’s personal. If Zappos takes power than you can imagine. It exposes every a full-page ad in Vogue magazine, they have flaw and ensures flow of words and thought. no idea who thinks what about the ad, much

Let’s get specific. less who responds. But on Facebook, they can

Here are writing instructions for business respond to customers individually or one at a social media: time, AND other customers can see it.

How to write on Twitter. Your posts When customers see a company is on Twitter (tweets) should achieve two responsive, they feel safer doing business objectives. One, be short, value messages with them. Facebook is becoming more that your customers will appreciate. Two, sophisticated. Video on Facebook will become be something that is re-tweetable (in other the new norm, further eroding traditional e-mail. words, your connections tweet it to all of Facebook has also created a reaffirmation of their connections). Rather than me providing the word instant. You can message any one of a couple of examples, go to Twitter, search your followers, they can message you back, people for “Gitomer,” and look at what I’ve and everyone knows everyone’s status in a tweeted. You can also see in the search results matter of seconds. what other people are saying about me.

4. Celebrate it! Study what is being

All of that “noise” comes from writing. done, and don’t just be abreast of what’s As I approach momentum on Twitter, I’m new, implement the latest update as soon as beginning to interact with others when they it becomes available. Your customers need to say something nice about me. I thank them perceive that you are on top of your market or comment back. Amazingly, most people and your game. Facebook allows you to do feel compelled to comment on my comment, both. thereby giving me another mention to all of 5. Remember that bad can be good. Many their followers. businesses are Facebook-reluctant because

The best news about Twitter is that most they’re afraid customers will post something business people are still Twitter ignorant. bad. UPDATE: For those of you afraid to This means you have a chance to be Twitter create a business Facebook page for fear that dominant. your employees will abuse it or your customers

Here’s where to start: will abuse you, let me be kind and say, you’re a

1. To begin successfully, invite all of your fool! Your customers and employees are going friends and give them some samples of what to say it anyway. If they say it on your page, you intend to tweet. you have a chance to respond to it and turn the

2. Tweet something of value every day. feedback into positive results. NOTE: When

3. Only tweet 120 characters so there is you’re writing a response, don’t be defensive. enough room for people to re-tweet what you Thank people and tell them what you are have to say. going to do, not regurgitate what you did. If a

4. Don’t quote other people. Only quote package is lost, don’t blame the post office — yourself. just send another one. The key to Facebook is

5. Don’t abuse the process. Don’t try positive interaction, not just interaction. to sell anything on Twitter. Make relevant, More next week. purposeful, helpful statements that others will Jeffrey Gitomer is the author of Social BOOM!, respect, remember and re-tweet.

How to write on Facebook. Facebook The Little Red Book of Selling and The Little Gold Book of YES! Attitude. President of offers the widest variety of communication Charlotte, N.C.-based Buy Gitomer, he gives possibilities and it’s getting wider every day. seminars, runs annual sales meetings and

I recommend you have two Facebook conducts Internet training programs on selling pages: one for your personal life and one for and customer service at www.trainone.com.

He can be reached at (704_ 333-1112 or your business life. Keep them separate. salesman@gitomer.com.

Here’s where to start: © 2011 All Rights Reserved

1. Post with pictures. Short one or two line

What is the market outlook?

I can usually tell the difference tous as to require a change in investment almost immediately between a novice philosophy, I will let you know. investor and one with more experience.

Obviously my business investment The novice, or fearful, investor will try advisory services, require a lot of trust. to center his or her conversation around First of all the client has to have a level the question of, “What is the market of trust in me to believe that I will do going to do?” To which I typically reply, what I say that I will do; to believe that “I have no idea.” It’s just like the idiotic I will invest with delicate attention to positioning recently by our “leaders” in their investment philosophy; to believe Washington over the necessary reduc- that I will tell them when things need tion of our national debt. People ask to change at the appropriate time. And me to speculate on whether they should most of all, to believe I will talk them in wait to invest until Washington solves off of the ledge and keep them invested this latest debate. To base one’s trad- when the world appears to be coming to ing/investment strategy on an an end. And conversely, I have unknown outcome is a fool’s to have gained a large enough game. So I typically respond level of trust in my client to by saying you should invest feel confident that when they when you have the money to say that they will stick with invest, regardless of what the their investment philosophy market is going to do. I recently that they will do it. had a friend ask me where a Remember, selling out of one’s “safe” place would be for him investments requires an ability to put his money. I told him the to get back in when the time is only safe places I could think Jim Rigtrup right. But, when is that time? of in today’s world would be Is it when you begin to feel under his mattress or in an old better about things? And to Folger’s coffee can, buried in his back- feel better about things don’t you have yard. to see quite a bit of evidence that things

In contrast to the above, more have improved? But by the time that experienced investors know they can that substantial amount of evidence has take out much of the uncertainties of revealed itself, how much have the marvolatile markets and of uncertain eco- kets already gone up? Unfortunately, nomic conditions by adopting an invest- the market increases cannot be timed ment philosophy rather than dwell- any better than the declines can. And the ing on what the market outlook will lost potential increase that is foregone be. The philosophy is established as by “waiting until things feel better” can investor meets with advisor, typically be significant. over a series of several meetings, and Remember, the declines in the marestablishes the philosophy which he or ket (sometimes significant) have hisshe agrees to stick with over time in torically been temporary. If you do not the hope of achieving their investment understand this and if you continue to goals. question yourself and your financial

Unfortunately, despite these good advisor by saying, “What is the market intentions human nature tends to take outlook?” then move it all out permaover when economic prospects start nently and bury it in the backyard in an to dim and markets not only fall, but old Folger’s can. But let me know what occasionally fall dramatically. When your address is when you do it. the more experienced investor sees his or her portfolio fall in value 30 even 40 percent (the novice investor has typi- Jim Rigtrup is the owner of and a cally long since sold out), it becomes Wealth Manager with Keystone Wealth Management Group LLC, Sandy. He excruciating to stick with their pre- can be reached at (801) 572-1077 or at established investment philosophy. jim.rigtrup@lpl.com.

This is where I, as your partner in Opinions expressed are solely those of the setting up your financial goals, come author and not LPL Financial, and are not intended to provide specific advice or in. It has been shown historically that recommendations for any individual. To those investors who buy and hold their determine which investment(s) may be investments, even through the worst crises, out-perform those who try to time appropriate for you, consult your financial the markets. That is what I or any good advisor prior to investing. All performance referenced is historical and is no guarantee financial advisor will advise you to do. of future results. Securities and Advisory Stay the course. Go on vacation and Services offered through LPL Financial, a don’t watch the news reports or read the Registered Investment Advisor. Member newspaper. If I see anything so calamiFINRA/SIPC. C E L E B R A T E

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Aug. 8-14, 2011

The Enterprise

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Finding a culture of collaboration

Often we hear of organiza- everyone. When employees at any tions trying to create a “culture level feel they have the opportuof excellence” or claiming it as nity to make an impact internally something they possess. Well, or externally with clients, young let me ask you this, “how do leaders will materialize. In today’s you do that?” and “what qualifies corporate and economic environyour success?” I believe I have ment, young leadership is what we need most. Those that an answer. Maybe not the can glean experience and answer, but certainly an good judgment from the answer. more experienced while To build a culture creating new and innoof excellence, your entire vative ways to creating organization must be strong relationships with focused on the same goals clients, colleagues and with the same attitudes and peers alike are typically executing the same values. That is tough with the Michael Buell the most successful people. diversity of backgrounds, opinions and passions With professional serin most offices. Add to that the vice firms, you don’t stay in busipotential and/or frequent elements ness very long if you don’t consisof ego and ideologies that come tently provide excellent results for with professional service provid- your clients. Just as importantly, ers such as doctors, lawyers, engi- however, you must execute strong neers and architects, and you may and honest communication with have obstacles for creating that your clients on a stringently concohesiveness that is essential for sistent basis. Clients buy talent, organizational greatness. yes, but they also buy (and conWhat I have found over the tinue to buy) people whom they years is that when you have an trust and like. The same goes for organization that is truly commit- building and maintaining a great ted to providing an atmosphere staff in your office. for collaboration throughout the People are inspired to join a ranks, you can have real success firm for many reasons — money, in creating something special. benefits, location, reputation, speYou can do this in many ways, cialties, stability, etc. It is my but the primary tactic is to mini- belief, however, that another big mize hierarchal systems and to reason why people join a firm and, encourage ownership of results for

more importantly, stay with a firm, is because the organization offers an environment that allows them to openly share their ideas and utilize their distinct perspectives. To that end, when staff members have natural confidence and the drive to lead, senior management has the obligation to minimize obstacles and allow them to shine.

You certainly need good management to survive in today’s business world, but without strong leadership to inspire the ranks, growth will be hard to attain. To create firm-wide empowerment and innovation, managers provide resources and structure, but it’s the natural leaders who provide the vision and induce creativity that really get people to strive for greatness. In a sense, managers allow things to happen, but leaders make things happen. What it comes down to is that firms need inspiration from senior management for young leaders to aspire.

Young or more experienced, leaders help other people be successful … those are the type of people you should want throughout your organization.

When talented folks join together and realize each perspective is valuable and that each new idea has merit, true collaboration can happen and great things can follow. So, it is the culture of col-

laboration that you should search for in your work life, either by taking the initiative yourself to create that environment in your office or by finding that environment elsewhere. That is, of course, if you are someone who has the drive, tenure or not, to make extraordinary things happen for you, your colleagues and your clients.

As someone who has rarely shied away from a leadership opportunity, I am thrilled to be in a work environment that allows me free rein to utilize my expertise and passion to help others be more effective professional service providers. Whether it’s helping my staff members grow their strategic skills or by helping our project leaders connect with clients easier, I take great pride in assisting others to be more successful.

Being part of a firm with leaders that know what true collaboration means and what it takes to create the proper environment to engage open thought with great passion is what I know is providing a real culture of excellence.

Michael T. Buell, CPSM is the marketing director at MHTN Architects Inc., a Salt Lake-based architecture design firm that provides visionfocused results for educational, corporate, civic and cultural clients locally, regionally and around the world.

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ETIQUETTE from page 8

your contacts’ addresses to strangers.

To hide behind technology as an excuse to not be courteous because the other side isn’t there for you to be accountable to, is self-serving at best. To reply to e-mails on your Blackberry while in a meeting clearly reflects your lack of business savvy and professionalism. Your full attention should be on the meeting.

Courtesy and perception go hand in hand. Without courtesy, the perceptions you leave in your wake will tell people exactly what they need to know about you — and it probably won’t be positive.

Don’t send a text, unless it’s urgent. When you send people a text, in most cases you will be interrupting them. The default settings on most mobile phones ring or vibrate when it receives a text message. So if you are going to interrupt someone, make sure you have a good reason.

Don’t send a text message if you can send an e-mail. Every business professional I know checks his or her e-mail at least twice a day and almost all of them prefer communication by e-mail rather than texting. For the most part, their reasons are time management-based. People don’t like being interrupted unless it’s urgent and they are more productive if they respond to all their messages during scheduled blocks of time.

For most people it’s also more efficient to type messages on a computer rather than on a phone.

Don’t send a text if you

should make a call. If you know that the subject of your message will require back-and-forth communication, either pick up the phone and call the person or, if it’s not time-sensitive, send an e-mail requesting a specific time to talk. I also want to point out that business relationships are seldom built or strengthened through text messaging, so use it sparingly.

Avoid texting people who don’t text you. According to a Success magazine survey, only 4 percent of the business professionals surveyed prefer texting to other forms of communication. If you have never received a text message from someone, consider that they may not like to text.

Don’t text bad news. If you have bad news to share with people, give them the courtesy of a call. E-mailing or texting bad news is a cop-out.

Don’t assume people know what all the acronyms and text slang mean. Not everyone knows that ttyl means “talk to you later” or jk means “just kidding.” Say what you mean and make sure your messages present you as a business professional rather than a texting junkie.

Don’t text during meetings.

If you send or read texts during a meeting, your actions convey that the meeting is not important to you. After all, how can you focus on the discussion that’s taking place if you are texting? It would be just like having a verbal side conversation. It is clearly inconsiderate and disrespectful.

Use punctuation. Type your texts using the same punctuation you would use in your e-mails.

Since these are business texts, make sure they present you well.

Proof your messages. Take an extra few seconds and make sure you don’t have any misspellings or improper language. Be proud of the messages you send.

Include your name. Unless you are absolutely certain that the recipient of your text has your name plugged into their phone, add your name to the end of the message.

Don’t send a text after leaving a message. As a general rule, if you call someone, you should always leave a message. After leaving a message, don’t follow up with a text message unless it is URGENT. Consider that your call interrupted them once. You don’t want your text to interrupt them a second time.

Don’t waste people’s time.

Don’t send unnecessary text messages. As an example, when a text conversation is clearly over, don’t send another message. Once again, every text you send is likely to interrupt someone’s activity, meeting or train of thought.

Show respect and courtesy.

Whatever you do, consider how it impacts those around you. Unless it’s urgent, avoid sending texts when you are spending time with people.

You may want to consider implementing these same tips in your personal communications.

Think before you text.

E-mail Each time you hit the “send” key, your e-mail communication is sending a message about you and gives an impression of your firm or organization to the receiver. Do your e-mails convey sloppiness and unprofessionalism, or do they express a positive impression of you and your company’s compe-

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Aug. 8-14, 2011

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tence and credibility?

Here are six ways your business e-mails can help forge the most professional image of you and your firm to your clients, customers and prospects or anyone else with whom you communicate via e-mail for business.

E-mails are for short communications. Stick to facts and data. Examples: Here’s the agenda for Friday’s staff meeting. When will the Smith proposal be finished?

What media interviews have been arranged for client XYZ? If the topic is sensitive or emotional, or requires a lengthier discussion, it’s best to pick up the phone or have a face-to-face meeting instead.

Another thing — e-mail is never private. You never know who gets a forwarded or blind copy of any e-mail you send.

Create a very specific subject line. I.e., Marketing Committee Agenda for September 8. This helps the recipient determine priority for opening e-mails in an out-of-control inbox. In addition, it makes it easier for scanning if the e-mail needs to be pulled up again for review.

Make the “call to action” clear and write it at the beginning of the content area. This allows the recipient to see early on what response is required without searching through the rest of a chatty e-mail.

Ditch the chain letters, jokes and forwards. More than 80 percent of all professionals complain that colleagues send them too much e-mail. Increase everyone’s productivity — including your own — by not sending junk

e-mails.

Respond to an e-mail by the end of the day if possible, and no longer than 24 hours. You don’t want to keep people hanging. If you don’t have the answer that’s needed, send a quick note back that you’re working on it.

Avoid being too casual with business e-mails. Other than quick back-and-forthing with a coworker, always use a greeting such as Dear or Hello before the recipient’s name. Add a closing such as Best regards, Warmest regards, Cordially — or whatever fits the level of relationship you have with the recipient.

Don’t let careless e-mail habits send the wrong impression of you and your firm. Implement these best practices to send the right message!

Smartphone Use Most people don’t intend to be rude on their cell phone, BlackBerry or iPhone. It’s just that they aren’t intentional about using these indispensable devices in a respectful, inoffensive way.

And very few companies have policies on smartphone use in the workplace, which leaves it up to employees to feel their way across uncertain terrain.

But smartphones and manners are compatible. Here are six easily doable tips to help raise the bar on workplace smartphone etiquette.

Give 100 percent focus to the person in front of you. Don’t interrupt a face-to-face conversation with someone — in the hallsee ETIQUETTE page 12

12

The Enterprise

ETIQUETTE from previous page

way or in the employee lunchroom — by taking a call or texting. The question to ask yourself is this, “What impression am I making when my attention is diverted to my phone?”

At a business lunch, a mobile device shouldn’t be part of the table setting. Keep it stashed in a jacket pocket, handbag or briefcase.

In meetings, avoid “reading under the table.” Most people know to turn their phone to silent in a meeting.

However, it’s not the occasional phone ringing that’s so annoying. It’s the people who scroll through their e-mails, check their Facebook page, text, tweet, or play with their new iPhone app — in their lap.

People notice this more than you think.

It’s not only distracting and discourteous to the speaker, but also to those around you.

Also, paying attention to your messages instead of the meeting sends a signal that the people in the room are not important to you. And that’s a dangerous message if those people are clients, or have power over your job or career path.

You want to appear engaged and a team player. If you are expecting an urgent call, mention it before the meeting begins and then excuse yourself and step away when you take the call. In longer meetings, wait until a break to check e-mails and phone messages.

Have a professional ring tone.

Whether it’s your personal cell phone or one issued by your company, a professional ring tone is important to convey a professional image of you.

In a cubicle, turn your mobile device to silent when you’re away from your desk. Let voicemail take the call if you step away for a cup of coffee or a

meeting.

Take personal calls in a private place. Hearing someone talk loudly on a cell phone in a public place is a pet peeve of many. It’s best to go to an empty conference room or other private location to make a personal call. And avoid talking in public on your cell phone about confidential company or client information.

You never know who is within listening range.

When the outcome of a conversation is in doubt, don’t do it by technology.

Show up in person and create the outcome you want.

Technology has been good for our country and economy. It can be very good for your life, if used properly. The key is to use technology to serve you, not the other way around. This requires you to make deliberate choices of when to engage with technology so that it aids in your accomplishment of what is most important in your life. You own it, it does not own you.

Ellen Reddick is principal and managing partner of Impact Factory Utah, which assists clients in achieving their performance and revenue objectives through leadership development, process improvement, teamwork and customer focus. As the national director of process planning and improvement for Lucent Technologies, she managed development of quality and process improvement , led major customer focused teams and functioned as an internal and external consultant and resource professional. In addition to consulting and writing, Reddick’s qualifications include expertise with facilitation, process and quality improvements, the International Institute for Facilitation and Best Practices for Emotional Intelligence.

She can be reached at 801-581-0369 or ellen@impactfactoryutah.com.

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Predicting the glorious return of per inquiry advertising

There was a glorious time in the bygone isn’t all the way to per inquiry, but it is close. golden age of advertising — or was it before The main point being, you’re not paying for then? — when an advertiser could set it up so exposure to a potential audience, you’re only he actually didn’t pay for advertising at all. paying for the specific individuals you get He paid for RESULTS! exposure to — per exposure.

Those days have been almost gone for All well and good for the Internet, and decades, but we may happily see their return it appears pay per click is here to stay. But soon. In fact, we already are. what about my predicted return to per inquiry

You see, during that so-called gold- ads? en age of advertising, the marketing world Well, affiliate marketing is basically converted from direct response to image that, online, but consider the challenges now advertising (later to be re-monikered “brand- faced by the traditional media … ing”). When that happened advertisThe yellow pages are essentially ers became more concerned with how gone. What’s left of them have set many people they reached instead up shop online and incidentally, of how many sales they made. And some, like AT&T are not just guarthe media responded by basing their anteeing clicks, they’re guaranteead rates on audience size and demoing customers. Per inquiry! graphics.

But what about the once Before that, you could go to the omnipotent and powerful newsnewspapers, magazines and broadcast papers? By their own admission, media and pitch them on what was Jim Ackerman they’re having to beg for money known as a “per inquiry” campaign. nowadays. That’s always been the What that meant was, instead of payformula for per inquiry. The last, ing for exposure to an audience, you would hard-to-find vestiges of it have been obscure actually pay the media based on the response publications, some trade rags and low power, you got from that audience, one response at a odd-format radio stations that had inventory time. to fill and nobody to buy it. Since time and

If you ran an ad that got 100 responses, space are self-liquidating commodities, they the media was paid for 100 responses. If it had nothing to lose by trying per inquiry. only pulled 10 responses, the media was only Newspapers are heading that way. paid for 10.

And it doesn’t stop there. TV viewership

Audience size didn’t matter back then. It is up just a smidgen — a little over 1 percent was all about the response. this year — but in the 18 to 49 demographics

Now to be fair, not every publication it’s down considerably. The audience is movor station would do this, and the ones that ing online, because they can watch, listen to would, wouldn’t do it for everybody. Frankly, or read just about anything they want online, the upside for the medium had to look better without the interruptions for advertising. You than selling straight time or space in order for have to earn your clicks online. them to share the risk with the advertiser.

So, because they have to, radio, TV and

In addition, it was helpful if the product newspapers are shifting their offerings to a being offered was proven and it was even dual presence — online and offline. Online, better if the ad doing the offering was a the distinctions between the media are rapproven winner. idly becoming a blur. They’re all offering

But with the shift to brand building, the same things the same way. That means advertisers, their agencies and the media even more competition. And since the online moved so far away from per inquiry ads that model is pay per click and you can’t charge they almost became extinct. as much for that as you do for a column inch

Understandable. With mass-market or 30 seconds, the level of desperation is advertising, advertisers thought they could high. acquire sales for less per sale than they would Advertisers like pay per click, of course, have to pay the media on a per inquiry basis. so they’re moving their budgets there, and It’s easy to see that agencies would far more that means less budget and more unsold readily prefer to be paid a percentage of a inventory for traditional media. What a big media buy than to share in the gamble delightful breeding ground for the resurgence that their ads might actually have to work, of per inquiry ads. and the media too was content to sell time So, while per inquiry has never comand space, regardless of the outcome. You pletely disappeared, and while it certainly can virtually guarantee exposure. Results are hasn’t come back to being the prevalent tough. Everybody seemed to win in a world way businesses will pay for advertising, the of a booming economy and growing markets, environment is right and I am predicting a where accountability was an unnecessary greater openness to this good ol’ fashion way luxury. to advertise.

Enter the Internet and the recession.

“But wait, there’s more!” Stay tuned.

The Internet was an almost immediate fascination, but was and is, difficult to fig- Jim Ackerman is a Salt Lake City-based ure out. How do you monetize? It remains marketing speaker, marketing coach, author a vexing challenge to this day. I could be and ad writer. For his speaking services go to wrong, but my understanding is that mighty www.marketingspeakerjimackerman.com or contact him directly at mail@ascendmarketFacebook has yet to turn a single dollar of ing.com. Subscribe to his VLOGS at www. profit.

YouTube.com/MarketingSpeakerJimA, where

How do you predict an audience online? you get a video marketing tip of the day, and How do you convert search even to expo- at www.YouTube.com/GoodBadnUglyAds, where Ackerman does a weekly ad critique sure?

The answer for online media has pri- and let’s you do the same. ©2011, Jim Ackerman marily been pay per click advertising. Which All Rights Reserved

STEAL from page 1

pay shipping charges.

The Steal websites are unique in the online shopping world in that they only offer one product per day for a 12-hour period until the item sells out. New products are offered every day at 9 a.m. and 9 p.m., with items anywhere from 40 percent to 80 percent off retail prices. Items are typically high-end products that may be difficult for some consumers to find, especially those in rural, sparsely populated areas of the United States and Canada. Kidcrawl.com is more of a complementary site that alerts customers to other good deals across the Internet.

“A majority of our vendors do find that 12 hours on BabySteals. com is some of the best marketing they could ever have, not just with the consumer and creating demand for the product, but with wholesalers and retailers all over North America,” said Francis. “A brand can be highlighted in front of 250,000 moms in North America, and it doesn’t cost [the vendor] one out-of-pocket dime. If I didn’t have the experience I had with Internet advertising, I don’t know that I would have discovered the true meaning of that opportunity.”

“It’s the equivalent of a $15,000 ad in a national magazine,” Clevenger added.

“Our products are rarely discounted and they’re not as accessible,” said Francis, the “face” of the company who excels at generating customer and community interest in the company via social media websites like Facebook and Twitter. “You will never find one of our products at Walmart or Target.”

Offering only one product a day in limited quantities fosters a “buy it now before it’s gone” mentality. The three Steal Network pages on Facebook have more than 225,000 combined “fans,” with BabySteals.com leading the way at nearly 150,000. The Facebook pages encourage Steal Network customers to frankly share their opinions and experiences – good or bad – about various products they purchase.

“Social media had nothing to do with any of my past careers, it was just a personal obsession of mine,” said Francis, who has been on Facebook since it formally launched to the general public in February 2004. “Any new form of communication, I’m always one of the first to at least try it out and understand the pros and cons of it.”

“The truth about products needs to be told, and having it an open forum takes a lot of guts because we don’t like every [comment] we see,” said Clevenger.

“We want products to stand for themselves.”

13

The Enterprise

Aug. 8-14, 2011 “Facebook gives us a way to get to know our customers more personally, but I wouldn’t say it’s critical to our success,” Francis added. “It’s a great daily reminder for people who like us, and it’s given moms a platform to comment on a product. Moms who are more risk-adverse to purchasing online tend to conglomerate there to retrieve opinions about what other moms think. If the conversation happens off our turf it’s more authentic and allows [customers] to say what they truly feel. If we had that same conversation on BabySteals.com every day, it would add a bit of skepticism to the user.”

The collective success of The Steal Network is even more remarkable given the current recession, but the owners fully believe that offering quality products at sharply discounted prices will always generate interest from consumers, regardless of economic conditions. Francis and Clevenger said gross revenues this year will easily eclipse 2010’s $10 million, but they don’t look strictly at numbers as the barometer of their success.

“We try not to focus on some arbitrary number,” said Clevenger.

“If you do the right thing over and over, the numbers will come whether its traffic or revenues or profit.”

Francis’ inspiration for starting BabySteals.com came shortly after giving birth to her third child in May 2006. As her two-month maternity leave was nearing an end, she started lamenting having to return to her full-time job as director of interactive media sales for KSL.com and not being able to spend more time caring for her infant daughter.

“I knew when I was backing out of my driveway that day that I had to change my life and be my own boss,” Francis said. Being a self-described “obsessive” online deal shopper — friends jokingly called her the “dot-com princess,” she looked for months for a website that offered popular, trendy, “cutesy” baby items at largely discounted rates but found nothing to suit her desires.

“I realized that if there was nothing out there that focused on babies and mothers, then I needed to create something,” said Francis.

“The best way to market to somebody is to market to yourself. I know the mentality behind the decisions they’re trying to make, the things they need to see in order to make a purchase, the price it needs to be to compel them to try something new. One of the biggest stigmas of getting a deal is people automatically assume there’s a catch. If you get a huge discount on something, you’re going to assume it’s a second-rate item, or it’s going to take six weeks to arrive. We’ve removed all of those barriers.”

In December 2006 Francis started some initial investigation into creating a website that catered mainly to mothers and women, despite the rigors of raising three children and working a demanding full-time job. By spring 2008 she was ready to take the plunge, and partnered with Clevenger, who was the online media manager for Backcountry.com, whose team increased revenue more than 530 percent under his five-year watch. BabySteals.com was formally launched April 28, 2008.

Francis admits that had her third child been a boy, BabySteals. com might never have come about.

“I still would have had the motivation of not wanting to leave the baby to go to work, but I’m not sure I would have come up with the same concept,” she said.

During their first year in business, Francis and Clevenger were the only employees. It took a full year before they hired their first employee; now they have 44, with intentions to hire another six in the next week or two. Most employees are full-time and work primarily from home; many are mothers themselves.

CEO Rett Clevenger and President Jana Francis stand outside their Steal Network headquarters on 2181 California Ave. in Salt Lake City. Their internet-sales based business was founded in April 2008 and has seen gross revenues increase from $600,000 that first year to more than $10 million last year. (photo courtesy Janet Jonas, Steal Network).

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Executive Lifestyle Executive Lifestyle Legal Matters 14

Aug. 8-14, 2011

The Enterprise

Legal Matters Legal Matters Matters Legal Securing land rights for renewable energy projects At the core of any renewable conducts feasibility and due dilienergy project’s overall value is gence investigations on the propthe security, stability and flex- erty and designs and constructs the ibility of the project’s land rights. project. The developer requires Before any wind turbine or solar broad inspection rights and access panel can be constructed, land to the property during the develinterests must be acquired opment term and often and secured. One of the must install equipment most common and preon the property, such as ferred tools for acquiring meteorological towers, and securing such interests in order to collect the is a long-term land lease. necessary data to deterA typical land lease for mine the property’s suitdeveloping a renewable ability for a renewable energy project contains Adrienne Bell energy project. The rent provisions setting out the due to the landowner term, the purposes for which the during the development term is developer may use the property, usually fixed on a per-acre price. the amount and method of calcuUpon the expiration of the lating rent, and default and cure development term, the developer provisions. The purpose of this would have the right to extend article is to summarize the critical the agreement automatically. This provisions and identify pitfalls of extended or operating term typirenewable energy land leases. cally is tied in duration to the term Lease Term and Rent of the developer’s power purchase Most renewable energy land agreement and can range anyleases provide for an initial term, where from 30 to 50-plus years. often referred to as the develop- Rent during the operating term ment term, typically covering the is based in some measure on the first three to five years of the project’s energy output. Often the lease during which the developer most heavily negotiated provision

of the land lease, operating rent can be based on a percentage of the gross revenues received by the developer from the sale of the electricity generated by the facilities on the property or on a fixed rate per kilowatt-hour or megawatt-hour of electricity generated by the facilities on the property.

Given the critical importance of operating rent to both the developer and the landowner, the land lease should clearly define how such rent will be calculated. If operating rent is based on gross revenues, for example, the land lease should clearly delineate how costs and credits (e.g., tax credits, renewable energy credits, prepaid power purchase agreement payments) factor into the gross revenue calculation. Because the information used to calculate the operating rent typically lies with the developer (or project operator), the landowner often will insist on the right to audit rent calculations and a process for resolving any discrepancies or underpayments of operating rent.

If the renewable energy

project involves multiple parcels owned by different landowners, operating rent may vary from lease to lease within a project, or even from parcel to parcel within the same land lease. For example, a land lease may specify minimum payments to the landowner in the event that all or a portion of the property is not used primarily for energy generation (i.e., used for transmission lines, roads or other project purposes). A land lease also may call for additional compensation to the landowner for the developer’s right to place certain project facilities, such as substations or operations and maintenance facilities, that serve the entire renewable energy project as a whole. The landowner also may require additional assurances that the developer or its successors have the financial means to operate the renewable energy project for the term of the land lease and will remove the project facilities and restore the property at the project’s termination.

Scope and Use of the Property The primary purpose of a

renewable energy land lease is the construction and operation of the renewable energy project. The land lease will include the total amount of the landowner’s property subject to the land lease and delineate the scope and extent of the developer’s rights in the property. Under a typical project land lease, the developer has the right to thoroughly inspect the property, conduct feasibility studies and construct, own and operate the energy generating facilities. Developers also need rights to access and build related improvements, such as roads, transmission towers and lines and substations. Exclusivity and non-interference provisions limiting the landowner’s ability to interfere with the construction or operation of the renewable energy project, including limitations on the size and kind of structures that can be built on the property by the landowner and other third parties, are also important for protecting the developer’s investment in the project.

The landowner retains the right to continue to use the prop-

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erty subject to the land lease in all other ways. With a typical wind energy project, for example, the landowner often will retain the right to use the land for farming, ranching and grazing, timber harvesting, hunting and fishing, and mineral exploration, so long as such uses do not interfere with the renewable energy project. The landowner also preserves the right to lease for other purposes any land excluded from the land lease.

Title Review Title review is critical to renewable energy projects. As with any real estate development project, if the title to the project lands were to fail during or after the project’s construction, losses and other costs could be significant. Even a single title defect can have disastrous consequences if not addressed as part of a project’s due diligence investigations.

A title defect can occur when, for example, a developer obtains a leasehold or easement interest from someone claiming to own the land, but all or part of the fee simple title is vested in another party. A title defect also can take the form of an existing encumbrance on the property, such as an oil and gas lease or a severed mineral estate held by a third party, that may be incompatible with the construction or operation of the renewable energy project for the term of the land lease.

For these reasons, most developers will conduct a thorough search and examination of the title to the project lands and purchase a policy of title insurance representing the amount of investment in the project. In addition, more specialized endorsements to title policies covering renew-

15

The Enterprise

Aug. 8-14, 2011 able energy projects are becoming increasingly common, such as an endorsement for the expenditures to install the facilities. It is also advisable to obtain an ALTA survey of the project lands showing existing easements and encumbrances, improvements and other physical features important to the siting, construction and operation of the renewable energy project.

Lender Requirements As with any lease, a project lender will want to see that certain provisions are included that protect the lender’s interests. A lender typically will require that the land lease provide the lender with an opportunity to receive notice of, and cure, any defaults of the developer of the terms of the land lease. A lender also will want to see that the developer is allowed to sublet or assign its interests in the land lease to third parties. A lender may require the right to approve any amendments to the land lease. A subordination agreement from the landowner also is important from the lender’s perspective as it allows the lender’s lien, which is junior to the land lease, to become the superior lien on the property. A non-disturbance provision is critical to protect both the developer’s and lender’s interests in the land lease by ensuring that the land lease will remain in effect so long as the developer is not in default. Lastly, for the reasons mentioned previously, most institutional lenders customarily require a lender’s policy of title insurance to insure mortgages or trust deed liens on the developer’s interests in the renewable energy project.

Thus, a successful renewable energy land lease is one that cre-

ates and protects the developer’s, the landowner’s and the lender’s interests and investment in the property. A successful land lease also provides reliable income to the landowner while offering the flexibility and security necessary for the developer to profitably operate the renewable energy project through the lease term.

Adrienne Bell is an associate in Stoel Rives’ Real Estate section, practicing in the areas of real estate, renewable energy and natural resources law. Bell focuses on all aspects of the real estate development process, including acquisition and leasing; permitting, zoning and land use entitlements; community and site planning; environmental remediation; adaptive reuse of historic properties; and Green Building and sustainable development strategies. She also provides real estate, land use and development services to the renewable energy industry. She can be reached at (801) 578-6983 or ajbell@stoel.com. est. 1976 Regulated hunting preserves animal populations and habitats.

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16

Aug. 8-14, 2011

The Enterprise

• Aug. 9, 2-5 p.m.: “Tie Down the Sale and Ask for More,” sponsored by the Utah Manufacturers Association. Representatives of Business Performance Group will discuss the major causes of lost sales, the four qualifications necessary for making the sale, selling of emotions, selling of self, logic versus emotion, the art of courting the sale, creative selling and under promising/over delivering. Location is the Joseph Smith Memorial Building, 15 E. South Temple, Salt Lake City. Cost varies based on membership standing with the UMA. Register at www. umaweb.org or by calling (801) 363-3885.

• Aug. 11-Sept. 8, Thursdays from 8 a.m.-4 p.m.: Supervisory Skills Program-Five-Day Certificate Program, sponsored

by The Employers Council. The program is designed to provide participants with thorough knowledge of contemporary skills to be effective in the workplace. Instructor will be Dr. Brent Soffe. Location is the Salt Lake Community College Downtown Campus, 231 E. 400 S., Salt Lake City. Cost is $640 for council members, $799 for nonmembers. Enrollment is limited to 30. Download the registration form at http://ecutah.org/ssp.pdf.

• Aug. 11, noon-1:30 p.m.: Utah Technology Association Meeting. Tom Dickson, CEO

of Blendtec, will be the guest speaker. Location is The Barn at Thanksgiving Point, 3003 N. Thanksgiving Way, Lehi. Cost is 45. Register at www.utahtech.org.

• Aug. 17, noon: “Salt Lake Chamber University — Mixing Four Generations in the Workplace,” an online video course by generational expert Cam Marston. Generational conflict costs billions of dollars in lost productivity to organizations worldwide. The video is designed to reduce workplace conflict and provide managers and supervisors with strategies for dealing with recruiting, retaining and motivating and using generational differences in a positive way. Cost is $99 per group and includes a copy of the whitepaper “The Millennial Workforce: How to Reach Them and Why It’s Important.”

Lunch will be served Register at http://slchamber.bizvision.com/ video/3469.

• Aug. 17, noon-1:30 p.m.: “Where is Software Revenue Recognition Headed?” sponsored by the Utah Technology Council. Scott Robinson, senior manager at Tanner LLC, will discuss the accounting topic of software revenue recognition. The Financial Accounting Standards Board (FASB) and International Accounting Standards Board will soon be issuing an updat-

• Calendar • ed Exposure Draft on Revenue Recognition, revising its June 24, 2010 Exposure Draft. The FASB decided on July 13, 2011 that private companies will have to comply with the new Revenue Recognition standard (after it’s released and becomes effective) at the same time as public companies, and restating any prior years presented in the year of adoption (retrospective basis.) Location is the Key Bank Tower, 36 S. State St., Suite 600, Salt Lake City.

Free to UTC members, nonmembers pay $30. Register at www. utahtech.org.

• Aug. 18, 8:30 a.m.-4 p.m.: “Internet Marketing Strategies,” sponsored by Bank of American Fork and CEObuilder. Seth Ellsworth, founder of SiteRehab, will discuss how search engine optimization (SEO) and social media efforts can combine to help create a solid Web presence.

Ellsworth will also reveal his seven favorite Internet marketing strategies that attendees will be able to implement immediately.

Location is the Riverton branch of Bank of American Fork, 2691 W. 12600 S. Free. Register at bankaf. com/events or by calling (801) 642-3139.

• Aug. 18, 7:30 a.m.: Seventh Annual Utah Manufacturers Association Best Practices

Expo. Keynote speaker will be Jeff Edwards, president and CEO of EDCUtah. Awards for best practices will be presented to Futura, Autoliv, Firestone Building Products, MEP, UCAT and Hyperion Solutions. Location is Weber State University, Ogden.

Cost is $30 for UMA members, $40 for nonmembers, including breakfast and lunch. RSVP to Teresa Thomas by Aug. 14 at (801) 363-3885 or teresa@umaweb.org.

• Sept. 13, 10 a.m.-noon: “Developing Superior Customer Service,” sponsored by Associated Builders and Contractors of Utah.

Henry “Dutch” Hempel, a business consultant for the construction industry, will be the presenter.

Location is the ABC offices, 2130 S. 3140 W., Suite B, West Valley City. Cost is $10 for members, $15 for nonmembers, who must prepay. Register with Jodi Frank at (801) 708-7036 or jfrank@ abcutah.org.

• Sept. 30, 9 a.m.-5 p.m.: Dave Ramsey’s EntreLeadership Nationwide Simulcast Training Event, presented by ChamberWest and hosted by the Salt Lake Community College Jordan campus. Cost is $39. Register at www. chamberwest.org or by contacting Holly at (801) 673-332 or holly@ chamberwest.org.

• Nov. 4, 7 p.m.: Utah Technology Council 2011 Hall

of Fame Gala. Keynote speaker will be Larry Ellison, founder and CEO of Oracle Corp. Location is the Grand America Hotel, 555 S. Main St., Salt Lake City. A networking session will begin at 6 p.m. Cost is $300 for UTC members, $450 for nonmembers.

Register at www.utahtech.org.

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COMPUTERS/ SOFTWARE

• VLCM, a Salt Lake City provider of customized IT solutions and warranty or non-warranty repairs for small to medium sized businesses, educational institutions, nonprofit and government organizations, is sponsoring its fourth annual United Against Cancer Golf Tournament at the Wasatch Golf Course on Sept.

21. The tournament benefits Huntsman Cancer Foundation.

All proceeds fund research and development of new ways to diagnose and treat cancer. The main purpose of the HCF is to support the mission of Huntsman Cancer Institute. VLCM has been HCF’s IT partner since 2007.

CONSTRUCTION

• MHTN Architects, Salt Lake City, has added 16 new employees to its design firm.

They are: Randall Knight, architect; Jennifer Metzger, architect; Karen Cahoon, interior designer; Christiane Phillips, architect; Hanna Vaughn, intern architect; Amber Lake, interior designer; Ryan Gaviglio, information technology; Michael Buell, marketing director; Crystal Andersen, CAD technician; Jon Galbraith, architectural intern; Mike Wilcox, architectural intern; Charlotte Frehner, architectural intern; Megan Stanger, interior designer intern and Rene Walsh, administrative assistant.

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• Roseman University of Health Sciences College of Nursing, South Jordan, has been granted initial accreditation from the National League for Nursing Accrediting Commission (NLAC) for its bachelor of science in nursing program. Obtaining accreditation is the final step in the NLNAC national accreditation process. An NLNAC team visited the Utah campus for a site visit, and recommended the program for initial accreditation based on compliance with six NLNAC standards which

17

The Enterprise

Aug. 8-14, 2011

• Industry Briefs •

include adherence to Roseman’s stated mission.

• American Express and Utah-based Western Governors University are sponsoring a scholarship for San Juan and Tooele teachers who want to go back to school to earn a master’s degree.

The WGU-AMEX Excellence in Education Scholarships provide up to $5,000 toward tuition for one of the university’s 10 master’s degree programs in education. Recipients will be eligible to receive up to $1,000 per six-month term for up to five terms at WGU. The scholarship is also available to Salt Lake County residents with refugee status. For more information, visit www.wgu.edu/AMEX. • The Utah Valley University board of trustees named Greg Butterfield its new chair, and added two new members to the board, Roy D. Banks and Chris Loumeau. Butterfield served as vice chair for the past two years.

He is currently the managing partner of SageCreek Partners, an organization he founded after serving as group president of Altiris.

Banks has 20 years of experience as a high-level executive of technology, e-commerce and payment processing companies. Banks led the $650 million sale of publicly traded Authorize.Net. He is chief executive officer of Pleasant Grove-based Accelerated Payment Technologies, a provider of integrated payment processing technologies. Loumeau was named to the board during his tenure as UVU’s student body president for the 2011-2012 academic year. He is currently pursuing a degree in community health with a minor in business management.

its efforts. The focus of the contest was on new technology innovations; it was open to all entrepreneurs across the state with a new technology product or service.

LAW

• Florence M. Vincent has been named a member of Van Cott, Bagley, Cornwall and McCarthy’s board of directors.

Vincent is a member of the firm’s labor and employment group and business section. Her practice focuses on corporate structure and governance, employee benefit plan implementation and compliance and employment matters. Vincent assists clients in resolving employee benefit compliance issues with the IRS, Department of Labor and Pension Benefit Guaranty Corp.

She also has experience litigating commercial and employee benefit related claims.

MANUFACTURING

• ZAGG, a provider of consumer products such as films, skins, audio and power solutions,

headquartered in Salt Lake City, has introduced its latest accessory for the Apple iPad 2, the ZAGGfolio. The ZAGGfolio features a carbon fiber textured design and a microfiber lining, and is a multi-function carrying case with removable Bluetooth keyboard for Apple iPad2. It is available for $99 at ZAGG’s online store.

MEDIA/MARKETING

• Joseph Walker has returned to the Deseret News as the faith section editor. In his position Walker will work with the opinion editor to cover the role of faith in the community. His coverage will highlight how faith is lived and manifest from a variety of religious traditions. Areas of emphasis will include faith in the public square, interfaith cooperation and the motivational role of faith in our society.

• Penna Powers Brian Haynes (PPBH), an advertising, public relations, interactive and public involvement agency, Salt Lake City, has added three new

NONPROFIT

• Jim Pugh, CEO of Utah Food Bank, a statewide network of 150 emergency food pantries and agencies, has resigned to assume operations of a third-generation family-owned business.

Pugh joined Utah Food Bank in 1998 when its average distribution was nine million pounds of food per year. Under his leadership, the Utah Food Bank increased distribution to 33 million pounds of food per year, purchased and relocated to a new 86,000 square see BRIEFS page 19

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• VuTherapy has been recognized by Grow Utah Ventures and Zions Bank as grand-prize winner in the Northern Utah Concept to Company contest. VuTherapy has developed a secure online system for remote psychological therapy that allows patients to search for therapists and receive therapy from their own home. The company was awarded $18,000 in cash and consulting services for

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18

Aug. 8-14, 2011

The Enterprise

Why China is laughing all the way to the bank

The global impact of the House Republican insistence on a American debt crisis — and the debt-limit increase that will expire likelihood of permanent dam- before next Christmas, “it would age to American interests — are mean billions of additional dollars already visible to Sen. John Kerry, that would have to be paid to the D-Mass., from his perch as chair- Chinese.”

Those costs would come man of the Senate Foreign on top of the extra interest Relations Committee. expense that all Americans Indeed, he is not only would see on their home seeing but hearing those loans, car loans, student effects.

“The Chinese are loans and credit cards, further weakening the slow laughing all the way to recovery from the recesthe bank,” said the forsion. Moreover, that loss mer Democratic presidential nominee, because Joe Conason would cut into government’s capacity to pay for a downgrading of U.S. important functions, sendTreasury securities will mean enormous and completely ing many billions of additional unnecessary increases in our inter- dollars abroad instead of rebuildest payments to the nation’s largest ing our infrastructure, bolstering creditor — and our most impor- Social Security and Medicare, tant competitor in the international educating our children and mainarena. taining national security.

“If we suffer a downgrade of The ill wind of an American our [U.S. Treasury] debt simply default and downgrade will blow because of the brief time before far beyond any temporary finanwe have to go through this exercise cial setback, according to Kerry, again,” said Kerry, referring to the when allies and adversaries assess

this country’s future influence.

Chairing the Foreign Relations Committee, he speaks frequently with diplomats, ministers, business executives, elected officials and social leaders from every continent — and he is disturbed by what they’re telling him now.

“People in other parts of the world are incredulous,” he said, as they observed the recent spectacle in Washington. “Some of them are gloating. ... I know personally of major [U.S.] government officials who have been needled about what is happening here, in the course of their conversations abroad. I’ve had personal conversations with leaders who are praying that the United States doesn’t flounder here, because their economies depend on it.”

European leaders are particularly worried, said Kerry, because of the possibility that an American default will worsen the debt crisis across the Atlantic. “I met with the Greek foreign minister and deputy prime minister a few days

ago,” he noted, to discuss the U.S. commitment to the International Monetary Fund, which is essential to Greece’s eventual economic recovery. He has heard expressions of deep anxiety from leaders in Spain and Italy, as well.

More broadly, Kerry is hearing rumors of the decline of a nation that once led the world.

“There’s a general sense that the United States has already been questioned about our steadfastness and willpower, the consistency of our pledges. ... One of the great things we’ve always had going for us was the sense of our strength, our unity of purpose, our ability as a democracy to come together and display our intent, and right now that is fraying — with the potential of serious consequences, not automatic, but certainly real.”

Why would a group of conservative Republicans in Congress — who rarely stop braying about their great patriotism — create such a grave risk to American power and prosperity?

“Some of them don’t get it, some don’t care, and for some it is a combination of both,” Kerry lamented. “I have had Republican leaders of the Senate — I’m not going to tell you who — tell me that they’ve tried to talk to some of these [House members], and they just don’t understand the implications of their actions.”

By the time our congressional clowns realize what their intransigence has inflicted on this country, if ever, the harm will be done — and very hard to undo.

Joe Conason’s articles have been published in Harper’s, The Nation, The New Republic, The Guardian (London) and The New Yorker, among many other periodicals in the United States and abroad. He also appears frequently as a commentator on television and radio programs. A winner of the New York Press Club’s Byline Award, he has covered every American presidential election since 1980.

Copyright 2011 Creators Syndicate

BRIEFS from page 17

foot facility and opened a branch in St. George.

REAL ESTATE • According to the Salt Lake Board

of Realtors, Utah’s largest real estate trade association, home sales in Salt Lake County in June were nearly unchanged compared to the same time last year, but home prices for the month fell 12 percent. There were 1,073 existing units sold in June, a decline of 1 percent compared to 1,084 closed sales in June 2010. Home sales in the first six months of 2011 were down 9 percent compared to the same six-month period a year ago.

RESTAURANTS

• J&G Grill at The St. Regis Deer Valley has introduced a series of tasting menus that feature select dishes from Chef Jean-Georges Vongerichten’s restaurants. The tasting menu will be offered at J&G Grill for dinner through the end of September. J&G Grill is Vongerichten’s first restaurant in the Intermountain West. His best known restaurants include the Jean Georges, Mercer Kitchen, Spice Market and J&G Steakhouse.

• Kneaders Bakery and Cafe, a Utah-based restaurant franchise specializing in gourmet sandwiches, soups, salads, pastries and European hearth breads, has opened its new location in St. George, located at 181 N. Bluff St.. The St. George location is run by franchisees Andrew and Shauna Smith and their partners Lowell and Kathy Hansen.

• Hogle Zoo will open up after hours for the first three Wednesdays of

19

The Enterprise

Aug. 8-14, 2011 August for adults with its Wild About Wine and Zoo Pub events, which will feature either wine or ale tasting. Guests arrive at the Asian Highlands dining area, where they can enjoy a selection of eight wines that are available in Utah liquor stores, as well as chat with a local wine expert who will be on hand to answer any wine questions. The zoo will also host a special night featuring local company Epic Brewery. Tickets for both Wild about Wine and Zoo Pub are available at www.hoglezoo.org and include a designated driver option for those who wish to attend the events but do not wish to drink. Ticket price includes admission, food and some alcoholic drinks for $25.

• Jacob Bates, Salt Lake City director of global corporate services for the Salt Lake City office of CB Richard Ellis and Matthew Morris, senior account executive of global corporate services, have been selected by Young Living Essential Oils, a provider of essential oils and oils blends, to provide site selection, transaction and project management services for its global real estate portfolio.

RETAIL • Whole Foods Market has part-

nered with the YMCA in Utah to participate in the Bag Donation Giving Program, which helps to promote sustainability and increase awareness of the needs in the community. Until Sept.

1, each time a customer uses a reusable bag for their groceries Whole Foods Market will donate 10 cents to the YMCA’s Salt Lake after school programs. Proceeds from the program will help cover operating costs to provide healthy and nutritious foods for the children served.

Misleading words

Many years ago, the Saturday After all, the Republicans conEvening Post was one of the best- trolled both the Congress and the known magazines in America. White House in 2005, and the But somehow I learned that the Democrats had control by 2009.

Saturday Evening Post was actual- There was now a black President ly published on Wednesday morn- of the United States, with much of ing. That was a little disconcerting the media celebrating the beginat first. But it was one of ning of a new era in race the most valuable lessons, relations. that words do not necesWhat happened was sarily reflect reality. that the political words

Recent statistics on had no relationship to the average wealth or net the economic reality. worth of blacks are a painBut few people judge ful reminder that rhetoric any administration’s favoring blacks does not effect on blacks by what Thomas mean that politicians using actually happens to Sowell such rhetoric are actually blacks under that adminhelping blacks. The media istration. seized upon the statistics pub- A finer breakdown of the data lished by the Pew Research Center on the net worth of blacks shows to show that whites averaged far that the most drastic loss of net more net worth than blacks, and worth was in the value of the homes that this disparity was now greater owned by blacks. This occurred than it was in years past. But what after years of both Democratic and is even more revealing is that the Republican administrations pushnet worth of blacks in 2009 was ing policies designed to enable less than half of what it was in more blacks to buy homes.

2005.

Much of the media rallied

What happened to cause such behind the idea that there should be a sharp loss in such a few years? more home ownership by blacks.

Editorials rang out across the land, denouncing statistical disparities between rates of home ownership by blacks and whites as showing racial discrimination in the private sector that needed to be corrected by the government.

Even when it was shown that blacks, on average, did not meet the same financial standards as whites, both politicians and the media denounced those standards as too stringent.

The St. Louis Post-Dispatch, for example, called for “fairer mortgage-lending standards” and declared that “lending institutions are being far more conservative than they have to be in determining the creditworthiness of minorities.” The Federal Reserve Bank of Boston likewise declared that “unreasonable measures of creditworthiness” were not “appropriate to the economic culture of urban, lower-income, and nontraditional consumers.”

The New York Times reported that “even within the same income group whites are nearly twice as

likely as blacks to get loans.”

Many in the media treated that as proof positive that racial discrimination explained differences in mortgage loan approval rates.

They were not talking about racial differences in net worth in those days — much less taking note of the fact that blacks in the same income brackets as whites had far less net worth.

Racial discrimination was where it was at, as far as liberal politicians and most of the media were concerned. And the familiar “solution” was massive government intervention in the market. Government agencies, from the Department of Housing and Urban Development to the Federal Reserve leaned on lenders to lower lending standards, and the Department of Justice threatened prosecutions for discrimination if the racial makeup of people approved for mortgage loans did not match their preconceptions.

It worked. In fact, it worked so well that many blacks got loans that they could not have gotten

otherwise. Now the statistics tell us, belatedly, that blacks lost out, big time, from this “favor” done for them by politicians.

These lowered lending standards applied to many others besides blacks. Everybody lost out when the resulting risky mortgages led to a collapse of the housing market, followed by a collapse of the economy. Lofty words led to bitter realities.

The same mindset that led to these disasters is still prevalent in Washington. Indeed, the very people who spearheaded those political crusades — Congressman Barney Frank and Senator Christopher Dodd — crafted new legislation offering the same kind of “solution” to our current problems, namely more massive government intervention in the economy.

Words triumphed again.

Thomas Sowell is a senior fellow at the Hoover Institution, Stanford University, Stanford, CA 94305.

His Web site is www.tsowell.com.

Copyright 2011 Creators Syndicate

SHELLEY BOVERO Owner of Marin County Arborists

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