The Enterprise - Utah's Business Journal Oct. 31, 2011

DesignMatters Matters Legal

Executive Lifestyle Executive Lifestyle Legal Matters

UTAH’S BUSINESS JOURNAL www.slenterprise.com

THIS WEEK • Industry Briefs • Begin on page 5.

Oct. 31-Nov. 6, 2011

Volume 41, Number 14

240-unit apartment project to be built in Saratoga Springs

Area marketing firms reporting strong performance this year

Legal Matters Legal Matters Matters Legal

• Calendar • See page 9.

By Andrew Haley The Enterprise

Several Utah marketing companies are reporting very strong performance for the year, led by growth of the digital advertising sector.

Mike Grass is the owner of Intrepid, which he called “a public relations and communications strategy hybrid.”

He said Intrepid is experiencing steady growth, which could mean good things for an economy still recovering from the global economic slump.

“Agencies like us can be considered a bellwether for the overall economy because we have clients in lots of various industries. We’ve seen a lot more interest in a couple of fields,” he said, citing the consumer sector and a wide gamut of businesses in the

StaffingMatters Matters Legal Staffing Matters See page 10.

Focus W UTAH

a sa t c h Fr o n t

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Meet & Eat in Utah In this edition.

Artist's rendering of Aldara, for which ground should be broken this week. The units will be market rate.

The loan was funded through

By Barbara Rattle HUD’s Section 221(d)(4) proThe Enterprise

Ground is scheduled to be gram, providing an interest-only broken this week for the Aldara construction period of 18 months Apartment Homes, a 240-unit with a 40-year, fully-amortizing market rate apartment complex permanent loan term.

GCD principal Mike Stewart located in the commercial core of the northern Utah County com- said units in Aldara will range from 800 to roughly 1,350 square munity of Saratoga Springs.

Pleasant Grove-based GCD feet, and 80 percent will include a Inc. is the developer. The 12-acre garage.

“It’s considered Class A both project has been designed by Pontis Architectural Group, in the finishes and the clubhouse, Springville. Summit Contractors, which is really more resort style.” a Florida firm, will act as general The large pool and deck will be contractor. GCD secured construc- complemented by an outdoor firetion financing for the project with place and pergola. the assistance of CBRE Group. see ALDARA page 2

$1.44

technology sector.

Grass said his company has been forced to adapt to changes brought about by the economic downturn. Faced with cuts to its clients’ advertising budgets, Intrepid has operated with greater focus, opting to concentrate on a single marketing strategy where in past years it might have developed two in parallel. Despite those challenges, Grass said his company has grown steadily for several years, including 2008.

“We are a very diversified company. We actually grew during those down years. We’ve been growing and we’ve been hiring,” he said.

This year, Intrepid has filled four new positions at both the staff and executive levels, something he credits in part to his clients’ see MARKETING page 2

Real Estate Matters Legal Matters

300-unit 'classic diner' chain to bring concept to Utah

HR Matters Legal Matters

Nutritional products company to expand by 40,000 square feet

By Barbara Rattle The Enterprise

Zija International, a Lindonbased developer of health, nutrition and personal care products utilizing ingredients from the equatorial moringa oleifera tree, is preparing to expand by 40,000 square feet.

The firm is currently installing racking and generally building out the space, located in an existing manufacturing building the firm purchased in June at 161 S. 1380 W., Lindon. Jayson Jorgensen, vice president of operations, described the new facility as a new operations warehouse hat will include offices, a lunch room and conference room. When operational in the second quarter of 2012, he said, the new facility

will bring Zija’s total warehouse space in Lindon to about 100,000 square feet.

Founded in 2006, Zija International is a direct-selling company whose products are marketed by hundreds of thousands of independent distributors, Jorgensen said. In addition to the United States — the firm’s top market — the company also operates in close to 10 other countries, the largest international market being Japan.

The firm offers a health care product line, weight loss product line and skin care product line, all based on the moringa oleifera tree, which Jorgensen says grows only on land five to 10 degrees north or south of the equator. All of Zija’s see ZIJA page 3

Johnny Rockets will enter the Utah market in February with a location at Station Park in Farmington. the franchised location, slated to

By Barbara Rattle launch on Feb. 15, said Johnny The Enterprise

Johnny Rockets, a California- Rockets spokesperson Cozette based chain of approximately 300 Koerber. The eatery will measure restaurants featuring all-American 2,278 square feet. Koerber said JR food and evocative decor such Forest Group’s business plan indias tabletop jukeboxes, U-shaped cates the firm plans to open two or counters, padded booths and white three additional Johnny Rockets in uniforms associates with classic the greater Salt Lake area.

Johnny Rockets Group Inc., American diners, is slated to enter the Utah market in February with based in Lake Forest, offers clasa location in the Station Park life- sic diner fare such as hamburgers, malts, fries and apple pie. style center in Farmington.

JR Forest Group will own see ROCKETS page 2

2 Brokerage names new Utah president

Coldwell Banker Residential Brokerage, Utah’s largest residential real estate brokerage company, has named real estate veteran and Utah native Chris Jensen president.

In his new position, Jensen will oversee the daily operations Jensen of Coldwell Banker Residential Brokerage’s 11 offices and more than 700 sales associates.

Jensen most recently was vice president and managing broker

at Prudential Utah Real Estate’s South Ogden branch. Previously he served as broker/manager for Coldwell Banker Residential Brokerage.

Jensen entered real estate in 1990 and he immediately distinguished himself, earning five consecutive Sales Master awards as well as being named President’s Club honoree, both coveted honors for top sales production.

Just five years after entering real estate, Jensen earned his broker’s license and soon after opened the first Prudential franchise in Weber County. In 1996, he was honored with the Lifetime Sales Master award for his sales achievement during his first six years in the business.

ALDARA

to someone who works at home and needs an office. But given the economy, anybody is a renter now.”

A 14 to 18 month construction schedule is anticipated.

Presently, GCD is developing the Park’s Edge townhomes in Park City in addition to Rustler at Hideout townhomes in Hideout Canyon near Park City. The former have starting prices of $296,000.

“We don’t usually do apartments but we like it and we’ll be doing more in the apartment space,” Stewart said.

from page 1

“This is the first Class A market rate apartment project to be built in Utah County in probably 15, 17 years,” Stewart said, noting rents have not yet been established.

Aldara will have a mix of one, two and three bedroom units —”probably a higher percentage of threes than most apartment communities right now, so it does cater to the young family,” Stewart said. “The sizes also cater

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The Enterprise

ROCKETS from page 1

About two-thirds of the locations are operated by franchisees.

The chain was founded by Ronn Teitelbaum, who opened the first Johnny Rockets on Los Angeles’ Melrose Avenue in 1986.

According to hoovers.com, the company is owned by RedZone Capital, an investment fund led

by Washington Redskins owner Dan Snyder. The firm is targeting annual unit growth of 20 percent per year for the next five years.

Ideal locations for Johnny Rockets restaurants include malls, lifestyle centers, amusement parks, casinos, entertainment venues, downtowns, storefronts, power centers, outlet malls, public transportation hubs, office building and beach areas.

The locations should be entertainment and traffic generators with key national co-tenants, heavy foot traffic, a median household income of more than $50,000 and a population of 75,000 within a five-minute drive. Store sizes range from 700 to 2,500 square feet, with 1,900 square feet being optimal. The franchise fee is $49,000 per location. To launch, an investment of between about $587,000 and $826,000 is required. Typical seating is for 110. There is a 5 percent ongoing royalty.

Johnny Rockets leased its Farmington space with the assistance of The Moore Team at Coldwell Banker Commercial.

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 Website: www.slenterprise.com.

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MARKETING from page 1

adapting to the new normal.

“For a number of businesses they talk about the hesitancy to hire. It’s kind of the same with us.

What we’ve seen is a lot of these businesses realize they can’t just sit on their laurels. They realize that business is just not going to come to them,” he said.

For many of those businesses, slimmer advertising and marketing budgets have led company leaders to investigate new means of reaching customers.

Andrew Howlett is CEO of Rain, a marketing company at the forefront of new trends in advertising and public relations.

Rain builds customized computer applications, both for the desktop and the Web, that help companies increase brand recognition among an increasingly online consumer base. These applications include customized games adorned with subtle branding messages, which can be downloaded for free.

“People have been shifting dollars to digital,” Howlett said.

Those dollars have propelled Rain to double-digit growth for the previous three years: 60 percent in 2009, 70 percent in 2010 and a projected 20 percent for 2011.

The decreased growth of 2011 was intentional, after the company opted to slow itself because of “growing pains,” he said.

“We’re all waiting for the other shoe to drop in the economy, but, knock on wood, it hasn’t happened yet,” Howlett said.

According to Howlett, the move from traditional advertising media, whether television and radio spots or print outlets like billboards and newspaper advertising, is due less to clients with lower marketing budgets seeking savings in the short term than to their interest in marketing value. While the cost of creating a mobile phone application that functions as advertising is not necessarily less than creating a

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radio spot, billboard or television ad, digital advertising is not constrained by the temporal or spatial limits experienced by traditional media. While a client might pay X dollars to run a 30-second television ad for a week, in a market with tens of thousands of viewers, the same investment could create a downloadable mobile phone application which could be accessed and downloaded by millions of Internet users for a much longer period of time.

“You get a bigger bang for your buck, because we can make it last longer,” Howlett said.

“We happened to be in the right place at the right time. I wish I could credit my business genius and that of my business partner but nobody could see this coming, especially mobile. Mobile is just taking over. It’s 30 percent, approaching 40 percent, of our business. Two years ago it was zero,” he said.

Dan Connor, CEO of Struck Axiom, said he had seen several years of solid growth at his digital advertising company.

He said nimbleness and smart business enabled Struck to grow through the 2008 downturn and to do to so without resorting to layoffs. But he and his clients remained wary about a sluggish economy susceptible to electionyear shenanigans.

“The first six months of 2011 were outstanding,” he said.

“Q3 we were on track to break records. The debate on the default put the breaks on that.

That political charade really did affect businesses like ours. So far Q4 has more questions than answers. Everyone is still very nervous,” Connor said.

Connor said that he too had seen movement towards new advertising media but was hesitant to ascribe economic motives to the trend.

“Overall, we have seen a reallocation of budgets towards digital, but I don’t know if its recession-based or industrybased,” he said.

No matter the means by which a client’s marketing reached its customers, the same principles applied at the creative level, he said.

“To hit those kinds of goals takes a really savvy agency like ours,” Connor said.

Grass agreed.

“It all comes down to audience. You’d be crazy to put your money into Web and social media if it’s not going to reach your audience. We did a research project, for a group of key decision makers, to determine what is influential to their audience. Print media came out next to word of mouth,” Connor said.

“Word of mouth will always be number one.”

3

The Enterprise

Oct. 31-Nov. 6, 2011

Survey: caution and seasonality influencing fourth quarter hiring expectations Caution and seasonality are influencing hiring expectations for the fourth quarter as employers assess ongoing barriers to economic growth and wrap up 2011. This is according to CareerBuilder’s latest nationwide survey of more than 2,600 hiring managers and human resource professionals conducted by Harris Interactive from Aug. 16 to Sept.

8.

Consistent with trends typically seen at the tail end of the calendar, employers anticipate a moderate slowdown in hiring. Twenty-one percent of hiring managers reported that they plan to hire full-time, permanent employees in Q4, down from Q3, but on par with, 2010.

The tempered plans for Q4 follow a slightly softer recruitment picture in Q3. In terms of actual hiring, 26 percent of employers reported they added full-time, permanent headcount in Q3. While better than the same period in 2010, this is down 3 percentage points from Q2 2011 — reflecting a more hesitant hiring environment in the face of rising commodity prices, a volatile stock market, concerns over Europe’s sovereign debt crisis and other global issues.

When looking for talent, companies are still having a difficult time filling certain positions despite the stiff competition for jobs. Two-thirds of employers (67 percent) expressed concern over the education and skills gap in the U.S. and corresponding deficit in talent for specialized positions.

The top areas employers identi-

fied as having a significant skills gap include engineering (37 percent) and information technology (33 percent).

More than one in four hiring managers (26 percent) reported they hired full-time, permanent staff in the third quarter, up slightly from 25 percent last year, but down from 29 percent in Q2.

While staff reductions slightly improved year-over-year — 11 percent reporting a decrease in headcount in Q3 2011 compared to 12 percent in 2010. Sixty-two percent of employers reported their staff levels stayed the same in Q3 while 1 percent were unsure.

Looking forward, 21 percent of employers expect to increase their number of full-time, permanent employees in Q4. Ten percent expect to downsize staffs while 64 percent anticipate no change and 5 percent are undecided.

To supplement staffs, 32 percent of employers turned to temporary help in Q3. Twenty-seven percent plan to hire temporary or contract workers in Q4 with 17 percent of employers expecting to transition some of these employees into permanent staff.

While the West leads the U.S. regions in the number of employers expecting to hire fulltime, permanent employees in Q4 (23 percent), it also houses the highest number of companies planning to downsize by year end (12 percent.)

Comparing company sizes, small businesses continue to lag larger organizations in hiring activity, but are also less likely to reduce staff levels.

Zija's nutritional and weight loss products come in three forms — encapsulated, liquid and dry (mixed with water).

ZIJA

from page 1 raw product comes from India.

The moringa tree, according to Jorgensen, offers “46 supreme antioxidants with 36 antiinflammatories and 19 total amino acids with all nine of the essential amino acids. Our product is completely enzymatically alive, it has

not been cooked. All the nutrients are found within the product itself from a natural standpoint.”

Nutritional, health and weight loss products come in capsules and well as liquid and dry form.

Jorgensen said Zija employs well over 100 people, and that number should rise when the new facility comes online next year.

Seventeen percent of companies with 500 or fewer employees plan to increase full-time, permanent headcount in Q4; 8 percent expect to reduce staff levels. Of those with 50 or fewer employees, 12 percent plan to add new employees while 8 percent expect to reduce staff levels.

Twenty-seven percent of companies with more than 500 employees plan to hire full-time, permanent staff in Q4; 11 percent plan to decrease headcount.

Forty-one percent of employers anticipate no change in salary levels in the fourth quarter compared to the same period last year.

Thirty-eight percent expect there will be an increase of 3 percent or less. Twelve percent expect their average changes will be between 4 and 10 percent and 1 percent predict an increase of 11 percent or more. Four percent anticipate a decrease in salaries.

Totals may not equal 100 percent due to rounding.

Artist's rendering of the proposed South Jordan hotel. It would be four stories tall and contain 125 rooms.

A New York-based real estate development and management firm is proposing to construct a 125-room Home2Suites by Hilton hotel at 10704 S. River Front Parkway in South Jordan. The Widewaters Group, based in Syracuse, received planning commission approval Oct. 25 for the hotel project, which does not require city council approval. While Widewaters executives could not be reached for comment, documents filed with the city indicate the hotel would be four stories tall and constructed on what is now a vacant lot. There are currently two Home2Suites locations in Utah — West Valley City and Layton. The concept is a relatively new one for Hilton. Home2Suites is an all-suite, extended-stay hotel chain aimed at thrifty travelers. The hotels feature free WiFi and highspeed Internet throughout. Suites feature refrigerators, convection microwave ovens and dishwashers. Complimentary breakfasts are served each morning. Widewaters has developed 18 hotels representing more than 2,300 rooms under the Hampton Inns & Suites, Hilton Garden Inns, Sheraton, Courtyard by Marriott, Marriott Residence Inns, Springhill Suites, Homewood Suites, and Independent hotels banners, according to the firm’s website.

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4

The Enterprise

Oct. 31-Nov. 6, 2011

100-unit townhome development to be constructed in Midvale

     

By Barbara Rattle The Enterprise Destination Homes, South              Jordan, plans to break ground in            2961                January for Highland Gardens, Lake City, UT Ad Size:100-unit 3.875”townhome X 10” development       at 7800 South and Bingham Section: ENTERTAINMENT         Junction Boulevard in Midvale.

Brad Wilson, CEO of              Destination Homes, said his firm is buying 100 lots from The      Gardner Co., Salt Lake City, and     will construct the townhomes in           roughly 20 two and three story      buildings.

The first building, a fourplex, should be complete by April, providing model homes for inspection by potential buyers.

Units will be 1,200 to 2,000 square feet. All will come standard

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Artist's depiction of Highland Gardens. The developer's goal is to keep the units under $200,000.

with granite countertops, stainless steel appliances, home technology packages and two-car garages, he said. Unit prices will start in the $150,000s and the goal is to keep all unit prices under $200,000, according to Wilson.

“We’re hopeful that this will be a 24 to 30 month project,” Wilson said. “We’ve got some other townhome projects and we’re selling three or four units a month in those. We’re hoping to

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ACCOUNTING • Accounting Today, the

business magazine for the tax and accounting community, recognized Parnell Black, CEO of the National Association of Certified Valuators and Analysts (NACVA), headquartered in Salt Lake City, as one of the “Top 100 Most Influential People” in the accounting profession. This is the 12th consecutive year Accounting Today has recognized Black in its survey. Black co-founded NACVA in 1991 and has grown the association to more than 7,000 members. Today, NACVA is widely considered the thought leader in education and certification for financial professionals focused on valuing privately held businesses and financial forensics.

ASSOCIATIONS • The Rotary Club of Ogden

has elected Brent Parkin as president for the 2011-2012 Rotary year. Parkin has been a member of Rotary International for nearly 20 years and has served in all levels of the organization. He is the senior general manager for Newgate Mall and has worked for General Growth Properties in a variety of positions in the shopping center industry for more than 23 years.

BANKING • CareSource Charitable Foundation received a check for $7,665 from Utah Central Credit Union to support charity care for Utahns needing essential end-of-life hospice medical treatment and services. Since 2003, the CareSource Foundation has provide free care to hundreds of adults and children at the state’s only dedicated inpatient hospice facility, The Residence, on 4500 South in Salt Lake City. The money raised was donated during Utah Central’s annual skip-a-loan fund raising drive.

• TAB Bank, Ogden, has added Barry Yelton to its business development team as vice president and business development officer based in Charlotte, N.C. Yelton is a 37-year veteran of the asset-based lending and factoring industries.

He has worked with Wells Fargo Foothill, Sovereign Business Capital and Federal National Services.

• Scott Nicholls joined Capital Community Bank as the Orem office manager and mortgage loan officer. For the last 11 years, Nicholls has been working in financial and banking industry. He graduated with a B.S. in business management from Utah Valley University with of masters of accountancy from University of

5

The Enterprise

Oct. 31-Nov. 6, 2011

• Industry Briefs •

Phoenix.

• Mountain America Credit Union is expanding operations into Payson. A new branch will open on Oct. 31 at 818 S. State Highway 198, in the former Far West Bank building. The addition of the Payson branch gives Mountain America Credit Union a total of 63 branches in Utah, Nevada, Arizona and New Mexico.

• Frontier Bank, Park City, will hold a Shred-It Day on Nov. 1, 2011 at its branch office at 1630 Short Line in Park City from 11 a.m. until noon or until capacity is reached. Acceptable items to be shredded include all types of office paper, glossy paper (including stapled and bound paper), file folders and envelopes.

COMPUTERS/ SOFTWARE

• Salt Lake City-based XMission recently completed its SSAE 16, type 2 audit certification related to its colocation, Stackable web hosting, network administration and support services. XMission management developed rigorous internal control objectives to support first-class data center, hosting and networking management services in order to complete the audit. An SSAE 16 audit report provides a framework for a service organization to have an outside entity examine their internal controls, which can then be provided to its enterprise clients.

CONSTRUCTION • The Mountainlands

Area Plan Room has launched a Construction Hotline service for the industry. General news and reminders of pre-bid meetings and high profile bid lettings are available. Sponsors of the hotline, which can be reached at (801) 288-9136, are being welcomed.

• Staker Parson Companies

unveiled four mixers Oct. 25 that have been wrapped with messages reminding parents to set concrete “no alcohol” rules for their teens. Eventually, 40 trucks will be seen throughout the state sending the message that parents are the primary reason their kids choose not to drink.

EDUCATION/TRAINING • The Executive MBA Program at the University of Utah’s David Eccles School of Business has climbed to No. 33 nationally on the 2011 Financial Times list of leading Executive MBA programs and is the only Utah school ranked in the top 100 this year. This marks the David Eccles School of Business’ seventh consecutive appearance in the 2011 ranking of global executive MBA programs, bettering its 2010 finish at No. 38 among the U.S.

programs and maintaining its No. 88 global ranking, despite tough competition from several new international EMBA programs.

• For the fifth consecutive year, Weber State University’s John B. Goddard School of Business & Economics is included in the Princeton Review’s list of best business schools. The Massachusetts-based education services company has selected

the Goddard School’s Master of Business Administration program for inclusion in the 2012 edition of its book “The Best 294 Business Schools,” which is available at bookstores throughout the United States.

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the Utah Office of Energy Development (OED) launched the Utah Renewable Energy Rebate Program (URER) on Aug. 22, more than $830,000 has been allocated, leveraging $4.6 million of economic activity through 139 projects in communities from Logan to St. George. Due to the popularity of the program, the OED is adding $200,000 to the rebate fund’s original $1 million. This expansion of the program means

that at this time $370,000 remains to be allocated. The URER program offers rebates for solar photovoltaic, solar thermal (hot water) and wind energy systems. The rebate for residential PV Solar is $1.50 per DC watt with a $4,500 cap for residential and $25,000 for commercial. The rebate for solar thermal is $40 per square foot with a $2,500 cap. The rebate for wind is $1 per AC watt with a $2,500 cap. All systems will be subject to reasonable cost and 25 percent of total system cost limits. Those

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eligible for rebates must have the systems installed by a licensed contractor. Applications can be accessed from the OED’s website (www.energy.utah.gov) and submitted by e-mail in pdf format.

Applications will be accepted until all funds are reserved.

KMD, a Salt Lake City-based company, has created a patientcontrolled device that facilitates range of motion and strength for knee surgery patients during critical post-operative rehabilitation periods.

FINANCE

• For tax year 2012, personal exemptions and standard deductions will rise and tax brackets will widen due to inflation, according to the Internal Revenue Service. By law, the dollar amounts for a variety of tax provisions, affecting virtually every taxpayer, must be revised each year to keep pace with inflation. New dollar amounts affecting 2012 returns, filed by most taxpayers in early 2013, include (1) the value of each personal and dependent exemption, available to most taxpayers, is $3,800, up $100 from 2011; (2) the new standard deduction is $11,900 for married couples filing a joint return, up $300, $5,950 for singles and married individuals filing separately, up $150, and $8,700 for heads of household, up $200.

• The United States Department of Labor has recognized the Utah Department of Workforce Services with Awards of Excellence in three separate functions of its unemployment insurance program: unemployment benefit payments, appeals decisions and tax operations. One state receiving all three awards is unprecedented in the 76-year history of the unemployment insurance program. The awards have traditionally been presented to several states, but this year Utah was recognized as the top performer among medium-sized states in all three categories.

• West Valley City and Waste Management launched a fleet of 19 compressed natural gas trucks — the largest refuse and recycling fleet operating in Utah — as part of the commencement of new trash and recycling services in Utah’s second largest city. During the past year, West Valley City has been involved with the Federal Energy Efficiency and Conservation Block Grant Program. The goal for the fund is to stimulate the economy by creating jobs, protecting the environment, reducing emissions and reducing power consumption.

• The Wayne Brown Institute (WBI) and VentureCapital.org are seeking submission from entrepreneurs for the Deal Forum. It will be held Dec. 6 in Provo. The Deal Forum provides startup and early-stage companies with venture-based mentoring and advice from venture professionals.

Selected companies are mentored on presenting themselves effectively to prospective investors.

All companies are reviewed by members of the angel and venture investment community and will receive immediate feedback.

Submissions are due by Nov. 9.

The cost to submit is $25 and the cost to attend, learn, observe and network is $10. A candidate should have high growth potential, $30 million to $100 million a year in revenues after three to seven years, and have sales or cash flow.

Candidates’ management should also have relevant experience.

For more information, visit www. venturecapital.org/vc-events-dealforum.

• Promotus KMD has been named the grand-prize winner of Grow Utah Ventures’ medical device “Concept to Company” Contest. The grand-prize consists of up to $21,000 in cash and business startup services. Promotus

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Oct. 31-Nov. 6, 2011

deserve some perks. That’s why The Gateway, FM100 and The Enterprise have created and exclusive “Office Worker At Work Perk Card” for all of you hardworking people. (Fill out your At Work Perk Card application at The Gateway Concierge desk.)

Flash your card and get savings and discounts at participating shops and restaurants at The Gateway.

Just keep your card in your wallet and look for special deals throughout The Gateway. FM100 will be e-mailing you ever Monday with the “Perks of the Week.” Log on to www.fm100.com or check out The Enterprise for the most up to date list of specials.

Turn in your completed form to The Gateway Concierge, located across from Urban Outfitters or to any participating retailer to be eligible for monthly drawings.

GOVERNMENT

HEALTH CARE

• Jordan Valley Medical Center, Pioneer Valley Hospital and Physician Group of Utah have opened the Oval Sports Medicine Clinic, with Russ Toronto, M.D., one of the most experienced and knowledgeable sports medicine specialists in Utah, at the Utah Olympic Oval, 5662 S. 4800 W.,

Kearns.

HOSPITALITY

• Longtime employee Clint Strohl has been promoted to Deer Valley Resort restaurant operations manager. He will be responsible for all front-of-house restaurant services at the Snow Park, Silver Lake and Empire Canyon Lodges, including The Mariposa, Royal Street Café, Seafood Buffet, Fireside Dining, the Empire Canyon Grill, Snow Park and Silver Lake Restaurants, Bald Mountain Pizza in Silver Lake Lodge, Snowshoe Tommy’s and Cushings Cabin. Strohl has worked at the resort since 1984.

• Home2 Suites by Hilton celebrated the opening of the brand’s fifth U.S. hotel, in West Valley City, on Oct. 17. Home2 Suites West Valley City was the first hotel to break ground for the brand in 2011 with a groundbreaking ceremony in January. It was completed in less than nine months, one month ahead of the original projected opening date.

• Mark Murphy has been named the new general manager of Deer Valley Resort Lodging and Reservation’s Trail’s End Lodge. Murphy has more than 20 years of experience in the hospitality industry, including his most recent position in Telluride, Colo., where he served as the general manager of the Bear Creek Lodge.

Prior to his tenure at Bear Creek, Murphy was the general manager of the Hotel Telluride.

HUMAN RESOURCES

• Utah’s nonfarm wage and salaried job count for September 2011 expanded by 2.8 percent compared to September 2010.

This is a 12-month increase of 33,300 jobs, and raises total wage and salary employment to 1,225,200. The seasonally-adjusted unemployment rate, Utah’s other primary indicator of current labor market conditions, registered 7.4 percent, down from 7.6 percent the prior month.

• New research reveals the most difficult issue for women in the workplace is negotiating limits on their workload. It’s also one of the main issues that cause one in five women to leave their job. The online poll of 845 women in business, conducted by Joseph Grenny, leadership expert and best-selling author of the recently released second edition of Crucial Conversations, and Cynthia Good, CEO and founding editor of the top women’s business website, Little PINK Book, also found that women struggle most to hold high-stakes discussions with other women rather than with men. The four most difficult issues for women to discuss in the

workplace are negotiating limits when asked to do more than is reasonable or possible, giving performance feedback to someone without hurting his or her feelings or damaging the relationship, asking for a raise or a change in a performance plan related to a raise, and not receiving support from other women. According to the study, only 13 percent of women are “very” or “extremely” confident in their ability to candidly and effectively bring up these issues while the rest fear how they’ll be perceived if they speak up or simply don’t work for an organization that supports candid dialogue.

tion of Benchmark Litigation, the Guide to America’s Leading Litigation Firms and Attorneys.

The publication identifies the leading U.S. trial attorneys and firms at the local and national levels. Focused exclusively on the U.S. litigation market, the publication’s rankings and editorials are the result of extensive interviews with private practice lawyers and in-house counsel. The guide’s “local litigation stars” list reflects lawyers who are recommended by peers and clients to have established consistent reputations as reputable and effective trial attorneys.

Intermountain Financial Group/MassMutual, the Utah general agency of Massachusetts Mutual Life Insurance Co. (MassMutual), has been honored with the 2011 Alfred P. Sloan Award for Business Excellence in Workplace Flexibility for its use of flexibility as an effective workplace strategy to increase business and employee success.

The award, part of the national When Work Works project, recognizes employers of all sizes and types in the State of Utah and across the country.

has been appointed to the advisory board of KUER 90.1. KUER 90.1 public radio broadcasts from the University of Utah and serves a mix of NPR, BBC and local news programs to 200,000 listeners throughout Utah and surrounding states.

• Jakob Marketing Partners (JMP), Holladay, has acquired All Nite Graphics, a local design firm and promotional products distributor owned and operated by Ranee Stam. JMP is a full-service marketing and Stam is now the art director, a new position created for her.

MEDIA/MARKETING • Peter Billings, president of INSURANCE • Salt Lake City-based Salt Lake City-based Fabian Law,

LAW

• Clyde Snow & Sessions has added Kurt O. Hawes to its Business & Transactions Practice Group. Hawes is the second attorney to join Clyde Snow’s Business and Transactions Group this year, following Kevin A. Turney, who brought expertise in bankruptcy, securities, business and estate planning. With eight years of experience in tax and corporate matters, specifically state and local controversies, Hawes further expands the Group’s practice offerings.

• Fabian Law attorney Kevin N. Anderson has been named “Litigation Star” in the fifth edi-

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The Enterprise

Oct. 31-Nov. 6, 2011

REAL ESTATE • A Park City developer

has tagged his luxury mountain estate with an especially high Realtor commission. When tasked with selling his 7,000 square foot home on 10 acres overlooking the Glenwild Golf Club and Spa, developer Scott Venturelli suggested his Realtors not only drop the list price for the property from $4.2 million to $3.9 million, but also add a $500,000 commission GSBS_Enterprise_4x4.pdf for the buyer’s agent who success-1 fully sells the home, a 13 percent

payout. Most Realtors charge a 3 percent commission. For more information, visit chateauparkcity. com.

• A new Salt Lake City home was funded through the recycling of aluminum cans from Delta Air Lines flights was dedicated Oct. 28 by Salt Lake Valley Habitat for Humanity at 257 N. 800 W. More than 600 local Delta Air Lines volunteers helped in a major renovation of the 2,200 square foot home. In addition, a grant by the Neighborhood Stabilization Program (NSP) was used to locate and secure the home through a partnership with the banking community. The renovated home will eventually be sold to a single mother.

RESTAURANTS

• Salt Lake City-based TCBY, the Country’s Best Yogurt has chosen Hudsonville Creamery and Ice Cream Co. as its new hand-scooped frozen yogurt partner.

Hudsonville Creamery and Ice Cream began making ice cream in 1926, 29 years after the co-op formally originated. From a small location in Hudsonville, Mich., the company grew and expanded to larger markets throughout Michigan and select areas of Ohio, Illinois and Indiana. Hudsonville has worked side-by-side with TCBY’s product development and flavor experts over the last few months to formulate its hand-scooped frozen yogurt to match TCBY’s product quality and flavor standards.

RETAIL • Salt Lake City-based Fanzz, one of the largest sports apparel and gift retailers in the United States and the official team store of the Utah Jazz, released a new logo and color scheme. The 8/4/11 5:14 PMwill be seen locally new branding continued on next page

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8

Oct. 31-Nov. 6, 2011

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from previous page beginning mid-November at the new Fashion Place Mall seasonal location and nationally for the first time at the new Gateway Mall Fanzz in Lincoln, Neb., which opens in November. Fanzz.com will also take on the new look beginning Nov. 1. The new colors (blue and red) make up the redesigned Fanzz logo that prominently features an “F” encapsulated within a star while “Fanzz” is now in an arched script.

• Harmons Grocery Stores is sponsoring its 14th Annual Gift for a Gift Thanksgiving Turkey Drive Nov. 1-20. The public is encouraged to purchase $10 tax deductible Gift for a Gift turkey certificates at Harmons’ cash registers. The donations will go toward purchasing Thanksgiving turkeys for the Utah Food Bank to deliver to local food pantries such as Crossroads Urban Center in Salt Lake City and others in St. George, Orem and Ogden.

Harmons will match donations with its own gift of $10,000 worth of turkeys. Starting in November and carrying on through the holidays, Harmons will also sell $10 Food for Families Bags pre-filled with meal essentials that shoppers can buy and drop off in Utah Food Bank barrels at the front of Harmons’ stores.

• H&M (Hennes & Mauritz), an international retailer known for offering fashion-forward apparel and quality basics, will open its first store in the Utah market at Fashion Place Mall in Murray on Nov. 11. The store will offer collections for ladies, men, young

ladies and young men, with separate “store within store” sections for lingerie, maternity, sport and accessories. The location will also carry H&M’s children’s collection, which features quality clothing starting at newborn up to kids age 14. H & M Hennes & Mauritz AB was founded in Sweden in 1947.

SERVICES

• Stu Myhill has joined the Salt Lake City offices of CBIZ and Mayer Hoffman and McCann PC as director. Previously, Myhill led the Northern California International Tax Practice for a super-regional firm. He has also been a director in the international tax group at a Big Four firm and has nine years of Big Four tax experience.

SPORTS • The Utah Jazz has entered

into a multi-year partnership with Exergy Development Group, an independent renewable energy developer. As part of the agreement, Exergy will join the “Jazz Green Team,” an energy conservation program comprised of local companies. The “Jazz Green Team” is an extensive multi-year program comprised of the Utah Jazz, Exergy Development Group, Rocky Mountain Power, Questar Gas and Allied Waste that encourages Utah citizens and companies to become more energy efficient.

Exergy Development Group is focused on deploying commercially successful, socially beneficial and environmentally responsible renewable energy projects.

2010 Book of Lists

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• Nov. 2, 8:30 a.m.-1 p.m.: Global Commerce Conference, sponsored by MultiLing Corp.

Guest Speaker will be Lee Daniels, former President and CEO, AT&T Japan. A panel discussion will include Brian Chandler, vice president of business development and technology at MultiLing Corp.; Andrew Lewis, consul and head of trade for UK Trade and Investments; Nate Siefert, commercial officer at U.S. Commercial Service; Brett Heimburger, director for Asia at the Governor’s Office of Economic Development; Kent Millington, director of technology commercialization at Utah Valley University; Chris Boyle, president and CEO of Access Technology Solutions; and Warren Osborn, CEO of SPAR. Location is Noah’s, 322 W. 11000 S., Room 100, South Jordan. Free. Register at http://2011globalcommerceconf erence.eventbrite.com.

• 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.

9

The Enterprise

Oct. 31-Nov. 6, 2011

• Nov. 5, 6 p.m.: Utah ManufacturersAssociation 106th Annual Awards & Installation Banquet. Utah’s Manufacturer of the Year will be honored. Location is the Little America Hotel, 500 S. Main St., Salt Lake City. Cost is $85 per person or $750 per table, maximum 10 persons. Register at www.umaweb.org or by calling Teresa Thomas at (801) 3633885.

• Nov. 8, 8 a.m.-1:30 p.m.: Women In International Business Conference — “Critical Tools for Success in the International Marketplace.” Keynote speaker will be Carine Clark, chief marketing officer and senior vice president and Symantec Corp.

Participants will receive up-todate key information regarding issues businesswomen encounter in international markets. This “how-to” conference focuses on economic, political and educational factors important in providing a framework for success. Topics for discussion include security, negotiation skills, cultural factors and relationship management. During individual presentations and panel discussions, women in international leadership positions will share their experience. Regional presentations will include the Americas, Asia, Europe, Middle East and

• Calendar • North Africa, South Asia and SubSaharan Africa. Location is the Salt Lake Community College, Miller Campus, Karen Gail Miller Conference Center, 9750 S. 300 W., Sandy. Cost is $20, which includes lunch. Seating is limited.

Register at www.wiib.org.

• Nov. 9, 6 p.m.: First Annual America Recycles Day Zero Waste Awards and Film Screening, sponsored by the Utah Recycling Alliance, Momentum Recycling and Salt Lake City Corp. At the event, local businesses, nonprofits and government agencies that have set standards for zero waste in the Salt Lake Valley will be honored. Following an awards ceremony, attendees will be invited to a screening of “Bag It” followed by a panel discussion.

Location is Brewvies Cinema Pub, 677 S. 200 W., Salt Lake City.

Cost is $5 and includes a free drink ticket at Uinta Brewing Co. Those who wear a costume made only of recycled materials will gain entrance at a discounted rate.

An award will be presented for the best costume. Become a member of URA and receive free entrance ($25 annual membership fee).

• Nov. 9, 8-9:30 a.m.: “Ethics First; Profitability Second,” sponsored by the Utah Technology

Council. Brad Agle, a George W. Romney endowed professor at BYU, will be the featured speaker.

His work in leadership and ethics has been featured in media outlets including the Wall Street Journal, Washington Post, USA Today and CNN. Agle will talk to Utah executives about the case for putting ethics first, and will give examples (including stories drawn from Utah-based companies) of the value and importance of strong business ethics, and how putting ethics first has allowed stronger profitability to follow. Location is the Rose Room at Thanksgiving Point, 3003 N. Thanksgiving Way, Lehi. Cost is $25 for UTC members, $50 for nonmembers.

Register at www.utahtech.org.

• Nov. 10, 8-9:30 a.m.: “Ethics in Leadership: How Putting People First Produces Profitability Best,” sponsored by the Utah Technology Council UTC CEO David Williams, CEO of Fishbowl, and Mary Scott, president of Fishbowl, will share the lessons learned from their recent company buyback that show how integrity in leadership actually pushes companies farther in meeting their profitability goals. They will provide specific help companies can use to become more successful, both this year

and beyond. Location is the Rose Room at Thanksgiving Point, 3003 N. Thanksgiving Way, Lehi. Cost is $25 for UTC members, $50 for nonmembers. Register at www. utahtech.org.

• Nov. 10, 10 a.m.-2 p.m.: “How Safety Can Save Your Business Money,” presented by Alliance Community Services.

Guest speaker will be Francisco Banavides, Ph.D., general manager-health, safety and environment for Rio Tinto Copper Projects.

He will discuss what accidents may be costing your company and your employees, the major components of a successful safety program, the role of management/ leadership in safety, steps you can take to improve safety in your company and available resources that can help. Location is the Salt Lake Marriott City Center, 220 S. State St., Amethyst 2 Ballroom, second floor. Cost is $25 and includes lunch and educational materials. Register with angela@ alliance-community.org or (801) 265-1111.

• Nov. 15, 7 p.m.: “Climate Capitalism: The Business Case for Sustainability,” presented by Westminster College and the Utah Council for Citizen Diplomacy. see CALENDAR page 11

Empowering small business.

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Call Kent DeHart at 801.478.2303 or visit www.firstutahbank.com/SBA

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Oct. 31-Nov. 6, 2011

The Enterprise

StaffingMatters Matters Legal Job hunting during the holidays It’s hard to believe the holi- you just might miss it. What better day season is already upon us. gift to give yourself this holiday Where did the time go? It seems than career satisfaction? So perlike just yesterday when we were severe and keep pressing forward. starting out the year fresh with a Taking a few weeks off may not list of our loftiest goals ready to seem like a big deal right now, but tackle. Often, with the holiif it means missing great days comes a shift in prioropportunities that this ities. Shopping, parties and time of year is notorious special events seem to take for, is it really worth it? center stage and consume People today are our every moment. But if multitasking wonders. one of your 2011 goals was We’re always looking to advance in your career, Ron Zarbock for inventive ways to it’s no time to take a holilive life better, smarter day from your job search. and more efficiently.

Surprisingly, it may just be the Well, here’s your opportunity to best time to snatch up a reward- be creative in your job search and ing job opportunity and outwit effectively limit the playing field. competing candidates who have While competing candidates are decided to kick back and relax refocusing their energies on holithrough the holidays. day agendas, you’ll command the Seize the Opportunity attention of top employers lookto Stand Out ing to make timely hiring deciWhile it’s tempting to stop sions. This is your opportunity to job searching during the holidays, stand out while others are sipping don’t lost sight of your goals. The on eggnog discussing next year’s perfect job may be right around the goals. bend and if you abandon ship now, December Often Means

Movement Many job seekers believe the holidays are scant with open job requisitions, but this could not be further from the truth. Locally, we are seeing an influx of new companies setting up shop in the South Carolina marketplace — and that means more jobs!

Moreover, many companies rely heavily on the holidays to meet business goals, which can serve as a catalyst to increased hiring. It’s also a known fact that many workers switch jobs or retire around the end of the year. This opens up a plethora of vacant positions that employers want to fill before the New Year, when budgets are set and everyone is expected to hit the ground running.

By staying focused on your job search, you’ll be ready to jump on these unexpected opportunities with a polished cover letter and resume in hand. Your preparedness and availability may just win you the career you’ve long been seeking.

It’s an Ideal Time to Network Celebrations abound during this time of year and that translates to increased networking opportunities. Make the most of every holiday shindig and build your network. People tend to be in a much more giving spirit during the holidays and are more apt to meet with you due to slowed work schedules.

You can even host some networking events yourself. Volunteering your time to charitable organizations is another great way to meet people and learn about new opportunities. Remember, every person you know and encounter is a potential lead to your next job.

Get Inspired: Worker Confidence and Hiring are Up A recent employment report conducted by Spherion Staffing Services revealed worker confidence in their ability to find a new job is increasing — a sign that things are turning around.

Hiring also proved more promising in September than economists expected, even pointing to some

bright spots in certain industries.

And, staffing companies are sensing the optimism as well, with thousands of available positions in areas such as health care, technology, office administration, manufacturing, logistics and engineering.

This brings up another great source of job opportunities.

Staffing firms are in the business of connecting skilled talent to job opportunities. And they don’t just shut down their operations because the holidays are here. Take advantage of their vast resources, knowledge and local connections. Why job search alone when you can enlist the support of staffing experts who already know where the jobs are and have opendoor access to hiring managers?

Staffing firms can be a goldmine of job opportunities just waiting to be discovered.

The Bottom Line on Holiday Job Hunting

Real Estate Matters Legal Matters HR Matters Legal Matters

Spherion Utah

@SpherionUtah

see STAFFING next page

The Enterprise

Oct. 31-Nov. 6, 2011

CALENDAR from page 9

The lecture will be presented by L. Hunter Lovins with sustainability expert Dr. Boyd Cohen. They will tell the stories of inventors, major corporations, communities and Main Street businesses that are cutting their costs, driving innovation, inspiring their employees and building prosperity by investing in energy efficiency and renewable resources. Trained as a sociologist and lawyer, Lovins is also professor of business at

Bainbridge Graduate Institute and the chief insurgent of the Madrone Project. Recipient of such honors as the Right Livelihood Award, Lindbergh Award, and Leadership in Business, she was named Time magazine 2000 Hero of the Planet and in 2009, and Newsweek dubbed her a “Green Business Icon.” Lovins has consulted for scores of industries and governments worldwide. Location is the Vieve Gore Concert Hall in the Emma Eccles Jones Conservatory at Westminster College, 1840 S. 1300 E., Salt Lake City. Free.

STAFFING

opportunity. Talk about a fulfilling way to finish out the year!

It’s a great time to job search.

You’re not going to miss out on the holidays just because you’re actively pursuing a career move.

There will still be plenty of time to shop for gifts, engage in holiday festivities and enjoy family.

And, you may just find the holidays more exciting when they’re accompanied by a fabulous career

Ron Zarbock is the area owner and manager for Spherion Staffing and Recruiting and Today’s in Utah, with several locations along the Wasatch Front. Zarbock has more than 30 years of business experience in process and distribution, automation and workforce solutions.

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12

Oct. 31-Nov. 6, 2011

The Enterprise

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Government taxes and fees are additional. ©2011 Royal Caribbean Cruises Ltd Ships registry: The Bahamas. 11023873 • 5/13/2011

13

The Enterprise

Oct. 31-Nov. 6, 2011

November tech tips: security essentials for small business

Any business should be concerned about the security of their network. Whether the company is a one-man operation in a home office or a large corporation with hundreds or thousands of employees, there is always a potential risk of a security breach. What kinds of threats are out there and how can businesses keep their valuable information and assets safe?

According to the Privacy Rights Clearinghouse (www.privacyrights.org), nearly 600 John data breaches were recorded by major companies.

This accounts for almost 12 million records potentially exposed to hackers and criminal networks.

The largest breaches occurred in the medical, finance and education industries. Retail businesses also accounted for breaches that exposed credit card and personal information about their clients.

So what can a business do to avoid the risks of computing on an ever-increasing connected world? The first bit of advice may seem like a no-brainer. Use secure passwords. That’s right; many networks can be hacked because the passwords used to protect them are far too easy for computer programs to crack. A secure password should contain a combination of numbers, letters and symbols, and should not be words used in every day conversation. Also, don’t use the same password for multiple accounts or devices. Each employee should have their own login and password for network accounts.

Practice smart computing and minimize opportunities for data breaches. Many times, portable storage devices like USB thumb drives fall into the wrong hands.

Laptops containing sensitive data may be lost or stolen. Try to create processes that minimize the use of those devices when it comes to sensitive information, and train employees well. People should store laptops in the trunks of their cars rather than on the seats.

Make sure that all computers on the network have active antivirus software in place. Make sure that all software has the latest security updates installed. Most operating systems can download and install critical updates automatically. Train employees to avoid clicking on links from e-mails, instant messages and on social networking sites. Don’t open attachments in e-mails from people who you don’t know, or from someone with whom you are

not expecting an e-mail attachment. Many times, attachments or links can actually install malware and viruses on a computer. Avoid sending passwords via e-mail or text, as they can be compromised.

If your business uses wireless network access, it is important to secure the access with difficult passwords.

There are different levels of security for wireless access. WEP security was the first type of wireless security, and it is outdated. If your Stewart wireless router or switch only supports WEP, it is probably time to upgrade. WPA is the new standard, and coupled with a good password, should protect your network well. It may be a good idea to also use a firewall appliance or security program to protect the network from outside intruders. Firewalls limit traffic from inside and outside of a network.

Many security risks can originate from employees. Besides checking references and calling past employers, it may be a good idea to run background checks on all the employees. Limit the access new employees have to sensitive data for a period of time.

There are many tools available that can monitor computer networks and flag suspicious or risky behavior. Risky behaviors can include accessing websites that pose security risks, and peer-topeer file sharing.

Know the risks of using cloud based technology when it comes to sensitive data. When you store information on the cloud, that data is actually being stored on a computer server somewhere.

Due diligence is important when choosing cloud-based technology companies. They should utilize the latest security protocols, and try to find a company that only hosts their data at facilities located in the United States. Some countries don’t have the same regulations when it comes to privacy and data.

If a business conducts transactions over the Internet, it is imperative that their website is designed with the latest security protocols and protection. It may be a good idea to employ a professional Web design company that understands how to protect data. E-commerce can be great for attracting new customers, but it is important to protect their private and financial information.

One of the oldest ways to steal information is to search the

trash. Shred anything that contains account numbers, addresses and other private information. Avoid leaving papers on desks overnight or for long periods of time, and avoid sending confidential information without using tracking options from the mail carrier.

Another stand-by method is using the telephone. Industrious hackers can gain valuable information just by pretending to be an authority figure or someone who should have the access they are inquir-

ing about. Sometimes people will receive e-mails requesting account information. These e-mails may look official, but can just be used to steal account information.

Be paranoid when it comes to security with your small business. Regardless of the size, any company can be a target of network breaches and data theft. By employing good business practices, training employees to be conscious of how they maintain and transport data, and starting

with a solid foundation of data security, businesses can operate safely and still prosper.

John Stewart is the operations manager for inQuo, a computer support and repair company based in Salt Lake City. With more than 20 years of combined experience, the inQuo staff can fix a wide variety of computer issues for small businesses and home users. For more advice and information visit www.inquo.wordpress.com, call (801) 349-2762, or send e-mail to info@inquo.com.

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Do you have your Mackay MBA? I do!

I read Swim with the Sharks Mackay uses short chapters to Without Being Eaten Alive by Harvey provide condensed information. He’s Mackay in 1992. It was a life-chang- taken out all the fluff, but left in all ing, and career-changing, book for the meat. You can open the book me, and millions of other readers anywhere and get a practical, real(hopefully you). world lesson that you can take out

The #1 New York Times best- into the street and turn into money seller Swim with the Sharks contains one minute after you read it. a hundred short business lessons that At this economic moment in are both impactful and actionable. our world, every businessperson

After its initial success, the and every salesperson needs new book has become an iconic classic, answers and hope. The Mackay MBA rivaling any other printed business of Selling In The Real World probook in the past 100 years. vides a plethora of both.

Fast forward to 2011.

• He gives you inspiration: I just finished reading Every accomplishment Mackay’s new book, The begins with the decision to Mackay MBA of Selling in try.

The Real World, and it is • He gives you strategy: The with trepidation I tell you Mackay 25 Sales Call Prep that it’s better than Swim Checklist is worth the entire With The Sharks. price of the book!

If you’re reading this • He gives you new inforJeffrey article, it’s probably because mation: Social media sites Gitomer you already know me as a are rapidly becoming the world-class expert in selling who has customer service desks of the 21st written and published 11 books in century. the past 20 years. I make it my busi- • He gives you hope: Some ness not to read new books because I people succeed because they are don’t want to be influenced by, much destined to, but most people succeed less accused of copying, someone because they are determined to. else’s idea or style. I have my own Stop what you’re doing right style. I have my own voice. now, head to your local bookstore (or

But I could not pass up the Amazon.com and click on the “Buy opportunity to devour the intelli- Now” button) and get two copies – gence, the insight and the strategies one for you, and one for your best that Harvey Mackay has gained over customer. the past five decades in one of the When you get the book, follow most successful writing and speak- Mackay’s classic advice, “Don’t just ing careers. read it, study it.” Set aside personal

Mackay has made a career out time so that you can take each chapof networking, befriending, giving ter and create an implementation value and selling. He sells his busi- game plan. ness and his product. More impor- Bring your fellow salespeople tant, he sells himself. Actually, peo- to a meeting, and create a Mackay ple buy Harvey Mackay. I do. mastermind group that will help

In The Mackay MBA, he’s taken you both understand and implement all those characteristics and broken these classic principles of business them down into lessons that you can and sales success. use immediately in your sales life, For the past 20 years, I have your business life and your personal had the privilege and the pleasure of life. reading every single Harvey Mackay

One look at the sections of the book. His new book The Mackay book – You, Imagine, Stick With It, MBA of Selling In The Real World Setbacks, The Championship Stride, stands out as relevant, realistic, Connect, and Excel – will give you resourceful, right on the money, and an idea of the depth of information ripe with opportunity for you to take that will create new patterns of think- advantage of. ing and provide new actions you can take to become a better salesperson Jeffrey Gitomer is the author of The and a better person.

Here are a few chapter titles Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is so you can get an idea of the diverPriceless, The Little Red Book of sity and completeness of content, so Selling, The Little Red Book of Sales when you read “MBA” in the title Answers, The Little Black Book of you will know how complete the Connections, The Little Gold Book book is: of YES! Attitude, The Little Green

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Ratings © 2011 All Rights Reserved

• The 7 C’s of Success

The Enterprise

Oct. 31-Nov. 6, 2011

The next revolution, a bright future

We have long anticipated the next logical technological transformation to be the widespread deployment of renewable energy. But renewable energy, which offers the promise of mitigating direct destructive impacts of energy resources, demands its own sacrifices to create hardware and is so far stubbornly expensive to build and operate, emphasizing there is no such thing as impact-free energy. All energy produced imparts some form of damage or resource depletion, and comes with an environmental cost. The only clean approach is conservation — cutting the demand that creates the need for energy production.

Energy-efficient lighting technologies significantly assist the conservation side of the equation by reducing energy demand.

Energy-efficient lighting is many times more efficient than incandescent technologies and is a sweet spot promoted and paid for by utility companies as a way to stretch existing generating resources.

Energy-efficient lighting is the next technology frontier.

Consider, if incandescent lamps, the most widely used lighting products in the David United States, were all converted to the highest efficiency Light Emitting Diodes (LEDs), the energy conserved would be equivalent to taking 8.5 million homes off the grid.

Energy conservation and efficiency offer the least environmental damage and lowest overall cost.

The newest technologies, Solid State Lighting (SSL), are now beginning to play a major lighting role and are driven in part by gradual increasing federal energy efficiency requirements.

Late in the Bush administration, December 2007, with a bi-partisan effort, the federal government enacted the Energy Independence and Security Act of 2007, which requires most general-purpose lightbulbs to become 30 percent more energy efficient. The efficiency standards start by phasing out 100-watt incandescent bulbs in January 2012 and ends with 40-watt bulbs in January 2014. Halogen bulbs, which meet the standard, are exempt, as are specialty lights, including appliance lamps, rough service bulbs, three-way, colored lamps, stage lighting and plant lights. By 2020, a second tier of energy efficiency standards will become effective. This past summer bills were introduced in the House of Representatives by newly elected Tea Party Republicans to repeal the phaseout. The repeal effort failed.

The newest energy-efficient lighting technologies now coming to market are challenging the way we use and think about illumination.

Low-energy lighting can illuminate buildings and landscapes with changing colors and textures, variable brightness and highly directional spots with no light trespass, all for a small fraction of the energy previously required. Energy-efficient lighting saves operating costs and reduces maintenance intervals, more than offsetting the higher initial costs. The newest highly efficient products significantly improve the quality of lighting with demonstrable value and fit into our favorite idea of “sustainable design excellence,” truly a case where we get more for less!

The new lighting energy standards are similar to CAFÉ (Corporate Average Fuel Efficiency) mileage standards for cars, which, by working with industry, progressively ramp up efficiency standards. As with automobiles, the increasing requirements have spurred rapid innovation and development of new more effective products, creating world leadership opportunities for United States companies. The big four major lighting companies and hundreds of new startup companies are bringing into the market amazing prod-

ucts that are not only highly energy efficient but are challenging the way light can be used.

An almost unbelievable array of new lighting products and devices is coming into the marketplace. If you pick up any architectural or lighting magazine you will see, virtually cover to cover, glimpses of the lighting future. Almost every major lighting manufacturer is now changing product lines to incorporate a wide variety of LEDs and other Solid State Lighting technologies.

Lighting designers all over the world are bringing amazing, innovative new lighting fixtures to market. We will not see the incandescent light disappear for quite a few years into the future, but LEDs are dropping in price and increasing in quality. There are many similarities to other consumer electronics products, such as personal computers, data storage and communication devices. Even the much maligned compact fluorescent lighting products, with a not-so-bright beginning, have now evolved into reliable replacements for incandescent bulbs with a wide range of Brems color temperatures, color rendition and dimming capabilities. New generation SSL lighting products are going beyond LED devices, including Organic Light Emitting Diodes (OLED) and Plasma Lighting (PL) and Transistor Lighting (TL).

The adoption of highly energy efficient Solid State Lighting will save consumers through the use of less power, lower maintenance costs, dramatically longer lamp life and by providing higher quality lighting for most tasks. When you get a chance to see highways lighted with LEDs, with true color rendition as compared to sodium vapor lighting, it will seem like night to day. Phillips, nearly two years after submitting its 60-watt LED replacement bulb, has just been awarded the $10 million L Prize for creating an LED bulb that is judged to be superior to incandescent light.

The threat still exists in Congress to roll back these new efficiency standards. The argument “Let the Free Market Decide” is hollow and if repealed will slow down and push overseas yet another American technological innovation. If we had adequately assisted wind and solar technologies they would not be almost completely manufactured in China. Many of the exciting new SSL products are being developed in the United States.

The careful ramping up standards will continue to challenge innovation creating leadership opportunities for a more secure future.

David Brems, FAIA, LEED AP, is principal with GSBS Architects, Salt Lake City.

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14

Oct. 31-Nov. 6, 2011

Disincentives update

I wrote a column entitled nities are imposing and will impose “Disincentives” 21 months ago noting greater costs on local businesses as President Obama’s frustration with weak a means of generating greater “fee” new job creation despite all the new income to help offset declines in sales government programs about to unfold taxes, property taxes and income and all that massive new government taxes. Many already high-cost states spending about to enter the American will simply drive their most valued economy. I provided an update of the businesses across state borders to more piece roughly six months later noting “business friendly” environs. No change the disincentives were still in place. An here other than some successes in select additional update 15 months later seems states in getting a handle on reducappropriate. ing massive budget pressures down the

Business owners and managers of road. any size company see a number of • Business owners and managmajor impediments over the next few ers are fearful of government out of years: control when it comes to bud • Higher and higher get deficits, and fear the longerhealth care costs for their term implications on our children employees, with more and grandchildren. The governand more complex and ment announced in recent days a costly government manbudget deficit for fiscal year 2011 dates to come. No real just ended of $1.3 trillion, slightly change here, other than the exceeding the deficit of the prior recent elimination of the year. That results in a budget deficit CLASS program. Health Jeff Thredgold of roughly $150,000,000 every 60 and Human Services minutes! Deficits exceeding $1 trilSecretary Kathleen lion annually exist for as far as the Sebelius announced recently that the eye can see. agency was shelving the Community My simple definition of economics Living Assistance Services and Support is “people respond to incentives.” The program, or CLASS, because it could disincentives to add jobs in this country not find a financially sustainable model remain formidable. for it. What that means in English is Inflation Issues that no credible forecasting model could Despite frequent reassurances be twisted enough to come up with the from Federal Reserve chairman Ben cost savings that initially supported the Bernanke, inflation has yet to diminish program. in the U.S. In fact, recent price pres The entire “Obamacare” package sures were the highest in three years. is likely to visit the U.S. Supreme Court The chairman’s expectation that oil during the height of the 2012 election prices will decline in coming months, season. Currently, new information leading overall energy and gasoline about all of the “hoops” that need to be prices lower, may or may not develop. jumped through by employers in order In the meantime, consumers deal with to avoid penalties or fines makes it sim- prices rising faster than incomes. pler to look to shed workers rather than Consumer Prices to add new employees.

The Consumer Price Index rose 0.3

• Potential “cap and trade” legis- percent in September, with prices up 3.9 lation to boost business costs. I wrote percent during the past 12 months. The a column entitled “Cap & Trade” in 3.9 percent rise was the largest since March, 2010 suggesting I don’t think it September 2008. Higher gasoline prices will happen and I don’t think it really contributed to the rise. matters.

The “core” measure of consumer

The point was that businesspeo- inflation — that which excludes volatile ple and consumers around the globe food and energy costs — rose 0.1 perhave largely embraced the idea of using cent in September and was up 2 percent energy more wisely, of building LEED- over the past year. Some would suggest qualified buildings, of driving more this inflation measure is for those who fuel-efficient cars, of using towels again don’t eat or drive. in a hotel by hanging them up instead of Unfortunately, average hourly throwing them on the floor. earnings for all employees on private

This voluntary effort is much more nonfarm payrolls rose only 1.9 percent powerful than having government tell during the most recent 12-month period. us what to do. In addition, the ability of The disparity suggests rising pressures the administration to get such legisla- upon American households to stretch tion through the Senate and the House dollars. was and is somewhere between zero and Social Security Impact? none.

One positive development in the

• Employers see sharply high- eyes of millions of Social Security er taxes on the horizon, one more recipients is that a 3.6 percent cost-ofimpediment to new job creation. living increase will soon take effect, the Successful employers see higher income first increase since 2009. While enjoytax rates coming, higher dividend tax ing the increase, many will see a rise in rates coming, higher capital gains tax the premium paid for Medicare Part B, rates coming, and a variety of new taxes likely to be announced in coming days. on investment income. Why bother to Producer Prices knock yourself out? No change here, This measure of price changes at other than the discussion of even more the “wholesale” level — for example new taxes on those who invest and those prices paid by manufacturers and others who create jobs. see THREDGOLD page 17

• Many states and local commu-

The Enterprise

Netflix re-do

15

Are you a NetFlix subscriber? Or should to correct it, we should be given that second I ask … were you? chance.

Well I am, probably because I hadn’t It’s tough, though, and this is why you’ve gotten around to canceling my membership got to do everything possible to avoid mistakes yet. And I think I might wind up glad I didn’t in the first place. Once a person has made a cancel. switch, several dynamics will make it hard for

Here’s the message that came to my them to switch back. e-mail inbox this morning:

The thing that caused them to switch in

Dear Jim, the first place will also cause them to reinforce

It is clear that for many of our members their decision by bringing to mind any other two websites would make things more dif- weaknesses they have with your product or ficult, so we are going to keep Netflix as one service. Once switched, they’re likely to look place to go for streaming and DVDs. for reasons to reinforce the idea that the switch

This means no change: one website, was the right move. Their patterns one account, one password … in other and behaviors are already changed. words, no Qwikster.

We don’t like a lot of change, so

While the July price change was making a second one is hard to do. necessary, we are now done with price We simply don’t like the hassle changes. factor, and while we can acknowl We’re constantly improving our edge the good thing, it may not be streaming selection. We’ve recentenough for us to grant that second ly added hundreds of movies from chance.

Paramount, Sony, Universal, Fox, Warner Bros., Lionsgate, MGM and Jim Ackerman On these counts, the Netflix experience was very good, but it wasn’t Miramax. Plus, in the last couple of perfect. I had several little “peeves” weeks alone, we’ve added over 3,500 that were pretty easy to ignore before the price TV episodes from ABC, NBC, FOX, CBS, USA, E!, Nickelodeon, Disney Channel, ABC increase and the Qwikster challenge.

There are now easy-to-see and find comFamily, Discovery Channel, TLC, SyFy, A&E, petitors out there. One of the most visible History, and PBS.

We value you as a member, and we are is the Joint Venture between Dish TV and committed to making Netflix the best place to Blockbuster. They’re giving people options get your movies & TV shows.

— a single-bill solution and plans that start

Respectfully, roughly in the price range of NetFlix. If you’re

The Netflix Team one who switched to Dish, you’re undoubtedly

I didn’t like the price increase. (Who ever telling yourself how smart you were to do so. likes a price increase?) But I did understand How do you go back on yourself now? It’s not it on some level. The whole Qwikster thing, likely to happen. however, was a major fiasco and it didn’t take And of course, all of these arguments will long for NetFlix to realize it. Mass subscriber keep you from wanting to change, along with desertions and even coverage of the blunder on the headache of having to cancel one service “NightLine.” and reinitiate the previous one. (Although, if

Two questions came out of this mistake. you like NetFlix’s repentance, you’ll likely The first has now been answered. The second, keep your new service on a short leash. If they we’ll have to wait and see. screw up, you’ll find it easier to return to “your

Question No. 1 was, “Now that you’ve old friend.” committed this blunder, what are you going to

Therefore, you must beware in the changdo about it?” es you make in your business.

The answer is clear in the e-mail I

I’m confident that Netflix will stop the received. They’re taking it all back. They’re bleeding with this new announcement. And going for a “re-do,” a “Mulligan.”

I’m confident that most of the “ship-jumpers”

Now look, I applaud them for doing this. who left, but hadn’t landed elsewhere yet, will Too many companies would stick to their return to the fold. guns, thinking, “we made this decision and we

Most importantly, I’m confident I’ll think can’t go backwards.” long and hard before I make substantive

Netflix is saying, “We made a mistake and we CAN go backwards. We CAN fix it. changes in my business that make doing business with me more difficult and expensive We CAN make our customers happy.”

It’s the right thing to do. This is the kind instead of less. of responsiveness we should all be open to And maybe that’s the right rule of thumb. in dealing with our customers, clients and If you can innovate a change that makes doing patients. We’re not going to be perfect; we are business with you easier and/or less expensive, going to make mistakes. But we don’t have to and you can still make as much or more profit, compound them by turning a deaf ear to the go ahead and pull the trigger. If the change good people who pay us, when they vote with goes the other way, think long and hard before their posts, or more importantly, with their you take that shot. wallets and their feet.

Which brings us to question No. 2. Will Jim Ackerman is a Salt Lake City-based marthis retreat solve the problem and bring cus- keting speaker, marketing coach, author and ad writer. For his speaking services go to tomers and clients back to Netflix?

As I said, it remains to be seen. But I for www.marketingspeakerjimackerman.com or one, hope so. Now I don’t think there’s much contact him directly at mail@ascendmarketchance of Netflix getting all of their dominant ing.com. Subscribe to his VLOGS at www.

YouTube.com/MarketingSpeakerJimA, where market share back, but I hope they’ll get a you get a video marketing tip of the day, and at bunch. I actually want them to recapture a www.YouTube.com/GoodBadnUglyAds, where significant part of that market share.

Ackerman does a weekly ad critique and lets

Why? Because I believe in second chanc- you do the same. es. I believe that when we businesspeople do ©2011, Jim Ackerman All Rights Reserved make a mistake and then go the extra mile

16

The Enterprise

Oct. 31-Nov. 6, 2011

THREDGOLD from page 15

for goods and materials — jumped by 0.8 percent in September. The rise over the past 12 months is an ominous 6.9 percent The 0.2 percent September rise in “core” prices led to a 2.5 percent rise over the past 12 months, the largest gain since June 2009.

Global Inflation Inflation pain felt across the U.S. is also felt around the globe. The United Kingdom reported a greater-than-expected 5.2 percent rise in consumer inflation during the past 12 months.

Euro zone inflation is currently running near 3 percent. China is dealing with inflation running near 6 percent annually, while India deals with near double-digit annualized price gains.

Those Central Banks Rising global inflation pressures could trim the sails of those central banks — including our Federal Reserve — intent on providing even more monetary stimulus. Rumors abound that the Fed is considering a third round of “quantitative easing,” another effort to push long-term interest rates, primarily mortgage rates, even lower than current rates near 4 percent for a 30-year fixed-rate conventional mortgage.

Unfortunately, the major new hassle in obtaining a mort-

17

The Enterprise

Oct. 31-Nov. 6, 2011 gage (compliments of the government’s new Dodd-Frank financial reform legislation) and low confidence levels of tens of millions of Americans largely offset any enticement of even lower mortgage rates. Washington has no clue.

Jeff Thredgold is the only economist in the world to have ever earned the CSP (Certified Speaking Professional) international designation, the highest earned designation in professional speaking. He is the author of econAmerica, released by major publisher Wiley & Sons, and serves as economic consultant to Zions Bank.

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18

Oct. 31-Nov. 6, 2011

The Enterprise

What Romney's religion reveals about his politics

Recent expressions of politi- gious right — which has promiscal and religious prejudice against cuously allied itself with Mormon Mormons and The Church of leaders to oppose reproductive Latter-day Saints have offered and gay rights (and civil rights Mitt Romney a chance to play in an earlier era) — is that the the bullied underdog — and to LDS Church does not conform to explain, as he did with clarity and the tenets of Christianity as they dignity during the Vegas see it. Pastor Robert debate, the meaning of the Jeffress, the man whose constitutional prohibition anti-Mormon crusading against any religious test has now taken him onto for public office. late-night television and

That won’t discourthe opinion pages of The age Baptist conservatives Washington Post, says or atheist entertainers like he prefers a “committed Bill Maher from makChristian,” but doesn’t ing fun of Mormons and Joe Conason say why or what that their faith, whose history precisely means. and tenets certainly sound Mormons may not strange to outsiders. share all of the tenets of Baptist or

But is there any real reason Methodist Christianity, but neither to be troubled by Romney’s reli- do Catholics or Episcopalians, gion? What does the career of yet fundamentalist evangelicals the former Massachusetts gover- like Jeffress don’t seem to worry nor tell us about the ideology of much about their role in pubthe LDS church — and what his lic life. On issues that implicate personal beliefs may portend if he morality, sexuality and family, the becomes the first Mormon in the Mormons are equally “conservaOval Office? tive” and consider themselves to

The complaint from the reli- be Christians, too. They officially

abandoned polygamy many years ago, and they seem to succeed more consistently in adhering to what they preach than many of their more orthodox brethren, if surveys of divorce, addiction and teen pregnancy are accurate.

Those conservative principles, along with a history of extremist positions adopted by the Mormon hierarchy, have encouraged the perception of the LDS Church as an ideological bulwark of the far right. Mormon leaders long encouraged associations with fringe elements in American politics, such as the John Birch Society, which still wields influence in the tea party movement today. And the ultra-craziness of Glenn Beck, himself a Mormon and a promoter of wacky LDS political theorists, has not improved the church’s political profile.

In practice, however, the Mormons welcome or at least permit a much broader spectrum of political and ideological affiliations within their ranks, even among

the elected officials who share their faith. The highest-ranking Mormon in public office today, for instance, is Sen. Majority Leader Harry Reid of Nevada, a liberal Democrat demonized by the tea party and the Republicans, who spent millions trying to defeat him last year.

The best example of Mormonism’s political flexibility, of course, is Romney’s own career (and that of his father, the late Michigan governor who was hardly a hardliner), which veered from the most liberal Republicanism to the harsh conservatism he currently espouses.

As an LDS bishop in Boston two decades ago, he staunchly opposed abortion; then a few years later, Romney became prochoice when he ran for the Senate against Democrat Ted Kennedy; and then shifted again when he began to aspire to his party’s presidential nomination. Along the way, he designed and legis-

lated a health care program that ensures coverage to almost every citizen of Massachusetts, and now repudiates that program (more or less) as an invention of Bay State Democrats.

The Romney family traces its lineage to the roots of the LDS movement, and today Mitt Romney stands at the pinnacle of wealth and influence in his church.

His shape-shifting politics prove that however conservative most Mormons may be, they resemble every other American religious group in tolerating a wide assortment of political views within their ranks — especially among politicians who succeed in achieving power. There are many reasons for concern about Romney’s character — including his hollow dissembling — but religion is not among them.

Joe Conason is the editor in chief of NationalMemo.com.

Copyright 2001 Creators.com.

Oct. 31-Nov. 6, 2011

The media and 'bullying'

Back in the 1920s, the intelli- have been local newspaper stories gentsia on both sides of the Atlantic about black kids in schools in New were loudly protesting the execu- York and Philadelphia beating up tion of political radicals Sacco and Asian classmates, some beaten so Vanzetti after what they claimed badly as to require medical treatwas an unfair trial. Supreme Court ment.

Justice Oliver Wendell Holmes But the national media hear wrote to his young leftno evil, see no evil and ist friend Harold Laski, speak no evil. Asian pointing out that there Americans are not in were “a thousand-fold vogue today, just as worse cases” involving blacks were not in vogue black defendants, “but the in the 1920s. world does not worry over Meanwhile, the media them.” are focused on bullying Thomas

Holmes said: “I candirected against youngSowell not but ask myself why this sters who are homosexual. so much greater interest in Gays are in vogue. red than black.”

Most of the stories about

To put it bluntly, it was a the bullying of gays in schools question of whose ox was gored. are about words directed against That is, what groups were in them, not about their suffering vogue at the moment among the the violence that has long been intelligentsia. Blacks clearly were directed against Asian youngsters not. or about the failure of the authori The current media and politi- ties to do anything serious to stop cal crusade against “bullying” black kids from beating up Asian in schools seems likewise to be kids. based on what groups are in vogue Where youngsters are victims at the moment. For years, there of violence, whether for being gay

19

The Enterprise

or whatever, that is where the authorities need to step in. No decent person wants to see kids hounded, whether by words or deeds, whether the kids are gay, Asian or whatever.

But there is still a difference between words and deeds — and it is a difference we do not need to let ourselves be stampeded into ignoring. The First Amendment to the Constitution of the United States guarantees freedom of speech — and, like any other freedom, it can be abused.

If we are going to take away every Constitutional right that has been abused by somebody, we are going to end up with no Constitutional rights.

Already, on too many college campuses, there are vaguely worded speech codes that can punish students for words that may hurt somebody’s feelings, but only the feelings of groups that are in vogue.

Women can say anything they want to men, or blacks to whites,

with impunity. But strong words in the other direction can bring down on students the wrath of the campus thought police — as well as punishments that can extend to suspension or expulsion.

Is this what we want in our public schools?

The school authorities can ignore the beating up of Asian kids but homosexual organizations have enough political clout that they cannot be ignored. Moreover, there are enough avowed homosexuals among journalists that they have their own National Lesbian and Gay Journalists Association — so continuing media publicity will ensure that the authorities will have to “do something.”

But political pressures to “do something” have been behind many counterproductive and even dangerous policies.

A grand jury report about bullying in the schools of San Mateo County, Calif., brought all sorts of expressions of concern from school authorities, but no

definition of “bullying” nor any specifics about just what they plan to do about it.

Meanwhile, a law has been passed in California that mandates teaching about the achievements of gays in the public schools.

Whether this will do anything to stop either verbal or physical abuse of gay kids is very doubtful.

But it will advance the agenda of homosexual organizations and can turn homosexuality into yet another of the subjects on which words on only one side are permitted. Our schools are already too lacking in the basics of education to squander even more time on propaganda for politically correct causes that are in vogue. We do not need to create special privileges in the name of equal rights.

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

Copyright 2011 Creators.com

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