The Enterprise - Utah's Business Journal, Dec. 12, 2011 by Vaughn Taylor

UTAH’S BUSINESS JOURNAL www.slenterprise.com

THIS WEEK • Industry Briefs • Begin on page 7.

Focus

Dec. 12-18, 2011

Industry veteran to Holme Roberts and Owen bring unmanned to shutter Salt Lake City c-store concept to Utah office after 31 years

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R e p ort The Workplace Begins on page 10.

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Volume 41, Number 20

By Andrew Haley The Enterprise Denver-based law firm Holme Roberts and Owen (HRO) is shuttering its Salt Lake City office after 31 years. The decision comes as part of a merger between HRO and the international legal giant Bryan Cave, St. Louis. HRO managing partner Randy Miller said the office would close its doors at 229 S. Main by January 1, when the merger takes effect. HRO’s Salt Lake office remains a shadow of itself after a massive defection of its top attorneys in March. Twenty eight attorneys, including more than a dozen partners, joined the Salt Lake office of HRO’s Denver rival Holland and Hart. Though

the surprise move hurt HRO’s presence in the Rocky Mountain market, particularly in the lucrative energy and natural resources markets, the 113-year-old firm brings to the merger with Bryan Cave seasoned experts in financial, First Amendment, sports and energy law. The newly created 1,100-attorney firm, one of the 25 largest in the world, will continue to be called Bryan Cave,

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There are currently more than 200 Shop24 locations, mostly in Europe. Utah stores will be placed at large apartment complexes.

Legal Matters See page 6.

By Barbara Rattle The Enterprise A veteran convenience store operator is on the brink of introducing to Utah a robotic convenience store concept that originated in Belgium. Tony Trotter, who has owned and operated several 7-Eleven stores in Utah for a number of years, has inked a license agreement with Ohio-based Shop24 Global to become the first person in the world to introduce the unmanned c-store concept to an apartment complex. The first installation, slated to take place

this month, will be at the Fairstone at Riverview apartment community in Taylorsville. The Shop24 ultra convenience store is a self-contained, refrigerated and robotic convenience store designed to enable 24/7/365 consumer purchasing. Originally operated in Europe and the East Coast of the United States, Shop24 stores dispense a variety of items such as snacks, cleaning supplies, medicine and even full meals. The more than nine-foot-tall machine offers up to 200 traditional convenience

see HRO page 5

StaffingMatters Matters Legal see SHOP24 page 2

Ground broken for $3 million care center in Riverton

Four large apartment complexes in the Salt Lake Valley have sold for an aggregate price of more than $100 million. The Alpine Meadows complex, consisting of 222 units in Sandy, and the Irving Schoolhouse apartments, comprised of 232 units in Salt Lake City, were sold to a California group called Jackson Square. The Royal Farms complex (pictured), consisting of 366 units in Cottonwood Heights, and the 328-unit Royal Ridge community in Midvale, were sold to an entity called Acacia, also located in California, according to Sage Sawyer of Apartment Realty Advisors in Salt Lake City, who brokered the deals along with colleagues Jed Millburn and Craig Burton. Sawyer described the buyers as veteran apartment owners that already have apartment portfolios in the Salt Lake market. “They moved quick,” Sawyer said of the properties. “It was a six-week marketing period and a quicker than normal close. Ridge and Royal Farms closed in about 60 days and Alpine and Irving closed quicker than that.” All four complexes are Class A apartments. “On all four of these deals we had 20-plus offers,” according to Sawyer. “There are definitely buyers out there but there’s still a lack of sellers. As soon as we get something to market, it goes quick with a lot of interest.” The sellers were all out-of-state institutional owners.

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Artist's conception of Country Life Care Center, which will cater largely to pediatric patients. By Barbara Rattle The Enterprise Ground has been broken in Riverton for Country Life Care Center, a 36-bed, $3.2 million long-term care facility dedicated to children, young adults and middle-aged adults who have suffered a catastrophic injury or illness. Gough Construction, West Jordan, is general contractor on

the 27,100 square foot facility, to be located at 13757 S. Redwood Road. It was designed by Benjamin Baird of Blackbox Design Studios, Salt Lake City. Developer of the project is Bucklyn Rose Health Properties LLC, which developed several similar facilities in California but has since sold them, according to Robert Buckley, a Utah resident

HR Matters Legal Matters see CARE page 2

SHOP24 from page 1

store items ranging in weight from less than one ounce to eight pounds. Shop24 accepts different methods of payment including cash, credit cards and debit cards 24 hours a day. Andrew Heflich, regional vice president for Shop24 Global, said the 15-year-old firm, now based in Columbus, was founded in Belgium 15 years ago and cur-

rently has more than 200 stores on college campuses in France, Belgium, Spain, Italy, Germany, Portugal, Austria, Netherlands, Australia, Norway, Russia, Romania, the United Kingdom and United Arab Emirates. Presently, there are only six locations operation in the United States, and all of them are located within large apartment complexes, on which the company is now focusing. Some stores are company owned; those that are not are co-branded. “Salt Lake is such a great place to put one because con-

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venience store sales slow down in the winter when people don’t want to get out in the ice and snow,” Heflich said. “Having a convenience store 100 feet from your front door is a nice feature to have.” Shop24 Global stores can be rented or purchased. Purchase price of a turnkey system is $245,000, Heflich said. “Each store has an operating system in it so you can monitor your sales remotely. There are security cameras so you can also monitor those remotely,” he

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Dec. 12-18, 2011 said. “You can keep track of your inventory online. It’s a fully functioning convenience store, it’s just unmanned. The store is protected by two sheets of bullet-resistant glass and we haven’t had a breakin in the history of our company.” Because no automated device is foolproof, there have been instances when customers have inserted their payment and not received the desired product, but Heflich said such cases are rare and can be quickly resolved due to the proximity of management that can watch transactions in real time. “Our return on investment when you purchase [a store] is about 30 to 35 percent of gross sales if you keep the cost of goods at a certain level,” according to Heflich. “It’s easy to set your prices to pay for ultra convenience. We keep our pricing around convenience store pricing levels as opposed to grocery store levels. You’re not paying the No. 1 expense of labor. And you’re not staying open 24 hours and losing money as some places do just because they have to stay open for competitive reasons.” Licensees such as Trotter are free to select what products the stores will vend. Only alcohol and tobacco are prohibited. Heflich said that in Dallas, where the opening of several companyowned stores is pending, Stop24 Global surveyed apartment residents to see what they would be most likely to buy. “The nice thing about our stores is that it’s so easy to change out the product that if something isn’t selling we can have a new product in the next day,” he said. Trotter said he will be targeting Utah apartment complexes with at least 500 units or 1,000 residents. “I think there are eight or nine complexes in Utah that meet that criteria,” he said. “That would be our first indicator as to how many more we want to bring to market.” “I think Shop24 is something that allows us to reach convenience consumers, we can pen-

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etrate markets much more deeply than brick and mortar stores,” Trotter said. “If you look at traditional c-stores, the trend is to go bigger. I actually think that makes it harder and harder to penetrate markets because there are less and less of those parcels of ground where you can put 13 fuel stations and a 3,000 square foot building. Shop24 allows me to go in and put it right in the middle of a high density apartment complex. It’s a different niche and it allows us to penetrate markets much more deeply.” Trotter said he is using sales receipts from his 7-Eleven stores to decide which products to stock at his Shop27 Global units.

CARE from page 1

and a member of the LLC. “There’s a need for younger people who have these kinds of [catastrophic] injuries and require fairly intensive care support early on and then gradually get where they can go home without patient care,” said Buckley, a registered nurse specializing in rehabilitation who will act as clinical director of Country Life Care Center. “There’s a facility in Bountiful that does this kind of thing, but there is nothing really in the Salt Lake Valley.” He said Country Life Care Center will feature all-private rooms and will be very open and spacious. It will employ upwards of 80 people, ranging from doctors and therapists to housekeeping and food service personnel. It is hoped the facility will be operational by August or September of 2012. “ We’re working with the state right now on accepting Medicaid, but our intention is to have it open for all funding resources,” Buckley said.

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. For advertising inquiries, e-mail david@slenterprise.com. To contact the newsroom, e-mail barbara@slenterprise.com. Subscriptions are $55 per year for online only, $65 per year for print only and $75 per year for both the print and online versions, or $1.25 per copy. Opinions expressed by columnists are not necessarily the opinion or policy of The Enterprise Copyright 2011 Enterprise Newspaper Group Inc. All rights reserved Periodicals postage paid at Salt Lake City, UT 84199. POSTMASTER: Send address corrections to P.O. Box 11778, Downtown Station Salt Lake City, UT 84147

Who is remodeling what, and where According to the 2011 remodeling and decorating study released Dec. 8 by Houzz, Americans increase their home improvement activity around closets and entryways in the fourth quarter, while pools, patios and landscapes fall off the radar until spring. A community and platform for residential design, Palo Altobased Houzz analyzed the behavior of the company’s website and mobile app users in the U.S. and Canada to develop the study. The data provides insights into the type and relative volume of planning and research activity occurring for specific home improvement projects, insights that can help guide the marketing efforts of home design professionals, retailers and manufacturers. The findings also reveal that while kitchens and baths top the list for home remodeling and decorating in most cities, other priority projects, like family rooms and outdoor spaces, vary by city and region. A recent study by the Joint Center for Housing Studies of Harvard University stated that home remodeling activity is expected to remain weak through the first half of the New Year. So in this economy, where are people focusing their home improvement efforts? According to Houzz’s Regional Preferences and Priorities In North America in 2011, kitchens and baths are the first and second most popular areas of the home for remodeling and decorating projects; bedrooms and living rooms rank third and fourth, respectively. However looking at the data by market reveals some striking differences: • Most major metros make kitchens the top priority, but Los Angeles and Miami gave bathrooms the top spot;

The Enterprise

Dec. 12-18, 2011

• In fifth place of the top five home improvement priorities: * Dining in style takes the cake in Dallas, Miami and New York; * Family rooms are the focus for Boston and Chicago; * Landscaping is big in Los Angeles, Phoenix and San Francisco; * Minneapolis and Seattle residents are thinking about home design and curb appeal; * San Francisco, Seattle and Miami prefer modern or contemporary kitchens; other metros opt for more traditional styling. “Our remodeling and decorating user study suggests that despite a weak forecast for home improvement, people are still actively researching, planning and moving forward with remodeling and decorating their homes,” said Liza Hausman, Houzz vice president of marketing. “Consumer activity on Houzz.com reflects how people are prioritizing their projects. Closets and entryways have climbed five spots in the rankings during the fourth quarter, which leads us to believe that Americans are prioritizing entertaining and organizing for the holidays, creating a warm and welcoming entrance and de-cluttering for the New Year.” Data sampled was between

10,000 and 50,000 users for each of 50 North American metros. The Houzz site and mobile app feature more than 200,000 high-quality interior and exterior photos, thousands of articles written by design experts, product recommendations, social tools to manage the remodeling and decorating process and information on more than 30,000 design professionals.

Prep academy purchases Garden Lodge in Riverton The Concordia Preparatory School, formerly Salt Lake Lutheran High School, has closed on a deal to purchase the Garden Lodge in Riverton. The 10-acre property, located at 12723 S. Park Ave., will be the new location for the private school, said Concordia Preparatory School interim principal Darren Morrison. The Garden Lodge building is 56,000 square feet. The structure will undergo renovations, including a new remodeled sanctuary space. Morrison said the relocation is part of a larger vision for the school, including developing a combined Lutheran school system. Concordia Preparatory School plans to move from its current location at 4020 S. 900 E. in December, during Christmas break. As the result of the purchase of the building, Light of the Valley Lutheran Church will eventually share space with the Concordia Preparatory School. Light of the Valley Lutheran Church has been

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worshipping at a leased facility at 3383 W. 12600 S. in Riverton. According to Light of the Valley Lutheran Church Pastor Alan Borcher, “We will share space in the facility and will use the atrium for worship. Plans are also proceeding for a full-service daycare and early childhood education center at the same site. The early childhood center will be called Open Arms, and will open as soon as possible, although we have not yet finalized a date.” Salt Lake Lutheran High School, which changed its name to Concordia Preparatory School in July, was founded in December 1983. The school is owned and operated by an association of seven Lutheran congregations from across the Salt Lake Valley.

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The Enterprise

Dec. 12-18, 2011

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HRO

from page 1 except in Colorado where it will be called Bryan Cave HRO, a three-office entity registered in Colorado that Miller will head. The merger gives Bryan Cave a strategic toehold in the resourcerich Rocky Mountain region at a time that many consider to be the beginnings of a Western energy bonanza. Miller said the decision to close HRO’s Salt Lake office was made to ensure the smooth transition between the companies and not because of a reassessment of Salt Lake’s regional importance to the new firm’s operational out-

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Dec. 12-18, 2011 look. “In the short term, we will be closing the office. Over the slightly longer term, we will continue to look at Salt Lake. There are lots of areas where Salt Lake continues to be very strategically important,” Miller said. HRO’s three Colorado offices, in Denver, Boulder and Colorado Springs, will make up the new firm’s Rocky Mountain redoubts, while its two California offices, in San Francisco and Los Angeles, will be absorbed by Bryan Cave’s existing operations there. All five of those offices contain what Miller called a “core makeup” – a group of seasoned lawyers backed by experienced

staff. Miller said the decision to close shop in Salt Lake came after weighing the benefits of bringing an office lacking that core makeup through the transition process. “In the short term we really want to focus on making this a successful transition,” Miller said. Three attorneys and two staff remain at HRO’s Salt Lake office. According to HRO officials in Denver, some were considering taking positions with the new firm, likely in the Denver or Phoenix offices, but that the situation is still fluid. Miller said firm was trying to tie up loose ends by the end of the year. “We hope to have clarity for everybody by that time,” he said.

Soccer business to move from West Jordan to Sandy United Soccer Center, a twoyear-old West Jordan business, plans to move in mid-December to an approximately 11,000 square foot building at 9100 South and 500 West, Sandy. Ab Rees, a partner in the business along with Dennis Burrows and Patrick Rennie, said the Sandy location will offer more usable square footage than does the firm’s current location. In the winter months, the Sandy facility will be available for rent to soccer teams for use as a practice field. In the summer, the facility will host leagues for both children and

adults. “The popularity of soccer is a national phenomenon,” Rees said. “Soccer as a sport is growing very, very quickly nationwide. I read a report a few years ago that suggested that under the age of like 15 or something, there are more soccer players than basketball, football and baseball combined. In Utah, it’s interesting that we have a higher number of soccer players per capita than I think any other state in the country, and that’s because we have more kids per capita than any other state.” The three partners, all of

whom are coaches for a Sandybased soccer club sought out a Sandy location in order to be closer to its customer base and to the Real Salt Lake Stadium.

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Dec. 12-18, 2011

Legal Matters Legal Matters Matters Legal Patent reform: a boon for nimble startups Patent reform is finally here. Not everyone, however, is excited The last time U.S. patent law about harmonization. Some have was significantly updated was in argued that the overall impact of 1952, the year that patents were the AIA will be to harm startissued for Mr. Potato Head and ups and other small businesses. However, for companies the first barcode reader. that are informed about Much has changed since the law, nimble, and then. For one thing, the able to develop effecU.S. has transitioned from tive procedures, the AIA an industrial economy to may be an unexpected an information economy. boon. Moreover, there is And patent filings have no need to panic. Since increased tenfold, resulting many of the provisions in a staggering backlog of Kory unexamined applications Christensen take effect 18 months after enactment, there is at the U.S. Patent Office. ample time to become Although many interested parties have disagreed about how educated and develop the necesto fix the patent system, almost sary procedures. One of the more controvereveryone has agreed that an over- sial features of the AIA is the haul was needed. Recently, Congress passed switch from a “first to invent” to a the Lehy-Smith America Invents “first to file” system. The U.S. has Act (AIA), which President been virtually alone in the indusObama signed into law on Sept. trialized world in awarding patents 16. One of the major purposes to the first inventor rather than the of the act was to harmonize U.S. first person to file a patent applipatent law with that of other coun- cation. The new law, which goes tries, such as Europe and Japan. into effect on March 16, 2013, will

give priority to the first person to file an application, as long as the first filer did not derive the invention from another person. Because the AIA included a significant increase in patent fees, the first to file system is generally thought to favor large corporations and other well-funded entities. However, with shrinking revenues due to the downturn in the economy, some large companies make the frequently misguided decision of reducing R&D and patent procurement activities, which can have devastating consequences later on when they find themselves behind their competition and without patent protection. The other difficulty faced by large companies is the amount of red tape involved in patenting an invention. An idea must jump through many hoops from conception to patenting. Often, great inventions are stifled at the idea stage. Many inventions have to wait for quarterly patent review meetings or approvals by prod-

uct managers, who are often concerned about rigid IP budgets. Startups, on the other hand, which are often more nimble and flexible than big companies, can spot important ideas early and file patent applications before similar ideas can percolate up through their larger competitors. While money is certainly a consideration for startups, knowledgeable executives will be aware of costsaving tools, including the “provisional” application. A provisional application is much less expensive to file than a regular, nonprovisional application, and gives an immediate “patent pending” status for the invention, as well as a 12-month runway to decide whether the invention merits the more expensive non-provisional application. To win the race to the Patent Office, successful startups will learn the new mantra for provisional applications: “file frequently and often.” In addition, the AIA creates new procedures for challenging

patents before the Patent Office rather than in court, which may prove to be a real boon to startups and small businesses after they go into effect on Sept. 16, 2012. Currently, the cost of challenging a patent in court can easily exceed a million dollars. In this arena, startups are definitely not on a level playing field with large companies. While nonjudicial procedures for challenging patents have existed in the past, the Patent Office tended to rubber-stamp the patents it issued, so that efforts to eliminate over-broad patents often backfired against the challenger. The two new procedures, ex parte review and inter partes review, have been designed to overcome the shortcomings of the earlier procedures, while minimizing the risk of spurious and repetitive challenges to issued patents. By reducing the need for litigation, ex parte review and inter partes review tend to level the playing field between large and small see PATENTS next page

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Dec. 12-18, 2011

ASSOCIATIONS • The Utah

Valley Entrepreneurial Forum last week announced winners for its 2011 Annual UVEF Awards. Award recipients will be named in the following categories: Most Innovative Product: RiverRock Bioscience. Ron King Social Entrepreneur of the Year: Ecoscraps. Greatest Contribution to Entrepreneurs: Jeremy Hanks, LaunchUp. Utah Valley’s Best Kept Entrepreneurial Secret: Fishbowl Inventory. Entrepreneur of the Year: Brad Caldwell, Security Metrics.

BANKING • TAB Bank, Ogden, pro-

vided $65.6 million in working capital facilities for several businesses during the month of November. These facilities were provided for companies across a broad spectrum of industries. The bank provided four A/R lines of credit totaling $16.2 million, one ABL line of credit for $7 million, 23 equipment Loans for $5.5 million, three participation loans totaling $8.2 million, four capital lease purchases from lease originators for $4.8 million and a student loan portfolio acquisition for $23.9 million. • Wells Fargo donat-

PATENTS from previous page

companies. The AIA also makes it easier and less expensive for a startup to challenge a patent before it issues. Once a patent application is published, which typically occurs 18 months after filing, any concerned citizen, including competitors, can educate the patent examiner about existing technology so that over-broad patents may never be granted. The challenger, who can be anonymous, can submit information in the form of patents or printed publications, as well as a description of why the information is relevant to the claims of the application. This latter feature is new and greatly increases the chance that the submitted information will be considered. In addition, the AIA increases the window of time in which the information can be submitted from three to six months after publication. Of course, critics argue that large companies are in a better position to monitor their competitors and use the new procedures to harass small companies. However, knowledgeable startups will recognize that many companies exist that offer IP monitoring services for a reasonable price. Gathering competitive intelligence about competitors’ patents is a must for any technology company, big or

The Enterprise

• Industry Briefs •

ed $75,000 to Community Development Corp. of Utah (CDCU) at a check presentation ceremony held today at a foreclosed home acquired and rehabilitated by CDCU in Kearns. The $75,000 donation is part of $5.53 million in grants Wells Fargo has awarded to 52 nonprofits across the country through its Leading the Way Home Program Markets Initiative to help stabilize and revitalize neighborhoods hard-hit by the economy. CDCU plans to use Wells Fargo’s $75,000 grant to further enhance its revitalization efforts in targeted Utah communities by acquiring and rehabilitating some of the worst foreclosed, single-family homes in the most at-risk neighborhoods; rehabilitating the properties to reasonable standards that promote best practices in energy efficiency, water conservations and accessibility; opening some of the target homes to their surrounding communities as showcases of ideas for home improvement for low-and moderate-income homeowners; and using these open houses as vehicles to promote other stabilization resources and services including, HUD-approved housing counseling and foreclosure mitigation assistance. • The Credit Union National

Association is now saying that membership for credit unions grew by only a third of what it originally projected and savings actually dropped as part of Bank Transfer Day. In November, the trade association said that based on a survey, 650,000 people joined credit unions in the month from Sept. 29 to Nov. 2. However, after the group collected its regular monthly data it is now saying that 214,000 people joined in October. CUNA also initially reported that credit unions added about $4.5 billion in savings. However, its latest numbers show that savings actually decreased by $400 million in October. The association’s chief economist blamed the errors on not being precise enough in drafting a questionnaire. • Current chairman of the board of Brighton Bancorp and its subsidiary Brighton Bank, Robert E. Taylor, will be stepping down from his position as chairman on Jan. 1. He will continue as a board member through May 2012. He has served on the Board for 34 years and as chairman for the past 11 years. On Jan. 1, Howard G. Holt will be his successor as chairman of the board and will remain the CEO. Holt has been employed by Brighton

small. Moreover, large companies with diverse product lines may have a difficult time monitoring their massive IP portfolios, whereas smaller businesses may be able to watch the competitive landscape with a razor focus. In the end, any reform legislation as sweeping as the AIA will result in winners and losers. Perhaps the hallmark of good legislation is the fact that no party is completely satisfied with the new law. Judging from the many articles published by all sides of GSBS_Enterprise_4x4.pdf 1 the debate, this certainly appears

to be the case with the AIA. While the AIA definitely creates risks for uninformed startups, knowledgeable startups that can be nimble and successfully develop a “file frequently and often” provisional strategy may find themselves among the winners in the latest round of patent reform. Kory D. Christensen is a partner with the law firm of Stoel Rives LLP and specializes in patents relating to software, business methods and electrical devices. He can be reached at (801) 578-6993 or 8/4/11 5:14 PM kdchristensen@stoel.com.

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member of the board. He has been employed by the bank since 2009 and has more than 30 years of local commercial, industrial and real estate lending experience.

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from previous page

and Construction Management for Capital Development, has joined the Salt Lake City office of GSBS Architects. Larsen, who is a LEED-accredited professional, helped implement Utah’s High Performance Building Standards, managed renewable energy, energy

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performance and renewable power purchase contracts for DFCM. She also coordinated state facility energy performance benchmarking, energy policy, and integrated utility incentives into state programs. At GSBS, Larsen joins a firm that provides clients with design insights through energy, water and carbon-emission analysis conducted by a team of multidisciplined professionals to help owners, architects and engineers optimize economic and environmental performance of buildings, systems and sites. • Kier Construction, Ogden, is serving as general contractor on Phase I of the Birkhill Apartments, a 137-unit transportation-oriented development located in Murray. Developed by Parley’s Partners of Salt Lake City, the project was designed by KTGY architects and will be LEED certified. Situated near Big Cottonwood Creek and .2 miles from the Murray North TRAX/

Frontrunner station, Birkhill Apartments will offer 41 market rate and 96 affordable housing units, ranging from one to three bedrooms. Features will include a sports court, playground, swimming pool and a trail that will intersect with the Jordan River Parkway’s 40-mile network of trails. The project will be completed in February of 2013.

FINANCE • First Western Advisors,

Holladay, has been recognized by the National Association of Board Certified Advisory Practices as NABCAP Premier Advisors, an exclusive group of financial advisors who represent the best in quality wealth management in Utah. The designation is awarded annually by the National Association of Board Certified Advisory Practices, a national nonprofit organization established to serve the needs of the investing public by helping identify top

wealth managers. • Mentor capital firm SageCreek Partners, Alpine, has signed Infuse Medical as its newest client account. Infuse Medical is a specialized education agency that provides medical device manufacturers with innovative products and programs to take their education and marketing efforts to new heights. Recently, Infuse has also begun providing sales analysis tools that help medical device manufacturers determine which sales representatives, collateral materials and approaches are most effective.

HEALTH CARE

• Stonehaven Dental, with locations in Lehi and Orem, has opened an additional office at 177 W. 12300 S. in Draper at the South Willow Business Park. Stonehaven offers cosmetic dentistry, root canals, crowns, porcelain veneers, bridges, dental implants, dentures, extractions, wisdom teeth removal, children’s dentistry, sedation dentistry for both children and adults, dental emergencies 24/7 and a full range of orthodontic treatment including Invisalign, ceramic and traditional braces.

INSURANCE • Salt Lake County has

Steel Products Manufacturing Formerly Colibert Enterprises

We specialize in the manufacture of hitch products and prototypes of steel components. With over thirty-five years of quality manufacturing and engineering experience, we take your drawing or prototype from start to finish with a focus on service and quality.

SERVICE QUALITY EXPERTISE With the same focus to quality that brought our hitch products to market nationwide, the new company, Steel Products Manufacturing, will focus on steel production runs, welding, punching, metal fabrication, saw cutting and forming. We are a full service manufacturing facility with engineering experience that has served us well in the hitch industry. You can expect the same personalized service of a small company paired with the capabilities of a large company. We are the same people, with the same attention to detail, who developed, patented, and marketed great products in the towing industry for over thirty-five years. Let us fulfill your manufacturing needs with our unique expertise and experience.

selected EMI Health to provide dental benefits to its 3,800 employees, beginning in Spring 2012. EMI Health, formerly Educators Mutual, Salt Lake City, now provides dental benefits to more than 450 companies and organizations in Utah and Arizona.

LAW

• Spencer Banks and Alema Leota have launched a new law firm, Nova Law. Primary areas of practice will be criminal law, family law and personal injury. Nova Law will be serving clients in the Salt Lake area and throughout the Wasatch Front, and is currently looking for office space in the

Salt Lake area. Banks and Leota graduated from the University of Utah’s SJ Quinney School of Law, focusing on criminal law. Both spent a year working with the Utah Crime Victims Legal Clinic and the Legal Defenders Association, respectively. • The national law firm of Ballard Spahr has created a Mortgage Banking Group that includes more than two dozen attorneys in nearly all of Ballard Spahr’s 13 offices across the country. They include partner Anthony C. Kaye and associate Steven D. Burt of Ballard Spahr’s Salt Lake City office. The attorneys will perform a broad range of regulatory work, advising mortgage companies and other financial firms on compliance and licensing issues, structuring operations, and representing clients in federal and state enforcement actions. They also will advise clients on issues such as e-commerce, electronic signatures, and electronic records storage. Ballard Spahr attorneys handle class action and other mortgage lending lawsuits across the country.

MANUFACTURING • Aislinn Barnes, owner of

the home-based Bountiful business Ozzie’s Cake Designs, was presented with a $5,000 check by U.S. Bank on Nov. 30 after winning the bank’s “Look Up With Us” challenge. Barnes was selected among hundreds of businesses that told U.S. Bank and its Facebook friends how their businesses were “looking up” — and offered small business owners an innovative way to network with other small-business owners while also giving away $15,000 as part of the “Look Up With US” challenge. • Candle Warmers Etc., Woods, Cross, has promoted Brett Heyland to vice president of sales. Prior to his promotion, Heyland was responsible for negotiating contracts with Amazon.com, BJ’s

EVERY FEW THOUSAND YEARS, NATURE PRODUCES THE PERFECT PACKAGE. at

CAPABILITIES • • • • • • • •

Shearing up to 3/8in. x 8ft.wide CNC Plasma table 8ft x 20ft Punching Forming Drilling Production saw cutting 18in - horizontal 24in. vertical Production welding {mild steel} Parts tumbling

OTHER SERVICES AVAILABLE • • • • •

Zinc Plating Sand Blasting Powder Coating Packaging Assembly

Steel Products Manufacturing

1600 South Pioneer Road, Salt Lake City, Utah 84104 Tel 800-572-7508 Fax 801-972-0331 801-972-3322 801-972-9225

IT HAPPENS EVERY DAY. BROCHURES • DIRECT MAIL • ANNUAL REPORTS • LABELS COMPANY CALENDARS • BUSINESS FORMS • SHRINK SLEEVES FLEXIBLE PACKAGING • ISO CERTIFIED MATERIALS

801.484.8503

•

lithoflexo.com

Wholesale, Hobby Lobby and AAFES totaling $2 million in business for Candle Warmers Etc. He also recently led an internal team to develop a new commission and bonus structure that will be implemented early next year. Heyland joined Candle Warmers Etc. in 2010. Candle Warmers Etc. grew 43 percent from 2007-2010. • Orem-based Blendtec, a Division of K-Tec Inc., has been named a finalist in the 9th Annual Housewares Design Awards, the premier design competition in the housewares industry. The firm’s Twister Jar is one of five finalists in the Countertop Food Prep Appliances category. Winners will be announced on Jan. 31. • Lifetime Products Inc., a Clearfield-based manufacturing company, received the Greatest Contributor Award during the third annual “Entrepreneur Excellence” awards banquet hosted by the Northfront Entrepreneur Alliance. The award is given to a company that has contributed heavily to expanding and growing entrepreneurial activity in Northern Utah. Celebrating its 25th anniversary this year, Lifetime Products is one of the largest employers in Northern Utah, with more than 1,200 employees at its headquarters and manufacturing facilities located in the Freeport Center in Clearfield. Lifetime is the world-leader of residential basketball systems, and folding tables and chairs, and also manufactures kayaks, sheds, playsets and more with products sold in 58 countries around the globe. During this past year, Lifetime introduced approximately 100 new product models, added over 120 new U.S. accounts, added 27 new patents to its more than 500 design and utility patents, and grew its international sales by 18 percent. • The sales and service department at Provo-based Tahitian Noni International has been recognized as one of the best−qualifying as a finalist for the American Business “Stevie” awards. But they do so much more than just answer the phone. For the third year in a row, they have donated food items to the Community Action Service and Food Bank in Provo, which offers local food bank services for Utah, Wasatch and Summit counties. Because of the agent’s generosity, it was able to increase the amount collected for donations this year by nearly 40 percent. Tahitian Noni International is a global, research-driven bioactive products company that was the first to introduce the health benefits of the noni plant outside of Tahiti.

MEDIA/MARKETING • AutoNetTV, an American Fork

firm that specializes in automotive television programming for customers in the waiting areas of automotive centers, was honored to receive two Automotive Communications Awards at the 2011 AAPEX Show. The awards, presented by the Car Care Council Women’s Board in conjunction with the Automotive

The Enterprise

Dec. 12-18, 2011 Communication Council, were selected from more than 140 entrants in various business to business and business to consumer categories. AutoNetTV received an award for Best Business to Consumer Website for a replicated website created for a major automotive brand. AutoNetTV also took home the award for Best Video News Release for the video entitled “Fall Inspection” that encourages consumers to get their vehicles prepared for winter. • The American Advertising Federation of Utah presented Salt Lake Community College assistant vice president of institutional marketing and communications Alison McFarlane with its inaugural 2011 “Rockie” Award at a Dec. 7 ceremony. McFarlane, one of three finalists for the award in the category of marketing, was one of 10 award recipients recognizing Utah’s outstanding advertising and marketing professionals. Overall, the contest garnered more than 3,500 votes.

REAL ESTATE • Sales of previously-owned

homes in Salt Lake County in October rose 34 percent compared to October 2010, according to the Salt Lake Board of Realtors. In October there were 1,009 home sales (all housing types) compared to 752 home sales in October 2010. October was the fifth consecutive month of year-over-year home sales increases. Home sales in the first 10 months of 2011 were up 8 percent compared to the same 10-month period a year ago (9,482 home sales compared to 8,809 sales last year). The median home sales price (all housing types) in October declined to $185,000, a 10 percent decrease compared to a median price of $204,700 in October 2010.

RESTAURANTS

• This Christmas season, Market Street Fresh Fish Markets have made arrangements to carry two choices of domestic caviar from Petrossian, the importers and purveyors who first introduced caviar to Paris the 1920s. Royal Transmontanus Caviar, in tins from $70 (1.06 oz.) to $280 (4.4. oz.), is produced by sustainable white sturgeon, native to California. Classic Transmontanus Caviar, in tins from $55 (1.06 oz.) to $225 (4.4 oz.), is similar to the Royal, but smaller and darker grey in color. Larger tins, up to 35.2 ounces, can be ordered 48 hours in advance. Petrossian’s Imported Tsar Imperial Ossetra can also be ordered 48 hours in advance in tins of 1.06 oz. ($170), 1.80 oz. ($280) and 3.6 oz. ($550). • Bambara, a Kimpton restaurant located in downtown Salt Lake City, has created a “Snowstorm” lunch special to benefit the Utah Avalanche Center. Through Dec. 16, for each three-course lunch special purchased, Bambara will donate $1 to the center. The daily three-course lunch special, which costs $13, includes a choice of organic greens or cup of the daily continued on page 17

PROGRAM REASONS

YOUR BUSINESS SHOULD PARTNER WITH BIG O TIRES:

WHY

1. Best Price Guarantee 2. Nationwide Warranty 3. Quick Turnaround 4. 1,500 Locations Nationally 5. Customer Appreciation 6. VIP Program Discounts 7. ASE – Certified Technicians 8. National Buying Power 9. Owner Operated 10. National Fleet Accounts Send your address to bigotiresutah@yahoo.com for a free informational DVD or call one of these locations for a quote. Amer. Fork .... 748 E. State Rd............... 801-756-6000

Ogden ............458 Wash. Blvd. ............. 801-393-8481

S.L.C...........178 E. South Temple ......... 801-519-8241

Bountiful ......... 400 W. 500 S................. 801-292-2111

S. Ogden ...... 5734 S. Harrison ............. 801-476-7066

S.L.C.................4546 S. 900 E. ............... 801-262-4626

Brigham City.....390 S. Main ................. 435-734-9429

Orem (Univ. Mall)1195 S. State St. ........801-802-0541

Sandy ..............8835 S. 700 E. ............... 801-566-1177

Centerville .....220 W. Parrish .............. 801-295-0531

Orem .............. 703 N. State St............... 801-224-1177

S. Jordan...10227 S. Redwood Rd. ...........801-446-5444

Draper ...... 1022 E. Draper Pkwy.......... 801-523-9300

Payson ........... 1146 W. 800 S. .............. 801-465-9934

Spanish Fork. .. 570 N. Main................. 801-798-9827

Kaysville........ 320 N. Main St. .............. 801-546-1326

Price .........790 W. Price River Dr. ........ 435-613-2446

Springville...... 495 S. 1750 W................ 801-489-5577

Kearns ........... 3725 W. 5400 S............... 801-964-9935

Provo .......1595 N. Freedom Blvd. ....... 801-374-1177

Tooele............ 855 N. Main St. .............. 435-882-4061

Layton....... 1159 W. Antelope Dr. ......... 801-776-5560

Richfield ............208 S. Main ................. 435-896-8473

Tremonton ........55 N. 300 E. ................. 435-257-3395

Lehi ...................144 N. 850 E. ................ 801-766-1806

Roosevelt ....... E. Highway 40 ............... 435-722-5561

Vernal ............. 1265 W. 500 S................ 435-789-8872

Logan...............240 E. 1400 N. .............. 435-752-4622

S.L.C................. 910 S. 300 W................. 801-322-1043

W. Jordan ..... 3176 W. 7800 S............... 801-565-0031

Murray ..........4745 S. State St. ............. 801-262-2436

S.L.C......... 2284 E. Ft. Union Blvd. ........ 801-733-4242

W.V.C. ............ 3557 S. 5600 W............... 801-967-6404

Nephi ................855 E. 100 N. ................ 435-623-0300

S.L.C..............3120 Highland Dr ............ 801-467-5461

W.V.C. ............ 2830 W. 3500 S............... 801-967-7166

N. Ogden ... 1893 N. Wash. Blvd........... 801-737-4781

S.L.C................2002 E. 3300 S. .............. 801-487-1028

Woodscross .. 1398 S. 500 W................ 801-292-1439

www.bigotires.com #3095_BOT_BUS2BUSVIP_AD_Rev2.indd 1

10/19/11 4:49 PM

Dec. 12-18, 2011

The Enterprise

Focus Special

R e p ort

The Workplace

The recession hangover culture cure: how residual negativity is costing companies big bucks ... and what you can do to stop it The recession is over. These are the words of hope that employees and managers alike have waited for. And now that signs are pointing to recovery, we can all heave a collective sigh of relief and go back to business as usual. Right? Wrong. The worst may be over, but the effect of those grim days still lingers in the workplace. Too many employees these days are feeling overworked, under-appreciated and skeptical. And despite the hopeful talk of recovery, they remain anxious, distrustful and, worst of all, disengaged. So why should it matter how your employees feel, so long as they show up and do their jobs each day? The answer is productivity. Research from Gallup estimates that disengaged employees are costing their companies big bucks — up to $1 out of every $3 spent on payroll. In other words, a full one-third of your company’s payroll is being thrown away due to negativity. And whether that funk has descended on your company in the past couple of years or it’s been there all along, you absolutely must address it now, and according to bestselling author Jon Gordon, that means focusing attention on the state of your company’s culture. “Here’s what happened,” explains Gordon, author of Soup: A Recipe to Nourish Your Team and Culture. “For years, managers were focused on the numbers, and the numbers were good. So morale was up and everyone was happy. But then the recession hit and the numbers went down. Well, when you’re focused on numbers and they’re going down, morale also goes down. So does engagement and so does performance. Now the research is showing us that it directly affects the cash flow in your organization at a time when every precious penny still counts. This has thrown managers into a quandary. They need to change their leadership focus, and most of them don’t know where to begin.” The new focus, explains Gordon, should be on culture. It should be on purpose and morale and loyalty. And all of that boils down to two words: engaged relationships. “Engaged relationships are interactive, collaborative and meaningful,” he says. “They are also essential: To effectively lead, coach, work with or live with someone, you must truly know and have a strong bond with them. No matter how busy you are, you’re not too busy to create these bonds. You can’t afford to be that busy.” Gordon explains the connection between engaged relationships and success and lays out the ingredients that make up a nourishing culture. The people “stirring the pot” have a powerful and lasting impact, he

says, and if you’re a mid-level manager, that means you. So how can you build engaged relationships with your employees (and start getting your money’s worth again)? Gordon offers the following insights for getting your company’s culture back on track: • Busyness and stress are a manager’s two worst enemies. They sabotage our efforts to build engaged relationships. With projects to complete, to-do lists to accomplish, goals to hit and outcomes to achieve, life can feel like we are on a runaway bus, says Gordon. We’re driving through life at 100 miles per hour, and instead of taking the time to get people on our bus, we run them over. We become so focused on creating success that we don’t make the time to develop the relationships that lead to true success. “In times of busyness and stress, the brain goes into survival mode, and we stop thinking about serving other people, mentoring them and helping them thrive,” he says. “This is where we drop the ball. Just when we need to be the most engaging, we become the least engaging. What our employees need the most, we’re delivering the least. And so the problems grow and multiply. It’s a perpetual cycle.” • Where there’s a void in communication, negativity fills it. Recovery or no recovery, these are uncertain times. Employees are wondering what’s going to happen next, whether their jobs will be impacted and what action to take. That uncertainty creates a void. Unless you, the manager, fill the void with clear and positive communication, people will assume the worst. Fear and negativity will creep in and dominate their thoughts, behaviors, and actions. “The No. 1 thing a manager can do during times of uncertainty is to communicate,” says Gordon. “Communicate with transparency, authenticity and clarity. Even when the news is not so positive, you can communicate it positively: Tell the truth, give them a plan and help them believe, ‘Hey, we can turn this thing around.’ Optimism is a competitive advantage right now, and you need to convey it in all you say and do.” • Employees need nourishment in order to thrive. These may seem like strange words to apply to the workplace. But Gordon insists they are spot-on. He says the main question every employee in every organization wants to know the answer to is this: Do you care about me; can I trust you? If your answer is yes, your employees will be more likely to stay on the bus and work with you. Employees who feel cared for, honored and nourished are more engaged in what they’re doing and will work at their see NEGATIVITY page 17

Top 10 ways Utah businesses can meet their ADA compliance resolutions As businesses close their books on 2011 and look forward to the new year, making sure they are in compliance with the Americans with Disabilities Act (ADA) should be on their checklist of objectives and goals to be met in 2011. Businesses have responsibilities under the ADA to ensure that their goods, services, programs and facilities are accessible to the 54 million people with disabilities in the U.S. All public and private businesses and nonprofit organizations are considered “places of public accommodation” under Title III of the ADA. Examples of covered entities include hotels, restaurants, museums, parks, retail stores, theaters, sports venues, private schools, banks, hospitals or offices of health care providers, daycare and senior centers, pharmacies and offices of accountants and lawyers, among others. “Businesses are required by law to make reasonable modifications to their facilities, policies and procedures to accommodate people with disabilities and most modifications can be made with minimal effort or expense,” said Jana Burke, the director of the DBTAC Rocky Mountain ADA Center. The Rocky Mountain ADA Center has compiled a list of ways businesses can meet their ADA compliance obligations next year: • Conduct a facility audit to identify potential access barriers for customers, vendors, applicants and employees with disabilities. Be sure to review parking areas, paths of travel into and out of the facility, restrooms and common use areas that are open to the public. Create a plan to make reasonable modifications in order to remove barriers and increase access to your facility. • Plan several training opportunities for your staff on serving customers with disabilities. Include topics such as disability etiquette, basic sign language, and strategies for ADA compliance. • Learn about the upcoming ADA changes that impact private business including the new regulations for the ADA Amendments Act of 2008, the 2010 Standards for Accessible Design, and revised Title III regulations affecting places of public accommodation. • Partner with local job placement agencies that work with people with disabilities to identify qualified candidates for vacant positions. Contact your state’s Division of Vocational Rehabilitation for more information about recruiting applicants with disabilities. • Ask a person who uses assistive technology like screen reading software to visit your website and evaluate it for accessibility. Be sure to include your online

employment application process in the review. Make changes to improve your site based on the evaluator’s feedback or website accessibility guidelines such as Section 508 of the Rehabilitation Act of 1998 or the Web Content Accessibility Guidelines (WCAG). • Target some of your marketing and advertising toward individuals with disabilities. Include information about accessibility improvements your business has made in advertising and promotional materials. According to the U.S. Department of Labor, this large and growing market has more than $175 billion in discretionary spending. Ask your marketing firm to include people with disabilities in your advertising materials. • Talk with your accountant about utilizing the IRS tax incentives available to businesses to help cover the costs of making access improvements during 2011. The Disabled Access Credit can be used for architectural adaptations, equipment acquisitions and services such as sign language interpreters. The Barrier Removal Deduction can be used for architectural and transportation adaptations. • Gather input from your customers with disabilities regularly. People with disabilities, who frequently need to find creative ways to work around physical barriers and product inaccessibility, can offer ideas and innovative solutions to attract and keep new customers, especially those in the burgeoning older adult market. People with disabilities can assist businesses in finding cost-effective, usable solutions that bring facilities and customer service policies and practices into compliance with the ADA. • Provide effective means of communication for people who are deaf, hard-ofhearing, or have other sensory disabilities to ensure this group has an equal opportunity to enjoy the goods, services, accommodations, and amenities offered by your business. Offer print materials in alternate formats. Verify you have adequate lighting in public spaces. Review your procedures for accepting telephone calls via relay services. • Take advantage of available resources to stay up-to-date on the ADA and other disability laws impacting business. Organizations and agencies offering regular news on the laws include (but are not limited to) the Rocky Mountain ADA Center, the U.S. Department of Justice, and the U.S. Equal Employment Opportunity Commission. For more information or for additional ADA compliance strategies, contact the DBTAC Rocky Mountain ADA Center at (800) 949-4232 or visit www.adainformation.org.

The Enterprise

Dec. 12-18, 2011

Spherion Utah

@SpherionUtah

Spherion Recruiting and Staffing Services The right people. The right way. Right away!

Take time to talk with Spherion®. We have an entire team of seasoned recruiters dedicated to helping today’s clients and professionals find great opportunities. From entry-level to senior positions, Spherion will help match the right candidate with a rewarding company.

How can we help you?

utahjobs@spherion.com

Wasatch Front Locations Salt Lake City - 801 261-8880 Ogden - 801 825-1100 Orem/Provo - 801 221-0550

The Enterprise

Call Us Today For Competitive Pricing Mention This Ad And Receive 10% Off Your Order Office Professional

Light Industrial

Food Services

Accounting Technical Customer Service Administrative Telemarketing Data Entry Receptionist General Office Engineering

Assembly Janitorial Warehouse/Inventory Welders Shipping/Receiving Production Printing Machine Operators

Servers Bartenders Dishwashers Concessions Cooks/Chefs Hostesses Bussers Cashiers

Salt Lake West Jordan West Valley Ogden Orem

3761 S. 700 E. Suite 200 6671 S. Redwood Rd. Suite 120 3040 W. 3500 S. Suite B 2036 Lincoln Ave. Suite 201 423 S. State Street

Ph. 801.994.9494 Ph. 801.305.0900 Ph. 801.417.8010 Ph. 801.334.0080 Ph. 801.417.8010

Call 801.994.9494 Or visit us @ www.strategicstaffs.com

Dec. 12-18, 2011

The Enterprise

Dec. 12-18, 2011

Top Temporary Staffing Firms in Utah Ranked by Number of Temps Assigned Per Week in Utah

Company Name

Phone Fax Web

Kelly Services 181 E. 5600 S. # 140 Murray

801-262-2252 801-262-3876 kellyservices.com

Strategic Staffing, A Division of BBSI 3761 S. 700 E. Salt Lake City

Express Employment Professionals 1231 W. 9000 S. #106 West Jordan

# of Temps Assigned per Week in Utah 4,475

# of Full Time Utah Employees 45

801-994-9494 801-994-9499 strategicstaffs.com

2,525

801-255-1441 801-255-1488 expresspros.com

1,750

# of Utah Offices

Industries Served

Benefits Available

Manufacturing, administrative, education, IT, engineering, science, finance, health care, contact centers, and law

Holiday and service bonuses, medical, dental, vision, and 401k

Administrative and clerical, call center, accounting, manufacturing, production technology, IT, engineering, hospitality, warehouse

Vacation and holiday pay, health, dental, vision, 401k, direct deposit

All industries

Medical, dental, vision, life, paid vacation and holiday

Holiday and vacation pay

1,250

1,000+

50+

Light industrial, clerical, manufacturing, warehouse, assembly, production, hospitality, janitorial

Insurance, merit increases, full time-education bonus, 401k, bonus

Spherion Staffing and Recruiting 17 E. Winchester St. Salt Lake City

801-299-6300 801-299-6304 intermountain staffing.com

Administrative and clerical, call center, customer service, light industrial, manufacturing, warehouse and professional direct hire

801-261-8880 801-261-8965 spherion.com/utah

800

All industries

Full benefits are available

Remedy Intelligent Staffing 525 W. 5300 S. Salt Lake City

801-685-8100 801-685-8105 remedyutah.com

266

Light industrial, administrative, executive, financial, technical, warehouse, production, government contracting, loistics

Medical, dental, vision, term life, short-term disability

Utah Employment Services 2292 S. Redwood Rd. West Valley

801-978-0378 801-978-0374 utahemploy.com

225

Manufacturing, production, construction, electrical engineer

Vacation, holiday, medical insurance, direct deposit, sick leave

APEX Staffing, LLC 145 E. 1300 S. #103 Salt Lake City

801-328-9567 801-596-8108 apexjobs.net

200

Construction, warehouse, light industrial, heaving industrial

DND

801-519-5093 801-519-5091 todays.com

200

All industries, office, accounting, sales, marketing, IT

Full benefits are available

801-892-8300 801-892-8399 vitalsignshealth care.com

200

Health care (nurses) RN’s, LPN’s, CNA’s and MA’s

Health, dental and vision insurance, direct deposit Health insurance, dental vision, 401k, paid time off (personal, vacation, sick) supplemental insurance (aflac)

Synergy Staffing Partners 5578 S. Redwood Rd. Suite B Taylorsville Intermountain Staffing 450 E. 1000 N. North Salt Lake

Todays Office Professionals 307 W. 200 S. Suite 3002 Salt Lake City VitalSigns Healthcare Staffing 4465 S. 900 E. Suite 150 Salt Lake City

801-266-9675 801-665-1853 synergystaffing4u .com

Perelson Temporary Staffing 2180 S. 1300 E. Suite 350 Salt Lake City

801-532-1000 801-532-7676 perelsontemps.com

110

Administrative, sales, business development, marketing, finance and accounting, engineering, HR, legal, IT, management

Kforce Inc. 1245 Brickyard Rd. Salt Lake City

801-257-6800 801-257-6838 kforce.com

Technology positions All industries

Health, dental, disability, PTO, etc.

Ajilon Professional Staff/ Accounting Principles 299 S. Main St. Salt Lake City

80-601-3001 801-601-3010 ajilon.com/ accounting principles.com

Accounting, finance, office administration, medical billing

Medical, dental, vision, short and long term disability, 401k, reliability bonus, standard corporate package

801-463-7400 801-403-7404 andersenstaffing. com

varies

All finance, service, manufacturing, construction, etc.

Yes

Andersen Certified Staffing, LLC 3098 S. Highland Dr. Suite 260 Salt Lake City

DND= Did Not Disclose

N/A= Not Available

Dec. 12-18, 2011

The Enterprise

Take advantage of one of this yearâ&#x20AC;&#x2122;s greatest

TAX BENEFITS Invest in your business and get rewarded. Hereâ&#x20AC;&#x2122;s how... Section 179 of the IRS tax code allows businesses to deduct the full purchase price of qualifying equipment purchased during the 2011 tax year. This an incentive created by the U.S. Government to encourage businesses to buy equipment that can help to make them more successful. When your business buys equipment, you typically have the life of that equipment. Section 179 allows you to write it all off now!

You could save up to

35%

All you have to do is purchase a new or used document system or software solution from Les Olson Company before December 31, 2011 to qualify.

1.800.365.8804 www.lesolson.com

www.section179.org

3244 South 300 West, Salt Lake

The Enterprise

Dec. 12-18, 2011

Top Copier, Printer, and Fax Dealers in Utah Ranked by Number of New Multi-Function Products sold in 2010

Company Name

Phone Fax Web

# of MultiFunction Products Sold in 2010

Les Olson Company 3244 S. 300 W. Salt Lake City

801-486-7431 801-486-7494 lesolson.com

Pacific Office Automation 2371 S. Presidents Dr. Suite B Salt Lake City

80-990-4001 801-990-4040 pacificoffice.com

Digital-The Fruit Group 2500 S. Decker Lake Blvd. Suite 24 West Valley City

801-463-7800 801-463-1444 digital-tfg.com

248

Ability Business Solutions 1556 S. Main St. Salt Lake City

801-466-8486 801-466-4580 abilitybusiness solutions.com

120

Copiers For Less 708 W. Confluence Ave. Murray

801-261-0510 801-261-1967 copiersutah.com

Tecnotronicâ&#x20AC;&#x2122;s, Inc. 2123 S. 3200 W. Salt Lake City

801-906-0159 801-906-0161 tecnotronics.com

Action Office Equipment 1546 S. 300 W. Salt Lake City

801-484-1491 801-487-5150 action-office.com

DND

Automated Business Products 385 W. 2880 S. Salt Lake City

801-488-8000 801-466-5099 abpweb.com

# of Utah Employees 6

2,100

168

460

DND

IKON Office Solutions 440 W. 200 S. #400 Salt Lake City

801-456-3000 801-456-3179 ikon.com

Konica Minolta Business Solutions 268 S. State St. Salt Lake City

801-456-0731 801-456-1388 kmbs.konicaminolta. us

DND

Paramount Business Machines Inc. 7302 S. Cottonwood St. Suite 302 Midvale

801-562-5005 801-432-2166 paramountbusiness products.com

DND

DND= Did Not Disclose

# of Utah Locations

35 1 14 1 11 1 5 1 3 1 DND 1 DND

DND

111

4 DND 1 DND

N/A= Not Available

# of Utah Accounts

Services Offered

Brands of Machines Sold

9,382

Les Olson company services and sells SHARP and HP equipment and supplies, Fujitsu Scanners, DocuWare and other solutions based products, The company specializes in Managed Print Services.

SHARP, HP, Fujitsu Scanners

1,500

Business equipment-copiers, printers, faxes, scanners wide format. document managementsoftware, electronic forms/ managed print services

Canon, Toshiba, Konica Minolta, HP, Lexmark, Muratec, Kip

812

Sales and service of digital copiers, fax and printers.

Canon

500

Copier-printer sales, lease, rental, and IT services

Konica Minolta, SHARP

350

Rent, sell toner, lease, service and maintenance, sell computers and printers

NEC, Ricoh, HP, Konica Minolta

Sales, service and supplies of copiers, printers, fax, scanners and multifunction machines

HP, Brother, Okidata, Samsung, Epson, Lexmark

DND

Same day service, sales, service, and supplies or office equipment, refurbished equipment

HP, IBM, Brother, Samsung, Xerox, Okidata, Ricoh

DND

Efficient technical support, responsive service, printer, copier, fax, scanner, retrieve, printer fleet service

Ricoh, Savin, Kyocera, HP, Canon

DND

IKON, a Ricoh company specializes in technology and services that transform highvolume, document-intensive business processes into more efficient ones. This is achieved through Ricohâ&#x20AC;&#x2122;s expertise in Managed Document Services, Production Printing Office Solutions and IT services.

Ricoh, Kodak, HP

DND

Enhanced workflow efficiencies, virtual on-site-support, access to technical experts, a fully provisioned state of the art lab

Konica Minolta

DND

Service all brands, makes and models of copiers, faxes and printers. Free on-line estimates

Samsung, Panasonic

Dec. 12-18, 2011

The Enterprise

Top Office Furniture Dealers in Utah Ranked by Total 2011 Revenue Year to Date

Company Name

Phone Fax Web

Total 2011 Revenue Year to Date

# of Full Time Utah Employees

Showroom Square Footage

# of Full Time Utah Salespeople

Notable Projects

14,000 Midwest Commercial Interiors 987 S. West Temple Salt Lake City

801-359-7681 801-355-2713 mwciutah.com

$34 million

65 16

Goldman Sachs Corporate Offices, Huntsman Cancer Center, BYU Communications Building, Souther Utah University Skaggs Science Center, Workerâ&#x20AC;&#x2122;s Compensation Corporate Office

Products and Services Offered

Head of Local Operations

Commercial furniture (Steelcase, Coalesse, Nurture, Trunstone, Paoli, HON Gunlocke, Global, Artopex, Enwork, Soelberg Industries, VIA, Humanscale, Safeco, Patrician, ESI, NuCraft) floor coverings, modular demountable wall, architectural products, acoustical products.

Marshall Tate, CEO

Furniture and architectural interiors for the commercial office and the residential community

Carmelle Jensen, COO Jerry Howells, CEO

Office furniture, space planning, design, systems office supplies, janitorial, safety, break room supplier. Two locations in Orem and Salt Lake

Dale Benson, CEO

Ergonomic seating, private office furniture, open plan furniture, space planning

Sean Murphy, Sales Manager

SErvice and install furniture, manufacture, repair, refabricate and refurbishes all types of systems, new and used furniture and system sales, design and layout services. Three locations in Ogden, Salt Lake, and Provo.

Tom Ollis, Director of Operations

New and used office furniture, cubicles, refurbishing, office design and layout, delivering and installation, moving

Mark Legones, CEO

Quality used, refurbish, new, Herman Miller Clone cubicles, relocations and reconfiguration services Wholesale manufacture

Ronald Deklerk, Owner

Home and business desks, credenzas, files, office chairs, bookcase sets, in stock or special orders, new furniture and some gently used. Also residentially living room, dining room and bedroom sets.

Robert Slater

New, used and refurbished office furniture

Time Adair

Project management, space planning and design, furniture reconfigurations, flooring services, specialty storage, modualr walls, delivery and installation, service and warranty

DND

10,000 CCG Howells 358 Rio Grande Suite 100 Salt Lake City

801-359-6636 801-359-6636 ccghowells.com

Bluefin Office Group 3030 S. State St. Salt Lake City

801-486-3030 801-461-4471 bluefinoffice.com

801-486-7711 ROSI Office Furniture 801-486-5558 2250 S. West Temple rosiofficefurniture. Salt Lake City com

Western Interior Services 2438 S. 2570 W. Salt Lake City

801-973-8255 801-973-8365 westerninterior. com

Office Furniture Blowout 160 W. 2100 S. Salt Lake City

801-486-3500 801-606-2801 officefurniture blowout.com

$15 million

$9 million

$5.2 million

$5 million

$2.2 million

55 10

DMBA, David Eccles School of Business, Utah Museum of Natural History, X pecx, Avalon Healthcare, Ustar project at University of Utah, Ice, CHG Companies

3,000

DND 4,000

16 5

30 4

Kennecott Bingham canyon Mine, Deseret Chemical Depot 7,000 Health Writers, Novel, Blue Cross Blue Shield, All State, University of Utah 57,000

Queststar, GE, Millcreek Engineering, Provo River

1,500

Office Systems Specialists 3408 S. 1400 W. Salt Lake City

801-908-5286 801-908-5586 DND

Lindaâ&#x20AC;&#x2122;s Furniture 3330 S. Highland Dr. Salt Lake City

801-487-3992 801-487-1422 lindasfurniture. com

$1.4 million

Cube Office Designs 5062 W. Amelia Earhart Dr. Salt Lake City

801364-2823 801-364-2347 cubeoffice.com

DND

Henriksen/Butler 249 S. 400 E. Salt Lake City

801-363-5881 801-359-4326 hbdg.com

DND= Did Not Disclose

$1.5 million

DND

7 35

Hill AFB, Mass Electric, Kiewit, Maverik, Netsteps, Basic Research, Wadsworth, and many others thru our whole sale division 32,000

Office Projects, residential design projects, home shows, movie sets, furnishing for car dealerships

1,500

DND

15,500

DND

N/A= Not Available

from page 9 soup selection, one of three entree selections and a chocolate chip cookie packaged to go or to eat in.

RETAIL • Overstock.com Inc., Salt

The Enterprise

Dec. 12-18, 2011 to their companies’ salespeople, managers and marketers.The latest offering includes five webinars that range in time from 60 to 90 minutes. Webinar No. 1 will be available Dec. 14. The remaining four webinars will be held Jan. 4, 11, 18 and 25. For more information, visit www.TimeshareU.com or call 888-242-7775.

Lake City, has partnered with Barnes & Noble Inc. to sell e-books through Barnes & Noble. Visitors to Overstock.com will SPORTS now have access to the digital edi• XSI Factory, a 70,000 tion of hardcover and paperback square foot sports training facilbooks available on the site through ity in Lehi, will be holding an Barnes & Noble’s NOOK Store. free open house Dec. 5-19. XSI Factory’s hours of operation are SERVICES Monday through Thursday from • IdealShape, a Lindon- 5 a.m. to 10 p.m., Fridays from 5 based seller of nutritional a.m. to 8 p.m., Saturdays from 7 supplements, meal replacement a.m. to 3 p.m., and the facility is shakes and self-hypnosis audio closed on Sundays. XSI Factory is programs for weight loss, recently located at 4425 N. Thanksgiving moved to a 5,195 square foot Way. XSI Factory features five facility at 921 W. 500 N., Lindon. basketball courts, fitness classes, The new location for the nine- sports camps and leagues, a full year-old firm will accommodate workout gym, U.S.A-certified the company’s expanding product boxing coaches and personal line and a padded inventory for trainers. The building can also a projected holiday sales hike. be rented out as a venue for trade With its inventory now onsite, shows, concerts, sporting events, the company will be able to ship dances, seminars, press conferorders as soon as they are received ences, company holiday parties from its online store. For the first and weddings. time it will also open its store to international orders. TRANSPORTATION • John Dale and Rick • Salt Lake City’s Angell have joined the Salt Lake to bicycle City office of CBIZ and Mayer improvements Hoffman and McCann, P.C. infrastructure are rounding out as managing directors. Dale the 2011 construction season with serves as an audit and accounting a new, innovative treatment — a shareholder of Mayer Hoffman recently installed “two-stage bike McCann P.C. He has more than turn queue box” on Main Street 17 years of experience auditing, at 200 South. The design, known consulting and advising clients. as a “bike turn box” for short, Angell serves as an audit and allows bicyclists to make left accounting shareholder in Mayer turns across the TRAX light rail Hoffman McCann’s audit and tracks in two traffic signal phases. assurance services practice. He Bicyclists riding south on Main St. has served as the audit partner for use the 7’ x 10’ box to turn left by more than fifty SEC registrants riding toward the south side of the during his 30-year career. CBIZ intersection, waiting in the green provides professional business box, and then proceeding on the services that help clients better green light with the traffic on 200 manage their finances, employees South. • England Logistics Inc., a and technology. Mayer Hoffman McCann P.C. is a national and Salt Lake City-based third party logistics and freight brokerage independent CPA firm. • Salt Lake City-based company, was declared a national AlphaGraphics Inc., a print Top 10 Freight Brokerage Firm and marketing communications franchise with nearly 300 business centers worldwide, has launched new, interactive and more userfriendly website. The new site reflects the company’s expanded marketing service offerings, which include online marketing, direct marketing, brand identity, mobile marketing, e-mail marketing and e-publishing, that complement its existing print communication services. • Park City-based Levitin Group, an international sales training company, is now offering online “Train the Trainer” webinars. The webinars are aimed at managers and team leaders in the timeshare industry who are in a position to provide sales training

in this year’s Transport Topics Logistics 50. The TT Logistics 50 is an annual survey of the largest logistics companies — covering freight management and forwarding, brokerage services and warehousing and distribution. The TT Logistics 50 is a special project of Transport Topics Publishing Group, subsidiary of the American Trucking Association Inc., based on information from company management and other sources. The 2011 list ranks England Logistics as the nation’s 10th largest freight brokerage firm. This is the fifth consecutive year England Logistics has been listed, and risen, in the Top 25 Freight Brokerage Firms category, and the first time in the Top 10.

NEGATIVITY from page 10

highest potential. “Learn to view your employees like a family — functional family,” he clarifies. “This will change the way you treat them. You’ll see them as people who deserve your trust and love and who require communication, transparency, and authenticity from you. You want to be someone they can trust, and therefore you need to take the actions nec-

essary to earn it.” “Remind yourself every day that it’s not the numbers that drive people, but people and relationships that drive numbers,” he says. “Leaders get so busy trying to achieve success that they forget to take the time to develop the relationships that lead to success. But trying to build a winning team without great relationships is like trying to build a house on sand. It won’t stand. Relationships are the rock that creates the foundation upon which winning teams are built.”

We provide personal service and delicious hand crafted menus for your holiday parties, corporate events, weddings, or office parties and lunches and our full service catering is accepted at most major Salt Lake venues. Whether your plans include an outrageous outdoor party, or a private family gathering, we are confident that your event will be our next best performance!

Please call 801.532.7829 for Holiday pick up orders.

The Enterprise

Dec. 12-18, 2011

When does Christmas Why 'elevator speeches' defeat sales Graham fails to engage customers. In fact, it has just the start? When does it end? By John There are few offenses in business worse opposite result: it bores the listener. No one wants ’Twas the night before Christmas me. It said that they like to celebrate … and all the stores were closed. one holiday at a time, and that they Why? They needed a few hours would not be putting up any Christmas to get ready for the AFTER Christmas decorations until after Thanksgiving. sale. GREAT! But, eh, why are they All of the retail elves were home telling me that? Why don’t they just with the rest of us, anticipating the DO IT? My concept of what will win is festival of unwrapping and judging the value and likability (return-ability) go back a decade, look at what won then, add the Internet and e-mail mesof presents received. The holiday season is a make-it- saging, create a stock of inventory of or-break-it time for most retailers and WHAT PEOPLE WANT — not just what you buy cheap and are many businesses. Is it my imagination, looking to sell at a great margin — and let one customer or is the Christmas “season” tell another customer how expanding? Remember when there was the excitement that great your merchandise is. the shopping season offi One more thing. HIRE cially began “the day after GREAT PEOPLE – people Jeffrey Thanksgiving” – unofficially who smile, love to serve, can Gitomer known as “Back Friday.” multitask, can go the extra mile and who have a base The day AFTER Thanksgiving, stores opening at 8 intelligence that is smarter than the a.m. – then 7 a.m. – then 6 a.m. – then merchandise. This will require that you pay 5 a.m. – then midnight. Trying to lure customers with the size, discount and them more, train them more and prosale of their “pre-Christmas” then, vide a work atmosphere that both based on social pressures, changed it employees AND customers love. This to a “pre holiday” extravaganza. also means managers must be happy, EARLY WARNING SIGNAL: not condescending. I’m sure you’ve noticed, as I have, The sign in the department store that there are now Christmas items window was right: ONE HOLIDAY among the Halloween candies. In AT A TIME. Hey, Mr. Retailer — the drug stores, the card shops, the you’re the one who created the purgrocery stores, even the department chasing part of these holidays in the stores, merchants are trying to remind first place. you, and to sell you, whatever they My vote is give thanks for what can before the competition does. you have at Thanksgiving, celebrate Even online, companies like your blessings with your family, and amazon.com had their seasonal art THEN sell like hell the day after — on landing pages by Halloween. Boo. until 5 p.m. on Christmas Eve. (That wasn’t to scare you! That was That strategy would please your the Philadelphia boo: the voice of dis- customers, create word-of-mouth approval. The “What were you think- advertising to complement your traing?” Boo. The angry boo. The greedy ditional marketing outreach and even boo. The boo-hiss.) please the panicked shareholders once I don’t know about you, but I the numbers begin to emerge. believe business greed is stepping I saw a t-shirt the other day that over the line introducing the spirit of said: Let’s keep the X in X-MAS. It’s the holiday season before candy is a sign of the times, and a resign of handed to little ghosts and goblins, or the consumer at the same time. If you before families gather to give thanks want the holiday recipe for success, take the formula above and add spirit. for our freedom and for each other. Seems as though businesses are If you do, the jingle bells you’ll willing to risk ridicule and reputation hear will be the cha-ching! of your for a chance to ring their cash regis- cash register. ter. Now while none of this is really a big deal, be aware that when some Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction retailer, wanting to jump the gun, tries is Worthless Customer Loyalty is to pull off Christmas in October — or Priceless, The Little Red Book of earlier — it generates thoughts in the Selling, The Little Red Book of Sales mind of the consumer — none of them Answers, The Little Black Book of positive. And those thoughts lead to Connections, The Little Gold Book of YES! Attitude, The Little Green perceptions and buying decisions. If I’m put off or angry at your Book of Getting Your Way, The Little early entry into the Christmas season, Platinum Book of Cha-Ching, The Little I may not return to buy when the Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His actual season starts. website, www.gitomer.com, will lead And then there are those who try you to more information about training to down the competition in a subtle and seminars, or e-mail him personally way. I saw a sign in the window of a at salesman@gitomer.com. major department store that startled © 2011 All Rights Reserved

than challenging the validity of the near sacred “elevator speech,” that one-minute message verbalizing the unique qualities of what a salesperson does or sells. The need for the “elevator speech” seems obvious since hordes of salespeople fumble and stumble when asked what they do. Even though they may have adequate knowledge of what they sell and the company they represent, they’re unable to verbalize the message clearly and succinctly. As someone said, “If you don’t have an elevator speech, people won’t know what you really do.” It’s no wonder that sales managers make it a top priority to motivate their people to prepare and practice mini-messages. If all this is true, then why knock it? Why challenge something that’s needed and useful to a salesperson? To put it bluntly, an “elevator speech” is damaging because it’s a one-way, robotic “conversation” that defeats sales. It “tells” but doesn’t “sell.” To better understand the “elevator speech” problem, consider one of the most common complaints of sales managers: salespeople talk too much. Silence seems to drive them crazy so they fill “the empty space” with a constant flow of patter about anything and everything. There’s more to the story. Customers also complain that salespeople turn them off by talking constantly and failing to listen. It’s becomes a vicious circle: they’re poor listeners because they won’t shut up. On and on they go babbling about their product, service and the company they represent and don’t stop long enough for customers to ask questions. “Many salespeople feel compelled to recite their canned pitch regardless of the customer’s actual interest,” said Steve W. Martin of USC’s Marshall School of Business. In other words, they spin their spiel rather than interacting with customers and prospects. Of course many salespeople talk too much — and it’s always about themselves and their company. That’s what they know. It’s drilled into them day after day. And they simply regurgitate the words because that’s what they’re told to do. So, why should anyone expect them to change or do otherwise? Salespeople go to lead-generation groups, stand up and talk about themselves. No one listens, particularly when they’ve heard the same words week after week. In such situations, salespeople should be asking themselves this question: “Why should the people sitting around the table recommend me?” But they don’t because they’ve been taught to mouth an “elevator speech.” They show up at networking meetings and say (a dozen times over), “Hi, I’m Susan from Gotcha International and ...” Susan is doing what she has been told to do and leaves with a handful of business cards. Back at the office, she tells her boss that it was a good day for Gotcha. When making cold calls, salespeople invariably start out by saying, “Hi, I’m Roscoe and my company ...” Whether it’s in person, on the phone or in e-mails, it’s time to slam the door, hang up or hit delete. It’s time salespeople got the Special Memo: no one cares who you are or what you’re selling. • The “elevator speech” approach breeds disaster. It undermines and kills sales because it

to spend even 60 seconds listening to people talking about themselves. It’s far and away the most successful method of driving prospects away. They don’t want to do business with those who have zero interest in anything but what they want to accomplish. So, what should a salesperson say when someone asks, “What do you do?” Instead of pressing the “elevator speech” button and jabbering about the products or services they sell or the company they work for, the best response is simply to say, “Thanks for asking.” • If played correctly, the next step gives salespeople the opportunity to begin a conversation. What this takes is a captivating statement that compels someone to ask what it means. Here are several examples of how to do that: “It’s my job to snoop around and find where my clients are spending money needlessly.” Much better than saying, “I’m a consultant.” “Businesses depend on me to make sure they have a constant flow of new prospects.” That’s far more interesting than saying, “I’m in marketing.” “My customers depend on me to make sure they won’t run out money when they need it most.” Much better than saying, “I’m a financial advisor.” “I help my clients take advantage of new, profitable opportunities.” Much better than saying, “I’m a commercial loan officer.” By now, the picture should be clear. When a salesperson makes this type of statement, it opens the door for the prospect to ask a question: “How do you do that?” or “What does that mean?” Now, a situation is right for moving forward and starting a conversation. By engaging people in such a way that they are intrigued, they will want to know more. Now, they are the ones asking for additional information, which is so much better than turning them off. This approach is far more demanding that parroting an “elevator speech.” It requires thinking and, most importantly, careful listening, something that’s impossible when we’re talking. It also forces salespeople to think about what they really do and then express it in a way that pulls prospects closer. On one occasion, the president of a company asked what I did. I responded by saying, “I help CEOs avoid embarrassing themselves.” Looking confused, he said, “Can you explain that?” I did, saying, “I help them recognize that they are too close to the business to manage the company’s marketing objectively.” As long as salespeople are “stuck” with the “elevator speech” mindset, it’s difficult, if not impossible, to actually engage others. They give their little “speech” about what they sell, instead of initiating a conversation that draws the other person into a dialogue. Without this involvement, potential buyers tune out. The shift from “elevator speech” thinking to an “engaging conversation” is not difficult. When you think about it, it begins with asking the key question, “What is it that I really do for my customers?” John Graham, a marketing and sales consultant and business writer, lives in Boston. He can be contacted at (617) 774-9759 or johnrg31@me.com.

1 column x 5.25 gray Dec. 12-18, 2011

3/4/04

The Enterprise

Pick your poison

If ever there was a monthly U.S. employ- The “Repubs” noted this is particularly ment report that yielded more than a little true given the massive and unprecedented confusion, the November release would be amount of fiscal stimulus in the economy (as the ticket. There was literally something for characterized by budget deficits averaging everyone with an axe to grind — especially more than $1.3 trillion annually during the past three years). The Republicans also noted that Democrats and Republicans. the unprecedented monetary stimulus being The Democratic View The optimistic pro-Democratic Party, pro- served up by the Federal Reserve should also President Obama contingent gleefully noted be contributing to much stronger U.S. economthe sharp drop in the nation’s unemployment ic growth and much stronger job creation, perrate from 9 percent in October to 8.6 percent haps 250,000-400,000 net new jobs monthly. This view suggests that it is the fear of in November. This is the lowest level since more and more government spending, the fear March 2009. This group also noted the fact that the of more and more government intrusion into number of unemployed people (those seeking our lives (think Obamacare,) the fear of higher work in the past four weeks) dropped tax rates on people who invest and from 15,041,000 in November 2010 hire others, the fear of ongoing trillion to the current level of 13,303,000 in dollar annual budget deficits for as far November 2011 They noted the total as the eye can see that has shaken the dropped by 594,000 people last month confidence of employers, leading to alone. soft levels of new job creation. The “Dems” also noted the sharp The Republican group noted that the decline in the “underemployment rate,” primary reason the nation’s unemploywhich includes the formally unemment rate declined sharply was that ployed, those working part-time who an estimated 315,000 discouraged Jeff Thredgold would prefer to work full-time and workers left the labor force, stopped those discouraged workers who are not looking for work, and were therefore seeking a job but would accept one if offered, no longer counted as unemployed. They noted from 16.2 percent in October to 15.6 percent in that if the estimated labor force had remained unchanged, the unemployment rate would have November. This group also noted that in addition been 8.8 percent. They pointed out that it is one to the estimated 120,000 net new jobs in thing for the unemployment rate to move lower November (very close to the consensus fore- based on strong job gains; it is something quite cast of 125,000 jobs), the two prior months different when much of the decline is tied to were revised higher by a total of 72,000 jobs. workers leaving the labor force. Republican boosters noted the overly This group, seeking to retain the Presidency and control of the Senate, regain the House of optimistic portrayal of the sharp drop in the Representatives as well as thousands of elected unemployment rate as conveyed by the liberal positions around the nation, noted that the U.S. media. They suggest that the positive spin of economy has added at least 100,000 net new the November report could lead hundreds of thousands of formerly discouraged workers jobs for five months in a row. Almost as important as the sharp drop back into the labor market. The net result could in the nation’s unemployment rate was the see the unemployment rate soon move back to employment story being told by the “house- between 8.7 and 9 percent. This group noted that average hourly hold” survey, wherein the unemployment rate is derived. Democratic supporters noted that earnings for all employees on private non-farm this survey of 60,000 households monthly has payrolls actually declined by two cents (down seen the addition of 1,280,000 net new jobs 0.1 percent) in November, with a 12-month during the past four months alone, versus only rise of 1.8 percent. This is hardly a positive 534,000 net new jobs in the larger “establish- development when consumer inflation this ment” survey (140,000 businesses represent- calendar year will be near 3.5 percent. The GOP noted that the smaller “houseing roughly 440,000 worksites), the source of the “official” 120,000 employment increase hold” survey can be extremely volatile and should not be counted on as evidence of much (www.bloomberg.com). The Democratic view argued that the stronger job creation to soon be picked up in smaller survey is more sensitive to what is the establishment survey. This group noted that happening with small-business startups and the American economy has regained less than expansions and agricultural jobs than the larg- one-third of the eight million plus jobs lost er survey. This factor, combined with the during 2008 and 2009 alone despite massive surge in “temporary” employment positions in government stimulus. November, suggests that the much larger estabThe Nicest House in a Bad Neighborhood Recent U.S. employment data, combined lishment survey will soon indicate much more acceptable levels of American job creation, with a jump in consumer confidence, gains in thereby contributing to widespread Democratic manufacturing and solid auto sales suggest that U.S. economic growth has improved versus a success in the November 2012 elections. lousy 2011 first half. Ironically, such improveThe Republican View The pro-Republican, pro-anyone-but- ment is taking place as Europe faces likely Barrack Obama for President in the elections recession, China and India are slowing, and now just 11 months away, not surprisingly other emerging market nations are struggling. saw things quite differently. This contingent Stay tuned. noted that the addition of 120,000 net new jobs in November in an economic expansion now celebrating a two-and-a-half-year birth- Jeff Thredgold is the only economist in the day is abysmal. This group, seeking to retain world to have ever earned the CSP (Certified Speaking Professional) international designathe House of Representatives and regain the tion, the highest earned designation in profesSenate and the White House, also noted that sional speaking. He is the author of econAmore than one-half of the net jobs reported merica, released by major publisher Wiley & were in retail trade and with “temp” agencies, Sons, and serves as economic consultant to not exactly the highest of income-producing Zions Bank. jobs.

1:2

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FirstGov.gov The official web portal of the Federal Government For government information by phone, call 1-800-FED-INFO (1-800-333-4636). U.S. General Services Administration

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Dec. 12-18, 2011

The Enterprise

Dec. 12-18, 2011

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YourCareerPartner

Dec. 12-18, 2011

The Enterprise

Trump? The Republican primary is now officially a "Gong Show"

Marketing genius is per- the Donald onstage as millions haps the most appropriate way watch is how to politely decline to describe Donald J. Trump’s without being “fired” in a supernewest incarnation as the heated blast of publicity announced host — he can right now. As President hardly be called a “modObama discovered earerator” — of a post-Christlier this year, the press mas Republican debate eagerly latches onto sponsored by Newsmax, Trump at every opporthe conservative magatunity, even when he zine. Why did several cansounds utterly deranged. With the possible didates, including potential victim Jon Huntsman, Joe Conason exception of Minnesota Rep. Michele Bachmann instantly agree to join this spectacle? — who seems to have established The problem immediately an actual friendship with Trump faced by any candidate who might — these unfortunate Republicans not wish to risk being “fired” by cannot relish the prospect of an

encounter with America’s towering ego. Whatever Trump’s intentions, how will he be able to resist upstaging, one-upping, contradicting and perhaps even humiliating each of them in turn? And which of them will want to talk back smack to a publicity machine with his own “Fox and Friends” weekly time-slot called “Mondays with Trump”? It is hard not to feel a bit sad for the Republicans today, although they have certainly brought this on themselves. Ed Rollins, the legendary Ronald Reagan aide who worked for the Bachmann campaign until earlier this year,

expressed what many party stalwarts must be feeling: “Who made Trump the kingmaker? This campaign has been enough of a circus without making him the ringmaster.” The only sure winners in this gong show are Trump himself and his sponsors at Newsmax, who can count on high ratings and massive media attention. Their constituencies will not be displeased no matter how Trump behaves. As Newsmax chief executive Christopher Ruddy told The New York Times, “Our readers and the grass roots really love Trump.” But Ruddy’s remark could

mean reopening a can of worms that in a saner world would remain tightly closed. Roger Stone, the ex-Richard Nixon operative, former Trump consultant and fulltime political schemer, warned that while the casino magnate’s role will be “interesting,” there could be dire consequences for the other participants. “Trump may appear more appealing a candidate to those watching than those he is moderating,” he said. Joe Conason is the editor in chief of NationalMemo.com. Copyright 2001 Creators.com.

Dec. 12-18, 2011

Christmas books

The joys of Christmas do three-dimensional. It is a good not include coping with crowds at read, and may be especially appreshopping malls or wracking your ciated by people old enough to brains trying to figure out what remember that era and the values to get as a gift for someone who that prevailed in that era, which already seems to have everything. Musial exemplified. Books are a way out of both Another new and very differsituations. You don’t ent book about a bygone even have to go to a era that I enjoyed was bookstore, with books so The Great A&P and readily available on-line. the Struggle for Small As for the person who Business in America, seems to have everything, by Marc Levinson. It is newly published books about the rise and fall of are among the things they the A&P grocery chain, Thomas probably don’t always once the largest retailer Sowell have. in the world, with 15,000 One of the most stores, and renowned for enjoyable new books I read this its high quality and low prices. year was a biography titled Stan But this is more than an ecoMusial: An American Life, by nomic story. It is a human story George Vecsey. Musial was one about a family that dedicated itself of the great hitters in the history to making its business the best it of baseball, with a lifetime batting could be — and how the death of average of .331. the last member of that family was This biography, however, is more about Musial the man, and followed by A&P’s decline into the era in American life in which oblivion. Two far less uplifting books he lived, which makes it more

The Enterprise

were published this year but both contain important charges of profound and dangerous corruption. The first is titled Injustice, by J. Christian Adams. He charges the Department of Justice under Attorney General Eric Holder with turning a blind eye to widespread election fraud and intimidation, when those who are committing these acts are black. The other book is FDR Goes to War, by Burton W. Folsom and Anita Folsom. The romantic legends of President Franklin D. Roosevelt that whole generations have been taught in schools, on television and in the movies have been debunked by a whole series of history books, of which this is the latest and perhaps the most devastating — and painfully relevant to our current president. Economist and columnist Walter Williams’ new book this year is Race and Economics. You don’t need to know any economics to read it, but you will know some

after you do. If you believe that things like minimum wage laws or government regulations in general help low-income minorities, you will find it hard to keep believing that after this book bombards you with hard facts and hard data, going back for decades. Ann Coulter’s new book this year, Demonic, is in the tradition of her other books with one-word titles, a blend of very sharp wit and thoroughly researched facts. It will delight Ann Coulter’s fans and may cause those few liberals who read it to be at risk for apoplexy. Although Demonic was published before the “Occupy Wall Street” movement got under way, its subtitle was prophetic: “How the Liberal Mob is Endangering America.” Its theme is how mob thinking and mob actions have long been common on the left, whether in academia, the media or the streets. One chapter is titled, “You Can Lead a Mob to Water,

But You Can’t Make It Think.” Another writer whose series of books likewise blend wit and wisdom is Theodore Dalrymple, a British doctor who has lived in various countries around the world. His latest book this year is titled Anything Goes, and its theme is the degeneration of Western culture, to the accompaniment of unthinking rhetoric. My all-time favorite among Theodore Dalrymple’s books is “Life at the Bottom.” It is based on his chilling experiences working in a low-income, predominantly white neighborhood in Britain. It is a classic examination of the moral squalor produced by the welfare state and its ideological rhetoric, regardless of race. Thomas Sowell is a senior fellow at the Hoover Institution, Stanford University, Stanford, CA 94305. Copyright 2011 Creators.com