Billings Business May 2016

5 MINUTES WITH

AMBER ADAMS DAMSEL IN DEFENSE

SPECIAL REPORT NATIONAL PARK SERVICE CENTENNIAL EXPECTED TO BOOST TOURISM

MAY 2016

MONTANA

MADE More tourists are snapping up items like Sarah Widener’s beadwork

Billings Business 401 N. Broadway Billings, MT 59101-1242

Monday, May 2, 2016

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CONTENTS May 2016

An indispensable business resource

On the Cover

FEATURES

Bead artist Sarah Widener works her booth during the 48th annual Montana State University Billings Powwow. Researchers say travelers are seeking out Montana-made products.

Montana Made.........................................................................................................................................................................6

Photo by HANNAH POTES/Gazette Staff

Montana-made products are a big hit with out-of-state visitors.

Special report: National Park Service centennial................................................................. 14 Tourism experts expect another banner year as Park Service turns 100

COLUMNS

Economic Development................................................................................... 10 Melanie Schwarz - Here’s how to navigate future tight labor markets

Sales Moves....................................................................................................... 13

Commercial & Residential

Better Business................................................................................................. 32

Flood or Fire, we will restore your property from beginning to end.

Jeffery Gitomer - Here’s why price shouldn’t be a barrier to making a sale

Veronica Craker - CEO scams aim to separate companies from their money ConocoPhillips CEO Ryan Lance predicts a rebound for the U.S. energy industry

Legal Briefing.................................................................................................... 33 Eric Nord - Public Benefit Corporation is new to Montana BILLINGS BUSINESS EVERY MONTH

Amber Adams, of Damsel in Defense, helps women stay safe, Page 12

From the Editor........................................................................................................................................................................4 By the numbers.......................................................................................................................................................................5 The local economy at a glance

Chamber News....................................................................................................................................................................11 Stefan Cattarin - Wing Ding event will help reinforce Billings as a travel destination

Five Minutes with........................................................................................................................................................... 12 Amber Adams - Damsel in Defense

Business Briefs..................................................................................................................................................................34 Success Stories.................................................................................................................................................................35 The Listings.............................................................................................................................................................................36

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May 2016

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May 2016

3

the editor

FEBRUARY 2016 • VOLUME 22 • NUMBER 7

‘G EOTRAVELERS ’ ARE LEADING THE WAY

EDITOR

WHEN IT COMES TO TOURISM Among the 11 million people who visit Montana each year, what group drops the most money in the Big Sky State?

Researchers from the University of Montana say that “geotravelers” seem to be driving the bus, or could it be the RV, when it comes to tourism spending.

When geotravelers visit Montana, they’re likely searching for “authentic” activities to do in their free time. That could be watching an Indian powwow, experiencing the annual migration of snow geese at Freezeout Lake or catching and releasing a fish from a blue ribbon trout stream.

In Billings, geotravelers would probably be more inclined to visit Yellowstone Kelly’s grave instead of a local shopping mall.

Kara Grau, of the Institute for Tourism and Recreation Research at the University of Montana, described geotourism as a market segment whose participants are focused on sustaining and enhancing the geographical character of a destination. Geotourism “has the ability to provide visitors with a desirable authentic experience by focusing on the unique qualities associated with a particular destination,” she said.

Geotravelers tend to be well educated, and many have above average incomes. They also pay attention to the environment. UM researchers found that clean waterways and clean air are most important priorities for geotravel-

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Monday, May 2, 2016

ers visiting Montana. Wildlife viewing opportunities, scenic vistas and the amount of open space also rank high for this group.

And geotravelers aren’t afraid to open their wallets. Vacationers identified as “strong geotravelers” spent $141 per day. Moderate geotravelers spent $134 per day, and non-geotravelers spent $109 per day. Those statistics are based on surveys from 284 out-of-state visitors. *** The news from the oil patch has been mostly downbeat in the wake of a steep collapse in oil and gas prices that started in 2014. Oil prices tumbled from about $115 per barrel in June of 2014 to their current level of around $40.

According to energy analysts from Raymond James, oil companies are busy paying down debt that presented no problem when oil was selling for about $100 per barrel but has been a crushing burden in the current environment.

Sanjel, the Canadian company that specializes in hydraulic fracturing, announced recently that it’s closing its facility in Miles City.

How much higher must oil go before drilling kicks in again? Oil experts have different opinions.

The Raymond James analysts believe that oil needs to climb to $60 to $70 per barrel before U.S. operators would begin to add rigs and embark on full-scale development.

However, they are predicting signs of recovery during the second half of this year, plus chances for a recovery in 2017.

mike gulledge tom howard COPY EDITOR chris jorgensen GENERAL MANAGER dave worstell PUBLISHER

SALES

ryan brosseau shelli scott ADVERTISING SALES curtis wallette, milt lang, arcadea scott ADVERTISING COORDINATOR spencyr schmaltz ADVERTISING DIRECTOR

ADVERTISING SALES MANAGER

SUBSCRIPTIONS Billings Business is mailed each month to area business owners, managers and decision makers.

To subscribe for $19.95 per year, please send payment, name, business name, mailing address and phone number to: Billings Business 401 N. Broadway Billings, MT 59101 ADVERTISING For retail advertising call Curtis Wallette, 657-1427; Milt Lang, 657-1275; or Arcadea Scott, 657-1244. For classified advertising, call 657-1212.

Advertising deadline for the June 2016 issue is 5 p.m. Tuesday, May 12.

You may send material to ads@billingsbusiness.com or Fax to 657-1538.

NEWS If you would like to submit a news tip, story idea, announcement about your business or press release, please email it to: editor@billingsbusiness.com website: www.billingsbusiness.com Information published herein does not reflect the opinion of Billings Business. Contents are the property of Billings Business.

Personal

By the Numbers

Business

LocaL and regionaL economic trends

real estate Member FDIC

agriculture King Ave 655-2700

Hilltop & Main 896-4800

Shiloh & Grand 655-3900

Downtown 655-2400

www.stockmanbank.com

14th & Grand 371-8100

National park visitors

Source: Montana Department of Labor and Industry

New single-family home building permits 73

50

60

30

40

20

December

February

January

November 2014 to March 2015

0

Oct.

Nov.

Dec.

Jan.

Bozeman

Oct. 2014 to March 2015 Oct. 2015 to March 2016

2015

Oct. 2015 to March 2016

Ag prices

Dec.

Jan.

Feb.

Sept. 2014 to Feb. 2015 Sept. 2015 to Feb. 2016 Sept. 2014 to Feb. 2015 Sept. 2015 to Feb. 2016 Sept. 2014 to Feb. 2015 Sept. 2015 to Feb. 2016

Oct. 2014 to March 2015

2016

Nov.

Missoula

Glacier National Park

Source: Montana Department of Transportation

Source: National Park Service

Unemployment

Montana Beef Cattle

(per bushel)

Oct.

Feb. March

Yellowstone National Park

November 2015 to March 2016

Montana winter wheat

Sept.

Billings 0

Source: City of Billings

$8 7 6 5 4 3 2 1 0

.5

YTD Through March 31

March

2

1

0

November

3

1

20

10 0

2

85

80

40

4

2.5

1.5

Billings housing starts 60

5

In ten thousands

Health care is one of Montana’s fastest growing industries. An estimated 15,557 job openings must be filled over the next eight years.

Airport boardings

3

In hundred thousands

GROWING HEALTH

Worden 967-3612

(per cwt.)

6%

200

5

150

4 3

100

2 50

Sept.

Oct.

Nov.

Dec.

Jan.

Feb.

September 2014 to February 2016 Source: U.S. Department of Agriculture

0

1 Sept.

Oct.

Nov.

Dec.

September 2015 to February 2016

Jan.

Feb.

0

September

October

Montana

November

December

Yellowstone County

January

February

U.S.

Source: Montana Department of Labor and Industry

May 2016

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MONTANA MADE

Bead artist Sarah Widener works her booth during the 48th annual Montana State University Billings Powwow.

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May 2016

HANNAH POTES/Gazette Staff‌

Research confirms link between local products, economic development

By TOM HOWARD A Floridian who introduced himself to Becky Stahl at a Billings trade show last year offered her a business proposal that she had never experienced in more than a decade of running her business, Becky’s Berries.

“He was this young man and he said he wanted to sell Montana-made products at farmers markets in Florida,” Stahl said. Florida’s season for farmers markets starts late in the year, pretty much opposite of Montana’s summer-oriented season, she said.

Stahl welcomed the opportunity to sell more of the jams, jellies, sauces and syrups that she makes in Absarokee. So far, both parties have benefited from the arrangement.

“I’m amazed at what he has been selling,” Stahl said. “He would put in an order every Monday.”

Stahl sells her products at dozens of retailers in Montana, Wyoming and North Dakota. Many of her top customers cater to tourists. It’s no simple matter to calculate what percentage of customers who buy her products live outside of Montana.

But Stahl believes that many who place orders at her website, www.beckysberries.com, became familiar with her products after visiting the Big Sky State.

“We have shipped to a lot of people who said they were in Montana and they had bought it, and they wanted to buy our products for family and friends,” Stahl said.

Stahl said her business continues to grow. Part of that growth might be attributed to the unique story behind Becky’s Berries. She still has fond memories of picking berries along mountain streams while growing up in a Montana Hutterite colony. The recipes she uses in her business were inspired by the jams and jellies made by Hutterite women.

It stands to reason that most of the 11.7 million out-of-state residents who visited Montana last year spent money for things like restaurant meals, gasoline, motel rooms and groceries. But new research by the Institute for Tourism and Recreation Research at the University of Montana

Becky Stahl is owner of Becky’s Berries.

CASEY PAGE photos‌

shows that many travelers are seeking out Montana-made products that provide an authentic reminder of their visit.

In general, the more money that tourists spend on locally-produced goods — perhaps craft beer or locally baked goods as opposed to a rubber tomahawk made in Taiwan — the more the community benefits. That’s because money spent on local products continues to circulate in the economy. Money that’s spent on imported goods exits through a phenomenon known as “economic leakage,” researchers say.

“Noting the place of origin and type of products and services can further establish the strength or weakness of the economic leakage to an area,” says the report, authored by Kara Grau and Norma Nickerson of UM. More research in the area of tourism expenditures is needed, they say. But the survey helps confirm the idea that local economies prosper when visitors spend money on local products.

Work by bead artist Sarah Widener in her studio in downtown Billings.

Please see Made, A8 May 2016

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CASEY PAGE photos‌

Artist Sarah Widener works on a ribbon shirt for her son at her studio at 3300 second Avenue North No. 4.

Made Continued from A7 What’s more, certain types of tourists, those identified as “strong geotravelers,” spent more in the local community than people who just may be passing through.

Geotourism was defined as “sustaining and enhancing the local geographic character of place, including the environment, culture, aesthetics, heritage and well-being of the local people.”

Geotourism seeks to provide people with “authentic experiences” by focusing on the unique qualities associated with a particular destination, Grau said.

The researchers measured spending habits by surveying travelers at gas stations, rest areas and airports during the first nine months of 2015. Travelers were asked how much they spent on lodging, food, motor fuel, restaurant meals, bar purchases, groceries, guide service, Montana-made products and several other categories.

Sixteen percent of those surveyed purchased locally-made products or services.

More importantly, those who purchased local products spent nearly $184 more than those who bought no Montana-made products.

Furthermore, travelers who purchased Montana-made products were more likely to be on vacation, they tended to be domestic travelers and were more likely to have flown into Montana. On average, they spent 4.39 more days in Montana than travelers who hadn’t bought any local products.

Food, beer and souvenirs were the three

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May 2016

“A lot of people think Made in Montana means huckleberry jam. But when we plop down shirts from Montana, it’s a cool way to market and advertise the state.”

Derek Aspinwall most popular categories among travelers who purchased Montana-made products.

“We’ve certainly been covering/addressing geotravelers in our research, but our 2015 nonresident data is the first time we’ve been able to look more closely at the Made in Montana spending, which is certainly a component of geotraveler characteristics,” Grau wrote in an email.

Derek Aspinwall, chief executive officer of Aspinwall Mountain Wear, said there are benefits to participating in the Made in Montana merchandise branding program that’s run through the Montana Department of Commerce. Products that meet the criteria are authorized to carry the Made in Montana sticker or tag.

“We do see a bit of a bump as long as our products are competitively priced compared to something that’s not made in Montana,” Aspinwall said.

“A lot of people think Made in Montana means huckleberry jam. But when we plop down shirts from Montana, it’s a cool way to market and advertise the state,”

Photo courtesy Aspinwall Mountain Wear‌

A tank top created by Aspinwall Mountain Wear gets printed in Billings.

Aspinwall said. “Some people don’t care if a shirt is made in Montana, but it definitely doesn’t hurt, as long as the price is similar.”

Sarah Widener said she first took up beading as a teenager. Her grandmother, Roseann Boyd, taught her.

“I really enjoy it,” Widener said. “It’s very therapeutic.”

Sewing hundreds of beads in a detailed pattern requires plenty of dexterity and a fair amount of patience. “As you go along you get quicker and more creative,” she said.

Widener began selling her beaded crafts at powwows, then opened a retail store, Native American Beadwork by Sarah, at 3300 Second Ave N. Suite 4, several months ago.

Her crafts carry a unique tag: Native American Made in Montana.

Widener said a fair number of customers who buy her crafts at powwows are from out of state.

“When I was setting up at the MSU Billings powwow, I had a lot of college kids come up and buy my beaded items,” she said.

May 2016

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SPONSORED BY THE BIG SKY ECONOMIC DEVELOPMENT

SPONSORED BY THE BIG SKY ECONOMIC DEVELOPMENT

H ERE ’ S HOW TO NAVIGATE FUTURE TIGHT LABOR MARKETS Trust is the defining principle of great workplaces

Melane Schwarz is director of marketing and member investors at Big Sky Economic Development. Contact her at 406-869-8419 or at melanie@bigskyeda.org

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May 2016

What businesses are seeking out is how to better understand the needs of employees and find ways to retain great talent. We recently had the pleasure of hosting Jacqueline Bang, a senior client solutions manager for Great Place to Work. Their company, provides the data and analysis for Fortune Magazine and their famous Best Places to Work series. They evaluate businesses of all sizes and determine what makes employees want to stay and what companies are looking for regarding talent. The following information is from Great Place to Work, Attracting Talent and our interview with Jacqueline.

First, you may think that most people want to work at a place that pays the most, not true. The top three reasons that people choose a company to work for and stay at that company are:  Trust for the people they work for.  Have pride in what they do.  Enjoy the people they work with.

Trust is the defining principle of great workplaces — created through management’s credibility, the respect with which employees feel they are treated, and the extent to

which employees expect to be treated fairly.

Next, what are managers looking for when they are trying to attract and retain top talent?

Can the employee:  Achieve organizational objectives?  With employees who give their personal best?  Work together as a team or family in an environment of trust?

Great workplaces achieve organizational goals by inspiring, speaking and listening. They have employees who give their personal best by thanking, developing and caring.

So how do small to medium businesses compete with the top large companies offering extensive pay and benefits packages. Actually, it is very easy. Great Place to Work identified six strategies through their research:  Provide robust opportunities for growth and development.  Highlight the impact employees can make by working at your company.  Ensure pay is fair and benefits are enticing.  Employ creative recruiting tactics.  Make a phenomenal first impression.  Make your company’s

Employers expect hiring challenges By 2020, the U.S. will have 1.5 million too few workers with college or graduate degrees.Fifty-six percent of U.S. employers believe the talent shortage has a medium to high impact on their ability to meet client needs.

More than 2.5 million people in the U.S. are voluntarily quitting their jobs each month, and this number is steadily rising — making the prospect of keeping talent dimmer as well.

SOURCE: MCKINSEY & COMPANY AND THE U.S. BUREAU OF LABOR STATISTICS 2014

unique culture a selling point Of course, how a company executes each area may change according to a company’s industry and unique culture.

Now, go make your business a “great place to work” and thank you to Jacqueline for sharing this information with our community. To read the entire white paper go to bigskyeconomicdevelopment.org and click on “Billings Works Overview” under “Billings Works” in the main navigation bar.

BOB ZELLAR/Gazette Staff

Jacqueline Bang talks about work force trends at the recent State of the Workforce hosted by Big Sky Economic Development.

Changing lives in our community every day...

EVErY DOLLar, EVErY CONSuLTaTION, EVErY Tax aBaTEMENT, EVErY LOaN, EVErY CONTraCT, EVErY SMaLL BuSINESS, EVErY jOB, EVErY EVENT, EVErY OuTrEaCh, big SkY ecoNomic DeveloPmeNt cHaNgeS & imPRoveS PeoPleS liveS iN YelloWStoNe couNtY;

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See ouR SeRviceS & ouR StoRieS at bigskyeconomicdevelopment.org 406. 256.6871

BIG SKY ECONOMIC DEVELOPMENT

Upcoming Chamber/ CVB Functions More details and RSVP: www. billingschamber.com or call 245-4111

SPONSORED BY THE BILLINGS CHAMBER OF COMMERCE

W ING D ING EVENT WILL HELP REINFORCE B ILLINGS AS A TRAVEL DESTINATION As a Destination Management Organization, we are experts of our city and region. Once you bring us a lead, we take over from there.

Stefan Cattarin is sales manager of Visit Billings.

Contact him at 406-869-3731 or Stefan@visit billings.com

A souvenir for your soul.

That’s what I like to think every visitor has the opportunity to receive when traveling to Montana’s Trailhead. The allure of that ‘Montana Moment’ beckons us all, and as Montana’s Trailhead, the adventure begins here in our city.

This is why the work of Visit Billings is so important. Yellowstone County has the third-largest nonresident expenditure in the state, netting nearly $400 million in 2014 (Institute for Tourism & Recreation Research). As a gateway city to Yellowstone National Park by the scenic Beartooth Highway, regionally positioned to rich history and culture throughout southeast Montana, and as the largest city in the state, Billings is the trailhead to Montana adventures.

As a Destination Management Organization, Visit Billings’ mission is “to generate room nights for the lodging facilities in the city by effectively marketing Billings and our region as a preferred travel destination.” We work to fulfill this mission by recruiting meetings, conventions, trade shows, sporting events, national rallies and more. Vital to our success, is the “Bring it to Billings” campaign enlisting support from our community and business leaders.

The reach and relationships of our community far exceed what Visit Billings

could do alone. We are dependent on our community to Bring it to Billings: to bring that company’s state, regional or national conference here, to make that introduction to the next ‘big’ event or that company sales meeting.

The reality of community support to attract potential conferences or events is incredible. Just four years ago, a local community member associated with an organization known as the Gold Wing Road Riders Association, or GWRRA, contacted the Visit Billings office with the idea of bringing the national Wing Ding rally back to Billings.

The initial effort and contact of this local member will come to fruition this summer, Aug. 31 to Sept.

3, as we anticipate 10,000 attendees to ride into Billings on their Gold Wings.

The value of this event far exceeds even the financial impact to local businesses, estimated to be around $9 million. The experiential impact on every visitor as they are embraced by a thriving and welcoming community will inevitably lead to future visits from those in attendance, bringing their families back for a “Montana Moment.” This impact through Wing Ding is one of countless events that take place in Billing year after year as a result of local leads and referrals.

As a Destination Management Organization, we

are experts about our city and region. Once you bring us a lead, we take over from there. We navigate event planners to a full and rewarding event experience, guiding them to explore all that is surrounding our fabulous city and all that is hidden within it.

We provide an authentic experience showcasing the conveniences, modern amenities, and practical tools available to any planner considering our

May Business After Hours

2016 Ag Appreciation Tour

Wednesday, May 11: Pierce RV, 3800 Pierce Parkway 5-7 p.m. Cost is $8.

Friday, June 10: Tour ag industry locations throughout southeast Montana.

All day. Cost is $55.

June Business After Hours Wednesday, June 8: Keller Williams, 745 Henesta Drive 5-7 p.m. Cost is $8.

community.

We display our position as a regional hub and convenient host city with easy interstate access and direct air service from nine major cities. Add to that our offering of more than 5,000 hotel rooms, more than 300,000 square feet of flexible convention space, multiple sports facilities and the MetraPark and Rimrock Auto Arena, and Billings is an ideal fit for any size event.

We encourage you to

help our efforts positioning Billings as a preferred travel destination by considering what event you might be able to bring to Billings.

Help us continue to impact our community and the bottom lines of businesses throughout the region while enjoying the convenience of a locally held event and the glory of bringing something important to town. Contact me at stefan@visitbillings.com or 406-245-4111 to learn more.

Presenting Sponsor

BillingsChamber.com

Billings Chamber Open GOLF TOURNAMENT

June 24th | Briarwood Golf Club Shotgun starts at 7:30 a.m. or 1:30 p.m. $500/team of 4 | single spots available Visit BillingsChamber.com for details

May 2016

11

Amber Adams

Selling self-defense

BY TOM HOWARD SIX YEARS AFTER WORLD WAR II ENDED, EDWARD TUPPER DREAMED UP A WAY TO BOOST SALES OF HIS INNOVATIVE PLASTIC STORAGE CONTAINERS BY INTRODUCING TUPPERWARE HOME PARTIES. THIS DIRECT SALES CONCEPT RELIED ON TRAINED SALES REPRESENTATIVES WHO INVITED FRIENDS TO A PARTY WHERE PRODUCTS ARE DEMONSTRATED AND PURCHASED. Since then, a wide variety of consumer goods have been sold using the concept of bringing the store to the consumer. Damsel in Defense, which markets personal protection products mostly geared toward women, is a little different.

Amber Adams, a Billings representative of Damsel in Defense, said her own experiences led her to become interested in personal safety.

To what extent did current events prompt you to pursue this type of business?

I actually decided to join this company because of my personal history of being raped when I was 17 and physically assaulted when I was 23. Damsel in Defense didn’t exist when those situations happened and I didn’t know where to go to get products to protect myself that I was comfortable using. Since joining 3 ½ years ago, this company has enabled me to heal by allowing me to help other women keep themselves safe by equipping them with the tools that they need. With sexual assault, domestic violence and human trafficking on the rise, our mission to equip, empower and educate is more important than ever.

What kinds of products do you sell?

Damsel in Defense offers self-de-

fense products mainly geared toward women, but we also understand that men need our products too. Additionally, we recognize that people may not always be the threat at hand which is why we also provide items for road safety. Cyber security is also an avenue where Damsel in Defense can protect you with our Digital Defense program.

What are your top selling products?

For me personally, it would be the stun guns and pepper sprays. They are affordable and easy to use while also complimenting each other nicely.

Do the women who attend your parties end up taking self-defense courses? Is that part of the services that you provide?

We encourage women to back up their purchases with self-defense training. But I also show some self-defense techniques at in-home parties that I have learned from taking a class myself.

I’ve also paired with a local self-defense instructor to put on classes and offer them to my customers when we have them scheduled.

When a home party is scheduled, do attendees know that products used in personal protection will be offered?

Much the same way that people that go to a Pampered Chef party expect to

see cookware, those who are invited to a Damsel in Defense Empower Hour expect to see self-defense items. It’s the emphasis of our company.

Any idea about what percentage of your customers are gun owners?

I’d say 50 to 60 percent. That number may be much higher, though, because now that we have a concealed carry purse in our product line, I’m finding more and more of the guests at my parties are either carrying concealed weapons already or very interested in going down that route. They are attracted by the idea of layering their protection by using not only their firearms, but the non-lethal items that Damsel in Defense has to offer as well.

What’s your own approach to protecting yourself from dangerous situations?

Being aware of my surroundings and trusting my instincts. Beyond that, I always carry at least two forms of selfdefense products on me at all times. As cliché as this sounds, the buddy system is a great means of deterrence and you are less likely to become the victim of an attack of any kind when you travel in a group.

Have you ever had to use force in response to a threat?

Strangely enough, even though I’ve been assaulted twice, I have not.

Keep in mind, this happened to a much younger version of me.

In those moments, it didn’t occur to me that I could use force or that I would have the ability to use enough force with my strength alone. Much the same way that someone who is learning to drive their car going into a skid on ice may not have been shown or told the correct way to handle the situation, people can just lock up and that happened to me.

Photo by LARRY MAYER/Gazette Staff

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May 2016

SALESmoves

H ere ’ s why price shouldn ’ t be a barrier to making the sale Price is not a barrier to the customer deciding to purchase.

Jeffrey Gitomer is the author of The Sales Bible and The Little Red Book of Selling.

Reach him at 704-333-1112 or email salesman@ gitomer.com

The price of whatever you sell carries with it a discomfort for most salespeople.

They’re hesitant to bring up the price because it’s the final element in completing any transaction — or so they think.

Actually, price or fee or rate is a logical progression of a presentation. If the rest of the elements of a presentation have been properly communicated, and transferred, then price is not a barrier to sale. Better stated: price is not a barrier to the customer deciding to purchase.

Why do salespeople have reluctance or fear of price presentation? Because it determines outcome — yes, no or delay (which usually means no). Price also brings truth. The “I can get it cheaper, we’ve decided to go with someone else, we’re putting this out for bids, I’m not the only decisionmaker.”

But the main reason salespeople get nervous about fee is that their belief system is weak. They’re not certain of their product, they’re not certain of their ability to deliver their message, they’re not certain of the customer’s desire to purchase, and they’re not certain of themselves.

When belief is weak, price is a bigger barrier to the salesperson than it is to the customer.

As a professional salesperson, your job is to be as personally prepared as you are customer or prospect prepared. Personal preparation, or should I say mental preparation, will lower the barrier to your own price reluctance.

If you’re ready for the customer, if you’re proud of your company, if you’re

proud of your products and services, if you believe in the value of what you’re offering, if your communication skills are excellent, and your self-confidence is high, then you don’t have to worry about price.

There are 5.5 keys that will help you in moving forward with price confidence: 1. Study your past successes. Look at all the reasons why customers bought from you in the past. If you don’t know the reasons, now would be a good time to call them and ask. Customers have all the “price and value” answers you could here hope for. Most salespeople never ask for them.

2. Prepare your presentation in a manner that discusses prices and fees along the way, not at the end.

Personally, I bring up prices and fees in the first five minutes, that way all the anxiety is gone. The customer knows there is a price attached to your product or service. The sooner it’s discussed, the easier it is to make value the heart of your presentation.

3. Convince yourself that you’re offering the best products and services in the world for value received. If you are not totally convinced, don’t start the presentation.

Your belief in what you sell is evident to the prospective buyer

whether present or absent.

4. Believe in your heart that the customer is better off purchasing from you.

That they will profit more and produce more, and that the value of what you offer far exceeds your price. When your belief is so powerful that it becomes transferable to the prospective buyer, then you have become believable, and trustworthy.

5. Bring testimonials to the presentation. The voice of other customers who talk about the value, the piece of mind, and the confidence that others have in you.

People who have paid your price, and are glad they did.

5.5 Bring your best self to the meeting. In the Little Red Book of Selling, you have read that the workday starts the night before. It’s a quote from a friend of mine’s

grandfather, who coincidentally was a multimillionaire.

The better prepared you are, both physically and mentally, the easier it will be to deepen your belief system, raise your self-confidence level, and walk in with a feeling of relationship, rather than sale.

WORTH RESTATING: Your personal preparation, especially your mental preparation, holds the key to your confidence and ability to deliver the price.

Become an expert at how your customer profits from the use of your product or service. Become a master at

outcomes and ownership — not sales presentations and closing techniques.

These personal elements and sales tools, when presented as a group, will make a compelling message, prove value over price, and create the atmosphere in which the customer to buy.

Your challenge is to master the elements.

If you want a few ideas on price negotiation, go to www.gitomer.com, register if you’re a first time visitor, and enter PRICE POINTS in the GitBit box.

May 2016

13

SPECIAL REPORT: TOURISM TRENDS, FORECASTS & PEOPLE BEHIND THE SCENES

CELEBRATING 100 YEARS

BOB ZELLAR photos

Old Faithful erupts under blue skies in Yellowstone National Park.

Yellowstone, Glacier expect big crowds for National Park Service centennial

BY TOM HOWARD After Yellowstone National Park welcomed a record 4 million visitors in 2015, what will America’s first national park do for an encore in 2016?

Probably more of the same. Tourism experts are predicting that 2016 should be another banner year for Montana’s tourism industry. Montana hosted 11.7 million nonresident travelers in 2015, an 8 percent

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May 2016

increase from 2014. However, the $3.6 billion, in spending represented a decrease of 8 percent from the previous year.

Officials from the University of Montana Institute for Tourism and Recreation Research suspect that lower gas prices likely contributed to the decline in nonresident spending last year. But other factors may be in play. Travelers belonging to the millennial generation might account for a dip in tourism spending. In general, mil-

lennials — people who were born between 1980 and 1995 — have less disposable income and are more likely to be paying down student debt. Millennials are also more likely to take advantage of the “sharing economy,” using services such as Uber and Airbnb, a website that allows people to list and rent out their property to travelers, usually at a discount compared to what motels charge, said Norma Nickerson, director of the Institute for Tourism and

Recreation Research at UM. UM’s research shows that Yellowstone and Glacier National Park represent the biggest draw to out-of-state travelers. A number of events that will coincide with the centennial of the National Park Service could also boost visitation this year.

The U.S. Army protected Yellowstone from poachers and other unsavory characters for most of the three decades prior to the creation of the National Park Service in

“We’re excited to share in the 100th anniversary of the National Park Service — especially since Yellowstone is right in our back yard.”

— Karen McWhorter, Buffalo Bill Center for the West 1916. Conservationists had long advocated for the creation of a civilian corps of rangers to protect Yellowstone’s resources and ensure the safety of tourists.

“I earnestly recommend the establishment of the bureau of National Parks,” President William Howard Taft wrote in 1912. “Such legislation is essential to the proper management of those wonderful manifestations of nature, so startling and so beautiful that everyone recognizes the obligations of the government to preserve them for the edification and recreation of the people. The Yellowstone Park, the Yosemite, the Grand Canyon of the Colorado, the Glacier National Park and the Mount Rainer National Park and others furnish appropriate instances. In only one case have we made anything like adequate preparation for the use of a park by the public. That case is the Yellowstone.”

Writing in “The Yellowstone Story,” historian Aubrey L. Haines mentioned that Congress refused to allocate any money for the park service, although the Department of the Interior established a quasi-park service in 1913 and “seasonal rangers” worked in the park in the years before the Park Service was established.

“The idea of a centralized national park administration rattled around in the federal bureaucracy for years before the National Park Services was created on Aug. 25, 1916,” writes Paul Schullery, author of “Searching for Yellowstone.” The National Park Service Act charged the new agency to “conserve the scenery and the natural and historic objects and the wildlife therein and to provide for the enjoyment of the same in such manner and by such means as will leave them unimpaired for the enjoyment of future generations.”

Several special events have been planned as the Park Service centennial approaches.

The National Park Service will host local, state and national dignitaries for the National Park Service centennial, on Aug. 25 at Roosevelt Arch.

The Buffalo Bill Center of the West will host a symposium commemorating the centennial on June 15. Six scholars will

The National Park Service will host local, state and national dignitaries for the National Park Service centennial on Aug. 25 at Roosevelt Arch.

share their perspectives on the history of art and artists in Yellowstone with “Inspiring Sights: Yellowstone through Artists’ Eyes.”

“We’re excited to share in the 100th anniversary of the National Park Service — especially since Yellowstone is right in our back yard,” said Karen McWhorter, the center’s Scarlett Curator of Western Art. “The symposium coincides with an exhibition of the same name in the in the Whitney Western Art Museum, as well as the publication of a revised edition of art historian Peter Hassrick’s book ‘Drawn to Yellowstone.’”

Symposium topic and speakers include: Albert Bierstadt by Peter Hassrick, director emeritus and senior scholar for the Center of the West.

William Henry Jackson by Eric Paddock, curator of photography, Denver Art Museum.

Thomas Moran by Joni Kinsey, professor of art history, University of Iowa.

Backcountry Waterfalls of Yellowstone by Mike “M.C.” Poulsen, artist.

Art Science and Conservation in Yellowstone by Karen McWorter, Scarlett Curator of Western Art, Center for the Tourists photograph Old Faithful in Yellowstone National Park.

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Microsoft’s employees earn equal pay for equal work

By Seattle Times SEATTLE — Microsoft says there is essentially no gap between the wages it pays men and women employed in the same roles. Women who work for the Seattlearea software company in the U.S. make 99.8 cents for every dollar made by men with the same job title.

Microsoft is the latest technology giant to release data on employee compensation amid pressure from shareholders.

“These numbers reflect our commitment to equal pay for equal work, and I’m encouraged by these results,” Kathleen Hogan, Microsoft’s head of human resources, said in a blog post announcing the figures on Monday.

Microsoft disclosed the data after investment firm Arjuna Capital submitted a proposal that, if approved by company

shareholders, would have asked Microsoft to commit to closing the gender pay gap.

The investment firm withdrew its proposal after Microsoft released the data.

Arjuna has been pressuring the technology industry to disclose its pay practices for men and women and commit to ending any disparities along gender lines.

Amazon.com, after losing its challenge to an Arjuna proposal it raised with regulators, disclosed its own data, which also showed virtually no gender gap, last month.

Microsoft has been in the spotlight on the debate about how the technology industry treats women in its ranks since Chief Executive Satya Nadella said women should trust that the system would reward them fairly, rather than ask for raises. He quickly said those com-

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The company has since reported a decline in the percentage of women it employs, to 26.8 percent, as layoffs hit phone hardware units that skewed more heavily female than Microsoft’s workforce as a whole.

Microsoft employs about 61,000 people in the U.S., nearly 43,000 of them in offices in the Seattle area and elsewhere in Washington state. The company declined to provide the breakdown of the gender pay gap, if any, among its 51,000 employees outside the U.S. Microsoft also said on Monday that racial and ethnic minorities were compensated equally, dollar for dollar, as their white counterparts with the same job titles in the U.S.

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$9 million donation from Helmsley Trust will boost health care in the region

By Zach Benoit Rural health care providers will benefit from $9 million in grants to support rural health care in the region and a hefty donation-matching challenge for the clinic’s residency program.

“Today is about the future of health care in the state of Montana and the entire region,” said Shelley Stingley, program director of the Leona M. And Harry B. Helmsley Charitable Trust’s Rural Healthcare Program.

The trust announced recently that it will give a $4.6 million grant to the state for mobile training and simulation centers to train health professionals in rural areas, as well as $4.3 million in grants to Billings Clinic’s Internal Medicine Residency program for rotations in rural areas.

In addition, it offered up a three-to-one matching challenge for donations to the support the residency program.

Providing rural rotations for its physicians has been a key, but tough to achieve, goal of the clinic’s residency program and officials there said the donation will go a long way to helping address that need.

The U.S. Centers for Medicare and Medicaid Services helps to pay for the residency slots — the three-year Billings Clinic program includes 18 physicians total and will expand to 25 in July — but it can be difficult to get those physicians into rural health centers.

“CMS does not allow the money they pay for resident training to follow the residents into those facilities,” said Dr. Nicholas Wolter, Billings Clinic CEO. With that in mind, the trust grants will fund four-week rotations at Sheridan Memorial Hospital in Sheridan, Wyoming, and at Livingston HealthCare in Livingston for the clinic’s resident physicians.

Dr. Ben Widener, from Sheridan Memorial, will help teach the visiting residents.

He said that in addition to building upon and enhancing the education they’re receiving in Billings, the rotation also means that rural doctors get the chance to leave a mark on new doctors.

“It means we have the opportunity to teach and share our passion for internal medicine with a whole new generation of doctors,” he said.

The first physician rotation started in Livingston in early April, while the first in Sheridan is slated for early May.

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May 2016

Gazette Staff

The Helmsley Charitable Trust announced nearly $9 million in donations to Billings Clinic and the state Department of Health and Human Services.

The money also establishes the Helmsley Rural Healthcare Scholars, which funds seven of the residents over three years, allowing them to research rural health care and giving them the chance to present their findings regionally and submit their them for peer-reviewed publication.

Gov. Steve Bullock, on hand for the announcement, said that the donations, and resulting programs, will continue to benefit the state for years, both from a health perspective and economically, while helping to address the challenges of rural health care.

“These aren’t charitable gifts, from my perspective,” he said. “They’re really investments in the health and well-being of Montana.”

The $4.6 million in funding for mobile training centers goes to the Montana De-

partment of Health and Human Services and will purchase a trio of 18-wheeled trucks that will contain high-tech laboratory and patient simulators.

Those trucks will travel to rural areas to provide extra training to both health care providers and emergency medical services staff “Whether you’re in Billings or whether you’re in Belt, I’m excited to see these trucks come along next year,” Bullock said.

Stingley said the mobile training units should be in operation by July 2017.

The trust’s donation challenge will provide a three-to-one match, up to $500,000 total, on philanthropic and private donations in the community that support the residency program.

Since 2012, the Helmsley trust has provided $42.8 million, via 38 grants awarded in two dozen communities, in Montana

with a goal of boosting rural health care across the state and region and in a wide range of fields.

It is part of a rural support program established by the trust in an effort get more funding for rural health efforts.

“We’re going to continue to improve systems of care,” Stingley said.

Wednesday’s donations also bring donations from the trust to Billings Clinic to more than $6 million since Nov. 2015, when it donated $1.7 million for the Helmsley Simulation Laboratory and Medical Education Center, designed to help provide education for the resident physicians and other health care students.

“What you’re doing is truly wonderful,” Wolter said of the trust’s donations. “ ... Wonderful is probably an understatement in terms of what this can do for rural health care.”

Coke’s namesake sodas see declines in key markets Associated Press

NEW YORK – Coca-Cola saw the popularity of its namesake sodas decline in key markets around the world during the first quarter, reflecting a mix of changing tastes, challenging economic conditions and a shifting business strategy.

The world’s biggest beverage maker said that sales volume for sodas like Diet Coke and Cherry Coke that bear its name collectively declined in North America, Europe and the unit including the Middle East and Africa.

Total sales volume rose 2 percent, helped by performance of other sodas like Fanta and strength in non-carbonated drinks like bottled water and sports drinks.

The slip in Coke’s namesake drinks comes as big soda brands are being pressured in the U.S. and elsewhere by a proliferation of competition. Soda is also an ongoing target for public health advocates, who blame the drinks for fueling obesity.

Diet Coke has been fading in popularity domestically as well.

As people keep moving away from big sodas, Coke has retooled its strategy to focus on packaging like glass bottles and mini-cans that can fetch more money. Even if people drink less soda, the idea is that they’ll spend more when they do.

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When asked whether the new cans and bottles could lead to confusion, Quincey said the concept was well received in test markets.

But in a survey of 65 investors, Bernstein analyst Ali Dibadj said opinions were mixed. He also used WordClouds.com to capture their reactions, and the words “confusing” and “Japan” were prominently featured.

At least one person apparently thought the big red circle on the cans of Diet Coke looked like the Japanese flag.

For the quarter ended April 1, CocaCola’s profit fell 5 percent to $1.48 billion as it was hit by a strong dollar and refranchisAssociated Press ing charges.

Excluding one-time items, the Atlanta Bottles of Coca-Cola are on display at a Haverhill, Mass., supermarket. company earned 45 cents per share. That was a penny more than expected, accordThe company recently unveiled new James Quincey, Coca-Cola’s president, ing to Zacks Investment Research. cans and bottles of Diet Coke and Coke also noted that the economies of emerging markets have been hit harder than Net operating revenue fell 4 percent Zero that make them look more like regular developed markets. Since Coke tends to sell Coke, with giant red circles on the cans. By to $10.28 billion. Organic revenue, which more sodas than non-carbonated drinks in uniting the varieties under a single brand, excludes divestitures and currency fluctuations, rose 2 percent. those markets, he said that affects its global Coca-Cola says they’ll have more impact That seemed to raise worries about soda sales. on stores shelves and maximize advertising the company’s ability to hit its target for To keep up with changing tastes, Coke dollars. organic revenue growth of 4 to 5 percent for and Pepsi are putting more marketing The new cans are rolling out in Mexico behind options like premium water, bottled next month, and will spread to other coun- this year. tries this year and next. Coca-Cola said it’s Shares of Coca-Cola closed down 4.8 teas and even milk. But Coke is still trying still testing its options in the U.S. and that percent at $44.37. to burnish its flagship drink.

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Businesses adjust as states reach toward $15 hourly wage Associated Press NEW YORK — In the aftermath of California and New York becoming the first states to raise the statewide minimum wage to $15, some small businesses with hourly workers are rethinking how they can absorb the increase.

The owners of Dog Haus, a chain of about 20 franchise restaurants in the West, may have customers pick up their meals at the counters in two company-owned stores instead of using servers to carry food to tables. The Pasadena, Calif.-based company is also looking at hiring more experienced workers who can shoulder more responsibilities than entry-level staffers who earn minimum wage. For example, a cashier might now take on some administrative tasks. That way, Dog Haus could hire fewer

“You could have a real potential drain on morale and productivity.” people.

“We’ve known this has been coming for a while, and we’ve been preparing for it,” co-owner Andre Vener says.

State minimum wages have been rising the past few years as prolabor groups including unions call for higher pay for workers, especially those at fast-food restaurants. That’s forcing small businesses that are more vulnerable to labor cost increases than large companies to reassess their operations. Some are thinking of cutting staff, and others are raising prices.

California and Massachusetts have the highest statewide minimum wages at $10. California

and New York this month became the first states to pass laws mandating that a statewide $15 minimum be phased in over the next few years. Between 2013 and 2015, seven cities in Washington state and California either passed laws raising their minimums to $15 or had referendums approving the increase, according to the National Employment Law Project, a group that advocates for lower-wage workers. Some other states raise their minimums annually to keep pace with inflation.

Small and independent retailers and restaurants are likely to feel the biggest impact of rising minimums because they employ many low-wage

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hourly workers. Nearly three-quarters of U.S. workers paid at or below the federal minimum wage of $7.25 an hour work in retailing or the leisure and hospitality industries, which include fast-food restaurants, according to the Labor Department.

It’s not just pay that rises — companies must pay more for workers’ compensation insurance and Social Security and Medicare taxes tied to what staffers earn. And when the minimum goes up, many owners give raises to employees whose pay is above the minimum so these workers — often more senior or experienced workers — will continue to earn more than

junior staffers, says Jay Starkman, CEO of Engage PEO, a human resources provider based in Hollywood, Florida. It can be risky not to adjust their pay as well.

“You could have a real potential drain on morale and productivity,” Starkman says.

But because minimum wage hikes are being phased in, companies have time to prepare.

“Smart owners are going to adjust and they’ll take steps to make sure they stay in business,” says Gene Marks, owner of The Marks Group, a consulting firm based in Bala Cynwyd, Pennsylvania.

He expects restaurants to come up with innovations to get work done with fewer staffers. For example, he imagines coffee houses where customers pour their own cups.

In Washington D.C., Michael Lastoria is preparing for a higher minimum by giving his pizza chain staffers raises to as much as $15 an hour. The minimum in the city will be $11.50 as of July 1 and then rise annually with inflation. The staffers at &pizza will all earn $12 an hour by July 1, including brand-new employees.

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Wage

has had to raise her prices about 30 percent — and heard complaints from Continued from 21 some of her customers.

Fast-food restaurants in ahead of the curve,” says the state had a big jump Lastoria, CEO of the chain in the minimum wage on that has 20 restaurants, Dec. 31. including seven inside The minimum for Washington. their workers in New Lastoria’s company can York City rose by $1.50 to absorb the higher labor $10.50, and in the rest of costs because it has solid the state, $1 to $9.75. The revenue growth, he says. minimum for other workMany companies have ers is $9.

Jankowski isn’t sure reluctantly started raising yet what changes she’ll prices. make as the minimum Laura Jankowski, keeps rising. owner of three Tropical “We’ll be trying to figSmoothie stores in the ure it out as we approach New York City suburbs,

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Building Brainpower Home Science ToolS’ AnniverSAry expAnSion

By Tara Cady Photos By Casey Page

With an additional 16,500-square-feet of warehouse room, floor space doubled and capacity tripled at Home Science Tools in Billings.

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More warehouse space affords Home Science Tools increased productivity and room for growth at 665 Carbon Street.

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In 1994, Frank and Debbie Schaner noticed that not everyone had access to scientific training tools, especially Billings-based home-schooled children and college students enrolled in distant learning programs. To address the need, they started their business out of a home closet. Soon, inventory took over their basement and within three years, they moved into their first commercial office space.

Today, Home Science Tools calls 665 Carbon St. its home. The Schaners had the facility built in 2006, housing both a warehouse and office space. According to Frank Schaner, the longterm growth goal had always been 15 percent each year. After meeting those goals for several years, Home Science Tools outgrew its storage capacity—again. For its ten year anniversary, the building was remodeled.

Home Science Tools is popular nationwide and even in Canada. A supplier of all things science, from chemistry and physics supplies to microscopes and dissection tools, the

business receives interest from public and private school teachers as well as families and adult hobbyists. Driven to enrich lives for generations, the Schaners contacted the building’s original architects and builders to plan an expansion.

Bursting at the seams

AT Architecture and Hulteng Inc. knew the existing building well, which is why Frank Schaner called them when he ran out of inventory space and room for additional employees in 2014. Having had a good working relationship in the past, Schaner, the architects and builders quickly formulated a design plan and implemented it in May 2015.

Construction took nearly a full year, with the new warehouse, office space and features becoming completely operational on Feb. 29, 2016. Ironically, they opened the new doors on Leap Day. It was a giant leap, indeed. With an additional 16,500-square-feet of warehouse room, floor space doubled and capacity tripled.

May 2016

25

special advertising section

The larger conference rooms can fit 10-12 people, whereas the old ones could only hold six to eight.

An additional docking area allows for easy unloading of sea containers.

“Having had the old warehouse for so many years, I had a much better understanding of how to find the right layout to increase productivity in the new space,” said Schaner.

With a taller roof, higher pallet racking and narrower aisles, the warehouse addition afforded more storage per square foot.

Schaner also conducted a preliminary warehouse study to get the figures just right.

“The facility works functionally so they could grow. How it laid out flow-wise met all the requirements, turning what they wanted into a building as unique as the company itself,” Mark Olsen, architect with AT Architecture, noted.

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The new motorized conveyor at an ergonomic height improves workflow.

The 1.87 million dollar project did not go without its fair share of hurdles.

Phased out

Home Science Tools was completely operational throughout the construction.

According to Brian Roush, Hulteng, Inc. project manager, the biggest challenge was working around an operating business.

“Schedules commingled. There had to be lots of coordination, especially when updating the entire fire

sprinkler system. We had to remove and replace the piping in phases so that the warehouse did not go unprotected,” said Roush.

Another hurdle was the new roof. Extra support beams to accommodate a heavier snow load and reinforce the roof were added.

“The two warehouses were at a different elevation. The existing roof was 18 to 19 feet tall and the new one was 25 feet tall,” explained Roush.

Home Science Tools personnel did temporarily lose some parking spots, along with their concentration with

all of the noise, but the final product was worth the inconveniences.

“I feel great about the expansion and renovations.

Now the challenge is to fill the space,” said Schaner.

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New features include adding natural light to the warehouse to address the power outages that Home Science Tools sometimes experiences.

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27

special advertising section we won’t have those problems. Just in case, we replaced the light fixtures with higher efficiency lighting that is brighter and has an instant on/off feature,” explained Schaner.

Natural lighting was added to the new office space as well to increase productivity.

The new design transformed 4,500-square-feet of old warehouse space into two conference rooms, a photo studio and additional offices. Featuring transom windows and improved HVAC controls, office personnel are now able to work in comfort.

“Not just the office space, but every work area in the building now has its own thermostat. Big fans were added to the warehouse to distribute heat in the winter and keep workers cool in the summer,” Schaner noted.

With improved insulation, an additional dock and larger kit assembly and repackaging area, everyday operations are running smoother.

“The new dock has the capacity to unload a sea container. That’s approximately 50 pallets that used to take

two days to unload. It now takes a few hours,” said Schaner.

A motorized conveyer at an ergonomic height also added to the warehouse’s improvements.

“Now, every improvement keeps the business moving.

Without previous limitations, we can focus on facilitating growth,” Schaner said.

Having already impacted over half a million teachers and families, Home Science Tools is excited to expand and ignite more curiosity through science.

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ConocoPhillips CEO Lance expects a rebound in the energy industry

BY TOM HOWARD The same kind of innovative spirit that helped the United States regain the title of the world’s leader in oil and gas production will also help the industry weather current market downturns, says the chairman and chief executive officer of ConocoPhillips.

Over the past decade, horizontal drilling and hydraulic fracturing have unleashed a flood of new oil and gas production in the United States. Despite a year-long decline in prices, “The U.S. energy renaissance is here to stay,” said Ryan M. Lance, a Montana native.

Speaking recently in Billings, Lance said he has witnessed six downturns in the oil and gas industry since graduating from Montana Tech in 1984. “I’m waiting for the sixth upturn, and I guarantee you it will come,” he said, delivering a keynote address during the third day of Montana Energy 2016.

Lance did not gloss over the trying times that are plaguing his industry. Low prices for oil and gas have cut energy companies’ revenues by 70 percent. ConocoPhillips and other producers have drastically curbed their investments in the wake of an oversupply of oil and gas.

“It’s pretty easy to operate when oil is $100 a barrel, and it’s a lot harder when it’s $30,” Lance said.

In 2014, ConocoPhillips spent $17 billion in developing its oil and gas properties.

That figure dropped to $10 billion last year and was cut again to $6 billion in 2016.

Over the next three to four years, oil and gas companies are projected to cut their investments by $1.6 trillion if the current trend in low prices continues.

That drop in investment could reduce the nation’s gross domestic product by 0.4 percent. While that may not seem like much of a drop, it’s significant when you consider that the nation’s economy is growing at a rate of around 2 percent per year, Lance said.

Worldwide production in crude oil is outstripping demand by about 2 million barrels per day. But that surplus is expected to disappear within a few months as demand picks up, Lance said.

ConocoPhillips projects that prices for oil and gas will remain fairly weak through the end of 2016, with at least some chance

“The U.S. energy renaissance is here to stay.”

ConocoPhillips Chairman and CEO Ryan Lance speaks at the Montana Energy conference at the Radisson Hotel in March.

of showing recovery next year, Lance said.

Which producers are best prepared to bounce back from the downturn? Lance says they have the following characteristics.

Those with low-cost supplies — ConocoPhillips and other producers involved in the shale oil revolution — are well poised to bounce back.

“It’s these low-cost supplies that protect investment returns even when commodity prices decline,” Lance said.

Companies whose assets don’t require a lot of capital to ramp up production are also poised for recovery, he said.

The U.S. shale industry has a strategic advantage because wells can be brought on line relatively quickly when demand increases.

Finally, companies with the strongest balance sheets are best prepared for the future. “You’d better be able to power through these down times of a 70 percent drop in revenue, and power through the

CASEY PAGE photos

decline to be in a position when the market starts to rise.

Sen. Steve Daines, R-Mont., who hosted the three-day energy conference, said America has a bright future thanks to innovations developed by the oil and gas industry.

“The best solutions to the challenges we face in our nation do not come from inside the beltway,” Daines said. “They come from Montanans, and they come from summits like this.”

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Women-only car services raise questions about discrimination Associated Press BOSTON — Ride-hailing companies catering exclusively to women are cropping up and raising thorny legal questions, namely: Are they discriminatory?

In Massachusetts, Chariot for Women is promising to launch a service featuring female drivers picking up only women and children. Drivers will even have to say a “safe word” before a ride starts.

Michael Pelletz, a former Uber driver, said he started the company with his wife, Kelly, in response to instances of drivers for ride-hailing services charged with assaulting female passengers. Pelletz believes his business plan is legal, and he’s prepared to make his case in court, if it comes to that.

“We believe that giving women and their loved ones peace of mind is not only a public policy imperative, but serves an essential social interest,” Pelletz said. “Our service is intended to protect these fundamental liberties.”

In New York City, the owners of SheRides are also promising a reboot this summer.

Fernando Mateo, who co-founded the company with his wife, Stella, said the company put the brakes on its planned launch in 2014 after spending “tens of thousands” on legal fees as activists and male drivers threatened to sue. The company settled one challenge, he said.

“We were accused of all sorts of things,” Mateo said. “So we went back to the drawing board.”

When the company re-launches as SheHails, men will be permitted as drivers and

Prisons, for example, have been permitted to hire female guards in select situations, but the airline industry was famously ordered to end the practice of hiring only women as flight attendants in a 1971 U.S. Supreme Court ruling.

Whether the 1964 civil rights law applies is also an open question. The U.S. Equal Employment Opportunity Commission, which enforces the law, declined to comment on the legality of women-only ridehailing services.

But spokeswoman Justine Lisser noted employers whose workers are independent contractors, as is the case with Mateo and Pelletz’s companies, are generally outside the agency’s purview.

On the consumer side, Massachusetts and many other states have anti-gender disAssociated Press crimination laws governing “public accomMichael Pelletz, left, and Kelly Pelletz, both of Charlton, Mass., who together created the ridemodations” like transportation services. sharing service Chariot for Women, sit for a photograph in their car. The husband and wife But those too, have exceptions. In Masentrepreneurs are launching the service this summer, featuring female drivers who will pick-up sachusetts, for example, women’s-only solely women and children passengers. gyms won a special legislative carve-out in 1998. passengers. It will be left to female drivers to driver.

Michelle Sicard, a Granby, Mass., resiaccept male passengers, and for female pasdent who recently signed up as a Chariot “The safety issue is a really big deal,” sengers to accept rides from male drivers. for Women driver, said she isn’t concerned said Rosabeth Moss Kanter, a professor at While taxis driven by and for women are the Harvard Business School. “But you just about the legal debate. common in Dubai and India, such busi“I don’t think it’s discriminating against can’t discriminate. You can’t turn people nesses would likely run afoul of anti-disanyone. It’s another way to make women away.” crimination laws in the U.S., industry and feel safe,” said the 33-year-old postal workOn the employment side, the federal er. “I just think people overthink things and legal experts said.

Civil Rights Act bans gender-based hiring everything becomes a battle of the sexes.”

Major ride-hailing companies Uber except when deemed essential.

But Harry Campbell, an Uber and Lyft and Lyft don’t give users the option of Courts have interpreted that “bona fide requesting a driver based on gender. The occupational qualification” clause very nar- driver in Los Angeles who runs The RideTaxicab, Limousine & Paratransit Associa- rowly, said Elizabeth Brown, a business law share Guy, a blog and podcast, fears the idea tion, a trade group, says companies vary on professor at Bentley University in Waltham, could be a “slippery slope” to other forms of whether women may request a female taxi Massachusetts. discrimination.

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BETTERbusiness

FBI warns about CEO mail scam The scam can vary, targeting corporations, small businesses and nonprofits.

Veronica Craker is managing editor of Better Business Bureau Northwest.

Contact her at veronica.craker@ thebbb.org

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I still remember the first email I received from my boss, Tyler Andrew, chief executive officer at Better Business Bureau Northwest. It was during my first month on the job as managing editor, and I had approved a letter that was to be sent to BBB accredited businesses. Part of my duties included sending the final draft through the proper channels, which included Andrew.

His email to me was simply asking for my opinion about the letter and gauging me for advice on how we interact with our members. It was a simple workrelated email, but coming from the CEO brought with it such importance and urgency.

I wanted to respond quickly and intelligently. I received the email after work hours as he was no doubt working late and I was simply checking emails on my cellphone. I drafted my response, and after reading it a few times decided it was best to wait and send it in the morning when I was well-rested and properly caffeinated.

I suppose the ex-journalist in me wanted to ensure I properly researched my suggestions and that my ideas were wellthought-out.

But I won’t lie, sitting on the email all night did worry me that by not being quick with a response it would look poorly upon me. I imagine that’s the same concern felt by the employees who were tricked during the “CEO email scam” the Federal Bureau of Investigations is warning about.

The scam has claimed more than $2.3 billion in losses since October 2013. It is so rampant the FBI sent out a warning in early April warning businesses

about the scam targeting employees who handle the company’s finances.

Here’s how it works: The scammer sends an email to an employee identifying themselves as either the chief executive officer, trusted vendor or company attorney. The email comes from a legitimate-looking address and may even use similar language used within the corporation. Then the scammer tells the employee to wire them money that seems appropriate for that type of transaction.

The scam can vary, targeting corporations, small businesses and nonprofits, but many times it deals with businesses that work with foreign suppliers or who regularly make wire transfer payments.

The FBI reports there has been a 270 percent increase in victims and exposed loss to this scam since January 2015. Law enforcement officials around the world have handled complaints from victims in every state in America, including at least 79 countries.

The FBI urges businesses who believe they may have fallen victim to this scheme to contact their financial institution immediately. They can also file a complaint with the Internet Crime Complaint Center (IC3) at www.ic3.gov.

Better Business Bureau Northwest wants to remind the public to stay on guard whenever they receive an email requesting money when it is written with urgency. To ensure protection against money scams such as these, companies should have multi-level authentication in place to make sure more than one person is approving wire transfers.

LEGALbriefing

Public benefit corporation debuts in Montana Time will tell whether PBCs are a flash in the pan or a new paradigm for business in America.

Eric Nord is an attorney with Crist, Krogh & Nord, LLC. Contact him at 406-255-0400.

Ever since the Dodge Brothers sued Henry Ford, a traditional for-profit corporation was required to be operated primarily to enhance shareholder value.

Sure, every once in awhile companies could do nice things for their employees or the cities where they operated, but the penultimate goal of the corporation had to be profitability for its owners.

Recently, however, a new type of corporation has been recognized around the country: the public benefit corporation (“PBC”). This past year, the Montana Legislature recognized it as well.

What sets the PBC apart from other for-profit corporations is that it must be created for a “general public benefit” and the articles of incorporation of a PBC may identify one or more specific public benefits as the purpose or purposes of the PBC. “General public benefit” in this context means a material, positive impact on society and the environment, taken as a whole, as assessed against a third-party standard, from the business and operations of a PBC. For example, a PBC may be set up to specifically benefit the environment even though it generally derives its profits

as an energy company.

It is the for-profit nature of the PBC that sets it apart from a non-profit entity that might otherwise be interested in social issues like the environment. Whereas a nonprofit corporation does not allow an individual to profit legally from its business, a PBC does allow an individual to reap the benefits from its activities. Also, a PBC can declare that total shareholder profit is not its primary goal; it can declare certain profit sacrifices in order to benefit the society in some way.

While a PBC sounds like a good compromise between an entity created solely for profit and an entity created solely for charity, it does create some problems for the investor who is looking for profitability from the entity.

Unlike the typical standard for determining performance of corporations, as determined in the Dodge versus Ford case, the PBC uses a “third-party standard,” which assesses overall corporate and societal performance. This standard is supposed to be developed by a third party that has no material financial relationship with the PBC. This third party is supposed to use a balanced multi-stakeholder approach, including a

Siri Stafford

The public benefit corporation is making its debut in Montana.

public comment period of at least 30 days, to develop the standard for the PBC. If all of this sounds complex and rather difficult for you to imagine in practice, you are not alone.

Yet, there is one high-profile company that has decided to make the leap to PBC status: Kickstarter. It will apparently commit a certain

percentage of its after-tax profit toward arts and music education, and to organizations fighting to end systemic inequality, including arts and music programs for children and young adults, with a primary focus on underserved communities in New York City, as well as organizations fighting to end prejudices against and

increase opportunities for people of color, women, and LGBTQ individuals.

Time will tell whether PBCs are a flash in the pan or a new paradigm for business in America. In the meantime, investors in PBCs should research their investment carefully to determine how “success” will be measured.

May 2016

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Business Briefs Local Commerce at a Glance

Rimrock Mall adds H&M

Swedish retailer H&M opened its new Rimrock Mall store on April 28.

The arrival of H&M in the 23,000-square-foot space formerly held by Herberger’s means all anchor spots in the mall will be full for the first time since August 2014 when Scheels Sporting Goods left to open a stand-alone store at Shiloh Crossing.

“This is the continued development and evolution of Rimrock Mall, with many more exciting things on the horizon,” mall spokesman Daron Olson said.

H&M announced plans 13 months ago to expand in Rimrock Mall, which set off a game of musical chairs within the mall. Herberger’s agreed to expand and move into the vacated Scheels space on the mall’s south end in November.

To accommodate Herberger’s in the 60,000 squarefoot space, smaller retailers Claire’s and Foot Locker agreed to move to different locations in the mall.

H&M, which stands for Hennes & Mauritz, is publicly traded in Sweden and has about 3,700 stores in 61 countries, including 419 in the United States. The company opened its first Montana location in September at Southgate Mall in Missoula.

Montana “has been very

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May 2016

welcoming to us since we opened our first location … and we look forward to providing our customers there with even more access to fashion,” Daniel Kulle, U.S. president of H&M, said in a written statement.

H&M sells women’s, men’s and children’s clothing.

Regular store hours will be 10 a.m. to 9 p.m. Monday through Saturday and 10 a.m. to 6 p.m. Sunday.

First Interstate makes purchase

First Interstate BancSystem Inc. is purchasing Bigfork-based Flathead Bank for $34.2 million, its third purchase of a small Montana community bank in the last two years.

Billings-based First Interstate, which wholly owns First Interstate Bank, is poised to add seven branches in western Montana and $231.6 million in assets to the bank’s portfolio.

The deal is expected to close in mid- to late- summer.

Directors of both banks approved the sale, and it awaits regulatory approval.

Parent company Flathead Holding Co. of Bigfork owns three Flathead Bank branches in Bigfork, Kalispell and Lakeside, three Valley Bank branches in Belgrade and Ennis and the Bank of Glacier County in Cut Bank. The bank has 80 employees.

First Interstate also has branches in Bigfork, Kalispell and Belgrade. Spokeswoman Cindy Lyle said First Interstate officials have not decided whether they’ll close any Flathead branches or cut workers.

Larry Jochim, chairman of Flathead Bank, called First Interstate a “respected company” that will give Flathead customers access to more banking products, increased lending limits and more convenient statewide access to the bank.

The 45-year-old Flathead Bank launched as a community financial firm to serve residents on the east shore of Flathead Lake.

Ortho moves to help bees

DENVER — Amid ominous warnings about threats to pollinators and the food crops they make possible, garden-care giant Ortho announced that it will stop using a class of chemicals widely believed to harm the most important pollinators of all: bees.

Bees are critical to the food supply because about onethird of the human diet comes from insect-pollinated plants, and honeybees are responsible for 80 percent of that pollination. Concern about bee health is growing, with federal officials considering whether

to protect two species of wild bumblebees.

Ortho said it has already removed neonicotinoids from the majority of its products used to control garden pests and diseases. It plans to remove it from all the rest in two to five years.

The company is believed to be the first garden products brand to announce it will stop using the chemicals, said Lori Ann Burd, director of the Environmental Health Program at the Center for Biological Diversity.

She called it “fantastic news.”

The chemicals, called neonics for short, attack the central nervous systems of insects, killing them or making them vulnerable to predators and deadly diseases, researchers say.

Neonics and other pesticides, along with disease and declining diversity in gardens and landscapes, are among the causes of declining bee populations worldwide, a United Nations study released in February said.

Eliminating neonics from Ortho products might require gardeners to apply them more frequently, but it will be easier to target pests while reducing the chances of hurting bees, said Tim Martin, the company’s vice president and general manager.

Ortho is a division of Marysville, Ohio-based Scotts

Miracle-Gro Co. The parent company reported sales of $3.02 billion last year but doesn’t break out statistics for its divisions.

The severity of neonics’ effects on bees appears to vary depending on the type of crops they are used on, according to a study by the U.S. Environmental Protection Agency and California’s environmental agency released in January. Another study published last year says neonics might hit wild bumblebees harder than domestically raised honeybees.

Bayer CropScience and Syngenta, the top manufacturers of neonics, have said the research has exaggerated the risks and understated the benefits.

In March, the U.S. Fish and Wildlife Service said it would consider whether to protect two species of wild bumblebees under the Endangered Species Act amid declines in their numbers.

The environmental group Defenders of Wildlife, which asked federal officials to consider protecting the bees, said neonics were a factor in the bees’ decline.

It’s not yet clear what effect Ortho’s decision will have on the health of the overall bee population. Neonics are used in a number of chemicals applied to food and textile crops such as corn and cotton as well as home gardens.

But May Berenbaum, a bee expert and professor of entomology at the University of Illinois, said homeowners use a significant amount of pesticides, and introducing alternatives to neonics is important.

“There are still profound problems (for bees), but this is a step toward removing one contributor to some of the problems,” she said.

401(k) loans on an upswing

PITTSBURGH — The temptation to take loans from a company 401(k) retirement savings plan is apparently too hard to resist for some people even after they’ve been warned of how dipping into that account can knock their retirement plans off track.

“In addition to the loss of compounding interest, there are other potential downsides or perils of utilizing a loan provision from a 401(k),” said Curt Knotick, owner of Accurate Solutions Group outside Pittsburgh.

While research by the Federal Reserve Bank shows a small percentage of workers use their 401(k)s as a honey pot to fund vacations and live beyond their means, the majority of such loans are used to make downpayments on homes, consolidate high interest credit card debt, buy cars and pay bills.

Business Briefs Success Stories Recognizing People Local and Commerce Achievements at a Glance

Meetings group honors Tyson

Montana State University Billings.

She has experience in higher education and student development, having previously served as the director of student life for Yellowstone Christian College and international student service/ESL coordinator for MSUB. She volunteers for First Presbyterian Church and has served as a volunteer teaching assistant for the Montana Women’s Prison.

commitment in 2015.

Cellular Plus was awarded the 2015 No. 1 Best in Class by Verizon WireAlex Tyson, executive director of less in the West division, one of four Visit Billings, has been named one of divisions in the United States. Cellular 25 meeting profesPlus competed against more than 20 sionals selected other Verizon Premium Agents in a as Smart Women variety of categories focused on cusof the Meetings tomer satisfaction. The Best in Class Industry in the April rankings were calculated monthly and 2016 issue of Smart Cellular Plus finished in first place 9 Meetings. Tyson out of the 12 months, dominating the TYSON is recognized as an competition in 2015.

Fahrenwald innovator among In March, Cellular Plus awarded the professionals who were acknowl- recognized top performers at the annual meetDr. Roxanne Fahrenwald, with the edged. More than 200 women were ing in Billings. The Top Overall Sales Montana Family Medicine Residency nominated to receive the honor.

Award for Cellular Plus was earned by at RiverStone Health, received the the Heights store in Billings, under the Gold Award from Wedding planner leadership of store manager, Devon the Association of Clayton. Clayton and the Heights earns honor Family Medicine Team were ranked No. 1 for overall Uniquely You Planning, owned Residency Directors sales out of 57 stores in the Cellular

by Wendy Means, has been awarded at the Association’s Plus company. Devon attributed the the 2016 Couples’ Choice Award by annual workshop success and the store’s performance WeddingWire, an online wedding and education symto Assistant Manager, Michele Kelsey marketplace. Uniquely You Planning FAHRENWALD posium in Kansas and the team’s dedication to providprovides traditional and alternaCity, Mo. Fahrening elite customer service. tive wedding planning, ceremony wald, who served for Rai Winzer has been promoted officiant services and event planning 16 years as MFMR’s director, is now to district sales manager for Cellular services such as holiday parties, cor- the Senior Vice President of Clinical Plus — Verizon Wireless. Winzer porate events, Bar/Bat mitzvahs and and Educational Integration at Riverwill now lead 11 stores and more than social gatherings. For more informa- Stone Health.

80 employees in Billings, northeast tion, go to uniquelyyoumt.com.

The AFMRD award recognizes her Wyoming, and Eastern Montana. tenure as the residency’s director, her Winzer operated the Heights location advocacy, scholarly work perforHarris joins for 14 years as the store manager and mance, support of peer development, Charter College developed it into one of the top wireprofessional development and service Emily Harris has joined Charter less stores in the region. to family medicine organizations.

College as manager of the new camJeremy Weinmeister was recently pus in Billings. In her role, she is repromoted to territory manager with sponsible for providing leadership and Cellular Plus Cellular Plus — Verizon Wireless. operational management for the five recognized Jeremy will oversee the Billings area core areas of the campus: admissions, stores as well as the Cody and Powell Cellular Plus — Verizon Wirefinancial aid, education, student less earned the Best in Class award locations. Before joining the Cellular Plus team in 2015, Weinmeister was success and career services. Harris and honored several Billings area a Multiple Location Supervisor with is a native of Billings and earned a Cellular Plus employees for their McDonald’s Corp. Cellular Plus. Curbachelor’s degree in psychology from outstanding performance and

tis Brooks, Katherine Hoefner, and Veteran banker Cyndi Purdon were all honored at the sets retirement annual Cellular Plus Manager’s MeetKeith Cook, First Interstate Bank’s ing for their unwavering dedication to president of Eastern Montana operaCellular Plus. tions, has announced he’s retiring Aug. 1, after 32 years with the BillingsOpportunity Bank based bank.

“I feel as if I am adds 2 lenders leaving a family Derek Bartel and Alan Vogt rather than retiring recently joined Opportunity Bank of from a company. I Montana’s branch at 455 S. 24th St. W. will miss everyone Bartel has joined as a personal and will never be banker II. He specializes in consumer, able to thank them commercial and agenough for standing COOK ricultural loans, and by me throughout new accounts. Bartel the years,” Cook said in a statement graduated with a released by the bank. degree in business Cook has overseen the bank’s management and Eastern Montana operations since communications 2003, which include branches in BillBARTEL from Rocky Moun- ings, Absarokee, Columbus, Laurel, tain College and is Hardin, Colstrip, Lame Deer and Miles City. He was hired in November a member of the Billings Chamber 1984 and named president of the Billof Commerce and Home Builders Association of Billings. He previously ings branch in 1994.

Cook will be replaced by another worked for a regional bank. Bartel may First Interstate veteran, William Hupbe reached at 256-1891. pert, the president of the bank’s WyoVogt has joined as an AVP/comming region. Huppert has worked for mercial loan officer specializing in First Interstate for 33 years and began business and commercial real estate his career with the company in Billloans. He holds a ings in 1983. degree in business “He brings with him extensive finance from Monexperience in commercial financial tana State University services and branch management. in Bozeman and is The Eastern Montana Region will be a member of the well served under his leadership,” Bill Billings Chamber of Gottwals, First Interstate’s chief credit VOGT Commerce, Home officer, said in the written statement.

Builders Association First Interstate is wholly owned of Billings and Biz to Biz networking. by First Interstate Bancsystem and is He has a background in commercial one of Montana’s largest native banks. banking, most recently at a Montana First Interstate controls $8.7 billion regional bank. Vogt can be reached by in assets at 83 branches in Montana, Wyoming and South Dakota. calling 256-1891.

May 2016

35

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May 2016

LLC, Oakland Built Homes Inc., $169,925 2981 W. Copper Ridge Loop, Oakland Built Homes Inc., $169,925 4044 Backwoods Drive, Classic Design Homes, $226,665 1375 Twin Lakes Drive, Green Jeans LLC, $275,000 3055 Western Bluffs Blvd., Oakland Built Homes Inc., $196,080 2926 W. Copper Ridge Loop, Oakland Built Homes Inc., $177,260 2930 W. Copper Ridge Loop, Oakland Built Homes Inc., $169,925 3302 Zimmerman Place, Newman Built Quality Homes, $394,180 5150 Amherst Drive, Seven Land Holding LLC, Bam Construction $263,365 4171 Banbury Place, Dorn/ Lowe LLC, $195,200 1105 Vineyard Way, Wagenhals Enterprises Inc., $235,390 6403 Western Bluffs Blvd., Wagenhals Enterprises Inc., $316,435 1134 Jordan Circle, Habitat For Humanity Mid-Yellowstone Valley, $144,755 6132 Timbercove Drive, Ben and Christie Smith, Rimrock Builders Inc., $509,000 5509 Sunnyview Lane, Wells Built Homes Inc., $180,050 New Two Family 2845 Cumberland Hill Road, Dan Marsich, Marsich Investments, $311,630 1006 Yellowstone Ave., Lighthouse Homes LLC, $400,000 725 N 17 St., Wegner Homes (725 N 17th and 1620 8th Ave. N.), $275,000 2849 Cumberland Hill Road, Marsich Investments $310,860

LLC, $11,063 544 Broadwater Ave., Lehman, Carl William, Craigo Construction, $1,500 1817 Forest Park Drive, Co3237 Parkhill Drive, McRae, chran, Kenneth P. Jr. and Donna, William D. and Jana L., Colossal Freyenhagen Construction Inc., Construction, $500 $13,000 31 W. Antelope Trail, Hallam, 204 Mountain View Blvd., Steven V., Craigo Construction, Smith, Jordan Dianne, Reichen$500 bach Construction, $8,500 1524 Cheryl St., Brad Hud2212 Hoover Ave., Delger, son, $500 Ronnie L. and Sue C., Shylo Con209 Yellowstone Ave., Glenn struction Don Schye, $900 Kristine A., Craigo Construction, 1922 9 Ave. N., Doug Brown $1,500 Trust, Norse Builders, $10,000 680 Winter Green Drive, 3/9/2016 3440 Granger Rod Lorenz, L&L Construction Ave. S., Janet Taylor, Colossal LLC, $14,720 Construction, $700 1617 Roadrunner Place, 4081 Morgan Ave., AtkinSteinke, June, Win-Dor Indusson, Robert L. and Sandra M., C tries, $1,078 Squared Construction, $750 718 Conway St., Munson, 6735 Cove Creek Drive, Tyler J., Win-Dor Industries, Giffin, Jeffrey J. and Darci M., $2,324 $33,000 1220 Beringer Way, Nielsen, 266 Annandale Road, Mehr, Kyle P. and Kathryn D., Win-Dor Theodore, $1,000 Industries, $5,034 1239 Ponderosa Drive, Bar2203 Sunnyview Lane, Wes- tel, Dan and Danielle, Lynnrich terman, Ryan T. and Shannon Inc., $1,298 M., Win-Dor Industries, $1,794 2454 Southridge Drive, 1831 Poly Drive, Alford, Don- Kreitzberg, Galeen M., Jeff ald L., Lynnrich Inc., $1,317 Kreitzberg Homes, $9,000 2987 E. Plymouth Place, 4608 Palisades Park Drive, Murdock, Delores, The Pella Hanson, Win-Dor Industries, Window Store, $1,000 $61,572 1252 Benjamin Blvd., RJ Mac 2615 Selvig Lane, Gaskins, Homes Inc., $8,000 Joel, Win-Dor Industries, 2443 Southridge Drive, Hill, $7,852 Diane M., $25,000 710 Winemiller Lane, 2512 Custer Ave., Soft, Em- Christoferson, Patrick A., ily A., American Exteriors LLC, Christoferson Plumbing & Heat$2,947 ing, $2,000 3129 St. Johns Ave., 7 Nimitz Drive, Johnson, Becktold Kenneth, American Cheryl L., Lynnrich Inc., $2,369 Exteriors LLC, $16,556 1101 Strawberry Ave., Stark, 2502 Miles Ave., McCombs Judd D. and Tawny L., $1,000 Brian S., American Exteriors 3138 Myrtle Drive, Haider, LLC, $2,422 Dale M. and Janyce K., $1,800 2934 St. Johns Ave., Mares, 3228 Turnberry Circle, Carmelia, American Exteriors Mooer, Brandon J., |Lynnrich

Remodel Single/ Duplex/Garage

Residential Permits Continued Inc., $4,120 707 S. 34th St., Thomalou LLC, Hill Construction, $1,000 2020 9 Ave. N., O’Donnell, Melissa A., Messer Construction, $8,150 3019 Edmond St., Olfert, Dennis D., The Pella Window Store, $1,200 1702 Forest Park Drive, Eileen R. Kiesow Trust, The Pella Window Store, $1,200 2112 Nina Clare Road, Sider, Melissa Anne, Craigo Construction, $1,500 2704 McCormick Lane, Trent, Joan, Big Sky Exterior Designs Inc., $9,700

528 Aronson Ave., Phillips, Robert W. and Jeanette, Les Nouveau Milieux-Bob Habeck, $1,500 1718 Stony Meadow Lane, Backer, Keil A., $12,400 131 S. Santa Fe Drive, Dina, Rosalind C., Magic City Construction LLC, $1,600 513 Alderson Ave., Balich, George P., C’s Construction Of Billings, $5,649 2748 Palm Drive, Doran, Robert R. and Jane O., The Pella Window Store, $2,600 851 Lobby Circle, Anderson, Michael B. and Cheri A., Sundance Tile & Carpentry, $6,000

2644 Burlington Ave., Dougherty-McMichael, Nicholas, $1,300 3129 Canyon Drive, Newman, Louis E. and Kathy L., $2,000 1309 Yellowstone Ave., Kowalski, Angela M., |Kenmark Inc., $4,000 2412 Woody Drive, Engebretson, Jeremy L. and Doniel, Les Nouveau Milieux - Bob Habeck, $600 2240 Boulder Ave., Haber, Josh D. and Amanda L., C Squared Construction, $750 3413 Castle Pines Drive, Hackney, Howard E. and

Catherine, Win-Dor Industries, $1,065 538 Park Lane, Kochner, Curtis W., Big Sky Exterior Designs Inc., $11,600 3153 Marguerite Blvd., Bikle, Charles H. and Laura L., The Pella Window Store, $763 904 Miles Ave., K-Bar Investment Properties LLC, Construction By Design Inc., $800 3758 Lava Circle, Waite Family Trust, My Handyman Service, $15,000 3906 Heritage Drive, Mike And Fran Patterson, Freyenhagen Construction Inc. $16,000 102 S. 33 St., Joseph, Joseph

H., Service Master Restoration

By Rimrock, $29,168 3323 Reimers Park Drive, Demars, Sean M. and Sarah F., G&L Enterprizes Inc., $105,000 2355 Quail Court, Guzman, Glenn K. and Susan K., The Pella Window Store, $1,100 4550 Hi Line Drive, Lee, Curtis A. and Stephanie L., The Pella Window Store, $1,700 2518 Golden Blvd., Hoving, Harry C., $1,950 2224 Burlington Ave., Amend, Yeager Phyllis J., WinDor Industries, $2,072 2523 Ranchette Road, Cook, Bruce R., Win-Dor Industries,

$1,835 1015 N. 24th St., Collado, Urbano, Win-Dor Industries $1,220 435 Crow Lane, Knepper, Adam R. and Stephanie, C Squared Construction $500 3527 Glenfinnan Road, Gum, Barry and Patricia, C Squared Construction, $500 1178 Kootenai Ave., MillerTruong Jodee, Infinity Homes LLC, $1,000 431 Kathy Lane, Clark, John J. and Peggy D., K-Designers $16,200 There were 114 Fence/Roof/ Siding permits issued in March.

Rocking Spur Roofing and Construction, 5302 Clemson Drive, 696-0906 S&L Construction, 1215 Weldon Road, 390-2300 R&D Mobile Truck Repair Inc., 100 24th St. W., Suite 1-1/2, 200-0251 Leading Edge Contracting LLC, 5200 Montana City Drive, 860-7072 D/Lindstrand LLC, 2323 St. Andrews Drive, 702-1110 Closein The Gap Outdoors, 4575 Box Canyon Springs Road, 647-3283 JR Accounting, 5625 Helfrick Road, 248-3457 Blown Away Salon & Spa LLC, 2010 Grand Ave., Suite 3, 969-3983 A Perfect Fit, 145 Regal St., Suite 2, 702-3990 Gigi’s Kitchen LLC, 238 Fair Park Drive, 939-4824 Braun Building & Remodeling LLC, 82 Scilley Mountain Vista Drive, 426-4408

DuraLast Auto, 504 N. 20th St., 647-3775 Stillwater Plumbing, Absarokee, 321-2898 Environmental Breaking Technologies LLC, 2632 Ranchette Road, 696-5367 IT&M Division Inc., Helena, 495-1543 D Schultz Construction, 208 Burlington Ave., 591-3678 Epic Contractors, 345 Siewert Lane, 565-8642 Vambam Customs, Laurel, 702-9524 Prindle Manufacturing & Performance, Shepherd, 2089129 Distribution International, 7015 Trade Center Ave., 6522730 Riddles Jewelry, 300 S. 24th St. W., 655-0834 Riddles Group Inc., Rapid City, S.D., 605-343-2226 Old Skool Vape Society LLC, 1749 Main St., Suite A, 801603-0289

A&B Cleaning, 4945 Chevelle Drive, 672-6054 Backbreaking Moving Help, 735 Nottingham Circle, No. 4, 861-1402 ZWH Painting, 845 Yellowstone Ave., 839-4146 The Tamale Company, 1087 Keno St., 697-0418 Sugarside LLC, 532 Wyoming Ave., 256-8496 Danielle Egnew Spiritual Advisory, 2822 Third Ave. N., Suite 209, 818-445-2494 Harvest Solar MT LLC, Bozeman, 570-8844 Collector CNC And Design, 2407 Miles Ave., 860-6203 Simply Vintage Style, 501 S. 44th St. W., No. 1302, 480-3749797 Ever After Events, Shepherd, 208-4555 Soto Enterprises, Laurel, 690-0438 Deck Restoration Specialists, 1650 Inverness Drive, No. 8, 697-0539

Natus Corp., St. Paul, Minn., 651-487-3211 Wonder Years, 38 Burlington Ave., 245-4192 Maxmillion Design Co., 1250 Steffanich Square, 694-8674 Val’s Florals, Worden, 9674088 Roth Concrete Lifting, Laurel, 670-9925 Big Sky Off Road Vixens, 6303 Grand Ave., 850-3292 Wallis Enterprises LLC, 1245 Matador Ave., 672-3487 Shine On Auto Detailing, 141 Florine Lane, 851-3474 Conquer Industries LLC, 3805 Highway 312, 861-2861 Essential Oil Solutions, 5213 Golden Hollow Road, 248-1962 J&M Tire LLC, 156 Garden Ave., 969-2072 Healthshare Montana Inc., 123 S. 27th St., 651-6530 French & Son Painting, 1549 Central Ave., 200-4901 Simply Pristine, 2226 Yellowstone Ave., 671-7730

Lindo Michoacon, 34 Rainier St. N., 794-2112 Bestworth-Rommel Inc., Arlington, Wash., 360-435-2927 Pillar To Post Professional Home Inspection, 2408 Wyoming Ave., 861-1597 Iron Mountain Builders, 644 Cook Ave., 210-7987 Restor, Design, & Build, 1130 Custer Ave., 690-2645 Billings Elite Amateur Boxing, 602 S. 25th St., 647-4001 Brendon Besel Construction, 2214 Trails End Road, 6965429 Scannella Illustrations, 42 Almadin Lane, 672-6565 Service Master Restoration

By Rimrock, 111 S. Eighth St. W., 534-4700 Junk Drawers LLC, 517 Wicks Lane, Apt. 4, 323-6889699 CEG Construction Inc., 962 Eagle Ridge Drive, 855-2843 Montana Home Ownership Network, Great Falls, 761-5861

Business licenses The following business licenses were filed with the city of Billings in March 2016: The Hair Studio/Liz Hansen, 2207 Grand Ave., 655-1090 Frontline Enterprise Co., 710 5th St. W., 224-999-5027 Todd Bjork Construction, 137 Avenue B, 690-3046 Homestead Handyman Service, 3240 La Paz Drive, 698-4946 Dan’s Lawn Care, Shepherd, 200-0957 Splinters Designs by Jeff Zitur, 1114 Anchor Ave., 8942525 CP Concrete, Laurel, 702232-9341 Big Sky Contractors, 1202 Ninth St. W., 879-9838 Dancing With Patricia LLC, 4405 Rio Vista Drive, 8508669 Hairway To Heaven, 2319 Broadwater Ave., 876-1374 Full Moon Enterprises LLC, 2323 Minnesota Ave., 328-7344

May 2016

37

Business licenses continued Torrent Resources Inc., Phoenix, 602-268-0785 Granite Peak Detailing, Shepherd, 698-4053 Matters Of The Heart, 2224 U.S. Highway 87, No. 150, 6962748 Joyce Professional, 402 S. 33rd St., 633-3321 Magic City Contracting, 7604 Burlington Ave., 697-8589 CDS Painting, 3832 Becraft Lane, 672-1746 Enchanted Fairy Yarnworks, 501 S. 44th St. W., 703-899-

2026 Rick & Matt Schultz, Laurel, 647-1370 JRC Handyman Services, 30 Attika St., 425-583-9493 Montana Made Projects, Shepherd, 321-1002 Charter College, 1595 Grand Ave., Suite 230, 294-0156 Short Enterprises Inc., 1147 O’Malley Drive, 208-5804 Tanna Mitten Tutoring, 1774 Heritage Walk, 534-8271 Adventures Montana, 3313 Rimrock Road, 671-4146

Beautiful Eire’s Jewelry, 7921 Clark Ave., 927-2271 Ad Lawn & Snow, 2711 Selvig Lane, 696-1347 Lucky Lil’s Casino of Billings #10, 700 King Park Drive Nading Bookkeeping, 3619 McDougall Drive, 671-9167 River’s Edge Woodworking and Design LLC, 1719 Lone Pine Drive, 690-4367 Bailey’s A1 Construction, 220 13th St. W., 671-7318 Hookjaw, 595 Claremont Road, 698-2510

Arstein’s Drywall & Painting, 419 Jerrie Lane, 591-0142 Energisystems LLC, 942 Rochester Drive, 670-5252 Restocon Corp., Tampa, Fla., 813-643-2202 The Rollin’ Donut, 1910 Dogwood Drive, 245-2509 Mountain West Solutions LLC, 2602 Meadow Creek Loop, 612-799-8495 Kelly Partridge, 1073 Governors Blvd., 248-9386 Love Yoga, 4910 Middle Valley Drive, 696-7255

3 Brothers Bistro, 1116 16th St. W., 247-0101 Tacoma Screw Products, 4540 S. Frontage Road Montana Steampunk, 215 Broadwater Ave., 690-7840 Colgan Construction, 623 Lincoln Lane, 291-1239 TKL Construction, 3010 Rugby Drive, 839-7530 TDK Construction, 3901 Chamberlain Drive, 290-4048 Billings & Beyond Real Estate Services LLC, 508 Grand Ave., 969-3301

A Limb Above, 1720 Tanner Lane, 208-403-6790 Jett Development LLC, Ballantine, 861-7900 Long Building Technologies Inc., Casper, Wyo., 303-975-2100 Puddle Jumpers Preschool, 764 Antelope Place LIT Enterprises Inc., Pompeys Pillar, 839-3913 Rue-thless Baseball, 2311 Monad Road, No. 6, 431-3877 Charter Communications, 1860 Monad Road, 888-4382427

ballos of Burien, Wash.: Systems and methods for delivery of devices along a transport path.

9,266,687, Feb. 23, The Boeing Co., Chicago.

Mark A. Hughes of Owasso, Okla.; Charles J. Lord III, Bruce B. Randolph, Joe B. Cross, Sumod Kalakkunnath, Mike K. Corbett and Larry E. Reed, all of Bartlesville, Okla.; and Roger K. Goenner of Billings: Treatment stages for selenium removal.

9,266,755, Feb. 23, Phillips 66

Co., Houston.

Alan Hepner of Rexford and David Metivier of Holladay, Utah: Elevated rail system. 9,267,242, Feb. 23.

Bradley James Fredella of North Las Vegas, Nev., and Steven W. Arntzen of Billings: Keno game method and apparatus with multiple card hit replication. 9,269,234, Feb. 23, Century Gaming Inc., Billings.

Jeffrey A. Bowers of Issaquah, Wash.; Geoffrey F.

Deane, Nathan P. Myhrvold, Clarence T. Tegreene and Lowell L. Wood Jr., all of Bellevue, Wash.; Russell J. Hannigan of Sammamish, Wash.; Roderick A. Hyde of Redmond, Wash.; Muriel Y. Ishikawa of Livermore, Calif.; Nathan Kundtz of Kirkland, Wash.; David R. Smith of Durham, N.C.; Philip A. Sullivan of Bozeman; and David B. Tuckerman of Lafayette, Calif.: Systems and methods for adaptive vehicle sensing systems.

9,269,268, Feb. 23, ELWHA LLC, Bellevue.

Troy R. Lane of Phoenix and Ronald T. Thomsen of Kalispell: Decorative curbing apparatus for deploying devices in a landscaping setting. 9,271,449, March 1.

Paul Ryan Gleason of Bozeman: Body armor support harness. 9,271,559, March 1, Mystery Ranch Ltd., Bozeman.

Ronald E. Zook of Bigfork, and Laurence K. Sampson and

Mark Carl, both of Denver: Method and apparatus for placing a cannula in a bladder.

9,271,752, March 1, Swan Valley Medical Inc., Bigfork.

Charles Richardson and Thomas R. Foubert, both of Bozeman; Thomas S. Vedvick of Federal Way, Wash.; and William T. Tino of Belgrade: Norovirus vaccine formulations.

9,272,028, March 1, Takeda Vaccines Inc., Bozeman.

Thomas Primiano of Monona, Wis.; Lonnie Bookbinder of Corvallis; and Bey-Dih Chang and Jeremy Heidel, both of Madison, Wis.: Reagents and methods for treating cancer.

9,273,316, March 1, PeptiMed Inc., Madison.

Derek C. Tarrant and Paul A. Trudeau Jr., both of Kalispell: Perforated electrode plate.

9,276,266, March 1, VIZN Energy Systems Inc., Columbia Falls.

Lynn D. Churchill and Charles

Eubank Jr., both of Missoula, and Joseph Kimmey of Arlee: Intelligent notification system and method. 9,276,884, on March 1, Aquila Vision Corp., Missoula.

Christopher Allen Rager of Belgrade: Ornamental design for an arrowhead. D750,723, March 1, Flying Arrow Archery LLC, Belgrade.

John Lawrence Snapp of Westminster, Colo.; George Heinrichs and Stephen Marc Meer, both of Longmont, Colo.; Daniel Zacek of Boulder, Colo.; and Donald D. Mondul of Seeley Lake: System and method for dynamically coupling a special number call with a functionfocused answering unit.

9,288,651, March 15, West Corp., Omaha, Neb. David Harriton of Missoula and Mark Stouffer of Oakland Township, Mich.: Ornamental design for a wheel. D751,487, March 15, StreetCar ORV LLC, Commerce Township, Mich.

Lake Elmo Drive Apt. D-115, March 8.

Robert Boyd Piatt, P.O. BOX 307, Laurel, March 9.

William Alexander Gairrett, 732 Conway St., March 16.

Jack E. Simpson, 2505 Atchison Drive, March 17.

Timothy John Alkire, Cindy Lee Alkire, 1141 29th St. W., March 23.

Lucas Dean Conley-Gross, 9 Willow Bend Drive N., March 26.

Larry Dean Cochrane, Cindy

Elaine Cochrane, 303 S. 35th St., March 29.

Daniel Mckenize Wilson, 1860 Gleneagles Blvd., March 30.

Lorie Marie Lyles, 720 N. 18th St. Apt. 10, March 30.

Richard Anthony Barrett III, Summer Renee Barrett, 2139 Custer Ave., March 30.

Danielle Larae Bauwens, 1224 Avenue E, March 31.

Chapter 13 Naomi Jo Solem, 1412 Cheryl St., March 23.

Montana patents Below are the U.S. patents issued to Montana inventors from Feb. 23 to March 15, 2016.

For assistance with patent filing, call Billings patent attorney Antoinette M. Tease at 406294-9000.

Jacob D. Godak of Belgrade: Full body exercise equipment.

9,265,986, Feb. 23, Primus Exerceo LLC, Belgrade.

Michael M. Stepan of Superior; Darrell Darwin of Mill Creek, Wash.; Kenneth Paul Za-

Bankruptcies

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May 2016

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Billings area filings in U.S. Bankruptcy Court, March 1-31, 2016. Addresses are in Billings unless otherwise noted.

Chapter 7 Philip Alan Mcpherson, Rebecca Joline Mcpherson, 16 Aspen Drive, Roundup, March 3.

Chrystal Leah Sanders, 2222 Hewitt Drive, March 4.

Devin Karl Dalton, Cambria Dalton, 4683 U.S. Highway 87 S., March 7.

Megan Marie Price, 1203

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Commercial Permits Fence/Roof/Siding 1702 Grand Ave., Shaffner Ranch, Sprague Construction Roofing Division, $63,000 5364 Midland Road, Nwestco LLC, Roof Solutions, $10,165

New Townhomes (Three Or More) 1918 Songbird Drive, McCall Development, $655,804 1515 S. Shiloh Road, Yellowstone Baptist College, Ros Roofing Repair, $9,700 78 27th St. W., Central Court Village Ltd., Black Canyon Builders LLC, $3,000 717 18th St. W.: Roman Catholic Bishop Of Great Falls, Property Improvements Co., $3,000 78 27th St. W., Central Court Village Ltd., Black Canyon Builders LLC, $3,000 4910 Southgate Drive, Williamson, John and Rebecca, G&R Roofing, $10,000

New Church/School 5640 Grand Ave., Billings School District #2, Langlas & Associates Inc., $18,929,677

New Other 2251 Belknap Ave., The City Of Billings, Cop Construction LLC, $1,236,000

New Parking Lot/ Non-Building Structure 4106 State Ave., Larry Grosulak, Hardy Construction Co., $149,000

Remodel 4010 Montana Sapphire Drive, Elite Properties, Spring Corporation, $108,500 1918 Songbird Drive, McCall Development, $32,000 1918 Songbird Drive, McCall Development, $32,000 1918 Songbird Drive, McCall Development, $32,000 1918 Songbird Drive, McCall Development, $32,000 1918 Songbird Drive, McCall Development, $32,000 2323 Minnesota Ave., Full Moon Enterprises LLC, $1,000 3008 First Ave. N., Shea Dawson, Neil Drywall Inc., $2,700 1431 Country Manor Blvd., Atlantis Properties LLC, $8,000 2647 King Ave. W., Lowes Home Centers LLC, $45,000 1233 N. 30th St., AT&T Mobility, $10,000 1232 N. 30th St., Sisters Of Charity Of Leavenworth, Capital Development Inc., $3,000 210 N. 27. St., The City Of Billings, Cucancic Construction Inc., $190,000 970 S. 25th St. W., Veeder, Linnea J., $20,000 2601 Minnesota Ave., Ben Harman Field House, $30,000 2410 Poly Drive, School District #2, DRM Construction, $145,000 2624 Minnesota Ave., L&L Development Venture LP, Hulteng Inc., $65,000 1441 Governors Blvd., School District #2, Brownson Construction Inc., $24,262 1775 High Sierra Blvd., Billings High School District, Brownson Construction Inc., $173,658 1315 Lewis Ave., School District No. 2, Brownson Construction Inc., $18,045

4047 Montana Ave., Teyler, Marvin W. and Barbara L., Chuck Krutel Construction, $30,000 1705 Monad Road, The City Of Billings, Fisher Construction Inc., $16,500 1516 Fourth Ave. N., Flat Tire Inc., Blaine Anderson Ent. LLC, $12,400 1411 Fourth Ave. N., Calmont Limited Liability Co., Gray Construction Inc., $15,000 2812 First Ave. N.: Glacier Bank, Campbell Ty Construction Inc., $25,000 1411 Fourth Ave. N., Calmont Limited Liability Co., R&T Custom Furniture & Cabin, $35,900 3231 Granger Ave. E., School District No. 2, Plumb MT Inc., $215,000 401 N. 31st St., Billings 401 Joint Venture, Hardy Construction Co., $1,400,000 401 N. 31st St., Billings 401 Joint Venture, Yellowstone Electric Co., $41,000 415 N. 30th St., School District No. 2, Midland Mechanical Inc., $42,687 1521 S 32 St. W., Cretex Concrete Products Inc., Dick Anderson Construction, $0 1500 University Drive, State Of Montana, IT&M Division Inc., $332,768 2021 Overland Ave., Billings Association Of Realtors, Bauer Construction, $5,000

Remodel — Change In Use 1233 N. 27th St., BCJM Properties, Yellowstone Basin Construction/Rock Pile Renovation, $1,200,000 2203 Montana Ave., Bar MW Properties LLC, Schenk Construction Inc., $100,000

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