Business Pulse magazine November|December 2018

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small business survival guide AVOIDING TAX HELL

bellingham's entreprenurial young lions

is co-working space right for you?

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VOL. 43 | NO. 6

Equipment - Tools - Product for Rental and for Sale. A Retail Store Too! DIY Projects • Home Maintenance • Gardening • Lawn Care

PUBLISHER | Tony Larson ASSOCIATE PUBLISHER | Melissa Vail Coffman EDITOR | Mike McKenzie LIFESTYLE EDITOR | Danielle Larson

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COPY EDITOR | Larry Coffman CONTRIBUTING WRITERS | Dave Brumbaugh, Sherri Huleatt, Cheryl Stritzel McCarthy, Mike McKenzie GUEST COLUMNISTS | CJ Seitz, Marty Mayberry ART DIRECTOR | Scott Book PHOTOGRAPHY | Scott Book, Tiffany Brooks SENIOR ACCOUNT EXECUTIVE | Jon Strong ACCOUNT EXECUTIVE | Ashley Butenschoen AD TRAFFIC | Maggie Stafford SUBSCRIPTIONS | Amanda May ADMINISTRATION | Danielle Larson

— WBA BOARD OF DIRECTORS — BOARD CHAIR | Doug Thomas, CEO, Bellingham Cold Storage EXECUTIVE COMMITTEE | Jane Carten, President/Director, Saturna Capital; Pam Brady, Director NW Government & Public Affairs, BP Cherry Point; John Huntley, President/CEO, Mills Electric; Doug Thomas, President/CEO, Bellingham Cold Storage; Josh Turrell, Partner, Larson Gross PLLC BOARD OF DIRECTORS | Ken Bell, President, Best Recycling; Janelle Bruland, President/CEO, MSNW; Tyler Byrd, Founder/ President, Red Rokk Interactive; Jeremy Carroll, Vice President, Dawson Construction; Andy Enfield, Vice President, Enfield Farms; Guy Jansen, Director, Lynden Transport; Sandy Keathley, Founder, K & K Industries; Tom Kenney, NW Regional President, Washington Federal; Ben Kinney, Operating Principal/Founder, Keller Williams, NVNTD; Tony Larson, President, Whatcom Business Alliance; Lynn Murphy, Sr. Government Affairs Rep, Puget Sound Energy; Laura McKinney, NW Regional Government & Public Affairs, Alcoa Intalco Works; Becky Raney, Co-owner, Print & Copy Factory; Sarah Rothenbuhler, Owner/CEO, Birch Equipment; Billy VanZanten, President, Western Refinery Services, Josh Wright, VP/Broker, Bell-Anderson Insurance For editorial comments and suggestions, write editor@ businesspulse.com. Business Pulse magazine is the publication of the Whatcom Business Alliance. The magazine is published bimonthly at 2423 E. Bakerview Rd., Bellingham, WA 98226.

360.746.0418. The yearly subscription rate is $30 (U.S.). For a free digital subscription, visit businesspulse.com. Entire contents copyrighted © 2018 Business Pulse. All rights reserved.

POSTMASTER Send address changes to Business Pulse, 2423 E. Bakerview Rd., Bellingham, WA 98226.

4 | BUSINESSPULSE.COM NOVEMBER/DECEMBER 2018

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DEPARTMENTS

NEWSMAKERS • NUMBERS • OUT AND ABOUT ENVIRONMENTAL STEWARDSHIP • PHILANTHROPY • GUEST COLUMNS

Photo courtesy of loomis trail

inside

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LIBC Purchases Loomis Trail

QA

By Mike McKenzie

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n Oct. 8, the Lummi Nation assumed ownership of the highly rated Loomis Trail Golf Course south of Blaine. Jay Julius, Chair of the Lummi Indian Business Council (LIBC), told Business Pulse in a phone interview that this transaction has “crazy good” economic significance, not only for the Lummi Nation but for all of Whatcom County.

The 180-acre property that includes the golf course, plus overnight and meeting space accomodations, sold for about $3.8 million, Julius said. He noted that the course, built in 1995 and rated as high as No. 5 in the state by golf publications, has been “excellently maintained, (but) other parts of the property will need repairs and some love.”

Assessing the impact on the region, Julius said, “We’re the second largest employer in the county,” adding that nearly 80% of the 1,300plus employees combined at Silver Reef Hotel Casino Spa and in the Lummi government are non-tribal. “And this acquisition adds more county residents to that list.” All of the employees at Loomis Trail will remain in place, he said.

Julius described how the vision for Loomis Trail includes an economic boost virtually untapped in years past: hosting

Interview by Mike McKenzie Alice Clark has been synonymous with downtown Bellingham for 20 years. She sold pies at the Farmers Market, worked as a free-lance graphic designer, helped create and nurture the Pickford Film Center, all downtown. And for the last three years she has served as Executive Director of Downtown Bellingham Partnership. In her fourth-floor office at the Bellingham National Bank Building, she recently visited with Business Pulse Editor Mike McKenzie and talked about how the Partnership builds on its tagline, “City of Renewed Excitement.”

and

Golf Course Sale Has ‘Crazy Good’ Economic Significance events, such as weddings and business meetings, and attracting recreational visitors to the 16 hotel rooms and 4,200 square feet of banquet space. Golf will serve as a value-added attraction for the Silver Reef (“we’ll lean on them for business and marketing savvy”). And Loomis Trail will become the home course for two high school golf teams—Lummi Nation School, which added the sport last year, and Ferndale High.

Julius spoke of how the purchase preserves cultural heritage: “Acquiring that course and land means that it will never be sold,” he said. In a public announcement he wrote, “It sits on original land of the Semiahmah. This is much more than a golf course. The Loomis Trail land holding is within our ancient ground…very important to the history of our people.”

An avid golfer himself, Julius said that a major consideration in the purchase was making it “affordably accessible to the public.”

He said memberships would be available, too. “The main thing is that anybody can reserve a tee time. Golf is an expensive sport and we’re now able to change that from what previously has been a semiprivate course.”

You’re from St. Louis. How did you discover Bellingham?

I was newly married and my husband and I got on a motorcycle and rode up from St. Louis, through Canada, then down through Bellingham and into California. I can tell you five hours at a time on a motorcycle seat is the maximum anyone should do, trust me. We stopped to visit a friend from St. Louis who had come out here to go to WWU, and we instantly fell in love with the area.

We moved out here as we were both ready to start life on our own, away from our parents. We first lived out on the Lummi reservation and I got a job in Fairhaven as a cocktail waitress at The Hunt, a restaurant featuring a variety of mainly meat dishes directly underneath what is now Three French Hens.

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Loomis Trail has new ownership; Useful trivial facts about Christmas trees that will impress your friends and relatives; Lifechanging dogs are coming out of a local training program, and SO MUCH MORE!

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and the Downtown Bellingham Partnership Bring Life to Urban Bellingham

You’ve had your own businesses, too, right?

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Alice Clark and the Downtown Bellingham Partnership are working to bring positive development to the once beleaguered urban core.

AFTER HOURS BEVERAGES / CLOTHING /

ALICE CLARK

Did your degree from Western Washington set your career path?

Maybe, in a roundabout way. I finished in 1997 in graphic design and illustration while raising (two) kids. After that I did freelance and independent contract work under my business, Matchbox Design & Illustration, and worked with a variety of local clients, including Business Pulse magazine. I volunteered as a graphic designer with a newly forming nonprofit, the Whatcom Film Association, which later became the Pickford Film Center.

And that’s how I came upon my true calling—community building through running nonprofits.

BOOKS + MORE

PULSE AFTER HOURS Bubbles in the wine

photo by scott book

1. Andreola Verv Prosecco NV Extra Dry, Veneto Italy $14.99 Certified organically grown. This wine shows fresh aromas of apple and citrus backed by a soft mineral undertone. It is well-rounded with a fine perlage and lively acidity. Made up of 100% Glera grape.

By Sherri Huleatt

2. Marques d La Concordia 2012 Brut Nature, Penedes Spain $15.99 This fits properly into the brut-nature category, courtesy of neutral aromas and a direct, tightly built palate. Mild citrus and melon flavors lose some clarity on a finish that hints at mealy apple and butter.

Art Takes Center Stage Downtown

Founded just two years ago, the Sylvia Center for the Arts in Bellingham’s Downtown Arts District is a hub of activity. Serving as a community center for the performing arts, Sylvia Center offers a stream of regular events, including workshops and classes. Others include locally-produced plays, art exhibits, and recent billings like an intimate jazz concert, a rock band concert, poetry readings, and much more. You can even brush up on your improvisational skills.

“Bellingham and Whatcom County have always had a high concentration of small performing arts organizations that create tons of new, original productions every year,” Sylvia Center Marketing Director Wesley Davis said during an interview. “Unfortunately, there is also a real lack of affordable venue space for these organizations to do their work, and that is what Sylvia Center is designed to help with.”

After a successful $70,000 Kickstarter campaign in the Spring of 2018, the Center expanded from one 50-seat Studio Theatre to add a 140-seat main stage venue (called the Lucas Hicks Theatre), and a new lobby—which serves as a gallery, bar, box office, and

3. Les Caves du Prieure NV Cremant de Bourgogne, Burgundy France $21.99 Close your eyes and you would think you were drinking fabulous entry level Champagne. Since this comes from outside the Champagne region, it cannot be considered that even though it is made exactly the same way. Apple and Cream notes with mild toast

accessible bathrooms.

Named after Sylvia Scholtz, a lifelong supporter of the arts locally, the Center was created by iDiOM Theatre, an independent theater founded in Bellingham in 2001. iDiOM moved from its Cornwall Street location to the renovated Cascade Laundry building on Prospect Street in 2016, and last year changed its name to the Sylvia Center for the Arts.

The Center hosts a variety of “resident” arts organizations, including Whatcom Jazz Music Arts Center (WJMAC), Momentum Improvisation Lab, Bellingham Theatreworks, American Theater Northwest, and others. The Center also serves as an affordable rental venue for local and regional events and performances, such as the recent Bellingham SeaFeast FisherPoets and rock band Ray Troll & the Ratfish Wranglers.

“Ultimately, our goal is [to be] a thriving hub for locally created performing artists to teach, perform, and collaborate,” Davis said, “and for audiences to discover and enjoy magical entertainment created right here in Whatcom County.”

and an elegant bubble. Fresh and lovely with cheeses and a baguette for entertaining.

4. Analemma 2013 Atavus Blanc de Noirs, Washington $57.99 Considered one of the best from the Northwest, if not North America.

Organically grown from nearly 50-year-old vines. This vintage offers aromas of fresh pear, green apples, and underripe strawberries. This wine is precise, with vibrant acidity and hints of autolytic character, showing long-aging potential. An expression of a single variety, single vineyard and single vintage, our Blanc honors the individuality of a historic site. 100% Pinot Noir.

5. Laurent-Perrier NV Brut “La Cuvee”, Champagne France $64.99 Founded in 1812, Laurent-Perrier has been avant-garde in creating unique and elegant Champagnes for nearly 200 years, making it one of the world’s

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The big orange building that is quickly becoming a cultural hub.

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A diverse batch of bubbly choices just in time for your holiday festivities.

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inside

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SMALL-BUSINESS SURVIVAL GUIDE What does it take for a small business to not just survive, but to thrive? Easy answer: work smart, work hard—and seek resources, many of which are free. Some answers come harder, and are more complex, as you’ll find here in our deep examination of small-business activities in Whatcom County.

By Cheryl stritzel mccarthy First, what constitutes a small business? The national definition of fewer than 500 employees (source: Small Business Administration) doesn’t fly in Whatcom County. Here, businesses with as few as 80-100 employees live large, with many investors and with international reach.

Meg Weber, Director of Marketing and Business Development at VSH CPAs in Bellingham and former head of the local Technology Alliance Group, defines small as about 25 employees. We’ve used that as the standard for this entire issue, which is dedicated to small business. That fits with how Western Washington University’s Small Business Development Center (SBDC) categorizes small business: 10-50 employees, and usually (but not necessarily) looking to grow.

Our sources concurred that companies in that sector have a lot of potential. Weber said, “Between their second and fifth year, they’re running the basics well—producing a good product, making payroll, renting decent space. As a community, if you can offer tools to them, it can accelerate their growth.”

Those community “tools” could include, for example, an introduction to a banker, a commercial broker, or an organization like the Whatcom Business Alliance.

Our report revealed several sources that counsel small businesses, openly sharing resources and practical advice, often pro bono. Some to consider—all offering practical advice and various forms of support: • The SBDC provides a comprehensive service for existing small businesses. The center operated by WWU is situated in a downtown office. (Read the guest column on Page 28 by its Director and Certified Business Advisor CJ Seitz.)

• The Northwest Innovation Resource Center, based in Barkley Village and operating a recently opened location in Everett, offers guidance free of charge to early stage entrepreneurs and inventors.

• The Service Corps Of Retired Executives (SCORE) is a national organization comprising 10,000+ volunteers and 300+ regional offices. Whatcom County has a strong local chapter

of volunteers who offer low- or no-cost business coaching. The organization also produces free seminars online (score.org).

Meg Weber also offered these tips to small-business aspirants: 1. Create budgets and cash flow for the fiscal year, or other time periods, whenever possible. A budget forces the question, What are we going to invest in this year? It makes you create a plan to steer by.

2. Surround yourself with friends and colleagues who push you.

Owners can get caught up in day-to-day operations and lose sight of the long-term future. A peer group and accountability partners keep a proprietor abreast of best practices.

3. Understand where your money’s coming from. Look at profit by product or service. What costs the most? What brings in the most?

4. Keep discovering what your customer is willing to spend on. Businesses sometimes avoid asking customers what they want, afraid they might not be able to offer it. Blend your abilities with market research and knowing your customer.

5. SBDC is an outstanding resource for industry reports and consumer intelligence from our local economy. It’s a way to check on how your business stacks up.

Jeri Andrews, owner-operator of Andrews Accounting in Bellingham, specializes in managing books for small companies (i.e., sole proprietors, limited-liability entities (LLCs), and DBAs (doing business as). She said she always reminds small businesses to check their balance sheets carefully during their early years.

“They’re looking at profits and losses, but might not know what a balance sheet is,” Andrews said. “Their accounts receivable or payable might have a negative balance, or things might be entered incorrectly, or they might be missing deductions.”

It’s often easier to grow revenue through existing customers than by creating new customers, Weber said. One example she offered is a restaurant server who knows just what dessert to suggest, or offers a bottle of wine in a way that makes the customer

Tip, tricks, and tools for thriving in the not-soeasy world of small-business entrepreneurship.

BY BUSINESS PULSE STAFF

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CO-WORKING spaces

once considered a fad, shared working space has established a solid foothold in Bellingham. Enticing clients with benefits that range from “Waffle Wedndesdays” to extensive graphic design libraries—the local competition for the wayward worker is heating up.

By Dave Brumbaugh photos by scott book

clockwise from top left: researching a project at localgroup studio, worker at the office, library at localgroup studio, waffles at the office, vinyl lps decorate a work station at invent. opposite:alan mcConchie, owner, localgroup studio.

Bellingham and co-working spaces appeared to have a nice fling going earlier in this decade. Co-working spaces became trendy nationwide, drawing multitudes of clients who declared they didn’t need their own office space, let alone their own building. And Bellingham embraces those who go their own direction.

But far from becoming a one-night stand or a fad, Bellingham and co-working spaces have developed a long-term relationship.

The “City of Subdued Excitement” has at least six co-working spaces, and the list of reasons people use them is growing. “They’re popping up everywhere,” said Tyler Byrd, owner of Invent Coworking, the largest of the six at about 4,000 square feet on the top floor of the historic Crown Plaza building downtown.

Originally driven by high leasing rates in large metropolitan areas, the co-working concept basically provided convenient access and cost savings. Over time, clientele (still pinching pennies) found the spaces filled with cost-efficient services and value-added amenities, like conference rooms, audio-visual media access, sound-proof phone rooms, break rooms, and more. Even semi-private or private offices.

Jeremy Hendren said, “Every co-working space has a different personality,” He is the Business Manager at The Office: Coworking at Gateway, located inside the Gateway Centre Executive Suites building.

Co-working spaces universally consist of a type of serviced office, usually occupied by independent or otherwise unconnected workers or businesses, according to Statista.com. The spaces generally support a shared working environment, and the majority of co-working members work in an open-office environment.

The concept is believed to have started in San Francisco in 2005,

48 | BUSINESSPULSE.COM NOVEMBER/DECEMBER 2018

when high-tech entrepreneurs shared a space.

The Pond, located inside 2020 Engineering’s Wellspring Building, helped jump-start the trend as one of Bellingham’s first co-working companies in 2012. Founded by Renata Kowalcyzk and 2020 Engineering Owners Mark and Jessie Buehrer, the building is divided among 2020 Engineering, tenant companies, and a co-working space.

They opened the same year that Invent Co-working converted to co-working operations under that name; previously their space was home to an incubator for tech innovators and inventors called the Idea Lab. Byrd bought out the other partners and rebranded the space, that includes a photography studio and multimedia-wired conference room among its offerings.

Invent lists more than 50 members, including “a mix of entrepreneurs, startups, professionals, freelancers, and remote employees,” said Patty Reed at the front desk of Invent.

Hendren said The Office: Co-working at Gateway’s 30 co-working tenants come from as far away as Whidbey Island and British Columbia, and often they need an office space just several days a month. “We have a landscaper who needs a place to do his bookkeeping,” Hendren said. “We have Canadian-based companies whose employees cross the border to pick up mail (another major cost and time saver) and then do some work while they’re here. A woman who lives on Lummi Island comes here to get a reliable high-speed Internet connection.”

Other spaces specialize. Owner Alan McConchie at Localgroup Studio in Bellingham caters to a niche market. Its website states: “…dedicated to the practice, presentation, and discussion of design in its many forms.” McConchie said they attract

NOVEMBER/DECEMBER 2018 BUSINESSPULSE.COM | 49

Co-working spaces are plentiful and diverse in what they offer local professionals.

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publisher’s note

Ask yourself as you prepare for the new year: Will your business performance grow stronger in 2019?

TONY LARSON

Publisher, Business Pulse

This issue of Business Pulse focuses on the health of small business in our community.

What is a small business in Whatcom County? Because of the unique nature of its economy, we define small businesses differently than the federal government does. Read more about it in our Small-Business Survival Guide starting on page 33. You’ll learn about free resources available to small businesses, get some tax advice, gain insights into how co-working spaces operate, and learn what our local Bellingham Angel Investors can do to assist you in taking your business to the next level.

What better time than now to think about how to make 2019 your strongest and most vibrant business year yet?

Whatcom Business Confidence Survey Can you believe 2019 is just around the corner? As we sit well into fourth quarter of 2018, it’s our tradition to gather information regarding business activity for the year and get your feedback on future economic expectations.

How do you expect 2018 to end for your business, particularly compared to the previous year? What is your confidence level pertaining to expectations for 2019? What were your biggest business challenges and hurdles to clear this year? Will those continue next year?

The annual Business Pulse Whatcom

County Business Confidence Survey is underway. We’ll publish the results in the January 2019 issue. By joining hundreds of other Whatcom County business owners and managers in answering a few questions about your business activities and expectations, you enable us to paint an accurate picture of what local businesses expect in the road ahead, and what some of the roadblocks might be.

The aggregate answers to these questions will provide you with a good understanding of how your business stacks up against others ,and the results will give us a clear and more precise understanding of issues we can address in the magazine to bolstser your success.

If you haven’t already filled out our 2018 Business Confidence Survey, you can complete it at businesspulse.com Your participation is greatly appreciated.

Recognizing Standout Local Companies and People Also ,as we transition into a new year, we would like your help in identifying standout local businesses and business leaders for our annual Business Person, and Startup and Small Business of the Year Awards. You can celebrate the nominees and selections at a very special event in March of 2019.

I encourage you to nominate deserving businesses and people in four different categories: Startup Business of the Year (on or after January 1, 2016; Small Business of

10 | BUSINESSPULSE.COM NOVEMBER/DECEMBER 2018

the Year (fewer than 100 employees), and the Business Person of the Year nominees can be leaders from any for-profit or nonprofit organization in Whatcom County.

Additionally, Lifetime Achievement Award nominees will receive recognition for a lifetime of service and success in the business community.

You can nominate in any or all of these categories by going to business pulse.com. The nomination deadline is Friday, Jan. 4 by 5 p.m.

Business Pulse 2019 And finally, as you look toward 2019 and make your own plans for growing your business, please make Business Pulse magazine an integral part of your advertising and marketing plans.

In 2019 we will continue to expand Business Pulse readership as a way to bring more value to you as an advertiser and connect you more broadly with decision-makers.

We’ll offer you as readers and WBA members more information about the people, news, issues, businesses, and trends that most shape our local economy and that bring success to businesses in our community. To learn of ways to grow your business in 2019 by promoting your company through Business Pulse, through our events, or through WBA membership, call us and we’ll develop a custom plan just for you.

We have every reason to be excited about 2019. Enjoy the issue.

Business Banking Equipment Finance Treasury Management Multi-Family Income Property Home Builder Finance

“Since the beginning of our relationship, Washington Federal has shown itself to be a valued partner in our business.

Axiom companies have flourished with the thankful pairing of our banker Jonathan Ensch. Jon’s investment in Axiom is noticeably personal through his time and interest into our day to day operations and long term goals.

Together with Washington Federal, the Axiom companies have been given the confidence to continue the pursuit of new levels of success.”

Tim Koetje President Axiom Construction

Jeremy Parriera President Axiom Division 7

Jonathan Ensch VP/Senior Relationship Manager

360-255-2821

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leading edge

LIBC Purchases Loomis Trail

Photo courtesy of loomis trail

NEWSMAKERS • NUMBERS • OUT AND ABOUT ENVIRONMENTAL STEWARDSHIP • PHILANTHROPY • GUEST COLUMNS

Golf Course Sale Has ‘Crazy Good’ Economic Significance

By Mike McKenzie

O

n Oct. 8, the Lummi Nation assumed ownership of the highly rated Loomis Trail Golf Course south of Blaine. Jay Julius, Chair of the Lummi Indian Business Council (LIBC), told Business Pulse in a phone interview that this transaction has “crazy good” economic significance, not only for the Lummi Nation but for all of Whatcom County.

The 180-acre property that includes the golf course, plus overnight and meeting space accomodations, sold for about $3.8 million, Julius said. He noted that the course, built in 1995 and rated as high as No. 5 in the state by golf publications, has been “excellently maintained, (but) other parts of the property will need repairs and some love.”

Assessing the impact on the region, Julius said, “We’re the second largest employer in the county,” adding that nearly 80% of the 1,300plus employees combined at Silver Reef Hotel Casino Spa and in the Lummi government are non-tribal. “And this acquisition adds more county residents to that list.” All of the employees at Loomis Trail will remain in place, he said.

Julius described how the vision for Loomis Trail includes an economic boost virtually untapped in years past: hosting

events, such as weddings and business meetings, and attracting recreational visitors to the 16 hotel rooms and 4,200 square feet of banquet space. Golf will serve as a value-added attraction for the Silver Reef (“we’ll lean on them for business and marketing savvy”). And Loomis Trail will become the home course for two high school golf teams—Lummi Nation School, which added the sport last year, and Ferndale High.

Julius spoke of how the purchase preserves cultural heritage: “Acquiring that course and land means that it will never be sold,” he said. In a public announcement he wrote, “It sits on original land of the Semiahmah. This is much more than a golf course. The Loomis Trail land holding is within our ancient ground…very important to the history of our people.”

An avid golfer himself, Julius said that a major consideration in the purchase was making it “affordably accessible to the public.”

He said memberships would be available, too. “The main thing is that anybody can reserve a tee time. Golf is an expensive sport and we’re now able to change that from what previously has been a semiprivate course.”

NOVEMBER/DECEMBER 2018 BUSINESSPULSE.COM | 13

leading edge NEWSMAKERS

People on the Move...

James

Jansen-Pennington

Gertrude James, with a background in sales and patient care, is a new broker at Muljat Group Realtors in Bellingham.

James worked in direct sales for several years from two well-known cosmetics brands, before earning a master’s degree in nursing. She has been a geriatric nurse practitioner with PeaceHealth’s Center for Senior Health for more than 10 years “My passion for caring for patients will transfer to my sellers and buyers,” James said. “My enthusiasm, patience, and work ethic and negotiating skills make real estate ideal for me and my clients.”

Born and raised in Whatcom County, Alicia Jansen-Pennington brings her background in sales and interior design to the the Muljat Group Realtors in Bellingham as a broker.

She is most recently known for the gourmet specialty-food business, Lulu’s Grand Essential Granola, that she founded and ran for seven years, with customers in Washington, Oregon, and California.

“The entrepreneurial drive, sales techniques and marketing skills that led to business success now will benefit my real-estate clients,” Alicia said. “And my background in interior design will help maximize value for sellers and identify undervalued potential for buyers.”

She is a member of one of Whatcom County’s most successful business families. Her father, Al Jansen, founded Jansen Inc., a landscape contractor, in 1951 and her late uncle, Henry Jansen, started LTI Inc., now one of the world’s largest land and sea-transport companies. Five of her six siblings are business owners as well.

The Bellingham Community Food Coop’s first General Manager Jim Ashby,

Renz

Barron Heating Donates Ductless Heat Pump System to Bellingham Family

VanDeKops

who retired in September, has been succeeded by Adrienne Renz, who was promoted from Outreach Manager for the Co-op.

Ashby was hired to the position in 1985 and is credited with building the organization from humble beginnings on Harris Avenue with a staff of 10 to a business with 250 employees in three locations and more than $33.5 million in annual sales.

Renz has been Outreach Manager since 2012 and is responsible for a number of accomplishments. These including revitalizing the Co-op’s downtown presence with renovation of the downtown store, initiating “The Real Food Show,” which teaches elementary-school students about healthy eating and exercise, and launching the Coop’s “In Season” publication that profiles local farms and food producers.

Renz has a passion for communication, connection, and education—always with the goal of increasing food access to Whatcom County residents.

Brandy and Bryce VanDeKop, a Lynden couple with a successful track record in Whatcom County real-estate sales, have joined Muljat Group Realtors.

They have lived in Whatcom County for 20 years and been real estate brokers and certified negotiation experts the past six years. Prior to that, Bryce worked in law enforcement for 25 years, primarily in Whatcom County, and Brandy spent 20 years in healthcare management.

“Our job, as a team of real estate professionals, is to provide clients with the highest level of personalized service through each critical issue of their real estate transaction. And clients can count on us to really listen and understand their wants and needs,” Brandy said.

14 | BUSINESSPULSE.COM NOVEMBER/DECEMBER 2018

Bancroft family with John Barron

A single Bellingham mother with two children is among three families receiving a free ductless heat pump system, courtesy of Barron Heating & Air Conditioning.

Liza Bancroft was nominated for the gift as part of Barron’s Christmas in July giving event. The pump systems, which provide energy-efficient heating and cooling, also were donated to the Taylor family in Sedro-Wooley and the Ford family in Arlington.

Barron Heating also is seeking recommendations of families in need in Whatcom, Skagit, San Juan, Island, and Snohomish Counties. Three more will receive new heatpump systems before the end of the year.

The value of the six Barron donations will exceed $25,000.

“Liza has a son with autism and the heat pump will stabilize his environment, which is important for his well-being,” owner John Barron said. “We’re so happy we can make their lives healthier and more comfortable.”

The average monthly cost of using a ductless heat pump is about one-fourth of the cost of an electric or oil furnace and about one-fifth of the cost of electricbaseboard heading.

Barron Heating has 130 employees at locations in Ferndale, Burlington, and Marysville, serving the five-county area.

leading edge NEWSMAKERS

SAVE: Making It As Easy As Pi! A Whatcom County nonprofit organization is seeking to fill the void of economic education for our children.

The Social Alliance for a Vibrant Economy (SAVE) is utilizing the “maker movement” and technology through Raspberry Pi, an opensource mini-computer, to teach children some basic economic lessons.

The “maker movement” is a grassroots, hands-on educational movement that resembles an old-fashioned shop class updated for the 21st century. The basic concept is about making things using 3D printers, electronics, lasers and

robots. Ultimately though, it’s about inventing, manufacturing, and starting businesses.

One giant aspect of the maker movement is open-source electronics. The Raspberry Pi is an example of an open-source mini computer. The kit cost only $70, making it feasible to give one to every child in a classroom. It teaches children how computers work (electronics and programming), but more importantly, it teaches them how to make computers do useful things.

After SAVE successfully introduced the program at a Burlington elementary school, it set a goal of $50,000 to hire a program director

who would implement the program at the Boys & Girls Club of Whatcom County and elsewhere. It held a fundraising event Oct. 10 at the Ferndale Event Center.

“Let’s bring the maker movement into the classroom,” said Kris Halterman, SAVE’s board president. “We can make a difference by teaching children basic computer programming with an inexpensive yet powerful single-board computer called the Raspberry Pi. At SAVE, we know that students come from many different socio-economic situations. Raspberry Pi is fun and it teaches kids how to assemble, program, set up, and acquire the skills and confidence that are needed in business today.

“Unfortunately, today’s educational system has been slow to change and lags behind in teaching kids hands-on, real-world skills,” Halterman said.

“Let’s change that. Let’s empower tomorrow’s generation with the skills needed.

“We want our youth to be smart and capable. That is why SAVE believes our Growing the Economy with Raspberry Pi project is a valuable, fun tool that will give kids technical and entrepreneurial skills. Give a child a computer, or teach a child how to build and create one of their own? These are the skills needed to create a strong, healthy, and vibrant future for tomorrow.”

Donations to SAVE’s Grow the Economy with Raspberry Pi project will be used to promote, supply, and launch SAVE projects. Mail your contribution to: SAVE, P.O. Box 29753, Bellingham, WA, 98228-1753 or donate online at savenw.org/donate/.

Ariana Lee-Newman is WWIB Woman of the Year

Ariana Lee-Newman, co-founder of BIJA Chocolates, has been selected as the 2018 Professional Woman of the Year by the Whatcom Women in Business, from a field of six finalists.

Ariana earned a degree in Political Science and a minor in Business Administration from Montana State University and was named the Political Science Department’s Most Outstanding Graduate. She had plans to pursue a law degree in Human Rights after college.

But her path took a twist when she became interested in the power of products to create positive change. She got an entry-level marketing job at Flora, a natural products company in Lynden, while pursuing an MBA degree in the evening professional program at Western Washington University.

In her time at Flora, Ariana gained experience running marketing campaigns and managing reps and product lines. Her experience led her to Barlean’s Fishery in Ferndale, where she spent a majority of the time as Brand Manager. Two years ago, she joined her husband to continue

developing BIJA Chocolates, a direct-trade organic-chocolate company, based in Bellingham, that they co-founded. BIJA works with three women-owned cooperatives in the Dominican Republic and Peru, providing organic certification and community-development guidance.

In Bellingham, BIJA Chocolates has partnered with organizations like Girls on the Run and Lydia Place and is a supporter of art walks, fundraisers, and community celebrations for The Community Food Co-ops, The Greenhouse, Paper Dream, Elizabeth Station, Haggen, Whole Foods and others.

The other finalists and their affiliations were: Abby Franklin, Loving Space Preschool; Colleen Haggerty, Our TreeHouse; Kathy Herndon, VSH Certified Public Accountants; Heidi Ludeman, Ludeman Capital Management; and Chantee Ziemkowski, Alcoa.

The award recognizes business acumen, community involvement, leadership, and mentoring. For more information about WWIB, visit wwib.org. (Also see Page 22).

16 | BUSINESSPULSE.COM NOVEMBER/DECEMBER 2018

MORE NEWSMAKERS

Port Joins Those Switching to 100% Wind and Solar Energy The Port of Bellingham is teaming with Puget Sound Energy (PSE) to reduce its carbon footprint by purchasing all of its power from wind and solar sources, rather than the conventional mix of coal and natural gas.

PSE’s Green Direct Program seeks commitments of 10,15 or 18 years from municipalities and businesses to buy win and solar power.

This shared demand incentivizes developers to build new wind and solar facilities. The Port has signed an 18-year agreement with PSE. The renewable electricity charge will consist of an initial fixed rate that will increase 2% annually over the term. Since electricity costs are forecast to increase by 3% each year, the Port predicts a slight cost savings.

“The Port is pleased to provide statewide leadership supporting renewable energy, while promoting clean technology manufacturing and employment,” said Port Commissioner Michael Shepard. “Our commitment to renewable energy complements our ongoing environmental sustainability efforts, which include energy conservation, habitat restoration, and cleanup of contaminated sites.”

The Port joins Whatcom County, the City of Bellingham and Western Washington University as local public-sector energy users enrolled in the Green Direct Program. Several iconic Northwest companies, including Starbucks, REI, and Microsoft also have signed up for the program.

The Leopold Shows Off Its $1.5 Million Facelift The Leopold, one of downtown Bellingham’s most historic buildings, held a recent open house to show off the results of its $1.5 million renovation.

Located at 1224 Cornwall Ave., the building built in 1929 is on the National Register of Historic Places. It now houses 91 independentretirement apartments, and many community events are held in The Leopold’s Crystal Ballroom.

The recent improvements include an extensive remodel of the apartments, a new theater room with a 70-inch television, a new sun deck, and technology additions that improve security and fire safety.

NOVEMBER/DECEMBER 2018 BUSINESSPULSE.COM | 17

leading edge NEWSMAKERS

Mended Hearts’ 2018 National Hospital of the Year—PeaceHealth

PeaceHealth St. Joseph Medical Center has been named National Hospital of the Year by the Mended Hearts, a national- and community-based nonprofit that offers the gift of hope to heart-disease patients, their families, and caregivers.

The award recognizes the hospital’s outstanding support of the Bellingham Chapter No. 382 in its efforts to inspire hope and improve the quality of life for heart patients and their families through peer-to-peer support and educational opportunities.

The Bellingham hospital was selected from among 460 hospitals in North America for the honor. A national selection committee considered a number of criteria in choosing the winner, including the hospital’s support of visits between Mended Heart volunteers and heart patients.

Mended Hearts-Bellingham was formed in

From left, Marilynn Huffman, Mended Hearts, Membership; John Heinemann, Mended Hearts, President; Jerry Marschke, Executive Director, PeaceHealth St. Joseph Medical Center Cardiovascular Center, and Dianna Konrad, Mended Hearts, Public Relations.

2012 and has grown to more than 130 members and has greatly expanded its peer-to-peer visitor program. It also has added the Young Mended Hearts group for patients from their teens up to their 40s.

Mended Hearts-Bellingham President John Heinemann said, “The support of the hospital, including time, money, energy, and use of the

physical plant, has greatly extended our reach and allowed us to broaden our impact on the community at large and to flourish.”

Dale Zender, Chief Executive of Peace Health’s Northwest network, said, “It’s a symbiotic partnership for both organizations…working together to improve the overall heart health of our community.”

this special fundraising committee. If you are interested, please contact Dr. Eddie Hansen at 360.671.1710.

Anyone who would like to donate to this cause, send your tax-deductible contribution

to: Bellingham Bay Rotary Foundation, c/o Natural Way Chiropractic at 2000 N. State St., Bellingham, WA 98225. Include “Docks for Kids” in the memo line along with your return address if you need a receipt.

Docks for Kids Bellingham Bay Rotary Club has worked for the past two years on making swimming safer for kids in Whatcom County. Their latest project will install new docks at Bloedel Donovan Park. Swimming docks around the county were removed 15 years ago due to budget constraints, creating unsafe and unsupervised swimming.

Every year, kids are getting hurt jumping off dangerous places, like the Electric Street Bridge or into Whatcom Falls. With this new project, a large “H” shaped dock is scheduled to be installed in the Summer of 2019, as well as hiring lifeguards to be on duty during the Summer months. The Parks and Recreation Department is also considering providing free swimming lessons off of these docks.

Currently, the Parks and Recreation Advisory Board and Lake Whatcom Watershed Advisory Board have unanimously approved this project. In late October, Bellingham’s City Council approved a motion to move forward to build the docks.

The next step is to raise funds from the community and companies wanting to help support safe swimming. Bellingham Bay Rotary Club is needing to raise $500,000 for the project. The Club also is looking for any citizens or companies who would like to join

18 | BUSINESSPULSE.COM NOVEMBER/DECEMBER 2018

MORE NEWSMAKERS

State Colleges and Graduates’ Comparative Starting Salaries Because college students are taking on more debt than ever, a key factor in a student’s decision to attend a college is the starting salary they can expect after graduation.

However, the cost to attend an institution of higher learning increased nearly eight times faster than wages did. to wit: The average annual growth rate for the cost to attend a four-year university between the years 1989 and 2016 was 2.6%, compared with only a 0.3% annual growth in wages.

This leaves many students considering which colleges will provide them with the best starting salary upon graduation. A recent study by SmartAsset ranked the schools where students earned the best average starting salaries in Washington state.

Surprisingly, the top 10 all fell within the $50,000 range, with a high of $57,300 for the University of Washington Seattle Campus and a low of $50,000 for Pacific Lutheran University and Whitman College.

Western Washington University was No. 7 at $50,600.

In other considerations surveyed: • The student-retention rates ranged from a high of 94% at UW/Seattle and Whitman to a low of 82% at WWU. • Both Whitman and PLU led in average scholarship and grants available at $25,600.

• Whitman and PLU also were substantially higher than the other colleges in annual tuition at $46,138 and $44,976, respectively.

• Annual student living costs ranged from a low $13,506 at PLU to a high of $16,791 at Seattle University.

Additional information can be found at smartasset.com/student-loans/ student-loan-calculator#washington/salary.

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NOVEMBER/DECEMBER 2018 BUSINESSPULSE.COM | 19

leading edge NUMBERS

’Tis the Season!

Everything you wanted to know about Christmas trees, but were afraid to ask Santa!

400+

Christmas tree farms on 18,000 acres in Washington, the 4th-highest producing state and a $42 million industry.

(Source: Wsshington State Dept. of Agriculture Statistics Service

153.5

Feet in height. It was the world’s tallest cut tree at that time—an estimated 145-year-old Douglas fir erected in downtown Bellingham Dec. 13, 1949. Hauled from Sumas on two trucks by Ludtke Pacific Trucking and lit remotely by famed broadcaster Edward R. Murrow, it topped the previous world record, also in Bellingham, of 134 feet in ’46.

22,000

Firs at River’s Edge U-Cut Christmas Tree Farm near Deming.

One

Licensed 2018-’19 grower in Whatcom County, Kenneth Stremler at Alpine Meadows Christmas Tree Farm, U-Cut and Wholesale on 100 acres near Deming.

(Source: WSDA License Bureau)

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Tree varieties at Noon Road Trees near Everson (seven fir, four spruce), including the “Charlie Brown” special for $8.

20 | BUSINESSPULSE.COM NOVEMBER/DECEMBER 2018

leading edge OUT AND ABOUT 2

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Photos by Dawn matthes

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WWIB Honors the 2018 Professional Woman of the Year 1.Tally Rabatin 2018 Banquet Chair of WWIB. 2. Heidi Ludeman of Ludeman Capital bidding during the Raise the Paddle. 3. Ariana Lee-Newman hugging her husband after she won Professional Woman of the Year (PWOTY). 4. Julie Guay of Blue Skies for Children, 2018 WWIB Charity Chair, presenting a $3,500 check to Jessica Heck of DVSAS. 5. Colleen Haggerty of Our Tree House, 2018 WWIB PWOTY Finalist.

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Photos by Scott Book

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WBA President’s Club VIP Reception, Oct 24 at Four Points 1. Gloria Nemecheck, Key Bank; John Huntley, Mills Electric. 2. Troy Lautenbach, Lautenbach Recycling; Bill VanZanten, WRS; Ryan Likel, WRS. 3. Ken Bell, Iron Creek Group, and wife Dee Dee Bell, Statement Apparel. 4. Terry Smith, Smith Gardens; Mark Mitchell, Creative Consulting Company. 5. Aaron Schuh, Recruit 4 Business, speaker at the event; Tony Larson; Dave Adams, Emergency Reporting. 6. Brian Walkenhauer, Coffman Engineering; Roger Almskaar, Consultant.

22 | BUSINESSPULSE.COM NOVEMBER/DECEMBER 2018

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Photo courtesy of Alcoa

leading edge ENVIRONMENTAL STEWARDSHIP

Alcoa’s Cool Solution MIKE McKENZIE

Intalco Smelter Complied Simply with H2O Mandate and Saved a Ton of Money

A

“

t our Intalco smelter in the United States, engineers developed a low-cost solution that eliminated water usage from the facility’s anode-cooling operation.”

This statement appeared on page 73 of Alcoa’s 2018 annual report, followed by a case study of the Intalco Works plant on the shores west of Ferndale in Whatcom County. The case arose from a 2015 edict by the State Department. of Ecology: Stop emitting contaminated wastewater into the ocean.

The solution at first appeared complicated, if even possible.

Alcoa had two years to get it done. The smelter’s existing system of cooling down hot carbon anodes involved a filtering method that cleaned the water relatively well, but not completely, before it was discharged back to nature.

Last year, after staring at an estimated cost as high as $2 million, an engineering team came up with a simple solution: Stop using water for cooling; instead, use air-cooling fans. The savings: 40,000 gallons of water a day. The cost of the solution: under $10,000.

Clinton Harkey, who, at the time, was the only mechanical engineer at the smelter, led the experimentation. A Texas transplant with his degree from Texas Tech, he explained in a sitdown interview recently how this all came about. “Previously, the equipment pumped water through spray nozzles and filtered the used water. That removed large particles,” he said.

Without wading into too much tech-speak, Harkey explained how research at the Alcoa Technical Center eventually led to using room-air temperature and super-large fans to regulate the internal-anode temperatures. Yes, fans like you might use to cool a room in your house or your office (only giant industrial-sized) maintained the desired structural integrity of the anodes, without having to use the spray hoses to cool them.

Another benefit evolved from the change. Not only does the new process meet environmental requirements, it no longer produces cracked anodes from uneven temperatures.

24 | BUSINESSPULSE.COM NOVEMBER/DECEMBER 2018

“I reported how we could turn the water off altogether, and how we could add the forced-air, convective cooling fans and get to zero contamination,” Harkey said. “The deadline was June 30 of 2017. We destroyed that, converting the system by March.”

The Intalco innovation was reported as a case study in its worldwide annual report. Moreover, with the double-win— zero contamination and major cost savings—Alcoa also was recognized with an environmental best-practices award for its anode-forming and baking process.

At one point, Harkey said, the perception was that the task of eliminating wastewater in this uniquely old smelter, which includes a carbon plant, a pot line, and a casting house, was “impossible... we went from thinking it might cost millions, to a bid of $50,000 for a different watering system, and wound up spending less than $10,000 on two fans and some labor to move equipment,” he said.

The Intalco smelter, he said, is a “material-handling facility that happens to make metal in the process.” He explained in layman’s terms: “We move things around and recycle 90% of the materials we work with back into the process of producing aluminum. Most of the aluminum first produced is still in use.

“Producing aluminum, in and of itself, is a clean-production industry, built on recycling.” Harkey said. “We strive constantly to protect the environment.

Our sole purpose is to make metal in the most environmentally friendly way possible. It’s hard because we’re a heavily regulated state and country, but because we are, we can do far better than other countries with no regulations.”

Beginning this year, Alcoa’s long-term goal—written in its annual report—is to define and implement a program enhancing water-use efficiency. The specific objectives: “…to reduce fresh-water intensity at least 25% by 2020, and 30% by 2030.” The company is taking a survey in November to assess the progress toward those goals.

Alcoa’s points of emphasis, as outlined in the annual report, are reduction of water consumption and discharge, use of secondary sources of water, and an increase in water recycling.

“Environmentally,” Harkey said, “this is a fun place to work.”

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leading edge PHILANTHROPY

“Their dogs love them 24/7— this gives people the confidence to go back out into the world.”

photo by scott book

—Denise Costanten— Founder and Executive Director, Brigadoon Service Dogs

Breeding Hope SHERRI HULEATT

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Brigadoon Service Dogs Give People In Need a Second Chance

laying fetch is one thing. But Brigadoon Service Dogs, a local nonprofit, trains their dogs to another level.

Brigadoon’s dogs—which take about two years to train far beyond fetch, bring it, sit, and stay—alert their owners when their blood sugar drops too low, alleviate anxiety and PTSD for prison inmates and veterans (going so far as to wake them from nightmares and nudge them if they sense anxiety), help build confidence and self-worth with at-risk youth, and help mentally and physically disabled people live independently.

“I had no idea the impact my dogs would make,” said Denise Costanten, Executive Director of Brigadoon Service Dogs.

Costanten, who founded Brigadoon in 2004, when she realized her Collie-training hobby could help people in need.

Once her website went live, she discovered how much the demand exceeded supply and she made Brigadoon a full-time career. She’s provided training and placed about 100 dogs in the last 14 years.

Brigadoon has three employees, about 40 volunteers, and programs that reach veterans, inmates, at-risk youth, and children and adults with mental and physical disabilities. The Brigadoon Prison Program, which operates in four Washington correctional facilities, teaches inmates to train service dogs for veterans; a few of the programs are specifically designed for incarcerated veterans.

That program teaches inmates positive communication skills and discipline, and helps them give back to the community.

According to one Prison Program member, who served four years as a U.S.Army medic, “[The program] has brought a lot of light into my life. I’ve been able to identify some weakness in my teamwork skills and some personal weaknesses I’ll have to work on before my release. It has allowed me to put something before myself.”

Costanten said training dogs gives inmates and veterans someone to talk to. “One of the biggest problems for people with

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mental-health issues is they don’t want to be judged, and dogs don’t judge,” she said.

“Their dogs love them 24/7—this gives people the confidence to go back out into the world.”

Each dog costs about $30,000 to train— including medical bills, food, staff time, etc. Civilians pay $10,000 for a dog and veterans get them for free. If a dog doesn’t pass the training requirements, Brigadoon adopts it out to a forever home for $500.

Costanten spends so much of her time training dogs that she has very little time to promote her organization and build relationships. “It’s the business community that helps spread the word about Brigadoon,” she said.

Brigadoon’s business partnerships with Superfeet and Northshore Veterinary Clinic have made a major impact on the nonprofit’s success, particularly since Brigadoon is reliant on private and corporate donations to stay afloat. Northshore helps promote fund-raising events and tours, and it gives Brigadoon a 20% discount on all veterinary costs.

Superfeet, which has supported Brigadoon financially since 2015, invited them to Superfeet’s annual Employee Giving Fair last year. At the Fair, Superfeet employees receive $500 each to donate to a nonprofit of their choice, and some Brigadoon’s service dogs “stole our hearts,” said Jolene McEachran, Superfeet’s Operations Coordination Manager and head of their Local Giving Committee.

“We chose to partner with Brigadoon because its mission and work positively impact those who come in contact with them,” McEachran said. “Since 2015 we’ve been a part of five matches (of dogs to owners in need).”

Costanten didn’t take a salary from this venture for 13 years, but she felt forced to when her late husband (an Army veteran with two Purple Hearts) was diagnosed with cancer and she no longer had an income source. Aside from a salary, Costanten has been recognized in other ways.

She received the Golden Tennis Shoe Award presented by U.S. Senator Patty Murray, Volunteer of the Year Award from the Washington State Department of Corrections presented by Gov. Jay Inslee, and Volunteer of the Year Award from The Whatcom County Peace Builders.

“It’s a labor of love,” Costanten said.

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leading edge GUEST COLUMN | SMALL BUSINESS

Growing a Small Business—and Avoiding the Pitfalls CJ SEITZ Director of Western Washington University’s Small Business Development Center You often hear entrepreneurs talk about their business like it’s their baby. The challenges of becoming a new parent and a new business owner are profoundly similar. You’ll have sleepless nights.

You’ll worry about doing everything right. You won’t, but that’s okay, because businesses, like babies, are resilient.

Things might not always go as planned and you probably will need to adapt to changing circumstances. There will be tears— tears of joy, as well as tears of stress and disappointment. But the good news is this: You can find plenty of support systems and mentors available to help you through the difficult times with “your baby.”

Entrepreneurs often underestimate the time and energy that operating a business demands—especially newbies to business and startups. In constructing a Small-Business Survival Guide, ask yourselves some fundamental questions, beginning with: What do small businesses need that they don’t know they need?

No. 1, know the market for your product or service. What problem will be solved, what pain will be relieved, and how will those change over time? Steve Jobs said, “A successful business knows what the consumer needs before the consumer knows.”

What elements are essential to survival?

A real understanding of the numbers and the financial drivers of your business’s success is mandatory. You must understand how to interpret the story that the profit-and-loss statement, the balance sheet, and cash-flow numbers are telling you. At the Small Business Development Center (SBDC), we love helping business owners grow their financial skills. Imagine how empowering it is to truly understand the financial implications of your decision-making.

Ever read or heard about Wimpy from the comic strip Popeye?

He would say, “I’ll gladly pay you Tuesday for a hamburger today.” All too often, Tuesday comes, but the money doesn’t.

Business owners fall for this and unwittingly become a bank.

It’s common to see a business that’s profitable, yet at the same time strapped for cash. When a company is making sales aggressively but has extended too much credit, net income is tied up in accounts receivable and can only be found on the balance sheet, not in the bank.

What’s the value of understanding your market?

Here’s a great example. One of our clients entered a market that was growing rapidly in the early 2000s. This company understood its market and, most importantly, saw big changes coming. The client kept its products the same as it began engaging smaller, creative new markets. When the predicted decline began in its original market, the company not only survived and avoided getting left behind, but grew exponentially.

What are best practices specifically for startups during the first 18 months in business?

Pursue the minimum viable form. Know your market and enter your market in full-on learning mode. Avoid taking on significant debt and making decisions that lock you into a specific course of action. Stay as agile and fungible as practical. Start small and learn as you go—like Apple did.

When it comes time to take on debt, make sure you’re well capitalized from the outset. Banks don’t like do-overs. Just as important as bootstrapping your way into the market, you must understand how much cash your growing business will consume in the form of fixed expenses and cost of goods sold. If sales are falling short of breakeven, you must have enough in cash reserves or the borrowing capacity to cover the shortfall.

The successful startup always will be hustling for business and looking to close sales. Too often, we see entrepreneurs who wait for everything to be perfect before they begin asking for the order.

As author and ultra-successful dotcom business exec Seth Godin says, “Ship it!”

28 | BUSINESSPULSE.COM NOVEMBER/DECEMBER 2018

What are the pitfalls to avoid during the growing stage (18 months to 7 years)?

Something we routinely see overlooked is the need for well-defined systems and documentation of key processes. Often we find mission-critical information stored in silos. An example: when the owner or a key employee are the only ones who know how to perform a certain task or where to find critical information.

If something, heaven forbid, happens to that key person, the business can come to a grinding halt. This often occurs when a company grows from a one-person operation or adds an employee or two, and then many more, and knowledge gets transferred only through on-the-job training or simply making it up as they go along.

You don’t have to stop everything you’re doing and sit down and write a 40-page employee manual to solve this problem.

You begin simply by writing up standard operating procedures for the most critical functions of running your business.

What works well for mature small businesses (7-8 years and older)?

In addition to becoming a master of market intelligence, let personal goals drive business decisions: • Do you want to see the business run more autonomously and require less of your time?

• Do you want to pull more income out of the business?

• Do you want your business to better reflect your values?

• Do you want to groom the business for eventual sale?

Whatever the goals, success is more likely when you have a solid, specific plan. The planning is not exciting, but it’s where the magic happens.

The SBDC provides a resource for entrepreneurs. We can be your “success sherpa,” guiding you along steep and perilous trails to the pinnacle. And we like to have fun in the process.

CJ Seitz director of Western Washington University’s Small Business Development Center in downtown Bellingham. A seasoned and certified business development consultant, she joined SBDC in 2005.

NOVEMBER/DECEMBER 2018 BUSINESSPULSE.COM | 29

leading edge GUEST COLUMN | AGRICULTURE

Case of Lynden Organic Dairy Farm Spurs Concerns MARTY MAYBERRY

H

Whatcom Family Farmers

ans Wolfisberg grew up in Switzerland, but when he came to Whatcom County in 1996 he felt he had found a true home.

He purchased a dairy farm just outside of Lynden, with 60 acres of land right on the Nooksack River. There he began Edelweiss Dairy, an organic dairy with about 150 doe-eyed Jersey cows.

Organic dairy farmers must graze their cows on grass during the Summer months. To maintain enough grass for his cows in those dry months, Hans irrigated his fields. The water came from a well, with what might be called a “provisional” water right under a long-standing application on file.

Enter the Department of Ecology (DOE), the state agency charged with managing water rights. From the early 1970s forward, Ecology staff has allowed farmers use of well water for irrigation, with the promise that a fully legal water right would be provided later. Years later, many farmers still are waiting for DOE to fulfill that promise. And today, as water rights are increasingly in political crossfire, farmers like Wolfisberg have grown more and more concerned.

While Hans was irrigating last year, an unofficial “inspector” cruised down the Nooksack River looking for potential waterrights violators. The “inspector” incorrectly (according to records on file) reported to the State that Hans was illegally withdrawing water from the river. Hans reassured the Ecology staff, who subsequently visited him about that report, that he did not draw from the river; rather, he pointed out, he only used his well, as he always had since he bought the property 22 years earlier. This year, Hans received notice that he did not have a legal water right and that he was to stop irrigating from his well immediately.

This was devastating news. He not only had to buy expensive hay to feed his cows, he stood to lose his organic certification.

Without grass his cows couldn’t graze.

Farmers appreciate Ecology’s constructive work with farmers on these issues. But this action shows that political and legal

pressure on Ecology appears to be mounting, with potentially disastrous results. Despite claims by a few activists who say we have a water crisis, our aquifer in Whatcom County is filled to overflowing every year.

We farmers now understand that if the water in the river or streams gets too low, it can harm fish through increased temperature or interference with spawning. Farm leaders have been working with Ecology, and tribal leaders, and others for the last 25 years to address water issues constructively, with positive gains. And many farmers have converted their initial rights to draw from the Nooksack and streams into groundwater rights.

This has been made more difficult by ill-considered court decisions such, as Foster vs. Ecology. Lacking scientific justification and contrary to Ecology’s position, the Washington Supreme Court declared that removing even one molecule of water from the ground is the same as removing it from the stream or river.

This means even groundwater use can run afoul of Ecology’s imposed in-stream flow rules.

The power politics of water rang clearly in the Hirst decision, prompted by the antigrowth activism of FutureWise. Without adequate scientific basis, the Washington Supreme Court allowed no further withdrawals from our massive aquifer without verification that a well would not harm fish habitat in any way.

In the last legislative session, aggressive lobbying successfully secured sizeable funding, with directions to DOE to enforce existing water rights. Even if this action is not directly aimed at farmers, the unintended consequences raise considerable concerns.

What happened to Hans Wolfisberg could become a common and devastating story for farmers in Whatcom County and beyond.

Marty Maberry, co-owner of Maberry Packing in Lynden, is a long-time farm leader who has been directly involved in resolving water issues since 1993. P+

30 | BUSINESSPULSE.COM NOVEMBER/DECEMBER 2018

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SMALL-BUSINESS SURVIVAL GUIDE What does it take for a small business to not just survive, but to thrive? Easy answer: work smart, work hard—and seek resources, many of which are free. Some answers come harder, and are more complex, as you’ll find here in our deep examination of small-business activities in Whatcom County.

By Cheryl stritzel mccarthy First, what constitutes a small business? The national definition of fewer than 500 employees (source: Small Business Administration) doesn’t fly in Whatcom County. Here, businesses with as few as 80-100 employees live large, with many investors and with international reach.

Meg Weber, Director of Marketing and Business Development at VSH CPAs in Bellingham and former head of the local Technology Alliance Group, defines small as about 25 employees. We’ve used that as the standard for this entire issue, which is dedicated to small business. That fits with how Western Washington University’s Small Business Development Center (SBDC) categorizes small business: 10-50 employees, and usually (but not necessarily) looking to grow.

Our sources concurred that companies in that sector have a lot of potential. Weber said, “Between their second and fifth year, they’re running the basics well—producing a good product, making payroll, renting decent space. As a community, if you can offer tools to them, it can accelerate their growth.”

Those community “tools” could include, for example, an introduction to a banker, a commercial broker, or an organization like the Whatcom Business Alliance.

Our report revealed several sources that counsel small businesses, openly sharing resources and practical advice, often pro bono. Some to consider—all offering practical advice and various forms of support: • The SBDC provides a comprehensive service for existing small businesses. The center operated by WWU is situated in a downtown office. (Read the guest column on Page 28 by its Director and Certified Business Advisor CJ Seitz.)

• The Northwest Innovation Resource Center, based in Barkley Village and operating a recently opened location in Everett, offers guidance free of charge to early stage entrepreneurs and inventors.

• The Service Corps Of Retired Executives (SCORE) is a national organization comprising 10,000+ volunteers and 300+ regional offices. Whatcom County has a strong local chapter

of volunteers who offer low- or no-cost business coaching. The organization also produces free seminars online (score.org).

Meg Weber also offered these tips to small-business aspirants: 1. Create budgets and cash flow for the fiscal year, or other time periods, whenever possible. A budget forces the question, What are we going to invest in this year? It makes you create a plan to steer by.

2. Surround yourself with friends and colleagues who push you.

Owners can get caught up in day-to-day operations and lose sight of the long-term future. A peer group and accountability partners keep a proprietor abreast of best practices.

3. Understand where your money’s coming from. Look at profit by product or service. What costs the most? What brings in the most?

4. Keep discovering what your customer is willing to spend on. Businesses sometimes avoid asking customers what they want, afraid they might not be able to offer it. Blend your abilities with market research and knowing your customer.

5. SBDC is an outstanding resource for industry reports and consumer intelligence from our local economy. It’s a way to check on how your business stacks up.

Jeri Andrews, owner-operator of Andrews Tax Accounting in Bellingham, specializes in managing books for small companies (i.e., sole proprietors, limited-liability entities (LLCs), and DBAs (doing business as). She said she always reminds small businesses to check their balance sheets carefully during their early years.

“They’re looking at profits and losses, but might not know what a balance sheet is,” Andrews said. “Their accounts receivable or payable might have a negative balance, or things might be entered incorrectly, or they might be missing deductions.”

Weber said, “It’s often easier to grow revenue through existing customers than by creating new customers.” One example she offered is a restaurant server who knows just what dessert to suggest, or offers a bottle of wine in a way that makes the customer

feel better served. “It’s not pushy, just better customer discovery, in a gentle way,” Weber said. “A lot of companies could use support mastering this skill set.”

This is an area that somebody new in business might overlook.

Further examples: • Tap information from the federal government, such as the U.S. census website or pertinent publications. Never overlook local government, either. One company researched city-planning records to find businesses that were seeking permits to expand. “Rather than sending a bulk mailer, you possibly can use free resources to figure out who’s expanding, and hunt them,” Weber said. “That

goes back to knowing your customers and potential customers.”

• Use existing research to sort out what works. For example, a restaurant can find free ratios online for how to price a plate, and compare the cost inputs to profitability. “If you’re not looking at that, you could be way off in pricing. Changing prices once your customers are used to them is difficult,” Weber said.

• Regardless of the industry or company, a variety of local and regional resources exist to help small businesses create revenues and jobs. Much of this “economic gardening” comes at no cost to the user, making the forecast for small business throughout Whatcom County sunny, indeed.

THE SPEED BUMPS OF ACCOUNTING AND TAXES

By Mike McKenzie

The business version of the proverbial oil-and-water idiom is personal checksand-business accounts.

Here’s a small sample of why: Let’s say you take a potential business client to lunch, or treat one to a happy-hour outing, and you pay with the charge or debit card from your personal bank account.

You then can’t claim it as a business expense when filing your taxes.

Who knew? Many don’t, according to one expert in the field, tax and accounting advisor Jeri Andrews. It ranks as her No. 1 tip for small-business owners—avoid co-mingling business and personal funds. “Never pay personal bills from your business account, or vice versa,” she said. “That’s called ‘breaking the corporate veil,’ and you’ll have no protection at all if you do it.”

Andrews, the owner since 2006 of Andrews Tax Accounting & Bookkeeping on the Bellingham waterfront, has specialized in small-business clients for almost two decades since earning a master’s in Accounting and Finance.

The Andrews team of five manages taxes and bookkeeping for more than 200 small companies and about 400 individuals, many of them sole proprietors or who contract their services. The staff advises and helps manage all facets of recommended small-business needs, ranging from financial statements, projections, payroll, and tax filings to whatever degree a client designates, either partially or entirely.

During a wide-ranging interview in her office at Squalicum Harbor, she addressed another commonplace pitfall she’s encountered in almost two decades of her work since obtaining her master’s degree in accounting: “I’ve had so many clients come in with no idea about how

their business should be structured,” she said. “I usually have them form an LLC (limited liability company) for several reasons, mostly taxation.”

She said what’s usually unknown is that the LLC is a state designation for doing business, not for the IRS. “For federal-tax purposes, it’s called a ‘disregarded entity’ —it doesn’t exist,” Jeri said, explaining, “With two really short pieces of paper, you simply file with the state of Washington for a business license number (UBI, or unified business identifier).”

The other important benefit of an LLC is what the LL stands for—limited liability; it can protect your personal assets, separate from business debts and liabilities.

Jeri offered numerous other points of consideration for surviving the curves and speed bumps of tax burdens and accounting in order to stay in business and make a profit.

One is forming an S or a C Corporation, at an appropriate time, depending on circumstances of the business’s growth. “You can do that without changing anything in your estate,” she said. “Otherwise, you could wind up having to close down and start all over again.”

Andrews Tax Accounting recommends to the majority of its clients forming an S Corporation, a “flow-through” entity in which revenues flow through the business to the owner, and taxes are filed on personal returns. An S-Corp provides room for business growth, such as adding payroll or forming a partnership, without having a total do-over.

Another option is a C Corporation, where the business pays its taxes. “We advise most small businesses to avoid a C Corp,” Jeri said. “It’s often foreign owners, who are not eligible for an S-Corp. Or, if a company is large enough for shareholders

34 | BUSINESSPULSE.COM NOVEMBER/DECEMBER 2018

and dividends, it can help.”

Another major point for business survival is to manage quarterly payments, based on taxable income estimates. “Make sure you’re on track, so you don’t end up being hit on April 15 with a $20,000 tax burden you weren’t prepared for. Plus, you could incur penalties for not filing the quarterly estimates.”

In business accounting today, one question pops up frequently: How are the new tax laws going to affect us? Jeri’s answer: “It’s so individual, it’s hard to make general conclusions. But I can say confidently that small businesses, for the most part, will do better on their taxes under the new laws this year. I’d say anything under a $250,000 net is going to see a very good decrease in their tax burden.”

Some other strong suggestions that Jeri offered for a Small-Business Survival Guide: • “Before you begin doing business, consider where you are at the moment and where you want to get to. (examples: Expansion? Franchise? Partnership?

Scale and sell the company?)

• “If more than one person will be involved, make sure your agreement is ironclad, not informal. Go to an attorney and write a very clear partnership and shareholder agreement that’s in everybody’s best interests. That’s money well spent.”

• “Find an accountant you trust and make a plan. Find someone who will answer all your questions, inform you, set up your bookkeeping, and who doesn’t make you feel stupid or guilty for not knowing everything.”

She said she’s contemplating having a sign made to hang on her office wall about “the thing I hear the most” after client consultations. It would read: “I feel so relieved.”

photo by scott book

The team from Andrews Accounting: Top (L-R): Les Campbell, Jeri Andrews, Debra Schindler, seated (L-R): Taryn Loveland, Emily, Janna Southworth

NOVEMBER/DECEMBER 2018 BUSINESSPULSE.COM | 35

Kevin buck behind the counter at his newly opened downtown location.

By Mike McKenzie

Kevin Buck in Bellingham and Tim Lukens in Custer represent the mature stages of owning a business, lasting 32-plus and nearly 20 years, respectively, and still counting. They’ve succeeded with similar approaches to products, services, and customers—but with vastly different models.

From their experiences, they offered some solid contributions to our Survival Guide for Small Business. In a nutshell, they demonstrated vision, perseverance, and adaptability to changing

markets—both men developing from humble beginnings.

Buck has retailed and wholesaled with Chocolate Necessities in the same location, in a business park off the Guide Meridian intersection at Horton Road, since 1986.

He opened a downtown shop in 2005, adding Italian ice cream and beverages to the core chocolate products. “I’ve always had just one objective,” he said, stating that the company has grown steadily year-overyear on a simple, small-scale model, driven

photo by scott book

Surviving to Maturity: No Small Feat for this pair of local entrepeneurs

by using the highest-quality ingredients available anywhere in the world.

Kevin started his company on savings from several years of work in the maintenance department of Ferndale School District, renting the space and making chocolate truffles on a small scale until he built a strong enough customer base to open to the public.

Lukens grew up on a dairy farm and, after many entrepreneurial ventures and jobs at Alcoa Intalco Works, he and his

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Tim Lukens, and son David, at their custer production facility

family bought Grace Harbor Farms on Lynden Birch Bay Road in 1999. Their business has been chameleonic—changing products and markets and even entirely converting their operating model in 2017 from dairy production to processing, distribution, and retail (both in a farm store and online).

“We started with two goats,” Tim said, with the purpose of producing milk and other dairy products at home, when the Y2K technology collapse became a dominant theme entering the millennium. Tim’s wife soon learned to make soap and skin and

healthcare products from goat’s milk, and that took them in another direction entirely.

Since then, Grace Harbor Farms has evolved many times over. It subsists on wide-scale distribution of dairy products, working with producers at three other farms, and a long line of natural-ingredient soaps, creams, and lotions that dominate the home page of their website.

Each of these business owners has long and fascinating stories to tell, which could fill volumes, but here they share what they feel were their keys to surviving in business for the long term:

38 | BUSINESSPULSE.COM NOVEMBER/DECEMBER 2018

KEVIN BUCK “You must have a clear vision. From day-one, ours has been to offer highquality products at an affordable price.

You must never compromise your service or product, no matter the cost—and it was costly at times, no question—because we’re in it for more than the money. I also knew what I wanted to become and remain—a small-scale business with big results, not a big, bold corporation.”

“Then you identify what I call the enemies of your vision. To make more money, do we want to make fudge? No.

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Conventional thinking is ‘listen to the customer’. That would have killed us, because I’d have turned into a candy shop.

We ran counter to what would have been the Survival Guide back in 1986.”

TIM LUKENS “You have to be willing to go through the learning curve and stay with it. It can take a long, long time. I didn’t take a dime for about 10 years, we crashed

hard a time or two, and we refinanced our mortgage to keep going. But I’ve been self-employed, basically, since I was 18 and I get excited about what the marketplace does and consumerism. Now we have good brand recognition of Grace Harbor International (natural products), good margins, and great relationships (with partnering farms).”

“By the Good Lord’s providence, we’ve held on by our fingernails through

difficult times and changes. We’re excited now after redefining ourselves as a boutique operation and working directly with other producing dairies to process and distribute. (Grace Harbor wholesales product to more than two dozen outlets throughout the Seattle, Puget Sound, and Whatcom County regions.) If you compared us to the local breweries, we’d be called a micro-dairy processor. And I’m pretty much a CFO these days.” P+

water-cooler talk flx The U.S. Small Business Association defines its constituents as 500 or fewer employees, and displays these facts and figures on its website x

x

Small businesses in the U.S. outnumber corporations 1,162 to 1

70% of small businesses operate under sole ownership x

x

About 70% stay in business two years, and about 50% survive five years

The largest sector of small businesses is home-based, about 54%

°x The workforce of small businesses—consisting of 57% of the nation’s non-government employment base and 44% of total U.S. payroll— would rank 17th in size among world countries at 77 million

x

2% are franchised

rising stars of 2018 whatcom business?

By Business Pulse Staff Well, you tell us. A nomination form is available to you on BusinessPulse.com for submitting persons and companies for consideration as Startup, Small Business, and Business Person of the Year, and for the prestigious Lifetime Achievement Award.

Continuing this 33-year tradition, you’re also invited to reserve a table or

tickets to celebrate those chosen for these awards in March 2019. All of the nominees are winners, in our book. And, all finalists will have the spotlight for how they earned this recognition.

Who would you like to see march to the podium and bask in the limelight that night? Go to the nominee form today and let us know. You can vote for any or

40 | BUSINESSPULSE.COM NOVEMBER/DECEMBER 2018

all of the awards—a company that’s been in business 3 years or less, a company of 1-to-99 employees, a distinguished leader at any free-market or nonprofit organization, and/or a person with a lifetime legacy imprinted across the Whatcom economic landscape.

Deadline for nominations is Friday, January 4 by end of business day. P+

THANK YOU FOR AN AMAZING 2018!

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ANGEL INVESTORS

Providing an Investment Boost to a Select Few Who Need Funding

By Mike McKenzie In business, to state the obvious, money talks. And it talks the most and the loudest in any conversation about how to keep a business going. It drowns out talk of a quality product, the customer experience, and the Big Dream. No business survives in a vacuum of no dough to begin with, or an in-the-red bottom line or a no-way-to-meet-expenses mode.

Lack of money crushes dreams and schemes.

One of the biggest questions facing any business, at any stage of its operation—and especially at startup—is how will it get financed? Bootstrap, life savings, bank loan, SBA loan, and a highly popular source these days, crowdfunding? All of these means of financing and sustaining a business are common today.

And there’s another important one: an investor. Enter the guardian angels, stage center.

Many companies in Whatcom County have started or been boosted by means of a group that formed about 15 years ago, the Bellingham Angel Investors (BAI). With 40 participants and several heavyweight corporate sponsors, BAI accepts and screens applications for investment funds, listens to pitches, and selects promising businesses to back financially.

There’s more, as revealed in a conversation with Mark Knittle, President of BAI and a longtime businessman in the field of information technology. “We’re there to support people beyond just funding them,” he said. “We’ll coach them on how to make effective presentations and help them find other resources available in the community that offer services. And individually, we provide hands-on help with how to identify the market and make a company successful. With 40 members, we have a lot of experience to share.”

Knittle spends most of his semi-retirement activity consulting with companies and dabbling in a few entrepreneurial adventures of his own, traveling widely overseas, and advising a nonprofit he started to assist education in Africa. He’s a Midwest transplant—Kansas City, Minnesota, University of Chicago graduate—who’s lived in this area and owned businesses over the last 12 years. (“We moved here for three reasons—weather, hiking, and skiing.”)

Now, largely through the BAI, he exercises his strong interest in the health and welfare of businesses in Whatcom County. The BAI provides a strong vehicle for that. “Everybody in the group is a local resident of the county—some with dual residences—and we look primarily for local companies that are attractive to us to

see if we can make them work.”

The BAI provides an application format on its website and invites a few in bi monthly to make a presentation. If promising applications dwindle, the organization works in concert with the Seattle Alliance of Angels and others along the I-5 corridor from Portland to Vancouver, B.C., to find investment opportunities.

Making the cut with BAI requires much preparedness from a prospect. “When you come to present, you have 10 minutes to articulate what you’re doing and why we should back you,” Knittle said. “It takes more than just promise and energy. That’s why we offer to coach before a presentation. We can tap a lot of resources and hands-on help, not just networking.”

The BAI invests in a wide variety of businesses, which shows in their extensive portfolio, rather than specializing in a sector like technology. “In this region, we’ve leaned toward technology, but we’ve also invested in food, marine, energy, biomedical, and other sectors.”

He said that the group “sees a lot of fascinating, amazing, creative, and ingenious ideas” and they hear from a large number of individuals. The BAI funds its chosen few either from a pool it has formed through membership (“all in,” Knittle said), or angels can take on an investment with one or two others, or individually.

Knittle’s best advice to a person or group in approaching the angel investors is to know when you’re ready. “We get too many who are way too early in their startup process,” he said. “We also get too many where the model doesn’t work. Great idea, maybe, but not investable.”

To avoid those situations, the investors look for proof of concept. “We look at whether a company has tested the market for validation,” he said. “Not necessarily that they’ve turned a profit yet, but that they have demonstrated they can get customers. They might be three or four years away from a good revenue stream, but they’ve shown that their product is buyable, and that’s worth a lot.”

The BAI deals mostly in startups, but doesn’t exclude existing companies. “We’ll look at any great idea in the Pacific Northwest with a solid market and growth potential,” Knittle said.

An important distinction for an applicant to understand about the angel investors is that they only look to help a business get started. Knittle emphasized, “These are not long-term loans.

We’re actually looking mostly for an exit plan, such as acquisition of the business. We’re not in it forever.” P+

42 | BUSINESSPULSE.COM NOVEMBER/DECEMBER 2018

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SMALL-BUSINES STARTUPS Four budding Bellingham entrepreneurs with new ventures they started in the last two years attended Western Washington University at the same time, but didn’t know it. Jarod Faw AND Hayley Boyd (above), Nick Meza, and Dylan Green met after becoming business owners, and since have become good friends who’ve collaborated on ideas and products.

44 | BUSINESSPULSE.COM NOVEMBER/DECEMBER 2018

photo by scott book

www.thegatewaycentre.com 1313 E. Maple Street, Bellingham, WA 98225

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“You’ve got to look good. Brand ID and development is essential. Make that investment early.”

Dylan Green, Owner, Heliotrope Hotel In email and telephone interviews, the start-up foursome offered their contributions to a Small-Business Survival Guide.

Their thoughts ranged in extremes— from exercising boldness and derring-do (“just pull the dang trigger!”), to a more cautious pause-assess-proceed approach.

And they all agree that a good designer is perhaps the most valuable item in the Guide.

This WWU pride of young lions is as green in business as the plants in Nick Meza’s shop, babygreens, which he opened in April this year on Cornwall Avenue. Hayley Boyd and Jarod Faw, wife and husband, started Apse in November 2015 while still in art school, featuring their hand-crafted jewelry and art.

They opened a studio and retail shop in November 2017, also on Cornwall.

Dylan Green joined a partnership in May 2017 that overhauled the former Lion’s Inn Motel on Elm Street, built in

the 1950s about a mile from the center of downtown. As project manager and marketing director, Green linked with renowned downtown developers Bob Hall and David Johnston and the design firm of Smith & Vallee in Edison to open the self-described “boutique” 17-room Heliotrope Hotel.

Hayley and Jarod met Dylan when he worked for the Downtown Bellingham Partnership and Johnston. “We participated in a couple of Commercial Street Night Markets where Dylan was working, and he loved the wood bolo ties we created. He’s been a massive supporter and even modeled for us.”

Nick joined this friendship and support circle when he dropped into Apse shortly before opening babygreens. “We’ve stayed in touch through various events and plant adventures,” Hayley said. “Now we have all (four) collaborated on a couple of products in our Bellingham line.”

46 | BUSINESSPULSE.COM NOVEMBER/DECEMBER 2018

This feel-good narrative feeds into the No. 1 item Hayley and Jarod would have in the Survival Guide. “A community of innovators,” they stated in an email questionnaire. “Good feedback, peers who will represent and support you, and inspirational people are all priceless and vital for staying relevant and excellent.

Without a support system of creatives, it can be hard to know when or what to upgrade or change, and difficult to see your operation from your audience’s perspective.” And they ended with an invitation: “If you’re isolated or lacking community, come say hey.”

Each of the four shared “survival” thoughts about starting a business, based on what they’ve experienced early-on.

Excerpts from their input: Meza started up from personal savings out of a “passion for plants… and a strong appreciation for their cultural value. A straightforward indoor plant shop in photo courtesy of the heliotrope hotel

“Accept the risks and just pull the dang trigger!” Proper, and critical planning is crucial, of course, but just dive into things. Be aggressive and stay excited.”

Nick Meza, Owner, babygreens

Bellingham made sense because the town didn’t have one—at least not one quite like the shop I envisioned (as) the perfect small business to start, and a totally manageable one, too.”

He cited boldness as a key to a successful startup. “Accept the risks and just pull the dang trigger!” he said. “Critical planning is crucial, of course, but I think there’s a point where you just need to dive into things. This pressure forces you to take the action you need to take. If you have an idea you believe in, be aggressive and stay excited.”

And what would he place in the Survival Guide? “A design consultant to help get you started in the right direction. A big part of our early success has stemmed from our interior design and branding. People appreciate intentional details,” Nick said.

He also mentioned “hiring trustworthy, photo by carter watkins

genuine staff to constantly demonstrate company values. For our plant shop, these values are warmth, kindness, and topnotch customer service.”

Green at the Heliotrope seconded Meza’s notion. Dylan’s work during the three years since earning a degree in journalism/PR at Western (aside from writing music and touring with bands) has primarily centered on “design, branding, and marketing…that’s how I earned my equity as a partner.”

He was strong on the point of design.

“You’ve got to look good. Brand ID and development is essential. Make that investment early. And holistically. You can’t just slap up an image or a logo. Look good online and when they walk through the door. A customer must know what your product and services are, so set your guidelines on what your brand represents

and what you want it to do for your business. Keep your vision in the forefront, stay on track and avoid distractions.

Otherwise, a customer doesn’t know who you are or what to do.”

Hayley and Jarod have grown from scratch. “We’ve rolled with the punches and put everything we’ve made back into the business,” Hayley said. “We stepped out into the community and invested time and energy into quality products and customer service.”

Where boldness surfaced in comments from Meza and Green, the Apse team suggested, “Don’t be afraid to hit the brake pedal a little bit. It doesn’t mean you are failing (or) messing up. Sometimes it’s crucial to pause, reevaluate, and take a counterintuitive action. In the long run, it could mean the difference between burning out and going for the long haul.” P+

NOVEMBER/DECEMBER 2018 BUSINESSPULSE.COM | 47

clockwise from top left: researching a project at localgroup studio, worker at the office: Co-working at gateway, library at localgroup studio, waffles at the office, vinyl lps decorate a work station at invent. opposite: alan mcConchie, owner, localgroup studio.

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CO-WORKING spaces

once considered a fad, shared working space has established a solid foothold in Bellingham. Enticing clients with benefits that range from ‘Waffle Wednesdays’ to extensive graphic design libraries­—the local competition for the wayward worker is heating up.

By Dave Brumbaugh photos by scott book

Bellingham and co-working spaces appeared to have a nice fling going earlier in this decade. Co-working spaces became trendy nationwide, drawing multitudes of clients who declared they didn’t need their own office space, let alone their own building. And Bellingham embraces those who go their own direction.

But far from becoming a one-night stand or a fad, Bellingham and co-working spaces have developed a long-term relationship.

The “City of Subdued Excitement” has at least six co-working spaces, and the list of reasons people use them is growing. “They’re popping up everywhere,” said Tyler Byrd, owner of Invent Coworking, the largest of the six at about 4,000 square feet on the top floor of the historic Crown Plaza building downtown.

Originally driven by high leasing rates in large metropolitan areas, the co-working concept basically provided convenient access and cost savings. Over time, clientele (still pinching pennies) found the spaces filled with cost-efficient services and value-added amenities, like conference rooms, audio-visual media access, sound-proof phone rooms, break rooms, and more. Even semi-private or private offices.

Jeremy Hendren said, “Every co-working space has a different personality,” He is the Business Manager at The Office: Coworking at Gateway, located inside the Gateway Centre Executive Suites building.

Co-working spaces universally consist of a type of serviced office, usually occupied by independent or otherwise unconnected workers or businesses, according to Statista.com. The spaces generally support a shared working environment, and the majority of co-working members work in an open-office environment.

The concept is believed to have started in San Francisco in 2005,

when high-tech entrepreneurs shared a space.

The Pond, located inside 2020 Engineering’s Wellspring Building, helped jump-start the trend as one of Bellingham’s first co-working companies in 2012. Founded by Renata Kowalcyzk and 2020 Engineering Owners Mark and Jessie Buehrer, the building is divided among 2020 Engineering, tenant companies, and a co-working space.

They opened the same year that Invent Co-working converted to co-working operations under that name; previously their space was home to an incubator for tech innovators and inventors called the Idea Lab. Byrd bought out the other partners and rebranded the space, that includes a photography studio and multimedia-wired conference room among its offerings.

Invent lists more than 50 members, including “a mix of entrepreneurs, startups, professionals, freelancers, and remote employees,” said Patty Reed at the front desk of Invent.

Hendren said The Office: Co-working at Gateway’s 30 coworking tenants come from as far away as Whidbey Island and British Columbia, and often they need an office space just several days a month. “We have a landscaper who needs a place to do his bookkeeping,” Hendren said. “We have Canadian-based companies whose employees cross the border to pick up mail (another major cost and time saver) and then do some work while they’re here. A woman who lives on Lummi Island comes here to get a reliable high-speed Internet connection.”

Other spaces specialize. Owner Alan McConchie at Localgroup Studio in Bellingham caters to a niche market. Its website states: “…dedicated to the practice, presentation, and discussion of design in its many forms.” McConchie said they attract

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clockwise from top left: working with a view at invent, bright and comfortable work bar at the office, space for a large group at invent, room to spread out at localgroup studio, Headphones are a common sight at invent, community manager patty reed at invent, collaboration at localgroup studio. opposite: waffle Wednesday at the office, long-term spaces at invent.

writers, coders, students, telecommuters, and owners of small startup businesses.

Growth in co-working puts Bellingham in the U.S. mainstream of a young and burgeoning industry. Statista.com reports there were 4,043 co-working spaces in the United States in 2017 and that number is forecasted to increase more than 50% to 6,219 in 2022.

People who can work remotely as employees or independent contractors have the freedom to live where they want, but still need to be more productive than telecommuting from home.

Co-working spaces often provide the structure and discipline that many independent workers need for effectiveness.

They don’t have distractions like pets, daytime television, or a neighboring conversation about someone’s social life. A co-working space is a place where an individual can go daily, sit down at a desk, and work among like-minded people in a structured atmosphere.

“People are realizing how important the environment they work in is and how difficult it is to work in a coffee shop,” McConchie said. Or, in the case of one co-working tenant who spoke to us anonymously, sit in the car outside a coffee shop to gain Internet access.

Interaction with like-minded people can be positive—peas in a pod, so to speak. According to a study featured on Office Vibe, a co-working office environment made 64% of entrepreneurs more productive, 68% more focused, and 90% more confident.

Reed said, “We have one client who said they get more done in three hours at Invent than in 10 hours at home.”

Lowering office leasing costs still ranks as the most major of draws to renting co-working spaces. Rates in Bellingham range from approximately $100–$300 monthly in modern, attractive buildings with preferred locations, while standard office rentals typically start around $400 a month and go up as high as $1,000, depending on size, location, services, and amenities.

Jeremy Raughton, Office Manager alongside Hendren at The Office: Coworking at Gateway, pointed out that many tenants utilize access to a shared conference room that enables them to

“People are realizing how important the environment they work in is and how difficult it is to work in a coffee shop.”

—Alan McConchie— Owner, Localgroup Studio meet with clients in a professional and private setting.

Co-working space rates vary, based on factors of access, privacy, and use of a shared conference room. For example, Invent Co-working lists packages ranging, per person, from a Virtual use only at $50 monthly up through $150 for first-come first-served open desk, and $200 to throw in some conference room time. A dedicated desk and five hours of conference room come with packages ranging from the minimum $300 package to $450 for a cube, and from $600-$1,000 for an office.

Monthly rates are similar at the Bellingham co-working spaces. At the Gateway Centre, for example, they show two floors of a multitude of executive offices going between $600-$975. Another common denominator is hourly fees for needs like a meeting room, photo/video studio, virtual access, etc.

While some value-added tools like high-speed Internet access are fairly

standard, Bellingham co-working spaces also offer distinctive features and characteristics. Community Manager Patty Reed at Invent said, “We foster community with networking events and guest speakers.”

She cited examples of lunch outings for members at downtown eateries, and inhouse happy hours after work.

Similarly, Localgroup Studio promotes “…platforms for dialogue, collaboration, networking, education, and research.

After regular business hours (M–F, 9–6.) the Studio is available for meetings, workshops, classes, events, pop-up shops, and other gatherings.”

Because Localgroup Studio targets graphic designers, illustrators, and interior designers, McConchie said they created an elegant, artistic space containing an extensive library of art and design books.

The Cooler in Bellingham includes a modern, eat-in kitchen.

The Pond emphasizes healthy amenities that include natural ventilation,

full-spectrum day lighting, large windows, and solar tubes, plus a pet-friendly environment.

Co-working enthusiasts also enjoy the networking that occurs with people both in related and unrelated fields. Common areas in shared office spaces often are ideal for networking, sharing information and knowledge with fellow co-workers.

Unlike working at home, co-workers have an opportunity to interact with people from varying professional backgrounds, who would likely become a useful connection, and this—in turn—can be converted into generating leads and partnership opportunities. “A lot of happens organically from people working next to each other,” Reed said.

The advantages of this trend and its popularity nationally and locally probably foreshadow more co-working space “popping up” hereabouts. “Bellingham is ideal for co-working spaces,” McConchie said, “because it’s such a desirable place to live.”

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QA and

Interview by Mike McKenzie Alice Clark has been synonymous with downtown Bellingham for 20 years. She sold pies at the Farmers Market, worked as a free-lance graphic designer, helped create and nurture the Pickford Film Center, all downtown. And for the last three years she has served as Executive Director of Downtown Bellingham Partnership. In her fourth-floor office at the Bellingham National Bank Building, she recently visited with Business Pulse Editor Mike McKenzie and talked about how the Partnership builds on its tagline, “City of Renewed Excitement.”

You’re from St. Louis. How did you discover Bellingham?

I was newly married and my husband and I got on a motorcycle and rode up from St. Louis, through Canada, then down through Bellingham and into California. I can tell you five hours at a time on a motorcycle seat is the maximum anyone should do, trust me. We stopped to visit a friend from St. Louis who had come out here to go to WWU, and we instantly fell in love with the area.

We moved out here as we were both ready to start life on our own, away from our parents. We first lived out on the Lummi reservation and I got a job in Fairhaven as a cocktail waitress at The Hunt, a restaurant featuring a variety of mainly meat dishes directly underneath what is now Three French Hens.

ALICE CLARK and the Downtown Bellingham Partnership Bring Life to Urban Bellingham

Did your degree from Western Washington set your career path?

Maybe, in a roundabout way. I finished in 1997 in graphic design and illustration while raising (two) kids. After that I did freelance and independent contract work under my business, Matchbox Design & Illustration, and worked with a variety of local clients, including Business Pulse magazine. I volunteered as a graphic designer with a newly forming nonprofit, the Whatcom Film Association, which later became the Pickford Film Center.

And that’s how I came upon my true calling­—community building through running nonprofits.

You’ve had your own businesses, too, right?

Yes. While the kids were younger and

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in elementary and middle school, I did landscaping, helping people with errands, whatever I could as “All-Around Alice.”

I spent 13 years with the Pickford Film Center—11 as the Executive Director. It’s a nonprofit, but it’s also a business. After leading it through a multi-year, $3.25 million dollar capital campaign to build the new Pickford Film Center, I stepped down and took a short sabbatical and started Alice’s Pies soon after. I make a killer pie.

What’s your favorite?

Coconut cream.

OK, then you’d enjoy mine—Triple Threat. It has toasted coconut in the graham cracker crust, high-quality coconut cream in the filling, which is topped with whipped cream dusted with more toasted coconut.

It’s delicious!

How have these business experiences fed into your current position?

I learned a lot about how to manage people, staff as well as a board of directors. For example, I started the Pickford as a board member, became the board president and in doing so I learned a bunch about nonprofit management and board development. As a movie theater, the Pickford is also a business, so I learned about what it takes to run a business. Going through a large capital campaign also prepared me for this role, knowing what it takes to raise large amounts of money and what it means to renovate a building like we did with the Pickford on Bay Street.

Is most of your work with the Partnership spent managing?

I’m definitely the main orchestrator of it all, which does entail a lot of herding of various cats, but I also like to get into my own little pieces of programming that interest me. As a manager, I really love helping staff get engaged in their work, finding and developing their talents and truly enjoying their jobs.

How is Bellingham Downtown Partnership staffed?

We have five full-time and several parttime employees, some seasonal—like landscaping positions. Next Spring we QandA Continued on Page 63 NOVEMBER/DECEMBER 2018 BUSINESSPULSE.COM | 53

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PULSE

HOURS AFTER

photo by scott book

BEVERAGES / CLOTHING /

By Sherri Huleatt

BOOKS + MORE

Art Takes Center Stage Downtown

Founded just two years ago, the Sylvia Center for the Arts in Bellingham’s Downtown Arts District is a hub of activity. Serving as a community center for the performing arts, Sylvia Center offers a stream of regular events, including workshops and classes. Others include locally-produced plays, art exhibits, and recent billings like an intimate jazz concert, a rock band concert, poetry readings, and much more. You can even brush up on your improvisational skills.

“Bellingham and Whatcom County have always had a high concentration of small performing arts organizations that create tons of new, original productions every year,” Sylvia Center Marketing Director Wesley Davis said during an interview. “Unfortunately, there is also a real lack of affordable venue space for these organizations to do their work, and that is what Sylvia Center is designed to help with.”

After a successful $70,000 Kickstarter campaign in the Spring of 2018, the Center expanded from one 50-seat Studio Theatre to add a 140-seat main stage venue (called the Lucas Hicks Theatre), and a new lobby—which serves as a gallery, bar, box office, and

accessible bathrooms.

Named after Sylvia Scholtz, a lifelong supporter of the arts locally, the Center was created by iDiOM Theatre, an independent theater founded in Bellingham in 2001. iDiOM moved from its Cornwall Street location to the renovated Cascade Laundry building on Prospect Street in 2016, and last year changed its name to the Sylvia Center for the Arts.

The Center hosts a variety of “resident” arts organizations, including Whatcom Jazz Music Arts Center (WJMAC), Momentum Improvisation Lab, Bellingham Theatreworks, American Theater Northwest, and others. The Center also serves as an affordable rental venue for local and regional events and performances, such as the recent Bellingham SeaFeast FisherPoets and rock band Ray Troll & the Ratfish Wranglers.

“Ultimately, our goal is [to be] a thriving hub for locally created performing artists to teach, perform, and collaborate,” Davis said, “and for audiences to discover and enjoy magical entertainment created right here in Whatcom County.”

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event picks PULSE AFTER HOURS Harmony From Discord

Thomas Mariott Quintet

NOV 18 In the Symphony’s next installment of its Harmony from Discord series, they shine a light on powerful music that originated from and flourished in spite of the Holocaust. Cellist Clive Greensmith, formerly of the Tokyo String Quartet, will present the U.S. premiere of composer and cellist Pál Hermann’s Cello Concerto as realized by Fabio Conti. They will also perform Mahler’s iconic Totenfeier (Funeral Rites), and Viktor Ullmann’s Variations and Fugue on a Hebrew Theme, which Ullmann composed from inside the Theresienstadt (Terezín) Concentration Camp. This concert is sure to be a testament to the incredible fortitude of the human spirit.

Mount Baker Theatre, 3 p.m. Tickets at mountbakertheatre.com.

NOV 28 Chris Robinson of Downbeat says, “Thomas Marriott’s trumpet sound is as lush and inviting as it comes.” Thomas Conrad hails Marriott as “One of the best trumpet players in the world.” Prepare to launch into new territory. This band absolutely cooks.

Sylvia Center for the Arts, 7 p.m. wjmac.org.

Whatcom Symphony Orchestra

COMEDY Seattle International Comedy Competition Semifinals

Mike Allen & Steve Kaldestad

NOV 17 Skip the drive on I-5 when the semifinals of Seattle’s premier comedy competition come to Bellingham. Currently celebrating its 38th year, the Seattle International Comedy Competition is the real Last Comic Standing. In 26 days, 32 comedians from the U.S., Canada, U.K., and Japan perform across 22 shows in 18 venues to try to win over $15,000 in cash prizes and the attention of major media talent executives.

Join in the process and help narrow down the final contestants while these funny folks showcase their best material to see who can make you laugh the hardest.

Mount Baker Theatre, 8 p.m. Tickets at mountbakertheatre.com.

NOV 21 Mike Allen returns to WJMAC with a brand new lineup. Two saxophones played by these two alarmingly talented musicians in one band with an absolutely solid rhythm section. Each and every time Allen plays here it is a special and memorable evening filled with a delightful balance of well-loved, and newly composed jazz.

Sylvia Center for the Arts, 7 p.m. wjmac.org.

MUSIC The Emmet Cohen Trio

Whatcom Jazz Music Arts Center NOV 14 Emmet Cohen is known as “one of his generation’s pivotal figures in music…” who Christian McBride hails as “…one of the most dynamic young musicians on the scene today.” He has won national and international competitions, but more importantly, he travels the world sharing his remarkable range and exacting artistry, playing with what Daniel Kushner of Rochester City Newspaper calls, “striking and effusive elegance.”

Sylvia Center for the Arts, 7 p.m. wjmac.org.

Whatcom Jazz Music Arts Center

Whatcom Jazz Music Arts Center

THEATER Waiting For Godot

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PR PICIME K

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NOV 1 – 17 Waiting for Godot, the 1953 play by Samuel Beckett, is considered the masterpiece of existentialism, which explores the futility of man’s hope, to absurd results.

Directed by Glenn Apollo HergenhahnZhao, Waiting for Godot features two wandering tramps, Vladimir and Estragon, who wait by a lonely tree to meet up with Mr. Godot, an enigmatic figure in a world where time, place and memory are blurred, and meaning is where you find it. The tramps hope that Godot will change their lives for the better. Instead, two eccentric travelers arrive, one man on the end of the other’s rope. The results are both funny and dangerous in this existentialist masterpiece.

Sylvia Center for the Arts, 7:30 p.m. Tickets at sylviacenterforthearts.org.

TICKET ALERT!

NEKO CASE 11.28.18 | 7:30 PM MOUNT BAKER THEATRE NOV 28 A force of nature, an act of a mercurial, forgotten god, Case’s new Hell-On is a record sealed by fire, filled with love and rage and dangers that might lay waste to everything at any moment. So if you wake up dazed in a smoking landscape, walking through the detritus of your own lost civilization with the smell of ash in your hair, your favorite sweater gone and a new song in Mount Baker Theatre, 7:30 p.m. your head, don’t say you weren’t warned. Tickets at mountbakertheatre.com.

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THE NUTCRACKER(S) ROUNDUP VISUAL Boneyard and Bloom: Paintings by Cynthia Camlin NOW–NOV 30 Cynthia Camlin’s paintings from 2017 interpret changes in the world’s oceans. The ghostly architecture of bleached coral in Boneyard evokes the withering of life in an acidifying ocean. Bloom is an ongoing series of paintings that revel in the fertility of growing reef systems. These underwater vignettes have been an opportunity for multilayered experiments with paint and process.

Jansen Art Center, jansenartcenter.org.

HOLIDAY Deck the Old City Hall NOV 23–DEC 30 Get in the holiday spirit with the Whatcom Museum’s annual festivities. Historic Old City Hall will be decked out for the season. View a variety of themed, decorated holiday trees in the Rotunda Room of Old City Hall. Admission is by donation, and proceeds are used to support the Museum’s rich offerings of exhibitions and programming. Sponsored by the Museum Advocates and the Foundation Board of Directors.

Old City Hall, Noon–5 p.m. Free with Museum admission. whatcommuseum.org.

Olde Fashioned Christmas NOV 30–DEC 2 “Our Favorite Collections” will be showcased in the Pioneer Park’s historic cabins, aglow with tiny lights, as volunteers of the Ferndale Heritage Society host its annual Olde Fashioned Christmas in Ferndale. Enjoy holiday displays, costumed hosts, crafts, music, horse-drawn carriage rides, and treats. Bring your own camera for a visit with Santa.

Pioneer Park, 2004 Cherry St., Hours: Fri., Nov. 30, 5–9 p.m.; Sat., Dec. 1, 1–9 p.m.; and Sun., Dec. 2, 1–5 p.m.. Tickets: $4 adults, $3 children. More info: 360.384.6461, or visit www.ferndaleheritagesociety.com.

O Christmas Tea: A British Comedy DEC 12 Following the smashing success of their 2016 and 2017 North American comedy tours, London’s 3-time IMPRESARIO award-winning comedians James & Jamesy

FOR THE 2018 HOLIDAY SEASON, MOUNT BAKER THEATRE WILL HOST FOUR DIFFERENT RENDITIONS OF THE NUTCRACKER...

Harper&I Dance Center

Opus Performing Arts & BAAY

NOV 24/25 Enjoy a holiday weekend filled with magic and wonder as The Nutcracker comes to life on stage. Join Clara as she embarks on an adventure that she will never forget. The dreadful Mouse Queen battles the brave Nutcracker, snowflakes beautifully leap across the stage and the magical Sugar Plum Fairy opens the doors to the Kingdom of Sweets.

Professional guest artists Julia Erickson (principal dancer with Pittsburgh Ballet Theatre) and Jorgé Villarini (former principal dancer with Dance Theatre of Harlem) dancing the roles of Sugar Plum Fairy and Cavalier.

Mount Baker Theatre, 7 p.m./2 p.m. Tickets at mountbakertheatre.com.

DEC 5/6 Audiences will enjoy this classic winter ballet with a unique theatrical twist. The Nutcracker features OPUS’ younger ballet students as the denizens of the Kingdom of Sweets, as well as their advanced dancers in the classic roles of Dewdrop, Nutcracker Prince, and the Sugar Plum Fairy. BAAY performers ages 9-16 will be showcased as the infamous rat army, manipulators of large scale puppets and choral interludes. This exciting new performance is guaranteed to delight viewers of all ages.

Mount Baker Theatre, 7 p.m. Tickets at mountbakertheatre.com.

Northwest Ballet Theater DEC 1/2 John Bishop, founder and artistic director of Northwest Ballet Theater, reports his Nutcracker is like the original version—based on the Russian ballet first performed in St. Petersburg in 1892.

Northwest Ballet’s production features backdrops painted in Russia as well as costumes made in New York City. Marius Petipa, chief master of the Russian Imperial Ballet, commissioned Russian composer Peter Ilyitch Tchaikovsky to write the music to Alexandre Dumas’ happier version of a somewhat dark and scary fairytale originally written by E.T.A. Hoffman.

Originally produced in 1892.

Mount Baker Theatre, 7:30 p.m./2 p.m.

Tickets at mountbakertheatre.com. return with their outrageously funny and brilliantly inventive Christmas comedy O Christmas Tea. When catastrophe strikes at James and Jamesy’s Christmas tea party, flooding the world with tea, the friends leap into action, finding innovative and hilarious solutions to keep them afloat. Redefining immersive theatre, these masters of physical comedy—with over 20 comedy awards to their name—sweep the audience out to sea in a jolly aquatic escapade brimming with whimsy, action, and ingenuity in a celebration of friendship at Christmas.

Mount Baker Theatre, 7:30 p.m. Tickets at mountbakertheatre.com.

Ballet Bellingham DEC 20 This holiday season, prepare to be transported on a magical journey with Clara and the Nutcracker Prince.

Choreographed by Artistic Director Jessica Crook, with gorgeous costumes and beautiful dancing—all to the classic Tchaikovsky score—this is a production sure to bring out the child in everyone.

Ballet Bellingham is proud to present its students and other local dancers as they come together on stage in this delightful telling of a Christmas classic. This is an independent event promoted by a renter of the facility. Any comments or opinions expressed do not necessarily reflect the opinions or policies of Mount Baker Theatre.

Mount Baker Theatre, 7 p.m./2 p.m. Tickets at mountbakertheatre.com.

Holiday Magic

Whatcom Symphony Orchestra DEC 16 Enjoy an evening filled with holiday cheer. This holiday spectacular will feature music from White Christmas and fun holiday sing-alongs for the whole family. Join guest conductor Ryan Dudenbostel and a local choir for a magical evening at the Theatre.

There will be hot cocoa at intermission for the little ones as well as a performance by local students. Bring the kids for a fun family outing with the Symphony.

Mount Baker Theatre, 3 p.m. Tickets at mountbakertheatre.com.

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looks PULSE AFTER HOURS

Over the river and through the woods...

Yeah, you know the song, so let’s just try to be comfortable while we’re “dressed-up.” Here are a few suggestions that will make the cut for holiday dressy—without the accompanying discomfort.

JKT Brown vest 40 $280 Alberto Brown pants $205 Sand Brown dress shirt $195

Raimond Carl Gross grey tweed overcoat $685 Raffi silver scarf $200

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Raffi Black sweater/jacket $220 Raffi scarf $145 Fibonacci Genius Maceoo dress shirt $138

Sand Paisley dress shirt $175 Carl Gross Navy vest $235 Alberto salt/pepper pant $220

Yes sweater/jacket, $93 Michael Tyler blouse, $41 Michael Tyler coat, $165

Lizzy James necklace, $68

Hipsi belt, $45

Ricki Designs purse, $55

Foxcroft animal print blouse, $75 Soft Works white pant, $69 Elana Kattan black blouse, $133

Special thanks Quinn+Foster

and Statement Apparel in Bellingham for providing all the items shown here.

photos by tiffany brooks

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PULSE AFTER HOURS Bubbles in the wine 1. Andreola Verv Prosecco NV Extra Dry, Veneto Italy $14.99 Certified organically grown. This wine shows fresh aromas of apple and citrus backed by a soft mineral undertone. It is well-rounded with a fine perlage and lively acidity. Made up of 100% Glera grape.

2. Marques d La Concordia 2012 Brut Nature, Penedes Spain $15.99 This fits properly into the brut-nature category, courtesy of neutral aromas and a direct, tightly built palate. Mild citrus and melon flavors lose some clarity on a finish that hints at mealy apple and butter.

3. Les Caves du Prieure NV Cremant de Bourgogne, Burgundy France $21.99 Close your eyes and you would think you were drinking fabulous entry level Champagne. Since this comes from outside the Champagne region, it cannot be considered that even though it is made exactly the same way. Apple and Cream notes with mild toast

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and an elegant bubble. Fresh and lovely with cheeses and a baguette for entertaining.

4. Analemma 2013 Atavus Blanc de Noirs, Washington $57.99 Considered one of the best from the Northwest, if not North America.

Organically grown from nearly 50-year-old vines. This vintage offers aromas of fresh pear, green apples, and underripe strawberries. This wine is precise, with vibrant acidity and hints of autolytic character, showing long-aging potential. An expression of a single variety, single vineyard and single vintage, our Blanc honors the individuality of a historic site. 100% Pinot Noir.

5. Laurent-Perrier NV Brut “La Cuvee”, Champagne France $64.99 Founded in 1812, Laurent-Perrier has been avant-garde in creating unique and elegant Champagnes for nearly 200 years, making it one of the world’s

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most esteemed Champagne brands, and also the largest family owned brand. It offers up bright white stone fruit aromas and flavors with a silky smooth palate and gently nutty build into the finish.

6. Vietti 2017 Moscato d’ Asit, Piedmont Italy $14.99 Our top favorite to finish a holiday meal or a great way to celebrate breakfast with wine. A style of wine to covers many generations with it’s friendly approach.

Sunshine yellow color with a slight frizzante (sparkle), lovely aromas of peaches, rose petals and ginger. On the palate, it is delicately sweet and sparkling with balanced acidity, good complexity and a finish of fresh apricots. Only 5% alcohol.

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reads PULSE AFTER HOURS It Doesn’t Have to Be Crazy at Work Jason Fried, David Heinemeier Hansson In this timely manifesto, the authors of the New York Times bestseller Rework broadly reject the prevailing notion that long hours, aggressive hustle, and “whatever it takes” are required to run a successful business today.

In Rework, Jason Fried and David Heinemeier Hansson introduced a new path to working effectively. Now, they build on their message with an iconoclastic strategy for creating the ideal company culture—what they call “the calm company.”

Their approach directly attack the chaos, anxiety, and stress that plagues millions of workplaces and hampers billions of workers every day.

Long hours, an excessive workload, and a lack of sleep have become a badge of honor for modern professionals. But it should be a mark

of stupidity, the authors argue. Sadly, this isn’t just a problem for large organizations—individuals, contractors, and solopreneurs are burning themselves out the same way. The answer to better productivity isn’t more hours—it’s less waste and fewer things that induce distraction and persistent stress.

It’s time to stop celebrating Crazy, and start celebrating Calm, Fried and Hansson assert.

Fried and Hansson have the proof to back up their argument. “Calm” has been the cornerstone of their company’s culture since Basecamp began 20 years ago.

(October 2, 2018, Harper Business) Hardcover $27.99: Available to order Village Books, Barnes & Nobel, and Amazon.

How to Wash a Chicken: Mastering the Business Presentation Tim Calkins How to Wash a Chicken is not a book about chickens; it is a comprehensive playbook for business leaders and people on their way up to give the best presentations of their lives and embark on a circle of presentation success. With concrete suggestions, helpful tricks, step-by-step guidance and sometimes unexpected advice that’s applicable to all industries, Calkins pushes his readers to create and deliver effective business presentations and pitches.

When all lessons from How to Wash a Chicken are applied, readers will be geared up for the entire preparation and presentation process, and be able to present with more conviction than they ever had.

Calkins is an award-winning marketing

professor at Northwestern University’s Kellogg School of Management. He teaches courses including Marketing Strategy and Biomedical Marketing. He also manages the popular online business publication Building Strong Brands, founded the Kellogg Super Bowl Advertising Review, which has received more than 5 billion media impressions to date, and works with major corporations around the world including PepsiCo, Eli Lilly, and AbbVie. Calkins understands the power of a compelling presentation and the difficulty in accomplishing one; he has given over 5,000 business presentations.

(September 25, 2018, Page Two) Hardcover $19.95: Available to order Village Books, Barnes & Nobel, and Amazon.

Leapfrog: The New Revolution for Women Entrepreneurs Nathalie Molina Niño

Think the most critical factor for becoming a great entrepreneur is grit, risk-taking, or technical skills? Think again. Despite what every other business book might say, historical data show the real secret ingredients to getting ahead in business are being rich, white, and male.

Until now. Leapfrog is the decades-overdue startup bible for the others. It’s filled with uncompromising guidance for winning at business, your way. Leapfrog is for entrepreneurs of all stripes who are fed up with status quo advice—the kind that assumes you have rich friends and family and a public relations team.

Refreshingly frank and witty, author Nathalie Molina Niño is a serial tech entrepreneur, the

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founder and CEO of BRAVA Investments, and a proud daughter of Latinx immigrants. While teaching budding entrepreneurs at Barnard College at Columbia University and searching the globe for investment-worthy startups, she has met or advised thousands of entrepreneurs who’ve gone from zero to scalable business.

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QandA Continued from Page 53 plan to hire a part-time events assistant.

We staff for communications, retail advocacy, business development, and events.

Lindsay Payne Johnstone has been here the longest, and she’s manages events.

She’s taken Downtown Sounds from a small happening in an alley to the large event it is today.

Does the Partnership require membership?

No. It used to, but that didn’t work out that well. What benefits are reasonable to offer? Administration of the membership takes time and resources. We had to ask, do we want to spend time figuring out all that, or working to bring in income from other revenue streams and partner with our constituents in different ways?

Now we serve anybody in the downtown core.

If no dues, what pays the freight?

We’re funded by businesses’ sponsorships of events, contracts with the City of Bellingham like landscaping, which entails things like hanging baskets, trash pick-up, weeding, and street clean-up.

We also receive income from other aspects of our events—Downtown Sounds, Commercial Street Night Market, Art Walk, Wine Walk­—which includes registration and vendor fees, as well as beer and wine sales. And now, we’re excited about our Main Street program.

How does that work?

As a Main Street community affiliated with the Washington State Main Street Program, we’re able to take advantage of the Main Street Tax Incentive program. It offers businesses a substantial tax credit when they support our organization and Downtown Bellingham. Businesses that make a donation to the Partnership through this program receive a 75% tax credit on their B&O tax liability the following year. So you could donate $1,000 this year, and when you pay your state B&O taxes next year you would receive a $750 credit. What’s great is that you know where your state B&O taxes are going—right here in our community.

What’s your take on defining the “City of Renewed Excitement”?

Since 1980 when I moved here, I’ve seen Bellingham going through a whole cycle: When I first arrived, everything was downtown—Bon Marche, JC Penney and other major retailers. Then the (Bellis Fair) mall was built and slowly things closed, those retailers moved to the mall, and it got pretty quiet. I’ve witnessed the fits and starts of revitalization downtown since then, and now things are coming back.

When I started this position in January of 2016 I felt like there were a lot of positives happening downtown, but also some challenges, like more vacancies than we have now and more behavioral problems.

Three years later I can definitely attest that things are really shifting. More businesses are opening, the streets are more active, and it has a more lively feel.

What’s behind the “Interested in Opening a Business” link, with an email form going to the Retail Advocate?

It’s for anybody looking to locate or start a business downtown, and the email goes to Jennifer Walters, who came on board last March as our Retail Recruiter. She will contact you to find out what type business you have in mind, how many square feet you need, etc. She knows what is available now, what might become available soon, whatever’s possible. She’s here to provide information and support and expedite your process.

What’s up with the storefront improvement grant you offer?

We offer this initiative to help existing businesses elevate their exteriors. This can be for new or existing businesses and can be related to signage, new planters, details on windows, painting, or other improvements.

How are you, as stated on the website, “driving downtown urban development”?

Through our Retail Strategy with the City we’re working to more consciously curate downtown. In 2017, the City and the Partnership invested in creating this strategy to enhance the downtown retail experience. We’re focused on how to create a cohesive shopping

QandA Continued on Page 64

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QandA Continued from Page 63 district—determining the best stores to go next to each other, recruiting with a perfect fit for the look and feel. This strategy also includes supporting the retail businesses that already exist in downtown and helping them become more successful.

2018

ECONOMIC FORECAST BREAKFAST

Is it all about businesses?

No. We’re also providing strong support for residential density downtown, which we feel is super important to the health of the district. It all ties together. The more people living, working, shopping and eating downtown, the better.

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64 | BUSINESSPULSE.COM NOVEMBER/DECEMBER 2018

That appears to be your passion. Was that a factor in taking this on?

Yes, I’ve always been really involved with downtown. I’m a community builder at heart, so taking on this position really fit within my interest. I also like challenges and continually learning, and this position offers plenty of both.

What’s in the immediate future?

The biggest one is the possibility of the JC Penney building being redeveloped. That could become our tipping point, and truly accelerate things as a catalyst project. (An approximate $15 million public-private deal has been approved by the City Council, with the intent of closing the sale by year’s end and starting development in Spring 2019.) That will not only help Cornwall Avenue and the downtown as a whole, it also has the potential to help other developers see the possibilities for creating their downtown projects.

What drives you the most, personally?

Providing the support for residential density downtown is a big motivator. As opposed to sprawling outwards into the county, let’s preserve our farmland and create more a more urban experience in the city with a full range of housing options.

We want more people walking around more on the streets, going in and out of shops, dining out, attending events.

In our business, they call it vibrancy— that’s what we’re all about at the Downtown Partnership. We’re putting all of our energy into that vision.

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