Page 1

Volume 6, No. 3

March 2014

Business Kelso Longview


Connection Chamber of Commerce

CEO’s Message


March 6 – 11:45 a.m. to 1:30 p.m. State of Education Quarterly Luncheon Cowlitz Regional Conference Center $25 advance/$35 at door Register at:


March 7 to April 11 – 7:30 to 9 a.m. Small Business Bootcamp: Finance Series Lower Columbia College – Heritage Room $100 for the six pack $25 per individual session Register at:


March 11 – 5:30 to 7:30 p.m. Business After Hours Hometown National Bank $15 advance/$20 at door Register at:


March 13 – 5 p.m. (first game 5:30) Lower Columbia Professionals Bingo Night American Legion Post No. 155 $20 (includes 11 games) Proceeds benefit LCP Scholarship Fund Register at:


March 20 – 4 p.m. Ribbon Cutting Rapha Healthcare Clinic 1424 16th Ave., Longview

Networking event bridges business relationships By Bill Marcum Kelso Longview Chamber of Commerce CEO “The Ultimate Networking Event,” that is how Cal Dowd summed up the Chamber’s Building Bridges – A Business Showcase, which is coming to the Cowlitz County Regional Conference Center Thursday, April 17 from 1 to 7 p.m. We are expecting about 100 businesses to be on hand showcasing their vast assortment of services, products and features. Last year we were able to condense the event into one room at the conference center. Yes, things were tight, however, it made it much easier for all the venders and guest

to visit all the booths and tables. KLTV was on site last year and produced a great 3-minute video of the event with venders explaining why they attend this event each year. You can view this video on our website or click on this link http:// While you are visiting our website or Building Bridges page you can sign up for a booth or a table. An added bonus, if you register by March 21 you will save up to $100 on your space. As a vender you will receive weekly tips on how to make this event more success-

Please see Building Bridges, page 2

Kelso Longview Business Connection

March 2014

Building Bridges, from page 1 ful for you, your company and your guests who may be attending. Businesses will be able to set up their booth or table between 8 a.m. and noon the day of the event and then stay for lunch. Lunch will be provided for up to two people per booth or table, and a speaker or two, will be on hand to provide even more assistance on making April 17 a successful day. In addition, there will be givea-ways all day to venders, guests and the general public, so if you cannot participate with a booth or table you are invited to stop by and check out the multitude of businesses represented.

The crew from Elite Fitness and Office 842, below, were among the local businesses that participated in last year’s event.

Last year two salespeople, who happened to be in town from the Portland area, heard about Building Bridges from the radio broadcast and stopped by – they visited all the booths and tables, passing out their business card while collecting business cards. One of the salespeople stopped by to show me his stack of “potential customers”. He said he was able to prospect and get business cards from almost 100 businesses… it would normally take him 15 days to collect so many prospects. This is how and why the Chamber hosts this “Ultimate Networking Event,” to encourage local business among our businesses, to prospect for new business from local businesses and to allow ourselves to be solicited by your business neighbors as to how you might use one or more of the business’ products or services. It’s designed to promote local, local, local, and not allow those two Portland salespeople to extract business from our community. However, they knew how to sell and to prospect…. We will help you to do the same. I hope you are planning to either sign up and have a booth or table or at the very least attend the event and do a little prospecting of your own.


Kelso Longview Business Connection

March 2014

Cowlitz Economic Development Council

Economic development: the path to prosperous communities By Ted Sprague President – Cowlitz Economic Development Council

services and other ancillary businesses. Neither train nor truck traffic will increase as the feedstock is natural gas that will be piped into the facility, manufactured into methanol, then directly piped to ships. The ships are panamax vessels we see every day on the Columbia River and the product is currently shipped around the world. There is no need for closing the river during loading, setbacks from ships in transit or any other safeguards that some have confused with LNG. By taking a quick look at what the new construction could contribute to the Kalama School District and Cowlitz County, we can truly see why manufacturing and capital investment are so important. It is still unclear how much of the $1.8 billion capital investment will be taxable, but conservatively it could translate into a $3.5 million increase to the county general fund and $2.5 million to the county road fund. The Kalama School District could realize an approximate $1.50 per thousand decrease in their levy (from the current levy rate of $2.36). That means homeowners in the school district will see significant reductions in their property taxes and schools throughout the district will have the opportunity for life changing upgrades. Another benefit of this project is the company is not simply sending raw material to China. They will take a raw material, put Americans to work at highly skilled manufacturing positions, then export a value added product. The end user currently manufactures methanol by burning coal. Replacing coal methanol with methanol made from natural gas reduces carbon emissions by as much as 70 percent. There is a still a long way to go for this project to become a reality. A lease needs to be agreed to at the Port of Kalama, permitting needs to be completed and many hurdles must be jumped in a responsible manner along the way. I hope you will pay attention to the process, participate when you are able and will support this excellent project.

Your Cowlitz Economic Development Council is a private nonprofit, membership based organization with a mission to facilitate economic growth through leadership and action. Our main goals are to assist in creating an environment of job expansion, job retention and increased capital investment. We are excited to be a part of one of the largest economic development projects Cowlitz County has seen in decades, the potential impact of this project on Cowlitz County is huge. The $1.8 billion capital investment, at full build out, represents an increase of nearly 20 percent of the entire assessed value of Cowlitz County. During the six-year construction period, up to 1,000 workers will be at the site building the facility. Once complete, the manufacturing process will require 240 workers. The company has met with local labor groups and intends to hire as many local people as possible. These job numbers do not take into account the spin off jobs that will be created in support

Kelso Longview Chamber of Commerce Team Bill Marcum, CEO Amy Hallock, Bookkeeper Brooke Fisher, Project Manager Kelso Longview Business Connection is published monthly by the Kelso Longview Chamber of Commerce. 105 Minor Road • Kelso, WA 98626 • 360-423-8400 To advertise, call Brooke Fisher, 360-423-8400 ext. 16 or e-mail Ad Deadline: 20th of each month.


Apply Now! Deadline March 31st! The Kelso Longview Chamber of Commerce recognizes that the skills required of businesses today typically demand post secondary education, and has identified that many students in our area are in need of financial assistance in acquiring additional education after completion of high school. As a business organization, benefiting from the contributions the educational system has provided us, we need to assist students in their endeavor to improve their skills for the workforce of tomorrow. Students can apply for the Maria Harris Scholarship or the Lower Columbia Professionals Scholarship on the Kelso Longview Chamber website: AMOUNT It is the intent of this program to award scholarships in the amount of $500 or more. As the funds for these scholarships are based upon the voluntary contributions of our members, the actual amount is dependent upon the level of contributions to the scholarship fund. CRITERIA  The scholarship is to be used at a post secondary institution for tuition.  The student/applicant must be a resident of Cowlitz County.  The student/applicant must demonstrate financial need.  The student applicant must have a cumulative G.P.A. of 3.25 or better.  The student applicant must submit 3 letters of Character Reference from a parent or family member, a friend or community member. Letter should address character, personality, and academic or community involvement.  The student applicant must submit a letter, including future goals, statement of need, outlining why the applicant should receive the scholarship.  The scholarship award must be used within one calendar year of the following term.

Kelso Longview Business Connection

March 2014

Sight unseen and untold means unsold By Chuck Nau Retail Consultant and Sales and Management Trainer Murray & Nau, Inc.

feels. Do you speak distinctly and confidently? Don’t forget those simple ‘thank yous’ to individuals that you talk to along the way to your primary contact. Remember when you use the telephone, it’s not what you say, but the way you say it. It’s ALL about the tone of your telephone voice!

Face to face selling has many benefits and I am a strong advocate of in-person selling. One reason in particular is that in-person selling affords you the opportunity to gather information through direct observation, and then asking questions, right then and there, based on your observations. The more you know, the stronger a relationship can become, and the higher the likelihood of success for your client, your business or service, and you. However, there are circumstances from your client’s perspective and from you and your business’ perspective that may preclude the opportunity of getting together face to face. Selling over the telephone is the next best thing! Let’s briefly review some telephone selling suggestions to enhance your selling efforts and increase the likelihood of your success.

• Shhhhh! Don’t forget to listen! Listening and talking go hand in hand in telephone selling. As the old adage says ... ‘Nothing I say today will teach me anything, if I am going to learn something I need to listen!’ • Qualify again. Once you have made contact with your decision maker, introduce yourself, your business and clarify that you have indeed reached the right decision maker for your business or service. • Availability! Check that your decision maker has time NOW to talk. Ask for time and give an estimated length of your call. By asking for time, you demonstrate that you know the value of their time as well as your own.

• Plan-Plan-Plan. Review what your call objective will be, what specific action do you hope the client will take? What are you going to say? Be prepared to reiterate or review some of your key points. Limit your key points, at least initially, to three. Be prepared to give a 30 second commercial on your business or your service or the promotion you are proposing. Be patient, persistent, and enthusiastic! Write down your three keys points or ideas you plan to cover. Writing them down BEFORE calling allows you to focus on the following ...

• Why? Why should your decision maker listen? Is your information (presentation) appealing, timely, compelling, and specific to this client and their problem or need or opportunity? Be prepared and anticipate objections. Acknowledge them, restate them, then present benefits and solutions you and your business or service offer. • Pause. Be Patient. Don’t tell too much, and when in doubt ask a question. Always continue probing and search

• Check your tone of voice and rate of speed. The tone of your voice reveals exactly what you, the speaker, thinks and

Please see Nau, page 7


Kelso Longview Business Connection

March 2014

Nau, from page 6 for specific needs, problems, or unique selling opportunities. If the customer is upset, deal with the person first and the problem second.

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• Listen (again). Listen to understand your decision maker and to be sure your decision maker understood you! • What’s Next? Take charge and be in charge of what needs to happen next to move closer to a sale.... Did you promise to send some information? ... Have you set an appointment? ... Were you referred to someone else? Whatever the next step may be, reiterate it to your contact and be sure to clarify any needed follow up. Reconfirm any necessary contact information ... for them, for you and for any other possible contacts. • Thank you! Thank your contact for her time and consideration. One last thought. You do have a mirror on your desk, don’t you? People smile when they look in a mirror. You will smile, too, and that smile will go out over the phone lines to your potential client, they will hear it in your voice! You may be unseen. Don’t be unsold because you were untold.

© Murray & Nau, Inc. Chuck Nau of Murray & Nau, Inc. is a Seattle area based consultant and sales and management trainer. He is a 25-year veteran of advertising, sales, media and management, who knows and understands the everyday challenges of starting up, growing, and surviving in today’s ever changing retail climate. He has spoken to and conducted workshops for a number of local retail and chamber organizations, national publishing groups, national retailers and manufacturers, state press associations, and newspaper groups. Comments and questions are welcome and may be directed to Chuck via email: or at 425-603-0984.


Kelso Longview Business Connection

March 2014

Lower Columbia College

The promise of Lower Columbia College By Chris Bailey President – Lower Columbia College

Development in Fall 2014. We are working with Washington State University-Vancouver to offer its Bachelor of Science in Nursing for a local cohort and with City University of Seattle to add a Bachelor of Arts in Criminal Justice. A Bachelor of Arts in Business Administration is also being planned. Juniors and seniors in Castle Rock, Toutle Lake and Woodland can now start LCC classes, tuition free, at their local high school through online studies. They can also access other college services and apply for financial aid and scholarships to continue college studies after graduation; all without a long, costly commute. Both of these initiatives will generate funding through increased enrollments while helping local residents prepare for successful careers at a lower cost.

Just like spring brings the promise of new life, Lower Columbia College (LCC) offers the promise of a better life for adults of all ages and a more robust economy for our region. In the wake of the recent recession, many companies and industries have made changes to their way of doing business. They are using lean business and manufacturing processes, incorporating technology for greater efficiencies and helping incumbent workers upgrade their skills. At LCC, we have also made changes to the way we do business. A 26 percent drop in state funding means we must cultivate new revenues from outside sources to continue to serve our residents and our region. Some revenue will come from increased enrollment; other funding will be realized through initiatives that also meet the education needs of our community. Finally, the LCC Foundation is generating record support, thanks to the generosity of local donors and creative fundraising efforts, to supplement financial aid for our students and program funding in STEM (science, technology, engineering and math) fields, athletics and the arts.

Building International Ties

As trade growth at our local ports demonstrates, today’s world is based on a global economy and professionals who understand other cultures and their business practices will achieve success. Efforts to bring more international students to LCC will provide the cultural diversity and world view that prepares our graduates, and local industries, to do business with the world. We are not working alone, but with local schools, governments and businesses to develop strong relationships with communities abroad. We have already brought several new international students to campus this year. A recent trip to Japan and a letter of intent signed last month with educators in China are the first steps in building trusting relationships that will bring students and business to our community. LCC was one of only two community colleges identified to receive capital funding in the Governor’s proposed budget this year. We lobbied for those funds in a tight budget year to secure housing accommodations for international students. At the same time, LCC is working to enhance training offerings for incumbent workers to keep our local industries

Initiatives Bring Funding, Skilled Workforce

The demand for a more educated workforce has resulted in new initiatives to reach our rural communities and to bring bachelor degree programs to multiple counties in the Lower Columbia region. The global economy requires that LCC partner with our ports and trade-related businesses to foster international ties along with new corporate training options for incumbent workers. Innovations in teaching and support services have been implemented to help more students complete their programs leading to good jobs and a skilled workforce. The Lower Columbia Regional University Center opened in Fall 2013 with four university partners and four options for students from a five-county area to earn a bachelor’s degree within the region. Warner Pacific College, our newest partner, will begin providing a Bachelor of Arts degree in Human

Please see LCC, page 9


Kelso Longview Business Connection

March 2014

LCC, from page 8

tionships with instructors contribute to student success in program completion. Student responses also placed LCC in the top 15 percent for Academic Challenge and Student Effort. This is equally important because it demonstrates that our graduates feel wellprepared for university studies or to enter the workplace. When the recession demanded cuts to state-funded services like higher education, some colleges responded by cutting programs to match the lower funding level. But LCC takes seriously its historical mission, born out of the Great Depression, to first serve the needs of its residents and community. Fortunately, the faculty and staff at LCC are recognized innovators who don’t shy away from a challenge. Embarking on new ways of operating is not always comfortable, but it’s required to live up to our mission of service. That’s the promise of Lower Columbia College.

competitive in the world marketplace. Executive Director of Corporate Training Hahli Clark is partnering directly with regional employers to develop flexible, customized training that meets their needs. A contribution to the LCC Foundation, designated specifically to fill this need, provided the start-up funding for this effort that is expected to be self-sustaining within two years while also generating a new revenue stream for the college.

Student Success Is Priority #1

To secure a family-wage job today, adults must have education beyond high school. Rising college costs, a result of state funding cuts, make it more critical than ever that students are successful in their studies the first time. LCC has implemented several new processes and programs in recent years to help our students succeed. New tools help instructors and advisers track student progress and intervene with support services like free tutoring and counseling. Online courses and services, like 24-hour library resources, provide flexibility for busy students to complete studies on their own schedule. A rental book program, free transit passes and the LCC Foundation’s Student Success Fund to cover emergency expenses are all removing barriers that would prevent students from completing their degrees. Students have saved nearly $40,000 this year in textbook costs and $10,000 in transit fees. The Student Success Fund has contributed $42,366.73 this year to help students reach their college goals. Locally and nationally, students struggle with success in math courses. LCC math instructors partnering with local high school teachers have developed new practices that resulted in a 20 percent increase in the number of area graduates testing into college level math. That number is expected to grow as more help strategies are implemented. LCC is also a leader in offering a new low-cost program for adults seeking to complete a high school diploma. In just two quarters, 37 adults have achieved that goal and 27 of the new graduates are now enrolled in college studies. Many students rate their LCC experience among the best in the country according to the results of a national survey. The Community College Survey of Student Engagement was completed last spring by 487 LCC students. They ranked LCC in the top 10 percent nationally for Active and Collaborative Learning experiences and for StudentFaculty Interaction. Both categories are significant because research shows that active learning opportunities and rela-

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Kelso Longview Business Connection

March 2014

Council of Governments

Legislature moving slow on transportation By Scott Patterson Cowlitz-Wahkiakum Council of Governments Executive Director

• • •

Legislative Update – There is not much to report. Neither of the MPO/RTPO bills I have mentioned in recent weeks (SB 6113 and SB 6119) has been scheduled for a hearing in the Transportation Committee. A newly proposed bill, HB 2667, was just introduced and it focuses on a new approach for implementing “Least Cost Planning” to analyze transportation system performance. This is an issue that is beginning to get more attention at Washington State Department of Transportation (WSDOT) and will have to involve all of the MPO/RTPOs throughout the state. This topic is likely to be discussed in more detail at next week’s coordination meeting between WSDOT and the MPO/RTPO Directors, which I will be attending. New Transportation Revenue Package Update – Late last week Senator Curtis King, co-chair of the Senate Transportation Committee, released the latest version of his new transportation revenue package. The project list is nearly identical to the one he released earlier this year with one notable exception: the SR 432 Rail Realignment and Highway Improvement Project. That leaves the Kelso Hazel Street Overcrossing Project as the only Cowlitz or Wahkiakum county projects included in the proposed statewide package. Reports from Olympia indicate there have been at least two recent meetings with Senate democrats and republicans on the proposal but that it seems unlikely that any action on a new revenue package will pass this session in either the House or Senate. CWCOG Board Meeting Cancelled – The February 27 CWCOG Board meeting was cancelled to allow many of our board members the opportunity to attend the Cowlitz Economic Development Council Annual Meeting scheduled for that same date/time. Staff will carry over all the February action items to the March CWCOG Board meeting scheduled for March 27. Out and About – Below is a re-cap of some of my recent meetings: • Met with Page Phillips, CFM Strategic Communications, Inc. 10

• • •

Attended a Kelso City Council meeting Attended the SR 432 PMT (Project Management Team) and TAC (Technical Advisory Committee) meeting Attended the NARC (National Association of Regional Councils) Conference of Regions Annual Meeting in Washington, D.C. Attended the WSDOT Statewide Public Transit Advisory Council Meeting in Olympia. Attended the CWCOG Executive Committee meeting Met with Longview City Manager Bob Gregory

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Kelso Longview Business Connection

March 2014


Incentives available to hire long-term unemployed By Julia Maglione Communications Manager Southwest Washington Workforce Development Council During a meeting with corporate executives in January, President Obama urged them to review their hiring practices to avoid discriminating against applicants who have been out of work for a while. As the president mentioned, these individuals have significant education and experience and can greatly benefit a company. To help get the long-term unemployed back to work, the Southwest Washington Workforce Development Council (SWWDC) and WorkSource have funds available to offset employer hiring costs through On-the-Job Training (OJT) as well as funds for new employees to obtain certifications or other trainings needed for employment. Target industries are manufacturing, information technology and healthcare, but other industries may also apply. Over the past year, companies in southwest Washington have received more than $153,200 in On-the-Job Training funds through the WorkSource. If you’ve been interviewing candidates and are considering making some hires, now would be a great time to contact WorkSource. For example, say you’ve identified someone you’d like to hire, but they need a bit of training or they’re short on a certification, before you make them an offer, contact Kelso WorkSource to see if your company is eligible to receive assistance with training funds or Onthe-Job Training dollars that would reimburse your company for a portion of that person’s salary as they learn skills customized to your business. If your business is planning to hire in the next 90 days, contact Tina Cruz at the Kelso WorkSource office at 360-578-4254 or to find out if your company qualifies for these subsidies. The key is to contact WorkSource before you hire the individual. Other ways WorkSource can help: WorkSource has services to


help recruit candidates and assess skill sets; they also have resources to assist in training your new employees. Think of WorkSource as an extension of your own human resources department or an outsourced personnel agency, only at no cost. If you know someone looking for employment, WorkSource offers no-cost programs that will assist individuals in gaining the necessary skills to be competitive in today’s job market. Have them contact WorkSource at 360-577-2250 to learn more.


New Kearney Breast Center

Sometimes all you need is a mammogram. Sometimes a closer look is needed. And, Sometimes breast cancer is discovered.

For this reason, the new Kearney Breast Center offers the best in breast imaging technology, including 3D and more. Together with radiologists, technologists, breast surgeons, oncologists and nurse navigators, we are able to support you whether your visit with us is for a routine mammogram or a fight with breast cancer. At the Kearney Breast Center, we take your health personally.

Schedule your mammogram 360-414-2701 1615 Delaware Street, Longview, WA 98632


Pillars of Strength: Business & Education Awards Accepting 2014 Nominations

It is time to nominate who you feel should be recognized for the following: Education: Top Administrator, Top Teacher, Top Support Person Workforce Best Practice: Company Best Practice, Individual Achievement Business: Business Person, Small Business, Large Business, Large Non-Profit, Small Non-Profit Nominations can be filled out at: Deadline for nomination submissions: March 31, 2013

Kelso Longview Business Connection

March 2014

Mind Your Own Business (at the Library)

Local library can offer continuing education through many programs By Chris Skaugset Longview Public Library Director

able to the public a number of Microsoft training programs called the Microsoft IT Academy. These range from very basic introductions to computer use, sessions dealing with the Microsoft Office suite of programs including Word, Excel, and PowerPoint and more advanced programs that lead to specific certifications such as Microsoft Technology Associate and Microsoft Certified Professional. Nearly all, except the highest of certifications, are free for anyone in the state of Washington.

An important part of any business or other organization is training or continuing education. Even if you are fully trained or schooled and up to speed in whatever field you work in when you’re hired, you will soon find yourself falling behind if you don’t keep up after you get started. It has always been important to stay abreast of changes, and to acquire new skills, but in this ever changing, ever faster world it has become vital both to one’s own growth but in your business as well. Often referred to as “The People’s University,” public libraries have always been a place for people to educate themselves and to improve their knowledge and skills. What has changed is the way that this can occur. Libraries still have books in a wide range of fields that can help someone move forward. These can range from materials on accounting to marketing, computer software to writing and much, much more. However, it is through technology that the greatest changes, and in some cases the most exciting opportunities, are now arising. This can include access to e-Books and e-Audiobooks as well as access to many of the online databases that I’ve written about previously. Access to the wide range of materials available on the Internet is another way that libraries can help through dedicated terminals as well as Wi-Fi. Indicators in the technology-related fields (and let’s be honest, there aren’t many jobs out there now that aren’t somehow dependent upon technology) show that currently there are not enough people with the necessary technology skills to fill the ever-growing number of positions that are available currently and that will continue to expand in the future. Microsoft, seeing this first-hand, has worked with the Washington State Library and public libraries throughout the state to make avail-

If you are interested in finding out more about this exciting new opportunity, visit the library’s website http://www. If you are interested in signing up for the IT Academy you can come in and ask at the information desk on the second floor of the library or you can call us at 360-4425300. All you need to sign-up is an e-mail address. Once you give us your e-mail address we will forward an e-mail from the Microsoft IT Academy to you to get you started. So, when you think about training, continuing education, and improving job skills remember that you can access much of the information that you need from your local library.


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2014 Small Business

BOOT CAMP Friday Mornings ★ Lower Columbia College

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Tools You Can Use to Help Your Business Lim

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Financial Six Pack

March 7 Managing the Numbers to Profitability. Facilitator: Chris Bailey, LCC President March 14 Cash is King - Understanding your business’s cash generating capability and value. Facilitator: Frank McShane, Cascade Networks March 21 Budgeting - Income, Expenses and Payroll. Facilitator: David Futcher, Futcher-Henry CPA March 28 Taxes and Your Business - City, State & Federal. Facilitator: David Spurgeon, Chase Spurgeon April 4 Monthly Financial Statements - How to read them and what to look for? Facilitator: Frank McShane, Cascade Networks April 11 2013 Legislative Session: How is it going to affect my bottom-line? Facilitator: Kris Johnson, New AWB President


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NO Charge if YOU have attended at least one Six Pack ! Fri., Oct. 24 Critical Thinking and Problem Solving - Utilize your own think tank to solve Critical issues. Facilitator: Chris Bailey, President Lower Columbia College


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Marketing and Sales Six Pack

Sept. 5 Marketing - Behind the scenes, analysis, budgeting and understanding. Facilitator: TBA Sept. 12 Marketing - On Stage, Strategies, tactics, implementation. Facilitator: TBA Sept. 19 Social Media Marketing - What is it really and why do I need it? Facilitator: TBA Sept. 26 Sales People - Value, expectations, inspection of those expectations. Facilitator: TBA Oct. 3 Sales 101 - Bring your sales people any and all. This session is for them. Facilitator: TBA Oct. 10 Customer Service - How to answer the phone to working with difficult customers. Facilitator: TBA Bring any and all of your employees, this involves the entire business.

May 2 Hiring the Right Person - Does the person fit the job? Company? Facilitator: Darci Hoffman, WorkSource May 9 Employee Handbook - Important? You Bet! Facilitator: Don Schilling,HR Director, Weyerhaeuser May 16 Most Common HR Mistakes - They could cost you money. Facilitator: Gary Parafinczuk, Sr. Director, Human Resources, Kapstone May 23 The New Marijuana Law - How to protect your business/employees Facilitator: TBA May 30 Attract and Keep your best Employees What the experts say. Facilitator: TBA June 6 Firing in an At Will State - Risks and Rewards. Facilitators: Lisa Straughan and Kari White, Express Employment Professionals

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Kelso Longview Business Connection

March 2014

Business Toolbox

Five ways to strengthen your business MAINTAIN A CUSTOMER FOCUS

By Jerry D. Petrick Certified Business Adviser All business owners desire to build a strong business. A strong business is one that can: • withstand the ups and downs of economic cycles; • replenish itself through consistent operational profits; • be agile, flexible, and communicate well; • support the owner’s lifestyle. A strong business is one based on a true business opportunity and a sound business model. While a business opportunity is shaped by the market environment; a business model is shaped and defined by the owner. An enlightened way of looking at and defining your business model can be found at Five keys to building a strong business: 1. owner’s ability to lead and manage; 2. strong focus on customer needs and wants; 3. systematized processes and procedures; 4. hiring and investing in the right people; 5. managing cash and cash flow.


Whether your business consists of one person or many, a clear vision and mission is imperative. These drive goals and objectives that are specific, timely, measurable, and accountable. Amid many distractions, they keep the owner focused and disciplined. If the owner can effectively engage employees to embrace the vision and achieve company goals, the probability of success is high. In fact, the most important things an owner can do is stay focused on what the company does well and help employees do their best work. These concepts are driven home in books like “Good to Great” by Jim Collins and “The E-Myth Revisited” by Michael Gerber. One truism that is worth heeding as a business owner: We manage things and we lead people.


A customer-driven business is one that is in synch with what customers really want and need. Most important is what customers and prospective customers value. These can be many things: a fair price, convenience, fast turnaround, quality, etc. The reward for meeting their needs is more predictable sales, referrals, repeat customers, and increasing sales. However, “customers” include more than the buying public. They may include shareholders, suppliers, lenders, employees, and others who rely on you and your business’ ability to keep promises. A strong business balances the needs of all these “customers.”


Customers don’t really care how it’s done, they just want their needs met. However, to meet the needs of everyone – especially shareholders – production and delivery of goods/ services must be timely and efficient. The process of creating value to customers is based on a total management system originally used by Toyota and described in “The Machine that Changed the World” by J. Womack, D. Jones, and D. Roos. Use of a total management system eliminates waste, improves productivity, assures quality, and meets or exceeds the customer expectations. Better use of resources results in higher profitability and higher profits feed growth. An excellent example of applying total management systems to small business is described in “Better Thinking, Better Results: Using the Power of Lean as a Total Business Solution” by Bob Emiliani.


An owner soon realizes that building a strong business is tough to do alone. At a minimum, an external team includ-

Please see Petrick, page 17

Kelso Longview Business Connection

March 2014

Petrick, from page 16

For a Cash Flow Roadmap tool to help you visualize where your cash may be leaking from your business email me at with Cash Flow Roadmap in the subject line. While many factors contribute to building a strong business, these five deserve special attention. Strong businesses support their local communities and are the foundation upon which the economy grows. The next session of the Best Business Practices Series is scheduled for Thursday, April 3. The topic will be “Becoming Your Own Cash Flow Detective” – you will learn and practice how to detect issues with your own business’ cash flow AND what to do about it! This session will fill quickly. To register follow this link:

ing a banker, insurance agent, CPA, business adviser, and attorney may be required. At some point, employees will be needed to carry out and manage day-to-day functions as the business grows. An owner needs to assemble and lead people to apply principles and practices systematically and coherently. The key to assembling the right people is hiring well. This means selecting people for their talents and building on their strengths. Once people have joined your team the next order of business includes investing in their talents, listening to their thoughts, assisting them in their jobs, and rewarding them for work well done. In the book, “First, Break All the Rules”, authors Marcus Buckingham and Curt Coffman share the results of in-depth interviews revealing how the world’s greatest managers use these techniques. Keep in mind that we tend to ‘hire for skill and fire for fit’ – in other words, we are employing the whole person not just the current skills and abilities to perform tasks. So, as you make your hiring and training decisions, appreciate that the person with the most knowledge or skill may or may not be the best ‘fit’ for your organization as you look at the broader perspective. Turnover is very expensive; both in hard dollars and in loss of efficiency, poisoned morale, and alienation of customers. If you want help making better employment selections contact your SBDC adviser for assistance.

This article was prepared by Jerry Petrick MBA, SPHR, CGBP, PMP and Certified Business Adviser with the Washington State University Small Business Development Center (SBDC) Longview office. Jerry provides no-cost confidential advisory services by appointment. He can be reached via e-mail at jerry.

TUNE IN every Wednesday Your Chamber Connection


KEDO AM 1400 – 3 to 4 p.m. Contact the Chamber to schedule YOUR 10-minute business spotlight

Every strong business depends on predictable, consistent cash flow(s). A profit plan measures true profitability and is the best measure of efficiency. However, a cash budget that predicts and monitors cash flowing into and out of a business is a good measure of sustainability. If an owner can predict and budget cash flow, then he or she can make better decisions on how and when to use cash. When businesses extend credit to buyers, incoming cash lags behind sales. When sales are made, assets (like inventory or labor) are required to complete the transaction and these assets require cash. Therefore, a lot of cash is going out and not a lot of cash is coming in throughout seasonal or cyclical fluctuations. Since the business owner can’t pay bills with negative cash, he or she has to either borrow cash or inject it. Managing cash with a budget helps the owner predict cash shortages so funds can be arranged (often with a bank loan) to fill the gaps. When collections create excess cash, the short-term loans can be paid back. Even profitable businesses can go bankrupt if they haven’t balanced the cash flow cycle.

Facilitating Growth Through Leadership and Action

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1452 Hudson St. • US Bank Building Suite 208 • Longview, WA 360.423.9921

Kelso Longview Business Connection

March 2014

Ambassador of the Month

Larsen recipient of Chamber of Commerce’s February honor

Erik Larsen was named the Kelso Longview Chamber of Commerce’s Ambassador of the Month for February. Larsen is a commercial loan officer at Hometown National Bank. This is the second time Larsen has been selected as Ambassador of the Month in recent tabulating. He was also the pick for November 2013. Chamber Ambassadors, known as The Red Coats, are an integral part of the Chamber of Commerce. The Ambassador team is made

up of active Chamber volunteers whose responsibilities include meeting and greeting at Chamber events, welcoming new members and assisting at ribbon cuttings and community events. Ambassadors juggle busy professional careers while making time to assist the Chamber at a variety of events year long. If you would be interested in wearing a red coat and representing the Chamber, contact Brooke Fisher at the Chamber office.


Erik Larsen Hometown National Bank

The Sky is the Limit! We started in a garage in April 2007. Twin City Bank has provided us the necessary funding to grow our business into a multi-million dollar company. By early fall Twin City Bank will help us move into our new 15,000 square foot facility with room to continue our growth. Jon Hansen, General Manager Sid Somers and Steve Norby Fabricast Valve

729 Vandercook Way Longview, WA 98632 1-800-319-2265 | 360-414-4101 Creating products to fuel the world


Kelso Longview Business Connection

March 2014

Longview Downtown Partnership

Gallery paints a picture of downtown’s culture By Alice Dietz Longview Downtown Partnership President

ness at our LDP social March 18 from 5:30 to 7 p.m. Check out his website at

The Longview Downtown Partnership (LDP) hosted an awesome social at Stageworks Northwest Theatre this past month. Our best turnout yet! We welcomed the engineers and planners from the City of Longview to hold a Q and A about the streetscape plans and find out how it will impact the local businesses.

LDP Business Whoop-Whoop The Broderick Gallery on Commerce. If you have not stopped in there you are missing not only a shopping opportunity, but also an experience. I have taken my son there just to see the amazing art collection. On March 15 from 1 to 6 p.m. you will have an opportunity to visit the exhibit and even purchase one of many world renowned art pieces for sale from a private collector. This exhibit and sale includes 20-plus artists representing 10 countries and more than 100 museums. Come view pieces from the likes of Charles Criner, Salvador Dali, Carol Anaya, Janet Mueller, Guillaume Azoulay, John Riddle, Pablo Picasso, Michael Bryan and more. What an awesome opportunity for our community! I hope to see you there!

The next social will be at the Broderick Gallery at 1416 Commerce Ave. The Broderick Gallery is geared toward an interdisciplinary interpretation of art and committed to a culturally inclusive viewpoint. Exhibitions focus on international, national and regional art developments chiefly in the 20th century; also seek to present the cultural and historical context of art, and to acknowledge the artistic contributions of under-recognized sectors of the population. We are thankful George Broderick has moved his gallery to Commerce and are excited to showcase his wonderful busi-

Kelso Longview Chamber of Commerce Board of Directors Anne O’Connor onthemark associates

Bianca Lemmons Cowlitz County Title Company

Michael Julian Kelso Theater Pub

Chris Bailey Lower Columbia College

Clayton J. Bartness, DC Longview Chiropractic Clinic

Chet Makinster Longview City Council

Jerri Henry, Past President Futcher-Henry CPA Group Joel Hanson, President KLOG/KUKN/The Wave

Dennis Weber Cowlitz County Commissioner Bob Crisman Gallery of Diamonds

Michael Claxton Walstead Mertsching

Ted Sprague Cowlitz Economic Development Council

Lance Welch PeaceHealth

Steve Taylor Kelso City Manager


Diane Craft, Vice President Koelsch Senior Communities Linda DiLembo Three Rivers Mall Julie Rinard Community Home Health & Hospice Neil Zick, Treasurer Twin City Bank

Kelso Longview Business Connection

March 2014


Cardiac care a heartbeat away By Kirk Raboin Chief Administrative Officer PeaceHealth St. John Medical Center The old adage, “Time is money,” is true for all businesses, but in the healthcare business, it’s essential, especially when it comes to cardiac care – time is much more than money; Time is life. When it comes to a heart attack seconds can mean the difference between life and death; between fully functioning capabilities and serious injury due to stroke. This is why PeaceHealth St. John Medical Center invests in life saving cardiac care and supporting services. Since our certificate of need was granted in 2010, allowing the local hospital to provide percutaneous coronary intervention (PCI), PeaceHealth St. John has made sure the “beat goes on” to expand top-notch cardiac care in our community. This has been delivered through a partnership with Oregon Health and Science University (OHSU) bringing a cadre of outstandingly trained cardiologists to our community specializing in electrophysiology, invasive and interventional cardiac care. We’ve also invested in advanced technology required to allow us to perform life-saving procedures onsite. For more critical and complex cardiac cases our emergency department preps patients in record time for a quick Life Flight to OHSU usually in less than 30 min. We also have developed a dedicated cardiac rehab program assisting our local cardiac patients recover and return to a more meaningful and active lifestyle under supervision and guidance. In our quest to provide the best cardiac care, education and screening continues to be a key component. Honestly, we would rather prevent heart disease rather than treat it. With so many things for which we see patients, early detection continues to remain the key to a healthy life and prevention of a life-altering event. This past month we worked with Spencer HeartStrong Foundation to offer an annual teen heart screenings to keep young athletes and teens going strong. These screenings help detect hypertrophic cardiomyopathy (HCM), the leading cause of sudden cardiac arrest in young athletes. HCM is believed to exist in roughly 1 in every 500 teenagers. One case of sudden cardiac death occurs every three days in


organized youth sports across the United States. We also offer affordable weekly heart screenings for adults in our wellness center along with many free YOU 101 educational offerings and support groups to keep you healthy. Many of our own caregivers are committed to improving the heart care in the community and are focusing efforts and commitment to their own heart health through walks with a doc and raising awareness and funds for the American Heart Association through participation in the Annual Heart and Stroke Walk. This year’s regional walk is May 17 at Vancouver Landing in Vancouver, Wash. Register at We’d love for you to come out and join us in the fight against heart disease. We thank you for choosing local life saving heart care.

Hosted by:

Date: Thursday, March 13, 2014 Location: American Legion (1250 12th Ave., Longview) Time: Doors open at 5 (First game starts at 5:30 p.m.)

Cost: $20 Register at: Get lucky at our festive Spring event filled with food, beverage, prizes, 50/50 raffle, and of course 10 games of BINGO! 100% of the proceeds go to the LCP Scholarship Fund to benefit local graduating high school seniors in our area.

Kelso Longview Business Connection

March 2014

Welcome New Members

Chamber membership has its privileges Celebrate new Chamber members with us Business Association with opportunities to promote trade through Chamber socials, special events and committee participation.

• Annual Meeting and Banquet • Networking Events • Committee Participation • Business Contacts • Quarterly Membership Meetings • Civic Representation • Monthly Business After Hours Business Services include marketing for your business, referrals and access to Chamber publications and research data. • Mailing Labels • Membership Window Decals • Member Referrals • Ribbon Cutting • Web Site Links • Member to Member Discounts • Membership Directory • Tax Deduction

*American Family Insurance – Kari Ann Botero *McDonald’s of Kelso *Broderick Gallery


• Newsletter • Business Card Display • Use of Chamber Logo Representation through action committees, Candidate Forums and up-todate Action Alerts. • Legislative Representation • Issues Tracking and Information • Task Forces • Candidate Forums • Legislative Update Breakfast • Demographics Publication

Basic Membership Package – $275 or $26 per month. Bronze Membership Package – $500 or $46.66 per month. Silver Membership Package – $1,000 or $86.33 per month. Gold Membership Package – $2,500 or $211.33 per month. Platinum Membership Package – $5,000 or $416.66 per month. Diamond Club Membership Package – $10,000 or $834 per month.

Join today! Call 360-423-8400

Spring into action with us! Express can help you find, screen, test, hire, train & motivate employees.

360.414.1200 • 22

Chamber March 2014

Quarterly Luncheon Cowlitz Regional Conference Center 1900 7th Avenue, Longview Thursday, March 6, 2014 11:45 a.m. -1:30 p.m. $25 advance/$35 at door

Kelso Schools

Lower Columbia College

Longview Schools




Rob MacGregor

Chris Bailey

Dr.Suzanne Cusick

Please join us for our first 2014 Quarterly! Hear from Longview and Kelso School Superintendents and Lower Columbia College President on the current progress, challenges and opportunities with our local education system.

Register at:

Kelso Longview Business Connection

March 2014



Building Community

How to help the homeless

By City Councilman

By Mayor David Futcher

Ken Botero

Homelessness is a problem across the country, and one from which our locality is not exempt. For decades, we’ve been fortunate to have quality programs like Community House to help give folks a place when they need it.

Last month we talked about “WHY” people choose to move into our community, now I would like to ask you to think about getting involved in our community to continue to make it a “Quality of Place.” It wasn’t too long ago that the citizens of Longview lived in neighborhoods, as well as the community in whole, surrounded by people who looked, talked, and acted a lot like they did. The streets of Downtown Longview were full day and night with activities, family fun and major shopping. Great memories.

Not everyone fits into the Community House approach though. Their approach is to require that individuals address some of the issues that may have led to their homelessness before entering the residential program. Those issues can be substance abuse or alcoholism. In contrast, the “Housing First” approach is based on the concept that the homeless’ primary need is to obtain stable housing, and that other issues can better be addressed once that need is met. Groups like Love Overwhelming follow this model to establish “low barrier” shelters, which allows sex offenders, addicts and others.

The atmosphere today is quite different, the economy has shifted, where we have found family shopping more convenient in the enclosed malls, or the new outdoor individual mall, we are surrounded by all kinds of people, many of whom are different in all kinds of ways, age, race, economics and so on. This is a change in our community atmosphere that shows positive progress in our efforts. In reality “The World is Shrinking” and life is getting more complex. An increasing mobile population brings us a melting pot of different opportunities and viewpoints.

We’d all like people, homeless or otherwise, to stop using drugs, but some of them won’t. And is housing a “reward” that should be withheld if they can’t? Or is it a fundamental human need that must be provided in order for them to be able to make greater strides in their personal improvement? What does it show about our society if we say, “You’re high, so you’ll have to sleep down by the river”?

What better place to take advantage of the rich differences among us than at the community level? And if conditions are right, our differences can actually make it easier to find solutions that improve our way of life. So our community becomes a laboratory with just the right mix of complexity and manageability for effective, inclusive problem solving. At our community level, we can learn to work together to enhance individual lives and, at the same time, lead the way toward finding new avenues for tackling larger issues for the future.

In response to citizen concerns brought to us several times, the Kelso council passed a moratorium on these low barrier shelters for six months. The moratorium isn’t saying we’ll never have those in Kelso, but it does give us time to implement the appropriate zoning rules that can ensure these facilities are located on sites that make sense.

Please see Longview, page 25


Kelso Longview Business Connection

March 2014

Community News

Longview lakeside summer concert series dates announced The City of Longview recently announced six “Concerts at the Lake,” planned for Thursday evenings starting July 10 and ending August 14 from 6 to 8 p.m. in the Martin’s Dock/ Hemlock Plaza area of Lake Sacajawea Park. These are free concerts with a variety of family friendly entertainment. This concert series is sponsored by Kirkpatrick Family Care, Red Canoe Credit Union, Cascade Networks and KLOG/ KUKN/The WAVE.

Longview, from page 24 The Pomegranate Center, the think tank for future planning, states, “Our communities are facing overwhelming needs and way too many competing agendas. We just can’t afford to invest in solutions that address only a single problem or interest at a time. Scarce resources of all kinds – including the human resources of time and talent – demand that projects meet several goals at once. The economy, environmental issues, education, the arts, health, civic improvements, and community safety, we need to finds ways to make sure they all work together. Promoting one of two at the other’s expense displaces a problem and its pain to another part of the community rather than provides a solution. “

Staff is in the process of completing contracts so are not able to confirm the performing bands at this time.

The question is not whether economics is more important than the environment or whether education trumps the arts. ALL are vitally important and they are all connected. Our challenge is to get them working together. Finding solutions is a great way to start.


Since 1982, Cowlitz County Title has been the company the community turns to when buying, selling or refinancing a property. Whether you need title, escrow or property search information, come in for our exceptional service. Leave with the confidence that your real estate investment is properly insured and protected.

Bianca Lemmons Vice President/Manager

1159 14th Avenue, Longview, WA 98632 Phone: 360.423.5330 ■


Kelso Longview Business Connection

March 2014

Ribbon Cuttings

Fine Day for Fine Art Broderick Gallery celebrated its Chamber ribbon cutting February 11 at its 1416 Commerce Ave. locations.

Crown Jewel Chamber Ambassador Carrie Medack cut the ribbon at new member Diamond Residential Mortgage February 5. Medack works for the company, located at 1541 11th Ave.


Kelso Longview Business Connection

March 2014

Ribbon Cuttings

Insuring a Good Start The Chamber and Ambassadors conducted a ribbon cutting on February 14 for American Family Insurance-Kari Ann Botero at 827 Ocean Beach Hwy.

McCutting Chamber Ambassadors joined McDonald’s staff in Kelso for the re-opening of its new facility February 18.

A Salute The Boy Scouts of America: Cascade Pacific Council officially joined the Chamber February 12 with their ribbon cutting. The organization meets at 1339 Commerce Ave., Ste. 114.


Kelso Longview Business Connection

March 2014

Business After Hours

Relax. Enjoy. Estetica Day Spa hosted the February 12 Chamber Business After Hours.


Strengthen Your Workplace With Affordable Online Training Kelso Longview Chamber of Commerce is pleased to announce our partnership with, the premier internet source for thousands of online training courses. We are now offering our member businesses the opportunity to purchase, through our website, a carefully selected assortment of online training courses that are relevant to your needs.

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Learn to utilize social media to grow a business.

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Learn to improve business processes to increase work performance and efďŹ ciency.

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Klc march 2014  
Klc march 2014  

March newsletter of the Kelso Longview Chamber of Commerce