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Information Security

The Office Romance

It Can Save Your Business

The NBA All-Star Game

Why Employers Don’t Love It

An Economic Rebound?

Greater Phoenix Chamber Of Commerce






8 Your

Liven Up Staff Meetings Buzz Marketing Member Resources

Sales Remedies for Surviving an Ailing Economy








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board of directors EXECUTIVE COMMITTEE Chairman Andy McCain Vice President & CFO Hensley & Company Immediate Past Chairman J. Stephen “Steve” Rizley Sr. Vice President & General Manager Cox Communications CHAIR-ELECT & VICE CHAIR ECONOMIC DEVELOPMENT Connie Perez Chief Executive Officer Advanced Reimbursement Management Legal Counsel Anne Kleindienst Fennemore Craig, P.C. Secretary Treasurer Mark Peterson President & CEO UMB, Arizona Vice Chair – PCCD Patricia Lee Refo Attorney Snell & Wilmer Vice Chair Small Business Susan Williams President HR Choice VICE CHAIR Public Affairs Richard “Dick” Foreman Manager of Public Affairs Southwest Gas Corporation VICE CHAIR Community Events Kathryn Murphy President & CEO Corning Gilbert, Inc. VICE CHAIR MEMBER BENEFITS Gil Valadez Managing Director of Sales and Financial Planning Operations Prudential Vice Chair MEMBERSHIP Rick Johnson Principal/Owner Executive Forums VICE CHAIR Audit and Governance Mike Bontrager SW Business Unit President The Weitz Company VICE CHAIR Human Resources David Bruno Vice Chairman/Managing Partner DHR International Executive Committee Members at Large Derrick M. Hall President Arizona Diamondbacks Peter Hayes Manager of Public Affairs SRP Pam Conboy Arizona Regional President Wells Fargo Bank Mr. Steve Wheeler Executive Vice President, Customer Service & Regulation Arizona Public Service Company Richard S. Parker Vice President Sundt Construction Corp.

View the entire list of board members at:

Strength In Numbers Membership in the Greater Phoenix Chamber of Commerce gets you much more than a plaque and a subscription to this fine magazine. Among many other things, it gets you access to an entire business community, filled with expertise you can count on when you need it and to which you can lend your own support when asked. Now, more than ever, that mutual support is critical for us all to remain successful. In this issue, you’ll hear advice from some of your fellow members about a topic that’s of interest in good economies as well as challenging ones: how to increase your sales. Whether you’ve been in sales for years or weeks, you can always benefit from the experiences of those who are out there pounding the pavement with you. You’ll read about the NBA All-Star Game and festivities coming to Phoenix, which should provide a much-needed boost for our local economy. Also, you can find out about “buzz marketing” and how it can help your business and, with Valentine’s Day approaching, get some tips on dealing with the office romance. The New Year has brought with it change and opportunity for every business, and for our state. In addition to welcoming a new president for our nation, Arizona has a new governor. I was delighted to represent our chamber at the recent inauguration of Governor Jan Brewer. She and her staff will have a pivotal role to play in this legislative session as our state grapples with a deficit of more than a billion dollars. How this issue is resolved will effect each of our member businesses--stay tuned. Speaking of change, I have one of my own to report. I will be resigning my post as Chamber president later this spring. I am creating the space in my career for a new opportunity, and wanted to let you know what an honor and a pleasure it has been to serve you during my three years as your president. Whatever my future holds, you can be sure it includes membership in the Greater Phoenix Chamber of Commerce. I hope your future will, as well.

Katie Pushor President & CEO Greater Phoenix Chamber of Commerce

February Bulletin The Greater Phoenix Chamber of Commerce and have joined together to provide a new way for you to generate awareness and prospects for your business via an Enhanced Profile on Kudzu is a local website that uses word of mouth to connect ready-to-buy consumers to businesses. Each month, Kudzu helps over 200,000 Phoenix metro area consumers find local businesses at the very moment they are searching online for services. Kudzu Enhanced Membership awards your business with attention-grabbing features including a detailed marketing description, photos, video and more.

For a limited time, GPCC members will receive $75 off an Enhanced Profile. The regular price for a 12 month annual subscription is $750, but Chamber Members will receive this service for just $675. To take advantage of this special offer, and start reaching new customers today, call (888) 260-1783.

Get Connected Kudzu





Get up | Get out | Connect


Rick McCartney | Publisher Media Publishers Group, Llc Jody Ryan | Editor-In-Chief Greater Phoenix Chamber Kenn Tomasch | Editor Greater Phoenix Chamber Robyn Mackelprang | Editorial Assistant Greater Phoenix Chamber Christina Estes, Judith Flint, Ryan LaRosa, David Lucas, Kay Sperduti, Tom Trush | Contributing Writers Lauren Miller, Kenn Tomasch | Photography Stephen Gamble | Graphic Design Louise Ferrari, Cami Shore | Account Executives


Jump Start If your sales need a booster shot, our cover story has eight ideas from your fellow Chamber members that are just the prescription.

Katie Pushor | President & CEO Ron Mcelhaney | V. P.

Features 08 | Jump Start Your Sales

Local experts share eight sales remedies for jumpstarting your sales in an ailing economy. By David Lucas

Todd Sanders | V. P., Public Affairs

11 | Economic Rebound?

15 | Event Spotlight

This month’s NBA All-Star Game festivities could bring much-needed dollars to the Valley’s economy. By Tom Trush

The 4th Annual Spirit of south Mountain Awards give gratitude to those in the south latitudes. By Kenn Tomasch


Departments 06 Member News News, Notables & Updates

13 Ask Our Members A Wealth of Information

23 S  mart Growth What Your Corporate Culture Says About You

24 Money Matters

26 Capitol Voice

A Short Month Long on Things To Do

18 Member Happenings See What Your Peers Have Been Up To




F E B. 09

News & Notes From Around the Valley

Starting Our Own Business Was Scary...

NAU Distance Learning Katsenes Insurance

20 Ribbon Cuttings

21 New Members

Celebrations With Scissors!

20 How To: Liven Up Staff Meetings

Norma Macias | Director, Member Services Daniel Ayala | Director, Bidsource Debbie Drotar | Director, Business Development 201 N. Central Avenue, 27th Floor Phoenix, Az 85004 P 602.495.2195 • F 602.495.8913 Published By

Athena PowerLink®

30 First Person

27 Pro: Files

Katie Campana | Director, Community Relations

29 In Focus: Program

The Session Begins

Member Resources 16 E  vents Calendar

28 Greater: PHX

Protect Information, Protect Your Business

Jody Ryan | Director, Marketing & Communications



This means Additional information is available online.

6360 E. Thomas Rd. Suite 210 Scottsdale, AZ 85251 p 480.588.9505 • f 480.584.3751

Greater Phoenix Chamber of Commerce Impact Magazine is published monthly by Media Publishers Group, LLC. The publication is distributed to membership and made available to prospective members throughout the Greater Phoenix area. We appreciate your editorial submissions and news for review by our editorial department by e-mailing To subscribe to GPCC Impact Magazine, please send check or money order for $24.00 to Media Publishers Group, P.O. Box 32055, Phoenix, AZ 85064 or call (480) 588-9505. ©Copyright 2009, Media Publishers Group, LLC. All rights reserved. Media Publishers Group and the Greater Phoenix Chamber of Commerce reserve the right to refuse certain advertising and are not liable for advertiser’s claims and/ or errors. The opinions expressed herein are exclusively those of the writers and do not necessarily reflect the position of the Publisher or the Chamber.

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Member News Highlighting achievements, awards, new hires, promotions and notes of interest from our members.

Faith Rewarded Dr. Paul Eppinger, executive director of the Arizona Interfaith Movement, earned an Award of Excellence from the recent General Assembly of the National Council Dr. Paul Eppinger of Churches and Church World Service in Denver. Dr. Eppinger’s award was three-fold: for his service on the campaign to establish Arizona’s Martin Luther King holiday, his service as the Executive Director of the Arizona Ecumenical Council and for his work as Founder and Executive Director of the Arizona Interfaith Movement. +

More than 150,000 Valley residents helped get Valley Metro’s long-awaited light rail service on track on December 27, 2008.

Team Building

They’re On Board! After twelve years of planning and more than $1 billion invested, Valley Metro’s 20-mile light rail system officially started rolling two days after Christmas. Day-long celebrations dotted the route from 19th Avenue & Montebello in Phoenix to Sycamore & Main Street in Mesa and thousands rode the rails for free for the first five days.

+ CEO Stays Put Candace Hunter Wiest will remain president and CEO of West Valley National Bank through March 2012 under a new contract agreed to in late December. Wiest has led Candace Hunter the bank from its opening in Wiest 2006 to a strong position and expansion in the Valley. “We are very optimistic about the future of the West Valley and I can not think of a better person than Candace to lead the way,” said West Valley Bancorp Chairman Robert Guyette. +

Leading the Way YWCA Maricopa County CEO Dana Campbell Saylor received the Leadership Excellence award at the 1st Annual Nonprofit & Corporate Responsibility Awards Dana Campbell Reception in early December. Saylor Hosted by AZ Business Magazine and the Alliance of Arizona Nonprofits, the awards pay tribute to Arizona’s nonprofits as well as the corporate executives and businesses that support

them. Campbell Saylor is a former ATHENA Award finalist and a member of the ATHENA PowerLink® Governing Board. +

Value Added Greg Lutowsky of Houston Partners International has earned the credentials of Certified Professional Values Analyst (CPVA) from Target Training International. This award signifies that Lutowsky has achieved the highest level of professional excellence in the use of the Success Insights Values Instrument. +

Here Comes the Judge Camille Hill, president of Merestone, has been selected by the New York Film & Video Festivals to judge 2009 Film and Video nominees. Judges are chosen based on Camille Hill being industry experts with substantial work experience as producers, directors, writers, animators and “new-media” specialists. +

Robert Lehman has joined CSHQA, bringing more than 30 years experience to the architecture and engineering firm. His expertise includes entitlements, construction Robert Lehman documents, construction administration, and client and consultant coordination for various retail projects. He has recently concentrated primarily on new and remodel projects for various pharmacies in California and Arizona. +

Workplace Wonders Jennings Strouss & Salmon has earned a second-straight accolade as one of the “Best Places to Work” in the medium-sized business category (under 500 employees) by The Phoenix Business Journal and BestCompaniesAZ. Jennings Strouss & Salmon was acknowledged for creating an enjoyable corporate culture and work environment that fosters personal and professional growth for its employees. +

Raising the Bar Marian Zapata-Rossa of Quarles & Brady has been elected to the 2009 Board of Directors of Los Abogados, Arizona’s Hispanic Bar Association. She practices labor and employment law, Marian Zapatawith experience representing Rossa employers against claims before various governmental agencies, including the Equal Employment Opportunity Commission. +

Contact Us | Send your member news and photos 45 days prior to publication to: 6



F E B. 09

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It’s time to turn your back on the bad news of ‘08 and look forward to ‘09 so you can get back to business! The Greater Phoenix Chamber of Commerce is offering a four-part series designed to provide Valley business owners with solutions to critical business issues. Location: Chamber Boardroom 201 N. Central Ave. 27th floor, Phoenix 85004

Website Optimization Webinar February 17th 10:00 a.m. - 11:00 a.m. Turn your website into a revenue generator. Attend in person or online at

Options to Finance Your Business March 18th 11:00 a.m. - 1:00 p.m. Discover new ways to secure capital in a tight market

To RSVP for the seminar you can’t afford to miss, please visit Seminars are free to Chamber members.








Sales Sales Remedies for Surviving an Ailing Economy B y

During one of the coldest days to hit New York City in years, Kevin McAdam and his sales team were on the streets, visiting companies and handing out business cards. Talk about cold calls! Nevertheless, despite the recession and extreme weather, McAdam found the experience rewarding. “We do a lot more old-fashioned cold calling and promotion, and people are responding to it,” says McAdam, vice president of sales for Phoenix-based One Step Retail Solutions. Sales experts say the business is still out there during a recession. To find it, sales people may have to get back to basics, work harder to close sales and sometimes change strategies. Here are eight remedies several sales experts suggest to secure healthier sales during this ailing economic period. 8



F E B. 09

D avid


L u cas

Be a Problem Solver

“I define sales as solving problems and fulfilling needs,” says Mike Leeds, president of Pro Sales Coaching in Scottsdale. “If you can demonstrate it will positively impact and benefit their business, then you make it a business decision more than an emotional decision.” McAdam echoes that sentiment. “It comes down to two things: If it doesn’t help someone either save money or increase their revenues, they’re not going to do it,” McAdam says. “A year ago people would buy just because it was on their budget. Now we’re having to understand what the needs are.” Diana Watkins of UniTech in Phoenix suggests learning as much as possible about the customer’s business to provide solutions. It may be as simple as saying, “Tell me how your business operates.” “If you tell me what you do, I may pick out ways where I can help you save money,” Watkins says. “If you can’t show value to customer for their bottom line business, they’re not going to spend the money.”


Improve Your Sales Skills

Many companies have cut back on their training expenditures to save money, but that should not stop sales people from getting better. “It’s incumbent upon individuals to get themselves trained and sharpen their own skills, even if you have to dig into your own pocket,” says Andrea Norman, principal of Mind the_Gap. It’s a critical time for companies to keep their best performers, even if they appear out of step with the latest trends. “You may have someone who is old school who knows how to sell, but maybe has old ways of doing things that will render them obsolete in a short time. But sales skills are never obsolete, so you need to reinvest in people that can sell and make sure they get up to speed,” Norman says.


Ask for Help

Even if companies do not provide much training during the recession, sales reps can seek help in other areas. They could ask their sales managers to team up with a mentor on sales calls or to role-play critical closings. “That’s really important to go with a sales rep to understand what they’re doing so you can provide assistance and correction,” McAdam says. There are a number of other resources sales people can request. “I’d be asking for lists, product knowledge, and for my company to support me by allowing me to belong to organizations that provide networking opportunities,” says Watkins, adding that Greater Phoenix Chamber members can be a source of support services. “Almost every technical partner I rely on I’ve met through Chamber events,” Watkins says.


Form Partnerships— With Your Competitors

That’s right, sometimes the best remedy for getting through a recession is to cooperate with competitors. “The only way we’re all going to weather this storm is to work together,” says Mark Quinn, sales and finance manager for FleetDirect in Phoenix, who established referral networks with other dealerships. “If I can’t suit somebody’s needs, I would rather pick from somebody else’s inventory where they’ll get the sale and I’ll get a piece rather than turn somebody away.” This can pay big dividends, especially after a recovery. “We have such a great referral service with each other. I couldn’t imagine not having it,” Quinn says. “Once the economy turns around, guys like that will be invaluable.”


Don’t Sell Anything

Sometimes the best way to win over the customer is by providing a free or low-cost service. Customers may have no budget for your product, but they still might need personal service or advice. “Even if they don’t need something right now, I ask, ‘What can I do for you?’ It may not have anything to do with what I’m selling,” Norman says. “Sales is person-to-person. They want someone who will listen to them and care about their success.” Quinn looks for any way he can provide full service. He notes that many businesses have an inventory of unused trucks that he could help them sell. “Some of these places are on the verge of going under and part of their salvation will be getting some revenues from trucks that are just sitting,” he says. “If I was able to help (the customer) sell some of his inventory to weather the storm, down the road that gentleman is going to recognize me as somebody who’s provided him with a service he needed at a tough time.”





Make Cold Calls

As McAdam discovered in New York, cold calls can still be effective in a world of e-mail and Facebook. “Our sales reps were walking into businesses and handing out their cards. They were very well received,” McAdam recalls. He adds that managers must set expectations with sales reps so they know how many sales calls and appointments are required. “In an economy like this, they may need more at bats to get the same number of hits that they would in previous years,” says Leeds. That may require 10 percent more contacts than last year. Even seasoned salespeople find value in cold calls. “I make 100 cold calls every night. I own a successful company and I make myself do it,” asserts Watkins.


Forget Something?

Most sales transactions require several personal calls, so arranging a followup call is critical. Watkins sometimes will “forget” to leave behind a brochure or some financial information, giving her another opportunity to call on a prospect. “I can call and say I meant to give you a new brochure. Can I drop it off?” Watkins says. “If you’re not interested, you’re going to say ‘no.’ If you are, it gives me one more opportunity to get my foot in the door.”


Outlast the Competition

With budgets remaining lean, the sales cycle tends to be much longer now. Decision makers are more deliberate to ensure the product is the right fit for their needs. “The longer it takes, the more people fall out,” Watkins notes. “I’ve won business (when) everybody else got mad and gave up. I never get mad and I never give up.” She lives by the three-word adage “Persistence builds momentum.” Sales don’t stop during a recession. Companies still have to buy materials to sustain their business. It’s a matter of becoming an expert about their condition and recommending the proper treatment to make their business— and yours—better.

Get Connected FleetDirect

One Step Retail Solutions

Mind the_Gap

Pro Sales Coaching


WHat dO tHese COMPanies KnOW tHat yOuRs dOesn’t? Matson Navigation Company • Arizona Machinery Company • • ResCare HomeCare • Arizona MEP (Manufacturing Extension Partnership) • West Business Services • Future Fab Precision Machining • Schuff Steel Co. • Legacy Home Care, LLC • RB Balch IT Consultants • Bonded Logic, Inc. • Consolidated Facilities Services • Family Service Agency • US Airways • American Pacesetters • Staff Management Best Buy • Marketfare Foods • Creative Human Resources Concepts, LLC. • Kelly Services • Western Motor Vehicle • Synergy HomeCare United Fibers • Macayo’s • Employment Guide • Adecco • Bashas’ • Integrity Staffing Solutions • Safeway Stores – Phoenix Division • Pivot Manufacturing • Nichols Precision • UPS Supply Chain Solutions-West District • K-Zell Metals, Inc. • HomeGoods • Judicial Branch of Arizona in Maricopa County • Enterprise Rent-A-Car • PrideStaff • Accounting & Finance Professionals, Inc. • ChildCare Careers • CPES • Shamrock Foods Company • Corella Industries LLC • Volt Services Group • B & D Litho of Arizona • FedEx Ground • Staffmark • FirstBank of Arizona Arizona Department of Corrections • Chandler-Gilbert Community College • Arizona Army National Guard • Excaliber Precision Machining • Marc Center of Mesa, Inc. • Coventry Health Care • United Blood Services • Service & Sales, Inc. • NanoVoltaix, Inc. • McMinn HR™ Verizon Wireless • Genuine Parts Company/NAPA Auto Parts • American Pacesetters • AArrow Advertising • JW Marriott Desert Ridge Resort & Spa • Icicle Seafoods, Inc. • Consolidated Facility Services • Cottonwood Palo Verde Country Clubs at Sun Lakes • Silverado Cable Express Scripts • Microsemi Corporation • WageWorks, Inc. • Aimco Precision Inc.

HOW tO COnneCt WitH nO COst WORKfORCe ResOuRCes.

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F E B. 09

Maricopa Workforce Connections Part of the Arizona Workforce Connection Network | Equal Opportunity Employment/Program. Auxiliary aids and services are available upon request to individuals with disabilities.


Special Feature

Economic Rebound? NBA All-Star Festivities Could Score Points With Valley Business By Tom Trush

The national spotlight will again shine on the Valley for a major sporting event this month.

— Leo Percopo

Sheraton Phoenix Downtown Hotel General Manager Leo Percopo is ready to hoop it up as his hotel will be center court for the NBA All-Star festivities.

Photo illustration: Steve Gamble

This time basketball takes center stage and, while the magnitude likely won’t match last year’s Super Bowl, the 58th NBA All-Star Game at US Airways Center Feb. 15 is sure to bring priceless exposure and muchneeded dollars to the local economy. According to General Manager Leo Percopo, room requests at the Sheraton Phoenix Downtown Hotel – which is serving as NBA headquarters during the festivities - started more than a year ago. “It’s an amazing event,” said Percopo, who started meeting with NBA officials prior to last year’s game in New Orleans. “It’s no longer just a game on Sunday. It’s really become very similar to a Super Bowl in a lot of ways in that it’s four days of tremendous events.” All-Star activities run from Feb. 12 to Feb. 16, with several events planned at the sold-out Sheraton. Specifics are still unknown, as NBA officials are controlling the hotel’s meetings space and keeping the details quiet. “In a lot of ways it’s going to be the Who’s Who in the downtown area, with a lot of celebrities coming for the event,” Percopo said. “I think you’re going to see a lot of things very similar to the Super Bowl.” One of most popular events of the weekend is NBA Jam Session, which will be held across the street from the Downtown Phoenix Sheraton at the Phoenix Convention Center. The world’s largest interactive basketball theme park, Jam Session will feature more than 450,000 square feet – the equivalent of 48 official size NBA basketball courts – of basketball entertainment. In addition to more than 30 exhibits, fans will have a chance to meet NBA players and legends, celebrities, and musical performers. From an economic perspective, nearly $40 million in direct spending is expected from an estimated 25,000 out-of-state visitors, said Scott Dunn of the Greater Phoenix Convention & Visitors Bureau. Dunn added that the city of Phoenix is anticipating about $80 million in economic impact. “The great thing about the All-Star Game is that it’s going to be centrallylocated downtown,” he remarked. “We expect it to impact downtown a lot more than the Super Bowl.” Since the last time Phoenix hosted the NBA All-Star Game in 1995, the city has seen many changes. The emphasis on downtown Phoenix comes at an ideal time because it allows people to see the city’s three newest additions – the Convention Center, the Sheraton and METRO Light Rail. “We’ve really gone through a metamorphosis, and this is really the first big national stage where folks can witness that metamorphosis,” Dunn said. In addition to the action downtown and on the court, the NBA is organizing partnerships with local schools, government and nonprofit organizations as part of its NBA Cares program. The league’s social responsibility initiative reaches millions of young people and their parents, while providing critical resources to community-based programs.

“In a lot of ways it’s going to be the Who’s Who in the downtown area, with a lot of celebrities coming for the event,”

Get Connected 2009 NBA All-Star Game Sheraton Phoenix Downtown Hotel Greater Phoenix Convention & Visitors Bureau




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F E B. 09

Member Experts

Ask Our Members Impact Magazine offers advice from our ‘Member Experts’ to improve your business.

Business Banking

Q: Are credit unions as convenient as banks for business owners? A: You bet! It’s a common misconception that credit unions aren’t convenient. They are. In fact, there are almost 250 credit union branches in Arizona. That’s about the same as the big banks. The difference is it doesn’t matter to which credit union you belong because you can conduct transactions at almost ANY of them so long as your credit union participates in the “shared branching” network. Most do. Talk about convenient! To find a shared branching location near you, visit the First Credit Union website at

Business Financing

Q: I need cash quickly and don’t have the time to wait on my accounts receivables, is there a solution? A: Don’t wait until you begin to truly struggle. If you have customers who are good credit risks and have shown the capability to eventually pay, then factoring can be a quick and simple solution. Factoring is a line of credit based on the credit worthiness of your clients so the approval process can take just days. This means you can quickly access cash to allow you to do more marketing, increase human capital, purchase additional equipment, and increase your businesses credit rating. So instead of stressing about how to meet payroll and other expenses you can do what really matters—grow your business!

Carolyn Cameron, Vice President of Business Development 480.786.2608

Energy Efficiency

Robyn Barrett, Managing Member 480.947.9340

Healthcare Healthcare Solutions Centers, LLC

Q: What is Construction Materials Testing and why is it Important? A: Construction Materials Testing, including observation and testing of construction materials, evaluate the quality of the finished product and verify completion in accordance with specific design requirements. Testing services affect life-safety aspects of construction projects and can have an economic impact on Owners, Design Professionals and Contractors. This economic impact outweighs the cost of these services. Rather than purchasing material goods, you are purchasing the capability of a certified, reputable firm to perform a professional consulting service. It is essential that these professional services are performed correctly, results are accurate, timely and efficient, and that the professional advice is cost effective. Dean Alford, Principal and Managing Officer

Q: Should my company include an on-site healthcare clinic in our business plan for 2009? A: If your company has 350 or more employees, an on-site clinic would help to decrease your company’s healthcare cost by 20-55%. Most clients who implement a clinic realize a cost reduction in the range of 35% in the first year. Clinic visits for Urgent and Primary Care usually produce 20-30% savings, but the dollars are so much larger in this area that the actual dollars range is in the millions (in savings). Savings will be seen in claim reduction, avoiding catastrophic health illness and decreasing annual occurrence rates. Our clinics help employees identify and manage chronic disease and become happy, healthy, productive employees Frances J. Ducar, FNP-C, MSN, Owner 602.424.2101

See Ask Our Members each month in Impact Magazine. To participate in Ask Our Members, please contact our publisher at 480.588.9505. The Q&A advice above is not intended to be specific to any particular individual or business. This information is content provided by each business participant and is not the advice of the publisher or the GPCC. Each space is a paid advertisement intended to solicit business.




Member Experts

Ask Our Members Impact Magazine offers advice from our ‘Member Experts’ to improve your business.



Q: How can my organization begin to reduce healthcare costs through my insurance? A: Many employers view rising healthcare costs and declining employee health as beyond their control. Often they cut benefits or put into place temporary fixes that do nothing to change long-term trends. A shift is needed, moving the focus away from treating a patient after a problem exists toward prevention. With up to 60 percent of all healthcare claims in the U.S. the result of bad lifestyle choices, healthcare is an expense that can be managed through proactive wellness programs. A healthier workforce is more productive and will ultimately reduce healthcare costs. We’ve seen significant results with companies that have adopted this “well-care” program approach.

Q: Must employers use a revised Form I-9 beginning February 2, 2009 when hiring a new employee or re-verifying the work authorization of an existing employee? A: That is correct. All employers are required to complete and retain a federal Form I-9 for each employee hired after November 6, 1986, to show that the employee is authorized to work in the United States. Beginning February 2, 2009, all employers are required to use a revised form. Use of the previous (June 5, 2007) edition on or after February 2, 2009 may result in fines. The most significant change to the Form I-9 is the requirement that documents presented during the verification process may not be expired. Carolann Cervetti Bullock 602.440.4828

Jeffrey Kirke, Vice President 480.951.4889

Security Services

Q: Every company faces budget cuts, why shouldn’t companies eliminate their Security budget? A: One of the many diamonds of wisdom that come from working with people running companies, is the corporate strategy has constraints. While the strategy sets the ambition and context for business decisions, restrictions drive us to make them. Two things are vital: a constraint must be genuine, not imagined or contrived, and people must know how to use it in ways that execute the strategy rather than undermine it. Anyone who has lived through a company’s vicious end-of-year budget-slashing knows cutting costs is the same as increasing revenues. A smart company needs to approach security as it would any other business decision: costs versus benefits. Kimberly Anderson-Matich, President & CEO 602.331.7000

Your Chamber

Q: Now that we’re into the new year, how can I get going again and boost my business in 2009?

A: One great way is with the Chamber’s new Back To Business 2009 series, designed to provide Valley business owners with solutions to critical business issues. The first is our “Web site Optimization Webinar” on Tuesday, February 17 that will help you turn your Web site into a revenue generator. The other seminar is on Wednesday, March 18. “Options to Finance Your Business” will help you discover new ways to secure capital in a tight market. These programs are included in your Chamber membership, but you must RSVP, so visit today!

Norma Macias, Business Services Director 602.495.6484

See Ask Our Members each month in Impact Magazine. To participate in Ask Our Members, please contact our publisher at 480.588.9505. The Q&A advice above is not intended to be specific to any particular individual or business. This information is content provided by each business participant and is not the advice of the publisher or the GPCC. Each space is a paid advertisement intended to solicit business.




F E B. 09

Resources G R E AT E R P H O E N I X C H A M B E R M E M B E R

Events Calendar

Member Happenings

Ribbon Cuttings

How To

New Members

The 2008 Spirit of South Mountain Award winners (L-R): Randy Schiller, Elementary School District Governing Board (Education), Claudine Reifschneider, Laveen Community Council (Non Profit Organization), Dr. Jerome Garrison (Volunteerism), Victor Vidales, REMAX/New Heights Realty (Business Award) and Annette Vigil, Ocotillo Library (Local Civic Service).

Event Spotlight

Spirit of South Mountain Awards February 26 They’re on top down south For the fourth consecutive year, the South Mountain/Laveen Chamber of Commerce will honor local leaders whose community efforts have contributed to the growth, prosperity and positive economic development throughout the South Mountain and Laveen villages. This year’s ceremony takes place Thursday, February 26 at The Secret Garden, 2501 E. Baseline Road in Phoenix, with a patio reception at 5:30 p.m. and dinner at 6:30 p.m. Awards in the category of Individual Volunteer, Non-Profit Service Organization, Local Business, Education, Local Government Agency and Phoenix P.D. – South Mountain Precinct Officer of the Year will be announced at the event, which is sponsored by SRP. For more information regarding sponsorship, individual event tickets and group tables or to register, please visit or call Steve Glueck at (602) 495-6469.


Thursday, Feb. 26, 2009 5:30 p.m. Patio Reception 6:30 p.m. Dinner


The Secret Garden 2501 E. Baseline Road, Phoenix 85042

Individual Tickets: $100 Table of Eight: $700 Register at

Save The Date! Chamber Events and Programs FEB. 7

FEB. 26

MAR. 3

Women Entrepreneurs Small Business Boot Camp Chaparral Suites Resort, Scottsdale

Spirit of South Mountain Awards The Secret Garden, Phoenix

Disney Keys to Excellence Mesa Community College, Mesa




February 2009 Calendar of Events BUSINESS FOR BREAKFAST


Business for Breakfast events offer the early-bird networker an excellent opportunity to start their day by making valuable business contacts in an energetic atmosphere. Bring your business cards and get your day off and running! WED








PHOENIX 7:15- 8:30 a.m. Online Trading Academy 2444 E. University Dr., Ste. 120, Phoenix or 602.495.6461 SOUTH MOUNTAIN/LAVEEN 7:15 - 8:30 a.m. Bougainvillea Golf Club 5740 W. Baseline Rd., Laveen 85339 or 602.495.6469



Monday 2


These events, from roundtables to luncheons to special meetings, bring together like-minded business people for conversation, collaboration and education. Expert speakers and interactive educational presentations add to the benefit of the gatherings.


Professional Women’s Roundtable Topic: Leveraging Communication Skills to Maximize Presentation Effectiveness Speaker: Christine Muldoon, CM Communication International 11:30 a.m. - 1 p.m. Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 or 602.495.2194



Deer Valley Speaker: Will Gonzalez, City of Phoenix Prosecutor’s Office 7:15 – 8:30 a.m. Country Inn & Suites By Carlson 20221 North 29th Avenue, Phoenix 85027 Sponsored by Country Inn & Suites or 602.495.6461





ANTHEM 7 - 8 a.m. Hampton Inn 42415 N. 41st Dr., Anthem 85086 or 602.495.6483

PHOENIX 7:15- 8:30 a.m. Sam’s Club 1525 W. Bell Rd., Phoenix 85023 or 602.495.6461





Phoenicians Luncheon Speaker: David B. Roderique, President & CEO - Downtown Phoenix Partnership 11:15 a.m. - 1 p.m. Arizona Country Club 5563 E. Orange Blossom, Phoenix 85018 Membership Required Committee | First time guests permitted for $25. RSVP Required or 602.495.2195



Green Roundtable Topic: Developing a Strong Base for Good Green Policy Facilitator: Ken Clark, Lobbyist and Political Consultant; Jessica Catlin, Pres., AZ League of Conservation Voters 7:30 a.m. – 9 a.m. Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 or 602.495.2194 Under 40 Roundtable Topic: Making It in the Big Leagues Speaker: Derrick Hall, President & CEO, Arizona Diamondbacks Facilitator: Shaun Breese, Urban Cookies 5:30 – 7 p.m. Don and Charlie’s 7501 E. Camelback Rd., Scottsdale, 85251 or 602.495.2194 Hispanic Business Leadership Council’s “Bridging the Gap” Luncheon Topic: How the Domestic Market Can Benefit from Global Partnerships Speaker: Gonzalo de la Melena, Emerging Domestic Market Venues, LLC 11:30 a.m. - 1 p.m. Arizona Club - Chase Tower 201 N. Central Ave., 37 Floor, Phoenix, 85004 or 602.495.6461





Professional Women’s Roundtable. 11:30 a.m.- 1 p.m.

Phoenix Chamber Business for Breakfast 7:15 - 8:30 a.m.

Ambassadors Committee 7:30 - 8:30 a.m.






Phoenicians Luncheon 11:15 a.m. - 1 p.m.










F E B. 09





Green Roundtable 7:30 – 9 a.m.

South Mountain/ Laveen Business for Breakfast 7:15 - 8:30 a.m.

Chamber at Anthem Business for Breakfast 7 – 8 a.m.

Public Affairs Committee Noon - 1:30 p.m.






Deer Valley Business for Breakfast 7:15 - 8:30 a.m.

Your Chamber is Your Goldmine 11:30 a.m. – 1 p.m.

Downtown Phoenix: It’s Happening! After Five Mixer 5 - 7 p.m.






Under 40 Roundtable 5:30 - 7 p.m.

Hispanic Leadership Council’s “Bridging the Gap” Luncheon 11: 30 a.m. – 1 p.m.

Phoenix Chamber Business for Breakfast 7:15 - 8:30 a.m.

Public Affairs Committee Noon - 1:30 p.m.

February 2009 Calendar of Events COMMITTEES


Chamber Members have the opportunity to take on leadership roles with important committees that contribute time and energy to enhance the Chamber’s programming. Committees meet regularly for the benefit of members, who come together to discuss important issues and remain connected to each other and to the Chamber.

Okay, you’ve joined the Chamber. Now what? Find out how to make the most of your membership at regular orientation events. Members who have joined the Chamber in the last six months are welcome to attend.


Ambassador Committee 7:30 - 8:30 a.m. (meets every 1st Thurs.) Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 or 602.495.6461


Public Affairs Committee Noon - 1:30 p.m. Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 or 602.495.6497


13 27

AFTER 5 MIXERS After 5 Mixers provide the perfect ending to the business day and let you make new contacts or renew familiar ones in a relaxed, informal atmosphere. THUR


Downtown Phoenix: It’s Happening After 5 Mixer 5-7 p.m. Cheuvront Restaurant and Wine Bar 1326 N. Central Ave., Phoenix, 85003 or 602.495.6461



Your Chamber is Your Goldmine 11:30 a.m. - 1 p.m. Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 or 602.495.6461

LOOKING FOR MORE INFO? Unless otherwise noted, all events are FREE to GPCC members. Remember, you can always find out more information on any event, including speaker bios, directions and program descriptions, at There you can also register for any event or contact us to get answers to any other questions you may have.

LEADS CLUBS Leads Clubs are free referral/lead generation groups designed to enhance member businesses. Membership is limited; only one person per industry in each group. Please view the rosters at to check availability or contact Debbie Drotar at or (602) 495-6483. NORTH VALLEY


The Black Bear 2410 W. Bell Rd., Phoenix Fridays, 7 a.m.

Mimi’s Cafe 21001 N. Tatum Blvd., Phoenix Every Tuesday, 7:30 a.m.



HomeTown Buffet 2730 W. Bell Rd., Phoenix Wednesdays, 7:30 a.m. (except 1st Wed.)

Mimi’s Cafe (@ Fiesta Mall) 1250 S. Alma School Rd., Mesa Fridays, 7:15 a.m.

Deer Valley Airport Restaurant 702 W. Deer Valley Rd., Phoenix 85027 Thursdays, 8 a.m. (except 4th Thursday)

Radisson Phoenix City Center 360 N. 2nd Ave., Phoenix Wednesdays (except 1st Wednesday) 7:15 a.m. Half Moon Sports Grill (B2B Only) 2121 E. Highland Ave., Phoenix 1st/3rd Wednesday, 11:30 a.m.

SOUTHWEST VALLEY Bougainvillea Golf Club 5740 W. Baseline Rd., Laveen Wednesdays, 7:15 a.m. CENTRAL VALLEY

Chamber Highlight Accenting Events and Programs That Help You Grow Personally and Professionally

Unlocking the Secrets Find Your Own Bit of Magic

The world-renowned Disney Institute comes to the Valley of the Sun on Tuesday, March 3, for a one-day workshop full of learning, insight and inspiration. This event at Mesa Community College is a rare and affordable opportunity to learn best business practices from Disney insiders and discover ways to adapt and apply those best practices to pick up the pace in these slow economic times. This unique seminar will give attendees an inside look at the leadership, management, customer service and customer loyalty techniques that have led to Disney’s decades of success and will show how those proven principles can be incorporated into your own business. Ideal for any size business, this program has proven particularly relevant to hospitals and healthcare providers, financial and educational institutions, insurance companies, retail outlets, restaurants, real estate developers, management and technology companies, government organizations, utilities and manufacturers.

Tens of thousands of leaders from more than 40 industries and 35 countries have found The Disney Institute to be a key to their professional development.

Get Connected Disney Keys to Excellence Tuesday, March 3, 2009 Mesa Community College Navajo Room - 1833 West Southern Mesa, AZ 85202 (877) 433-2384 GPCC members receive $50 off the guest admission price by using promotional code GPCMNE. Group discounts are available.




Member Happenings Chamber members have the opportunity to attend numerous interesting and exciting events. From luncheons to mixers to expos to professional development sessions, they’re all part of the Chamber experience. Here’s a look at what your fellow members have been up to recently.



Fueling Our Future: A Blueprint for Energy Independence 01 | Billionaire T. Boone Pickens brought his plan for America’s energy independence to the Arizona Biltmore Resort & Spa December 11.


02 | Before delivering his morning-session speech, Pickens enjoyed breakfast and the company of GPCC President & CEO Katie Pushor. 03 | Phoenix City Council member Maria Baier and Jim Harger of Clean Energy discussed alternative energy options for the city at a panel discussion attended by hundreds of business people. 04 | US Air Force Colonel Dave Belote capped the day with a luncheon presentation on the national security implications of US energy policy.



“We’ll help you grow!”

Arizona Department of Transportation DBE Supportive Services Are you a minority or woman-owned business? Would you like to make your company more successful? To Find Out How You Can Become Certified as a Disadvantaged Business Enterprise (DBE) and Receive: Free Assistance and Training Opportunities ■ Networking Opportunities with Prime Contractors ■ Information About New Contracting Opportunities Information on How to Become involved in State Contracting ■

Contact Gonz or Jamie Graves at (602) 712-7761 or email them at or 18



F E B. 09

Choice HR

HR Choice is a full-service Human Resources answer to your small or mid-sized company needs. Quality and broad experience make up our team of professionals. Full SOluTiOnS pROviDing yOu: • Essential HR Toolkit • HR Audits • On-Call / On-Site HR • Employee Training Department • Recruitment / • Employee Handbooks Selection • Record keeping • Management Training and Development

Susan Williams President & Founder





Member Happenings Business For Breakfast


05 | Getting up early was worth it for these Chamber members, as they enjoyed the networking at the Jan. 7 Business for Breakfast event at Tradiciones Restaurant in Phoenix.

Professional Women’s Roundtable 06 | The attendees at January’s Professional Women’s Roundtable enjoyed Jennifer Schoennagel of Business Partners 360 as she discussed “Social Networking Technology as a Business Communication Tool.”

Phoenicians Luncheon



07 | The Phoenicians enjoyed an inside look at local politics as GPCC Vice President, Public Affairs and Economic Development Todd Sanders briefed them ahead of the opening of the legislative session.

COCHRAN PAINTING, INC. CommerCial Painting & WallCovering


Commercial, Industrial & Property Management Repaints


Family owned & operated for 34 years

OFFERING: n Specialty finishes, wood stains, wall covering installation, artistic restoration, faux finishing & Stucco painting For info or estimates call:

Dave 602.469.0629

or e-mail Office: 623.930.5659 Fax: 623.930.5750 Licensed • Bonded • Insured • References License# ROC125653





Ribbon Cuttings

How To:

Contact us if you are celebrating a grand opening, anniversary or relocation at (602) 495-2194.

Liven Up Staff Meetings

Lots of folks checked out the opening of US BANK’s new branch at 29843 N. Cave Creek Rd. in Cave Creek.

Few things trigger an unpleasant chorus of employee moans and groans faster than the two words “staff meeting.” They’re notorious for a lack of focus, poor productivity and almost instant boredom. But with some simple adjustments, you can liven up your next staff meeting and encourage employee interaction.


Time was wisely invested at the ribbon cutting for the new EDWARD JONES at 2030 W. Baseline Road in Phoenix.

SUDDENLY SLIMMER DAY SPA suddenly found itself bigger with the opening of their new 9,000-square foot facility at 3313 E. Indian School Road in Phoenix.

Fun was the factor at the ribbon cutting for FACTORS SOUTHWEST as they christened their new home at 4545 E. Shea Blvd., Ste. 201 in Phoenix.



TANGEARS cut the ribbon on their new location at 5502 N. 19th Ave. in Phoenix.

INDIGO POINTE APARTMENT HOMES are now open and renting at 475 N. 43rd Ave. in Phoenix.


01 | Create the agenda together. Meetings are guaranteed to get dull when the boss sets the schedule without input from others. (A variation on this tip is allowing attendees to lead meetings on a rotated basis.) 02 | Hold meetings only when necessary. If you can solve problems or relay information without face-to-face interaction, save the meeting time for when more pressing issues need to be addressed. 03 | Get rid of the chairs. People can’t help but be more active when standing. 04 | Acknowledge employee performance. Who doesn’t enjoy a little recognition for their contributions? 05 | Incorporate guests. One idea is to bring in customers and have them explain why they do business with your company. 06 | Feature food. Food is an instant energizer that builds morale. 07 | Conclude with an action plan. Make certain everyone knows the tasks they’re responsible for completing. Staff meetings may be a necessity, but they don’t necessarily have to be boring. A little thought can make those moans and groans into smiles.




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Since We Opened “Our business overall is steady. We have been somewhat affected with the economic downturn, however, as they keeps growing!” And, after a year of development, V’s BARBERSHOP has launched a new, exclusive product line: V’s Shave Gel and V’s Italian Clay Mask. +

What’s been happening since YOUR business opened? Let us know at

Welcome New Members We welcome these businesses who have seen the benefit of becoming a part of our Chamber. A/C and Heating Dealers and Service H & L Energy Corp. 733 W. Gleneagles Dr. Phoenix, AZ 85023 (602) 942-0542

Auto Glass Repair

Computer Training

Hotels, Motels and Resorts

Goodies Glass Inc. PO Box 407 Tolleson, AZ 85353 (623) 215-8596

Executrain 2005 Dela Cruz Blvd., Ste. 200 Santa Clara, CA 95050 (707) 342-7281

Springhill Suites Marriott 200 E. Sheldon St. Prescott, AZ 86301 (928) 776-0998

Consulting Services Advisors/Business/Personal

The Phoenician 6000 E. Camelback Rd. Scottsdale, AZ 85251 (480) 423-2837


Advertising and Marketing

Towne Bank of Arizona 3156 E. Baseline Rd. Mesa, AZ 85204 (480) 346-7550

Concept Marketing Group, Inc. 8655 E. Viade Ventura G200 Scottsdale, AZ 85258 (800) 575-5369

Apartments and Vacation Rentals Crystal Pointe 15826 N. 32nd St. Phoenix, AZ 85032 (602) 971-9724

Indigo Pointe Apartments 475 N. 43rd Ave. Phoenix, AZ 85009 (602) 441-3347

Wells Fargo - Anthem 41830 N. Gavilan Peak Pkwy. Anthem, AZ 85086 (623) 465-2244

Caterers, Delicatessens or Fast Food Nibblers Catering 1602 E. Indian School Rd., Ste. A Phoenix, AZ 85016 (602) 266-8100

Clinical Research Arizona Research Center 2525 W. Greenway Rd., Ste. 114 Phoenix, AZ 85023 (602) 863-6363

Assisted-Living Centers

Colleges, Universities, and Professional Schools

Attorneys Fragomen, Del Rey, Bernsen & Loewy, LLP 3003 N. Central Ave., Ste. 700 Phoenix, AZ 85012 (602) 266-1825

Lane & Associates PLC 10429 S. 51 St., Ste. 215 Phoenix, AZ 85044 (480) 776-5757

Auto - Car Washes Cobblestone Auto Spa 3739 E. Bell Rd. Phoenix, AZ 85032 (602) 787-0808

Consulting Services - Medical Analyzerâ&#x20AC;&#x2122;s Râ&#x20AC;&#x2122;US, Inc. 9221 E. Baseline Rd., Ste. A109-617 Mesa, AZ 85209 (480) 357-3904

Human Resources and Executive Search Consulting Services Rhodes-Joseph & Tobiason Advisors, LLC 500 W. Putnam Ave., Ste. 400 Greenwich, CT 06830 (203) 542-7260

Contractors - General

Janitorial Services

Brinkman Partners 16211 N. Scottsdale Rd., Ste. A6A, #508 Scottsdale, AZ 85254 (602) 635-6232

Arizona Final Clean 7335 E. Acoma Dr. Ste., 102 Scottsdale, AZ 85308 (480) 609-3921

Pointe Del Sol 730 N. Vogel Phoenix, AZ 85021 (602) 944-4004

Always Comfort Care 13237 W. Colter St. Litchfield Park, AZ 85340 (623) 225-1282

Catalyst Corporate Solutions 8229 W. Alex Ave. Peoria, AZ 85382 (623) 748-9236

Legal Services Couriers and Delivery Services Royal Messenger Service, LLC 5110 N. 19th Ave., Ste. 104 Phoenix, AZ 85015 (602) 841-5922

Pre-Paid Legal Services Bill Chambers PO Box 56295 Phoenix, AZ 85079 (602) 549-8886

Electrical Contractors

Mailing Services

Bradley Electric, Inc. 1013 W. Allen St. Phoenix, AZ 85034 (602) 273-3838

Commercial and Industrial Construction - Management

The UPS Store #5870 39506 N. Daisy Mountain Dr., Ste. 122 Anthem, AZ 85086 (623) 551-5742

Facilities Support Services

Quality Project Management, LLC 1702 E. McNair Dr. Tempe, AZ 85283 (480) 777-1800

K. M. Facility Services, LLC 15136 W. Roy Rogers Rd. Surprise, AZ 85387 (623) 930-5490

Marketing Consulting Services

Computer and Software Sales and Service - Commercial/ Residential

Freight Transportation Arrangement

Kaplan University 4646 E. Van Buren, Ste. 350 Phoenix, AZ 85008 (480) 290-2472

Diamond IT Technical Services 13637 N. Tatum Blvd., Ste. 26 Phoenix, AZ 85032 (602) 237-6623

Legend Logistics 10640 N. 28th Dr., Ste. B-201 Phoenix, AZ 85029 (602) 368-1165

Export Vision 11111 N. Scottsdale Rd., Ste. 205 Scottsdale, AZ 85254 (480) 619-4351

Rodric Bradford PR 20808 N. 27th Ave., Ste. 1031 Phoenix, AZ 85027 (573) 999-6831 Mortgage and Non-Mortgage Loan Brokers Homeowners Financial Group 2151 E. Broadway Rd., Ste. 120 Tempe, AZ 85282 (602) 445-9700




Welcome New Members We welcome these businesses who have seen the benefit of becoming a part of our Chamber. Motorcycle Dealers

Non - Profit Organizations Health/Education

Buddy Stubbs Anthem Harley Davidson 41715 N. 41st Dr. Anthem, AZ 85086 (623) 465-1122

Gompers Habilitation Center 6601 N. 27th Ave. Phoenix, AZ 85017 (602) 336-0061

Moving and Relocation Supplies and Service

Office Supplies and Stationery Stores

Rest Assured, Inc./Storage, Transport & Installation 4006 S. 21st St. Phoenix, AZ 85040 (602) 437-9201

Musical Groups and Artists Sentimental Journey, LLC 5802 W. Townley Rd. Glendale, AZ 85302 (623) 934-5575

Printing Services

Retail Stores

First Edge Solutions 17855 N. Black Canyon Hwy. Phoenix, AZ 85023 (602) 353-8625

Swift Thrift Store 7333 W. Thomas Rd., Ste. 78 Phoenix, AZ 85033 (623) 846-0180

Professional, Management and Sales Development Training

Self-Storage Services

WCW Partners 5220 W. Surrey Ave. Glendale, AZ 85304 (602) 993-4307

Excell Direct, LLC 18409 N. Cave Creek Rd. Phoenix, AZ 85032 (623) 242-6712

Paint and Coating Manufacturing

Relocation Services Talent Bank Relocation, LLC 4802 E. Ray Rd, Ste 23-43 Phoenix, AZ 85044 (480) 363-2813

Tricom Coatings 2639 N. 31st Ave. Phoenix, AZ 85009 (602) 243-3293

Security Plus Self Storage 2253 E. University Dr. Mesa, AZ 85213 (480) 615-6071

Video Production


Plumbing, Heating, and Air-Conditioning Contractors Reddi Services, Inc. 3025 W. Weldon Ave. Phoenix, AZ 85017 (602) 385-1907

Security Plus Self Storage 610 E. Bell Rd., Ste. 2-338 Phoenix, AZ 85022 (602) 278-1131

Restaurants - Catering Scott’s Generations 5555 N. 7th St. Phoenix, AZ 85014 (602) 277-5662

The Corporate Show 14815 N. 9th St. Phoenix, AZ 85022 (602) 896-9545

C a p t u r e Yo u r B e s t S i d e

It’s Pa i n l e s s ly Simple at Vermillion photo

v e r m i l l i o n p h o t o . c o m / c o r p o r at e 6 0 2 . 2 5 3 . 6 0 0 5 22

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1/26/09 5:17:55 PM

Smart Growth

Marcom Corner

Culture Shock

Your Answers to Marketing & Communication

What Does Your Corporate Culture Say About You?

Topic: Buzz Marketing

By Christina Estes

Starting buzz about your business is typically something associated with stunts or “out of the box” promotions. While there’s no doubt tactics like these can help, the real secret to creating buzz and getting people talking starts with behindthe-scenes preparation. Ryan La Rosa of Park&Co has a few simple ways to start conversations that lead to buzz.

The conference/ping-pong table makes a point about the fun corporate culture at David & Sam PR in Phoenix.

At Phoenix-based David and Sam PR, it’s all about the golden handcuffs. “The golden handcuffs don’t just mean money, it’s the philosophy of trust and empowerment,” explains co-owner David Eichler. “Golden handcuffs do two things: make it nice for someone to work here and increase the likelihood that they’ll stay.” David and Sam’s golden handcuffs include no dress code, no set work hours, and no limits on time off. The studio might seem a bit zoo-like when staffers feed the puffer fish mango or Pop Tarts, or it might look a bit like an arcade when you realize the conference table is actually a ping pong table. But Eichler says the atmosphere contributes to their model based around results, not processes. “We assume people will do the right thing until they prove otherwise,” says Eichler. “We only have people here who see the world the same way.” It’s not about putting in face time. It’s about getting the work done-either at home or the office, during traditional hours or weekends. If a staffer’s personal life blends into the workplace, that’s okay. One associate with a small child sometimes brings his son into the office. A survey by Hudson Institute, a public policy research group, finds fairness, trust and concern are areas that employees say employers need the most improvement. According to, employers across all industries estimate the cost to replace a typical worker due to turnover is $21,000. “Spending money to make people happy and give them golden handcuffs more than repays itself,” says Eichler.

This year’s IMPACT Awards include a new category, honoring Company Culture. The awards will be announced May 20 at the Arizona Biltmore Resort & Spa. Get Connected David & Sam PR

What is Corporate Culture? Culture refers to an organization’s values, beliefs and behaviors. How a Company’s Culture Affects Employees:  aily and weekly work hours, D including flextime and telecommuting n Work environment, including how workers interact n Training and development n Onsite perks n Office space, including rules for displaying personal items n

What’s Your Culture?  hat ten words would you use to W describe your company? n What’s really important at work? n How are employees valued? n What’s it really like to work at your company? n How do people get promoted? n

01 | Identify a select audience Try talking to a baseball player about his favorite ballet or a ballerina about her thoughts on Ron Santo being left out of the Hall of Fame. Chances are you’ll get blank stares and a lack of interest. The same goes for generating buzz. First you have to find the right audience and tailor the message specifically to them. Avoid blasting information to the masses. Once one audience is interested, it’ll transfer from there. 02 | Give them a reason to share Once someone comes into contact with your message, it lives or dies with that person. They’ll make a decision to talk about it with others or not in a matter of moments. Get their attention. This doesn’t always mean flash and cleverness. It can be something useful that applies specifically to that person’s interest. 03 | Don’t interfere Once the buzz has started, don’t get in the way. Sure some people will misinterpret and maybe even misuse your message. Instead of reacting by stopping or altering your effort, look at it as an opportunity to engage and convert. Often those that begin as enemies become the strongest evangelists when addressed strategically. Generating buzz has become integral to any marketing effort considering today’s clutter and competition. The key is to keep it simple, remember who you’re trying to reach and provide the right tools. Follow those steps and you’ll have people talking in no time. Get Connected Park&Co




Money Matters

HR IQ Topic: Why Employers Don’t

Love the Office Romance

Because employees spend so much time in the office, it has, in many respects, replaced bars and nightclubs as a venue for meeting “the one.” Many people develop intimate relationships or meet their spouses at work, but employers don’t have great affection for the idea. Judith Flint of JRF HR Solutions offers some problems and possible solutions. Romantic couplings between co-workers offer a host of potential exposures for employers, including: n Negative impact on productivity/ morale among other employees who may resent the relationship. n Uncomfortable public displays of affection. n Jilted lovers can become disgruntled employees. n A supervisor/subordinate relationship could result in harassment charges if the relationship goes south. n Routine business decisions to promote, demote, terminate, etc. become linked to the relationship even if they are legitimately deserved. n Breaches of confidentiality (“pillow talk”). Some possible solutions include: n Specifically prohibiting coworker dating (though this is very difficult to be sure of). n Allowing relationships, but separating couples to different areas, departments or divisions. n A specific written policy that identifies inappropriate behavior and potential repercussions. n Conducting sexual harassment training to clarify company policy on what constitutes an improper relationship. n Consensual Relationship Agreements (often called “Kiss & Tell Policies”) that spell out that relationships must be disclosed, and an agreement that there can be no work-related retaliation if the relationship ends. Affairs of the heart don’t necessarily have to turn into pains in the neck for employers. By being proactive and aware, you can avoid the headaches that office heartaches can cause. Get Connected JRF HR Solutions 24



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Protect Information, Protect Your Business Keep Your Identity and Your Company Safe By Tom Trush

Arizona Identity Theft Facts n Arizona has the highest rate of identity theft

complaints of any state, with 137.1 complaints per 100,000 residents. n Six Arizona cities made the top 50 list of

most identity theft complaints in the United States: Flagstaff (9th), Lake Havasu (13th), Yuma (15th), Prescott (17th), Sierra Vista (20th), Phoenix (29th) and Tucson (34th). n The largest and fastest growing segment

of identity theft complaints in Arizona is employment fraud identity. Source: Net Advisor

When small business owners become identity theft victims, it can harm not only their personal credit, but also the company’s future because the venture is often self-funded. Here are three steps Todd Davis, CEO of LifeLock, recommends LifeLock CEO Todd for protecting your identity: Davis shares his Social Security Number with the public, but wants you to keep your information safe.

1. Establish a fraud alert. By contacting the three major credit agencies (Experian, Equifax and TransUnion), you can set up this service for free, but you must renew it every 90 days. When a fraud alert is in place, you receive a phone call every time your credit report is accessed. “It’s a great line of defense, but it won’t make you bullet-proof to identity theft,” warned Davis, adding that LifeLock offers this service for $10 a month and backs it with a $1 million guarantee.

2. Enable the wireless encryption protocol key on your wireless network. If you don’t have the wireless encryption protocol key enabled, anyone with a wireless device can get on your network and access your computer when it’s logged in. You can also decrease your vulnerability by installing a firewall. 3. Remove any peer-to-peer software on your computer. Applications such as Limewire and BearShare are typically used to share music or video files. But by signing up for their services, you give anyone in their networks access to the files on your computer. Get Connected LifeLock

A Word About Safety: From SCF Arizona Drug and alcohol abuse in the workplace costs employers billions of dollars nationwide each year. A growing problem recently has been employees manufacturing injuries to obtain a prescription and then selling that prescription. Narcotic pain killers, which make up a major portion of the $3 billion annual workers compensation prescription drug cost, are a frequent target for drug diversion. Now, SCF Arizona has instituted a voluntary program that reduces by five percent the premiums of policyholders who test for drug or alcohol impairment. State legislators have also redrafted the Arizona Drug and Alcohol Program to assist insurers and business owners in getting the upper hand on this growing issue. To receive this drug-free workplace premium credit, policyholders must file their program with the Industrial Commission before or within 30 days after each annual policy period, prove to the insurer that the program is being maintained and comply with all state laws and drug testing

requirements. When SCF verifies the qualified drug and alcohol testing program, they will issue a five percent credit after the annual final audit has been completed. For full information on the requirements for SCF’s Drug and Alcohol Program, visit and click the policyholder button. When it comes to worker safety, the Chamber reminds you that even if you have just one employee, you’re required to have workers’ compensation coverage. When you obtain such coverage through SCF Arizona and also enroll in the Chamber’s safety program, your organization is eligible to receive an additional annual safety dividend that can be as much as 40 to 50 percent of your regular dividend distribution from SCF Arizona.

Get Connected Ron McElhaney (602) 495-6486 or


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Capitol Voice

The Session Begins Legislators Tackle Budget Deficit Arizona’s 49th Legislature convened on Monday, January 12 with new leadership and a familiar problem. “For the most part, everything at the legislature is going to be put on hold until the ’09 budget is fixed and the ’10 budget is passed,” said Greater Phoenix Chamber of Commerce Vice President of Public Affairs and Economic Development Todd Sanders. The “budget fix” for Fiscal Year 2009 requires closing a $1.58 billion gap, while the projected deficit for FY2010 is some $3 billion. Arizona has the worst budget deficit in the nation as a percentage of its General Fund (see chart). The budget crisis threatens to keep all bills that aren’t critical to the operation of the state from making it out of committee. “It’s never been done before. There’s always been a threat, but it seems like this time they’re or May,” commented Sanders. “I believe we’re actually ready to make good on that,” said going to go all the way (to late June).” Sanders, noting that the Chamber’s Legislative Fresh leadership – in the form of new Speaker Affairs department is hoping progress can of the House Kirk be made to allow Adams (see cover story bills on workers’ LARGEST STATE BUDGET DEFICITS in January’s IMPACT) compensation, health and new Governor care and energy to As a percentage of General Funds Jan Brewer (who was reach the floor. State Pct. sworn in January Last year’s session Arizona 24.2% 21) may change the was the fourth-longest dynamic, however. in state history New York 20.0% “New leadership (ending June 27) and California 18.0% is putting the the budget impasse Wisconsin 17.2% emphasis back on may make this one the appropriations another marathon. Minnesota 14.2% committee,” Sanders “Some say that they Kansas 14.5% said. “And with a believe it will be very Source: State Budget Report Update: November different governor quick and very bloody 2008, National Conference of State Legislatures with different set of and it will end in April

priorities but of the same party, there is that possibility that you could have more points of agreement than you had in the past.” The Chamber will continue to work on behalf of the business community, advocating fiscally responsible solutions to this ongoing challenge. Get Connected Greater Phoenix Chamber of Commerce Public Affairs (602) 495-6497 or

Capitol Clicks Get online and go inside the Chamber’s legislative affairs process with an informative webinar available this month at and GPCC’s Vice President, Public Affairs and Economic Development Todd Sanders hosts a look at the benefits of getting involved in the Public Affairs Committee or Issues Committees, effective ways to lobby your elected representatives and grassroots efforts to ensure the voice of business is heard 26



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from here to Washington, DC. “The Legislative Process From a Grassroots Level” is the second in a series of online educational broadcasts offered by the Chamber throughout 2009 in partnership with Tempe integrated strategic marketing and communications agency Off Madison Ave.


Pro: Files

Going The Distance NAU Students Learn Closer to Home By Tom Trush

Tom is the latest Katsenes to run the family insurance business.

Staying Power Family Business Perseveres Through The Years By Kay Sperduti When there’s a fire in the back room, it’s not a good time to buy insurance. The adage is a good reminder from third generation broker-agent Thomas Katsenes of Katsenes Insurance. Located in central Phoenix, the long-time Greater Phoenix Chamber members have been in business since 1925 and offer individual and group health, disability and life coverage. “I’m a big advocate of learning the basics of insurance,” said Katsenes, who gained a unique perspective by working with insurance carriers before joining the family business with father, John. “People buy insurance for protection. I’ve found that nothing can replace personal review. In fact, the perfect time to evaluate coverage is right before a life-changing experience such as having a child or buying a home.” The company was founded by Thomas Katesenes’ grandfather, a Greek immigrant who sold life insurance. During the past eight decades, the business has flourished and now insures thousands of individual clients and employees with group coverage. Katsenes Insurance is in the unique position of offering a plethora of insurance companies and plans allowing for personal and group customization. According to Katsenes, the biggest mistake people make is the belief that medical coverage is unaffordable. “There are so many options now, like Health Savings Accounts,” he said. “There truly is something for everyone. My role is that of an advisor. I’m there as often as you need me, whenever you need me. The key is to get protection…before the proverbial fire!”

With college costs on a steady climb, Northern Arizona University has expanded its reach into Maricopa County to save students money. With 12 offices – most of them on campuses within the Maricopa County Community College District – the Flagstaff-based university currently serves more than 2,500 Maricopa County students at the undergraduate and graduate level. “We’re trying to be efficient in the way we operate by having the students go to the community college for the first two years and then finishing the last two years with us,” said Doug Small, assistant dean for distance learning at Northern Arizona University. “By using the community college facilities, we’re trying to make it efficient and affordable for our students.” Small estimates students pay about one-third of the tuition they would normally pay at NAU when taking freshman and sophomore courses at one of the

Valley’s community colleges. This strategy also helps save on other college-related expenses, such as parking, dorm fees and meal plans. The university offers 13 majors at its locations in Maricopa County, including business, speech communication, education, hotel/restaurant management, public management and interior design. There are options for students to complete a degree entirely online or supplement a locally offered degree with online courses. To ensure a smooth transfer from the community colleges, NAU advisers are on each campus. “I think students really like the NAU experience because it’s a personalized experience, it’s accessible and it’s affordable,” Small said. Get Connected NAU Distance Learning

Get Connected Katsenes Insurance

This Northern Arizona University student is one of thousands who attend class at one of NAU’s Metro Phoenix campuses.




Greater: PHX

Up to Speed Light Rail Speeds Up Commute Between ASU Campuses

Health Net of Arizona Vice President of State Legislative and Regulatory Compliance Gay Ann Williams with kids enjoying some gently-read books at the Mountain Park clinic.

Book Smart Health Net of Arizona Donates 1,500 Books to Children By Tom Trush Since October, Health Net of Arizona has made sure all children who have a well-child visit at Mountain Park Health Center in South Phoenix receive a book. Through the company’s Adopt-a-Clinic sponsorship, parents are also instructed on reading techniques and educated on the benefits of early literacy. The Reach Out and Read program is operated by Southwest Human Development. “Parents participating in Reach Out and Read are four times more likely to read with their children, and these children demonstrate increased language skills leading to a better foundation for success in school,” said Ginger Ward, CEO of Southwest Human Development. “We encourage all businesses and community

organizations to consider becoming a partner in the Adopt-a-Clinic program to improve the lives of Arizona’s children.” Research shows in families near the poverty line ($21,200 or less for a family of four), only 32 percent of those with young children read with them daily. Arizona statistics indicate that 11.6 percent of children are never read to at all, which is the highest percentage in the United States. Get Connected

When the METRO Light Rail debuted on Dec. 27, it not only signaled the end of shuttle service between Arizona State University’s Tempe and Quicker commutes will leave ASU students with Downtown more time to study. Phoenix campuses, but also the start of a speedier substitute for students. The trip from the Tempe to Downtown Phoenix campus takes about 25 minutes. “It really is a better service because students will be able to catch a train every 10 minutes as opposed to waiting a half-hour for the bus,” said Patrice Bettison-Clark, public relations specialist for ASU’s Parking and Transit Services. “It’s going to be different and it’s going to be a change, but it’s a positive change.” Stations located at the Downtown Phoenix campus include Central Avenue and Van Buren Street, First Avenue and Van Buren Street, Third Street and Washington, and Third Street and Jefferson. Tempe stations are at Veteran’s Way and College Avenue, University Drive and Rural Road, and Mill Avenue and Third Street. Get Connected

Health Net of Arizona

Arizona State University

Southwest Human Development

Valley METRO Light Rail

Community: Laveen

Green Streets Fairfax FBLA Students Adopt a Street in Laveen Thirty-four students from Betty Fairfax High School’s Future Business Leaders of America (FBLA) chapter have adopted a section of Baseline Road. The project is part of their contribution to FBLA Goes Green, a statewide initiative by the organization’s Arizona chapters to minimize environmental impact. The students will pick up trash, remove weeds, paint over and report graffiti and sort recyclables on Baseline Avenue from 51st Avenue to 59th Avenue on a quarterly basis.

The Fairfax High School chapter is led by Imani Craig (president), Kristian Hart (vice president), Berenice Olivas (secretary), Daniel Lozano (treasurer), Neil Patel (historian), Adam Campos (parliamentarian) and Casmere Ennis (reporter). With more than 225,000 members nationwide, FBLA is the world’s premier student business organization. Along with scholarship, community service and civic service opportunities, FBLA provides recognition and leadership activities directly related to attainment of specific occupational and leadership skills. Get Connected

Arizona FLBA

Betty Fairfax High School




F E B. 09

In Focus: Program

Feel The Power ATHENA Powerlink® Helps Businesses Grow Women-owned businesses make up one of the fastest-growing sectors of our economy, but those businesses – like any other – can often benefit from the advice of their peers. The Chamber’s ATHENA Powerlink® program, now in its eighth year, is accepting applications for mentees and looking for mentors to help women-owned Valley businesses reach new heights. “The best candidate would be a woman who’s been in business for a while, knows what her product or service is, has something going, maybe a small firm, but really doesn’t know how to get to the next level,” offered Sheila Grinnell, chair of the ATHENA Powerlink® board. “She’s busy working in the business, but she wants to work on the business and she doesn’t have time to think of the big picture. She needs the help of experienced people who can provide that.” A qualifying business must be at least 51 percent owned by a woman or women, have been in business at least two years and meet staffing and annual revenue requirements. This year’s program may take on five mentees, which would be its biggest class ever. The program is always searching for mentors in areas such as finance, sales, marketing and human resources. “It’s just so satisfying,” Grinnell added. “Most of us learned the hard way and it’s wonderful to share what you’ve known. It’s marvelously satisfying.” The deadline to apply to be a mentee is Monday, February 16. Download an application and find out more information at

Get Connected ATHENA Powerlink® Marissa Law (602) 495-495-6461

Mistelle Allan and Mary Fox of Infinite Aesthetics & Wellness in Mesa participated in the ATHENA Powerlink® program in 2008.




First Person Profile The Valley’s business community has a story to tell. We asked them to do just that.

Bill & Tanya Shaben Co-Owners First Choice Awards & Promotional Products

“Starting Our Own Business Was Scary… There’s no sleep the night before you tell somebody that you’re leaving their company to start your own business. I left on a Thursday afternoon in August 2007 and at 7:30 the next Tuesday morning, a lady I’d done business with for years called and placed two big orders and we were off and running. We couldn’t even fill the order for two months, but she said she’d wait. Combined, we’ve spent 17 years in the industry and we just celebrated our 24th wedding anniversary. It’s wonderful to work together. Regardless of what happens in the future, I don’t regret this. It’s a great opportunity and a great challenge and we love a challenge.”

Have An Inspirational Story To Tell? Let us know about it. Send your ideas to 30



F E B. 09

IT’s TIME TO OFFER MY EMPLOYEEs HEALTH INsURANCE Affordable health insurance options for small business There’s no question, it takes countless hours and dedication to build a business. Now that you’ve reached the point of looking for health insurance for your company, consider Blue Cross Blue Shield of Arizona and our BlueSolutions product. It’s designed for businesses with two to 50 employees who have not offered health insurance in the past six months. There is no better time to discover all we have to offer. To request a quote, contact your insurance broker, call (877) 397-BCBS (2227), or visit

Impact Magazine February 2009  

Greater Phoenix Chamber Magazine - Jump Start Your Sales: 8 Sales Remedies for Surviving an Ailing Economy