Impact Magazine - July 2009

Franchise Players

Sales I.Q.

Right For Your Business?

Warm Up To Cold Calling

Business Bookshelf Powerful Pages

Greater Phoenix Chamber Of Commerce

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Changes Up Top

p. 15

Athena Award Nominations Deadline is July 17 n Member News n Calendar of Events n Capitol Update

New Chamber Leadership Looks Ahead

Congratulations to Don Smith!

You leave a lasting impression throughout Arizona.

Phoenix Business Journal’s Most Admired CEOs & Top-Level Executives 2009 President & CEO, SCF Arizona

board of directors EXECUTIVE COMMITTEE Chair Connie Perez CEO Advanced Reimbursement Management Immediate Past Chair Andrew K. (Andy) McCain VP & CFO Hensley & Company CHAIR-ELECT Steve Wheeler Exec. VP, Customer Service & Regulation APS Legal Counsel Anne Kleindienst Attorney Fennemore Craig, P.C. Secretary Treasurer Pam Conboy Arizona Regional President Wells Fargo Bank Vice Chair – PCCD Patricia Lee Refo Attorney Snell & Wilmer Vice Chair Small Business Susan Williams President HR Choice VICE CHAIR Public Affairs Susan Anabel Director of Public Affairs Cox Communications VICE CHAIR Community Events Kathryn Murphy President & CEO Corning Gilbert, Inc. VICE CHAIR HBLC Gil Valadez Prudential Vice Chair MEMBERSHIP Rick Johnson Principal/Owner Executive Forums VICE CHAIR Audit and Governance Scott Celley VP, External Affairs TriWest Healthcare Alliance VICE CHAIR Human Resources David Bruno Vice Chairman/Managing Partner DHR International VICE CHAIR ECONOMIC DEVELOPMENT Mike Bontrager SW Business Unit President The Weitz Company Executive Committee Members at Large Derrick M. Hall President Arizona Diamondbacks Peter Hayes Manager of Public Affairs SRP Dan Vermeer Waste Management Kyla Turner Dist. Marketing Manager Southwest Airlines Richard Parker VP Sundt Construction Corp.

View the entire list of board members at: www.phoenixchamber.com

Then And Now This month’s cover story is about looking forward; before we do that, let’s talk for a moment about the accomplishments of our Chamber over the last year.

In 2008-2009, we: elcomed more than 500 new members - 23 of W them at the “Premier” level; n Supported 40 successful candidates for the state legislature and seven successful ballot initiatives; n Upgraded the look of our monthly IMPACT Magazine and enhanced its distribution; n E stablished a partnership with Off Madison Ave to launch a series of “Online & OnTarget” educational programs; n Expanded our IMPACT and ATHENA Award programs to recognize more local business achievers; n Hosted nationally-known speakers like T. Boone Pickens, US Secretary of Transportation Doug LaHood and political strategists James Carville and Mary Matalin; and Continued to provide educational and marketing opportunities to our members. n

As you can see by our cover, there are some new faces in high places. I’m one, but this is a team effort, and we’re very fortunate to have our new Chair, Connie Perez, our Chair-Elect, Steve Wheeler, and seven new business people joining our Board of Directors for 2009-2010. They bring fresh ideas and dynamic leadership to our organization.

The successes to come will be even greater than those of the past – but only if we come together as a business community. If you’re already a member of the Chamber, thank you. We value your membership. If you’re not yet a member, visit www.phoenixchamber.com today and help contribute to the great things that lie ahead.

Todd Sanders President & CEO Greater Phoenix Chamber of Commerce

July Bulletin Youth will be served in a new way this summer. The Chamber’s Under-40 Roundtable is now the Valley Young Professionals. The first official meeting under the new identity will be held on Tuesday, July 28 at Vermillion Photo in Phoenix. World-class photographer Dan Vermillion will present “Pixel Perfect: Projecting the Best Image for Your Company.”

With new facilitator David Eichler of David and Sam PR, the VYP will continue to meet monthly to exchange ideas through social settings, professional development activities and community involvement.

VYP promotes and preserves business growth and contributes to the betterment of our community while developing the Valley’s next generation of leaders. Contact Norma

Macias at nmacias@phoenixchamber.com for more information.

Get Connected Valley Young Professionals “Pixel Perfect: Projecting the Best Image for Your Company” Tuesday, July 28 5:30 - 7 p.m.

Vermillion Photo 124 W. McDowell Rd., Phoenix 85003 www.phoenixchamber.com

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Contents

Get up | Get out | Connect

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Looking Forward for Phoenix What do the Chamber’s new leaders see as the future for the organization, for Phoenix and for the Valley?

Rick McCartney | Publisher Media Publishers Group, Llc rmccartney@phoenixchambermagazine.com Jody Ryan | Editor-In-Chief Greater Phoenix Chamber jryan@phoenixchamber.com Kenn Tomasch | Editor Greater Phoenix Chamber ktomasch@phoenixchamber.com Lori K. Baker, Sandy Des Georges, Christina Estes, Christia Gibbons, David Hibbs, Jonathan Higuera, David Lucas, Andrea Norman, Kay Sperduti, Tom Trush Contributing Writers Dan Vermillion, Angela Cook, Kenn Tomasch Photography Stephen Gamble | Graphic Design Louise Ferrari | Operations Manager Dee Dee Hixson, Cami Shore Account Executives

Todd Sanders | President & CEO tsanders@phoenixchamber.com

Features

Change At The Top

The Business Bookshelf

The Greater Phoenix Chamber of Commerce looks to the future with new leadership. p. 8

By David Lucas

Take a page from these books and learn some valuable business lessons. p. 11

By Tom Trush

Event Spotlight Know an Athena? Nominate a deserving business woman for the 22nd ATHENA Awards. p. 15 SAVE

By Kenn Tomasch THIS

DATE

News, Notables & Updates

12 Ask Our Members They Really Do Know

23 S mart Growth Can You Franchise Your Business?

24 Money Matters Communication is Key

24 SALES IQ Eeek! I Hate Cold Calling!

26 Capitol Voice Super Power

Hot Dates in July

18 Member Happenings Keeping Busy

27 Pro: Files Kaplan University

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Norma Macias | Director, Member Services nmacias@phoenixchamber.com Daniel Ayala | Director, Bidsource dayala@phoenixchamber.com Debbie Drotar | Director, Business Development ddrotar@phoenixchamber.com

Published By

SCAN Health Plan

28 Greater: PHX News & Notes From Around the Valley

30 First Person

www.phoenixchamber.com

20 Ribbon Cuttings

21 New Members

Say Cheese!

20 How To: Improve Productivity

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WWW.PHOENIXCHAMBER.COM

This means Additional information is available online.

On The Cover: Chamber Chair-Elect Steve Wheeler, 2009-2010 Chair Connie Perez and new President & CEO Todd Sanders get elevated at the Arizona Club atop the Chase Tower. Go behind the scenes of the cover shoot at www. phoenixchamber.com. Photo by Dan Vermillion.

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Katie Campana | Director, Community Relations kcampana@phoenixchamber.com

6360 E. Thomas Rd. Suite 210 Scottsdale, AZ 85251 p 480.588.9505 • f 480.584.3751 info@mpgcompany.com www.mediapublishersgroup.com

Why I Love What I Do

Member Resources 16 Events Calendar

Jody Ryan | Director, Marketing & Communications jryan@phoenixchamber.com

201 N. Central Avenue, 27th Floor Phoenix, Az 85004 P 602.495.2195 • F 602.495.8913 www.phoenixchamber.com

Departments 06 Member News

Ron McElhaney | V. P. rmcelhaney@phoenixchamber.com

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 editor@phoenixchambermagazine.com. 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.

www.phoenixchamber.com

Committed to Senior Health and Independence For more information on our Medicare Advantage Plans, call toll free

1-877-857-5053 Se habla español

TTY Users: 1-800-367-8939 SCAN has a contract with the Federal Government and with the state of Arizona.

Please visit www.scanhealthplan.com for more information.

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Member News Highlighting achievements, awards, new hires, promotions and notes of interest from our members. and an embedded widescreen studio trailer.

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Developing Story

(L-R) Jazz guitarist Craig Chaquico, Pinnacle High School Principal Jason Reynolds and JW Marriott Desert Ridge Resort Director of Finance Tom Forburger, at the presentation of the check to the school’s music department.

Music To Their Ears

Ethical Considerations

JW Marriott Desert Ridge Resort donated $3,000 to Pinnacle High School’s music department from its Festival in the Desert concert series. The three-day festival last October brought artists such as Smokey Robinson and Pat Benatar to the resort and the donation will help fund music education for the next generation of performers.

+ www.jwdesertridgeresort.com They’re Super Carolyn Johnsen is one of 15 Jennings, Strouss & Salmon partners named to the list of 2009 Southwest Super Lawyers by the publishers of Law & Politics. Johnson Chair of the Carolyn Johnsen firm’s Business Restructuring & Reorganization Section, was also selected as one of the top 50 lawyers in Arizona. + www.jsslaw.com

Locked In Robert Krakauer has joined LifeLock as Chief Financial Officer. “Our organization is now stronger and better prepared for the future because Bob has joined our executive team,” said LifeLock CEO Todd Davis. “Bob will be the driving force behind our strategic business practices that will allow our organization to continue our hypergrowth and meet the needs of consumers.” + www.lifelock.com

Shining Sun Rick Welts has been named President and Chief Executive Officer of the Phoenix Suns, seven years after he joined the organization as President and Chief Operating Officer. His Rick Welts promotion marks the latest accomplishment in a 40-year NBA management

Business development manager Stephanie Hertzberg of SmithGroup’s Phoenix office has been named 2009 New Member of the Year by the Arizona Association Stephanie for Economic Development.

Hertzberg Hertzberg was recognized for her involvement in AAED committees, recruitment, events, leadership and special accomplishments. + www.smithgroup.com

career that began when he was a ball boy for the Seattle SuperSonics in 1969. + www.suns.com

No Place Like Home Nyla Simone Home has been named one of Home Accents Today’s 2009 “50 Retail Stars.” The full service home furnishings boutique, owned by Maria Benson and Katherine Alford, was one of a handful of west-coast stores to make the trade magazine’s list this year. + www.nylsasimonehome.com

LEED-ing the Way Katea Ravega, an attorney with the Environmental Practice of Quarles & Brady LLP, has earned LEED-certified accredited professional status.

The Leadership in Energy and Katea Ravega Environmental Design (LEED) rating system is a nationallyrecognized third-party rating system for the design, construction and operation of energyefficient, low-environmental impact buildings. + www.quarles.com

Three Chamber members won honors at the Better Business Bureau’s 8th Annual Business Ethics Awards. BIOPRO LLC won the 2009 Business Ethics Award in the 1-10 employees category, Community Tire and Automotive Service Specialists won in the 21-50 employees category and Hospice of the Valley won in the 150+ employees category.

+ www.bioprollc.com + www.communitytireaz.com + www.hov.org A First Judith A. Patrick has been named Chair of the Board of Directors of SCF Arizona by Governor Jan Brewer, becoming the first woman ever appointed to the post. The Tuscon resident is also the first chair from outside the greater Phoenix area. + www.scfaz.com

Judith Patrick

Top of the Charts Snell & Wilmer LLP has been recognized by Corporate Board Member magazine, as the top corporate law firm in Phoenix for the eighth consecutive year, according to a survey of general counsel and corporate directors. The issue features the selected best firms to do business with throughout 25 major metropolitan areas as well as the top 20 national law firms. + www.swlaw.com

New Approach New Angle Media has launched a new Web site that showcases its innovative campaigns and its range of services. The site utilizes advanced Web technologies, such as the 3-D portfolio

Contact Us | Send your member news and photos 45 days prior to publication to: editor@phoenixchambermagazine.com 6

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Change New Chamber Leadership Looks Ahead

AtThe

Top

By David Lucas

Photography by Dan Vermillion, Angela Cook

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his month, the Greater Phoenix Chamber of Commerce welcomes seven new members to its 2009-2010 Board of Directors. The Board, which greatly resembles the diverse cross-section of businesses and non-profits that make up Chamber membership, will have a new chair and chair-elect to go with new President & CEO Todd Sanders.

Sanders succeeded Katie Pushor as president & CEO in May after more than three years as the Chamber’s vice president of public affairs and economic development.

He previously served for seven sessions as a policy analyst in the Arizona House of Representatives.

Connie Perez, president of Advanced Reimbursement Management, takes over the reins as chair following the two-year term of Andy McCain of Hensley & Company.

Steve Wheeler, executive vice president of customer service and regulation of Arizona Public Service Company, became chair-elect on July 1.

Building on a Legacy

New President & CEO Todd Sanders looks to build on the work done over the last three-plus years by his predecessor, Katie Pushor.

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The new president envisions a Chamber that builds on Pushor’s legacy.

“Katie organized a phenomenal team and we’re all focused on the core mission of providing value to our members,” Sanders says. “We’re continuing to find new ways to provide that value, leading the community on critical policy issues, and working with our partner organizations to grow our economy.”

In the short term, the Chamber will focus on providing members with the tools necessary to weather the downturn and prepare for a return to growth.

Also, members will have a voice at the state Capitol as lawmakers grapple with a multi-billion dollar deficit and how that potentially impacts business.

Another area of focus will be tax reform. “From the business community perspective, there is a lot we can do to make Arizona and Phoenix more attractive to business,” Sanders says. www.phoenixchamber.com

In the long term, Sanders seeks to make the Chamber more accessible to members through the Internet and social media. “Our members want 24-hour access to the Chamber,” he says. “Through enhanced Web capability—like webinars—we hope to soon be able to provide our members online tools to help them grow their businesses.”

To help fulfill this vision, Sanders will tap into the expertise and creativity exhibited on the new Board. “What I’ve been impressed with is the diverse nature of the Board, the scope these people bring, and most importantly, their willingness to roll up their sleeves and be a part of the process,” he says. “The experience they bring will help guide the Chamber in the right direction.”

A Different Look As a woman who heads a mid-sized business, Perez presents a new look for Board chair. “It’s a little different to have someone who is from a small to mid-sized business be the chair,” she observes. “I think that was very purposeful. The Chamber has 3,000-plus companies that are members; most of them are small or mid-sized companies.”

Hers is a lesson that smaller members can emulate. “We’ve used the Chamber to help grow our business,” says Perez, who has served as a member of the Small Business Leadership Council and the Board’s Economic Development Committee. “There’s a huge opportunity for midsized businesses to create relationships so they don’t have to build on their own. People who are involved in Chamber find that they can get help with almost anything they need by talking to their colleagues who will know somebody who performs a service well.”

The Chamber can connect members to professional creative, accounting and other specialists who provide high-level expertise to growing companies, she affirms.

“The other way we have used the Chamber is to have a voice in the community and access to legislators through the Public Affairs committee.

You get to have a voice and understand what’s happening,” Perez says.

“We have two legislative events that include the governor,” Sanders adds. “You’re able to interact with these members of the legislature and the governor one-on-one to let them know what’s happening with your business and how you believe policy needs to be directed. That’s an incredible value for our members to interact with policy makers.”

Wheeler, the incoming chair-elect, also sees value in legislative relationships. “I firmly believe that the business community has to be actively engaged in government at all levels, not just to enhance the bottom line but also to advance our Chamber’s goals of robust economic development, improved quality of life, and sustained community vitality,” he says.

Wheeler’s background as both an energy lawyer and businessperson brings a broad perspective to the Board that can help businesses succeed in an increasingly regulated environment.

Expanding Programs The Chamber presents indispensable programs such as March’s Stimulus Plan event and the annual Economic Outlook, which provide valuable information for the benefit of members. As the economy recovers, the scope of the Chamber’s programs will expand to be even more robust. “This year we’re going to expand programs to provide a lot more information to a broader segment of the business community,” Sanders says.

The Chamber’s mission remains to provide businesses of all sizes with an opportunity to prosper. “Members want to know how they can grow their business and how they can remain competitive in the marketplace,” Sanders says. “These strategies are where we are focusing our programming, to make sure we’re providing that to all of our members, from smallest to largest.”

Connie Perez is only the fourth female GPCC Board Chair in the last 20 years.

We’re all focused on the core mission of providing value to our members. We’re continuing to find new ways to provide that value, leading the community on critical policy issues, and working with our partner organizations to grow our economy.”

— Todd Sanders, GPCC President & CEO

www.phoenixchamber.com

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It’s an opportunity many businesses have taken advantage of, including the chair’s. “If I can be chair of the Chamber, anybody can,” Perez says.

“We have a mid-sized business, and I’ve only been in Phoenix eight years.”

To Perez, the more members put into the Chamber, the more they get out of it. “It’s their opportunity to not only grow and support their business, but become involved in the community and have a voice in what’s happening.”

The new Board and president, working in tandem with the staff and membership committees, hope to chart a course that members can track to profitability. “Our Board is strong and engaged, and our staff is both talented and dedicated to creative service,” Wheeler says. “Just as we’ve been able to help our members navigate through today’s troubled economic waters, I look forward to helping our Chamber support the recovery and growth of a healthy business climate.”

Get Connected Greater Phoenix Chamber of Commerce www.phoenixchamber.com Advanced Reimbursement Management www.advancedreimbursement.com APS www.aps.com

Chair-Elect Steve Wheeler sees value in business engaging with government at all levels.

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Special Feature

The Business Bookshelf Your Summer Business Reading List

By Tom Trush

Just because you rarely stop working doesn’t mean you can afford to stop learning. Whether you’re on a business trip or summer vacation, you can make time to learn from the experiences of others.

Here are four books that speak volumes about business success.

Psych Job

Sticky Stuff

Extra Strength

Laying Down the Law

Since the early days of advertising, few people have truly understood the little-known secrets – based on human psychology – that influence buying decisions.

In Ca$hvertsing, author Drew Eric Whitman (a.k.a. Dr. Direct) reveals more than 100 tips and tricks top copywriters and designers use to persuade prospects to buy products or services in any industry. The 23-year teacher of the psychology behind consumer response also supports several of these tactics with case studies and research.

Some of the facts Whitman says barely one in 100 businesspeople understand include: n Sixty percent of people read only headlines; n Captions under photos get 200 percent greater readership than non-headline copy; and n A ds with sale prices draw 20 percent more attention.

From fonts and features to deadlines and desires, Whitman gives you plenty to put into your advertising arsenal so you can create powerful ads, brochures, sales letters, Web sites and more.

Why is it so difficult to remember the name of a person you just met, but reciting an urban legend you heard 15 years ago almost word-forword seems effortless?

Made to Stick authors Chip and Dan Heath unravel the mystery behind why your mind allows some ideas to thrive and others die. By dissecting the actions of world leaders, organizations and campaigns from companies such as Subway, Southwest Airlines, Wendy’s and Nordstrom, the Heath brothers discover the qualities that make up memorable messages.

Each chapter is dedicated to one of their six key ingredients of a “sticky” idea – simplicity, unexpected, concrete, credible, emotional and stories. Whether in the board room, classroom or on the playing field, this SUCCESs formula applies to anywhere communication of ideas occur.

If you’re easily offended or looking for the conventional wisdom found in many books about starting a business (e.g., gain experience, create a business plan and raise capital), you may want to keep The Toilet Paper Entrepreneur by Mike Michalowicz on the shelf.

As author Michalowicz states, this book is a “tell-it-like-it-is guide to cleaning up in business, even in you are at the end of your roll.” Although insight from the founder of three multimillion-dollar companies includes occasional bathroom humor (as you might expect), it’s difficult to argue with his distinctive advice.

Using personal stories, as well as those from people he’s worked with, Michalowicz shares a motivational message that targets entrepreneurial underdogs. He explains how to use alternative tools to get what you want in business. The catch is that you must create a prosperity plan, cut the excuses and take action now.

Written in a similar style to Raving Fans and Who Moved My Cheese?, The Go-Giver tells the fictional story of a frustrated salesman, Joe, who is in search of the secret to success. Although he always works hard, Joe’s goals always seem out of reach.

That is until he begins receiving guidance from Pindar, a mysterious consultant who introduces him – through a series of introductions and assignments – to the Five Laws of Stratospheric Success. Ultimately, Joe discovers the key to receiving personal returns is putting others’ interests first and continually adding value to their lives.

IMPACT RATING: 4 Stars IIII

IMPACT RATING: 5 Stars IIIII

IMPACT RATING: 4 Stars IIII

IMPACT RATING: 5 Stars IIIII www.phoenixchamber.com

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Member Experts

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

Business Banking

Q: As a woman businessowner, I was wondering if there is an organization out there to help and support Arizona women in business?

A: As a matter of fact there is. National Bank of Arizona’s Women’s Financial Group is a “go-to” resource, providing banking by women for women. National Bank of Arizona takes great pride in both their diverse, savvy, and experienced women bankers, as well as their Women’s Financial Group Advisory Council which consists of twelve successful and high profile business women from various industries throughout Arizona. The goal of this hands-on, “grassroots” group is women helping women. We do this by providing resources, education, networking, partnering, and relationship management. At National Bank of Arizona we believe our role as bankers is to help our communities prosper.

Deborah Bateman, Executive Vice President deborah.bateman@nbarizona.com www.nbarizona.com

Marketing & Advertising

Q: I really need to get a bang for my buck these days. How can I do that with my marketing?

A: An age-old question. The key is niche marketing. Basically, this means to target your strongest clientele and market to them. Do some research to discover what they read, how they are most likely to react to your message and what will entice them to call you – not your competition. The more detail you can add to your message that speaks to them and their needs, the more likely they’ll be to contact you when they need your services.

Think about your message and what vehicle you should use to deliver that message. Try a program with some consistency in placement and overall message. Changing the details will make your overall message more powerful because your target consumer will see that you are speaking to them with relevance and in a more timely manner. They’ll know that you get it…

Rick McCartney, Principal www.mediapublishersgroup.com 480.588.9505

Business Financing

Q: The financial crisis has made it almost impossible to secure a bank loan, even with good credit.

Where else can a business owner turn for funding to keep cash flow to continue operations?

A: One option, many are unaware of is factoring. Factoring can provide immediate cash by advancing against invoices.

Factors make funding decisions based on the credit-worthiness of your customers; while a bank makes credit decisions based on a company’s financial history, cash flow and collateral. Most importantly, funding decisions are made in days or hours-while banks can take months. If your company provides goods or services to other businesses or government agencies, factoring may be a financing option for you to explore.

Robyn Barrett, Managing Member robyn@factors-southwest.com www.factors-southwest.com 480.947.9340

Your Chamber

Q: Especially now, I have a tough time stretching my marketing dollars. I don’t want to cut my marketing budget because I still need to attract customers, but what can I do without spending a lot?

A: Lots of businesses find they have less marketing money to spend in these tough times, so now is the time for the Chamber’s Advantage Marketing Package. It’s a bundle of valuable marketing tools that is a cost-effective way to reach more customers through online advertising. You can increase your presence on www.phoenixchamber.com and in our weekly email communications without breaking the bank. Find out about this exciting package by contacting me today.

Debbie Drotar, Dir., Business Development www.phoenixchamber.com 602.495.6483

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.

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Events Calendar

Member Happenings

Ribbon Cuttings

How To

New Members

Dr. Candace Lew, MD, Courtney Klein and Ina Mae Copeland, the 2008 ATHENA recipients.

Event Spotlight

ATHENA Award Nominations

Due July 17!

Do you know an ATHENA? Nominate a deserving business woman to be considered for the International ATHENA Awards – but do it before Friday, July 17. That’s the nomination deadline for this year’s awards.

Member Resources Section Sponsored By

Visit srpnet.com

The ATHENA Awards honor women who strive toward a high level of professional accomplishment, work in the private or public sector of business, excel in their chosen field, devote time and energy in service to the community and mentor others along their path to success.

Last year saw the introduction of the ATHENA Young Professional Award, which honors a woman age 21-35 who demonstrates professional excellence with a high degree of community involvement and serves as a role model for young women in the Valley.

Visit www.phoenixchamber.com/athena/ for information on how to nominate a deserving Valley business woman. Finalists will be announced in August and the awards will be presented on October 21 at a luncheon at the Arizona Biltmore Resort & Spa.

NOMINATE, THEN SAVE THE DATE! 22nd Annual ATHENA Awards Luncheon Wednesday, October 21

SAVE THIS DATE

Arizona Biltmore Resort & Spa 2400 E. Missouri Ave. Phoenix 85016

Save The Date! Chamber Events and Programs SEPTEMBER 30

OCTOBER 21

Economic Outlook 2010 Arizona Biltmore Resort & Spa

22nd ATHENA Awards Arizona Biltmore Resort & Spa

www.phoenixchamber.com

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July 2009 Calendar of Events BUSINESS FOR BREAKFAST

thur

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

1

SOUTH MOUNTAIN/LAVEEN 7:15 - 8:30 a.m.

Bougainvillea Golf Club 5740 W. Baseline Rd., Laveen 85339 sglueck@phoenixchamber.com or 602.495.6469

THUR

ANTHEM 7 - 8 a.m.

Hampton Inn 42415 N. 41st Dr., Anthem 85086 ddrotar@phoenixchamber.com or 602.495.6483

8

9

TUES

21

5

12

Monday

6

13

Hispanic Business Leadership Council’s “Bridging the Gap” Luncheon Topic: Mobile Technology and Your Business Speaker: Jerry Fuentes, President, AT& T Services 11:30 a.m. - 1 p.m. $20 includes lunch Arizona Club - Chase Tower 201 N. Central Ave., 37 Floor, Phoenix, 85004 nmacias@phoenixchamber.com or 602.495.6484

tues

Valley Young Professionals (formerly Under-40 Roundtable) Topic: Pixel Perfect: Projecting the Best Image for Your Company Speaker: Dan Vermillion, Vermillion Photo 5:30 – 7 p.m.

124 W. McDowell, Phoenix, AZ 85003 nmacias@phoenixchamber.com or 602.495.6484

22

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. tues

7

tues

14

Deer Valley 7:15 - 8:30 a.m.

Speaker: District 6 Representative Sam Crump Country Inn & Suites By Carlson 20221 North 29th Avenue, Phoenix 85027 Sponsored by Country Inn & Suites mlaw@phoenixchamber.com or 602.495.6461

Sun

wed

IDEA EXCHANGES

PHOENIX 7:15- 8:30 a.m.

Tradiciones Restaurant 1602 E. Roosevelt St., Phoenix 85006 mlaw@phoenixchamber.com or 602.495.6461

WED

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PHOENIX 7:15- 8:30 a.m.

Paradise Valley Mall 4568 E. Cactus Rd., Phoenix, 85032 mlaw@phoenixchamber.com or 602.495.6461

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Professional Women’s Roundtable Topic: The Importance of Passion Speaker: Pam Gaber, CEO, Gabriel’s Angels 11:30 a.m. - 1 p.m.

Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 nmacias@phoenixchamber.com or 602.495.6484 Green Roundtable Speed Networking 7:30 a.m. – 9 a.m.

Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 nmacias@phoenixchamber.com or 602.495.6484

28

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. wed

15

Back to Business Series Topic: How You Can Stand Out in the Age of Advertising Deficit Disorder Speaker: Tony Rubleski, Mind Capture Group 11 a.m. - 1 p.m.

Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 nmacias@phoenixchamber.com or 602.495.6484

TueSday

WedneSday

After 5 Mixer 5 - 7 p.m.

Casino Arizona Stay after for Showstoppers Live!

524 North 92nd Street Scottsdale, AZ 85256 mlaw@phoenixchamber.com or 602.495.6461

ThurSday

Friday

SaT

3

4

9

10

11

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

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

15

16

17

18

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

Back to Business Series 11 a.m. - 1 p.m.

24

25

1

2

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

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

7

8

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

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

14 Green Roundtable 7:30 - 9 a.m.

After 5 Mixer 5 – 7p.m.

19

26

20

27

21

22

23

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

28

29

30

31

Valley Young Professionals (formerly Under-40 Roundtable) 5:30 - 7 p.m.

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www.phoenixchamber.com www.phoenixchamber.com

July 2009 Calendar of Events GET ORIENTED

LEADS CLUBS

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.

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 www.phoenixchamber.com to check availability or contact Debbie Drotar at ddrotar@phoenixchamber.com or (602) 495-6483.

wed

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Your Chamber is Your Goldmine Facilitator: Victoria Trafton, The Referral Institute of Central Arizona 11:30 a.m. – 1 p.m.

Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 mlaw@phoenixchamber.com or 602.495.6461

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.

THUR

Ambassador Committee 7:30 - 8:30 a.m. (meets every 1st Thurs.)

Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 mlaw@phoenixchamber.com or 602.495.6461

FRI

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

Chamber Boardroom 201 N. Central Ave., 27th Floor, Phoenix 85004 grushing@phoenixchamber.com or 602.495.6497

2

10

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

SOUTHWEST VALLEY The Raven GC at South Mountain 3636 E. Baseline Rd., Laveen Wednesdays, 7:15 a.m.

NORTHWEST VALLEY Deer Valley Airport Restaurant 702 W. Deer Valley Rd., Phoenix 85027 Thursdays, 8 a.m.

CENTRAL VALLEY Radisson Phoenix City Center 3600 N. 2nd Ave., Phoenix Wednesdays (except 1st Wednesday) 7:15 a.m.

NORTHEAST VALLEY Paradise Bakery 21001 N. Tatum Blvd. Ste. 48-1520, Phoenix 85050 Every Tuesday, 7:30 a.m.

Half Moon Sports Grill (B2B Only) 2121 E. Highland Ave., Phoenix 1st/3rd Wednesday, 11:30 a.m.

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

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 www.phoenixchamber.com.

There you can also register for any event or contact us to get answers to any other questions you may have.

Member Resources Section Sponsored By

Visit srpnet.com

Chamber Highlight

Inspiration, Collaboration, Determination Roundtable Brings Professional Women Together

Toni Kramer of WOW Green International (left) and Lisa Miles of The Miles Law Office chat with facilitator Cynthia Wrasman (right) of Winning Sales Worldwide after a recent Professional Women’s Roundtable.

The Chamber offers a series of professional programs designed to act as your “informal advisory board” to brainstorm new ideas, discuss common business problems and keep up-to-date

with business trends.

One of these programs, the Professional Women’s Roundtable, brings Valley business women together monthly to identify and discuss factors affecting them. Each session

offers education and encouragement for women to achieve success in their personal and professional lives.

In the past year, the roundtable has explored topics ranging from effective communication and networking to leadership and public presentation skills. Each session runs from 11:30 a.m. to 1 p.m. in the Chamber Boardroom and lunch is provided.

July’s event features Pam Gaber, CEO of Gabriel’s Angels, speaking on “The Importance of Passion.” Gaber’s non-profit organization uses pet therapy to nurture abused, neglected and at-risk children and her presentation will speak to the importance of persistence and finding your passion.

Make plans to attend July’s Professional Women’s Roundtable on Tuesday, July 7.

RSVP online at www.phoenixchamber.com.

Get Connected Professional Women’s Roundtable Meets the 1st Tuesday of each month Norma Macias (602) 495-6484 nmacias@phoenixchamber.com

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Member Happenings Chamber members have the opportunity to attend numerous interesting and exciting events. From luncheons and mixers to expos and 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.

01

02

03

04

Downtown Phoenix: Urban Heart of Arizona After 5 Mixer 01 | These business people networked and enjoyed an evening out at the Downtown Phoenix: Urban Heart of Arizona After 5 Mixer at The Clarendon Hotel May 21.

02 | Chamber Ambassadors Jennie Heal of Exclusively Auctions AZ (left) and Terry Finnegan of Morgan Stanley were just two of the revelers at the After 5 Mixer.

Hispanic Leadership Council’s “Bridging the Gap” Luncheon 03 | Gloria Peterson of Global Protocol, LLC spoke on “Cultural Awareness in a Global Business Environment” at the May 27 “Bridging the Gap” Luncheon at the Arizona Club. Dunora Alba of Corporate Languages, LLC also presented at the event.

Green Roundtable 04 | Lee Feliciano of CarbronFree Technology (right) took time to chat with an attendee after his Green Roundtable presentation “Cost Reducing Solar Options to Impact Your Bottom Line” on May 12.

YOUR FULL-SERVICE HR DEPARTMENT 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:

“We’ll help you

grow!”

Choice HR

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• Essential HR Toolkit • On-Call / On-Site HR Department • Employee Handbooks • Record keeping

• HR Audits • Employee Training • Recruitment / Selection • Management Training and Development

Susan Williams

President & Founder

www.hrchoice.com | 623.935.7759 email: hrchoice@cox.net www.phoenixchamber.com

Member Happenings 05

Back to Business Series 05 | Members learned about how to “Create a Winning On-Line Brand” from Lori Martinek of Presentation Plus at the Chamber’s “Back to Business” session on May 7.

Professional Women’s Roundtable 06 | Rena Huber from APS’ AAAME program offered tips on cutting through the conversational clutter and getting to the point at the May 5th Professional Women’s Roundtable.

IMPACT Awards

06

07 | Recipients of the Chamber’s 2009 IMPACT Awards, presented May 20 at the Arizona Biltmore Resort & Spa: (L-R) Anthony B. Narducci (O’Neil Printing, Inc., Innovation), Karen Watts-Edwards and Bill Edwards (Advantage Urgent Care, Response to Adversity), Dale Walters and Roberts Keats (Keats, Connelly & Associates, Corporate Culture), Linda and Wayne Minde (Tri-Lite Builders, Community Involvement) and William Hinz (Western National Bank, IMPACT Business of the Year).

07

FOR OPTIMAL ENERGY EFFICIENCY IN THE DESERT, TALK TO YOUR SRP BUSINESS TEAM. They can help you save energy and show you how to take full advantage of SRP’s many energy-smart solutions.

What’s more, they’re equipped with industry-specific knowledge to better address your unique challenges.

In today’s business climate, saving energy is crucial. For optimal savings, put the SRP business team to work for you. Visit srpnet.com/powerwisebiz.

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Ribbon Cuttings

How To:

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

Increase Productivity

By Lori K. Baker

Is keeping up with a mind-boggling workload leaving you feeling frazzled? During a time when employers and clients want more for less, we consulted top time management experts for tips on how to increase work efficiency while still leaving more time to do what you want. Here are four tips to beat the clock: nR educe interruptions. The average person spends 10.5 minutes on a task before being interrupted, and it takes approximately 23 minutes afterward to get back on track, according to a recent study. Karen Leland, a time management expert and author of Time Management in an Instant: 60 Ways to Make the Most of Your Day, recommends closing your office door when you need quiet time to focus; even 15 minutes can help. nP ostpone non-urgent discussions with employees or colleagues. Ask if you can discuss the matter at a later time and make an appointment to do so, Leland advises.

This ribbon cutting at the ARIZONA GRAND RESORT (see p.27) celebrated the completion of their $52 million remodeling project at 8000 S. Arizona Grand Resort Pkwy.

BANK OF ARIZONA cut the ribbon on a new branch location at 7000 E. Mayo Boulevard, Bldg. 22 in and around Scottsdale.

Payson Mayor Kenny Evans and LaTonya Williams from the Arizona Department of Housing were on hand for the opening of CENTER RIDGE APARTMENTS at 105 E. Main Street in Payson.

Phoenix City Councilwoman Thelda Williams (right) was just one of the celebrants at the grand opening of JEWISH FAMILY & CHILDREN’S SERVICES’ new location at 4747 N. 7th St. in Phoenix.

LASERFAX has been in the office supply/equipment/repair business since 1990, but recently cut the ribbon on their location at 2410 W. Thomas Road in Phoenix.

To celebrate its 10th anniversary, TRIYOUNG BUSINESS SOLUTIONS, INC. held an open house and ribbon cutting at its new location at 2333 W. Northern Ave., Suite 7 in Phoenix.

+ www.arizonagrandresort.com

+ www.centerridgeapts.com

+ www.bankofarizona.com

+ www.jfcsaz.org

nM ake a list, and check it twice. Studies show you’re 75 percent more likely to do a task if you write it down, making to-do lists a necessity. Billie G. Blair, author of All the Moving Parts: Organizational Change Management recommends writing your to-do list at the end of the day for the next day. nS top procrastinating. Drew Stevens, author of Pump Up Your Productivity, says more than 90 percent of us procrastinate, and it’s “the single largest time waster.” He says, “Do the things you hate to do first. Surveys illustrate that it takes 61 percent longer to get the item done due to procrastination.”

Time is money and it’s more valuable than ever. These simple tips can help you make more of the time you have, making you more valuable to your employer.

+ www.laserfaxinc.com

+ www.azbizsolutions.com

Since We Opened “Since we opened Maximum Pilates has been blessed to see continuous growth, even through the challenging economic times,” says Ashleigh Miller of MAXIMUM PILATES. “We are even looking to add another instructor! We are lucky to have the best people as our clients and are looking forward to the rest of 2009!” + www.maximumpilates.com What’s been happening since YOUR business opened?

Let us know at editor@phoenixchambermagazine.com.

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www.phoenixchamber.com

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

Accountants - CPA

Chiropractors

Ernst & Young, LLP Two N. Central Ave. (One Renaissance Square) Phoenix, AZ 85004 (602) 322-3380 www.ey.com

Adjustments in Living 201 E. Osborn Rd. Phoenix, AZ 85012 (602) 503-1424 www.adjustmentsinliving.com

Accounting Services XpressAccounting, Inc. 13880 N. Northsight Blvd., Ste. 105 Scottsdale, AZ 85260 (480) 483-9099 www.xpress-accounting.com Apartments and Vacation Rentals Center Ridge Apartments 105 E. Main St. Payson, AZ 85541 (928) 474-9311 www.centerridgeapts.com Apartments and Vacation Rentals - Corporate Housing Sage Apartments 28485 N. Black Canyon Phoenix, AZ 85085 (623) 587-8797 www.sageapthomes.com Attorneys The Peary Mediation Firm PO Box 5608 Carefree, AZ 85377 (602) 803-6666 www.pearymediationfirm.com Audio/Video Equipment and Rentals FOH Productions, Inc. 4537 W. Mariposa Grande Glendale, AZ 85310 (623) 203-6929 www.fohproductions.net Auto Repair/Maintenance 180 Degrees Automotive, Inc. 4508 N. 7th Ave. Phoenix, AZ 85013 (602) 476-2475 www.180auto.com Banks Bank of Arizona 9545 W. Camelback Rd. Phoenix, AZ 85201 (623) 872-3212 www.bankofarizona.com

Spine Builder 22849 N. 19th Ave., Ste.115 Phoenix, AZ 85027 (623) 587-7463 www.spinebuilder.com Commercial Building Rental or Leasing Terrazona, LLC 5110 N. 40th St., Ste. 100 Phoenix, AZ 85018 (602) 956-5744 www.terrazona.com Consulting Services DG Nurse Consulting 2030 W. Baseline Rd., Ste. 182-142 Phoenix, AZ 85041 (602) 550-5566 Franklin Covey - AZ/NM 2247 E. Bethany Home Rd. Phoenix, AZ 85016 (602) 667-9227 Leathers Milligan & Associates 5353 N. 16th St., Ste. 305 Phoenix, AZ 85016 (602) 274-0711 www.leathersmilligan.com Lori J. Lustig, RN JD, Government Relations & Public Affairs 5025 N. Central Ave., Ste. 601 Phoenix, AZ 85012 (602) 904-3841 Consulting Services Engineering/Manufacturing Rodric Enterprises, LLC 5838 W. Olive Ave., C105-279 Glendale, AZ 85302 (623) 451-6807 Consulting Services Advisors/Business/Personal Business Excellence Partners 1111 W. Joy Ranch Rd. Desert Hills, AZ 85086 (623) 628-5402 www.businessexcellencepartners.com Janice Hurley-Trailor 6833 E. Montreal Pl. Scottsdale, AZ 85254 (480) 219-3860 www.janicehurleytrailor.com

Consulting Services Coaching/Networking Chrysalis Clear 67 S. Higley Rd., Ste. 103 Gilbert, AZ 85296 (480) 629-4482 www.chrysalisclear.com Consulting Services - Computer Dunn Consulting, LLC 4131 W. Whispering Wind Dr. Glendale, AZ 85310 (623) 238-3085 www.dunnconsultingllc.com Contractors - Air Barriers/ Damp Proofing/Water Proofing Salt River Solar & Wind 13370 W. Foxfire Dr., Ste. 104 Surprise, AZ 85374 (623) 975-2313 www.saltriverenergy.com Contractors - General Levelup Enterprises ,Inc. 18862 N. 62nd Dr. Glendale, AZ 85308 (623) 566-3424

TNT Shredding, LLC 2179 E. Chesapeak Dr. Gilbert, AZ 85296 (480) 329-7412 www.tntshredding.com Educational Support Services IsoPatent 7047 E. Greenway Pkwy., Ste. 250 Scottsdale, AZ 85254 (480) 513-2151 www.isopatent.com Employment Placement Agencies Desert Management Association of AZ, Inc. 6320-A W. Union Hills Dr., Ste. 250 Glendale, AZ 85308 (623) 215-7488 www.aplace2shine.com Graphic Design Services Beyond Graphix, Inc. 1813 E. Baseline Rd., Ste. 103 Tempe, AZ 85283 (480) 567-4108 www.beyondgraphixaz.com Health and Wellness

Cosmetics, Beauty Supplies, and Perfume Stores Marti Hall - Mary Kay, Inc. 1822 W. Calle Escuda Anthem, AZ 85085 (623) 251-7835 www.marykay.com/martihall Custom Computer Programming Services Omada Site Incorporated 2718 E. Glenrosa Ave. Phoenix, AZ 85016 (602) 957-3788 www.omadasite.com Dentist - General Kids Dental Place 4102 N. 24th St., Ste. 2 Phoenix, AZ 85016 (602) 956-2024

Health Quest Family Medicine 41810 N. Venture Dr., Bldg. E, Ste. 160 Anthem, AZ 85086 (623) 465-4627 www.thehealthquest.com Insurance Agencies and Brokerages New York Life - Gerald D. Simcox 14850 N. Scottsdale Rd., Ste.400 Scottsdale, AZ 85254 (480) 840-2047 www.newyorklife.com Investment Services Carl F. Petersen, Inc. 4723 W. Waltann Ln. Glendale, AZ 85306 (602) 588-2940 www.carlfpetersen.com Investment Services

Document Preparation Services - Destruction/Storage Shred Station Express 3120 W. Carefree Hwy., Ste. 1235 Phoenix, AZ 85086 (602) 237-0332 www.shredstation.com

Merrill Lynch - Luis A. Rodriguez 6730 N. Scottsdale Rd., Ste. 150 Scottsdale, AZ 85253 (480) 607-8852 www.fa.ml.com/luis_rodriguez4

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

Janitorial Supplies Wow Green 16844 S. 14th Ln. Phoenix, AZ 85045 (480) 452-5833 www.wowgreen.net/10205

NE W

Locksmiths ASAP Lock & Security, LLC 701 S. Ellsworth Rd. Mesa, AZ 85208 (480) 380-2080 www.asaplockandsecurity.com Management Consulting Services Advertus Business Services 60 E. Rio Salado Pkwy., Ste. 900 Tempe, AZ 85281 (480) 366-5889 www.advertuscorp.com

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You can’t win if you don’t play! arizonalottery.com

Manufacturing MMI Precision Technology (Phoenix), Inc. 7360 S. Kyrene Rd., Ste. 106 Tempe, AZ 85283 (480) 897-7100 www.mmi.com.sg Marketing Consulting Services Fabcom 7819 E. Greenway Rd. Scottsdale, AZ 85260 (480) 922-1122 www.fabcomlive.com Mortgage and Non-Mortgage Loan Brokers O’Dowd & Associates Mortgage Co, Inc. 1819 E. Morten, Ste. 140 Phoenix, AZ 85020 (602) 248-4200 www.odowdmortgage.com Non - Profit Organizations The Salvation Army Phoenix South Mountain Corps Community Center 1351 E. Broadway Rd. Phoenix, AZ 85040 (602) 276-7396 Physical, Occupational and Speech Therapy

Plumbing, Heating, and Air-Conditioning Contractors Commercial Authorized Mechanical 4142 W. Whitton Ave. Phoenix, AZ 85019 (602) 278-4226 www.goauthorized.com Professional, Management and Sales Development Training Exceptional Sales Performance 8724 N. 6th Dr. Phoenix, AZ 85021 (602) 997-1101 www.exceptionalsales.com Promotional Products and Services Hitagap Design & Multimedia 34290 S. Luellen Dr. Black Canyon City, AZ 85324 (602) 750-1890 www.hitagap.com Public Relations Agencies Ceres Strategic Communicatioins 4340 E. Indian School Rd., Ste. 21 Phoenix, AZ 85018 (602) 973-1770 www.ceresresults.com Public Relations Agencies - Lobbyists KRB Consulting, Inc. 913 W. McDowell Rd. Phoenix, AZ 85007 (602) 294-0202 www.krbconsulting.com Screen Printing - Embroidery ABC Embroidery & Printing 4801 E. McDowell Rd., Ste. 102 Phoenix, AZ 85008 (602) 275-8222 www.abcenp.com Services for the Elderly and Persons with Disabilities Seniors Helping Seniors® 12240 E. Cortez Dr. Scottsdale, AZ 85259 (480) 584-3639 www.seniorhelpingseniors.com

Arcadia Therapy Services PO Box 25104 Phoenix, AZ 85002 (602) 528-3450 www.arcadiatherapy.com arizonalottery.com Must be 21 years or older to purchase or redeem tickets. Overall odds vary by game. In accordance with the Americans with Disabilities Act, these materials may be made available in an alternate format. Gambling Problem? 1-800-NEXT STEP !Please Play Responsibly™

www.phoenixchamber.com

Smart Growth

Marcom Corner

Can You Franchise Your Business?

Your Answers to Marketing & Communication

Topic: Customer Lifecycle Marketing

By Tom Trush

Many businesses love email, text and particularly direct mail campaigns, and often spend a great deal of time and money on one or more of these marketing tactics. However, says David Hibbs of Off Madison Ave, to save money, increase customer retention, improve relationships and more by at least 30 percent, each of these delivery mechanisms should be considered as part of an overall strategy, often called customer lifecycle or loyalty marketing.

If your company has a strong history of profits and you’re considering expansion, then franchising - granting rights to distribute your products, techniques and trademarks to an independent operator for a percentage of sales and a royalty fee - could be the perfect solution.

But because the process is complex and involves many regulations, there are several factors you must consider before venturing into the franchise world.

Jack Eberenz, a 30year veteran of helping franchise businesses, offers the following eight tips to determine if your concept and operating system are franchisable: our company should be successful in Y more than one geographic location. n Your company should be profitable enough that you could remove roughly 5 to 6 percent of gross revenues as an expense and still make enough money to be successful. n Your company should have proprietary information or business secrets that people desire. n You must be willing to learn how to run a franchise (consultants can help with this process), which goes beyond just having an attorney who can handle the legal work. n You must be prepared to invest a significant amount of capital to launch a marketing campaign that allows you to compete with the 3,000-4,000 other franchises that vie for the attention of potential franchisees. n You must be prepared to write down every operational detail that makes your business unique so your system can be taught to franchisees. n You must be able to make solid financial projections. n You must have a passion for making other people successful. n If you decide to franchise, Eberenz says the process usually takes about 6-9 months.

If marketing professionals can coordinate the following tactics: n SMS – mobile messages n Email n Direct Mail n Voicemail n Banner Retargeting (online advertising)

n

Franchising Facts here are 909,253 franchised business T establishments in the United States. n Franchised businesses provide more than 11 million jobs, or 8.1 percent of the national private-sector workforce. n Franchised businesses supply an annual payroll of $278.6 billion, or 5.3 percent of all private-sector payrolls in the United States. n Franchised businesses produce goods and services worth $880.9 billion per year, or 4.4 percent of private-sector output in the United States. n Relative to the size of each state-wide economy, franchising had the greatest impact on jobs and payrolls in Nevada, New Mexico, Arizona and Mississippi n

(Source: Economic Impact of Franchised Businesses Report – 2005 - the latest year for which data is available.)

Get Connected Franchise Integration www.franway.com

They will be able to maximize the overall outreach to: n Identify behaviors and interests n Identify specific communication preferences of customers n Create more meaningful outreach Instead of sending out the same email message to all current customers, lifecycle marketing allows marketers to segment out their audience, provide messages that are relevant to the individual, distribute them at the time and in the format (email, text, direct mail, etc.) the customer prefers and measure their response. Essentially, this strategy can coordinate and automate many complex tactics while remaining flexible enough to adapt as feedback is collected.

As many businesses continue to struggle in this difficult economy it is time to look at the big picture and maximize individual tactics to provide greater impact. Utilization of a lifecycle marketing strategy will allow organizations to fulfill customers’ needs and provide relationships that are highly beneficial to both parties.

Get Connected Off Madison Ave www.offmadisonave.com

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Money Matters

Sales Iq Topic: Eeek! I Hate Cold Calling!

Sales IQ is a bimonthly column with sales tips from your fellow Chamber members. Andrea Norman of Mind the_Gap Marketing Solutions, warms you up to cold calling.

Most business owners, salespeople and job seekers dread it. But here’s the good news: most “cold calls” don’t have to be cold! Here are some ways to make a call “warm:” n Join an association or organization

that your target audience attends.

Go to events. When you meet someone whom you would like to call on personally, just ask, “Would you mind if I called you after this event? I have a couple of things that may be of interest.” n Contact someone and ask them for

an informational interview. In other words, “I am selling this product or service and would like your feedback about how to approach it.” Often, people are willing to be helpful if they aren’t going to be “sold.”

Talking It Up During a Downturn Correct Communication is Key

By Christina Estes When you think of communicating to your customers, you may think of advertising or marketing, but you should also include your staff - especially during tough times.

“The employees tell Cary Pfeffer of Clear your story wherever Com Consulting. they go,” explains Cary Pfeffer, president of Clear Comm Consulting.

Pfeffer recalls a local restaurant that did it the wrong way. Management announced cutbacks and menu changes without preparing employees for customers’ questions. A server blurted out to a customer, “No, we don’t carry that anymore because of the economy and we just cut staff so that’s why you had to wait longer.”

Business owners need to make sure staff understands why changes are being made and the roles they play. Pfeffer suggests sharing news in person rather than through email. A firm he works with called employees together just to let them know that things are going well and no layoffs are planned.

“Employees told family and friends,”

n Find a connection. For example,

“I noticed your name on the University’s alumni roster.” n Get someone to introduce you. In

fact, LinkedIn provides that feature.

You can ask people in your network to introduce you to someone you don’t know.

THE most important aspect of cold calling is to genuinely desire to solve your potential client’s problem. Sell a solution. NOT a product or a service.

Get Connected Mind the_Gap Marketing Solutions www.mindthegapco.com 24

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Get Connected Clear Com Consulting www.clear-comm.net

Communicating in a Downturn ake customers your friends and they’ll M be more likely to keep coming back. n Ask for feedback, opinions and suggestions. n Offer incentives, discounts and price breaks whenever feasible. n Focus on providing personal attention and outstanding customer relations. n

A Word About Safety From SCF Arizona

By Jonathan Higuera, SCF Arizona

n Bridge from one contact to another.

When you call or email someone, reference someone else they know (assuming that is okay with your referrer.) “Your friend, Joe, told me to call.”

he says. “Employees were proud of their workplace and others knew that firm was solid and well-managed.”

Openly communicating with customers is equally important. Ask for feedback, opinions and suggestions. It’s easier to maintain a relationship than try to re-connect after losing them.

“Let them know in a sincere way that you appreciate their business even more these days,” says Pfeffer.

Putting a high value on safety has benefits for employers beyond never having to inform a worker’s family that he or she has been killed or seriously injured.

For example, a sparkling safety record can save an employer thousands of dollars in premiums paid for workers’ compensation insurance. Conversely, a poor or spotty record can add thousands of dollars to employer costs.

“The employer with the good loss history is able to bid lower on the available work and still maintain a profit,” explained SCF Arizona loss consultant Stephanie Steinberger. “An employer with a poor loss history, however, may find a market downturn the death knell for their business.”

SCF Arizona has several new strategies to help you keep your premiums lower. Did you know by simply joining the Greater Phoenix Chamber of Commerce’s Association Safety Program your company could qualify for a 10 percent premium discount and great safety training?

Another reason to make safety a priority is because some workplace accidents and injuries can lead to penalties and fines from federal regulators. With a new administration, OSHA is becoming a reinvigorated regulatory agency, ever more vigilant in protecting workers.

Studies show safe work practices can have a positive impact on a company’s productivity and worker morale. In some cases, catastrophic accidents have led to workplace shutdowns, both temporary and permanent. The bad press alone can bring a business down.

The ongoing recession should prompt employers to reflect on their firms’ safety record and practices. Maybe it’s time to add a safety manager. If you already have one, review the overall effectiveness of your safety program.

Get Connected Ron McElhaney (602) 495-6486 or rmcelhaney@phoenixchamber.com

www.phoenixchamber.com

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Capitol Voice

Super Power

B2B Q&A

PAC Heats Up

In this new feature, we profile Chamber members who’ve found business success by working together. This month, Mike Leeds of Pro Sales Coaching and Kevin Sandler of ExhibitOne recount their experience.

The Chamber’s Political Action Committee is gearing up for September’s Phoenix City Council elections, holding a series of interviews this month with candidates seeking endorsement.

As the only Chamber PAC in the state that has achieved “Super PAC” status (meaning it can make the maximum contributions allowed by law to political candidates), the PAC helps influence pro-business legislation and supports business-friendly candidates for public office.

That “Super PAC” status is up for renewal this year, and the GPCC needs your help to maintain this critical designation. For a personal contribution as low as $10 (corporate contributions are illegal), you can help continue the PAC’s ability to positively influence elections and initiatives.

Donations to the PAC can be made online at www. phoenixchamber.com/PAC, or by contacting Gabriel Rushing at (602) 495-6497.

Get Connected Greater Phoenix Chamber of Commerce Public Affairs (602) 495-6497 or www.phoenixchamber.com

Q. How did you two meet?

KEVIN SANDLER, EXHIBITONE: “After I joined the Chamber, we met at the Small Business Leadership Council.

And not only have I engaged his services, but we’ve become good friends.”

Kevin Sandler, ExhibitOne

MIKE LEEDS, Pro Sales Coaching: “Kevin has been a client of mine for three years, and I’ve assisted him and his sales team. They have an excellent customer value proposition.”

Q: How did you help each other?

Mike Leeds, Professional Sales Coaching

KS: “In the fall of 2007, I was looking to hire a sales person. I said to Mike, ‘Would you like to help me interview candidates?’”

ML: “I knew Kevin was looking for a different kind of sales person than he had had before. Most of his sales people are very technically-oriented.”

KS: “What I needed was kind of a ‘schmoozer,’ someone who could go out and evangelize.”

ML: “I had known Mickie Shaw – a Chamber Ambassador – for a while. She was actually part of one of my group sales coaching programs. I thought that she would be an interesting connection, and a great fit for ExhibitOne. I put her in contact with Kevin, and he hired her, and she had a great 2008.”

Q: Did that really drive home the point of how working with your fellow members can be beneficial?

Make Your Contribution Today!

KS: “Absolutely. That is an example of why the Chamber works. Still, not everybody is completely aware of the things the Chamber has to offer.

Obviously, we stand up and scream it every day, but sometimes people aren’t listening until they need it.”

ML: “I was ecstatic. I was watching my client – Kevin – flourish and was watching the person I recommended flourish, and it’s an incredible feeling.”

Q: Now what? Does the story end there?

KS: “No, I have already encountered people that Mike could help from a sales coaching perspective. So there’s a fair amount of cross-pollination going on.”

ML: “Let’s say I’m looking for X, Y or Z. Chamber members are going to be the first people I talk to, because I know them and I trust them. If I do a ‘family tree’ of where my business came from (who referred me) – sometimes it’s a referral of a referral of a referral – but going back to that first person, I have found that 42% of my business has come from relationships developed in the Greater Phoenix Chamber of Commerce.”

Get Connected ExhibitOne www.exhibitone.com Pro Sales Coaching www.prosalescoaching.com

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Connect with your fellow Chamber members through our group on LinkedIn. Have you made a connection with a fellow member that has led to business success? We want to hear your stories. Send them to editor@phoenixchambermagazine.com.

www.phoenixchamber.com

Pro: Files

Re-Education Kaplan Offers “A Different School of Thought”

By Sandy DesGeorges Karine Liswood sees Kaplan University’s growth in Phoenix as the result of a variety of forces coming together meeting the needs of adult learners, customizing a course of study based on a student’s interests and experiences Kaplan University’s Phoenix Student Support Center. and programs that fit current employment needs. As illustrated in Kaplan’s recentlylaunched series of advertisements, the “Talent Campaign,” Kaplan brings new approaches to education that leverage technology and offer students flexibility in order to make higher education accessible and relevant to a broader group.

Based in Davenport, Iowa, the higher education institution offers approximately 48,000 national and international online and campus-based students a variety of continuing education

certificates, associate, bachelor’s and master’s degrees in more than 100 academic programs.

“Phoenix is ideal for our Student Support Center,” says Liswood, Kaplan’s education liaison. “The community offers a qualified pool of potential employees, an attractive cost of living, and more.”

Launched in 2007 with 30 employees, the center now boasts 200 employees in admissions, financial aid, human resources and information technology.

“Phoenix is a wonderful city and we look forward to continuing a productive relationship with this community,” Liswood said.

“Our employees go home every day knowing that they are helping our students attain their educational and career goals. We help change lives—and there aren’t many career opportunities where you can say that.”

Kaplan University offers a 10-percent tuition discount to all employees of Greater Phoenix Chamber member businesses and their immediate families. To take advantage of the discount, visit www.phoenixchamber.kaplan.edu or contact Karine Liswood at kliswood@kaplan.edu.

Get Connected Kaplan University www.kaplan.edu

To Your Health Seniors Score With SCAN If necessity is truly the mother of invention, the 12 seniors who founded SCAN Health Plan felt it necessary to change the focus of health coverage.

Senior Care Action Network (SCAN), now a $1.5 billion notfor-profit company, began in 1977 with a mission to keep members healthy and living independently. Founded in Long Beach California, the plan expanded to Arizona in 2006.

As a not-for-profit, SCAN shareholders are its members. They “profit” by receiving robust benefits, low out-of-pocket expenses and an emphasis on prevention, education and communication.

Among its value-added benefits, according to SCAN Health Plan Arizona President Tom Lescault, is a fully-staffed member services department. “When a member calls, they speak with someone who is completely responsible for resolving the issue to the member’s satisfaction.”

SCAN Connections Resource Center, housed at their 1313 E. Osborn Road office, provides an array of training on seniors’ issues such as elder fraud classes. These are open to both members and the community.

The organization has a strong commitment to educating the business community as well.

Greater Phoenix Chamber members are offered free consultative training called Medicare 101 designed to help business owners understand the options of covering employees age 65-plus.

“For many,” said Lescault, “retiring at 65 is no longer an option.

Part of our outreach is to teach the business community the impact of this trend on their commercial health insurance. With the added knowledge, everybody wins.”

Get Connected SCAN Health Plan Arizona www.scanhealthplan.com

www.phoenixchamber.com

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Greater: PHX

New School for the Arts & Academics Student ‘Wraps’ Up Contest

Community: Tempe

Record $160,000 Raised at ‘Heroes’ Event

Valley Metro made one local artist a big wheel.

Max Ellinger, a 16-year-old sophomore from the New School for the Arts & Academics (NSAA) in Tempe, recently beat out high school art students from across the Valley to have his artwork displayed on a moving canvas.

The competition was part of Valley Metro’s 9th annual Bus Wrap Contest.

On April 29, Ellinger’s design was unveiled on a 40-foot bus. His artwork was chosen out of 64 entries submitted by public and charter schools across the Valley and will be on a Valley Metro bus for one year.

“Max’s entry was chosen because his artwork is creative, exciting and dramatic,” said Dolores Nolan, Valley Metro transit education manager.

“In addition to its visual merits, Max’s entry provided a timely environmental message.”

Second and third place winners included Andrew Tamayo, 14, and Karla Rubio, 15. Both are freshmen at Central High School in Phoenix.

Get Connected

Valley Metro www.valleymetro.org

$52 Million Renovation Unveiled at Arizona Grand

The Arizona Grand’s new owners began the renovation process in 2007 and it is now complete.

After two years and $52 million, renovations at Arizona Grand, a 164-acre resort at the base of the South Mountain Preserve are complete.

Among the new additions is a 25,000-squarefoot lobby featuring the resort’s newest dining venues – The Lobby Grill and The Lobby Bar. Also recently unveiled was the Marketplace, a 28

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focal point in the new lobby, which is home to the Marketplace Café, the Golf Pro Shop and the Resort Shops.

The renovation process began in 2007 with exterior and landscaping improvements, a new property lighting concept as well as guest suite enhancements. In 2008, renovations on all 640 guest suites were completed, enhancements to multiple restaurant options were added, and additions to the spa and athletic club and a golf course redesign were finalized.

Earlier this year, new Arizona Grand Villas opened, adding 100 luxury residential-style accommodations to the resort’s room inventory.

With 520 community leaders in attendance, the Maricopa Community Colleges Foundation raised a record $160,000 for student scholarships at the 4th annual Heroes of Education fundraising dinner on April 16.

Gerrit van Huisstede, Wells Fargo Bank’s regional president, Desert Mountain Region, was honored at the event – held at the Arizona Biltmore – as the 2009 Hero of Education.

“It was our most successful event ever,” said Dr. Steven Helfgot, president and chief executive officer of the Maricopa Community Colleges Foundation. “We were incredibly moved by the support of our donors at this event. The support for Heroes was a testament to the commitment people in this community have to educational opportunity, even in these difficult times.”

Proceeds from the Heroes of Education Recognition Dinner benefit ACE (Achieving a College Education), Chicanos Por La Causa Matching Scholarship Fund, and the General Scholarship Fund in the Maricopa Community Colleges Foundation.

In 2007-08, the foundation provided $1.7 million in scholarship money to 2,236 students, bringing the total scholarship support provided by the foundation to $13.9 million, given to 28,701 students.

Get Connected

Maricopa Community Colleges www.maricopa.edu

Get Connected

Arizona Grand www.arizonagrandresort.com

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

Why I Love What I Do… “What gets me up in the morning is the excitement of knowing we’re going to help a lot of people. It’s not just about making loans and taking deposits.

We’re truly affecting small businesses.

We may provide the financing for the next Microsoft, you never know.

It makes you nervous, because you don’t want to let them down, but it’s pretty exciting.

Our customers refer to us as the Bailey Building & Loan from “It’s a Wonderful Life.” All we are is a combination of all the small business deposits and their loans. There’s nothing better than that in the world.

My father was a banker for almost 30 years in the Valley, and I saw all the

businesses that have been impacted by him. I heard about how this business or that business got started with four home equity loans or four home improvement loans and what some of those businesses have grown to become and their impact on our economy.

My dad impacted a lot of people’s lives. And when you’re a little kid, it’s pretty neat to see people come up to your dad and thank him for making a difference in their world. Hopefully, we’re doing the same.”

William Hinz President, Chairman & CEO Western National Bank www.wnbank.com 2009 IMPACT Business of the Year

Have An Inspirational Story To Tell? Let us know about it. Send your ideas to editor@phoenixchambermagazine.com.

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www.phoenixchamber.com

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