In Business - March 2011

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MAR. 2011

Spring Training and More: Cactus League Pitches Year-Round Profit

Innovators & Entrepreneurs Tax Season 2011: IRS and a Mixed Bag of Blessings The Numbers Game of Web Analytics

This Issue Scottsdale Area Chamber of Commerce Arizona Small Business Association

Mindset for Business: Making Gains on a Contrary Response Power Lunch By the Numbers Business Calendar

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March 2011 In Business Magazine is a collaboration of many business organizations and entities throughout the metropolitan Phoenix area and Arizona. Our mission is to inform and energize business in this community by communicating content that will build business and enrich the economic picture for all of us vested in commerce. Partner Organizations

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M a r c h 2011

Peoria Chamber of Commerce Westmarc


March 2011


Inside the Minds of Arizona’s Innovators & Entrepreneurs

Arizona is a breeding ground for entrepreneurs of all types, Amy Handler discovers as she interviews businesspeople in industries from high-tech to home fashion. She also explores the state of capital to make it happen in both early-stage and second-round funding. Departments




Ball Fields Do More than Bring Fans

Spring Training is big business, and not just in the spring. Cactus League executives Brad Curtis and Robert Brinton share with RaeAnne Marsh a view of where the more than $350 million comes from that Cactus League brings into Arizona’s economy.

22 Analyzing the Analytics

Do your website numbers mean what you think they do? Don Harris examines how Web analytics provide a snapshot of how well a website is helping a business meet its goals.


Guest Editor

Derrick M. Hall, president and CEO of the


Arizona Diamondbacks, introduces the “Innovators & Entrepreneurs” issue.



when customers stop buying. Three businesses open up to Kate Nolan about their business strategies in these budgetconscious times.

34 Tax Season’s Mixed Bag of Blessings

Many small business owners have had it rough the past couple years, but some changes to the tax code are bound to leave some feeling positively cheerful this filing season. Gremlyn BradleyWaddell also discovers why attention to detail in filing is becoming

Power Lunch

Frank & Albert’s at Arizona Biltmore is a new classic. Plus: “Quick & Dirty: Top Spots for that Fast yet Meaningful Lunch”


burning business question of the month.




The Core of SCORE: Small business support by exceptional business volunteers

“Surprise Opens Fab Lab, Bolsters Burgeoning Tech,” “Tech Games Boost Work Force Preparedness,” “Sell, Swipe and Simplify with Mobile Apps,” “Fill the Niche: Nighttime Primary Care Becomes Big Business,” “Business of Going to the

18 Businesses may profit from unconventional spending decisions


Cooper and James Powers respond to IBM’s

Construction Employment”

Down Economy


NOOKcolor, Audi A6, Executive Health

Top executives Deborah Bateman, Tom

Movies” and “Weatherization: A Bright Spot in

32 Fighting the Panic Response in a


By the Numbers

How Arizona’s employment sectors are faring; Key Economic Indicators provide a sense of the health of the local economy.


Sector: Mining

Digging into Arizona’s future






37 On the Agenda

March’s calendar of business events presented by our partners

Partner Sections

45 S cottsdale Area Chamber of Commerce

55 A rizona Small Business Association

New releases on Business and You

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On the cover: Photo by Ferran Traite Soler


M a r c h 2011

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Vol. 2, No. 3. In Business Magazine is published 12 times per year by InMedia Company. POSTMASTER: Send address changes to: To subscribe to In Business Magazine, please send check or money order for one-year subscription of $24.95 to InMedia Company, 6360 E. Thomas Road, Suite 210, Scottsdale, AZ 85251 or visit We appreciate your editorial submissions, news and photos for review by our editorial staff. You may send to or mail to the address above. All letters sent to In Business Magazine will be treated as unconditionally assigned for publication, copyright purposes and use in any publication, website or brochure. InMedia accepts no responsibility for unsolicited manuscripts, photographs or other artwork. Submissions will not be returned unless accompanied by a self-addressed, stamped envelope. InMedia Company, LLC reserves the right to refuse certain advertising and is not liable for advertisers’ claims and/or errors. The opinions expressed herein are exclusively those of the writers and do not necessarily reflect the position of InMedia. InMedia Company considers its sources reliable and verifies as much data as possible, although reporting inaccuracies can occur; consequently, readers using this information do so at their own risk. Each business opportunity and/or investment inherently contains certain risks, and it is suggested that the prospective investors consult their attorney and/or financial professional. © 2011 InMedia Company, LLC. All rights reserved. No part of this magazine may be reproduced or transmitted in any form or by any means without written permission by the publisher.

Derrick Hall, Arizona Diamondbacks ,

Guest Editor

It is a ‘Feel Good’ Time of Year

Derrick Hall is president and CEO of the Arizona Diamondbacks. Since taking charge, he has implemented a unique and personal customer service policy and two employee rewards programs that have proven highly successful. His involvement on the Arizona Diamondbacks Foundation board has resulted in $14.5 million of donations to Arizona nonprofits since 1997. He is also an active member of many local boards, associations, committees and other charitable organizations.

I am very pleased to introduce this March issue of In Business Magazine. March is a big month for us here in the Valley as it is the start of the baseball season. The D-backs and 14 other Major League teams will begin our preparation for the 2011 regular season during Spring Training this month. Valley cities such as Glendale, Goodyear, Mesa, Phoenix, Scottsdale, Surprise and Tempe will all host teams and visitors for this year’s Cactus League games. The Cactus League brings in an estimated $350 million in revenue for these cities and the surrounding communities, a figure that will increase now that we and the Rockies will share a new 140-acre facility — called Salt River Fields at Talking Stick — on Salt River Indian Community land near Scottsdale. Not only will Spring Training be an economic driver for the Valley, but more than $60 million in economic impact is expected in Downtown Phoenix over a five-day period when Major League Baseball’s All-Star Game will be played at Chase Field on July 12, 2011. Baseball fans from around the world will attend the game and the ancillary events surrounding it, while the game will be broadcast in 219 countries and territories in 20 different languages that will reach more than 100 million homes. Having just overseen the construction of Salt River Fields, I feel a strong connection with the underlying theme of this March issue’s cover story about the power of our business community and the innovations and entrepreneurial spirit of individual business owners who are succeeding through these times. Amy Handler introduces us to a handful of extraordinary businesses that are harnessing that entrepreneurial spirit to create jobs, new technologies and ideas that will brighten Arizona’s future. Identifying Arizona as a breeding ground for opportunity, Ms. Handler goes beyond profiling these companies and gives insight as to what is making them so successful. Also in this issue, Kate Nolan explores the minds of some Valley business executives to find out what techniques they are incorporating to make it through this down economy. Just as a positive consumer confidence index may affect consumer spending, so may some strong techniques help boost morale, confidence and, ultimately, business for struggling enterprises. Paired with this powerful article are some great book suggestions for business owners who feel they need a bit of a pick-me-up. And something that hits a bit closer to home for me is RaeAnne Marsh’s article on the economic impact the Cactus League has on business in the Valley. While recognizing Spring Training’s impact on tourism — an important industry for us in Arizona — she lays out the often overlooked advantages that the Cactus League brings to our community year-round. From the camaraderie of fans united in cheering on their team to citysponsored events that bring the community together to opportunities for economic development, the sports facilities add value to our lifestyle. From an in-depth look at Arizona’s mining industry to a listing of the Valley’s top business events, In Business Magazine offers so much more for us as business owners and managers and is quickly becoming known as the business resource for Valley leaders. Please enjoy this issue of In Business Magazine — and here’s to a great season for our Arizona Diamondbacks. Derrick Hall President & CEO • Arizona Diamondbacks

We Are Meeting Our Goals Derrick Hall, this month’s guest editor, is a Valley innovator. His leadership and business acumen will propel the Arizona Diamondbacks and Valley sports to an even higher level. I want to thank Derrick for his support. Go Diamondbacks! In Business Magazine was developed to bring together the opportunities and organizations that build business in the metropolitan Phoenix area. We just completed the Valley Chambers Profiled special section in the February 2011 issue to elevate the

importance of what these great organizations have to offer us as businesspeople. We continue to work with other business organizations to inform, educate and inspire the prosperity of our economy. However, we cannot do it without an open dialogue to that very business community. Therefore, we encourage you to participate with us. Let us know what tools you need, what stories you want to read about and how we can better network you with the countless opportunities we strive to provide. —Rick McCartney, Publisher

Connect with us: Story Ideas/PR: Business Events/Connections: Marketing/Exposure: Or visit us online at

In Business Magazine




Valley Leaders Sound Off

Executives Answer What innovations have you implemented or plan to implement in your business in response to the recession? What is the chief benefit to making these changes?

Deborah Bateman

James Powers

Executive Vice President, Director of Specialty Banking National Bank of Arizona Sector: Banking We’ve embraced the change in market conditions and used it as a reminder of what’s really important in business — our clients and our community. We’ve built a strategic plan for growth around niche opportunities and our reputation as a collaborator and connector in the communities we serve. From redirecting a major part of our advertising budget to the sponsorship of community nonprofits to creating new niche lines of business like our Women’s Financial Group, Nonprofit Banking team and Green Returns program, everything we do revolves around a grassroots approach to doing business. We know that clients want more than just “a bank” in these lean times — they want a partner who is working for their success. This means we spend a lot more time out of our offices looking for ways to improve the business climate in our communities. We believe that working hand-in-hand with our clients, local businesses and charitable organizations is the best way forward.

Chairman, President & CEO iLinc Sector: Web & Video Conferencing The recession forced us all to be even more innovative and to strive for maximum efficiency in operations. As a Web and video collaboration provider, we certainly witnessed an increased need for our solutions as organizations began leveraging technologies like ours to save travel time and money. Although the recession may have motivated companies to use online collaboration tools more frequently, online meetings, training, product demos and webinars have become key productivity tools for many organizations. One innovation that we implemented about two years ago is marketing automation software that automatically sends email messages to our prospects and customers. We’ve benefitted greatly from its use. This software allows us to communicate specific, customized messages to the recipient at precisely the right date and time. For example, with a trial customer, we have a series of seven emails that assist him or her in getting started with our solutions, followed by helpful hints and other relevant information about our software. All these communications are automatically sent and are triggered by the trial request on our website so that no human interaction is required. What’s more efficient than that?

With more than 35 years’ banking experience, Deborah Bateman is executive vice president of Specialty Banking and Marketing with National Bank of Arizona and serves on the bank’s executive committee and board of directors. Her extensive community involvement includes serving as an Arizona Skills Standard Commissioner for the Arizona State Department of Education and a board member of Homeward Bound and the Juvenile Diabetes Research Foundation.

James Powers is chairman, president and CEO of iLinc, and has transformed the company into a leading provider of innovative software and services. Powers has a long history of involvement in philanthropy and community service and currently serves on the Arizona Technology Council Board of Directors as well as on the board of directors of Camp Soaring Eagle, a medically-based camp for seriously ill children.

National Bank of Arizona


Tom Cooper CEO Desert Fleet-Serv Sector: Fleet Management and Truck Repair The first thing that comes to mind is not an innovation at all, but a return to basics: Stay close to your customers! We placed a major emphasis on meeting with our customers, understanding how they were being impacted by business conditions and looking for ways to add value in a very tough environment. The actions we implemented deepened our relationships with our customers, and, as their business grows stronger everyday, so does ours.


M a r c h 2011

The importance of readily available, timely and accurate vehicle and repair information is another lesson of the recession. We have implemented a Web-based, fleet-management software that allows customers to log in, view their entire fleet, retrieve repair and service cost/mile, view any invoice, manage their service intervals and perform cost comparisons among vehicles. The next step is to equip our technicians with handheld units, which will enable them to scan vehicle information, review repair history, look up technical repair data and create a repair/service invoice in real time. Efficiency and accuracy will be significantly improved as will our customers' confidence in the safety and reliability of their fleet. Tom Cooper founded Desert Fleet-Serv in 1995, and his leadership has helped DFS achieve customer and employee retention levels that are well above industry norms. Numerous awards for the 27-employee on-site truck service and repair company, which serves fleets of trucks in the Phoenix metro area, include ICIC-Inc. Magazine’s Top 100 in 2007. Cooper is active in the Junior Achievement Program and the AAAME Academy. Desert Fleet-Serv

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Quick and To the Point

Surprise Opens Fab Lab, Bolsters Burgeoning Tech The opening of Arizona’s first fabrication laboratory in Surprise, also known as a “fab lab,” will surface ideas of inventors from the community and all over Arizona in addition to advancing the technological education of Western Maricopa Education Center students. “For the public, it’s a place to come and test and patent what a member of the community is thinking about or dreaming about. They can have a place to come create their project,” says Adriana Alvarado, public information officer at West-MEC. Surprise will be among the few cities with such a facility; there are only 60 fab labs around the world, attracting doctors, artists, archaeologists, prototype inventors and more. The fab lab, opening in the vacant Heard Museum West building in late spring, will be open to the public during certain hours of the day for a small fee, with memberships available. Inventors will have access to 3-D printers, electronic workbenches, laser cutters and computer-controlled routers — equipment typically found only at universities and large companies. “Only your imagination can limit what can happen in the fab lab,” says Alvarado, relating the words of Diane McCarthy, director of business partnerships for West-MEC. —Melissa Mistero Western Maricopa Education Center

Tech Games Boost Work Force Preparedness How to improve the employable skills of its graduates? When the Maricopa Community Colleges district office took this concern to one of the state’s largest tech employers, Avnet responded by developing the Avnet Tech Games to challenge the students in real-world skills. Now in its sixth year, the competition has not only changed the way students approach a project but has given the faculty at the colleges a greater understanding of what the industry is looking for. “We purposely build requirements in the game around the skill we want the students to have, so we can hire them and they can come up to speed more quickly,” says Teri Radosevich, VP of Community Relations and Public Affairs, who says Avnet also talks to its suppliers to develop the games to encourage skills that will support those products as well. And in 2009, Avnet launched its Virtual Games to open the opportunity to students across the nation. Ken Marlin, who has hired former Games competitors for his Technology Solutions team and is one of the many Avnet employee volunteers who make the Games happen, relates they added a quality metric in their judging after the first year. In the race to build a computer from the component parts they were given, the results “mirrored what we saw in the work force — no understanding of quality.” Now, as an employer, he says, “It helps our integration center to have students who understand quality.” Joe Tillison, Avnet’s director of technical product marketing, and Chandler-Gilbert Community College engineering professor Bassam Matar launched a curriculum change when they discovered that students would not be able to compete in a game Avnet wanted to run — because the engineering curriculum being taught was 30 years out of date. Matar implemented a changed curriculum, and then, with grants from the National Science Foundation, made the new curriculum available to other area colleges and universities. —RaeAnne Marsh

Sell, Swipe and Simplify with Mobile Apps With technology that allows business professionals to actually complete credit and debit card transactions directly from their phones, cell phone applications are making the sales component of business a lot easier. While there are many apps available with varying features, most have the same basic premise: process credit and debit cards, and electronically send a receipt to customers. Most apps have a feature that also allows users to track sales. As far as costs incurred to users, many apps are going to require a monthly charge, a charge per transaction, a percentage on swiped charge sales and a percentage on the charges that must be manually entered. The key for business owners is finding which version of the app will best suit their business. The answer is often based on the businesses’ volume of sales. Georgia Parker, co-owner of the mobile business Sunshine & Spice, uses the Square app by Square, Inc. and has found it to be efficient and suitable for her fast-paced work in the food industry. “The app is user friendly and was very easy to set up.” The Square app charges 2.5% for swiped charges, and 3.5% when cards are manually entered. Still, the app is cost-effective for her. Parker says the app is necessary for her business, since cards are so common and people don’t often carry cash anymore. Parker also has a lot of customers who use company credit cards, so the app accommodates people who are using their business accounts for purchases. “The convenience for customers outweighs any costs that we have to pay.” With these easy-to-install and simple-to-navigate apps, many possibilities emerge for mobile businesses, entrepreneurs and small business owners. —Kayla Karp Sunshine & Spice


Maricopa Community Colleges


M a r c h 2011



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Quick and To the Point

Fill the Niche: Night- Business of Going to the Movies time Primary Care Becomes Big Business Michael McQueen, M.D., saw opportunity in the overcrowded emergency rooms of nights, weekends and holidays, a solution that would also benefit parents of young children. Filling the void when standard pediatric offices are closed, the board-certified pediatrician and neonatologist founded Good Night Pediatrics in 2004 as an after-hour medical practice, open 5:00 p.m. to 5:00 a.m. every night of the year. Now, having expanded from its five Valley locations to open one in Las Vegas, the practice reports it has served more than a quarter of a million patients. Staffed by full-time pediatricians, Good Night Pediatrics has created almost 100 new jobs. Additionally, explains Larry Blumenthal, the company’s CFO, commercial insurance companies, insurance contracting companies and the state save money when parents turn to Good Night Pediatrics rather than going to the emergency room. “The health insurance companies look at us as one of those rarities, because kids are being seen by a pediatrician but at a significantly lower cost than the current alternative,” Blumenthal says. —Kayla Karp

Last year, more than 1.3 billion movie tickets were sold in America. More than $10.5 billion in box-office revenues were tallied. It is big business, and greater Phoenix is beginning to see its share with new movie theater concepts popping up. Hollywood has long been a draw for businesses, but recently there seems to be a trend to drive moviegoers out of their homes and into theaters with living-room settings; amusement park-like attractions; restaurants with full-sized screens; and beer, wine and coffee bars. iPic Theaters, a division of iPic Entertainment whose concepts include restaurants, bowling, lounges and movie theaters, opened their latest property in Scottsdale Quarter in December 2010. The experience touts a “less stressful” night at the movies by offering reserved online seating, complimentary valet and a full menu of food and beverages “seatside” during your film. The Salt Ultra Lounge offers a nightclub atmosphere before and after your film. With motion seats and a bit more of a carnival spin, UltraStar Cinemas, based out of Vista, Calif., has opened its third Arizona location in the Scottsdale Pavilions at Pima and Indian Bend. “The theater business is doing well. It’s a slow season, but we’re really excited about it,” says Damon Rubio, executive VP for the company. “People seem to be responding to all the upscale amenities and the beautiful environment we’ve created here.” Much smaller scale, but not without its perks, is FilmBar, a digital cinema with a beer, wine and coffee bar that opened in February in Downtown Phoenix. A “21 and over” establishment, the arthouse venue will screen independent features, documentaries, and cult and experimental films. —Mike Hunter


iPic Theaters Good Night Pediatrics

UltraStar Cinemas

Weatherization: A Bright Spot in Construction Employment The construction industry is generally acknowledged to be in an economic slump, but one area of it is actually in growth mode at this time. Weatherization (improving a home’s energy performance), which was first encouraged in the federal Weatherization Assistance Program established in 1976 in response to OPEC’s oil embargo and has continued on a small scale in all 50 states since, has been kicked up in recent years. “We’ve gone from doing less than 100 homes a year to more than 1,400,” says Arizona Community Action Association’s weatherization outreach program manager, Miquelle Scheier, who sees the stepped-up focus on weatherization having an impact on other building industries. In addition to the $57 million in federal American Recovery and Reinvestment Act funds that Arizona received in


M a r c h 2011

2009 to provide weatherization to low-income families, Scheier notes that APS, Southwest Gas and SRP now also have weatherization programs in place. Employment sectors impacted by weatherization, Scheier says, include electricians, plumbers and “independent contractors working with the utility companies to provide energy audits for all customers.” Kirsten Shaw took her degree and experience in environmental science and founded Advanced Energy Efficiency and Environmental Quality in Mesa in 2008 with one employee — herself. Shaw’s investment in equipment was approximately $5,000 for the basic tools: a manometer to measure pressure differences, a carbon dioxide probe, a gas leak detector, and a blower door to pressurize a building to determine if and where it is leaking the indoor heated (or, in the summer, cooled) air. Now, with partners

Phillip Pfeiff — who brings 30 years’ experience in homebuilding — and fellow environmental scientist Melissa Debnar, Shaw fields four weatherization teams. The recipient of the 2011 Advanced Energy Efficiency and Environmental Quality Award for Architecture and Design, Redevelopment and Revitalization, Shaw says the training for weatherization incorporates many of her skill sets for energy efficiency consulting, as many of the tools are the same. Scheier anticipates the demand for these services to continue to increase among the general public — a growth Shaw says she is already seeing. —RaeAnne Marsh Advanced Energy Efficiency and Environmental Quality

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By the numbers

Metrics & Measurements

Arizona’s Employment: Our Weak Growth Is Among the Nation’s Best The latest figures are in on Arizona’s 11 major sectors. Some areas have shown improvement between December 2009 and December 2010; others have not fared as well. Natural Resources and Mining rose by 12.3 percent during the 12-month time frame, and Professional and Business Services went up 3.4 percent, according to the Jan. 20, 2011, issue of Arizona Workplace, a publication produced by the research division of the Arizona Department of Commerce. Educational and Health Services and Leisure and Hospitality also saw improvements of 4.1 and 1.3 percent, respectively. Sectors that saw a downturn during the same time period include Information, with a 3.2 percent loss; Financial Activities, with a 1.8 percent reduction; and Government, with a 1.2 percent loss. “Retail, healthcare and food service added the most jobs since Dec. of 2009. Local government lost the most jobs, at 6,000,” says Lee McPheters, research professor in the Department of Economics at the W. P.

Carey School of Business at Arizona State University. “This is a blow to the recovery because, usually, we would expect local government to be a stabilizing force for the economy, not a source of job losses. If there are more job losses ahead in state and local government, that would slow down the Arizona recovery.” Arizona added 33,100 jobs over the past 12 months. This is less than a third of Arizona’s typical average long-term growth rate, but, McPheters points out, “it is an improvement over the performance in the first part of the year.” Although the state’s overall growth of 1.4 percent over the past 12 months may seem weak compared to the long-term average of about 3.5 percent, the figure is still good enough to rank Arizona eighth among all states in the rate of employment growth since December 2009. —Alison Stanton W. P. Carey School of Business Arizona Department of Commerce

Key Indicators Key indicators for the Metro Phoenix economy are provided in each issue to identify those key numbers that give readers a sense of the health of our local economy. Economic Indicators (Metro Phoenix)


Unemployment (Nov. 2010 REV)

YOY % Change





Housing Permits (Nov. 2010)



Consumer Confidence (Q4 2010)



Consumer Price Index* (US) (Dec. 2010)



Retail Sales (in thousands)

November 2010

YOY % Change

Total Sales



Job Growth (Dec. 2010) in thousands

Eller Business Research

Retail Sales (Metro Phoenix)







Restaurants & Bars









Eller Business Research

Arizona Employment Figures

Real Estate Commercial: Office***

Data shows how our 11 employment sectors are faring.

Sector Trade, Transportation and Utilities

2010 Employment (in thousands) 501.9

Vacancy Rate

2009 Employment (in thousands) 487.8

Net Absorption

YOY % Change

Rental Rates (Class A)


Vacancy Rate





Professional and Business Services




Education and Health Services





Leisure and Hospitality




Total Sales Volume





Net Absorption Rental Rates (Class A)






Q4 2010

Q4 2009







Jan. 2011

Jan. 2010 5,549

Total Median Sale Price



New Build Sales Volume



New Median Sale Price














Resale Sales Volume





Resale Median Sale Price





Natural Resources and Mining




M a r c h 2011

Q4 2009



Financial Activities

Arizona Department of Commerce


Commercial: Indust.***

Q4 2010

* Consumer Price Index refers to the increase or decrease of certain consumer goods priced month over month. ** Sales Tax refers to Arizona Transaction Privilege, Severance and Use Taxes. *** Cassidy Turley/BRE

Whe n it come s to ďŹ nancial solutions, you have options Whether you want to save for the future, secure a personal loan, utilizeexclusiveonlineand telephonebanking services or enjoy the convenience of our ATMs and local branches, we havea solution for you. Call, click or stop by and talk with a banker. Call, click or stop by and talk with a banker.

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In Business Magazine



Our Subject In-Depth

Ball Fields Do More than Bring Fans The year-round business of “Spring Training” by RaeAnne Marsh


M a r c h 2011

and bringing players here during the season for additional training or for rehab training after an injury — not generating tourist dollars but adding their own presence to the local economy as consumers. “We’ve never measured that, but we suspect that would be another $30 million that the teams spend in the cities during the year,” says Brinton. The large number of facilities makes the area a draw also for other tournaments, such as softball and Little League. About 275 teams converge here for three weeks of amateur baseball tournaments, generating more than 15,000 room nights for the local hotels, according to Brinton. Mindful of opportunities to expand, Curtis shares, “We’re trying to bring Mexican National or Japanese or Korean teams back to Tucson.” But baseball is not the only use for the stadiums. Peoria, for instance, allows such activities as used car tent sales, arts festivals, even the occasional concert by a national act, according to Peoria Sports Complex Manager Chris Easom. RV shows add sales tax revenue on the order of $100,000 to city coffers. And

there’s value beyond revenue-generating in such community events as Easter, Halloween and Fourth of July celebrations. With nominal admittance fees, concession stands and sponsorships, “our goal is just to cover the cost of the event,” says Easom. Easom notes the teams use their Peoria facility year-round: for Spring Training, an “extended Spring Training” for more instruction, the Arizona Summer Rookie League, the Instructional League and the Arizona Fall League. While they use one or both of the full-sized fields, the city may use the twelve practice fields and the stadium. “We sometimes ask if we can book on the fullsized fields for part of the day,” says Easom, crediting the teams for usually being able to accommodate them. Peoria sees the sports complex as the heart of an entertainment district with varied attractions from wine bars to breakfast places, sports bars and night clubs to movie theaters, and venues for live performances of music and theater. “The area is the largest sales tax generator yearround,” says Peoria’s business and real estate

Photo: Scottsdale CVB

As the $100 million Salt River Fields at Talking Stick joins the Valley’s other baseball facilities in time for Spring Training, talk turns to batting averages and RBIs. But there are other figures equally compelling. The revenue impact of Spring Training and Cactus League extends beyond the ballpark box office to — of course — hotels and restaurants, but also to grocery stores, other retail and municipal governments throughout the Valley. Nor is it just a one-month-a-year wonder. Cactus League brings in approximately $348 million annually, according to Robert Brinton, immediate past president of the organization who’s been an officer with it for about 18 years. And that’s a conservative estimate, he emphasizes, explaining they count only new money brought in by out-of-towners and not the money spent by local residents. They don’t even take full credit for the visitors’ spending: “If it’s the main reason they’re here but they do other things, too, we count 75 percent,” says Brinton. Also not counted is what the teams themselves spend. “We’ll be doing a stadium study next year, and we’ll include the additional revenue streams,” says current Cactus League president Brad Curtis. “It’s not just a 45-day thing and then it’s over. Year-round, the stadiums generate revenue for the cities and the state.” Spring Training, after all, is only part of the program. Major League Baseball rents the stadiums in the fall for Arizona Fall League, which has garnered increasing interest from fans who want to catch a look at future seasons’ stars. Each Major League team sends a squad of its top six prospects from its minor league teams, and those squads are then combined into six 30-man Fall League teams organized in two divisions — American and National. For many players, this is the step before making it to the “bigs,” and their play is watched by scouts and team executives. While Spring Training books up the entire month of March, Fall League fills the calendar from midOctober to mid-November. Teams use these facilities throughout the baseball season as well, trying out their drafts

Salt River Fields at Talking Stick

Tolerance, Terrain and Temp Brought Spring Training to Arizona

Photo: Peoria Sports Complex

Peoria Sports Complex development manager Maria Laughner. With 2 million square feet of retail already there, Laughner says the city is looking to do more. “Businesses are eager to be there,” she states. “There’s not a lot of vacancy in that area.” Salt River Fields at Talking Stick, the latest facility to join Cactus League, is also built with an eye to capturing extensive entertainment dollars. The plan for retail and more hotels is part of its development picture. Spring Training, itself, is the biggest draw, making March the equivalent for many businesses of retail’s “Christmas Season.” “People also visit Sedona and the Grand Canyon, and they play golf; they stay longer than the average tourist,” says Brinton. And restaurant owners have told him, “During Spring Training, that’s where we make it for the year.” When Brinton was involved in the campaign to build the new Cubs stadium, one supporter told him, “You’ve got to keep them here. The only reason I bought a house here was so I could come down and watch the Cubs.” And he relates that another time, when he was conducting a survey on the economic impact of Cactus League, the person he was interviewing pointed out, “You didn’t ask me if I own a home here. I bought a second home for Spring Training, and I pay property taxes.” Other anecdotal evidence points to Spring Training having a role in businesses relocating here. Brinton recalls a chance conversation with another fan during a Spring Training game in 1994. The man commented on the weather, and said he used to own a construction business in Illinois but had moved it out here after visiting for Spring Training and thinking to himself, “What am I doing in the snow?” He concluded to Brinton, “Now I employ 100 people, and I did $10 million last year.” This year is poised to create additional impact, with ESPN planning to do two broadcasts during Spring Training. “We haven’t estimated those values,” notes Brinton, who says Cactus League plans to revise its research to include consideration of such heretofore overlooked data. “In 2012, we’ll do a full-blown research [project], and we expect the [annual] number to top $400 million.” Cactus League

Peoria Sports Complex

Salt River Fields at Talking Stick

The origins of Cactus League lie in the 1940s. Although minor league teams had been playing exhibition ball in Arizona for many years, it wasn’t until Cleveland Indians owner Bill Veeck relocated his team’s Spring Training here that Arizona became an established location. According to Cactus League history, Veeck’s decision was triggered by a black player on his team having to stay at a different hotel from the rest of the team during their Florida Spring Training, and he felt Arizona would be more tolerant. The New York Giants came with the Indians, and, over the next decade, the number of teams doubled to four and the circuit was officially recognized by its current name. Climate, of course, gets part of the credit for Cactus League growing to its current 15 teams. But another crucial factor is geography — the factor that impelled the Chicago Cubs to move here from its isolation on Catalina Island off the coast of Southern California. “Spring Training has become less about players’ conditioning and more about fan and sponsor conditioning,” says Brinton, explaining managers began to concern themselves with the amount of time spent in travel. “They said, ‘If we’re on a bus for two to three to four hours, then we’re not working out.’” Arizona’s concentration of facilities in close proximity to each other gives Cactus League an edge over other areas. And the funding model for the baseball facilities has changed. When Florida passed a law in the 1980s allowing any county to implement a bed tax in order to build a stadium to attract a Spring Training team, the city of Homestead, Fla., built a beautiful stadium. “But they had no one to go in it,” says Brinton. The law had been passed following a study by Florida’s Department of Commerce on the economic value of Spring Training, and, according to Brinton, was part of Florida’s stated determination to “take every team from Cactus League and bring them to [its own] Grapefruit League.” However, he notes, “They found it was easier to cannibalize their own teams than attract from here.” Arizona avoided similar problems by requiring there be a revenue source for maintaining as well as building the facilities and requiring the teams sign a long-term contract. Major League Baseball now requires a Spring Training destination have at least four teams. “Can you get one team? Maybe. But it’s harder to get four,” says Brinton, explaining why he believes other cities are unlikely to lure teams from Arizona.

Cactus League

In Business Magazine



Innovations for Business

Analyzing the Analytics Do your website numbers mean what you think they do? by Don Harris Devising and designing an attractive website and securing search engine optimization amounts to two-thirds of a three-legged stool — and that’s where Web analytics comes into play. Of course, businesses want their websites to look good and have a prominent place on search engines. But it is vital for a business to have accurate data on how effective its website really is when it comes to the bottom line and how much buzz its site is generating on the Internet. Basically, Web analytics involves the collection, measurement, reporting and analysis of Web-based data to provide a snapshot of how well a website is helping a business meet its goals. The two categories of Web analytics — on-site and off-site — serve different purposes and supply different types of information. On-site Web analytics measure a visitor’s activities on a website, such as visits, unique visitors and page views. This data is typically compared against the site’s historical data and industry norms, and used to improve a website or marketing campaign’s effectiveness, explains Ron Mileti, president of Scottsdale marketing firm Vilocity Interactive, Inc. Measurements are taken on such things as landing pages, often the home page; how much time is spent at the website; and exit pages. The exit page — the point at which people leave a website — tells vendors three important things: Visitors got frustrated and left, got what they needed and made a purchase, or found what they wanted but left to find another provider. Basically, they did the research but didn’t buy. Frequently, the exit page is the price page, which is considered a good sign. But if the landing page and the exit page are the same, that’s not a good sign. Off-site analytics and statistics include information on a website’s potential audience and comments about the website that are occurring on the Internet and elsewhere. It includes the measurement of a website’s share of voice (visibility) and buzz (comments) happening on the Internet as a whole, plus conversion to etailer or retailer sales, inquiries and in-store offer redemption, among other


M a r c h 2011

responses, explains Mileti, who says Vilocity uses both techniques for its clients. Associate professor Julie Smith David at Arizona State University’s W. P. Carey School of Business sees Web analytics as a two-pronged approach to business success. “First, it enables you to evaluate how successful your Web presence is,” says Smith David, director of the ASU Center for Advancing Business through Information Technology at the W. P. Carey School of Business. “The other is constantly being aware of what’s going on outside your online community.” She emphasizes the need to evaluate the situation if people are saying bad things about your company or your product. “You need to identify problems right away and work for services recovery instead of allowing it to escalate.” There is a growing number of tools that enable a business to identify when something happens on Twitter or Facebook, which is where, Smith David points out, “your customers and the community are talking about you, but you are not part of the conversation.” She cites the brouhaha that developed in 2009 after an airline damaged the guitar of a musician, and emphasizes the power of social media. “It’s the voice of the customer,” she says. For example, RightNow Technologies, Inc., a provider of on-demand customer experience solutions, touts a new tool that enables businesses to find out what customers are saying about their products and services. Its Cloud Monitor taps into social media channels, so the business can both listen to and join in the conversation. Google offers free software Google Analytics, which provides insight into website traffic and marketing effectiveness. Google says its product isolates and analyzes subsets of Web traffic, with customized segments such as “paid traffic” and “visits with conversations,” and enables a business to save, edit and organize those custom reports. What’s more, Google Analytics monitors reports and alerts a business of significant changes and when specific thresholds are met. Over a period of months, Google Analytics may help business officials understand seasonality

and whether their site is getting better quality quotes for a particular product. Numbers and results vary from one Web analytics provider to another because they have different standards, bloggers say. Jonny Longden of Actionable Analytics cautions against trying to reconcile absolute numbers between two different systems. For example, Longden writes, when comparing visits in Google Analytics with clicks as reported by Atlas or some other ad tracking tool, the numbers don’t match for various reasons. So-called unique visitors must always be unique visitors within a certain time frame, and different vendors may use different time frames. “Neither is right or wrong; they are just different.” As online channels evolve beyond traditional Web-based interactions to include mobile, video and social networking, so does the need for Web analytics to bring together customer interactions across all online channels in one place. That’s according to Omniture® Web analytics, which is now Adobe Web analytics powered by Omniture®. The company says Adobe Web analytics and online optimization can be used to know what and how to measure to align metrics with business goals, and to draw actionable conclusions from interactions across growing online channels. Adobe also enables businesses to fulfill requests for information and business insights in a timely manner, and to define online strategy based on insights gained from online interactions. Alec Cochrane, who identifies himself as a former Web analytics manager for a large publishing firm, writes on his blog about the difference in analytics tools. “Not only are they measuring different things to start with, they measure them in a different way, process them in a different way, exclude things in a different way, extrapolate in a different way, etc. It’s the equivalent of comparing eating an apple with a fork with eating an orange with a spoon.” Actionable Analytics Adobe Web analytics

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Industry Updates & Deals

The Copper State “In 2009, the mining sector shrunk because of the recession,” begins Madan Singh, Ph.D., former director of the Arizona Department of Mines and Mineral Resources. “But already, the mining industry in Arizona as well as in the rest of the world is recovering much faster than the rest of the economy.” He points to developing countries like China, India, and Brazil that are now moving ahead with infrastructure and development projects. After all, he adds, “everything around us is built using minerals.” Dr. Singh’s department, which was charged with the promotion of and record-keeping for Arizona’s mining industry, closed its doors in late January in a Governor Brewer-sponsored changeover. Still, others echo Singh’s optimistic outlook. According to Michael Anable, former natural resources advisor to Gov. Brewer and a business consultant for mining companies, “The mining industry is very, very big in Arizona, and right now it’s one of the only economic sectors that’s doing well.” Arizona is not a fuel mining state; the industry here is dominated by metals. The “Copper State” grosses $4.3 billion a year from mining and mines two-thirds of the nation’s copper, a mineral essential in the production of piping and wiring, electronics, heavy machinery and motor vehicles. Silver, gold, uranium and a host of other minerals are also mined here, some as byproducts of copper mining. The business is highly mechanized, so it does not employ nearly as many people as Arizona’s other major industry, construction (which maintains much higher employment even in the current economy). Still, the mining industry has a service sector built around it. In 2010, mining employed more than 11,000 people directly, and Singh estimates that it employed another 25,000 indirectly. As the economy recovers both domestically and internationally, however, some major unknowns loom on the horizon for Arizona’s

mining community. Most obvious is how the closing of the ADMMR will impact business. Anable, who helped engineer the change in museum leadership while working for Gov. Brewer, points out that the mining industry will not be hampered by the loss of this department. “If mining companies were concerned about the promotion of mining, there is nothing preventing them from hiring a PR firm.” Many who were involved with the mining and mineral museum that ADMMR ran, however, consider its loss extremely destructive to the mining community. Richard Zimmermann, one of the loudest critics of the plan, says, “The state mineral collection and supporting mine and mineral files served as an important reference collection for prospectors and mining companies. They have lost access to both.” The museum’s valuable mineral collection has now been transferred to the Arizona Historical Society and the collection will be used in a planned museum with a much broader focus on Arizona history. Beyond state politics, unknowns at the federal level are also poised to have a large impact on the mining sector. S. 409, a land exchange bill sponsored by Arizona’s U.S. senators, would grant Resolution Copper Mining access to 2,406 acres of federally-owned land near Superior, Ariz., known to contain valuable copper deposits. Many believe the mine would be a boon to job-starved Superior. Jon Cherry, a VP at Resolution Copper, says, “At peak production, the mine is expected to directly employ 1,200 high-paid workers and another 200 contract workers.” Additionally, he adds, the mine will have an economic impact of $46.4 billion over the course of its lifetime. The bill, however, remains highly controversial since many believe the land it opens to mining is environmentally sensitive and deserves its protected status. The mining sector is awaiting a decision by the U.S. Department of the Interior that would either open up land in another environmentally sensitive area known as the Arizona Strip to uranium mining or extend a two-year moratorium on drilling for another 20 years. As far as what the state can do to promote mining while metal prices are high, Anable sees a few options. He considers Gov. Brewer’s proposed tax reforms, especially those on the income tax, as a potential boon. He also sees any effort to cut bureaucracy for business as a step in the right direction. Recently, he says, the EPA has been very aggressive in enacting what he calls confusing and unnecessary reforms. How these reforms are carried out could have a large stake in how attractive Arizona looks to mining companies in the coming years. Arizona Department of Mines and Mineral Resources Environmental Protection Agency Resolution Copper Mining

U.S. Department of the Interior


M a r c h 2011

Photos: Resolution Copper Mining

by Lila Nordstrom

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In Business Magazine


Inside the minds of Arizona's Innovators & Entrepreneurs by Amy R. Handler


M a r c h 2011

Arizona is a breeding ground for entrepreneurs of all types, and considering the instability of current markets, this is no small thing. According to James La Marche, managing director of the Global Private Equity Center at Thunderbird School of Global Management’s Walker Center for Global Entrepreneurship, companies faring particularly well in Arizona are associated with solar energy, such as what he calls the state’s titan, First Solar, Inc. Emerging solar satellites in varying stages of development are evolving at a steady rate, due to demand for alternative energy sources. Historically, solar energy companies have grown at a steady rate for decades and are projected to continue.

In Business Magazine


Aaron Bare has taken his digital strategy Buzz Mouth from modest, self-funded beginnings to a multi-million-dollar international company.


M a r c h 2011

Dissatisfied with the nutritional value of other granola, Chef Laura Slama developed and marketed her own granola recipe.

commercial launch of some very promising technology,” says Don Cardon, president and CEO of the ACA. In the meantime, existing “Mom and Pops” and small start-ups that have managed to weather the economic storm are recovering their losses, and profits are slowly turning to gains.

Tech Ventures in ‘Clean,’ Education and Marketing NanoVoltaix, Inc. is a clean-tech company established in 2007 by president and CEO Henk de Waard, Ph.D., with initial private funding. This expanding company has six employees and is seeking more. According to de Waard, because NVI is privately held, he cannot publish revenue figures, but projects that 2011 numbers will approximate $4 million. Based in Tempe, NVI is an individual company that may be loosely defined as “part of a clean-tech innovation cluster” within the state, says de Waard. “Research in Arizona through universities and private enterprise has a strong focus on clean energy, such as solar and biofuels, and the state government, through the Arizona Commerce Authority, Greater Phoenix Economic Council and others, is working hard to position Arizona as a leading player in these fields. This effort is resulting in a vertical cluster of companies [within] the same marketsegments.” De Waard compares the clustering to a flywheel: “Once you build momentum, it keeps going. Think also, Silicon Valley and the semiconductor industry. We at NVI feel that, for an entrepreneurial technology company like ours, it’s a great benefit to be ‘where the action is.’”

Photos: Laura’s Gourmet (top); Buzz Mouth (bottom)

Algae technology is also big in Arizona, along with nanotechnology companies such as Matteren, LLC, in Phoenix, and NanoVoltaix, Inc. in Tempe. According to La Marche, nano-tech applications, such as clean energy efficiency, insulation catalysts and water treatment (decontamination), respond to today’s immediate need and can greatly benefit society, the economy, the military and even NASA. Unfortunately, because of the recession, many high-tech companies have left the state in search of capital from larger cities. John Adam Kowalski, former president of the Arizona Small Business Association and current president and CEO of Scottsdale-based Pivot Productions, Inc., pinpoints the problem: “While many businesses have received early-stage capital, second-round capital deals typically require the company to move out of state to be near the locations of investment fund managers. As a result, Arizona has lost many companies and the numerous jobs the additional capital helped create.” The Napolitano administration in 2007 established the Arizona Economic Resource Organization, a collaboration of private, public and nonprofit entities that would provide seed funding to spur economic development. New Mexico-based Sun Mountain Capital, which was awarded the role of fund manager through an RFP, has so far raised only $5 million in capital. Other options include a “deal closing fund” that is in Governor Brewer’s proposed budget for 2012 and 2013 (at $25,000 each year) as the Arizona Competes Fund. Underscoring the need, Kowalski — who co-founded the Arizona Growth Foundation, a coalition of investment bankers, venture capitalists and business leaders — says, “We are looking to support all current efforts as well as exploring additional options to further expand the capital base in Arizona.” More first-stage funding is being awarded by the Arizona Commerce Authority as this issue went to press, as Governor Brewer announced the Arizona Innovation Challenge that would provide winning tech companies $100,000 to $250,000 each, for a total of $1.5 million. “Arizona’s entrepreneurs are emerging as the economy begins to recover. The ACA is committed to investing in our early-stage ventures by bridging the gap between research and development and the

A Closer Look As part of their focus on a clean-tech process whose attention is also aimed at production methods and renewable energy, researchers at NVI use algae as a means of treating contaminated water. The materials used in this process are nanoporous (with holes — or pores — in a range of sizes smaller than one millionth of a meter) and the naturally occurring materials are more environmentally compatible than hazardous alternatives. According to de Waard, not only do these materials have high porosity to adsorb (collect onto its surface) other substances, but their internal surface is immense. The fact that the material is physically huge means it can adsorb more contaminants than others of its type, and the use of smaller and larger pores gives this material an edge over others utilizing only one type or the other. Research and development money at NVI is acquired from a variety of sources, including internal funding and grants, such as a recent Phase 1 Small Business Innovation Research Grant from the National Science Foundation. According to de Waard, this grant will be used to develop the nanoporous materials necessary to remove arsenic from water. The mineral’s presence in the water supply initiates a variety of maladies, including kidney damage, neurological disease and cancer. Arizona-based educational technology, computer technology, digital strategy and marketing firms have a strong foot in their markets. One educational-tech company doing well in spite of the economic slump is Adaptive Curriculum. Established in partnership with Arizona State University in 2008, Adaptive is based in Scottsdale, although initial funding came from Sebit, Inc., a Turkey-based parent company. Adaptive currently employs 50, and 2010 marked the company’s first full year of sales. The company now services seventy-five schools and approximately 50,000 users. This online-curriculum, e-learning educator focuses upon teaching math and science to children in grades 6 through12. Creativity is the key to motivation, and, as CEO Jim Bowler claims, enticing-graphics and inspiring interactive sites create a profound understanding of complex subjects. Adaptive

Arizona Companies on the New York Stock Exchange Avnet, which recently celebrated 50 years on the NYSE, was the first Arizona-based company to make it to the big boards. It remains an exclusive club, but several other Arizona companies have since also achieved that financial weight. Company Avnet Inc. Pinnacle West Capital Corp.

Date First Listed

Closing Stock Price 2/1/2011

Closing Stock Price 2/1/2010







Viad Corp.




Freeport McMoRan Copper & Gold, Inc.




Meritage Homes Corp.




Southern Copper Corp.




UniSource Energy Corp.







Hypercom Corp. Republic Services, Inc.




Medicis Pharmaceutical Corp.




Universal Technical Institute







US Airways Group, Inc.




RSC Holdings, Inc.




Swift Transportation Corp.




Knight Transportation, Inc.

is expanding at consistent rates, and maintains ties with neighboring Technology Based Learning and Research Center at ASU. The company’s innovative methodology is far reaching and utilized by millions, both in this country and abroad. A private company, Adaptive Curriculum’s revenue is not public, but Bowler says 2011’s revenue is projected to triple that of 2010. Buzz Mouth, LLC, based in Phoenix, is an international digital strategy firm established in 2008 that now has 30 employees and approximately 120 clients, including the NFL and NASCAR. Buzz Mouth assists both individuals and corporations with everything from website development to digital strategies focused on targeted audiences. The company

was initially self-funded by founder and CEO Aaron Bare; its funding now comes from strategic investment. Bare reports the company’s revenue is increasing at a steady rate and is projected to be $4.5 million in 2011. Another tech provider for the creation of digital content and Web-based marketing is Flypaper Studio, Inc, a Phoenix start-up established in 2006 by Don Pierson, building upon his earlier success with the company Interactive Alchemy. Initially funded with $3 million from private investors in 2007, and receiving $6.5 million from venture capital in 2008, Flypaper now is considered financially “healthy and growing,” according to company spokesperson Aly Saxe. With 12 employees, along with several outside contractors, the


In Business Magazine


Medical Innovation Arizona has players in the medical arena as well. Scottsdale-based OrthoScan, Inc. is a privately held medical equipment manufacturer and distributor. Established by Larry Grossman in 2002, OrthoScan has 35 employees in Scottsdale alone, an additional 22 sales representatives throughout the country, and 15 global distributors. A treasure trove for hospitals and orthopedic surgeons, OrthoScan manufactures a fluoroscopic X-ray tool called a “mini C-arm.” Now retired as CEO, Grossman serves on the company’s board of directors as chairman along with four venture capital partners. According to Grossman (who also serves as an advisor with Greater Phoenix SCORE), “The company takes over a 50 percent market

share of mini C-arm sales worldwide” and is continuing to grow quarterly. “We [project] a 70 percent market share by the end of 2011.” MSDx, Inc., another bio-tech business benefiting from what co-founder Marie Wesselhoft describes as “reasonably priced space” at University of Arizona’s high-tech incubator Arizona Center for Innovation, develops inexpensive biomarkers for the diagnosis of Multiple Sclerosis. Prior to this innovation, neurologists had no accurate means of recognizing, monitoring or managing the progression of this regressive and costly-to-treat autoimmune disease, as there is no diagnostic blood test on the market. Needless to say, this cutting-edge research not only has powerful medical ramifications, but is monumental financially from the patient’s point of view. Wesselhoft and co-founder Allan Conger began MSDx in 2006 with their own money plus funds from their family and friends for a total of $650,000, and in November 2010 their company was awarded $204,000 in Qualifying Therapeutic Discovery Project grants (part of The Patient Protection and Affordable Care Act of 2010).

Food, Fashion and Self-Advantage Whether their company is part of a cluster or a sole proprietorship, Arizona’s entrepreneurs

NanoVoltaic’s nanoporous geopolymer material — shown in high magnification from a Scanning Electron Microscope to reveal the pore structure at the micron scale — adsorbs moisture to stick to one’s fingers.


M a r c h 2011

are impassioned about what they do. Jennifer Brown self-financed her sole-proprietorship in 2007 with loans, credit cards, a 401k and company cash flow. Brown claims her business concept surfaced after she made pretzels for dogs at a farmers market. Since pretzels go best with beer, Brown concocted “Beefy Brown Ale” and “Cock-a-Doodle Brew,” and soon her local business of non-alcoholic beers for dogs extended across the country and as far overseas as Hong Kong. Although sales for 3 Busy Dogs, Inc. are less than $1 million, Brown says they have slowly increased. Having weathered the recession of 2009 (in spite of dwindling help from the banks) Brown says, “It is a huge challenge to maintain and grow a business” in this economic climate. An Arizona transplant, Brown moved from Washington, D.C. to Phoenix in 2008, and finds Arizona offers more limited banking options than she had available on the East Coast. On the plus side, she says being in Phoenix “opened up the West Coast for distribution.” Another company specializing in food (the human variety) is Laura’s Gourmet, established by Scottsdale Culinary Institute graduate Laura Slama. Laura’s is a self-funded company, originally launched as a dba with Slama’s successful Celebrated Cuisine. “While I learned the process of selling food in Arizona … I invested money from Celebrated Cuisine into Laura’s Gourmet,” says Slama, noting she has never taken a loan. According to Slama, she has no debt, and she attributes this to running the company initially as a cash business and, when she utilized credit cards, paying in full. At this time, Slama is the only employee, though she does use outside contractors. Slama’s business concept emerged in 2003, after she had prepared granola from a magazine recipe. The daughter of a chemist, Slama has a keen interest in nutrition and soon realized the ingredients in the granola were unhealthy. She altered the recipe, documented her changes, and started a food processing business a few months later — setting her sights on AJ's Fine Foods. As soon as 2004, AJ's carried Laura’s Gourmet Granola. By 2005, Laura’s was stocked at a restaurant chain and Arizona’s Whole Foods Markets. The company’s growth that year over 2004 was 67 percent. Growth fluctuated with the economy

Photo: Don Seo at Arizona State University

company grew 200 percent in 2010 and expects to surpass that in 2011. Under the leadership of Pierson, Pat Sullivan and Pat Stoner, Flypaper has earned numerous awards — including the Governor’s Celebration of Innovation Award in 2008 for Most Innovative Startup of the Year — and is widely recognized as a preeminent innovator in e-learning technology and flash content management.

With her pretzels for dogs already a hit, Jenny Brown decided they need the logical accompaniment — beer for dogs.

in 2010 Nyla Simone regained stature with a 45 percent increase — due to interior design sales. Presently, Nyla Simone employs six people. Situated at Arizona State University SkySong in Scottsdale, Growth Nation is an international consulting company that trains entrepreneurs, executives and business owners to reach or surpass their highest growth potential. Established by Doug Bruhnke in

Photos: Bowser Beer (top); Flypaper Studio, Inc. (bottom)

the next few years but has held steady at about 20 percent in 2009 and 2010. In 2009, Slama consulted with an advisor at Arizona’s SCORE, a step she says proved inestimable. Laura’s is now found in seven states, including Arizona. Maria Bailey Benson addressed what she considered a void in the Phoenix furniture market, opening the Nyla Simone Home furniture gallery and interior design showroom in Tempe in 2007 to showcase fashionable yet durable high-quality furniture. Start-up costs totaled $500,000, the funds coming from her savings and a Small Business Association loan. According to Benson, the genius behind Nyla Simone is her father, Arthur Bailey — a renowned artisan and furniture designer, whose work she showcases and distributes (along with that of other designers). The company motto, “to style the world — one room at a time,” is bold and hopeful in an economy that’s anything but stable. 2008 marked Nyla Simone’s first year of operation, and the company got off to a good start. However, everything crashed in 2009, when 10 of 18 neighboring businesses either closed or changed hands. This caused revenue to plummet by 50 percent, Benson reports, but

2001, the company has 10 employees this year, up from three employees in 2010. According to Bruhnke, Growth Nation was initially funded from the Olympics projects he directed, and is now self-funded from ongoing profits. To date, Growth Nation has assisted more than 100 companies worldwide and, according to Bruhnke, has produced “over $1 billion of new revenue” in businesses ranging anywhere from retail to clean-tech. Bruhnke reports revenue increased 25 percent in 2010 and is estimated to increase an additional 65 percent in 2011. “When you can’t find the answer, be the answer,” says Maria Bailey Benson, expressing a philosophy shared by all the entrepreneurs showcased here that is, perhaps, the key to their success in spite of volatile markets. 3 Busy Dogs, Inc.

Adaptive Curriculum Arizona Commerce Authority Buzz Mouth, LLC

Flypaper Studio, Inc. Growth Nation

Laura’s Gourmet, LLC MSDx, Inc.

NanoVoltaix, Inc.

Nyla Simone Home

Flypaper Studio, Inc. has become widely recognized as a pre-eminent innovator in e-learning technology and flash content management.

OrthoScan, Inc.

Pivot Productions, Inc.

Thunderbird School of Global Management

In Business Magazine


Ec o n o m y

Budgeting Business

Fighting the Panic Response in a Down Economy Businesses profit from unconventional spending decisions when customers stop buying By Kate Nolan Scottsdale yogi Andrea Griego says the last quarter of 2009 wasn’t about serenity. For the first time, Griego’s typically wellattended Bikram Yoga Institute was eerily uncrowded. True, the growing paralysis of the U.S. economy was throwing people out of work and throttling consumer spending, but in 11 years, Griego’s yoga studio had seen nothing but growth. “Panic never works, so I said, ‘How can I be creative?’” says Griego, a former Arizona Diamondbacks sales rep who relies on her yoga training to weather the setbacks of


M a r c h 2011

a fickle marketplace. She briefly cut a few classes and retail inventories to stem the financial run-off. But she also offered pricing deals to existing and new customers, getting the word out through her website, emails and Facebook. The quarter ended on an upward spiral, class sessions were restored to 34 per week and disaster was averted. “I’m not afraid to spend if it comes back, and it has,” Griego said. Namaste. However, the farther away from the yoga sutras one gets, panic, or at least fear, is a larger part of the business environment

where spending is concerned. The low consumer demand signaled by recent low Gross Domestic Product figures has scared some businesses from believing the economy is recovering, according to ASU economist Lee McPheters. “I think the main problem is uncertainty about how strong demand will be in 2011. There may be a fear that the current economy is propped up by government spending, tax cuts and temporary stimulus that will fade in 2012. There is not only mistrust of government, but also a belief the government policy is not effective, too strong or too weak,” says McPheters, director of the JPMorgan Chase Economic Outlook Center at the W. P. Carey School of Business. Even so, business profits are rising but aren’t resulting in the kind of spending — or hiring — that will cure us, say economists. Jobs are the prescription for raising consumer spending, and will be the ultimate solution to the economic slump. But Nobel Prize-winning economist Paul Krugman says corporations that are flush with cash aren’t eager to hire when so much of their capacity is already sitting idle and consumers aren’t buying. “The incentive to spend is more than outweighed by worries about a weak job market,” Krugman wrote in a recent New York Times column. Small businesses haven’t shared as much in the economic recovery because they are more directly dependent on consumer spending. The question is, how are area businesses making their spending decisions? With few signs of recovery, are they stuck in panic mode or are they basing their spending decisions on more useful attitudes? “Most of us in business felt panic when our businesses were impacted so suddenly by the economy,” says Dan Schweiker, co-founder and co-chairman of China Mist Brands, Inc. “But just like when you want to yell at someone or write that nasty email, it is better to step back, take a deep breath and count to ten before doing anything.” An early consultant once recommended Schweikert take a “ready, aim, shoot” strategy instead of the panic-driven “ready, shoot, aim” one and the lesson stuck, he says. His Scottsdale tea company, which distributes internationally and throughout the U.S., carefully contracted its spending to reflect an expected contraction in business. Cuts included eliminating owner fringe benefits, some administrative positions, and reducing the firm’s financial support of community

Books activities. China Mist talked to its suppliers to purchase smaller quantities without paying a premium. It has seen a gradual but steady increase in business for the past twelve months. For Julie Robinson, president of Jani-King Southwest, financial pressure arrived steeped in emotion. “When things started getting crazy in late 2008, I saw a lot of our business partners acting irrationally, cutting back on everything,” says Robinson, whose franchise firm contracts cleaning services for more than a thousand Arizona businesses. Because companies frequently change cleaning services, the situation required an aggressive client response — one that cost her money. “If we knew a business was struggling, we’d ask, ‘What can we do to work with you?’ We took a lot of decreases in revenue and [scope of service] instead of cancelling those accounts. But when you consider the time, money and resources we invested to acquire those accounts, it really paid off for us. Our clients were pleased and, as their businesses improve, they are returning to previous revenue levels with us,” Robinson says. When revenues started declining, the firm cut costs on a line-by-line basis. Caution was the rule, but the firm was able to cut 18 percent over a single year. “Still, I had to ask how much emphasis to put on watching every dime, as opposed to using our people instead for a revenueproducing focus,” says Robinson. Companies that have survived seem to have spared specific sacred cows from the budget knife. For Robinson, it is payroll, which has not been cut. “I know the value of my staff. It is a huge resource and it is invaluable,” she says. China Mist draws the line at health benefits. “We believe a healthy workforce is a productive one,” says Schweiker. Bikram’s Griego won’t cut back on anything that affects quality, from studio hours and having an adequate number of teachers to maintaining cleanliness and proper room temperature. Spending to maintain and grow their businesses is also part of the survival equation. Schweiker has expanded his sales force. Griego is putting in a new women’s locker room. Robinson is stepping up the pace of her advertising. Looking ahead, having not pushed the panic button, Robinson says the light is now brighter at the end of the tunnel and that keeping her work force in place can only help speed the general recovery. Schweiker says China Mist has adjusted its outlook for the times; it’s the same process as before, but just with different data sets. Griego says it’s business as usual as she continues to pursue “intention, direction and compassion,” and affirms, “When I need to spend, I’m able to do it in a way that doesn’t cause me panic.” Bikram Yoga Institute

China Mist Brands, Inc. Jani-King Southwest

W. P. Carey School of Business

You and Business

Drive: The Surprising Truth about What Motivates Us From Daniel H. Pink, the author of the groundbreaking bestseller A Whole New Mind, comes his next big idea book: a paradigm-changing examination of what truly motivates us and how to harness that knowledge to find greater satisfaction in our lives and our work. Pink pits the latest scientific discoveries about the mind against the outmoded wisdom that claims people can be motivated only by the hope of gain and the fear of loss. Pink cites a number of studies revealing that “carrot and stick” can actually significantly reduce the ability of workers to produce creative solutions to problems. Daniel H. Pink $16 • Penguin • April 2011

Your Brain and Business: The Neuroscience of Great Leaders In Your Brain and Business, Harvard psychiatrist Srinivasan S. Pillay reveals how the latest research in neuroscience can help us lead, communicate and collaborate more effectively. He explores the way we can drive change more successfully and move more rapidly from idea to execution. He shows techniques that will improve business by coaching colleagues or clients to develop success for their business. He identifies the brain as a business leader’s number one asset and describes how it can be used to win. Srinivasan S. Pillay $34.99 • FT Press • April 2011

Brainsteering: A Better Approach to Breakthrough Ideas The authors have developed techniques that take brainstorming and other outdated ideation techniques and “steer” them in a more productive direction by better reflecting the way human beings actually think and work in creative problem-solving situations. Using examples drawn from the workplace and popular culture, Brainsteering helps leaders, company owners, managers and even coaches develop breakthrough ideas, whether working alone on a one-time problem or turning an entire organization into what they call “idea factories.” Kevin P. Coyne and Shawn T. Coyne $26.99 • Harper Collins • March 2011

The Soul of Leadership: Unlocking Your Potential for Greatness In clear, practical steps, you are led through the crucial skills outlined in the acronym L-E-A-D-E-R-S: L = Look and Listen, E = Emotional Bonding, A = Awareness, D = Doing, E = Empowerment, R = Responsibility and S = Synchronicity. After identifying your own soul profile and the core values you want to develop, you can use these seven skills to allow your potential for greatness to emerge. Once that connection is made, Chopra contends you have unlimited access to the most vital qualities a leader can possess: creativity, intelligence, organizing power and love. Deepak Chopra $19.99 • Crown • On shelves and online

In Business Magazine


Bottom Line

The Buck Stops with You

Tax Season’s Mixed Bag of Blessings by Gremlyn Bradley-Waddell Many small business owners have had it rough the past couple years, but some changes to the tax code are bound to leave some feeling positively cheerful this filing season. That’s because several of the changes resulting from the Small Business Jobs Act of 2010 may free up some extra money for them. And that will allow them to do things like purchase equipment or invest in property, which in turn should help stimulate the economy. What’s more, some of the changes concern insurance and depreciation, which tend to be “big factors that affect probably most everybody,” says Paul G. Severs, a CPA with a practice in Downtown Phoenix. “The cry has always been, ‘The big guy gets all the breaks,’ ” he says, adding that now it’s the smaller guys’ turn. Of course, since every small business has its own set of nuances and many of the changes have stipulations, check with your tax advisor to determine your best filing options. As for the changes, self-employed taxpayers are likely to find the health insurance deduction now offered by the IRS to be a boon. According to the IRS website, “For tax year 2010, self-employed taxpayers who pay their own health insurance costs may now reduce their net earnings from self employment by these costs.” To claim the deduction, certain requirements must be met, including that the taxpayer was self-employed and had a net profit for the year. But if the conditions are met, the deduction can be significant. “[Health insurance] is my third-highest expense behind salary and rent,” Severs says. “This is huge for someone that’s self-employed. That’s a huge break.”

IRS Attention Grabbers Keep in mind that, since the IRS also is moving toward extensive electronic recordkeeping, it’s likely easier than ever for them to generate electronically discovered matches — and, of course, discrepancies — of taxpayers’ returns. According to the Financial Web website, the IRS processes most returns via computer, which is why and how so many are processed so quickly. The computer scans “for anomalies or deductions that are outside of the statistical norms for a particular income bracket or from past history of a tax payer,” the website notes. So, small business owners and tax payers in general should strive for simplicity and thoroughness when completing their returns. Financial Web

Kiplinger Tax Letter


M a r c h 2011

Speaking of health, the IRS also has a Small Business Health Care Tax Credit. Bill Brunson, an IRS spokesman in Phoenix, says the credit is aimed at helping those smaller businesses and tax-exempt organizations that mainly employ workers with low and moderate incomes. The credit may be claimed “for 2010 through 2013 and for any two years after that,” the IRS website states. “Chances are, [health insurance] is one of the first things they cut because they can’t afford it,” says Severs, noting that this, too, is a subsidy many small business owners could really use. Another credit getting attention this tax season is the General Business Credit for employers. Whereas eligible small business owners previously had only one year to use these credits, Severs says taxpayers can now carry the credits back five years. With the current lackluster state of the economy, that kind of flexibility might help some Items on the IRS’ radar, according to the business owners, Severs notes, and Kiplinger Tax Letter, include: the credit is another way “to put 1. Failing to report all taxable income money in their pocket.” 2. Returns claiming the home-buyer credit 3. Claiming large charitable deductions Higher expensing and depreciation limits related to 4. Home office deduction property are also addressed in 5. Business meals, travel and the changes. Severs says this is entertainment another attempt to stimulate 6. Claiming 100 percent business the economy and help out the use of vehicle little guy. And many small 7. Claiming a loss for a hobby activity business owners should be able 8. Cash businesses to take advantage of it, he says, 9. Failure to report a foreign bank account because “almost everybody buys 10. Engaging in currency transactions equipment: office equipment, 11. Math errors construction equipment or 12. Taking higher-than-average something to that effect.” deductions

“Healthy Employees Are Productive Employees” According to the IRS website, “For tax years beginning in 2010 and 2011, small businesses can expense up to $500,000 of the first $2 million of certain business property placed in service during the year. In general, businesses can choose to treat the cost of certain property as an expense and deduct it in the year the property is placed in service instead of depreciating it over several years.” Brunson says there is a benefit to the small business owner if he or she can write off the expense in the year of the purchase, but he notes that the business still has to show a profit. The IRS website also states the maximum amount previously was set at $25,000 and that for tax years beginning in 2012, the maximum amount takes a hefty jump to $125,000. Those who purchased a new vehicle last year also might have good news coming their way. Depreciation limits on business vehicles have changed, with the maximum deduction increased to $11,060 for a passenger automobile that’s been placed in service in 2010, and $11,160 for a truck or van. “If you are going to depreciate an item, you have to look at the actual business use of the item,” Brunson notes. In addition, there is a 50 or 100 percent bonus depreciation allowance that small business owners may be able to recover. (“Depreciation” being what the IRS defines as “an income tax deduction that allows a taxpayer to recover the cost or other basis of certain property,” the allowance is for “the wear and tear, deterioration, or obsolescence of the property.”) There are specific dates to determine which percentage a business qualifies for, and the property must qualify as well, but this allowance also could be a tremendous asset to a small business. Another change for small businesses is the dissolution of the paper-coupon system most have used throughout the years for federal tax deposits. Yes, the Treasury Department is trying to get taxpayers online and streamline things a bit. So from now on, most small businesses will need to make deposits and pay federal taxes through the Electronic Federal Tax Payment System (EFTPS). “Large business has been doing that for years,” Severs says. So think of it as one realm where the little guy gets to run with the big dogs. Internal Revenue Service

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Paul G. Severs CPA

In Business Magazine



Investing in Community by Alison Stanton

SARRC: Providing Help and Hope to Families with Autism Established in 1997, the Southwest Autism Research & Resource Center’s mission is to advance research and provide a lifetime of support for individuals with autism and their families. In 2009, SARRC served nearly 3,000 children, teens and adults with autism spectrum disorders; more than 4,000 parents, family members and neurotypical peers; and more than 5,000 educators and medical professionals. Also during 2009, more than 400 SARRC volunteers donated their time, and SARRC staff conducted 250 trainings and presentations and offered services to students and educators in nearly 90 Arizona schools. To provide its many services, SARRC utilized a $5.2 million budget in 2010, which came from sources that include grants, insurance fees, program fees, individual donations and fundraisers. At the upcoming 13th Annual SARRC Community Breakfast on April 26, Dr. Thomas Insel, director of the National Institute of Mental Health, will speak about autism. Under the leadership of SARRC’s president

Jeri Kendle, the nonprofit organization has also launched two SARRC-owned businesses from its Entrepreneurial Center. Young adults with autism make, package and sell soup and SARRC gourmet Beneficial Beans coffee in CulinaryWorks, and provide sustainable gardening services through Gardenworks. Through SARRC’s online marketplace, www., $5,000 worth of coffee and gift sets was sold late last year during the 10 days leading up to Christmas. Southwest Autism Research & Resource Center

EVENT : 13th Annual SARRC Community Breakfast, Tues., April 26 from 7:30 a.m.-9 a.m. at the Arizona Biltmore, Phoenix. SARRC is among 14 national organizations leading the Advancing Futures for Adults with Autism initiative. SARRC has grown from a virtual resource founded by two mothers and their pediatrician to two campuses in Downtown Phoenix: the 18,000-square-foot Campus for Exceptional Children and the 10,000-square-foot Vocational & Life Skills Academy. SARRC implements only those treatments that have strong scientific support. SARRC co-founder Denise Resnik serves on the federal Interagency Autism Coordinating Committee and the Family Services Committee of Autism Speaks. S ARRC has expanded internationally in a new partnership to serve families in western Canada with the Sinneave Family Foundation.

Child Crisis Center: Providing Safe Haven for Valley Children jeopardy can be in a 24-hour safe, home-like environment. The Family Resource Center, also in Mesa, strives to strengthen families and prevent child abuse. Current services include new parent programs, parent-child play groups and anger management for the family. Child Crisis Center

EVENT: 10th Annual Evening in the Tropics “Mambo! 2011,” Sat., Apr. 16, at the Hyatt Regency at Gainey Ranch in Scottsdale. Go Daddy is this year’s sponsor. Since opening in 1981, more than 12,400 children have lived at the shelter. In 2009-2010, approximately 1,000 families with more than 1,200 children participated in services at the Family Resource Center. In 2010, 18 percent of the children who stayed at the Emergency Shelter were from tribal communities, 27 percent were from Phoenix and 55 percent were from the East Valley. The CCC also offers the Arizona Adoption & Foster Care program, which recruits, trains, licenses/certifies and monitors foster and adoptive homes for children. I n 2009-2010, around 220 homes were licensed/certified and approximately 400 children were placed in foster and adoptive homes.

In business to do good for the community, nonprofits enrich the lives of those who contribute as well as those who receive. In Business Magazine showcases two nonprofits in each issue, focusing on their business organization and spotlighting an upcoming fundraising event.


M a r c h 2011

Photos: Southwest Autism Research & Resource Center (top), Rick D’Elia (bottom)

The Child Crisis Center is committed to preventing child abuse and neglect. In order to accomplish these goals, the nonprofit organization has a projected budget for 2011 of $7.4 million. Its funding comes through multiple sources, including fundraisers, private donations, grants, and the United Way. The CCC will hold a fundraising event in April, which is timed to coincide with child abuse prevention month and the organization’s 30th anniversary. “We are celebrating the fact that we are still here and available for families and children,” says Jodi Stoken, director of development. Volunteers also help keep the CCC running smoothly, providing support for all of its programs. In 2010, 200-plus volunteers donated 14,422 hours to assist the staff caring for children residing at the Emergency Shelter and to assist in coordinating community events and fundraisers and help with other projects. The CCC estimates the volunteers’ time for 2010 is worth more than $300,000. The CCC includes an Emergency Shelter Program located in Mesa, a 42-bed facility where children from birth to age 11 who have been abused, abandoned, neglected, or whose well-being is in

March 2011

O n t h e Ag e n D a

A listing of Greater Phoenix business organizations and their events. Visit for an expanded monthly calendar of educational, networking and special business events.

State of the District

Business Professionals Breakfast

Tues., March 22 — 7:00a – 9:00a

Thurs., March 10 — 8:30a – 10:00a

Tempe Chamber of Commerce welcomes newly elected Representative David Schweikert of U.S. Congressional District 5 to speak at Rio Salado College on Tuesday, March 22. Schweikert will speak to Chamber members and the local business community, updating them on current happenings in Congress and the route he will be pursuing to enact change with his secured seat in the House. The Chamber hosts these types of events annually, and interested community turnout and enthused responses have proven that political speakers are well received. Area businesspeople have enjoyed meeting with an elected official because the daily decisions of state representatives have a direct impact on businesses. A former state representative and county treasurer, Schweikert will present his impressions as a new congressman and answer any questions from attendees. Mary Ann Miller, president and CEO of Tempe Chamber of Commerce, says this event provides Schweikert a platform for addressing political and business leaders. She also notes its value in giving the business community an opportunity to hear firsthand what is happening in Congress, allowing businesses to decide how to navigate and make decisions in the future. “It’s nice to meet with someone dealing directly with national issues,” says Miller. —Kayla Karp

The Microsoft Store in Scottsdale Fashion Square invites Valley business professionals to attend its monthly Business Professionals Breakfast. On the second Thursday of each month, Microsoft hosts a breakfast social from 8:30 a.m. to 10:00 a.m. for businessmen and women to convene in a casual, friendly environment to network and share ideas to help their business flourish. Since the opening of its first retail location in Scottsdale in 2009, Microsoft has hosted a variety of events and classes for its customers. Networking is a key component to developing and growing new and old businesses alike. It’s all about who you know. This breakfast social allows professionals to meet and develop relationships with other professionals who may not have been so receptive to an out-of-the-blue phone call. A light breakfast and coffee will be provided, along with a presentation by a prestigious guest speaker and door prizes to be given away throughout the social. This is a valuable opportunity that you won’t want to miss. Space is limited, so RSVP at scottsdaleevents@ —Melissa Mistero

Tempe Chamber of Commerce

Tempe Chamber of Commerce

Microsoft Store

Notable Dates This Month

Representative David Schweikert

Thurs., March 17 St. Patrick's Day Sun., March 20 Vernal Equinox

Agenda events are submitted by the organizations and are subject to change. Please check with the organization to ensure accuracy.

In Business Magazine


Ag e n d a

March 2011

AWHATUKEE FOOTHILLS CHAMBER OF COMMERCE Ahwatukee Financial and Executive Resource Group Tues., March 1 8:00a – 9:00a

Free Ahwatukee Foothills Chamber of Commerce

Dinner Club

Tues., March 1 5:30p – 7:00p

Networking and eating, what could be better! Appetizer or dinner purchase required. My Wine Cellar 5030 E Warner Rd, Phoenix

Endless Referral’s Bob Berg Thurs., March 3 7:30a – 1:00p

$47 chamber members; Early bird rate until Feb. 18, $57; Rate after Feb. 18 is $77 Wildhorse Pass 5350 N. 48th Street, Chandler

Morning Mixer Tues., March 8 8:00a – 9:30a

Members $5; non-members $15 Desert Garden Montessori 5130 East Warner Road, Phoenix

Marketing Think Tank Thurs., March 10

Noon Free (members only) Ahwatukee Foothills Chamber of Commerce

Evening Mixer

Wed., March 16 5:30p – 7:30p

Members $5; non-members $15 The Radisson Hotel 7475 W. Chandler Blvd, Chandler

Women in Business Event Thurs., March 17 Noon

Fashion Show & Tea $35, includes lunch Le Ragazze 1334 E Chandler Ave, Phoenix

Get to Know Your Chamber Breakfast Thurs., March 24 8:00a – 9:00a

Free Ahwatukee Foothills Chamber of Commerce


Thurs., March 24 8:30a: registration; 9:00a: program begins

Free ASU SkySong 1475 N. Scottsdale Road, Scottsdale Katie Whitchurch: (602) 248-9172

ARIZONA HISPANIC CHAMBER OF COMMERCE Buenos Dias Networking Breakfast Tues., March 8 8:00a – 10:00a

Hosted by Humana Members: free; non-members: $5 Humana 20860 N. Tatum Blvd., Phoenix Carlos Velasco: (602) 466-4095

New Member Orientation Wed., March 16 9:00a – 10:00a

Information on membership. Current members are encouraged to come and learn about the 2011 Chamber initiatives. Free Arizona Hispanic Chamber of Commerce Carlos Velasco: (602) 466-4095

ARIZONA SMALL BUSINESS ASSOCIATION ASBA Sales Exchange Wed., March 2 8:30a – 10:00a

Regardless of whether you are a seasoned sales professional, just beginning, or need a refresher, you will take away valuable tips and tools to increase your sales skills. Facilitated by: Mike Leeds, Pro Sales Coaching Members: free; non-members: $25 ASBA’s Business Education Center

ASBA Entrepreneurial Development Exchange — Do You Know What Your Image Says about You? Tues., March 8 9:00a – 10:30a

Join other small business owners and entrepreneurs to discuss the latest opportunities to grow out a business from the grassroots level and problem solve, share best practices and ideas to successfully run a small business. Connect and network on a monthly basis with other businesses owners that share interests and needs along with ways to best solve common problems. Members: free; non-members: $25

ASBA’s Business Education Center

“Fast & Curious Speed Networking” — Central Tues., March 8 3:00p – 4:30p

This is a “ready-set-go” style of networking that allows members to meet other members in 3-minute intervals, maximizing participants’ time and gaining them many valuable contacts in 90 minutes. This is a fun, fast-paced format. Bring your business cards and brush up on your 30-second commercial. Members: free; non-members: $10 ASBA’s Business Education Center

Creating Your Effective Networking Commercial Tues., March 8 3:00p – 4:30p

Get tips to develop an effective 30-second networking commercial in this hand-on workshop. After some pointers, we’ll work on creating your specific message. This is a great opportunity to craft a unique and attention-grabbing commercial for networking events and when meeting prospective customers for the first time. Put your commercial to the test right away by staying for the Fast & Curious Speed Networking(TM) immediately following the workshop. Members: free; non-members: $10 ASBA’s Business Education Center

SBIR/STTR Phase I Writing Workshop Fri., March 11 9:00a

Join the Arizona Small Business Association (asba) at ASU Skysong on March 11, 2011 with The Small Business Innovation Research (SBIR) and the Small Business Technology Transfer Program (STTR) to learn to write an award winning SBIR/ STTR Phase I Proposal. The workshop teaches early-stage, first-time or unsuccessful writers of SBIR/STTR program Phase I proposals how to write a structured SBIR grant-writing methodology demonstrated to be highly successful. Seating is limited. Cost: $200.00 ASU SkySong 1375 & 1475 N. Scottsdale Road, Scottsdale

the types of information you need to track in your business, and how to enter that information and track it in QuickBooks. By the time you complete the course you will have a good idea of how an accounting software package can save time and help organize business finances. Members: $235; non-members: $295 Executive Training Solutions 4926 E. McDowell Road, Phoenix

“Fast & Curious Speed Networking”— NE/Scottsdale Tues., March 22 3:00p – 4:30p

This is a “ready-set-go” style of networking that allows members to meet other members in 3-minute intervals, maximizing participants’ time and gaining them many valuable contacts in 90 minutes. This is a fun, fast-paced format. Bring your business cards and brush up on your 30-second commercial. Compound Grill 7000 E. Mayo Blvd, Phoenix Members: free; non-members: $25

Referral Success 101 Fri., March 25 8:00a – 10:30a

Business owners understand the value of referrals but often don’t invest the time it takes to get them. This session will give you specific tactics to use to increase your referral business. This class will open your eyes to networking in a way that creates more referrals. Unless you can find more time and work harder than you already are, you can’t afford to miss this class. BNI and ASBPA members: free; general public: $99 ASBA’s Business Education Center

Orientation + Mini Benefits Expo Thurs., March 31 8:00a – 10:30a

Ready to be amAZed? Attend the asba orientation to network with new members, meet your asba team and interact with asba volunteers and partners at the member benefits “miniexpo” immediately following. Light refreshments will be served. Members: free; non-members: $10 ASBA’s Business Education Center

Quickbooks level 1 Training

Making More Money with the Phoenix Business Journal

This course is an introduction on how to use QuickBooks to best meet the needs of your business. The main objective is to introduce you to QuickBooks’ basic features and give you an opportunity for hands-on practice. You will learn about

Growing your sales in a challenging economy requires basic blocking & tackling. Likewise, the fastest way out of a challenging economy is to increase your sales. Learn how to take your desire, your drive, and the Phoenix Business

Fri., March 18 9:00a – 4:00p

Thurs., March 31 10:30a – 11:30a

Please confirm, as dates & times are subject to change.


M a r c h 2011

Journal to get those sales. Learn how to meet more people, do more business, and make more money today. Members: free; non-members: $10 ASBA’s Business Education Center

ARIZONA SOCIAL NETWORKING AZ Social Networking Thurs., March 17 9:00a – 10:30a

Meet other business owners! Come to network, find new customers, and have fun while doing it. Bring your business cards, flyers, brochures, and anything that helps the group understand what you do. In the past, someone actually brought their pet! We encourage a fun environment & love creativity. Networking doesn’t have to be stuffy! Do your 30-second commercial and promote your business for FREE!! Hear how others have overcome hurdles and achieved success. All are welcome! Free Aloft Hotel 951 E. Playa Del Norte Drive, Tempe

ARIZONA TECHNOLOGY COUNCIL Lunch and Learn: Why Mobility? presented by Cellular Specialties, Inc. Tues., March 1 11:30a – 1:00p

This Lunch and Learn session will discuss the latest trends in enterprise wireless, the secrets to successful deployments, as well as how to make the most of your existing infrastructure. We will also explore cost issues and how to make the best decisions when it comes to ROI. Members: free; non-members: $15 ASU SkySong 1475 N. Scottsdale Road, Scottsdale

Women in the Workforce Committee: Are You Living in the Red Zone? Get Radical with Your Collaboration! Wed., March 2 Noon – 1:00p

Speaker Karen Stafford - Join the Women in the Workforce Committee to start unlocking the keys to your own preferences as a way to successfully foster positive workplace relationships by turning adversarial relationships into productive partnerships, communicating in ways that uplift others so they are motivated and accept more responsibility and accountability, and examining individual preferences and the impact they have on our personal and working relationships. Members: free; non-members: $15 Telesphere 9237 E. Via de Ventura, Scottsdale

Council Connect: Using the 5 Cs to Connect Marketing with Sales Wed., March 2 7:30a – 9:30a

For effective marketing communications and sales support programs, you must have a delicate balance of activities and initiatives that educate target audiences and generate leads for your organization. For business-to-business marketing of technology products and services, these activities can be categorized in the following 5 Cs: Comprehensive brand positioning, Creative visual assets, Compelling content, Content distribution strategies, and Conversion opportunities. Breakfast will be provided. Members: $15; non-members: $25 Telesphere 9237 E. Via de Ventura, Scottsdale

Lunch and Learn: How to Save Money in Leasing or Buying Commercial Real Estate, presented by Phoenix Realty Advisors Tues., March 15 11:30a – 1:00p

Attendees of this Lunch and Learn will come away with a market overview, understanding how market conditions impact landlord’s concessions, how to choose the right commercial real estate broker and special tenants’ concerns. Members: free; non-members: $15 ASU SkySong 1475 N. Scottsdale Road, Scottsdale

BUSINESS PROFESSIONALS Business Professionals Breakfast Thurs., March 10 8:30a – 10:00a

Each month, this networking event features a prominent guest speaker. We welcome both men and women to attend this unique, informative event. Light breakfast and coffee will be served throughout the course of the event during which attendees will be able to meet and talk with other business professionals in a relaxed atmosphere. Door prizes will be given away periodically during the event. Free Microsoft Store Scottsdale Fashion Square Mall – Nordstrom wing


Mon., March 21 11:30a – 1:30p

$75.00 per person The Ritz Carlton, Phoenix 2401 E. Camelback Road, Phoenix

CHANDLER CHAMBER OF COMMERCE Chandler Chamber Women’s Council Meeting Tues., March 1 7:00a – 10:00a

Free Chandler Chamber of Commerce

Ambassador’s Meeting Tues., March 1 Noon – 1:00p

(Committee only) Chandler Chamber of Commerce

Technology Committee Meeting Thurs., March 3 Noon – 1:00p

(Committee only) Chandler Chamber of Commerce

Networking @9 Fri., March 4 9:00a – 10:30a

Free; please RSVP Western International University 55 S. Arizona Place, Chandler

5th Annual Fun Run

Sat., March 5 Morning event, begins 8:00a

Register by Feb. 19: $18; by March 4: $20; day of: $25; kids under 10: free Frye & Arizona avenues

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Business After Business Thurs., March 10 5:00p

Free Thorobred Chevrolet 2121 N. Arizona Avenue, Chandler

22nd Annual Chandler Ostrich Festival

Fri., March 11 – Sun., March 13 Times vary each day

Adults: $10; seniors $7; youth (5-12 years): $7; kids 4 and under: free Tumbleweed Park

Public Policy Meeting Fri., March 11 8:00a – 9:30a

Free Chandler Chamber of Commerce RSVP:

Lunch Club

Mon., March 14 11:30a – 1:00p

No-host lunch Location TBD

Board Meeting Wed., March 16 Noon – 1:00p

(Committee only) Chandler Chamber of Commerce

Green Committee Meeting Thurs., March 17

Thorobred Chevrolet Ostrich Festival Parade

8:00a-9:00a (Committee only) Chandler Chamber of Commerce

Free Downtown Chandler

Technology Corner Lunch Seminar Series

Leadership Steering Committee

Members: $5.00; non-members: $10.00 Chandler Chamber of Commerce RSVP:

Sat., March 5 10:00a – 11:30a

Mon., March 7 3:30p – 4:30p

(Committee only) Chandler Chamber of Commerce

Executive Committee Meeting Tues., March 8 8:00a – 9:00a

(Committee only) Chandler Chamber of Commerce

Wake Up Chandler Wed., March 9 7:30a – 10:30a

Members: $5; non-members: $15 Costco Chandler RSVP:

Thurs., March 17 11:30a – 1:00p

Employer’s Council Meeting Tues., March 22 8:15a – 9:30a

Free Chandler Chamber of Commerce RSVP:

Diversity Committee Meeting Tues., March 22 Noon – 1:00p

(Committee only) Chandler Chamber of Commerce

Member Welcome Breakfast Thurs., March 24 7:30a – 10:00a

Free Chandler Chamber of Commerce RSVP:

In Business Magazine

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March 2011

Fri., March 25


(Committee only) Location TBD

Monthly Networking Event Mixer

Leadership Institute 7:45a – 9:00a

Public Policy

Fri., March 25 8:00a – 9:30a

Free Chandler Chamber of Commerce

Business Work Shop Tues., March 29 8:00a – 10:00a

Cost: TBD Chandler Chamber of Commerce

Economic Update Wed., March 30 11:30a – 12:30p

Members: $18; non-members: $25 Hilton Phoenix Chandler 2929 W. Frye Road, Chandler

GLENDALE CHAMBER OF COMMERCE First Friday New Member Reception Fri., March 4 7:30a – 8:30a

$5 Bitzee Mama’s Restaurant 7023 N. 58th Avenue, Glendale Ray Goulding: (623) 937-4754

29th Annual Luke Shoot-Out Golf Tournament Fri., March 11 Start time: 7:30a

$100 per person; $125 hole sponsorship Falcon Dunes Golf Course 15100 W Northern Avenue, Waddell Harry Shapiro: (623) 937-4754

Membership Blender Thurs., March 17 5:00p – 7:00p

Members: Free; non-members: $25 Phoenix West Elks Lodge 5525 W. Colter, Glendale Harry Shapiro: (623) 937-4754

Cesar Chavez Breakfast Thurs., March 31 7:30a – 10:00a

Glendale will commemorate the powerful life and legacy of the late César Chávez during an annual breakfast. The 2010 Promoting Diversity Award will be presented to an individual or organization in recognition of their outstanding community leadership and promotion of diversity. Check-in begins at 6:45 a.m. $30 per person or $250 per table Glendale Chamber of Commerce (623) 937-4754


M a r c h 2011

Thurs., March 10 5:30p – 7:30p

Members: free; non-members: $15 Wyndham Hotel 50 E. Adams Street, Phoenix

MESA CHAMBER OF COMMERCE Morning Mixer Tues., March 1 7:30a – 8:30a

Women’s Business Council

Business Resource Lunch

Lunch and networking. Members: $15; general admission: $25.00 Citadel Assisted Living Retirement Community 520 S. Higley Road, Mesa

Members: $15; guests: $25 The Compound Grill 7000 E. Mayo Blvd. Phoenix

Wed., March 23 11:30a – 1:00p

Wednesday Industry Specific Luncheon Group

Grow Your Business

Fridays throughout the month Noon – 1:00p

Good Morning East Valley Fri., March 11 6:30a – 9:00a

It’s a great way to start off a Friday morning by networking with other businesses! Enjoy the delicious hot buffet the Mesa Country Club serves and take advantage of the opportunity to promote your business. All this with a program and an opportunity to win great door prizes makes this one of the most popular events the Chamber has. Members: $20 with reservation, $25 at the door; non-members: $30.00 Mesa Country Club 660 W. Fairway Drive, Mesa

Taste of Mesa

Tues., March 15 5:30p – 7:30p

The evening event is held the third Tuesday of the month, aimed at giving Chamber members a place to showcase their business. Refreshments and door prizes. Members: $15; general admission: $25 Location: TBD

Our Second Industry Specific Group of the week. If you are not in either of the other two Industry Specific groups, Call Jean to check to see if your industry is represented - then, if not, grab that spot! No host lunch Catch 22 Sports Grill 18725 N. 32nd Street, Phoenix Edward Gomillion: (602) 482-3344

Friday Industry Specific Luncheon Group

Our Second Industry Specific Group of the week. If you are not in either of the other two Industry Specific groups, Call Jean to check to see if your industry is represented - then, if not, grab that spot! No host lunch Catch 22 Sports Grill 18725 N. 32nd Street, Phoenix Edward Gomillion: (602) 482-3344

Monday Power Network Leads Group

Mondays throughout the month Noon – 1:00p

Meet for lunch at 12:00 sharp. Call Edward to see if your industry is being represented and grab that spot! Members: free; guests: free first time, $5 thereafter Rock Bottom Brewery Desert Ridge 21001 N. Tatum Blvd., Phoenix Edward Gomillion: (602) 482-3344

NORTH SCOTTSDALE CHAMBER OF COMMERCE NSCC Breakfast Wed., March 2 7:30a – 9:00a

Tues., March 15 3:30p – 4:30p

Personal Power Training Ribbon Cutting

Wednesdays throughout the month Noon – 1:00p

Help your business grow by attending Grow Your Business lunch. Great food and good networking opportunity. Members: $15; general admission: $25 Carrabba’s Italian Grill 1740 S Clearview, Mesa

Speed Connectors — Networking Free The Compound Grill 7000 E. Mayo Blvd. Phoenix


Networking and continental breakfast. Morning Mixers are hosted by the Mesa Chamber of Commerce to give you a chance to network and socialize with other business professionals from all over the Valley. If you are a “morning person” who enjoys networking, this event is for you! Attend a Morning Mixer and you’ll get more done before 9 a.m. than some people do all day! Members: $5; non-members: $15 Kaizen Martial Arts Academy 5916 E McKellips Road, Mesa Tues., March 8 11:30a – 1:00p

Wed., March 9 11:30a – 1:00p

Tue., March 15 5:00p – 7:00p

Free Personal Power Training 7645 E. Evans Road, Scottsdale

Meet & Mingle Wed., March 16 5:00p – 7:30p

Members: free; guests: $10 West Addison Tavern Sports Bar 20751 N Pima Road, Scottsdale

Networking & 9 Golf Event Fri., March 18 Start time: 2:00p

Members: $45; guests: $25 Starfire Golf Club 11500 N. Hayden Road, Scottsdale

Business Resource Lunch Wed., March 23 11:30a – 1:00p

Members: $15; guests: $25 O’Donoghue’s Irish Pub 20469 N. Hayden Road, Scottsdale

PEORIA CHAMBER OF COMMERCE Networking Group Tues., March 1 7:30a – 8:30a

$4 Fratello’s Café & Catering 13560 N. 94th Drive, Peoria

Ribbon Cutting & Champagne Brunch Tues., March 1 8:30a – 9 :00a

Members: $15; guests: $25 K O’Donnell’s American Bar & Grill 14850 N. Northsight Blvd., Scottsdale

Free; RSVP required Fratello’s Café & Catering 13560 N. 94th Drive, Peoria

Please confirm, as dates & times are subject to change.


Wed., March 9 11:00a – 1:00p

Speaker: Scott Whyte, City of Peoria Topic: Economic Development $20; after Feb. 2: $25. RSVP required Rio Vista Recreation Center 8866-A W. Thunderbird Road, Peoria

Connecting the Chamber & Community Thurs., March 10 5:30p – 6:30p

$5 The Tasting Room 28465 N. Vistancia Blvd., Peoria

New Member Orientation Thurs., March 10 Noon – 1:00p

Sponsored by SRP Free Peoria Chamber of Commerce

Networking Group Tues., March 15 7:30a – 8:30a

$4 Fratello’s Café & Catering 13560 N. 94th Drive, Peoria

Ribbon Cutting

Tues., March 15 3:00p – 6:00p

Free Palos Verdes Senior Living 18411 N. 87th Avenue, Peoria


Wed., March 16 5:00p – 7:00p

Free SL Bade & Associates/ My Office Space 20470 N. Lake Pleasant Road, Peoria

Breakfast Meeting Tues., March 22 7:30a – 8:30a

$10 in advance, $12 at the door Rock Bottom Restaurant & Brewery 7640 W. Bell Road, Peoria

Annual Taste of Peoria & Casino Nite Thurs., March 31 6:00p – 9:00p

$25 Peoria Sports Complex 16101 N. 83rd Avenue, Peoria (623) 979-3601


Members: free; guests: $20 Location TBD

Member Orientation

Business After Hours Mixer

Wed., March 2 7:30a – 9:00a.

New and renewing Chamber members are invited to join us at our monthly Member Orientation! Meet and network with other Chamber members, staff and volunteer leaders; learn about the resources available to you through your membership; and identify specific strategies to help you reach your business goals. Free Scottsdale Area Chamber

Champions Breakfast: 30-Second Claim to Fame Thurs., March 3 7:15a – 9:00a

First impressions matter and everyone needs a 30-second “elevator speech.” Build relationships, generate leads and create buzz! Members: free; guests: $20 Microsoft Store Scottsdale Fashion Square — Nordstrom wing

This Way, Scottsdale! Thurs., March 3 8:00a – 11:00a

Follow-up to September's Next Steps Scottsdale: Building an Action Plan for Economic Growth forum. Momson Institute's Next Steps Scottsdale report and a talk piece developed by local business executives will be distributed. $10 Scottsdale Community College Performing Arts Center 9000 E. Chaparral Road, Scottsdale

Inspire Luncheon Wed., March 16 11:30a – 1:15p

Connect to a community of businesswomen for personal and professional development and be inspired by guest speakers Sara O’Meara and Yvonne Fedderson, cofounders of Childhelp. Members $35; guests $45 (with advance registration) Gainey Ranch Golf Club 7600 Gainey Club Drive, Scottsdale

Champions Breakfast: Roundtable Exchange Thurs., March 17 7:15a – 9:00a

Round-robin tabletop discussions provide high quality, focused interactions. Eight people per table. Maximum Exposure!

Wed., March 24 5:00p – 7:00p

If you prefer a margarita over a cup of coffee, then join us for our evening networking mixer showcasing the best venues in Scottsdale. Members: free; guests: $20 Cantina Laredo 7361 E. Frank Lloyd Wright Blvd., Scottsdale


Thurs., March 3 4:30p – 5:30p

Free Sedona Palms 2940 N. Litchfield Road, Goodyear

Business After Hours Thurs., March 10 6:00p – 7:30p

Free The Wigwam 300 E. Wigwam Blvd., Litchfield Park

Eco Avenues

Sat., March 26 9:00a – 2:00p

Free Estrella Mountain Community College 3000 N. Dysart Road, Avondale

Prime Time Table Top Expo Thurs., March 31 4:00p – 7:00p

Free; members may sponsor a table Pebble Creek Tuscany Falls Ballroom 16222 Clubhouse Drive, Goodyear


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Fratello’s Cafe First Anniversary — Ribbon Cutting — Champagne Brunch Tues., March 1 9:00a-11:00p

Come help us celebrate our first anniversary with a Ribbon Cutting at 9am and a champagne brunch to follow. Please let us know you are coming so that we can get a count Free Fratellos Cafe 13560 N. 94th Drive, Peoria Amy: (623) 875-1411

Capture A Customer Training for Members — online meeting Wed., March 2 6:00p – 7:00p

This class will be hosted by Jeanne Brovelli from Chamber Nation and will take our members through an online presentation about growing your business. The overview will take approximately 30 minutes, and after the presentation members will have an opportunity to ask questions about this program. Free

Sam’s Club Networking Event Thurs., March 3 7:30a – 9:00a

Networking Group meets at Sam’s Club in Surprise on the 1st & 3rd Thursday of each month. This is sponsored by Sam’s Club and supported by the Surprise Regional Chamber. Bring those door prizes and business cards and join us for valuable networking time! Free Sam’s Club 16573 W. Bell Road, Surprise Dee Baginski: (623) 583-0692

Membership Retention/ Committee Meeting Thurs., March 3 1:00p – 2:30p

(Committee Only) Free Surprise Regional Chamber Conference Center Heather Tripp: (623) 214-5640

Traffic Catcher Website workshop

First Friday Brown Bag Lunch

Chamber members invited to a Traffic Catcher Website workshop for assistance in initial setup, or help to manage your existing traffic catcher website. Limited to first ten members. Please register or call Robin for info. Free Surprise Regional Chamber Conference Room Robin Potter: (623) 583-0692

BYO Lunch and network with other chamber members at the Chamber Conference Center. Due to space limitations, this event is open to the first 30 registrants only. Each attendee will be given the opportunity to provide a 35-second commercial for their business. Surprise Regional Chamber Conference Center Mary Orta: (623) 583-0692

Tues., March 1 8:30a-10:00a

Fri., March 4 12:00p -1:00p


In Business Magazine


Ag e n d a

February 2011

Capture A Customer Training for Members — online meeting

Sam’s Club Networking Event Thurs., March 17

This class will be hosted by Jeanne Brovelli from Chamber Nation and will take our members through an online presentation about growing your business. The overview will take approximately 30 minutes and after the presentation members will have an opportunity to ask questions about this program. Free

7:30a-9:00a Networking Group meets at Sam’s Club in Surprise on the 1st & 3rd Thursday of each month. This is sponsored by Sam’s Club and supported by the Surprise Regional Chamber. Bring those door prizes and business cards and join us for valuable networking time! Free Sam’s Club 16573 W. Bell Road, Surprise Dee Baginski: (623) 583-0692

Civic Affairs Committee Meeting

Monthly Newsmakers Luncheon

(Committee Only) Free Surprise Regional Chamber Conference Center

Join us for this fun and informative networking opportunity, and great food to be enjoyed by all. Members: $10.00 pre-registration, $15.00 at the door; non-members: $20.00 The Communiversity at Surprise 15950 W. Civic Center Plaza, Surprise Mary Orta: (623) 583-0692

Fri., March 4 Noon – 1:00p

Fri., March 4 1:00p – 2:00p

Communication Committee Meeting Mon., March 7 9:30a – 10:30a

This Committee coordinates all external communication for the chamber. It issues press releases, oversees PR efforts and manages the chambers relationship with the media. (Committee Only) Please see website or call for location. Charlene Bisson: (623) 972-6101

Monthly Chamber Breakfast Tues., March 8 7:30a – 9:00a

Members: $15 pre-registration; $20.00 at the door Non-Members: $25.00 The Colonnade at Surprise 19116 Colonnade Way, Surprise Mary Orta: (623) 583-0692

Military Affairs Committee Meeting Fri., March 11 Noon – 1:00p

Committee Only Surprise Regional Chamber Conference Center

Small Business Council Meeting Tues., March 15 3:00p – 4:00p

Free Surprise Regional Chamber Conference Center Stephen Wright: (623) 975-5900

St. Patrick’s Day Mixer Wed., March 16 5:00p – 7:00p

Come join us for an early St. Patrick’s celebration.. Food/Drinks/Gift Prizes. No cost, just fun. Medi-Weightloss Clinics 10714 W. Bell Road, Surprise Christy Macy: (602) 686-1148


M a r c h 2011

Fri., March 18 11:30a – 1:00p

New Member Orientation Thurs., March 24 3:30p – 4:45p

Join in this networking event and explore the full range of benefits available from your membership in The Surprise Regional Chamber of Commerce. From networking events to committee organization. Bring business cards and meet up with other new members. Free Surprise Regional Chamber Conference Center Mary Orta: (623) 583-0692

Member Mixer

Thurs., March 24 5:00p – 6:30p

Member mixer to follow the Member Orientation. Networking with your fellow chamber members and meet our newest members in an informal environment. Free Surprise Regional Chamber Conference Center Mary Orta: (623) 583-0692

Business Education Seminar Thurs., March 24 8:30a – 10:00a

Come join us at the UltraStar Theaters in Surprise as we continue our Business Education Seminar Series.As always, in addition to great training, there will be a continental breakfast, prizes given away and great networking before and after the presentation. Free Ultrastar Cinemas 13649 N. Litchfield Road, Surprise Mary Orta: (623) 583-0692



Networking @ Noon

Tues., March 1 11:30a – 1:00p

Thurs., March 10 11:30a – 1:00p

Learn the art of relationship building, enjoy a fantastic lunch and have fun promoting your services at this “speed dating for business” event. Members: $25; non-members: $35 Dave & Buster’s, Tempe Marketplace 2000 E. Rio Salado Parkway, Tempe

Business Before Hours Tues., March 15 7:30a – 8:30a

Bring brochures and business cards and be ready to give a 30-second commercial about yourself or your business. A light breakfast is provided. Members: free; non-members: $7 Studio ADT 1775 W. University Drive, Tempe

Hot Topics and Lunch: “Memory Dynamics” with Sean O’Neil Thurs., March 17 11:30a – 1:00p

Unlock your memory power! This presentation is loaded with ideas and tips to help you and your organization become less stressed, more effective and, ultimately, more profitable. Members: $25; non-members: $35 Location TBD

State of the District Tues., March 22 7:00a – 9:00a

Join our audience of community, political and civic leaders as we welcome the honorable Rep. David Schweikert of U.S. Congressional District 5. Congressman Schweikert will share his vision for the future of our district, state and country. Members: $55; non-members: $65 Rio Salado College 2323 W. 14th Street, Tempe

Oasis in the Desert Wed., March 23 6:00p – 9:00p

The Oasis in the Desert evening celebration is hosted by the Ambassadors Committee and provides a wonderful opportunity for the Tempe business community to enjoy an evening of dining, dancing and entertainment. The night features elegant and delicious food and desserts skillfully served by local restaurants, music and dancing, silent auctions and much more. Tickets: $40 The Waterfront in Tempe 5350 S. Lakeshore Drive, Tempe

Spotlight Our Members $35.00 per person SKYE Fine Dining 16844 N. Arrowhead Fountain Center Drive, Peoria

WOMEN IN BUSINESS GROUP Women in Business Networking Event Tues., March 29 8:30a – 10:00a

Event will provide attendees with exceptional networking opportunities and a chance to interact with the latest in technology. Light breakfast and coffee will be served throughout the course of the event during which attendees will be able to meet and talk with other business women in a relaxed atmosphere. Door prizes will be given away periodically during the event. Free Microsoft Store Scottsdale Fashion Square Mall – Nordstrom wing

WOMEN OF SCOTTSDALE General Meeting Fri., March 18 11:30a – 1:30p

$35.00 per person The Westin Kierland Resort and Spa 6902 E. Greenway Parkway, Scottsdale

in business mag dot com Expanded Calendar Business Resources Business Forms Job Search . . . and more.

We Value What We Own

The Nook for Business As you know by now, Barnes & Noble created its own version of an eReader. The largest bookseller in the nation, Barnes & Noble, tapped into this market to promote and distribute book titles, magazines and more, providing access to them anywhere. With more than 2 million titles available, it is tapping into an increasing market for business books, data and research that work well for business owners and managers who are always bettering their practices. The NOOKcolor is the first full-color, touch, reader’s tablet and provides what is described as an ultimate experience VividView™ touchscreen. In addition to access to publications, the device also includes multiple applications that allow Nook owners to access Wi-Fi as well as discounts and other promotions at Barnes & Noble makes it easy for customers to enjoy any book, anytime, anywhere with its free line of NOOK software available at Customers can use this free eReading software to access and read books from their Barnes & Noble digital library on devices that include iPad™, iPhone®, iPod touch®, Android™, BlackBerry® and other smartphones, PC and Mac®. Priced at $249. —Mike Hunter Barnes & Noble NOOKColor


An Executive Sedan of Substance and Style Today’s greatest liquid asset is gasoline. With prices set to hike again and a recession that taught us to be sensible, choosing the newly styled 2012 Audi A6 is a road best traveled by the business executive who is made of substance. The new look is described as bossy, sporting the new Audi “corporate grill” and a bulging hood that incorporates sleek lines in the Halogen headlamps with an LED light strip, giving this new design a more dominant stance than its predecessors. Car and Driver reviewed the vehicle and says it is “approaching perfection.” The interior is superb, with Audi’s expected attention to detail, and workable instruments will not disappoint. This is a grand and roomy interior — with elegant or sporty options — that is great for clients or an elegant evening out on the town. Rear legroom is spacious, and amenities for clients on board include rear headrests and a center armrest. Getting 18 mpg in the city and 28 on the highway, this supercharged 3.0-liter V6 is predicted to do 62 mph in 5.5 seconds, according to the German car company. Colors are standard Audi black, silver and red. The 10-speaker sound system is impressive and the model is Bluetooth-enabled for hands-free everything. $46,000-$60,000. Due mid-2011. —Mike Hunter Audi

Personal Health

Prep Yourself: Your Health Is Your Asset Everyone should develop a lifetime plan to stay healthy. A healthy lifestyle, an understanding of personal health risks and the appropriate use of screening tests are all important parts of a plan. Routine screening tests can be one of the most important personal health strategies. Screening tests are designed to detect disease or risk factors for disease before symptoms appear. Detecting disease early can lead to more effective treatment. Identifying risk factors for disease may reduce the chance of developing certain diseases or prevent them completely. Much research on the development and effectiveness of various screening tests has been done in recent years. Although effective screening tests are widely available, many people do not take advantage of them. A screening test is not necessarily complicated or expensive. For example, a simple blood pressure check can detect elevated blood pressure, or hypertension, which is a risk factor for heart disease and stroke. Discovery can lead to early treatment and prevention of these adverse outcomes. Common screening tests in addition to blood pressure measurement include checking your cholesterol value and blood

sugar (an indicator for diabetes). Cancer screening tests are available for colon cancer (starting at age 50), breast cancer (mammograms, annually starting at 40), cervical cancer (Pap test) and prostate cancer (blood PSA test starting at 50). Personal risk factors can change the age at which testing begins and the frequency with which the tests are performed. There are also other important strategies to stay healthy and prevent disease. In addition to specific screening tests, reviewing your family history and lifestyle can help identify risk factors that may increase or decrease your chances of developing specific conditions. The best approach is to discuss a lifetime preventive strategy with your personal physician. Completing one of the many available health risk appraisal tools on the Internet can help make you more informed about your personal risks and increase the focus and productivity of your discussions with your physician. —Michael A. Covalciuc, M.D., M.P.H., Director of Mayo Executive Health Program Mayo Executive Health Program

In Business Magazine


Power Lunch

Meals that Matter

Quick & Dirty: Top Spots for that Fast yet Meaningful Lunch So often business takes us “on the fly.” It can be a last-minute business deal that need not be buttoned up, a forgetful Thursday where no one planned the day’s important lunch meeting — or a meeting that calls for a quick bite. Whatever the reason, here are some suggestions for that impromptu lunch where you are sure to get in quickly, impress to the necessary level and walk away knowing you are building business.

Blanco Tacos & Tequila — Scottsdale

Frank & Albert’s A Classic Arizona Biltmore’s lunch spot is inspirational by Mike Hunter

Photo: Arizona Biltmore

Albert Chase McArthur, an architectural student of Frank Lloyd Wright, and the renowned architect himself created the hotel that put Phoenix on the map in the mid 1920s. Their philosophy in designing the Arizona Biltmore was to draw from the terrain, using local elements and engaging the senses. This is the inspiration behind Frank & Albert’s at Arizona Biltmore, the year-old establishment that was built in place of the Biltmore Grill. Serving natural inspirations from local purveyors, Executive Chef Todd Sicolo and Chef de Cuisine Conor Favre created the menu of contemporary versions of classic American comfort food. Organic soups, salads, meals “on a bun” and even the famed daily “blue plate specials” served at the Biltmore since 1929 make up the lunch menu. Tuesdays, order the B.A.L.T., made with Applewood-smoked bacon, avocado, crisp lettuce and thick-cut tomatoes. Wednesday’s homemade Mac & Cheese is made with five cheeses, and —making it okay to order during a business lunch — it is served with a light and healthy salad. The power and importance of the Arizona Biltmore architecture — high ceilings, open and airy atmosphere with your comfort in mind — make this an appropriate setting for lunch with the ladies or that serious meeting with your toughest client. Newly built with the restaurant, a patio offers views of the grounds — a true escape for that hour-long midday break. Enjoy a non-alcoholic Italian Soda made of Sprite, Moring Almond Syrup, Grenadine and lemonade. Or dare to try Chef Favre’s Basil Lemonade made with rain organic vodka, fresh Biltmore garden-grown basil and lemonade. The architects claim that art, architecture, community and character are the foundations by which this resort was built. However, comfort, warmth, great service and innovative variations of our favorite foods and drinks bring it all together and make Frank & Albert’s a classic for lunch. Frank & Albert’s at Arizona Biltmore 2400 E. Missouri Avenue, Phoenix (602) 381-7632

Fresh Mexican, this place will fit the bill. Service is fast, food is good and ambiance is right for that out-of-towner or colleague. A unique, healthy twist on your favorite Mexican food dishes. Menu is mostly a la carte so it’s easy to put together that perfect lunch meal. The Borgata • 6166 N. Scottsdale Road (480) 305-6692 •

Caffe Boa — Tempe

This spot will never disappoint. Jay and Christine Wisniewski have impressed food lovers since 1994 with this Mill Avenue District eatery. Fresh, organic and always creative. For occasions from casual to formal, the staff will treat you right. Open, airy (when weather permits) and always your best last-minute bet. Do try to get there early if you can. 398 S. Mill Avenue (480) 968-9112 •

District American Kitchen & Wine Bar — Downtown Phoenix Located in the Downtown Sheraton, this place has quickly become a Downtown classic. Local artists’ work adorns the walls and the food is contemporary comfort food made from fresh and “home-grown” herbs out of the on-site garden. Eat in the bar or dining room. It says business with taste. 320 N. 3rd Street (602) 817-5400 •

Zinc Bistro — Phoenix

An incredible location amidst the foot traffic in Kierland Commons, Zinc is reminiscent of the Boulevard SaintGermaine in Paris. The service is East Coast perfect and there will always be a table waiting for you at lunch. Incredible salads, hints of the midday cuisine of France and daily fresh fruits de mer will give that international taste to your business dealings. Bon appétit. 15034 N. Scottsdale Road (480) 603-0922 •


M a r c h 2011

MEMBER COMMUNIQUÉ March 2011 - June 2011

Scottsdale Airpark: The Economic Engine That Really Could An unassuming business park surrounding a former World War II training field in the desert has grown, matured and become the second largest employment center in the state of Arizona. Home to thousands of businesses of every size and type, the Scottsdale Airpark is now the amazing economic engine that could and will be the engine that Rick Kidder can for many decades to come as it undergoes redevelopment, identity building, transportation improvements and individual company growth. The Airpark, the envy of its type, has seen meteoric growth over the last twenty years. It is the embodiment of the diversity of the Scottsdale economy and a triumph of the importance of place — often in spite of itself. When it began, the Scottsdale Airpark lacked just about everything that economic development folks say is crucial to attracting business. It had no center. It had little infrastructure. It had no definable transportation routes. It had no gathering spots, no restaurants, no retail and no workforce for miles. The Scottsdale Airpark should not have worked, but instead it thrived, thanks to a lot of people who came before us who envisioned an economic development model that worked for Scottsdale. At the core of that model is a simple premise. Decisionmakers, all things being equal, will locate a business close to where they want to live. Businesses thrive there because of that simple fact. Business owners wanted to be close to their places of business but only if the amenities and livability were top-notch. Freeways and infrastructure came later. Restaurants, retail and gathering places followed. Improvements come every year. And the Chamber is working to unite the Airpark. It is remarkable to watch this engine go!

Inside the Scottsdale Airpark

There is a lot going on in the Scottsdale Airpark these days. Everyone has heard of the effects of the recession on the Airpark: employment is down from the record high four years ago, commercial vacancy is over 30%, even worse in the Perimeter Center area. The “great recession,” as they are calling it, has had a profound effect in the Airpark. Even so, there is much cause for optimism. Many firms have weathered the recession and come out stronger, ready to take advantage of improving market conditions. As a business owner and commercial property owner in the Airpark, I have developed a passion for promoting economic development in the area. I am honored to serve as the Chairman of the Scottsdale Area Chambers’ Airpark committee, which focuses on facilitating economic development and building community. Our committee has never been more vibrant, focused and energetic. The committee currently has five initiatives: 1) Airpark advocacy, Continues on pg. S@W 02

The Scottsdale Area Chamber of Commerce is the largest business organization in Scottsdale providing business advocacy, education, networking, leadership and exposure opportunities to our member businesses. The Chamber actively works to maintain Scottsdale’s high quality of life and create an environment where business innovation, excellence and entrepreneurship can thrive. For more information visit or call 480.355.2700.

Rick Kidder, President/CEO

In Business Magazine

Scottsdale@WOrk - 1

2) Airpark vision and branding, 3) “First Friday Airpark Breakfast” monthly educational series, 4) “Meet Your Neighbors” quarterly networking lunch, and 5) “Run Around the Runway” fitness event. As chairman, I have spoken to many CEO’s in the Airpark about the area, advantages, disadvantages, and why they have chosen to be located in the Airpark. Interestingly, more than one business owner cited the desert beauty and unique Scottsdale lifestyle as a primary attractor over access to a specific resource, large company, or

A Vision for the Scottsdale Airpark The Scottsdale Airpark is the second largest economic engine in the state. However, it lacks the signage, definable boundaries, and sense of community that one would expect of an economic zone and does not promote a definable brand and vision. The Airpark Vision and Branding committee is working with the community to change that, and will ultimately provide direction to city and state leaders as well as communicate a strong position to those looking to investment in the Airpark. The Airpark vision must direct resources into the area that will bring high-paying jobs, retain and attract talent, be a magnet for investment and fuel our success for many years to come. The committee has drafted the following vision statement to achieve these goals: The Scottsdale Airpark is where business in Arizona takes flight. The vibrancy and amenities of our community provide for a live-work-play experience that is as rich as the surrounding beauty of the Sonoran desert. The Airpark will attract no less than 5,000 new jobs in the next five years with an average salary of $65,000. Based on centers of excellence currently under development, the Airpark “Districts” growth will come from the following industries: • Aerospace/defense • High tech • Health care and bio tech • Light manufacturing • Business services • Retail • Hospitality The Airpark encourages private/public partnerships that make sense to foster this growth in a responsible manner, extend the reach of our economy, and attract the finest talent possible. Follow the committee's progress or join the conversation on

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educational institution. Many business owners also cite the ability to live close to work as being the main reason for locating in the airpark. Why commute when commercial space and first-class amenities are so close? Did you know that the Ice Den, practice facility for the NHL Phoenix Coyotes, was purposely located in the Airpark because of the proximity of players and coaches homes in North Scottsdale? Why commute to the stadium to practice when there is a world-class facility in the neighborhood? The outreach effort has uncovered other interesting characteristics of the Airpark. Some are surprising: • Safety — Business owners like the fact that their Airpark employees can work evenings or weekends without worrying about their personal safety. • Startups — Given the diverse mixture of business in the Airpark, there is something for everyone. Business can start small, prosper and grow amongst a group of visionary entrepreneurs. • Aesthetics — The “look and feel” of the Airpark is not one of a sterile, anonymous business park. Sprinkled in you’ll find retail (big box and local), restaurants and even a park. • Airport Access — Business adjacent to the airport property is tightly integrated into its operations. This time of year it’s fun to marvel at the level of activity at the airport and the variety of aircraft. • East/West access — The city has started to address traffic issues in the Airpark. A series of intersection improvements, rotaries, and a proposed new “Loop Road” will greatly improve traffic flow and support redevelopment in the Airpark for many years to come. • Transportation — Most businesspeople note that the Scottsdale Airpark is conveniently located off the 101, and can be reached easily from other parts of the Valley. • Sense of community — Aside from local retail and restaurants, many business owners report much of their revenue comes from out of state. Growing this sense of community within the Airpark will make it a stronger business community. To learn more about this outreach effort and connecting to the Airpark, please visit I have written several times about developing a vision for the Airpark, along with a definable brand. Those two efforts are now in progress with the Chamber’s Airpark Committee. The committee has a definable mission: 1) build a sense of “community” — connect the resources that make this area such a desirable place to live, work play, 2) attract outside investment — nationally and internationally, there is a real opportunity here, let’s get the word out, 3) Develop publicprivate partnerships that make sense and give us a competitive advantage (or at least equal footing). These are lofty goals. You can make a difference in the community by helping us all achieve these goals. To learn more, contact me at Andrew Bourne is the CEO of WayPoint Technologies. WayPoint provides unique and creative high-tech solutions to businesses seeking a competitive advantage for their business utilizing technology. Andrew has consulted and developed solutions for companies large and small including Qwest, Coors, Discount Tire, ING, Boeing, as well as many companies in the Airpark.

In Business Magazine

Scottsdale Airpark at a Glance The Scottsdale Airpark is the largest employment center in Scottsdale and the second largest employment center in the State. Zoning Aviation; Commercial Office; Commercial Retail; Hotel; Light Industrial

Mike Binder Editor Scottsdale Area Chamber of Commerce BETH BURNETT Editor Scottsdale Area Chamber of Commerce

Size ± 3,100 acres; ± 29M square feet of buildings Number of Businesses ± 2,500 Number of Employees ± 48,500 Area Includes The Scottsdale Airport; Mixed use areas surrounding the airport; Master-planned communities Annual Economic Impact on Region Airport: $182M; Airpark: $2.5-3.0B

For more information

In Business Magazine

Board of Directors Executive Committee Board Chair Kurt Zitzer Meagher & Geer, PLLP Vice Chair Eric Larson AVB Development Partners Immediate Past Chair Karen Wittmer-Jekel

Rick Kidder President & CEO Cindi Eberhardt Vice President 4725 N. Scottsdale Road, Suite 210 Scottsdale, AZ 85251 Ph 480.355.2700 fax 480.355.2710

Treasurer Mark Eberle Henry & Horne, LLP

Public Policy Advisory Council Bill Heckman Heckman Marketing Associates Member Value Advisory Council Steve Helm Westcor / Scottsdale Fashion Square AT LARGE MEMBERS Jennifer Bongiovanni Karas, Green Ideas, Inc.

Economic Development Kurt Brueckner Advisory Council Titus, Brueckner, Levine & Bryce Lloyd Johnson, PC FirstBank of Arizona Emerging Issues Angela Creedon ASU Public Affairs Scottsdale Partnership Melinda Gulick DMB Associates

Judy Egan JRE Enterprises, LLC Dale Fingersh The Right Direction Rick Kidder Scottsdale Area Chamber of Commerce

© 2011 Scottsdale Area Chamber of Commerce. A publication of the Scottsdale Area Chamber of Commerce. For more information or to join the Scottsdale Chamber, please contact us at Section designed by InMedia Company, LLC.

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2011 Scottsdale History Hall of Fame Over the past 18 years, the Past Presidents’ Council of the Scottsdale Area Chamber of Commerce has selected 111 inductees into the Scottsdale History Hall of Fame. Inductees have contributed immeasurably to the rich heritage of Scottsdale, dating back to its modern-day founding in 1888 by Army Chaplain Winfield Scott. Tom Sadvary, past president of the Scottsdale Area Chamber of Commerce, serves as chair for this year’s induction, which includes the following honorees:

Chet Andrews Since retiring as an engineer with SRP and the U.S. Navy Reserve, Chet has volunteered countless hours as a community leader. He was the second president of the McDowell Sonoran Land Trust, continued to serve on its board for over a decade and was instrumental in creating and leading the Preserve Steward program, which now has hundreds of trained Stewards. Chet has personally conducted hikes, built trails and mentored many current and future Preserve leaders. He also served several terms as president of the Sertoma Club and participated in international exchange programs.

Bob Howard Graduate of Coronado High School, ASU and ASU Law School, Bob has been a partner in a Scottsdale law firm for over 30 years and serves as a Judge Pro-Tem for the City of Scottsdale. He has served as Patron of the Scottsdale Charros, and helped negotiate a long-term spring training contract with the San Francisco Giants. As President of the Partners for the Paiute Neighborhood Center, he initiated an annual fundraising breakfast and helped start a legal assistance program at the Center. He’s chaired the Scottsdale Airport Commission, Scottsdale Leadership, Scottsdale Bar Association and Scottsdale Education Foundation. His sideline is stand-up comedy; in 2001 he was named Funniest Person in the Valley.

Oliver Smith A certified gemologist and owner of Oliver Smith Jeweler in Scottsdale since 1985, Oliver is chair of the McDowell Sonoran Conservancy and a Preserve Steward, a past President of the Board of the Scottsdale/Paradise Valley YMCA, a life member of the Scottsdale Charros, a member of the Scottsdale Rotary Club, and a graduate of Scottsdale Leadership. He assists numerous charities in their fund-raising efforts, and has coached a basketball team at the Boys and Girls Club of Scottsdale for several years.

Scottsdale Training and Rehabilitation Services (STARS) Founded as the Scottsdale Foundation for the Handicapped in 1973, STARS provides a lifetime support system for individuals with developmental and cognitive disabilities. STARS, with fundraising and activities assistance from its auxiliaries, Las Madrinas and Los Patrinos, offers vocational work centers, community-based employment, day programs, life skills training and recreational activities with a goal of facilitating independent living. Growing from a small program held at the former Scottsdale Jaycees clubhouse in the 1970’s, STARS now has two facilities serving 180 of participants and their families. STARS is communityled, community-sponsored and community-spirited.

Nancy and Ralph Knight Since moving to the unincorporated Pinnacle Peak area in 1977, the Knights worked tirelessly to bring their neighbors in the then-sparselypopulated area together for social, charitable and civic activities. They were instrumental in forming the Greater Pinnacle Peak Homeowners Association, and worked with Maricopa County, and the City of Scottsdale after annexation, to preserve as much of the desert and mountains as possible while keeping an eye on planned development. They have been leaders in several fundraising campaigns for Our Lady of Joy, Notre Dame Prep and other Catholic schools in the area. Ralph Knight died in June 2010; Nancy continues their good work.

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18th Annual Scottsdale History Hall of Fame Dinner Tuesday, April 19, 5:30 p.m. Chaparral Suites Resort and Conference Center, 5001 N. Scottsdale Rd., Scottsdale Tickets: $60 per person; Corporate tables: $1,200 with proceeds benefiting the Scottsdale Historical Museum. For more information, Contact Leslie Nyquist at 480-949-2174 or

In Business Magazine

Connect The Scottsdale Area Chamber of Commerce offers a variety of networking opportunities to connect with customers and colleagues to help grow your business. Visit

Connect to a community of young professionals and emerging leaders throughout the Valley at the GET networking mixers and professional development workshops.

Join us in the best venues in Scottsdale and network in a relaxed social setting during our monthly Business After Hours evening mixers.

Get connected to Airpark business owners and professionals, and gain access to opportunities, information and insight at our First Friday Airpark Breakfasts.

Champions Breakfast is all about building relationships, generating leads and creating buzz. These popular breakfasts offer a variety of networking formats for maximum exposure for your business.

Inspire, the Chamber’s exclusive event for professional women, provides an opportunity to connect to a community of women for personal and professional development.

This unique, quarterly lunch, hosted by the Airpark committee, is all about building community and getting to know your Airpark neighbors!

Nationwide Background Checks Employee Screening

Tenant Screening

• Protect Against Potential Liability

• Safeguard Existing Residents

• Uncover Criminal Backgrounds

• Reduce Skips & Evictions

• Safeguard Employees & Clients

• Protect Owners from Liability

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• Maintain FCRA Compliance

800-787-2439 or 602-870-7711

If you could have known, you SHOULD have known.® In Business Magazine

Scottsdale@WOrk - 5

News Bites Scottsdale Chamber Goes Mobile! The Chamber recently launched a powerful, robust and dynamic mobile website in partnership with Scottsdale-based Mobile Caviar. The site, accessible on all web-enabled cellular devices, offers a wealth of valuable information about Chamber members, events and initiatives and allows viewers on the go to easily connect with our members. We are the first Chamber in the state to offer this cutting-edge technology as a way to improve our service while also raising the profile and accessibility of our members. To access our mobile website, simply enter www. in your mobile browser or text the word "Scottsdale" to 99222 from your mobile device. You will receive a text back with a link that takes you to the site.

For more information visit the Mobile Caviar website or e-mail David Sonkin,

Connect with the Chamber

Chamber Partners with Police Association The Chamber’s Give It Forward committee is proud to announce a new partnership with the Police Officers of Scottsdale Association (POSA) Outreach to help raise awareness and provide fundraising assistance with their Help a Hero … Be a Hero campaign. “The Chamber is honored to partner with POSA Outreach, an organization that has such a tremendous impact on Scottsdale,” said Rick Kidder, president and CEO of the Scottsdale Area Chamber. “We are thrilled to help extend their outreach in the community.” The goal of the Help a Hero … Be a Hero campaign is to raise money for POSA’s 907 Fund, also known as the Officer Needs Assistance Fund. The 907 Fund was created in 2007 to provide financial assistance to the families of fallen or seriously injured members of law enforcement, both civilian and sworn. The numbers “907” represent the radio code used by law enforcement that indicates an officer needs emergency assistance.

Get Involved For more information about the initiative, getting involved or making a donation, contact the Give It Forward committee chair Jeff Jameson at 480.668.3676 or

Become a fan on Facebook: ScottsdaleChamberFans

Follow us on Twitter:

Join our Groups on LinkedIn

View photos from our events on our flickr page: scottsdalechamber/sets

New Economic Development Advisory Council Subcommittees Focus on Business Attraction and Retention Bryce Lloyd, President of FirstBank of Arizona and chair of the Chamber’s Economic Development Advisory Council (EDAC), recently announced the formation of two subcommittees created to complement the City of Scottsdale’s efforts to attract and retain local jobs. The two subcommittees, Business Attraction and Business Retention, which support the Chamber’s economic development agenda, will operate for the foreseeable future with results reported regularly to the Scottsdale Area Chamber’s Economic Development Advisory Council. Part of the success of the Business Attraction subcommittee, chaired by former City Councilmember Wayne Ecton, will be based on 1) developing a plan that leverages our City’s assets to attract new Scottsdale jobs and 2) creating stronger metropolitan Phoenix and statewide ties to help implement initiatives that lead to new jobs being created in Scottsdale and the surrounding region. The Business Retention subcommittee, chaired by Scottsdale Vice Mayor Suzanne Klapp, will largely focus on activities that lead to identifying issues, evaluating opportunities and advancing solutions that will assist our local business community to be successful and thrive within Scottsdale. Joint activities and visits from other members within the business community will help foster a collaborative effort in “growing our own” while seeking opportunities to maximize expansion of individual businesses in Scottsdale.

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Check out our YouTube Channel: scottsdalechamber

Connect with the Chamber on our Social Media sites

Do You “Like” the Chamber?

With a new year came a new Facebook page! We deleted our “Friends” page in favor of our “Fan” page. If you have not done so already, please go to www. and click the “Like” button to follow the Scottsdale Area Chamber. Look to us for news, information and events that impact the Scottsdale business community. See you there!

In Business Magazine

Featured Members The Chamber membership represents a diverse mix of business and individuals. We are pleased to welcome a few of our newest members: Aircraft Charters, Sales & Service

Management Consulting

AirSprint US (

Vital Resources Int’l - Esther Michaels (

Automobile Dealers

Marketing-Sales, Consulting

Spring has sprung and it’s time once again for the Scottsdale Area Chamber Open Golf Tournament! This is a great opportunity to entertain your best clients, enjoy our beautiful weather, and and play at one of Scottsdale’s Monday, May 16th most beautiful courses, Ancala Country Club Ancala Country Club. Following the tournament, the Chamber will be honoring our volunteers at the Business Volunteer Awards! Help us thank the people who make the Chamber possible through their tireless efforts!

Right Honda ( Mobile Caviar ( Entertainment - Movie Theaters Publications

iPic Theaters (

Prime Prospects (

Scottsdale Area Chamber Open Monday, May 16th, 2011 Ancala Country Club $125 Per Player Register at: Sponsorship Opportunities Available Contact Tina Miller at or 480-949-6283

For the entire membership directory, visit

CONNECT with Scottsdale businesses on their turf.

Join the Chamber before March 31st to receive a special offer! Call 480.355.2700 or go to

In Business Magazine

Scottsdale@WOrk - 7

Infocus: The 2010 Sterling Awards and Red Carpet Fall Tradeshow Congratulations to this year’s winners: St. Mary’s Food Bank, Celebration of Fine Art, Human Capital Strategies and Scottsdale Fashion Square!

The Chamber recently celebrated the 25th Anniversary of one of the most coveted business awards in the Valley, the Sterling Awards. The program embodies the spirit of our organization by celebrating the people and companies that make our community a great place to live, work and play.It was followed immediately by the Red Carpet Fall Tradeshow.




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1. Rick Kidder opens the Sterling Awards. 2. 3TV’s Tara Hitchcock hosted the event. 3. Non-Profit finalists Pam Gaber (Gabriel’s Angels), Terry Shannon and Beverly Damore (St. Mary’s Food Bank-Winner), and Rob Perelka (Every Kid Counts). 4. A sumptuous Sterling lunch. 5. Finalists Charley Freericks and Melinda Gulick of DMB Associates. 6. Micro Business finalists Rudy Troisi (Reliable Background Screening), Susan Potje (Celebration of Fine Art-Winner), and Neil Schneider (Sonoran Studios). 7. Neil Schneider of Sonoran Studios celebrates. 8. Confetti Fun Sticks wrapped up the Sterling festivities. 9. Small Business finalists Margie Long (Hot Air Expeditions), Jason Knight (Human Capital Strategies-Winner), and Jason Roth (Payroll Experts). 10. The Best Themed Booth Award goes to Josh Gershweir of Hotel Valley Ho. 11. Scottsdale Fashion Square’s Steve Helm and the SFS Team. 12. Big Business finalists Steve Helm (Scottsdale Fashion Square-Winner), Marion Kelly (Mayo Clinic), and Melinda Gulick and Charley Freericks (DMB Associates). 13. Tradeshows mean Valuable Connections! 14. First Impression Security Doors makes a new customer!

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In Business Magazine

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access • spring 2011

about asba

For nearly 40 years, the arizona small business association (asba) has been a trusted source in creating opportunities for businesses to make money, save money and achieve amAZing results. With a membership of almost 5,000 businesses, representing over 300,000 employees, asba is the second largest trade association in the state and the only statewide association dedicated to serving small businesses. From outstanding value to an extensive range of support and services, asba is committed to making Arizona the best place for launching and growing your business.

in this issue reinvention = innovation ......................

pg. 2

its all about the numbers ..................

pg. 4

reign in your healthcare costs ............

pg. 6

. . . and more

arizona small business a s s o c i a t i o n

central arizona 4600 E. Washington Street, Suite 340 Phoenix, AZ 85034 p | 602.306.4000 f | 602.306.4001

southern arizona 4811E. Grant Road, Suite 262 Tucson, AZ 85712 p | 520.327.0222 f | 520.327.0440 © 2011 asba. A publication of the arizona small business association. For more information or to join asba, please contact us at Section designed by the arizona small business association.

get aggressive, get competitive: success for 2011 Remaining competitive in today’s local and global business economies demands Arizona entrepreneurs be innovative. As I meet with business owners across the state – whether it is Phoenix, Tucson, Flagstaff or Yuma – they are not just challenged by one another, but often by competitors in Austin, Boston, Dubai, New Delhi and Shanghai. Many entrepreneurs grapple with the question: “What can I do to sustain and advance my company’s competitive edge?” Donna Davis The answer is innovation, and the solutions are found throughout our state – in our businesses, community organizations, and universities. Keeping ahead of the curve requires the right partnerships and access to tools that will help you work smarter, save money, and propel business success. Entrepreneurial skills require a capacity to imagine and adapt to the unknown. One of my goals at the Arizona Small Business Association (asba) is to provide timely educational training – sharing best practices that will help break down barriers and foster our members’ innovation capacity. Maintaining an environment that fosters innovation requires keeping a pulse on public policy issues that most affect small businesses. That is one reason asba is polling business owners across the state and sharing their input with Arizona policy makers. A series of recent polls suggest small businesses are feeling more optimistic about their business outlook, are beginning to add jobs, and are looking for government to focus on small business’ needs. Our survey found Arizona small business owners are looking to state and federal elected officials to reduce corporate, sales and property taxes, and the capital gains tax. I shared those results with the Arizona Senate’s Commerce and Energy Committee at the beginning of February, with a promise to continue educating our policy leaders on what businesses say they need to succeed. By minimizing regulatory barriers, eliminating policies that inhibit business growth, and creating tax policies that support small business, we can innovate and strengthen Arizona’s position in local, national and global economies. That’s really what innovation is about: developing common-sense, forward-looking solutions to the challenges we face; thinking through old and new challenges in fundamentally different ways. It’s about an aggressive approach to getting business done, and asba is here to guide the way. – Donna Davis, CEO | arizona small business association

innovators are small business

Innovation. We often define it as something newly invented, such as a process, technology or system. Frequently, we use it in reference to things scientific and high-tech. Innovative describes the people behind the process or technology – you recognize them: resourceful, creative, forward–thinking, or proactive. These are Arizona’s entrepreneurs – imaginative, inventive, ingenious – the small business owners who have a dream and the tenacity, diligence, perseverance and determination to turn ideas into reality. These tireless, multi-taskers run more than a business. They identify niche opportunities, adapt quickly in an ever more competitive global marketplace, and they embrace challenge with creativity. The results lead to strong solutions and brilliant successes. Learn more about some amAZing innovators inside.

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reinvention = innovation arizona small business association board of directors

by kristen wilson, asba sr. vp, member services + programs

asba member, Specialized Services Company (SSC),

Lynn-Paige | Chair PerfectPower, Inc.

Joe Higgins | Vice Chair Sports Buzz™ Haircuts

opened its doors in 1969 with a used pick-up and a small bank loan. Historically an open cut excavation company, this family business quickly grew to become a leader in underground

Donna Robinson | Secretary Network Dogs, Inc.

Jacob Gregory | Treasurer Clifton Gunderson, LLP

utility infrastructure. When 9/11 hit, the company was faced with a “do or die” situation that could have caused them to ultimately go out of business. The country dramatically shifted

John Adam Kowalski | Past Chair

its spending from development to defense,

Pivot Productions, Inc.

and funding for projects like highways and

Glenn Hamer Arizona Chamber of Commerce and Industry

Roy Irwin Irwin Insurance & Investments, LLC

construction were all put on hold or completely cancelled. Luckily, the company was in contracts and could continue working through 2002, but in 2003, they experienced the worst year in the company’s 40 year history. Their current jobs were cancelled or

Debi Kuehn Kuehn Financial Education Services

Doug Martin Good News Radio Broadcasting

put on hold for over a year. “We knew we were in trouble and needed to do something quickly,” says Marcia Veidmark, president and one of the original founders of SSC. “We literally had

Dr. Jan Northup Management Training Systems, Inc.

Paul Smiley Sonoran Technology & Professional Services

Brad Specht Wells Fargo Bank

Linda Stanfield Benjamin Franklin Plumbing

Mark Staudohar ACCENT’ Hiring Group

to reinvent ourselves.” To start the ball rolling, their staff brainstormed on what they could do that would make them a worthwhile investment to a bank for additional funding. They then realized that there was a service that they had been subcontracting out that they might be able to bring in-house. This service was vacuum utility potholing, which includes large scale dirt removal. Not only would SSC be able to self-perform this function for their own projects, but they would also be able to offer this service to other companies.

Victoria Trafton Referral Institute of Central Arizona

Janice Washington Arizona Small Business Development Network

However, they would first need to purchase an expensive vacuum excavation truck. Because of the crisis of 9/11, there was some equipment available on fire sale and auction, and they were able to find a $100,000 truck for only $50,000. Veidmark

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took the proposal to a local community bank and showed them that with this new venture, they could more than pay the cost of the $50,000 loan to purchase the new truck. “I applaud our community banks. Because of them, we secured this loan through a relationship,” continues Veidmark. “We were able to create a new division that complemented us and gave us life blood.” The new venture started with just one truck, but they made a goal to add a new truck each year – which they did for the next five years. Now, if they run into a problem during an underground drilling project, they don’t have to wait to call someone to investigate – they can take care of it themselves. The company has used the new vacuum excavation trucks for other unique projects including saving the foundation of a historic building on ASU’s Tempe Campus and the Light Rail project. “This is an exciting arm that we would have never had if we hadn’t been willing to be proactive – not to just stay comfortable,” says Veidmark. “You must forecast and watch for trends so you can make big decisions quickly.” A used pick-up and a small bank loan gave the company it’s beginning in 1969, and a new truck and a slightly bigger bank loan gave them a new beginning in 2002. Sometimes, innovation is simply reinvention.

For more information, visit

local entrepreneur makes it


Company: Mountainside Fitness | Owner: Tom Hatten | Established: 1991

Starting a business doesn’t always mean emptying out your bank account. asba member, Tom Hatten, owner of Mountainside Fitness, can attest to that. In 1991 (at the age of 21) Hatten decided to start a fitness center and has since grown his empire from one club to 10 with sales totaling approximately $35 million annually. So how did he do it? Tom Hatten, Owner of Mountainside Fitness

Hatten has a few words of wisdom for Arizona’s next great entrepreneur: Research your location; go where there is no competition. If you go where there is a demand

for your service or product, then you already have a leg up on the competition. Don’t think of cutting costs; instead, think of making wise investments. At first, do as much as you can yourself. “I worked 100 hours a week and kept my other job [painting houses] for six months,” recalls Hatten. “As much stuff as I could physically do, I did.” Starting a business is never an easy feat, but with careful planning, a meticulous business plan and some brilliant marketing ideas you’ll be on a path to success.

interested in innovation? The Small Business Innovation Research (SBIR) and the Small Business Technology Transfer Program (STTR) can support business and product strategies with funding from the federal government, as an alternative to or in coordination with other forms of business financing. Join us at ASU Skysong on March 11, 2011 to learn to write an award winning SBIR/STTR Phase I Proposal. It will teach participants a structured grant-writing methodology demonstrated to be highly successful.

For more information, visit

For more information, visit

Ken Blanchard College of Business | College of Education | College of Nursing & Health Sciences | College of Liberal Arts | College of Fine Arts & Production

Online • Campus

Get started today! Call or visit: 877-319-3244 | Grand Canyon University is regionally accredited by the Higher Learning Commission of the North Central Association of Colleges and Schools. (800-621-7440; ).

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its all in the

numbers by: whitney fletcher, asba marketing + events director

While the landscapes of many of our nation’s cities are dotted with massive corporate offices and headquarters, the true backbone of the U.S. economy is not concentrated in a handful of huge Fortune 500 companies. Rather, the companies that have a greater impact are, in fact, the smallest – especially when it comes to Arizona. So while investors and the media may pay the most attention to those on Wall Street, it’s the small businesses on Main Street that are quietly playing an instrumental role in our economy. Let’s take a look at the impact of small business – it’s all in the numbers.

The maximum number of employees a company can have and still be considered a small business.

500 asba - 04

97% The percentage of companies in Arizona considered small businesses.

45% The percent small businesses pay of total U.S. private payroll.

$4,646 The average amount that a small business owner spends per employee to stay in compliance with government regulations. The estimated number of new businesses started in 2009.



For every 100,000 adults, 460 are creating businesses each month.

Annual membership to the Arizona Small Business Association. The only home-grown association dedicated to serving small businesses in Arizona.

$150 asba - 05

good safety record? here’s how to increase your payback

by harold gribow, asba safety program director

Many business owners are not aware of how their business can benefit from an active and successful safety and health program. Bottom line: a good safety record can result in a sizeable dividend. The Arizona Small Business Association (asba) offers safety and health training and consultation that will help businesses understand and reap the benefits of reduced work accidents, fewer workers’ compensation claims and better compliance with Federal and State OSHA regulations. And when a business is insured for workers’ compensation with SCF Arizona, and also is a member of asba, the payback for good safety records is increased dividends on workers‘ compensation insurance, as well as a safe and efficient workplace, with fewer interruptions and reduced accident costs.

As Safety Program Director for asba, I am here to provide safety program education and consultation services to asba members. Five top services that asba’s safety program provides are: • Recognizing when safety and health programs are not as effective as they should be • Advice on managing the workforce to achieve excellence in safety and health • Assistance with OSHA compliance • Safety and health training seminars • Information on workers’ compensation insurance, including the process to obtain insurance and the best ways to keep the cost of insurance as low as possible. SCF Arizona and its subsidiaries make up the largest workers‘ compensation insurance company in the state, insuring over 35,000 businesses. Based on available year-end funds, SCF pays its insured members dividends. While SCF cannot guarantee dividends, it has

Because we are concerned about the safety of our employees, we appreciate knowing we can get training from asba at no charge. Recently, Harold Gribow, asba’s safety director, came to our facility to do training on safe lifting procedures. His training was beneficial to our employees and in turn will help lower our workers’ compensation premiums. Thank you asba,

Connie Eastman, Safety Director | Reuter Equipment & Reuter Fabrication

made payouts every year since 1970. asba members recently received nearly $800,000 by participating in asba’s Association Safety Program. In 2010, asba member businesses insured through SCF received an additional 125% of their individual dividends because of their membership in the association.

For more information, visit or call 602.306.4000

reign in your healthcare costs by steve holgerson, director, member benefits (asbb)

Talk healthcare, and the conversation quickly turns to the difficulty sole proprietors and very small businesses have in obtaining critical benefits, such as medical, dental, life and vision insurance, at affordable rates. Unfortunately, healthcare reform will do little to address this problem, but there are a couple of options to help bring your healthcare cost in line: • State Health Insurance Premium Tax Credit for individuals and small business. Potential to subsidize half of your health insurance premium. Rules: 25 or fewer employees, in business for at least a year, and have not offered health insurance for at least 6 months. Information at • Federal Tax Credits for Small Business. Potential to subsidize 35% of your health insurance premium. Rules: 25 or fewer full time employees with average annual wages below $50,000. Information at

asba - 06

• Consider plans with higher deductibles and coinsurance levels that offer office visit copays. If you are on a plan that offers $1,000-$2,500 deductible, and a coinsurance level of 80% or 90%, then you might find that a $5,000 deductible plan, with a 100% coinsurance and office visit copays may reduce your overall premium cost, plus keep “out of pocket” cost close to the same. • Learn more about HSA plans. HSA’s are high deductible, coinsurance only plans that allow you to establish a bank account to offset deductible and coinsurance amounts. Money deposited into your HSA bank account becomes tax deductible, and because the plans are high deductible without copays, the premium amounts tend to be less. Arizona Small Business Benefits (asbb), an asba company, helps you navigate through the different coverages available, find the right benefits for your company, and helps protect you against disability and HR related issues that can arise.

For more information, visit or call 602.931.4118

featured members

asba’s longest standing members: 1981 | Arizona Rentals

save the date

May 5th, 2011

1981 | The Peter Herrmann Co., Inc. 1982 | Valley Bevelling Corporation 1982 | Arizona Cutlery & Sharpening Service, Inc. 1985 | Scott's Coach Works, Inc. 1986 | Mining Camp Restaurant & Trading Post 1986 | Arizona Central Credit Union

18th annual


business awards


1986 | Christensen Computer Company, Inc. 1987 | Desert View 1987 | B. Bunch Co., Inc.

celebrating the best in business arizona biltmore

1987 | Red Eagle Enterprises dba El Porvenir Tortilla 1987 | Ramsey Welding Supply, Inc.

presented by

1987 | A&W Enterprises 1987 | Gompers Habilitation Center

U.S. Small Business Administration

1988 | Pete's Fish & Chips, Inc.

Learn more about these companies through the interactive business directory at

asba mixer presented by

M arch 2 4 t h | 5 pm - 7p m Lucky Strike Lanes | 50 Jefferson St

join us for our first networking mixer of 2011! Lucky Strike Lanes isn't your average bowling alley. This bowling alley is centrally located in the new City Scape Center and includes an old retro feel with some of the most hi-tech amenities. Join us as we mix and mingle with asba members and other associations and chambers throughout the valley. RSVP TODAY! (First hour of parking is FREE) Not an asba member? Use promo code “inbusiness324” to receive 50%

off your entrance fee.

visit to register or call 602.306.4000 asba - 07

asba staff Donna Davis, CEO Kristen Wilson, Sr. VP, Member Services + Programs

asba in action 1

David Drennon, VP Marketing + Business Development Debbie Hann, VP, Finance + Administration Steve Holgerson, Director, Member Benefits (asbb) Christy Coe, Director, Member Benefits (asba) Harold Gribow, Director, Association Safety Program Whitney Fletcher, Marketing + Events Director


Patricia Possert, Marketing + Events Director, Southern Arizona

1. New asba members gain valuable information at bi-monthly new member orientation meetings. 2. Another full house at asba’s fast + curious speed networking™.

Gabe Salcido, Graphic Designer + Marketing Assistant

3. Kyle Eastwood, musician and son of film icon Clint Eastwood, and Donna Davis, asba CEO, at asba’s Southern Arizona mixer.

Michelle Reynolds, Member Services Director

4. asba board members, John Adam Kowalski, Mark Staudohar, Victoria Trafton, Linda Stanfield, Jan Northup, Paul Smiley, Roy Irwin, and Janice Washington at asba’s 2011 Annual Meeting.

Rhette Baughman, Member Services Manager Carol Mangen, Member Benefits Assistant


Monica Guerette, Office Manager, Southern Arizona Sarah Travis, Receptionist

asba’s regional offices: central 4600 E. Washington Street, Suite 340


Phoenix, AZ 85034 p | 602.306.4000 f | 602.306.4001

southern 4811 E. Grant Road, Suite 262 Tucson, AZ 85712 p | 520.327.0222 f | 520.327.0440

asba - 08

NAWBO Phoenix is on the move!

NAWBO Phoenix Metro Chapter celebrates 25 years of serving as the voice and



vision of the women business owners of Phoenix. Recognized by Arizona Woman Magazine as The number 1 place to network in the Valley and by The Business Journal as one of the top 5 influential organizations in the Valley, NAWBO Phoenix is on the move.

Be part of the movement. Visit our web site today for membership information. 6 0 2 -772 - 49 8 5


w w w. n a w b o p h x . o rg


NAWBO速 and Women Mean Business

i n fo @ n a w b o p h x . o rg


In Business Magazine


INDE X Cochrane, Alec, 22

La Marche, James, 26

Richardson, Bruce, 24

Cooper, Tom, 12

Laughner, Maria, 20

Robinson, Julie, 32

Alvarado, Adriana, 14

Covalciuc, Michael A., 43

Longden, Jonny, 22

Rubio, Damon, 16

Anable, Michael E., 24

Coyne, Kevin P., 33

Marlin, Ken, 14

Scheier, Miquelle, 16

Bare, Aaron, 26

Coyne, Shawn T., 33

Matar, Bassam, 14

Schweiker, Dan, 32

Bateman, Deborah, 12

Curtis, Brad, 20, 21

McArthur, Albert Chase, 44

Severs, Paul G., 34

Benson, Maria Bailey, 26

David, Julie Smith, 22

McPheters, Lee, 18, 32

Shaw, Kirsten, 16

Blumenthal, Larry, 16

de Waard, Henk, 26

McQueen, Michael, 16

Sicolo, Todd, 44

Bowler, James, 26

Easom, Chris, 20

Mileti, Ron, 22

Singh, Madan, 24

Brewer, Gov. Jan, 24

Favre, Conor, 44

Parker, Georgia, 14

Slama, Laura, 26

Brinton, Robert, 20, 21

Griego, Andrea, 32

Pierson, Don, 26

Stoken, Jodi, 36

Brown, Jenny, 26

Grossman, Larry, 26

Pillay, Srinivasan S., 33

Tillison, Joe, 14

Bruhnke, Doug, 26

Hall, Derrick, 11

Pink, Daniel H., 33

Weiss, Maryanne, 66

Brunson, Bill, 34

Insel, Thomas, 36

Powers, James, 12

Wesselhoft, Maria, 26

Cherry, Jon, 24

Kendle, Jeri, 36

Radosevich, Teri, 14

Wright, Frank Lloyd, 44

Chopra, Deepak, 33

Kowalski, John Adam, 26

Resnik, Denise, 36

Zimmermann, Richard, 24

Center for Services Leadership, 25

Maricopa Workforce Connections, 13

Scottsdale Area Chamber of Commerce, 41, 45, 51

Mayo Clinic, 43, 67

Shortel, 10

Medicis Pharmaceutical Corp., 29

Southern Copper Corp., 29

Meritage Homes Corp., 29

Southwest Autism Research & Resource Center, 36

Index By Name

Index by Company

Central Phoenix Women, 39

3 Busy Dogs, Inc., 26

Chandler Chamber of Commerce, 39

A.T. Still University, 63

Chandler-Gilbert Community College, 16

Actionable Analytics, 22 Adaptive Curriculum, 26 Advanced Energy Efficiency & Environmental Quality, 16

Child Crisis Center, 36

Mesa Chamber of Commerce, 40

China Mist Brands, Inc., 32

Microsoft Store, 37

Southwest Valley Chamber of Commerce, 41

Copenhagen, 5

MSDx, Inc., 26

AirSprint Aviation, 7

Cox Business, 3

NanoVoltaix, Inc., 26

Alerus Bank, 25

Desert Fleet-Serv, 12

National Bank of Arizona, 4, 12

Surprise Regional Chamber of Commerce, 41

Arizona Biltmore, 44

District American Kitchen & Wine Bar, 44

National Institute of Mental Health, 36

Swift Transportation, 29

NAWBO Phoenix, 63

Target Commercial Interiors, 6

North Phoenix Chamber of Commerce, 40

Tempe Chamber of Commerce, 37, 42

Arizona Chamber of Commerce & Industry, 38 Arizona Community Action Association, 16 Arizona Department of Mines and Mineral Resources, 24 Arizona Diamondbacks, 20 Arizona Hispanic Chamber of Commerce, 38

Eller College of Management, 23 FilmBar, 16 Flypaper Studio, Inc., 26 Foray Land Consulting, 24 Frank & Albert’s at Arizona Biltmore, 44

North Scottsdale Chamber of Commerce, 40 Nyla Simone Home, 26 OrthoScan, Inc., 26

Sunshine & Spice, 14

Thunderbird School of Global Management, 26 UltraStar Cinemas, 16 UniSource Energy Corp., 29 Universal Technical Institute, 29,

Freeport McMoRan, 29

Peoria Chamber of Commerce, 40

Glendale Chamber of Commerce, 40

Peoria Sports Complex, 20

Good Night Pediatrics, 16

Phoenix Art Museum, 53

Google, 22

Phoenix Convention Center, 15

Arizona Social Networking, 39

Grand Canyon University, 57

Phoenix Film Festival, 65

Arizona Technology Council, 39

Greater Phoenix Black Chamber of Commerce, 40

Pinnacle West Capital Corp., 29

W.P. Carey School of Business, 18, 25, 32

Pivot Productions, 26

Waste Management, 17

Healthcare Solutions Centers, 35

Reliable Background Screening, 49

Wells Fargo, 19

Barnes & Noble, 43

Holmes Murphy, 10

Republic Services, Inc., 29,

Bikram Yoga Institute, 32

Hypercom Corp., 29,

Resolution Copper Mining, 24

Western Maricopa Education Center, 14

Blanco Tacos & Tequila, 44

iLinc, 12

RevolitionCom, 10

Women in Business Group, 42

Blue Cross Blue Shield of Arizona, 68

Internal Revenue Service, 34

RightNow Technologies, 22

Women of Scottsdale, 42

iPic Theaters, 16

RSC Holdings, Inc., 29

Zinc Bistro, 44

Jani-King Southwest, 32

Salt River Fields at Talking Stick, 20

Knight Transportation, Inc., 29,

SCF Arizona, 2

Laura’s Gourmet LLC, 26

Schumacher European, 9, 35

SCORE: Counselors to America’s Small Business, 66

Arizona Historical Society, 24 Arizona Small Business Association, 38, 55, 61

Avnet, Inc., 14, 29 Ahwatukee Foothills Chamber of Commerce, 38

Borgata, The, 44 Buchalter Nemer, 19 Business Professionals, 39 Buzz Mouth , 26 Cactus League, 20, 21 Caffe Boa, 44


M a r c h 2011

Growth Nation, 26

Maricopa Community Colleges, 14

US Airways Group, Inc., 29 Vermillion Photo, 54 Viad Corp., 29 Vilocity Interactive, 22

West Valley Women, 42

Bolded listings are advertisers supporting this issue of In Business Magazine.


A Candid Forum

The Core of SCORE:

Small business support by exceptional business volunteers by RaeAnne Marsh SCORE has evolved far from its roots, when “SCORE” was an acronym based on a membership of retired executives. “We kept the ‘SCORE’ name because it had become a brand,” explains Maryanne Weiss, president of the Greater Phoenix chapter and vice president of the Arizona District of SCORE: Counselors to America’s Small Business. When Congress established the Small Business Administration in 1953, “they forgot to put together a marketing plan,” she relates. Concerned businessmen — all retired — got together to help get the word out that SBA existed. Today, SCORE’s purpose is to help people open businesses, help existing businesses grow and help in the creation of jobs. It’s an all-volunteer membership (some of whom are retired); Phoenix’s 140 members are among the 15,000 in the 362 chapters nationwide. Some volunteer as mentors; others are skills members, who possess superior skills in specific areas such as social media that a mentor may call upon, and ambassadors, who seek out relationships in the community. Says Weiss, whose other current positions include president of fine jewelry company Gustare Ltd. and skills commissioner at the Arizona Department of Education, “They are the most caring bunch of human beings ... [They put in] thousands of hours because they believe in their community. They understand that as we help small business and we build our

community, we’re putting kids in school, we’re putting food on the table and we’re building our tomorrow.” In Business Magazine: What qualifies a SCORE member to counsel other businesses? Maryanne Weiss: If you want to be a mentor, you have to be either an entrepreneur of some stature who has run your own business and you’ve got to have a significant resume, or you‘re going to have to come out of the C-suites [a company’s top management]. When you have that desire to volunteer, to give back, because that’s your passion — that gets you an interview. When you get an interview, we look at you to see: “Are you a team player? Will you be able to really talk to somebody who’s 20 years old … Are you going to be able to put yourself in their shoes and really help them?” Because sometimes, when you have somebody who’s been sitting high in the company mount, they can’t get down; they can’t do the work because they can’t really relate. So it has to do with what the capacity is for them to be able to really talk to people, be with people. Because this is more than just mental; it has to do with heart. IBM: What does small business need in order to grow in this economic climate? Weiss: I think right now, the thing that small business needs more than anything else is to learn how to re-create itself. Business has changed. The way we do business has changed.

SCORE Services and Programs March 18 is the date for SCORE's YOB (Your Own Business). Says Weiss, “It’s the biggest business fair in the state. It’s set up so that people will leave with solid information in their pocket. Whether they want to open, whether they want to grow, if they want a job — it’s there for them.” SCORE presents nearly 300 educational programs a year. These include set programs in specific locations, such as “Simple Steps for Starting Your Business” that shows how to go from an idea to a bankable business plan in 30 days, and community event programs that SCORE organizes based on requests from organizations that have outreach programs to the community, from banks to cities and chambers of commerce. Many of SCORE’s services and programs are offered free. For others, the nonprofit charges a nominal fee as its means of funding itself.


M a r c h 2011

What you did two years ago no longer plays. Everything today is based on relationship. You cannot sit in your office and wait for anything. You’ve got to get up; you’ve got to get out there; and you’ve got to meet people. And you have to learn how to structure your business differently. There was a time when you were able to put an ad out and know, if you had a certain demographic, you were going to get a certain percentage in return. Today, your business is based on the fact that your customer is in control — because of that little tool in your pocket called an iPhone. … So there’s a different mechanism in place, and you have to retool to take that philosophy into your planning. Collaborating with each other [is important] — getting out there and learning: “That guy, that gal is not in competition with me. When I look at that business, how can I learn how we can do it together, bounce off each other, in order to grow?” Creative thinking is also part of this re-creation — creative thinking of how to do things, because we don’t have a great deal of money to do them. IBM: How would you describe the attitude among the businesspeople you work with? Weiss: People don’t seem to be quite as afraid. That’s what is going to start the comeback. When people stop being so afraid, they’ll be able to think more clearly, they’ll get their courage back, they’ll be able to take that leap of faith: to believe in yourself, and have the faith that, no matter what, you’re going to make it because you’ve got you. This is not a bad time to start a business; it just takes a lot of work. But it always takes a lot of work when you start a business or you’re in business. Greater Phoenix SCORE

To invest in my dreams. To give it everything I have. To inspire people every day.

Small business doesn’t feel so small when you’re the one running the show. Every decision is magnified and every result is immediate. When it comes to health insurance for you and your employees, you want options and flexibility. At Blue Cross Blue Shield of Arizona we hear you. Our new plans offer your company a range of flexible and affordable approaches to employee coverage. Now, add our network of over 18,000 health care providers along with our trusted local customer service and you have a health insurance plan that’s working hard for you…and your bottom line. You make the decisions around here.


Decide now to contact your broker, call (866) 709-BLUE (2583) or visit