JUNE 2017
Special Section: Business Owners Legal Services Guide
Tourism: Dollars and Sense of Place
How to Monetize Your Data
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JUNE 2017 Mountain Shadows
COVER STORY
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Tourism: Dollars and Sense of Place
As we explore the breadth of the impact tourism has for our economy, we also look at how we are leveraging our community for tourists to spend money. Special Section: IN BUSINESS
Owners Legal
MAGAZINE
Services Guide
JUNE 2017
Business
TOURISM
To Dolur larsism and : Sense of Place
How are we commun leveraging our ity for tourists to spend money?
How to Monetize Your Data
JUNE 2017
Understand Core Motivators Successful for Sales Save Your Data Ransom
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PARTNER SECTIONS TEMPE CHAMBER
ADVANTAGE Summer 2O17 • tempechamber.org
What the Sales Leader of the Year Wants You to Know About Sales by Chris Samuels For nearly 40 years, Karla Boyles has been involved in selling one thing or another. She started her career in the fitness industry, then in 2004 moved to hotels, eventually settling into her role as director of sales for the Hampton Inn & Suites Tempe and the adjacent Red Lion Inn. Except she never settled. Now, with her being honored as the Hampton Sales Leader of the Year, the Tempe Chamber of Commerce sat down with Boyles to discover her sales secrets and what she values most to make her customer’s visit the best in Tempe. Karla was nominated to receive the award through her general manager. Out of the approximately 800 Hampton locations, which is
“I love doing community stuff, but I have to keep that perfect balance. That’s the key: just staying in balance.”
a brand under Hilton Hotels, 495 sales directors were nominated to receive the award. “My G.M. put me in and then Hilton looks at my work, ’cause they can look at everything I do,” Boyles says. “They can look at my mix of business, how much corporate business I brought in, my request for proposal … They look at your turnaround, they look at your national accounts, how many have I been on, how many have I gained, how many have I won. So there’s a lot of different angles they look at.” So, what does the Sales Leader of the Year have to share? First off, success starts with her staff and the notion that “everyone sells.” Hotels typically employ a younger and less experienced workforce, and Boyles uses that to her advantage because she believes millennials are “climbers and drivers and want to learn more.” “They’re always asking me, ‘What do you do? Tell me how you do it,’” she says. “So I try to always talk to them about how I got an account, what that account looked like, what that account can be. I give them numbers, I show them our budget so they’re aware of what we Continued on Page 2
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Tempe Chamber of Commerce
Board of Directors Chair-Elect: Dawn Hocking
Anne Gill, President / CEO anne@tempechamber.org
Immediate Past Chair: Tim Ronan
Julie Flanigan, Director of Finance julieflanagan@tempechamber.org
The Arizona Small Business Association business owners depend on to deliver
Arizona’s New Paid Sick Leave Policies: It’s Time to Get Ready! Have We Reached ‘Peak’ Professional Conferencing? Why Offer Group Insurance? SRP Delivers the Tools to Help Your Business Thrive 5 Reasons Why a Strong Brand Is Important for Your Small Business The Solution for Sustainable Success: Trust Your Instincts How to Buy Word-of-Mouth Referrals?
4600 E. Washington St., Suite 340 Phoenix, AZ 85034 p. 602.306.4000
Regarding Prop 206, ASBA specifically argued against the provisions of mandatory accrued paid sick leave. Businesses are
accessible, well-trained workforce through proper education and training programs so
now obligated to pay this benefit when voluntarily or through termination. Very few if any large businesses provide this benefit,
None of this is news to the Arizona Small
the additional costs. Meanwhile, small businesses — many working on very small
Entrepreneurs and small-business owners,
profit margins — will have a very difficult time
and even medium-sized businesses, want
managing these costs. The minimum wage
relevant, timely resources to help them grow
increase became effective January 1st of
their businesses. They need answers to
this year, but the paid sick leave provision becomes effective July 1st. ASBA will be
To provide more answers and assistance
hosting an educational program to help small
in 2017, ASBA is examining partnerships in
businesses plan for and deal with the effects
ways that we haven’t done before, working to make services such as business planning, other business resources more available to
of this new law. No other group in Arizona specifically focuses on small business, something for which ASBA is most proud. Many leaders
our members. As we define the new ASBA,
say Arizona is open for business, and ASBA says small business IS Arizona business. That’s why we say the Arizona Small
ASBA’s advocacy on behalf of small business is critical and is a key benefit for
Guest Editor
business in Arizona, and we’ll continue to serve in that role.
45
SPECIAL SECTION A BUSINESS OWNER’S RESOURCE TO LEGAL SERVICES
LEGAL GUIDE 2017
A comprehensive guide to local firms & their areas of specialty for business FEATURING
Buchalter Nemer Engelman Berger Fennemore Craig The Frutkin Law Firm Greenberg Traurig Wilenchik & Bartness
See more online inbusinessmag.com/legalguide
2017 Business Legal Guide
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INBUSINESSMAG.COM
Attorney explains the new rules Arizona employers must follow providing paid sick leave to employees, which start on July 1.
29
Books
New releases give fresh insights on business thinking.
30
Nonprofit
Operational black holes often result when development leaders take on too many operational tasks, neglecting fundraising.
10
35
Feedback
Geoffrey Gray, Craig Jackson and Munira Smith respond to In Business Magazine’s burning business question of the month.
11
Briefs
By the Numbers
1
Arizona Small Business Association
Legal
Debbie Johnson, director of Arizona Office of Tourism, introduces the “Tourism” issue.
Business Association is THE VOICE of small
our small businesses. ASBA has been at the forefront of the creation of an Arizona crowd-
T E M P E C H A M B E R A D V A N TA G E
JUNE 20 1 7
9
How is the market doing for buying and selling businesses? And how does Phoenix compare to the rest of the country?
although they can likely accrue and absorb
Business Association, where we celebrate and promote small business every day.
these opportunities will be more apparent.
53
DEPARTMENTS
an employee leaves the job, whether
small businesses have the tools to continue to create more and better jobs.
3444 N. Country Club Rd. Suite 118
© 2017 ASBA. A publication of the Arizona Small Business Association. For more information or to join ASBA, please contact us at www.asba.com. Section designed by the Arizona Small Business Association.
8
not impede the ability of small businesses to grow and prosper; foster easier access to capital; and assure and provide an easily
marketing, legal, financial planning, and
Southern Arizona
employers, especially small businesses who organization focused on this provision as strongly as ASBA.
Tucson, AZ 85716 p. 520.327.0222
20
The Case Study Format – Valuable Lessons for CEOs
This is the second of Bennett Curry’s three-part series on Arizona Commerce Authority’s CEO Corner Office program, sharing success stories of individual participants.
12
on Prop 205 was based on the fact that
can’t afford the costs of litigation. No other
their questions.
Central Arizona
34
Earlier this year, ASBA argued against
Healthy Families Act). ASBA’s position there is no legal standard of impairment for
What does that mean? Keep taxes as low
Healthcare
Shari Levitin connects successful sales to an understanding of basic motivators.
this through, and we’re beginning to see the
marijuana, creating major liability issues for
sector economy and we must do all we can to preserve and protect them. as possible; minimize regulations so as to
18
“Groundbreaking Coronary Angioplasty Procedure,” “Holistic Model for Healthcare” and “Best Western Walking a Path of Well-Being – Literally!”
results of that effort.
and Taxation of Marijuana Act) and
by the Office of Advocacy of the U.S. Small Business Administration. They demonstrate that small business drives Arizona’s private-
2 3 4
Core Motivators of Human Behavior
the passage of Proposition 205 (Regulation Proposition 206 (The Fair Wages and
These figures come from the 2017
connected community is working.
5 6 7
Marketing Automation | Social Media | Digital Products www.inbusinessmag.com 480.588.9505
another tool in the toolbox to access capital. It took Rep. Jeff Weninger’s leadership in
Small business employs almost 1,000,000 growth of 2015. Arizona Small Business Profile published
Join ASBA. Be amAZed®
In This Issue
Social Media that gets noticed, backed by the credibility of In Business Magazine…
funding platform, giving small businesses
the Arizona House of Representatives to see
businesses accounting for 25 percent of those businesses. And 88 percent of the state’s exporters are small businesses.
together, ASBA has created greater value for all members and is proof positive that our mission of supporting
(480) 967-7891 • www.tempechamber.org
Master Your Social Position!
answer: Small businesses represent more than 99 percent of Arizona’s entire privatesector economy, with minority-owned
resources necessary to grow and evolve in an ever-changing marketplace. By
small businesses through an active and
Tempe Chamber of Commerce 1232 E. Broadway Rd., #211 Tempe, AZ 85282
by Jack Lunsford, President & CEO, Arizona Small Business Association
Who creates the jobs in Arizona? Simple
statewide education, mentoring, networking and advocacy that provides
bringing thousands of small businesses
Committee Chairs: Tracy Bullock, Patricia DiRoss, Gwen Gustafson, Cliff Jones, Paul Quinn, Tim Ronan, Lou Silverman, Mike Stinson
Lety Rodarte, Administrative Assistant lety@tempechamber.org
(ASBA) is the success engine small
forward-thinking entrepreneurs with the
Ex-Officios: AAndrew Ching, Angela Creedon, Joe Hughes, Stephanie Nowack, Lou Silverman
Mark Tarabori, Membership Relations Specialist marktarabori@tempechamber.org
Natalie Cole, Membership Coordinator nataliecole@tempechamber.org
About Us
Treasurer: Bill Goodman Vice-Chairs: Peter Adams, Paul Mittman, Glenn Williams
Directors: Peter Adams, Kjell Andreassen, David Bonkowski, Tracy Bullock, Jihan Cottrell Bill Goodman, Misty Howell, Jenna Rowell, Lynda Santoro, Robert Nyal Sewell, Manny Tarango, Brad Taylor, Glenn Williams
28
“Outside Auditors and the Inside Truth,” “Return on Recognition,” “Automated Consulting?” and “Things To Do”
Small Business Continues to Lead Arizona – Arizona Small Business Association is the Leader
Chairman of the Board: Brian Wood
Tempe Chamber Staff Chris Samuels, Communications Director chris@tempechamber.org Joanne Stockdale, Business Development Director joanne@tempechamber.org
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T E M P E C H A M B E R A D VA N TA G E
Te m p e C h a m b e r. o r g
FEATURES
13
From the Top
Having worked his way up the ladder in his family’s business, Daniel Owen brings a lifetime of industry experience to growing concrete coatings manufacturer.
14
CRE
“Camelback Corridor Resurgence,” “Relo Bay Area to Phoenix,” “Lobby Renaissance” and “Trending: Seniors Housing”
16
Technology
“Tech? Or Healthcare?” and “Data Held Hostage – a Growing Problem”
Assets
2017 Lincoln Navigator Plus: A well-detailed car matters because, in business, “putting your best foot forward” extends to one’s wheels, too.
36
Power Lunch
Doughbird Takes Flight Plus: Independent coffee bars serve a great cuppa joe.
66
Roundtable
With the explosion of data, the challenge most business leaders face now is how to monetize it. ON THE AGENDA
31
Spotlight
‘Power Up – Business Outage Preparedness’ Workshop — Salt River Project Brand Day: Small Business Marketing Summit 2017 — Arizona Small Business Association
32
Calendar
Business events throughout the Valley
FIRSTS BOOST TOURISM The Salt River Pima-Maricopa Indian Community is home to the first Major League Baseball training facility built on U.S. Tribal land, the first Courtyard Marriott built on U.S. Tribal land, the first Topgolf built on U.S. Tribal land and the first iFLY built on U.S. tribal land.
WHERE PROFIT AND PASSION MEET DRIVING ARIZONA BUSINESS GROWTH National Bank of Arizona® is dedicated to igniting Arizona’s entrepreneurial spirit by investing in local businesses, the driving force of our economy. Specializing in forming one-on-one relationships, taking a big picture view of your needs and providing superb customer service, we offer a broad suite of customized products and services for individuals and businesses—from private banking clients to foundations, nonprofits, corporate and commercial clients. Backed by the strength of Zions Bancorporation, you get the resources you need with the responsiveness and personalized service you expect from a local bank—which makes NB|AZ® the only bank you need.
ArizonaBusinessToday.com
NBAZ.COM | A division of ZB, N.A. Member FDIC © 2017 ZB, N.A.
June 2017
When you need a
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 Kristen Merrifield, CEO Alliance of Arizona Nonprofits (602) 279-2966 www.arizonanonprofits.org
business loan quickly.
Jack Lunsford, President & CEO Arizona Small Business Association Central Office (602) 306-4000 Southern Arizona (520) 327-0222 www.asba.com
Call us.
We’re fast, friendly and get the job done!
ON
EA 3-Y
AA
O
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2 $ ICBA
Doug Bruhnke, Founder & President Global Chamber® (480) 595-5000 www.globalchamber.org
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IN THE NATI
TS
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ON
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IL
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LION+ IN
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B
Steven G. Zylstra, President & CEO Arizona Technology Council One Renaissance Square (602) 343-8324 www.aztechcouncil.org
R
480.314.4200 | stearnsbank.com | follow us
Phaedra Earhart, President NAWBO Phoenix Metro Chapter (480) 289-5768 www.nawbophx.org
| Member FDIC
Anne Gill, President & CEO Tempe Chamber of Commerce (480) 967-7891 www.tempechamber.org Our Partner Organizations are vested business organizations focused on building and improving business in the Valley or throughout Arizona. As Partners, each will receive three insert publications each year to showcase all that they are doing for business and businesspeople within our community. We encourage you to join these and other organizations to better your business opportunities. The members of these and other Associate Partner Organizations receive a subscription to In Business Magazine each month. For more information on becoming an Associate Partner, please contact our publisher at info@inbusinessmag.com.
ASSOCIATE PARTNERS Ahwatukee Foothills Chamber of Commerce ahwatukeechamber.com Arizona Chamber of Commerce & Industry azchamber.com Arizona Hispanic Chamber of Commerce azhcc.com The Black Chamber of Arizona phoenixblackchamber.com Chandler Chamber of Commerce chandlerchamber.com Economic Club of Phoenix econclubphx.org Glendale Chamber of Commerce glendaleazchamber.org Greater Phoenix Chamber of Commerce phoenixchamber.com Greater Phoenix Gay & Lesbian Chamber of Commerce gpglcc.org Mesa Chamber of Commerce mesachamber.org North Phoenix Chamber of Commerce northphoenixchamber.com Peoria Chamber of Commerce peoriachamber.com Phoenix Metro Chamber of Commerce phoenixmetrochamber.com Scottsdale Area Chamber of Commerce scottsdalechamber.com Surprise Regional Chamber of Commerce surpriseregionalchamber.com WESTMARC westmarc.org
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WE PUT SOME OF THE VALLEY’S TOP BUSINESS EXPERTS IN ONE PLACE. Business Resource Center. You need timely, relevant information to help you manage your business. But finding it can be a hassle. That’s why SRP has partnered with local business organizations to bring you professional insights on everything from marketing and human resources to financing and forecasting. All in one place. All from experts in their fields. SRP is happy to provide this free service, because what’s good for business is good for all of us. Learn more at srpbizresource.com.
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WHEN BUSINESS BOOMS, BOOM BACK.
June 2017
VOL. 8, NO. 6
Publisher Rick McCartney
Editor RaeAnne Marsh
Art Director Benjamin Little
Contributing Writers Kathy Chiang
Myrna Collins Bennett Curry Taylor Holmes Bob House Mike Hunter David Krumwiede Jessica Post Richard Tollefson Steve Weil Andrew Wells ADVERTISING
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Accounting Manager Todd Juhl Corporate Office InMedia Company at Galvanize Phoenix Campus 515 E. Grant St., Suite 150 Phoenix, AZ 85004 T: (480) 588-9505 info@inmediacompany.com www.inmediacompany.com Vol. 8, No. 6. In Business Magazine is published 12 times per year by InMedia Company. POSTMASTER: Send address changes to InMedia Company, 515 E. Grant Road, Suite 150, Phoenix, AZ 85004. To subscribe to In Business Magazine, please send check or money order for one-year subscription of $24.95 to InMedia Company, 515 E. Grant Road, Suite 150, Phoenix, AZ 85004 or visit inbusinessmag.com. We appreciate your editorial submissions, news and photos for review by our editorial staff. You June send to editor@inbusinessmag.com 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. © 2017 InMedia Company, LLC. All rights reserved. No part of this magazine June be reproduced or transmitted in any form or by any means without written permission by the publisher.
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DEBBIE JOHNSON, ARIZONA OFFICE OF TOURISM
The Tourism Economy
Debbie Johnson has spent more than two decades working in the tourism industry in Arizona. She was appointed by Governor Doug Ducey as director of the Arizona Office of Tourism in August 2015 to oversee the state’s tourism marketing strategy. Prior to that she served as president and CEO of the Arizona Lodging & Tourism Association and Valley Hotel & Resort Association. Johnson serves on numerous boards and committees dedicated to the tourism industry at the state and national levels. She was inducted into the Arizona Tourism Hall of Fame in 2011, and has also been honored as both the Arizona Tourism Champion of the Year and the Phoenix Visitor Industry Champion.
By its very nature, tourism is synonymous with escapism and fun. But getting people to choose Arizona for their vacations and conventions is serious business. Marketing the state as a tourism destination involves way more than touting our much-lauded climate, and it yields economic impact far beyond the hotel check-in desk. Tourism is Arizona’s No. 1 export and one of the state’s largest job creators. Visitors collectively spend $58 million in Arizona each day. That spending keeps our taxes lower, enhances our quality of life and sustains nearly 180,000 jobs across the state. In fact, tourism supports more jobs in Arizona than nearly every other employment sector, including banking, real estate, manufacturing, construction and mining. And since the Arizona experience can’t be shipped overseas, neither can the tourism jobs associated with it. Tourism helps create jobs in another way, too: It’s the front door to economic development and business relocation. Because before business owners plant roots in Arizona, they must first fall in love with Arizona. And that almost always starts with a visit. My colleagues at the Valley cities’ convention and visitors bureaus as well as the operators at popular destinations helped In Business Magazine editor RaeAnne Marsh put together a fresh look at the breadth of this industry and the significant place it holds in our local and statewide economy. The cover story on tourism, I hope, gives readers an understanding of changes in the industry and the market it serves. Beyond the cover story, this month’s issue explores several topics relevant to those of us in the tourism industry. Motivation is a key factor in all aspects of business. Shari Levitin examines its role in human behavior and applies her insights on purpose to the topic of businesses selling products and services for the feature “Core Motivators of Human Behavior.” Sales of businesses, themselves, is another “sales” topic, and activity of that nature is the subject of this issue’s By the Numbers feature. As businesses continue to be concerned with healthcare, wellness programs proliferate. On the Healthcare page, one business shares the success story of one of its programs. Coming very soon — July 1 — are changes in sick-time rules that impact employers. This issue’s Legal feature discusses those changes and what employers need to be aware of. I’m proud of tourism’s leading role in Arizona’s business community, and I’m pleased to help bring you this issue of In Business Magazine. I hope you enjoy the read. Sincerely,
Debbie Johnson Director Arizona Office of Tourism
CONNECT WITH US:
Economic Playground As is clear form our cover story this month on tourism, there is money to be made in attracting people to Arizona and there are some great people
and more all contribute to the sustainability of our “tourist” attractions. We want to thank Debbie Johnson of AOT for her
and organizations demonstrating great success in this.
great leadership and for assisting us with this issue
It is more than just a great benefit financially — it is
on tourism. Her vast experience and connections
also a great benefit to attracting business of all kinds.
over many years to business here gives her a unique
We are more than a great place to be, as many do
perspective and gives us, as Arizonans, great comfort
love the climate and the terrain; however, the appeal
in knowing she is leading the charge for tourism in
of our attractions, resorts, convention know-how
Arizona!
Special Section:
Owners Legal
MAGAZINE
Services Guide
JUNE 2017
IN BUSINESS
Business
TOURISM
To Dolur larsism and : Sense
JUNE 2017 •
How to Monetize Your Data Understand Core Motivators Successful for Sales Save Your Data from Ransom
of Place
How are we commun leveraging our ity for tourists to spend money?
INBUSINESSMAG.COM
THIS ISSUE
Tempe Chamber of Commerce Arizona Small Business Association
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JUNE 20 1 7
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VALLEY LEADERS SOUND OFF
are you doing now to attract business among tourists that is different from Q: What what you were doing 10 years ago, and why?
MORE ON POINT For a Feedback response from another popular recreation and tourist attraction, see this month’s Feedback feature on our website, inbusinessmag.com.
FEEDBACK QUESTION: Let us know what you want to know from the Valley’s top business leaders. editor@inbusinessmag.com
For all past Feedbacks go online to inbusinessmag.com and see what Valley executives think on various business topics.
General Manager Royal Palms Resort and Spa Sector: Hospitality
Chairman and CEO Barrett-Jackson Auction Company Sector: Collector Car Auctions
Director of Marketing Arizona Mills, A Simon Company Sector: Retail
Over the past 10 years, the team at Royal Palms has continued to curate exceptional experiences as travelers now expect unique, share-worthy opportunities instead of traditional hotel amenities. In years past, for example, the event planner’s primary focus was availability and rates, whereas now, the decision factors have shifted, relying on the ability of the resort to share and ideate personalized options for groups and travelers. The Royal Palms is fortunate to have a rich history, inviting guests to step back in time. Incredibly unique event spaces are found throughout the property, including the popular Orange Grove, where trees more than 100 years old still bear fruit and the scent of neroli lingers in the air while guests dine al fresco. Royal Palms has played host (and still does) to the stars, and guests can walk in the steps of the Hollywood’s Golden Age with winding stone paths, trickling fountains, outdoor fireplaces and 100-year-old rustic doorways. In the end, visitors seek to write their own stories. Our place in history provides the setting for that story, and our job is to share the extraordinary possibilities.
Having been in business for more than 46 years now, Barrett-Jackson has developed into a strong global brand, and we are honored that many people regard attending one of our four auctions around the country as a “bucket-list” item. Many plan trips to attend our Scottsdale event in particular, sometimes years in advance. One of the biggest changes we’ve made in the last 10 years has been to grow our social media presence. While 10 years ago people largely got their information from print media, they now rely more on social media to keep up to date on everything. We have also added more lifestyle and interactive elements to our auctions, such as a “second-screen” experience at the new Shell Pennzoil Pioneering Performance Stage and a DIY Pavilion where guests can watch automotive projects come to life before their eyes. It is important for us to appeal to every member of the family and also to begin building brand loyalty at a younger age, so new generations are attracted to the collector car hobby.
We work closely with the Tempe Convention & Visitors Bureau to promote Arizona Mills to the Northern Mexico drive market during peak shopping seasons. In Mexico, we advertise in grocery stores, luxury magazines and on billboards, plus we host radio station giveaways. We also work with an organization in Mexico called Descubre Phoenix that promotes the Phoenix market in Northern Mexico. Our partnership with the Arizona Office of Tourism, which hosts Arizona Showcase annually in Northern Mexico, provides us excellent exposure to high-society ladies from Hermosillo with an interest in fashion. We host familiarization tours with tour operators from Canada and the UK. Domestically, we announce new stores, amenities and events to the thousands of Tempe-area visitors through public relations and social media outreach. We partner with local hotels and resorts to create compelling packages around our entertainment destinations for visiting families. We are creating a summer event series for families that will be promoted via local resorts and hotels. Our goal is to position Arizona Mills as the premier shopping and entertainment destination for the entire family.
Royal Palms Resort and Spa
Barrett-Jackson Chairman and CEO Craig Jackson is honored to be at the helm of a family-owned company founded by his father, Russ Jackson, and Tom Barrett in 1971. Jackson has been named twice to Motor Trend’s Top 50 Power List in the automotive industry, and has also captured the coveted Ernst & Young Entrepreneur of the Year Award (Business Services category, Arizona/ Orange County region).
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MUNIRA SMITH
Geoffrey Gray began his hospitality career as director of rooms at The Statler Hotel at Cornell University. Most recently, he served as general manager of Hyatt Centric Park City, and, in 2013, Gray was the executive director of rooms for the opening of Andaz Maui at Wailea Resort.
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How to Monetize Your Data Understand Core Motivators Successful for Sales Save Your Data from Ransom
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Barrett-Jackson Auction Company barrett-jackson.com
Arizona Mills arizonamills.com Munira Smith is the director of marketing for Arizona Mills, the largest outlet and value retail shopping destination in Arizona, and has responsibility for marketing programs and retailer, community and public relations. She previously worked at several shopping centers throughout the Valley, and her 15 years’ marketing experience encompasses expertise in events, business development, national and local marketing campaigns, sales driving programs, digital, social media and more.
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QUICK AND TO THE POINT
Outside Auditors and the Inside Truth
Companies and shareholders depend on auditors to provide unbiased, independent analyses of financial statements, but new research from the University of Missouri shows auditors can be influenced and misled by information provided by the organization’s management. The study, “The Effect of Partition Dependence on Assessing Accounting Estimates,” is presented by Nate Newton, assistant professor of accountancy in the University of Missouri’s Trulaske College of Business; Christopher Wolfe, accounting professor at Texas A&M University; and Brian Fitzgerald, assistant professor of accounting at Northeastern University. The co-authors asked practicing auditors to estimate expenses relating to a year-end fire at a fictional company. All auditors were given the same range of possible total costs for the incident and a set of company estimates, as is commonly done to demonstrate management’s consideration of alternative assumptions. However, one group of auditors was given company estimates strategically grouped near management’s preferred total expenses, and another group received a set of estimates more representative of the full range of potential expenses. Newton and his co-authors found that the group given estimates supporting the company’s preferred expenses were more than twice as likely to approve of management’s preference compared to auditors who received a set of estimates more representative of the full range of potential expenses. “We found that outside auditors were completely influenced by management’s estimates, despite knowing in advance the full range of potential payouts,” Newton says. “Industry standards tell auditors to evaluate management’s consideration of alternative assumptions, so it is important for auditors to be aware that the process can influence their judgments.” Ideally, he notes, auditors should ask for the information that led management to develop their estimates — and then create cost scenarios of their own. Companies often prefer to report lower costs; if auditors aren’t critical of the assumptions made by a client, the result could be inaccurate financial statements. In the year-end fire scenario, it is impossible to know the precise cost of the event because it involves uncertainties like whether lawsuits might be filed or the extent of physical damages to the fictional company. Still, working on cost scenarios independent of company estimates could result in a more comprehensive and accurate analysis, Newton observes. “Being aware of the potential bias created by the consideration of alternative assumptions can serve auditors, company management and investors because they can have a clearer portrait of a company’s financial results,” he says. As part of the study, Newton and his co-authors also asked two groups of auditors to assess the risk that a company’s financial statements would be misstated due to a lapse in internal controls. One group was given the option to rate a company as either low risk or high risk. The second group was asked to rate the company using one of three risk categories: low, moderate or high. When participants had two options, 37 percent rated the company as low risk. However, with three options, low risk was selected only 13 percent of the time. Newton notes these experiments illustrate that individuals who are making a determination amid uncertainty are highly influenced by the suggestion of benchmarks, despite knowing the full range of possibilities. —Mike Hunter
BYTES
by Mike Hunter
Return on Recognition Vistance, new patentpending technology from Rideau, Inc., uses predictive analytic employee recognition data to identify the return on recognition for companies and to create tailored education for managers by focusing on their individual needs around recognition and engagement dimensions for their employees. Built upon award-winning, state-of-theart technology and validated by years of clinical scientific research, Rideau’s new approach to employee recognition is transforming the use of recognition analytical data. Rideau won the HRO Today North America Forum’s iTalent competition this year in Chicago as well as its TekTonic award that recognizes innovation and disruption in the world of technology. rideau.com
Automated Consulting? Valley-based SaaS startup ForeIQ has created an app that offers a one-of-a-kind option for modern consulting companies looking to adopt automation. It was originally developed by Fuller Solutions founder Patrick Fuller and his team as an internal solution to automate the day-to-day business management of their own professional services firm, which realized a three-fold increase in profit within a few months of implementing it. Based on the express interest of fellow professional services leaders, ForeIQ now offers the solution to the U.S. professional services market. foreiq.com
Things To Do Things 3 takes the popular task manager app to a higher level. An Apple Editor’s choice, it has all the bells and whistles. Multiple windows helps ensure things don’t get lost in the shuffle of a stack of memos, and the calendar view gives users a step up on time management — with reminders, too, so important items don’t get overlooked.
University of Missouri missouri.edu
Make to-do lists and checklists, and organize with headers.
Trulaske College of Business business.missouri.edu
culturedcode.com/things
A recent survey of Arizona business leaders by Alliance Bank of Arizona shows education along with quality and availability of workforce as the top challenges to doing business in Arizona.
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BY MIKE HUNTER
METRICS & MEASUREMENTS
SALES BY SECTOR Looking into specific industries, the restaurant and retail sectors experienced the greatest growth. The number of closed transactions in the restaurant sector increased 29 percent year-over-year, and the median sale price jumped from $148,000 to $191,250. Higher sale prices were likely a result of improved financials. The median revenue of restaurants increased 33 percent from $432,000 to $574,679, while cash flows increased 23 percent to $105,029. Retail business transactions increased 28 percent, just shy of the growth recorded in the restaurant sector.
Bob House is president of BizBuySell, the Internet’s largest business-for-sale marketplace. Since 1996, BizBuySell has offered tools that make it easy for business owners and brokers to sell a business, and potential buyers to find the business of their dreams. The company releases its BizBuySell.com Insight Report on a quarterly basis, reporting changes in closed transaction rates, valuation multiples and other economic indicators for the small-business transaction market. bizbuysell.com
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Business-for-Sale Market Hot and Balanced Number of small-business transactions jumps in early 2017 by Bob House
A record number of businesses were bought and sold across the nation in the early months of 2017, according to 2017 Q1 Insight Report from BizBuySell, an online business-for-sale marketplace. A total of 2,368 closed transactions were reported in the first quarter of 2017, a 29-percent increase from this time last year. Though the spike in small-business transactions may be partly due to a rush of buyers and sellers looking to close deals around the New Year, a healthy economy, strong smallbusiness financials, and access to financing are also enticing more buyers and sellers to the market. Businesses sold in Q1 grossed a median revenue of $518,159, an 8.4-percent increase from $478,000 in the first quarter of 2016. Median cash flow also increased, up 6.6 percent year-over-year to $117,275 from $110,000. These key financial indicators are the highest totals since BizBuySell first started tracking data in 2007. In addition, the average multiple of cash flow, which remained flat over the past few quarters, increased 1.6 percent from 2.31 to 2.35. At the same time, the average multiple of revenue increased 2.5 percent from 0.59 to 0.61. These higher multiples emphasize how important it is for small-business owners to improve profitability as they move closer to listing their business for sale.
their business upon exiting. The median sale price increased nearly 8 percent from $220,000 in the first quarter of 2016 to $237,000 in 2017 despite the median asking price remaining flat at $250,000. This puts the average sale-to-asking-price ratio at 0.92. The strong ratio indicates the market is becoming more balanced, with healthy financial figures bringing both parties closer together in their assessment of fair market value. Over the past few quarters, the number of small businesses listed for sale has steadily increased. That trend carried over into 2017 as total listings increased 3.8 percent from last year. These newly listed businesses boast growing median revenues and cash flows, suggesting there’s still a strong supply of healthy businesses available for interested buyers. Baby boomers looking to capitalize on today’s favorable conditions and exit small-business ownership for retirement are fueling the market supply. At the same time, younger buyers are finding attractive, healthier businesses for sale with greater access to lending, again pointing to a wellbalanced market.
LOOKING AHEAD TO THE REST OF 2017
Overall, first quarter data confirms that small-business listings, financials and transactions are continuing on a positive trend in 2017. Unsurprisingly, this trend mirrors the improving U.S. economy and stock market, which have surged over the last year. Still, buyers and sellers entering the market should keep an eye on changing federal and local policies and global market conditions that could impact the business-forsale environment.
HIGH SALE PRICES AND LISTING NUMBERS POINTS TO A BALANCED MARKET
The strong financials of businesses reported sold in the first quarter of 2017 resulted in owners receiving higher values for
Business for Sale – Phoenix-Mesa-Scottsdale
Breakdown of Active Listings by Asking Price – Phoenix-Mesa-Scottsdale
Business Type
No.
Median Asking Price
Avg. Multiple of Revenue
Median Revenue
Median Cash Flow
Avg. Multiple of Cash Flow
Retail – Restaurant
320
$199.000
0.51
$448,989
$90,000
2.33
Price
Retail – Other
378
$175,000
0.61
$455,000
$90,000
2.60
$0 - $50,000
Service
553
$196,000
0.84
$260,000
$87,350
2.50
36
$440,000
0.71
$817,874
$156,942
Manufacturing
No.
% of Total
99
7%
$50,001 - $100,000
260
19%
3.83
$100,001 - $200,000
357
26%
83
$549,000
0.84
$787,871
$208,028
2.84
$200,001 - $300,000
210
15%
All Business Types
1370
$199,990
0.69
$378,685
$95,500
2.55
$300,001 - $500,000
188
14%
Year-over-year change
52%
14.3%
0.4%
8.2%
19.4%
-3.5%
$500,001 - $1,000,000
173
13%
83
6%
Other
Source: BizBuySell’s Q1 2017 Insight Report http://bit.ly/bbs-q1-insight
$100,000,001 +
The median asking price for businesses for sale in the Phoenix-Mesa-Scottsdale market on BizBuySell was $199,990. These businesses had a median revenue of $378,685 and a median cash flow of $95,500. Owners asked for, on average, a revenue multiple of 0.69 and a cash flow multiple of 2.55.
MINDING THEIR BUSINESS
Daniel Owen: Taking the Flooring Business to New Heights Starts with learning the family business from ground level by Taylor Holmes
Walking through the newly constructed 50,000-square-foot manufacturing facility in Phoenix, Arizona Polymer Flooring CEO and co-owner Daniel Owen remains surprisingly humble. At just 36 years old, the young leader has transformed a small yet innovative mom-and-pop operation into an international concrete coatings powerhouse. Known for integrity, superior products and systems, and technological know-how, APF is booming under Owen’s leadership. Owen’s parents, both of whom were concrete coating contractors, founded APF more than 30 years ago when they sought to create coatings that could withstand Phoenix’s extreme heat. Since these early days, Owen has played a role in maintaining and ultimately growing the business. He received a one-of-a-kind education during his childhood and as a young adult, working in virtually every department of the business. “The experience I had at APF as a young boy was invaluable — it gave me an understanding of and an appreciation for both the business aspect of the industry and the craftsmanship and attention to detail that is essential to see each project through to completion,” Owen said. Over the years, Owen has developed a reputation as a bigpicture thinker with a clear vision and dedication to innovation. He and his wife, Leane Owen, who serves as co-owner and director of marketing, have since elevated a small enterprise into a major player in the concrete coating industry with distribution worldwide. The once small operation recently moved into a state-ofthe-art manufacturing facility equipped with training areas, a larger warehouse and production areas that will help streamline operations and expand distribution. The move solidifies APF’s position as an up-and-coming industry leader and serves as a milestone for Owen, who has dedicated his life to growing APF. “Our new facility is both a product of years of investments to strategically streamline and improve the production process and a testament to the strong partnerships we have forged with some of the best commercial contractors in the business,” Owen said. However, the new facility isn’t the only milestone that Owen has helped APF reach. During his six years as vice president, he implemented new business systems and procedures, production practices, customer service practices, environmental initiatives and dynamic marketing campaigns — all of which contributed to a 60-percent increase in revenue and positioned the company as an emerging industry leader nationwide. During the early part of the 2008 recession, Owen chose to refocus sales efforts toward commercial and industrial markets rather than decorative and residential markets. This move enabled APF’s substantial growth while competitors experienced slumping sales.
Owen expanded APF’s market influence and production capabilities further when he facilitated the acquisition of Super-Krete International in January 2016. This move was a key step in APF’s journey to becoming a market leader. APF initially specialized in industrial spaces such as aircraft hangars, auto manufacturing facilities and healthcare facilities. The addition of Super-Krete expanded APF’s expertise to decorative concrete and concrete repair. As president and CEO since 2013, Owen oversees operations, business development and strategy, customer service, product development and quality control, and expanding APF’s footprint into new vertical markets, including food and beverage processing and healthcare services. He also forges strategic partnerships with key contractors and has been intimately involved the development of several new product lines, including the Polyurea 5000 series and CastorCrete® polyurethane modified mortars, APF’s most successful brand to date. Leane balances these efforts, driving marketing and branding efforts that have been critical to the company’s success. She has helped position APF as a force in the market via social media, strategic advertising campaigns and an industry-leading website. The flooring systems that APF manufactures are based on epoxy, polyurethane and acrylic technologies. They have been installed in major sporting venues, pharmaceutical facilities, military bases, amusement parks and much more. As APF continues to grow, one thing remains constant: Owen’s commitment to his employees and customers. He is respected by his employees because he treats them fairly and equally, and will always listen to what they have to say. In turn, everyone is committed to excellence, innovation and the highest level of service. “We’re invested in solving problems so that we become more than just a manufacturer — we are a partner in each customer’s project,” Owen said. “No matter how far or fast we grow, we will still run on the same mission and operate with integrity.” Arizona Polymer Flooring apfepoxy.com
The global concrete coatings market is projected to exceed $1.5 billion by 2024, according to a 2017 study by Global Market Insights, Inc.
ABOUT ARIZONA POLYMER FLOORING • Arizona Polymer Flooring manufactures more than 50 different high-performance flooring products and concrete coating systems that are used in both decorative and industrial projects. • Daniel Owen’s parents, Dean and Carol Owen, founded the company in 1985. • In 1998, at the age of 18, Daniel Owen began working at the APF factory as a chemical processor. He also served as a pigmenter. • APF has 63 employees. • APF has distributors in 25 states.
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PROPERTY, GROWTH AND LOCATION
Camelback Corridor Resurgence
STRONG MULTIFAMILY MARKET Greater Phoenix’s multifamily market continues its dynamic pace, according to a report released by Colliers International in Greater Phoenix. • During the first quarter of 2017, vacancy fell 40 basis points to 5.6 percent. This is welcome improvement for the beginning of the year, but the rate is 40 basis points higher than a year ago. • Rental rates rose further in the first quarter, reaching $949 per month. This is a 5.6 percent increase from one year ago. • Construction remains strong and is forecast to gain momentum in the upcoming quarters. Nearly 1,500 units came online in the first quarter, up from 800 units in the fourth quarter of 2016. • Investment activity in the multifamily sector slowed in the first quarter of 2017. Despite the downturn, transactions are still 30 percent higher than they were in the first quarter of last year.
Since the grand opening of the Arizona Biltmore Resort in February 1929, the area known as the “Camelback Corridor” hasn’t missed a development beat. Stretching along Camelback Road between 7th and 64th streets, the submarket long ago reached the “built out” stage, with virtually every infill site along the route developed into premier residential or commercial space. That makes the resurgence happening at Camelback Road and 28th Street notable. Anchored by the development of the Camelback Collective — a new mixed-use project on Camelback Road between 28th and 29th streets — this area is teeming with a kind of new construction buzz that’s rare for the corridor, a high-barrier-toentry submarket that boasts Class A office rents ranging from the mid-$30s to low $40s per square foot and vacancy rates that have dropped dramatically. Camelback Collective will replace two 1970s-era buildings with a new 120,000-square-foot Class A office building and a 160-room AC by Marriott hotel. Already under construction by LaPour Partners and Graycor Construction, the project represents the first new office building to be built on the Camelback Corridor in eight years. The Class A 2777 Camelback office building sits directly west of the Camelback Collective site, and is also riding the momentum of new development activity. Following a March purchase by Lincoln Property Company, the 104,618-square-foot building
is being repositioned with lobby and common area renovations, new lobby furniture, an indoor tenant lounge and conference facility, a new collaborative outdoor lounge area, new corridors and bathroom finishes, improved signage and upgraded landscape and hardscape. This will modernize the building for existing tenants and help to market a rare find on the corridor — approximately 37,000 square feet of available space, including a full second floor with a 28,000-square-foot floorplate. The last piece of the resurgence puzzle is a new five-story, 253-unit Santa Barbara-style luxury apartment community being developed directly west of 2777 Camelback by StreetLights Residential. The project sits on land previously hindered by receivership, but that is now under new ownership and represents a dynamic element of this booming Camelback Road intersection. Since 2012, the Camelback Corridor has recorded positive office space absorption of more than 214,000 square feet annually. The intersection of 28th Street and Camelback Road features walkability to more than a dozen restaurants and Biltmore Fashion Square, and is minutes from executive housing, State Route 51 and Sky Harbor International Airport. —David Krumwiede, executive vice president for Lincoln Property Company, an international full-service real estate firm offering real estate investment, development, design/construction management, leasing and property management/receivership/asset management services
GET REAL
Relo Bay Area to Phoenix The Phoenix office of JLL has completed a new, 38,000-square-foot lease that will relocate FinTech company Upgrade Inc. from San Francisco into two floors at Renaissance Center I in Downtown Phoenix. The move is the latest example of a Silicon Valley company expanding its essential business functions in Phoenix. Upgrade is hiring 100 customer service, credit operations and collections professionals here, and expects to add an additional 200
by Mike Hunter
Lobby Renaissance Trending: Seniors Cypress Office Properties, LLC has Housing commenced construction on phase one of a $50 million renovation of Renaissance Square in Phoenix. The first phase includes upgrades to both buildings’ lobbies, each to have a different theme. Building One (pictured) will have a “tech” atmosphere. Building Two will have a warm hospitality feel with boutique-style interior finishes. Both lobbies will serve as places for tenants to work, collaborate, socialize, eat and drink. cypressoffice.com
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Memory Care, developed by Prevarian Senior Living, recently opened in Gilbert. A full complement of amenities makes it a self-contained social community, with private residences as well as an assisted living portion. It will also place a special emphasis on Memory Care, offering three distinct memory care neighborhoods, each catering to residents who are living with a different stage of Alzheimer’s
employees by the end of 2018.
disease and dementia. Seniors housing
jll.com/Phoenix/en-us
is a growth segment nationwide. savannahouseseniorliving.com
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Savanna House Assisted Living and
Q1 2017 marks the 14th consecutive quarter for rental rate increases in the Greater Phoenix area, and the 1.9-percent increase in the first three months of 2017 was the fastest growth in nearly a year.
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YOUR WALLBED EXPERTS Chandler/Ahwatukee: SW corner of 48th St. and Ray Rd. 4729 E. Ray Rd. • Phoenix • 480-535-8848 Scottsdale: SW corner of Frank Lloyd Wright and the 101 15705 N. Hayden Rd. • Scottsdale • 480-378-0093
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INNOVATIONS FOR BUSINESS by Mike Hunter
Tech? Or Healthcare? Oscar operates in the healthcare realm. But it identifies as a tech company. “We use data, technology and design to make healthcare easier for employers,” explains Paul Gazeley, VP of customer care for the company he describes as a healthcare insurer and tech startup. “We believe if we help inform members about all their options and help them use the healthcare system whenever they need to, it leads to better care, more efficient care, and saves money.” It’s built on a concierge model, with technology focused on enhancing customer service. Each member is served by his or her designated team of three care guides and one nurse, which will be the first point of contact for all his or her healthcare needs. “It’s a more personal approach to member services that’s powered by our proprietary technology and deep data analytics,” Gazeley explains. With data and technology at his fingertips, the care guide can familiarize himself with the member’s history and needs, to provide solutions to the issues — whether of an administrative or medical nature — quickly. Complex conditions are referred to the nurse on the team, who will also be proactively addressing with the member any chronic conditions that exist. “Our vision is to create hundreds of new positions in the area over the coming years,” Gazeley says, noting that Oscar chose to locate here because the Valley has large healthcare and technology sectors and, therefore, an employee pool with the skill sets Oscar needs for its product. Oscar has been primarily in the individual marketplace, but is now targeting small businesses. —RaeAnne Marsh Oscar hioscar.com
Backup the data. Backups are critical in ransomware recovery and response; if records are infected, backups are often the best way to recover critical data. But in addition to regularly backing up one’s organization’s significant data, one should verify the integrity of the backups and regularly test one’s backup restoration process; it would be unfortunate to find out, in the middle of an incident, that one’s backups aren’t working. It’s also important to ensure that one’s backups are secured (e.g., physically stored offline) and not permanently connected to the computers and networks they back up. Increasingly, ransomware is designed to infect both computers and attached storage devices, plus cloud backup services that are mapped to infected computers. Use behavior-based anti-malware software. Businesses should implement behaviorbased anti-malware (e.g., CrowdStrike, Cylance) on their organization’s information systems rather than signature-based software. Criminals are continually tweaking their ransomware strains and adding “features” such as encrypted or constantly changing code. Increasingly, signature-based anti-malware software, which just looks for known malicious files, cannot keep up. Behaviorbased anti-malware software, which watches for malicious behaviors, is often more likely to detect ransomware. Whenever possible, it’s best to configure the anti-malware software to block and alert when it detects ransomware rather than just alert. All alerts regarding ransomware should be rapidly responded to.
Businesses would be well-advised to test their SIRP at least annually — rather than be trying out their SIRP for the first time during an incident. Provide phishing education. Properly trained, employees can be an organization’s frontline defense against ransomware. Cybersecurity is not just an IT issue. Ransomware is frequently delivered via phishing emails, so it’s important to regularly train one’s employees to carefully assess links in emails and to not open unsolicited attachments. To improve employee awareness about phishing, use a tool like Wombat or Phishme to send simulated phishing emails. Businesses should also encourage employees to rapidly report suspicious activity that may indicate ransomware. Once in an organization, ransomware can spread very quickly via shared or networked drives, so it’s critical that all employees know when and how to report suspicious activity on their information systems. —Steve Weil, security director of Point B Inc.(www.pointb.com), an integrated management consulting, venture investment and property development firm
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Increasing 300 percent in the past two years, ransomware attacks now number about 4,000 every day, according to the FBI.
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Have a security incident response plan (SIRP). As unpleasant as it is to think about, businesses should assume their organization will be infected by ransomware — and prepare for it. A well-documented SIRP that is specific to the organization will make it easier to launch a rapid and well-coordinated response. At a high level, the SIRP should include: • A description of the roles and employees who are on the security incident response team (SIRT). • Specific guidelines (e.g. when law enforcement should be notified, how backups are secured) and procedures that the SIRT will follow. • Information about external resources (e.g. computer forensics firm) available to the SIRT.
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Ransomware is a form of malware that targets a user’s critical data and systems for extortion. Typically, ransomware encrypts data with a key known only to the attacker until a ransom (usually in a cryptocurrency such as Bitcoin) is paid. After the ransom is paid, the attacker will sometimes provide a decryption key. The FBI reports that approximately 4,000 ransomware attacks occur daily and that there has been a 300 percent increase in ransomware attacks since 2015. Ransomware is becoming increasingly sophisticated and dangerous. It’s a critical risk for all types of organizations.
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TECH NOTES
Understand Core Motivators Successful for Sales Save Your Data from Ransom
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LOANS | SYNDICATIONS | TREASURY SOLUTIONS | WEALTH MANAGEMENT
Your Business Moves Fast. Can Your Bank Keep Up? Solutions at the speed from local bankers you can trust.
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YOUR BENEFIT IN BUSINESS
WELL WELL WELL
by Mike Hunter
Groundbreaking Coronary Angioplasty Procedure St. Luke’s Medical Center, the first hospital in Arizona to offer a same-day coronary angioplasty through the radial artery in the wrist, is reporting significantly improved outcomes and cost savings for patients and the health system using the new artery access point. As a result, the less-invasive procedure is attracting national attention. According to a national study from the Journal of the American College of Cardiology, radial access could save hospitals across the U.S. it gives hospitals and patients to have same-day surgical procedures. The radial approach also reduces complications by 80 percent compared to the standard femoral approach, according to Richard Heuser, M.D., Chief of Cardiology at St. Luke’s Medical Center. “St. Luke’s Medical Center has one of the most unique catheterization labs in the state, which has allowed us to get ahead of the curve in offering a better patient experience with better patient outcomes,” says Dr. Heuser, a trailblazer in cardiology. “As a result, both patients and the healthcare system are enjoying significant cost savings. Since we began offering the procedure in 2010, the hospital has seen upwards of $750,000 in annual health care savings.” stlukesmedcenter.com
Holistic Model for Healthcare Bayless Integrated Healthcare, which has served the Central Phoenix community for 35 years, recently opened 9,000-square-foot Bayless Integrated Health Center, a fully integrated health center. The new center offers a holistic approach to healthcare by combining family medicine for a patient’s physical healthcare needs with emotional and behavioral healthcare, plus social healthcare, which employs Wellness Navigators to assist patients with resources that are pertinent to their lifestyle and social support needs, including factors like socioeconomic status, education, physical environment, employment and social support networks. Understanding that there isn’t a one-size-fitsall model for health and wellness, the Bayless Integrated Health Center is designed to be a medical home for patients and their families to address their complex wellness needs at every stage of life. baylesshealthcare.com
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Best Western International employees taking part in the “10,000 Steps a Day Challenge”
Best Western Walking a Path of Well-Being – Literally! Best Western International is building a legacy of providing engaging employee wellness programs that create a long-lasting culture of wellness. Inspired and guided by the American Heart Association’s recommendation to take 10,000 steps a day to combat stress and prevent heart disease and type 2 diabetes, Best Western ensures employees have the support and tools they need to be healthy — in and out of the office. More than 200 employees recently completed a “10,000 Steps a Day Challenge,” in which participants earned a Fitbit when they reached 150,000 steps. The program was a hit, as it was easy for employees to participate and track their efforts. Best Western worked with Blue Cross Blue Shield of Arizona to create a customized wellness portal on the BCBSAZ website, and employees could check out a Fitbit and sync it to the portal to automatically track their data. Employees could then log into the portal at any time to see how many steps and points they had earned. The transformation among employees was tangible and manifested in much more than just steps. Tactics included taking a walk with others at lunch instead of eating at their desk, parking farther away from the building to enjoy a brisk walk in, and taking the stairs instead of the elevator. Watercooler talk now centers on celebrating health milestones reached. Now, the company is starting formal walking groups — a “10-minute walk at 10 a.m.” — to continue helping employees get their healthy steps in each day. The success of a company’s wellness programs is influenced not only by the buy-in among employees but also by the commitment
Ten thousand steps a day was a campaign originally created by a Japanese company to sell pedometers but has since been supported by the medical community, according to Fitbit.
of the company’s leadership. Best Western leadership is proud to support and participate in meaningful employee wellness programs, and know that employee health is a cornerstone of happy and fulfilling work. “Best Western is committed to the overall health and well-being of our employees,” says David Kong, president and CEO of Best Western Hotels & Resorts. “We were pleased to see such strong employee participation in our wellness program and are committed to continuing to provide these opportunities in the future.” In fact, in 2017, Best Western is offering six optional 30-day challenges (e.g., Cut the Added Sugar, Halt Hidden Salt, Half Your Plate, Eat Real Foods, and 7 hours of zzz) to activate employees in the many facets of healthy living. In addition, Best Western will offer onsite health seminars on the same challenge topics, allowing employees to become familiar with the challenge, ask questions, and become informed on why that health aspect is so important. As part of Best Western’s holistic wellness program, the company also offers free biometric screenings, flu screenings and mammography screenings, all onsite. If employees prefer, Best Western also offers biometric screening at no cost at participating Sonora Quest laboratories. Based on the success of this FitBit wellness program, BCBSAZ and Best Western are working together to identify future opportunities that fit within the company’s wellness strategy in the year ahead. — Myrna Collins, Health Promotion Executive with Blue Cross Blue Shield of Arizona
Photo courtesy of Best Western International
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LAW MATTERS TO BUSINESS
Employer Alert: Paid Sick Leave Required Arizona employers must be ready to provide paid sick leave to employees on July 1, 2017 by Jessica Post
On Nov. 8, 2016, Arizona voters enacted Proposition 206: The Fair Wages and Healthy Families Act, increasing the minimum wage and requiring virtually all employers to provide paid sick leave to their part- and full-time employees. The paid sick leave portion of the Act goes into effect on July 1, 2017. Below are a few key changes that employers need to be aware of, as they either create new policies or make adjustments to their existing policies, to comply with the Act.
PART-TIME EMPLOYEES ARE INCLUDED
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Many employers do not provide part-time employees with paid time off. As of July 1, 2017, all employees, including parttime employees, will accrue paid sick leave at a rate of one hour of paid leave for every 30 hours worked. For employers with 15 or more employees, employees will accrue up to 40 hours per year under the Act. For employers with fewer than 15 employees, employees will accrue up to 24 hours per year under the Act. Employers may choose to provide employees with additional paid time off, but these are minimums required to comply with the Act.
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‘USE IT OR LOSE IT’ POLICIES
Employers cannot require employees to “use or lose” their paid sick leave by the end of the year. The Act provides that employers have two choices in how to treat unused paid sick leave at year’s end. Option one is to pay the employee the accrued but unused leave and then advance the full amount of leave to which the employee will be entitled at the start of the next year. Option two is to roll the leave over to the next year.
CIRCUMSTANCES INCLUDED IN THE ACT
Jessica Post, a director with Fennemore Craig, practices in the areas of labor and employment, and complex business litigation. She assists companies in employment discrimination, wage and hour, restrictive covenant and trade theft matters. She focuses on employment discrimination and wrongful termination litigation, representing clients before various state and federal courts and administrative agencies. fclaw.com
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Although the leave covered by the Act is typically referred to as “paid sick leave,” it is actually much broader than that. Specifically, an employee may use leave under this Act for any of the following reasons: • The employee’s own physical or mental illness; • Care for the employee’s family member who has a physical or mental illness; • Public health emergency; or • To ameliorate the effects of domestic violence, sexual violence or stalking of the employee or employee’s family member.
RETALIATION PRESUMPTION
The Act prohibits employers from retaliating against an employee based on the exercise of rights under the Act, which would include using paid sick leave, filing a complaint or participating in an investigation. The Arizona Industrial Commission’s guidance suggests that an employer who takes adverse action against an employee within 90 days of the employee asserting a protected sick leave right (e.g.,
using a day of paid sick leave) will be presumed to have retaliated against the employee. The employer can rebut this presumption with documentation that the adverse employment action was taken for a non-retaliatory reason, so it will be even more important for employers to carefully document employment decisions.
NEW EMPLOYEES
The Act provides that, as of July 1, 2017, all employees will begin accruing paid sick leave. However, employees who start on or after July 1, 2017, cannot begin using any accrued sick time until they have worked with the company for 90 days. In addition, the Act does not require an employer to pay an employee for accrued but unused paid sick leave at termination.
PTO POLICIES
An employer may use paid time off (PTO) policies so long as they comply with the Act. In addition to the items listed above, PTO policies frequently need modification in other areas. For example, a PTO policy must allow employees to use their PTO in increments as small as one hour (and perhaps less — if an employer allows employees to use leave for other purposes in increments smaller than one hour, it must allow PTO to be exercised in sub-one hour increments, too). The employer also must, depending on the circumstances, allow the use of PTO with little notice. For example, if an employee is sick, the employee likely will not be able to provide much advance notice to the employer, and this must not result in discipline to the employee.
DOCUMENTATION
Employers often require documentation (e.g., a doctor’s note) every time an employee is absent from work due to illness. The Act, however, provides that documentation may be required only when an employee has used paid sick leave on three or more consecutive work days. (Even then, the employer may ask only for “reasonable” documentation.) Therefore, once the Act goes into effect, an employer may not ask for a doctor’s note or other documentation every time an employee uses paid sick leave.
Arizona joins a handful of other states requiring employers to provide paid sick leave to all employees. Of note, the law requires employers to provide paid sick leave to full- and part-time employees, and the leave may be used in a spectrum of situations, including to ameliorate the effects of domestic violence.
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Tourism Dollars and
:
Sense of Place How are we leveraging our community for tourists to spend money? by RaeAnne Marsh
Tempe Marketplace
Tempe Center for the Arts
FOUND:RE Phoenix
Salt River Fields at Talking Stick
Desert Botanical Garden
In 2015, the latest year for which industry figures are available, the greater Phoenix area welcomed an estimated 22 million visitors, who were responsible for $13.6 billion in estimated direct spending, according Megan Doyle, senior manager of corporate communications and community relations with Visit Phoenix, crediting a report by Longwoods International Dean Runyan Associates. “Without a doubt,” she says, “the visitor industry drives economic development in our community.” The report the Tempe Tourism Office released earlier this year by Tourism Economics cites $122 million generated for Tampe in tax revenues in 2015, including $36.2 million in local taxes.
The City of Mesa realized a return of $18.56 on every dollar it invested into its convention and visitors bureau, Visit Mesa, according to the bureau’s president and CEO Marc Garcia, who notes that’s a very conservative assessment that “does not include consumption by leisure travelers who likely booked Mesa hotels and other Mesa travel products as a result of Visit Mesa’s national digital, print and social media marketing campaigns.” And, reporting that nearly 9 million visitors come to Scottsdale each year, Experience Scottsdale’s president and CEO Rachel Sacco says, “Our overnight domestic visitors, alone, spent $1.2 billion in the destination in 2015, according to the City of Scottsdale. That doesn’t include spending from our high-value international visitors, including those from Canada. Visitors to Scottsdale generate nearly $40 million in tax revenue, funding important resident services, as well as tourism promotion and development.” What draws visitors here? Sure, we’ve got an enviable climate and one of the world’s seven wonders — and an industry has grown up that capitalizes on such attractions. But professionals in that space are leveraging other elements of Valley life as well. Phoenix Convention Center Director John Chan, noting this concerted strategy by area hotels, the convention center and Visit Phoenix to “leverage what we have,” says of the biomedical education and research institutions in Downtown Phoenix, “There’s an opportunity to really target conventions and meetings for businesses in that field, such as pharmaceutical and medical companies.” And Vittal Calamur, general manager of FOUND:RE Phoenix, a boutique arts and culture hotel that opened late last year in Downtown Phoenix’s arts district, shares, “USA Today names Roosevelt Row one of top 10 art communities in the country, so we capitalize on that.”
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Tourism’s Economic Impact The comprehensive research project, “The Economic Impact of Tourism in Tempe, Arizona,” recently released by the Tempe Tourism Office found that 3.7 million visitors to Tempe in 2015 spent $730.6 million in direct expenditures — and the combination of direct and indirect spending and induced impacts generated $1 billion in total business sales. Stephanie Nowack, Tempe Tourism president and CEO, notes the number of visitors increased 20 percent from 2011 to 2015, from 3.084 million in 2011 and 3.7 million, with 28-percent increase in spending, from $572 million in 2011 to $730.6 million. According to the research, the tourism sector supported 8,467 jobs in Tempe, or one of every 13 jobs in the city. Tourism is a significant part of several industries, directly supporting nearly all employment in lodging, 40.5 percent of recreation, 19.4 percent of food and beverage, and 6.1 percent of retail. In addition, Tempe employees earned a total of $307 million as a result of visitor activity.
In Scottsdale, one of every 10 jobs directly relates to tourism, according to Sacco, who characterizes it as one of the city’s largest industries. “It’s also one of our oldest industries, as people began traveling to Scottsdale for our healing climate in the late 1800s. That tradition has continued from the 19th century well into the 21st century. During that time, tourism helped spark our community’s economic growth and development.” Visitors to Scottsdale generate $40 million in local sales- and bed-tax dollars. Half of all bed-tax revenue helps fund tourism-related events and capital projects, among which are improvements to TPC Scottsdale, the construction of Western Spirit: Scottsdale’s Museum of the West, and funding to expand Barrett-Jackson Collector Car Auction, but Sacco notes such revenue also supports essential public services like police, firefighters, public schools, transportation and more. The $600 million expansion of the Phoenix Convention Center, begun in 2004 and completed in 2008 through a partnership between the City of Phoenix and the State of Arizona, tripled the facility’s size and “allowed us to compete for a bigger share of the convention and trade show market,” Chan says. Since then, he reports, the center has welcomed 1.7 million convention delegates, and generated approximately $228 million per year in direct spending impact to the state. Of course, there’s a symbiotic relationship with the private sector. Dan Boyer, director of sales and marketing for the Sheraton Grand Hotel, located mere steps from the Phoenix Convention Center, points out the 1,000-room hotel “allows for the CVB and city in general to attract larger conventions.” “Visitors touch so much more than just hotels; they are spending money at attractions, restaurants, shops, transportation. All of that spending supports local jobs — and local families,” Doyle says. And, providing another perspective, Garcia notes, “The yield on visitor dollars and subsequent tax receipts is far more efficient than resident tax
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Waste Management Phoenix Open, Hole 16
dollars, and visitors don’t typically require public services like jails, libraries and schools.” Entertainment is a big part of the tourist draw, and entertainment is a purposeful focus of development — along with office and retail — by the Salt River Pima-Maricopa Indian Community for its commercial corridor along the Loop 101. In fact, the northern part of that corridor has been slated as the Talking Stick Entertainment Destination area as much of the development in that area is focused on entertainment, according to Blessing Mc Anlis-Vasquez, marketing manager of the Talking Stick Cultural & Entertainment Destination for SRPMIC. “When Salt River Fields at Talking Stick opened its gates to the public in 2011, it sparked a fire within the Community continues to burn bright today,” she says. “In early 2017, we welcomed iFLY indoor skydiving to the area, and look forward to seeing a Dunkin Donuts/Baskin Robbins storefront open its doors and the addition of offerings at some of our existing amenities, like virtual reality gaming at Octane Raceway. “Development within the Community not only results in increased tax revenue,” she notes, “but additional jobs, increased awareness of our tribe and recognition of development in Indian Country as a whole.” Doyle also emphasizes that promoting travel to the greater Phoenix area does so much more than generate visitor spending, and she cites Downtown Phoenix as the perfect case study of how the travel industry spurs economic development. “Fifty years ago, the downtown area would be unrecognizable to today’s traveler. But with the development of the Phoenix Convention Center and the surrounding hotels, the ability to bring large-scale groups and conventions became a reality. Slowly, the downtown area began to grow with new restaurants, theaters, shops and businesses. Today, we’re thrilled to see that Downtown continues to improve not only for the visitor experience, but also for the locals who live, work and play here.”
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Orange Sky, a fine-dining restaurant located on the top floor of the Salt River Community’s Talking Stick Resort, offers spectacular views of Talking Stick Golf Club and the tribes’ 19,000 acres of natural preserve
Impact on Other Business Sectors “While our industry is sometimes characterized as being merely ‘fun’ or that our industry’s jobs are low-paying, this is a short-sighted view of this rather large and varied industry,” Garcia says. He points out that local grocery stores, gas stations, auto dealerships, farms and ranches are all very much tied to visitor spending. When friends and family come into town, we go buy extra food at the grocery store. This happens a thousand times a day all over the state. And, with more than 65,000 hotel rooms in Maricopa County — generating as much power as they do throughout the year — utility companies are also in the visitor industry. “No one knows the growth of food tourism more than Mesa’s regional attractions and partners such as the Queen Creek Olive Mill and Superstition Farms that make up Visit Mesa’s Fresh Foodie Trail®. Our farmers are now directly tied to visitors and their dollars as more visitors explore this region seeking out these culinary-related activities.” Calamur points out that FOUND:RE Phoenix not only created 140 jobs in its hotel and restaurant, but created jobs for many local businesses as it was being built. “About 80 percent of what was done for the hotel was by local designers and fabricators.” And on an ongoing basis, the hotel’s three-meal restaurant has partnered with close to 80 local purveyors while its art program for guest rooms and public spaces works with a large number of local artists. “Tourism is often the front door to economic development,” says Sacco. She reports that
consumers exposed to Experience Scottsdale’s advertising were 106 percent more likely to view Scottsdale as a “good place to start a business”; those who visited Scottsdale, 116 percent more likely; and those who were exposed to the advertising and visited Scottsdale, 226 percent more likely. Tourism attracts corporations to hold conferences and meetings in the hotels, entices families to visit on vacation, and draws individuals to attend special events. “These opportunities allow CEOs and business owners to experience all Scottsdale offers — amenities they’ll consider when thinking about where to relocate or expand.” Case in point: In the early 1950s, Illinois residents Paul Galvin and his wife, Virginia, were Scottsdalearea winter visitors. After Galvin opened a division of his business just west of Scottsdale, he and his wife often stayed at the JW Marriott Camelback Inn during their trips. In 1957, Galvin moved more of his business — Motorola — to Scottsdale. “Motorola not only diversified Scottsdale’s economy and introduced high technology to the area,” Sacco says, “but company employees and their families created demand for housing, schools, retail and civic infrastructure.” Experience Scottsdale, along with Tempe Tourism and the Arizona Office of Tourism, is among the many other local tourism organizations that SRPMIC works with, and McAnlis-Vasquez says the Community “absolutely benefits from the visitors their efforts bring to our beautiful state. … Each tourism organization offers us support as a Community and also supports and works directly with many of the enterprises themselves, so we are involved with them on multiple levels and enjoy working with such a talented group of tourism leaders to further promote tourism in Arizona.”
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Quality of Life Investments in visitor-serving products and services are smart for visitors who come for brief stints, and these investments make them want to come back again and again. “But it is just as important to remember that these products (hotels, golf courses, restaurants, convention centers, sports campuses, etc.) are enjoyed by residents 365 days a year and contribute to the admired quality of life we boast,” Garcia says. And it can work the other way around, too, with amenities developed for the residents contributing to the tourism efforts. Ralph Remington, artistic director of Tempe Center for the Arts and deputy director for arts and culture at the City of Tempe, says that while the Tempe Center for the Arts is not competing in the tourism space — “the Greater Phoenix Metro area is our target market” — the TCA is an important part of the attraction of Tempe as a whole and of the economic value of Tempe Town Lake, on whose shore it sits. “The economic value of Tempe Town Lake is about $2 billion, which includes development, special events, boating and tourism.” He adds, “In the last six months, approximately 10 percent of the traffic to our website has come from out-of-state tourism — some as far as Mumbai and Calgary.
indoor skydiving at iFLY, part of Salt River Pima-Maricopa Indian Community’s Talking Stick Entertainment Destination
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Mountain Shadows
Industry Challenges There may be an impact on tourism in general as a backlash from travel bans by the federal government, Nowack shares. She notes that Tempe Tourism has been actively pursuing business in Mexico and Canada, and it has been successful, “but we don’t know if that will change” with the uncertainty of the political climate. Another challenge she cites is in funding. “Funding for the Arizona Office of Tourism is lower than other states.” That hinders efforts to market Arizona for tourism. Yet, Nowack notes, “Competition from other destinations is always increasing.” So there is great need to differentiate what’s here from other destinations — the Grand Canyon, of course, but also the wide diversity from desert to mountains and even between cities. “As a destination, we need to continue adding and improving attractions and amenities in order to attract new tourists while maintaining our appeal to long-time visitors,” Sacco says, noting Scottsdale faces fierce competition from other destinations. But further, “As a destination marketing organization, Experience Scottsdale must continually improve as well,” Sacco says. “That’s why we unveiled a new destination brand last year. During 18 months of research and development, we closely examined consumer perceptions of Scottsdale and built a brand that appeals to our current and potential visitors. We are competing with destinations that have budgets two to three times larger, but we strive to get our message to our top visitor markets like New York, Chicago, San Francisco, Denver and Canada through high-impact advertising campaigns.” Visit Mesa rebranded and re-engineered its sales organization in FY 2013, and Garcia reports its booked room nights are up nearly 700 percent since then. And in terms of meeting consumer needs, “Consumer experience is even more important
now, with consumer feedback sites, especially in this high-density resort and restaurant town,” says Jesse Thompson, director of sales and marketing at Mountain Shadows in Paradise Valley, speaking from 40 years’ experience in the industry here. “Anticipating needs is big, and individualizing service to personal taste.” Although he says of Mountain Shadows’ recent opening, “It’s been almost 10 years since the last one in our size and scope opened,” he cites added room supply as one of the challenges. Similarly, Boyer notes the hotel market in Downtown Phoenix has gotten more competitive since the Sheraton Grant opened eight years ago, but on the flip side, “It bodes well for attracting larger conventions.” But another challenge for his location is “there’s a perception that Downtown Phoenix is like a ghost town; ‘What’s there to do in Downtown Phoenix?’” So, it’s important the hotel community and the CVB get the message out to both meeting planners and the leisure traveler that “Downtown Phoenix is more vibrant than even five years ago.” “Even locals don’t know about what’s happening downtown,” Calamur says, although he believes Phoenix is starting to be recognized as more than a sleepy town. He keeps FOUND:RE Phoenix involved in community events to help raise its profile locally, and adds to the arts scene with an eight-story digital-projection exterior light installation as well as an outdoor display box that provides omnipresent public art by exhibiting ever-changing, avant-garde masterpieces created by local artists. The business model incorporates the surrounding residential area. “It’s important that people have a place where they can walk around, and have things to do and see,” he says. And the hotel needs the additional business beyond its room guests to help fill amenities such as its restaurant.
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The planned Ritz-Carlton, Paradise Valley
Fresh and Refresh “The trend now is ‘art hotel,’” Calamur says. FOUND:RE Phoenix is taking that seriously, and brought in Michael Oleskow as cultural curator. Oleskow was board president of Artlink Phoenix for two years and has long been involved in the Phoenix art scene, and brings his wealth of contacts to the hotel’s unusually immersive art program. Oleskow has sourced more than 25 artists to feature works of various mediums enmeshed into every aspect of the guest experience, igniting curiosity and a sense of discovery. Both the Studio and the Gallery spaces feature a roster of rotating shows, pop-ups and artists throughout the year, with good quality prints of the originals in each of the hotel’s 105 guest rooms. Oleskow calls it “sleeping with the artist,” and explains, “What differentiates us as a boutique hotel is, all art is local and all art is for sale.” Adds Vittal, “We’re marketing to a different crowd, who aren’t looking for a golf resort or pools, to lay out in the sun. They’re more energetic, and looking for an adventure rather than what’s traditional in Arizona.” Addressing that subject from the standpoint of the Scottsdale CVB, Sacco says, “As both a destination and organization, we must keep an eye on the changing habits and tastes of travelers.” Recognizing the trend of travelers looking for localized, experiential vacations, she points out the hotels and resorts are making investments and renovations that better speak to those changing desires, from creating inviting lobbies that act as gathering spaces to adding restaurants with locally sourced menus. “One of the Scottsdale area’s newest properties, Andaz Scottsdale Resort & Spa, partnered with the local Cattle Track Arts Compound to create art for the lobby, restaurant and guest rooms. Cattle Track artists also participate in a weekly artist-inresidence program at the resort.” The Sheraton Grand is also reaching out to a new market. Seventy percent of its business is group conventions, but Boyer says that, over the past three years, it has been making a more concerted effort to attract the wedding market, and it has begun to focus on the leisure market perspective with packages around the Diamondbacks, the Herberger Theater, and other local attractions. McAnlis-Vasquez relates that SRPMIC is focusing the majority of its promotional efforts on the Talking Stick Destination area, which includes Talking Stick Resort, Talking Stick Golf Club, Salt
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River Fields at Talking Stick, the Pavilions at Talking Stick, Topgolf, Octane Raceway, iFLY, Butterfly Wonderland, OdySea Aquarium, Dolphinaris Arizona, the Hampton Inn and the Courtyard Marriott Scottsdale Salt River. Noting that many of these facilities are new to the market and bring a uniqueness to Arizona’s entertainment offerings, she says, “Add the fact that these entities are located within a tribal community and it further enhances the draw, as guests will get to see and feel our cultural influences all around them. “We are also very proud of the story that we have to tell as a community, and make a concerted effort to promote the cultural experiences that can be found within the area for those seeking that type of experience. We are unique in that most of our developments are architecturally or experientially influenced by the two tribes that call Salt River home, so, even though the amenity itself may be modern, there is influence in the space that tells a story.” For example, iFLY is the newest area amenity and offers indoor skydiving, but the building features a birds-in-flight image that, historically, was used in basket designs and on pottery, and also features a large sitting area outside its main entrance with a design influenced by Pima basketry. “As a Community, we try to enhance the marketing efforts and messaging that our partners already doing. If, as a group, we are able to define an area or program that would be beneficial for most everyone but there is currently no presence in that space, we will focus our efforts there.” Events are a critical component of Scottsdale’s product inventory, whether as a motivator for travel or an enhancement to the visitor experience, according to Sacco. “Events help drive new and repeat visitation and establish the city as a destination that caters to residents and visitors with a wide-range of interests. Fortunately, Scottsdale is home to world-class special events like the Barrett-Jackson Collector Car Auction, the Waste Management Phoenix Open, the Scottsdale Arabian Horse Show and more.” And opportunity is magnified throughout the Valley. In fact, Nowack says of Tempe, “We’re a big events city.” Tempe has hosted the Rock ’n’ Roll Marathon since 2004, which Nowack says
consistently brings more than 25,000 people. “And we get half of those room nights, because the finish line is here.” Ironman, hosted by Tempe since 2005, draws participants from every U.S. state plus 32 countries. Twenty-eight hundred participated in the recent Pat’s Run. Plus, of course, Tempe is home to ASU. And Phoenix promotes its convention center. “We’ve been trying to position the Phoenix Convention Center as a boutique brand, providing wonderful and distinctive facilities, efficient buildings and customer service,” Chan says, noting, “If attendees have a good experience, meeting planners will want to come back.” It’s also venturing into special events, according to Chan, who says the center now houses offices for a new position the city created to coordinate major events. Coming up this October, for instance, is the Lost Lake Music Festival at Steele Indian School Park. “It speaks to how Phoenix has grown as a market,” Chan says, explaining producers are looking for communities where locals as well as out-of-town people will support events. Part of the reason mega events are often used by economic development agencies to promote business to and within the state of Arizona is what the national exposure can, potentially, attract, Garcia explains. “Much of tourism’s impact goes back to quality of life. If C-level executives come to Arizona and love the restaurants, the climate, the housing, cost of living, golf courses, hotels, spas and more, there’s a strong chance they could see themselves living here and strongly consider moving their base of operations here.” Experience Scottsdale experiencescottsdale.com FOUND:RE Phoenix foundrehotels.com Mountain Shadows mountainshadows.com Phoenix Convention Center phoenixconventioncenter.com Salt River Pima-Maricopa Indian Community srpmic-nsn.gov • talkingstickarizona.com Sheraton Grand Phoenix sheratonphoenixdowntown.com Tempe Center for the Arts bit.ly/tempe-center-arts Visit Mesa visitmesa.com Tempe Tourism Office tempetourism.com Visit Phoenix visitphoenix.com
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Check out this month’s Feedback for a closer look at three valuable Valley attractions.
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PACKAGED TO IMPRESS
Core Motivators of Human Behavior Successful sales relies on understanding of basic motivators by Shari Levitin
Special Section:
Owners Legal
MAGAZINE
Services Guide
JUNE 2017
IN BUSINESS
Business
TOURISM
To Dolur larsism and : Sense How to Monetize Your Data
JUNE 2017 •
Understand Core Motivators Successful for Sales Save Your Data Ransom
of Place
How are we commun leveraging our ity for tourists to spend money?
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Tempe Chamber of Commerce Arizona Small Business Association
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Shari Levitin, author of Heart and Sell, is an internationally known sales strategist, speaker and entrepreneur. She is CEO of Shari Levitin Group, a global training and consulting firm with clients in more than 48 countries and one of Inc. Magazine’s Fastest Growing Companies. Levitin has worked with companies that include Hilton, Hyatt, Adobe, RCI, Jaguar, Wyndham Worldwide and financial service groups, as well as individuals. Shari Levitin Group also includes Levitin Learning, a unique virtual university with more than 240 online courses. sharilevitin.com
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Human beings are more alike than we are different. We all yearn for deeper connection. We all want more time and less stress. We all desire health and well-being, freedom, adventure, revitalization and self-improvement, but most of all we crave significance — a sense of purpose. When companies connect with their customers’ deep emotional motivators, the pay-off can be huge. The food chain Chipotle Grill created one of the most famous emotion-based ad campaigns in recent history — one that spread to 6.5 million YouTube subscribers in less than two weeks. The ad tugs at our heartstrings by increasing customer awareness of animal confinement, growth hormones and toxic pesticides. This shows that even a fear of negative and painful emotions will drive sales. (This was before Chipotle’s negative press regarding foodborne illnesses in 2015.) Advertisers drive our purchase decisions by linking high-end kitchen stores with elegance, lingerie with sex, and candles with a feeling of revival. No one is immune. Just last week, I paid double the price for a Smart Water over a generic brand to keep me going during an upcoming business meeting. It raises the question: Do we buy anything without emotion? Several years back, I found myself sitting next to the vice president of sales for one of the top tire companies in America. After explaining to him what I did for a living, I said, “I suppose it’s a little tough to sell tires emotionally.” “Are you kidding me?” he laughed. “Haven’t you seen the baby ads?” Then I remembered the famous Michelin tire commercials from the 1980s: “Because so much is riding on your tires!” I realized that Michelin had bought and paid for — decades earlier — space in my brain that said, “Michelin is the safest tire.” Wow! There’s no question that we make purchase decisions based on unconscious yearnings and emotional motivators. The question is: What are the most common motivators? What are the drivers that cause us to act, buy and consume? For years, my training has centered on highlighting the few core emotional motivators that salespeople, marketers, advertisers and publicists must uncover and sell to. Here are the seven motivators I’ve found to be particularly powerful:
SAFETY
The news continually bombards us with stories that show the extent to which humans move toward safety and away from danger. The U.S. Department of Defense spends more than 57 million dollars per hour to keep the American people safe. The need for self-protection is a desire that is timeless and universal. Our brains are hard-wired for self-preservation. We buy life insurance, make financial investments, vote and choose mates to secure a comfortable future. We hunger today — and postpone immediate gratification — for a more secure tomorrow. Our desire for safety and security is a common motivator for such products as banking, real estate, certain types of software, and pharmaceuticals and healthcare products and services.
ADVENTURE
We invest in fly-fishing trips, four-wheel Jeeps and the latest in fancy gadgets so as to grow, play and experience new things. We drink unblended Scotch, play cards, travel to Tahiti, dance, ride rollercoasters and jump out of airplanes (well, some people do) to stimulate our desire for adventure. Simple and complex pleasures drive us to do everything from wandering into a cookie store and buying extra chocolate chips to investing in a pontoon boat. Our desire for adventure is a common motivator for products like vacations, automobiles, fashion, new technologies, fine wine and beverages.
SIGNIFICANCE
People today are consumed with a desire for “likes,” friends, connections and fame. The average millennial today shifts between devices like phones and laptops 25 times every nonworking hour (and probably even more when they’re supposed to be working). A few months ago, I attended a training session where I heard that guests on Oprah Winfrey’s show — from heads of states to rock stars to presidents, including the Duchess of York, Tom Cruise and Michael Jackson —
Bloomberg.com, earlier this year, looked at tax-refund spending plans by consumers, and found that plans for splurge spending fell, overall, from 8.3 percent to 7.6 percent since last year, with millennials the most likely age group to make such a purchase. bitly.com/tax-pay-debt
BETTERING YOUR BUSINESS shared a common concern. At the end of the show, when the lights went down, these international celebrities all asked Oprah the same question: “How did I do?” It just shows that fame doesn’t keep people from feeling insecure. In fact, nothing does, because life itself is insecure. A desire to feel that our life is significant is a common motivator for such products as branded accessories, fancy cars, members-only clubs, hotels, home furnishings and athletic wear.
RELATIONSHIPS
Relationships give meaning to what would otherwise be a lonely, angst-ridden existence. Connection is why we’re here; it’s how we make it through heartbreak, death, birth and jealousy. Feelings of disconnection are usually found at the heart of shame and pain. Research shows that people with stronger relationships have tougher immune systems; they get sick less often and heal faster when they do. Research shows that we’re happier, more successful and healthier when we’re surrounded by a large social support system. A desire to connect is a common motivator for products such as jewelry, food and alcohol, beauty products, coffee houses and travel.
The Lean Strategy A lean strategy is about gaining a competitive edge by offering better quality products at competitive prices and making a sustainable profit by eliminating waste through engaging employees in discovering deeper ways to think about their own jobs and smarter ways of working together. In its current form, lean has been radically effective, but its true powers have yet to be harnessed. Lean Strategy harnesses that power and delivers a new way of creating value from lean. Leading lean experts address popular misconceptions about the basics of lean/TPS, showing the true purpose of tools, methods, and attitudes that leverage the intelligence of every employee doing the work. The Lean Strategy: Using Lean to Create Competitive Advantage, Unleash Innovation, and Deliver Sustainable Growth Michael Balle, Daniel Jones and Jacques Chaize
Pages: 304
McGraw-Hill Education
$35
The Leadership Mind Switch The Leadership Mind Switch provides the critical lessons
HEALTH AND WELLNESS
Health in today’s world means more than just not getting sick. It reflects our deep yearning to feel good and look good. The popularity of spas, revitalizing creams, supplements and “you deserve it”-type products and services has increased 50-fold over the past few years. We’re tired, overworked and jam-packed with to-dos. Revitalization products promise a mental, physical and emotional retreat — and consumers will pay for it! Wellness is a common motivator for products such as spa services, supplements, weight loss, yoga and meditation classes, and health clubs.
SUCCESS/SENSE OF PURPOSE
Our day-to-day goals are but a smokescreen for the sense of purpose that burns within us. The desire for a sense of purpose is a common motivator for products that leave a legacy, offer us the opportunity to give back, and have investment potential.
Available: 67/30/2017
needed to lead a company in a fully globalized business world where radical technologies reign supreme. Debra Benton and Kylie Wright-Ford have helped some of today’s most top executives successfully position themselves and their companies for the future. Now, in this groundbreaking leadership guide, they share their insights. Readers will learn how to be the kind of leader who is both firm in his or her decisions but maintains an air of approachability; how to drive high productivity while keeping workers happy and satisfied in their jobs; and how to embrace new technologies without sacrificing the human touch — which is the hallmark of great leadership. The Leadership Mind Switch: Rethinking How We Lead in the New World of Work D.A. Benton and Kylie Wright-Ford McGraw-Hill Education
Pages: 288 Available 6/23/2017
$28
GROWTH AND EDUCATION
Science confirms that humans naturally search for order and reason; we want explanations for how objects, people and processes work. However, there are other reasons we seek knowledge. We’re curious. We want to pass down what we’ve learned to the next generation in the hopes that they won’t repeat our own foolish choices. But it’s more than that. Knowledge makes us more interesting. Smart is sexy! It makes us better able to attract mates, more likely to excel in business, and more likely to contribute to the success of the community, all of which are traits that evolution has bred into us. The impulse toward education is as much a part of our DNA as our eye color. A need for education and growth is a common motivator for products like advanced training courses and programs, educational books and videos, and coaching and mentoring services. When you ask anyone over the age of 21, “What’s the most important thing in your life?” you’ll hear some variations on those seven desires. The order may be different, but our basic needs are universal. Throughout our lives, our core motivators will shift and twist but, in my experience, people find common themes that they return to time and again.
Bloomberg.com also found that most people were planning to put their tax refunds toward overdue bills and necessities, not major purchases. bitly.com/tax-pay-debt
Change the Way You Change! Great leaders of change positively impact business performance by fundamentally working differently from most leaders in three ways. First, they change how they think and talk about change. Second, they change their approach to change by engaging both individuals and the organization. And third, they elevate what they do as a leader and the roles they play. In Change the Way You Change!, authors R. Kendall Lyman and Tony C. Daloisio pull from ten years of research and working with individuals, teams and organizations to convincingly illustrate how changing a team or a business requires changing both inside-out (thoughts and beliefs) and outside-in (structure and system) approaches. Each chapter provides an in-depth discussion of one of the five roles of great change leaders: focus, align, engage, lead, and sustain. Change the Way You Change!: 5 Roles of Leaders Who Accelerate Business Performance R. Kendall Lyman and Tony C. Daloisio Greenleaf Book Group Press
Available: 6/20/2017
$21.95
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INVESTING IN COMMUNITY
Avoiding the Operational Black Hole
Development leaders often take on too many operational tasks, neglecting fundraising by Richard Tollefson JUNE
UP NEXT MONTH The Transformational Impact of Philanthropy
PERSONAL ORGANIZATION TOOLS Nonprofit leaders looking to improve their time management skills can employ two simple tools: calendar blocking and color-coding. Calendar blocking is, quite simply, reserving blocks of time for specific tasks. Reserve the most time for those important, prioritized tasks. Use an Excel spreadsheet, a simple day planner, or Microsoft Outlook in a weekly view. Color-code tasks based on higher priorities or similar functions so that a single glance visually illustrates how much time is committed to certain categories of tasks. Also consider free apps with task management and scheduling builtin; examples include Plan, Week Plan and PromoDone. And remember to schedule breaks between tasks, which aids in concentration and productivity.
Richard Tollefson is founder and president of The Phoenix Philanthropy Group, an Arizona-based international consulting firm serving nonprofit organizations as well as institutional and individual philanthropists. phoenixphilanthropy.com
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“There is not enough time in the day to get my job done.” It’s a complaint echoed by a majority of fundraising leaders. For many who have risen through the ranks as chief development officers — or even CEOs — it often boils down to an excess of time spent on operations. Unused to managing people and processes, new leaders can become mired in operations tasks, often sacrificing fundraising productivity, which trickles down to poor program and service delivery to constituents. Leaders may find themselves kneedeep in any number of “back house” operations activities — data and information management, HR, IT, marketing, administration, finance, budgeting or accounting — instead of providing strategic direction, orchestrating fundraising activities, working with the governing board or establishing a positive community presence. “Knowing which HR personnel issues I had the authority to handle myself and which I needed to bring to management was a struggle,” says Whitney Fulton, former vice president of institutional advancement for Thunderbird School of Global Management and consultant with Phoenix Philanthropy. “Clarity around authority is critical.”
BE SELF-AWARE AND EFFICIENT
According to Fulton, leaders who know their strengths and weaknesses can avoid operations timesinks. Some leaders, she says, believe they excel at everything. “Being self-aware and reflective is important; you will hire a team that’s highfunctioning in all areas because you know your areas of weakness and are addressing them.” Contrary to popular belief, efficiency is improved by narrowing focus, not taking on more tasks. In their book The One Thing: The Surprisingly Simple Truth Behind Extraordinary Results, Gary Keller and Jay Papasan discuss the fact that doing fewer things for more effect is more important than doing more things with unfavorable effect. What’s more, they preach that all tasks don’t deserve equal time. So, what is a development leader to do when operations loom? For starters, Fulton says managers should tap the expertise of executives sitting on their nonprofit boards, who can help clear some operational hurdles. “They can open up their address book and suggest contacts for help with accounting or marketing focus groups, for instance. One of our board members brought in his team to do a pro-bono salary study for us. Another put us in touch with a peer institution going through a similar campaign so that we could share efficiency strategies.” In some cases, board members, themselves, can function as highly experienced, but unpaid, consultants deployed individually, on task forces or committees.
OPERATIONS MANAGEMENT SOLUTIONS
“The larger the disconnect between the frontline and support staff, the more operational inefficiencies you will notice,” says
Fulton. The key for development leaders is open communication — ensuring everyone understands one another’s role and how to support one another. Another key: offering the same level of respect to those completing back-office operations as those operating on the front-line with donors. Create an in-house operations swat team: Leaders should hand pick individuals within their overall organization — not necessarily within their department — to lend expertise in finance and accounting, marketing-communications, HR or other areas. Their insights can be used to streamline efficiencies and delegate tasks. Hire a dedicated operations manager: A professional can focus on project and information management, administration, finance/accounting, and new business development and marketing, allowing the manager to manage. Outsource operations: “We are seeing operations-only consulting firms pop up for fundraisers because of nuances in the gift-processing arena. You want someone sophisticated,” says Fulton. “Instead of hiring eight different people for these functions, you hire one firm.” Finance and accounting, HR, IT and marketing-communications tasks can also be effectively outsourced. Consult peers: Affinity organizations and nonprofit peers are often willing to share operational success stories. Reach out. Says Julia Gallagher, director of development technology and operations for Memorial Sloan Kettering Cancer Center, who works with technology and operations consultant Zuri Group, “Outsourcing our high-volume processing enables us to focus on top constituents, and partnering with a technical consulting firm to handle hundreds of hours of programming enables us to stay nimble and focused on high-priority, longterm strategic initiatives.” Whether creating an in-house ops team, hiring an operations director or contracting out, it is clear that the fundraising leaders with the most success are those who prioritize and delegate operational functions that aren’t their strengths.
In Guidestar’s Trusting Technology to Overcome Management Challenges study of 200 nonprofits, 80 percent acknowledge inefficiencies such as time-consuming methods, 30 percent still rely on spreadsheets or other documents to manage donors, and 20 percent say outdated and inefficient donor tracking and engagement methods are big pain points.
BY RAEANNE MARSH
JUNE 2017
Salt River Project
‘Power Up – Business Outage Preparedness’ Workshop
Arizona Small Business Association
Brand Day: Small Business Marketing Summit 2017 Thurs., June 15 | 12:30p – 5:00p
Thurs., June 15 | 8:30a – 10:30a
Designed to arm working professionals with the tools, tips and
Are businesses prepared for outages? SRP wants to make sure
the event will cover everything from inbound marketing and PR
the answer to that question is, “Yes.” So, it has been hosting free workshops to inform business owners and decision makers on what they need to do to reduce risks and maintain critical operations — and make sure they have the tools to teach their employees. June 15 is the last one scheduled as we head into the high-demand summer months. It will be held in Central Phoenix at the Courtyard by Marriott Phoenix, 2621 S. 47th Street. Topics covered start with an overview of the grid and electrical system, an explanation of the difference between planned and unplanned outages, and information on what it takes to restore power during an outage. Outage experts will then share with attendees preparedness tips, helpful SRP tools, and information on back-up power sources. Key steps for businesses include creating a business continuity plan with key employees that considers the impact of service disruption on their operations, and defining and training to the relevant roles and responsibilities. This is also part of the wealth of information SRP maintains on its website (at www.srpnet. com/safety/outage/businessoutage.aspx#collapse1), along with inviting businesses to sign up for text or email business outage
strategies necessary to put current marketing ideas into action, to promotions and video as it showcases the latest marketing, digital, PR, video and social techniques via a series of breakout sessions, panels, and keynotes by influential marketers. Topics to be covered are “Email Makes a Comeback,” sharing the newest strategy and tools; “Social Media Marketing,” about capturing huge audiences and audience creation for the highest advertising ROI; “Less is More,” on how to capture the attention of people on their mobile devices and in video, sharing techniques used by the biggest brands; “Online Paid Advertising, Google Organic Search, SEO,” on how to stand out on social media/email — without being annoying; and “Mobile & Millennial Marketing.” The program is designed to provide attendees with practical solutions and brand, marketing and digital strategies they can implement immediately. The full afternoon of presentations winds up with a Happy Hour, included in the registration. Co-sponsored by BIG YAM, The Parsons Agency, the event also offers attendees an exclusive opportunity to tour Arizona’s most state-of-the-art video production studios, Sneaky Big Studios.
SAVE THE DATE
Upcoming and notable Nonprofit Business Summit July
Fri., July 14
14
Educational sessions and opportunity for nonprofit executives to connect with Valley business leaders. asba.com Women in Leadership Luncheon July
18
Tues., July 18
JUNE 2017
Lunch includes keynote speakers addressing topics from how to get more out of networking opportunities, to how to lead from where you stand, to improving the bottom line while still having fun. Education forums, including topics like social media and business basics, will also be offered quarterly.
S M T W T F S
chandlerchamber.com
alerts and weather notifications. The workshop program includes breakfast and a Q&A session. Space is limited to the first 100 registrants.
Members: $90; non-members: $140 BIG YAM, The Parsons Agency 15750 N. Northsight Blvd., Scottsdale asba.com/brandday
Free Courtyard by Marriott Phoenix 2621 S. 47th St., Phoenix srpnet.com/powerup
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 JUNE 2017 NOTABLE DATES 18 19 20 21 22 23 24 Wed., June 14 — Flag Day 25 26 27 28 29 30
Sun., June 18 — Father’s Day
Wed., June 21 — Summer Solstice
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JUNE 2017 Tues., June 6
11:30am - 1:15p
‘Meet the Mayors’ Lunch West Valley Women Join in the Fabulously Fun Networking. Members: $30; non-members: $35 Arizona Broadway Theatre 7701 W. Paradise Ln., Peoria westvalleywomen.org
Thurs., June 1
Tues., June 6
5:30p – 9:00p
10:00a – 1:00p
Thurs., June 8
3:30p – 6:00p
30th Annual Chandler Chamber Community Awards
Sandler Training Workshop – Sell More Easily
Global Manufacturing Growth Summit
Chandler Chamber of Commerce
Arizona Technology Council
Global Chamber
Each year, the Chandler Chamber honors local businesses and individuals for their outstanding contributions to the community through its Annual Community Awards. The Chandler Chamber Community Foundation awards scholarships to Chandler Gilbert Community College. Formal dress is encouraged.
Learn how the Sandler seven-step sales process will help you break the rules and sell more, more easily. Find a better way. Get more prospects. Close more deals. Save more time.
In collaboration with ProMexico, business, growth and manufacturing strategies between Asia and the Americas.
Free
SkySong Center
Arizona Technology Council
1475 N Scottsdale Rd., Scottsdale
2800 N. Central Ave., Phoenix
globalchamber.org
Members: $55; non-members: $65 Wild Horse Pass Hotel & Casino 5040 Wild Horse Pass Blvd., Chandler
aztechcouncil.org
chandlerchamber.com 1
2
Fri., June 2
6
7
Discover the new possibilities for your business with the cloud-based services and tools of Office 365. In this 60-minute workshop, you’ll learn how to connect better with customers and colleagues, improve teamwork, and get more done. Included will be instructional demonstrations on the products that comprise Office 365, Outlook’s Webmail application, installations across multiple types of mobile devices, and even how to use Outlook on devices that don’t have it installed.
National Association of Women Business Owners – Phoenix When is the right time to refresh or rebrand your company? How can you change the face of your company without making it unrecognizable? Presented by Liz Papagni, NAWBO San Antonio, author of Your Marketing Road Map and CEO of Marketing Initiative Worx, Inc. Free online
Free Microsoft Store
Wed., June 7
7014 E Camelback Rd., Scottsdale
Shakers & Stirrers Networking Mixer
microsoft.com
Networking For Professionals
5:30p – 7:30p
Business networking mixer, complimentary appetizers and Happy Hour drink prices. $15 online; at the door: $20 Bourbon Jacks 7000 E. Mayo Blvd., Phoenix networkingforprofessionals.com
INBUSINESSMAG.COM
8:00p – 9:00p
Virtual Connect & Learn: Your Company Brand – When to Refresh?
Microsoft Store – Scottsdale
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8 Thurs., June 8
12:30p – 1:30p
Get Started with Office 365
JUNE 20 1 7
Members: free; non-members: $30
For more events, visit “Business Events” at www.inbusinessmag.com
Please confirm, as dates and times are subject to change.
nawbo.org
Fri., June 9
6:45a – 8:30a
Mesa Morning Live Mesa Chamber of Commerce Live TV talk show in the style of the “Late Show.” $20; at the door: $30 Crescent Crown Distributing 1640 W. Broadway Rd., Mesa mesachamber.org Tues., June 13
11:00a – 1:00p
5:30p – 7:30p
Signature Education Lunch
Taste of Mesa
North Phoenix Chamber of Commerce
Mesa Chamber of Commerce
Get to know your fellow Chamber members and the businesses/fields they represent, as well as other business owners and community leaders at this monthly luncheon event. Luncheon sponsor: Paradise Valley Community College.
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Tues., June 20
Wed., June 28
Third Tuesday of each month, a monthly evening networking event. Heavy appetizers will be served, and everyone gets two drink tickets. There will also be a 50/50 raffle.
Peoria Chamber of Commerce Join the Peoria Chamber of Commerce in bringing together businesses, non-profits, and academic leaders throughout the community to celebrate those who strive to advance their business and honor those who have made significant contributions to the community.
Members: $15; non-members; $25 Rodizio Grill
TIME
2017 Annual Anniversary & Awards Dinner
1840 S. Val Vista Dr., Mesa
mesachamber.org
Members: $20; non-members: $25
Members: Cost ; non-members: Cost
StoneCreek Golf Club
Rio Vista Community Center
4435 E. Paradise Village Pkwy. S., Phoenix
8866-A W. Thunderbird Rd., Peoria
northphoenixchamber.com
peoriachamber.com
13
15
Thurs., June 15
20
7:15a - 9:00a
21
26 Mon., June 26
27
3:00p – 4:30p
AM Connect
The Technical Edge
Scottsdale Area Chamber of Commerce
Microsoft Store – Scottsdale
This popular breakfast gathering is comprised of business professionals dedicated to promoting each other’s businesses with a strong commitment to mutual success. Come hungry and ready to promote your business. And don’t forget to bring business cards and sales materials for the Member Resource Table.
For real estate professionals, this is the monthly installment of The Technical Edge: Networking and Training for Real Estate Professionals. Happy hour at Z’Tejas inside of the mall will take place after the workshop adjourns. Enjoy refreshment and appetizers while mixing and mingling with your fellow agents, sponsors and guest presenter.
Members: free; non-members: $20
Free
Morton’s Steakhouse
Microsoft Store
15233 N. Kierland Blvd., Scottsdale
7014 E. Camelback Rd., Scottsdale
Tues., June 27
scottsdalechamber.com
microsoft.com
Women’s Business Connection
Wed., June 21
28
11:00a -1:00p
11:30a – 1:00p
Mesa Chamber of Commerce
Annual Business Awards Luncheon This annual event celebrates the chamber’s Year in Review, honors the volunteers who serve the chamber, and announces the recipients of this year’s Annual Business Awards.
The Women’s Business Connection provides information and a networking forum for professional women looking to enhance their business skills.
Members: $30; non-members: $50
Members: $15; non-members: $25
Doubletree by Hilton Phoenix – Gilbert SanTan Elegante Resort & Conference Center
Buca di Beppo
1800 S. SanTan Village Pkwy., Gilbert
mesachamber.org
Gilbert Chamber of Commerce
1730 S. Val Vista Dr., Mesa
gilbertaz.com
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OUR SUBJECT IN-DEPTH
The Case Study Format – Valuable Lessons for CEOs Take a step back and look at things through a different lens by Bennett Curry
The Arizona Commerce Authority’s CEO Corner Office, a four-month program to develop and engage CEOs of rapidly growing companies, features facilitated topical case studies derived from top business schools, technical assistance and peer-to-peer advice and feedback training.
Bennett Curry, vice president of business development at the Arizona Commerce Authority, has built businesses, including many familiar consumer brands. His passion to lead and motivate led him into the college classroom, where he taught marketing. His goal is to nurture entrepreneurs.
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As the CEO of a mobile communications platform in the healthcare sector, Andrew Steele maintains a sharp focus on the rapid growth of his early-stage company, BeckonCall. Like many entrepreneurs, he is hard at work attracting capital, networking and managing a growing team. It’s the nature of the business for CEOs, he says, to have a strong emphasis on aggressively scaling a company in the early stages. “If you don’t focus, it can be fatal,” says Steele, a selfdescribed “serial entrepreneur” who spent 17 years in Silicon Valley’s tech community before moving to Arizona in 2014 to help grow BeckonCall along with its founder, Jeffrey Becker, D.O. That narrow focus among CEOs is one of the chief reasons Steele calls the Arizona Commerce Authority’s CEO Corner Office a valuable learning experience for executives like himself. Why? It challenges participants to broaden their thinking. “It reminds you of the value of taking a step back and looking at things through a different lens than your own,” Steele says. “We are all wired differently, and think differently, and approach challenges and problems differently, so I think in that sense it was good to have that variety of perspective.” Steele and 10 others were members of the inaugural CEO Corner Office cohort last year. The four-month-long program was created by the ACA to develop and engage CEOs of rapidly growing companies. Each session began with a facilitated case-study discussion on topics such as scaling, financial literacy, culture, decision making, leadership and evolving as a CEO. The program features case studies from some of the top business schools in the country. The first meeting of the CEO Corner Office introduces a case study about a fictional young software company, Maximiser. Members explore the company’s strategic decisions (some good and some not so good), organization structure, culture and its leadership. Participants throughout the eight sessions use case studies to get peer-to-peer feedback from the group and to discuss innovative ways of tackling challenges young companies typically face in the marketplace. “I like the case study approach — reminds me of business school — and it’s been valuable to hear how other CEOs think and approach the issues put in front of us,” Steele says. “In
CEO Corner Office: A Three-Part Series Over three months, we share the stories of three small businesses and their participation in a CEO development program created by the Arizona Commerce Authority. Even Successful CEOs Need Peer-to-Peer Feedback (May 2017) he Case Study Format – Valuable Lessons for CEOs T (June 2017) Real Life Scenarios – Real World Advice to CEOs (July 2017)
The ACA is now accepting applications for its next CEO Corner Office. research.net/r/celd
some ways, it was almost like having a board meeting. You may be a CEO of a company and view things through your own lens, but when you sit down with your board, you naturally get different perspectives.” BeckonCall is like Uber plus Slack for healthcare providers, and replaces decades-old technology still widely used, such as pagers, fax machines and answering services that add cost, time and mistakes into the care continuum. Just as Uber built a logistics automation platform to connect riders with available drivers through its mobile app, BeckonCall does the same to connect patients and nurses directly with the right on-call physician through its app. Additionally, it incorporates secure, Slack-like communication capabilities that allow physicians to respond in real time and easily collaborate with their colleagues and care team through the very same app. The company has more than 60 clients on the platform, which include hospital systems, independent practices and provider groups. The goal? Streamline communications and give physicians more time in their day to practice medicine and see patients. Being a first-time Arizona CEO — after successfully growing companies in California — Steele was interested in joining the CEO Corner Office to gain an understanding from other CEOs about approaches they took to fund growth and attract capital in the state. “I’m still learning how capital works here in Arizona, but I was particularly interested in hearing from other CEOs the approaches they had taken to fund growth in the early days of their companies,” Steele says. The program’s “roundtable experience,” as Steele describes it, forces CEOs to view business challenges through different lenses from their own. “What interested me was the chance to be at the table with other people who were in similar positions, and you’d be able to have frank conversations about what’s working and what is not working, and to hear other CEOs talk about the challenges they face and how they dealt with them,” he says. BeckonCall beckoncall.com CEO Corner Office azcommerce.com/small-business/professional-development
BY RAEANNE MARSH
WE VALUE WHAT WE OWN
2017 Lincoln Navigator One of the first luxury SUVs to ever hit the market, the Lincoln Navigator has come a long way. With fuel efficiencies that are leading the market, a mild redesign to speak to today’s tech and design trends, and overall performance that is all about quality and toughness that is inherent with parent company, Ford, the new Nav is hitting the market to great acclaim. The standard 3.5-liter twin turbo-charged engine gives 380 horsepower and 460 lb.-ft. of torque. The direct fuel injection shows smooth power that promoted eco-friendly EPA-estimated ratings which are impressive for such a truly “full”-sized SUV. In an age of the cross-over and the smaller SUVs, this grand machine contends well. A similar body style with mostly updates rather than redesign, this SUV does boast some new features that make it the true package — notably, the one-touch PowerFold third row split bench seating. The row accommodates three passengers in comfort and provides for a “full house” with a total of 8 passengers. In addition, the second row folds flat as well, allowing for spacious legroom. SYNC 3 is a voiceactivated system for navigating, music, phone calls, texts and more — all making it easier for the driver to stay connected and entertained with hands on the wheel, not on a device.
The enhanced THX II audio system is a true wonder to behold. It “takes you away” with its unmatched clarity and surround sound emitting from the 14 speakers on board. It is luxury at its best with the many features, but feels like sitting in the main lounge at a world-class hotel. The spacious and well-appointed interior is so comfortable that one may decide to drive around listening to a favorite podcast or book over lounging at home. With auxiliary climate control and audio options, one can take the entire crew. The Lincoln Motor Company lincoln.com
2017 LINCOLN NAVIGATOR MSRP: $63,515 City: 15 mph Hwy: 21 mph Trans: 6-speed automatic
Car Care to Impress In business, “putting your best foot forward” extends to one’s wheels, too. These local detailers will
Branding: The Lincoln has been around since 1915. The logo, used on the original, was a symbol of luxury as the carmaker was the first to build luxury vehicles in America.
or shuttle service. Advanced Auto Detail comes
The Auto Shop’s fine,
Tanner Collision caters to client
straight to the customer’s
fancy services include free
needs; conveying customers to
door, offering the works at
transportation to and from work.
the office and back again is just
value prices.
901 N. Central Ave., Phoenix
one of its many services.
Mobile service Valley-wide
(602) 256-6164
4124 N. 22nd Dr., Phoenix
(623) 776-2070
phoenixautoshop.com
(602) 279-5533
advancedautodetail.com
Special Section:
Business
Owners Legal
MAGAZINE
Services Guide
JUNE 2017
IN BUSINESS
To Dolur larsism and : Sense
TOURISM
JUNE 2017 • INBUSINESSMAG.COM
Photos courtesy of The Lincoln Motor Company (top and far right)
give a car the spiff-up it truly deserves and provide their customers with the luxury and ease of mobile
How to Monetize Your Data Understand Core Motivators Successful for Sales Save Your Data from Ransom
of Place
How are we commun leveraging our ity for tourists to spend money?
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Tempe Chamber of Commerce Arizona Small Business Association
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2018: The 2018 Lincoln Navigator is coming this fall. It is redesigned with a whole new look, including the new grill that includes the signature cross logo surrounded by a mesh grill.
20 1 7 35 JUNE INBUSINESSMAG.COM
BY RAEANNE MARSH
MEALS THAT MATTER
Doughbird Takes Flight HEIRLOOM TOMATO & QUINOA Shaved cauliflower, oregano, cucumber, pine nut, feta yogurt, champagne vinaigrette $12
CRISPY PASTRAMI Aged gruyere, pickled mustard seed, purple kale, rye salt $15
Fast, simple and comfortable. In a nutshell, Doughbird — the newest concept in our midst from restaurateur Sam Fox — delivers a quality option for businesspeople fitting lunch into a busy day. The large dining room welcomes with an atmosphere that is an unusual amalgam of the contemporary warehouse vogue with cafeteria-style tables and chairs below exposed ceiling beams and ductwork, and a sense of expansive airiness from the broad windows and high roof. Team-style service guarantees patrons have their needs covered expeditiously, but with no sense of being rushed out for the sake of expediency. The name combines a reference to two favorite foods: pizza and chicken. Pizzas run a wide gamut from the familiar Margherita to familiar-with-a-twist Wild Mushroom (made with black truffles, swiss chard, fontina cheese and rosemary) and Barbecue Chicken (made with charred corn, red onion, jalapeño pesto sauce and white cheddar cheese) to innovative offerings such as Brussels Sprout (made with melted sweet potato, glazed bacon, smoked mozzarella cheese and pistachios). And an ironically titled, given the restaurant’s name, The Aviator (made with pepperoni, Italian sausage, Nueske’s bacon, organic tomatoes and mozzarella cheese). Chicken shows up throughout
the menu, from the salads to sandwiches to full-on entrées that come with a side dish and choice of tempting sauces. There’s more to the menu, as well, from an assortment of appetizers (including Buffalo Chicken Wings, of course) to the Prime Rib Dip to the Oven Roasted Fresh Fish entrée that changes per availability. Plus a nice selection of wine, beer and cocktails that also elevates Doughbird to a high level in the fast-casual market. Doughbird Pizza & Rotisserie 4385 E. Indian School Rd., Phoenix (602) 345-9161 foxrc.com/nso/doughbird
The Coffee Perk Coffee bars retain their allure for casual meetings and a quick time out. Adding to the corporate mix are several local stand-outs.
Cartel Coffee Lab
JUNE 20 1 7
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INBUSINESSMAG.COM
Cartel Coffee Lab
Lux Coffee Bar
Village Coffee Roastery
Cartel has built up its profile
A popular stop for its coffee
One of the oldest independent
by partnering with numerous
specialties and delectable
coffee houses in Arizona, the
retail purveyors around the
baked goodies, Lux has pushed
Roastery offers exceptional
Valley as well as its wholesale
out from its small beginnings
coffee and a variety of eats.
distribution. But it also invites
to multiple spaces in the
Comfortable booths inside, plus
coffee lovers to its own cafés for
building it occupies — but
sidewalk seating for people-
a creative and urban ambience.
its unobtrusive back-door
watching — and live music on
1 N. 1st St., Phoenix
entrance helps it keep its
the weekends.
7124 E. 5th St., Scottsdale
“locals hangout” ambience.
8120 N. Hayden Rd., Scottsdale
225 W. University Dr., Tempe
4404 N. Central Ave., Phoenix
(480) 905-0881
(480) 621-6381
(602) 266-6469
villagecoffee.com
cartelcoffeelab.com
luxcoffee.com
“Doughbird” evokes the nickname “Doughboy,” which was a common appellation for American troops in WWI that likely evolved from an earlier reference to foot soldiers. “Doughboy” also has a culinary etymology as a type of dumpling or doughnut.
Photos courtesy of Doughbird (top and far left) and Cartel Coffee Lab (bottom)
These are some of our favorites.
TEMPE CHAMBER
ADVANTAGE Summer 2O17 • tempechamber.org
What the Sales Leader of the Year Wants You to Know About Sales by Chris Samuels For nearly 40 years, Karla Boyles has been involved in selling one thing or another. She started her career in the fitness industry, then in 2004 moved to hotels, eventually settling into her role as director of sales for the Hampton Inn & Suites Tempe and the adjacent Red Lion Inn. Except she never settled. Now, with her being honored as the Hampton Sales Leader of the Year, the Tempe Chamber of Commerce sat down with Boyles to discover her sales secrets and what she values most to make her customer’s visit the best in Tempe. Karla was nominated to receive the award through her general manager. Out of the approximately 800 Hampton locations, which is
“I love doing community stuff, but I have to keep that perfect balance. That’s the key: just staying in balance.”
Te m p e C h a m b e r. o r g
a brand under Hilton Hotels, 495 sales directors were nominated to receive the award. “My G.M. put me in and then Hilton looks at my work, ’cause they can look at everything I do,” Boyles says. “They can look at my mix of business, how much corporate business I brought in, my request for proposal … They look at your turnaround, they look at your national accounts, how many have I been on, how many have I gained, how many have I won. So there’s a lot of different angles they look at.” So, what does the Sales Leader of the Year have to share? First off, success starts with her staff and the notion that “everyone sells.” Hotels typically employ a younger and less experienced workforce, and Boyles uses that to her advantage because she believes millennials are “climbers and drivers and want to learn more.” “They’re always asking me, ‘What do you do? Tell me how you do it,’” she says. “So I try to always talk to them about how I got an account, what that account looked like, what that account can be. I give them numbers, I show them our budget so they’re aware of what we Continued on Page 2
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have to hit each month. I give them different words to talk to guests, and different ways to talk to our guests to make things seem not so painful for our guests if our rates are really high ... A little verbiage like that will let [the customer] go, ‘Oh, I get it.’ “Every day, I walk up to the front desk and I just try to talk to them about a different topic, whatever is on my mind that day. Or I ask them if there’s anything I can help them with, and they always have something. They want to learn. They want to know what I’m doing and they want to know how they can better speak to that guest.” That transparent relationship with her employees extends to every level of the hotel and, in turn, drives the success of her hotel as a hallmark of customer service. The hotel currently ranks second in the city on TripAdvisor (its sister hotel, the Red Lion Inn, is number four), and numerous reviews left on the site compliment the staff on every aspect of a guest’s stay. “Because we’re really working on the customer service aspect of things, it really helps if they give superior service, it makes my job so much easier,” Boyles adds. “I don’t have to constantly be out finding new clients because the ones that are here will continue to come back. That’s what we really stress to our front desk staff; if we can service the guests who are coming to perfection, they’ll come back over and over and over again.” Adding to Boyles’s customer service is her turnaround rate with request for proposals. According to her, the hotel chain standard is to
respond within 12-24 hours. Boyles has a 100-percent return rate within four hours. Additionally, Boyles values the experiences and connections that the Tempe Chamber has given her to pursue leads and connect with business leaders. “I really think every business professional or sales professional should be involved in a networking group like our coffee connection club,” Boyles says. “It’s so important to have that 30, 40, 50 people in that group you see every other week, and even though those folks may not do business with you directly, they’re out in the community talking about you to other people.” Boyles states she has been able to book meeting space and other uses for people she has met through the Tempe Chamber. Tempe Chamber’s Coffee Connection leads groups are networking and leads generation events held for Chamber members. One representative per industry is allowed to be part of each of the leads groups, which facilitates business connections and sales. Boyles also emphasizes that professional groups are something that younger businesses may overlook in their business strategy. Most of all, Boyles hopes that maintaining her stature as a Sales Leader of the Year will be instructive in maintaining her best attribute: balance. “I love doing community stuff, but I have to keep that perfect balance. That’s the key: just staying in balance.”
Ken Blanchard College of Business | College of Education | College of Nursing | College of Arts & Sciences | College of Fine Arts & Production
Campus • Evening • Online
A R I Z O N A’ S P R I VAT E U N I V E R S I T Y S I N C E 1 9 4 9 Get started today! 855.287.0174 | www.gcu.edu/inbusiness Grand Canyon University is regionally accredited by the Higher Learning Commission of the North Central Association of Colleges and Schools. (800-621-7440; http://www.ncahlc.org/ ).
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Flame Broiler Aims to Bring Healthy, Affordable Food to Tempe by Chris Samuels Southern California is known for a few distinctive things: sunny, temperate skies; health-conscious food; and miles of easygoing beaches. Unfortunately, beaches aren’t coming to Arizona. Or reasonable temperatures in the summer. What is coming, however, is a couple from California looking to bring something new to Tempe and the Valley of the Sun: healthy food at a low cost. On the eve of opening their first location in the Valley, Kevin and Julie Manquen sat down with the Tempe Chamber of Commerce to unveil the Flame Broiler, the newest members of the Chamber. The Flame Broiler started in California in 1995, when founder Young Lee opened a restaurant that served healthy fast food alternatives, according to the chain’s website. Lee started work as a travelling businessman and became tired of eating greasy fast food, the only food available on the road that was affordable. “[Lee’s] goal was to have a healthy option for people to eat,” Julie Manquen said. “He really believes that this food is the perfect meal to have. It’s got everything all packed into one little bowl.” Since then, the chain has expanded and exploded all over California, with more than 175 locations in the state. That saturation motivated the Manquens to move their business to Arizona. Having already owned one Flame Broiler franchise, they looked for a state that was more business friendly and wasn’t already exposed to the restaurant. They settled on Tempe and celebrated their grand opening March 8 on Priest and Warner, while starting to build their second location on Broadway and 55th St. The couple was excited to bring the business philosophy of Lee to Arizona, and shared it with us as we toured their new location prior to the Chamber’s ribbon cutting.
Te m p e C h a m b e r. o r g
“I think it’s always easier to find food that’s less healthy and cheaper,” Julie said. “I think there are options out there that are at are a little more expensive for healthy food and I think that’s nice about what we’ve found: really watching the quality but trying to keep our prices reasonable for our customers.” The menu stays simple. Customers get a bowl or plate that starts with rice, then comes with a choice of beef, chicken or tofu. Steamed vegetables then go on top. The main challenge of the restaurant is providing the nutritional benefit at a low price. In the food industry, cheap fast food is generally not healthy and healthy food is generally not cheap. To change the paradigm, Flame Broiler seeks to keep operating costs down by keeping a strict top-down supply chain that is bought in bulk for every restaurant. The same chicken or beef that is used in California is bought here to assure quality and consistency. Every part of the operation is specially designed by the founder, Young Lee, to keep his commitment to his customer’s health. Even the custom-made grill. Seriously. “Operationally, the grill that we use is specially made, manufactured and designed for Flame Broiler,” explained Kevin Manquen. “It’s a different type of grill, so you can get a good char on the meat; it gives us the flavor that we’re looking for.” The mission of Flame Broiler is bringing a healthy alternative to fast food, and it appears the Manquens are well on their way to introducing that to Tempe. Let’s just hope they bring the weather with them as well. Flame Broiler
flamebroilerusa.com
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Business is BOOMING!
Each month we celebrate members who have joined the chamber, opened a new business, reached a milestone or expanded. If you are interested in hosting a ribbon cutting for your business, please contact Natalie at 480.736.4281 or nataliecole@tempechamber.org.
Two Men and a Truck
FASTSIGNS
The Halal Guys
Galtronics
Mulligan’s Manor
Tempe Community Action Agency
Vela Apartments
Regus
Te m p e C h a m b e r. o r g
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Tempe Chamber’s Military Committee Honors Airman by Chris Samuels In a ceremony honoring the bravery and service of a former airman of the 944th Fighter Wing, the Tempe Chamber of Commerce bestowed the honor to another of the base’s best. Staff Sgt. Allen J. Long, a low observable aircraft structural technician tasked with testing the Air Force’s newest hardware, the F-35 Lightning II, was awarded the Graydon Williams Award earlier this year, on February 22. The honor is bestowed annually by the Tempe Chamber of Commerce’s Military Affairs Committee. The commanding officer of the 944th Fighter Wing, Col. Kurt Gallegos, praised Long for his expertise in stealth technology and the benefit he has made to the unit. “[Staff Sgt. Long] has, basically, set the groundwork for LockheedMartin, doing tests on our F-35 aircraft,” Gallegos said. “He’s training the Lockheed-Martin guys on how to do low observable, because he’s done that in a prior job with the F-22s. It’s nice to have him be a part of our team. He’s experienced, and his background is invaluable.” Low observable aircraft refers to planes that the U.S. military uses that have low-to-invisible radar signatures. A low observable aircraft structural technician installs and maintains the metals used to create the stealth feature of the aircraft, according to the U.S. Air Force’s website. The Graydon Williams Award was named after Tech. Sgt. Williams, who was an Air Reserve technician for the fighter wing and served in the Air Force for more than 20 years. He joined the 944th in 1987 and was part of the unit until his death in 1995. Staff Sgt. Allen J. Long, originally from Texas, enlisted in the Air Force in 2007 and began his service at Ramstein Air Base, Germany.
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He was transferred to Luke in February 2016 after being trained in low observable aircraft structural maintenance with the 509th Bomb Wing at Whiteman Air Force Base, Missouri. Of the award, Long called it a “privilege” to be presented with the accolade. Long was particularly proud of the work that was being done at the base. “I feel like we’re the stepping stones for the future Air Reserve technicians that are coming in,” he said. “We’re working out the kinks and setting them up for success.” U.S. Air Force, Low Observable Aircraft airforce.com/careers/detail/low-observable-aircraft-structural-maintenance
R
An online registry for equipping High School clubs on their path to graduation
THIS MONTH’S FOCUS:
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Te m p e C h a m b e r. o r g
T E M P E C H A M B E R A D VA N TA G E
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Board of Directors Chairman of the Board: Brian Wood Chair-Elect: Dawn Hocking
Tempe Chamber Staff Anne Gill, President / CEO anne@tempechamber.org Chris Samuels, Communications Director chris@tempechamber.org Joanne Stockdale, Business Development Director joanne@tempechamber.org
Treasurer: Bill Goodman Vice-Chairs: Peter Adams, Paul Mittman, Glenn Williams Immediate Past Chair: Tim Ronan Directors: Peter Adams, Kjell Andreassen, David Bonkowski, Tracy Bullock, Jihan Cottrell Bill Goodman, Misty Howell, Jenna Rowell, Lynda Santoro, Robert Nyal Sewell, Manny Tarango, Brad Taylor, Glenn Williams Ex-Officios: AAndrew Ching, Angela Creedon, Joe Hughes, Stephanie Nowack, Lou Silverman
Mark Tarabori, Membership Relations Specialist marktarabori@tempechamber.org Julie Flanigan, Director of Finance julieflanagan@tempechamber.org Natalie Cole, Membership Coordinator nataliecole@tempechamber.org
Committee Chairs: Tracy Bullock, Patricia DiRoss, Gwen Gustafson, Cliff Jones, Paul Quinn, Tim Ronan, Lou Silverman, Mike Stinson
Lety Rodarte, Administrative Assistant lety@tempechamber.org
Tempe Chamber of Commerce 1232 E. Broadway Rd., #211 Tempe, AZ 85282 (480) 967-7891 • www.tempechamber.org
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Small Business Continues to Lead Arizona – Arizona Small Business Association is the Leader
About Us The Arizona Small Business Association
by Jack Lunsford, President & CEO, Arizona Small Business Association
(ASBA) is the success engine small
Who creates the jobs in Arizona? Simple
funding platform, giving small businesses
business owners depend on to deliver
answer: Small businesses represent more
another tool in the toolbox to access capital.
statewide education, mentoring,
than 99 percent of Arizona’s entire private-
It took Rep. Jeff Weninger’s leadership in
networking and advocacy that provides
sector economy, with minority-owned
the Arizona House of Representatives to see
forward-thinking entrepreneurs with the
businesses accounting for 25 percent of
this through, and we’re beginning to see the
resources necessary to grow and evolve
those businesses. And 88 percent of the
results of that effort.
in an ever-changing marketplace. By
state’s exporters are small businesses.
bringing thousands of small businesses together, ASBA has created greater value for all members and is proof
Small business employs almost 1,000,000 growth of 2015. These figures come from the 2017
Earlier this year, ASBA argued against the passage of Proposition 205 (Regulation and Taxation of Marijuana Act) and Proposition 206 (The Fair Wages and
positive that our mission of supporting
Arizona Small Business Profile published
Healthy Families Act). ASBA’s position
small businesses through an active and
by the Office of Advocacy of the U.S. Small
on Prop 205 was based on the fact that
connected community is working.
Business Administration. They demonstrate
there is no legal standard of impairment for
Join ASBA. Be amAZed
that small business drives Arizona’s private-
marijuana, creating major liability issues for
sector economy and we must do all we can
employers, especially small businesses who
In This Issue
to preserve and protect them.
can’t afford the costs of litigation. No other
®
2 3 4 5 6 7
Arizona’s New Paid Sick Leave
What does that mean? Keep taxes as low as possible; minimize regulations so as to
organization focused on this provision as strongly as ASBA.
not impede the ability of small businesses
Regarding Prop 206, ASBA specifically
to grow and prosper; foster easier access
argued against the provisions of mandatory
Have We Reached ‘Peak’
to capital; and assure and provide an easily
accrued paid sick leave. Businesses are
Professional Conferencing?
accessible, well-trained workforce through
now obligated to pay this benefit when
Why Offer Group Insurance?
proper education and training programs so
an employee leaves the job, whether
small businesses have the tools to continue
voluntarily or through termination. Very few
Help Your Business Thrive
to create more and better jobs.
if any large businesses provide this benefit,
5 Reasons Why a Strong Brand Is
Business Association, where we celebrate
the additional costs. Meanwhile, small
and promote small business every day.
businesses — many working on very small
The Solution for Sustainable
Entrepreneurs and small-business owners,
profit margins — will have a very difficult time
Success: Trust Your Instincts
and even medium-sized businesses, want
managing these costs. The minimum wage
relevant, timely resources to help them grow
increase became effective January 1st of
their businesses. They need answers to
this year, but the paid sick leave provision
their questions.
becomes effective July 1st. ASBA will be
Policies: It’s Time to Get Ready!
ALSO: SRP Delivers the Tools to
Important for Your Small Business
How to Buy Word-of-Mouth Referrals?
Central Arizona 4600 E. Washington St., Suite 340 Phoenix, AZ 85034 p. 602.306.4000
None of this is news to the Arizona Small
although they can likely accrue and absorb
To provide more answers and assistance
hosting an educational program to help small
in 2017, ASBA is examining partnerships in
businesses plan for and deal with the effects
ways that we haven’t done before, working
of this new law.
to make services such as business planning,
No other group in Arizona specifically
marketing, legal, financial planning, and
focuses on small business, something for
Southern Arizona
other business resources more available to
which ASBA is most proud. Many leaders
3444 N. Country Club Rd. Suite 118
our members. As we define the new ASBA,
say Arizona is open for business, and ASBA
Tucson, AZ 85716
these opportunities will be more apparent.
says small business IS Arizona business.
p. 520.327.0222 © 2017 ASBA. A publication of the Arizona Small Business Association. For more information or to join ASBA, please contact us at www.asba.com. Section designed by the Arizona Small Business Association.
ASBA’s advocacy on behalf of small
That’s why we say the Arizona Small
business is critical and is a key benefit for
Business Association is THE VOICE of small
our small businesses. ASBA has been at the
business in Arizona, and we’ll continue to
forefront of the creation of an Arizona crowd-
serve in that role.
1
Arizona’s New Paid Sick Leave Policies: It’s Time to Get Ready! by Otto S. Shill, III, Jennings Strouss & Salmon, PLC
Summer is upon us and so are Arizona’s new sick time pay rules. On July 1, 2017, virtually all Arizona employers must begin providing either 25 or 40 hours per year of paid sick leave to their employees. The new sick leave requirement, which was part of a 2016 voter initiative that also increased Arizona’s minimum wage, requires Arizona employers to track both the accrual and usage of this sick leave. That means there are only a few weeks left for employers to prepare payroll systems, notices, explanations, policies and training for managers and employees. Arizona’s new law requires that employers permit employees to accrue at least one hour of paid sick leave for every 30 hours worked, up to 24 hours of leave per year for employers with less than 15 employees and up to 40 hours per year for all other employers. Employers can limit the amount of paid sick leave an employee can use each year to the maximum allowable annual
report this information to employees each
therefore inflate the employer’s payment
accrual (24 or 40 hours, depending on
payroll period. So, by July 1, employers
obligation. This problem is easily solved if
employer size). All unused accrued sick
must have prepared the notices and
the employer maintains separate policies for
time must be carried over unless its value is
reviewed payroll systems to ensure their
sick leave and other available leave.
paid out to the employee at the end of the
ability to track and report the details of each
year. However, employers are not required
employee’s sick leave benefits.
to cash-out an employee’s unused accrued sick leave hours. Arizona employers will have difficulty
• reviewing and developing appropriate
encompasses all types of leave. In light of
sick leave policies; adopting appropriate new
the new law, Arizona employers may be
written policies or revising existing policies; • preparing communications in English
monitoring employee use of sick leave.
better off managing vacation and sick time
While the statute adopts standards for usage
separately. While many employers provide
that are similar to those for federal family
more time off than the law requires, having
medical leave, Arizona employers can only
only one paid time off policy may subject
them to keep proper records and provide
request limited documentation and only
an employer to unplanned liability to pay
timely information to employees.
if the absence endures for three or more
out unused sick leave. For example, if an
consecutive work days.
employer pays its employees the value
and Spanish; and • verifying that payroll systems allow
These are just some of the areas
of their unused accrued paid time off at
employers need to immediately address.
recordkeeping burdens. Employers must
the termination of their employment, the
Arizona businesses should consult legal
notify employees of their rights to accrue
payout will include the value of any unused
counsel to ensure they understand all
paid sick leave, in both English and Spanish,
sick leave unless it is expressly excluded.
the new requirements and have a solid
and must keep track of each employee’s sick
Unused sick leave, which is carried over
compliance strategy.
leave accrual and usage. Employers must
from year to year, never expires and could
The new law also increases employers’
2
Many employers offer “paid time off” that
Arizona employers should immediately prepare for the July 1st effective date by:
ASBA STAFF Jack Lunsford Chief Executive Officer Debbie Hann Chief Operating Officer Carol Mangen VP Partnerships & Programs Angelia Hill VP Marketing & Business Solutions Robin Duncan Sr. Director Business Development Nicci Latino Events & Communications Manager Ashley Vizzerra Member Support & Programs Manager Jeanne Quinn Lowing Member Services Coordinator, Southern Arizona Genesis Garcia Administrative Coordinator
BOARD OF DIRECTORS Jason Trujillo | Chair Principal Financial Mike Leeds | Vice Chair ProSales Coaching Nick Petra | Past Chair Strategic Duck Allan Himmelstein | Secretary Sales Coach AZ David Bones | Treasurer The Kenrich Group Andrew Westle | Board Development Trapp Technology
Have We Reached ‘Peak’ Professional Conferencing? by Ryan Smeets, Vice President of Business Development, BIG YAM, The Parsons Agency
I would argue that we have, and yet fads continue to surprise me. Remember when the iPhone came out in 2009 and Apple’s first campaign was titled “There’s an app for that”? Today, we could substitute the word “app” for conference, summit or expo. There is little shortage of local, national or regional conferences to attend based upon an industry, field of study or trending buzzword. A quick visit to your local co-working
Plan three or six months in advance.
space, conventional center, online search or
Oftentimes, conferences are finalizing their
browsing Eventbrite.com or 10times.com can
schedules three months out. Set a Google alert,
be overwhelming. Once on a given conference
follow social accounts or subscribe to updates.
website, you are caught in the vortex of well-
Look online for past videos of panels or
dressed people with catchy keynote titles from
keynotes and see if the content is useful. Don’t
popular companies or promising startups,
hesitate to ask past attendees if the conference
endless schedules and guarantees that “x
was worthwhile. Some conferences publicly
summit” is the “fastest growing event” filled with
post their attendee list.
“thought leaders” and “visionaries” from the
Outreach. Do your homework. Reach out
“world’s leading brands.” Testimonials boast
to speakers, panelists or attendees. Look
Jess Roman | At Large St. Vincent de Paul
“never missing a year” and “content that is so
for related slack channels and hashtags.
Kerry Stratford The Caliber Group
explosive and innovative that you can’t miss
Attempt to prearrange meetings with people or
out.” Don’t forget to click on that “pre-register
companies in advance. The real business and
today for a 2-for-1 ticket!”
personal connections don’t always occur from
Janice Washington Arizona Small Business Development Network Jennie King SRP Jim Mapstead Accurate Signs & Engraving Valerie Wynia APS Otto Shill Jennings Strouss Daniel Schenk Clark Hill
It’s absolutely daunting. Don’t people have to work? The plethora of professional events is beyond crushing, especially if you’re an introvert. I’m not arguing against planning, hosting,
Central Arizona Office 4600 E. Washington St., Suite 340 Phoenix, AZ 85034 p. 602.306.4000 Southern Arizona Office
Relentlessly follow up. Even if you do attend, there’s no way to see and experience everything. Set aside a few days when you
to point out some traps we find ourselves in —
return to review what you missed. Reach out to
squandering time, money and attention.
presenters for talking points or businesses you
Determine your purpose. Why are you
were not able to meet. Your shared experience
attending? Is it out of your “Fear of Missing Out”
still can be personal even if there was a missed
or is there a purpose? Are you buying products
connection in-person.
clients/prospects who might be attending? Do you want to get out of the office for a day or more? Be honest with yourself and your colleagues. If you’re trying to promote yourself or your business, then your best bet might be sponsorships, speaking or exhibiting. If these
3444 N. Country Club Rd., Suite 118
costs are out of your budget, consider paid
Tucson, AZ 85716
digital advertising tactics (e.g., geolocation)
p. 520.327.0222
the hotel bar or nearby restaurant.
attending or sponsoring conferences, but I’d like
or services? Are you hoping to meet a speaker or
ASBA LOCATIONS:
the conference stage. They are occurring in
that drive attendees to your website even if you don’t physically attend.
Closing Thoughts Conferences are terrific because they can inspire us, provide avenues for networking and professional development, and allow face-toface interactions. They are, however, expensive, require travel, and take us away from our work. If you’re selling, remember there’s no better opportunity than a captive audience. If you’re buying, remember there’s no better opportunity to meet various new partners.
3
Why Offer Group Insurance? by Kristine Kassel, President, Benefits by Design, Inc.
Even with all the talk of changing the Health
market. And remember that a group plan is a
Care Reform System, the laws have not yet
deductible expense for your business.
changed. As an individual and a business,
The requirements to offer a group
you still have the same responsibilities that
plan are that you need to pay at least 50
you had last year. So, you are required to
percent of the employee rate. And the
have health insurance as an individual. And
other requirement is that you need to
the reporting and compliance requirements
meet participation, which can be just two
as a business offering insurance are still
employees as long as the other employees
the same. It’s hard, when we hear the new
have valid waivers or other insurance. You
proposals on the news, to realize these have
can start with offering a higher deductible
productivity at your workplace. Plus, it shows
not yet passed.
plan with a smaller network and paying 50
that you are offering a culture that is taking
percent of that employee cost. Then also
care of your employees and their families.
As a business owner, what are your
So, the next step to look at offering a group
options today? If you are a business that is
offer a lower deductible that the employee
not offering group insurance at this time, I
can buy up to and pay the difference if they
insurance plan would be to reach out to a
would definitely look into it. Your employees
want a richer plan. All of these costs are
broker to assist you in obtaining rates and
don’t have many options for individual
deductible pre-tax through the employee’s
also to review the employer requirements.
insurance today, so a group plan would
paycheck, too.
This can all be done at no charge, so it’s
also benefit them. There are more carrier choices and also PPO plans in the group
Offering a plan will increase your employee morale and also produce higher
worth researching! Take the next step and prepare for your employees’ future.
SRP Delivers the Tools to Help Your Business Thrive by Salt River Project (SRP)
The early leaders of SRP understood the
to a network of experts who can assist you
importance of growth in the Valley, which is
with everything from growing your company to
why they worked to bring a reliable source
identifying legislation and economic trends that
of water and power to the area. Today, SRP
could affect your bottom line.
continues to support the Valley by providing
grow the Valley. Over the past century, SRP
help you grow your business.
has partnered with entities across the state to advance well-planned economic growth.
location of electrical infrastructure and
SRP empowers your business to succeed
Coupled with its award-winning customer
energy-efficiency rebates to help customers
by providing free information on topics as
service, SRP’s affordable and reliable
grow their businesses locally.
diverse as marketing, finance, technology
electricity, water and telecom services have
and customer service.
been key components to helping new and
resources, visit SRP’s Business Resource
Workshops to help your business thrive.
4
Economic development services to
these essential services and offering tools to
To take advantage of these valuable
Access to leading professionals who
existing businesses thrive in the Valley.
Center. Launched shortly after the Great
know the local market. Local businesses
SRP provides support to local business
Recession, it’s a free online resource that
promote job growth and help drive the
schools to develop a qualified workforce and
offers advice to help keep your business
economy. That’s why SRP partners with
attract new business that will generate jobs.
competitive. Five years later, the BRC
professionals and organizations that are highly
Additionally, SRP delivers critical information
continues to evolve as an important source
regarded and recognized leaders in their
about potential sites and valuable services,
of information for local businesses. Learn
respective fields. SRP provides easy access
including water resource availability, the
more at srpbizresource.com.
5 Reasons Why a Strong Brand Is Important for Your Small Business by Angelia Hill, Vice President Marketing and Business Development, ASBA
Small-business owners are at the leading edge of the business world. As forwardthinkers, they love the rush of turning a new idea into reality. As idea people, they sometimes lack the logistics, like marketing and branding, to get ahead of the competition. Building a solid foundation, developing key potential partnerships, and understanding how customers perceive you are important aspects of gaining more exposure for your business. Here are five key things to remember if you are a small business looking to build your business brand:
1. Do You Have an Identity Crisis? It’s impossible to be all things to all people, but trying to do so is one of the biggest mistakes businesses make. While this might bring in short-term sales, customers may never, in the long run, get a clear sense of who you are and what you do. Know the reason people are visiting your store or searching for information on your website. Find what you are most passionate about and focus on specialized services and products your customers will love (and take notice of).
2. What Is Your Core Message? Once you know your specialty, it’s time to craft a core message. The elements of a core message express the beliefs and ethos of what you do best. Be sure to remain true, and authentic to your values. Stay away from vague, clique statements. Understand the art of what makes your business (or industry) effective, and lead your audience into action. Speak to what you can do for your customers and develop a brand identity with your core message in mind.
3. Know the Power of Social Media Today, social media is critical to business branding success. Be sure to develop a strong presence on Facebook, Twitter, LinkedIn and Instagram (chose at least three
accounts) to reflect your core message. The
you provide to your customers and the
key to social media success is to show up
promise on which you build your business.
on the pages where your audience lives.
To help deliver on your commitment, we’ve
It is critical to interface and post regularly
assembled a wonderful group of experts with
at optimal times when your audience
tips and advice at our annual conference
is listening. This tactic will advance the
Brand Day: Small Business Marketing
efficacy of your posts. Be sure to check the
Summit. asba.com/brandday.
temperate of your brand (for positive and negative feedback).
4. Set Yourself Apart Consider why customers might choose your business over your competition and start building your brand accordingly. A key strategy to consider in this process is to identify potential untapped markets your competition hasn’t found yet. Then, build your message around what this core customer connects with most. Be sure to test different campaigns and compare results.
5. Expert Branding Now that you have identified and
Developing a new business idea is the easy part. Taking the idea from inception to fruition is a different matter altogether! The key to a strong brand, as long as you know your market, is to trust your core message, maintain consistency online and be your true self! Join ASBA for Brand Day – Small Business Marketing Summit. This event will fill your professional toolkit with expert tips and practical solutions designed to supercharge your marketing strategies. Date: June 15, 2017 Time: 12:30 p.m. (Registration) – 5 p.m.,
connected with your core customers, it’s
followed by Happy Hour
time to build an exemplary brand. While
Location: Big Yam – The Parson Agency
small businesses might be built around
Address: 15750 N Northsight Blvd,
ideas, like it or not, they’re still ultimately
Scottsdale, AZ 85260
represented by people. Your brand isn’t
Tickets: asba.com/brandday or call
about a logo; it’s about the total experience
602-306-4000.
5
The Solution for Sustainable Success: Trust Your Instincts by Eric Herrera, Director of Sales, Kolbe Corp
I work with entrepreneurs every day. The successful ones have tapped into a sort of formula that allows them to obtain success they can sustain. They’ll start by evaluating their natural strengths — their instincts — and how that impacts the way they lead a team. Here are the components: Find out how you do things. The most successful business owners I work with start by understanding their natural strengths — how they instinctively get stuff done — and how that impacts their productivity. Once somebody knows her “MO,” as we refer to it at Kolbe Corp, she can figure out how to prioritize better, delegate more and spend valuable time doing the things that make the most impact on the business. Make your team as productive as possible. “Dream teams”
the team can work together. It’s amazing when a leader takes the
don’t just happen. Once leaders and managers understand their
time to really understand her team and realizes that she has the
own personal strengths, the next step is to help team members
right people — they’re just in the wrong roles. Or she has too many
find out how they naturally operate on an instinctive level and how
people who have the same natural strengths and she needs to bring
6_13013
75x4.875
Put your business on the road to sweet success
4C
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6
in somebody new to help balance things out. But the obvious question becomes, “How do I find the right people?” Don’t guess when it comes to hiring. Stop guessing. Instead of taking a bet on how well a prospective new employee will perform based on a resume and an interview or two, the best managers hire based on natural strengths. They ask, “How is this person going to problem solve and how is he going to help or possibly detract from the team I have in place?” Hiring is expensive. It takes a lot of time. A bad fit can kill the productivity of an entire team. The best leaders I know take hiring very seriously and invest in hiring according to natural strengths. Remember the personal. Everything can be running smoothly at the office, but if things aren’t great in an entrepreneur’s personal life the business could suffer, too. Remember that true success is the freedom to be yourself at home and at work. When the two meet, that’s when productivity peaks. If things are stressful with a spouse or romantic partner, it may be because of differences in how both people naturally act, not just personalities clashing. The same goes for kids — if they’re stressed or parents
How to Buy Word-of-Mouth Referrals? by Eric Groves, Co-Founder & CEO, Alignable
With 68 percent of small-business owners identifying word-of-mouth as the best way to acquire a new customer, you’re not alone in wanting to understand how to increase it for your business. Unfortunately, it’s not something that can be bought. Word-of-mouth referrals require someone trusted by others to put their reputation on the line for your business. That’s why it’s such a desired source for new customers. Wait. Don’t give up. This is, actually, a good thing in the long run. Just because you
the items below (and there are plenty more), you make it easy for word-of-mouth referrals to happen:
can’t buy it doesn’t mean you can’t get more
• Featured services you provide
of it. You just need to know where and how
• Products you offer
to invest.
• Events you’re hosting
The Components Behind Word-of-Mouth Referrals Start by breaking down “word of mouth” into its components: • “Words” — what you want people to share with others about you. • “Mouths” — the people you have
• Upcoming promotions
What Types of Words Should People Share about Your Business? Ask yourself what types of information you like to share with others. Personally, I like to share things that teach, inform or show people new things. I share special promotions
aren’t understanding why the kids are
trusted relationships with who are willing to
if there is some way to make them seem
acting a certain way, we can help identify
share your “Words” with others.
“exclusive” or “special” to my connections.
their instinctive abilities, which, in turn, may improve the family relationship.
The Solution to Sustainable Success The key to long term sustainable success is finding that “sweet spot” where everything aligns. When you: • Do the things that align with your natural, instinctive strengths, • Have a great team that complements you, • Hire people that will help your business grow, and • You are free to be yourself at home … You’ve found it!
To get more word-of-mouth referrals for
My personal favorite words to share come
your business, start by investing in building
from my local wine store owner, and the
relationships with influential people (people
tips he gives me about wine that I’m then
you deem influential for your specific
able to share with my friends, teaching them
business, goals and target customer) in your
something new. For instance, he tells me the
community and make it easy for them to
history of the wine maker, the significance
share your words with others. Since other
of the year, and other unique features of the
local business owners are a highly-trusted
wine. It’s one thing to walk into a dinner party
resource for people looking for answers,
with a great bottle of wine, but something
building relationships with other local
totally different when I can do it with the inside
business owners unlocks access to a wealth
scoop from my personal connection.
of word-of-mouth opportunities. But just like with your customers, these relationships take time to build and need to be nurtured to benefit your business. Next, you need to regularly “feed your Mouths” with a consistent supply of the Words you want them to share with others. By regularly sharing information on any of
One Final Thought Just like you, other business owners greatly appreciate when you take the time to share their story and/or business with others. The more you open yourself up to learning about what your network is doing and share it with others, the more others will do the same for you.
7
This is your chance to learn, network and connect with smart business owners, marketing professionals, and industry leaders.
Register for a full day of developmental work shops, panels, and keynote speeches. These sessions are designed specifically to give you brand, marketing and digital strategies that you can implement today!
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A BUSINESS OWNER’S RESOURCE TO LEGAL SERVICES
LEGAL GUIDE 2017
A comprehensive guide to local firms & their areas of specialty for business FEATURING
Buchalter Nemer Engelman Berger Fennemore Craig Greenberg Traurig Jennings, Haug & Cunningham Radix Law Wilenchik & Bartness
See more online inbusinessmag.com/legalguide INBUSINESSMAG.COM
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Gallagher & Kennedy The prime location for attorneys who know real estate law and how to get deals done.
DEALS WE DO Complex to routine transactions, including land use & zoning, litigation, construction, secured lending, leasing, acquisitions, sales, eminent domain/condemnation, valuation, distressed assets, refinancing, sale-leasebacks, permanent loans, tax planning, liquor licensing and land banking
FOR YOU Developers, home builders, contractors, lenders, landlords, tenants, investors, syndicators, owners, buyers, sellers and individuals
Lawyers. When Results Matter.
AND YOUR PROJECTS Mixed use developments, master planned developments, commercial, office projects, sports facilities, shopping centers, retail, industrial, multi-family, mini-storage and master sign plans
2575 East Camelback Road | Phoenix, Arizona 85016-9225 | P: 602-530-8000 | www.gknet.com
Legal Services Guide
Advocating for Business
Specialized legal expertise serves our business community by RaeAnne Marsh
Doing things right at the outset can save time and money down the road. This truism is especially relevant in business. Working with an attorney to ensure a business is on the right track, in compliance and negotiating with protection in mind is why working with an attorney is so beneficial. It is also why In Business Magazine has compiled this Legal Guide to showcase local firms who strongly support the business community and offer their specialized practice areas, to help business owners make decisions on what firm to use locally. There are many ways a business could get off on the wrong foot without proper advice. A common problem, alluded to in many of the monthly “Legal” articles in In Business Magazine, is businesses taking a DIY approach thinking it will save them money. This often backfires, making things more complicated — and, thus, more costly — when they later do get an attorney involved. It’s not just a matter of knowing how to deal with certain matters; there may be requirements or implications of which the business owner is unaware. Laura A. LoBianco, a former chair of the Arizona Bar Association’s Business Law section executive council and a partner at Fennemore Craig, puts it succinctly: “Especially when starting a business, most business owners don’t know what they don’t know.” In the case of protecting a company’s intellectual property, if the ongoing business owner has created something — from a name to a piece of machinery — but not appropriately protected it, establishing ownership rights over someone else at a later date is much harder and may require costly litigation. And business owners tend to underestimate their IP in the first place, says Lee Fraley, a partner in the Phoenix office of law firm Snell & Wilmer who specializes in IP and works with many emerging businesses in acquisitions and related transactions. “They tend to think IP only includes patents, but it’s much more than that — it’s almost anything that gives a company a competitive advantage.” Or perhaps the business has been approached by another regarding a transaction. The owner may try to reach agreement on the business terms before getting an attorney involved, and then just ask the attorney to write it up. Law relies heavily on precedent, and there may be implications and ramifications to certain terms the business owner may be unaware of — this on top of the potential for missed opportunities for the business. SERVICES TO LEGAL RESOURCE OWNER’S A BUSINESS
LEGAL GUIDE
About This Section
2017
sive A comprehen al guide to loc ir areas the & s firm for of specialty business FEATURING
Nemer Buchalter Engelman
Berger
Fennemore The Frutkin
Craig
Law Firm
Greenberg Wilenchik
Traurig
s & Bartnes
HOW TO CHOOSE A LAWYER The State Bar Association of Arizona’s website offers these valuable tips: • Get recommendations from friends and family members who have had positive experiences with lawyers. • Search for lawyers by practice area or location at the State Bar’s online Find a Lawyer feature on its homepage.
When exiting a business, as well, there are many factors to be considered that an owner may not have dealt with. These include tax ramifications, transfer of intellectual property rights, and how to structure proceeds to be most beneficial for future income. And there may be regulatory requirements such as getting permission from the Federal Trade Commission if the sale exceeds a certain threshold. “If the company is in breach or violation of that law, the transaction could be revoked or fines and penalties assessed,” LoBianco says. What an attorney brings to businesses, then, is a view to avoid both pitfalls and missed opportunity. This In Business Magazine 2014 Legal Guide has been created to help businesses connect with the appropriate resources for their needs and to be a reference should a specific expertise be needed. Fennemore Craig fclaw.com Snell & Wilmer swlaw.com State Bar of Arizona azbar.org
• Visit the lawyer’s website; see if they will answer some basic questions before you commit to meeting with them. Ask about their experience in handling your particular issues, and their availability to take client phone calls and respond to emails. Some lawyers insist that clients make appointments and will not answer client calls and emails. You will want someone who is accessible when you need them. • Consult a list of Certified Legal Specialists. The State Bar can provide a list of specialists in the areas of Bankruptcy, Criminal, Estate and Trust, Family Law, Injury and Wrongful Death, Real Estate, Tax and Workers’ Compensation. There are also lawyer referral services, which, for a small fee, will help in finding a lawyer. State Bar of Arizona azbar.org
In Business Magazine is proud to connect the legal community with businesses throughout the Valley with this annual Legal Guide. The law firms included in this guide are reputable firms that are familiar to In Business Magazine, have practice areas specific to business and support the business community in several ways. We have included profiles of our supporting firms, providing even more information of their services and top attorneys. Please visit (inbusinessmag.com/legalguide) to get a more detailed list of attorneys with these firms and to search by practice areas.
online e See more .com/legalguid inbusinessmag
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55
Legal Services Guide
Buchalter Nemer At the top
ARIZONA PARTNERS
Steve Fox Will Gelm Buzzi Shindler Paul Weiser
Buchalter Nemer is a full-service business law firm that has been teaming with clients for six decades, providing legal counsel at all stages of their growth and evolution, and helping them meet the many legal challenges and decisions they face. Buchalter Nemer clients are engaged in the diverse global economy governed by complex laws and regulations, and they trust us as advisers and business partners because we are involved in their world. They rely on our forward-thinking to help them resolve problems before they arise. Our founding principle — providing our clients with the best business solutions — continues to lead us. We value each client relationship, recognizing that their success is our success. Our overarching goal — getting the best results for the client in a timely manner with sensitivity to cost — has engendered client loyalty, and the firm has grown from that loyalty.
Our lawyers are accessible, resourceful, skillful and adept at responding to change. We strongly believe that technology is a tool that furthers the practice of law, and we have used that belief to develop a cutting-edge platform for our firm. Unlike many firms, we have the capacity to process e-Discovery inhouse, reducing client costs. Our technological capabilities keep case law and rule changes at our fingertips and client communications current, enabling us to create efficient, superior outcomes. Buchalter Nemer lawyers are also active members of the communities in which they live and work. Leadership is a value the founding partners practiced and passed on to the current generation of attorneys. Our lawyers sit on the boards of prominent organizations, teach and lecture frequently. We actively participate in
many associations and groups in each of our office locations, including the Public Law Center, San Francisco Legal Aid Society, Practicing Law Institute, California State Bar Association, the Los Angeles County Bar Association and the LACBA Domestic Violence Project, the Sojourner Center, the Boys and Girls Club of Greater Phoenix and many others. Buchalter Nemer’s commitment to reflecting and enhancing the rich diversity of the clients and communities in which we practice is more than six decades strong. The firm’s diversity of attorneys and staff provides clients with a greater array of creative talent and alternative thinking, benefiting all.
At-a-Glance MAIN LOCAL OFFICE ADDRESS:
OFFICES IN METRO PHOENIX: 1
YEAR ESTABLISHED LOCALLY: 2005
16435 N. Scottsdale Rd., Suite 440 Scottsdale, AZ 85254
NATIONALLY HEADQUARTERED: Los Angeles
PRACTICES:
PHONE: (480) 383-1800 WEBSITE: www.buchalter.com
MANAGING PARTNER: Paul Weiser NO. OF YEARS WITH FIRM: 12
Real Estate, Litigation, Corporate, Tax & Estate Planning, Labor & Employment, Charter Schools
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Legal Services Guide Ballard Spahr L.L.P.
Buchalter Nemer
One E. Washington St., Suite 2300 Phoenix, AZ 85004 (602) 798-5400 ballardspahr.com Business & Finance, Intellectual Property, Litigation, Public Finance, Real Estate
16435 N. Scottsdale Rd., Suite 440 Scottsdale, AZ 85254 (480) 383-1800 buchalter.com Real Estate, Litigation, Corporate, Tax & Estate Planning, Labor & Employment, Bank & Finance, Healthcare.
Bowman and Brooke L.L.P. 2901 N. Central Ave., Suite 1600 Phoenix, AZ 85012 (602) 643-2300 bowmanandbrooke.com Product Liability, Commercial Litigation, Healthcare & Nursing Home Negligence, Alternative Dispute Resolution, Class Actions
Bryan Cave L.L.P. One Renaissance Square Two N. Central Ave., Suite 2200 Phoenix, AZ 85004 (602) 364-7000 bryancave.com Bankruptcy, Business & Commercial Litigation, IP, International Trade, Real Estate, Labor
Burch & Cracchiolo, P.A. 702 E. Osborn Rd., Suite 200 Phoenix, AZ 85014 (602) 274-7611 bcattorneys.com Asset Protection, Business & Corporate Law, Commercial Litigation, Construction, Creditors’ Rights, Bankruptcy & Reorganization, Equine Law, Estate & Wealth Preservation Planning, Family Law, Government, Indian Law, Labor & Employment, Real Estate, Real Estate Investment, Succession Planning for Business, Taxation & Tax Controversy
Carpenter, Hazlewood, Delgado & Bolen P.L.C. 1400 E. Southern Ave., Suite 400 Tempe, AZ 85282 (480) 427-2800 • carpenterhazlewood.com Community Association Representation, Construction Defect Litigation, Insurance Defense, Churches & Nonprofits, Business, Employment Law, Bankruptcy & Reorganization, Landlord/Tenant, Real Estate, Civil Litigation, Criminal Defense
The Cavanagh Law Firm 1850 N. Central Ave., Suite 2400 Phoenix, AZ 85004 (602) 322-4000 • cavanaghlaw.com Litigation, Family, Real Estate, Insurance Defense, Bankruptcy & Creditors’ Rights, Healthcare, Corporate
Clark Hill 14850 N. Scottsdale Rd., Suite 500 Scottsdale, AZ 85254 (480) 684-1100 • clarkhilllaw.com Litigation, Corporate, Healthcare, Real Estate, Creditors’ Rights, Bank & Finance, Family, Immigration
Engelman Berger Engelman Berger is comprised of experienced lawyers who are well recognized for their expertise and committed to resolve commercial disputes and assist clients in preventing legal problems through proper planning. Our clients are national and local lenders, borrowers, lessors, tenants, family-owned businesses, developers, franchise owners, municipalities and investors. We provide creative and focused representation in all federal and state courts, bankruptcy court, arbitrations, mediations and settlement negotiations. We facilitate business and real estate transactions through counsel and negotiations. We are problem solvers and focused on client goals.
At the top David Wm. Engelman Steven N. Berger
INBUSINESSMAG.COM
At-a-Glance MAIN LOCAL OFFICE: 3636 N. Central Ave., Suite 700 Phoenix, AZ 85012 PHONE: (602) 271-9090 WEBSITE: www.eblawyers.com David Wm. Engelman and Steven N. Berger
Industries served include lending, credit unions, construction, restaurant, hospitality, medical, retail, wholesale, agricultural and real estate, among others. We regard the clients’ goals as the foremost motivation in providing our services, and listen to ensure success. Our lawyers are recognized in Martindale Hubbell AV ratings, “Super Lawyers,” and U.S. News & World Report’s “Best Lawyers in America,” among other ratings. We are locally owned and our lawyers take an active role in community activities.
OFFICES IN METRO PHOENIX: 1 NATIONALLY HEADQUARTERED: Phoenix MANAGING PARTNERS/YEARS WITH FIRM: David Wm. Engelman – 16 years Steven N. Berger – 16 years Patrick A. Clisham – 8 years YEAR ESTABLISHED LOCALLY: 1999 PRACTICES: Business Disputes, Real Estate Disputes, Bankruptcy, Reorganization, Creditors’ Rights, Business Transactions, Real Estate Transactions, Water Law, Appeals, Loan Workouts, Mediation
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»
Legal Services Guide Coppersmith Brockelman P.L.C.
Dickinson Wright P.L.L.C.
Gallagher & Kennedy P.A.
2800 N. Central Ave., Suite 1200 Phoenix, AZ 85004 (602) 224-0999 cblawyers.com Healthcare, Employment, Litigation, Corporate & Real Estate, Governmental Investigations
1850 N. Central Ave., Suite 1400 Phoenix, AZ 85004 (602) 285-5000 dickinsonwright.com Alternative Dispute Resolution, Bankruptcy, Commercial Litigation, Employment, Family Law, Tax, International
2575 E. Camelback Rd., Suite 1100 Phoenix, AZ 85016 (602) 530-8000 gknet.com Business Law & Transactions, Litigation, Real Estate, Tax Law, Environmental, Insurance, Healthcare, Sports Law
Engelman Berger P.C.
Gammage & Burnham P.L.C.
3636 N. Central Ave., Suite 700 Phoenix, AZ 85012 (602) 271-9090 eblawyers.com Debtor & Creditor Rights, Bankruptcy, Commercial, Licensing, Real Estate, Auto Dealership, Credit Union
Two N. Central Ave., 15th Floor Phoenix, AZ 85004 (602) 256-0566 gblaw.com Business Organizations & Commercial Transactions, Collections & Bankruptcy, Health Care, Litigation, Real Estate, Zoning & Land Use
DLA Piper 2525 E. Camelback Rd., Suite 1000 Phoenix, AZ 85016 (480) 606-5100 dlapiper.com Corporate, Employment, Tax, Litigation, International Arbitration, Real Estate
Davis Miles McGuire Gardner P.L.L.C. 40 E. Rio Salado Pkwy., Suite 425 Tempe, AZ 85281 (480) 733-6800 davismiles.com Commercial Litigation, Real Estate, Tax, Corporate, Mergers & Acquisitions, Corporate Bankruptcy
Fennemore Craig P.C. 2394 E. Camelback Rd., Suite 600 Phoenix, AZ 85016 (602) 916-5000 fennemorecraig.com Real Estate, Mergers & Acquisitions, Business Litigation, Natural Resources, Healthcare, Immigration, International
Gordon & Rees 111 W. Monroe St., Suite 1600 Phoenix, AZ 85003 (602) 794-2460 • gordonrees.com Civil Appeals, Commercial Litigation, Construction, Employment, Insurance Defense, Privacy & Data Security, Real Estate
Fennemore Craig Fennemore Craig is a full-service business law firm with offices in Phoenix, Tucson, Nogales, Denver, Las Vegas and Reno. With a history that spans more than 130 years, Fennemore Craig has been involved in many of the issues that have shaped the Southwest. As one of the largest 250 law firms in the nation, the firm helps entrepreneurs and businesses pursue solutions and, when necessary, aggressively defends clients’ interests with extensive trial experience in federal and state courts, administrative agencies, and in arbitration proceedings. Our litigation skills extend to virtually every area important to business, including: Natural Resources, Energy, Environmental and Utilities; Labor and Employment; Healthcare Litigation and Regulations; and Intellectual Property.
At the top
TOP REPRESENTATIVE ATTORNEYS
Jay Kramer, Amy Abdo, Sarah Strunk, Steve Good, James Goodnow
At-a-Glance
Our substantial business practice covers: Business Finance; Business Litigation; Real Estate; Estate Planning; Government Relations; Financial Restructuring, Bankruptcy and Creditors’ Rights; Mining; and Emerging Business and Technology. Fennemore Craig’s commitment to quality is confirmed in its ratings from third parties, including U.S. News Media Group, Chambers USA, Best Law Firms Rankings in America® and Ranking Arizona, which lists Fennemore Craig in national practice areas as well as in numerous firsttier rankings for the Phoenix metropolitan area.
MAIN LOCAL OFFICE: 2394 E. Camelback Rd., Suite 600 Phoenix, AZ 85016 PHONE: (602) 916-5000 WEBSITE: fennemorecraig.com OFFICES IN METRO PHOENIX: 1 NATIONALLY HEADQUARTERED: Phoenix MANAGING PARTNER: Steve Good NO. OF YEARS WITH FIRM: More than 20 years YEAR ESTABLISHED LOCALLY: 1884 PRACTICES: Real Estate, Mergers & Acquisitions, Business Litigation, Natural Resources, Mining
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Legal Services Guide Greenberg Traurig L.L.P.
Jaburg Wilk
2375 E. Camelback Rd., Suite 700 Phoenix, AZ 85016 (602) 445-8000 gtlaw.com Litigation, Tax, Labor, Construction, Corporate, Securities, Intellectual Property
3200 N. Central Ave., Suite 2000 Phoenix, AZ 85012 (602) 248-1000 jaburgwilk.com Administrative Law, Appellate, Bankruptcy, Business/Corporate, Business Divorce, Collections, Construction, Defamation, Employment, Estate Planning, Family Law, Foreclosure, Healthcare, Insurance Law, Intellectual Property, Internet Law, Litigation, Probate Litigation, Real Estate
Gust Rosenfeld P.L.C. One E. Washington St., Suite 1600 Phoenix, AZ 85004 (602) 257-7422 gustlaw.com Franchise, IP, Bankruptcy, Construction, Corporate, Creditors’ Rights, Employment, Real Estate
Hymson Goldstein & Pantilinat P.L.L.C. 16427 N. Scottsdale Rd., Suite 300 Scottsdale, AZ 85254 (480) 991-9077 scottsdale-lawyer.com General Practice, Litigation, Family Law, Real Estate, Bankruptcy
Jackson White Senior Law 40 N. Center St., Suite 200 Mesa, AZ 85201 (480) 818-6912 jacksonwhitelaw.com Commercial Litigation, Construction Law, Criminal Defense, Disability Law, Elder Law, Intellectual Property Law, Labor & Employment Law, Real Estate Law, Tax Law
Jennings, Haug & Cunningham, L.L.P. 2800 N. Central Ave., Suite 1800 Phoenix, AZ 85004 (602) 234-7800 jhc.law Appellate, Business Bankruptcy, Business Law, Commercial Real Estate & Finance, Construction Law, Creditors’ Rights, Employment Law, Environmental Law, Estate Planning, Trusts & Probate, Insurance Defense & Coverage, Litigation, Mediation & Arbitration, Medical Malpractice, Municipal Law, Professional Liability & Lawyer Discipline, Professional Malpractice, Surety & Fidelity Law
For a more detailed listing of our recommended firms and a complete list of their attorneys and Areas of Practice, please visit inbusinessmag.com/legalguide.
Versatile. Responsive. Experienced. For 80 years, we’ve been delivering effective solutions for our clients. Founded in 1937 in Arizona, Jennings Haug Cunningham is a mid-size litigation law firm with extensive transactional, trial, litigation management, dispute resolution and complex litigation experience. Our 25 attorneys are noted for providing exceptional quality of service and consistent follow-through by our clients. We adapt our approach to suit the needs of each client, because we recognize that a legal strategy used in one case may not necessarily be effective in the next. We also recognize that the best legal
At-a-Glance MAIN LOCAL OFFICE: 2800 N. Central Ave., Suite 1800 Phoenix, AZ 85004 PHONE: (602) 234-7800
strategies, compliance programs and remediation plans are worthless if our client lacks the resources, staff or time to implement them. This is why our lawyers take into account each client’s resources, operational requirements and future needs when developing a solution.
WEBSITE: jhc.law OFFICES IN METRO PHOENIX: 1 NATIONALLY HEADQUARTERED: Phoenix MANAGING PARTNERS: John Sinodis NO. OF YEARS WITH FIRM: 24 YEAR ESTABLISHED LOCALLY: 1937
Areas of Practice include: Appellate, Business Bankruptcy, Business Law, Commercial Real Estate & Finance, Construction Law, Creditors’ Rights, Employment Law, Environmental Law, Estate Planning, Trusts & Probate, Insurance Defense & Coverage, Litigation, Mediation & Arbitration, Medical Malpractice, Municipal Law, Professional Liability & Lawyer Discipline, Professional Malpractice, Surety & Fidelity Law
PRACTICES: Surety & Fidelity • Construction Law • Creditors’ Rights • Environmental Law & Litigation • Commercial Lending & Finance
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»
Legal Services Guide Jennings Strouss & Salmon One E. Washington St., Suite 1900 Phoenix, AZ 85004 (602) 262-5911 jsslaw.com Alternative Dispute Resolution, Antitrust, Appellate, Bankruptcy, Reorganization & Creditors’ Rights, Commercial Litigation, Corporate & Business, Eminent Domain, Energy, Estate Planning & Probate, Executive & Employee Compensation, Fidelity, Government Relations & Public Affairs, Intellectual Property, Labor & Employment, Medical & Professional Liability Defense, Mergers & Acquisitions, Products Liability, Real Estate, Securities & Finance, Securities Litigation & Regulatory Compliance, Surety, Tax, Tort & Insurance
Jones, Skelton & Hochuli P.L.C. 40 N. Central Ave., Suite 2700 Phoenix, AZ 85004 (602) 263-1700 jshfirm.com Insurance Defense, General Civil Litigation, Appeals, Alternative Dispute Resolution, Transportation, Criminal Defense, Medical Malpractice
Koeller, Nebeker, Carlson, Haluck, L.L.P. 1 E. Washington St., Suite 400 Phoenix, AZ 85004 (602) 256-0000 knchlaw.com Business Litigation, Construction Claims, Construction Litigation, E-discovery & Data Management, Employment Litigation, Environmental, General Legal Defense, Government Tort Liability, Professional Malpractice, Insurance Coverage/Bad Faith Litigation, Workers Compensation, Commercial Trucking & Transportation Defense Litigation
Lewis Brisbois Bisgaard & Smith L.L.P. 2929 N. Central Ave., Suite 1700 Phoenix, AZ 85012 (602) 385-1040 lbbslaw.com Medical Malpractice, Construction Defect Litigation, Products Liability, General Liability, Professional Liability
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Lewis Roca Rothgerber Christie, L.L.P. 201 E. Washington St., Suite 1200 Phoenix, AZ 85004 (602) 262-5311 • lrrlaw.com IP, Bankruptcy, Corporate & Securities, Commercial litigation, Labor & Employment, Real Estate, Regulatory Affairs, Healthcare
Littler 2425 E. Camelback Rd., Suite 900 Phoenix, AZ 85016 (602) 474-3600 • littler.com Management-side Employment Advice & Counsel, Labor & Management Relations, Employment Litigation, Immigrations & Global Migration, Business & Human Rights, e-Discovery, International Employment & Labor
May Potenza Baran & Gillespie 201 N. Central Ave., Suite 2210 Phoenix, AZ 85004 (602) 252-1900 • maypotenza.com Administrative Adjudications, Alternative Dispute Resolution, Appeals, Bankruptcy Reorganization, Commercial Creditors & Debtor’s Rights, Employment & Labor
Nussbaum Gillis & Dinner 14850 N. Scottsdale Rd., Suite 450 Scottsdale, AZ 85254 (480) 609-0011 • www.ngdlaw.com Business Litigation, Bankruptcy, Construction Law & Litigation, Real Estate, Transactional Law, Trusts & Estate Planning, Insurance Law
Ogletree, Deakins, Nash, Smoak & Stewart P.C.
Perkins Coie L.L.P. 2901 N. Central Ave., Suite 2000 Phoenix, AZ 85012 (602) 351-8000 • perkinscoie.com Business Litigation, Patent & IP, Business & Licensing, Real Estate, Criminal Defense
Polsinelli One E. Washington St., Suite 1200 Phoenix, AZ 85004 (602) 650-2000 • polsinelli.com Business Litigation, Corporate, Financial Services, Health Care, Real Estate, Life Sciences & Technology, Immigration, Tax
Quarles & Brady L.L.P. One Renaissance Square Two N. Central Ave., Suite 3 Phoenix, AZ 85004 (602) 229-5200 • quarles.com Commercial Bankruptcy & Restructuring, Business Law, Environmental, Franchise, Healthcare
Radix Law 15205 N. Kierland Blvd., Suite 200 Scottsdale, AZ 85254 (602) 606-9300 • radixlaw.com Business Law, Real Estate Law, Commercial Litigation, Bankruptcy Law, Estate Planning
Renaud Cook Drury Mesaros P.A. One N. Central Ave., Suite 900 Phoenix, AZ 85004 (602) 307-9900 • rcdmlaw.com Wrongful Death, Medical Malpractice, Product Liability, Insurance Coverage, Appeals, Business & Real Estate
2415 E. Camelback Rd., Suite 800 Phoenix, AZ 85016 (602) 778-3700 • ogletreedeakins.com Employment, Traditional Labor Relations, Litigation, Unfair Competition & Trade Secrets, Immigration
Rose Law Group P.C.
Osborn Maledon P.A.
Ryley Carlock & Applewhite
2929 N. Central Ave., 21st Floor Phoenix, AZ 85012-2793 (602) 640-9000 • omlaw.com Commercial Litigation, Corporate & Securities, IP, Technology, Real Estate, Criminal, Bankruptcy
7144 E. Stetson Dr., Suite 300 Scottsdale, AZ 85251 (480) 505-3936 • roselawgroup.com Real Estate, Land Use & Zoning, Tax, Family, Estate Planning
One N. Central Ave., Suite 1200 Phoenix, AZ 85004 (602) 440-4800 • rcalaw.com Energy & Environment, Real Estate & Development, Creditors’ Rights & Banking, Estate Planning & Probate, Corporate & Securities, Litigation, Document Control & e-Discovery
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Legal Services Guide
Greenberg Traurig At the top
TOP REPRESENTATIVE PHOENIX SHAREHOLDERS ATTORNEYS
Michael Aguirre, Laurent Badoux, Brian Blaney, Mary Bruno, Rebecca Lynne Burnham, Michael Cafiso, David Cleary, John Cummerford, William DeHaan, Jerry Fellows, Karl Freeburg, Robert Goldich, Nicole Goodwin, Brigitte Finley Green, Jean Harris, Dana Hooper, Robert Kant, Leslie Klein, Bruce Macdonough, Kevin Morris, Clifford Neimeth, James Nelson, Pamela Overton, Gil Rudolph, Brian Schulman, Jeffrey Verbin, E. Jeffrey Walsh, Quinn Williams, Jeremy Zangara
Greenberg Traurig’s Phoenix Attorneys are an Integral Part of Arizona Legal Landscape Greenberg Traurig’s Phoenix attorneys are regularly recognized by publications and associations honoring those they call “the best in the profession.” Given their representation of a variety of companies and individuals doing business in Arizona, these attorneys are an integral part of the state’s vibrant legal, economic, and civic landscape. Greenberg Traurig’s Phoenix attorneys are trusted advisors to clients, offering multiple disciplines and decades of experience within the business, real estate, municipal, and financial arenas, and Arizona courts. The attorneys, several of whom are award winning in the areas of delivery of elite-level legal services, client service, and charitable work, can offer clients tailor-made resources. The office is part of one multi-disciplinary business-oriented law firm, with a robust national and international footprint and a focus on real-world legal advice. Clients trust Greenberg Traurig’s Phoenix attorneys for legal guidance on the matters most important to doing business transactions and
disputes in Arizona. These include such issues as securities, mergers and acquisitions, litigation, construction, labor and employment, real estate, tax, bankruptcy and intellectual property, and corporate transactions at every stage of the business lifecycle. Founded in 1967 by three attorneys in Florida, the firm has grown quickly but prudently. Its offices, including Phoenix, have grown by attracting high quality legal talent looking to meet the needs of clients who range from middle market public and private clients, to some of today’s most progressive entrepreneurs. Today, Greenberg Traurig is home to approximately 1950 attorneys and government law and policy professionals in 38 locations in commercial centers across the United States, Latin America, Europe, Asia, and the Middle East. We offer our clients: • An Integrated Approach Greenberg Traurig provides integrated legal services for clients. We offer a multidisciplinary team with the strategic business, legal and political experience required to address the increasingly complex needs of companies.
• Fast-Moving Service Our culture promotes innovation and fast-moving, tireless dedication to our clients, resulting in practical, business-focused legal services. • A Commitment to Efficiency Greenberg Traurig builds teams around client needs, ensuring lean staffing, front-end planning and flexible billing where appropriate.
22 attorneys in the firm’s Phoenix office have been recognized in the latest edition of in The Best Lawyers in America®; 7 in the Chambers USA Guide; and 17 in Southwest Super Lawyers, including 4 shareholders who were included in that publication’s “Top 50 Lawyers in Arizona”.
At-a-Glance MAIN LOCAL OFFICE ADDRESS:
OFFICES IN METRO PHOENIX: 1
2375 E. Camelback Rd., Suite 700 Phoenix, AZ 85016
MANAGING SHAREHOLDER:
PHONE: (602) 445-8000 WEBSITE: www.gtlaw.com
Bruce Macdonough NO. OF YEARS WITH FIRM: 30
PRACTICES:
Corporate & Securities; Litigation; Intellectual Property & Technology; Real Estate; Public Finance; Labor & Employment
YEAR ESTABLISHED LOCALLY: 1999 ADVERTISING PROFILE
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Legal Services Guide Sacks Tierney P.A.
Salmon, Lewis & Weldon P.L.C.
Sherman & Howard L.L.C.
4250 N. Drinkwater Blvd., Fourth Floor Scottsdale, AZ 85251 (480) 425-2600 • sackstierney.com Appeals, Banking, Bankruptcy & Restructuring, Beneficiary Representation, Business & Corporate, Civil Litigation, Commercial & Public Finance, Construction, Dispute Resolution, Employment, Equity & Debt Finance, Estate Planning, Family Law, Guardianship & Conservatorship, Healthcare, Homeowner Association, Indian Law & Tribal Relations, Intellectual Property, Loan Workouts & Problem Asset Resolution, Marijuana Business, Private & Public School, Probate & Trust Administration, Real Estate, Trust & Estate Litigation, Uniform Commercial Code, Water, Environmental & Natural Resources
2850 E. Camelback Rd., Suite 200 Phoenix, AZ 85016 (602) 801–9060 • slwplc.com Business & Finance, Commercial Litigation, Commercial Law, Corporate Real Estate, Electric Power & Utilities, Environmental Law
201 E. Washington St., Suite 800 Phoenix, AZ 85004 (602) 240-3000 shermanhoward.com Real Estate, Labor & Employment, Estate Planning, Bankruptcy, Mergers & Acquisitions, Litigation, Banking & Finance, Immigration, Tax
For a more detailed listing of our recommended firms and a complete list of their attorneys and Areas of Practice, please visit inbusinessmag.com/legalguide.
Sanders & Parks, P.C. 3030 N. Third St., Suite 1300 Phoenix, AZ 85012 (602) 532-5600 • sandersandparks.com Civil Litigation, Corporate, Professional Liability Litigation, Insurance Defense, Public Entity/Municipal Defense, Intellectual Property
Schneider & Onofry P.C. 3101 N. Central Ave., Suite 600 Phoenix, AZ 85012 (602) 230-8857 • soarizonalaw.com Administrative, Business, Employment, Alternative Dispute Resolution, Civil & Commercial, Construction Litigation, Civil Rights, Family
Snell & Wilmer, L.L.P. One Arizona Center 400 E. Van Buren St., Suite 1900 Phoenix, AZ 85004 (602) 382-6000 swlaw.com Banking & Finance, Litigation, Corporate & Securities, Intellectual Property, Labor Employment & Benefits, Natural Resources, Environmental & Energy, Real Estate & Tax
Radix Law In 2008, attorney Jonathan Frutkin founded the firm with a goal of providing top-notch legal representation to business, family and individual clients throughout Arizona. As a third-generation lawyer, Frutkin and his family have worked closely with business owners and their families for nearly 100 years. In 2017, the firm changed its name from The Frutkin Law Firm to Radix Law. The word “Radix” is Latin in origin and stands for the concept of roots: the root of a tree, the root of knowledge, the root of a number. The name reflects the firm’s values: a business law
At the top
TOP REPRESENTATIVE ATTORNEYS PARTNER ATTORNEYS
Principal, Jonathan Frutkin Partners: Carolyn Tatkin, Adam Buck and Ben Himmelstein
At-a-Glance MAIN LOCAL OFFICE: 15205 N. Kierland Blvd., Suite 200 Scottsdale, AZ 85254 PHONE: (602) 606-9300 WEBSITE: radixlaw.com OFFICES IN METRO PHOENIX: 1
firm that knows how the law helps clients pursue opportunities and deal with challenges. The firm and its team of 12 attorneys considers itself to be rooted in Arizona with its office located at Kierland Commons in Scottsdale. Radix Law helps businesses, individuals and families with their business law, bankruptcy, taxation, asset protection, real estate law, wills, trusts and estates, and litigation needs.
NATIONALLY HEADQUARTERED: Scottsdale MANAGING PARTNERS: Jonathan Frutkin NO. OF YEARS WITH FIRM: 10 YEAR ESTABLISHED LOCALLY: 2008 PRACTICES: Corporate & Business Law, Bankruptcy, Taxation, Trust & Estate Planning, Real Estate, Asset Protection, Litigation
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Legal Services Guide Squire Patton Boggs
Tiffany & Bosco P.A.
Withey Morris P.L.C.
1 E. Washington St., Suite 2700 Phoenix, AZ 85004 (602) 528-4000 squirepattonboggs.com Corporate, Environmental, IP, Litigation, Public Finance, Restructuring, Real Estate
2525 E. Camelback Rd., Suite 700 Phoenix, AZ 85016 (602) 255-6000 tblaw.com Banking, Employment, IP, Tax, Real Estate, Commercial Litigation, Construction
Steptoe & Johnson L.L.P.
Warner Angle Hallam Jackson & Formanek P.L.C.
2525 E. Arizona Biltmore Circle, Suite 212 Phoenix, AZ 85016 480-205-4388 • witheymorris.com Master Plan Developments, Comprehensive Plan Amendments, General Plan Amendments, Zone Changes, Development Agreements, Use Permits, Variances, Building Permits & Entitlements, Abandonments, Easements, Design Reviews, Annexations, Stipulation Modifications, Waivers, Subdivision & Plat Maps, Entitlement & Opinion Letters, Interpretation Issues, Code Enforcement & Property Violations, Zoning Ordinance Text Amendments, Due Diligence, Referendums
201 E. Washington St., Suite 1600 Phoenix, AZ 85004 (602) 257-5200 • steptoe.com Commercial Litigation, Insurance Coverage & Bad Faith, Labor & Employment, Media & Communications, IP Protection & Litigation, Tax
Stinson Leonard Street L.L.P. 1850 N. Central Ave., Suite 2100 Phoenix, AZ 85004 (602) 279-1600 • stinsonleonard.com Commercial & Class Action Litigation, Bankruptcy & Creditors’ Rights, Corporate Counseling, Banking & Financial Services, Real Estate
2555 E. Camelback Rd., Suite 800 Phoenix AZ 85016 (602) 264-7101 warnerangle.com Commercial & Business Law, Construction, Real Estate, Commercial Loans, Divorce & Family, Trusts & Estates, Probate
Wilenchik & Bartness P.C. 2810 N. Third St. Phoenix, AZ 85004 (602) 606-2810 • wb-law.com Civil Litigation, White Collar Criminal Defense, Mediation, Tax Litigation
For a more detailed listing of our recommended firms and a complete list of their attorneys and Areas of Practice, please visit inbusinessmag.com/legalguide.
Wilenchik & Bartness Founded in 1991 by Dennis Wilenchik and Becky Bartness, the law firm of Wilenchik and Bartness provides high-level litigation services to a select group of clients. The firm also provides commercial arbitration and mediation services and works closely with businesses to manage their legal needs. Dennis Wilenchik is rated Martindale-Hubbell AV®-Preeminent™, the highest rating available under the Martindale-Hubbell rating system, and he is listed in the national Bar Register of Preeminent Lawyers. Wilenchik has been a nationally certified civil trial advocate by the National Board of Trial Advocacy for more than 15 years. He is an Arizona Bar Foundation Fellow and was elected a Fellow to the American Board of Professional Liability Attorneys. Wilenchik has served as a civil judge pro tem of the Superior Court, President of Maricopa County Bar Association Young Lawyers Division, board member of the Arizona Bar Journal, chairman of the Civil Trial Practice Committee and member
At the top Dennis I. Wilenchik • Becky A. Bartness
At-a-Glance Dennis I. Wilenchik
of the Superior Court Civil Study Committee of the State Bar. Becky Bartness is rated Martindale-Hubbell AV®-Preeminent™ and is listed in the Bar Register of Preeminent Women Lawyers. She was a real estate specialist for over 15 years and also practices commercial arbitration and mediation. Ms. Bartness is licensed to practice law in all Arizona state and federal courts and the Ninth Circuit. She concentrates her practice in the areas of real estate, commercial, banking and environmental law, and commercial mediation and has represented lenders, developers and homebuilders in real estate and environmental matters, commercial and real estate loan transactions, loan restructures, bank regulatory and compliance matters, general corporate matters, and loan work-outs.
MAIN LOCAL OFFICE: 2810 N. Third St. Phoenix, AZ 85004 PHONE: (602) 606-2810 WEBSITE: wb-law.com OFFICES IN METRO PHOENIX: 2 NATIONALLY HEADQUARTERED: Phoenix MANAGING PARTNER: Dennis I. Wilenchik NO. OF YEARS WITH FIRM: 26 YEAR ESTABLISHED LOCALLY: 1991 PRACTICES: Civil Litigation, White Collar Criminal Defense, Mediation
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Because no two clients are ever the same. TM
Understanding what makes you unique.® www.swlaw.com CARLOS A. SUGICH | 011.52.624.104.0315 | 602.382.6335 | CSUGICH@SWLAW.COM SNELL & WILMER DE MEXICO, S. DE R.L. DE C.V. | LAS TIENDAS DE PALMILLA OFICINA B-223 | KM. 7.5 CARRETERA TRANSPENINSULAR SAN JOSE DEL CABO, B.C.S., MEXICO C.P. 23406 ONE ARIZONA CENTER | 400 EAST VAN BUREN STREET | SUITE 1900 | PHOENIX, AZ 85004-2202 DENVER | LAS VEGAS | LOS ANGELES | LOS CABOS | ORANGE COUNTY | PHOENIX | RENO | SALT LAKE CITY | TUCSON
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Abdo, Amy, 58
Cummerford, John, 61
Green, Brigitte Finley, 61
Lyman, R. Kendall, 29
Smeets, Ryan, 47
Aguirre, Michael, 61
Daloisio, Tony C., 29
Groves, Eric, 51
Macdonough, Bruce, 61
Smith, Munira, 10
Badoux, Laurent, 61
DeHaan, William, 61
Harris, Jean, 61
Manquen, Julie, 39
Steele, Andrew, 34
Balle, Michael, 29
Doyle, Megan, 22
Herrera, Eric, 50
Manquen, Kevin, 39
Strunk, Sarah, 58
Bartness, Becky A., 63
Engelman, David Wm., 57
Heuser, Richard, 18
McAnlis-Vasquez, Blessing, 22
Tatkin, Carolyn, 62
Benton, D.A., 29
Fellows, Jerry, 61
Himmelstein, Ben, 62
Morris, Kevin, 61
Thompson, Jesse, 22
Berger, Steven N., 57
Fierro, Stephanie, 62
Hooper, Dana, 61
Neimeth, Clifford, 61
Tollefson, Richard, 30
Blaney, Brian, 61
Fitzgerald, Brian, 11
House, Bob, 12
Nelson, James, 61
Verbin, Jeffrey, 61
Boyer, Dan, 22
Fox, Steve, 56
Jackson, Craig, 10
Newton, Nate, 11
Walsh, E. Jeffrey, 61
Boyles, Karla, 37
Fraley, Lee, 55
Johnson, Debbie, 9
Nowack, Stephanie, 22
Weil, Steve, 16
Bruno, Mary, 61
Freeburg, Karl, 61
Jones, Daniel, 29
Oleskow, Michael, 22
Weiser, Paul, 56
Buck, Adam, 62
Frutkin, Jonathan, 62
Kant, Robert, 61
Overton, Pamela, 61
Wells, Andrew, 66
Burnham, Rebecca Lynne, 61
Fulton, Whitney, 30
Kassel, Kristine, 48
Owen, Daniel, 13
Wilenchik, Dennis I., 63
Byrd, Chris, 58
Garcia, Marc, 22
Klein, Leslie, 61
Post, Jessica, 20
Williams, Quinn, 61
Cafiso, Michael, 61
Gazeley, Paul, 16
Kong, David, 18
Remington, Ralph, 22
Wolfe, Christopher, 11
Calamur, Vittal, 22
Gelm, Will, 56
Kramer, Jay, 58
Rudolph, Gil, 61
Wright-Ford, Kylie, 29
Chaize, Jacques, 29
Goldich, Robert, 61
Krumwiede, David, 14
Sacco, Rachel, 22
Zangara, Jeremy, 61
Chan, John, 22
Good, Steve, 58
Levitin, Shari, 28
Schulman, Brian, 61
Chiang, Kathy, 66
Goodnow, James, 58
LoBianco, Laura, 55
Shill, Otto S. III, 46
Cleary, David, 61
Goodwin, Nicole, 61
Long, Allen J., 42
Shindler, Buzzi, 56
Clisham, Patrick, A., 57
Gray, Geoffrey, 10
Lunsford, Jack, 45
Sinodis, John, 59
1100 KFNX, 21
Doughbird Pizza & Rotisserie, 36
Networking For Professionals, 32
Stearns Bank, 6
Advanced Auto Detail, 35
Engelman Berger, 57
North Phoenix Chamber of Commerce, 33
Support My Club, 43
Alignable, 51
Experience Scottsdale, 22
Oscar, 16
Talking Stick Destination Area, 22
Alliance Bank of Arizona, 3
Fastsigns, 40
Peoria Chamber of Commerce, 33
Tanner Collision, 35
Apple, 11
Fennemore Craig, 20, 55, 58
Phoenix Convention Center, 22
Tempe Center for the Arts, 22
Arizona Commerce Authority, 34
Flame Broiler, 37
Phoenix Philanthropy Group, The, 30
Tempe Chamber of Commerce, 37
Arizona Diamondbacks, 67
ForeIQ, 11
Point B, 16
Tempe Community Action Agency, 41
Arizona Mills, 10
FOUND:RE Phoenix, 22
Prevarian Senior Living, 14
Tempe Tourism Office, 22
Arizona Office of Tourism, 9
Gallagher & Kennedy, 54
Radix Law, 62
Trulaske College of Business, 11
Arizona Polymer Flooring, 13
Galtronics, 40
Regus, 41
Two Men and a Truck, 40
Arizona Small Business Association, 31, 45
Gilbert Chamber of Commerce, 33
Rideau, 11
UnitedHealthcare, 19
Arizona Technology Council, 32
Global Chamber, 32
Royal Palms Resort and Spa, 10
University of Missouri, 11
Aspirent, 66
GPS Insight, 2
Vela Apartments, 41
Auto Shop, The, 35
Grand Canyon University, 38
Salt River Pima-Maricopa Indian Community, 22
Bank of Arizona, 17
Greenberg Traurig, 61
Scottsdale Area Chamber of Commerce, 33
Visit Mesa, 22
Bank of the West, 8
Halal Guys, The, 40
Barrett-Jackson Auction Company, 10
Hampton Inn & Suites Tempe, 37
Bayless Integrated Healthcare, 18
Jennings, Haug & Cunningham, LLP, 59
BeckonCall, 34
Jennings, Strouss & Salmon, PLC, 46
Benefits by Design, Inc., 48
Jive, 6
Best Western International, 18
JLL, 14
BIG YAM, The Parsons Agency, 31, 47
Kolbe Corp., 50
BizBuySell.com, 12
Lincoln Motor Company, The, 35
Blue Cross Blue Shield of Arizona, 18, 68
Lincoln Property Company, 14
Buchalter Nemer, 56
Mesa Chamber of Commerce, 33
Cartel Coffee Lab, 36 CEO Corner Office, 34 Chandler Chamber of Commerce, 32 Cypress Office Properties, LLC, 14 Desert Schools Federal Credit Union, 21
Shari Levitin Group, 28 Sheraton Grand Phoenix, 22 Snell & Wilmer, 55, 64 SRP, 7, 31, 48 St. Luke’s Medical Center, 18 State Bar of Arizona, 55
Village Coffee Roastery, 36 Visit Phoenix, 22 Wallbeds “n” More, 15 Wells Fargo, 50 West Valley Women, 32 Wilenchik & Bartness, 63 Wunderman Data Management, 66
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More Dollars from Data Five key components to monetizing data by Andrew Wells and Kathy Chiang
According to Buckminster Fuller’s “Knowledge Doubling Curve,” human knowledge doubled approximately every century. Today, it is estimated that human knowledge is doubling every 12 to 13 months. IBM is estimating that, with the build out of the “Internet of things,” knowledge will double every 12 hours. The explosion of information is clearly accelerating. Data is flooding companies and the problem is only getting worse. As the next big explosion heats up, “the Internet of things” — when our machines talk to each other — the rate of information growth will go exponential. Data is quickly becoming one of the most critical business assets. The challenge most leaders face at this point is how to monetize their ocean of data. Having masses of information is of little value unless it is leveraged to give the company a competitive edge. Below are five key steps leaders can take to monetize their company’s data assets:
DECISION ARCHITECTURE
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When thinking about analytics, most organizations think about the questions that answer how their business is performing and what information they gather to answer that question. While this helps to inform and describe what is occurring in the organization, it does not enable action. Rather, leaders should look to capture the decision architecture of a particular business problem and build analytical capability to develop diagnostics that enable decisions and, therefore, actions. In short, leaders should focus on decisions driven by data rather than simply asking questions of their data. This is a fundamental shift in how most organizations view analytics and is the key component to driving the maturity of companies higher on the analytical maturity curve.
MONETIZATION STRATEGY
Andrew Roman Wells is the CEO of Aspirent, a management-consulting firm focused on analytics. Kathy Williams Chiang is VP of Business Insights at Wunderman Data Management. They are the co-authors of Monetizing Your Data: A Guide to Turning Data into Profit-Driving Strategies and Solutions. monetizingyourdata.com
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Organizations should develop monetization strategies and maintain them as valuable corporate assets. In the same way an organization might develop KPI’s to help manage and understand business performance, monetization strategies leveraging corporate data assets that drive competitive advantage should be developed continuously. The power of a good monetization strategy is the ability to take a good decision and make it a great one. A “monetization strategy” is a plan to achieve one or more business goals through tactics or actions that have a quantified benefit. They should be developed from decision architecture and linked to the corporate business levers that align strategic objectives.
DATA SCIENCE AND DECISION THEORY
It’s best to use both data science and decision theory to power monetization strategy. Data science helps organizations derive insights from their data to address a particular business problem or opportunity. Whereas data science helps turn information into actionable insights, decision theory helps
In the past, it took 100 years for the scope of human knowledge to double. As the “Internet of things” heats up, IBM estimates knowledge will double every 12 hours.
structure the decision process to guide a person to the correct choice. Decision theory, along with behavioral economics, is focused on understanding the components of the decision process to explain why we make the choices we do. It provides a systematic way to consider tradeoffs among attributes that helps us make better decisions.
ANALYTICAL STRUCTURE
Data is the lifeblood of any analytical exercise and usually one of the bigger challenges. Sourcing, organizing and stitching together data is typically where a large amount of time is spent in building an analytical solution. When putting together datasets for analytics, the quality of the data is key. If data is missing, incorrect or inconsistent, the results of the analysis will be unclear or, worse, incorrect. Once the data is compiled, determining the right analytical structure is important for performance, integrity and scalability for the organization’s monetization strategy.
REPEATABILITY AND SCALABILITY
Building one-off analytical solutions is more the norm for corporate America. Hours are poured into solving difficult problems to capture a revenue opportunity, only to have the analytics lie dormant or never used again. Leaders should look to develop monetization strategies that are automated, repeatable and scalable throughout their organization. This approach will lead to analytics that other departments can utilize versus having to build their own version. These five key components will enable organizations to build monetization strategies and analytical solutions that help managers and executives navigate the vast amounts of data to make quality decisions that drive revenue. Building capabilities around each of these five keys will give an organization the power to tap into the value of its data and build analytical solutions that give the company a competitive edge.
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