APR/MAY 18 Michigan Retailer

Apr 2018 The official publication of the Michigan Retailers Association

www.retailers.com

Pop-up stores serve as idea incubators Hard lessons from February’s floods Mount Pleasant baker’s brave story Remembering a Pure Michigan couple

Board of Directors ORIN MAZZONI, JR.

Chair Orin Jewelers, Garden City

JAMES P. HALLAN

President and CEO Michigan Retailers Association

BECKY BEAUCHINE KULKA

Vice Chair Becky Beauchine Kulka Diamonds and Fine Jewelry, Okemos

PETER R. SOBELTON

Treasurer Mondial Properties, Birmingham

WILLIAM J. HALLAN

Executive Vice President Michigan Retailers Association

DAN MARSHALL

Past Chair Marshall Music Company, Lansing

BO BRINES

Little Forks Outfitters, Midland

KEN HAYWARD

Grand Hotel, Mackinac Island

JOSEPH MCCURRY

Credit Card Group

LARRY MULLINS

Brandon Tire & Auto Service Center, Ortonville

BRYAN NEIMAN

Neiman’s Family Market, East China Township

BARB STEIN

Great Northern Trading Co., Rockford

JOE SWANSON

Target Corp.

THOMAS UNGRODT

TDU Consulting, LLC, Ann Arbor

JAMES WALSH

Meijer, Inc., Grand Rapids

D. LARRY SHERMAN

Board Member Emeritus

Michigan Retailers Services, Inc. Board of Directors JAMES P. HALLAN

President and CEO

CHAD AYERS

Allendale True Value, Allendale

BILL GOLDEN

Golden Shoes, Traverse City

JOHN LEPPINK

Leppink’s Food Centers, Belding

JAMES P. HALLAN

Publisher

MEEGAN HOLLAND

Editor

PAT KERWIN

Design Manager

Publication Office 603 South Washington Avenue Lansing, MI 48933 517.372.5656 or 800.366.3699 Fax: 517.372.1303

Subscribe Michigan Retailer (USPS 345-780, ISSN 0889-0439) is published in February, April, June, August, October and December for $20 per year by Michigan Retailers Association, 603 South Washington Ave., Lansing, MI 48933. Subscription fees are automatically included in the Michigan Retailers Association membership dues. Periodical postage paid at Lansing, Michigan. POSTMASTER: Send address changes to 603 South Washington Ave., Lansing, MI 48933. The Michigan Retailer may be recycled with other white office paper.

Advertise

With every issue, we reach retail owners, managers and executives who make spending decisions for 15,000 stores and websites across the state.

To request a media kit, email Rachel Schrauben at rschrauben@retailers.com.

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THE POWER OF POP-UPS page 6 This is one of a dozen pop-up stores that Muskegon built to help novice retailers get a foothold and to lure shoppers to its downtown.

Photo: Downtown Muskegon Now/Muskegon Lakeshore Chamber of Commerce

Contents FEATURES

DEPARTMENTS

6 THE POWER OF POP-UPS

2 FROM THE CEO

10 AFTER THE FLOOD Retailers deal with insurance issues, loss of records and inventory.

3 FIVE TIPS Increase your sales to tourists.

16 FACEBOOK BEST PRACTICES See how three stores have fun on Facebook.

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AN EXTRAORDINARY COUPLE Jan and David Hayhow knew what Michiganders wanted in a store, so they opened Michigania. A tribute to the late couple.

19 GENEROSITY A list of donors to the MRA Foundation, which helps pay college tuition.

Retailers.com RetailersInsurance.com BuyNearbyMI.com

4 THE CATCH-ALL DRAWER Tips to make business easier.

5 IT’S THE LAW Your workers’ compensation policy.

13 LOTTERY NEWS 14 IN HER OWN WORDS WWII survivor Dina Robaire, of Robaire’s Bakery in Mount Pleasant.

18 GOVERNMENT AFFAIRS Making the sausage 20 WHAT DO YOU SAY? When customers ask for discounts.

Visit us online and quickly see what’s new today in the industry and what services are available to you as a member to strengthen your business.

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MUSINGS After 22 years, a new look Spring means new beginnings and that applies to The Retailer as well. By now, you’ve noticed the publication you hold in your hands looks very different from what you’ve seen in the past. The Retailer hasn’t had a redesign in 22 years, so it’s time to freshen up the look. And since we’re always looking for ways to save money, we also brought the printing in-house. I’d love to hear your feedback.

LOTTERY Aric Nesbitt, former Michigan Lottery Commissioner, gave me a behind-the-scenes tour of the lottery building recently. While the building is our neighbor, security concerns limit regular access. He presented some fascinating facts. The voters approved Michigan’s lottery in 1972, and the first ticket was a 50-cent green one. Legend has it that Governor Milliken, who opposed the lottery, purchased the first ticket when it became law. Of course, he didn’t win, but arguably Michigan, and Michigan schools, have benefited. In 2017, the lottery contributed $924.1 million to the School Aid Fund while retailers received $242.9 million in retail commissions. Forty-four states have lotteries (excluding Utah, Nevada, Alaska, Hawaii, Alabama and Mississippi). Side note: Nesbitt resigned March 22 to explore new opportunities.

POTHOLES While I’m used to potholes, I’ve never experienced anything quite like this. Freezing weather, coupled with sunny days and then more freezing temps has made the road situation untenable. New road funds approved by the legislature and Governor can’t flow quickly enough. Once the envy of the country, the Michigan highway system is gasping for help. We have a long way to go before we return to a normal condition. Expect the orange cones to be popping up and construction crews to be working overtime.

BOTTLE DEPOSIT Rep. Jon Hoadley, D-Kalamazoo, has introduced an illintentioned bill that proposes to expand the bottle bill to include deposits on water and juice bottles. It’s a crazy idea, 2

MICHIGAN RETAILER APRIL 2018

and one that we will fight with all our might. Michigan needs a comprehensive recycling program that includes curbside pick-up and sophisticated recycling centers, rather than a piece-meal approach that burdens both retailers and consumers. We are heavily weighing in on the issue.

MGA DIVISIONAL BOARD The first meeting of the MGA divisional board occurred on Feb. 27. Everyone seemed energized with our new organizational structure. As you recall, the Michigan Grocers became a division of MRA effective Jan. 1. For many years, the Grocers have had a fall convention and one of our early tasks is to reinvigorate the format. The new Food Retailer Summit will focus on enhancing relationships between grocers and suppliers.

FOUNDATION As part of the transition, the Michigan Grocers Foundation merged into the Michigan Retailers Foundation. The combined Foundation now has assets of about $1.7 million.

The 2018 application deadline has passed for our 19 educational awards, including the Paul W. Felice scholarships that came over with the Grocers Foundation. The scholarships are awarded to high school seniors and college freshmen, sophomores and juniors who are dependent children of MRA/MGA businesses or employees. An independent committee of educators chooses the winners, which will be announced in late spring.

JAMES P. HALLAN MRA President and Chief Executive Officer

New member benefit: Get discounted payroll processing The Michigan Retailers Association and ConnectPay are announcing a partnership that adds a valuable benefit available to MRA members.

Increase your sales to tourists

Shopping is a huge pastime for many tourists. How can you capture those tourist dollars this summer with a better “shopper-tainment” experience?

Name-drop merchandise

This is memory merchandise – items or souvenirs that remind shoppers of good times on their vacations. It could be an M22 hat or a “Made in Detroit” T-shirt.

Shoppers love customized products and they’ll return if they love your brand.

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Use signage strategically placed near popular items. Arrange for an easy-tonavigate store layout. Create strong displays that are engaging, informative and encourage interaction.

“Exceptional service is a core commitment to our association members and we see this alignment with ConnectPay as a natural choice in offering our members the best deals on the best programs,” said Bill Hallan, MRA Executive Vice President and COO. Members also have access to ConnectPay’s network of trusted advisors on time and attendance and HR solutions.

“We believe that with top-of-the-line technology, industry leading payroll tax management, and dedicated personal service, payroll can become an effortless and strengthening facet of your business,” says Bruce Buntin, Sales Director of ConnectPay. The first 50 members to process with ConnectPay will receive 50 percent off on the first year’s fees. For more information, go to retailers.com and find “Discount Programs” under Member Benefits.

Offer lower price points…

Since no two consumers are the same, it’s important to show inventory with a variety of price points. Offering items that are affordable and allow for quick, impulsive purchases is ideal.

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Strengthen in-store merchandising

ConnectPay, which processes payroll and payroll taxes for thousands of small businesses across the nation, is known for its compliant, user-friendly and responsive services. MRA members now can access ConnectPay’s payroll services at a discount.

…but don’t forget your high-end customer

Capture the tourist who’s attitude is: “I’m on vacation! I want to splurge!”

Display items that may take more consideration and have a higher markup and margin.

Cross-promote with another retailer

Cut a deal with the friendly shop around the corner. Trade coupons and encourage shoppers to also stop at that store. This will keep people moving along the street – and toward your respective stores.

Source: International Gift Expo of the Smokes (IGES)

We’ve got plans to cover all of yours.

Blue Cross Blue Shield of Michigan and Blue Care Network offers the complete insurance solution to protect the overall health and well-being of your employees.

For more information, contact the Michigan Retailers Association at 517-372-5656 GROUP HEALTH PLANS | SPECIALTY BENEFITS | BCBSM.COM/EMPLOYERS

MICHIGAN

DOWNLOAD OUR MOBILE APP

Blue Cross Blue Shield of Michigan and Blue Care Network are nonprofit corporations and independent licensees of the Blue Cross and Blue Shield Association.

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catch-all drawer The

NEW MEDICARE CARDS This is a reminder that new Medicare cards will start being mailed in April, and they no longer will show Social Security numbers, as a way to fight identity theft.

A new Medicare Beneficiary Identifier (MBI) will replace the SSN-based Health Insurance Claim Number (HICN) on the new cards.

CREDIT CARD PROTOCOL If you process via IP communication (Gateway, Software, Mobile or Terminal device) please verify your protocol has been updated to TLS 1.2 to avoid outages due to unsupported protocol.

If you are still processing with any of the following terminals, we strongly recommend you upgrade immediately to prevent failed transactions. Call customer service to discuss upgrade options.

Zon Jr Tranz 330/380 Omni 37xx Hypercom T42xx Nurit Equinox Verifone 510/570 THE OFFICE FRIDGE Too often, nobody takes responsibility for the office refrigerator, and after months of neglect it can smell funky.

Considering many employees are eating food out of that fridge, take note of these safety tips from Foodsafety.gov: • Refrigerators should be kept at 40° F or colder to best slow bacterial growth in foods. Avoid storing food in temperatures between 40° F and 140° F – this range is considered the “danger zone” where bacteria growth can double in just 20 minutes, according to Foodsafety.gov.

• Set freezers at a temperature of 0° F. Regularly check refrigerator and freezer temps with kitchen thermometers.

• If perishable food has been left in your office’s refrigerator for more than a week, throw it out.

• Be mindful of expiration dates. If a food item is past its use-by date or the food looks or smells questionable, throw it out.

• Make cleaning the refrigerator a shared responsibility at your office.

• Circulate these safety tips among your employees, who may be unaware of the importance of maintaining a clean fridge.

Tidbits to make business easier

RECYCLING CONFERENCE The Michigan Recycling Coalition is hosting the 36th Annual Conference in conjunction with the Department of Environmental Quality’s State of Recycling event at the Kalamazoo Radisson on May 15-17, 2018.

The three-day event will hold tours, trainings, and presentations that focus on recycling and composting best practices, innovations, and illuminating case studies.

Learn more about proposed changes to Michigan solid waste laws and what’s in store for Michigan’s sustainable materials management industry. This year is critical for advancement of recycling policy in Michigan. We expect to see significant bills introduced that would update Michigan solid waste laws and provide funding to support recycling efforts.

Looking to establish, improve, or expand your program or services? The statewide conference attracts 400-500 attendees from both the public and private sectors, and is looking for service providers and program managers that would benefit from a large Exhibition Hall on May 15-16 and numerous networking opportunities.

Wayne County Assistant Prosecutors Fadwa Hammoud and Dennis Doherty discuss how stolen goods are fenced at the Organized Retail Crime seminar in East Lansing on March 8.

Over 150 people attended.

PROTECT SUMMER WORKERS Those high school and college kids your company will be adding to the payroll for the summer are somebody’s children. Take steps to protect them just as you’d protect permanent employees.

Take the time to train them properly and to train your supervisors to look out for their well-being.

Child labor laws restrict the types of jobs, hours worked, and equipment used by youth. Many young workers are also temporary employees. Host employers must treat them as they treat existing workers, including providing required training. According to OSHA, temporary staffing agencies and host employers share control over the employees, and are jointly continued on page 5

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IT’S THE LAW

Workers’ comp policies

Here’s help digging through the fine print Let’s be honest, most of us don’t read our insurance policies. We scan the declarations page to verify the coverage limits, and we rely on our agent to help us select coverage that provides sufficient protection. If you find yourself reading through the policy, it’s probably because you’re considering filing a claim.

There’s no need to dig out your workers’ compensation policy - I’ll save you some time. Your policy should have two main parts.

WILLIAM J. HALLAN MRA Executive Vice President, COO and General Counsel Contact William at whallan@retailers.com

“You could find yourself on the wrong side of litigation from an injured employee or a spouse claiming loss of consortium.”

The first is to cover employers and provide benefits to employees that are injured on the job – 99 percent of claims under a workers’ compensation policy fall under this section.

The second part is a lesser-known type of coverage called employers’ liability. This portion of the policy is designed to provide coverage to the employer in the event the employer is sued for an intentional tort or from a claim brought by a third party.

You might be wondering what’s an intentional tort.

The classic example is when the employer directs the employee to run into a burning building to save something important. The employee is injured and sues the employer, since the employer had actual knowledge that an injury was certain to occur.

Workers’ compensation developed in the early 20th century as a compromise. Workers gave up their rights to sue employers for injuries on the job in exchange for statutory recovery, including certain wage loss benefits, medical treatment and rehabilitation.

catch-all drawer continued from page 4

responsible for temporary employees’ safety and health.

Make sure you’re aware of your responsibilities when it comes to protecting young workers.

• Understand and comply with relevant federal and state child labor laws on work hours and disallowed hazardous tasks.

• Make sure you train to recognize hazards and to deal with prevention of fires, accidents, and violent situations.

• Implement a mentor or buddy system. Have an experienced worker help the new hire learn the job.

• Make sure any equipment they operate is legal and safe.

• Tell young employees what to do if they get hurt on the job.

Learn more at osha.gov/youngworkers, where OSHA offers resources for young workers, employers and parents.

However, the statutory remedies are not absolute, and employees did not give up their right to sue the employer for intentional torts (e.g., the opportunity to prove that the employer intended the act and also intended the injury).

The aforementioned burning building example is extreme and proving an employer intended an injury is a tall order, but consider a workplace with a piece of machinery that is known by the employer to be faulty.

Perhaps the employer delays in getting it repaired or intentionally neglects maintenance all together. The lines begin to blur and an injured employee might claim that the employer knew that an injury was certain to occur.

As an employer, you could find yourself on the wrong side of litigation from an injured employee or from a third party such as a spouse claiming loss of consortium. But not all workers’ compensation policies are created the same. Most standard policies provide $500,000 of coverage for employers’ liability claims.

However, a workers’ compensation policy through Retailers Insurance Company includes $2 million worth of employers’ liability coverage.

So the next time you’re scanning the declarations page of workers’ compensation policy, check your employers’ liability coverage. If you’re looking at an RIC policy, you’ll be reassured to see our industryleading coverage. If you’re not, contact your local independent agent to get a quote today.

GOLF OUTING One of the benefits of bringing the Michigan Grocers Association into the MRA fold is their annual golfing outing!

This year’s event will be Thursday, June 21, at the Brookshire Inn and Golf Club in Williamston, about 20 minutes east of Lansing.

The event has an 8:30 shotgun start. Doughnuts and coffee will be served in the morning, with lunch at the turn and an awards dinner following golf.

At 6,300 yards, the 18-hole (par 70) layout is ideal for both the casual and skilled golfer. Scenery is characteristic of courses found in Northern Michigan. For more information, contact Nora Jones at njones@retailers.com.

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The power of

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MICHIGAN RETAILER APRIL 2018

pop-ups

Downtown Muskegon was slowly revitalizing, years after the failed Muskegon Mall was demolished. But a crucial commercial element was missing.

By RICK HAGLUND

“Retail wasn’t coming downtown as fast as we’d like,” City Clerk Ann Meisch said. “We had plenty of restaurants and breweries, but what we were lacking was retail space. We asked ourselves, what could we do before waiting for a developer to come in?”

Pop-up stores can be incubators, marketing tools or an inexpensive way to help determine what sells or flops.

The answer was pop-up shops, a dozen small buildings where budding retail entrepreneurs could establish temporary businesses that might grow into permanent locations downtown.

Last year the city built 12 “chalets,” ranging in size from 90 to 150 square feet on vacant land downtown and leased all of them to a range of businesses, including jewelry, clothing, gift and food shops.

Western Market, as the project is known, is open from May to December. Seasonal rents range from $1,325 to $2,125. Meisch, who manages the property, said that 11 of the initial 12 retailers are returning this year and five more chalets have been built and rented.

Pop-up shops are becoming increasingly popular, used as a marketing and sales strategy by entities ranging from giant retailers like Amazon and Target to start-ups.

A national survey in March by the National Retail Federation and research firm Forrester found that 24 percent of retailers have opened a pop-up. Annual sales from pop-ups have grown from virtually nothing 15 years ago to about $10 billion, according to PopUp Republic, a marketing support firm.

Rachel Lutz, who owns four brick-and-mortar retail stores in Detroit and is one of the most talked-about independent retailers in the city, got her start with a pop-up dress shop in 2011.

“Finding a lease was intimidating because I had no capital,” she said.

Hayley Marino works in her pop-up, Mie Radici, in the Cass Collective in Detroit.

Lutz started opening short-term pop-ups in the vacant space of brick-and-mortar retailers she knew in Detroit.

That eventually led to her opening the Peacock Room, a vintage-themed women’s clothing store in Midtown Detroit.

Photo: NICK HAGEN

Since then, she has opened three more shops in Detroit, including a second, “flagship” Peacock Room in the lobby of the iconic Fisher Building. continued on page 8 WWW.RETAILERS.COM APRIL 2018

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The power of pop-ups

continued from page 7

Top: Muskegon built chalets to lure pop-up retailers.

Right: Chalets are 90-150 square feet. Photos: Downtown Muskegon Now/Muskegon Lakeshore Chamber of Commerce.

Lutz said starting as a pop-up was a low-risk way for her to find what kind of merchandise would sell, fine-tune price points and learn customer demographics.

“It validated what I thought customers wanted,” she said. “It gave me real feedback on merchandise mix and prices. And you learn about your neighborhoods very intimately.”

TechTown, a Detroit business incubator and accelerator, offers several assistance programs for pop-ups as well as space for new pop-ups.

An eight-week “retail boot camp” prepares entrepreneurs to start pop-ups and move to brick-and-mortar stores by teaching them a variety of business basics, including permitting, merchandising, managing cash flow and marketing.

At the end of the program, five successful graduates are awarded a package of business services worth $5,000.

The package usually includes rent subsidies, a point-of-sale system, and design, marketing, financial and social media services.

Of the 75 entrepreneurs who have graduated from the program, half have opened permanent stores or started pop-ups, according to Sarah Donnelly, director of retail services at TechTown.

Face-to-face contact with customers in pop-ups also can lead to new opportunities for business owners, she said.

“You can meet people through pop-ups that might result in getting long-term contracts, or bulk and custom orders,” she said. “It’s about driving revenue in a different way.”

Donnelly said retailing has become an “omnichannel” business that increasingly requires retailers to sell through a variety of channels, including online, brick-and-mortar 8

MICHIGAN RETAILER APRIL 2018

and pop-up to succeed.

Kristi Tyler, owner of Tulips Little Pop Up Shop in Kalamazoo, agrees. A former corporate event sales manager, Tyler was looking for a new career when she signed a six-month lease for her pop-up women’s clothing shop in 2014.

It has since become a permanent location. Tyler also operates seasonal pop-ups at Walloon Lake, the Bay Harbor resort near Petoskey and several cities in Florida.

“It’s about building a brand no matter where you are,” she said.

Lutz also continues to operate pop-ups at events to promote and expand her brick-and-mortar shops. Among them are a pop-up selling princess-themed gifts for girls at recent showings of “Cinderella” at the Fisher Theater in Detroit.

“The pop-up allowed us to test the type of merchandise we want to carry in our stores for young girls and generate excitement for our businesses,” she said.

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pop-ups TechTown’s Cass Collective initiative 1. Sarah Donnelly, Director of Retail Services 2. The collective’s entrance off Detroit’s Cass Avenue 3. Ties handmade by entrepreneur Ne’Gyle Beaman 4. Ne’Gyle Beaman works in his pop-up Bleu Bowtique Photos: NICK HAGEN

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After

the flood

By JOHN SCHNEIDER Jeff Johnson was in Marquette on Feb. 21, watching his grandson compete in a ski race, when he got word that disaster was about to strike his business back home in Lansing.

Bake N’ Cakes was in the direct path of water rushing into low-lying areas from the swollen Red Cedar River. Rapidly melting snow combined with nearly 3 inches of rain in 24 hours pushed rivers throughout lower Michigan well beyond their banks, causing massive flooding.

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Retailers deal with insurance issues, loss of records and inventory

From Marquette, Johnson, co-owner of the full-line bakery on Lansing’s east side, anxiously monitored the catastrophe in real time on his cell phone connected to a Bake N’ Cakes surveillance camera trained on the street in front of the business “When I saw a dumpster go floating by, I knew we were in trouble,” Johnson said.

By the time Johnson got back to Lansing, 7 inches of floodwater had inundated Bake N’ Cakes, ruining thousands of dollars worth of baked goods and destroying supplies and equipment.

His immediate reaction?

“Despair,” Johnson said. “The damage was one thing, but having to close the business down (for nine days, as it turned out) and disappoint our customers was even worse. We had orders we couldn’t fill and we couldn’t even get access to our records so we could call people.”

On top of that, Bake N’ Cakes’ cash flow - the lifeblood of any retail business - had come to a sudden halt.

“Talk about a nightmare,” Johnson said.

DISASTER DECLARATION It was a nightmare shared in other counties affected by flooding.

Gov. Rick Snyder declared a state of disaster on March 12 for Allegan, Arenac, Barry, Berrien, Cass, Clare, Eaton, Ingham, Ionia, Kalamazoo, Kent, Mecosta, Newaygo, Ogemaw, Oscoda, Ottawa and St. Joseph, as well as the cities of Grand Rapids and Lansing. He’s also requested the U.S. Small Business Administration (SBA) conduct damage assessments in hopes of providing additional financial assistance in the form of low-interest loans to those and neighboring counties. In other similar situations, qualifying businesses needed to prove that they suffered at least 40 percent uninsured losses.

Owners of retail shops along Lansing’s hard-hit East Kalamazoo Street Corridor saw some of the worst of it. About 5 inches of water swamped Oades Big Ten Party Store. Under state Liquor Control Commission rules, all canned or bottled merchandise

touched by water had to be discarded. Jim Anderson, part owner of the business, said the store will stay in business, but that he’ll have to “dump a lot of money” into that effort.

For example, his flood insurance, Anderson said, comes with a $10,000 deductible on the building and a $10,000 deductible on the contents.

“We’ll survive this,” Anderson said, “but it will be very expensive.”

Green Dot Stables, a new restaurant south of Bake ‘N’ Cakes and Oades, also suffered serious flooding, with silt covering its new fixtures and furniture. As a way to help the 80 employees temporarily laid off due to the closure, the restaurant produced a pop-up dinner restaurant on a Saturday in a nearby community center. Hundreds of people turned out to support the cause, raising almost $5,000 to help the employees.

HAVE AN EMERGENCY PLAN There’s a lot that insurance doesn’t cover, so a cash cushion is vital to the survival of a business struck by catastrophe and should be part of a general strategy.

“The key to recovery after a disaster is to plan ahead,” said Lori Conarton communications director of the Insurance Institute of Michigan. Such a plan, Conarton said, “will help alleviate the losses and downtime after a business suffers a loss.” continued on page 12

Bake N’ Cakes and neighboring stores and restaurants closed due to Grand River flooding in Lansing in February 2018.

Photo: PATRICK KERWIN

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After the flood continued from page 11

It should include: - Establishing an emergency response team drawn from employees and other members of your organization.

- Becoming familiar with your local emergency management people and working with them on an emergency response plan.

- Making sure your data and files are secure and stored in a safe location.

- Working with your insurance agent to avoid unpleasant surprises regarding what’s covered and what isn’t.

Both Bake N’ Cakes and Oades Big Ten Party Store are back in business. Johnson said the immediate future of his bakery is made a little brighter by employees willing to rise to the occasion as well as a loyal customer base.

Asked what advice he might offer to other retailers, Oades proprietor Jim Anderson said they should prepare for the fact that, in the event of a disaster, insurance will make them less than whole.

Chuckling, he added one more piece of advice: “Build up out of the flood plain.”

Conarton said a business policy generally covers theft, fire, wind, falling objects and lightning, but advised business owners to read their policies carefully “to understand which specific perils are covered.”

Flooding, she added, is not covered by a typical business policy.

It’s available from the federal government’s National Flood Insurance Program and can be bought through local insurance agents.

Earthquake damage also requires separate policy.

The federal government requires businesses in “high-risk” areas on FEMA (Federal Emergency Management Agency) maps to buy flood insurance. Lenders can also require businesses to buy flood insurance as a condition of their loan.

Regarding deductibles, business owners can choose the plan that suits them. As with car or homeowners insurance, a higher deductible means a lower premium. A lender, Conarton added, may limit the size of a deductible.

Above: Bake N’ Cakes co-owner Jeff Johnson oversees flooding cleanup.

Photo: PATRICK KERWIN Left: Green Dot Stables, displaced by the flood, had a pop-up fundraiser/dinner, with proceeds going to laid-off staff.

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MICHIGAN RETAILER APRIL 2018

LOTTERY

Fast Cash games expand thanks to popularity When the Fast Cash suite of games launched in July 2017, the Michigan Lottery expected them to generate excitement for players and boost sales for retailers. The Fast Cash games proved to be immensely popular with players and their performance has far exceeded our expectations.

ARIC NESBITT Lottery Commissioner

“Since the games launched, sales have eclipsed budget projections totaling more than $66 million and players have won nearly $47 million.”

In fact, the launch of Fast Cash in Michigan was the most successful launch of the games among the many states that currently offer these types of games. Since the games launched, sales have eclipsed budget projections totaling more than $66 million and players have won nearly $47 million. To capitalize on the Fast Cash momentum, four new games are being launched in April: • Tic Tac Cash – Each $2 ticket offers players a chance to win prizes ranging from $2 up to $300 and 20 percent of the Fast Cash progressive jackpot.

• Diamond Wild Time Progressive – Each $5 ticket offers players a chance to win prizes ranging from $5 up to $3,000 and 50 percent of the Fast Cash progressive jackpot.

• 50X The Cash – Each $10 ticket offers players a chance to win prizes ranging from $10 up to $5,000 and 100 percent of the Fast Cash progressive jackpot.

• Smokin’ Hot Cash – Each $10 ticket offers players a chance to win prizes ranging from $10 up to $7,000 and 100 percent of the Fast Cash progressive jackpot.

Fast Cash games range in price from $1 per play up to $10 per play and print from terminals at Lottery retailers.

Fast Cash has also been a successful game for retailers. More than 99 percent of Fast Cash prizes may be claimed at Lottery retailers creating new opportunities for redemption commissions. Since Fast Cash launched, retailers have earned more than $4.9 million in sales and redemption commissions.

NEW INSTANT TICKETS These tickets go on sale April 3: IG 254 - Cloud 9 - $1 IG 218 - Big Bucks - $2 IG 234 - Royal Win - $10

INSTANT GAMES SET TO EXPIRE: April 2 IG 725 - $500 A Week For Life - $1 IG 726 - $1,000 A Week For Life - $2 IG 727 - $2,500 - A Week For Life - $5 IG 728 - $5,000 A Week For Life - $10 IG 750 - Triple Stars - $3 IG 758 - $100 Grand Cashword - $3 IG 767 - Wheel of Fortune - $2 May 7 IG 731 - World Class Millions - $30 NEW PULL TABS TICKETS These tickets go on sale April 3: MI 507 - Brews on First - $1 MI 520 - Jumpin’ Jack Cash - $2 PULL TABS GAMES SET TO EXPIRE April 17 IT 866 - Mega Money - $5 MI 552 - $1,000,000 Casino - $5 May 14 MI 573 - Hit $500 - $1 MI 574 - Nice Pair - $.50

TICKET ACTIVATION Retailers are reminded to activate all game tickets before putting them on sale to ensure winning tickets may be redeemed by players.

Aric Nesbitt wrote this column before his resignation as Lottery Commissioner in March to explore other opportunities. About 97 cents of every dollar spent on Lottery tickets is returned to the state in the form of contributions to the state School Aid Fund, prizes to players and commissions to vendors and retailers.

In the 2017 fiscal year, the Lottery’s contribution to Michigan’s public schools was a record $924.1 million. For additional information, follow the Michigan Lottery on Facebook, Instagram, Twitter and online. at michiganlottery.com.

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In her own words

Robaire’s Bakery

Opened: 1961 Location: 1903 S. Mission St., Mount Pleasant Specialties: Robaire’s has become a destination bakery in Mount Pleasant, gaining fame for special-occasion cakes, beautifully decorated sugar cookies, fancy petit fours, French croissants, cinnamon raisin rolls with butter frosting, cream cheese danishes and tasty doughnuts.

And let’s not forget our homemade buttery dinner rolls and sandwich buns.

MRA member since: 2000 MRA services: Bankcard Owner: Dina Desormes

By RACHEL SCHRAUBEN INTRODUCTION If you go to Robaire’s Bakery website, you won’t see owner Dina Desormes’ name. But make no mistake, the French native has been the force behind the popular stop in Mount Pleasant since 1961.

Owner Dina Desormes was a child when the Nazis occupied her hometown during WWII. Her father took a huge risk when he agreed to hide two American pilots shot down over her family’s farm. That sense of doing right is what drives her to continue working and running the bakery at age 79.

After the war, she married Robaire Desormes, and the couple emigrated to America and forged a gratifying life here through their bakery. Her husband died in 1993.

Desormes’ background provides a rich story behind Robaire’s Bakery, not to mention a French flair found in the pastries.

Desormes talks about her background and her 55+ years of experience in retailing.

Above, Dina Desormes brings her European flair for pastries to the bakery named after her husband. Left, she shows one of her spectacular cupcake designs.

Photos: STEVE JESSMORE

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MICHIGAN RETAILER APRIL 2018

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1. Candy detail 2. An employee restocks sweet baked goods 3. Robaires Bakery exterior 4. Dina chats with a loyal customer 5. Bakery interior IN HER OWN WORDS It must’ve been tough for my parents to make the decision to hide the pilots. I always think about what must’ve been going through their minds and thinking about the family. It made me a stronger person. Growing up and dealing with the war, it taught me to be resilient, to keep going and not give in.

The giant supermarket in town needed a bakery and Robaire happened to have restaurant and bakery experience. Then one of our friends owned a bakery and after their baker quit, and because Robaire had experience, he took over.

(In a college town) we notice less business in the later summer months mostly because the students are gone.

We do many doughnuts for special events when school begins, such as CMU’s Safari, a special program the school puts on to welcome new students into town.

Students do stop by the store, but we get more orders from the kitchens and doughnuts for football games over foot traffic.

The biggest challenge is always having something unique and special to attract new customers. And having big corporate businesses come into town. It keeps it interesting being able to compete locally with big companies and still keep our head above water.

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We’re busiest between October and New Year’s with loads of rolls, doughnuts and cakes for all kinds of occasions. May to June we are busiest with cakes for graduation and weddings. My favorite is making homemade fancy desserts. From special cakes to our beautiful sugar cookies spanning even further to crème brûlée, petit fours, unique cake bites and many more.

Buying locally is very important to us. We locally source our vegetables for our soups and fruit for our pies, even the greenery and flowers for outside of the front window in the warmer months. Buying Nearby helps us support our community by putting money back into it.

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You can vote for Robaire’s Bakery in the Sweetest Bakery in America contest at https://sweetestbakeryinamerica.com/bakery/ robaires-bakery/#content.

Voting is open until July 31.

Does your business have a unique story?

Contact rschrauben@retailers.com.

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Facebook best practices See how these stores create fun posts Sometimes the simplest social media posts work the best.

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A post went viral for a hardware store in January, and the store took advantage of its newfound popularity by posting more fun material and engaging followers in a conversational way.

Triangle True Value Hardware in Greenwood, S.C., has had a Facebook page for about five years as a way to keep in touch with customers, according to Hardware Retailing.

The page leads readers to recipes and tips on such things as getting your lawn ready for summer – a great way to expand its Facebook audience.

Go to Facebook and search for Ace Barnes Hardware.

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Lifestyles of Saratoga is a store recently given a shoutout by national retail guru Bob Phibbs for its Facebook presence. The page consistently presents beautiful photographs of its clothing, and is peppered with Facebook live videos.

It all started on Jan. 11 with a simple video of Manager Will Thompson stirring a can of Rustoleum glitter paint. People found it mesmerizing – by the end of January, it had 1.8 million views and 18,519 shares. Followers went from about 800 to more than 35,000.

Even better, sales of the paint shot up.

On their page, you’ll see posts showing their products and demonstrating their rental equipment in simple but effective video. Other posts include employee fun during a rare South Carolina snow and video of bats that a regular customer found at a church.

To see their page for ideas, go to Facebook and search for Triangle True Value Hardware.

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for having a cool Facebook presence.

Another example of a hardware store that has fun on Facebook is Ace Barnes Hardware, which has been in Ann Arbor more than 60 years. They were recognized

“When you walk in you don’t know you’re in a core hardware store. It’s very heavy in housewares and gifts – and it just immediately draws you in to see what else is here,” says Tod Finch, who works at the business that is still owned by the Barnes family, including the third generation.

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MICHIGAN RETAILER APRIL 2018

The video above has 1,800 views; others have been upwards of 2,300. Especially popular is the Meet the Maker Series, in which the owner interviews designers of jewelry and other items the store showcases.

The store’s social media guru is diligent about responding to customers’ questions and comments, upping that all-important engagement factor. Posting almost daily - and usually four times a week - has paid off in more followers: The page has 3,400 and is growing.

Adopt these techniques and see if you can expand your Facebook likes.

Have you had success with Facebook? Tell us about it!

Email mholland@retailers.com with your tips, and we may use them in the next issue.

Tribute to the Hayhows

Pioneering retailers made their mark on Michigan

By MEEGAN HOLLAND

They shared three loves: Michigan, Lansing and doing work that matters.

David and Jan Hayhow were one of the first to figure out that Michiganders love items produced in their own state.

So they opened a store in Lansing called Michigania. Photo courtesy of Betsy Hemming.

If anyone epitomized the Buy Nearby philosophy of the Michigan Retailers Association, it was former MRA board chairwoman Jan Hayhow and her husband, David Hayhow.

The two loved Michigan. David briefly published Great Lakes Life magazine. Jan led the Say Yes to Michigan campaign for the Department of Commerce under Gov. Jim Blanchard. Together, they came up with the concept for Michigania, a gift store selling Michigan-produced or Michigan-themed items. The popular store with its green and white awning was in downtown Lansing from 1988 to 2000; they also had locations in Birmingham and Detroit Metro Airport.

“Anything with a Petoskey stone was a highlight and the store always had lovely sets of pottery- bowls, mugs, etc. – by Michigan artists,” said daughter Betsy Hemming.

David died at age 86 in January, less than two years after Jan. The two were pioneers in the retailing field, contributing hundreds of thousands of dollars to producers of Michigan products and crafts. They worked tirelessly to revitalize Lansing’s downtown.

While Jan mentored many women along the way, David was prescient in knowing what a vibrant commercial district needs.

In a Greater Lansing Business Monthly story profiling David 1988, he noted that a downtown cannot thrive on business alone.

It must have housing and specialty retail: “We really need to support neighborhood development and more good, quality housing downtown. Surely more people would choose to live downtown if more private

homes, apartments and condominiums were available here.”

How did the couple manage the business of marriage and the business of retail?

“Dad was engaged, but not day to day in the store,” Hemming said. “They worked on strategy together, but my mom ran the store, so they made it work. They did travel the state together seeking out products for the store.” Hemming, who inherited her parents’ entrepreneurial spirit, runs c-link, an executive coaching and leadership development firm in Birmingham, Mich., after working for years in communications and organizational development at General Motors. Her brother Bill also owns a business in website design.

The Hayhows had not only busy professional lives but also busy volunteer lives.

Jan was Downtown Business Association president and helped spearhead the Lansing Principal Shopping District. She was on the board of the Convention and Visitors Bureau and an adjunct member of Lansing’s Economic Development Corp., in addition to her stint as chair of the MRA board.

David, meanwhile, was on the boards of Olivet College, the MSU Foundation, University Corporate Research Park, Boarshead Theater and the Michigan Journalism Hall of Fame (he was a former journalist).

This was all while running the company he co-founded, Publicom, Inc. “If I had to pick three loves that they shared, it was Michigan, it was Lansing and it was this spirit of doing work that matters and making a difference,” Hemming said, noting that her dad always had a sign on the wall of his office quoting Edmund Burke: “All that is necessary for the forces of evil to win in the world is for enough good men to do nothing.”

Unique items. A clever retail concept.

And owners who love people and supporting their community. That’s the formula for retail success, and the Hayhows knew how to make it happen.

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GOVERNMENT AFFAIRS

How does a bill come to be?

It’s complicated This has been a relatively quiet legislative session so far. Since the beginning of the year, we’ve spent more time carefully drafting legislation and thinking through possible changes than working on existing bills.

AMY DRUMM MRA Vice President, Government Affairs Contact Amy at adrumm@retailers.com

That’s due in large part to a favorable makeup of legislators currently holding office who understand retail and aren’t pursuing legislation that would create headaches for our members. It’s also a direct result of several very productive years accomplishing a lot of our goals, like item pricing modernization, adoption of an Organized Retail Crime statute, passage of Main Street Fairness, and limiting local regulations that cause business headaches.

How do we develop new legislation? Let me describe the process - and the important role MRA members play.

STEP 1: IDENTIFYING CHALLENGES The process to change or make a new law really starts

with you. It all begins by identifying a challenge or regulatory hurdle that needs to be addressed or an opportunity that cannot be realized until a law is changed.

Share what is happening in your business with us and any items that don’t make sense or prevent you from moving forward efficiently.

I can’t stress enough that we WANT to hear those things! If I could come and spend a day working in each and every one of your stores and businesses I would. That kind of hands-on experience and information helps me better understand how current laws and regulations really work (or don’t work) in the real world. It gives us direction and the background to answer more of the possible questions legislators may pose.

STEP 2: DRAFTING DECISIONS Once we know what we need to fix, we have to figure out the best way to do it. This is where the details

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MICHIGAN RETAILER APRIL 2018

really matter. We take our time carefully identifying which section of statute to open, which subsection to work within, or whether to create a new act. Working within an existing statute can be limiting but is necessary when making changes to existing laws.

Then there are the definitions to consider. Michigan law contains a vast array of terms, some defined, some not defined, some defined differently depending on the section of statute you’re working within.

You might be surprised how much a single word can influence a law.

Words like “and” vs. “or” and “shall” vs. “may” make a huge difference in how regulators and the courts interpret meaning.

That said, we’re not entirely on our own. Other states have often tackled some of the items and changes we’re seeking. It’s important to review other state laws and legislation to see which pieces we can use here in Michigan. Legislators and multi-state businesses also appreciate when we consider other states’ actions and include the best possible pieces.

STEP 3: BUILDING SUPPORT Once the language to make the change we need is drafted, it’s time to build support for the change. We need to identify a favorable bill sponsor or sponsors and bring those legislators up to speed on the changes we’re seeking. It’s important to find someone who will champion this change through the legislature. Given the sheer number of steps in the legislative process, it’s critical to find someone who will help you push the rock up the hill. The

Celebrating 50 years of scholarships Michigan Retailers Foundation, established in 1968, annually provides college scholarships to benefit retailers and their employees. The foundation recently merged with the Michigan Grocers Foundation, adding four more scholarships, named after Paul M. Felice, to the mix.

The Foundation’s assets are $1.7 million. MRA members can establish a living legacy through contributions to the program. Contributors who donate at least $30,000 over their lifetime can have a permanent scholarship established in their name or in honor of a parent, company or other designee.

To contribute or learn more, please contact Rachel Schrauben at rschrauben@retailers.com or 800.366.3699 ext. 346.

Thanks to the following members who contributed in 2017.

more people enthusiastically pushing, the easier and faster you’ll reach the top.

We also need to think through which legislative committee and chamber will be most favorable to start the bill in. While we can’t always get a bill directed where we hope it will go, it’s important to think through where there is more support or which committee may have room on its agenda. Political realities in an election year require us to make additional considerations: implications of legislators running against each other in primaries, political party dynamics and timing. Maybe legislators will want to take this up after an election if a vote could end up on a political mailer.

We also need to gauge support from other impacted industries. Before introducing a bill, we want to know who are our supporters, who will be neutral, and who will oppose our suggested changes. Once we know who falls into each of those categories, we can see if it’s possible to make changes to our draft legislation to move groups from opposition to support.

STEP 4: INTRODUCTION After identifying the problem, drafting the language to make the change, and building support, we’re ready to introduce a bill. The legislative process has lots of checks and balances in place in an attempt to ensure only good policy is made. So the bill’s introduction is when the real fun starts.

Ace Hardware Chesaning Sales Anthony G Michael Inc. APCO Inc. Chad Ayers Baldwin Lumber Co. Baron’s Becky Thatcher Designs Ben Franklin Mooney’s Store Benchley’s Amish Furniture Bo Brines Capitol Communication Systems Comar & Comar PC Dapple-Gray Bed & Breakfast Brian Ducharme Farmington Shoe Repair Andrew Gemmen Golden Shoes Inc. Bill Golden James Hallan William Hallan Ken Hayward Honor Hardware & Building Supply Jerry Clore DMD John Kudla Jeff Joyce Kean’s Store Co. LLC Kellogg Hardware Inc. Becky Beauchine Kulka Linn & Owen Jewelers

Little Forks Outfitters Little Forks Outfitters Inc. M Mazzoni Jewelers LLC Maloney Carpet Co. Dan Marshall Emily Matthews Orin Mazzoni Joe McCurry Larry Meyer Michigan Window & Door Co. Miera’s Family Shoes Larry Mullins Northwood Building Products LLC Orin Jewelers Inc. Packaging Corp of America Rod Phillips Pilgrim Investment Co. Retailers Insurance Company Rosenberg True Value Hardware Jean Sarasin Schwark Family Peter Sobelton Splash of Color Tattoo Barb Stein Joe Swanson Tilton & Sons Shoes Turf Care Mole Man Tom Ungrodt Jim Walsh

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WHAT DO YOU SAY?

When shoppers ask you to discount merchandise One of the favorite parts of my job is talking to retailers. I hear plenty of bizarre stories, interesting observations – and yes, a little outrage at times from those who have been through the retail wars and back.

I want to use this space to let you vent, and maybe we’ll all learn from each other’s ideas on how to handle the more annoying circumstances that retailers face.

MEEGAN HOLLAND MRA Vice President, Communications and Marketing.

Contact Meegan at mholland@retailers.com.

“I want to use this space to let you vent, and maybe we’ll all learn from each other’s ideas on how to handle the more annoying circumstances that retailers face.”

Let’s face it – working retail is not easy. Customers can get on your last nerve. Employees can be irresponsible with your beloved store. Suppliers may not come through for you.

How do you deal with it? I’d love to hear your observations on the examples and questions I’ll be throwing out in this space. Email me at mholland@retailers.com with your thoughts, and feel free to let me know if you disagree or have a better way to handle situations.

What Barb Stein, of Great Northern Trading Company, says: If the request is reasonable, I match it and follow up with: ‘Isn’t this great? You’re walking out with it today.

You don’t have to wait for it.’

If I can’t match it, I’m honest with the customer: ‘I would love to do that for you, but I just can’t.’

Here goes with the first example:

I want your feedback! Email me at mholland@retailers. com, and your suggestions may be in the next Retailer!

Please include your name, store and city.

Customer, after “showrooming” – i.e., price-comparing on her smartphone: “Can you take 20 percent off this item?”

Help me answer these questions:

Your possible responses:

What do you say when the situation above comes up?

What you want to say: My price is what it is. You want to pay it, I’m there.

What do you do when someone comes in asking you to donate an item to their charity?

New Members 57th District Court, Allegan Everitt Properties dba Cross Road Bar & Grill, Alma Aleck’s Transportation Inc., Almont Nancy Mahler dba Best Western of Alpena, Alpena Battle Ax Transport, Auburn Hills Hofferbert Sales Inc., Bannister Beacon Book Box LLC, Bath Allen Trench Safety Corp, Battle Creek United States Lumber Co., Battle Creek Don R Sheets PLC, Bay City G & B Transportation LLC, Bay City Medical Practice Partners LLC, Bay City Rowley Brothers Inc., Bay City True North Chiropractic PLLC, Bay City Hanchett Manufacturing Inc., Big Rapids 20

What you could say: When I opened my shop, I decided I was going to be a quality retailer and I wanted to be known for my store’s quality service and products. I hope you can support that.

Or...

We want to offer quality customer service and that means our price may not be quite as competitive as others. But I hope you find that the experience we offer when you walk in our shop is worth the slight markup.

MICHIGAN RETAILER APRIL 2018

Stachler ENT, Bloomfield Hills Knutson Recreational Sales Inc., Brooklyn Duraguard Commercial Roofing, Burton Virtual Systems, Byron Center Double J Building Plus LLC, Cadillac Jeffrey Anderson Jr./Affordable Auto Repair, Cadillac Motor City Rentals LLC, Canton List Psychological Services PLC, Caro Rule 56 LLC/Duncan City Pizza, Cheboygan Jimmy Hovey dba Jimmy Hovey Designs, Clare VanVille Construction Inc., Climax Foundation Golf Center LLC, Coldwater Systems Unlimited Inc., Coldwater Carpenter Excavating, Copemish Newell Agency Inc., Decatur continued on page 21

New members continued from page 20

Shatila Service Center Inc., Detroit Two Brothers & A Friend Inc. dba 3B Party Store, Detroit True’s Service Inc., Dowagiac Drouillard Hardware, Dundee Lewis Equipment, Eastpointe Slim’s Alignment Service Inc., Eastpointe Discount Tool & Equipment, Edmore VH Automotive Group LLC, Edmore DTS Contracting LLC, Farmington Hills Auto City Service Inc., Fenton Oceanside Ceremonies LLS, Florida Secord Marine Center Inc., Gladwin Automation Techniques Inc., Grand Rapids The Brown Law Firm PLLC, Grand Rapids GMR of Grand Rapids C/O Hormel Food Corp, Grand Rapids Nerd Craft LLC dba Craft Beer Cellar of GR, Grand Rapids Northwest Auto Service LLC, Grand Rapids Lee & Birch, Grand Rapids Robo-Tool Inc., Grand Rapids Surplus Industrial Supply.com, Grand Rapids West Michigan Home Care Services Inc., Grand Rapids Dogwood Bakery & Pet Resort dba Bark & Hounds, Grandville Kaptein, Dykstra & Co. PC, Grandville Celebration Bible Church, Grandville K & W Tool & Machine Inc., Greenville 18th Street Deli Gettin Fresh Express & Nuvue, Hamtramck Saginaw Auto Polishing Inc., Hemlock Happy Pants LLC dba Hillsdale Brewing Co., Hillsdale Dykstra Funeral Home, Holland Ferris Bussher & Zwiers PC, Holland Holland Charter Township, Holland Holst Enterprises Inc., Holland Life Expressions Decor LLC, Holland Van Den Berge Pest Control Inc., Holland Watertrail Ventures LLC, Holland Tri State Surplus LLC, Hudson J & N Greenhouses Inc., Hudsonville Dood’s Jewelry, Ionia Art Moehn Chevrolet, Jackson St Petersburg Enterprises LLC, Jackson Reliable Roofing & Exteriors, Jenison All-N-One Delivery Inc., Kalamazoo Canney’s Water Conditioning Inc., Kalamazoo Destination Unknown Trucking Inc., Kalkaska Department of Michigan-VFW, Lansing Kustom Truck & Trailer Inc., Lenox Boost Controlled Performance Inc., Livonia Institute for Ears Nose & Throat Surgery, Macomb Macomb Smoked Meats LLC, Macomb Jim Ashmore Inc., Madison Heights The Ramsdell Inn & TJ’s Pub, Manistee Brentwood Motel Marquette LLC, Marquette Home Builders Association of the UP, Marquette DDJB LLC, Mendon Merrill Fields Assisted Living LLC, Merrill CoHoon’s Elevator Inc., Midland Irish Bar 39 LLC, Monroe Discount Towing LLC, Mount Pleasant Downtown Pinnacle Properties LLC, Muskegon West Michigan Transport II LLC, Muskegon

Negaunee Elks Lodge 1116, Negaunee Roy L Trucking LLC, New Baltimore RR Martus Trucking Inc., North Branch Sadia Enterprises Inc., Oak Park The Best Cleaning Company LLC, Oak Park BMI Road Services Inc., Oak Park Swap Specialties and Performance Inc., Ovid Knights Tent and Party Rental, Oxford O’Donnell Sullivan/Taylor Rental, Petoskey Jimenez Tire Repair & Motor Mart Inc., Pontiac J & J Turf Specialists Inc., Port Huron Keeley Enterprises Inc. dba Chet’s Rent All, Rochester Hills W B Produce Haulers, Rockford PRIT Inc. dba 7-11 Store #25676F, Roseville First State Home Health Care, Saginaw Three Sixty Safety LLC, Saint Clair Shores WIN Holdings LLC/Quick ‘N Clean, Sault Sainte Marie Memory Mission LLC dba Stone Lodge Memory Care, Shepherd Sheridan Village Market Inc., Sheridan Pace Southeast Michigan, Southfield Traverse Bay Radiation Oncologists PC, Traverse City Peppercorn of Traverse City LLC, Traverse City Cottage Cafe Inc., Traverse City Gauthier’s Archery Inc., Traverse City Modern Vending Services Company, Troy Iron Laboratories LLC, Walled Lake All In One Vending LLC dba American Vending, Warren Metro Maids LLC, Warren Tank Truck Service & Sales Inc., Warren

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603 South Washington Avenue Lansing, MI 48933 Phone: 517.372.5656 Toll-free: 800.366.3699

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