UTAH’S BUSINESS JOURNAL www.slenterprise.com
May 7-13, 2012
Package delivery firm to triple size of Salt Lake footprint
Hectic months come to and end for AlphaGraphics See page 3.
Wolf Creek Resort to be auctioned on June 1. See page 4.
Sustainable development taking shape in Sugar House See page 5.
• Industry Briefs • Begin on page 7.
• Calendar • See page 8.
OnTrac will be moving from 36,000 to 107,000 square feet on Salt Lake City's west side this summer. By Barbara Rattle The Enterprise OnTrac, a Phoenix-based regional overnight package delivery firm, is poised to significantly expand its Salt Lake City footprint. Currently located in a pair of buildings totaling about 36,000 square feet, the company is planning a June or July move to 107,000 square feet of newly leased space at 1730 S. 5400 W. The company, which
established a Utah presence in 2008, has seen its business rapidly increase here with the relatively recent addition of its overnight services to Utah. Previously, the company offered only its messenger services in the Beehive State, according to Laura Peterson, OnTrac’s vice president of marketing. “We’re hoping to get the automation in the [new] facility
see ONTRAC page 2
Inside sales productivity company plans to hire 400 in three years By Barbara Rattle The Enterprise Provo-based InsideSales.com Inc., a provider of cloud-based sales automation software for inside sales professionals, is hiring 50 to 60 new employees over the next six months, including developers, sales professionals, customer consultants and support staff, and plans to have upwards of an additional 400 people on the payroll within three years. “The continued economic downturn has forced companies to find new ways to reach and expand their customer base,” said David Elkington, chairman and CEO of InsideSales.com. “The
Volume 41, Number 41
reason we are succeeding is that the InsideSales platform enables our clients to rival or exceed sales effectiveness achieved by the traditional, more costly outside sales models, doing far more with less using the inside sales model. In short, we accelerate the performance of the inside sales team.” Founded in 2004, InsideSales. com’s business began to skyrocket about a year ago. Over the past three months the company has closed roughly 40 new customers per month. Its enterprise clients include ADP, BMC Software, Cisco, Dell, Gannett, Marketo and see SALES page 6
Utah was only U.S. state to see exports rise during the past five years By Brice Wallace The Enterprise With products ranging from gold to goat cheese, Utah continues to bolster its position as an export state. Lew Cramer, president and CEO of World Trade Center Utah, said last week that it is “phenomenal” that a state with a population of less than three million and without a seaport can claim to be the only state in the country that has seen export levels double during the past five years. Even during the height of the recession, in 2009, Utah was the only state to experience a year-over-year increase in exports, and in 2011 Utah exports nearly reached $19
billion. “And the reason that’s important is, exports create jobs — higher-paying, longer-lasting, higher-skilled jobs,” Cramer said at the weekly luncheon of the Rotary Club of Salt Lake City. “Anybody can import. If you can speak English and write a check or do a credit card in English and dollars, people will sell you something. But to create a product or service that somebody overseas wants to buy, in a language other than English and in a currency other than dollars, takes some real skill. And the fact that Utah is leading the nation in export see EXPORTS page 4
$9 million soccer facility finally under way in Draper
An artist's elevation depicts the Soccer City building, which should be ready for players in September. By Brice Wallace The Enterprise An indoor soccer project that’s been kicked around for a few years is becoming reality, with developers hoping to score in a community steeped with strong interest in the sport. Construction on the $9 million Soccer City, 757 W. 11400 S., Draper, began in mid-March and the four-field facility is set to open Sept. 1. “We’re just getting ready to start concrete work on the building,” Soccer City owner Rick Olsen said. “We’re done with excavation. The walls will be standing in about two months, then we’ll put the steel inside. From here on out, it will move rather quickly.” Olsen Associates &
Construction, the contractor/ owner, announced the project in late 2009, but a variety of obstacles delayed construction. “It was several things,” Olsen said. “It took longer than we thought to get some of the zoning and some of the approvals we needed to get. We actually tried to move the location of the building down to a different area on the same site, which was not successful. And we were working with UDOT [Utah Department of Transportation] and having to get a permit for an access road off of 114th South. Every government entity you have to work with, we had to work with and they don’t exactly move at a rapid pace.” When Soccer City’s doors
Celebrating the Winners of Utah’s SBA Awards pages 9-20 May 20-26 is Small Business Week
see SOCCER page 2
SOCCER from page 1
open, visitors will find two large fields and two fields for Futsal, which is a five-per-side version of the game. “We’ve got four fields all under one roof. We’ve done something that’s never really been done in Utah and it’s not been done a whole lot even outside of the state, that we’re aware of. People tend to focus on one or the other [types of fields] and don’t have the whole package. We’re going to be able to offer both. There’s only one other
May 7-13, 2012
The Enterprise one in Utah that houses more than one field and it’s only got two. We really kind of broke the mold when we sat down and decided to do something really first-class.” The 78,000 square foot building sits on 6.4 acres that previously was a home and farm. In addition to the fields, Soccer City will feature a lounge, room for a pro shop, a concession area and a 1,300 square foot multipurpose room that can be used for birthday parties, classes and other events. Soccer City will have only a few employees, although game referees are subcontractors. Olsen expects Soccer City to
be a hit for players from age six on up. He believes several thousand people will come in. Some will be casual players, but he knows some diehards who play on four different teams and thus play four nights a week. “For the most part, it’s been hard to make one of these things pencil out at the end, mainly for the price of land. But we’ve owned this land for seven years now and we’re also a builder, so we were able to build it for more of a wholesale price than a retail having someone else come in and build it. It’s kind of one of those things where all the pieces of the
puzzle had to fall into place, and they did for us,” Olsen said. “The need is tremendous. Soccer is big. I don’t know if it will ever be as big as it is overseas or in South or Central America and such, but there’s definitely a huge market out there and it’s just getting bigger. Real Salt Lake helped spur that but it was already here and coming.” Ultimately, Soccer City could expand to other cities. But until then, Olsen expects Draper to embrace its facility. “This is a community asset. It fits more in a community setting. It’s there for the community. It will be a place where people will want to come and hang out. At some existing facilities, you kind of show up five minutes before your game, you play and then you hurry to get back out of there. There’s not a lot of roaming room or social aspect to it.” ASWN is the project architect. Site and floor plans can be viewed at www.soccercityutah. com.
Hotel and lodging group names Garn executive director
The Utah Hotel & Lodging Association has tapped Jordan Garn as its new executive director. A graduate of the Brigham Young University law school, Garn spent the first three years of his career practicing law with a large Salt Lake City firm where he specialized in government relations and litigation. Thereafter he founded JG Consulting, a lobbying and political consulting firm. In that capacity Garn represents diverse industries before the Utah legislature. Garn’s predecessor was Michael Johnson, who, after overseeing tremendous growth with the UH&LA, has taken a position as CEO of Satori Inc, a Salt Lake contractor that specializes in hotel renovations and improvements.
THE ENTERPRISE [USPS 891-300] Published weekly by Enterprise Newspaper Group Inc. 825 N. 300 W., Suite C309, Salt Lake City, UT 84103 Telephone: (801) 533-0556 Fax: (801) 533-0684 Website: www.slenterprise.com. For advertising inquiries, e-mail firstname.lastname@example.org. To contact the newsroom, e-mail email@example.com. Subscriptions are $55 per year for online only, $65 per year for print only and $75 per year for both the print and online versions, or $1.50 per copy. Opinions expressed by columnists are not necessarily the opinion or policy of The Enterprise Copyright 2012 Enterprise Newspaper Group Inc. All rights reserved Periodicals postage paid at Salt Lake City, UT 84199. POSTMASTER: Send address corrections to P.O. Box 11778, Downtown Station Salt Lake City, UT 84147
ONTRAC from page 1
done prior to us moving in,” she said. “There are some improvements that are starting now but not the automation; we’ve just drawn up the plans and need a certain amount of room for drivers to drive in and load up their vehicles after everything has been sorted into their routes.” OnTrac currently has nearly 90 vehicles in its Utah fleet, and the new facility has the capacity for 30 more, she said. “The extra space allows us to make sure we’ve got the ability to sort all our packages and make sure all our vehicles, as they’re loading up, are inside and out of any potential inclement weather,” Peterson said. “It gives us room to stay on schedule.” With increased automation, no new employees will immediately be added to the Utah staff. Founded in 1991, OnTrac initially helped law firms, title companies, engineers and architects with a pricing structure the company says is up to 40 percent less than national carriers in part because all its transportation is on the ground. While those types of firms remain some of the company’s most loyal customers, OnTrac has since expanded across the entire spectrum of industries in California and in the major metropolitan areas of Arizona, Nevada, Oregon, Washington, Utah and Colorado. “Ground service is more cost-effective,” Peterson said. OnTrac has more than $200 million in annual revenues. Each year since 2002, the firm has been rated one of the Top 25 FastestGrowing Companies in Arizona by the Arizona Business Journal. The firm has more than 1,200 drop boxes throughout its service area and also offers online account setup and shipping and tracking services. The firm leased its new location with the assistance of Rad Dye, Tom Dischmann and Jeff Richards of CBRE.
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May 7-13, 2012
Hectic months come to an end for AlphaGraphics By Brice Wallace The Enterprise It’s been a hectic few months for AlphaGraphics Inc. The Salt Lake City-based company has sold its former headquarters building, been acquired by an investment group after its parent company was liquidated, moved a half-block to new headquarters and instituted a network growth program. “It is a new day for us,” said Art Coley, AlphaGraphics’ president. “There were so many question marks and clouds of uncertainty that are gone today. We’re here. We’ve signed a long-term lease. We know our home will continue to be right here in Salt Lake City and Utah. We’ve got well-capitalized ownership and strong backing. We’ve now got focus and clarity to be able to help our franchisee partners to increase their sales and profits. Those are all good things for us. We’re close to double digits in sales increases throughout our network. Many of our franchisees are having record profits.” Many of those question marks and clouds stemmed from being a wholly owned subsidiary of Pindar, a United Kingdom-based company that filed for bankruptcy last July. Although AlphaGraphics was profitable, it was among the assets ultimately sold at auction.
AlphaGraphics plans, produces and manages visual communications for businesses at nearly 300 owner-operated, locally based business centers worldwide to enable customers to increase their reach. “The [headquarters] building was an asset that had to be sold,” Coley said. “People interested in acquiring AlphaGraphics weren’t interested in the building.” AlphaGraphics had owned the 68,000 square foot historic Brooks Arcade Building at 268 S. State St. and was its anchor tenant since it moved its headquarters to Salt Lake City from Tucson in 2000. In November, it sold the building to Salt Lake City-based Celtic Bank and believed at the time it would move from the third floor to smaller space on the second floor. “We had an option to either lease space on the second floor or not, but after our ownership took over and looked at it, it made financial sense to move to a different spot,” Coley said. The new owner turned out to be an affiliate of Blackstreet Capital Partners II, a private equity fund based in Maryland. That purchase was completed in January. “Out of the finalists that it really came down to, less than half a dozen investment groups
looking seriously, getting down to the finish line, really only two or three of those groups would’ve kept the company here. Obviously, it was a big concern for people like myself that had relocated family here. One investment group would have relocated us to California. Another would have moved us to the South,” Coley said. But Blackstreet has committed to keeping the company in Utah and retaining its team. “I think it’s a good thing for our company and a good thing for the community and the state,” Coley said. In late January,AlphaGraphics moved to 215 S, State St., Suite 280, in the Parkside Tower property. It occupies 7,929 square feet on the third floor and will expand to about 9,500 square feet when a neighboring tenant vacates its space in August. It once had more than 30,000 square feet at the former site. “One of the things we’re doing is with franchisee support,” Coley said. “We will decentralize our resources and people out in the field. We’ll have remote offices closer to the centers. So instead of having 50 to 60 people housed in Salt Lake City and coming into the office every day, the number will be 35 to 38.” The company also is aban-
doning the need to have full-time meeting and training space available 365 days a year. Instead, it will use space at local hotels or occasionally use meeting space it can access at Parkside Tower. This month, the firm announced the launch of its AG Alliance program. AG Alliance will be the umbrella brand for many of the franchise development functions. Its aim is assisting current franchisees in growing their business, new candidates in understanding the options for joining the AlphaGraphics network, and independent print owners interested in converting or selling their businesses. “Our history has been around print and document solutions, and we’re not operating in an easy category of business because of lots of changes going on in our space,” Coley said. “Still, we remain an industry leader in all the key metrics.” AlphaGraphics’ Parkside Tower lease is with KBS Realty Advisors. KBS acquired the 13-story, 190,320 square foot building in 2006 and now has it to 91 percent occupancy. Jeff Rossi of Commerce Real Estate Solutions in Salt Lake City represented AlphaGraphics in the lease transaction, while Scott Wilmarth and Nadia Letey from CBRE in
Salt Lake City represented KBS. Parkside Tower was built in 1984 and renovated in 2010 and has an attached six-level parking structure on 1.84 acres. KBSaffiliated companies also own South Towne Corporate Center in Sandy, for a total of 438,672 square feet in the greater Salt Lake City area.
CPAs group elects Beynon president Roger P. Beynon, CPA has been named president of the Utah Association of Certified Public Accountants, a 2,900 member non-profit professional organization that serves as a resource for professional education, networking, advocacy, technical support, and employment opportunities for its members. Beynon is founder and owner of Beynon & Associates, an accounting and tax service firm. Beynon graduated from Weber State College with a BS in accounting and received his CPA certificate in 1984. He formerly as a staff accountant for Morris and Rindlisbacher CPAs and Stagg, Thompson and Anderson, where he specialized in health care and auditing small hospitals and health care agencies. He became a Certified Fraud Examiner in 2004.
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EXPORTS from page 1
growth is a really strong endorsement of what we’re trying to do right here in this state, at every level: education levels, social levels, cultural levels, political levels, business levels.” During the past five years, Utah exports have risen 142 percent. About 140,000 jobs in the state are directly or indirectly supported by exports, he said, and direct jobs pay an average annual salary of $90,000. Utah’s top export has and will continue to be primary metals, especially gold. But Cramer said technology products, such as IM Flash Technologies’ flash memory chips, and also medical devices, “is where the real action is for us as a state.” While the United Kingdom is the top export destination because of gold, demand for technology products will grow in Utah’s second-leading and fastestgrowing markets of China, Hong Kong and Taiwan, he said. “People say, ‘Yeah, you’ve got all the metals. That’s why your
numbers go up.’ We say, ‘Yeah, sure, we’ve got the mines in the western hills. Our real advantage in the state is the minds in the eastern hills — the University of Utah and Weber State and BYU and Utah State.’ That’s where the real growth is,” Cramer said. But Utah exports certainly aren’t limited to metals and technology. Cramer noted that Utah alfalfa is shipped to Saudi Arabia, where it ultimately is sold in Dubai for racehorses to consume. And goat cheese from Delta is sold in Canada. “We think the minerals … are going to slow down, and the other categories, whether it’s life sciences or food manufacturing, are going to take off,” he said. Most likely, that growth will happen “outside North America, Japan and Europe,” he said, mentioning eastern Asia. “That’s where our opportunities lie. That is where this state is uniquely prepared. The tipping point is, we have thousands of people here who are comfortable in that part of the world, who want to do business and have entrepreneurial spirit,” he said. World Trade Center Utah
tries to foster that spirit by helping Utah companies make connections with international counterparts. Involved in collaborations with the Governor’s Office of Economic Development (GOED), the Utah Science Technology and Research (USTAR) initiative, the U.S. Commercial Service, the U.S. Small Business Administration (SBA), the World Bank, the Salt Lake Chamber and others, WTC Utah is among more than 300 WTCs worldwide, including more than 50 in the U.S. Its awareness likely will increase beginning May 23, when the building housing its offices at 60 E. South Temple switches its name from Eagle Gate Plaza to World Trade Center at City Creek. Acknowledging that 95 percent of the world’s customers live outside the U.S., Cramer said Utah can continue to be a strong exporter if it can prepare children — the future CEOs — with a global context. “Our vision of all of us — the Rotary vision, as parents’ vision, grandparents’ vision — ought to be, will Utah be globally minded, globally connected and globally
May 7-13, 2012 competitive?” he asked. “At the end of the day, education is our jet fuel for growth. That’s where our opportunities are. If we’re learning
languages, learning our science and electronics, we can be competitive. … We have to prepare them for that.”
Local auctioneer Erkelens & Olson is slated to auction off the Wolf Creek ski resort and golf course in Eden on June 1. The bankruptcy auction, subject to court acceptance, will include a ski resort, 18-hole championship golf course, 10-acre lake, clubhouse, restaurant and more than 3,000 total acres. Wolf Creek Utah has entitlements for more than 2,500 residential units and has more than 1,700 acres of open space. The firm filed for Chapter 11 bankruptcy in 2010. Bidders must have a $100,000 cashier’s check payable to Erkelens & Olson and there is a 3 percent buyer premium. Previews are by appointment only; call (801) 355-6655 to schedule. More information can be found online at www.salesandauction.com.
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Sustainable mixed-use development taking shape in Sugar House By Barbara Rattle The Enterprise Demolition work paving the way for a new sustainable apartment and commercial development in the Sugar House neighborhood of Salt Lake City is now complete. 21 & View, which will contain 29 luxury apartments and roughly 3,500 square feet of commercial space, will be located at 2100 South and View Street (just east of 1300 East), with apartment units overlooking Sugar House Park, said developer Rinaldo Hunt of R&H Brokerage Services, Salt Lake City. The project will consist of two buildings connected by an openair walkway, with the commercial space fronting 2100 South. “It’s going to be a pretty fabulous building, if I do say so myself,” Hunt said. “We’re using a newer technology called ICS, which is insulated concrete forms, so the buildings will actually be poured-in-place concrete with concrete second-floor decks, a metal insulated roof. It’s going to be a very sound and green build. We’re using high-efficiency glass in all the windows. We’re positioning for solar, we’ve got all of our carpet and other amenities either low VOC (volatile organic compound), partially recycled or environmentally friendly in some regard. There will be tankless water heaters and 95 percent-plus
Artist's rendering of 21 & View, which will replace aging apartments near the intersection of 1300 East and 2100 South.
efficient HVAC units for all the residents. Also we’re planting an additional 32 mature trees on site.” Hunt said the number of people on the project’s “interested” list is already more than double the number of units that will become available. One-bedroom units will measure about 1,000 square feet while their two-bedroom counterparts will the “north of that,” Hunt said, noting he has established rental rates but has not yet chosen to make them public. The units will offer singlefloor living — most all with view of Sugar House Park and Mount Olympus — and six-inch concrete walls, with insulation and drywall, will prevent residents from hearing their neighbor, he said. “It puts into perspective the real beauty of Sugar House, and that is a more than 100-acre
CORPORATION OF THE PRESIDING BISHOP OF THE CHURCH OF JESUS CHRIST OF LATTERDAY SAINTS, a Utah corporation sole, Plaintiff, vs. JEMIMA McOMIE AND THE HEIRS OF JEMIMA McOMIE and ALL OTHER PERSONS UNKNOWN CLAIMING ANY RIGHT, TITLE, ESTATE, OR INTEREST IN OR UPON THE REAL PROPERTY DESCRIBED IN THE PLEADING ADVERSE TO THE PLAINTIFF’S OWNERSHIP OR CLOUDING THE PLAINTIFF’S TITLE THERETO, Defendants THE STATE OF UTAH TO THE HEIRS, DEVISEES AND SUCCESSORS OF JEMIMA McOMIE:
Plaintiff, CORPORATION OF THE PRESIDING BISHOP OF THE CHURCH OF JESUS CHRIST OF LATTER-DAY SAINTS, filed a Complaint with the Clerk of the above-entitled Court, 450 South State Street, Salt Lake City, Utah 84111, seeking to quiet title to certain real property located in Salt Lake County, Utah, as more particularly described below: PARCEL 6 PARCEL FOR CHURCH NORTHWEST PARKING LOT: COMMENCING AT THE SALT LAKE COUNTY SURVEY MONUMENT IN THE CENTER OF VINE STREET NORTH 464.71 FEET AND EAST 190.20 FEET FROM THE CENTER OF SECTION 7, TOWNSHIP 2 SOUTH, RANGE 1 EAST, SALT LAKE BASE AND MERIDIAN (ACCORDING TO THAT CERTAIN RECORD OF SURVEY MAP SHEET 2 OF DRAWING NO. 6525, CALDWELL RICHARDS & SORENSEN, INC. ACCOUNT NO. 16-7825, BY LA MAR P. SMITH, REGISTERED ENGINEER & LAND SURVEYOR NO. 1409, DATED 5-18-73; AND THE BASIS OF BEARING OF THIS DESCRIPTION IS FROM LAST SAID MONUMENT SOUTH 58°09'55" EAST 1144.777 FEET TO ANOTHER SALT LAKE COUNTY SURVEY MONUMENT MARKING THE CENTERLINE OF VINE STREET) AND NORTH 62°20'40" WEST 55.620 FEET AND NORTH 29°19'00" EAST 525.570 FEET AND NORTH 64°02’27” WEST 26.445 FEET TO THE TRUE POINT OF BEGINNING OF THIS PARCEL OF LAND AND RUNNING THENCE NORTH 64°02’27” WEST 127.831 FEET ALONG THE SOUTHERLY SIDE OF A CHAIN LINK FENCE; THENCE ALONG THE WESTERLY SIDE OF A CHAIN LINK FENCE FOR THE FOLLOWING THREE COURSES: NORTH 21°19’58” EAST 10.734 FEET, NORTH 48°45’07” EAST 65.934 FEET AND NORTH 48°00’00” EAST 45.791 FEET; THENCE SOUTH 34°00’00” EAST 89.588 FEET ALONG THE LIP OF A CONCRETE GUTTER; THENCE SOUTH 07°45’00” WEST 33.300 FEET; THENCE SOUTH 29°00’00” WEST 37.500 FEET TO THE POINT OF BEGINNING, CONTAINING 10,251 SQ. FT., OR 0.23534 ACRE, MORE OR LES You are hereby summoned and required to file an answer in writing to the Complaint on record with the Clerk of the above-entitled Court and to serve upon or mail to Swen R. Swenson of Kirton McConkie, Plaintiff’s attorney, 60 East South Temple, #1800, P.O. Box 45120, Salt Lake City, Utah 84145-0120, telephone: (801) 328-3600, a copy of the answer within twenty (20) days after the date of last publication of this Summons. If you fail to do so, judgment by default will be taken against you for the relief demanded in the Complaint, a copy of which can be inspected at the Third Judicial Court or at the office of Kirton McConkie. Dated this 7th day of May, 2012 Kirton McConkie /s/ Swen R. Swenson Attorneys for Plaintiff
20 DAY SUMMONS BY PUBLICATION Case No. 110912718 Judge Todd M. Shaughnessy IN THE THIRD JUDICIAL DISTRICT COURT IN AND FOR SALT LAKE COUNTY, STATE OF UTAH
May 7-13, 2012
park across the street, access to the freeway and access to local shopping,” Hunt said. “It’s a key location because you’re not down in the more congested area on 11th and 21st. You’re abutting a nice single family neighborhood but you also have some really great commercial options too.” Local architect Montgomery Still designed 21 & View; Roger Knight Construction is the general contractor. 21 & View replaces some aging apartments that had been on the site for a number of years. Hunt also developed a retail building that currently houses the Blue Boutique shop just east of 21 & View. Last November, he completed a full remodel of the 12-story Charleston apartment building, now called The Landing, at 470 S. 1300 E.
Jean John Vice President Administration First Utah Bank
SALES from page 1
McKesson. Elkington said companies are increasingly turning to the inside sales model to increase revenue. Unlike outside salespeople — those who meet face-to-face with potential clients — inside sales reps interact remotely, either by phone, e-mail, the Internet or using other technologies. “They’re identifying people who are potentially very interested and interacting with them through marketing, events, hightouch interactions to identify the folks that potentially have interest. It’s not the old-school ‘smile and dial’ cold-calling,” he said. Another category of inside sales rep is inbound, staff that addresses and responds to inbound interest from people who, for example, are responding to billboards, radio, TV, e-mail and Internet marketing efforts. The third category are the closers, who work almost completely on a remote basis. “It’s amazing,” Elkington said. “We see inside sales reps turn quota on the low end of maybe
$300,000 or $400,000 a year and on the high end bringing in $7 million to $8 million a year. It’s unheard of, it’s crazy.” Elkington said InsideSales. com’s systems are all cloud-based software-as-a-service products that are sold to clients on a per sales rep, per month basis. The technologies are able to take information people have submitted to companies on their websites and break it down in various ways, such as what days (and even times of day) are best to contact certain classes of potential buyers (dentists, lawyers, etc.) and how they prefer to be contacted (e-mail, phone, etc.). “But the shocker is that if you call somebody back in just five minutes of their making a Web inquiry and submitting their information, versus even five hours, you are 3,000 times more likely to qualify that person. About two days is industry standard. The typical B2B lead cost is $80 to $150. The B2C typical lead cost is $15 to $50. “I have 50 to 80 case studies,” Elkington said. “We don’t publish too much because it’s almost unbelievable. But we have
companies who will double or triple their results in 90 or 120 days of using the system. Not only are they doing twice or three times the activity, they’re actually generating two to three times the revenue after having deployed the solution.” InsideSales.com also performs audits of company websites. “We create a ‘secret shopper,’ a fictitious person that is, for all purposes, real. They’ve got a name, a LinkedIn profile, a website, phone system, e-mail address. We submit this fake name on a company’s website and track exactly how long they take to respond. We track how many attempts they make, we track the sequence they take and then provide it to them in an audit. We’ve done over 10,000 companies and we’ve had Harvard Business Review articles on this, Inc. magazine coverage. “It’s easy to sell because it either really works or it doesn’t,” Elkington said. “And if it doesn’t we don’t want them as a client and they don’t want to be a client. If it does, they think we walk on water.”
May 7-13, 2012
106-unit apartment community to be built in Woods Cross By Barbara Rattle The Enterprise Ground is expected to be broken in July for the Renaissance Apartments, an upper-end, 106unit rental community at 1875 S. 500 W., Woods Cross. Local developer M&C Properties purchased the approximately three-acre site from the city’s redevelopment agency, and the complex should be ready for occupancy in August 2013, said Jed Millburn, who helped the company entitle the project. The four-story walk-up apartments will consist of one, two and three bedroom units with ninefoot ceilings and garages. Some will boast Class A features such as Roman-style tubs and granite countertops. The project will include a fitness center, clubhouse and pool, Millburn said. A fairly even mix of the
three sizes of units, one-bedroom apartments will likely rent for about $925 per month, while two-bedrooms will go for around $1,050 and three bedrooms will rent for about $1,200. “They’ll be as nice as anything in the submarket,” Millburn said. “There’s always kind of been a need in South Davis County for higher-end product. If you look around, in the last 20 years there haven’t been many projects built in South Davis County and it’s very tough to find high-density land. There aren’t a lot of options for renters." Millburn said a M&C Properties is close to finalizing financing for the project and has a short list of potential general contractors from which it will choose. The development was designed by ASWN Architects.
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BANKING • Bank of American Fork
has promoted four employees. Marc Bule has been promoted to vice president/assistant audit manager. Bule’s banking career spans 11 years, all at Bank of American Fork. Gene Ahlstrom has been promoted to vice president/internal audit manager. Ahlstom’s banking career spans 35 years, 10 at Bank of American Fork. Stephen Gonzales has been promoted to assistant vice president/ assistant controller. Gonzales has been with Bank of American Fork throughout his 11-year banking career. Dustin Phillips has been promoted to vice president/branch manager for the bank’s Saratoga Springs branch. Phillips’ banking career spans 19 years, the last five of which have been spent at Bank of American Fork.
• AT&T plans to roll out 4G LTE in Salt Lake City later this year, bringing customers the latest generation of wireless network technology. AT&T 4G LTE provides faster speeds, faster response time and more efficient use of spectrum. AT&T offers several LTE-compatible devices, including new AT&T 4G LTE smartphones and tablets such as the first LTE Windows Phone Nokia Lumia 900, Samsung Galaxy Note and Pantech Element tablet.
• DigiCert Inc., a Lindonbased online security provider for some of the most recognized brands and websites in the world, has launched the DigiCert SSL Discovery Tool. Available to anyone free of charge, the Web-based application scans an organization’s network to locate SSL certificates deployed across several departments and business units, regardless of which Certificate Authority issued the certificate. The DigiCert SSL Discovery Tool is designed to help busy IT professionals save time and money, and avoid costly mistakes from manual inventory.
CONSTRUCTION • Professional Service
Industries Inc., an Illinoisbased engineering and testing firm, has promoted Amy Crook, PE to special project manager of its PacifiCorp Special Project. Crook, who works in the firm’s Salt Lake City office, is a graduate of Brigham Young University with a bachelor and master of science in civil engineering. She was promoted from staff engineer and has been with PSI since February
May 7-13, 2012
2009. • Rodrigo Gonzalez, project engineer with Steel Encounters Inc., Salt Lake City, has earned his LEED Green Associate accreditation through the Green Building Certification Institute. Gonzalez earned his bachelors of science in industrial engineering from the INCAPUniversidad Tecnologica de Chile in 2002 and is currently working on the Adobe Omniture headquarters project in Lehi, a facility designed to achieve LEED status later this year.
Everything for the Contractors We rent the best 4343 Century Drive Salt Lake City, UT 84123 801- 262-5761 www.centuryeq.com
• For the eighth year in a row, CEOs rate Texas as the No. 1 state in which to do business, according to Chief Executive magazine’s annual Best & Worst States Survey. Florida rose one spot to take the No. 2 rank, while North Carolina slipped to No. 3. Tennessee remained at No. 4 while Indiana climbed a spot to capture the No. 5 rank. CEOs named the worst states to do business as California, New York, Illinois, Massachusetts and Michigan. For the 2012 survey, 650 CEOs from across the country evaluated the states on a broad range of issues, including regulations, tax policies, workforce quality, educational resources, quality of living and infrastructure. C
EDUCATION/TRAINING • The Romney Institute of CY
Public Management at Brigham Young University honored Sheila C. Bair as its 2012 Administrator of the Year. Bair was recognized for her service as the chair of the Federal Deposit Insurance Corp. during the recent economic downturn. When Bair arrived at the FDIC in fall 2006, she quickly realized that operational issues within the organization needed to be fixed. Employee morale was
continued on page 20
Xeriscape reduces landscape maintenance and water use
By Brent Burr Did you know that the average American family uses 50 percent of its total water on landscaping?
Maintaining a beautiful landscape at your home or office can cause your water bill to skyrocket during the summer months, especially in Utah’s dry climate. Even when you pump water into landscaping, Utah’s high temperatures can quickly dry out your grass and plants leaving you with a dull, brown landscape. Spruce up your landscape while reducing your water usage by applying xeriscape techniques. Simply put, xeriscaping is a landscaping strategy that reduces the water-hogging elements in your landscape and replaces them with more water-efficient ones. Consider following these xeriscaping tips to add color to your landscape, reduce water consumption and reduce the maintenance required for your landscape. • Xeriscape a bed by replacing grass with decorative gravel, landscape boulders and native plants. Not only does grass require significant water, it requires weekly maintenance and upkeep. You don’t have to eliminate grass altogether but you can significantly lower your water consumption and decrease the required maintenance by replacing grass and other traditional elements in your landscape with xeriscaped beds designed with decorative gravel, landscape boulders and native plants. To reduce the required maintenance of xeriscaped beds, install a quality landscape fabric/weed barrier, which significantly reduces the growth of weeds. • Create color and 2:34:05 texture with pebbles, Enterprise.pdf 1 5/3/2012 PM landscaping rocks or Perma Bark.
People usually consider flowers as the main source of color in a landscape, but small landscape rocks are also colorful and don’t require water or maintenance. Small landscaping rocks such as pebbles, gravel or trail chat also provide texture, variety and shape to your landscape. While the cost of wood mulch is initially lower than gravel, using decorative gravel instead of mulch in xeriscaped beds is a more durable investment. Rock products have a longer life span and stay put during high winds. Because of its density and weight, rock is also much easier to blow or vacuum leaves, grass or debris from planting beds featuring rock mulch. If you like the look of wood mulch, Perma Bark is an excellent product choice. Perma Bark is a basalt rock that has a color scheme similar to dark colored bark mulch and ranges in sizes from three-eighths of an inch to two inches. Perma Bark offers the durability benefits of decorative gravel and lasts longer than traditional wood mulch. Perma Bark looks especially beautiful next to shades of green, such as bushes, shrubbery and trees. Your home or building’s landscape generates the first impression people have of your space. Make sure it’s a good one and that the impression lasts by creating a beautiful landscape. You don’t have to sacrifice color or texture when following xeriscape landscaping strategies. Landscaping with decorative gravel, boulders, native plants and Perma Bark is an investment that will decrease your landscaping water use, reduce the required maintenance and boost your curb appeal. Brent Burr is vice president of sales and marketing for the Staker Parson Landscape Center business line. He began his career as a scale operator in 1980 with Jack B. Parson Companies and has held positions of increasing responsibility throughout his career with increased focus on specialty aggregates.
May 7-13, 2012
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• Mortgage • • LOC • 711 S. State St. Salt Lake City, UT 84111 (801) 532-7111
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• May 8, 8 a.m.-1 p.m.: able after the presentation. Please Parsons Behle & Latimer’s call (801) 957-5336 or e-mail: 24th Annual Employment Law email@example.com to schedule an Seminar. Breakout sessions will appointment. include classifying workers as • May 8, 7:15-9 a.m.: independent contractors, social Association for Corporate media in the workplace, immigra- Growth Utah Breakfast tion compliance, health care reg- Meeting. Guest speaker will be ulations, update on employment Amy Rees Anderson, CEO of laws, protecting trade secrets, new MediConnect Global, an induslegislation affecting employers, try leader in innovative medical sex discrimination laws, issues record retrieval, digitization and with co-employment and creat- management for organizations ing a total rewards package for and individuals. Under Anderson’s employees. Keynote speaker will leadership, MediConnect achieved be Spencer P. Eccles Jr., executive more than 1,500 percent revenue director of the Utah Governor’s growth from 2004-2011, currently Office of Economic Development. counts four of the five leading Location is the Little America health insurers in the United States Hotel, 500 S. Main St., Salt Lake among its many clients, and was City. Cost is $150, lunch and hand- recently brought into the Verisk book included. Registration dead- family of companies as an inteline was April 30. Register with gral component of its end-to-end Jeremy Jones at (801) 536-6626 or clinical data solution. Location firstname.lastname@example.org. is the Little America Hotel, 500 • May 8, 8:30-10 a.m.: S. Main St., Salt Lake City. Free “Doing Business in West to ACG members, nonmembers Africa, Spotlight on Three pay $30 to $45. Register at http:// Markets: Ghana, Nigeria and www.acg.org/utah/events/event. Senegal,” sponsored by the U.S. aspx?EventId=4588 or by calling Commercial Service and the Salt Linda Blake at (801) 359-8613. Lake Community College Miller • May 9, 3:30-5:30 p.m.: Global Business Center. Heather “How to Raise Money in Utah,” Byrnes, senior commercial offi- presented by the Wayne Brown cer, U.S. & Foreign Commercial Institute. Venture professionals Service, based in the U.S. Embassy will discuss current market trends, Accra, Ghana, will brief attend- the basics of the fund-raising proees on doing business in West cess, finding the right investor and Africa, with a detailed look at how to raise capital. Presenters business trends and opportunities will include an active angel invesfor Utah companies in Ghana, tor, a serial entrepreneur, a lending Nigeria and Senegal. Location is expert, a securities and legal expert the SLCC Miller Campus, 9690 S. and a grants expert. Location is the 300 W,., Sandy, Miller Corporate Business Resource Center at Utah Partnership Center, Room 333. Valley University, 815 W. 1250 Free, but RSVP is required by S., Orem. Free. Register at www. e-mailing email@example.com or by venturecapital.org. calling the Miller Global Business • May 10, 3:30-5 p.m.: Center at (801) 957-5336. One- "Young & Restless — A 1 8/4/11 5:14 PM Leader Focus on on-one GSBS_Enterprise_4x4.pdf appointments are availDeveloping
SLC's Future Generation of Developers," presented by NAIOP, the commercial real estate development association. Attendees will hear from young commercial real estate professionals on the area's future potential for the industry and careers. Presenters will be Jason England from RiverPark Management & Development, Dusty Harris from Hines and Scott Schwendiman from Rio Tinto|Kennecott. Location is the University of Utah Business School, Building 79, room 5130, 1645 Campus Center Dr., Salt Lake City. Free to NAIOP members, nonmembers pay $100. Register at http://bit.ly/ May10NAIOP. • May 21: Twelfth annual Utah Manufacturers Association Golf Tournament. Registration begins at 7:30 a.m. for the 8 a.m. shotgun start, and 12:30 p.m. for the 1 p.m. shotgun start. The format is a four-person scramble. The cost is $125 per person or $500 for a foursome. The event features a hole-in-one challenge, with a portion of the money raised staying with the local chapter of The First Tee to benefit Utah children. Location is Eaglewood Golf Course, 1110 E. Eaglewood Drive, North Salt Lake. Registration, sponsorships and other details are available at www.umaweb.org or (801) 363-3885. • May 23, 8:15 a.m.-1:30 p.m.: Zions Bank 11th Annual Trade and Business Conference. Keynote speaker will be Carly Fiorina, former chairman and CEO of Hewlett-Packard from 1999 to 2005. She will speak about global competitiveness and innovation. During her tenure at HP, Fiorina doubled revenues to $88 billion and generated 11 patents a
day, with significantly improved profitability and cash flow. Despite controversy and opposition, she successfully acquired and integrated Compaq Computer, in what is now seen as one of the most successful high-tech mergers in history. Fiorina is co-chair of the U.S. Leadership in Development at the Center for Strategic and International Studies as well as on the Leadership Council of the Initiative for Global Development. She is a founding supporter of the African Leadership Academy and a founder of the One Woman Initiative. Location is the Downtown Marriott, 75 S. West Temple, Salt Lake City. Cost is $35 and includes lunch. Register at www.zionsbank.com/conference. • May 30, 3-4:30 p.m.: Solar Photovoltaic Energy Course, sponsored by Hunt Electric. The instructor will be Brok Thayn, a certified National Center for Construction Education and Research electrical and core curricula instructor. He is also Hunt Electric’s Energy Division manager. Location is the Hunt Electric Training Center, 1863 W. Alexander St., West Valley City. Cost is $15 and includes refreshments. Register at http://events. constantcontact.com/register/even t?llr=mjlluajab&oeidk=a07e5mm mqwn749953aa or by calling Jill Lewis at (801) 975-8844.
We know your needs are a little more complicated. Vision plus imagination is the recipe for greatness. No single design or building fits everyone’s needs—nor do the preconceived ideas of an architect. So we facilitate. We open a dialogue to help understand and accomplish your expectation in the most functional, sustainable and aesthetic way possible. Give GSBS Architects a closer look. Together, we’ll figure out exactly what you need, and then we’ll make it happen from scratch. 801.521.8600 www.gsbsarchitects.com
At RWC, we make it our mission to provide our clients with expert analysis of construction related assemblies and to generate and implement innovative solutions to sustain building envelope integrity.
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May 7-13, 2012
FOCUS - SMALL BUSINESS
May 7-13, 2012
We’re Proud to HelP SuPPort Job Creation in utaH Small businesses fuel our economic growth because they are the principal source of new jobs in the market. That’s why we’re proud to be the state’s No. 1 lender of U.S. Small Business Administration loans* for the past 18 consecutive years. In fact, capital provided through Zions Bank’s SBA loans helped Utah businesses grow so that they could create 1,218 new jobs and retain 4,314 employees in 2011.** Our proven expertise in small business finance means your experience working with Zions Bank on an SBA loan will be worry-free and efficient. To see if Zions Bank can help your business, stop by your local branch or visit zionsbank.com/biz.
*Loans subject to credit approval, restrictions apply. Contact bank for details. **Source: U.S. Small Business Administration
5/1/12 11:05 AM
May 7-13, 2012
FOCUS - SMALL BUSINESS
Tom Christopulos is Small Business Exporter of the Year: Export Computer Exchange Where do all those used computers go virtually no bad debt. 2012 financial when a company upgrades their equipment? Providing people in developing nations That’s a question Chris Newberry, owner of access to affordable technology, while givservices champion
When he graduated from college, Tom Christopulos probably had little idea his future career would result in fostering hundreds of millions of dollars in economic growth and helping create thousands of new jobs. But that is exactly what has happened over the past 30 years as SBA’s 2012 Financial Services Champion placed an indelible mark on the business community in Northern Utah. Following receipt of a degree in international relations from Brigham Young University and an MBA in organizational development from Pepperdine University, Christopulos immersed himself as an investment analyst for a number of industries and quickly became aware of the important role financing played in the success of business. Seeing a need for support of economic development activities, and to foster an increase in direct investment in small businesses, Christopulos created the Utah Economic Alliance in 1996, and served as its first president. Through a series of economic development positions with Layton City, Morgan County and Ogden City, he has continued to help shape the economic growth landscape along the Wasatch Front that includes over $270 million in combined property tax revenue and capital funding for business growth, as well as over 6,000 new jobs. Feeding his entrepreneurial drive, Christopulos founded Singleedge Inc. in 2001, a data center that he grew into a large regional facility before selling it to ViaWest. Seeing a continuing need for small business access to financing, Christopulos founded the Ogden Reinvestment Co, (ORC) in 2009 to make capital available to small businesses that did not qualify for traditional funding. An ORC colleague says of Christopulos: “His relentless passion and vision translates into everything he engages in.” As a volunteer board member of the Utah Certified Development Corp., an SBA certified 504 lender, Christopulos has promoted, assisted and supported hundreds of loan requests that have generated more than $120 million in financing to over 300 companies. His passion for making small-business financing more accessible, and the economic growth that comes with a vibrant small business community, has made Christopulos a vibrant and vital part of Utah being named as The Best State for Business in the nation.
Export Computer Exchange in Cedar City, could answer with a simple statement — to about 65 countries throughout the world. From what started out as a bootstrapped operation in his basement in 1997, Export Computer Exchange today bundles and exports new and refurbished computers, monitors, notebooks, printers, hard drives and even computer memory to 65 countries located in every part of the globe. From two employees in 1997 to now having five full-time staff and several contract employees, Newberry runs a lean operation that focuses on process and logistics to successfully navigate the sometimes complex world of export shipment, delivery and finance. While many exporters have difficulty with logistics, Newberry has strategically placed warehouses throughout the country to collect used equipment and prepare it for export. On the finance side, the company requires a deposit payment by customers to
cover expenses, and any balance must be paid in full before final delivery is made. The result is very few customer defaults and
ing a second life to electronics considered outdated in the United States, has provided Export Computer Exchange with a worldwide market presence and growing opportunities to expand. A typical month may see over 10,000 computers and monitors shipped throughout the world. That’s 10,000 pieces of used electronic equipment that will end up in businesses, homes and schools instead of in a landfill. The sterling reputation and trust the company enjoys has fostered much wordof-mouth advertising among its foreign customer base, and resulted in not-so-rare visits from buyers who visit the Cedar City-based company from the other side of the world to see the operation first-hand. For having the vision to make the world his oyster, and leveraging an idea into a profitable worldwide business, the SBA is pleased to recognize Chris Newberry as Utah’s 2012 Small Business Exporter of the Year.
FOCUS - SMALL BUSINESS
How many new federal standards does it take to change your business’ T12 lighting? Just one. And it goes into effect on July 14, 2012 when most T12 fluorescent lamps will no longer be manufactured. Take advantage now of cash incentives from our FinAnswer ® Express program to upgrade to more efficient T5 and T8 lighting. Plus, the new lights will help your business save on electric bills for years to come.
© 2012 Rocky Mountain Power
To learn more, contact a participating vendor, call 1-800-222-4335 or visit rockymountainpower.net/lightingstandards.
May 7-13, 2012
May 7-13, 2012
FOCUS - SMALL BUSINESS
Owners of three Bluff enterprises are family-owned business champions Three brothers operating two familyowned businesses may seem like an odd combination. But, Steve Simpson, Barry Simpson and Craig Simpson have been making that equation work for more than 42 years. From humble beginnings in the remote location of Bluff, the Simpsons have managed to grow William W. Simpson Enterprises Inc. into one of Southeastern Utah’s most popular and unique retail attractions among the surrounding state and national parks. Capitalizing on their parents’ sheer determination and commitment to hard work, honesty and love for the Navajo people and their lands, the Simpson brothers grew up with the family business starting in 1969, experiencing all the hard lessons and rewards along the way. The original business focus, a leased filling station on the south side of Blanding,
Entrepreneur Launch Pad is champion of collaboration Two unemployed middle-management job seekers determined to take control of their own career destiny in February 2009 served as the genesis for a true collaborative success story. The two job seekers and eight other out-of-work individuals who were exploring the possibility of starting a business formed Entrepreneur Launch Pad (ELP) to provide mutual support, networking opportunities and education, and to enlist the guidance and support of the northern Utah business community. A presentation to the group in June 2009 by Kaysville Small Business Development Center (SBDC) director Brent Meikle provided the springboard for other SBA Resource Partners to be involved. As word-of-mouth news of the initial ELP group spread, meeting space became tight. By October 2009, a second group was meeting at the Sandy SBDC, and the Salt Lake City SCORE (Service Corps of Retired Executives) chapter soon became involved. Three years later, ELP has grown to include over 800 participants who have attended weekly sessions in six locations that span a 75-mile radius in Northern Utah. Many attendees are referred through the five SBDC branches, two SCORE chapters and Utah’s Women’s Business Center. Collateral counseling and training provided by these SBA Resource Partners help leverage ELP’s overall popularity and success, and Resource Partner staff and volunteers help run the weekly meetings, give presentations and recruit other community business partners to support ELP. Dozens of business have been started by ELP participants that include everything from importing and marketing Australian consumer products to developing and marketing Facebook apps. A company that developed a new personal security device recently received a $1.7 million order. The cross-fertilization of organizational capacity, ideas and support for the entrepreneurial community has resulted in stronger communication and collaborative cooperation among Utah’s SBA Resource Partners as they have come together to support SBA’s mission of helping small businesses start, grow and succeed.
has given way to three thriving businesses: Twin Rocks Trading Post, a wonderland of museum-quality native art produced by Navajo-area artists; twinrocks.com, the online outlet for the Trading Post; and, Twin Rocks Café, a family style restaurant featuring regional and traditional favorites for local residents and travelers visiting the area’s national and state parks. Barry and Steve co-manage the Trading Post and online businesses, while Craig manages the café. The focus of the family businesses has always been supporting and promoting the art and people of the Greater Colorado Plateau. Native art has been broadly interpreted to include traditional Native cuisine, as well as handmade rugs, baskets, jewelry and folk art. Regional food favorites, such as the Navajo Taco and Sheepherder Sandwich, have been complemented by the Café’s own creation, Navajo Pizza, a tasty combination of traditional Navajo fry bread and home-style pizza. The pride of Twin Rocks Trading Post
Steve, Barry and Craig Simpson
and Twin Rocks Café has always been their artists and employees. With fully 90 percent of their staff being Navajo, having a stable employer in an area of profound and ongoing employment challenges is a blessing to the local economy. The vision and drive of company
founders William and Rose Simpson have been ingrained in today’s company and in the couple’s three sons. Like the Native Americans they strive to honor, Craig, Barry and Steve Simpson can rightfully be considered three of the jewels of the American Southwest.
FOCUS - SMALL BUSINESS
May 7-13, 2012
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May 7-13, 2012
Sandra Lanier is home-based business champion of the year for 2012
The economic trauma of a major employer leaving town would devastate many small communities, but Ephraim has learned to fight back. Shortly after a large computer manufacturing facility shut down in the late 1980s, a group of displaced workers attended Snow College to retrain. While there, they formed a support group named Second Time Around (STA) to help each other stay in school and become successful once again. With the help of Snow College advisor Sandra Lanier, the group decided they needed to take hold of their own destiny by starting their own businesses. Retaining the initials STA, they formed the Sanpete Trade Association in June 1987. Nearly 25 years later, the cooperative association, commonly known as the Ephraim Co-op, is still led by Lanier as president. She is aided by a dedicated board of directors, many of whom have home-based small business ownership experience. Since 1987, the Ephraim Co-op has helped more than 700 small business ventures, the vast majority being home-based companies, start, grow and succeed throughout Sanpete County and surrounding counties. Serving as a launch-pad of sorts to enable home-based businesses to bring their products to market, the co-op now has a membership base of nearly 175 companies. With co-op members producing a wide variety of products from goat milk soap to
Dutch oven catering and spice manufacturing, the Ephraim Co-op’s location at the busiest intersection on Highway 89 in the center of Sanpete County provides an excellent opportunity for members to showcase their wares. Through a combination of training, counseling and opportunities to learn more about Internet marketing to open up global markets, co-op members are given a pathway to business success and self-sufficiency. For all they have done to promote and support the needs of home-based businesses, SBA is pleased to recognize and honor the Ephraim Co-op and Sanpete Trade Association with the 2012 Utah Home-Based Business Champion of the Year award.
Eddie Yujra is minority small business champion of the year Entrepreneurs are often so involved with their own company’s priorities and demands that there’s seemingly little time available to give back to the community. For Eddy Yujra, such time constraints are a non-issue. Born, educated and married in South America, Yujra and his wife Luz immigrated to the U.S. to attend college. During his studies in business information systems at Brigham Young University from 2002 to 2007, he worked for BYU as a Web developer and Web project manager. Following graduation, Yujra started his own Web design and Internet strategies company in 2008. Despite the demands on his time with a new business startup, Yujra has been continuously motivated to assist other Hispanics in achieving their dream of business ownership. Yujra’s volunteer efforts have affected literally hundreds of Hispanics of all ages who were looking for knowledge, counseling and a way to move their dreams forward. He has been involved with Community Action Services, Provo’s Centro Hispano, Utah Valley’s MicroBusiness Mentor Program, the Orem Small Business Development Center, Zions Bank, Teens ACT and the Hispanic Chamber of Commerce. In each instance, Yujra sought to bring together people and resources to help each organization be more effective in providing an avenue for minority achievement in small business. His willingness to give back has involved thousands of hours since 2007
teaching classes, mentoring, hosting networking meetings, giving one-on-one counseling and even providing many clients with free websites and Web design services. For many entrepreneurs, creating a professional legacy is often primarily focused on how successful their business ventures are. For Yujra, that success and legacy are greatly magnified by truly championing and effectively addressing the needs of current and aspiring Hispanic business owners in Utah County. For his strong commitment to the Hispanic small business community, SBA is pleased to recognize Eddy Yujra as Utah’s 2012 Minority Small Business Champion of the Year.
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May 7-13, 2012
FOCUS - SMALL BUSINESS
Stan Nakamura is minority small business person for 2012
Twelve years after starting his company with employee needs.” five people and a dream, Stan Nakamura has an The success in creating a sustainable comenlightened perspective on what it means to be the pany culture has enabled NexOne to minimize owner of a business that now involves over 170 employee turnover, attract a great staff and to people scattered across eight states. professionally support its customer base. Clients As a former controller for another include the Department of Energy, the 8(a) participating company for more Air Force Academy and both the Army than 10 years, Nakamura was focused and Air Force. on a very specific set of business objecBeing a successful 8(a) participant, tives. Those objectives and concerns Nakamura is mindful of what it takes have grown dramatically, as NexOne to navigate the government contracting has grown from a small Utah startup in arena. “Identifying an effective niche 2000 to a prosperous business today. in products and services, expanding The company’s big break came our geographical footprint and havwith the 2002 Salt Lake Olympics, ing great people who really deliver when Olympic organizers approached what NexOne promises have all been the company to solve newly discovcritical components to our success,” ered internal communication needs. he said. “We happened to be in the right place As NexOne prepares to graduate from at the right time,” said Nakamura, Nakamura recalling the urgency of the situation SBA’s 8(a) Business Development proand the company’s efforts to deliver a timely solu- gram in 2013, Nakamura is confident the company tion. is on solid footing: “Despite the challenges along Financial success from its Olympics project the way, we’ve enjoyed many successes, and have enabled NexOne to expand into the call center been fortunate to create a company we are all arena, and take advantage of the growing trend proud to be a part of.” by companies to outsource this business function. When asked how his perspective of business Later, two acquisitions were made of companies ownership has changed since he started NexOne that specialize in space-based communications in 2000, Nakamura is quick to respond: “I used to technology. think it was mostly about the numbers. But, I’ve Suddenly, Nakamura found himself having to blend the business cultures of three organizations come to realize it’s mostly about the people. If the into one company family. “One of our major goals employees are happy, the numbers will take care was to create a company culture that supports a of themselves.” SBA is pleased to recognize and honor Stan sustainable work-life balance for our staff,” he explained. “That means we needed to focus on Nakamura as Utah’s Minority Small Business being both professional, yet flexible to address Person of the Year for 2012.
Diana George is women in business advocate for 2012
When Diana George looks at the Business Owners (NAWBO). This universe of business, she often sees it space helps many women entrepreas a sea of opportunity for women neurs who work out of their homes, to dive in and partake of the many but need access to a professional options available to them. Since join- office setting for client meetings. ing Zions Bank in late 2010 as vice A champion of SBA lending to president and Women’s Financial women-owned businesses throughGroup manager, George has out Utah, George and been constantly working to her group were sigprovide women with oppornificant contributors tunities to start, grow and to Zions Bank making improve their companies. 30 percent of their 555 With 15 years of bankSBA working capital ing experience and working loans to women in fiswith women clients, George cal 2011. has both seen and known Not content to the challenges women face focus all her profesin trying to compete in the sional efforts at the George rough and tumble world of office, George has business. In response, she and her been involved in small-business Women’s Financial Group spear- financial advocacy efforts with headed the very successful sixth national professional organizations, annual Smart Women Smart Money has served as a financial education Conference for 2011 that attracted volunteer with Reality Town and over 1,600 participants to learn about Junior Achievement since 2003, and business success, sales techniques, utilizes her banking background to financial tools and personal finance. assist nonprofit groups with finan Under the auspices of Zions cial advice while serving as a board Bank Womens Financial Group, member of the Utah Nonprofits George also managed the award Association. of six 2011 Smart Women Grants For all of her efforts to prototaling $18,000. Additionally, she vide myriad business and financial oversees the donated office space opportunities to women throughout and equipment that Zions Bank has Utah, SBA is pleased to recognize made available to the local chapter of Diana George as the 2012 Women in the National Association of Women Business Advocate of the Year.
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Member FDIC. Equal Housing Lender.
FOCUS - SMALL BUSINESS
Len Erickson is 2012 Utah Small Business Development Center Service Excellence and Innovation Center Award winner Most entrepreneurs and small businesses will eventually experience difficult times and significant challenges, especially during their early years. And, in most cases, those businesses won’t feel they have many options to turn to for help. For Len Erickson and the staff of the St. George Small Business Development Center, such challenges have been a clarion call to action. Seeing a need to diversify the local economy and to help mitigate the economic downside of the recent recession, Erickson and his staff have embarked on an aggressive curriculum of expanded counseling efforts, comprehensive training and new business development efforts. Erickson helped develop the Dixie Business Alliance to create a centralized system for better matching local counseling resource organizations to high-priority business clients. As a result, clients are better served and each counseling organization has seen an increase in their clients’ progress. Seeing a need for better access to entrepreneurial training, especially in rural areas, Erickson and the St. George SBDC developed the “My Bizsmart” online new business training program. With 10 modules, 35 video segments, a college textbook, live training and an extensive research library, My Bizsmart enables anyone with access to a computer and the Internet to participate. The program has also been adopted statewide by the Utah SBDC network for widespread access. Working in cooperation with USTAR, the St. George SBDC has seen significant success with its business incubator. The program is expanding from two to six businesses, and focuses on jump starting hightech and innovative startup companies with strong growth potential. Over the last 18 months, the St. George from page 7
down after recent layoffs gave the perception that the reductions were not based on merit but on personal opinion. After commissioning an employee survey, Bair opened up lines of communication, initiated quarterly call-ins and revamped a troubled pay-for-performance system. Before long, employee morale soared as the FDIC was listed number three of the “Best Places to Work in the Government for 2010,” among more than 200 comparable federal organizations. • Salt Lake Community College professor of management Don Gren has received the 2012 Teaching Excellence Award for the Western Council of Business Schools and Programs (ACBSP Region 7). As a regional recipient, Gren will now be considered for the 2012 ACBSP International Teaching Excellence Award, to be announced in June.
FINANCE • Grandeur Peak Global
Advisors, Salt Lake City, said it
SBDC has seen the number of new business startups more than double, client sales tripled to over $12 million, and new job creation among their client base nearly doubled. For existing small companies, the Business Check-Up program has been implemented to help identify and rescue struggling businesses which otherwise would likely have failed. For all their efforts to expand their scope of services, and to effectively leverage their resources to the great benefit of their community and clients, the SBA is pleased to honor the St. George SBDC and its director, Len Erickson, with the Utah 2012 Small Business Development Center Service Excellence and Innovation Center Award.
has now surpassed $200 million in assets under management. Of that total, roughly $140 million is in the Global Opportunities Fund and $60 million is in the International Opportunities Fund. Both funds are new and have limited operating history. The firm’s bias is toward small and micro cap companies. Grandeur Peak Global Advisors, LLC is an employeeowned investment adviser. • The U.S. Small Business Administration is inviting experienced early stage investment fund managers to apply for licensing as Early Stage Innovation Funds as part of SBA’s Small Business Investment Company capital investment program. Licensed Early Stage Innovation Funds can receive SBA-guaranteed funding to match their privately raised capital up to a maximum of $50 million. Early Stage Innovation Funds must invest at least 50 percent of their investment dollars in early stage small businesses. More information on the Early Stage Innovation Fund initiative and
May 7-13, 2012
A message from the SBA district director The small business community plays over the last two to three years. Utah’s an important role in the economic health well-diversified economic base involving of Utah and the nation. They contribute to thousands of small businesses in many the economic vitality of Utah every day in industries has provided a cushion against large employment swings. a number of ways. Innovation. Utah is one of the leading Budget Stability. Lower unemploystates in the nation for small business start- ment means a stronger tax base, as compaups generated from university nies and individuals continue research and development. to generate taxable income. Many patents are licensed to While Utah has endured small companies that develop some budget belt-tightening products for use by governover the last several years, it ment agencies, or are offered continues to remain fiscally for sale to the general public. responsible regarding spendSome of these products are ing. Many neighboring states focused on developing envicontinue to have major budget ronmentally friendly soludeficits. Community. The Utah tions to today’s challenging small business community business, energy and climate includes many vibrant and issues. The University of active chambers of commerce, Utah recently overtook MIT Stan Nakano an entrepreneurial attitude and to become America’s No. 1 a philanthropic heart, in large research institution when it comes to creating startup companies based measure due to the contributions of thouon university technology, and it achieved sands of successful small-business owners the top ranking with a fraction of the and their employees who desire to ensure research budget of other major universi- Utah remains a desirable place to live and work. ties. Employment. The nearly 60,000 Small businesses continue to rebound, small businesses in Utah that have employ- bringing with it a record demand for SBAees account for 49 percent of all private backed lending throughout Utah. For fiscal year 2011 (Oct. 1, 2010 to sector jobs in the state. Small businesses make up almost 97 percent of the state’s Sept. 30, 2011), the SBA guaranteed 1,561 small-business loans for over $435 million, employers. Job Creation. A recent study conduct- an all-time dollar record for Utah. Our lended by the Kauffman Foundation revealed ing partners include banks, credit unions that new companies account for an average and certified development companies, each of three million new jobs across the U.S. one helping SBA meet the funding needs of each year, while more established compa- small businesses in Utah. Our ongoing success would not be nies have a net job loss of one million jobs a year on a combined basis. Small startup possible without the diligent support of our companies are the engine that drives the major resource partners, including SCORE, the Small Business Development Center U.S. jobs market. Economic Diversity. Even during the and the Women’s Business Center. Utah is fortunate to have a smalldepths of the so-called “Great Recession,” Utah’s unemployment has never exceeded business community that provides added 7.5 percent, compared to many western value to Utah’s lifestyle, economic vitality states having double digit unemployment and entrepreneurial drive.
the regulations governing SBICs may be found at www.sba.gov/ inv/earlystage. For more information about the SBA’s Investment Division, SBIC program, Impact Investment Initiative and Early Stage Innovation Funds, go to www.sba.gov/INV.
• Health Choice, a managed care organization that is part of the IASIS Healthcare system, has signed a five-year contract with the Utah Department of Health to provide health care services to Medicaid beneficiaries, effective April 1. The initial service area includes Davis and Salt Lake counties. • Intermountain Healthcare’s board of trustees has named Utah business leaders Scott Anderson as chairman and Bruce Reese as vice chairman of the Intermountain board. They succeed Kem Gardner, chairman, and Doug Black, vice chairman, who remain on the board after completing five-year terms in those
positions. Anderson is president and chief executive officer of Zions First National Bank. Reese is president and chief executive officer of Hubbard Radio LLC, which operates 21 radio stations in Chicago, Washington, D.C., Minneapolis/St. Paul, St. Louis and Cincinnati. He has held this position since Hubbard Radio’s formation and acquisition of Bonneville International in April 2011. Prior to joining Bonneville, Reese practiced law in Washington, D.C. and Denver. • Randall J Olson, M.D., CEO of the John A. Moran Eye Center at the University of Utah, has received the Binkhorst Medal of Honor presented by the American Society of Cataract and Refractive Surgery. The medal is given to an individual whose career has made significant contributions to the science and practice of ophthalmology and established that person among the world’s most prominent ophthalmologists. Olson is a specialist in the research of intra-ocular lens complications,
teleophthalmology and corneal transplantation techniques.
INSURANCE • SentryWest Insurance
Services, Salt Lake City, has chosen Ogden as the site for its sixth Utah location. Jason Call manages the new office. A graduate of Weber State University, he obtained his Certified Insurance Counselor designation in 2010 and was given the Young Agent of the Year award in 2011 by the Utah Association of Independent Insurance Agents. Call is currently serving as the co-president of the Utah Northern chapter of the Utah Association of Independent Insurance Agents. SentryWest, founded in Salt Lake City in 1976 is an independent general lines insurance agency specializing in business insurance, including property and casualty and employee benefits as well as personal insurance offerings for home, auto and personal health. continued on page 22
May 7-13, 2012
The phone is smart, how smart is the user? Have you noticed the shift in RULE OF BUSINESS: Whatever time you allot to personal Facebook, invest human focus and concentration? Sitting in the lobby of the Public the same amount of time in your busiHotel in Chicago, there are about 50 ness (like) page. Post and communicate people sitting and milling around, to customers. • How to use it to allocate your engaged in some form of interaction — time. Use your stopwatch feature to primarily WITH THEMSELVES. Oh, there are others with them, measure the total amount of time you but these people are head down on their spend on your phone. You can easily phones. I’m sure you have both seen hit start-stop-memory each time you them and been one of them. Maybe use it. Your total at the end of the day you’re even reading this on your mobile will shock you — but not as much as multiplying the total by 365. device right now! Guidelines for phone use Here are the rules, guidehave significantly changed lines and options to underbecause of technology availstand the proper time and ability. Five years ago (before place for use: the launch of the game-chang• When you’re alone and ing iPhone), all you could no one is around. The world do on a phone was send and is your oyster. Be aware of Jeffrey receive calls — and painfultime. If left to your own devicGitomer ly text. Remember your early es, minutes become hours. texts — a-b-c-(oh crap)-2. That • When you’re by yourwas a technological EON ago. self, but others are within hearing Cellular phones are smart these distance. Speak at half-volume, and days. Most of the time, they’re smarter keep it brief. than their user. They are as much “app” • In an informal group. Ask driven, as they are talk and text. If you permission first. Use your judgment as include e-mail and the Internet in gen- to what to ignore. Be respectful of the eral, your calendar, Facebook and other time and attention paid to the people social media apps, Google and other you’re with. • In a business meeting. Never. search engines, news and other of-the- moment information, Instagram and Just never. • In a one-on-one sales meeting. other photo apps, your camera, music, movies, Angry Birds (I’m currently Beyond never. Rude. AIRPLANE HUMOR: Flight playing RIO HD), Scrabble, and other games, Foursquare, Paypal, and of attendants scream at you to “power course the ubiquitous Amazon (where down,” whatever that means — not as you can buy anything in a heartbeat, loud as is you if you referred to them as and read any book ever written), you a “stewardess,” but close. The plane lands and everyone on at once realize your phone or tablet has become your dominant communication the entire plane is on their phone or device. And it’s only an infant in its staring at their phone, and walking off evolution. Voice recognition is the next the plane like lemmings marching to the sea in a robotic stare. big breakthrough. Most people are not masters of REALITY: People are walking their own phone. They use programs into walls, tripping, bumping into other they need, and rarely explore new people and crashing their cars while ones unless recommended by a friend. looking at and using their phones. A classic cartoon in The New (Think about how you found many of Yorker magazine a few weeks ago the apps you use.) If you’re seeking mastery of your showed a picture of a woman on her device, here are the fundamental how- phone saying, “I’ve invited a bunch tos: of my friends over to stare at their • How to use it mechanically. phones.” (Not just on and off.) Your phone holds The smart phone is here to stay. technological mysteries and magic that They’re cheap to use and application can make your hours pay higher divi- options are expanding every day. Your dends once you master them. challenge is to harness it, master it and • How to use it mannerly. The bank it. “when” and “how loud” are vital to your perceived image. See some more Jeffrey Gitomer is the author of The rules and guidelines below. • How to use it to enhance com- Sales Bible, Customer Satisfaction is munication. Texting is the new black. Worthless Customer Loyalty is Priceless, Data transmission now exceeds voice The Little Red Book of Selling, The transmission — by a lot. E-mailing a Little Red Book of Sales Answers, The customer? How do they perceive you Little Black Book of Connections, The when they read it? Is it “C U L8r” or Little Gold Book of YES! Attitude, The “See you later”? Is it “LMK” or “let Little Green Book of Getting Your Way, me know”? You tell me. I don’t abbre- The Little Platinum Book of Cha-Ching, viate. My mother would have never The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! approved. • How to use it to master social His website, www.gitomer.com, will lead media. Tweet value messages on the you to more information about training go. Facebook is inevitable, and now and seminars, or e-mail him personally that Instagram is linked, you’ll need at firstname.lastname@example.org. © 2012 All Rights Reserved an hour a day to post and keep current.
Romney needs to change two words I’m going to come out with my personal lenge his integrity, paint him as an out-of-touch endorsement for Mitt Romney in this year’s Wall Streeter, etc. He continues to try and walk the middle as presidential race, not just to be the nominee, but also to win in November and become President the front-runner, and just hope the damage isn’t too deep to be overcome in the end. of the United States. And to a degree, it’s working. With his Of course, Romney has conspicuously not sought my endorsement — a fact that has not Illinois win, he climbed over the halfway point escaped me, but for which I have decided to for- for delegates and that win was significant enough to provide some momentum. Now, finally, the give him. Having now given the endorsement, I have other guys — except for the consistently-mesto say, it is because I believe he’s a competent saged Ron Paul — have dropped out. As a marketing guy, my point is, it could leader who may well turn out to be the Ronald Reagan of the first half of this century, but no have been closed a lot sooner if his messaging matter how well he performs, he is not likely to would have been crisper. I watched his interview with Chris Wallace of get Reagan-like accolades. “Fox News Sunday” a couple of weeks Look, I was around for the 2002 ago. He didn’t say anything wrong. It Olympics, during the time leading up to just felt like he consistently missed them and during the time when the whole the bullseye by a couple of inches. thing was a mess. It was not a little mess. Opportunity after opportunity comes It was a huge mess. Dwarfed, perhaps, up and time after time, he seems to by the federal government mess, but a miss them. big mess nonetheless. And I saw Romney There does appear to be some light turn that thing, virtually on a dime, at the end of the tunnel, however. I and almost single-handedly save Utah from a terrible embarrassment. Instead, it Jim Ackerman watched his victory speech following the Illinois win and he began to became our finest hour. unleash some things against President And as a politician he’s clearly no slouch either. To be the governor of a state as Obama that seemed to really resonate. I’ve always liked his “Nice guy without a liberal as Utah is conservative, with an 80 or 85 percent Democratic legislature, it’s no small feat clue” line and have marveled that he hasn’t been that he even got elected. My sense is he governed more consistent with that theme. Doesn’t want to well and accomplished much, regardless of how wear it out too early, perhaps? But it came up again in that speech in you personally feel about “RomneyCare” and what his GOP detractors have said on the cam- slightly modified form, with his “You can’t learn that as a law professor at Chicago University, paign trail this primary season. So I’m squarely behind Mitt, and I have or even as a community organizer,” line, referbeen since his first run in 2008. Still, I’m struck ring to Obama’s fundamental inability to fix the by the fact that he and his handlers seem so inept economy. Earlier that week, he referred to his thenat getting the message right. And it’s not that they’re getting it wrong, either. They’re just not top GOP rival Rick Santorum as an “economic lightweight.” Bravo. These kids of terms are the getting it right. Look, I’ve seen a change in a headline to an kind of things that work. Santorum would have been a lightweight ad increase response to the exact same ad by as much as 2,100 percent. That’s right! A 21 times for the same reason Obama is. He’s never run increase in response by reworking a headline. I anything in his life. People who run for, become personally changed just two words in a headline and then come out of the House and Senate, once, and saw response go up by a factor of 10. aren’t real leaders, they’re classic middle manLiterally a 1,000 percent increase by changing agers. The buck never stops with them. We’re always better off with governors and business two words, by getting the message right. And that’s where Romney is falling short. owners. Romney is overplaying the businessman That is the single reason why he struggled to seal stuff and underplaying his governorship. He this deal. You see, it’s not just what we do that ought to be able to turn that into a positive. What counts, it’s the way we do it. It’s not just about he accomplished in Massachusetts was amazing, what we say, but HOW we say it that can make considering the traditions of the state and the makeup of the legislature he had to work with. all the difference in the world. In 2008, I thought Romney’s campaign was Yes, there are liabilities there, but that’s the job lackluster throughout. He never got it right. But of his team — to figure out how to neutralize I assumed he’d make changes this time around. them and build the positives into the message. That’s your job in your enterprise too. Few Unfortunately, I see the same challenges this products or services are perfect. Most have comtime. Don’t get me wrong. I believe he correctly petitors with legitimate strengths. You’ve got to sees that he can’t move too far to the right in craft a message that resonates with people, both the primaries to secure the nomination, but in on their move toward pleasure and move away the process alienate key independents who are from pain hot buttons. If you can craft your message with the kind likely to make all the difference in the general. But at the same time, he has to be conservative of resonance Romney has not yet found, you’ll enough that the GOP base will choose him over find your “deals” close a lot faster and easier the more conservative-looking alternatives, who than his. have nothing to lose by charging hard to the right. That’s his strategic reality. His tactical Jim Ackerman is a Salt Lake City-based marketing speaker, marketing coach, author execution remains the problem. and ad writer. For his speaking services go For a long time, I thought he was just trying to www.marketingspeakerjimackerman.com to keep his powder dry, trying to get through the Subscribe to his VLOGS at www.YouTube.com/ primaries without revealing all his cards. Now I MarketingSpeakerJimA, where you get a video wonder if he’s got a full deck. His Republican marketing tip of the day, and at www.YouTube. opponents have hammered him for being too com/GoodBadnUglyAds, where Ackerman does liberal, successfully making him less attractive a weekly ad critique and lets you do the same. ©2012, Jim Ackerman to the base, while simultaneously increasing his All Rights Reserved unfavorables to the independents as they chal-
from page 20
LAW • Jones Waldo has creat-
ed a new collection of “spotlight” blogs that which can be found at joneswaldo.com. Staff attorneys will provide more in-depth information about their areas of practice. From videos to e-newsletters to blogs, the spotlight sites take advantage of the latest technology making information available on a multitude of platforms. Readers can subscribe, visit linked social media profiles, research a topic of interest using resources offered by attorneys and catch up on the latest Jones Waldo Twitter feed (@ joneswaldo). Currently, attorneys have developed spotlight sites on environmental law, consumer safety, estate planning, insurance regulatory law and other topics.
LIFE SCIENCES • Great Basin Corp., a pri-
vately-held West Valley City life sciences company developing sample-to-result molecular diagnostic solutions, said the U.S. Food and Drug Administration has granted approval for its first molecular diagnostic test for Clostridium difficile (C. diff), one of the most common and deadly hospitalacquired infections. Such infections impact about 700,000 people in the U.S. annually, according to the Centers of Disease Control and Prevention. With the number of outbreaks for the difficult-to-
treat infection on the rise since 2003, the new diagnostic test from Great Basin will empower health care providers to quickly diagnose patients with C. diff, resulting in faster time to treatment and better patient outcomes.
MANUFACTURING • Orem-based Mity-Lite Inc.,
a leading manufacturer of durable lightweight banquet, meeting and event furniture, has received the 2012 Manufacturing Leadership 100 award for Operational Excellence from Manufacturing Executive. The national award, sponsored by Manufacturing Executive magazine, identifies and honors manufacturers and individuals that are shaping the future of global manufacturing. Mity-Lite received the honor for undertaking an operational transformation process that sped new product innovation for growth, re-invented key production processes to drastically reduce costs and customer lead times, as well as improving supply chain performance and employee safety. Since 2008, Mity-Lite has introduced 18 new specialty furniture products.
May 7-13, 2012
development-stage mining company with a portfolio of iron ore projects in northern Sweden and Finland. This supply chain will handle a planned daily volume of 14,000 tons of concentrated iron ore. The ore will travel 150 kilometers by truck, to be transloaded into railcars for a 225 kilometer trip to the port where it will be loaded onto ships for export. With 150 locations and over 2,500 employees, Savage is a global leader in the creation and delivery of bundled supply chain management services.
• United Way of Salt Lake relocated its office to 257 E. 200 S., Suite 300, effective May 1. All phone numbers and e-mail addresses will remain the same. The new location is a smaller, more cost-effective space, allowing the organization to better accommodate a collaborative working environment to meet the needs of staff, partners, volunteers, donors, board members and the children and families that United Way serves. An open house will be held June 12 from 4 to 6 p.m.
NATURAL RESOURCES • Savage Services, Salt Lake City, has entered into an agreement to manage the supply chain logistics from the Northland iron ore mine in Kaunisvaara, Sweden to the Port of Narvik in Norway for Northland Resources S.A., a
• Beehive Cheese Co., Union Grill and Roosters Brewing Co. and Restaurant will unite for the sixth annual Union of the Birds and Bees tasting event May 12 from 5:30 to 9 p.m. at Ogden’s
Historic Union Station. New this year, the event beneficiary is the Union Station Foundation. Tickets are $50 per person and are available online at www.beehivecheese.com. Tickets can also be purchased on site at Beehive Cheese Creamery, Roosters’ Ogden and Layton locations or at Union Grill. Guests will receive a commemorative glass to mark the occasion.
SPORTS/RECREATION • OnTheSnow.com, the most
visited snow sports website in the world, announced last week that Snowbird Ski and Summer Resort was voted the Best Overall Resort in North America by readers of the website as part of its Visitors’ Choice Awards. Snowbird also won the Best Terrain in the Rockies award. Over the course of the winter, the OnTheSnow community collectively posts thousands of resort reviews. Users rank resorts on a scale of one to five stars in five categories: Family, Park and Pipe, All Mountain Terrain, Nightlife and Overall Excellence.
TRANSPORTATION • Salt Lake City-based Professional Sales and Services, a regional outfitter of emergency vehicles, has been awarded a twoyear contract by Salt Lake City Corp. to provide equipment, parts and installation of emergency equipment on all city vehicles.
The scope of work for the new contract encompasses providing and installing various emergency lighting and equipment components for vehicles in the city’s Fleet Management Division and other city divisions as requested. To be installed are light bars and other emergency lighting, computer tables and hardware, consoles, cages, sirens, controllers and gun mounts. Salt Lake City Corp. has approximately 1,511 vehicles with emergency lighting including. • SkyWest Airlines, St. George, has won Bombardier’s 2011 Annual Airline Reliability Performance Award. Topping the CRJ100/200 product category for the North America region, SkyWest took the title for the second year running and for the fourth time in the last five years. SkyWest earned the title in the same product and region category in 2007, 2008 and 2010. The airline also received top honors for overall dispatch reliability. • England Logistics, Salt Lake City, has hired Benjamin Blake, John Porter, Heath Capps, Chad Carter, Jordan Nielson, Cameron Cornelius, Philip A. Stats, Vance Sowdgren, Tyler Neal, Cameron Evans and Wyatt Meldrum as full truckload account managers. The firm, the nation’s 10th largest freight brokerage, currently has openings for professionals interested in sales positions.
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2012 HOME GAMES
May 7-13, 2012
Will GOP exploit Secret Service and GSA scandals?
Colombian prostitutes and restrain himself so far. lavish partying in Vegas inspire Yet Republicans who won’t hot headlines — and understand- pretend that Obama is responsible ably infuriate the public. But con- for a handful of bad security agents cerned as President Obama must or GSA officials will still scream be over the unfolding embarrass- that these misadventures prove “Democratic big governments in the Secret Service ment” is America’s bigand the General Services gest problem. Administration, he may Initial efforts to lay actually be comforted by blame upon the president the feeble attempts of a — who was betrayed by few politicians to wring both the GSA director he political profit from those had appointed and by the scandals. The likelihood Secret Service and milithat the White House is implicated can be mea- Joe Conason tary personnel tasked to protect him in Cartagena sured by their stature. When senators like Joe — were predictable enough. Sen. Lieberman, Chuck Grassley and Susan Collins, R-Maine, sugSusan Collins demand that the gested that Obama is somehow president or his administration “responsible” for overspending on must be “held accountable,” it is a GSA conference in Las Vegas safe to assume further investiga- simply because he appointed the tion will discover nothing damn- agency’s head (whom he promptly ing. Even Rep. Pete King, R-N.Y., fired when the abuses came to the highly excitable chairman of his attention). She has been in the House Homeland Security government long enough to know Committee, has been able to that the president can scarcely
oversee every dollar — and while $860,000 sounds like a lot of money, it is a vanishingly small sum in a nearly $4 trillion federal budget. Grandstanding politicians like her often compare the nation’s expenditures, with false naivete, to a household budget. For a family earning $40,000 a year, this would represent a misallocation of far less than four cents. As for the prostitution scandal, Sen. Chuck Grassley, R-Iowa, seized upon the inevitable publicity to get a little for himself, by asking the Secret Service whether it is adequately investigating the possible involvement of White House staff members. He specifically pointed to the White House Communications Agency — which used to be called the “Signal Office” and is in fact part of the White House Military Office, not under direct control of the president or his civilian staff, as the Iowa senator ought
to know by now. Sen. Lieberman, the Connecticut independent who nominally caucuses with the Senate Democrats, chimed in on Fox News with his usual sanctimony to urge that the President be “held accountable” for the Secret Service fiasco, although he couldn’t quite explain what that would mean, instead reciting the usual “buck stops at the president’s desk” pap. Other figures in the ranks of the president’s adversaries, such as super PAC boss Karl Rove, have wisely urged the Republicans to refrain from politicizing either of these mini-scandals for the moment. Having worked in the White House, Rove probably knows that the president has done what he can to address them. The White House counsel’s office has already reported that none of the presidential staff was involved in the Cartagena misconduct. But certainly some
Republicans will seek to conflate the GSA matter (and perhaps even the Secret Service scandal) with all government spending, since the tea party ideology that now dominates their party deems almost all government to be synonymous with “waste, fraud and abuse.” Would they abolish the Secret Service? Probably not, since that great scourge of waste, Newt Gingrich, insists he will continue using their protection — at a cost of millions in taxpayer dollars — from now until the GOP convention in August. As for the GSA, the problem there appears to have arisen from a favorite Republican panacea that is always supposed to eliminate inefficiency: the hiring of a private contractor.
ees have a right to decline to have this personal information given out to union organizers, under NLRB rules. In other words, union organizers will now have the legal right to pressure, harass or intimidate workers on the job or in their own homes, in order to get them to sign up with the union. Among the consequences of not signing up is union reprisal on the job if the union wins the election. But physical threats and actions are by no means off the table, as many people who get in the way of unions have learned. Workers who do not want to join a union will now have to decide how much harassment of themselves and their family they are going to have to put up with, if they don’t knuckle under. In the past, unions had to make the case to workers that it was in their best interests to join. Meanwhile, employers would make their case to the same workers that it was in their best interest to vote against joining.
When the unions began losing those elections, they decided to change the rules. And after Barack Obama was elected President of the United States, with large financial support from labor unions, the rules were in fact changed by Obama’s NLRB. As if to make the outcome of workers’ “choices” more of a foregone conclusion, the time period between the announcement of an election and the election itself has been shortened by the NLRB. In other words, the union can spend months, or whatever amount of time it takes, for them to prepare and implement an organizing campaign beforehand — and then suddenly announce a deadline date for the decision on having or not having a union. The union organizers can launch their full-court press before the employers have time to organize a comparable counter-argument or the workers have time to weigh their decision, while being pressured. The last thing this process is
concerned about is a free choice for workers. The first thing it is concerned about is getting a captive group of union members, whose compulsory dues provide a large sum of money to be spent at the discretion of union bosses, to provide those bosses with both personal perks and political power to wield, on the basis of their ability to pick and choose where to make campaign contributions from the union members’ dues. Union elections do not recur like other elections. They are like some Third World elections: “One man, one vote — one time.” And getting a recognized union unrecognized is an uphill struggle. But, so long as many people refuse to see the union for what it is, or the Obama administration for what it is, this cynical and corrupt process can continue.
Joe Conason is the editor in chief of NationalMemo.com. Copyright 2012 Creators.com.
A cynical process Labor unions, like the United whether or not they wanted to join Nations, are all too often judged a labor union. by what they are envisioned as Ever since the National Labor being — not by what they actually Relations Act of 1935, workers are or what they actually do. have been able to express their Many people, who free choice of joining or do not look beyond the not joining a labor union vision or the rhetoric to in a federally conducted the reality, still think of election with a secret labor unions as protectors ballot. of working people from As workers in the their employers. And union private sector have, over bosses still employ that the years, increasingly Thomas kind of rhetoric. However, voted to reject joinSowell someone once said, “When ing labor unions, union I speak I put on a mask, but when bosses have sought to replace I act I must take it off.” secret ballots with signed docu That mask has been coming ments — signed in the presence off, more and more, especially of union organizers and under the during the Obama administration, pressures, harassments or implicit and what is revealed underneath is threats of those organizers. very ugly, very cynical and very Now that the Obama admindangerous. istration has appointed a majority First there was the grossly of the members of the National misnamed “Employee Free Choice Labor Relations Board, the Act” that the administration tried NLRB leadership has imposed to push through Congress. What it new requirements that employwould have destroyed was precise- ers supply union organizers with ly what it claimed to be promoting the names and home addresses of — a free choice by workers as to every employee. Nor do employ-
Thomas Sowell is a senior fellow at the Hoover Institution, Stanford University, Stanford, CA 94305. Copyright 2012 Creators.com
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