www.slenterprise.com September 29-October 5, 2014 Volume 44, Number 7 $1.50 Utah job growth Weber & Davis Utah'sCounties Business contines to be Heritage pages 15-18 Page 13 Sponsored by: 'strong & steady' Utah’s non-farm payroll employment for August grew by an estimated 3.5 per- cent, adding 44,700 jobs to the economy as compared to August 2013. There are now an estimated 1,332,900 Utahns employed. pages F1-F8 August’s seasonally adjusted unem- ployment rate came in at 3.6 percent — no change from the prior month’s rate. Ap- proximately 51,100 Utahns were unem- Laurel Delaney provides guidance to companies considering international trade during last week’s ployed in the month and actively seeking Utah Global Forum. The first-ever event at the Salt Palace attracted several hundred people. Dela- work. The national unemployment rate was ney, author of exporting-based books and founder and president of management consulting com- virtually unchanged, dropping by one-tenth pany GlobeTrade, encouraged small businesses to consider foreign trade. Currently, only 370,000 of a percentage point from July. small U.S. companies are involved in international business. Photo by Joe Canfield. “Utah’s job growth continues at a strong and steady rate,” said Carrie Mayne, chief economist at the Department of Workforce Services. “Although the household survey Forum: Business opps are out there has shown a decline in Utah’s labor force Chamber. Rather than concurrent breakout volume, expansion in the job market shows Brice Wallace sessions, the forum consisted of quick pre- strong hiring activity. Many employment The Enterprise sentations — most of them 15 minutes — opportunities exist across the state for Utah and expert panels focusing on the opportu- workers.” “There are business opportunities nities and challenges of entering the global All of the 10 private sector industry everywhere.” marketplace. groups measured in the establishment sur- With that sentence, Gov. Gary Herbert Statistics abounded. For example, Val vey posted net job increases in August as articulated the gist of the first-ever Utah Hale, executive director of GOED, said compared to last year. The largest employ- Global Forum, a gathering of business and that Utah has grown exports to Mexico by ment increases were in construction (8,700 government leaders to learn about opportu- 851 percent during the past two decades, jobs); trade, transportation and utilities nities to conduct international trade. including quadrupling in the past 10 years (6,800 jobs); and leisure and hospitality Last week’s event at the Salt Palace alone. “With numbers like that, I’m sure services (6,600 jobs). The fastest employ- was hosted by the Governor’s Office of that your business would love to have a ment growth occurred in construction (11.2 Economic Development (GOED), World percent), information (7.3 percent) and oth- Trade Center Utah and the Salt Lake see GLOBAL pg. 4 er services (5.7 percent).

Private sector hurt by societal dependence, says Will reconcile Americans to being wards of the taxes, which increases the weight of the Brice Wallace government,” Will said as part of the Zions government, and the death spiral contin- The Enterprise Bank Premier Wealth Management speaker ues.” The United States is in a “death spiral” series. “We’re reaching the tipping point at Government dependency, he said, in which more and more people are becom- which an ever-larger majority of Americans comes in many forms, including paying ing dependent on the federal government are related to the central government either for healthcare, more people relying on food and which is stifling the private sector. as its employees or as its clients. stamps, and involving even the energy sec- That’s the view of George Will, col- “This, to me, presages a death spiral tor, which he said is “full of political and umnist, author and Fox News Channel of the welfare state. As the weight of the government dependency.” contributor, who spoke recently in Salt Lake government becomes more and more sup- It also is evident in the growth of Social City. pressive of the energy of the private sector, Security disability. “I believe, ladies and gentlemen, there which alone, by its growth, can throw off “The public is healthier than ever is an agenda in Washington to change social the revenues to pay the bills. It suppresses before, the workplace is safer than ever the energy of the private sector. It tries to norms, to de-stigmatize dependency, and by see WILL pg. 5 so doing, change the national character, to make up for the shortfall by increasing

Steve Diamond FINANCING UTAH’S ECONOMIC GROWTH Business Banking, VP Relationship Manager Commercial Real Estate Lending One Time Close Construction to Term 2605 Washington Blvd., Ogden, UT 84401 Income Producing Investor Financing SBA 504 Loans (801) 698-6283 (801) 409-5241 [email protected] 2 · Sept. 29 - Oct. 5, 2014 · The Enterprise - Utah's Business Journal Osprey Packs moves warehouse operation to Ogden Colorado-base backpack for improved supply chain effi- the Cortez team member base. company Osprey Packs Inc. has ciencies, smaller environmental “This single roof distribu- picked Ogden as the location for impact as well as providing access tion model will enable Osprey to the company’s new U.S. distribu- to transportation lanes that support better serve our partners as well tion center. While Osprey compa- better service to the brand’s retail- as streamline most logistics pro- ny headquarters, which includes er base. cesses,” said David Dunn, opera- sales, customer service, market- This move also addresses tions director of Osprey. “After Agency renames, rebrands ing, finance, returns and other core the space constraints Osprey has thoughtful consideration of all our functions, will remain in Cortez, faced in recent years, requiring the options, the Osprey Logistics and Long-time Salt Lake City advertising and public relations Colorado, warehousing and ship- company to patch together sever- Fulfillment team was extremely agency Penna Powers Brian Haynes has changed its name and ad- ping will occupy a new 108,000- al smaller facilities in Cortez. By impressed with the Ogden com- opted a new graphic identity. The firm will now be known simply square-foot warehouse being built contrast, the new structure stream- munity and the BDO park in par- as Penna Powers. for Osprey in the Business Depot lines the organization with the ticular.” “Our rebrand is more than just semantics,” said Penna Pow- Ogden (BDO). Completion of the headquarters facility in Colorado The new distribution center is ers founding partner and CEO Chuck Penna. “Communication is building, along with retailer ship- and another single distribution set to open with up to 20 Osprey always changing, but the basis of successful communication, and ments from this new location, is center in Ogden. The plan also in- team members, many of whom building brands, has been and remains two-way conversation. The expected by mid–2015. cludes the expansion of Osprey’s will be relocating from Colorado new mark captures that essence.” This relocation positions Os- Colorado headquarters to create and some of whom will be new The logo, consisting of stylized dialogue boxes, represents a prey’s U.S. distribution center near an improved work environment hires in Utah. two-way conversation — the foundation for building successful the national rail network, allowing and allow for continued growth of brands, according to Penna. Together with partners Dave Smith and Mike Brian, Penna unveiled the agency’s new name and logo as part of its 30th anniversary celebration. “As a company, we have also had many evolutions over our Provo's VitalSmarts acquired by equity firm 30 years, adding disciplines, capabilities and offices, but there has Provo-based corporate train- ing this incredible company,” said lead the company as CEO, and the always been one constant — we have an innovative, hard working ing company VitalSmarts has been Andrew Shimberg, CEO of Vi- VitalSmarts leadership team will team that constantly looks ahead to deliver on the next big thing.” acquired by Providence Equity talSmarts. “With their strong, es- remain the same. Co-founders said Brian. “We also want to recognize our tremendous client part- Partners of Providence, Rhode Is- tablished platform in the industry and authors Joseph Grenny, David ners who allow us to do what we love, and we can’t wait to see what the next 30 years brings.” land. The companies have not dis- and deep financial and operation- Maxfield and Kerry Patterson will closed the financial terms of the al expertise, Providence is an ide- “Communication also is the catalyst to anticipating the busi- continue to provide intellectual transaction. al partner to help us achieve our ness needs of our clients,” said managing partner Smith. “Like “Today is a happy day for all long-term vision.” property leadership, research and gravity, digital is a powerful force influencing relationships, con- who have been involved in build- Shimberg will continue to new content. versions and decisions. Integrating digital strategies and capabili- ties into our wheelhouse has jettisoned our ability to help our cli- ent partners achieve their communication and business goals." Riverton Hospital breaks ground on addition The agency’s current office location on Major Street in Salt Lake is its third home. The agency also has an office in Las Vegas. After just five years of busi- sion project. The new four-story, expand to meet the growing de- Today the agency has nearly 50 employees working in two states. ness, Riverton Hospital is under- 120,000-square-foot building will mand for services. taking a major expansion project house several additional servic- “Throughout the last few to meet the needs of residents of es at Riverton Hospital, includ- years, the cities in our service area Riverton, Herriman, Bluffdale and ing rheumatology, pulmonology, a have been ranked among the fast- South Jordan. senior clinic, ophthalmology and The hospital, which is lo- podiatry. It will also allow current est-growing cities in the nation,” Unishippers launches subsidiary cated at 3741 W. 12600 S., has services such as the inpatient lab, said Blair Kent, Riverton Hospi- Unishippers, a small package and significantly betters the fran- broken ground for the expan- endoscopy and physical therapy to tal’s administrator. and freight shipping reseller has chise system as a whole. We’re opened its new subsidiary, Launch ecstatic to see our vision finally Logistics, located in its hometown come to life.” of Salt Lake City. Joe Curtis, who The Launch Logistics team has been the vice president of will be working closely with Uni- Super sales for Unishippers since 2008, shippers franchisees and the fran- is the new entity’s president. chisor to develop stronger solu- Launch Logistics is intended tions for both its customers and to rapidly expand the company’s the franchisees’ back office oper- Women salesforce and customer service ations, making the shipping pro- The Annual Summit for expertise and operates alongside cess smoother and more efficient. Women in the CPA its accelerating franchise net- The new company will also re- work, prompting further growth duce franchisees’ cost to do busi- Profession in Utah and hands-on learning that will ness and increase overall efficien- benefit the entire franchise sys- cy as processes and technology tem. The subsidiary plans to hire solutions will be developed and 60 new employees by April 2015. field-=tested through Launch Lo- As a result, Unishippers expects to double its workforce in the gistics before they are implement- state of Utah. In particular, the ed systemwide. management team is looking to “Unishippers focuses on pro- hire skilled professionals in sales, viding shipping services to the small to mid-size business mar- This exclusive conference is designed to bridge Thursday, Oct. 2 customer service, freight manage- ment and administration. ket. This market is estimated at the gender gap in the profession while educating Time: 8 a.m. - 4 p.m. “Unishippers has made a sub- a staggering $100 billion and Un- Location: Pierpont Place, 163 W. Pierpont Ave. and empowering women. This event promotes stantial investment in this subsid- ishippers has a relatively small the professional growth of women in the Cost: $115 (discount for UACPA and iary to best support Unishippers’ market share even taking into ac- workforce and aims to help them advance in AWSCPA members) accelerating growth in 2014,” count our impressive growth over their careers, strengthen communication, take on CPE: Eight (8) hours said Curtis. “We developed this the past couple of years,” added Register: uacpa.org or call 801.466.8022 leadership roles and more. new sales and service operation to Curtis. “Launch Logistics will al- yield significant productivity and low us to further expand into the efficiency gains in both sales and space and reach even more small 1240 E. 2100 South, Suite 500 Salt Lake City, UT 84106 customer service. Launch Logis- to mid-sized businesses that can 801.466.8022 | uacpa.org tics provides great employment undoubtedly benefit from our en- opportunities in the Salt Lake area hanced services.” The Enterprise - Utah's Business Journal · Sept. 29 - Oct. 5, 2014 · 3 West Point development underway The Wright Development Wright will develop an addi- Grou is developing a 27-acre com- tional 27,000 square feet of retail mercial and residential mixed-use space including mid box tenants, development located on the south- retail shops, banks, credit unions, west corner of 2000 West and 300 restaurants and other commercial North in West Point. users. The project will include a The Wright Development 21-acre commercial component Group is a Utah based real es- with over 150,000 square feet of tate development firm which has commercial space anchored by a developed over 1,300,000 square 123,494 square foot Smith’s Mar- feet of commercial space and ketplace with a pharmacy and a Smith’s fuel station. It is antici- owns and manages ten shopping pated that Smith’s will start con- centers across the Wasatch Front struction of the Smith’s Market- including the Super Walmart, place in the spring of 2015 with a Lowes Home Improvement Cen- store opening in early 2016. ter and Kohl’s in Clinton. Malouf buys La-Z-Boy building Bedding accessories manu- week later, Malouf had announced facturer, Malouf has acquired a its best sales week ever which con- 675,000 square foot building from tributed to its best month and best La-Z-Boy allowing faster ship- quarter. ping and more space for its rapid “We are excited to have Brett Heimburger, director of International Trade and Diplomacy at the Governor’s Office of Economic Development, growth in bedding products, Ac- Malouf join the community,” said and Cynthia Chen, the China trade representative, speak at a reception in JuWangFu, China. Heimburger and Chen, cording to company officals. Mitch Zundel, economic develop- along with the Utah delegation, met with various business leaders throughout the reception, building key connections Located in Box Elder County for future expansion of Utah businesses. ment director for Box Elder Coun- and near its headquarters in Lo- ty. “They have already been great gan, Malouf will use the building to work with and we look forward to reinforce its Logan and Lenoir, to what is to come.” Zundel ex- North Carolina warehouse loca- pects an unspecified number of tions. China trade mission deemed success new jobs to be created when the “To better serve our custom- facility opens. Members of a delegation of cussions with these groups fo- gy sector and government officials ers and to be poised for growth, Utahns on a trade mission to Chi- cused on the possibilities to devel- advised these individuals on the we needed more space,” said Mike na came home believing the effort op platforms for investment into regulations and restrictions to for- Douglas, the general manager at was worthwhile. The delegates emerging research and technolo- eign investors in U.S. companies Malouf. “In the last few weeks cited the way promotional mate- gies in Utah that could be lever- and technologies. we hit some large sales and pro- UTAH’S BUSINESS JOURNAL rial disappeared following events aged in China. China is a rapidly growing duction milestones. In addition, USPS # 891-300 during the five-day tour which Companies in the Utah dele- market for visitors to the Unit- we have nearly 1,000 new product Published weekly by: ended recently as proof that they gation that support the direct sell- ed State and, to capitalize on this SKUs planned for the next year so Enterprise Newspaper Group were making an impact with the ing nutraceutical industry such as trend, the Utah Office of Tourism it’s not hard to guess the reason 825 North 300 West Ste. NE220 Chinese. SupraNaturals, Mineral Resources has also conducted a sales mission we chose to double our warehouse Salt Lake City, Utah 84103 801-533-0556 FAX 801-533-0684 Delegates said that brochures International and Albion Minerals, to China returning last week. The space.” www.slenterprise.com about Utah flew off the display all made strong contacts with Chi- group is actively working with At the end of August, Malouf PUBLISHER & EDITOR table at a reception in JuWangFu nese companies that facilitate and Chinese tour operators and online announced the beginning of its R. George Gregersen after the showing of a video fea- support that industry. tour agencies to increase aware- largest production cycle to date PRESIDENT turing Utah’s Mighty Five nation- The Chinese also expressed ness of Utah’s year-round tourist by manufacturing more products David G. Gregersen al parks and following high level a specific interest in Utah’s ener- attractions. at one time than ever before. One [email protected] business meetings held during the VP/GENERAL SALES MANAGER Dale Dimond day with members of the trade [email protected] mission. MANAGING EDITOR The contacts made with Chi- John M. Rogers nese business leaders and investor [email protected] CONTROLLER groups during daytime meetings Richard Taylor initiated possible new business for [email protected] delegation members. The private OFFICE MANAGER reception at the end of each day Dionne Halverson [email protected] was part of the trade mission to There is another option to the REAL ESTATE SECTION China where business executives Rhonda Bachman and government officials met with [email protected] even more Chinese representatives Affordable Care Act (ACA) CIRCULATION Subscription inquiries: from many major Chinese compa- [email protected] nies to form personal relationships marketplace exchange. ADVERTISING INQUIRIES that are key to productive busi- [email protected] ness relations in China. The re- Utah Private Health Exchange offers a private alternative to the ACA confusion. One carrier, TO CONTACT NEWSROOM [email protected] sults seemed to bode well for Utah one agent, fifteen plan choices accessing Regence BlueCross BlueShield of Utah, retaining the employer/employee relationship with tax favored premium payments. ART SUBMISSIONS businesses looking to expand to [email protected] China and for Chinese companies Subscription Rates: Online only, $55 per year looking to invest in Utah. Print only, $65 per year The Utah delegation met with Online and Print, $75 per year investor groups which included Any opinions expressed by the columnists are not China Renaissance Capital Invest- necessarily the opinions or policy of Enterprise, it’s owners or managers. Reproduction or use of ment Ltd., Huatai Financial Hold- contents without written consent of the publisher is ings Ltd., WTOP.com and Haier, prohibited. All rights reserved. © 2013 Enterprise Newspaper Group Inc. the major Chinese appliance man- Periodical postage paid at Salt Lake City, Utah ufacturer which already has some POSTMASTER: Send address corrections to: P.O. Box 11778, Downtown Station operations in South Carolina. Dis- Utah Private Health Exchange is not affiliated with any State Exchange or Federal Marketplace. Insurance License #46845 and #485041. Salt Lake City, Utah 84147 4 · Sept. 29 - Oct. 5, 2014 · The Enterprise - Utah's Business Journal GLOBAL additional growth,” she said. urban areas, up from 20 percent She added that most small in 1979 and resulting in the move- from page 1 businesses that are export-ready ment of about 300 million people. are growing quickly. “And even The population also is aging and piece of that type of trade with though they may not be growing becoming more middle-class. Mexico,” he told the crowd. at a speed they would like to be What’s more, about 171 Lane Beattie, president and growing, many of them at least Chinese cities have populations CEO of the Salt Lake Chamber, have the ability to stay in business of 1 million or more. “I would noted that trade with the European longer than non-exporting compa- Union rose 86 percent between argue to you that it is in these nies,” Delaney said. 2007 and 2013. “That’s absolutely secondary cities that a great deal Herbert reiterated a goal phenomenal, and just remember of opportunity lies for Utah com- spelled out earlier this year for what the economy was like during panies,” he said, adding that China Utah to grow its value-added that time,” Beattie said. itself represents “the most exciting product exports by $1.6 billion Herbert said Utah has doubled economic opportunity of our life- over the next five years. its overall import/export totals in times.” “That’s the goal, which is the past 10 years, and exports in • Paul Campbell, president lofty. It’s certainly not something 2013 totaled $16.1 million. Of that and general manager of Campbell that’s going to be easy to do, and figure, $7.6 billion was in value- Scientific, advising companies there are many naysayers who added products. In each of the past starting trade in China to pay say, ‘Gary, you can’t do it.’ But I few years, Utah has led the nation attention to the character of the remind everybody that the same in export growth, accounting for people with whom they are deal- people who said we can’t do this 150,000 new jobs in the state. ing, to find a compatible market said we couldn’t create 100,000 “I’m here to tell you, I think niche, to protect their intellectual jobs in 1,000 days either,” Herbert we’re just barely scratching the property through interdependent said. surface,” the governor said. “I relationships, and to be loyal to “We’ve proved the naysayers think the potential that we have their employees and share their Advance Storage Products, a private manufacturing company wrong. Utah has a can-do spirit. worldwide is incredible.” Ninety- success. based in Garden Grove, California, has officially opened a new manu- We have a mentality and attitude five percent of the world’s pop- His company started doing facturing plant at 939 S. 700 W., Salt Lake City. Above, attendees at a [where] we can succeed where ulation is outside the U.S. and business in China because it was recent grand opening tour the facility. others may be struggling.” The company has hired 34 workers, of whom 22 were unemployed they are all potential customers, he growing, it wanted to show a com- Among Utah’s advantages is when they were hired, and invested $8 million in equipment and the added. mitment to Chinese customers, it a global recognition — “being 65,000-square-foot building, which sits on 15 acres. Laurel Delaney, founder of wanted to provide better technical known outside our own borders Advance Storage Products manufactures warehouse rack systems GlobeTrade and author of several assistance and improve product and is the market leader in the pushback rack industry. In business for at a level we’ve never had before books about exporting, displayed a training, and it believed it would more than 50 years, the company has completed more than 10,000 proj- in our state’s history,” he said. slide indicating 2013 saw a record open the door to new markets. ects in the United States, South America, Central America, China and Among the reasons are the 2002 $2.3 trillion in U.S. exports, which Canada for global customers, including Pepsi, Coca-Cola, Johnson & Winter Olympic Games, Utah’s • Sundaresan Ram, associ- supported a record 11.3 million Johnson, Procter and Gamble, Hartz Mountain and Americold Logis- promotional spending and the ate professor of global market- U.S. jobs. However, only 1 per- tics. state’s many trade missions in ing at Thunderbird University, The company has 210 employees and also operates a manufactur- cent of U.S. companies are export- recent years, allowing Utah to extolling the virtues of branding. ing plant in Cedartown, Georgia. ing, and only 370,000 are small advance from “an unknown com- “Everything can be branded in “We decided to expand our manufacturing capabilities and reach businesses. life,” he said, noting that some here based on our research and analysis,” said John VR Krummell, modity.” “So what that should tell all of worldwide brands are recogniz- president and chief executive. “We determined that Salt Lake City pro- “This is the best place in you is that there are a whole heck vides a competitively strategic location coupled with an excellent work- America to live, to raise a family able even by people who cannot of lot of small businesses that are force, work ethic and business/technology environment essential to a and to do business, and, with your read or write. not exporting, for whatever rea- successful operation.” help, we’ll make it the best place Growing a brand involves son. … We have a lot of room for in the world,” he said. having both tangible and intan- Among some of the other gible benefits for the customer, highlights of the forum were: who must have an emotional con- • Delaney saying companies nection to the product or service. and owners need to take stock of Strong brands also allow com- themselves to determine if they panies to command a premium have the mindset necessary to be from customers. Some companies, successful in exporting, and to he said, are able to earn 20 percent determine which business model to 80 percent higher prices because to use when they make the move. of the value of their brands. • Craig Allen, deputy assis- Among other topics discussed tant secretary for China Global at the forum were teamwork, state Markets for the U.S. Department and federal government resources of Commerce’s International available to companies wanting Trade Administration, explaining to export, the European Union, demographic changes occurring in financing and investment capital, China. finance risk management, Mexico, That country now has 54 per- and legal/tax and accounting mat- cent of its population living in ters.

ENGINEERING POSITION OPENING

CCI Mechanical, Inc. in Salt Lake City, UT seeks a Controls Automation Engineer: Resp for engg, desig & prog controls for HVAC & industrial controls equipment. Reqs incl. Bachelor or for equiv in HVAC Engg, Mech Engg or rel. & 3 yrs of exp. Pos req 10% fully reimb domestic bus travel.

Please mail resume to CCI Mechanical Inc., Att: Jason Draney, 758 South Redwood Rd., Salt Lake City, UT 84104.

Include job code 71914 in reply. The Enterprise - Utah's Business Journal · Sept. 29 - Oct. 5, 2014 · 5 Area CFOs optimistic; some plan new hiring Transport agencies win grant Twenty percent of the chief The local results are based on months?” Their responses were: financial officers (CFOs) in the Salt interviews with 100 CFOs from a expanding, 20 percent; maintain- The Utah Department of among the most heavily congest- Transportation, the Utah Transit ed areas in the state. With Utah’s Lake City area report their compa- stratified random sample of com- ing, 70 percent; freezing, 5 per- Authority, the Wasatch Front Re- population in this area expected to nies will be creating new jobs in panies in the Salt Lake area with cent; and reducing, 4 percent. Two gional Council and the Mountain- increase 60 percent by 2040, the the next six months, according 20 or more employees. Executives percent had no response. land Association of Governments study will provide a much-needed to the Professional Employment were asked about their hiring and “Salt Lake City is experi- have been awarded a highly com- plan to look at all modes of trans- Forecast from Robert Half, the business outlook, including plans encing low unemployment and petitive national grant to study the portation and the connectivity be- California-based human resourc- to add professional-level employ- strong demand for skilled profes- es consulting firm. Seventy per- ees — for example, staff in the I-15/FrontRunner corridor along tween them, including how roads, sionals, particularly for account- cent of finance executives said accounting, human resources, the Wasatch Front between Utah public transportation, biking and ing and technology positions,” they will be maintaining person- administrative, legal, market- County and Weber County. walking can provide choices for said Kristina Marinovich, district nel levels, adding staff only to fill ing and information technology The Transportation Invest- getting around. vacated positions. Five percent of fields. president for Robert Half in Salt ment Generating Economic Re- The Pioneer Corridor Plan respondents will not be hiring, CFOs were asked, “What Lake City. “Qualified candidates covery (TIGER) Grant will pro- will provide a framework to en- vide $820,000 for the study titled, even to fill an open position, and 4 are your company’s hiring are not available long and in hance regional mobility and “The Pioneer Corridor Plan.” percent plan to reduce staff lev- plans for full-time professional- some cases are receiving multiple strengthen the economy through This plan is an innovative trans- els. level employees in the next six offers.” proactive planning that improves portation study developed in close access to jobs and facilitates the collaboration with local and re- movement of goods and services. the real unemployment rate would American will be higher than that gional partners to address the crit- “By working together we WILL be 9.7 percent,” he said. of today’s Floridians. ical needs in the region’s primary can improve air quality, promote Will also spoke about the U.S. With “competent medicine,” transportation corridor. from page 1 economic development and fur- tax code, which he said “increas- people are living longer, mean- “We are very pleased to have before, work is less stressful than ingly looks like codified envy” and ing they will have higher health- this additional investment in our ther enhance the quality of life for ever before, and disability rolls which he described as “absurd” care costs in the future. In 1940, community,” said Andrew Gruber, all Utahns through an integrated are exploding,” Will said. “The because a bigger government is there were 42 workers for every Wasatch Front Regional Coun- transportation system,” said Gru- retiree. Now the figure is three. only explanation for that is, it’s relying on a shrinking tax base. cil executive director. “The close ber. “We appreciate the support When baby boomers all retire, it more rational to go on dependency collaboration between our agen- from our congressional delega- Corporations do not pay taxes will shrink to two. Will suggested of the government than it is, often, tion, particularly Senator Hatch, but instead collect taxes because Social Security could be fixed by cies has been and will continue to to work.” their tax costs are shifted to cus- raising the retirement age index to be essential in providing a com- on this effort.” In a presentation sprinkled tomers. But he noted that the top 74. prehensive approach to address- It is anticipated that the study with humor and several referenc- 1 percent of American earners pay “Simple to fix,” he surmised. ing our transportation needs.” will begin this fall and will take es to baseball, Will spoke about 37 percent of income taxes, while “Politically impossible, but simple The I-15/FrontRunner cor- approximately one and a half demographics, healthcare costs, the bottom 50 percent pay only to fix.” ridor along the Wasatch Front is years to complete. politics, Social Security costs, 3 percent. About 60 percent of government dependency and households pay either no income income inequality. taxes or less than 5 percent of their Regarding the current state of income. the U.S. economy, Will noted that “This is what economists call it is in the sixth year of recovery a situation of moral hazard, where after the recession but has just the incentives are for perverse now reached the job levels of behavior,” he said. “You have a 2008. However, the U.S. now has large, growing majority who have 15 million more people. no incentive to restrain the growth In comparison, he said, of a government that they’re not President Reagan had a worse paying for.” recession, which Will said Reagan As for inequality of incomes, caused in order to “get inflation out he acknowledged that the gap is of the system.” Unemployment at widening. “That’s not altogether a the time reached 10.8 percent, but bad thing,” he said. BUILDING the recovery featured five quarters Several factors are causing of 7 percent economic growth and the schism, including American a six-year average of 4.6 percent freedom, which allows people MOMENTUM growth. to explore their interests. “Some “Today, we’re scooting along people want to run hedge funds, 2014-2015 BREAKFAST SERIES on the bottom, struggling to get to some people want to write poetry. 2 percent growth. Small wonder Bless ’em all, but there are going then that 40 percent of recent to be different income outcomes,” college graduates are either unem- he said. ployed or in jobs that do not Another factor is “family require college degrees and one in disintegration,” in part because three of them are at home, living 40 percent of first births are to with their parents,” he said. unmarried women. “This has con- NETWORK | LEARN | COLLABORATE | MAKE DEALS What’s more, median family sequences, and [income] inequal- Leading authorities on deal making and corporate growth income today is only at the 1989 ity is one of them,” he said. coming together to network and learn. level, and net worth is below what Will also spoke about “the it was then. most predictable crisis” in U.S. “If the recent recovery had history, which is a crisis of more been as good as the post-war aver- people becoming eligible for age, we’d have 14 million more Social Security and Medicare ACG BREAKFAST SERIES Little America Hotel Americans working and a $1.1 benefits as America’s demograph- trillion larger economy,” he said, ics change and the welfare state The 2nd Tuesday of the Month 500 S Main Street referring to World War II. “If this works to “transfer wealth from the 7:15am Salt Lake City, UT recovery had been as good as the working young and middle aged, Reagan recovery, we’d have a to the retired elderly.” Every day, $2.2 trillion increase in our gross about 10,000 people become eli- national product, and if the work- gible for those benefits, a situation ® force participation rate were as that will be in place until 2030. At Register to attend at www.acgutah.org high today as it was just in 2007, that point, the average age of an 6 · Sept. 29 - Oct. 5, 2014 · The Enterprise - Utah's Business Journal Industry Briefs ASSOCIATIONS number of employees within the company located in Boise. Hill ing, borrower representation, Real Estate Board of Regents. • The Utah Valley company. All manufacturers with received his undergraduate degree loan workouts, Summit Sotheby’s will exclusive- Entrepreneurial Forum (UVEF) a significant presence in Utah are from Utah State University and his f o r e c l o s u r e s , ly represent the network in Park has announced a name change invited to apply. Companies do not juris doctor from the S.J. Quinney and equipment City and Salt Lake City. It offers to Utah Venture Entrepreneur need to be headquartered in Utah. College of Law at the University financing. He service to real estate buyers and Forum, plus the appointment of Self-nominations are encouraged. of Utah. also has experi- sellers in Utah, with a specialized Ryan Westwood as its board chair- Also, the Workforce Development • The Utah Division of ence in real estate focus on real estate in Park City man and chief executive officer. Excellence Award is designed to Consumer Protection, in part- matters, com- and Deer Valley. The name change honor a company for the exem- nership with the Utah Attorney mercial litigation “represents the plary efforts in developing a work- General’s Office, recently Elaina Maragakis development and RECOGNITIONS statewide reach force for manufacturing in the obtained a default judgment in 3rd strategy, and gen- • The Salt Lake Chamber has UVEF has had state. This award will be awarded District Court against K-Street eral commercial contract review named Peggy Larsen of Workers in recent years,” to one company, regardless of Advertising Inc., One Touch and drafting. Maragakis practices Compensation Fund (WCF) as the organization category size. More information Media LLC, Aaron Vincent in the firm’s litigation section and the 2014 Athena Award recipi- said. Westwood is available by emailing uma@ Christner and Ryan Scott Jensen focuses on complex commercial ent. The award is a serial entre- umaweb.org. for numerous violations of the Utah litigation. will officially be Ryan Westwood preneur and Consumer Sales Practices Act and presented Nov. founder of Telephone Fraud Prevention Act. MINING 18 at the 38th PcCareSupport. His newest ven- The named parties were cited by • Clifton Mining Co., Alpine, annual American ture is Outbox Systems. He suc- the division on numerous occa- Express Women Everything for the has scheduled its annual share- ceeds Ken Kaufman, chief finan- sions since 2008 but, according to holder meeting. The event takes & Business the division, continuing to break Conference and cial officer for Contour, as UVEF Contractors place Nov. 14 at 12:30 p.m. at the Peggy Larsen chairman. UVEF also named state laws, leading to the division Alpine Arts Center, 450 S. Alpine Wells Fargo Clint Betts, founder and CEO of We rent the best filing suit in district court. The Highway, Alpine. Proxy informa- Athena Awards Luncheon, pre- Beehive Startups; Kent Madsen, default judgment directs the four tion and other shareholder infor- sented by the chamber Women’s to pay the division $425,993.92 Business Center. Larsen was the a venture capitalist and managing 4343 Century Drive mation was expected to be mailed plus attorney and investigation first female senior executive at director of Epic Ventures Fund; Salt Lake City, UT 84123 and Kreg Peeler, CEO of SpinGo, fees, permanently bars them from WCF and has been instrumental as new board members. 801- 262-5761 operating any business regulated WHEREVER in helping other women achieve by the division, and permanently higher levels of success within • The Utah Taxpayers www.centuryeq.com Association has named Billy bars them from selling assisted THERE’S MINING, the company. She also serves on Hesterman as its new vice presi- marketing plans or operating a WE’RE THERE. several boards and committees dent. Most recently, Hesterman telemarketing business. outside the organization. Also at was a political the Nov. 18 event, four women reporter for the HEALTHCARE will receive Pathfinder awards, Daily Herald in •TheraTarget, Salt Lake City, presented annually to communi- Provo, covering ENERGY/NATURAL has been awarded a Small Business ty leaders who create new paths the Utah legis- RESOURCES Technology Transfer (STTR) that promote the development and FX Energy Inc. lature. He has • , Salt Lake Phase II grant of nearly $1 mil- recognition of women in busi- Patrice Arent worked at the City, announced that its board of lion through the National Cancer ness: , Utah State directors has declared a quarter- Legislature; Juanita Damon, newspaper since Institute to conduct research on Mining Systems Martha Billy Hesterman 2011. Prior to ly cash dividend payment on the “backbone degradable polymer- American Express; that, he worked company’s 9.25-percent Series B www.wheelercat.com Eining, David Eccles School drug conjugates for the treatment 800-662-8650 for the Utah Senate as a communi- Cumulative Convertible Preferred of ovarian cancer.” The company of Business at the University of MSHAMining Training System sAvailable! Denise Winslow cations assistant and also worked Stock. The dividend is payable is a Utah Science Technology Utah; and , Wells for various radio stations in Salt Oct. 31 to stockholders of record and Research (USTAR) spin-out Fargo. Lake City. Sept. 30 and amounts to 48.17 from the Nano Institute of Utah to all shareholders of record on • Seventeen women have • The Utah Manufacturers cents per share. at the University of Utah. The approximately Sept. 25. received 2014 Women Tech Association is accepting nomina- drug conjugates is a technology Awards, presented by the Women tions for the Utah Manufacturer GOVERNMENT designed in Henry Kopeček’s lab- OUTDOOR PRODUCTS/ Tech Council. The annual award of the Year Awards and the •ChrisHillhas been appointed oratory at the University of Utah’s RECREATION/SPORTS see BRIEFS pg. 12 Workforce Development Utah occupational safety and health departments of Pharmaceutics & •Powder Mountain, Eden, Excellence Award. The nomi- administration (OSHA) director Pharmaceutical Chemistry and has hired Tim nation deadline is Oct. 13. by Utah Labor Commissioner Bioengineering. Kopeček is prin- “Fuzzy” Hall as The Home of Manufacturer of the Year awards Sherrie Hayashi. cipal investigator for the grant and director of sports Heavy Equipment will be presented in several dif- Hill most recent- cofounder of TheraTarget. marketing. Hall ferent categories according to the ly worked as will manage new assistant gen- LAW athlete relations, eral counsel •Ray Quinney & Nebeker, p a r t n e r s h i p s , for Federated Salt Lake City, has elected and media and Capital Corp. Tim Hall Kevin G. Glade and Elaina M. events. He pre- Dozers THE WRS ADVANTAGE and managed the Chris Hill Maragakis to the firm’s Executive viously servedExcavators • 200 usage hours per month Scrapers • Pro-rata overtime ratesDozers THE WRS ADVANTAGE regional collec- Dozers Committee. Glade is the former as an athlete manager andWater lead Equipment • Excavators Most qualified field service • 200 usage hours per monthTHE WRS ADVANTAGE ExcavatorsScrapers • Pro-rata overtime rates tion office located in Salt Lake chair of the firm’s Banking and project manager for Red Bull,Fuel/Lube and Trucks Water Equipment technicians in the region • Most qualified field service• 200 usage hours per month Articulated Trucks Fuel/Lube• Scrapers Late model equipment Trucks technicians in the region• Pro-rata overtime rates City. He also has worked as an Finance Section has been an athlete ambassador Articulated• One of the largest used equipment Trucks Ryan• Late model equipment Johnson Dump Trucks Water EquipmentDump DozersTrucks THE• One of the largest used equipment • WRS Most qualified field service ADVANTAGE inventories in the world inventories in the world associate attorney for the law and specializes and course designer for variousDemo Equipment Fuel/LubeDemo ExcavatorsEquipmentTrucks • 200 usage hours per month technicians in the region WheelScrapers Loaders Office:• Pro-rata overtime rates 801.978.3300 Wheel LoadersArticulated Trucks Northern• Late model equipment Nevada firms of Bostwick & Price PC and MiningWaterNorthern Equipment NevadaKelly Kloberdanz• Most qualified field service in commercial contests. Hall has 25 years of Fuel/Lube Trucks Office 801.978.3300 technicians in the region• One of the largest used equipment Mining Equipment DumpKelly Kloberdanz Trucks Cell:• Late model equipment 801.699.7614 Articulated Trucks Cell 801.330.3485 inventories in the world Scalley Reading Bates Hansen & Office 801.978.3300Dump Trucks Local 775.299.4311• One of the largest used equipment law, commer- experience as a professional BMX Demo Equipment inventories in the world Sell your equipment DemoCell 801.330.3485 Equipment [email protected]@wrsrents.com Rasmussen PC, where his practice WheelWheel Loaders Loaders cial finance, rider, including participating in Local 775.299.4311NorthernNorthern Nevada Nevada MiningMining Equipment Equipment Kelly KloberdanzKelly Kloberdanz with the experts. focused primarily on construction commercial nine X Games. [email protected] 801.978.3300 Cell 801.330.3485Office 801.978.3300 WWW.WRSRENTS.COM Local 775.299.4311 litigation, workplace health and mortgage lend- [email protected] 801.330.3485 rbauction.com Local 775.299.4311 safety issues, commercial litiga- 1125 Legacy View Street, Salt Lake City, UT 84104 ing, syndi- REAL ESTATE [email protected] tion, and property matters. He also Kevin Glade cations and • Summit Sotheby’s WWW.WRSRENTS.COMWWW.WRSRENTS.COM worked as associate general coun- inter-creditor International Realty, Park City, 1125 Legacy View Street, Salt Lake City, UT 84104 sel for a real estate investment agreements, private debt financ- has become part of1125 the Legacy Luxury View Street, Salt Lake City, UT 84104 WWW.WRSRENTS.COM

1125 Legacy View Street, Salt Lake City, UT 84104 The Enterprise - Utah's Business Journal · Sept. 29 - Oct. 5, 2014 · 7 Industry Briefs

WebAward overall average score tomization, design, functionality, a metal staircase leading to a mez- Registered Investment Advisor from previous page of 54.3. The company’s product usability, innovation and overall zanine dining area overlooking (RIA) supporting fee and commis- pages serve as a key resource for measurable benefits. the main dining room. It also will sion-based inde- recognizes women who are chang- current and prospective customers •Net Nanny, Salt Lake City, have a large patio space directly pendent advisor ing the face of technology with by offering information about the announced that its Net Nanny adjacent to the new Sugarhouse practices across ties to Utah. Award recipients are: various Ally Bank deposit prod- Parental Controls solution has been Plaza. the nation, has Academic Excellence, Tina Van ucts and features, current rates, selected as an Editor’s Choice by announced that Riper, Weber State University; fees and terms, customer reviews PC Magazine. It is the fifth con- veteran wire- Engineering Excellence, Stacy RETAIL and frequently asked questions. secutive time that the company • The Uptown Cheapskate house advi- Pierce, Rockwell Collins; Nine product pages in total were has received the honor. Net Nanny franchise has announced the grand Todd Adams sors Craig Education Excellence, Helen Hu, included in the redesign, one for allows parents to seamlessly pro- opening of its new flagship store, Martucci and Westminster College; Technology each of Ally Bank’s product types, tect their family on computers and at the corner of 2100 South and Todd Adams have joined WWM. Innovator, Kathy Philpot, ATK; all with similar layout and naviga- mobile devices. 1300 East, in the newly developed They have over 40 years of com- Marketing Excellence, Susan tion elements. •Janet Hugie Smith, presi- Westminster at the Draw build- bined experience. Their prac- Cashen, Control4; and Technology •Bank of the West haw dent and share- ing in Sugar House. The grand tice, Martucci Adams Wealth Leadership, Nicole Neumarker, announced that World Finance holder at Ray opening weekend begins Oct. 16. Advisors, has affiliated with Alliance Health. The Impact magazine named its Commercial Quinney & The location will be a corporate- WWM as an independent stand- Award was presented to eBay Inc. Banking Group (CBG) the 2014 Nebeker PC, owned flagship store, making it alone practice based in Salt Lake for its exceptional work advanc- best commercial bank in the west- has received the second corporate-owned store City. They joined WWM from ing women in technology. This ern part of the U.S. and its Wealth Utah State and the 43rd Uptown Cheapskate RBC Wealth Management. was the first year that the Impact Management Group (WMG) best University’s franchise location. Co-founders •Office Evolution has opened Award was presented to a compa- private bank in the same region. Alumni Merit Janet Hugie Smith and brother-sister team Scott its first Utah location in down- ny. The 2014 Women Tech Award Both groups were nominated by Citation for her Sloan and Chelsea Carroll opened town Salt Lake City location, with recipients are Parissa Aghdase, World Finance magazine readers continued contributions to the legal their first store in 2009 in down- plans for expansion into Davis and L-3 Communications; Bobbie and selected as the 2014 winners landscape of Utah. Recipients are town Salt Lake City. Since then, Weber counties. The downtown Alexandrova, SanDisk; Stacy by a panel of judges. It is the sec- recognized for excellence in one’s the franchise has grown with store location is at the Walker Building, Bamberg, Veristride; Elizabeth ond consecutive year that WMG own field or for a specific achieve- locations in 17 states. Uptown 175 S. Main St., Suite 500. The Bonderson, ATK Aerospace; won the Best Private Bank honor ment; contribution or service to Colorado-based company operates Susan Cashen Cheapskate focuses on buy- , Control4; in the region. one’s own community, state, executive suite, virtual office and Deborah Dixon ing current styles of name brand , Handstands Inc.; •The Families and nation or church; or for significant co-working business centers, with Misty Frost, Instructure; Jodie and designer clothing, shoes and Work Institute (FWI) and the personal achievement. 25 locations open or under devel- Hewitson, Tanner LLC; Helen accessories that appeal to a wide Society for Human Resource •The Public Technology opment across the country. Hu, Westminster College; Julie range of teens and young adults. Management (SHRM) have Institute (PTI) recently •Grant Victor, Kaysville, Kehoe, Domo; Laura Kiessner, In addition to carrying hundreds announced the winners of the 2014 announced Utah.gov as a win- has promoted Spencer Matthews Packsize International; Michelle of recycled items, the new store “When Work Works” Awards, ner of its 2014 Web 2.0 State to executive vice president and Kolbe, Backcountry.com; will also offer many new prod- previously known as the Alfred & Local Government Award. appointed Nicolle Solden as Tammy Moskites, Venafi; Nicole ucts, including jewelry, shoes and P. Sloan Awards for Excellence The honor recognizes best prac- director of channel management Neumarker, Alliance Health; assorted clothing items. in Workplace Effectiveness and tices and excellence in the field of for TetraLink. Matthews oversees Kathy Philpot, ATK Aerospace; Flexibility. Utah winners are Web 2.0 and civic/social network- all operations of ATMequipment. Stacy Pierce, Rockwell Collins; Apt Marketing Solutions, Salt ing, and citizen engagement in SERVICES com. He previously served as the and Raquel Smith, eBay. Award BambooHR local and state government. Utah Lake City; , Lindon; •Packsize International, Salt director of marketing. Solden joins finalists are selected by a commit- KPMG LLP, Salt Lake City; is one of only two states chosen Lake City, has appointed Sanjeev TetraLink with nearly 10 years of tee composed of women and men and Mantyla McReynolds LLC, as winners this year by PTI. Utah “Sonny” Tara as chief operating experience in the ATM industry. in technology industry, venture Salt Lake City. The award hon- was awarded for integration with officer. Tara will Her prior positions include nation- capital, government and profes- ors employers who have created Google Apps, Google Plus and be responsible al account manager at Sterling sional communities. Five college effective workplaces based on six Google Hangouts. for scaling inter- Bank Services. students also were recognized for components: autonomy; work-life • Visit Salt Lake (VSL) national systems outstanding work in their pursuit of fit; supervisor support for work has again earned a Meetings & and business pro- TECHNOLOGY/LIFE STEM (science, technology, engi- success; satisfaction with earn- Conventions 2014 Gold Service cesses for global SCIENCES neering and math)-related fields ings, benefits and opportunities Award. It is the 20th time VSL operations. He •Domo, American Fork, has of study: Sarah Hong, University for advancement; opportunities has been so honored. The award formerly was hired Daniel E. Stevenson as of Utah; Nicole Martin, Brigham for learning; and a culture of trust. was voted on by the readers of Sanjeev Tara president of general counsel. Stevenson has Young University; Hannah Selection involved an evaluation Meetings & Conventions, meet- Drive Train Products Group, where worked closely Peterson, Utah Valley University; of employers’ flexibility programs ing professionals responsible for he was responsible for articulating with technology Sabina Schill, Westminster and practices and a confidential booking hundreds of thousands of and implementing its global strat- and emerging College; and Tina Van Riper, employee survey on the key ingre- meetings and conventions nation- egy; was chief operations officer growth compa- Weber State University. dients of an effective and flexible wide. of Oshkosh Commercial Group; nies his entire • Ally Financial Inc. has been workplace. The recipients will be which he joined in 2006 as chief career. He joins named “Best Bank Website” in the honored at a breakfast event from RESTAURANTS financial officer; and held vari- Domo from Web Marketing Association’s 9-10 a.m. Oct. 7 at the Salt Lake • Salt Lake Brewing Co. ous executive positions oversee- Fusion-io, where WebAward 2014 competition for Chamber. Daniel Stevenson has opened Wasatch Brew Pub ing finance, IT and supply chain he was general the recent makeover of its deposit • Allen Communication, Sugarhouse at the corner of 2100 operations with Steelcase Corp. counsel and secretary. Before product pages on www.ally.com. Salt Lake City, has earned four South and Highland Drive. It is and its wholly owned subsidiaries transitioning to an in-house advi- Only one “Best Website” acco- Brandon Hall Excellence in the fifth pub operated by the com- from 1998 to 2006. sor, Stevenson was an attorney lade is given for each industry to Learning awards. It was the pany and is the first Wasatch Brew • at Wilson Sonsini Goodrich & the entry with the highest score. most awarded company in the Pub to be located in Salt Lake Washington Rosati, where he specialized in Entries were judged on the fol- Best Custom Content category City. The 5,200-square-foot space, Wealth technology transactions and intel- lowing seven criteria: design, and earned honors for integrated designed by MJSA architects, will Management lectual property. He graduated interactivity, technology, content, approach to brand education, per- seat approximately 260 guests and LLC (WWM), from Brigham Young University’s innovation, copywriting and ease sonalized learning, social learning evokes a modern, urban feel with a San Diego- J. Reuben Clark Law School after of use. Ally Bank achieved a score and retail gamification. Each proj- high, exposed ceilings; full-length majoring in Spanish as an under- of 64 out of 70, compared to the ect went through a rigorous judg- based indepen- windows; barn wood accents; and Craig Martucci graduate. bank industry average of 49 and the ing process that evaluated cus- dent hybrid 8 · Sept. 29 - Oct. 5, 2014 · The Enterprise - Utah's Business Journal Why your sales process or sales system doesn’t work Are you being forced to sell statistical reports), but the point work, and if yours is among the the failures of the manipulative system is all about the company someone else’s way? is clear. A system of selling and few that do, congratulations. If sales processes that are attached that prepared it. It’s not relevant Are you uncomfort- its accompanying sales your system works it means you to them. I’m about to tell you to the salesperson or not engaging able using a “system” of process are pretty much have a very small sales force, or WHY the system doesn’t work, enough to the customer. It’s too selling? doomed to failure before that your system has been in place and then offer strategies that do much perceived work on the part I read a report yes- they begin. for so long that it’s refined to favor work. Maybe it will help you in of the salesperson for not enough terday stating that 70 per- NOTE: Please do not the customer, not the company. your awareness and decision-mak- results. It’s too much of a hassle. cent of all sales systems email me, telling me your For years I’ve written about ing process as you try to elevate The person that trained it sucked. and sales initiatives fail. I system is the greatest and why systems of selling fail, but your sales skills — or your sales SECOND FAILURE: The have no idea who created JEFFREY it works. Somebody is please be clear about my beliefs: results or even your sales team — sales process is at odds with you that number (personally, I GITOMER staking their claim that Almost all systems of selling do to a level of superior. AND the market. The process use 74 percent for all my 70 percent or more do not not work, and along with them are FIRST FAILURE: The sales doesn’t include mobile application. The process is old. The process deals with manipulation. (“Find the pain,” “what keeps you up at night,” and “qualify the buyer.”) The process deals with things uncomfortable for the salesperson. The process is not compatible with the way the company does busi- ness. THIRD FAILURE: The sales leader who bought it isn’t con- vinced it’s going to work; he’s just using it as a CYA tactic. There is forced participation rather than joint buy-in. The sales leader is more interested in his or her salespeople being accountable to him or her for their activity, NOT being responsible for themselves and their outcomes. FOURTH FAILURE: Senior management has not endorsed or used the process. Senior man- agement won’t use the process themselves. FEAR of FAILURE: The salesperson thinks it will cost them sales. Period. Want more reasons systems fails? Here’s a bunch — in no particular order. Pick the ones that best apply to you: • No buy-in from salespeople BEFORE purchase. • No collaboration with the people who will actually USE the system. • The system and/or the pro- cess is too manipulative. • Lack of proof that the system actually works in your environ- ment. • No proof that the system or process actually works in your market. • The system does not match the salesperson’s style or personal- ity. • The system is not in any way customized for your salespeople or your customers. • The system is not flexible. • Natural resistance to change. • Fear of lost sales. • Resentment for being forced. • Poor training by the launch person. • Too much work perceived for not enough sales. • Sales are low right now, and

see GITOMER page 12 The Enterprise - Utah's Business Journal · Sept. 29 - Oct. 5, 2014 · 9 Calendar

September 30, 7:30-9 a.m. ordering from the menu. Details reputation online and steps you Engagement Marketing to Fill Your October 7, 11 a.m.-2 p.m. “Eating Risk for Breakfast: are at murraychamber.org. should take to reconcile and cor- Sales Funnel,” by Zak Barron, area 2014 Economic Development A Compliance Event Centered rect the bad news if you’ve been director (central United States) Corporation of Utah (EDCU) Around You,” a Utah Technology October 2, 11:30-1 p.m. unfairly maligned online. Location for Constant Contact; and “Utah Annual Meeting. Keynote speak- Council (UTC) event. Discussion “Paying It Forward: How is MasterControl, 6330 S. 3000 E., Small Businesses: Challenges and er will be Dan Rather. Activities will include a quick tutorial on Your Business Benefits for Giving Suite 200, Salt Lake City. Details Opportunities,” by Jon Lieber, begin with 11 a.m. registration and changing regulations, top ways Back,” a West Jordan Chamber of are at www.utahtech.org or (801) chief economist at Thumbtack. reception, followed by lunch and to protect a business and IT infra- Commerce event. Location is the 568-3500. Location is Hilton Salt Lake City presentation at noon. Location is structure, pitfalls of non-compli- West Jordan City Hall Community Center, 255 S. West Temple, Salt Grand America Hotel, 555 S. Main ance, and a practical checklist Room, 8000 S. Redwood Road, October 3 Lake City. Cost is $50. Details are St., Salt Lake City. Sponsorships on how to apply compliance to West Jordan. Free for members, Utah County Innovator at slchamber.com. are available. Details are at www. the cloud and IT infrastructure. $15 for nonmembers. RSVPs can Roundup Entrepreneurship edcutah.org. Presenters are Jason Carolan, be complete at info@westjordan- Contest Final Round, presented October 7 chief technology officer at chamber.com. by the Utah County Association Realty Alliance Convention. Oct. 8, 11:30 a.m.-1 p.m. ViaWest, and Philip Bice, sales of Realtors, in partnership with Event is a gathering of 125 real Connect4Lunch, a Sandy manager at SilverSky. Location is October 2, 6-9 p.m. Google Fiber and Downtown Provo estate brokerages. Discussions will Area Chamber of Commerce Thanksgiving Point Garden Room, 2014 Sandy Area Chamber Inc. Location is Provo Convention focus on topics including industry networking luncheon. Location 3003 N. Thanksgiving Way, Lehi. of Commerce Titan Awards Center, 220 W. Center St., Provo. changes and questions pertaining is Market Street Grill, 2985 E. Free for UTC members, $30 for Banquet. Black-tie event honors Event is in conjunction with the to the ever-evolving real estate Cottonwood Parkway, Salt Lake nonmembers. Details are at www. individuals and businesses “that Downtown Provo Fall Festival and market, syndicate websites, busi- City. Details are at sandychamber. utahtech.org or (801) 568-3500. have risen to the call to serve the Rooftop Concert Series fifth ness development, digital mar- com. and strengthen our community.” anniversary concert. Details are at keting strategy and networking. Sept. 30, 8 a.m.-2 p.m. Honorees are Greg Miller, chief www.innovatorroundup.com. Keynote speaker is Mitt Romney. October 8, 5-7 p.m. 11th Annual Women’s executive officer of the Larry Location is the St. Regis Deer Business After Hours, Business Conference, an Ogden H. Miller Group of Companies; October 4, 8 a.m.-2 p.m. Valley, 2300 Deer Valley Drive E., an Ogden Weber Chamber of Weber Chamber of Commerce Pamela J. Atkinson, humanitarian Student Entrepreneur Park City. Details are available at Commerce networking event. event. Location is Weber State community advocate; and Kyle Conference (UES), an event therealtyalliance.com. Location is Hub 801 Events, 3525 University, Shepherd Union Beckerman of the U.S. National for entrepreneurs from universi- Riverdale Road, Riverdale. Cost is Building, 3848 Harrison Blvd., Soccer Team and captain of Real ties across Utah. Keynote speak- October 7, 7:30-10 a.m. $7 for members, $15 for nonmem- Ogden. Cost is $55 for members Salt Lake. Activities begin with a er is Davis Smith of Cotopaxi “Be Tax Wise When It bers and walk-ins. Details are at and military, $65 for nonmem- 6 p.m. reception, followed by the discussing “E-Commerce for Comes to the Cloud,” a Utah www.ogdenweberchamber.com. bers, $25 for luncheon only/stu- program and banquet at 7 p.m. Entrepreneurs.” Other speakers Technology Council (UTC) and dent rate. Details are available at Location is Little America Hotel, are representatives of Stoel Rives KPMG clinic. Course is designed Oct. 9, 11:30 a.m.-1 p.m. ogdenweberchamber.com/WIB or 500 St. Main St., Salt Lake City. discussing intellectual property for for tax professionals seeking a Building Owners and by calling (801) 621-8300. Cost is $1,500 for table of eight; entrepreneurs and business orga- better understanding of cloud tech- Managers Association (BOMA) $1,250 for Sandy chamber mem- nization; Tony Passey, president nology and the state tax issues Utah Monthly Luncheon. Event October 1, 10 a.m.-noon bers. Reservations can be com- of Pole Vault Media, discussing surrounding that type of invest- will be BOMA Utah’s annual Utah Manufacturers pleted at sandychamber.com or by “Digital Presence for the Digital ment. Speaker is Reid Okimoto town hall luncheon with state rep- Association Safety Training. calling (801) 566-0344. Entrepreneur”; and representatives of KPMG LLP. Location is the resentatives speaking about the Sessions include “Lockout/ of Flint Design Studio discussing Joseph Smith Memorial Building commercial real estate industry Tagout,” covering practices and October 3, 8 a.m.-4 p.m. product design. Event also will Harmony Room, 15 E. South and legislation that may affect the procedures to safeguard employ- Sustainability Summit, pre- include a Zions Bank Q&A forum Temple, Salt Lake City. Free for industry. Location is Hilton Salt ees from the unexpected energi- sented by the Utah Chapter of and more. Location is eBay Inc., UTC members, $30 for nonmem- Lake City Center, 255 S. West zation or startup of machinery the U.S. Green Building Council 583 W. Ebay Way, Draper. Cost bers. Details are at www.utahtech. Temple, Salt Lake City. Free for or equipment, or the release of (USBGC). Keynote speakers is $15. Registration deadline is 6 org. BOMA members, $25 for mem- hazardous energy during service include Elizabeth Craig, U.S. p.m. Oct. 3. Details are available ber guests, $50 for nonmembers. or maintenance activities; and Environmental Protection Agency at www.ues.utah.edu/sec. October 7, 9-10 a.m. Registration deadline is Oct. 2 “Personal Protection Equipment,” director of the Climate Protection “When Work Works” and can be completed at www. covering PPE apparel, including Partnerships, Division of the October 6-10 Awards Breakfast. Utah win- BOMAUtah.org. eyewear and protection for the Office of Atmospheric Programs, Utah Tech Week. Events ners are Apt Marketing Solutions, head, ears and hands, plus protec- speaking about the significance include an opening party Oct. 6 in Salt Lake City; BambooHR, Oct. 9, 11:30 a.m.-1 p.m. tion from heat. Location is Owens of air quality and climate change; Farmington, a Hackathon on Oct. Lindon; KPMG LLP, Salt Lake Women In Business Corning, Nephi. All are welcome, and Mitch Joachim, co-founder of 7, an “insights” event featuring City; and Mantyla McReynolds Luncheon, a Davis Chamber of whether insured with the Workers Terreform One and an associate TED-style talks from technology LLC, Salt Lake City. Awards pre- Commerce event. Speaker to be Compensation Fund or not. RSVPs professor at New York University, experts in Utah on Oct. 8 at the viously were known as Alfred announced. Location is Lagoon can be completed by contacting discussing innovation and creating Utah County Convention Center, a P. Sloan Awards for Excellence Amusement Park, 375 Lagoon Annette Beckstrand at (801) 363- healthy and thriving places. Salt “Showcase at The Depot” Oct. 9, in Workplace Effectiveness and Lane, Farmington. Cost is $15 for 3885 or [email protected]. Lake City Mayor Ralph Becker and “Adventure in Park City” Oct. Flexibility. Location is the Salt WIB members, $20 for nonmem- will be honored with the Craig 10. Registration can be completed Lake Chamber, 175 E. University bers. Details are at davischamber- October 2, 7:30 a.m.-noon Forster Lifetime Achievement at UtahTechWeek.com/schedule. Blvd., (400 S.), Suite 600, Salt ofcommerce.com. Building Owners & Award during a lunchtime presen- Details are at http://www.utahtech- Lake City. Cost is $7. Details are Managers Association (BOMA) tation. Location is The Leonardo, week.com/. at slchamber.com. Oct. 9, 11:30 a.m.-1 p.m. Utah Education Summit. Event 209 E. 500 S., Salt Lake City. Cost Chamber Education, a West features 12 sessions. Location is 3 is $110 for members of the USBGC Oct. 8, 7:30 a.m.-3 p.m. October 7, 10 a.m.-2 p.m. Jordan Chamber of Commerce Triad, fourth floor, 345 W. North Utah chapter, $150 for nonmem- Utah Small Business Work Ability Career event. Speaker will be a represen- Temple, Salt Lake City. Cost is bers; $50 for lunch/awards only. Summit, hosted by the Utah Small Exploration & Job Fair, a Sandy tative of FlexKom. Location is the $15 per hour for members and Details are at usgbcutah.org. Business Coalition. Third annual Area Chamber of Commerce event West Jordan City Hall Community their guests, $25 per hour for event is geared to small-business designed to aid people with dis- Room, 8000 S. Redwood Road, nonmembers. Registration can be October 3, 8-9:30 a.m. owners and managers and fea- abilities who are ready, willing and West Jordan. Free for members, completed at www.BOMAUtah. “SEOStrategies&Resources tures keynote speakers and break- able to work. Fair includes work- $15 for nonmembers. RSVPs can org. to Make Your PR Rock,” a Utah out sessions aimed to help small shops for job seekers and employ- be complete at info@westjordan- Technology Council (UTC) PR businesses improve their bottom ers. Location is Sanderson Center chamber.com. October 2, 7:30-9 a.m. event. Discussion will focus on lines and build stronger business- of the Deaf & Hard of Hearing, “Eggs & Issues,” a Murray ways SEO can increase PR and es. Keynote presentations will be 5709 S. 1500 W., Taylorsville. October 10-12 Area Chamber of Commerce social media success, how to use “Growing a Stronger Business,” Free. Details are at sandychamber. event. Location is Mimi’s, 5223 SEO to build and drive online by Rudy Vidal, president of com. see CALENDAR page 12 S. State St., Murray. Free unless reputation, how to build a solid Vidal Consulting Group; “Using 10 · Sept. 29 - Oct. 5, 2014 · The Enterprise - Utah's Business Journal Opinion Nobody wants to go to war, but it's the aggressor who calls the shots Some pundits are saying that Pres. wins elections — and winning elections is to wonder whether Pres. Obama is serious, Although France at that point was Obama has been floundering in his response Obama’s thing. The big problem is that the the longer they will hold back from making militarily capable of stopping Hitler in to the ISIS crisis because public opinion things that win elections are not the things full commitments, knowing how the Obama his tracks and preventing World War II, polls show most Americans don’t want that win wars. administration began by betraying existing politically the French government dared not another war. In all my 84 years, I cannot With an eye on the upcoming American commitments to Poland and the move. The French people, with the horrors recall a time when most Americans wanted Congressional elections, Barack Obama has Czech Republic, followed by undermining of the First World War still painfully vivid war. That is something we should assured all and sundry that there Israel’s position in the Middle East and then in their memories, wanted no part in mili- be proud of. But wars are not will be no American “boots on throwing Ukraine to the wolves when push tary operations. always optional. the ground” in the fight against came to shove by refusing to let them have The net result was that Hitler grew Even World War II — which ISIS. But telling your enemy in weapons to defend themselves. stronger militarily over the years and then some have called “the good advance what you will or will not When Winston Churchill surveyed the invaded France at a time of his choosing. war” — was not something that do is not the way to win wars. staggering magnitude of worldwide carnage The French then found themselves at war, most Americans wanted. But the This is not rocket science and destruction at the end of World War II, whether they wanted to be or not. And they soon found themselves defeated and subju- Japanese took that decision out THOMAS and Obama either already knows he said that there was never a war easier to of our hands when they bombed SOWELL it or he has military advisors who prevent than the one which had just devas- gated under Nazi rule. Pearl Harbor on Dec. 7, 1941. will tell him, if he will listen. But tated so much of the world. Barack Obama has done more than And Hitler removed any possible the military has its priorities and He said that the earlier we would anyone else to promote the dangerous illu- doubt when he declared war on us shortly Obama has his, even if his political priori- have opposed Hitler, the lower the cost sion that we can choose whether to have a afterward, making sure that we were in the ties can end up costing far more American would have been. At one time, according war or not. But our enemies have already war all over the world. lives than hitting ISIS with everything we to Churchill, a memorandum could have made that choice. No one has promoted the danger- have got ASAP. stopped Hitler, given the balance of military Retired Marine Corps Gen. James ous notion that war is optional more than The longer the war drags on, through power against him early on. Mattis said: “No war is over until the enemy Barack Obama. He declared peace in Iraq half-measures and tentative tactics, the lon- When Hitler stationed troops in the says it’s over. We may think it’s over, we when he pulled American troops out and he ger ISIS has to recalibrate its strategies and Rhineland in 1936, in violation of major may declare it over, but in fact, the enemy declared victory over Al Qaeda because his to sneak its agents into the United States to international treaties, the military command- gets a vote.” administration had killed bin Laden (with launch terrorist attacks inside the American ers in charge of those troops had orders to Thomas Sowell is a senior fellow at the an assist from the Navy SEALS). But all homeland. We can either kill them over retreat at the first sign of French military Hoover Institution, Stanford University. His this make-believe has come back to haunt there now or have them kill Americans here opposition, since France alone at that point website is www.tsowell.com. him, as make-believe often does. later. could have overwhelmed the German army Make no mistake about it, make-believe The longer our potential allies have as it existed then. COPYRIGHT 2014 CREATORS.COM Modi's administration off to a good start, but will honeymoon last? Narendra Modi, India’s new prime min- toilets first and temples later. It was a sig- (significant) protectionism and would not early gains. Sharma points to Japan as the ister, radiates confidence. He has the first nificant statement because Modi is seen as commit to privatizing the country’s hugely best example of a country where the prom- outright majority in India’s parliament in 30 an ardent Hindu nationalist. His party plat- inefficient state-owned companies. After ise of reform exceeded the reality. Prime years. The public lauds him, world leaders form still contains within it plans to build all, he pointed out to me, he turned around Minister Shinzo Abe eagerly embraced court him and the Bombay Stock Exchange a temple in Ayodhya on the grounds of a Gujarat’s government-owned enterprises. those policies that were politically popular continues to soar. But will this destroyed mosque, an issue that But India has many bottlenecks, and — easy money and public spending — but moment of euphoria translate into has been extremely divisive in delaying major and needed reforms may never followed through on tough structural lasting gains? Can India become the country. My own sense, based come back to haunt Modi. Ruchir Sharma, reforms. As a result, growth and stock mar- the world’s next economic power- on our conversation, is that Modi the head of emerging markets for Morgan ket performance in Japan have been tepid. house? is far too shrewd to be distracted Stanley, studied the fate of leaders in the Already, Modi’s honeymoon is coming I had the chance to pose these by nationalist symbolism, which world’s 20 largest democracies over the to an end at home. In a series of by-elec- questions when I met with Modi would derail his growth agenda last two decades. The pattern is clear. tions, his party has done surprisingly poorly. recently at his house in New Delhi, and embroil him in a series of Leaders who make difficult reforms early It would be a strange irony if the problem FAREED his first interview since becoming ZAKARIA controversies that he does not get rewarded in later years. This is partly, with Narendra Modi turns out to be not that prime minister. Modi is extremely seek. one assumes, because they have the politi- he is too bold but rather that he is not bold intelligent and focused but is dif- Modi has also handled the cal capital to make painful changes in their enough. ferent from most leaders I have met. His international stage deftly. He wooed Japan first year. By the second year, in those Fareed Zakaria’s email address is com- worldview has been shaped almost entirely and softly criticized China, then backed countries where leaders have wasted their [email protected]. from experience rather than formal school- away and embraced Beijing — getting honeymoon and delayed reforms too long, ing. Born poor and lower caste (which large investments from both countries. He is markets retreat, giving back most of their (c) 2014, Washington Post Writers Group in India is a worse fate), he left home straightforwardly pro-American and seems when he was 17 and soon got involved in to harbor little ill will toward Washington politics, joining the RSS, a hard-line Hindu for having refused to give him a visa for Nationalist group. He later got a bachelor’s almost a decade. And yet, he has not aban- and a master’s degree, but his real education doned Russia, India’s ally, choosing to be came from traveling around India. silent on its actions in Ukraine. He recounted the thousands of villages Where Modi has underperformed, sur- he had visited as the head of the government prisingly, has been in his core compe- in the state of Gujarat — a period during tence — economics. He has been slow to which Gujarat grew as fast as China. This announce major reforms. His first budget feel for how people actually live animates was disappointing and many of his Cabinet him. Modi is passionate about hygiene and appointments have been lackluster. Those has launched an ambitious drive to build toi- expecting major changes in subsidies, trade lets in homes, schools and elsewhere. In his policy or labor market restrictions have Independence Day speech last month, atop been disappointed. the ramparts of the Red Fort in New Delhi, The stalled reform agenda might actual- Modi spoke plainly about the shame that ly be an outgrowth of Modi’s great strength, vast numbers of Indians defecate in public. his pragmatism. His economic ideas are not Any previous prime minister would have shaped by theories of free markets and trade. considered the topic beneath the office. But He is not a Reagan or a Thatcher. Modi Indians love his down-to-earth approach. wants to make things work. If markets can During the election campaign, Modi do that, fine. If government control gives placed a particular twist on the lavatory him more and faster levers of change, that’s theme. He explained that India needed fine as well. He was defensive about India’s The Enterprise - Utah's Business Journal · Sept. 29 - Oct. 5, 2014 · 11 Opinion The three ways to access your retirement: sad, dumb and smart In previous articles, I’ve shared my You can borrow the equivalent of your perspective on preparing for retirement and interest so that all of your money (with as you know I’m a champion of compounding interest) continues financial vehicles that offer the to grow (which is the smart way) greatest safety, liquidity and rate rather than just earning interest on of return as possible. If they’re the principal amount of $1 million tax-advantaged or even tax-free, if you “withdrew” the interest you all the better. Those familiar with earned (which is the dumb way). my approach know I’m a fan To illustrate: if you have a million- of max-funded, tax-advantaged DOUG dollar nest egg and you want it ANDREW insurance contracts for all the to generate, let’s say, $70,000 a reasons listed above — safety, year in tax-free income over 30 liquidity, rate of return and tax advantages. years (that would be a total of $2.1 million Now in this article, I’d like to look at how tax-free), what you can do is borrow the we access our money when we’re ready to equivalent of your interest while still earn- start taking an income from our financial ing compound interest. vehicles. (For the sake of simplicity, I’ll use You have choices at this point, but max-funded, tax-advantaged insurance as for simplicity let’s say you borrow the our example.) There’s a sad way, a dumb equivalent of your interest at the insurance way and a smart way — which looks best company’s reasonable interest rate of, let’s Shattering the myth that women to you? say, 4 percent. Now you keep earning the Let’s say that you have a couple of index return — let’s say that’s 8 percent. aren’t any good with money hundred thousand dollars of real estate So they’re charging you 4 percent but equity because you sold a piece of prop- you’re earning 8 percent on the money Why do we cling to the myth that households that traded stocks through a erty or refinanced. And now let’s say you that collateralized the loan (the interest on women don’t understand money as well as major discount brokerage. They looked have $200,000 in IRAs and 401(k)s, and your money that you didn’t “withdraw”). men? at seven years of data. Their conclusion: another $100,000 sitting in the bank or a women trade less and get better returns as To put this in perspective, if you were If you look at the personal finance books credit union. That’s a total of $500,000. You aimed at women over the past decade, some a consequence. Male investors, Odean and paying 4 percent interest on a $1 million could leave it sitting in all of those places of the titles might convince you that women Barber found, traded 45 percent more than loan ($40,000), but that money was earn- or you could reposition that $500,000 to need “special help” when it comes to figur- women investors, and all that jumping in ing 8 percent ($80,000), how much more optimize your assets and the minimize tax. ing out saving, investing and budgeting: and out of stocks lowered their net returns is $80,000 than $40,000? It’s 100 percent (We will tackle the details of this topic in Prince Charming Isn’t Coming; SHOO, by an average of 2.65 percent annually. The more. Would you gladly pay an employee another article, but for now, just know that Jimmy Choo!; The Modern Girl’s Guide to women investors traded with less frequency $40,000 that made your company an extra it’s possible to reposition your money into Spending Less and Saving More; Does This and their returns were only hurt an average $80,000? Would you buy a widget machine max-funded, tax-advantaged insurance con- Make My Assets Look Fat?; Girl, Get Your of 1.72 percent per year as a result. for $40,000 if that machine made you an tracts.) Money Straight; A Purse of Your Own: An Other surveys find women prioritiz- extra $80,000? That’s 100 percent return on So, let’s say you repositioned that Easy Guide to Financial Security; etc., etc. ing savings and debt reduction. A global equipment. $500,000 in a properly structured and fund- Judging by these titles, you would think survey out in March 2014 from BlackRock ed MFTA insurance contract. You decide Now as a side note, the financial ser- American women are naive shopaholics or (12 nations, 17,500-plus respondents) dis- to take the minimum amount of insurance vices industry has what it calls the 4percent flat-out squanderers. But is that really covered that women assign under IRS guidelines, which, if you were rule, which is used to determine the amount the case? greater priority to paying off age 60, would be about $1,250,000. (You of funds to withdraw from a retirement Data suggests men spend more than home loans (30 percent of could buy significantly more insurance than account each year. It’s considered to be a women. Intuit’s Consumer Spending women to 26 percent of men), that, but that’s not the objective. You actu- “safe” rate so people don’t outlive their Index (which is compiled using real- paying off consumer debts time data from its Mint.com personal (49 percent to 42 percent), ally want the least amount.) money. finance app) shows that men regularly saving up the down payment Let’s say you’ve repositioned that half- With many traditional financial vehicles, spend $600-700 more a month than for a new home (15 percent million, and in 10 years it doubles to let’s say you had a nest egg of $1,250,000. women do. For example, in the first MARK to 11 percent) and funding $1,000,000 (which did happen for many With a 4-percent payout, you would net quarter of 2013, men spent 37 percent LUND education for their kids (21 owners of these insurance contracts from $36,000 a year after tax (that’s $3,000 a more on alcohol than women, 27 per- percent to 18 percent). the years 2000–2010 while, during the month). On the other hand, with a max- funded insurance contract, that $1,250,000 cent more on entertainment and 29 percent As a Barron’s article recently noted, same period, most Americans actually lost on eating out. Women spent 21 percent wealthy women may be a bit less cavalier could generate possibly $100,000 a year of a decade of growth). What if you actually more than men on clothing and apparel, but with their money than their male coun- tax-free income by doing it the smart way. had a full $1,000,000 accumulated in insur- that was the only category where women terparts. In winter 2014, The Shullman Going back to our example, the key is ance contracts by the year 2000 and you outspent men. Research Center surveyed male and female to not only look for the types of financial started taking your annual interest? Based Do women run wild at the mall? This millionaires and learned that more than on the worst 10-year period since the great vehicles that will work best for you, but is another myth that deserves shattering. A two-thirds of men wanted to buy one or depression (2000 through 2010), your con- to determine the best way to access your study out of Stanford University published more luxury items in the coming 12 months, tract could have generated $70,000 a year of money when you need it. By going with the in the American Journal of Psychiatry finds while just 44 percent of women did. tax-free income without depleting principal. smart way, you can make sure you don’t no real difference between genders when The real issue is unequal income. How do you do this? There are three ways outlive your money and that you are able to it comes to runaway buying. Roughly 6 The pay gap between men and women in to access money out of a max-funded insur- pass along abundance to your children and percent of females studied by the Stanford America is slowly narrowing but still pres- ance contract: the sad way, the dumb way grandchildren. Because in the end, we can’t researchers were compulsive shoppers ver- ent. According to the Pew Research Center, and the smart way. take it with us, but we can certainly leave sus about 5.5 percent of the men. the average woman now earns 84 percent The sad way, honestly, is by dying. It’s it behind in a way that goes on to bless the Are women better investors than men? of what the average man earns; for young one heck of a return, but I don’t recommend lives of those we care about. And that’s the One often-cited study suggests just that. women, the gap is even less at 93 percent. that one. The dumb thing to do would be smartest thing of all. University of California-Berkeley pro- Still, this income differential has a troubling access your money in a way that would trig- fessor Terrence Odean and University of later-life impact: as women tend to live lon- Douglas R. Andrew is a best-selling author, ger unnecessary tax. You want to do it the radio talk show host and abundant living California-Davis professor Brad Barber smart way, and that comes out via loans. coach. analyzed investing patterns across 35,000 see LUND page 12 12 · Sept. 29 - Oct. 5, 2014 · The Enterprise - Utah's Business Journal CALENDAR Life of Steve Jobs.” Location is evening of wine, cocktails and VETS); and the U.S. Department GITOMER Jordan Commons Office Tower, dining to benefit the March of of Veteran Affairs. Location is from page 9 ninth floor, 9350 S. 150 E., Sandy. Dimes programs in Utah. Location South Towne Expo Center, 9575 from page 8 Free. Details are at sandychamber. is Grand America Hotel, 555 S. S. State St., Sandy. Free. Details Fall 2014 ITRA Global Corporate com. Main St., Salt Lake City. Details are available by calling (801) 432- this is a stab at resurgence. Real Estate Conference, a gath- are available by calling Tina 4242 or (801) 432-4536. • Trying to fit a round sales ering of real estate organizations October 21-22 Baucum at (801) 509-3172. peg in a square sales hole. “Energy Excursion: Utah’s devoted to representing corporate November 7, 6-9 p.m. RESULT: You lose sales, lose tenants and occupiers of commer- Coal Economy,” presented by Oct. 28, 11:30 a.m.-1 p.m. Utah Technology Council salespeople and there is lower cial real estate. Event will feature a the Salt Lake Chamber and the Women in Business (UTC) Hall of Fame Celebration. morale. YIKES! corporate CEO panel sharing why Utah Office of Energy featuring Luncheon, a Sandy Area Black-tie event will honor indi- NOTE WELL: It’s most they chose Utah when making a trip to Utah’s coal country and Chamber of Commerce event. likely that many of these reasons their site selection and business southeastern energy-producing Speaker is Becky Kapp of Salt viduals with Utah ties who have apply to you or your system. expansion decisions. Location counties. The policy-centered Lake County Aging and Adult made global contributions to the is Grand America Hotel, 555 S. excursion’s itinerary will feature Services. Location is Country Inn information technology and life Damn. Main St., Salt Lake City. Details a look at unique energy, outdoor & Suites, 10499 South Jordan science industries through new ALSO NOTE WELL: Sales are at itraglobal.com/events. recreation and tourism, regulatory, Gateway, South Jordan. Cost is technology, innovation and lead- is NOT a system, nor is it a water and rural economic devel- $20 for members, $25 for guests. ership. Keynote speaker is Marc manipulative process. It’s a series October 11, 9 a.m.-1 p.m. opment issues. Cost is $400 until Details are at sandychamber.com. Benioff, chief executive officer of STRATEGIES that are in har- 12th annual Forklift Rodeo, Sept. 30, $500 thereafter. Details and cofounder of Salesforce.com. mony with salespeople AND their a Utah Manufacturers Association are available at slchamber.com. October 30, 11:30-1 p.m. Location is Grand America Hotel, customers. event. Location is Usana, 3838 W. Networking Luncheon, 555 S. Main St., Salt Lake City. Here are some sales Parkway Blvd., Salt Lake City. Oct. 23, 7:15 a.m.-3 p.m. a West Jordan Chamber of Cost is $300 for UTC members, STRATEGIES that do work: Cost is $25 per person before Ninth Annual PTAC Commerce event. Location is the $450 for nonmembers. Details are • Create a “go to sale” strat- Sept. 30, $35 thereafter. Teams Procurement Symposium, West Jordan City Hall Community at www.utahtech.org. egy that everyone is comfort- can register at uma@umaweb. presented by the Procurement Room, 8000 S. Redwood Road, able with: friendly, engaging, org. Technical Assistance Centers West Jordan. Free for members, Nov.18, 8 a.m.-4 p.m. value-driven, conversational and (PTAC), part of the Governor’s $15 for nonmembers. RSVPs can 38th Annual American backed with proof from video October 15-16 Office of Economic Development be complete at info@westjordan- Express Women & Business testimonials. Biannual Seminar for (GOED). Theme is “Pencils to chamber.com. • Everyone should partici- Architects Conference and Wells Fargo , hosted by BHB Planes: Getting Your Piece of pate in creating the sales strate- Engineers. Event is for architects the Government Contracting Athena Award Luncheon, November 1, 6 p.m. gies from the CEO down. studying to the structural por- Pie.” Event focuses on govern- 109th Annual Utah presented by the Salt Lake • Collaborate with the sales tion of the Architect Registration ment contracting and will fea- Manufacturers Association Chamber Women’s Business team — they’re the ones that will Examination. Multiple engineers ture breakout training sessions, Awards and Installation Center. Peggy Larsen of the from BHB will make presenta- a reverse trade show, keynote Banquet. Activities include Workers Compensation Fund is USE the strategies. tions. Free. Details and reserva- speaker Gov. Gary Herbert, and a social at 6 p.m., with dinner the 2014 Athena Award recipi- • Create strategies that are tions are available by emailing PTAC awards. Featured presenter at 6:45 p.m. Location is Little ent. Pathfinder Awards will be flexible and comfortable. Have Amber Craighill at amber.craig- is Joshua Frank, principal and America Hotel, 500 S. State St., presented to Patrice Arent, Utah several different opening ques- [email protected]. founder of RSM Federal. Featured Salt Lake City. Cost is $100 State Legislature; Juanita Damon, tions to choose from. Offer alter- speakers are Karen Gunn of the per person, $850 for a table of American Express; Martha native ways to engage or close October 15, 8-10 a.m. Goldman Sachs 10,000 Small 10. Sponsorships are available. Eining, David Eccles School of the sale. “To Be or Not To Be … Nosy: Businesses Program and Natalie Registration can be completed at Business at the University of • Have a “Value Proposition” Off-Duty Employee Conduct Kaddas, general manager at [email protected]. Utah; and Denise Winslow, Wells in favor of the customer. and Issues for Technology Kaddas Enterprises. Location is Fargo. Awards luncheon is from • Whatever the strategies Companies,” a Utah Technology South Towne Expo Center, 9575 November 3-4 noon-1:30 p.m. Location is Little are, they MUST start with social Council (UTC) clinic. Elizabeth S. State St., Sandy. Details are at “USTAR Confluence: America Hotel, 500 S. Main St., attraction. Dunning, a partner in Holland & business.utah.gov/ptac. Where Research Meets Salt Lake City. Cost is $75 for • Whatever the strategies are, Hart’s Employment Group, will Commercialization,” a sym- conference and luncheon. Details they MUST work in your envi- discuss the use of social media October 23, 11 a.m.-1 p.m. posium to stimulate innovation, ronment. and other employee off-duty con- “Can We Truly Multitask?” collaboration and commercial- and registration are available at http://www.slchamber.com/wom- • Whatever the strategies are, duct that may affect a company’s a multi-chamber “Business ization and build entrepreneurial they MUST be easy to use and reputation and employee morale, Matters” luncheon with speaker excitement. Event will include enandbusiness. time efficient. and what employers can — or David Strayer, professor of cogni- science and technology leaders, • Whatever the strategies are, should — do about it. Location is tion and neural science. Hosted by industry sponsors, angel and ven- they MUST be state-of-the art Holland & Hart LLP, 222 S. Main the West Jordan, Kearns Township, ture capital investors and gov- LUND and state-of-the-market. St., Suite 2200, Salt Lake City. Taylorsville City, West Valley ernment stakeholders. Location from page 11 Free for UTC members, $30 for City, South Jordan, Southwest is James L. Sorenson Molecular MAJOR CLUE: Collaborate nonmembers. Details are at www. Valley and Jordan Area cham- Biotechnology Building, 36 S. ger than men, women will tend with existing customers. Get utahtech.org or (801) 568-3500. bers of commerce. Location is Wasatch Drive, Salt Lake City. to outlive their husbands more them involved with and in agree- Conservation Garden Park, 8275 Details are available at www.inno- often than not. At some point in ment to (accept) the strategies October 20-21 S. 1300 W., West Jordan. Cost vationutah.com. their lives, many women will be you use. “Africa’s Future in the is $20 with pre-paid RSVP, $30 solely responsible for their finan- AND NOTE REAL WELL: Global Economy,” co-sponsored day of the event (space permit- Nov. 5, 11 a.m.-3 p.m. cial situation — and that calls for Sales are all your revenue and by the Council of American ting). RSVPs can be completed at “Hero 2 Hired” Job Fair, for sufficient financial knowledge. all your profit. Salespeople are Ambassadors and the Hinckley [email protected]. veterans, active duty military mem- There is no need for con- the conduit for all that revenue. Institute of Politics. Location is bers, Guard and Reserve members descension; there is a need for Why would you jeopardize your the Spencer Fox Eccles Business October 23, 5-7 p.m. and military spouses. Event is con- comprehension. Women do need money and your profit with a to realize the financial chal- Building Auditorium, 1655 Business After Hours, a Salt ducted by the Utah Veterans and system that everyone will fight? Campus Center Drive, Salt Lake Lake Chamber event. Location is Military Employment Coalition; lenges that come with potentially longer life spans and potential City. Details are at www.hinckley. the Natural History Museum of the Utah Committee for Employer Jeffrey Gitomer is the author of 12 utah.edu. Utah, 301 Wakara Way, Salt Lake Support of the Guard and Reserve absences from the workforce, and plan accordingly — but it is time best-selling books including The City. Cost is $7 for members, $20 (ESGR); Hero 2 Hired; the Utah to ditch the old stereotypes and Sales Bible and The Little Red October 22, 7:30-9 a.m. for nonmembers. Details are at Department of Veterans’ Affairs; myths. Book of Selling. His new book, Breakfast of Champions, slchamber.com. the Utah Department of Workforce 21.5 Unbreakable Laws of Selling a Sandy Area Chamber of Services; the Salt Lake, Davis, Mark Lund provides 401(k) con- is now available as a book and an Commerce event. Speaker is Jon October 25, 6 p.m. and Ogden Weber chambers of sulting for small businesses and online course at www.gitomerVT. Aubrey, executive vice president Signature Chefs Gala of commerce; the Department of investment advisory services for com. of AmeriBen/IEC Group, discuss- Utah 2014. Event features the Labor’s Veterans’ Employment individuals through Stonecreek ing “Lessons Learned from the state’s culinary masters during an and Training Service (DOL Wealth Advisors Inc. in Utah. © 2014 All Rights Reserved. The Enterprise 13 September 29, 2014 Utah's Business Heritage INSIDE

More business profiles:

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First Utah Bank page 16

Issue Sponsor: Staker Parson Companies: Utah’s Preferred Source Staker Parson Companies has been lows, including the challenging business safely building “The Preferred Source” environment in the 1980s due to high of quality sand, rock, landscape products, interest rates and increased energy costs. ready-mixed concrete, asphalt, paving and More recently, the Great Recession posed construction services for over 60 years. In significant challenges as construction 1927 Jack B. Parson boarded a train and spending and employment faced dramatic headed off to help his father build roads. declines. That summer’s experience developed into “I am very proud of the legacy built a lifelong passion for Jack, who quickly by my father and grandfather, Jack B. learned to operate every piece of equip- Parson,” said Scott Parson, Staker Parson ment in the fleet and gained a wealth of Companies’ president and CEO. “They experience in the construction business. built the foundation of our business to Notable Projects In 1952, Jack founded Jack B. Parson provide top quality products coupled with • Provo City Center Temple Companies in Smithfield and the company great customer service. By following this University of Utah/Primary grew to become one of the largest rock formula for success, we have expanded • product producers and contractors in the our business so that we now offer the wid- Children’s Medical Center region. est variety of products and services across Ambulatory Care Complex In 1969, Stuart, Val and Gordon the broadest geography of any supplier in Airport TRAX Line Staker founded Staker Paving and Utah and Idaho. This formula means qual- • Construction in Salt Lake City. From its ity and convenience for our customers. • Utah Data Center humble beginning, Staker Paving and Our success would not have been possible • City Creek Center Construction grew to become one of without our great customers and employ- UDOT SR-252, 1000 West, Cache Utah’s largest asphalt producers and plac- ees.” • ers. Though demand for the its prod- County These two companies merged in ucts and services declined during the Procter & Gamble Project 2001 to create Staker Parson Companies, • the Intermountain region’s leading con- Gold Rush see STAKER PARSON pg. 17 struction materials and services provider • UDOT I-15 CORE employing nearly 2,000 people Adobe Systems Campus at more than 50 locations and • serving a wide variety of con- Box Elder County Watershed • tractors, businesses, govern- Improvements ment agencies, municipalities Utah Museum of Natural History and homeowners in Utah, • Idaho, Oregon, Nevada and • Falcon Hill Arizona. The articles in the Focus section Utah's I-15 Point Design Build Project A company doesn’t thrive Business Heritage were written and • Salt Lake City International for over 60 years without submitted by the companies represented • encountering — and more as a promotional consideration by Airport importantly, overcoming — The Enterprise, but are not necessarily challenges. The company has paid advertsing. I-15 Davis County Add-A-Lane • survived economic highs and 14 · Sept. 29 - Oct. 5, 2014 · The Enterprise - Utah's Business Journal • 2014 Utah's Business Heritage Focus Partnership of friends has lasted almost 40 years Nearly 40 years ago, cousins Bruce Initially in the Boston Building, the Cohne and Roger Segal joined newly firm soon moved to the lofted open-air transplanted New Yorker Rick Rappaport spaces of 66 Exchange Place. The offices to form the law firm of Cohne, Rappaport were separated by partitions only, the hot & Segal (CRS). Rick had graduated in decorating color was pumpkin orange, 1968 from Columbia Law, clerked for a the men’s bathroom door didn’t lock, and federal judge in Missouri, and then wan- Bernie Rose’s daily serenades wafted dered west to help indigent clients at Utah throughout two open floors, along with the Legal Services. Rick met Bruce at Salt second-hand smoke that was so ubiquitous graduated from the University of Utah law those moments you are dealing with them. Lake’s Jewish Community Center. Among in 1970s offices. Technology was practi- school in 1979, he was hired as CRS’s Rick is now retired, but he trained discussions of life, family, and living in cally non-existent. The intercom system first associate. Jeff is now president of the Leslie Van Frank for more than 25 years. Utah, they realized they shared many com- was the front desk receptionist yelling at firm. He heads the civil litigation group He did such a good job that she was select- mon interests in the law. the top of her voice – “Bruce, you have a and excels at handling complex litigation. ed by the Real Property Section of the Bruce had a burgeoning securities call on line one.” Primitive word process- Jeff remembers one of his most important Utah State Bar as the 2014 Distinguished law practice. He had been working with ing came a few years later. Shared among lessons came from Rick – “Never take on Real Property Practitioner of the Year. No several other attorneys, and also with his the secretaries, the NBI had a 64 KB (yes, a new client who has already fired three other woman has ever received the honor. first cousin, Roger, a recently returned that’s a “K”) hard drive the size of a wash- lawyers and is suing his mother.” Everything she now practices she learned Vietnam veteran. Both had graduated ing machine, and the secretaries pounded Brad Strassberg was first hired in from Rick. from the University of Utah law school, out the rest of their work on typewriters. the mid-1990s, on graduation from the Ray Beck joined CRS in 1983 on Bruce in 1963 and Roger a decade later, in Over the years, the firm added desk- University of Washington law school, graduation from BYU’s law school. Ray 1973. With the formation of CRS, attor- top computers, new phone systems and when he left Seattle for the sunnier climes recounts that shortly after he passed the neys Sam Bernstein and Bernie Rose went almost two dozen attorneys. Along the of Salt Lake. He stayed briefly, then spent bar, Bruce told him, “You now have a “of counsel,” and began passing on their way, Bruce, Rick, and Roger learned a lot, three years as a staff attorney for the Utah license to start learning.” Learn Ray did, books of business. Roger succeeded to the and taught many valuable lessons. Court of Appeals. He brought his sunny and some 30 years later, he is an expert in bankruptcy practice of another attorney Jeff Silvestrini was originally hired disposition and appellate expertise back to like-kind tax deferred exchanges, having who moved out-of-state. Rick undertook as a law clerk. Wanting to ski and learn the firm, where he also does commercial acted as a qualified intermediary in thou- litigation, real estate and estate planning the law (and to experience a real college litigation, arbitration and mediation. Rick sands and thousands of 1031 transactions. work that spun off Bruce’s practice, as well football town), Jeff had moved to Utah taught Brad that clients with even the as title work that crept his way. from Ann Arbor, Michigan. When he smallest problems deserve full attention in see COHNE page 18 Serving Utah's industry for almost 100 years Rudolph “Rudy” Orlob opened the first western region. survived the Great Depression, slowly with the market, the business continued Industrial Supply Company store back in Their humble beginnings trace back growing their business to supply hand tools to grow during a time of downsizing, 1916 to sell rubber products to the mining to 1916, when Rudolph Orlob founded and power tools used to service industrial outsourcing and modernizing. During grim industry. Since then, the Utah family- the Mountain States Rubber Company. plant operations and maintenance. Ten economic conditions, which eventually led owned business has grown to become a Mountain States Rubber Company years later, amidst a booming Utah to the closing of U.S. Steel’s Geneva plant leading MRO supplier of safety gear, tools, provided the mining industry with much- economy Mr. Orlob started Industrial and the temporary closure of Kennecott abrasives, chemicals and other supplies needed products such as packing, industrial Supply to better serve a wide range of Copper, Industrial Supply maintained to industrial companies throughout the tires and conveyor belts. Industrial Supply emerging industries. By the 1950s their success by being able to respond to customer base expanded change. Chairman Phil Thompson knows significantly to include this concept well, saying, “If you don’t steel making, steel anticipate the future, you won’t have any fabrication shops and future.” foundries, as well as Over the past 100 years, Industrial public utilities, mining, Supply has proven their staying power by manufacturing and successfully weathering every challenge construction segments. that has come their way, including industry In 1982, Industrial changes, economic downturns and the Supply survived one of introduction of big-box hardware suppliers. its biggest economic hits. Their philosophy has always been to give The largest foundry, the back to the communities and industries that second-largest copper have helped them succeed for 100 years. mine and two of the Industrial Supply credits three things to largest steel fabricators in their success: their loyal customer base, the region closed within outstanding employee service and a strong 18 months of one another. commitment to adapt to meet the needs of In order to survive, the market. Industrial Supply adapted “The fact that we’ve been around so to the new business long shows the strength of our customer climate, shifting its relationships,” said president and CEO focus to Utah’s emerging Chris Bateman. “Many of our client aerospace, defense and relationships go back decades. Our construction businesses. By evolving to change see ISC page 18 2014 Utah's Business Heritage Focus • The Enterprise - Utah's Business Journal · Sept. 29 - Oct. 5, 2014 · 15 16 · Sept. 29 - Oct. 5, 2014 · The Enterprise - Utah's Business Journal • 2014 Utah's Business Heritage Focus

First Utah grows to seven branches in Salt Lake Co. SME Steel: First Utah Bank is a full service community bank and was founded in September 1978 originally as Cottonwood Security Bank. The bank has been owned by the current shareholders since 1988. From a single location, Going the Extra Mile the bank now has over $300 million in assets and seven branch locations and nine ATMs, all in Salt Lake County. Transforming building ideas into real- steel which is milled, rolled, and railed or First Utah Bank has 115 employees and an experienced management ity requires more than just a shared vision. trucked to the yard at SME Steel. team with over 200 years of combined banking experience. The bank contin- It demands collaboration, resources, With little more than two decades, ues to grow and thrive. technical knowledge, and a commitment SME Steel has grown into one of the larg- The mission of First Utah Bank is to the success of the entire design and est fully integrated fabricators and erectors to deliver state of the art, unparalleled construction team. Projects such as City of highly engineered structural steel com- products and service to our customers Creek Center, which encapsulates two full ponents in North America. Headquartered through avenues of choice; exceptional city blocks with a retractable roof; US in West Jordan, SME Steel fabricates up value to our shareholders; goodwill District Court in Salt Lake City, featuring to 100,000 tons of steel annually to serve a design process spanning 17 years; and a diverse market requiring tight schedules, to the communities we serve; and an the recently completed Levi’s Stadium, contractual budgets, and impeccable qual- enriching experience to our employees. home of the San Francisco 49ers, are just ity time after time. As a community bank, our core a recent sampling of the diverse projects SME Steel provides a complete prod- strength lies in our experienced local which highlight the skill and craftsmanship uct range (known as Division 5 in the management, customized solutions, of SME Steel. construction industry) with its multiple and customer access to decision mak- Structural steel fabrication and erec- facilities which includes structural steel, ers, who are available at any time. The tion sets the pace of a project and it is CoreBrace Buckling Restrained Braces bank is 100 percent locally owned and not as easy as it looks. SME Steel has an (BRBs), miscellaneous metals, and spe- controlled. We are not the largest so we impressive track record for seeing the big cialty fabrication of ornamental metals— know our customers and they know us. picture through the eyes of all members all the beautiful metal elements you see in of the team while working hard to build a finished building. We are strategic and relevant to their strong relationships and projects that last. Walking through the yard at their businesses. Upon each interaction with Featuring a well seasoned team of experts, West Jordan facility, you see a lot of steel us, whether in person, by phone, online SME Steel works diligently to capture and stacked all around. White letters and num- or by mail, we strive to provide a posi- complete the vision of the project through bers are written on each piece of steel tive experience. We will see ourselves through our customers’ eyes with a the eyes of the owner, architect, engineer using a paint stick. These special codes are goal of providing more to our customers than they expect. and general contractor: the construction also highlighted on individual detail draw- The bank offers a comprehensive menu of business and consumer team. ing sheets. Long before each piece of steel credit, deposit, and cash management products and related services. First With an ever increasing focus on arrives at the yard, steel detailers (located Utah Bank is first and foremost a small-business bank, and secondly, a con- green building, steel is the only element in-house) have labored intensively over the sumer banking operation with state of the art technology. The bank employs which is 100 percent recyclable. Roughly drawings to record the steel as it visits the 95 percent of the material SME fabricates fabrication shop to provide essential data a seasoned team of business bankers, relationship managers and SBA pro- and installs is recycled material that once on the steel: shape, size, material grade, fessionals and maintains a preferred lender status with the Small Business existed as something else. These recycled special testing, order number, heat number, Administration. materials are sorted by size and type and erection sequence, weight—everything We know our competitors and will do things better, faster and more are mostly unrecognizable with the fin- required by the project documents. Detail tailored to our customers. We do not compete on price alone, but with ser- est scrap, referred to as shredded scrap or drawing sheets also contain all of the pro- vice and value. “frag,” reminding one of freshly ground cesses required for that particular piece of It is a mission of the bank to give back to those communities in tea. The remaining 5 percent of the steel steel: how long it needs to be, where bolt which we have a presence and many of the bank’s employees give their time composition is comprised of added ele- holes need to be placed, and where steel in service to various local nonprofit organizations. ments necessary to provide the required composition and strength for each batch of see SME STEEL page 19 2014 Utah's Business Heritage Focus • The Enterprise - Utah's Business Journal · Sept. 29 - Oct. 5, 2014 · 17 STAKER PARSON from page 13

Great Recession, the company focused on streamlining, improving quality and enhancing customer service in all facets of its business. Staker Parson Companies is well poised to capitalize on opportuni- ties as the economy recovers. 2015 shows signs of continued improvement in resi- dential markets, employment growth, as well as growth in the mining, energy and construction markets. “In everything we do, we strive to safely build 'The Preferred Source' for our customers, employees and neighbors,” said Parson. “This was the foundation built by my grandfather and continues to be the way we conduct business today.” The company takes pride in con- tributing its time, treasure and talent to Ready-mix13-231_staker_born_and_bred_ad_PRINT.pdf trucks line up in front of a Staker company 1 batch10/16/13 plant 6:04in Brigham PM City in the photo from the 1960s. strengthen the communities that support its business. “Rocks Build our World” is an educational outreach program taught to thousands of fourth graders each year. The program educates students about natural resources, mining and reclamation. A high- light of the program is a mining activity that challenges students to mine chocolate chips from chocolate chip cookies effi- ciently and responsibly. Other community involvement includes the Parson Construction Management Program at Weber State

University, Habitat for Humanity, the JB & JB Junior American Cancer Society Hope Lodge in Salt Lake City, the Utah National Guard Trust, Parents Empowered, various univer- sities and schools throughout the state, the “Touch a Truck” program and donations to local organizations such as the Christmas Box House, United Way, Homes for our Troops, Salvation Army, and Boy and Girl Since 1952, we’ve been Scouts of America. C THE PREFERED SOURCE. Staker Parson Companies has con- M sistently been recognized for quality Y work on numerous projects both large CM For more than 60 years, and small. Some awards include Quality MY Staker Parson has been the leading Stuart Staker & Sons in Construction, Excellence in Concrete, CY construction materials provider in Excellence in Paving, Platinum Award for Utah. We are the preferred source Achievement of Safety Excellence, NAPACMY for ready-mix concrete, landscape (National Asphalt Pavement Association) K products and asphalt. You can count Diamond Achievement, Sheldon G. Hayes on the same preferred products and (highest quality asphalt pavement project services for years to come. Learn in the U.S.), Larry H. Lemon (highest scoring asphalt pavement project in the more at stakerparson.com. U.S.), Environmental Excellence, Award of Merit from the Utah Safety Council and Green Star Plant Certification. What does it mean to be “The

Preferred Source?” To Staker Parson Jack, John and Scott Parson Companies, it means creating innovative products and solutions. It means safely building projects of the highest quality. It means developing and training employees. It means a quality and timely delivery with every load of material. It means sup- porting and giving back to the community. In short, it means award-winning safety, quality, service and innovation for over 60 years and looking forward to many more. 18 · Sept. 29 - Oct. 5, 2014 · The Enterprise - Utah's Business Journal • 2014 Utah's Business Heritage Focus active. He has served as the president of clients include celebrities and Fortune 500 who share an appreciation for the things COHNE Congregation Kol Ami and of the Jewish companies, but he’s always working on that make Utah a great place to call home. from page 14 Community Center, and as a board member a couple of “make a difference” cases in With the help of Bruce, Rick and Roger, and chairperson of the Utah State Money which the client needs legal help but can’t the firm has grown enough to be able Management Council, KUED TV and afford it. Most years he can singlehand- to handle the legal needs of very large Bud Headman is in the “deal busi- the Utah Advisory Committee to the U.S. edly fulfill the firm’s pro-bono goals. businesses, but it is still small enough to ness.” For more than 37 years, he’s helped Commission on Civil Rights. He’s in the Roger’s influence on Josh? Winning the remember the importance of individual cli- form them, he’s helped merge them, and office every day (but unhappily doesn’t case is easy. If you want to make your cli- ents. he’s helped them solve problems. Bud serenade us like Bernie did). ents real happy, collect the judgment. says that he prides himself on being able to Dan Torkelson (realizing that Ann Will Garbina was recruited to the firm see the big picture. But, he says, “If I can Arbor is an exciting football town) gradu- from Omaha, Nebraska, where he’d litigat- ISC see the problem from 30,000 feet, Bruce ated in the mid-1980s from the University ed for more than 15 years. An experienced from page 14 sees it from the moon.” Privately, Bud of Michigan law school, and joined the title insurance practitioner, who also does calls Bruce “Yoda.” firm practicing bankruptcy law under construction, commercial and real property customers know that we provide the kind Dena Sarandos came to CRS in the Roger’s tutelage. Dan now also represents litigation, Will likes to think he already of personal attention and service that big mid-1990s. Dena is bilingual; she spoke businesses and individuals with real estate knew clients like pragmatic solutions. He corporations just can’t offer.” only Greek until she started kindergarten and business transactions. Roger taught is willing to admit Roger regularly rein- Industrial Supply’s commitment to in Ogden. She now practices family law, Dan that being a good lawyer is not simply forces that homily. keep up with technology and invest in new and is justly proud of her membership about trying to win, but about finding a Roger recently retired from his posi- ways to serve their customers has helped in the prestigious American Academy of solution that benefits both parties. tion as a member of the Panel of Standing them stay on top. The company is often Matrimonial Lawyers and Best Lawyers of Josh Peterman made it to Salt Lake Trustees for the U.S. Bankruptcy Court for nationally recognized for their innovative America. Dena’s most memorable lessons City in 2004 by way of Pennsylvania, the District of Utah. He continues to prac- have been learned watching Bruce’s active Idaho and Case Western Reserve’s law tice bankruptcy and commercial law. Jeff strategies, including customizable website involvement in the community. “He gives school in Cleveland, Ohio. At CRS, Josh has been heard describing Roger: “The best options for their B2B customers, staffing back,” she says, “and that’s so important.” has built an unusually diverse practice. lawyers are meticulously honest.” and operating job-site trailers (open Though now retired from his law He handles domestic matters, commercial Though they aren’t all mentioned 24/7), bar-coding customers’ warehouses, practice, Bruce continues to be very litigation and everything in-between. His here, CRS’s attorneys are a diverse group and creating tailor-made programs for individual customers. In early September, Industrial Supply began a new construction project to expand their warehouse by connecting two WE HAVE THE PEOPLE, of the existing warehouses. “The company was almost 50 years old when it moved THE EXPERIENCE, from downtown Salt Lake in 1964. Two of our three warehouses were built in the AND THE TECHNOLOGY. late 70s. This new project represents a very significant milestone in our history. During all those years, one simple concept has served us well: Focus on our WE customers,” said Randy Evans, president of construction, safety and mining, and another grandson of founder Rudy Orlob. This expansion project demonstrates one HAVE of the many ways in which Industrial Supply continually works to improve their overall efficiency as a company. By THE streamlining their distribution system, they expect a significant reduction in wasted time and resources, an improvement that POWER. will benefit both the employees and the customers. Industrial Supply is quick to credit their employees as their most valuable asset, knowing that they will always be the core of their success. The company has worked hard to create a culture that values diversity, nurtures employee talent and offers unique programs. Industrial Supply regularly provides each employee with training and programs that enhance their knowledge, skill sets and capabilities. They also provide employees with a fitness center and wellness programs that have been recognized twice with awards from the Governor’s Council on Physical Fitness as the most outstanding on-site employee fitness area. Today, Rudy Orlob’s family still owns and manages Industrial Supply; they are continually striving to find new ways to meet the needs of their customers. The Design-Build Construction • Mission Critical • Routine and Emergency Electrical Service • Electrical Construction – Commercial company now offers more than 40,000 products to the manufacturing, electronics, and Heavy Industrial • Transmission Lines and Substation Construction • LEED AP Certified Professionals • Fiber Optic Installation,Testing, construction, and mining and aerospace industries in several MRO categories. and Service • Voice and Data • Multimedia • Industrial and Commercial Security • Network Design and Implementation • cve.com “We’ll keep changing and adapting to do whatever we can to provide value to our customers, employees and the communities we serve,” said Jessica Corporate Office - Logan, UT Salt Lake City, UT Yurgaitis, vice president of sales and marketing and great granddaughter of the 435.752.6405 801.908.6666 CACHE VALLEY ELECTRIC company founder. “We’re here for the long haul.” 2014 Utah's Business Heritage Focus • The Enterprise - Utah's Business Journal · Sept. 29 - Oct. 5, 2014 · 19 SME STEEL from page 16 parts need to be added (welded). These same detail drawing sheets con- trol the flow of steel material as it travels in the early stages of fabrication through each stage in the plant and allows employ- ees to know exactly where each piece of steel is located at all times and which pro- cesses have been completed. Impressively, each individual piece of steel is monitored from the time it is detailed from the draw- ings until it is placed inside the structure. SME Steel Coatings, the newest mem- ber of the SME Steel family, has arrived on the scene. Fresh from its inaugural work on the new Levi’s Stadium, this divi- sion provides protective and architectural coatings for both shop and field applica- tions, giving customers a multitude of options from simple primers to intumes- cent fireproofing and high performance Workers load a project for shipping at the SME Steel fabrication facility in West Jordan. finishes. Bay 7, the paint bay, is where you can see steel members being treated with the required surface preparation, coating or fireproofing. Each painted member is closely monitored with its own tracking code until it is delivered and passes its final inspection by specially trained SME Steel Coatings personnel who are NACE certified — the industry standard for coat- ings inspection. “Given the diversity of industries that we serve, SME Steel has worked dili- gently to take insights and knowledge with every project and use it to serve our clients in the next one by providing cost and time saving alternatives for consideration,” said Wayne Searle, CEO. Safety and quality go hand-in-hand and are always top priority with everyone at SME Steel, from those in the office to those in the shop and finally to those in The Single-Source Structural Steel Fabricator / Erector the field whose job it is to walk nimbly on top of the steel structure often from hun- z Plants located in West Jordan, Utah; dreds of feet in the air. These core values Las Vegas, Nevada; and Phoenix, Arizona are evident in their current Experience z Automated State-of-the-Art Structural Modification Rate (safety rating) of an Fabrication Facilities impressive 0.62. The EMR rate tells those z Blast and Paint Capabilities who are considering construction team z Integrated Project Delivery (IPD) members whether or not one is “fit to z Building Information Model (BIM) work” as it demonstrates their ability to z 300,000 SF Under Roof, Up to 100-ton lift work safely. Today, the industry standard z Capabilities to Fabricate Stairs, Handrail, is set at 1.0 or below to be considered Provo City Center Temple Miscellaneous and Ornamental Metals acceptable. In the words of Justin Pitts, z Buckling-Restrained Brace (BRB) Capabilities vice president of sales/pre-construction, “The idea that every employee goes home Levi’s Stadium (SF 49ers) Primary Children’s safe every day, at the end of every shift, Pedestrian Bridge Medical Center and Pedestrian Bridge isn’t just words on a poster; rather, it’s the idea that underlines and drives every plan, every task and every action of every employee working for SME Steel. Safety and quality have been and will continue to be key factors in the success of SME Steel.” SME Steel is proud to be a Utah born and bred company with a longstanding Levi’s Stadium (SF 49ers) US District Courthouse, Salt Lake City reputation for superior quality and reli- ability. SME Steel is as committed to the success of each member of the construc- SME Steel Contractors, Inc. 5801 West Wells Park Road tion team as it is to its own. From sporting West Jordan, UT 84081 venues to specialty concert halls, univer- 801.280.0711 Fax 801.280.3460 sities to convention centers, hospitals to www.smesteel.com for sales information, please contact airports, manufacturing facilities to high Justin Pitts, VP Sales/Pre-Construction rises, SME Steel is pleased to play a part André Olson, Regional Sales Manager in working, living and playing amid the skylines they help to build. Pages 20-23 Sept. 29-Oct. 5, 2014

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Available Available Premier Class A Office Office Space for Lease  20,500 SF Now  Open Bay Depths OpenNewly Bay Remodeled Depths Old Mill Corporate Center  EagleridgePremier Class PremierCommon OfficeA Office Class Areas Building A Office Available  Open Bay Depths  NewlyNorth Remodeled NewlyImmediate Salt RemodeledLake Freeway Old Mill Corporate Center Old Mill Corporate Center Premier Class A Office Common AreasCommonAccess Areas 6322 South 3000 East, Cottonwood Heights, UT  Newly Remodeled  Immediate Freeway ImmediateAmple Covered Freeway Parking This landmark location offers immediate freewayOld Mill Corporate Center Salt Lake City’s most prestigious officeCommon Areas access to I-215, ample covered parking, state-of-the- Access  AccessFull Building Generator development. This iconic campus boasts four art technology, and full building generator back-up.  Ample Covered Parking premier Class A professional office Immediate buildings at the FreewayThe campus was designed to take advantage of the  Ample CoveredBack Parking-up foot of the Wasatch Mountains. most impressive views of the surrounding Wasatch  Access Mountains, the Old Mill Golf Course, and the Salt  Full Building FullFiberGenerator Building Optic Hub Generator  Ample Covered ParkingLake City skyline. Back-up  BackExpansive-up Mountain Stephanie Dalton  Full Building Generator  Fiber Optic HubFiberViews Optic Hub [email protected] Back -up  Expansive Mountain ExpansiveOn Site Deli Mountain Misti Milner  Fiber Optic Hub Views Views [email protected]  Expansive Mountain  On Site Deli On Site Deli Views Offered at $17/SF (full service)  On Site Deli Space 100: (Space Avail) On 4,783On Site Site SF; Deli (Rental Deli Rate) $17/SF/Yr; (Space  On Site Deli Type) Office Bldg; (Min. Divisible) 1,725 SF; (Max. Contiguous) 10,600

SF; (Lease Type) Full Svc Space 230: (Space Avail) 3,330 SF; (Rental Rate) $17/SF/Yr; (Space Type) Office Bldg; (Date20,500 20,500 Available) SF SepSF 14Now Now  20,500 SF Now Space 110: (Space Avail) 5,817 SF; (Rental Rate) $17/SF/Yr; (Space AvailableAvailable Available Type) Office Bldg; (Date Available)801 Sep 14-944-7722  Open Open Bay Bay Depths Depths  Open Bay Depths For more details, call 801-414-6647 • 20,500 SF Now  Premier Premier Class Class A AOffice Office  Premier Class A Office 80139-944 East - [email protected] 944 Dr.-7722  Newly Newly Remodeled Remodeled  AvailableNewly Remodeled Salt Lake City’s most prestigious North Salt Lake OldOld Mill Mill Corporate Corporate Center Center Old Mill Corporate Center CommonCommon Areas Areas • OpenCommon Bay AreasDepths 801office -development.944-7722 This iconic [email protected]: [email protected] [email protected] campus boasts four premier Class A  Immediate Immediate Freeway Freeway • PremierImmediate Class Freeway A Office professional office buildings at the AccessAccess • NewlyAccess Remodeled [email protected] of the Wasatch Mountains

 Ample Ample Covered Covered Parking Parking  AmpleCommon Covered Area Parking • Immediate Freeway This landmark location offers im-  Full Full Building Building Generator Generator  Full Building Generator Access mediate freeway access to I-215, BackBack-up-up Back-up ample covered parking, state-of-  Fiber Fiber Optic Optic Hub Hub • AmpleFiber Optic Covered Hub Parking the-art technology and full building  Expansive ExpansiveWe Mountain Mountain provide • FullExpansive Building Mountain Generator generator backup. The campus was ViewsViews ViewsBackup designed to take advantage of the • Fiber Optic Hub most impressive views of the sur-  On On Site Site Deliproperty Deli  On Site Deli • Expansive Mountain rounding Wasatch Mountains, the 6322 South 3000 East, Cottonwood Heights,Old Mill Golf UT Course and the Salt Views LakeThis City landmark Skyline. location offers immediate freeway searches! 6322 SaltSouth Lake• City’s 3000On-site most East, prestigious Deli Cottonwood office Heights,access UTto I-215, ample covered parking, state-of-the- 6322 South 3000 East,development. Cottonwood This iconic campus Heights, boasts four UT art technology, and full building generator back-up. ThisThe campuslandmark was location designed offers to takeimmediate advantage freeway of the premier Class A professional office buildingsThis landmark at the location offers immediate freeway About us: Salt Lake City’s most prestigious office accessmost impressive to I-215, ample views covered of the surrounding parking, state Wasatch-of-the - Salt Lake City’s most prestigiousfoot of the officeWasatch G Mountains.reg Gunnaccess to I-215, ample covered parking, state-of-the- development. This iconic campus boasts four artMountains, technology, the andOld fullMill building Golf Course, generator 6322and backthe Salt -Southup. 3000 East, Cottonwood Heights, UT development. This iconic campus boasts four art technology, and full building generator back-up. TheLake campus City skyline. was designed to take advantage of the • Licensed and insured. premier Class A professionalJoyce officePappas buildingsThe campus at the was designed to take advantage of the This landmark location offers immediate freeway premier Class A professional office buildings at the most impressive views of the surrounding WasatchSalt Lake City’s most prestigious office • Over 18 years experience in the Title foot of the Wasatch Mountains. most impressive views of the surrounding Wasatch access to I-215, ample covered parking, state-of-the- Stephanie Daltonfoot of the Wasatch Mountains. Mountains, the Old Mill Golf Course, and the Saltdevelopment. This iconic campus boasts four Mountains, the Old Mill Golf Course, and the Salt art technology, and full building generator back-up. Industry. 801-947-8300 Lake City skyline. [email protected] Lake Ci ty skyline. premier Class A professional office buildings at the The campus was designed to take advantage of the • Accepted by most underwriters. foot of the Wasatch Mountains. most impressive views of the surrounding Wasatch StephanieMisti Milner Dalton Mountains, the Old Mill Golf Course, and the Salt 801Stephanie801-• 944We-944 Dalton provide-7722- 7722 personal property 801- 944- 7722 [email protected] 6322 South 3000 East Lake City skyline. [email protected]@beckstrand.com • We back-up or willingly assist you. Stephanie Dalton [email protected] [email protected] Milner Misti Milner [email protected] Cottonwood Height • We are [email protected] to provide [email protected] [email protected] and focused service for Misti Milner you and your company. [email protected]

Joel V. Baumgart 801-518-3618 President, CEO [email protected]

63226322 South South 3000 3000 East, East, Cottonwood Cottonwood Heights, Heights, UT 6322UT South 3000 East, Cottonwood Heights, UT ThisThis landmark landmark location location offers offers immediate immediate freeway freeway This landmark location offers immediate freeway Salt SaltLake Lake City’s City’s most most prestigious prestigious office office accessaccess to I -to215, I-215, ample Saltample covered Lake covered City’s parking, parking, most state prestigious state-of-the-of-the office- access to I-215, ample covered parking, state-of-the- development.development. This This iconic iconic campus campus boast boasts fours four art technology,art technology, and anddevelopment.full fullbuilding building generator This generator iconic back campusback-up.- up. boast s four art technology, and full building generator back-up. premierpremier Class Class A professional A professional office office buildings buildings at the at the The Thecampus campus was wasdesignedpremier designed to Class take to take Aadvantage professional advantage of the ofoffice the buildings at the The campus was designed to take advantage of the footfoot of the of Wasatchthe Wasatch Mountains. Mountains. mostmost impressive impressive viewsfoot views of of the theof surroundingthe Wasatch surrounding Mountains. Wasatch Wasatch most impressive views of the surrounding Wasatch Mountains,Mountains, the Oldthe OldMill Mill Golf Golf Course, Course, and andthe Saltthe Salt Mountains, the Old Mill Golf Course, and the Salt

LakeLake City Ci skyline.ty skyline. Lake City skyline. StephanieStephanie Dalton Dalton Stephanie Dalton [email protected] [email protected] [email protected] MistiMisti Milner Milner Misti Milner [email protected]@beckstrand.com [email protected] The Enterprise - Real Estate Section · Sept. 29 - Oct 5, 2014 · 23

COMMERCIAL DIVISION 1414 E. Murray Holladay Road 801-278-4414

Commercial Lots-Taking Reservations Free Standing Office Building-For Lease Office Condo For Sale/Lease 600 North 900 West -American Fork 4991 S. Commerce Dr (300 West) 5292 S. College Dr #101 (500 W) 6287 SF- Main floor office Under Contract Pad Prices: Lease Rate: -High end tenant finish $20-$27/ $1,150/Month -14 + private office Under Contract SqFt -2 large work areas -Underground parking For More

Info For Sale: $1,199,000/Lease Rate: $13.50 NNN - 1,340 Square Feet, Lower Level Storage Contact: GEORGE RICHARDS, CCIM 801-631-9963

Under Contract SOLD Errol - Plenty of Parking Available, M2 Zoning Centrally Located Office Condo Childs: - 3 Year Lease With Option To Extend Under Contract 1345 E. 3900 S. #204 801-560-0034 TERRY CONONELOS 801-205-7019 For Lease: $1,200/Modified Gross For Sale: $127,000* OFFICE BUILDING FOR SALE-GREAT LOCATION 1,288 SqFt Medical/Dental Office 4 Procedure Rooms, Private 1366 E. Murray Holladay Rd Office, Waiting Area & File Room For Sale: $1,400,000 *Seller Financing Available Kym McClelland 801-573-2828 Rare Free Standing Office Building In Holladay. High End Office Space For Lease 6740 South 1300 East-Salt Lake City  Approx. 8,930 SqFt  $21.50 Month/Full Service 0.69 Acres Main Floor-3,157 Sqft (2nd space  Currently Used As Law/CPA available-817 Sqft, not contiguous but directly across the hall. Office 8 Offices (7 of them with windows) 2 windowed conference rooms Kym McClelland Break room & file room High end finishes throughout George Richards 801-631-9963 801-573-2828 Includes janitorial services GREAT INVESTMENT! Office/Retail/Warehouse Medical Office Condo For Lease 5292 S. College Dr. #202 (500 W)

521 W. 200 N. American Fork Lease Rate: $13.50 - NNN For Sale: $1,600,000  2,654 SqFt Seller Will Lease Back For 1-3 Years While Building & Developing  New Location @ 7.5-8% Cap. Plenty Of Room For More Retail On 2nd Floor Office 2.09 Acres. Building Is 12,500 Sqft, 125’ Wide X 100’ Deep, Ceiling  3-4 Exam Rooms Height 16’-18’ & Retail Ceiling Lowered To 10’  3 Private Offices  Waiting & Reception Errol Childs 801-560-0034 Area  Break room

Free Standing Professional Office Space Unique Office/Retail/Warehouse Space 8925 South 2700 West-West Jordan 1719 Main Street -Salt Lake City GEORGE RICHARDS, CCIM 801-631-9963 FOR SALE: $379,000 For Sale: $449,000 Single level brick building with good 1,152 Sqft Office One Small Office Space Left curb appeal. Individual office spaces 1,536 Warehouse W/10ft Door 3895 W. 7800 S.-West Jordan with large reception area. Additional ground in rear for expansion or future 2 Apartments Upstairs For Sale: $185/Sq Ft

parking. Perfect for medical, dental or Large Storage Building In Back For Lease: $13/NNN professional type of use. Unique Contemporary Design

- 1,207 RSF/1,030 USF  Approximately 2,856 SqFt Many Potential Uses - High End Finishes, Light & Open  Low maintenance exterior Fronts Main Street - Across From Jordan Landing  Ample parking - Close to Bangerter Highway  Kitchen/break room built-in cabinets and GEORGE RICHARDS, CCIM 801-631-9963 - Sure To Impress Any Client file storage  New roof in 2008 Office Condo in Heart of Holladay GEORGE RICHARDS, CCIM 801-631-9963 Sue Mark-Lunde 801-580-2378 2160 E. 4500 S. #4 3.04 Acres -

Luxury Office Suite-Realtor Building Lease Rate:$12.00/NNN $1,200,000 230 W. Town Ridge Pwky (9670 S ) For Sale: $229,500 106 W. Fireclay Ave. - 1,326 Sqft, Remodeled (4295 So.) LEASE RATE $14.00 NNN - Plenty of Parking -3 Buildings 4th Floor Office Suite - Some Furniture & Cabinets -Approx. 27,000 SF 9,385 USF-10,792 RSF Included Bijan Fakhrieh George Richards, CCIM 801-918-9000 801-631-9963 GEORGE RICHARDS , CCIM 801-631-9963 24 · Sept. 29 - Oct. 5, 2014 · The Enterprise - Utah's Business Journal

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