September 26, 2014 The business journal serving Central Iowa’s Cultivation Corridor Price: $1.75 DOUG BAKKER Owner, Madison County Winery MATURING VINTAGES IMPROVED TASTE HAS BOOSTED THE POPULARITY OF IOWA WINES, BUT THE INDUSTRY IS STILL GROWING “…the place to demonstrate that horticulture is culture.” THE NEW YORK TIMES, JUNE 26, 2014 businessrecord.com | Twitter: @businessrecord @businessrecord | Twitter: businessrecord.com GRAND OPENING OCTOBER 2 Greater Des Moines Botanical Garden Exploring, explaining and celebrating the world of plants 909 Robert D. Ray Drive Des Moines, IA 50309-2897 dmbotanicalgarden.com 515.323.6290 September 26, 2014 26, September Business Record | | Record Business 2 CONTACT US (515) 288-3336 [email protected] FOLLOW US www.businessrecord.com TABLE OF CONTENTS FB: www.facebook.com/DMBusinessRecord Volume 32 | Number 39 | September 26, 2014 Twitter: @BusinessRecord EDITORIAL EDITOR Chris Conetzkey (515) 661-6081 [email protected] MANAGING EDITOR Anne Carothers-Kay (515) 661-6085 [email protected] businessrecord.com | Twitter: @businessrecord @businessrecord | Twitter: businessrecord.com SENIOR STAFF WRITERS Joe Gardyasz (515) 661-6084 [email protected] Beats: Finance & Insurance | Health & Wellness | Manufacturing & Logistics | Energy & Utilities Kent Darr (515) 661-6083 [email protected] Beats: Real Estate & Development | Ag & Environment | Law & Government STAFF WRITER Megan VerHelst (515) 661-6082 [email protected] Beats: Culture | Retail & Business | 8 MATURING VINTAGES Sales & Marketing COPY EDITOR IMPROVED TASTE HAS BOOSTED THE POPULARITY OF Stephen McIntire IOwa WINES, BUT THE INDUSTRY IS STILL GROWING. ART & PRODUCTION SENIOR GRAPHIC DESIGNER Brianna Schechinger GRAPHIC DESIGNERS Adam Feller Annika Peick PHOTOGRAPHER Duane Tinkey SALES SALES MANAGER FOCUS: Ashley Holter FOOD, WINE & BEER DIRECTOR OF STRATEGIC PARTNERSHIPS Carole Chambers COMMUNITY RELATIONS MANAGER Kris Maggard SENIOR ACCOUNT EXECUTIVES THIS WEEK VOICES Lori Bratrud WHO’S IN Katherine Harrington We want to hear from you. To submit an article Maria Davis ON THE RECORD 4 for the Guest Opinion column or to send a letter to THIS ISSUE? ADMINISTRATION Wait, stop the presses; we’re not the the editor, please contact editor Chris Conetzkey A list of local people and the page number DIRECTOR OF OPERATIONS best? A lesson from Disney and an of the article in which they are mentioned. Jason Swanson at (515) 661-6081 or [email protected]. opportunity for refugees. BUSINESS MANAGER HOLLIE ASKEY, 17 Eileen Jackson NEIL HARL’s GIFT 19 DOUG BAKKER, 8 ACCOUNTING ASSISTANT 4 CALENDAR PICKS The Elbert Files: By Dave Elbert Becky Hotchkiss CHERYL BAKKER, 8 Your first look at upcoming events ADMINISTRATIVE ASSISTANT STEVE BRUERE, 17 Jeanne Hammerstrom 20 WHY SALES SYSTEMS FAIL MURLI DHARMADHIKARI, 8 OFFICE MANAGER ON THE MOVE Sales: By Jeffrey Gitomer TONY DICKINSON, 4 Laura Stegemann 5 Job changes, hires and promotions TY DUNKER, 4 INSIDE SALES REPRESENTATIVE PAUL FAGANEL, 14 Alison Damon LESSONS FROM DISNEY 20 GREGORY GEOFFROY, 19 LEADERSHIP 6 JAMES MILLER Marketing: By Drew McLellan NEIL HARL, 19 CHAIRMAN Connie Wimer T ake a closer look at the creator and JOE HRDLICKA, 14 owner of Adamantine Yoga. ANDY LENT, 17 PUBLISHER 21 ASKING A ‘JERk’ FOR Janette Larkin STOCK ADVICE MAHESH MATHRUBUTHAM, 14 JAMES MILLER, 6 14 A FLEDGLING INDUSTRY Investing: By Malcolm Berko TOM MYERS, 14 From startups to industry leaders, ANITA NORIAN, 14 CORRECTIONS: Greater Des Moines is home to the EMILY SAVERAID, 10 growing nutraceutical industry. The location for this year’s Hubbell Living Home 2014 26, September Business Record® (USPS 154-740, ISSN 1068-6681) is HTEE SAY, 4 Show was Glynn Village in Waukee. The location published by Business Publications Corporation Inc., JEFF SEGIN, 17 The Depot at Fourth, 100-4th Street, Des Moines, Iowa was listed incorrectly on page 38 of the Sept. 19 50309, (515) 288-3336. Contents © 2014 Business 17 WANTED: A FEW GOOD LEADS CRAIG TORDSEN, 8 issue of the Business Record. Record. Published weekly. Annual subscriptions $69.95. DAVID VANCE, 17 Single copy price is $1.75. Copies of past issues, as Owners of two Carlisle development available, may be purchased for $4.50 each. Periodicals tracts will pay $5,000 for information Norene Mostkoff’s is the president and CEO of HCI MICHAEL WHITE, 8 Postage Paid at Des Moines, Iowa. POSTMASTER: Send address changes to Business Publications, The Depot leading to a development deal Care Services & VNS of Iowa. The company name at Fourth, 100-4th Street, Des Moines, Iowa 50309. was incorrectly listed on page 46 of the Sept. 19 | Record Business issue of the Business Record. 3 CALENDAR SHARE IT: Have something to share? Want to NETWORKING grab a coffee? Don’t hesitate to call AM EXCHANGE ON THE RECORD or email. I’m always on the lookout Host: Urbandale Chamber with Chris Conetzkey, editor of the Business Record for material for On the Record. of Commerce 30 What: AM Exchange allows TUE [email protected] | @chrisconetzkey | (515) 661-6081 members a strategic networking opportunity to gather and do business in t he morning. WaIT, STOP THE PRESSES! WE’rE NOT THE BEST? When: 7:30 to 8:30 a.m. REFUGEE BANKING Where: E.J. Giovannetti Shelter in Walker We might know Iowa has fields of opportunities, but Forbes magazine seems to Tony Dickinson, vice president Johnston Park, 9000 Douglas Ave. have flown over our state in a recent ranking of the top 19 “opportunity cities.” and marketing manager at Wells Register: businessrecord.com | Twitter: @businessrecord @businessrecord | Twitter: businessrecord.com On first glance, it might feel like a snub. Forbes writes: “Unlike major cities like New Fargo Bank, passed along an inter- business.uniquelyurbandale.com/events/ York, Chicago and Los Angeles, where professionals in the early to middle phases of their esting story about one of the com- Cost: Free for chamber members careers (ages 25 to 39) might feel overwhelmed or lost in the shuffle, most of these cities pany’s local bank tellers - Burmese are small enough that enterprising people can really make their mark.” refugee Htee Say. SPEAKER Sounds exactly like Des Moines right? But Des Moines was nowhere to be found Say works at Wells Fargo’s CAPITAL CROSSROADS on the list, while Columbus, Ohio, took the No. 1 spot, and cities such as Cincinnati, Beaverdale office and has made Rockford, Ill., El Paso, Texas, and even Detroit made the list. See the full list: http:// STRATEGIC ASSESSMENT a niche for herself serving other A Vision Forward: onforb.es/1r6k0Q4 Host: refugees from Burma (also known as Capital Crossroads Simply seeing Detroit on the list was enough to make me take a closer look at the Myanmar). Sometimes on Saturday 30 J. Mac Holladay, CEO criteria for choosing the cities. I figured maybe it’s good Des Moines wasn’t on the list. What: mornings the line of refugees to see TUE of Market Street Services, First, the basics. Forbes looked at home prices, year-over-year unemployment rates, Say stretches out the door. will present the Capital Crossroads and population growth, particularly within the 25- to 39-year-old group, which is more Say arrived in the United States in Strategic Assessment. likely to move or stay put for opportunities. See full explanation: http://onforb.es/1s8vsgf 2007 at the age of 14 and later landed 4:30 to 7 p.m. All are areas Des Moines traditionally fares well in - and we have a trophy case full When: at Wells Fargo thanks to the help of Ty World Food Prize Hall of Laureates of honors to prove it. In fact, a Business Record custom publication is set to be released Where: Dunker, who leads Wells Fargo’s infra- [email protected] next week, affectionately called the “Brag Book,” which highlights Des Moines’ rank- Register: structure services team and through Cost: Free ings in categories such as such as Best Metro for Overall Well-Being, Wealthiest City in his church helps refugees navigate America, Strongest Local Economy and Best City to Start a Business. processes that can be overwhelming LUNCH Our home prices are low, unemployment is low, and, according to a recent Business for someone just learning English. Record analysis of our population (http://bit.ly/ZbYjUo), Des Moines is the fastest-growing LEt’s DU LUNCH Because of her English skills, Say Hosts: Drake University and the metropolitan area in the Midwest (by percentage growth) over the past three years. already had been volunteering to ac- So why the snub? Well, don’t worry; we shouldn’t get our feelings too hurt over los- Greater Des Moines Partnership company refugees to the bank to help 1 What: Donna Tweeten, assistant ing this one. It looks to me like it comes down to the method. translate for them. Dunker saw the WED The Forbes list focused explicitly on core urban cities rather than the often-used vice president of communication opportunity and brought Say on board. and brand management for Hy-Vee Inc., will metropolitan statistical area, which includes a city’s surrounding suburbs. Read more about Say: bit.ly/XTY7aR In fact, Forbes goes on to say that the cities on its list primarily fall into two catego- speak about her company’s branding and ries: “poster children for urban decline that are trying, with varying degrees of success, community partnerships over a buffet lunch. to turn a corner, where urban real estate can be had on the cheap; and Midwestern or When: 11:30 a.m. to 1 p.m. Southern cities where real estate has always been cheap and civic efforts have focused Where: Des Moines Embassy Club on improving the array of amenities and the business climate.” THE POWER OF Register: alumni.drake.edu/letsdulunch Simply put, cities like Detroit, Rockford, Philadelphia and Cincinnati might have so DISNEY Cost: $17, $13 for young professionals much opportunity because they were so run down by the recession.