Spring 2017 Helena Business to Business Connection by Alisa Heinitz

S P Ring 2 01 7

Business to Business Connection

plus Tour Train Gets An Upgrade page 32

Benefits of ESOPs page 18

Getting Your Business Online page 28

We create solutions that build better communities

www.m-m.net

www.getsystems.net 406.442.3050 | 1 Engineering Place, Helena, Montana 59602 | 406.495.3525

Delivering a Bright Future NorthWestern Energy is committed to safety and urges customers to use extra caution this summer when undertaking home improvement projects and while enjoying the great outdoors. LOOK UP AND LOOK OUT: Keep all objects, including yourself, at least 10 feet clear from overhead power lines. CALL BEFORE YOU DIG: Always call 811 two-business days ahead of your start date to ensure all underground utility lines are marked. TAKE POWER OUTAGE PRECAUTIONS: If you see a fallen power line, assume it is electrified and donâ&#x20AC;&#x2122;t touch it. Keep everyone clear from it and call us right away. Together we can stay safe, have fun and deliver a bright future. (888) 467-2669 NorthWesternEnergy.com

contents Spring 2017 // Vol. 1 // issue 1

2016 Awards Helena Area Chamber of Commerce

22-25

business impacts from fraud & theft

Benefits of esops & how they work

Here’s to the leaders, the visionaries, the inspirers. To those who strengthen our community and work for its success. Congratulations and thank you.

6-14

2016 Awards: Business of the Year, Small Business of the Year, Business Person of the Year, Volunteer of the Year, Hospitality Hero

ribbon cuttings

ecommerce: getting your business online

also in this issue

4 welcome 15 4 tips to make your business more likeable 26 ways the chamber makes you a better networker 33 Refocusing cyp events & activities 34 7 ways to improve your business 38 how to be a better leader in business 40 4 effective ways to sell your product or service

TouR Train Gets an Upgrade

a day in the life of a lobbyist spring 2017

A Publication of the

welcome 225 Cruse Ave, Suite A Helena, MT 59601 (406) 442-4120 // 1-800-7HELENA Fax: (406) 447-1532 helenachamber.com

Magazine Design

40 W Lawrence St Helena, MT 59601 (406) 449-2847 allegrahelena.com

Cover & Feature Portraits Dawn Zehr

Local Contributing authors Dawn Zehr, Cathy Burwell, Deanna Johnson, Kyle Spencer

© 2017 All rights reserved. The information contained within this document may not be reproduced in whole or in part without the express written permission of the Helena Area Chamber of Commerce. Every effort was made to ensure accuracy of information in this publication; however, due to the passage of time and the anomalies inherent in the publishing process, we cannot be responsible for errors or incorrect information.

elcome to the Spring of 2017 issue of the Chamber’s Business to Business (B2B) Connection! We hope you find the articles interesting and informative. We appreciate the efforts of our contributing authors. For this issue, we want to thank Dawn Zehr for her contributions of being our “go-to” reporter and photographer. You will find her articles impressive, interesting, and personal. Her photos made a huge difference in making this magazine top notch. If you are an engaged member of the Helena Chamber, you may have noticed that 2017 has started off with a bang! We’ve seen exceptional success with our events so far and the year holds tremendous promise for continued success! Our Awards Luncheon in January was very well-attended and had key sponsorship from PayneWest Insurance. Always a great event to honor our businesses and business people who have gone above and beyond! The Annual Banquet also had a big turnout

and a new feature with the “Chair Affair” silent auction that was a hit with our members! President Waded Cruzado gave an impressive keynote address. The SWISH Youth Basketball Tournament – the oldest continuously running youth basketball tourney in Montana – was again huge with 124 teams! That equates to over 5000 people around town for the weekend and a three-quarters of a million dollar impact for Helena. We are gearing up now for the reinvented Business After Hours Expo – now called the “Business, Beer, and Bites” event on April 20th at the Fairgrounds. This is a bigger event that is tons of fun with not only the business booths, but local fare from the breweries, caterers, restaurants, and hotels. Expanded hours are now from 4-7 p.m. Don’t miss this exciting opportunity to network! The Chamber’s Golf Tournament will round out the spring events on the 19th of May. With a cap of 34 teams, this event fills quickly and is always the first tournament of the year! With all of the winter/spring activities, there is no doubt your Chamber Team is working hard to provide many opportunities for the members in addition to our daily work to “Serve, Promote, and Protect” our businesses! Cathy Burwell // President/CEO

spring 2017

2016 Awards Helena Area Chamber of Commerce

Hereâ&#x20AC;&#x2122;s to the leaders, the visionaries, the inspirers. To those who strengthen our community and work for its success. Congratulations and thank you. 6

B u s i n e ss t o B u s i n e ss C o n n e c t i o n

2016 business of the year Valley Bank of Helena

he lobby of the main branch on North Montana Avenue offers a glimpse into why Valley Bank of Helena earned recognition as our 2017 Business of the Year. Greetings from staff at the reception desk are accompanied by the bustle of people taking care of the important and very personal matters of banking. In the reception area, the bank’s value statement appears prominently on the wall, visible to everyone who enters. The people taking care of business know and

understand this vision, and give it life every day:

At Valley Bank We Believe In Family and Community In Striving for Personal Excellence In the Balance of Work and Play In the Idea that Nice Does Matter And that Above All We Can Make a Difference Valley Bank has deep roots in Helena, and its mission to serve customers

and community is woven the past 18 years. into all kinds of transactions, Valley Bank is member of every day. The business of the Glacier family of banks, banking has which affords The late-comer at customers fullgrown more complex in the door ten minutes service banking recent years, after closing might wherever they presenting might travel in six find it opened by challenges western states. The to a staff the president of the bank employs close committed bank, offering help to 100 people at six to serving branch locations, and personal time four of which are people first. Valley Bank open on weekends despite the late personnel hour. Putting people to serve customers navigate those when it’s most first is an approach convenient for challenges with their that is apparent in them. value Rosslyn Duncan everything she does. statement in is the President/ mind, and the CEO of Valley result is a culture that honors Bank. Her office is located customers and emphasizes front and center in the main dignity and respect. branch. From her desk she This philosophy and can see customers working practice have served the with tellers or personal bank well. A leader among bankers, and even the lateHelena’s financial institutions, comers who sometimes arrive Valley Bank is a significant after business hours. All of supporter of community these people—customers and organizations and events, employees alike—benefit each and a highly desirable place day from her keen eye and to work. Customers have deep commitment to customer acknowledged the quality service. The late-comer at the of service they receive by door ten minutes after closing honoring the bank with “Best might find it opened by the of Helena” recognitions for president of the bank, offering 7

Her leadership and mentoring have fostered a close-knit team of employees who use words like “family,” “home,” and “genuine,” to describe their workplace. help and personal time despite the late hour. Putting people first is an approach that is apparent in everything she does. She is quick to deflect all focus from herself to the entire staff that makes Valley Bank a place of excellence and high repute. Ross knows leadership is about inspiring people to do something extraordinary. Her leadership and mentoring have fostered a close-knit team of employees who use words like “family,” “home,” and “genuine,” to describe their workplace. She is well known for being accessible and as someone who doesn’t miss opportunities to coach, encourage, and share

A Helena native, Ross has over 35 years of experience in banking. She spent 19 years at Norwest/Wells Fargo before transitioning to Valley Bank 17 years ago. Her skills as a leader and mentor have knowledge. One employee put it this way: made her a top-rated instructor at the “What really sets Ross apart is the way Pacific Coast Banking School, the nation’s her whole heart is in leading the bank to premier graduate-level management successes we all share.” It’s an approach education program for financial services, that is both inspiring and contagious, and for the last 20 years. Ross is active in translates to exceptional customer service the community and has served on the each and every day. boards of several local Valley Bank shares nonprofit organizations. “We’re a reflection of the values of its Outside the bank, she our community. What’s community, and enjoys time with her Ross emphasizes the important to our community family and occasionally importance of that has time to defend is important to us.” connection. “We’re her State Champion a reflection of our sporting clays title. She community. What’s important to our is married, and has two grown children, community is important to us.” Amanda and Tyler. •

2016 hospitality hero Lynn Svir days inn

B u s i n e ss t o B u s i n e ss C o n n e c t i o n

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spring 2017

PacificSource health benefits can help make your employees happier, healthier, and more productive. Even when they’re at work. As recent studies have found, an employee’s well-being when they aren’t working has a direct correlation to their performance when they are. At PacificSource Health Plans, we offer Montana employers affordable health insurance options, local provider networks, friendly customer service, and some of the best wellness programs in the industry—to keep employees happy, healthy, and productive.

Contact your broker, or us, for a quote Helena: (406) 422-1008 or (855) 422-1008 Email: MontanaSales@pacificsource.com Web: PacificSource.com/employers

Source: Employee Job Satisfaction and Engagement (SHRM, 2016)

2016 small business of the year Home Beautifiers by dawn Zehr

im and Shelle Enyeart’s cheerful energy and passion for people are instantly evident to everyone who is welcomed into their bright and clean showroom and offices for this year’s Small Business of the Year winner, Home Beautifiers. Located on Euclid Avenue, Home Beautifiers was purchased by Jim and Shelle in 1989, and has served Helena’s homeowners with expertise and exceptional customer service in the business of custom window treatments,

screens, shades, and closet upgrades in the years since. Jim and Shelle are enthusiastic when sharing about their business; it is manifestly clear that their success is largely due to their love of people. Jim Enyeart was born in Seattle, and moved to Drummond in the sixth grade. Shelle grew up on a ranch in Garrison; they met in their freshman year at Deer Lodge High School. By their sophomore year they were dating, and in 1981 they

married. Three years later, custom window treatments. they moved to Helena. They In the nearly thirty years have two children, Eric and since taking over the business, Kelsey. Eric joined the team Jim and Shelle marvel at the at Home Beautifiers in 2006, growth and evolution of their and is mainly responsible business. At one time, they for fabricating and installing sold furniture and lighting. closet systems. There was a time when they Jim Enyeart always had carried the largest selection of lofty goals for himself; in wallpaper in town, but as faux his high school yearbook he painting expanded, wallpaper predicted that within ten sales diminished. In the early years he 1990’s they bought would own his an ultra-sonic blind Jim and Shelle’s own business. cleaning machine work ethic, positive that cleans most In 1985 Jim started attitude and sincere blinds and shades. working Jim and Shelle passion for their for Home have tweaked customers are the the business to Beautifiers in the evenings, keys to their success meet the needs of installing their clients even in the Helena window as their needs community. coverings. have changed Within two over time. From years he was full-time, and the product itself to how it spent ten months running is ordered, produced, and the business while the owner operated, technology is was away. In 1989, when the quickly changing and they are owner was ready to sell, Jim prepared to show and offer and Shelle borrowed money the products of the future. from her great uncles, and at In an effort to further age 27, with two little ones at expand the business, the home, plunged themselves Enyearts purchased Montana head first into the world of Closet Works in 2006 and now 11

“Treat our customers the way we would like to be treated.” For the Enyearts, this means supporting local organizations and individuals, shopping locally, and respecting and caring for their customers.

offer custom closets, pantries, garage storage units, murphy beds, and more. Jim designs and their son, Eric, builds and installs the closets. The Enyearts take pride in the fact that in 2011 they became a Hunter Douglas Gallery Showroom and now only sell Hunter Douglas window coverings. The most fulfilling aspect of their work involves their clients. For Jim, using his knowledge of the products and industry to

this means supporting solve problems and create solutions for his clients brings local organizations and individuals, shopping locally, him tremendous satisfaction. and respecting and Similarly, for caring for their Shelle, her The most customers. Happy interaction with fulfilling aspect and completely her customers satisfied customers is truly what of their work are the goal at motivates and involves their Home Beautifiers, fulfills her. In clients. and Jim and fact, the guiding Shelle’s work ethic, philosophy positive attitude and sincere at Home Beautifiers is, passion for their customers “Treat our customers the are the keys to their success way we would like to be in the Helena community. • treated.” For the Enyearts,

We Believe

At Valley Bank in Family and Community, in Striving for Personal Excellence, in the Balance of Work and Play, in the idea that Nice Does Matter, and that above all, We Can Make a Difference.

We Agree

...Therefore to Honor the Value of Family, to Give Back to the Community, to Work Hard to Be Better, to Treat All People with Dignity and Respect, and to Make a Positive Difference for Someone Every Day.

The Helena Regions

ECONOMIC DEVELOPMENT AGENCY Start ups Expansions Relocations Transitions

www.mbac.biz 406.447.1510 MEMBER FDIC. EQUAL HOUSING LENDER

B u s i n e ss t o B u s i n e ss C o n n e c t i o n

2016 GEORGE D. ANDERSON

business person of the year Bob Morrison Morrison Maierle

We create solutions that build better communities by Dawn zehr

www.m-m.net

he multi-disciplinary engineering firm Morrison-Maierle was founded in the mid-1940’s with a commitment to client satisfaction and community building with integrity. More than seventy years later, these commitments are still foundational to the mission of the firm. Having recently stepped down after eleven years as President/CEO of the business his grandfather

Water Project. This massive co-founded, this water/wastewater engineer, 25-year project, which year’s Business he specializes in process brought water from the Person of the design for water, wastewater, Missouri River to the Pine Year is Bob pumping, pipeline, and sludge Ridge Indian Reservation in Morrison. handling facilities. South Dakota, is the largest Bob, a Helena Bob married his high www.getsystems.net rural water project in the U.S. native, studied school sweetheart, Kathy, The opportunity to provide civil engineering while at MSU; they have two this fundamental resource at Montana sons, Paul and David, and 406.442.3050 | 1 Engineering Place, Helena, Montana 59602 | 406.495.3525 to thousands of Oglala Sioux State University, three granddaughters. Tribal members whose name where he For Bob, several key for the project in Lakota completed aspects of his work bring literally means “Water is both his him fulfillment and motivate Life,” and to be present undergraduate him. From an engineering when the first drops of water and Master’s standpoint, the types of made their way onto their degrees. projects Morrison-Maierle land, was an extraordinary Wanting to gain takes on allow him to chapter in Bob’s personal and experience contribute to society in professional life. outside of important and beneficial From a business the family ways; new roads, bridges, standpoint, Bob values the business as he water and wastewater opportunity began his career in 1979, he treatment his firm has worked for a time in Boise, facilities are Bob values the to provide Dallas, and Denver. In 1991 crucial to opportunity his firm excellent he returned to Montana and the fabric of has to provide excellent jobs for began at Morrison-Maierle our society, people in the as a senior project manager and Bob’s jobs for people in the and operations manager in personal communities in which communities in which their new Great Falls office. contributions the firm has offices. the firm In 1998, Bob became the to these has offices. company’s Chief Engineer projects is Morrison-Maierle currently and relocated to Helena; in manifestly fulfilling. The employs approximately 270 2006 he was named the firm’s project that he is most proud people among ten offices; seventh President and CEO. A of is the Mni Wiconi Rural 13

Morrison-Maierle enjoys a reputation for excellence in their work, past and present; they have earned tremendous respect as a solid firm with smart, good people. Bob is exceedingly gratified when he hears positive feedback about the people who represent Morrison-Maierle on the job.

six in Montana, three in Wyoming, and one in Spokane. Its headquarters in Helena provides jobs for 90-100 of our own local people. Bob is proud of the reputation his firm enjoys in the relatively “small” state of Montana, where integrity in business is keenly valued and crucial to the longevity of any business. MorrisonMaierle enjoys a reputation for excellence in their work, past and present; they

have earned tremendous accolades from himself to the respect as a solid firm with employees of his firm, who smart, good people. Bob is have worked hard to earn exceedingly the public’s gratified respect, as Bob believes strongly when he well as an in treating people right array of hears positive feedback and not asking people awards for about the their work. to do something he people who As a wouldn’t do himself. represent leader, Bob Morrisonbelieves Maierle strongly in on the job. Bob is quick to treating people right and deflect any praise and public not asking people to do

2016 don Fredrikson

volunteer of the year Every Dormady business venture Jim Stockman Bank needs a partner... And as your partner we’re there for you every step of the way.

B u s i n e ss t o B u s i n e ss C o n n e c t i o n

stockmanbank.com

something he wouldn’t do himself. What drives Bob’s continued passion for his work? He points to several things: the firm’s employees; the company-wide success with award-winning projects; all the other projects with the knowledge that everyone at Morrison-Maierle is helping someone somewhere; the ability to see a project through from start to finish; and the opportunity to give back to the community. •

Tips to Make Your Business More Likeable People buy from people they know, like, and trust. While you might be in the right place at the right time when someone is up against it, and they may buy from you once without knowing, liking, or trusting you, for them to return, you’ll need more than luck. by Christina R. Green

now and trust generally come along when you establish yourself as a likeable business with a human behind it. It’s difficult for people to like you if they don’t trust you, unless you’re a villain and then being untrustworthy is your business. For most of us, that is not the case. You can’t like someone you don’t remember, so let’s get to work on establishing the like part of the sales equation. Share Your Reason Think of how filmmakers or storytellers get us to like the main character. One of the ways is that they place him on a quest, or up against a challenge, that we want him to succeed in. Often it’s one we identify with. Share your reason for doing what you do. There’s probably someone in your audience or potential audience who can identify with your convictions and story. Passion is contagious. Find Commonalities In order to find commonalities, you need to share things about yourself outside of your business and how it came to be.

Share your likes, be positive. Share what you love about your community or your love for bacon. Be genuine and people who see your social media posts or read your content, will begin to identify with what you’re sharing. They’ll jump in and say “me too” and you’re one step closer to getting them to like you.

help, whether it’s helping someone look better, feel better, be entertained, or whatever it is you do for your customers. But you are also in a position to solve problems or answer questions. Use your content and social media to help customers with problems they face in their lives. If you run a boutique, you can create posts about unique gifts Ask Questions for the women in your life. If you are a If they’re in your store or business ask CPA create helpful checklists of things them their opinion on something and people should track throughout the year really listen to their answer. for effortless taxes. Be It’s the things behind helpful. Anticipate what On social media ask what they think or what their your product that your customers need and preferences are. Involve will help you make a then give it to them. If they them in your rebranding know they can count on name for yourself. you, they will return again by crowdsourcing some of your marketing decisions. and again. People like being involved and if you In today’s competitive market place really listen to, and then act on, their it’s hard for your product alone to set advice, they’ll remember it and like you you apart. Often it’s the things behind more because they see you as someone your product that will help you make who values what they think. That’s all a a name for yourself. It’s the service, lot of us are looking for. personality, and assistance you provide. These are the things that make people Anticipate Your Customers’ Needs like you and they are also what keeps As a business you are in a position to people coming back. •

Christina R. Green teaches small businesses, chambers and associations how to connect through content. Her articles have appeared in the Midwest Society of Association Executives’ Magazine, NTEN.org, AssociationTech, and Socialfish. She is a regular blogger at Frankjkenny.com and the Event Manager’s Blog. She’s a bookish writer on a quest to bring great storytelling to organizations everywhere.

spring 2017

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350 N. Last Chance Gulch, Helena, MT 59601 Information is accurate as of date of printing and is subject to change without notice. Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N. A. © 2017 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS3228679 Expires 3/2018

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3/21/17 12:16 PM

Business Impacts from

Bad Checks, Fraud, & Theft

by dawn Zehr

Bad checks have been problematic for business at Friendly’s. They recently changed their policy to limit personal checks to $25. This policy has resulted in a significantly decreased use of personal checks at Friendly’s. Since the new policy took effect, they get about five to six bad checks each month.

Checks are used less and less by Capital Sports and Western’s customers; theft is a more prevalent issue facing this business. To deter potential thieves, owners Jay Sherley and Ed Beall have taken a variety of preventive measures: they have installed security cameras throughout the store, developed an acute awareness of their customers, studied their legal rights and limitations for catching thieves red-handed, and have brought in a Helena Police Officer to train their employees on how to implement appropriate reactionary behavior when theft is suspected or witnessed. Jay and Ed are keenly aware of certain habits of thieves and they tend to come in pairs or threes; one distracts an employee so that the other can sneak an item under a coat or into an oversized bag. To counter this, Capital Sports teams up their employees when assisting suspicious customers. Vigilant and strong customer service is their main defense against theft.

Scott Leland // Friendly’s sinclair

Ed Beall and Jay Sherley // Capital Sports and Western

Shoplifting makes the biggest impact at Leslie’s Hallmark. The unseen effects of shoplifting are varied. The loss of revenue from shoplifting affects the employees’ hours, pay, and it limits their opportunity for a bonus or raise. When a $10 item is stolen, it takes $100 of product sales to make up for that loss. To prevent shoplifting, manager Dave Simkins has made excellent customer service their offense. Employees are trained to be aware of people in the store, and to ensure that they are taking good care of their customers. Dave Simkins // Leslie’s Hallmark

spring 2017

Employee-Owned Businesses the Benefits of them and How they work by dawn Zehr

B u s i n e ss t o B u s i n e ss C o n n e c t i o n

Robert Peccia & Associates (RPA) is a “full service civil engineering, surveying and landscape architecture firm serving federal and state agencies, municipalities, and private clients and organizations.”

How does being employee-owned make your company more successful? By having ownership in the company, the employees are more interested in the operations and profitability of the company. Employees are more engaged in their work, and more productive because they benefit from the success of the company. We have also found that our ESOP has improved our employees’ dedication, resulting in lower-thanaverage employee turnover rates. In fact, nearly 30 percent of our current employees have been with RPA for over 20 years.

What are the benefits of being employee-owned? The How did your company’s primary benefit is that every employee is responsible for his leadership go about ensuring or her contribution to the company and has a say in how the a successful transition to an company operates, resulting in higher profitability over the ESOP? The transition took place years. Our employees control the company over time. The first assets and the distribution of the company’s step was for Robert “Our employees revenues. Our employees are involved in Peccia to appoint an are more in charge electing the Board of Directors and the Board Operations Manager. A few years later an of their individual of Trustees, and thereby determine the Advisory Board was schedules and can officers of the company. From the company’s perspective, being 100 percent ESOP owned elected. Then in 1994, determine their provides tax-favorable financing, including the the Board of Directors tax-free benefits of being an S-Corp ESOP. was made permanent productivity.” and a President and How does this affect your company’s other corporate officers employees on a day-to-day basis? On a long-term basis? On were elected. During the 1990’s a day-to-day basis our employees are more in charge of their and early 2000’s Robert Peccia individual schedules and can determine their productivity. sold stock to the ESOP until They are self-motivated, industrious, and understand the the ESOP owned a significant importance of producing professional high-quality products. portion of the company. In 2009, Communication skills and responsive service is critical to his remaining stock in the company was sold to the ESOP, and establishing long-term client relationships, and working a separate Board of Trustees was set up to manage the ESOP. Robert Peccia stayed on with the company for a five-year period efficiently. On a longer term basis, our employees share directly in the success of the company, and are rewarded with as Chairman of the Board. Since the transition took place over a very generous retirement contributions and a great company period of many years, the staff experienced little or no change culture. We wouldn’t have it any other way! • in the company operations.

spring 2017

Morrison Maierle

is a multi-disciplinary firm “Everyone shares in the benefits of a job specializing in engineering, well done - not just a few fortunate at the top.” surveying, planning, and science in Montana, Wyoming, punching a time clock. When employees start thinking like Arizona, and Washington. The owners, they take on a different attitude about their company, business has always supported their job, and their responsibilities. They tend to work more employee ownership since effectively, paying closer attention to risks and making smarter the firm was founded in 1945 decisions with an eye toward success on every task, every by John Morrison Sr. and project, every day. Right now, Morrison-Maierle has nearly Joe Maierle. Very early after 280 owners of the company, all working together to make the starting the firm and hiring company successful. As the company grows, each of us as more people, stock ownership owners benefits as our stock value grows. The more successful was offered to key people the company, the greater the potential for long-term financial actively working to build and prosperity and security for our employee-owners. grow the company. In the early 1990’s, many of the early owners had retired, or were getting What are the benefits of being employee-owned? Our ready to retire. The company explored various options to raise company benefits because an ownership attitude from enough capital to buy back their stock which had appreciated employees results in greater innovation, higher productivity, significantly. Converting to an Employee Stock Ownership lower turnover, and long-term loyalty. For the employeePlan (ESOP) company was the best mechanism to both enable owners, there are huge personal career and financial them to raise this capital and reinforce the company’s desire advantages. On the personal career side, it feels better being to perpetuate and increase employee ownership. In 1993, the part of the company team and helping that team company converted to a partial ESOP. Initially, “The more successful be successful. Everyone shares in the benefits the ESOP, which includes every employee of a job well done-not just a few fortunate at the in the firm, owned about 35 percent of the the company, the top. In addition, as the company grows, there are company. Numerous employees also owned greater the potential increasing career opportunities for everyone. company stock outside of the ESOP, comprising for long-term On the financial side, the company makes the other 65 percent of the ownership. As more employees retired and sold their ESOP financial prosperity contributions to the ESOP every year, and also to a 401(k) plan, that make our firm’s retirement stock, and in some cases their individual stock, and security for our benefits about 2.5 to 3 times more than other back to the company over the years, the ESOP employee-owners.” companies in our industry. With stock growth, percentage of ownership increased to about this difference even becomes much larger. In 70 percent by 2016. At the end of 2016, the addition to the longer-term retirement benefits, the company company bought out any remaining stock outside the ESOP and still provides profit sharing with all employees through annual converted the firm to a 100 percent ESOP company. Morrison Maierle is one of very few companies in the United States where incentive plans. This increases annual income on a shortterm basis. Employees who are owners just feel better about 100 percent of the employees now own 100 percent of the their job and are more aware of ways to be more efficient, company. provide better client service, and look for ways to help other employees. Our work lives are just a bit better because of How does being employee owned make your company this. We also celebrate the fact that we are employee owned more successful? Quite simply, an owner of a company acts as often as possible, which helps our folks stay engaged in the differently than someone who is just an employee drawing an success of the firm. • hourly wage. It’s not just “business as usual”; it’s not just about

B u s i n e ss t o B u s i n e ss C o n n e c t i o n

D.A. Davidson Companies

has more than 80 years of experience as an employeeowned financial services holding company, with 85 offices in 23 states. Their headquarters are located in Great Falls. Brent Rehm, Senior Vice President and Branch Manager in Helena, elaborates on the value of operating as an Employee Stock Ownership Plan (ESOP).

“No one ever washes a rental car.” In other words, when you own something, you treat it with more respect and care. washes a rental car.” In other words, when you own something, you treat it with more respect and care. Because of that, we believe that D.A. Davidson employees tend to be passionate about their work and especially about doing the right thing for our clients – because when you do what’s right, you help to ensure the long-term success of both your client and this company. What are the benefits of being employee-owned? Besides the financial benefits, we believe that the employee-ownership structure helps empower our professionals and encourage better decision-making and innovation. People who work here are invested in our shared success and so we tend to feel like we are all part of the same team, working toward the same goals.

When did your company adopt an ESOP, and why? D.A. Davidson adopted its ESOP in 1978. An employee-ownership structure is attractive for a few reasons, including having employee buy-in when it comes to helping clients plan for their financial futures. There also is evidence that ESOPs provide an incentive for employees to “ESOPs can also look at themselves as owners of their business provide for retirement and treat it as such. Additionally, the other normal reasons for having an ESOP are that it fund accumulation provides an avenue for the original owner of when accompanied by the firm to pass the ownership of the company other retirement plan to the employees in a tax-efficient manner; and ESOPs can also provide for retirement solutions, such as profitfund accumulation when accompanied by sharing, 401(k), etc.” other retirement plan solutions, such as profitsharing, 401(k), etc. How does being employee-owned make your company more successful? D.A. Davidson is able to take a longer-term view in its decisions and strategy than a company might under public ownership. We are beholden to shareholders, but because we ARE the shareholders, we don’t face the pressures of day-to-day stock moves. This ownership structure has been shown to help employees envision a more direct path toward improving the firm’s profits and its future. As the saying goes, “No one ever

How do you maintain an ownership culture in your company? Before most companies spoke about “culture” as a positive asset in business, Ian Davidson, our Chairman Emeritus and former CEO, was quietly working to strengthen the ownership culture at D.A. Davidson. He understood the importance of starting practices such as recognizing individual employees on each birthday, creating employee awards and tenure recognition, holding family-oriented events, and even publicly discussing the importance of employees as D.A. Davidson’s most important assets. Today we try to maintain some of the traditions that Ian started while also giving individual managers the latitude to develop others that are appropriate for specific branches or business units. Additionally, we remind employees of their ownership and hold quarterly conference calls to keep everyone updated on company financials – as a way to remind colleagues of our rights and responsibilities as employee-owners. •

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Ways the Chamber Can Help Make You a Better

networker by Christina R. Green

Networking opportunities are everywhere. You no longer must leave your house to be able to network, but studies now show that online networking doesn’t hold the same power as in-person networking.

etworking is critical to landing a job, chamber staff that you’re struggling with learning about opportunities before networking. They can easily keep an eye they are broadcast, and getting more out for you and help introduce you to the sales for your business. people who can make You need to do it, even a difference in your “85% of people say if you hate it, and one of business. You don’t the easiest most effective they build stronger, get this kind of service networking groups is from an online group. more meaningful the chamber. But the business relationships chamber does more 3. Leads and than just introduce you during in-person Mastermind Groups to others. It offers very business meetings and Some chambers offer strong networking tools leads groups where conferences.” and opportunities. Here business professionals are several things you from the community probably didn’t know about how you can bring leads for one another and help the improve your business networking with members grow their businesses. These chamber membership. groups are often more targeted than the 5 Ways You’ll Improve Your Networking Skills with a Chamber Membership According to HubSpot, 85% of people “say they build stronger, more meaningful business relationships during in-person business meetings and conferences.” Chambers facilitate this on a weekly basis in some form or fashion, but there are a host of other ways they can help you improve your networking. Here are 5 ways the chamber can make you a better networker that you might not have thought of.

open networking events for the entire chamber membership. Getting to know a select group of business associates in your industry or a complimentary one, can help your business take off. 4. Thought Leadership Opportunities Many chambers offer members the opportunity to share their knowledge in the form of educational sessions. This can position you as a thought leader in your

industry and helps with networking after the event. People will naturally want to discuss the materials you presented. 5. In Sight, On the Mind Most people are extremely busy these days, particularly business owners. While social media can be a very effective tool for keeping in touch, it’s too easy to miss people’s posts there. At an in-person event, on the other hand, you come face-to-face with someone and they’re immediately on your mind again. When you’re an established acquaintance and people know, like, and trust you, they are more likely to buy from you and refer you to others. Plus when they know you (from having met you in person), your social media posts will be more meaningful to them. A Final Word About How the Chamber Can Make You a Better Networker Networking is painful for most of us but having an organization that specializes in it can help you get the training and assistance you need to get more customers and grow your tribe. Chamber membership is a pretty small price to pay for that. •

1. In Person Events The chamber offers a host of in-person events from formal networking events to informal member mixers. There are even opportunities to sponsor events and showcase your business location. 2. Networking Assistance If you’re like most people, you’re not a natural networker. It’s something you do because you know it’s necessary, but not something you enjoy. The chamber is rich with experience and advice on how to improve your networking skills. Check to see about networking courses or training. Also, don’t be shy to admit to the spring 2017

e-commerce Competing with Amazon and Getting your Business “On-line” pages 28—31

B u s i n e ss t o B u s i n e ss C o n n e c t i o n

Your Website is Your Storefront by Deanna johnson

f your website was done in 1999 as your nephew’s senior project, you may want to think about what sort of first impression you are giving to your potential customers.

97% of consumers use the internet to research products and services before they buy them in their local area.* The design, content and organization of your website should provide an accurate representation of what someone would find if they walked in your store. Your website is your most valuable marketing tool, and the quality of you marketing, is a direct reflection on the perceived quality of your product or service. So, bad website design, sends a message of a poor quality product.

additional fee. But if this is outside the scope of your budget, try to be as detailed as possible in describing the services, products and brands you carry. If someone is looking for a specific shoe and they can see your store carries that brand, they are likely to visit your store before ordering it online. Being detailed will also bring you some extra search engine traffic. At the same time, try to keep the wording short and concise, adding extra fluff words will not only make it more difficult for your user to get through it, but it will cloud the page’s overall purpose to Google. A picture is worth 1,000 words so use them whenever possible.

Design Organization Is your store high end? Homey? Industrial? Fun for Kids? Your The importance of site organization increases as the amount website design should portray a similar feel. Also, keep in mind, of content does. Headings, bold text, and bulleted lists will not the majority of your web traffic is going to come from mobile only make it easier for your users to digest the content of a devices. Your website has to successfully communicate that page, but the search engines like it too. message no matter what device the user is on. If you are able to place your inventory on your website, Another important thing to remember about design organize it in the same way you organize the store. is, professional photos are not optional. Responsive websites are a much flatter design Design, content, and organization are all The majority of your than websites of old, allowing them to be secondary to the website’s goal. What do you web traffic is going much more versatile on mobile devices. So it is not want the user to leave the site without to come from mobile primarily up to the photo to communicate that doing or knowing? The more obvious you message and give your site a polished design. make the goal of your site the higher your devices. Your website website conversions will be. Before you start has to successfully Content on a website project, determine the goal. communicate that When writing content for your website you Increase online sales? Feature products on the have to remember that you are not just writing message no matter what home page? Display your portfolio? A best of it for your clients/potential clients, you are also the best photo carousel could draw them in. device the user is on. writing for search engines. The name of the Nearly everything you do should be tied back game is keyword density and walking the line to achieving that goal. between search engine friendly and general readability is no So, this spring, as you mow the grass and plant flowers easy task. If you can’t afford to have a professional write your around the front of your small business to give it a nice copy, a little online research on the topic can help. welcoming feel for your customers, think about this. Is your For those in a retail setting, making your entire inventory website just as inviting? • available to search online is nearly impossible for a small *http://www.smallbusinesssem.com/two-more-studies-confirm-people-research-online-buybusiness. Ideally, you would have a point of sale system that locally/2901/#ixzz1czVDOJs0 has an online component. These are usually available for an

spring 2017

Birds & Beasleys by dawn Zehr

ne of Helena’s beloved downtown businesses – Birds & Beasleys - is currently making preparations for an online expansion. “Click Local: Think Before You Click” is Sandy Shull’s latest undertaking for her 23-year-old downtown art gallery/gift shop. She hopes to have her new online shopping tool at www.birdsandbeasleys.com functioning in March, going live in April. As several nationally noted retail chains have recently been adjusting their business models to compete with online to her online marketplace, where she will sell, gift-wrap and ship shopping behemoth Amazon, Birds & Beasleys owner Sandy bird-related products, unique Montana food products such as Shull has kept a watchful eye. She sees an opportunity for her unique, local business to throw its proverbial hat into the online huckleberry, art, books and other gifts. Sandy Shull grew up in Missoula. Her mother, Jane Beasley, shopping ring, offering her local customers more services to opened the store in November of 1993. Sandy moved to Helena meet their needs, as well as offering access to her one-of-a-kind and joined her mother at the store three years later. Montana made products to shoppers throughout the country. As a small business owner in Helena, she hopes that Sandy is savvy enough to acknowledge that she can’t compete shoppers here acknowledge that shopping is not always with the prices and volume of the larger online retailers; but about price; it’s also about quality and what your dollars what she can offer is exceptional customer service and high do for the local community. For example, quality products that are distinctive. Going online for Birds & Beasleys will expand Birds & Beasleys offers as a local business owner, Sandy supports around 150 local fundraisers each year; she several avenues of business. First, Sandy’s busy exceptional customer hires and pays six part-time employees; she local customers will have an opportunity to herself shops locally; she owns property shop her store 24 hours a day, make a purchase service and high online, and then stop in to pick up their purchase quality products that here. The recirculation of dollars within the Helena community is substantial – according during business hours. For those local shoppers are distinctive. to Civic Economics, 48% of the revenue of an who don’t have the time to shop during business independent business is recirculated in the hours, but who want to support a local business, local community; only 13.6% of a chain retailer’s revenue is this affords them an excellent opportunity to shop at their recirculated into the community. convenience, while saving time and keeping their money in Sandy enjoys sharing about her experience almost five the community. Birds & Beasleys provides gift wrapping and years ago, when she moved her business just a short distance shipping as well, for local customers and for those who may be away to her present location on the Walking Mall. She still shopping from their home outside of Montana. smiles in tremendous appreciation when she recalls the 162 Tourists are Birds & Beasleys’ second avenue of business. people who came out for a literal bucket brigade, with people Every year, approximately 3,000 tour train riders make their way spaced five feet apart between the two locations, passing through the doors of Birds & Beasleys, thanks to a partnership buckets containing her entire store’s inventory, in just fortywith the Last Chance Tour Train, whose ticket includes a coupon five minutes. Clearly, the Helena community is exceedingly for a free gift at the store. These people are crucial for Helena’s supportive of its local businesses and business owners; the downtown businesses, and Sandy would like to use her online Helena Area Chamber of Commerce wishes Sandy and Birds marketplace to reach out to these shoppers as well. She hopes & Beasleys enormous success as she joins other local small that they will remember their visit to Helena, as well as to her businesses in entering the online marketplace. • store. Perhaps when they need a gift in the future, they will turn

B u s i n e ss t o B u s i n e ss C o n n e c t i o n

allegra marketing

only as many as they needed. But that quickly led to providing local, statewide and national customers with individualized websites for employees to order all their branded materials. This solution helped our customers by making the personalization, printing and delivery of their regularly by kyle spencer ordered products easier and more cost effective. n the three years that With online ordering, the most current versions of Jonette and I have owned documents are easily accessed, ensuring accuracy and Allegra Marketing | Print | consistency across the organization. A customer with locations Mail in Helena, we’ve seen across the state recently went through a rebranding and needed the importance of eCommerce new materials for each of their locations. Allegra’s online solutions grow for businesses of ordering solution provided our customer with the ability to all sizes, including our own. order location-specific materials that are guaranteed to not According to a Chief only be the most up-to-date companywide but also the correct Marketing Officer Council study, version for each specific location. This reduces errors, allows each location to order quantities that fit their unique needs and offers faster turnaround from ordering to delivery. 78% of marketers reported having a closet or We are proud to call Helena home and are dedicated to warehouse full of old materials, and 84% admitted helping our customers succeed. What better way to show our to using outdated materials. support than to provide them with a solution that allows them to order only what they need, when they need it, without This type of ineffective brand management combined with having to go through the proofing process each time a piece is administrative costs, storage costs and waste due to materials produced. This saves them time and money that can be spent becoming outdated, often go unnoticed, but have a huge impact focusing on their customers. on not only your marketing budget, but your bottom line as well. Allegra recently purchased a local promotional products We recognized quickly that providing online ordering company, Montana Marketing, and we are developing an through a web-to-print portal could help our customers. Online eCommerce solution for area businesses to browse and order ordering allows businesses to streamline promotional products, such as branded the ordering and management of marketing clothing, cups and pens. This site will allow We are proud to call materials on a convenient, customizable and our customers to see exactly what the final Helena home and are user-friendly website. And it helps customers personalized product will look like, so they of all sizes stay on top of their marketing efforts dedicated to helping our know exactly what they are ordering and by assuring that all printed materials are kept leaves nothing to chance. customers succeed. up-to-date, are available to all their employees As small business owners and thirdno matter their physical location, and to more generation Montanans, we understand the effectively manage their marketing budgets. challenges that local businesses and nonprofits face and are We started by giving customers the ability to order basic dedicated to doing our part to help keep them strong and printed materials for their organization, such as letterhead, vibrant. We are always looking for ways to be part of the envelopes and brochures – only when they needed them and success of our customers. •

spring 2017

Last Chance Tour Train gets an

upgrade photo credit Helena CVB

Starting in early October, the students have been making good use of the college’s newly purchased cold steel rolling machinery to transform a unique Jeep Wrangler into a train engine which will efficiently tow up to 10,000 pounds around the hills of Helena’s downtown. by dawn Zehr

he Last Chance Tour Train is getting an upgrade! This summer, tour train riders will enjoy a smoother ride on one of the tour train’s two working trains. While Helena’s residents have been endlessly shoveling out of their driveways this winter, the students of Helena College’s Metal Fabrication Class have been busy rebuilding the engine for the tour train

commonly known as the “Traditional Train.” Starting in early October, the students have been making good use of the college’s newly purchased cold steel rolling machinery to transform a unique Jeep Wrangler into a train engine which will efficiently tow up to 10,000 pounds around the hills of Helena’s downtown. Thanks to the support of Helena College, which is donating labor for this project, and several generous local residents who donated money, the cost for the new train engine is minimal. The new engine will have an automatic transmission, which will make for easier driving through Helena’s robust downtown hills.

B u s i n e ss t o B u s i n e ss C o n n e c t i o n

Drivers will also enjoy an After 42 years of reliable air-conditioned service, the old cab; riders will engine for the Finding a vehicle enjoy a new “traditional which could be sound system in train” went offused for this unique line. According the passenger cars, as well as purpose was not an to Lee Holmes, some fun new who has easy task. It was sound effects managed the difficult to find a and music that Last Chance are currently in vehicle with the gear Tour Train for the early stages 42 seasons, it ratio and towing of development. was difficult to capacity required by drive, its clutch In addition, the undercarriage a tour train engine. was touchy, of the original and not all of train cars was the tour train’s replaced, which will afford its drivers could manage it. Mr. passengers a smoother ride. Holmes arrived at a decision

to purchase a new engine, armed with his confidence in the Helena community’s support of and love for the tour train. As he began his search for a replacement, the administrators of Helena College approached him with an offer to build the engine, if he provided the supplies. Others in the community stepped forward to offer help and support, and Mr. Holmes moved forward with the project. Finding a vehicle which could be used for this unique purpose was not an easy task. It was difficult to find a vehicle with the gear ratio and towing capacity required by a tour

train engine, and efforts to pre-season educational tours purchase a vehicle in-state begin in May. Both the new proved to be fruitless. With train, which holds 45 riders, help from The and the main Alternative train, which The Last Chance Tour carries 60 Dealership, a Train is an iconic Jeep Wrangler riders, will be was located and piece of Helena’s past up and running purchased in for the regular and will continue to season, which California. be a beloved part of begins June The engine is currently 1. Both trains Helena’s future. undergoing its run each day transformation of the regular at Helena College, will be season, which ends September painted locally, and then 15. Mr. Holmes estimates returned to the college for the around 20,000 passengers ride installation of its new sound the Last Chance Tour Train system. If all goes according each season, grossing around to plan, the new train will $120,000 a year, which makes hit the streets when the a significant contribution

to Helena’s economy. He appreciates the support of the Helena community for this special piece of Queen City history; the original tour train launched its first tour in 1954, and boasts such names as John F. Kennedy, Ted Kennedy, Hubert Humphrey, Gary Cooper, Alexis Smith, Robert Wagner, Dinah Shore and Steve Brodie as riders in its early years. The Last Chance Tour Train is an iconic piece of Helena’s past, a significant contributor to our present downtown district, and thanks to the support of the community, will continue to be a beloved part of Helena’s future. •

Chamber Young Professionals

Refocusing Events and Activities

017 is off to a great start Secretary of State Corey for the Chamber’s YP’s! Stapleton and Helena Area In February they got together Chamber Lobbyist Ronda for a brainstorming session Wiggers at the Capitol. Both where YP members shared presentations were very their ideas for upcoming informative. events for the year. The In April the CYP’s will members identified what be publishing an outline of types of events and sessions upcoming events for the year, they felt and will hold would be most a combined “The program beneficial to social and provides events the members. membership designed to engage drive event at This year the group will be young people of the the end of the working to month. Watch Helena area firms and the Helena offer more help them become family-friendly Chamber Young activities, more competitive in Professionals getting Facebook page the business arena. increased for details. membership, If you are a professional development, member, you will also receive community service projects information via email. and social networking events. The Helena Area Chamber In March, the CYP’s of Commerce’s Young held a legislative lunch Professionals provides events meeting where they had the designed to engage young opportunity to hear from people of the Helena area firms

and help them become more competitive in the business arena. The program helps young professionals establish a web of business contacts through networking and to grow both personally and professionally through a variety of program topics and venues. The Chamber’s Young Professionals is a great networking, socializing, and

professional development opportunity and is available for businesses recruiting younger employees to Helena; it provides the means for young employees to quickly connect with other their age. If you are not yet a member and would like information on joining, contact Alana Cunningham at 442-4120 or alanac@helenachamber.com •

spring 2017

Things You Can Do To

Improve Your Business Over Your Lunch Hour

by Christina R. Green

B u s i n e ss t o B u s i n e ss C o n n e c t i o n

ajor overhauls of a business take time, buy-in, and frankly, they can be a little frightening. Not so of these mini tweaks. These seven things can help you move the meter in your business in less time than it takes to wolf down a sandwich and check your voice mails. Find Out What They Like Your customers are more valuable to your business than from just a revenue perspective. Knowing what they respond to can help you shape services and products, create more meaningful content, and engage them more on social media. So, don’t be afraid to ask them what they like. Create a short survey and email it to them or “hang” it on your website if you get a lot of traffic. The key here is short but there are a few other things to keep in mind.

redesign your cover image on your social media profiles during your lunch hour. Keeping them fresh will help attract more eyes and give consistent visitors something new to look at.

Ask for Reviews Go Live on Facebook Depending on the type of business you have, spend a few If you have your phone with you, you can go Live on Facebook minutes reaching out to satisfied customers for reviews, during your lunch hour. Not sure what to talk about? Think referrals, or testimonials. It may feel awkward at first but these about a question you’re often asked at your business and types of social proof go a long way for potential customers. answer it. Encourage people to ask questions of you as well. You Think of it as giving people an opportunity (and a gentle can broadcast for up to 90 minutes but keeping it between 15-20 reminder) to share something with their tribe that will be of minutes is probably sufficient. You’ll value to them. Doesn’t everyone need a good plumber or hairstylist? Make a list of things you can do that only get more views if you remain live for at least 15 minutes. Then save the Of course they do. Now give your customers a way to help their tribe. take a few minutes. Then when you have a video and post it to your site. In your communication to moment before a meeting or while you’re them explain why reviews are so eating lunch, you can make the most of Figure Out Your Most Popular Posts Look at the data and figure out what important to the success of your your most valuable resource – your time. hit home with your audience then do business. If you’re asking for more of it. If you notice image quotes reviews, make it easy for them make up most of your engagement on to respond by inserting URLs to Twitter, keep that in mind when creating content. the review site in your email request. If you are asking for testimonials, post them to your site when you get them. If Share the Love referrals were what you were after, give them an incentive to Go through your customer files and pull out your most loyal. do so or surprise them with a discount later. Now make sure you follow them on social media and share their content, where appropriate. Add in flattering comments Reach Out to a Complementary Business for a like “Good advice” and “Love this perspective.” This will make Special Program them feel good and people will be more likely to click on the Another way to get more interest in your business is to offer links and share if they know why you like it. something your competitors aren’t. A simple way to do that is to partner with a complementary business for a special offering. Small business owners are busy people and because of that, often For instance, if you’re a health food store you could partner with digital marketing falls to the wayside. But you don’t need much a local caterer to host a “healthy meals in minutes” program in time to make a little progress every day. Make a list of things your store. This could attract new business for both of you. you can do that only take a few minutes. Then when you have a moment before a meeting or while you’re eating lunch, you can Rework Your Social Media Cover Images make the most of your most valuable resource – your time. • With the help of easy to use templates on Canva, you can now

spring 2017

a d ay i n t h e l i f e o f a

with Ronda

W i g g e rs

Article & Photos by Dawn Zehr

he halls of the Capitol building thrum with the pulse of legislating. Men and women stride purposefully in and out of hearings, through hallways, their phones at their ears and notepads at the ready. The Capitol is buzzing with quiet, determined activity, the energy is almost palpable; in the midst of all the business suit-and high heel-clad professionals in Montana’s Capitol is Ronda Wiggers, who strides with poise through the building, greeting or stopping to chat with someone on the way to her next hearing or meeting. Ronda Wiggers is the Helena Area Chamber of Commerce’s lobbyist; she arrives at the Capitol by 7:30 a.m. most days, armed with her meticulously planned schedule for the day, a copy of the daily schedule of bills and hearings, and a list of legislators to catch that day for an invitation to dinner or catered lunch in the Capitol later that week. Following Ronda around the Capitol

B u s i n e ss t o B u s i n e ss C o n n e c t i o n

is a daunting task. Her 26 years of lobbying experience in Montana have proven to be fruitful – she greets almost everyone by name, and can make small talk effortlessly with almost anyone we Another crucial piece of the lobbyist meet as we walk up and down stairways patchwork for Ronda is a comprehensive on our way to a hearing on an upper understanding of her clients. When the floor. Ronda currently represents six legislature isn’t in session, she works clients at the Montana Legislature; on interim bills and keeps her finger she has lobbied for the Helena Area on the pulse of her clients’ issues. This Chamber of Commerce since 2003. can involve extensive research, data During the legislative session, she collection, estimates a workload that Her 26 years of lobbying experience in interviews, on-site visits, demands 80 to Montana have proven to be fruitful – and countless 90 hours each she greets almost everyone by name, hours of digging week. beneath the Ronda’s and can make small talk effortlessly layers of an issue work extends with almost anyone we meet as we walk or a particular well beyond up and down stairways on our way to a matter that the halls of needs to be the State hearing on an upper floor. resolved by Capitol. Much our legislators. of her time is Basically, Ronda is hired to become spent on the roads and in the coffee an expert on all manner of issues and shops and cafes of Montana. When matters. When the Legislature comes to a person first declares his candidacy town, she needs to know the bills that for the Montana State Legislature, are brought to the session, which of them Ronda is soon on the scene. She sets is going to potentially help or hurt her up a meeting and starts building a clients, and have the ability to network relationship with him; she wants to with other people around the Capitol know what he does, why he’s running, in order to successfully represent the what drives him, what issues are diverse needs of her clients. She attends near and dear to him. The more she hearings for bills as they make their way knows about a legislator and his or her through committees, and if necessary, personal motivations for voting the testifies on behalf of the interests of way he or she does, the more effective her clients. Having already established she can be in her work during the relationships with the legislators, she legislative session. Because she would is able to speak directly with them never ask a legislator to vote against about her clients’ concerns and issues his or her conscience, knowing where pertaining to each bill. that person stands on issues is an Communication with her clients essential piece of the patchwork of is paramount; Ronda maintains close responsibilities for Ronda.

As a lobbyist, Ronda is mindful that she is a public face of her clients – at all times she represents her clients, year-round – in the local grocery store, in the stands at the game, as well as in the halls of the Capitol building. She must always put her best foot forward for her clients, and never bring attention to herself in the media when it comes to the issues she is lobbying. contact with the President/CEO of the Helena Area Chamber of Commerce, Cathy Burwell. Between frequent emails and weekly reports during the sessions, as well as monthly meetings throughout the year, Ronda maintains the kind of relationship that enables her to effectively represent the Helena Chamber and its members. This session, she is representing the Helena Chamber with legislation to advocate for funding for the Montana Historical Society Museum, a business equipment tax reduction, and bills pertaining to workers’ compensation.

Get to Know

Interesting fact/ Something we might not know about you? I run a small media marketing business and I was qualified for the Junior Olympics as a longdistance swimmer when I was in middle school.

the Chamber Staff

Alana Cunningham office & communications director

TV Show you can‘t miss? Last Man Standing.

Where did you grow up/Home town? River Forest, IL

Hobbies? Boating, camping, and exploring Montana.

One word that describes you? Passionate

What you like best about working at the chamber? The variety of work I get to do daily and connecting with chamber members!

How t o Be a Be t t e r

Leader in Business by ron orris

I’ve compiled some of the most valuable leadership lessons I’ve learned over my career and I wanted to share them with you. Communicate All that on my Wal-Mart team went You Know on to become store managers. The best place to start is At the chamber the same “communicate all that you thing has happened, many know.” In my lifetime I have of our folks have gone on to seen two types of leaders; one great jobs, and although I keeps all his knowledge to really wanted them to stay, I himself, and was very proud in turn doesn’t “If you adopt the idea that they were want the team taking the next of never meeting a to leave him, step to a better stranger, and you and doesn’t career. encourage greet everyone with a them to go to warm reception, you Love Your Work the next level. If you love your might be pleasantly work, you’ll be The second, and I hope I out there every surprised by the was this type day trying to opportunities that of leader, do it the best open to you.” communicates you possibly all he knows. can, and pretty The biggest thrill in my soon everybody around will life was to see people get catch the passion from you promoted. I am happy to say – like a fever. I have been so that many assistant managers fortunate in my work career.

them by name, but even if I didn’t I would still speak to them. I was at St. Vincent’s Hospital a couple of weeks ago walking down a hallway, The chamber is my third and a gentlemen was walking career, and like my career as a towards me. I didn’t know retailer, a store manager, and him, but I said, “Good now an executive director, I morning.” He returned the can honestly say sentiment and I loved all three “I hope I was this then asked, “Are jobs. Some had you lost?” I was. type of leader who We both laughed more stress then others, but I live communicates all and I said, “Yes for the challenge I am looking for he knows.” and all three the elevator.” gave me plenty He showed of challenges. me the directions to the Business owners are elevator and we then struck fortunate because these up a conversation about Erie entrepreneurs have created which led to Bradford, and something they love and it I found out he was doctor at feels less like work. Pass that St. Vincent’s. I felt really good passion onto your employees after our talk and went on my and your business will thrive. way. Try it on Monday morning, Speak to People and let me know how it goes. Speak to people coming If you adopt the idea of nevtowards you before they er meeting a stranger, and you speak to you. I always look greet everyone with a warm ahead and speak to the reception, you might be pleasperson coming toward me. antly surprised by the opportuIf I knew them I would call nities that open to you. •

Ron Orris is the Executive Director of the Bradford Chamber of Commerce, where he has led the chamber in its adoption of social media and is a strong proponent for blogging as a way to reach your audience. Under his leadership membership has increased 40% over the past two years. He has also served as the city controller for the City of Bradford and as a store manager for Walmart, a position he values as teaching him a lot about customer service. 38

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4 Of The Most Effective Ways To Sell Your Product Or Service by Christina R. Green

f you own a business you probably spend a lot of time thinking of different ways you can sell your product or service. Maybe you’ve investigated neuro-marketing or tried one of these sales approaches. A hard, persuasive sell is getting more difficult these days, isn’t it? Relationships are becoming incredibly important to brands, especially with social media. So is content marketing. Everyone wants infotainment. They long for

information that is engaging and solid, not too long, not too short. Consumers are like Goldilocks nowadays. But there’s so much noise out there. How do you get heard and give them what they want? Whether you’re producing an article, copy, videos, or podcasts, here are a few simple concepts to keep in mind as you create your content. These approaches are used by copywriters everywhere because they work.

4 Approaches that Sell These techniques cut through the noise and get you noticed. The reason they work can be easily understood if you think of a sound. There are certain tones people can’t hear. Sometimes it’s due to nature (for instance men lose a lot of the upper frequencies as they age); sometimes it’s surroundings (like a noisy coffee shop may drown out lower frequencies). Either way, they can’t hear it. The same is true of customers and potential customers. If you are creating content on a topic that doesn’t fall into one of their “audible” ranges, they won’t be able to “hear” your messaging. You have to create something that resonates with them and you do that by using these hacks. (I’m using the word hacks because we’re past the time when sales and marketers “trick” their audience into buying.)

first one begins and ends in fear. The second takes fear and creates a solution to that fear. The third builds on that solution and brings your customers to the next stage. This approach concentrates on talking about how once they work with you to solve their problems, their new life is going to be so wonderful – filled with many freedoms and no fear. John Lennon’s song Imagine conveys this idea (minus the business branding, of course). It’s all about imagining a better future because of the investment they make with you today.

Appealing to Curiosity and Fascination There are some things we can’t help but be drawn to. It’s the old idea of rubbernecking at a car accident. Whether it’s morbid fascination or the type of fascination behind topics like Steve Jobs or a celebrity’s personal life, we all have these areas that we can’t get enough of. If you get to know your customers Fear very well, you can figure out what Let’s get the dirty one out of the way. There are products that need a little this is for them and play to that. You Fear is a huge motivator for most “smoke and mirrors,” but for the most can also use this concept in the way people. Fear of missing out, fear of part, your audience wants to do business brands use celebrity endorsements dying, fear of loved ones dying, you because often our fascinations get the idea. We do a lot of things in with people they know, like, and trust. life because we’re afraid (or we’re Keep this in mind when creating content. become entwined with a desire to become like that person or thing that afraid of what will happen if we fascinates us. don’t). Knowing what keeps your Curiosity and fascination are vehicles that drive desire. A brand audience up at night and playing to those fears and insecurities, that personifies that fascinating concept, or one that is tied to is a very strong motivator for action. a celebrity the audience is interested in, will transform that Before you take this approach, ask yourself if this is how you product or service into one the audience is also interested in. want to sell. Do you want to scare your audience into a decision or do you want them to choose you over others? In some A Final Word on Selling businesses, it’s hard to sell any other way (insurance comes to Hard sells are out, so is trickery, in an obvious sense. In some mind). It’s hard to give up an approach that works. ways, there are products that need a little “smoke and mirrors.” But for the most part, your audience wants to do business with Team Approach people they know, like, and trust. Keep this in mind when This approach takes what keeps people up at night (aka their creating content. Try to escalate the marketing beyond fear but fears) and instead of compounding them it builds empathy. This don’t ignore it. You have to understand what your audience tool is about building bridges, showing your audience you get it. fears to understand your audience, but instead of stopping You’ve been there. You know their frustrations and this is how at scaring them, use their fears to formulate a more elevated your business can help your customers solve them. You can do approach to helping them make an informed decision and it together. selecting a solution that will help them overcome those fears. After all, helping them overcome their fears will make them Creating Freedoms loyal to you. Using only fear as the motivator does work until All three of these approaches so far begin in fear but where someone scares them more. • they go after that is what makes each of them different. The

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