Spring 2015 Business to Business Connection by Alisa Heinitz

SPRing 2016

Business to Business Connection

AWARDS

TOURISM SEES BEST YEAR EVER IN 2015! page 36

Delivering a bright future As an energy provider for more than 100 years, weâ&#x20AC;&#x2122;re committed to delivering the reliable power and exceptional service our customers and communities count on â&#x20AC;&#x201C; now and for the future. For information about your electric and gas services, the many valuable programs we offer, and some of our companyâ&#x20AC;&#x2122;s policies and practices, visit NorthWesternEnergy.com.

contents Spring 2016 // Vol. 4 // No. 1

2015 Awards

22-25

lets talk about tax abatements

ribbon cuttings

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.

6-16

2015 Awards: Business of the Year, Small Business of the Year, Business Person of the Year, Boss of the Year, Volunteer of the Year, Hospitality Hero

anatomy of a work injury

4 reasons youâ&#x20AC;&#x2122;re losing customers

also in this issue 6 27 32 36 37

welcome choose helena get to know the chamber staff tourism sees best year ever in 2015 business after hours expo: Business, beer & bites

are you too busy for business?

1 change to make in your business spring 2016

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) 461-4752 allegrahelena.com

Cover & Feature Portraits Jessi Bennion

Local Contributing authors Jessi Bennion

© 2016 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 2016 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 were extremely lucky to get the expertise and prowess of Jessi Bennion. Not only is Jessi an accomplished and professional photographer but she has an enormous amount of experience as a writer. She does several blogs that have a great following and interestingly enough, is also currently a doctoral candidate in Political Science. 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 2016 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 had a record 367 reservations and a surprise visit from Governor Steve Bullock to help present one of the

awards. The Annual Banquet had 723 reservations, a new format, and was also a hit. Governor Bullock was the keynote speaker for the event. The SWISH Youth Basketball Tournament – the oldest continuously running youth basketball tourney in Montana – was the largest ever! Our normal number of teams is between 85-95 and we had 132 teams for this year’s tournament. 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 21st at the Fairgrounds. This should prove to be a bigger and more fun event 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 13th 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

Tips for Businesses By Cathy Burwell

1. Place focus on keeping your current customers instead of just replacing them with new ones. 2. Develop a marketing plan. Not having a plan makes it difficult to spread your marketing budget across the entire year and who wants to run out of marketing dollars the last few months of the year or worse, to dip into other budget areas to make it up. 3. Tweak the team. Make sure all members of your team (staff) are contributing and helping your business to be successful. 4. Focus on doing fewer things REALLY WELL rather than doing a lot of things mediocre. Look at what your company does that doesn’t add significant value and eliminate them. 5. Put social media on your “gotta do” list for this year – especially if part of your client/customer base is under the age of 50. People are walking around with their “computer” phones all day long – it’s where you need to reach them.

Finding the Right Employee is a with

6. Have a budget – never try to “wing it”. It is a crucial part of your business plan and will keep you on track. Budgeting for profit is the only way you will grow your business. 7. If you are in retail sales, make sure you are set up for online sales and your website is easily found and easily used. If you are going to compete with the global market, you need to be set up to get their online business. 8. Recruit differently for your team. In this tougher market with Helena’s current low unemployment rate, be careful not to hire just to have a position filled – hire to fit the team and for the right person.

westaffmt.com // 406.443.7169 spring 2016

2015 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.

Business to Business Connection

business of the year by Jessi Bennion

rom the friendly face that greets you at the front desk, to sitting down for a chat in the office of Kris Bakula, President of West Mont, one gets the sense that something very special is happening in the hallways of 2015 Chamber Business of the Year. The offices are vibrant, friendly, and busily buzzing with work. West Mont operates 12 safe and comfortable group homes as well as 4 vocational centers, providing services to over 150 people. This valuable work means they continue to meet the very significant and tangible needs of some of Helena’s most vulnerable and unique populations. Year after year, West Mont is recognized as one of the State of Montana’s premier providers for people with disabilities. Putting a finger on the pulse of what exactly makes West Mont so successful goes much deeper than what one might observe on first glance. You may even be familiar

west mont

with much about yourself. of the work I moved to Helena in 1980. At West Mont the time, I knew one family does in and had visited Montana only the Helena twice, particularly falling in community, love with Glacier and western but what exactly is the Montana. I picked Helena not motivation behind its only because of my friends, substantial success? but because it was the capital So we went to the source and I was confident I could - Kris Bakula, President of find a job working with West Mont. She modestly people with developmental claims West Mont’s success is disabilities. I took a break pretty simple when you get from disabilities in 1994 and down to it. For her, the key is worked for two other nonthe top-notch staff of nearly profit agencies for three years, 200 that she has guided since gaining valuable experience. becoming President in 2010. In 1998, it was time to return In fact, when we stop by West to my true profession and Mont’s offices to take her West Mont hired me to be the photo for this interview, she Program Manager of the Farm requests that and Gardens we try to get on York Road. “I am having as many of Over the years, tremendous fun her team in I have worked growing and the photos my way up to expanding services at the position of as possible. West Mont which, in Of course Co-President we know turn, has created more then six years she is being ago, President. opportunities for our humble, clients and staff.” but by all What at West accounts, Mont makes Westmont is thriving under you excited to get up in the her guidance and leadership. morning and get to work? What is your motivation? So Kris, tell us a little bit I am having tremendous fun 7

growing and expanding When 5pm rolls “From a management services at West Mont perspective, I have always around, what makes which, in turn, has you feel like you’ve believed that planning created more opporhad a successful day for the future is critical. tunities for our clients on the job? Simply, you have to see and staff. Three years I sincerely like my job where you are going, while which makes every ago my long term goal of finding a business at the same time, you have day seem successful. concept that could also to take care of the present. I have an excellent be a training program Having a vision and solid Administrative Team, for clients finally came Business Team, and plan is a critical component Program Managers. together and is now to success and raising West Mont’s Flower & We are all on the needed funding.” Training Company. We same page and have come in second working toward the the last two years for same goal – quality the Best in Helena award and we are so services for all of our clients, provided proud of that accomplishment. Currently, by the best trained and qualified direct we are in the process of finishing Ron’s support staff. On a more basic level – Place, our newest medical group home. who wouldn’t feel successful when their This has been a dream that has taken sev- job is all about making a difference in en years from inception to completion. people’s lives? We are now turning our focus to our next project - the Farm and Gardens 10 Year If you could point to one thing, what Plan, with Phase 1 being Morgan’s Maze. would you say is the reason behind

your effectiveness? From a management perspective, I have always believed that planning for the future is critical. Simply, you have to see where you are going, while at the same time, you have to take care of the present. Having a vision and solid plan is a critical component to success and raising needed funding. That said, you also have to have an effective, focused team to help realize the next step. I am so fortunate to have two great Boards of Directors (West Mont and The West Mont Foundation) and, as I mentioned earlier, the incredible Administrative Team, our B Team and our field area Program Managers. It is truly a team effort. For me, a successful business is the sum of all the parts. What keeps you passionate about West Mont? Making a difference every day on behalf of people is as good as it gets! n

HOSPITALITY HERO Tim Crawford // GATES OF THE MOUNTAINS

Tim Crawford has been with the Gates of the Mountains Boat Tours for well over 30 years and has provided thousands of visitors with one of the most memorable experiences in the state. The tours can provide up to 700 rides a day. Quality of the tour is much enhanced by a great tour guide of which Tim Crawford is king but he also has a crew of amazing guides working for him that not only identify the landmarks along the river but also the many species of wildlife that can be seen.

Business to Business Connection

organic sustainable local

we are cultivated by

montana’s

best

our 18,302 members (and growing)

restaurant by Business Insider magazine

switch to

thecu4u.org

Rule No 4

share well Always respect tradition and a

mother’s advice, namely that Italian food is to be shared with those you love.

Named Montana’s Best Restaurant by Business Insider magazine

ALWAYS GOT EACH OTHER’S BACKS. Adam was about to lift a stack of heavy boxes, when Diane called an audible — providing Adam a hand truck to move the load. The job safely completed, an epic celebration of back-saving safety ensued. Be a champion for safety. Get tips, tools and assistance at safemt.com. spring 2016

Caring is our Calling. The St. Peter’s family is full of unsung heroes who are passionate about making a difference in the lives of others. Nobody knows that better than our patients.

My eight-year-old daughter is terrified of needles but had to get some allergy testing done. Phlebotomists Kris Miller and Jules Kay helped her, talked with her, joked with her, were incredibly patient and did a fantastic job. We both walked away feeling so valued and cared for.

•

Debbie Skibicki, Helena

We are thankful for oncology nurse Todd Burton, RN. He is the “super nurse” in our life. He clearly enjoys his work. It’s obviously a pleasure for him to help his patients – what he does can’t be taught. He loves his job and he cares for his patients!

•

Margaret Crennen, Helena

Radiology Tech Robin Hutton put me at ease instantly. She was so thorough in explaining the procedure to me -totally different than I had expected. She also kept me engaged throughout the procedure, relieving my anxiety by talking about the different variety of tomatoes we were planting!

•

Laurie Gulbranson, Helena

Home Health nurse Sherry Ramuta, RN made a huge difference in my husband, Norb’s, treatment. Not only was she highly skilled in the medical attention he needed, but she also spent time each visit to discuss how he was doing. She had lots of thoughtful suggestions that were incredibly helpful. She’s amazing!

•

Ann Lauer, Helena

Our family, privileged to take care of yours. stpetes.org • 457-4180 10

Business to Business Connection

small business of the year by Jessi Bennion

of excited customers come pouring through the doors. The smell of bacon tepping into Steve’s sizzling, of coffee brewing, of Cafe on a bustling eggs being cooked to order… is Monday morning around there anything better? No, but 9am is the perfect time to Steve and Penny don’t stop see owners Steve and Penny there. Not only do they own Vincelli in their element. and operate two restaurants Stopping by tables to greet in Helena (plus another in customers, checking to see if Meridian, Idaho and possible they are enjoying their food new Montana locations in (a resounding “yes!” heard the future), they are working all around), diligently to giving a “We feel we have open The Little smile to an Children’s Home, been blessed in employee the first of its our personal and kind in the Rocky grabbing a business lives. cup of coffee Mountain West. or the one With this success This home will over busing be a stable and we are able and a table, you desire to do good loving environment can quickly for others as best specifically for boy see just how and girls who are we can.” much Steve in crisis and need a and Penny safe and nurturing are respected and loved in environment to grow up in. this place. What a gift to the Helena This particular Monday’s community! breakfast rush falls on a It would be hard to list all holiday, so a steady stream the reasons why Steve’s Cafe

steve’s cafÉ

is such a success and why they are 2015 Chamber Small Business of the Year, but we thought we’d ask Steve and Penny themselves to try and find out just what motivates them in their work. For those who don’t know much about your story, tell us a bit about yourself. Penny was born in Pasadena California. I was born in Brooklyn New York. We were both raised in Southern California. We met in Jr. College where Penny got her nursing degree and went to work at Kaiser Permanente right out of college. I got my AA and went to Long Beach State College, majoring in business and economics. I then went to work for Coco’s restaurants for 5 years. After visiting family in Missoula on vacation, we moved to Missoula and Penny continued nursing at Saint Patrick’s and Community Hospital and I was hired by Kings Table Buffet. We were moved to Seattle to the corporate office and left after 18 years as vice-president of Operations and Development. 11

We then purchased the Exchange Supper Club and bar and remodeled and converted this business to the Montana City Grill & Saloon which we ran for eight years. We sold this business 10 years ago this summer. Three years later we opened the Original Steve’s Café on Custer Ave. as a hobby to keep me busy, thus the limited hours. We have 2 children and nine grandchildren from our daughter Toni and her husband Chris. Our son Steve runs our Idaho restaurant and is currently training his replacement - a general manager - and he is moving back to Helena to help us grow our company. What would you say is the reason you are so successful? What keeps customers coming back again and again? First, we feel that our staff and our brand is the key to our success. We strive to consistently serve quality food with great value (large portions), in a friendly, clean environment. We like soft instrumental music and no television so our guests can relax, talk, and get a break from our hurried lives. Beyond the restaurant atmosphere,

Business to Business Connection

we bonus all our management level staff every period and all staff in any position that has been with us for the entire year. We now offer health insurance to our full time employees and have a liberal meal policy. Having a family atmosphere, a great staff, and great teamwork where everyone feels supported, are the keys to our success. When the shift ends and the restaurant closes for the day, what makes you feel like it’s been a good one? When we have had an extremely busy day, our crew is having a great time, the food came out quickly, and all our guests leave happy and raving about what we do. There is just no better feeling when you are in our industry. Tell us about a business goal that you always try to reach. Our goal is to surround ourselves and our businesses with staff that we feel like family towards. They respect us, our brand and standards, and know that they are the ones with direct contact with our guests and are the key to our success. Which brings me to some exciting

news. We are again at the stage where we plan on growing again. This will provide opportunity to our key, long term staff. A career in a fun, people-business and we are all off work by around 4:00 pm. It doesn’t get much better in our industry! You are so passionate about your work. Does this same passion tie into starting The Little Children’s Home? Our Cafe’s are designed to look and feel like home. They are a place where you can relax and enjoy yourselves with family and friends. The homey atmosphere and the comfort food we serve all point to that feeling, and the cafe even helps support the Children’s Home. Since we are all about family and relationships, it naturally crosses over to our Children’s home. Our goal for that is about providing a safe place and a home those children can call their own. The passion comes from believing we are providing not only a place to work, but also an opportunity to help others. We feel we have been blessed in our personal and business lives. With this success we are able and desire to do good for others as best we can. n

GEORGE D. ANDERSON

Business person of the Year by Jessi Bennion

at McCutcheon, our 2015 George D. Anderson Business Person of the Year, has been called an industry visionary and rightly so. His career in insurance at PayneWest has spanned 43 years and in that time, he has garnered the respect and esteem of everyone he interacts with. If you’ve been fortunate to meet Pat or even work with him, you know this. He is a valuable asset to the Helena business community like no other. Pat’s business skill, insurance acumen, and sincere desire to serve

Pat MCCUTchEON \\ Paynewest

the people Helena is not Independent Insurance Agents only evident in his work at Association of Montana (IIAM) PayneWest, but extends to between my junior and senior the community as well. When year (this was 1972) and you ask Pat or anyone who was interviewed and placed knows him about why he is with Montana International so invested in Helena, he will Insurance (MII) in Helena. say it is simply because he I was the second Montana likes people most of all. He intern. David Bruck was the is genuinely invested in his MII President at the time and business, in was committed his faith, in “I’m passionate about to exposing his family, college working with people and in the students to the in life or business. We opportunities Helena are all in this world community. within the together and how we insurance We wanted to catch a industry deal with each other glimpse of the makes the difference.” and the motivation independent and drive agency system. behind Pat’s success, so we At the end of the asked him to tell us his story. internship, I was offered a full time position upon graduation Pat, tell us about what with training at Aetna’s Home brought you to Helena Office School in Hartford, and how you got to such Connecticut. In 1985, Montana a successful position at International was sold to First PayneWest Insurance. National Bank and became I came to Helena from FBS Insurance. In 1992, I Miami, Florida in 1969 to purchased the agency with attend Carroll College and Terry Payne and renamed play football. I applied for it Montana International a summer internship at Insurance (MII). I served as 13

President until 2000 when we merged MII with Hoiness LeBar to form Payne Financial Group. In 2012, Payne Financial Group merged with Western States Insurance to become PayneWest Insurance. Long story short, I am currently a producer, Senior VP and Vice Chair of the PayneWest Insurance Board of Directors. Not only have you invested decades in your business and have been able to watch it flourish, you have been such a strong community supporter as well. Tell us about some of your community involvement in Helena through the years. I have served on several Boards – the Diocese of Helena Finance Council, St.

Peters Hospital Foundation and General Boards (where I had the privilege of being Chairman of both), the Carroll College Board of Trustees, and First Interstate Advisory Board, among many others. “For me, a

people to come up with solutions that helps them prosper. I really believe in our mission - Clients, Colleagues, and Communities.

What else successful would you day is knowing I have say is key to your success? What’s your served others and Any success personal somehow helped them I’m associdefinition of have a better day. ” ated with a successful has resulted day at work? from the For me, a great people I’m surrounded successful day is knowing by - my wife and our family, I have served others and my PayneWest Insurance colsomehow helped them have a leagues, clients, friends and the better day. Helena community. In fact, two of my sons, Sean and Kevin, You seems like such a work alongside me and have motivated person. What is done so for 10 years. driving that motivation? I also try to see things I’m motivated by the through the eyes of the customopportunity to work with

er. In other words, I try to look at each situation as if I were the customer and try to address it accordingly. Listening, communicating, and being committed to serving others is essential. With over 40 years in the insurance industry, what keeps you passionate about your work? I’m passionate about working with people in life or business. We are all in this world together and how we deal with each other makes the difference. Insurance is a relationship business while providing the financial assurance for businesses or individuals to exist and grow. Throughout my career, I’ve been fortunate to meet and work with many wonderful, creative and interesting people. n

don Fredrikson

VOLUNTEER OF THE YEAR quinton mergenthaler // First Interstate bank Quinton Mergenthaler of First Interstate Bank is this year’s award winner. Quinton is someone who works hard on many of our key events and quietly goes about putting in countless hours – never looking for recognition. He never shies away from the many chamber events and committees. His work and leadership has been greatly appreciated and noticed for many chamber events: he co-chairs the annual banquet, has volunteered his time for many years on the SWISH tournament, currently serves on the Leadership Helena steering committee, and volunteers for the annual Chamber Golf Tournament. Whenever our events coordinator and Vice President Mike Mergenthaler is of need for someone to step up –this person is his go-to guy!

Business to Business Connection

Employers!

Mentors!

Saving more than your life. Become a member and, in the event you need medical flight services, THE ASSOCIATION OF AIR MEDICAL SERVICES

your insurance is billed and youâ&#x20AC;&#x2122;ll remain free from out-of-pocket expenses, so you can focus on living your life, instead of paying for it.

Do you know a high school student that needs money to pay for: Testing fees

save this

Professional license A computer and more We can help qualified students pay for the tools they need to plan their career and financial future.

earn this

Students who save $450 through the program can earn the maximum match of $1,350.

Find out more today at SmartAboutCollege.org or (877)-COLG4ME (265-4463)

JOIN TODAY: AirMedCareNetwork.com | 1.800.793.0010

This project is funded under a contract with the Montana Department of Public Health and Human Services. The statements herein do not necessarily reflect the opinion of the Department.

Helena Area Chamber of Commerce 25th Annual Golf Tournament Bill Robertâ&#x20AC;&#x2122;s Golf Course Friday May 13, 2016 4 person teams | 32 teams total Sign up a team or sponsor a hole

Not bricks and mortar. www.windermerehelena.com

PAM BAILEY, Broker 406-431-9444

Contact Mike Mergenthaler at the Chamber Office! 406-442-4120 mmergenthaler@helenachamber.com spring 2016

Boss of the Year ed stofko \\ rocky mountain credit union

by Cathy Burwell

e fourth annual Boss of the Year Award was awarded on National Bosses Day in October, 2015. The prestigious award recognizes an outstanding leader among our Helena Area businesses. This year the Chamber received 18 nominations for Boss of the Year and a winner was chosen by a Chamber Board Committee. Ed Stofko, President & CEO of Rocky Mountain Credit Union was our 2015. Employees from all four of the credit unions branches, located in Helena, Bozeman and Belgrade, signed Ed’s nomination in the hopes that he would win. The nomination included

employees and our members; employee I see it as my job.” Stofko said comments at the ceremony. and one“The nominations are word based on the quality of descriptions of him including; leadership and the things approachable, compassionate, these bosses do to go above gracious, honorable, selfless, and beyond.” Cathy Burwell, and many more. Employees also wrote that “his leadership CEO of the Chamber said. Stofko stood out because of helps provide vision and these traits and clarity “and his belief in his “he is an “He is an amazing team. amazing boss and if I follow his “Rocky boss and if lead I know I will be Mountain I follow his successful.” Credit Union’s lead I know strength, and I will be the reason successful.” our members stay with the you could talk to him about credit union, is because of the anything. excellent work done by my RMCU staff and Chamber employees.” Stofko said. staff surprised Stofko on Rocky Mountain Credit National Bosses Day with a Union is a not-for-profit celebration in his honor. “I financial institution owned by don’t see it as going above its members. n and beyond to take care of my

QualityHealth

COMPETITIVE RATES. PROFESSIONAL SERVICE. For all your home buying and banking needs.

. . . working within our communities to help increase access to high-quality health care that is affordable, safe and of value to the patients we serve.

NMLS #613382

We are the “go-to” resource for driving innovation in health care systems. Serving Montana, Wyoming, Hawaii & Alaska. www.mpqhf.org

usbank.com

Visit us today

for all your financial needs Downtown Helena 302 N Last Chance Gulch Helena, MT 59601 406.447.5215 Equal Housing Lender. Member FDIC. 150992 9/15

L EN D IN G IN MON TA N A FOR OV ER 120 YEARS

www.fcbank.net

HolidayInnChamberAd_update.indd 4

REAL ESTATE LOAN OFFICE 212 N Rodney Street Helena, 406-449-9800 FULL SERVICE BRANCH 2897 Prospect Avenue Helena, 406-449-9300

s p r i n g 2 01/25/16 1 6 1:02 | PM 17

Letâ&#x20AC;&#x2122;s Talk About Tax Abatements

Business to Business Connection

Incentives: One Tool of an Economic Development Tool Kit

By Brian Obert \\ Executive Director - MBAC

s a practitioner in the field of economic development, what makes a vibrant and resilient community is a philosophical search. It is much like the search for the idyllic pie crust, brownie recipe or ultimate Scottish Ale brew. It is a little bit of this, a tinge of that and then there is that special ingredient. If you would have asked my grandmother, it would have been two week old bacon grease. Lewis Carroll, in the Alice in Wonderland books is credited with the philosophical statement “If you don’t know where you’re going, any road will get you there”. Unfortunately for many states and communities that have persistent unemployment problems or vacant industrial space (think the rust belt), these incentives can quickly fall down a rabbit hole with very limited success. Successful incentives need to fit the circumstances on the ground, and be targeted at appropriate solutions. Many don’t understand that the State of Montana and our community have an intrinsic plan in place when it comes to incentives. States and communities that are desperate to relieve high levels of unemployment or vast numbers of underutilized commercial buildings focus on the attraction of new jobs. Too often not paying attention to how those jobs relate to the current fabric of the community. Those programs (any job is a good job) are truly tone deaf and have

no understanding of balance and are not inspiring. If they do work, they only work for a period of time before the next catastrophe. In comparison, Montana has a history of moderate to low unemployment (4.1% - 14th lowest in the nation, Jan 2016), and our history did not create cavernous manufacturing facilities that have become underutilized. Montana has not created incentives that fuel the “Jobs Wars” incentives that you see in states like Mississippi, New Mexico, and Alaska, all with unemployment rates above 6.5%. Firms and industries that rely on “job wars” will focus on other locals and have no interest in locations with unemployment rates that are below 5%. In contrast, the most utilized incentives in Montana are strictly based on new buildings and equipment (new taxable value) and workforce training. These types of incentives are most appealing to firms that prefer new structures and rely heavily in specialized equipment and a talented workforce. These type of firms need well trained and loyal employees to work in and with these capital investments. This seems to be a measured incentive that most constructively builds the building blocks of a community. The Montana legislature passed MCA 15-24-1402, the new or expanding industry tax abatement incentive. This is a local option tax abatement that is targeted at reducing the taxes paid on

“New” capital investments that affect the company’s taxable value. This is a finely targeted abatement by design. It strictly targets businesses or firms that work in the field of adding value to a product, or firms that rely on revenues that are generated out of state (50% or more out of state). These are net new investments and dollars into a community. This is not that ragged old stagnate dollar bill that is passed around twelve times in a community. These incentives are only given if the equipment lands and is bolted/welded or planted in the ground. The business does not receive anything if they do not make the actual investment. This is where Lewis Carroll and his quote comes in. What is our local plan? After sitting in on many community discussions and consulting with local businesses, it is my understanding that we want a vibrant, diverse community. As an economic development practitioner that translates to a region that has a diversity of jobs and opportunities that promotes rewarding professional careers that allow us to live a life that is rewarding while living in a community that provides the ability have fun. Now that sounds sexy! Tax abatements that drive long term net new taxable value to the community, while not burdening the infrastructure costs are good. Abatements that promote fulfilling employment opportunities are good. Abatements that build on the overall quality of life are good. These

spring 2016

good abatements are targeted with their outcomes in building a vibrant community. The other most utilized incentive in Montana, is workforce training. These incentives are provided to employers for either their new or existing employees. Now this IS an incentive that is tied to jobs, but tied to the quality of worker and job. These incentives manifest as grants to a business with a plan in mind. New worker grants target primary sector jobs that are created for firms whose out of state sales exceed 50% of its total gross sales, or by firms that supply local customers with products and services that

would otherwise be unavailable to them. Incumbent worker training grants are used to help employers train their current workers to enhance business productivity and efficiency. The plan or intent of these grants is to create a well-trained and more efficient employee. This employee is an asset to the business and the state as a whole. An employee that is well trained and motivated is more likely to make more money and utilize those funds in a way that builds a vibrant community. Vibrancy and resiliency are not static qualities when it comes to a community or region’s prosperity. It is a constant process that includes effort, review,

adjustment and tenacity, mixed in with a bit of fun. As and economic development professional, it is my responsibility to facilitate and catalyze these opportunities by utilizing the tools available. These tools include state and local incentives that stimulate job growth, payrolls and taxable value, at the same time intermixing and attractive quality of life. The intent of these limited incentives is to create an “Elegant Solution” that promotes a vibrant and productive economy. For a state that is well known for meat and potatoes, this is a sophisticated approach to business and community well-being. n

Brian and Nathan of Pioneer Aerostructures By Jessi Bennion

ere at the chamber we work tirelessly to make this city a great place to do business. One of our main goals is telling you, our members, about our policy work. We tell you about the details of these policy issues because they are so important to all our livelihoods. Simply, we want to ensure that the best possible business climate exists in Helena. As you know, one of those issues we have supported is tax abatement. The policy side of this issue is important and complex, but there is an equally necessary story to tell you about. It is one that highlights the type of cutting-edge, high paying jobs that a good business climate brings to our city. It is the story about the people who work here, and the type of employment and economic vitality that thrives in Helena when we work on issues like tax abatement. To show you the faces of this issue, we thought it would be interesting and helpful to look at a growing business right here in town, and particularly, two of their employees who have been able

Business to Business Connection

to stay, work, and live here because of the good business climate we strive for. We want to introduce you to Brian and Nathan of Pioneer Aerostructures. The day when we go to meet Brian and Nathan, we can barely hear our introductions over the roar of the machines. Pioneer Aerostructures manufactures complex titanium and aluminum parts and this particular morning, parts are being made and things are hopping. Looking around, we see a stateof-the-art facility, and you would be hard pressed to not notice that big things are happening here.

Brian McDaniel

So Brian, tell us a bit about yourself and your work background. My name is Brian McDaniel. I grew up in the Helena area and attended Capital

Brian McDaniel

High class of 2000. I graduated from the Helena Vo-tech class of 02’ with an Associate’s Degree in Metals Technology. During college, I was hired on with Summit Design and Manufacture as a welder working on a variety of projects and materials from steel to aluminum, Invar to Titanium. A few of my fellow students, coworkers, and I got to spend time in Marietta, Georgia at the Lockheed Martin facility at the same time

earning credits for school. It was a great working experience and opportunity to see another part of the country. After graduation, I took a Machinist position in the shop. Working with some very skilled Machinists on some of the most complex parts in the industry, my learning experience was second to none. After several years of running a variety of machines, helping to develop part specific processes and procedures, and training others, I moved into NC programming. What brought you to Pioneer Aerostructures? Years later an opportunity arose with Pioneer Aerostructures so I applied and accepted the Manufacturing Manager position. The move has been great! It has given myself and others a choice and option of where we would like to work. It’s hard to find state-of-the-art facilities like this, so I find myself grateful for such a good opportunity. What does your typical day on the job look like? Day to day operations here at Pioneer are fast paced and entail a variety of duties. It can be anything from managing workers, running a machine, training others, hand finishing, maintenance, and NC programming. It’s this variety of work that keeps it interesting and challenging on a daily basis. What keeps you motivated to do a good job? Basically, we look at work with a mind set of “whatever it takes to get the job done.” That’s what motivates us here. The variety of work and the ability to personally have influence in decision making, to see that the jobs get done and get done right, is what really motivates me. What does it mean to you to be able to live and work in this great community? I’m very fortunate to be able to live here

in Helena where I grew up, work in a fast paced, cutting-edge environment, and still enjoy all the other great things the area has to offer.

Nathan Pawelek

And Nathan, tell us a bit about yourself. My name is Nathan Pawelek and I’m originally from Carlin, a small town in north eastern Nevada. I loved coming to Montana as a kid during summer break to visit family. I remember Montana being a captivating place with forests and rivers and wildlife that we didn’t have back home. When the time came, my memories from childhood lead me to look into colleges in Montana, and I ended up loving Helena and Carroll College so much that I knew this is where I had to be. What brought you to your current position as Human Resources Manager at Pioneer? After graduating from Carroll, and not looking forward to leaving Montana, I decided to try to stay and work here. However, it wasn’t until I heard about a position open at Pioneer, applied, and was offered a job, that I knew I was going to be able to stay in Montana. Tell us about what it means for you to be able to stay here, work, and live in Helena. Other than the love of mountains, the beautiful scenery, and the great rivers for fly fishing, of course it’s a great career that keeps me in Helena. It is one thing to come to such a wonderful place to go to college, but even better than that, is the chance to use that education for a career in the place I have grown to love. I’m currently having a home built right here in Helena.

In the fall, I’ll be marrying the woman I love, and we’re excited to be able to call Helena home. When do you feel like you’ve had a successful day on the job? I have a very type A personality and I’m a visual learner. I like to get work done in a timely manner, I love to see tangible results in my work, and I think that good communication is key. That being said, I feel like I’ve had a successful day when I’ve communicated well with my co-workers, and we can visibly see that we’ve accomplished what we’ve set out to do. I’m motivated in my work by challenging myself, and being challenged by others. I love setting goals and striving to achieve them. It’s a good day when a big goal has been met, and you can see the results of hard work in front of you. It sounds like you are on your way to a wonderful and fulfilling career. Yes, companies like Pioneer provide these kinds of opportunities for life-long careers. They create the kind of jobs that allow employees to stay in Helena, become part of this great community, and even better – give back to the community. To support local industry is to support Helena – it’s as simple as that. n

Nathan Pawelek

spring 2016

n o b rib s g n i t t u c

atlas fitness

stom u C n e D s Bearâ&#x20AC;&#x2122; lery l Ga & g Framin

Business to Business Connection

Titl o g ca Chi

First Community Bank

Helena

Corners tone We l

lness

Indust

ries

obby L y b b Ho

spring 2016

n o b rib s g n i t t u c

Leslieâ&#x20AC;&#x2122;s Hallmark

utua M n r e est hw t r No

Paradise Nails

Business to Business Connection

Renaissa

nce Sen

ior Car

Ro t n

tmo s e W

e ac l â&#x20AC;&#x2122;s P

YWCA

spring 2016

You’re Never Too Young

TO MAKE THE MOST OF OPPORTUNITY BUSINESS CHECKING | BUSINESS LOANS LINES OF CREDIT | CASH MANAGEMENT ONLINE & MOBILE BANKING SBA Preferred Lender

Serving Serving all all your your solid solid waste waste needs needs

Residential Residential •• Commercial Commercial

Serving Serving all all your your solid solid waste waste needs needs

Residential Residential •solid Commercial Commercial Serving Serving all all your your •solid waste waste needs needs Residential Residential •• Commercial Commercial

Helena: 447-9000 WWW.STOCKMANBANK.COM

Business to Business Connection

CHOOSE HELENA! Workforce Attraction Big Focus For Chamber and MBAC N

Illustration Designed by Freepik

o community wants a high unemployment rate – it is always good to have more people working! That being said, on the converse side of that – it is not a good thing for businesses to have an extremely low unemployment rate. Helena has not had a high unemployment for many years and much can be contributed to our stable economy that is bolstered by State Government within our local economy. In recent months, we’ve seen the unemployment rate drop below 3% which leaves an extremely small pool of workers for businesses with job openings. We have seen Helena go from a normal amount of 3-400 job openings at the Helena Job Service, to over 800 openings. This does not include several of our largest employers who do not recruit through the job service. It is estimated that at the present, we have anywhere from 1000 to 1400 job openings of all levels of skills and knowledge requirements. The Helena Chamber and MBAC have teamed up to orchestrate a program to attract workers to the Capital City to help fill these jobs and keep local businesses fully staffed. The Task Force assigned to this effort includes partnerships with the Helena Job Service, Helena College (UM), State of Montana, local government, and employers. This group will work on ways to market the quality of life and job opportunities to other areas of Montana, former Montanans, and even out of state. Employers will be able to utilize all marketing tools from this effort. n

spring 2016

Anatomy of a Work Injury: From Provider to Employer

Illustration Designed by Freepik

By Dr. Eugene â&#x20AC;&#x153;Buzzâ&#x20AC;? Walton Performance Injury Care & Sports Medicine, Inc

Work-related musculoskeletal disorders have not only become a common challenge in the practice of medicine, but they can be an expensive challenge for the employer as well.

ccupational injuries affect over 19 million US workers annually and they result in $125 billion per year in medical and indemnity payments. Most often the injuries are severe enough that work restrictions, job transfer, or time off from work is required. In 2008, 3/4 of all non-fatal injuries resulted in at least one day of missed work. The jobs with the highest percentage of work injuries include laborers such as freight and material movers, nursing aides, delivery truck drivers, construction/ carpentry workers. While men ages 45 to 54 years of age are more likely to be affected because of the higher participation in occupations with heavy lifting, many women sustain occupational injuries as well. Here in Montana, the workplace incidence rate

Business to Business Connection

is 47% higher than the national average and our average cost per medical case for workplace injuries is 55% above the rest of the nation. The most common work injuries in Montana include sprain/strains, lacerations and fractures. Of all of the areas injured, the back is the most common at (37%) followed by the shoulder (12%), and the knee (10%). Back pain is wide spread, causing more disability than nearly 300 other conditions world wide. In terms of disability determinations, low back pain was estimated to cause 818,000 adjusted life years lost annually. With the average life span being 76 years, this calculates to be almost 11,000 lifetimes! The occupational stressors that are the biggest risk factors for

low back pain include clinical findings, the medical provider can help keep the injured rapid work pace and worker motivated and empowered to take responsibility in repetitive movement their recovery. To help maintain a positive attitude with the patterns, heavy lifting, injured employee, the medical providers needs to convey insufficient recovery that everything will be done to help keep the employee in the time, bending and workforce in some capacity. twisting, whole body Any delay in treatment only leads to increased psychosocial vibration and bad issues and promotes delayed recovery. Therefore, an posture. Some noneffective treatment plan begins with a timely evaluation, occupational factors accurate diagnosis and early coordination of care. Expedited include obesity, authorizations for requested diagnostics, and other services advanced age, tobacco such as physical and chiropractic therapy, massage/ use and psychiatric acupuncture, rolfing or Neural Prolotherapy keep the claim disorders. going in a positive direction. In addition, studies have shown Other common that pain meds are not always the answer! Early opioid use is work injuries are seen in both the upper body and lower often associated with prolonged disability, higher medical costs, extremities as well. Some of these include Carpal Tunnel increased risk of surgery, and dependence. With early access to Syndrome caused by repetitive wrist motion and excessive hand these other treatments and modified work capacity, the injured vibration, as well as rotator cuff and shoulder injuries from worker is assured that they are of prime importance. repetitive motion and awkward work position Occupational musculoskeletal injuries are such as working above shoulder height. common and come at a high cost to both the â&#x20AC;&#x153;To help prevent these Trauma to the knees and ankles is often employee and the business alike. Not only does injuries, everyone caused by slips and falls due to inclement a significant increase in the cost of healthcare should include weather, surface conditions, and poor lighting and quality of life affect the injured worker, but physical activity in in stairwells and walkways. increased costs and decreased morale lead to their daily routine.â&#x20AC;? To help prevent these injuries, everyone high indirect costs to the business owner as well. should include physical activity in their To help eliminate these burdens take the time to daily routine. The Center for Disease Control examine your work environment, empower your and Prevention recommends 150 minutes (2hrs and 30 min) workers to address situations that are not safe and promote a a week of moderate aerobic activity or 75 minutes (1 hour healthy lifestyle. These simple steps can add value to the work and 15 minutes) of vigorous aerobic activity to maintain a place and help reduce injury and illness, which will lead to a healthy lifestyle, as well as adding muscle strengthening healthy workforce. n activities 2 or more days a week that work all muscle groups Sources: (legs, hips, back, abdomen, chest, shoulders, and arms). 1) Vanichkachorn B, Roy B, Lopez R. Evaluation and Treatment Strengthening these muscle groups and using correct posture of the Acutely Injured Worker. Am Fam Physician. will help alleviate slouching, which over time magnifies the 2014 Jan 1: 89(1); 17-24 other stressors. Employers can also help to alleviate some of the occupational stressors by encouraging micro-breaks for 2) Montana Department of Labor & Industry. Montana walking and stretching of the back and abdomen, especially Occupational Injuries and Illnesses. Accessed at: www. before participation in heavy labor after a rest. Redesigning ourfactsyourfuture.org. the workstation can be effective to modify repetitive tasks and workers should be educated on the use of proper body 3) Punnetl L, and Pruss-Ustun A. Estimating the Global Burden mechanics when lifting. Finally, if the employee listens to their of Low Back Pain Attributable to Combined Occupational body when tired and takes a break to refresh, this will help Exposures. Am Journal of Industrial Medicine. 2005 prevent injury and keep them in the workforce. The role of the medical provider is to establish the 4) Centers for Disease Control & Prevention. Division of coordination of care and expedite a treatment plan with not Nutrition , Physical Activity, & Obesity. Accessed at: only the employee in mind, but with the employer as well. www.cdc.gov. That starts by obtaining a thorough medical history including documentation of pre-existing conditions, baseline functional 5) Work Safe Montana. What is costs you. Accessed at: status, work conditions, history of medications used, and www.worksafemt.com occupational history. By keeping the focus on the objective

spring 2016

Custom Closets · garage · office · laundry

pantry

murphy beds

Quality WindoW Coverings blinds · shades · draperies · shutters drapery hardware

1220 euclid ave Helena | 406.443.4770 | www.homebeautifiers.com

Business to Business Connection

Six Locations. Hours Seven Days a Week. Online and Mobile. Here when and where you need us.

www.valleybankhelena.com

(406) 495-2400

DAN MAZUREK

TYLER EMMERT

SCOTT BOUTILIER

NMLS#759989 406.457. 4026

NMLS#1041298 406.457. 4008

NMLS#1096588 406.457.4075

YOUR LOCAL BUSINESS BANK. YOUR OPPORTUNITY. NMLS#412554

FREE BUSINESS CHECKING • BUSINESS LOANS FREE MOBILE & BUSINESS ONLINE BANKING VARIETY OF ONLINE CASH MANAGEMENT TOOLS

1400 PROSPECT AVE. • 28 NEILL AVE. 2090 CROMWELL DIXON MEMBER FDIC. EQUAL HOUSING LENDER

OPPORTUNITYBANK.COM

spring 2016

Get to Know the Chamber Staff

Margaret Hennen

Worst Fear? Mice

Office & Communications Director TV Show you canâ&#x20AC;&#x2DC;t miss? Rick and Morty Interesting fact/ Something we might not know about you? Packed everything I owned into a car and moved to Chicago, IL to live in an apartment that I have never seen a photo of.

Where did you grow up/Home town? LaGrange, IL and Missoula, MT

Business to Business Connection

One word that describes you? Curious

Hobby? Baking

What you like best about working at the chamber? Being able to use my organizational skills and computer skills and learning something new every day.

Kelly hanson Membership Director

Interesting fact/Something we might not know about you? I grew up on a guest ranch west of Augusta. The only mode of transportation is by saddle horse, or on foot. I am one of the few people that had to move to a winter home and still be in Montana!

Where did you grow up/Home town? I went to school in Simms, and I spent summers and weekends west of Augusta 35 miles.

Mike Mergenthaler Vice President

Favorite Color? Blue

Worst Fear? Snakes

One word that describes you? Margaret said I am “energetic” TV Show you can‘t miss? Castle on Monday nights

Hobby? I love anything to do with a horse, but I really love team roping with my family.

One word that describes you? Approachable

Where did you grow up/Home town? East Helena on the East side of the creek!!

Interesting fact/Something we might not know about you? I have been married to my wonderful wife Shannon for 33 years and we have 5 handsome Grandsons!

What you like best about working at the chamber? I love promoting business. I like the diversity of businesses within the chamber, and I like the challenges that come from trying to promote all of them.

Worst Fear? Failure. I want everything that I do to be a success and to please others.

Hobby? love playing Tennis and have competed in several tournaments and now have a trophy case.

TV Show you can‘t miss? Fargo

What you like best about working at the chamber? Being able to get out and associate with so many wonderful people.

spring 2016

4 Reasons Youâ&#x20AC;&#x2122;re Losing

Customers (or soon will be)

By Christina R. Green Illustration Designed by VectorOpenStock.com

Business to Business Connection

o you track the number of sales you make along with the revenue? Of course you do. How do your numbers look? Are you increasing or remaining the same? Hopefully you’re not down this year but if you are, these may be some of the reasons why and what you can do to fix them: You Can’t Compete on Price I’m making a broad generalization here, but as a small business you can’t compete on price with the big chain stores just as I can’t compete with writers who are overseas and on Fiverr. I don’t want to. Neither should you. If you make price your differentiator there will always be someone who can underbid you. There are plenty of businesses looking to take a hit in one area in the hopes they will get additional business in the future. That’s exactly how large retail and grocery stores work. Better differentiators for small business include customer service, a unique product, a unique way of doing something, or even a value ad. If you are a small business, find something other than price to differentiate your business. Your wallet will thank you.

as easy to get to, and the first lemonade stand has a limitation on its business – nothing to eat. Assuming they don’t get into a pricing war, the first stand better come up with a way to differentiate. If not, they’ll likely lose business. You’re Not Making Your Customers Feel Special Customers will buy from you without that “special” feeling until someone comes along who competes with you AND makes them feel special. There are tons of ways to make your customers feel appreciated everything from providing the happiest, best, most attentive service to giving away special previous customer discounts. Find a way to appreciate them and they’ll be more likely to return again and again.

“Make 2016 The Year of Your Customer”

You Have no Differentiator When kids open a lemonade stand, it’s all about location and need. They need a good location to be successful and people will stop when they need a drink. That’s fine until the kid next door opens a lemonade and hot dog stand. Now they and their competitor share a similar location, both are just

You’re Unreponsive When customers like your shop and enjoy your brand, they want to connect with you. If they try to do so on one of your social media profiles and you are unresponsive, they will read that as uninterested in them. Millennials especially want to be able to provide direct feedback to businesses on social media. If you’re not active on there or not responsive, you’re sending a message without ever writing one. 2016 is here now. It’s time to review 2015 and decide what you want this upcoming year to look like. If you’re worried about your sales numbers this year, or just want to see them improve next year, follow this simple advice and make 2016 The Year of Your Customer. n

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 Blog. She’s a bookish writer on a quest to bring great storytelling to organizations everywhere.

spring 2016

Tourism Sees Best Year Ever in 2015! 2

photo credit: Eliza Wiley 36

Business to Business Connection

Illustration Designed by Freepik

015 saw area hotels hitting an all- time record of just over $30 million dollars in total revenue! This was reflected as a result of an annual occupancy of 61% for the year â&#x20AC;&#x201C; which hasnâ&#x20AC;&#x2122;t been reached since 2010. Since 2010, Helena has increased the total number of hotel rooms available by 20% due to the addition of 3 new hotels which are the Holiday Inn Express, Residence Inn by Marriott, and the Comfort Inn & Suites. The Average Daily Rate (ADR) was also at an all-time high of $88.60 per night. This is a 13% increase since 2010. In comparison to 2014, the occupancy rate was up 4.8%, ADR was us up $1.11 and the Revenue per available room saw an increase of $3.10. The $30 million dollars in total revenue was an increase of $1.75 million over 2014. (Information from the Smith Travel Research Report) The Helena Regional Airport also reported excellent numbers for 2015. The passenger traffic was up 3% from 2014. Flights are showing near to completely full for the past year which is the catalyst for the increased size of Delta planes starting this year. Delta will be using 65 seat planes compared to 55 seats and will also be adding some first class seating on those bigger jets. Demand has also resulted in Alaska Air putting back the early morning and late evening flights to Seattle in addition to the mid-day flight. n

2016 Business After Hours Expo: “BUSINESS, BEER AND BITES!”

ur annual Business After Hours Expo has been reinvented this year! We have changed the format in several ways. First, we extended the hours of the event to 4 p.m. to 7 p.m. to make it more worthy of the effort by businesses to set up booths and to possibly accommodate more people. This event is our most-attended after hours with 4-500 people attending. The second change is the venue. Formerly held at the airport, we have moved the event to the Lewis and Clark Fairgrounds – under the grandstands. The third change is that in addition to the business booths, we have added a “taste

of Helena” to it…thus the “Business, Beer and Bites” new name. Breweries, caterers, restaurants, hotels, and other food & beverage providers are allowed a free booth if they provide food and/or drink samples. We are excited for the new format and think attendees will enjoy the festive atmosphere, great displays from businesses, and the chance to “sample the local fare” from the food and drink providers. As usual, there will be drawings for many prizes during the event. Make sure that April 21st is marked on your calendar and attend this super fun event! Contact Kelly Hanson of the Chamber at 447-1945 to reserve your booth soon! n

Illustration Designed by Freepik

spring 2016

Are You Too Busy

for Business?

Illustration Designed by Freepik

BY Christina R. Green

Business to Business Connection

ver heard the saying, “If you need something done, give it to a busy person.”? While that may work for errands, many business owners are finding they’re too busy for business anymore. Small business has changed a lot over the past decade and the demands on a business owner’s time have multiplied like rabbits. Businesses must now connect with buyers offline and on through: • Blogging • Videos • Creating and providing helpful content • Tying different forms of content aimed at conversion into the appropriate level of the sales funnel • Maintaining a fan page and/or multiple social media profiles • Publishing on thought leader and niche social sites like Medium, Quora, and LinkedIn publishing • Analyzing your analytics • Tweaking all of this knowledge and know-how each time a platform changes or rolls out a new feature, and keeping up with new technology WHEW! And that doesn’t even include taking your marketing to the next level through drip campaigns, newsletters, and building your list. Hopefully you have someone who helps you with all this, a marketing person or partner, but many small business people don’t. These activities all increase your know, like, and trust with your customers or clients. People do business with people they’ve established a connection with through these aspects. The list of tasks provided above contains essential marketing practices and to avoid them,

or refuse to do them, is akin to ignoring your phone. But while you may feel too busy to do these things, you must ask yourself are you busy for business or too busy to do business? The Difference Between Good Busy and Bad Busy Good busy relates to customers. You have lots of people buying from you. You’re processing so many orders and credit cards you don’t have time to breathe. This is good busy. You spend all morning on social media but not posting or interacting, just scurrying down one rabbit hole after another. You’ve spent time on social media and have been occupied all morning, leaving less time for other business activities, but you’ve accomplished nothing. This is bad busy. The problem with being busy – good or bad – is that it’s exhausting. If it’s in service to your customer’s or clients, that’s beneficial to your business. If it’s helping you to establish know, like, and trust, the fatigue is worth it. But social media and digital marketing are not like a treadmill. You don’t get points for just getting on it and moving. You need it to go somewhere. Being busy doesn’t equal being productive and reaching your business goals.

• Realistic • Measurable • Time sensitive • Specific “Busy” should always accompany its friend “productive.” This means your goal needs to be tied into your business strategy. A goal is not to “get” on social media. Even if you tailor that goal to follow the rules above, it’s all busy work if it doesn’t tie into what you are trying to accomplish for your business. If regular social media posting is your goal, you need to understand not only the how but the why behind your actions. What are you trying to accomplish? More sales? More visitors to your site? Better quality employees? These are all different goals.

“Busy” should always accompany its friend “productive.”

How to Change a Busy Activity into Business As a business owner you need to ensure your busy is productive. To do this, have concrete goals in mind. Goals need to be:

Analyze Your Efforts Often The best way to avoid unproductive busy-ness is by reviewing your efforts often. Tie your goals into your strategy and ensure you are accomplishing what you’d like by analyzing the results (at least quarterly). We all have the same 24-hour days, yet some business owners are able to accomplish a lot more of their revenue goals than others. Some of that is luck, and a sexy product or service, but in today’s digital marketing a lot of success depends upon building worthwhile relationships and getting off of that unproductive treadmill of doing the work but not going anywhere. It’s not performing the action that will get you there but streamlining your efforts, and continually pointing yourself in the direction of where you want to go. n

spring 2016

Illustration Designed by Freepik

the

Change You Need to Make in Your Business in 2016

BY Christina R. Green

Business to Business Connection

t the risk of sounding like an infomercial, if you make just one change to your business in 2016 you’ll open up a new door to an even greater level of success. It’s a very simple concept. You don’t have to go get an MBA or Master’s in marketing. You simply have to refocus your offerings from you want to say to what your ideal customer wants. Help your customers get what they need. All marketers will tell you to reframe your sales approach from features to benefits, but that’s not enough. That’s only the beginning because you’re still seeing your business through your eyes. You need to think larger. Your customer wants what you offer (hopefully) but they don’t do that in a vacuum. Their wants and needs are larger than your service or product. Switching from You/Business-Centered to CustomerCentered If you think of your customers’ purchases in a narrow focus, you are missing opportunities to be of greater use to them. Let’s take the retail giant Walmart as an example. Granted Walmart sells a large selection of products but if you visit their website you’ll note a “Tips & Ideas” section. There they have a plethora of ideas on various topics like beauty, health, entertaining, and more. They are meeting customers’ larger needs by asking, “why do buyers purchase this product? What is it they really want?” and creating content that addresses those needs. For instance, why does anyone want to wear a pedometer? Because it’s stylish? No, generally they are trying to make a commitment to their health. If you sell pedometers, talking about features may be helpful if there’s a big differentiator between models, but most of the time there isn’t. If all you’re doing is providing the features of the item you sell, you are as unremarkable as your competition. However, if you provide resources on fitness, best practices, tips, and ways to meet your goals, you are giving your customers something they need above and beyond a product. This is how you become a resource for them and build loyalty. Customers also share what they find valuable with friends and family.

Help Them Choose You No one wants to be sold to. Look at how the automobile industry has tried to adapt from their hard sell attitude to a “no-haggle” approach at many dealerships. Creating resources that help your customers find what they need leads them to you. If you’re creating that content it can also be done in a way that steers them to you in a subtle fashion. For example, a bank may create a resource that helps people select the best credit card for their needs at the same time they are running a special on their card. The content could tell people about conditions it’s important to look for and it just so happens their credit card meets those conditions. They’re already on your site so help them find what they want. Now Look Bigger Let’s get back to the pedometer example. You realized your customers looking for a pedometer just want to make healthier changes and let’s assume you created content that would give them tips on better health practices and goal setting. Now take it to the 30,000-foot view. How can you help them do more? Provide a list of professional resources in your area like gyms, fitness instructors, and weight loss clinics. Bring in someone to do a fitness or cooking demonstration. Work with these professionals to give discounts to your customers. Create a network that provides more business for everyone involved. Now your business sells more than pedometers. It becomes an invaluable resource for healthier living through providing what your customers are ultimately seeking. Make your customers’ lives easier and give them more of what they want. Extend offerings and you’ll draw in a larger crowd. People will begin talking about you and you will stand out from the competition. The one thing you can do in 2016 to grow your business is to stop looking at your customers’ buying decisions in a vacuum. Think larger. Understand that they have a life and the more you can be a part of it by providing the answers to their questions and meeting their needs, the more you can endear your business to them through utility and increase revenue. n

spring 2016

It’s bigger

than banking.

It’s the place we call home. You love it here and so do we. It’s neighbors helping neighbors. It’s you and together.

firstinterstate.com

We create solutions that build better communities

Caringfor our

Communities

We value our community and are honored to support youth education, civics, athletics and non-profits

www.m-m.net 406.442.3050 | 1 Engineering Place, Helena, Montana 59602 42

Business to Business Connection

Andrew Brosten Chef, Partner

Your plan: improve the health of your employees and your bottom line

Aster Restaurant 22 N. Last Chance Gulch Helena|MT|59601 406|443|8515 asterhelena.com

Your plan: PacificSource

PaciﬁcSource is your plan for keeping your employees healthy. A healthy workforce is the key to running a healthy business. The more you can take care of your people, the more they can take care of your customers. We work with you to give you a plan that helps your employees live healthier while helping you control costs. It’s the best way to protect your most valuable asset. PacificSource.com

GROUP | INDIVIDUAL

16PSH009C PaciﬁcSource Group Ad for Helena Chamber B2B Connection Insertion Order #51627 runs March, 2016, 4-color, 3.625” x 4.875” DVA Advertising and Public Relations dan@dvaadv.com 541-389-2411

completing upgrade

The Radisson Colonial Hotel,

Get Our Best Available Rate by mentioning this ad at booking!

previously the Red Lion Colonial Hotel.

With our valued customers in mind, we joined the Radisson family of upscale hotels, a change that is sure to upgrade all our customers experience in Helena, Montana. As we continue our transition to a Radisson hotel we will be completing a full upgrade to our guest rooms featuring new furniture, new bedding,

iHome clock radios with ipod docks, carpet, drapery, and bathroom amenities. Around the hotel you’ll notice some enhanced amenities as well! We’ll now offer an iConcierge mobile app where you can order room service, request extra pillows, ask for a wake-up call, and make reservations all from your room! Guests will also enjoy the same upgraded conveniences they previously had at the Red Lion including: fitness center, indoor pool, and complimentary wireless Internet access. Radisson prides itself in going the extra step for their guests and we’re excited to embrace this way of serving our guests.

The Same Great: Customer Service & Management Team Location In The Heart of Helena Amenities (and upgraded too!)

All New/Upgrades: Completely renovated guest rooms, meeting rooms and public spaces (in progress) Rewards program - Club Carlson

Radisson Colonial Hotel - Helena | 2301 Colonial Dr | Helena, MT 59601 406-443-2100 | www.radisson.com/helenamt spring 2016

Helena Area Chamber of Commerce 225 Cruse Ave, Suite A Helena, MT 59601

MONTANA’S OWN With nearly 600 of Montana’s very own employees, Blue Cross and Blue Shield of Montana is one of the most loyal employers in town. Since 1940, we’ve been here when our boys came home from the war, when you first got married, when you had your first baby and when you went through a family health crisis. We’ve always been here for you. And we pledge we’re not going anywhere. We’re Montana’s own Real Montanans helping you when you need it most. Through it all.

A division of Health Care Service Corporation, a Mutual Legal Reserve Company, an Independent Licensee of Blue Cross and Blue Shield Association.

Learn More or Enroll Today bcbsmt.com I 1.800.447.7828