klc march 2014

Business ConnectionK e l s o L o n g v i e w C h a m b e r o f C o m m e r c e

Volume 6, No. 3 March 2014

ThursdayMarch 6 – 11:45 a.m. to 1:30 p.m.

State of Education Quarterly LuncheonCowlitz Regional Conference Center

$25 advance/$35 at doorRegister at:

www.kelsolongviewchamber.org

FridayMarch 7 to April 11 – 7:30 to 9 a.m.

Small Business Bootcamp: Finance SeriesLower Columbia College – Heritage Room

$100 for the six pack$25 per individual session

Register at: www.kelsolongviewchamber.org

TuesdayMarch 11 – 5:30 to 7:30 p.m.

Business After HoursHometown National Bank$15 advance/$20 at door


ThursdayMarch 13 – 5 p.m. (first game 5:30)

Lower Columbia Professionals Bingo Night

American Legion Post No. 155$20 (includes 11 games)

Proceeds benefit LCP Scholarship FundRegister at:


ThursdayMarch 20 – 4 p.m.

Ribbon CuttingRapha Healthcare Clinic

1424 16th Ave., Longview

Calendar

Networking event bridges business relationshipsBy Bill Marcum Kelso Longview Chamber of Commerce CEO

“The Ultimate Networking Event,” that is how Cal Dowd summed up the Cham-ber’s Building Bridges – A Business Showcase, which is coming to the Cowlitz County Regional Conference Center Thursday, April 17 from 1 to 7 p.m. We are expecting about 100 businesses to be on hand showcasing their vast assortment of services, products and features. Last year we were able to condense the event into one room at the conference center. Yes, things were tight, however, it made it much easier for all the venders and guest

to visit all the booths and tables.

KLTV was on site last year and produced a great 3-minute video of the event with venders explaining why they attend this event each year. You can view this video on our website or click on this link http://www.kelsolongviewchamber.org/build-ing-bridges-business-showcase-2014. While you are visiting our website or Building Bridges page you can sign up for a booth or a table. An added bonus, if you register by March 21 you will save up to $100 on your space.

As a vender you will receive weekly tips on how to make this event more success-

CEO’s Message

Please see Building Bridges, page 2

2

Kelso Longview Business Connection March 2014

Building Bridges, from page 1

ful for you, your company and your guests who may be attend-ing. Businesses will be able to set up their booth or table between 8 a.m. and noon the day of the event and then stay for lunch. Lunch will be provided for up to two people per booth or table, and a speaker or two, will be on hand to provide even more assistance on making April 17 a successful day.

In addition, there will be give-a-ways all day to venders, guests and the general public, so if you cannot participate with a booth or table you are invited to stop by and check out the multitude of businesses represented.

Last year two salespeople, who happened to be in town from the Portland area, heard about Building Bridges from the radio broadcast and stopped by – they visited all the booths and tables, passing out their business card while collecting business cards. One of the salespeople stopped by to show me his stack of “potential customers”. He said he was able to prospect and get business cards from almost 100 businesses… it would normally take him 15 days to collect so many prospects.

This is how and why the Chamber hosts this “Ultimate Net-working Event,” to encourage local business among our busi-nesses, to prospect for new business from local businesses and to allow ourselves to be solicited by your business neighbors as to how you might use one or more of the business’ products or services. It’s designed to promote local, local, local, and not al-low those two Portland salespeople to extract business from our community. However, they knew how to sell and to prospect…. We will help you to do the same.

I hope you are planning to either sign up and have a booth or table or at the very least attend the event and do a little pros-pecting of your own.

The crew from Elite Fitness and Office 842, below, were among the local businesses that participated in last year’s event.

4


By Ted Sprague President – Cowlitz Economic Development Council

Your Cowlitz Economic Development Council is a private nonprofit, membership based organization with a mission to facilitate economic growth through leadership and action. Our main goals are to assist in creating an environment of job ex-pansion, job retention and increased capital investment.

We are excited to be a part of one of the largest economic de-velopment projects Cowlitz County has seen in decades, the potential impact of this project on Cowlitz County is huge. The $1.8 billion capital investment, at full build out, represents an increase of nearly 20 percent of the entire assessed value of Cowlitz County. During the six-year construction period, up to 1,000 workers will be at the site building the facility. Once complete, the manufacturing process will require 240 workers. The company has met with local labor groups and intends to hire as many local people as possible. These job numbers do not take into account the spin off jobs that will be created in support

services and other ancillary businesses.Neither train nor truck traffic will increase as the feedstock

is natural gas that will be piped into the facility, manufactured into methanol, then directly piped to ships. The ships are pana-max vessels we see every day on the Columbia River and the product is currently shipped around the world. There is no need for closing the river during loading, setbacks from ships in tran-sit or any other safeguards that some have confused with LNG.

By taking a quick look at what the new construction could contribute to the Kalama School District and Cowlitz County, we can truly see why manufacturing and capital investment are so important. It is still unclear how much of the $1.8 billion capital investment will be taxable, but conservatively it could translate into a $3.5 million increase to the county general fund and $2.5 million to the county road fund. The Kalama School District could realize an approximate $1.50 per thousand de-crease in their levy (from the current levy rate of $2.36). That means homeowners in the school district will see significant reductions in their property taxes and schools throughout the district will have the opportunity for life changing upgrades.

Another benefit of this project is the company is not simply sending raw material to China. They will take a raw material, put Americans to work at highly skilled manufacturing posi-tions, then export a value added product. The end user cur-rently manufactures methanol by burning coal. Replacing coal methanol with methanol made from natural gas reduces carbon emissions by as much as 70 percent.

There is a still a long way to go for this project to become a reality. A lease needs to be agreed to at the Port of Kalama, permitting needs to be completed and many hurdles must be jumped in a responsible manner along the way. I hope you will pay attention to the process, participate when you are able and will support this excellent project.

Cowlitz Economic Development Council

Economic development: the path to prosperous communities

Kelso Longview Chamber of Commerce Team

Bill Marcum, CEOAmy Hallock, BookkeeperBrooke Fisher, Project Manager

Kelso Longview Business Connection is published monthly by the Kelso Longview Chamber of Commerce. 105 Minor Road • Kelso, WA 98626 • 360-423-8400

To advertise, call Brooke Fisher, 360-423-8400 ext. 16 or e-mail [email protected] Deadline: 20th of each month.

The Kelso Longview Chamber of Commerce recognizes that the skills required of businesses today typically demand post secondary education, and has identified that many students in our area are in need of financial assistance in acquiring additional education after completion of high school. As a business organization, benefiting from the contributions the educational system has provided us,

we need to assist students in their endeavor to improve their skills for the workforce of tomorrow.

Students can apply for the Maria Harris Scholarship or the Lower Columbia Professionals Scholarship on the Kelso Longview Chamber website:

www.kelsolongviewchamber.org/applications/scholarship-information

AMOUNT It is the intent of this program to award scholarships in the amount of $500 or more. As the funds for these scholarships are based upon the voluntary contributions of our members, the actual amount is dependent upon the level of contributions to the scholarship fund. CRITERIA The scholarship is to be used at a post secondary institution for tuition. The student/applicant must be a resident of Cowlitz County. The student/applicant must demonstrate financial need. The student applicant must have a cumulative G.P.A. of 3.25 or better. The student applicant must submit 3 letters of Character Reference from a parent or

family member, a friend or community member. Letter should address character, personality, and academic or community involvement.

The student applicant must submit a letter, including future goals, statement of need,outlining why the applicant should receive the scholarship.

The scholarship award must be used within one calendar year of the following term.

Apply Now! Deadline March 31st!

Sight unseen and untold means unsold

6


By Chuck Nau Retail Consultant and Sales and Management Trainer Murray & Nau, Inc.

Face to face selling has many benefits and I am a strong advocate of in-person selling. One reason in particular is that in-person selling affords you the opportunity to gather information through direct observation, and then asking questions, right then and there, based on your observa-tions. The more you know, the stronger a relationship can become, and the higher the likelihood of success for your client, your business or service, and you.

However, there are circumstances from your client’s perspective and from you and your business’ perspective that may preclude the opportunity of getting together face to face. Selling over the telephone is the next best thing! Let’s briefly review some telephone selling suggestions to enhance your selling efforts and increase the likelihood of your success.

• Plan-Plan-Plan. Review what your call objective will be, what specific action do you hope the client will take? What are you going to say? Be prepared to reiterate or review some of your key points. Limit your key points, at least ini-tially, to three. Be prepared to give a 30 second commercial on your business or your service or the promotion you are proposing. Be patient, persistent, and enthusiastic!

Write down your three keys points or ideas you plan to cover. Writing them down BEFORE calling allows you to

focus on the following ...

• Check your tone of voice and rate of speed. The tone of your voice reveals exactly what you, the speaker, thinks and

feels. Do you speak distinctly and confidently? Don’t forget those simple ‘thank yous’ to individuals that you talk to along the way to your primary contact.

Remember when you use the telephone, it’s not what you say, but the way you say it. It’s ALL about the tone of your

telephone voice!

• Shhhhh! Don’t forget to listen! Listening and talking go hand in hand in telephone selling. As the old adage says ... ‘Nothing I say today will teach me anything, if I am going to learn something I need to listen!’

• Qualify again. Once you have made contact with your decision maker, introduce yourself, your business and clar-ify that you have indeed reached the right decision maker for your business or service.

• Availability! Check that your decision maker has time NOW to talk. Ask for time and give an estimated length of your call. By asking for time, you demonstrate that you know the value of their time as well as your own.

• Why? Why should your decision maker listen? Is your information (presentation) appealing, timely, compelling, and specific to this client and their problem or need or op-portunity? Be prepared and anticipate objections. Acknowl-edge them, restate them, then present benefits and solutions you and your business or service offer.

• Pause. Be Patient. Don’t tell too much, and when in doubt ask a question. Always continue probing and search

Please see Nau, page 7

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Nau, from page 6for specific needs, problems, or unique selling opportunities. If the customer is upset, deal with the person first and the problem second.

• Listen (again). Listen to understand your decision maker and to be sure your decision maker understood you!

• What’s Next? Take charge and be in charge of what needs to happen next to move closer to a sale.... Did you promise to send some information? ... Have you set an appointment? ... Were you referred to someone else? Whatever the next step may be, reiterate it to your contact and be sure to clarify any needed follow up. Reconfirm any necessary contact informa-tion ... for them, for you and for any other possible contacts.

• Thank you! Thank your contact for her time and consid-eration.

One last thought. You do have a mirror on your desk, don’t you? People smile when they look in a mirror. You will smile, too, and that smile will go out over the phone lines to your potential client, they will hear it in your voice!

You may be unseen. Don’t be unsold because you were untold.

© Murray & Nau, Inc.

Chuck Nau of Murray & Nau, Inc. is a Seattle area based consultant and sales and management trainer. He is a 25-year veteran of advertising, sales, media and management, who knows and understands the everyday challenges of starting up, growing, and surviving in today’s ever changing retail climate. He has spoken to and conducted workshops for a number of local retail and chamber organizations, national publishing groups, national retailers and manufacturers, state press as-sociations, and newspaper groups. Comments and questions are welcome and may be directed to

Chuck via email: [email protected] or at 425-603-0984.


8

The promise of Lower Columbia CollegeBy Chris Bailey President – Lower Columbia College

Just like spring brings the promise of new life, Lower Colum-bia College (LCC) offers the promise of a better life for adults of all ages and a more robust economy for our region.

In the wake of the recent recession, many companies and in-dustries have made changes to their way of doing business. They are using lean business and manufacturing processes, incorporating technology for greater efficiencies and helping incumbent workers upgrade their skills.

At LCC, we have also made changes to the way we do busi-ness. A 26 percent drop in state funding means we must cul-tivate new revenues from outside sources to continue to serve our residents and our region. Some revenue will come from increased enrollment; other funding will be realized through initiatives that also meet the education needs of our communi-ty. Finally, the LCC Foundation is generating record support, thanks to the generosity of local donors and creative fundrais-ing efforts, to supplement financial aid for our students and program funding in STEM (science, technology, engineering and math) fields, athletics and the arts.

Initiatives Bring Funding, Skilled WorkforceThe demand for a more educated workforce has resulted in

new initiatives to reach our rural communities and to bring bachelor degree programs to multiple counties in the Lower Columbia region. The global economy requires that LCC part-ner with our ports and trade-related businesses to foster in-ternational ties along with new corporate training options for incumbent workers. Innovations in teaching and support ser-vices have been implemented to help more students complete their programs leading to good jobs and a skilled workforce.

The Lower Columbia Regional University Center opened in Fall 2013 with four university partners and four options for students from a five-county area to earn a bachelor’s degree within the region. Warner Pacific College, our newest part-ner, will begin providing a Bachelor of Arts degree in Human

Development in Fall 2014. We are working with Washington State Uni-versity-Vancouver to offer its Bachelor of Science in Nursing for a local co-hort and with City University of Seattle to add a Bachelor of Arts in Criminal Justice. A Bachelor of Arts in Business Ad-ministration is also being planned.

Juniors and seniors in Castle Rock, Toutle Lake and Wood-land can now start LCC classes, tuition free, at their local high school through online studies. They can also access other col-lege services and apply for financial aid and scholarships to continue college studies after graduation; all without a long, costly commute. Both of these initiatives will generate fund-ing through increased enrollments while helping local resi-dents prepare for successful careers at a lower cost.

Building International TiesAs trade growth at our local ports demonstrates, today’s

world is based on a global economy and professionals who understand other cultures and their business practices will achieve success. Efforts to bring more international students to LCC will provide the cultural diversity and world view that prepares our graduates, and local industries, to do busi-ness with the world. We are not working alone, but with local schools, governments and businesses to develop strong rela-tionships with communities abroad.

We have already brought several new international students to campus this year. A recent trip to Japan and a letter of intent signed last month with educators in China are the first steps in building trusting relationships that will bring students and business to our community. LCC was one of only two commu-nity colleges identified to receive capital funding in the Gov-ernor’s proposed budget this year. We lobbied for those funds in a tight budget year to secure housing accommodations for international students.

At the same time, LCC is working to enhance training of-ferings for incumbent workers to keep our local industries

Lower Columbia College

Please see LCC, page 9

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competitive in the world marketplace. Executive Director of Corporate Training Hahli Clark is partnering directly with re-gional employers to develop flexible, customized training that meets their needs. A contribution to the LCC Foundation, designated specifically to fill this need, provided the start-up funding for this effort that is expected to be self-sustaining within two years while also generating a new revenue stream for the college.

Student Success Is Priority #1To secure a family-wage job today, adults must have educa-

tion beyond high school. Rising college costs, a result of state funding cuts, make it more critical than ever that students are successful in their studies the first time.

LCC has implemented several new processes and programs in recent years to help our students succeed. New tools help instructors and advisers track student progress and intervene with support services like free tutoring and counseling. On-line courses and services, like 24-hour library resources, pro-vide flexibility for busy students to complete studies on their own schedule. A rental book program, free transit passes and the LCC Foundation’s Student Success Fund to cover emer-gency expenses are all removing barriers that would prevent students from completing their degrees. Students have saved nearly $40,000 this year in textbook costs and $10,000 in tran-sit fees. The Student Success Fund has contributed $42,366.73 this year to help students reach their college goals.

Locally and nationally, students struggle with success in math courses. LCC math instructors partnering with local high school teachers have developed new practices that re-sulted in a 20 percent increase in the number of area gradu-ates testing into college level math. That number is expected to grow as more help strategies are implemented. LCC is also a leader in offering a new low-cost program for adults seeking to complete a high school diploma. In just two quarters, 37 adults have achieved that goal and 27 of the new graduates are now enrolled in college studies.

Many students rate their LCC experience among the best in the country according to the results of a national survey. The Community College Survey of Student Engagement was com-pleted last spring by 487 LCC students.

They ranked LCC in the top 10 percent nationally for Ac-tive and Collaborative Learning experiences and for Student-Faculty Interaction. Both categories are significant because research shows that active learning opportunities and rela-

tionships with instructors contribute to student success in program completion.

Student responses also placed LCC in the top 15 percent for Academic Challenge and Student Effort. This is equally im-portant because it demonstrates that our graduates feel well-prepared for university studies or to enter the workplace.

When the recession demanded cuts to state-funded services like higher education, some colleges responded by cutting programs to match the lower funding level. But LCC takes seriously its historical mission, born out of the Great Depres-sion, to first serve the needs of its residents and community. Fortunately, the faculty and staff at LCC are recognized in-novators who don’t shy away from a challenge. Embarking on new ways of operating is not always comfortable, but it’s re-quired to live up to our mission of service. That’s the promise of Lower Columbia College.

LCC, from page 8

10


By Scott Patterson Cowlitz-Wahkiakum Council of Governments Executive Director

Legislative Update – There is not much to report. Neither of the MPO/RTPO bills I have mentioned in recent weeks (SB 6113 and SB 6119) has been scheduled for a hearing in the Transportation Committee. A newly proposed bill, HB 2667, was just introduced and it focuses on a new approach for implementing “Least Cost Planning” to analyze transportation system performance. This is an issue that is beginning to get more attention at Washington State Department of Transportation (WSDOT) and will have to involve all of the MPO/RTPOs throughout the state. This topic is likely to be discussed in more detail at next week’s coordination meeting between WSDOT and the MPO/RTPO Directors, which I will be attending.

New Transportation Revenue Package Update – Late last week Senator Curtis King, co-chair of the Senate Transportation Committee, released the latest version of his new transportation revenue package. The project list is nearly identical to the one he released earlier this year with one notable exception: the SR 432 Rail Realignment and Highway Improvement Project. That leaves the Kelso Hazel Street Overcrossing Project as the only Cowlitz or Wahkiakum county projects included in the proposed statewide package. Reports from Olympia indicate there have been at least two recent meetings with Senate democrats and republicans on the proposal but that it seems unlikely that any action on a new rev-enue package will pass this session in either the House or Senate.

CWCOG Board Meeting Cancelled – The February 27 CWCOG Board meeting was cancelled to allow many of our board members the opportunity to attend the Cowlitz Economic Development Council Annual Meeting scheduled for that same date/time. Staff will carry over all the February action items to the March CWCOG Board meeting scheduled for March 27.

Out and About – Below is a re-cap of some of my recent meetings: • Met with Page Phillips, CFM Strategic Communications, Inc.

• Attended a Kelso City Council meeting • Attended the SR 432 PMT (Project Management Team) and

TAC (Technical Advisory Committee) meeting • Attended the NARC (National Association of Regional

Councils) Conference of Regions Annual Meeting in Wash-ington, D.C.

• Attended the WSDOT Statewide Public Transit Advisory Council Meeting in Olympia.

• Attended the CWCOG Executive Committee meeting • Met with Longview City Manager Bob Gregory

Legislature moving slow on transportation

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By Julia MaglioneCommunications ManagerSouthwest Washington Workforce Development Council

During a meeting with corporate executives in January, President Obama urged them to review their hiring practices to avoid dis-criminating against applicants who have been out of work for a while.

As the president mentioned, these individuals have significant education and experience and can greatly benefit a company.

To help get the long-term unemployed back to work, the South-west Washington Workforce Development Council (SWWDC) and WorkSource have funds available to offset employer hiring costs through On-the-Job Training (OJT) as well as funds for new employees to obtain certifications or other trainings needed for employment.

Target industries are manufacturing, information technology and healthcare, but other industries may also apply.

Over the past year, companies in southwest Washington have re-ceived more than $153,200 in On-the-Job Training funds through the WorkSource.

If you’ve been interviewing candidates and are considering mak-ing some hires, now would be a great time to contact WorkSource. For example, say you’ve identified someone you’d like to hire, but they need a bit of training or they’re short on a certification, before you make them an offer, contact Kelso WorkSource to see if your company is eligible to receive assistance with training funds or On-the-Job Training dollars that would reimburse your company for a portion of that person’s salary as they learn skills customized to your business.

If your business is planning to hire in the next 90 days, contact Tina Cruz at the Kelso WorkSource office at 360-578-4254 or [email protected] to find out if your company qualifies for these subsidies. The key is to contact WorkSource before you hire the individual.

Other ways WorkSource can help: WorkSource has services to

help recruit candidates and assess skill sets; they also have resourc-es to assist in training your new employees. Think of WorkSource as an extension of your own human resources department or an outsourced personnel agency, only at no cost.

If you know someone looking for employment, WorkSource of-fers no-cost programs that will assist individuals in gaining the necessary skills to be competitive in today’s job market. Have them contact WorkSource at 360-577-2250 to learn more.

Incentives available to hire long-term unemployed

SWWDC

For this reason, the new Kearney Breast Center offers the best in breast imaging technology, including 3D and more. Together with radiologists, technologists, breast surgeons, oncologists and nurse navigators, we are able to support you whether your visit with us is for a routine mammogram or a fi ght with breast cancer. At the Kearney Breast Center, we take your health personally.

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It is time to nominate who you feel should be recognized for the following:

Education:

Top Administrator, Top Teacher, Top Support Person

Workforce Best Practice:

Company Best Practice, Individual Achievement

Business:

Business Person, Small Business, Large Business, Large Non-Profit, Small Non-Profit

Nominations can be filled out at: www.kelsolongviewchamber.org

Deadline for nomination submissions:

March 31, 2013

Accepting 2014 Nominations

Pillars of Strength: Business & Education Awards

14


Local library can offer continuing education through many programsBy Chris Skaugset Longview Public Library Director

An important part of any business or other organization is training or continuing education. Even if you are fully trained or schooled and up to speed in whatever field you work in when you’re hired, you will soon find yourself falling behind if you don’t keep up after you get started. It has always been important to stay abreast of changes, and to acquire new skills, but in this ever changing, ever faster world it has become vital both to one’s own growth but in your business as well.

Often referred to as “The People’s University,” public libraries have always been a place for people to educate themselves and to improve their knowledge and skills. What has changed is the way that this can occur. Libraries still have books in a wide range of fields that can help someone move forward. These can range from materials on accounting to marketing, com-puter software to writing and much, much more. However, it is through technology that the greatest changes, and in some cases the most exciting opportunities, are now arising. This can include access to e-Books and e-Audiobooks as well as access to many of the online databases that I’ve written about previously. Access to the wide range of materials available on the Internet is another way that libraries can help through dedicated terminals as well as Wi-Fi.

Indicators in the technology-related fields (and let’s be hon-est, there aren’t many jobs out there now that aren’t somehow dependent upon technology) show that currently there are not enough people with the necessary technology skills to fill the ever-growing number of positions that are available currently and that will continue to expand in the future. Microsoft, see-ing this first-hand, has worked with the Washington State Li-brary and public libraries throughout the state to make avail-

able to the public a number of Microsoft training programs called the Microsoft IT Academy. These range from very basic introductions to computer use, sessions dealing with the Mi-crosoft Office suite of programs including Word, Excel, and PowerPoint and more advanced programs that lead to specific certifications such as Microsoft Technology Associate and Mi-crosoft Certified Professional. Nearly all, except the highest of certifications, are free for anyone in the state of Washington.

If you are interested in finding out more about this excit-ing new opportunity, visit the library’s website http://www.longviewlibrary.org. If you are interested in signing up for the IT Academy you can come in and ask at the information desk on the second floor of the library or you can call us at 360-442-5300. All you need to sign-up is an e-mail address. Once you give us your e-mail address we will forward an e-mail from the Microsoft IT Academy to you to get you started.

So, when you think about training, continuing education, and improving job skills remember that you can access much of the information that you need from your local library.

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May 2 Hiring the Right Person - Does the person fit the job? Company? Facilitator: Darci Hoffman, WorkSource

May 9 Employee Handbook - Important? You Bet! Facilitator: Don Schilling,HR Director, WeyerhaeuserMay 16 Most Common HR Mistakes - They could

cost you money. Facilitator: Gary Parafinczuk, Sr. Director, Human Resources, Kapstone

May 23 The New Marijuana Law - How to protect your business/employees Facilitator: TBA

May 30 Attract and Keep your best Employees - What the experts say. Facilitator: TBA

June 6 Firing in an At Will State - Risks and Rewards. Facilitators: Lisa Straughan and Kari White, Express Employment Professionals

Financial Six Pack

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Fri., Oct. 24 Critical Thinking and Problem

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March 7 Managing the Numbers to Profitability. Facilitator: Chris Bailey, LCC PresidentMarch 14 Cash is King - Understanding your busi-

ness’s cash generating capability and value. Facilitator: Frank McShane, Cascade Networks

March 21 Budgeting - Income, Expenses and Payroll. Facilitator: David Futcher, Futcher-Henry CPA

March 28 Taxes and Your Business - City, State & Federal. Facilitator: David Spurgeon, Chase Spurgeon

April 4 Monthly Financial Statements - How to read them and what to look for? Facilitator: Frank McShane, Cascade Networks

April 11 2013 Legislative Session: How is it going to affect my bottom-line? Facilitator: Kris Johnson, New AWB President

Sept. 5 Marketing - Behind the scenes, analysis, budgeting and understanding. Facilitator: TBA

Sept. 12 Marketing - On Stage, Strategies, tactics, implementation. Facilitator: TBA

Sept. 19 Social Media Marketing - What is it really and why do I need it?

Facilitator: TBASept. 26 Sales People - Value, expectations, inspec-

tion of those expectations. Facilitator: TBAOct. 3 Sales 101 - Bring your sales people any and

all. This session is for them. Facilitator: TBAOct. 10 Customer Service - How to answer the

phone to working with difficult customers. Facilitator: TBA

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Five ways to strengthen your business

By Jerry D. Petrick Certified Business Adviser

All business owners desire to build a strong business. A strong business is one that can:

• withstand the ups and downs of economic cycles;• replenish itself through consistent operational profits;• be agile, flexible, and communicate well;• support the owner’s lifestyle.A strong business is one based on a true business opportu-

nity and a sound business model. While a business opportu-nity is shaped by the market environment; a business model is shaped and defined by the owner. An enlightened way of looking at and defining your business model can be found at www.businessmodelgeneration.com.

Five keys to building a strong business:1. owner’s ability to lead and manage;2. strong focus on customer needs and wants;3. systematized processes and procedures;4. hiring and investing in the right people;5. managing cash and cash flow.

LEAD AND MANAGE Whether your business consists of one person or many, a

clear vision and mission is imperative. These drive goals and objectives that are specific, timely, measurable, and account-able. Amid many distractions, they keep the owner focused and disciplined. If the owner can effectively engage employ-ees to embrace the vision and achieve company goals, the probability of success is high. In fact, the most important things an owner can do is stay focused on what the company does well and help employees do their best work.

These concepts are driven home in books like “Good to Great” by Jim Collins and “The E-Myth Revisited” by Mi-chael Gerber. One truism that is worth heeding as a business owner: We manage things and we lead people.

MAINTAIN A CUSTOMER FOCUS

A customer-driven business is one that is in synch with what customers really want and need. Most important is what customers and prospective customers value. These can be many things: a fair price, con-venience, fast turnaround, quality, etc. The reward for meet-ing their needs is more predictable sales, referrals, repeat customers, and increasing sales. However, “customers” in-clude more than the buying public. They may include share-holders, suppliers, lenders, employees, and others who rely on you and your business’ ability to keep promises. A strong business balances the needs of all these “customers.”

USE REPEATABLE, SYSTEMATIC PROCESSES AND PROCEDURES

Customers don’t really care how it’s done, they just want their needs met. However, to meet the needs of everyone – especially shareholders – production and delivery of goods/services must be timely and efficient. The process of creating value to customers is based on a total management system originally used by Toyota and described in “The Machine that Changed the World” by J. Womack, D. Jones, and D. Roos.

Use of a total management system eliminates waste, im-proves productivity, assures quality, and meets or exceeds the customer expectations. Better use of resources results in higher profitability and higher profits feed growth. An excel-lent example of applying total management systems to small business is described in “Better Thinking, Better Results: Us-ing the Power of Lean as a Total Business Solution” by Bob Emiliani.

HIRE WELL AND INVEST IN PEOPLEAn owner soon realizes that building a strong business is

tough to do alone. At a minimum, an external team includ-

Business Toolbox

Please see Petrick, page 17

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TUNE IN every WednesdayYour Chamber Connection

KEDO AM 1400 – 3 to 4 p.m.Contact the Chamber to

schedule YOUR 10-minute business spotlight

ing a banker, insurance agent, CPA, business adviser, and attorney may be required. At some point, employees will be needed to carry out and manage day-to-day functions as the business grows. An owner needs to assemble and lead people to apply principles and practices systematically and coher-ently. The key to assembling the right people is hiring well. This means selecting people for their talents and building on their strengths. Once people have joined your team the next order of business includes investing in their talents, listening to their thoughts, assisting them in their jobs, and rewarding them for work well done. In the book, “First, Break All the Rules”, authors Marcus Buckingham and Curt Coffman share the results of in-depth interviews revealing how the world’s greatest managers use these techniques.

Keep in mind that we tend to ‘hire for skill and fire for fit’ – in other words, we are employing the whole person not just the current skills and abilities to perform tasks. So, as you make your hiring and training decisions, appreciate that the person with the most knowledge or skill may or may not be the best ‘fit’ for your organization as you look at the broader perspec-tive. Turnover is very expensive; both in hard dollars and in loss of efficiency, poisoned morale, and alienation of custom-ers. If you want help making better employment selections contact your SBDC adviser for assistance.

MANAGE CASH Every strong business depends on predictable, consistent

cash flow(s). A profit plan measures true profitability and is the best measure of efficiency. However, a cash budget that predicts and monitors cash flowing into and out of a business is a good measure of sustainability. If an owner can predict and budget cash flow, then he or she can make better decisions on how and when to use cash. When businesses extend credit to buyers, incoming cash lags behind sales. When sales are made, assets (like inventory or labor) are required to complete the transaction and these assets require cash. Therefore, a lot of cash is going out and not a lot of cash is coming in through-out seasonal or cyclical fluctuations. Since the business owner can’t pay bills with negative cash, he or she has to either bor-row cash or inject it. Managing cash with a budget helps the owner predict cash shortages so funds can be arranged (often with a bank loan) to fill the gaps. When collections create ex-cess cash, the short-term loans can be paid back. Even profit-able businesses can go bankrupt if they haven’t balanced the cash flow cycle.

For a Cash Flow Roadmap tool to help you visualize where your cash may be leaking from your business email me at [email protected] with Cash Flow Roadmap in the subject line.

While many factors contribute to building a strong business, these five deserve special attention. Strong businesses support their local communities and are the foundation upon which the economy grows.

The next session of the Best Business Practices Series is scheduled for Thursday, April 3. The topic will be “Becoming Your Own Cash Flow Detective” – you will learn and practice how to detect issues with your own business’ cash flow AND what to do about it! This session will fill quickly. To register follow this link: http://wsbdc.org/training-calendar

This article was prepared by Jerry Petrick MBA, SPHR, CGBP, PMP and Certified Business Adviser with the Washington State University Small Business Development Center (SBDC) Longview office. Jerry provides no-cost confidential advisory services by appointment. He can be reached via e-mail at [email protected].

Petrick, from page 16

Facilitating Growth Through Leadership and Action

We are a membership based not-for-profit

organization. Join us today!

1452 Hudson St. • US Bank BuildingSuite 208 • Longview, WA

360.423.9921www.cowlitzedc.com

Resources•

Access•

Partnerships

18


Ambassador of the Month

FebruaryErik Larsen

Hometown National Bank

Erik Larsen was named the Kelso Longview Chamber of Commerce’s Ambassador of the Month for February.

Larsen is a commercial loan officer at Hometown National Bank. This is the sec-ond time Larsen has been selected as Am-bassador of the Month in recent tabulating. He was also the pick for November 2013.

Chamber Ambassadors, known as The Red Coats, are an integral part of the Chamber of Commerce. The Ambassador team is made

up of active Chamber volunteers whose re-sponsibilities include meeting and greeting at Chamber events, welcoming new mem-bers and assisting at ribbon cuttings and community events. Ambassadors juggle busy professional careers while making time to assist the Chamber at a variety of events year long.

If you would be interested in wearing a red coat and representing the Chamber, contact Brooke Fisher at the Chamber office.

Larsen recipient of Chamber of Commerce’s February honor

729 Vandercook Way Longview, WA 986321-800-319-2265 | 360-414-4101

Creating products to fuel the world www.knifegates.com

The Sky is the Limit!

We started in a garage in April 2007. Twin City Bank has provided us the necessary funding to grow our business into a multi-million dollar company.

By early fall Twin City Bank will help us move into our new 15,000 square foot facility with room to continue our growth.

Jon Hansen, General ManagerSid Somers and Steve NorbyFabricast Valve

twincitybank.com

19


By Alice Dietz Longview Downtown Partnership President

The Longview Downtown Partnership (LDP) hosted an awe-some social at Stageworks Northwest Theatre this past month. Our best turnout yet! We welcomed the engineers and plan-ners from the City of Longview to hold a Q and A about the streetscape plans and find out how it will impact the local businesses.

The next social will be at the Broderick Gallery at 1416 Com-merce Ave. The Broderick Gallery is geared toward an inter-disciplinary interpretation of art and committed to a cultur-ally inclusive viewpoint. Exhibitions focus on international, national and regional art developments chiefly in the 20th century; also seek to present the cultural and historical con-text of art, and to acknowledge the artistic contributions of under-recognized sectors of the population.

We are thankful George Broderick has moved his gallery to Commerce and are excited to showcase his wonderful busi-

ness at our LDP social March 18 from 5:30 to 7 p.m. Check out his website at http://www.broderickgallery.com.

LDP Business Whoop-Whoop

The Broderick Gallery on Commerce. If you have not stopped in there you are missing not only a shopping opportunity, but also an experience. I have taken my son there just to see the amazing art collection. On March 15 from 1 to 6 p.m. you will have an opportunity to visit the exhibit and even purchase one of many world renowned art pieces for sale from a private collector. This exhibit and sale includes 20-plus artists repre-senting 10 countries and more than 100 museums. Come view pieces from the likes of Charles Criner, Salvador Dali, Carol Anaya, Janet Mueller, Guillaume Azoulay, John Riddle, Pablo Picasso, Michael Bryan and more. What an awesome opportu-nity for our community! I hope to see you there!

Gallery paints a picture of downtown’s culture

Longview Downtown Partnership

Anne O’Connoronthemark associates

Chris Bailey Lower Columbia College

Jerri Henry, Past President Futcher-Henry CPA Group

Joel Hanson, PresidentKLOG/KUKN/The Wave

Michael ClaxtonWalstead Mertsching

Lance Welch PeaceHealth

Bianca LemmonsCowlitz County Title Company

Clayton J. Bartness, DCLongview Chiropractic Clinic

Dennis WeberCowlitz County Commissioner

Bob Crisman Gallery of Diamonds

Ted SpragueCowlitz Economic Development Council

Steve TaylorKelso City Manager

Michael JulianKelso Theater Pub

Chet Makinster Longview City Council

Diane Craft, Vice PresidentKoelsch Senior Communities

Linda DiLemboThree Rivers Mall

Julie RinardCommunity Home Health & Hospice

Neil Zick, TreasurerTwin City Bank

Kelso Longview Chamber of Commerce Board of Directors

20


PeaceHealth

By Kirk RaboinChief Administrative Officer PeaceHealth St. John Medical Center

The old adage, “Time is money,” is true for all businesses, but in the healthcare busi-ness, it’s essential, especially when it comes to cardiac care – time is much more than money; Time is life. When it comes to a heart attack seconds can mean the difference between life and death; between fully functioning capabilities and serious injury due to stroke. This is why PeaceHealth St. John Medical Center invests in life sav-ing cardiac care and supporting services.

Since our certificate of need was granted in 2010, allowing the local hospital to provide percutaneous coronary interven-tion (PCI), PeaceHealth St. John has made sure the “beat goes on” to expand top-notch cardiac care in our community. This has been delivered through a partnership with Oregon Health and Science University (OHSU) bringing a cadre of outstand-ingly trained cardiologists to our community specializing in electrophysiology, invasive and interventional cardiac care. We’ve also invested in advanced technology required to allow us to perform life-saving procedures onsite. For more critical and complex cardiac cases our emergency department preps patients in record time for a quick Life Flight to OHSU usually in less than 30 min.

We also have developed a dedicated cardiac rehab program assisting our local cardiac patients recover and return to a more meaningful and active lifestyle under supervision and guidance.

In our quest to provide the best cardiac care, education and screening continues to be a key component. Honestly, we would rather prevent heart disease rather than treat it. With so many things for which we see patients, early detection con-tinues to remain the key to a healthy life and prevention of a life-altering event. This past month we worked with Spencer HeartStrong Foundation to offer an annual teen heart screen-ings to keep young athletes and teens going strong. These screenings help detect hypertrophic cardiomyopathy (HCM), the leading cause of sudden cardiac arrest in young athletes. HCM is believed to exist in roughly 1 in every 500 teenagers. One case of sudden cardiac death occurs every three days in

organized youth sports across the United States. We also offer affordable weekly heart screenings for adults in our wellness center along with many free YOU 101 educational offerings and support groups to keep you healthy.

Many of our own caregivers are committed to improving the heart care in the community and are focusing efforts and commitment to their own heart health through walks with a doc and raising awareness and funds for the American Heart Association through participation in the Annual Heart and Stroke Walk. This year’s regional walk is May 17 at Vancouver Landing in Vancouver, Wash. Register at pdxheartwalk.org. We’d love for you to come out and join us in the fight against heart disease.

We thank you for choosing local life saving heart care.

Cardiac care a heartbeat away

Hosted by:

Date: Thursday, March 13, 2014

Location: American Legion (1250 12th Ave., Longview)

Time: Doors open at 5 (First game starts at 5:30 p.m.)

Cost: $20


Get lucky at our festive Spring event filled with food, beverage, prizes, 50/50 raffle, and of course 10 games of BINGO! 100% of the proceeds go to the LCP Scholarship Fund to benefit local graduating high school seniors in our area.

22


Business Association with opportunities to promote trade through Chamber socials, spe-cial events and committee participation.

• Annual Meeting and Banquet• Networking Events• Committee Participation• Business Contacts• Quarterly Membership

Meetings• Civic Representation• Monthly Business After Hours

Business Services include marketing for your business, referrals and access to Chamber publications and research data.

• Mailing Labels• Membership Window Decals• Member Referrals• Ribbon Cutting• Web Site Links• Member to Member Discounts• Membership Directory• Tax Deduction

• Newsletter• Business Card Display• Use of Chamber Logo

Representation through action com-mittees, Candidate Forums and up-to-date Action Alerts.

• Legislative Representation• Issues Tracking and Information• Task Forces• Candidate Forums• Legislative Update Breakfast• Demographics Publication

PackagesBasic Membership Package – $275 or

$26 per month.Bronze Membership Package – $500 or

$46.66 per month.Silver Membership Package – $1,000 or

$86.33 per month.Gold Membership Package – $2,500 or

$211.33 per month.Platinum Membership Package –

$5,000 or $416.66 per month.Diamond Club Membership Package –

$10,000 or $834 per month.

Celebrate new Chamber members with us*American Family Insurance – Kari Ann Botero*McDonald’s of Kelso*Broderick Gallery

Welcome New Members

Chamber membership has its privileges

Join today! Call 360-423-8400

Express can help you find, screen, test, hire, train & motivate employees.

360.414.1200 • www.expresslongview.com

Chamber March 2014

Spring into action with us!

Quarterly Luncheon

Cowlitz Regional Conference Center

1900 7th Avenue, Longview

Thursday, March 6, 2014

11:45 a.m. -1:30 p.m.

$25 advance/$35 at door

Kelso Schools

Superintendent

Rob MacGregor

Longview Schools

Superintendent

Dr.Suzanne Cusick

Lower Columbia College

President

Chris Bailey

Please join us for our first 2014 Quarterly! Hear from Longview and Kelso School Superintendents and Lower Columbia College President on the current

progress, challenges and opportunities with our local education system.


24


Kelso

How to help the homeless

By Mayor David Futcher

Homelessness is a problem across the country, and one from which our locality is not exempt. For decades, we’ve been fortunate to have quality programs like Community House to help give folks a place when they need it.

Not everyone fits into the Community House approach though. Their approach is to require that individuals address some of the issues that may have led to their homelessness before entering the residential program. Those issues can be substance abuse or alcoholism.

In contrast, the “Housing First” approach is based on the concept that the homeless’ primary need is to obtain stable housing, and that other issues can better be addressed once that need is met. Groups like Love Overwhelming follow this model to establish “low barrier” shelters, which allows sex offenders, addicts and others.

We’d all like people, homeless or otherwise, to stop using drugs, but some of them won’t. And is housing a “reward” that should be withheld if they can’t? Or is it a fundamental human need that must be provided in order for them to be able to make greater strides in their personal improvement? What does it show about our society if we say, “You’re high, so you’ll have to sleep down by the river”?

In response to citizen concerns brought to us several times, the Kelso council passed a moratorium on these low barrier shelters for six months. The moratorium isn’t saying we’ll never have those in Kelso, but it does give us time to imple-ment the appropriate zoning rules that can ensure these facili-ties are located on sites that make sense.

Longview

Building CommunityBy City Councilman

Ken Botero

Last month we talked about “WHY” people choose to move into our community,

now I would like to ask you to think about getting involved in our community to continue to make it a “Quality of Place.”

It wasn’t too long ago that the citizens of Longview lived in neighborhoods, as well as the community in whole, sur-rounded by people who looked, talked, and acted a lot like they did. The streets of Downtown Longview were full day and night with activities, family fun and major shopping. Great memories.

The atmosphere today is quite different, the economy has shifted, where we have found family shopping more conve-nient in the enclosed malls, or the new outdoor individual mall, we are surrounded by all kinds of people, many of whom are different in all kinds of ways, age, race, econom-ics and so on. This is a change in our community atmo-sphere that shows positive progress in our efforts. In reality “The World is Shrinking” and life is getting more complex. An increasing mobile population brings us a melting pot of different opportunities and viewpoints.

What better place to take advantage of the rich differences among us than at the community level? And if conditions are right, our differences can actually make it easier to find solutions that improve our way of life. So our community becomes a laboratory with just the right mix of complexity and manageability for effective, inclusive problem solving. At our community level, we can learn to work together to enhance individual lives and, at the same time, lead the way toward finding new avenues for tackling larger issues for the future.

Please see Longview, page 25

25


Community News

Longview lakeside summer concert series dates announced

The City of Longview recently announced six “Concerts at the Lake,” planned for Thursday evenings starting July 10 and ending August 14 from 6 to 8 p.m. in the Martin’s Dock/Hemlock Plaza area of Lake Sacajawea Park.

These are free concerts with a variety of family friendly entertainment.

This concert series is sponsored by Kirkpatrick Family Care, Red Canoe Credit Union, Cascade Networks and KLOG/KUKN/The WAVE.

Staff is in the process of completing contracts so are not able to confirm the performing bands at this time.

The Pomegranate Center, the think tank for future planning, states, “Our communities are facing overwhelming needs and way too many competing agendas. We just can’t afford to invest in solutions that address only a single problem or interest at a time. Scarce resources of all kinds – including the human resources of time and talent – demand that projects meet several goals at once. The economy, environmental issues, education, the arts, health, civic improvements, and community safety, we need to finds ways to make sure they all work together. Promoting one of two at the other’s expense dis-places a problem and its pain to another part of the community rather than provides a solution. “

The question is not whether economics is more important than the environment or whether education trumps the arts. ALL are vitally important and they are all connected. Our challenge is to get them working together. Finding solutions is a great way to start.

Trusted. Since 1982, Cowlitz County Title has been the company the community turns to when buying, selling or re�nancing a property.

Whether you need title, escrow or property search information, come in for our exceptional service. Leave with the con�dence that your real estate investment is properly insured and protected.

1159 14th Avenue, Longview, WA 98632Phone: 360.423.5330 � www.cowlitztitle.com

Bianca LemmonsVice President/Manager

Longview, from page 24

26


Ribbon Cuttings

Crown JewelChamber Ambassador Carrie Medack cut the ribbon at new member Diamond Residential Mortgage February 5. Medack works for the company, located at 1541 11th Ave.

Fine Day for Fine Art

Broderick Gallery celebrated its Chamber ribbon cutting February 11 at

its 1416 Commerce Ave. locations.

27


Ribbon Cuttings

Insuring a Good StartThe Chamber and Ambassadors conducted a ribbon cutting on February 14 for American Family Insurance-Kari Ann Botero at 827 Ocean Beach Hwy.

A SaluteThe Boy Scouts of America: Cascade Pacific Council officially joined the Chamber February 12 with their ribbon cutting. The organization meets at 1339 Commerce Ave., Ste. 114.

McCuttingChamber Ambassadors joined

McDonald’s staff in Kelso for the re-opening of its new facility

February 18.

28


Business After Hours

Relax. Enjoy.Estetica Day Spa hosted the February 12 Chamber Business After Hours.

Kelso Longview Chamber of Commerce is pleased to announce our partnership with Coggno.com,

the premier internet source for thousands of online training courses.

We are now offering our member businesses the opportunity to purchase, through our

website, a carefully selected assortment of online training courses that are relevant to your needs.

Social Media

Facebook Page essentials

Linkedin essentials

Twitter essentials in under an hour

Google Plus essentials

Wordpress Essentials

Learn to utilize social media to grow a business.

Business Management

Introduction to Lean and Six Sigma

Introduction to Kaizen Improvement

Learn to improve business processes to increase work performance and efficiency.

Software

Quickbooks

Excel

PowerPoint

Access

Photoshop

Sexual Harassment

Data Security and Privacy

Learn how to use the most popular software programs.

Human ResourcesStay up-to-date on important training requirementsand compliance regulations

kelsolongviewchamber.org | 1563 Olympia Way Longview, WA 98632-3008 | 1.360.423.8400 | [email protected]

Strengthen Your Workplace With Affordable Online Training

klc march 2014

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