Ensuring small business survival by learning from failure

Posted on March 10, 2015 by comm5775

Story and photo by LIZ G. ROJAS

Starting a business is never an easy step, especially when the odds are stacked against aspiring business owners.

According to a study published on statisticbrain.com, 44 percent of businesses fail within the first three years in operation.

Pyramid Auto Sales on Redwood Road in Salt Lake City.

Pyramid Auto Sales on Redwood Road in Salt Lake City.

The Alpizar family owns Pyramid Auto Sales, a used car dealership that has been operational in Salt Lake City for 18 years.

Silvia Alpizar said in a phone interview that she decided in 2013 to open a second location in Pleasant Grove replicating the business model used in Salt Lake City. She invested approximately $20,000 in preparing the dealership for the opening in August 2013.

As months passed, Alpizar noticed that the Utah County location was different from the Salt Lake City location, especially in the demographics of the clients. In the original location, clients were mostly Hispanic and therefore the advertising centered on that community.

But the demand from the Latino community was close to nonexistent in Utah County. Instead, with two universities in the area, college students made up the new market.

For Alpizar, the momentum of working with young adults held for only a few months.

As summer 2014 approached, students started heading back home.

“Sales dropped and we didn’t have enough money to keep on paying rent or [for advertising],” Alpizar said.

Low sales because of the inconsistent market made money tight for Alpizar. And she said cars weren’t being turned over within the 90-day window that is necessary for dealerships to make a profit.

About 10 months after opening Pyramid Auto Sales in Pleasant Grove, Alpizar was forced to close the business.

Since then, the Alpizar family has focused their efforts on the Salt Lake City dealership and have expanded business into online sales and advertising. KSL is currently one of the many platforms in which sales are promoted and increased.

In January 2015, statisticbrain.com reported numbers on business closures from the U.S Census Bureau. One of the biggest problems businesses faced was not enough cash flow through sales. This was either by underestimating the market, lack of planning or not being able to achieve successful funding.

One organization works to help Utah businesses gain sales by educating the public on the importance of buying local. Kristen Lavelett, executive director of Local First Utah, said that out of every $100 spent at an independent business, $55.40 is returned to the local economy. Conversely, only $13.60 is returned to Utah’s economy when people shop at franchises.

Some residents, such as Armando Castillo, a student at LDS Business College, said if given the choice to buy from a franchise or local business, he chooses local. “I work with locally owned businesses so I try to help them be successful,” Castillo said.

The awareness and education that local organizations are offering the public may help in increasing sales for independent businesses, which in turn increases cash flow.

However, entrepreneurship is no easy task and recognizing that the success of the business itself depends on the entrepreneur makes it no easier.

In the study cited earlier about business failures, the No. 1 cause for small business failure is incompetence, which is defined as lack of knowledge about business, or spending beyond means, etc. This amounted to 46 percent of start-up failures. Other causes included lack of managerial experience and insufficient inventory.

Starting a business is not an easy step. Silvia Alpizar closed her second business even though she has 18 years of experience owning a car dealership.

Extensive market research, financial knowledge and determination are necessary assets for success.

“We weren’t familiar with the market; we feel like we wasted time and money,” Silvia Alpizar said.

Filed under: Business, Hispanics & Latinos(as), Profiles, Utah's Economy | Tagged: , | Leave a comment »

Maeberry Vintage collaborates with local artists through Instagram

Posted on March 10, 2015 by comm5775

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Story and slideshow by MEGAN DOLLE

In her spare time as a child, Rachael Skidmore reveled in trips to her local thrift store, combing through piles of discarded attire in search for that rare and timeless treasure.

Skidmore, now 27, admits that vintage clothing has always made her feel beautiful. She still looks forward to those trips to the thrift store, and has since turned this uncommon passion into a commercial venture. At her business, Maeberry Vintage, located on 207 E. Broadway in Salt Lake City, Skidmore showcases her coveted possessions.

Tireless exploring of thrift outlets, estate sales and yard sales seem to be the secret behind creating a timeless inventory.

“It’s not just old stuff, these are treasures. It’s hard to find those quality pieces,” Skidmore said.

Skidmore simply needs potential customers to appreciate her passion and hard work. Yet, she faces another problem. Location. Maeberry Vintage is situated in the basement of a local retro furniture store.

“I do miss the light of day,” Skidmore said when speaking about her unconventional location. She has found that owning a physical store is more difficult than her experiences with an online business through Etsy, an e-commerce website for handmade or vintage items. “It’s hard for some people to find us. … Getting people here is a challenge,” Skidmore said.

Large companies with enormous marketing budgets don’t appear to have a problem creating foot traffic. Local businesses, on the other hand, need to be more resourceful. How do these resilient entrepreneurs overcome such an overwhelming task? The answer is collaboration.

Salt Lake City business owners and artists have built supportive relationships with one another through Instagram, a popular social networking application. These collaborations allow each participant to take advantage of following, thus dramatically growing his or her own client base and social media reach.

In Skidmore’s case, she is able to reach out to local photographers and stylists through the photo-sharing platform, offering her inventory for trade. Artists with upcoming shoots can rent the clothing for free in exchange for photographs that will be used in marketing by both parties.

Instagram is also an important tool for artists Zach French, 20, and Audrey Tran, 19, who use it for marketing and collaborations. Her boyfriend, French, is majoring in photography at Salt Lake Community College and describes himself as a fashion and street photographer. Tran runs a fashion blog, working alongside French as a stylist and makeup artist.

“I have always loved fashion, it’s always been my passion,” Tran said in a phone interview.

Tran found Skidmore’s store through Instagram and discovered she was searching for artists to collaborate with. Tran jumped at the opportunity to get creative with Maeberry Vintage’s wardrobe. French photographed Tran and other models in a variety of outfits and accessories.

“We have something that is valuable to photographers, which is basically a huge wardrobe full of lots of period pieces, a lot of interesting items that are fun to photograph,” Skidmore said. “They get a wonderful opportunity to put the wardrobe together and it’s free of charge. We get wonderful images of our items in the store and that social media part is just huge.”

That social media part is huge for Maeberry Vintage. When customers arrive, Skidmore asks each of them how they found out about her hidden store. The No. 1 answer she receives is “Instagram.” The young business owner attributes this to her collaborations with local artists like Tran and French.

Yet Skidmore isn’t the only one who benefitted. Tran also experienced a dramatic rise in social media presence since their collaboration — from 1,500 to 2,000 followers in just two weeks.

“I’ve seen a huge increase in my followers. … A lot of them were due to Maeberry Vintage,” Tran said in a phone interview.

Between the three locals involved in this collaboration, their Instagram posts reach almost 14,000 people.

Tran and French appreciate these collaborations because they are also discovering the difficulty of building a client base. In February 2015, they rented a shared space in a studio together at 329 W. Pierpont Ave. French is excited about the opportunity, but they also have some clear concerns.

“So far it’s going great. I love the space. … I think that I will be able to take my art to the next level here,” French said in a phone interview.

But Tran understands the need for increased social media reach and collaborations. “It’s just hard to spread your name out there,” she said.

Kristen Lavelett, executive director of Local First Utah, knows that marketing is one of the biggest challenges entrepreneurs face.

“Actually expressing who they are is the hardest things for businesses to do. They certainly can’t hire marketing firms, they can’t afford traditional media advertising,” she said.

While Lavelett recognizes the preferred social media platform may differ for each business owner depending on his or her style, she identifies an increasing number of younger users on Instagram. For local clothing companies and artists, Instagram seems to be the new way to reach their target market.

Lavelett expressed it simply, “[Instagram] allows you to very quickly visually represent your business.”

Filed under: Arts, Entertainment, Culture, Business, Nonprofits, Profiles, Small Business | Tagged: , | Leave a comment »

Salt Lake City couple takes PALS program into their own hands

Posted on April 10, 2014 by comm5775

Story and slideshow by STACEY WORSTER

Spend time looking at adoptable pets and meet PALS volunteers Carol and Eric Hochstadt.

The Placing Animals with Loving Seniors (PALS) program managed by The Humane Society of Utah benefits both the owner and animal.

Meghan Zach, a volunteer at the Humane Society, said, “It is very beneficial to both the animal and the owner when the owner is in need of a companion and something to worry about, and the animal gets a new loving owner.”

The Humane Society of Utah, located at 4242 South and 300 West, offers low-price deals to people age 65 and older who are looking for a new addition to their life. The adoption fee is waived when they adopt a dog or cat that is at least 8 years old.

“It gives the seniors something to focus on, a reason to get out of the house,” Zach said.

“A lot of the younger dogs are far too energetic for an older adult to take in,” she said in the foyer of the Humane Society. “That is why we strongly push the older dogs for the seniors to adopt.”

Zach said that when an older adult walks in the door, the adoption counselor on duty always asks about their future plans as a pet owner and arrangements that are in place if an emergency were to occur.

“Unfortunately,” she said, “animals are mostly viewed as property so a lot of people are asked if they have a plan if something unexpected were to happen.”

Zach said helping people pick out their new addition is one of her favorite things to do while volunteering.

“It is different helping seniors pick out their new pet because they have decades of experience,” she said. “It is so fun so hear their stories, they love telling them as well.”

Zach is unsure how many older adults adopt pets at the Humane Society of Utah.

“We don’t keep numbers of who buys what dog,” she said. “I usually do at least two or three senior adoptions a week, and I am just one of six adoption counselors so I am sure the other counselors help seniors as well.”

The Humane Society uses word-of-mouth and advertising to spread the word about the PALS program.

“We have two volunteers that go to the senior living centers, we have the PALS program listed on our website and in newspapers,” Zach said. “Every year the advertising to seniors increases, we are just trying to help them find a friend and companion.”

Eric and Carol Hochstadt have taken the PALS program into their own hands.

“We have been volunteering for The Humane Society of Utah since September of 2009,” Eric said. “After retiring we felt that we could do something more to help the dogs in the shelter, this is when we came across the PALS program.”

The couple has spearheaded the program since October 2013. “Making seniors aware of this opportunity is our hope and desire,” Carol said.

Eric said, “We think our work is effective, and the program is progressing if there is awareness.”

So far, the couple only have anecdotal evidence of the program’s success. They hope counselors will begin noting whether an adoption is through the PALS program so they can gather quantitative data.

“Seniors are smart enough to know that there are plenty of costs that go along with owning an animal,” Carol said.

“Just because they get an animal for small cost or free of charge does not mean it won’t be an expensive purchase,” she said.

The Hochstadts said they are passionate about making older adults mindful of all the options that are available to them.

“Even if they don’t go and adopt an animal, it is interaction for them. As long as we’re helping them, we want to be there,” Eric said.

Carol added, “If seniors decide that owning a pet is not the best idea, they can still come to the Humane Society and walk the dogs. It can give them a sense of responsibility and self-worth.”

Walking a dog can help people strike up conversations with strangers. This is another benefit for an older adult who owns an animal.

“It is very important to have interactions if you want to stay sharp throughout aging,” Carol said. “Having a pet opens up that line of communication. Think of the walks you have gone on and recognized someone’s animal and a conversation started because of the pet.”

The biggest addition to the PALS program is the monthly and sometimes weekly visits the Hochstadts make to different Salt Lake City senior centers.

“We have checked out many different senior centers around the Salt Lake City area. Most of them told us we could not bring animals in,” Carol said. “This defeated our purpose of coming in because having animals there is the whole goal and best advertisement we could have.”

However, Tenth East Senior Center allowed Eric and Carol to bring in animals during their visits.

“The person we talked to at the Tenth East Senior Center was obviously a dog lover and wanted to encourage seniors to adopt a pet,” Carol said.

Because this center allowed the Hochstadts to bring in animals from the Humane Society, they decided to recontact the directors of the other senior centers in the area.

“We told them that Tenth East was allowing us to bring in dogs, and it is a county facility,” Carol said. “They didn’t know what to say so they agreed to let us bring in dogs, but they had to be small dogs, and we have to bring potty pads.”

The couple’s persistence paid off.

“It was great, an employee from a senior center that was adamant about us leaving animals outside the door changed her mind,” Carol said. The employee told her, “If you’d like to come once a month, you should.”

The employees who work at the senior centers give the Hochstadts a call and let them know when there are going to be a lot of people in the building.

“We usually arrive around a quarter to eleven. People seem to be there before lunchtime,” Carol said. “Then we end up talking for awhile and leave around 12:30 p.m.”

The Millcreek Recreation Center put up a table for the Hochstadts to set up their display and talk about the PALS program.

“We sat right next to a fireplace. It was very inviting for people to come and visit,” she said. “It was great because they would tell us their stories about their pets. Even if they aren’t particularly interested in adopting a pet, they are able to tell their stories.”

Many aspects of the PALS program are altered to impress aging adults, but giving people the option to take home a pet can be comforting — as long as it’s a good match.

Carol said a family adopted a puppy for their aging mother, and one week later returned it.

“They came back to the Humane Society and adopted a 10-year-old dog and she loved it. Perfect temperament,” Carol said.

The Hochstadts have found that pet owners find it comforting to care for an older animal.

“Just as they shouldn’t be put out to pasture and considered not valuable because of their age, the older animals that are turned in to the shelter shouldn’t be ignored and considered unadoptable,” Carol said.

The couple said this volunteer job is incredibly rewarding.

“People we have helped adopt a pet still thank us every time they see us,” Eric said. “They say they cannot imagine life without their companion.”

Filed under: Aging, Business, Health & Fitness, Mental Health, Nonprofits, Organizations | Tagged: , , | Leave a comment »

Saving for retirement: start now

Posted on April 10, 2014 by comm5775

Story and slideshow by MARISSA BODILY

Learn about some tools for saving for retirement.

Aging adults are finding that it is very expensive to retire. The need to prepare for that time of life should start early if people want to be able to live comfortably after they stop working.

The average age to retire is 62 years old and the average amount of time a person spends being retired is 18 years. This means that one needs to be able to anticipate the preparation required to provide for themselves financially for 18 years if they don’t want to spend that time working, according to statistics collected by Statistic Brain from the U.S. Census Bureau, Saperston Companies and Bankrate.

“Start saving early,” said Jared Johnsen, a financial planner at BCJ Wealth Management in Salt Lake City. “Establish the habit of putting away a little each pay check. You’ll never miss it, but [your money] will quickly grow.”

The average retirement age is going up because people are having to work longer to prepare sufficient funds. It is their savings that they are going to live off of when they are no longer employed.

In the early 1990s, the average age to retire was 57 years old, according to a 2013 Gallup Economy survey. In the past, workers could rely on Social Security to take care of them financially. It was a much greater possibility for them to be able to sustain themselves with that money instead of having to prepare and save individually. Unfortunately, workers can no longer rely exclusively on Social Security to give them the life they want after they are retired.

Statistic Brain determined that a married couple over age 65 will pay $215,000 for medical treatment over 20 years. Out of 100 people who started working at age 25, only 4 percent will have an adequate amount of money saved for retirement by age 65 and 63 percent are dependent on Social Security, friends, relatives or charity.

“The average person is not prepared,” Johnsen said. “Ten thousand people turn 65 every day and over 50 percent of them have zero savings for retirement. The average retirement plan balance for all 65 year olds is only $33,000.”

Social Security has been the program that people have depended on to help them get through their retirement years. According to CNN Money’s Ultimate Guide to Retirement, the program is based on contributions that workers put in. While employed, the workers pay money to Social Security and reap the benefits when their turn to retire comes.

Social Security is no longer sustainable because instead of a group of people putting money in and only one person taking it out, the ratio is shifting to one-to-one. Essentially, for every person who puts money in, one person is taking money out.

“Don’t count on living off Social Security when you retire,” said Peter Hebertson, information and referral program manager for Salt Lake County Aging and Adult Services. “We don’t know what is going to happen with your generation.”

The best thing young people can do to prepare for retirement is obtain an education and save money, Hebertson said.

Because Social Security is no longer a guarantee, people are having to become more self-reliant when it comes to planning for retirement and the future.

Social Security is far from perfect, Johnsen said. It won’t be enough to meet all of our needs, it will just serve as a supplement.

Eighty percent of people age 30 to 54 believe they will not have enough money saved for retirement, according to Statistic Brain.

For those people who are getting closer to retirement and are not prepared, Johnsen said, “They should start now. They should also do some calculations to figure out how much money they need to put away to reach their goals. The older they are, the more they need to put away.”

Calculators are available online to estimate how much money you will need for retirement. They can take into account all your living expenses and other expected costs, including leisure.

There are many options available to help save money effectively. “I would first look at an employer-sponsored qualified retirement plan. Generally they offer match contributions that they put in on your behalf so it’s free money,” Johnsen said. He also suggests looking at a Roth IRA because the growth and distributions after you put your money in are tax free.

“Albert Einstein said his greatest discovery was compound interest. It can work for you or work against you. Start saving early and compound interest will be a great tool,” Johnsen said.

“I meet with numerous people every month,” he said. “I met with one individual that started [saving] when he was young and got in the habit of saving and even with his modest income he was still able to accumulate over $2 million for his retirement needs.”

This is an example of someone who was well prepared and made compound interest work in his favor. However, there are people who have not prepared as well.

“I met with a client who is a doctor that is 55 years old and makes over $500,000 a year in income,” Johnsen said. “But he also spends $500,000 a year on lavish travel, fancy cars, a huge home, etc. He asked me to help him save for retirement and was completely embarrassed to tell me that he has only accumulated $30,000 in an IRA. Yet he wants to live off of $250,000 a year when he retires. He wants to retire in 10 years. I told him he basically needs to save every penny over the next 10 years to reach his goal. Or he needs to retire on much less or wait longer to retire. The reality is that he needs to do all three.”

Saving for retirement is a reality that the young and old need to face and prepare for in order to have a comfortable and pleasurable future that continues beyond the working years.

 

Filed under: Aging, Business, Utah's Economy | Tagged: , | Leave a comment »

Local man travels to Salt Lake City locations and does hair for older adults

Posted on April 1, 2014 by comm5775

Story and photos by STACEY WORSTER

A career that started at J.C. Penney Salon in 1969 has transitioned into a personal hair business focusing on older adults.

Gary Cunningham, owner of Hair Care by House Call, offers perms, tints and manicures. He spends most of his visits performing a haircut and style, for which he charges $18.

“I cater to my customers’ budget plan,” Cunningham said while he was putting a client’s hair in rollers. “I can afford doing this because my clients that have the money to pay full price for my services always pay me extra,” he said, as he pointed to his client.” It all works out.”

After spending 24 years at J.C. Penney, it was a scary transition to start his unique hair business. Without clients a hair business is not possible, Cunningham said.

“I took half of my Salt Lake City clients that I had at Penney’s and started working by call,” he said. “They were good enough to let me come into their homes.”

He is listed in a booklet compiled by Salt Lake County Aging and Adult Services that helps older adults locate services and providers.

“There are so many options in that book,” Cunningham said. “Everything a person could need at home so they don’t have to leave.”

“I attract most clients by referrals from other clients,” he said. “The 55-plus book that the Salt Lake City Aging Services has provided also has helped shape my business into what it has become.”

Hair Care by House Call is listed at the top of the hairdressing section on Page 21 in the 55+ Senior Resource Directory.

“If there were complaints, we wouldn’t be in that book for long,” Cunningham said. “I am at the top of the list because I have been doing hair appointments by house call the longest.”

Because Cunningham focuses on providing hair-care services to older adults, he loses clients to sicknesses and death.

“A lot of people just die,” he said. “I am working with them while they are in their last decade or two so I do lose a lot of clients. There is always somebody that moves into an assisted living home or nursing home and wants to try out a new hairdresser. I am a good option for them,” Cunningham added.

Because he volunteers his time for little to no cost, the amount of money he spends on gas is usually covered by the client he services.

Mission at Hillside Rehabilitation Center offers "medical and nursing care and skilled care services in a relationship-rich environment."

Mission at Hillside Rehabilitation Center offers “medical and nursing care and skilled care services in a relationship-rich environment.”

Every Friday at 9 a.m., Cunningham travels to Mission at Hillside Rehabilitation Center located at 1216 E. and 1300 South in Salt Lake City to see Rebecca Helmes.

Helmes, 84, said, “He makes a big difference in my life, and his efforts go a long ways. He always is trying to please clients.”

She had to leave her lifelong hairdresser about six years ago, found Cunningham and has been happy ever since.

“Gary has followed me everywhere this past year,” she said, “every hospital and home I have been in.”

Rebecca Helmes with Gary Cunningham after their 9 a.m. Friday appointment.

Helmes has been in six different facilities, not counting the few visits to the University Hospital, since she left her home in May 2013.

She is receiving therapy at Mission at Hillside for her tailbone injury. As soon as she is able to walk she will return home.

“Gary went to help me out of my bed this morning, and I let him know I could do it by myself,” she said. “I can’t wait to move back home.”

Helmes pays Cunningham $22 every time he comes to do her hair.

“He drives here, puts a rinse on my hair, and talks to me,” she said. “You go to a beauty shop and it is more expensive than that.”

Helmes, who grew up in New Mexico, said having good hair has always been important to her. “We sure could’ve used a good beautician out there, I tell ya.”

That is why she got so embarrassed after an assistant at Mission at Hillside accidentally got her hair wet. She said her hair became frizzy and she didn’t want to leave her room.

“I had people tell me how beautiful I looked,” she said. “I thought ‘yeah right.'”

Photo of the beauty parlor where Cunningham does Helmes' hair. It is located inside Mission at Hillside Rehabilitation Center in Salt Lake City.

Photo of the beauty parlor where Cunningham does Helmes’ hair. It is located inside Mission at Hillside Rehabilitation Center in Salt Lake City.

As Cunningham grabbed the container of Lemonheads, he said laughing, “Well they are all probably just as blind as you are.”

Beauty is important, too, even when one is gravely ill.

Terra Dennis, director of volunteers at Silverado Hospice in Salt Lake City, said in a phone interview that three or four licensed cosmetologists volunteer their services.

“The volunteers each have two patients who they visit once a month,” Dennis said. “It is usually a quick haircut and then a visit. All patients are pretty ill, so a good visit does wonders.”

Cunningham said his clients have become some of his closest friends.

Helmes echoed this sentiment. “Gary has grown to be one of my closest friends over the past five years. He does a great job and cares about me as a person.”

Filed under: Aging, Business, Medicine, Travel | Tagged: , | Leave a comment »

Two Utah women draw on life experiences, listening skills to succeed at work

Posted on March 18, 2014 by comm5775

Story and photo by NICHOLE BUTTERS

Many assume that the youth of the millennial generation is taking today’s job market by storm. They come fresh out of college with an energetic drive to succeed, and are comfortable using modern technology in every aspect.

But are they more successful? Corinne Place, a 65-year-old senior account manager at Discover Financial Services, will tell you: not so fast.

Corinne Place enjoys connecting on a personal level with her customers.

Corinne Place enjoys connecting on a personal level with her customers.

Place has worked at the company’s call center in West Valley City, Utah, for 15 years and is currently the top incentive earning manager in her team and department. Representatives at the center speak to customers throughout the country to assist them with their credit card needs. Customer service, collections and hardships are examples of the many different departments there. Place works in the hardship department and assists customers who are several months delinquent on their payments.

She takes every call seriously and spends the time with her customers to make them feel heard and understood. She has a way of getting the job done in a professional manner without ever backing down to pressure from younger generations.

“When I was first being trained for collections, a team leader made a comment and said, ‘She won’t be here long,’” Place said. “I guess I proved them wrong!”

In a collections position, success is measured on a set of team metrics and individuals strive for incentives. It is a competitive atmosphere where agents try to out-collect each other in order to be the top-ranking representative. In January 2014, Place was ranked first on her team and in her department. She received a bonus of more than $2,300 on her check.

“I’m successful because I’m experienced with the social aspect of collecting,” Place said. “Some younger generations don’t have the people skills. They’re great at computer skills, but I have the people experience. I can relate to others on a personal level.”

Discover Financial Services has seen a trend in the higher levels of the company. Where there used to be many representatives in their 20s and 30s out on the collections floor, the majority of individuals on the teams that deal with high-risk clients are now older adults in their 60s and 70s. What used to be a center filled with conversations focused on social media, is now becoming an atmosphere filled with family stories, advice and a work-based family.

Place is able to help customers at all ages in many difficult situations. But, she has a special connection with those her age. “I have compassion for the older generations. I get where they’re coming from and know exactly why they’re struggling, which is why I’m able to personally connect,” Place said.

Peter Hebertson, information and referral program manager at Salt Lake County Aging and Adult Services, has had 22 years of experience studying and working directly with aging communities. “The millennials are good with technology, but when you go up to talk to them, it’s tough to have an old-school conversation,” Hebertson said. “They’re always plugged in.”

Heberston said that while these generations are absolutely able to work together and have successful relationships, it comes down to how both generations were raised. “It’s not so much that they don’t get along, they just view the world a little differently.”

Sandy Smith, 64, is a senior account manager at Discover Financial Services. She is a soft spoken representative who frequently uses the phrases “sweetie” and “honey” as she speaks with her customers. But don’t let that loveable façade fool you.

Smith is relentless. She is successful in every aspect of her job and has quickly moved up in the levels of the company. She received multiple promotions in 2013, and in January 2014 joined the department that deals with the customers who are at the highest risk of “charging off.” Representatives must have excellent negotiation skills to work with these card members and try to avoid writing off their balance as a bad debt.

“I work full time, so I speak to a lot of customers,” Smith said. “You have to be patient with them. A lot of younger generations get impatient quickly, and don’t take the time to get to know who they’re working with. I’ve had a lot of experiences in my life that I can relate to the customers, and have once been in just as much debt as they have. So I tell them my story, and they listen.”

Filed under: Aging, Business | Tagged: , , | Leave a comment »

Emeritus Salt Lake focuses on building relationships with residents

Posted on March 6, 2014 by comm5775

Story and photo by IAN SMITH

Emeritus Salt Lake offers care to its residents.

Emeritus Salt Lake offers care to its residents.

Picture yourself as an elder, and you know your time on this earth is decreasing. You know you can no longer take care of yourself. You need assistance. To everyone else, it may be time for a nursing home.

You pack up your stuff. Where did the time go, you keep asking yourself? How did life flash that fast and how has it come to this? You set off in the car that takes you to the home. As you pull up your first impression is that it could work for you. But you still have many questions and not that many answers.

“No one wants to go into a nursing home,” said Anne Palmer Peterson, executive director of the Utah Commission on Aging. The Utah Legislature created the commission in 2005 to address issues related to the fast-growing aging population in the state. Peterson said it is a young state, but it also is the “sixth-fastest aging state in the nation.” Among other things, the commission has studied housing options for older adults. The findings were published in New Trends in Housing for Utah’s Aging Population.

“We want people to be thinking proactively about their futures,” she said.

Even so, it can be difficult to leave all of your memories behind you.

The idea of a “nursing home” isn’t too appealing to many people, though.

Brian Culliton, the executive director at Emeritus Salt Lake at 76 South and 500 East, said people have very different opinions of nursing homes.

Every facility is different, whether it’s a nursing home or assisted living center. Some facilities, like Emeritus, offer help for certain issues residents might be dealing with. Dementia, for example, is taken very seriously at the assisted living facility.

“We provide a family orientation with a caretaker,” Culliton said in a phone interview. “We have a well rounded understanding of what that resident’s day looks like. We want to keep it routine. We have other care providers that will come and talk to give a better understanding of the disease.”

Culliton said the staff and volunteers who work at Emeritus Salt Lake are passionate about the work they do and want nothing more than to help the people they are caring for.

Emeritus Salt Lake is located at 76 South 500 East.

Emeritus Salt Lake is located at 76 South 500 East.

“I’m really passionate about attracting the right [residents],” he said. “It’s that feeling of leaving home if anyone has dementia, you’re leaving your familiar space. You’ve been there for 50-plus years and now you’re going to a new space. It goes back to that care.”

Culliton knows that some older adults are afraid to be alone. But, sometimes that fear prevents people from seeking help.

He said Emeritus Salt Lake aims to offer more than just the borderline help. Staff go above and beyond to help the new residents by developing a personal relationship with them as soon as they walk in the door. Residents are given an orientation and shown around the building.

“With assisted living, every department head goes and introduces themselves and gives them the care that they expect,” Culliton said. “We look at it as kind of like a marriage. Know each other right up front. If we look at the process at the point when somebody applies, we go to their house or hospital and get to know the family immediately and when they move in, we talk about what is best and how to care for the seniors.”

Markel Martinez, a resident assistant at Emeritus Salt Lake, knows how important it is to build relationships. He has had residents find friends at the facility and even fall in love.

“I would want the resident to know that I’m there to help them,” Martinez said. “To be their friend that they can trust and talk to.”

Filed under: Aging, Business, Health & Fitness, Medicine, Mental Health | Tagged: , | Leave a comment »

Utah’s employment resources for people with disabilities

Posted on December 5, 2013 by comm5775

Story and slideshow by PAUL S. GRECO

Meet Corby Campbell and learn more about his success story.

People with disabilities bring valuable skills to the workforce. For example, in 2008 the National Science Foundation reported more than 600,000 scientists and engineers in the U.S. have disabilities.

Some top innovators have learning disabilities, including chief executive officers of Ford Motor Co., Xerox, Kinko’s and Charles Schwab. Apple’s Steve Jobs had dyslexia.

The federal government and each state provide means for people with disabilities to receive assistance with getting employment.

The Utah State Office of Rehabilitation (USOR) is located in downtown Salt Lake City inside the Utah State Board of Education building. Its mission is to assist eligible people with disabilities in obtaining employment and increasing their independence.

The USOR has four divisions: the Division of Rehabilitation Services, Division of Services for the Blind and Visually Impaired, Division of Services for the Deaf and Hard of Hearing and the Division of Disability Determination Services.

Kyle Walker was recently selected as the director of the DRS. He’s been employed with USOR for 13 years.

Born in California and raised in New Mexico, Walker received his Bachelor of Science in sociology and Master of Rehabilitation Counseling degrees from Utah State University. He’s lived in Utah for 20 years.

Walker said every counselor working for USOR has a master’s degree and is licensed with the National Board for Certified Counselors in addition to being state certified.

“So when a person comes in our door,” Walker said, “we’re not just looking at ‘let’s go get you a job at McDonald’s.’”

Instead, clients are given an assessment by a certified counselor. This evaluation is to help the client make meaningful choices for employment, taking into account their interests, aptitudes, abilities and values.

But first, a client must be considered eligible for counseling.

As one of the four divisions within USOR, The Utah Division of Disability Determination Services (DDS) is designed to determine if a claimant is disabled or blind.

Because 40 percent of USOR’s clients have mental illness and 25 percent have cognitive disabilities, evidence must first be obtained. To attain evidence, a claimant’s medical records are sought. If that evidence is unavailable or insufficient to make a determination, the DDS will arrange for a consultative examiner’s evaluation in order to gain additional information.

After sufficient information is gathered, a determination is made by a two-person team consisting of a physician or psychologist and a disability examiner.

If the claimant is found eligible, employment counseling is conducted under the DRS’s Vocational Rehabilitation (VR) program.

After completing the assessment, determinations are made for clients regarding not only their interests and abilities, but also what is needed to obtain employment.

For example, if it’s decided that schooling is the best option, VR will pay for the client’s tuition costs. If transportation is an issue, VR will provide travel arrangements to work sites through UTA or by making special accommodations to the clients’ vehicles — things like hand controls on steering wheels or wheelchair lifts.

If working for an employer is not the answer, USOR will fund self-employment opportunities.

“Really, our program is whatever we can do, whatever’s necessary to help them get back to work,” said Walker, director of the Division of Rehabilitation Services.

Eighty percent of the funding for VR’s services comes from the federal government. The remaining 20 percent is provided by the state’s Department of Education.

Employing individuals with a disability benefits both state and government.

In 2005, the University of Utah’s Center for Public Policy & Administration conducted an Economic Impact Study. The results showed that for every dollar the state contributes to the Vocational Rehabilitation program, $5.64 is returned. These returns are in terms of individuals paying taxes from employment and no longer needing government and state assistance.

Corby Campbell, 27, was born in Utah and lives in Orem. Nine years ago Campbell broke his neck in an accident and uses a motorized wheelchair.

“I can’t feel anything below my armpits or move anything below my armpits,” Campbell said.

He said someone told him about the Vocational Rehab program and that it might be able to help pay for college and other job-related necessities.

“And so, I went there,” Campbell said, “expecting to find help from them to get me through school.”

He talked with VR’s counselors and they helped him get started at Salt Lake Community College. Later, he transferred to Brigham Young University and graduated with a Bachelor of Computer Science degree. The Vocational Rehab program paid all his tuition costs.

“They’re wonderful,” Campbell said. “They’re super great people that are just all about trying to help you and figure out just where you want to go.”

In addition to helping with his schooling, VR got him in touch with the right people so he could buy a van.

He bought one with a ramp. VR paid for steering wheel modifications and other hand controls like special knobs to control the wipers, heating controls and other items.

“So that I could drive it independently, which was great,” Campbell said.

He felt his counselors liked working with him because he had direction and he was trying to obtain the goals they set with him.

Campbell finished school in December 2010 and started working full time as a software developer for Mobil Productivity Inc. in Orem the following February.

But his van broke down.

He bought a new one and paid for all of the modifications himself.

“I’m completely self-sustaining,” Campbell said. “That’s what a degree and a van did for me. That’s the point of VR.”

Another resource that helps people with disabilities find employment is TURN Community Services located at 423 W. 800 South in Salt Lake City.

Karen Wright directs two programs for TURN, vocational rehabilitation, and employment personal assistance service.

The latter assists clients who need help with daily living tasks so they can get ready for work. In addition, if the person needs help during work, a personal assistant will act as a liaison for the employer and TURN’s client. These services are provided free of charge.

Wright also works directly with USOR’s vocational rehab counselors once they have completed a client’s assessment and determined whether she or he can work.

“We start on thing like resume, job development, some life skills. Things like learning how to use a bus, learning how to use TRAX, learning how to advocate for themselves,” Wright said.

The list of companies that hire people with disabilities is long. Businesses include Home Depot, Kentucky Fired Chicken, Dan’s Market, WinCo Foods and Sutherlands.

Wright said people with disabilities are very dedicated. “They want to get up in the morning and get ready and they want to go to work. They really like working and they’re good hard workers.”

Being able to be in the workforce not only increases the income a person with a disability makes, but also betters their quality of life.

According to USOR, the following information demonstrates the individual and program success VR achieved during 2012:

  • 30,853 individuals were provided with VR services.
  • 3,427 individuals with disabilities were successfully employed.
  • $15,437,130 in estimated annual taxes were paid.
  • 146 public assistance recipients were successfully employed.
  • 671 Social Security Disability Insurance recipients were successfully employed.

In addition, clients found work in the following areas:

  • 1,032 industrial
  • 754 sales/clerical
  • 727 service occupations
  • 704 professional occupations
  • 98 homemaker/unpaid family worker
  • 74 farm/fishing/forestry
  • 37 self-employed

“This is how welfare programs should work,” Corby Campbell said. “This is what I see Vocational Rehab as: (it) is something to help people that fell down … get back in a way so they can be independent.”

Filed under: Business, Education, Nonprofits, Organizations, People with Disabilities, Profiles, Utah's Economy | Tagged: , , | 1 Comment »

Para Quad: Wheeling in the mobility of choice

Posted on December 3, 2013 by comm5775

Story and slideshow by WENDY DANG

Take a tour of Para Quad Mobility and see some customized vans.

For 36 years, Para Quad Mobility has been one of the oldest businesses in the Salt Lake Valley to install vehicle modifications for people who use wheelchairs. Located at 2572 S. West Temple, Para Quad stands to offer their services to those who need it.

As specialists in selling and repairing wheelchair lifts, Para Quad also installs custom-made hand controls for those with limited mobility. Anyone who is in need of a van or is having problems with their wheelchair lift can find help in the able hands of the main technician.

Fuhriman is one such technician. With stacks of framed certifications verifying his expertise, he is well versed in all things related to Vantage Mobility, Inc.

“They’re the ones in Arizona and who I used to go do my certifications,” Fuhriman said in regards to VMI who specialize in modifying minivans like a Honda Odyssey or Toyota Sienna. They completely lower the floor in order to give enough headroom to those who use wheelchairs.

To accurately repair and maintain any work VMI has done on a van, technicians like Fuhriman must go through training and pass certifications in order to understand how each vehicle modification works.

The certification must be renewed every two years. Fuhriman used to go to Arizona to update his paperwork but he says “Now everything’s online,” jokingly lamenting a loss of vacation time.

Another name Fuhriman is more than familiar with is Ricon, a prominent brand of wheelchair lifts. These lifts are usually fitted in larger vans like a Mercedes or Freightliner Sprinter van that have raised roofs for passengers to have more head room.

When it comes to actually driving, Fuhriman does a lot of work with modified hand controls near the steering wheel.

If a customer cannot use their legs, Fuhriman can install a handle that modifies acceleration and braking with just a push of a lever.

Fuhriman says he prefers to work with the driving modifications because “the most rewarding are the ones that make the most difference.”

The cost of these modifications ranges depending on which vehicle assistance is needed.  If a family member who uses a wheelchair is looking for a vehicle to use daily, then a lowered floor minivan is recommended. If a hospital is looking to fit their van with a lift, then Para Quad would install an electric lift for them, Fuhriman says.

The Ricon lifts are about $6,000 plus another $500 or so for tie down security measures.

The adjustments for a lowered floor van start at $25,000 which is added to the cost of the standard van. That can bring the cost of a brand new minivan fitted with a lower floor to about $52,000-$72,000 total.

William Stoddard has owned Para Quad for the past six years.

Stoddard says a lot of customers cover the cost of these modifications out of pocket, but some have access to limited funds provided by the state. Stoddard said if an injury resulted on a work-related issue, then Workers Compensation Fund would help pay for the vans.

Besides retail customers that look for assistance for their daily needs, Para Quad has done a lot of work with Primary Children’s Hospital, Huntsman Cancer Institute as well as the George E. Wahlen Department of Veteran’s Affairs Medical Center.

Local businesses also like to work with Para Quad. Tuyet Nguyen has worked with South Salt Lake’s New Image Vans for more than 20 years and does a lot of interior work like upholstery and carpeting for the vans.

“They (are) great people to work with. Very honest and fun,” Nguyen said.

Along with his work at Para Quad, Stoddard has created a public education initiative called “Don’t Disable the Disabled.” This public service announcement emphasized the danger and frustration people who use wheelchairs feel when a designated handicapped parking spot is occupied by someone who is not impaired.

The Disabled Rights Action Committee is working to create awareness of the initiative. Stoddard’s efforts to support it have been highlighted by three TV news stories by KUTV Channel 2.

The experience gained through working with Para Quad has equipped Stoddard with the necessary awareness needed to cater to each customer’s individual needs. Knowing the general details on most diseases and circumstances that limit mobility such as multiple sclerosis, Stoddard can counsel customers on which options would be best for them.

When it’s thousands of dollars at stake, Stoddard says, “We try and help people the best we can.”

Filed under: Business, People with Disabilities | Tagged: , | Leave a comment »

Tax incentives in Utah for hiring people with disabilities may go unnoticed

Posted on November 7, 2013 by comm5775

Story and photos by DYLAN LIERD

Federal and state tax credits aim to help Utah businesses hire people with disabilities. However, many companies may be unaware of the incentives that also strive to reduce the number of unemployed Utahns with disabilities.

Work Ability Utah, located at 1595 W. 500 South in Salt Lake City, advocates for unemployed Utahns with disabilities.

Work Ability Utah, located at 1595 W. 500 South in Salt Lake City, advocates for unemployed Utahns with disabilities.

According to Work Ability Utah, an organization that links employers with the workforce of people with disabilities, tax credits such as the Work Opportunity Tax Credit and the Utah Targeted Job Tax Credit are available for all businesses who are willing to hire Utahns with disabilities. But Carol Rudell, project director for Work Ability Utah, said not enough businesses are taking advantage of these credits.

“I see businesses that are perfectly willing to hire people with disabilities, but there are others that don’t know about the incentives,” Rudell said. “I see a lot of misses out there and a lot of stereotypes that are not true, and when people have more information they are more than happy to hire people with disabilities.”

The Work Opportunity Tax Credit is a federal tax credit that is designed to encourage cooperation with the Americans with Disabilities Act. According to Work Ability Utah’s website, businesses can earn an annual tax credit of $2,400 per hired person with a disability. Businesses can also earn a $9,000 yearly tax credit when hiring a disabled veteran. To receive these incentives, businesses must complete the Internal Revenue Service Form 8850 and the Employment and Training Administration Form 9061.

Businesses can also receive state tax credit by applying for the Targeted Job Tax Credit. According to the Utah State Tax Commission’s website, the purpose of its creation is to entice companies to hire people with disabilities in order to foster an integrated workforce.

The allotted credit minimizes the amount of income tax the business has to pay, and the amount of money the company receives is based on the salary paid to employed individuals. The maximum credit given is $3,000 per employee per year. This is a credit that can be received for the first two years that the person with a disability is employed. Companies are also not limited by the amount of individuals they can claim under the Targeted Job Tax Credit.

The Division of Services for People with Disabilities ensures the rights of Utahns with disabilities. DSPD is located at 195 N. 1950 West
 in Salt Lake City.

The Division of Services for People with Disabilities ensures the rights of Utahns with disabilities. DSPD is located at 195 N. 1950 West
 in Salt Lake City.

In order to apply for these services, the person with the disability must be eligible for services from the Division of Services for People with Disabilities. Businesses must then complete a TC-40HD form and have it approved by an authorized representative from DSPD.

Tricia Jones-Parkin is the program administrator for DSPD. She is the authorized person who accepts these tax credit forms. Jones-Parkin is tasked with training job coaches and approving businesses that apply for the Targeted Job Tax Credit. Job coaches are responsible for teaching employers how to professionally treat people with disabilities, and how employers can receive tax credits by hiring Utahns with disabilities. However, she said more businesses should be taking advantage of The Targeted Job Tax Credit.

“I haven’t received a single form turned into me this year,” said Jones-Parkin in a phone interview. “When I do training for job coaches, I tell them to tell businesses about the Targeted Job Tax Credit, but there is still not many businesses that do.”

Jones-Parkin also said that nationally, people with disabilities are the most under employed demographic. In Utah, the state is not doing much better than the national average.

According to the Department of Labor’s website, the unemployment rate for people with disabilities is 13.1 percent. This is more than double the unemployment rate for people without disabilities, which is 6.8 percent. That is why Jones-Parkins said that beyond the tax credits that Utah businesses receive, it is important to hire Utahns with disabilities in order to reduce this number.

In Utah, the Governor’s Committee on Employment of People with Disabilities works to advocate the importance of hiring people with disabilities to employers.

Leslee Hintze, executive director for the Governor’s Committee, said its members speak to employers about the tax benefits for hiring people with disabilities in order to entice businesses to hire these individuals.

“Once we advocate tax incentives to employers who have a tendency to say, ‘I don’t know if I can take this on,’ they are more likely to hire and continue to hire people with disabilities,” Hintze said in a phone interview. “Businesses really find out that they are great employees, they make the workplace better and they really do a lot for the business they are working for.”

According to the Committee’s website, businesses will also not see their Worker’s Compensation Insurance or Medicaid Insurance rates rise when they hire people with disabilities. Regardless of the incentives, Hintze said it also benefits the U.S. economy to hire people with disabilities so they can contribute financially to society.

“People with disabilities can give back tenfold by becoming taxpayers, which means they will become tax producers and not tax users,” Hintze said. “A country that does not take care of its least fortunate citizens, to me is pretty deplorable. It is a moral imperative, which is why businesses should be looking for opportunities like these because everyone will benefit.”

Filed under: Business, Law and Justice, Nonprofits, Organizations, People with Disabilities, Politics, Utah's Economy | Leave a comment »

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