Inside Tucson Business 01/20/12

Medicaid cutsSome patients are running out of treatment options

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44-year lowNew home permits fell to under 1,500

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Clear the streets, no events allowedStreetcar may drive away special events and business from downtown

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Your Weekly Business Journal for the Tucson Metro Area

WWW.INSIDETUCSONBUSINESS.COM • JANUARY 20, 2012 • VOL. 21, NO. 33 • $1

THEY WROTE THE BOOK ON MEDICAL TOURISM

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MedToGo connects patients with foreign medical providers

to trim health care costs

Oro Valley resident Keith Colmer is Virgin Galactic’s fi rst astronaut pilotInside Tucson Business

Former U.S. Air Force test pilot Ger-ald “Keith” Colmer of Oro Valley will pilot the fi rst space fl ight of Virgin Ga-lactic, which aims to give passengers the thrill of experiencing fi ve minutes of weightlessness at a cost of $200,000 per ticket.

Colmer, 44, was selected from more than 500 applicants by Richard Bran-son, the London-based billionaire who launched the commercial space venture. Colmer’s competition includ-ed 10 current and former astronauts.

Beginning in 2013, Virgin Galactic

plans to fl y passengers into space. Us-ing a carrier aircraft, they will depart from Spaceport America in Las Cruces, N.M. At 50,000 feet, a reusable rocket plane will separate and blast away.

Colmer will fl y the craft manu-ally to the edge of outer space, about 60 miles above Earth. At that point of sub-orbital altitude, passengers will become weightless and be able to see the curvature of the Earth.

So far, 380 customers have made reservations, depositing some $50 mil-lion.

Th e entire trip takes about 2½ hours. Upon re-entering the atmosphere, the

six-passenger spaceship will land on a runway back in New Mexico.

Colmer, whose aviation nickname is Coma, has joined chief pilot David Mackay for fl ight training and testing of Virgin’s revolutionary aircraft over the Mojave Desert in California.

Colmer brings to Virgin Galactic 12 years of operational, developmental and experimental aircraft test fl ight experience and more than 10 years of Air Force experience in spacecraft operations and fl ying. He served two tours in Iraq with the Colorado Air Na-tional Guard as an F-16 combat pilot.

With over 5,000 hours in 90 diff er-

ent aircraft, Colmer was the fi rst Air National Guard pilot admitted to the U.S. Air Force Test Pilot School at Ed-wards Air Force Base in California.

Colmer holds a bachelor’s degree in aeronautics and astronautics from the Massachusetts Institute of Tech-nology. Both his masters’ degrees are from the University of Colorado in aerospace engineering and telecom-munications.

He also is a graduate of the Air Force’s Undergraduate Space Training Program and the Euro-NATO Joint Jet Pilot Training Program.

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Dr. Thomas Gernon demonstrates

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University of Arizona Medical

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2 JANUARY 20, 2012 INSIDE TUCSON BUSINESS

JANUARY 20, 2012 3InsideTucsonBusiness.com

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CARTOONISTWES HARGIS

Tucson streetcar could put brakes on downtown events

By Patrick McNamaraInside Tucson Business

As Tucson’s modern streetcar project inches forward — city offi cials opened bids and the apparent low bidder was $6.6 mil-lion under the city’s engineer’s estimate of $62.4 million — a new reality has surfaced that could harm or end many popular long-standing events that take place either downtown or in the university area.

Tucson offi cials have begun to inform the organizers of various events that they may no longer be able to continue as they have in the past using streets on which the streetcar will travel.

City offi cials say it’s a two-fold issue: Safety and a requirement that disruptions to streetcar service be kept to a minimum.

“Does this make sense for the future of the city of Tucson?” asked Jeb Schoonover, a concert and event promoter.

Schoonover and others with strong ties to downtown events have raised concerns about the streetcar, which voters approved in May 2006 as part of the 20-year $2.1 bil-lion regional transportation plan.

Schoonover, who helps promote the biannual Club Crawl, said businesses see tangible benefi ts from the events and that if they end, the very businesses that are sup-posed to benefi t from the streetcar could be

negatively aff ected. “Th ey think the streetcar will bring peo-

ple downtown, that remains to be seen,” Schoonover said. “What we know is these events bring thousands of people down-town.”

City offi cials close Congress Street dur-ing Club Crawl, which is sponsored by the Tucson Weekly. (Th e Tucson Weekly is owned by Wick Communications, which also owns Inside Tucson Business.)

“Our two Club Crawl events draw a to-tal of about 24,000 people downtown each year,” said Tom Lee, group manager for Wick properties in Arizona and publisher

NEWS

CONTINUED ON PAGE 6

A scene from the 2009 Club Crawl, one of the events the modern streetcar project could force to close or relocate.

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Ventana Medical, Bayerteam for cancer tests

Ventana Medical Systems Inc. is collabo-rating with Bayer Pharma AG to develop a diagnostic test for a new biological cancer therapy. Th e test marks another step toward personalized medicine in cancer treat-ment.

Th e molecular test is expected to identify patients most likely to benefi t from Bayer’s drug, called an antibody-drug conjugate (ADC).

Ventana Medical’s technology will ana-lyze the expression level of certain tumor targets serving as biomarkers in clinical studies.

Under the Bayer agreement, Ventana Medical will develop, manufacture and commercialize a test for one of Bayer’s drugs.

Ventana Medical, a division of Roche Group, is headquartered at 1910 Innovation Park Drive, Oro Valley.

Marijuana law facesone more legal hurdle

Gov. Jan Brewer says she won’t pursue any further legal challenges to Arizona’s voter-approved medical marijuana law but a lawsuit fi led by a dispensary company could result in further delays in licensing dispensaries.

Th e lawsuit fi led in July by Compassion First LLC challenges some of the rules set by the state that restrict who can operate a dispensary.

Th e rules include state residency require-ments, a prohibition against people with prior bankruptcies and other limits Com-passion First lawyers say were not in the law approved by voters in November 2010.

On Jan. 13, Brewer announced she will allow marijuana dispensaries to open after U.S. District Judge Susan Bolton on Jan. 5, dismissed a lawsuit fi led by the state.

“It is well-known that I did not support passage of Proposition 203, and I remain concerned about potential abuses of the law,” Brewer said. “But the state’s legal chal-lenge was based on my legitimate concern that state employees may fi nd themselves at risk of federal prosecution for their role in administering dispensary licenses under this law.”


NEWS

Brewer opens with budget that would spend more on education, technology; reduce debtBy Hank StephensonInside Tucson Business

PHOENIX — Th e budget battle began at the state legislature this week, as the joint appropriations committee took a briefi ng on the governor’s budget proposal, which includes some backfi lling of recent reduc-tions, but still bears scars from the cuts.

Gov. Jan Brewer’s proposed 2012-2013 fi scal year budget totals $8.96 billion, up from this year’s $8.3 billion budget. Most of the new spending would go toward one-time expenditures such as debt reduction, technology upgrades and backfi lling pre-viously withheld education funding in-stead of funding state programs that were either cut or eliminated in recent years.

“Th ere’s a lot of thought around the Capitol community that the cuts we made over the past couple of years were tem-porary cuts — that is false,” John Arnold, budget director for the governor, told members of the joint appropriations com-mittee on Tuesday. “Th ese were cuts in the baseline of the state budget. We need to look at the problems that the state has today and not look backwards at what we used to do.”

Under Brewer’s proposal, the state’s university system will double the number

of degrees awarded by 2020. To that end, she has proposed a $15 million bump in funding for the three universities — Uni-versity of Arizona, Arizona State University and Northern Arizona University — to in-crease retention rates and degree output.

Most of that money would be directed toward ASU and NAU. Th e UA would face another fi nancial blow under Brewer’s plan to redraft funding the state universi-ties based on a more equitable per-student formula. Currently the UA receives the highest funding on a per student basis.

Brewer’s budget would put aside $10 million in scholarships for community college students who work full time and are in need of tuition help. Students could receive up to $2,000 a year for two years.

Among other budget proposals:• $200 million to K-12 schools for soft

capital, which includes computers and textbooks, and hasn’t been fully funded in 2008.

• $50 million to fund reading programs in kindergarten, fi rst and seconds grades to prepare students for a third-grade test called “Move on When Reading,” which, starting in 2013, students would be re-quired to pass before going into the fourth grade.

• $95 million would go toward upgrad-

ing the state’s information technology infrastructure, specifi cally to include the state Department of Economic Security’s unemployment system and the Depart-ment of Corrections’ prisoner manage-ment system.

• $50 million for new prison beds that would relieve counties from taking pris-oners serving terms of less than a year.

• A 5 percent pay raise to state employ-ees willing to transfer out of the state’s personnel system to become at-will work-ers. Th e change would cost job security but would allow the state better reward and punish its workforce, according to Brewer.

Th is year is the fi rst since 2008, at the start of the recession, that state offi cials have not faced a budget defi cit. Brewer’s proposed budget contains almost $600 million in surplus, which lawmakers and the governor have said they want to put aside until 2013 when the state’s tempo-rary additional one-cent sales tax expires and 2014 when federal health care reform legislation takes eff ect.

Among other things not included in Brewer’s budget proposal is a reinstate-ment of state-funded all-day kindergar-ten, which was dropped in 2009-2010 budget year.

From left, Joe Rivera, general manager of Bombardier’s Tucson Service Center; Gov. Jan Brewer; Stan Younger, vice president of air-craft services for Bombardier; and Gary Martin, vice president of sales, marketing and service programs for Bombardier, at a Bombardier Global business jet at the company’s Tucson Service Center.

The tour was part of a trip made by Brewer on Wednesday. Bombar-dier offi cials thanked state offi cials, the Arizona Commerce Authority and Tucson Regional Economic Op-portunities for their help in allowing the company to expand the service center, the only one in the nation where Bombardier services both commercial and business aircraft.

The center, established 35 years ago, currently has more than 700 employees.

Brewer spent much of Wednesday in Tucson, later attending the dedi-cation of the University of Arizona’s Center for Innovation at the UA Tech Park, S. Rita Road.

The Arizona Center for Innovation (AzCI) is a nonprofi t, high tech busi-ness incubator. In July 2010, Brewer announced a $1.5 million state grant for AzCI to advance the technology commercialization. J.D

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Governor makes a day of it in TucsonMayor wants Tucson to be ‘science city’

When people think of Tucson, Mayor Jon-athan Rothschild wants science and technol-ogy to be top of mind.

“Not only do we have the intellectual capi-tal but we have the environment that attracts people,” Rothschild said at his weekly news conference held Jan 13 at the University of Arizona’s Bio5 Institute. “Th e reason I wanted to come here today is because we have a vi-sion for the city as science city and technology city.”

Rothschild praised Bio5 for bringing to-gether the many scientifi c disciplines at the University of Arizona and for helping to spin out 16 businesses from faculty research ef-forts. He said the institute brings in as much as $325 million annually to the local economy.

James Gentile, Ph.D., president of the Research Corporation for Science Advance-ment, the climate and environment of Tucson also could attract considerable science and environment tourism.

“We could create a science-based tourism industry,” Gentile said.

Two mobile home parksbought for $11.5 million

Privately held American Manufactured Communities REIT (AMC) has purchased two Tucson mobile home communities for a combined total of more than $11.5 million. Th e properties acquired are Mesa Ridge, 1402 W. Ajo Way, and Home Town Country Club, 5600 S. Country Club Blvd.

Th e developments were part of a $144.4 million, 16-property portfolio that was ac-quired from Hometown America Communi-ties, a Chicago-based private consolidator.

Stuart Wenick, a senior executive with Grandbridge Real Estate Capital, the compa-ny that fi nanced the deal, said the Mesa Ridge loan was for $5.9 million and the Home Town property loan was for $5.65 million.

Th e 40-acre Mesa Ridge community, opened in 1964, has 290 sites and Home Town, opened in 1985, has 245 lots on 36.5 acres.

Looking for Tucson’s2012 Up & Comers

Th e hunt is one to fi nd young profession-als in Southern Arizona who are on their way to greatness. Inside Tucson Business wants to honor them in the 2012 class of Up & Com-ers.

Th ese are people in their 20s, 30s and early 40s who are already making a diff erence for the better in their careers and in the commu-nity.

Honorees will be announced in a special section in April 13 issue of Inside Tucson Busi-ness.

Nominate yourself or someone you know. Go to www.InsideTucsonBusiness.com and click on the Up & Comers and fi ll out the form as best you can. Th e deadline is Feb. 22.


Healthcare services for all suff ering from impact of Medicaid cutsBy Alicia MouraInside Tucson Business

It has only been about three months since state offi cials instituted cuts to the state’s Medicaid coverage but already the impact is being felt by healthcare providers and consumers.

Th e cuts rolled back an expansion of the Arizona Health Care Cost Containment Sys-tem (AHCCCS) that was approved by voters in 2000, which extended coverage to child-less adults earning up to 100 percent of the federal poverty level, or $10,890 annually. Prior to that, coverage was only available to those earning 34 percent of the federal pov-erty level.

Th e cuts, which are expected to save the state up to $500 million started with an en-rollment freeze in July among the expanded population, which eliminated coverage for more than 100,000 people. According to AHCCCS offi cials, most of those were peo-ple who had lost their jobs, or who couldn’t aff ord health insurance until they became so sick they had no other options.

For Tucson organizations and health care facilities, sick individuals with no other options are now knocking on the doors of other Tucson healthcare providers desper-ately seeking help. Although providers say they are providing care on a case-by-case basis, the additional numbers are about to become overwhelming.

“We have had over 45 people since Sep-tember that have had their coverage cut mid-treatment. Th ese are not just breast cancer patients, but all types of cancers,” said Jaimie Leopold, executive director of Susan G. Komen for Southern Arizona. “Th ere was a large infl ux in September after the benefi ts were cut of people who were in the middle of treatment. Now, we are get-ting about two to three per week of newly diagnosed patients that have been cut from the program.”

Leopold says the Komen organization is working closely with other providers, in-cluding Arizona Oncology, the University of Arizona Cancer Center, Tucson Medical Center and St. Elizabeth’s Health Center to do what they can to guide, support, and treat these patients.

“Our network has been instrumental in helping us deal with this. Th e individual physicians at Arizona Oncology and the University of Arizona Cancer Center are try-ing to do everything they can. Tucson Medi-cal Center has been working tirelessly with us. Th is is a remarkable set of partnerships and we are dealing with it on a case-by-case basis as the calls come in,” Leopold said.

St. Elizabeth’s alone is receiving up to four calls per week from patients seeking treat-ment.

According to Iris Vazquez, patient services director for St. Elizabeth’s, it has been a dif-fi cult few months.

She said her organization is diagnosing people who have never before been sick. Some are homeless, some have no income, some live with someone else and, in some cases, the cost of medication can be too much.

“People have to realize, this is often the working poor, the guy making $7.50 an hour and working 30 hours a week because he can’t get 40. And when they get laid off , they

don’t qualify. We have been beating our heads to work with those in the community to help,” Vazquez said.

Mareya Bullard, 34, is one such individual. She was working as a restaurant manager un-til early 2011 when her employer unexpect-edly closed down.

Suddenly fi nding herself unemployed, and uninsured, in a down economy for the fi rst time in her life, Bullard began searching for another job.

Th en, after an emergency room visit in March, she was diagnosed with breast can-cer. Hospital administrators helped her get enrolled in AHCCCS which allowed her to begin what was expected to be 27 weeks of chemotherapy treatment but just over half way through treatment, she was advised her coverage was deniged to the July enrollment freeze that eliminated coverage to adults without children.

“I was devastated. I didn’t know what to do. I didn’t have any money. It’s not like it’s cheap and it was scary having nowhere to turn while being sick, going through chemo and dealing with the stress of cancer,” Bullard

said.She appealed the decision but was de-

nied again. “Basically, its not fair what they are do-

ing. Th ey aren’t looking at cases or people. I was lumped into a group and never looked at as an individual…it was just a blanket de-cision,“ she said. “I am not trying to work the system, I just need help.”

Somewhat luckily for Bullard, individual physicians at the Arizona Cancer Center agreed to discount her rates, calling drug companies for free chemotherapy drugs, and putting her in touch with Susan G. Ko-men and St. Elizabeth’s for legal guidance.

Despite the help, after a double mastec-tomy in December and a round of radiation that has followed, the bills are piling up and Bullard has no idea how she’s going to pay them.

Every week, healthcare workers say they hear similar stories. Vazquez related one about a 22-year old University of Arizona student who was enrolled in AHCCCS with her family but at 19 had to apply and missed the cutoff .

She had an aggressive form of cancer and had a mastectomy. She needed two more treatments to complete her course.

Another story involved a woman was on AHCCCS with her 19-year-old son. She went in to renew, but since her son had turned 19, she was no longer eligible and was unable to continue treatment.

Leopold believes these cuts played a role in the December restructuring announce-ment by Carondelet Health Network that will reduce the healthcare provider’s work-force by 5 percent.

Two lawsuits have been fi led seeking to reinstate the cuts but the courts have not ruled favorably. An Arizona Court of Appeals panel on Dec. 6 upheld the state’s right to implement the enrollment freeze and con-fi rmed the authority to repeal the expansion despite the fact that it was approved by vot-ers, as Proposition 204 in 2000.

“I think that this was a fundamental mis-understanding in the midst of trying to bal-ance the budget. I don’t think that legislators really understood what the extreme costs are to people and to local economies with this,” said Leopold. “Th is is not an equation that can be done on a spreadsheet. It needs a more thoughtful bipartisan dialogue in the near term. We need more innovative strate-gies to deal with the current structure, be-cause the current structure is broken. When we continue to try to roll down the road with a fl at tire, everything begins breaking. We need to stop trying to drive something that is broken.”

NEWS

WHAT IT MEANS

“We have had over 45 people since September that have had their coverage cut mid-treatment. These are not just breast cancer patients, but all types of cancers.”

— Jaimie Leopold, executive director of Susan G. Komen

for Southern Arizona.

This Week’s Good NewsMatch Play fan

improvements Th e Accenture Match Play Champion-

ship returns to the Ritz-Carlton Golf Club, Dove Mountain Feb. 20-26 and there are some fan-centric improvements this year. For starters that nonsense about bringing in cell phones has been eliminated so now business people no longer have the excuse of being removed from connectivity. Of course, that can be seen as good or bad.

Also, for Sunday’s championship, all ticket holders will be able to “follow-the-leaders” where the ropes will be taken down after each hole and fans will be given the unique chance to walk the fairways and view the greens from a player’s perspective.

Th e Accenture Match Play Champion-ship has been played at Dove Mountain each February since 2007 and last year was given a one-year extension to stay and now the hope is for another extension, provided Tucson-area fans continue to support the event.

For ticket or hospitality packages contact any member of the Tucson Conquistadores or go online at www.tucsonconquistadores.com or call (520) 571-0400 or toll-free at 1-800-918-4653.

The Tucson

INSIDERInsights and trends on developing andongoing Tucson regional business news.

Vaughan out at MTCVB Th e other shoe has fallen at the Metro-

politan Tucson Convention and Visitors Bu-reau with word that Rick Vaughan has sub-mitted his notice of retirment as the organization’s senior vice president of sales and marketing.

Vaughan became the fl ash point last year between the MTCVB and Pima County offi -cials that led to a performance audit that faulted senior management for an inability to keep pace with other Arizona destina-tions when it comes to marketing Tucson.

CEO Jonathan Walker announced in September he is retiring, also in March, and it was seen as highly unlikely that Vaughan’s contract as the No. 2 in the organization would be renewed.

Vaughan had been with the MTCVB since the summer of 1999. Previously he had been director of sales and marketing for Sheraton Birmingham Hotel, Birmingham, Ala., and worked in the Tucson region at the Sheraton El Conquistador Resort & Country Club and at the Omni Tucson National Golf Resort & Spa.


PUBLIC NOTICESSelected public records of Southern Arizona bankruptcies and liens.

BANKRUPTCIES

Chapter 11 - Business reorganization Longfellow Investments Inc., 1026 S. Camino Seco. Principal: Robert C. Stewart, president. Estimated assets: More than $100,000 to $500,000. Estimated liabilities: More than $100,000 to $500,000. Largest creditor: RCS Engineering Inc., $125,000. Case No. 12-0492 fi led Jan. 11. Law fi rm: Tilton & Solot

John E. Jacob and Cecelia S. Jacob doing business as Zytoon LLC and El Parador Restaurant, formerly doing business as John E. Jacob Enterprises Inc., 2905 E. Eighth St. Principal: John E. Jacob and Cecelia S. Jacob, joint debtors. Estimated assets: Less than $50,000. Estimated liabilities: Less than $50,000. Largest creditor: Not fi led. Case No. 12-0567 fi led Jan. 11. Law fi rm: Eric Slocum Sparks

John E. Jacob Enterprises Inc., 2905 E. Eighth St. (principal assets at 2744 E. Broadway). Principal: John E. Jacob, president. Estimated assets: Less than $50,000. Estimated liabilities: Less than $50,000. Largest creditor: Not fi led. Case No. 12-0584 fi led Jan. 12. Law fi rm: Eric Slocum Sparks

Golf, GRAB LLC doing business as Turquoise Hills Golf & RV, 800 E. Country Club Drive, Benson. Principal: Arthur L. Bale, manager. Estimated assets: More than $1 million to $10 million. Estimated liabilities: More than $500,000 to $1 million. Largest creditor: Cochise County Treasurer, Bisbee, $38,111.00, and Weber Drilling, St. David, $27,750.00. Case No. 12-0725 fi led Jan. 13. Law fi rm: Altfeld & Battaile

FORECLOSURE NOTICES Liquid River Inc. 14850 W. Jalisco Road, Arivaca 85601 Tax parcel: 302-54-006AOriginal Principal: $64,000.00 Benefi ciary: John G. and Jeanne L. Lindell Revocable Trust, Green Valley Auction time and date: 11:30 a.m., March 30, 2012 Trustee: Jason P. Sherman, First American Title Insurance Company, 9000 E. Pima Center Parkway, Scottsdale Reece Industries LLC 3407 E. Benson Highway 85706 Tax parcel: 140-05-0190Original Principal: $250,000.00 Benefi ciary: Bayview Loan Servicing LLC, Coral Gables, Fla. Auction time and date: 11:30 a.m., April 5, 2012 Trustee: Asset Foreclosure Services Inc., 5900 Canoga Ave., Suite 220, Woodland Hills, Calif. RECI INC. (Re-recorded and amended to exclude one condominium unit that previously had been included) 1449 W. Kilburn Road, Units 1101, 1102, 2101, 2102, 2103 and 2104, 85705Tax parcel: 106-12-3020, 106-12-3030, 106-12-3050, 106-12-3060, 106-12-3070, 106-12-3080 and 106-12-8090Original Principal: $853,005.05 Benefi ciary: City Central Development Corporation Defi ned Benefi t Retirement Plan and Trust Auction time and date: 11:30 a.m., June 28, 2011 Trustee: First American Title Insurance Company, National Default Title Services, 9000 E. Pima Center Parkway, Scottsdale

Valencia Limited Liability Company 6838-6850 S. Tucson Blvd., 2320 E. Aragon Road, 2310 E. Valencia Road, 2355 E. Elvira Road 85706Tax parcel: 140-42-0420, 140-42-0570, 140-42-0520, 140-42-0580 and 140-42-0600Original Principal: $3,228,000.00 Benefi ciary: Sterling Savings Bank, as successor in interest by merger to Sonoma National Bank, Spokane, Wash. Auction time and date: 10:30 a.m., April 10, 2012 Trustee: Michael R. Urman, DeConcini McDonald Yetwin & Lacy, 2525 E. Broadway, Suite 200 Valencia Limited Liability Company 2332 E. Weiding Road, 2299 and 2385 E. Valencia Road, 6838-6850 S. Tucson Blvd., 2320 E. Aragon Road and 2310 E. Valencia Road 85706Tax parcel: 140-28-032B, 140-28-033B, 140-28-035B, 140-42-0420, 140-42-0520, 140-42-0540, 140-42-0550, 140-42-0570, 142-42-0580 and 140-42-0600Original Principal: $2,932,000.00 Benefi ciary: Sterling Savings Bank, as successor in interest by merger to Sonoma National Bank, Spokane, Wash. Auction time and date: 10 a.m., April 10, 2012 Trustee: Michael R. Urman, DeConcini McDonald Yetwin & Lacy, 2525 E. Broadway, Suite 200

of the Tucson Weekly and Inside Tucson Business. “If the city wants them to have a pedestrian-friendly view of downtown, this is the time to make it happen.”

Schoonover said the events represent the most successful nights of the year for many of downtown’s bars and restaurants.

It’s not just downtown events that the streetcar could have an adverse impact on. Events in the Main Gate Square area and along Fourth Avenue also could be aff ected, although the city has agreed to a specifi c exemption for the spring and winter Fourth Avenue Street Fairs.

Other events that could feel the brunt of changes include the monthly Second Sat-urdays, Tucson Meet Yourself, the Centuri-ons’ annual fundraising event that was held downtown last year for the fi rst time, the an-nual Dia de los Muertos procession, some car shows held along Fourth Avenue and smaller events, including those that request closure of Congress Street in front of the Fox Tucson Th eatre to roll out a red carpet.

City offi cials, however, say they plan to work to accommodate as many events as possible.

“We recognize that special events are a crucial part of the downtown experience,” said Shellie Ginn, program manager for the streetcar project. “We’re not interested in shutting down any events.”

Ginn said that safety concerns could make it necessary for some of the events to fi nd alternative locations. Th e Dia de los Muertos procession in particular, she said,

would likely not be allowed to use Fourth Avenue and Congress Street as it has for more than 20 years.

Th at event, each November, has many participants holding fl oats and banners that pose a safety risk because of the overhead power lines the streetcar will use.

Ginn also said the Federal Transit Ad-ministration (FTA) demands that service on the line experience minimal disruptions. Th e FTA is contributing at least $62 million toward the entire $196.8 million project and an applications has been submitted for another $26.45 million from the federal agency.

“One of their expectations of us is run-ning on a regular basis,” Ginn said. “Th ey would prefer that there be absolutely no closures.”

Ginn said the streetcar should be consid-ered less of a tourist attraction and more of a transportation system.

For that reason, the FTA is allowing the streetcar to cease operations for only the twice-a-year Fourth Avenue Street Fairs. Ginn said city offi cials negotiated with the federal government to allow the closures because of the size of the street fairs and the number of people it attracts — an estimated 200,000 each weekend.

FTA offi cials even came to Tucson to at-tend the street fair to understand the size of the event before making their decision, Ginn said.

An FTA offi cial didn’t want to comment specifi cally about the Tucson project.

Tucson City Councilman Steve Kozachik said the decision to allow the street fair but not other events was shortsighted.

“We could do the same for the other events that we did for the street fair,” Ko-zachik said. “I’m sure it was not a creative solution.”

He said the city should go back to the ne-gotiating table with the FTA to allow tempo-rary closures of the streetcar so other events can continue.

He also noted that the project still has a potential $25 million funding gap that needs fi lling.

Th e 3.9-mile modern streetcar system is expected to cost more than $90 million to build. Th e federal government plans to pro-vide than $100 million of funding. Another $88 million will come from the sales-tax-funded Regional Transportation Authority, $11 million from local utilities and $4.6 mil-lion from the city.

City offi cials plan to have more informa-tion and plan to help accommodate special events by the end of the year, Ginn said.

Among the possibilities, Ginn said, the city would look at ways to continue to hold events along the streetcar route.

A committee of city public safety and Arizona Department of Transportation offi -cials plans to begin meeting to answer some of the questions about special events.

Contact reporter Patrick McNamara at

[email protected] or (520) 295-4259.

CONTINUED FROM PAGE 3

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MedToGo writes the book on quality medical services outside U.S.By Clayton R. NormanInside Tucson Business

In 2000, when Dr. Robert Page and his sons, Curtis and Robert R. Page, started MedToGo International they wanted to write a book. Now, they help people travel to places such as Mexico and Costa Rica to get quality medical services for a fraction of what they would pay in the United States.

“Th e objective of this company was spe-cifi cally to write books for travelers,” said Robert R. Page, MedToGo’s operations of-fi cer. “We made a book called ‘Th e Mexico Health and Safety Travel Guide.’ It’s a 600-page almanac of the best healthcare in Mex-ico. Th e objective was to just start off with a few cities, but we totally expanded this thing and covered around 50 cities. We broke it up into regions, we visited tons of hospitals. We visited tons of doctors and by the time we realized it was way too big of a project, we were already so deep into it that we just had to see it through.”

In 2007, MedToGo International, based in Tempe, published its third book, Page said. Th at was around the same time Dr. Page, who did his medical training at the Autonomous University of Guadalajara, and his sons, who studied at Harvard Medi-cal and Georgetown University respectively, started facilitating trips to Mexico for friends who wanted to avoid exorbitant pricing and cantankerous insurance providers in the U.S.

Th eir fi rst customer, a friend who need-ed an immediate hysterectomy, went to Hermosillo, Sonora, and paid $5,000 for a surgery that would have cost her $35,000 in Arizona, Page said. Another family friend, and customer number two, found out three days before he was scheduled for a double

knee replacement that his insurance car-rier had declined to pay for the surgery. He went with the Pages to a hospital in Mexico and paid $13,000 rather than the $60,000 he would have had to pay out of his own pocket in the U.S, said Page.

“Th e guy was back on the golf course with my dad in a few months,” said Page. “And he was doing yoga three or four months after that. He came to us and was our fi rst impe-tus. We really dug into this and we realized it wasn’t that diffi cult given all the contacts we already had and our relationships.”

Page said he, his father and brother start-ed making trips to Mexico to inspect hospi-tals and operating rooms and to start to build relationships with medical spe-cialists. Now, Page said, they facilitate about 15 to 20 proce-dures a month and add about two new customers a month as well.

“It’s slow growth,” said Page. “But it’s manageable and at the same time we’re getting great patients, getting better doctors and our pricing gets better.”

Th e group, which off ers special “Mommy Makeover” plastic surgery packages ($4,300 for a tummy tuck, three ar-eas of liposuction and breast augmentation) as well as orthopedic, dental, cardiovascu-lar and gynecological surgeries and several obesity-related surgeries, decided to broaden their horizons when business took a hit after Mexico’s 2009 Swine Flu epidemic.

Costa Rica was an obvious choice with an already established tradition of medical tour-ism. In 2010, some 36,000 tourists visited Cos-ta Rica to receive medical treatments, accord-ing to data from the Council for International Promotion of Costa Rican Medicine. Th ose

tourists spent around $295 mil-lion for their treat-ments there.

Page said MedToGo International has been working in Costa Rica for about four months. He plans to move to the capital, San José, next year.

MedToGo patients, Page says there’s been about 400 so far and counting, start out by coming to the company with a diagnosis they’ve already received from a doctor in the U.S. or Canada to discuss their options. Th rough a series of consultations with the company, the patient receives information about diff erent doctors, treatments and pricing. MedToGo helps book fl ights, hotels, whatever medical treatments are needed

PROFILE

and any post-surgery care or rehabilitation services that might be necessary. An English-speaking medical liason, usually a Canadian or U.S. expat, meets the patient at the airport in Mexico or Costa Rica and helps them get around during their stay.

Page said he’d prefer not to have to go to another country to get medical treatment, but with the state of U.S. health care and health care policies right now, a service like Med-ToGo International makes sense.

“We felt like we had the perfect team to put a business like this together,” Page said. “And with the mess that health care has made of itself with Republicans and Democrats bat-tling it out, and it feels like they have no desire to really help Americans now, it just makes sense.”

tal

BIZ FACTS

MedToGo International5030 S. Mill Ave., Suite D-12Tempe 85282www.medtogo.com(480) 785-2700 or toll-free 1-866-633-8646

The MedTo Go staff: Dr. Curtis P. Page, top row from left, Julie Rake PA-C, Dr. Robert H. Page, Rosa Senior, Bonnie Segles FNP, and Kelly Bry-ant RN. Bottom row, from left: Veronica Verdugo, Nicole Casella, Stacia Mendez and Dora Mendoza


Robots increasingly used in operating rooms at UABy Patrick McNamaraInside Tucson Business

As new technologies emerge, doctors have increasingly begun to turn to robots in the operating room for their precision and minimal invasiveness.

Doctors at the University of Arizona Col-lege of Medicine are among a handful of sur-geons exploring new frontiers in the operat-ing room.

“Th is has only been around for a few years,” said Th omas Gernon, a UA Depart-ment of Surgery surgeon who specializes in head and neck cancers. “It will transform how we treat things at the back of the tongue and skull base.”

Gernon and colleagues use the da Vinci Surgical System, an operating room robot developed by the Sunnyvale, Calif., company Intuitive Surgical, to perform cancer surger-ies on patients’ necks, throats and tongues.

Th e 35-year old native of Tacoma, Wash., came to UA in September. He attended med-ical school at the University of Washington and later completed residency at the Uni-versity of Michigan, then returned to Wash-ington to complete a fellowship under the direction of Neal Futran, a leading surgeon in head and neck oncology and reconstruc-tion fi eld.

Gernon and colleagues will be only the second surgical team in the state to use the da Vinci robot for head and neck cancer sur-geries, the other being the Mayo Clinic in Phoenix.

Th e da Vinci system, with its four robotic arms, instruments with full range of motion and three-dimensional camera, allows doc-tors to perform delicate surgeries that using conventional surgical methods would leave patients with considerable scarring.

“In the 1980s and 90s, cancers in the back of the throat or tongues required pretty dis-fi guring surgeries,” Gernon said.

With the da Vinci system, doctors don’t need to make incisions in patients’ necks and faces to access troubled areas in the

throat. Instead, instruments are inserted through a patient’s mouth while a surgeon peers into a viewing console and operates the robotic arms.

“It’s almost like you have your hands in the back of the patient’s throat,” Gernon said.

He described operating the robot as simi-lar to a virtual-reality video game. Surgeons operate the da Vinci instruments by hand at a console.

Th e tiny cutting, grasping and suturing arms have a range of motion even greater than a human wrist. Th e robotic arms also eliminate all the normal tremors and shaking of human hands.

Th e three-dimensional camera provides doctors a depth of fi eld that even advanced endoscopic surgical procedures lack.

“You actually feel like you have depth per-ception,” Gernon said.

Demonstration videos online show sur-geons performing dexterous procedures like peeling the skin from a grape and folding an origami bird small enough to rest on the face of a dime.

Th e advent of these procedures in Tucson means not only will patients receive cutting edge care, but they no longer need to go out of town for treatment.

Gernon said patients in Southern Arizona routinely go to surgery centers as far afi eld as Texas and Los Angeles to receive treatment.

Th e da Vinci robots have been in use for several years to treat cancers of the prostate and bladder and for gynecologic cancers.

More recently, doctors have begun to use it to perform surgeries to alleviate sleep apnea.

Gernon and colleagues plan to conduct the University of Arizona Medical Center’s fi rst head and neck surgeries with the robot beginning next week.

Next Generation is a monthly feature of Inside

Tucson Business profi ling Southern Arizonans

on the cutting edge of developing their ideas. If

you’ve got an idea or someone you think should

be profi led, contact reporter Patrick McNamara

at [email protected] or (520) 295-4259.

NEXT GENERATION

Dr. Thomas Gernon and the da Vinci surgical robot at the University of Arizona Medical Center.

J.D. F

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TECHNICALLY SPEAKING

Th ree truths about ‘experts’ inthe fi eld of Internet marketing

Back in October, I attended a national, three-day conference on up-to-the-nanosec-ond trends in Internet marketing. Experts from North America presented technologies and best practices to advertising agency ex-ecutives from throughout the United States. It’s already too late, in Internet time, to use the conference to predict key developments for 2012, but in the undercur-rents of the conference I found some important truths that can helpful going forward.

First, even at a national conference, the truth is that not all speakers know what they’re talking about. Be-cause of a scheduling quirk, I attended a talk with this title (and their punctuation): “Usability – Building a User Experience Model Using Current Technologies: Your Client’s Online Busi-ness Experience Is Broken; Let’s Fix It!”

Th e speaker’s credentials were impres-sive, but I’ve noticed people who don’t know what to say often ask questions instead of providing answers. Th is talk’s descrip-tion began with three questions and went downhill from there. Five minutes in, I realized the speaker had no answers. Ten minutes in, I realized the speaker would remain incoherent for the entire hour. I looked around at the other attendees and saw boredom, great acting, a proliferation of smartphones being used and some look-ing for an exit. When the speaker actually concluded her talk, attendees were frozen in place. Even though she now stood silent in front of us, we could hardly believe the experience might actually be over.

Th e second Internet marketing truth is that the best speakers were investing enormous eff ort at making sense while having to cope with a side-serving of fear. Th ese speakers shared an intense, worka-holic lifestyle, some working so hard they looked like stereotypical college students who had just pulled an all-nighter, aced the test, then pulled another all-nighter to ace the next test, and so on, for months. Th e insights they off ered were great but they were asking themselves, “Do I have that right as of today?” “Am I going to be able to keep up with the pace of this change?” “What have I overlooked?”

Th at’s the essence of Internet market-ing. We work like crazy at it, think we’ve got a handle on, for example, Facebook friending or Google Local and then, bing, bam, boom, some big change takes place.

A third truth: Most of the people develop-ing and selling new Internet marketing ser-vices — mobile phone apps; social media lis-

tening and measurement tools; SMS (short message service) texting services; and online gaming packages, contests, surveys, and me-dia bidding and buying services – are often terrible at explaining the services off ered.

At a sponsored lunch that was the mar-keting version of speed dating, we marketing professionals sat at tables of eight and, while dining, each of the sponsors appeared at our table to give us a three-minute sales pitch. Th at’s more time than an elevator speech. Handouts and laptops were permitted, so three minutes should have been enough time to explain in simple terms the services off ered. All but one vendor failed miserably.

Th e ad agency execs at my table were uncomfortable. After the second speaker had come and gone, as an experiment I off ered the comment, “I didn’t understand at all what that guy’s company does.”

Th e young women next to me looked relieved and said, “I didn’t un-derstand what he was talking about.” Th e rest of the people at the table nod-ded in agreement. And so it went.

Finally, I could comment about one speaker, “I actually understood what that guy was talking about.” Half of the those at my table nodded in agree-ment, but two young ad agency people looked even more miserable — they hadn’t even understood that one talk.

If you want your organization to take ad-vantage of the best practices in Internet mar-keting, my report is unsettling. Th e truths:

1. Some so-called experts are incoherent. 2. Even the best experts must engage in

a rigorous, daily battle to stay at the top of their game.

3. People may be terrible at explaining how a service or product could help you.

It’s tempting to think a reasonable alternative to coping with this massive fl ood of information and confusion is just to wait until it — the Internet — sorts itself out.

Th e truth is, of course, the Internet will never sort itself, technology will never get less complex, Internet marketing will never get easier and instead will only grow more challenging.

Th erefore, you may as well just plunge right in and do your best to get it right, even if you do have to pull an all-nighter.

Contact Dave Tedlock, president of the

website development and marketing company

NetOutcomes, at dave.tedlock@netoutcomes.

com or (520) 325-6900, ext. 157. His Technically

Speaking column appears the third week of

each month in Inside Tucson Business.

DAVE TEDLOCK


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GET ON THE LIST

Next up: Newspapers, magazines

With 2012 now underway, we’re collect-ing data for the 2013 edition of Th e Book of Lists. Upcoming categories that will be pub-lished in Inside Tucson Business are:

• Feb. 3: Paid subscription newspapers, Free newspapers, Magazines

• Feb. 10: Commercial real estate brokers, Commercial building contractors, Commer-cial real estate managers

• Feb. 17: Manufacturing fi rms• Feb. 24: Commercial photographers,

Video and fi lm production companies If your company fi ts one of these

categories, now is the time to update your profi le. Go to www.InsideTucsonBusiness.com and click the Book of Lists tab. New and unlisted businesses can create a profi le by following the directions.

Th e Book of Lists is a year-round reference for thousands of businesses and individuals. To advertise your business, call (520) 294-1200.

SMALL BUSINESS

Grijalva seeks business

advisory council membersU.S. Rep. Raúl M. Grijalva, D-Ariz., is cre-

ating six Small Business Advisory Councils to help advise him on small business and economic issues in Southern Arizona. Each of the councils will be made up of 10 mem-bers from the counties in his congressional district; Pima, Pinal, Santa Cruz, Maricopa, Yuma and La Paz.

Each council will focus on increasing re-gional economic competitiveness and charged with keeping Grijalva informed on local business needs. Each council will also host at least one public event each year to promote small business in the community, meet with Grijalva at least twice a year and with his district director Ruben Reyes at least four times a year.

Applications and an introductory letter are available online at http://1.usa.gov/z6kYF3. Small business owners, professors of economics and related fi elds, and others with economic expertise are encouraged to apply by Feb. 6. Each council will include at least one member representing a veteran-owned small business, a woman-owned small business and a minority-owned small business.

Pima College to off erentrepreneur workshops

Pima Community College is launching an Entrepreneurship Boot Camp beginning Saturday (Jan. 21). Th e workshops, support-ed by a grant from the U.S. Small Business Administration, provide comprehensive in-sight into all aspects faced by new and de-veloping business owners.

“Th e workshops are designed to give the participants the tools necessary to start and grow a successful company,” said Stan Stein-man, academic dean of Workforce & Busi-ness Development at PCC.

Th e workshops run through June. To reg-ister, call (520) 206-6468 to register. More information is online at pima.edu/busi-ness/customtraining, click on Entrepre-neurship Boot Camp.

PCC off ers and Entrepreneurship Acade-my, free of charge, and a fee-based Entrepre-neurship Boot Camp. All courses are taught by instructors who have experience in start-ing and/ or managing their own business.

POLITICS

What you need to know

to be a candidate Have you ever thought of running for

public offi ce? If so, the Tucson Hispanic Chamber of Commerce is holding a four-ses-sion Candidate Academy, starting Jan. 25.

Th e purpose of the academy is to edu-cate potential candidates and campaign workers on the business perspective and nuts and bolts of running a successful cam-paign. All candidates, regardless of political party are invited.

Th e academy consists of four meetings, held from 6-9 p.m. on consecutive Wednes-days in the Cox Corporate Offi ce, 1440 E. 15th St.

Th e cost for the academy is $100, or $75 for members of the Tucson Hispanic Cham-ber and covers all four meetings as well ma-terials. Register online at www.tucsonhis-panicchamber.org.

ENVIRONMENT Az Tech Council sponsors

electronics recyclingTh e Arizona Technology Council Foun-

dation will hold a technology recycling event from 8 a.m. to 3 p.m. Saturday (Jan. 21) at three locations in Tucson.

People will be able to drop off old or de-fective personal computers, computer pe-ripherals, networking equipment, main-frames, servers, point-of-sale equipment, printers, audio/visual and telecom devices, surplus metals, wire, cable and power strips. Miscellaneous electronic items such as test and lab equipment also will be accepted.

A portion of the equipment will be do-nated statewide to support Arizona educa-tional programs.

Th e drop-off locations are: • Gangplank, 5120 S. Julian Drive• ITT Technical Institute, 1455 W. River

Road• Texas Instruments, 5411 E. Williams

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Doctors and Westech Recyclers. Information is online at www.datadoctors.com/mkt/AZ.

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OUT OF THE OFFICEMEALS & ENTERTAINMENT

Jax Kitchen is hosting a winemaker dinner Monday (Jan. 23) featuring the wines of Napa’s Elyse Winery. Executive Chef Virginia “Ginny” Wooters, working in tandem with Elyse’s winemaker and owner Ray Coursen, has created a fi ve-course menu for the dinner. Coursen will talk about each of his wines at the dinner.

“We are excited about bringing Ray to Jax Kitchen, pairing up the unique culinary creations that Jax is known for with some truly outstanding wines created by a master winemaker,” said Brian Metzger, owner of Jax Kitchen. “We’re equally thrilled about a nifty little tie-in here: Jax Kitchen is named after my son, Jackson, while our sister restaurant, Th e Abbey, is named after my daughter. Ray named his winery after his daughter, Elyse, but he also has another label – Jacob Franklin – named after his son, Jake. Our heritages continue through our children.”

Th e wine dinner begins at 6:30 pm, seating is limited to 60 and the cost per person is $125, including tax and tip. Monday’s dinner will give you the chance to see some recent updates to the restau-rant’s dining room décor.

• Jax Kitchen, 7286 N. Oracle Road — www.jaxkitchen.com — (520) 219-1235

Slow Food at Maynards Maynards Market + Kitchen is partner-

ing with Slow Food Tucson on a farmer’s dinner it will off er at 5 p.m. Jan. 29.

Chef Addam Buzzalini has crafted a multi-course menu that takes advantage of fresh ingredients and products sourced

from local farms. Th e dinner will be served family-style and paired with local wines.

Th e cost is $60 per person, plus tax and tip. Seating is limited to 30 people and Slow Food Tucson will receive 10 percent of the proceeds.

• Maynards Market + Kitchen, 400 N. Toole Ave. in the Historic Depot — www.may-nardsmarket.com — (520) 545-0577

V’s new lunch menu V Fine Th ai Dining revamped its lunch

menu this month focusing on variations of pho, the Asian noodle soup dish made famous in this country by the Vietnamese but can also be found in other southeast Asian countries, including Th ailand where it is served with Th ai basil. In addition to pho, V continues to off er its popular lunch combinations meals.

• V Fine Th ai Dining, 9 E. Congress St. — www.modernthaicuisine.com — (520) 882-8143

Contact Michael Luria at mjluria@

gmail.com. Meals & Entertainment appears

weekly in Inside Tucson Business.

Family bonds put Jax and Elysetogether for wine dinner

MICHAEL LURIA

ARTS & CULTURE

Museum fundraiser Mini-Time Machine Museum, 4455 E.

Camp Lowell Drive, hosts its fi rst fundrais-ing event Jan. 27 with “Vegrandis,” looking

back 100 years to the eve of Arizona statehood. In addition to food and entertainment, the event will showcase a new exhibit “Shaping Arizona Statehood: Th e George Stuart Historical Figures of the Movement West.” Th e gala event begins at 6:30 p.m. with a grand overture limited to 50 guests at 5 p.m. Tickets are $100 for the gala and $150 including the

grand overture and can purchased online at www.Th eMiniTimeMachine.org.

More musicArizona Friends of Chamber Music

host the Jupiter String Quartet for a performance with guest artist Denise Djokic at 7:30 p.m. Wednesday (Jan. 25) in the Leo Rich Th eater, 260 S. Church Ave. Th e concert is a family aff air with several musicians hailing from the same family, either by blood or by marriage. Tickets are $25 for adults, $10 students. Buy them online at www.arizonachambermusic.org or call (520) 577-3769.

Contact Herb Stratford at herb@

ArtsandCultureGuy.com. Stratford teaches

Arts Management at the University of Arizona.

He appears weekly in Inside Tucson Business.

Tucson Symphony Orchestra presents “Wicked Divas” Jan. 28 and 29 as part of its TSO Pops series. Th e show features two genuine Broadway divas, Alli Mauzey and Julia Murney, fresh from their duties in the New York production of “Wicked.” Another special treat for Tucson audiences is the guest conductor for these concerts, former TSO musical director and conductor Bob Bernhardt.

Th e concert will feature selections from Broadway classics including “Wicked,” “Gypsy,” “Ragtime,” “Chicago” and “Phantom of the Opera.” Th e concerts will be at 7:30 p.m. Jan. 28 and 2 p.m. Jan. 29 at the Tucson Music Hall in the Tucson Convention Center complex, 260 South Church Ave.

DanceUApresents brings the Tony-nominated

dance extravaganza “Forever Tango” to the stage at 8 p.m. Monday (Jan. 23) at Centen-nial Hall, 1020 E. University Blvd. on the University of Arizona campus. Th e tour-de-force South American export features an all-Argentinean cast of dancers, as well as an on-stage Argentinean orchestra composed of members from the country’s National Symphony orchestra. “Forever Tango” has broken attendance records on New York stages and promises to turn up the heat when it debuts here in Tucson.

Fresh from New York, TSO presents two ‘Wicked Divas’

HERB STRATFORD


SALES JUDO

After three columns on how techni-cal professionals — sales engineers and technical sales representatives — can become more eff ective, I’d like to share a real-life example of a technical sales opportunity that had its mo-ments but ended well.

Kennen, the nom de guerre I assigned to the technical sales representative, really knows her stuff . She may be one of just fi ve or 10 experts in the evolv-ing fi eld of providing energy conservation systems to large organizations. Th e energy savings (about 60 percent) and payback time (18 months or less) make selling these systems almost a “slam dunk.”

Th e basic system involves replac-ing fl uorescent and high-pressure so-dium light bulbs with “bulbs” made of light emitting diodes (LEDs). Th e best prospects are those who have their lights ablaze 24/7, like hospitals.

Kennen is a non-selling profes-sional. She loves planning and detail work and would prefer to be in charge of research and development. Not sur-prisingly, she has a perfectionist streak and is creative. Unlike many techies, she prefers to dress professionally and usually wears suits to meetings.

She openly admits she hates selling. But she is the company’s CEO and is abso-lutely passionate about her product suite.

Her sales presentations are detailed and are designed more to deliver informa-tion than to uncover needs. She prefers to do 70 percent of the talking. She created a 40-minute PowerPoint that addresses just about every question ever raised about the systems her fi rm sells. Prior to each sales call, she selects only those slides that are best suited to the indus-try, which allows her to cut the delivery time to as little as fi ve minutes. So far she has made more than 30 presentations.

Kennen, her vice president for op-erations and I met several days before we were to meet with Mr. Th or, the Decision Maker of a division of a major corpora-tion, and two of his technical experts, Mr. Watt and Mr. Volt, both of whom have authority to veto the sale. Th e objective was to arrange a small-scale trial of the system, followed by an energy audit and the retrofi tting of all of the company’s fl uorescent lights. After a successful installation, the larger objective was to penetrate the remaining divisions of Th or’s multi-billion dollar parent corporation.

He already knew about the energy sav-ings potential and payback period for this particular product from a fi rst sales call and had expressed a solid interest in it. While we couldn’t impact revenues, we could “nail” cost reduction, increase profi ts, improve the company’s Green image by decreasing the carbon emission loads, and

eliminate the mercury going into land-fi lls from the company’s fl uorescents.

We held a sales planning meeting fi ve days before the sales call where we reviewed the big picture objectives. We

were to start at 2 p.m. and end at 2:50 p.m., leaving us 50 minutes to make a brief presentation, to uncover and deal with any concerns, and to plan for the small scale demo.

We agreed to follow the TAPS model. We would start with the “time” allocated for the meeting; move on to “agenda” topics; to the meet-

ing’s specifi c “purposes” and conclude with next “steps.” Following introductions, Ken-nen was to briefl y review how the product operated and its cost savings. She was then to ask Watt and Volt if they had any ques-tions and to answer to their satisfaction.

We agreed to dress informally, since Mr. Th or would be wearing busi-ness casual attire with Watt and Volt in polo shirts and jeans. Directions to the facility were reviewed, and we agreed to meet there at 1:45 p.m.

I arrived at the appointed time and found Th or waiting in the lobby. And

then Sharmak, the god of all things that bedevil sales, intervened. Kennen and the vice president of operations got lost and arrived at 2:05 p.m. By the time we were all seated in the meeting room it was 2:10 p.m., leaving us with 40 min-utes, not the 50 we had planned for.

Kennen had her PowerPoint presenta-tion at the ready but Th or began by saying there wasn’t time. Th is upset Kennen. Her presentation was something of a psycho-logical crutch, as it often is for non-selling professionals. It provides them with needed predictability and structure.

She couldn’t begin with TAPS because Th or took control by introducing Watt and Volt, then immediately turned the meeting over to them to ask questions.

Watt, saying he was paid to be skepti-cal, started pitching hardball questions. What was the cost per kilowatt hour we used in our cost savings models? Th eir costs were only 65 percent of the rate we typically used, so how could we possi-bly produce suffi cient savings? What are the color and temperatures of our LEDs? How many hours do they last? How much do they degrade before failure? What’s the warranty? How diffi cult is the instal-lation? What is the estimated payback

period? How much do the LEDs cost?Kennen settled and proceeded to con-

nect solidly with each question, racking up singles, doubles and a homerun with no outs. It was a long, long inning dur-ing which she scored above the level required to satisfy their skepticism. At 2:45 p.m., we agreed upon next steps: retrofi tting two offi ces with LEDs of two diff erent temperatures in early February. We all stood up and moved off to our next appointments at 2:50 p.m. on the dot.

Th is sale will require three or four more stages. Th e total sales cycle times could range from six to 14 months, if the project can’t be wedged into this year’s budget cycle. Protracted sales cycles like this will require Kennen to prospect for many new deals in the hopes of closing 25 percent of them within six months. She also has multiple late-stage sales deals from 2011 that should close soon, provid-ing much-needed revenue and cash fl ow.

So far, she’s doing a “picture per-fect” job of technical sales.

Contact Sam Williams, president

of New View Group, at swilliams@

newviewgroup.net or (520) 390-0568. Sales

Judo appears the fi rst and third weeks of each

month in Inside Tucson Business.

SAM WILLIAMS

Tagging along on a good solid technical sales call SALES


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PEOPLE IN ACTION

reporter for the Tucson Citizen and later worked for the Arizona Daily Star. Echavarri received a Freedom of Information Award from the Arizona Newspaper Association in 2011 for her work in a series published in the Arizona Daily Star.

Marti Jager has joined Arizona Public Media as an underwriting consultant. Jager was an account executive for a local radio group in Bend, Ore. for more than a decade. She attained the designation of Certifi ed Radio Marketing Consultant during that period. Her duties for AZPM will include servicing and maintaining existing accounts as well as developing new business.

TCI Wealth Advisors, Inc. has named two new partners in Tucson: Hank Peck and Sam Swift. Peck is a Certifi ed Financial Planner with an extensive background in employee benefi ts and insurance. Peck joined TCI in 2008. Swift is a Certifi ed Financial Analyst and joined TCI in 2006. Swift manages the implementation of client portfolios and continual analysis of

AWARDS

The Dusk & Dawn Toastmasters Club has announced that Tim Foran has qualifi ed for the Competent Communicator award. To qualify for the award, Foran performed 10 communication projects outlined in the Competent Leader manual. Foran has worked for 30 years in the aerospace and commercial manufacturing industries.

Vail Unifi ed School District Superintendent Calvin Baker was named superintendent of the year at the annual Arizona School Board Association (ASBA) conference. ASBA recognizes outstanding achievement across Arizona.

NEW HIRES

Long Realty has hired Jon Quist as a real estate buying agent for its Tanque Verde Offi ce. Quist earned a real estate license in 1996. He also holds ABR, CRS, e-PRO and GRI designations. Before working in real estate, Quist had an extensive business career, including manufacturing, wholesale and retail.

Fernanda Echavarri has joined Arizona Public Media as a producer and reporter. Echavarri will cover current events and education. She graduated from the University of Arizona School of Journalism. Echavarri began her career in journalism as a

investment solutions.Anchor Wave

Internet Solutions has hired Agustin “Agie” Olmedo as a search engine optimization representative. Olmedo will work in new business development and maintaining client relationships.

PROMOTIONS

Ellen Kirton has been appointed as the

new director for the Small Business Development Center (SBDC), a counseling, training and education service hosted by the Microbusiness Advancement Center (MAC) in Pima County. Kirton will supervise SBDC counselors and is responsible for promoting self-employment and entrepreneurship throughout Pima and Santa Cruz counties. With 35 years of banking experience, Kirton most recently worked as an independent business consultant and is concurrently a Partner in EffortlessHR, an internet-based human resource company providing small businesses an easy-to use employee management

MARTI JAGER HANK PECK

SPECIAL EVENTS

AZ Wellness Coalition 4th Tuesday Networking BreakfastDr. Rubin Naiman presents: “Mindful Sleep: Turn on, Tune In, Nod Out.”

Tuesday (Jan. 24) 7:45 to 10 a.m. Manning House 450 Paseo Redondo Info: [email protected] of (5200 322-0832Cost: $20/members, $25/non-members

www.AzIntegrative.org

An Evening with Noam Chomsky: “Education for Whom and For What?”Wednesday (Feb. 8)7 p.m. to 8:30 p.m.Centennial Hall

1020 E. University Blvd. Contact: Lori Harwood [email protected] (520) 626-3846http://web.sbs.arizona.edu/college/chomsky Cost: Free

State of the City Luncheon and AddressMayor Jonathan Rothschild to give Tucson’s annual addressTuesday (Feb 14) 11:30 a.m.Tucson Convention Center 260 S. Church Avenue Cost: $50 for Tucson

Metro Chamber members; $70 general publichttp://TucsonChamber.orgInfo: Gina Babunovic [email protected] (520) 792-2250 ext. 133

CALENDAR

SAM SWIFT AGUSTIN OLMEDO

system. Before joining EffortlessHR, she was the senior vice president of Chase Bank and managed the bank’s loan center in Tucson.

Michael Tulino has been named vice president for student development at Pima Community College’s Northwest Campus. Tulino has worked for Pima since 2003. Since 2007, Tulino has served as director of admissions and registrar.

APPOINTMENTS

Tucson Originals is has announced the appointment of offi cers for the 2012 year. Anthony Rocco DiGrazia, Rocco’s Little Chicago, has been named president; Frank

Santos, Frankie’s South Philly Cheesesteaks, was named vice president; Suzanne Kaiser, Vero Amore and Noble Hops, as treasurer; Julie Connors, Pastiche Modern Eatery, as acting secretary.

Other board members: Mindi Bernstein, Café 54; Pat Connors, Pastiche; Susie Elefante, Mama Louisa’s; Jonathan Landeen, Jonathan’s Cork; Doug Levy, Feast; Todd Martin, Tucson Tamale; Jim Murphy, Kingfi sher/Bluefi n; Coralie Satta, Ghini’s French Café; and member at large, Executive Director, Colette Landeen, Jonathan’s Cork.

FERNANDA ECHAVARRICALVIN BAKER ELLEN KIRTON MICHAEL TULINO

Now your business can tell Inside Tucson Busi-ness about new hires, promotions and special awards online. Go to www.insidetucsonbusi-ness.com and click the “People in Action” but-ton. From there you can submit your announce-ment and we’ll publish it online and in print.

{TELL US ONLINE}


MEDIARadio ratings: Some reshuffl ing at the top, questions for other stationsBy David Hatfi eldInside Tucson Business

Arbitron has released its latest quarterly radio ratings for the Tucson market but shakeups at four stations during the three-month ratings period makes it diffi cult to pinpoint any developing trends.

Th ough reshuffl ed, the usual suspects are once again at the top of the ratings.

If you want to reach adults 25-54 years-old with your advertising message, Cumulus Media’s country station KIIM 99.5-FM leads the pack.

Do you want to reach women 25-54? Th en Journal Broadcast Group’s adult contemporary music station Mix-FM KMXZ 94.9-FM is your top-rated station.

How about men 25-54? Lotus Corp.’s rock station KLPX 96.1-FM is No. 1 there.

Want a younger audience, say 18-34 year-olds? Clear Channel’s hit music KRQ 93.7-FM is still the dominant station.

Th e real intrigue in these latest ratings is over the four stations that ended the ratings period on Dec. 7 with diff erent identities than they had when it started on Sept. 15. Th e stations accounted for more than 10 percent of the total audience, or, an average, 241,400 unique listeners a week who at least sampled the stations.

Was the average of 105,600 listeners who tuned in to 92.9-FM at least once in a week more heavily weighted to the early part of the ratings period before the end of October when Clear Channel laid off morning hosts Jennie Grabel and Chris Patyk on the Mountain KWMT? Or was it bumped up in the following days by a lot of curiosity sampling of listeners wanting to fi nd out what would happen next? Or, as Clear Channel probably hopes, was there just a massive amount of excitement after Nov. 18 when My 92.9 KMIY debuted? Going with the odds, the fi rst question encompasses 55 percent of the ratings period, the second question involved 22

percent and the third was 23 percent. Similar questions arise over 97.1-FM,

which Clear Channel switched from the Spanish hit music of Mia to a simulcast of conservative news-talk for KNST 790-AM eff ective Nov. 28. Considering the move was completed with just 10 days remaining in the three-month ratings period, it’s diffi cult to imagine it had much of an impact, especially since the total average shows that 62 percent of the 25-54 year-old audience was composed of women, hardly the prime demographic for a conservative news-talk station. Also not-so-welcome news for Clear Channel, it appears the Mia format, which had been on since August 2009, was fi nally gaining some traction with an audience share that was up 57 percent from three months earlier and a year ago.

Th e one other Clear Channel change involved 1450-AM, which ended a 10-month experiment with an all-comedy format, switching to Spanish oldies and bringing back the branding of La Preciosa KTZR, which had been used on 97.1-FM before August 2009. In either event, the station garnered less than 1 percent of the audience, although that was down from the 1.1 percent share it had a year ago as an English-language oldies station.

Th e fourth station change was at Journal Broadcast Group, which on Oct. 5, dis-missed its on-air staff at Mega KGMG 106.3-FM then vamped until Oct. 17 when it was rebranded as the Groove KTGV. Although the music mix was adjusted, the format for the Groove is still called rhyth-mic oldies. To date, the station is still foregoing on-air personalities. Th e overall ratings this time were down 10 percent from three months earlier but up 94 from a year ago.

Contact David Hatfi eld at

dhatfi [email protected] or (520) 295-4237.

Inside Tucson Media appears weekly.

TOP 10RATED MORNING RADIO SHOWSRank Show Station Average audience

6-10 a.m. weekdays

1 Max, Shannon and Porkchop KIIM 99.5-FM 15,700

2 Johnjay and Rich KRQ 93.7-FM 12,800

3 Bobby Rich Morning Mix Mix-FM KMXZ 94.9-FM 12,700

4 Los Hijos de La Manaña La Caliente KCMT 102.1-FM 8,600

5 Garret Lewis Morning Ritual KNST 790-AM 6,900

6 The Frank Show KLPX 96.1-FM 6,800

7 Jon Justice The Truth KQTH 104.1-FM 5,900

8 Fook KFMA 92.1-FM/101.3-FM 5,800

9 Tim Tyler K-Hit KHYT 107.5-FM 5,500

10 Jennie & Chris * The Mountain KWMT 92.9-FM 4,900

Source: Arbitron Inc.* Jennie & Chris last airdate was Oct. 27, 2011; station changed format, branding and call letters to KMIY Nov. 18, 2011.

TOP STATIONS: 2554 Rank Station Avg

1 KIIM 99.5-FM 5,200

2 Mix-FM KMXZ 94.9-FM 4,300

3 KRQ 93.7-FM 4,200

4 La Caliente KCMT 102.1-FM 2,800

5 KLPX 96.1-FM 2,700

6 K-Hit KHYT 107.5-FM 2,600

7 KFMA 92.1-FM/101.3-FM 2,400

8 The Groove KTGV 106.3-FM * 2,200

9 tie Hot 98.3 KOHT 98.3-FM 2,100

9 tie Mia KTZR 97.1-FM * 2,100

Source: Arbitron, average audience 25-54 Monday through Sunday, 6 a.m.-midnight.* The Groove was branded as Mega KGMG until Oct. 17, 2011; Mia KTZR became KNST-FM eff ective Nov. 28, 2011; and The Mountain KWMT became My 92.9 KMIY eff ective Nov. 18, 2011.

TOP STATIONS: 1834 Rank Station Avg

1 KRQ 93.7-FM 4,100

2 KIIM 99.5-FM 2,900

3 Hot 98.3 KOHT 98.3-FM 2,400

4 KFMA 92.1-FM/101.3-FM 2,000

5 Mix-FM KMXZ 94.9-FM 1,800

6 La Caliente KCMT 102.1-FM 1,200

7 tie Mia KTZR 97.1-FM * 1,100

7 tie The Mountain KWMT 92.9-FM * 1,100

7 tie La Poderosa KZLZ 105.3-FM 1,100

10 The Groove KTGV 106.3-FM * 900

Source: Arbitron Inc.,average audience 18-34 Monday through Sunday, 6 a.m. to midnight.* Mia KTZR became KNST-FM eff ective Nov. 28, 2011; The Mountain KWMT became My 92.9 KMIY eff ective Nov. 18, 2011; and The Groove was branded Mega KGMG until Oct. 17, 2011.

`

TUCSON RADIO RATINGSAverage percentage of listening audience 12 years old and older, Monday-Sunday 6 a.m. - midnight

Rank Station Format Owner Sept-Dec

2011

Jun-Sept

2011

Sept-Dec

2010

1 2 KIIM 99.5-FM Country Cumulus 9.6 8.7 8.22 3 Mix-FM KMXZ 94.9-FM Adult

contemporaryJournal 8.3 7.3 9.4

3 1 KRQ 93.7-FM Hit music Clear Channel

7.7 8.8 9.7

4 5 KUAZ 89.1-FM/1550-AM NPR/jazz Arizona Public Media

4.6 4.4 5.5

5 8 K-Hit KHYT 107.5-FM Classic hits Cumulus 4.5 3.8 3.56 4 La Caliente KCMT 102.1-FM Regional

MexicanLotus 4.4 6.0 5.8

7 7 Hot 98.3 KOHT 98.3-FM Hits and hip-hop

Clear Channel

4.2 3.9 3.7

8 11 KFMA 92.1-FM/101.3-FM New rock Lotus 3.9 3.4 4.19 6 KLPX 96.1-FM Rock Lotus 3.7 4.2 4.110 12 KNST 790-AM News-talk Clear

Channel3.6 3.2 3.8

11 9 The Groove KTGV 106.3-FM*

Rhythmic oldies Journal 3.3 3.7 1.7

12 17 KNST-FM 97.1-FM* News-talk Clear Channel

3.2 2.0 2.1

13 10 My 92.9 KMIY 92.9-FM* Adult contemporary

Clear Channel

3.1 3.5 3.5

14 14T The Truth KQTH 104.1-FM News-talk Journal 2.8 2.8 2.715 13 KUAT-FM 90.5-FM/89.7-FM Classical music Arizona

Public Media

2.7 2.9 2.5

16 16 La Poderosa KZLZ 105.3-FM Regional Mexican

KZLZ LLC 2.6 2.3 2.5

17 14T KTUC 1400-AM Pop standards Cumulus 2.5 2.8 2.618 20T Bob KSZR 97.5-FM Adult

contemporary Cumulus 1.6 1.3 2.6

19 19 KCEE 690-AM Pop standards Good News

1.4 1.6 1.0

20 20T ESPN Radio KFFN 1490-AM/104.9-FM*

Sports-talk Journal 1.3 1.3 0.8

21 23T The Source KCUB 1290-AM Sports-talk Cumulus 0.9 0.7 1.622 22 The Voice KVOI 1030-AM News-talk Good

News0.8 0.8 0.8

23T - KEVT 1210-AM Spanish variety One Mart 0.7 < <23T 23T La Preciosa KTZR 1450-AM* Spanish oldies Clear

Channel0.7 0.7 1.1

Source: Arbitron Inc. Laterst ratings survey conducted Sept. 15-Dec. 7, 2011. Previous survey was done June 23-Sept. 14, 2011. Year ago survey dates Sept. 16-Dec. 8, 2010. < - Indicates ratings below minimum caculatable number.* Notes:KFFN began broadcasting on its FM frequency March 14, 2011.KGVY began broadcasting on its FM frequency April 1, 2011.KMIY was formerly modern music format The Mountain KWMT until Nov. 18, 2011. KNST-FM was formerly Spanish hit music format Mia KTZR until Nov. 28, 2011. KTGV was formerly R&B and oldies format Mega KGMG until Oct. 17, 2011.

KTZR was formerly all-comedy Funny KWFM from Jan. 26-Nov. 21, 2011, and before that was oldies format Cool KWFM.


FINANCEYOUR MONEY

Part of the sandwich generation? 7 tips to help you balance life

Raising a family while pursuing a demanding career is a tough enough challenge. When you add in tending to aging parents, you’ve offi cially joined the “sandwich generation.”

Th is is a mushrooming group of people who are being squeezed by simultaneous responsibilities for elder and younger generations.

If you aren’t there yet, you may be soon. How you handle it may depend on how you prepare for it.

As many as 13 percent of U.S. house-holds with two or more people aged 30 to 60 have two earners juggling the responsi-bilities for children, an aging parent, and a career. With life expectancies rising, that percentage is likely to swell as well.

It’s a balancing act, but you can take steps to ease the strain on your time, money and other resources:

CommunicateTh e best time to talk with aging parents

about long-term care insurance, money issues and medical care decisions is before, not during, a crisis. Understanding their needs, wishes and fi nancial situation can help the family work together toward a desirable future. And take notes that can be used to help develop a checklist.

Share the loadHolding a family meeting can help you

assign responsibilities. Make sure to consider everything from shuttling kids to after-school activities and the grandparents to cardiologist appointments, to ponying up for eldercare, so no one person has to shoulder the entire burden.

Be fi scally conscientiousFunding college savings plans and

paying for nursing home care while still saving for your own retirement is a formidable challenge. Getting an early start on saving and investing helps, of course, and considering diff erent ways to protect your parents’ assets is crucial. A compre-hensive fi nancial and estate plan can keep your retirement, your kids’ college savings and your aging parents on track.

Tap outside resourcesLocal, state, and federal governments all

off er eldercare and childcare services and information. Some religious and civic organizations do as well. Many employers provide assistance through such things as fl extime and family care programs that pay for in-home help. Seek out these resources and take advantage of them.

Gather essential information

Work with your parents to prepare a comprehensive personal data record that lists their essential fi nancial, legal, and

medical information. Having a health-care directive, for example, is of little use if no one knows where it is and what it says.

A personal data record should include information about bank accounts, invest-ment holdings, insurance policy numbers and company names, wills, durable powers of attorney, medical care documents, and professional fi nancial advisers.

Ensure that the family decision-makers and your advisers know where to fi nd the documents.

Share your expectationsRemember your parents can and

probably want to have responsibilities in your household. Let them be involved, productive members of the family.

Take care of yourselfFinally, you’ll be in no shape to care for

children and elderly parents if you don’t make your own health and fi nancial well-being a priority, too. With so much to be done, caregivers often hesitate to take time for themselves.

Relentlessly pushing yourself out of a sense of obligation to others will inevitably sap your energy and your ability to do what needs to be done.

So nurture yourself as well as your family members.

And maybe most importantly, don’t neglect your marriage. Make time for one another, and have fun.

Live your life. You’ll be better equipped to meet all those other emotional, fi nan-cial, and logistical challenges.

Contact Drew Blease, president and

founder of Blease Financial Services, 7358 N.

La Cholla Blvd., Suite 100, at drewblease@

bleasefi nancial.com or (520) 299-7172.

DREW BLEASE

TUCSON STOCK EXCHANGEStock market quotations of some publicly traded companies doing business in Southern Arizona

Company Name Symbol Jan. 18 Jan. 12 Change52-Week

Low52-Week

HighTucson companiesApplied Energetics Inc AERG 0.08 0.07 0.01 0.12 0.97CDEX Inc CEXI.OB 0.08 0.05 0.03 0.02 0.10Providence Service Corp PRSC 14.80 14.80 0.00 8.35 17.48UniSource Energy Corp (Tucson Electric Power) UNS 37.23 36.34 0.89 32.96 39.25

Southern Arizona presenceAlcoa Inc (Huck Fasteners) AA 10.02 9.63 0.39 8.45 18.47AMR Corp (American Airlines) AMR 0.42 0.36 0.06 0.20 8.51Augusta Resource Corp (Rosemont Mine) AZC 3.50 3.41 0.09 2.65 6.29Bank Of America Corp BAC 6.80 6.87 -0.07 4.92 14.95Bank of Montreal (M&I Bank) BMO 58.08 57.11 0.97 51.83 66.64BBVA Compass BBV 8.33 8.02 0.31 7.02 13.01Belo Corp (KMSB 11, KTTU 18) BLC 7.37 7.17 0.20 4.36 9.27Berkshire Hathaway (Geico, Long Cos) BRK-B* 78.92 78.00 0.92 65.35 87.65Best Buy Co Inc BBY 25.17 24.81 0.36 21.79 35.79BOK Financial Corp (Bank of Arizona) BOKF 58.19 58.59 -0.40 43.77 59.59Bombardier Inc* (Bombardier Aerospace) BBDB 4.50 4.23 0.27 3.30 7.29CB Richard Ellis Group CBG 17.05 17.55 -0.50 12.30 29.88Citigroup Inc C 29.03 31.27 -2.24 21.40 49.60Comcast Corp CMCSA 25.72 25.42 0.30 19.19 27.16Community Health Sys (Northwest Med Cntrs) CYH 17.03 17.90 -0.87 14.61 42.50Computer Sciences Corp CSC 25.52 24.58 0.94 22.80 56.61Convergys Corp CVG 13.00 12.78 0.22 8.49 15.00Costco Wholesale Corp COST 81.76 79.99 1.77 69.54 88.68CenturyLink (Qwest Communications) CTL 37.46 36.61 0.85 31.16 45.34Cvs/Caremark (CVS pharmacy) CVS 43.10 42.04 1.06 31.30 42.69Delta Air Lines DAL 8.92 8.61 0.31 6.41 12.34Dillard Department Stores DDS 46.29 45.53 0.76 37.49 61.08Dover Corp (Sargent Controls & Aerospace) DOV 60.60 59.05 1.55 43.64 70.15DR Horton Inc DHI 14.12 14.13 -0.01 8.03 14.26Freeport-McMoRan (Phelps Dodge) FCX 44.47 41.65 2.82 28.85 59.84Granite Construction Inc GVA 27.27 25.98 1.29 16.92 29.68Home Depot Inc HD 44.88 43.46 1.42 28.13 43.96Honeywell Intl Inc HON 58.19 56.46 1.73 41.22 62.28IBM IBM 181.07 182.32 -1.25 151.71 194.90Iron Mountain IRM 31.92 31.58 0.34 24.28 35.79Intuit Inc INTU 56.45 55.18 1.27 39.87 56.46Journal Communications (KGUN 9, KMXZ) JRN 4.90 4.64 0.26 2.69 6.18JP Morgan Chase & Co JPM 36.54 36.66 -0.12 27.85 48.36Kaman Corp (Electro-Optics Develpmnt Cntr) KAMN 31.00 29.72 1.28 25.73 38.40KB Home KBH 9.69 8.62 1.07 5.02 16.11Kohls Corp KSS 48.09 46.01 2.08 42.14 57.39Kroger Co (Fry's Food Stores) KR 24.12 24.09 0.03 21.14 25.85Lee Enterprises (Arizona Daily Star) LEE 0.76 0.72 0.04 0.58 3.47Lennar Corporation LEN 23.00 22.25 0.75 12.14 22.53Lowe's Cos (Lowe's Home Improvement) LOW 27.46 26.53 0.93 18.07 27.45Loews Corp (Ventana Canyon Resort) L 38.38 38.34 0.04 32.90 45.31Macerich Co (Westcor, La Encantada) MAC 52.65 52.95 -0.30 38.64 56.50Macy's Inc M 35.37 34.84 0.53 21.69 35.21Marriott Intl Inc MAR 33.94 33.02 0.92 25.49 42.78Meritage Homes Corp MTH 26.64 26.76 -0.12 13.68 27.42Northern Trust Corp NTRS 41.22 42.26 -1.04 33.20 56.14Northrop Grumman Corp NOC 60.17 58.51 1.66 49.20 72.50Penney, J.C. JCP 33.92 34.56 -0.64 23.44 41.00Pulte Homes Inc (Pulte, Del Webb) PHM 7.94 7.70 0.24 3.29 8.58Raytheon Co (Raytheon Missile Systems) RTN 49.62 48.80 0.82 38.35 53.12Roche Holdings AG (Ventana Medical Systems) RHHBY 44.11 42.50 1.61 34.02 45.65Safeway Inc SWY 21.55 20.79 0.76 15.93 25.43Sanofi -Aventis SA SNY 36.35 35.84 0.51 30.98 40.75Sears Holdings (Sears, Kmart, Customer Care) SHLD 39.49 32.90 6.59 51.14 94.79SkyWest Inc SKYW 13.59 13.34 0.25 10.47 17.28Southwest Airlines Co LUV 9.02 8.88 0.14 7.15 13.18Southwest Gas Corp SWX 41.67 41.06 0.61 32.12 43.22Stantec Inc STN 26.50 26.50 0.00 20.96 31.89Target Corp TGT 49.87 49.03 0.84 45.28 56.44TeleTech Holdings Inc TTEC 15.60 15.97 -0.37 14.10 23.46Texas Instruments Inc TXN 33.72 30.73 2.99 24.34 36.71Time Warner Inc (AOL) TWX 37.39 37.36 0.03 27.62 38.62Ual Corp (United Airlines) UAUA 18.25 18.01 0.24 15.92 27.72Union Pacifi c Corp UNP 109.82 111.98 -2.16 77.73 112.52Apollo Group Inc (University of Phoenix) APOL 54.03 57.23 -3.20 37.08 58.29US Airways Group Inc LCC 6.04 5.91 0.13 4.53 11.28US Bancorp (US Bank) USB 29.08 28.41 0.67 20.10 29.42Wal-Mart Stores Inc (Wal-Mart, Sam's Club) WMT 60.01 59.40 0.61 48.31 61.06Walgreen Co WAG 33.75 34.01 -0.26 30.34 47.11Wells Fargo & Co WFC 30.24 29.62 0.62 22.58 34.25Western Alliance Bancorp (Alliance Bank) WAL 7.56 7.35 0.21 4.44 8.45Zions Bancorp (National Bank of Arizona) ZION 18.79 18.50 0.29 13.18 25.60Data Source: Dow Jones Market Watch

*Quotes in U.S. dollars, except Bombardier is Canadian dollars.


INSIDE REAL ESTATE & CONSTRUCTION

By Roger YohemInside Tucson Business

New home permits for 2011 fell below 1,500 for the fi rst time in 44 years, ending at 1,438. Th e last year the pace of building activity was slower was in 1967 when 1,307 new home per-mits were issued in the Tucson region.

Since peaking in 2005 at 11,762 permits, new construction activity has dropped every year since, according to new year-end data from Bright Future Business Consultants.

From 2010 to 2011, permits dropped 23 percent, falling from 1,865 to 1,438 (see chart). Th e municipalities with the largest losses were Sahuarita, down 39.8 percent, and Tucson, which was down 30.6 percent.

Oro Valley was just three permits short of matching its 2010 total, ending 2011 with 42, said John Strobeck, owner of Bright Fu-ture Business Consultants. On a percentage basis, activity dropped the least in Marana at 3.8 percent, only 13 fewer than the town’s 341 total in 2010.

CREW leader McNulty Attorney Linda McNulty of Lewis & Roca

has been named 2012 president of Tucson CREW (Commercial Real Estate Women). She is a partner with the fi rm’s real estate and fi nance practice groups.

During her career, McNulty has helped shape regional water use policies, having served as special assistant at the Arizona Department of Water Resources. In Febru-ary 2011, she was appointed to the Arizona Independent Redistricting Commission.

Joining her as offi cers are president-elect Barbi Reuter, with Picor Commercial Real Estate; treasurer Loretta Peto, of Peto & As-sociates; and secretary Sandi Eghtesadi, with Farmers Insurance. Jane McCollum of the Marshall Foundation is the immediate past president.

CREW directors for 2012 are: Sally Bach, G2 Consulting; Nannon Roosa, University of Arizona Eller School of Management; Bever-ly Weissenborn, Burke Weissenborn LLC; Marie Laatsch, Axia Real Estate Appraisers; Rhonda Pina, Wells Fargo Bank; Jeannie Nguyen, National Bank of Arizona; and Susie Ong, Broadstone Commercial Real Estate.

Achievement awards for 2011 went to Reuter, who received the President’s Award; Nguyen, who received the Chapter Service Award; Lesli Pintor, of National Bank of Ari-zona received the Professional Service Award; and Lucinda Smedley, of Trend Re-port received the Member-to-Member Busi-ness Award.

Tucson CREW is a professional associa-tion dedicated to the advancement of wom-en in the commercial real estate industry.

Airport area sellsHomes in neighborhoods south and east

of Tucson International Airport were the re-gion’s best sellers in December, according

to the Tucson Association of Realtors Mul-tiple Listing Service.

At 55 percent, 48 of 87 homes listed were sold last month in zip code 85706. Th e sec-ond-hottest sales spot was zip code 85741 on the northwest side, where 37 of 83, or 45 percent, of listings closed. Zip code 85714, basically the Midvale Park area along west Drexel Road west of Interstate 19, was the third-best seller where 10 of 26 homes sold, a 38 percent ratio.

For December, fi ve areas each had more than 200 listings. Th e most were in Green Val-ley with 289 homes. Second highest was zip code 85739, along North Oracle Road north of Catalina State Park, with 279 listings. Zip code 85750, the northeast side near Sabino Can-yon, was third with 268 homes in inventory.

Overall, the Realtors reported 4,911 list-ings for December, down 280 units from No-vember. At year-end 2010, there were 6,859 homes on the market in the Tucson region.

Sales and leases • JMDH Real Estate LLC purchased 5.73

acres for $1.4 million at 601 and 625 W. 22nd St. from Sandberg-Willrett Family LLC, rep-resented by Randy and Gary Emerson, GRE Partners, and Geeta Sandberg, Sandberg Re-alty. Th e buyer was represented by Peter Doug-las, Picor Commercial Real Estate Services, and S. Craig Nardi, Gelcor Realty of NJ LLC.

• NSRA Properties LLC purchased a 2,760 square feet building at 7386 N. La Cholla Blvd. for $500,000 from RJG Enter-prises, represented by Jordan Simon and Karen Farrell, Venture West. Th e buyer was represented by Rick Kleiner, of Picor.

• AXA Equitable Life Insurance leased 5,075 square feet at 5151 E. Broadway from Scott Seldin–Broadway LLC, represented by David Volk and Bruce Suppes, CBRE. Tom Nieman, Picor, represented the tenant.

• Signs Now leased 3,219 square feet at 3955 and 3967 E. Speedway from Central Point Business Plaza LP, represented by Diana Dessy, Anthem Equity Group.

• Tackle Giant LLC leased 2,400 square feet at 1097 W. Prince Road from PAC In-vestments LLC, represented by Pat Welchert of Picor.

• Tucson Budget Marketing leased 2,398 square feet at 16256 N. Oracle Road in Cat-alina Village, Catalina, from Sabre-Catalina LLC, represented by David Hammack, Volk Company Commercial Real Estate. Peter Canacakos, Long Commercial Real Estate, represented the tenant.

• Genadyne Biotechnologies leased 1,565 square feet at 3100 N. Stone Ave. from 3100 LLC. Jesse Blum and Ron Zimmerman of Grubb & Ellis handled the transaction.

Email news items for this column to

[email protected]. Inside Real Estate &

Construction appears weekly.

2011 new home permits drop below 1,500 to a 44-year low THE PULSE: TUCSON REAL ESTATE

1/9/2012 1/2/2012

Median Price $123,000 $136,675Active Listings 5,619 5,523New Listings 434 453Pending Sales 418 308Homes Closed 165 96Source: Long Realty Research Center

MONTHLY BUILDING PERMITS: DEC. 20112008 2009 2010 2011

Pima County 35 76 46 26

Marana 4 12 18 46

Tucson 21 32 12 16

Sahuarita 32 24 15 17

So. Pinal 19 9 10 10

Oro Valley 6 5 3 3

Total 117 158 104 118

Source: Bright Future Business Consultants

YEARTODATE BUILDING PERMITS: DEC. 20112008 2009 2010 2011

Pima County 938 777 683 499

Marana 228 191 341 328

Tucson 598 368 314 218

Sahuarita 749 516 309 186

So. Pinal 280 168 172 164

Oro Valley 225 57 46 43

Total 3,018 2,077 1,865 1,438

Source: Bright Future Business Consultants

WEEKLY MORTGAGE RATES

Program Current Last WeekOne

Year Ago12 Month

High12 Month

Low

30 YEAR 3.88% 4.125%APR 4.00% 4.25%APR 6.18% 6.88% 3.88%

15 YEAR 3.25% 3.56%APR 3.50% 3.81% APR 5.94% 6.75% 3.25%

3/1 ARM 2.88% 3.25%APR 3.00% 3.38% APRThe above rates have a 1% origination fee and 0 discount . FNMA/FHLMC maximum conforming loan amount is $417,000 Conventional Jumbo loans are loans above $417,000Information provided by Randy Hotchkiss, National Certifi ed Mortgage Consultant (CMC) Peoples Mortgage Company, 1610 E. River Road, Suite-118 Tucson, Arizona 85718 • 520-324-000MB #0115327. Rates are subject to change without notice based upon market conditions.

1/17/2012

Every month, new home building permits data is published from Bright Future Business Consultants, exclusively in Inside Tucson Business.


Try as we might to avoid it, I guess it’s time to start paying attention to the Republican presidential primary on February 28. Same for the Greens. But let’s face it, there’s not a snowball’s chance on a June day in Tucson that a Green candidate has a chance of making it into the White House this year.

Democrats are being spared the political harangues. Th ey’ve got their candidate picked and besides, the state party decided to pass on the primary process.

I hear tell the Republican candidates have had 17 debates, including two this week leading up to Saturday’s primary in South Carolina. I’ve managed to miss every one of them. Th e news about them hasn’t made me feel as if I’ve missed much.

Th at has allowed me to avoid wasting any of my time on this earth learning much about people such as former Minnesota Gov. Tim Pawlenty, U.S. Rep. Michele Bachmann, R-Minn.; former ambassador to China and Utah Gov. Jon Huntsman. Or, for that matter, businessman Herman Cain, who at one point I’m told was the slam-dunk front-runner.

And yet, judging from the video clips on Comedy Central’s “Th e Daily Show,” the people who run their mouths on the 24-hour cable news channels say the Republican nomination should be wrapped up after this weekend’s voting in South Carolina. And if not then, after Florida’s primary on Jan. 31.

So all it takes is winning a caucus in Iowa and a primary in New Hampshire, two ethnically homogeneous states, and then a couple of southern states and the pundits are ready to pronounce a nominee. Th e fact that we’re still a month away from Arizona’s primary, the fi rst primary in a state west of the Mississippi River, is of little political concern.

Th e very notion of that is bothersome. On the other hand, considering the fi eld, what diff erence does it make?

Some have called Mitt Romney the inevitable nominee. All the rest are just pretenders trying to win over the crowd that wants anybody but Romney.

About the only thing they seem to say in unison is that they don’t want to see President Obama continue down the same path. Th ere are a good many Democrats who are saying the same thing — though with a diff erent viewpoint — because of how little has changed under his administration.

Th ere was a fl ap when Newt Gingrich equated the money he earned as a consultant for Freddie Mac, a public organiza-tion, with the money Romney earned as co-founder and CEO of the private-equity fi rm Bain Capital.

Th ere’s a huge diff erence between the two but then the Romney defenders claim his story is one of free markets and American capitalism independent of government interference.

Yeah right. How many hundreds of billions of dollars of taxpayer dollars were spent to save Wall Street while the rest of America struggles?

Wall Street in New York and inside the Beltway in Washing-ton, D.C., are doing just fi ne. I would just like for someone to explain to me the diff erence any candidate will make to me and my life in Tucson, Arizona.

Contact David Hatfi eld at dhatfi [email protected]

or (520) 295-4237.

EDITORIAL

DAVID HATFIELD

BIZ BUZZ

Presidential candidates:what’s the diff erence?

EDITORIAL

Back to the priorities for TUSD Th e ugly confrontation over Tucson Unifi ed

School District’s (TUSD) Mexican American Stud-ies program has ended — at least for now — with students no longer taking classes in Chicano history or Chicano literature and instead taking classes with titles of American History and English Literature.

Th e changes took eff ect Jan. 11, the day after the TUSD school board bowed to U.S. District Court Judge A. Wallace Tashima’s ruling that teachers had no standing in their lawsuit seeking to stop enforce-ment of a 2010 state law that prohibits classes that promote ethnic solidarity, promote the overthrow of the United States government, are designed pri-marily for pupils of a particular ethnic group or pro-mote resentment toward a race of class of people.

Students who also were plaintiff s in the lawsuit will be allowed to pursue their case under Tashima’s ruling, though he noted that while their argu-ments for standing in the case were successful, they shouldn’t assume they have a “meritorious claim.”

Th e TUSD school board’s vote to disband Mexi-can American Studies was 4-1, with Adelita Grijalva the lone vote seeking to pursue a federal appeal. Discussion before the vote centered on the costs of continuing to challenge the law and the real-ity that the district would probably not prevail.

Th e immediate fi nancial impact is that TUSD will receive more than $14 million of state funding that had been in jeopardy. State Superintendent of Public Instruction John Huppenthal said he was prepared to withhold an initial $4.9 million, retroactive to Aug. 15.

Th e topic of civility in political debate came up this month as Tucson commemorated the events of Jan. 8, 2011, in which six people were killed and 13 wounded in the shooting U.S. Rep. Gabrielle Gif-fords’ Congress On Your Corner event. Th is whole

mess about TUSD’s Mexican American Studies can be traced to a lack of civility in the political debate.

Perhaps Dolores Huerta will choose her words more carefully when giving speeches. After all it was her words “Republicans hate Latinos” at a stu-dent assembly in April 2006 that raised the ire of former Superintendent of Public Instruction Tom Horne, a Republican who is now state Attorney Gen-eral. TUSD’s Mexican American Studies program had existed for eight years up until that point.

When Horne sent his assistant Margaret Garcia Dugan to provide an opposing view at a TUSD as-sembly, students disrupted her, raising fi sts and walking out. Yes, these were just young students but their attitude shows just how malleable their minds are as was later seen when they essentially com-mandeered the TUSD school board meeting room.

So much for civility in political debate.Horne then pursued the issue, writing and lob-

bying for the 2010 state law that was passed. Sub-sequently Huppenthal, who was elected in 2010, determined TUSD’s program was not in compli-ance with state law. Administrative Law Judge Lewis Kowal ruled on Dec. 27 that the TUSD program did in fact have classes designed for Hispanics as a group that promoted racial resentment against An-glos and advocated for Hispanic ethnic solidarity.

Regardless of whether or not having Mexican American Studies is a good idea or not, it’s now clear that the curriculum for the program was faulty.

While the temptation from some may be to continue to fi ght the battle, the debate is now properly placed as the sideshow that it was. Let TUSD get back to focus-ing on improving the quality of its K-12 education.


OPINIONBUSINESS INK

Occupy Tucson showed us what life would be like in Baja ArizonaFor nine weeks, Tucsonans witnessed

the most “in tents” socio-economic crisis ever to grip the city.

Groveling crowds of chronic complain-ers, slackers, moochers, old hippies, activists and misfi ts joined a handful of Tucson’s truly unfortunate – the unem-ployed, homeless, debt-ridden and foreclosed upon – to cry out in shrill protest for attention.

As the drama unfolded in two down-town parks, their communal plight became a narcissistic “movement.” Th ey created their own mini-state, complete with self-government. Th ey called themselves Occupy Tucson.

To almost everyone else, it was Baja Arizona: a glimpse of what life would be like in the nation’s 51st state.

Recall that last February, two lawyers hyped the idea of Pima County seceding from the state to form Baja Arizona. Th e liberal separatists were unhappy with the conserva-tive political agenda at the state capitol where Democrats are the minority party.

Basically, it was a publicity stunt concoct-ed in a bar. A farce that could never happen, until a group of rag-tag malcontents stole their script and acted out their charade.

In October, the separatists and occupi-ers melded as squatters in a public park to

air their com-plaints. And in tribute to the city’s historical roots, once known as “Stjukshon,” they sent their mes-sages out across the desert by beating on drums in tents.

It’s the Baja Arizona way.

Th e separatists got what they wanted, but not exactly as they wanted it. La-la-la, whatever. Doesn’t matter. Th e Tucson city council’s Democratic majority was in charge, governing the state of occupied Baja.

In Baja Arizona, if you are an activist with a cause, the laws don’t apply. No permits required. Baja’s “state govern-ment” let them occupy the parks illegally, build soup kitchens, abuse trees, and run a public utility based on a big blue porta-loo.

And when police tried to enforce the law, the city council made them stand down. Offi cers were handcuff ed for the sake of politically correct tolerance. Occupy Baja was a place where the one percent vocal minority was given 99 percent of the political swag and media spotlight.

As the fear of fi nes and jail time mount-ed, one council member appealed for a moratorium, to stop ticketing protestors. Her pleas to ignore the citations were a joke, like this old one: What’s the diff er-ence between an activist and a puppy? Eventually, the puppy stops whining.

As Occupy Baja’s slumber party grew, they should have been moved from downtown into a pothole.

Only in Baja Arizona could a protester propose to his girlfriend in a tent, asking her to “occupy the couch with me at my mom’s apartment until I get a job.” And where else could two hippies occupy the Hotel Arizona bathroom to dry out their Zig-Zag papers on the hot-air blower?

Most protestor demands targeted income inequality. Yet, that hypocrisy didn’t keep a Baja occupist away from an ATM when she ran out of cash. She never hesitated to hit the “yes” button to OK the $1 fee, knowing that a greedy bank got the money.

But she didn’t care, it was her dad’s credit card.

And late that night after fl eeing the park at 10 p.m. to avoid a citation, she and some other occupiers roamed downtown, putting superglue into every ATM they passed.

It’s the Baja Arizona way.Th ey blame corporate America for

forcing them to open their wallets, to gorge and ruin their credit. Th ey blame lenders for pressuring them to borrow more than they could repay. And those evil builders, OMG! Th ey demanded that they buy a big house to live big in.

Face it, the occupists are peeved because government can no longer aff ord to give away all the freebies that were promised.

Th e Occupy Baja protest only proved that Southern Arizona’s 99 percent wants Pima County to be a welfare state. No businesses were created in Baja Arizona to generate new jobs and tax revenue. Police protection was provided courtesy of the taxpayers who actually go to work.

If Baja Arizona had seceded, the new state would have been bankrupt in its fi rst year. Th ankfully, Occupy Baja Arizona ended Dec. 21, at least for now.

But as soon as the brittlebush blooms, the constant complainers, and ‘60s hippies stuck in protest mode will reorganize and re-occupy somewhere. Maybe city offi cials will let them occupy Hi Corbett Field. It’s empty most of the year.

Contact Roger Yohem at ryohem@azbiz.

com or (520) 295-4254. His Business Notebook

appears biweekly and weighs in on local

political, social and business issues.

SPEAKING OUT

What we can all take away from the Jan. 8 memorial tributes Earlier this month, the Tucson commu-

nity came together in many ways to memorialize the tragic events of Jan. 8, 2011. Th e events included hikes and bike rides, arts programs, a special theatrical produc-tion, church services, bell-ringing and a gathering on the University of Arizona Mall.

My husband and I attended a presenta-tion by Tom Zoellner at Antigone Books. Zoellner’s book, “A Safeway in Arizona” was the focal point of his talk followed by a thoughtful discussion with an audience of about 50 people.

Zoellner disclosed he is a friend of U.S. Rep. Gabrielle Giff ords and had worked on her campaign. He said her 2010 re-election campaign was vitriolic, and Giff ords was vilifi ed.

He talked of uncomfortable facets in our community. With a constant migration into and out of the area, people often don’t establish roots. We are spread out and live in walled enclaves where we may not know our neighbors. We can be insulated from what is going on around us. Zoellner said the “tragedy was always within our control.” We ignored it.

Zoellner also noted the many heroes who helped at the scene of the shooting.

Saddened by the disaster, we conducted ourselves in an admirable way immediately after the events oc-curred.

People expressed their feelings with candles, fl owers, balloons, photos

and other memorabilia that spontaneously appeared at University Medical Center and Giff ords’ Congressional offi ce.

Accused shooter Jared Loughner caused a lot of heartbreak for individual families and the community. It appears he was mentally ill. We need to have a conversa-tion, Zoellner said, about what can be done before such people become destructive.

Th e audience wanted to discuss why the shooting happened. Was Loughner being angry at Congresswoman Giff ords from a previous event when she couldn’t answer his unfocused questions? Why had such a troubled young man been allowed to get to this crisis point?

Some in the group at Antigone Books were

relative newcomers to Arizona. Th ey talked about what they consider to be lax gun laws in this state. Others said Loughner gave out warning signs long before he acted violently. Why wasn’t something done to help him?

Zoellner noted Pima County voters in May 2006 approved bonds to develop a new mental health facility at what is now named University of Arizona Medical Center - South Campus. Nevertheless, mental health programs need more funding.

Some also said they were concerned about Zoellner’s depiction of Tucson.

In any event, the discussion was engaging and gave us an opportunity to express our feelings and concerns.

Th e question was raised: Should the Tucson community continue to commem-orate the events of Jan. 8, 2011 each year?

Many at the discussion thought that it would be a good idea.

Whether that becomes the case, it seems to me that we all need to work toward a more civil community and become advocates for better mental healthcare.

Dallas Green, brother to Christina-Tay-lor Green, the 9-year-old who was killed, said in a local news story that he and his sister waited together each morning for

their school bus. Dallas cited his loneliness now that Christina is no longer with him. Mindful of this, a neighbor brings her dog outside, and they are with Dallas each day as he waits for the bus.

Th at’s just one act of kindness we can all learn from. Th ere are other indications that caring acts are spreading in our community.

Th e tragedy must teach us to be more civil to one another. Former Tucson Mayor Bob Walkup developed “Civility Principles” that have been adopted by more than 200 city mayors:

• Respect the right of all Americans to hold diff erent opinions.

• Avoid rhetoric intended to humiliate, de-legitimatize, or question the patriotism of those whose opinions are diff erent from ours.

• Strive to understand diff ering perspectives.• Choose words carefully.• Speak truthfully without accusation,

and avoid distortion.Th ese principles can guide our interac-

tions with others every day.

Contact Carol West at [email protected]. West served on the Tucson City Council from 1999-2007 and was a council aide from 1987-1995.

CAROL WEST

ROGER YOHEM


OPINIONGUEST OPINION

Obama’s health-care law is hurting insurance agents and millions of consumersTh e national health-care reform law‘s

unintended consequences have been well catalogued. Th is month marks a year since President Obama’s Aff ordable Care Act, sometimes called Obamacare, put into play one of its lesser known, but most damaging provisions.

If you’ve never heard of the law’s medical loss ratio (MLR) provision, you’re not alone. Th is simple calculation radically reduces what health insurance agents earn. Th at, in turn has greatly restricted their ability to help millions of Americans navigate the maze of approvals needed for medical procedures and processing claims. It has had a devastat-ing eff ect on these agents’ businesses and is disrupting the insurance market.

At the end of last year, state insurance commissioners took a big step to undo some of the damage done by the act. Th e National Association of Insurance Commissioners approved a resolution urging Congress to remove health insurance agents’ compensa-tion from the law’s medical loss ratio provi-sion. In the meantime, the association wants the Obama administration to do what it can to mitigate the negative impact of the provision.

So what does that mean? Th e MLR provision states that insurers

must dedicate at least 80 percent of individu-al and small group premiums they receive to medical- or quality-improvement expenses.

Th e fi gure goes up to 85 percent for large group policies. Because agents’ compensa-tion counts against the MLR (along with such items as marketing expenses and corporate profi ts), many insurance companies immediately slashed commis-sions when the provision went into eff ect last January.

Insurers having to put such a high portion of the premiums collected toward these expenses meant that agents – on the frontlines of helping customers – made less and had to cut services to compensate.

A survey by the National Association of Insurance and Financial Advisors found that 80 percent of health insurance agents saw their commissions decrease, including 52 percent whose companies cut commis-sions by 25 percent or more since the health-care law went into eff ect. Th e Government Accountability Offi ce con-fi rmed this, stating that “almost all of the insurers said they had decreased or planned to decrease commissions to brokers in an eff ort to increase their MLRs.”

It’s a tough time to be an insurance agent. Th eir median annual income was less than $50,000 before the law went into eff ect. Many are small business owners who can no longer aff ord to pay their employees.

But the problem is much more serious than that. It’s getting tougher to be a consumer in the market for health insur-ance, too. Unlike agent compensation, premiums have not gone down. And while removing compensation from the MLR would not cause premiums to increase, there have been a slew of unintended consequences from leaving it in.

Agents do much more than sell insur-ance. Th ey serve their clients, not the insurance companies, helping people when they have trouble getting surgical procedures and tests approved or claims processed. Th ey provide corporate clients with individual enrollment assistance for their employees. Th ey create and adminis-ter company wellness programs and often serve as the extended human resources departments for small business clients.

As agents deal with the consequences of the MLR, many are fi nding that the cost of servicing clients now exceeds their income. Th ey are cutting back on services and laying off support staff . Some are leaving the business altogether, eff ectively reduc-

ing the competition that the health-care law was supposed to foster. All of this is disrupting the marketplace.

Th at’s why I applaud the eff orts of the National Association of Insurance Com-missioners. Th e commissioners are well respected and have a long history of protecting consumers and ensuring the stability of the insurance market. Th eir opinion rightfully carries weight among decisionmakers in Washington.

Congress and the president never intended for the law to limit consumers’ health-care choices or reduce the quality of coverage. As President Obama has acknowl-edged, “Anything can be improved.” Treating agents’ compensation as a pass-through item and thereby removing it from the MLR equation would be a huge improvement toward ensuring that Americans continue to have access to the essential support and customer service that professionally trained and licensed agents provide.

Robert Miller is president of the

National Association of Insurance and

Financial Advisors, based in Falls Church,

Va. NAIFA comprises more than 600 state

and local associations representing the

interests of 200,000 members and their

associates nationwide.

ROBERT MILLER

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