Volume 41, Number 18

UTAH’S BUSINESS JOURNAL$1.44Nov. 28-Dec. 4, 2011www.slenterprise.com

THIS WEEK

• Calendar •See page 6.

• Industry Briefs •Begin on page 4.

Building envelope

analysis firm to enter Utah

See page 3.

Les Olson Co.appoints

new presidentSee page 3.

Seventh Megaplexto be constructedin West Valley City

Green River Capitalto be acquired byConnecticut company Green River Capital LC, a West Valley City-based provider of REO, short sale and broker price opinion (BPO) services, has entered into an agreement to be sold to Shelton, Conn.-based Clayton Holdings LLC, a provider of due diligence, underwriting, surveillance and default servicing to the residential and commercial mortgage and fixed income indus-tries. The deal, struck Nov. 18, is expected to close within 60 days. No financial details were released. Green River currently has a number of large investor, financial institution and GSE (government-sponsored enterprises) clients. The company has a staff of approxi-mately 200. Green River provides its BPO and REO services with the support of a nationwide net-work of more than 5,000 real

estate brokers. Green River will become a wholly owned subsidiary of Clayton. The company will con-tinue to operate as a standalone business, under its current brand, in its current location and will be led by its current management team. Christopher West, Green River’s founder and chief execu-tive officer, and Paul Bossidy, Clayton’s chief executive officer, will become co-CEOs of Green River, and Joseph D’Urso will remain the company’s president. “Green River is an excel-lent strategic fit for Clayton and our clients,” Bossidy said. “It will expand our loss mitigation offerings at a time when short sales and REO dispositions are

New taxi fleet in Salt Laketo feature 150 vehicles

Uncertainty tops impedimentsto small business growth

The Megaplex at South Jordan is one of six operating Megaplex Theatres' complexes in Utah.

A seventh state-of-the art Megaplex Theatres location is in development at Valley Fair Mall in West Valley City. Construction on the new complex will begin once the site of the vacant Mervyn’s depart-ment store is cleared. The project is expected to be completed in time for the holidays in 2012. The new location is visible just west of Interstate 215 on the east side

of the shopping center. The new Megaplex will feature 15 digital auditoriums, including a six-story 2D/3D digi-tal IMAX screen. Other amenities will include reserved stadium seat-ing, D-Box motion seats, food and beverage service, private event space, special needs services and dozens of high-definition digital

The second taxi cab com-pany to be awarded a concession at the Salt Lake City International Airport has revealed the size and nature of the fleet it will deploy here, and is vowing recruit drivers only from Salt Lake City. 1-800-TAXICAB Salt Lake City which will operate a 150-vehicle fleet — the city’s largest — is operated by vet-eran tax industry operator Ace Taxi Service, which also operates the 1-800-TAXICAB franchise in Cleveland. The concession allows city-wide taxi service, not limited to the airport. The competitive request for proposal process was administered by the Salt Lake City Department of Airports. A seven member voting panel ranked the proposals. Six criteria were used to evaluate bids, including qual-ity of vehicles, driver programs, operational plan, prior gen-eral and specialized experience, fees and financial performance. 1-800-TAXICAB said it received the highest overall score among all bidders based on the criteria. The 1-800-TAXICAB taxi fleet will use newer, more eco-

friendly vehicles, as well as intro-duce a number of customer ser-vice enhancements such as inter-nal and external safety cameras, online booking, text ordering and national corporate account access. Accessible vehicles will be oper-ated to accommodate the needs of passengers with disabilities. 1-800-TAXICAB has said it is focusing 100 percent of its driver recruitment efforts on Salt Lake City residents, especially current Salt Lake City taxi driv-ers. 1-800-TAXICAB Salt Lake City president DeVo Bavishi said no drivers are being recruited in any city outside of Salt Lake City. “Our dispatch operations are based in Utah, all fleet services such as auto paint, repair and maintenance will be done locally, and all of our driver recruitment is taking place in town,” said Bavishi. “Actually, the only sig-nificant factor being brought in

A new study examining impediments to growth in the small business sector reveals that 72 percent of small-business own-ers would like to expand by adding employees within the next five years, but various impediments are currently standing in their way. According to “Growth — External Factors,” a report pre-pared by the National Federation of Independent Business (NFIB) Research Foundation, uncertainty and weak sales are the two prima-ry impediments to small-business growth. The study found that business uncertainty and weak sales are

the two primary impediments to small-business growth. While eco-nomic concerns rank high in the minds of owners, a large number of small businesses also report that uncertainty is a significant fac-tor in making business decisions. Not surprisingly, the single most important indicator that would renew small-business owner con-fidence in business conditions is increased sales in their business-es. Other notable survey findings include: • Uncertainty is a growthimpediment impacting 61 per-

see MEGAPLEX page 2

see GREEN RIVER page 3

see NFIB page 2 see TAXI page 2

cent of small employers; only 25 percent say uncertainty does not impact them. However, owners of the smallest firms and owners of young firms were more likely to identify uncertainty as a con-cern than owners of larger small firms and more established firms. And while the majority of small employers who believe that uncer-tainty is a hurdle think of it as economic in nature (83 percent), a comparatively large number term their uncertainty as related to political questions. Fifty-one per-cent who think uncertainty is an

impediment to growth (38 percent of the small-employer population) blame the current political situa-tion at least in part as obstructing their growth. • While the adverse impactof regulation is often challenging to identify, 40 percent of small employers say that regulatory or legal issues are an impediment to growth. The complex labyrinth of regulations as opposed to a specif-ic regulation or set of regulations was more often cited as an obsta-cle, with 63 percent of this group (31 percent of the population) reporting that a current invest-ment or project was impacted by a regulatory matter. One-quarter of those who find regulations to be

a burden either canceled a project scheduled for the next six months or abandoned investment and/or project plans. • Forty-one (41) percentreported the lack of finance as an impediment to growth and 19 percent ranked it a serious mat-ter. Though 15 percent of small employers asserted that the lack of finance was their biggest obstacle to growth, 49 percent termed it a minor or no obstacle. More than half (53 percent) of small-firm owners surveyed think that inter-nally generated cash flows will be their most important source of financing desired investment over the next five years. Bank loans will be the second most common source. However, 33 percent of those identifying lack of finance as an impediment to growth say that existing financial obligations are “seriously constraining” their ability to finance desired business investment and another 44 percent say that it is constraining. •Withtheunemploymentratenear 10 percent, finding skilled workers is still a struggle for small businesses. Sixty-one percent of those surveyed (24 percent of the total population) said the lack of skilled employees is an impedi-ment to growth and indicated that they would hire at least one additional employee at the current market wage rate in the next six months if they could find people with appropriate skills. Over 37 percent (9 percent of the popula-tion) would employ more than one. • Just 15 percent of small-business owners cite the lack of a strong management or advisory team as an impediment to growth. Of the group currently possessing a management team, 47 percent are highly confident their current team can provide the necessary assis-tance to reach the firm’s growth objectives in the next five years.

2 The Enterprise Nov. 28-Dec. 4, 2011

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video poster cases. “Megaplex is undergoing a substantial renovation and expan-sion phase with three new or expanding locations in process,” said Blake Andersen, Megaplex Theatres senior vice president and general manager. “We are adding a VIP theatre to Jordan Commons as well as two new larger audi-toriums and special event space; we are set to open the new sec-tion of our Thanksgiving Point expansion in mid-December, and just opened our new complex at Legacy Crossing in Centerville.” When the West Valley City theater opens, Megaplex Theatres will have 111 digital movie screens currently operat-ing or under construction along the Wasatch Front. The current wave of projects is expected to be completed by the end of 2012. All 15 auditoriums at Valley Fair will feature 100 percent reserved stadium seating in digi-tal 2D or 3D auditoriums. The 112,000 square foot facility will accommodate approximately 2,700 guests. For those interest-ed in taking their movie experi-ence to the next level, 30 D-Box motion seats are available at an additional fee. The seats move in sync with the action on the screen and are only available in Utah at Megaplex Theatres. The new facility will fea-ture a full-service food court called Cafe Megaplex offer-ing guests the convenience of dinner and a movie within the same venue. Food court tenants will include Snappy’s Burgers, Fries & Shakes; Mayan Express Mexican Food; Main Street Deli Salads, Sandwiches & Wraps; Bon Bon Gelato and Ice Cream; Coke Freestyle beverage system; and Snack Zone popcorn and movie treats. Megaplex Theatres is a part of the Larry H. Miller Sports and Entertainment Group, which is also owned by Larry H. Miller Group of Companies. Its corpo-rate headquarters are located at Jordan Commons in Sandy.

MEGAPLEXfrom page 1

NFIBfrom page 1

TAXIfrom page 1

from outside Utah is the multi-million dollar financial capital that is being invested to improve local service and create jobs and opportunities for local members of the community.” The other cab company to win an airport concession was Phoenix-based Discount Cab, which will operate a fleet of 100 taxis in Utah. Like 1-800-TAXICAB, it will serve all of Salt Lake City, not just the airport, and will utilize a fleet made up primarily of hybrid Prius vehicles. Decades-long airport taxi concessionaire Yellow Cab, which, along with several other local taxi companies lost the airport concession to 1-800-TAXICAB and Discount Cab, have chal-lenged the concession awards in court. Last week, an administra-tive board denied Yellow Cab’s appeal, but a judge’s temporary restraining order blocking the new taxi services remains in effect while Yellow Cab attempts to exhaust its administrative rem-edies.

both expected to remain strong. Green River’s BPO offerings will help our clients, along with our Quantum special servicing unit, to make better loss mitigation decisions and will complement Clayton’s diligence and whole loan acquisition services.” West said that during the past year, Green River’s REO and short sale assignments have grown by more than 87 percent. “By joining with an industry leader such as Clayton, we expect to continue this growth and create a more scalable company while increasing the strength of the Green River brand,” he said. Green River Capital lever-ages its proprietary technol-ogy and a nationwide network of attorneys, brokers, appraisers, contractors and title professionals to offer scalable and customized solutions. GRC provides REO asset management, portfolio val-uation/due diligence, a short sale program and rental program man-agement. GRC’s sister companies

are GR Financial, a short sale program provider, and Infinity Valuation Services, a BPO com-pany. Clayton Holdings LLC pro-vides information and services that financial institutions, inves-tors and government entities use to evaluate, acquire, securitize, service and monitor loans and asset-backed securities. Clayton offerings include risk-based ana-lytics, residential and commercial loan due diligence, consulting, surveillance, independent pric-ing, and staffing solutions. The company provides customized residential and commercial spe-cial servicing solutions through its Quantum Servicing subsid-iary.

The EnterpriseNov. 28-Dec. 4, 2011 3

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GREEN RIVERfrom page 1

Les Olson Co., one of the largest independent document solutions dealers in the nation, has appointed Troy Olson as its new presi-dent, effec-tive Jan. 1. As a 32-year veteran and third genera-tion owner of the South Salt Lake -based c o m p a n y , Olson takes over the posi-tion at the family business from his father, Larry Olson, a second generation owner who is stepping down after 51 years of service at the age of 67. In his new position, Troy Olson will assist company chair-man of the board and CEO Jim Olson in overseeing all opera-tions at the company’s seven branch locations from Logan to Las Vegas with his main focus being a continued emphasis on increasing sales companywide. Les Olson Co. sells and ser-vices SHARP and HP equipment and supplies. The company has been in business for over five decades, and now has a team of almost 200 employees.

Olson

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Vertical construction is slated to begin in February on a new Provo Parks and Recreation Center on 10.3 acres at 222 S. 50 N. that is being financed by a $39 million bond issue. VCBO Architects designed the 160,000 square facility, slated for completion in spring 2013. Layton Construction is general contractor and construction manager. Pictured above is the construction site as it appeared on Nov. 15. Demolition of a number of buildings on the site is complete and additional structures will be razed as the project moves forward, according to Provo City Parks & Recreation director Roger Thomas. The city assigned a construction budget of $32.5 million for the development. The remaining funds generated by the bond issue will be used to pay vendors such as architects and contractors, Thomas said.

Building envelope analysis firm to enter Utah market RWC Inc., an Oceanside, Calif.-based company specializing in residential and commercial building envelope analysis and repair, is hoping to have a brick-and-mortar presence in the Salt Lake area within six months. Anthony Lum, a project manager with the seven-year-old firm, which also has operationsin Portland, Ore., said RWC is preparing to launch a promotional campaign in Utah in order to generate name recognition in the area. “Right now we’re trying to get ourselves exposed out there with a marketing campaign,” Lum said. “The owner has been out there [to Salt Lake] multiple times and is going out and establishing a presence with attorneys, insurance companies, developers, contractors. “We’re not your typical remediation company. We’re more in-depth. What we do is come in and evaluate things like water leakage, moisture-related issues, issues with the actual overall construction of a project for structural failure. We do an investigation and an analysis, take a look at why it’s failing and what it stemmed from, what the repercussions have been. Then we take a look at what it would take to fix it and reinstate the structure’sintegrity. We do the restoration and repair work ourselves. All of the consultants here have come from different trades in the construction field.” The advertising campaign for the nine-employee company will

begin immediately, Lum said. RWC offers extensive forensic expertise in evaluating and solving water leakage and moisture-relatedissuesinroofing,waterproofing and exterior wallsystems. The firm performsinvestigations, analysis and litigation resolution services for insurance companies, law firms, developers, contractors,community associations and consumers who seek to resolve construction-related issues. Since its inception, RWC has helped resolve more than 600 cases involving educational facilities, single and multi-family residential buildings, hotels and high-rise buildings.

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• Industry Briefs • ASSOCIATIONS • The Salt Lake Chamber has named Wesley Smith execu-tive vice president of government relations and general counsel. In this role, Smith will oversee all the government relations efforts of Utah’s largest and longest busi-ness association and provide legal expertise for the organization. Smith served as director of public policy for the past three years. Before joining the chamber, Smith worked as an attorney and was a consultant with The Exoro Group, where he advised clients on gov-ernment affairs issues. He has also been a policy analyst with the Environmental Protection Agency in Washington, D.C. Smith served President George W. Bush and Vice President Dick Cheney in several capacities. His White House expe-rience includes working in the Office of Presidential Advance, the Office of the Vice President and the Office of Counsel to the President. • The Downtown Alliance is inviting businesses in Salt Lake City’s central business district to decorate their windows for the “Holiday Window Wonderland” contest. There is no limit for par-ticipating businesses on the size or cost of the holiday window deco-rations; all participation is appre-ciated and welcome. Online vot-ing will be open to the public from Dec.1 through Dec. 25 at www.downtownslc.org. Voters will be entered to win a prize worth $200 from downtown merchants and the Downtown Alliance. The busi-ness with the most votes will be announced the last week of December. For businesses inter-ested in participating, download the registration form and guide-lines at the website above. Fax or e-mail the registration form to Kristin Beck at (801) 328-5098 or kristin@downtownslc.org.

BANKING •Mountain America Credit Union is expanding operations

into southeastern Idaho. The first branch, to be located at 152 Bullock St. in Chubbuck, will open on Dec. 5. It will be fol-lowed by a second branch, located at 3202 S. 25th E. in Idaho Falls, on Dec. 12. • TAB Bank, Ogden, has provided a $3 million facility through a multi-year agreement for Snap Advances LLC of North Salt Lake. Snap Advances is a merchant cash advance company that was founded in Utah in 2009 and currently maintains offices in Utah and New York City. Snap Advances provides quick access to working capital for their clients through their simple merchant cash advance program. They also offer additional resources, tools, and guidance to help their clients grow and manage their business. • Bank of American Fork is sponsoring the 12th annual Project Teddy Bear, a stuffed-animal drive that benefits at-risk children at the Utah Valley Family Support & Treatment Center, the Salt Lake Valley Family Support Center and the House of Hope. Teddy bears are given to children during times of trauma and to aid in play therapy sessions. Last year, Bank of American Fork, with the help of employees, customers and community members, collected 7,500 stuffed animals. This year’s goal is 8,000 stuffed animals. To donate to Project Teddy Bear, drop off a new or clean, gently used stuffed animal to any of Bank of American Fork’s 12 branches throughout Salt Lake and Utah counties through Dec. 14. COMPUTERS/SOFTWARE • Salt Lake City-based Xi3 Corp. and Avnet Embedded, a division of Avnet Electronics Marketing Americas, have inked a distribution agreement enabling Avnet Embedded to sell the Xi3 Modular Computer and other Xi3 Computer Architecture products and technologies to customers in the Americas. As one of the largest distributors of electronic components, computer products and embedded technology, Avnet has been Xi3 Corp.’s predomi-nant partner in sourcing electronic components and parts from around the globe. With its Xi3 Computer Architecture, Xi3 Corp. has trans-formed the typical computer motherboard by breaking it up into three smaller, interconnected boards known as modules, each of which can be easily replaced or updated. As a result, the award-winning Xi3 Modular Computer has a longer expected life than standard personal computers and is housed in a cube-like aluminum chassis measuring four inches or

Nov. 28-Dec. 4, 2011 5The Enterprise

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CONSTRUCTION •Cache Valley Electric has opened an office in Dallas that will operate as CVE Technologies Inc. CVE Technologies is a wholly-owned subsidiary of Cache Valley Electric, which is headquartered in Logan. The operational focus of the office is the rapid deployment and integration of network tech-nologies into telecom service pro-vider networks. CVE Technologies provides a wide variety of services including: network design, equip-ment procurement, site prepara-tion, installation, data and power cabling, equipment staging, con-figuration, and test and turn-up services. • Dunn Associates, a Salt Lake City consulting structural engineeringfirm,hashiredDanielle Scott as director of marketing. A native of Salt City, Scott brings a wealth of knowledge from other industries to Dunn Associates, althoughthisisherfirstforayintoA/E/C marketing.

HOSPITALITY •TheGrand America Hotel in Salt Lake City has opened the doors to “JouJou,” a toy bou-tique that is the newest addition to The Shops at the Grand. JouJou inspires imagination through play

with unique toys and games within innovative experiential play cen-ters. JouJou, the French word for toy, was designed to offer top quality toys, games, books and vintage-inspired candy.

HUMAN RESOURCES •Utah’snonfarm wage and salaried job count for October 2011 expanded by 2.6 percent compared to October 2010. This is a 12-month increase of 31,600 jobs, and raises total wage and salary employment to 1,226,800. The seasonally-adjusted unemployment rate, Utah’s other primary indicator of current labor market conditions, registered 7 percent. In September, the rate was 7.4 percent and one year ago the state’s rate was 7.6 percent. Approximately 93,900 Utahns are considered to be unemployed. The United States unemployment rate, as compared to last month, is unchanged at 9 percent. LAW • The law firm of Prince, Yeates & Geldzahler moved to a new location in downtown Salt Lake City on Nov. 18. After many years in the City Centre Building, Prince Yeates is relocating to bet-ter accommodate their clients. The firm’s new offices are in the Gateway Tower West, located at 15 W. South Temple, Suite 1700.

MANUFACTURING •Orem-basedXlear Inc. has introduced Spry White, a teeth whitening kit with xylitol that uses Perogel and patented VIOCIN Whitening Technology as part of a two-stage process to whiten teeth in about an hour per application. Spry White is a natural way to whiten teeth and is said to con-tain a safer concentration of whit-ening agents than other brands. The Perogel and VIOCIN in Spry White contain xylitol, a natural sweetener that has proven oral care benefits, including increasing calcium absorption to help miner-

alize teeth and decrease sensitiv-ity. • Clearfield-based Lifetime Products, a worldwide manu-facturer of sporting goods equip-ment, has acquired the assets of Pennsylvania-based Emotion Kayaks, adding the company’s innovative kayaks to Lifetime’s extensive line of water sports products. Lifetime has agreed to purchase all of Emotion Kayaks’ assets, including its intellectual property, trademark portfolio, manufacturing equipment, inven-tory and its retailer contracts. Now, kayak products previously distributed by Emotion Kayaks will be manufactured at Lifetime’s headquarters and manufacturing facility in Clearfield. • Hexcel held a dedication ceremony Nov. 17 at its manufac-turing facility in Salt Lake City to commission two new carbon fiber production lines. The two new carbon fiber production lines are part of an ongoing expansion at the Utah site, where Hexcel also manufactures carbon fiber/epoxy composite materials known as prepreg. The expansion increas-es Hexcel’s global carbon fiber output to 16 million pounds of

nameplate capacity. The new car-bon fiber lines are part of an ongo-ing multi-million dollar capacity expansion that will initially add up to 50 new jobs and by 2015 could add several hundred more new positions. Hexcel’s carbon fiber and prepregs are used predomi-nantly by the aerospace industry to manufacture commercial and military airframe and engine struc-tures, helicopters, and satellites. REAL ESTATE • International real estateinvestment and services firm Kennedy Wilson offered and sold 29 contemporary lofts at Broadway Park Lofts in Salt Lake City, nearly selling out the entire remaining inventory in a single day on Nov. 5. auction took place at the Cucina Nassi Banquets and Special Events Center in Salt Lake City, and when the auction-eer’s gavel came down for the final time, $4.4 million worth of inventory had changed hands. •EXIT Realty agents, bro-kers and members of the commu-nity converged on South Salt Lake recently to help another Habitat for Humanity family as they

invested sweat equity in their new home. A portion of every transac-tion fee collected by EXIT Realty Corp. International is pledged to its charity of choice. To date, EXIT Realty has pledged over $2 Million to Habitat for Humanity in both Canada and the U.S.

RESTAURANTS • Cafe Rio Mexican Grill, Salt Lake City, has opened a

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6 The Enterprise Nov. 28-Dec. 4, 2011

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• Calendar • •Nov.30,8-10:30a.m.:“The Business and Economic Case for Clean Air,” presented by the Salt Lake Chamber. A panel discus-sion will feature Jeff Edwards of the Economic Development Corp. of Utah; Jonathan Johnson of Overstock.com; and Alan Matheson, environmental advisor to Gov. Gary Herbert. Moderator will be Natalie Gochnour of the chamber. Breakout sessions will follow the discussion. Location is the chamber offices, 175 E. 400 S., Suite 600. Free. Continental breakfast will be served. Register at www.slchamber.com. •Nov.30-Dec.1,7:30a.m.-12:30 p.m. both days: “Real Estate Investment Analysis,” an eight-hour CORE commercial real estate education course conducted by NAIOP. The course is designed to provide the technical skills nec-essary to analyze the financial fea-sibility of real estate investment opportunities. Valuation tech-niques such as direct capitalization and discounted cash flow analysis are introduced first, followed by an examination of debt financ-ing’s impact on real estate invest-ments. Location is the Spencer Fox Eccles Business Building, Room 110, at the University of Utah in Salt Lake City. Cost is $125 for NAIOP members, $150 for non-

members. Register at http://bit.ly/NAIOP8HrsCoreCE. • Nov. 30, 4-7 p.m.: Salt Lake Chamber Open House. The chamber and its strategic partner, the Downtown Alliance, will show off their newly redesigned office suite. More than a dozen firms will cater the event, which will feature local performers. Location is the chamber offices, 175 E. 400 S. Free. For more information, contact cdevore@slchamber.com or call (801) 328-5055. •Dec.1-2,7:30a.m.-6p.m.Thursday, 8 a.m.-noon Friday: The Summit Director and Officer Training Conference, presented in partnership with the Utah chap-ter of the National Association of Corporate Directors (NACD). The event is designed for board chairs, corporate directors and senior executive officers of pub-licly traded corporations and cor-porations growing towards public-ly-traded status. Participants will gain insight and receive substan-tive instruction on topical issues in corporate governance that affect publicly listed companies and board members. With par-ticipation from leading executives, corporate directors, policymakers, and experts from the legal and financial services industries, along with academic authorities from

the Brigham Young University Marriott School of Management, the Summit Conference will teach participants how to develop a framework for making informed board decisions and exercis-ing sound business judgment. Presenters will include Steven Walker, NACD; George Feiger, Contango Capital Management; Les Brorsen, Ernst & Young LLP; and Joan Woodward, Travelers. Location is the St. Regis Ceer Valley Resort, 2300 Deer Valley Dr. East, Park City. Cost is $550. Register at http://www.summit-conf.org/register. • Dec. 6, 8 a.m.-noon:“Unleash the Power of Recognition: Create a Carrot Culture,” sponsored by The Employers Council. Joel Bishop of O.C. Tanner will teach attend-ees how to incorporate daily rec-ognition techniques. Participants will then learn the skills needed to integrate informal, day-to-day rec-ognition into their exchanges and conversations with team members through hands-on exercises, role-plays and humorous, interactive discussions. Participants will also receive a Recognition Toolkit that includes New York Times best-seller The Carrot Principle, by Adrian Gostick & Chester Elton, a recognition training workbook,

and thank you cards to start appre-ciating great work. Location is the Red Lion Hotel, 161 W. 600 S., Salt Lake City. Cost is $129 for council members, $209 for nonmembers. Price includes a full breakfast buffet. Download the registration form at http://ecutah.org/recognition.pdf. • Dec. 7, 11:30 a.m.-1:30p.m.: NorthFront Entrepreneur Alliance Third “Entrepreneur Excellence” Awards Banquet. The event will honor three of northern Utah’s top-performing start-up businesses in the catego-ries of business with the great-est potential, best bootstrapped business and fastest-growing busi-ness. Location is the NorthFront Business Resource Center, 450 S. Simmons Way, Kaysville. Cost is $20 and includes lunch. Register at www.northfrontalliance.org. • Dec. 8, 3:30-5:30 p.m.:“How to Raise Money,” spon-sored by the Wayne Brown Institute and VentureCapital.org. At the event, several items will be discussed, including current trends, the basics of the fund-raising process, finding the right investor, and how to raise capital from the perspective of a serial entrepreneur and an investor. An open Q&A session will follow. Location is the law offices of

Holland & Hart, 222 S. Main St., Suite 2200, Salt Lake City. Free. • Dec. 8, noon-1 p.m.: “Protecting Your Innovations After the Leahy-Smith America Invents Act,” a panel discussion hosted by Kirton & McConkie. The Leahy-Smith America Invents Act is the first large-scale U.S. patent law reform in 60 years that will dramatically reshape existing patent laws. While the Act creates streamlined alignment between U.S. patent law and international patent laws, it also significantly changes the landscape for obtain-ing and enforcing patents. A panel presentation will explore some of the changes from this Act and the implications on products and inventions. The panel will include Jill Powlick, corporate intellec-tual property counsel at Idaho Technology Inc.; Sally Brown, pat-ent counsel at Autoliv; and James Larson, corporate and IP coun-sel at Innovative Medical Device Solutions. Moderator will be Ken Horton, a shareholder at Kirton & McConkie. Location is the Kirton & McConkie offices, 60 E. South Temple, 16th floor, Salt Lake City. Free. Lunch will be served. RSVP by Dec. 6 with Cynthia Kersey at (801) 323-5966 or via e-mail to info@kmclaw.com. Register at www.venturecapital.org.

When I was 15 years old, my father shared a profound little essay with me. It was entitled “A Message to Garcia.” He first told me the story and later produced a well-worn, dog-eared, pocket-sized pamphlet. Having heard the story first from the lips of my father and then having received the written word, I read and then pondered the message and tried fervently to incor-porate its message into my soul. As I have grown and matured, I recognize this event as one of many attempts my father made to teach me character and responsibility. Salespeople hold the suc-cess of their employers in their hands. The fortunes and failures of any business can be traced to the success of its salespeople. The well-being of every employee ulti-mately rests on the shoulders of the sales effort. Salespeople are saddled with the singular effort of bringing profit to the organization, thereby providing the financial sta-bility of all those employed. True, there are others whose efforts are paramount to the success of any organization, but in the absence of profitable sales, nothing else really matters. Are you building wealth for your employer, fellow employ-ees and yourself, or are you hold-ing them hostage and in fear of eventual economic collapse? National statistics reveal that the average salesperson works only four hours each day at sales-relat-ed activities. The remaining hours of the day may be busy and tiring, but not focused on those specific activities that generate sales. I don’t believe there is a conscious effort on behalf of salespeople to become distracted in their sales efforts. However, I do believe that they lack the understanding of the profound impact their lack of effort and focus has on the lives of their fellow employees or the financial stability of the company. Top sales performers must demonstrate discipline and character. Selling is difficult work and is often conducted in a rela-tively unstructured environment. Salespeople are often left unsu-pervised in their selling activities. They enjoy a freedom that very few other occupations experience. That freedom is necessary for suc-cess, and at the same time can create the distraction that result in less than stellar performance. Salespeople must understand and accept the huge responsibil-ity that rests on their shoulders, a responsibility that will determine the security and wealth of all peo-

ple associated with their employ-er. Theirs is a responsibility that extends beyond the boundaries of their own company, to both suppli-ers and customers and their respec-tive employees. A salesperson

must accomplish their objectives with limited supervision, in difficult economies and adverse markets. They must find profitable opportunities even when it appears there are none. They must carry with them the hope and trust of all

employees whose financial well-being depends upon their success. As my father told me, you must learn and incorporate into your character those qualities that will enable you to “carry a message to Garcia.” I have attached a short intro-duction to this profound essay by Elbert Hubbard with the hope that it will impact your life as it did mine. With the attitude, character and sense of responsibility exem-plified by Rowan, who was called upon to carry a message to Garcia, I believe every salesperson read-ing this message can find a way to spend eight hours each day focused on meaningful sales activities and fulfill the trust of your employer and fellow employees.“Elbert Hubbard penned his clas-sic essay, “A Message to Garcia”

in one hour after a dinnertime discussion with his family. At din-ner, Hubbard’s son, Bert, claimed that the true hero of the Spanish-American war was Rowan — a messenger who braved death by carrying a note behind the lines

to Garcia, the leader of the insur-gents.

“In all this Cuban business there is one man who stands out

on the horizon of my memory like Mars at perihelion. When war broke out between Spain and the United States, it was

very necessary to communicate quickly with the leader of the Insurgents. Garcia was some-

where in the mountain fastnesses of Cuba — no one knew where.

No mail or telegraph could reach him. The President must secure his co-operation, and quickly.

What to do! Someone said to the President, ‘There’s a fellow by the name of Rowan will find Garcia

for you, if anybody can.’ “Rowan was sent for and

given a letter to be delivered to Garcia. How ‘the fellow by name of Rowan’ took the letter, sealed it up in an oil-skin pouch, strapped

it over his heart, in four days landed by night off the coast of Cuba from an open boat, disap-

peared into the jungle, and in three weeks came out on the other

side of the island, having tra-versed a hostile country on foot, and having delivered his letter to

Garcia. “The point I wish to make is this: McKinley gave Rowan a letter to be delivered to Garcia; Rowan took the letter and did

not ask, ‘Where is he at?’ By the

Eternal! There is a man whose form should be cast in deathless bronze and the statue placed in

every college in the land. It is not book-learning young men need,

nor instruction about this or that, but a stiffening of the vertebrae

which will cause them to be loyal to a trust, to act promptly, concentrate their energies; do the thing - ‘carry a message to

Garcia!’”

Tim Huffaker is the president of The Business Performance Group, a sales training and coaching firm headquartered in Salt Lake City. The company teaches core sales principles and skills, allowing cli-ents to double their sales. Huffaker is the author of hundreds of sales articles and can be contacted at (801) 557-4571 or tim@bpgutah.com.

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RETAIL •TheOld World Christmas Market, now in its fourth year, has opened at the Grand Hall in The Gateway in Salt Lake City. It will be open from 11 a.m. to 9 p.m. Monday through Saturday featuring handmade items by local artisans and crafters (many of them from the Downtown Farmers Market) for holiday gift giving. There are food vendors offering traditional flavors of the season, including traditional German food, spiced cider and hot chocolate as well as specialty packaged food items. The atmosphere at the Old World Christmas Market is mod-

eled after the Christmas Markets of Europe dating back to 14th century Germany.

SCIENCE •E. Dale Abel, M.D., Ph.D., a world-renowned leader in endo-crinology, diabetes, and metabo-lism research, has received one of the highest honors in his field – a Laureate Award from The Endocrine Society. Abel, chief of the Division of Endocrinology, Metabolism, and Diabetes at the University of Utah School of Medicine, is one of 11 Laureate Award recipients named for 2012. He received the award for his “outstanding” contributions to endocrinology research.

T E C H N O L O G Y / L I F E SCIENCES • Veracity Networks, a Provo-based telecommunications provider, has partnered with VLCM, a leading customized IT provider for the Rocky Mountain Region, in donating telecom hardware, software and services to The Road Home in Salt Lake City. The contribution of Internet and phone services, along with computer hardware, will save the charity $40,000 per year. The Road Home is Utah’s largest homeless shelter, with four locations along the Wasatch Front assisting individuals and families experiencing homelessness.

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“Intexticated” on Company Time: Employers May be Liable for

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Do your employees drive while talking or texting on their cell phone? More and more, motor accidents are the result of drivers who are distracted by text messages, e-mails and phone calls while driv-ing. In 2009, Utah made it a primary offense for drivers to “use a handheld wireless com-munication device for text messaging or electronic mail communication while operat-ing a motor vehicle on a highway in [Utah].” In other words, a driver in Utah can be pulled over and cited for texting or e-mailing while driving, but what is the current law for talk-ing on a cell phone while driving? Unlike other states with specific laws banning drivers from talking on handheld cell phones while driving, Utah mentions the use of handheld cell phones while driving as a possible offense under “careless driving.” “A person operat-ing a motor vehicle is guilty of careless driving if the person commits a moving traffic violation [other than speeding] . . ., while being distracted by one or more activities taking place within the vehicle that are not related to the operation of a motor vehicle, including using a wireless telephone or other electronic device unless the person is using hands-free talking and listening features while operating the motor vehicle.” Stated another way, if a driver is first cited for a mov-ing violation (other than speeding), the driver may be charged with a secondary offense of “careless driving” if the driver was talking on a handheld cell phone. Careless driving also includes other common reasons for driver distraction such as searching for an item in the vehicle or attending to personal hygiene or grooming. Note that it is legal for drivers to talk on a cell phone while they are operating a motor vehicle if they are using a hands-free device. Seventy-one percent of people between the ages of 18 and 49 admit they text or talk on their cell

phones while driving. Think you can drive and talk at the same time? Despite Utah’s law, nationally rec-ognized University of Utah researcher David Strayer has studied the effects of cell phone use while driv-ing for more than 10 years and found that hands-free cell phone use is just as distracting as handheld cell phone use while driving. He further found that motorists who talk on handheld or hands-free cell phones are as impaired as drunken drivers at the

legal blood-alcohol limit of 0.08 percent. For comparison purposes, someone who is drunk at a 0.08 blood alcohol level has a four-time crash increase. Drivers talking on a phone get tunnel vision and do not see the information in the periphery. In addition, cell phone use while driving yields a form of inattention blindness. Even when driv-ers are directing their gaze at objects in the driving environment, they may fail to “see” them because their attention is directed elsewhere, namely cell phone conversa-

tions. Each year, 500,000 people are injured and 6,000 are killed in accidents involving careless driving. Employers may be held liable for an accident caused by an employee while using a cell phone for com-pany business while driving, or while driving a com-pany vehicle at any time. Employers should adopt a written policy regarding cell phone use (talking, texting, and e-mailing) and consistently enforce it. Employees should receive training and acknowledge in writing that they received the policy. A policy does not guarantee employers relief from liability, but without a policy in place, employers may face a less sympathetic jury.

Katherine E. Judd is an associate at Salt Lake City law firm Clyde Snow & Sessions where she routinely advises employers on workplace liability, updating employee handbooks and handling cases brought against employers. As part of Clyde Snow’s Employment Law Practice Group, she also authors articles for the Group’s newsletter, Business as Usual. Judd can be reached at kej@clydesnow.com.

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Utah on the Rise

As the construction indus-try continues to plod through our current economic predicament it’s easy to overlook the critical need for skilled workers. When the industry rebounds, and it will, we will be faced with critical short-falls in qualified skilled workers. The recovery and an aging work-force present a challenge, and the question arises, how do we as an industry deal with the shortage? Now is the opportune time to address the situation and strengthen our current workforce by educating the public, educa-tional counselors, media, teachers and parents as to the abundant opportunities that a career in the construction industry can provide. The construction industry is fore-casted to add 1.5 million new jobs by 2014 with an increase in total construction spending between 6 and 10 percent throughout the next four-year span. “The improved outlook for the broader economy in 2012 signals more recovery for construction activities in 2013 than were contemplated just a few weeks earlier,” said Anirban Basu, Associated Builders and Contractors’ chief economist. Are we ready? In today’s article we explore how to get started in the con-struction industry and/or how to continue your development in the industry. Curtis Nielsen, program director for trades and appren-ticeship at Ogden-Weber Tech College, provides us with great insight into what training resourc-es are in place to provide the industry with skilled and qualified

individuals. Why do you think training and education are important to the construction industry? The construction industry is highly competitive. Contractors need employees who are highly skilled and understand how to safely and efficiently complete a project. A contractor’s bottom line and even survival are dependent upon having a well-trained work-force. Construction workers that complete training programs based on local and national standards

will be better prepared to maintain employment through the ups and downs of the construction indus-try and generally command higher wages than individuals who do not complete a formalized training and education program. Consumers will benefit from highly skilled workers because projects will be completed according to codes and standards that will provide con-sumers with structures that are functional as well as safe and comfortable to live and work in. Why would you recommend a career path to someone who is thinking about the construction industry as a career? Looking at a career in con-struction compared to looking at just a job in this industry will help individuals create a long term plan for success to include train-ing and education. The construc-tion industry has a wide career path with many employment and training opportunities. It is like a super highway with many on and off ramps. With some basic skills, individuals can obtain employment as a laborer or an apprentice in a skilled occupation. Apprentices who complete both the required on-the-job training (usually four to five years) and the required apprentice-related training at an institution of higher education can obtain local, state and national credentials that will provide them with opportunities for further advancement and stable employment. Apprenticeship is a earn-as-you learn program where an apprentice’s beginning wage is approximately 50 percent of a journey-level worker in their craft. Apprentices usually receive wage increases every six months to one year. Salaries upon completion of a formalized apprenticeship vary from $36,000-$60,000 per year. Colleges and universities have degrees in construction man-agement, engineering and archi-tecture for those individuals who choose to move into supervisory or building design positions. The best construction supervisors and building designers are those indi-viduals who have hands-on con-struction experience. What are some of the work-force development strategies for the construction industry, as well as best practices for education and implementation efforts of craft training in Utah? Employers and educators need to educate young people, their parents and school counsel-ors about the career and training

opportunities within the construc-tion industry at an early age. Field trips and hands-on activities are a great way to get young peo-ple interested in the construction industry. Young people need to take more courses at their high-schools related to the construction industry. A higher percentage of high-school students need to enroll in a construction program at their local applied technology college (ATC) so that they can gain basis construction skills for entry-lev-el employment upon graduation. Tuition is free for students who attend an ATC while enrolled in high-school. Employers can provide opportunities for field trips, job shadowing and apprenticeships. High-school students can begin an apprenticeship as early as age 16 if they are registered in a formal apprenticeship program through the United States Department of Labor. Employers need to develop career pathways for their employ-ees so that their employees see a long term future with the organi-zation. Companies that provide opportunities for employee growth and advancement will experience lower turnover rates and experi-ence a higher rate of employee engagement and loyalty. There are eight ATCs in

Utah which are regional cam-puses of the Utah College of Applied Technology. The mis-sion of the ATCs is to prepare individuals for specific career fields and to upgrade the skills of Utah’s workforce. The ATCs offer construction-related training programs including programs that prepare individuals for employ-ment in the construction industry, apprenticeship- related training for working apprentices and skill upgrade courses including courses for licensure renewal. For more information concerning available programs at an ATC campus, go to http://www.ucat.edu/programs. Construction-related training pro-grams are also available at Utah’s other institutions of higher educa-tion. Each year the Utah State Legislature allocates funding as an investment in the skill sets of Utah employees. The program has an impressive 25+ year track record of helping companies deliver cus-tom, targeted training to employ-ees. Companies may qualify to have a portion of the training costs covered through Custom Fit fund-ing. These funds may be used to help pay for training through the ATCs, off-site seminars or cus-tomized training provided by other training vendors.

How do we address the criti-cal workforce shortage facing the construction industry? We need to educate our citi-zens about the great career oppor-tunities in the construction indus-try. We need to show that there is a pathway from a job to a degree as most students, parents and aca-demic advisors see a degree as the best pathway to success. We also need to work on creating a posi-tive image of the industry as many look at jobs within the industry as physically demanding, dirty jobs without a long-term future. Companies need to look at their wage and benefit structures to ensure that they are competitive with other companies and other career fields. They need to develop career plans with incentives that reward employees who take the necessary steps to increase their skills. Employers need to continue to invest in training even when times are tough such as the current slowdown the industry is experi-encing. Associated Builders and Contractors (ABC) is a national association with 74 chapters rep-resenting 23,000 merit shop con-struction and construction-related firms. For more information call (801) 708-7036 or visit www.abcu-tah.org.

Industry Demands: The Urgent Need for Qualified Workers Is CriticalBy Chris Hipwell, presidentAssociated Builders and Contractors, Utah Chapter

Nielsen

The Enterprise Nov. 28-Dec. 4, 201110

Very few politicians have provided as much villainous enter-tainment over the years as Newt Gingrich, who now assures every-one that he has “matured” since his brief and tumultuous reign on Capitol Hill. While the former speaker may at last have settled into a third mar-riage, there is no sign of improvement in his charac-ter. He is rising in current polls because Mitt Romney repels many Republicans and he is the last alterna-tive. But Gingrich’s most recent debate performance revealed the same brazen dissembler whose flaws proved ruinous to him and — were he to win the nomination — would be disastrous for his party. On Nov. 9, with millions watching, he uttered a bald lie that revived memories of his most embarrassing moments in Washington. The moment of truth — or more accurately, falsehood — came when CNBC’s John Harwood noted that back in 2006, Gingrich was paid $300,000 by Freddie Mac, the gigantic fed-erally backed housing financier.

“What did you do for that money?” asked Harwood, while attempting to suggest that Gingrich sought to “fend off” stricter regulation of Freddie Mac and its sister com-pany, Fannie Mae, by officials in the Bush administration and the

Federal Reserve worried about the firms’ inflated $5 trillion in mortgage securities. “I offered them advice on precisely what they didn’t do,” replied Gingrich, who went on to claim that “as a histo-rian,” he had warned the Freddie Mac officials who hired him that their

lending practices were causing “a bubble” that was “insane” and “impossible.” He was not a lobby-ist, he proclaimed, but a prophet: “It turned out, unfortunately, that I was right. ... And I think it’s a good case for breaking up Fannie Mae and Freddie Mac, and getting much smaller institutions back into the private sector to be com-petitive and to be responsible for their behavior.” The transcript shows that after Gingrich pronounced those closing conservative buzzwords

— “private sector,” “competitive,” “responsible” — the audience applauded. All politicians lie, but Gingrich specializes in this brand of self-puffing fantasy. The actu-al history of his employment by Freddie Mac, as excavated first by reporters at the Associated Press and more recently at Bloomberg News, is far less flattering to the former speaker than his own dra-matic account. According to sto-ries published by both news ser-vices since the debate, Freddie Mac hired Gingrich precisely to head off stronger regulation by arguing to Republicans that the mortgage firm had demonstrated the benefits of private-public part-nerships. The executives who dealt with Gingrich remember no brisk lectures from the former history professor about their risky “bub-ble.” Instead, he attended strat-egy sessions at Freddie Mac’s Washington offices — and failed to live up to their hope that he would provide useful advice or written materials defending their business. As a congressman from Georgia, he promoted the same lending to low- and moderate-

income homeowners that he now denounces so bitterly, and got on the Freddie Mac sugar teat in 1999, within a year after resigning his congressional seat in disgrace. Indeed, today Bloomberg reports that Gingrich stuffed his bulging pockets with as much as $1.8 mil-lion in Freddie Mac consulting fees between 1999 and 2007. Confronted with the Freddie Mac denials this week, a Gingrich spokesman had the gall to cite a “confidentiality clause” in his 2006 contract that prohibits him from discussing his work for them. Evidently that clause only forbids him from telling the truth about the consulting deal, while leaving him free to invent a version that portrays him as prescient and hon-est. Gingrich’s conduct may not trouble the pork-choppers in the Republican hierarchy, who punt-ed him as speaker only when he became a political liability after the Bill Clinton impeachment fiasco. But it ought to infuriate the tea party faction, which suppos-edly despises Washington insid-ers feeding off the public-private teat, as Gingrich obviously did.

He says that every contract he has signed since leaving Congress stipulates that he isn’t a lobbyist -- but many more questions might now be asked about the specifics of his “non-lobbying” business as an agent of influence for those who could pay his exorbitant fee. As Salon.com’s Joan Walsh so wittily put it, even Newt’s bag-gage has baggage. His crude mis-treatment of his first two wives makes Herman Cain look chival-rous; his flip-flopping on climate change and health care makes Mitt Romney look consistent; his anti-Muslim extremism (almost) makes Michele Bachmann sound toler-ant; and his record as the first and only speaker ever to be punished by the House Ethics Committee makes Rick Perry appear virtuous. That momentary lead in primary polls may make Democrats wish-ful and hopeful, but this sequel to his failed career is more likely to end in farce — just like the origi-nal.

Joe Conason is the editor in chief of NationalMemo.com.

Copyright 2001Creators.com.

New 'mature' Newt is just same old Gingrich

Joe Conason

The EnterpriseNov. 28-Dec. 4, 2011 11

Alice in Wonderland was written by a professor who also wrote a book on symbolic logic. So it is not surprising that Alice encountered not only strange behavior in Wonderland, but also strange and illogical reasoning — of a sort too often found in the real world, and which a logician would be very much aware of. If Alice could visit the world of liberal rheto-ric and assumptions today, she might find similarly illogical and bizarre think-ing. But people suffering in the current economy might not find it nearly as entertaining as Alice in Wonderland. Perhaps the most remarkable feature of the world envisioned by today’s liberals is that it is a world where other people just passively accept whatever “change” liberals impose. In the world of Liberal Land, you can just take for granted all the benefits of the existing society, and then simply tack on your new, wonderful ideas that will make things better.

For example, if the economy is going along well and you hap-pen to take a notion that there ought to be more home ownership, especially among the poor and minorities, then you simply have the government decree that lend-

ers have to lend to more low-income people and minorities who want mortgages, ending fin-icky mortgage standards about down payments, income and credit histo-ries. That sounds

like a fine idea in the world of Liberal Land.

Unfortunately, in the ugly world of reality, it turned out to be a finan-cial disaster, from which the econ-omy has still not yet recovered. Nor have the poor and minorities. Apparently you cannot just tack on your pet notions to what-ever already exists, without reper-cussions spreading throughout the whole economy. That’s what hap-pens in the ugly world of reality, as distinguished from the beautiful world of Liberal Land.

The strange and bizarre characters found in Alice in Wonderland have counterparts in the political vision of Liberal Land today. Among the most interesting of these characters are those elites who are convinced that they are so much smarter than the rest of us that they feel both a right and a duty to take all sorts of decisions out of our incompetent hands — for our own good. In San Francisco, which is Liberal Land personified, there have been attempts to ban the cir-cumcision of newborn baby boys. Fortunately, that was nipped in the bud. But it shows how widely the self-anointed saviors of Liberal Land feel entitled to take deci-sions out of the hands of mere ordinary citizens. Secretary of the Treasury Timothy Geithner says, “We’re facing a very consequential debate about some fundamental choices as a country.” People talk that way in Liberal Land. Moreover, such statements pass muster with those who simply take in the words, decide whether they sound nice to

them, and then move on. But, if you take words seri-ously, the more fundamental ques-tion is whether individuals are to remain free to make their own choices, as distinguished from having collectivized choices, “as a country” — which is to say, hav-ing choices made by government officials and imposed on the rest of us. The history of the 20th cen-tury is a painful lesson on what happens when collective choices replace individual choices. Even leaving aside the chilling history of totalitarianism in the 20th cen-tury, the history of economic cen-tral planning shows it to have been such a widely recognized disaster that even communist and socialist governments were abandoning it as the century ended. Making choices “as a coun-try” cannot be avoided in some cases, such as elections or referen-da. But that is very different from saying that decisions in general should be made “as a country” — which boils down to having people like Timothy Geithner tak-

ing more and more decisions out of our own hands and imposing their will on the rest of us. That way lies madness exceeding any-thing done by the Mad Hatter in Alice in Wonderland. That way lie unfunded man-dates, nanny state interventions in people’s lives, such as ban-ning circumcision — and the ultimate nanny state monstrosity, ObamaCare. The world of reality has its problems, so it is understandable that some people want to escape to a different world, where you can talk lofty talk and forget about ugly realities like costs and reper-cussions. The world of reality is not nearly as lovely as the world of Liberal Land. No wonder so many people want to go there.

Thomas Sowell is a senior fellow at the Hoover Institution, Stanford University, Stanford, CA 94305.

Copyright 2011Creators.com

Alice in Liberal Land

Thomas Sowell

With the 4G Mobile HotSpot from T-Mobile,® connect and share high-speed Internet with multiple devices, all for one low price.

Limited time offer; subject to change. Taxes and fees additional. Speeds achieved by connected devices vary based on Wi-Fi connection and device capability. Plan: Postpaid only. Full speeds available up to monthly allotment and slowed to up to 2G speeds for remainder of billing cycle. Domestic use only; domestic roaming not possible. Credit approval, $35 per line activation fee and two-year agreement (with up to $200/line early termination fee) required; deposit may apply. If you switch plans, you may be bound by existing term (including ETF) and/or an up to $200 fee. You may be unable to switch to some plans. $10 Voice Discount: Requires one other line of postpaid/FlexPay service with T-Mobile on same account. $5 Purchase Discount: Requires purchase of Mobile HotSpot on Equipment Installment Plan and activation of Mobile Broadband Value plan with 2GB or higher full-speed data allotment on two-year agreement; must remain on qualifying plan to receive discount. Mail-in Rebate: Mobile Broadband line with 2GB or higher high-speed data allotment and at least one voice line with EasyPay

required. Provided via VISA card; allow up to 8 weeks for delivery. See rebate form for details. Equipment Installment Plan: Availability and amount of EIP fi nancing subject to credit approval. Down payment required at time of purchase; remaining payments to be made evenly over 20 months. Qualifying rate plan required, and account must remain in good standing. Taxes, late/non-payment fees and other upfront and monthly charges may apply. Available only at participating locations; not available in Washington, D.C. Coverage: Coverage not available everywhere. Abnormal Usage: Service may be limited or terminated for misuse, abnormal usage or signifi cant roaming. See brochures and Terms and Conditions (including arbitration provision) at www.T-Mobile.com for additional information. T-Mobile and the magenta color are registered trademarks of Deutsche Telekom AG. America’s Largest 4G Network is a registered trademark of T-Mobile USA, Inc. © 2011 T-Mobile USA, Inc. All rights reserved.

$19.99 Monthly Price: Includes (1) Mobile Broadband Overage-Free Value™ - Plus plan with 2GB full-speed data, after $10/mo. existing voice customer discount ($29.99/mo. without discount), and (2) monthly payment for 4G Mobile HotSpot, after $5/mo. purchase discount. 4G Mobile HotSpot is available for $24.99 down payment plus 20 monthly payment of $5/mo., 0% APR, On Approved Credit. $25 mail-in rebate card also available with purchase of 4G Mobile HotSpot on qualifying plan with EasyPay billing.

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T-Mobile does not sell the iPad or iPod touch and is not affi liated with Apple Inc.

Learn more at T-Mobile.com | Sign up today at any participating T-Mobile store

On-the-goInternet for yourlaptop, tablet, iPad,®

iPod touch,® e-reader...Did we missanything?

qualify’g voice plan req’d

F O N T S / I M A G E S / I N K SFontsTimes (Regular), TM AG Book Rounded (Regular, Medium), Tele (Grotesk Nor, Grotesk Fet)

Imagesgmg145441_ahr_prt_grad.tif (CMYK; 300 ppi; 100%)gmg145441_ahr_std_ipad.psd (CMYK; 300 ppi; 100%)

29039-41588-270096AE01L100.psd (CMYK; 300 ppi; 100%)QRcode Expansion_11-14.tif (CMYK; 300 ppi; 100%)

Inks Cyan, Magenta, Yellow,

Black

11-21-2011 5:39 PM gmg146923_mch_prt_enter.indd

TracyLocke

The En-

T-Mobile

10.25” x 13.5”

10” x 13.25”

None

147599Sheila Batra 214.259.4242Jennilee Swanner 214.259.4227

100%None

4-Color ProcessInDesign CS4 6.0.6

–CS

146923 Print AdMBB HotSpot Extension - non holiday

2L

S:10”

S:13.25”T:10.25”

T:13.5”B:10.25”

B:13.5”