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No whiners: In sales, attitude is everything

If I could promise you that by doing one simple thing every day you could be happier, make more money, earn more respect, enjoy more fulfilling relationships, have better physical and emotional health, advance higher in your career and live longer to enjoy it all, would you be interested in this little secret? Dr. Martin Seligman has studied pessimism for the last 30 years and in more than 1,000 studies, involving more than half a million people, he has found that pessimistic people do worse than optimistic people in three ways: First, they get depressed much more often. Second, they achieve less at school, on the job, and on the playing field — much less than their talent would suggest. Third, their physical health is worse than that of optimists. Alan McGinnis stated in his book “The Power of Optimism” that studies have shown that optimists excel in school, have better health, make more money, establish longer and happier marriages and even live to an older age. The secret to a successful, more fulfilling career in sales correlates with the research of Seligman and McGinnis. The secret is a positive optimistic attitude. For the past 30 years I have been involved in training thousands of sales representatives, from retail, inside sales, door to door, business to business and large account management. The common denominator among the top sales reps across the board is maintaining a positive attitude even when things don’t go as expected or get bad. Their optimism pulls and propels them forward to be more effective and efficient. They lean into life rather than away from it. Attitudes are habits of thought that predict or perpetuate our performance. We aren’t born with them — they are acquired. Dr. Victor Frankl, a survivor of the Nazi concentration camps, wrote in his book “Man’s Search for Meaning” that “everything can be taken from man except the last of the human freedoms, his ability to choose his own attitude in any given set of circumstances.” Some sales reps start complaining about their manager, the area they were assigned, unfair quotas or even the weather. They are doomed before they start. I have been able to accurately predict the success or failure of a sales representative by the strength or weakness of their attitude. The characteristics of a winner are these learned and chosen attitudes: 1. Believe they have a say in their future (set goals). 2. Have heightened appreciation and gratitude. 3. Is cheerful and kind even if they can’t be happy. 4. Interrupts negative trains of thought (focus on the possible, not the obstacle). 5. Shares positive stories and experiences. 6. Is seldom surprised by trouble. 7. Continuous learning and improvement (use their imagination). 8. Looks for partial solutions. 9. Contributes to the greater good. 10. Good sense of humor (smile and laugh and generate smiles and laughter). A great example of this winning attitude is that of Scott Wilson, one of the co-owners of HAWX pest control in Ogden. Scott’s attitude has helped him to be successful in sales and business. He trains his representatives to approach all customers with a positive and optimistic attitude, backing up their service 100 percent. He has endured the growing pains of a new business with optimism and hard work. The results are a staggering amount of growth and success. The simple little daily secret of successful sales people is that of a positive, optimistic attitude adjustment every day. If you spell out the word attitude and assign a number to each letter, A-1, T-20, T-20, I-9, T-20, U-21, D-4, E-5, it would total 100. Making attitude measurable is the key. What are you doing daily to move over the 50 percent mark? Go back to the characteristics of a winning attitude and practice them until you see improvement and fulfillment. Then share the secret with others; the world of business will be a better place. Tim Border is an Associate Professor in the Department of Professional Sales. You can become a partner of member at the WSU Sales Center. Email and follow at or visit the website at

Airlines Federal Investigation

US probes possible collusion among airlines to keep fares up

WASHINGTON (AP) — The U.S. government is investigating possible collusion among major airlines to limit available seats, which keeps airfares high, according to a document obtained by The Associated Press. The civil antitrust investigation by the Justice Department appears to focus on whether airlines illegally signaled to each other how quickly they would add new flights, routes and extra seats. A letter received Tuesday by major U.S. carriers demands copies of all communications the airlines had with each other, Wall Street analysts and major shareholders about their plans for passenger-carrying capacity, or “the undesirability of your company or any other airline increasing capacity.” The Justice Department asked each airline for its passenger-carrying capacity both by region, and overall, since January 2010. Justice Department spokeswoman Emily Pierce confirmed that the department is looking into potential “unlawful coordination” among some airlines. She declined to comment further or say which airlines are being investigated. On a day when the overall stock market was up, stocks of the major U.S. airlines ended the day down 1 to 3 percent on news of the investigation. American Airlines, Delta Air Lines, Southwest Airlines and United Airlines all said they received a letter and are complying. Several smaller carriers, including JetBlue Airways and Frontier Airlines, said they had not been contacted by the government. The airlines publicly discussed capacity early last month in Miami at the International Air Transport Association’s annual meeting. After hearing about that meeting, U.S. Sen. Richard Blumenthal, D-Conn., requested a Justice Department investigation. The department had tried to block the most recent merger, the 2013 joining of American Airlines and US Airways, but ultimately agreed to let it proceed after the airlines made minor concessions. Some Wall Street analysts argue that to remain financially strong, airlines should not expand capacity faster than the U.S. economy. And from January 2010 to January 2014, they didn’t. In that 4-year period, capacity on domestic flights was virtually flat while the U.S. economy grew about 2.2 percent per year. From January 2014 to January 2015, however, the airlines expanded by 5.5 percent, topping the economy’s 2.4 percent growth for 2014. Thanks to a series of mergers starting in 2008, America, Delta, Southwest and United now control more than 80 percent of the seats in the domestic travel market. They’ve eliminated unprofitable flights, filled more seats on planes and made a very public effort to slow growth to command higher airfares. It worked. The average domestic airfare rose an inflation-adjusted 13 percent from 2009 to 2014, according to the Bureau of Transportation Statistics. And that doesn’t include the billions of dollars airlines collect from new fees. During the past 12 months, the airlines took in $3.6 billion in bag fees and $3 billion in reservation-change fees. That has led to record profits. In the past two years, U.S. airlines earned a combined $19.7 billion. This year could bring even higher profits thanks to a massive drop in the price of jet fuel, airlines’ single highest expense. In April, U.S. airlines paid $1.94 a gallon, down 34 percent from the year before. That worries Wall Street analysts and investors. Cheap fuel has led airlines to make money-losing decisions in the past, rapidly expanding, launching new routes and setting unrealistically low fares to lure passengers. Airlines already flying those routes would match the fare, and all carriers would lose money. Such price wars are long gone, but today’s low fuel costs along with recent comments from airline executives have given the market jitters. Airline stocks plunged in May after the chief financial officer of Southwest said at an industry event that the carrier would increase passenger-carrying capacity by 7 to 8 percent, an increase over an earlier target. Wolfe Research analyst Hunter Keay, who hosted that May 19 conference, told investors in a note afterward that the big airlines are unhappy to be restraining growth while low-cost airlines like Spirit grow much faster. He urged the major airlines to “step up” and cut routes for the good of the industry. On June 1, Southwest CEO Gary Kelly said his airline would cap its 2015 growth at 7 percent. That sparked a rally in airline stocks, as investors were more assured that capacity growth would be limited. Keay said Wednesday that he had not been contacted by the government and doesn’t think the airlines have been acting inappropriately. “The analyst community is bringing up the subject. You certainly can’t fault an airline executive for responding to the question,” Keay said. “The capacity continues to grow at the airports people want to fly to and air travel remains a particular good value for the consumer, especially for the utility that it provides.” __ Koenig reported from Dallas, Mayerowitz from New York. __ David Koenig can be reached at, Mayerowitz at and Tucker at

James Madison

Founding Fathers a supreme leadership example

"Never doubt that a small group of thoughtful, committed citizens can change the world; indeed, it's the only thing that ever has." —Margaret Mead Now inscribed on the Library of Congress, James Madison's words are as true today as they were in 1829: "The happy Union of these States is a wonder; their Constitution a miracle; their example the hope of Liberty throughout the world." On July 4, we’ll celebrate the freedoms that our Founding Fathers envisioned for this country and for each individual. We’ll acknowledge their wisdom, forethought, and the sacrifices they and many others have made to win those freedoms for future generations. History teaches us that these brilliant men not only masterminded our independence and freedom as a nation, but were also flawed people struggling with the same search for meaning and purpose that all of us do. They were not only men of vision, integrity, passion and self-determination, but were individuals, husbands, fathers and friends with unique personalities whose experiences and beliefs shaped them. Again, just like you and me. A closer look at the attributes that led them to their ultimate accomplishments provides us with valuable lessons for life and leadership. Here are just a few tips from our esteemed Founding Fathers to inspire you and your team: 1. Start with a vision. “Where there is no vision, the people perish.”(Proverbs 29:18). Great achievements are often the result of a bold vision. If you have a vision for your life, team or organization, you have most likely dealt with doubt and ridicule. Take a lesson from the Founding Fathers and never let the odds keep you from pursuing what you were meant to do. Live your dreams, not your fears. 2. Create a legacy. We are often so busy that it becomes challenging to focus on the future and those around us. The choices we make today will have an impact on future generations. The Founding Fathers understood this and undertook the responsibility of creating a nation for all generations. They taught the importance of establishing something that is meaningful beyond the here and now. 3. Make a difference. It was through persecution, hardships and struggles whereby the Founders rallied in declaring our independence. They had a clear purpose and the drive to fulfill that purpose. The challenge today is for us to also make a difference by finding opportunities in the middle of difficulty. We shouldn’t accept things as they are; we must accept the responsibility for changing them. 4. Make sacrifices. Everything worth having comes at a cost and so it is with freedom. Just as blood was shed to earn our independence, people around the globe make sacrifices to protect our freedoms. Often, the greater the vision, the greater the shared sacrifice required to attain it. The Founding Fathers stayed focused on what they were choosing rather than what they were giving up. 5. Stick to your convictions. With their main convictions centering around “life, liberty and the pursuit of happiness,” these brave men clung to their ideals. With years of hindsight and the benefit of our modern comforts, it is hard to comprehend their stick-to-itiveness. Leadership requires this kind of steady conviction in the face of incredible challenges. 6. Value collaboration. They convened the right talent and best minds tasked with generating enduring ideas. They did this by creating an environment based on trust, appreciative inquiry and transparency. Together they set goals and encouraged creative solutions with participation from others. This is how great leaders work. They collaborate. 7. Value faith. The Founders recognized the truth that we are all "created equal and endowed by our Creator with certain unalienable rights." This belief in a higher power or ideals greater than ourselves allows us to see the world and the people entrusted to us in a more meaningful way. Thoughtful leaders seek to be a blessing and to serve causes greater than self. Wise ones remember the source. There are few greater challenges than those that this country faced at its inception. These ordinary individuals worked together to accomplish the extraordinary. Our Founders were leadership pioneers. Let us honor them and learn from their examples as we celebrate our independence. Brad Larsen is a life coach and corporate consultant from northern Utah. He can be reached at

GOP 2016 Trump

Macy's dumps Trump clothing line in response to comments

NEW YORK — Macy’s is the latest company to end its relationship with Donald Trump as the fallout from the real estate mogul’s remarks about Mexican immigrants continues. Companies have been cutting ties with Trump left and right after his presidential campaign kickoff speech last week in which he declared that some Mexican immigrants bring drugs and crime to the U.S. and are rapists. NBC, Spanish-language station Univision, TV company Ora TV and Mexican TV network Televisa have cut ties with Trump. The developer is suing Univision for $500 million for breach of contract for dropping the Miss USA and Miss Universe pageants, which are a joint venture between NBC and Trump. Macy’s said in a statement that the retailer is “disappointed and distressed” by Trump’s remarks and will end its relationship with him. Macy’s has carried a Donald Trump menswear line since 2004, including $70 button down-shirts and $65 striped ties. Most items were heavily discounted on Macy’s website on Wednesday. “We have no tolerance for discrimination in any form,” the company said in a statement. “We welcome all customers, and respect for the dignity of all people is a cornerstone of our culture.” The move comes after an outcry on social media, including online petitions, for Macy’s to drop the line. The Miss USA pageant, set to take place July 12 in Baton Rouge, Louisiana, lost both its co-hosts Tuesday, with “Dancing with the Stars” Cheryl Burke and MSNBC anchor Thomas Roberts bowing out. The Miss USA pageant had no specifics on who might host in their place but said the proceedings would be live-streamed on its website. Last week, the hosts of the Univision simulcast, Roselyn Sanchez and Cristian de la Fuente, said they wouldn’t take part in the Spanish-language telecast. Elsewhere on Tuesday, the Ricky Martin Foundation announced it would withdraw a golf tournament from a Trump-owned property. .

National Business

Mandatory Credit, Local TV Out

'Independents' Week' honors buy-local businesses

OGDEN — As part of the “buy local” movement in Utah, a number of Weber County mayors have issued proclamations declaring July 1-7 as “Independents Week” in their cities. “Independents Week” honors the entrepreneurial spirit of local business owners and the impact they have on our communities and economies. The annual celebration is organized by Local First Utah, and is held in conjunction with other independent business alliances across the nation. Mayor Mike Caldwell of Ogden signed the proclamation for the third year running, recognizing the “buy local” movement in Ogden. Mayor Brent Taylor of North Ogden, Mayor Toby Mileski of Pleasant View and Mayor Mark Allen of Washington Terrace all signed as well, indicating the second straight year that their communities have celebrated Independents Week. They join with Gov. Gary Herbert and the mayors of more than 30 other Utah cities in recognizing the value and vitality of locally owned, independent businesses to their cities. “As we celebrate ‘Independents Week,’ much more than the economic impact of locally owned businesses is recognized.” said Local First Utah Executive Director Kristen Lavelett. “More and more, people are recognizing that independent businesses add to the character of Utah, our economic well-being, and keep the American Dream alive.” For every $100 spent in a national retailer only $13.60 stays in the Utah economy, the group says. But, on average, for every $100 spent in a locally owned business, $55.40 stays in the Utah economy. Locally owned businesses — by doing more business with other locals — keep money circulating through the local economy. “The simple act of buying from a locally owned business is an opportunity for citizens to vote with their dollars.” said Lavelett. “It’s an ordinary action with an extraordinary impact.” For more information regarding “Independents Week” visit Local First Utah is a 501(c)(3) non-profit organization that works to empower a movement to recognize the value and vitality of locally owned, independent businesses. Local First Utah business partnerships are open to all Utah businesses that are at least 51 percent locally owned and make their business decisions independently. Business partner registration is free.

Smith's Marketplace groundbreaking

Smith's breaks ground in West Point

WEST POINT — About $528,000 in new revenue annually will flow into West Point City coffers as a result of the new Smith’s Marketplace development. In addition, the store and surrounding commercial development will bring about 300 new jobs to the area, according to officials. Smith’s Food & Drug will construct a new Smith’s Marketplace store at 2000 W. 300 North in West Point. This marks the first commercial retail center to be built in the city, according to Smith’s Food & Drug officials. [gmap=41.117496, -112.065300] “This new development in West Point City shows the cities dedication to its residents and the value in public/private partnerships,” Davis County Community and Economic Development Director Marlin Eldred said. “Residents will be able to shop at a Smith’s Market Place in their community and help stop the sales tax leakage going to other communities. This development will be the catalyst for more retail and job base growth for West Point City,” Eldred said. In addition to bringing sales tax revenues, the development will also add a number of jobs to the community. “You cannot underestimate the 300 jobs (the project will bring),” said Gary Wright of The Wright Development Group, the developer of the project. “This city needs this,” said Wright, one of many involved in the project who attended the Tuesday groundbreaking ceremony that featured hard hats and refreshments. Smith’s Marketplace will anchor the first phase of the 19.4 acre commercial development named “The Point” and paves the way for the development of additional commercial pads, according to a joint press release issued by Smith’s. The new 124,000 square foot multi-department store will offer grocery, pharmacy and general merchandise. A new Smith’s fuel station will be added adjacent to the store, with the project having an anticipated completion date of mid 2016. The development is located on the southwest corner of 2000 W. 300 North. It will have over 150,000 square feet of commercial space anchored by the 123,494 square-foot Smith’s Marketplace, Wright said. The Wright Development Group will develop an additional 27,000 square feet of retail space, including mid-box tenants, retail shops, banks, credit unions, restaurants, and other commercial users, he said. “This ground breaking marks a milestone for West Point City in its economic development efforts,” West Point Mayor Erik Craythorne said. “We anxiously anticipate the store’s construction so that our residents will have a wonderful shopping destination within their own city limits” “I’ve been on the planning commission for nine years. Seeing the ground breaking on the Smith’s Marketplace today was a thrill,” West Point City Council John L. Detamore said. “We’ve worked on this development for several months,” Detamore said, who is excited for the growth and progress of the city. Wadman Construction, headquartered in Ogden has been named the general contractor. At the time of completion, this will be the eighth Smith’s to be located in Davis County. West Point is a rural community of 10,000 residents situated 30 minutes north of Salt Lake City, along the shore of the Great Salt Lake. For more information visit: Smith’s is a division of the Kroger Co. (NYSE:KR), one of the nation’s largest retail grocers and currently operates 39 stores and 50 fuel centers in Utah. Contact reporter Bryon Saxton at 801-625-4244 or Follow him on Twitter at @BryonSaxton.  

Drilling Chaco Canyon

Archaeologists: Protect NM canyon from drilling

ALBUQUERQUE, N.M. — Tucked away among northwestern New Mexico's sandstone cliffs and buttes are the remnants of an ancient civilization whose monumental architecture and cultural influences have been a source of mystery for years. Scholars and curious visitors have spent more than a century trying to unravel those mysteries and more work needs to be done. That's why nearly 30 top archaeologists from universities and organizations around the nation called on the U.S. Interior Department on Tuesday to protect the area surrounding Chaco Culture National Historical Park from oil and gas development. In a letter to Interior Secretary Sally Jewell, they talked about the countless hours they've spent in the field, the dozens of books they've published about the Chaco society and their decades of collective experience studying its connection to modern Native American tribes in the Southwest. They call Chaco a distinct resource. "Many of the features associated with this landscape — the communications and road systems that once linked the canyon to great house sites located as far away as southeast Utah and which are still being identified to this day — have been damaged by the construction of oil and gas roads, pipelines and well pads," the archaeologists said. [image=Drilling Chaco Canyon2] They're pushing for the agency to consider a master leasing plan that would take into account cultural resources beyond the boundaries of the national park. They're also looking for more coordination between federal land managers, tribes and archaeologists. The Bureau of Land Management is revamping its resource management plan for the San Juan Basin and all new leasing within a 10-mile radius of Chaco park has been deferred until the plan is updated, likely in 2016. Wally Drangmeister, a spokesman for the New Mexico Oil and Gas Association, said the BLM's existing plan already takes into account cultural resources. He said there has been a push by environmentalists to tie Chaco to development in the Mancos shale more than 10 miles from the park. Environmentalists have been calling for protections for the greater Chaco area, and Drangmeister said that expansive definition could put the whole San Juan Basin off limits. The basin is one of the largest natural gas fields in the U.S. and has been in production for more than 60 years. More development is expected in some areas since technology is making it easier for energy companies to tap the region's oil resources. Some archaeologists have theorized that Chaco's influence spread far and wide from its remote desert location. A World Heritage site, Chaco includes a series of great houses, or massive multistory stone buildings, some of which were oriented to solar and lunar directions and offered lines of sight between buildings to allow for communication. Steve Lekson, a professor and curator at the University of Colorado Museum of Natural History, has spent years studying Chaco and its influence over the Southwest. He likened the process to learning how to play baseball after discovering home base and the pitcher's mound. "You keep poking around and find more bases and the warning tracks and all that stuff. You need the whole picture to understand how the game is played," he said. "Of course, Chaco being a political system or major regional system is much more complicated than baseball. You need enough of the package intact so you can actually understand the structure of the thing." Lekson and others said the hope that there's more to be discovered doesn't mean energy development should come to a halt. "I don't think anybody is saying that, but we need to pay a lot of attention to how that's done and be cognizant of the larger issue," he said. "It shouldn't be a site-by-site thing." The archaeologists' letter comes on the heels of a tour of the Chaco area by U.S. Sen. Tom Udall, D-New Mexico, and Interior Deputy Secretary Mike Connor. The two met with land managers and others after the tour. Connor said there are Navajo allottees who want to develop their resources and other Native Americans who want to protect those resources. "It's a balancing act throughout all of BLM's lands and I think Chaco is particularly unique," he said. "The more I learn about it, the more I was struck by the more we all have to learn."

Secondary BS 051915 SLC Protest 04-11

Water concerns propel protests against tar sands mine

SALT LAKE CITY — Opponents of Utah’s first tar sands mine called on state officials Tuesday to withhold approvals for the project because new evidence shows water in the area will be negatively impacted. U.S. Oil Sands, the Canadian company building the mine, pushed back against that premise at a public hearing in Salt Lake City. Attorney John Davis said the company has already proven there aren’t measurable quantities of water in the area and that the mine will have minimal effect. The hearing was scheduled after the state received dozens of opposition letters to a decision this spring to grant tentative approval for a larger footprint for the mine. The project in eastern Utah that has become another battle point in the western tug-of-war between proponents of allowing development on open land and those who believe the wide open expanses should be preserved. U.S. Oil Sands has invested nearly $100 million in the project in the last decade and is expected to begin extracting oil later this year. The company’s latest request asks the state to give it permission to be allowed to dig mining pits on a wider swath of land near the Book Cliffs on the border of Uintah County more than 200 miles southeast of Salt Lake City. Tar sands mines extract oil from minerals in the earth, a process that costs more than pumping liquid oil. John Baza, director the Utah Division of Oil, Gas and Mining, said he’ll take into consideration everything he heard before making a final decision on the permit in the next 10 days. [gmap=39.221218, -109.397757] Living Rivers, an environmental protection organization, brought University of Utah professor of geology William P. Johnson to speak about his study that concluded the mine’s tailings and leftover solvent could seep into water springs in adjacent canyons. Johnson accused regulators of being biased and relying on faulty data to make decisions. He said using data from drill holes dug by the company eight years ago should not be used to make a decision. “To use that as the evidence of a lack of impact for hydraulic system is the same is looking out at the sky today and saying it’s impossible for water to come from the sky,” Johnson said. “I find that infuriating as a scientist.” Steve Alder, an attorney for the Division of Oil, Gas and Mining, said the agency is not biased and is not relying solely on the dig holes that Johnson mentioned. His agency made the recommendation to approve the permit. Barclay Cuthbert, vice president of operations for U.S. Oil Sands, said it has gone beyond what is required to show the mine will have a minimal effect on the environment. He said opponents of development always ask the companies are absolutely sure there’s no downside. “That’s an almost an infinite requirement,” Cuthbert said. “To find a way to satisfy every person’s concern is almost impossible.” The staunch opposition from some to the mine was on display Tuesday. Protesters held a news conference before the hearing that featured a skit starring two small children wearing horned frog hats who fought back against a bulldozer. At the end of the hearing, a parade of people spoke about their concerns with the project. Tory Hill of Grand County said the area near the mine is like the Serengeti of the West with beaver, elk and deer. She implored regulators to forbid a foreign company from destroying the area, so future generations can hunt, fish and play. Rob Dubuc, an attorney representing Living Rivers, asked the board to mandate future water monitoring of the area. That’s something the state’s hydrologist suggested, but didn’t mandate, in a report. Baza said that’s one of many things he’ll take under advisement. “I don’t want you to feel like my mind is made up,” Baza said. “There are things that have been said here today that have touched me.”