Tri’ing Is Good For Tech & Business: pt 2

Published August 20, 2009

By Mae Lee Sun
TNAZ Regional Correspondent

Tom Manzi

Training Bible coach, Tom Manzi, of Tubac & New Jersey, conducts an open water swim clinic for Tucson TriGirls triathlon club, at Lake Patagonia.
Credit: Mae Lee Sun
Debbie Claggett, vice president and co-owner of TriSports, a superstore for triathlon equipment in South Tucson, has seen a growing number of triathletes at her retail and on-line stores.
“Our revenues have grown by over 400 percent over the last five years,” she says.
Claggett also looks at the athletes TriSports sponsors as ambassadors of her company. “They’re located all over the world, so it’s a good way to mass advertise,” she says.
Teams or clubs requesting that TriSports become their official store receive discounts. They don’t have to be Tucson-based, although based within Arizona. Triathlon clubs Claggett’s store sponsors include UA Tricats, Tucson Triathlon Club, Tucson Trigirls Club, Tri Scottsdale, Phoenix Tri Club and Pay & Take Tri Club in Flagstaff.
Additionally, one of the biggest triathlons in Arizona, Deuces Wild Triathlon Festival in Show Low, Arizona, is sponsored by the Claggetts’ non-profit company, TriSports Racing. All proceeds go to charity and TriSports donates the people power to host the event where vendors are invited to set up booths with product.
The store itself offers a variety of services like fitting cyclists to their new or existing bike, body mapping and power testing. For runners, they employ the use of treadmills and advanced software to do run strike analysis and send people home with a DVD and ‘tons of information to become a better runner’.
Swimmers have the same advantage if they take a dunk in the in-store endless pool with underwater cameras to provide stroke analysis. Classes are scheduled throughout the year for all three sports and pro athletes like Floyd Landis and Team Ouch, his cycling team, have conducted presentations at the store. They market their apparel here, as well.
Although not sponsored by TriSports, trainers have capitalized on the popularity of triathlon in Tucson, coaching triathletes who come here for the Training Bible [TB] triathlon camp, the one Ian Andes attended this year with his brother.
Floyd Landis

Floyd Landis, (seated far left) and his cycling team, Team Ouch, visited TriSports.com earlier this year to market the team products the store carries.
Credit: Mae Lee Sun
The camp was started by Joe Friel, of Scottsdale, AZ, an elite level trainer and author of the Training Bible series for endurance athletes, and Adam Zucco, an elite level trainer and triathlete based in Chicago. The TB camps have generated clients for TB affiliated coaches Jim Vance and Tom Manzi, certified TB coaches, who were at the TB camp in Tucson. Vance, at age 32, races professionally in addition to coaching, making a workable income between the two.
“If you’re good enough at anything, you can find a way to make money at it,” Vance says. “However, in the sport of triathlon, there is only a very small fraction of athletes who make a real living at the sport,” he adds. “It’s a business for sure, and if you’re not winning major races, then you get very little. You have to be the biggest fish in the biggest pond you can find in order to get any sponsorships of substance,” Vance says about the competition in the field. He also notes that the sport is very expensive, so even some equipment sponsorships can be very beneficial.
According to Brian Stevens of Clif Bar and Company, triathletes like Vance make the sport “a sponsors dream.” Clif Bar, maker of the popular organic energy bars and sports nutritional products, have representatives travelling the country for sponsorship events from the company’s base, in Berkeley, California. They continue to be a key vendor and sponsor for Perimeter Bicycling Association of America events, including El Tour de Tucson and El Tour de Phoenix.
“It’s been part of our business model to channel efforts toward athletic sponsorships and field marketing,” says Clif Bar’s Stevens.
“We sponsor a ton of events and individual marketing including Tom Manzi, Chris McCormick from Australia who won Ironman Kona, Team Garmin-Slipstream in the Tour de France and American Christian Vandevelde who is on the team, and professional snowboarder Jeremy Jones. We have all different levels- it’s not just about the podium,” says Stevens.” He notes that in return for sponsorships, the athletes receive money at the elite level, and both elite and amateur athletes receive product and wear apparel with the Clif logo.
The net result of ClifBar’s efforts in creating sponsorships and new product introduction is that the company continues to experience double-digit growth even through this economy. Although he would not disclose any financials since the company is privately held, but Steven’s did say that bigger entities have offered to buy out Clif and Clif has turned them down.
Clif Bar’s reach has made it beyond the sports nutrition sector and they are now being carried in major grocery and retail chains like Target and Whole Foods. According to Stevens, the company is focused on research and development to expand their already solid product line of Clif Bars, Clif Shots, Luna Bars, Clif Blocks and Clif Kid snacks. A new recovery drink is slated for the shelves sometime before Summer’s end.
Tom Manzi, who spends his time between the New Jersey shore and Tubac, Arizona, has been sponsored by Clif for several years. Whenever he takes on a new training client, they also reap the benefits by receiving samples of Clif product. Manzi has a list of regular clients nationwide, thirty-five percent of whom are women. Client’s progress is tracked on line through the Training Bible website which has a software program in which to upload data from various training and monitoring devices. Coaches log on to post schedules and make adjustments to each athlete’s individual training plan.
Tom Manzi

Nutritional performance products like XOOD and Clif are continually tested in the field by competitive triathletes like Tom Manzi (smiling), sponsored by both companies.
Credit: Mae Lee Sun
“I have a mix of first timers and people who are competitive professionals,” says Manzi. “It definitely attracts Type-A’s. The training is intense and scientific because we track everything with technology like heart rate monitors, power meters and so forth but it’s not rocket science. It’s more of an investment,” he concludes.
As the sport continues to grow, so does the demand. Raena Issacson, a runner and founder of Raena Fitness (bootcamps, running and fitness coaching) in Tucson, says she saw the need to create an affordable way for people, including triathletes, to stay fit. Like Manzi, she now coaches a range of clients, many of whom are from the triathlon community.
“I noticed a lot of beginners and that’s where my heart is,” says Issacson. “I do expect to continue to grow. There are many more people to reach out to, “she adds.
“Many of my clients are low to medium income, restaurant servers, law assistants, bankers and Raytheon employees. I limit my class size to 15-20 clients to be sure I can give my clients enough individual attention,” she adds.
Andes, who has the support but not sponsorship of G-technology, says his company benefits regardless since someone committed to triathlon will make a better employee, will have better organizational skills and if they are up to something as grueling as an Ironman, then they better able to manage their work lives, as well.
“In reality, there’s only 24 hours a day,” Andes notes. “When you’re in tri, you can’t find more so you schedule your day and make sure everything fits together efficiently. You have an exact time allotment of when to hit the pool, ride. You don’t skip a meeting with the president of the company, so you’re not going to skip a meeting with the pool or your bike,” he concludes.
Editors Note: Andes went from a six hour and forty minute half-Ironman to a five hour, seven minute half-Ironman at Vineman this year, not a full- Ironman reported in part 1 of this story.
For more information:
Trisports: www.trisports.com
AZTriClub: www.aztriclub.com
Tucson Triathlon Club: www.tucsondesertheat.org
Tucson TriGirls: www.tucsontrigirls.org
UA TriCats: www.arizonatricats.com
Tri Scottsdale: www.triscottsdale.org
Phoenix Triathlon Club: www.phoenixtriathlonclub.org
Raena Fitness: www.raenafitness.com
Training Bible Coaching: www.trainingbible.com

Tri’ing Is Good For Tech & Business pt 1 of 2

Published August 11, 2009

By Mae Lee Sun
TNAZ Regional Correspondent
Ian Andes

VP of Sales for G-technology, Ian Andes, cut his race time down at this year’s Vineman half Ironman event, by over an hour, crediting it to the ‘toys’ and tech he’s invested in.
Credit: LA Tri Club
Twenty thousand, give or take a few dollars over the past two years. That’s only the financial investment that’s come out of the pockets of Ian Andes, Vice President of Sales for G-Technology (a Hitachi company) in Los Angeles, California.
He drove to Tucson this past spring with his brother to spend some of that cash, which every few months or so, is par for the course. He’s even lost sleep and shed nearly 20 pounds over it. Luckily, he has a supportive spouse.
We’re not talking about plunging stocks. Andes, along with a million other people, are putting their money where their body is and competing in the growing sport of triathlon. The buzz has inspired a flurry of new retail businesses, personal coaching, performance technology and a multitude of products and nutritional supplements geared toward an expanding demographic.
When Andes first became interested in triathlon, he said he had no idea what it would cost, what the entry fees were. He did not have the disposable income he has now.
He was a competitive long distance swimmer throughout his teenage years and it was that competitive drive and a desire to get back in shape, now that he’s in his early 30’s, that led to his entry into the Los Angeles, Wildflower and Vineman triathlon competitions. Andes is currently training for the inaugural 2010 IronMan St-George in Utah.
“I had the swim trunks and the goggles, no bike, and running was my weakness,” Andes recalls.
“I ran in whatever I had at the time, which was a pair of Nikes,” he says about starting out. But soon, he was spending dollars to compete.
“I went to a triathlon event sponsored by the LA Tri Club and they had a cool tent with all this gear. I saw a cool bike and got excited,” Andes remembers.
What’s the motivation for Andes?
“On my deathbed, I want to say that I did and not that I ‘should’ have tried,” he says. And he’s seen older triathletes, who are ambitious and driven. They have the disposable income to support success in the form of clothing, gadgets, nutritional supplements and private coaching.
Carol DeHasse

Tucson-based OB/GYN physician, Carol DeHasse, has “the right gear” for competing in triathlons across Arizona in the past year. “Technology matters,” she says.
Credit: Mae Lee Sun
After he started buying into the triathlon gear, Andes went from a six hour and forty minute half Ironman to a five hour seven minute full Ironman at Vineman this year.
According to Tim Yount, Sr. Vice President of marketing and communications for the USA Triathlon organization (USAT) in Colorado Springs, Colorado, the national sanctioning authority for the sport, estimated revenues triathlons generate in goods and services each year is currently more than $4 billion. Yount attributes much of that to the support of clubs like the one Andes belongs to, which promote competition in more ways than one.
Andes joined the Los Angeles Tri Club for $60 and has attended numerous clinics, trainings and presentations organized by them. Members get exposed to technology and brands that they might not otherwise know about, says Andes, as many clubs sell their own gear and have product sponsorship.
“The biggest demographic is actually Gen Y and Baby Boomers,” says Yount, who takes full advantage of the social and business networking opportunities. The culture, he asserts, is conducive to growth.
“Along with a community feel of triathlon and peers who work together on what to expect when they participate, there are numerous events giving more opportunities to compete,” says Yount. “Clubs also have a number of websites that have general training and racing information and club gear,” he adds.
Debbie Clagget, vice president and co-owner of TriSports, a superstore for triathlon equipment in South Tucson, sees a braod range of competitors at the retail and on-line store she owns with her business partner and husband, Seton.
According to Clagget’s estimates, the average age of TriSports customers is 41 years old but extends into the 80’s. The majority she says, are college graduates with a yearly income level of more than $130,000. Men make up 76%. while professions run the gamut from attorney to Olympic gold medalist and the stalwart weekend warrior.
“Our revenues have grown by over 400 percent over the last five years,” says Clagget.
“We have sponsored many different entities within the sport and believe in giving back to the sport that supports us,” she adds.
Over the last year, Clagett has provided sponsorships of individuals, teams, clubs and races. And she believes that triathlons have been growing in popularity during the current economy, because people are more aware of their health. “People have a desire to improve,” she says. “But the economy is spurring the growth with people dropping gym memberships in favor of using the free outdoors,” Clagett notes. “What better to do outside than swim, run and bike?” she adds.

Freedom is From the Tech-side Out

Published August 6, 2009

By Mae Lee Sun
TNAZ Regional Correspondent
female inmate

Women in orange make calls on some of the most notable C-Suites in world tech.
We’ve all seen a prison movie or two. We probably haven’t escaped the last decade without being exposed to any number of the live, popular cop shows on TV. The stereotype of who commits a crime hasn’t changed much.
At worst, ‘prison’ and ‘inmate’ conjure a certain image – malcontents dressed in orange or pinstripes, living shackled behind razor wire fences. Their time is spent in idleness or repetitive labor, like making automobile license plates or picking up litter along the roadways. We often think these are their desserts. We almost always assume it’s men and that they’re from a broken home or sketchy background. Often, the depicted scenarios ring true.
At best however, time in prison can be a gateway to a dream – a dream that not only leads to freedom, but one in which, at least for many women incarcerated at the Arizona State Prison Complex in Perryville, ends in a win-win scenario for all involved.
Learning marketable business-to-business skills, approximately 250 of women inmates provide telemarketing services for some of the world’s most recognizable hi-tech brands including Microsoft, NetApp and Hitachi. They are employed by Televerde, a Phoenix-based, leader in marketing intelligence that contracts with the Arizona prison system.
Craig Burbidge, Vice President of Microsoft Global Practices at Hitachi Consulting in Irvine, California, (a division of Hitachi, Ltd) heads Hitachi’s CRM and ERP campaigns with Televerde. Nearly 30 percent of the Fortune 100 comprises the Hitachi Consulting client base.
For the past several years, Hitachi Consulting, through a referral from Microsoft, uses Televerde services to create demand for Hitachi Consulting Microsoft-related business. It didn’t make economical sense, Burbidge says, to go through a lengthy hiring process for each specific call campaign since needs vary.
“It’s a numbers game,” says Burbidge.
“We need to have someone on the phone eight hours a day every day to find out where the opportunities are. Managing that internally would be challenging,” he says.
“The advantage in outsourcing to Televerde is that we’re using experts. They already know what works, what doesn’t work. It improves our ROI since they can make more calls,” notes Burbidge.
“The success of each campaign speaks volumes about the level of professionalism of the women,” Burbidge adds. He recalls that he did not find out until the middle of the second campaign with Televerde that the women who were speaking to Hitachi’s C-level clients were incarcerated.
“I can see whey there’d be a lot of benefits and reasons to promote it but they (Televerde) don’t,” Burbidge observes. “Some folks might take issue with it, mainly because television shows highlight the worst. Honestly, I don’t know if I would have gotten it either. But now I’ve had the experience of working with them and they have had a huge impact on the success of our business,” Burbidge points out.
Craig Burbidge

Craig Burbidge, Vice President of Microsoft Global Practices at Hitachi Consulting in Irvine, California has high praise for the Televerde methodology.
“In fact, we’ve even said to Televerde that unless we could keep one of the women (an inmate working for Televerde on a Hitachi campaign) as our dedicated project coordinator, we wouldn’t use them. That’s how much I could count on her to get the job done,” Burbidge adds.
While he finds it difficult to put a precise number on how much Hitachi has profited using Televerde’s approach, Burbidge is now a believer in the Televerde methodology, delivering more impact than other marketing methods Hitachi Consulting has used, such as direct mail or email blasts.
“What we’re selling is complex and expensive business solutions software and services, not widgets,” says Burbidge. “A transaction will run $250,000 up to several million dollars. We have to have weekly status calls with our team which these women are a part of. They want to hear what we’ve accomplished and that what they do matters. Due to their previous situations, they haven’t had this kind of feedback or opportunity before,” Burbidge notes.
“We’re hugely appreciative of and value what they do and it takes a certain person and level of character to do it,” Burbidge concludes.
The Metamorphosis of Rebecca Morgan
“Set the bar of excellence high and incrementally raise it from there,” is Televerde CEO Jim Hooker’s motto regarding the program. In place since 1995, the bar he is talking about leads to freedom. This ‘workforce development initiative’ has proven that by getting inmates to think about the future through learning interpersonal skills, building self confidence and being mentored by professionals, their entire lives change.
Rebecca Morgan, 34, is one stellar example of how that is so. With shoulder length brownish-black hair, parted on the side and green eyes, wearing a pink sweater and brown pin striped slacks, no one would guess that such a charming, articulate woman once “did time” at Perryville. More than three years, she tells a visitor.
Rebecca could have walked into any corporate office unnoticed except perhaps for the tattoo on her upper right arm. Still, a band of colorful ink circling a bicep is no giveaway these days to a previous life behind bars. With an air of confidence and enthusiasm, she describes the journey that led from a bad choice that landed her in prison to a dream job inside the corporate headquarters of Televerde.
“I made some poor choices,” Morgan says. “But we don’t identify with our crimes anymore and we don’t ask or talk about others crimes who are employed here. It doesn’t serve any purpose and it’s not who we are,” she adds.
“I’ll only share that I did 3 ½ years at Perryville and was released in July 2005. I started with Televerde in 2003 while still in. When I got in, I’m thinking to myself, ‘You’ve done it now. Now what are you going to do.’ It was interesting because I didn’t come from the same background that a lot of the women in here do. I had a pretty stable home and good family. My father was in the military and we had good values. So when I went in (to prison), I was going in with the idea of taking full advantage of using the time to change,” she recalls.
“It was the first time in my life I can remember where my focus was entirely on me,” Morgan says.
Rebecca Morgan

Rebecca Morgan, human resources assistant for Televerde, and a success story for the company’s B2B programs.
Morgan attributes that focus to the way that prison time is structured. Typically, there aren’t many opportunities to do much with one’s time and all daily responsibilities like getting to work, paying bills, raising kids and other obligations are taken away – there is little left to worry about. For those who want to keep busy however, Morgan feels the door at Perryville, and in particular the Televerde program, is open if someone has the desire to walk through it.
“If we could figure out the difference between people who don’t use the time well,” says Morgan, “and those who do, and bottle it, there’d be a lot of change. But you have to be ready to change yourself. Some aren’t ready to do that yet but the ones who are, look at the reasons that got them into prison and are done with it. If they really get that they don’t belong there, they do well.”
As a former inmate and now a human resources assistant for Televerde, Morgan believes that the Televerde program inspires change not just because it’s a job. Jobs exist throughout the prison system that don’t lead to such positive transformation in one’s life. The women change she asserts because the pieces previously missing from their lives are put back into place: self esteem; feeling one can actually do something constructive with life; and experiencing some small success in business activity.
“These women never thought they could get on phone and talk to high-level execs, who don’t know by the way that they’re calling from in prison,” Morgan points out.
“Interacting with people who respect and listen to you is a very empowering feeling,” she adds. Many in the Televerde program don’t have much to begin with. “But they come to these jobs and put their heart and soul into it,” Morgan says.
Taking stacks of technical documentation, Televerde’s teams learn the material, and make calls in marketing campaigns that get results.
“It sure makes them feel they’ve achieved something,” says Morgan. “You want to keep that going and that is what Televerde does. So, by taking on more responsibility you feel like a person again,” Morgan concludes.
Apparently, working for Televerde is the most coveted job on the yard. There are four different call centers with 50 to 80 seats each. The day starts early, usually at six o’clock in the morning, to service clients based on the East coast. Other shifts may begin at eight and end at five in the afternoon to service the West coast. Morgan notes that most other jobs available at the prison pay between ten and fifty cents per hour while Televerde pays minimum wage. It adds up when thirty percent of wages earned is retained for spending money with the remainder going into a retention fund the inmate gets back when they are released.
If they’ve been incarcerated for any length of time, some see upwards of $20,000. A portion is also taken out as rent to the state which lessens taxpayer dollars to fund prisons. Restitution is also deducted. Money remaining is released directly to the women’s families which, Morgan notes, is “another way to empower because it offers support to your family when you’re not there.”
“Everyone wins,” she says.
Morgan has completed an associate’s degree and is pursuing the education necessary to become an HR manager. She dreams of moving to Denver should the Televerde prison program expand to other states. Yet she’s also been able to live the American dream of having just closed on a “tiny little house on a great big piece of dirt”, the place Morgan, her 10-year-old daughter, a dog, a cat and a frog, can call their own.
“Prison is the best thing that ever happened to me,” Morgan says.

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