The Fast-Growth 30 Words on hyper-success from the people behind Calgary’s fastest-growing businesses
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A word from our President The Fast-Growth Champions series has quickly become a vital part of the events that we do at the Calgary Chamber. The first three installments, held in late 2013, were comprised of some of the standout entrepreneurs who made up PROFIT magazine’s PROFIT 500 list of the fastest-growing companies in Canada. From roofing operations to human resource firms, the events featured a wealth of knowledge, candid stories and an honest look at what it takes to run a hyper-growth business. It became abundantly clear that becoming an entrepreneur isn’t easy. You have to have passion, drive and a thirst for success. But you also have to be prepared to innovate and value your human capital, face setbacks and sometimes just fail. Those ups and downs are at the core of The Fast-Growth 30. Our intention is to capture the emotion, intensity and lessons that were shared over the three panels. Their stories weren’t just about business plans and capital; they looked at the true human side of business, reminding us that at the end of the day, business comes down to the relationship between you and your customer. In 2014, we are looking forward to more of the dynamic, emotional that we have grown out of the FastGrowth Champions series. Regrettably we can’t capture it all in this book, so join us in 2014 as we continue the series and don’t miss a thing. Calgarychamber.com/FastGrowth
Adam Legge President and CEO Calgary Chamber
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Meet the Fast-Growth Champions Justin Bobier, President CRYSTAL CREEK HOMES
Justin Bobier launched Crystal Creek Homes in 2004 as an estate homebuilder with a staff of two – him and his wife. The company has since expanded into a full-spectrum builder in all aspects of new home construction, including inner city, show homes, and personal estates. The Crystal Creek Homes of today is located in 7 communities, has over 50 employees and builds over 50 homes a year.
Shannon Bowen-Smed, President and CEO BOWEN WORKFORCE SOLUTIONS INC.
Since 1974, Bowen Workforce Solutions has worked closely with job seekers and employers to create success in the workplace. Bowen has worked to develop strong professional relationships with many of Canada’s top companies. This reputation for service excellence as an employment agency has positioned it as an industry leader in human resources consultancy and recruitment.
Derek Doke, Founder and CEO
FRANWORKS GROUP OF COMPANIES
Franworks owns and operates several standout brands that fill market niches in the food service, hospitality and retail sectors that include the Original Joe’s and State & Main chains. The Franworks team and its wholly-owned construction arm grow these brands through a combination of corporate-owned and franchisee-owned expansion models.
Dan Eisner, CEO and Senior Mortgage Broker TRUE NORTH MORTGAGE INC.
Dan Eisner appeared on CBC’s Dragon’s Den in 2006 presenting his new concept of a retail mortgage store. The retail-based, storefront concept resonated with Canadians and as a result True North Mortgage has opened nine locations across Canada, starting with their first in 2006.
Matthew Heffernan, President and CEO ZEDI INC.
Matthew’s extensive experience of executive management in technology, sales and business development continues to aid Zedi in achieving its vision of becoming a global leader of production operation management. Matt was engaged as a Director with the company prior to accepting his current position as President and CEO in 2006.
Matt Horne, President DECO WINDSHIELD REPAIR
Matt Horne founded DECO in 2005 after finding himself burnt out from summers spent tree planting. DECO Windshield Repair was started with a plan to bring convenient and quick windshield repair services right to the customer. The business model was a hit, and DECO’s success has allowed him to open 170 locations across Canada over the past few years.
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Robert Horricks, President and CEO BLUSH LANE ORGANICS
Robert Horricks founded Blush Lane Organics at the Calgary Farmers Market in 2004 with a passion for organic produce and 16 years in the organic industry. It has since expanded into a 10-acre orchard, farm and fruit stand in BC as well as standalone locations in Calgary and Edmonton.
Jory Lamb, President and CEO VISTAVU SOLUTIONS
An entrepreneur by nature, Jory Lamb has started six different businesses. His most successful venture is VistaVu Solutions, a tech company that sells, installs and maintains a comprehensive software system used by oil and gas service companies to streamline their processes.
John Mackay, Executive Chairman and CEO MOSAIC CAPITAL CORPORATION
John has over 25 years of experience as an entrepreneur, taking his first company public in 1988. Over the past ten years John has been involved in starting, acquiring and running many successful private and public companies. Mosaic Capital Corporation is an investment company based in western Canada that owns a portfolio of established businesses, generating strong, sustainable cash flow from their operations.
Boaz Shilmover, CEO ARTE GROUP
Boaz joined ARTE Group in 2002 as a family business when it was under the ownership of his father. Prior to 2002 the company focused on the local Calgary residential roofing industry with one employee. As the CEO, Boaz transformed the organization into a major contractor with over 200 full-time management, administrative, trade and subcontract personnel.
Special contributions Lorenzo DeCicco, Vice President TELUS BUSINESS SOLUTIONS
Lorenzo has had a long and successful career in his 15 years with TELUS, from corporate stores to the Small & Medium Business divisions, as well as the Major and Enterprise business groups, which included the Government of Canada, the RCMP and some of Canada’s largest financial service institutions.
Wellington Holbrook, Executive Vice President ATB BUSINESS AND AGRICULTURE
Wellington joined ATB in the summer of 2010. Previously, Wellington spent 15 years with the Business Development Bank of Canada where he supported business through consulting support, conventional debt financing and capital financing. As the Executive Vice President of ATB Business & Agriculture, Wellington is responsible for shaping ATB’s overall approach to meet the growing needs of businesses and agri-businesses across Alberta.
Calgary Chamber
Innovation Innovation isn’t just the spark to a business idea, it’s essential to staying on top.
I nnovation is a must to stay on top of your segment. Innovation can be as simple as a paradigm shift, a new way of thinking or a different approach to the common practices of the industry.” — Derek Doke
We didn’t make any money for a lot of years. It’s because we were putting money in to stay ahead of the curve. If you can be patient and you’re building a culture and a team along the way, you’re going to succeed.” — Derek Doke
When you innovate, do it with your staff. Let them talk and have an adult contract which means anyone can say anything. If someone says this is a bad idea, listen to them. If you aren’t prepared to listen to them because you don’t think they add value, get rid of them.” — Boaz Shilmover
fast fact 25 per cent of respondents identified access to financing as their number one innovation challenge Conference Board Center for Business Innovation
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When the Calgary Chamber set out to launch their first ever Fast-Growth Champions series, it was intended to bring Calgary business people together in a new and exciting way. Let’s face it, sometimes running your own business can be a lonely thing, and finding ways to tap into, and learn from, a diverse group of entrepreneurs who have “been there, done that” can be really powerful. It’s also why we were excited to jump on board as a sponsor and help bring this series to life. After three great events, focused on Innovation, Human Capital , and Brand we knew there was something compelling happening here. Each Fast-Growth Champions event created a unique opportunity for Calgary business owners to share their own personal business journeys, both the successes and the failings, which led them to where they are today. The events also provided the chance for other Calgary business owners to ask questions, seek advice and take advantage of some excellent peer-to-peer learning. It’s not often we get a chance to learn from some of Calgary’s fastest-growing companies, with the strongest brands and those that do a remarkable job of investing in their people. I think everyone in the room came away with tangible tips and ideas to take back to their own businesses and teams. And we learned too. The partnership with the Calgary Chamber for the Fast-Growth Champions series was a perfect fit for ATB Business as a way to gain an even greater understanding about what it takes to run a successful business in Calgary. And we’re proud to partner with the Calgary Chamber to continue to find and build unique opportunities that help make a difference for businesses in our great City. We look forward to the Fast-Growth series in 2014! Wellington Holbrook, Executive Vice President ATB Business & Agriculture
Who has Canada’s best entrepreneurs?
We do. ATB Financial knows the hard work and commitment it takes to run a business. And just like Alberta entrepreneurs, we’re passionate about what we do. Part of our passion is helping our business owners achieve their goals—like the ones here—who have given everything they have to turn their dreams into successful businesses. We helped them. Now let us help you.
Get inspired by these Alberta entrepreneurs at atb.com/WeGrowAlberta atb.com/business
BUSINESS ACCOUNTS І CASH FLOW І FINANCING І KNOW-HOW ™ATB Financial is a trademark of Alberta Treasury Branches.
Calgary Chamber
Competition How are you different from your competition? Find success by looking outwards.
What it comes down to is, like people, businesses are unique. You have to find out what makes you stand out.” — Wellington Holbrook
When you present your offer to the market, you have to stand for something. We focused instead on what are we NOT going to do. What does your brand NOT do? That’s as important as your promises. It can lead you in a clear, concise direction.” You’re defined by your competitors. — Matt Horne
Think of your competitors and how you’re different than them. A great strategy is one that will wallop your competition.” — Dan Eisner
I hate to do things like everyone else does and when I do things, I like to piss off as many people as possible.” — Dan Eisner
fast fact 93% of small business operators cite having a unique brand that differentiates you from the competition is more important now than ever. American Express Small Business Monitor, July 2013
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Calgary Chamber
Human capital It’s your most valuable asset. The right people ensure success.
We strongly emphasize the idea of living your brand through your employees. We have 44,000 ambassadors through TELUS.” — Lorenzo DeCicco
I’m a firm believer that there are those of us who talk about human capital as their most precious asset and there are those of us who truly treat it as our most precious asset and I believe the latter will be the winner as we look at the next decade in business. It will be the key to your success.” — Shannon Bowen-Smed
We can only grow as well as our next hire.” — Jory Lamb
fast fact Human resources and labour was cited as the top challenge for small and medium businesses in Alberta last year. ATB Business Beat, March 2013
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We have to say thank you often. People really need to know that they matter.” — Jory Lamb
Our brand is the ambassadorship of our employees.” — Robert Horricks
As a supporter of small business in Alberta, TELUS is proud to champion the work of the Calgary Chamber and specifically their Fast-Growth Champions events. These events offered small business leaders an opportunity to meet other leaders at quality networking events, sharing in candid conversations and top-notch learning sessions. Most impressive was the keen engagement of our thriving business community and the inspirational leadership provided by CEO’s and senior executives who shared their experience and the lessons they have learned while honing their craft. You simply won’t find a better opportunity to get inside the hearts and minds of key business leaders anywhere else in Canada. At TELUS, we connect small business to technology and provide them with the right tools to help their business succeed, locally, across Canada and around the world. The visionary work of Adam Legge and the team at the Calgary Chamber of Commerce have inspired all of us to keep connecting the dots and raising the bar for all levels of business in Calgary. I encourage you to check out Fast-Growth Champions in 2014. Sincerely, Lorenzo DeCicco, Vice President TELUS Business Solutions
Congratulations Livestock Water Recycling Inc. Livestock Water Recycling Inc. told us what business challenge they were facing and won a $100,000 business grant from TELUS to help them reach their goals. Thank you to the more than 1,000 Canadian businesses that took the 2013 Challenge. With your help, we’re working together to keep business growing in Canada.
Learn more about Livestock Water Recycling Inc. at globeandmail.com/challengewinner2013
© 2014 TELUS. 14_00101
Calgary Chamber
Culture It takes not only the right team but the right environment to thrive and succeed.
Who are the right people? For VistaVu, it’s those who gravitate to our purpose, who believe in our core values and buy into our vision.” — Jory Lamb
An employee will never come to you and say I don’t like (another employee). These people will get moved away. They wind up sitting in the corner. These people will get pushed out and you will start to identify who the weak players are. It’s your job to identify them, isolate them, cut them off and get rid of them. You’re doing a service to the rest of your culture that believes in what it is you’re doing and they’ll respect you more for it.” — Boaz Shilmover
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The HR policy at Zedi is three words: earning, learning and laughter. It embodies who we are, why people come to work for us, with us and strive for what our potential is.” — Matthew Heffernan
Calgary Chamber
I look at the people who leave the organization and why they leave. There’s not one termination we’ve done in the past few years that was based on skills. It was entirely to do with fitting in.” — Matthew Heffernan
It’s important to us that the fit is right. We openly tell new hires that one in three people aren’t going to work out. It’s super important to you that you’re a fit for us as much as we are a fit for you. So we structure our organization that it’s very easy to leave if the fit isn’t right on either side.” — John Mackay
If I take someone home with me (in my head) more than three times, then they’re probably not the right fit.” — Jory Lamb
fast fact Firms with a commitment to performance enhancing cultures saw over 4 times the revenue growth over firms without performance enhancing cultures. Does corporate culture drive financial performance, Forbes.com, 2011
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Calgary Chamber
Brand Your brand tells the world who you are, and sometimes more importantly, who you aren’t.
How did I make the jump from a one-person operation to a 600 person firm? Authenticity. Never once did I make a promise I couldn’t keep. I had to. The smaller you are, you are that brand. Everything you say and do, people are looking at and reflecting on. If you say something and you don’t believe it, you will burn that brand in a millisecond.” — Matthew Heffernan
For Crystal Creek Homes, branding is everything.” — Justin Bobier
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Is a t-shirt more professional than a golf shirt? No. But a t-shirt that says ‘I’ve got 99 problems but a chip ain’t one’, is more memorable.” — Matt Horne
Calgary Chamber
Be authentic. Encourage your employees to be authentic. It’s very easy to go after the latest shiny thing, but if your business isn’t shiny and sexy, don’t try to be shiny and sexy.” — Lorenzo DeCicco Branding doesn’t have to be complicated. A lot of businesses have developed great brands by accident. And that’s AWESOME.” — Wellington Holbrook
Brand is an extension of your culture, which is an extension of your team and people. There’s no one thing that will keep your brand alive, but strong team members who believe in what you do take it a long way.” — Lorenzo DeCicco
fast fact Small business operators place a high value on branding with 51% reporting it is critical to attracting new business. American Express Small Business Monitor, July 2013
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Calgary Chamber
Retention After you create your dream team, how do you keep it together?
Compensation alone can’t be a motivator. If we try to compete with the oil and gas sector, we’ll never win. If someone joins based on compensation, it won’t be a good fit.” — Shannon Bowen-Smed
We’ve nailed it down to three things. We give them autonomy, mastery and purpose. People have an urge to drive their own destiny. People want to get better and better at their craft. You get closer to the line, but you never master it. The third is purpose. You’ve got to do something that’s bigger than you. You’ve got to be helping people. It’s got to me much more than just about you.” — John Mackay
An older employee will leave due to a lack of leadership. A younger employee will leave due to lack of learning.” — Shannon Bowen-Smed
fast fact Small and medium business operators in Alberta say retaining employees is the number one barrier to growth. ATB Business Beat, October 2013
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You have to rally your employees around a goal. For me it’s an emotional goal. Something that’s bigger than an hourly pay cheque.” — Robert Horricks
Calgary Chamber
The customer The final piece of the puzzle. Understanding your buyer ensures growth.
I’m only as good as my next customer. I look to my customers that I build houses for as an extension of my sales force. The people that I build for, these people are going to sell for me in the future. That’s where our brand started from. We’re only as good as our last customer.” — Justin Bobier
A four letter word differentiates us from our competitors. You don’t hear it very much in business. That word is love. We love what we do. We love our produce. We LOVE our customers. In our hearts. Our people are our family. They need to know that we love them.” — Robert Horricks
Social media is the great equalizer. It can propel small businesses into household conversations in a second.” — Wellington Holbrook
fast fact Price is not the main reason for customer churn, it is actually due to the overall poor quality of customer service. Accenture global customer satisfaction report, 2008
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