SEPTEMBER 1 , 2017 | VOL. 6 ISSUE 35
T U O K C O KN K
R I E H T D E N R S TU A H O N U O D I P E F I M A W H D C N D A L R D T HIS HUSB A N CHISE 9ROUND IN T O A W O AN R F G N I X O B K IC
Shannon Hudson and Heather Hudson Photo by Will Crooks
THE RUNDOWN |
TOP-OF-MIND AND IN THE MIX THIS WEEK
VOLUME 6, ISSUE 35 Featured this issue: JHM president to launch self-storage company...................................................10 WYNIT closes downtown Greenville location.......................................................17 Tipsy Music Pub to take over Mac Arnold’s space.............................................. 22
The renovation for Coldwell Banker Caine’s Williams Street office in downtown Greenville brings the 1972 building into the 21st century. Read more about the real estate company’s makeover on Page 6. Photo by Serge Kaminski
WORTH REPEATING “To run a $2 million McDonald’s, you need about 40 employees. To run a $2 million self-storage facility, you need three employees.” Page 10
“We have very lofty goals. I want to open a location a day for a year. We’re working to have 1,000 locations open by the end of 2018.” Page 18
“Demonstrating up front that you know the client’s customers as well as, if not better than, them is the best business development tactic you could possibly make.” Page 23
VERBATIM
On the new owner of Whole Foods Market “Price was the largest barrier to Whole Foods’ customers. Amazon has demonstrated that it is willing to invest to dominate the categories that it decides to compete in.” Mark Baum, a senior VP at Food Marketing Institute, quoted in Bloomberg, on the dramatic price cuts that went into effect Monday at Whole Foods
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SCANSOURCE INC.
TECHNOLOGY
HEADQUARTERS: Greenville, S.C.
Gold Rush
NO. OF EMPLOYEES: 2,600+ LOCATIONS: 44 in the U.S., Europe, and Latin America TICKER: SCSC on the Nasdaq MARKET CAP: $940.4 million (as of Aug. 24)
Greenville-based ScanSource returns to California with recent acquisitions
ScanSource CEO Mike Baur. Photo by Will Crooks
RUDOLPH BELL | STAFF
rbell@communityjournals.com ScanSource Inc. was so fed up with California’s high taxes 14 years ago that it moved its only presence in the state — a 10-worker sales operation — to Arizona, according to CEO Mike Baur. Times have changed. Acquisitions in the past year have given the Greenville-based distributor of technology products about 225 employees at two locations in Northern California, Sacramento and Petaluma. Now California is home to more ScanSource employees than any other U.S. state except South Carolina, where almost 700 people work at the company’s headquarters off of Pelham Road in Greenville. ScanSource’s total headcount at all 44 of its locations in the United States, Latin America, and Europe exceeds 2,600. Baur still thinks California’s taxes are too high, but he said the new West Coast footprint does have its advantages. For one thing, he told UBJ, it gets ScanSource offices near the headquarters of Silicon Valley manufacturers whose products it distributes. Those include Hewlett-Packard, Cisco, Polycom, and Avaya.
“This whole business is always about relationships,” said Baur, who helped found ScanSource almost 25 years ago. “How can we understand where those companies are going and how can we plug ourselves into the middle of that?” ScanSource’s new California offices also give it sales and customer service employees in the same time zone as its West Coast customers. That’s the reason the company established a presence in California in the first place, Baur said. “Trying to get your best people to work in Greenville, S.C., at 8 o’clock at night, that’s kind of tough,” he said. A further advantage, Baur said, is that Northern California is a good place to find technology industry talent that might want to move to Greenville, “where it’s a little slower, quality of life better, housing cheaper.” About 75 of ScanSource’s new California employees came as the result of its purchase of Intelisys Communications, a distributor of telecommunications and cloud services based in Petaluma. The other 150 California employees came with the acquisition of Sacramento-based POS Portal, a distributor of debit and credit card-reading equipment used by small retailers. ScanSource agreed to pay a total of up to
$392 million in cash for the two companies, with the exact total depending on how scheduled earn outs go. Baur said the deals give ScanSource fast-growing and high-margin lines of business and make it a significant distributor of services and software for the first time, instead of just hardware. The purchase of POS Portal means ScanSource is the leading distributor of electronic payment equipment, Baur said, on top of its longtime position as the leading distributor of point-of-sale equipment such as barcode scanners. Baur, 60, is originally from Anderson and first sold technology products as an employee of the Radio Shack store in the former Greenville Mall. Buzz Stryker, POS Portal’s co-founder and CEO, will continue to run that business, now a unit of ScanSource. Stryker said he’s glad to have access to ScanSource’s Greenville headquarters as a location for servicing East Coast customers. Those customers include electronic payment processing companies based in Atlanta such as First Data Corp. “We’re going to have more face-time coverage,” Stryker said. “We don’t have to get on a plane to go to important meetings.” 9.1.2017 | upstatebusinessjournal.com
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ENTREPRENEURSHIP
A Q&A with Derek Pedersen, CEO of Fusion Web Clinic WORDS BY ANDREW MOORE PHOTOS BY WILL CROOKS
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UBJ | 9.1.2017
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S
ince launching in 2008, Greenville’s Fusion Web Clinic has developed a proprietary cloud-based software for pediatric therapists and experienced extraordinary growth, ultimately employing 23 team members. We sat down with Fusion co-founder Derek Pedersen to discuss everything from the company’s software to its plans for the future.
What does Fusion Web Clinic’s software do? Our software acts as an all-in-one management platform for thousands of pediatric therapy clinicians across North America. It essentially streamlines their operation by allowing them to schedule and document patients, file insurance, and deal with the other necessary evils of managing a business.
Can you explain your business model? We’re following what’s called the “subscription as a service” model. We’re selling our customers a subscription to the software. In other words, they aren’t buying it outright. It’s sort of like Netflix. You’re not actually buying all the movies, you’re just buying access to the
movies. And if you ever stop paying, you lose that access.
Why did you decide to focus on pediatric therapy clinicians? After selling our first subscription, we quickly realized that our software was unique to that market. We listened to several practices complain about how they were spending over 10 hours a week on managerial tasks. We knew our software could make those tasks easier and get them back to doing what they love to do, which is helping people.
What are the benefits and challenges of operating in a niche market like pediatrics? One of the biggest challenges is raising capital, because the market size isn’t large enough. In fact, we’ve never taken any funding or debt. Everything is still ours. Another challenge is that there are only so many clinicians we can sell to. And with a niche market, you have to make sure your churn rate is good. If you don’t provide clients with a good buying experience the first time, then they’re probably not coming back. Another challenge is that
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nobody is looking up “pediatric therapy software” on Google. They’re usually looking at the broader market for services like ours. But when they find us, it’s like finding the perfect pair of jeans. They get exactly what they’ve needed. Right now, our customer retention rate is nearing 99 percent, which is astronomical.
What does the future of Fusion Web Clinic look like? There are a lot of cool ideas floating around, so I wouldn’t be too surprised if we were to see a variant of our current software further down the road. I think something like that could put us in a broader market. But I’d like to emphasize that our vision isn’t going to change. Our future as a company relies on our ability to make life easier for therapy providers. That’s what drives us at the end of the day. That’s what fulfills us.
What is one statistic that characterizes your company’s growth? We’ve grown by over 100 percent for the last five years in a row.
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FIRST LOOK
Coldwell Banker Caine’s Greenville office gets complete redesign ARIEL TURNER | STAFF
aturner@communityjournals.com In the short time since the renovated Coldwell Banker Caine headquarters office building at 111 Williams St., Greenville, has been completed, it’s been the site of multiple community events, including a 300-person eclipse party. “We cooked 150 hot dogs and 25 pounds of chicken,” says CEO and President Stephen Edgerton of the Aug. 21 party. “The hot dogs were gone in 40 minutes.” Bringing people together was a main goal for the complete overhaul of both the interior and exterior, a total of 15,421 square feet. “It gives us the space to engage both internally, our organization, and externally with our community partners,” Edgerton says. With 5,539 square feet of meeting and gathering space on the lower level and an additional 1,045-square-foot outdoor patio, the redesign has made it possible for Coldwell Banker Caine to offer free event space to their nonprofit community partners, such as Greenville Health System Run4Life, United Way of Greenville County, and the Cancer Society of Greenville County. “It’s increasingly expensive to get big enough spaces to use downtown for people, but we are offering it as a complimentary opportunity for us, because it shows off our space and allows us to interact with other groups and get to know them better,” says Kate Dabbs, director of marketing and operations. The redesigned space also allowed the real estate company to foster a culture of collaboration among its own employees. “Our culture is very important to our company,” Edgerton says. “We view our space as a place where the culture can live and sort of take hold.” The renovations, designed by McMillan Pazdan Smith Architecture, began last September and bring the building built in 1972 into the 21st century, with a midcentury, modern look characterized by clean lines and updated with the elimination of solid walls in favor of glass enclosures throughout. “It was important to revitalize this old build6
UBJ | 9.1.2017
Materials used to update the exterior of the building built in 1972 include a corrugated metal façade and stamped concrete tiles. Photo by Serge Kaminski
The kitchen and neighboring flexible seating area were created to encourage impromptu gatherings. Photo by Serge Kaminski
ing, which some people, I think, would look at it and say, ‘That’s a really ugly building,’ but we’re really proud of the elements we’ve added to it,” Edgerton says. The upper level interior changes include creating many more small offices on the exterior, while adding central open work areas, putting windows in the original solid doors, and adding multiple flexible offices that can be
used by anyone not assigned a permanent desk. “We found when people were in the office, nobody knew that they were in the office, so the goal was essentially to open the space up and build a place where people could collaborate and come together,” Edgerton says. Downstairs, a central kitchen and long community table make the first impression at the bottom of the stairs. Immediately outside
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“The Board Room” features a collage of memorable photos commemorating the year Coldwell Banker Caine was founded. Photo by Serge Kaminski
the retractable glass walls is the patio. There, thanks to a built-in grill, impromptu cookouts are held regularly. Inside, there’s a large meeting room where Coldwell Banker Caine’s weekly Wednesday sales meetings are held. It’s separated from the kitchen area by retractable walls and features moveable desks and projector screens. “On Monday, it was streaming NASA and filled with people,” Dabbs says, referring to the eclipse party on Aug. 21. On the other side of the “The Family Room” was designed for kids of all ages to hang out and enjoy the retro games bottom level is “The Board and toys. Photo by Serge Kaminski Room” where agent trainings are held. Next to it is one of the highlights of the renovation – “The Family Room.” It’s set up like a game room with retro toys, modular soft seating, family photos, a large screen TV, and a Ms. Pac-man • Creative Builders video arcade console. Along with providing entertainment for the youngest family members, it’s also the • McMillan Pazdan Smith Architecture site of less formal training sessions. • Amy Emery Design Throughout the space, art by local and regional • Darrohn Engineering artists is on display, in a collection curated by Douglas • McLeod Landscape Architects Art Consulting. The impressive and varied selections • Young Office showcase both the depth of talent in the area and • Palmetto Technology Group (PTG) Coldwell Banker Caine’s commitment to community • Integral Solutions Group investment. (IT and Communications Infrastructure) “We want to be in the downtown area. We’re a community organization. We believe in the core of our community, and we want to be part of everything that’s going on downtown,” Edgerton says.
Meet. Greet. Eat.
Wine & dine any of your clients and the future ones.
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LEADERSHIP
Riley Institute DLI announces new class ANDREW MOORE | STAFF
amoore@communityjournals.com The Riley Institute at Furman University’s Diversity Leaders Initiative (DLI) will welcome 43 participants in its new class this fall. The program’s participants were selected for their leadership and community engagement efforts, according to an announcement from Furman. They’ll join more than 1,800 Riley Fellows statewide. “Each new class further extends the reach and impact of leaders willing to work together to make South Carolina a better place to live and work for all its residents,” said Don Gordon, executive director of the Riley Institute. The participants will meet over
www.CarltonMB.com UBJ213-8000 | 9.1.2017 (864)
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the course of five months to learn about diversity and inclusion, working in cross-sector groups to respond to real issues and opportunities in their communities through service projects. The classes will be facilitated by Juan Johnson, an independent consultant and former Coca-Cola vice president. “DLI is unique among South Carolina’s leadership programs. In addition to the opportunity to develop new relationships and take part in positive action in their communities, participants gain deep knowledge of how to effectively manage and lead diverse workers, clients, and constituents,” said Johnson. Upon graduation, participants will become Riley Fellows, joining
Juan Johnson, senior fellow at the Riley Institute and facilitator for the DLI
a statewide network of corporate executives, government officials, chamber of commerce directors, school superintendents, and other community leaders. “In a time of considerable divi-
sion both nationally and locally, it is increasingly important to work together to find ways to foster a thriving economy and break down barriers that hinder progress,” he said.
2446 Laurens Road Greenville, SC 29607
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MANUFACTURING
Bo Knows Cars German auto supplier investing $4.1M in Greer production facility ANDREW MOORE | STAFF
amoore@communityjournals.com German automotive supplier Bo Parts GmbH has announced plans to invest $4.1 million in new operations in Greenville County. The company, a tier one and tier two supplier for the auto industry, is opening a new 60,000-squarefoot facility at 129 Metro Court in Greer that’s expected to create about 100 jobs within the next five years, according to a press release. Bo Parts, which is part of the FRIMO Group, specializes in smallbatch production, providing tailor-made solutions and production
of service parts, low-volume production parts, sample parts, prototypes, and exotic parts. “With our new 60,000-squarefoot facility, we can continue the global growth of our business in the low-volume manufacturing of service and production parts for our automotive tier one and tier two customers,” said Hans-Günter Bayer, CEO of FRIMO Group GmbH, in a statement. “We are currently completing the launch of our first program for BMW and are in discussion on additional programs with several customers.” The Coordinating Council for Economic Development approved
Bo Parts GmbH is on the verge of completing their first program launch with BMW. Photo by Will Crooks
job development credits for the company’s new operations, according to a press release. Greenville County has also been awarded a $100,000 Set Aside grant to help with building upfit costs. “South Carolina’s automotive industry is on top of the world, and today’s announcement by Bo Parts shows that it isn’t slowing down any time soon,” said Gov. Henry McMaster. “We’re proud to
welcome another fantastic company to our Upstate community, and we’re grateful for the investment they have decided to make in our people.” Hiring for the positions has already begun and applicants can contact FRIMO for more information. Interested candidates should email career@frimo.com for more information.
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REAL ESTATE
Self-storage chain being launched from Greenville
TD Self Storage plans to have more than 100 facilities in 10 years. Renderings by Interior Image Group
RUDOLPH BELL | STAFF
rbell@communityjournals.com A member of the family that owns Greenville-based JHM Hotels is launching a self-storage business and hopes to have more than 100 locations across the country in a decade. JHM President D.J. Rama and a silent partner from California have launched the new venture, called TD Self Storage. It’s being run from Greenville, out of the same building along Interstate 385 that serves as JHM’s headquarters. Roger Burgin, a senior vice president with TD Self Storage, said the company plans to start construction in November on its first 100,000-square-foot facility at the corner of Pelham and Boiling Springs roads in Eastside Greenville. He said TD Self Storage is currently negotiating to acquire six other sites — one in Greenville, two in Charleston, two in Orlando, Fla., and one in Austin, Texas.
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It plans to add 10 to 12 sites a year, starting in the Southeast and Texas. “Once we kind of establish ourselves and get to a certain point — at least 20 to 25 sites — then we’re going to start expanding out to California and other states throughout the United States,” he said. TD Self Storage plans to have more than 100 facilities in 10 years, Burgin said. It aims to buy and improve existing self-storage facilities in addition to developing its own. The company is contracting with CubeSmart, a Pennsylvania-based real estate investment trust that owns a self-storage chain, to manage its facilities, Burgin said. He said the CubeSmart brand would appear on TD Self Storage’s facilities. Burgin said TD Self Storage is coming to market in a novel way by focusing on women, who make 70 percent of buying decisions for the industry. Its locations will have more security cameras
A traditional storage facility is that “rough old place you go into. If your mother went there, she wouldn’t feel safe at night because the lighting was so dim.” than competitors, he said, as well as plenty of LED lighting and “music running through the whole system.” Each facility will have a hotel-like, well-appointed lobby on the first floor with free Wi-Fi and a special area for children.
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MANAGEMENT
20 Upstate companies named to Inc. 5000 list for 2017 TREVOR ANDERSON | STAFF
tanderson@communityjournals.com Upstate companies earned 20 spots on Inc. magazine’s 2017 list of the 5,000 fastest-growing private companies in America. A total of 60 companies from South Carolina were named on the annual list. Upstate companies that made the list include:
#418 Sunkiko Each TD Self Storage facility will have a lobby and a special area for children.
A traditional storage facility is that “rough old place you go into,” Burgin said. “If your mother went there, she wouldn’t feel safe at night because the lighting was so dim.” Across the country, Burgin said, self-storage units on average are 92 percent occupied. The business is “as close as you can get to a recession-proof business, because even when people lose their jobs they’re going to store,” he said. Burgin said self-storage facilities offer a better return on investment than other kinds of businesses that are more labor-intensive. “To run a $2 million McDonald’s, you need about 40 employees,” he said. “To run a $2 million self-storage facility, you need three employees.” Burgin, who is running TD Self Storage for its owners, just moved to Greenville from Orlando, where he was vice president of business development for Simply Self Storage, a chain with more than 230 locations, according to its website. His previous experience includes stints as an executive with a self-storage company in California and two real estate investment trusts that own self-storage units.
Travelers Rest 2016 rank: N/A sunkiko.com
#649 Green Cloud Technologies
Greenville 2016 rank: 73 gogreencloud.com
#915 9Round
Simpsonville 2016 rank: 413 9round.com
#992 Global Lending Services
Greenville 2016 rank: 195 glsllc.com
#1,108 National Land Realty
Greenville 2016 rank: N/A nationalland.com
#1,160 Equip Studio
Greenville 2016 rank: N/A equipstudio.com
#1,631 TekReplay
Greenville 2016 rank: N/A The storage facility will market itself toward women, who make 70 percent of buying decisions for the industry.
tekreplay.com
#2,449 Sandlapper Capital Investments
Greenville 2016 rank: 62
#3,706 Clayton Construction Co. Spartanburg 2016 rank: N/A
claytonconstruction.net
gosandlapper.com
#3,579 #2,667 SANDLAPPER Intellectual Capitol Securities Taylors 2016 rank: 1,091
Greenville 2016 rank: 3,579
icapsolutions.net
sandlappersecurities.com
#2,761 Ob Hospitalist Group
#4,264 DOM360
Mauldin 2016 rank: 2,324 obhg.com
#3,250 Website Pipeline
Greenville 2016 rank: 3,359 websitepipeline.com
#3,377 Integrated Biometrics
Spartanburg 2016 rank: 965 integratedbiometrics.com
Greenville 2016 rank: 1,217 dom360.com
#4,367 Caroline’s Cakes Spartanburg 2016 rank: N/A
carolinescakes.com
#4,613 Palmetto Technology Group Greenville 2016 rank: 4,544 goptg.com
#3,525 KeyMark
#4,787 ARCpoint Franchise Group
keymarkinc.com
arcpointlabs.com
Liberty 2016 rank: N/A
#3,645 OTO Development Spartanburg 2016 rank: 3,855
otodevelopment.com
Greenville 2016 rank: 2,886
To view the full list, visit: inc.com/ inc5000/list/2017.
9.1.2017 | upstatebusinessjournal.com
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POLITICS
Ex-Im Men S.C. Chamber urges Sens. Graham, Scott to oppose Trump bank pick RUDOLPH BELL | STAFF
rbell@communityjournals.com
The business lobby has turned up the heat on U.S. Sens. Lindsey Graham and Tim Scott of South Carolina to reject President Donald J. Trump’s nominee to run the U.S. Export-Import Bank.
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UBJ | 9.1.2017
The National Association of Manufacturers (NAM) said on Aug. 22 that it had launched radio and online ads in South Carolina calling on the senators to oppose the White House pick, former New Jersey Rep. Scott Garrett. A radio script released by NAM says Garrett voted more than a dozen times to kill the Ex-Im Bank when he was in Congress, “causing South Carolina manufacturers to lose deals and jobs to foreign countries.” The South Carolina Chamber of Commerce, the state’s NAM affiliate, made it clear in an earlier statement that it likewise expects Graham and Scott to oppose Garrett. The state chamber has talked to the offices of both senators about the matter, but got no promises about how they would vote, said Ted Pitts, president. “They don’t avoid the conversation,” Pitts told UBJ. “We have the conversation. We just haven’t gotten assurances if they had to cast the votes how they would vote.” The federally owned bank helps finance export deals of U.S. companies. Its customer base includes two big South Carolina employers, one in the Upstate and one in the Lowcountry. General Electric Co. has used the bank to finance overseas sales of power-producing turbines made at its Greenville plant. When Congress let the bank’s authorization expire temporarily in 2015, GE said it would put 400 jobs in France instead of Greenville and two other U.S. locations. GE said at the time it was required to show proof of financing from a governmental export credit agency, such as Ex-Im, in order to bid on billions of dollars’ worth of power turbine and generator work from foreign countries. When it couldn’t obtain financing in the United States from Ex-Im, GE said it turned to the bank’s French equivalent. The Boeing Co., which manufactures Ted Pitts. Photo by Will Crooks
commercial aircraft for export in North Charleston, has been a big user of the bank. Some Republicans, including former South Carolina Rep. Mick Mulvaney, now director of the Office of Budget and Management, say export financing is a matter for the private sector, not the federal government. In the Senate, Republican Sen. Richard Shelby of Alabama has blocked appointments to Ex-Im’s board, leaving the bank without the ability to reach a quorum and conduct business normally. In the past, Graham and Scott, both Republicans, have voted to reauthorize the bank. Graham has been vocal in his support, arguing that U.S. exporters would be put at a competitive disadvantage without the bank since many other countries offer government financing for exports. Asked for the senator’s position on Garrett’s nomination, Graham spokesman Kevin Bishop pointed to a media report that quoted Graham as saying that he would “try to get the administration to give us a better nominee.” Scott has said he won’t vote for the nominee unless he makes a “clear and public statement” supporting the bank, according to a statement forwarded by Scott’s office. “As one of the few government programs that actually returns money to the Treasury, Ex-Im is a win-win for taxpayers and helps American businesses stay competitive across the world,” Scott said in a separate statement forwarded by his office. The bank became a favorite target of Heritage Action, a conservative advocacy group, at a time when former South Carolina Sen. Jim DeMint of Greenville was running its sister organization, the Heritage Foundation. Heritage Action is continuing its opposition as the Senate mulls Garrett’s nomination. In an Aug. 7 letter, Heritage Action and other groups vowed to oppose the filling of Ex-Im board seats unless the Senate considers the nominee.
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ECONOMICS
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USC Upstate’s total value added, or annual net contribution to the state’s economy, was $280.7 million in 2017, a more than 25 percent increase since 2011.
Big Returns USC Upstate’s impact to the state economy increases TREVOR ANDERSON | STAFF
tanderson@communityjournals.com
A new study by USC’s Darla Moore School of Business in Columbia showed USC Upstate has a $506 million annual impact on the state’s economy, a 30 percent increase from $388.6 million in 2011, the year of the previous study. Among the eight USC campuses in the state — Columbia, Upstate, Aiken, Beaufort, Lancaster, Salkehatchie, Sumter, and Union — the Spartanburg-based institution had the second-highest economic impact in the state behind Columbia, the study said. “One of the things that attracted me to [USC Upstate] was the geography,” said Brendan Kelly, chancellor of USC Upstate. “Being in the Upstate is an enormous advantage for us. … Knowing we have tremendous opportunities for growth and economic impact on this region, and helping this region meet its educational needs is very exciting. We are positioned for growth.” Data showed USC Upstate’s total value added, or annual net contribution to the state’s economy was $280.7 million in 2017, a more than 25 percent increase compared with about $223.8 million in 2011. The university’s income, or contribution to wages and salaries, stood at $161.9 million per year, a nearly 33 percent increase compared with about $122 million six years ago. Employment, the total number of jobs associated with the measured economic activities tied to USC Upstate, was 4,996 for 2017, which is a nearly 21 percent increase compared with 4,130 in 2011.
“We have a lot of private colleges in the region, and that’s fantastic,” Kelly said. “We are a state school. We are here to educate [the residents of South Carolina]. Our growth is intertwined with the growth of Spartanburg.” By comparison, USC’s main campus in Columbia has a $4.16 billion impact on the state’s economy. USC Aiken has a $281.3 million impact, USC Beaufort $83.7 million, USC Lancaster $75.5 million, USC Salkehatchie $48.6 million, USC Sumter $40.4 million, and USC Union $25.6 million, according to the study.
The university’s income, or contribution to wages and salaries, stood at $161.9 million per year, a nearly 33 percent increase compared with about $122 million six years ago.
The total statewide impact of USC’s system was $5.5 billion of output, $3 billion in value added, $1.8 billion of income, and 60,250 in employment. According to the study, USC has more than 50,000 students enrolled at its eight campuses and has more than 180,000 alumni who live within the state. USC Upstate’s enrollment currently stands at about 6,000 students, said the university’s spokeswoman Tammy Whaley. The university has more than 40 degree programs, including a new Bachelor of Science degree in advance manufacturing management, Whaley said. It employs 922 people, including 563 fulltime and 359 faculty and staff, she said. Kelly said USC Upstate hopes to grow its number of degree programs. The university is currently collecting data in partnership with local industry to made sure its academic programs meet two criteria. The first, Kelly said, is giving students the credentials they need to be successful in the Upstate. The other is to make sure there is a statewide need for graduates in a particular area of study. “We’re already doing that across the board,” he said. “We have to meet the needs of industry. We have to add some programs that give our students and 30,000 alumni the chance to take the next step. We don’t have enough graduate programs. … My hope is that we will raise the level of talent needs continually.” USC Upstate is celebrating its 50th anniversary in October. 9.1.2017 | upstatebusinessjournal.com
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INFORMATION YOU WANT TO KNOW
Since 2011, Denny’s Corp. employees have raised more than $4.3 million for the No Kid Hungry campaign.
PHILANTHROPY
No Kid Hungry bus stops at Denny’s HQ in Spartanburg Denny’s Corp. is “hangry.” According to the Spartanburg-based family-dining chain’s President and CEO John Miller, that means the company is angry about childhood hunger in America. For a seventh consecutive year, Denny’s will help raise funds for the Washington, D.C.-based nonprofit Share Our Strength’s No Kid Hungry campaign. Denny’s employees nationwide have generated more than $4.3 million for the organization since 2011. As part of its buildup to this year’s campaign, which officially starts in early October, Denny’s hosted No Kid Hungry’s interactive national bus tour last Thursday at its downtown Spartanburg headquarters. “In this great country, no kid should go hungry,” Miller said. “We want to make sure that kids get fed; they get summer food programs; they get food before they start school; they have an opportunity to eat so they can learn. If they learn, they can achieve. And that’s what this is all about: kicking off for 2017.” In 2016, Denny’s gave the organization a check for $1 million. Paul Spencer, director of social responsibility for Denny’s and the campaign chair, said the company hopes to surpass that amount this year. “We love to feed people,” Spencer said. “It’s what we do for a living. Who better than us to do this?” He said Spartanburg County School District 7 received a grant from No Kid Hungry that it used to purchase a meal cart that serves breakfast to Spartanburg High School students. Spencer said Denny’s 2017 campaign will start Oct. 9, coinciding with the company’s annual franchisee convention and trade show, which will be held this year in Scottsdale, Ariz. Mallory Moler, manager of corporate partnerships for No Kid Hungry, said one out of every six kids in the U.S. doesn’t know where their next meal is going to come from. “Denny’s has been a true leader in the restaurant industry — a shining star,” Moler said. “We are so excited about our partnership with them.” The Dine Out for No Kid Hungry bus looks like a traditional yellow school bus. It features signage depicting the campaign’s logo, social media platforms, and other promotional information. The bus tour kicked off in New York last Monday and will end in Los Angeles on Sept. 13. The tour includes stops in Washington, D.C.; Atlanta; Nashville, Tenn.; Dallas; Denver; Phoenix; and San Diego. 14
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According to No Kid Hungry, every $1 donated to the campaign provides 10 meals for one child through its various programs and partnerships. In 2016, the nationwide fundraiser generated more than 900 million meals for kids. Moler said in addition to providing funding for meals and programs, the organization examines the root causes of childhood hunger. She said studies have shown that children who eat breakfast perform better in school. With its education partners, No Kid Hungry is working to reduce the stigma placed on kids and teenagers who are in need of meal assistance, Moler said. That includes moving food programs from the cafeteria into the classroom so students don’t feel ostracized. “We like the idea of solving the root cause,” Spencer said. “The goal is to end childhood hunger.” Spencer added, “It has been a journey for us. When we first started, there were people who questioned why we were doing this. But by our fourth or fifth year, we had pretty much gotten everybody on board.” For more information, visit nokidhungry.org. —Trevor Anderson
FINANCE
Carolina Alliance announces 5 percent stock dividend Spartanburg-based Carolina Alliance Bank last Wednesday announced its board had declared a 5 percent stock dividend. The bank said the dividend would be payable Sept. 19 to shareholders of record as of Sept. 5, 2017. Holders of Carolina Alliance common stock as of the record date will receive one additional share for every 20 shares held on the record date, the bank said. Cash will be issued in lieu of fractional shares. “We are pleased to announce a 5 percent stock dividend to our shareholders,” said Terry Cash, chairman of Carolina Alliance, in a statement. “The board of directors believes that our shareholders will benefit from this stock dividend and the expected related enhancement of our stock’s liquidity.” Carolina Alliance said the stock dividend will increase the total number of its shares of common stock outstanding from 6.8 million to 7.2 million. The bank said it expects to distribute the additional shares on or about Sept. 19 by its transfer agent American Stock Transfer and Trust Co. “We’re very pleased to reward our loyal shareholders for their ongoing support,” said John Kimberly, CEO of Carolina Alliance, in a statement. In July, Carolina Alliance said its earnings increased almost 11 percent during the second quarter. The bank reported its net income rose to $2.1 million for the quarter ending June 30, compared with $1.9 million during the same period of 2016. Carolina Alliance attributed the increase to non-interest income and decreased income tax expense, partially offset by an increase in its provision for loan losses and a slight decrease in net interest income. The bank also said its book value per common share was $11.11 as of June 30, compared with $10.74 as of June 30, 2016. For more information, visit carolinaalliancebank.com. —Trevor Anderson
HEALTH CARE
GHS, USC partner to commercialize medical research, technologies Greenville Health System and the University of South Carolina have announced a new partnership that aims to commercialize medical technologies as well as research into treatments for cancer, diabetes, and other conditions. Under the partnership, which was approved by the USC Board of Trustees on Aug. 18, the university’s Office of Economic Engagement will work with GHS to identify funding opportunities for clinicians interested in launching startups, bridging the gap between GHS’s Health Sciences Center and USC’s School of Medicine, and the development of new drug therapies, medical devices, and diagnostic tools. “USC will help GHS clinicians take innovative health care inventions and move them more quickly from concept to marketplace where they can actually benefit patients,” said Bill Kirkland, executive director of USC’s Office of Economic Engagement. GHS and USC also plan to help innovation incubators and corporate alliances that are working to develop health care solutions and treatments. The two institutions previously collaborated to help grow startups such as IMCS and Tcube Solutions, a Columbia-based IT firm that specializes in property and casualty insurance software and services. “GHS and USC each bring industry knowledge and experience to the table that is invaluable in developing solutions to health care’s biggest challenges,” said David Sudduth, vice president of GHS’s Health Sciences Center. “This partnership has the potential to transform health care on a global level.” One example of an innovation incubator that could benefit from the newly announced partnership is GHS’ Institute for Translational Oncology Research and its collaboration with KIYATEC, a Greenville-based startup that’s using 3-D cell modeling technology to determine how tumors respond to cancer drugs. If successful, the startup’s findings could improve patient outcomes, reduce health care costs, and increase success in drug development and clinical trials, according to Matt Gevaert, CEO of KIYATEC. “Access to live tumor samples, coupled with a close working relationship and physical proximity to GHS physicians, has enabled us to accelerate our research, creating the opportunity to bring personalized treatments to cancer patients more quickly,” said Gevaert. “This unique collaboration has also enabled us to create jobs and attract millions of dollars in federal funding to support our research — all of which are good for Greenville. Innovation is not zero sum.” —Andrew Moore
EDUCATION
SCC scholarship will honor late Caroline’s Cakes founder Spartanburg Community College has announced a scholarship honoring late Spartanburg entrepreneur Caroline Ragsdale Reutter. Reutter, the founder of Caroline’s Cakes whose signature caramel cake was featured in the hit 2011 movie “The Help,” lost her battle with ovarian cancer on July 15. She was 66. Her sons, Charles Ernest Reutter IV and Richard Rags-
INFORMATION YOU WANT TO KNOW
Carolina Reutter
dale Reutter, will carry on operating the company their mother moved to Spartanburg in 2012. Caroline’s Cakes was recently named to Inc. magazine’s 5,000 fastest-growing companies in America list for 2017. “This scholarship will assist culinary students as they pursue an associate degree or certificate at SCC by providing tuition support and a possible internship at Caroline’s Cakes,” said Bea Walters Smith, executive director of the SCC Foundation, in a statement. “The selected recipients will have the opportunity to work alongside and learn from Caroline’s sons… and their dedicated team of employees.” SCC said the scholarship was created with a $10,000 endowment from Spartanburg residents Lea Ann and Dexter Cleveland. Smith said the school hopes to raise additional funding in order to preserve Reutter’s legacy and provide future opportunities for students. “We are excited to be part of the creation of the Caroline Ragsdale Reutter Memorial Scholarship for Culinary Arts at Spartanburg Community College,” the Clevelands said in a statement. “Caroline was equally dedicated to her business, Caroline’s Cakes, her family, and Spartanburg. She would be thrilled to know she is supporting the next great pastry chef through SCC.” Amy Byers, program chair SCC’s culinary program, said candidates for the scholarship must: • Be a second year student enrolled full-time in the SCC Culinary Arts Program. • Have a minimum 2.5 grade point average. • Have completed the Free Application for Federal Student Aid. • Have a financial need. Byers said preference will be given to students who are focused on pastry art. “The Culinary Department at SCC is both humbled and honored to partner with Caroline’s Cakes for this scholarship opportunity,” Byers said in a statement. “This will make such a difference in the lives of students for many years to
| NEWS
come.” SCC has created an online giving link for the fund at sccsc.edu/foundation. Checks made payable to the SCC Foundation for the scholarship fund can be mailed to PO Box 4386, Spartanburg, SC 29303. “Giving back was one of Caroline’s main focuses,” said Reutter’s husband, Charles Ernest “Chick” Reutter III, in a statement. “This scholarship is exciting and a great fit for showcasing her business and giving someone else an opportunity, and it’s a chance for us to do something for Spartanburg.” For more information, visit sccsc.edu, or sccfoundation.org. —Trevor Anderson
WORKFORCE
140 affected by WYNIT closure in downtown Greenville WYNIT said it would close its downtown Greenville operation – affecting 140 employees – less than two years after announcing the new location. The distributor of technology products made the surprise announcement, a blow for downtown, in a four-paragraph statement distributed to news media by a local public relations firm. WYNIT said the closing was part of a reorganization related to “unexpected financial issues combined with a disappointing holiday selling season.” The company said it would keep open its Minnesota-based software publishing and supply chain service divisions. “This is not what we wanted or expected,” Pete Richichi, chief operating officer, said in the statement. “Unfortunately, we were unable to adjust fast enough to unforeseen changes. This was purely a financial decision. Our hope is we emerge a better company.” Robert Hughes, president of Hughes Development Corp., owner of the ONE complex where WYNIT’s downtown operation has been located, declined comment. WYNIT announced in November 2015 that it would relocate a headquarters to downtown Greenville from North Syracuse, N.Y. It said at the time that the operation was expected to employ 111 people and would occupy 57,000 square feet in the ONE complex. In the statement announcing the closing, the company refers to the Greenville operation as part of its wholesale distribution division. WYNIT said a transition team would stay in Greenville through the end of the year to help with the reorganization. — Rudolph Bell 9.1.2017 | upstatebusinessjournal.com
CONGRATULATIONS
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REAL ESTATE DEALS AND DEVELOPMENTS ACROSS THE REGION
ARIEL TURNER | STAFF
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@arielhturner
Change in Tune Tipsy Music Pub to open this fall in Dr. Mac Arnold’s Blues Restaurant
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Dr. Mac Arnold’s Blues Restaurant in the Village of West Greenville is closing just before Perry Labor Day, and the new tenant, Tipsy Music Ave Branw ood S Pub, will move in Sept. 5 with plans for a t complete renovation. FUTURE The new concept, however, will continue to Pendleton St. TIPSY honor the musical legacy Arnold built at 1237 MUSIC PUB Pendleton St. when it opens early October, and LOCATION the new ownership team is uniquely qualified to follow through on that commitment. The four Tipsy Music Pub co-owners are B CHASS Productions co-owners Steven Scott St urd et on s te and longtime Upstate musician Charles Hedgea “We want to be that place where people want St M path, along with Tipsy Taco co-owners Roger maps4news.com/©HERE to go play in Greenville,” Hedgepath says. “We Carlton and Trish Balentine. will have the best green room in town.” Together, each with decades of experience in “We want it to where we’ve got musicians their respective businesses, the Tipsy Music battling to get into our facility even though we Pub owners hope to open and run what will might be the same size or just a little bit bigger become a premier entertainment venue with than the norm around here,” Scott adds. music seven days a week. And with Balentine, formerly of Corporate Renovations to the approximately Deli and current owner of DishOut Café & 4,200-square-foot space include opening up Catering on the team, the food will be a main the center brick wall, enlarging the stage, a feature, along with bourbon and whiskey-heavy completely new sound system, all new lighting, bar offerings and a “Tipsy” beer on tap made and a fully stocked, private green room each by Goose Island. Some of the fresh craft cockwith its own separate entrance and exit. tails will be named after iconic songs. “Sunday Scott and Hedgepath, with their combined Funday” will be an actual event, along with experience as producers and Hedgepath as bluegrass and gospel brunches. performer, are intent on providing a profes“People pair wine and food and beer and sional experience for the musicians and lining food,” Hedgepath says. “We’re taking it to the up a variety of acts to appeal to all types of next level where we can actually pair a whole guests. experience.” n tio
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The Tipsy Music Pub will carry on the musical tradition of Dr. Mac Arnold’s Blues1Restaurant. The owners hope to create a st S t premier entertainment venue with music seven days a week that spans a variety of genres. Photo by Will Crooks 2n d
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t Balentine will have full creativity with the menu, changing it as often as she wants and according to what’s fresh. A key feature will be a late-night menu, “because that’s the type of place this is,” Balentine says. The owners also hope to attract and cater to service industry employees who are getting off work at 11 p.m. and looking for something to do. “Being in the food industry and the entertainment industry, we miss out on a lot of food and drinks sometimes,” Balentine says. “I really want that to be an invitation to people in the industry to come later and enjoy themselves.” Hours of operation are tentatively 3 p.m.– midnight on weekdays, 11 a.m.–2 a.m. on Fridays and Saturdays, and 10 a.m. until close on Sundays. and also to attract and cater to service industry employees who are getting off work at 11 p.m. and looking for something to do. “Being in the food industry and the entertainment industry, we miss out on a lot of food and drinks sometimes,” Balentine says. “I really want that to be an invitation to people in the industry to come later and enjoy themselves.” Hours of operation are tentatively 3 p.m.– midnight on weekdays, 11 a.m.–2 a.m. on Fridays and Saturdays, and 10 a.m. until close on Sundays.
REAL ESTATE DEALS AND DEVELOPMENTS ACROSS THE REGION
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A North Carolina-based franchise opening this fall in Greenville may be a welcome solution to many local parents’ last-minute child care needs. The first South Carolina location of Giggles Drop-In Childcare is set to open in Lewis Plaza on Oct. 1 in the 3,400-square-foot former Antiques on Augusta location at 10 W. Lewis Plaza. The lease was brokered by Pete Brett and David Sigmund of Coldwell Banker Caine. Franchise owners Brandon and Caroline Kimball are also planning to open a second location in the I-85/Pelham Road area in spring 2018. Brandon Kimball says they are close to finalizing the location, to be announced at a later date. Giggles, based in Wilmington, N.C., provides child care at an hourly rate for children ages 12 month to 12 years from 8 a.m. to 11 p.m. without requiring advance notice or reservations. Children can be dropped off for as little as one hour or for the entire day. For parents of young children who are used to scrambling to find a babysitter for last-minute functions or a much-needed date night, Giggles just might be the best news they’ve received in a long time. It certainly was for the Kimballs, parents of two young children, when they discovered the franchise while on vacation last year. “We thought, ‘Holy cow, why is there not anything like this in Greenville?’” Brandon Kimball says. It got them thinking about bringing the concept to Greenville, specifically the Augusta Road area where they live. Caroline also owns Savvy women’s boutique on Augusta Road, while Brandon is the senior vice president of strategic growth at Atlantic Bay Mortgage Group. After telling other parents about the concept, the Kimballs are confident it will be a hit in their area. “It’s the most ingenious idea,” Brandon Kimball says. Giggles will also offer summer camp and after-school care, including pickup service from nearby schools thanks to their 15-passenger van. Child-to-staff ratios range from six to one for the youngest children to 10 to one for the 8-12-year-old category. Kimball says they plan to hire a full-time director and 10-12 part-time and full-time employees. The center’s capacity will be 40-50 children at a time, depending on their ages and number of staff members working.
@arielhturner
BLOCKHOUSE RESTAURANT & OYSTER BAR
SUNTRUST BANK
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No-appointment child-care company set to open in Greenville
COMO’S PETE’S
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Babysitter on Demand
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COVER |
9 ROUND
GOING THE DISTANCE Simpsonville’s 9Round gym began with one location in 2008. It now spans 40 states and 11 countries, with even more on the way. WORDS BY LEIGH SAVAGE | PHOTOS BY WILL CROOKS
ith 548 locations – including more than 150 added in the past year – Simpsonville-based 9Round was recently ranked No. 915 on the annual Inc. 5000 list of America’s fastest-growing private companies. CEO Shannon Hudson, who founded the company with his wife, COO Heather Hudson, is happy to be featured on the prestigious Inc. list for the third year in a row, but, just like in his kickboxing career, he is not content to coast. “We’ve got to go faster, and put the pedal to the metal,” he said about the franchise that started with one location on Butler Road in 2008 and now spans 40 states and 11 countries. “We have very lofty goals. I want to open a location a day for a year. We’re working to have 1,000 locations open by the end of 2018.” 9Round is a specialized fitness center that teaches kickboxing techniques to people of all ages, abilities, and fitness levels. The Hudsons created a nine-circuit system that offers a fullbody workout in 30 minutes. While much has changed as the company approaches its 10th anniversary next year, some aspects of the business have stayed the same. “I’m proud of the fact that we started out with the nine circuits, and the circuit order is still the same,” Heather Hudson said. “But we’re always coming up with new workouts, and we’ve added heart rate technology that shows your heart rate in real time on a screen. The trainer can then custom train you based on your body’s exact needs.” As more boutique fitness brands crop up, the Hudsons have stayed focused on their core brand while also adding features to make joining a gym – or owning a location – more appealing. “We have to create new workouts, keep the technology up, and grow in a very smart way,” Shannon Hudson said.
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ROUND ONE
Shannon Hudson, known as Shannon “The Cannon” during his fighting days, is a former IKF light middleweight kickboxing world champion and 5th degree Black Belt in Japanese Shotokan karate. After years of competing, he wanted to create a nonintimidating but effective workout using the training techniques he had learned. Heather Hudson is also a Black Belt in Shotokan karate and lifelong fitness enthusiast, and she found that the nine-circuit workouts they were developing took her fitness to an entirely new level. After the success of the first location in Mauldin, the Hudsons began franchising in 2009 and three years later had 70 locations in 17 states. Since 2013, the company has grown by 481 percent, with revenues of $11 million, according to the Inc. list, which tracked three-year data. The Hudsons, who employ 20 people at their corporate headquarters in Simpsonville, say the key to steady franchise growth is in the gym. “You have to give an amazing experience,” Shannon Hudson said. Though he doesn’t have exact numbers, he said a large portion of franchise owners start out as clients and trainers. “This is their opportunity to do what they love. I’d say maybe 10-20 percent of our trainers see this as an opportunity to grow and own their own business.”
That means the best way to attract new franchise owners is to ensure quality and consistency in each gym and to take the time to train the trainers. “Just like Chick-fil-A — we love how they grow,” he said. “Before they become an operating partner, people work there first. We have that same mentality. We like to hire from within. It’s the same with our members — it seems to work well.” He said the booming fitness market is expecting to continue to grow nationally and internationally, which is why he views 5,000 clubs as a feasible goal for 2030. “Just like there is room for both a steak place and a pizza place, there is room for a 9Round and a Crossfit,” he said. “We love the competition, and we can differentiate ourselves so well from everyone else.” He said the workouts appeal to both genders equally and are ideal for fitness neophytes as well as athletes looking to cross train. Many of the international markets are about 10 years behind the U.S. in the fitness business, he said, and he expects a massive surge. About 15 percent of 9Round clubs are international, including locations in Saudi Arabia, England, Mexico, Australia, and New Zealand. Another is expected to open in Turkey next month. “Our goal is to do a couple of international deals every year,” he said. “Fitness is a pretty universal language, and kickboxing for fitness translates very well.”
9 ROUND
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Since 2013, the company has grown by
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SUPPLEMENTING THE BUSINESS
Always on the lookout to meet member needs and expand the business, the Hudsons recently launched sales of 9Round whey protein powder with the tagline “It’s not just for bodybuilders” and are in the process of adding supplements to the lineup. Five items will be available at 9Round locations and will soon be sold on the website and newly retooled app. “We want to stay in our lane, but we wanted to offer the basics for living healthy outside of 9Round, too,” Shannon Hudson said. The new products created additional need for distribution, and 9Round is in the midst of expanding its office and adding a new warehouse on Pelham Road, which will add four employees. 9ROUND continued on PAGE 20
Shannon Hudson, CEO of 9Round, is a former IKF light middleweight kickboxing world champion and 5th degree Black Belt in Japanese Shotokan karate. 9.1.2017 | upstatebusinessjournal.com
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9 ROUND 9ROUND continued from PAGE 19
“We have a really robust pre-sale system now. We want to have at least 100 members pre-sale. When they do that, it relieves so much stress, because 150 members is break-even.”
The new app is a way to connect with members and will feature free information for prospective members as well, including 9Round locations and nutrition and fitness tips. Members can log in to get meal plans, track their heart rates and workouts, and have an expanded selection of tips. “We can nudge members we haven’t seen in awhile, or they can nudge their friends,” Shannon Hudson said. “We’re putting six figures into this app, and it’s a lot of work, but it’s the evolution of the brand.” In addition to its position on the Inc. list, 9Round has been selected for a variety of accolades, including being rated No. 190 on Entrepreneur magazine’s list of the top 500 franchises. Franchiserankings.com named 9Round No. 7 on its list of the top 25 fitness franchises, up eight spots from 2015. A panel scored each fitness franchise on multiple categories, and 9Round’s scores in marketing and ongoing support allowed it to top brands such as Crunch Fitness, Pure Barre, and Iron Tribe.
PACKING A PUNCH
Heather Hudson, COO of 9Round, is a Black Belt in Shotokan karate and lifelong fitness enthusiast. 20
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The goal is for franchisees to open their gym within six months, with most opening in four to five months. The improving real estate market has made the real estate piece slightly more challenging, since demand is higher and supply is lower around the country, but a 9Round real estate team helps owners find ideal locations at a reasonable price. The compact gyms require only 1,200 square feet. From products to workouts to marketing ideas and materials, the 9Round team seeks to give owners all of the tools they need for success, but the ultimate fate of the gym is in the owner’s hands. “From scheduling employees to payroll, we leave nothing to chance,” Shannon Hudson said. “Most of the work is done.” Heather Hudson adds that because the process is so streamlined and the brand is becoming more well-known, gyms can open breaking even or even profitable from month one. “We have a really robust pre-sale system now,” she said. “We want to have at least 100 members pre-sale. When they do that, it relieves so much stress, because 150 members is break-even.” Prospective owners often think businesses can’t be profitable for two years, and while nothing is guaranteed, “many of our owners open their door profitable,” she said.
9Round gyms, which are a compact 1,200 square feet, feature nine circuit stations and offer a full-body workout in nine minutes.
In April, Heather Hudson was named a 2017 Enterprising Woman of the Year, a tribute to the world’s top women entrepreneurs. She also took second in her first fitness competition, Carolina Supernatural. “I wanted to push myself,” she said. “It took tons of discipline, but it was a cool celebration of fitness.” In his spare time, Shannon Hudson recently published a book, “Zero to 100: The Blood, Sweat, and Tears of Building a Fitness Chain from Idea to 100 Locations.” The book details how he managed to start the business with no credit or savings and strategies he used to maximize growth and defeat competitors. Both Hudsons get into the 9Round gym as often as possible. They even try to drop in for a workout at the nearest 9Round gym when they travel. “It helps us stay in love with the brand,” Shannon Hudson said. The couple, both under 40, has had a steep learning curve, but they say nine years of exponential growth have been exciting and gratifying, and they look forward to more. “I keep learning every day,” Shannon Hudson said. “We want to dominate the marketplace and own kickboxing fitness, and we’re in a great position.”
Octavia McClean hits the speed bag during her workout at 9Round.
9.1.2017 | upstatebusinessjournal.com
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NOTES FROM THE BEST TALKS YOU MISSED
| THE TAKEAWAY
Lessons Learned From the Client Side What: Endeavor’s Collaborators & Cocktails professional development monthly series Where: Endeavor, a coworking community for creatives in the ONE Building Who Was There: 80+ creative industry and corporate marketing professionals Feature Presentation: Doug Poppen, senior brand strategist
By AMANDA LONG Senior Account Director, Hughes Agency
Endeavor hosted senior brand strategist Doug Poppen at its August Collaborators & Cocktails professional development series. Poppen, who has worked for challenger brands including Bojangles’ and home improvement retailer Lowe’s, shared insights into the marketing successes these companies achieved – often with fewer resources than their competitors.
Lesson 1: Sometimes, a great creative execution can help crystallize, or even evolve, your strategy. At the same time that millennials were starting to enter the workforce, Carl’s Jr. was getting ready to launch the $6 Jalapeño Burger. In the creative strategy session with their agency, Poppen, recognizing that millennial males were especially high-frequency quick-service restaurant customers, wrote Paris Hilton’s popular catchphrase “That’s hot!” on a piece of paper and handed it to the creative director. Almost two years later, Carl’s Jr. launched the infamous spot featuring Hilton washing a sports car while eating that burger. While Poppen had left the company by then, he played a small part in one of the most controversial advertising campaigns of the decade, which landed on the cover of Brandweek. “You think about how creative impacts a brand. We had a strategy to reach what became ‘young hungry guys.’ The creative helped evolve the strategy to go beyond what it had been with less provocative creative,” Poppen said.
Lesson 2: Macro influences can create emotional and psychological states that should be considered and even leveraged. During the six years Poppen worked for Lowe’s, the housing market contracted, and consumers spent less investing in their homes. “Macro influences, like the economy in 2008, were important for us to leverage,” Poppen said. In 2009, going green was a very hot topic,
Doug Poppen, senior brand strategist, shared insights into marketing successes at his past employers including Lowe’s and Bojangles’. Photo provided
and former First Lady Michelle Obama was very vocal about health and wellness. Marketing research showed that 15 percent of people reduced their energy consumption or went organic on those values alone. The majority would only change their behavior if it would improve their fiscal well-being or health. With a deep recession mindset, Lowe’s content marketing strategy’s messaging focused on energy savings that delivered financial savings and the benefits of having a healthy home. They placed content from WebMD.com on how to maintain a healthy home throughout the store, online, and in other marketing materials. Lowe’s also partnered with Money to showcase statistics on Energy Star or Water Sense products as money wisely spent. They weaved in utility company rebates and government tax credits into their messaging to provide further third-party endorsements.
Lesson 3: Maintaining a genuine, authentic brand voice is more important than ever. Poppen’s most recent post was as Bojangles’ vice president of marketing and corporate communications. A year into launching tailgate special packaging, sales started to level off and QSR in general began to decline. Bojangles’ changed their brand positioning to a home meal replacement. They encouraged customers to post how they were tailgating at nonsporting events and used Bojangles’ as a recipe ingredient through user-generated videos and posts on Pinterest. “The more we could get out of the way and let people share the love of our food, the better off we were,” Poppen said. “We were trying to tell people how good our food was, and it was not authentic. It is less effective than letting customers tell each other.”
Summing It Up: Thoughts on a successful client/agency relationship As a career client-side marketer, Poppen shared what he thought made the agencies he worked with successful: “Demonstrating up front that you know the client’s customers as well as, if not better than, them is the best business development tactic you could possibly make.” One of the best retention tools is frequently challenging clients on and holding them accountable to the parameters of their brand’s message and voice. “Lead the charge to take an audit of all creative, put it up on a wall, and give it a grade for continuity and consistency,” Poppen said. “The agency that does that will be well-received.” Endeavor, a creative, collaborative coworking community, presents a monthly professional development speaker series called Collaborators & Cocktails, where marketing chiefs from brands like Southwest Airlines, Ritz Carlton, and Nike share their marketing strategies.
ENGAGE SEP
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Collaborators & Cocktails Presentation by Tom Merritt and Mike Pereyo, OOBE
Sept. 12, 5–7:15 PM Members: Free Pre-registered Guests: $30 Endeavor@EndeavorGreenville.com
9.1.2017 | upstatebusinessjournal.com
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NEW TO THE STREET / SOCIAL SNAPSHOT |
FACES OF BUSINESS / THE NETWORKING SCENE
Open for business 1
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1. The Wonder Center at the Center for Developmental Services (CDS) recently opened. The Wonder Center is a day treatment program for medically fragile children between the ages of four weeks and six years.
3
2. A Perfect Storage recently expanded their facility at 921 Tanner Road in Taylors. Learn more at aperfectstorage.com.
CONTRIBUTE: Know of a business opening soon? Email information to aturner@communityjournals.com.
VILLAGE BLOCK PARTY Attendees of the Pulse Young Professionals’ Village Block Party, held at the West Village Lofts at Brandon Mill on Aug. 24, enjoyed live music, food trucks, lawn games, and giveaways. The networking event was open to both members and nonmembers of the young professionals organization. Photos by Justin Nix.
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UBJ | 9.1.2017
3. The Rutherford recently opened at 520 Rutherford Road in Greenville. Learn more about the event venue at therutherfordgreenville.com.
PLAY-BY-PLAY OF UPSTATE CAREERS
HIRED
HIRED
HIRED
HIRED
| ON THE MOVE
ELECTED
REUBEN CHEATHAM
BRETT PITTMAN
JENNIFER BLAIR
SAMANTHA CHAPMAN
TODD STEEN
Joined DPR Construction’s preconstruction and estimating team in Greenville with more than 15 years of experience in the Upstate. Cheatham has a comprehensive understanding of construction costs and industry trends, providing more value to DPR’s clients.
Joined DPR Construction’s Greenville office as a superintendent with 33 years of experience in the construction industry. In this role, Brett leads DPR’s onsite construction activities and maintains adherence to DPR’s quality and safety programs.
Joined Crawford Strategy as a digital marketing strategist and content producer and will support the agency’s growing portfolio of regional clients and its focus on digital marketing. Blair, a Pittsburgh native, received her bachelor’s degree in English and history from Allegheny College in 2008.
Joined The Old Cigar Warehouse as its venue sales manager. A College of Charleston graduate, Chapman brings more than seven years of experience in catering and venue sales focused on corporate events and meetings.
Elected to the Select Committee of the Wheel & Tire Council of SEMA, the national trade organization at the forefront of advocacy and support for the automotive aftermarket. Steen is the executive director of business development for Jackson Marketing, Motorsports & Events.
VIP CATHY HOEFER MCCABE Respected community leader Cathy Hoefer McCabe was recently named president of the University of South Carolina Upstate Foundation Board. As foundation president, McCabe will play a critical role leading the foundation’s initiatives as the university celebrates its 50th anniversary and plans for Chancellor Brendan B. Kelly’s investiture celebration in October. McCabe began her career as a middle school teacher but left the teaching profession in 1991 to attend the University of South Carolina School of Law. In 1994, she became an associate in Leatherwood Walker Todd & Mann’s Spartanburg office and was made partner in 1998. From 2003 to 2006, she was a partner in The Ward Law Firm before becoming the full-time city attorney for the City of Spartanburg. AWARDS Ravi Sastry, president of the InnoVision Awards Organization board of directors, announces the Upstate finalists for the 2017 InnoVision Awards, which will be announced Nov. 9. Technology Development: Intervals by Milliken & Company (Spartanburg); Medical Beam Laboratories LLC (Greenville); and Unlimited Power (Greenville). Small Enterprise: Hoowaki (Greenville) and Viatec (Greenville). Education: Greenville County Schools (Greenville). Sustainability: Breathe by Milliken & Company (Spartanburg) and tForm Inc. (Williamston). Community Service: Resiliency Technologies (SHARPEN) (Spartanburg).
MARKETING Traveling Storytellers, a full-service marketing agency, recently added two employees to their team. Kinsley Benson was hired as an account manager, and Matt Dillard joins as a sales manager. Benson is a graduate of Winthrop University, where she studied marketing. Dillard recently graduated from The Citadel with a Bachelor of Science in business administration. He also holds his pre-license in real estate sales from the Wyatt Institute of Real Estate in Greenville. LAW Gallivan White Boyd announces that several Greenville lawyers have been included in the 2018 Edition of The Best Lawyers in America. They are W. Howard Boyd, Deborah C. Brown, T. Cory Ezzell, H. Mills Gallivan, Jennifer E. Johnsen, C. Stuart Mauney, C. William McGee, Curtis L. Ott, Phillip E. Reeves, T. David Rheney, Ronald G. Tate, Daniel B. White, and Ronald K. Wray. CONVENIENCE RETAIL The Spinx Company, an operator of nearly 80 convenience retail stores throughout South Carolina, received national recognition as one of the largest U.S. convenience stores in the July issue of Convenience Store Magazine. Founded in 1972 in Greenville, Spinx operates stores in Greenville, Spartanburg, Anderson, Columbia, and Charleston, and continues to grow through the addition of new locations.
CONTRIBUTE: New hires, promotions, & award winners may be featured in On the Move. Send information and photos to onthemove@upstatebusinessjournal.com. 9.1.2017 | upstatebusinessjournal.com
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#TRENDING |
INFORMATION YOU WANT TO KNOW
THE WATERCOOLER Social Chatter
RE: TRAIL CONNECTION WOULD BE FEATURE OF MASSIVE MAULDIN DEVELOPMENT “That’s all fine and dandy, but how about fixing the roads we already have? How about getting rid of the used car lots we have coming into Mauldin? You want to make it beautiful, but Mauldin is an eyesore, and I’ve lived in it for years.”
Elizabeth Presley “Great job. Congrats to Mayor Raines and the city of Mauldin.”
Don Piccoli
“Wonderful idea! Refreshing to go in that direction for relaxing, shopping without traffic backups — exciting!”
“WYNIT has given back/donated to the public and surrounding communities endless times over the last year.”
Mary Lynn Wilson
Valerie Wilson
“Good. Give downtown a break.”
RE: TIPSY MUSIC PUB TO OPEN THIS FALL IN DR. MAC ARNOLD’S BLUES RESTAURANT “Yes! This is EXACTLY what Greenville has been missing.”
Jay Woodward
RE: 140 AFFECTED BY WYNIT CLOSURE IN DOWNTOWN GREENVILLE
@sofiainvitations
“WYNIT was brought here through a public/ private partnership. What does the public get out of it now?”
David A Schiferl
TOP 5:
COMING VILLAGE MIXED-USE INSIDE //
1. Trail connection would be feature of massive Mauldin development
ERICA ANCE AM K AND ADV ICA PATRIC IN • DAN TO MAULD
CAR F-DRIVING ON’S SEL • CLEMS
N CONNECTIO
E 34
AUGUST 25,
VOL. 6 ISSU 2017 |
2. 140 affected by WYNIT closure in downtown Greenville
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3. Tipsy Music Pub to open this fall in Dr. Mac Arnold’s Blues Restaurant
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4. GVL-based ScanSource returns to California with recent acquisition
5. How one Upstate entrepreneur is turning discarded plastic into profit
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EVENTS YOU SHOULD HAVE ON YOUR CALENDAR
| PLANNER
DATE
EVENT INFO
WHERE DO I GO?
HOW DO I GO?
Wednesday
Greenville Chamber of Commerce’s Coffee and Connections
Thornblade Club 1275 Thornblade Blvd. 8:30–9:30 a.m.
Cost: Free, investors only For more info: bit.ly/2w4sKPf; lwoodward@greenvillechamber.org
9/7
Greenville Chamber Netnight
The Champions Club at Fluor Field 945 S. Main St. 6–8 p.m.
Cost: $15 for Chamber investors, $25 general admission For more info: bit.ly/2vzw6Ll or 864-239-3727
Saturday
9/9
Clemson Area African-American Museum’s Black Business Expo
Calhoun Bridge Center 214 Butler St., Clemson 10 a.m.–5 p.m.
For more info: 864-247-1257 or 864-506-1057
Tuesday
9/12
Endeavor’s Collaborators & Cocktails
Endeavor 1 N. Main St., 4th floor 5 p.m.
Cost: Free to Endeavor members, limited guests for $30. No walk-ins. For more info: endeavor@endeavorgreenville.com
Monday
MARKETING & ADVERTISING VICE PRESIDENT OF SALES
9/18
Greenville Chamber Golf Tournament
Greenville Country Club Chanticleer & Riverside Courses 10 a.m.
Cost: $375–$1,500 For more info: bit.ly/2w2KBo1; 864-239-3729; or mmann@greenvillechamber.org
ACCOUNT MANAGERS
WednesdayFriday
Greenville and Spartanburg Chambers’ Joint Intercommunity Leadership Visit
Hughes Development Corporation and Johnson Development Associates
For more info: Greenville: 864-2393729; Spartanburg: 864-347-6080; mmann@greenvillechamber.org, wrothschild@spartanburgchamber.com
Tuesday
Greenville Chamber’s Diversity & Inclusion Summit
TD Convention Center 1 Exposition Drive 9 a.m.–6 p.m.
Cost: $100 investors, $125 general admission For more info: bit.ly/2uDPySZ nwhite@ greenvillechamber.org
PRESIDENT/CEO
Mark B. Johnston mjohnston@communityjournals.com
UBJ PUBLISHER
Ryan L. Johnston rjohnston@communityjournals.com
9/6
Thursday
EDITOR
Chris Haire chaire@communityjournals.com
ASSOCIATE EDITOR
Emily Pietras epietras@communityjournals.com
DIGITAL OPERATIONS MANAGER Tori Lant tlant@communityjournals.com
STAFF WRITERS
Trevor Anderson, Rudolph Bell, Cindy Landrum, Andrew Moore, Ariel Turner
David Rich drich@communityjournals.com
Donna Johnston, Stephanie King, Rosie Peck, Caroline Spivey, Emily Yepes
ART & PRODUCTION VISUAL DIRECTOR Will Crooks
LAYOUT
Bo Leslie | Tammy Smith
9/27-9/29 10/17
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ADVERTISING DESIGN
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Kristy Adair | Michael Allen
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EXECUTIVE ASSISTANT
SEPTEMBER 15 THE REGIONAL ISSUE
1988 1989 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011
UBJ milestone
UBJ milestone jackson Marketing Group’s 25 Years 1988 Jackson
Dawson opens in Greenville at Downtown Airport
1988
Kristi Fortner
HOW TO CONTRIBUTE STORY IDEAS:
1997 Jackson Dawson launches motorsports Division 1993
1990 Jackson Dawson
acquires therapon marketing Group and moves to Piedmont office Center on Villa.
>>
OCTOBER 13 THE DESIGN ISSUE
Chairman larry Jackson, Jackson marketing Group. Photos by Greg Beckner / Staff
Jackson Marketing Group celebrates 25 years By sherry Jackson | staff | sjackson@communityjournals.com
Solve. Serve. Grow. Those three words summarize Jackson Marketing Group’s guiding principles, and according to owner Larry Jackson, form the motivation that has kept the firm thriving for the past 25 years.
ideas@upstatebusinessjournal.com
Jackson graduated from Bob Jones University with a degree in video and film production and started his 41-year career in the communications industry with the U.S. Army’s Public Information Office. He served during
Vietnam, where he said he was “luckily” stationed in the middle of Texas at Fort Hood. He left the service and went to work in public affairs and motorsports at Ford Motor Company in Detroit. After a stint at Bell and Howell, where he was responsible for managing Ford’s dealer marketing and training, the entrepreneurial bug hit and he co-founded Jackson-Dawson Marketing Communications, a company specializing in dealer training and product launches for the auto industry in 1980. In 1987, Jackson wanted to move back south and thought Greenville would be a good fit. An avid pilot, he
learned of an opportunity to purchase Cornerstone Aviation, a fixed base operation (FBO) that served as a service station for the Greenville Downtown Airport, providing fuel, maintenance and storage. In fact, when he started the Greenville office of what is now Jackson Marketing Group (JMG) in 1988, the offices were housed on the second floor in an airport hangar. “Clients would get distracted by the airplanes in the hangars and we’d have to corral them to get back upstairs to the meeting,” Jackson said. Jackson sold the FBO in 1993, but says it was a great way to get to know Greenville’s fathers and leaders
>>
with a majority of them utilizing the general aviation airport as a “corporate gateway to the city.” In 1997, Jackson and his son, Darrell, launched Jackson Motorsports Group. The new division was designed to sell race tires and go to racetracks to sell and mount the tires. Darrell Jackson now serves as president of the motorsports group and Larry Jackson has two other children and a son-in-law who work there. Jackson said all his children started at the bottom and “earned their way up.” Jackson kept the Jackson-Dawson branches in Detroit and others in Los Angeles and New York until he sold his portion of that partnership in 2009 as part of his estate planning. The company now operates a small office in Charlotte, but its main headquarters are in Greenville in a large office space off Woodruff Road, complete with a vision gallery that displays local artwork and an auditorium Jackson makes available for non-profit use. The Motorsports Group is housed in an additional 26,000 square feet building just down the street, and the agency is currently looking for another 20,000 square feet. Jackson said JMG has expanded into other verticals such as financial, healthcare, manufacturing and pro-bono work, but still has a strong focus on the auto industry and transportation. It’s
2003 motorsports Division acquires an additional 26,000 sq. ft. of warehouse space
1998 1998 Jackson Dawson moves to task industrial Court
also one of the few marketing companies in South Carolina to handle all aspects of a project in-house, with four suites handling video production, copywriting, media and research and web design. Clients include heavyweights such as BMW, Bob Jones University, the Peace Center, Michelin and Sage Automotive. Recent projects have included an interactive mobile application for Milliken’s arboretum and 600-acre Spartanburg campus and a marketing campaign for the 2013 Big League World Series. “In my opinion, our greatest single achievement is the longevity of our client relationships,” said Darrell Jackson. “Our first client from back in 1988 is still a client today. I can count on one hand the number of clients who have gone elsewhere in the past decade.” Larry Jackson says his Christian faith and belief in service to others, coupled with business values rooted in solving clients’ problems, have kept
2009 Jackson Dawson changes name to Jackson marketing Group when larry sells his partnership in Detroit and lA 2003
2009-2012 Jackson marketing Group named a top BtoB agency by BtoB magazine 4 years running
him going and growing his business over the years. He is passionate about giving back and outreach to non-prof non-profits. The company was recently awarded the Community Foundation Spirit Award. The company reaffirmed its commitment to serving the community last week by celebrating its 25th anniversary with a birthday party and a 25-hour Serve-A-Thon partnership with Hands on Greenville and Habitat for Humanity. JMG’s 103 full-time employees worked in shifts around the clock on October 22 and 23 to help construct a house for a deserving family. As Jackson inches towards retirement, he says he hasn’t quite figured out his succession plan yet, but sees the companies staying under the same umbrella. He wants to continue to strategically grow the business. “From the beginning, my father has taught me that this business is all about our people – both our clients and our associates,” said his son, Darrell. “We have created a focus and a culture that strives to solve problems, serve people and grow careers.” Darrell Jackson said he wants to “continue helping lead a culture where we solve, serve and grow. If we are successful, we will continue to grow towards our ultimate goal of becoming the leading integrated marketing communications brand in the Southeast.”
2011 Jackson marketing Group/Jackson motorsports Group employee base reaches 100 people
2008 2012 Jackson marketing Group recognized by Community Foundation with Creative spirit Award
pro-bono/non-proFit / Clients lients American Red Cross of Western Carolinas Metropolitan Arts Council Artisphere Big League World Series The Wilds Advance SC South Carolina Charities, Inc. Aloft Hidden Treasure Christian School
CoMMUnitY nit inVolVeMent nitY in olV inV olVe VeMent & boarD positions lArry JACkson (ChAirmAn): Bob Jones University Board chairman, The Wilds Christian Camp and Conference Center board member, Gospel Fellowship Association board member, Past Greenville Area Development Corporation board member, Past Chamber of Commerce Headquarters Recruiting Committee member, Past Greenville Tech Foundation board member David Jones (Vice President Client services, Chief marketing officer): Hands on Greenville board chairman mike Zeller (Vice President, Brand marketing): Artisphere Board,
Metropolitan Arts Council Board, American Red Cross Board, Greenville Tech Foundation Board, South Carolina Chamber Board
eric Jackson (Jackson motorsports Group sales specialist): Salvation Army Boys & Girls Club Advisory Board
November 1, 2013 Upstate bUsiness joUrnal 21
20 Upstate bUsiness joUrnal November 1, 2013
AS SEEN IN
NOVEMBER 1, 2013
EVENTS:
events@upstatebusinessjournal.com
NEW HIRES, PROMOTIONS, AND AWARDS:
OCTOBER 27 CRE ISSUE
onthemove@upstatebusinessjournal.com UBJ welcomes expert commentary from business leaders on timely news topics related to their specialties. Guest columns run 700-800 words. Contact editor Chris Haire at chaire@communityjournals.com to submit an article for consideration. Circulation Audit by
Order a reprint today, PDFs available for $25. For more information, contact Anita Harley 864.679.1205 or aharley@communityjournals.com
Got any thoughts? Care to contribute? Let us know at ideas@upstatebusinessjournal.com. EVENTS: Submit event information for consideration to events@upstatebusinessjournal.com
Copyright ©2017 BY COMMUNITY JOURNALS LLC. All rights reserved. Upstate Business Journal is published weekly by Community Journals LLC. 581 Perry Ave., Greenville, South Carolina, 29611. Upstate Business Journal is a free publication. Annual subscriptions (52 issues) can be purchased for $50. Postmaster: Send address changes to Upstate Business, P581 Perry Ave., Greenville, South Carolina, 29611. Printed in the USA.
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27
AS SEEN IN – THE 2017
BTC BEHIND THE COUNTER
PHOTOGRAPHY BY CHELSEY ASHFORD PHOTOGRAPHY
RAYMOND JAMES Anthony Panuccio and Emory Hendrix are in the business of providing
“We try to serve as a wall between our clients and any financial set-backs
that could occur,” says Anthony, who earns his financial expertise every day with a laser focus on the investment market. “We attempt to Personal financial advisor Anthony Panuccio brings protect them.” over 27 years of experience to providing financial advice to Our goal is to be the wall Anthony, an economics major at Clemson, serves as the his clients. And it isn’t the standard financial advice – between our clients and principal of the group, but relies on his partner Emory for but carefully customized and personalized for each of any financial set-backs creative ideas, analytics, and critical personal interaction with his clients. that could occur. clients. “Our clients need to have conversations about their “This is our life’s work,” Anthony, Managing Director of goals with someone who has experience and compassion,” Investments with Raymond James, says of himself and his says Anthony, who specializes in retirement planning for retirees or team, which includes partner and financial advisor Emory Hendrix, service those planning their retirement. P&H Consulting keeps its client base assistant Kathy Muilwyk, and event planner MacKenzie Kondos. The team relatively small to maintain the quality and integrity of its work. They work works as P&H Consulting of Raymond James. primarily with individuals and family with $1 to $15 million in liquid assets. Anthony found his niche in the financial world when he saw the need The two men share a love for Clemson sports, especially football. for the kind of careful financial advice that requires daily attention to clients’ Emory is a golfer and a hunter who enjoys spending time with his wife, personalized portfolios. For Anthony and Emory, that means building longMartha, and his two-year old son, Guy. Anthony enjoys working out term relationships with clients who trust them enough to allow them to help regularly and spending time at the beach with his wife, Lesesne, and manage their financial futures. daughters, Lori, Alexandria, Keitt, and Gabriella. “You want to be able to look yourself in the mirror every day and be
financial confidence.
proud of what you do,” Anthony says. “Our clients become our extended family, and we care about them.” In order to keep in touch, continue to educate, and bring their clients
112 Haywood Rd. Greenville
through the rough patches in the market, Anthony and Emory hold monthly
864.289.2104
socials with clients in addition to their frequent contact.
raymondjames.com Raymond James & Associates, Inc. Member New York Stock Exchange/SIPC