Pipeline: The Competitive Advantage (May 2020)

conwayarkansas.org

NORTH METRO

NORTH METRO BUSINESS JOURNAL

MAY 2020

BUSINESS JOURNAL

Pipeline: The Competitive Advantage

Business referral network connects professionals with each other, community leaders

2

NORTH METRO BUSINESS JOURNAL

MAY 2020

conwayarkansas.org

Conway Academic Signing Day goes virtual Video of high-achieving high school seniors broadcast on local networks

For more than a decade, the Conway Area Chamber of Commerce has partnered with Acxiom to recognize and celebrate the accomplishments of Conway’s academic all-stars through Academic Signing Day. Typically, students and their families are invited to attend an Academic Signing Day ceremony, where each honoree would state where they planned to attend college, sign a placard indicating their choice, receive an award, and hear from a keynote speaker.

Because of the COVID-19 pandemic, this year’s event – like other senior-year traditions – looked different for the class of 2020.

In lieu of an in-person Academic Signing Day ceremony, a video honoring these students was broadcast Saturday, May 9, at 6:30 p.m. on THV 11 and locally on Conway Corp Channel 5. The broadcast was made possible by #ConwayToGo, an initiative the Conway Convention & Visitors Bureau launched to encourage safe dining and promote local restaurants during the pandemic.

Academic Signing Day 2020 is available to view on the Conway Area Chamber of Commerce’s Facebook page and YouTube channel.

During the virtual Academic Signing Day, Chamber president and CEO Brad Lacy congratulated the students on their years of hard work, describing them as “Conway’s best asset” and “brand ambassadors for a pretty special place.”

“While we certainly didn’t imagine that the last few weeks would change all of our lives so dramatically, it will not stop us in

our recognition of your achievements,” Lacy said. “It simply made us reimagine how to do it.”

Maria Markham, director of the Arkansas Division of Higher Education, has been the keynote speaker at Academic Signing Day for the past three years. This year, she provided a video message to the graduating class of 2020 about success in the face of adversity.

“I know you have worked hard to get to this place.

You are part of the most educated, most technologically advanced generation alive. We in the city of Conway expect you to do great things, and know that you will.”

- Mayor Bart Castleberry

“This time of adversity and broken plans and unexpected setbacks will make you stronger, more resilient, and more capable of overcoming the adversities in the future – and there will be adversities in the future,” Markham said. “I believe in you, I’m proud

of you, and I can’t wait to see the things that you will accomplish.”

Mayor Bart Castleberry also recorded a video message for the seniors.

“I know you have worked hard to get to this place. You are part of the most educated, most technologically advanced generation alive. We in the city of Conway expect you to do great things, and we know that you will.”

Drew May, chief client officer at Acxiom, commended the honorees on their impressive academic achievements.

“One of Acxiom’s core values is excellence. And in reviewing the criteria involved in order to be recognized as one of this year’s seniors in Academic Signing Day, I can tell you that you are among a group of the elite of seniors within the Conway area.”

Academic Signing Day recognizes high school seniors in Conway who have received significant academic awards and substantial scholarships. Graduating seniors from Conway High School, St. Joseph High School, Conway Christian High School, and those home-schooled in the Conway School District were eligible to apply.

This year’s 34 honorees maintained a cumulative GPA of 3.8 or higher on a 4.0 scale and have been recognized in one of these five areas: • the recipient of a top scholarship from the four-year accredited college or university they plan to attend; • a National Merit Scholar or National Merit Finalist designation; • acceptance into a U.S. Service Academy;

conwayarkansas.org

NORTH METRO BUSINESS JOURNAL

Academic Signing Day

• the winner of a state or national scholarship program; and • the recipient of a Governor’s Distinguished Scholarship or Governor’s Scholarship.

In the video, each graduate had the opportunity to submit a recorded video message introducing themselves and sharing a memorable moment from their high school experience as well as advice for the graduating class of 2021. Many of the students advised incoming seniors to cherish every moment, not take anything for granted, and create memories that will last a lifetime.

The 2020 honorees along with their college or university of choice are as follows: Diana Ashley, Arkansas State University; Elijah Bailey, United States Military Academy; Wesley Beene, University of Central Arkansas; Carlee Beene, Arkansas

State University; Emily Briggler, University of Central Arkansas; Nicholas Brorman, University of Central Arkansas; Garrett Bullock, Harding University; Elizabeth Chandler, Oklahoma State University; Joshua Coffman, University of Central Arkansas; Marshall Cunningham, University of Central Arkansas; Alexis Dill, University of Central Arkansas.

Abbie Flake, University of Central Arkansas; Lucas French, University of Central Arkansas; Matthew Gilleran, Belmont University; Anna Gregg, Washington University in St. Louis; Haley Helton, University of Central Arkansas; Imeril Johnson, University of Central Arkansas; Felicity Leamon, University of Arkansas at Fort Smith; Bhavya Lenin, Hendrix College; Mitchell Lovelady, University of Central Arkansas; Olivia Marotte, Swarthmore College.

MAY 2020

3

Presented By

Ethan Marotte, Swarthmore College; Sarah Mayo, University of Central Arkansas; Nichols McCuin, University of Arkansas; Marlaina Moix, Ouachita Baptist University; Parker New, Oklahoma Baptist University; Cullen Odom, University of Arkansas; Megan Pelley, Hendrix College; Garrett Pendergraft, John Brown University; Allison Tilley, University of Arkansas; Kamy Treat, Ouachita Baptist University; Carly Umholtz, University of Central Arkansas; McKenna Vaught, Harding University; and Thomas Williams, Harding University.

In addition to Acxiom as presenting sponsor, other sponsors for this year’s Academic Signing Day included Snapon Equipment, Arkansas Scholarship Lottery, Conway Corporation, Klaasmeyer Construction Company, Virco, Waco Title, Centennial Bank, Crafton Tull, and Simmons Bank. n

4

MAY 2020

NORTH METRO BUSINESS JOURNAL

conwayarkansas.org

Pipeline: The Competitive Advantage Business referral network connects professionals with each other, community leaders

Emily Walter knows a thing or two about networking.

An executive broker and real estate agent with RE/MAX Elite, Walter said it takes 26 people to get a property from contract to closing. Because her industry relies heavily on having relationships with reliable service providers – pest control technicians, home inspectors, and loan officers, just to name a few – Walter understood that joining a formal referral group would help grow not only her business but theirs, too.

In late 2017, she became a member of Pipeline, the Conway Area Chamber of Commerce’s lead generation and business network, and encouraged those she did business with to join her. Formerly referred to as Leads Groups, Pipeline consists of four groups that meet twice a month. Group membership ranges from 12 to 28 and follows a non-competing format, meaning only one person per industry or profession is allowed in each group.

Walter is a member and the chair of Toad Suck Nation, a 24-member Pipeline group that was one of the original Leads Groups.

She said establishing trust and building rapport among group members is key.

“If you do it correctly, you are constantly asking yourself, ‘How can I help this person?’ If you’re in a Pipeline group and only want them to help you, you won’t get as much out of it.”

Osmar Garcia takes that same approach.

As the co-founder and CEO of Garcia Wealth Management, his involvement in Pipeline’s 28-member Conway Progress group not only has helped him gain clients but also has connected him with business professionals he can introduce his clients to.

“Pipeline has allowed me to facilitate introductions I otherwise would not have been able to,” Garcia said. “I consider wealth management central to my clients’ financial well-being. I want to help them achieve their financial goals and refer people they can do business with, which in turn helps my fellow Pipeline members.

It’s all about connection.”

Ed Linck, director of member

engagement at the Conway Area Chamber of Commerce, manages Pipeline and helped transition the program from largely social to one that’s more structured and focused on business results. Prior to his role at the Conway Area Chamber, Linck had extensive experience with business referral groups as both a chamber member and a chamber employee. He was a member of the Rock Stars group at the Little Rock Regional Chamber before working for that chamber. When he moved to California and took a job with the Greater Irvine Chamber of Commerce, he applied what he learned in Little Rock and developed a lead generation program there.

Linck moved back to Arkansas in 2016 and began working for the Conway Area Chamber. Around the same time, North Carolina-based Business Network International – the world’s largest business networking and business referral

pipeline

6

NORTH METRO BUSINESS JOURNAL

MAY 2020

organization – was gaining ground in Conway. Members of the Conway Area Chamber who had joined Leads Groups had begun making the switch to BNI. “We can credit BNI for the transition of our Leads Groups to Pipeline,” Linck said.

“We took what we had, saw what BNI was doing, and developed a program that drew upon our strengths as a connector of people in the Conway-area business community.

“When it comes to connection, being local is an advantage. And you can’t get more local than a chamber of commerce.”

The Local Advantage: Closer’s Coffee Similar to BNI, the Chamber developed a program that emphasized attendance as well as the tracking of leads and the dollar amount of business closed. Unlike BNI, groups meet twice a month rather than weekly, and the annual $350 membership fee – even after tacking on the required Chamber membership – is less than the cost to join BNI. The local advantage the Conway Area Chamber of Commerce brings is apparent when it comes to the Closer’s Coffee events. On the second Thursday of each month at 9 a.m., all Pipeline members are invited to attend an exclusive meeting

focused on economic development in Conway. They have a group conversation with a local business or community leader over coffee, donuts, and fruit. Past speakers have included the mayor, county judge, and executives from the Conway Development Corporation and Conway Downtown Partnership.

In the wake of COVID-19, the Closer’s Coffee and Pipeline group meetings have gone virtual. Mayor Bart Castleberry provided updates to Pipeline members via Zoom video conferencing about the City of Conway’s response to the pandemic and the effects COVID-19 has had on the business community. A local attorney also spoke to the Pipeline groups about the Paycheck Protection Program through the U.S. Small Business Administration.

“We try to bring in speakers relevant to that moment in time,” Linck said. “This members-only access to business and community leaders has been a welcome addition to Pipeline.”

Heather Caldwell, a franchise owner for HireQuest Direct, is part of Pipeline’s 15-member Business Builders group. As the owner of a staffing agency, she values staying informed on what’s happening in

conwayarkansas.org

economic development and around the business community.

“If you’re doing business in Conway, why wouldn’t you want to be able to have a conversation with the people who are getting things done in Conway? If I have questions about any business or industry, I can just ask at the Closer’s Coffee.”

Ashley Newman, a mortgage originator with Centennial Bank, is a new member of Conway Progress and was previously part of the Business Builders group.

She has been a member of Pipeline for more than five years and was named the Business Builders Pipeline Member of the Year in 2019. Newman said the monthly Closer’s Coffee has helped her cultivate relationships with Pipeline members outside of her group and keeps her informed about what’s happening in the city.

“Pipeline is the way to go if you’re trying to build your business or get established,” Newman said. “You get access to Chamber events and learn what’s going on by talking one-onone with the mayor, judges, economic development officers, and business leaders.”

“If you’re doing business in Conway, why wouldn’t you want to be able to have a conversation with the people who are getting things done in Conway? If I have questions about any business or industry, I can just ask at the Closer’s Coffee.”

- Heather Caldwell, Franchise Owner for HireQuest Direct

conwayarkansas.org

NORTH METRO BUSINESS JOURNAL

MAY 2020

Zoom Screen Shot – Toad Suck Nation

Ashley Newman

Ed Linck

In the wake of COVID-19, Pipeline meetings have gone virtual. Pictured here is the Toad Suck Nation Pipeline group conducting a meeting via Zoom video conferencing.

Ashley Newman was named the Business Builders Pipeline Member of the Year in 2019.

Ed Linck, director of member engagement at the Conway Area Chamber of Commerce, helped transform the Chamber’s lead generation and business network program, now known as Pipeline.

7

8

NORTH METRO BUSINESS JOURNAL

MAY 2020

Building Business. Building Community.

Kirk Netherton is the co-owner of Netherton Promotions Inc. and is a member of Toad Suck Nation. He has been part of the Conway Area Chamber’s business referral program for several years and advises anyone who wants to grow a business to join the Chamber and take advantage of the tools it offers. He even encouraged his Realtor, Emily Walter, to get involved.

“The Chamber has a great network, and Pipeline is a great tool. Word-of-mouth and referrals are proving to be the best form of advertising. There is also a feeling of togetherness and family that you get from these groups.”

Chase Williams is a personal lines producer at the Farris Agency and a member of Conway Progress. His work for an insurance agency relies heavily on referrals, so joining Pipeline more than a decade ago made perfect sense for his business.

conwayarkansas.org

“I’ve met a lot of people I wouldn’t have gotten to know and have written insurance accounts or provided insurance quotes for a majority of the people in my Pipeline group,” Williams said.

As of May 2020, the 79 members across the four Pipeline groups have exchanged 488 leads and received $5.4 million collectively in revenue. The Conway Area Chamber defines a lead as “a warm introduction of a group member’s products and/or services to a prospective client by another group member.” All leads are tracked and reported to the group.

Ed Linck said the most successful members tend to have high leads and high “one-on-ones,” which are informal meetings between two Pipeline members that are scheduled outside of the formal Pipeline meetings. No selling is allowed at the one-on-one meetings, and these encounters are also tracked and reported to the group.

“Someone who just shows up and waits for leads to drop in their lap likely won’t excel,” Linck said.

The leads and the amount of closed business tracked shows the value of building a strong professional network. Heather Caldwell said these relationships are paramount when it comes to being successful in business.

“We’re not here to score points; we’re here to make a difference. We’re more about building a relationship and supporting someone’s business. Those leads carry more weight.

“We’re a part of something and are working to make Conway bigger and even better.

We’re not just working for ourselves. There’s a sense of community.”

Pipeline is accepting new members with a few exceptions for high-demand industries.

More information about the program, including meeting times and group rosters, is available at conwaychamber.org/pipeline. n

Pipeline Statistics Year to Date Pipeline Group

Number of Members

Leads Given in May

Business Builders

15

26

$1,063,465

100

$2,321,847

Toad Suck Nation

24

63

$750,497

178

$1,767,277

Profit Party

12

54

$0

60

$3,312

Conway Progress

28

39

$626,823

150

$1,315,574

TOTALS

79

182

$2,440,785

488

$5,408,010

*Pipeline groups did not meet in March due to Coronavirus.

Revenue Received in May

Leads Given YTD

Revenue Received YTD

North Metro Economy at a Glance Population US ..........................327,167,434 Arkansas ....................3,013,825 Conway............................66,426 Cleburne County ..............24,965 Conway County ...............20,891 Faulkner County ............124,806 Perry County ....................10,352 Van Buren County ............16,603 Civilian Labor Force February-2020 Seasonally Adjusted US ..........................164,546,000 Arkansas.....................1,367,709 Not Seasonally Adjusted US ..........................164,235,000 Arkansas.....................1,350,711 Conway............................33,608 Cleburne County ................9,120 Conway County..................8,302 Faulkner County ..............61,827 Perry County......................4,239 Van Buren County...............5,679 Unemployment Rate February-2020 Seasonally Adjusted US ..................................... 3.5% Arkansas ........................... 3.5% Not Seasonally Adjusted US ..................................... 3.8% Arkansas............................ 3.9% Conway.............................. 3.5% Cleburne County ................ 5.6% Conway County ................. 4.8% Faulkner County ................ 3.4% Perry County ...................... 4.3% Van Buren County .............. 5.8%

Bank Deposits June Conway 2019.................... $1,835,390,000 2018.................... $1,829,012,000 Percent Change .................0.35%

Conway County 2020.............................$346,056 2019.............................$361,401 Percent Change ..............-4.25% Tax Rate........................... 1.75%

Faulkner County Cleburne County 2020.............................$694,877 2019....................... $556,697,000 2019.............................$661,304 2018....................... $554,248,000 Percent Change ............... 5.08% Percent Change .................0.44% Tax Rate........................... 0.50% Conway County Perry County 2019....................... $364,163,000 2020.............................$105,829 2018....................... $358,473,000 2019.............................$101,364 Percent Change .................1.59% Percent Change ............... 4.41% Tax Rate ........................... 2.50% Faulkner County

2019.................... $2,228,144,000 Van Buren County 2018.................... $2,193,879,000 Percent Change .................1.56% 2020.............................$239,447 2019.............................$273,208 Perry County Percent Change ............-12.36% 2019......................... $65,345,000 Tax Rate ........................... 2.00% 2018......................... $72,986,000 Percent Change ............. -10.47% Restaurant Sales* Van Buren County Year to Date (April) 2019....................... $278,929,000 Conway 2018....................... $276,171,000 Percent Change .................1.00% 2020........................$63,946,681 2019........................$66,462,085 Sales & Use Tax Collections Percent Change...............-3.78% *Includes mixed drink sales April Conway 2020...........................$2,294,772 2019...........................$2,190,689 Percent Change................. 4.75% Tax Rate.......................... 2.125% Cleburne County 2020.............................$398,738 2019.............................$385,411 Percent Change................ 3.46% Tax Rate......................... 1.625%

Hotel Sales Year to Date (April) Conway 2020..........................$4,527,624 2019..........................$4,812,774 Percent Change...............-5.92%

Residential Building Permits Year to Date (April) Conway 2020........................................73 2019........................................84 Percent Change.............-13.10%

Values of Residential Units Sold** Year to Date (April) Conway 2020........................$44,987,282 2019........................$36,764,294 Percent Change.............. 22.37%

Year to Date (April) Residential Units Sold** Cleburne County (New and Existing) 2020....................... $22,345,508 Year to Date (April) 2019....................... $22,516,128 Conway 2020......................................221 Percent Change.............. -0.76% 2019......................................196 Conway County Percent Change.............. 12.76% 2020..........................$7,320,584 2019..........................$7,056,600 Year to Date (April) Percent Change................ 3.74% Cleburne County Faulkner County 2020......................................122 2020. . ......................$91,328,202 2019......................................130 Percent Change...............-6.15% 2019........................$76,333,983 Percent Change.............. 19.64% Conway County Perry County 2020........................................59 2019........................................54 2020..........................$3,112,050 Percent Change................ 9.26% 2019..........................$2,447,900 Percent Change.............. 27.13% Faulkner County Van Buren County 2020......................................478 2019......................................428 2020..........................$9,428,800 Percent Change.............. 11.68% 2019..........................$7,066,655 Percent Change.............. 33.43% Perry County Average Price of 2020........................................22 Residential Units Sold** 2019........................................20 (New and Existing) Percent Change.............. 10.00% Year to Date (April) Conway Van Buren County 2020........................................72 2020..............................$204,488 2019........................................71 2019..............................$187,573 Percent Change................ 1.41% Percent Change..................9.02% **Includes sales of residential units

Year to Date (April) Cleburne County 2020.............................$183,160 2019.............................$173,201 Percent Change ............... 5.75% Conway County 2020.............................$124,078 2019.............................$130,678 Percent Change ..............-5.05% Faulkner County 2020.............................$191,063 2019.............................$178,350 Percent Change ............... 7.13% Perry County 2020.............................$141,457 2019.............................$122,395 Percent Change ............. 15.57% Van Buren County 2020.............................$130,956 2019...............................$99,530 Percent Change ............. 31.57%

Proud sponsor of Pulse of Conway Sources: 2014-2018 ACS 5-Year Data Profiles, Arkansas Department of Workforce Services, C2ER, Sperling’s Best Places, Arkansas Department of Finance & Administration, Federal Deposit Insurance Corporation, Cooperative Arkansas Realtors’ Multiple Listing Services, Arkansas Realtors Association, and City of Conway.

10 MAY 2020

NORTH METRO BUSINESS JOURNAL

Conway distributor launches service to provide PPE to area businesses Douglas Companies launched a new service on May 21 that provides Conway-area businesses with personal protective equipment (PPE) at competitive rates.

Through Douglas Direct, businesses can place orders online for disposable three-ply sanitary masks, gloves, hand sanitizer with 60-70% alcohol, disinfectants, disposable paper products and more. The product order form can be accessed at https://bit.ly/douglas-direct. Orders can be picked up as early as the next business day at the Conway distribution facility, located at 200 Exchange Avenue.

Douglas Companies, a distributor of products for convenience stores, launched Douglas Direct in response to businesses’ concerns about accessing affordable PPE to safely reopen during the COVID-19 pandemic.

For additional information, contact Douglas Companies’ customer service department at 501-329-6866.

conwayarkansas.org

Landmark member named chairman of ARCPA Landmark PLC member Randy Milligan has been appointed chairman of the Arkansas Society of Certified Public Accountants (ARCPA), effective April 1, 2020.

“I appreciate the opportunity to serve as chairman of the board for the Society,” Milligan said. “I have been in public accounting for over 30 years, and the profession has blessed me immensely. I am pleased to have this opportunity to give something back to the profession.”

The Arkansas Society of CPAs is an active professional organization with more than 100 years of service, working with and providing resources and assistance to its members to enable them to perform quality professional services and improve the profession, while serving the public interest.

Milligan is currently the co-managing member of Landmark PLC, Certified Public Accountants, one of the largest, locally owned public accounting firms in Arkansas. He also serves as a continuing professional education instructor for the ARCPA and is on the peer review committee for Arkansas, Alabama and Mississippi. Additionally, he is part of the American Institute of CPAs’ ethics enforcement subcommittee.

Milligan is on the Board of Trustees for the Arkansas Game and Fish Foundation, a board member of the Arkansas Committed to Education Foundation, and a board member of the Conway Area Chamber of Commerce. He is also a graduate of Leadership Greater Little Rock and the Conway Area Leadership Institute.

conwayarkansas.org

NORTH METRO BUSINESS JOURNAL

Leave a review for the restaurants you visited.

#ConwayToGo

Supporting small businesses and safe dining.

Let’s support our local restaurants! Use hashtag #ConwayToGo to highlight establishments that are accommodating diners with curbside takeout, home delivery, etc. during a time when restaurant dining rooms are operating at limited capacity and social distancing is encouraged.

We also invite you to join and participate in the #ConwayToGo Facebook community at facebook.com/groups/ConwayToGo.

MAY 2020 11