Greater Charlotte Biz 2000.07 by CLT.biz & Charlotte Biz & Greater Charlotte Biz

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CCAJR..NJEG ][JE C_A_P I TAlL AlDVI§<OJR..§ PO Box 11967 • 6000 Fairview Road • Suite 1 2(10 • Charlotte, North Carolina • 2821 C 704/5 '13-6~4

• • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • •

cover story

rescue 911 On April 30, 2000, the Nalle Cl inic closed its doo rs, leaving 175 ,000 Charlotte-area patients wrough t with anxiety. But on May 1, Na ll e doctors saw pat ients as schedu led. Aside from a few mi nor inconveniences , it was bus iness as usual, thanks to Presbyte ri an Hea lthcare. Here's how they d id it.

22 out of the ivory tower Local universities and colleges no longer occupy an ivory tower

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when it comes to educating the business leaders of today and tomorrow. Ins tead, schools are tuning into their market and adopt·

•

ing new methods of serving busy professionals .

16 a personal venture For entrepreneurs in the middle market looking fo r venture capital or acquisition, Charlo tte-based Ma rion Bass, the largest privately owned regional investment banking and brokerage firm in North Caro lina, may be the difference between vision and real ity.

e-asy money •

departments publisher's post

regional biz: york maps out future The widening of 1-77 to eight lanes is only one reason York County is poised fo r explosive growth. The county also has an aggressive agenda fo r recmiting businesses and a commitment to maintaining a decent qua lity of li fe for its residents.

"I wish I could say we had a gran d

guest opinion: belk college

strategic plan to transform the company,

Why the regio n needs to embrace and support the programs of UNC Charl otte's Belk College School of Business. by Claude Lilly, dean of Belll College School of Business at UNC Charlotte

but actually we got into e-commerce as an interesti ng experiment," says Davi d Rizzo, president and CEO of Charlotte-based Osprey. E-com merce is now the company's primary business, wh ich is expected to generate revenues of $41 mi llion this year.

44 bringing up baby Bring togethe r some of the finest minds

on the cover: This month 's

cover features Paul Wil es of Novant Hea lth/Presbyterian Healthcare inside the fo rm er Na lle Clinic building. Photo b)' Wayne Morris.

in the communi ty. Share a vision and a dream . Build alliances . Take these ingredients and add a strategic action plan to effectively grow ea rly-stage companies, and you have the makings of a formula for success, now known as t he Ben Cra ig Ce nter.

clraflotte iz

Pictured: Mark Schaffner, pres ident and CEO.

greate r charlotte bi z

july 2000

cliaflotte iz july 2000 Volume 1 • Issue 6

[publisher's ost] •

• • • • • • • • • •

who wants to be an entrepreneur? With the dot com explosion and multi-million dollar !PO's occurring literally overnight in this new high-tech economy, our

Publisher

id eas of what constitutes an entrepreneur have become some-

John Paul Galles jgalles@greatercharlottebiz.com

what distorted. Anticipating instantaneous success as though a Regis Philbin "Who wants to be an ... entrepreneur?" winner, we have come to expect and almost identify entrepreneurism

Associate Publisher Maryl A. Lane maryl.a.lane@greatercharlottebiz.com

with instantan eous wealth . Unfortunately, that is a very limited picture of entrepreneurs and antithetica l to the word's very origin as an undertaking. The lives of seemingly "ordinary" people are replete with examples of entrepreneurism. For example, I know this gentleman who began his entrepreneurism as a boy, seventeen

Editor

years of age, selling magazine subscriptions, traveling from town to town in Wisconsin to earn

Timothy]. Parolini tpa roli ni@ greatercha rlottebiz .com

enough money to eat. After high school, having no money for co llege, this young man played bass fiddle and sousaphone in an orchestra, and ran a router in a chair factory, until he was able to attend a state teacher's college on a work scholarship.

Account Executives Talbert Gray tgray@greatercharlottebiz.com Breon Klopp b klo pp@greatercha rlotteb iz.co m

After only two years there, his education was interrupted by World War II . Upon his return from service, the state college said he was no longer a resident of the state, and so the cost of further schooling became prohibitive. Having married a few days before going to war and wanting to start a family, he found a job as a payroll aud itor for an insurance company. A few years later, he moved on to a business opportunity that particularly interested him- raising chinchillas and selling them for their fur.

Contributing Writers Casey jacobus Kathy Mendieta Bea Quirk Nethea Fortney Rhinehardt Ken Stoner

Before he began this venture, he researched the experience of others and gathered reports from experts at several universities. He put his plan together, purchased several mating pairs of animals and began his chinchilla farm. Quite tragically, however, the anima ls contracted a disease which rap idly destroyed the entire farm. The man went bankrupt. Gathering himself up he once again looked for employment, finding it in a series of jobs -first as an insurance underwriter, next as a safety engineer, subsequently as a safety engineer for the same company in a different state - before becoming a personnel assistant at Bendix Missile plant. When he was laid off from Bendix be cause of defense spending cut-

Contributing Photographer Wayne Morris

backs, he concluded that it was time to go back to co llege, finish his undergraduate studies and get the college degree that employers were requiring for better-paying jobs. At age 43, with the love and support of his working wife, he left home and renewed his college studies,

Greater Charlotte Biz is published 12 times per year by:

finishing his bachelor's two years later. Living away from home for so long with a family of three schoo l-age children was not easy. For a year after graduation, he taught mathematics at a local high school. Deciding

Galles Communications Group, Inc. 804 Clanton Road, Suite B Charlotte, NC 28217-1358 www.greatercharlottebiz.com

teaching was not for him, he changed jobs to become a personnel representative in a local small business. When the company folded , Bethlehem Steel was fortunately building a new plant nearby, so he ap plied for employment and was hired as an industrial engineer. It was a good job with good benefits. He had attained the status of Chief Industri al Engineer over a decade later at the time of his retirement.

For editorial or advertising inquiries, call 704.676.5850.

This man is my father. He was not born into affluence and had no superlative moments of incredible good fortune. But he persevered through many hardships and periods of selfdoubt, improving life for himself and for our family over the course of many years. Despite

Please fax subscription inquiries to 704.676.5853 or e-mail them to info@greatercharlottebiz.com All contents © 2000, Galles Communications Group, In c. All rights reserved. Reproduction in whole or in part without permission is prohibited . Products named in these pages are trade names or trademarks of their respective companies . The opinions expressed herein are not necessarily those of Greater Charlotte Biz or Galles Communications Group, Inc.

his many undertakings, he was able to garner a modest pension sufficient to retire in relative co mfort. Much to his surprise, he was finally, by his own self-effacing acknowledgement, a success and quite happy as well. For the last nearly twenty years, up until last week, he and my mother, without whom it would not have been possible, ce lebrated that success each day in a wonderful retirement community in Florida. Now, he must again determin e how to move forward and what to do. It is an even greater challenge that he faces alone. He is truly an entrepreneur. He has worked hard and overcome many challenges with absolute doggedness. Ultimately, he has built a family and a life that has been incredibly fulfilling ... and has already had success beyond his dreams . We are all entrepreneurs throughout our entire lives. Dedicated to the Memory of Ruth Ann Galles, June 7, 2000.

july 2000

greater charlotte biz

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•

IIIII

•

[regional

by bea quirk Since 1~>5, bJsi1ess· ~esled

e'i have

~180 milion

reughly

yo· k maps o t fu ure i-77 corrfdo primed or explosive growt'1

e3ch yea int:>Yrk C:Junty, : reati lf a:> out 1.;2JO nev-r jobs a1nuall',.. rhe :cLnty's

In jLst

mater •X '"e :: k3- :Jr ma 1tP- ah:!3j·,r

for~rud

if you're beh ' rrd in l:!a:J rE t1is s~ LE- ~ou' J

th in-<.ing

1·77 · ~just: J'le c ~ severa l road im )''CYewlEr~

diSCDvEr r~ l iE- fon ooe o ~ :1e Charlot:e c:r:2a'~

projects go ·ng

oo in ''o rk Co unty. In Novemt =r

!XJPJiati:n hE rown

worst g-idlodc"'Cl roacs. Fw n the 3·JUth Ca ·clilc.

1997, vo: ers cpJrovEd a ant--cent sales anc use

rnore th.n 20 percent

border 3outh tc• Dc.•e -·~'le B )UlEviirxJ, lrt=rsl:31e 77

tc.x fo trcr~. poct=.:ion npro.,ements tho us-r(>Ut tle

s nee 1990, il:lC ts

has been w·cened to ei5 : 13nes.P: d thE :·e: p =

count~. an= col ~c fo < begar

in York r: oun { ouWr't .:le hap(:ier.

n~xt file !~3r~. no re1han $270 million "\ill be

2. 5 perez 1t i1::resse

last yea• IJas iorth

"For us, 1·77 i:: thE Lntilical t: •JJd t•J ~ hE world,~

sc.ys Oay Allcrer.:, •)Ut§"o

11g

spent for oad ir: Jro.,=ments to both r= l e·1e an :i

exearti•.e

p·ev~lt

l;rgl!st i1.thE 'it3:e.

dire:to · o;a::tte f::cclci-L E:on)mi:

Its currefl : pc•FUI.Jtion

Corporation •f< HH•C) <·.w~rwrhedc.=g> . ''I:

r:l appra mc:rely

co n1eds us :o Charlo~t~ ard itcon 1ecs LS o 11e

161,10( is eOCJected

il Ma•t1998 . In the

De-~elop!Elt

t·c:lfic c:.cnges: i·) n.

''3ecc:use ~\e1aken cere of the n~ed fo· rca :is, we ::an k: cus oo the

air:J:>rt, o_r::. §&est ec:n.::nic ge1u..-or. Thiswijen

rear~

t·J reach

:EOO,OOC by tre end dthe dl!cade

'We've-teer. a• cption

weer mrm:Jfac-

t".Jring invesiiJ1rnt ·lopr"errt sotrf1

f:Jr quite sane .__M

rme, 01o/ OCM: -:Jre ~ecomng G

· nn

ne A4dffl'""

true

he1,7reliete u..q rc.

·rg na ke s t - at conne•::l:ion

traffic i3 gooj for us. "crL ca1 b>! ~.u-= 'Ac'.l 'llenjon

oorpollft'l! /ie(JG-

the wicenin f n

cuartet.S looti:ms." M•.~k

iarris

11 Sout- ;::an•illil, IJcal gouernrre1:s are c: ble to :S'iUE :>or ds

horQJ n." Andrev:s says. "11/e' ·e ,:o lrea Gy .

a·eas out9je of M~c:J.lenbu ·5 to link up witC1arb tte'sligh: rail. ..

cpmentr~sulj11~

its auomp isr 11ents )'ter the l3st t>'llo c=ca :::. es.

the wo ·kforc:=- drive t:J tleir jobs il Char atte from Yc• rk Courty. AICnf. :1at roJt:! c.re ~. u ·:h c:~tr3c·

and Krights

from

Ead:

th = earl! 1980s, t he county'3

e:oncmy ....as h ':! avil ~· deper.c:ent on texti le~ an

"We were ti:Jc first to recognize aDd GCCf!'Pt oa:r reJationship wi::h Olarlotte 0'11d the en erg}.· it can =reatr. •• -Cia!" f..r re\olf:>, Roxk Hill Economic

Stadiull. Two nt:~; 11 :•ed·u:e je:ve!Jp11ents B.a:ct.er Villilge in Fo1 Mill :md vc:n : hester .'illc.ge ir ~c .: k Hill ar= und =·con=t ruct en

D~lopnrenl

C:np•ration

nd u.:;tr~ ecer' · =nc ns- a 11ajor sump Jnempby-

11en~

IO\'Ered a· lt. r:ercent. Leaders reco~ ~ ed

.:;:Jmt:hinf ha:f :r be done tc• broad~n ~ h::! =onorr-y. 11 re=pons ':!, J;o ~ Hill crx.ted a stra:e5 c Jl:=n .: 3llec "Eri:>O',\erirtgthe Vis en.'' E>.r:lc.i r sJIJid·e/ls, .. Ne recog-izec "'e coJ d cortrcl ou r ovm ,~gir)<, ~

trle imp-cverre1 :s. .gr ea t= r crarlotte

planning anc a: tual

count/ and one -~;: son why it take~ such prde in

Carowi1ds

1tle adc t on 3 , devel·

\'Jih I ·Y"~ter"' strat~ic

22,00C peo~· l = a d3y- u ciJoLt 3tJ pe rcent d

nents ag;~in:; :

coLpled

interstate ce<1sdered the ll:>St ::l·)::ged . !.bout

Paramount

prod~;red

pause. C'eatin~ a ~h:wed visiJn for t he ~tJ.r:2, inplE11e1 :atio1, is a 1allmar<.ofthis SoLth :aroiM

tions a3

c:nticipaed fLture

T1at ·ght .._,il sy:.tem is c_ good 2C yEar= out, bJt that do2sn t give 'fork Ccu1ty lead~r.:; m ch

th at dcn..blesfte ~t:ef315· m · l e uet:h ofthe

f::Jr pubi c impo\e· tr~

el'o:r1• aJ: . ·e rur i11he near <"_ tve.''

Tl'le 1·77 ..,icenirg ~a ~5&-m · ron state 'Jr•: jec1

lon&·te--rr

t h in~.' 1g ~ r=:nsit ::.1d ....ant tote one of the frrst

ride to the a·D o rt .A.-~kil~ that .JlE.Jps tre flo'v\ of

projectsonco

revenues

C'(Fi7 110{

strongEr and dearer, a·d t ::u t~. f~ milLte:; :>Fthe

cption r.r oifK:e

af Ch(] ·IC'tt?.

. alsc spU ' furtll~r ae"" bu: rt wr 1 •

b ':!

july 2000

REGENT PARK GOLF

CL ~ B

6729 Yards Par r ~ qating 7:.. 7 Slope 1 3£

#1 Daily FEe Golf Facility in the Charlotte ~egion Voted Char/,;Jl e' Best 'v.· th e past fo Pir yea•·s. 15 min!ltes _-rur.J UpCOI'J ~

T urakey Tournamf'n t Admjnistrati tilfl ~ ,-YJJ ·o:..o· -::us'c-nJf!t'"t c• ~ ~p e-:: id gue5ts

S;Jel.d

Free

,.lc~·e

Pr actic ~

Logo .\'lerchndis .llld P rize Pa , ·a gr.: ~ Availa le -::.-e.; (; .as ' im~ •1>£ "1vri.c•

a;;;d buu.J n-z."Jc ··eccgF" .'ticr

ifegen1 Par.'< Coif Acwti Jl)' !•GA & :..PGA wc[es.·.~;-!1/s dfe.rin:g oersO" al ?lid .;rcup 7

insn--

-. ~:GJl

Full Service ln-&n use Food and Beveuge Facilities Breakfa: t, lu11ch anc' c'inner menu!- for all cui:'• es, tastes and bud~e s

Rates

B:::lls

Warm up Ee_,C;-e you!' rviind w.;h t1 cvn;_'J.'imcrtlcr_ • >t•r:::rH l:<u:-1-t • cojj_r(l£_t,c ~ Yw,'..d wilh 6Cch ;n:a / ,~ I ale GreC/l F~. P'un· p ee-1t t~d.

26 Acre L ightd Pract ice - mplex

"C./I~

Inch! c; =ar. .fi:t Mo1~y- Fridcy $47.00 Weuend' :i lfvlid-..-"' $571)0 Call for Twilight r~es

Th? ne'f' 11,600 square foot libra}. in Fort MiiJ

is <XJ't !:jCiear Springs' Village of tlOJder.

ttnt

'AE

With Tey~ I'm /Hore Profitable.

::ould control ho'f/ we mtid

look ard grow. "H'! were the first to recceni :::e arr:l ac:ep: cur relationship 'Aith Crar ott= arxl tr~.energy it can creiie -ve woJl::J n"t bE wht:· ,,...e are without Charlct-e,' Ar dre.Ns contin es. "But we

re3li~ec

·re

coold have a distinctive i:Jentity \IJitri r tr= re~Jn, and that we ould rurtur~ tr 3t. :Oc· we developed a way b canoE nu::

"I know my busi ~ss and Tegra knows theirs. Before Tegra sc d us a S~'st em they took t1e time to understand our co rrJany's needs. They installed a custom solution that both om people and our cu~tomers like using. Training was very good , and running t1e syste is simple. We added lots o ~ new features and eliminated the problems of our old phone system. If y u need a phon e system . call Tegra. Tegra listens."

a distilctive look in the market." Y=ri< Countv was the first m1.11ty oJt· side

rr IJ.ecklenburg to jcin trE Caro iras

Pcrtle -~h ip,

an economic de\Elopm= -t

a§en4 =or the entire regiJn. 'WE're poud ::i Charlotte, and there i:; intril.>ic vc::lue h a close relations'lip w th it,'

www.tegra.com

oc:·ser.ES Mark Farris, director iorYolli< Cc unt:,. ::conomic Developmen· .•,fa

David Stollmack

ccmpi¥)' wants to locate in the Olad<Xte ar::a .... e have options t hat

m e~ t

its

crte ri o;., such as accessibility :eo the ai·port uptown and the resid21ti3l ar::as ol the southeast. But w-= also

o=er c. l:Jwer cost of opeBtion 5. " T-e 'lrst six months Jf 2000 we ·e fd l oFeCCDOmiC developmerrt acfi•ity. <A"e

rr 3jor- and highly favoBble- t-end was

th ~ addition

Ycrk ' ~ ::rusiness

of head::Juarters si~ to

mix. In A:nil, ll.tlu:eak LLC

mJve d ts operations fro11 Seattle, o ~·enE::J its $12·millon di5s in l..akerro1t

Busin=:=s Park il Fort Mill and hir~d a tuJ Jt :t5 0 people. _.!.l:; o in April, lndialkl-be52d KeJ Fc::m il~

of Companies anoounced pla•=

WJ/arr tate Industries locatej its .:est Co est hCLldq ..c.rrers in Fort Mill.

g · ea =r charlotte bi;:

july 2000

to ro\E i ; crpcr.~ te he:=tdquarrers ~o a

500,0()(• .;: Jare feet ::>=manLfacJ i1g

24-~c-e

space and SL.:- o:onpc1ies c.s AT:rech,

s· e i- ·1/\.a er -:r:i BJ~inEs5 Fark..

-hat v!C5. ~h:A.\'Ed a.Jou: a month 13-:Er

Chic::-gc Pnmnii·c -oc.l Co...,

by 1/elu:. Arner ca·~ ann(un<:emeT. t~ at

E~c

rcrics iil-c era

<rgs

: ·nn Reller The

a r=;i dz1ti:tl

it v..as n:>\ing: it~ f'io"th ).merica- 1ead-

ce1o:-lor:Ter t c:lso inc 1je;

qua·ters tc F::.llt l.lill, a.reaq thE ~~E of

SEct' on o:ta llec A'3terf.: •d Gler, as 'IJe .

a reg :onal hec. dc J3~e-~ f:>r Willame:te

a :;ubi: EO .= COU'5E.

lnd s-:r es N::~Ne~~ Wo-~age is ::lXlsider-

-h= P.HDCI-as alx de-we OJEC the

ing a ~ile ci•::Jr:•vJind~ EoJI2varc for a

10J-ccro:: .\i·:xrt lnrL~ --31 Fact no~o.. co-n-

reg 013. oiico:- .

~~~t~!y

(It-er

~i1ds.o' re·~~

came i1

as well. n Fet-u :: r;, thE 5oufh Carotin3 Dep3rtmer: c=T~ns::>o-:ation annoLnced pia-!:: ~c bJild a ~L-ni l 01 mainiEnanr:e and c•:·rst-udor co11pl=..; in SoJI1vrcJ~ lndusiri:!l Pa -1:; ....r::; Camlinas an1:;unced inN C.1C1 c. $?-mill ::>n nrO'/e i to Wa:e1o ·d 3L :.·1-:55 P3r~ Wal-Ma"t b€&an 'IVork to e:q::ar·: rts e.-: slilg s~ore on Da·1e Lyle Bouleva ·c iatc a :':O,OOO-sqJ3 <:>· foot Su0€t-:e1te[, ard l'.ort·Ern -ool B.

=u , t1e 200-3ce Te:h :>ark.. ::nd t~e

~5J-ccro::

financi 2 I ~ respoosib l ~.

u1iqLe l'C'Je:nchg )ptions ~

keephg it W"ee n

ab e -o c:~.'Eiop

t·esE r;c. rksth ·o:Jgh a ~ranc i rg :•pticr

fi a- jng. 1-

3out~

::aJcjin3.

we re : ruit ." Fa ·ris 53)15 "JeV€ Iopme1t

to1d5 ::>r p1:1ic i111pr•>..Emert:; 25::i nst

s~ ou[j ci~ize

of life. Th:t' 3 111hy ·~~;e thirk lc.nd use

11e a:ljjtcn:: de·~e opment resJ tirg

an orgc.l i ~a:· c· n :led cate:l to presel"' ·n§ to put i :· u;~ o-e 3c-e

tha~

will take abot.& 10 t: · 15 yec. -~ to

whose ~IJJdents hav= one of thE 1 giles: ll.cortfren Hrd"JL• 'i:!: o::~e'al=!s th+s :i..s!r:r.ution {rr:'lf)' :r. Ger::.r Sonr.gs' .:;;-rmerdJIIlfi!!:.

"1-

ot-~·1';-:rds . tke

rEv; ta>. ronie;

re:Jay t~= bene ·: ebt." ~rc-=113 E:.([:lains.. "'The

s·tst=- prClYi:les

~eed

rrcre)' =or

CrOll

Comp3r 1 , .Arrtrin, c 400-ao:re

ca~=

-a:; bE~r t·e 25D-acre lfh.t2rfcrd

Busin-::5.5 Par-:, V\1 :h Ar :lrews 53,'5 th2y are hCJ-lE tc ecc1d ~- at .East :!0 to 30 acres. '"''3terfc ·j s 1- :Jrr~ to nore t 1cr

jJL_.,· 20JO

e ffort~

i 5 the Close =c.nilv ::f

\ 'E

t'la1 c.ny :Jtt"Et tow1 or

Sprin:~

':::l:l!::e and -er eight cri!Jren ha~

In fac1, S:uth Care ina's s:e:1o=,anj l():;al g:.,•ern-re- ~s h:r1= a ·~a;etf ol tc.x

gr:!en:;J:ace =rrounc Fc.r.l\lill anc h3V~

C31

u.=e t.J at: ·act r~

£lE:dic3t:c a1:th:?r :.> .000 a:r=s for pLt .K. o::ffc rt:s a.re part :>f

bL,;hesses · hct -t-ei r orth Ca··Jiira

u~e. Th~e

croLrter:Jc.rts can't c ffe-. York :::oL 1:y has

Sprin:~

beer agg-e.X:r\e in he

re:;idm: .=.l 'f"i l!iog-=:: o be :r2a 2d aro_nc

use of !he-r o•;er

:>[3r. ·l'ttich

Fort llil o·;er th~ n=:>:t

the l:;st der;de . P.e.Jat::s a -~ avai l :~ble ·:•n e11p iJY22

· ~s

Clos.:

so :c.ll:;fcrfive

::.o teo 4J yec.rs.. re

first o='iles.:, ::a <t:?·, is now oei1g bLitL

w thholocil&ta::~ 3ld 10:30:jl.l.<:lfters t3x cred 1s ar= ,=p;a · .:=llle c• 11e s:cte t<D. liabl i t~·-

P.HEX is dev~lo :•ilg. lt5 llDSt SJccess\11

T3·. 1g : hE 1=.::: in la1d pl3nnin~ard prese-.. :; io-

mmn-it::d :; .4>J acEs as per11anert

atE

Rock Hi l·va ters rece1 l·t ~a:>5ed ar $3•) -

m '1lio1 :• Jfl :1 for nEll\' schoc I :.onstructioor .

fort I~ i , '-"'OC O\.,.n a cont·olling interest

businEs:. par-; w· ~ a.tou: one mil= c= Anlrin is ~1= = fh t..J:;iness p.:H~

-E:gio1 and state.

in tex· ii = [iart 5p r' n .~s lndust'ie5. A.rn

fror~age

a ors 1-7/.

~he

nE:w deoteiopl?-t:, ard ~:k -Iii h~ been

ino:entives til::\

planstc de·;eklj:, 'f'tith - -'Immel!

SAT a·;erc.ges n

m:re ag5·e:::s

c.oLrty in t· _ stn in .l:!:i1g it'

US Food ~eo1iice, lr:.loc::.t.:...:' irs :iist.ri'.JJI:.IO.> foci,ity 'r; Fr..": A.'...U',; llracl£y oark.

fJr e~rr

Ycrk Ca _r :y i; 3.3:• :nJd cf ts scho:·ls,

c-e;s Kl 2h Propnt e; :>f

complete. n L 1-=:, thE FH:O:C•C aroJunced

at lard

acre t1 ::: is comme:rc ' 3ly d2\·elcped

pari:s Jn tre way

acre busines; pc. ·kin Ro:k H II, :; Jrcject

Fo·E:veri~

green->(:: ace in the •X•Lrty. and it5 go31 i:;

pen: e·;-=· is :: ued in R·JC< Hill.

Chcr!Jt:e are r ar:r=r·,g :o build a 3JC•-

is S•J ir1p:rtant."

Fo e:::a-nj:l£, 'far~ Cc.u1ty

Certe·, belie·,=j T b.:: t·e targes~ tL ld -n5

sof'im:. CoJ r t/ ard their qJa it·r

pl3nrj~

gro _r :1 i1 'Yic !' :>- .: 534-n ill ion \'\loconen' s

tJatiJn nd

=o -:heber efi: of t1e

HilL Piedmon· H-:c th::e:.- ~ System brol:.e

in t·E ·.w:nks :IS Y.tell. The (atawl:::; lnd -on

3.ways be

t· e aTicba: Ed =xure re\'Er ues producerl

ope1 3 ~4.00 :• -square r:::>ts:ore r F:ock

C:her efcrt:: f!Ne- .arger in s:ore arE

discrEt : ·1 ir tte k'n:l cf companies

lo:a · grwerrre1: s a·e 3"tle to~ s~ - ='

EqL prrenl s gnd 3 let:er of intert to

ne~v bus i ne~::;

''V'te dor't bel Ne in develoJmEnt for dE:V:!I:>pllelt's sa~e. ard v;e use

no: a 1ai c:b.e in rJortt 1~ro in:t: t=.J< in:r~mE1 :

when t · :- ::oLrt~ u-=fers tax incentive.: to en 5L-e they a·e e:ppropr a~t: c.nd

S:ut:f-,v3'f tn .:o:;~r al :lark.

i1Clod<Hi1

Plannu::. hop K'n]Soe!' 0ark, off 1-77 wi/1 bEcon-..e ::;oJ;t of G 'lign ·eca mrridor.

Lx31 .50-·=-rme'E can cls·: • -, -=got-

c. fet r

oft<D<, ,•,hetE c ccrpany

w ll p3'/ a1 :;onrual

se~

roc.te =oca peiJd ol

up to ::! •) ye:=rs . "f'le em pall\· g~tso set

c:•st, and i: i!!; p·otect;:d agai"lSt ta). 1ike,; and nflc.ti()(' ," h::lre""'3 Sa"!'5. Far;s ~ l re;s=s, r::>fte•.t:r. the~

c-st,'.:>::1efitan=. y-sis ~ al•;.a•;s conducted

fo·t MJf":; Sa..t<?r ~"'lo'o:g~ feat'Jre: troditioM' homes c; d 450 !Jl 'e .i cjooe1;pa:e. gr-=:ater charlott~ J z

-he entire Clear Springs development pl =

is expected to result in the direct and ind irect economic benefit of over $5.8 billior over the next 20 years, according to a st_.6f by the University of South Carolina. "From the beginning of our planning process, it was our intention to have a development that would enhance quality 路Jf life and produce positive economic 路esults," says James Traynor, president Jf Clear Springs Development Company.

-oom with a view With just those kind of goals in 11ind, Rock Hill is working on an 1-77 ~trategic ~ock

plan to enhance the view of

Hill from the interstate. "Even wi tt-

3n improved interstate, we are not so 11uch concerned with the fastest growt1., 3S we are with the quality of growth," ll.ndrews says. "1-77 coming into Rock Hill is still green, and we want to create a coordinated plan so that it will have a parkway look, not an interstate look. "It's one of the last major corridors coming out of Charlotte to be developed.

march FIRST

and we want to give it a special look, a sense that here you are entering someplace else," Andrews continues. "We have one chance to do it right" The first new development along the route, Manchester Village, shares the city's vision . When the 165-acre mixed-use development opens next ye~-.

Put your best idea forward.

it will feature town homes, restaurants, shopping, a 24,000-square-foot office building, and a 17-screen movie theatef" fronted by a large decorative fountain . Rock Hill is also embarking on a

Move minds.

new phase of downtown development. The RHEDC once owned 23 of the 26 historic structures in the city's core an :: has redeveloped and sold most of the111 to create a thriving center city. The foCll5 of development from now on will be on new construction. But you can be sure that whatever changes take place in Rock Hill and York County in the future , it will be well-planned with a clear, shared visi oll_ "We've always been one to recognize our strengths and take advantage of them," Andrews says.

m march FIRST 2725 Water Ridge Parkway Suite 350 Six LakePointe Plaza Charlotte, N.C. 28217 704.329.4600 www.marchFIRST.com

Bea Quirk is a Charlotte-based freelance wrlt!!r.

greater charlotte biz

july 2000

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inion 1

................... [guest

by cla u de lilly, dean of be lk co llege schoo l o f bu siness at un c charlotte the belk college school of business at unc charlotte enrolls nearly 2,000 undergraduate students

belk college an important asset why the community should support our efforts

and approximately

I have enjoyed my tenure as interim dean of the

470 in graduate

Belk College <www.belkcollege.uncc.edu> for two

undergraduate student body rather than increasing

programs ... This

years now, and am honored to have recently been

the number of students. We want to attract appli-

selected for appointment as permanent dean.

cants who will contribute to the college community

spring, Childress Klein Properties made a $1 million gift to

Our faculty and administrative teams have been hard at work educating students, conducting research, evaluating and improving program infra-

the Belk College to

structure, and telling our story to alumni, business

establish research

leaders and prospective students. The result is an

fellowships. This

incredible amount of positive momentum and a

contribution -the

clear vision and strategy for the college's future.

largest designated for

students

faculty development

will concentrate on strengthening the quality of our

as students and who will be productive, successful business people and citizens upon graduating.

fac ulty The men and women who teach at the Belk College are top-notch educators and researchers who have come to UNC Charlotte from some of the best schools in the nation. Many are also entrepreneurs, con-

Most of our graduate

sultants and successful busi-

in UNC Charlotte

students work full-time, and

ness

history- will allow

we are very cognizant of their

people in their own right.

need to balance career, family

As teachers, they challenge,

junior faculty to develop a research agenda and will contribute greatly towards the university's

and school. Students can

nurture and mentor students.

complete the MBA program

As researchers, they produce

entirely at our uptown cam-

cutting-edge analyses of

pus inside the Mint Museum

business trends, practices

of Craft+ Design -a conven-

and forecasts. Their research

goal of being desig-

ient location for students

is published in some of the

nated a "research

who work uptown or live in

top academic and professional

institution" in the next

south Charlotte.

journals in the world. They are

fication, which is assigned by the

frequently asked by national

Our students work in a

ten years. This classi-

variety of industries, from financial services to high tech-

media to provide commentary Claude Lilly, dean of UNC Charlotte's Belk College of Business

nology to non-profit manageCarnegie Foundation for the Advancement

on important business issues. Why is this important?

ment. Their varied work experiences add a great

For students, it means that their academic experi-

deal to classroom discussions.

ence will be stimulating, challenging and rewarding.

ofTeaching, can affect

As the MBA curriculum evolves, we are

For employers, it means that the UNC Charlotte

an institution's state

developing new programs to meet the special

graduates they hire will have the right combination

and federal funding

needs of the Charlotte business community. We

of fundamentals and critical-thinking skills to

opportunities and

have recently formed an advisory board to provide

determines a university's

leadership in the development of an MBA concen-

peer schools among organizations that rank academic pro路

tration in real estate finance and development. Our financial services concentration will continue to grow and change as the industry itself advances. And, plans are underway to develop a program

contribute to a company's mission. For the community, it means that Charlotte, and the university that bears its name, will continue to grow in reputation - as a thriving business center with a strengthening intellectual core.

grams. It's a remark-

in e-commerce, to give today's high-tech entrepre-

al umni

able achievement for a

neurs the skills and tools they need to grow their

Our alumni are a great source of pride for all of us

university which only

businesses.

at the Belk College. Numbering more than 13,000,

The undergraduate programs in the College

recently celebrated its 50th anniversary!

they are making a difference in their companies

of Business have the largest enrollment at UNC

and their communities. We're extremely proud of

Charlotte. To position ourselves for excellence, we

Bill McCanless, an accounting graduate from the>-

greater charlotte biz

july 2000

dass of ' 79, who to.Jk over at the helm

in.:i.Jstri~ . Jut are impJrt3 ~: iEc.der; in

Jf Food _io1 last year. In the corporate

Cllilrlott= s :ivic and v<iu1:e=r omT unity

At : he Belk Collefe,

executive ranks, 49ers of note include

l'..e'r ~ w04"king

and the region's business leaders. During my two years as interim dean, our outstanding Business Advisory Council provided

oe PricE at Bank Jf America, David

hc. oo o d=\"elop progr:mst hc.t wi l. ke€p

invaluable guidance and leadership.

-lauser at Cuke Ene ·gy and Barry Guy at

o_t g ·ad a:es connece d tD t1 ~ college,

Led first by retired United Dominion

=>iedmont r,atural G3S. Young entrepre-

ard tJ ec.·: h other.

; ite

('t\wv..b~ kcollege.unc.Ed _) otfer5 a

leurs l i~e [ •Jtch Stamey, president of .3ummit Tra ning & Development, and Jim Kunev·cfus . Jresident of the technology firm Vici ·Ju ~ System s, are forging their own pat~ s ir1 tt-e rap"dly-changing economy ofth~

ou · llE~ IJ~ b

21st : entury. Jlnd alumni like Gene

re3Jme tank, job pos : i~ : a.umni

a group of dedicated business leaders

po1les rd online clas ro ~ s 'Ne look

whose advice and feedback help us tailor

fc -va ·d t•} creating a srorg on i 1e comllu-

our programs to fit the needs of the busi-

ni") to wmplement our al.J-ni c. ctivities.

ness community. We get the unique per-

b .t.sin ess commLn · . ~

spectives of long-time Charlotte leaders

O n~

Johnson, M.:.nuel Zat=ata, Downey Saussy

of my top pri::dti-=s

is t o

s: ·Engtt- En the bond tetNeer · he c olleg~

and Rcy )e . inger arE not only tops in their

executive Bob Kelley, and now by Belk co-president Johnny Belk, the council is

like Mac Everett, Cynthia Carlson, Bill Grigg and John Crosland, and up-and-coming young executives like Glenn Eisenberg (United Dominion), John Cato (Cato Corp.),

One Stop ForAll Yo Insurance Needs!

Barbara DeSoer (Bank of America) and Jeff Neuchterlein (National Gypsum). The college is involved in a very successful partnership with the Charlotte Chamber. Last year's Advantage Carolinas plan laid the groundwork for establishing an internationally-recognized Financial Services Institute. The Belk College is at the forefront of this effort, collaborating with Queens College, UNC Chapel Hill and business leaders. We envision the Institute as a global "think tank," focusing on the use of technology and deep computing in financial services. Annual meetings and seminars will bring together world leaders in the industry. The Institute will help firmly establish Charlotte as a world financial center. On the local level, we are building on the positive momentum of our newlyestablished Executive Speakers Series. Last year, Belk College students and members of the community interacted with top business leaders such as Ramani Ayer, chairman and CEO ofThe Hartford; George Bryan, CEO of Sara Lee Foods; Jean-Louis Nives, senior vice president at ACNielsen; and Ruth Shaw, chief administrative officer of Duke Energy. As a public institution, the Belk College is committed to providing pro-

We Care About Protecting And Serving You.

grams and services that address the needs of the Charlotte region. I welcome

Knauff

your input on ways we can better serve

INSURA JCE

munity. In turn, I would appreciate your

'"l

1610 East Morehead St. P.O. B:>x 33789 Charlotte, NC 2323:3 :ohone: 704.375.8000 ia:c 70-l .334.6526

your company, your industry or our comsupport of our efforts and invite you to visit us on campus or on the Web. This is an exciting time in the life of the Belk College, and I invite you to be a part of it.

july 2000

greater charlotte biz

NOVA NT Presbyterian Healthcare

Nalle Physicians

ecome to the family

Presbyterian Healthcare welcomes th ese Nalle physicians to our fam ily, and we are honored to help them remain in the communi ty to take care of their number one priority- you. Presbyterian has enjoyed a strong relationship with Nalle phys icians and their patients during the clinic's long history in C harlotte, and we look forward to our new relationship as we work together to provide the same quality care Nalle patient's have experienced over the years.

Presbyterian Healthcare Associates-University 840 I Medical Plaza Drive • 384-1500 Beth Archer, MD

Matthews Family Practice 1450 Matthews-Township Parkway • 344-2220 C. Whit Blount, MD Donald B. Goodman, MD David H. Hall, MD Tammy Jones, MD

Larry Maugel, MD Jerome Nymberg, MD Barbara Wolfhope , MD Melissa Clark, PA

Medical Plaza Family Physicians 840 I Medical Plaza Drive • 344-2170 Alvin Abaqueta, MD Thad Clements, MD William J. Long, MD Monique May, MD

Carol A. Rupe , MD Mac Erwin, PA Lori Sumner, PA Tamara Tripp, NP

Presbyterian Endocrinology Consultants 335 N. Caswell Road • 338-6300 Richard E. Kleinmann , MD

Presbyterian Rheumatology Consultants 1918 Randolph Road • 342-8188 Ahmad A. Kashif, MD

Gary B. Maniloff, MD

Presbyterian Pulmonary and Critical Care Presbyterian Medical Tower and Presbyterian NorthPoint • 384-9900

Presbyterian Hospital Matthews • 384-690 I Carmine Dalto, MD Jay Hendler, MD Kimber ly Ann McCrea, MD

Randolph Family Practice 1918 Randolph Road • 342-8185 Terry L. Benson, MD Madhavi Cherukuri, MD Stephanie Glenn, MD John W. Tracy, MD

Walter Tucker, MD Ron Jandebeur, NP Laurie Zagon , PA

Randolph Urgent Care 1918 Randolph Road • 342-8225 Nancy Bizzell, MD Miriam Castillo-Toher, MD

Ophelia Garmon-Brown, MD Tori Dill ard-Gabriel, PA

by kathy mendieta

. ... .... .. . .. . . . .. ... . . . .. . .. . . .. . . . . . . .

a personal venture For entrepreneurs in the middl= market looking for venture capital or acquisition. Marion Bass Securities Corp., a Charlotte-based privately owned regional investment banking and brokerage firm, 'llay be the difference between vision and reality.

ecently, a private compary with pwprietary e-commnce-related soft\'V:l.re hired !v..arior_ Bass SecJrities Co::poration $5 to $10 million of ·.rentute cap tal. As the

E-ass corporate finance tec. m wEnt to work on a marketi ng an ,llysi.> and mmparry e•1aluatior., they reco:gnize:l tbt .:om:xui•e c::JOditions in d1.e marb: tpl c.c.:' made it an ::ttractive jme iOr ue e-mm rnErce company :o consider acqui~. it i on. l£s3 thar three weeks after the e-commer:e mmpany ::.grEed tD i m~stigate th e potential c·f a merger: the Bc.ss teao :'i n:ld .:o corcpaoy thc.t was iL!erested. Si:.( m 0nths late:, the <"-•=>m...lle:rce investors received ' ix and a half tim es their return em " _uiry. Accordr::-tg tc Scott Cornwell , vice p:esident of Auaion SerdcEs. "i _ As~e ts.2 '\uction.com, 3 divi£ion ::>f Smart Online, ::nc.. /'u .ri::>r Bass is a· so la:gely res p:msib]e for As~.Ets2'\uct io n's mcce~.s t hrou,sr. the a.:quis.tion by Smart :)nline, Lnc "V13rioon Bas> Securities has some u nique quali : i ~s about the way they do bu~ ness," says Co::-nweO. "They hc.w a personal

j u .J 2 COiJ

approach combined with a strong aptit·Jde for investment banking. This combination of their pro"'e ssional level of business and their personal touch is what g-Jaranteed our suc-: ess. "From the beginni ng. they set out t:: un;:lerstand what \\'2.S goi::lg on in all areas c-f •)U r entrepreneurial l:ves, all those th.ngs goi:lg on behind the scenes that move a. company forward . "Wh~ n we were :'1::-st forming the company, I introdu::ed them to 2. lot of our p ~sonal advisors. key emp loyees, penpl e who werE investing io us and potenti c.. e m p loyees. They tcok the time to understar.c those people. They looked at every hing from our long- term goal:> to our exit st-ateS)' and gained insight into why we were building th e. m m pany. "We ::ailed them c·nce when we we·e interviewing a poten tial board member and asked if we coukl LISe the ir boardro om. Wh.en I arrived, there ~ere sandwiches from Dea n & DelL.:a. Thi3 was :n the early j ays '-Vhen they rea lly had no guarantee tha: our co mpany would even succeec "At the end of th e .jay you can haV£ a standard investrr.em banker w:1o's just there to raise mone? =or :mu by bringing in a net'-Vo rk of invesrcs or you can have ~1arion Bass. )ill: bringing in the capital '-Von't guarante-:: ·,rour company's su::cess

greater charlott.:: biz

.E 0

E <l>

"'s: 0

..c

ftlc-i:~r; f~r-» ll~u:'s

.!.1? the lcrrgest privoe'y-ow·•ea reSJIOiilal in...e:;tr.,nt bavkir.g ;:JIJd trokerll!;e fn>J ;. JIJ.rt/1 Carolina.

-{o _ :.::Ed b : ·ut atl these d o t c·:>. co:npani~s

-.... b ore -:\VO

a:>:np;:~.

3J-year-old~

·:>uird

·k (:roJ ie m! Well, in the

r£:c l ...-o -ij :...cL na:c a

p:~rtner

~--d~

wh :

y:otr b...1sin~ss and "'. o ~o~.L I a:-rrt:rL: co be oere for you ur_ti l Y•J .J r.oa _, g: -al l ~o~.ill owe a otto /1.4.;.....-icm E-a:s jn : ~ futu ~e for stiC::: r g ~o~.i;l: n . T: ~:n a Luge pa rt of why~ wil conL:rru£ t·:· bt :;u::::essfu l in the fucae.J gre3.t~ -

cL:rlJtte biz

~' ic e /'Aa.·ion Bass .).:>cu_ites has fou c. luaatiYe : .ich':' by fi: Clf3ing its invesr::ne-n tanking attention •Jn co.-rpanies r<ll!hg $5 to n.: n· ' iion .Jl 'T:'l1...llre :apita. '· ! = ·~ 10: 1 prc::Itc.b E in·;estm err:

r:ass, 60, e nte red th e inves tm ent

Seeking CIU.t c.

rauge fe r banks sc we Ulfill a neew:i i::J

1966 a nd founded Marion

busmess i Ba~ ;

Securiti es Corporation in 1979.

~:Xia!",

the large& priva te ly owned

regio•al i:westment tJanking a nd brokerage firm in North Carolina wit:l

::>ffic~s

also in Raleigh, Atlanta,

t:y r:;ntcb n&· r.vestOG w1th comp;:r j ~ s."

{n::l)cviJl e a nd Littl e ock. The company

explillill Marion Hass chairman oi -e

h a~.

toord a d o::h .ef e~cu tm o ffi ce r.

co rpc-ra tions in 49 states.

servec individua.s, institutions and

july 2000

In the early {j ;r-,:-~. tr_e co mp my fccused on raisiag ._ebt ca:::itaL Then b

J:• repare the ccrnpany k:n meetings,

as~i:s t

i:t negotiati n§ rransa::tio!ls, put it a:I in

tie 1970s and 8•)!>, 1ario r. Bas;. shifted its focus into real e;ut . Wben lhe 19E6

c.ocu ment forrr ar:.d dos.e L1.e dec.!. b c·ther words, we o tcl-e.otr.~ te the proco:Sf by which folk; 'lnd t no.: funding or T=x Reform Act c: nd :he Sa·.r ng~ & Loan sell their co m :J ;~ny h c.ll las to be don -:cisis sent real es.at:: int-J dcp r~s ion , il a matter of nontl- ~ . If it took c. )'€iH, v=.lues plummeted :•y up t•:>: 50 p ercent e co mpany : ou ld b'! d.::ac." B;i.ss took mane: o of tht: co•pany Desp te th :: pocket to ~-..s we redf_(ine ou;- ~C(Itwmy from il digi::.l grueling ]Xlt behind ~e partnerpace, he pe-;-specnve, we haw rewrd number:; of r7.dV stips and coolpa.nir=s t;ting fJr"':>ed. These need capi~l, declzres, "The-e's nc hdd on. He advi.so1} services :tnd need to be&:C'1n.g morE e:x.:itsc-ld 22 p.-operties of tr1e Real

E.=tae J..,_·estment Trust m 1997 and r::turned roo:1ey to his irr>escrrs. His motivator "My nJme:is on the d:Jcr," he says. " t's mporta:nt t:• stand b::hind our inve~trr .::11ts " Bass's investors 11ade ODt K"dl comp:;red to the rest •)f t-..e i n du ~t~ ~cording tc• Bass. The rept.r:a ic n he estab.Ehed through that trial h.a:; ser~ed hi well. "Over the p;~s t -..J ree )'?3rs, ..,-e've cc ncluded 22 corpont fin;~n .::= I tGil.nsactions wit!- a o tal vo In.::' in e=cess of $120 rr ill _:: n,'' he say: By 1996 th e cc:-:Jpany ~hifkd irvestment its bcn k g focus on::e again, tbs time includi•g ·:::lpi tal fnrrr 3tion tbough initi al pJb - offerings 1or rdd-sized compani ::E .

I vestment Banking Vl ith A Person 'L T:m:h Jim Phelps, ..... ~= head; up :he ccrporate financ~ tE.::m "''it.hn e firm a~ senior vice prHic:;mt, holrls ., .., engin::en ng degree foiTI -oh.ns Hq:::l:::ns, an J3A from Stanford ;z nd a c.wc~gree fom UCLA and ¥ ~d ~p -: ri er!<e in h s early days as a y;:ill Stre~t morney. Phelps sum ~ U!= what Ma-i: n Bass Securities does for c ::o mpaoy t- is way: "Fi :st we screen c. ca:mpany to c-:termine if it and its techr:-okty is LO J &ca ll or tGJ early or too latE We pu· t.o g~ ther irformation discosing ·w-ho they are and ·M-Iat they do. We cf3ft a fin.m cal strate~-

ing and rewa-d.ng work aro und. It's ct allengi:a.s. tJne has an cpportuni ty to -ea.ly - ay~ en imp act and we've been wc nd=:rft..lly succcs~fuL I know we've :lone sone things that •.-.1ere exceptio1.c.Jly ditficdt. SomE. c f i has been by llSj: ir.J _ or ~t a Jo t ty persp iratiOfl In tr e end, whether someone else coul:l hc\·E done it, I do n't know.'

public at ;or-<.£ point."

contact sourc~s c ' capit31 sp :::aking ·..v!th scores of pcte!Jlial inYest :J>, craft a scles presentation. u::-ange e:e- ngs,

The 1-85

"3JOIT.

BElt,..

Bass fourci:d h i; Ju::ir.ess in Charlotte, intending i : tc be: a strateg:.c l·xation in th _ 1.1idd '! o:': tl-_e l-85 c:midor as it ~ t re tdH:rl bav;een the ~search Triar gle cnd. '\L3rrta. Hi ; r ~ asons are wcl l-dt:fiL"<i. TJ-e secor is a hotbed fo r t~ ::.h.n:JI•~·· He now targets o mpani es ge:JE.rally fi :ti 11g within the prameters ofi11fon-=~i c1 technc lcg:J, i:lcluding softH'lre,'Ir crnet, heaiL,carE. bformation s~ :-J ices nd telecom TI'JJi a tions (w1relcs; an ::ro d:Jand) "Th ere h<tS been c. shift to a rew e::::o nomy," he e::qJlai n; "~b ~ fou rrdaticn dthe old eco lom·r d...rirg the in:ILSiri · a1 revolution wc.s o a» p[()duction and lwor. The n ey.o ~conc-ny is based o n technology and the Jm:J.qedge of thE ,..-arker. As we rc:ciefirc ou econo-n:' fro m a digital JP- rspe·= ve: ·we hav~ r;xord nu m bers of nc·... oompanies ':Jei ng formed. These c ~ec Gp ital, a:lvisory service; and _ E·:l to become ~lie at so me -:>o int · "This [ geco~ap h i::L I] ;ector ab ng I-85 stands siEJLi fi carrlr abeove th E: national aver~e of n3-/ onpany

g· eater c1arlotrE tiz

formations. In 1999 a record amount of venture capital was invested in emerging companies totaling $48.3 billion . The number one recipient for venture capital was Silicon Valley. Number two was Boston. Number three was the Southeast. In the Southeast, the two largest were the Research Triangle and Atlanta. Last year $1.2 billion in venture capital funds were invested in 109 different North Carolina companies. Of all the venture capital that was invested in North Carolina last year, 89 percent was in the Research Triangle." Bass also believes Charlotte to be suategic for building his own company.

well as corporations they've devised a uaining program for their financial advisor team. "The demands of the affluent investor are changing because their needs are changing," says Randy Nash. executive vice president and director d uaining and development. "To meet these needs, we have developed our uaining program, Advisor 20/20. The program is research driven and focusEs on offering our clients life so lutions.r "20/20 indicates perfect sight which is

our geoal as V\~ look toward the future," exp ains - rc~ Hollid3e. a Bass investmel.t ma - agtrwith 30 years' experience in ue bu9oeos "From ou- research, we jev_sed a p ~ogram that would enl: oce ::od pcepare :r..:r :lnancial advisers ::x ~ future. â&#x20AC;˘..-.n inveilor experiences many ch<Il.~ Cu:rh~ a lifetime such as ma.-rBge bu:]:1g a heme, having a chi d md ca:e~ r as well as tax status chrn~s.. Âˇ;,-j :1 these GJme change in their lin a x i;J goals and strategies. >

/ . charlotte is one of .t he top global financial centers in the U.S., just behind New York. It has a good employment infrastructure for our business. We plan to bring between seven to twenty-eight people into the Charlotte office in the next 18 months. We're looking for topnotch research people in information technology, healthcare information services and telecommunications." Bass recently opened an investment banking division in Raleigh because of their major focus there. "These days, we have to turn business away," he confides. "We look at 50 companies for every one company we agree to finance. Our team evaluates potential clients on the quality of their management team, the uniqueness of their technology and the new economy space they are focused in before we take on a project. "

Offering Life Solutions through Investment Advisory Although investment banking is their major growth area, the retail side remains a suong part of the Marion Bass Securities identity. The financial growth of individuals moving into this region is significantly higher then the national average," Bass offers. "They need advice on such things as stocks, municipal bonds, asset allocation and estate planning." To prepare their financial advisors to meet the needs of individuals as

greater charlotte biz

july 2000

smaller regi:o~-u:.l _fiu.i, we iwve the f1eu9ili) ~o t.ck? .small groups of advi~ors ~ni •i~ down urith thetn cor:r--nc.o-.Jslr" ':4.5

d 3cipl ne -'"o r a 1o:c.l t= c-u:Ec, ::-1c : a1 a ptoi:1t :n time bJtcver c p e-i:xl tim ~

In order to ku:p th=ir a±YisolS up to v

::~f

ir thE invest·r"s .. r.~ ca~

i :w~ ~:ment

n tb :: h :£S:

frranc i31 p-odu.:ts \.1a-i:>n 3J.os criers

c E

in:e:nse and

a. c >-

co~inuou -_r;j:lir g.

"'T'.ven:y yearE age . )ou h ;:,.d :nutuaJ

11l

:::

funds, •::; innie

ll••llidte ceontinJe,_ "1'-lc..v

Ct.

EJ ne-; products ever:r::' r .">S v..e

lvaE ·~

aoc b.:>r..d:s,'

lc·Jk to the futu ::e ""e

-,e tre:x . no.,.<, is c.wcy -Tom a b -::>~er si rro ly a~isL ~ •to'i::h trace a tP.ri-:1 tr·--·::.r:l bein5 a fi::andc.l a:h; , Jr; c ::L u -_~ ot A ':nar:d al 2<fvlsc·r Jo c• :s a1 tho ota ::• cn..re cr= the cJent ~ life, : o n J.::..J-,· -on:i w·ri g .rod a ~s.>t. r g i> J.:::.justi.og l:E ~ ank.. io to ::•eeed-. fit b~ chan5i~

n e~ds

~rOJ

O'ler c.c

~ ntire

-...-e-n o be

3Earred thal our in.estrr =nt a c. visors

I re _rr_e.

JFcr e:E mple. a ~ :r-•.J "!=r•:oc.c.1 .!0, ;re le;;s ·i;k toleran: c.n more

.:ltc:re;~d r~

:r'":)U have

1u: the best they ca

b:: -'"! r:;'-:;:i·,-_og

: ontinLous education.

ar~

:n grmc1 .ike !"CU were in your :: o·s. :. ; a

1a"'E th;: flexi ilrtyt:J t ::.E:~ m'..a11

cLe.m'5 go :r1:o.ch'lnge a:- i1.ve:. m ;;':rr:: 3::1vi-

gr:ups Jf advisCis iWl.d s : do-.:vn with

income ::-en -,-o

s·JL ::-.:>:eu t::• help thEm ·ID?.op c.

"N. a s:11al!E.r -egicoca tim, w=:.

thrn1 cc ntillJOU>l;.. WE oFe:r fclk·W-'.lP training. wcrkin;; ere or o-u" ::.n.::. ~Uf != Onforthe achi;or~ t-e:,;

trett

wnh tht:ir d ientE."

C..:.sto:nization Shlls "'TI-le new eor c m; :; llic an Eccn : :> m,, of mas: CErorr__~• ion "' th nedigi1al e·;olutio• of:bE. 1flcb

~::-td

l:ltenet. ' says Bass 'Tc.:i=:' )UL

go :mline ard de>if:r yoL - ll"':l car f-om

m o del~

ava:Ja::> e, p _n.:b :: tn:·J.o:1

anc have it del ivue:::J to yoL e -x - i:1 Zl J ays. I hif abil

t:r is rr.c. <i~ "':he:

overall e::onomy Tl·Te eF"Cle:r.l, time-5elliitive, dr:vi>5

CJ~:s

le~s

C<:>,;n. "

·we are p res~n:ly s:udJ"ng ·;ari·~ us

netl:ods n

j:1vt: s• -n~x

J3Q<ing a s well a.o tokcr=ge to

~·p a nd

•J.H b siness with 01-lin.e :a:rcte.;;ie.· _ (:Ustomers

car~ Sl

n 1.:p fcr

1T3ooc.ct trades an.j

~Cf'.''i<:eo.

c.c-ce~ 3 - b e.

pe~.;c:• nal

i:r fo -rnat on. We JJI CI :o e:::xrnd c.ll

t.l- a: jn tl::e nea r

ft:1li~. "

t:atr.v ME•dieta is ::1 Citar::tt=-rxJ5eu freE.~:;;nce

jL ~ Y ~oo:::

writ£r.

greate · ct-c -_ ot::;! biz

[biz

feature]

by casey jacobus

• • • •

• • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • •

higher education

.out of the Ivory tower Local college and universities are using innovative marketing techniques to attract qualified MBA candidates to their respective programs. Each school has its own strategy.

he Masters of Business degree is only about 40 years old. lt was first designed to give people with an

marketing techniques to attract students. In some cases, they are taking their classes to the students with distance learning. remote locations and flexible class times. Others are adopting the Internet, making

undergraduate degree some general business training so they could

it possible for students to earn degrees without stepping into the classroom at all. ln each case, schools are implementing programs that not only match changes in today's business world but in the lifestyles of their students as well. "Schools of business are a resource for the corporate world," says Roger Weikle, dean of the College of Business Administration at Winthrop University.

move into management. Now many students with an undergraduate business degrEe are looking for a focus within the industry with which they are involved. As b si::1ess schools face increasingly stiff competition in attracting the best and brightest students, savvy administrators ~reusing "real world" business

july 2000

<www.winthrop.edu> in Rock Hill.

ln addition to a traditional MBA degree, for example, Winthrop also offers an MBA with an accounting emphasis. On the other side of Charlotte, the Belk College of Business Administration at UNCC <www.belkcollege.uncc.edu> offers an MBA Plus certificate with concentrations in business finance, economics, information and technology management, financial insti tu tions/ com mercia! banking. and management. These concentrations are intended to give students specialized skills and knowledge that add to their own and their firms' competitive advantage.

greater charlotte biz

One of the fi rs: adjustmer. ts business schools made to t1e ma:-c<ct was to offer MB,A p~ograiT_ > at ho _rs when students wi-Jl full-tim e jobs co:.~ l d attend, specifically during the evenin5. "We recognize we haY~ to be Je:ible to meet the reeds of adult stLde:- ts. many of whom c.re marriEd, have ki::ls. travel in their jobs, and ha,路e outside responsibilities," says David Rudd associate profess.Jr of marketi n g~ tte McColl School cl Busines: at Qu~n~ College. "We not only me ~: in th -:' evenings; we a:so operate e n a :rimeEte.r system. Students. can start :.n MBA program in JanU3.ry, May c Septcnbe::."

greater charlotte biz

Recognizing that many businesses have a seasonal time when they are especially busy- january to April for those in accounting for examplethe McColl school allows students to cut back to one course or take a leave of absence during any term. At Winthrop, evening classes are offered with three possible starting times, some as early as 5:00p.m.

Distance Learning Schools also hold classes where potential students are physically located. Wake Forest University in WinstonSalem <www.mba.wfu.edu> has a Charlotte MBA program which meets

at One Morrocroft C~n tre in SouthPark. Classes are taught by the same professors who teach at the Babcock Graduate School of Management at Wake Forest's home campus. "O ur Charlotte 路-tudents don't lack for anything, " says !Lslye Gervasi, director of the Evening MBA Program at Charlotte. "While so-ne people think an 'off campus progtam' is a 'less than' program, that is defi itely not th e case." In addition to well-equipped classroo ms, the Morrocrc ft Centre houses a seminar room and 10 study rooms outfitted with computers. Those computers, as well as ones in the resource >

july 2000

JzaJC to separ.U trtOin:llg frcrr.

etiJUJtior. We don'+ teach sf:tecifi-

.. Jdk.

~c ving

Eduaue l1Ulr.agm m

~lenz.

ant! gr:Jtlp Jynamic..c." - D'Nd Rt.dd \feCi -c~r.n~ 0, BusiDesS • Q:;een3 re

rcJm. are nerwc·: kEd to De V\'orri.l C ter compJte r ::1e:worko::1 ille "'' mtnn-Sale:m •::ampus

t •)

povide

same resources as students attending courses on campus. All MBA students who live in the Charlotte area have 24-hour key-card access to Morrocroft. The Wake Forest University Charlotte MBA program will graduate its fourth class in August. Like the other Babcock School MBA programs, which include an Executive MBA and an Even ing MBA, the program is designed to couple a solid grounding in general management with advanced functional expertise. Studen ts also choose an elective in each of the last two semesters of the program and they may participate in o ne of several international programs. "Charlotte is a booming area and there is no other nationally ranked MBA program here," says Gervasi. "We're getting our share of students from the banking and marketing areas, as well as from the non-profit area." The Charl otte program currently has 81 students enrolled from 57 different companies. Th e Babcock Grad uate School of Management is ranked among America's top MBA schools by U.S. News

a'ld \'v"crld !?:!:r.,or ~u;in~s -_Veek, Forl.Jcs The rrir.ceo1 Rr _.au and tl:e Fir.anciai Timr: nf Lo ndo n. >-

"Charbtt:e ts a "Jming a ~ aftd there i.! m o&her r..atiorulllf ranked MBA trogtCWl

ra.e. 'We're getting

our ;!rare t."f .itrd"Mts." - te!iiye Ger,.s;, Wa.lce W1rest Uni ter.ol;y Chcrlor'e MBA program

Make the Righ Conn MBA and Executive MBA

studen~

tions!

make im,...,rtant C!>nnections at

the McColl School of Business at Queens Coliege. · 'ith the high caliber of students at the McColl School, stuchr.ts J.earn from each other as well as from the professors After o!J, the rising stars of the Charlotte

t.~y do

bu~iness co.,m~itJ

represent

And, ofter

graduation, the relationships and connectio&s e!taHished in the school often prove invaluable thrau&hout rh€ir ctlreers.

Q~rwtte of Bus:ncss C:O ege

E'S McCq.fl Sc,hcot'

~HUB

1900 Selwyn Avenue, Charlotte, N: 2827 4 tw~rw.rrtCcolls.ch'Jol.edu MBA (704) 337-2224 EMBA ,?04) 337-2248 ly 2000

s_reo.t er : harlotte tiz

A Rock Solid eal Est te Team!

Ou · Mana£ ementTeam: i3otbm rcw ,-L-R) u·oar. T/;o01as, Mike R'3sh, Karen Laboritz , Leslie Mitchell Top ro~>.· (L -R I Da-.id Fuf~r, 8()b Hrm::m, Dennis Fessel. Jdlr B_;ers, ,'vathan Smith (Not pictured: Diane Austin)

::'-Jo matter '-·•here you j'-·e or workJ our professionals located in seven convenien:: o:Lces throughout the grea::e:: - Charlotte region can meet all of your real estak needs. \Vhe::her yoL're mcving a family o=four or a corporation of 4,000, Pru denLal Canlir.a3 Realt~ ofLrs 1-Stop Shopping including: residential, new hc·oes, C:)rporate Relocatim, commercial, RentFast, Preferred Ca::-olir.cs TitleAg::ncy and Professional Home Mortgage Lenders services. Ca] on the roc< so ~id tea:n of profess~c-nals 'vith the technology, strength and ve: ::atility to meet your needs at Prudential Carolinas Realty.

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One of the things which distinguishes the Babcocl:: program is its emphasis on globals:udies. Global issues are woven throughout the curriculum and there are v:s_ts by international scholars and execut:v;::s-in-residence. East Asian ManagemEnt Programs combine study with visi:s to companies in Japan, Hong Kong end the People's Republic of China. ~I-.e European Business Studies Prc·gram at Oxford University and trips to Vienna and Bordeaux focus on conducting business in the European Un .an.

Changing Technology Through the ccorrvenience of modem technology, students in the Grand Strand region can access both Winthrop

"The power of the btttmet has limitless advantages for a gruduate student. Convenience is the •ember one factor. " - Or- T'Jomas Leitzel, Pfeiffer College at Charlotte

july 2000

University's MBA and MBA Accounting Emphasis programs. Distance learning allows courses that originate from Winthrop to occur simultaneously in classrooms at Coastal Carolina University <www.coastaledu> in Conway, S.C. Classrooms are connected by interactive television so students at the Coastal campus can participate fully in class discussions and lectures. "This allows students in an area where there is no accredited local MBA program to participate in our programs with no delay in transmission," says Weikle. "They operate in real time and can ask questions or participate in class debates thoroughly." Distance learning means anything from sending a teacher to an off site location or establishing a "branch" university, to an electronic program such as Winthrop's partnership with Coastal Carolina, to putting all classes on the Internet as the School of Graduate Studies at pfeiffer University in Charlotte has done. "The power of the Internet has limitless advantages for a graduate student," says Dr. Thomas Leitzel, dean of the School of Graduate Studies, Pfeiffer College at Charlotte. "Convenience is the number one factor. Students don't have to drive in traffic to get to class, they can communicate directly with professors, and they can work on their own at whatever time suits them. We're even busy at 2:00a.m." pfeiffer offers three programs; an MBA, an Organizational Management Program and a dual degree which is an MBA and a Masters of Health Adminis-

tration. AlnCJJgb :t is expensive for the institution 10 cfrr all classes "online," Leitzel is enlh.:s:.a.<tic about its benefits. "The ~:Heme: is a very powerful tool," he Sl)':. "If we want to compete in today's marleq:lace, this is the way to go. "One 3Cvmtage is that if a student travels wit!-_ b1. "'<Urk he can keep up with his casewoi</' sJ.y> Leitzel. "If he's transferred, he Glr stll complete his studies." Of co _nE, sudents don't have to take class~ online at Pfeiffer. The same courses are: J:r~EeDted in a traditional classroom ::ocrti•g in the evening. Normally, .a ;nrle:nt can complete a master's degree, even while working fulltime, in 2 ~ oonns, by attending classes two nights<~ vEcl::. The dual degree takes six month~ lon~:;e:. Classes are videotaped, in c:.s ~ a student misses a session.

u[Remote lr.cr.tmg} allows students where therc is r..o accredited local MBA progJNm tr1 participate in

our progra~" -

q,.~er Weikle,

Winthrop University

One oi tlle Cc.rolinas' largest business programs is ]oca:ed at UNC Charlotte. The Belk CoH ~ge d Business has nearly 3,00C unce~graduate students, 500 gradua~oe ;u.dmts, 80 full-time faculty and nn:c Lian 13,000 alumni. The Be Cal.l.::ge has two homes. One is on th UNCC campus. The other is located w1t.ti:J. t- e Mint Museum of Craft + Desigr :r: cowntown Charlotte. Students car: c~r-Jete the entire MBA at the doWII<X-\TI Gmpus.

greater charlotte biz

"The curriculum is designed to help students succeed in a global economy c.nd a workplace characterized by diversity," says associate dean for graduate studies and research, Dr. Virginia Geurin. "We incorporate ethica l aspects of decision making across the curriculum, whether the issue is environmental management, product quality, workplace fa irness or other areas." To enhan ce the value of its MBA, th e Belk College program offers concenttations within the degree. "Students oeed a specialization to give them an edge in the marketplace and to deliver c. payback for an employer's investment in their careers," adds Geurin. One of the first business schools to develop executive education programs was the Kenan-Flagl er Business School at UN C Chapel Hill. In January 1999 it expanded its Executive MBA Evening Program to include a weekend format. Featuring th e same curriculum and faculty as the Evening Program, classes are offered on alternate weekends for 20 months, with two weeklong residences

:o[ ]rrtensi.;e course work. 'T e EMBA weekend prcgrarn :ad.:J:e>ses 3 pressing need in our ra;rrket-:Jic.:r fer t::>p-quality executiv~ ecuGtiorr

that :xtc:nds -J<:!-:md the geogr:aphic n:ad-r of our "L((:essful EMBI". evening pcog:3m,' sc.7.;; :=MBA programs director P?n ::y ()~._ un:J >

)bUR ADDRESS FOR SUCCESS

www.belkcollege.u

c.edu

for students: Get information on acad-:m: ~ -ogra-ns. in::Ldi-g the !"'Bh., master's in accounting ar-j MS in e:on::Jmics VeV" class schedu les- regr; te- onlhe!

.A!IIII~~::::::&o:O;

Jcin :clubs and organizatic·ns

for aloomi: P•Jst your resume in our online ban k f\.et"Vork at alumni events ~ad

class notes, or subnit vo _r

OWl

S:ay connected to your elm<= rooter

L:st ob openings for studen: s x graductes B.- owse alumni resource!. F11d a speaker for your

c:olll'~

or clut

L-:am about upcoming spoeal-:er::;, programs ,.-.d -=-vent Cismver leading edge resea -c ~

jreater charlotte biz

july 2DOO

d-.: Corp•J Gte kBA . Its conten- :::rc ddivery aE designed to meet tu:. :1-=ecs o :': .slobal ente:p rises to preparE 3:t-trc.cl: e>:.ocuti·,es k:lr acvc.nced leaderrr 1= ...milE I::E.::p1rg fuem on

th ~

job. The I-::w-...:rt'--E

ct: iculuLJ corr Jines n-site a.- c. ::l31a :JCe

learn.ng in a 20-month p:og13rr:

~t;rti.ng

ne>:t October. The prog:r=-:n

in:lu :ks two-a d-a-half weeks o-= ~t i ::.euy

in Chapd Hill and lJ-day residen-ie"" e~:h

in A.:;ic., E.1ope and Latin f

BE:ween .e8de:ncieo> Learns in:~ractive,

enga~

En:3

:nedia-tich, Internet- :k3~·=

l.ez-nir.g end collaboration.

"11rE: curricull!-tJ i.; desi~ ~p students .. .u;ceec.

i'l "' g!obal

r..xmJmy and ~ work-pl4:;3 en~ ~J

-Dr. tiirgllfiG Get. -'tt UN- Charl•ttE

Thi3 yea ± e sch.x•I anr.ounced an rust:::m

d ~sig!13i

~.A

list-ed The :C::ena::-t Institute in CI· a lo-=:e

"The EMBA weekend prC'gram address--

c.s a jo.nt vrntur:::. The Kenan Imti.tLt::

es a pressing need in our marketplace

w:::k' :lo3e.y with .~ovemment ag:::a eE.. nco<~ profit <Xga ..zations and loC3· a_--d

dit1ers:rr..,

i:HE1at:.C•fi3.J EITCLtl'.€

Ir L 97, th.: Bdk College cl E• t nc~ c.d Kmn -Flagl.er Business School ~:lao

program

for o:-pcrCJ:e tEams_

staewide pmr.ers to offer reseaoch ~ce;;, s:TBII J usi:J.ess manageri,j md

~chrriG I

assistance program.". :ud

w·:o-kshop; 1nc t:a i.n:ng 5&?

progra~

for top-quality executive i!ducation thar extends beyond the geogr1phic reach af our successful EMBA ev~ing program." - Penny Oslund, UNC Chape/1\i/1

lvoryTcwer, continued on Jr.!!!€ ~ a.

upholding tradition .. . embrtt-:ing i·n rwz:ation On-Line. Couna in 3 Programs MBA ... MHA ... Leadership and Change :Management Visit us a ht:p: f/poe.pfe]Ie.r.edu =graduate course~ 3r)time d;a.y or

~ght

=distingt_j3hed r=:!:ide1tial fac ty ... 3Vailable for indiv dL;a.l consuitatio1 .P:fi- ~l+: . .courses m fit voor busy schedule and yoc• 0 •

u~~aer

won't .1t:J·te to searc~ ~r a parking space.'

~:.:~~~~T 'I

4701 Parl:Road, Charlotte 28

july 2I OC

704-521-9l16 (voice) 704-521-.8617 (fax) W<'\~pfeiffer.edu

greater charlotte b · z

At Robinson, Bradshaw & Hinson, we go to considerable lengths to maintain a client-focused, results-oriented law firm. The strength of our firm lies in the quality of lawyers who have joined us - lawyers with practical problem-solving skills and the experience necessary to meet our clients' real world challenges. We recognize the importance of properly utilizing our team of experts to achieve the most effective solutions for our clients' legal needs. Robinson, Bradshaw & I-Iinson- a tradition of excellence.

Robinson

Bradshaw &Hinson

NORTH CAROLINA OFFICE

SOUTH CAROLINA OFFICE

101 North Tryon Street Suite 1900 Charlotte, NC 28246 704.377.2536

The Guardian Building 223 East Main Street- Suite 600 Post Office Drawer 12070 Rock Hill, SC 29731 803.325.2900

A Professional Association

www.rbh.com

:y 1ethea -=ortney -hileha,.dt

. . . . . . . . . . .. . . . . . . . . . . . . . . . . . . . . . . . . . . ...-

rescue 9ll In Apr·., Charlott=-'s Nalle Oinic dosed, lEavins 175,COO

parents~

the r recc rds and tt'Jeir phys "cic.ns with an JncEr ain futJre. f~<r1ant

Heal-::h/Presbyterian Healthcare qJickly el<terded

a Weihe to 1\alle's physicians and patients. Here's

11. :r:il ~. c, 2C•JO, 1_1e NaJie :=1 ::-~ic. :=harl :rte"s ·.-eue rab l ~ tTediccJ ci inic, d~e:l its doc~ 3...-=te~ m arl:r.SCo years ot se.J:\.i :1f the commLnit).. Plafued i :.-ae:-r: ~;:: a~. by fi nancia. diFLOJ l:.es ar.rl .mab>e 'Il :=.nri a fina nci3 c.·.rior, t..'le d ink had 10 •:boice but to •:e:t>2 oper;:.j.: ns. Its :l~.urt: 161. 175,000 := rarlot~-c.rea r:at i~c3 w:uufhl ~;ith arnj er:r abotr their futnr= can:, tJ-e serurit:' c·f their rredi::al re(o)rds a:rte. t e possibilit} of havU:.g to . uo~ f:x a ue-~1 ph:Tsici3r. B.n on •Aa:; l , N ~ llc dc·:t•: r; saw pa:irn:; as set ~uiEc. b fuct, ~ide

~ uly

200J

~ow

thet did it and w1y.

.:1 few nLnor ocoove.--:iencE>, it w<.s l::rJs.LES':' as usu.=J. HO><i? -"o~·am 1-:. ea lth /Jr~:::•yteria Healthcare <~p r~siJ!teriar...:ll'g> - ir. t.h:: m.ds· of its :)IA..n tr•c-ubles- asgro:ssi·;el)" ste"Jpc::i ill anc negcr a:ed deals with physcia::J.s, ottair.ed pill. e::-~t re.:crd3 an.::l absco£be:i tiE clkc·E". a Je's p--.ysicia:JS' JX<t:tio:~s. o·"' t--Llle fai lc:d and why J'". ovant re~cut: d its p3 tientE .Jaint a ::lramatic p:::rtrait of fre stare ::;.f '1ealth GP- toda:-.

fw m

Anatmny o f a Decline The t ::.Le Clir.ir 0<1ce boas~c dJClOLS, 11 >atz:.lite orf':ces and an eighr-swq ::Jwe:- on Rand::..p.1 Road. l~

Eut its grawtb. teo~ a t oll on tt e clinic's

f naru:;es. I-1 ig:-. c-o10:heac and L~s :ments

~ea ble

in satdlite o pera-:.iJ::lS cut

Ot.o dxw r p:c.y, rerulting in o3.ny physici3.ns takin5 fligh : . The mone:,· c..cmch ~.. 3.f EJ<ac~rba;:ed b:r:~n enor-L:::d en l:::illi.llf and col:e::ticns. system that c:ot:lcn't hL.ndle t.: e growing cooplexites of manared c:.re. -=nese internal C:i:fficiltie~, combi::ed with CLG in reiml::ul!Senn ts b::>rn t.iedicare ac:l :nanC5e:i.3 re om pa:rLe3. c ncJly brought 6e WEak.enec pr3o::tice :o its kr:.ees. fr lYJO, '-lcJie naa turne:l tJ fJ1yC::r, } r_c. <W'.trW,pl:rycor.co:n:> for fimn::ial maa3gerr e n: exp<: ise. s:reat~r

·: 1arlJtte biz

·E 0

E Q)

c >ro

3: i:i

Standing u.Jtside the formt!r lhlle CJ1nic building on Ran.::Jt:ti'pw f<Dail ~re Sandra Willi•-ns c nd s~e~en B~ who VvOrked together on ~he operation.

Nashvilk, Tenn.-based P ~Cor one of the nati cn's largest an m0st sJccessful physician practice mal1.3@£ffie~ companies, agr ~d to step in fen 12 p~cerrt of net prolits. PhyCor pt.r.:_"'13.sed ::linic assets, peered cash into ~at?Jite offic~ and beefed up medical equi~1t pLrcha~s . But as the rules ofbe;olthore continue<: to change an·i evol\.€, profits shrank a:x:l even PhyCor auld not find a way to stem the tide. Pri :ing pres~ res in the hEclth care indm:ry conlinuE<I to

otha

~a -- -

wol:':e. th::: in cn:ivi~

were met. To

a-e m.-leiS

Presbyterian's Prescription

nic's financial f'/3 em d_c_n't

Last year, Nalle Oinic managemnt turned to Presbyterian Healthcare for 1 way out. Paul Wiles, CEO of Novant I-lealth <www.novanthealth.org> , Presbyterian's parent company, recalls "We I•)Oked at a joint venture arrangemenL with PhyCor. We also considered buyi~ 100 percent of the clinic. But the economics didn't work for us. " By January, Presbyterian :1 ad completed the due diligence process and decided not to buy the clinic. But Wiles was sLll willing to help the physicians purchase the cl nic themselves from PhyCor. In the iru:erim, he assembled a team of >-

·=c·cors to perfc:rm "\.s rr:<: r::

phygcruu co1tinued to de

:o, thee

wee:: fevocr fC>D ssionals to >1-.ou.lder the c norr;J.o::T.lt o.rerhead. Ei I t..tie~alak, a former hEalth o-e analis1: and rP-ntly CEO ol: G~Jrgia bascl!A e:ic c.n Medical Gr:•up, says "Cuts in

:-:oa:n 3.g~d

care pri •g madE

it hidt'r tO I:arage mecicc. p-actiCE

chip away at doctor compensa· ion.

and rec.p the benefits of canso idatiCIIa..

Physician; were paid o:ll! after expenses

PhyCo- \1"3S..3..great

- includ · g PhyCor's 12 perccnt man-

just : oa:dn'.: cffKiently

agement lee, overhead, ard saB.ries for

clin.i:=.'s ope&ti =ts in that e-vi:-onme:

greater charlotte tiz

consoli.: ato ~. bu ~

manag ~

the t."

: uly 2000

~ .±> t01

.-~L1le

!A/anted to do everything in our poNer to keeo the Nal!e doctors ·n to~'m. It was the right thing to do.,. -

'-lc:yb ~

>P-:·cr::' t wcrkine ;.~ ">ell as \.;e: had ~o

511

:he diff_r ~n_ Sczur•)S Jla aigh:

<1:1 f.x

a.; "JCL """~"all warttd .J1

- e :".Jal> Ci,ic

sone: ;h =.->:! r fc~rr

the 01g~ aEis. ....ed b~ Steven Burke, senior vice prest:.em cf r.hysi:iar_ enterprise services, o ·'ficiaJ sa.yed in close cont3.ct with the c ni :'s

l e ~ deffi:1ip

mon wring

and physicians

cir rregotiatiom with

PhyCor. .E.cr~

:?.

en::bers, "A.s the nego-

tiat io:ls ;._pt ~aiq~ . o:-~ger an ::I longeL

:•o: ·::::arl M:natc·,

v· ce:: ::resi.Jo t d Iran:_, f:n Nnvcnt

Ecal:b: $an.Jra \ \ illia r1.0 ..:J-iei OJ=c.r"3tins o:fi::~~ o =

_s b~eri:m

hGJre and

Cr Dan H<!£ler. ne::.io.l .:. rec::>r : f P'-e-;b!'le-.iar: Re5i:>r>.al

A..=.s;:c atet .

~y e:~dy

3-y. May 1. U.. ~ :>kr •'B~ in pi 2CL

' 'by Pres.b, erian

liJUnched i~

~rue

plan

::z tllcue

H caltnca- _ :u.-1 j~::o/ec an inklorm:tl co.::;ationili:: "'''itl tJ- e ·.aile CJi11ic.. 'l'•hi le the: c in c W1i irdeper.da-:, m ·JSt :·.aile dooo ·s. · rc..d. o..::ra.ll! rer""err:!d (: Iients ll:• P:~Styttrnr. [re5 bytc:.ran :b~

alw C·wn

33.3 rr. ... lion, 3-=i::>::>r

Ito.:: 4'linic. A 1 :1

:or.ver occur:kd

·~-,r

fr-sb~Jteri:an 3.1

th.:! •,aJe ab .3.rL ;oinLy

c-"' ne:::l t:J-c c.l ric'~ HH facili t,r.

Wlu.c 1, ·.vt.-=n i..

b:-caue nparent tbt rLO{ g_ rv

fEw ~ hart

Over t.h:~ ~er~ f're!byteri.3.r

l-ey m :naf.e ~s 1r ush•JUt th:=

P·e;b~e-iar: or~a.ni:2t

Prest·yterian ::•r·)fes~.icna l s to address

issrl~s • v.'i.t.bin a

'."'EekE, th::irt::ld.u m iwdfort~ J' ~i d o'T

l>Like Q:::arhec..d ::1 -, : r:IT'ing se:s ons \ \.i t l

to ~ta~- h :!re

•ve oicvebj:OO :.: ,- mi0fe:1C}

tc· :Od.irt.e

<..nd the phy:i:ians

b : 3.t.e

!C• Jtracl cc:,- ;hE: relat.es. "We:

p resident

b.:!5a.n teo ha.,.e sc•-n.- c-cen.

ti-.ag~

p3.ri ~r:s. IVJLic

j:...st vA::&c IDH.Jgil ail the

s~n k· r 'Wic~

Sle\:efl Eurl<e,

:rtal:.= sure : lE :c ntirru-

~ c•f 01"" ·.<>£.s cheJ? c•r

erH • :: Pres b) tEr <111 had 3 or 11 italc reg;od ng t ,e

- ·::int: "'-Cllld

ye_ Pre:3tyEri;m ·s tcao v...<.s gal -

va ni;;Ed .Lta act.on. Bu.rk.: Ja.r ~u:hed

tu urE o-'" ~-laJle"s p h}sicians .J.

£G L"5, 000 pq.:i ~ nts

5ei"E>:. :Jf me;:tings w .h J:.·;.>i::i-:1s. of.::en a: ~~y c.s S '\.M anc aLcr t- :. u:: · Ia_:: into

The Essential Support Services Leader

O.JErri1g t.,E lines o: .-o u;r .oic.:ti

cJ~ dri~-

Cc.. rolina~

Ep .• I::~"'P- ·s:•tt AJan Ta~br

b ~ a-T~r·O!r,d D

th,., d.o::le• ..... ' r.:e

anj hi;

St3fi

p _i•ct.:! j:BC:.ice nd :Jt.::ll:' ~ :J~·j

•<: in -:al.: r· gl} nti~· n~. ~hey

a .:.be- co:; s.

Eo: h : d o::t() ·s

j u l :/

:2 (

I 05 S. Certer Street StatesviJe, N.C. 2&\77 (704) 873~444

:·.aile doc

d mo·e o !me

~ 1 C• [ xJ~5ent

mc::c

r:.:nients to PileS~· -r.erir, tut k c.S€·j ~:Bee

in thei r

J_iJ.:Ln~··

fEhione:::l :a j:lan

c fferEc t-hl E :locr.ors th e: q:t'-on cf wcrkirq 1[ oJtileT lC•Dit3.ls A:o:c rdi.ng co Stcve:l Euk. fr is ;;uqrising ;n~as.re cf good·,., ill gc~ .::e:yord rhe bocnds

wLlJ d o Kme ""'hn- if :...euri:::s. l-ey

cfselc-in , -.: =t. 'On.: = ti-e rea;oLiS

coLJ.j hC\.oe ~orre i

•~c:

in otcer n mal-e

;.. : at to DeJect

duisi c1~

h at \'.QUld

b::- 5o•xl b1 the2r a- d -=::, - .bci- p;:.- it'ntl.

''f'·ei··ytE: - rt

::TH

·we 1oo < t - ~ infom1crw n

into f na::r c.:~. rc(X).

:xom poit::·r.

~o ~~·r:e-lll

sh;ye::d ,.-i]- us JY Pby•J:w" a..!1d "Jl.L i_

80( •:lan·)r Rwd, &i:f Ch<:rlotte,l'-.C. 2E:!l7 (704) S:<S-!YOI

~ee:o,

oc JJrs detarri --~ ,\ h.r.: t.l- ::y

coLld aFore fo r sta lr.~, saJaria:s a,j

estaff

v · N.carali::u!..org>,

1-.ealthC.ae :.1.:! h Jsp·

rc..u J.•JOj,.c:ti:ms. aeatiug ~:enari~ fiJ r

Temporary Temporary to Hire Direct Hire

~ t =.u

the erp_n r g. gaL1EfiJl5 r- :xnac.:m 3.1d

IT"IT<..lC

Professional and Industria( Placement

:.Ey ovol.lL Ta ·)'~ ·o C3"o in JS

As :lo : tCG .- na r g ~d 1s::u.-.ptio:1s,

Sl"'-

caJties- red.ic..tric:

p C.

ati•mshi::- I V."B important IC us t.l3t t,e -:onrruni =!''"·i.n.' V\o'het..,cr

ar'..' c.:.re ~

d: .~o:r ic

the C(•'"Tir. ur:i~'> :=nd"it. V\? v.llud t -u p 1y~. i:i:ns a 1:: :Je p h.ysician-patic ,t r~

~1?.

rc-G'!"l"thE nodr>b.' 1- af.l ~r ov

exist;:: c. l Zc l.b :a:o: mga:: izaon i!.

j;J-

faraly

c r not

Pcl·~ ~ r ar·s

r..:'"Tia' .ns 1o0 be stcr.

pra...-ti :e 3.I:C in Item <. rr : d i:: n c: \\. ilfiaos

['re ;b).tr · iaa J•K>7;,jed

>\C·i-E<I do.;.:: ly"Witr tl--.:. h~p ~A~I- : a::.ed s~e:: ;cli t - sugeo,s ~p ~ds~ .

-.e~ king

gl.S:ooellll:e r·""~J og!s .s. "Jiillf- c !'LII""(;.COI.iS

a::~a.

p-.Jiuon•J . Q!;i st~ .

and

JC r EUi::l:ing "Jrinciple

pb.il<tntltropi::

e::ort w II pa: o ·r n tf ~ long ru n thr~

a. errati\.oE:s :o !'-::lie pl::yskia ns t•:: en-ail h -:be Charlor:e:

Bur...e u"Jn n:, -~ve tried

t••

gp e the d:;c.(·J ·s c. t"e=:-...:: noious -c.rge

of flexibility, recognizing that there isn't a one-size-fits-all type arrangement." He points out that some Nalle doctors declined assistance and went into private practice on their own. Presbyterian focused its attention on three main options. 1. Private Practice Model

Presbyterian: State of Health At the time Presbyterian was aJlroacl· ed b·-r Nalle Clinic management, it 'Vas a re3uf having its own share of pre bl~ms . TrE hospital had just lost seve -a! to:>

To assist physician groups in returning to private practice, Presbyterian offered back office functions and cash flow loans. Presbyterian also acted as a liaison between Nalle doctors and local banks for other financial tools. The Presbyterian loans were completely free of restrictive covenants, ail owing doctors the flexibility of selecting hospital services at will. Dr. Hagler elaborates, "We set up the management organization to allow doctors to purchase the services to run their own practices. We negotiated on their behalf with PhyCor, eliminated their non-compete agreements and allowed them the option of staying in their current various locations. We guaranteed loans to allow them to borrow the money to start up." 2. Affiliated Practice Under this alternative, physicians became employees of Presbyterian Healthcare, albeit with autonomy in operating their practices. Dr. Hagler adds, "The practice gets to control itself. Doctors choose their partners and decide on a compensation plan. We would help them with the business, but it is their practice to run. We did offer them some guarantees to get started because we knew there would be some dislocations in terms of compensation." Three major Nalle family practice groups chose to come under this affiliation: Randolph Family Practice, Matthews Family Practice and Medical Plaza Family Physicians.

executives, including formercrlef executive Tom Revels. In rec~nf ye3r~. the hospital had also lost maniiged-ca.e. contracts and market share Jo £ivai Carolinas Healthcare System a d tlad undergone restructuring to ofsEt d:=cr:easi~ federal Medicare reimburser~erts.

'Paul Hiles

including nearly 1400 layoffs ir 1~9~. Novant Health, parent comJ:ary -:::1 -re3byter an Hea ~ hcare. posted a 532 million net loss in 1999. q:Je ·at or al .:•s.ses reac1ed $2.~ mil vn. P·epc.ations for Y2K, bill collection problEm s a11d lo;se: 01 p1ys :ian prc: : tice s :>art culcrly in Charlotte, accounted for most cftlle 1);5:9' JSSe~. N::vant, a 11.6 t illion nor-profit corporation, was formed in 19$7 by · he merg:=r of V~ilston-~3 1 em basec Caolina 1111edicorp, Forsyth Medical C=n·er'o; fornel pa ·e~. a- d Presby~eri<n Healthore. l!ill.'..i:halak • .,orme· 12al~ h cc:re

.....-------...

, £_

NQVANTifiEALTH Presbyterian He:tlt,care .: /~

)

irxJu=try an.: b,..stand row CEO r:l

G=o~a'sM=ri:lian IJedical Group says,

"rlled.ar= rei"TJburSEMents ha1e just conti"""~Jed

to p doW1 across the boad

for all providers. Everyone has hc:d b uto ~ls .' "v1oreo.Jer, uncllecte:l bills are .a problem nationwide. Mergers, ne'A ccmJ:ut~r~ a rd. thrd-pa" payerdenial3 further om plicate the collections process. The 19~7 B c. l3 ro~ c Budge: Act rec xed be Medicae budget by $155 billion over fi•e .,ea· s. The;e reduc:iOr!"· ard th::: incre3sing dorrlnance of managed care have had a reg3ti\e mpac Jr all pla,ers in tile hec:lll care industry. Novant Health's CEO dismisse; ooce11s Jbc ut ·1 e ;tab i~ o=Fr=sbyter an. "Presbyterian is not in troub

e: sc:y5 Pii u l\\'il~ s. "0 •

[NO\, a- t He•Lth's] balc.nce

sheet is $1.6 billion dollars.$5{)0 m lli::lfl :: fnat is in cast-. 3 ecaLse we've nad a couple of down years, alorg witn eJe!"o- = >:!lse, tn::: re is a 1atur::l tEndency to think our problems are rnerg=r · elc.tej. Tha: i ~ orly :::- 3rtiall·l :-u e. Cu r proble11s are environmentally related. Eve-ycne s ba:l a · xgh tirr~. V/e'rEnot h any jeopJrdy. In fact, since the merger, our c;osh re; e-ye:;c are ~ 1:: perc~r :." Recent restructuring m<¥ te start ill: oo p3y off. .tlovant : oste:::t a1 $11 nillion profit and $7 million operati1g prcfitfc:r :~

=frst qu..-ter of ~ .)00. Patiert vo ume

at Novant hospitals has increa~ed by rrcre ~ h 3 n 5 r;=rcent. llie ce-traliz.ation of

3. Presbyterian Health care Associates

In a select few cases, specialists joined existing specialty groups already a part of Presbyterian Healthcare Associates. Dr. Hagler explains, "We made an employee offer to a small number of specialists where we had a need in an current office." >greater charlotte

biz

some operations is beginni~ b s1o..v 3= '.~r g3, c. nd l.Jovant':: HMO. Part1ers. posted

a profit of more than $8 m Ilion

13 ~1 yEar.

The outlook for Presbyteri cn Healt1:ae shows f.J rt her p·ami s; The No rth Carolina Office of AdministratiVE 1-ec.-irss has rlied n f1vor:> ~ the health cc.e system's bid for a certificate ofne=dtacor;;t·uc: a tiD-ted 1-Jspit:::l il H.untHsville, N.C. The proposed hospi:al, ~resb;tEri c ll Li:J rt h, s pl:;nnec. lor 1-77, Exit 23. The state will decide the mat(er !Jy · heerd uf :urm£:r. ' ulv 2)00

Presbyterian

co -a !a.unin~

• .Keleasd FhyCor fmrr its agreemznt for the

le:~se

• Bought clini£ asset; (to be sokl :•r leased b 3d. ~o phy;ici.anS: • Began :>puating Nalle's

U~nt

Care (.15 Racdolph Urgen: Car( and fu.:: rociology

de~· artm.rn ~

additic.o t:J the bb and l'£R

wi:h real esta1£ consL:tRmai:-~

nu>e& 2.5 rrember sta · .::n d ::1.e:=.rl:r

~. oo, ::•oo.

fer :na io-

tenanc;:, inform.otion techr..ol o g-r~ pho:1e. • •

co r; i~r

ro.,.id--~d

ar d oth£r scrvh:es

establtill t1 edMetrics,

bill _ng.

He1t'.hca::-e medical records, "We are

mrnt -~ :JUt a non-cc-n-..:>Ete car_tra:t."

En:.cuntering app::-ox.irr:atel? 2[•0

inco::r..ing requests a d<ry, a::! dec

She .:

nthJ~>.

"We m<til a ccpy

[:J-e p:Hie:lt s] hone. T.J.e

or gbal Etays here at UC'\

N:~li~.

t.Jo-.rant

::>wm the;e record;. Evt'n f they

or:ly gets a copy. She J

for tl:e r..ewly

evolve:. practiceE • Assurn.!d custod:; of Nalle's m edical records

nf cow:se,

s:igh~-

~ceptior..s

Paul Wiles

Hi: offKe ::1ow operate' under t.::1e na:nE

F-'lndc ~ ph

PrE~b).-t=. ric:n"s

to our bac<loe o ~ 16,0(1(.''

collecto n and .occour.ting organi.:-.oti ~ r.

tElied bothEr hosp-tals OOt

Prestr>-Eric:n offered us :be best a: r:mge-

go t·:J anoner doctor, the ne-N doctor capital tc Mi.:<e ZJCkeL

:"ormer Nalle finaocia_ officer, to

300,.0C~J

t _cc()(ding to =cmberlee

Johnson, cirector of Presby:erian

in their locati:Jns

,\ssum ~d res:po:-~;ibili :y

what -w:.oulj become of .:rs patr.ers,

5,COC•J: ti~ns. He relTlB:I.ber.;,

to tteir

•

f:anil y ~act'ce ph~sicia:1. wo::1:kred

im.aive remrcs b ring L'1e ouru to

ants tc• ennre that Nalle dxtoG could

taEk is mamgin5 the clinic'E

.opproximately _7 5,000 current patizrrtsJ

L {))

• Wor.

lr. U.a::-cil, Dr. John T:a::y a

recocds. AJ.ho-Jgh the Na11e ::::Iini had

WV~:er

afuo

lage, the mJ.St time-

By fc.r an

.so:

"-=ne::-e

tax ID aLibenef"ns str..Ic-

tur:c. Ir:-<y iE pleased by ll.e au::ome, -~

g·J: to s:ay wl:.ere -,e were keef!

ou- e::-'- pocnt and mcir:lain ou

Etaif. \'.-:: e.,m have the •J?tK:ln of lea<.in5 : he ~stem [Pret:-neriar.. Hec.lthnre:J ..vithout pe•rlt:;. V/e coni en 1 get that

Family l.'ract.ce,. w~th

cr~dits XE nanag~me::1t

nyw~.e

else.·

C r- Caol Rupe, of:be new.y

tee:m for the e3ort, ''We :;x.u tcgeL1.cr

na'Tlecl .vted cal Plaza Fani y f'hy;i:ians,

pro;Jie fn: ::-n a::rcoss ::>ur org:aniL:ation

coocu::.

to put th1s plall in action.

te~m

I~ WLS

truly

event. '

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[Presby.eria:J] rr_ide t

w m ·.JdJ e18.er for us. Th:y sen-_ people ou: irnrnedi1tely to

exr:

c...n mn:xper,;a-

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thE 31= ~ rvorcrk. They've _g:ven us a grcce 'J3'icd to wcrk

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throufh

thE red urtil we're in b.e: blac.:<_ W~' 1e recriv~d gre.as~

a let of suppo:1.

P:esb~eri 111

the ;kids and rrc:ie sur;: our

errplC}-t:esCidn't go w!Ihout J:.a:'-" Alan TaAor of Can:.IIDas H:::alth:=are Syfle:n COO•:edes,

"Pre >~crian

actually

came .1p v.itb a financi :=.l plan t:o ass st thE d cocm; we ch::>se

II your~~ spending is mere tha~ the cost of six txJ eigllt first class ticke-.s per montlt; )'QU ca• a•ord a quarter share Df "1 •~d small business jet or twbe prop. One or rnor:: partners nee ::led br C tati·:rr. I Frt:nershi.p. Lc"' time airplane rece:1.t e ngi.ru- C\crba-_I, 2:: •)0-bour ~nior ::>lot Fl:- a: c )rding to y?un:hedule. :::: r:~rate fi-c.msra ~ r. less :JUS} .. r:x>r:s, wh ere?•Ju ~pe nc v<.A.I3t:4e comp3n y tine flyh,5, not .vaitingt::JJl;,.~1 ai rcr.jt are- io ~est"'ll errt-~Jclil:y <ssets that k~ep •JVet 1()(})(;of 1he.- val Je ~nc. a ::::rJe depiecia·ior ex pen~.

Jets-To-Go. LLC. A Fract<Yl::tiArc-aft 0N1E"""shp ..::Er.ice C:r-.:>any Based at CJroc:rd A•gi=-el Ai:'pcr <JQFl T~ C

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e-:na:l: lrcymer@f-cewv:web..:om c•r visit ou-r w~ b si ~e: ht:pJ I; tts.netsc:uem"1.1_~tsto~dawr= n ce/hnmtp;tge

co that."

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to 13TI-

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sc~rg

wa~

We w onte:: to

in our p:::v.€r

to ~~ep

·be

Nalle :k>cors in town. h w1s the rig 1t thiog _cr do. • He".:ie;: :=ortrey Rhineh~·fJ! is a C.l1rfetteoa:;ed f"ee arce writer.

july

~000

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ben craig center continued from page 44.

MoonBuzz.com

Yerian Technologies Verian Technologies <www.verian.com>

Building an e-commerce Internet destination that will allow customers to shop in a friendly, clean and professional Web environment is the goal of Patrick

is a growth-oriented client. Under the direction of its president & CEO, Tehseen Ali, it received $13 million in capital funding at a recent investor presentation in Chapel Hill. Verian will expand its sales and marketing efforts, develop alliances with resellers and systems integrators, and acquire hosting capabilities so it can sell its software to users as an application service provider (ASP). The deal is one of the largest this year for a Charlotte-based technology company and this year's biggest success story at The Ben Craig Center. Veri an Technologies is a procurement automation and materials management firm focused on serving mid-market companies ($100,000 million to $3 billion in revenues). The company's flagship solution, ProcureiT'Mis a browser-based application that streamlines requisitioning, approving

and purchasing, lowers materials management costs and improves organizational control over the purchasing function. In 1996 Tehseen ran a small consulting business in Columbia, SC. He was lured to Charlotte because of its business-friendly environment and the opportunities through The Ben Craig Center and says it took a lot of courage to live his dream. "In 1998 we started building our own software product. We started with three credit cards and a $6,000 limit. Until'98 our total investment in the business was only $12,000." Today Verian Technologies has a number of blue chip clients- Liz Claiborne, Regions Bank (Birmingham, Ala.) and Boeing among them. "The guidance we received at the center has helped us tremendously and given us credibility." Veri an's biggest challenge now is finding the right people and building its tearn of managers, sales and marketing professionals and programmers. A confident and enthusiastic Ali says his ultimate goal is to take Veri an Technologies public. After that? "I want to form and build two or three more companies and grow them."

july 2 000

Vaughn, president of MoonBuzz.com. Vaughn came to the center in February and brings with him a rich and varied background. He saw a window of opportunity to build what he feels is a niche e-commerce business. MoonBuz.com will feature one-of-a-kind collectibles, antiques and branded items and have affiliations with thousands of vendors, shop owners and collectors. Vaughn started his enterprise in Oct. 1998. "So far, so good," he says. "I am very pleased . The Ben Craig Center is well regarded by quite a few people and I was looking for an environment for mentoring my new business and a place where I could learn from other entrepreneurs. Here I can draw on the expertise of people like Mark and his staff. In addition I have a board of advisors- executives who serve as volunteers at the center. This is a group of people you couldn't assemble on your own and even if you could, you couldn't afford them." Once a quarter Patrick meets with his entire board. Individual members will work with him on an as-needed basis as oppor路 tunities and available time allow. Vaughn envisions taking his company public and feels he is on the front end of a high growth situation. "I want mine to be a business that hasn't been spotted on the radar screen yet. This is my opportunity." Not every business client at The Ben Craig Center makes it. As Schaffner notes, some people find that being an entrepreneur is not their thing. "In these situations, we encourage our clients not to look at it as a failing, but a learning experience." According to Schaffner, 80 percent of new businesses aren't in business after six years. The Ben Craig Center has reversed that and "more than turned that figure upside down." For more information about The Ben Craig Center call 704.548 .1090.

Ivory Tower, continued from page 28.

Building a Strong Foundation While many schools are adapting new programs and new technology, Rudd says the McColl School is making changes slowly. "We are constantly looking at the marketplace and its needs," he says. "But we want to guard against being the flavor of the month. It is more critical tc teach people how to think creatively and to solve problems than it is to tead1 solt.rtions. With the supersonic pace of chan~ these days, if you were teaching a set of solutions five years ago, they would no longer be applicable today." The McColl School depends on a set of core courses which are designed to develop problem solving skills. There ar;: two programs, an evening MBA program. and a weekend executive MBA program. The MBA program is designed for someone with three to five years of business experience, who is adept at some specia. ty, but wants to elevate his understandin2 of how things get done in the business world. The Executive MBA is aimed at people with 10 to 12 years of experience who want to understand how the entire company works. "You have to separate training from education," says Rudd. "We don't teach specific skills. We educate managers in problem solving and group dynamics." Casey Jacobus is a Charlotte-area freelance writer.

See what all the buzz is about! Get your own copy of Greater

Charlotte Biz. just log on to www.greatercharlottebiz.com and subscribe.

Ken Stoner is marketing manager for MBDi (Mastering Business Development, Inc.) a Charlotte-based business development consulting and interventionist firm. greater charlotte .Jiz

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[communitybiz] • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • by ken stoner

biz Located in a modern 50,000 square foot

bringing up baby

facility at 8701 Mallard Creek Rd. in t he University City

the ben craig center helps businesses grow

section of Charlotte, The Ben Craig Center

Bring together some of the finest minds in the community. Share a vision and a dream. Build alliances among business leaders, members of the academic community and others who personify an energetic entrepreneurial spirit. Take these ingredients and add a strategic action plan to grow early-stage companies, and you have a formula

Development Center (housed in the same building)

is operated as an

receives over 700 referrals from officials ofThe Ben Craig Center each year and offers cooperative services with the SBA (Small Business Administration)

affiliate non-profit

and State of North Carolina. Here is a quick look at three current clients.

corporation of UNC Charlotte. It was established by school officia ls and various

Optinfo

private interests in the

Since its inception in 1986, the center has been making a difference for hundreds of entrepreneurs

Optinfo, Inc. <www.optinfo.com> has been in business since 1989 and joined The Ben Craig Center in 1992. The company has gone from working

community to enhance

and has played a vital role in turning dreams into sound business success stories.

on mainframe computers to designing and selling a niche software product called nBalance. It's used at

What began as a business incubator facility in an old warehouse is now one of the top five organiza-

banks and securities operations to extract, consolidate and reconcile information of virtually any kind.

for success, now known as The Ben Craig Center

<www.charweb.orgforganizationsfbencraig>.

tions of its kind in the U.S.,

--~~

This year Optinfo has

according to Mark Schaffner, the center's president & CEO. The center has served over 90

been hot. Founder and president Doug Dawson exclaims, "In the last 45 days we have

emerging companies. To date, all but five are still in operation. Clients are housed at the center for an average of four years. Presently The Ben Craig Center serves 20 clientsmostly high tech service companies- whose business volumes range from $500,000 to $15,000,000 annually. The center's annual

had closure on $800,000. Closure is good!" Optinfo's client list reads like a "Who's Who" of the financial services world- including First Union, Bank of America, Central Carolina Bank, Merrill Lynch, Mellon Bank, PNC Advisors, Deutshe Bank and South Trust -but it hasn't always been easy for the software designer.

budget now approaches $1 million, 7 to 10 percent of which comes from UNC Charlotte. "We must be self reliant and practice the same entrepreneurial skills as our clients," notes Schaffner.

Mark Schaffner, president and CEO of The Ben Craig Center helps companies g row.

To join the center, a company must have a plan for sustained growth and must not compete with other current clients. Of critical importance is the company's current financial status. Generally, a prospective client company must have one year's operating capital on hand to be considered. In cases where the requirements are beyond a would-be client's means, business owners are referred to other community agencies for assistance. The Small Business and Technical

july 2000

In 1999 he was hampered by the Y2K scare, as companies were in no mood to try "a revolutionary software product like ours" until they were assured they didn't have problems elsewhere.

"Our biggest challenge right now," says Dawson, "is having the resources we need." Dawson began his enterprise in the guest bedroom of his home. When he had an opportunity to land a big contract with Duke Power in 1992, he knew he had to have a true business address. "The center gave us credibility and really helped me understand sales and marketing." Optinfo projects over $1.5 million in sales for 2000. See

ben craig center on page 40.

the development of local high-growth companies and foster the economic development these companies generate. Clients pay for their services through their rent ($16 per square foot with a minimum of 1,050 office space). "That equates to $1,400 monthly and $16,800 a year," Mark Schaffner says. Each client is provided with a well-spring of business advice including: a five-person advisory committee tailored to the client company's needs; staff support in such areas as sales and marketing, day-today operations, planning and processes; use of the center's infrastructure (conference rooms, communications capabilities and other amenities), as well as access to UNC Charlotte resources- faculty, students and facilities.

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