Black and white. A tragic limitation of most newspaper ads.
~
Introducing the stylishly redesignedA ew Passat. Drivers wanted~
CAROLINA VOLKSWAGON "NOTHING COULD BE FINER" 7800 E. Independence Blvd. at Krefeld Dr. Charlotte, NC 28227 (704) 537-2336
TO THE PEOPLE Vv'H O R l JN IT , THERE IS
·o T
I~G
SMAL l
ABOUT A SMA l l BUSINESS. '-'le ae 1- ::re. -::-o su stain o ur commitment to )'1:: - u , yc· .n employees, and ~· ur b-c sineo~ T J s ugge:= t Ln c.n c al solutio ns that e nabl e you to o ::u s ::on s-_ccess. And Lo te::Jgr.ize tb.a: =h e ue --::- ea~ ure c· f a busin ess is the de terminaLi:Jr m :l ::l.riv= of the p eopl e ...., h J run it. W AC H OV I A BR A KE R EAR YOU.
C H , C• R CA L L 1-80 0 -994-9222 FO R A S 1A =-. L
LET'S GET S I
V,"Jch ov<e 33nf _~--~ -.is a member FD IC.
RTED ~
Pull up your socks and grab your knickers ... We have another good one to play! Join us for the Greater Charlotte Biz Golj"' Ou tittg at the Regent Park Golf Club. Come for a day of golf, lun ch and a little gamesmanship. Ering yo ur regular group, or we'll h ~lp yoL no:: (Work with new folk . (We tr y to match like-handicaps.)
o sp eaker s, no fund r aising and not much fus s. Just ada~ of _·tm a::~ ::. ~o lf oo the wooded
course that fea tures inm1acula te Ber muda fairways lined wi th oaks, pines, dogwoods and azaleas anrl beau · J b ent grass green s. Only $65 per p er son cover s greens fees, caet and lun ch.
Wednesday~
August 22 ~ 2001
11 :30 a.m. Ltmch/Practice, 12:30 p.m. Shotgun Stat·t
Call
704.676.5850
ext 101 to register.
Space is limitecl,
.>0
;~serve early!
Take 1·77 south of Charlotte to exit 90 (Carowinds Exit), then 1 mile south on U.S. 21 . Regent Park is on the left.
cLl'~i1~~1ottc-l
2000- 2001 Golf [i;::e.;t 'Fixes to "lay'' **** 1999 Charlot-e's Best ""cg::.o:ine · R=ader's Choice 1998 Golf )i•:Jest ''Jia::es 1::: "1ay" **· t/2 1998 Creative Loa in:. M.:J::a:::ine · :ritic's Choice 1997 Charloti3's Bes1-~Aag;.:i"e 1996 Metro ira Golf t.la~azine · Readers Choice
*
f
a
e
18
r
u
t
e
s
cover st:ory
Straight to the Point Jim Kunevicius is betting the future on getting companies to measure relationship capital as a financial asset. If he succeeds, he'll help Seurat Company become a ma_or force in the consultng industry And if he's wrong? Well, he's too busy to think about that right now.
de artments 13
publisher's post
4
Pfeiffer Targets Busy Professionals
biz digest
7
community biz
9
H ow can you get an MBA w hile trying to juggle your job and family and coaching
• •
your son's team at the same t ime? Pfeiffer
The Biggest Winners are th~ SmallestGolf challenge has raised rr.ore than $1 millieon for March of Dimes.
provides the solution with online learning.
38
auto biz 2002 Cadillac Escalade
26 Smart Moves
biz resource guide
43
executive perks
44
Encourage your employees to analyze their 40 l (k) contributions.
AC:N Pr::ducis, Inc. automatically boosts botto'T1 line= ::Jecause of its commitment to creating intova:ivE software solutions t hat ::: rive industrial-strength moves.
on the cover:
This month's cover features jim Kunevicius in Seurat's new 40,000square-Joot office building. Photo by Wayne Morris.
...... .\·f-,.ij
ciiru!lottt!br~ ~
·~-··~ .-- -
··
~":':
Straig'J --
32
lathe
Point
--···
~~~
Built on Trust Lat Purser Ill, second generation owner of Lat Purser & Associates, Inc., has mastered the art of relattonship building in an industry
•
that thrives on the honest business deal.
g r ea ter cr a rlotte biz
cllaflottebiz jul y 200 I 3
[publisher's ost 1
cliaflotte iz
What's in a name? One fundamental aspect of bus iness is choosing and protecting your
July 200 I Volume 2 • Issue 7
name. Your name is your identity, based on your vision, your product or service, and other names in the community or industry. In this increasingly sophisticated e-commerce and e-communication dot-com
Publisher Jo hn Paul Gall es jgalles@greatercharl ottebiz.com
world, your choice may even depend on the possible domain names ava ilable for your use on the Internet. Protecting this identity and brand that you have created may just have become more complicated
john Paul Galles, Publisher
with the introduction of the dot-biz domain name.
Associate Publisher Mary I A. Lane maryl.a.lane@greatercharlottebiz.com
Editor T imothy J. Pa ro lini tparo lini@great ercharlottebiz.com
Creative Director/Asst. Editor Brand o n Jordan bj ordan@greatercharlottebiz.com
Dot-com doma in names have been the standard for business since the early days of the Internet, today accounting for 80 percent of all registered domain names. Responding to increasing demands for Web site addresses, ICANN, the nonprofit corporation responsible for domain-name management, has announced seven new generic top-level domains or Web extensions to be avai lable for use by the end of th is year: • .biz (for businesse s) • .info (any general purpose) • .name (for individuals' names) • .pro (for accountants, lawyers, physic ians, ot her professionals) • .aero (who knew that the air-transport industry had such a good lobby?)
Vice President/Director of Sales Talbert G ray tgray@greatercharlottebiz.com
Account Executives
• .coop (for bus iness cooperatives like credit unions and rura l electric cooperatives) • .museum (obvious ly for museums) Wh ile the old race was to get a prized dot-com, the new prize may be a catchy dot-biz, like business. biz orYourCompanyName.biz. ICANN has selected Neulevel, Inc.
<www.neulevel.com>
to exclusively operate the dot-biz domain name registry. The registration process allows a preliminary Kathryn Moseley kmoseley@greatercharlottebiz.com
period through August 6, 2001, for fil ing of claims requesting protection of trademarked names (hopefully reduc ing cybersquatting cla ims). Applications for specific domain names may be submitted through September 17, 2001, and .biz doma in names are scheduled to go live on October 1, 2001.
Contributing Writers N an Bauroth Casey Jacobus Kathy Mendieta N ethea Fortney Rh inehardt Lynda A. Stadler
Contributing Photographer W ayne Morris
Wh ile the impact of the dot-biz domain name is yet to be seen, it would seem wise to prepare now to protect your bus iness name and trademarks in th is new environment. Domain names may seem inconsequentially geeky, but their import can be profound, cutting to the very identity of businesses. There are the highly desirab le trade-type names like eToys.com and e-Cards.com. There are the names that have in themselves become mammoth li ke yahoo.com, ebay.com and amazon.com . There are the popular names like Madonna.com and whitehouse.com (both of which happen to be porn sites). There are even parodied names like GMsucks.com and TWAsucks.com, related to large companies. The importance of Web site names in the commerc ial marketplace has meant that businesses must consider and anticipate variations on Web site names in order to bui ld and protect their identity. For example, since individuals critical of companies or their products have created Web sites expressing
Greater Charlotte Biz is publi shed 12 times per year by: Galles Com municati o ns Group, Inc. 804 Cl anto n Road, Su ite B Charlotte, NC 28217- 1358 www.greatercharlottebiz.com
their views with mon ikers along the lines of CompanyNameSucks.com, some companies have proactively registered these names themselves . Verizon Communications, the company created from the merger of Bell Atlantic and GTE, owns Verizonsucks.com. [In that particular case, one parod ist registered the domain name Verizonreallysucks.com in response, which got the attention ofVerizon's lawye rs. Typically when confronted by a well-financed lega l team, parodists throw in the towel. In this case, though, the parodist registered the doma in name
Fo r edi torial or advert ising inquiries, call 704.676.5850.
VerizonShouldSpendMoreTimeFixingltsNetworkAndLessMoneyOnlawyers.com. Verizon gave up.]
Please fax subscription inquiries to 704.676.5853 or e-mail t hem
$7.5 million. Mortgage.com, a victim of the dot-com doldrums, sold its doma in name for $1.8 million.
to info@gr eatercharlott ebiz.com
the typical cost of buying a doma in name already owned by someone else is several thousand dollars.
A ll contents © 200 I , Galles Communications Group, Inc. All rights reserved. Reproduction in who le or in part without permission is prohibited. Products named in these pages are trade names or trademarks of their
their owners, often cautious companies that register hundreds of variations of their corporate name.
Despite sill iness such as this, domain names are serious business. Business.com sold for a hefty Bank of America recently bought the loans.com domain name for $3 million. Even in an ord inary case, Register.com, a reseller of Internet domain names, estimates that half of domain names are unused by
respective companies. T he opinions
4
It has become increasingly clear that a good domain name can be a powerful way to demonstrate your business tech-savvy prowess and enhance your marketing scheme, in add ition to getting people through your virtual door. The advent of this addit ional dot-biz domain name should
expressed herein are not necessarily
cause you to reevaluate the protect ion of your identity and brand, and think about registering an
those of Greater Charlotte Biz or Galles Communications Group, Inc.
add itional name or two!
july 200 I
iz greater charlotte biz
SHARPE
Welcome 1-803-980-0010
IMAGES
Arts & Science Council Bank of America Beazer/Squire Homes Belk, Inc . Bisseii/Balantyne Resorts Cadwalader, Wickersham & Taft CB Richard El lis Charlotte Chamber of Commerce Charlotte Eyes, Ears, Nose & Throat Charlotte Mecklenburg Schools Charlotte Post Concord Mills Cottingham-Chalk & Associates, Inc . Crescent Resources/The Pointe Donald Haack Diamonds DP Connections, Inc. EDS Forms & Supply, Inc. Goodrich Corporation Greater Charlotte Biz Hearst Corporation Homewood Suites/Yorkmont John Deere Keane, Inc. Lake Norman Realty
Lake Properties Lance, Inc. Mecklenburg Area Catholic Schools Mecklenburg Co . Parks & Recreation Microsoft Corporation Mint Museum of Art Montreat College National Welding Nucor O ' Dell & Associates Omni Hotel Prudential Carolinas Realty Public Library of Charlotte & Mecklenburg County Siemens Westinghouse Stabilus TrizecHahn Office Properties Tryon Center of Visual Arts UNC Charlotte U.S . LEC , Corp . Verbatim W .B. Moore Company of Charlotte, Inc. WLYT & Affiliates WSOC-TV (ABC Affiliate)
~--------~A~reyou? THE SE C 0
M
PAN I E S
CHARLOTTE
WILL BE FEATURED IN
TAPESTRY
A VIBRANT NEW PHOTOJOURNAL THAT CELEBRATES THE LIFE AND WORK OF OUR CITY. SPONSORED BY THE CHARLOTTE CHAMBER OF COMMERCE, THE HARD BACK IS ENHANCED BY A SERIES OF CORPORATE PROFILES OF COMPANIES OR
organizationo
THAT HAVE CONTRIBUTED
TO THE SUCCESS OF THE CHARLOTTE AREA . JOIN THIS
CALL
ELITE
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TODAy.
T OWERY'S REPRESENTATIVE@
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interesting news and useful information
Tech Biz
[bizdigest]
Multi-tasking skills in demand WorkersTaking on More Responsibilties, Survey Finds
Unifi Launches Web-based Applicati<Yl Unifi Tecmology Group, Inc., a leading e-manufacturing solutions provider, anno unced the deployment of FyberservT1, a W eb-based sell -side customer service application created for Unifi, Inc . of Greens boro, NC. With $1.28 billion in an nual sales, Unifi, Inc. is the world's large. t: producer and processor of textured yarnâ&#x20AC;˘. The new Fyberserv customer portal provides Unif 's customers with browser-basEd online access for entering and adjusting orders and forecasts, tracking order statu. and purchasing orders, viewing product catalogs and specifications, and reviewing shi pping h sto ri es and bills of lading.
On Demand Web-conferencing Solution Launched
Displaced workers are taking on higher levels of responsibility in their new jobs- an increase of 23 percent in 2000 over the previous year's findings - according to an industry study of displaced workers who participated in outplacement programs. Conducted by 0 1Partners, Inc., an international corporation of leading career consulting firms, this third annual Workplace Re-Employment Research Report covered issues affecting the "landing time" of approximately 400 middle to senior management individuals nationwide. This significant increase of responsi bi lity associated with new positions is indicative of a work place environment that showed a dramatic rise in re -organizations and downsizing in 2000 . Fifty-six percent of the respondents
indicated that new jobs entailed signifi cantly more responsibility, a trend that C I Partners predicts will continue this year as companies seek more versatile worke ¡s following organizational change. "Workers are recognizing that their value to a company today is often measured in their multi -tasking skills rather than their expertise in one particular area," said Bill Crigger ofThe Transition Team , an 01 Partner. "As companies continue to merge, downsize and restructure, astute worker~ mu st und erstand the dynamics oftoday's volatile workplace and roll with the turbulen ce," Crigger said . "Despite the increasing number of layoffs, there will always be a demand for talented people who are flexible and can demonstrate a range of skills that can cross over into different area s of a business."
C onvey Systems. a developer of interactive Web-based technology. has announced that Load.com, a Web-based business applicatiors services provider, has implemented the O n Demand interactive Web-conferencing so lution for internal use and will launch its W eb site with Convey's technology in place
Convey Systems provides video, voice, application share and co llaboration, text cha::: and co-browse features that drive unprecedented effectiveness in on line business communications. Load.com is using O nDemand within sales and customer service processes to previde heightened communications for its customer-focused business model. O n Demand fits perfectly into Load.com's easy-to-use, customer-friendly, pro cess-enabling packages; The instantaneous, interactive internet utility enables Load.com to judiciously allocate travel moneys without suffering impact to service levels. In fact, O n Demand allows Load.com to provide faster response times and quicker resolutions, improving success levels in both the sales and customer service areas. ::::ont1nued on page 8
gre 3. te r c h a rlott e b iz
j ul y 200 I 7
Ballantyne Corporate Park Grows Again
Bissell Development announces the construction of Ballantyne Three, a I 04,000square-foot, five story Class "A" office building with a scheduled opening in early 2002. Located south of Charlotte off 1-485 and Johnson Road , the 525-acre Ballantyne Corporate Park encompasses Ballantyne Resort Hotel , a 216-room hotel with an 18-hole resort daily-fee golf course built as the centerpiece to the corporate facilities. Both the Corporate Park and the Resort are part of the overall 2,000-ac re Ballantyne community that has been deemed one of the most ambitious mixeduse projects in the area's history.
J.A. Jones chosen for WWII Memorial J.A. Jones Construction Co. of Charlotte was awarded the contract for the prestigious World War II Memorial in Washington, D.C. J.A. Jones will be the lead partner in a joint venture with Rockville, Md.-based Grunley-Walsh. Construction on the $50 mil-
Designers, ManufactuN>rs & ConsuKanls WELCOME TO OUR HOOSE ....
lion-plus monument begins July 5, 200 I and
' &,
is expected to be completed in early 2004.
10600 John Price Rd. Charlotte, NC 28273
fÂŁfiren-Jfaus lndu'SU.. Inc
Sf\Cf
I~
Phone: 1-800-257-588) Local: 704-588-2887 Fax:704-588-2888 E-Mail: bdm@ehren,aus.c om
~
The memorial, which will occupy 7.4 acres on the Capitol Mall, will stand at the eastern end of the Reflecting Pool between the Washington Monument and the Lincoln Memorial.
8
ju l y 200 I
greater charlotte b iz
[comm nitybiz] ~
by ron v'.-rsCT
The Biggest Winners are the SITiallest Golf chal enge has raised more than $1 million for March of Dimes The golf ball softly plopped on the green, stopping just six feet away from the cup. The group of business men and women gathered en the tee applauded. But LPGA Hall of Farner Nancy Lopez only muttered and teed up another ball. The second one landed on the green,
time to do tournaments like this one. She's extremely personable and makes the day memorable." Since its inception, the ALLTEL Corporate Cup Challenge held in Charlotte has raised
too . And a th ird tee shot. And a
$1.2 million for the
fourth ... until the green was littered with
March of Dimes
white dots. On the fifteenth shot, the ball
Four dation
hit the green but rolled on into the lake.
<www.modimes.org>
"Fina lly!" Nancy exclaimed .
for healthier babies.
Why the reverse "Tin Cup"? All to
One of the largest
raise more money for the March of Dimes
events of its kind in
(MOD) here in Charlotte .
the state and the
"My brother wanted to play a
city's largest charity
trick on me," recalls Jon Eaker of Eaker
duffers' outing, the
Construction in Matthews. "During the
golf tournament
ALLTEL Corporate Cup Challenge, he told
invo .ves hundreds
Nancy that he would donate an extra
of players and
$100 to the March of Dimes if she hit
volu nteers, plus
her shot into the
scores of corporate
water when
sponsors. This
she played
year's event is
with my
being held Sunday
four-
and Monday, Sept.
some.
23 -24, 2001, at the
It took
TPC at Piper Glen .
Once again, LPGA Hall of F3.,.,.-.er I'J c~ L::lpEZ will he!b raise rnone:1 for the March of Dimes at the A....L-=L ~orporate C•ll' Chal l ~~-
her
And, for the eleventh time, Nancy Lopez
four-
will help the organization raise funds .
teen shots
"This is something I look forward to every year," says Eaker, "It's a great
an:J g-o tf ~ h b"t "'ith Nanc; LOJ:EZ and Dana R a d~. coc<tcil recep on a1:l pi ~ tournane-.t: aJc io , the 01:~-day go .= tournane --t, c.s .ve I as an a.-1ard!: d" n~r.
before she finally
cause and a great way to entertain clients
forced it into the
-some ask to play every year. Everything
Re.< 6r=€L, s3.12.5 ni.Wlager for ALLTEL,
water. It doesn't
about the tournament is first class- from
"This i.:; a Bl OJ:po1ulity br bLshes.:;es
take me that
the player gift bags to Nancy's participa-
to sLp:>Oi :: .•:or:1y c:ause.~t in" •) lv::d
many tries. We
tion to all of the logistics. Three years ago
in 3 "i r.:;t- c a.55 even : and bu i d im1= : r :mt
still laugh when
I got one of my sub-contractors involved.
u ston2r ·etc.tion.s. K.eepins our orsa - in-
we think about it.
Each year they fly in two of their people
tion j- .roll.e:l r th e commLri:y at
Nancy is great. It amazes
from their home office in Texas to play."
le..el · ~
me how she can make the
g r ea te r charlotte biz
The events include a VIP brunch
A:.:crd ns to tcurnamenl ch c. irm£ n
3
local
im : o -::c r t tc us."
G·eEr
- o : e~
th3tALLTElse2<5 c t
~
10n-p · cfi ~
"Several years ago, Nancy was playing wi.th a group of amateurs. She hit an
o·g:llliza-
· ions that c. ·e righly :!ffic ·el t, thJse with
The power to 5imput-,
ALLTEL Co '"porate
a ·: :nnker, to land softly on the green. 'Nice shot,'
the : h 3Iity' s
c:::•mplimented one of the group.
11 iss io r . .l.c.c:>rd i ng ~o
5u-d")', Sept. 23,200 I \1P Bn..nch & go lf e<F Osi:i::n Q1mited attenda 1c:) "'·ith f'bncy Lopez and Da 1<. Rc.de r Ballanr. ne Reso-r
One of the amateurs , who had been
1v\OJ offi:-als, 73
: ents o ~ EVff'/ dollar
s:=uggli::1g all day, was next. He stepped up
·aised go=s c rectly to
anc hit a thin, worm-burning, ground-hugging
Vlarch of Dimes prosram ser\·ices which
i:'-:m shot. It bounced over the sand bunker,
ndude resEc. ·ch an d
tr:.:kled onto the green, and ended up just
::Jevelc·pme n: for the
O;,eni-,g Receptioo & ) ilentAu::tio1 T"C c.: Piper Glen S~pt.
GTJ=•proac:1. shot in a perfect parabolic arc, up over
::Jollars raised going ~ ovtc.rd
Cup ChallengE 200 I
M::mday,
3 high percEntage of
abcut as d :·se to the cup as Nancy's shot. "
:Jrevention Jf birth
24, 200 I
GolfTc•.Jrnamenr
::Jefects, com1unity
"Everyone was stunned to silence. In a
:;erv ces fo- d1 ild ren
rr_omenL of levity, one of his friends remarked,
3nd their farr lies, and
'Yice result ' "
3d'toca:y and educa-
T"C c..t Piper Glen .&ware ; Dinner
:iol prc·g·anling .
many victories: 1978 Rookie of the
For tusi ne-sses and tile · clients, "or- more irlormatior cr -co reg:;: er to · 'oucsome,
SF:Jnsorshi~
3rJ\Cn and
~If
1
: he event spawns oppo rtun iti es fer
or ee "-a-x::r Lopez
:JhJtos and
exhitit, c:m:act !<.arc
.,.;u- Jerhaps
: hE greates: ,voman golfe r if Jt·e l3St
"lc.-iaca 704 377.2009, t-1aro of Din!> c-r ·eg;,.tef' at
au :ogra~hs
: entury, tJ a1cy Lope;:. Ap: y c :!5cr"bd
........vw.modg-:>f.o'1;"re&i~terhor.
n an LPGA c:~mmerc · al, sJ- e
"laS
h.ad
Year, 48 Tour victories, over $5 million in career earnings, 3-time Vare trophy winner, 4-time Player of the Year, and a Hall of Fa mer after just ten years. This year, a new function for the tournament will be a Sunday brunch with Nancy Lopez and well-known local golf pro Dana Rader at the Ballantyne Resort. The brunch is limited to the first 125 to register and contribute $150 to the March of Dimes. Ryder's first instruction book is scheduled to be printed about that time, with the foreword written by Lopez. Following the brunch and book signing, Ryder and Lopez will give a golf exposition. A cocktail reception, player registration and silent auction will begin later on Sunday afternoon. The auctio n itself is a rather eclectic event featuring everything from jewelry, to travel and resort packages, to event tickets, to autographed sports and other memorabilia- which in past have included Panthers' footballs and jerseys, a Michael Jordan jersey, PGA Tour scorecards, a Garth Brooks guitar, and even a door from a NASCAR race car!
2 7 yutrs of helping
-::.'os e~v-h~d
coR pcnics pl.
•1
their next
'i'lloiPL'"S•••
This year there will be both morning and afternoon tee-offs (Capta in's Choice
f; :ku :rCER &DSESS
a ('f_,T/J.J~o
Plt'B•
rLU::
C ., ... l.L \iTI..i ·•
- each foursome's best shot, shotgun starts) for the tournament on Sunday,
(7A) 331-6GW
"'11 >"- dcl/deo!.:e w. n
10
jLiy
~00
I
due to the anticipated number of participants (42 foursomes last year).
greater charlotte biz
The .t'olLTEL :::orporate Cup - a ene-e is big Jusiness and a year· ·our::J pro.ect, a: cordirg to Kara Mariaca, :; ~ ec
al ev=nt co:Jrdinator for the Marct-
:J =D -ne~. The Pi=dmont Chapter of MOD l :: S;:, 22-nember steering commirtee :rst s o·g:mizec into several sub-grour:s
Maret- in 2' Fo rwa ro Ove· $5 rr ·ucr "l'i " b: :: SH t~is ~a · 1t-ra.gh 'Lrd -aioin~ f tr:s = ,.- ~, e Re:Jmont Chat=ter of·1e
Mar•:l of Cim»...<, accrd -g c v ~-r 3 !c.rse - d reco· of Jrq~ :n s3'.rce;. Wh e
~peciai
eve1ts, gift packages
:t-'2 silerrt auctiol, banquet & hospit3li:y,
siti~.
Jrscmization 's irvolvement, he and his 3~ciate~
h:JVe built strong relationsh · JS
"Vlh ·ep1e.;entat ves of other corporations ard cc mp•n es throughout the region . ~I
can't tli k of il better way to ne:work
ard heir: 9Jch a worthy cause. We have JEopie fro 11 a bro3d spectrum of busi· lES~es. \ll.}e
r:Jll LP our sleeves and wor•.
as a · ean . 11 the process we really get t:> 001..
on= 3noth-:r well."
'.~h : 's
3~ior
also
~)
r:er:.:nl goe5 : o : a p-:5rc11s.
a-.arc~ !>50),COC i1 43
nurrerou :
fl.l.tld-~a ~rs :hrc· u~hut ~lE ~eas;. i
that,a: ,·~ : -cJEr
ago, 'V\OC
lauoc- ~ :
The Morr ation in
state"VidE
loa~~
~crt~
r:s
:a~>Jiina
re:u"ir~f!Jlds
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J,aoc ::>~ : ie; bo-,
As a ·e:; ,- of'l Norlt Car::lin3. · hi!;
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recluc
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on,
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in ct.rstat:E ar;,o brr· v th birth deftcts. T'Ao':2ars
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JPil l inciLde a SL<JO.OOO cJpropri· $15:>.~0(•
far a
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·fundd .
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multi-afO' ( • fo ic acid :amr;a gn n ~o _11
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Duh Jr iver· stat~.
a- atlenge gaf IJJm 11tl1 , tiE Jrgcnizatior hol::ls
cl su:·::~; ~ s
1./oulcf~a...e
tube j.,·.ect.; rf<luced by
cv?r 8V :•3.11 Eo a
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impa:ts
ur-.c an:J
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•::..roin3 Fol Ajc :amr;.aigl..
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=are~.
scme
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co.....-uJi t·rgrants ao:ro>E the
The o"1c ·c ofDi11::3 =oun:J:;t x's c<:-.p3i€T kr reat - i3'
in'
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corp: r3te sp•Jns·=·rs reads like a local 5
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this ,.ear's A_X: L : Jrp:>ra :o: •:q: Cha
-he o·ganiz:.tion's list of
:.::~~var:J -.;jol3 1'3e :'HC~ pro~r3m5-
m.l:c:Bd gc
a yo.11g pof::;si:r =l'> p:: ry 3r:i:: : ;-a ·i-y · de"VT- the lcccl l- O:J notE
.:Jreer r:oint~ out that t hrough his
fJJd~
In arl:Ji:i:n c ·~ !ILLTElo:;.por=te C•J
q;is:i:s ""2gistriltion, volunteers, and J _b K:ity c.Jc communications.
of let
of Di11es <war.:: :rl'S:..5 Ti Jl in na:iJlc . re3=•n· gBnt ::; aWa<e
:c carry olt its rr ission including: spon;crships,
'~': : e~•::elt
locat:d i1 N:ort· C;.ralillil, r·: ·-= mairi15
R~ .<
C: ·e :: r c .OLLTL and cha r o=
"Jh ;, \larch := o me:; ~ :•le •Jfthe bes: run l::al
12.e ajo:rted l a:
=• =c,•o·ie c.arity. They ha-,e done
a lot 1ere •e!;icral_ tJ -:lp Jes-=frt l::aaes.ard :llei · f<:mii ~ o Aill:l
~ecial
need5."
W- o." Lc:;t year sponsors
ilo:IL jed: I'.LLTEL. .1\uciovox, Bank Jf Ane ·ca, Cilr·Jlin :: Parthers, Charlotte Hcrrets, C sco S•1stems, Chemical Pr•Jc::ssing, Com-nunicationSolutions
tlc., ::akerConstructior, Ericsson, Henci'ick L=:us, 'Aotorola, Network Sclujons, -E
ortel Networks, TIM (The
epi1ore Man) I re., Worthington
Stee . and .,any other;. Sponsorships ra - ge fran S2.50C to $20,000. " It's 2 great event for players a d ~ ~:JL _; es-
a rea chance to spend
qtial :y till'2 with clients and business as;ociates over c. day and a half," note= Vickie Groll of Ro:tal SunAllic.nce, wt-o as 1'\'J'ked a; a tournament ~t= e(ng
~e.ars
·:cmmitt:Ee member for five
and ~ervesas co- chair of its
PL:Jl : ity and Conmunications Cc111ittee. Her conviction to the
ri\JD orgariZ3tiol is obvious. ' The= is 2 persoo31 satisfaction and ~ r= W
cat Col knowing that I am part of
.::c-ne!hirg that is so special." ~ r~ ater c h ar
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"It's amazing the support that Nancf Lopez gives to this event in Charlotte ," observes Jennifer Gaskins, ALLTEL communications supervisor. The event is al.=o one of Lopez' major fund raisers. "Nanc~ interacts with the golfers a lot and makes things a lot of fun," says Gaskins, ALLTEL communications supervisor. In add ition to being on hand for a Su1 u y brunch an d golf exposition, Lopez will sign autographs and meet players at the reception and registration later that evening. During the tournament, each foursome will have an opportunity to
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challenge her for best tee shot. Lopez has been associated with the tournament since it began and has helped ra ise millions for March of DimE s as well as numeros other charities. Her strength as a golfer stems from her coo. temperament and accurate short game "Several years ago, Nancy was playing with a group of amateurs. She hi": an approach shot in a perfect parabo lic arc, up over a bunker, to land softly on the green . 'Nice shot,' complimented one of the group . One of the amateurs, who had bee n struggling all day, was next. He steppec up and hit a thin, worm-burning, groundhugging iron shot. It bounced over the sand bunker, trickled onto the green, and ended up just about as close to the cup as Nancy's shot." "Everyone was stunned to silence. In a moment of levity, one of his friend s rem arked, 'Nice result.' " A nice result - that's what counts i golf. And that's what counts in the ALLEL Corporate Cup Challenge to generate critical financial support for a most
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161C East :O,lorEheE.j St. P.O. Box 337E9 C~3.riJtte, NC 28233 phore: 704. 375.800) lax: 704.334.6=·:a3 12
jul y
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worthy cause.
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Ron Vmson is an accredited public relatiors expert and president of h1s own CharlottEbased marketmg communications firms, CommunlcatiOnSolutlons Inc. and lnteractiveSolutions Int. He serves on the ste~ mg committee for the March of Dimes arm•:-' A/ltel Corporate Cup Challenge.
grea ter cha r lotte Ci:z
[educatio
Pfeiffer Targets Busy Professionals Pfeiffer
Unive ~s itys sc ~o c
C· f ~rad uate Studies uses on ine
Getting an MBA car_ be gocc for your career and f:Jr y:mr company In fact , num:r businesses will eve pay par of the cost. But how can you juggle yoer job an:l famil; ar..d coaching your son's tearr :lt t::.e same time'? Administrators at PfeiffEr Lrive l5 t'/ <www.pfeiffer.ed~ t lli ~ t~
ey ~a\'E
'lg f:::w Jr_sy p of:::ssie: mals
ca mpus. "They can sit in on a class and observe the profession ally·ori en ted cultJre firsthand . They can experience a professo · sitti ng with students arour c a taJie, guiding a dialogu e am ong the students draw· ing Jpon the wealth of thei r practic al experiences.. Students select us becaus2
the solution . President Charl es llm bi :>S?c says busy orofessicnal s cc: r att=1d
ec_ ~-
~
School of Graduate Stu:li ~ :; c: nc ~ti ll keep the ir ccmmitments . "We offer educ.atioo i n c persork3 way," says A'nbrose. "Everytody h a~ a different set of val ues t h~ v re tryin~ to juggle. Our typical stJ c ent is c: middle man c. ger wi -h tv1o sm all dli lc ren and civic res JonsibilitiEs. 'Ne'll hel p him or her get it do l e." Pfeiffer Univers·ty offErs fivegraduate de5ree programs at · t ~ Charlotte Campus en Part. Read: M c.s:e r of Business Admini 3tra tic n, lv'a :>ler c" Science in Organizatio11al Ch3n:5e and Leade-ship, Mester af Heal~ ~ Administration, Ma ster of Business Administration / Ma ster JfHealth Administration, anc Master c·f flr s ·, Christian Education. All of these prcgram s ar= s:E!c . fc3 . ~
they feel the right fit with our culture." Courses are designed to a:;sure timely completion. ThrEe semesters make it convenient for students to attend class es on a full-tir-.e basis during the calend ar year. Normally, a student can complete a master's degree while working full· tim e in 18 months by atte1ding classes two nigrts a week. "This allows herbal·
"Ou- ~::>4cal s:Jdent is 3 rr :1::1 e ma-c,iE r "Vith two sn1
chd:i-'e1 an:: c .;c <-e:;pcn il:iEs," 53)-S Pfa"ftr Un -.er>ity ~· res den: O J1 es A 'Tibrc!'-'.'!.'.'le' I 1elp I'W1 o - tP-r get it co1e:
ance working, family and civic responsibilities while <::~ aini r g the 11ost current skills ," s<: ys Lei :z;:l. Leitzel uses the femiri11e pronc ur deliberately. A majority of F"e iffe ·
the Jn. rE : ro5·amrr -g oo per11it st Lc er ~~
"T li s i.: a :·ib lJ1e lD t1 e c. dul~ ~ c.- ne · ,..
stu oents are female. The av=-age stu dent is a 34 year-old won3n, rrarried .
to:• take a I c= : hEir :ourses
vi a the 1te·net
s:rrs L.e ia =L ""\V = ' ·~e had
ar cver,..,h=. mi 1g r e~on ~ e ~o ti-e c. nd 'l-::> :•ili-y of c ur
designed fJr workirg adt.Ats. Cla ~ s e~
with a full time job and l.E : hild ·-=r.
co rv en h~ r :e
meet one ni ght a week, from 6: •JtJ p.L.
The majority of male studer1 s are alsc mar·ied with families.
or j ne oUJ3~ offeri n5.". '
to 8:45p .m. All course:; a·e videnta ped to allow a student v1ho 1c.s 11is ~e d a
To allow even greater =12.<ibi.'t-y =oc ts
In c: jd : en tc cc ' SE rrat eria th e =>fe FE - ·=• rline Ec o1 ic· 'Neb :s e <WI'I'W.:;JOe. pfeiifeLE :u> in: ud E~ 1' - J<s
class the opportuni ~y to mak= 1.4J t hE
stu dents to complete a grad Jate d E~ rt:E ,
work. Classes draw upon tre skl:le ns'
Pfeiffer has put courses fo r al of
tts gB d-
an:l pc;;e s tra t pn·, i::le rEg _lar stLd =l :
on-the-job e>.perieoce and pr o fe~ scr:;
uatE programs, except the !\l aster~ of ..!l,rts
se rvice:;, aojm ' nist ·c: five ass ~ tan c€ an:l
focus on applied conceJ1:3.
in Christian Education , onl r E. Cu no 1tlv,
ge r era[ nfc::orm ati c•r . ne~ i nks E:
students can take up to hall of a l :r e
stLjer -5 c::ro uct roLiine
to 'test drive' our cc ncepV says ToT
cour ses required for their defree :mli r.e.
th e Jn !.e r st ;~ Jc r a:=. .npl·,.i ng fo · ~r~
Leitzel, vice president of tre Ch3 lottz
Adrrini strators are considEr - g e.<t:=.rcfr g
pr c~ ra1. r=gis t e ri1 ~Jo- ou -s es,
"I enCJurage p · os~e o: ti''~ s: Ld e11::>
greater charlo-:te )iz
bt. ~i nes s
·,.· t'1
>-
july 2:GI
13
'· I ~ncou -age p-·::>~pecti 'e s:uc~nt~ to 'test dri·..e' :·ur concept," says Tc·n Leitzel, >ice presidelt :>f the :har-l::t:e campus:. "The)' car- s tin on a class and observe the profe~si-::mally Driented culture 'irstlurd. ;tuderts 5€ ect us ::.e:aus~ they feel the right ft with our cL ure." •:oov.=rsing wi h adv.3Jr!: an c obta ni ng ·equ irec materials from :he JOO<S-:nre.. "This is a great tool fJr ":l lks ~ho :rc.vel, move during their course cf study •Y
fird i: difficLlt :o §'et b our cam JU S
e·;en once a 'A eel<,' say!: ArrJ·o::;e "Tte
"We have regu .c.r meetin gs to s1 are
'A hat
works and what dc esn't,
and we survey our students to get their "eecback," Leitzel ~ays. "I really credit
our =acuity with tak r g the leap and SJpporting the onli1.= initiati\1€.·
n- class en,· reo nent las distinct adv::n:ages, but ::echno og1 is advancinE to 3.low u5: a rea:;.onable al:ernativ.= ' Stude1: D3wn Staley, a 'A'N31l st;:·
::lfei"fer University llas its root: h the
is also tle head w:Jmen'5: Jt:sk.etball coad· at TemJ.e Un ill'er ~ ity n
1orr e-school movement of th E late nine-
::>
iladelphia,
l:e1Efi t~
frJ11 : 12 co nver-
:eerth century. Mis::; Emily Prudden, a descendant of Pete· Prudden, a pioneer
ence of on ine lea-r ng. So jo na1y
•:::Ongregational minister in Co1necticut,
Jt1e- stJdents rrc:ra5irg tc ft class
sJ ent 30 years ope1 ng educational
·t.ork intn tlei · o·Nn :• uS), ives .
oppJrtLnities to young people in remote
"You c.on tak.= ;: class ir your Jcjamas," says
Lerrz~.
\J1o ::;ay::; t1e
areas o=the Carolinas. Pfeiffe - developed "r om one of at least fifteen scrc·J.s
JEak user t l1e fo r thE ol fine prograrr -
=>rudden founded. In 1903, the
, ·ng is oet//eE1 1 ( oo) ard 2:00 arr .
'Nonen's Home
In ord:::·J:B prEserve Pfeiffer' s ded ca : ic·n :o fJsterin5 oo llegia.ity .:: r d l:uild in g Jr:Jfession .:: r=iationships a...., Jrg
Mis~ionary
Soc ·ety of
: he V1efhodist Episcopal Churcr assumed ·esr:onsibility for th-e school and named t the Ebenezer Mitchell Home c: 1d
3:udents a1j Fc.:culty. the teaCling :;ta'f
School. After a fire il 1908, t he school
12s had to nc: l:e 3•J112 c:cjustmen:s to
'A'as moved from its originallo cc.: t ion
=-sure the oa11e :JUa lityof l ~ crrin5 tck es
1-ear Lick Mountain i-1 Caldwe .. County
Jlace onlin= a~ i1 tre trc ditiona ·:ass-
: o its present lo catioo on 365 acres in
·oJrr. Leit <:el ~3/5 Ea:h faculty member
\.\isenheimer, 45 miles northea 5t of
-,;:s his Jr rer ovm t=chri:ju::s fa · .:: dc:Jt-
:ha ·[ot: e, in Stanly County.
ng to tre new tEchn){ogy.
_uly2001
Pfeiffer's foray ilto the or li 1e educa:ion business is not out of character.
'A.ho plays Fo r The Charlct: e ::.rng durirg :he season and
14
A Brief History
In 1934 the sc1ool was r:- ramed
greater chari::Jtte biz
Pfeiffer Junior College in honor of phil:::trthroJists Henry and Annie Merner Pfeffer of New York City. In 1954, encouragec ty a bequest from G.A. Pfeiffer, brother cf Henry Pfeiffer, the college broadened its program to include senior college work. Matching a grant for $750,000 from tlie Gustaves and Louise Pfeiffer Researcr Foundation, in 1956 the college adde::l more than $1,500,000 in assets. The college became a four-year irs: itu: ion in 1961. The Charlotte Campus or:ened in 1977 with undergraduate classes in Criminal Justice. The first gr:::td· uate progran began in 1985 with ar f/\BA curriculum. To address the institution's expc.nsion a1d graduate level involvements, as well as to include a growin§ population cf international and nontrc.diticnal students, the school was reorgc: n-
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ized in 1996 as Pfeiffer University. The Chc;rlotte campus has been lll
at its current location on Park Road for just over six years. During that tim~ it has grown from 200 students to neal~ 9CO. It has 18 fulltime instructors in
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Gr3duate Studies, with a student/inst- uctor ratio of aJout 20 to 1. Ambrose, son of a Baptist minister and a Furman graduate who took over the reins at Pfeiffer three years ago, says the division of the school into two separa-e campuses wJrks very well. The school's logo combines the steeple of the char::e at the Misenheimer campus with Charlotte's skyline. "Operating from both platforms i~ as good as it gEts," says Ambrose. "PfeiFeprovides a safe haven in the midst of growth and an urban environment."
Community Partnerships While t~e Misenheimer campus is a traditional rEsidential college provid · ~ student acti\'ities and sports, the Schaol of Graduate Studies at Charlotte is a 521fcontained urban campus. Its five-acre site houses everything its adult stude'lt3 need including classrooms, library, business offices, a student center wit~ a bookstore, staff and faculty offices and -:omputer facilities. The Mack C. Jay, Ill International Center for Executive Leadership is
greater charlotte b iz
> ju l y 200 I
5
an attached component designed specifically for the graduate programs. "It pro-
as well as several churches. "We serve the community
vides a1 excellent teaching space for the
through the development of
executi>â&#x20AC;˘e learner," says Ambrose.
many partnerships with these
Thf' lobby and reception areas are
Charlotte area organizations,"
To allow even greater flexibility for its students to complete a graduate degree, Pfeiffer has put courses for all of its graduate programs,
similar ~ o those of many corporate build-
says Ambrose. "We have also
ings and the high tech classrooms are
strengthened the community's
except the Masters of Arts in Christian
outfittej with computer hook ups. There
awareness of our programs
Education, online. Currently, students
is also;~ dining room designed along the
through the development
lines of a typical corporate facility- no
of noncredit courses and
cafeteri3 line here! Original artwork
programs."
lines th= walls.
required for their degree online.
Pfeiffer sponsors cus-
The School of Adult Studies (under-
can take up to half of all the courses Administrators are considering extending
tomized corporate training pro-
graduatâ&#x201A;Ź education for working adults)
grams for companies like Harris
the online programming to permit
and the Carolina Institute for Community
Teeter, Inc. It has also worked
students to take all of their courses
Policin§ share the Charlotte Campus.
with the Charlotte-Mecklenburg
Leitzel says the adjacent parking lot is
Police Department to begin a
usually full on weeknight evenings.
customized MBA program with
During the day, Pfeiffer makes its
via the Internet.
an emphasis on law enforcement. It
facilitie3 available to a variety of commu-
hosted the Women of Success and Vision
nity org;:tnizations. Among the many
luncheon series.
gram that Ambrose says is an "institu-
The Future Pfeiffer plans to extend its graduate
Charlo tl e, the Charlotte Symphony Guild
eight companies is sponsoring the pro-
tionalized form of service."
groups : hat have held meetings or events there during the past year are Leadership
program in Prague. A consortium of about
This interchange with Central Europe is just one example of Pfeiffer's
Board, the Allamania Society of Charlotte,
programs this summer with its first inter-
efforts to customize the learning experi-
Goodwi.llndustries, the Emergency
national enterprise. The University hopes
ence for both students and the firms
Winter Shelter, Right Moves for Youth,
to enroll about 20 students in an MBA
and industries they work in.
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rn a ~
13 777 Ballantyne Corporate Place S uite 305 Charlotte NC 282 77-3419 Phone 704.540.5800 Fax 704.541.0059 Visit us on-line at www.ineteng.com
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by 1ethec: =c tney rhinerardt
Jirr Kunevicius i!: bet1inq t r = future on qet1inq CJ m p.d ie5 to
1easure rei::Jtionship o: 3p i al as a finan:i .:: l :3 Sse. H
he suc ceeds, h= ' l he lp Seu at Company beo:a11= a
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force in the consu ting ildu stry. And if he 's Vt'r:n~ ? Well, 1e's too bJsy to 11ink about that ri ~ ht ncv,·.
It ""Nasnt t l:-_at long ago tba . Jim 1:<:. 1e\' ciu'-, a mere 2-+-yc;n.-o d =rtrzp-c::•en ~. ::ombined his ::::harlcLL=·FO"-U COIJ::any Viciou; SystEOS
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1rd the on· ary rot on ly gJined early nor_zntum bu. also enj::J}.:C stc:a:i; g ·o·,v ~ ~ll:"eVclJJS S.:;'S that wh ile otr =r Slal1Up5 '\E:::.e p-eoc::upied \v'ith th: In eue., his
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:md _meocti·Je r::::arke·ing, .,..hie gill ·n college
initic.tives md w::>rks .viih tTajor ::lati:: nal
it was a tricky propositi ::>n to - rd
b-an:ls on :cm±x d ~s ign issue!'. gl:ool
your way back
esign stn ..egi=s. and offiine-to-oflioc b-an.::! integraL o- _
page the next Lime_ Even
lt is not S.IllJrising th<.t this )l::>L ng ellln:pren~.lr
out c·f his dorni ·c-y- ::::>c tn, t:uoc·v : grew his comp;T) La SC
-_~s
x just lE n_on .. hs. At thE S.l:rle TC 1-.z \', lS a L\\C- in1.2 Socc· .~..:zd~m;:. .:\JI .'\:r:..:ti:::an and J,ratlu::._ed '' l l F 1i t:ap--:J~ p -, Magna Cun L1.xk H'd 1 -l.l_ --;an n l Sigrra
r~<rit·na
h TJc•:;t
V/'i.~
I ~-_ ·--G~r
lL
suc:::~edzd
jus
n , btrn
~
::>e•DI ..
na t K·n:·.rcius
. •J
in.eoct ,-e ;oln ions md ~s
4-~l
who has cch·e,?:l sone.hing sig1ific:tr.L. or is it suptistlg T1e Bus ness: Jou Tal
cf Clarlotte l.a.o -ecognized h mas <.
3tLU ::g~ o:.JC
suit-
-ew-at '; c 1 e .. c:rec. 'c: - T cer
Kun,.viciu~ ov~·se:s::=ro:;;:-chzrr.:l c.~sign
it wa
frustrating to navigate a '-ery s.::runfriendly checkout. Sure the banner ads :md _ct::ry logos drove Internet traffi::, blll w -at made online cu tomers co11e <..ck7 Tl-: lnternet put a new "'rink e in be customer relationship equaLi n. RL11e·.·icius couldn't help but notice this ;n_,j beliz''CL that personalized, face-to-fac-::::.lS.::>mcservice could be replica .e::l on t.1e World Wide Web. "Customer Relationslip t--l<nage-
11e Carolir.as' :<C()l Ernst 61: Young
mem isn't new," he says. ·sm;: l
[ntr::preneur of he 'rear Av.a:ds.
comJ=anies and corner
~Lc•res
provi::led personalized
~cnice
In the beqi
ing._
1990s, hctsrot all busine:;:; ""'
bt-l'e .ur
years But it's Lough for a forune
Back in th~ :bt-com heyday of Lh:: 'JJth,;a~ers
:Jrecli::te: tha·
c. be conduClec via lhe lnLet:neL So c:: m-
1000 company with mil liens .f custome·s_ l figured we coul::l b-~-~ r bo.1L a one-on-one customer relatic1;h
or
the Internet." This was the dri vir_g prit-
·~· le
to esnblish ,;n
behird his launch of ViciJus ~ys tems
lntemet pre:ren:::c:. lt -:lidn 't
to help enterprises manage th_ i- cus-
real y m.me-
ViciOLlS System offe red s.rate~i ~s to
whct kir.o:: d
reach customers and bLil the Ll'chni·:c:
Lome: relationships over he
b. ~r-el
Web :Jresen:x.. it
infrastructure to store custoTILr ':Jrefer-
w<.s just -m]Xra-
ence~
Li\·e to lE.ve one.
real-time Web pages and e-m-ils that
Would-:c: CUSIOmcrs die cd ontco COlT pan; ~j
and profiles. The result = 'Vere
were personalized , time!}-. relD'1nl and anticipated. '- lL's easy to put a J:ictu re
J
·you-
tkcugh pa§.t:>
CEO and your com1=any~ his• ry on a Web site," Kunevicius sa>·s_ '" Ls mort c. (ficult to say, ' Dear j ohn Coe, --Jc_ noti :c
ur:an pages of infmmation,
that you have 6,000 in :'our : 1eckhg account. Would you be in·ere!' t ~d in
pmducts or -.arketing li.:eratu ·e,
open ng a savings or bmkera~-~ <:~ccounf? Click here to chat with a live -c:2-vice
often 0\"=rwhe lmed by · he
agent to discuss your options To oe ab le to deliver that messcge tc the rig!- ..
shec:r volun·-~ :Jf wha they fo_ 1d.
Ievel of sophisticatio:t."
sites, poring
An c. it was c:: n-
perscn at the right Lime requi.:e:; <. h igJ-That sophisticatior. wasn
ost on
fusi •g LC> 'igm~ j USL whet i nf::,--
Systems boasted an impressk: :liz nt I -L
maticn "'''::IS rrust peninem_ Au::. if
of Fortune 1000 compc:.n.ies 1r-du ing. First Union , DeWalt an::l Waclto·:ia_ The
you cid ind::d fi r_c wh;~.t you
company consu lted with the - i ~.1:st of
wet~
jul:. 200 I
wo-~.c:
Corrmun·ry J!'- c1:: of Cha:bne'o 40 nd:: r 40 a\\a:d VJinnets. !'lor i,; it :;u--
pan e; sc.:ranb ed
20
the e~:a:: sa --e Web
Distingt.iffied 1'-'lcmbcr of toc Bu~ims;
ir : lu:l: h __ grated
m.rleti1g . ort.cni~a onl- de-,-::: q. -n nt , in g.
given ar.JL:ally- t• 1 gtacuate unc.er
Frising h3t he i~ amcng the finalist!' in
_:.e ,;:ruL _
capital bacbn~ LJ JTcge - is Co>Jl pm:y wiL:1 Alleg.am ·c111irg Xu8· _C'-pmdin,?; ocnice offc:rin?;S
ha!'; tecently re:eived t ·
UNC Char o·te:; 'burg Alumnu!' Aw;rrd,
to
locking for,
big businesses. In a short tim<, Vicious
corporate officers LO customiz:: 3.tatcg 6 for leveraging the ln:e rnct tc -L-engthE-
greater :ha lo:te
::>
z
customc-
relatioc~ip:-
ing knoN-how, 'v'iciou:.;
Beyond C•Xl =-..t --
in telephony, sales force automation and
telecommunications, infrastructure
System~
other proficiencies for a more compre·
services and business services.
alsc
~Zd
the technical ex::t·tise ·o execUle ar:l deliver the;e ad'.':rrced ~elationsh · p managemenL soluions Lz. rge fi'larcitl institutkns, conoumer ?roC.LCt 1rumof~ turers, Etailers, ard venture caJit;olis_~. all took notice. And the succ=:sse:- :lidn't st.:: p there. While man;- staL-ups were gomg bust in 2000 . Vicicus C:;ste:r_s ~kil ft ly merged with an ln.diar:::.:polis :itn. T - c merged ..:ompan). -ena.-.ed Seu-at , secured 565 l1illtcn in 'inancn~ ·wrn a pri\·ate equit?
gro...~p
Frontenac engineered the merger
hensive offering. Before long, the company boasted an impressive staff of 60 technicians, Fortune 500 executives and strategy consultants. Management had aspirations of growing nationwide . Th ::n Frontenac came calling. • Frontenac C mpany is a Chicago-based private equity firm. Frontenac invests capital in services companies that are involved in building the networked economy, focusing on
between Vicious Systems and Allegiant Technology. Allegiant specialized in telephony customer relationships. They advanced new strategies to gain customer information and improve service at call centers, and retrained call center staffs. The combined company, Seurat, is a pioneer in the field of "Relationship Capital" - an approach that capLLtres and maximizes the combined value >-
ir Chi-:agc. lL \..-"Js
one of the latgeot pcvc:::: equity di'al.= in Charlott=: l-.is or, :rnd tf-e la:rges.. Chulott=:-ba~ed p.3cer..~::1l in the yc.r 20CO. ot bad fer :he r c·w 2L -~, e a- ._.td founder and pre :le:u.
We
Ill
ons
HE'ading lor a rr t?rgE'r... But
t h~
mergcT wc:=r_'t a get-rei--
qu ick el'it stBteg}. Kunevicus e_;q)lai-.5. ·'Vie l-ad
01 L:'"-
compan es offer t:• pudlase Vicim_s Systems. But we """Ere c'lly T.tere:-t=:c in a srra·egic offer whic~l. would ;,.=Ip u:. ach:eve ·=ur vision fa:stu J::-td wif1 · e::.s risk. We wan.ed :c encr new rratkel 3 and augment our c:xist:::::Jg capatilities. ' Vicious Syste s h:d foCJscd prirra:rily on intera.:tive custc 11.er rel,.io•~ •ip manageoentthr:•ugh g:ategic em in . marketing, persona:liza .ior. and \.\ ;>:])
At Robinson , Bradshaw & H inson, we develop innovative
design. But as the com ::any evolved, L became : lear w oanagotnent tlut c:ff.:cLive cusl.:lrr.er relat J::-ts-Ip man<:gcm. -u needed to span m·Jtip"" c:l.an:lcls-nCI just the _:Hemet. "Latge busin:::ses ::e put:iog - r eno:moL> atrou::u of rc:;ources nto grO\ving customer relati )nships on tl- :: Internet,'. say; Kur.evid .1s. 'l:ut thos_ same reL:nion3hip.= are ost at the call center or t!-.e retail Tall : h Technia~ ' systems 'leed to be intcE:rateC. and a relations:1ip strategy is r::qu:red to service a.tstomer~ : ons :t::ntly a :: ro-3~ the ::nterpr·se. Conpaces r.eed tc understand the ir.tcrde::zndenci.es between their cuotome-: , employees. partners an::! s u~p . ies. Vici ~·us :ysterns bc:,5an hdn_s Ia _ n .
greate r crarJottE biz
solutions for our clients' lega l needs. \ Ve understand the cha ll enges facing both emerging and estab li shed companies in today's complex bus iness environment. Our approach is tailo red to each client's un ique situation so that we provide the most effective advice and the most effective solutions to meet our cl ients' goals.
Robinson , Bradshaw & H inson- a tradition of excell ence.
Robinson
Bradshaw &Hinson
N ORTH C AROLINA OFFI CE
S OU TH C AR OLINA OFFI CE
101 North Tryon Street Suite 1900 Charlotte, NC 282+6 704.377.2536
The Guardian Bui lding 223 East !I loin Street - Suite 600 Post Offi ce Drawer 12070 Rock I Iill , SC 29731 803.325.2900
www.rbh.com
july 200 I 21
ar. organization's c-Li:::l tu~~ L~s: relaLionsl:-ips vJith CL:.x oe ·s. -:::IDbyees, suppl ers and -::a-- ,et:: lO cr::ctc market value. Seurat r. c l ~. o:crp:ex 011erprises manage all of -LS rebt.:>ISh:J:c l::cth inLerrally and o-..'L' ·-,_::ty. P.ccodm.~ LO
tion is
spa~:ce
Ku::-zvi ::.us ccm?eti-
md .ar,:;.: y h .5--:-tented.
"E.ig consulting ccTr :J~ ies cn::l s:ncJler niche tech:l:J
ogi~::
h<J·.c st:nE capa-
bi l itiesintl:isspx:~ · ~says
enterprise-wide
rt~i _..-shf]:
oa.a§ement
of
tions • c. er crt;I- mem; consume. and
skills and exr:;erie ,-e ·J:- :n is E.Lc in
indusci 1l pn-c.uc-3:; electwnl:::s, tekcom-
today': markctplaL ·
munic:-jc•rs. ard .::omputhg an._ energy_
Sem·at has gro. 'II than 200 emrloyces tions includirg ·=·
I
r:.t-cf~
to more
;b: ofLc loca-
~iou::,
A- ~ illla,
Seu -a : )wnoo Cld op::rated a- a pallne-:h-=. Et:'"'"ici-:.E is both a ::lir•_ctolr ;md chef C?3 jve :ificc l of the comp nr
Boston, Chiccgc, IIX.Br..at=olis ;md Tarnpc.. EmplJyees
:: -::J::~r
f·JL- ?Taclice
TruP 1c his
marketin~ ;:.-ti_
develcpment.
Tar~ct
cg;Jrri;:;;;tic·nal
in:fU3t-i::s r :: finan-
cial services; ·niJrr -_ieon,
c ·:~cn_nica-
Pginnings...
-:z_-,cvidt:s· -ah
areas: strategy, intc3.:::ti>-e sc ujJns, integrated
' But
co~s--::.:: ti :: n
requires an integLio:
Leo
Scurat a:::n_a y
rg tefo;e: 'v'icious Systems'
be.s Jn
found "in 19<;c This Cl-::vclard, .J -tio ~cmed
na.iv::
de=tined fm entro:: plcn.:ur""~Sa
:.h·p. l- c ;:tl' , it
[arrily t ::lilioo.
Both l:_Te i _i ..1: ' ·a her an::! gm 'ld ·lther
aR seri::l e1tre:pr
eurs and he wft-
.h: :ns al. outs of running a busmc=;:..1p J::>~e.. oe>se
'l .::err:: fm-r.. Jn enreprencuriJl
[am.ily"l-e starl-Lf•-3. a
\ElY
sa~r:;.
·· was expooed to
b~· - oc~.:s
and managemc.::tt at
::::urg <go 'Lan;e tusinesses ar:!
pri1g :1n :! - ormous amoJn or res:t:rces iniD growirlg :usto'Jler r~
atiJnsh J:-3 on the lrrternet,"
sa:.-:: "'ureJi:: ...tS, "but those same r~t
onsr ips. 3re 1Jst a- tr:! c :~I
CE'ller or
e re-a if b·ar ell.
T.;::1nic.:l S!'Stems need to :>e in-e
o1i:!d and
o~
rela-ionship str3t3gy
i:; ·equire.j tc service custJrr ers cor3istently a-:·oss the ente-rp rise. 8_1 :H Cnnput~Ub . ::)n\vn.,eb
:no~E
f ..,. ltom,.•& •-.sln.,,,..,$
tre limo, Kt:nevicius w:;s f.ar
h.crestd i- SOCC-::r then
r . C.JO'i-
:1e53. "]- c c.tb let c teen received : h..ll
1f\/e Bring You the Nlost Conve-1·er t and ,~.ffavdable IT Services ln America ...On VVhe~l.::. ! Fron· ]:Ia v in~ tc i n ~al l at i ons - from hardware to s;:, intranEts to irt: mEs - PC Or Call does 1-. Our flEe Compl ta- La...-.s, un X.,.1e la bs-on-wheels, deliver total co 1 mer ~H vi ::e 24 hc t rs ~ ±:!'~. 7 ca,·s a week, at a fractio1 of the •:<N ::•f co1r1Enti onal IT S EI"'\i ·:e~ _ lt\'1: kEe~ )'our busi ness ·::> peratirg at peak :JErfc -ma c~.
PC•-nen~ '"'e :=come To You
22
july
::Jc I
· n tl1e -~1
cf 199-=.
I<J:I.L.:\·icms
-JI..J
p ~yed s~oveeper JL
C1Jrlcu.:: : :c:_J was a three-r itr.e
o:a:xac cf _ro:: soc:::er teJrn. The t\-1.-::>jn_:: _
-·xer
~a~ cc::::.
A·:OC~LliC
All Ar:1.c1 C3:1
n mc.nascment infcnT J. ticn
sy3te:JT.5 ~ nd 31U.:::kd COilJ=UlZf °Cie1Ce.
704-596-0007 www.pco r- ca ll.com
~
C2..0 1PC OnCd
_-ou--ye:rsx::=r :::holarsh p to UNC Char],._ c H.:: <tlr,~d ir ti-e =2ueen C ty
:-lis pr:: .Ness
Jn
l c ath eli::: belL nnt : hd
1is a.:::x: DT ic ' p ude.
r: ...·--,g h
s s;;:nhomore ;'eat,
:<une _i_ts b. ilr 7Jeb sites for hs
g r· Eat e r c h a r I J t : e b z
fa.Lher '~. bu8rl~33
clients b:~ck in C h ic.
l-Iz .hcr in. ~rr.ed vlit:h :.eve raJ :~s
cc•mp:rr es
Jn
~ u~ rnct
.-13 r
m te
At a recent UNC Charlotte venture capital conference, Kunevicius entertained
coc rci"B t•' ..
the gathering with his own particularVC story. Kunevicius recently merged his
K..1 r e c us fcquently Lemons.ta ed
Charlotte-based technology company Vicious Systems with an Indianapolis tech
er:cellcr.:e f::a Jnterr et cl.evelo [::C.t t. often bt-ngir.6 1i' ·caJ-,,c•rl:l S•J.utior.s back in J t· e c.ass·c·orn foJr c:re:::.it. A:::td e\ en he .ad <L3, his :lorn roon: Jt..!S:iness WJS
fa:- 1noc·e cllrac t ve _J h o
b :n 2
company to receive $65 million in venture capital. During the terse talks with Chicago-based private equity firm Frontenac Co., Kunevicius says his group decided it would agree to the terms of the investment if a certain "appendix" were accepted by the other side.And the appendix? "We had written on a piece of loose-leaf that we wanted two jet skis at Lake Norman and a Weber gas grill."
ccmpus job
After the laughter died down, Kunevicius added, "We've got the grill in my office,
"I I:Ed ::>o:co doing rnen t [I- tend] p<.s~.ion
The Deal-Maker
J
ot of uvek·p-
oy own ;m:l 1-.acl
0::1
but we're still waiting on the jet skis."
:1
·or ll ,.
Ku :::.evi:::u..s
\"'C.S
com ·o Jtal: l.: ;;;a-king
w th serior :rr a1a.;;ers to: bt..r lcl ~-com !11Zr::e 3_es E}
t~
A DESK IS A DESK IS A DESK
;;raiu~utd
Lme he
nu§na CJm h:1cle fo m UNo::: Cba:tlo':te
(UNLESS IT'S YOUR DESK)
in 1993. K.T.3iCLS had Jffers rom
Lik: ris
1vfiCOSOh <IJL _ UD
grar.d .-Jller. h: tur rd ti,-e off.e:rs
<:::lL
l3t0CT ar_:l
dc\\r:l
the ucra-
de:il:kd ·o strike •JLt ::n
hi3 ow1 wL.1 Vici:m3 Systeos. The YCL •g g~-:u:iuaLE d ie m h<.v:: JL)' ven ture l\Cn;:y, nor :l id -1= hc.v~ a 3a les fore. B·_t L: u :e;:.q ha.:: a eli
tele
that was gr:\'.ing. " I a rea:!:- haJ a client bc.se oJf a
dozen :::.· m -·<nies te:for:: I ~cid.:d D gc lJr L" 1-e ·emt:JTDers "By tzk i:-.g J Ut ju3t
eru~gu
al:le to
rn::ncy ·o '.:rvi·;e, v,e wcre
no~
Some just see a flat surface with legs. We see
··JTv:ad ."
Arorgs.. his pcersJIC -:J J:::.-cssc-s.
a garden for your ideas. That's why we create
Kunev: cus 1:.d cea:ed quite a name flexible office solutions that allow you to work the way you want. Our
fo - hims=lf a5 a p:-cject cade1. 'i':~n he ann: mnc:::. h is
~ n n- .: p
h re-u:i·::ns
to his clo:ss-nms, a o mo:-itte:l f.:w "'ere
eager
joi·.
tJ
Alll-ocgl- Km =·,icr.IS caref..:.ly ·::-pe;ated the fle:.&· ng rom ~::u-y in
•)UI
c · the bon u:: ·o·Jm
garage i- h s ·-u::· u~e near Ul'-C
redefine your space. Be more organized. More productive. More creative.
C.Xl\·t:
the
::Jnr· LtC:Le.
"Although =e did1 t h a·,·e much
in o a
ccm~n:;
• tech line.
;:;er.nlty m .. \·ed
o- y .:;ff ce c r
Wes
M::n~hea:l
fJ r-
nL;hecl;; m•::s-.: :::xdu~ i ve ? through thjft sh.::Jps aoo ,,e, ·nd-banc 'urnitcr::
~reatE-
This is what we do. This is Techline.
:~
or mo::- c;," he 3ay.>, "we ·A-ere li·Jirg t 1.e cl~am and h<Pring fLn. ' The
shapes that all work together in countless ways so you can define and
Lbl: ::J.~I<.
it wasr't ea;y A hm.J ful cf euployer:3 wor<ed
furniture system is made up of building blocks of different si zes and
:rarlctte biz
~tc:e5.
For more information, call or visit our showroom, open Monday through Saturday
Techline Workspace Specialists 4446 South Blvd . • Charlotte, NC 28209 • 704 .334 .6823
july 200 I 23
Employees installed old doors and windows, and added a new coat of paint to brighten the interior. "It was tough, " Kunevicius admits. "But it wasn't long- they call it the tipping point. You're never exactly sure what changed , but something happened and you never look back. " Kunevicius believes the tipping point was when the company landed American Management Systems, a Fairfax, Va.-based consulting firm ,
â&#x20AC;˘
as one of its largest clients. American Management Systems had a portfolio of clients requiring the advanced Web design and marketing capabilities that Vicious Systems could offer. But the bevy of clients wasn't all that American Management Systems brought to the table. Through the company, Kunevicius met Jerry Tylman , the man who would become his partner. Jerry Tylman was a vice president at American Management Systems where he
At Last, Effective Business Communication Is Not An moron. Have you heard about OrgCom, our Master Degree in Organizational Communication? It's a generalist degre.;: witt a foc..1s on public relations, management, and corporate ccmrr.cnicalion. Call us at 704-337-2314 to find out all about it. Or eett~r yet, visJ our website at www.queensorg.com.
24
july 200 I
704-337-2314 â&#x20AC;˘ www.queensorg. com
greater charlotte biz
deh\· _--red
ov~r
S 15 million n iLt~n.ctive
-:=-he: facilities are a far cry from Vicious
5etYc_2:5 busine~.s. As partner"' vicious
S}5:~m's
5y~Lcms,
bor us room.
he ::wersaw corpotatz
xga '1. zation . business stratc:g,- ::md jeveJ.JpmenL, recruitment, JLx.uc:Jclln~r
rdacon;hip managur.znt, md
:Jn:: duct deli·1er:;. Though V cio_~no .)~te::-to
shunned manage~L itlEs,
-:=-yi::nm a-td ::<:unevicius opeJ-a_d as CEO
::od :::--e;ident, respectively -::-he duo pwpelled the cc rrp•y to ;:;r•)\\. th:: business more thn ::..C•C percent <'nnL:.l l~'-
As mnagement e~prrcleJ imo
eothe- of!torprise relationship c..J.:mnels, ?io:icJs Systems was reposidoccd iJ the
humble beginnings in a rented
In addition to his business ventu::-es, Kunevicius finds Lime for a number o r bc·ards: UNC Charlotte Alliance Boarci of !.d•:sors, lT Advisory Council, The Light Fac:Jry Board of Advisors, Charlotte E·IS:JM Advisory Council, UNC Charlotte E·e<Id of Visiwrs and UNC Charlotte ksiness School Board of Advisors. He ca"l also be found playing and coaching yoll.h soccer on the weekends. As the offspring of serial entrepre-
pC!:L coL-·: om market. Front::rJ.c -=>atners
reu:s, jim Kunevicius hasn't ruled out
LJok =o:i:e d the young co11....zny in
ano:her venture in his future. But for
M<rcL 2COO and inked a deJl J-a1
nCJV"', he's fulfilled by his work and happy
l-1a:<. ::eurat was off and runnir: g 'ATLh
to s:ay put.
KLnericius and Tylman as cl:ire·: _cr' of
ha.o an awesome opportunity to be a
Lie ccmbined company
In March o:- this year, Seva oollp..::t.ed the
r~novation
"I love what I do ," he says. "Seura
o:- 25 00•)-
fO\-'erhouse in the industry That's my ide<: of fun."
biz
s::rJa-::-foJt bstoric Grinner \':ner
f\.1etf1ea Fortney Rhinehardt is a Charlotte-
\vorks h:ilding on West McrC::.1c:acl
bJ~Ed
g~ea:er
crarlotte biz
www.liquiddesigr .net
writer.
j L ly 200 I 25
by nan bauroth
AGV Products, Inc. automatically boosts bottom lines because of its commitment to creating innovative software solutions that drive industrial-strength moves.
Mats Herrstromer has a problem tO SOlVe : Proctor & Gamble wants its \larer.ouse Learn to deliver pallets comaining the 24 different materials used in manufacturing a diaper to a product assembly line 24/7, at the precise nomem needed , without lifting a -inger. Not to worry. For this Swedish born engineer, split-second industrial deliveries arc all in a day's work. His compan7's specialty is birthing automated guided vehicles (AGVs) Liun are man enough for the job and super-intelligent to boJL. Founde:lthirteen years ago in Charlotte, AGV Products, Inc. <www.agvp.com> boasts a blue chip clientele that includes
greater charlotte biz
Home Depot, john Deere, Procter & Gamble, the Seattle Ti111es and Fuji Film, not to mention the Kennedy Space Cemer and Lawrence Livermore Laboratories. Revenues this year are projected at $14 million for the rapidly growing company, which just opened a 40,000 square foot manufacturing/demo facility and corporate headquarters off Sardis Road. AGV Products' success story is due to Herrstromer's passionate commitment to creating innovative software soluio'lS that drive industrial-strength moves. ln today's intensely co11petitive global economy, smart companies have discovered that smart moves make for smart productivity, giving them a cri ical edge in labor costs.
> july 200 I :;_;r
""R
GVs allow companies in high cost labor areas to compete with companies in low cost areas," maintains
becomes a more practical or viable alternative." ln essence, AGVs represent the marriage of intelligence to goods handling.
1:-lerrstromer, pointing to North Carolina's
"lt goes back to the concurrence with
textile industry as a prime example . "U
which information and materials move
th ey automate here, they can do the same
together," Nofsinger explains. "AGVs
or better cost point than Mexican compa-
provide real time informati on on the
nies or other competition . That's why
activities and functions they serve , which
most companies are investing in AGVs."
allows them to be much more responsive
Procter & Gamble (P&G) is another case in point: The consumer products
to changes in demand or other issues." john Deere, which purchased 62
company is getting stiff competition in
systems from AGV Products last fall for
its nappy business from low cost nations
its 5000 series tractor assembly plant,
like Bangladesh and Poland. AGV
is impressed by the bouom-line heft of
Products can help close that gap. "The
this industrial technology. "Productivity
way Procter & Gamble competes in this
wise, we're not wasting time where
global marketplace is to be sure their
work isn't needed," insists Chip LaPole,
cost is less, which they do by automa-
project manager.
tion," Herrstromer asserts. Herrstromer is quick to dispel the
According to La Pole, the john Deere plant is a mixed model environ-
notion that AGVs replace people, point-
ment in whi h labor content on a
ing out that high tech handlers enable
tractor can range from four to eight
employees to move into more challeng-
hours depending on the quantity of
ing roles that enhance productivity and
options a customer orders. "The greatest
job satisfaction .
blessing of an AGV system is that it
Employees who use AGVs testify to
offers you infinite nexibility in routing
that. "We don't have to ride forklifts all
and delivering th e work you perform
clay," nods Steve Parizek, electrical and
during the assembly process. We route
instrumentation technician at P&G's hair
AGVs to stations where work is required
care plant in lowa. "AGVs do the work
and bypass those where it isn't, giving us
for us. Travel time is the benefit. Hauling
a continuous path. "
5000 pounds between two buildings connected by a 160 foot ramp costs a lot
Inventor~
of manpower." john
ofsinger, a form er union
member who serves as CEO of the Material Handling Industry, a trade
Intelligence Gathering
ln add iti on to teaching veh icles where to go, AGV Products software can control in ventory- down to the nanosecond. "You get very good control
organization headquartered in Charlotte,
over your material, which in the pharma-
sees AGVs as a \vin-win. "This economy
ceutical and nuclear indust ries is essen-
didn't grow by getting rid of people,"
tial," says Herr tromer. "But even for oth-
he argues. "We're employing more
ers, you never have a lost load, because
people, not always on the same job
your system has a comp lete record. "
they had ten years ago, but to the
At severa l plams this in vento ry
extent we can keep doing that, AGVs
intelligence has enabled management
and similar technologies contribute
to pinpoint a major production boule-
handsomely to productivity and
neck. Whenever a plant had problems gelling production out of machines,
profitability of the economy as a whole."
employees blamed it on failure to receive
Marr~ing ln
Information to Material Handling ofsinger's opinion, AGVs play an
important role for companies morphing into a new economy model. "As workers
2.8
j u I¡; 2 0 Câ&#x20AC;˘
materials on time.
ow if that happens,
management can see precisely when material was delivered. To leverage their inventory smarts,
become scarcer in jobs that in volve lift-
AGVs can be eq uipped with bar code
ing, handling or moving, automation
reade rs th at identify pallet content, then
greater charlotte biz
t..GV Products' ab1lity to des1gn custom solutions has helped build a client list that includes such corporate heavyweigh:s as John Deere, the Seattle Times and Roche Laboratones.
~
record th e lc路cation where it's stowed for future refere::1ce. "Imagine a grocery store with lOO,OOJ items on a shelf," says Herr tromer. "You know exactly where each pallet for each item is, so if you have three p1llets of milk, you always take the oldest or whatever. That's what our Trace 2000 Inventory software does. "
Neither Darkness. Nor Cold Nor Plutonium Thanks to AGVs, companies can handle materials under cond itions that would stop human beings dead in thei r tracks. For e. 路ample, AGV Products provides systems for andia National Laboratories. where an automated guided vehicle is used to remotely handle and monitor drums containing plutonium pits removed from nuclear wea pons. Technicians ope rate the syste m from a nearby trailer, significantly reducing their expo ure to radiation. The AGV not only eliminates the need for workers to handle the rc.dioactive material , but al o allow the pi ts to be stored in denser arrays (which creates higher radiation levels than hJmans can be exposed to sa fely), roughly doubling the pit storage capacity of the plant. AGVs al.;o o ffer precision movement no human being co uld match . At Lawrence Li\ ermore Laboratories in California, scientists study inertial confinement fusion and the physics of extremely high energy and pressure by combining tre energy of up to 192 high power laser beamlines as pan of an effort to solve future energy needs. Their wo rk required a sy;tem of automated tran port ve hicles using a fine positioning sy tem . Many design challenges were presem in the developmem of the transporter. The geometr:;' of the laser bay required a cantilevered forklift configurati on and four wheel sLering for crab locomotion. arrow corridors, limited spa e and sharp corners required a precision positioning system, and therefore the ve hicle ~
greater charlotte biz
july 200 I 29
i :~f
was designed to be
"We have to be very innovative
g _' ded using an onboard laser
and come up with smart solutions for every customer. It's easy when you're 1 5 employ-
rm5e finde r that determ ines po>·ticn to within 0.5 inch
ees, not so much when you
[-om roe: lective targets mount-
have 50," says AG.J Products president Mats Herrstromer.
ec on _'le wa ll s of the facility. The for-<.s contain a fine posi-
tioning mechanism that allows position-
Damage control was the justification for
ing prcdsely in three sepa rate axes, longi.tudin 1lly, laterally and angularly.
Milliken, which uses AGVs
C eanlhess requ irements resu lted in the \'C.:.icle being entirely electrically driven.
T-c on -board control and traffic managerrcnt s::-stems we re developed by AGV
because they are basically guaranteed to run smack dab between rows
Fro::Ju.:_s, lnc. Trat precision capability also sold
of looms. As
t:- e Seule Times, which relies on AGVs
tc trar.:.pon paper rolls, weighing tons, C. recti} into presses to keep them rolling. D;;_:nag ~ control is another selling point. ··vohen you handle newspaper with a cl::.:np !ruck, you can destroy outer layers o · paJ=er, which must be removed before
Herrstromer points out, "lf you dri ve into a loom it will be down aw hile, non-productive. Plus there's the cost to fix it. " Finally, there's the ability AGVs have to operate in the dark. At Kodak, tireless
it ~ pu_ on press," explains Herrstromer. '·l'.GVs handle it much more gently, so
vehicles with ESP keep the film processing
~OL
plant fun ctioning 24/7, lights out.
h:tJe a lot less damage."
Trusting Customers with the He~s to the Hingdom AGV Prod ucts does somethng
n:~rr,
high tech fi rms don't- hand custoncrs the soft ware source code. "O ften so frv..arr. companies use that to hold custcmer:s hostage," Herrstromer says. Instead , '\-::; ., Products provides tra ining so client5 or. easil y change the system. They a so ~·re 24-hour customer service by phone .mel online to diagnose and treat problenrs As
to
cost, that depends on hO\\ n :: ed~
Do they give away solutions trying to get orde rs?
much intelligence a customer's
Do they prepare proposals before QUalifying prospects?
require. A general rule of thumb for
Do their proposals get shopped around?
pricing on a forkli ft style vehick sy
1e:11
is $lOOK per vehicle and $ l OOK for Any YE:S answer means that pros pects are in control and your salespeople are on the WIMP TRACK .
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the system (includes engineering, installation and system contro l .:;o fr w·T e and hardware). AGV Products has designed systems for industrial appli:::ations ranging from $100,000 into
tr_~
millions. The initial AGV for Lawren:::e Livermore cost $1.2 million; the told order was $6 million. Herrstromer says that compan ies today typically seek a two-year r::tun on investment for these systems, wl ch have a lifespan of ten yea rs plus, depending on quality of mainter.an~ . AGV Products also does a big b .:sims3 in retrofitting systems, even if anoth•:t company designed them. The steel
ju ly 200 I
greater charlotte t z
frame is typically good, so they repaint it and then rep lace onboard controls with state of the art technology. This enables a co:npany to fu rther its investment, and the cost is less to retrofit than purchase a new ve hicle.
Engineering and Entrepreneurial Enterprise AGV's phenomenal growth wouldn't ha,·e been possible witho ut Herrstromer·; vision, which is unusual for an engineer. "Mats has made a diligent effort tc educate himself regarding the proper way to run a business , both through this group an d attending the
Executi v~
Development program at
Changi g Marke Conditions G i·.en changing markets and interest rate::, we believe that investment decisiort:O sbould refl ect your long-term strategy. ln"E:-tors who buy and hold equities fo r th e : J ng term, rather th a n trying to ti:n e th e 1arket, should be less concerned wit:1 p e:~ i : ds of short-term volatility. When making any investment decisic n. you r individual need and goals, ris tolerance. and investment hori:oo need to be evaluated. If you would like a profess iona , Jbje ct ive perspective cf how rna -let conditions may affect your p rtfolio, all Hilliard Lyom today.
Harvard Bus_ness School," observes Tom j ackson, president of the Charlotte Executive Fcrum. "He provides strategic leadership, he's not a micromanager. At this point the company runs itself. "
5925 Carnegie Blvd., Suite 101 Olarlotte, NC 28209
704.556.9000 800.444.1337 A PNC ADVISORS COMPANY
Norman Manley at Dellinger & Deese sees the company's greatest
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asset as its employees' desire to constantly improve. "There are a lot of quality peJple in the organization who know h::Jw to wo rk as a team and they're not afraid of a challenge," he says. From
H ~ rrstromer's
perspective,
the biggest nallenge is to retain the entrepreneurial thinking of the company as t expands. "We have to be very innontive and come up wi th smart solutions for every customer. It's easy when you're 15 employees, not so much when you have 50." A consummate risk-taker, duri ng the wee k
He ~rstromer
builds AGVs
that travel at the speed of 200 fee t per minute , and on weekends races Porsches for the sheer thrill. This living on the edge has wo rked well for him in build ing his business. "l like to stick
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our head out.," he confesses. "We like to take risks that we believe are no risk because we fee l we can succeed." biz
Nan Bauroth is a Charlotte-based
greater charlotte biz
write~
ju ly200 131
by lynda a. stadler
Mastering the art of relationship building
Lat Purser Ill is known for "floating balloons" to his leadership team during executive meetings. These "balloJns" are the ideas with which he challenges them -
built a reputation on integrity and trust. And, at the same time, he's built solid relationships with family and friends as well. "''ve rarely met a businessman who is as genuinely con-
the "what ifs" that require his people to reach dee1= within them-
cerned with the well being of his business, family and employees
selves to draw upon their best abilities to make things happen.
and who has the balance needed to effectively manage it," ~aid
And watchicg people grow into their potential, accomplishing
Bob Henricks, president of Henricks Corporate Training and
things they never thought possible, is what excites Purser most
Development, who has worked with Purser through a busiless
about his business. It not only helps achieve the goals he envi-
advisory forum and other committees. "He understands leader-
sions for the company; it's what puts the fun into his days.
ship in the purest form and communicates his vision in a voay
Purser is the second generation owner of Lat Purser & Associates, he. <www.latpurser.com> , Charlotte's fifth largest
that impacts the day-to-day behavior of associates." "l want to have fun and enjoy what l do - in all aspecG
commercial :eal estate firm engaging in commercial property
of my life," maintains Purser. "And pan of my enjoyment a
management and development, investment property brokerage,
the office comes from working with great people. " Purser
construction services, and office and industrial tenant representa-
believes one of his greatest business achievements is havinf.
tion services. He has mastered the art of relationsh_p building
such high quality people working on the team. "We have
in an industry that thrives on the honest business deal. He's
people who have been with us for many years and it has
greater clarlotte biz
~
july 200 I 33
how to scale back and had a good sense of alternative ways of doing business that prevented us from having to merge or sell," said Geneva Henderson , Purser's executive vice president. "If he had not been running the company at the time , I don't believe we would have survived. " Today the company has satellite offices in jacksonville, Orlando and Virginia Beach, and focuses on development of retail, office/medical buildings, shopping centers and public-private ventures in communities from Florida to New jersey The company's total property management portfolio has grown to 72 properties , equaling nearly six million square feet. Some its current lat Purser & Associates recently co mpleted the Lowes Food Store locat ed in Corneli us.
projects include the development of
been fun watching them grow, perform
hires and he puts faith in their potential,
Matthews Station in Matthews and the
and achieve things they never thought
even if at the time they don't have the
management of SouthPark's Morrocroft
they could."
relevant experience and/or skills needed
Village .
Purser seeks out people he feels
for a specific job. "
are motivated to succeed, team-oriented and who have high expectations of themselves. He fosters their growth
Making A Name of His Own Started in 1961 by Purser's father,
through his own formula for success -
the former Lat Purser, Jr., Lat Purser &
the 10-60-30 rule.
Associates started out as a small develop-
"I've always felt that if you spend 10 percent of your day doing the things that scare you, 60 percent of the day
"My father instilled in me a sense of family, virtue and honesty, and that remains the spirit of our culture." managing day-to-day business and 30 percent of the day taking care of
Although the company has grown from 15 employees to nearly 60 in the past 40 years, the personal , family-oriented corporate culture that Purser's father created remains in place today "My father instilled in me a sense
ment company, first developing proper-
of family, virtue and honesty, and that
ties for others , then expanding to proper-
remains the spirit of our culture ," said
ties of its own. Purser joined his father
Purser. "Everyone in the company is
in 1976 after completing undergraduate
respected for their skills and they pull
work at Washington Lee University and
together to help one another. We want
business school at the University of
people to push themselves and to learn.
Chapel HilL He rose through the ranks
It's a very comfonable feeling."
by working in small shop leasing, mort-
That comfort level is mutual for asso-
gage brokerage and development. In
ciates , yet Purser's leadership manner,
1989, he took over the company
known for his maniacal detail and follow,
Over the years Purser has made his imprint on the business, taking a
through is enough to keep anyone on their toes. "Lat is a detailed note taker, he fol-
no-brainer necessities , years from now
company that was floundering in the
lows through consistently and he uses
that lO percent that once scared you
volatile real estate market of the late
a Day-Timer like no one I've ever known,"
will become the 60 percent of what
80's and early 90's and returning it to
said Otten. "He gives associates a lot of
you do each day," he said. "And when
financial stability and performance.
latitude to work independently, and he
people realize that they have grown
His vision and keen perspective on
trusts in people's abilities. But if you have
into doing things they had once feared ,
the market allowed him to implement
a meeting with him and you agree on a
it's very rewarding. "
strategies to further expand the compa-
course of action and he says he'll follow
ny's product mix and to become more
up with you next Tuesday- then you
raw capability and talent is one of his
geographically diverse. Without him,
can absolutely be sure you wi ll receive
greatest skills, according to Bob Otten,
some say, the company would not have
a call from Lat next Tuesday"
president of the company "Lat puts a lot
made it through that turbulent time.
Purser's ability to identify people's
of trust and confidence in the people he
34
july 200 I
"During the 90s, Lat really knew
Purser accepts the light-hearted jokes about his follow-through habits,
greater charlotte biz
"I fee I it is important to let the people who are working on a project run with it in their own way instead of my way." yet insists that unlike some company leaders who feel they must have a hand in every
dea~ ,
he lets team members do
their jobs. He just likes to be kept in the loop. He uses the opportunities to motivate and encourage employees. "I
<~ng's 1
Cour:, a -.;, j- e- P Jrsu ; uccessfu bl~n :.
c~-.elopnent,
combines a mix :>f retail s1ops and restaur.mts: to
e, ~ u -E
believe there is typically more than one correct way
~o
do things," he said. "So
if we're doing something that l may disagree with, but I think it can work, then I'll support it. I feel it is important to let the people who are working on a project run with it in their own way instead of m:r way " Being fair is one of Purser's greatest attributes according to Henderson, who has run the jacksonvi lle office for 14 years. "He has high expectations of the people who 'Nork for him, but he is fair in everything he does. When we keep him informed of our progress he wants solutions, not questions, and he trusts in our abilities and skills. " On a good day, she says, he appreciates her candidness and is open to different points of view when a reality check is necessary ''I'm on the front :ine each day, so sometimes I have a more realistic outlook on issues,"
said Henderson. Purser says that his trust in people is what has v;orked best for him throughout tis career. "l don't look over my shoulder when it comes to empowering people, and I have built the business on trust with clients." Indeed, he admi ts his greatest l:usiness fear would be for one of his employees to mislead or not shoot straigh t with a client. "So much of what you do in life is built upon trust and if you develop a culture of mistrust than you are always running behind trying to catch up. That kind of thing
r- toda.,-"::
McColl
::-G.r:~ W•Jrlj,
oct :abilities are constan:ly tes.:~. E:eing preprEd. :o:t =tl· =ngin; s:ituatbs ~ecp.1ires a level of know e:lg~ tl1at S:hool of Eus "*s gre be:ICfd il~ RiC3. It tc.l.:es sl< a.ti insight to tllink of rea. soh:tions. #.the \{:C :::~ ;j1ool ·Jf Busin6S, otm· MBA and executive edJcltion Oueens Cdl~ a <:br:ste progran~ ~- .:.::ae :ha:~ c_assrQl:m lectures. Your professors w;;) ::reate leal- ing 3_:..tl!io::.s b b~lp you e-:p~nd your abilities and t uilc your KnCVI'. confiden.::e :;o y::u em fac~ the ::hallenges that come with e-~f)- day. Ple~e 3i'"e ~ :E ~ll if ;->u want :o learn and know more.
Learr..
Becmr.e.
is unacceptable to us and we won't deal with it. "
greater crarlotte biz
/9(1') ,\ ':!tN. -.. A r¥.',1/ :!, CIJOtl'!ottc
x~· 28274
• ll'/l 'll'. lii/CCO('I.\·£1r. ol.ed:r . 704 ·33?-:;:;;_ u
j L 1"1 :!. 0 ~I I 35
Maintaining the Entrepreneurial Balancing Act Purser's personal philosophy revolves aro und balance - a delicate act that allows him to maintain priorities in both his personal life and in business. "Balance is abou t timing and deve loping a schedule that allows me to have all aspec ts of my life connected." A dedicated family man , Purser's commitment to his wife and two sons takes priority Matthev.sTown Center is one of the fi r
路~
o:urr"!nt projects which is scheculed to open later this fall.
over even the most important business dea L You'll find him in the office on
Making Transitions
a balance of ob_ ecti vity, emoti on and
Purse r's greatest act of trus :m.;路 have b::en the appointment of B b OLLel as
pre~ident
in 1999, the fi -st . me a
strength.
Pur~er
provides th e vision
and passion of 3. true entrepreneur,
Saturdays, but the time of clay depend s on family commitments. As a li fe- long athlete , he's always
while Otten brings the experience and
enjoyed pushing himself with physically
family outsider has filled tre rde. Purser
know-how of 15 yea rs of businesses
demanding sports activities such as
quick!:; points out , "Having 3oJ
experience of national and worldwide
wrestling, Lriathlons and lacrosse. His
J.S
president ha been a big pl.1s for us.
scope. "Lat's highl y competitive spirit
current wo rk out regime includes swim-
he's dcne a wonderful job . It's gh-en us
brings with it an element of emotion,"
ming and running five to six clays a
a lot more focus and it allo.vs us Lc :lo
said Otten. "I thi nk we om pliment
week. He reads regularly, everything
mo re Lhings L~n we could wi-er l vas
each other as my objectivity helps keep
from self-help books to business, history
us grounded ar.d his passion mai ntains
and biograph ie . "Learning about how
the vision and direction. "
other people live and do things is
runn ir g the company myself." The two work well to搂-C .her
36
july 200 I
cr~tir_g
greater charlotte biz
fascinating to me and serves as inspiration," says Purser. His community service priorities are led by his support of education. Most notably, he has served on the board of directors of the Fletcher School for the past eight years, a private school for children with sp::cific learning disabilities, where his yo ungest son Adam attended
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fo r three years. "lt's been a very exciting opportunity fo r me to work with the staff and teachers at the Fletcher School. We're address-
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ing a real need in Charlotte to se rve ch ildren with lea rning disabilities such as dyslexia and au emion deficit disorder. These children are smart - they do not have intelligence problems, they have learning problems. And to be able to
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meaningful life and contribute to society is a great deal of fun, " said Purse r. Under Purser's leadership , the schoo l has grown from 73 students
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and 15 sta ff members in 1996 , to 175 students and 55 staff members in 2001. After a four-year search, the school has purchased land to build a new campus, which will include a 63,000 square fooL building that will ultimately serve 250
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students in kindergarten through the 12th grade. The board is embarking on a $12 milli on capital campaign in hope of completing the project by 2003. "Lat has an incredible passion for
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ou r students and thei r families ," said Margaret Sigmon, Head of School at Fletcher. " o matter how busy he is with corporate work he has never failed
to
be
available to us. He provides the leade rship and clear direction that keeps us moving towa-d our goals. He offers me the energy and inspiration to develop the highest quality programs and he appreciates the work we all do here. His passion and involvement continually increc.se over Lime. lL's really quite
greater charlotte biz
• Individual, Executive & Group Outplacement • Career Counseling/Coaching • Strategic Analysis and Evaluations
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with new expanded capabilities
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remarkable. " bi~ Lynda A. Stadler is a Charlotte-based
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write~
july 200 I 37
[autobiz]
luxury vehicles for the successful executive reviewed by Miles Cook, Edmunds.com
A New SUV Order The significantly redesigned 2002 Cadillac Escalade ranks with the best The Cadillac vs. Lincoln rivalry has been going on for decades. Just like Ford vs. Chevrolet, its an intense competitive spirit thats a healthy thing because the two sides keep one another on their toes, forcing constant improvement of their product.
so the features and pictures of the Escalade we have here will have to be enough to whet your whistle for the time being. Introduced in the fall of 1998 as a '99 model, the Escalade was the first Cadillac to establish a presence for the marque in the SUV market. For 2002 (there won't be a 2001 Escalade) the offerings encompass three distinct versions, including a two路
For the most part, the score is usually even because any
wheel-drive, an all-wheel-drive, and a Middle East export version
given company's vehicle always has something to recommend
that has a modified exhaust system to run on leaded gas. The
it compared to the alternative . There' s also the idea of who fires the first shot when it
Middle East Escalades will also not be equipped with GM's On Star system. The eight-passenger Escalade, based on GM' s
comes to getting something new to market. In terms of Cadillac
1500 Series SUV (Chevy Tahoe or GMC Yukon), will debut in
and Lincoln , both names have had their respective fair share
early-to-mid 2001 and will be the first Cadillac to wear the updat-
when coming out with something new the other guys don't have .
ed wreath and crest emblem .
While Cadillac has jumped Lincoln with plenty of firsts , the
Previously, the Escalade shared most of its mechanicals with
Escalade clearly
lesser Chevy and
wasn't one of them.
GMC utility vehicles .
Plain and simple,
No more. The new
Lincoln beat
Caddy ute gets its
Cadillac to the mar-
own version of GM's
ket with the
6.0-l iter (364 cubic-
Navigator. Big time.
inch) Gen Ill V8
The Navigator
that's not available
is a fancy version of
in any other
the Ford Expedition.
Chevy/GMC truck or
Using the Chevy
SUV. Several new
Tahoe as the start路
GMC offerings will
ing point, Cadillac
get another version
did the same thing
of the 6.0-liter that's rated with less
by putting Cadillac emblems on the Tahoe and calling it
Benefitting from the Cadillac vs. Lincoln rivalry, the Escalade is a home run of grand-slam proportions.
horsepower than the Escalade's engine.
an Escalade. Trouble is that the Navigator is a better version
We think this new motor is one of coolest features of the new
of the Expedition than the Escalade was a version of the Tahoe.
Escalade, because, if nothing else, it covers the Navigator's
Much better, in fact. We flat railed the previous version of the
DOHC, 32-valve 5.4-liter V8 by a significant 45-horsepower
Escalade in a comparison test and made it clear that a return
margin. It also narrowly gets by the Mercedes-Benz ML55's
to the drawing board was needed.
342-horsepower 5.4-liter V8.
The General knew its effort wasn't up to snuff. Enter the
Even further exclusive to all-wheel-drive Escalades
2002 Escalade -a vehicle so many worlds better than the one
(two-wheel drivers get a 5.3-liter engine), the high-compression
it replaces that it's shocking. And this changes the luxury SUV
Vortec 6000 V8 makes 345 horsepower at 5200 rpm and an
pecking order, because after driving the Escalade and its com -
impressive 380 foot-pounds of torque at 4000 rpm.
petitors, we can say that it's now one of the best full-size utility
The same basic architecture as the LS1 V8 found in the
vehicles you'll be able to buy. We were in a Navigator, a
Corvette, this engine is an update to the current 6.0-liter used in
Mercedes ML430, and a Lexus LX 470 on the same day and the
three-quarter- and one-ton full-size Chevy and GMC trucks. But
Caddy is at least as good as any of them, if not better, save for
those engines make only 300 horsepower. The Cadillac mill has
maybe the Lexus. But we can't give driving impressions now,
special cylinder heads that produce a 10:1 compression ratio, a
38
jul y
200 I
g reater charlotte b i z
C>..:l 11<.:
larger 75 mm throttle body, and a cam with more lift and dura-
SCI)';
the Evoq
:cncept 'ar ics:>ired the
tion to allow the engine to take full advantage of the increased
ag~5.si .e
air flow the cylinder heads provide. The result of all this techy stuff is an Esc3lade that'll easily keep pace with a Navigator if not
grille. >-
Tne --.ew rern:::>.'abl: third row !e<-ts :lc ret :a 1m" for much
out accelerate it. Cadillac claims the Escalade will scurry to 60 mph in 8.5 seconds and cover the quarter-mile in 16.6 seconds. The engine isn't the only thing that's new with this machine.
ef rc on, l:u: eo- e.- are light" eigtlt l'lcll!;a;~ to remove fc.r n:J-c car~o space. "
A beefed-up version of GM's top-notch 4L60-E four-speed autoT1e roe..,- Escala.:le boasts a
matic transmission, dubbed the 4L60-E HD, finds its way to the Escalade 3nd is extensively modified for duty behind the big 6.0-liter motor.
rev6e:l instnr a1: p3lel with an in~g-ated fto:.r coc oole, heated sea:s,an 11-sp?C:ier- !ose stereo Ni:h a ~Jl~:le 路~d,jn-dash six-
Also part of the all-wheel-drive Escalade is a viscous
disc C:>
coupling transfer case that continuously adjusts the torque to the wheels smoothly and imperceptibly, so the driver never feels wheel slip as traction is being maintained. The case's viscous coupling is a torque-biasing device that comes into play when the system senses wheel slip. Torque is transferred automatically
: tan~-
and a new
dri 1;:r iriYmltioo center. "" Colcrs fo- tne E!c:Wade will be h'rarEOJ , G ~~n Envy, Aspen 'Nhit(; :>ade E!eck and the shO'oo'1 Slwer Sand. """
from the wheels that are slipping to the wheels with firmer grip and restores the normal 38/62 percent (front/rear) ratio when full traction is regained. Another nice feature of the Escalade is its self- leveling rear suspension. Hydraulically operated, it returns the vehicle to normal ride heights when carrying heavy loads. Installed on many Cadillacs, the StabiliTrak stability system is now on board Escalades, too. Its precise all-weather control is very beneficial when driving on slick road surfaces or during emergency maneuvers, such as swerving to avoid objects in the road. StabiliTrak maximizes handling and braking dynamics by using a comoination of systems, including stability enhancement, ABS and traction control. A variety of sensors monitor the intended path of the vehicle by measuring steering angle, brake pressure, lateral acceleration, longitudinal acceleration and yaw rate. This information is fed into a computer processor that compares intended path to where the vehicle is actually going. lnterveling when it senses one or more of the wheels slipping, it detects slippage during braking or acceleration and adjusts brake pressure or engine power as required to achieve optimum control. In adverse conditions such as during under or oversteer, the system will quickly and precisely adjust brake pressure at each wheel and help the driver steer in the desired direction. It also adjusts engine power with electronic throttle control, as required, to help maintain stability. The real benefit of StabiliTrak 's that it can respond to under or oversteer in tenths of a second, which is much faster than most drivers can react. High-tech underpinnings don't stop there, however. The Escalade gets GM's advanced computer-controlled Road Sensing Suspension (RSS) system. Fully automatic, it improves body stability, ride comfort, handling, and towing performance. The main components of RSS are electronically controlled shocks, four electronic wheel-position sensors, a steering angle sensor, and a computer control module. Using a complex software algorithm, RSS computes the individua l optimal shock demand for each wheel. The demand force is the theoretical ideal force at ea ch wheel required to optimize vehicle handling and ride performance at that instant in time. The total system loop greater charlotte biz
> jul y 200 I 39
one big one in a Navigator for example) they we igh less than 40 pounds each . Available interior colors
MO
Management
include Shale or Pewter.
TAG
As for cargo capacity, the numbers
Corporation
look like this: With the third-row seats
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removed and the second-row seats raised, there is 63.6 cubic-feet. A big jump is given when the second-row seats are folded down, to the tune of 108.2 cubic-feet. The Yukon / Tahoe-sized Escalade is certainly roomy inside (not as big as a Suburban, though) and it ought to be with the all-wheel-drive version
time, ircluding the sho: k actuation, is less than 30 milliseconds,
checking in with a curb weight of 5809 pounds. The two-wheel-
which r=sults in thE sy9:em working at a "real time" level in
drive versions are a bit lighter at 5553 pounds.
terms
ct speed.
The luxury SUV market seems to get more competitive all
You mightthirk that with all this computer-geeky elec-
the time . With the Mercedes-Benz ML430, BMW XS, Lexus LX
tronic v.izardry, the Esc01lade might not have any brawn to go with
470, and lnfiniti QX4 showing the way in the Japanese and
its brai ns. t\ot so. T1is fO-b ig sized luxo-ute has a standard trail -
German import segment, the American contingent was singu larly
er-towirg package end "Vith 3.73 gears in the rear axle, the all-
represented by the Lincoln Navigator. The first-gen Escalade was
wheel-drive Cad car dreg up to 8,500 pounds behind its sheet-
hopelessly outclassed by the Navigator, let alone the imports.
metal. The two-wheel-d 1ive version with its smaller engine is no slouch ~ ither as it :a n tow 7,700 pounds with ease.
Black Forest and in the Land of the Rising Sun have a new player
Muing inside the Escalade, you'll find the extensive
to contend with, not to mention those Lincoln boys in Deeetroit
redesig1 di dn't stop wit1 what's outside and underneath .
City. The Escalade is a home run of grand-slam proportions and
Brimmirg w th luxury all around, the Escalade's cabin has exclusiv= bils like a revised instrument panel with an integrated floor cor sole, heated se3ts, an 11-speaker Bose stereo with a single fee:l, in-d e: sh six-disc CD changer, a new driver information center and a ligh ~wei ghtthird-row seat. Escalad es is quite flexib â&#x201A;Ź. The seatbacks can be folded or the seats can be flipped forward and stowed. Finally, they can also remoo~Ed ~ otally
~ heir
tcâ&#x20AC;˘ mEXimize cargo volume. The best part is
ligllt wEight. Split ir to two separate seats (as opposed to
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it's likely that designers will eventua lly be sent back to the drawing boards in Japan, Ge rm any and Dearborn.
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greater char l otte biz
40 I (k) GAP continued from page 42 . For tho'e inclined to use the Internet, there is the abili ty
LO
create
their own highly personalized web-based GAP Analysis repon by combining all their investrr ent information with their 40l (k) information. "ll aliO'A-S the flexibility
lO
change
"GAP analysis has proven to be effective in heightening our employees' awareness of their financial needs upon retirement," Faul McMillan, director of administration for Bradley Dixie.
the main assumptions and recalculate, complete anc personalized financial
Underwriting on WDAV gets the job done.
picture ," Pre\¡eue explains.
Call (704) 894-8900 for details.
producing a report that offers them a
~lassical ~ ~
Panicipams can make full use of their tax-de ferred savings and enjoy the satisfaction
o~
A
Serv1ce
of
D
v1dson
College
â&#x20AC;˘
www.wd
v.or
knowing they are securing
their future. With more employees participating and contributions increasing, plan sponsors can easily satisfy their ER! A (Employee Retirement Income Security Act) requiremems for balanced comributions. However, Prevelte feels the service they offer diems extends far beyond retiremem plans. "There a-e a lot of positive effects when employees get involved and make decisions for themselves. The experience of securing their retiremenL not only gives them confidence and satisfaction as a panicipa:n but also as an employee. When emplo:;ees are satisfied with their retirement plan, retention goes way up ," Prevette emphasizes.
iz
Kathy M end1era is a Charlotte-based freelance writer. J.S. Walker & Co., Inc.
416W.John St. Matthews, NC 281 OS 704.849.2100 800.467.9146 www.jswcoinc.com Chris Prevette (cprevette@jswcoinc.com)
sreater
cr arlotte
biz
forjn:c mf(1mltltion wlllcKl Susan Keen. Dental Benefits Consultant PO. Box 4219 Cary, North Carolina 275 19 Telephone 1 888 403 4 14 7 or I 919 678 8732 www.ncden tal.org
july 200 I 41
40 I (k) GAP continued from page 44.
but beyond that they are not moving the levers for enrollment and contributions. Very few people opt for investment advice from the Internet." When First Union began taking a closer look at 401(k) contributions and advice engines, they found this scenario to be familiar among their clients. "We saw a significant majority of our clients didn't understand when they could retire, what they would need financially and if their current rate of savings would achieve that goal," says joe Ready, senior vice president and manager of First Union's Benefit Services Group. "We needed something that would get our clients enrolled in 401(k) plans and then increase the rate of contributions to achieve a positive retirement for them." To address the problem, First Union began partnering with J S Walker & Company about two years ago. Walker developed a one-page personal retirement planning report called GAP Analysis that shows clearly where the client will need to be financially at the point of retirement and where they will actually be based on their current 401(k) investment strategy. It highlights the gap between the two and with a few easily understood graphs can provide a clear wake up calL Creating the report doesn't require any action on the part of the participants. By taking information from the 401(k) provider and from the plan sponsor, the individual's personal information can be plugged into a calculation engine. A report is produced in a form that is
"We needed something that would get our clients enrolled in 40 I(k) plans and then increase the rate of contributions to achieve a positive retirement for them."
easy to understand and sent directly to members in the privacy of their home. Once the report identifies the gap, it leads the participants through a logical decision process. It shows them where they are currently invested and what their projected rate of return 'Wi ll be. It offers enough information about their investments that they could make some investment decisions on their own. Their human resource person can tell them how much they contribute and their provider can assist them in changing their mix. On average, after a GAP Analysis delivery for First Union clients, there was a lO percent increase in contributions and 15 percent increase in enrollment. Activity also increased on their advice engine sites. "GAP Analysis is a simple but powerful tool-powerful because it usually causes an immediate action," Ready says. "There are all types of sophisticated information and education out there but they fall short of motivating people. " Bradley Dixie Companies in Savannah, Georgia has provided the GAP Analysis report to their employees for the past two years and plans to do so again"GAP Analysis has proven to be effective in heightening our employees' awareness of their financial needs upon retirement," says Paul McMillan, director of administration for Bradley Dixie. "It is simple to read, yet informative and provides all levels of employees a good snapshot of their progress toward achieving their retirement goals" "We've found that transaction activity with our plan administrator actually increases after receiving these reports. This provides evidence that investment modifications are occurring as a result of the feedback provided. In our opinion, the GAP Analysis provides a good foundation upon which the employee can build a more customized personal financial plan. Our plan administrator also benefits from a stronger relationship with better informed plan participants."
Joe Ready, senior vice president and manager of First Union's Benefit Services Group
42
jul). 2)0
See 40 I (k) GAP , page 41.
greater charlotte biz
bi z Take advantage
esou
guide
of these products and services fro m Charlotte's leading business-to-business suppliers. I
accounting services
hospitality
plastic products
Dellinger & Deese, PLLC www.de lldeese.com
Dun hill Hotel www.du nh illhotel.com
Ehren -Haus Industries, Inc. www.ehrenhaus.co m
704.33 1.80)0
704.332.4141 1 800.354.4141
I design firms
architectual
Liquid Design www.liquiddesign.net
704.3 38 .9980 Perkins & Will www.perkinswill.com
704.343 .9900 autos I transportation
704.537.2336
I
704.52 3.5019
RHI Management Resources www.rhimr.com
R. L. Bryan Company www.rlbryan .com
704.342 .7986
704.525.7087
Towery Publishing www.urbantapestry.com
Staff America www.staffamerica.com
real estate
704.532.0084
education
it I internet services
McColl Sch ool of Business at Queens College www.mccollschool.edu
CAl Concepts www.caiconcepts .com
704.337.2224 Queens College of Charlotte www.queensorg.com
704.337.23 14 events
I
entertainment
insurance
PC OnCall www.pconca ll.com
877 .473.23991 704.525.7087 dept. 31
704.375 .8000 financial services
I
investments
Hilliard Lyons
704.556.9000 1 800.444.1337 Montag Management Corporation www.montagmanagement.com
704.362.1886 golf course
I
Morris, Manning, Martin, LLP www.mmmlaw.com
704.554.7070
Knauff Insurance, Inc.
recreation
Regent Park Golf Club www.regentparkgc.com
Robinson Bradshaw & Hinson www.rb h.com
704.377 .2536 media WDAV 89.9 Classical www.wdav.o rg
704.894.8900 office equipment IKON Office Solutions www.ikon .com
803.547.1300 1 704.547.0023
800.729.1268
health care
office furniture
NC Services for Denistry www.ncden: al.org
Tech line www.workspacespecialists.com
888.403.4147
704.334.6823
greater charlotte biz
job Link www.charlottejoblink.com
iReadyWorld www.ireadyworld.com
704.527.5100
I
contact management
704.540 .5800
legal services
800.994.9222
I
telecommunications
SafeCalllnc. www.lanvergent.com
financial services
704.366.5545 sales training
Internetwork Engineering www. ineteng.com
704 .549.1292
Wachovia www.wachovia.com
Prudential Carolinas Realty www.prudentialcharlotte .com
Dun n Enterprises/ Sandier Sales Institute
704.596.8007
banking
704.370.2929
704.338.9808
Verizon Wireless Amphitheatre sfx.com financial services
704.573.4946 publishing
704.537.3100
The Transition Team www.tttso lutions .com
Sharpe Images
pre-press
human resources
704.944.7600
704.679.4100
I
Powerhouse Color www.realpages.com / powerhouse
presentations
G. Michael's www.gm ich3els.com
704.588.2887 printing
704.522.0852 1 800.522.1994
Sedona Staffing Services www.sedonagroup.com
Carolina Volkswagon displays
Morgan Hotel & Suites www.morganhote ls.com
design
704.536 .1759
Career Opportunity Advertising Sales for Greater Charlotte Biz You must have prior success ca ll ing on owners, managers and executives of sma ll to mid-sized companies in a highly competitive market. You must possess good clos ing skills and be willing to prospect. You shou ld have good te lephone skil ls, exceptiona l listening skills and above average problem solving abi lity. Working know ledge of marketing and advertising wi ll be very hei::Jfu l. Your prior income shou ld be at least $40,000 annually. Fax your res ume to 704.676.5853 or e-mail it to info@greatercharlottebiz.com
cliaflotte i july 200 I 43
[ execu t .1veper ks]
encourage your employees to analyze their retirement contributions 1 by kathy mendieta
401 (k) GAP Analysis Saving too much? Too little? A personal planning report may help guide yo u.
Retirement.
It's a word that satu-
rates the imagination with things like globe trotting, sunlit days on viridian failways , white sand beaches, densely wooded forests or Oy-fishing streams that mirror summer skies. Although everyone holds variations of the American dream, for roughly 40 million individuals with more than $1.5 trillion invested, their personal vision comes wrapped in 40l(k) plans. Unfortunately fo r many individuals, their efforts at saving may fall significantly short of their target- if they even have a target. Research shows that despite plenty of opportunities to do so, almost a third of American workers aren't seuing aside money for retirement at all. On one end of the spectrum , more than 27 percent under the age of 25 don't have knowledge as to their retirement needs. While on the other, over half of those 65 and older still don't know how much they need to preserve their preretirement lifestyle. According to a 2000 Quicken survey (www.plansponsor.com; Jan. 30, 2001) about 30 percent of Americans don't know how much they need for retirement."We see less than 50 percent of participants on track with their 40l(k) savings to retire with enough money to enjoy their current lifestyle," says Christopher Prevette, sales and marketing director for ].S. Walker & Company. The twelve-year-old Matthews-based company develops custom software applications and offers systems consulting with a concentration in the financial services industry. "To aid plan participants in their investment strategies,
44
july 200 I
40l(k) providers commonly offer Internetbased advice engines," Prevette explains. "The idea is that employees can log in to the company information, fill out a q uestionnaire wit h their investment parameters and the advice engine will tell them what to invest in and how much money to invest" It's a great tool, the trouble is that studies show that while enjoying the option of Internet statements, when given a choice participants prefer traditional paper mail. Employees often don't take the time to look at their 40l(k) plans. They aren 't sure what they are
looking at when they see the companyprovided information on the plan and as a result often ignore it, not taking advantage of the investment education or enrollmem meetings or logging onto available Web sites. "We found the issue here is the use of the Internet and how people are responding to it ," Preveue continues. "We're not as Internet driven as we'd like to think. Advice engines seem to be a great sell ing feature for providers and advice engines provide a great service for the participants who use them, See 401(k) GAP, page 42.
RETIREMENT ANALYSIS
What is Projected
Your Retirement Savings
Your Projected Retirement Need To enjoy a 20 year retirement period, you will need to start retirement with an estimated reserve of $1 ,029,080 as shown on the Need
2\.
1.200.lXXl ,Sa Yings ............ .. . . . . . . . . . . . . . . . . . . . .Need
~ "e·ti-re.men't
z: 23 "
~ 8
-~r_;g_~_~_~Zr_~_:r'_ril~-te-·
section of the chart. It is assumed that you will -th-is-re-ti-re-m-en- t-re-se_rv_e_o_v-er....,.
..
.. .
~avmgs GAP' .. ·
• ...
::.::::::::::::::::7
600.lXXl
·
. -
·
·
..
~ __ - ~:. : : .. ·,,· : :,,: : : : .: :-- .. .. ....·,
·,-- ·,: .,... ,: .. __ - _ ::
0
Your Projected Retirement Savings
/
If you continue to save at your current monthly savings rate, your 401 (k) Company Retirement Plan balance may grow to $579,169, as shown on the Savings section of the chart.
. 26
20
11 8
0
13 16 19
Years Before and After Retirement
Actions You Can Take GAP and SURPLUS Projections
Contribution Percentage
GAP 10% -251,012 8% -372,567 7% -433,345 5% -554,901 4% -615,679 5.6%
-117,068 -258,471 -329 ,173 -470,576 -541,277 6.6%
46,290 246,186 -119,111 51 ,679 -201 ,811 -45,575 -367,211 -240,083 -449,91 1 -337,337 7.6% 8 .6% Rate of Return
SURPLUS 491,563 261 ,644 146,684 -83,236 -198,196 9.6%
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