i4 Business November 2018 - Financial Edition

®

NOVEMBER 2018 $4.95

STANDING TALL

CenterState Bank Expands Presence in Orlando

Navigating the M&A Game Small Companies Get Big Help Visit Orlando: Southern Hospitality

Housing First Program

Changing the Training Paradigm

Some Local Firms at I/ITSEC

Trep Talk: Saying Thanks

UpClose with Steve Quello

BUILDING LEADERS

CLASS 95

Leadership Orlando Class 95 in victory lane at Daytona International Speedway.

Are you on the outside looking in? Are you ready to use your expertise and passion to advance a cause that will change and strengthen our region? Do you want to step inside the circle of decision-making that is shaping the future? Are you ready to raise your hand in service to our family of communities?

ENRICH Our Family of Communities EXPAND Personal and Professional Networks ENHANCE Your Knowledge of Central Florida EXPLORE Regional Issues and Assets ENGAGE with Established and Emerging Leaders

Through this one-of-a-kind experiential curriculum, you will learn the most important aspect of leadership – You can follow a leader or BE ONE! See for yourself how, since 1975, Leadership Orlando recruits, cultivates and encourages established and emerging leaders to better serve the Central Florida Region.

@LeadershipORL #LO95

Reginald B. Riley, Ph.D.

CONGRATULATIONS TO

LEADERSHIP ORLANDO CLASS 95

Chair, Leadership Orlando Class 95 Community Relations Manager, External Affairs & Community Relations - Orlando Health

Nick Abrahams Chief of Staff Orlando Economic Partnership

Francisco Alvarado Regional Director, Principal BRPH Architects & Engineers

Sean Alveshire SE Region Client Development Manager VHB

Parker Antoine Senior Administrator, Marketing Orange County Public Schools

Mae Ashby Assoc. Vice President, HR Seminole State College of Florida

Chantal Aybar Asst. Vice President BB&T - Branch Banking & Trust Co.

Chris Barch Director, Corporate Marketing 90.7 WMFE

Sydney Berube AVP, Banking Center Manager Seacoast National Bank

Jared Billings, III Executive Director City Year Orlando

David Breen Corporate Communications Manager Florida Hospital

Kamla Charles Coordinator, Employer Relations Valencia College

Oluchi Chuku Vice President Global Commercial Banking Bank of America Merrill Lynch

Craig Collin Senior Vice President Tavistock Development Company

Denise DaCosta Chief, Social Work Service VA Medical Center Orlando

Kathy Dixon Operations Manager, Orlando Health Network Orlando Health

Greg Dryden City President Fifth Third Bank

Colleen Earl Human Resources Director Lockheed Martin Missles and Fire Control - Orlando

Jeff Elkins Partner Shutts & Bowen LLP

Becca Entress Government Relations Specialist Orlando Health

Col. Rob Epstein Commander Air Force Agency for Modeling & Simulation

Chris Evans Commercial Division Manager Brasfield & Gorrie, LLC

Jeff Fernandez Information Systems Manager Centerplate

Kelly Gaines Vice President, Marketing Linda Costa Communications Group

Sean Gannon Analyst PFM Asset Management, LLC

Sean Gross Director of Development Give Kids The World

Holley Hagerman JTIEC Director Naval Air Warfare Ctr. Training Sys. Division

Ryan Honeycutt Mktg. Communications & Community Relations Manager imec

Jack Howard Director, Business Development SE Region, FL Avanade Inc.

George Huddleston, III Civil Engineer Group Leader S&ME, Inc.

Matt Jassak Partner Foley & Lardner LLP

Jennifer Jefcoat Real Estate Consultant Keller Williams Realty

Rod Johnson Asst. Director, Public Affairs Greater Orlando Aviation Authority

Lisa Jones Assoc. Provost for Strategy / Special Asst. to the President University of Central Florida

Laura Kern Social Media, Assoc. Director Rollins College

Rod Kutemeier Vice President, Customer Operations Spectrum

Brandon Lee Finance Manager Lee Wesley & Associates

Chief Richard LePere Fire Chief, Emergency Services Reedy Creek Improvement District

Cliff Long CEO Orlando Regional REALTOR® Association

Satya Lory Regional Operations Manager Jacobs Engineering Group, Inc.

Erin Lowe Executive Team Leader Target

Adam Lowney Asst. Operations Manager Clear Channel Outdoor

Nancy Mallison Manager, Grants Development & Special Projects Valencia College

Michele McCarty Vice President, Marketing & Communications Space Florida

John Miller Vice President, Finance Orlando Health

Monya Mitchell Director CenturyLink

Rebecca Monroe Vice President of Owner Relations, Seniors Housing & Medical Properties Bridge Investment Group

Paulette Myzel Director, Social Responsibility Florida Hospital

Steven Nguyen IT Director CareerSource Central Florida

Capt. Vince Ogburn City of Orlando Police Department

LaFontaine Oliver President & GM 90.7 WMFE

Carlos Osorio CFO Orlando City Soccer Club

L‘Shaun Overton Human Resources Business Partner Coca-Cola Beverages Florida

Kit Pappas Vice President, Hotel Management Tavistock Development Company

Jon Pearch Project Manager Balfour Beatty Construction

Andy Penn Senior Manager of Sales Universal Orlando Resort

Bill Peppler Managing Partner Kavaliro

Charles Phillips Owner La Casa Que Canta

Jaime Pinero Director, Inside Sales CenturyLink

Dan Pollack Regional Director, External Affairs AT&T, Inc.

Sara Huff Potter Attorney Gunster

Elizabeth Rissman CEO Rissman Digital Creative

Eric Sande Managing Director Charles Schwab & Co., Inc.

Christine Scott Director, Business Dev. & Administration Fulcrum Partners

Patty Searcy Owner Searcy Consulting

Dylan Shea Attorney Greenberg Traurig, P.A.

David Stahl SVP, Commercial Banking & Non-Profit SunTrust Bank, Central Florida

Bill Tompkins Vice President, Commercial Banker JPMorgan Chase Bank, N.A.

Stacie Wake Community Relations Manager Walt Disney World Resort

Woody Walker SVP, Alliances CCG

Jamie Walson Shareholder Lowndes

Mike West Tax Manager Withum

Betty Whittaker AVP Seacoast National Bank

Mandy Wilcox Contracts Manager BRIDG

Randy Wills Director, Premium Sales Orlando Magic

April Woods Senior Associate WSP

Evan Wyant Orlando Market President BB&T - Branch Banking & Trust Co.

Megan Zee Senior Director, Finance Golf Channel

Jason Zimmerman Shareholder GrayRobinson, P.A.

Karen Ziomek Senior Director, Human Resources A. Duda & Sons, Inc.

Pamela Landwirth

Chair, Leadership Orlando Class 97 President & CEO Give Kids The World

About the Orlando Economic Partnership: The Orlando Economic Partnership (the Partnership) works to provide the Orlando region with quality jobs, economic growth, broad-based prosperity and a sustainable quality of life. It is a not-for-profit, public/private partnership representing seven counties – Brevard, Lake, Orange, Osceola, Polk, Seminole and Volusia – as well as the City of Orlando

Now Accepting Enrollment for Class 97 – Class Begins March 12, 2019 Contact Danielle Permenter at 407.835.2444 or visit LeadershipOrlando.org to reserve your space!

2018 REGISTER TODAY Each year we recognize and honor business leaders in the Central Florida area who are making a positive impact in the region or have achieved superior growth in their company or organization over the past three years.

JOIN US

Wednesday, December 5th, 2018 5:30PM - 8:30PM Country Club of Orlando 1601 Country Club Drive, Orlando, FL

To Register bit.ly/2018BLOY Corporate Sponsors

®

Promoting the Spirit of Entrepreneurship

17 Standing Tall

As Florida’s Largest Community Bank, CenterState Expands its Presence in Orlando

22

At the Intersection of Innovation and Divine Intervention Florida Funders and Florida Angel Nexus Join Forces

26

A Lesson in Local Business Fidelity Bank of Florida

28

Navigating the M&A Game

Align Prepares Small Firms for Growth — and the Eventual Exit

36

Building the Community FAIRWINDS Credit Union

Special Section LAUNCHING INNOVATION IN LEARNING

READY, SET, DISRUPT

Changing the Training Paradigm Some Local Firms at I/ITSEC

CHANGING THE TRAINING PARADIGM Interservice/Industry Training, Simulation and Education Conference [I/ITSEC] NOVEMBER 26-30, 2018 Army | Navy | Marine Corps | Air Force | Industry | Academia

6 | NOVEMBER 2018 | i4Biz.com

Features NOVEMBER 2018

faxingmailboxing printingnotarizing brochuringcopying boxingdirect-mailing deliveringdesigning flyeringreturning shreddingfreighting receivingsupplying consulting storing packing business-carding

Every ing for small business.

And, of course, shipping.

The UPS StoreŽ locations are independently owned and operated by franchisees of The UPS Store, Inc. in the USA and by its master licensee and its franchisees in Canada. Services, pricing and hours of operation may vary by location. Copyright Š 2018 The UPS Store, Inc.

Promoting the Spirit of Entrepreneurship

BEST PRACTICES

DEPARTMENTS

46

14

GUEST EXPERT COLUMNS

Rhythm and Routine in Physical Fitness Can Lead to the Best Version of You Romaine Seguin | UPS Global Freight Forwarding

48

How Your Onboarding Process Can Help You Retain Employees Patrick Ropella | Ropella Group

50

The Podcast Revolution Can Help Your Organization Make an Impact Cherise Czaban | i4 Business

52

Here's How You Can Avoid Having Your Strategic Plan Become a Paperweight Ronald J. Recardo | The Catalyst Consulting Group

54

Does Your Company Website Need to be ADA-Compliant?

Catherine Losey | Losey PLLC

Business Briefs

34

Take 5 with Visit Orlando Southern Hospitality Meets Orlando Charm

56

TREP Talk Mindset of Gratitude

58

Social Entrepreneur There’s No Place Like Home: Central Florida Commission on Homelessness Helps People Move Off the Streets

61

Business Seens

64

Watercooler

SPOTLIGHTS

38

®

Holiday Builders and Shelter Mortgage

39

Shelter Mortgage, Orlando Team

40

CenterState NOVEMBER 2018 $4.95

STANDING TALL

CenterState Bank Expands Presence in Orlando

Ken Welsh | WELSH Construction

42

UpClose with Steve Quello

8 | NOVEMBER 2018 | i4Biz.com

ON THE COVER

Navigating the M&A Game Small Companies Get Big Help Visit Orlando: Southern Hospitality

Housing First Program

Changing the Training Paradigm

Some Local Firms at I/ITSEC

Trep Talk: Saying Thanks

UpClose with Steve Quello

Photograph by Mike Potthast www.potthaststudios.com

i4 Business offers CEO | PUBLISHER Cherise Czaban

EDITOR-IN-CHIEF Diane Sears

DIRECTOR OF ENCOURAGEMENT Donna Duda

COMMUNICATIONS MANAGER Meaghan Branham

a direct line to the thriving community of innovators and influencers in Central Florida

DIGITAL BRAND MANAGER Elyssa Coultas

MAIN PHOTOGRAPHY Julie Fletcher

ART DIRECTOR

Tanya Mutton - Sidekick Creations

®

COPY EDITOR

®

Susan Howard, APR

2018 SEPTEMBER $4.95 OCTOBER

CONTRIBUTORS Writers:

Meaghan Branham, Elyssa Coultas, Alisha Crabtree, Cherise Czaban, Catherine Losey, Jeff Piersall, Ronald Recardo, Patrick Ropella, Diane Sears, Romaine Seguin, Eric Wright Photography: Julie Fletcher, Jason Hook, Mike Potthast

2018 $4.95

True Made Foods Win

EXPLOSIVE H GR OW TIEN CE

Tech Association Expansion

FR OM SC TO SA LE S

Barnie's

Coffee & Tea

Orange Technical College

TREKT Adventures

For Diagnost is Taking Fli ics ght Aviana Molecular Technologi es

UpClose with Gaby Ortigani

Ph il Du m as

UNIKE The KEY isY

AUGUST 2018

H THRIVING WITY: TECHNOLOG ure Region's Fut g urin act in Manuf

Dr. Phillips Center

NEW VISION

s Jim Mor Pitch an Competition

and FAIRWINDS Starter Studio

UpClose with

rris

Lena Graham-Mo

®

There Sh ld Be No KEou Y Visit Orlando: Golf Innovation

Satellite STEM

Special Secti on Young Profe ssionals

UpClose with Carol Ann Dyke s Logue

ADVERTISING Cherise Czaban 321.848.3530 i4 Business is a participating member of:

Tourism Today:

CENTRAL FLORIDA’S EVOLVING IMAGE $4.95

Subscribe today to ensure that you’re part of the conversation

Just $24.95/year

Phone: 407-730-2916 www.i4Biz.com i4Biz.com | NOVEMBER 2018 | 9

SUBSCRIBE

Wa n t t o k n o w “ w h o ’ s w h o ” i n the Central Florida Commercial Construction and Real Estate industry?

That question will be answered in February’s upcoming special section of i4 Business magazine, the region’s premier business publication.

Visit i4biz.com or send $24.95 for a one-year (12 issues) or $39.95 for a two-year (24 issues) subscription to: i4 Business, 121 S. Orange Avenue, Suite 1500, Orlando, FL 32801. Please include name, mailing address, city, state, ZIP code, phone number and email.

Please allow 4-6 weeks for subscription to start.

DIGITAL EDITION A digital edition of the current edition is available online at i4biz.com.

CHANGE OF ADDRESS: If you are moving or changing the mailing address for your subscription, send your complete old address (where the magazine is currently being mailed) and your complete new address, including ZIP code, to info@i4biz.com.

BACK ISSUES Back issues may be purchased for $5.00 each by calling 407-730-2961.

REPRINTS Reprints and commemorative plaques may be ordered from Meaghan Branham with i4 Business, 321-759-8977. No other companies offering similar products or services are affiliated with i4 Business.

CONTRIBUTE Send press releases, article submissions, announcements and images to press@i4biz.com.

Please provide 2-3 months advance notice for requests for event announcements and/or coverage.

This invaluable marketing tool will spotlight many of the top Commercial Construction and Real Estate Professionals in Central Florida through comprehensive full-gloss color profiles in our print and digital editions.

The spotlight will also be published online at i4biz.com and promoted through our social media channels, in addition to our Special Edition newsletter.

Contact Meaghan Branham today to secure your spot!

321.759.8977 Meaghan@i4biz.com 10 | NOVEMBER 2018 | i4Biz.com

i4 Business® is published monthly by i4 Business, LLC, 121 S. Orange Avenue, Suite 1500, Orlando, FL 32801.

Tel. 407-730-2961 | i4biz.com The contents of i4 Business magazine, i4biz.com and any other media extensions related to the brand, including advertisements, articles, graphics, websites, web postings and all other information (“contents”) published, are for informational purposes only. i4 Business® and all other affiliated brands do not necessarily endorse, verify, or agree with the contents contained in i4 Business. i4 Business makes no warranties or representations, express or implied, as to the accuracy or completeness, timeliness, or usefulness of any information contained or referenced. i4 Business shall not be held liable for any errors or omissions. © 2018. All rights reserved. Any reproduction, in whole or in part, is prohibited without written permission from the publisher.

Publisher's Perspective

CHALLENGING OURSELVES TO LEARN AND GROW

“There is no passion in playing small — in settling for a life that is less than the one you are capable of living.”

— Nelson Mandela

Favorite Quotes from this Issue "We try to strike the balance between giving our customers hightech avenues and also a personal touch, where we know their name if they decide to come visit us in the branch."

— Brett Barnhardt, Page 20 "Orlando’s lodging sector accounts for tens of thousands of jobs that stimulate the economy, provide upwardly mobile career opportunities and underpin hospitality’s role as the region’s leading employer."

— George Aguel, Page 35 "Our effort, our mission here at the commission is to build a coordinated system of care across three counties — not to end homelessness, but to make homelessness rare, brief and a onetime occurrence in Central Florida."

— Shelley Lauten, Page 58

Y

ou’ve probably heard the saying, “Change is inevitable, growth is optional.” As we are completing our fourth edition as a new team producing this magazine, we’re currently working to streamline and improve our processes.

We’re seeking ways to automate tasks that are not people-related and maximize the use of our digital tools.

our community. Programs like CEO Leadership Forums, Athena PowerLink, CEO Nexus and Grow FL, just to name a few, support and provide resources for entrepreneurs as they continue to grow.

In the coming year, we will continue to highlight more of these programs in addition to initiatives that are building our leaders in the community.

The change we see happening is responsibilities are becoming more clearly defined. This frees us all up for more creative and collaborative initiatives, which will lead to both growth in the marketplace and expansion of our audience.

Next month, we’ll recognize eight business leaders who are making a positive impact in the Central Florida region.

We hope you will join us December 5 at our annual Business Leaders of the Year Awards dinner to meet and hear from these remarkable individuals.

It’s also important to me that we are each growing ourselves. We can all learn great lessons from athletes. Winning players don’t stop practicing. Growing, learning and improving is an ongoing process in and of itself — if we’re working smart.

I had the opportunity last month to attend a workshop by one of my first mentors. She taught me the importance of planning — starting with long-term goals and breaking things down into benchmarks, then taking things all the way through to daily activities. This involves tracking and investing your time intentionally in the things that take you closer to your goals. Even though the content was fresh and relevant to the business world today, the principles remain the same.

There are many organizations in the Central Florida region that are supporting, facilitating and recognizing growth in

To your success,

CEO and Publisher

i4Biz.com | NOVEMBER 2018 | 11

Communication and delivery platforms continually change and evolve. The constant in that change is the power of story. Print or digital, whatever platform you use, we have a way for you to connect to that story.

Connect with us on our social media channels: Facebook

to see where we are today

Connect With Us

Instagram

to join us in daily experiences

Twitter

for breaking news on us and our partners

LinkedIn

for our background and latest articles

From the Editor

Financing a Business: It’s Just Math … Kind Of

H

ere’s the good news: Florida was one of the top 10 states in the country in venture capital funding for the first quarter of this year, according to research by U.S. News & World Report. Now for the bad news: Although our state ranked No. 5, it lags way behind the leaders in dollar amounts and number of deals.

The top four states on the list control 80 percent of all U.S. venture capital dollars: California, Massachusetts, New York and Texas. California alone accounted for about half with $11.6 billion, or nearly 23 times more than Florida, which saw $511 million.

OK, I know that’s a lot of math. Some of my friends find this hard to believe, but in high school, I was inducted into Mu Alpha Theta, the math honor society. I’ve always been very good with numbers.

You might say that’s unusual for a writer, but think about it. Journalists use numbers every day to gather statistics, research facts and calculate percentages.

Some of my best editors early in my career taught me how to follow the numbers to get to the truth.

But at one point, I realized that when you add dollar signs, numbers become way more intimidating for many people. I get it. I did not grow up in a house where finance was discussed, and I didn’t learn about how to create and maintain wealth until much later in life. So I made it a point to learn about finance — and if I can do it, so can anyone.

I’m not likely to turn into a banker anytime soon, but I was once an analyst writing about trends in back-office financial functions, including accounts payable. Before that, I was the editor of Financial Ops magazine for financial operations professionals.

I also was the editor of Venture Woman, which helped educate women entrepreneurs. Back in 2000, we reported that women-owned businesses in the U.S. received less than 5 percent of all venture capital.

The needle hasn’t moved much since then, but we

are starting to see more women and minorities jump in as investors, which might make a difference.

Thank goodness there are organizations in Orlando that are helping second-stage businesses meet their financial goals and needs. We’ve written about some of them in this issue: •

CenterState Bank, which is increasing its team of business bankers and its presence in downtown Orlando.

•

FAIRWINDS Credit Union, which is helping individuals and companies manage cash flow.

•

Florida Funders and Florida Angel Nexus, which have joined forces to connect investors with small and midsize businesses.

•

CEO Nexus and its founder and CEO, Steve Quello, a local pioneer of “Economic Gardening,” which helps grow the business community from within.

We call this the Finance Issue. But in fact, you’ll always find information about financing in i4 Business. We want to help you learn from each other’s experience.

That’s the only way we’re all going to grow Orlando’s business community. Learning about trends and options in business financing is just like learning how to play golf. You can go out there and swing a club around wildly and maybe you’ll hit the green. Or you can study it intently, watching the masters and absorbing knowledge from other people that you can apply to your own game. If I can do it, I know you can, too.

Have a great month!

Editor-in-Chief i4Biz.com | NOVEMBER 2018 | 13

Business Briefs

UCF Makes Historic Appointment to Provost Position Elizabeth Dooley, who has served as the interim provost at the University of Central Florida since April, was appointed to the position full time at the beginning of October. She is the first African-American and the first woman in the school’s history to be named the university’s chief academic officer. She will also hold the role of vice president of academic affairs.

She fills the position formerly held by Dale Whittaker, who succeeded John Hitt as the university’s president. Dooley formerly worked as vice provost for teaching and learning and as dean of the College of Undergraduate Studies.

Dooley joined UCF in 2015 from West Virginia University, where she worked

for 25 years in teaching, research and leadership roles. She holds a doctorate in education and a master’s degree in special education from West Virginia University and a bachelor’s degree in education from Alderson Broaddus University in West Virginia.

“I am deeply honored and humbled that President Whittaker, faculty, staff and students have put their faith in me to serve as provost at the greatest university in the world,” Dooley said in a news release.

“The extraordinary support I have received as interim provost has been amazing, and I look forward to continuing to work each day to help achieve our university’s goal of becoming America’s 21st-century preeminent university.”

Central Florida Organization Rebrands to Greater Orlando Sports Commission

Solar Bears Announce Deal with Tampa Bay Lightning

The Central Florida Sports Commission, a private nonprofit dedicated to attracting and managing sporting events and driving economic impact in the region, has announced its new name: The Greater Orlando Sports Commission.

The Orlando Solar Bears minorleague hockey team, which is owned by the Orlando Magic organization and plays at the Amway Center, has announced a new affiliation agreement with the Tampa Bay Lightning of the National Hockey League (NHL). Part of the East Coast Hockey League (ECHL), the Solar Bears previously were affiliated with the Toronto Maple Leafs.

World Finals and the 2019 Major League Soccer All-Star Game. Orlando also is in the running as a possible host city for the 2026 FIFA World Cup. “This rebrand provides clarity when we market our destination to event organizers around the globe and recruit major events to Greater Orlando — offering a “terrain for every game” while driving economic impact via sports tourism to the region,” said Jason Siegel, the organization’s CEO.

Rebranded with a new logo and the nickname GO Sports, the organization will continue working to bring major marquee and pro sports events to the greater Orlando area, which includes Lake, Orange, Osceola and Seminole counties Since 1993, the sports commission has and the city of Orlando. Events have included the 2017 NCAA Division I Men’s hosted or co-hosted more than 1,240 events Basketball Championship, WrestleMania in the Orlando area with an economic 33 in 2017, the 2019-2020 Monster Jam impact of more than $1.4 billion.

Business 14 | NOVEMBER 2018 | i4Biz.com

Innovation

“We are extremely happy to welcome the Orlando Solar Bears into the Lightning organization today,” said Lightning Vice President and General Manager Steve Yzerman. “The Solar Bears organization has demonstrated a strong commitment to success that has paid off with numerous playoff appearances. We look forward to being a part of their future accomplishments while also developing our prospects in a world-class environment.”

Education

Business Briefs

Adventist Health System Launches New Name and Plans a Patient Tower in Winter Garden The parent company of Flor ida Hospital’s chain of medical facilities, Altamonte Springs-based Adventist Health System, is changing its name to AdventHealth effective Jan. 2, 2019.

It is one of the nation’s largest faithbased healthcare systems, with nearly 50 hospital campuses and more than 80,000 employees.

The organization’s leaders say its new name will allow consumers to more

easily distinguish AdventHealth’s care locations and services. The company is not chang ing in ow ner ship or business structure.

In a separate development, Florida Hospital Winter Garden is adding a 100-bed inpatient pavilion to its 24-bed emergency department and medical off ice building on Fowler Grove Boulevard. The seven-story, 300,000-square-foot building w ill

help the organization better meet the demand of the emergency center, which has seen 71,228 patients since opening in February 2016. The expansion is expected to create 700 hospital jobs with an annual average wage of $64,480, according to a press release.

New Facility Spotlights Innovation at Lockheed Martin Lockheed Martin has opened a new Innovation Center at its Missiles and Fire Control (MFC) facility in Orlando.

The space measures 6,500 square feet and gives employees a place to develop creative solutions to complex problems. wThe objective is for the company to create new patents and win additional multimillion-dollar contracts.

“Innovation is our ‘day job’ — it is core to who we are and everything we do,” said Frank St. John, executive vice president at Lockheed Martin MFC. “This facility gives employees the means to bring ideas from our unlimited imaginations to life.”

The center contains five specialized labs, a next-generation videoconference capability, and an interactive lobby. It is equipped with technology for virtual reality, robotics, computer-simulated environments and 3-D printing. It is the second of its kind. The Innovation Center in Dallas opened in 2017.

WANT TO SHARE YOUR NEWS? Do you have some news you’d like us to share with the community? Please be aware that we work two to three months in advance of our publication date. Submit press releases and announcements to press@i4biz.com.

Tourism

Growth

Inspiration i4Biz.com | NOVEMBER 2018 | 15

Something new is on the horizon.

O

M

N

I

D I G I T A L vegaomnidigital.com

COVER STORY

STANDING TALL As Florida’s Largest Community Bank, CenterState Expands its Presence in Orlando

By Diane Sears

i4Biz.com | NOVEMBER 2018 | 17

Front row left to right: Andrew Hebert, Marshall Harris, Carlos Morell, Brett Barnhardt, Barbara Interlicchio, John Wayne, Maureen LaRocca, Eddie Smith Back row left to right: Amanda Watson, Phil Zeman, Geeta Rampartab, Bill Mang, Andy Roberts, Scott Johnson, Jim Garner, Chris Cucci, Mercedes McCall

C

enterState Bank’s logo is popping up all over downtown Orlando this year: on the top of a 16-story office building, on the video billboard and scoreboard screens at Camping World Stadium, and on the signage in the stadium’s newest premium club space.

Meet the newest financial institution in the neighborhood — only it isn’t new at all. With a 25-year history, CenterState has become the largest community bank in the state. It operates 128 locations throughout Florida and Georgia, employs 1,800 people and holds more than $12 billion in assets.

CenterState started in Winter Haven and has continued to grow through acquisitions, including three in the past several years in the Orlando area: First Southern Bank, Sunshine Bank — which was the

18 | NOVEMBER 2018 | i4Biz.com

former Florida Bank of Commerce — and Harbor Community Bank. It has hired additional commercial banking relationship managers to bring the total to 11 serving Orange County.

“As time has progressed, we’ve identified those metro markets where we need to be,” said Community President Brett Barnhardt, who oversees the bank's Orlando Osceola market. “Orlando is right in the middle of so many good things going on in the state. One of the biggest challenges for us is to let people know who CenterState is. We are well-known in the smaller Florida markets where we had historically been dominant, but in Orlando, Tampa, Jacksonville and Miami, CenterState has not been a brand name.”

Earlier this year, the blue-and-teal CenterState logo took its place on top of the office building at 20 North

Orange Avenue. The bank built out the space and opened a modern branch on the ground floor and set up a team of almost 30 commercial relationship managers and credit specialists on the 13th floor.

“We wanted to plant our flag downtown to let people know we’re serious about being here,” Barnhardt said. “It shows people we’re in this for the long term. And it gives us a downtown presence with a state-of-the-art office on the first floor for customers.

“So it’s a statement play, and we think it’s really going to raise the brand awareness. It already has.”

COMPETITIVE SERVICES CenterState provides traditional retail, commercial, mortgage, wealth management and U.S. Small Business Administration services. It also has

a national footprint through a correspondent banking division that allows smaller financial institutions all over the U.S. to purchase services through CenterState to serve their own customers.

“We have the capability of being a great partner to a mom-and-pop business or a multimillion-dollar company,” Barnhardt said. “We’ve got the bells and whistles of all the large banks, and we have the size now so we can compete with anyone in any space.”

“We wanted to plant our flag downtown to let people know we’re serious about being here.”

— Brett Barnhardt

The market that includes Orlando is on pace to make over $200 million in loans this year, Barnhardt said. “Our particular market carries about $800 million in assets, which is a pretty good size community bank within in its own right. People should take comfort that they’re getting local decisions, but due to our size as a company we have the wherewithal to handle credits of virtually any size. We have a great group of bankers, too.”

i4Biz.com | NOVEMBER 2018 | 19

“We create an environment that is easy on the eye, customerfriendly and up-to-date.

Everything from the landscaping to the interior design is warm and inviting to the customer.”

— Brett Barnhardt

Having the right banker can make all the difference in helping a company grow, said Adam Wonus, whose company is a customer. Wonus and his business partner, Mike Krause, operate Atrium Management Company in Lake Mary, which owns numerous residential rental properties and also provides management services for other property owners. Their banker is Chris Cucci, a senior vice president and commercial relationship manager at CenterState.

“Chris has a great understanding about what it takes to get the work done,” Wonus said. “It’s great for me as a business owner, because I have someone who works just as hard as I do. I’ll call him at 6 o’clock at night and he will get on the phone and help me.”

In July, Forbes magazine named CenterState the top bank in Florida on its first-ever “Best-in-State Banks” listing. Forbes formed the rankings 20 | NOVEMBER 2018 | i4Biz.com

through a national survey of 25,000 customers based on five categories: trust, terms and conditions, branch services, digital services and financial advice. Only 124 banks made the list.

“This is quite an honor for CenterState,” bank’s President, Mark Thompson, said at the time in a press release. “I’m proud for our employees, who have earned this recognition from our customer base.

The bank was founded upon a set of core values, including ‘world class service’ and ‘relationship banking,’ which have inspired our approach to the business since the beginning.”

CORE VALUES The bank’s core values were written to inspire the employees and reflect character and influence.

The bank does not take them lightly, Barnhardt said. They are:

Local market driven – “We run a decentralized model here,” Barnhardt said. “Each community is very distinct. … We make our decisions in each local market. That sets us apart because we can be more responsive. … We’re not calling Atlanta to make a credit decision.”

A long-term horizon — “A lot of people ask us what the long-term play is for us,” Barnhardt said. “It’s to hold on and become what Barnett Bank used to be in the 1980s, Florida’s community bank. We’ve done it in a way similar to how they did it: organic growth, management lift-outs of key people from other banks, and acquisitions, which has been a key piece of how we’ve grown in the last eight years.”

World-class service — “We try to strike the balance between giving our customers high-tech avenues and also a personal touch where we know

their name if they decide to come visit us in the branch,” Barnhardt said.

“We create an environment that is easy on the eye, customer-friendly and up-to-date. Everything from the landscaping to the interior design is warm and inviting to the customer.”

Relationship banking — “We have people we’ve banked for generations,” Barnhardt said. “We have bankers who may have passed through three or four banks in their career, and the customers have followed them for 30 years. It’s the people who bank with the people.”

Faith and family — “We want you to have a commitment to things outside the bank, including family, that are far more important than what goes on inside the bank,” Barnhardt said. “In our mind, if coming to work is the most important thing in your life, then you need to change some things around.

“We have very little turnover. It’s not uncommon to see places have a lot of changing of the guard. It just doesn’t happen here. To me, that’s the best testament to how it feels to work here. It’s rare to have someone leave.”

GOOD NEIGHBORS Being a community bank, CenterState is especially proud of the work its employees do in the neighborhoods where its branches are located. In 2017, employees throughout the bank volunteered thousands of hours, participating in 340 events and activities with 100 organizations.

Bankers in the Orlando metro area collect bicycles for children in foster care, visit the elderly in assisted living facilities, raise money for scholarships, help feed the homeless, and build houses with Habitat for Humanity.

They serve on boards of directors and advisory councils that help local businesses and oversee local arts and sports activities. They are members or leaders of local Rotary Clubs, chambers of commerce and places of worship, as well as associations for homebuilders, Realtors and CEOs. But CenterState wanted to take its presence in the Orlando area to another level and become involved in something that would allow the bank and the community to get to know each other better. The idea came from Phil Zeman, one of

CenterState’s Orlando commercial relationship managers, who introduced Barnhardt to Steve Hogan, the CEO of Florida Citrus Sports, which operates Camping World Stadium.

“We were looking to partner with someone here in Orlando that shares our values for helping the community, and to do it in a forum where we could gain some visibility,” Barnhardt said.

“Florida Citrus Sports does all that.”

Through Florida Citrus Sports, the bank got involved with LIFT Orlando, a nonprofit that has mobilized area leaders and local residents to revitalize the neighborhoods surrounding the stadium, collectively known today as the Neighborhoods of West Lakes.

“The more we found out about it, the more we realized it’s a natural for us,” Barnhardt said. “We try to spread our charitable efforts among several segments, whether it be education, healthcare or affordable housing, and LIFT does all of those things in one project.

“This is exactly the kind of thing a community bank needs to be doing,” he said. “We put our CRA officer in contact with them, and we’ve pledged $100,000 to help with

the project. What’s neat about LIFT is that you have this multimilliondollar investment in that stadium, and so much going on inside it, why not spread the love around it to a community that needs some help? LIFT is providing that.”

THE FUTURE In 2017, CenterState was ranked as the 21st top-performing bank in its asset class by S&P Global Market Intelligence. The bank is continuing with an aggressive growth strategy and has brought on new board members in the past year who include Jody Dreyer, a retired senior executive at The Walt Disney Company, and David Salyers, former head of brand activation for Chick-fil-A. The new presence in the downtown building will help because motorists can see it on the Orlando skyline as they drive by on Interstate 4. “I-4 is one of the most heavily traveled thoroughfares in the country,” Barnhardt said. “So from a company standpoint, it wasn’t just to benefit our market here in Orlando. It helps us throughout Florida because people are passing through here all the time. We’ve received a lot of great feedback on it.” ◆ i4Biz.com | NOVEMBER 2018 | 21

s AT THE Inter c t i 0 n

of Innovation and Divine Intervention

By Elyssa Coultas

Florida Funders and Florida Angel Nexus Join Forces Some things were just meant to be together: Batman and Robin, chocolate and strawberries, and investors and entrepreneurs. Two Florida investment firms have merged efforts and are committed to fueling innovation and commerce by providing entrepreneurs with access to capital, mentorship and opportunity while helping investors connect with high-potential companies.

Blaire Martin, co-founder of Florida Angel Nexus (NEXUS) and now vice president of strategic partnerships for Florida Funders, explains the benefits.

well-connected with the different investment opportunities throughout the Southeast will help you get connected faster so you can start building a portfolio.”

According to a 2017 survey by the Florida Small Business Development Centers, known as the SBDC Network, the No. 1 challenge Florida small businesses are most concerned with is access to capital.

For entrepreneurs and early-stage companies: “This is a great avenue to receive a lot of advice and money if your company is well-positioned to accept that capital and to execute on a very aggressive growth strategy.”

Florida Funders is a venture capital fund and crowd-funding platform that invests in earlystage technology companies. It acquired NEXUS, which is now a program of Florida Funders, with the mission of connecting early-stage companies to a vast network of investors and keeping those businesses from moving out of the state to obtain capital.

For investors: “It’s much wiser to invest as part of a group. Being an isolated investor trying to build up your own deal flow can be really challenging. Joining a community that’s

Martin explains the catalyst of the partnership: “Florida Funders has been a member at NEXUS for a while. We’ve worked regularly with them on deal flow and co-investing on transactions

22 | NOVEMBER 2018 | i4Biz.com

ever since we were founded in 2013. Florida Funders brings more resources and a much larger team to the table, along with an $18 million fund. It just made sense to align more closely, since we had very complementary products and skillsets.

“We’re taking the best from both companies and putting it all together right now.”

The acquisition offers more services to both investors and earlystage companies. The group activates its accredited investors by getting them involved in mentoring, providing network connections, and investing in Florida’s high-potential companies.

“It’s really exciting to see the progress happening across the state of Florida,” she says. “Fast-paced, venture-backed businesses attract talent, and I believe Florida has a tremendous opportunity over the next 20 years to really put our stake in the ground as one of the most significant tech states in the country. We have everything we need right here.”

Building Bridges

Peerfit, a Tampa-based company that makes a digital platform for fitness benefits, came to NEXUS in need of a bridge round of investment. A bridge round gives companies more runway before they raise a much larger round of investment.

“Peerfit needed a bridge round, and we found two investors who each committed $25,000,” Martin says. “They were able to use that funding to achieve some very critical milestones.”

With support from Florida Funders and NEXUS, Peerfit was able to raise $5 million in venture capital from Florida investors leading up to its recent $8 million Series B round. Multiple large investors got involved, including Tampa Bay Lightning owner Jeff Vinik, among other notable names in the community.

NEXUS has also worked with the Orlando-based company Fattmerchant, which offers credit card processing and merchant services.

“They were able to raise their seed round and Series A from Florida investors,” Martin says. “CEO Suneera Madhani has done an amazing job. She raised $5.5 million last October and $10.5 million this July led by an Atlanta venture capital fund and has grown her company to about 50 employees from just starting with two. They are expecting to add another 50 jobs over the next year.

“So, you can start to see the whole horizon come together.

We are enabling our state’s tremendous population of diverse investors to provide critical, early money that traditionally has been difficult to acquire. Florida Funders supports investors to use their time effectively to build a portfolio of Florida ventures.”

Priming the Pump

Florida Funders and the NEXUS program have strategic models to ease the impact and potential risk in making an investment.

One way is by strengthening the community bond. Throughout the year, Florida Funders hosts investment events across the state.

Investors can meet and network with one another, study and learn about deals together, and comfortably fill out a full round of investments. This collaboration allows investors to make informed decisions as a group, rather than hand-selecting deals on their own.

Types of Funding Seed round

Investors who are often family members and friends of the owners provide a modest amount of “seed money,” such as a total of $50,000 to $2 million, to help a new company get started. The funding usually goes toward research and development.

In exchange, investors receive repayment or common stock.

Angel investor funding Wealthy individuals contribute money to help the company grow, in exchange for repayment or some type of stock.

Venture capital funding Investments are used to grow a company that is already operating, possibly in negative cash flow.

Multiple rounds are named A for the first, followed by B and C. The stock investors receive for each new round is valued higher than that of the previous round.

Bridge round

Also known as mezzanine funding, this round of investment helps the company reach a new phase, such as an initial public offering, acquisition or a buyout.

Initial public offering (IPO)

The company works with investment bankers to set a stock price and sell shares to the public. The company’s stock is then traded through a stock exchange such as NASDAQ.

Another way the organization caters to investors is by formulating new methods to diversify their portfolios. One of those vehicles i4Biz.com | NOVEMBER 2018 | 23

includes the Portfolio Select program, which offers investors a guaranteed allocation on future companies with a window to review documents before the deal is showcased on the Florida Funders platform.

“It allows investors to selectively divide their investment into multiple funding opportunities,” Martin says. “You don’t have to do as much paperwork or move money to escrow as many times.”

According to national research on early-stage venture capital returns, an investor should build a portfolio of at least 12 deals. Florida Funders enables accredited investors to invest as little as $5,000 into an opportunity and double down on the ones they really like. “This is a really good fit for some people who want to invest in the asset class and don’t want to have to do all the work themselves,” Martin says.

According to the Angel Capital Association, investing in 12 venture deals offers a 75 percent probability that the return on that portfolio will be 2.6 times the total investment. Expanding to 24 deals increases those odds to 90 percent.

“The key is to have the fortitude to keep investing when the horizon is three to five years,” Martin says.

Growth and Mentorship

“I love mentoring young companies all over the state,” she says. Florida Funders offers a mentorship program for entrepreneurs and companies at any stage.

Martin recognizes the importance of coaching and collaboration. “I think it is 24 | NOVEMBER 2018 | i4Biz.com

so important to have that relationship with people who are further along in their career or have a specific expertise they can bring to the table. I’ve had amazing mentors in my life. I’m 30 years old, and I’ve already had an exit and been the CEO of a company, but I wouldn’t be where I am today if it weren't for them.”

These mentors help to prepare and elevate companies to future rounds.

Peerfit’s Ed Buckley was the ideal CEO to mentor, Martin says. “He was very coachable, and he worked well with all of our investors.”

The investors continued to advocate for Buckley between each round, which attracted even more investments.

“They invested in the second and third rounds because they loved the progress they saw with that company,” she says.

“Those are the types of stories we want to see happen throughout Florida.”

Florida Funders and the NEXUS program feature live webinars every Wednesday that showcase one company.

“There’s a lot of win-win due diligence that happens here,” Martin says. “When a company presents, it’s going to get feedback from all these brilliant investors who have very diverse backgrounds and expertise. The presenters are going to get referrals.

They’re going to get suggestions about their funding strategy, their growth strategy, their customer segments, their targeting. So it’s a way for companies to leverage that investor base, while providing investors an avenue to support and mentor companies.”

Pitch coaching, an integral facet of the mentorship program, equips ent repreneur s and early-stage companies to present to investors and secure funding.

“A lot of times entrepreneurs are great at sales pitches, but investment pitches are different,” Martin says.

“How do you change your spiel to not just convert a customer, but to convert an investor? How do you get that investor to see the whole vision for the company, along with investment returns it could generate?”

Sunshine State to Startup State

The vision of the company is to transform Florida’s economy by creating an influx of investors and providing them with ready-to-scale businesses to invest in. They want businesses that start in Florida to stay in Florida.

“Florida still has this huge gap,” Martin says. “We don’t have a lot of institutional investment going into these companies yet, and we really need to demonstrate success. We need to get Florida companies funded by Florida investors.”

She encourages investors to get involved in the local economy. “Returns of 20 percent to 25 percent over three to five years is a great portfolio return.

It’s also an avenue to transition out of running your own business day-today, or working in full-time corporate America, into funding new start-ups and providing ways to increase growth — and to connect with other smart people doing really cool things right here in Florida.” ◆

Local A Lesson in

Business

26 | NOVEMBER 2018 | i4Biz.com

Yes, a prompt response and a good ear do matter.

W

hen Jennifer and Jonathan Meacham, owners of Epic Boardsports in Cocoa Beach, outgrew their existing building and found a larger building to expand their operation, they wanted to move quickly through acquisition and relocation. The new property at 350 S. Orlando Ave. was just one block east of their current building and included two additional buildings with existing tenants, so the move would also provide an additional source of cash flow.

When it came time to interact with banks, however, the company known for action with its paddleboard sales, tours, lessons and rentals found itself at a standstill.

“We were serious about the loan process, but some other banks weren’t,” Jennifer Meacham said.

The Meachams’ fortunes changed, however, when they began working with Fred Williams, vice president/ commercial lending of Fidelity Bank of Florida, which has offices in Merritt Island and Longwood. Williams is responsible for developing and servicing prospective business customers and providing a variety of commercial and real estate loan products, and he arrived on the scene with more than 25 years of industry expertise. In this case, according to Jennifer Meacham, Williams also brought urgency.

⊳ Jennifer and Jonathan Meacham and their sons, Xander and Ziek, with Fred Williams, Commercial Lender.

“He took us seriously from the start, and when it came down to numbers, they were workable,” she noted, adding, “He has also been instrumental in providing referrals for commercial insurance and other things that made this a really positive transaction.”

In the end, Fidelity Bank of Florida provided the funds to purchase the property, as well as financing to renovate the new building, which currently is being gutted and remodeled to accommodate Epic Boardsports’ growing business.

That commercial loan transaction was small in the grand scheme. Yet, its underlying theme speaks loudly: meeting needs quickly.

Essentially, the Meachams did not want to wait around, and Williams obliged them. A resident of Melbourne since 1990, Williams delivered another especially valuable lesson for good local business: listen.

“The capacity to listen to what the customer needs and promptly assist in meeting those goals is what sets the Fidelity Bank of Florida team apart from the rest,” Williams said. “The interaction with various business owners and learning about their businesses enables us to provide the services necessary to help them grow and be successful.” ◆

The interaction with various business owners and learning about their businesses enables us to provide the services necessary to help them grow and be successful.” – Fred Williams Fidelity Bank of Florida is a Member FDIC and Equal Housing Lender where all loans are subject to approval. i4Biz.com | NOVEMBER 2018 | 27

28 | NOVEMBER 2018 | i4Biz.com

NAVIGATING THE

M&A GAME

ALIGN PREPARES SMALL FIRMS FOR GROWTH — AND THE EVENTUAL EXIT

By Diane Sears

D

ena Jalbert was working with the Tribune Media Company, where she and the publisher of the Sun-Sentinel newspaper in Fort Lauderdale would go out into the marketplace in the mid-2000s and acquire small local publications.

The Chicago native had spent her career until then working in corporate finance with other large enterprises, including Arthur Andersen and Ernst & Young. But she found herself drawn to the companies that were on the other end of the acquisitions she was negotiating for Tribune.

“I would watch these business owners sitting across the table from us who didn’t have representation,” she says. “I was so surprised and disheartened because they didn’t understand all the terms. It’s a complex process. They were inadvertently leaving money on the table.”

Today Jalbert is the owner and CEO of Winter Park-based Align Business Advisory Services, which represents firms in what she calls the lower middle market, or those with $1 million to $100 million in annual revenue.

Business owners at this level are “very much underserved,” she says. They’re too small to be able to afford a full staff of C-suite executives who can help them navigate through complicated business issues, especially a chief financial officer. The larger consulting firms and investment banks would consider them too small to become clients.

But they’re too big to qualify for some of the services available for mom-and-pop start-ups.

“I want to help those business owners,” Jalbert says. “I want to make sure they’re getting the best terms and they’re maximizing their decades of hard work in that transaction.

“I compare it to a game of poker. You sit down at the table, and you know some tricks. i4Biz.com | NOVEMBER 2018 | 29

You’ve read a book or two, and you know the rules generally.

But you’re a novice, and you’re sitting across from someone who could win the World Series of Poker. You’re at an inherent disadvantage.”

Better Off

Jalbert purchased Align in 2017 after being hired previously by private equity firms and several midsize companies to help with their exit strategies.

One of those companies was Channel Intelligence, a Celebration-based firm that developed technology to power online shopping sites, including Walmart, Target and Best Buy. Google purchased the company for $125 million in 2013 in what still remains one of the largest acquisitions in the Orlando area.

After a series of these kinds of experiences, the lightbulb clicked on, she said. “I thought to myself, ‘Hmm, there’s a pattern emerging here. This isn’t coincidence. There’s a need for this level of expertise.’ So rather than doing this one business at a time and displacing myself every three to five years, I acquired this firm and now we get to do it one-to-many.”

Align was founded in 2010 and specialized in information technology (IT) consulting, and Jalbert has expanded it to include finance and accounting, human resources, mergers and acquisitions, and other services that help strengthen midsize businesses. The company employs nine and is looking to grow to as many as 35 in the next 18 months as it expands nationwide.

She is committed to making the team diverse. This includes personal background, such as gender, age and ethnicity. It also

“I compare it to a game of poker. You sit down at the table, and you know some tricks. You’ve read a book or two, and you know the rules generally. But you’re a novice, and you’re sitting across from someone who could win the World Series of Poker. You’re at an inherent disadvantage.”

30 | NOVEMBER 2018 | i4Biz.com

includes experience, such as industry, geography, business size and business type.

“In my number of years in finance, I’ve realized it’s an industry that is not very diverse,” she says. “You go to the Meet the Team page of most of our competitors, or any investment bank or PE firm, and they all look the same and they all come from the same place. … We actually take a completely opposite view of that. I focus very heavily in our recruiting on who we have on our team.”

That diversity brings a breadth of experience and knowledge that can better help businesses that otherwise might not get exposure to the world of M&A, she says.

“The firm provides a subset of consulting services because our clients in this demographic have these needs,” Jalbert says.

“If we’re going to help them through a transaction, we’re going to help them better their business as well. So even if they don’t end up selling their business, their business is better off.”

In turn, she says, the firm’s work also creates value for the investment community. “Our venture capital and private equity partners, along with the corporate investors we work with regularly, find it refreshing to have our level of M&A expertise in this demographic of business. They’re used to having either no one present or owners whose experience is less sophisticated.

“In just about a year, we’ve had a tremendous amount of growth and success. I have to pinch myself sometimes. It goes to show our model is resonating in the marketplace.”

Start Anytime

It’s never too soon for a small or midsize business to start seeking help if the plan is to eventually sell instead of handing the company over to someone in the family, Jalbert says. Even if the vision is 15 years down the road, having an exit strategy on the radar helps strengthen the business today.

“One of the first questions we ask every client is, ‘When you lie in bed at night and you visualize what this transaction looks like for you, what is that?’” she says. “Are you going to retire in Costa Rica? Are you going to start a new business? Are you going to invest in real estate? What is your end objective? What is your motivation and your driver? Then you work backward from that.”

Watching the Trends The mergers and acquisitions (M&A) landscape shows no signs of slowing down in the coming decade, says Dena Jalbert, CEO of Align Business Advisory Services. In fact, it seems to be picking up. She has noticed several trends that are affecting the marketplace: •

MULTI-COMPANY MERGERS Private equity firms seem to be investing in multiple firms in the same line of business and merging them as a way of growing them to scale faster. For instance, they will buy six IT managed services companies, pool them to create one large entity, and then sell that to either a publicly traded company or a larger private equity firm. “Private equity is very much focused on a ‘buy-and-build’ strategy,” she says. “The statistic I’ve read is that 63 percent of all private equity portfolios employ this type of strategy.”

•

CONSOLIDATION AMONG TYPES OF SERVICES M&A activity has been heating up in contracting trade services such as lawn care, pest control, electrical and plumbing. It is also affecting business process outsourcing organizations, or those that handle back-office functions such as HR, finance and accounting, and call centers. Jalbert is also seeing consolidation in healthcare. “A lot of that is driven by the cost of healthcare, which is continuing to increase. Consolidation is a way to bring economies of scale and shake down costs and be able to preserve profit margin. We’re seeing consolidation in clinics and practices, devices, pharmacies, veterinarians and all sorts of niche healthcare.”

•

FOREIGN INVESTMENT In the U.S., businesses are starting to see deals involving foreign investors from Europe, Canada and Asia. “That’s new,” Jalbert says. “Traditionally, it was primarily domestic. Those investors are starting to see that consolidation in the lower middle market allows them to have geographic expansion quickly.”

•

SPECIALTY FUNDS Industry-specific funds are popping up, as well as those aimed at traditionally under-served types of businesses, such as those owned by women and minorities.

•

SOCIAL RESPONSIBILITY Certain funds are placing money in companies that rate high in corporate social responsibility, or missions and causes that help people and the planet.

When it comes time to negotiate the sale, an average transaction takes about 1,000 hours to execute, she says.

It’s a lengthy process that can be painful at times, and it’s hard for a business owner to run the daily business and continue to grow it while managing an extra 1,000 hours of work.

One step to start with is a talent planning analysis. “I compare it to an NFL football team,” Jalbert says. “You know what positions you need to play the game. Who do you have in those positions? Are they the right people for the positions? Which positions are empty? What do you need to fill and when? We’ll help them plan their ‘draft’ and make sure they have the best team members to get them to where they want to be so they can exit the business.”

After the merger, companies like Align also provide support for integrating the entities into each other.

“Once two businesses combine, that’s when the hard work begins,” she says. “It’s easier to buy a business.

The hard part is putting it together.”

Local Outlook

The Orlando area is not exactly viewed as a hotbed of activity for venture capital or private equity investment and M&A activity among small and midsize businesses — yet. But it shows promise, Jalbert says.

“As more wins become better-known, our market will hopefully start to attract more venture capital, private equity and corporate investment,” she says.

“Here in Central Florida, it’s a bit of a desert. It’s difficult, and you have to go to other markets to seek funding. We have some local funds, but that expansion funding is where there’s a lot of opportunity for growth in Central Florida.”

Everyone wins if local small and midsize businesses can grow where they’ve been planted, Jalbert says.

“Silicon Valley is competitive and expensive,” she says. “Founders and business owners are looking for other markets for growing their businesses. We’re creating a competitive ecosystem here that will help that, but there’s still a ways to go.” ◆

i4Biz.com | NOVEMBER 2018 | 31

Giving to Goodwill is good for business.

Strengthening our community means Building Lives That Work. Through a wide array of career services and vocational programs, Goodwill provides tools that help people overcome barriers to employment and find a permanent path out of poverty.

When you shop at or donate to Goodwill, you’re funding services that help people find jobs and achieve economic self-sufficiency . . . right here in our community. In 2017, Goodwill Industries of Central Florida served 47,531 people and placed more than 8,100 individuals into jobs.

7531 SOUTH ORANGE BLOSSOM TRAIL | ORLANDO, FL 32809 | 407. 857. 0659 | GOODWILLCF L.ORG

TAKE

with Official tourism association for America’s most visited destination.

Orlando Hotels by the Numbers

4,900+

122,000+ Rooms

41%

New rooms scheduled for 2019

Increase in rooms since 1995

$121.53

79.3%

Average daily room rate in 2017

Occupancy rate in 2017

$260M

Bed tax collected

by Orange County in 2017

* Orlando hotel market consists of Orange, Osceola and Seminole counties.

No. 2

Nation’s second-largest hotel market* (after Las Vegas)

34 | NOVEMBER 2018 | i4Biz.com

Southern Hospitality Meets Orlando Charm Q&A with Jesse Martinez, The Alfond Inn at Rollins College

A

s the nation’s second-largest hotel market, Orlando boasts several highly unique, award-winning places to relax, unwind and catch some Z’s — with one of the best examples nestled a few miles north of downtown in the heart of Winter Park. Named one of the world’s top hotels by Travel + Leisure, The Alfond Inn is an elegant escape for more than 50,000 guests each year. Owned by Rollins College and home to an acclaimed arts collection, the boutique hotel’s net operating income endows The Alfond Scholars Program, which annually awards up to 10 full scholarships to first-year students. Here, General Manager Jesse Martinez discusses the establishment’s impressive reputation and contributions to the Orlando tourism community.

GEORGE AGUEL President and CEO of Visit Orlando How has The Alfond Inn earned such prestigious rankings in just five years?

Since the hotel opened in August 2013, we have distinguished ourselves through a consistent high level of service, an extraordinary location, world-class artwork and our mission of philanthropy. We are also home to the award-winning Hamilton's Kitchen, which offers a distinct Central Florida culinary experience for our guests.

What need has the hotel filled in Winter Park, and what benefit does its location provide?

The city of Winter Park was in need of a venue that could support large functions and also provide luxury accommodations for guests. We are not just a weekend getaway hotel, but a popular gathering spot all days of the week. Our location is perfectly situated in one of the most charming cities in America, adorned by some of the best restaurants and retail shops, and surrounded by some of the most impressive museums in Florida.

How do your art, food and beverage offerings contribute to the hotel’s success?

These offerings work together to create a unique, signature experience unlike any other hotel. We have a living museum of incredible artwork with free art tours each Sunday and a Happy Hour Tour the first Wednesday of each month. Our signature Get Your Jazz On concert series is always popular, as is our Mother’s Day Brunch. Hamilton’s Kitchen puts on a great Sunday Jazz Brunch and Chef’s Table experiences in addition to its regular fare.

Who has helped you get where you are today?

Mentorship has been a major part of my success. Throughout my 22 years in the Air Force, and now my tenure in hospitality, I have been guided by several strong influences. Without my mentors’ dedication and passion for my well-being, I would not be where I am today. In return, some of my proudest accomplishments are the quieter moments when I’ve mentored people and watched their personal and professional growth.

How is Orlando — and Visit Orlando — an asset to your industry?

We receive nothing but stellar comments from our patrons about Winter Park and Orlando. Upon arrival, guests are transported to another time and place. Everything slows down and the pampering begins. Guests love having the variety of experiences Orlando provides at their fingertips, and Visit Orlando is vitally important to tourism in The City Beautiful. As our global storyteller, Visit Orlando has positively impacted destination growth, development and identity. ◆

MEETING THE DEMAND Orlando’s lodging sector adds quantity, quality

O

rlando could not have become America’s most-visited destination without our vast hotel and resort inventory. We hosted a record 72 million visitors last year — more than 500,000 a day, on average — so providing a wide variety of accommodations is key to Orlando’s ongoing success.

To keep up with demand, it’s important that our lodging supply continues to grow — and that’s exactly what is happening. By year’s end, nearly 2,800 new hotel rooms will have come online. In 2019, another 4,900plus rooms are set to open, pushing our region’s total to more than 128,000.

But it’s not just the quantity of rooms that’s soaring.

Hotel quality is also reaching new heights.

From the brand new to the established classics, many brands have added amenities such as in-room technology, gourmet dining, day spas, waterparkworthy pools, pet-friendly accommodations, rooftop bars, customer rewards programs and, in the case of The Alfond Inn at Rollins College, an incomparable art collection.

Of course, these developments are great for visitors, but they’re equally beneficial for our local community.

Orlando’s lodging sector accounts for tens of thousands of jobs that stimulate the economy, provide upwardly mobile career opportunities and underpin hospitality’s role as the region’s leading employer.

Orlando’s tourism industry is always finding new ways to meet demand and exceed expectations — and it all starts with a warm, friendly place for leisure and business travelers to lay their heads. Thanks to our hotels and resorts, we are well-poised to capitalize on the projected growth that will continue to transform our destination for years to come.

i4Biz.com | OCTOBER 2018 | 35

"

"Orlando is an amazing place to live, play and work. It’s great to be part of and give back to the community." — Larry Tobin

36 | NOVEMBER 2018 | i4Biz.com

Building the Community I

n 1981, Larry Tobin accepted a part-time bank teller position at what would become FAIRWINDS Credit Union while pursuing his degree in finance at the University of Central Florida. Under Tobin’s leadership as president and CEO since 2003, FAIRWINDS has become one of the largest locally owned and operated financial institutions in Central Florida, while giving back as the official student banking partner to his alma mater, which is now one of the largest universities in the country.

In his decades-long career at FAIRWINDS, Tobin has witnessed countless changes in the industry but has made sure FAIRWINDS’ values have remained constant. To him, an enduring focus on members’ financial well-being has always been FAIRWINDS’ guiding principle and the key to its success. Tobin has been a savvy investor since age 18, and his goal is to see FAIRWINDS members debt-free and on their way to building wealth.

FAIRWINDS Foundation Fur thering its commitment to community partnership, FAIRWINDS Credit Union launched a charitable foundation in 2017 dedicated to helping individuals create and achieve a path toward financial responsibility, security and freedom.

The FAIRWINDS Foundation currently partners with two organizations on programs that enhance financial literacy: Junior Achievement of Central Florida (JA) and the University of Central Florida (UCF).

As the exclusive banking sponsor of JA Finance Park Virtual, a virtual simulation exercise for high school seniors in economics classes, the FAIRWINDS Foundation has brought real-life scenarios on budgeting, income

“For a lending institution, people often find it a little peculiar that we’re encouraging you to not take on debt in the first place,” Tobin said. “For consumer borrowers, we encourage shorter loan periods. For businesses, we teach proprietors to leverage an appropriate amount of debt to better manage cash flow and grow their companies.”

calculation and more to 3,000 students

In addition to FAIRWINDS’ commitment to its members, Tobin also views the credit union’s extensive community involvement as crucial to its success.

Knight$ financial literacy program.

“We believe in building the community where our crewmembers live,” Tobin said. “The organizations we support have special meaning to our people, and that’s always been important for us.”

Tobin oversees the myriad ways FAIRWINDS supports institutions that are dear to its community and neighbors, including the Orlando Magic, the Orlando City Soccer Club, the Orlando Philharmonic Orchestra and the University of Central Florida. Most recently, the credit union launched the FAIRWINDS Foundation, a nonprofit organization dedicated to teaching Central Floridians financial literacy. “Orlando is an amazing place to live, play and work,” Tobin said. “It’s great to be part of and give back to the community.” ◆

in 28 schools.

The foundation also awards five $2,500 scholarships to UCF students who complete the UCF Cen$ible FAIRWINDS is a longstanding partner with UCF, serving as the official student banking service provider.

FAIRWINDS President and CEO Larry Tobin is a director of the foundation, which is led by Executive Director Garry Capton.

For more information, or to suggest an organization that would be a good fit for a financial literacy partnership, visit fairwinds.org/foundation.

i4Biz.com |NOVEMBER 2018 | 37

Partner Spotlight

Holiday Builders Shelter Mortgage Photo L to R:

Kent Winkelseth, Richard Brown, Bruce Assam, Natasha Cartagena Spencer

A Perfect Partnership

"

The great thing about both of our organizations is we respect each other's corporate cultures and team members.

— Richard Brown Regional President of Florida Divisions

When he describes the partnership between Holiday Builders and Shelter Mortgage, which dates back to 1997, Richard Brown’s words indicate a history full of both victories and challenges. All have been weathered to form a partnership built on respect that continues today.

“In a partnership, it’s a give-and-take — and when times are good, no one complains,” said Brown, regional president of all Florida divisions for Holiday Builders. “It’s when things are difficult that the true test of a partnership is revealed. We’ve maintained the ability to be nimble and handle adversity together.”

It seems no one is better suited to measure this compatibility than Brown, who started off as president of one Florida division in 2014, according to Holiday Builders President and CEO Bruce Assam. “On September 1, 2018, he was promoted to regional president over all of Florida and Coastal Alabama,” Assam said. “We credit Rich for his outstanding leadership and assembling a team successful in continuing positive growth for Holiday Builders.”

As Brown works to expand and improve his divisions and lead his teams in pursuing goals that honor the company's vision, he has become more familiar than most with what Holiday Builders needs in a partner. “We maintain strong channels of communication, from the top level of management throughout the organizations,” Brown said. “We are transparent with our growth strategies and plans, which helps each company to be proactive and more successful.”

It’s these shared values of quality, respect and individualized and exceptional customer service, in both the Florida team led by Natasha Cartagena Spencer, senior vice president of Shelter Mortgage, and the Orlando team led

by Vice President Kent Winkelseth, that make them such a perfect fit.

“While Shelter is part of a much larger organization, the team led by Natasha is very much like ours in that we are a family-oriented company,” Brown said. “Our mission and values are similar. Holiday Builders’ goal is to provide a quality-built home of lasting value for the best possible price.” ◆

© 2018 Shelter Mortgage Company, L.L.C. All Rights Reserved. This communication does not constitute a commitment to lend or the guarantee of a specified interest rate. All loan programs and availability of cash proceeds are subject to credit, underwriting and property approval. Programs, rates, terms and conditions are subject to change without notice. Other restrictions apply. Shelter Mortgage Company, LLC |4000 W. Brown Deer Road, Brown Deer, WI 53209 | Corp NMLS#431223 (www.nmlsconsumeraccess.org). Equal Housing Lender. Natasha Cartagena, Senior Vice President/ Branch Manager NMLS ID: 552564 |7341 Office Park Place, Suite 106 | Melbourne, FL 32940 | (407) 234.8504 | Natasha.Cartagena@sheltermortgage.com | Kent Winkelseth, Vice President/Production Manager NMLS ID: 552527 | 408 East Ridgewood Street |Orlando, FL 32803 | (407) 765-3810 | Kent.Winkelseth@sheltermortgage.com

38 | NOVEMBER 2018 | i4Biz.com

Team Spotlight

Shelter Mortgage, Orlando Team Photo L to R:

Rolando Garcia, Terri Friel, Kent Winkelseth, Yari Fumero, Tony Duke

"

If you want to be looked at as a go-to expert and be respected in your industry, the most important qualities are honesty and integrity. Gaining trust comes from commitment and putting yourself in your client’s shoes.

— Kent Winkelseth Vice President Shelter Mortgage

Navigation Crew When embarking on a journey as exciting and complex as buying a home, most of us will need an experienced team to help us navigate. Shelter Mortgage’s Orlando branch is made up of some of the most knowledgeable and experienced professionals in their field — but their clients know what truly sets them apart is their relationship-based approach rooted in communication, which helps them maintain their top-quality work.

Vice President Kent Winkelseth leads the team with more than two decades of experience, setting the standard for open and honest communication both internally and with every client and partner. He guides the team in building a foundation that ensures the best customer service.

Rolando Garcia joined Shelter Mortgage with six years as a loan officer already under his belt. Now a senior loan officer, he is both prepared and motivated to find the perfect

fit for every borrower, with up-to-date knowledge in various lending products.

Yari Fumero began her career with Shelter Mortgage 12 years ago as a loan officer assistant, and she has expanded her knowledge through both experience and education. She now works to help clients find their dream homes as a junior loan officer. Fumero offers strong customer service skills and experience, as well as being bilingual, all of which helps to maintain strong relationships with Realtors, builders and clients.

Loan officer assistants Tony Duke and Terri Friel round out the Orlando team. Duke studied business and real estate at the University of Central Florida, and in a short time has gained extensive experience in refinancing, loan origination and residential mortgages. Friel has worked in both the finance and mortgage fields for several years and brings her thorough and adaptable knowledge to Shelter Mortgage. ◆

© 2018 Shelter Mortgage Company, L.L.C. All Rights Reserved. This communication does not constitute a commitment to lend or the guarantee of a specified interest rate. All loan programs and availability of cash proceeds are subject to credit, underwriting and property approval. Programs, rates, terms and conditions are subject to change without notice. Other restrictions apply. Shelter Mortgage Company, LLC | 4000 W. Brown Deer Road, Brown Deer, WI 53209 | Corp NMLS#431223 (www.nmlsconsumeraccess.org). Equal Housing Lender. . Kent Winkelseth, Mortgage Loan Specialist, NMLS ID: 552527 | 408 East Ridgewood Street | Orlando, FL 32803 | (407) 765-3810 | Kent.Winkelseth@sheltermortgage.com. Rolando Garcia, Senior Loan Officer, NMLS ID: 476625 | 408 East Ridgewood Street | Orlando, FL 32803 | (407) 897-6656 x16910 | Rolando.Garcia@sheltermortgage.com. Yaresmi Fumero, Junior Loan Officer, NMLS ID: 552492 | 408 East Ridgewood Street | Orlando, FL 32803 | (407) 897-6656 x16908 | Yaresmi.Fumero@sheltermortgage.com. Tony Duke, Loan Officer Assistant, NMLS ID: 1673181 | 408 East Ridgewood Street | Orlando, FL 32803 | (407) 897-6656 x16906 | Tony.Duke@sheltermortgage.com. Terri Friel, Loan Officer Assistant, NMLS ID: 1283087 | 408 East Ridgewood Street | Orlando, FL 32803 | (407) 897-6656 x16905 | Terri.Friel@sheltermortgage.com i4Biz.com |NOVEMBER 2018 | 39

Spotlight

Ken Welsh

President/CEO

WELSH Construction

Attention to Detail

"

It is the quality of the team that really undergirds our company’s reputation.

— Ken Welsh

Ken Welsh’s knowledge of his industry has its roots deeply planted in the same community he now serves as president and CEO of WELSH Construction.

Welsh studied civil engineering at Eastern Florida State College before attending the University of Central Florida for engineering technology.

He then went on to prove his mettle as the co-owner of G&S Contractors for 15 years. When the company merged with BRPH to form BRPH Construction Services, Welsh continued to ensure its high standard of work as director of operations and company qualifier. He eventually founded WELSH Construction in 2003.

Now in its 15th year of operation, WELSH has established itself, with the guidance of its founder, as one of the most diligent, efficient and reliable in the market. The firm’s diverse portfolio includes construction and design/build services in the

40 | NOVEMBER 2018 | i4Biz.com

educational, storage, medical, office, restaurant, retail, religious and municipal sectors in Central Florida.

The past few years alone have seen the completion of several watershed projects for WELSH. In 2017, the firm finished work on a 91,000-square-foot ExtraSpace Storage facility in Sanford, in addition to a 15,000-square-foot warehouse for Terry Laboratories in West Melbourne. In July, the firm partnered with MedExpress to complete an Urgent Care WalkIn Center located in Vero Beach.

Rodney Turner, construction manager of MedExpress, summarized the secret to the success of WELSH and its founder: “They were always one step ahead of any problem or concern that arose. There was an admirable attention to detail in how they approached the job, which anticipated issues before it hampered our delivery schedule.” ◆

n o n !

We like our products like we like our friends…

c i x to

EXCLUSIVE DISCOUNT!

15%

OFF ANY FIRST TIME PURCHASE

coupon code: WELCOME15 SHOP AT

sanzlife.com

Now Available At:

LIFE IS OVERWHELMING. SKIN CARE SHOULDN’T BE.

UP CLOSE Steve Quello With

By Meaghan Branham

A career, like any journey, is subject to chance encounters and events that influence the choices and ultimate course of that journey. It was such an encounter that changed the career path for Steve Quello when he met Edward Lowe, an entrepreneur’s entrepreneur — the inventor of Kitty Litter, Tidy Cat and a host of other successful business ventures. The introduction to Lowe and subsequent working relationship gave Quello a deep understanding of exactly what it takes for entrepreneurs to start, grow and scale a business. This understanding is what ultimately led Quello to his current position as president of CEO Nexus, a consulting business dedicated to providing the resources and networks leaders of second-stage businesses need to sustain and scale a company.

How does your prior job experience inform your approach to your work now?

My business background as a marketer provided the experience needed to apply many of the principles and practices I learned while working for Ed and the foundation he created to help other entrepreneurs. I was inspired by the vision and practices that guided Ed his entire career; specifically, how to position and scale companies. The Edward Lowe Foundation remains a client to this day, 20 years later. The lessons I learned working for Ed and the foundation always started with the customer — in our case, second-stage entrepreneurs — identifying the challenges and opportunities facing those customers.

Those lessons also led to all the things we do today at CEO Nexus, in concert with our community partners including the University of Central Florida's GrowFL program and business incubation network, the Rollins College Center for Advanced Entrepreneurship, the Florida High Tech Corridor and related regional economic development offices throughout the state.

CEO Nexus offers roundtables, forums, and referral networks to its members. Can you describe the differences between the three and the unique advantages of each?

The core of what we do is help entrepreneurs solve problems through a peer learning process — CEO roundtable. Our CEO roundtable program is a proven problem-solving model that has been around since the founding of this country. Ben Franklin was among the earliest American business leaders to adopt the roundtable concept of engaging peers from other businesses and trade organizations. While the peer learning process has clearly evolved over time, the core principle of bringing leaders of like mind and like interests together to solve problems remains the same. There's an incredible amount of wisdom and problem-solving capacity concentrated in

a roundtable setting if properly constructed and managed.

That's what we do. We bring together the right mix of CEO participants, second-stage CEOs trying to grow their companies, and we work together resolving business challenges in a collaborative, confidential setting. On occasion, there are issues that are beyond the scope or experience of a given group, so we look to leaders outside the roundtable group who have done it before, or we convene large events — like the forums — and bring in leaders to talk about lessons learned as they've grown a company.

We try to make those connections through the forum, but individually there are occasions where someone knows someone who could help a member. Then we're actively trying to connect the network on behalf of our members; that's the referral portion of our program.

Peer learning is a big pillar of the CEO Nexus program.

How does that help you, and how do you see it make a difference for others?

There is rarely a clear or defined path to success for entrepreneurs. The school of hard knocks is a tough taskmaster, so it’s not surprising that many entrepreneurs become skeptical of experts. Business owners often come to realize that only another entrepreneur can really understand what it is like to own and manage a business. They trust their peers most of all. There's significant research on the topic sponsored by the Ewing Marion Kauffman Foundation. That research concluded that high-growth, high-potential companies valued the input and opinion of CEO peers more than any other source, period. It's why the roundtable model works and remains valuable for business owners. The process plays to the experience and the bias of CEOs. Most people don’t appreciate that it is surprisingly lonely at the top. We try to create and sustain an environment where peer learning and problem-solving happens most productively.

i4Biz.com |NOVEMBER 2018 | 43

UP CLOSE

Can you define Economic Gardening® and describe how it factors into the work being done with CEO Nexus?

That goes back to my connection to the Edward Lowe Foundation.

Economic Gardening, at its core, is an entrepreneurial approach to economic development. It is focused on nurturing local companies. That’s the gardening — growing companies that are already established in a community versus recruiting companies from somewhere else to be relocated, frequently referred to as economic hunting. We focus on growing companies that are established, that are beyond start-up, that are looking to grow and have the capacity to grow, and then we try to add value through the different tools and services we provide.

What do you think it is about the economic landscape in Central Florida that lends itself to that? How do you see that changing in the next 10 years?

Central Florida has a relatively robust entrepreneurial ecosystem.

Services exist for entrepreneurs across the entire business development continuum. Unfortunately, critical gaps remain like access to growth capital, a misunderstanding among policy makers of the critical contribution local entrepreneurs play in generating the wealth and job creation of our local economy, and how the challenges and needs of locally based entrepreneurs varies significantly by industry and stage of development.

Given my experience working on behalf of the Edward Lowe Foundation, I am specifically aware of the disproportionate contribution second-stage entrepreneurs make in aggregate to the local economy. That said, opportunities for improvement in the next 10 years are significant. I am hopeful that the economic 44 | NOVEMBER 2018 | i4Biz.com

development forces shaping the Orlando Economic Partnership (OEP) will provide the energy and critical mass needed to address the gaps and future needs of entrepreneurs in the region.

From your own experience within these programs, what have you learned? Is there any piece of advice that stands out?

Well, in terms of the recurring themes I’ve observed associated with high-growth, high-potential companies, themes that tend to be true among those companies that eventually scale — and you have to choose that, because not every company and not every leader really wants or enjoys what is required to scale a business. First, the leaders of high-potential companies typically have the passion, persistence and intent to scale needed to endure the inevitable ups and downs of the journey. It's not a straight line. A second recurring theme is the willingness to adopt the processes and procedures required to manage a business beyond the founder/owner. That’s hard, and sometimes business owners aren't willing or able to let go in ways needed to effectively scale the operations that drive a business. A third theme common to high-growth, high-potential companies is an appreciation for the need to invest in the talent required to effectively replace the owner: a management team capable of operating the company without the CEO if necessary. A fourth theme of the most successful high-growth companies is a commitment to innovation — the capacity to remain adaptive and responsive to opportunities and threats in the marketplace.

These recurring themes, while not unique or exhaustive, tend to be clearly present in those companies that find a way to scale. ◆

ATHENA

POWERLINK PROGRAM

CALL FOR APPLICATIONS ATHENAPowerLink is an advisory program which guides women business owners, whose companies are poised for growth, in defining and achieving tangible goals by providing them with access to a panel of business advisors.

Learn more at athenaorlando.com

DO YOU WANT TO INCREASE REVENUE AND BECOME BETTER KNOWN IN THE MARKET YOU SERVE? DO YOU LACK THE TIME OR EXPERIENCE TO MANAGE YOUR OWN MARKETING?

lSTRATEGIC MARKETING SERVICES lCREATIVE DIGITAL & GRAPHIC SERVICES lWEBSITE DESIGN & DEVELOPMENT lFULL-SERVICE EVENT PLANNING & PRODUCTION

www.roganmarketing.com

i4Biz.com |NOVEMBER 2018 | 45

Best Practice

Leadership Rhythm and Routine in Physical Fitness Can Lead to the Best Version of You

Romaine Seguin is president of UPS Global Freight Forwarding, based in Atlanta. She can be reached at rseguin@ups.com.

"

When you feel like quitting, remember why you started.

— Author Unknown

46 | NOVEMBER 2018 | i4Biz.com

The last quarter of the year is an important one for me. It is the last mile in the business calendar to achieve the set objectives, and it’s the time to start planning for the following year. It’s even more important personally because it’s not only about holiday parties, vacation and spending time with our loved ones. The prospect of a new year is “Look in the mirror” time, and it’s the perfect opportunity to make positive changes to yourself — because if you don’t take care of yourself, who will?

When I started with my company many years ago in a job that involved handling large boxes daily, it was, in part, because the job required physical activity. Being a huge sports fan and an athlete, it was a way for me to stay fit.

Over the years, I kept growing with the company and moving up the corporate ladder, and that’s when I discovered

that in order to succeed managing large groups of people, I needed to be emotionally, physically and mentally fit.

Over the past several years, I’ve developed a daily routine that is rarely missed. I start my day very early in the morning running 5 kilometers (3.1 miles) and lifting light weights. I travel quite a bit, and my only requirement is that the hotel must have a workout facility or have access to a neighboring health club. I always remember my hotel by the workout amenities. I could not tell you about the restaurants, gift shops or any other featured attraction.

I can only tell you about the gym.

My routine has also evolved from being a mere physical workout to being my own think tank. It’s when I’m exercising that I think of the best birthday gift to buy, how to handle a

delicate business situation or how to address the toughest employee concern. I have come to realize how valuable this time is to me and how it sets me up to be the best person I can be, both professionally and personally.

I strongly believe it is important to give yourself time each day to do something for yourself. Whether you choose to partake in yoga, swimming, bike riding, meditating or something else that makes you happy, giving yourself that time for just you is a must. What works for me is to do the same routine the same time each day, and yes, I do continue with my schedule on the weekends. I typically only miss one or two days a month due to schedule or choice.

DID YOU KNOW

So readers, let’s get started! First choose an activity, preferably one you enjoy, even if it is a leisurely walk. If you need a buddy system to get started, then team up with a friend or family member. I have always preferred to be alone with my routine because I can more easily control what I do, even when it’s challenging during business trips. The first step is to get started.

Here’s a helpful checklist once you choose your activity: • What time of day is best for you to complete your routine? Try to be consistent with the time.

92%

of U.S. adults read magazines

• Do you have the proper footwear, attire and/or accessories?

• Always have plenty of water on hand.

• Have a backup plan for weather if you prefer activities involving the outdoors.

• Most important, have fun, smile and enjoy!

For the first month, chart your progress on what you have completed. I still log my exercise routine every day in my planner. As I write this article, I am in Mexico City, and this morning I ran 5 kilometers in 21 minutes and 57 seconds and did four stomach and six arm series. The sacrifice of one hour of sleep gives great rewards.

After your month is completed, reflect back on how you feel and what you’ve achieved. If you missed any of your sessions, ask yourself whether that was a good choice. Then reward yourself for completing the month. It could be something simple, like a glass of wine or maybe even a new pair of shoes.

Americans of all ages, read magazines - especially younger adults

91% of adults 94% of those under 30 95% of those under 25

I hope these lines will inspire people to adopt this healthy lifestyle, but I want to do something else: I invite each of you to write me an email when you complete your first three-month period and tell me about your experience. I promise I will respond back to you and will become your biggest fan. So I look forward to many emails in February! ◆

Source: MPA – The Association of Magazine Media

i4Biz.com |NOVEMBER 2018 | 47

Best Practice

Recruitment How Your Onboarding Process Can Help You Retain Employees

Patrick Ropella

is the chairman and CEO of Ropella Group, an executive search firm specializing in the chemical, technology and consumer products industries. Based in Milton, Fla., he is the author of The Right Hire.

Most employers have a probationary period for new employees and closely monitor their progress during that time. What is often forgotten is that the employer undergoes its own probationary period when new employees assess how well the position and organization align with their shortterm needs and long-term goals.

The statistics are staggering. One recent survey found that 30 percent of new hires will quit in the first 90 days. We can’t overstate the need for a robust hiring process — but that’s a topic for another day.

After the hire, the most effective way to boost long-term retention is through a well-developed onboarding process that quickly assimilates employees into the culture, helps them develop meaningful relationships, and supplies them with the tools, mentorship and support system needed to succeed.

Here are some elements you should include in your onboarding process.

48 | NOVEMBER 2018 | i4Biz.com

Welcome Kit

Instead of just sending an offer letter, prepare a welcome kit for new hires. A welcome kit should include an offer letter. The difference is in the presentation and tone.

The letter in your kit should not only outline the standard offer letter details, but also mention how excited you are to have them joining your organization and include any relevant networking information. Writing in a conversational tone lets candidates know you are relating to them personally, rather than as just another cog in the machine. Include at least one statement personalized to the candidate, based on what you learned during the hiring process.

If possible, include a way for new employees to complete mandatory HR paperwork ahead of the start date.

They will be excited to begin making a difference on their first day — instead of spending it filling out paperwork.

Including a gift box or surprise basket is another way to show the candidate your appreciation. If relocation is necessary, coupons from local shops and restaurants, sports passes or theater tickets can help the family get settled. Also include branded merchandise with your organization’s logo to help candidates feel connected faster.

First Day

The most important thing employers need to remember for a new hire’s first day is to be prepared.

Imagine you have enrolled in an MBA program, and it’s time for your very first class. You’ve bought your textbook and laptop, and you arrive 10 minutes early. You arrange your supplies on your desk as you wait. … Finally, seven minutes after class should have started, the professor arrives. He promptly informs the class that he only planned his syllabus out for the first month and didn’t print enough for everyone.

DID YOU KNOW

How optimistic would you be about the class? Or about the MBA program?

This is how employees feel when they show up excited for their first day only to be told, “Well, I guess we’ll have to find a place for you to sit” or, even worse, “It’ll be a few days before IT gets your computer system up and running, so just read these manuals.”

Perhaps one of the hardest parts of being a new employee is remembering everyone’s names. Instead of walking the new hire around rattling off names, have everyone schedule individual times to stop by the new hire’s work area. If possible, have the current employees bring their business cards. If not, have them be prepared to provide contact information. This not only makes it easier to remember who everyone is, but it also reinforces how excited everyone is to be welcoming the new employee to the team.

The audience for print and digital magazines increased by 3.3 million adults from 2016 to 2017

Training

Managers often focus on hiring people with specific pedigrees, such as certain degrees and years of experience.

Even the most qualified candidates, however, will need some training.

Every organization has its own unique policies, procedures and quirks, and those will need to be conveyed through the onboarding process. The secret to effective training lies in balance. You want to make sure new employees know everything they need to know without boring or overwhelming them.

Some broad categories of topics to address include: company information, such as culture, values and benefits; responsibilities and accountabilities for the particular job; and tools and established processes.

A stellar onboarding program is essential in securing high retention of new employees. Build on the excitement they’re already feeling and let them know from the very beginning that they are valued members of the team.◆

65% of readers take action after seeing a print magazine ad

Source: MPA – The Association of Magazine Media

i4Biz.com | NOVEMBER 2018 | 49

Best Practice

Marketing Strategy The Podcast Revolution Can Help Your Organization Make an Impact

Cherise Czaban

is the publisher and CEO of i4 Business.

The word “podcast” typically evokes one of two reactions: Sometimes you’ll find the person you’re talking to has heard the word tossed around but has never really delved into this genre of media. More often, however, people who are familiar with the platform are quick to excitedly launch into their own curated lists of recommendations for these audio programs that are downloadable from the internet.

Podcast topics run the gamut from films to business to celebrity gossip and everything in between. About 6 million more Americans are listening to podcasts weekly today than in 2017, according to Edison Research, which specializes in studying podcast trends. This increase in popularity can be attributed to a few factors, including accessibility when it comes to both consuming podcasts and creating them.

Our Favorite PODCASTS

Women at Work

Learning Leader

50 | NOVEMBER 2018 | i4Biz.com

Many companies have embraced the trend by creating their own podcasts, with impressive results. Here are some of the

unique advantages that come with this medium to consider for your own strategy:

More Engagement

Multichannel marketing means using many forms of media to engage your audience and increase traffic. A podcast is simply another one of those channels, where you can answer customer questions, tell your company story, and repurpose or distribute new content in your organization’s own voice. Because of the more casual and conversational tone of podcasts, as well as their serialization, audience members feel as if they are really getting to know you and your organization, which boosts brand loyalty and interaction. You can share your podcast on your organization’s website, on social media and through print advertising, which increases exposure.

The possible reach of a podcast may extend further than you think. In 2015, Brandon Turner of Entrepreneur magazine's “BiggerPockets” revealed that the podcast’s weekly audience had grown

from just a few hundred listeners to an average of 45,000.

While you might not reach quite as many listeners, it’s very possible to grow your base from just a handful to hundreds relatively quickly through cross-channel promotion, engaging content and the relationship-building power of podcasts.

Creating Your Own

While some equipment is required, podcasts are relatively easy to create. All you need is a microphone, a computer and audio editing software, all of which can range in price from free to hundreds of dollars, depending on your needs.

When planning your podcast:

DID YOU KNOW

1. Have a format. Although podcasts are relatively easy to produce, a bit of planning is still required. Determine what kind of content you would like to share. This may be an interview with a client or employee, or maybe a breakdown of the latest news in your field.

2. Be consistent. Podcasts have more chance of gaining popularity if they are released consistently, so determine your schedule. Once you decide how often you are going to record and release your episodes, make sure you communicate that to listeners. The trust you’re building isn’t just about using your voice, it’s about being there when your audience expects you, whether that means every Monday or once a month.

3. Focus on quality. While it is possible to save costs by cutting a few corners, listeners can tell when an episode is low-quality. If you’re planning to use free editing software, consider investing a bit more in your recording equipment, including microphones.

Passive Consumption

About one-third of Americans between ages 25 and 54 listen to podcasts monthly, and 23 percent of them do so in the car, according to the Edison Research report. This is where the platform has the most significant leg up on the competition, filling a gap in consumption that not many other forms of media can address. For most media to engage, they require the majority of the audience’s attention. Articles, blogs, advertisements and videos all call for the consumer to be actively focused. Podcasts, however, allow your content to make an impact while being consumed passively, such as when your listener is driving or cooking.

Even if the content being shared is the same as that on other channels, those who are too busy to stop and read an article one morning most likely will find it much easier to listen to a podcast on the way to work, while doing laundry, or on a lunch break. Not only can you reach your listeners where no other medium can, you also can become part of their day-to-day life, which enables you to create a more personal relationship with each member of your audience. ◆

More than 180 print magazines have thrived for more than 50 years.

(Only 11 TV programs can say the same.)

54

print magazines have flourished for more than 100 years Source: MPA – The Association of Magazine Media

i4Biz.com | NOVEMBER 2018 | 51

Best Practice

Business Strategy Here’s How You Can Avoid Having Your Strategic Plan Become a Paperweight

Ronald J. Recardo

is the managing partner of The Catalyst Consulting Group LLC. He can be reached at rrecardo@catalystconsultinggroup.org.

For many of you, it’s time to wipe the dust off your old strategic plan and begin thinking about developing or updating your business strategy for the next planning cycle. Highlighted below are the top 10 strategic plan derailers that should be avoided to ensure your next plan is worth the paper it is printed on.

1. Treating strategic planning as an event and not a process: Strategic planning is a data-driven, discoveryoriented management process — not a one-off event that centers on creating a PowerPoint deck. The plan is constantly updated and reviewed based on new information.

2. Insular thinking: Strategic planning is an end-to-end process that includes upstream and downstream data input and output. Too often the strategic planning process is not linked chronologically to other related processes, such as human capital planning, budgeting, financial forecasting and management reporting. It’s like a chain with interconnected links that are missing.

52 | NOVEMBER 2018 | i4Biz.com

3. Making strategic planning the responsibility of the CFO: There is a big difference between strategic planning and financial forecasting.

Strategic planning is the purview of the president, the CEO or the person responsible for profit-and-loss management, or the P&L. It should never be delegated to the CFO. 4. Not understanding what you are solving: The most important first step for members of the leadership team is to identify the key questions to answer and decisions to make.

Key questions might be about how to identify specific growth engines, which markets it makes sense to enter or leave, what strategy to use in pricing, or how to segment the market.

5. Not understanding your business drivers: For each key business outcome, leadership must have consensus around “cause and effect”— specifically, what variable most directly drives a desired business outcome. If you identify

leading measures, you can predict the performance of the business ahead of time or take corrective action when you have a performance shortfall.

6. Spending too much time on peripheral activities: Business planning is more than crafting a catchy mission and vision. I am not aware of any company that has achieved competitive advantage through these documents alone. The vast majority of strategic planning effort needs to be focused on factors such as understanding your markets, customer analysis and positioning, and not on having the best-written vision and mission statements.

DID YOU KNOW

7. Focusing excessively on the external view: Most organizations do a satisfactory job of completing an environmental scan to identify external opportunities and threats. The most common shortcoming is that little is done to objectively assess a company’s internal capabilities to ensure a theoretical opportunity can be realized.

8. No consequences: A strategic plan is like a map, and the metrics are like a compass. Success is dependent upon having decisive leadership that differentiates rewards in a meaningful way, aligns culture to drive desired employee values and behaviors, and aggressively addresses performance issues.

9. Weak project execution: To a large extent, strategy execution is a function of good program or project management. The following attributes should be incorporated to ensure successful strategy execution: • Establishment of a formal project management office (PMO) to manage your strategic initiatives, provide structure and ensure-cross project coordination.

• Common project governance, tools and templates, including the mandatory use of formal charters for each strategic initiative. Make sure you have addressed the full range of PMO functionality, such as project planning, risk management, issue escalation and performance reporting.

• Use decision criteria to prioritize and ultimately select strategic initiatives. Criteria could include financial analysis, such as internal rate of return and net present value, and could also include risk analysis.

10. Failing to cascade the enterprise-wide plan: Organization alignment can occur only when each department or function’s plan is tightly aligned with the plan for the entire enterprise. ◆

Consumers immerse themselves in magazine content both in print and digital editions

51.5 minutes

48.3 minutes

*primary print readers

*digital edition readers

*Subscribers/newstand buyers and other members of their households.

Source: MPA – The Association of Magazine Media

i4Biz.com | NOVEMBER 2018 | 53

Best Practice

Legal Does Your Company Website Need to be ADA-Compliant?

Catherine Losey is a labor and employment attorney and the managing partner of Losey PLLC, www.losey.law.

This article is for informational purposes only and is not meant to be legal advice.

54 | NOVEMBER 2018 | i4Biz.com

Private businesses are not required to have a website, but most businesses cannot thrive without an online presence.

Unfortunately, business owners across the United States are in the crosshairs for a deluge of lawsuits regarding website accessibility — with potential big-dollar consequences. Understanding these issues will help business owners consider taking proactive steps to help mitigate the risk of being sued.

What is the ADA and why is it being applied to websites?

Title III of the Americans with Disabilities Act (ADA) protects disabled individuals from discrimination by places of public accommodation. Physical accommodations for the disabled, such as wheelchair ramps and disabled parking places, have become commonplace since the law was passed in 1990. However, when a business receives a demand letter or service of process for a lawsuit alleging violation of the ADA because its website is not ADA-compliant, this often comes as a surprise.

The bevy of case law popping up on website ADA compliance issues has caused confusion for businesses. Courts and the U.S. Department of Justice continue to shape the debate over whether websites are places of public accommodation under the ADA. A 2017 ruling from a federal court in the Southern District of Florida in the case of Gil v. Winn-Dixie Stores Inc. found that the grocery store chain Winn-Dixie had violated Title III of the ADA. The court noted that the Winn-Dixie website was heavily integrated with and operated as a gateway to the Winn-Dixie physical store locations. Winn-Dixie has appealed the case to the 11th Circuit Court of Appeal.

In another 2017 case from the Southern District of Florida, Gomez v. Bang & Olufsen America Inc., the court dismissed a plaintiff’s ADA lawsuit because he had not sufficiently alleged that the company’s website impeded his personal use of the company’s retail location. The case was dismissed without prejudice and administratively closed.

Earn the interest you deserve with a strong local bank.

Even a company with a strictly online presence may face litigation because some courts have applied the ADA to websites that offer direct goods or services despite not having a physical location. For example, a federal district court in Vermont found that the digital library website and mobile application for a company called Scribd, which operates a reading subscription service, was a place of public accommodation under Title III of the ADA. To date, there is no “bright-line test,” or clearly defined rule or standard, to determine whether a website is ADA compliant.

Moreover, the Department of Justice withdrew pending regulations regarding website accessibility and has yet to issue regulations imposing ADA compliance requirements.

The lack of federal ADA regulations for websites, and the potential for the attorney representing the disabled plaintiff to receive attorneys’ fees, has created the perfect litigious storm.

What Should a Company Do to be Prepared?

Despite this uncertainty, there are proactive steps your business can take to be ahead of the curve. If your company is undertaking a website or mobile application redesign, you can discuss with your developers the process and costs of making sure the finished product conforms to the WCAG standards. WCAG was developed through the Web Accessibility Initiative (WAI), which is part of the World Wide Web Consortium (W3C), an international community that develops standards for the web. The WCAG encompasses a wide range of recommendations for making web content more accessible to individuals with disabilities.

You should be sure any promise of conforming to these standards is incorporated into the contract’s warranties and representations. Additionally, you’ll want to review indemnification provisions in agreements with the website and application designers to determine whether they adequately anticipate concerns with ADA compliance.

If a website or application redesign is not in the works, then your company could review your website for potential access barriers and research the cost of compliance. Because technology is constantly evolving, you also may consider creating an action plan to monitor and evaluate access barriers and budget for associated costs of compliance.

Beyond the issue of risk mitigation, you should consider the potential impact of losing customers because your website is not accessible to people with disabilities.

ADA website litigation will continue to affect businesses large and small. Consultation with technology professionals and legal counsel who have experience with ADA compliance will help you evaluate risks, discuss options and protect the interests of your company. ◆

BUSINESS MONEY MARKET

1.75

%

APY*

CD SPECIAL!

2.50% APY** 29 Months

Call Us Today!

CASH MANAGEMENT

321-316-4394 | treasury@axiombanking.com

COMMERCIAL LENDING

321-249-7847 | commerciallending@axiombanking.com *Annual Percentage Yield. Rates and APY are subject to change without notice.

The APY is as of 10/01/18. In order to obtain the indicated APY, these accounts require a minimum opening deposit of $100,000 on money not currently on deposit with Axiom Bank, N.A. Federal regulations impose transaction limitations. Fees could reduce earnings. Contact an Axiom Bank Banker for further information about applicable fees and terms. **Annual Percentage Yield. Rates and APY are subject to change without notice.

The APY is as of 07/02/2018. These accounts require a minimum opening deposit of $500. Substantial penalty for early withdrawal. Offer not valid on brokered or institutional deposits. You will be paid the disclosed rate until maturity. Your 13-, 17- and 29-month accounts will automatically renew into the 12-, 18- and 24-month fixed rate certificates, respectively. You will have a grace period of 10 calendar days after the maturity date to withdraw the funds in the account without being charged an early withdrawal penalty. The CD products are limited to $250,000 per product per household. This offer cannot be combined with any other offer.

Fees could reduce earnings. Contact an Axiom Bank Banker for further information about applicable fees and terms.

© 2018 Axiom Bank, N.A. All Rights Reserved.

i4Biz.com | NOVEMBER 2018 | 55

EXALTING FREEDOM

THROUGH ETHICAL CAPITALISM

THANKS A LOT!

Mindset of Gratitude

By Jeff Piersall and Eric Wright

“Gratitude is not only the greatest of virtues, but the parent of all the others.”

– Marcus Tullius Cicero

Jeff Piersall

Eric Wright

A

thoughtful observer once said, “For something to change in your life, one of two things has to happen — your life changes or you do.” To passively wait for life to change your trajectory is like hoping your financial problems will be solved by winning the lottery. A distractingly pleasant fantasy perhaps, but as a life strategy, it is lunacy. What is more, it sidelines you as a passive observer, rather than being the franchise player you were meant to be on the “My Life” team.

There are many actions that can bring change to your life, but few are as significant as cultivating the mindset of gratitude.

Frankly, without it, your mind will drift into the black hole of victimization, envy and narcissism. As author Shauna Niequist said, "When life is sweet, say thank you and celebrate. When life is bitter, say thank you and grow."

Before you dismiss this like some motivational poster with a clever saying and a picture of someone enjoying a sunset or climbing a cliff face, recognize that gratitude is the primary virtue that promotes sociological and psychological health. Dr. Robert Emmons, professor of psychology at the University of California, co-authored the first scholarly work on the subject titled, The Psychology of Gratitude, with Michael McCullough, associate professor of psychology at the University of Miami. Emmons described gratitude as “The cardinal moral emotion that promotes cooperation and makes our society civil.” Then added, “Without gratitude, life can be lonely and impoverished.”

Inward and Outward Benefits

Gratitude not only is the cornerstone of civility and teamwork, it has been found that a gratitude mindset results in lower levels of anxiety, envy and depression, while increasing optimism and a sense of well-being.

“When life is sweet, say thank you and celebrate. When life is bitter, say thank you and grow.”

– Shauna Niequist In one study, middle school students were asked to list five things they were grateful for daily for two weeks. They were then compared to a control group who simply recorded their everyday experiences. The result was the gratitude group reported a greater level of satisfaction with their school experience. As Oprah Winfrey observed, “If you look at what you have in life, you will always have more. If you look at what you don’t have in life, you will never have enough.”

A similar study was done by Paul Mills, a professor of Family Medicine and Public Health at the University of California San Diego School of Medicine, on the role gratitude played in heart health. In his study he found that participants who kept a journal in which on most days they wrote down two or three things they were grateful for showed reduced inflammation and improved heart rhythm. The journal keeping had the impact of reducing the risk of heart disease after only two months. Using brain scans, neuroscientists have found similar “profound” and “long-lasting” effects from this type of journaling.

What Does Gratitude Do? 1. It Creates an Abundance Mindset — Rather

than a mindset of lack, be it a lack of opportunity, resources or success, an abundance mindset believes there is enough for everyone to share, myself included.

2. It Generates Solutions — The openness to possibility that comes with gratitude changes perspectives and moves people from the blindness of pessimism to seeing potential that connects ideas and creates results.

3. It Multiplies

— Gratitude is quite contagious.

Acknowledging your own good fortune and sharing how you have benefited from the character, ingenuity and hard work of others can spread through an office or organization like a rising tide.

It is also worth noting that gratitude has been found to be one of the key ingredients in successful marriages. So, instead of making Thanksgiving an annual holiday, make it a daily habit.◆

Trep Talks is the educational platform of Jeff Piersall and Eric Wright; for more information visit www.linkedin.com/company/trep-talks-ec

i4Biz.com | NOVEMBER 2018 | 57

Social Entrepreneur

There's No Place Like

HOME I

By Elyssa Coultas

Central Florida Commission on Homelessness Helps People Move Off the Streets

58 | NOVEMBER 2018 | i4Biz.com

n synchrony, a mass of vehicles approaches a red light, easing to a halt.

A sun-weathered woman steps into the road, weaving between windows, holding a sign that reads, “Please Help.” Drivers fumble with phones, change radio stations, look into the distance or anything they can to turn a blind eye to the person in need. The light turns green, and they go on with their lives. But not everyone can escape an uncomfortable reality so easily.

The Florida Department of Children and Families reports that at a single point in time in 2017, the state’s homeless population was 32,109. About 20 percent were chronically homeless, meaning they had been homeless for a year or more with a disabling physical or mental condition. Other populations of homeless individuals include families who are living on the streets or in temporary quarters, such as with relatives, and youths who are drifting without a place to live.

The Central Florida Commission on Homelessness works to bring together stakeholders in the counties of Orange, Osceola and Seminole to identify and manage the root cause of homelessness, one population at a time.

“About five years ago we didn’t have a cohesive system of care for people who are chronically homeless,” said Shelley Lauten, CEO of CFCH. “Our effort, our mission here at the commission is to build a coordinated system of care across three counties — not to end homelessness, but to make homelessness rare, brief and a one-time occurrence in Central Florida.”

Housing the First 100

In 2015, CFCH led the community initiative to implement the Housing First model of care with 100 of the most chronically homeless individuals in Central Florida. Housing First is an approach that offers permanent housing and provides the services and

Social Entrepreneur

connections to the community that people need to avoid returning to homelessness.

“What we documented was the average person of these hundred has been on the streets of Central Florida for seven to eight years,” Lauten said. “So, it wasn’t just some transient passing through.

These were our residents.”

Florida Hospital and the city of Orlando contributed $7 million for community partners to create a regional system to identify the most chronically homeless individuals based on their use of emergency rooms and the criminal justice system.

“When we quantified those 100, we realized it was costing us $31,000 a year per person to keep someone on the streets of Central Florida,” Lauten said.

With the Housing First model, placing people in homes and providing them with intensive case management and care reduced that cost per person to $18,000 per year.

Criminal justice visits pre- and posthousing have been reduced by 85 percent since the program was implemented.

“Most of the time when people are going to jail, and they’re being criminalized for being homeless, it’s for something as simple as sleeping on a bench,” Lauten said. “When you’re home, you obviously won’t be penalized for those crimes.”

Since the pilot program’s launch, the region has moved beyond the original 100 to help a total of 339 chronically homeless individuals. Of those, 96 percent have stayed in their new homes.

“For the first time ever, we don’t just have a theory about the Housing First model,” Lauten said. “We’ve applied it to 339 people in our community, and we are seeing incredible results. Our goal now is to expand on that.”

A Common Struggle

"

Our effort, our mission here at the commission is to build a coordinated system of care across three counties — not to end homelessness, but to make homelessness rare, brief and a onetime occurrence in Central Florida.

— Shelley Lauten, CEO of CFCH

“Forty-six percent of Central Floridians do not have access to $400 in cash or credit,” Lauten said. “Think about that. If you’re just making it paycheck to paycheck

i4Biz.com | NOVEMBER 2018 | 59

Social Entrepreneur

and you have one major medical bill, or an unexpected expense, you’re close to being on the streets of Central Florida.”

"

The only way you can end homelessness is to move people from the streets, into a home.

“You may be living next to one of these formerly homeless individuals and you’d never know,” Lauten said.

“When I tell people they might be living next to you, it’s like — ‘Really?’ There’s — Shelley Lauten, CEO of CFCH a stereotype that they’re somehow crazy, dangerous or more volatile than any of the rest of us.

Last summer, Lauten was introduced to Ann Anderson, who was a cook and had experienced medical and subsequently financial difficulties. She lost her job and ended up living in the woods. Anderson was one of the first people housed in the program.

“She lived like that for three or four years,” Lauten said. “After an accident or illness, if you don’t have a family, if you don’t have a support system, how long before you’re one paycheck away from being my customer?”

Andrew Williams is an example of one of the most chronically homeless individuals who was helped by the program. A truck driver in the Central Florida region for many years, Williams got into a devastating driving accident. He lost his job. He lost his healthcare coverage and started self-medicating. He lived on the streets for eight years.

Case managers worked with Williams to build trust and to help move him into a stable environment. Williams has been in a home since last fall. Since then, by choice, he no longer selfmedicates, he’s stable and he works two days a week.

On average, prior to housing, Williams was in the emergency room four times a week. He reports that he hasn’t been there once since moving into his home. When necessary, he now visits his local health center, which is a much lower cost to the community.

“Since people are staying in their homes with this model, we’ve reduced the cost of emergency room visits by 60 percent,” Lauten said. “Andrew is a ‘best practice’ example. Not everyone is going to be as successful. But 97 percent of the most chronically homeless individuals have stayed in these homes. And their sense of worth, their sense of dignity and their sense of feeling like they’re a part of this community is the best part of my job.”

Breaking the Stereotype

The Housing First scattered-site housing model places individuals and families in apartments and small houses all over Central Florida, inconspicuously spread throughout the community.

60 | NOVEMBER 2018 | i4Biz.com

“Part of our goal at the commission is to help all of us in this community break through the stereotype,” Lauten said. “Yes, they have a mental or physical disability, but they’re really not much different than you or me.”

Homes End Homelessness

Lauten laughed as she exclaimed, “It’s like the discovery of the obvious! The only way you can end homelessness is to move people from the streets, into a home. Homes end homelessness.

It’s the only thing that does.”

The Housing First program in Central Florida has so far addressed only the chronically homeless. Future efforts will address the other homeless populations that need attention and care, including families with children.

“We have over 12,000 kids in our schools who are, by definition, either precariously housed or homeless,” Lauten said. “And that number is vastly under-represented, because it doesn’t account for infants ages 0 to 5.”

Precariously housed individuals and families are those who are on the streets purely due to economics. “They simply can’t afford to live in Central Florida anymore, and family homelessness is hidden most of the time,” Lauten said.

Another population the commission has identified is youths ages 13 to 24, often homeless from running away in crisis. “That just breaks my heart as a grandma in this community,” Lauten said. “I can’t imagine a 13-year-old out on our streets.

“We know now how to address the chronically homeless population,” she said. “The other two, we’ve only just started on what’s the best system of care for managing youth homelessness, and economic homelessness — which is primarily families. We don’t know yet. But we’re working on it.” ◆

| BUSINESS SEEN

SPECIAL OLYMPICS CHAMPIONS’ GALA The red carpet rolled out Oct. 6 for Special Olympic Florida’s Annual Champions’ Gala held at the Four Seasons Resort at Walt Disney World. Local celebrities and VIPs enjoyed an evening filled with gourmet food, a silent auction and live entertainment.

Several awards were presented to Special Olympics athletes, coaches and volunteers, including “Athlete of the Year” and “Coach of the Year.” All proceeds raised benefit Special Olympics Florida, an organization dedicated to providing year-round training and athletic programs to more than 48,000 athletes across the state.

Aaron Gordon (Orlando Magic forward) and Dakota Gonzalez (social media star and former college basketball player)

Donald Singleton (Special Olympics Florida Athlete of the Year) and Johnny Damon (All Star MLB Player – 2 World Series)

Sisaundra Lewis (NBC‘s “The Voice” Finalist)

Raja Bell (former NBA star) and Mike Cohen (Special Olympics Florida Coach of the Year)

Sherry Wheelock (President/CEO Special Olympics Florida), Ann Costello (Executive Director, The Golisano Foundation), and Berit Amlie (Chief Administrative Officer, Special Olympics Florida)

Local law enforcement honored at the gala

i4Biz.com | NOVEMBER 2018 | 61

BUSINESS SEEN |

UNITED WAY CHANGE MAKER IMPACT AWARDS The Heart of Florida United Way hosted the inaugural Change Maker Impact Awards to bring together everyone who is looking to get more involved in the community and recognize those who set an example by going above and beyond to improve lives.

The event was held at the Ballroom at Church Street on September 24 and recognized individuals and organizations in the categories of: Ground Breaker, Impact Leader, Unsung Hero Change Maker of the Year and Legacy Honorees.

CHANGE MAKER LEGACY HONOREES - Walt Disney World, Publix Super Markets, Edyth Bush Charitable Foundation, Dr. Philips Charities, Jim Seneff (Luder Whitlock), Jacob Stuart, Publix Charities and Dr. Nelson Ying

Frances Torres and her sons Diego and Gabriel

Greta Dupuy of Publix Charities and Adrian Bennett of Publix Supermarkets

Jeff and Anne Marie Hayward

Vodek and Adriana Sekula, Walt Disney World Resorts

Jeff Hayward and Orange County Mayor Teresa Jacobs

62 | NOVEMBER 2018 | i4Biz.com

Jeff Hayward, Dr. Antonia Novello

Jeff Hayward, Eliza Gonzalez Bonnewitz

Nancy Alvarez, Jeff Hayward

INDUSTRIAL 3D PRINTING CELEBRATING 14 YEARS OF QUALITY 3D PRINTING SERVICES

LARGE PART 3D PRINTING UP TO 36X24X36” 710 South Patrick Drive Satellite Beach, FL, 32937 (P) 321.536.2611 (E) info@rapidps.com

i4Biz.com | NOVEMBER 2018 | 63

Watercooler

Stuff you didn’t know you wanted to know October 4, 1928

#2

Orlando’s ranking in the Most Fun Cities in America.

Las Vegas topped the list, and the rest of the top 10 in order were New York, Atlanta, Miami, Chicago, Portland, San Francisco, New Orleans and San Diego.

Source: WalletHub

"I would be a different writer or not a writer at all if I hadn't grown up in Orlando."

— John Green, author of several young adult fiction books including The Fault in Our Stars, Paper Towns and Turtles All the Way Down, in an interview with the Orlando Sentinel about his appearance on “60 Minutes.”

$150 million plus Total loans facilitated for area businesses by the National Entrepreneur Center.

Source: National Entrepreneur Center in Orlando

64 | NOVEMBER 2018 | i4Biz.com

The official opening day of Orlando Municipal Airport, now known as Orlando Executive Airport, in an orange grove along Lake Underhill. The pricetag: $250,000. The facility offered air service to Cuba and Puerto Rico via Pan American Airways.

Source: Orlando Sentinel

"

MY VISION IS TO ACHIEVE A SAFER, MORE PROSPEROUS AND STRONGER ORANGE COUNTY THAT IS SUSTAINABLE FOR GENERATIONS. — Jerry Demings, who will become Orange County’s first African-American mayor when he is sworn in Dec. 4.

He has also served as Orlando police chief and Orange County sheriff.

83.4 Average temperature in Orlando for September, 2.3 degrees above normal.

This topped the averages for June (81.8), July (82.3) and August (82.8).

Source: National Weather Service

50,000

Number of planes that take off and land at Kissimmee Gateway Airport each year.

It is one of the top 150 airports in the nation in terms of traffic, even though no commercial passenger airlines operate there.

Source: City of Kissimmee

"Making sure that the process for manufacturing microelectronics is secure from interference by foreign adversaries has been a challenge, and BRIDG is wellpositioned to produce trusted microelectronics that support our men and women in uniform and help keep our nation safe."

— U.S. Reps. Darren Soto and Stephanie Murphy, in a release issued Sept. 27 after Congress approved a funding bill that includes $30 million intended for the BRIDG facility in Osceola County.

Don Quijote Awards

Proudly presented by:

Epcot’s World Showplace Pavilion Saturday, December 8, 2018 6:00 PM - Midnight

For 21 consecutive years, the Hispanic Chamber of Commerce of Metro Orlando and Prospera have joined forces to celebrate the impact of the Hispanic community in Central Florida. The Don Quijote Awards recognize business excellence, community contributions and economic impact made by successful individuals who have demonstrated qualities exemplified by the classic literary character of Don Quijote de la Mancha; courageous visionaries who have taken risks to achieve what at times may have seemed as the impossible dream.

www.DonQuijoteAwards.com

Sponsorship Opportunities Available

Make a

MOVE Total Energy and Water Solutions for Your Business Businesses looking to grow in Orlando can count on OUC – The Reliable One as a partner every step of the way. We offer affordable rates, record reliability and innovative, sustainable energy and water solutions. As a long-time proponent for economic growth in our community, we can help you cut through the red tape and get down to business. Learn more at oucpowersgrowth.com.

Visit OUCPowersGrowth.com, an online resource to help you along the way as you make your power move.

OUCPOWERSGROWTH.com