Vol 3, Issue 7
SMALL BUSINESS
Driven by demand How Classroom Technology Solutions is doing more with less for the modern classroom
Enhance your business with QR codes How to create motivation and buy-in 6 lessons in public speaking www.AdvantageBizMag.com
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Contents
In Every Issue 4
Vol 3, Issue 7
From the Publisher
28 Small Biz News 30 Jax Business Briefs
p. 2
0
p. 1
6
32 On the Street
16
PROFILE
Driven by demand
How Classroom Technology Solutions is doing more with less for the modern classroom
DOWN TO BUSINESS
6
New faces for office spaces
8
Get a quick response
12
Dealing with the digital age
From glass walls to technology hubs, offices across Northeast Florida embrace the latest design trends How to use QR codes to enhance your business How you can rise above the technological noise and stay productive
p. 3
3
Industry Insider Advantage 14
A competitive advantage
20
Lower your levels
22
Saving with cost segregation
26
Speak easy
Four ways to create motivation and buy-in What you can do to lower your stress levels and be more productive Why you may be overpaying your federal taxes every year 6 lessons for turning public speaking into personal and business development
AFTER HOURS 33
Mark Taylor: Fun on the water
In Our Next Issue Successful marketing through consistency Mentoring for future success Avoid legal woes with proper HR protocols
Can’t wait for the next issue? Get a sneak preview. Subscribe to RSS feeds on our website, www.advantagebizmag.com, and visit us on Facebook, Twitter, and LinkedIn. Volume 3, Issue 7
3
from the publisher
Change is upon us Well, here we are. It was an interesting mayoral race for our fine city to say the least. I was probably like most in Jacksonville and went to bed not knowing who our next city leader would be. The people spoke and by a narrow margin, Alvin Brown was elected. I watched this election process closely, like many of you I’m sure, because I wanted to see if campaign rhetoric would translate into action. Often the best intentions to help along our small businesses get pushed aside when large employers or a business from another region starts knocking on the door of city hall. When Saft America (a high-tech battery manufacturer) committed to the area, it came with over 20 million dollars of incentives between state and city funds. For that governmental encouragement, Saft committed to hiring 279 high-paying jobs by 2016. This is great news for our area, of course, and I’m happy we put the deal together—it was money well spent. But according the Mayor’s Strategic Initiatives report, firms in our region employing less than 100 people make up 98% of all Northeast Florida companies. Do you have any incentive room left for us? While our fine Mayor is just getting started, I am encouraged by what I have seen so far. Making small business and entrepreneurship one of the strategic initiatives of this administration is a good start. I loved it when he recently toured businesses on San Marco boulevard suffering through the ongoing “streetscape project.” If you have ever been through this area, it’s a mess. With the sidewalk torn up and heavy equipment in the way, retailers are hoping pedestrians are willing to trounce through mud and noise to patronize their businesses. It will be great when construction ends, but surviving the improvement is an accomplishment in itself.
4
It was good to see Mayor Brown walking and shaking hands with the effected business owners, and giving words of encouragement, hearing their concerns and bringing media attention. Kudos. Of course, job creation is number one on any civic leaders list of goals in America today, and Jacksonville is no different. Yes, we want to compete for any large employers coming to the area, but those opportunities are few and far between. They are a definite home run when we get them, but the “base hits” happen slowly and don’t get published in the newspaper when businesses like yours and mine hire one at a time. I would encourage you to make your voice heard, you have more influence and impact on public policy than you may think. Collectively, we are a large group that can encourage our elected officials to operate in a way that takes down unnecessary barriers to our success and help stack the cards in our favor. The rest is up to us. After reading the recently completed Strategic Initiatives report, the last sentence stood out to me: “If every small business in our region hired one person, the employment rate would be zero.” Oversimplified for sure, but it also seems pretty reasonable when you think about it in these terms. Let’s get after it.
Brian Barquilla, founder and publisher brian@advantagebizmag.com 904-704-5058
www.AdvantageBizMag.com
FROM OUR READERS
SMALL BUSINESS
Publisher Brian Barquilla
brian@advantagebizmag.com Marketing Assistant Dixie Baker dixie@advantagebizmag.com Editor Wendy Bautista wendy@advantagebizmag.com Editor Emeritus Linda Segall linda@advantagebizmag.com Art Director Jen Hankey jen@jenhankey.com Contributing writer Robyn A. Friedman
RAFWriter@att.net
Editorial
Advisory
Board
Sandy Bartow Jacksonville Regional Chamber of Commerce
Tim Blin Premier Garage
Nelson Bradshaw BBVA Compass
Kimberly Deppe, APR Community First Credit Union
Janice Donaldson Small Business Development Center at the University of North Florida
Clint Drawdy Hire Methods Inc. Wilfredo J. Gonzalez U.S. Small Business Administration Aaron Marston HIT Center Jackie Perry Beaver Street Enterprise Center Myron Pincomb MWP Investments, LLC
What our readers tell us ADVANTAGE readers occasionally write to us or make comments online about our website, print magazine, Knowledge is Power workshops, and e-edition. Here are the latest things they have to say:
I loved your profile on e2ride.com tours (Vol. 3, Issue 6). It is so nice to see more companies are going green, helping the environment and being successful!
From our workshop survey I really enjoy that the workshops are a lunch meeting as opposed to a morning meeting—it seems to help keep them to the allotted time and me on schedule. I enjoy the “Surviving the Digital Age” workshop because when I walked out of there, I felt like I learned some tips on maximizing my productiveness. I truly think the engaging speaker and convenient location help reinforced the ways that were shared on how to be more productive. Do you have comments about articles you’ve read or want to read? Good or bad, we’d like to hear from you. You can comment on articles online, or send your thoughts to the editor at Wendy@advantagebizmag.com.
Jacksonville Advantage: The Resource for Small Business is published 12 times per year. Reprints are available. Content of contributing advertisers does not reflect the opinions of the publisher. Advertisers have proofed respective articles, and content is assumed true and correct. Jacksonville Advantage is not responsible for the business dealings of its advertisers. Jacksonville Advantage is for information purposes only. ©2011 Jacksonville Advantage. All rights reserved. The contents of this publication, including articles, may not be reproduced in any form without written permission from the publisher. Address changes should be submitted via email to subscriptions@advantagebizmag.com. Send story ideas and requests for article reprints to brian@advantagebizmag.com or call 904-704-5058.
Volume 3, Issue 7
5
down to Business
REAl Estate
New faces for office spaces From glass walls to technology hubs, offices across Northeast Florida embrace the latest design trends By Keith Tickell
T
he average American spends more than 2,200 hours at work during a typical year—that’s more time than they spend watching TV, enjoying their families and engaging in leisurely activities. Given the time that is dedicated to a profession, it’s no wonder that many employers want to make the workspace the most collaborative, comfortable and productive environment possible.
Latest and greatest As technologies continue to change and employees seek an increasing work-life balance, many companies are embracing new office design trends that engage and entice their teams to perform better and more efficiently. Some of the latest and greatest office design trends to hit the market in recent years include collaboration, open-air offices and floor plans, tech-savvy spaces, going green, and creating custom office spaces. Collaboration. Gone are the days of the cubicle jungle, where employees are roped off from their co-workers and secluded to their own 7 foot-by-7 foot cube. Today’s employers want their teams to engage with one another in collaborative, open workspaces that allow for constant interaction and brainstorming. It’s the same principle as a classroom or group meeting where everyone is asked to sit in a circle and share thoughts, opinions and ideas. The best way to create a collaborative work environment in an office is to form team workspaces where desks are grouped together in a pod or common area. This allows co-workers to speak freely, solve problems together and transform ideas into innovative products. Another option is to create low-profile workstations with nice finishes that give the feeling of a private desk but still allow interaction among employees. 6
Open-air offices and floor plans. Open-air offices are the visual equivalent of the open-door policy employers like to communicate to their team. By creating executive offices with all glass fronts and no doors, team members feel as though they can openly communicate with their leaders. This type of office environment creates a perfect balance of quiet workspace and the ability for employees to feel comfortable interacting openly with their bosses. Similar to open-air offices, an open office floor plan naturally creates connectivity, energy and the open flow of ideas in an office. This concept also creates a community atmosphere among employees and team leaders. Tech-savvy spaces. Today’s workplace is drastically different than it was 20 years ago. Laptops, wireless printers and Internet, scanners and smart phones have changed the way we work and the spaces we do it in. Workers need less space to conduct business, but more adaptable spaces that will allow new technologies to be seamlessly integrated. This means providing spaces that allow for easy WiFi connections and wireless technologies, a flexible information technology structure, collaborative workstations and any additional technology needs specific to the company occupying the space. Green is good. After waning for a few years during the economic downturn, companies have once again turned their focus toward sustainable efforts. While there are varying degrees of green an office can accommodate, any move toward creating a more sustainable work environment is ultimately better for a company’s bottom line and its employees. Most companies today have sustainability programs in place. These programs can be wide-ranging, from the types of office supplies they purchase to products used in maintaining their facilities to ultimately creating a LEED-certified office space. www.AdvantageBizMag.com
Make sure you are the one handing out the bonuses!
When it comes to office technology, companies must create spaces that allow for easy WiFi connections and wireless technologies, a flexible information technology structure and collaborative workstations. Flagler’s new Jacksonville office features a modern, contemporary design with numerous flexible office spaces and full-glass fronts that allow for abundant natural light and employee collaboration.
Pictured is one of Flagler’s 11 new “offices” or open-air offices with all-glass fronts and no doors.
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Creating a custom office space. One goal we have is to pair companies with office spaces that fit their corporate culture and technology needs. Most businesses today are looking to promote cooperation and team problem solving, and creating an open environment is a key component to that goal. The new corporate office for the Flagler team here in Jacksonville was recently retrofitted to incorporate the newest and most requested office features, including open floor plans, glass walls and workstations with low profiles to promote employee collaboration.
Vastly different needs As the economy continues to improve, more companies are relocating, retrofitting or redesigning their office space. It is important to note that there is not a “one-size-fits-all” office design for every company. Each business has vastly different needs for its employees, from technology requirements and desk space to gyms and social areas. When it comes time to redesign or relocate your office, it is necessary to communicate your needs with the building’s owner or your designer to ensure the new space fits the needs of your corporate culture. n Keith Tickell is executive vice president of Flagler, one of Florida’s oldest and largest commercial real estate companies. He oversees the company’s portfolio of 12 million square feet of Class-A office and industrial space statewide. Tickell is active in NAIOP and serves on the Board of Directors of the Jacksonville Chamber of Commerce. Tickell can be reached through www.flaglerdev.com.
Volume 3, Issue 7
7
down to Business
technology
Get a quick response How to use QR codes to enhance your business By Mark A. Carillon
T
he simplicity of the QR code is helping more and more businesses generate leads, bring in more sales, and create long-time customers. With the snap of a camera phone—or one equipped with a QR code reader— consumers can scan your QR code and instantly connect to various forms of digital media or retrieve desired information about your business, product or service. A QR code changes the consumer experience by making it possible to “scan” instead of “type” to access your information on their mobile device. Think of these QR codes as “hyperlinks” that connect your physical world to the online world.
What are they? In 1994, Denso Wave, a subsidiary of Toyota Corporation, invented the QR (Quick Response) code—a two-dimensional barcode used to transfer information to mobile phone barcode readers. Where traditional barcodes only held 16-20 characters of data and were very slow, Denso Wave’s 2-D barcode could read up to 7,000 characters very quickly. In 2002, while exploring ways to add more value and features to their devices, mobile phone manufacturers decided to use QR codes to allow access to website URLs and the Internet—and the rest they say is history. In 2010, the number of scans increased 1,300%—13 times more than 2009. QR codes are almost always free to create, store a lot of data, and do not require expensive barcode scanning devices to work. Search Google for “QR code generator” and you’ll find tons of sites where you can make these codes for free. A QR code reader is very easy to download from your app store or marketplace, but many mobile smart phones come with a QR code reader installed. 8
4 M’s of mobile marketing When considering the use of QR codes, understand the four M’s of mobile marketing: market, mindset, message and mistake. • Market. There are over five billion mobile phone users in the world today and it is the fastest growing segment on the Internet. Think about your own mobile usage—chances are you leave home each day with three things: your keys, wallet, and phone. If any of these are missing, you promptly return home to get what you forgot. Your clients do the same. • Mindset. When mobile users are on their phone, they want info now and they want it fast. QR codes make it quick and easy for them to get to your information. They’re also three times more likely to “buy” when compared to someone searching from their desktop. • Message. The message you give to mobile users must be concise and succinct.This is an excellent opportunity to offer up a coupon or a free report or video to further educate, entertain and engage your prospect as to why they should be doing business with you. It should complement and add value to their experience and not repeat the same message that lead them to scan your QR code in the first place. A brochure which leads to a YouTube video that shows your product in action is a perfect one-two punch. • Mistake. The most common mistake is to take customers to your full size website. Why? You’re stuffing 17 inches worth of information onto a 3-inch device. This forces your prospect to scroll left, right, up, down, etc.—making your mobile users work way too hard. Instead, take them to a mobile optimized site that displays properly on their phone and make it “one-click simple” so they can call www.AdvantageBizMag.com
you, send you an email or text message, view a video, listen to an audio, import your contact details, etc. with one click.
Popular uses Some of the most popular uses for QR codes include: • Building a customer list. Create a QR code that links to an opt-in page where consumers will leave their name and email address in exchange for some type of report or incentive. Once a consumer has your QR code stored on their phone, it also serves as a reminder about your business. • Enhancing marketing and advertising materials. QR codes can be easily placed on business cards, T-shirts, flyers, receipts, print advertising, signs, billboards, websites, store windows/ displays, vehicle wraps, car magnets, menus, receipts and many others. And it’s easy to make changes to your QR’s destination when things change, so you don’t have to worry about changing your ad and then re-printing and re-publishing. • Linking to social sites. Link to your social media profiles on Facebook, Twitter, LinkedIn, and YouTube to create a powerful list-building combination. • Obtaining reviews. Create QR codes to help get customer reviews on your online directory listings; such as your Google Places, Yelp, Insider Reviews, Super Pages, and the like. Good online customer reviews are powerful in converting prospects into customers and are one of the best ways to help get your website listed higher on search engines. • Creating electronic connections. You can create a QR code that goes to an electronic version of your business card, commonly referred to as a VCARD or MECARD, and to an electronic calendar entry, commonly called a VCAL. A scan of the code and your contact information is being added to your prospect’s phone contact list or an event gets added to your calendar—making it easy to RSVP. • Making business better. Service providers can have QR codes that lead to the service history of a particular item, or Volume 3, Issue 7
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9
down to Business
How to read a QR code Anyone with a camera on their phone can read a QR code, but there are different ways to receive the results. A QR reader on your phone is much simpler and faster, but if you have an older phone, then emailing or text messaging for results will work as well. • Download a QR reader for your phone. If your phone is nto already equipped with a reader, you can easily download one. There are multiple ones to choose from, with many being free. • Send an email. Capture the QR code with your phone’s camera and then email that picture to scan@scanlife. com. • Send a text message. Take a picture of the QR code and send it via MMS text messaging to 43588.
technology manufacturers can link to written assembly instructions that lead to a video that provides step-by-step displays through the building of that item. There are so many different ways QR codes can help you and your business attract and retain more clients, so do yourself a favor and jump in with both feet now. The question is not if you will use QR codes, but rather when—so get ahead of QR codes can be used to learn more about the profile and food pairing of a wine. your competitors. ■ Mark Carillon is president of Web904.com, a company specializing in marketing your business with custom websites, mobile websites, QR Codes, social networking and mobile phones. He can be reached at 904-375-0194, mark@web904.com, or through www.web904.com.
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11
down to Business
Workshop
Dealing with the digital age How you can rise above the technological noise and stay productive
T
echnology controls just about everything we do today,” says Christy Crump, president of Crump & Associates, at an Advantage Magazine’s Knowledge is Power workshop sponsored by Community First Credit Union. “But here’s the problem—I truly believe we have allowed technology to take control of us as humans. We have got to be diligent in gaining control over our technology and we have to be diligent in maintaining control. If we don’t, it will take control over you.” “Since we all have different technology overload problems, such as email, voicemail, your computer, you need to figure out first where your own technology problems lie,” says Crump. She suggests you look at what causes technology overload and then break it down to little bits and pieces that are more easily digestible, and then take those little bits and pieces, figure out how to make them work better for you, and put things into practice to help you handle that technology overload. “Commit to taking one tip from here. Take that one tip and tweak it, perfect it, make it yours and use it religiously, consistently, and consecutively for 21 days,” says Crump. “Then do the same process with another tip until you have two really good little technology habits. Continue the process and over time you will have all these little habits that will add up to one big deal and you are gaining control.” What causes technology overload? “In a word—Us!,” says Crump. She says overload comes from our lack of self-control, other
Set schedules and timers
people, our own expectations growing out of control, and how we feel we have to be connected because the information flows quickly and abundantly.
Switchtasking vs. multitasking Switchtasking is when you are working on one task and switch over to another task and then switch back and then switch over, and on and on. Crump explains it is as attempting to multitask. “I say attempting because there is no true such thing as multitasking—nobody ever truly multitasks,” she says. “Studies prove that when we switchtask, we are killing our brain cells—that includes switching from a document to answer an email or text message or phone.” Crump says that while you may feel you are getting more done, switchtasking makes you less productive because once you switch from one task to another and back, it takes anywhere from 20 seconds to 20 minutes to reengage and remember where you left off. “That constant switchtasking is killing your productivity, killing your efficiency and effectiveness, and killing your brain cells.”
Getting out of overload “As humans, we have a tendency to take our to-do lists and do the easy ones first, but is that the way to go? Is that the one that really needs to be done first? Oftentimes the answer is ‘No,’” says Crump. She says there is a process to follow to truly dig yourself out of the overload. She suggests you break down the problem, address one difficulty at a time, analyze what is really the most important to accomplish first, organize and prioritize by numbering them one to five, define which system and process you are going to use to get it done and implement it, and if you need to, don’t be afraid to ask for help. Some other things to consider when digging your way out of overload is to shut off your Outlook reminders and push notifications, set up voicemail, and perhaps even close your office door.
Take technologyfree days Five top tips Crump says her top five tips for dealing with all of this technology are: 1. Use of time. “Constantly ask yourself, ‘What is the best use of my time right now?’ And do it.” 2. Do 10% more. “You should always do 10% more than you absolutely have to. If you take the extra 10% on the front end of everything you put your hands in, it can save you 50% in time and frustration on the back end of something.” 3. Set schedules and timers. Technology tends to overload you because of the constant inflow, but by setting schedules and timers, you become more efficient, more productive, less distracted, and more in control. Set certain times for you to deal with particular aspects of technology, such as checking your email at 8 a.m., 10 a.m., noon, 2 p.m., and 4 p.m., and set a timer for how long to be on that task. “Professional standards say you have two to four hours—and up to 24 hours at the most—to respond to emails, if they even require a response,” says Crump. 4. Stop switchtasking! Concentrate on one item at a time and get it accomplished. 5. Take technology-free days. Make an effort to take a few hours to a day or two and not deal with your technology at all. Whether it is your computer or email or smart phone, shut it off and take the time to do something else—even if that means shutting it off on Friday night at 5 p.m. and not checking anything until Monday morning. “You may find the break helpful in being more productive since you stepped away from it for a few days,” says Crump. “I find my Mondays to be the most productive now.” n Christy Crump is president of Crump & Associates, a company that specializes in interactive professional development workshops designed to improve performance and increase efficiency and effectiveness. She can be reached at 850-528-7099, christy@crumpandassociatesfl.com, or through www.crumpandassociatesfl.com.
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To see video coverage of this and other workshops, visit http://advantagebizmag.com/videos/.
Volume 3, Issue 7
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Industry Insider Advantage
Management
A competitive advantage Four ways to create motivation and buy-in By John Chappelear
M
otivation and buy-in” are like everything else in life, always cycling up or cycling down; there is no static position. Energy and effort must be applied continually and consistently to create and maintain a high-performing organization with the momentum needed for motivation and buy-in. The cornerstone to successful motivation and buy-in is trust. The level of trust that exists within your organization will determine how hard and how long you will have to work to get your organization fully motivated and completely committed.
Four simple ideas By utilizing these four simple ideas every day, you will be more able to generate the results you want. #1. Trust. To build trust, you should begin with a more honest, open and inclusive communication style and be more trusting of others. Trust is the pipeline through which all good business practices flow, and it instills a sense of confidence without the presence of worry or suspicion. Without trust, people move at whatever speed they can move at without getting into any trouble, which is not the speed you want for your organization. If people feel their input is unwanted or their mistakes will be met with criticism or possibly dismissal, then mood and morale will be bad, turnover and absenteeism will be high, motivation will be low, and buy-in will be nonexistent. The cycle is heading down. 14
Trust is maintained by the consistent achievement of personal and organizational goals. With trust, workers move away from a self-protection, begin to take risks, look for new ways to improve workflow, and exceed expectations. When goals are achieved and exceeded, your trust and confidence in the whole process is strengthened. The cycle is heading up. #2. Transparency. Transparency is allowing people at all levels to have a clear understanding of your organization’s overall goals and objectives, as well as the importance of their personal and departmental roles in the success of your organization. When times are tough, making sure you have transparency in your management becomes even more critical to the success of your business. When employees understand the issues that you face on a regular basis, they are more invested (buy-in) in the solutions. And when organizations encourage frequent two-way communication at all levels, they generate a level of positive energy (motivation) making it easier to find new ideas and/or solutions. Change is much easier to implement with open communication, support and trust. Very quickly employees do more than buy into change, they own it. As you willingly open up your thinking and decision-making processes, your organization becomes more transparent and “same side of the table thinking” begins. The entire staff knows what is expected of them individually and collectively, and will be much more supportive of any necessary changes to ensure the success of your organization. www.AdvantageBizMag.com
With transparency, employees are more motivated and feel an increased sense of self-value and self-worth that is directly related to their efforts. It also becomes much more likely that their wages will increase because profits will increase, and levels of absenteeism and turnover will decrease. And that’s a good start. #3. Treat everyone the same, but differently. Consciously or unconsciously people connect with some people better than others. And while it’s human nature, making that kind of mistake can ruin morale, interfere with productivity and occasionally create some discrimination issues. The most effective way to communicate and reward people is to base it on individual need and personality style. The rewards for comparable work must be of the same value, but not necessarily the same. For example: One person may need public acknowledgement of their successes in order to be motivated while another may be embarrassed by that method and instead require some one-on-one time for personal recognition. A good manager or management team needs to know their people. They need to understand what motivates the individual and respond accordingly. It may seem like a lot of extra work, but the dividends are worth the effort. #4. Change the people or change the people. Good management is focused on making sure everyone in the organization has the necessary training and support to maximize their ROI. Once it becomes obvious an employee is not living up to his or her potential, however, a good manager will make the necessary change. Do everything possible to change or improve the people, but if that isn’t possible, then change or replace the people. Change takes time and how long it will take depends on the shape your organization is in when you begin this process. Remember, the way to achieve motivation and buy-in is through trust and the key to building trust is your willingness to assimilate all four ideas; trust, transparency, treat everyone the same but differently, and change the people or change the people. Make the commitment and don’t give up. You and your organization are worth the work. n John Chappelear is an author, speaker, executive coach, and trainer. John’s programs build positive, powerful, and balanced individuals, and more productive, creative, and profitable organizations. He is internationally recognized as a life balance, leadership and communication expert. He can be reached at john@johnchappelear.com or through www.changingthefocus.com.
Volume 3, Issue 7
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15
profile
Driven by demand How Classroom Technology Solutions is doing more with less for the modern classroom By Wendy Bautista
W
hat started with a 2-foot-by-2-foot square metal ceiling projector mount has turned into a multimillion dollar business that supports the K-12 classroom teacher’s need for technology. Classroom Technology Solutions Inc. (www.ctsed.com) not only fills that initial need, it builds upon it by finding and filling ongoing requests for more related products.
Working together Business partners Walt Mischley and Cy Marshall have known each other for years, having crossed paths many times throughout their separate careers, but it wasn’t until August 2008 that they decided to work together. Combined, Mischley and Marshall have more than 40 years of professional experience in both technical and teaching environments. Mischley, who was a teacher for several years after graduating from San Jose State with a master’s in history, mainly focuses on marketing and field operations, while Marshall, who has spent most of his career in technology including working for Bell South, the Air National Guard in its electronics program, and most recently for Gateway Computers, focuses on product development and the operational side of the business. 16
“While working at Gateway, I was part of a team that was developing what they call 21st century classroom technology products,” says Marshall. “I developed mounting products while I worked there and when Gateway got out of the commercial computer business and sold it off, I was able to keep the manufacturing relationships to those products.” They were both working in real estate and joke that they were retired, but admit they were not “really retired,” when Marshall started receiving phone calls from people wanting to know where they can get the mounting products. “That’s when Walt and I started talking about a little hobby to keep us occupied,” says Marshall. That little hobby now occupies a lot of their time with 70-hour work weeks, working on weekends, a staff of 22 people, an ever-growing product line that can be found in the 48 contiguous states, and revenues of $2 million in its first year, $5 million in its second and projected revenue of $10 million this year—with north of $15 million, already accounted for, in existing contracts alone.
Mount up! And to think it all started with a projector mounting product. The mount itself is a 2-foot-by-2-foot metal square plate that can accommodate an audio-visual projector and essentially take the place www.AdvantageBizMag.com
Business vitals Owners: Cy Marshall and Walt Mischley In business since: August 2008 Projected growth: “One of the first things to grow, and is still growing, was our space,” says Marshall. “When we started out, we had a 3,000 square foot mini warehouse and we quickly outgrew that. We moved over here to 25,000 square feet in August of last year and spent about a month and a half to two months painting and moving in and we’ve been doing the rest of the renovations as we can and as time and money permits.” “This facility was just a box warehouse that had been sitting empty for about three years, so we’ve had to put a little money into it,” says Marshall. Some of the renovations include a briefing center, a showroom, a training room, conference room, reception area and lobby, a sales area, a soundproof test product area, a product assembly area, a stage for presentations, and a secure area for high-value products. of a ceiling tile in the classroom. A safety wire made of aircraft cable attaches onto the plate and is then placed up and over part of the building structure, where a slip ring will lock it in place so it can’t come loose from the ceiling. The plate is painted with an eco-painting process known as anodic electrode position. The plate passes through a number of baths, and then goes into a tank that has acrylic paint suspended in liquid. An electrical charge is applied to the plate and the paint adheres to it. After which it gets lifted out and placed into another tank to wash off any excess material—which go back into the painting process—and then the product gets dried. “By design this process assures us that the entire plate gets covered—there are no missed spots,” says Mischley. “The underside, the crevices, everything is covered so there is no chance of rust or chipping paint. Especially when dealing with schools, we try to keep the ‘green’ in mind to support their concerns for the children’s well-being.”
Building a business “What’s interesting is when we started, our original plan was to manufacture a couple of products and then get them distributed to resellers across the country,” says Marshall. “But we found that to be a lot more of a challenge than we had anticipated.” When they didn’t get the traction they wanted, they decided to pick a market area and market direct. They made a list in a specific area, did an email blast with a flier and sent it out that morning. By the afternoon, orders were coming off the fax machine. As they were answering the requests for mounts and dealing with more people, they started getting asked if they also sold the projectors that went on the mounts. Volume 3, Issue 7
Some other changes include a change in staff. They’ve recently expanded their sales force, are looking to develop a marketing team with a director of marketing, and brought a graphic artist and web staff in house—with plans to expand to an online shopping cart. Another area they are looking at is digital signage and bulletin boards. “Schools are starting to show real interest so they can push out bulletins, announcements, and menus, and even have interactive kiosks where a parent can come in and see what is happening and get a lot of information and not disrupt or tie up a staff member,” says Marshall. “Most of the markets we’ve done were through emails and calling people on the phone and we’ve been really successful at it, but you can only get so far,” says Marshall. “Our next level is to build out a nationwide field sales organization.” “The sales side is going to grow, integration side is going to grow, and all segments of the business are going to grow,” adds Mischley. “Vision wise, I want the mount business to grow. “We are able to focus on other parts of the business because the mounting products are very profitable. That small square up there has allowed us to do all of the other things,” continues Mischley. “The business is built around that 2-by-2 square mount and that is what keeps us going.” 17
profile
“At the time the answer was no, but we decided to look into it and found that maybe we should,” says Marshall. “Then as more time went by, our customers said they would also like it to be hooked up, so we looked into adding the wiring and found that that would also be beneficial.” “The next biggest thing that happened was we started winning contracts,” says Mischley. “We went from buying a hundred products at a time to buying containers full. These are multimillion, multiyear contracts with major school districts in the Southeast. Mischley says one of the most important aspects of the contracts was it made their vendors and suppliers take notice, which placed them on their radar screen as a company to watch—and it didn’t hurt that it helped with pricing. “Our prices went from ‘single unit’ to ‘high volume,’ and the vendors started bringing us customers because obviously from buying a hundred of something to buying 4,000 of something, it changes things,” says Mischley.
The start of something new “We don’t go out and find a product and take it to the school and try to convince them that they need it,” adds Mischley. “Customers drive our product line by letting us know what they want and or need.” Marshall continues by saying, “The set of customers that we’ve developed will come to us and say, ‘This is what we are looking for and these are the projects we want to do, what is available and how can you help us?’ and we’ll bring them up to speed with what’s new or try to find solutions to what they need or want.” From there they started adding or manufacturing other products such as projector screens, wireless tablets, document cameras, DVD players, anti-bullying software, Internet security, as well as a line of speakers that fit in the ceiling which are incorporated into the sound and audio visual systems in a classroom —all at the request of their clients. 18
“We’ve now taken the mount products and bundled them with other manufacturers’ product(s). These bundled solutions provide greater value to our customers, give us a competitive edge and have allowed us to expand our business,” says Mischley. “Essentially, what our clients were telling us was they would like to have a one-stop shop, and now we basically offer them a technological classroom in a box,” says Marshall.
Building from a box “We design everything around ease of use, functionality and speed of install,” says Mischley. “With 95% of our business in that K-12 market, these elements are essential.” But in the beginning, the install speed was missing from the equation and was called to their attention by their customers and it needed to improve. An average install, where the technician took all the equipment, tools, wires, and products with them to the field, opened packages, assembled the items, installed the units and then checked to ensure it was all working, would take more than two hours. Since many of the technicians Marshall and Mischley hire have Audio Visual installation experience, they were not without ideas on how to better the system and devised a way of pre-assembling the ceiling mounts. All products needed for an order are unpacked, checked, and attached to the mount; the items get wired according to what will be required; the safety support cables are attached; and the completed unit is placed and ready for delivery—taking that two hours that used to be in the classroom installation and putting it to better use at the shop getting all mounts ready. The technician then takes the completed unit into the classroom for installation and can now install it in about 30 minutes. “For the most part, the technicians are doing on the spot trainings, which is www.AdvantageBizMag.com
included with all installations” says Mischley. “The training is very important because it alleviates a lot of the problems on the back end and gets the user acclimated to the new technology on the spot.” The technician writes the room number on each box tag and brings the box back to the shop, where administration will cut each tag from the box and record the information, serial number and product information and provide it back to the school for its asset management program.
Finding and funding “While school and teacher funding is going down, the lower technology budgets are a plus for us,” says Mischley. “When we source our products, we don’t look at price or for a brand-name product, we look for functionality and for something we can put a three-year warranty on for the life cycle it’s going to be in the classroom, and we offer that to the customer. We also make sure that many of our products are from here in the states so the schools can qualify to use federal funds for products Made In America.” “We have a lot of companies calling us to sell their products and we will probably expand our product offerings,” says Marshall. “For now, all of the vendors we settled on really work closely with us, but where there are holes in our product line and we have requests, we will source those.” “I remember when the ratio in a classroom was 42 students to 1 teacher, then it went down to 25:1, then as low as 16:1, which then became the norm,” says Mischley. “Well, it’s heading back the other way again because of teacher budgets being cut. So when we do a product search, we have to do something that allows that teacher to do more in the classroom with less. That’s what drives the whole thing.”
How you can do it “Don’t be afraid to fail—even if it’s more than once,” says Mischley, who then adds, “As the saying goes, ‘There is no successful person that hasn’t failed.’ You better get into something you know and know all of the dynamics of it, you have to be debt free because I don’t think you can drive a business by amassing a lot of debt, and you better understand tax codes. The federal government makes it difficult so you have to understand how they make it difficult—not so you can get around it, but so you can get through it.” “It’s more than doing something you like,” says Marshall. “I don’t care how much you like it if there is not market for it, it won’t succeed. I see so many businesses start up and they are passionate about what they want to do, but it’s passionate to them or a close-knit group they associate with. If there isn’t a general market, perhaps reconsider. “You’ve just got to be smart about it,” adds Marshall. “You’ve got to know what you’re going to do, like what you’re going to do, have a market for what you’re going to do, and then you can go for it.” “Oh, you have to go for it! Even at the stage we’re at now, I still want to go for it. Go for more,” agrees Mischley.
The changing classroom “In today’s classrooms, you have varying levels of teacher skills,” says Marshall. “We need to make sure we have products that get all of these different teachers comfortable with technology because the dynamic in the classroom is changing. “With technology, there really is no need for teachers to stand with their back to the class. They can take the wireless tablet and be walking around or standing in the back of the classroom while still having all the functionality and interaction to teach a lesson and operate the projector,” says Marshall. “If we can get that teacher untethered from that ‘back to the students’ mentality and put that teacher out in the class where they can sit alongside the student and show them how to do something, it creates a better learning environment and keeps up with what students are accustomed to. “The problem a lot of schools have is the students have more technology in their hip pocket than they do in the classroom,” says Marshall. “We want to change that.” n
Wendy Bautista is the editor of Advantage Small Business Magazine. She can be reached at Wendy@advantagebizmag.com or 904-536-2234.
Volume 3, Issue 7
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Industry Insider Advantage
Stress
Lower your levels What you can do to lower your stress levels and be more productive By Snowden McFall
C
ash flow, deadlines, and payroll—they can all create enormous stress and pressure for you. And as an entrepreneur, you are especially prone to burnout. The American Psychological Association says 80% of all American workers feel burned out (not just stressed), and one-third of Americans say they are living with extreme stress.1 Nearly 80% of all doctor visits are stress-related, with 43% of all adults having ill health because of stress. So that raises the question, “How stressed out are you?” Check the boxes that apply to you: • You come home regularly dead-tired with little or no energy. • The concept of vacation is inconceivable to you- you have way too much to do to go away. • You don’t have time to exercise regularly or participate in your favorite hobbies. • You snap at your loved ones and friends fairly often. If three of the above are true for you, you may be hovering near burnout.
What can you do to lower your stress levels? 1. Get more sleep. You need at least seven hours a night, (the minimum to prevent cancer according to the World Health Organization.) Less than seven hours means you are functioning at a cognitive disadvantage and are three times more susceptible to colds. 20
You are also likely to gain more weight and carry an extra 20 pounds. Your body is 30% less efficient at burning calories when it is sleep-deprived. Fortune Small Business reported that 13% of entrepreneurs have trouble getting to sleep every night. Do that long enough and you end up with high levels of cortisol, a stress hormone. The solution: Plan for good sleep. Go to bed earlier, do not check e-mail before bed, do not take your phone or beeper to bed, do not watch TV in bed. Make your bedroom a sanctuary for sleeping, making love and resting. 2. Take vacations. Expedia found that 34% of Americans don’t go on vacation at all! What’s scary about that is for women aged 45-64, two weeks of vacation cut their incidence of heart attack in half, according to a study by Boston College!2 A study by Expedia found most people feel rested and rejuvenated after vacation, are more productive and more satisfied with their marriages. Think your business will suffer if you are out of touch for a week or two? Strategic Coach in Canada discovered that when his clients doubled their vacation days, they doubled their income.3 3. Drink water. Every cell in your body depends on water to function properly. Throughout the day, you lose about eight cups of water, which must be replenished. A 5% drop in body fluids will cause a 25% to 30% loss in energy; a 15% drop causes death. Often overlooked, water is vital to health, to life and to stress reduction. Try to drink filtered clean water, relieved of toxins like mercury, chlorine, etc., that are often found in public water systems. Never www.AdvantageBizMag.com
drink water from a bottle that has been sitting in the hot sun all day— that can be a carcinogen. And caffeine drinks actually leach water from your system, so you need to drink more to replace those beverages. To determine exactly the right amount for you, take your weight and divide it in half. That’s approximately how many ounces of water a day you need to drink. Try it, you’ll be amazed at the increase in energy. 4. Cultivate optimism. Optimists live seven years longer than pessimists, have better lung function and are far less likely to die young or from cancer. Optimists actually breathe easier. Several studies from National Institute of Health (NIH) and Yale demonstrate this. Dr. Martin Sullivan of the University of Pennsylvania spent 20 years interviewing 350,000 executives and learned something fascinating—the top 10% performers think differently from others; they are all optimists! So if you want greater success, achievements, and profits in your business, become a more positive thinker. Small business owners provide two-thirds of the jobs in the greater Jacksonville area. You can only continue to run a successful business if you take care of yourself and lower the stress levels of yourself and your staff. You’ll live longer, be healthier and your family will thank you, too. n
When it comes to marketing mix, we bring a lot to the table. The net result — we help companies catch more customers. Since 1989, Mary Fisher Design has been delivering an array of comprehensive marketing solutions, including strategic planning, corporate branding and logo design, print, radio, television and Internet advertisements, brochures, websites, press releases, community outreach, media placement, and more. Call to schedule a no-cost consultation and let us help you improve the net result of your marketing efforts.
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Snowden McFall, is a professional speaker and author and co-author of five books, including “Fired Up!,” and “Stress Express! 15 Instant Stress Relievers.” An expert on stress, motivation and optimism/happiness, she can be reached at 904-940-7355 or through www.firedupnow.com. 1. “Stress in US Rises, Causes Health Problems,” The Scoop, The Meeting Professional, March 2008, p.442. 2, 3. Brown, Sarah, “Clean Break,” Vogue, June 2003
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Volume 3, Issue 7
BU I L D I N G B E T T E R E M P L OY E E S
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Industry Insider Advantage
finance
Saving with cost segregation Why you may be overpaying your federal taxes every year By Brent Ross
C
ountless numbers of commercial property owners overpay federal taxes every year and are missing out on allowable depreciation expense deductions. Under existing IRS tax law, accelerated depreciation expense deductions are available to all federal taxpayers; however, without an engineering-based cost segregation analysis, the taxpayer is unable to take full advantage of the tax law and, therefore, surrenders significant cash flow to the IRS.
What is cost segregation? A typical cost segregation study maximizes the tax benefit of real estate ownership by identifying, segregating and classifying a building’s components to asset categories with the shortest possible life creating significant tax deductions sooner for federal and state income tax purposes. This is determined though an analysis that reclassifies components of a building from 27.5, 31.5 and 39 year depreciable lives to five, seven and 15 year depreciable lives. The benefit comes from accelerating the depreciation tax deductions, which are more valuable today than 39 years from now. Nonstructural items like carpet, accent lighting and signage, or exterior items such as paving, sidewalks and landscaping are examples of building components eligible for accelerated depreciation, and are 22
items that can be “broken out” from structural costs and depreciated over a shorter period. Many property owners can identify nonstructural items that qualify for accelerated depreciation, but the greatest savings come from identifying assets in three broad areas: electrical, mechanical and plumbing. Let’s say a standard office has three electrical outlets. To effectively operate your computers, printers, projectors, etc. in your office, however, you require six electrical outlets; those “extra” three outlets may qualify as five-year property and accelerated depreciation. The same can be said for specific air conditioners when a certain temperature must be maintained for the safety of the product, such as in grocery/food stores or maintenance facilities so equipment won’t overheat.
Depreciation can increase your ROI An often overlooked tax-saving opportunity is accelerated depreciation of cost associated with the construction, renovation or purchase of a new building or real estate. Taking advantage of certain techniques can boost your return on investment (ROI), and a cost segregation study can help you improve profitability and increase ROI by maximizing tax benefits on certain projects. www.AdvantageBizMag.com
Property owners can substantially reduce taxable income and maximize current depreciation by accelerating deductions, thereby increasing after-tax cash flow. In addition to recently purchased or constructed properties, a cost segregation study can produce substantial tax benefits for properties that have already been depreciated for as many as 10 years or more by catching up on missed depreciation. Most business owners who own a building understand that they recover their investment through depreciation. What they may not understand is how to look at an entire facility and allocate as much cost as possible to things with the shortest depreciable life thereby recovering the cost of their investment for tax purposes much sooner. Business owners often overlook the opportunity to allocate costs to land improvements and things that qualify as furnishings that depreciate in five to 15 years as opposed to the building itself, which depreciates over 39 years for commercial property and 27.5 years for residential rental property.
A proven and allowable tax strategy Cost segregation is by no means an aggressive or risky strategy. For decades, court rulings have supported the practice of segregating costs for tax depreciation on commercial buildings. In 1997, the U.S. Tax Court ruled that segregating costs for tax purposes was allowable. Subsequently, cost segregation has become an accepted—if somewhat underutilized—tax planning strategy. Using sources such as revenue rulings, court cases, IRS publications, senate and congressional finance committee reports and IRS regulations, cost segregation experts are able to help companies apply deductions that create tax savings starting in the first year.
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Is a cost segregation study for you? Office, manufacturing, retail, professional, residential rental— it doesn’t really matter which type of real estate you are building or acquiring. If the property can be depreciated, a cost segregation study Volume 3, Issue 7
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Industry Insider Advantage
finance
would be a valuable strategy. The study can help you find hidden deductions and help you realize substantial tax savings. Even if your real estate project has been completed for several years, the IRS allows for a look back of the benefits from previous years through a change in accounting method. A cost segregation study requires detective work. It might start with an invoice, but it goes into extensive analysis involving the examination of construction documents, blueprints and an inspection of property. This approach analyzes both actual cost records and cost estimates and may take up to a month to complete. Trained engineering and tax specialists will work closely with you and your contractor to identify more assets that qualify for shorter depreciable lives and accelerated depreciation, including all assets that are imbedded in your building’s construction or acquisition costs. The business owner receives a detailed report including background, the methodology, asset classification summary and support, and the complete allocation of costs—everything they would ever need to know about the process and results.
Reinvest in your company It’s important for the property owner to have a detailed report from a CPA so they understand exactly what they did. The engagement will pay for itself many times over through the first year’s 24
tax savings. Earning these tax savings now, as opposed to many years from now is valuable. The property owner can take that money and invest it back into their business. It’s important however, for property owners to work with engineers and tax advisors that are intimately familiar with cost segregation rules and requirements in order to make sure the study is in compliance with the constantly changing regulations regarding how assets may be classified. Any building put into service after 1987 qualifies. Even now, years later, the benefits can be realized. The money you save from a cost segregation study can help your company in many ways. It could for example be used as additional working capital for operations, or be used toward new investments and ventures or used to pay down debt and reduce interest costs. n
Brent Ross, CPA, is president of Brent Ross & Associates, CPAs, LLC. He has worked in the area of federal and state taxation since 1972. Having worked as a practicing CPA since the early 1970s, he has extensive experience dealing with issues related to investment tax credits (ITC) and property qualifying for ITC and component depreciation. This body of experience is the backbone of knowledge necessary to complete quality cost segregation analysis and reports to owners. He can be reached at 904-448-6408, bross@brjaxcpa.com, or through http://brjaxcpa.com/default.aspx.
www.AdvantageBizMag.com
jax advantage_Layout 1 7/26/11 1:20 PM Page 1
Is Your Business Located in the
ZONE?
Who qualifies? Although any non-residential commercial property may qualify for tax deferral and increased cash flow, here is a sampling of the types of properties with a high probability of benefiting from a cost segregation study: If your business is located within Jacksonville’s Enterprise or Empowerment Zone, you could be eligible for
• Corporate office buildings
tax credits and financial benefits.
• Warehouses and distribution centers
Visit www.jaxdevelopment.org to find out if you’re in the Zone or contact Joe Whitaker at (904) 630-1858 or josephw@coj.net for more information.
• Hospitals • Medical/dental offices • Nursing homes
I
• Apartment buildings
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Industry Insider Advantage
Personal Development
Speak easy
6 lessons for turning public speaking into personal and business development By Doug Wilder
H
ave you thought about going on the speaker circuit, but aren’t sure if it will be worth your time or stress? Whether you are just speaking up at a board meeting, presenting at a workshop, or giving the keynote speech at a convention, speaking in public can be good for you personally as well as professionally.
Good for personal development Public speaking is good for personal development because enhances your leadership skills, boosts your confidence and courage, and actually becomes fun. Leadership skills. To lead is to inspire others into thought or action. People who speak publicly often acquire the ability to inspire and those leadership skills are carried over into normal non-speaking time. Lesson 1: Create speeches that inspire and entertain. If you aren’t sure how to accomplish this, join a Toastmasters Club or ask someone to help you. Be bold. Sprinkle in heavy doses of character, wisdom and good cheer in your speeches. The more serious the topic; the greater the need for humor. As you inspire, be inspired. Confidence boost. Confidence is the belief that what you are doing is “right” and that you will be successful. By speaking in public you will find that you can and will rise to the occasion, and your worst 26
fears are rarely realized. If you do not give up, you will continue to improve, and you will boost your confidence. Lesson 2: Make it a practice to always say “yes” when asked to speak. Have courage. Face your fears and do it anyway. You will become more confident, and that confidence will help you on and off stage. Enjoyment. Speaking in front of groups can be quite enjoyable. As your confidence and courage increase, you will find your abilities and control increase and your stress will decrease. Lesson 3: Choose to enjoy public speaking. You may need to fake it until you make it. Laugh at your mistakes. As Oscar Wilde said, “Life is too important to be taken seriously!”
Good for business development While eating lunch with two lawyers who do public speaking to enhance their business, they mentioned three ways they benefit from presenting at seminars: credibility, publicity, and direct business. Credibility. Howard Caplan, business lawyer (caplawfirm.com), said that public speaking brings him additional credibility. People can see and hear his expertise on Intellectual Property Rights, particularly when he is able to engage the audience in a discussion. Caplan said,“For instance, at a recent Continuing Legal Education (CLE) class at which I co-presented with Patent Attorney Jo-Anne www.AdvantageBizMag.com
Yau, we welcomed dialogue and involved the audience.” Therefore the lawyers in the audience were more likely to see the presenting lawyers as subject matter experts and refer business to them. Lesson 4: Keep track of the places you speak at so you can later furnish that credibility list when needed. Also, gather testimonials in a file. Publicity. Caplan said publicity is another reason public speaking is good for business development. “When the CLE classes were advertised, it was in essence an advertisement for me.” Lesson 5: Before the event, ensure the event announcements are strategically circulated and that you are getting the publicity you want. If not, see what announcements you can create yourself. Don’t forget to use social media to spread the word. Let your clients and friends know what you are doing. After an event, you can tell everyone that you did it and perhaps something about it that might interest them. Direct business. Gregg Gerlach, an employment lawyer (harpergerlach.com) and the other lawyer at lunch, chimed in, “Public speaking is an integral part of our firm’s business development strategy. While we don’t solicit the audience to hire us, sometimes the attendees call for advice and do indeed hire us. “Last week I was the main speaker at an HR conference where 65 supervisors were in attendance and listening to my ‘war stories’ about legal issues facing other supervisors. I have already received a phone call from one of the attendees wanting advice.” Lesson 6: It is sometimes considered gauche to sell your services or products while speaking at an engagement. If you must, get permission first. For most speakers, just being a great speaker will entice some in the audience to want to do business with you. Be sure to leave something with your name and contact information with the audience so they may contact you later. By applying the six lessons above, your public speaking will be good for your personal development and your business development. Speak up, and be prosperous and happy! n Doug Wilder is a speech coach with Wilder Business Success Inc., which strives to create wilder success with less stress. He can be reached at 904-880-8877 or through www.WilderSuccess.com.
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Volume 3, Issue 7
(888) Tec-Works
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Small Biz news IRS gives truckers three-month extension on highway use tax
2012 tax calendar available for pre-order
The Internal Revenue Service (IRS) advised truckers and other owners of heavy highway vehicles that their next federal highway use tax return, usually due Aug. 31, will instead be due on Nov. 30, 2011. Because the highway use tax is currently scheduled to expire Sept. 30, 2011, this extension is designed to alleviate any confusion and possible multiple filings that could result if Congress reinstates or modifies the tax after that date. Under temporary and proposed regulations filed today in the Federal Register, the Nov. 30 filing deadline for Form 2290, Heavy Highway Vehicle Use Tax Return, for the tax period that begins on July 1, 2011, applies to vehicles used during July, as well as those first used during August or September. Returns should not be filed and payments should not be made prior to Nov. 1.
The Internal Revenue Service (IRS) announced that the English version of the 2012 IRS Tax Calendar for Small Business and Self Employed, Publication 1518, is now available for pre-order. The English version will ship late-November, while the Spanish calendar (Pub 1518SP) will ship late-December. To place your order online, visit www.irs.gov/businesses/ small/article/0,,id=101169,00.html or call 800-829-3676 for more information.
ICBA comments on Dodd-Frank: One year later As the Dodd-Frank Wall Street Reform and Consumer Protection Act approaches its one year mark, the Independent Community Bankers of America (ICBA) is working on behalf of the nation’s more than 7,000 Main Street community banks to minimize negative regulatory effects and is advocating for legislation that will ensure the stability and vitality of community banks for generations to come. During a conference call with media, ICBA President and CEO Camden R. Fine said that while Dodd-Frank created an important precedent distinguishing Main Street community banks from the Wall Street megabanks, ICBA is working diligently to ensure that regulations coming out of the law don’t stunt community banks’ growth or ability to serve their local markets—many of which are small towns and rural areas that would otherwise be underserved if it were not for their local community bank. For more information, visit www.icba.org.
SBA and Red Cross join to prepare for disasters The U.S. Small Business Administration (SBA) and the American Red Cross have joined forces to intensify outreach efforts to educate the public about the importance of having a disaster recovery plan in place. The core of the agreement is a plan to work with SBA District Offices and its resource partners to promote and, along with local Red Cross chapters, sponsor preparedness training workshops. The two agencies will also work to increase awareness in the business community about the Red Cross Ready Rating program (www.readyrating.org). For more information, visit www.sba.gov/disasterassistance. 28
IRS delivers tax information “socially” If you use your smart phone to work smarter or you prefer social media resources over hard copy documents, check out the ways the Internal Revenue Service delivers the latest information on tax changes, initiatives, products and services through social media. IRS2Go A smart phone application that lets you interact with the IRS using your mobile device. IRS2Go is available for the iPhone or iTouch and the Android. YouTube The IRS has video channels on YouTube with short, informative videos on various tax-related topics. The videos are in English, American Sign Language and a variety of foreign languages. Twitter IRS tweets include tax-related announcements, news for tax professionals and updates for job seekers. Follow us @IRSnews. Audio files for Podcasts These short audio recordings provide information on one tax-related topic per podcast. The audio files are available on iTunes or through the Multimedia Center on IRS.gov (along with their transcripts). Widgets These tools, which can be placed on websites, blogs or social media networks, direct others to IRS.gov for information. The widgets feature the latest tax initiatives and programs and can be found on Marketing Express, the marketing site that allows IRS partners and tax preparers to customize their IRS communications products. To find links to all of IRS’s social media tools, visit www.irs.gov and click on “IRS New Media.”
SBE comments on second quarter GDP and policy The Small Business & Entrepreneurship Council (SBE Council) expressed little surprise regarding the results of second quarter GDP data released by the U.S. Bureau of Economic Analysis (BEA). The dismal performance of the economy is a reflection of the low confidence and ballooning uncertainty among small business owners. SBE Council’s recent “Entrepreneurs and the Economy” survey reflected the dour mood among small business owners—they remained www.AdvantageBizMag.com
Habit #7: Sharpen the saw Invest in the greatest assest you have:
you stressed about their firms’ financial condition, and expressed widespread dissatisfaction with the direction of federal economic policies. Higher business costs—including gas prices—have been eating into their bottom lines and stunting growth. The BEA reported a real GDP growth rate of 1.3% in the second quarter, and announced a downward revision in growth during the first quarter of 2011 and the fourth quarter of 2010. Keating said that none of the data is surprising given the direction of government policymaking for over three-and-a-half years now. What the U.S. needs, according to Keating, is tax reform and regulatory relief, more global trade opportunities, and sound money. He said we are getting the opposite. SBE Council can be contacted at 703-242-5840 or www.sbecouncil.org.
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29
jacksonville B usiness
B riefs
Jacksonville businesses in the news Robinson returns to Beaver Street Rumbellis (Rum) Robinson was the first director of Beaver Street Enterprise Center back in 2003 when it opened its doors. Over the past eight years, Robinson has continued to be actively involved as Beaver Street Enterprise Center grew into an internationally renowned business incubator under the leadership of Executive Director Jackie Perry. With a BS degree in Computer Technology and Management Information Systems from University of North Florida and more than 30 years of financial and resource management experience, the former technology vice president and project manager with Bank of America is returning to Beaver Street Enterprise Center as program manager. Rumbellis “Rum” Robinson can be reached at 904 265-4710 x4052
Flagler inks 41,000 square-foot lease with Outreach Financial Services Flagler has inked a seven-year, 41,421square-foot lease with Outreach Financial Services LLC at Flagler Center, one of Northeast Florida’s newest and largest master-planned office parks which is home to Baptist Medical Center South and Citicorp’s corporate campus. The lease marks the company’s introduction into the Jacksonville marketplace. Outreach Financial Services’ new office is located at 12735 Gran Bay Parkway at Flagler Center, Building 200, just off of Interstate 95 near Baptist Medical Center South. Flagler Center is positioned on 1,022 acres and features 1.4 million square feet of Class-A office and industrial space. The office park is also entitled 30
to include an additional 2.4 million square feet of office and 170,000 square feet of retail. For more information, contact Flagler brokers Ross Carrier or Gary Cox at 904-565-4100 or visit www.flaglerdev.com.
The Cheryl Coleman Foundation for the Early Detection of Cancers established Randy Coleman, a Jacksonville attorney, establishes The Cheryl Coleman Foundation (CCF) to benefit uninsured, underinsured, and financially disadvantaged individuals. The Cheryl Coleman Foundation for the Early Detection of Cancers is a nonprofit organization that provides financial support for women and men for routine diagnostic services for the detection of cancers. Proceeds from fundraising events will be allocated to different local healthcare organizations. The Cheryl Coleman Foundation’s inaugural fundraising event, entitled “The Estate Planning Conference for Women (and the Men Who Love Them),” takes place October 25 at the Marriott Hotel at Southpoint. The Baptist Health Foundation has approved this conference as one of their official Breast Cancer Awareness Events in October. All proceeds will go to the Hill Breast Center. For more information, visit www.EarlyDetectionofCancers.org or contact Randy Coleman at 904-448-1969 or Rcoleman@thecolemanlawfirm.net.
Farah & Farah award soldier with Disney trip A Jacksonville military family will be spending a few days at the happiest place on earth thanks to Farah & Farah. The firm gave away a Walt
Disney World prize package in a contest for members of the armed forces. Specialist Tynekia Woodward was the lucky winner. This mother of one is a Jacksonville resident and has been in the Army for six years. The prize package includes tickets for four to Walt Disney World, a two-night hotel stay and spending money. For more information, visit www. farahandfarah.com or call 800-533-3555.
“Top 30 Under 30” recognized Several leadership team members of IMPACTjax, the young professional program of the Jacksonville Regional Chamber of Commerce, are among Northeast Florida’s rising future leaders honored at the “Top 30 Under 30” Awards. The honorees representing IMPACTjax include: • IMPACTjax Chair Suzie Hutto of CSX Corporation, • Service and Giving Chair Randy Edmunds of Wells Fargo, • Social and Cultural Chair Amanda Becker of the United States Tennis Association of Florida, • Governmental Affairs Chair Kate Wallace of The Fiorentino Group, and • IMPACTjax Manager Jennifer Maveety of the Jacksonville Regional Chamber of Commerce. More information is available at www. impactjax.com.
Downtown and Arlington Councils host first public policy forum The Jacksonville Regional Chamber of Commerce’s Downtown and Arlington Councils welcomed Florida Sen. John Thrasher and Audrey Moran, co-chair of Mayor Alvin Brown’s transition team, to the first Public Policy Executive Overview. More than 75 local www.AdvantageBizMag.com
business leaders attended the forum, which examined state and local budget process. During the program, Sen. Thrasher offered his observations on Florida’s state budgeting issues while Moran focused on Jacksonville budget matters. Both presenters spoke candidly and offered keen insight on the economic impact facing big businesses and local entrepreneurs alike during a question-and-answer session with the audience. More information is available at www.OpportunityJacksonville.com.
Sisters Creek Marina receives Clean Marina designation Jacksonville City Councilmember Ray Holt and the City of Jacksonville’s Department of Recreation and Community Services ( JaxParks) hosted a celebration at Sisters Creek Marina to honor its recent designation as a Clean Marina by the Florida Department of Environmental Protection (FDEP) on Wednesday, July 20, 2011, at 3 p.m. The FDEP Clean Marina designation makes Sisters Creek Marina the 244th designated marina in the State of Florida and the 13th in Duval County. For more information, visit www.jaxparks.com.
MaliVai Washington hosts Tennis Jamboree for area summer camps The MaliVai Washington Kids Foundation (MWKF) (www.malwashington.com) hosted an exciting Tennis Jamboree for several local area summer campers on the tennis courts of the MaliVai Washington Youth Center July 15. Participating campers were from Power for Developing Successful Youth Inc., Merrill Road Elementary, North Shore Elementary, and R.L. Brown Elementary summer programs. The 175 participating campers, several camp counselors, and volunteers enjoyed fun tennis games and fitness activities including King of the Court, Caterpillar, Tennis Bowling, Hit ‘til You Miss, Tennis Baseball and much more! Several student athletes enrolled in MWKF’s Competitive Program also assisted with activities as a way to give back to the community. The Jamboree was held free of charge for campers thanks to generous donors and support Volume 3, Issue 7
from Spohrer & Dodd, P.L and USTA Florida’s Share the Love Program.
Grouss named new general manager for Cantina Laredo Cantina Laredo Jacksonville welcomed Patrick Grouss, new general manager of the gourmet Mexican restaurant, located at the south end of the St. John’s Town Center. Grouss brings more than six years of experience in the food service industry to Jacksonville’s Cantina Laredo. Before relocating, Grouss was general manager of Cantina Laredo in Addison, Texas. For more information, visit www.CantinaLaredo.com.
Cornerstone to become Jaxusa Partnership Cornerstone Regional Development Partnership announced that it will roll out its new name, JAXUSA Partnership, during the next few months. Introduced during the 2nd Quarter Cornerstone Luncheon, the new name, JAXUSA Partnership, makes a direct connection to the Northeast Florida region and showcases its geographical location in the United States, which is important not only for domestic prospects but also for international prospects. More information is available at www.expandinjax.com.
Hillegas joins Flagler Flagler (www.flaglerdev. com) has hired David Hillegas as asset management coordinator based out of the Jacksonville office. In this capacity, Hillegas will conduct market data research, create business plans for Flagler’s assets, complete lease and sales databases, oversee building valuations and conduct deal analysis. Hillegas will report to Executive Vice President Keith Tickell, who oversees Flagler’s portfolio of 12 million square feet of Class-A office and industrial space statewide. For more information, visit www.flaglerdev.com.
Sikes & Stowe Inc. celebrates 85th year Sikes And Stowe Inc. Downtown Collision, the oldest independent family owned automobile body shop in downtown Jacksonville, is celebrating its 85th Anniversary. Founder John E. Sikes Sr. started the business in 1926, his son John E. Sikes Jr. took over in the ’60s and grandson, John E. “Bud” Sikes III is the current owner. The owners have always credited their loyal customer base through the years for their longevity of success, and are, as always, committed to the growth and development of downtown Jacksonville. For more information, call 904-354-7816 or visit www.sikesandstowejax.com
Imaging Source purchases ScanVENTURE LLC Imaging Source Inc. (ISI), a Jacksonvillebased records management company, announced the purchase of ScanVENTURE LLC, a Jacksonville-based imaging solution company, which allows easy conversion from a “hand-tabbed” paper filing record system to an electronic format, without expensive assistance from IT personnel. The acquisition includes operating assets and service contracts, as well as licensing to use ScanVENTURE’s T.R.A.P.R. service bureau imaging software. For more information, visit www.ImagingSourceFL.com.
Bennett Joins TD Bank TD Bank has named Nancy S. Bennett as vice president, portfolio loan officer in commercial lending in Jacksonville, Fla. She is responsible for underwriting and monitoring a commercial loan portfolio, and managing loan relationships within the Middle Market Commercial Lending group serving North Florida. Bennett has 28 years of experience in banking, lending and commercial real estate. Prior to joining TD Bank, she served as a relationship manager in the commercial real estate special situations group at Wachovia/ Wells Fargo in Jacksonville. To learn more, visit www.tdbank.com.
31
ON THE STREET
Do you think businesses should relax their dress code during the hottest months of the year? It depends on the business and the image your business wants to project. As a professional in commercial real estate, I am frequently showing properties in the summer heat. I wear cool summer sleeveless dresses, often with classy sandals. If I am not meeting clients (it happens very rarely) I might have flip flops, but I carry other shoes with me...just in case! —Carol Kinnard, commercial associate, Commercial Asset Partners Realty If you have no client/customer contact then I do not see the harm in relaxing it somewhat. However, if you will be interacting with clients on a regular basis, then flip flops (the beach, less-dressy type) or tank tops are just a little too casual. This statement coming from a girl that grew up at the beach and wears flip flops in ice rinks! —Ashley Lyon, administrative assistant, Jacksonville Regional Chamber of Commerce I think the dress code should fit the workplace. For those with close face-to-face client contact, a “smart” business casual could be appropriate. However, beyond deciding a dress code for the summer is setting an appropriate company culture that ensures the right mindset from the employees year round. If companies spent more time empowering and engaging employees, productivity would naturally increase and there would be less worry about a dress code. —Chad Sorenson, president, Adaptive HR Solutions, LLC Let’s relax a little more when it’s 90+—a logo short sleeve shirt or logo polo with dress slacks for men or skirt for the women along with a nice pair of shoes. Wear a light weight navy blazer or conservative sport coat when meeting clients or out in public. Slip the jacket off when working in the office or in meetings. No shorts, T-shirts or flip flops. —Jack Manilla, president/owner, Portofino Pools and Technical Institute 32
It depends on the industry you are in and whether you are in an office environment, warehouse environment, etc. Flip flops are not appropriate in the workplace, unless you are selling flip flops. Then there are safety issues to take into consideration, too. Our employee manual clearly states what is appropriate and what is not. If an employee is inappropriately dressed, the appropriate dress needs to be discussed with them. Your employees are a direct reflection of you and your business and sometimes they will push to the limit what is approved for your business. —Patsy Underwood, owner, Atlantic Laser Office Products Lord yes, especially with folks who do outside sales. The people we call on in Jacksonville Florida (the home of the PGA Tour) generally wear nice looking shorts with a golf shirt. It looks odd when you walk in to a business with a shirt and tie and the person you are talking to is in shorts. You don’t look like you identify with your customer. I agree that flip flops, tank tops, and short shorts are not appropriate in the work place, nor does it look professional. I do believe that you need to be on the same playing field with your customer. One of the smartest bosses I’ve ever had in sales told me that a customer thinks the smartest people in the world are people who think just like them. —Rob Nicholson, director of sales, EIG Productions I think the dress needs to be appropriate for the situation. Sometimes that is a jacket and tie, often not. Flip flops and tank tops clearly are not appropriate in most business settings. —Jon Cummins, CEO & president, Paramount Performance Marketing I am an old-timer, but I still feel that I perform better when I dress the part of a professional. As long as I am wearing a tie and a shirt, I feel that I am “in the mood” to do business and that I transmit that feeling to my clients as well. — Haim Cassorla, independent insurance agent, Aflac www.AdvantageBizMag.com
after hours
Mark Taylor: Fun on the water
Boating
is
something
Mark
Taylor, CPA, owner of Mark Taylor & Associates, PA which specializes
in
individual
and
small-to-medium business tax and financial needs, has known for most of his life.
H
aving had a boat growing up, he has always loved being on the water. “I just love the hum of the motor, which is probably a guy thing,” admits Taylor. “But when you are at cruising speed and can hear the motor humming and you are outside and it’s nice and quiet in the sunshine (because it’s not hot on the water when you are moving)— it’s just wonderful.”
“When you look at the price and look at what it offers, it’s a fantastic opportunity. You can’t even store a boat for the price you pay per month there. How can you beat it?” adds Taylor. “The boat that comes to you is clean, fully fueled, and ready to go—all you have to do is get in and go. When you’re done, you fuel it up, drop it off, and they take care of it. I call it Cadillac boating.”
Joining in
Family fun time
One thing Taylor didn’t absolutely love about boating was personal ownership, which is why about a year ago he joined the Freedom Boat Club (www.freedomboatclub.com/locations/43jacksonville-fl). “I’m generally a nervous person when it comes to new ventures, so when Lisa sold it to us, I wondered if we would really be able to get a boat, if it would be the boat we wanted, and is it as good as they say it is,” says Taylor. “Honestly, I’ve got to say it’s as good as they say it is—it’s been fantastic!”
One way the boat club has been good for Taylor is being able to spend quality time with his family. “My wife Teresa and I have a 16-year-old son (Troy) and two 14-year-old daughters (Ashley and Jessica), and if you know anything about kids at that age, that’s when they start to not want to be around the parents,” jokes Taylor. But boating is something they have all come to love together and Taylor sees it as an opportunity to be, and stay, involved in each other’s lives. “You get a lot of time to talk and have fun with the family
Volume 3, Issue 7
33
after hours
playing and swimming in the water and joking around,” says Taylor. “I got to tube and even ski the other day with my kids because we finally bought another rope and got another set of skis—and now we are out there double skiing! Boating just gives us a lot more opportunity with our kids than we otherwise would have.”
Quality time Taylor says boating has also been beneficial for quality time with his wife. During the summer, he will oftentimes take Fridays off and will treat his wife to a boat ride and lunch.
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“When I take those days and the kids don’t want to go, her and I will just take the boat across and go to lunch at Whitey’s Fish Camp, or take it to the Landing or Outback Crab Shack,” says Taylor. “We’ve even taken advantage of the St. Augustine boat club location and tootled around, went downtown and ate at Cap’s, which is right on the river and absolutely gorgeous.”
The ease of it all Taylor knows for a fact he and his family use this boat more because it’s so easy. “I know it may not be as easy for others, but I can be at the marina within five minutes and on the water in 20 minutes. I don’t have to trailer anything or pay launch fees; I don’t have to do anything—nothing,” says Taylor. “And financially speaking, if you use it, it’s a fantastic deal; if you don’t use it, it’s a fantastic deal in comparison to buying your own boat.” Ever heard the expression, “Hoity toity?” Well, that is how Taylor feels. “I feel hoity toity when I do this because it’s one of those things where you aren’t paying a lot of money, but you’re sure getting the service like you are.” ■
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