LocalBiz Magazine Q1 2021

#TECHTRENDS P. 40 Trends to watch for in 2021

SELL MORE P. 50

Seven habits of highly effective salespeople

MONEY MATTERS P. 66 Is it time to buy or sell a business?

R E B O OT

Q1  2021

Lowcountry business is our business.

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When local businesses succeed, the whole region benefits. That's why Hargray has always been here for Lowcountry businesses, investing to bring you the fastest Internet in town, and working throughout the year to keep your employees seamlessly connected to each other and to the world.

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LOCAL Biz and LOCAL Life are publications of Momentum Media Group Inc. The cover and contents may not be reproduced, in whole or in part, without the written consent of LOCAL Biz. Send any correspondence regarding editorial or subscriptions to info@localbizsc.com

EDITOR'S NOTE

Local business done differently CONNECT WITH A COMMUNITY OF LIKE-MINDED PROFESSIONALS The team at LOCAL Life always had a business-to-business publication on our radar. We were originally targeting a 2022 launch, when LOCAL Life turns five.

When Covid hit, we realized that local businesses needed help sooner. We fielded many calls from our advertisers and business colleagues about what to do, how to pivot, even how to Zoom. Seeing the need and thirst for practical knowledge, we accelerated our timeline and decided to roll out the first issue of LOCAL Biz in Q1 2021. Even at the time of writing this, we don’t know what this year will hold, but we know that we all need to do business differently.

The goal of LOCAL Biz is to leave our readers feeling smarter and more empowered to help move their businesses. Not only survive, but to thrive. For our advertisers, we want to deliver an engaged audience of business owners and loyal readers who need and will use their services.

In this inaugural issue we share inspiring stories, tips and how-tos on topics that are important to business owners: Working from home, new technologies and how to think differently.

We know business-minded readers want practical and tactical information they act on now. We hope LOCAL Biz delivers. Send feedback to info@localbizsc.com.

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The goal of LOCAL Biz is to help Lowcountry businesses not only survive, but to thrive in this uncertain time. We share helpful information, tools and tips from experts delivered in a style that is easy to read, informative and actionable.

LANCE HANLIN Editor-in-Chief

Q1 2021 + LocalBizSC.com

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INSIDE

Q1  2021 REBOOT Start. Grow. Lead.

Inspiring stories for the three most important stages of your business

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Roundup P. 26

Top picks and news you can use

Sales P. 45

Learn strategies and tactics that work

Marketing P. 52 Simple tips for an effective ad

HR P. 58

Working remote after the pandemic

Inspiration & Innovation Examples of good that has surfaced through these tough times

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Money Matters P. 66

Make more, keep more and give more

Case Study P. 74

How SERG Group found a new way

Ask the Experts P. 76 Good advice from local professionals

Smart Stuff P. 84 In Focus The Lowcountry's top legal minds offer advice for 2021

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Tactical tools, tips and resources

Links P. 91

Bonus content at LocalBizSC.com

After Hours P. 92

Have more fun on and off the clock

Last Word P. 96

Write down your goals for 2021

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In today’s economy, more people are looking to buy and sell

Over 40 Years Experience in: Selling Existing Businesses Business Valuations • Franchise Development Franchise Sales • Mergers and Acquisitions Commercial Real Estate

businesses than ever before. When a company owner needs to sell their business, putting a sign in the window will not suffice. They need the assistance of a business broker who confidentially locates and vet potential buyers. On the other side, buyers rely on the broker to help facilitate the process of evaluating likely businesses and franchises for sale. A Transworld Business Advisor is the solution for both scenarios.

Please visit our website at lowcountrybusinessbrokers.com for

From business brokerage to mergers and acquisitions; we are the business sale specialists.

more information.

800 Main Street Suite 201, Hilton Head Island, South Carolina 29928 843.671.4200 | www.lowcountrybusinessbrokers.com

CONTRIBUTORS

WRITERS, PHOTOGRAPHERS AND PEOPLE

BEHIND THE SCENES

Ellen Linneman, writer

Sarah Clemmons, writer

Where do you live and how long have you lived there? “I’ve been a New Yorker for most of my life – I grew up on Long Island and, after attending college in upstate New York and then living in Manhattan (with a few years in between living in Hoboken, NJ) I returned to my Long Island roots and have lived in Commack, LI for the past 27 years.”

Where do you live and how long have you lived there? “I’ve lived in Bluffton for over 10 years, unofficially earning my badge as a local. Originally from Illinois, the draw of being close to family in a beautiful environment became too much to resist shortly after college graduation.”

What is your current occupation? "Director of Public Relations at the South Carolina-based SmartMarketing Communications – developing and executing public relations and marketing campaigns for our clients (and doing a lot of writing!)”

What piece of business advice do you wish someone would have given you when you were younger? “As a person who struggled to find a great professional fit in her early- and mid20s, I urge young professionals to trust their professional journey even when things feel difficult in the present. Always try to learn something new or meet someone new every day and never forget to step outside your comfort zone for continued growth.”

What is your current occupation? “After a five year career with a local trade association, I now work in sales and marketing at Billy Wood Appliance on Hilton Head Island and Bluffton.”

When did you discover your love of writing? “I discovered my love of words at a young age and has continued to foster that relationship by writing for local publications and regularly picking up a good book to keep my vocabulary strong.”

What do you like doing more than anything else? “Everything on Long Island is better in the summer – and there’s nothing I like more than summer weekends spent in my backyard with my whole family gathered together (which is also the thing I’ve missed more than anything else during the pandemic this past summer.)”

When did you discover your love of writing? “I remember writing something in high school and, years later, someone telling me that they remembered what I had written and that it made an impact on them. I guess that’s when I first realized the power of words – and there’s still no better feeling for me than finding just the right way to tell a story.”

What piece of business advice do you wish someone would have given you when you were younger? “There are actually two pieces of advice I’ve seen quoted that I wish someone had given to me when I was younger, which I think are definitely related. The first would be to ‘step outside of your comfort zone.’ The second would be to ‘find a way to say yes to things.’ I would have definitely done both!”

Where do you see yourself professionally in 5 years? “I see myself still writing for our clients and helping to tell their amazing stories … while also using my love of writing to tell mine.”

What do you love doing when not working? “Not to sound cliché, but I love spending time with my friends. Our lives have evolved over the years to include spouses and kids but getting together in person or virtually always leaves me with a smile on my face.”

Where do you see yourself professionally in 5 years?

“I hope to be one of the go-to appliance experts in the Lowcountry in order to help my neighbors craft their dream kitchens.”

Willie Rice, photographer Willie Rice has lived in Ridgeland his entire life and discovered that he was a good photographer around 1990 while working at a local studio. The reward for him as a photographer is the end result and the joy he feels when a happy client appreciates how he captures them through the lens.

What piece of business advice do you wish someone would have given you when you were younger? “I wish I was told some of the ingredients to be successful in business such as always be on time, give your clients more than they expect and share your experience with someone new who might be interested in photography.”

Willie is a master of headshots, weddings, family photos and any moment that needs to be captured with heart. Find more of his work at wjricephotography.com

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Your CHAMBER OF COMMERCE

Since 1957, the Hilton Head Island-Bluffton Chamber of Commerce has been the voice of business and the community in the Lowcountry • 5-star accredited Chamber of Commerce, one of the top 1.9% of chambers nationwide • Destinations International accreditation, one of only 200 in the world • Three-time National Chamber of the Year • Developing leaders for 30+ years through our Leadership & Junior Leadership programs • Seminars, workshops, and events to help businesses and the community learn, connect and grow • Advocacy on the local, state and federal level for business-friendly policies

“As a small business owner, it is challenging to decipher what direction to take while wanting the best return on investment. In just a few short months we have received publicity, three new retail accounts, and made new friends with other business owners. We are incredibly grateful for all the help chamber has provided us.”

Shane Christensen, Owner – SH’ THAT’S HOT! LLC

Membership Matters. For more information on the chamber and ways to get involved, visit us online or on social media.

@hhibchamber | www.hiltonheadblufftonchamber.org

START GROW LEAD

Start. Grow. Lead.

INSPIRING STORIES FOR THE THREE MOST IMPORTANT STAGES OF YOUR BUSINESS Just as you’d be unlikely to put the “pedal to the metal” and take your car from 0 to 60 mph in the blink of an eye, you’d be hard-pressed to find a successful business owner who has launched, and grown their business by throwing caution to the wind and rushing through the process without paying attention to the very different business needs at each stage.

Although countless business articles have been written advising entrepreneurs and business owners about varying stages of business growth (talking about anywhere between three and fifteen stages of starting and running a business), the consensus is clear: there are definite stages that every successful business must go through in its company’s lifecycle.

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GROW

“The consensus is clear: there are definite stages that every successful business must go through in its company’s lifecycle.”

LEAD

START

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And since each stage comes with a unique set of challenges, it’s not only critical to understand which stage your business is in but to put in play some proven strategies that have helped businesses advance to that all-important next stage of their companies’ growth.

One way to learn about “best practices” and how to successfully grow a business is, for sure, to read the many business books and articles out there chock full of tips, tricks and techniques to launch and grow a business. But since the best way to truly learn the intricacies of what it takes to launch and grow a business – and hear firsthand about how to overcome challenges faced along the way – is through someone who has “been there, done that.” We think that personal stories speak volumes. And at LOCAL Biz, our goal is to bring you these personal stories that will not only speak volumes about how to launch and grow a business, but will speak directly to you at whatever stage your business is in – enabling you to learn from the best as you learn how others not only “did it,” but did it right.

In each issue, we’ll be bringing you the stories of those who truly exemplify what it takes to successfully navigate through what we have identified as the three key phases of a company’s lifecycle: Start, Lead and Grow.

Each story will not only give you a bird’s eye view into the challenges faced at each stage, but will literally bring to life how any obstacles were overcome and how what they did in each of these stages truly set them on the right track for continued growth and success.

From David Nelems — the man who is truly the “Start-up Guru” here in the Lowcountry and who has been behind the “Start” of dozens of the region’s most successful companies, to the inspiring story of two sisters and their commitment to “Grow” their family business, to Beaufort’s former mayor Billy Keyserling as he continues to “Lead” Beaufort into the future, there’s a lot you can learn from these (and other) personal stories that await you in the following pages. Most importantly, there’s a lot you can take away for your business – whether you are just starting out, developing your own leadership style or working towards the growth that you have always dreamed of for your company – which is now within reach.

START. GROW. AND LEAD. They’ve done it, and are here to share their unique stories, and strategies, with LOCAL Biz readers in every issue – so you can, too. ■

What Would You Attempt To Do If You Knew You Couldn’t Fail?

Launch and Grow Your Business for FREE at The Don Ryan Center for Innovation.

Be our next success story.

JOIN TODAY! Join our more than 500 members that have access to FREE resources including coworking space, one-on-one business consulting, mentoring, networking... and so much more.

7 Venture Drive, #100 Bluffton, SC 29910 DonRyanCenter.com 843.540.0405

Q1 2021 + LocalBizSC.com

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START GROW LEAD

David Nelems NO MONKEYING AROUND: THE LOWCOUNTRY’S STARTUP GURU IS SERIOUS ABOUT BUSINESS

BY ELLEN LINNEMANN He’s flown jets at 43,000 feet as a pilot for Delta Air Elite, been a keyboard player in a touring rock band and, in 1999, founded the first company to use video streaming over the Internet for marketing research – achieving a level of success he could never have imagined and growing his company into a multi-million dollar enterprise. But if you ask David Nelems what it is that he loves to do most, he’ll tell you about his passion for building things, for helping others and for making a difference.

Which, as the VP of Innovation at the Don Ryan Center for Innovation, is exactly what he does each and every day – and which has made him not only the “Startup Guru of the Lowcountry,” but the man behind the launch of so many of today’s most successful local businesses.

A serial entrepreneur who has been involved in four different startups himself, David’s sole task at the DRCI is to help new and early stage companies in Bluffton and the surrounding area grow and thrive. So far, through his work at the DRCI (both in this newly-created position and as serving as its executive director from 2012-17) he’s helped to launch more than 35 companies – all thriving — right here in the Lowcountry.

“The main thing that I’ve learned over my past 25 years as both an entrepreneur and as someone who has guided others in the startup phase of a business is that a successful entrepreneur embraces simplicity and fear,” he advises. “As I help guide today’s startups through the launch and growth of their businesses, there are four main things that I tell them. First is to keep it simple. Second is to stay focused. Third is to embrace the fear. And lastly, as an analogy in reference to the LeAnn Womack country song, is to do it, or dance. These are the things that I truly believe are the keys behind every successful start-up, throughout all industries.”

David also has important advice for entrepreneurs and startups who may be overly-eager to get their products out there to start generating revenue. The key, he stresses, is being fully prepared.

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Do your research

Voice of the Customer (or VoC) is a term used to describe a process of capturing customers’ experiences, expectations, preferences and aversions, which provides a detailed set of customers’ wants and needs. VoC usually entails both qualitative and quantitative research.

“It's not just about releasing the product or service.

It's about knowing what your product really is and if the market wants it – and about knowing your strengths and weaknesses,” he cautions, advising entrepreneurs and startups in the initial stages of launching a business to pay careful attention to the “prep work” – and to ask themselves the following questions: W hat is the vision three to five years from now? W hat are the first big opportunities you have to capitalize on to get going?

H ow is the organization going to be structured? W ho is your customer? W hat is your beachhead market? (a beachhead market is

defined as a small market with specific characteristics that make it an ideal target to sell a new product or service.)

Whether your business idea is written on the back of a napkin — or you have taken the first few steps and are ready to “dance” — Nelems, and the resources of the Don Ryan Center for Innovation, are there to help. ■

Starting from experience CONFIANZA’S CONFIDENCE IN THEIR BUSINESS MODEL STEMS FROM A MANAGEMENT TEAM WITH DEEP ROOTS IN THE INSURANCE INDUSTRY

BY ELLEN LINNEMANN Although many startups are launched by people just starting out in business, there’s a unique advantage to starting a company with a team of established experts with decades of industry-specific experience. So when four longtime leaders in the insurance industry, armed with a great idea and nearly a century of combined experience, joined together to form Confianza, they did so with confidence … knowing that the longstanding relationships each had in the industry, combined with a really great product, would be the key factors in their success.

“In the insurance industry, as well as most industries, it’s all about relationships,” says John Chavez, the company’s Chief Operating Officer, noting that existing business relationships have never been more important than they are today, where an established relationship can often be what opens the door to a phone call or meeting. “Members of our leadership team have not only served in multiple senior executive roles, but have built strong contacts, and relationships, based on decades of knowledge about what is needed, and what adds value, in the insurance industry. It’s this experience that truly makes a difference when offering a new product, and which we believe adds to an improved customer experience and growth for our clients.”

Confianza was created to empower the insurance industry and level the playing field for small to mid-sized companies, while their product is still viable for the largest companies, by offering a highly sophisticated and comprehensive suite of data and analytical products and services designed for the entire lifecycle of an insurance policy from consumer acquisition through service and renewal. The idea came from longtime insurance industry leader John Petricelli (who now serves as Confianza’s Chief Product Officer), who with more than 30 years of experience developing insurance products and numerous high profile roles in the insurance industry, knew that the only way to be successful with an insurance technology product was to surround himself with other people with many years of insurance technology experience with different organization skills than his own. After building a great data and analytics product, Petricelli then sought out top experts he knew (located in different areas of the country) with many years of experience – including executives,

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sales leadership and operational strength – to join him in creating, and leading, the company. After testing the hypothesis surrounding the product in the marketplace, Confianza was launched in 2020 – with, in addition to Petricelli and Chavez, the experienced leadership team comprised of Jeffrey Glazer and Jose Loera.

“We all have deep roots in the insurance industry and, as a result, all realized the need for the product in the industry,” says Glazer, Confianza’s CEO, who has previously served in numerous CEO roles, including serving as CEO of Activer Solutions, CEO of Insurity and CEO of insurance Solutions at LexisNexis. “Not only do very few companies have the depth of data and analytics that we have available, but the combined experience of our team, and our insight into the value of our product in the industry, is what makes us truly of value to our clients.”

As Confianza moves into the next phase of its growth, Glazer offers insight to other startups and those considering launching a new business:  An idea is just an idea… and many people have them. You must create a product and have an experienced management team in place before launching a company  Make sure you can deliver what you are offering to the market  Self-fund, if you can, until you are sure your strategy will be successful. Money from investors in great, but it comes with a huge set of responsibilities. “We took the approach less capital is better,” notes Glazer. “It is important to be extremely cautious about spending money before proving your model works. In our case, we went to experts in our industry and people who knew us from previous initiatives and asked each of them to invest a small amount of funds.”

Perhaps most importantly, Glazer stresses, is to “surround yourself with a strong management team with diverse skills.” Which is exactly what Confianza did … and which is the key to the company moving – confidently — into the future. ■

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START GROW LEAD

Breaking new ground (literally) HOW MAKING A BETTER SHOWER PAN LEAD TO OVERFLOWING GROWTH

BY ELLEN LINNEMANN 2020 was an unpredictable year with truly unprecedented challenges for all businesses – and KBRS was no exception. The Hardeevillebased company was founded in 2005 to provide customers with a better, leak-free, shower base.

Company founder Tommy Davis was unhappy with the inferior, leak-prone shower pans available at the time and engineered, and later patented, a process for manufacturing custom shower bases by applying his knowledge of shaping surfboards, advanced composite materials, and the solid construction employed in professional surfboard manufacturing. Over the years, the company has steadily grown and expanded – now manufacturing a wide range of advanced leak-free custom shower systems for both residential and commercial applications throughout the United States.

But it’s what happened in 2020 – and how this local company met the business challenges of the pandemic head-on – that not only helped KBRS keep its head above water during these tough times, but showered it with unprecedented growth.

“This year, more than ever, we really tried to focus on the voice of our customers, and really listen to our customer base in order to provide both the products and service levels that our customers need right now,” says Tony Sferlazzo, director of operations at KBRS. “We’ve always been committed to best serving our customers, but the added intimacy of each of our partner and customer relationships that we built this year was truly critical in helping us find solu-

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tions for them. That in turn not only helped our customers during this challenging time, but was critical in our own growth.”

In addition to focusing on the voice of its customers and an emphasis on “cost to serve,” there were a number of other strategies that KBRS put into play this past year that likely played an important role in its growth. The first was to focus its messaging on the specific health benefits of its leak-free custom shower systems. No shower leaks means no resulting bathroom water damage – helping people avoid the unhealthy, and often dangerous, mold and mildew that often results. Reaching today’s health-conscious consumers with messaging about its products that truly matters to them sets KBRS apart.

Surf's up

You may not think of surfing when it comes to bathroom showers, but KBRS founder Tommy Davis did just that.

He engineered a process for manufacturing custom shower bases by applying his knowledge of shaping surfboards.

“The health benefits of our leak-free shower systems were always something that we talked about, but this year we really focused on emphasizing how KBRS can help people live a healthier lifestyle by eliminating bathroom water damage and the resulting harmful mold and mildew,” says Craig Carlson, director of technical services at KBRS. ”Not only was our shift to focusing on healthy living timely, but it truly helped us to create a stronger and more cohesive brand,” he notes. “Stepping it up by working with a local marketing agency to not only craft the overall messaging but produce much-needed new marketing materials such as brochures, sales kits and attention-grabbing eblasts truly helped us, not only in our overall branding but in generating new sales.”

The team also had the agency work on a comprehensive marketing plan that had definite KPIs and benchmarks to hit a targeted sales plan. Company leaders also got involved in the right organizations and began really looking at the “bigger picture.”

Both Sferlazzo and Carlson also point to another key factor that they believe had a major impact on their growth this year: a re-vamp of their social media. The ampedup efforts not only provide a wide range of value-added content in conjunction with the new healthy lifestyle messaging, but truly engage with both existing and potential new customers and create new “buzz” for their products and services. “Our focus on health and healthy living has truly resonated with our customers, and our increased social media

efforts have proven to be a great way to not only reach them with this messaging, but engage with them in a way we previously hadn’t. It’s building stronger relationships and generating additional sales.”

Looking back on their growth in 2020, and looking forward to hopefully even more growth in the year ahead, Sferlazzo and Carlson have advice for other companies entering a growth phase for their business at this unprecedented time.

“By focusing on the ‘voice of our customer’ to form more intimate customer relationships, adjusting our messaging to fit today’s times and really stepping it up a notch when it came to our marketing and social media, we were able to truly grow both our existing business and even expand into new markets,” notes Carlson.

“The lessons we learned in 2020 not only have put KBRS in an even better position as we move into 2021, but offer insight to other companies seeking to grow at what is most certainly a challenging time for businesses today.” ■

“ This year, more than ever, we really tried to focus on the voice of our customers, and really listen to our customer base in order to provide both the products and service levels that our customers need right now.”

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START GROW LEAD

With roots firmly in place, Branches grows in new directions SISTERS, CO-OWNERS ADJUST TO CHALLENGING TIMES

BY ELLEN LINNEMANN A one-of-a-kind faux-floral design, antique, and home decor shop here on Hilton Head Island, Branches (like many local businesses) faced many challenges during the once-in-a-lifetime global pandemic.

However, even while shut down from mid-March through early May (and having to cancel a number of major revenue-generating events) AND suddenly being thrust into "homeschool mom life," owners Sarah Perry and Lauren McAvoy “never lost steam and got creative” to keep the business running full force — taking their longtime family-owned business Branches into new directions, and keeping them on solid ground both now and for the future.

Family-owned for more than 25 years, designers and sisters Sarah and Lauren (who took over the business started by their mother) knew that although they were faced with a number of challenges and changes to how they typically did business, that this unanticipated change also presented a great opportunity to improve their existing practices. “Resisting change is futile,” says Sarah. “We knew that we couldn’t get stuck in old ways of ‘how we used to do it’ and instead concentrated on things we could do to not only continue running the business during challenging times, but to actually improve some of our practices in order to grow.”

The sisters came up with a number of strategies for how they could adapt to the changed times in order to best meet the new needs of their clients. Like many businesses, they decided to move quickly into the “virtual” and digital arena – with Lauren pointing out that “what was once ‘a nice thing to have’ became a necessity very rapidly, and we threw ourselves into building a top-notch website and online presence through multiple social media channels.”

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Change faux good

A quick pivot by sisters Sarah Perry and Lauren McAvoy helped Branches grow in new directions.

With their “branches” now strong, and learning from the success of their quick pivot and subsequent full-force-leap into the digital arena, both Sarah and Lauren offer the following tips for other businesses to remain on solid ground, and potentially grow, during these challenging times.

1. Adapt! “Instead of waiting for the return to ‘back to normal’, we reprioritized quickly to meet our clients where they were and continued to see how we can best serve them, says Lauren.

2. Be brave. “It is NOT easy to go into the unknown, but leading with our intuition, trusting in our team, and listening to our customers made the hard decisions and actions easier” Sarah notes. “It's paid off in big ways and made our business stronger.”

3. Put yourself out there! “Hey, when the world is flipped upside down, you've got nothing to lose,” both agree. “We wanted to provide a value to our customer base beyond just the products and sales, so we created ways for our Branches friends and family to engage with more educational and entertaining how-to-videos, take-home kits, and online workshops.

Both Sarah and Lauren point to a number of specific strategies and tactics that they took as being instrumental in the successful “pivot” – and growth – of Branches throughout the pandemic: •C ompletely revamping the Branches website (branchesdesigns.com) to include 700+ products -complete with professional photography, setting up shipping accounts, and investing in Google and social media advertising support to reach new clients. “Our online sales through the website, especially those from out-of-town/state, accounted for a significant amount of sales while shut down,” says Sarah, further pointing out that “as we opened, we had new clients come visit to see products in person after discovering the site and our Instagram and social media pages.”

The new Branches website has since become a major contributor to sales and new customer development, reaching people across the United States, and has also supported local client development as those in the Lowcountry are now more exposed to their services, products, and story. “We've incorporated more videos to highlight shop happenings and best-selling products, and make shopping the website as if you were in the store with product details and professional photography,” notes Lauren. “It's helped us stay connected to our current customer base, reconnect with out-of-town clients, and find new customers from across the United States.”

“ What was once ‘a nice thing to have’ became a necessity very rapidly, and we threw ourselves into building a top-notch website and online presence through multiple social media channels.”

• Offering virtual "house call" consultations to clients to 'walk through' their spaces via Zoom or FaceTime, offering 1:1 personal design recommendations and creating custom designs for delivery, shipping, or pick-up.

•H osting weekly Facebook Lives to stay in touch with customers near and far about design tips, decor trends, and fun ways to add new life to forgotten family pieces. “We anticipated doing it for a couple of weeks, but it was so popular that we continued beyond the shut-down into the summer,” notes Lauren.

•C reating "virtual workshops" where participants can buy a "kit" and follow along via Facebook Live to learn about creating new pieces for their homes.

•S tarting and creating content (i.e., info/details on best sellers and favorite items) on a new Branches YouTube channel. ■

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START GROW LEAD

Billy Keyserling LESSON’S IN LEADERSHIP FROM BEAUFORT’S OUTGOING MAYOR, BILLY KEYSERLING

BY LUCY ROSEN A native Beaufortonian, former mayor Billy Keyserling knows a lot about Beaufort, a lot about public service and a whole lot about leadership. As Beaufort’s mayor for the past 12 years (he was elected mayor in 2008, and faced no opposition in 2012 and 2016), and with an additional four years prior to that spent serving on the Beaufort City Council, he has successfully led Beaufort through more than a decade of growth, helping to lead teams, foster partnerships and build strong relationships throughout the Lowcountry.

His years of experience in both Washington, D.C., and South Carolina public service (he spent almost 16 years working on and around Capitol Hill and served two terms in the S.C. House of Representatives where he was vice chair of the Joint Legislative Committee on Energy and chair of the Beaufort County Legislative Delegation) have given him tremendous insight into effective leadership strategies, as well as the challenges many leaders today face. His leadership has been behind some of Beaufort’s most significant growth throughout his three terms as mayor.

When it comes to leadership, one of the concepts Mayor Billy stresses the most is that “leading is listening” and that decision-making and policy needs to be a team sport, and not driven by one person.

“Effective leadership isn’t a team of one but is a team of many, with everyone needing to feel ownership,” he stresses. “People need to understand that a good leader has to develop processes to make sure everyone is at the table, and that all members of the leadership team have an opportunity to be heard and, equally as important, to hear. Policies are developed by building consensus, and it can’t be just one voice. The skills of leading by listening involve finding common elements among different

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Local leader

With decades of leadership experience, Billy Keyserling stresses the power of listening and the importance of being a team player as keys to being a good leader.

people and starting with that is the core to making decisions, so that everyone feels like they had a voice and will work seamlessly as a team, and that no one feels like they weren’t heard.”

Mayor Billy also points to the idea that leadership needs to be taught, noting that “we often start with the assumption that the leader is the spokesperson, but what needs to be taught is that he or she is not just speaking for themselves but speaking for the team or the body of the group that they are leading,” he says. “Sometimes, when we get into leadership positions, we find ourselves in a position of mediation more than leadership.” In addition, his decades of leadership experience also enabled him to make some observations about leadership styles and some of the things he’s noted through the years – including women’s leadership.

“In my observation, women are more open to listening and less bound by the way things have been done in

©COASTAL CONSERVATION LEAGUE

Lifetime local

Billy Keyserling led Beaufort through more than a decade of growth, helping to lead teams, foster partnerships and build strong relationships throughout the Lowcountry.

the past, meaning they didn’t get the training of ‘I know better,’” he notes. “Women come in fresh in leadership roles, and don’t have to unlearn bad lessons. Rather, they can learn by talking to each other, which is what good leadership is really all about.”

What does Mayor Billy look for in other leaders, and what qualities does he feel today’s leaders should have? “It truly is the ability to be a player on the team, and not act as the team alone,” he stresses. “The best way to do that is to listen, and to use the power of listening to find the common elements in everyone’s conversation to achieve what the team wants.”

As Mayor Billy moves on from his role as mayor after deciding not to run for re-election this year, he’s already committed to his next calling: building a network of teachers and students that is going to insert an important missing piece of American history, which is the Reconstruction era. You can read more about it by buying SharingCommonground.com on Amazon.com. ■

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FACES

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Faces of the Lowcountry THE STORY BEHIND THREE LOCAL BUSINESS PEOPLE

There are so many different faces that make our region unique and make the local business community unlike any other. They are faces of leadership, faces of resilience, faces of entrepreneurship and faces of perseverance. They are faces graced with years of business experience and success, as well as fresh faces just starting out – armed with a great idea and an overwhelming desire to “make it big” in today’s business world. They are the faces on the front lines of some of the most well-known businesses, and the faces that may be playing as valuable a role behind-the-scenes in our local business community. Most importantly, they are the faces that power the Lowcountry business scene – and the faces behind some of our biggest business successes.

Every issue, LOCAL Biz will introduce you to some of the Faces of the Lowcountry – each with their own story, business journey, and lessons for other business owners. After reading their stories, we can pretty much guarantee that you won’t forget a face. Most importantly, though, you won’t forget the business insight, advice and “lessons learned” from these top business faces that will help you grow your own business. Then, you too, will be ready to expertly “face” any business challenges and opportunities that come your way. ■

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FACES

Katie Silva MAKING LOWCOUNTRY MADE: SEIZING AN OPPORTUNITY, AND KNOWING HER MARKET Making it in today’s business world not only takes a great idea, but the right timing. And for Katie Silva – who founded Lowcountry Made (lcmade.com) and launched a series of wildly popular artisan markets during the COVID-19 pandemic – it also takes a keen ability to act fast, capitalize on momentum and, above all, truly know her “market.”

With a Master’s degree from Savannah College of Art and Design and experience working as a fine art and antique associate appraiser, Katie always had a passion for all things lovingly handcrafted. So when COVID-19 hit, it gave her the sudden free time to nurture the idea (and dream) she long had of creating one brand under which to collect and present Lowcountry artisans, makers and entrepreneurs and promote them in a consistent and affordable way. She took her idea and ran with it.

“I had been working in marketing as an account manager where I had potential clients say no to our marketing services so many times because of cost,” she notes. “With this in mind, I determined that representing artisans as a collective afforded them access to a creative marketing strategy they could afford.” Her idea? To create a collective of local artisans and promote them with an online directory, online shop, newsletter, artisan markets and wholesale services. The result was the creation of Lowcountry Made.

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Shop local

Lowcountry Made’s mission is to showcase local makers from “the creative coast” — from Savannah to Beaufort.

“I knew two things as I made Lowcountry Made's business plan,” recalls Katie, who is the mother of three young children and notes, as all working parents, that their schedules sometimes dictate hers. “The first was that I wanted to work with creative people, and second was that my business plan did not need to look like anyone else’s. I asked myself what I have to offer people and what problems my experience can solve.”

With Lowcountry Made, she’s done all that – and more. One of her goals was to host artisan markets as a product of Lowcountry Made, but COVID presented a dilemma.

“The Bluffton Artisan Market started back in April in the throes of COVID,” she notes. “We began with a drivethrough setup to create a safe, socially distant shopping experience with only twelve vendors. I made no promises to the artisans and makers that were participating. We were all surprised when the community turned out in a big

way, with more than 300 cars coming through to shop. And that was just the beginning.”

In the months since that first drivethrough artisan market, Katie has created and orchestrated six walking markets with more than 1,000 shoppers walking through each market, now averaging 35 vendors per market.

In addition, she has just announced a partnership with Southern Barrel Brewing and Burnt Church Distillery that will mean two markets every month in 2021 at those hosting locations.

And the most exciting news? She has just opened the Lowcountry Made shop, located within The Juice Hive healthy eatery, where she will be able to showcase the many products of local makers and artisans at a central location right in the heart of Bluffton Village.

Katie notes that her main takeaway from launching her own business was to “just do it.”

“You can plan and plan and plan but

Three takeaways

Success is rarely accidental.

Here are the top three things Katie learned while “making it” – and advice she offers to others thinking about starting a business:

1

Seize the opportunity. “In my case, stores had shut down, yet people wanted a way to still shop local. The opportunity was there to provide a drive-through artisan market to offer a safe way for artisans and the community to engage and I ran with it.”

2

Move quickly. “I moved quickly and efficiently by collaborating with Southern Barrel, pitching them the idea of hosting the market in their parking lot. They agreed immediately and on market days they were doing as well as they were pre-pandemic.”

3

Capitalize on your momentum. “With the markets a success, I was able to use this momentum to launch Lowcountry Made and pitch my creative marketing.”

Get free business mentoring.

Personal, confidential, individual attention and access to expertise that is right for you . From trusted business mentors in your local award winning* SCORE Chapter: • National SCORE Chapter of the Year-Small Markets • National #1 Rating for Client Engagement

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Entrepreneurs who work with a mentor are 5X more likely to start a business.

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Request your Mentor today! until you take that first physical step to make it happen, it is just a dream. If you wait until you can afford business cards or the website of your dreams, you will keep pushing your launch date back. Get started and make it more “beautiful” as you go along, and you will eventually be able to pay for the aesthetics,” she says, further advising that “While cash flow is tight, put your money into money-generating ideas.”

A great idea, the right timing, and a passion to take your dream to reality. Katie Silva had all the ingredients to “make it” when it comes to starting her own business.

And with the initial success of Lowcountry Made, it looks like she’ll be making an impact on local artisans, and the local business community for many years to come. ■

Visit www.sclowcountry.score.org or call 843.470.0800.

Mentors will schedule socially distant meetings through Zoom, phone or in person.

www.sclowcountry.score.org *2019 Results

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FACES

Richard Posner HOW THE PANDEMIC LEAD TO PARTNERSHIP AND INNOVATION Winning an industry award is always a great honor and important recognition.

But for Richard Posner, president of the Beaufort-based Dust Solutions, it also was the catalyst for what would, years later, spur a partnership that is making a difference both during the current pandemic and for years to come.

While receiving the “Export Award” from the South Carolina Department of Commerce four years ago for his company’s unique dust suppression systems, Posner met Dr. Arthur Martin, another winner. Martin’s company, Bluffton-based Global Infection Control Consultants, has global experience controlling the spread of infectious diseases in buildings. The two talked while at the awards ceremony about how they could possibly work together as companies, using Dust Solutions’ unique equipment combined with Global Infection Control Consultants’ innovative disinfectants.

Although nothing came to fruition that day, the two stayed in touch through the years and what happened next is a testament to the true power of networking.

With the pandemic bringing the critical issue of sanitization to the forefront, it also brought both Posner and Martin to the idea of forming a strategic relationship to help fight COVID-19.

GIobal Infection Control Consultants had developed and manufactured the world’s leading organic, non-GMO, alcohol-free, anti-pathogenic solution

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Dust buster

Dust Solutions Inc. has worked with industry clients around the world to resolve fugitive dust challenges in complex and critical work environments.

proven to be effective in combating over 150 individual pathogens -- including being designated as 99.99% effective against the Betacoronavirus Species COVID-19. With Dust Solutions’ portable unit to infuse this disinfectant solution into general building interiors for added protection or for emergency use, the combination of these two innovative technologies allows building owners to provide a healthy, safe indoor environment.

In addition, combining forces and technologies also allows this effective organic-based disinfectant to protect vehicles used by police, fire, EMT and public transportation systems.

The Bluffton Police Department uses the system to decontaminate police vehicles and protect officers. The two companies donated 100 bottles of sanitizer and the fogger machine to the police department this spring.

Three takeaways

1

Stay in touch with people through the years and build the relationship.

“By staying in touch with Art over the past four years, it was a natural step for the two of us to start talking about ways our companies could work together in light of the current health crisis, and how our combined technologies could help,” he said.

2

Be flexible. “Have the ability to move quickly,” he said. “For us, having the ability to pivot quickly was key. We have a motor boat and not a cruise ship. We can turn quickly. This was completely organic and nothing was invested except time.”

3

Keep organized. “Having our dust suppression business as organized as it was allowed us to divert time and effort from people within our company to start this,” says Posner. “Our core business was extremely organized and critical to the success of being able to take on this new challenge so quickly.”

“The strategic partnership formed between our two companies, and the combination of our innovative technologies, were not only an important factors in the growth of both of our businesses but, most importantly, offered the potential to help countless first responders, businesses and individuals throughout the Lowcountry and throughout the country provide effective sanitization,” says Posner. “The fact that we connected again to form this important strategic relationship is a perfect example of the benefits of business networking and, even more importantly, of staying in touch through the years.” In addition to combining the two technologies, the strategic partnership extends even further with Posner recommending Global CCI’s disinfectants, and Martin recommending Dust Solutions’ foggers, to clients and potential clients.

Posner is continuing to lead Dust Solutions into new areas and new markets. The company, which always provided a wide variety of industrial solutions, is moving into commercial markets — ­ launching its first commercial division, Fog Clean, and a backpack-style, commercial-friendly design. This mobile solution offers convenient options in dust suppression and sanitization anywhere – from restaurants, gyms, cleaning companies and anywhere needed.

As Posner continues to take Dust Solutions into the future, one thing is clear: the power of networking is real. You never know when it can lead to a strategic partnership that can not only help your own business, but help so many others in the process. Grateful for the opportunity to have joined forces with a contact made years ago, Posner offers some tips for others based on his lessons of 2020. ■

For ideas and inspo, follow us on: Facebook @localbizsc Instagram @localbizsc Linked In @localbiz-b2b-media-group

In a fog DSI technology uses a special air-atomizing nozzle that

produces a very dry fog to agglomerate and remove airborne dust particles from various material handling and processing operations.

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FACES

Mike Overton HOW A SUMMER JOB TURNED INTO A LIFELONG PASSION In 1979, Mike Overton, now founder and president of Outside Brands, crossed the drawbridge to Hilton Head, then passed through the only traffic light on the Island to teach windsurfing for the summer.

Mike’s first windsurfing customer had a terrible day and wanted his money back and while Mike complied, he was not deterred. In fact, he was able to eke out a living for his first five years and decided to stay for a while longer. Forty years later, he still owns and operates Outside Hilton Head, the little company he founded that grew to one of the largest outdoor, leisure and recreation companies in the South.

“I didn’t start out with an end-state in mind for my company,” Overton said. “I have always been driven by my passion for the outdoors, for sports and for people and it has been that passion that fuels me. Throughout our company’s journey, it has been certain milestones that lead to our next phase of growth, milestones that could not have been predicted.”

While Hilton Head must have been a perfect location for an outdoor enthusiast, Mike’s first business lesson (location, location, location) was critical for success. In his case, that included calm water conditions and no alligators, which wasn’t as easy as it sounds to find. Remember, this was the pre-internet days, so commissioning aerial photos was the only way to do it.

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Get Outside

Mike Overton is shown at the 2020 Lowcountry Boil Paddle Battle on Skull Creek.

Lessons learned Here are three lessons Mike Overton learned in 2020 and plans to bring to 2021.

1 2

Expect the unexpected. Live every day as if it’s your last, or your first.

Be nimble. Be prepared to shift or even reinvent how you do business. Cross-train employees to enable shifting of resources.

3

Silver linings. Try to find opportunities that a negative situation can open up.

Mike knew that even the perfect location would not be enough to ensure success, so he sought out advice and mentorship and in doing so, asked for just 10 minutes of Charles Fraser’s time. That 10 minutes turned into an eight-hour meeting that included a tour of Sea Pines and a boat trip around the Island and ended with Mike setting up a card table at South Beach to start his windsurfing school. Let’s call that milestone No. 1.

Milestone No. 2 was one of those serendipitous moments that makes you wonder “what if that didn’t happen?” In the ‘80s, one of Mike’s employees attended a dinner hosted

by Phil Lader, then Sea Pines president, and she was fortuitously seated next to Bill Masters, a world champion kayaker. The next day, Bill called Mike and Mike added kayaking to his service offering.

The purchase of a A special island 2016, at Page series of islands off Island, with Rowlie Busch.

Daufuskie Island in the ‘90s was another milestone that lead to Outside’s expansion into the B2B space where the islands are still used as the base for the corporate team building and leadership training division. Strategically, this expansion helped to offset what was a highly seasonal business and is a division that continues to thrive 20 years later.

The most recent milestone happened in 2014 when Mike was inspired by a talk he heard by Sally Jewell, Secretary of the Interior, who spoke about the crisis of digitally obsessed youth. Mike, who knows all too well the importance of disconnecting and living an experience-enriched life, found a new passion — getting kids outside and protecting the environment. The Outside Foundation was founded.

Many milestones, mentors, a strong team and what Mike calls his “entrepreneurial disease” have fueled Outside’s continued growth. If you are wondering what could possibly be next for the company and Mike Overton, it’s Savannah. As different as Savannah is from Hilton Head, it shares water, nature and history, not to mention, provides a new target market and storefront in the highly anticipated Plant Riverside District on the Savannah River. ■

All for One. You.

Estate Planning ✧ Real Estate ✧ Litigation

2020 Has been Complicated.

We know it has been a difficult year.

As we look forward to a healthier and happier 2021, we wish to thank you, our Lowcountry community, for your strength and tenacity this past year.

We will continue to be here for you!

Because we are

All for One. You.

Teamwork is dream work

1985, Windsurfing Hilton Head staff photo.

Front row, from left: Michael Meyer, Peter Ruhlin, David Vernon, Mike Overton, Steffan Hutter, Ken Kendrick. Back row: Robert O’Donnell, Friend, Colin Kappler, Nevile Cork, John Treadaway.

52 New Orleans Road, 3rd Floor Jade Building, Hilton Head Island, SC 29928 843.341.9260 | fax 843.341.9261

omwlawfirm.com

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ROUNDUP

Business roundup TOP PICKS AND NEWS YOU CAN USE FROM AROUND THE LOWCOUNTRY

The past few months have been, putting it mildly, probably unlike any other point in time for most of us. From days spent simultaneous navigating (and juggling) the challenges of homeschooling and working from home, to nights spent at the computer ordering “staples” on Amazon and trying to crack the code of the best times to order groceries online, we’ve all been doing things we probably weren’t doing last year at this time.

We’ve been through a lot, but we’ve also learned a lot in the process. We’ve learned about creative ways to do things – both at home and at work. We’ve learned how communities, including business professionals throughout all industries, can come together simply for the sake of helping others in need, and how strong and resilient all of us – and our businesses — really are. And, perhaps most of all, how the simple pleasures in life really may be the best. One possible “silver lining” through our months of quarantining, in fact, may have been the renewed appreciation of the simpler things in life – daily family walks, bike riding through the neighborhoods that you typically quickly drove through on your way home from work, or nights spent playing board games or doing a jigsaw puzzle, without the feeling that you had somewhere else that you had to be. Not to mention the surge in baking and binge-watching that seemed to sum up many of our recent days and nights.

As we continue to reboot, we’re all filled with a new appreciation for all that’s around us here in the Lowcountry – including all of the fun stuff out there that’s just waiting to be seen, heard, read, tasted – and explored. We’ve “rounded up” some of our top picks, and top “news you can use” in the pages that follow – from recommendations for the “must read” books on leadership and doing business today, to an inside look into what people are listening to, watching and, of course, doing here in the Lowcountry. Plus, we’ve also collected some of our favorite jokes – because now, more than ever, a good joke — and a good laugh – have taken on a whole new level of importance.

Enjoy our first “Round Up” and look for lots more fun stuff — and great “picks and tips” — as we move on to future issues. ■

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Homeschool

Try to avoid having the kitchen table become a classroom and an office as you add teaching to parenting and your "day job."

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Work from home

WFH once sounded like a dream; it can become a nightmare if your home office isn’t set up.

“ One possible silver lining through our months of quarantining, in fact, may have been the renewed appreciation of the simpler things in life.”

Fun stuff WORD PLAY

YOU'VE WORKED HARD. NOW LAUGH A LITTLE.

2020 PROBLEMS

An Oxford comma walks into a bar where it spends the evening watching the television, getting drunk and smoking cigars.

A dangling participle walks into a bar. Enjoying a cocktail and chatting with the bartender, the evening passes pleasantly.

A bar was walked into by the passive voice.

An oxymoron walked into a bar, and the silence was deafening!

Two quotation marks walk into a “bar.”

A malapropism walks into a bar, looking for all intensive purposes like a wolf in cheap clothing, muttering epitaphs and casting dispersions on his magnificent other, who takes him for granite.

… but I'm "No, I'm not familiar with the dress code on it!" 't pretty damn sure that jammies aren

Hyperbole totally rips into this insane bar and absolutely destroys everything.

A question mark walks into a bar?

A non sequitur walks into a bar. In a strong wind, even turkeys can fly.

Papyrus and Comic Sans walk into a bar. The bartender says, "Get out — we don't serve your type."

A mixed metaphor walks into a bar, seeing the handwriting on the wall but hoping to nip it in the bud.

A comma splice walks into a bar, it has a drink and then leaves.

Three intransitive verbs walk into a bar.

They sit. They converse. They depart.

A synonym strolls into a tavern.

At the end of the day, a cliché walks into a bar — fresh as a daisy, cute as a button, and sharp as a tack.

THE APPLICANT

"Hello, I’m here for a job interview."

"Great, and do you have any experience?"

"Yes, this is my 20th interview."

MENSA MONDAYS Start your week off right by correctly answering a fun and challenging question on LOCAL Biz’s Facebook or Instagram pages (LocalBizSC). Questions are similar to those on the Mensa Admission Test, so be sure to have a pen and paper handy. You will definitely need to write down your thoughts to figure out the correct answer.

The past, present, and future walked into a bar.

It was tense.

A dyslexic walks into a bra.

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ROUNDUP

Five tips from a successful businessman OLD SCHOOL GE EXECUTIVE GEORGE KRALL OFFERS ADVICE FOR SUCCESS BY EDDY HOYLE

LOCAL SINCE 1990 George Krall is shown with a CFM56 jet engine in 1982, his wife Marianne Krall and a musician during a recent trip to New Orleans. The Kralls live at The Cypress of Hilton Head.

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George Krall spent a 34-year career at GE and retired as corporate vice president and general manager of the Aircraft Engine Manufacturing division. He oversaw nine manufacturing plants and 21,000 employees.

Krall earned his bachelor’s degree at Dartmouth College as well a master’s in science in mechanical engineering. While at Dartmouth, he worked for one year on a research project in the Office of Naval Research studying combustion characteristics of small droplets of fuel, which, he explained, is very important to aircraft. Krall added it was total coincidence that he ended up in GE’s Aircraft Engine Division.

Krall started his career at GE in a three-year training program followed by work in the radio receiver division, the large steam turbine division, and finally in the aircraft division. He describes himself as an “old school guy” who believes in making sure “you’re tied to a good organization that has longevity, but it’s perseverance and hard work that will get you up the corporate ladder.”

Krall discovered Hilton Head in 1974 when he bought his first property, a condo for long weekends and vacations. He became a full-time resident in 1990 after retiring. He and his wife, Marianne, are active members of the island community. Here are his tips for success:

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KEYS TO SUCCESS

1. Stop complaining. “I never had a job or assignment where I didn’t learn something. Do the best you can in every job or assignment. Complaining about your job doesn’t do anything,” Krall said. “There is always something you can learn and there is no such thing as a bad assignment. Bosses don’t like those who constantly complain or need hand-holding.” Know what your responsibilities are and get the job done.

2. Give it all you have. Krall said you have to apply yourself and give maximum effort.

“I stayed late and rarely took vacations. To be successful you have to set objectives and goals for yourself and really work at them.” He believes in dedication to the job and that leaders inspire and teach by example: be the first one in, and the last one to leave. “Never go home on time,” he said.

3. Hire competent people. Recognize that you can’t do everything yourself, so hire competent people and groom them for success. “I didn’t have a mentor myself, and I learned that the world can sometimes be crueler than you’d think. So I set broad goals and let those under me decide how to get the job done. If they couldn’t get it done, then they were the wrong people.”

4. Hands-on management, not micromanagement. Krall said that in very large organizations, you need hands-on management, but you don’t have the time, inclination or need to micromanage. With hands-on management, you ask your staff how they’re doing, if there are any problems, what they need, and you get involved in the problems.

5. Don’t waste time. “I’m a great guy for small, short meetings and I feel that long meetings are a disaster. They are counterproductive and a waste of time,” Krall said. “Know what you need to accomplish and understand that with a chain of command everyone knows their role, so communicate goals, objectives and expectations with absolute clarity.” ■

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ROUNDUP

The business of being kind WHAT IS MORE CONTAGIOUS DURING A PANDEMIC THAN THE VIRUS ITSELF? KINDNESS. POSITIVITY. EMPATHY.

“ Your customers will never be any happier than your employees.”

BY CRISTIN HEYNS-BOUSLIMAN What should we carry with us as we navigate some semblance of a return to normal? Kindness. Positivity. Empathy.

With all of the vitriol that flooded our 24-hour news cycle over the past year, we humans were left craving kindness more than ever. It does not take much effort to find a plethora of data concerning the emotional toll that we endured during 2020, and it was inspiring to see businesses creatively develop thoughtful ways to care for their customers. However, it did not seem quite as intuitive to bring that kindness to the employment relationship, particularly when the viability of a business felt threatened. In fact, during hard times, it is easy to slip into the habit of treating employees like they are lucky to have a job.

In my career as an HR consultant, I often quote Jon DiJulius’ book The Customer Service Revolution, “Your customers will never be any happier than your employees.” This statement has never been more true than it was in 2020, and as it will be as we rebuild our businesses in the aftermath of COVID-19.

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CRISTIN HEYNS-BOUSLIMAN, ESQ. She is the department head of REDW’s human resources consulting practice.

Her team consults with businesses of all sizes nationwide, assisting in building strong cultures while facing employee relations matters with a proactive legal mindset.

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Consider how customers and employees are showing up with a new set of emotions, including a truly annoying ennui that we cannot quite shake. Now imagine that your “lucky to have a job” team member treating your customer like they are lucky to be getting service. That’s not gonna be a pretty Yelp review.

But, how are you supposed to make everybody happy in such uncertain times?

KINDNESS. POSITIVITY. EMPATHY. It turns out that kindness is a fabulous business strategy during challenging times. It is a call to action to live up to those values that you painted on the wall in simpler times (like last January). Now is not the time to take a hard line approach, but rather to be a coach and mentor.

Where you may feel compelled to address late arrivals with discipline, try discovering the “why” behind the lack of punctuality. You may recognize a fellow parent who is struggling to balance the new environment in which we are raising children. That very same employee will be on time every day with a simple schedule adjustment, and your empathy can convert shame into loyalty just like that.

There is a wonderful silver lining dancing around us. We can see the pandemic as an opportunity to build more trusting relationships with our teams, to communicate and work together, and to create win-win situations.

That’s undoubtedly great for business. ■

ROUNDUP

To drink or not to drink?

WHAT TO CONSIDER BEFORE YOU MIX DRINKING AND BUSINESS

BY LUCY ROSEN Lowcountry living and a good cocktail.

They seem to go together like peanut butter & jelly, coffee & cream, and bacon & eggs. And while there are a lot of places where a good Lowcountry cocktail can make for the perfect addition to an occasion, there’s probably one occasion where you’ll probably want to “think before you drink”: a business or networking event.

People drink because it loosens them up — but remember what mama said about “loose lips sink ships”?

Put a few cocktails in most people and they are often off to the races — throwing caution to the wind and saying things that they might not ordinarily say, doing things that they might not ordinarily do and, in general, acting in a way that may not be keeping within their traditional image and “brand.” We can pretty much guarantee that the story coming from others about the event they saw you at last week wasn’t about the event and how many great connections they made, how it was a beautiful venue, how their name was spelled right on their nametag and how they are looking forward to following up with the new possible business opportunities they encountered. What people really end up talking about after a business event is the guy/gal that was a close talker who smelled like pinot/bourbon/beer (take your pick) who wouldn’t stop talking and then proceeded to jump up on the high top when their favorite song came on. Did we mention that they spilled their drink on the way up onto the high top?

Networking/business events + alcohol is not a great combination and, more often than not, can be an equation for disaster (and often, resulting in zero new business leads.) Sure, we can say ‘know your limit” and limit yourself to one or two drinks. But in all honesty, why do even that? Why wouldn’t you want to be on top of your game/clear headed/ able to articulate (and “sell in”) your elevator pitch clearly, concisely – and without slurring? Wouldn’t you rather be the center of attention in a good way, than someone who is talked about the day after? Just sayin’.

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So if you feel like you need to “loosen up” before a business meeting – we suggest skipping those sips of your favorite cocktail and leaving that for another time and instead turning to other things you can do to feel relaxed – while still staying sharp and on top of your game: 1. Soothe your nerves with song. On your way to the event, play your favorite songs and sing at the top of your lungs – with windows down if you have a good voice (and windows up if you don’t!)

2. Arrive early and grab the best spot. Get there early and position yourself by the front entrance to the event. If you act as if you are the host/hostess of the event and say hello to people walking in, it gives you something to do and you don’t have to wait to find someone to talk to (and it will look more natural to not have a drink in your hand while you do that, so all the better!)

3. Substitute. There’s lots of options you can take advantage of without turning to an alcoholic drink at a business function. If you feel like you absolutely have to have a drink in your hand, grab a Perrier with lime, club soda or Sprite. They all look like a wellmixed vodka and tonic and these sparkling non-alcoholic beverages will ensure that your conversation is just as sparkling.

4. Leave early. Once you’ve met all the people you came to meet, say your goodbyes and head home. And, of course, once home feel free to make yourself a cocktail and enjoy! ■ LUCY ROSEN never drinks at networking events and is the author of "Fast Track Networking, Turning Conversations into Contacts."

What’s on your list?

We asked local businesspeople and leaders what they are reading, watching and listening to for business and pleasure.

HOT TIP

ALAN WOLF President, SERG Restaurant Group

SANDY BENSON Owner, Custom Audio Video

“How to Win Friends & Influence People” by Dale Carnegie “Life After Google” by George Gilder “Amusing Ourselves to Death” by Neil Postman

“The Buzz,” LOCAL Life’s Newsletter Travel sites, via Google Wondery Podcast

FULL DISCLOSURE

Use this referral link to sign up for the Morning Brew and one LOCAL Biz team member who shall remain nameless will get referral points that go toward a free sweatshirt. morningbrew. com/daily/r/?kid=75173a

Too busy to read?

Blinkist brings you knowledge from top nonfiction and podcasts, so you can learn anytime, anywhere.

LOCAL BIZ TEAM PICKS “Building a Storybrand” by Donald Miller Morning Brew Daily Newsletter Foundr podcast with Nathan Chan

Q1 2021 + LocalBizSC.com

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INSPIRATION & INNOVATION

2020 was a year like no other. But amidst the difficult months of quarantine, temporary business shutdowns, distance learning and other challenges faced as a result of the COVID-19 pandemic, there were also countless examples of “good” that surfaced – and continue to shine through these tough times. Businesses have banded together to support one another.

Communities have created ways to support local restaurants and small businesses, helping to keep them afloat during those unprecedented first few months of the pandemic. Businesses have learned how a simple pivot often meant that not only could they save their business, but could actually grow and thrive as a result of their new direction.

It’s been said that with every challenge comes opportunity – and throughout the past few months, that has proven true throughout the Lowcountry business community. And that’s an understatement.

2020

Inspiration and innovation IT’S EVERYWHERE YOU LOOK. STARTING HERE.

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There have been countless examples of local business owners and professionals throughout all industries not only adapting to what we all now know as the “new normal” in order to keep their businesses and organizations strong – but creating opportunities for themselves, and others, as never before.

These shining lights of both Inspiration and Innovation are everywhere. They’re in the way the country has adapted the way we work, the way we shop, the way we learn – and the way we go about so much of our everyday lives. From an up-close-and-personal, behind-the-scenes look at how our own LOCAL Life/LOCAL Biz offices have adapted to the times through a hybrid model (and how this innovative approach is continuing to inspire both our staff and our readers), to how the local nonprofit organization Memory Matters (providing vital programs and services for those with all levels of memory loss and their families) has “gone virtual” in the absence of being able to provide in-person services – so many businesses and organizations today exemplify what it means to not only pivot but to truly innovate and inspire.

In every issue, we’ll highlight businesses that, in good times and in tough times, are examples of innovation and inspiration. There are so many more. Look around – Innovation and Inspiration are truly everywhere you look these days, just waiting to inspire you to take your own business to new heights. ■

“There have been countless examples of local business owners and professionals throughout all industries adapting to what we all now know as the “new normal.”

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INSPIRATION & INNOVATION

Spaces that work: Working healthy

BY ASHLEY ROMINE, DPT

“Research finds that a combination of proper ergonomics and postural exercises are effective for significantly reducing pain while working at your desk.”

ASHLEY BEST ROMINE is a Physical Therapy Specialist in Hilton Head, South Carolina. Having more than 8 years of diverse experiences, especially in physical therapy, Ashley affiliates with no hospital, cooperates with many other doctors and specialists in medical group Drayer Physical Therapy South Carolina LLC. www.athletesmechanicpt.com

How is your work space working for you? If you are like most people, you’re spending much more time in your ‘home office’ as many companies continue working remotely.

For some, this means neck, shoulder, back, elbow, and hand problems--areas that are most commonly affected by working at a computer.

Fortunately, research finds that a combination of proper ergonomics and postural exercises are effective for significantly reducing pain while working at your desk. So, here’s a cheat sheet for you:

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Ergonomics

Exercises

Chair: It should be adjustable so that you can change positions easily. The height of the seat should allow you to look straight at the monitor with elbows above the level of the keyboard. Your elbows should be slightly open, not bent at a right angle.

Scapular twists: Hold arms out to the sides with your thumbs up. Slowly turn your palms up to the ceiling as you notice the area below your shoulder blades contract. Perform 10-20 repetitions.

Monitor: It should be at eye level with no more than a 3-degree tilt to reduce neck and shoulder pain.

Mid-trap squeeze: Stand in the doorway with your forearms resting on the frame. Squeeze your shoulder blades back, drawing your forearm away from the frame. Hold 5 seconds, then relax. Perform 10 repetitions.

Keyboard: Your wrists should rest in a neutral position, not bent back or flexed downward. Your mouse should sit at the upper part of the keyboard to prevent your shoulders from bowing out. Do you have numbness in your pinky and ring finger? Switch to a split keyboard to take pressure off your ulnar nerve.

Neck sling: Interlace your fingers, holding your hands behind your neck with your pinkies supporting the base of your head. Relax your neck and gently turn your head side to side.

Take a “microbreak,” a 20-second break every 30 minutes to stand up, move your neck and shoulders, and break up that static desk posture.

Sittin' Pretty

Ashley Romine, a physical therapist, is the owner of Athlete’s Mechanic.

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Locally owned and crafted Q1 2021 + LocalBizSC.com 37

INSPIRATION & INNOVATION

Women & Leadership: How to claim your place among the #LowcountryLeader set

BY DR. KAREN MITCHELL

Are you a woman in the Lowcountry making things happen? We know you are, and we need you to shout that from the rooftops, or at least into the vast and influential digital world. Because, sadly, the concept of female leadership here is not as recognized as it should be – at least according to the popularity of Instagram hashtags. A recent search of #FemaleLowcountryLeader brought zero results. Zero.

But we know that’s not the answer. We know that female leaders are here, making big things happen in the Lowcountry. The impact of female leaders is rising, and within our Spanish moss-draped, treelined streets, that is no exception. And we know that women are poised to be impactful leaders.

The results from a survey seeking to understand what characteristics are most desired in leaders clearly showed the power and possibilities of female leadership. Eight of the top ten competencies that made the list were classified as feminine, including being intuitive, collaborative and flexible.

It’s exciting to think about the impact women are having. But let’s also be honest; here in the Lowcountry, as female leaders, we need to be more intentional about the idea of leadership. It takes a little more effort to claim our seat at the Lowcountry leader table. So, how do we do it?

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WE NEED TO ACKNOWLEDGE THAT WE ARE MAKING THINGS HAPPEN.

The Lowcountry is full of opportunities right now. And we are ready to take our place as influential female leaders. We need to embrace the challenges that face us and realize our potential. And with that, I’ll be adding #FemaleLowcountryLeader to all my posts and invite you to keep that same spirit in mind (small steps lead to big things!) Because I know we are out there, and our impact is only going to grow.

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First and foremost, we need to own our accomplishments. I have spent so many years downplaying my accomplishments – and I’ve seen countless other strong, impactful women leaders do it too. That needs to stop. We are never going to claim our spot amongst the leadership of the Lowcountry if we don’t own and promote what we are doing. It’s not about bragging. It’s about having the same confidence men do in owning their accomplishments, and shining a spotlight on our impact.

After the COVID-19 panic: Lessons learned by one nonprofit

By Mary Doyle, executive director of Memory Matters

DR. KAREN MITCHELL is the Founder of Cottage Insights, whose mission is to help women become more impactful and influential leaders. www.cottageinsights.com

WE NEED TO BE VISIBLE Sitting back and waiting for things to happen is not the answer. As female leaders, we need to create our own opportunities and not be afraid to speak out. For many women, we fall into the perfectionist trap. And that may cause us to hesitate in new situations and not speak our mind; we may hold back because we are afraid of making a mistake. But leadership is about being visible and taking the risk to share new and innovative ideas. It’s about being seen, and speaking up.

WE CANNOT THINK SMALL I was recently asked if I was ready to level up my business. And honestly, if I were a man, I don’t think there would be a moment of hesitation. But as women who are juggling so much, and as we sometimes doubt our abilities, there can be a moment of pause. But if we want to truly embrace the idea of being an impactful and inspiring female Lowcountry leader, we need to do exactly that. We need to level up in a way that is attainable – but still stretches us to take risks and aim high. ■

On March 16, our building was a flurry of activity like any other weekday at Memory Matters. Staff greeted clients attending our memory care program, chatted with their caregivers and sent them off for some respite time, so needed by family caregivers. Our lively core of volunteers guided clients to their seats to join friends for a day of music, exercise, laughter, learning activities and a “brain-healthy” meal. The next day was not so ordinary. On March 17 “stay at home” was the new reality and we were forced to cease all in-person programs.

After the initial shock, panic, and concern for our clients, we responded by answering these three questions.

How do we keep our staff and clients safe in a pandemic?

During the initial stages of the pandemic, the answer to this question was simple. Staff works remotely and we keep clients at home. What was not as simple was developing a plan to keep everyone safe once they returned to the building. This kind of planning required thorough research, precise project planning and collaboration. A team of four met every Monday morning to report on the latest CDC recommendations, the availability of PPE and infection-control supplies and newly developed employee sick-time policies. This was a new business crisis contingency plan in the making. What works for a hurricane contingency plan does not translate well to a pandemic of this magnitude.

How can we continue to support our clients and their family from afar?

This question weighed heavily on the minds of all the staff.

They understood that the isolation resulting from the pandemic would put our clients’ mental and physical health at risk.

Individuals impacted with mild to moderate memory loss require socialization and activity to minimize further cognitive decline.

Family members who provide 24/7 care need emotional support and resources for their own self-care and resiliency. This need was urgent and through adaptability and technology a new business model of virtual care was created. Video conferencing and electronic communication to our clients increased dramatically. Our clients told us this was their “lifeline” at a time they felt adrift. What began as simply staying connected to our clients, evolved to a full offering of virtual services including; tele-counseling, music therapy, caregiver educational sessions, and five days a week of memory care classes where individuals can participate from the safety and comfort of their own home.

How do we sustain the business?

The most important words to answer this question are adaptability, reallocation and reinvent. Staff had to be willing to adapt to change to the degree they may never have experienced before. Human resources needed to be reallocated to the most critical priority irrespective of job descriptions. The way we had been delivering programs and services had to be reinvented, for now and the future.

We have learned to think about the future in a different way, accept there is no “business as usual,” reach out of our comfort zone, and most importantly, stay focused on our mission.

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INSPIRATION & INNOVATION

“Because digital infrastructure is now considered essential infrastructure, 2021 is the time to leverage technology to make better business decisions."

Tech trends to watch in 2021

BY HANNAH MASSEN

Savvy small business owners and forward-thinking companies alike are turning technology into a competitive advantage – which means that keeping up with the latest tech trends is no longer optional.

Because digital infrastructure is now considered essential infrastructure, 2021 is the time to leverage technology to make better business decisions, streamline your workflow, and deliver superior services. Whether you’re fluent in Java or still struggle with your iPhone (no judgment there), getting comfortable with complex systems should be at the top of your resolutions list.

Here’s a breakdown of the biggest tech trends that will be dominating headlines – and boardrooms – this year.

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ARTIFICIAL INTELLIGENCE (AI) Artificial intelligence, the simulation of the human intelligence process by machines, might seem like something out of a dystopian novel. But if you’ve ever taken an Uber, asked Siri a question, or set up a spam filter on your email, you’ve already used it. Some businesses are already using AI for customer service calls or as a fraud detection mechanism, but this year, AI may provide more executives with sophisticated, data-driven models to guide their business decisions.

5G TECHNOLOGY 5G technology is a thing of both the present and the future. The next generation of technology will use millimeter waves for inter-device communication and is capable of overcoming current bandwidth constraints by increasing Internet traffic and reducing latency down to a millisecond. It also has the potential to power artificial intelligence, voice command technologies, and real-time data analytics. Faster internet speeds, increased traffic, and seamless tech integration are just a few business benefits you can expect to see in the coming months.

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EDGE COMPUTING As the quantity of data we’re dealing with continues to increase, we’ve realized the shortcomings of cloud computing in situations where data needs to be transferred between devices quickly. Edge computing is designed to help solve some of those problems as a way to bypass the latency caused by cloud computing.

This new technology keeps data “on the edge,” closer to where computing needs to happen and can be used to process time-sensitive data just about anywhere.

By 2022, the global edge computing market is expected to reach $6.72 billion and create jobs for software engineers and IT professionals.

AUGMENTED REALITY (AR) You may have worn a virtual reality headset and seen a 360-view of the pyramids, the Amazon, or a naval ship. But augmented reality doesn’t just immerse users in an environment – it enhances their environment. Using AR, businesses will give their customers a whole new way to interact with their brand. Whether customers can give a photo of themselves a realistic “makeover” or see a 3D model when they hover a device over a 2D sheet of paper, AR offers endless opportunities for engagement.

INTERNET OF THINGS (IOT) More and more “things” are being built with WiFi connectivity, meaning they can connect to the internet – and each other.

The IoT already has benefited consumers by bringing everything from home appliances to smartwatches online, but businesses are set to reap even more rewards.

The IoT market is expected to reach $520 billion this year because it has the potential to enable predictive maintenance, increase delivery speeds, provide insight into consumer behaviors, and other possibilities we haven’t even dreamed of yet. ■

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INSPIRATION & INNOVATION

My BIG Break: Little Fish Boateak

BY SARAH CLEMMONS

Helping Hands

Daughters Woodley and Willa lend a hand.

It all began in a garage. It’s an origin story setting you’ve heard from Jobs, Wozniak, and Bezos. But this piece isn’t about bits and bytes but beads and bracelets, and the b-word that brings it all full circle: business.

Lissy Rawl, creative powerhouse behind Hilton Head Island’s own Little Fish Boateak, started handmaking jewelry in her garage in mid2014, using her keen eye for design and textiles shaped by her years as an interior designer.

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HER BIG BREAK But what does the owner of this locally owned and operated jewelry brand see as her ‘big break?’

Constantly inspired by our hyper-local business environment in the Lowcountry, Rawl crafted local business and mentoring partnerships available to her in the nonprofit sector through her trusted SC Lowcountry SCORE mentors, in the retail sector by offering her pieces in local boutiques, and by sharing her inspiring start-up story in local publications. The result? A brand that can now be found throughout the Southeast and through a successful e-commerce platform at littlefishboateak.com, furthering Little Fish Boateak’s growth in a time when retail businesses must turn to online platforms to remain relevant. By giving herself the space to lean into her natural creativity through strategic partnerships on the business end, Rawl is able to keep visualizing and actualizing both small and large goals for Little Fish Boateak.

Although local partnerships helped solidify Little Fish Boateak into the recognizable regional brand it is today, Rawl’s big moment came through her inclusion in the Southern Living Gift Guide. If you’ve ever worn a piece of her jewelry, you know exactly why it’s a great gift to give AND receive. Being included in media circulated throughout the Southeast gave Little Fish Boateak the brand boost needed to reach the next business level.

WHAT’S NEXT FOR LITTLE FISH BOATEAK? Rawl’s long-term goals include expanding her custom-designed and -crafted offerings to textiles like wall coverings, wrapping paper, and more home accessories in a return to her interior design roots.

Ultimately, Rawl is an inspiring entrepreneur and role model for her “Little Fish,” daughters Woodley and Willa. With her strong, local support system of husband, Bill, family, friends, LFB artisans, mentors and business partners, Rawl took a business from a garage on Hilton Head Island to jewelry boxes throughout the United States in just over six years. ■

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“Being included in media circulated throughout the Southeast gave Little Fish Boateak the brand boost needed to reach the next business level.�

Q1 2021 + LocalBizSC.com

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SPOTLIGHT

Insurance cost and availability … what to expect RATE INCREASES ARE EXPECTED IN THIS 'HARDENING' MARKET

but there is still availability of markets. This will I think most of us are happy to enable a quicker recovery. In states such as bid 2020 farewell. It was a crazy Florida, Alabama, Louisiana and Texas, they are year as COVID changed our lives starting to see a “hard” market, which means and the way we conducted rates will be increasing drastically (in some business — if we could conduct business at all.

Well, the insurance industry is no different. Not cases doubling) with very limited availability of coverage. These areas will be affected much only have we felt the effect of COVID, but we worse than South Carolina. also had the worst year in history I don’t think we will see rates when it comes to tropical storms “ Expect to see as high as 1994 or 2006, but I do and hurricanes. We had 30 named rate increases expect to see rate increases on storms, 12 of which made landfall in the US. Oh, there is more. We on average of 12 average of 12 to 15 percent. Certain lines of coverage will feel the pain also experienced one of our worst to 15 percent.” more than others. If you experiyears ever with wildfires in Califorence higher rate increases, it is an nia and surrounding states. This indication your insurance carrier was under leads to the question I get asked more today pricing the market before this year’s issues than any other, “What is going to happen to took control. insurance cost moving forward?”

Now more than ever it is important to have There is no doubt these factors have led to a an informed professional insurance agent with “hardening” insurance market in South Carolina. The good news is it is NOT a “hard” market. options to help you navigate this market. We would love to help! ■ A “hardening” market will see rate increases,

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TERRY TADLOCK is president of Correll Insurance Group of Hilton Head.

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BY TERRY TADLOCK

SALES

The art and science of sales and marketing TOOLS AND TIPS THAT ARE TACTICAL AND PRACTICAL. Sales and marketing go together like macaroni and cheese – they just work better together. They share the same ultimate goal, which is usually to attract customers. Afterall, no business can survive without customers and a business will thrive when sales and marketing work in harmony. This section of LOCAL Biz provides tactical and practical sales and marketing tools and tips as well as local and best-in-class examples of strategies and tactics that work.

The basic difference between sales and marketing is that marketing is an indirect process to attract customers while sales is a much more direct process to attract customers. It is customer attraction that sales and marketing have in common. In fact, attraction is so important that it has its own law – The Law of Attraction. The Law of Attraction has moved from a self-help technique to the mainstream business world as you will learn in the following Beginner’s Guide to the Law of Attraction.

In this digital age of selling, an email is often the "warm up act" for a sales person. It’s their chance to make a first impression yet statistics show that the majority of sales emails do not even get opened.

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“Only 14 to 23 percent of business emails get opened, much less read or acted upon.”

According to Constant Contact, only 14 to 23 percent of business emails get opened, much less read or acted upon. Sales guru Ryan Dohrn shares a few tweaks you can make to an email that can help to make sure it will get opened.

Without cheese, macaroni is, well, macaroni. It’s only when you add the cheese that it becomes Mac ‘n Cheese – it becomes a brand ready to be marketed.

Marketing is a science, so we will take you back to biology class and dissect a print ad and LinkedIn page to demonstrate how to cut through the clutter with a more effective message. And no marketing campaign is complete without public relations and social media, both of which are more important than ever as you look to reboot your marketing plans and sales. ■

More online

Visit LocalBizSC.com and download free marketing tools and resources.

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SALES

What you think about, you bring about A BEGINNER’S GUIDE TO THE LAW OF ATTRACTION

BY HANNAH MASSEN As a business owner, you’re willing to do anything to support your company.

Sometimes that means pushing your comfort zone to try something that you may think is a little “out there.”

The Law of Attraction – the belief that positive thoughts attract positive outcomes while negativity begets negative outcomes – has gained a lot of attention in recent years. What started as a self-help technique has become a popular way to assist in the manifestation of the things you desire most in your life, including business success.

In theory, the Law of Attraction is simple: what you think about, you bring about. But envisioning stacks of cash isn’t enough to make you a millionaire overnight. While creating positive change begins with a positive mindset, there are practical steps you need to take to achieve your goals.

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Here’s how you can use the Law of Attraction to take your business to the next level.

1. Set your intention. Putting the Law of Attraction into action starts with knowing what you want to manifest. Do you want to find your next great hire?

Do you want to grow your business by 20 percent this year? Hyper-focusing on what you want will set you on a course to consciously and subconsciously make it happen. Then set specific, measurable, attainable, realistic, and time-bound (SMART) goals to guide you and your team towards what you want to achieve.

2. Practice positive self-talk. Criticism can be detrimental to your sense of self-efficacy, the belief in your ability to organize and execute a course of action. Mastering positive self-talk will keep you confident and motivated instead of worrying about what can go wrong.

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3. Use affirmative language. “I will be the greatest” doesn’t pack the same punch as “I am the greatest.”

Affirmative language puts you in the mindset of actively achieving what you want, while phrases that start with “I will be” implies that you’re putting something off. Be mindful of how you express yourself.

Helpful tools

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TUT. A Note from the Universe. This daily email from “the universe” delivers inspiring affirmations and meditations designed to help you manifest positive things in your life. Sign up for free at www.tut.com.

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Manifestation journal. It might have been a while since you last kept a diary, but writing down your goals and aspirations can help you hone your focus and keep track of your progress.

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The Secret. The Secret is an interview-based documentary all about the law of attraction. If you’re looking to learn more about the subject, this could be a good place to start.

4

Vision board. Cut out or print pictures and words that represent your goals, then paste them onto a poster board.

Hang it in your office, your bedroom, or another visible place so it will serve as a daily exercise in visualization.

4. Visualize success. Pro athletes are taught to visualize themselves making a free throw or winning the race for a reason. Visualization is one of the most important aspects of the Law of Attraction because it has been proven to help people navigate challenges and opportunities. Take a few minutes when you wake up or before you go to sleep to imagine – in as much detail as possible – the steps you need to take to succeed. You’ll feel more relaxed and ready when you’re in the situation you pictured.

5. Accountability is key. The more people you have rooting for you – and the more accountable you are – the better. Enlist others to help monitor your progress so you stay on track to reach your next goal. ■

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SALES

Writing emails that get opened CLICK TO OPEN OR CLICK TO DELETE. YOU DECIDE. We spoke with Ryan Dohrn, global sales and marketing advisor for Brain Swell Media, a management and sales training group that has trained over 20,000 sales and management professionals in seven countries. Ryan insisted that we preface his points with three pieces of email sales advice.

Email does not replace the phone.

The phone is an amazing tool when trying to build a relationship with a prospect from a distance.

All too often you ignore the phone and only focus on email.

Successful business and salespeople know how and when to use the phone, email and face time.

Email lacks tone and emotion. Of course you can YELL and punctuate (!), but your voice is a powerful tool, and it’s hard to say no to a live person.

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RYAN DOHRN Global sales and marketing advisor for Brain Swell Media

TOP 5 SUBJECT LINES Here are Ryan’s Top 5 email subject lines that have gotten him results. Bonus: We included the proven email copy as well.

EMAIL TIPS AND TRICKS Cut to the chase. It only feels awkward to the writer of the email to not start an email by introducing themselves or with a warm up line like “I hope you are well”. The recipient appreciates that you get to the point. They see your name in their inbox and your title in your signature.

3X3. Use a three word subject line and three sentences in the email. It may seem impossible but you do get better with practice. This trick helps you create a more compelling subject line and to condense your thoughts.

Slow the scroll. According to Campaign Monitor, over 70 percent of emails are read on a mobile device. That means the recipient of your email is likely not paying 100 percent attention and will be scrolling quickly as they read. Use bullet points and spaces to help them read your key points as they scroll.

Quality Emails are the Best of All

1. SUBJECT LINE: (Name of a mutual connection) recommended I get in touch. “Hi Donnie. Ryan Dohrn recommends that you and I touch base about ABC Job. He and I mutually felt that this idea could benefit you. Could I have 20 minutes via phone to discuss this week? I promise just 20 minutes. I take pride in not wasting people’s time.”

2. SUBJECT LINE: I was just wondering… “Hi Rachel. I was wondering if you would be open to a 20-minute phone call about (insert topic here)? I promise to respect your time. 20 minutes is all that I need.”

3. SUBJECT LINE: May 29th? “Hi Ron. I will be in Bluffton on May 29th for a meeting. Could I get on your calendar for 20 minutes in the morning? I promise just 20 minutes.”

4. SUBJECT LINE: 3 reasons… “Hi John. I feel there are three reasons why we should work together.

1. Your mission. I understand your company and appreciate your mission. 2. Your support needs. I have a quality reputation for offering best in class customer service. 3. Your budget. We are the only company offering you payment options.

5. SUBJECT LINE: Did something happen? “Hi Terry, Was there something that happened after our meeting that I can help you resolve? You sounded very positive about setting up a follow-up call. I am not a high-pressure type of person. I truly want to help you with the situation we discussed.” ■

The email that displays poorly on mobile is likely to be deleted in 3 seconds.

69% of recipients report an email as spam based on the poor subject line.

Spam emails cost businesses around $20.5 Billion every year.

SOURCE: THE INBOX REPORT

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Seven habits of highly effective sales people

BY KELLEY ROBERTSON

To achieve long-term success in sales means that you need to develop good habits that make you more productive. Here are seven sales habits that will help you improve your results. Professional sales trainer Kelley Robertson shares this advice.

1. PROSPECTING It feeds the pipeline. Top sales pros devote a significant amount of time to prospecting for new business and this habit prevents the peaks and valleys that many other salespeople experience. The general rule of thumb to follow is to have at least 30 percent of your targeted budget in your pipeline to ensure that you reach your quota.

2. ASKING GREAT QUESTIONS It gets easier with practice. Over the years I have learned that most people will tell you anything you want IF you have the courage to ask. However, many salespeople I encounter do not ask high-value questions when meeting with prospects. Top salespeople have learned to ask tough, probing, thought-provoking questions that make prospects think.

Many salespeople are uncomfortable asking these types of questions because they feel that questions of this nature are too intimate or too probing. The key is to verbally rehearse asking these questions BEFORE you meet with your prospect or customer. PRO TIP: Study your prospect’s social footprint by following what they are saying, with whom they interact and connect, or whether they express any concerns socially — then you can use that info in developing an authentic relationship, and as you prepare for sales calls.

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“ Top salespeople have learned to ask tough, probing, thought-provoking questions that make prospects think.”

KELLEY ROBERTSON is principal of Robertson Training Group. He helps people master their sales conversations so they can win more business and increase their sales. He does this by conducting sales training workshops and delivering keynote speeches at conferences, sales meetings and other events.

3. LISTENING SKILLS Ask for clarification. The best salespeople I know are excellent listeners. They listen for underlying clues and hidden messages.

They also seek clarification when necessary.

They use prompters such as “tell me more” or “go on,” which encourages the other person to divulge additional information.

They also make strong eye contact, which demonstrates that they are paying close attention.

4. EFFECTIVE PRESENTATIONS Remember it’s not about you. During my tenure in the corporate world, I endured many sales presentations and most of them were ineffective because they focused on the seller’s company or product. Great sales presentations focus on the prospect’s situation and clearly demonstrate how they will benefit by using your product, service or solution. Here are two examples, one good and one poor: Upon meeting with me, a salesperson promptly fired up his laptop and proceeded to walk through a 25-slide generic presentation that described how long his company had been in business, the projects they had completed, the awards they had received, and the companies with whom they had worked. None of his information was relevant to my particular situation and did nothing to address the “Why should I use you?” question running through my head.

When I asked, “So, how can you help me?” he started reviewing his presentation again!

Compare that to this salesperson… At the beginning of our meeting, he confirmed

what he knew about my company and he asked me questions pertaining to the current project I was working on.

I mentioned a particular solution his company had, believing that it would be the best for my situation.

However, during his presentation–which was actually more like a conversation–he suggested another option and explained why that option would be more effective and beneficial.

5. PERSISTENCE PAYS OFF Be persistent. We all know that it takes more than one call, one letter, or one email to connect with decision makers. In fact, it’s been reported that it now takes up to 14 touchpoints to connect with senior level executives.

Successful salespeople know that it takes persistence and diligence to make contact and they use a variety of strategies to achieve this goal. If you want to understand the nature of true persistence, read Robert Terson’s Selling Fearlessly.

6. ASK FOR REFERRALS Referrals beat a cold call every time. Most salespeople don’t actively ask for referrals even though they know the importance of doing so. The challenge is that they don’t know how to ask or they are afraid that their customer will think they are needy or desperate for business. However, top salespeople ask consistently for referrals because they know a referral is more likely to develop into a sale than a cold call.

7. FOLLOW UP It’s up to you. Many a customer meeting and sale has been lost due to lack of follow-up. Given the technology we have at our fingertips today, this should be a nobrainer. Too many salespeople fail to follow up after sending a proposal — mistakenly thinking that the prospect will call them if they are interested. News flash!

It’s up to you to follow through afterward and I guarantee that you are losing sales if you are waiting for people to call you back. If you are serious about increasing your sales, you MUST be proactive in your follow-up. ■

Q1 2021 + LocalBizSC.com

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MARKETING

The anatomy of an effective print ad Developing effective advertising is not easy. In fact, there are millions of books, blogs and websites dedicated to explaining effective advertising.

Advertising and marketing professionals spend years honing their skills to marry the art and science of advertising to create ads that attract attention, draw in the reader, then compel them to take action. Here are just five of one hundred tips from professionals to help you evaluate your advertising. ■

D

we're OK with this!

1. A picture says more than a thousand words Good visual support is essential for your advertisement. Make sure your chosen image is unique and surprising, and visually reinforces your message. And avoid the temptation to include an image of your building (unless it’s for sale), your team (unless they are for sale) or yourself (unless you are George Clooney or Charlize Theron).

2. Think of a goldfish According to a study by Microsoft, the human attention span is now about eight seconds, close to that of a goldfish. Even if that is a few seconds off, the point is clear – if your ad requires a lot of time to read and understand, it will get passed by.

3. Focus on your target group Make sure your message is not about you, but instead helps your audience to understand how and why you can meet their needs.

People don’t think “I need to buy an insurance policy” but they may think “I am getting older and want to make sure my kids are looked after.” What problem does your customer want solved?

4. Include a call to action Create a sense of urgency when potential customers see your ad.

Use a clear call to action (CTA) – should they call, email, visit your site, or what about text? It doesn’t matter what you prefer, it matters what they will do, so include all points of contact in your ad.

5. White space is your friend The more cluttered the advertisement is, the less likely it is to be read. Avoid the temptation to list everything you do in one ad.

Think of your ad like a wall – just because there is space doesn’t mean you have to fill it. Your Picasso will stand out more with space around it.

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Compelling Headline

Who would have thought a recruitment ad for an actuary could be interesting?

Strong, Interesting Image

Call to Action

Copy about ‘YOU’ The Reader

Whitespace

Q1 2021 + LocalBizSC.com

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MARKETING

Tik Tok, Snapchat and Instagram might seem hipper than LinkedIn, but none of the ‘social media channels du jour’ should take up your headspace until you have a LinkedIn company page. Regardless of the size of a business, a LinkedIn company page is important for a few reasons:

T

Social media primer: LinkedIn

■ Credibility: Just as your uniforms, office and clean vans demonstrate your professionalism, a LinkedIn company page adds an additional layer of legitimacy for your business.

■ Help your SEO: When your LinkedIn page and profile are completed correctly, it helps your company show up higher in search engines. You can optimize your LinkedIn page with keywords and other tricks to boost it even more. Visit LocalBizSC.com and click Resources to download LinkedIn Company Page Playbook.

■ Engage employees, vendors and customers: Similar to other social channels, you can tag people and businesses to give them a shout out and get them engaged in sharing your messages. That’s a great way to build relationships and even prospect.

■ Promote your content: LinkedIn has a built-in publishing platform that allows you to share content directly on LinkedIn, which is especially good for professionals like attorneys and CPAs who want to establish credibility. This isn’t as difficult as it sounds as you may already have content you can repurpose from a blog or website.

■ Recruiting: If you are hiring, (and who isn’t always looking for great talent), LinkedIn is the place to start. People on LinkedIn are there for professional reasons and LinkedIn offers job posting services that is affordable and easy to manage. ■

LinkedIn company page basics: Getting started 1. Complete all the Page details. Every detail counts and helps your SEO. 2. Add important Page admins. These will be the people who help update your content.

3. Keep your images updated. This includes your logo and your banner.

4. Share content and engage with your followers. Tag customers, prospective customers, employees and vendors as appropriate.

5. Customize your call to action. Do you want people to call, email, or text?

Never assume people will know how to get in touch with you.

6. S et your notifications. Once you are active, people may contact you through LinkedIn, so make sure you know when they do and that you respond.

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Example of a great LinkedIn company page, according to LinkedIn: You may think Freshbooks is a big company with over 300 employees and customers in over 160 countries, but it started in 2003 in a basement.

Anything is possible.

Level up your (business) Instagram game

By Kaziah Howard

1. Know your audience. You might have the most aesthetically pleasing Instagram feed in the world, but if you're not reaching your target market, what's the point? Use a listening tool to discover key insights from consumers about your brand, and leverage these insights to curate your content.

Whether you are running a brickand-mortar business, an e-commerce empire, or launching your first startup, there's an audience for your business on Instagram. The platform places your brand in your clients' hands – via their phone – wherever they go. And, as the platform continues to roll out new business-focused features, there's no better time to revamp or launch your brand's Instagram account.

2. Publish goal-driven content. Managing a social media account takes thought and dedication. So ask yourself: why are you investing in your business' Instagram account in the first place? Are you trying to build brand awareness? Do you need a way to direct traffic to your website? Once you have your reason, build your brand's online narrative around that reason.

While Instagram involves many moving parts (you might be wondering, what is a regram anyway? Why doesn't anyone like my stuff?), attracting followers is easier than ever – if you are strategic.

Here are six ways to level up your business' Instagram game.

KAZIAH HOWARD is a social media strategist and creative director for SmartMarketing Communications.

3. Use relevant hashtags. Hashtags are more than just an extension of your caption – it's a way to organize content that makes it easier for others to find. Hashtags range from generic trends (#throwback) and location markers (#blufftonsc) to niche, brand-specific tags (#localbizmagazine). It's generally best to use a combination of both, but don't overdo it. A few relevant hashtags are far better than many irrelevant ones. The current "magic number" is typically cited to be around 9-15, depending on the industry.

4. Talk with them, not at them. Having an Instagram account is not an excuse to spam your followers with nothing but sales content. You've worked hard to build your following, and engaging your audience will make them want to stick around. Take on a conversational tone in the captions, reply to comments, and interact using quizzes, chat boxes, and reaction bars in Stories.

Contests are also a win-win: your feed gets more engagement, and when executed well, your follower count increases.

5. Know when to boost. More and more often, boosting posts has become the best way to grab attention on Instagram.

While it is easier to get attention organically on Instagram versus Facebook, boosting posts and creating ads ensures that you'll pop up in the right users' feeds.

6. Add calls to action. A follower reads your caption, likes your post – but then what? Adding a call to action (CTA) tells the viewer what to do next. The primary purpose is to create a post that both compels and motivates the reader to take action. You can direct them to your website "link in bio," offer a promo code, tag partners, and more. However, a common pitfall is not tailoring your CTA wording to current Instagram algorithms. Stay on top of this information to ensure your post gets maximum engagement.

Q1 2021 + LocalBizSC.com

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MARKETING

PReparing to rebound: THE ADDED IMPORTANCE OF PUBLIC RELATIONS AND SOCIAL MEDIA IN TODAY’S TIMES

BY ELLEN LINNEMANN The Covid-19 pandemic has impacted every aspect of every business – including marketing and public relations. Although during the height of the pandemic some companies may have made the decision to put marketing on the back burner, businesses today are quickly discovering that having effective communications and public relations strategies in place can make a tremendous difference in how they not only move on … but move in the right direction.

As businesses continue to get “back to business”, therefore, marketing and PR are taking on added importance for companies and organizations throughout all industries.

However, the changed world we now live in — and the need to adjust both marketing tactics and messaging – is driving a great deal of today’s most effective marketing and public relations strategies. And nowhere is that seen more than in the move towards creating and executing targeted digital marketing and social media campaigns that are proving extremely effective in helping to not only communicate key messages, but build businesses.

In these unprecedented times, in fact, it’s never been more important to continue to communicate the right messages through social media than it is now. And it seems like the phrase “listen before you speak” has never been more appropriate – where it’s critical to not only deliver the right messages about your company and/or brand to your followers (and clients/potential clients) but to deliver them with compassion, understanding and empathy.

Social listening allows you to track, analyze, and respond to conversations about your brand on social media in real-time.

It’s all about “listening” to what clients have to say about your services online, then making necessary changes based upon those comments. This happens in a two-step process:

T

■ Monitor your social media channels for mentions of your brand, products, and relevant keywords.

■ Analyze the information and respond accordingly. This can mean anything from responding to a customer’s comment to re-evaluating your company’s messaging.

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In these busy times, most business owners today don’t have time to manage their social accounts themselves, let alone spend hours scrolling through comments. There are, however, some social listening tools that you can be using to help monitor the conversations surrounding your business – and make sure you “hear” what’s going on — and what’s being said – about your brand.

HUBSPOT

HOOTSUITE

SPROUT SOCIAL

Hubspot’s social media product is a one-stop-shop for building campaigns, sharing content, and media analytics. You can also create custom keyword streamings so you can monitor the conversations being had about your brand.

Hootsuite’s social media monitoring dashboard displays messages, comments, and brand mention across several platforms so you can respond to them all in one place.

Sprout Social’s software uses real-time data monitoring to track conversations and brand-specific keywords. The program also offers social listening tools to help you scale up your engagement and notice emerging trends.

Like all industries “rebooting” from the changes brought on by the Covid-19 pandemic, marketing and PR have made adjustments in both the approach, and execution, of helping to build businesses. These changes, including an increased emphasis on digital marketing and social media, will continue

to make value-added marketing programs increasingly important in the months and years to come – and perhaps the best way to not only create widespread awareness of your business, but help build excitement and momentum as together we all move on to business growth in 2021. ■

Q1 2021 + LocalBizSC.com

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HUMAN RESOURCES

Remote work during & after the pandemic

LINDA KLINGMAN is the owner of HRCoastal. After working as a US HR manager at PricewaterhouseCoopers and EDS, she provides human resources consulting, outsourcing, and training services to businesses in the Carolinas and Georgia.

BY LINDA KLINGMAN

N

Navigating the COVID pandemic both during and after has been and will continue to be one of the biggest business challenges of our time, with most employers having to scramble quickly to rethink the way their people work.

Because there was no contingency plan for such an event, productivity took a back burner to employee safety. Assumptions, strategic plans, and company visions have changed profoundly and COVID’s economic impact will loom for years.

As business owners everywhere continue to plan and adjust what their particular “new normal” will look like post-pandemic, we look at how our Lowcountry businesses have adapted thus far and what the path forward could look like for employers and employees after COVID. Business owners had to weigh the merits and consequences of retaining,

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Because of COVID, many Lowcountry businesses became — and probably will remain — virtual. furloughing, or terminating employees. In the Lowcountry, 182 companies received over $1 million in loans, with hundreds of others receiving lesser amounts to pay employees and keep treading water. Since employees are a company’s main asset (and expenditure), businesses became more creative about how their essential employees could continue operations. As a result, one of the main trends that will continue is telework.

Because of COVID, many Lowcountry businesses became — and probably will remain — virtual. Employers scrambled to set up systems to continue their business with employees they could no longer see.

The HR issues we’ve seen primarily have

revolved around setting rules and expectations, providing policies and procedures, and establishing conduct codes for remote work. We anticipate that the need for these guidelines will continue as remote work becomes more of a norm.

Over the coming months, employees may need to become remote or take time off work on short notice. In late 2020, we saw hundreds of Beaufort County students quarantined due to COVID exposure at sporting events. This situation will continue for months to come as students return to the classroom, and employers will need policies to manage these unexpected interruptions as parents need to care for their children at home, where they also could be working. Since we’ve already experienced the sudden paradigm shift to remote work in March 2020, employer and employee may weather these unanticipated disruptions more smoothly.

One concern facing a virtual workplace is developing and maintaining trust and relationships. Increased teleconferencing has reduced the need for in-person meetings and finding the right balance between virtual and in-person meetings will be key. You might want to set up a “virtual water cooler” where employees can share what’s going on in their lives outside the office since they can’t do it standing together at the Keurig. The goal is to establish trust and promote engagement through human interaction, which Is sorely missing.

According to the Substance Abuse and Mental Health Services Administration (SAMHSA), that causes more anxiety, stress, and depression.

As remote work becomes more common, it raises unique issues to consider, including but not limited to, the social, emotional, and legal quagmire of working from home. ■

If your business now supports teleworkers, here are three important tips:

1

Be aware of state and local laws.

If you have remote workers in several different states, employment laws could differ in each. You should ensure you are compliant with the appropriate laws. For example, California’s legal environment is so different from the rest of the US that it requires separate training for every aspect of employment law.

2

Define and build your company culture. Make sure that all employees understand your company’s mission, vision, and values. These are the visual signs of your culture. Lacking face-to-face interactions can make it harder to instill company values and may lead to workers feeling disconnected from the people they used to see eight hours a day. That interaction is the underlying factor of your culture, so arranging for that “water cooler” will keep employees engaged.

3

Consider business expenses for those working remotely. If employees are using their computers and cell phones, cover their Internet and carrier costs.

You wouldn’t expect them to pay for these expenses in the office. It may also avoid compliance issues.

THERE IS NO SILVER BULLET FOR SUCCESS THERE IS A PROVEN PROGRAM Over the past two decades, SYNERGY

BUSINESS has helped hundreds of business owners and CEOs achieve measurable results by building High Achievement

Leadership. Custom programs include: • Building a culture of leadership

• Developing a strategic vision and action plan • Leadership skill training and development • Preparing for the unexpected

• Creating an exit and succession strategy Kathie McBroom Kathie.McBroom@thinking.organization.com 859.552.4991 Thinking-Organization.com

Q1 2021 + LocalBizSC.com

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HUMAN RESOURCES

“Now more than ever, you want to keep the customers you have and attract new customers."

Why I had to move to your competitor

BY RANDI BUSSE

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I am a customer who knows what I want. As it happens, I need the product or service that you offer. I don’t have to be “sold” because I’m ready to buy. At this moment, I’m considering buying from you. But I can change my mind and decide to buy from someone else because you’re not the only game in town.

You have competitors, and they offer the same thing you do, and for a similar price. I’ve decided to give you a try. The sale is yours unless you blow it.

I

HERE’S WHAT HAPPENED: ■ I visited your showroom and proceeded to wander around by myself. No one ever approached me, even though several employees were standing around talking with each other the whole time I was there.

■ I arrived at your restaurant without a reservation.

The hostess said there would be at least an hour wait, and made no suggestion that I consider waiting, for example, by having a drink at the bar.

■ I called your office and got voicemail. I left a message asking for a call back. It’s been three days now. No one ever called.

■ I walked around your big box store for 10 minutes before I found an employee. Of course, what I wanted wasn’t in his department, so he pointed me in the direction of the department “over there,” as if an invisible fence would deliver an electric shock if he left his territory to bring me there.

UNFORTUNATELY, YOU BLEW IT. We all know we are in the middle of a pandemic, unemployment is at an all-time high and the economy is in flux. That means that customers are cautious about the way they spend their money. I am too. But I am spending, and my decision not to spend money with your company had nothing to do with how much money I have.

Instead, it had to do with the way your employees treated me when I wanted to buy what you were selling, but couldn’t find anyone interested in helping me to do that.

If you are like most companies, you are spending money to make your phones ring, to bring prospects to your doors, to make browsers click on your Facebook pages and shop your website. You offer what I want. So I visited your business or called you on the phone. But your employees didn’t make it easy for me to do business with you.

Customers who don’t get helped become someone else’s customer. Now more than ever, you want to keep the customers you have and attract new customers. If you don’t provide them with an easy way to do business with you and an engaged employee who wants to help me, they are moving on — to your competitor! ■

RANDI BUSSE is a customer service speaker, trainer and author of “Turning Rants Into Raves: Turn Your Customers On Before They Turn On YOU!” workdevgroup.com

Website Resources Find cheat sheets, e-books, infographics, marketing resources, guides and more at localbizsc.com

only at

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MONEY MATTERS

Show Me the Money! $tart 2021 $trong

BY MARY PATTERSON

“Now more than ever, it is a good time to refine or redo your financial and business plans.�

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Money always matters. That does not mean it matters how much you make, although that is probably important to you. It also can mean that it matters how much you keep. And how much you give away. Even how much you enjoy what you can do with money.

This Money Matters section will bring you wisdom to help make more, keep more and give away more money. As we start 2021, it is challenging to predict what the year ahead holds, much less the next month or even week, so we will use the over-used expression: Now more than ever, it is a good time to refine or redo your financial and business plans.

As you read on about whether you should buy or sell a business and about why giving matters, keep in mind these COVID-created trends and implications.

1 2 3

Work from home will continue to impact businesses ■ Optimize your workforce – are there positions or tasks you can outsource to ‘gig’ workers?

■ Rethink your office space – that doesn’t just mean exiting a lease as you may need more space in the future.

Are there ways you can use your space differently so you have it when you need it?

Cyber security needs will heighten ■ Evaluate your insurance – does your policy cover breaches to limit the legal risks and expense? Should it?

■ Develop protocols – when people work from home their guard may be down or family members may use the company computer. Make sure your employees are aware of and follow your email and technology protocols.

Uncertain hiring environment makes retention and hiring more challenging ■ Retention – look for creative ways to retain key employees. For example, perks and benefits that impact the family may be more highly valued than in previous years.

■ Diversify – New sources of workers include women rejoining the workforce after raising children, college students taking a virtual break and newly retired people who don’t want to fully retire. Consider this pool of workers as you define roles.

4

Investment in marketing will increase ■ Mailed marketing is highly relevant – engagement is at an all-time high with marketing tactics that reach the mailbox, like magazine advertising (full disclosure of blatant self-promotion). Consider where your target audience is as you develop your marketing plan and if they are at home, reach them at home.

■ Marketing messages will continue to evolve – communicating safety is usually more important than offering promotions and discounts. Evaluate your messages and if they are the same as pre-COVID, your message probably needs to change.

5

E-commerce will continue to grow ■ Online Ordering – while Amazon may be king, there is a heartfelt shift to supporting local businesses. Make sure your business is able to transact online and communicate that to your customers and prospects.

As you slam shut the books on 2020, take this opportunity to plan for the knowns and unknowns in 2021. While we can’t predict the future, we can learn from the past. ■

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Q1 2021 + LocalBizSC.com

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MONEY MATTERS

Why giving matters

BY SARAH CLEMMONS Like your grandmother (or mother) always said, “it’s better to give than to receive.” Although we always pull out this adage as we pull out our wallets during the holidays, the word “giving” can mean something different to each person you ask. In a time when finances may be tight due to uncertainties presented by COVID-19, it’s important to remember that some of the most important gifts are the time and experience we can share in service to our communities.

Giving can be meaningful without a monetary value. Simply put, helping others makes you feel good and contributes to the greater good regardless of whether or not you are in a financial position to stroke a big check.

NAMI Lowcountry, the local chapter of a nationally affiliated nonprofit dedicated to mental health resources and awareness, demonstrates the circular nature of giving and human connection. All trained NAMI volunteers are matched to a program within their own personal experiences with mental illness. The result? Program participants note that NAMI volunteers are helpful because they can directly relate to the experiences of current participants. In turn, those participants recommend NAMI involvement to friends and relatives struggling with mental illness, whether through a personal diagnosis or in support of a loved one. Through their education and outreach programs as well as their support groups, NAMI Lowcountry knows about giving to the community.

Yet, in the early days of the COVID-19 pandemic, they made the decision to give even more because unprecedented times drum up unprecedented feelings.

L

SARAH CLEMMONS' specialties include membership engagement, customer service, interpersonal communication, social media and trade association management.

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Investing is not a PUZZLE, if your Advisor knows how to FIT the pieces together.

Fiduciaries As a result, Hilary Bryan who drives marketing and development efforts on the small but mighty staff at NAMI Lowcountry, shared that the organization decided in Spring 2020 to broaden its scope beyond current participants. Due to COVID-19 stressors like job loss and general uncertainty, some local residents were suffering from first-time experiences with depression and anxiety. For those people, NAMI was a lifeline to the additional support they needed.

Yet, mental illness does not have to be a constant dark shadow on our daily lives. NAMI Lowcountry’s “The Creative Mind” project shares how real life artists like photographer Emilie Reed and author (as well as NAMI Lowcountry Advocate) Wendall Churchill create art while living with mental illness each day.

The team of staff and volunteers at NAMI Lowcountry also has managed to put the creativity and fun back into fundraising with its locally legendary annual Mardi Gras Masquerade set to take place on Tuesday, February 16, 2021.

In knowing the support that NAMI Lowcountry provides to its participants, how can the Lowcountry community give to the local organization?

You can give through donations, by sharing your time and personal experiences with mental illness as program volunteers, or by participating in upcoming events like the Mardi Gras event. More information on NAMI Lowcountry can be found at namilowcountry.org or by calling the local office at 843-636-3100.

Make your grandmother proud and give what you can, when you can. ■

Independent Trusted

Bruce Brenner Wood, Managing Partner Robert Schaff, Financial Advisor/Operations Director Thomas Fox, Consultant/Investment Strategy Research WaterStreet Research Partners

A Registered Investment Advisory Firm

Hilton Head Island, SC • Charlotte, NC 7 Lafayette Place, Suite B, Hilton Head Island, SC 29926

843.790.7573 hiltonheadcapitalpartners.com

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MONEY MATTERS

MICHAEL KABIRI of Transworld Business Advisors

Should I stay or should I go now?

If this is the year you are going to decide whether you will stay or sell your business, there are a few things to consider besides the infamous Clash song. We spoke with Michael Kabiri of Transworld Business Advisors, who shared his expertise.

“When people ask me if 2020 was a busier or a slower time for us in terms of helping people buy and sell businesses, I say ‘yes.’

This is a fantastic time for both buying and selling a business. This is a unique time, unlike the recession of 2009 when foreclosures and bankruptcies were the exit strategy of choice. If someone is thinking about selling their business, there are many factors to consider,” Kabiri said.

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FINANCIAL CONSIDERATIONS ■ Tax implications. Any changes to the capital gains tax may have a huge impact on the net proceed from the sale of your business.

■ Loan repayment. Many businesses recently secured an SBA loan to weather the pandemic and/or to have ‘just in case.’ If you choose to sell your business, with the possible exception of PPE, you must repay the loan upon the sale of your business.

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■ Low interest rates. Most industry experts anticipate rates staying low through 2021, which works in your favor if you stay in your business or choose to sell. If you are selling, prospective buyers can borrow efficiently. If you need to refinance to invest in your business, you can put the low rates to work for you.

■ New prospective buyers. You can blame or thank Covid-19, but it did cause many people to leave the corporate world, lose their job or ‘retire.’ According to many Realtors in the Lowcountry, these business people are relocating and might have money to invest. You can only golf so much, right?

PERSONAL CONSIDERATIONS ■ Energy and enthusiasm. The toll the pandemic took on people varies and while you may feel burned out and ready to check out, there are people ready to re-start and your business might be right for them.

■ Success reality check. If your business had a great year in 2020, and believe it or not, many did, you need to honestly assess if it was due to COVID and if the success is sustainable. For example, if you own a primarily take-out restaurant and saw a huge boom beginning in May, that could be considered a shortterm lift brought on by the pandemic.

HELPING YOU MAKE Smart Financial Choices

Shush!

Keeping confidentiality is the single most important trait of a business broker and advisor. If word gets out you are even considering selling your business, you risk: Losing employees – They will feel unsettled and might look for more stable employment Losing customers – They will question whether you will be there to provide service should they need it Awaken your competition – They could pounce and approach your customers and employees

We help you simplify your financial planning process and act in your best interest to help you work toward your financial goals.

WEALTH MANAGEMENT RETIREMENT PLANNING RISK STRATEGIES We help build a personalized plan to help you build wealth, protect your family, preserve your assets, and any other goals you have.

We are Marc Stuckart, CPFA and Creighton Stuckart, CFP® a father and son team who founded Atlantic Investment Advisory Group to provide a straightforward financial planning solution to coastal South Carolina families.

■ Face a falter. On the other hand, if your business faltered in 2020, was it due to COVID or are there other economic factors in play? A prospective buyer can factor the COVID impact into their value assessment. However, if there are trends in your industry that COVID accelerated, that may suppress the valuation.

For example, if you own a retail store that was seeing business ever-so-slowly shift to online, that shift likely accelerated during the pandemic. Be honest with yourself as to the real reason for your decline in sales.

In your decision-making process, it is critical you seek professional advice from your attorney, your financial advisor and a business advisor intermediary.

What can a business advisor intermediary do for you?

1. They hold up that mirror so you can make an honest assessment of your situation.

2. They provide options. Sometimes, not selling right away is a better option.

3. They can help with positioning the business for sale and help with the selling structure.

4. They find buyers or other solutions to help you achieve your goal. ■

Clear Guidance to Help Grow and Protect Your Wealth

. SUITE 203 . HILTON HEAD ISLAND, SC 2 PARK LANE ATLANTICADVISORSHHI.COM 843.341.3300 ATLANTICINVESTORSHHI.COM

Financial Advisor offering securities through Cetera Advisor Networks LLC, member FINRA/SIPC. Advisory services offered through Summit Financial Group, Inc., a registered investment adviser.

Summit and Cetera are affiliated and under separate ownership from any other named Q1 2021 + LocalBizSC.com 67entity.

IN FOCUS

Covid-19 and the workplace EMPLOYMENT LAW UPDATES SURROUNDING THE PANDEMIC: WHAT EMPLOYERS NEED TO KNOW

BY ELLEN LINNEMANN As we continue to navigate through the pandemic, employers throughout all industries are facing many legal questions as a result of issues surrounding Covid-19. From making sure to adhere to federal regulations put forth in the Families First Coronavirus Response Act, to ensuring the best ways to both protect the health and safety of their employees while managing their workforces, it’s a challenging time for employers – as they work to adapt to the rapidly changing landscape of employment law in today’s unprecedented times.

Of the numerous legal issues facing employers today, Melissa Azallion Kenny, a partner at Burr Forman McNair concentrating her practice in employment and immigration law, notes that there are three key issues that employers today need to address.

“One of the biggest issues facing employers today is managing employee leave of absences due to Covid-19, including making sure to comply with the Families First Act, Americans with Disabilities Act and Family & Medical Leave Act,” she notes. “In addition, employers need to be focused on addressing safety concerns and adhering to guidance issued by both the Occupational Safety and Health

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MELISSA AZALLION KENNY is a partner at Burr Forman McNair.

Administration (OSHA) and the CDC, making sure to follow all recommendations in order to best protect their employees. The third issue that has emerged as a result of the pandemic surrounds the surge in teleworking and the legal risks associated with employees working remotely, including possible injuries at home, productivity issues, and time tracking.”

With many employers seeking counsel in order to ensure that they are following all legal guidelines at this complex time, Kenny notes some of the most common questions that she is fielding from employers today, including how long they have to hold a position open for an employee and whether to provide paid or unpaid leave. In addition, she notes, there are specific questions surrounding the virus itself, such as whether an employee needs a negative test to return to work and what employees should do if they had close contact with someone who tested positive.

The answers to these and other questions surrounding Covid-19 in the workplace, Kenny points out, are dependent on the facts and circumstances of each case with each case looked at individually.

“One of the most important things an employer needs to do is to have clear handbook policies, and to document these policies in a handbook that clarifies their specific policies surrounding Covid-19 and

3 takeaways

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Have clear policies and consistently apply & enforce. Maintain your current policies, or create a specific new policy surrounding Covid-19 … and make sure you communicate them to employees.

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Document issues. Document all issues as they arise, so if you need documentation of a specific incident or situation, you have something in the personnel file. “Many employers may underestimate the importance of documentation, but it’s one of the most important things an employer can do to protect themselves,” Azallion Kenny notes.

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Be flexible. It’s a difficult time for everyone right now, so make sure to listen to your employees’ concerns. Some employees may be at higher risk, or be balancing the challenges of working while their children are learning remotely. “Empathy goes a long way,” says Azallion Kenny. “Showing understanding and compassion for your employees can help enhance business relationships both now and in the future.”

employment issues,” she stresses. “Employers can, and should, consider their past practices, but also need to have clear and documented policies that should help protect an employer if a legal situation arises.”

In addition to adopting and documenting specific Covid-19 policies, Kenny also stresses the importance of employers recognizing the vital role that their managers play at this time.

“Managers, particularly senior managers, are oftentimes considered to be agents of the company and act on behalf of the company,” she points out. “It’s critical “ One of the biggest that employers bring their issues facing managers into the fold to fully understand the comemployers today is pany’s policies surrounding managing employee Covid-19, so that when they leave of absences interact with other employees decisions are made on a due to Covid-19.” consistent basis. Both open communication and specific training of managers surrounding your company’s Covid-19 policies will ensure consistency of messaging for all employees, helping to reduce the risk of legal issues resulting from inconsistent information given to employees.”

Looking ahead as we move into 2021, Kenny notes that the change in presidential administration will also have an impact on employment law, noting that employers should expect a more employee-friendly Department of Labor in the months, and years, to come.

“In addition to the probability of the Families First Act extending well into 2021, there are a number of other changes that will likely impact employers moving forward, including a possible national mask mandate, extended benefits for unemployment, and Covid liability concerns. Employers should also be thinking about the company’s position on mandatory vaccines and whether it is a business necessity.”

As we continue to make our way through these unchartered waters, Kenny notes that it’s important for employers to keep updated as to the latest guidance and legislation surrounding Covid-19 and employment law — and to seek legal counsel proactively rather than reactively, if needed. “Many employers may still not be aware of the legal issues surrounding the pandemic, and could benefit by seeking counsel to ensure that they are following all protocol in the workplace,” she notes.

“Seeking the advice of an attorney before there are any legal issues can actually save you money in the long run, while also protecting the health, safety and well-being of all of your employees at this challenging time.” ■

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IN FOCUS

Estate planning in South Carolina THE 4 DOCUMENTS EVERYONE SHOULD HAVE IN PLACE

BY CATHERINE WEST OLIVETTI AND ALISA L. MCCRAY Estate planning is the process of making decisions and executing legal documents that address your medical and physical care desires during your lifetime and the distribution of your assets upon your death. Many people believe that having an estate plan is only for “wealthy” people, but if you are able to read this article, you would probably like a say in who controls your income and assets and how your medical care is implemented if you were to become unable to make these decisions for yourself.

We are often asked what documents constitute a basic estate plan. In South Carolina, there are four documents that everyone should have: a Last Will and Testament (“Will”), a Durable Power of Attorney, a Health Care Power of Attorney, and a Living Will.

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CATHERINE WEST OLIVETTI AND ALISA L. MCCRAY are attorneys at Olivetti, McCray & Withrow.

 A Will is a legal document that states how and to whom your property will pass at your death. It only becomes effective after your death. This document ideally names an executor (called a “Personal Representative” in SC), waives the requirement for that person to post bond, and gives that person the ability to sell property, close bank accounts, and generally administer your estate.

We should note that many assets do not generally pass subject to the terms of your Will, such as jointly titled property and bank accounts, life insurance, annuities, and IRAs, 401(k)s, and other retirement accounts.  A Durable Power of Attorney is a legal document that allows you to appoint an agent who will have authority to manage your finances and care if you become unable to do so. In SC, we have special execution and recording requirements for these documents, and our legislature has put forth specific language that must be in the document in order for banking institutions here to rely upon it. If you become incapacitated, and you do not have this document in place, someone will have to petition the local probate court to take control of your assets.  The SC Health Care Power of Attorney and Living Will are our state’s “advance directive” for health care. Under these documents, you can appoint an Agent to make health care decisions for you if you are unable to do so. You also have the power to make end of life decisions in the event you become terminally ill or permanently unconscious.

It is important to understand how the documents will work specifically with your assets and family structure. For this reason, we strongly recommend a holistic approach to estate planning that uses these legal documents as a starting point for creating a practical plan for you and your family. ■

The impact of Covid-19 on personal injury cases WHAT BOTH INJURED PARTIES AND BUSINESS OWNERS SHOULD KNOW ABOUT PERSONAL INJURY LAW TODAY

BY DAPHNE WITHROW There is no doubt that life as we know it has been impacted in many ways due to Covid-19.

If you have suffered a personal injury or believe you are the victim of medical malpractice, there are certainly additional concerns you may have regarding obtaining needed medical care and treatment at this unprecedented time.

Although it is certainly understandable that many people may prefer to avoid hospitals and doctors’ offices due to concerns about Covid-19, it is often critical to be examined by a medical professional as certain injuries can only be diagnosed in person. Seeking and obtaining medical care after an injury in a timely manner is not only essential to maintaining your health and well-being, but it also provides the timeline and official record of your injuries and treatment which is critically important if you decide to pursue compensation for your claim.

The same holds true for those who may be receiving on-going medical treatment for an injury. It is imperative that you follow up with medical appointments and other continuous care such as physical therapy. Keep in mind that Healthcare providers are uniquely trained and prepared to provide safe medical care during this time.

Unfortunately, more difficulties may also come in the form of obtaining compensation for personal injuries or medical malpractice. Some insurance companies are using Covid-19 as an excuse or tactic to delay or deny valid claims for compensation. This is due in part to concerns for the possibility of profit loss during the pandemic. This may either create potential settlement delay or a total unwillingness to settle at all. Injured victims may end up taking less than they may otherwise be entitled to because of ‘low-ball’ offers from the insurance company as well as of their own personal financial hardships.

For business owners, there are ways to protect and reduce your potential exposure to lawsuits during this time. First and foremost, follow all state and local requirements as well as those of OSHA and the CDC. Create, follow, and frequently review and update your own internal policies and procedures so that there is clarity for all employees as to the appropri-

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DAPHNE WITHROW is a personal injury lawyer and partner at Olivetti, McCray & Withrow.

ate precautionary measures in place. Stay informed as to what others in your industry are doing regarding pandemic precautions. Lastly, carefully document your prevention plan and respond quickly to any complaints relative to the ongoing health and safety of both your employees and clients.

Covid-19 has affected every aspect of peoples’ lives – and personal injury claims are no different. Whether you are a business owner facing a potential lawsuit surrounding the coronavirus, or have questions about how to best proceed in today’s health care system surrounding your injury and a potential personal injury claim, an experienced personal injury attorney can help you navigate through these challenging, and very different, times – and help you understand the complexities of personal injury law today. ■

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IN FOCUS

There are two sides to every coin LEGAL CONSIDERATIONS FOR COMMERCIAL LANDLORDS AND TENANTS

BY DANIEL SAXON Both landlords and tenants appreciate that the Covid pandemic has caused or accelerated fundamental changes in the way we do business. They just see the challenge from a different perspective. Market trends indicate a continued decline in the ability to support local brick and mortar retail with the shift to online ordering and continued work from home and telecommuting. These two key factors suggest a sagging market for both retail and office space in 2021.

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TENANTS SHOULD PREPARE FOR A SUCCESSFUL LEASE RENEGOTIATION Tenants first need to understand that their landlord typically has significant costs associated with the leased premises and expects to receive some return on investment after expenses. While it not the landlord’s responsibility to support the tenant’s business operation, generally neither the landlord nor the landlord’s lender want to see the tenant evicted from the premises. If a tenant finds himself in a lease that he cannot financially support, it typically creates a benefit to all parties to restructure the lease under acceptable terms to the extent that is possible.

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DANIEL SAXON is a real estate attorney, partner and shareholder at Novit & Scarminach.

Tenants can increase their odds for success in a lease restructure if they are prepared when they approach their landlord. I suggest creating a set of talking points:  (i) demonstrating the effect (and extended effects) of the pandemic on their business (declines in revenue, workforce shortages, and increased expenses)  (ii) a specific request for restructure—if that is a rent reduction, an amount of rent that can be supported by the current business operation of the tenant  (iii) a brief pro forma demonstrating the successful operation of the business under the proposed restructure.

If the tenant is already in default under the lease, they should understand that the eviction moratorium was not a rent holiday. Tenants are still responsible to the landlord for any missed rent payments, together with late fees and interest as permitted under the terms of the lease agreement. Accordingly, tenants should include a plan as to how the arrearage can be repaid — whether in whole or at a reduced amount, in one sum or over time, or perhaps a forbearance agreement with conditional forgiveness at the end of the lease term.

LANDLORDS SHOULD WORK WITH TENANTS TO FIND REPAYMENT SOLUTIONS Other than larger shopping centers, it is my experience that most landlords are local folks who are also impacted

by Covid. Even when the landlord is a large company, the company has lenders and shareholders or investors who expect payment. While under stress during this difficult time, a tenant may think of their landlord as a faceless entity, which isn’t helpful in a negotiation.

Landlords can avoid this misconception by personalizing their contact with their tenant(s). Landlords can let the tenant know that, while they understand the tenant’s financial difficulties, breaching the lease agreement places the burden of operating the tenant’s business directly on the shoulders of the landlord.

When faced with defaulting tenants, threatening a lawsuit and eviction is often less likely to result in a positive outcome for the landlord. Working through the lease and rent issues might mean accepting (i) payment of arrearages over additional time; (ii) some form of a payment holiday; or (iii) resolution through a reduction of rental income. This is more likely to result in a paying tenant, rather than a vacant space and a costly, but ultimately uncollectable judgment against a tenant.

If a breach is inevitable, the landlord should consider an arrangement with the tenant involving a peaceful surrender of the premises in good condition and some type of payment plan for what is owed under the lease. A civil action for eviction and damages should be the last resort.

“CHANGE THE LOCKS” IS A COMMON MISCONCEPTION Often, landlords believe that if the tenant is late with a rent payment, it is possible to simply “change the locks” and take possession. Tenants often fear they could show up to their business to find a bolted door. This is not necessarily the case. Commercial lease agreements typically require the landlord to give the tenant written notice of the default and allow some reasonable cure period before proceeding with petition for eviction. Lease agree“ Given the significant ments generally provide impact Covid has had the right to terminate on both landlords and the lease after the cure period. Because the early tenants, it’s important that termination of a lease both parties understand may cause the landlord both sides as they unintended future consequences with respect reconsider their lease.” to his future remedies, the landlord should discuss any such early termination in advance with their attorney on a case-by-case basis.

This should be done prior to sending a written notice of termination or a written notice of default, which purports to give the right of termination.

Likely, the best protection for the landlord is to maintain contact with tenants who become delinquent and to follow the notice requirements under their specific lease agreements. Eviction actions can be time consuming and the clock often starts with the notice of default and right to cure.

LANDLORDS AND TENANTS SHOULD CONSIDER AND REVIEW LEASE REWRITES I advise both landlords and tenants to review Force Majeure provisions. These excuse performance under an agreement based on specified events beyond the control of the preforming party. The typical language includes weather events, civil commotion, war, and other acts of God. Pandemics may not be directly specified, but may fall under the act of God portion. Force Majeure is not implied—it must be specified in the contract. All parties should review these provisions and make revisions as appropriate.

Given the significant impact Covid has had on both landlords and tenants, it’s important that both parties understand both sides as they reconsider their lease. I strongly recommend they review their lease agreements with their lawyers now because 2021 will be different than years past. ■

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SPOTLIGHT

Case study: HOW SERG GROUP TRANSFORMED ITS OPERATIONS ALMOST OVERNIGHT

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THE PROBLEM The food and beverage industry was impacted by COVID more than most. Like many independent restaurants, the SERG Group had to shift to a take-out and delivery model. Having more than 15 restaurants in the group, it was easier said than done. For SERG, after the COVID closure, reopening created a dramatic increase in call volume and internet traffic, which was compounded by the challenge of varying take-out capabilities at each restaurant, not to mention that each restaurant has its own phone line.

“Fortunately, the SERG Group has strong vendor partnerships, which turned out to be a saving grace during COVID,” SERG Group president Alan Wolf said. “We immediately turned to our technology partner, Hargray, to help us use their technology to transform our business model. Because we were confident in their capabilities, we were able to focus on new restaurant procedures and helping our staff during that difficult time.”

Why businesses need a mentor

BY KAREN A. CASEY

THE SOLUTION: A SERVING OF FLEXIBILITY AND SPEED The SERG Group had a VOIP (Voice over Internet Protocol) phone service. The flexibility of this system allowed the management team to monitor calls remotely and the system directed calls from each restaurant line to management’s cell phones. Phone line access also was expanded at traditional take-out intensive sites like Giuseppi's and Holy Tequila as well as newly busy take-out sites like Marleys Shrimp & Burger Shack and Charbar.

Website traffic, driven largely by online ordering, spiked dramatically after the COVID closure. That demanded a digital solution that could securely and quickly handle increased credit card transaction volumes. Fortunately, SERG was already running on Hargray’s fiber network and was able to handle the increased traffic.

THE RESULTS: OVER 100 PERCENT The VOIP phone service combined with the online ordering program allowed SERG to increase its guest take-out business by over 100 percent across the restaurant group, May through August. The Hargray fiber network allowed SERG to maximize sale capture through online ordering. In a busy restaurant or any other company for that matter, there are so many priorities in the day-to-day operations that the last thing business owners want to worry about is a phone system or internet — those are table stakes (pardon the pun). It is during a time of crisis, like COVID, that you realize that technology is critical to your operation.

KEY TAKEAWAY: DON’T WAIT UNTIL IT’S TOO LATE Evaluate your business’ technology capabilities now, as consumer behavior will continue to change. You need to be prepared for that change, and the unknowns. ■

Being a business owner can be a lonely job.

They need to be the technician, bookkeeper, marketer and multiple other roles. While they may have professionals to help – attorneys, accountants and others – who is there when they need someone to talk to or bounce around ideas? Perhaps they turn to their spouse or family member but those relationships may be too close to home for some difficult conversations.

This is where a business mentor can help.

Why a business mentor? You can ask questions without judgment and get advice. Perhaps you can vent when things do not go as planned.

A mentor can provide a different perspective and employ key skill sets that will provide you a better understanding of the issues outside your area of expertise. A mentor also can be your sounding board and keep your feet on the ground while giving you a gentle nudge to take a chance but knowing the risks you face.

Per SBA.org, 70 percent of small businesses that received mentoring survive more than five years, double the survival rate of non-mentored business owners. This survey also found that 88 percent of business owners with a mentor said that having one was invaluable. Businesses reported higher revenue when they have a business mentor.

There are various sources of business mentors – Women’s Business Centers, Small Business Development Center, SCORE and Veterans Business Outreach Centers. The key is finding the right mentor who can provide support for you and your business at any stage (start up, growth, maturity, and exit). ■ KAREN A. CASEY is a certified SCORE business mentor.

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ASK THE EXPERT

Clean thinking is your best business strategy In 2021

BY MEL SAVAGE OK, so 2020 was a bit of a Gong Show.

It was a year of extreme ups and downs, and a lot of take-out.

One thing is for sure; no one was left unscathed. It was stressful.

Uncomfortable. Worrisome. And for many, heartbreaking.

2020 was a reminder that life is uncertain. But let’s be honest, it always was. It just took a global pandemic, a civil rights movement and cable news to shake us out of our false sense of certainty that life would always be the same.

MEL SAVAGE is an executive coach and founder of The Career Reset, specializing in career and business planning.

She has 25-plus years corporate experience working in senior management with McDonald’s Corporation and in partnership with CocaCola, Kraft, Ford, General Motors, the NHL and the IOC. She is also the host of The Career Reset podcast.

You can find out more at thecareerreset.com.

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Now that you know that anything can happen at any time, how can you use that information to empower you and your business in 2021?

It all starts with a clear mind. Or what I like to call clean thinking.

Normally, business plans include product, investment, marketing and people strategies.

But what about your leadership strategy? In an uncertain world your number one strategy needs to be about how you decisively and calmly handle the unexpected in your business for the best return.

THAT’S WHERE CLEAN THINKING COMES IN. Clean thinking is the ability to quickly ground yourself so you can show up at your best, no matter what kind of ‘stuff’ is hitting the fan.

Whenever you want to make a decision, it’s best to do it with a clean, drama-free mind.

But it can be tough to think cleanly when

things seem chaotic. So the best way to do this is to decide on your clean-thinking approach ahead of time. Here’s a simple way to get started; 1. Make a list of potential obstacles. Life happens. There always will be a limitless number of random events that could derail your business plans. Make a list of events that could get in your way; big or small. It could be anything from unreliable employees to product shortages to acts of God. 2. Decide how you want to think in those situations. Ask yourself what the best version of you would think in order to maximize your results in each of those events. So when an employee doesn’t show up for work, do you want to think %&#%!@! ? Or do you pivot to thinking something more constructive? Proactive?

Solutions oriented? What would the best version of you do?

Terry has been in the insurance business since 1979. He joined the Correll Insurance Group of agencies as the President of Correll Insurance Group of Hilton Head (CIGHH) and South East Coastal Underwriters (SECU).

Prior to joining CIGHH/SECU Terry was the owner of a business consulting and education firm in Florida specializing in coastal insurance for businesses as well as designing one of the very first programs for insuring affluent coastal homeowners.

Terry accepts national speaking engagements on a variety of insurance industry topics. In addition, he is recognized by Federal and State Courts as an expert witness on insurance contracts.

MEET OUR PRESIDENT Terry L. Tadlock

Clear your mind

Scrub away drama, chaos and negativity.

EXPERIENCE THE DIFFERENCE Member of Correll Insurance Group

25 Locations across South Carolina, North Carolina and Tennessee 3. Practice showing up that way now. There’s no need to wait for the unexpected. You’ve made a list of what clean thinking looks like for you. Start practicing now. And if you blow it the first 50 times, no problem. That’s why it’s called practice. Over time, it’ll get easier. So the next time the world goes upside down, you’ll be at your best.

Remember, there’s nothing wrong with feeling disappointed or sad when something unexpected happens. Having negative feelings makes you human. But when it comes to your business, having a clean-thinking strategy in place will help you quickly regroup and move forward with purpose. ■

Terry holds the following professional designations, Certified Insurance Counselor (CIC), Chartered Property and Casualty Underwriter (CPCU), Construction Risk and Insurance Specialist (CRIS) and is also an approved Coverholder with Lloyds of London.

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Let our experience, education and innovation work for you.

Our Culture is what sets us apart.

Four words make a difference.

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Now with two convenient locations to serve you: 15 Bow Circle, Suite 101 Hilton Head Island SC 29928

8 Arley Way, Suite 101 Bluffton SC 29910

1.888.668.8082 www.correllhhi.com “Insuring the Carolinas since 1931” Q1 2021 + LocalBizSC.com

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ASK THE EXPERT

Depression and stress

With working from home, I feel our employees may become more disconnected from the team and company.

BY DR. PATRICK WIITA Communication always has been one of the most important leadership tools for managers and business owners. With more and more people working remotely, business leaders might find that augmenting their communication skills helps their employees feel confident and motivated towards shared company goals. Here are some ways to supercharge your business communication in the era of #workfromhome:

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OVERCOMMUNICATE When an employee or team member reaches out with a question or request for guidance, waiting for a response could be anxiety-provoking. With everyone working together in an office, the physical closeness affords a feeling of comfort and cohesion on an unconscious level. Working from home, individuals may feel adrift. Replying to emails from your employees quickly or participating actively in a group chat can help them feel anchored and lets them know you appreciate their diligence and dedication to team goals.

Are there things I can do to help my employees feel motivated and mentally healthy while working from home?

KNOW YOUR PEOPLE Some employees are going to thrive with little supervision. You may take this opportunity to identify people for promotion to management positions as your business scales. Other employees may need frequent reassurance and guidance. If you’re being a good manager, you likely already knew who these employees were long before the pandemic emerged. Make use of the time you don’t need to spend with the self-starters to lend more support to the rest of your team.

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Four-legged interference

As much as you love your dog, barking in the background can cause frustration and agitation.

BREATHE Taking your work home with you necessitates bringing your home life to work. Know that all of your employees are having to cope with unavoidable distractions in this new environment. That dog barking in the background is probably just as frustrating to its human as it is to everyone else on the conference call. Taking some deep breaths and keeping your cool will earn you social capital with your employees and ward off burnout.

MAKE FACE TIME Consider replicating the social aspect of the communal break room with a regularly scheduled, brief video hangout during business hours or perhaps a weekly video “happy hour” towards the end of the week to help your team transition from work-fromhome to relax-at-home.

A big part of team communication is listening to feedback. Ask your employees for feedback on new dynamics or routines.

If something’s not working, ditch it. Make a note of which changes have been most effective and you can start thinking of how to incorporate these into your workflow when everyone is back in the office. ■

FaceTime

A phone call can't replace face-toface. Make sure you smile and replicate your in-person connection as much as possible.

The power of grateful thoughts

BY KATHIE MCBROOM

KATHIE MCBROOM is the owner of Synergy Business Group, a Blufftonbased business coaching practice with the focus on Building High Achievement Leadership teams within organizations world-wide. thinkingorganization.com

Some people believe (myself included) that your success, your happiness, and almost everything manifests from a powerful invisible force: your thoughts.

Thoughts are not random things that come and go. Rather, thoughts can influence our behavior and actions, which in turn directly impact the outcomes and results in our lives. Even though your thoughts, or what I refer to as “mindset,” are unseen by anyone — in other words, your mindset is internal — its affect is quite visible.

According to motivational speakers such as Tony Robbins and Brian Tracy, your mindset accounts for 80 to 95 percent of your decisions, success, emotions, and achievements.

Many of the greatest leaders have understood and harnessed the power of mindset. Margaret Thatcher, the first female prime minister of Great Britain, knew the power of mindset and often said, “Watch your thoughts because they become your actions.

Watch your actions because they become your habits. Watch your habits because they become you.” Henry Ford, the man that changed the lives of people around the world, profoundly understood mindset when he said, “There is nothing standing between you and success except your thoughts.”

No matter your age or circumstances, it is never too late to improve your thoughts. A positive mindset will help you to more easily overcome challenges and to have positive relationships, which are key factors for success. The question then is, how do you achieve a positive mindset?

There is no quick fix, yet you can begin to feel different, and maybe even see things around you change, with a few simple steps: 1. Start and end your day by identifying three things you are grateful for and why. (For instance, “I am grateful for the warmth today since it feels good to be outside.”)

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2. Speak your gratitude out loud. Saying what you are grateful for out loud has an even bigger impact on your mindset than just thinking a grateful thought.

PATRICK WIITA is a child, adolescent, adult and forensic psychiatrist. Due to the pandemic, he is providing services virtually using state-of-theart telepsychiatry technology.

3. Stop talking about difficulties and fears and replace negative thoughts and worries with a grateful thought or word.

Building a positive mindset is a journey, but it is a journey that pays dividends both professionally and personally. Imagine what it would be like to be confident, assured, and peace-filled despite seemingly negative people, situations and events. The new year is a perfect time to shift into a positive mindset by developing the practice of thinking and speaking grateful thoughts. ■

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ASK THE EXPERT

What to wear for your Zoom business call

BY KATHRYN MADEMANN Zoom calls are the new arena for our personal and business lives. Since COVID, many of us are working from home, and as we start the day, we are blurring the lines between our personal and business lives. Since you aren’t going to the office, how should you dress for your workday?

Good question! This depends on you and the professional image you would like to portray.

It is important to understand that when you are participating in a Zoom call with a boss, colleague, or group of people, both your presence and professional image will be noted. Personally, I still am adamant that it portrays a level of respect to dress appropriately for a business meeting. Nine months into COVID I still find it perplexing when someone isn’t visible and only displays their name in their personal window. There always will be an undeniable importance to “showing up,” and if you actively choose not to, what message does that send to all involved? Ask yourself this, would you walk into an in-person meeting with a paper bag on your head?

A common question that arises in my conversations is “How can I create a professional look for a Zoom call?” As an image stylist, I am steadfast to the 10-12 basic but special colors that complement our personal canvas. This canvas includes the color of our hair, skin tones, eyes, and even our teeth.

Over the years I have coined “Personal Wow” colors, and once you find yours, they become a powerful tool at your disposal.

Beyond color, it is important to understand the relative styles that complement your figure. Wear clothes that are fresh and neat, not too clingy nor baggy. When you look unkempt, you portray to the world you are an unkempt

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person. In my TEDxTalk, I spoke to the point that you have “7 Seconds to Make a First Impression” which is really three seconds and it’s non-verbal. Harnessing the above are all tools designed to create your image.

Non-verbal communication has become a critical part of our Zoom-forward world, and as a professional, you must understand the power of your presence.

For the first time, many of us are at the crossroad of missing “professional dress” and enjoying the freedom of wardrobe. With “relaxed fit” growing more popular, always remind yourself that there is a great mindset that professional dress can achieve. The world is leaving things very blurred right now, but as an expert in creating a personal image, my suggestion is to get dressed every day for work. This may not mean wearing your favorite suit or dress, but focus on creating that professional image we have discussed.

KATHRYN MADEMANN’S passion is to help women and men discover their unique style, regain confidence and feel great about themselves in their personal and professional lives, knowing that confidence in one’s appearance is empowering. You can follow Kathryn on social media or learn more at km2style.com.

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Appearance matters

You comb your hair and change your PJ's to go to the office.

Don't drop your professionalism just because it's a Zoom meeting.

The combination of colors, styles, and grooming can create a powerful and harmonious wardrobe. For men, keep your facial hair, neck and sideburns trimmed. For women, if you wear makeup, keep it simple, although wearing a little extra mascara will brighten your eyes. Wear jewelry, such as gold, silver, or pearls, around your face. It’s very flattering and a great way to brighten up your skin tones and smile.

There is a standing joke that says, “Zoom calls are great because I can sit in my underwear all day and no one will know.” My response is, “you better not spill your hot coffee!” Wear pants, folks! ■

Quick tips for business Zoom calls 1. Dress in work attire for confidence.

2. C reate a “ready-to-go” Zoom wardrobe.

3. Choose colors that complement your personal canvas.

4. Wear styles that complement your figure. Beware if it’s too tight or baggy. Ill-fitting clothes are distracting.

5. P rints can be distracting. Keep the print small and choose colors that match your “personal wow” colors.

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6. B e sure your computer screen is level with your face. A simple trick is to put your screen on a box or a pile of books to bring the screen up to the level of your face. It’s distracting to see a half of a head, someone’s eyebrows, nostrils or the ceiling fan.

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SPOTLIGHT

Hilton Head Island-Bluffton Chamber of Commerce

A look back and a glance forward at the Lowcountry’s top economic driver Was fall the new spring on Hilton Head Island?

It felt that way as the upward trend of home and villa rentals led to a rebound following an initial spring halt to much of the island’s top economic driver of tourism.

Tourism officials had the unenviable task of assuring residents that safety and tourism weren’t mutually exclusive, and that businesses could adapt and operate safely in a post-quarantine environment following the early months of the pandemic.

“Residents have been coexisting successfully with visitors for decades,” said Bill Miles, President & CEO of the Hilton Head Island-Bluffton Chamber of Commerce. “We knew it was critical to ensure both residents and visitors were staying safe together throughout the visitor season, which is why we launched the Path Forward Plan.”

Compared to the rest of the country and around the state, pandemic rates for Hilton Head Island and Bluffton remained lower by comparison even with a summer season shared with visitors. Fall continued with lower rates than many places were seeing.

The trend continued into fall with record numbers in terms of visitation and homes, villas and hotels filled with families not only remotely working but on “schoolcations” with students able to learn from afar.

Fall undoubtedly helped bolster spring drops for our economy and 2021 looks promising as vaccines become more readily accessible and corporate groups feel more optimistic about travel. Pent-up demand among leisure travelers will also be at an all-time high.

The other silver lining of 2020 is the rise in property values. According to Jean Beck, CEO of the Hilton Head Area Realtors, sales were up in fall months over 50%. “It’s a seller’s market,” she noted with low inventory and high demand. ■

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“ Compared to the rest of the country and around the state, pandemic rates for Hilton Head Island and Bluffton remained lower by comparison even with a summer season shared with visitors.”

Ways a chamber can help build your business

BY JOHN KIRKLAND

Greater Bluffton Chamber of Commerce

There is a saying that “you get out what you put in,” and that holds true of your chamber of commerce membership. Chamber membership is essential to every business in every market and every chamber has a variety of benefits for members. Like anything else in business, it is imperative you take advantage of as many opportunities as possible, including those offered by your chamber. It is not enough to simply have a membership. It is critical to be proactive and seek out the opportunities your membership will provide. Below are a few benefits that you should look for and how to take advantage of them.

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■ Member-to-Member Deals – You can access exclusive offers to save money and you can grow your business by giving an offer to other members.

■ Promotional Opportunities – A chamber’s website is highly trafficked. Because of the high volume of views, promoting your business on a website is a smart move.

■ Networking – Personal connections in a small market are crucial because people do business with people they know and trust. Chamber events provide your business with many opportunities to connect with other businesses leaders.

■ Participating with Programs/ Committees — Being active on a committee is networking taken to the next level, giving you a chance to showcase your skills to your peers and community.

■ Business Profile listed in Chamber Member Directory – Often a member’s chamber listing is what appears first in Google search results, even before the member’s own website. This is in part due to the credibility, longevity and traffic volume that Google credits to sites.

■ Connection to the community – In addition to business networking, a Chamber can connect you directly to other business owners and leaders in the community as well as local government and local media.

■ Knowledge is power – During COVID, hundreds of businesses turned to their chamber to find out about PPP loans, available resources as well as other timely and credible COVID information.

Local businesses are the backbone of a community like ours and connecting with each other is vital to having a vibrant, successful community. Whichever chamber you join, just remember that you get out what you put in! Don’t let opportunity pass you by, put the chambers to work for you! ■

JOHN KIRKLAND is president of The Greater Bluffton Chamber of Commerce.

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SMART STUFF

Would you believe the goal of LOCAL Biz is for you to feel a little bit smarter after you read each issue? Looking back at the classic television series Get Smart, Maxwell Smart was ahead of his time. Technology has yet to give us a shoe phone or a cone of silence. What this Smart Stuff section will provide your business are tools, tips and resources that are tactical and more practical than a shoe phone and will help you bring order to Kaos (Smart’s nemesis organization).

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How to get on the technology bandwagon THE SHOULD DO’S, MUST DO’S AND NICE-TO-DO’S 2020 pretty much sucked. While there is no eloquent way to describe last year, there was at least one silver lining that emerged from an otherwise dismal year. Technology adoption accelerated.

If you haven’t already jumped on the technology bandwagon, you better do it now or you will be left in the dust.

McKinsey research shows a shocking rate of adoption of digital technologies in the past three years equal to 10 years of e-commerce adoption. And it’s no secret that technology adoption the past 10 months was even more rapid as consumers who were once luddites moved quickly to online meal ordering, online home schooling and even online medical consultations.

To say there is no time like the present to up your technology game is an understatement. The effective use of technology is critical to adapt to the inevitable changes and challenges businesses are facing.

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Tech support

While money may indeed make the world go ’round, the rapid advancements of technology aren’t far behind. With the ongoing pandemic, businesses are relying on emerging technology more than ever to help drive strategy, growth and innovation.

NICE-TO-DO’S THERE AREN’T ANY A year ago you could have argued that an email database was a nice to-do. Or that cloud storage was a nice-to-have. Or that video conferencing was something George Jetson did with Mr. Spacely. Then pow. When even the smallest dry cleaner had to shut its doors last year, they wished they had their customer information in an e-mail list to let them know the status of their pending orders. They wished they could access their files from home to send out their overdue invoices. They wished they knew how to access their Google My Business to update their hours when they did reopen.

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SHOULD DO’S

1. Zoom: Every company should know how to use Zoom (or another video conferencing service). If you are a ‘one-man shop’ you might wonder why you would ‘zoom with yourself’ because that would be weird and you don’t have employees to stay in touch with. Your customers are Zooming with friends and other businesses so you why aren’t you Zooming with them? If you don’t think your customers know how to Zoom, ask their kids or grandkids!

2. Digital signature: Unless the laws governing your profession do not allow digital signatures, your business should adopt digital signing if you want every possible sale and to create a more positive experience for your customer. If you do not enable digital signing, you are asking your customer to print out a document, sign it, scan it and send it back to you electronically (or heaven-forbid, by snail mail). If you use a service like DocuSign or HelloSign, you simply put virtual sticky tabs on a pdf document to indicate ‘sign here’ and ‘date here’.

1. CONTACTLESS TRANSACTIONS This is ‘the last mile’, that last step in your customer’s experience with your company. You put signs on your door to wear masks.

You sanitize every night. You put tape on the floors to mark social distancing. You installed plastic separators. If, after all that effort to create a safe environment and positive impression, you make your customer insert their credit card into a payment terminal and pick up a pen to sign a receipt, you failed. There are a number of touchless systems including Square, TipTap and Clover that are easy to install and provide a safer customer experience.

2. EMAIL MARKETING It was a watershed moment in 2020 for many companies when they realized they wanted or needed to contact their customers, especially restaurants and retailers. It was surprising how few proactively reached out to let customers know of their new hours, delivery services or sanitizing procedures. Email services are very affordable and simple to use, whether you want to send relevant newsletters or be prepared for the next time you need to contact your customer base.

Constant Contact and MailChimp have good entry-level plans and a free trial. ■

MUST DO’S

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www.custom-audio-video.com (843) Q1 2021815-5130 + LocalBizSC.com 85

SMART STUFF

Taking your blog post from blah to BAM!

3 TIPS FOR CREATING POSTS THAT ACTUALLY GET READ

BY DOUG PRESTBY

A good company blog is a great way to engage with your customers. You can educate them on you, your products and your services. You can talk to them, share stories, provide testimonials, and help them understand why they should want to do business with you.

You even may be able to entertain them, just a bit. What makes a blog post good? A few givens: you need good, meaningful content; content that is written clearly and well; and you need an appropriate and consistent voice.

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SAY SOMETHING First, have something to say. If someone is reading your blog, they’re most likely knowledgeable about your products and services, and they want to hear from you. They’re already fans. Give them a reason to keep being a fan, and to keep coming back. Educate them. Update them on industry news or trends that may affect their business, or their relationship with you, or services you can provide they aren’t receiving now. Have a focus to your post. Pick a topic and stick to it. If you’re telling a story, tell it in an order that makes sense. If you have several unrelated anecdotes, make that the focus, and tell the reader at the beginning, so they’re not trying to fit things together as they read.

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DOUG PRESTBY is a former technical writer and marketing director. He is currently a freelance editor and writer in Bluffton. Contact him at dprestby@ gmail.com.

The Pomodoro Technique What you need: • Pen & Paper • A Timer • Motivation & Discipline

Step 1: Choose a task

Make a list of all the tasks you have to do today and identify how many Pomodoros (25 mins) each task will take. Don’t forget to factor in break times.

Tip: Estimate time it takes to finish tasks realistically or you will put yourself under unnecessary time pressure.

Step 2: Set timer to 25 mins

WRITE ON! Next, write as clearly and concisely as you can; avoid rambling sentences. If you’re not confident in your writing, be sure to read through it once or twice; better yet, have someone else read it. If they’re confused about a section, clarify and re-write. Software-based spelling and grammar checkers are very good, but nothing is as good as another pair of eyes.

Two tips: A common error is mixing up “it’s versus its”. “It’s” always means “it is”, but many writers use it as a possessive, i.e. “the dog wagged it’s tail.” In general, write in active voice; it’s stronger and more direct. At the most basic level, active voice means “subject, verb”, and passive is “verb, subject”. For example, “The ball was kicked by Janice” is passive; “Janice kicked the ball” is active.

BE YOU Finally, your blog post can be less formal and more personal than a web page or press release. Don’t be afraid to show your personality, your experiences, and your opinions. Strive for consistency throughout your posts; it should be clear that each post was written by the same person.

If you look back at this article, you’ll see all the components of a good blog post. There’s an intro, a few points, and this conclusion. It’s informal but informative, well-written, and in a consistent voice. I wrote a good blog post! And you can too. Go write! ■

Set timer to 25 minutes. It doesn’t have to be a tomatoshaped kitchen timer, you can also use a time tracker app.

25min

Tip: Keep distractions to a minimum so you can really focus on the task. You can close your door to signal to your colleagues that you’re busy, turn off phone and email alerts etc.

Step 3: Work on task until timer rings Work on one task only so that you can really get into the ‘flow’, i.e. the state of complete concentration.

Tip: If you’re getting a good idea or think of another task, note it down and get back to it after your current Pomodoro ends.

Step 4: Take a short break When your timer goes off after 25 minutes, take a 5 minute break. Do this even if you’re in the middle of the task. Breaks are an essential part of the Pomodoro technique. Its not just about getting things done, but also about maintaining your energy levels.

Tip: Don’t stay at your desk. Use the short break to get a change of scenery.

Step 5: Take longer break after 4 ‘Pomodoros’ After you’ve completed a cycle of 4 Pomodoros, take a longer break of around 20-30 minutes. Again, take this opportunity to get away from your desk.

Tip: Take a short walk and clear your mind. Don’t think of the next tasks but use this break time to recharge your energy.

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SMART STUFF

Q1 BusinessScope WHETHER YOU'RE LOOKING FOR WORK, A RAISE OR A PROMOTION, LOOK TO THE STARS TO FIND OUT WHERE YOUR PROFESSIONAL LIFE IS HEADED.

Aries

You’ve got money on your mind, Aries. Budgeting, planning and creating stability weren’t easy last year, but you’re currently on track to rev up your revenue. This quarter, you’ll be motivated to push a promising project past the finish line or to let prospective clients and employers know you’re open for business – whatever gets you closer to those dollar signs you’ve been dreaming of.

Leo

While the illusive work-life-balance feels out of reach for many of us, now’s the time to find a happy medium between your personal and professional lives, Leo. You work hard and deserve time to play hard, too. Set boundaries that clearly differentiate your time off from your time on. You’ll be thankful you did this at the start of the year so that you’re not still receiving late-night texts from employees in June.

Taurus

If you can dream it, this is your time to do it, Taurus.

Your enterprising instincts are razor-sharp right now, so if you come across an interesting opportunity, investigate! If the situation seems lucrative and worth your time, pursue it. Just remember that money isn’t the only motivating factor. Will this project help you grow? Does it speak to your soul?

Sagittarius

It’s time to get set up for success, Sag. You may feel like doing some proverbial housekeeping, so carve out time to review your business budget.

If you need to make adjustments, January is the perfect time to do so! You should also revisit your calendar and make sure your current schedule is working for you. Think: less stress, more productivity — and time left over for fun.

Capricorn

Virgo

Your passion projects and solo endeavors are about to take center stage, Virgo. If you’ve been considering starting a side hustle, you have the cosmic green light to go for it. Start wherever you are, even if you’re a total newbie. Sign up for a class, talk to someone in the field or tap an experienced mentor who can open doors. Whatever seeds you sow now will be ready to reap by Spring.

Easy does it, Capricorn. You might have a million things on your to-do list, but you have to put on your own mask before assisting others. You’re a known workaholic (it’s ok, we can relate) but you’ll be more productive later if you prioritize self-care now. Hold off on any big new ventures and put the finishing touches on lingering projects. Sneak in a few siestas, take a weekend getaway, or catch up on your favorite show – whatever helps you recharge.

Gemini

Itchy feet are no surprise given how long we’ve been under restrictions, but Geminis will have an especially strong desire to seek out and try new things this quarter. Your mission is to broaden your horizons. How about earning a certification in content marketing or management? Ready to roll the dice on a business startup? A step outside your comfort zone might be just what you need to feel inspired again.

Cancer

Put some steam into your team, Cancer!

Whether you commune on Zoom or do some socially distanced networking, this quarter is ideal for inspired connections with like-minded people. You could form a fruitful business partnership or align with someone who’s interested in going in on a project with you. Just remember to stay in touch with your old contacts, too.

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Libra

Ready, set, visualize! You’ll be thinking big and feeling optimistic this quarter, Libra, so don’t be afraid to daydream. The ideas you have while zoning out during your 2 o’clock meeting might be some of your best yet. Just make sure to keep a notepad handy to jot down potential million-dollar ideas.

Scorpio

Speak up, Scorpio! Right now, you’ve got something to say – and people are listening. If you’ve got a message to share, an idea to pitch or an offer to blast to your audience, this is a great time to put the word out. And if you’re not the one spreading the news, someone else will be. Keep your devices charged because long-awaited news could arrive over the next two weeks.

Aquarius

This is your time to take the lead, Aquarius, and you’re stepping up to the plate. You know how to make yourself known, so do it. If you haven’t been asserting yourself or getting the acknowledgment you deserve, ask for it. And if you’ve been waiting for the right time to spearhead a project, this is it.

Pisces

Stay close to your computer, Pisces, because that promotion or growth opportunity you’ve been waiting for might land in your inbox this quarter. Stalled career efforts will start zooming ahead, and you’re ready to take on new initiatives. But before you sign on the dotted line, make sure it’s a job you’ll still be excited about in six months.

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SPOTLIGHT

Give your interior a 21st century reboot DIGITAL SIGNAGE IS FLEXIBLE AND A SURPRISINGLY AFFORDABLE ALTERNATIVE

BY SANDY BENSON We live in a visual world.

Everywhere we look something is trying to catch our attention.

The visual battle can manifest itself in flashy eye-catching ads, sleek product designs and vibrant digital screens. This trend coincides with digital signage becoming more affordable and easier to install and operate.

As such, it is becoming a great option for a wide variety of commercial applications including hotels, real estate offices, restaurants, churches, hospitals, medical and retail.

One of the biggest advantages of digital signage is the ability to display and change information easily and in visually pleasing ways. This benefit is enhanced because of the simplicity of the pieces that make up the signage system. In most applications, all that is needed are a display, a small player and an internet connection (WIFI may be an option). Simple hardware makes it easy to put the digital signage where it is needed and will be most effective. This could be in a storefront

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Bonus revenue opportunity

window, behind a reception area or in a convenient location where customers and clients can interact with the display. Once the display and player are installed, implementation is just as simple. A digital signage player comes with software that allows for the creation, management, and scheduling of the media to be displayed. Since the players are connected to the internet, almost all changes to a display can be made without ever having to physically connect to the display.

APPLICATIONS ARE ENDLESS Now that price and technology are not barriers, our commercial clients are reimagining their office and retail spaces with digital signage to not only enhance their brand but also improve their customers’ experiences. This includes applications like window signs to display business hours and safety protocols and digital menus to provide a contactless experience and the flexibility to make a change on the fly. ■

Work with your vendors to help offset the cost or even make money. For example, a veterinary office can display helpful advice about flea and tick precautions “sponsored by” the flea and tick medical company.

You can introduce employees and demonstrate industry expertise.

Use QR codes to provide more information if required.

SANDY BENSON is the owner of Custom Audio Video.

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LINKS

LINKS LocalBizSC.com + Bonus Content + Digital Offerings

Job Board Post your open positions and find links to other local job boards.

Social Channels Follow us on Instagram, friend us on Facebook and connect with us on LinkedIn (LocalBizSC).

The Biz Newsletter This weekly newsletter provides Lowcountry business owners with helpful information, tools and tips that are delivered in a style that is easy to read, informative and actionable.

Business Directory Find professional services and support for your business.

Digital Edition Read the latest issue of LOCAL Biz on your favorite computer, phone or tablet.

Events, Webinars & Networking Post and find live and virtual business events, training and networking.

Website Resources Find cheat sheets, e-books, infographics, marketing resources, guides and more.

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AFTER HOURS

Work hard, play hard WORK LIKE A CAPTAIN, PLAY LIKE A PIRATE. HAVE MORE FUN ON AND OFF THE CLOCK.

GET UP EVERY HOUR, EVEN IF ONLY FOR A FEW MINUTES OFFICE HACKS • Get a plant for your desk. Just because it’s your work desk, that doesn’t mean you can't add a little life to it. According to the University of Exeter, plants can improve well-being by up to 47 percent and enhance creativity by 45 percent. Another study showed that employee productivity rose by 15 percent after plants were added to an office that was previously bare.

• Learn keyboard shortcuts. Keyboard shortcuts can help you screenshot, change your font size, or save an email from being sent too early (woosh). While you’re learning them all, save a chart to your desktop or tape it to the wall in front of you to use as a cheat sheet.

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• Stand up. It’s true – sitting really is the new smoking. In fact, according to James Levine, a professor of medicine at the Mayo Clinic, "Sitting is more dangerous than smoking, kills more people than HIV, and is more treacherous than parachuting.” If you’re sitting at a desk all day, it could be weakening your bones, muscles, and metabolism over time, with experts noting that extended periods of sitting increase your risk of obesity, back and neck pain, diabetes, cardiovascular disease, deep vein thrombosis, Alzheimer's, dementia, anxiety, depression, and early mortality. Get up every hour, even if only for a few minutes. Take calls on your feet, walk during your lunch break, or park farther from the front door. For more information and tips about how you can incorporate a healthier lifestyle while working, visit startstanding.org.

JUST KIDDING Nothing ruins a great Friday more than remembering today is Tuesday.

WHAT WE’RE ...

• Reading: Good to Great: Why Some Companies Make the Leap and Others Don’t by Jim Collins • Watching: Silicon Valley on HBO • Listening to: Wonder, an Entrepreneur's Organization podcast

DO THIS, NOT THAT Do understand the power of a niche market.

Tailoring your products and services to the needs of a select group of people is a great way to build brand loyalty.

Don’t plan to sell to everyone. If you plan to sell to everyone, you won’t sell to anyone.

WORDS TO LIVE BY

“ I never dreamed about success.

I worked for it.”

— ESTÉE LAUDER

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AFTER HOURS

Happiest hours

ALL WORK AND NO PLAY MAKES JACK A DULL BOY. CHECK OUT A FEW OF OUR FAVORITE SPOTS TO UNWIND.

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It’s a tough job but somebody has to do it. We took it upon ourselves to check out some happy hours on your behalf. No need to say thank you, it was our pleasure.

HILTON HEAD

Porter and Pig is a newer kid on the Island block but feels like it’s been around forever, thanks to the funky vintage décor and friendly service. Owner Tam Van Kirk makes you feel right at home and if she doesn’t recommend it, we highly recommend the Tequila and Lime Shrimp ($7) with a House Margarita ($8). Your face will pucker, in a good way. Wexford Village Plaza

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Have you found a great happy hour?

Send us the details so we can send our tester and maybe feature it here. info@localbiz.com

It’s nobody’s business but your own.

BEAUFORT

Belly up to the bar at the Old Bull Tavern beginning at 5 p.m. Full disclosure, we have a bias toward bar snacks so the Wasabi Devilled Eggs with Proscuitto and Rosemary Cashews are our go-to nibbles. There are many interesting drinks from which to choose, but start with the Inspector Clouseau, which is a vodka concoction with a cherry juice sour that will wake you back up. 205 West Street

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BLUFFTON

You can start your happy hour as early as 11 a.m. Thursdays and Fridays at Bluffton Trading Post, whose claim to fame is the largest craft beer selection at over 300. We won’t argue with that. If craft beer isn’t on your happy hour agenda, Thirsty Thursday offers $3 wine and $4 Prosecco. Pair that with a customized charcuterie board and you will be ready for the weekend early. 1230 May River Road

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INSPIRATION

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I N T E R I O R

D E S I G N

The Fabulous Frankie Bones

5778 Guilford Place, Bluffton, SC

843.815.4737 KellyCaronDesigns.com

Winner of the Home Builder’s Association Lighthouse Award for “Best Interior Design”

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