27 minute read
Money Matters
Five easy holiday tactics to grab attention for your business
Wrap Up More Sales
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Have fun with your brand and build business and loyalty at the same time. Custom wrapping paper and cards are affordable and memorable.
GROW YOUR BOTTOM LINE WITH THESE HIGH-ROI IDEAS
BY BARRY WILSON
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The holidays are upon us, giving smart business owners the opportunity to raise their businesses’ profiles and attract new customers. No matter what industry you’re in, high-quality, eye-grabbing print materials can go a long way toward a better bottom line. And there’s no time like the holidays to connect with people and create a positive connection with your brand.
Here are five holiday ideas to help you get attention and kick-start your business for 2022.
PERSONALIZED HOLIDAY CARDS
A well-crafted holiday card is a great way to strengthen relationships with customers, as well as reach out to prospects you’d like to do business with. Nothing says “we care” more effectively, and this is the perfect time to make that personal connection with a custom card.
HOLIDAY-THEMED BROCHURES AND BOOKLETS
A holiday-themed brochure or booklet will help associate your product or service offerings with the festivity and joy of the season. Your customers are already primed for holiday excitement, and this is your chance to build that bridge between your brand and the celebration of the season.
HOLIDAY SIGNAGE
Analytics show that great signage translates to more sales. This is especially true during the holidays, when consumers are more likely to be out and about, gazing into storefront windows as they shop. Holiday signs that advertise your products or services will draw people towards your store, translating to more business and excitement around your brand.
CUSTOM HOLIDAY STICKERS
Stickers with branding on them can be a wonderful way to boost your brand recall and advertise your services. For the holidays, a printer can design a holiday-themed sticker line to put on packaging or to hand out to customers. If it’s a great design, people may even put the stickers on their laptops or water bottles, effectively giving you free advertising.
BRANDED HOLIDAY WRAPPING PAPER
The holidays are a great time to have fun and be creative with your brand, and custom wrapping paper is a useful gift your key clients will appreciate. Make it festive and fun, not businesslike. Your customers will remember this long into the new year.
Holiday marketing for any business, big to small, from restaurants to Realtors, is a wonderful way to celebrate, drive sales and strengthen relationships. ■
BARRY WILSON and his wife, Rita, own and operate AlphaGraphics, serving businesses of all sizes in Hilton Head Island, Bluffton, Beaufort and surrounding communities.
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Michael Kabiri’s Transworld Business Advisors focuses on three core concepts: Business Brokerage, Franchise Consulting and Franchise Development.
Buying, selling businesses shouldn’t be taxing
TRANSACTIONAL TAX TIDBITS
BY LESLIE T. SNADOWSKY
C
Certified business intermediary Michael Kabiri is the managing member and broker-in-charge of Transworld Business Advisors in the Hilton Head, Bluffton and Beaufort region. He says you shouldn’t feel taxed contending with financials when buying or selling a business.
“One of the most important things buyers look at is your tax returns,” says Kabiri. “People buy existing businesses based on how much income they can earn from it, so tax returns make a huge difference.”
From the listing of the business to the close of the sale, Kabiri’s company specializes in existing business and franchise transactions, valuations, franchising, mergers and acquisitions and commercial real estate.
In his opinion, how you organize and strategize your tax liabilities and opportunities can make or break a successful deal.
PRO TIP
“If a business owner wants to buy or sell a business, now is the perfect time for doing just that,” says Kabiri. “The current administration is talking about raising capital gains taxes from 20 to 39 percent. After a business is sold and all expenses are paid, the money left over is subject to capital gains taxes, and at 39 percent that’s a huge impact on the amount of real money a seller is going to collect after the sale is over.”
MICHAEL KABIRI of Transworld Business Advisors
■ Invest In technology
“Keeping accurate tax records is critical for anyone trying to sell a business,” says Kabiri. “Most small businesses that are sold are financed through the SBA because most of the value of a small business is not its hard assets but its goodwill. Banks, as a general rule, do not finance goodwill, so they turn to the SBA as a guarantor. When you go through SBA financing, the SBA wants to see three to five years of tax returns.”
Kabiri says small businesses can DIY when it comes to keeping checks and receipts, but keeping digital backups and investing in technology to keep track of sales and expenses can save time, money and headaches in the long run.
■ Keep expense reports
“No matter how big or small the company, employees are usually asked to submit expense reports,” says Kabiri. “Businesses should not reimburse expenses without receipts. You have to keep in mind that once you pay for perks, it has to be taxed.”
Kabiri says companies need to justify expenses, otherwise reimbursements can be considered earnings. And if those earnings are not reported properly, then you are avoiding paying taxes.
■ Plan an exit strategy today
“Talk to a certified business intermediary because every company should have an exit strategy with a finite date in mind,” he says. “Take into account how you’re organizing your financing and tax records, how many employees you’re going to have, how you’re planning to grow and what you’ll be investing in.”
Kabiri says if you want to buy or sell a business, start taking action today because it can take a long time to find financing and qualified buyers. ■
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Taxes | Bookkeeping | Payroll
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Balancing the books is not just about balancing the numbers
The Bluffton Bookkeeper shares comforting advice
BY LISA PEACOCK
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“There’s an app for that” was the go-to phrase every time someone wanted a time-saving solution during the tech revolution. Fast forward to 2021 and our prayers were answered, and then some. Now there may be too many apps and not enough human experience and knowledge for the apps. By running headfirst into the digital age, it seems that businesses became more about growing transactions and less about building personal relationships. That was until Covid hit. During and since Covid, there has been no choice but to pause and take stock of where we were not only on a business level but personally as well.
One issue I struggle with is the balance between efficiency derived from technology and automation versus the power derived from strong human relationships. For example, my company, The Bluffton Bookkeeper, specializes in the QuickBooks® Online Accounting platform because technology is great when it works. However, we try to balance that technology benefit with the human contact needed because our clients want to work with people they know, like, and trust as well as locally to assist when they get stuck. Technology and apps alone are not a business panacea.
The 2021 focus for The Bluffton Bookkeeper has been to take a step back, re-evaluate our life/work balance and transform ourselves into contributors to not only our business obligations, but to our communities and families as well. We learned that, while technology is the answer to many of our needs, we cannot allow it to consume us. We need to ensure we are a community that truly works, lives and helps each other. After all, that is the “Bluffton state of mind.” ■
The Bluffton Bookkeeper was born from a technology-advancing mode, and applies this attitude towards helping small-business owners keep up with the times. Start with booking an appointment online at blufftonbookkeeper.com.
BEST ADVICE
As an avid LOCAL Biz reader (and advertiser), I picked up some valuable tips in the most recent Q3 “Money” issue that helped me evolve my approach to balance in business.
■ Leah England said it best, “Build meaningful connections that positively impact lives and the community.” TAKEAWAY: We cannot survive this extremely rocky path on our own and must be able to reach out for a helping hand AND be that helping hand when called upon. Be that helping hand.
■ John O’Toole pointed out that Beaufort County has grown by more than 33,000 residents since the 2010 census. For me, as a resident since 1992, that means within all of those people, your tribe awaits.
TAKEAWAY: Speak to lots of business owners and residents, find the personalities that are best suited to yours and make that your circle of helping hands.
LISA PEACOCK is the owner of The Bluffton Bookkeeper, a bookkeeping service based in Bluffton dedicated to helping small businesses succeed and grow. Lisa Peacock wants to help get a business started on the right foot and offers a helping hand throughout the process.
The best ways to retain (and gain) customers
BY RANDI BUSSE
Aim to impress. Whether it’s order number one, or order number twenty-one, make sure the product or service you provide is top quality. Don’t skimp. Never take your customers for granted. Customers are free to buy from another, and believe me, there are plenty of businesses that offer the same products and services that you do, and they’re just waiting to move in on your customer. Let your customers know how much you value them. And tell them often! Treat them right. Make them feel special, valued and important. Every single day. Go above and beyond what they expect from you. Giving them what they expect is satisfying your customer. You want to do more than satisfy them, you want to WOW them. Listen to them. Oftentimes, we think we know what customers are going to say so we listen with only one ear, assuming we know what’s coming out of their mouths next. We have two ears and one mouth for a reason. Do twice as much listening as you do talking and your customers will tell you everything you want to know about them, and then some. If you make a mistake, own it. Acknowledge it, admit it, and then make it right. You’ll gain more credibility with your customer, and they’ll probably appreciate you for doing so. Ask them how you’re doing. Feedback is the breakfast of champions. Ask your customers how you’re doing and what you can do to improve. And then do it! When you give your customers what “they” want, instead of what you want to give them, they will love you for it. And tell others about their great experience. Show interest in them, both professionally and personally. Celebrate their successes with them, and show empathy for their problems. Be their biggest cheerleader, and they will be yours in return.
By following these steps, you will turn your customers from “simply satisfied” to “loyal.” And loyal customers are your best form of advertising, and it doesn’t cost you anything. ■
RANDI BUSSE is a SCORE volunteer, customer service speaker, trainer and author of “Turning Rants Into Raves: Turn Your Customers On Before They Turn On YOU!” workdevgroup.com
How to develop a successful business growth strategy
BY DAVID NELEMS
Use these tips to implement an actionable business growth plan.
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So you started a business. And after months of late nights, early mornings, long meetings, tough pitches, and bottomless mugs of coffee, you’ve launched a website, secured a customer base, and your bank account is in the black. You’ve made it – but you’re not done yet.
Growth is essential to a business’ survival. Roughly 66 percent of businesses survive their first two years in operation, about half make it to the five-year mark, and just 33 percent will celebrate their tenth anniversaries. These numbers highlight the importance of developing a business growth plan. If you’re not innovating, you’re stagnating, and you risk losing business to competitors. ■ Target your growth areas. You know you’re ready to scale-up your company, but how exactly do you want your business to grow? Your industry and target market will influence your business decisions, but new customer acquisition is a priority for most companies. Your growth plan also may include aspects like: • Adding new locations • Product line expansion • Securing partnerships • Renovating your office • Increasing revenue • Digital presence development You may choose to focus on one of these items at a time, but because business growth doesn’t happen in a vacuum, you need to understand how your goals overlap. For example, expanding your product line likely will raise your revenue, giving you the funds you need to open another location. Knowing how one growth area influences another makes it easier to prioritize.
■ Do your research. You might have an idea of what you want to accomplish in the next two, five, or ten years, but you’ll need to justify your growth goals before you invest in new equipment or add to your team. Conducting research on the state of your industry is the best way to determine if your desired growth is both necessary and feasible. Keep tabs on your competitors, read relevant reports, or conduct surveys and focus groups with new and potential customers. Gauging customer attitudes and digging into industry trends will help you determine a budget, timeline, and tactics for your overall strategy. ■ Set SMART goals. SMART goals – which stands for specific, measurable, attainable, relevant, and time-based – is a method for setting clear objectives and achieving tangible outcomes. You should know whether your goals are attainable and relevant from your research, but they should also be well-defined, have corresponding KPIs, and work with your timeline.
■ Secure your resources. Sometimes, you have to spend money to make money. Some businesses may need a capital investment or internal budget in order to expand. Others may need new tools, software updates, or the help of specialists to successfully scale up. ■ Put your plan into action. With all of your planning, resourcing, and goal-setting complete, you’re now ready to execute a growth plan that delivers meaningful results. While working through your growth plan, make sure you’re holding stakeholders accountable, keeping lines of communication open, and comparing initial and projected results. Regularly auditing your growth plan will allow you and your team to pivot if need be. ■
DAVID NELEMS is vice president of innovation for the Don Ryan Center for Innovation. Founded in 2012, the center is a nonprofit organization dedicated to helping entrepreneurs succeed and innovative companies grow. It provides innovators with the space, the resources, the experienced guidance and the contacts to successfully launch and grow their businesses. donryancenter.com
LEADING THE NATION IN RESPONSIBLE LENDING OUR CUSTOMERS AND PARTNERS ARE EVERYTHING TO US
LEADING THE NATION IN RESPONSIBLE LENDING Finance of America Mortgage’s mission is to be the nation’s preferred home financier by leading the industry in responsible lending. We make this Finance of America Mortgage’s mission is to be the happen using the knowledge and experience of our local advisors, combined with our national size and reach. nation’s preferred home financier by leading the industry in responsible lending. We make this happen using CONTACT US TODAY TO LEARN MORE. Branch or City Name Here the knowledge and experience of our local advisors, 12345 Streetname Avenue |Suite 100 | Cityname, ST 99999 NMLS# o: (555) 555-5555 combined with our national size and reach. c: (555) 555-5555 f: (555) 555-5555 email@financeofamerica.com FOAmortgage.com/BranchName ©2021 Finance of America Mortgage LLC is licensed nationwide | Equal Housing Opportunity | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 1 West Elm Street, First Floor, Conshohocken, PA 19428 | (800) 355-5626 | AZ Mortgage Banker License #0910184 | Licensed by the Department of Financial Protection and Innovation under the California Residential Mortgage Lending Act | Georgia Residential Mortgage Licensee #15499 | Kansas Licensed Mortgage Company | Licensed by the N.J. Department of Banking and Insurance | Licensed Mortgage Banker -- NYS Banking OUR CUSTOMERS AND PARTNERS ARE Department | Rhode Island Licensed Lender | Massachusetts Lender/Broker License MC1071.
EVERYTHING TO US
Cultivating close relationships with our clients and partners is essential to who we are and what we do. LEADING THE NATION IN RESPONSIBLE LENDING Finance of America Mortgage’s mission is to be the nation’s preferred home financier by leading the industry in responsible lending. We make this happen using the knowledge and experience of our local advisors, combined with our national size and reach. OUR CUSTOMERS AND PARTNERS ARE EVERYTHING TO US Cultivating close relationships with our clients and partners is essential to who we are and what we do.
Cultivating close relationships with our clients and CONTACT US TODAY TO LEARN MORE. partners is essential to who we are and what we do. Branch or City Name Here 12345 Streetname Avenue |Suite 100 | Cityname, ST 99999 NMLS# o: (555) 555-5555 c: (555) 555-5555 f: (555) 555-5555 JIM ATKINS email@financeofamerica.com NC, SC, & VA Regional Manager FOAmortgage.com/BranchName Mortgage Advisor NMLS-133206 ©2021 Finance of America Mortgage LLC is licensed nationwide | Equal Housing Opportunity | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 1 West Elm Street, First Floor, Conshohocken, PA 19428 | (800) 355-5626 | AZ Mortgage Banker License #0910184 | Licensed by the Department of Financial Protection and Innovation under the California Residential Mortgage Lending Act | Georgia Residential Mortgage Licensee #15499 | Kansas Licensed Mortgage Company | Licensed by the N.J. Department of Banking and Insurance | Licensed Mortgage Banker -- NYS Banking Department | Rhode Island Licensed Lender | Massachusetts Lender/Broker License MC1071. O: 843.837.5626 C: 610.212.5390 jatkins@financeofamerica.com
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Mortgage Advisor NMLS-1981464 O: 843.949.4027 marielena.dimatteo@financeofamerica.com
1 Promenade Street | Suite 203 | Blu ton, SC 29910
©2021 Finance of America Mortgage LLC is licensed nationwide | Equal Housing Opportunity | NMLS ID #1071 ( www.nmlsconsumeraccess.org) | 1 West Elm Street, First Floor, Conshohocken, PA 19428 This is not a commitment to lend. Prices, guidelines and minimum requirements are subject to change without notice. This document is provided by Finance of America Mortgage. Any materials were not provided by HUD or FHA. It has not been approved by FHA or any Government Agency. Q4 2021 + LocalBizSC.com 69
Resource roundup
THE LOWCOUNTRY’S BEST BUSINESS-BUILDING RESOURCES
BY HANNAH MASSEN & LUCY ROSEN
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There is no shortage of organizations and opportunities to start, launch and grow your business through networking, educational programs, one-on-one mentoring and more – and this doesn’t even include the specialty organizations and associations such as The Hilton Head Area Home Builders Association, Low Country Wedding Professionals, Low Country Human Resource Association and dozens more. We like to say “You gotta get out in order to get in.” These groups listed below will absolutely help you “get in.” ■
Hilton Head Island-Bluffton Chamber of Commerce
As a 5-star accredited chamber of commerce with over 1,400 members, the Hilton Head Island-Bluffton Chamber of Commerce offers a variety of business-building resources that can boost your bottom line. From its website and social media reach to referrals and ribbon-cutting ceremonies, the chamber offers members plenty of opportunities for enhanced business exposure. The chamber also hosts over 80 events each year that are designed to facilitate learning and networking.
ONGOING EVENTS
• Conversations + Cocktails: A monthly networking event open to both members and non-members. Attendees claim that they’ve never left this event without at least one new contact. • Executive Connection: An exclusive, quarterly opportunity for business owners and senior leaders to connect. Free for all participants. • Coffee and Counsel: A variety of topics are covered at this monthly learning event, from developing your social media presence to maximizing your cash flow. Free for all participants. • Hilton Head/Bluffton Leadership Program: This prestigious leadership program has been developing leaders in the Lowcountry for the past 25 years. There is an annual fee to participate, but scholarships are available.
WAYS TO GET INVOLVED
• Business Education Partnership Committee: Perfect for those with a passion for connecting our current business community to up-and-coming professionals. • Apprenticeship SC: A partnership program designed to build your workforce and train your existing staff as well as youth in our community. • Public Policy Committee: Take a deep dive into legislation at the local, state and federal level impacting business in the Lowcountry. • Bluffton Regional Business Council: Join a group of Bluffton business leaders who meet monthly to discuss issues that impact the Bluffton business community. • The Chamber Young Professionals Program: Provides opportunities for businesspeople under 40 to build connections, make an impact in our Lowcountry community, and participate in opportunities for professional growth. • Become a SCORE Mentor: See SCORE information..
RESOURCE ROUNDUP
• Networking events • In-person and virtual learning opportunities • Mentorship (through SCORE) • Event sponsorship opportunities • Young professionals group • Ribbon-cutting ceremonies
Learn more: hiltonheadchamber.org
SCORE SC
The Lowcountry is home to an award-winning chapter of SCORE, a nonprofit organization dedicated to helping small businesses get off the ground, grow and achieve their goals through education and mentorship. SCORE provides free and confidential mentoring services to businesspeople in all stages of their professional development journeys, but the many of its clients are business owners who are in their first year of operation. The mentors, who volunteer their time and expertise, work together to provide each client with individualized advice and feedback. All SCORE volunteers receive specialized training offered by the association and are certified in mentoring methodology. Each client is assigned a “lead mentor” who may contact other in-chapter mentors or one of the over 10,000 volunteers (including mentors, subject matter experts, workshop presenters, volunteers) if more than one opinion is needed. SCORE offers various virtual workshops throughout the year, which are recorded for future reference. SCORE is a US Small Business Administration resource partner.
ONGOING EVENTS
• Online workshops: SCORE offers dozens of virtual learning seminars and workshops throughout the year. Visit www.sclowcountry.score.org for an updated list of events. • SCORE counseling: For those who want to start a business or grow an existing one, SCORE offers free one-on-one mentorship by seasoned professionals in a variety of fields.
WAYS TO GET INVOLVED
• Become a Mentor: Do you have years of business experience you’d be willing to share? SCORE is looking to grow its network of Lowcountry mentors. Visit www.sclowcountry.score.org/volunteer for application details. • Lead a Workshop: Whether you have a passion for graphic design or have been in the finance industry for 50 years, there’s an audience for your SCORE workshop. • Community Outreach: Build meaningful relationships with other organizations in your community that support small business and attract potential SCORE mentors and volunteers. • Marketing support: Develop marketing plans for the Lowcountry’s SCORE chapter and provide support with content development, website maintenance, social media, email marketing, or other marketing functions.
RESOURCE ROUNDUP
• Mentorship • Networking events • Virtual learning opportunities • Professional development and leadership seminars
Learn more: sclowcountry.score.org
Greater Bluffton Chamber of Commerce
The Greater Bluffton Chamber of Commerce is one of the fastest-growing chambers in the country, probably because Bluffton is one of the fastest-growing areas in the country. Its list of members is constantly growing, giving you more opportunities to connect with fellow businesspeople in the Bluffton area. Grow your contacts list at one of the chamber’s monthly business socials, become a chamber ambassador, meet other new entrepreneurs through the Young Professionals Program, or announce your business’ grand opening with a ribbon cutting ceremony.
ONGOING EVENTS
• Monthly Business Socials: Network with other Bluffton professionals at the chamber’s monthly Coffee+Connection and Business After Hours mixers. • Webinars and Lunch & Learns: The Bluffton Chamber partners with its members, local leaders and business professionals to host quarterly lunch & learns and webinars. Visit www.blufftonchamberofcommerce.org/ events for an updated list of events. • Taste of Bluffton: Sample local cuisine offered by area caterers and restaurants. • The Golden Oyster Awards: Celebrate and recognize local businesses and their accomplishments by supporting the chamber’s annual Bluffton Business Awards.
WAYS TO GET INVOLVED
• Chamber Ambassadors: Ambassadors are the ''arms and legs'' of the chamber's activity in the community. They develop a broad professional network through interacting with local businesses, engaging with members, being involved with local events, and ''plugging people in'' to helpful resources and available opportunities. • Young Professionals: The Bluffton Chamber Young Professionals program aims to help young, local businesspeople strengthen their networks and develop their personal and professional skill sets. • Chamber Leadership (Boards and Committees): The Greater Bluffton Chamber of Commerce is a member lead and directed organization. As a chamber member, you can help guide the chamber and strengthen the business community by participating or leading a committee.
RESOURCE ROUNDUP
• Networking events • In-person and virtual learning opportunities • Mentorship (through SCORE and DRCI) • Young professionals’ group • Ribbon cutting ceremonies and event promotion
Learn more: blufftonchamberofcommerce.org
Beaufort Regional Chamber of Commerce
The Beaufort Regional Chamber of Commerce provides business growth and learning opportunities to help Beaufort regional businesses be more productive and profitable. The chamber also supports advocacy and community development initiatives to encourage a healthy business climate and community prosperity. Members are eligible to advertise in the chamber’s weekly eblast, and have increased visibility on the chamber’s business directory. They also can request a ribbon-cutting ceremony.
ONGOING EVENTS
• Business Socials: Get to know other local professionals at Coffee with Colleagues or Business After Hours, the Beaufort Chamber’s signature networking events. • Military Appreciation Day: This annual event is the business community’s opportunity to show appreciation for the men and women in uniform at our region’s military installations and thank them for their service to our country and to our community. The event will be held on Veterans Day, November 11. • Workshops: The chamber hosts a variety of creative and professional development workshops throughout the year. Visit www. business.beaufortchamber.org/events for an updated list of events.
WAYS TO GET INVOLVED
Ambassador program: Chamber Ambassadors actively promote membership in the chamber, facilitate networking among members and encourage meaningful participation and involvement in chamber programs. The Ambassadors meet monthly on the first Tuesday of the month at 9 a.m. in the Chamber’s Conference Room. If you would like to join, applications are accepted at the end of the calendar year.
RESOURCE ROUNDUP
• Networking events and ribbon-cutting ceremonies • In-person and virtual learning opportunities • Young professionals’ partnership
Learn more: beaufortchamber.org
The Don Ryan Center for Innovation
The Don Ryan Center (DRCI) provides entrepreneurs with the resources, support, and guidance they need to start or grow their businesses. In addition to its START and GROWTH educational courses, the DRCI offers its members exclusive business-building resources, admission to in-person and virtual events, and one-on-one mentorship. The offices at the DRCI’s new coworking space, The Hub at Buckwalter, are now open for reservation. Visit www.donryancenter.com/thehub for details and pricing.
WAYS TO GET INVOLVED
• Become a member: The DRCI connects its members to the resources and services they need at every stage of their business development process. Visit www.donryancenter.com/ membership to learn more. • Become a mentor: The DRCI connects members to a network of mentors who have paved the way in their industries. Visit www.donryancenter.com/ mentors to learn more. • The STARTUP Program: STARTUP Program is designed to help new entrepreneurs advance their early-stage startups and business ideas. They’ll help you navigate the early stages of the business development process, from initial planning to product development. • The GROWTH Program: The GROWTH Program is designed to help established entrepreneurs raise revenue, break into new markets, or reach their next set of business goals. Participants will receive the guidance, resources, and knowledge they need to take their business to the next level of success. • The RESILIENCY Program: Have a quick question or just need a bit of advice? The DRCI offers resiliency mentoring to get you the help you need.
RESOURCE ROUNDUP
• Networking events • In-person and virtual learning opportunities • Mentorship • Professional development and leadership seminars • Conference Room and Private/co-working space rentals
