OFDA Dealer Strategies Conference Preview Page 19
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Office Concepts Named One of Chicago’s 101 Best and Brightest Companies to Work For Congratulations are in order for Tom Worniak and his team at Chicagobased Office Concepts, which was recently named one of the city’s “Best & Brightest Companies to Work For” by the National Association of Business Resources. It was the seventh consecutive year Office Concepts has received the award.
“Great insight into strategies that will help our business mold to the changing times.” “Topics that were relevant and presenters who were prepared and did a good job of delivering content.” “Insight into how other dealers are working through operational challenges and practical ideas and resources we have already started to use.”
The National Association of Business Resources’ citation says winners of the 2011 “Best & Brightest” awards are companies that “work with imagination and conviction to create organizational value and business results through their policies and best practices.”
That’s just some of what attendees at last year’s OFDA Dealer Strategies Conference said they got from their participation and it looks very much like more of the same will be on tap again this September in Tucson.
The categories in which Office Concepts was judged include communication, community initiatives, compensation and benefits, diversity and multiculturalism, employee education and development employee engagement and commitment, recognition and retention, recruitment and selection and work-life balance. Final judging was based on a detailed description of business practices as well as the results of an opinion survey issued to a random sampling of Office Concepts employees.
But step back for a moment and weigh all the reasons you can find not to attend against what you’d be missing:
It’s always easy to find reasons not to attend industry meetings. Business isn’t good enough; it’s so good that I just can’t afford to leave home; I’ve already had my fill of industry meetings for the year, etc., etc.
• The ONLY totally dealer-centric event in the industry and it’s truly industry-wide, with the opportunity to learn and share ideas from a broad spectrum of dealers, both aligned and non-aligned. • A quality forum where you’ll actually have an opportunity to meet with some of the highest profile names from top manufacturers and hear from them on the issues and concerns that really matter. • An opportunity to explore what has rapidly become a remarkably complex mosaic of buyers, influencers and decision makers and hear first hand from commercial real estate brokers, property managers and end users on the factors they consider when selecting office furniture providers.
“This recognition from the National Association of Business Resources reaffirms our commitment to developing strong leadership, supporting a creative and diverse workforce, and providing our customers a true team approach, focused on quality and customer satisfaction,” said Tom.
• The industry’s top dealer consultants, all in one place at the same time and waiting to answer your questions and offer guidance and advice on ways to strengthen your business.
Fifteen Years and Counting for Office Resources, Boston Dealer
There’s only one way you can leave this year’s OFDA Dealer Strategies Conference without a boatload of valuable new ideas to make your business stronger and more profitable and that’s by not attending!
In Boston last month, Office Resources co-founders Kevin Barbary and Paul Fraser and their team celebrated the 15th
So do yourself and your business a huge favor. Point your web browser to www.ofdanet.org and sign up today. See you in Tucson!
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Dealer News continued from page 4 anniversary of their dealership with a party to remember, as they transformed their downtown showroom parking lot into a Key West beach, complete with sand, tiki huts and plenty of beer and barbeque. About the only thing missing was Jimmie Buffett himself, but that didn’t stop more than 500 of the dealership’s clients, vendors, best friends and family members—including busloads of attendees from the dealership’s branch locations—partying on into the wee hours.
Northern Business Products, MN Dealer, Acquires Marco Workplace Interiors
extensive trading area still further with the acquisition of Marco Workplace Interiors, the office furniture division of Marco, Inc. in St. Cloud, MN. In recent years, Marco has been specializing more in business automation products and systems, to the point where its furniture division accounted for roughly 5% of overall sales, Marco CEO Jeff Gau told a local newspaper. “Marco was taking its business in a different direction and we were lucky enough to have the opportunity to buy their furniture division and expand into St. Cloud,” commented Northern Business Products’ Mike Farrell. The 13 workers who were previously employed by Marco Workplace Interiors will continue to work out of the current St. Cloud location, he indicated. The acquisition brings to eight the number of locations NBP operates in Minnesota and Wisconsin.
Last month saw Duluth, MN-based Northern Business Products spread its already
In New York City, Benhar Office Interiors Employees Go the Extra Mile for a Good Cause In New York City recently, Benhar Office Interiors employees and their families joined together to support a worthy cause as they took to the streets as participants in the 26th Annual AIDS Walk NYC. Benhar raised $2,500 to benefit the Gay Men’s Health Crisis (GMHC), a community organization committed to national leadership in the fight against AIDS and a client of the dealership. “When designing their offices we learned a lot about the purpose of the GMHC,” said company president Mark Benhar. “Their vision in many ways aligns with our own mission statement: ‘to build a distinguished and financially strong organization whose high standard of excellence is embraced by employees, clients and the community we serve.’ GMHC does great work and we wanted to support that.”
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BIFMA May Orders Up 7%, Shipments Up 21% Earlier this month, the Business and Institutional Furniture Manufacturers Association (BIFMA) released its market statistics for May 2011 and once again, the numbers sent an overall positive message about the industry’s continuing recovery. BIFMA estimated May orders were up 17% yearover-year, while shipments posted a 21% gain. Analyst Budd Bugatch of the Raymond James investment house said May orders were “significantly better” than he would have anticipated a month ago. He said the 17% gain was much better than typical industry seasonality would have predicted. Bugatch noted May marked the first month since the industry bottomed that shipments increased year-over-year on top of
Changes at the Top at Merchandise Mart Properties MMPI, producers of more than 300 trade shows, market events and conferences each year, including Chicago’s NeoCon World’s Trade Fair, has announced two major changes to its senior management team. Mark Falanga, a 17-year veteran of the organization, has been named president, succeeding Christopher Kennedy, who had served as president since 2000 and recently announced his departure from the organization to focus on civic and philanthropic endeavors. “We are fortunate to have such a deep and tenured management team at the helm of MMPI’s businesses and Mark’s leadership and experience in strategy, leasing, sales, marketing, development and acquisitions makes him the ideal next president of our organization,” said Kennedy. Falanga most recently served as senior vice president, managing leasing, marketing and business development for several of MMPI’s key businesses, in addition to heading up MMPI’s acquisitions efforts. Separately, MMPI announced the appointment of Myron Maurer, a 24-year veteran of the company, as chief operating officer, a newlycreated position. Maurer will be responsible for the day-to-day operations and management of MMPI’s properties throughout the United States, and its consumer and trade shows throughout the U.S. and Canada. He will report to Falanga. JULY 2011
growth in the prior-year period, providing further confirmation of the recovery. “Despite a subdued and uneven pace of broad economic recovery, tepid new hiring, and weakness in new office construction, the office furniture industry continues to experience a surprisingly strong rebound benefitting from improved corporate profits, record levels of balance sheet cash, office space ‘churn’ and pent up demand from projects that had been deferred during the downturn,” Bugatch contended. “Nonetheless,” he continued, “we expect yearover-year growth rates to continue to moderate in the months ahead as we cycle more difficult prior year comparisons.”
United Stationers Furniture Division Offers New Turnkey Office Suite Program The furniture division of wholesaler United Stationers announced last month it is offering resellers a turnkey office suites bundle program that it said virtually eliminates the sales specification process. The program, which is available to all United resellers, also provides market-ready advertising materials and delivery with optional installation services at their customers’ location. The program features a collection of Bush Business Furniture modular office suites that have been pre-configured and are offered as a single-SKU bundle. Each bundle includes either delivery or “white glove” delivery with installation, depending on customer needs. The program can open new markets for resellers—including residential—and is particularly suitable for small business and home office end users seeking a fast, simple and affordable furniture solution, United said. Delivery and installation is available both for business and residential customers within the contiguous United States. For most zip codes, delivery takes place within five to seven business days of an order, and installation along with delivery takes place within nine to twelve business days of an order. Upon receipt of an order, United and Bush Business Furniture handle all details relating to the delivery or installation, including calling to confirm schedules and post-delivery or installation
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Industry News continued from page 6 customer satisfaction. “This turnkey program not only streamlines the specification process for resellers, but also offers easy-to-understand and flexible options for customers,” said Melinda Myers, director of marketing for United Stationers Furniture Division. “It also enables resellers to sell and service customers both in and outside of their local areas, potentially expanding their reach and market share.”
HON Introduces Full Lifetime Warranty on its Products Starting with all products manufactured after January 1 of this year, The HON Company is issuing what it described as a “bar-raising” Full Lifetime Warranty.
vides it with a strong seating line to further increase its competitive offering. “AIS is very excited about this acquisition. We pride ourselves on simplifying the furniture buying process for our dealers and end-users. Offering a broad line of seating options that meet individual needs allows our end-users to purchase their workstations, ergonomic accessories and seating from one manufacturer. It’s a win for everyone,” said AIS CEO Bruce Platzman. The company will manufacture the newly added seating lines in Massachusetts and plans to begin taking dealer orders in September.
Ghent Announces New Look and Website
Under the terms of the Full Lifetime Warranty, customers will have two choices in the event a covered product cannot be repaired. The owner can either choose to have the product replaced with something comparable, or they can choose to receive a full (not prorated) refund of the purchase price. The Full Lifetime Warranty coverage includes all product lines, materials and components. A handful of exceptions to this are covered under HON’s 12-Year Warranty; textiles for panel and seating come with a 5-Year Warranty. “At HON, we are committed to being good listeners and producers,” commented Jerry Dittmer, The HON Company president. “Through our ‘Voice of the Customer’ process, we spend time listening to the people who make businesses go, observing how they work and learning what they need to be successful. The right products don’t wear out, break or malfunction. They just work, and that makes them easy to stand behind.”
AIS to Acquire CAF Contract Seating
Visual communications products manufacturer Ghent last month announced a new brand image and website (www.ghent.com) that it said was designed to represent a new strategy, evolving from strictly commodity office products and moving into more contemporary, solution-oriented products and services.
Robert Cercek Joins Solomon Coyle Dealer Development Consulting Team Robert M. Cercek, a business consultant with more than 30 years of office furniture industry experience, has joined the Solomon Coyle consulting organization. Solomon Coyle, led by David Solomon, specializes in helping office furniture dealers achieve significant improvements in efficiency, performance, and profitability. With a strong background in both finance and office furniture dealer development, Cercek specializes in dealer financial analysis, business process improvement, warehouse and distribution operations, order management and organizational effectiveness. As an integral part of Solomon Coyle’s consulting team, Cercek will be involved in the firm’s dealer development program and work with Solomon Coyle’s dealer peer groups. He will also contribute to the continued development of dealer training programs, financial tools, and research and analysis. “Bob Cercek brings a wealth of industry experience and expertise to the Solomon Coyle team. His hands-on knowledge of dealer operations give him a thorough understanding of dealer business needs, and insight as to how to help drive our clients’ growth and success,” said Solomon.
Ghent said it began this evolution late 2010 with the launch of the Nexus family of collaboration products. Beyond products, Ghent said it is also evolving its service model, with a commitment to understand dealer needs and provide unique tools and support. Ghent also said it remains committed to manufacture products in the United States enabling customization, small quantities, drop ship and quick ship programs.
Got News? Email Alicia.
Manufacturers AIS and CAF Contract Seating have agreed in principle to AIS acquiring the seating company. Final details and implementation will occur over the next few months. AIS said the acquisition proJULY 2011
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OFDA Introduces First Annual Dealership Achievement Award This year, OFDA will be introduce its first Office Furniture Dealership Achievement Award to recognize one outstanding office furniture dealership with a distinguished record of contributions to the success of their local communities, their environment, their industry and their industry association, OFDA. • Does your dealership actively participate in community fundraising events? • Are you a frequent contributor to local and national charitable organizations? • Have you attended OFDA’s annual Dealer Strategies Conference or other industry events? • Have you participated in one of OFDA’s conference panel discussions or research reports? • Have you lent your opinions to OFDA’s publication, OFDealer?
submission. Each entry will be given a numeric score by each member of the review panel. The nominee with the highest combined score will be selected as the recipient of the award. The winning dealership will be featured in an upcoming issue of OFDealer and presented with a trophy at OFDA’s 2011 Dealer Strategies Conference in Tucson, AZ. Click here for more information, contact Billie Zidek via email or call 800-542-6672.
OFDA Announces 2011 Scholarship Award Recipients The Scholarship Fund of the Independent Office Products and Furniture Dealers Association (IOPFDA) is pleased to announce that thirteen high school and college students are the proud recipients of OFDA and NOPA scholarships for the 2011-12 academic year. The Office Furniture Dealers Alliance (OFDA) and the National Office Products Alliance (NOPA) are membership divisions of IOPFDA.
• Has your office gone green? • Do you teach your clients about sustainability? If you answered YES to some or all of the above, you have the makings of a dealership worthy of recognition by OFDA, the association for U.S. and Canadian office furniture dealers. Now through July 31, industry manufacturers, service providers and dealers can nominate the company they feel best exemplifies an engaged office furniture dealership that supports their association, their industry, their home and their planet.
Employees and immediate family of all OFDA and NOPA member companies are eligible to apply to receive an annual scholarship. This year, over 100 applications were submitted for consideration. Each $2,000 scholarship is awarded for one year, two years or four years. The IOPFDA Scholarship Fund was created in 1962 to help industry-affiliated students meet the rising cost of education. The fund is supported entirely through individual and member contributions and has, to date, given more than $2.5 million in scholarships over the past 49 years. Listed are the recipients name, the member company name and the named scholarship received. Four-Year Scholarship Winners
All entries received will be reviewed by a panel of respected industry leaders who will use a blind review process which bases entries solely on the strength of their OFDEALER
• Diana Thomson; Brannon's Office Supply; Acco World Corporation • Anthony Zunica; Independent Stationers; Howard M. Wolf Memorial Fund • Spencer Moore; Eakes Office Plus; Fortune Brands • Andrew Kletzien; BSI; Howard & Barbara Wolf Family Foundation continued on page 9
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OFDA news continued from page 8 Two-Year Scholarship Winners
7. Meeting lead time requirements for quick ship products
• Nathan Lippert; Haworth, Inc.; Gerald Weiner Memorial
8. Product line meets or exceeds the typical client's expectations
• Christopher Jackson; BKM Total Office; Al Aigner Memorial Fund
9. Value of product lines to your dealership's success 10. Product margins
• James Schmidt; Atlas Stationers; C-Thru Ruler Co.
Dealers were asked to rank each issue based on two criteria: satisfaction and importance. A five-point scale was used with five representing “very satisfied” and “very important” and one representing “not at all satisfied” and “not at all important.”
One-Year Scholarship Winners • Alyssa Yorio; MMF Industries; Esselte Pendaflex
More than 1,400 responses were received from industry dealers that evaluated one or more of their top-volume manufacturers.
• Daniel Green; Smead Manufacturing Co.; Fellowes, Inc.
“This survey gives dealers a voice in their relationship with key manufacturer business partners and this year’s survey featured a record number of responses,” stated Billie Zidek, director of research and standards for OFDA. “The results inform manufacturers about the primary service issues and concerns of their dealers, as well as what types of support dealers use and value most. The DMSI is an invaluable tool that manufacturers can use to help the dealers and ultimately help their own sales initiatives.”
• Ryan Nowicki; SP Richards Company; • Donald F. Pike; Greater Lakes; Travelers Club Memorial Fund • Eytan Potash; The Weeks-Lerman Company; The HON Company • Madeline Thiemann; Thiemann Office Products; Donald P. Haspel Scholarship • Mitesh Mistry; BKM Total Office; Ampad
OFDA DMSI Survey Reveals 2011 Top Ten Dealer Issues According to the Office Furniture Dealers Alliance’s (OFDA) 2011 Dealer Manufacturer Satisfaction Index (DMSI) Survey, delivery performance—including completeness, accuracy, timeliness and damage-free product condition—is at the top of the list of the issues dealers key in on relative to the manufacturers they work with. Prepared by independent market research consultant Industry Insights and conducted from January to April, 2011, the DMSI measures the degree of dealer satisfaction with manufacturer performance in six key areas and rates the importance of each one. The areas covered include training, product lines, service and support, sales and marketing, management, and technology.
2011 Top Ten Dealer Issues 1. Completeness and accuracy of product deliveries 2. Delivery of product in satisfactory, damage-free condition 3. Timeliness of product deliveries 4. Customer service support 5. Product quality 6. Overall quality of product lines JULY 2011
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INSANITY:
Does It Run Your Company? By Jim Heilborn
“Insanity is doing the same thing over and over again and expecting different results.” -Albert Einstein, Benjamin Franklin, or a Chinese proverb
Since this month’s theme is change management, the intent of this article is twofold: First, to get you to think about the way your company is currently operating and decide if those methods are actually still working. Secondly, to convince you to get actively engaged in putting together a process to evaluate your business on a consistent, regular basis, to make sure that what you are offering continues to bring value to your cutomers and maintains a fair profit for ownership and employees now and into the future.
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Cover continued from page 11 WHAT IS CHANGE MANAGEMENT?
services they offer. It is critical, however, to realize that these deliverables are purchased only because the end user has an outcome they wish to achieve.
According to one government website:
It is no longer a new concept, but Harvard marketing professor Theodore Levitt illustrated this very basic fact with a straightforward analogy: “People don’t want to buy a quarter-inch drill,” Levitt maintained. “They want a quarter-inch hole!”
Change Management: activities involved in (1) defining and instilling new values, attitudes, norms, and behaviors within an organization that support new ways of doing work and overcome resistance to change; (2) building consensus among customers and stakeholders on specific changes designed to better meet their needs; and (3) planning, testing, and implementing all aspects of the transition from oneorganizational structure or business process to another. http://www.gao.gov/special.pubs/bprag/bprgloss.htm
The hole is the outcome and that’s what people are really buying. Too many companies talk about being a “solutions company” while still selling the old way…product, product, and product.
The world is changing so rapidly today that you must develop your business at a faster pace than ever before.
What you did yesterday may be obsolete today or very soon. Evaluating the products and services that are important to clients now and for the foreseeable future is very important. You have to determine the realistic lifecycle of the products and services you are offering. Will you continue to offer the same or better outcomes?
It wasn’t that long ago that businesses had the time to let themselves “evolve,” and grow at a more natural or comfortable tempo.
Many products and services, once considered mainstays of the industry are no longer available or have become irrelevant.
For many companies, that time has passed and they have to embrace a faster pace if they want to keep up and survive.
Corner work surfaces used to be a standard in the cubicle but flat screen monitors and laptop computers have all but eliminated the need for them.
It would be nice if a business could get into a comfortable groove and not need to change, but that is simply not reality in today’s marketplace.
“Insanity is repeating the same mistakes and expecting different results.”
Electrostatic painting was once a very important service a dealer could provide, but with changes in paint and air quality requirements, it is close to becoming outlawed in many states. Dealers must also look at the outcomes they need, with profitability normally at the top of most lists.
-Author Rita Mae Brown The forces that drive business—technology, speed of delivery, design, function, fads, attitudes, and the economy— change constantly. It is insanity to think that a business can continue to grow and function without making some concessions to change.
WHAT CHANGES NEED TO OCCUR? The answer to this question will be somewhat different for every company, but a good way to start is by considering outcomes… for your customers and your company.
If the products and services being offered are not contributing enough profit to the bottom line, continuing to offer them has to be questioned. Many dealers have already changed the way they offer standard services by outsourcing delivery and installation. For some dealers, outsourcing services has been an economic decision, while for others, a change made due to a lack of proficiency and profitability. “Insourcing” versus “outsourcing”…it is a major change that has to be considered carefully, as it not only impacts the bottom line, but also can limit the speed of delivery, control, customer perception and customer satisfaction. Perhaps one way to look at this issue is to focus on your strengths and outsource the rest.
Do the products and services you are offering provide the outcomes your clients need? What changes do you have to make in order to achieve these outcomes? Consider all the outcomes you would like to achieve first and then work backwards. Do you have the right list of outcomes? Do you know what outcomes will give you the greatest return? Are they sustainable? All companies have to start with deliverables—the products and JULY 2011
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“A good idea poorly executed is no better than a bad idea.” -Rick Sherrell
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Cover continued from page 12 GETTING YOUR MESSAGE OUT
KEEPING UP “Tough times require more training, not less.”
Only ten years ago it was unusual, but there are very few businesses today that have not invested in a website. Now, everyone seems to be jumping on the social networking bandwagon. It is still not clear how this will change the way business is done, but what is clear is that a great deal of selling is related to communications. The current and upcoming generations of decision makers will have been brought up using social media sites. Can a company afford to ignore them? Will their customers relate to their people and processes or are they speaking different “languages? How about your company? The way companies communicate their message to the market will continue to develop, possibly increasing a company’s sphere of influence beyond their current market(s).
“Remember that social media is not a replacement for common sense business practices.”
-Douglas Brent Smith
Another area that will not change will be a company’s reliance on people and process…the right people and the right processes. It is largely these two elements that ultimately lead to long-term customer satisfaction. In order to continue to succeed in this key area, companies will need to focus even more time and effort on understanding and surveying their customers’ education and behaviors/needs and identifying what is changing in their world that will impact what they buy from you. This will also mean your staff will need more education and training. One of the biggest single mistakes companies and people can make is to think they’ve learned enough. Skill takes time, learning and practice. How much are companies willing to provide? How about yours?
-John F. Moore
Being on one of the large social networking sites or writing a blog or “tweeting” may get you noticed, but once the contact is made, the other elements of good business practice must be in place or customers will go elsewhere. A company’s image or branding will only take them so far. That is one thing that will not change.
Many growth opportunities will depend on training the staff so they can keep up with industry trends and technology. What dealership can continue to compete without some form of CADD or without an up-to-date computer or reliable telecommunications system? Companies must learn how to do things faster… but speed costs money. If they want to get to the next level faster, they will have to be willing to invest in education and training. The key questions: How fast do they want to go? How much time can they afford to wait? There can be high costs associated with change—both in time and money. But the cost of not changing or changing too late often results in lost business or being left behind… or being seen as obsolete. The future will require an investment… in new systems, new thinking, new processes, and new ways of communicating. Change is often uncomfortable. It can often leave people feeling out of control and maybe drive them a bit crazy till they catch on. But change is growth. Change is the future. What changes are you willing to make?
Jim Heilborn is a business consultant specializing in the office furniture/products industry, working nationwide with dealers, manufacturers, and service providers. For more information please visit his website, www.jheilbornassociates.com or he can be reached directly at jim@jheilbornassociates.com or by phone at 916-434-8711. JULY 2011
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Project Profile: Temecula City Hall A Design by the People, For the People By Alicia Ellis The City of Temecula, CA has a lot of history. From its Native American roots and Mexican heritage to the Old West with stagecoaches, cowboys and cattle ranches, Temecula has developed into a highly sought after region of Southern California and is well known now for its wine country location. So when a new City Hall was to be built in the heart of Old Town Temecula, it was clear to planners that the richness of the past needed to meld with the present to create a focal point that would be representative of the town and serve as a catalyst to stimulate private development in that part of the city. In addition, to show their commitment to sustainability and future generations, city leaders decided to earn LEED certification for the new building. Working with the architectural firm of Nichols, Melburg & Rossetto Architects + Engineers (NMR), the 97,000 sq. ft. mission style building would accommodate 130 city workers and officials and include council chambers, lobby and reception areas, conference rooms, collaboration areas and a law library. The project would feature a Native American-inspired plaza fountain of local granite salvaged from the project site and include low-emitting furniture and solar power panels capable of generating 90% of the energy for the building’s parking structure. When it came time to consider furnishings, the city allocated a budget around $1.5 million and set as its goal the creation of an interior space that mirrored and complemented the exterior while providing ample work space for the different generations of city employees and the public. The initial stages of the bid involved more than 50 companies attending and presenting at a continued on page 16
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Project Profile continued from page 15 town council meeting. From there, city officials weeded the bids down to five dealerships that went through a rigorous interview process. “It’s this interview process that we believe gave us the win,” said David Morgan, vice president of sales for Tangram Interiors, a Santa Fe Springs, CA headquartered dealership. “Because the budget was set, this project was about merits and capabilities and we came in with a variety of options utilizing all of our resources from design to project management,” Morgan explained. “In addition to renderings using our primary manufacturer, we showcased products that we felt best suited the space and budget while creating the look and feel that the city wanted.” Winning the project with a variety of furnishings from National Office Furniture, Tangram made a point to sit down with the heads of each department at City Hall and discuss just how each department worked and what their individual needs were. “Often with larger projects, once the clients are in they discover that the furniture is not suitable to their needs and you have to come back in and make changes or substitutions,” said Morgan. “In this case, by being proactive and consulting with each department, we were able to take their suggestions and really create a customized, highly functional space.” Private offices with touchdown areas including tables and conversation seating, conference rooms, reception areas, libraries and the Council Chamber were furnished with a variety of National Office Furniture solutions. National’s Captivate and WaveWorks casegoods and tables, Swift, Reno and Monterrey lounge, Eloquence seating and benches and Admire, Respect, Journey and Triumph seating gained quick approval by city officials and visitors. And because all of National’s seating is certified SCS Indoor Advantage Gold and seating and casegoods are ANSI/BIFMA level 1 certified, the city was one step closer to achieving its sustainability goals.
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Project Profile continued from page 16 Moving towards the install, Tangram was unexpectedly delayed by construction crews affected by severe weather (it actually rained in this typically dry location) which put everything behind. With product coming in, storage problems were solved through the use of the newly created parking structure adjacent to the building. From here, Tangram’s installers could organize and prep furnishings for the month-long install. Unveiling the new $70 million complex in December 2010, the entire project came in under budget and was hailed as the “heart of the city”. With National’s flexible product offering, the City of Temecula was able to provide tailored solutions for personal and departmental needs without the extra expense and time of ordering customized product. “Everyone is very pleased with how the furnishings turned out,” said Greg Butler, director of public works/city engineer. Although not in the initial plan, the city’s sustainable plan has allowed them to submit for LEED Gold level certification, Butler added. “Through the teamwork between the city, Nichols, Melburg & Rossetto Architects + Engineers (NMR) and Tangram, the space provides an excellent flow of productivity between departments and services. The dealer really brought to light how different generations like to work in different ways. This additional insight proved to be invaluable and much appreciated by city employees,” said Butler. “The design incorporates a complementary footprint of private space for heads-down work, with collaborative and public spaces for sharing of ideas and conversations with co-workers and the citizens of Temecula. Teamwork prevailed again. The outcome is incredible and the new city hall is a huge success for Temecula’s future.” “And a huge success for Tangram,” said Morgan. “We’ve opened the door to Inland Empire projects in and around Riverside County and this signature project’s success was just the beginning.”
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LLearn earn ho how wB BBF BF ccan an he help lp yyou ou ttap ap in into to tthis his b billion illion dollar dollar market market aat: t: bbffits.com/billion bbffits.com/billion o orr call call 716-665-2510, Ext. Ext. 3868
OFDA Dealer Strategies Conference
Transforming Your Business for Future Success While “business transformation” is an issue that most organizations may have grappled with periodically in the past, there’s no question it has become increasingly important in recent years, as the pace of industry change has accelerated. Whether you are a dealer, manufacturer or service provider working with dealers, this likely means your company must have the capacity and the commitment to transform itself at least annually. It is no longer sufficient to merely respond to market changes. Instead, to succeed in business today you must anticipate and position your firm to be at the forefront of market change. Ask dealers who attended the 2010 OFDA Dealer Strategies Conference what they gained from their participation and you will hear a lot of great reasons to seriously consider attending this year’s event, September 25-27 at the J.W. Marriott Starr Pass in Tucson, AZ. Here are just a few of the comments from dealer attendees last year: • The conference provided great insight into strategies that will help our business mold to the changing times. • The business topics were relevant and the presenters were prepared and did a good job of delivering content.
The panel discussions were also well prepared with moderators who encouraged meaningful discussion. • The ability to learn about new industry trends, participate in practical educational breakouts that will help my business, and the networking that we were able to do with other dealers to gain insight into how other dealers are working through operational challenges were all very helpful and valuable. We already have used several of the ideas and resources. This year’s conference program will propel participating office furniture dealers and their key business partners to even higher planes of strategic thinking about the future direction and shape of their organizations, while offering practical guidance on how to effectively implement change initiatives. If you are looking for fresh insights on building and sustaining competitive advantage and developing more agile, resilient and successful organizations, then Tucson is the place you will want to be in September. Here’s a summary of the exciting line up of pre-conference recreational activities, our special guest/spouse program, conference workshops, general sessions and interactive breakout sessions you can enjoy by attending the 2011 OFDA conference—the only industry-wide, dealer- and small businessfocused educational event scheduled for this year.
Come Early or Stay Longer for the Full OFDA Experience Are you looking for a brief getaway for yourself and/or your spouse or a special guest? If so, you are a candidate for the “complete OFDA conference experience!” OFDA is pleased to recognize The HON Company for their generous sponsorship of a special free Guest/Spouse program to encourage your participation. Visit http://www.iopfda.org/FREE-Guest/Spouse-Program for full details on this exciting program which includes: • OFDA Conference – Sunday and Monday evening receptions • A special 3-course Mediterranean menu culinary demonstration and tasting on Monday, September 26 from 12:00 noon until 4:00 pm by Primo Restaurant executive chef and author Melissa Kelly. The demonstration will be a private cooking class with printed recipes on which to take notes. In addition, OFDA is organizing informal golf outings on Saturday continued on page 21
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Preview continued from page 19 afternoon,September 24 and Sunday morning, September 25, with tee times reserved for singles seeking compatible playing partners or self-formed groups of conference attendees. If there is sufficient interest, OFDA also will put together a small tennis tournament on Saturday afternoon. Advance reservations and fee payment are required for both golf and tennis activities. You may register for golf online (http://www.iopfda.org/2011-GolfOuting). Please contact OFDA staff (bzidek@iopfda.org) if you are interested in playing in a mini tennis tournament. Just looking for some unique outdoor fun or relaxation? You can readily enjoy the world-class spa and resort facilities of the J.W. Marriott Starr Pass Tucson Resort & Spa. The Starr Pass and its surrounding area offer a myriad of activities. Discover the beauty of the Tucson Mountains and nearby sightseeing, or take full advantage of shopping in the quaint streets of Tucson. If you enjoy outdooradventures, you may explore the mountains around Tucson on horseback or by jeep, walking/hiking, riding mountain bikes, or even a hot air balloon. Many tours and activities can be booked at the hotel through Starr Destinations.
In addition to our extensive networking breaks throughout the day on Monday, the evening reception will offer further opportunities to exchange new ideas generated during educational sessions on the 26th with your dealer and other industry peers.
General Session Programs Feature Manufacturer CEOs, Management and Industry Experts The Conference’s breakfast and lunch programs will feature an excepional line-up of management experts and industry leaders from the manufacturing and the architectural and design and commercial real estate communities. These guest speakers and panelists will share their perspectives on gaining competitive advantage, emerging workspace design trends, the future of continued on page 22
Workshop Sessions Kick-off Conference This year’s Dealer Strategies Conference kicks off at 1:00 PM on Sunday, September 25, with three concurrent afternoon workshops aimed at dealer principals and sales and marketing managers. These include: •“It’s not Your People it’s Your Process!!!” –presented by Gil Cargill, president, Cargill Consulting, Inc. and Paul Barr, principal, Premier Office Solutions • “Nothing Endures But Change – Tools for Transforming Your Business” –discussion led by Valerie Atkin, president, Wells Street Consulting • “Dealer Boot-Camp Program for Hiring and Training New Sales Talent” –presented by leading industry consultants Debbie Junge and Brenda Brodt, Junge + Associates
Welcome Reception: Add Networking to Your Educational Experience OFDA’s evening receptions are always one of the most valuable components of the conference. This year’s event will be no exception! Global-TheTotal Office is the generous sponsor of our opening welcome reception this year. The venue is the ideal one for networking with your industry peers, catching up with your many industry friends and making new contacts that will serve you in the future.
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Preview continued from page 21 industry distribution and working effectively with commercial real estate brokers. Monday morning at the Conference begins with a keynote session, “Understand and Communicate Your True Competitive Advantage to Transform Your Business,” presented by Jaynie Smith, CEO, Smart Advantage, author and competitive advantage expert who is rated in the top 10% of all speakers presenting to CEOs active in Vistage International. Following the luncheon that day, OFDA will host a panel discussion on “Emerging Workplace Trends and Major Customer Needs__The Future is Now!” The session will be moderated by Mary Lee Duff, Assoc. AI, Principal, IA Interior Architects and feature A&D experts from government and leading corporations at the cutting edge of office space planning: • Kevin Kelly, senior architect, Center for Workspace Delivery, General Services Administration • Jan Penagos, LEED® AP, senior strategic planner, Intuit • Garth German, change management consultant, Expressworks On Tuesday, September 27, OFDA will open its program with a general session panel discussion moderated by Carlene Wilson, principal, BKM Total Office of Texas, on “The Future of Office Interiors Industry: Changes in Customer Expectations and Dealer Roles.” Our prominent panelists include: Jim Keane, president, Steelcase Group, Steelcase, Inc.; Chuck Saylor, founder and CEO, izzy+; and Donald Van Winkle, president, Kimball Furniture Group. OFDA’s closing luncheon program will focus on the “Value-Added Role of Dealers from the Perspective of Commercial Real Estate Developers and Facility Managers.” The session will take the form of a panel discussion moderated by one of OFDA’s dealer members and featuring commercial real estate brokers from CB Richard Ellis and other leading firms whose project management activities increasingly impact final purchase decisions.
operations/technology,strategic planning/leadership, and organizational development will round out the program on September 26-27 and address topics that are key interest to dealers. Highlights include:
Best Practices: Sales/NBD and Marketing • Customer Loyalty Management: Effective Organization-Wide Strategies • Low-Cost/High-Impact Marketing Using Social Media and Local Media Outreach • Producing & Measuring ROI within Your Marketing Budget • The Power Formula for LinkedIn Success for the Beginner or Skeptic • LinkedIn for Experienced Users: Taking Professional Networking to the Next Level
Best Practices: Operations/Technology • Collaborative Operations Streamlining for Dealers and Installers • Managing and Installing Interior Wall Systems: Dealer and Installer Best Practices • Leveraging Technology to Transform Business Processes and Boost Profits • Benchmarking: Applying 2011 OFDA Survey Results to Improve Profitability
Best Practices: Strategic Planning/Leadership • Ensuring a Smooth Transition in Dealer Ownership: Manufacturers’ Perspectives • Panel on Creating a Sustainable Business Model/Entry into New Lines of Business • Roundtable on Entering New Lines of Business to Create a Sustainable Business Model
Best Practices: Organizational Development
Interact with Dealer Peers in Breakout Panel Discussions
• Transitioning Your Business Successfully Between Generations: Views from the Next Generation’s Principals
Dealer- and installer-led panel discussions and interactive presentations by industry experts on sales/marketing,
For more information on our conference program, online registration and making hotel arrangements, please visit www.ofdanet.org, or contact Chris Bates, OFDA president, at 703.549.9040, x 100 (cbates@ofdanet.org) for full details on our exciting educational program and extracurricular activities!
• Manage Your Talent – Developing a Strategic Workforce Plan
continued on page 23
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Schedule
of
Events
Saturday, Sept. 24
8:30 am – 9:45 am: Opening Keynote
1:30 pm: Golf Outing
Session
Sunday, Sept. 25 9:00 am: Golf Outing 1:00 pm – 6:30 pm:Conference Registration 1:00 pm – 5:00 pm: Workshop Sessions • “It’s not Your People it’s Your Process!!!”
Presenters: Gil Cargill, president, Cargill Consulting, Inc. Paul Barr, principal, Premier Office Solutions • “Nothing Endures But Change – Tools for Transforming Your Business”
Presenter: Valerie Atkin, president, Wells Street Consulting • “Dealer Boot-Camp Program for Hiring and Training New Sales Talent”
Presenters: Debbie Junge and Brenda Brodt, Junge + Associates 5:00 pm – 6:00 pm: New Member and First-Time Attendee Meeting 6:00 pm – 7:30 pm: Welcome Reception
Monday, Sept. 26 7:30 am – 8:15 am: Continental Breakfast 8:15 am – 8:30 am: OFDA Chairman’s Welcome and Association Update with Frank Gutwein
• “Communicate Your True Competitive Advantage to Transform Your Business”
Keynote Presenter: Jaynie Smith, CEO, Smart Advantage 9:45 am – 10:30 am: Networking Break and Jaynie Smith Book-Signing 10:30 am – 12:00: Breakout Sessions
Best Practices: Sales/NBD and Marketing • “LinkedIn for Dealers – Getting Started in Building Your Network”
Presenter: Wayne Breitbarth
Best Practices: Organizational Development • “Customer Loyalty Management: Effective Organization-Wide Strategies”
Presenter: Valerie Atkin, president, Wells Street Consulting
Best Practices: Operations/Technology • “Leveraging Technology to Transform Business Processes and Boost Profits”
Moderator/Presenter: David Solomon Panelists: Dealer panelists have been invited
Best Practices: Strategic Planning/Leadership • “Ensuring a Smooth Transition in Dealer Ownership: Aligned Manufacturers’ Perspectives”
Moderator: Matt Sveen, principal, Intereum and OFDA Board Director Panelists: Richard Driscoll, dealer development manager, Knoll Inc.; Paul Holland, manager, dealer development, Haworth, Inc.; Paul Iles, vice president, Herman Miller Distribution; Jay Stephan or Casey Kalman, Steelcase, Inc.; Greg Richards, vice president, dealer Distribution, Teknion 12:00 pm – 1:30 pm: Lunch with Speaker and Panel • “Emerging Workplace Trends and Major Customer Needs – The Future is Now!”
Moderator: Mary Lee Duff, assoc. AI, principal, IA Interior Architects Panelists: Kevin Kelly, senior architect, Center for Workspace Delivery, General Services Administration; Jan Penagos, LEED AP, senior strategic planner, Intuit; Garth German, change management consultant, Expressworks 1:30 pm – 2:15 pm: Networking Break 2:15 pm – 3:45 pm: Breakout Sessions continued on page 24
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Schedule continued from page 23 Best Practices: Sales/Marketing • “LinkedIn for Experienced Users: Taking Professional Networking to the Next Level”
Presenter: Wayne Breitbarth, M&M Office Interiors
Best Practices: Organizational Development • “Manage Your Talent – Developing a Strategic Workforce Plan”
Presenter: Randy Kloostra, HR/organizational learning consultant
Best Practices: Operations/Technology • “Managing and Installing Interior Wall Systems: Dealer and Installer Best Practices”
Moderator: Jake Jacobs, vice president Market Development, JEI Corporate Services Panel: Rick Kelly, president, Multi Systems Installation; Dean McIntyre, president, McIntyre Group Office Services; Matt Sprenzel, President, Owner, Installation Specialists; Chris Walden, vice president, Professionally Built Installations (PBI)
Best Practices: Strategic Planning/Leadership • “Creating a Sustainable Busines Model or Entry into New Lines of Business”
Panelists: Mickey Spooner, vice president, Allstate Office Interiors; Adam Goodman, president, Goodman’s Interiors; Kyle Haakenson, president, Haakenson Group; Scott Machabee, President, Machabee Office Environment
Best Practices: Operations/Technology • “Benchmarking: Applying 2011 OFDA Survey Results to Improve Profitability”
Moderator/Presenter: David Solomon; dealer panel invited
Best Practices: Strategic Planning/Leadership • Dealer Roundtable on “Entering New Lines of Business to Create a Sustainable Business Model”
Facilitator: Jim Heilborn, president, Jim Heilborn Associates 5:30 pm – 6:00 pm: Break 6:00 pm – 8:00 pm: Networking Reception
Tuesday, September 27, 2011
ing Quarter Back; Kama Weinberger, president, Q+E Design Source • Producing & Measuring ROI within Your Marketing Budget
Moderator: Jason Kirby, director, Office Furniture Marketing, eBoost Consulting Panelists: Dealer/Customer Panel invited by Jason Kirby
Best Practices: Operations/Technology • “Collaborative Operations Streamlining for Dealers and Installers”
Moderator/Panelist: Bill Stoops, principal, Elements Panelists: David Jarka, principal, JEI Corporate Services; Mark Vignoles, CEO, Service West; Additional dealer invited
Best Practices: Strategic Planning/Leadership • “Ensuring a Smooth Transition in Dealer Ownership: Aligned Manufacturers’ Perspectives” (repeated session)
8:00 am – 8:30 am: OFDA Sponsor Recognition and Awards Breakfast
Moderator: Matt Sveen, principal, Intereum and OFDA board director
8:30 am – 9:45 am: OFDA General Session Program – Manufacturer Panel
Panelists: Richard Driscoll, dealer development manager, Knoll Inc.; Paul Holland, manager, dealer development, Haworth, Inc.; Jay Stephan or Casey Kalman, Steelcase, Inc.; Greg Richards, vice president, Dealer Distribution, Teknion LLC
• “Future of Office Interiors Industry: Changes in Customer Expectations and Dealer Roles”
Moderator: Jim Heilborn, president, Jim Heilborn Associates
Moderator: Carlene Wilson, principal and vice president, Sales, BKM Total Office of Texas
12:00 Noon – 1:30 pm – Closing Lunch with Moderated Panel Discussion
Panel: Bill Stoops, principal, Elements; Sergio Aragon, vice president-services, Facilities Connection; Scott Gierhahn, president, Schroeder Solutions
Panelists: Jim Keane, president, Steelcase Group, Steelcase, Inc; Chuck Saylor, founder and CEO, izzy+; Donald Van Winkle, president, Kimball Furniture Group
• “Value-Added Role of Dealers from Perspective of Commercial Real Estate Developers and Facility Managers”
3:45 pm – 4:00 pm: Transition Break
9:45 am – 10:30 am: Networking Break
4:00 pm – 5:30 pm: Breakout Sessions
10:30 am – 12:00 pm: Breakout Sessions
Best Practices: Organizational Development • “Transitioning Your Business Successfully Between Generations: Views from the Next Generation’s Principals”
Moderator: Frank Gutwein, president, Widmer Interiors JULY 2011
Best Practices: Sales/Marketing • “Low-Cost/High-Impact Marketing Using Social Media and Local Media Outreach”
Moderators: Paul Barr, principal, Premier Office Solutions; Lisa Johnson, principal, Corporate Interior Systems (CIS) Panelists: Allyson Calvert, Sr. project manager, CB Richard Ellis; Other panelists invited 1:30 pm – OFDA Conference Adjourns
Moderator: Alicia Ellis, director, Marketing & Communications, OFDA Panelists: Rob Kirkbride, Monday MornOFDEALER
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Transferring Your Dealership to Insiders:
A Recipe for Disaster? Sound familiar? If you think that transferring your dealership to your children or to your management team is inherently risky, you are right. Insider transfers are risky because: by Ken Stiefler Steve Smith was no different than millions of other baby boomer business owners in that the thought of leaving his dealership was never far from his mind, no matter how far away his exit might be. He daydreamed about transferring the dealership to his oldest daughter and perhaps to a member of his management team, yet he couldn’t gauge their passion for owning a business and hadn’t tested their management skills. And, of course, they had no money. Steve’s office furniture dealership was his economic and financial lifeline. Without its income, without his ability to use the business to accumulate wealth, without the ability to sell his interest to a buyer who had cash, and without a plan, Steve’s wishes would remain just that…wishes. To Steve, it was obvious that if he ever wanted to exit his business in style, he needed to wait for a white knight buyer to appear on his doorstep bearing saddlebags full of cash. So, Steve did what many, many other owners in his position do: nothing. JULY 2011
Insiders have no money. Successors’ management/ownership skills and commitment to ownership may be untested. You lose control of the business if you make the transfer before you are completely cashed out. On the other hand, the possible benefits to this type of transfer include: Keeping the dealership in your family or extending your legacy through your hand-picked management group. Motivating, retaining and rewarding key employees. Reaping more after-tax money than from a third-party transfer. Retaining control until all or most of the purchase price is received. Remaining active in the business while gradually reducing your day-today responsibilities. Providing time for you to build up personal assets (via distributions of cash) before your exit. OFDEALER
The trick is to design a plan that minimizes risks so you can reap all of the benefits. Let’s first look at how that might be done. Insiders have no money, there-
fore it is too risky to sell to them. That’s true if you don’t design a transfer strategy that puts money in their pockets as they increase the value of your company. Years in advance of the transfer, you will have to work steadily and effectively to build cash flow (the source for all cash outs) through the installation of value drivers and through careful planning to minimize taxation. Unless you carefully plan to avoid it, cash flow can be taxed twice. This double tax (sometimes totaling more than 50%) can spell disaster for many internal transfers. Through effective tax planning, however, much of this tax burden can be legally avoided. Finally, you and your advisors (including a certified business appraiser) should use a modest but defensible valuation for the company. Because a lower value is used for the purchase price, the size of the tax bite is correspondingly reduced. The difference continued on page 26
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Recipe for Disaster continued from page 25 between what you will receive from the sale of your business, at a lower price, and what you want to be paid to you after you leave the business is “made good” through a number of different techniques to extract cash from the company after you leave it. Successor’s management/ownership skills are untested. If that’s the case, create a written plan to systematically transition management and ownership responsibilities to your successor—beginning today. The transition period, during which you test both your assumptions and your successor’s skills, usually takes several years to complete. You lose control before being cashed out. This is only true if you (and your advisors) fail to implement a transfer strategy designed to accomplish the opposite: you are cashed out before you lose control. In such a plan, you keep control, in part through a well-designed and incremental sale of the company, over time, based upon improving company cash flow over time.
Plan design must be tax-sensitive. The plan must be in writing and must make advisors accountable. Plan the transfer well in advance of your desired exit date. Executing an insider transfer takes longer than executing a sale to a third party. Steve Smith did what came natural to him – Nothing! Unfortunately, nothing is what Steve is likely to receive for his dealership. The longer you wait, contemplate, procrastinate, etc. the harder it will be. Unlike Steve, who is still waiting for his “white knight” to come along, if you start your planning today, you could be well on your way to realizing your dream!
The keys to reducing the risks of an insider transfer necessary to achieve success are:
Ken Stiefler, CExP is a member of the Business Enterprise Institute’s Network Of Exit Planning Professionals. For more information, contact Ken via email or visit www.theexitfactor.com ken@theexitfactor.com
Value building activities are just as—if not more—important to an insider transfer as they are to a sale to a third party.
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LinkedIn Groups:
Ca$h In On This Powerful Tool by Wayne Breitbarth Social networking is all about people coming together, sharing information, and forming communities, and LinkedIn is no exception. The Groups function on LinkedIn is one of the most effective tools on the site for interacting with people in your industry, region or specialty. My research shows that LinkedIn users rate groups as the second most important part of LinkedIn. (People-searching is rated the most useful function).
Let me give you an example of this last benefit because it is not always appreciated or understood. Look up the largest group in your part of the country by going to “Groups” on the top toolbar and selecting “Groups Directory.” In the keyword box on the top left, type in your state, city or region. Then click “Search.” When I do this, I find that Link Up Milwaukee, with more than 11,000 members, is the largest group in my region.
Groups are very easy to join, and you can belong to as many as fifty at any point in time. I recommend joining close to that amount. Here are some of the most compelling reasons to join groups:
The larger the group, the larger the pool of LinkedIn members available for you to search for high-value contacts. Searching groups is a very powerful tool for building your network on LinkedIn. Being a member of Link Up Milwaukee allows me to keyword search those 11,000+ members for people I want to meet—whether directly or through a mutual connection. And, because I am a member of Link Up Milwaukee, I can send direct messages to all my fellow group members, although I cannot look at their connections and don’t have the other privileges of a Number 1 connection.
1. You will be found. 2. You will find others who have similar affiliations or interests. 3. Joining groups in which your customers, suppliers or vendors hang out is a way to connect, answer questions and share resources, expertise and events. 4. You will find job opportunities, because every group has a tab for available positions at members’ companies. 5. You can become a credible expert by answering questions and posting articles of interest for the entire group to see. 6. In groups, people talk about events they are involved in and this may help you find activities of interest to you. 7. You can promote an event you are hosting to a group of people who have the same interests. 8. You can search within groups to communicate to members with whom you are not officially connected. JULY 2011
As I mentioned earlier, you should try to join fifty groups. The reason I suggest joining this many is because different types of groups have different purposes. Groups like Link Up Milwaukee get some mass into your groups, allowing you to be more effective when searching. Then you have groups in your specific industry. You will want to join national, regional and local groups that focus on your particular specialty. For example, in the office furniture industry, you may want to join Facilities and Furniture as well as Office Furniture Dealers Alliance (OFDA), with over 2,300 and 1,600 members respectively. This will allow you to find information about
national events, educational opportunities and industry trends. If your office furniture business is in Wisconsin, you could get access to regional information by joining Wisconsin Green Building Alliance, which has more than 200 members. This allows you to virtually hang out with others in the state who have an interest in this important part of your industry. Locally, you could join IFMA (International Facility Management Association) Southeast Wisconsin Chapter, which includes over 200 members who are closely aligned with facility decisionmakers that you love to hang out with live and in person. So why not do the same thing virtually? The fifty groups you join will depend on your strategy, what your products or services are, and where you provide those products or services. The types of groups you should join are “Birds of a feather” groups— alumni associations, chambers, clubs, religious organizations, hobby groups, etc. Industry groups (both inside and outside of your region) LinkedIn or other social media user groups (These groups concentrate on helping each other be more productive on these sites) Regional super groups (like Link Up Milwaukee) Once you join a large number of communities, you may want to turn off the e-mail notifications for discussions taking place in some of the larger groups—the ones you may have joined solely because of the size of their memberships. Many times the topics continued on page 28
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LinkedIn continued from page 27 being discussed in these large groups will not be of interest to you.
top toolbar; the search box is on the upper left.
For instance, in Wisconsin, a popular group to join is the Green Bay Packers Fans group. With over 3,400 members, it gives you lots of searching power. However,when I first joined the group, I turned off the e-mail notifications because I wasn’t interested in the constant Brett Favre banter. You can turn off e-mail notifications by changing the settings in the individual group’s Settings section. However, be sure to leave e-mail notifications on for the groups whose discussions you are interested in monitoring.
As with many other aspects of LinkedIn, successfully using the Groups function comes down to deciding what you want to accomplish on LinkedIn and finding ways to achieve it strategically. Joining these communities is just another way to expand your capabilities and reach on LinkedIn.
Checking out the groups to which your connections belong is the best way to start finding groups. As I mentioned earlier, you can also search the Groups Directory using keywords. To do this, select “Groups Directory” from the “Groups” pull-down menu in the
JULY 2011
OFDEALER
Wayne Breitbarth is an owner of M&M Office Interiors in Pewaukee, Wisconsin. Wayne began moonlighting as an unofficial LinkedIn trainer in early 2009 and has now led seminars for over 10,000 business professionals across the country. He was a featured speaker at last year's OFDA Dealer Strategies Conference and has recently released a book entitled The Power Formula for LinkedIn Success. Contact Wayne at wbreitbarth@mmoffice.com www.powerformula.net www.linkedin.com/in/waynebreitbarth
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Two Full Days of Education including: Customer Loyalty Management Benchmarking for Higher Profits Social and Local Media Marketing Dealer Succession Trends & Experiences Best Practices in Streamlining Operations Finding, On-Boarding & Managing Top Talent 0DQXIDFWXUHU 3UHVLGHQWV 3DQHO RQ ,QGXVWU\ÂśV )XWXUH ...and much more!