U.S. $3.25
APRIL · MAY 2018
MOVING DAY
OMAHA COMPANIES RELOCATE AROUND THE CITY
BUSINESS SUITS & SNEAKERS ARE EITHER ACCEPTABLE?
TAXES WILL NOT BE THE DEATH OF YOU
LACEY FAMILY EXPLAINS NEW CHANGES
VOTED #1 SIGN SHOP FOR 10 YEARS. Thank you, Omaha!
WE DRIVE RESULTS. Outdoor Advertising & More
Bringing your business exceptional options in advertising to separate you from the crowd. Get results and stand out with the best.
ooa.agency | 402.861.0384
© 2016 - 2018 Best Buy Signs. All rights reserved.
SPORT COMPLEX & ARENA ADVERTISING
02 | B2B MAGAZINE · 2018
VOLUME 18 · ISSUE 2
Clean Results. For all of your facility cleaning needs, Jani-King’s trained and dedicated franchisees deliver beyond expectations. It’s all of the efforts behind the scenes that prepare you for success.
publisher Todd Lemke
advertising information 402-884-2000
Call our local Jani-King office today and discover how our efforts help your business each and every day.
vice president Greg Bruns
subscribe online omahamagazine.com/ subscribe
associate publisher Bill Sitzmann
executive editor Doug Meigs
executive vice president sales & marketing Gil Cohen
managing editor B2B, Family Guide, special projects Daisy Hutzell-Rodman
© 2016 Jani-King International, Inc. | CD0216-0023
senior branding specialist Mary Hiatt senior sales executive Gwen Lemke branding specialists Kyle Fisher George Idelman local stubs ticketing representative and branding specialist Joshua Peterson digital sales manager Jillian Dunn assistant to the publisher Sandy Matson senior sales coordinator Alicia Hollins account assistants Dawn Dennis Sherry Lorence Mark McGaugh operations Tyler Lemke accounting Holley Garcia-Cruz distribution manager Mike Brewer
402.932.0514 | 5885 S. 118 Circle Omaha, NE | janiking.com
editor-at-large Tara Spencer editorial assistants Will Patterson Lindsay Wilson creative director Matt Wieczorek senior graphic designer Derek Joy graphic designer II Mady Besch graphic designer I Katiuska Nuñez contributors Keith Backsen Leo Adam Biga Ryan Borchers Tamsen Butler Anthony Flott Jason Fox Beverly Kracher Patrick McGee Maggie O'Brien Karl Schaphorst Doug Schuring Kara Schweiss Carielle Sedersten Michael Watkins Ashley Wegner Lauren Weivoda contributed photography Keith Binder Scott Drickey Sarah Lemke
B2B Magazine is published six times annually by Omaha Magazine, LTD, P.O. Box 461208, Omaha NE 68046-1208. Telephone: 402-884-2000; fax 402-884-2001. Subscription rates: $12.95 for 4 issues (one year), $19.95 for 8 issues (two years). Multiple subscriptions at different rates are available. No whole or part of the contents herein may be reproduced without prior written permission of B2B Omaha Magazine, excepting individually copyrighted articles and photographs. Unsolicited manuscripts are accepted, however no responsibility will be assumed for such solicitations.
OMAHAMAGAZINE.COM APRIL · MAY | 03
TABLE OF CONTENTS MAIN FEATURE
MOVING DAY
OMAHA COMPANIES RELOCATE AROUND THE CITY FEATURES
46
BUSINESS SUITS AND SNEAKERS
ARE EITHER ACCEPTABLE?
48
RED TAPE, RED FLAGS H-1B VISAS POSE REAL CONSEQUENCES
DEPARTMENTS
62 omAHA!
07 BEST OF B2B
56 IN THE OFFICE
66 ON THE RISE
73 THE FIRM
DEAR CREATIVES: SINCERELY, INCLOSED LETTERPRESS CO.
60 LEADERS
FINDING NATIONAL LIMELIGHT JOAN SQUIRES
FAMILY EXPLAINS NEW CHANGES
SPECIAL SECTIONS
42 AFTER HOURS
OPEN COFFEE OMAHA
52
TAXES WILL NOT BE THE DEATH OF YOU
OUTDOOR ENTREPRENEURS SKINZIT YOUNG AND PROFESSIONAL ASHLEY RAE TURNER
THE 2018 WINNERS REVEALED
RETIREMENT EDITION (SPONSORED CONTENT)
68 HOW I ROLL
AN AGILE, AERODYNAMIC ARACHNID
14,558 TREES
have been reforested due to the printing of our publications. More information at printreleaf.com
COLUMNS
05 FROM THE EDITOR THE BEST IS YET TO COME
45 WORK PSYCHOLOGY
65 SALES INSIDER
72 OMAHA CVB
45 OFFICE FURNITURE
65 BRAND BRIEF
72 ETHICS
CREATING A DEVELOPMENTFOCUSED CULTURE
THE “RESI-MERCIAL MOVEMENT”
THE SCIENCE OF SELLING
THE RELENTLESS PURSUIT OF CONCISION
TAKE A VACATION AND CREATE
SEXUAL HARASSMENT HERE AND ACROSS THE POND
04 | B2B MAGAZINE · 2018
VOLUME 18 · ISSUE 2
13205 Centennial Road Omaha, NE 68138 | 402 330 5831 | www.ingersollrandproducts.com/en-us/air-compressor/distributors/us-omaha.html
COMPRESSED AIR EXPERTISE 100 plus years as the leader in the compressed air business. We know how to design, install, and maintain compressed air systems.
SINGLE SOURCE RESPONSIBILITY We can design the compressed air system, supply the compressed air equipment and install the completed system. AIR SYSTEM DESIGN Offering an air system design that will meet your present needs and offer flexibility for future expansions. Specializing in multiple types of air compression technologies, and skilled in selecting the proper equipment design and layout for your operation.
FULLY INTEGRATED PROJECT MANAGEMENT Ingersoll Rand’s Air Solution Group has the ability to handle any type of compressed air system installation. A Project Manager oversees and instructs the complete project, ensuring proper installation and efficient operation.
OMAHAMAGAZINE.COM APRIL · MAY | 05
Thank you for voting me Best Payroll Service! Payroll Professionals Inc.
Bookkeeping & Payroll Services
Kelly Burns
President 402.618.2804 Krb42370@cox.net 2829 S 88th St. Omaha, NE 68124
FROM THE EDITOR
THE BEST IS YET TO COME maha is the best! I think so, and that’s one of the reasons why I enjoy working at Omaha Magazine. Not only do we bring you the best stories of the city, we bring you two Best Of contests, including the original Best of Omaha. In this issue, you will find the Best of B2B Results. This is a Best Of contest that we specifically tailor for businesspeople, with categories such as Best Parking Lot Maintenance and Best Business Broker that reflect the needs of the business community. It’s located in the front of the book, because we know you are as excited as we are to find out who won. Two stories in this issue bring readers information about topics that have been in the news quite a bit lately. Leo Adam Biga writes about changing policies with H-1B visas, which could impact several Omaha businesses, and Anthony Flott writes about changes to tax laws, particularly changes to business taxes, from the standpoint of a family of CPAs who have been processing taxes from the 1940s to the present.
payrollprofessionalsomaha.com
There’s a lot of movement around the city right now. Omaha is home to several growing businesses that are building new offices and moving. What is the reason for all this movement? Maggie O’Brien writes about this on page 50. Maggie is a former colleague of mine from the Omaha World-Herald, and I was delighted to hear that she could write an article for us. I hope you enjoy this story as much as I did. And another former OWH colleague, Ashley Wegner, brings you a well-written article on Joan Squires, who has been working tirelessly for many years to give Omaha an incredible performing arts scene.
Since 1963
Doors, Docks & Gates – Since 1963 Thank you for Voting us Best of B2B for Commercial Door Service!
Installation, Service & Repair 402.331.8920 · www.normsdoor.com
Didn’t I tell you Omaha is the best? B2B
Daisy Hutzell-Rodman is the managing editor of B2B, a publication of Omaha Magazine LTD. She can be reached at daisy@omahamagazine.com.
THANK YOU! For giving us the opportunity to serve your Search, Staffing, and Consulting needs.
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Omaha’s business leaders chose Hemphill as Omaha’s Best Employment firm in 2008, 2009, 2010, 2011, 2013, 2014, 2015, 2016, 2017 & 2018
OMAHAMAGAZINE.COM APRIL · MAY | 07
AND THE WINNERS ARE… Here is B2B Omaha’s highly anticipated Best of B2B winners list for 2018! Readers and customers voted the following Omaha-area businesses as the best in the city for the services and products they provide in their respective fields. Unlike Best of Omaha, in which the ballot is online so the public at large can vote for their favorites, the Best of B2B contest was available only in the magazine, ensuring that those business owners and executives who care specifically about B2B were able to vote. Best of B2B results were tabulated from ballots sent in from the winter 2018 issue of B2B. Ballots had to be originals—not photocopies—and a minimum of 15 categories had to be filled out for them to be accepted. The Best of B2B list is organized alphabetically by themes, then categories, making it easy to find the best in a specific product or service. Winners were given the option to list their phone number and website as sponsored content. “Best of B2B has developed into what it was meant to be and what we hoped it could be,” says Todd Lemke, the magazine’s publisher. “Business owners get it—it’s a a contest in which businesses recognize businesses. We feel honored to be able to showcase the very best our city has to offer.”
08 | B2B MAGAZINE · 2018
VOLUME 18 · ISSUE 2
WE’RE ONLY AS GOOD AS THE CUSTOMERS WE SERVE. Which means we’re pretty darn awesome.
402.341.6479
millerelect.com
Thanks for voting us Omaha’s best electrical service 13 years running.
7722 F Street | Omaha, NE 68127 theamericanfencecompany.com | 402.896.6722
Read About in
Half a Century of Handiwork.
Our staff of over 100 installers, fabricators and sales are grateful for the opportunity to serve Omaha. Thank you for the vote of confidence.
Omaha Magazine
OMAHAMAGAZINE.COM APRIL · MAY | 09
Your Complete Design Specialist
BUILDING SERVICES CARPET & RUG CLEANING Legacy Carpet Cleaning, LLC
Custom Draperies & Blinds | Furniture & Accessories | Color Consultation Remodeling & Rearrangement | Home Staging | Tile, Carpet & More... B
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A+ Rating
Office: 402.964.0762 Mobile: 402.670.7566 • www.GloriasElegantInteriors.com
402-964-0762 gloriaselegantinteriors.com
ELECTRICAL SERVICE
HA ’
Best Commercial Interior Design
Gloria's Elegant Interiors & Consulting
Norm’s Door Service
O
3 Years in a Row!
D3 Interiors
Omaha Door & Window
2B
201 6 Wi n ner
COMMERCIAL INTERIOR DESIGN
DOOR COMPANY
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402-341-6479 millerelect.com
2016 Winner
American Fence Company
We’re Not Just About Fences.
www.sw-fence.com • 402-333-5722
10 | B2B MAGAZINE · 2018
VOLUME 18 · ISSUE 2
Quality, Dependable Trash & Recycling Service SALES • SERVICE • RENTALS For Over 60 Years
A N E W L O C A L WAY t o T i c k e t Yo u r E v e n t
Bench
1441 N 11th St. Omaha, NE 68102 Intro to Woodworking April 14th Woodworking 201 May 10th
The Conjure Shop
809 S 75th St. Omaha, NE 68114
COMMERCIAL
• Waste Disposal • Rear Load Containers • Front Load Containers • Recycling
RESIDENTIAL
• Dependable Weekly Trash Service • Trash Carts & Recycling Bins • Weekly Recycling • Weekly Yard Waste
COMPAC TORS
• Stationary Compactors • Self-Contained Compactors • Cardboard Compactors • Recycling • Compactor Maintenance Performed
CONSTRUC TION & CLEAN-UP • Roll-Off Containers • C&D Landfill • C&D Recycling • Green Build Services
A Weekend with Hoodoo Sen Moise April 7th-9th
Arts for All
Faithful Shepard Presbyterian Church 2530 S 165th Ave Omaha, NE 68130 Spring Arts Classes for Adults April 5th-May 10th
Midwest Parnormal History Tours
Locally Owned & Operated
Weather permitting tours will begin on weekends in April and May
402-571-4926
Bodega Victoriana Winery
abestrash.com | 8123 Christensen Lane
60397 Kidd Rd Glenwood IA 51534
Brookside Care Center
Iowa Western Football and Wrestling Building
Ongoing Spring special Wine tasting, Cheese, Charcuteria and souvenir wine glasses for two
More events coming to Local Stubs, Omaha’s destination to support local events. > Localstubs.com
Building Places that Positively Impact Lives
Professional. Proven.
(402) 339-1000
n
www.lueder.com
Brought to you by:
OMAHAMAGAZINE.COM APRIL · MAY | 11
Your one-stop shop for all your fire equipment needs.
FIRE PROTECTION General Fire and Safety
· · · ·
Fire Sprinkler Systems Fire Alarm Systems Kitchen Ansul Systems Fire Extinguishers
402-556-6100 gfsomaha.com
FireGuard
GARBAGE COLLECTION Abe’s Trash Service
Ultimate Protection. Superior Service. 402.556.6100 • gfsomaha.com
402-571-4926 abestrash.com
Premier Waste Solutions
GENERAL CONTRACTOR Lueder Construction The Weitz Company 402-592-7000 weitz.com
HEATING/AC SERVICE SOS Heating & Cooling 402-391-2336 soshvac.com
A-1 United Heating, Air Conditioning & Electrical
JANITORIAL SERVICE Jani-King 402-932-0514 janiking.com
Sparkling Klean Service, Inc.
Thank you to our clients and partners for voting us as one of Omaha’s Best General Contractors by Best of B2B. We are honored to build in our community.
12 | B2B MAGAZINE · 2018
• • • •
VOLUME 18 · ISSUE 2
24 Hour Emergency Service No Commisions Earned by Our Techs= Fair Treatment to Our Customers 3rd Generation Family Owned Business Residential and Commercial Contractor
UP TO
$2,150 OFF
THE PURCHASE OF A NEW SYSTEM
402.391.2336 | soshvac.com
8314 Maple St. Omaha, NE 68134
Thanks Omaha for over 30 Years! We would also like to thank Omaha for voting our company the Best of B2B™.
Thanks for Voting us Your #1 Locksmith!
8 Consecutive Years ®
Convenience + Peace of Mind + Protection
To see what else we are up to, check us out at:
402.399.9233 | www.sparklingklean.com
CarlJarl.com
OMAHAMAGAZINE.COM APRIL · MAY | 13
LANDSCAPE/LAWN CONTRACTOR Sun Valley Landscaping 402-932-5704 sunvalleyomaha.com
Forest Green Lawn & Landscaping
LOCKSMITH Carl Jarl Group 402-393-7800 carljarl.com
OFFICE MOVING - DATA CENTERS - COMPUTER/SERVER MOVING - HEALTH CARE FACILITIES LIBRARY MOVING - PACKING SERVICES - RECYCLE/DISPOSAL - SPACE DECOMMISSION LONG DISTANCE LTL & TRUCK LOAD - FINAL MILE DELIVERY - LOGISTICS & WAREHOUSING 8006 J Street, Omaha, NE, 68127 selectvan.com - 402.935.3700
Aksarben Locksmiths
MOVING COMPANY Select Van & Storage Office Furniture Installers, Inc.
OFFICE FURNITURE All Makes 402-341-2413 allmakes.com
BOLD Office Solutions
PAINTING CONTRACTOR Gerst Painting Inc. Certa Pro Painters
PARKING LOT MAINTENANCE Parking Area Maintenance, Inc. 402-496-3400 parkingareamaintenanceomaha.com
PARKING AREA MAINTENANCE, INC.
34 YEARS
1984-2018
PARKING AREA MAINTENANCE, INC WE COVER ALL YOUR PARKING AREA NEEDS! Serving Omaha since 1984
HONOR ROLL 2010-2018
Miktom Parking Lot Services • ASPHALT PAVING • STRIPING • SEAL COATING • FREE ESTIMATES • CRACK SEALING
402.496.3400
PARKINGMAINTENANCEOMAHA.COM
14 | B2B MAGAZINE · 2018
VOLUME 18 · ISSUE 2
Celebrating100 years of moving business forward
2558 Farnam Street | Omaha, NE 68131 402.341.2413 | allmakes.com
THANKS OMAHA FOR VOTING US BEST 5 YEARS IN A ROW!
Commercial Industrial Institutional Our trained technicians & professional staff will reduce your downtime. Keep your business humming! TrusT The Big red Truck!
w w w. g e r s t p a i n t i n g . c o m
24/7/365 Emergency Services TrustEyman.com • 402-731-2727 8506 South 117th Street La Vista, NE 68128
OMAHAMAGAZINE.COM APRIL · MAY | 15
randrateinecleaning a u G % 0 0 1 mbing repairs & all plum
e
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PEST CONTROL COMPANY Miller Pest & Termite ABC Termite & Pest Control
PICTURE FRAMING Lewis Art Gallery Visions Custom Framing
PLUMBING COMPANY Backlund Plumbing Eyman Plumbing Heating & Air trusteyman.com 402-731-2727
COMPLETE PLUMBING SERVICES Licensed & Insured PLUMBING DRAIN & SEWER CLEANING SEWER & WATER REPLACEMENTS LOCALLY OWNED & FAMILY OPERATED In Business Over 60 Years FREE ESTIMATES Financing Available
PROPERTY MANAGEMENT Cushman & Wakefield | The Lund Company 402-393-8811 lundco.com
DP Management, LLC
VISIT OUR WEBSITE FOR MONEY SAVING COUPONS
WWW.BACKLUNDPLUMBING.COM Residential and Commercial
CENTRAL
402-341-0450
A Family Operated Business Since 1991
MILLARD
402-333-1869
THANK YOU FOR VOTING US BEST PEST CONTROL 2 years in a row!
Professional Control Of:
Unbeatable prices, unmatched service!
SPIDERS . TERMITES . CRICKETS . SILVERFISH ANTS . BED BUGS . BEES . FLEAS . WASPS RODENTS . ROACHES AND MORE...
ABCTermite-Pest.com
402.572.6070 Omaha
402.434.3290 Lincoln
Discount On Extended Services:
Power Sprays . Yard Sprays . Residential & Commercial . Rodent Control . Sensible Pay-As-You-Go Payment Schedule
11075 S. 204th St. Gretna, NE 68028 - Serving a 40 mile radius of Lincoln and Omaha!
16 | B2B MAGAZINE · 2018
VOLUME 18 · ISSUE 2
Your Midwest Commercial Real Estate Experts
Flat Roof Specialists
New • Repairs • Reroof • Skylights 31 Years of Quality, Integrity and Service
402.493.2800 | dp-mgmt.com info@dp-mgmt.com RETAIL | MULTI-FAMILY | OFFICE | DEVELOPMENT DURO-LAST ROOFING, INC.
Dial
Companies
Best Fitting Suit off the Rack Cutter & Buck, Suits & MORE!
through our ecommerce site littlejohnsbigandtall.com
Visit us online Ciaccioroofing.com or call 402.293.8707 for a FREE estimate! 4420 Izard St • Omaha, NE
850-4 84-0904 l i L j o h n s b i g a n d ta l l . c o m
OMAHAMAGAZINE.COM APRIL · MAY | 17
REAL ESTATE – COMMERCIAL NAI NP Dodge
402-255-6060 nainpdodge.com
Noddle Companies
402-496-1616 noddlecompanies.com
ROOFING COMPANY Ciaccio Roofing Corp. 402-293-8707 ciaccioroofing.com
Scott Enterprises, Inc. 402-571-2364 scottent.com
SECURITY EQUIPMENT/SYSTEMS SEi, Security Equipment Inc. American Electronics, an Atronic Alarms Company
In Commercial Roofing, One Name’s On Top.
402-895-1800 ae4u.com
Nebraska’s largest roofing company is also Nebraska’s In Commercial Roofing, One Name’s On Top. best. When quality is critical to your project, be sure to
SIGN COMPANY
specify Scott Enterprises.
you need expertNebraska’s design and installation, or our fully staffed, Nebraska’s largest roofing Whether company is also best. When Best Buy Signs dedicated service department, Scott Enterprises can critical to your project, be sure specify Scott Enterprises. taketo care of you like nobody else. Stickmanquality Graphics &isSigns
For more than 35 years, trusted
SNOW REMOVAL on theseSERVICE and many other projects ... • TD Ameritrade Park A & P Construction
402-740-0800 • First National apconstructomaha.com
Bank Tower • Midtown Crossing Roof•Brigade Village Pointe Shopping Center • UNO Weber Fine Arts Building Children’s Hospital TOWING• COMPANY
Neff Towing Service, Inc. 402-733-5500
724 Towing
SCOTT ENTERPRISES
38 TH YEAR IN THE COMMUNITY 402-571-2364 | www.ScottEnt.com TD Ameritrade Park | First National Bank Tower | Midtown Crossing 9684 N 109th Omaha, NE| 68142 Village Pointe Shopping Center | UNOStreet, Weber Fine Arts Building Children’s Hospital Aksarben Village | Joslyn Art Museum | Fred & Pamela Buffett Cancer Center University of Nebraska Omaha Baxter Arena
9684 N. 109th Ave. • Omaha, NE 68142 • 402-571-2364 • scottent.com
18 | B2B MAGAZINE · 2018
VOLUME 18 · ISSUE 2
Serving the Great Customers of Omaha for 73 Years!
Thank You for Voting Us #1 for 7 Years!
402.733.5500 | 4315 South 50th Street
Omaha’s Arts & culture magazine
Distinctively disruptive
OMAHAMAGAZINE.COM
APRIL
·
MAY | 19
BUSINESS SERVICES ADVERTISING SPECIALTIES Bergman Incentives Ideal Images 402-596-1002 ideal-images.com
AUTO DETAILING Sunshine Auto Detail
Empowering our clients to make informed hiring decisions.
Omaha Auto Detail
AUTO GLASS Omaha Glass Pro
We use real time, original source records, giving you the most accurate picture of who you’re hiring.
A+ Auto Glass
AUTO LEASING Lone Mountain Truck Leasing Penske Truck
BACKGROUND & DRUG SCREEING SERVICE One Source 1-800-608-3645 onesourcebackground.com
Drug Test Services 402-813-5720 drugtestservices.net
B2B Winner 14 years in a row for Best Background & Drug Screening Service!
BUSINESS BROKER The Firm Business Brokerage Results Business Advisors 402-913-9080 resultsba.com
FOLLOW US:
tel 800.608.3645 ext. 5600 info@onesourcebackground.com onesourcebackground.com
20 | B2B MAGAZINE · 2018
VOLUME 18 · ISSUE 2
LewisArt Gallery
Construction firms like yours have
2 4/7. 360°.
turned to Lockton for expert service for more than five decades. They depend on Lockton professionals for risk management, insurance, and surety
Family-owned for 47 years and counting!
advice around the clock. Lockton is there when you need us most, giving you
Come see our extensive selection of art, lamps, decorative accessories and gifts. One week custom picture framing service
prompt, timely answers and 360-degree service. Lockton helps you build success for your business and your clients. To learn more, contact: Jack Struyk jstruyk@lockton.com
2B
Alex Petrovich apetrovich@lockton.com
O MA H A ’
S
B
Bob Harry rharry@lockton.com
2018 Winner
CELEBRATING 10 YEARS AT OUR “NEW” LOCATION - 8600 CASS STREET
MON-FRI 9AM-6PM - SAT 9AM-3PM LEWISARTGALLERY.COM - 402.391.7733
FOCUSED ON CLIENTS. DEDICATED TO RESULTS. WE LIVE SERVICE!® Risk Management | Employee Benefits | Retirement Services 13710 FNB Parkway, Suite 400 | Omaha, NE 68154 | 402.970.6100 © 2018 Lockton, Inc. All rights reserved.
lockton.com
OMAHAMAGAZINE.COM APRIL · MAY | 21
MARKETING WHERE IT COUNTS
BUSINESS FORMS & SYSTEMS Performance Group Inc. Donis Corp
COMPUTER IT SERVICE InfiNet Solutions 402-895-5777 omahait.com
Kidwell
COMPUTER REPAIR Friendly PC DME Computer Services
COPIER SERVICE Marco 402-339-3006 marconet.com
Simplified Office Solutions 402-935-7936 simplifybest.com
CORPORATE GIFTS Borsheims Corporate Creations
CORPORATE JET SERVICE Jet Linx 402-422-0393 JetLinxOmaha.com
NetJets
DISPLAY ADS IP MATCHING AUDIENCE TARGETING DIRECT MARKETING SERVICES
CALL TODAY 866-249-1977
22 | B2B MAGAZINE · 2018
VOLUME 18 · ISSUE 2
THANK YOU FOR VOTING
BEST DELIVERY SERVICE!
402.592.9062 C A P I TA L E X P R E S S . B I Z
Always Local, Always Beautiful
Human interest pieces, profiles, maintenance columns, room spotlights, neighborhood profiles, home transformations, green design features, and much, much more.
Thank you Omaha! 14335 Hillsdale Ave. | (402) 909-0416 omahamercedes.com
OMAHAMAGAZINE.COM APRIL · MAY | 23
DELIVERY SERVICE Capital Express 402-592-9062 capitalexpress.biz
MJ Express
DELIVERY VEHICLE DEALER Mercedes-Benz of Omaha Nissan of Omaha
ELECTRONICS RECYCLING Lifespan MIDWESTGLASS.ORG
Cross Electronic Recycling
FLEET REPAIR Omaha Truck Center Co. All Tech Automotive
GLASS COMPANY Midwest Glass & Glazing City Glass Company
INTERNET PROVIDER Cox Business 402-934-3223 coxbusiness.com
CenturyLink
MAILING LISTS CAS Inc 402-963-2000 cas-online.com
GoLeads
YOUR ONE STOP GLASS SHOP 712-323-3330
AUTOMATIC & MANUAL DOORS + GLASS REPAIR +STOREFRONTS
24 | B2B MAGAZINE · 2018
VOLUME 18 · ISSUE 2
MAILING SERVICE Omaha Mail, Inc. 402-758-0671 omahamail.net
DBS Burke
NETWORKING EVENT Greater Omaha Chamber 402-346-5000 omahacharmber.org
Business Ethics Alliance 402-280-2235 businessethicsalliance.org
NETWORKING GROUP Center Sphere Omaha Career Networking
OFFICE SUPPLIES Pay-LESS Office Products, Inc. 800-200-6759 paylessoffice.com
Office Depot/Office Max
PRINTER Aradius Group 402-734-4400 aradiusgroup.com
Printco Graphics
OMAHAMAGAZINE.COM APRIL · MAY | 25
Success is…Our mission, our promise and our brand. “Karl and his team do a great job. The training is professional and is already helping grow my business.” -Mark Brage/Retail Data Systems
SANDLER IS THE ONLY TRAINING METHODOLOGY TO UTILIZE ONGOING REINFORCEMENT TRAINING IN ORDER TO PRODUCE LASTING, MEASUREMENT IMPROVEMENT.
Karl Schaphorst Owner
Our Services:
SALES TRAINING Sandler Training ProMax Training & Consulting
WATER – BOTTLED
•Sales training •Sales Management Training •Coaching •Assessments
JOIN US for an executive briefing to learn more about how Sandler Training can grow your business. Register at www.karlschaphorst.sandler.com Or call us at 402.403-.334.
Ideal Pure Water
Culligan of Omaha
WEBSITE DEVELOPER Elevated SEO & Web Design JM Web Designs
WEBSITE HOSTING Web Solutions Omaha SA Production Studio
T: 402.403.4334 3828 Dodge St • Omaha, NE 68131 kschaphorst@sandler.com
NEED IT FAST? WE RUN 24 HOURS A DAY, 7 DAYS A WEEK.
Offering all the B2B printing you need, including exclusive and custom coatings (like UV, Soft Touch TM, strike-through, reticulated varnish and more), skin board packaging & stellar fulfillment service—
CONTACT US TODAY: 402.593.1080 or printcographics.com
PR INT . BIND . MAIL . F UL F IL L . DESIGN . PACKAGING
WELCOME TO ELEVATED BUSINESS SOLUTIONS! We help you save money and make profits. Contact us today to learn more about our offers.
402.320.5375
www.elevatedseo.com
2B
O MA H A ’
2017 Winner
S
▶ INK & TONER ▶ WEBSITE DESIGN ▶ SOFTWARE CREATION ▶ SEARCH ENGINE OPTIMIZATION ▶ PRINTERS/SCANNERS/COPIERS ▶ BITCOIN EXPERTS
B
402-392-2600 idealpurewater.com
26 | B2B MAGAZINE · 2018
VOLUME 18 · ISSUE 2
OMAHAMAGAZINE.COM
APRIL
Skyline Orthodontics
Pitch Pizzeria
·
MAY | 27
Shadow Lake Collision Center
A Fresh Approach to
FINANCIAL SERVICES BANK First National Bank ACCESSbank
CREDIT CARD MERCHANT PROCESSING TSYS Merchant Solutions American Payment Systems
Business Banking At ACCESSbank, no matter how simple or complicated your needs we have the tools to help make managing the financial needs of your business easier. As an independent, locally owned bank, we do things a little differently - like responding to your needs faster, making local decisions and building long-lasting relationships with a personal touch. Whether you’re ready to expand, going through a growth cycle, or simply looking to gain a trusted advisor, you owe it to yourself to speak with our team.
CREDIT UNION ®
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FOOD SERVICES
Thank you for voting us Best of B2B first place for the third straight year! A credit union is only as successful as the people and communities it serves. As your local credit union, we are committed to serving the communities where our members live and work and are proud to support organizations that help these communities thrive. People helping people is the credit union philosophy, and Centris seeks to live this philosophy every day.
Federally insured by NCUA
(402) 334-7000 • (800) 334-2328 www.centrisfcu.org
BANQUET FACILITY Thompson Alumni Center at UNO 402-554-2444 thethompsoncenter.org
Ralston Arena
CATERER Brandeis Catering 402-334-5446 brandiescatering.com
Hy-Vee
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PROFESSIONAL IMPECCABLE
"Thank you for selecting us the Best Caterer in Omaha for the past 12 years!" - Joe Thallas Owner/General Manager
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“Veridian combines credit union values, business knowledge and commercial lending together.” — Sean Miglini Senior Commercial Loan Officer
We have loans to meet all your business needs. As a local financial institution, we’re responsive and easy to work with. We’re committed to developing personal relationships, and we’ll work with you to help your business succeed.
That’s the value of Veridian. veridiancu.org/commercial
800.235.3228, ext. 8333
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READ MORE ON O M A H A M AG A Z I N E .CO M
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RESTAURANT – BUSINESS BREAKFAST Wheatfields Eatery & Bakery First Watch
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DISCOVER THE POWER OF MOBILE FIRST DESIGN Nearly 60% of searches happen on mobile devices and is expected to grow. Mobile Responsive websites are out and Mobile First website technology is in. The combination of a Mobile First website design with Accelerated Mobile Pages (AMP) will make your website ready for your customers and the future.
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MAY | 33
We believe a company’s greatest asset is its employees. We believe a company’s greatest
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36 | B2B MAGAZINE · 2018
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GOING GREEN To own the conversation...
Help Omaha Magazine Fight Deforestation
OMAHA MAGAZINE HAS JOINED AN INNOVATIVE PROGRAM TO COMBAT DEFORESTATION. AND WE NEED YOUR HELP. The initiative, called Print Relief, plants the number of trees equal to our printing needs by calculating the trees consumed by the printing of our magazine. They plant the number of trees equal to our tree usage in endangered forests around the world.
...you have to speak the language. Our diverse team is made up of marketers from all areas of expertise. We maximize brands by knowing our clients, knowing our audiences, and building engagement across all platforms. We won’t just provide you with strategic solutions – we’ll make you look good while doing it.
Customer-Based Planning and Communications
IN THE NEXT YEAR ALONE, THIS INTERNATIONAL PROGRAM WILL ALLOW US TO BE RESPONSIBLE FOR THE PLANTING OF ALMOST 1,500 SAPLINGS IN BIOMES AROUND THE GLOBE THAT HAVE BEEN RAVAGED BY DEFORESTATION. HERE’S WHERE YOU COME IN: We’d like readers to help us choose where our trees should go. We will create a survey on our Omaha Magazine Facebook page. You can choose to help reforest Brazil, Mexico, Madagascar, the Dominican Republic, Burkina Faso, or Ethiopia. We will determine the top votegetter and pass your wishes on to the folks at PrintReleaf. Then, together, we can help battle one of the greatest threats to the health of this planet.
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COMMERCIAL INTEGRATOR MAGAZINE’S TOP INTEGRATOR AWARD FOR TOP INTEGRATORS IN THE NATION. Out of 11 categories, we were named in the TOP OF 5 of them!
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VOLUME 18 · ISSUE 2
Since 1950, United Rent-All has been Omaha’s trusted partner for events, conventions, receptions and more! 811 S. 48th St. | Omaha, NE Mon-Sat, 7:30am-6:00pm
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42 | B2B MAGAZINE · 2018
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AFTER HOURS | STORY BY MIKE WATKINS | PHOTOS BY BILL SITZMANN
COFFEE FOR THE GREATER GOOD OPEN COFFEE OMAHA
From left: Kent McNeil and Jason Feldman
“ENTREPRENEURS COME FROM ALL DIFFERENT BACKGROUNDS WITH VARYING LEVELS AND AREAS OF EXPERTISE. WE SEE IT AS OUR MISSION TO CONNECT THEM WITH EACH OTHER AND OTHER RESOURCES SO THEY CAN FULFILL THEIR CALLING IN BUSINESS AND POSITIVELY IMPACT THE COMMUNITIES WHERE THEY LIVE AND WORK.” -JASON FELDMAN
OMAHAMAGAZINE.COM APRIL · MAY | 43
offee is as much a concept as a consumable. The late 20th century into the 21st century has certainly seen coffee as a business concept turn into a multibillion dollar venture, with those billions of cups resulting in business deals for yet further billions of dollars. Jason Feldman founded Open Coffee Omaha when he saw an opportunity more than two years ago through talking with some of the area’s brightest community leaders. He sought to bring like-minded people together and remove barriers among people who generally work alone or in small groups but need outside expertise to help their businesses grow.
“This is important for entrepreneurs because network building is an essential element of building a successful business,” says Gines, a community development adviser for the Federal Reserve Bank of Kansas City. “In the ecosystem world they call it ‘collisions,’ but more importantly, I think these sessions are beneficial to the city as a whole. They provide unique perspectives on a wide variety of economic and social issues that can help Omaha move from good to great.” The original concept was to bring people together to network, but it has become more than a place to glad-hand. “That has since expanded for us to think about who is an entrepreneur and who do they serve? That can be someone from a tech company or someone
“ORIGINALLY, THE INTENT WAS TO CONNECT HIGH-GROWTH ENTREPRENEURS, LARGELY MILLENNIALS, IN AN OPEN COFFEE TO BRING TOGETHER PEOPLE WITH DIFFERENT BACKGROUNDS, DISCUSS IDEAS, AND NETWORK.” -JASON FELDMAN This casual get-together, held at No More Empty Cups on south 10th Street, starts at 8 a.m. each Tuesday with about 20 minutes of time to meet with these like-minded individuals and chat, followed by a presentation by an influential leader, who provides stories, insights, and connections with fellow entrepreneurs, developers, designers, investors, and folks interested in building a better startup community. “Originally, the intent was to connect high-growth entrepreneurs, largely millennials, in an open coffee to bring together people with different backgrounds, discuss ideas, and network,” Feldman says. Dell Gines, a past presenter at Open Coffee Omaha, sees great value in the connection that happens among people with common interests and passions.
who has started a nonprofit or a community initiative. Ultimately, we want these innovators to value the social impact they are making just as much as the economic benefit in the communities where they live.” Fellow entrepreneur Kent McNeil, who joined Feldman as a co-organizer and producer of Open Omaha Coffee after its inception, says he views Omaha as having all the right components for these types of meetings to be successful and contribute to the greater good—noting a large presence of people wanting to solve problems as well as a strong philanthropic and investment community.
“Entrepreneurs tend to be independent thinkers, so gathering them together is a great way to share ideas and build momentum to launch new innovations,” says McNeil, who left a career path in medicine to follow his entrepreneurial calling. “It’s an incredible thing to see when people align their passions with ways to create a living.” “There isn’t a lot of public education for people who think and want to start social enterprises. We’re often directed toward career paths. But we give these people an opportunity to learn from other like-minded people and succeed to not only identify what their passion is for their communities but also how they can turn that into a business to solve for that challenge.” Feldman and McNeil say they are working on opening meetings to streaming talks for those who aren’t able to attend, and they’re contemplating occasionally changing the meeting time to an early evening gathering so those entrepreneurs who may not be morning people, or are more available in the evenings, have the opportunity to benefit from Open Omaha Coffee. Right now, they are focused on creating opportunities for inspiring people to interact with other inspiring people and being a catalyst for thoughts outside of the box. “Our next step is continuing to build our already robust programming to offer what the entrepreneurs who come to our coffees need and want,” Feldman says. “That includes social impact investing, business incubation programming, business pitch competitions, etc. “Entrepreneurs come from all different backgrounds with varying levels and areas of expertise. We see it as our mission to connect them with each other and other resources so they can fulfill their calling in business and positively impact the communities where they live and work.” B2B
Mary wears her passion on her sleeve … make that her arm.
BRAND YOUR OFFICE ENVIRONMENT!
Take advantage of your environment as a powerful branding tool! Ever hear the phrase, “If only these walls could talk?” With bold graphics and displays, your walls, windows and floors will do more than talk – they will tell the full story of your brand in an environment that captivates, motivates and voices pride and accomplishment. Make your walls talk. People will listen. • • • • • • • •
lobby logos wall murals custom wallpaper dimensional graphics kiosks and display cases floor graphics hanging signs window film
For 1000s of ideas, go to RENZE.COM 402.342.1111 ext.122
OMAHAMAGAZINE.COM APRIL · MAY | 45
BRAND YOUR OFFICE ENVIRONMENT! CORPORATE PSYCHOLOGY BY LAUREN WEIVODA
CREATING A DEVEOPMENTFOCUSED CULTURE
s Baby Boomers retire, organizations are left wondering who will take their place. Identifying who has the potential to take, for example, the COO’s place in five years can be a daunting task, but it’s a very important one. When organizations don’t make a plan beforehand, they find themselves stuck when the COO decides to retire or, worse, leaves suddenly.
The first step toward transition is to identify the vision for the organization’s future. This serves as a guiding framework for planning future talent. Then create a culture focused on employee development. When you build this, your employees will be better prepared to take the next step in their career and to help achieve the organization’s vision. Employees also appreciate companies that invest in their growth, so it’s a win-win.
consider establishing coaching services. Coaching can facilitate self-awareness, behavior change, and skill-building.
Once you have started a developmentfocused culture, you can focus on the nuts and bolts of succession planning. Identify who is leaving and when, who (based on their assessment results as well as your knowledge of their skills and career interests) could step in for each individual (keeping in mind that it might be a different successor for each), and what will be needed to develop that potential successor to ensure their success when the time for transition comes.
OFFICE FURNITURE BY DOUG SCHURING
THE “RESI-MERCIAL” MOVEMENT
he office furniture industry is seeking balance between residential and commercial pieces. Achieving “resi-mercial” style is quickly becoming the norm.
This trend began as workplaces dedicated more room to common spaces. Large corporations used these amenities to attract and retain employees. Now it’s an industry standard to provide areas for relaxation and collaboration, aligning closer to a hospitality setting with residential comfort. Contract furniture manufacturers took cues from crafted hospitality and residential furniture. The makers movement influenced clients seeking unique pieces. Conversely, commercial furniture has long been more substantial to satisfy the functional requirements of high use.
It’s important to understand where and how residential-grade furniture can blend with commercial quality to meet the company’s functional and aesthetic goals. Many manufacturers have done a great job producing furniture that looks more artisanal, while still being functional and durable. The availability of decorative, yet functional, pieces at various price points has allowed designers far more freedom and flexibility in creating interesting spaces than ever before.
When blending residential and commercial aesthetics, soft seating in subdued colors, such as browns and grays, works well. The darker palette then offers the ‘homey’ contrast to the sterile white of many corporate interiors. Table lamps and personal lighting further create that comfortable atmosphere. Low lounge seating using warmer, unexpected materials and finishes all contribute to making the space feel more intimate and less institutional.
Remember that communication is imperative. Communicate the purpose behind development activities such as assessments, development plans, and coaching. Employees with this understanding will be more receptive. Also ensure that you fully Corporate clients seek entry spaces Examine the gap between the talent communicate the organization’s vision and collaborative zones more like you have and the talent you need. To for the future and employees’ place in living rooms to encourage a level of Take advantage your environment as a powerful tool! comfort largely absent. A decline of identify the talent you of need, determine it. Communicating thisbranding information Most importantly, with commercial which are critical“If for your will help employees better understand the traditional workday every piecefloors tends to have a set Ever competencies hear the phrase, only these walls could talk?” With bold graphics and 9-to-5 displays, yourhas walls,furniture, windows and organization. Which competencies will their path and build excitement around employers actively seeking ways to function in the space. When you introwill do more than talk – they will tell the full story of your brand in an environment that captivates, motivates move the organization forward and the vision. make employees more comfortable duce rustic materials, such as wood, and voices pride and accomplishment. Make your walls talk. People will listen. bolster the culture? Is strategic ability for longer periods of time. a conference table can now be used important? Is collaboration? B2B as a casual dining table. Residential • lobby logos What should be considered when furniture offers freedom and flexibility, Identify the talent you have. Get to looking at residential furnishings but those dual purposes must fit with • wall murals know your people and their strengths— for commercial use? Integrity and the intent of the space. Employees in • custom wallpaper as well as their opportunities for durability. Residential furniture is all industries want to be comfortable • dimensional graphics development. Consider using highnot made for multiple people sitat work, and the “resi-mercial” style • kiosks and display quality psychological and cases cognitive ting on it for long periods of time. It offers a workable option. assessments, multi-rater feedback, shows wear and tear earlier than its • floor graphics and behavior-based interviews. Using commercial counterparts. B2B • hanging signs multiple methods gives you a more • window film complete and accurate view of your Residential furniture also doesn’t carry employees’ strengths and weaknesses. the same warranties, weight capacity, Doug Schuring is the Lauren Weivoda, M.A., flammability testing, or stain and wear director of sales adminis a human capital Provide feedback to your employees. resistance as commercial furniture. This istration at All Makes strategist at Solve Where do their strengths lie? What results in more costly replacements and Office Equipment Co. Consulting LLC. areas could they work on? Then help repairs, and additional coordination employees put together a development time by facilities teams for warranty plan. Meet with them monthly to touch issues with manufacturers. base on the plan and provide guidance and mentoring. You may also want to
For 1000s of ideas, go to RENZE.COM
402.342.1111 ext.122
46 | B2B MAGAZINE · 2018
VOLUME 18 · ISSUE 2
FEATURE | STORY BY CARRIELLE SEDERSTEN | PHOTOS BY BILL SITZMANN
FASHION IN BUSINESS SETTING BUSINESS SUITS AND SNEAKERS—ARE EITHER ACCEPTABLE?
“IF I'M GOING TO BE APPEARING IN FRONT OF A JUDGE OR A JURY, I'M PROBABLY GOING TO CHOOSE A MORE CONSERVATIVE SUIT IN A MORE CONSERVATIVE COLOR.” -NICOLE SECKMAN JILEK
OMAHAMAGAZINE.COM APRIL · MAY | 47
he worst thing I saw someone wear in a professional setting was a mini skirt with a backless blouse and tattoos showing when accepting an award,” says Gretchen Twohig, a lawyer at Blue Cross Blue Shield of Nebraska.
“There are certain circumstances that are the utmost professional setting, such as a jury trial, so I stay away from wearing a lot of color [in those instances],” Jilek says.
Many executives would agree. Tales of skintight leggings, flip-flops, and ripped jeans appearing in a professional office abound. Some reports blame millennials while others consider the cause to be the rise of tech startup culture, but the rules are clearly not as black and white as they were in the Mad Men era.
She deems short skirts, anything with holes, or faded jeans as inappropriate for the workplace. Even dark jeans are pushing it.
JP Morgan formally embraced the informal trend in 2016 when they created new guidelines that took their offices from being full of suits and ties to ones that allow “Casual pants, capri pants, businessappropriate casual shirts, and polo shirts,” among other trends. The variety even happens within industries. Nicole Seckman Jilek, a trial attorney at Abrahams Kaslow & Cassman law firm, wears a suit and pantyhose every day. If she wants to add a personal touch to her workwear, she uses accessories, especially black high-heeled pumps. “If I'm going to be appearing in front of a judge or a jury, I'm probably going to choose a more conservative suit in a more conservative color: black, navy blue, some sort of neutral color,” she says. “But I do have a few of what I call ‘power suits’ that are emerald green and a couple of red suits. So depending on the circumstances, sometimes those red suits can project a more confident image than an all-black suit.” Jilek works in a setting that requires her to speak with a variety of clients. “If I’m going to cross-examine or depose a difficult male witness, I may not want to wear certain colors because I want to come across stronger and bolder and more confident.” Her personal preference to wear pantyhose every day doesn’t mean she finds it unprofessional if other women don’t. Jilek considers being too casually or youthfully dressed as crossing the line in a business formal setting. Color choice can push the boundaries of acceptable business formal attire, too.
Twohig, on the other hand, works at a business casual workplace. She often wears accessories like jewelry, or brightly colored or patterned shoes.
Jeans, incidentally, are on the rise again, in terms of their prevalence and their waistlines. The 2018 spring fashion trends show everything from higherwaisted jeans paired with fuchsia blazers to jeansstyle pants in sequined materials.
“MY GO-TO WORK OUTFIT WHEN I NEED TO FEEL CONFIDENT IS A CARDIGAN OVER A BUTTON-UP AND TIE WITH A TIE CLIP, FITTED SLACKS, LEATHER BAND WATCH, EYEGLASS FRAMES, AND MY SIGNATURE FRAGRANCE.” -MICHAEL CURRY Michael Curry, a customer service training specialist and coworker of Twohig at Blue Cross Blue Shield, is known for having a playful sense of style. Curry’s favorite way to express his personal style is with a boldly colored watch, belt, or shoes for that pop of color. He enjoys having more fashion options in a business casual environment like dressing down his outfit with a pair of white sneakers if he wants. But Curry also loves the polished look a tie can give when he needs to be at his best. “My go-to work outfit when I need to feel confident is a cardigan over a button-up and tie with a tie clip, fitted slacks, leather band watch, eyeglass frames, and my signature fragrance,” he says. “I feel unstoppable.” As workwear becomes more open to interpretation, the idea of acceptable fashion in business differs for each individual, and is only going to get more complicated, as millennials, who value personal
expression over formality, rise to upper management and the conversations about gender identity and equal pay continue. “Even at my office, there's different dress codes,” Jilek says. “I wear different things depending on what I have on my calendar that day. I have a bunch of colleagues that also don't meet with clients. They generally only see the people that we work with. So sometimes that can also justify a different look for them, but even under those situations, I always dress like I'm going to end up having a surprise important appointment or have to run down to the courthouse.” And there’s another factor people sometimes don’t consider when hiring younger employees —those coming right out of college may not have much of a wardrobe budget. “Early in my career, I didn’t have a lot of clothes to wear to work or the money to buy a lot of new things all at once,” says Twohig. “Now that I’ve been working for a long time, I have built a wardrobe.” Even though Curry thinks jewelry should be minimal at work, he views a small eyebrow piercing or lip ring as still looking professional. Jilek sees fashion trends as a major influencer of what is considered acceptable business fashion. “Ten years ago, you probably wouldn't have seen any double-breasted jackets or suits in a store, but, in fact, I just saw a very successful, well-dressed evening news anchor wearing a double-breasted suit last week, and she looked great,” Jilek says. Jilek, however, keeps her attention on the fact that she works in a professional setting. “I’ve always kind of followed the mantra: dress for the job you want not the job you have,” Jilek says. “So if you want to be perceived as strong, confident, and capable—you need to dress like it.” B2B
48 | B2B MAGAZINE · 2018
VOLUME 18 · ISSUE 2
FEATURE | STORY BY LEO ADAM BIGA | PHOTOS BY BILL SITZMANN
RED TAPE, RED FLAGS H-1B VISAS POSE REAL CONSEQUENCES
Amy Peck
OMAHAMAGAZINE.COM APRIL · MAY | 49
eople need to understand [H-1B] is particularly vital for small states like ours where we've got low unemployment and a high need for STEM jobs,” says Amy Peck, an immigration attorney with Jackson Lewis, P.C. One recent search on the popular monster.com job searching database revealed more than 30 software development jobs in Omaha posted within one month—jobs for a field where the overall unemployment rate is 1.6 percent. That’s why many in IT or other STEM-related fields paid attention when, in July 2017, President Donald Trump signed the “Buy American-Hire American” executive order, which subjects already hard-to-obtain work visas to even greater scrutiny. This was a blow to those employers recruiting skilled labor on H-1B visas. The visa allows for 65,000 employees to be hired from abroad and 20,000 to be hired from students enrolled in U.S. colleges (under the H-1B advanced degree exemption). More than 200,000 applications are expected for H-1B visas in 2018.The application process opens on April 3, and, if the trend continues as it has in the past several years, applications will only be accepted for five to seven days. Unlike hiring an employee from the United States, when the start date is often two weeks from the acceptance of a job offer, the earliest an H-1 B-status employee could begin work is Oct. 1…if the application is accepted. Fortunately, there are plenty of folks who can help navigate the legal system. On behalf of clients, Peck fields increasing government reviewer challenges.
One of the biggest impacts this executive order may make is that employees seeking an extension to an H-1B visa will now face the same scrutiny they faced to obtain the visa. “When we file extensions on cases that got approved without challenge before, they now get challenged even though the facts have not changed,” Peck says. That means an employee on an H-1B visa who has worked hard, innovated, and generated income for a company could be denied an extension and the company could lose an employee for no reason other than checking the wrong box on the paperwork. Each denied visa extension would cost a company a skilled, trained worker, filing fees, lawyer fees, and much more. “This change is very disturbing to employers who want to keep a good employee but fear they may lose them during the extension process,” says Omaha immigration attorney Mark Curley. “Foreign workers feel less secure in their employment. They understand their H-1B extensions could be denied. “Employers could lose a good employee after three years if [U.S. Citizenship and Immigration Services] re-adjudicates the petition and determines the occupation or employee do not meet H-1B requirements…There is already a backlog in the employment-based green card process for applicants from India and China working high IT-related jobs in Omaha.” “The H-1B is a specialty occupation visa with very specific requirements,” Peck says. “The job must require at least a bachelor's degree in a specific field or related field. The government has certain wage levels you're required to pay. A very sophisticated analysis goes into that.
"WE SPEND A LOT OF TIME AND EFFORT WITH EMPLOYERS TO DESCRIBE WHAT THE JOB IS. WE CROSS REFERENCE THAT WITH THE GOVERNMENT DATABASE. THEN WE LOOK WITHIN THE COMPANY SPONSORING THE H-1B TO DETERMINE IF OTHERS IN THAT JOB HAVE A SIMILAR DEGREE AND WE USE THAT TO SUPPORT OUR SUBMISSION." -AMY PECK
“So, this is not something employers are eager to do. Often, it can be the last resort because they can't get U.S. workers to do the job. As an economy we rely on this visa category in ways many people don't want to admit and would like to deny.” Vetting is done by U.S. Citizenship and Immigration Services center officers. Requests for evidence usually challenge specialty occupation designations. “We spend a lot of time and effort with employers to describe what the job is,” Peck says. “We cross reference that with the government database. Then we look within the company sponsoring the H-1B to determine if others in that job have a similar degree and we use that to support our submission. The vast majority of our cases are getting approved, but we're having to really fight. It's taking all of our skills, tools, and resources to maneuver successfully in this environment.” First Data is among several Nebraska employers using H-1B visas due to a shortage of skilled U.S.-born workers. “There's a myth employers are undercutting the U.S. labor market by hiring H-1Bs, and it really isn't the case because with H-1B labor there is a cost involved not present with a U.S. worker,” Peck says. “The filing fee alone if you're an employer with 25 or more employees is $2,460. If you want your case expedited you add another $1,225—and then attorney fees on top of that. Pending federal legislation aims to further scrutinize H-1B visas. “The practical effect will be fewer petitions filed,” Curley says. “It will decrease the number of foreign students who enroll in U.S. colleges and universities.” One thing is certain. H-1Bs are a hot item—as a topic of business and political discussion. B2B
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VOLUME 18 · ISSUE 2
FEATURE | STORY BY MAGGIE O’BRIEN | PHOTOS BY BILL SITZMANN
MOVING DAY OMAHA COMPANIES RELOCATE AROUND THE CITY
HDR ‘s headquarters under construction in Aksarben Village
OMAHAMAGAZINE.COM APRIL · MAY | 51
he days of building an office park in the suburbs are gone. Companies in Omaha and across the country are picking up and moving to hip urban hubs of their respective cities, letting go of a long-standing notion that most of the nation’s workers want to work and live in slower, quieter areas of town, far away from the noise, crowds, and chaos of city life. Today, as executives strive to attract tech-minded young professionals who want to work, shop, eat, and play in the same neighborhood, Omaha companies are increasingly mindful that a key way to do that is to relocate to some of the fastestgrowing—and just plain coolest—areas of the city. Even if they were not in the suburbs before, corporations are seeing that relocating in the most popular areas of town is good business. “People like urban,” says developer Jay Noddle, president and CEO of Noddle Companies, which is working with engineering and architecture firm HDR Inc. on building a new site for Kiewit Corp.’s new headquarters in north downtown Omaha. “It’s pretty hip, and it’s important for companies to be in walkable communities. They need to be able to retain their workforce and they want to be able to use their office environments as a working tool.” The trend is so hot that even suburban areas are transforming into urban oases. OBI Creative will be an anchor tenant at the burgeoning Lumberyard District at 135th and Q streets. The six-block district includes an Eat Fit Go, First American Title Co., and Local Beer & Patio, and is attempting to attract young creatives and professionals. Executives at OBI Creative, which is currently located near the popular Midtown Crossing, thought the area resembled more urban locations like Dundee or Benson yet was more convenient for their staff.
“The majority of our employees live west of 90th Street,” says Lana LeGrand, vice president—OBI leadership and operations. “At the same time, the location afforded us easy interstate access to serve our clients regardless of the location.” The Lumberyard District was the perfect setting for an advertising agency, she says. “When we saw this area, not just the potential of the office space, but the vibe of the neighborhood, we felt we had found a location where our employees would thrive and our clients would love to visit,” LeGrand says. And while HDR is helping other companies move, the architecture firm itself is moving its corporate headquarters from 84th Street and West Dodge Road to one of the most hip and bustling areas of the city—Aksarben Village—later this year. The new, 245,000 square-feet of office space will house retailers and employ more than 1,100 people. HDR opted to move because it had outgrown its longtime location and its executives’ desired to bring as many people as possible to the location. They also want to provide plenty of parking and entertainment amenities for workers and clients.
“PEOPLE LIKE URBAN. IT’S PRETTY HIP, AND IT’S IMPORTANT FOR COMPANIES TO BE IN WALKABLE COMMUNITIES. THEY NEED TO BE ABLE TO RETAIN THEIR WORKFORCE AND THEY WANT TO BE ABLE TO USE THEIR OFFICE ENVIRONMENTS AS A WORKING TOOL.” -JAY NODDLE “I’m excited for our employees that we will be moving to a new headquarters by the end of this year,” HDR Chairman and CEO Eric Keen says. “It’s an exciting new chapter for us as we begin our second century here in Omaha.”
Rex Fischer, HDR’s senior vice president and corporate relations director, says Aksarben Village will “fit our needs and will serve us well into the future. We stand to be more effective in how our people work and collaborate…a modern headquarters stands to be an excellent recruiting tool.” Kiewit’s new downtown location, which is expected to be ready as early as 2020, was chosen because of its closeness to Kiewit University, the company’s new training center. Noddle says company leaders were mindful of the move’s potential influence on north downtown. “It’s full of hotels, restaurants, and entertainment venues, and this can only benefit those businesses,” he says. “Moving a major business in a community is one of the things leadership might think about. Others will follow, I think, as it will inspire other businesses to look very hard at that area where everything is growing.” Adds Noddle, “The image of bringing 600 new, stable, and well-compensated jobs to north downtown can and will have a positive impact in that area.” Noddle says Kiewit’s move to north downtown will help open up its current space in the growing Blackstone District, which has been booming in recent years. Young professionals will be more attracted to Omaha when they see there are diverse urban areas for them to work and live in. “It’s very attractive to current and future employees,” he says. “They could go anywhere, but they will choose to come here.” B2B
COMPANIES IN OMAHA AND ACROSS THE COUNTRY ARE PICKING UP AND MOVING TO HIP URBAN HUBS OF THEIR RESPECTIVE CITIES, LETTING GO OF A LONG-STANDING NOTION THAT MOST OF THE NATION’S WORKERS WANT TO WORK AND LIVE IN SLOWER, QUIETER AREAS OF TOWN, FAR AWAY FROM THE NOISE, CROWDS, CHAOS OF CITY LIFE.
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From left: Scott and Doug Lacey
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FEATURE | STORY BY ANTHONY FLOTT | PHOTOS BY BILL SITZMANN
TAXES WILL NOT BE THE DEATH OF YOU LACEY FAMILY EXPLAINS NEW CHANGES ccounting firm Lacey & Associates has been around plenty long. Not nearly as long, though, as the document that hangs on its office reception wall—a 1913 Federal Form 1040 Income Tax Return. That’s the first return issued following passage of the 16th Amendment to the U.S. Constitution, which allowed Congress to levy an income tax without apportioning it among the states or basing it on the U.S. Census. The return is a mere two pages long. Figuring taxable income required completion of seven lines. Seven more lines were needed to figure all deductions. “There wasn’t much to it,” Doug Lacey says with a chuckle. Not exactly the case more than a century later. Over the years, tax rates have risen and tax forms have grown more numerous and complicated. To the delight of many (and chagrin of many others), Congress and President Donald Trump addressed that last December with passage of the Tax Cuts and Jobs Act, one of the most far-reaching tax reform bills ever.
Doug, president of Lacey & Associates and an accountant since the 1970s, has never seen anything like it. “It’s about as large of a change as I can remember,” he says. “There’s a lot to it, both looking at it from individual tax returns and business tax returns. Every year there would be some small changes… but nothing as big in scope as what we have starting in 2018.” While the changes seem likely to make filing tax returns easier for the majority of individuals, they also might call for more guidance for businesses. In fact, it might cause some companies to change their very filing status. “It gives us the opportunity to do a lot of tax planning and meet with the clients more than we probably would have,” Doug says. “To talk to them about how these changes affect them and whether to do anything different.” With these many changes, some may worry about being audited, but accountant Scott Lacey says business owners, especially small business owners, can relax. “There could be even fewer audits because they have simplified the tax code,” Scott says. “And typically the IRS doesn’t audit small businesses.”
Lacey’s firm has roots to the 1940s when his father, George, began providing bookkeeping and tax services part time. Doug joined him in 1977. In 1991 he began Lacey & Associates. His son, Scott, joined the firm in 2005 and is happy to be part of the family-run company. “I realized I’m going to get more pride out of providing this service than I will staying at a large corporation,” says Scott, who previously worked in finance at First Data Corp. “The thing that I like the most about the shift is, in a smaller company, you have to have your hands in all the pots, you have to deal with the computer company, you have to pay the bills, you have to make the coffee, you have to do everything. I feel like I’m making more of an impact, but you also don’t have typical 9-5 hours, so you’re working nights and weekends quite a bit.” Located in Ralston, the company will file 2017 returns for about 1,200 individuals and 150 businesses. CONT. PAGE 54
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FROM PAGE 53 “I still get to work with some of George’s clients, or their children,” Scott says. “It’s kind of an honor.” The Laceys have waded through multiple tax changes. They say the most important thing to know about the 2018 tax changes is that not everything is known. The Laceys have done all they can to understand the changes, reviewing the bill, listening to online podcasts from tax experts, and reading summaries published in various industry newsletters and periodicals. “There are certain things that even people running the webinars don’t understand or say we have to wait and see some more examples of how this works,” Doug says. “We’ll have to look at it and see the ramifications of all the different changes.” Scott says the company will continue to keep on top of the changes. “Sometimes the [government] adjusts the new laws throughout the year. I fully expect to see some adjustments throughout this summer and fall.” That said, Doug expects several of the changes to have significant impact. For businesses, he points first to drops in the tax rate. For C corporations, which pay income tax, rates drop from a high of 35 percent to a flat rate of 21 percent. “That’s why you’re seeing the stock market doing so well and seeing some corporations bring some of their different locations out of Europe, Africa, and South America back to the United States,” Doug says. “They figured out what it’s going to save them, and they’re trying to bring it back to the United States.” For S corporations, which pass corporate income, losses, deductions, and credits through to their shareholders, the tax rate drops to a flat 20 percent.
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The changes, Doug says, might lead some of his clients to switch from a C-corp. to an S-corp. “Or vice versa,” he adds. Also of significance, Doug says, is a change to equipment write offs. Previously, that came to 50 percent of what the equipment cost. That’s been changed to 100 percent of the cost.
OMAHAMAGAZINE.COM APRIL · MAY | 55
THE CHANGES MIGHT LEAD SOME OF THE LACEYS' CLIENTS TO SWITCH FROM A C CORP. TO S CORP. For individuals, Doug cites several changes as most important: •
A drop in all tax brackets and new withholding tables.
•
A raise in the standard deduction for married couples filing a joint return from $12,700 to $24,000. That change alone, Doug says, is likely to lead most people to forgo itemizing deductions as in most cases they won’t exceed $24,000. “The IRS anticipates that people using the itemized deductions will go from 30 to 10 percent.”
•
The $4,150 personal exemption is being eliminated.
•
An increase in the child tax credit from $1,000 to $2,000 per child. The amount of the credit that is refundable increases to $1,400.
For now, the Laceys and their team are focused on handling the rush of 2017 returns. Lacey & Associates will work round the clock to make sure clients receive the best service possible. But though definite answers won’t come until later this year, he knows the questions will come now. “The clients are going to come in and say, ‘How does this new tax law affect my income tax?’” Doug says. “We’re going to tell them a few things, but there’s quite a few complex issues here, especially in the business area, that we can’t really say right off the top of our head how it’s going to affect them.” B2B
Always Local, Always Beautiful
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IN THE OFFICE | STORY BY TAMSEN BUTLER | PHOTOS BY BILL SITZMANN
DEAR CREATIVES: SINCERELY, INCLOSED LETTERPRESS CO.
OMAHAMAGAZINE.COM APRIL · MAY | 57
wo things are immediately obvious when walking into the Inclosed Letterpress Co. office: a creative person set up this office, and creative things happen in this space. Located in the Mastercraft building, which houses fellow creative companies Scott Drickey Photography, Grain & Mortar Design Studio, and others, Inclosed Letterpress Co. was founded in 2006 by owner and creative director Lesley Pick. She selected the Mastercraft Building in part because the building itself is “so beautiful—it’s wonderful,” she says. “Everyone is happy and friendly in the building. It’s fun to come to work.” Pick didn’t have to do much to the space after moving in. “We painted the walls white and hung some fun lights. The beautiful exposed wood and brick of the building match the mechanical, industrial feel.” The office is an open concept, intentionally made that way to promote creativity. “You can see what’s actually happening in the creative process,” she adds. You can also hear what’s happening. Two antique presses clack and bang their way through the relief printing of hand-printed notecards and invitations. Thus, the second reason why Pick picked the Mastercraft—the dock door allowed her large equipment into the building.
TWO ANTIQUE PRESSES CLACK AND BANG THEIR WAY THROUGH THE RELIEF PRINTING OF HAND-PRINTED NOTECARDS AND INVITATIONS.
The presses are beautifully refurbished and have a special place in Pick’s heart. “New printing technology is automatic and everything comes out the same,” she says. “With these presses, every card is completely different. The color saturation is different. And I can use thicker cotton paper than I could with new printers. Digitally printed stuff is flat, but these give me a more luxurious feel.” CONT. PAGE 59
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“NEW PRINTING TECHNOLOGY IS AUTOMATIC AND EVERYTHING COMES OUT THE SAME,” SHE SAYS. “WITH THESE PRESSES, EVERY CARD IS COMPLETELY DIFFERENT.” -LESLEY PICK
OMAHAMAGAZINE.COM APRIL · MAY | 59
FROM PAGE 57 Before moving to the Mastercraft Building, the presses sat in the basement of her father’s house. Her father was also a printer and often works sideby-side with Lesley today. One is a Chandler & Price Old Style from 1896 that she purchased from a company in Indiana that specializes in refurbishing old printing presses, and the other is a press she bought from a printing company in Fremont that went out of business. The second press is from the 1920s and was refurbished by her father for his printing company. Pick is quick to point out the differences between the two presses. “See how the spokes are wavy on this one and straight on the other?” she asks, proudly gazing upon the presses as though they are honored guests in the room. While she readily admits that these old presses are more difficult and time-consuming (and louder) to use than modernday digital printers, it’s a compromise she’s willing to make. “It does get loud around here,” she admits, adding that the bulk of their printing happens on the weekend when nobody else is in the office. She’s made quite an impression with her work. In fact, she was voted a Top Ten Designer to Watch in 2017 by the trade publication Stationery Trends. Kathryn Nygren, owner at Found & Flora in Wahoo, understands why she was voted a top designer. “We love that it's something different that we can't find anywhere else,” Nygren says. “The quality is great and Leslie is really easy to work with.” This love of old presses does not mean that Pick shuns technology. The graphic designer by trade creates custom invitations and cards on computer programs to be printed on 100 percent cotton paper. During the week, Pick is joined by lead designer Allison Kuklis. Together they share the creative space and create products featured in the Methodist Gift Shop, Spruce, and several other retailers locally along with numerous retailers throughout the United States and Canada. Inclosed Letterpress Co. is entertaining thoughts of the future. If an expansion is in the cards, Pick anticipates staying in the Mastercraft Building and acquiring a bigger space. She wants to be in a creative, artistic space and she’s found that in this building. Visit inclosedco.com for more information about their printing business. B2B
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VOLUME 18 · ISSUE 2
LEADERS | STORY BY ASHLEY WEGNER | PHOTOS BY BILL SITZMANN
FINDING NATIONAL LIMELIGHT FOR LOCAL WORK JOAN SQUIRES
OMAHAMAGAZINE.COM APRIL · MAY | 61
f you’ve attended a performance or event at the Holland Center or Orpheum Theater during the past 16 years, you’ve witnessed the work of Omaha Performing Arts. If you’ve purchased tickets using Ticket Omaha, you’ve used services provided by Omaha Performing Arts. If your family or children have participated in an education program like the Nebraska High School Theater Awards or attended a community engagement program like Jazz on the Green, you’ve benefited from programming offered by Omaha Performing Arts. Over the past 16 years, the organization has grown to reach nearly 500,000 people annually, support a budget of about $20 million, and generate an economic impact of about $40 million, making it difficult to find anyone in the Omaha area who hasn’t at some point been touched by the organization. And the woman who has been at the helm of OPA since it was founded is president Joan Squires. “Joan is an extraordinarily valuable asset,” says OPA Chairman John Gottschalk. “The fact that she came here when we were at the threshold of enormous growth in performing arts is fantastic. She started almost from scratch when we were getting ready to open the Orpheum [for more performances] through the Holland. It’s changed not only the volume, but the quality, of the performing arts available in this city.”
"WE’RE REALLY DEVELOPING THOSE PROGRAMS AND CONTINUING TO SEEK OUT NATIONAL PARTNERSHIPS TO BRING NEW THINGS TO YOUNG PEOPLE" -JOAN SQUIRES
"TO START A BUSINESS UP FROM SCRATCH IS NO MEAN FEAT. YOU HAVE TO MANAGE THE PRODUCT, MANAGE THE COSTS, AND YOU HAVE TO MARKET THE PLACE. JOAN HAS NEVER FAILED TO MEET THE TARGETS THAT ARE SET IN OUR BUDGETS." -JOHN GOTTSCHALK Squires has received accolades for her pioneering leadership since OPA was founded in 2002. But lately, even more national organizations and publications are noticing her continued excellence. In spring 2017, Squires was given the Samuel J. L’Hommedieu Award for Outstanding Achievement in Presenter Management from the Broadway League in recognition of her contributions and service to the Broadway industry, and in December, she was elected to a two-year term on the national Broadway League’s board of governors. Also in December, Musical America magazine named Squires one of 30 U.S. “Movers and Shapers” for 2017. And OPA will receive the 2018 Governor’s Arts Award for Organizational Achievement at the prestigious biennial event organized by the Nebraska Arts Council. Squires is grateful for these recognitions; however, she attributes her success and OPA’s continued success to many factors. The two venues the organization operates—the Holland Center and the Orpheum Theater—offer the community “some of the best venues anywhere,” she says, making them a popular destination. The high quality of performances, presentations, and artists OPA brings to Omaha—Broadway, dance, jazz, popular music, family presentations, world music, and speakers—continue to draw robust audiences.
Gottschalk attributes the OPA's quality to Squires' management abilities. “To start a business up from scratch is no mean feat,” Gottschalk says. “You have to manage the product, manage the costs, and you have to market the place. Joan has never failed to meet the targets that are set in our budgets.” “When we started, there was no one in this community to present these great artists,” Squires says. “Not only do we have an organization that can support them, but when [the artists] come to Omaha they’re always amazed by the quality of venues and response of the audiences.” Finally, the community’s support through philanthropy, ticket sales, volunteer hours, and board leadership have helped OPA establish and sustain its presence. And Squires says OPA isn’t finished growing. Looking ahead, Squires says OPA’s biggest area of growth is in education and engagement. OPA currently partners with national organizations including Jazz at Lincoln Center, Carnegie Hall, Disney Theatrical Group, and the Broadway League. “We’re really developing those programs and continuing to seek out national partnerships to bring new things to young people…and also look for opportunities to further deepen and strengthen our relationships throughout the community.” Visit omahaperformingarts.org for more information. B2B
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omAHA! | STORY BY PATRICK MCGEE | PHOTOS BY BILL SITZMANN
OUTDOOR ENTREPRENEURSHIP THE SKINZIT ELECTRIC FISH SKINNER
From left: Brian Kielian, Chris Kielian, Eric Parks, and Perry Parks
OMAHAMAGAZINE.COM APRIL · MAY | 63
THE SKINZIT IS A MACHINE THAT REMOVES RIB BONES AND SKIN FROM A SCALED-FISH FILLET, LEAVING THE MEAT INTACT. KIELAN SAYS THE DEVICE PRODUCES 30 PERCENT MORE MEAT THAN A TYPICAL FILLET BECAUSE THE DEVICE ALLOWS ONE TO SPARE THE BELLY MEAT RATHER THAN SIMPLY DISCARDING IT. The prototype of the Skinzit was made from an electric tool.
here have been a few viral online videos for Ultimate Fishing Gear’s Skinzit electric fish skinner. The handheld device can also been seen on the rack at Cabela’s or Bass Pro Shops, or on Amazon.com. Chris Kielian, an Omaha-area native and one of four owners of Ultimate Fishing Gear, says he crunched the numbers, and then sat back, amazed—the owners did not expect their product to generate $1.4 million in sales in the first year.
The Skinzit is a machine that removes rib bones and skin from a scaled-fish fillet, leaving the meat intact. Kielan says the device produces 30 percent more meat than a typical fillet because the device allows one to spare the belly meat rather than simply discarding it. Simply cut the fillets from the sides of the fish, and Kielian says, “the device does the rest.” With a bucket of 10 panfish, 30 percent more meat per fish adds up fast. Kielian’s business partners are his brother, Brian, and brothers Eric and Perry Parks. They all share a love of fishing. Chris says they each contribute their unique skill sets to make their business successful. Chris is
the main sales and marketing person. The partners agree that leaving their money in the business will help it grow. “We as owners don't take much out—we keep it in there. Everything is paid for,” says Chris. “We reinvest.” Chris is able to reinvest because Skinzit is not his main source of income. By day, the Parks brothers run Computer Cable Connections, where the Kielians are also employed. Chris says the idea for Skinzit comes from the Townsend Fish Skinner, which is an out-ofproduction device that skins fish using the same mechanism, albeit hand-powered and narrower. CONT. PAGE 64
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FROM PAGE 63 It took Chris and his co-owners roughly four years to create the product. Milestones in Skinzit’s actualization include selecting an engineering firm, testing and tweaking prototypes for a number of months, having parts manufactured on the assembly line in the Philippines, and having packages show up on the doorstep ready to sell. “It took 4 years to get the first 5,000 (Skinzits),” says Chris. The capital cost was “heavy,” more than $500,000. Ultimate Fishing Gear owns seven patents on their product, which took roughly three years to acquire. A special electronic certification was necessary and recertification is required quarterly. But their greatest asset is their ability to use the internet. Videos of their invention have racked up more than 30 million views across social media. The product hit the market in 2014, and in 2015 one video created by a customer generated almost 9 million hits. Another video of a customer using the product in late 2016 generated several more million views. Each video causes a large spike in sales. “[Once you have a viral video], it wipes out your inventory,” says Chris, who suggests that Ultimate Fishing Gear has other ideas for novel products, but he cannot disclose them due to patent reasons. “I wish I could,” he says, sounding hopeful. His advice to other entrepreneurs and inventors is simple: “You need the time to make it work, the cash, and the capital. You want to have a product that no one else has—that was the key to the success of our product.” Visit fishskinner.com for more information. B2B
“[ONCE YOU HAVE A VIRAL VIDEO], IT WIPES OUT YOUR INVENTORY.” -CHRIS KIELIAN Finished Skinzit product
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SALES INSIDER BY KARL SCHAPHORST
THE SCIENCE OF SELLING n 1960, President John F. Kennedy announced to the world that the U.S. would put a man on the moon before the end of the decade. In October 1969, Apollo 11 delivered Neil Armstrong into space and he set foot on the moon. How did NASA, never having completed this task before, have success without disaster? By understanding the science and testing everything on Earth according to the rules of science, NASA was able to predict how things would work on the way to the moon and the result was Apollo 11 and Neil Armstrong. We can leverage that same science when it comes to selling, and, if understood, can use it to predict the outcomes of sales calls. Most prospects have a negative perception about salespeople. “They are pushy, arrogant, self-seeking, annoying…” are just some of the adjectives given. I know, because I have asked many times. However, the science behind human behavior and communication has been understood by psychologists for decades. The method of Transactional Analysis, Dr. Eric Burne explains, states that to generate trust and bonding with other people one must behave with humility and vulnerability, which is the opposite of how the typical salesperson behaves in a sales call. The DISC behavior assessment, developed by psychologist William Marston, defines four distinct behavior styles of people.To win favor of a prospect, behave like they do, not like you do. Neuro-linguistic programing, created by Richard Bandler and John Grinder is the science of communication.
To win favor of prospects, mirror and match the way they communicate. Sir Isaac Netwon gave us the laws of motion: An object in motion tends to stay in motion; every action has an equal and opposite reaction. These laws spill over into human behavior. The best chance of getting a prospect to say “yes” is to take this prospect to “no.” The action of taking a prospect to “no” will often be met by the prospect with an equal and opposite reaction of moving toward “yes.” I can’t give any one scientist the credit for emotional motivation, but that doesn’t diminish the power behind this scientific truth: People buy for their own reasons and these reasons are driven emotionally. Most sales conversations revolve around intellectual information such as features, benefits, price, and terms and conditions, and the conversation never leaves the realm of the intellect. Take the conversation to the emotional level and then prospects start buying from you even if your price is high. I am a scientist by education (bachelor’s degree in engineering) and I love the science of selling. However, for many years I did not know it nor did I pursue it, so I had to work much harder to win sales. Sales professionals should make it part of their personal development to learn and then own the scientific rules as they apply to the world of selling. B2B
BRAND BRIEF BY JASON FOX
THE RELENTLESS PURSUIT OF CONCISION s an ad nerd, I love a good tagline. Think different. Just do it. But taglines (or slogans if you call pop “soda”) are tricky things. They’re easy to get wrong—easier than most everything else branding-related. They’re often too trite, too obvious, too obtuse, too clever by a turn, too forgettable, or too overstuffed with “messaging.” So, I’d like to offer some advice gleaned from two-and-a-half decades of writing more than a few taglines. Pick one message. Unless you’re Miller Lite circa 1974, chances are you’re not going to get away with saying two things in one tagline (and I’d even argue that Miller Lite’s was a single message as neither “tastes great” nor “less filling” meant anything without the other). Yes, this forces you to define your business and its purpose in very specific terms. Remember, that one thing doesn’t have to be a product feature—it can be an emotional pull or a shared state of mind. Keep your voice. The fewer words you use to say something, the greater chance there is of it sounding generic. That’s just how language works. But maintaining your brand voice is imperative if you want your tagline to ring true. And if your overarching brand voice is already generic (no “We’re all about…” please), now’s a good time to fix it. Set realistic expectations. Most taglines are not destined to enter popular culture in any real way. Because it takes millions upon millions of dollars in media to accomplish this feat. Instead, understand that your tagline acts as a nice reminder of what your
Karl Schaphorst is a 27-year veteran of sales
Jason Fox is a freelance creative director and writer.
who now specializes in training other sales
He can be found at jasonfox.net and adsavior.com.
professionals. He is the president of Sandler Training.
brand represents—both practically and attitudinally—to your customers. Better yet, a good tagline can act as a great battle cry for your employees better than any Successories-style mission statement ever could. Don’t mess with a good thing. If you’ve managed to create a memorable, ownable tagline, don’t screw it up. Sure, times change and businesses change and consumer tastes change. But don’t change your tagline just for the sake of change. Take Lexus, for example. When they launched in 1989, their tagline was “The relentless pursuit of perfection.” Spectacular. That was the goal of their company—to never quit refining their cars regardless of the obstacles. Then, a few years later, they removed “relentless,” implying they’d get around to perfection if it weren’t too much bother. Today, it’s the hyper-generic “Experience amazing.” Which sounds like a headline from a billboard for Big Zeke’s Reptile Emporium and Gator Wrasslin’ Expo. Avoid this (both the tagline and Zeke’s). Honestly, it is wiser to forgo having a tagline at all than to attach a mediocre one to your brand. But if you manage to craft a great one, you’ll wonder how you lived without it. As a calling card, a mantra, and a reminder of what’s important—an exceptional tagline has no equal in ad land. B2B
66 | B2B MAGAZINE · 2018
VOLUME 18 · ISSUE 2
ON THE RISE | STORY BY KARA SCHWEISS | PHOTOS BY BILL SITZMANN
YOUNG AND PROFESSIONAL ASHLEY RAE TURNER
OMAHAMAGAZINE.COM APRIL · MAY | 67
fter graduating from Omaha Northwest High School in 2009, Ashley Rae Turner says she was happy to leave town to pursue undergraduate studies at the University of Nebraska-Lincoln. “I was definitely that person in high school who thought I was never going to be in Omaha again after I left,” she says.
“IT’S AMAZING THAT, ALTHOUGH SHE’S INVOLVED IN A LOT OF THINGS, SHE BRINGS QUALITY TO EVERYTHING SHE TOUCHES.” -ANGEL STARKS
By 2015, she was ready to return. Coming back, however, was contingent upon finding activities involving other young professionals and exploring civic opportunities for her peer group. “If I could find a reason to stay, I would stay,” she says. “And I didn’t really want to have a mindset that, ‘this is temporary and then I’ll leave for somewhere else.’” Realizing that several people in her peer group express similar concerns about a lack of opportunity, Turner became involved in community engagement through Urban League of Nebraska, where she joined the volunteer auxiliary group ULN Young Professionals. “From the very beginning I just saw an opportunity to improve Omaha for YPs [young professionals] but especially YPs of color,” Turner says. Last year, Turner became a member of a community diversity and inclusion workgroup stemming from a joint effort of ULN and the Greater Omaha Chamber. The group aims to address key findings from a 2017 diversity and talent inclusion survey commissioned by the two organizations, including an area in which Turner has a special interest: technology and start-ups. “It is one area I made sure was not overlooked in the survey recommendations, finding more ways to support black YP start-ups and helping them get funding,” Turner says. Turner served as the programming co-chair for the Chamber’s 2018 YP Summit, held March 1 at CenturyLink Center. YP Summit Chair Angel Starks says she called this year’s Summit planners “Dream Team 2018.”
“As chair, I couldn’t be more proud of my co-chairs, and especially of our programming. We enacted a speakers’ academy, we’ve done some things for our breakout speakers we’ve never done before, and I think we’ve set the tone for what’s to come,” she says. “That’s thanks to Ashley and her co-chair (Megan Flory Tommeraasen with Mutual of Omaha), specifically.” In January, Turner also added volunteer engagement chair for the YP Council to her Chamber responsibilities. She says she aspires to help foster a community in which YPs throughout Omaha feel welcomed, which hopefully will ultimately inspire them to become more engaged and involved. It’s all part of her mission to “be a voice for other YPs who aren’t necessarily at the table,” she says. Last year, Turner began working for Borsheims as a content and marketing specialist, and one of the biggest contributions she’s made so far is executing a revamp of the company’s content marketing program, including establishing relationships with key influencers for future contributions and creating plans for new web features such as an education center and a lifestyle blog. “It will be really robust content around Borsheims, around our vendors, and just around why we are the best at what we do and why you should choose Borsheims,” Turner says. “I really love social media. I love communicating and finding different ways to reach different individuals.” In what little free time she has left, Turner also writes a food blog. And now she’s working with a partner to launch a lunchtime networking series for YPs, a channel that brings together her palette of talents and interests. Whatever she does, Turner brings a sense of professionalism to her projects. “It’s amazing that, although she’s involved in a lot of things, she brings quality to everything she touches,” Starks says. B2B
68 | B2B MAGAZINE · 2018
VOLUME 18 · ISSUE 2
HOW I ROLL | STORY BY RYAN BORCHERS AND DAISY HUTZELL-RODMAN | PHOTOS BY BILL SITZMANN
AN AGILE, AERODYNAMIC ARACHNID WITH ELECTRIC ACCELERATION
THE HYBRID TECHNOLOGY TESTED ON THE 918 IS TODAY AVAILABLE IN THE PORSCHE PANAMERA TURBO S (WHICH WAS UNVEILED LAST YEAR) AND IS IN PRODUCTION WITH NEXT YEAR’S MISSION E, PORSCHE’S FIRST FULLY-ELECTRIC CAR.
OMAHAMAGAZINE.COM APRIL · MAY | 69
From left: Jason Pittack and his wife, Shelbi, with their Porsche 918 Spyder
ay Leno…Jerry Seinfeld… Jason Pittack. These “Js” are three of less than 1,000 people in the world to own a Porsche 918 Spyder—specifically, they are three of 918 owners of this vehicle. “In the Midwest, there were only two copies of this car that I am aware of,” says Steve Gehring, president of the Great Plains Region of the Porsche Club of America. “Jason drove his around Omaha, so it was spotted here and there and people got to look at one.” Pittack, the dealer principal for Woodhouse, likens his liquid-silver, 887-hp Spyder to a rocket ship— the car sports a 600-horsepower, eight-cylinder engine and two additional electric motors. CONT. TO PAGE 70
70 | B2B MAGAZINE · 2018
FROM PAGE 69 That’s because the 918 was developed to have a powerful hybrid drive with the efficiency and ecologic consciousness modern drivers desire. Porsche, Pittack says, comes out with a “supercar” about every 10 years to serve as a showcase for the future of its technology. The hybrid technology tested on the 918 is today available in the Porsche Panamera Turbo S (which was unveiled last year) and is in production with next year’s Mission E, Porsche’s first fully-electric car. Besides being the dealer principle for Omaha’s Porsche dealership, he is a car guy. “It’s been in my blood since day one,” he says, as evidenced by the fact that the first word he ever spoke was “car.” (The second two, for those who are curious, were “here’s” and “Johnny.”)
VOLUME 18 · ISSUE 2
He owned, and enjoyed owning, the previous Porsche supercar, and knew when Porsche announced the 918 that the hybrid supercar would be a hot item. He put a deposit on the $950,000 car the first day they announced the concept in 2010. Then, the wait began. Concept to production on this car took three years. The specific car he purchased was the 34th off the line and the fourth to come to the United States from Germany. The vehicle was flown to Atlanta by jet (it had a plane ticket) and was loaded onto a trailer from Reliable Carriers, the company known for delivering cars to the Daytona 500 and Barrett Jackson Auction.
Not that he accelerates that fast that often. Pittack and his wife don’t take it on long trips, or even the speedway, but it might be seen at the grocery store or the parking lot outside their favorite restaurant. The top pops off easily to turn into a convertible, making it a good all-seasons car. The fact that it’s built with carbon fiber makes it very lightweight. And about that engine?
The car was worth the wait, as he saw in October 2014. The acceleration will make a car fan’s hair stand on end, but the stops for fuel are infrequent.
“You can use [the hybrid engines] in any combination. You can drive the vehicle like a true hybrid in all-electric,” he says. “You can drive it in electric to where the gas kicks on when you romp on it a little bit. You can drive it in the electric/ gas combination at all times, and you can do it in just a full-out race mode where everything is just going nuts.”
“It’s a zero to 60 in 2.2 seconds, and we average 40 miles per gallon with it.” Pittack says.
And you do all that with the touch of a button on the steering wheel.
OMAHAMAGAZINE.COM APRIL · MAY | 71
“It’s meant to be very intuitive on the inside. Just everything’s touch-feel,” Pittack says. “Using the inside of this car is like using an iPad or iPod. Like the rare piece of art that this is, its value has appreciated to about $1.5 million. Given the value, one may be inclined to let it sit and never drive it at all. In fact, the second Porsche 918 in the area was never driven. That was owned by Pittack's father, Lance, until February. Jason, though, loves using his car. It's a fact that makes Gehring happy. “Porsche cars are meant to be driven in our view, all of us who have them love to drive as many different models as possible,” Gehring says. “That one, for the average enthusiast is unattainable. Most of us will never see one, never drive one.” “I drive all my stuff,” he says, and the Spyder is his current favorite vehicle. “It’s the fastest, but it’s also the most user-friendly.” B2B
72 | B2B MAGAZINE · 2018
VOLUME 18 · ISSUE 2
OMAHA CVB BY KEITH BACKSEN
TAKE A VACATION AND CREATE JOBS hen is the last time you took a vacation? I mean a real vacation, not just time off work to paint the kitchen or clean out the garage. Has it been a while since you’ve discovered a new place or experienced a new adventure you couldn’t wait to share with family and friends? If the answer is yes, you are not alone. In Nebraska, 66 percent of the workforce has unused vacation time. They’ve left 4.9 million vacation days on the table. Nationally, if everyone took all the vacation they've earned, it would generate $236 billion for our economy—enough to support 1.8 million jobs. Think about it: if hotels had more guests, then they would need more staff. If restaurants had more diners, they would need to order more food from suppliers and hire more people. If retailers had more shoppers, they would need more merchandise to keep shelves stocked and more staff to provide great customer service. Inviting more people to visit Omaha would have the same effect in our community. You get the picture— tourism means business.
According to research from U.S. Travel, taking time off makes you a more positive and productive employee. In fact, the research shows employees who use their vacation time are more likely to get promoted and receive raises when compared to those who choose to forfeit their vacation time. Plus, and here’s the real bonus, people who take time off feel happier and enjoy improved physical health. If you’re still not sure about taking time off, think about it this way: by taking a vacation, you’re helping create millions of jobs and providing a big boost to our nation’s economy. Now add that to your resume. B2B *Research provided by U.S. Travel Association’s Project Time Off, The State of the American Vacation
ETHICS BY BEVERLY KRACHER
SEXUAL HARASSMENT ACROSS THE POND was traveling in England when the recent scandal about the President’s Club Charity Dinner at the Dorchester Hotel hit the news. The event was a fundraiser for worthy U.K. organizations. It was for men only and the entertainment included 130 specially hired hostesses who dress in short, tight black dresses with highheeled shoes. The Financial Times sent two women to work undercover. The article that followed explained that women at the event were groped, sexually harassed, and propositioned. In the current #metoo climate, we could be witnessing a sea change regarding sex and the treatment of different sexes in business and politics. We must sort out, in our own minds, the continuum of male-female relationships we consider acceptable in business. But, we cannot allow sexual predators. They should be identified and wrestled from positions of power. We should promote every workplace welcoming the silence breakers who come forward with questions, concerns, and fears about sexuality and the use of power in the workplace.
We also need reasonable organizational policies and practices. Ariel Roblin, KETV President and General Manager, was a keynote speaker at the spring Business Ethics Alliance Executive Breakfast. In her discussion about sexual harassment in the workplace, she stated that one of the best things an organization can do is hire male and female executives. This creates the best chance that a rank-and-file employee has someone in power to talk to. Jane Miller, COO of Gallup, has a podcast about sexual harassment in which she discusses the importance of friendships at work yet the need for clear guard rails in malefemale business relationships. Most importantly, Miller says that business leaders need to role-model the moral courage it takes to engage in trusting relationships while being able to walk away as a person, or a firm, when a relationship, though financially viable, is harassing or otherwise destructive. Whichever side of the pond you are on, Roblin and Miller make good human, and business, sense. B2B
Nevertheless, we should allow for the range of the human sexuality continuum that comes with malefemale relationships (including friendship, flirting, and love). To partition genders would foster an oppressive workplace culture.
Keith Backsen is executive director of the
Beverly Kracher, Ph.D., is the executive director of the Business
Omaha Convention and Visitors Bureau.
Ethics Alliance and the Daugherty Chair in Business Ethics and Society at Creighton University.
After the Sale EMIL TURILLE IS RETIRED, BUT NOT TIRED PG. 8
Success After 50 JAYE MCCOY’S SECOND CHAPTER PG. 4
What Last Year Forecasts for the Year Ahead PG. 12 A Publication of The Firm Business Brokerage
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The Firm Deal Review
Volume 4, Issue 1
A Publication of The Firm Business Brokerage
The Bottom Line
After the Sale Emil Turille is Retired, but Not Tired PG. 8
Special Section
7 Take Our Hand
Features
The Firm Business Brokerage has
more than $90 million in assets under management of cashflowing businesses for sale— from contracting companies, to professional service businesses, to medical-based practices.
Columns
4 Success After 50
6 Best of B2B Winners
8 Loving Retirement Because
12 2017 in Review
Jaye McCoy’s Second Chapter
of The Firm
Emil Turille
New Kid in Town
13 Working “On” the Business, Not “In” the Business
Sells Insights
president/editor
Will 2018 Stack Up?
An Insight for Buyers & Sellers
15 Executive Impact
The Future of Mergers & Acquisitions
Montanez Purchases Plumbing Company
Growing a Business Can be Tough Buying or selling a business
by Cortney Sells
Past Clients Continue to Excel
14 The Firm Profile
11 Action Moving
is more than an examination of financials, products, and clients. There’s an emotional component involved that is often overlooked. A buyer will be spending significant amounts of time and expense in taking over an organization, and a seller will be saying goodbye to a large piece of their life. Neither of these are without significant stress and deep thought.
Everyone’s energy and focus are pointed toward the deal table in the lead up to a transaction, with little thought given
to the physical and emotional implications after the i’s are dotted and the t’s are crossed. The back-and-forth struggle to reach an agreement can try one’s patience even in the best of deals. A seller sees their business almost like a favorite child, and is quick to defend any past decisions or forthcoming changes. A buyer may not fully understand the enormity of filling the seller’s shoes after their departure. And a broker must referee all sides, ensuring that everyone’s worries are spoken for and best interests are looked after.
The best way to navigate the murky, emotional waters of a deal is to insure yourself with a strong support structure. Having a backbone of cheerleaders, coaches, and team players on the court make it that much easier to make a winning shot. A business broker is just one aspect of that equation, but a coach is only as good as the players. Make sure you have family, friends, and mentors at hand to guide you well past the deal table. THE FIRM
2018
The Firm Deal Review
3
A Publication of The Firm Business Brokerage
“I WAS 55 YEARS OLD WHEN I BOUGHT THIS BUSINESS WITH MY HUSBAND— WITHOUT KNOWING ANYTHING ABOUT BUSINESS—AND IT’S BEEN A DREAM COME TRUE.” - Jaye Firmature-McCoy
4
The Firm Deal Review
Volume 4, Issue 1
A Publication of The Firm Business Brokerage
FirstLight Home Care Owning a Purpose-Driven Business
written by Maureen Tierney, photography by Bill Sitzmann
B
uilding a great business is a lot like
So much in business is about the bottom
cultivating meaningful friendships: both are fostered through care, honesty, and commitment. For Jaye Firmature-McCoy, integrity is a vital component and, perhaps, the main ingredient. As owner of FirstLight Home Care— Omaha, Firmature-McCoy has put her heart and soul into doing the right thing, believing that today’s buzzwords like “satisfaction” and “loyalty” are more than just a way of conducting business, but a mantra that should be embodied throughout an entire corporation. At a time when non-medical home care is quickly becoming a dime-a-dozen industry, FirstLight sets itself apart with responsiveness, accountability, and a genuine interest in the good of the client.
line, says Firmature-McCoy, who was thrown aback when The Firm asked her to “tell [us] what your perfect business would be.” All she knew was that she wanted something in healthcare, and something that would allow her “to express [her] faith and values, and to make a difference in someone’s life.” Having cared for her own ailing parents, Firmature-McCoy saw a natural fit in FirstLight, and it has allowed her to better relate to clients. “Families go through challenging situations with disease and dying, and it’s hard to wear the caretaker hat as a family member,” says Firmature-McCoy. Home care, she says, allows family members to be wives, husbands, sons, and daughters again.
Firmature-McCoy has spent a lifetime working in small businesses, from growing up in her family’s restaurants to co-owning a commercial laundry company with her husband, Bernard McCoy. When the opportunity came up for them to sell their laundry business, Firmature-McCoy saw the chance to step out on her own and step into a company that would allow her to more actively express her beliefs and values. In the span of 6 weeks in early 2014, Firmature-McCoy and her husband sold one business and bought another. And she only ever looked at buying one: FirstLight Home Care.
It’s what she calls a “purpose driven business.” Owning FirstLight Home Care “allows me to meld my personal values and business values into a successful entity that ignites my passions and commitment to serve others,” says Firmature-McCoy. In its most basic terms, home care is very people oriented and service is the top priority. Firmature-McCoy, who grew up in an era when doctors still made house calls, notes that “what’s considered boutique or concierge today” was the nature of business little more than a generation ago. Taking stake in an organization that prides itself on asking, “How can I help you do better?” is, for Firmature-McCoy, a way of ensuring things are less about her and more about others.
“OWNING FIRSTLIGHT HOME CARE ALLOWS ME TO MELD MY PERSONAL VALUES AND BUSINESS VALUES INTO A SUCCESSFUL ENTITY THAT IGNITES MY PASSIONS AND COMMITMENT TO SERVE OTHERS.” - Jaye Firmature-McCoy
While Firmature-McCoy set out to own a business that focused on others, she’s unwittingly found personal growth through her work with FirstLight. “It’s not an easy business, and employee and client dynamics are very fluid,” but the office dynamics are an awful lot like family. To foster team work, Firmature-McCoy and her staff are always striving to do the right thing to give clients and their families peace of mind, comfort, and independence. The goal
is not to be right, but to get it right. And she’s gotten it right, as FirstLight Home Care – Omaha was recognized by the BBB for Outstanding Integrity in October 2017. For Firmature-McCoy, the award is “about who I am personally and professionally, and how I operate my company. This award validates how we achieve our purpose…and it will always be the beacon that keeps me focused on what really matters.”
Having grown into her role as an entrepreneur over the past five years, Firmature-McCoy isn’t shy about the trepidation she felt going into owning FirstLight. “I was 55 years old when I bought this business with my husband—without knowing anything about business—and it’s been a dream come true.” Since then, she has not regretted her decision to buy a company. “I’ve gained so much personally and professionally, that FirstLight Home Care has been a huge blessing in my life. I’ve grown as a person, both in faith and passion in doing for others.”
Firmature-McCoy’s advice for anyone considering the jump to business ownership: get out and do it. Dreams are meant to be pursued and, with the right fire for the right cause, anyone can own a business and change their path in life. THE FIRM
The Firm Deal Review Bought: 2014 Grown from 15 employees to 50+ Currently looking at territories to grow into Satisfaction Level: 110%
2018
The Firm Deal Review
5
A Publication of The Firm Business Brokerage
Raise the Value of Your Business Now MAX IT FOR THE FUTURE written by Rachael Rand
The Firm Business Brokerage is proud to have been voted Best of Omaha every year since 2011 – going strong into 2018 with a ‘Win’ as well. We want to thank our clients for voting us #1 for another year as we continue to work hard and deliver success. We have the honor of working with many excellent businesses each year as The Firm oversees the transition of ownership from one party to the next, from the initial call with the Seller to the excitement of closing day. THE FIRM
W
hen Jerry Rachwalik approached The Firm in 2014 for a business to purchase, he considered several options in many different industries before settling on BounceU, the winner of Best Party Provider 2018.
D
errick and Kaitlyn Reinhart had always wanted to be business owners and came to The Firm for their first business in May of 2016. Since then they have added a second location, with more on the way.
F
L
C
F
incoln native Matt Cradick was living in Texas and looking for a reason to move back to his Nebraska family. After acquiring Husker Hammer Siding, Windows and Roofing, Cradick has continued to grow and expand the business providing exteriors services to all of Omaha from their location in Elkhorn.
oworkers Babu Inti and Mark Covey had a long history as corporate collegues, which brought them to The Firm Business Brokerage as a partnership looking to buy a business together. They now own the four Omaha metro Orange Leaf locations and were awarded Omaha’s Best Frozen Yogurt in 2018.
or previous birthday parties for their own daughter, Gigi, Tammy and Scott Green had purchased cupcakes from Gigi’s Cupcakes in Village Pointe that nobody could stop talking about. Less than a year after their purchase of Gigi’s Cupcakes in 2017, owners Tammy and Scott Green were awarded Best of Omaha 2018 in the Cupcakes category.
rom an early age, John Perlebach has been an entrepreneur. He truly had the Luck of the Irish on his side when he purchased NuTrend on St. Patrick’s Day 2014. Congratulations on his win in the Best Dry Cleaning category.
The Firm works with Omaha’s top notch businesses! We want to send a congratulations to our clients that we have sold who continue to be Omaha’s best!
A
lready in the industry, Sellhorst Security and Sound expanded through acquisition of a similar company in 2014 and were introduced by The Firm Business Brokerage in 2014.
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The Firm Deal Review
Volume 4, Issue 1
T
hrift World’s history of charitable contributions was a deciding factor for John Gilbreath when he approached The Firm looking for a business that does well while doing good for the community. Gilbreath acquired Thrift World in 2016 and was awarded Best of Omaha in 2018 in the Thrift Store category.
A Publication of The Firm Business Brokerage
Take Our Hand: FEATURED OPPORTUNITIES FOR SALE Technology Development & Consulting Firm
Huge Sports Bar & Grill with $800K in Sales PRICE: $225,000 OWNER PROFIT: $844,213
PRICE: $2,600,000 OWNER PROFIT: $852,863
This turnkey operation is fully loaded with
Located in Atlanta, this technology
new equipment and staff, and ready for a
development and consulting firm has
new owner to take it on and make it their own.
Fortune 500 clients focused in the high
Located in a 7,500-sq. ft. space, there’s no
tech and aerospace industries. Specializing in placing skilled engineers on site to
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build custom applications and software, notable clients have included 3M, Intel,
sports fans can watch their favorite teams on one of the bar’s 40-plus TVs.
Gulfstream, Scientific Games, and more. The seller is currently working on securing contracts in the defense arena that should prove to be a great growth opportunity.
Ag-Focused Construction Management with Fabrication
Urgent Care Pet Clinic in San Bernardino County PRICE: $2,200,000 OWNER PROFIT: $502,116
PRICE: $10,900,000 OWNER PROFIT: $2,771,878
A full support staff is in place, from veterinary
A leader in the manufacture and
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Manufacture of Commercial Door Hardware with $1.5 Million Profit
Fitness Club with 700plus Memberships
PRICE: $7,989,000 OWNER PROFIT: $1,562,160
Huge growth through more boot camps is
What was once a home-based business
700-plus memberships. The bay next door
PRICE: $210,000 OWNER PROFIT: $67,483 ripe for the plucking for this fitness club with
has grown into a lucrative commercial door
will soon be up for lease, which would allow
hardware company profiting over $1.5 million. Headquartered in Toronto, there are 200
a buyer to move current boot camp classes into this space to free up other parts of the
distributors across Canada, and with the right infrastructure in place, the business has
gym for different activities. Clubs across the U.S. have seen a doubling in income by
great potential to move into the U.S. market and abroad. Sales are split 50 percent
offering more of these classes, and with such an easy expansion opportunity at hand,
custom orders and 50 percent stock orders.
a buyer can get in on the ground floor.
Child Care Center Along Sorensen Parkway
High Hazard Safety Training with 43% Profit
PRICE: $400,000 OWNER PROFIT: $121,209
PRICE: $2,535,000 OWNER PROFIT: $634,147
This child care center on the north side of
This dynamic and successful business is a
Omaha has great expansion opportunities
leader in the industry for high-hazard training.
with minimal costs. Licensed for 56, the cen-
With major clients including top names in
ter has 63 full time and part time enrollees and
the business, there is a continual demand
sees an average of 42 children daily. The center sets itself apart by offering healthy meal
for classes and room to grow. Operating in three main areas of training, construction
planning, with all food prepared in-house by the center’s cook. Due to this effort, the day
equipment training, OSHA safety classes, and train-the-trainer classes, this instructional
care exceeds Nebraska’s state minimum for healthy food requirements.
facility offers a total of 44 classes.
** Broker’s Choice | 110+ Available Business Opportunities For Sale. Please visit TheFirmBusinessBrokerage.com for details 2018
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“MY CAREER WAS SUCCESSFUL AND SATISFYING, BUT RETIREMENT OFFERS A DIFFERENT QUALITY OF LIFE. I’VE DEVELOPED HOBBIES WITH DIFFERENT GROUPS THAT I SPEND A BUNCH OF TIME WITH. RETIREMENT KEEPS YOU BUSY. I ENJOY THE DIVERSITY OF EVERYTHING I’M DOING NOW.” - Emil Turille
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Loving Retirement Celebrating Five Years of Enjoyment
written by Maureen Tierney photography by Bill Sitzmann
T
he trick to enjoying retirement is doing what you love. Sounds pretty simple, but for many business owners it’s a challenge they just can’t quite conquer. Someone who has spent years managing a company and its employees, may find him-or-herself lost along the way. Time for interests and hobbies fall to the side as a business owner strategizes and grows the client base. Long hours at the office are spent with intermittent dreams of lounging poolside or sipping beer while discussing the finer points of Tom Brady’s downfall as America’s favorite quarterback. So, when the day comes that your alarm clock can be beaten into its last snooze while meandering into that first morning of retirement, a now-former business owner can embrace the suntan lotion or cradle the remote, confidently sure that this is the life. But then the days blur together until a routine work life is replaced by mundane, unfulfilling retirement. Get in line. Except for Emil Turille, who is so far outside that line that he takes retirement to its best art form.
When Turille received a promotional postcard asking him if he’d planned his exit strategy, he thought to himself that the idea was interesting. So, he met with the broker who had sent him that piece, and spent the next hour hearing about the guy’s bowling league. Hardly a promising start.
Then he was introduced to Cortney Sells, president of The Firm Business Brokerage. Sells offered a give-and-take, telling Turille a little about herself and her business, and asking question after question about his. “She was interested in my business, and concerned about what I was trying to accomplish,” says Turille. Sells wanted to know what type of buyer Turille had in mind for his software company, which helped her to hone in on who to bring in for a
meeting with him. It was a process that took three months, and left Turille “amazed at how easy the process was. Cortney Sells made the whole thing exciting, and off I went into blissful retirement.”
“WE INTERVIEWED A COUPLE OF BUYERS AND ONLY STOPPED THE SEARCH WHEN WE FOUND THE PERFECT ONE.” - Emil Turille Turille had spent decades developing his software company, which specialized in managing all the business aspects for Anheuser-Busch’s distributors. It was something he fell into by chance. Having trained as an accountant, Turille quickly realized how “boring [accounting] was, doing the same stuff month after month, and closing the same books again and again.” When his employer’s computer department wasn’t helpful in creating the programs he needed to better complete his job, Turille taught himself to program computers. It was the start of a perfect relationship.
The Firm Deal Review Business Sold: Turille & Associates Seller Transition Period: 6 Months Industry: IT & Software Years in Business: 25+
finely-honed process and qualified buyers were what drew Turille to Sells and The Firm. “We interviewed a couple of buyers,” says Turille, “and only stopped the search when we found the perfect one.”
It’s been five years since Turille transitioned into retirement, and he hasn’t been bored once, which you would think would be difficult for someone who went into retirement with no definite plans. In fact, he had even considered purchasing another business after the sale, but the enjoyable temptations of flexibility proved too much of a draw. “I haven’t found a business that can allow me to be free with what I’m doing day to day,” says Turille. Rather than choosing to work again, he has found contentment and happiness as a busy retiree.
And, boy, does he keep busy. Between traveling, consulting, volunteering, and his many hobbies, Turille can make any business owner think twice about
While working for Herman Brothers Truck-
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ing, Turille was asked by the owner’s brother to develop a software to better run his beer distributor operations in Lincoln. At that moment, the seeds of his company were planted, and he soon broke off and began selling his software to other Anheuser-Busch distributors nationwide.
When it came time to selling his niche company, he had to be sure to pick a niche buyer. It couldn’t be just anyone with a passing interest, but “someone who could bring something to the table that I didn’t have,” says Turille. The
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stalling an exit strategy. He’s spent days on jobs sites with Habitat for Humanity, having built houses in Springfield and Omaha. “The site manager will give me tasks to do and I go do ‘em,” says Turille. “I once spent two days painting walls.” For anyone who’s spent years staring at screens behind a desk, the idea of basic construction work is a breath of fresh air. But for Turille, it’s more than just exercising some different muscles. It’s about “meeting new people and getting that feeling of giving back.” He also enjoys working on his model railroad with his daughter and participating in model railroad events with his N-Scale Club.
Twice a year, Turille can be found at his alma mater, Holy Name School, where he talks to kids about how they can have a future working in the tech industry. As Turille says, “it’s a good career possibility.” Not only are we increasingly reliant on technology, but it pays remarkably well for even entry level positions.
Retirement has been made even more sweet through wise investing. Taking the money from the sale of his business, Turille has been able to double his wealth through the stock market. It’s allowed him more freedom for traveling for months at a time, whether it’s to Florida for winter or to Table Rock Lake for the best of summer.
He even performed the wedding ceremony for his only daughter. “She wanted me to get a minister’s certificate, and we had the wedding in the from room [of our home],” says Turille. To be fair, he could have done as much while still working, but it’s a more enjoyable process while retired. Let’s face it: everything is more enjoyable under retirement.
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Locally Owned Since 1950 Volume 4, Issue 1
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ing his business has been a joy. “My career was successful and satisfying, but retirement offers a different quality of life. I’ve developed hobbies with different groups that I spend a bunch of time with,” says Turille. “Retirement keeps you busy. I enjoy the diversity of everything I’m doing now.” Comforting words from a man who stepped into retirement not knowing what he wanted to do. If there’s anyone who’s unsure if retirement is for them, just consider what you would do if you didn’t have your business tomorrow. Let that be your guide. THE FIRM
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And Emil will be the first to tell you why sell-
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Moving On and Moving Up Seller & Buyer of Sioux City’s Premier Mover Maureen Tierney photography by Bill Sitzmann
he needed more time, so Schaaf started looking again and decided upon Action Moving. “I liked the business,” says Schaaf. “I wanted a company we could grow with and keep busy, and there are a lot more opportunities in Sioux City.” Action Moving had everything he wanted, and Schaaf had everything Claeys wanted in a buyer. “Casey is a family man, and family comes first for him. Action Moving is a family-oriented company, so Casey was a good fit,” says Claeys.
Oddly, Schaaf and Claeys are like two peas in a business-minded pod. “We think along the same terms and on the same level,” says Claeys. “The other day a problem came up, and Casey came up with a solution that was exactly what I had thought.” The fact that they think so similarly is not a requirement in transitioning a business, but it helps make everything easier and smoother.
Thanks to a great group of employees, the
I
n early 2017, Don Claeys had an interest-
ing lunch. There wasn’t anything particularly remarkable about the food or the location, but the company he kept would help shape the latter half of his year. You see, Claeys met with the sellers of a successful IT company, who told him what to expect when he put his moving, shredding, and data storage company up for sale. They walked him through their own experience, which had taken a grand total of nine months. So, when Claeys approached The Firm in August 2017 to sell Action Moving of Sioux City, he expected it would take the better part of 2018 to close the deal.
It took only three months.
“WE THINK ALONG THE SAME TERMS AND ON THE SAME LEVEL. THE OTHER DAY A PROBLEM CAME UP, AND CASEY CAME UP WITH A SOLUTION THAT WAS EXACTLY WHAT I HAD THOUGHT.”
turnover from Claeys to Schaaf has been nearly seamless. “We had a school to move that was going to take five or six days to complete. The job was done in less than three,” says Schaaf. While Schaaf lives in Atkinson, he’s in Sioux City two or three days each week, focusing on learning each part of the business and putting out any fires. “A business is going to be a business,” says Schaff, but the true measure of success is how the business is run. Schaaf is aiming to maintain what Claeys has built, relying on his years of experience in entrepreneurship to act as a beacon. And Claeys, who will remain in Sioux City at least until his wife retires from the Sioux City Police Force, says, “it’s going to be interesting to see what Casey does with Action Moving. He has things to learn about the business, but he’ll be successful in it.” THE FIRM
- Casey Schaaf
“The listing was posted on Tuesday, on Wednesday The Firm said there were interested buyers, and on Saturday two parties came to tour the facilities,” says Claeys. Roughly one week later an offer had been made.
three companies under the same umbrella. It’s a vibrant company with solid staff and thriving numbers, which was what drew buyer Casey Schaaf to the listing.
At 60 years old, Claeys was beginning to think
An insurance agent by trade in Atkinson,
of retirement. He’d built Action Moving from the ground up, and had diversified his operations by starting Absolute Mobile Shredding and Assured Record Management Services, putting all
Nebraska, Schaaf and his wife were already business owners when they began to search for a second investment. They found a company they liked in Kearney, but the seller decided
The Firm Deal Review Years in Business: 30+ Years Owned: 2 Lender: Jarrod Hamik with Farmers Savings Bank Reason for Sale: Retirement
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2017 in Review The Market is Shifting
written by Susanne Miller, In-House Attorney for The Firm Business Brokerage
Q1
Q2 2017
A
s we move through the first quarter of 2018, it seems appropriate to look back on the mergers and acquisitions market in 2017. Overall, 2017 remained healthy quarter-over-quarter, with strong valuations and an all-time high in transaction multiples. The other side of the coin is that the demand for businesses to acquire is greater than the number of businesses available.
The Firm has continued to see a real shift from start-ups to a focus on purchasing turnkey businesses. The lower interest rates make purchasing easier and more attractive, and the effects of the tax bill provides even greater incentives. But, with demand outpacing opportunities we see a decrease in the number of deals year-over-year.
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Q3 2016
Q4
2015
This is a great time to get a business valua-
HARVARD BUSINESS SCHOOL HAS STATED THAT THE TRANSACTION FAILURE RATE IS 70-90 PERCENT AFTER AN OFFER IS ACCEPTED.
tion. With buyers actively looking for opportunities, limited opportunities will cause multiples to increase. Sellers should also keep in mind that buyers will be selective, waiting for the right opportunity to come along.
We do have to balance this news with the fact that there is also an uptick in retraction rates. Harvard Business School has stated that the transaction failure rate is 70-90 percent after an offer is accepted. The Firm isn’t seeing those same levels in the Midwest; in fact, the average retraction rate here is 46 percent. A transaction not completed is disappointing to the parties involved, but is a great opportunity for buyers “waiting in the wings.” So, this is really a double-edged sword, and should ultimately get the right business to the right buyer. THE FIRM
A Publication of The Firm Business Brokerage
Working “On” the Business, not “In” the Business Montanez Purchases Plumbing Company written by Elise Turille–Barnett
W
hen Mike Montanez decided he
was in the market for a new venture, he had never considered owning a plumbing company, but knew he wanted to purchase a business as an owner-operator. Mike was at a junction with many options in front of him. He could certainly buy an excellent plumbing company The Firm had in their portfolio – Mark’s Plumbing in Lincoln, Nebraska – but without a background as a plumber, where would that leave him?
The answer was simple: own and operate the plumbing company while retaining the existing staff. With Mike’s operations and management experience, he knew he could continue the business’s growth through technology and administrative oversight which would be a complement to the outstanding services already offered by the current operators of Mark’s Plumbing. “This is not an industry I was specifically looking for, but the numbers and business opportunities made it a perfect fit,” said Montanez.
Mark’s Plumbing is a family owned and operated business that has been serving the Lincoln community for nearly 20 years. Established by Mark Gottula, his team of three Journeymen and two apprentices work on everything from sewer lines to water heaters with a focus on service and price. Mark was proud to build a business centered around his family and helped to usher his son into the trade as well. When Mark contacted The Firm Business Brokerage to sell his business, he stressed that the incoming buyer should have the same family focus and desire to establish a secure and consistent future for the company after he retired.
Mike Montanez is far from the first buyer
Mark’s goals in mind as a Seller and Mike’s
to purchase a business outside of their area of expertise. “We have sold veterinary practices to non-veterinarians, dental practices to those who aren’t dentists, and several trades businesses to those who aren’t in the trades,” says Cortney Sells, President of The Firm Business Brokerage. “Relationships like these work out well, because when an owner is focused on 1-to-1 customer service it can be hard to zoom out and look at the business as a whole. It’s hard to work on the business at the same time as working in the business.” Mike is far from the first non-plumber to own a successful plumbing business; Mark Evans of Burton Plumbing is another prime example.
priorities as a buyer meshed well. Susanne Miller, In-House Counsel for The Firm Business Brokerage noticed the rapport between parties. “As closing day approached, it was clear that buyer and seller had formed a good working relationship, which points to continued success in the future.” Through The Firm, they devised a smooth transition with family in mind: Mark’s son will continue to work in the business under the new ownership of Mike Montanez to help carry on his father’s legacy. THE FIRM
The Firm Deal Review Offer to Close: 49 Days Type of Purchase: Asset Sale Reason for Sale: Retirement Transition Period: 1 Year
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Firm Profile Jessica Hughes, Experience Manager written by Elise Turille–Barnett
The client comes first whether they are a buyer or a seller. The key is to be a phenomenal listener and being compassionate. [A business] is something someone created in a few years or over their lifetime. It’s their passion or their moneymaker. It’s their new venture or the start to their retirement. We feel a great sense of responsibility as it’s our clients’ futures in our hands.
What do you love about bringing buyers and sellers together?
I think what’s exciting about bringing buyers and sellers together is buyers often come in knowing what they want or we help them find businesses they are interested in. This means being a great listener. As far as sellers are concerned, we want them to feel comfortable, really listening to what they want, what they need, and who they feel is their great potential buyer. I enjoy my position in outreach because I help both parties understand the benefits of having a bit of wiggle room for unexpected opportunities throughout the process.
What is your role at The Firm?
We are currently selling a highway main-
Business Brokerage. I am one of the first people to speak with buyers and sellers after they have had an introductory meeting. I believe that being a great listener and having great compassion for our clients is important to the work we do every day.
tenance & guard rail installation business and I never knew how interesting this business was until I learned about it. It’s a brilliant business and how he grew his company was awesome to hear about. I love thinking about who would be potential buyers for this business and how we get people excited about a Wisconsin guard rail and maintenance company.
What can a client expect from the team at
From what you thought about this business
The Firm?
to what you know now, what have you learned along the way?
I am the Experience Manager at The Firm
What is most impressive to me about The Firm is that it is a comprehensive team atmosphere. You truly have a team of experts working for you, rather than just one person. Cortney will always support her staff and we will always support her. Our team approach is what makes us successful, it’s not something we are going to implement and work towards, it is the key to what we do.
Preparation is key, because the business-
You have learned about many businesses
es we sell are from all over the United States and Canada and are in all industries. Every day is a learning experience and I prepare constantly. This is where outstanding customer service comes in, which is what we stand for at The Firm. We love problem solving, listening to people, and really getting a true understanding of what is important to them. Listening to [clients] is what makes us successful.
in your time at The Firm. What is one business that has stayed with you?
The Firm has strong core values. What do you love most about your brand?
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The Firm has an electric company culture. What is one great memory you’d love to share?
For 25 years I’ve been a cosmetologist – simply, listening to clients has been my life. I am using that basis as the Experience Manager – to listen to The Firm’s client’s needs. It’s very interesting that I am now at The Firm. Cortney always said that I’d be perfect for this career because of my customer service skills, my love of conversation, and my compassion. She always felt that those skills would be perfect for this career and I could not be more excited.
I love the team atmosphere and collaborative work environment that make us successful. I have known Cortney Sells for years and to see what she has built and how the staff wants to help her grow the company is awesome. She is a local entrepreneur who sells businesses all over the country and I have learned from her that just because you are in Omaha doesn’t mean that your parameters are set for you. You create your own future. THE FIRM
A Publication of The Firm Business Brokerage
Executive Impact Forecast: What’s to Come written by Cortney Sells, president of The Firm Business Brokerage
T
he business-for-sale market has
been seeing record growth in 2017, and the outlook in the first quarter of 2018 is just as strong. Bob House reports that in the third quarter of 2017 there were 2,589 small business transactions, a 24 percent increase over third quarter 2017. Year-to-date transactions for 2017 reached 7,491, promising a record-breaking year. This is a continuation over a two-year trend of quarter-over-quarter market growth. The pace of transactions can be tied to the strength of the current economy and changing regulations for small businesses.
THE SHORT-TERM OUTLOOK FOR SELLING A BUSINESS IS POSITIVE AS SEEN BY THE CONTINUING YEAROVER YEAR GROWTH. THESE TRENDS SHOULD CONTINUE INTO THE FIRST QUARTER OF 2018, SO IF YOU ARE THINKING OF SELLING A BUSINESS, NOW IS THE TIME TO ACT. Business owners are also driving much of the continued growth, with notable increases in cash flow, median revenue and related multiples over the same time period. Stronger financials equal higher valuations and higher asking prices. Sellers can ask for higher prices, allowing more room for negotiation.
According to a recent report in Business
The number of small business listings on
News Daily, the purpose of the recently signed Tax Cuts and Jobs Act is to spur economic growth by adjusting tax structures for small businesses and corporations. Business entities will see positive changes in 2018, notably the drop in the corporate tax rate from 35 to 21 percent. This decrease will leave sellers with more money in their pockets after a sale, continuing to boost the economy with the prospect of further investments.
the market increased 6.7 percent year-overyear. Buyers have many options as sellers take advantage of the active market. As the population continues to age, business owners looking towards retirement have a strong motivation to sell and cash out on their hard work rather than risk an uncertain future.
Financial results are not the only improveWhether selling the assets of a company or shares of a company’s stock, the sale of a business is considered income, often classified as a “capital gain.” By law the owner pays taxes on it; however, the tax consequences and liabilities that owner will endure will depend on the type of sale which has been made with the buyer.
ments the market is seeing. The median time to sell a business went from 171 days in third quarter 2016 to 146 days in third quarter 2017, a 14.6 percent decrease. This is an all-time low, showing that buyers and sellers are quickly agreeing on a purchase price and are committed to closing the deal.
The short-term outlook for selling a business is positive as seen by the continuing yearover year growth. These trends should continue into the first quarter of 2018, so if you are thinking of selling a business, now is the time to act. THE FIRM
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