Space Coast BUSINESS - Tourism Edition

AUG 2019

ADVOCATES AND EQUALIZERS

MORGAN & MORGAN’S BREVARD TEAM FROM LEFT Edward

C. Combs Jr., Derrick Connell, Grant Gillenwater

STILL THE ONE

Tourism’s Ongoing Impact on the Space Coast

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PUBLISHER’S NOTE

Living & Working Where the World Comes To Play In addition to showcasing the growing and diverse practice of Morgan & Morgan, which is this month’s cover story, we focus on the industry the “Sunshine State” is most famous for, tourism.

Florida began attracting seasonal visitors in the late 19th century, largely facilitated

by Henry S. Flagler’s Florida East Coast Railway. By the turn of the century, thousands of tourists were coming to the state to stay in new hotels and enjoy the warm weather. As the automobile became a major means of transportation, the motel became a popular and inexpensive place to stay; in fact, these travelers were known as “tin-can tourists,” as they carried most of their food in tin cans.

After World War II, tourism became Florida’s biggest industry, a trend that continues to this day. Last year, Florida set a new

tourism record. According to Visit Florida, we welcomed 126.1 million out-of-state visitors, marking the eighth consecutive record year for the state and exceeding the previous year’s record 118.8 million visitors by 6.2%.

In air travel news, enplanements at Florida’s 18 airports set a record of 93.9 million passengers. What is great for Florida is those tourists also account for over 20% of Florida’s sales tax revenues.

So, the next time you see a license plate from Ontario or Pennsylvania, give them a wave and a smile.

Eric Wright PUBLISHER ERIC@SPACECOASTMAGAZINES.COM

THIS MONTH’S THEME: Tourism

4 FEATURE PORT CANAVERAL

18 COVER STORY MORGAN AND MORGAN

38 FEATURE

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AU GUST 2 019 : 1

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FEATURE

VOTED

“Best Cruise Port ” OUR LOCAL JUGGERNAUT: PORT CANAVERAL

Photos provided by Canaveral Port Authority

The sights of massive cruise ships carrying thousands of excited guests to enticing vacation destinations, along with the sounds of heavy machinery erecting new state-of-theart terminals, are unmistakable signs that Port Canaveral, the world’s second-busiest cruise port, is thriving today and building for tomorrow.

And cruise passengers are taking notice.

Recently, Port Canaveral was voted the world’s “Best Cruise Port” by readers of Global Traveler, a monthly magazine for business and leisure luxury travelers, and earned one of the publication’s 2019 Leisure Lifestyle Awards. The Port finished ahead of other U.S. and international ports for the honor.

“We strive to provide our cruise partners and their valued guests with the best possible cruise port experience,” Port Director and CEO Capt. John Murray said after accepting the magazine’s award in June.

More than 4.5 million passengers passed through the Port in Fiscal Year 2018, a 7.7 percent increase over 2017.

Rendering of the Carnival Mardi Gras

Rendering of Disney's new cruise terminals

FEATURE

Multiday cruise revenue jumped 7.1 percent from the previous year, accounting for more than $77 million of the Port’s record $103.7 million in revenue for FY18.

New Ships, New Terminals

Carnival Cruise Line, Disney Cruise Line, Norwegian Cruise Line and Royal Caribbean International have nine cruise ships based at the Port, which is also a popular port of call for other cruise lines. On Memorial Day, the Port hosted six cruise ships for the first of nine times in 2019 and welcomed 35,111 passengers. Only twice before – in February and March 2015 – had the 65-year-old Port handled so many cruise ships on one day.

In March, the Port broke ground for construction of a new Cruise Terminal 3 complex that will become the year-

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round home of cruise partner Carnival’s newest and most innovative cruise ship, the 180,000-ton Mardi Gras. The $163 million project – the largest in the Port’s history – will feature a two-story, 187,000-square-foot terminal facility with a futuristic design inspired by nearby Kennedy Space Center, an adjacent six-story parking garage with room for 1,800 vehicles and a new waterside berth. The complex is scheduled for completion in May 2020 and will be ready for the Mardi Gras’ arrival in October 2020.

With a maximum capacity of 6,500 passengers and about 2,000 crew members, the Mardi Gras will be the first North American-based cruise ship powered by cleaner-burning liquified natural gas (LNG). Groundbreaking occurred a few months after the Canaveral Port Authority approved a new 25-year operating agreement with Carnival, its oldest

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Disney Dream

cruise partner which currently bases three cruise ships at the Port – Carnival Breeze, Elation and Liberty - and will bring another ship, Carnival’s 4,000-passenger Radiance, in November 2020.

The Port Authority also reached a 20-year deal with Disney in May to expand operations and bring two of Disney’s three new cruise ships to the Port. Replacing a deal set to expire in 2027, the new agreement gradually increases the number of port calls from the current 150 to 180 in 2023 and up to 216 calls in 2024 through the remainder of the 20-year term.

The new agreement continues Disney’s exclusive operation from Cruise Terminal 8 and provides preferential use of the Port’s Cruise Terminal 10 for a third homeported vessel.

More than $46 million in planned waterside and landside improvements to both terminals will accommodate new

Disney ships, which are expected to be delivered in 2021, 2022 and 2023, with two of them homeporting at the Port for at least their first five years of operation. Disney currently operates its two biggest ships, the Disney Dream and Disney Fantasy, at the Port year-round.

The Long-Term Vision

In May, Royal Caribbean repositioned the 1,188-foot-long Harmony of the Seas, the world’s second-largest cruise ship, and the 1,020-foot-long Mariner of the Seas to the Port. The Harmony, the largest cruise ship ever to homeport at the Port, has room for 6,700 guests and 2,100 crew members. The Mariner can carry up to 4,000 passengers and 1,200 crew.

Royal Caribbean also brought the world’s largest cruise ship, the Symphony of the Seas, to the Port in November for its first U.S. debut.

AU GUST 2019 : 7

FEATURE

Rendering of Cruise Terminal 3

In April of this year, Norwegian Cruise Line’s 2,000 passenger Norwegian Sun returned to Port Canaveral to sail three-and four-day cruises with an overnight stop in Havana, Cuba.

The Cuba overnight visit has stopped after the new U.S. Government’s policy change. The Sun continues to sail very popular all-inclusive cruises – three, four- and five-day cruises to Key West and the Bahamas. In November this year, the 4,000 passenger Norwegian Breakaway arrives at Port Canaveral to sail seven-day alternating Eastern and Western Caribbean itineraries for the winter season.

With the Port’s 30-year vision plan in place as a guide, and more than $400 million currently in capital improvement projects that will boost the Port’s capabilities and capacity in cruise operations, Murray believes the course charted for the Port is a good one.

“We can handle the biggest cruise ships in the world. It’s exciting because there are more passengers, newer and larger ships and more tourism coming through Central Florida. It’s good for us and the surrounding community.”

- Capt. John Murray, Port Canaveral CEO Port Canaveral has come a long way since the first cruise ship sailed from the Port in 1964. Today it’s one of the world’s most dynamic and exciting ports, a spectacular gateway for cruises and a top Space Coast destination for visitors and locals alike. To learn more, go to portcanaveral.com.

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FEATURE

TANK AMERICA AN ADULT'S PLAYGROUND [ By Christian Dossett, Writer ]

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he childlike love of play is something with which many of us grown-ups lose touch. Fun can be difficult to incorporate into adult life, yet every now and then it can be cemented by breaking loose the shackles of normality and seizing moments beyond the status quo. Many local businesses recognize this case and spend their lives shouting at you to let loose.

Nothing says play like driving a tank. At a veteran-owned business tucked away in Melbourne, FL, business partners John Kinney and Troy Lotane have created the infrastructure to provide this once in a lifetime opportunity to excited guests. At Tank America, customers are given the chance to be at the helm of tanks ecclesiastically named FV433 Abbots. The three menacing Abbots were the property of the British Army until acquired by the United Nations and later purchased by the intrepid business partners.

John Kinney recalls a day roughly a half-decade ago when he received a call in which Lotane asked him if he knew that they could purchase tanks, “Well no, Troy. I didn’t know that.

But I’m interested!” An hour outside of the largest tourist destination in the country, Kinney remembers thinking, “I’d like to drive a tank, I think other people would also like to drive a tank…so I think we can set something up.” Viewed by most as an eccentric business idea, the development of Tank America was met with relentless execution. The dream of this business was never discounted With Lotane’s background in the Army and the Marines, coupled with Kinney’s experience in the weapons industry fleshing out contracts with the military and police department, the dream of running such a unique business has now been actualized as if it were imminent. Both men were born and

Photos provided by Tank America

FEATURE raised in Brevard County, which posed no other question to their business location. Kinney says that Lotane was teased while in the Military that his operational and mechanical knowledge of tanks would never translate to civilian life; he showed them!

A day at Tank America will begin in the army-outfitted briefing room with a forty-five-minute instruction on how to be a proficient tank crew. Once the briefing is through, you’ll head to the hangar where you and your outfit will climb into your armored personnel vehicles for the most anxiously anticipated taxi of your life, to the 16.56-ton crawling behemoth you’ll soon station. In the belly of the beast, the crew becomes fully immersed in the mechanical organs which only very few of all mankind has had the occasion to bear.

These tanks are nothing short of powerful. Woodland, mud pits and other obstacles are all conquerable by the two-ton

Photography by Jason Hook

diesel guzzling Rolls Royce Engines powering each Abbot.

Tank America even struck a deal with a local junkyard that made possible their “Car Crush Package.” With a few passes over The Joneses’ old Buick, the envy of yesteryear will take the form of a pancake. The car can then be completely torn apart with a finishing move dubbed “The Can-Opener,” spewing the remains of what was a car into every direction outward from your helm. For the duration of your operation post, the centrism of all the power in your world is at your fingertips.

Once crews have tasted enough power for a lifetime, they can unwind in the mess hall to some local barbeque and watch live footage of other combatant guests duking out shots in the laser tag arena. The Tank America building has been outfitted by an interior design group into a Middle Eastern battlefront, hosting 90-minute Tactile Laser Tag battles.

Tank America asked the designers during the inception to help them create “Disney World, meets warzone,” with the response of, “Disney doesn’t normally do warzones...but we can make you what you need.”

Tactile Laser Tag provides real-weight guns with authentic recoil and noise comparable to a paintball gun. Online profiles log all of your stats like a real-life video game, tracking personal progress and that of friends’ too. Teams are split evenly into groups with up to ten players, with beginners starting at an average score of 10 and developing upon experience in the arena. A hospital and an auto garage serve as bases on the opposite ends of the facility, with on the spot button-pressing revival stations. A prison, an alley, a coffee house and more exist as battlegrounds between bases for the bulk of combat. Creative games like “capture the sandbag” and the Hollywood set realism exist to elevate Tank America’s Tactical Laser Tag experience to a level above the rest!

Tank America is a company that everyone wishes they started, and nobody would refuse a ticket to. John Kinney remembers his first tank driving experience as, “Exhilarating!

I haven’t seen anyone get out of a tank without grinning from ear to ear!” It’s an unbelievable experience addable to your resume of play and will surely serve as bragging rights for the rest of your life.

Starting rates for Tactical Laser Tag and the Tank America experience begin at $20 and $349. Tend to that suppressed inner child of yours and their sense of play.

Contact Tank America at (321) 241-1122 or visit their website at tankamerica.com for more information.

AU GUST 2019 : 15

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COVER STORY

ADVOCATES AND EQUALIZERS

DERRICK CONNELL AND THE MORGAN & MORGAN TEAM [ By Eric Wright, Publisher ]

From L to R: Robert Hoag, Mark Hill, Derrick Connell, Edward C. Combs Jr., Ryan McCarville, Grant Gillenwater Photography by Jason Hook

"T

he Equalizer” is a fictional character of television and film, who uses his unique and remarkable skills to tip the scale in favor of vulnerable people who are confronted by those with power, influence and wellhoned experience. The lawyers at Morgan & Morgan see their role in much the same light, though in very real-world sense. Their clients, whether seeking resolution on a personal injury claim or one to cover the hurricane damage on their home, often find themselves facing off against insurance carriers with highly skilled attorneys, who clearly have the advantage in experience and the crucial factor of time.

“When I first met with John Morgan to discuss opening the Melbourne office, he asked me what I wanted to do in life,” Derrick Connell, the partner who oversees the offices in Brevard recalled. “I told him I wanted to help people. He really hooked me when he said, ‘Look how many folks you can help with our platform. You will be able to represent more

people and change more lives than you ever have before.’”

For Connell and the five other lawyers and 30 support personnel that make up their Melbourne office, that has been the case.

“Since opening in 2015, I have represented thousands of clients and had countless life changing verdicts and settlements.

I love knowing that every single day I have the opportunity to help people climb out of terrible situations, overcome great tragedy and put their lives back together.” -Derrick Connell

Morgan and Morgan building in Melbourne, FL

He then went on to explain that in most cases, they are more than just their client’s lawyer – they are friends, they are a shoulder to cry on and are practically therapists. “We assist people to recover from some of the worst times of their lives,” he said.

It is a deep connection that Connell shares because of his personal experience. He suffered an automobile crash in 2012 which left him with injuries that required surgery and still cause him significant issues today. “I know what it is like to undergo treatment and surgeries due to someone else’s negligence. I know what it is like to personally deal with insurance companies and others that don’t understand or believe in the scope of your injuries. I also know how injuries can affect your family and interactions with them. I have lived it. And each day I try to alleviate this burden the best I can from my client’s lives.”

resource’s iceberg. The practice is part of, what is now, the largest plaintiff law firm in the country, with over 500 attorneys nationwide.

“Working at Morgan and Morgan is like having a law library made up of the cumulative experience of 500 attorneys.” -Edward C. Combs Jr. “These are legal professionals who have knowledge and experience in nearly every facet of the law and every kind of case I might be representing. Regardless of the type of case I am involved in, I can personally consult seasoned attorneys who understand the arena and have been there before.”

To accommodate their growth in Brevard, later this year, Morgan & Morgan will open a new office in Titusville. With this expansion, the firm will also be adding additional attorneys to serve the fast-growing north Brevard region.

Many of Morgan & Morgan’s attorneys in Brevard worked for the insurance industry before moving to represent claimants.

Like Robert Hoag, a Brevard native who graduated from Cocoa High School and shamelessly admits, “I couldn’t live anywhere else. When I was in law school in Ft. Lauderdale, I was counting the days until I could get back to this area.”

For Edward C. Combs Jr., whose practice focuses on premises liability, the local office is just the tip of the legal

His experience representing the insurance industry created a crisis of conscious for him, which led him to shift his

Expanding in Multiple Ways

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focus towards representing people. “I didn’t get any satisfaction defending insurance companies, compared to representing homeowners, especially after hurricanes,” Hoag explained. “It is so tangible, when it is someone’s home, their whole life is disrupted.” Hoag went on to share how many times he had heard statements like: “I’ve lived in my home for 40 years and I’ve never filed a claim. Now that I need help, I can’t get it.” He summed it up saying, “Fundamentally, it is just a matter of getting the insurance companies to do the right thing.”

and was part of the Nation’s Top Trial Team. That experience he immediately utilized representing clients who were going up against corporate monoliths.

Making it a Mission

“Initially, I wanted to be a high school history teacher,” Gillenwater said. “But I took a law class in the second semester of my freshman year and that was it, I knew being a lawyer was all I wanted to do.” What he later realized was as a trial lawyer, he was still in front of a group of people educating and persuading them on behalf of a client and on behalf of the truth. It was the perfect combination of what he loved to do and what he felt compelled to do.

Passion and empathy seem to be part of Morgan & Morgan’s culture. This is clearly expressed in the comments made from people the firm has represented.

It was Gillenwater who used the phase, “Equalizer”, when describing the role their firm plays on behalf of their clients.

“When people are injured, they are not only in physical and financial distress,

they suddenly find themselves in totally unfamiliar waters, getting advice from sources that may not have their best interests at heart,” he said. Gillenwater’s effectiveness was recently highlighted when he and Connell obtained a top 100 verdict for all of Florida.

All the attorneys Connell has recruited form a team of specialists in areas where people feel vulnerable and often overwhelmed. The legal profession has long been symbolized by Themis, the female image of Justice, blind folded and holding a pair of scales. The lawyers at Morgan & Morgan, led in this market by Connell, Gillenwater and Combs, have learned from experience that without skilled and dedicated representation, those scales usually tip in the favor of the insurance companies.

“I was on vacation in Florida for my birthday when I was hit by an uninsured drunk-driver. My injuries were extensive and so were the medical bills. I thought I was going to have to pay it all out of pocket, but Derrick found me coverage and took care of everything,” a client named Kevin said. Adding, “He did a great job not only handling the insurance companies, but also managing the health care providers. He helped make the best out of a pretty disastrous situation.”

A woman, who wished to remain anonymous said, “Mr. Connell and his staff settled my car accident case in a timely manner, that made healing comfortable and worry-free. They contacted me through email and phone calls to eliminate unnecessary travel.

My settlement covered all expenses, with some left over for future care if necessary.”

Another central member of the team, Grant Gillenwater, focuses his practice on representing clients who have been seriously injured as a result of the negligence of a property owner. He embodies that sense of passion and mission that permeates the practice.

He is a graduate of Stetson Law, which he attended because U.S. News and World Report rated it the top law school in the nation for advocacy. During his time there he competed, as did Connell,

Derrick Connell

AU GUST 2 019: 21

COCOA BEACH

THE HILTON COCOA BEACH OCEANFRONT A LOCAL STOP FOR COMMUNITY MEMBERS AND VISITORS ALIKE { By Christian Dossett, Writer }

The Hilton Cocoa Beach Oceanfront lobby

T

he Hilton Cocoa Beach Oceanfront has become synonymous with a high-quality assured hotel visit.

Reflecting the beautiful Brevard skies are the glassy exterior and the signature red “H” which are impossible to miss while driving along North Atlantic Avenue.

This location has provided a stress-free getaway since its opening in 1986. The most fascinating mark of this hotel’s history is the plethora of amazing guests the hotel has hosted over the last thirty years.

John Read, director of sales at Hilton Cocoa Beach Oceanfront, is no stranger to the area and the visitors it attracts. Brevard and hospitality course like oxygen through Read’s veins. The Director of Sales grew up across the avenue from the hotel, surfing Lori Wilson as his home break. Local events such as the 34th annual National Kidney Foundation Pro/Am Surf Contest (this August 30th to September 2nd) drive business to the hotel and Cocoa Beach community. On weekdays, Hilton Cocoa Beach Oceanfront is a very popular stay for aerospace industry travelers, and it has naturally become a staple with leisure vacationers longing for our beaches all year long. Loyalty to the brand shows, with approximately 65% of guests belonging to the Hilton Honors club.

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The cruise-going population of Port Canaveral is a tremendous source of guests for the hotel. Read is already acquainted with these visitors, as he began his professional career with The Big Red Boat, which was the first cruise line to set sail out of Port Canaveral in 1985. Cruise goers often stay at the front and tail end of their trips, making sure that Cocoa Beach leaves a stamp on their lifelong memories.

Read reflects upon the last Space Shuttle mission with nostalgia and anticipates the return of manned space flight to the community within the next couple of years. Read has been with the Hilton Cocoa Beach Oceanfront since 2002, witnessing the tail-end of the epic shuttle-era. Nearly a decade ago, the last manned mission to space took place right within sight from the hotel. Read recalls, “The number of people that came into our community to see that last space shuttle launch was unbelievable! I remember hearing from a lot of people that the drive back to Orlando took several hours due to the millions of tourists!” The gravitational effect of manned-space flight to the Cocoa Beach area is sure to make the Hilton a main-stay for awe-filled eyes from all across the world. Read predicts that “when manned launches start again, it’s going to be huge for the community.”

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Photos provided by the Hilton Cocoa Beach Oceanfront

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Partnership of more than 1,500 local businesses Online reviews across the board rave about the fantastic staff anyone would find at the Hilton Cocoa Beach Oceanfront.

Read accredits their exceptionality to glowing topdown leadership and a prerequisite orientation wherein new staff-members participate in a full eight-hour day worth of education on what it truly means to be hospitable.

Read describes the training as “a course in empathetic understanding of the customers and how to ultimately make things right for them.”

You can also catch non-guests and happy locals enjoying hotel dining. Inside the Hilton is a fantastic upscale restaurant that serves fresh seafood and sizzling steaks. By the pool is Longboard’s Tiki Beach Grill. Venture a little closer to the beach along the boardwalk and you’ll find the recently opened Castaway Beach Bar, which is code for a little 600 squarefoot breeze-filled and view-heavy outpost for a good time.

The Hilton is run by people like Read who care an awful lot about making your stay as heavenly as possible. With 295 guest rooms, 10,000 square feet of meeting space and countless amenities under the sun, the Hilton Cocoa Beach Oceanfront is ready for you. Call (321) 799-0344 or visit their website to learn more or make a reservation for your next getaway today!

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CocoaBeachChamber.com AU GUST 2019: 2 3

EDC

“A POWERFUL FIT” BANK OF AMERICA & MERRILL LYNCH

[ By Eric Wright, Publisher ]

Peter Mannino and Jason Miller

T

he acquisition took place after one of the worst weekends in Wall Street history. While the economic world was grasping for the ropes, after taking the sucker punch of the largest financial crises in several generations, Bank of America bought Merrill Lynch in an all-stock deal worth $50 billion.

Those who watch the stock market furiously debated the impact the banking giant would have when acquiring one of the oldest and largest investment firms in the world. Rick Meckler, who at the time was the chief investment officer at the firm of LibertyView Capital commented,

"It could be a powerful fit."

Over ten years later, as the economy has marched back, his words seem prophetic. Across the nation and here on the Space Coast, the experience and assets of the country’s second largest bank, coupled with the financial management services of the firm, whose iconic Bull logo is synonymous with Wall Street, has confirmed what Meckler predicted.

Global Reach, Local Focus

Peter Mannino, vice president and resident director of Merrill Lynch Wealth Management, talked about the alliance.

“The combination of Bank of America and Merrill Lynch has proven to offer our clients more solutions for their financial needs, no matter how simple or complex they happen to be. The scale that we offer is industry leading and we’re proud of the internal partnerships we have in order to offer our clients a unified approach to helping them achieve their goals,” -Peter Mannino Before moving over to financial services, Mannino’s worked in the hospitality industry. It was an experience that helped shape his ability to connect with clients and sharpened his management acumen. His colleague on the Bank of America Merrill Lynch side, Jason Miller, vice president and senior relationship manager, was influenced in a different way. He grew up in a family where his father was a small business owner.

MAKING A DIFFERENCE F O R B R E VA R D.

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“My Dad had a small logging company in Virginia” Miller recalled. “He worked really hard. He used to tell me, ‘I’m working this job, so you don’t have to.’ I often reflect on his struggles when working with my clients and wonder how different my Dad’s experience could have been if he had a true banking partner who was really involved. I carry that with me into every meeting I have with my clients, even though they may be multi-million-dollar companies involved in the aerospace industry.”

The Ability to Make a Difference

Both Miller and Mannino feel their respective professions found them. Miller was planning to be a business analyst, but he found he could bring that same strategic analysis to the middle market businesses he now serves. Both also share a deep affinity for the Space Coast and what the future here holds.

Miller went through LEAD Brevard in 2018 and Mannino is a 2019 alumni. “Brevard is a special place and I hope it is the last place I will ever move to,” Mannino said. “Viewing our community through the lens of the last decade and the economic resiliency we’ve shown, it’s nothing short of amazing.”

They also share an obvious pride in the values, the mission and the contribution their company makes to ensure the community they work in is all it can be. Miller serves on the Board of the EDC and Mannino on the board of numerous charitable organizations.

Miller explained that at the core of Bank of America’s mission is a commitment to “Responsible Growth.” The two words say a lot about the legacy of two of the most recognizable businesses in America and about the impact they want to have here on the Space Coast.

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T H E E D C O F F LO R I D A’ S S PA C E C O A S T A N D I T S 1 6 2 CO R P O R AT E I N V E S TO R S

enhance the quality of life in Brevard County, securing economic prosperity for today, and for future generations.

SpaceCoastEDC.org • 321. 638. 2000 6525 3rd Street, Suite 304, Rockledge, FL * Since 2010. Projections reported by company over three-year timeframe from commencement of operations.

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YOUNG PROFESSIONALS

DEREK CHENET COMPANY NAME: Dental Excellence Melbourne

Cedric C Chenet, DDS, PA TITLE: Doctor of Dental Surgery, Master of Arts in Science and Education LOCATION: Melbourne, FL EDUCATION: B.S. in Chemistry, Duke University, Doctor of Dental Surgery, Columbia University College of Dental Medicine, M.A. From Teachers College at Columbia University YEARS IN AREA: 1 YEARS IN INDUSTRY: 6

D

r. Derek Chenet was born at the Misawa Air Base in Japan while his father, Dr. Cedric Chenet, served overseas as a dentist in the United States Air Force.

He achieved his bachelor’s degree in chemistry from Duke University before pursuing his Doctor of Dental Surgery at the Columbia University College of Dental Medicine.

While at school, he was selected as one of six students to take part in the Comprehensive Implantology Continuum, where he received extensive training in implant treatment planning, surgery and restoration. He also earned the Henry Chang Jr. Memorial Scholarship and the Academy Osseointegration Outstanding Dental Student in Implant Dentistry Award. Additionally, he completed two years of post-graduate training in a general practice residency at the James J. Peters Veterans Affairs Medical Center in association with Mount Sinai Hospital, where he trained in the management of complex cases, fixed and removable prosthodontics, restorative dentistry and implant placement and restoration. In 2015, he became a Certified Invisalign Provider. Today, Chenet works alongside his dad and fiancée, Dr. Veronica Yu, at Dental Excellence Melbourne.

“The best part of my job is working with my hands and using new technologies every day,” said Chenet. “The Space Coast region is one of the fastest growing areas in the country. With the increased importance being placed on engineering and computer science jobs, I am hoping for an injection of youth that will bring more diversity and excitement to the area.” ◆

DENTAL EXCELLENCE MELBOURNE 336 North Babcock St., Suite 102 Melbourne, FL 32940 (321) 255-0199 www.dentalexcellencemelbourne.com

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SPECIAL ADVERTISING SECTION

E

Throughout his career, Parent has been inspired by leadership, particularly his mother’s. He considers her to be an incredible business woman who commands the respect of everyone with whom she speaks. Throughout her career, she has always known when to delegate and when to lead from the front, and Parent has learned to value that quality in leadership.

Eric Parent President

321.252.9734

eric@nxtlm.com

nxtlm.com 255 East Drive, STE L Melbourne, FL 32904

Early on, Parent was opposed to call-to-action focused advertising. He used phrases like “content is king” and “the best story always wins.” However, after digging into the data, Parent realized the internet is more nuanced than any platform-specific strategies. His thinking evolved to include phrases like “data is king” and “strategy is king.”

The most rewarding part of working in digital marketing is turning businesses around. One of Parent’s favorite stories is of a roofer who wanted to invest in marketing and lead generation. The Next Level team created a successful campaign, which generated more sales than the client could fulfill. This forced the client to leave sales on the table because customers could not receive their roof in a timely manner. This campaign illustrated that advertising is more than generating leads; marketing professionals must understand the nuances of each industry to be as effective as possible for each client.

Work with Eric and the Next Level team, schedule a free company deep-dive today!

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EXECUTIVE HIGHLIGHT

ric Parent was drawn to advertising after growing his own, personal brand as a musician; he realized he could help others do the same. Bars and restaurants began to hire him for social media consulting, which he enjoyed because he could use creativity to help businesses grow. After working as a digital marketing consultant for ten years, he met his business partner and co-founded Next Level Digital Media, a creative marketing and advertising agency that uses data and analytics to grow and scale businesses.

Cyndi & Chuck Smith

SPECIAL ADVERTISING SECTION

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EXECUTIVE HIGHLIGHT

s a child, Tony Landry shared the same dream as many children: to become a professional athlete or highpowered attorney. His father worked in marine construction, and though Landry had no immediate plans of pursuing that profession, his passion for marine construction developed as he visited his father at work. Once he graduated high school, he knew he wanted to follow in his father’s footsteps. Today, he is President of RUSH Marine, LLC, a marine construction company with a diving division, specializing in serving the needs of a diverse client base including NASA, USACE, Canaveral Port Authority, Jacksonville Port Authority, FDOT, Indian River County, Brevard County, City of Cocoa, and St. Johns County.

Prior to launching RUSH Marine, he was working for another marine construction company. During that time, he teamed with RUSH Construction, Inc. on several projects, and was impressed by their professionalism and teamwork. When William Chivers – RUSH’s CEO and president – called in 2017 to work on another project together, Landry’s instinct was to accept; however, his employer decided to pass. Tony knew what opportunities were ahead for marine construction in Brevard and this ultimately led him to join and develop this specialized firm within the RUSH family of companies.

Landry has been involved with various marine projects throughout the years, from the Gulf Coast to Louisiana, Eastern Seaboard and throughout the Caribbean.

While he appreciates all aspects of marine construction, he finds the most joy in being engaged with the project teams, clients, and engineers to create successful projects.

Today, he is most notably working on the Cruise Terminal #3 Berth in Port Canaveral, which will be home to the largest Carnival ship in the fleet.

Tony Landry President

321.267.8100 tlandry@rushinc.com rushinc.com 6285 Riverfront Center Blvd.

Titusville, FL 32780

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EXALTING FREEDOM

THROUGH ETHICAL CAPITALISM

TOURISM

By Eric Wright & Jeff Piersall

Why I Like Living in a Tourist Mecca

Eric Wright

Jeff Piersall

Having lived my whole life in Central Florida, I have always heard people bemoan the waves of tourists that descend on our communities for spring break, summer vacations, athletic competitions or during missile launches. However, when Clark Griswold and the like come to our communities, rather than bringing calamity, they usually bring and leave significant amounts of cash.

Not only is this an incredible infusion for the local economy, but it also stimulates a kind of creative energy and investment that makes the entire area as desirable for residents as it does visitors. Whether you enjoy walking the beaches, surfing, sunbathing or just dinner and drinks on the deck of a beachfront restaurant, the beach refurbishment that maintains our seemingly endless miles of oceanfront are funded locally by tourism revenues.

Infrastructure is to a region what the circulatory system is to our body. If it is inadequate or becomes clogged, you will have an economic stroke. Across Central Florida, our infrastructure is working to keep pace with our population growth. To

some degree, that is happening because our out-of-town visitors help foot the bill. SR 528 was renamed the “Beachline” to remind the 75 million visitors to Orlando each year that the Space Coast is the closest and most convenient beach. It also connects Brevard residents with all the options living so close to metro Orlando affords.

What I really like though, is that I don’t have to spend a day driving to get to a place that is both fun and beautiful. Whether it is dinner in Downtown Melbourne or Cocoa Village, an evening at the Port watching cruise ships embark, or a day at the beach or on the water, we can spend time after work or on the weekends enjoying what people elsewhere save all year to experience.

Entrepreneurial Opportunity Though we tend to celebrate tech entrepreneurs, Central Florida’s two homegrown billionaires came from the tourism and hospitality industry. Harris Rosen bought an ailing Quality Inn on International Drive in Orlando, with an investment of $20,000, after being let go from Disney back in the ’70s. Today, Rosen

owns a portfolio of hotels including the Rosen Shingle Creek, the Rosen Center and the Rosen Plaza.

However, what he is more famous for is how he cares for his employees through his own medical clinic, along with educational scholarships for staff and their children. In the economically depressed community of Tangelo Park, he provides early education, through college scholarships. We should also mention he is the benefactor behind the Rosen School of Hospitality at UCF. The other hospitality tycoon, and Rosen’s personality polar opposite, is David Seigel. He recently made a beachhead in Brevard County with the acquisition of the Cocoa Beach Pier and the Westgate Resort.

These two individuals are the tip of an entrepreneurial iceberg.

We could talk about restaurateurs, hoteliers, chefs, individuals who have started transportation companies ‌ the list goes on.

and famous. But eventually, like the price of cell phones or computers, soon it will be within the reach of everyone who has dreamed of looking down on earth from space.

I know it is on my bucket list!

Trep Talk is the educational platform of Eric Wright & Jeff Piersall; for more information visit www.linkedin.com/company/trep-talks-ec

Who knows, perhaps the next major tourism thrust in the area will be space tourism? It will probably begin with the rich

Cocoa Beach Pier

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BEST PRACTICE

BANKING

Lory MILTON

VP/Commercial Loan Officer A longtime area resident, Lory has almost two decades of local lending experience. She received her bachelor’s degree from the University of Central Florida and her registered paraplanner certificate from the College of Financial Planning.

NINE THINGS TO CONSIDER WHEN CHOOSING A BANK FOR YOUR BUSINESS

Jael ALDUNATE Commercial Lender

With more than 20 years of banking experience, Jael is a knowledgeable commercial lender with a passion for exceptional service. She received her bachelor’s degree from the University of Florida.

Although every business has different needs, most share common goals and concerns: growing the business, managing cash flow, reducing time spent on administrative tasks and optimizing time spent developing business.

By finding the right bank, you can grow your business with a commercial loan, manage your cash flow with treasury management services and reduce administrative time through high tech online and mobile banking options.

With so many banks to choose from, how can you determine which is the best choice for your business?

Does the bank understand your business?

If you’re a small business owner, you might find a locally based and locally managed bank understands your needs and challenges better than a national or regional bank. Many community banks take an active role in their local chambers and business associations with a genuine interest in helping other local businesses succeed.

Is the bank looking to build a relationship?

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questions about your company? What are your goals? How did you get where you are? What keeps you up at night and what excites you? If a bank is interested in a relationship, they will want to know your plan and vision in order to guide you in the right direction and not simply finance a loan or open an account.

Is the bank flexible?

No matter the size, your bank account or loan is a big deal to you. Is the banking representative treating it like a big deal, too? Are they willing to customize the loan to meet your specific needs?

Is the bank responsive?

When a business opportunity presents itself, you have to be able to secure funds and act quickly.

Community banks typically make their decisions locally as opposed to larger banks which make their decisions hundreds of miles away from the customer.

Does the bank make informed decisions based on the local market?

According to a Harvard Kennedy School study, community banks provide more than 50% of small business loans. A bank’s knowledge of the

community enables it to base decisions on information beyond your company’s financial records.

Are you on course with your financial goals?

Is the bank willing to grow with you?

Your banking needs may be basic now, but hopefully that’s temporary. Has the banking representative shown an interest in playing a role in your ongoing success by mentioning accounts and services that might better serve your business as it grows?

Does the bank offer everything you need for all your banking needs?

Does the bank offer treasury management services to optimize your cash flow? Do they offer convenient online and mobile banking including mobile check deposit? Do they offer a checking account that’s loaded with features rather than fees? Do they offer a competitive money market that can put your money to work earning interest while keeping it accessible?

Does the bank have a personal touch?

Does the bank team know you by name and greet you like family when you enter the banking center? Do they ask about your business? Do they share any helpful insights? Do you have access to decision makers and senior officers?

Do they offer the type of commercial loan that is best for you?

• Commercial Lines of Credit: A line of credit is an excellent financial tool for managing your working capital, quickly responding to changes and taking advantage of new opportunities.

The Connors Wealth Experience Navigating the investment process doesn’t have to be complicated. At Connors Wealth Management, we believe an educated client is an empowered client.

Our goal is your financial well-being.

Connors Wealth Management’s reputation for customized client service, integrity, and longterm relationships with our clients makes us an easy choice for local families.

Our team want you to know us as well as we get to know you! At an in-person meeting, we will design and present a custom portfolio plan for you to pursue your sustainable cash flow and long-term retirement goals.

Come Have a Conversation With Our Experienced Team

• Commercial Real Estate Loans: Purchase or refinance your own owner-occupied facility or invest in a commercial property with a customized, commercial real estate loan.

• Constructions Loans: Build a new facility for your business or construct an investment property with a customized construction loan.

• SBA Loans: Ideal for many small businesses, government-backed SBA loans usually require lower down payments and offer more flexible terms and conditions than conventional loans.

• USDA Loans: The U.S. Department of Agriculture offers loans with more flexible terms than conventional loans to businesses funding projects that create or preserve quality jobs and/or promote a clean rural environment, often in under-served areas.

Still have questions?

Feel free to contact Marine Bank & Trust at (321) 775-1880 or marinebank.bank. We welcome the opportunity to meet with you, learn about your business, evaluate your needs and help you select the best financing options and accounts for your business.

The Connors Wealth Management Team Justin Connors, MBA (Center) CEO, Senior Wealth Advisor

Financial Planning | Asset Management Life & Long Term Care Insurance

www.CONNORSWEALTH.com 321-868-0732 Offices: Cocoa Beach | Suntree | Vero Beach Securities offered through IFP Securities, LLC, dba Independent Financial Partners (IFP), member FINRA/SIPC. Investment advice offered through IFP Advisors, LLC, dba Independent Financial Partners (IFP), a Registered Investment Adviser.

IFP and Connors Wealth Management are separate entities.

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BEST PRACTICE

MOTIVATION

Chris SARACENO Chris Saraceno is Vice President and partner of The Kelly Automotive Group, which has six dealerships in Pennsylvania and Florida.

In addition he is a business advisor, real estate investor, speaker, author and nationally recognized sales trainer.

THE THEORY OF 5 DISCOVERING THE SECRETS OF THE HAPPIEST, MOST PROSPEROUS PEOPLE Picture the life you know you are capable of living. Imagine having the knowledge, skills and attitudes, along with the right connections, the right opportunities….

the five people with whom we spend the most time — our spouses, co-workers, family and friends. Our income, happiness, health and more are directly molded by these relationships.

Living those dreams is closer than you think.

The first step of living a Theory of 5 life is making the decision to build a positive circle around us.

This circle is made up of mentors, role models and friends in the five areas of our life that will have the most impact on who we are and who we will become. These people will guide, coach and challenge us in ways that build the skills, habits, actions, attitudes and behaviors we need to reach our full potential.

Many years ago, I had a notion about the world and how it worked. This idea evolved into what I’ve called The Theory of 5, and it’s enhanced my life and the lives of many others in ways I couldn’t have imagined when this philosophy first formed. It is built on one simple idea: in this world, we are never alone. We are shaped by the people around us, just as we influence them.

Our Circles Most parents have focused on the influence of their children’s friends, and that’s because they clearly understood that our children are either positively or negatively influenced by those with whom they surround themselves. We want them to spend time with positive people, versus children who are negative, angry and in constant trouble.

The fact is that the same holds true for us as adults.

Studies show that we tend to be the average of 34 : SPAC E C OAST B U SI N E S S

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I’ve also learned that those who have achieved success and have years of experience and wisdom are often more than happy to guide someone who comes to them with an open attitude and a willing heart, ready to put in the effort. Many times, all we have to do is ask.

But what if we can’t find someone we’d like to emulate in some facet of our life? There’s never been a better time to find helpful guides. Through online courses, videos, blogs, podcasts, social media, books and other methods, we can find

the right mentors and role models. We may never meet them, and they may never know what they provided for us; our lives, however, will be richer because of them.

Areas for Growth As we developed this idea, my mentors and I have discovered five key areas critical to our personal growth, business success and life goals. Our Theory of 5 research has found the happiest, most prosperous people focus on excelling in the areas of: • Spirituality and Religion — Whatever our religious or spiritual convictions, it’s important to have a framework to deal with life’s inevitable ups and downs.

• Marriage/Relationship — Our life partner can be our greatest asset or our worst nightmare.

• Parenting — Our children — along with our nieces, nephews and others who will learn from us — are our legacy. Helping them grow and prosper makes us better adults.

• Business and Finance — A rewarding career and freedom from money woes enriches all areas of our lives.

These are in no particular order, and our priorities will change during our life, based on the challenges we are facing at any given moment. Learning to excel in all these areas, though, is essential in reaching our full potential.

As we grow in our capabilities, it will be time to mentor someone coming up behind us. We’ll learn from this part of the journey, as well; guiding someone else motivates us to “walk the talk” and stay true to the lessons we’ve learned.

The Time is Now Our dreams can become our reality, but only if we take the action necessary to bring them to life. There are unlimited opportunities out there waiting for us — we just have to surround ourselves with the right people to walk with us along the way.

The Theory of 5 and The Theory of 5 Workbook are available at theoryof5.com, as well as Amazon and many other online stores.

• Health and Fitness — Success in other areas can be worthless if we don’t have and maintain our health.

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BEST PRACTICE

LEGAL

Aaron THALWITZER Aaron Thalwitzer, Esq., of Gordon & Thalwitzer, Attorneys at Law, Cocoa Beach, FL, practices business, litigation, real estate, employment, construction, insurance and contract law.

NON-COMPETES: AN OUNCE OF PREVENTION Recently, a long-time client – a successful, mediumsized contractor – called looking for a solution.

The Basics: Are they even enforceable?

“Can I stop my salesperson from stealing my customers?”

Yes. Florida law is clear that these types of contracts are enforceable, though there are limits. Two years is generally the longest time frame. You can’t usually stop an employee from competing in geographic areas where you don’t have a presence. And you can’t stop an employee from doing things you don’t do. This makes sense, because an employer doesn’t have much interest stopping an employee from working in another place or a different industry. And stopping them from working forever just isn’t fair.

“Did they sign a contract?”

“Uh…” “Any kind of employee handbook?”

“Well…”

“Did they sign a severance agreement” “Severance? Why would I give that jerk more money?

Besides, this is wrong. How can they steal everything I’ve built after the opportunities I’ve given them?

Every day, employees decide they can make more if they take some customers and leave. While there are other possibilities, a business’ chances of stopping that employee from poaching customers are much higher with a solid contract that restricts them from poaching (i.e., “soliciting”), talking trash (i.e. “disparaging”) or competing (i.e., “competing”).

Lawyers call these “restrictive covenants,” but they’re nothing more than an agreement that an employee won’t do certain things after they leave their job.

For convenience, I’ll call them all “non-competes.”

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Won’t the employees hate it?

In my experience, most employees sign noncompetes without too much fuss, and the ones who won’t may be signaling that they aren’t loyal.

Nowadays, most employees expect it. Another option is to pay each employee a small, but reasonable signing bonus. This will make the medicine go down easier and help enforce it later on.

Aren’t they expensive to enforce?

Sometimes. But non-competes serve two purposes.

First, if an ex-employee with a non-compete tries to poach a customer, you can sue and get a judge

order them to stop. This approach can take time and money. The second purpose is passive. The threat of a noncompete will prevent a portion of would-be trouble-makers from taking the chance.

If a lawsuit is necessary, any decent non-compete will allow the employer to get their legal expenses back, as well as a judgment for lost profits. That said, employers shouldn’t count on these lawsuits paying off. Most ex-employees aren’t flush with cash, so I advise conserving resources and filing suit only when the ex-employee is doing enough damage to make the legal expense and hassle worthwhile. It is also common for ex-employees to offer significant sums to buy out their non-competes. I’ve found this especially common in the health care field.

All my employees already sign non-competes, leave me alone.

That’s a great first step, but judges won’t always take a legal document at face value. Usually, they want to see why it’s so important for you to stop these ex-employees from competing (which, after all, is anti-capitalistic) and serving long-time customers (who must like the ex-employee, or what’s the point?).

What else can I do?

1.

styles CHANGE QUALITY DOESN’T

Embrace severance payments. Swallow your pride and make it standard practice to pay severance to departing employees.

The options are limitless. Whatever severance you pay is likely money you won’t have to pay your lawyer, either because you won’t need to call or because it’ll be cheaper to enforce your non-compete if you do.

2. Have an employee handbook. Despite what you’ve heard, employee handbooks are, if well-written, totally enforceable.

You can even include a non-compete, among lots of other valuable things. Just make sure everyone signs.

3. Keep your secrets secret. This helps even if you don’t have a non-compete. Often, businesses want to stop ex-employees from using or spreading proprietary information (e.g. customer list, software settings and techniques), but don’t have any written contract. The law gives businesses a tool for this situation, but before a judge will order an ex-employee to stop using your information, you must show that you’ve kept it secret. In practice, this can mean confidentiality agreements, password-protecting databases and limiting access to those with a need to know.

These practices will prevent problems before they start, reducing the frequency and length of phone calls to your lawyer, and your chances of success if you must to go court. But the real point is to make sure that your hard work and investment don’t walk out with the next rogue employee. Like them or not, non-competes aren’t going away, and in today’s transient workplace, they’re must-haves for nearly every business, new, old, large, and small.

CONSTRUCTION Building success for today

and tomorrow.

321-632-7660 | wjconstruction.com

1038 Harvin Way, Suite 120 Rockledge, FL 32955 Erik@wjconstruction.com License# CGC34068 AU GUST 2019 : 37

LAURA CHIESMAN, CFP®, CDFA® President & WealthCoach™ TOM KIRK, CPA-PFS Chairman of Board of Directors Founder & WealthCoach™

Founders Forum Profile

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Tom Kirk

FIRST WAVE FINANCIAL { By Eric Wright, Publisher }

Like many entrepreneurs, Tom Kirk founded First Wave Financial because he wanted to address a need, and in his case, it was right in his family.

When is father, a local physician, passed away, Kirk was trying to help his mother deal with her wealth management issues. “I wasn’t able to find the kind of financial services and advocacy I was looking for to assist my mother and other clients,” Kirk said.

With a background as a CPA, in the 1980’s he was one of the first in the country to be certified as a Personal Financial Specialists, a designation reserved for accountants. Then he became a Registered Investment Advisor and in 1995 opened First Wave Financial. The startup experience he had with the CPA firm he launched with Chas Hoyman and Barbara Oswalt, along with that client base, informed the First Wave venture. That CPA firm is now a part of Carr, Riggs and Ingram.

According to Kirk, there is no lack of opinion out there about investment strategies. Now, with the internet, those voices are infinitely louder and more diverse. His observation is that the complexities and cacophony of voices, often produces confusion. Addressing this and other challenges they articulated a mission that drives the firm, “For people we care about, to create the future they dream about.” It is a philosophy that resonates and is meant both for their clients and their staff.

The care, the future and the dream that is at the core of First Wave continues to expand, though like many businesses, the Great Recession hit his company especially hard. “Our success is completely tied to the success of our clients, when the market tanked it was challenging,” he said. “But we encourage our clients to live within their means and so, that is how we operate First Wave. Because of that, we had the reserves to survive that trough.”

Following the type of strategy Kirk articulated in his WealthCoach books and materials, his transition to new leadership at First Wave followed the same kind of care and planning, to create a positive future for clients and staff. That succession plan centered on Laura Chiesman, who is now owner and president of First Wave.

Chiesman joined the firm in 2001 and grew her responsibilities as the firm expanded. “Tom was a great mentor, who never hesitated to give me opportunities and challenges, right up until he approached me to buy the firm. We had a thorough and well-defined roadmap, that we were able to work through together,” Chiesman said.

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MARY JEAN (CENTER) WITH DAUGHTERS LAURILEE THOMSON & SHERRI MCCOY

Founders Forum Profile

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The Thompson Family WILD OCEAN MARKET, CAPE CANAVERAL SHRIMP COMPANY AND DIXIE CROSSROADS { By Eric Wright, Publisher }

Since the 1960’s, the Thompson family has been synonymous with boat manufacturing, commercial seafood fishing and distribution, not to mention, one of the most iconic restaurants in north Brevard, Dixie Crossroads.

The family patriarch, Rodney Thompson, was a visionary and daring entrepreneur, a legacy carried on today through the business acumen of his wife, Mary Jean, along with daughters Laurilee Thomson and Sherri McCoy. Always engaged in a community that has seen its ups and downs over the last 50 years, they have been central to the civic and business leadership that is producing the cultural and economic renaissance Titusville is now enjoying.

“My father decided he could build a better and more durable racing boat out of fiberglass and that launched us into the boat building business,” Sherri McCoy said. He then decided to build a 76-foot fiberglass shrimp boat in 1969, but people didn’t trust a boat made from fiberglass. “In his typical fashion, some of his best successes came from seeming failures,” his daughters shared. Because he couldn’t sell his prototype boat, he decided to go into the shrimping business himself.

The only shrimp he was able to catch were rock shrimp which, because of their extremely hard shell, couldn’t be sold like typical soft-shelled shrimp.

He was told by a researcher if he could figure out what to do with rock shrimp, he would be a millionaire. Thompson did find a way to process the shrimp, leading the family into what is today Wild Ocean Market, Cape Canaveral Shrimp Company and Dixie Crossroads Restaurant.

Like most entrepreneurs the family confronted their own share of setbacks, including a declining market for commercial fishing boats and a fire that decimated one of their boat manufacturing plants. “He took out a high interest loan and bought the last boat in production, while he still owned Thompson Trawlers,” Laurilee recalled. “We rigged it out and I took it out and for the next three years I ran our commercial fishing operation. This kept the family afloat as we pioneered longline fishing and opened our fresh fish markets.”

This woman-lead operation, in an industry dominated by men, is an entrepreneurial story that is the stuff of legends.

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RICH HALL & JIM BARFIELD

Founders Forum Profile

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Jim Barfield and Rich Hall LUKE & ASSOCIATES { By Eric Wright, Publisher }

Jim Barfield, who also served on the Brevard County Commission, is often the face associated with the incredibly successful Luke & Associates, headquartered in Rockledge. However, from the beginning, Rich Hall has been a co-owner and founder.

The company was formed to provide medical staffing to all branches of the military in 2004. As more military medical personnel were deployed overseas to support troop efforts, there were critical shortages, which on a contract basis, Luke & Associates works to fill. They bid on their first contract in 2005 and by 2011 they had gone from five employees to 1500.

“Rich had an IT company before joining Luke, which was critical in forming and implementing the processes that would manage a company of our size and how we planned to scale,” Barfield shared. “He also had essential financial management skills and I had a business development background, with experience with government contracting.”

Almost immediately they were faced the perils of growing too fast and out pacing their ability to manage their size. Barfield and Hall chose a path of complete transparency with their governmental partners, a strategy that forged a level of trust and confidence that saw them through their growth pains and continues to this day.

“We have been doing this business for 15 years and every day it is a new challenge and a significant challenge,” Hall said. “When you go from zero revenue to over $100 million, within a three-year period, you can imagine what we were dealing with. We had to build the infrastructure, the processes, credit lines and cash flow, not to mention the personnel challenges; it was daunting, and Jim and I are very hands on.”

Barfield and Hall refer to the faith as being foundational to how they approach every aspect of their business. Even the name “Luke,” of Luke & Associates, was drawn from a Biblical character, who was a physician, and authored the Gospel of Luke and the Acts of the Apostles.

Currently the company has staff working at 60 military bases and they believe they will double that footprint in the next few years. They both agreed that a key to leadership is identifying and understanding what their employees deal with every day and the mission they fulfill. “We had one nurse practitioner who was directly responsible for preventing over 150 suicides, that is the difference we make,” Barfield said.

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PETE McCHRYSTAL

Founders Forum Profile

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Pete McChrystal ACCENT TECHNOLOGIES { By Eric Wright, Publisher }

Though he graduated from West Point Military Academy, the entrepreneurial drive that is at the core of Pete McChrystal couldn’t be contained as an infantry officer during peace time. After six years in the Army, McChrystal began a journey that eventually led to him create one of the most successful SaaS (Software as a Service) companies in the sales enablement technology sector, Accent Technologies.

“We help sales and marketing teams increase their revenue by aligning these two teams and arming them with the right material and information to sell more effectively,” McChrystal explained. Using artificial intelligence and big data tools, his company enables salespeople to understand the needs, expectations and challenges potential client companies are facing.

That way they focus on the companies with the greatest opportunities for sales, with the solutions they are seeking. This is coupled with providing a repository of materials to quickly respond to would-be customers prior, during or after to a meeting.

Accent started in 1990, as a specialized presentation management solution, for major companies on the Space Coast, like what is now, L3Harris. Some of their clients challenged them for help to manage resources, documents and presentations, which led Accent to an automated solution, which helped them become the global leader in sales enablement technology.

Now, unlike any other sales enablement software vendor, their products are used by companies in more than 100 countries around the globe. Adobe was their first big client, then Merrill Lynch and UBS found their solution was a great fit for the financial market.

“The only way to break into what seems to be a very saturated market is to solve a very specific problem that they aren’t solving,” McChrystal said.

“We enabled them to pick the slides and information that would help them build presentations tailored to a particular client.”

It wasn’t an easy transition from being a service company, with several big and reliable customers, over to a software company. Nor was bringing their software to market without challenges as well. Yet, they weathered the internet bubble of the early 2000’s. Then during the 2008 recession they adjusted their approach with major clients, so that despite the downturn, they grew every year.

McChrystal and Accent were early adopters of the Software as a Service (SaaS) model, using a subscription approach to deliver their products and services. It was another timely innovation that has, and continues to keep Accent Technologies on the cutting edge of their industry.

AU GUST 2019 : 45

UP CLOSE with

PETER CRANIS

Executive Director of the Space Coast Office of Tourism

[ By Eric Wright, Publisher ]

T

hough the comeback of the space industry is news being shouted from the rooftops, and rightfully so, one sector that helped Brevard bridge the gap when the Shuttle program was retired was our tourism industry. Always a vibrant and engaging part of the attraction and the ambiance of the Space Coast, tourism, including the beaches, cruises, Kennedy Space Center and more, are at a tipping point.

The new Executive Director of the Space Coast Office of Tourism is a Brevard County native.

Peter Cranis, a veteran of over 20 years in the Orlando market, with over 16 spent at Visit Orlando (Orlando’s official tourism association), has helped elevate the Orlando brand internationally, which today enjoys in excess of 75 million annual visitors.

Cranis graduated from Eau Gallie High School and received his associate degree from what is now Eastern Florida State College, before earning his bachelor’s and master’s degrees in communication from UCF. A Nicholson School of Communications Hall of Fame inductee, he was a longtime adjunct professor at UCF and former chair of the university’s alumni association board of directors.

EW: How does it feel to be back in Brevard?

PC: This is my third time here and I have promised myself this time I’m not leaving. I grew up here after I moved from the New York/Connecticut area when I was 14 and just loved it. The idea of playing tennis in January is something I still can’t get over. My experience living near the beach gave me a perspective on this area that I never forgot.

After college I worked in corporate banking for a while, but I wanted to get into the tourism business. I was fortunate to be in the industry during such a dynamic period of growth.

EW: What was it that drew you to tourism?

PC: People in the industry tend to be gregarious, outgoing and friendly. Plus, it is an international industry, so you get to make friends everywhere. That is what drew me back and I thoroughly enjoyed working with Visit Orlando and the convention industry.

EW: What did you learn in that market that you would like to bring to this one?

PC: The Space Coast was always a part of our focus, since it is the closest beach to Orlando. We promoted the fact that you can come and visit the greatest theme parks in the world and in the same visit, go to some of the most famous beaches.

I think our most significant accomplishment while I

was there was branding Orlando. Everyone knew the Disney brand, but when you talked to people around the world, they didn’t always know where Orlando was or everything Orlando had to offer. Visit Orlando did a pretty good job changing that. A brand leads and then the products associated with the brand follow. That is Marketing 101.

The other thing we learned was how to leverage a variety of media to maximize brand awareness. We of course shifted a lot of our focus towards digital media in the course of my career and still do, while continuing to use traditional medias to develop the destination message.

One of our main challenges is budget. Many think we have a lot of money, but the truth of the matter is, in the world of marketing, we have a small voice. So, we must make the most of those dollars to maximize the return.

EW: One observation I had about Visit Orlando, when I worked in the Central Florida market, was the level of unity and partnership they achieved among these very competitive individual organizations making up the tourism industry. Did you share that perspective?

PC: When the business community unites there isn’t much they can’t accomplish and that is one of the strengths Orlando has. No matter how big or audacious the goal, from the Amway Center or Orlando City Soccer, to the Dr. Phillips Center, the business community ⊲

“Fortunately, the Space Coast is perhaps the most famous or recognizable coastal brand in Florida. A brand leads and then the products associated with the brand follow.

That is marketing 101.” – Peter Cranis

pulled together and achieved their goals. We saw a lot of markets that were similar in size and potential, who weren’t nearly as successful as Orlando was in reaching their goals, because they lacked that synergy.

EW: How does the Space Coast fair as a brand?

PC: Fortunately, the Space Coast is perhaps the most famous or recognizable coastal brand in Florida. Every coastal community is trying to come up with a coastal brand – the Treasure Coast, the Gulf Coast – because they know what we are and where we are. Geography is the biggest part of destination marketing. We just need to now help people understand the opportunities associated with that brand.

EW: Where do most of our visitors come from?

PC: The bulk of our visitors come from within the state of Florida: Miami, Tampa and of course Orlando. Going up the east coast, we have visitors from Atlanta, Charlotte, Philadelphia, Washington and New York. We also have quite a few international visitors from Canada, the UK and Brazil.

So, the question is, how to we get more people from those markets to come? Those international visitors tend to stay longer and spend more. Also, if we can glean a few percentage points from the Orlando market, through effective marketing, we can move the needle quite a bit.

Our three pillars of tourism are the Port and the cruise industry, which service millions of passengers a year.

Then the space center, which is a great attraction to visit, with the number of launches going up every year. We’re talking about 40 launches a year. I grew up watching launches, but for people that have never seen a missile launch it’s a thrilling experience.The third pillar is some of the world’s most beautiful beaches and incredible natural waterways. Coupled with amenities

like the Brevard Zoo, which is one of the top-rated zoos in the country, and there is so much to build on.

EW: We have miles of beaches, because our county is 72 miles long, that presents some challenges when it comes to a unifying and cohesive brand does it not?

PC: Our brand is the Space Coast; all these communities and their amenities are components of that brand. The office of tourism takes the neutral role of a Switzerland for tourism, where all the different elements can present one unified message with many different stories.

This community is poised for an amazing future in tourism. Currently there are approximately 10,000 hotel rooms in Brevard. But there are plans to add another 3,000. That is a 30% increase in our inventory. Also, there are conversations about a large nes convention facility, which I think there is a real appetite for. Who doesn’t want to meet in a destination that offers what we have here in terms of beaches and other attractive options?

Though I have lived here before, I am rediscovering all that Brevard County has to offer and the diversity this community represents.

“We saw a lot of markets that were similar in size and potential, who weren’t nearly as successful as Orlando was in reaching their goals, because they lacked synergy.”

– Peter Cranis

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