Understand the Symptoms of Congestive Heart Failure.
Centra cardiologist Dr. Stephen Rennyson and Abby Newton, RN, offer everyday tools to reduce symptoms of congestive heart failure.
Congestive heart failure, or CHF, is a condition that affects nearly 6 million Americans. Heart failure does not mean that the heart has stopped working, however, it means that the heart’s pumping power is weaker than normal. Symptoms for CHF include: • Shortness of breath at rest or with exertion • Fatigue • Trouble breathing at night
• The need to sleep in a chair due to worsening shortness of breath • Swelling in feet/ankles/legs/stomach
The Centra Congestive Heart Failure Center provides patients with several tools to keep them healthy with reduced symptoms. From daily weight and blood pressure tracking to nutritional counseling and expertise, we’re here to help. Consult your physician if you experience any of the above symptoms.
for more information:
centrahealth.com/chf 1.877.MDLINK1
LAND & FARM
COMMERCIAL
RESIDENTIAL
LIQUIDATIONS
engaged IN LIFE
Enjoy Peace of Mind in our Continuing Care Retirement Community The Summit is retirement living at its best. The lakeside garden homes and apartments are completely maintenance�free, leaving you time to do all the things you have always wanted to — whether it be traveling, volunteering, or spending time with your family and friends. And you will have peace of mind knowing that healthcare is here on campus if you need it. The beauty of our 143-acre campus is complete with a 8.5-acre lake, walking trails and a perfect view of the Blue Ridge Mountains. Start planning your future at The Summit and be Engaged in Life.
INDEPENDENT LIVING, ASSISTED LIVING, HEALTH & REHAB
Call The Summit today to schedule a tour: 434.582.1500 1400 Enterprise Drive / Lynchburg, VA 24502 / SummitLynchburg.com
INSIDE LB
TABLE OF CONTENTS April/May 2015
UPFRONT
FEATURES
8 IN THE NEWS
18
7 BY THE NUMBERS
BUSINESS OVER 10 Benchmark Systems
10 MOVERS & SHAKERS
18
11 PLUGGED IN
Jennifer Bailey, Founder/Owner of Website Workbox
11 AROUND TOWN 13 LET’S DO LUNCH
The Crown Sterling
26
COLUMNS 15 LEGAL
Help Employees Get Healthy Legally
21
LEADING LADIES
FINANCIAL FEATURE Advice for the Small Business Owner
26
30
17 HUMAN RESOURCES
LEADERS OF LYNCHBURG
Latest Legislation on Wellness Programs
Marjette Upshur, Director, EDA
23 HEALTHCARE
34
Ways to Implement Wellness Programs
ON THE RISE
25 FINANCIAL
34
Recent Trends in Interest Rates
29 REAL ESTATE
48
BUSINESS UNDER 10
Changes in Searching for a Home
Life Focus Pictures
33 MARKETING
Winning Strategies for the Business Owner
ON THE COVER: Jeremiah Guelzo and Matt Reynolds of Stone Blue Airlines showcase some of the company’s custom built FPV wings and a flight controller on a recent day in Madison Heights, Va.
Local, Up-and-Coming Small Businesses
48
MADE IN LYNCHBURG 50 IWT WIRELESS APRIL/MAY 2015
LynchburgBusinessMag.com
5
INSIDE LB
EDITOR’S LETTER
A
t the end of the day, growth is what all business owners want to see. But it can be defined and measured in any number of ways. Increased revenue, more clients, new product lines, larger locations, additional employees and more are all used to define the health of a company and somewhat predict its future trends. In the spirit of celebrating entrepreneurship and small businesses, we used many of the same measures to identify some of the growing businesses in our community for the first “Small Businesses on the Rise.” Each business has shown growth in one or more of these areas, and many are developing innovative products and expanding into new territory. In speaking with the founders of these businesses, one thing consistently impressed us and that was their passion. Well, that and just how incredibly busy small business owners are. They wear many hats and spend long hours at work for the simple reason that they are passionate about what they do. At the end of the day, that’s what it comes down to, isn’t it? Without that driving force, there would be little reason to take such leaps of faith into the unknowns of business ownership. And for many of these owners the risks are paying off. Several have expanded their physical locations, others have more than doubled their earnings, and many have been recognized and awarded various accolades from the business community. See their stories and some of the reasons for success on page 34. For all of those in business, we wanted to focus some attention on the resources available here in our region such as the Small Business Development Center, page 26, and the Office of Economic Development, page 30. There’s no reason to go it alone when classes, consultations and sometimes even monetary support are just a phone call away. In keeping with our Healthcare focus, we’re providing three different angles on Employee Wellness Programs—truly a hot topic of conversation in business circles. Of course, promoting healthy lifestyles is an admirable goal, but the ways to do so can be fraught with technicalities. From the legality of employee incentives, page 15, to the impact of current legislation, page 17, and, finally, to options for implementing an effective employee wellness program, page 23, we have the coverage you need right here. Be sure to visit www.lynchburgbusinessmag.com and fill out a survey before April 14 for our upcoming Community Impact Appreciation feature. We’re looking for stories of business efforts to improve our community. And, as always, share your thoughts and feedback with us as we continue to improve the magazine in hopes of better serving our business community. With so many noteworthy things occurring, our goal is to provide you with an inside look at the best stories. Because if it’s happening in Lynchburg, it’s your business! Best,
Lynchburg Business Magazine is a bimonthly publication devoted to highlighting Lynchburg-based businesses and those in the surrounding areas of Amherst, Appomattox, Bedford and Campbell Counties, as well as the Town of Altavista. Every other month, 10,000 copies of Lynchburg Business Magazine are distributed by mail to local businesses, executives and individual business decision-makers. The goal of Lynchburg Business is for readers to look to the magazine as a resource worth keeping in their businesses and homes; one that appeals strongly to professionals in our area. Publisher Randy Thompson Managing Editor Jennifer Redmond Editorial Director Melissa Stewart Contributing Writers Jeremy Angione, Jeff Boyer, Dr. Kendrick Brunson, Heather Cravens, James Ebrahim, Steven Evans, John Francisco, Megan L. House, David Knoespel, Dr. Colleen McLaughlin, Drew Menard, Marcelo Quarantotto, Suzanne Ramsey, Jennifer Redmond, Melissa Skinner, Dan Vollmer Vice President of Production Holly Watters Art Director Chris Meligonis Client Relations Manager Brittany Proctor Graphic Designers Kaye Ellen Trautman, Alyssia Gladden Web Creative Director Chris Murphy Sr. Web Developer & Web Administrator Brandon Litchfield Web Developer Caleb Whitehead SEO Analyst Michael Saks Web Marketing & Promotions Manager Kearsten Walden Photography Paul Brunett, Esther Elmore, Adam Underwood Editorial Intern Ashley Bunner Vice President of Sales & Distribution Paul Brannock Sales Director Cheryl Blevins Account Executive Missy Celli VistaGraphics Staff Copy Editor Robin Cather Controller Anita Burns Accounting Manager Dawn Meehan Accounting Clerk Sheryl Andersen Contributing imagery supplied by Thinkstock.com
WWW.LYNCHBURGBUSINESSMAG.COM Proud Members of:
SUBSCRIPTIONS Receive Lynchburg Business at work or at home by subscribing today for $9.97 annually. Receive 6 bi-monthly issues: Feb/Mar, Apr/May, June/July, Aug/Sept, Oct/Nov and Dec/Jan. To subscribe, go online to www.LynchburgBusinessMag.com or please send your check payable to VistaGraphics, Inc, 1264 Perimeter Parkway, Virginia Beach, VA 23454, Attn: Circulation Mgr. Please be sure to include your mailing information: name, address, city, state, zip code, and phone number. For changes of address, please email George Carter, Circulation Manager: george@vgnet.com Lynchburg Business is published bimonthly by VistaGraphics, Inc. The corporate office is located at 1264 Perimeter Pkwy, Virginia Beach, VA 23454. © 2015 - all rights reserved. Reproduction of any material prepared by VistaGraphics, Inc., and appearing within this publication is strictly prohibited without express written consent of the publisher. Publisher does not purport to authenticate and is not responsible for claims made by advertisers found within this publication.
JUNE/JULY 2015
Jennifer Redmond, Managing Editor jennifer@lynchburgmag.com 6
LynchburgBusinessMag.com
APRIL/MAY 2015
ADVERTISING DEADLINES Advertising Space Reservation..................................May 31 Editorial & Events.........................................................May 31 Final Artwork..................................................................June 4 For Advertising Information, please call us at 434.846.2333.
BY THE NUMBERS
BY THE NUMBERS
$31.2
$11 Approximate amount returned for every dollar the local community invests in the Region 2000 Small Business Development Center, page 26.
1978 The year Benchmark Systems was founded, page 18.
MILLION
Amount of capital investments in 2014 resulting from programs managed by the Office of Economic Development, page 30.
3
Number of INOV8 Downtown Lynchburg business grant winners in 2014, pages 36, 38.
I m pac t apprecIatIon 2015
tell us how your business makes an impact:
How long it takes to develop a web site with Knapsack Creative’s Daypack option, page 36.
The number of ribbon cuttings and grand openings for Lynchburg Regional Chamber in 2014, page 11.
Community
Visit lynchburgbusinessmag.com/ community-impact-awards/ to share about your company’s local impact.
1 Day
25
Are You a Business that Gives Back?
357% SharpTop’s rate of growth YOY from 2013-2014, page 35.
11,000 The number of parts that pass through Blue Ridge Optics on a monthly basis, page 42.
Go to our “Community Impact” portal at lynchburgbusinessmag.com/ community-impact-awards/ to share how your business gives back, and you may be featured in the next issue of Lynchburg Business for our June/July edition.
Online submissions accepted from March 20 – April 14, 2015 Presented by:
Investing in the local community can look like a lot of different things from mentorships to product donations and from cash donations to in-kind gifts. We’re gathering information from businesses all throughout Region 2000 to identify those that are going above and beyond to invest in our community whether it’s through economic, educational or other means.
Sources: Lynchburg Regional Chamber 2014 Annual Report. Region 2000 Small Business Development Center 2014 Annual Report. Office of Economic Development 2014 Annual Report
APRIL/MAY 2015
LynchburgBusinessMag.com
7
UPFRONT
IN THE NEWS EDUCATION SWEET BRIAR COLLEGE ANNOUNCES PLAN TO CLOSE, ALUMNAE SPRING INTO ACTION
N
ews of Sweet Briar College’s board of directors’ vote to close the 114-year-old college spread rapidly, quickly garnering national attention after the official announcement was released on March 3. “This is a sad day for the entire Sweet Briar College community,” said Paul G. Rice, SBC board chair in the released statement. In the same statement President James F. Jones Jr., cited “two key realities that [they] could not change: the declining number of students choosing to attend small, rural, private liberal arts colleges and even fewer young women willing to consider a single-sex education, and the increase in the tuition discount rate [extended] to enroll students each new year.” In the week following the initial announcement, alumnae quickly mobilized, forming a not-for-profit corporation called Saving Sweet Briar, Inc., with the express purpose of reversing the decision to close the Photo Courtesy of Sweet Briar College school. The group’s first action was the hiring of legal firm Troutman Sanders LLP, whose Richmondbased higher education team will be coordinating the legal fight to keep Sweet Briar College operational. The College plans to quickly wind down academic operations over the next several months. The Class of 2015 will be the final graduating class, and the commencement ceremony on May 16 will be the last one held on campus. As of now, the closing date is set for Aug. 25, 2015, in order to allow for the completion of summer credit hours. Efforts have begun to help current students transfer to other colleges and universities.
R. Edward Fielding, Inc. parking lot layout & marking
tennis courts • athletic tracks industrial safety aisles phone : (434) 845-1740 mobile : fax : (434) 846-2856 (434) 841-8676 refielding@verizon.net 8
LynchburgBusinessMag.com
APRIL/MAY 2015
ARTS ACADEMY NAMES NEW EXECUTIVE DIRECTOR, CAPITAL CAMPAIGN CHAIR
G
eoffrey Kershner will be the new Executive Director of the Academy of Fine Arts and community leader George Dawson is now Chairman of the Capital Campaign as of March 5. “Geoff and George together are a dynamic and powerful team,” Terry Babbitt, president of the Academy of Fine Arts’ Board of Trustees, said in an announcement from the Academy. Kershner will begin his position as Executive Director this May, succeeding David Jenkins who retired January 30. Kershner’s near-term focus will be oversight of both the capital and annual fundraising campaigns, management of the projects underway to restore, re-open and operate the historic Academy Theatre, and revitalization of community arts and education offerings. “I am incredibly excited to join the Academy’s talented staff and board of trustees as we work to realize the dream of restoring the Academy’s historic theatre,” said Kershner. “I have received tremendous support over my past years within the arts and culture sector, and am thrilled that, in this new role, I will be able to give back to our region in an even greater capacity.” Kershner, an area native, is widely known for his leadership as co-founder and Artistic Director of Endstation Theatre Company. Recently recognized with a 2015 Mayor and Vice Mayor Award of Excellence, Kershner is praised for bringing life to the arts in new and exciting ways. “Geoff brings an ideal blend of business experience, arts expertise and a collaborative spirit to the Executive Director role. We are confident in his ability to lead the Academy forward, finding new ways to engage with the communities in this region and building a highly relevant organization,” Babbitt said. Another significant appointment designed to build on the Academy’s recent fundraising momentum is George Dawson, who will serve as Chairman of the Capital Campaign, effective immediately. Dawson, who retired from Centra in 2012 after 26 years as CEO, will lead the charge in restoring the historic Academy Theatre. During his tenure at Centra, the organization completed a number of successful capital campaigns, and Dawson recently completed his role as cochair of the very successful capital campaign for the Lynchburg Humane Society. For more information on the restoration of the 1905 Academy of Music Theatre, visit the project’s website at AcademyMusicTheatre.com.
CORRECTION: In our February/March issue, we incorrectly spelled Jay Whitacre’s name in our story entitled “All Hands On Deck” about Lynchburg City School’s career-tech programs. Lynchburg Business regrets the error.
UPFRONT
NONPROFIT/HEALTHCARE
NONPROFIT
GARY CAMPBELL NAMED CEO OF JOHNSON HEALTH CENTER, FOCUSED ON INCREASING ACCESSIBLE CARE
3RD ANNUAL CANSTRUCTION EVENT
By Jeremy Angione
J
ohnson Health Center (JHC) is tackling a range of fresh initiatives this year with Gary Campbell at the helm as their newly appointed CEO. Campbell officially donned the title February 26, but says he has been serving as interim CEO since last August. According to the JHC website, the non-profit organization is focused on increasing accessible care to residents of Central Virginia. “We have been intent on driving quality of care initiatives here at JHC so we can help patients manage their own care and health,” Campbell said. JHC’s founding came as the result of an effort from Centra Health in 1998, becoming a Federally Quality Health Center in 2003, according to Campbell. In the spirit of branching out, Campbell suggests that JHC’s success is in part a result of its multiple collaborations with the community, Free Clinic and organizations including Centra and Horizons Behavioral Health. Although external collaboration has been key for JHC, internal focus has been just as instrumental in the organization’s growth according to Campbell. Through his previous work at Impact 2 Lead— Campbell’s own leadership training program—the ambitious CEO is seeking to empower JHC employees to discover their potential, in order to better serve “the different and ever changing populace of people that come in our door every day.” “I felt that we needed to be more involved in the community, and we needed enhanced employee engagement. That’s something we worked very hard to implement, [and] so far we have been successful,” Campbell said.
REGION 2000 LOCAL DELEGATION TAKES EXPLORATORY TRIP TO LEXINGTON
A
group of 15 regional leaders traveled to Lexington, KY, to discuss the area’s program of collaboration between business groups, economic development offices and businesses. Local leaders from the greater Lynchburg region met with their counterparts to learn more
C
anstruction Lynchburg will begin with a “build day” on Saturday, April 18. Using collected canned foods, teams will build unique artwork sculptures; the “canstructures” will remain on display April 18-26 and then all cans will be donated to the Blue Ridge Area Food Bank. Awards and can totals will be presented to participating teams at the Canstruction Gala on April 30. Canstructures will be located at various venues throughout downtown Lynchburg. This year’s theme is Planes, Trains & Automobiles – Hunger Relief in Motion! Last year, this event netted over 15,000 pounds of food for the Blue Ridge Area Food Bank. “We now serve twice as many individuals each month than we did before the start of the Great Recession, and this event reminds us that we must continue to help our neighbors struggling to improve their lives,” said Michael McKee, CEO of the Blue Ridge Area Food Bank. Canstruction is a nationally recognized charity that creatively raises food, funds and awareness to help people struggling with hunger. This year’s “Build Day” sponsors are Wiley|Wilson and B&W. This year’s “Can Do” sponsors include Jersey Mikes & American Institute of Architects. Contact CanstructionLynchburg@gmail.com to contact a local committee member. An entry from 2014’s event, Wiley|Wilson with Wonder Woman, located in the Craddock Terry Hotel.
about that area’s success with collaborative initiatives in the interest of strengthening the region. “The trip provided a good look at best practices and reinforced some good standards that are working for our region,” Megan Lucas, CEO of Region 2000, said following the trip. “The key is to elevate the best practices we have currently.” Lucas added that collaboration across the region increases leverage that will benefit everyone in the area.
The Future of Education Career Readiness Lynchburg City Schools has added Criminal Justice to its expanding Career Tech course offerings. See our complete course list online.
www.lcsedu.net/NEXT
APRIL/MAY 2015
LynchburgBusinessMag.com
9
UPFRONT
ENGINEERING
SMALL BUSINESS
HURT & PROFFITT ACQUIRES WARNER WHITE ENGINEERING PARTNERS
CUSTOM TILES OF ALTAVISTA RECEIVES “BEST OF HOUZZ” AWARD
F
H
urt & Proffitt (H&P) announced its acquisition of Warner White Engineering Partners (WWEP), a civil engineering and leading land development design firm in Lynchburg, VA, on March 6, 2015. The acquisition of WWEP is the first of its kind for H&P. “We see this and future acquisitions as a great way to accomplish our vision for growth,” says H&P President Bif Johnson. WWEP will join H&P’s Lynchburg operation and do business as H&P; WWEP will remain in their current location at 118 Cornerstone Street. “We are excited about the opportunities that the combined forces of our two firms will hold for the future,” says Johnson. “Our industry is rapidly changing and growing. This acquisition will allow us to meet those changes head on and allow us to expand our services.” Founded in 2010, WWEP specialized in land development projects for commercial, residential and institutional clients. Some notable projects include Fifth Street Streetscape, the Cornerstone Development, Fifth Street Roundabout, Westlake Commons Roundabout and Greenview Drive Widening among many others. H&P was founded in 1973 and has offices in Lynchburg, Norfolk, Roanoke and Wytheville. Combined, H&P and WWEP will be a full service civil engineering and surveying firm, strategically positioned to serve our clients on commercial, industrial, institutional, and municipal projects.
or the third year in a row, Custom Tiles, LLC of Altavista, Virginia has been awarded “Best of Houzz for Customer Satisfaction” by Houzz, the leading platform for home remodeling and design. Founded in 1994, Custom Tiles, LLC was chosen by the more than 25 million monthly unique users that comprise the Houzz community— and from among more than 500,000 active home building, remodeling and design industry professionals. The company earned this award through client reviews and ratings determined from their project photos. “Customer satisfaction is our #1 goal,” Mr. Bernard of Custom Tiles said. “The Best of Houzz Customer Satisfaction” honors are determined by a variety of factors, including the number and quality of client reviews a professional received in 2014. Winners receive a “Best of Houzz 2015” badge on their profiles, helping Houzz users around the world instantly recognize that business’ popularity and satisfaction rating among their peers in the Houzz community. Follow Custom Tiles, LLC on www.Houzz.com or view them at www.custom-tiles.com.
LEGAL
GENTRY LOCKE ANNOUNCES NEW LOCATION FOR LYNCHBURG OFFICE
T
he Virginia law firm of Gentry Locke is pleased to announce the location for its new Lynchburg, Va. office. The firm will serve clients from offices at 801 Main Street, 11th floor, in downtown Lynchburg as of late February. “We are excited to be investing in Lynchburg,” noted Monica Monday, Managing Partner of Gentry Locke, which is headquartered in
MOVERS & SHAKERS CHERYL CURCIO—New Director of Resource Development for United Way of Central Virginia. A native of Northern Virginia, Cheryl has 20 years of experience in sales, project management, customer service, event planning and marketing.
JAMIE GLASS—New Administrative Coordinator for Region 2000 Alliance. Glass’ duties will include: general office support with an emphasis on information management, meeting planning and scheduling, as well as various communication duties.
10
LynchburgBusinessMag.com
APRIL/MAY 2015
DENISE JACKSON— New Program Coordinator for Region 2000 Alliance. Jackson will perform professional and administrative duties with on-going and new regional economic development programs and events including investor relation meetings and assisting with the Young Professionals of Central Virginia.
DAN SUMMERLIN— New President of Woods Rogers. “His commitments to Woods Rogers over the course of his 17-year career here have been many, and we welcome him to his new role,” Woods Rogers’ Chairman, Nick Conte, said. Summerlin’s experience covers a range of law from administrative and regulatory—with an emphasis on environmental—to labor and employment and litigation.
downtown Roanoke, Va. “This geographic location allows us to more directly reach clients in the area, as well as along the Route 29 and the 460 corridors.” Highly regarded Lynchburg attorney and Gentry Locke Partner Herschel Keller is already working with clients in Lynchburg. According to Keller, “Lynchburg-area businesses can now tap into Gentry Locke’s 90+ years of legal experience and feel more directly served right here in Lynchburg. I’m excited that we’re assembling a dynamic team to meet clients’ legal and business challenges. ”
JAMES T. DAVIS III—New Vice President, Marketing at Bank of the James. Mr. Davis, who will be responsible for developing, planning and implementing the bank’s marketing plan, brings over 30 years of business management, sales and marketing experience to this role. Mr. Davis holds a BS in commerce from the University of Virginia McIntire School of Commerce.
VICKIE D. SPENCER—Serving as Vice President and Community Relations Director at Bank of the James. Vickie is responsible for all public relations for Bank of the James including involvement with all civic and charitable organizations and shareholder relations.
UPFRONT
AROUND TOWN
PLUGGED IN
MAY 4—8
LYNCHBURG REGIONAL CHAMBER OF COMMERCE HOLDS ANNUAL MEETING
APRIL 14
MAY 13
N
NETWORKING BEFORE NINE WITH THE BEDFORD CHAMBER OF COMMERCE
Taco Bell & Long John Silvers, 1001 Independence Blvd. Bedford, VA 8:00 a.m. to 9:00 a.m.
early 300 individuals attended the annual Lynchburg Regional Chamber of Commerce (LRCC) meeting which was held at the Kirkley Hotel on March 3. Christine Kennedy has been named President of the LRCC following her time serving TOP: Pictured (L to R): John Mastrioanni, as Interim President throughout 2014 George Taylor Stewart III award 2014. Chamber Board Chairman recipient and Dr. James Mundy, 2015 recipient, along with Tulane Patterson, Jim Richards shared his vision for 2015 F.M. “Dink” Cloyd award recipient, the LRCC in the year to come and John Keith, 2014 recipient. BOTTOM: Christine Kennedy has been confirmed including the capital campaign for as President of the Lynchburg Regional a new LRCC building. Chamber. Photos by Mike Patch of Property One Photography. The following awards were given: The F.M. “Dink” Cloyd award for service was presented to Tulane Patterson, the Past Chairman of our Board of Directors, and owner of Generation Solutions. The George Taylor Stewart III award for service to the Lynchburg community was presented to Dr. James Mundy, President of Lynchburg Community Action Group, or LYN-CAG.
S. ROSS TURNER—Promoted to Real Estate Valuation Officer at Bank of the James. He holds a Bachelor of Arts degree with majors in Economics and Commerce from Hampden-Sydney College.
JIMMY C. MURPHY —Promoted to Assistant Vice President and Treasury Sales Manager at Bank of the James. He holds a Master of Business Administration degree and a BS degree in Business Management from Liberty University. M. KATHRYN WRIGHT (KAY)—Promoted to Senior Vice President and Senior Credit Analyst at Bank of the James. Mrs. Wright holds a Master of Administration in Industrial Man-
APRIL 23
BUSINESS AFTER HOURS WITH THE BEDFORD CHAMBER OF COMMERCE
Heritage Green, 200 Lillian Lane, Lynchburg, VA 5:30 p.m. to 7:00 p.m.
APRIL 24
COFFEE TALK WITH THE RETAIL MERCHANTS ASSOCIATION
Health Nut Nutrition 8:00 a.m. to 10:00 a.m.
APR 25
KEGS & CORKS MICROBREW & WINE FESTIVAL
Forest Professional Park, 1117 Vista Park Drive, Forest, VA
12:00 p.m. until 6:00 p.m. The Bedford Area Chamber of Commerce is pleased to host our 3rd Annual Kegs & Corks Festival which will feature tastings by Virginia wineries and craft brewers, live music, and food and product vendors for sale by local businesses.
agement from Lynchburg College and a Bachelor of Arts degree in Economics from Randolph-Macon Woman’s College.
J. PATRICK RICHARDSON—Promoted to Senior Vice President and Commercial Banker at Bank of the James. Mr. Richardson holds a Bachelor of Business Administration degree from Radford University.
TANCE A. LAUGHON—New Community Relations Assistant at Bank of the James. She joins the bank having served many years with the Jubilee Center where she served as Director of Public Relations and Special Events. Mrs. Laughon is a graduate of Mary Baldwin College.
SMALL BUSINESS WEEK
Retail Merchants Association
ANNUAL JOB FAIR, CENTRAL VIRGINIA COMMUNITY COLLEGEBEDFORD CAMPUS
1633 Venture Blvd. Bedford, VA.
Open to the public, the annual job fair offers workshops throughout the day for job seekers and employers, and features businesses in our area that are actively hiring.
MAY 19
MIRIAM’S HOUSE 16TH ANNUAL LUNCHEON
Lynchburg College
12:00 p.m. Tickets and more information can be found at www.miriamshouseprogram.org.
MAY 28
BUSINESS AFTER HOURS WITH THE BEDFORD CHAMBER OF COMMERCE
Nichols Nationwide Insurance, Shentel & Century 21 All-Service 1525 Longwood Ave. Bedford, VA 5:30 p.m. to 7:00 p.m.
MAY 29
COFFEE TALK WITH THE RETAIL MERCHANTS ASSOCIATION
Persian Rugs & More, Boonsboro Shopping Center 8:00 a.m. to 10:00 a.m.
GLENN W. PULLEY— New partner in the Lynchburg office of Gentry Locke. Glenn joins the firm’s Litigation team, focusing on civil trial work in all courts. Glenn has practiced law for 38 years. In 2002, he was inducted as a Fellow of the American College of Trial Lawyers, which limits membership to no more than 1% of the total lawyer population of any state. BRADLEY C. TOBIAS—New partner in the downtown Roanoke office of Gentry Locke. Tobias is part of the Employment & Labor practice group and has written and published more than 200 articles that appeared on the blog, Labor & Employment Law Essentials, which offered employer-tailored analysis of emerging labor and employment issues.
APRIL/MAY 2015
LynchburgBusinessMag.com
11
Co nfere nces • Retre ats • B usin ess M eetin gs
Experience the Beauty of Hat Creek Conference Center
Newly Renovated!
Hat Creek Offers a Modern Facility Surrounded by Natural Beauty. The renovated Hat Creek Conference Center is now open! Surrounded by 345 acres of rolling woodland hills, our facility provides an aweinspiring backdrop for any business meeting, conference, or retreat. Our facility can accomodate meetings for up to 60 guests or overnight retreats that accommodate up to 50 guests. Our unique location and activities would make the perfect destination for your next meeting. Visit our website for more information or call us today and book your next retreat.
Though the setting is rural, our amenities are modern and include these upgraded ammenities: › TV and other AV equipment › Large conference room › Two small conference rooms › Modernized dining room › Updated guest rooms › New carpet › Updated lighting › Fresh decor › Wi-Fi Outdoor amenities include: › Two lakes for swimming, fishing and canoeing › Picnic shelters › Two tree houses › Amphitheater chapel › High- and low-ropes course › Climbing wall › Hiking trails
Easily accEssiblE to Major Virginia citiEs! lynchburg
richMonD
DanVillE
7145 Hat Creek Road Brookneal, VA 24528 434.376.1250 Info@HatCreekCamps.org HatCreekCamps.org A ministry of Patrick Henry Family Services
UPFRONT
LET’S DO LUNCH! Recommendations on local eateries for business people in the know
The Crown Sterling
F
BY J E N N I F E R R E DM O N D
or restaurant owners Missy and Jamie Bragg everything hinges on one word—quality. They accept nothing less than the best and in turn offer only topnotch food and service to their guests.
During any given lunch hour, you can be seated—as I was—at a pristine table setting complete with cloth napkins and crisp white table cloths. As one who avoids placing my arms near suspect table edges, this is a level of service I can truly appreciate.
“We have a quiet atmosphere that’s great for private meetings,”
burger. But The Crown also does seafood well thanks to Minnix’s training in South Florida. His House Made Crab Cake sandwich is moist and generously sized with just the right balance of spice. Lunch plates are completed with two choices of house made sides such as potato salad, macaroni and cheese, pasta salad and more. “We have no frying capabilities on site,” Jamie said. So everything is baked or grilled, preserving both health and flavor. Also famous for their salad bar since the restaurant’s beginnings in 1970, the Crown Sterling offers all of these delicious options at affordable prices from $10-$12. For those looking to host a larger meal, the Crown has three private rooms with the option to seat more than 40 to a room. The restaurant offers many unique dinner options as well for those who do business after hours. From four-course wine dinners featuring specialties from Chef Shawn Minnix to Date Night specials priced at an incredibly affordable $55 per couple. Missy remembers her parents going to the Crown for date nights when she was a young girl; today she’s happy that her family can continue the legacy of a Hill City institution. “It’s very hard work,” she said. “But very rewarding too.” R.S.V.P — The Crown Sterling is located at 6120 Fort Ave, Lynchburg, VA. Lunch is served Monday through Friday from 11:30 a.m. to 2:00 p.m. Call 434239-7744 or visit www.thecrownsterling.net.
Jamie said. “It’s very calm here.” But don’t mistake the upscale setting for a stuffy atmosphere; chargrilled burgers are being prepared in view of the dining room and patrons nearby are happily chatting with their server about how much they enjoyed their after lunch indulgences—classic Crown Sterling Wine Sauce Parfaits. After taking ownership in November 2012, the Braggs prioritized continuing the well-loved traditions of The Crown Sterling. But adding a lunch option was at the top of their list. “Lunch has done well from the beginning,” Missy said. “At least three days a week we have private parties.” To design their lunch menu, the Braggs collaborated with Chef Shawn Minnix—a Lynchburg native like Missy—and found ways to incorporate their signature dinner quality into an affordable midday meal. “Our burgers are 50% ground filet and ribeye,” Minnix said. “The quality of our steaks sets us apart because we get the best meat available.” And it certainly shows. The chargrilled Mushroom & Swiss Burger is topped with sautéed mushrooms and the first bite reveals a tender, flavor-packed
CLOCKWISE FROM TOP LEFT: The Mushroom & Swiss Burger, topped with sautéed mushrooms and Swiss cheese, paired with house made potato salad. The Crown Sterling Wine Sauce Parfait is the restaurant’s iconic dessert. The House Made Crab Cake sandwich paired with fresh cut fruit and broccoli.
APRIL/MAY 2015
LynchburgBusinessMag.com
13
LEGAL
EMPLOYER WELLNESS PROGRAMS:
LEGAL CONSIDERATIONS WHEN PERSUADING EMPLOYEES TO GET HEALTHY BY DAVID KN O E SPE L WI T H CO N T R I B UT I O N S F R O M J O H N FRANC I SCO
A
s health insurance costs continue rising, employers look increasingly to wellness programs to control employee health care costs. Given the practical challenges of convincing employees to improve their lifestyles and fix bad habits (e.g. diet, exercise, tobacco use), many employers incentivize employees to improve their health. While it seems simple—employees get healthy, employer saves money, employer gives employees a reward for saving the employer’s money—incentives crafted incorrectly may violate the law. Employers must be careful. THE HARD RETURN ON WELLNESS PROGRAMS Employer wellness programs can have a substantial, positive impact on the bottom line. For example, a Harvard Business Review article written several years ago, titled What’s the Hard Return on Employee Wellness Programs?, cites Johnson & Johnson executives who credit wellness programs for saving around $250 million in health care costs over a 10-year period. These executives estimated a $2.71 return for every $1 spent on wellness programs. Also, the Article referenced a study showing a $6 return in health care savings for each dollar spent on a cardiac-centered wellness program, with medical claim costs decreasing by $1,421 per participant compared to the previous year. With the possibility of meaningful savings, businesses of all sizes are exploring wellness programs.
DIFFERENT LAWS GOVERNING WELLNESS PROGRAMS Employers must consider the Patient Protection and Affordable Care Act (ACA) and Americans with Disabilities Act (ADA), among other laws, when designing wellness program incentives. The ACA (which amended the HIPAA nondiscrimination provisions) allows health-contingent wellness programs in group health plans. Health-contingent wellness programs reward or penalize wellness program participants based on achieving health-status benchmarks (e.g., quit smoking, reduce cholesterol, etc.). Specifically, the ACA allows employers to provide incentives to employees and dependents valued up to 30% of the total annual cost of employee-only health insurance coverage. Programs based on tobacco cessation/reduction may provide incentives up to 50% savings of the annual employee-only costs.
This incentive framework provides the employer with a mechanism to shift health care costs directly to the employee if the employer requires the employee to pay a “surcharge” or penalty for not meeting a particular health-status benchmark. By way of example, if Company A pays 60% of an employee’s annual premiums ($600 value) and the employee pays 40% ($400 value), then Company A may provide an incentive valued up to $300. This means Company A could theoretically (1) give the employee up to $300 for meeting a health-status benchmark or (2) require the employee to pay the employer up to $300 for failing to meeting a healthstatus benchmark. What seems like straightforward guidance under the ACA, however, becomes more complicated when viewed in conjunction with other laws like the ADA. These wellness program incentives allowed under the ACA (30% normal, 50% tobacco cessation) may violate the ADA under certain circumstances. Late last year, in EEOC v. Honeywell, No. 0:14-04517 (D.MN 2014), the Equal Opportunity Employment Commission (EEOC) filed suit against Honeywell, alleging its wellness program incentives violated the ADA. The ADA prohibits employers from “requiring” medical tests of employees under most circumstances (among many other things). Honeywell’s wellness program provided that employees submit to garden-variety medical tests (e.g. those designed to measure cholesterol, heart rate, blood pressure). The EEOC alleged Honeywell’s incentives in effect “coerced” or “required” employees to submit to “medical tests,” violating the ADA (despite reportedly being ACA-compliant). The EEOC’s lawsuit against Honeywell International is ongoing.
THE LESSON ON WELLNESS PROGRAM INCENTIVES The importance of meticulous and professional design with the assistance of experienced consultants and legal counsel cannot be overstated given the intense regulatory climate. Honeywell was the EEOC’s third lawsuit initiated against a private company in 2014 implicating the legality of certain wellness program incentives. These cases, including Honeywell, are only cautionary tales, not a reason to avoid wellness programs altogether. As health insurance costs continue to rise, wellness programs can help companies significantly reduce health care cost. Consequently, more and more companies should and will look to wellness programs. The lesson is simple. When designing a wellness program, remember the logic justifying its creation. A dollar invested in prevention now can save multiple dollars in avoiding future treatment. Likewise, investing in careful design now may save a company the fines and legal expenses often accompanying noncompliance. In addition to other regulatory and transactional issues, David, John and other attorneys at the firm provide advice to health care entities and employers on health care reform, data privacy, employee benefit plans, population health initiatives, and health insurance. For more information, visit www.ewlaw.com or call (434) 846-9000.
APRIL/MAY 2015
LynchburgBusinessMag.com
15
HUMAN RESOURCES organizations that may not be in compliance with issues related to possible discriminatory practices and incentives offered to employees. It is imperative all organizations ensure the wellness programs developed and implemented are not only in compliance with the applicable laws but are designed and provided in such a way as to be non-discriminatory and presented so employees do not mistake a program designed to be voluntary program as mandatory. In addition to EEOC oversight of wellness programs, organizations must clearly understand the impact of the Health Insurance Portability and Accountability Act (HIPAA). HIPAA legislation is primarily in place to provide a way for individuals to maintain health insurance as well as to protect privacy and confidentiality of their health-related information. The implications of HIPAA upon organizational wellness programs are extensive, and administrators must ensure their organizations’ wellness programs remain in compliance with applicable regulations and are not contradictory to the HIPAA expectations.
EMPLOYEE WELLNESS PROGRAMS: The Legislative Impact on HR Protocol BY CO LLE E N M CLAUG H LI N
W
WELLNESS PROGRAM GUIDELINES Participatory programs do not require an employee to meet a specific health-related standard such as a particular body-mass index (BMI) score. The programs are, however, permitted to offer employees rewards or reimbursements that are focused on health or fitness in general but not to be linked to a specific requirement of health or fitness. These rewards or reimbursements must be available to all employees whereas a health-contingent program requires employees meet a specific health-related standard. Healthcontingent programs are required to abide by the HIPAA revised regulations depending upon whether it is an outcome-based or activity-only program. The outcome-based programs will be designed to focus on specific, predetermined results in order to be eligible to receive an incentive or reward. Further, it is imperative a reasonable alternative be established, made available and communicated to employees who cannot meet the original outcome-based requirement. Examples of reasonable alternatives might be to provide coaching for health or cessation of tobacco use as well as to provide educational opportunities such as classes, webinars and so forth. Organizations are required to pay for the alternative programs for employee use. The activity-only programs simply hold an expectation that employees participate in or perform a particular activity to earn the incentive or reward. In this type of program, employees do not need to meet a particular goal but rather simply participate or complete the activity.
ith the increased costs of healthcare to both employers and employees, business leaders must find ways to mitigate any financial burden while positively impacting their KEYS TO SUCCESSFUL IMPLEMENTATION employees’ personal health and wellness. Today, over To avoid any violations of HIPAA regulations keep in mind the following: 50 percent of organizations are utilizing some form of a) all similarly situated employees must have access to the full reward, b) the employee wellness programs. Additionally, organizations size of the reward cannot exceed 30 percent of the total cost of the coverage (employee and employer costs combined) with 20 percent more to be applied are increasingly utilizing incentives as part of wellness for programs focused on cessation of tobacco use, c) the design of the program programs to encourage employees to obtain and maintain must be reasonable with regard to promoting wellness or preventing disease, and d) all employees who are eligible for the program must be given an good health. Incentives are proving to be a viable option opportunity to qualify for the incentive or reward at least one time per year. for organizations to increase employee participation The ADA mandates that employees’ medical information must be voluntarily retrieved for wellness programs and kept confidential and separate from in wellness programs; however, the programs must be personnel records. Further, the ADA recognizes that employees can voluntarily designed accurately to ensure organizations are not in participate in a wellness program when there is no penalty for participation. violation of any current legislation. In addition to the concerns above are those related to the GINA and the LEGISLATION’S IMPACT ON WELLNESS PROGRAMS Legislation to be aware of includes current Equal Employment Opportunity (EEO) guidelines, the Americans with Disabilities Act (ADA), the Genetic Information Non-discrimination Act (GINA), the Health Insurance Portability and Accountability Act (HIPAA), and, of course, the Patient Protection and Affordable Care Act (PPACA). The Equal Employment Opportunity Commission (EEOC) provides oversight of the EEO guidelines and is continuing to seek legal recourse against
PPACA. But recently proposed legislation may help to answer many of the questions business leaders have regarding properly implementing an effective wellness program. The “Preserving Employee Wellness Programs Act,” proposed March 2, 2015, may be the next step in assisting business leaders with providing these much-needed programs to assist their employees in improving their health and wellness. Colleen is an HR professional with 15 years of experience; she currently serves as a professor of business and as an HR consultant.
APRIL/MAY 2015
LynchburgBusinessMag.com
17
BUSINESS PROFILE
OVER
BUSINESS TEN YEARS
Hart Green has helped lead the company to new horizons in specialized healthcare solutions.
BENCHMARK SYSTEMS: STAYING ON THE “CUTTING EDGE” AS A HEALTHCARE SERVICE PROVIDER BY JAM ES EBRAHI M
A
t the Oscars there are awards presented for sound editing, video production, costumes and visual effects. These are vital parts of the movie, but most of the people who do these things go unknown because their faces are never seen. Healthcare has a similar behind-thescenes element, and Benchmark Systems is a main player in providing support. Benchmark offers a fully-integrated suite of electronic medical record
18
Lynchburg as the data processing manager. Computing was a whole different story at that point in time. “Just the hard-disk for putting all the records from the city of Lynchburg was a half-million dollars and that was half a gig,” Green said. The company began selling systems, but did not focus on the healthcare industry until the mid-1990s. There are two distinct systems at Benchmark. The first is the practice management side. This software allows doctors to enter and store their records electronically. Benchmark serves many different kinds of practices from dentists to podiatrists. “We have probably 20 or 25 specialties we have installed now. Internal surgeons, pediatrics—you name it. We modify the software,” Green said. “The system we use is very easily modified to fit the specialty.”
software that helps doctors not only keep records but process billing as
Benchmark uses vertical integration and tailors the software to fit the needs of
well. Roger Green started the company in 1978 after working for the city of
the healthcare provider.
LynchburgBusinessMag.com
APRIL/MAY 2015
BUSINESS PROFILE
“If you go in to see a gastroenterologist, they are going to be looking at different things than an ear, nose, and throat specialist,” said Bruce Blankinship, division manager at Benchmark. “So all these templates are designed so that in each system they are looking at, they are able to point and click and document.” This system documents the visit the same way a doctor would scribble on a chart. The second system that Benchmark utilizes is the billing side. Benchmark’s clearinghouse manages about a billion Business Founded: 1978 dollars in claims every year according to Business Location: Roger Green. “Probably a third or more 1112 Church Street, of our company is billing for medical Lynchburg, Va. practices. The medical practice will hire Number of employees: 81 our internal accountants to take care of Signs of growth: their bills,” Green said. Medical practices Expansion into new in more than 35 states ship their claims to markets of healthcare Benchmark, who sorts each claim and sends including the nation’s them out to the 1,500 to 2,000 insurance largest fertility clinic companies across the country. Over the years the software has been updated and information technology becomes more a part of everyday life. According to Green this has not made it any easier to sell software to doctors. “Generally they resist it across the board because it is introducing new technology, but they find ours as easy as any of them out there or easier,” Green said. “It is very intuitive and easy for a doctor to use. Once they get into it, you can’t take it away from them with a crowbar.”
AT A GLANCE
For 37 years Benchmark Systems has been providing medical practices with modified software tailored to the speciality using it. Software design is focused on simplifying the templates that are used for daily processes in medical offices.
Serving Virginia Since 1994
MICHAEL MAUPIN, Master Electrician • Specializing in Residential, Commercial & Industrial • Licensed & Insured • Family Owned & Operated
434.531.8459
www.maupinelectric.com
• Over 35 Years Experience • 24 Hr Emergency Service • Quality Work
Your Safety is Important to Us
APRIL/MAY 2015
LynchburgBusinessMag.com
19
BUSINESS PROFILE
Benchmark Systems is moving into more particular vertical markets. One of these verticals is fertility clinics. “We were chosen by the largest fertility clinic in the country to develop customized software for that type of clinic,” Green said. “So we did that, and we are looking to go after more fertility clinics.” Fertility clinics was not a market Benchmark would have seen in its early days. Federally Qualified Health Care practices are another vertical that
20
LynchburgBusinessMag.com
APRIL/MAY 2015
Benchmark Systems is interested in. “FQHC is something that the government began to define the requirements for, and it opened up a new and unique market,” Green said. “Obviously a big attraction of healthcare in general is going towards Obamacare and Medicare and Medicaid and all those factor into those efforts.” According to Green, Obamacare has not had much of an effect on the software side of Benchmark. “Obviously we will always have healthcare, so it hasn’t bothered us that much, but it has caused a lot of doctors to be more reserved,” Green said. It has slowed the process of moving doctors towards automating because of healthcare’s vague future. The software is not the only thing that Benchmark customizes for their customers, who range anywhere from a small practice to a system of 40 computers or more. “They can come to us just for their network, or they can come to us for their whole billing side,” Green said. This approach means customers can enjoy access to Benchmark’s entire suite of software but are not obligated. Customers also can purchase hardware from Benchmark Systems. As computers and information technology continue to change at lightning speed, Benchmark is constantly working to improve their software. “In the last 35 years we have been in business it has really come from the horse and buggy,” Green said. “We want to always be on the cutting edge.”
LEADING LADIES
LEADING LADIES JENNIFER A. BAILEY Occupation: Director of Possibilities at WebsiteWorkbox.com Hometown: Bakersfield, California
Share about the process of establishing your own business. WebsiteWorkbox.com offers high quality, custom web & marketing services for local organizations. That includes websites, SEO, PR and social media services. It is my dream career, and it’s an incredible feeling when I see a business grow because they had the right marketing and the right audience. That’s really what we exist for... to help businesses tell their story to the right audience. From my college dorm at LU I offered web marketing services to nonprofits, and that’s how it all began. When we grew large enough, my brother and I partnered up and his family joined me here in Virginia. I am fortunate to come from an entrepreneurial family.
What’s something all business owners should know about the value of marketing? I try to educate and guide organizations into the wide and confusing world of web. I offer workshops and coaching geared at informing decision makers about the choices they should be making in web marketing. Web marketing has been proven to work for large and small orgs, but you have to know where to spend your time and money. The one piece of advice I would give to every business owner is to ask each and every customer how they found you. You won’t know what is working unless you ask!
What are some ideals that you prioritize in business? Above all else I strive to follow through with what I say. If I say I will do it, I do it and strive to do it right. It is not just a priority but part of my model.
Have you experienced any challenges that are unique to women in business? As a female business owner, I have had many conversations with other ladies about our challenges and how to overcome them. I think the most common challenge we face is selling ourselves short. I am in business for a reason— because I have knowledge, and I am good at what I do. But when I got started it was a learning curve on having confidence in myself and in what I do.
There’s been ongoing debate among women in business and the definition of a “work-family” balance. What’s your philosophy on this subject? Let me first say that becoming a wife and mother have been the best things I’ve ever done in my life. Personally, it breaks my heart to leave my children. I have an amazing nanny, but that doesn’t take the sting away when I have to leave and I hear my 3 year old ask, “Are you coming back to me?” The fact is... when I am gone, I am not raising them. And that alone breaks my heart. My priorities don’t change day to day—in fact, they keep growing! I love my career. I wouldn’t trade it for a different job. But my children and family are and always will be my priority above all. With that said, a working “balance” is something that every working woman struggles with regularly. I am fortunate because I get to run my own ship, make my own hours. My clients know and understand that my family and my children come first—no matter what. I have turned clients down in the past because they wanted someone who was available to them whenever they wanted. I put my whole self into the things I do. My family, but my career too. I pour out my passion into my projects.
What do you appreciate about the Lynchburg business community? I love doing business with people here—there is such a huge drive locally for community and entrepreneurship. Business owners here are passionate about their projects.
What’s the best piece of advice you’ve ever received? Scott Belsky said that when you come up with an idea, you have to “ship” it. In other words, follow it through. So when I am faced with an obstacle, I try to remind myself to “keep shipping.”
What one piece of advice would you share with others? Don’t try to do it on your own—surround yourself with people who have experiences or who may be going through similar challenges.
What is your advice then for facing those challenges?
Catch Up with Jennifer…
Get out there and be in front of people. The more you talk about what you know, the more confidence you will have.
I offer a free class once a month called ‘Marketing & Media,’ we do topics on social media and web marketing. Checkout the RMA events calendar for upcoming workshops, or go to facebook.com/websiteworkbox. APRIL/MAY 2015
LynchburgBusinessMag.com
21
CELEBRATING OUR 40TH ANNIVERSARY Now open at 3719 Old Forest Road, our professional team continues bringing your family excellent dental care, utilizing the latest technology, to ensure confident, healthy smiles.
(434) 384-7611 Carrington Crawford, D.D.S. | Karen Kenny, D.D.S. | Brad Lentz, D.M.D. 3719 Old Forest Road | www.lynchburgdentist.com
Lynchburg Dental C E N T E R
Save the Date! June 20-27 4th Annual
Coming
Soon The Food Issue! May/June 2015
L L LIVING LYNCHBURG’S PREMIER LIFESTYLE & ENTERTAINMENT MAGAZINE
Our Region's Premier Restaurant Experience - Local & Unforgettable Benefiting Meals on Wheels
LYNCHB URG’S
LE PREMIE R LIFESTY
T & ENTERTAINMEN
LYNCHB URG’S
MAGAZ INE
LYNCHBURG
PREMIE R LIFESTY LE
LYNCHBURG
IVING /OCTOBER
BEST OF AWARDS SEPTEMBER
JANUARY/FEBRUARY 2015
2014
& ENTERTAINMEN T
IVING
Reader Rated List of Region’s Top Picks
Prix fixe menus designed to fit every budget while showcasing each participating restaurant’s most beloved flavors
LYRICAL GENIUSES
Be Rocking Out Why You Should Scene to the Local Music
VEGGIE VICTORY OUT IN | DECLARE FOR ALL OF US + WORKING S | FESTIVUS CRUNCHY MUNCHIE
and Friendship
SubScribe toDay 22
LynchburgBusinessMag.com
APRIL/MAY 2015
2014
CHRISTMA
S Local farmhouse A Hometown becomes a vintage haven for holiday décor Beauty Queen Getting to Know Locally Raised Miss Virginia
+ HIT THE SLOPES | CrIb Crazy! THE PrESIDENT’S CabIN | SPICE UP yOUr PLaTE
@lynchburgliving, #LRW2015, #lynchburgrestaurantweek
/DECEMBER
GIVING BACK AWARDS
AN OLD-FASHIONED
S
Toast to Life, Literature
Lynchburg Restaurant Week
NOVEMBER
Honoring the region’s outstanding nonprofits
The MARGAREADER
www.lynchburgrestaurantweek.com
MAGAZ INE
LYNCHBURG
+ HOLIDAY GIFT GUIDE LITTLE FREE | TEA TIME LIBRARIES | A COASTAL CHRISTMAS
every iSSue incLuDeS: Local Art & Artists • Entertainment gardening Tips • Home Tours Travel Destinations . . . and a newly expanded dining section featuring local chefs, farmers & much more!
Don’t miss any of the exciting things happening soon! Go to www.LynchburgLiving.com
HEALTHCARE
EMPLOYEE WELLNESS PROGRAMS:
How and Why You Need One BY ST E V E N E VAN S
H
ealthcare reform has brought in a new wave of requirements for large and small businesses alike to provide healthcare coverage for employees. These changes have led to a growing trend among business leaders to look for innovative ways to lower insurance costs and out-of-pocket expenses. With a greater emphasis on preventive care, employers are turning to employee wellness programs to engage workers at a higher risk for health scares. THE WHY: BENEFITS TO EMPLOYER AND EMPLOYEE An employer wellness program presents value for both the employer and employees. Employers can reduce claims on a yearly basis as well as lower indirect costs. A wellness program helps employees make better lifestyle decisions that can directly improve health risks. Fully insured employers are impacted more by the indirect costs of poor health, such as productivity, absenteeism and presenteeism. Studies show unscheduled absenteeism costs roughly $3,600 per year for each hourly worker and $2,650 each year for salaried employees. Incorporating a wellness program
increases attendance by decreasing some of the reasons for absenteeism. Many employers are unaware of how much money they are losing each year through indirect costs of poor health, which can be addressed through an employer wellness program. Self-insured employers assume the financial risk for providing healthcare benefits to its employees, meaning they pay each claim out of pocket. Selfinsuring employers can obtain detailed claims data on their employee populations, which allow them to identify the conditions that are driving up healthcare costs. This is a vital reason that self-insured employers should seriously consider a wellness program to address the conditions that directly increase the healthcare costs of the employer. Implementing programs that assist employees with physical and mental well-being shows the value an employer places on employees.
THE HOW: DESIGNING A PROGRAM THAT WORKS There are many types of wellness program, but the basic idea is to engage an employee population to improve overall health and wellness. Most successful programs begin with an identification stage that utilizes a series of screenings to identify the major risks of the population. Successful programs tailor the program around the risks of the population with a goal to improve the risk levels of the population. In many cases, incentives are used to get an employee population to participate in the program. Examples of incentives may be cash, paid time off, premium differentials, gas cards and other giveaways. Centra Panoramic designs wellness programs while also incorporating occupational health, mental health and health risk management strategies to assist employers in lowering healthcare costs. Centra Panoramic’s employer services are geared towards lowering the risks of employer groups. After risks are identified, programs are tailored to the specific risks of the employer group. Opportunities are made available to participating employees such as: addressing risks with a nurse practitioner, meeting with a wellness coach to develop healthy lifestyle habits, online disease management programs and much more. Centra Panoramic believes that through these wellness initiatives, employers will be able to see a decrease in indirect costs and an increase in the health and well-being of employer populations as well as decreased claims. Some employers utilize onsite clinic services to give their employees easy access to healthcare, which can often have the quickest impact in lowering costs. Prevention methods such as screenings and vaccinations can give individuals an opportunity to catch potential chronic conditions, injuries or unexpected illness from occurring, saving both the employer and employee money. A simple biometric screening can make an individual aware that they are at high risk of a condition such as heart disease or diabetes. If the risk is detected early enough, then suffering and additional costs can be avoided in the future. Something as simple as making flu shots available to employees can assist in keeping an employer population healthy throughout flu season, while decreasing absenteeism. There are many ways that prevention can save employers money in the long-run by taking the time to implement the proper strategies before costly mistakes occur. As healthcare changes across the nation, employers should look to wellness and prevention programs to increase workforce health and put a dent in insurance costs. Steven Evans is the sales manager for Centra Panoramic. For more information on employee wellness, contact Centra Panoramic at CentraPanoramic.com or 434-509-4971.
APRIL/MAY 2015
LynchburgBusinessMag.com
23
Local Strength...
$Billions in local loans since 1908 have helped build our community stronger in 2015.
nc C u s t o m B a n k i n g S i e 1 9 08
nc C u s t o m B a n k i n g S i e 1 9 08
434.369.3000 1stnatbk.com Lynchburg / Forest / Altavista / Rustburg / Amherst MeMber fdic
FINANCIAL
How Should You Respond to
I
HIGHER INTEREST RATES? BY JEF F BOYER, EDWARD JONES F I NANC I AL ADVI SOR
f the Federal Reserve (Fed) raises short-term interest rates this year, as many financial professionals predict, what will it mean to you? As a consumer, you might experience the “ripple” effects if long-term interest rates eventually follow suit, affecting mortgages and other loans. But as an investor, you might quickly feel the impact of a move by the Fed—especially if you own bonds. In fact, the value of your existing bonds might drop noticeably if interest rates were to rise. That’s because no one will give you full price for your lowerpaying bonds when new bonds are being issued at a higher interest rate. So if you want to sell your bonds, you might have to take a loss on them. Of course, if you were always planning to hold your bonds until maturity, you might not be overly concerned with falling prices. Assuming your bond issuers don’t default — and defaults are rare among “investment grade” bonds — you will continue collecting regular interest payments until your bonds mature, at which point they will be redeemed at full face value. Furthermore, just owning bonds can help you diversify your portfolio, which might otherwise be dominated by stocks and therefore be susceptible to big swings in value. (While diversification can help reduce the effects of volatility, it can’t guarantee a profit or protect against loss.) However, it’s still useful to be aware of the effects of rising interest rates on bonds of different maturities. Typically, when rates rise, long-term bonds
will fall in value more than short-term bonds. So if you only owned longterm bonds, your portfolio could take a bigger hit than if you owned both short- and long-term bonds. Again, this might not be a big issue if you intend to hold bonds until they mature — but if your plans change, a drop in value in your bond holdings could be cause for concern. Furthermore, if you just owned long-term bonds, your money would be tied up, thereby not allowing you to take advantage of newly issued, higher-paying bonds. You can help protect yourself against the potential negative effects of rising interest rates by incorporating a “fixed-income ladder” in your portfolio. You can build this ladder by purchasing fixed-income securities — such as corporate or municipal bonds — in various maturities. With your ladder in place, a portion of your portfolio matures at regular intervals. Consequently, you can benefit from any increase in interest rates by reinvesting your maturing bonds at the higher rate. And if interest rates should fall, you still have your longer-term bonds working for you. (Generally, longer-term vehicles pay higher rates than shorter-term ones.) Even if the Fed does raise short-term rates in 2015, it doesn’t necessarily signal the start of a trend. Interest rate movements are notoriously hard to predict — and you probably won’t help yourself by trying to “time” your investment decisions based on where rates may be heading. But techniques such as a fixed-income ladder can work for you in all interest rate environments. So as you think about how you’ll invest in bonds in the years ahead, keep this type of “all-weather” strategy in mind. It may be able to help you keep the “guesswork” to a minimum. This article was supplied by Edward Jones Financial for use by Jeff who has been a limited partner of EJI since 2006. Jeff received his CERTIFIED FINANCIAL PLANNER™, CFP® certification in 2014. He can be reached at 434.832.0445 or jeff.boyer@edwardjones.com.
APRIL/MAY 2015
LynchburgBusinessMag.com
25
FINANCIAL FEATURE
Program specialist Stephanie Keener leads a class session at Central Virginia Community College where the Small Business Development Center is based.
TIPS FOR SUCCESS:
Advice and local support available for small business owners BY M EG A N L . H O U S E
M
aking the leap to open a small business can be daunting at best and once the leap has been made, business owners can find the work overwhelming and never ending. Fortunately, local support is available in a variety of ways. Whether you’re in the planning stages or well into establishing your business, the Region 2000 Small Business Development Center (SBDC), located on Central Virginia’s Community College Campus, has resources available to assist your needs.
26
LynchburgBusinessMag.com
APRIL/MAY 2015
Stephanie Keener, programs specialist for the SBDC, stresses the importance of having a plan in place and taking the time to strategize.
“Everybody needs to have a business plan,” Keener said. “You need to go through that process because that’s going to help you with your planning, your budgeting and being able to expect the possibility for worse case scenarios, if it comes to that.” Keener also suggests knowing what resources are available to aid small businesses such as classes offered through the SBDC on business basics. Keener herself is an excellent resource as she works with local businesses and also stays abreast of state and federal resources and business regulations. In addition to having a thorough business plan and budget, Keener believes that business marketing is essential. “A lot of small business owners are a little bit confused about how to market, and the best way to market their business,” Keener said. “It can be really be a challenge.”
FINANCIAL FEATURE For this reason, the SBDC offers classes to help business owners learn marketing strategies. It is imperative that a business knows their customers and advertises accordingly. Keener also expressed the importance of having a website for your business. “It’s not a choice anymore,” she said. “It’s a necessity.” Social media is a valuable tool for small businesses since most advertising options are free or inexpensive. “Facebook and Twitter both have some really useful tools out there now for small businesses,” Kenner said. “Facebook in particular, once you start advertising with them, you can see all the demographics of all the folks who are on Facebook, which is most people now.” Social media offers the benefits of advertising and direct, instantaneous communication with customers. In addition to marketing and establishing a brand identity, establishing cash reserves are one of the primary issues small businesses face according to Penny Wallace, business development lender at Beacon Credit Union. “Throughout the year most businesses are seasonal or have peak terms and low terms, and it’s hard during the low times, or a bad economy, to have enough money to make it through,” Wallace said. During the times that business might be slow, companies often struggle if they do not have any reserve to cover costs, such as payroll, rent and facilities. “That’s when companies get into trouble,” Wallace said. Undoubtedly, there will be unexpected expenses, which is why a budget that allows for such expenses is necessary. “When owners start their business, [they] should realize that expenses are always going to be more than they budgeted,” Wallace said. Aside from
COMMUNITY CLASSES Region 2000 offers a variety of classes at several locations including Lynchburg, Bedford, Amherst, Altavista, Rustburg, Appomattox and Brookneal. For information about locations, times and registration, visit region2000sbdc.com/events or call (434) 832-7295. • Business Basics – focuses on owning your own business, basic accounting, tax information, obtaining permits and licenses, creating a business plan and basic marketing. Cost: $25 • Social Media Basics – teaches you about social media marketing, creating a website, and how to get set-up on social media sites. Cost: $20 • Social Media Marketing 2.0 – a continuation from Social Media Basics, this class will guide you through “Do’s and Don’ts” of social media, and equip you with tips for success. Cost: $20 APRIL/MAY 2015
LynchburgBusinessMag.com
27
FINANCIAL FEATURE
U.S. SMALL BUSINESS ADMINISTRATION Visit SBA.gov for various resources including: • Useful information about starting and managing a small business • Loan and grant information • Finance tools • Tax information • Useful tutorial videos
a cash reserve, she recommends that businesses obtain a credit card and have assets available that could be liquidated if necessary.
“Too many businesses are run by the skin of their teeth and come to the bank in an emergency,” Wallace said, thus she recommends that entrepreneurs take time to save before jumping all-in. “If you have a day job, don’t quit it,” Wallace said. “A lot of people quit their jobs…[but] sometimes that’s not the best way to do it.” She explained that start-up businesses can be “tricky” because when you approach a bank for a loan, they want to see documented history of your business’ success. Since Wallace’s husband started a small business 13 years ago, she has had first-hand experience with the process and also with the hardships that frequently accompany a new business. “When people present tax returns and numbers to me, I feel what these numbers mean,” she said. “It’s not just numbers on a page. I can understand them because that’s what we do at home.” Typically, it is easier for an existing small business to be issued a loan, since they have documentation of their business’ growth and success; however, that is not always the case. Wallace looks for several things when considering lending to a small business, such as financial information, how they are investing money, time in business, collateral and the owner’s personal credit.
$2.0B
Transactional Volume
www.thalhimer.com
17.8M
Square Feet Leased
15.2M
Lynchburg (434) 237 3384
Square Feet Sold
Roanoke (540) 767 3000
28
LynchburgBusinessMag.com
APRIL/MAY 2015
Although it may seem irrelevant as to whether or not the small business is worthy of a loan, personal credit reports do matter. “If one handles [personal credit] in a satisfactory matter, we deem them likely to handle their business’ debt the same way,” Wallace said. “If their personal credit is all messed up, then we take a harder look at the other pieces to the puzzle.” Finally, new business owners should make sure to have the appropriate licenses for opening up shop. Region 2000 SBDC “You can’t just go out and Central Virginia Community College start building houses,” Keener (434) 832-7295 www.region2000sbdc.com said. It is important to check with the city or county where Lynchburg Chamber you are starting your business, of Commerce as rules and regulations do differ (434) 845-5966 www.lynchburgchamber.org depending on the location and type of business. “We’re here to Bedford Area Chamber help you know what resources of Commerce exist out there,” Keener said of (540) 586-9401 the SBDC. www.bedfordareachamber.com
GET CONNECTED
Succeeding As a leading commercial real estate firm, we consistently deliver creative solutions that are tailored to the unique needs of every client. In 2014 our collaborative approach yielded over 2,100 lease and sale transactions totaling over $2 billion in transactional volume. We thank all of our clients for a successful 2014 and look forward to exceeding expectations throughout 2015!
REAL ESTATE
Changes In The World Of
REAL ESTATE LISTING SITES
I
BY DAN VOLLMER
n the world of real estate—specifically the world of real estate agents—there’s been a lot of talk lately about the recent merger of Zillow and Trulia. The two companies combined, and although they’ll still maintain their separate brands and identities, they are now under the umbrella of the newly formed Zillow Group. And there’s lots of industry chatter about Zillow Group’s split with ListHub, which is a listing aggregator. Basically, ListHub pulls listing data directly from each MLS (Multiple Listing Service) with whom they have agreements. Then it sends that data to third parties with whom they have agreements. ListHub is owned by Move (which also operates REALTOR.com, which itself was acquired by News Corp last year.) Confused yet? Don’t worry. From everything I’ve read, the functions and services of these sites will remain the same for consumers with one possible exception. Where is the listing data coming from? Whereas Zillow used to get their data from ListHub, who got it directly from the MLS, now Zillow has to go straight to the MLSs and get their feeds directly. It’s like if you decided to not get USA Today anymore and instead worked out arrangements with every reporter to send their columns directly to you…but there were over 800 reporters. So how does this impact you, the consumer? Ultimately, what you want is information—as much and as accurate as possible. I think Zillow and Trulia both do a fine job and fill a niche in the marke. Their goal is to meet the consumer demand for as much information as possible. But I can’t tell you how many times I’ve had clients or friends ask me about properties they’ve seen on either of those sites—or a number of others—that were no longer for sale. Or that were under contract. Or perhaps that hadn’t been listed for 2 years (or three!). And in one recent case, a home that was for sale was copied and pasted as a scam rental listing, seeking deposits for a property that wasn’t even for rent. So while these sites may excel in the volume of information, where they are sometimes lacking is in the accuracy. And I don’t know where that gap is, or if it is likely to go away any time soon. If the new source of the information is
the particular MLS, then the data should be more dependable. If it is sourced from another third party (like ListHub), then it is possible that inaccuracy could creep in. And if it is supplied manually by each individual agent or firm, there is likely to be even greater levels of inconsistency. So what should you, as a consumer, do? Here are a couple of suggestions: 1. Keep using all the sites you enjoy now. Do your research—I’ve never shied away from encouraging clients and customers to read up on the real estate market. Information is helpful, and there’s certainly no shortage of it, so go ahead. 2. When you do use these sites for specific home research— when you’re actually looking for a home to buy—double check the listing information with your local MLS—specifically the status and the current price. The data on your local MLS is up-to-the-minute, so if the price changed at 12:01, and you’re looking at 12:02, you’ll know. And if you don’t see it on the MLS anymore, then it is likely they either accepted a contract, or they took it off the market. 3. Filter all that information you’ve been gathering through a local market expert. Look, the truth is you can make a career out of just watching real estate related television shows, reading real estate blogs and articles, and memorizing every new listing (775 so far this year as of this writing). And I won’t tell you to stop. But I would suggest that you’ll need a professional to help you process that information into an actual understanding of the local market, and how it impacts you as a consumer in that market. Zillow and Trulia and ListHub and REALTOR.com and Rupert Murdoch will all be fine. But none of them are going to open a lockbox and show you that new listing on Peakland Place. They can give you the street view and the walk score and the public school ratings, but they won’t tell you that the difference between one block and the next is how much quieter it is or how the traffic impacts your enjoyment of the yard. So gather your information. Read and watch and listen and learn. But always double-check for accuracy, and rely on a local professional to help you apply the knowledge you’ve gained. Dan Vollmer is an Associate Broker at Re/Max 1st Olympic and member of the Virginia Association of REALTORS Board of Directors. Find him at www.danvollmer.com.
APRIL/MAY 2015
LynchburgBusinessMag.com
29
LEADERS of LYNCHBURG
30
LynchburgBusinessMag.com
APRIL/MAY 2015
LEADERS of LYNCHBURG
LEADERS OF LYNCHBURG PHOTOS PROVIDED BY THE LYNCHBURG EDA.
MARJETTE UPSHUR Occupation: Director, Lynchburg Office of Economic Development | Hometown: Lynchburg, Virginia
What are your goals for this year? A comprehensive economic development strategy in the 21st century has to be multi-faceted. We measure results by job creation, job retention, an increased tax base for the City of Lynchburg, economic sustainability, and an incredibly high quality of life for the citizens of Lynchburg. This year our efforts will be focused on moving the needle in each of these areas, celebrating the success of new and expanding businesses.
What brought you to this position, and how long have you been there? I’ve been the Director of the Office of Economic Development for 10 years. The field of economic development is so diverse and practitioners enter this work from nearly every walk of life. Before entering the public sector, I worked in the private sector in both the insurance and trust banking fields. I was working for a telecommunications company when I moved back to Lynchburg and the City was one of my clients.
What is your greatest challenge in this role? The world of economic development is changing. A strong education system, health, infrastructure and human development are equally important to compete to secure and retain business. I am proud that our economic development strategy has been to take a prudent yet progressive approach to new development opportunities, redevelopment of our historic city and investment in our community. A challenge facing all economic developers is to communicate this complexity and move the needle on diverse community needs.
What initiatives are you excited to see in 2015? Building bridges between local government and our anchor institutions to solve community problems and create the workforce of the future. Focusing our efforts to create an environment for a sustainable, vibrant economy and recruit and retain a 21st century workforce for Lynchburg’s businesses. The City of Lynchburg offers a full range of innovative programs that make us competitive to attract, expand and retain business as well as support a vibrant entrepreneurial ecosystem.
tirelessly to help the City grow. The Lynchburg Economic Development Authority, for example, is a group of seven appointed volunteers who work hard to retain, expand and grow our economy. Their selfless service is something I love about Lynchburg.
Last year your office partnered to launch the first INOV8 competition and awarded three $10,000 grants to local downtown businesses. What does the success of that program indicate for our region and future business development? Entrepreneurship has been a focus of this office since 2009, long before traditional economic development embraced this issue. The INOV8 program provided a perfect way to take a deeper dive to service the entrepreneurial community. The program was the brainchild of Anna Bentson, former executive director of Lynch’s Landing and now Assistant Director in our office. We knew that we needed to identify and seize opportunities to creatively leverage partnerships to support entrepreneurial activity in Lynchburg. The development of a focused business plan competition and sustainable support programs allowed our public sector partners, Lynch’s Landing and the Small Business Development Center, to facilitate entrepreneurial development and support, work with property owners, engage with media partners and develop stronger relationships. Drawing on lessons learned in other Main Street communities, including Marion and Staunton, we were able to both define our “carrot”—the business grant—and pair it with wraparound services that really engaged and helped the participating businesses. Our goal is to replicate this super successful program in other areas and sectors of the City.
What activities do you enjoy? Running, cycling and hiking are my way to physically be present in our City; [exercise] is also a creative and mindful outlet for me, a time when I am best able to see partnerships and possibilities. When I’m not running (or working), I also love to dance and knit. The Virginia Ten Miler starting line reminds me of Lynchburg. Our local runners are just like our City: inclusive, strong and caring. The parks, trails, rivers, mountains—they’re each a gift that we must preserve for the next generation to enjoy.
What are some of Lynchburg’s greatest assets?
Tell us about your history in Lynchburg and involvement in the local community:
I think that our public school system is one of our greatest community assets. The corporate community is committed and engaged. Our citizens have an extraordinary work ethic. There are countless volunteers who work
I’m from here. I was born in Virginia Baptist Hospital. I grew up here and my parents were both from here. My mother danced on the stage at the Academy of Music Theatre, and she was my best friend. Being from here and APRIL/MAY 2015
LynchburgBusinessMag.com
31
LEADERS of LYNCHBURG You serve on many councils and boards in our community; what leads you to join the ones you do? My service on boards and councils not only allows me to give back to the community but is also where we are able to make many connections that further economic development efforts for the City. Serving with members of the business community and fully understanding the needs of nonprofit organizations allows us to see connections and alignment that can move mountains. Our nonprofit partners play a vital role in creating a high quality of life—a critical element to growing Lynchburg’s economy.
What do you enjoy about Lynchburg? Local artists and cultural events are a big source of inspiration for me. This City’s history and architecture are also so interesting. We are hip and historic. With each redevelopment project, we write a new chapter and revitalize a piece of the past.
Upshur pauses for a quick group photo at the 2014 Annual meeting this past February.
doing this job gives me a unique perspective and makes this work incredibly meaningful. I have three incredible brothers, one who is an entrepreneur here in Lynchburg. I have three nieces, one great niece and a nephew who are a constant source of pride.
NOMINATIONS If you have someone to nominate as a leader in our community, send it to feedback@ lynchburgmag.com
What’s the best piece of advice you’ve ever received? Be you, bravely.
What one piece of advice would you share with others? Be the change you want to see in the world. It’s up to you.
Your Go-To For Ad Specialties 11 oz candlE
Golf Gift SEt
Your customers or employees will love this Onyx 11 ounce aromatherapy candle in a deluxe black gift box. #8355087
Includes 3 imprinted golf balls, 5 imprinted 2 3/4” tees, multitool featuring ballmarker, club brush, divot repair tool, knife, spike tightener. #7206761
WhiSkEy StonES Whiskey stones, non porous, odor and flavor free and FDA approved. Pricing is per set which includes 4 whiskey stones packed in a drawstring bag. #201380830
ExEcutivE MEMory Gift SEt Make your office complete with the Executive Memory Gift Set. This three piece set includes a USB flash drive in 1GB, executive business card case, and Oxford roller ball. #6903321
For more information and prices call 757-422-8979 Ext 105, email us at promos@vgnet.com or find us on the web at
www.vistaspecialties.espwebsite.com
32
LynchburgBusinessMag.com
APRIL/MAY 2015
WorldS BESt Pizza cuttEr™ Featuring an FDA approved removable plastic blade for easy washing, this top rack dishwasher safe cutter offers durable, sturdy, American made construction. #8254849
MARKETING
loss if the business owner ignores it and the market moves on to other providers. Two major elements of change in today’s market are how the younger consumers (Millennials) approach the market differently than past generations, and the effect of changing technologies from the Information Age. Wise entrepreneurs embrace change and seek profitable opportunities from shifting market demands.
STRATEGIES TO SURVIVE & THRIVE Through Purposeful Marketing
I
BY DR. KENDRICK BRUNSON
f everyone could satisfy his or her own needs, there would be no marketplace. Marketing opportunities exist when consumers perceive that parting with their money is worth the exchange for a solution that provides a higher value for them—saves time, is a better solution, improves social status, etc. The marketing mission is to proactively locate a perceived need and fill it with an affordable solution of value and quality that is conveniently available for those who will ultimately purchase it. For small businesses, the traditional limitations are geographical, serving the local base, although the Internet can remove those limitations for some. Maslow (1943) identified five categories of human needs to be satisfied: Physical, Safety, Social, Esteem, and Self-Actualization (realizing one’s full potential). Businesses that serve the needs requiring the most frequent purchases tend to require the fewer number of loyal customers to survive. The following are a few key marketing strategies for organizations to survive and thrive in no particular order: 1. Monitor & Respond to the Changing Market. Change is a constant ingredient in business. It can be a source of progress if the business owner embraces it and creates new solutions based on it or a source of
2. Aim Small—Miss Small. No business can provide all solutions to all consumers. In identifying the consumers that should be targeted for one’s business, the key is to determine where the natural attraction would occur between targeted consumers’ perceived needs and the solution forms provided by the business. If the business has achieved relative success, the owner should analyze why the most loyal customers prefer his/her business instead of the competitors. 3. Remain Relevant. Once loyal customers are identified, remain informed about their changing needs, wants, and desires, especially as they move through the stages of life. Regularly seek others who could benefit from the solutions offered by the business starting with who the loyal customers know—this is the essence of networking’s value. 4. Differentiate with Service. One of the natural advantages of being small and local is that the level of service has the potential to be more personal, a trait desired by most consumers as demonstrated by the mega franchise, Chick-fil-A. Being treated with dignity and respect has value in the marketplace. 5. Control Costs. Another natural advantage of being small is the potential for lower overhead costs. If a local small business can provide a satisfactory inventory of valued solutions at an affordable price with convenient access from a cost structure that allows profitability, it can survive and thrive. 6. Build Community. The more the small, local business becomes a community of loyal customers, the less chance competitors can steal them. The sense of belonging to something worthwhile with others of similar tastes and values should not be undervalued. Develop a loyalty reward program for the business’ community. 7. TOMA. Top-Of-the-Mind-Awareness is key to promotional strategies. Whenever consumers are wondering which business to visit to satisfy the current identified need, the decision should be your business. This happens more often when a relevant advertising message to one’s perceived needs is frequently presented in media where the targeted customers go for their news, entertainment, and social connections. Footnote: Maslow, A. H. (1943). “A theory of human motivation,” Psychological Review, 50, pp. 370-396. Dr. Brunson is on the faculty of the Liberty University School of Business and teaches marketing courses in the undergraduate and graduate programs. Brunson retired from GTE/Verizon in 2003 as Marketing Manager for major business accounts in the Southeast.
APRIL/MAY 2015
LynchburgBusinessMag.com
33
SMALL BUSINESSES On the Rise
SMALL
BUSINESSES
On the Rise WITH REPORTING FROM SUZANNE RAMSEY, DREW MENARD, JENNIFER REDMOND, MARCELO QUARANTOTTO AND MELISSA SKINNER.
V 34
ision and tenacity. If you spend a few
commitment to see them realized. Some of these
minutes reading through these business
names will be familiar to you and some will be new.
profiles, We think you’ll see those two
Regardless, we hope you’ll gain a sense of inspiration
qualities emerge again and again. Each of the
and even some measured optimism from their
businesses selected have set audacious goals
progress. As they grow, so does our community
and demonstrated the strength of purpose and
and the opportunities that lay before all of us.
LynchburgBusinessMag.com
APRIL/MAY 2015
SMALL BUSINESSES On the Rise
SHARPTOP COMPANY The Merger
Valentine’s Day marked the inauguration of SharpTop Company—a merger of Carrot Creates, a creative marketing firm, and its sister company, SharpTop Software. This combination pools resources not only to create websites, apps and software, but to market them, understand how to get clientele to respond to them and, ultimately, provide a holistic strategic approach. The merger may seem like an arranged marriage—considering SharpTop’s President and Founder, Dustin Slightham, started Carrot Creates before helping found the software company with Tony Erskine, the new company’s CEO and Founder—but a “dating period” was required before Slightham decided to reposition, and rebrand, his company. The software company was initially started to take on some software development requests that Carrot Creates was not equipped to tackle. The two companies operated in the same space, collaborating on some projects. As Slightham realized how well SharpTop Software’s team fit into the work culture of Carrot Creates, making the relationship “official,” in business terms, just made sense. But knowing how strong the chemistry was between the two entities was important because the work culture at Carrot, and now SharpTop, is very important to its success. Rather than simply “work at” the company, Slightham wants his employees to feel a sense of ownership for their specialty. He boasts on the quality of the talent staffing the office—from software developers to website designers to PR experts— and wants each individual to know they are valued. “We want people to take ownership over their responsibilities and to act in that manner,” Slightham said. Through option pools, the company allows employees to literally become owners by acquiring equity. But on top of that, there is a culture of respect, camaraderie and friendship— of family. “As we experience rapid growth, maintaining that culture is going to be probably the single most important thing for our business,” Slightham said. “We know that if people are happy coming to work, and really enjoy what they do, and are aligned with what they are passionate about and what their skillset is, then it is really not work at the end of the day.” It may seem odd that the younger company’s brand was adopted, but Slightham noted it eliminated a potential trademark issue. Plus, the name is symbolic of not only the community—named after the iconic nearby peak—but the company’s mission to elevate the community.
AT A GLANCE Business founded in: Carrot Creates-2012; SharpTop Software-2014 Business location: 1023 Commerce Street, Lynchburg, Va. Number of employees: 15 Signs of growth: Grew 357 percent YOY from 20132014; Q1 of 2015 is already two times greater than the total revenue of 2014
One of the most tangible ways that SharpTop seeks to grow the community is through mentorship. To help battle the poverty problem in Lynchburg, Slightham and Erskine want to teach young people skills that will be valuable anywhere they go. The company has already done this through some pilot programs and is working with local colleges, the Economic Development Authority and local government to create programs where middle and high school students could earn college credit while gaining experience. Slightham—noting that many people graduate from college only to discover they do not like the professional application of their chosen vocation—said this could also help expose students to fields they are interested in. For more information visit www.SharpTop.com. –D.M.
APRIL/MAY 2015
LynchburgBusinessMag.com
35
SMALL BUSINESSES On the Rise
KNAPSACK CREATIVE
Where Quality and Customer Service Trump Expansion If WordPress is the Windows of content management systems, Squarespace is most definitely the Apple. (Did you catch that Super Bowl commercial featuring Jeff Bridge’s spoken-word record, Sleeping Tapes?) All the tools needed to build a web site are native to the Squarespace platform, which is easy to use and looks beautiful when wielded by local web design and branding firm Knapsack Creative. Now operating out of a downtown Lynchburg office, Knapsack began in the basement of its founder and creative director, Benjamin Manley, in 2012. He was able to go full time a year later and has since grown the one-man-operation to a four-person, award-winning team. “I wanted to create an environment where everyone could do the best work they’ve ever done,” said Manley, 28, commenting on the company’s dedication to high-quality products and customer service. Among their most innovative services is their Daypack. For a flat fee, clients can sit down with a member of the Knapsack team and work one-on-one (online or in person) to have their site created in one business day. Squarespace itself has recognized the quality work Knapsack is doing and now lists the company as a recommended specialist. The endorsement resulted in a “large, constant influx” of new business. But even more than quality work and customer service, Manley focuses on cultivating a great employee experience and credits this with a large part of the company’s success. Part of that success is finding people who share the company values, “take ownership and actively look for ways to improve the company,” and matching those people to the work they love. The other part is prioritizing employee interaction and fun such as walks or bike rides on nearby trails. On Fridays, they turn off the phones and stay away from client emails. Instead, they focus on internal projects and development. Although the team is small, it’s unlikely they’ll ever grow to more than 10 staff members. Getting “bigger” just isn’t a priority for Knapsack, as they prefer the flexibility of a small footprint (which allows greater focus on quality customer care). “In our industry, amazing things can be done with just a few people,” Manley said. More information at www.knapsackcreative.com and daypack.cc. –M.Q.
ENDSTATION THEATRE COMPANY The Innovative Creatives
With a mission to strengthen the community through theatrical exploration of its people, its landscape and its history, Endstation Theatre Company recently opened a new office location in downtown Lynchburg. Managing Director Katie Cassidy said the company has experienced tremendous growth this year and their office location is only one sign of their upward gains. For instance, ticket sales increased by 36 percent last summer, and the theatre company was one of three finalists in the INOV8
36
LynchburgBusinessMag.com
APRIL/MAY 2015
AT A GLANCE Business founded in: 2012 Business location: 1314 Jefferson St., Lynchburg, Va. Number of employees: 4 Signs of growth: Recommended specialist by Squarespace, a web development platform used world-wide
program, which required that they submit a full business plan, take classes on topics such as business management and interview with a panel of business representatives. As a result, Cassidy said, “Endstation received an INOV8 grant of $10,000 from Lynch’s Landing and a $25,000 grant in redevelopment funds from the Lynchburg Economic Development Authority to support the opening of its new office.” At the new location, the company will house daily operations as well as offer a small public play reading space where they can produce public readings of new plays in development. Founded in 2006 in Amherst, Va., by Florida State University School of Theatre MFA graduates, Geoffrey Kershner and Krista Franco, Endstation brings high quality, professional theatrical productions to Central Virginia at an affordable price and does so by reinventing their model and constantly seeking innovative approaches to theatre production.
SMALL BUSINESSES On the Rise
THE WHITE HART CAFE & BLACKWATER COFFEE CO. The Righteous Roasters
Roasting right within The White Hart Cafe is Blackwater Coffee Company, providing fresh “Joe” to the Hill City. The company also operates a retail space and coffee shop inside the River Ridge Mall and will soon open a drive-through coffee shop in a nearby county. There are plans for a possible fourth location this year with a long-term goal to grow the company throughout Central Virginia. Owner Abe Loper explained that quality is of the upmost importance. To maintain that no more than five pounds of beans are roasted at a time, and Blackwater roasters manually adjust the heat throughout the process. “Our roasters are artists,” Loper said. “(They) use a very specific roasting method that differs based on the origin of the coffee.” Blackwater Coffee has an intentional approach to its customer, community and employee relations. It builds relationships through giving and working with other local businesses. The company donates items for dozens of local charity events. It works closely with places like Lynch’s Landing, Phantastic Books and provides discounted roasted beans to some local businesses and places of worship. While focusing outward, Blackwater Coffee also seeks to have strong relations internally as well.
Unlike some service industry jobs, employees at Loper’s cafes are provided with a level of ownership in the company. Loper even allows for creativity in exploring new menu options. “We believe that if you are willing to hire someone, you have to be willing to trust them,” Loper said. “When people feel equal and appreciated, they have no reason to start drama in the workplace.” Blackwater Coffee’s work culture is one of respect. Employees serve each other as they do customers. No employees are paid server’s wages, even though they earn tips, and they are guaranteed incremental raises as long as they stay with the company. Loper also offers to help employees with their career goals—he will even write a letter of recommendation if a staff member is seeking a management position at another coffee shop. Due to Loper’s commitment to improving employee relations and respecting each person’s ability and aspirations, the company has a turnover rate far below the industry average. More information at www.thewhitehartcoffee.com. –D.M.
This summer Endstation will be presenting “Ring
AT A GLANCE Business founded in: 2013 Business locations: The White Hart, Main Street, and Blackwater Coffee Co., River Ridge Mall, Lynchburg, Va.
Number of employees: 27 (counting both locations)
Signs of growth: Average monthly gross sales up by nearly 100% over the last 18 months; invitations to expand outside the region; donations of coffee and gift cards to nonprofits for silent auctions and raffles.
projection design in the Warehouse Theatre. Based on
AT A GLANCE
Johnny Cash’s life, the production will be something
Business founded in: 2003
of Fire,” a musical that will include a three-to-four
never done before in a Lynchburg musical. Last summer, the company broke into new territory with the production of a show at the Old City Cemetery, and this summer they will have shows at the Warehouse Theater in the Fine Arts Academy and the newly renovated theater in Parks and Recreation’s Miller Center. During the summer, the theatre hires upwards of 40 artists from all around the nation to direct, design, act and write. They also have an apprentice program that brings in close to 20 young professionals who are looking for training in their respective fields. “Endstation will continue to expand with our move into Lynchburg, and we will continue to produce work of the highest quality for the community to enjoy,” Cassidy said. More information at www.endstationtheatre.org. –M.S.
Business location: 1101 Jefferson St., Lynchburg, Va. Number of employees: 3 plus upwards of 30-50 depending on summer production needs Signs of growth: Ticket sales up by 36%; established an office location; finalist in the INOV8 2014 competition and awarded grant funding
APRIL/MAY 2015
LynchburgBusinessMag.com
37
SMALL BUSINESSES On the Rise
OXIDE POTTERY The Industrious Crafters When you consider their body of work, it’s astounding that just three people started it all. But that’s the reality at Oxide Pottery, where three dedicated potters converted their passion for handcrafted goods into a profitable business model. Founded in November 2009 by Chatham Monk, Justin Rice and Joe Monk, Oxide Pottery has been rapidly expanding every year. “Oxide has been growing strong,” Chatham said. “In 2011, we introduced a wholesale line, which we promote at several national trade shows. The demand for this line has increased each year following the initial unveiling.” Additionally, the Oxide brand is now carried in 28 states by more than 40 different galleries. Last autumn, Oxide Pottery was one of three finalists in the INOV8 program. To participate, they were required to submit a detailed business plan, take classes on topics such as business management and be interviewed by business representatives from the community. As a finalist, Oxide was awarded a grant totaled at $10,000, allowing them the capital to further develop their wholesale line. Chatham said Oxide works to serve as both a manufacturer and retail supplier for the handmade goods they produce. “Our studio is located in the back of our location and offers us one-onone contact with customers in the front shop as the work is being produced,” she said. All of the pottery sold at Oxide is made in the on-site studio and is dishwasher and microwave safe, thus allowing customers the option of incorporating handcrafted, unique pieces into their daily lives. Oxide sells a vast array of functional and beautiful pieces including mugs, bowls, vases, housewares, plates and wall art.
AT A GLANCE Business Founded: 2009 Business Location: 1337 Main Street, Lynchburg, Va. Number of Employees: 3 Signs of Growth: Wholesale line carried in 28 states and move than 40 galleries; finalist in the INOV8 2014 competition and awarded grant funding
Chatham explained that Oxide also carries handcrafted items made by artists from across the United States. “We personally know all of the makers represented in the shop, and we are proud to promote the highest quality of American craft,” Chatham said. More information at www.oxidepottery.com. – M.S.
CAO ARTISAN CHOCOLATES A “Pure” Success Story
Offering an American craft chocolate factory and a European style chocolate lounge, CAO Artisan Chocolates offers guests a vast array of truffles, pastries and delectable drinks. In the heart of Downtown Lynchburg, CAO was founded by Carl and Mary Matice in August of 2012, and they have grown to now have 10 employees. CAO was one of three finalists in the INOV8 program, which occurred in the fall of 2014. Participation required that they submit a full business plan, take classes on topics such as business management and interview with a panel of business representatives. 38
LynchburgBusinessMag.com
APRIL/MAY 2015
SMALL BUSINESSES On the Rise As a finalist, CAO’s grant award totaled $10,000, allowing them the capital to develop new professional packaging for their chocolates and paving the way to selling their chocolate in other stores around the country. Their recent growth has also led to their selection as a 2014 success story for the Region 2000 Small Business Development Center (SBDC); according to Stephanie Keener, director of the SBDC, CAO represents the best of the entrepreneurial spirit in this community. But for Carl Matice, it all hinges on the chocolate. The quality of his product is of the utmost importance and only the finest quality cacao beans are imported before they are carefully roasted and ground into single-origin chocolates. “Our chocolate begins with the cacao [that] makes up less than 10 percent of the world’s market of cacao,” Matice said. “These varieties have natural flavor profile without the characteristic bitterness of low-grade cacao.” Matice said the company is committed to keeping the ingredients pure with minimal processing. “We source ingredients that are organic, hormone-free and in raw or whole forms. We use whole fruits, real nuts, hand scraped vanilla beans, real herbs and only pure extracts, and we never use artificial flavors or chemicals,” he said. Matice feels privileged on a daily basis to share his intense chocolate passion with others. “People from all over the region come in and tell us how much they love our chocolates. We love knowing that our chocolates are being enjoyed, and we love being able to build a business around what we love to do,” he said. The company is also actively involved with the Lynchburg community. A portion of every sale goes to helping local children. “Our commitment to the community means we seek local ingredients from farmers, and we host events to collaborate with other businesses in the area. We see community as a way to grow our business and impact the world,” Matice said. More information at www.caoartisanchocolates.com. - M.S.
AT A GLANCE Business founded in: 2012 Business location: 908 Main Street, Lynchburg, Va. Number of employees: 10 Signs of growth: New packaging for product development allows for corporate clients and sales in additional locations; finalist in the INOV8 2014 competition and awarded grant funding
Lynchburg Business Magazine Ad_EdD_Layout 1 3/24/14 11:09 AM Page 1
Lynchburg College Explore the Lynchburg College EdD in Leadership Studies Program Now accepting applications for Summer 2015 cohort Program Information • Interdisciplinary education experience • Three-year cohort program with prerequisites • Master’s degree required • Courses offered evenings and summer
Learn to Lead Preparing Leaders for Today and Tomorrow
www.lynchburg.edu/eddls
Additional information Dr. Roger Jones, program director, jones@lynchburg.edu; or Graduate Studies Office, 434.544.8383 Lynchburg College is accredited by the Southern Association of Colleges and Schools Commission on Colleges to award baccalaureate, master’s, and doctoral degrees. People with questions about the accreditation of Lynchburg College can contact the Commission on Colleges at 1866 Southern Lane, Decatur, Georgia 30033-4097 or 404.679.4500, or by going to www.sacscoc.org. All other inquiries about the College should be directed to Lynchburg College, 1501 Lakeside Drive, Lynchburg, Virginia 24501-3133 or 434.544.8100, not the Commission. Lynchburg College received initial accreditation from the Southern Association of Colleges and Schools in 1927.
APRIL/MAY 2015
LynchburgBusinessMag.com
39
SMALL BUSINESSES On the Rise
INTEGRATED TECHNOLOGY GROUP High-Tech Work, Old School Values
When Paul Meadows founded Distribution IT Services in 2008—the business that would evolve into what’s now called Integrated Technology Group—he wanted his new, high-tech company to have old school values. “I felt I could fill a need in the Central Virginia market for an IT company that was founded on old business principles—integrity, honesty and trust— which [are] vital to our industry,” Meadows, ITG’s president and CEO, said. “Businesses give IT companies access to everything they have in order for the IT company to adequately support their needs. Most businesses store, transfer and input their most critical information electronically. If the client doesn’t feel a sense of trust and partnership in the relationship, then neither party can succeed.” ITG has what Meadows described as “five core competencies,” including IT Products and Services, IP Telephony, Security and Access Control, Building Automation and Structured Cabling. Most of their work is done business-tobusiness, although they also have residential clients. With so much to offer, Meadows sees ITG as a one-stop shop of sorts. “Our ‘secret sauce’ is not what we do, but how we do it,” he said. “Many of our competitors do any one, two or even three of the things [we do], but they don’t do all of what we do. This allows our small/medium business clients to know that when they work with ITG, they are getting systems that were designed to work together. “Furthermore, when the customer wants to add or change their systems, they have the benefit of only having to work with one vendor, which makes life easier for already over-tasked small/medium business owners and managers.” While he acknowledged growth is important, Meadows said he and his partners recently switched gears a bit. “About six months ago, we decided to shift our focus to becoming the absolute best at what we do,” he said, “knowing that when we accomplish that, the growth takes care of itself as a result of being the best.” More information at www.itgroupva.com. - S.R.
THE CITY OF LYNCHBURG WHERE PEOPLE AND BUSINESS PROSPER
A HEALTHY BUSINESS IS A GROWING BUSINESS Discover how the Office of Economic Development can help you succeed through business incentives, grants and loan opportunities.
Book a consultation today at www.OpportunityLynchburg.com 40
LynchburgBusinessMag.com
APRIL/MAY 2015
AT A GLANCE Business founded in: 2012 (started as Distributed IT Services in 2008) Business location: 1047 Vista Park Drive, Forest, Va. Number of employees: 18 Signs of growth: Recently acquired Lynchburg Computing Technologies and soon plans to hire two more employees.
SMALL BUSINESSES On the Rise
STONE BLUE AIRLINES
Bringing You a Bird’s Eye View It’s probably a safe assumption that all boys, at one time or another, love airplanes. Such was the case for Jeremiah Guelzo, owner of Stone Blue Airlines, a Lynchburg-based company that aims to be a one-stop shop for hobbyists and others interested in flying remote control aircraft. In his younger years, Guelzo toyed with the idea of joining the Air Force and flying planes, but, as he puts it, “things went in a different direction.” That direction was photography and video production, and eventually his own company, Stone Blue Productions. Still, the urge to fly tugged at Guelzo, so he taught himself to fly remote control airplanes and for 15 years he enjoyed an interesting hobby. That led to doing online product reviews and, in the fall of 2014, founding Stone Blue Airlines and his online shop The Hangar. In no time, Stone Blue was selling and shipping products to customers all over the world. “I thought about building a site that can meet the demand of these guys in the hobby world that are looking for a site that sells everything,” he said. Stone Blue Airlines, which promises “FPV Made Simple,” specializes in providing everything needed to build and fly first-person view, or FPV, aircraft. Matt Reynolds is the primary builder, described by Guelzo as his “right hand man.” With experience gained working at NASA, Reynolds handcrafts machines to meet client’s exact specifications. With FPVs, the operator flies the aircraft just like the pilot of an actual plane or helicopter would, thus the company’s motto: “Seeing the World from Our Point of View.” “The general reaction from people new to this is total surprise,” Guelzo said. “They are thrilled to discover the possibilities and what they are able to see.” For those new to FPV, Guelzo and his team work hard to “bring together both sides—the product and the education; we fully educate those who use our products.” He added, “We want people to understand the safety precautions and know how to use everything correctly.” Guelzo’s products are not only aimed at hobbyists. Farmers can use vehicles to survey crops, he said, and law enforcement officers have used them to find missing people. Guelzo also recently talked with companies about using the technology in the mining and oil industries. “It’s not about spying on people,” Guelzo said. “It’s a very fast-growing hobby and commercial segment as well that has many, many possibilities.” More information at www.stoneblueairlines.com. - S.R.
AT A GLANCE Business founded in: 2012 (website in 2014) Business location: Online, www.stoneblueairlines.com Number of employees: Four Signs of growth: More than 1,000 shipments made since The Hangar launched last fall. In 2015, Guelzo expects to see “100-percent growth, minimum.”
APRIL/MAY 2015
LynchburgBusinessMag.com
41
SMALL BUSINESSES On the Rise
BLUE RIDGE OPTICS Traveling from Bedford to Mars
Though it is less than a decade old, Blue Ridge Optics is becoming an industry leader with a reputation for the highest power thin film coatings, a specialization that is constantly being developed. The company also supplies advanced optics to laboratories, defense companies, universities, research institutions and medical laser manufacturers all over the country. Its optics have been to Mars, generated the highest laser outputs on record and been used in America’s most sophisticated defense systems. “Because we’ve developed the capabilities to produce small, fast, light and high power optics, the laser market has opened up for us in ways we are only now beginning to see,” General Manager Justin Siehien said. “Over the past few years, the industry has taken notice to our ability to produce such optics, while offering a customer service experience unparalleled in the industry.” Though its client base is international, Blue Ridge Optics is very much a part of the community and was tabbed as the Region 2000 Technology Company of the Year. Walter Siehien’s vision in founding Blue Ridge Optics was for it to be the premier thin film coating company. In its first year of business the company managed to make a profit and has seen 10-20 percent growth in each of its first eight years of operation. In that time, it has grown from two to 27 employees.
Justin Siehien said Blue Ridge Optics manages its growth through a guided three-year plan that focuses on industry trends, as well as resource and technology development. The owners have chosen to re-invest a majority of the earnings back into the company, intentionally focusing on controlling cost, increasing market share through capability development and diversifying through new product development. At its core, Justin Siehien explained, the company is a family business, and though it is on the cutting-edge of some of the most advanced technologies, Blue Ridge Optics focuses on maintaining that family-like atmosphere within the workplace. More information at www. blueridgeoptics.com. –D.M.
AT A GLANCE Business founded in: 2006 Business location: 118 Center Street, Bedford, Va. Number of employees: 27 Signs of growth: 2014 Technology Company of the Year by Region 2000 Technology Council. Significant surges in customer retention, competing in new markets and increasing sales and bookings from 2014-2015 YTD.
ADVANCED MANUFACTURING TECHNOLOGY INC. Turning Dreams into Realities
Advanced Manufacturing Technology Inc. started out making high-tech items for the telecom market. That makes sense, considering the company was founded by a handful of former Ericsson employees. “A small team of former Ericsson engineers and technologists joined me,” Larry Hatch, AMTI’s president and CEO, said, “doing what we enjoyed doing the most, which was taking new technologies and design concepts from design labs around the world, industrializing the product—work[ing] with the design
42
LynchburgBusinessMag.com
APRIL/MAY 2015
SMALL BUSINESSES On the Rise teams to make the product manufacturable in a commercial sense— and then manufacturing the product on their behalf.” Over time, the business expanded to include clients in five markets: defense, homeland security, energy, telecom and commercial/industrial. About 90 percent of AMTI’s work involves either contract manufacturing or helping a client make their idea or invention a reality. “A client comes to us and has a really good idea,” Hatch said. “They’ve taken ... the first step: proving to themselves that it could work. Then, they come to us and say, ‘I would like to get this thing designed in a fashion that’s commercially manufacturable,’ and we would assist with that part of it and then offer them our manufacturing services.” AMTI is not only developing products for customers, they’re also helping create the next generation of engineers and high-tech workers. The company has formed partnerships with area schools and universities, providing internships and supporting STEM—Science, Technology, Engineering and Math—initiatives. Hatch believes the growth of all of the area’s high-tech companies depends on this. “We need to focus on STEM initiatives with the young folks,” Hatch said, adding that AMTI and other tech companies need to work with area colleges to “drive as many people into their engineering and technical curricula as we can, and hopefully, these folks will stay in the area and work for us. “If there’s an initiative that this community needs to really wrap its head around, that would be it.” More information at www.advmanufacturing.com. - S.R.
AT A GLANCE Business founded in: 2003 Business locations: 28 Millrace Dr., Lynchburg, Va. (headquarters) and Beltsville, Md. Number of employees: 90 Signs of growth: New clients are currently being developed in the medicalelectronics arena
APRIL/MAY 2015
LynchburgBusinessMag.com
43
SMALL BUSINESSES On the Rise
NANOSEPTIC SURFACES The Ultimate Germ Killers
NanoSeptic Surfaces makes what co-founder Mark Sisson describes as “the world’s first self-cleaning NanoSeptic products.” To simplify, NanoSeptic kills germs. It does it without chemicals, heavy metals or poisons, and it keeps doing it, over and over. Where? Virtually everywhere. “They come in a couple of different varieties, including peel-and-stick skins for doors and other high-traffic touch points, and portable surfaces, such as travel mats, for use on hotel vanities and airplane tray tables,” Sisson said. NanoSeptic makes snack mats, for daycares or the home, and counter mats for public areas, such as doctors’ offices. New products include a large mat that could, for example, be used to keep a purse, briefcase or other bag from spreading germs on a kitchen counter. “We also just finished producing our first batch of reusable NanoSeptic tissue box covers which, in hindsight, was a no-brainer,” Sisson said. NanoSeptic is currently in the final stage of a three-stage application process for a $2-million grant from the Virginia Tobacco Indemnification and Community Revitalization Commission. The grant would help fund a dedicated facility in New London, hire 10 to 15 new employees and improve the company’s manufacturing capabilities. Sisson expects a final decision sometime this spring. Funds would also enable NanoSeptic to pursue registration with the Environmental Protection Agency, which would allow the company to make claims about the health benefits of its products. “This is an extremely expensive initiative, but one that would allow NanoSeptic surface to be the only new antimicrobial active ingredient of its kind,” Sisson said. “If we’re successful, NanoSeptic would be the industry standard term for continuously self-cleaning surfaces.” And NanoSeptic does it all, from product development to manufacturing to marketing, with four employees. “There are so many exciting things we’re working on,” Sisson said. “It’s really amazing what we’re doing right now with only four people.” More information at www.nanoseptic.com. - S.R.
Surveying Surveying
Civil Engineering Civil Engineering
Environmental Environmental
AT A GLANCE Business founded in: 2012 Business location: Center for Advanced Engineering and Research, 1173 Research Way, Forest, Va. Number of employees: 4 Signs of growth: Products can be spotted throughout Central Virginia and beyond. To date, more than $500,000 in private investment.
Water & Sewer Water & Sewer
Asbestos & Lead Land Development Land Development Asbestos & Lead
When you needexperience, experience, we even better. When you need we have haveititcovered covered. Hurt & Proffitt understands the details that go intogo every project. you Whether need civil engineering, or environmental Hurt & Proffitt understands the details that into everyWhether project. you needsurveying civil engineering, services, have the knowledge and experience to make your projectand is done right meets goals and expectations. surveying orwe environmental services, we have the sure knowledge over 41and years ofyour experience to make Now with two offices in Lynchburg: 2524 Langhorne Road | 118 Cornerstone Street sure your project is done right and meets your goals and expectations.
800-242-4906 800-242-4906 44
HP_8.125x2.3_AprilMay2015.indd 1
LynchburgBusinessMag.com
APRIL/MAY 2015
•
Lynchburg Norfolk • •Roanoke Roanoke• Wytheville • Wytheville Lynchburg • Norfolk
•
HURT & PROFFITT
www.HandP.com www.HandP.com 3/10/2015 10:32:24 AM
SMALL BUSINESSES On the Rise
INNOVATIVE WIRELESS TECHNOLOGIES Improving Wireless Tech to Safeguard Our Borders
Founded in 1997 as a spin out from G.E./Ericsson, Innovative Wireless Technologies has evolved from a company that designed products for Lucent, Sirius Radio and other wireless companies to one that’s developing and selling its own products to clients in the commercial, public safety and defense arenas. CEO Eric Hansen says IWT prides itself in “innovations in safety,” innovations that include products that make mining safer and our borders more secure. IWT uses wireless technology—think cell phones and GPS—in products that enable miners to communicate and be tracked while underground. “This increases the safety of workers while improving operational efficiency of the mine,” Hansen said. “We have the largest wireless market share in the U.S.A. for communications and tracking equipment in the coal mining market.” Hansen said IWT’s products “exceed the minimum safety regulations outlined by the Mine Safety Act” and “are also designed to operate in hazardous gas environments, which place unique electronic design requirements on the equipment—that is, a spark can create an explosion.”
IWT also designs and sells wireless sensors used to detect dangerous gases in other work environments, such as oil refineries and chemical plants, and is developing products to prevent equipment collisions. Its Coyote line of wireless sensors has border control, combat and other applications. “These products are typically used to protect a war fighter, a critical building or asset, or our border,” Hansen said. “It creates a wireless fence of sorts that can be deployed in difficult terrains, such as the Southwest border, and in hard-to-reach areas.” More information at www.iwtwireless.com. - S.R.
AT A GLANCE Business founded in: 1997 Business locations: 1100 Main Street, Lynchburg, Va. (headquarters) Additional—Pennsylvania, West Virginia and Nevada. Number of employees: About 50 Signs of growth: IWT obtained the mining assets of former customer L-3 Communications Mining Division in 2012 and became what Hansen describes as a “full-system integrator to the mining industry.” IWT also has been named to Inc. Magazine’s Fast 500/5000 list four times.
APRIL/MAY 2015
LynchburgBusinessMag.com
45
SMALL BUSINESSES On the Rise
HEALTH NUT NUTRITION
The Enthusiastic Naturalist
AT A GLANCE Business Founded: 2005 Business Location: 1701 Enterprise Drive, Lynchburg, Va. Number of Employees: 18 Signs of Growth: Moved into larger retail space January 2015; launching a new on-site cafe April 2015; owner Dave Thomas received the 2014 Roland Kyle Peters Small Business Award from the Retail Merchants Association in honor of his leadership and support of local initiatives.
46
LynchburgBusinessMag.com
APRIL/MAY 2015
Business growth can be difficult to quantify at times, but for Dave Thomas, owner and founder of Health Nut Nutrition, this past year provided some pretty clear signs of growth. A new—and expanded—retail space. The launch of a new café. The coming of community classes and more product offerings. What’s the secret to Thomas’ success? “Passion,” he said. “I’m passionate about it.” Thomas started his own journey into the world of healthy living around 20 years ago; he gave up processed food and even sugar, choosing instead to consume food “how God intended it to be”—in its natural state. In Thomas’ opinion, food is medicine for the body and the right kind can actually have therapeutic effects. As Thomas’ knowledge of holistic health grew so did his passion to share it with others. “We have a passion for the product and educating our customers,” Thomas said. “We help people make the transition to healing their bodies and becoming the ‘All Natural You’.” Since reopening in their new location, Thomas says the response has been positive with a noticeable increase in foot traffic and sales totals. A selfproclaimed “numbers guy,” Thomas tracks the sales of individual brands and products ever on the look out for the next break through and improvement. “If something’s not performing well, I want to know why and what we can do about it,” Thomas said. Arguably the strongest aspect of his research is his customer base. “We have a core of people who have stayed with us from the beginning,” said Thomas. “I learn from my customers and learn what they want.” It’s this attention to detail married with personal investment that makes Health Nut Nutrition a unique brand and one to watch. From the naturally inspired and serene interior to the naming of the café in his mother’s memory, Thomas has truly poured his life into this work. Seated in Millie’s Living Cafe, Thomas glanced around at the fruits of his labor and said with a satisfied nod, “I think we did a good job.” More information at www.healthnutnutrition.com. - J.R.
Runk & Pratt Westlake Sterling Systems
Heritage Baptist Church
AMG Inc.
r Bedford Welcome Cente
Wiley |Wilson
se Spring Creek Clubhou
Your Sign of Quality Since 1971!
www.coleman-adams.com | 434-525-4700
COMMERCIAL INDUSTRIAL
Class A Contr. Lic. #541
BUSINESS PROFILE U N D E R
BUSINESS T E N
Y E A R S
LIGHTS, CAMERA, ACTION!: Providing National-Quality Video Production for Local Businesses BY HEAT HER J. C RAVENS
W
hen it comes to promoting a business through video, Life Focus Pictures has made it their unique specialty in the marketplace. A full service video production company, Life Focus Pictures specializes in marketing and advertising video production for businesses. They offer a wide array of video product solutions for their clients that can be used on YouTube, television and websites, and their spectrum of products ranges from television commercials to training videos, seminar streaming and promotional DVDs.
LaShonda and Josh Delivuk, owners of Life Focus Pictures.
48
LynchburgBusinessMag.com
APRIL/MAY 2015
In November 2011, Life Focus Pictures began with self-taught owner, Josh Delivuk. By January 2012, his wife LaShonda, left her job at Liberty University to join him. Josh, who self-funded the business little by little as he could afford, wanted to bring the best film and marketing talent to businesses in need of video production services. LaShonda, who now handles much of the marketing and client relationships, has a theatre background that is an additional asset to their customers. For instance, when local retail store Gladiola Girls sought out their services, LaShonda was able to connect with their branding by adding a female perspective to the video concept. In fact, the entire video team is trained in both theatre and film, each team member contributes to the array of skills they offer their clients. “At the end of the day, if they have desire for content, we’ll make a way,” LaShonda said. From the initial meeting, Life Focus Pictures prioritizes knowing their clients, ensuring a greater understanding of their clients’ needs. By sitting down and learning about each individual client, they are able to provide a
BUSINESS PROFILE
LEFT- Behind-the-scenes at The White Hart where Life Focus Pictures recently spent a day filming a commercial for the coffee shop. RIGHT - Owner Josh Delivuk discusses details with a cameraman.
video concept that is catered to fit the specific need of that business, executing the outcome with the highest quality their team can provide. They seek to ask questions of their clients that put those needs above any agenda. With this transparency, they have even turned away potential clients if they believe that there is another marketing avenue better suited to that business.
“We are passionate about communicating your message to your customers,” their website states. “From the beginning it has been our goal to form and maintain strong long-term relationships with our clients. We strive to produce video content with a high-end cinematic aesthetic. Our goal is to bring national-quality material to businesses both small and large.” One example of building a relationship with their clients was with their first customer, Successful Innovations—an educational consulting company in the area. They were asked to handle the company’s DVD products, which consist of more than 25 titles in both English and Spanish. The DVDs are provided to Title I schools to increase their parent-student engagement; the titles are are distributed nationwide as well as online through streaming content. Since the products are offered in Spanish titles, Life Focus Pictures hired Spanish speaking actors and bilingual children. As Successful Innovations has grown, so has Life Focus Pictures, creating a symbiotic relationship. “Our business is built around a relationship with businesses,” LaShonda said. From that first business relationship, they continued to produce great content, which helped them to gain new clients by word-of-mouth. The satisfaction gained from past clients allowed them to continue growing and gaining new clientele, all while building relationships with a wide range of businesses and television stations. In just over three years, Life Focus Pictures has made over 300 videos and their clients now range from over 70 notable businesses and non-profit organizations along the east coast. Among a myriad of others, some notable clients they have worked with include: Fleet Laboratories, J. Crew, Bank of the James, Beacon Credit Union, the town of Appomattox and the town of Leesburg in Loudoun County,
AT A GLANCE • Business founded in: November 2011 • Business Location: Virginia. They have also worked with 1059 Vista Park Drive non-profit ministries, such as Salvation Suite B, Forest, Va. Army and Living Bread Ministries—a • Number of comprehensive church planting ministry Employees: among the global poor, in which 4 Full-time as LaShonda recently became a board well as part-time member of. subcontractors, such as writers and “I have nothing but praise for Life translators Focus Pictures,” said Barbara Hubbard, Founder of Living Bread Ministries. • Signs of Growth: “They have done several different Over 70 clients, both projects for us, from promotional and businesses and nonprofit organizations, vision videos to radio spots, and we along the east coast have been extremely satisfied with the outcome. LaShonda and Josh are very professional and love what they do, which is clear by the work they produce.” With Life Focus Pictures, clients receive a full package. They handle all script writing, casting and even take care of all the details involved with putting a commercial on a television station. In addition, if a customer wants a promotional DVD, they have a personal vendor they work with that will manufacture the DVDs. With a heavy social media presence, they also use that platform to welcome new clients, helping both to advertise. They strive to have a quick three-week turn-around time and seek to have approximately seven to eight projects in the works at any given time. The video content they produce is filmed in high definition and is able to be updated with refreshed advertisements if needed. All prices are custom quoted based on their client’s budget and need. Some of their favorite projects have been kick-start videos that promote campaigns and annual events, such as Lynch’s Landing and Friday Cheers, as well as the Lynchburg 48 Hour Film Project. With their continued growth, Life Focus Pictures was able to recently expand to a permanent office located in Forest Professional Park and now has four full-time employees, along with part-time writers, translators and subcontractors they call upon as needed. More information at lifefocuspictures.com or 48hourfilm.com/lynchburg. APRIL/MAY 2015
LynchburgBusinessMag.com
49
MADE IN LYNCHBURG
HIGHLIGHTING LOCAL PRODUCTS AND MANUFACTURING THROUGHOUT THE REGION 2000 PARTNERSHIP The Backbone of a Great Wireless Network IWT’s Fixed Mesh Node (FMN) is a wireless communication device that provides voice, data and tracking for personnel working in industrial mining applications. Manufactured locally by IWT Wireless. For more information on this product go to www.iwtwireless.com
Let Us Know!
50
LynchburgBusinessMag.com
APRIL/MAY 2015
Do you know of a product manufactured locally? Let us know at feedback@lynchburgmag.com
WE ARE YOUR IT CONSULTANT, SERVER AND PC GURU, IT SECURITY EXPERT, NETWORK INFRASTRUCTURE ENGINEER AND OVERALL IT SUPPORT TEAM.
BUT MOST OF ALL, WE ARE YOUR PARTNER.
WHAT WE OFFER Next Generation Firewalls Botnet Protection Intrusion Prevention Endpoint Protection Vulnerability Assessments System Monitoring Encrypted Email
Since 1978, Benchmark ProTech has been partnering with our clients to help them gain efficiencies through technology. We don’t just sell products and services, we engineer solutions. In fact, we’ve been doing it longer than any other IT company in our region.
PC & Server Exploit Patch Management
We start by learning about your business and its unique requirements and objectives. We then design appropriate solutions, implement the chosen technology components and provide on-going support to keep everything running smoothly.
Data Loss Prevention
Benchmark ProTech serves businesses with as few as one computer to those with hundreds. We are able to both supplement your internal IT capabilities and be your entire IT department. Contact us today for your free initial consultation.
Spam, Phishing, Malware and Virus Protection Vulnerability Scanning Employee Data Security Training Drive Encryption Data Destruction Services
PRODUCTS AND SERVICES Microsoft Office 365 Plans Microsoft Azure Cloud Computing Network Documentation Web Content Filtering Remote Access Solutions Microsoft Hosted Exchange On-Premises Exchange Server Wireless Access Server Virtualization On-Site and Off-Site Backup Disaster Recovery Planning Consulting
434-528-6526 or 800-779-0902 1112 Church Street, Lynchburg, VA 24504 Facebook.com/BMSProTech Twitter.com/BMSProTech www.benchmarkprotech.com
Network Infrastructure VolP Phone Systems Virus Removal and Repair MAS 100 Accounting Software Authorized Google Apps Reseller
1264 Perimeter Parkway Virginia Beach, Va 23454
PRSRT STD U.S. Postage PAID PPCO