Lynchburg Business Mag October/November 2017

Serving the greater Lynchburg regiOn

DeceMber/January 2017-18

Plus: A New Partnership to Help low-Income Clients

COMMUNITY IMPACT

APPRECIATION 2017

10 businesses witH A driVe to GiVe bAck

+INSIDE

AlpAcA by JAcA | computer Vision syndrome crAddock terry Hotel | cVcc’s dr. Jim lemons

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Spring Client Appreciation Party with the Hillcats!

K

Fall Client Appreciation Party at Yoder’s Farm

Team

Karl Miller D a l t o n & C o m p a n y, I n c .

Serving the Greater Lynchburg area to help you achieve your home ownership dreams.

Call us to find out how we can help you get to where you want to go!

(434) 239-2394 | WWW.KARLMILLERTEAM.COM Mark A Dalton & Co Inc.

INSIDE LB

TABLE OF CONTENTS December/January 2017-18

FEATURES

UPFRONT 7 8 9 10

BY THE NUMBERS IN THE NEWS MOVERS & SHAKERS LET’S DO LUNCH

Isabella’s Italian Trattoria

10 PLUGGED IN 12 ROANOKE REVIEW

17

BUSINESS UNDER 10 YEARS Alpaca by Jaca

17

20

LEADER PROFILE Dr. Jim Lemons

COLUMNS

24

14 MARKETING

Strategies for the Slow Months

26

22 HEALTHCARE

Emergency Preparedness

COMPUTER VISION SYNDROME

Prevention and Treatment

26

47 LEGAL

Social Media in the Workplace

TOP LAWYERS 2017-2018 Top Lawyer David Cox LU School of Law, VLAS Form Partnership Full Listings Local Profiles

48 HUMAN RESOURCES Appealing to Millennial Donors

59 REAL ESTATE

Reflections and Reminiscence

62 FINANCE

50

50

Money State of Mind

COMMUNITY IMPACT APPRECIATION

64 COMMERCIAL REAL ESTATE

10 Businesses with a Giving Spirit

The Cost Approach

MADE IN LYNCHBURG

66 RIVERMONT MAILBOX

60

60

BUSINESS OVER 10 YEARS

Craddock Terry Hotel DECEMBER/JANUARY 2017-2018

LynchburgBusinessMag.com

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EDITOR’S LETTER

D

uring a season where it sometimes feels like it’s all about the numbers (store profits, sales, the number of

Publisher Randy Thompson

people ahead of you in the checkout line,

Managing Editor Shelley Basinger Editorial Director Angela Blue

found that I hope will help you remember where you put your giving spirit: $4 billion—money raised through workplace giving every year 82 percent—employees who want the opportunity to volunteer in a company-supported event

Photo by Chris Breedlove

the amount of money left in your bank account, etc.), there are a few numbers I

Lynchburg Business 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 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.

Contributing Writers Shelley Basinger, LaShonda Delivuk, John Hall, Billy Hansen, Emily Hedrick, Megan Horst, Catherine Huff, Leah Jones, Richard Lane, Drew Menard, Megan Norcross, Eric Richardson, Dan Vollmer Vice President of Production Holly Watters Art Director Chris Meligonis Client Relations Manager Brittany Proctor Contributing Designers Josh Haralson Photo Editor Lauren Thorstensen

Let’s face it—there’s a lot of negative out there. But at our core, most of us

Web Creative Director Chris Murphy Sr. Web Developer & Web Administrator Brandon Litchfield Web Developer Caleb Whitehead Digital Marketing/SEO Analyst Michael Saks IT Marketing Consultant William Warford Web Marketing & Promotions Manager Kathryn Kelly

have a good heart. A heart for service and a drive to give back, when possible.

Contributing Photographers Lindsay Carico, RJ Goodwin

79 percent—people who prefer to work for a socially responsible company (www.charities.org)

And when good hearted, driven people work for a good hearted, driven company… incredible things can happen.

In this issue, you will learn about 10 businesses that are doing their part to make this region a better place in our 2017 Community Impact Appreciation, starting on page 50. All 10 were nominated for their efforts then selected by a Lynchburg Business panel. The way they each impact the community is unique.

For Image Maker Salon and Wig Studio, it’s their mission that gives back— women dealing with hair loss have a place to go where they feel comfortable and encouraged. For companies like Bank of the James and BWXT, it’s common

Vice President of Sales & Distribution Paul Brannock Account Executive/Team Leader Missy Celli Account Executive Heather Alto Customer Service Representative Brittany Kirkland Lead Sales Artist Paul Cenzon VistaGraphics Staff Copy Editor Robin Cather Controller Anita Burns Accounting Manager Dawn Meehan Accounting Clerk Kelsey Stephens Office Manager Tracy Thompson

to see their logos as major corporate sponsors for local events. And behind

Contributing imagery supplied by Thinkstock.com

the scenes, you’ll find employees volunteering with local nonprofits, such as

WWW.LYNCHBURGBUSINESSMAG.COM

Wooldridge Heating, Air & Electrical’s relationship with Habitat for Humanity.

Proud Member of:

You’ll find another story of community impact in our Top Lawyers 20172018 coverage starting on page 26. Read about the Virginia Legal Aid Society’s new partnership with Liberty University School of Law and how it helps the students and the community at the same time.

Once the red kettles disappear and angel trees are taken down, don’t let that giving spirit gather dust in 2018. Find your own way to impact the community and, better yet, tell your employer your ideas.

From all of us at Lynchburg Business, we wish you a happy and safe holiday season with your loved ones.

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. © 2018 - 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.

Cheers,

FEBRUARY/MARCH 2018

Shelley Basinger, Managing Editor Shelley@lynchburgmag.com 6

LynchburgBusinessMag.com

DECEMBER/JANUARY 2017-2018

ADVERTISING DEADLINES Advertising Space Reservation............................. January 1 Editorial & Events.................................................... January 1 Final Artwork............................................................ January 5 For Advertising or Distribution Information, Please call 757-213-2461 or email paul@vgnet.com

INSIDE LB

10

Students involved in a partnership between LU School of Law and the Virginia Legal Aid Society.

More details on page 29.

20

MINUTES

4

BY THE NUMBERS

How often you should stop and look away from your computer screen.

Learn more about Computer Vision Syndrome on page 24.

Businesses recognized in our 2017 Community Impact Appreciation.

On page 50, see what they are doing to improve our community.

38

Years since Roanoke had rail service. Read about the city’s new Amtrak stop on page 12.

2,500

Shoes produced per day in the Craddock Terry Southland Annex at its peak. Read about the hotel’s 10th anniversary plans on page 60.

100

Foster Fuels trucks sent to Puerto Rico.

Find more information on their efforts on page 8.

we welcome

new patients Dr. Joshua Binder | Dr. Daniel Yeager | Dr. Victoria Yeager | Dr. Jennifer Johannsen | Dr. Claire Farr

Our friendly and compassionate staff will make your visits comfortable!

Thank you Lynchburg, for voting to make us #1, and to all our patients for trusting us with their smiles.

1604 Graves Mill Rd., Lynchburg, VA 24502 | Open: Mon. 9am-5pm and Tues.-Fri. 8am - 5pm www.ForestDentalCenter.com | 434-385-7307 DECEMBER/JANUARY 2017-2018

LynchburgBusinessMag.com

7

UPFRONT

CRISIS RESPONSE

FOSTER FUELS RESPONDS TO PUERTO RICO CRISIS

IN THE NEWS ECONOMIC DEVELOPMENT

CITY OF LYNCHBURG RECEIVES INTERNATIONAL ECONOMIC DEVELOPMENT AWARDS

T

he International Economic Development Council (IEDC) recently awarded the City of Lynchburg two Excellence in Economic Development Bronze Awards for promotional projects: Lynchburg Innovation Week and the “This is Lynchburg: Welcome Home” video.

IEDC’s prestigious awards program recognizes the world’s best economic development marketing materials, programs and partnerships. The council honors organizations and individuals for their efforts in creating positive change in urban, suburban and rural communities. Lynchburg was awarded in the population category ranging from 25,000 to 200,000.

Promotional awards are judged on the effectiveness of the promotion, innovation/creativity, quality and completeness of information, and contribution to the economic development profession.

LEGAL

GENTRY LOCKE LISTED IN NATIONAL “BEST LAW FIRMS” RANKINGS

G

entry Locke, with offices in Roanoke and Lynchburg, is included in the 2018 “Best Law Firms” rankings published by U.S. News & World Report and Best Lawyers®.

In its 24th edition, Best Lawyers in America highlights the top five percent of practicing attorneys in the U.S. Gentry Locke secured rankings in 25 practice areas, including 24 Metropolitan Tier 1 rankings—the highest regional honor—in 24 practice areas.

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

DECEMBER/JANUARY 2017-2018

F

oster Fuels’ Mission Critical Division is playing a major role in the emergency relief efforts in Puerto Rico.

Following the widespread damage from Hurricane Maria, the company sent over 100 men and fuel trucks to the area; they have no definitive time frame of when they are coming home.

“Our goals here are to complete our mission, to get the people of Puerto Rico in a life self-sustaining environment, where they can continue to take care of themselves as they have in the past… there is a lot of work to be done and they are in dire need of our services,” said Watt Foster, CEO of Foster Fuels.

TOURISM

DOUG HARVEY STEPS DOWN FROM LYNCHBURG MUSEUM SYSTEM

T

he man at the helm of the Lynchburg Museum System for more than a decade has retired, effective November 1.

“I have had a long and gratifying career in the history field with five years teaching and 36 years in Virginia museums,” he said. “It has been especially rewarding to spend the last years of my career in my hometown of Lynchburg and to be here during such a rebirth for downtown and the growth in local tourism.”

During his time in Lynchburg, Harvey coordinated the reopening of the Lynchburg Museum in 2008, which had been closed for several years due to a ceiling collapse and structural issues. During his tenure, visitation for the Museum and Point of Honor grew from approximately 8,000 visitors a year to almost 25,000.

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UPFRONT

HEALTHCARE

ARTS AND ENTERTAINMENT

FUNDRAISER FOR SHOELESS WONDERS

H

orizon Behavioral Health has received a three-year $2.2 million grant from the Substance Abuse Mental Health Services Administration to combat a growing problem facing people between the ages of 18 and 24 years old— homelessness and lack of consistent mental healthcare. These young adults present a series of unique challenges because they are too old for child services but often not ready or eligible for adult services.

The grant, called the Coordinated Approaches to Benefit Homeless Individuals (CABHI), will allow Horizon to provide outreach, assessment, and treatment to these young adults. CABHI is designed to reduce homelessness, incarceration, emergency department visits, and re-arrest, while increasing positive social and behavioral outcomes, including employment and stable housing.

FINANCE

DAVIDSON & GARRARD JOINS CAPTRUST

T

MOVERS & SHAKERS

he Lynchburg-based Davidson & Garrard (D&G) has joined CAPTRUST’s growing team of advisors.

Founded in 1987, D&G is an independent, feeonly Registered Investment Advisor that focuses on customized investment advisory services for individuals, families, endowments and more. The firm has 13 employees who operate in two offices—Lynchburg and Lexington.

“Joining the CAPTRUST team is an exciting step for us,” said D&G Principal Bill Paxton. “CAPTRUST shares our values and investment philosophy, has wonderful people, and will allow us to stay at the forefront of investment resources and technology.”

With their workforces combined, the organization now operates in 35 offices nationwide and oversees more than $244 billion of client assets.

JEFFREY GREGORY —Joined OpX

Solutions. Gregory has 25 years of manufacturing and leadership experience. OpX Solutions, a performance improvement company, is based in Lynchburg.

DARLA EDWARDS —President of

Successful Innovations. Edwards was featured by Fundera, a small business lending marketplace, as one of 14 black entrepreneurs in the U.S. with inspiring success stories.

L

ife Out Louds Films is raising money to support the production of Shoeless Wonders while helping a nonprofit at the same time.

Ten percent of the proceeds of a hand-stamped cuff bracelet will be donated to the Miller Home for Girls.

The bracelet features the company’s mantra “Live Life Out Loud.”

Shoeless Wonders is a story about a team of orphans in Lynchburg that rose to national fame in the 1920s by playing football without shoes. The projected shoot date for the film is fall 2018.

Learn more about the bracelet at www.lifeoutloudfilms.com/merchandise.

HIGHER EDUCATION

VIRGINIA FURNITURE MARKET TO FEATURE LU STUDENTS’ DESIGNS

S

hoppers visiting Virginia Furniture Market’s two locations in Bedford and Rocky Mount could stumble across a design created by Liberty University students.

For the second year in a row, Virginia Furniture Market partnered with LU’s Department of Family & Consumer Sciences (FACS) Interior Design Program to host the VFM Design Challenge.

The challenge, which is part of a FACS course, divided students into two teams and gave them four weeks to design conceptual sketches and a rendered floor plan, as well as make selections for furnishings used in the design.

“The partnership between VFM and the interior design program provides a unique experience for our students as they are afforded the chance to see their designs come to fruition,” assistant professor Lisa Campbell said. “The students get to take their work from concept to schematic design, proposal, and to installation; it’s an amazing opportunity.”

VFM staff chose a winner and presented the team with a $2,500 scholarship to be split among the group. Two $1,000 scholarships were also awarded to individual students.

MATT KLEIN—Promoted to

Assistant General Manager of the Lynchburg Hillcats.

Klein was formerly the Hillcats’ Director of Sales.

He received a B.S. in Sport Management from Liberty University.

CHRIS JONES —Named

“Executive of the Year” by the Carolina League.

Jones became President of the Lynchburg Hillcats

Photo Credit: Liberty University

HORIZON RECEIVES GRANT TO HELP HOMELESS YOUTH

in early 2016. He served as the General Manager for the Sugar Land Skeeters from 2013 to 2015.

SCOTT FOGLEMAN—

Awarded the Graduate, REALTORS Institute Designation. Fogleman, a Broker Associate with Keller Williams, received the designation in October by completing 60 classroom hours of real estate instruction.

DECEMBER/JANUARY 2017-2018

LynchburgBusinessMag.com

9

UPFRONT

LET’S DO LUNCH!

Isabella’s Italian Trattoria

BY S H E LLE Y BAS I N GE R

What to Expect: House made Italian favorites, sophisticated setting, no detail overlooked

The Experience: Anyone in the restaurant business will tell you— starting your own, and keeping it afloat, is tough work. The locally-owned places come and go in the Hill City, but there are some with true staying power.

Isabella’s, now in its 18th year, is one of them.

“Our first 9.5 years were on Old Forest Road, and we have spent 8.5 in the Boonsboro Shopping Center,” says owner Cheri Barauskas.

The restaurant’s incredible attention to detail is one big reason Lynchburg locals have been faithful—little touches such as artwork of the Virginia mountains by Dede Buhler throughout the dining area to the ingredients they use, many from local vendors such as Our Father’s Farm, Lynchburg Grows and Good Karma Tea.

What to Try: At lunch, you won’t be disappointed by Isabella’s house made soups and salads.

“The simplest, but most popular, is our house salad with mesclun greens, toasted pine nuts, reggiano cheese, and our balsamic dressing with sliced grilled chicken,” says Barauskas.

Known for its incredible Italian fare, Isabella’s also takes plenty of mid-day orders for their seasonal pressed paninis, classic dishes such as lasagna and chicken parmesan, and brick oven pizzas.

LRBA A. M. ALLIANCE NETWORKING

LRBA Executive Board Room 300 Lucado Pl., Lynchburg 7:30 – 9 a.m.

Complimentary admission for Alliance members.

DECEMBER 3

58TH ANNUAL LYNCHBURG CHRISTMAS PARADE

Memorial Ave., Lynchburg 4 p.m.

Organized by Retail Merchants Association.

DECEMBER 5

PANCAKES & POLITICS LEGISLATION OUTLOOK BREAKFAST

Smith Hall, Randolph College 7:30 – 9 a.m.

Cost to attend is $20 for Alliance members; $30 for general admission

DECEMBER 7

15TH ANNUAL WOMEN’S NETWORKING BLITZ

Oakwood Country Club, Lynchburg 11:30 a.m. – 1 p.m.

LynchburgBusinessMag.com

their delicious food, Barauskas says they have other strengths that make them a great choice for business dining.

“We have ample shopping center parking, we take reservations, we offer a fullservice experience, and we have private or more secluded dining areas,” she says.

Not to mention she believes the service and passion of the staff can’t be beat.

“We have a great group of talented employees who care about people and are proud of their work,” she explains.

“My husband and I work every day to better ourselves… and hope to be here for many more years to come.”

PLUGGED IN

DECEMBER 1

10

The Extras: Aside from

DECEMBER/JANUARY 2017-2018

AT A GLANCE

4925 Boonsboro Rd., Lynchburg (434) 385-1660 www.isabellasitalian.com

Hours: Lunch: Tues. - Sat., 11:30 a.m. – 2:30 p.m.

Dinner: Tues. - Thurs., 5 – 9 p.m.

Fri. and Sat., 5 – 10 p.m.

Sunday Brunch: 11 a.m. – 2 p.m.

Closed Monday

DECEMBER 12

DECEMBER 15

Wooldridge Heating, Air & Electrical, Lynchburg 8 – 9 a.m.

305 E. Main St., Bedford 11 a.m. – 4 p.m.

NETWORKING BEFORE NINE WITH THE BACC

HOLIDAY OPEN HOUSE

LRBA Conference Room 300 Lucado Pl., Lynchburg 5:30 – 7:30 p.m.

DECEMBER 13

BACC HOLIDAY MEMBERSHIP OPEN HOUSE – SML

1100 Celebration Ave., Moneta 11 a.m. – 4 p.m.

DECEMBER 14

ECONOMIC SUMMIT

Montview Alumni Ballroom, Liberty University Cost to attend is $25 for Alliance members; $35 for general admission

BACC HOLIDAY MEMBERSHIP OPEN HOUSE – FOREST

14805 Forest Rd., Suite 107 11 a.m. – 4 p.m.

BACC HOLIDAY MEMBERSHIP OPEN HOUSE – BEDFORD

JANUARY 5

LRBA A. M. ALLIANCE NETWORKING

LRBA Executive Board Room 300 Lucado Pl., Lynchburg 7:30 – 9 a.m.

Complimentary admission for Alliance members.

CONTACT INFORMATION: Lynchburg Regional Business Alliance (LRBA) (434) 845-5966, www.lynchburgregion.org Bedford Area Chamber of Commerce (BACC) (540) 586-9401, www.bedfordareachamber.com Small Business Development Centre (SBDC) (434) 832-7295, sbdccvcc.org.

Retail Merchants Association of Lynchburg (RMA) (434) 528-1732, www.lynchburgrma.org

www.lynchburgrma.com 434-528-1732

Celebrating 110 years of connecting businesses, advocating change, sharing with non-profit organizations, and providing innovative programming for its membership.Â

Advocate

Connect

Share

Innovate

UPFRONT

THE

RoanokeE YOUR STAR CITY SOURCE

ALL ABOARD TO VIRGINIA’S BLUE RIDGE!

A

mtrak has extended its line from Lynchburg to Roanoke, bringing rail service to the Star City for the first time in 38 years.

Roanoke’s economic development and tourism leaders are thrilled with the new stop. It’s a part of Amtrak’s Northeast Regional Route, making the region easy to reach from destinations Photo Credit: Amtrak/Steve Ostrowski such as Washington, D.C., Baltimore, Philadelphia, New York and Boston.

The daily Amtrak train departs and arrives in Downtown Roanoke at a platform located at 55 Norfolk Avenue SW. See schedule below: Monday through Friday—Departure: 6:19 a.m. | Arrival: 9:55 p.m.

Saturday—Departure: 8:40 a.m. | Arrival: 9:33 p.m.

Sunday—Departure: 8:40 a.m. | Arrival: 9:48 p.m.

EI W

R

BEVERAGE COMPANY CHOOSES ROANOKE FOR MASSIVE EAST COAST LOCATION

T

he Oregon-based Humm Kombucha will break ground on a 100,000-square-foot production and warehouse facility in the Roanoke Centre for Industry and Technology next year, with an opening

scheduled for 2019.

Kombucha, a lightly-effervescent fermented tea, is one of the fastest growing segments of the beverage market. The tea is known as a source of energy and is full of vitamins and probiotics.

The company’s $10-million Roanoke facility will serve the company’s East Coast markets.

Humm Kombucha is available in all 50 states, as well as Sweden.

Tickets can be purchased on the Amtrak website (www.amtrak.com) or by calling the reservations office at 1 (800) 872-7245.

now open

I

n early November, local leaders celebrated the grand opening of Roanoke’s new Earth Fare grocery store. The health and wellness supermarket is located at 2203 Franklin Road SW.

star city events DECEMBER 8

SALEM-ROANOKE COUNTY CHAMBER OF COMMERCE’S BUSINESS OWNERS ROUNDTABLE

Mama Maria’s Restaurant, Salem 11:30 a.m. – 1 p.m.

Join area business owners for educational presentations and networking opportunities.

DECEMBER 12

BUSINESS BASICS 2017

Roanoke Regional Small Business Development Center 210 S. Jefferson St., Roanoke 4 – 7 p.m.

Topic: Start-Up Assistance. $20/person www.roanokesmallbusiness.org

12

LynchburgBusinessMag.com

DECEMBER/JANUARY 2017-2018

DECEMBER 13

UNDER UTILIZATION OF GIS AND HOW TO CURE IT

Roanoke Higher Education Center 108 North Jefferson St., Roanoke 9 a.m. – 12 p.m.

Free seminar.

JANUARY 9

128TH ANNUAL MEETING OF THE MEMBERSHIP

Hotel Roanoke & Conference Center 6 – 9 p.m.

The Chamber’s premier networking event of the year with guest speakers including members of the Salvage Dawgs Crew. Contact aferris@ RoanokeChamber.org for more information. $90/person, $720/table of 8.

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MARKETING Also, carve out time to clarify your mission and vision. Think critically about your business. Maybe you’ve added new services and phased out others. Using this time to assess the health of your business and solidify your goals will help guide and ground your business decisions for the year to come.

COMMUNICATE

MARKETING STRATEGIES for the Slow Months

F

BY LASH O N DA DE LI V UK

or most retailers, the holiday season is the most wonderful and critical time for sales.

If a storefront business can capitalize on the increased foot traffic and spending, it has the potential to catapult earnings into a strong first quarter and carry revenue into spring. What if there was a way to prolong the holiday season? What if you could implement a few strategies in the New Year that would help sustain you when things slow down?

Here are four practical marketing strategies you can implement today to help keep your cash flowing:

CLEAN & CLARIFY When things are hectic, it’s so easy for small businesses to overlook areas that need cleaning and organizing. Entrepreneurs typically don’t prioritize cleaning when sales are rolling in, but the slow months are the perfect time to push a scrub-down to the top of your list. Physically clean your storefront.

Most business owners never walk through the front door of their shops. Take some time, enter from the front, and meticulously scan your store for areas to improve. When things pick up in the spring, you’ll be thankful you did.

This clean sweep also includes your email inboxes, social media platforms, and other electronic cobwebs. Is there out-of-date information on your website?

Are you displaying employee headshots for people who are no longer employed with your company? These are the types of things that get overlooked during busy seasons.

14

LynchburgBusinessMag.com

DECEMBER/JANUARY 2017-2018

Check in with your existing client base and incentivize them for supporting your business. It’s easier and cheaper to keep customers than obtain new ones.

It’s never too late to give your customers gifts. Perhaps it’s a free cup of coffee, 50 percent off any one item, or a good old-fashioned buy-one-get-one sale.

The goal is to give your loyal customers a reason to make a trip to see you.

To make this work, you also need to define your primary method of communicating to your customers. Your customers need to know where to look for the latest news in your business. Most strategists prefer an email list, but you could certainly use Facebook or Instagram as well. (Just note that your social media followers may miss an update if/when the social media algorithms change. Even if someone has liked your page, they may not see your posts in their newsfeed.)

Think of your email list and social media accounts like a digital storefront.

As often as you change things inside your store, you should continue to change things online and keep your customers informed.

COLLABORATE Establish a core group of businesses that serve the same customers you do.

For example, a real estate agent may develop an informal group with a mortgage lender, an insurance agent and handyman. You could also form a group with nearby businesses. When your group is clearly defined, go have a meal with those business owners and create some type of event (in person or online) that can benefit your customer base. Communities like Wyndhurst, Cornerstone, and the Boonsboro Shopping Center are perfectly poised to do collaborative advertising. They can drive traffic to their area and split the cost amongst the participating businesses.

Organizations like the Downtown Lynchburg Association are so successful because they have mastered the art of collaboration—and leveraging social followings to drive traffic. For example, they host an annual event called “Get Downtown” to drive students and others to businesses near the historic Main Street. They create marketing materials and encourage participating businesses to share the print and social content as well. While the Association has a significant following of almost 10,000 people on Facebook, new eyes see their content when other businesses repost, retweet, email, and share. If you can leverage the email lists or social media followings of other businesses, you can continue to grow your business even after the Christmas trees have seen their last leg.

CUPID Don’t forget about Valentine’s Day. Business owners tend to throw a lot of energy into the holiday season and spend January recovering and working on their taxes. But Valentine’s Day is right around the corner. Although shoppers tend to spend less during this holiday than Christmas, it’s still a vital time for industries like restaurants and florists. Pull some items aside and consider hosting events to give your customers ideas for creative, affordable Valentine’s Day gifts to get a quick infusion of cash during first quarter.

LaShonda Delivuk is the owner & brand strategist behind About 90 Marketing, a strategic marketing agency that provides 90 day marketing strategies and web design to small businesses and non-profits. www.about90marketing.com

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Small Business Services

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BUSINESS PROFILE

UNDER

BUSINESS TEN YEARS

ALPACA BY JACA

LYNCHBURG’S OWN UNIQUE SHOP, FEATURING ALPACA-MADE CLOTHING AND GIFTS

S

BY M EG AN L. H O R ST

mart, curious, and shy—alpacas keep Jack and Sally Hutslar busy year-round. As former teachers and coaches, the Hutslars could not have imagined the direction life would take them after their many years in education.

Their adventure began in January of 2012 when they purchased two pregnant alpacas. “[They are] such cute, wonderful animals,” said Sally Hutslar, owner of Alpaca

by Jaca.

Shortly after purchasing the alpacas, Sally decided to start her own business selling clothing made from alpaca hair. Her first store was located at Smith Mountain Lake from 2012 through March of 2016. Then, Alpaca by Jaca moved to the Graves Mill Shopping Center in Forest.

“The lake is pretty slow in the winter,” she said. “We just needed to be in an area that had more year-round people.”

The store features a wide variety of men’s, women’s and children’s clothing made from clean shaven alpaca fiber, and accessories such as hats, gloves, scarves and socks.

“[Alpaca fiber] is really comfortable to walk on because it’s spongy,” Hutslar said. She also describes their products as warm, soft and durable.

“It wears well,” Hutslar said. “As long as you don’t tear it or snag it badly, it should last a lifetime.”

Aside from apparel, they also carry yarn and other gifts, including stuffed animal alpaca toys that are actually made from baby alpaca hair, which is the softest kind of alpaca fiber.

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BUSINESS PROFILE

AT A GLANCE Founded: 2012 Number of Employees: 3 Located: 18013 Forest Rd., Forest

“Regular sheep wool has little barbs on the fibers that get at you,” she said. “I’ve never liked wool—that’s all we had when I was a kid. Even with a slip and a lined skirt, it was still prickly.”

“We’re a great spot for Christmas gifts. Our accessories are really nice, and they’re not off-the-chart expensive,” she said.

Alpacas are members of the camel family, which also includes llamas.

However, there are several distinct differences between alpacas and llamas. The Smithsonian’s National Zoo and Conservation Biology Institute website states that alpacas are smaller, growing to an adult weight of 100 to 190 pounds. They are social animals, and in order to thrive, they need the companionship of a herd.

“They’re interesting animals,” Hutslar said. “They’re pretty laid back. Llamas are not laid back. They’re a lot more hyper and aggressive, but alpacas are pretty chill. They spend their day rolling in the dirt, eating hay, and looking around.”

Alpacas are gentle on the inside and on the outside, with soft hair almost completely free of “guard hair”—the thicker protective hair that is removed before spinning.

Hutslar explains alpaca fiber is considered a luxury fiber, like cashmere or wool. It’s warm like wool—but softer.

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Some other interesting features of alpaca hair— it’s hypoallergenic and water resistant.

“If you get caught in a complete downpour it will get wet, but the water tends to roll off it because it’s animal fur,” Hutslar said. “It’s fire-resistant. It doesn’t burn easily… not that you’d want to test that out!”

Most of the items in the store are imported from Peru, however, the yarn they sell is made from their own alpacas. Their 10 alpacas are sheared once a year, and the hair is sent to a fiber mill to be made into yarn.

“In the alpaca business, the thing that is valuable is not the yarn or the fiber, it’s the animal,” Hutslar said. “There was a time in the 80s and 90s when they sold for more than they do now. Around here, a really good alpaca might sell for $15,000,” Hutslar said.

Even though the Hutslars board their alpacas at a nearby farm, they sometimes bring them to the Forest store for open house events (photo at top of page).

Hutslar says the alpacas clearly know who their owners are by the way the animals behave when they visit.

“When I go over to feed them… as soon as I open the gate, if one of them sees me, then they’re all standing at the gate.”

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LEADER PROFILE

DR. JIM LEMONS Title: Associate VP of Workforce, Business and Allied Health at Central Virginia Community College

You’ve been with CVCC for more than a decade, but you just stepped into a new role. Tell us about this new title.

This is actually the combining of two positions. I started with CVCC in 2004 and worked in the workforce division. Then, I moved over to the academic side and was the Dean of Business and Allied Health for 10 years. Now, I’m essentially doing both.

What is the college trying to accomplish?

The concept is a one-door approach. In the past if students were to come into our counseling area, the counselors were doing what they’ve been trained to do— guiding students into some sort of academic program. Now what we are trying to do is tell students there are alternatives. A two-year degree might not be what they are looking for. There are a lot of things we do here that are very short term that can lead to immediate employment with good pay.

And those jobs with good salaries can lead them back to CVCC in some cases, right?

Exactly. It’s no secret that tuition has accelerated, here and across the state. We’ve seen students borrowing the money to go to school for one or two years. By looking at some alternative career paths, we can get students a credential and get them employed. Then if they want to come back to school and earn that two-year degree, they are earning a salary that’s sufficient to pay that tuition and they don’t have to go into debt. There is more student debt in the U.S. right now than credit card debt.

But you aren’t backing off your degree programs.

Not at all. That is still the heart and soul of what we do here. We are trying to improve our customer service and have full disclosure with our students, explaining to them their options.

For example, there is a company we work with where we hand pick a couple of classes that train students exactly like the company wants so they can get a job. The company doesn’t necessarily care that they have taken sociology and psychology. Those are great subjects to learn and can complement a person, but for the available job, they aren’t necessary.

This new concept and your position started up in May. How are things going so far?

We are doing some joint classes, which has never been done before.

For example, I’m using more of the credit faculty to teach in some of the credentialing courses. We are beginning to look at things in a much different way.

I think it’s an eye-opening thing for everyone, that there is an approach we can take to better serve the community.

How would you describe your leadership style?

I guess I would call it “management by walking around.” The main thing I try to do is no one works for me, I work with people. I try to stay in constant contact with my employees and I try to be open and frank, and have good conversations with them.

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But I’ve also found in today’s society there are so many leaders that feel compelled to always get their employees’ input on every little detail. What I’ve found over the years is there are a number of employees who are crying out, “You’re the leader, be the leader. Tell me what’s expected of me and I will do it.”

When you look back at your career, are there any learning experiences that stand out in your mind?

I’ve learned the hard way that businesses are always somewhat critical of the educational system—whether at the public school level, community college level or university level. A classic experience I had back in North Carolina was with the construction industry. They were desperate for us to help them get people to become brick masons. So we started a program, had several larger brick manufacturers contribute—we had materials and faculty.

What did I learn? That bricks and rocks are heavy. The students, regardless of the salary, were saying, “I don’t want to do this.” That’s the lesson you need to learn and the industry needs to learn. It’s not just us—some of these jobs… it’s just almost impossible to sell to students. The businesses have to do more to make that an attractive situation for students. Businesses have to lead the way.

Do you have any mantras or sayings that get you through tough days?

My dad was quite a character growing up. Being the son of a Green Beret was not exactly an easy path! One of the things I think of when I reflect on growing up with him is… you can make some of the people happy some of the time but not everyone all of the time. You can’t win them all. It’s just not going to happen.

How do you handle conflict? Do you have a certain method you follow?

Take a little time out and step back from the situation. Too often we say things we can’t take back. I think my staff would say I’m kind of old school. (In more ways than one!) Instead of responding to an email, I will go to the person and talk to them. Emails are so often misinterpreted.

Do you have any advice for others who want a career in higher education?

One thing that is very important for any potential administrator is teaching experience—it’s invaluable.

It gives you perspective?

Right, it helps you to understand the role of the teacher and also gives you such an important perspective of students too. So find a subject you love, teach for a while and enjoy it.

What’s life like for you outside of work? How do you relax and unwind?

I’m a farmer; I raise cattle. (Although my wife says I raise more cane than I do cattle!) I really enjoy being on a tractor. I love my four-wheeler and being out in the woods. I can go and do manual work and that’s really relaxing for me. And I love to see something grow, I love gardening. All of this is paradise for me.

LEADER PROFILE

O

Ch

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HEALTHCARE When our daughter took a job with Google in Mountain View, California about 10 years ago we were elated knowing Google had presented her with an earthquake preparation kit. We knew she had already accepted preparedness as personal responsibility. She had been trained to keep fresh batteries at hand and canned goods in reserve, but knowing her employer shared our concern about her safety gave us extra peace of mind.

According to the Department of Homeland Security website (https://www.ready.gov/build-a-kit) common items to include in kits include:

EMERGENCY PREPAREDNESS The Gift of Peace of Mind

T

BY RI CH AR D A. LAN E , M D, M PH &T M

he fall of 2017 wreaked havoc on my sleep.

Hurricanes Harvey, Irma, Katia, and Maria all directly impacted loved ones in the U.S. and neighboring countries. In the midst of each storm, I received text messages from friends requesting prayer as they fled storms or waited in their homes watching flood waters rise. The earthquakes in Mexico prompted a similar flurry of messages. The fires of California and other western states further contributed to my sleeplessness.

A disaster can strike anywhere. Ask anyone in Central Virginia about the derecho of 2012. I was buying supplies for a cross-country camping trip that evening. My departure the next morning was slightly delayed by the need to remove limbs from my driveway. Nearly every business nearby lacked electricity for the better part of the week including the gas stations. Fortunately I had enough gas in my tank to make it to the first open station 30 miles down the road as I started my vacation.

Ask the old-timers of Nelson County about the rains from Hurricane Camille in 1969. Nearly half of the 250 recorded deaths from that storm were our Central Virginia neighbors. The other half lived along the Gulf Coast and became my neighbors when my family moved to New Orleans in 1985. To be honest my wife and I were a bit anxious as we drove along the I-10 corridor from Mobile to New Orleans seeing landscape scarred by the storm from 16 years earlier. As we settled in to the West Bank of the Mississippi, a seasoned neighbor reassured us we would be fine as long as we stocked our attic with canned goods and bottled water prior to hurricane season. He also suggested storing an axe in the attic so we could escape to the roof if necessary.

We heeded the advice. We used the food and the water during power outages, but we never retreated to the attic and the axe remained untouched through the landfall of four hurricanes. After our introduction to hurricanes, preparedness became the rule in our family.

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• Water—one gallon per person per day for at least three days, for drinking and sanitation • Food—at least a three-day supply of non-perishable food • Battery-powered or hand crank radio and a NOAA Weather Radio with tone alert • Flashlight • Extra batteries • First aid kit • Whistle to signal for help

• Dust mask to help filter contaminated air and plastic sheeting and duct tape to shelter-in-place • Moist towelettes, garbage bags and plastic ties for personal sanitation • Wrench or pliers to turn off utilities • Manual can opener for food • Local maps • Cell phone with chargers and a backup battery

The Department of Homeland Security recommends preparing and maintaining an emergency supply kit for home, work and vehicles. I was thankful for the small amount of food, water and other supplies in our van when we broke down several years ago on Christmas Eve on a deserted stretch of road atop a mountain in West Virginia. Not one vehicle passed by during the nearly four hours I worked to restart the car. The emergency “car blanket” was especially nice when the wind started howling around us!

Kits should be modified to match the most likely emergency scenarios for any given location. Rotating the kit contents will ensure expiration dates have not been exceeded when an emergency does arise. Keeping a small amount of emergency cash and being sure all vaccines—tetanus, pertussis, influenza, etc.—are current will provide extra measures of readiness beyond an emergency supply kit.

Emergencies can happen any time or place. They are never convenient and the business place is not immune. No one scheduled the earthquakes of Mexico, the fires in California, the historic hurricanes of the past and present seasons, or the Election Day flood of 1985 in Lynchburg. Preparedness requires readiness for the unexpected, and business owners have a responsibility to ensure the safety and well-being of employees in the workplace.

An emergency plan is the first step. Proper preparedness may well make the difference between a simple emergency and a tragedy. The plan must be tailored to meet the emergencies most likely to impact the specific business. Just like the home kit, all of the items listed above to meet the needs of the workforce for a few days are a must for every employer.

The emergency plan should take into account the days, and perhaps weeks, following a disaster. Each employer should consider “what if ” scenarios because life goes on post-disaster. The ability of a business to function in the wake of any disruption is dependent on the ability of the business to anticipate and prepare for continuing operation and for the well-being of its employees so they can continue to work.

Richard A. Lane, MD, MPH&TM, FACPM, is the Director of the MPH Program at Liberty University.

HEALTH MATTERS

UNDERSTANDING & PREVENTING

COMPUTER VISION SYNDROME

BY LYNC H B URG B U S INE SS STAF F

I

n today’s world, we are glued to our screens— every day, we work on computers, watch television, and browse the internet on our smartphones. Research shows all of this exposure can affect our eye health.

According to the American Optometric Association, the most frequent health complaints among computer workers are vision-related. Studies indicate that 50 to 90 percent of computer users suffer from symptoms of Computer Vision Syndrome. Dr. Gary St. Clair, an optometrist at St. Clair Eye Care, talked to us about Computer Vision Syndrome and what he has observed.

COMPUTER VISION SYNDROME Computer Vision Syndrome (CVS) is described by the American Optometric Association as a group of eye and vision–related problems that result from prolonged computer use. “Computer Vision Syndrome occurs when people work close to their computer screens. Because of the distance we sit from our screen, which is too close, our eyes must do more work to see clearly,” explains St. Clair.

This strain on the eye can cause a plethora of symptoms, including eye strain, headaches, blurred vision, dry eyes and neck or shoulder pain. According to the American Optometric Association, those who spend two or more continuous hours at a computer are at a higher risk for developing CVS.

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“There aren’t many people who don’t work on a computer for at least part of their day,” says St. Clair.

But it’s not just computers that are causing these symptoms. St. Clair says he and his staff see CVS “on an almost daily basis” now that smartphones and tablets have become more popular.

St. Clair says the individuals most at risk are not older Americans or Baby Boomers, but children in elementary and middle school. “Those children will face over 60 years of exposure to digital devices,” he says.

Be sure your child receives regular eye exams to catch any early signs of computer-related vision issues.

HIGH ENERGY VISIBLE LIGHT High energy visible light is closely related to Computer Vision Syndrome.

The human eye can see only a very small portion of the light spectrum, which is referred to as the “visible spectrum.” Light waves that are longer than the visible spectrum are infrared waves, and those that are shorter are ultraviolet.

Certain wavelengths close to the ultraviolet lengths, but still within the visible range, are considered high energy visible light and are emitted by most computer screens.

Research is still being conducted to determine the long-term effects of high energy visible light emission. However, it is known that blue light is one cause of CVS as well as sleep disruptions. These rays have also been found to cause retina damage and can cause serious, long-term complications, including a risk of developing premature cataracts and macular degeneration.

HEALTH MATTERS PREVENTION AND TREATMENT To reduce exposure to high energy visible light, consider getting computer glasses with a lens or filter that blocks blue light. Additionally, there are filters available for devices such as computers, smartphones and tablets, to reduce the amount of blue light radiation that can reach your eyes. The easiest way to reduce blue light exposure is to take frequent breaks when working on a computer and to reduce screen time overall.

If you suspect that you have computer-induced eye problems, the best thing you can do is to get a comprehensive eye exam. “If you haven’t been to the eye doctor in over a year, that is the best place to start,” says St. Clair.

Screen glare, an improper viewing distance, low lighting conditions and poor posture can also make the symptoms of CVS worse. If possible, make any corrections to your workspace that may help to alleviate these symptoms.

For those who have prescription lenses, make sure you are wearing the correct prescription. If you have been wearing the same glasses for several years, you may need an adjustment. Even if you are wearing the right prescription strength, your doctor may prescribe an anti-glare coating that can help to block the high energy visible light coming from your screens.

Some patients may have 20/20 vision, but still experience eye strain when working in front of a screen. For these patients, corrective anti-glare lenses can

At an annual eye exam, your optometrist will use a slit lamp—a microscope with a light attached that allows your doctor to view structures of the eye such as the cornea, iris and lens.

still be helpful.

Perhaps the most important thing you can do is follow the 20/20/20 rule.

While working on a computer, pause every 20 minutes to stare at an object 20 feet away for 20 seconds or more. By forcing your eyes to look at a faraway object, you can give them a break from working so hard to focus on your screen.

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The best attorneys don’t necessarily have the most wins on their record. Their courtroom skill and worth ethic make an impression on the legal community over time.

Top Lawyers of Greater Lynchburg is the result of an online peer-voting contest facilitated by DataJoe Research Company (see methodology and disclaimers on page 38). All of the lawyers in our listings were nominated by the attorneys they work alongside every day in Central Virginia’s courtrooms.

Read on to find out who lawyers themselves recommend in 26 specialties.

[C O N T E N T S ] 27 29

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TOP LAWYER DAVID COX LU SCHOOL OF LAW, VLAS FORM PARTNERSHIP TOP LAWYER LISTINGS LOCAL PROFILES

DAVID COX Top Lawyer of Greater Lynchburg

S

BY D R EW M ENAR D

o many people live balancing on the edge of financial crisis.

Fortunately, for those who hit rock bottom, it does not mean the end.

People don’t often associate the law working for them, especially as it relates to finances, but Lynchburg’s 20172018 Top Lawyer is committed to doing just that—putting the law to work for those who need it the most.

The heart behind this practice is a belief that everyone deserves a second chance. David Cox, founder of and attorney for Cox Law Group, is so committed to this ideal that his practice exclusively focuses on bankruptcy law, helping clients to manage or eliminate their debt.

“I believe in the power of forgiveness to change lives, and I want my clients to experience it as well through bankruptcy,” Cox said. “It is moving to watch a client go from a point of overwhelming and consuming stress to being able to truly experience relief and to have hope for their future.”

While he can’t always give clients all of the relief they want, Cox said he appreciates that in the side of the law he focuses on, “you are always helping people and taking them to a better place.”

“It is the one area of the law where you can always help people,” he said. “So many other areas of the law, you are meeting people at a very difficult time and you are just guiding them through a difficult process that has a difficult ending. Bankruptcy, on the side that I do it, you are giving people another chance.”

A family man with local ties—Cox is an E.C. Glass alumnus and resides in the area with his wife (a secondgrade teacher) and two teenage children—Cox said that this philosophy of second chances is one he tries to apply in everyday life as well.

“The idea of starting over is a really important concept to me,” Cox said. “Everybody deserves another chance to learn from their mistakes and to start over.”

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Cox started his practice with just himself and two paralegals on payroll.

Today, Cox Law Group has a team of 25 full-time employees, including four attorneys (Cox included), and offices in five locations—Lynchburg, Danville, Harrisonburg, Staunton and Winchester.

Realizing that for many, walking into a bankruptcy office is likely “the worst thing they have ever had to do,” Cox said his staff and attorneys value compassion—a necessary trait to succeed in Cox’s office.

It starts with the idea of “walking in somebody else’s shoes,” Cox said. “It is a big step for somebody to walk into a bankruptcy office.”

“At the office, I try to foster a culture of compassion and kindness around me every day—not just among my staff as we serve our clients but also to one another working at the firm,” Cox said. “The biggest reason for our success is the staff that we have. … I am grateful to be able to practice bankruptcy law with the clients that I have and to work alongside such talented attorneys and paralegals in my office.”

Despite misconceptions many may have about what brings people to bankruptcy, Cox said that he rarely meets with clients who have been careless and abusive with credit. Sure, many could have made better decisions, he concedes, but Cox said the story is often people towing the line financially and tripping up.

“Folks are just so close to the edge,” he said of the common narrative these days. “They are one paycheck from a significant problem or one health problem away from a financial crisis. They are just struggling to get by. We see a lot of those clients.”

Cox’s dedication to providing second chances extends far beyond the region as he lends his expertise on the subject of bankruptcy law across the country.

He speaks on the topic frequently at continuing legal education seminars in the Commonwealth and across the country—organizations he has served as a panelist or lecturer for include the National Association of Chapter 13 Trustees,

the American Bankruptcy Institute, the National Association of Consumer Bankruptcy Attorneys, the Southeastern Bankruptcy Law Institute, Washington and Lee School of Law, as well as other various Virginia CLE programs. Cox is a fellow with the American College of Bankruptcy (admitted March 2013) where he serves on the pro bono committee. He is a permanent member of the Fourth Circuit Judicial Conference, and is also a councilmember of the Virginia Bar Association’s Bankruptcy Section and a past member of the Virginia State Bar’s Board of Governors for the Bankruptcy Section.

Cox recently finished updating the fourth edition of the American Bankruptcy Institute’s Consumer Bankruptcy and is the co-editor of Bankruptcy Practice in Virginia, a comprehensive desk reference guide for Virginia bankruptcy lawyers. Cox has also published articles related to consumer bankruptcy issues in the American Bankruptcy Institute Journal.

Before becoming a renowned expert on bankruptcy law, Cox studied Communications and English at Virginia Tech (after first attempting to study engineering) before going on to law school at the University of Richmond. As his law career blossomed, Cox served as a judicial clerk for the late Hon. William E. Anderson, Bankruptcy Judge for the Western District of Virginia and started his bankruptcy practice thereafter.

On weekends, he can be seen spending time with his family or biking along the Blue Ridge Parkway or various area mountain bike trails. Cox has completed two Ironman races, and he helps coach his son’s mountain biking team. Recently, he had the honor of completing the Gran Fondo Hincapie race alongside his son.

He’s also active in his church, Trinity Episcopal in Bedford. Cox has two dogs— Banjo, a short-haired German pointer, often joins Cox in visiting clients.

For more information about the practice, visit CoxLawGroup.com.

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AN ADVANTAGEOUS PARTNERSHIP LIBERTY UNIVERSITY TEAMS UP WITH THE VIRGINIA LEGAL AID SOCIETY

F

“

BY MEG A N N O R C R OSS

or all lawyers in law school, the experience is theoretical. There is a lot of studying and memorizing the law. When you actually get to apply that to a set of true, authentic, real facts, students get to see how their

education is going to fit into their actual occupation.”

Kristine Smith, Esq., is the Pro Bono Director and Managing Attorney for

the Virginia Legal Aid Society. A lawyer for 26 years, she started her career as a judicial clerk and then moved into private practice.

“I did pro bono work for VLAS. When I saw the position [for the program] advertised, I felt so fortunate to get involved,” explained Smith.

The program Smith joined was a partnership between Liberty University School of Law and the Virginia Legal Aid Society (VLAS). In January 2017,

the VLAS launched a program, “Building Pro Bono Capacity in a Small City and Rural Service Area” in an effort to double the number of attorneys and pro bono cases in two years. This program, which includes a clinic in partnership with Liberty University, currently is open to four students.

“The students are all certified under the Virginia Bar’s Third Year Student Practice Rule,” said Smith. “This means that the law school has recommended them and the Supreme Court has certified them to operate under an attorney and go to court, argue and talk with clients.”

The Third Year Student Practice Rule states that “an eligible law student may, in the presence of a supervising lawyer, appear in any court or before any administrative tribunal in this Commonwealth in any civil, criminal or administrative matter on behalf of any person if the person on whose behalf he is appearing has indicated in writing his consent to that appearance.”

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Under the program, students have the unique opportunity of working on real cases with real clients, under the advisement of Smith and their attorney mentors.

The cases that the students are involved in meet a specific set of requirements. For example, clients are qualified based on income level and assets. After an assessment and conversation with a paralegal, if they qualify, they are recommended to the program.

Smith explained, “Most cases that they work on are the types of cases that go directly to court, or advising relationships regarding a client’s options. The same way our staff attorneys will get cases, they get cases.”

LU School of Law Students (from left to right): Taylor Noonan, Aaron Minguez, Johnna Chick and Christina Wright.

Currently, the program offers six case areas that students can gain experience in.

They include public benefits, denials and terminations (such as Medicaid or termination of Medicaid), uncontested divorces, unemployment compensation, consumer law, representation of parties

School of Law, the Lynchburg law community and, especially, the individuals

trying to get two-year protective orders (for example, in the event of domestic

the program serves. The program primarily focuses on low income clients who

violence), and housing/tenant disputes. These types of cases are ones that move

are in need of legal assistance but can’t afford the fees often associated with a

quickly, allowing the student to see the start, middle and end of each and every

private attorney.

case they are involved in.

Clients of this partnership need not worry about the level of quality or competency they’ll receive if paired with a law student. Smith says there is a firm vetting process that she and the law school go through to select these students.

First, there is an application process, where students submit writing samples, a cover letter, a resume and extensive recommendations. From there, the recommendation sources are interviewed as well as the prospective students.

“We wanted to give students the same experience they will have when they

“We benefit the clients, which is our community here.

We benefit the students. There is a benefit to the University. It’s been mutually advantageous all ways around,” said Smith.

During their weekly clinic session, students have the opportunity to sit together with client files, strategize, and talk about the law and their research

graduate law school,” said Smith of the application process and the experience

findings. Because they’re working with real cases, these sessions are often much

students will garner throughout this program.

more varied than traditional lecture classes—which, again, gives students more

Day-to-day, students will still participate in their routine class schedules.

However, during their “free time” they will go to the Legal Aid office on Church Street in downtown Lynchburg for their clinic sessions.

“In law school, students have all done mock trials and interviews and

of a real-world experience.

At the Legal Aid office, students are given access to an individual office space where they can work on cases and meet with clients.

“But they also hang out here and have birthday cake when we’re celebrating

negotiations,” Smith explained, “but this is a real fact pattern that they can put

someone’s birthday,” Smith shared about the community students have found

into use. When they are sitting across the table from real clients, they can make

with the program.

connections and bonds with them. They learn to not be discouraged by bumps in the road and can work on problem solving.”

30

But the program doesn’t just benefit the students. The impact reaches into the

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DECEMBER/JANUARY 2017-2018

However, the support doesn’t end there. Not only do the students receive one-on-one interaction with Smith and access to a working office and conference

While not taking place in a courtroom, the students’ weekly clinic sessions also give them real world experience as they talk about their cases and findings. BELOW: Kristine Smith, Esq., Pro Bono Director and Managing Attorney for the Virginia Legal Aid Society.

room for client conversations, but they are also individually paired with a mentor.

“I worked in Lynchburg and grew up here. I selected lawyers that have different types of practices—maybe a similar career path of graduating and going to work in a smaller community like ours. Some represent plaintiffs and some represent defendants,” explained Smith. “I selected four folks and they were eager and willing to help. As I came to know the students [at the beginning of the program], I assigned them mentors based on how I thought the student would interact with the mentor.”

The benefit of having a mentor alongside of the law school curriculum, the VLAS clinic and one-on-one oversight from Smith is that students have an opportunity to interact with their mentors on a more personal level. They’ll grab coffee with their mentors and run strategies by them. This relationship, Smith says, gives students an understanding of being a part of the Virginia Bar Association and what it means to give back to the community—an effort that is very important to the Bar administration.

When asked about the future of the Virginia Legal Aid Society partnership with Liberty University School of Law, Smith’s outlook is aspirational, yet attainable.

“My goal is that our clients benefit from the intelligence, drive and energy of the students, and that the students learn how to put their education to practical use and see that they are actually helping real people every day.

My goal for [the program] in five years is that I would love for it to grow in the number of students that we can have enrolled and branch out into different subject matter clinics. In other words, have so much interest in the school and so much benefit to the students that we can offer individual clinics for the student’s desired area of law.”

To learn more about the Virginia Legal Aid Society and its partnership with Liberty University School of Law, visit www.vlas.org.

Criminal Law • Personal Injury • General Litigation • Estate Planning

B. Leigh Drewry, Jr. B. Leigh Drewry, Jr. has provided legal representation to Lynchburg and surrounding counties for 33 years. From general practice, criminal and traffic law, estate planning, and personal injury I have you covered. Approaching each case with my full attention and dedication, I aim to protect your interests and exceed your expectations.

Sensitivity towards our clients • Commitment and dedication Flexibility to work around your needs • Open communication • Attention to detail

434.239.0044 • 104B Archway Court Lynchburg VA • leighdrewry.com DECEMBER/JANUARY 2017-2018

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ADOPTION, MARITAL AND FAMILY LAW Bell, Sarah W. Woods, Rogers, Edmunds & Williams Lynchburg 434-846-9000 woodsrogers.com/attorney_/ sarah-w-bell Gibbons, Patricia M. Lynchburg 434-847-8149 patriciamcadamsgibbons.com Morrison, Frank Phillips, Morrison & Ferrell Lynchburg 434-384-0946 pmjf.com/attorney-profiles/ frank-west-morrison

Schenkel, Lisa L. Schenkel & Donaldson Pc Lynchburg 434-385-0174 lisaschenkelesq.com

ARBITRATION AND MEDIATION Kowalski, Scott W. Lynchburg 434-846-2768 pldrlaw.com/scott-w-kowalski Morrison, Frank Phillips, Morrison & Ferrell Lynchburg 434-384-0946 pmjf.com/attorney-profiles/ frank-west-morrison

Richards, James R. Lynchburg 434-846-2768 pldrlaw.com/james-r-richards

ATTORNEYS FOR NONPROFIT Creasy, S. Henry IV Woods, Rogers, Edmunds & Williams Lynchburg 434-455-9127 woodsrogers.com/attorney_/ s-henry-creasy-iv

Craddock, Ted Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com Dunn, Terrance J. Lynchburg 434-528-3400 freemandunn.com/attorneys/ terrance-j-dunn.shtml Feinman, Paul J. Lynchburg 434-846-2768 pldrlaw.com/paul-j-feinman Richards, James R. Lynchburg 434-846-2768 pldrlaw.com/james-r-richards Snead, Rayner V. Woods, Rogers, Edmunds & Williams Lynchburg 434-455-9103 woodsrogers.com/attorney_/ rayner-v-snead-jr

BANKRUPTCY AND WORKOUT

Sorenson, Eric J. Jr. Woods, Rogers, Edmunds & Williams Lynchburg 434-846-9000 woodsrogers.com/attorney_/ rick-j-sorenson

Cox, David Cox Law Group Lynchburg 434-845-2600 coxlawgroup.com/about-us/ our-attorneys

Whitesell, Darryl D. Woods, Rogers, Edmunds & Williams Lynchburg 434-846-9000 woodsrogers.com/attorney_/ darryl-d-whitesell

Feinman, Paul J. Lynchburg 434-846-2768 pldrlaw.com/paul-j-feinman Hansen, Janice Cox Law Group Lynchburg 434-845-2600 coxlawgroup.com/about-us/ our-attorneys

Pulley, Glenn W. Gentry Locke Lynchburg 434-455-9945 gentrylocke.com/pulley

LynchburgBusinessMag.com

BANKING AND FINANCIAL

Sorenson, Eric J. Jr. Woods, Rogers, Edmunds & Williams Lynchburg 434-846-9000 woodsrogers.com/attorney_/ rick-j-sorenson

Price, Joy L. Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com

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White, Jeremy Lynchburg 434-846-1326 vlas.org/loose-pages/ lynchburg-offfice

Alford, John Jr. Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com

O’Keeffe, John Lynchburg 434-845-6555 okeeffespies.com/attorneys.html

Neumeyer, David Lynchburg 434-528-4722 vlas.org/loose-pages/ lynchburg-offfice

Shaw, William T. Woods, Rogers, Edmunds & Williams Lynchburg 434-846-9000 woodsrogers.com/attorney_/ w-tracey-shaw

Houck, Leighton S. Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com

BUSINESS LAW Alford, John Jr. Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com Coates, Gary M. Lynchburg 434-528-3400 freemandunn.com/attorneys/ gary-m-coates.shtml

DECEMBER/JANUARY 2017-2018

CIVIL TRIAL Dawson, G. Edgar III Lynchburg 434-846-2768 pldrlaw.com/g-edgar-dawson-iii

Phillips, Thomas L. Jr. Phillips, Morrison and Ferrell Rustburg 434-821-5022 pmjf.com/attorney-profiles/ thomas-l-phillips-jr/pmjf.com Pulley, Glenn W. Gentry Locke Lynchburg 434-455-9945 gentrylocke.com/pulley Watson, J. Frederick Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com

COMMERCIAL LITIGATION Falcone, John E. Lynchburg 434-455-5936 pldrlaw.com/john-e-falcone Francisco, John W. Woods, Rogers, Edmunds & Williams Lynchburg 434-455-9127 woodsrogers.com/attorney_/ john-w-francisco Hawkins, A. David Overbey, Hawkins & Wright, PLLC Lynchburg 434-332-5155 overbeylaw.com/bios/ a-david-hawkins Kowalski, Scott W. Lynchburg 434-846-2768 pldrlaw.com/scott-w-kowalski Mooney, Chad A. Lynchburg 434-846-2768 pldrlaw.com/chad-a-mooney

Devening, Henry C. Lynchburg 434-847-6787 lynchburggeneralpracticelawyer.com

Pulley, Glenn W. Gentry Locke Lynchburg 434-455-9945 gentrylocke.com/pulley

Hawkins, A. David Overbey, Hawkins & Wright, PLLC Lynchburg 434-332-5155 overbeylaw.com/bios/ a-david-hawkins

Watson, J. Frederick Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com

Johnson, Eric S. Agnew, Johnson & Rosenberger PLLC Lynchburg 434-847-9066 injuryanddisabilitylaw.com Peake, Mark Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com

CONSTRUCTION Creasy, S. Henry IV Woods, Rogers, Edmunds & Williams Lynchburg 434-455-9127 woodsrogers.com/attorney_/ s-henry-creasy-iv Kowalski, Scott W. Lynchburg 434-846-2768 pldrlaw.com/scott-w-kowalski

LET OUR FAMILY HELP YOUR FAMILY

For decades, our family-owned and operated law firm has been devoted to asserting the legal rights of the injured. Made up of a father, son, and daughter team, we are a family law firm that prioritizes family values. This means you can expect to be treated as our very own: we make sure you feel supported and comforted and stay alongside you every step of the way.

We accept personal injury cases on a contingency fee basis, which means you do not owe us any legal fees unless we recover a favorable outcome for you. Do not wait another moment to get the help and legal guidance you need. Contact our firm today to speak with us about the nature of your case. we have offices in Lynchburg and Danville for your convenience.

8 0 1 M a i n S t, # 1 0 , Ly n c h b u r g , VA 245 0 4 | 434 - 5 2 8 - 4 2 2 2 | t r o st law. c o m

SANZONE & BAKER, LLP

When It’s Your Life, Don’t Take Chances

S

Sanzone & Baker, LLP, is a law firm that handles legal cases throughout Virginia, from the District Courts to the Virginia Supreme Court and in Federal Court. We are an old established firm with thousands of satisfied former clients, trying hundreds of cases all over the state each month.

Personal Injury • Criminal Law • Family Law Representation Civil Trial Litigation • Representation for Injured Workers

434.846.4691 • 1106 Commerce Street Suite 3A, Lynchburg, VA 24504 • sanzoneandbakerlaw.com

Lucy, J. Barrett Lynchburg 434-528-3400 freemandunn.com/attorneys/ j-barrett-lucy.shtml Pearson, Andrew Lynchburg 434-846-2768 pldrlaw.com/andrew-p-pearson Watson, J. Frederick Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com

CRIMINAL DEFENSE Angel, James J. Lynchburg 434-845-4551 jjangellaw.com/index.php/contact-us Arthur, Mark B. Lynchburg 434-338-7028 markbarthur.com/About/ Mark-B-Arthur.shtml Drewry, B. Leigh Jr. B. Leigh Drewry, Jr. Lynchburg 434-239-0044 leighdrewry.com/attorneys-1.html

Hawkins, A. David Overbey, Hawkins & Wright, PLLC Lynchburg 434-332-5155 overbeylaw.com/bios/ a-david-hawkins

ELDER LAW

EMINENT DOMAIN

Davies, Jonathan E. Lynchburg 434-528-5500 davies-davies.net/about.html

Peake, Mark Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com

Davies, Peter H. Lynchburg 434-528-5500 davies-davies.net/about.html

Houck, Leighton S. Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com

Sanzone, Joseph A. Sanzone & Baker LLP Lynchburg 434-846-4691 sanzoneandbakerlaw.com/attorneys/ joseph-a-sanzone.shtml

Feinman, Edward (Ron) Jr. Law Offices of Ron Feinman, Esq. Lynchburg 434-528-0696 elderlawanswers.com/elder-lawattorneys/Ron-Feinman/attId/7171/ locId/483 Isenhour, F.E. ‘Tripp’ Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com

EDUCATION Watson, J. Frederick Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com Waugh, Melissa K. JD, MPH Lynchburg 434-200-8287

Pulley, Glenn W. Gentry Locke Lynchburg 434-455-9945 gentrylocke.com/pulley

GENERAL PRACTICE Devening, Henry C. Lynchburg 434-847-6787 lynchburggeneralpracticelawyer.com Leebrick, Thomas S. Lynchburg 434-847-4546 thomasleebrick.com

Leebrick, Thomas S. Lynchburg 434-847-4546 thomasleebrick.com

GOVERNMENT AND ADMINISTRATIVE

Yoder, Wanda L. Lynchburg 434-846-547 pview.findlaw.com/view/1571519_1

Erwin, Walter C. III Lynchburg 434-455-3980 legaldirectories.com/Erwin-Walter-CIII-490706-Atty.aspx

Do You have

Peace of Mind?

Are your assets protected if you need Long Term Care?

Have you effectively planned for yourself and your loved ones?

Do you have a child or loved one with Special Needs?

Are all your affairs in order?

Let us help ease your mind. Call us today for a free consultation!

Elder Law * Medicaid Planning Veterans Benefits * Special Needs Trusts Asset Protection * Long Term Care Medical Powers of Attorney * Wills & Trusts

434.528.0696 | 801 Main Street, Lynchburg VA | ronfeinmanlaw.com DECEMBER/JANUARY 2017-2018

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Houck, Leighton S. Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com

Peake, Mark Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com

HEALTH CARE LAW

Phillips, William E. Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com

Sorenson, Eric J. Jr. Woods, Rogers, Edmunds & Williams Lynchburg 434-846-9000 woodsrogers.com/attorney_/ rick-j-sorenson Trent, Holly B. Lynchburg 434-200-3000

Sloan, Michael R. Overstreet Sloan Attorney at Law Bedford 540-597-1024 overstreetsloan.com/personnel/ michael-overstreet

IMMIGRATION LAW

LABOR AND EMPLOYMENT

Dirom, Pavlina Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com

Coates, Gary M. Lynchburg 434-528-3400 freemandunn.com/attorneys/ gary-m-coates.shtml

INSURANCE Dawson, G. Edgar III Lynchburg 434-846-2768 pldrlaw.com/g-edgar-dawson-iii

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Falcone, John E. Lynchburg 434-455-5936 pldrlaw.com/john-e-falcone

DECEMBER/JANUARY 2017-2018

PERSONAL INJURY Hawkins, A. David Overbey, Hawkins & Wright, PLLC Lynchburg 434-332-5155 overbeylaw.com/bios/ a-david-hawkins Mooney, Chad A. Lynchburg 434-846-2768 pldrlaw.com/chad-a-mooney Peake, Mark Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com Phillips, Thomas L. Jr. Phillips, Morrison & Ferrell Rustburg 434-821-5022 pmjf.com/attorney-profiles/ thomas-l-phillips-jr/pmjf.com Trost, Randall J. Randall J Trost Pc Lynchburg 434-528-4222 trostlaw.com/attorney-profiles/ randall-j-trost

Wright, Frank A. Jr. Overbey, Hawkins & Wright, PLLC Lynchburg 434-332-5155 overbeylaw.com/bios/frank-a-wright-jr

REAL ESTATE Alford, John Jr. Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com Creasy, S. Henry IV Woods, Rogers, Edmunds & Williams Lynchburg 434-455-9127 woodsrogers.com/attorney_/ s-henry-creasy-iv Davies, Peter H. Lynchburg 434-528-5500 davies-davies.net/about.html Feinman, Paul J. Lynchburg 434-846-2768 pldrlaw.com/paul-j-feinman/

Where are you going?

Monument Terrace in Lynchburg, VA

In business, as in life, it’s what lies ahead that counts—choices, challenges, and opportunities. Woods Rogers Edmunds & Williams is here to advise you on all three. We have a long history of helping companies and individuals thrive. Let’s plan your future together.

To learn about our more than 75 attorneys and 19 practice areas, visit our website at woodsrogers.com.

P. (434) 846-9000 ROANOKE | CHARLOTTESVILLE LYNCHBURG | RICHMOND | DANVILLE A Member of the Interlaw Network

Jester, Royston Lynchburg 434-528-5858 https://facebook.com/pages/ Jester-Jester/154250914611023

Craddock, Ted Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com

Houck, Leighton S. Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com

Jones, Hugh J. III Hugh J. M. Jones, III, PC Lynchburg 434-237-6458 business.lynchburgregion.org/list/ member/hugh-j-m-jones-iii-p-c-388

Davies, Jonathan E. Lynchburg 434-528-5500 davies-davies.net/about.html

Richards, James R. Lynchburg 434-846-2768 pldrlaw.com/james-r-richards

Davies, Peter H. Lynchburg 434-528-5500 davies-davies.net/about.html

Whitesell, Darryl D. Woods, Rogers, Edmunds & Williams Lynchburg 434-846-9000 woodsrogers.com/attorney_/ darryl-d-whitesell

TAX LAW Dunn, Terrance J. Lynchburg 434-528-3400 freemandunn.com/attorneys/ terrance-j-dunn.shtml Whitesell, Darryl D. Woods, Rogers, Edmunds & Williams Lynchburg 434-846-9000 woodsrogers.com/attorney_/ darryl-d-whitesell

WILLS, TRUSTS, AND ESTATES Baldwin, Bernard C. III Woods, Rogers, Edmunds & Williams Lynchburg 434-846-9000 woodsrogers.com/attorney_/ bernard-c-baldwin-iii

Dunn, Terrance J. Lynchburg 434-528-3400 freemandunn.com/attorneys/ terrance-j-dunn.shtml Feinman, Paul J. Lynchburg 434-846-2768 pldrlaw.com/paul-j-feinman Feinman, Edward (Ron) Jr. Law Offices of Ron Feinman, Esq Lynchburg 434-528-0696 https://elderlawanswers.com/ elder-law-attorneys/Ron-Feinman/ attId/7171/locId/483

WORKERS’ COMPENSATION Cochran, Gregory Caskie & Frost Lynchburg 434-846-2731 caskiefrost.com Evans, Robert E. Lynchburg 434-845-4551 reevanslaw.com/Pages/aboutus.aspx Leebrick, Thomas S. Lynchburg 434-847-4546 thomasleebrick.com

Methodology & Disclaimers From DataJoe

Summary. To create the list, the magazine contracted DataJoe Research to facilitate an online peer-voting process. DataJoe Research is a software and research company specializing in data collection and verification, and conducts various nominations across the United States on behalf of publishers. DataJoe checked and confirmed that each published winner had, at time of review, a current, active license status with the appropriate state regulatory board. If we were not able to find evidence of a lawyer’s current, active registration with the state regulatory board, that lawyer was excluded from the list. In addition, any lawyer who has been disciplined for an infraction by the state regulatory board was excluded from the list. Finally, DataJoe presented the tallied result to the magazine for its final review and adjustments.

Final note. We recognize that there are many good lawyers who are not shown in this representative list. This is only a sampling of the huge array of talented professionals within the region. Inclusion in the list is based on the opinions of responding lawyers in the region. We take time and energy to ensure fair voting, although we understand that the results of this survey nomination are not an objective metric. We certainly do not discount the fact that many, many good and effective lawyers may not appear on the list.

Disclaimers. DataJoe uses best practices and exercises great care in assembling content for this list. DataJoe does not warrant that the data contained within the list are complete or accurate. DataJoe does not assume, and hereby disclaims, any liability to any person for any loss or damage caused by errors or omissions herein whether such errors or omissions result from negligence, accident, or any other cause. All rights reserved. No commercial use of the information in this list may be made without written permission from DataJoe. Questions? For research/methodology questions, contact Chris Tu, Researcher, at surveys@datajoe.com.

Serving Lynchburg and Central Virginia since 1896

C

askie & Frost is a full-service law firm serving the people and businesses of Lynchburg and Central Virginia for more than 120 years. From its inception, Caskie & Frost established, and has maintained, a reputation for excellence and a tradition of professional leadership and superior client service, offering a broad range of quality legal services.

Business Law • Civil Litigation • Divorce & Family Law Personal Injury • Criminal Law • Wills & Estates • Immigration

434 . 846.2731 • 2306 ATHERHOLT ROAD, LYNCHBURG, VA 24501 • C ASKIEFROST.COM 38

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Attorney at Law B. LEIGH DREWRY, JR. 104B Archway Court Lynchburg VA 24502 434.239.0044 | www.leighdrewry.com Leigh Drewry is a 1979 graduate of the University of Virginia. He entered the T.C. Williams School of Law at the University of Richmond in August, 1980, completing his degree requirements in December, 1982. In February, 1984, he moved to Lynchburg to work as an Assistant Commonwealth’s Attorney. He served as a prosecutor in Campbell County for two years and in the City of Lynchburg for eight years.

In February, 1994, Leigh opened his own practice. Leigh has concentrated his practice in criminal defense, but takes a wide variety of cases which take him into the courtroom. His caseload has included capital cases and the defense of civil commitments of individuals the state calls “sexually violent predators.” Leigh has argued several cases before the Virginia Supreme Court, including Townes v. Commonwealth, 269 Va. 234 (2005). He has made several presentations at CLEs on the civil commitment of “sexually violent predators.”

Leigh has served on the Board of Directors of the Virginia Association of Criminal Defense Lawyers and as its president. A native of Southampton County, Leigh is happily married to the former Anne C. Goode of Richmond. Together they are the parents of Robert, a graduate of the University of Richmond and its law school, and Rebecca, a graduate of the College of Charleston.

Lawyer Profiles of Area Lawyers & Practices

B. Leigh Drewry, Jr.

CASKIE & FROST

FULL-SERVICE LAW FIRM Attorneys Leighton S. Houck Theodore J. Craddock Gregory P. Cochran Joy Lee Price Mark J. Peake John R. Alford, Jr. J. Frederick Watson Pavlina B. Dirom F.E. “Tripp” Isenhour, III William E. Phillips

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Caskie & Frost is a full-service law firm serving the people and businesses of Lynchburg and Central Virginia for more than 120 years. From its inception, Caskie & Frost has maintained a reputation for excellence, professional leadership, and superior client service. Our services include civil and criminal litigation, domestic relations, business law, personal injury, insurance defense, and more. We look forward to serving Lynchburg and Central Virginia for years to come.

2306 Atherholt Road, Lynchburg, VA 24501 (434) 846-2731 • caskiefrost.com

Cox Law Group

Janice ROY Hansen 900 Lakeside Drive, Lynchburg, VA 24501 434.845.2600 | coxlawgroup.com Janice Roy Hansen is a Member of Cox Law Group, PLLC, where she has focused her practice entirely on representing individuals, families, and small businesses in bankruptcy cases for over 13 years.

She earned her B.S. degree in Psychology in 1991 and her law degree from Florida State University College of Law in 1996.

She has been an active member of the National Association of Consumer Bankruptcy Attorneys, the National Association of Chapter 13 Trustees, and the American Bankruptcy Institute.

Janice was a recent speaker at a continuing education seminar on consumer bankruptcy law for the Western District of Virginia, and she has served on the executive committee of the Lynchburg Bar Association.

Janice is passionate about helping individuals struggling with overwhelming debt find relief in a dignified and effective manner through the bankruptcy process and she provides clients with thoughtful, skilled and compassionate legal representation.

Janice has been selected by her peers as one of Lynchburg‘s Top Lawyers in Bankruptcy for 2017.

Agnew, Johnson & Rosenberger ERIC JOHNSON

Attorney at Law HUGH J.M. JONES, III P.C.

722 Commerce Street, Lynchburg, VA 24504 434-847-9066 | www.InjuryandDisabilityLaw.com

20580-A Timberlake Road Lynchburg, VA 24502 434-237-6458

Eric has been practicing in Virginia since 1992. He has dedicated 25 years of practice to litigating cases on behalf of accident victims. Eric has handled automobile, tractor trailer, premises liability and other personal injury cases across the state. He also represents clients in Social Security Disability and Workers Compensation matters.

I grew up in Vermont and came to Virginia to attend the Virginia Military Institute.

Following graduation from VMI in 1966, I attended Washington and Lee Law School. After graduation in 1969, I served five years in the U. S. Army as an attorney in the Judge Advocate General’s Corp. Most of my time in the army was spent defending soldiers in court marshals and other disciplinary proceedings. I served 4 years in Germany and finished up with a year in Fort Lewis, Washington. In 1974, upon leaving the army, I returned to Lynchburg with my wife, Betsy, who grew up in Lynchburg. I started my practice in Lynchburg working with Leyburn Mosby until 1980 when I opened my own practice as a sole practitioner on Timberlake Road where I remain. For many years, my practice was a broad general practice from criminal matters to civil matters and everything in between. In recent years I have concentrated on real estate matters, business law, wills and estates, and some civil litigation.

I have been involved in the community having been a member of several boards and have volunteered for various activities. When I am not at the office, I enjoy walking, hiking, biking, skiing and traveling to visit my two daughters and four grandchildren.

Eric has also been recognized by The National Trial lawyers, Top 100 Trial lawyers.

Eric is a Charlottesville native. He received his undergraduate degree from Randolph Macon College in Ashland, and his law degree from the University of Richmond.

He is a member of the Lynchburg Bar Association, the Campbell County Bar Association, the Virginia Trial lawyers Association, and the National Organization of Social Security Claimants’ Representatives.

Away from the office, Eric enjoys spending time with his three kids, Will 18, Mack 16 and Kakie 13; running, mountain biking, fishing, and grouse hunting with his German Shorthair pointer.

ERIC JOHNSON

Hugh J.M. Jones, III P.C.

DECEMBER/JANUARY 2017-2018

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Gentry Gentry Locke Locke Attorneys Attorneys HERSCHEL HERSCHEL V. V. KELLER KELLER

Gentry Gentry Locke Locke Attorneys Attorneys GLENN GLENN W. W. PULLEY PULLEY

801 801 Main Main Street, Street, 11th 11th Floor Floor Lynchburg, Lynchburg, VA VA 24504 24504 434-455-9944 434-455-9944 || Keller@gentrylocke.com Keller@gentrylocke.com

801 801 Main Main Street, Street, 11th 11th Floor Floor Lynchburg, Lynchburg, VA VA 24504 24504 434-455-9945 434-455-9945 || Pulley@gentrylocke.com Pulley@gentrylocke.com

Herschel HerschelKeller Kellerrepresents representsbusinesses, businesses,governmental governmentalentities, entities,and and institutions institutionsin inLynchburg Lynchburgand andacross acrossthe theCommonwealth Commonwealththrough throughhis his practice practiceof ofCorporate Corporateand andBusiness BusinessLaw. Law.He Heisisactive activein inthe thecommunity, community, including includingserving servingas aspast pastpresident presidentof ofthe theCentral CentralDistrict DistrictCommittee Committee for forthe theAssociated AssociatedGeneral GeneralContractors Contractorsof ofVirginia.

Virginia.“Bringing “Bringingobjectivity objectivity into intodifficult difficultbusiness businessdecisions decisionsisisaakey keyrole rolefor forany anybusiness businesslawyer. lawyer.II like liketo tolearn learnmy myclient’s client’sbusiness businessso soIIcan canbe bean anobjective, objective,guiding guidinghand hand during duringcomplex, complex,difficult, difficult,or oremotional emotionallegal legalsituations. situations.In Inmy myattorneyattorneyclient clientrelationships relationshipstrust trustflows flowsboth bothways, ways,and andthe theclient’s client’sinterest interest always alwayscomes comesbefore beforeanyone anyoneelse’s. else’s.IIstrive striveto tobe beresponsive, responsive,because because good goodadvice advicedoes doeslittle littlegood goodififititisisdelayed.” delayed.”

Glenn GlennPulley Pulleywas wasinducted inductedas asaaFellow Fellowof ofthe theAmerican AmericanCollege Collegeof ofTrial Trial Lawyers Lawyersin in2002, 2002,and andserved servedas asChairman Chairmanof ofthe theVirginia VirginiaCommittee Committeeof of the theAmerican AmericanCollege Collegeof ofTrial TrialLawyers Lawyersin in2013 2013and and2014.

2014.Since Since1976, 1976, Glenn Glennhas hashandled handledmore morethan than150 150civil civiljury jurytrials trialsfor forplaintiffs plaintiffsand and defendants defendantsinvolving involvingpersonal personalinjury/property injury/propertydamage, damage,product productliability, liability, commercial, commercial,construction, construction,employment, employment,estates, estates,and andeminent eminentdomain. domain.

Glenn Glennisisaahighly highlyrespected respectedlegal legalresource resourceto toseveral severalmunicipal municipalentities. entities.

“I“Istrive striveto toaccurately accuratelyand andhonestly honestlyevaluate evaluatethe therisks risksand andrewards rewardsmy my client clientcan canexpect expectififthe thecase casegoes goesto totrial. trial.I’m I’mat athome homein inthe thecourtroom, courtroom, but butI’m I’meven evenmore morecomfortable comfortableknowing knowingthat that my myclient clientand andIIshare shareaa bond bondof ofconfidence confidencein inthe theoptions optionswe wewill willpursue, pursue,whether whethernegotiating negotiating in inaaconference conferenceroom roomor orlitigating litigatingin incourt. court.””

HERSCHEL HERSCHEL V.V. KELLER KELLER

GLENN GLENN W. W. PULLEY PULLEY

Phillips, Morrison, & Ferrell FRANK WEST MORRISON

Bank of the James Building 828 Main Street, Suite 1403, Lynchburg, VA 24504 434-907-4805 * www.pmjf.com Frank West Morrison is an attorney, mediator and a collaborative professional. He is a frequent lecturer, trainer and author on family law, mediation and collaboration topics and is an adjunct professor at Washington & Lee Law School, teaching basic and advanced negotiation classes since August of 2004.

He is the former Chair of the Board of Governors of the Family Law Section of the Virginia State Bar and the former Chair of the Domestic Relations Counsel of the Virginia Bar Association. He is the recipient of the Founder ADR in Virginia Award, the Virginia State Bar Continuing Legal Education Award, and the Life Time achievement award presented by the Virginia State Bar Family Law Section.

He has been recognized in the Virginia Super Lawyer & Virginia Legal Elite publications for many years.

Mr. Morrison is an effective and successful trial attorney and is a skilled negotiator settling approximately 85% of his cases, often with creative solutions for his clients.

Frank West Morrison

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OVERSTREET SLOAN

MICHAEL SLOAN 14805 Forest Road, Suite 106 • 434.525.8579 806 E. Main Street, Suite 101 • 434.597.1024 overstreetsloan.com Overstreet Sloan, PLLC congratulates Michael Sloan for his selection as one of the Top Lawyers of Greater Lynchburg.

Overstreet Sloan, PLLC provides a team-oriented approach to legal representation in a wide variety of matters including divorce, custody and support, personal injury, workers’ compensation, corporate formation and governance, commercial litigation, traffic and criminal cases, and estate planning.

From offices in Forest and Bedford, our experienced attorneys represent individuals, small businesses and large companies in state and federal courts throughout Central Virginia, the New River Valley and Southwest Virginia. Client Focused. Trial Tested. Overstreet Sloan.

LAW OFFICES OF RON FEINMAN

RON FEINMAN | ELDER LAW 801 Main Street, Lynchburg VA 434.528.0696 | ronfeinmanlaw.com Ron Feinman is a native of Lynchburg, Virginia. He received his law degree from the University of Virginia in 1979 and maintains an Elder Law practice serving all of Central Virginia.

We help you take care of yourself and your loved ones, preserve and protect your assets, and structure your affairs in a manner best suited to your concerns and desires for your family.

Our firm serves the needs of elder law clients, seriously injured individuals of all ages, as well as those requiring sophisticated estate, business, or legacy planning.

Services include the custom design of Revocable Living Trusts, Wills, Medical Powers of Attorney, Durable Financial Powers of Attorney, Living Wills, and other fundamental estate planning documents, all as a part of a comprehensive and unified plan.

We help our clients maintain or qualify for Medicaid, Supplemental Security Income (SSI), various Veterans Benefits, including Pension Benefits (which are way more inclusive than you might think), Enhanced Pension, and Aid and Attendance. We have extensive experience helping those who are retired, those with special needs, and those who have been seriously injured, whom we can assist with: • The design and crafting of a Special Needs Trust or Medicaid Asset Protection Trust • The design and implementation of a Medicaid Spend Down plan • The preservation and protection of assets for those needing governmental benefits such as SSI, SSDI, Medicaid, and Medicare • Guardianships and Conservatorships We also help our clients with Life Insurance Trusts, Charitable Remainder Trusts and Charitable Lead Trusts, Generation Skipping and Dynasty Trusts, GRITs, GRATs, Intentionally Defective Grantor Trusts (IDGT’s) and other sophisticated estate planning programs.

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Attorney at Law

RANDALL J. TROST 801 Main St, #10, Lynchburg, VA 24504 434-528-4222 www.trostlaw.com

Randall J. Trost, practicing personal injury law, has a diverse educational background. He arrived in Lynchburg, VA in 1967 after accepting a position in nuclear engineering at the Babcock & Wilcox Company. In qualification for that position, he earned Bachelor of Science and Master of Science degrees in Nuclear Engineering from the University of Wisconsin. These degrees were earned during a six-year program which included a one year participation in the Student Exchange Program with the University of Puerto Rico. This experience in Puerto Rico resulted in his proficiency in Spanish.

Mr. Trost worked at Babcock & Wilcox for fifteen years during which time he processed his scientific background by authoring a computer design program for Thermal and Mechanical Fuel Rod Analysis. This Program was presented by Mr. Trost at a national conference held by the American Nuclear Society in New York City.

Mr. Trost attended the Washington & Lee School of Law during the period of 1974 through 1977, while still employed by the Babcock & Wilcox Company. Upon passing the State Bar Examination, he was licensed as an Attorney on February 27, 1978. Mr. Trost opened his law practice in 1982 and focused upon criminal law and personal injury claims/associated litigation during the past 35 years. His personal injury practice specialized in motor vehicle crashes and product liability claims. His scientific training has been useful in analyzing both vehicle collision evidence and product malfunction/design defects. His legal activities included several successful appeals to the Supreme Court of Virginia on both matters of injury liability and criminal law.

Randall Trost previously served on the Board of Directors for the charitable organization “Our Daily Bread.” Finally, Randall Trost founded and sponsored a weekly radio program entitled Your Legal System At Work which was designed to inform the public of the functioning integrity and great value of our legal system. The radio program was broadcast on WGOL-FM for approximately four years. Mr. Trost was the host of the program and interviewed various Lynchburg lawyers to discuss principles of law.

The Randall J. Trost Law Firm is unique in its overall academic background and profound interest in helping people injured for reasons of third party negligence.

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SANZONE & BAKER, LLP

JOSEPH SANZONE & PHILIP BAKER 1106 Commerce Street, Ste 3A Lynchburg, VA 24504 434-846-4691 www.sanzoneandbakerlaw.com

JOSEPH A. SANZONE of Sanzone and Baker, LLP in Lynchburg practices in the areas of Criminal Defense, Personal Injury, Civil Litigation, Wrongful Deaths, Product Liability, Motor Vehicle Accidents and Family Law. Joseph Sanzone has been a trial lawyer for thirty-five years. After serving as a prosecutor, he formed his own firm handling litigation of all types and representing numerous businesses as general counsel. He practiced with Paul Whitehead for many years until Mr. Whitehead’s death in 1991 and has practiced with Philip Baker for twenty-five years. His numerous criminal cases across the state of Virginia for the past thirty-five years demonstrate his ability to help clients have their stories told, and allow justice to prevail in their cases. His cases have been featured on “48 Hours” and in numerous newspapers, magazines, and on television. His personal injury verdicts in automobile accidents have included verdicts of more than a million dollars. In 2013 Mr. Sanzone was one of the plaintiff ’s attorneys in a wrongful death case in Charlottesville, VA that was the largest wrongful death verdict in the history of the state of Virginia. He handles cases from the trial courts straight through to the appeals courts. He has appealed cases to the Virginia Court of Appeals, the Virginia Supreme Court and the United States Supreme Court, and has won cases in each of these courts. Mr. Sanzone has been selected to be one of Virginia’s Legal Elite

by Virginia Business Magazine, Virginia’s Most Outstanding Lawyers by Richmond Magazine, America’s Premier Lawyers

by Fortune Magazine, Super Lawyers, Top 100 Trial Lawyers by the National Trial Lawyers and AVI by Martindale-Hubbell.

PHILIP B. BAKER, of Sanzone & Baker, L.L.P. in Lynchburg, practices in the areas of workers’ compensation, personal injury, criminal and traffic violations, collaborative law, mediation and family practice matters, general civil litigation, and employment matters. He is a regular presenter at professional education programs regarding Virginia workers’ compensation issues. Mr. Baker has been certified by the Judicial Council of Virginia as a Virginia Mediator, and he regularly participates in the mediation resolution of workers’ compensation and employment disputes and family law matters. Mr. Baker has also been certified as a Collaborative Law Practitioner Professional since 2005, and has been recognized as a Top 100 Trial Lawyer by the National Trial Lawyers. He is a member of the Lynchburg City Bar Association, the Bedford County Bar Association, the Virginia Bar Association, the American Bar Association, the Virginia Trial Lawyers Association, the International Association of Collaborative Law Professionals, and the Virginia Association of Collaborative Law Professionals. Mr. Baker received his B.A. from Hampden-Sydney College and his J.D. from the Wake Forest University School of Law.

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BERnARd c. BALdWIn III Principal T: (434) 846-9000 bbaldwin@woodsrogers.com

RAynER V. SnEAd JR. Principal T: (434) 846-9000 rsnead@woodsrogers.com

AREAS Of fOcuS:

AREAS Of fOcuS:

Banking and finance, acquisitions and divestitures, taxation, estate planning, trust and estate administration and education-related issues.

Corporate and business law, real estate, land use, trusts and estates.

SARAH W. BELL

ERIc J. SOREnSOn JR.

Of Counsel T: (434) 846-9000 sbell@woodsrogers.com

Principal T: (434) 846-9000 rsorenson@woodsrogers.com

AREAS Of fOcuS:

AREAS Of fOcuS:

Family law, including custody, visitation and divorce.

Corporate and business law, securities, banking and healthcare law.

S. HEnRy (HAnK) cREASy IV Principal T: (434) 846-9000 hcreasy@woodsrogers.com

dARRyL d. WHITESELL Principal T: (434) 846-9000 dwhitesell@woodsrogers.com

AREAS Of fOcuS:

AREAS Of fOcuS:

Corporate and business, healthcare, real estate finance, acquisition, development and leasing.

Corporate and business law, healthcare law, trusts and estates, taxation.

W. TRAcEy SHAW Principal T: (434) 846-9000 tshaw@woodsrogers.com

AREAS Of fOcuS: Corporate and business law, real estate, taxation, trusts and estates.

828 Main Street 19th Floor Lynchburg, VA 24504 TEL: 434-846-9000 FAX: 434-846-0337 woodsrogers.com

LEGAL

SOCIAL MEDIA IN THE WORKPLACE:

Positives, Pitfalls, and Precautions

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BY C ATH ERINE J. H U F F

owadays, social media is more pervasive than ever before. From Facebook and Twitter to Snapchat and Instagram, people choose to live a more public life and share even the most minute details about their day to the social media world. This can often lead to a scenario where you can learn more about someone by looking at his or her social media presence than you can by talking with them. Social media platforms hold a treasure-trove of information about family, friends, neighbors and even employees and co-workers.

However, while social media is a great way to see what an employee’s favorite cat meme is, consider the other potential information land mines that might be out there: political affiliations, union membership, affiliations with certain companies, comments about corporations, educational background, evidence of a disability, evidence of illness in a family member, information about pregnancy, and many other potential buckets of information that can make current and future employers wary. While many individuals are savvy enough to keep their personal online information accessible only to those they approve, many others keep their social media profiles public for the whole world— including employers—to see. Therefore, it is incumbent upon companies and employees alike to know their legal rights when it comes to social media.

If an employer is planning to interview applicants for a position and looks at the applicants’ social media accounts, the employer cannot “unsee” or unlearn whatever information might be discovered. For instance, consider an applicant whose Facebook profile is public and who has posted the following: “Thank you to all my friends who gave donations and came out to the Fight Against Cancer 5k to show their support for mom and grandma!” What has the employer learned by that one post? For starters, perhaps cancer runs in the applicant’s family.

The employer now has information about the applicant that it is not permitted by law (the Genetic Information Nondiscrimination Act of 2008) to consider when

making a hiring decision. While the employer may not give the information a second thought, if the applicant learns that the employer accessed the Facebook page but did not extend an offer, he or she may question the legality of the employer’s decision. Thus, while it is not illegal for an employer to look at an applicant’s public social media accounts, be aware of the associated pitfalls.

In 2015, the Virginia legislature passed a law that primarily forbids employers from forcing current or prospective employees to disclose their log-in information for social media accounts or “adding” other employees or supervisors to the “followers,” “friends,” or other contact lists on social media.

Additionally, employers may not do indirectly what they cannot do directly, i.e., access an employee’s non-public account through a mutual friend or “inadvertently” access an employee’s account through some sort of employerprovided device or monitoring program.

The National Labor Relations Act provides employees the right to act together to address conditions at work—regardless of whether they are part of a union. The law permits employees to engage in what is known as “concerted activity,” or the right to address work-related issues and share information about pay, benefits, and working conditions. The same rights apply to actions taken on social media. Comments, posts, tweets, even “liking” a co-worker’s comment about one of these concerted activities is protected. Of course, if a worker says something egregiously offensive or knowingly and deliberately false, or makes a disparaging comment about his or her employer that has nothing to do with concerted activities, the employer is within its rights to take action.

Given the ongoing developments in these laws, employers should review their handbooks and/or policies to ensure they conform to the state and federal guidelines. As for employees, be mindful of the information you release to the world—what you post, what you “like” or “re-share,” and who you allow to access your social media.

Cate Huff is a partner who practices in the Employment, Insurance and Workers’ Compensation practice groups at Gentry Locke and has litigated in federal and state courts throughout Virginia. Cate represents companies against discrimination and workplace claims and advises businesses in the restaurant and hospitality industry on employment and other issues. Cate was named a Virginia Rising Star by Virginia Super Lawyers and was honored as a Legal Elite by Virginia Business magazine.

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HUMAN RESOURCES

IMPACTFUL CONNECTIONS OPTIMIZING APPEAL FOR Y(OUNGER) DONORS

BY ERIC RIC H ARDSON, PH D, PH R, C H H R

T

he holiday season is here and it’s a popular time to give—to family and friends, but also to charitable organizations in the region. During a season when consumers are exploring charitable giving opportunities, organizations may want to enhance their cause-specific campaign. A well-crafted campaign is imperative to attract all donors—especially Millennials.

Millennials, and Millennial-giving activities and trends, have begun to mature in terms of frequency and commitment. The Pew Research Center defined the Millennial generation as those born after 1980; individuals in their 20s and 30s were the first to come of age in the new millennium. Millennials comprise the largest segment of the current global workforce, so organizations need to meet the specific needs and interests of this generation to expand the donor base.

Prior generations have been defined by diverse attitudes and behaviors.

Unique experiences shape an era, and in part influence cohort overt behavior such as charitable giving. Millennials are no different. Millennials have matured during an era marked by a rise in popularity, perhaps even scrutiny, of corporate social responsibility. Consequently, research suggests that Millennials are often passionate about causes and socially responsible behavior. This generation has also come of age during a technologically prolific era. Accordingly, they bring new expectations to charitable giving and demand more from organizations.

They are motivated to connect, become involved, and create impact.

Millennials often will contribute to causes with which they have a personal connection, both at work and at home. Therefore, it is important to recognize and acknowledge those specific causes. In addition to the personalized connection, this cohort wants feedback on how contributions impacted the organization and its mission. They often want to let others know as well. Whether contributing to a cause via time or money, Millennial engagement may be strong initially but risks diminishing unless the link between giving and associated benefits is apparent.

As a result, organizations should cultivate campaigns and projects that are effective at demonstrating how contributions have made a direct impact to the community or an individual’s wellbeing. Millennials are interested in results over reputation and are often inspired by the cause to which they are giving.

They may give more readily to one needy individual or group than a larger entity.

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This may be because it is easier for the Millennial to gauge how a contribution impacts an individual or smaller unit. Accordingly, Millennials have a preference for causes that create impact on a local level.

One of the largest disruptors of charitable giving in the past decade has been technology and the way in which we give and communicate. Since modern communication is technologically driven, organizations are challenged with adjusting to both preference and trends of the newer generation. Millennials are social creatures. As a result, and noted in a recent article by Forbes, organizations are confronted with discovering innovative ways to engage existing and potential donors and volunteers. Social media is an integral part of life for Millennials. Sharing information about daily activities is the norm and charitable efforts are no exception. If an individual is connected to a cause the individual may share that information with others. Organizations have the ability to capitalize on this behavior and increase the spread of information and related awareness by creating well-crafted, easily-shared social media campaigns (i.e. hashtags, photos, video, etc.). As Millennials share their experiences with friends, those individuals are often compelled to become involved. By innovatively tailoring communication strategies, organizations have the potential to connect with new donors and expand their network.

Whether an organization is looking to locate new donors or engage existing ones, the Millennial donor presents both opportunities and challenges. Organizations that take notice of this generation’s unique perception are positioning themselves for long term success. Tailoring existing communications to Millennials involves creating sleek, relevant, and cause-specific marketing materials in electronic mediums ready for sharing. Organizations must promote their cause and tell their stories through meaningful results-oriented narratives. In addition, organizations should offer Millennials a variety of ways to get involved, apart from traditional fundraising, in short or long-term projects lending their own unique knowledge and perspectives. Millennials give of their time and money to make an impact.

They expect tangible results, want to know how they have made a difference, and want to share their experiences with others.

Dr. Eric Richardson is higher education leader with 11+ years experience in business, human resources, and healthcare in both for-profit and not-for-profit environments. He is a certified human resources professional and researcher in healthcare, etc.

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To recognize the companies bringing success and vibrancy to Lynchburg, we’re pleased to introduce our inaugural Best Of Business (BOB) Awards.

Nominations open through January 12, 2018

lynchburgbusinessmag.com

www.lcsedu.net

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2017 COMMUNITY IMPACT APPRECIATION FEATURE From event sponsorships to volunteer efforts and beyond,

7 201 NITY U

T C A P IM

M M O C

AP

I AT C E PR

ION

some businesses make community service more than just a priority— but a lifestyle.

For this year’s Community Impact Appreciation awards, we selected 10 businesses from a group of nominations submitted on the Lynchburg Business website.

On the following pages, see how each organization is making Central Virginia a better place to live.

BANK OF THE JAMES In what ways does your company contribute to the community? Bank of the James is a community bank and community service is a big part of our existence. In October, we collected food in our branches for the United Way’s annual food drive, and we delivered food to the Daily Bread for their outdoor food pantry. Also this fall, we took supplies to several homeless shelters in Lynchburg. Then in November, we were a corporate sponsor of CASA’s Superhero Run and participated in the Walk to End Alzheimer’s. Bank of the James is also involved in the Salvation Army’s Red Kettle Campaign.

Why is community service a priority for your company?

It is who we are. As a local bank, we feel the responsibility to give back to our communities we serve through donations, sponsorships and volunteer efforts.

By supporting numerous charitable and civic organizations, we are giving back to these organizations so they can carry through with their mission in serving others. It has a “pay it forward” effect. Giving back is part of our commitment to make a difference and is an essential part of being a good corporate neighbor.

Tell a specific story about a person, business or cause your company helped. Our bank helped the American Red Cross last year (February 2016) when the tornado hit Appomattox. We donated to this organization to help with food for volunteers and to help those in the community who experienced damage. Also, for the past 11 years, Bank of the James has given a cash citizenship award to one senior from each of the 19 Region 2000 high schools. Over 180 students have received this award over the years.

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AT A GLANCE Founded: Opened July 1999 Locations: 13 full-service locations, two loan production offices, an investment insurance division and a mortgage division Employees: 145

2017 COMMUNITY IMPACT APPRECIATION FEATURE

BWX TECHNOLOGIES, INC. In what ways does your company contribute to the community? Each year, BWX Technologies, Inc. (BWXT) commits significant financial support to help make a difference in people’s lives in the Lynchburg area and throughout North America. In addition, our employees embody a genuine spirit of teamwork and philanthropy through donations and volunteer time. The company promotes educational excellence at the primary, secondary and college/university levels through more than 35 outreach, mentoring and scholarship activities. BWXT also assists more than 80 nonprofit organizations with donations and other support. The company focuses its community giving primarily on education, health and human services, economic development, and the arts.

Why is community service a priority for your company?

Lynchburg and the surrounding communities have been very supportive of our mission for decades, and we feel a responsibility to give something back. The vast majority of our employees are originally from this area, and when they volunteer, they are serving the communities where they grew up and where they are now raising their children. We see many of our donations as long-term investments in the area—BWXT plans to be here for many years to come.

Tell a specific story about a person, business or cause your company helped. BWXT has been a key supporter of Central Virginia Community College (CVCC) since 1988. In addition to annual fund gifts used primarily for scholarships, BWXT was one of the largest contributors to the college’s successful World Class Workforce Campaign, helping to provide the equipment needed for the college’s new advanced manufacturing center in 2004.

In 2007, we were instrumental in CVCC’s development of the machining quality control program of study. That strong relationship continues today.

AT A GLANCE Founded: 1956 in Lynchburg; 1867 in Rhode Island Location: 800 Main St., Lynchburg; 2016 Mt. Athos Rd., Campbell County Employees: 2,500 in the Lynchburg area; 6,000 in North America

CENTER FOR

PEDIATRIC THERAPIES In what ways does your company contribute to the community?

Center for Pediatric Therapies (CPT) Lynchburg provides occupational, speech language, and physical therapy services for the pediatric population in outpatient, natural environment, and school-based settings in the Lynchburg area.

Most recently, CPT collaborated with Amazement Square to offer an all-inclusive, free event, “Amazing Me,” for families who have children with a variety of special needs. CPT therapists were present at the museum to provide accommodations, suggestions and assistance.

AT A GLANCE Founded: 2001 in Danville Location: 101 Leroy Bowen Dr. Suite A, Lynchburg Employees: 13 in Lynchburg

Why is community service a priority for your company?

CPT believes we can have a greater impact on children and families by integrating our services into the community. Our families often share their frustrations with having limited choices for experiences their whole family can enjoy as a unit. These families are limited to select activities that may not necessarily offer the proper supports for a child with special needs. Parents and caregivers also frequently express the desire for opportunities that will connect them to other families of similar circumstances. It is our goal to be that connection, to intertwine our therapeutic services within local events, providing support and opportunities for all.

Tell a specific story about a person, business or cause your company helped.

“Amazing Me” was created with the hope of affording children with special needs the same experiences as their siblings and peers while also helping parents form a local support system. We received this feedback from parents who wanted to remain anonymous: “My son and daughter had a blast at this event. They have never been to Amazement Square before and it was great to have staff available to assist with how to integrate therapy into the exhibits.”

“It was a great event. It was nice to know that we would not be made fun of or kicked out of the museum when our son started having a behavioral tantrum.”

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2017 COMMUNITY IMPACT APPRECIATION FEATURE

IMAGE MAKER SALON AND WIG STUDIO In what ways does your company contribute to the community?

In the beginning of our journey, we volunteered with the American Cancer Society’s “Look Good, Feel Better” program. The goal is to teach women how to deal with the physical changes that may occur during medical treatments. We decided to incorporate these concepts into our daily business practice. Every day, with warmth and compassion, we welcome women who are dealing with a new frightening cancer diagnosis and/or facing impending hair loss due to medical treatments or heredity issues. We offer several no charge services including wig education. We also work with children dealing with Alopecia, which is hair loss. We teach them to enjoy the ability to change their hair and the uniqueness of who they are.

Why is community service a priority for your company?

This is who we are as a business—helping women retain their identity and confidence in self and know they are beautiful in appearance, with or without hair.

Tell a specific story about a person, business or cause your company helped. Bailey Harris, a wonderful eight-year-old girl with Alopecia, came into the studio with her parents and grandmother. Following a conversation with her mother on the phone, I had decided the occasion would be treated as a “play dress up” event. During the visit, I assured Bailey she didn’t necessarily need hair to be beautiful. I taught her to enjoy the idea of change and the idea of wearing a wig when she “felt” she wanted hair. I emphasized that wearing a wig did not define who she is and that her beauty resonated wherever she was. We had so much fun with her while also teaching her everything she needed to know about wearing wigs.

AT A GLANCE Founded: 2011 Location: 1033 Claymont St., Lynchburg Employees: 2 co-owners, daughter and mother

INTEGRATED TECHNOLOGY GROUP In what ways does your company contribute to the community?

We have contributed to the community and continue to do so through volunteerism, product donations, in-kind donations, continuing education opportunities and charitable contributions.

AT A GLANCE Founded: 2008 Location: 159 Old Dominion Dr., Madison Heights Employees: 21

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Why is community service a priority for your company?

We recognize that our community and the people in it are a big part of why we are thriving. That is why we choose to give back, because we want to help our community thrive, too. We have made it a point to provide high-end technology products as well as special, ongoing service relationships with nonprofit organizations in the area because we know it can be difficult for nonprofits to reach their desired audience when they don’t have the necessary tools or funds to get them there. That is where ITG fills the gap for many organizations in the area.

Tell a specific story about a person, business or cause your company helped.

In the words of Patrick Hubbard, founder of Living Bread Ministries: “It’s not just the IT stuff that ITG helps with. Paul personally is vested. He gives of his time and resources, and the company gives of its time and resources to help and further our call. For any organization, it’s important to protect your data, and for a small nonprofit to have our data stolen could be catastrophic as far as our ability to survive. That’s why it’s important for someone like ITG, who knows what they’re doing, to protect and set up networks and make sure all of our information is secure. And people can have confidence that when they’re giving and we’re managing their information, it’s going to be safe and not stolen.”

2017 COMMUNITY IMPACT APPRECIATION FEATURE

Image Maker Salon and Wig Studio Thin & Fine Hair Specialist Salon uses specialized cutting and treatment techniques to enhance and preserve fine and thin hair. Choose from hundreds of highquality wigs and hair pieces, or place a custom order for your specific needs. Working with all ages, women, men, and children.

Image Maker is unique in the industry!

Call (434) 385-0347

(434) 660-2259 or (434) 942-2949 1033 Claymont St. Lynchburg, VA 24502

Hours: Monday–Thursday 10 a.m.–6 p.m. Other times by appointment

A full service rehabilitation clinic for children ages birth to 21, staffed with experienced professionals in the fields of pediatric occupational, physical, and speech therapies.

101 Leroy Bowen Drive, Suite A, Lynchburg, Virginia, 24502 434.239.6630 | centerforpediatrictherapies.com

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2017 COMMUNITY IMPACT APPRECIATION FEATURE

NICE AS NEW CONSIGNMENT In what ways does your company contribute to the community?

We provide quality merchandise at low prices in a friendly atmosphere, and we provide a consignment service for people to make money. We also give our unsold merchandise to multiple local charities to help people that are in need. Since we opened 38 years ago, we have given to over 25 to 30 charities.

To name just a few: Gleaning for the World, the Lighthouse, Daily Bread, Salvation Army, Tree of Life Ministries, nursing homes and churches.

Why is community service a priority for your company?

It is the great satisfaction of helping others by being there for them and being able to pay it forward. We have been able to help so many families over the years.

Tell a specific story about a person, business or cause your company helped.

A local nursing home contacted us this year to help with their fashion show. About 10 ladies came to the store and each one was able to find a dress. With no hesitation, Nice as New donated all of the dresses. To see how much fun they had trying on the dresses and how great they looked in them was priceless.

AT A GLANCE Founded: August 1979 Location: 2828 Linkhorne Dr., Lynchburg Number of Employees: 5

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RANDOLPH COLLEGE In what ways does your company contribute to the community?

We offer free family programs such as the annual Science Festival and weekly Science and Art Saturdays, as well as a free science teachers’ institute each summer. We host cultural events and speakers from all over the world, professional artist exhibitions, and a variety of theatre and dance performances.

Randolph was also recently recognized by the Princeton Review for efforts to help the environment, ranking 16th in the nation among “green” colleges. In addition, we contribute to the workforce through student internships for local businesses and organizations, and many of our graduates often stay and work in the area.

Why is community service a priority for your company?

Our motto is Vita Abundantior, or “the life more abundant.” We teach our students that one of the most important ways to live an abundant, fulfilling life is to give back and to actively contribute to the communities in which we live.

2017 COMMUNITY IMPACT APPRECIATION FEATURE

LIBERTY DINING BY SODEXO In what ways does your company contribute to the community?

Liberty Dining by Sodexo impacts the greater Lynchburg community through job creation, workforce development programs, volunteer efforts, partnerships with nonprofits, and product donation. While Sodexo has a long and extensive history of local involvement, we really started to reshape our culture about four years ago. Since then, we have had the opportunity to work with many wonderful organizations, from Habitat for Humanity, Lynchburg Daily Bread, Miriam’s House, Stop Hunger campaigns and more.

Why is community service a priority for your company?

We believe we have a social responsibility to pour back into this community. Since starting our partnership with Liberty University over 40 years ago, Lynchburg has yielded so many great opportunities for Sodexo and we want to ensure we are giving back.

Tell a specific story about a person, business or cause your company helped.

Tell a specific story about a person, business or cause your company helped.

Most recently, our education students have been working alongside students at Paul Laurence Dunbar Middle School to build a tiny house as part of the Kids in College program.

Funded by a 21st Century Learning Center grant, Kids in College is an after-school program in which Randolph students serve as mentors for middle schoolers while also helping them improve their math skills. This project to build a tiny house has taught the middle schoolers not only how to use basic construction tools, but also how math can be applied in everyday Founded: 1891 life (i.e.

Location: 2500 Rivermont making precise Ave., Lynchburg measurements, Employees: About 1000 budgeting, etc.). students, faculty, and staff

AT A GLANCE

One story is about an employee who suffered a serious life-altering injury. After rehab, he re-entered the workforce as a utility worker on our team. Although it is a completely different role than his previous job, he is able to work and contribute to his family. This helps him feel worthwhile and have a sense of purpose.

Another is how we support local nonprofits.

Every year we host the Liberty Craft Fair, which is a large gathering of creatives, makers, and growers who come together for a one-day market. Last year we hosted this event which supported Daily Bread. We donated all vendor fees, all monetary donations, and all nonperishable food items. This sizable donation accounted for a large sum of their yearly budget.

AT A GLANCE Founded: Began dining services at LU in 1971 Location: Liberty University Employees: 900

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2017 COMMUNITY IMPACT APPRECIATION FEATURE

THE WHITE HART CAFÉ In what ways does your company contribute to the community?

Last year we gave both financially and in-kind to dozens of local charities throughout the community, but giving of our resources is just the start. We care for our employees, insisting on providing an environment where they are valued and treated with dignity.

We believe that our existence is a community contribution, and we work hard to ensure that it is. Every employee knows that we see our organization as a filter into which tired, sometimes upset or grumpy, people come, and we consider it our job to serve them so well, with such grace and kindness, that they leave our locations with a smile.

Why is community service a priority for your company?

Community service is the best reason to own a business. Employing people the second best. Serving customers is the third best. Money may or may not be in the bank account every month, but the rewards of giving to those in need cannot be taken away. We give because we are stakeholders in our region. Everyone should give according to their ability, and we are able.

Tell a specific story about a person, business or cause your company helped. There are so many organizations that we serve and love. We give annually to Miriam’s House and CASA of Central Virginia, both of which are doing incredible work to serve children and families in the region. We are involved with the very cool Light Change Tokens project, which offers tokens of no monetary value to hungry individuals, which can be redeemed at our restaurant for food. My goal is to always say “yes” to a request from a local 501(c)(3). We also recently partnered with local bands to host a benefit concert to save the local skate park.

AT A GLANCE Founded: September 2013 (revived under new ownership) Location: 1208 Main St., Lynchburg Employees: About 30

WOOLDRIDGE HEATING, AIR AND ELECTRICAL In what ways does your company contribute to the community?

We contribute through monetary donations, volunteering, and donating our products and labor in needed projects. When we were founded 42 years ago, the company was not financially strong enough in the beginning to donate money so Lester Wooldridge would actually do work and repairs for free for people in the community where he saw a need.

Now, we give to Habitat for Humanity, the American Red Cross and Patrick Henry Boys and Girls homes.

Why is community service a priority for your company?

We are a service business. We do what we do every day to serve people and help them be comfortable in their homes. Community service is just one step further we can take to share our passion for serving and helping people. It’s our way to give back to the people who have blessed our business for many, many years. We are who we are and owe our success to our local community support.

AT A GLANCE Founded: September 1975 Location: 14179 Wards Rd., Lynchburg Employees: 60

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Tell a specific story about a person, business or cause your company helped.

Annually, we participate with Habitat for Humanity projects, and the past 15 years we have provided HVAC installations in homes located in the Altavista area. One year that was extra special was the year we helped with a home for a local veteran. The house went up in one day! We have local vendors support us by donating or largely discounting equipment and material. We have a team of employees that donate their labor for the day to install systems, ductwork and do electrical wiring. This is a great organization that truly helps families in need of help to get back on their feet and have a safe home to live in.

2017 COMMUNITY IMPACT APPRECIATION FEATURE

THE EVENT In early November, the Lynchburg Business Community Impact Appreciation businesses were honored at a joint event with our Lynchburg Living Giving Back Awards recipients.

Many thanks to our sponsors for making this special evening such a success!

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Nominations Open Now thru December 31

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REAL ESTATE

REFLECTIONS & REMINISCENCE

AFTER ALL, WHAT’S A YEAR-END COLUMN WITHOUT A LITTLE LOOKING BACK…

O

BY DAN VOL L M ER

k let’s be honest. As you read this, real estate may not weigh heavy on your mind. If you’re reading this as the magazine comes out, then right now you’re mostly concerned with how to survive holiday meals with your visiting in-laws. Or maybe you are the visiting in-laws—in which case, you’re probably just pretending to read a magazine. Or maybe looking for some interesting talking points to bring up later over dinner. Either way, I get what’s going on here.

We could discuss the statistical data regarding recent home sales, increased buyer activity and shorter marketing time. I could give some predictions for how the real estate market will behave in 2018. We could talk through tax reform and whether the mortgage interest deduction will survive—which would put everyone to sleep faster than an extra serving of turkey.

These topics are all interesting and important (yes, even the tax stuff) and well worth discussing. But there is a downside to focusing on the big picture. It tends to blur the many individual stories behind it. Every statistic is really a collection of specific and personal experiences. Faces and names—people and families— that bought or sold homes. So as we look back on the year now ending, allow me to share a sampling of those stories in which I’ve had the honor of playing a role. …A hardworking couple with vision and boundless energy who took on an ambitious renovation project, this time with the future owners by their side. An old house got new start and a young family was there to help it take shape… … A sweet young couple with their newborn baby in tow, sought just the right place to call their first home. Cautious but ready to build some sweat equity, they too are now breathing new life into a home that had been owned by the same family for 37 years. (And they left behind the biggest table lamp I have ever seen!)… … One family sold their first home—a home they loved, where they went from being a couple to being a family—to move and be closer to parents.

Another couple, now empty nesters, sold their family home—the home where their children were raised and the home from which they each launched their adult lives. Both bittersweet good-byes… … An incredibly patient family, who forged an unplanned friendship with the kind but erratic owner of the picturesque farmhouse they had looked so long to find. Jumping through more hoops than a Westminster show dog—and helping him move in the process—now they finally get to watch those beautiful sunsets from their back deck… …Several families whose plans of building a new home will soon be a reality with the purchase of the perfect piece of land. Walking through an open field with nothing but the sky above and big dreams in their hearts, they stand at the threshold of a new journey. And I can’t wait to see what they do… … An incredible couple (and close friends—the kind that call you first when they have a home-related emergency) who learned they were expecting their first child—which led to the decision to sell an investment property that had been their first home as newlyweds. As life changes, so do our priorities. With their equity in hand now they’re preparing a nursery and shopping for strollers and car seats.

While I could go on, I think you get the idea. Here’s what I hope you’ll take away from these snapshots: first, 2017 was a good year. Maybe not all of it, but there were good things that happened over the past 12 months. Take some time to focus on those positive experiences, and be grateful for them.

Second, when you read my future columns (and I know you will) remember that the numbers are only part of the story. An important part, no doubt… but every transaction represents someone who sold a home that was part of their story, and a person or family that bought a home, making it part of theirs.

Finally, in all likelihood, you are in a home right now (and if not you will be soon). It might be your home, or someone in your family… or perhaps an old friend’s home. Wherever it is, I know one thing… there’s a story being told, and you’re in it. Make it a good one.

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.

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BUSINESS PROFILE OVER

BUSINESS TEN YEARS

IF THE SHOE FITS CRADDOCK TERRY’S JOURNEY FROM THE WORLD’S FIFTH LARGEST SHOE FACTORY TO LYNCHBURG’S ONLY BOUTIQUE HOTEL

AT A GLANCE

Founded: 2007 Number of Employees: 26 Located: 1312 Commerce St., Lynchburg Signs of Growth: Recent renovation to event spaces, planning for a major addition in 2018 that will add rooms, a rooftop bar area and a beer garden

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BY EM ILY HEDRICK

here is something inherently magical about historic buildings that have been repurposed and given another chance to make history again. Many such projects entail restoration of some physical elements but a marked departure from the building’s original purpose. At Craddock Terry Hotel and Event Center, however, the past plays a central and honored role in the present.

Although Craddock Terry is celebrating 10 years as Lynchburg’s only boutique hotel, its history dates back to the 19th century. In 1888, John W. Craddock founded The Craddock Terry Shoe Factory. The factory had locations throughout Central Virginia, Ohio, and Missouri and an office in the Empire State Building. At its peak, the factory produced nearly 100,000 pairs of shoes of all types per day and thus became the fifth largest shoe factory in the world.

The Craddock Terry Southland Annex in Lynchburg produced over 2,500 pairs of women’s shoes per day.

In 2007, architect and John W. Craddock’s great-grandson Hal Craddock and his business partner Lynn Cunningham spearheaded a renovation project to turn The Craddock Terry Shoe Factory, along with the neighboring historic William King Jr. Tobacco Warehouse, into a luxury hotel.

My recent stay at Craddock Terry was luxurious indeed. The room was spacious and modern but also cozy and filled with charming mementos of the hotel’s former existence as a shoe factory. Hand-painted wooden cutouts depicting different types of women’s shoes hang outside each room, a vintage shoe shine box in each room serves as a vehicle for breakfast, and the iconic Craddock Terry red pump makes several appearances. High ceilings and exposed brick and wood beams throughout the rooms and lobby imbue the

BUSINESS PROFILE

Left to right: Christin Gregores, Anna Fitzgerald, Todd Swindell, Kim Wolfe

hotel with modern elegance, while the attentive and helpful staff members provide exemplary oldfashioned customer service.

It comes as no surprise that Condé Nast Traveler recently ranked Craddock Terry as #18 in its “Top Hotels of the South” category in their prestigious annual Readers’ Choice Awards issue.

Of course, the original renovation process was not quite so glamorous. “The King building [formerly the William King Jr. Tobacco Warehouse] was in very bad shape,” says Christin Gregores, Deputy Hotel Manager of Craddock Terry.

“The roof was very damaged by termites, and therefore so was everything else underneath. Working on that building was a labor of love due to its historic nature: you start to do this, and then that happens! There are also things like tax credits that you can’t change but so much, but you still have to adhere to modern-day rules and regulations. It was definitely a big undertaking!”

Ironically, the thoroughly modern soaring ceilings and wooden beams are original to the building, as are the granite walls in the event spaces downstairs.

Amenities including a bellman, turn-down service, and bike rentals have been added and other small updates have been made over the past 10 years, and a large-scale update is planned for next year.

“We are hoping in 2018 to break ground and build a new building from the Waterstone patio all the way up,” Gregores says. “It will be six or seven stories. There will be a rooftop bar area, a beer garden, and balconies for everybody, and it will bring us up to about 100 rooms.”

An additional renovation of the event spaces, which are used for corporate meetings, weddings, and other events, began this November. “We’re changing the carpets, getting new chairs and light fixtures, upgrading our AV, and more,” Gregores says.

Expect a warm greeting when you check in at the Craddock Terry Hotel, which could include a visit by Buster Brown (bottom of left page), the hotel’s beloved dog.

Although downtown Lynchburg is thriving now, such was not the case a decade ago; Craddock Terry played a central role in that change.

“When we first started in 2007, the downtown area was still kind of a ghost land,” Gregores recalls.

“There weren’t many restaurants or things to do, and it was not seen as a favorable place. We really had to try to change that idea. The sales team did a great job going out and reaching out to local businesses. Parents of college kids started staying here and word got out about us, and being so small at that time allowed us to get to know our guests very well. Because guests were staying here and looking for things to do, it became more attractive to businesses to come down here. It’s been really nice to watch and be a part of that progress.”

Shoemakers American Grille and Waterstone Pizza, both of which have been attached to the hotel for the past decade, have played a large role in the hotel’s success and vice-versa. “Steve Parry [owner of Shoemakers] was initially involved in the operational side, but then he realized that he was more interested in the restaurant and banquet side of things,” Gregores notes. “Shoemakers has won all sorts of awards, and the steak is delicious! And Waterstone is also incredible and always has a line out the door. Both restaurants have grown with us, and we attribute a lot of our success to one another.”

As Craddock Terry forges ahead into its second decade of operation as a toprated boutique hotel, Gregores hopes that it will continue to grow and evolve while still honoring its rich history. “We want to be the respectable historic hotel, not the old, run-down historic hotel,” she says with a laugh. “We always try to stay fresh and new. We want to continue to be seen as one of the best hotels in the market and to show people the wonder that is Lynchburg.”

Learn more or book at room at www.craddockterryhotel.com.

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FINANCIAL TIME AND COMPOUND INTEREST

MONEY STATE OF MIND FOUR KEY CONCEPTS TO UNDERSTAND IF YOU WANT TO GROW YOUR WEALTH

W

BY J O H N H ALL CF P ®

hen I’m asked how to accumulate wealth, most people expect a mathematically-themed answer. The math of personal finance is important, but in my opinion it is very much secondary to what’s really important—having a money state of mind.

Having a money state of mind means understanding and putting into practice certain concepts that help shape all of our financial decisions. It’s a firm grasp of these concepts, not the intricacies of financial math, that allow us to accumulate, grow, and maintain wealth. My favorite of these are below:

OPPORTUNITY COST AND UNINTENDED CONSEQUENCES Sometimes, the true cost of our actions is not the cost of what we do, but, rather, the cost of what we don’t do instead. Consider this: you’ve recently received a year-end bonus of $20,000. With it, you decide to purchase a new vehicle costing $20,000. The way most people would look at the cost of this transaction is that it came at no extra cost, since the vehicle was paid for with “bonus” money. A better way to think about this transaction is to take into account what you didn’t do with the money. You didn’t, for example, use it to pay down your 4% mortgage.

The cost of not doing that was roughly $800 this year in interest, not to mention interest on those same borrowed monies you’ll pay every year until your mortgage debt is gone. The cost was also the fact that your mortgage payments would last that many more months—in future years when you may no longer be employed.

Another potential cost of this transaction is the cost of not investing the bonus.

Suppose you’d invested the $20,000 in an investment account for the next 20 years. If that account averaged a 5% annual return, then the value at the end of 20 years would be over $50,000. Thinking about the opportunity cost of your vehicle purchase, you could say that it cost you $50,000 in future cash.

People easily see the immediate consequences of their actions but seldom consider the unintended consequences of those same actions. One of the keys to building wealth is considering the unintended consequences and the opportunity costs of financial decisions both large and small.

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Time never stands still. This can be a blessing, or it can be a curse. It’s a curse if time is counting the days that we could have been saving, investing, and earning— but weren’t. It’s an even more detrimental curse if it’s counting the days that debt is piling up. It’s a blessing, on the other hand, if it’s counting every single day that we have saved, earned interest, and that interest earns interest, until the moneyminded librarian retires with an account balance to rival that of her attorney brother. I absolutely love to point this out to my younger clients. The more time you have, the more magical compound interest can truly become. It’s how our $20,000 bonus example turned into $50,000 years later. I encourage you to do a simple internet search for “compound interest calculator” or visit investor.gov and find one there. See for yourself how saving even a little bit, over time, can potentially become quite a bit more.

AUTOMATION From Henry Ford to Ray Kroc, those who have been successful have learned that automation is often a key factor of that success. Personal finance is no different. In this realm, automation serves two purposes: 1) It sets up discipline ahead of time, requiring effort only once; and 2) It helps us deceive ourselves (in a good way) into not missing money because we never see it.

Many workplace retirement plans allow for this type of automation. Automatic saving, investing, and rebalancing lead to the potential for automatic wealth accumulation. We can also self-automate. It takes just minutes to set up a monthly draft from a paycheck or checking account into a savings or investment account.

Saving on the same day as our payday allows us to act as if that money never existed. It exits the day it comes and we’re never tempted to spend it. Not only does it never get spent, it can go on to bigger and better things. That is the power of automation. Out of sight, out of mind, until that special future day when it’s suddenly a huge part of our nest egg.

RISK VS. REWARD Not all returns are created equal. There is a difference between an FDIC-insured account earning 2% and the stock of an unprofitable start-up that’s appreciated 300% in three months. In my experience, people love to compare returns, but rarely do so through the lens of the risk that was taken to achieve those returns.

A “one-size-fits-all” mentality is incorrectly used to determine where to invest.

In reality, one size does not fit all. Some monies are better left safe, and some monies are better used to take on more risk. It’s only through evaluating the specific needs for your money that you’re able to know which is which. Being aware of the risk of our decisions, not simply the potential reward, helps our financial transactions become informed ones.

PUTTING IT ALL TOGETHER I chose to highlight the above concepts because they work so well together.

First, understanding the opportunity cost of not saving and investing can help us be more cognizant of it when making all kinds of financial decisions.

This can lead to the decision to automate our savings. Understanding the power of time and compound interest can lead us to automate sooner, rather than later.

Understanding risk and return can help us choose an appropriate level of risk for monies designated for different purposes. All of these concepts combined contribute to a truly powerful wealth-building life.

Disclaimer: This article is generalized in nature and should not be considered personalized financial, legal, or tax advice. All information and ideas provided should be discussed in detail with an advisor, accountant or legal counsel prior to implementation.

John N. Hall, CFP® is President of Lynchburg Wealth Management, a fee-only financial planning firm headquartered in Lynchburg, Virginia. John can be reached at 434-515-0380 or on the web at www.lynchburgwealth.com.

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Welcome Loren Gaylor Shimpock Branch Manager, Forest Branch NMLS#857271

Loren comes to Union Bank & Trust with 9 years of experience in the financial industry. She takes the time to listen to her customers’ banking needs and works in partnership to find the best solutions to help them reach their financial goals.

When you’re ready to bank better, call Loren.

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COMMERCIAL REAL ESTATE WHEN IS THE COST APPROACH MOST USEFUL? FOR SALE

A Layman’s Guide to the

COST APPROACH

BY B I LLY H AN SE N , M AI

“H

eck,” said the real estate agent, “you couldn’t buy land and build it for this price.” This commonly heard bit of wisdom is often shared by agents to provide the buyer with a little perspective and help them to recognize the real estate opportunity in front of them.

By framing the buyer’s decision as being between two basic options: 1) Buy what you want or 2) Buy land and build what you want, the agent is essentially making an appeal to the intuitive logic of the Cost Approach, which is one of three approaches that a real estate appraiser uses to estimate value.

While the Sales Comparison Approach asks what similar properties are selling for and the Income Approach focuses on the property’s income potential, the Cost Approach is concerned with how much it would cost to reproduce a property or to replace it with a similar structure.

HOW THE COST APPROACH WORKS The Cost Approach is founded on the principle of substitution, which states that a knowledgeable buyer would pay no more for a property than the cost to acquire a similar site and construct improvements of equivalent desirability and utility without undue delay. The basic elements of the Cost Approach are simple: Land + Cost New – Depreciation = Value • Land: Estimate the value of the subject site. The Sales Comparison Approach is most frequently used to estimate land value and involves gathering comparable sales and listings.

• Cost New: Estimate hard costs (think materials and labor), soft costs (think architectural and other professional fees), and entrepreneurial incentive (think developer’s profit) to determine the replacement cost new. Often, the best source of cost data is an actual construction contract or recent construction costs for the subject or similar properties. Another option is to utilize a cost-estimating service, such as the Marshall & Swift Valuation Service, that publishes cost data for a wide variety of property types.

• Depreciation: Estimate depreciation, which comes in three forms: physical deterioration (think wear and tear with the passage of time), functional obsolescence (think poor design or an awkward floor plan), and external obsolescence (think issues outside of the property that affect value, such as a new garbage dump next door).

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• The Cost Approach is most reliable when dealing with a relatively new or proposed structure.

• When appraising property types that are infrequently sold or leased, such as school buildings, churches, libraries, government buildings, and specialpurpose properties, the Cost Approach often becomes front and center in the appraisal report.

• The Cost Approach is increasingly useful if a typical buyer of the subject property would at least consider buying land and constructing a building rather than purchasing an existing structure.

THE LIMITATIONS OF THE COST APPROACH • For older, mature properties where numerous items of depreciation are evident, the Cost Approach is less reliable and likely given less weight in the analysis. The older the structure, the harder it becomes to estimate depreciation and to accurately apply the cost approach.

• Good cost data can be hard to find. The appraiser does not always have a current construction quote in hand or recent cost comparables of similar properties to guide them. Further, when using the cost estimation programs, the appraiser must make somewhat subjective judgments about building type, class, and construction quality, which can lead to large swings in the cost estimates.

• It is far easier to say that the property has an outdated interior finish and an awkward floor plan than it is to estimate a dollar amount to deduct for functional depreciation.

• With so many moving parts and inputs to be estimated along the way, including land, a variety of hard and soft costs, and depreciation, the Cost Approach provides the appraiser several opportunities to get off track and ultimately overstate or understate value.

WHAT DOES COST APPROACH THINKING LOOK LIKE IN THE REAL WORLD? • An office user runs the numbers and realizes that buying land and building even a modest office would overshoot their budget, so they refocus their search on existing properties that won’t break the bank. They end up buying a 15-yearold office building formerly occupied by an insurance agent that, with a little cosmetic work, meets their needs just as well as a new building would have.

• A dentist wants to buy a place of their own, but the only options on the market are a couple of 1960s/1970s dentist offices with aging mechanical systems and in serious need of updating. After looking at the hefty price tag of a total renovation, the dentist thinks, “Why don’t I just build exactly what I want?” In their search for land, they find that the prime pad sites at high-traffic corners are too expensive and the cheapest sites are too far out-of-town or on the side of a hill.

They eventually find a nice 2.0-acre site on a secondary roadway with the business zoning that they need and build that modern dentist office they’ve always wanted.

• A church outgrows their current building and decides to pursue a larger facility to serve their community. While the church would love to buy or renovate an existing property, the search for available church properties and feasible conversion opportunities comes up empty. Because what they need does not exist in their market, the church purchases land and builds a new facility to meet the needs of their growing congregation.

Appraising is at its best when it truly reflects the actions and thinking of actual market participants. If real buyers are trying to decide between buying an existing structure or buying land and building what they want, the Cost Approach should mirror the market well and provide a helpful perspective to all parties involved.

Billy Hansen, MAI serves the Lynchburg area as the principal commercial real estate appraiser of Hansen Realty Advisors, LLC and as an agent with Cushman & Wakefield | Thalhimer.

To discuss more, email him at hansenrealtyadvisors@gmail.com.

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MADE IN LYNCHBURG

HIGHLIGHTING LOCAL PRODUCTS AND MANUFACTURING THROUGHOUT THE REGION 2000 PARTNERSHIP

RIVERMONT MAILBOX CO.

CUSTOM POSTS AND MAILBOXES Since 2001, Rivermont Mailbox Co. has been manufacturing custom mailboxes and posts in the heart of Downtown Lynchburg. They service entire communities, such as Farmington and Lake Manor, as well as individuals who are interested in having a quality mailbox. They make their products out of steel, wrought iron, aluminum and castings, and almost all of their raw materials come from local companies. Once manufacturing is complete, all of the parts get powder coated to ensure the finish will last for years to come. At their retail shop on Main Street, customers can see the most current, popular designs or talk to a representative about their unique vision for their mailbox.

PICTURED: The “Waterton” which is used in Lynchburg’s Waterton community.

418 Main St., Lynchburg • (434) 528-1700 hb@rivermontmailbox.com alex@rivermontmailbox.com

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Let Us Know!

Do you know of a product manufactured locally? Let us know at shelley@lynchburgmag.com.

Supporting a thriving community.

At the Lynchburg Office of Economic Development, we’re committed to helping our community thrive through business growth and expansion. With business incentives, support and services that are dedicated to entrepreneurial and economic growth, our priority is our community.

• • •

Business retention Business attraction New business development initiatives

To learn more, visit www.opportunitylynchburg.com.

Educating business owners.

Launched in Lynchburg is a service provided by the Lynchburg Office of Economic Development that provides a platform for local entrepreneurs to learn and grow from each other. Learn startup advice and more from business owners and entrepreneurs just like you.

View video resources at www.launchedinlynchburg.com.

Launching new ideas.

CO.STARTERS is a national program offered by the Office of Economic Development. This program gives local entrepreneurs the opportunity to share their business idea, receive mentorship from business leaders and learn from one another. Since 2016, 50 businesses have graduated from the program, meaning 50 entrepreneurs have launched with a solid foundation to grow and thrive in Lynchburg. If you’re an entrepreneur or have a business idea, register for the next 9-week program.

The application deadline is January 31, 2018.

To learn more, visit www.opportunitylynchburg.com.