Lake Business Magazine, First Quarter 2016

MADE IN LAKE

NO SMALL TALK

ALL IN THE FAMILY

LOCAL BOOT CO. KICKS @5$!

BIZ BEGINS WITH COMMUNICATION

NEPOTISM IN THE BUSINESS WORLD

BUSINESS

SPONSORED BY

GROWTH TREND

Commercial construction is shifting into high gear!

Central Florida Expressway Authority

Expanding Opportunity, Driving Progress WEKIVA PKWY

Mt. Dora

Economic Driver

• 25-mile Wekiva Parkway (SR 429) will complete the beltway around Metro Orlando

1.6

$ Billion

• $1.6 billion project includes $500 million of local road improvements made by FDOT • 35,000+ jobs created, with 95% performed by locals

E-PASS: Local Investment

• Paying with E-PASS keeps toll dollars in the Central Florida region • E-PASS rewards frequent beltway drivers with volume and beltway discounts

414

417 429

Life is Better on the Beltway Lake

Orange

LAKEXPRESS

Osceola

Seminole

More E-PASS Benefits

• E-PASS is FREE for Central Florida residents

Learn more at CFXway.com

• E-PASS works on all toll roads in FL, GA and NC

Vision Statement: To provide the region

Governing Board

with a world-class, integrated mobility network that drives economic prosperity and quality of life.

Welton Cadwell

Chairman, Lake County Commissioner

Scott Boyd

OIA

Brenda Carey

Vice-Chairman, Orange County Commissioner

Secretary/Treasurer, Seminole County Commissioner

Buddy Dyer

Fred Hawkins, Jr.

Multimodal Possibilities

• 81% surveyed said that CFX should play a role in multimodal LYNX

96%

• In June 2014, the state gave CFX the authority to explore other transportation modes within its right-of-way

Board Member, Orlando Mayor

Board Member, Osceola County Commissioner

Andria Herr

Teresa Jacobs

Board Member

Board Member, Orange County Mayor

Jay Madara

S. Michael Scheeringa

SERVICE CENTER

Customer Excellence

• 96% Customer Satisfaction Rate

Board Member

Board Member

Diane Gutierrez-Scaccetti,

Florida’s Turnpike Enterprise: Non-Voting Advisor

C O N T E N T S LAKE B US I N E SS MAGAZ I N E

/// 2 0 1 6 F I R S T Q U A R T E R

F E AT U R I N G ‹‹‹ 20

BUSINESS

33

WE’RE IN BUSINESS

With commercial construction in Lake County on the rise, the economic landscape will see considerable shifts.

30

MADE IN LAKE ‹‹‹

Eustis-based Ridge Outdoors is giving customers the boot—in many styles and fashions.

D E PA R T M E N T S 7 9 10 12

FROM THE CEO COMMISSIONER’S CORNER ADVISORY BOARD BUSINESS BRIEFS

35

LEADERSHIP

13

LEADING BY INVESTING /// ENTRELEADERSHIP COMMUNICATION IS ESSENTIAL FOR LEADERS

43

SALES & MARKETING THE POWER OF NETWORKING /// BENEFITS OF INDUSTRY-SPECIFIC MARKETING /// YOU MUST BELIEVE IN WHAT YOU SELL

51

FINANCE HOW SMALL BUSINESS LEADERS SHOULD MANAGE TIME /// BUILDING SUCCESS UNDER THE LEADERSHIP OF A SKILLED PROJECT MANAGER /// LIVE INTENTIONALLY

57

HUMAN RESOURCES NEPOTISM: WHEN IT HARMS, WHEN IT HELPS /// THE POWER OF PAINT

ON THE C OV ER ART DIRECTION: JAMIE EZRA MARK PHOTO ILLUSTRATION: JOSH CLARK PHOTOS: SHUTTERSTOCK MADE IN LAKE

NO SMALL TALK

ALL IN THE FAMILY

LOCAL BOOT CO. KICKS @5$!

BIZ BEGINS WITH COMMUNICATION

NEPOTISM IN THE BUSINESS WORLD

52

BUSINESS

SPONSORED BY

GROWTH TREND

Commercial construction is shifting into high gear!

001-068_LBM_0116.indd 1

1/15/16 2:30 PM

5 2016 FI R ST QUARTE R

LAKE BUSINES S MAGAZ I N E

A T

Y O U R

S E R V I C E

F E AT U R I N G

BARBA R A

COR COR AN

THERE’S ALWAYS SOMETHING EXCITING HAPPENING AT AKERS MEDIA

THE SHARK TANK STAR DISCUSSES INCREDIBLE CLIMB FROM WAITRESS TO MILLIONAIRE PLUS

“LE E D”I N G TH E WAY

BANK PRESIDENT KEN LAROE DREAMS OF GREENER LAKE COUNTY

PUBLISHING The magazines of Akers Publishing – Healthy Living, Lake & Sumter Style, Style/The Villages Edition and Lake Business Magazine – set the standard by focusing on the communities in which they serve. Each magazine provides up-to-date, entertaining and thought-provoking content that thoroughly represents the people and places that make these communities special.

CREATIVE In 2012, Akers launched a full-service advertising agency which has already been recognized nationally by the American Advertising Federation (AdFed) with multiple Addy awards. Our strategy is simple: provide big market agency quality with local convenience and attitude.

OF STYLE WOMEN BUSINESS to get the job done right These ladies work hard May 2014

What’s in a name?

• Branding • Advertising • Graphic Design

For nearly 40 years, Lake ENT & FPS has been setting the standard for compassion, technology and artistry in patient care for ear, nose, throat and facial plastic surgery.

LEARN MORE ABOUT THEIR “GALLERY” OF SERVICES INSIDE.

MAKING WAVES

yoga?

What’s SUP with paddleboard

SOS SKIN CARE irritations

Fight back against summer skin

IF THE SHOE FITS

AND MONEY KIDS Allowance and other helpful tips

Putting best foot forward to help

needy

MENTAL GARDENING

Dig up the root cause of your anxiety

TIGHTEN THE SKIN YOU’RE IN

RISKY BUSINESS

No away around it, investing entails

risk

ME, MOM & DEMENTIA

Is your skin sagging and losing elasticity?

A mother and daughter bond in the face of Alzheimer’s disease.

IN THE

Who needs theme parks when Lake County has the great outdoors? So, unplug the children, pack up the SUV and discover your own local sunsational adventure.

Plus

TTHINGS HINGS YYOU OU SSHOULD HOULD KKNOW NOW

Barggains, ffreebies Bargains, reebbies rright ight ooutside utside yo your our ddoor oor

SSTILL TILL BBEAUTIFUL EAUTIFUL

… after after all all tthese hese ttears ears

HHAVE AVE YOU YOU TIPPED TIPPED A TIRE TIRE TODAY? TODAY?

RRope ope cclimbing, limbing, trac tractor ctor ttire ire ttipping ippping aand nd cchin-ups, hin-ups, oh my my! y!

• Broadcast media • Interactive media • PR and Promotions

• Media placement • Custom Publishing

STUDIO The old adage holds that a picture is worth 1,000 words. Our philosophy is 1,000 words is merely a good starting point. At Akers Studio, we produce priceless images that inspire words like “magnificent”, “stunning”, “breathtaking” and “perfect”. And we do so for every client, whether they need a quick passport photo or a 60-minute documentary.

• Portraits • Events

• Architectural • Videography • Commercial

• In-studio • On-location

AKERS APPS! Visit the Apple or Android app store today and download the Lake & Sumter Style or Healthy Living online magazine app for your mobile device. For the best in enhanced magazine entertainment, join us online for the media experience of a lifetime.

6

S H OW YOU R LOVE

Become a fan of Lake Business Magazine, Lake & Sumter Style or Healthy Living by friending us on our Facebook page, following us on Twitter or visiting our YouTube channel. You can sign up for our email list at www.lakebusinessmagazine.com

Creativity at its peak.

F R O M

T H E

C E O

CHANGE THE CONVERSATION ecently, I attended several functions where the speaker was sharing the “State of Lake County.” One spoke of our present state, one spoke about the roads and expansion to prepare for growth, and another forecasted what to expect regarding economic development over the next five years.

Each one of the speakers seemed very confident and excited about what is to come.

However, when I am out and about speaking to business owners, some still seem very negative. I’ve heard talks about another economic drop and possible recession; one claimed Lake County was just a small town and people here don’t expect quality. I heard real estate is going to crash again, and the list goes on.

I am an upbeat, positive person, so when I hear this type of negative rhetoric it frustrates me. I have lived in Lake County for most of my life and have seen this community experience some great times and some hard times. I know the difference, and right now our economic standpoint is not back to what it once “ W E H AV E T R E M E N D O U S G R O W T H C O M I N G F R O M was, but things are better.

I am very encouraged when I hear about SOUTH LAKE, MOU NT DORA, AN D TH E VI LLAG E S. what is coming. We have tremendous growth TH E R E AR E MOR E AN D MOR E PEOPLE MOVI NG TO LAKE coming from South Lake, Mount Dora, and The C O U N T Y, A N D W H E R E T H E R E A R E P E O P L E , T H E R E I S A Villages. There are more and more people movN E E D F O R B U S I N E S S E S T O S E R V E T H E M .“ ing to Lake County, and where there are people, there is a need for businesses to serve them.

So here is my advice to the Debbie Downers and the naysayers: you need to change your thoughts and change your conversations. I learned through the years if you live in a world of negativity then negativity will surround you. Learn to talk more about what you have rather than what you do not. If you are a business owner, and you are still in business, focus on that. Even though you may not be where you want to be, you are still in business, and that is a positive thing.

In this month’s issue, we share some great insight on what is to come, and what the future of Lake County holds. We have a lot to be excited about, and we need to prepare for growth.

Let’s stop this negativity by changing our perception and dialogues. Successful business people are the “can-doers” and the ones who tend to fail are the “cannots.” It’s your choice which one you will be.

Sincerely,

R

KENDRA AKERS, CEO kendra@akersmediagroup.com

7 2016 FI R ST QUARTE R

EXPERIENCE AWARD WINNING CUSTOMER SERVICE

BUSINESS

PUBLISHER | KENDRA AKERS kendra@akersmediagroup.com VICE PRESIDENT | DOUG AKERS doug@akersmediagroup.com CHIEF CREATIVE OFFICER | JAMIE EZRA MARK jamie@akersmediagroup.com

EDITORIAL STAFF WRITER/COPY EDITOR | LEIGH NEELY leigh@akersmediagroup.com STAFF WRITER | JAMES COMBS james@akersmediagroup.com STAFF WRITER | MICHELLE CLARK michelle@akersmediagroup.com STAFF WRITER | SHEMIR WILES shemir@akersmediagroup.com CONTRIBUTING WRITERS MARY ANN DESANTIS | D. W. DAVIDSON | BEN HOMAN TIM MCRAE | COMMISIONER SEAN PARKS TIM PICCIRILLO | DAVE RAMSEY | JAMIE ROBINSON JOHN SOTOMAYOR | BARBARA WALSH

DESIGN ART DIRECTOR | JOE DELEON joe@akersmediagroup.com GRAPHIC DESIGNER | RHEYA TANNER rheya@akersmediagroup.com GRAPHIC DESIGNER | JOSH CLARK josh@akersmediagroup.com PRODUCTION DIRECTOR | MICHAEL GAULIN michael@akersmediagroup.com

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VP OF SALES AND MARKETING | TIM MCRAE tim@akersmediagroup.com SR ADVERTISING REP | MIKE STEGALL mike@akersmediagroup.com

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Lake Business Magazine, First Quarter 2016.

Published by Akers Media, 108 5th Street, Leesburg, FL 34748.

All editorial contents copyright 2016 by Akers Media. All rights reserved. Lake Business Magazine is a registered trademark of Akers Media. Nothing may be reprinted in whole or in part without written permission from the publisher. For information, call 352.787.4112.

Return postage must accompany all unsolicited manuscripts and artwork if they are to be returned. Manuscripts are welcomed, but no responsibility can be assumed for unsolicited materials. “Special Advertising Feature” denotes a paid advertising feature. Publisher is not responsible for claims or contents of advertisements. The ideas and opinions contained in this publication do not necessarily reflect the thoughts or opinions of Akers Media.

8 LAKE B US I N E SS MAGAZ I N E.COM

C O M M I S S I O N E R ’S

C O R N E R

MANUFACTURING HOPES TO MAKE A SPLASH IN LAKE love visiting a new restaurant or retail store in Lake County as much as anyone does.

Driving along U.S. Highway 27 in South Lake or U.S. Highway 441/27 in Lady Lake, it’s easy to notice the uptick in commercial and residential growth. While it’s all very exciting, here’s what you need to know about the county’s effort to move from a housing and real estate value dependent economy to a more diversified economy centered on manufacturing, health care, and technology.

First, retail and restaurant growth is not necessarily indicative of good economic growth and diversification, at least as it relates to wage growth. In Lake County, the average wage is around $34,000. Retail and restaurant jobs often fall below that average.

Wage growth is important because it correlates to the creation of more wealth and prosperity. When a county’s average wage increases, property values and home ownership generally increase. People buy things and go out to eat. When wages are stagnant or decrease, home rentals often increase and property values stagnate.

Second, growing the manufacturing industry in Lake County is a marathon, not a sprint.

There are some recent success stories, such as the building of the Coreslab Facility in Leesburg and CaptiveAire’s expansion at the Ford Commerce Park in Groveland. However, we continue as a largely housing-based economy based on retirees and residents who often work in a different county.

“QUALITY OF LI FE, I N CLU D I N G Third, Lake County has plenty of opportunity to grow manufacturing.

PA R K S A N D R E C R E AT I O N , I S More than 54 percent of the manufacturing workforce is over 45 years AT T R A C T I V E T O M I L L E N N I A L S old and many actually live outside the county. As these skilled workers A N D G E N E R AT I O N Z A N D VA L U E D retire, this presents an opportunity for Lake County’s Generation Z (high HIGHER THAN PREVIOUS schoolers) and millennials to stay home and get a good manufacturing G E N E R A T I O N S .” job, and contribute to our community. Available workforce is critical to manufacturers when relocating or expanding.

Quality of life, including parks and recreation, is attractive to millennials and Generation Z who value it more than previous generations. Efforts to be “Real Florida, Real Close” and the cities’ efforts to preserve small-town charm should be attractive features to the next generation of manufacturing workers.

Fourth, Lake County and its cities are working hard to provide the infrastructure and land needed for manufacturing. This is evident as planning efforts such as the 470 Commerce Park in Leesburg and the Wellness Way Plan coming to fruition. The additional penny sales tax, recently approved overwhelmingly by voters, will go a long way to funding future infrastructure projects such as roads and storm water. Manufacturers want to see a community investing in its infrastructure.

Finally, education and workforce readiness is perhaps the biggest challenge to manufacturing growth in Lake County. The Center for Advanced Manufacturing in Eustis is a “game changer” because future workers receive training in skills specific to the industries growing in Lake County and in management and leadership skills such as Lean Six Sigma.

Our economy is slowly transitioning from housing to manufacturing and other industries. Average wages are on a steady incline. Let’s hope the recent commercial growth in retail and restaurants resulted from wage growth in the manufacturing, technology, and health care industries.

I

SEAN PARKS, LAKE COUNTY COMMISSIONER 2016 FI R ST QUARTE R

9

A D V I S O R Y

B O A R D

THE HEART OF OUR MAGAZINE: A group of astute, hard-working business leaders TH E TH OU G HTS, I D EALS, PH I LOS OPH I E S AN D TR I E D-AN DTR U E PRACTI CE S I N TH I S I S S U E COM E FR OM AN I N CR E D I B LY TALE NTE D G R OU P OF B U S I N E S S LEAD E R S WH O MAK E U P OU R ADVI S ORY B OAR D. OU R MAGA Z I N E STAFF I S J U ST TH E CON D U IT TO G ET B U S I N E S S PE OPLE TALK I N G, S HAR I N G I D EAS AN D H E LPI N G EACH OTH E R G R OW AN D I M PR OVE.

Jessica Flinn When it comes to success, Jessy Flinn has all the right ingredients. She serves as owner and executive chef of Gourmet Today, which opened in 2011. Gourmet Today is a full-service catering company that offers meal delivery, private chef services and cooking classes. Jessy’s passion in life is food, and she strives to uphold her company’s motto, “Rare service, Well done.”

Lou Buigas Lou Buigas is owner of B-Green Construction and Management, Hoity-Toity Mercantile and Green Art Gallery. She is also owner and managing partner of the Tavares WaterFront Entertainment District Group, a marketing company that formulates innovative ideas to reinvest funds back into the downtown waterfront.

Doug Childers, Jr. Doug Childers is president and chief executive officer of Lassiter Ware Insurance, a company that has been in Lake County for more than 100 years. The Sumter County native has been with the company for nearly 10 years, and he took over as CEO two years ago. Childers has a bachelor’s degree in risk management/ insurance from Florida State University.

Barbara Gaines Barbara Gaines, owner of Sense of Etiquette, holds certifications in corporate and children’s etiquette from the American School of Protocol in Atlanta. Sense of Etiquette assists individuals, groups, corporate, government and educational institutions to enhance the confidence of children, teens and adults to present a confident and courteous image.

Bryan Rudolph Bryan Rudolph has more than 25 years of broadcast television and video postproduction experience. A graduate of Indiana University of Pennsylvania, Bryan has served as a videographer/producer/ director for several TV stations.

He started his company, Video Doc Productions, in 1991.

Today the company is a trusted audio-video and technology resource center.

Joe Shipes Mount Dora High School graduate Joe Shipes worked in retail management and sales marketing before earning his real estate broker’s license.

In 1995, he became chief executive officer of The Leesburg Partnership, where he spearheads improvement projects and organizes events.

Joe lives in Umatilla with his wife and two children.

Ally Liu Ally and her husband Harry opened Azure Water in 2013 in Leesburg. She attended Webster University. The Stewarts and their company are active in community affairs and recently made a donation to CannedWater4Kids, a program that provides clean water for children in Africa.

Azure Water relocated to Leesburg from Hudson.

Carolyn Maimone Lake County native Carolyn Maimome studied business management and information technology at Lake Sumter State College. A turning point in her career occurred in 2006 when she was promoted to project manager for a large distribution company.

Daniel D. Whitehouse Daniel D. Whitehouse entered the legal profession after years managing Information Technology (IT) infrastructures for large companies. Whitehouse holds degrees from Webster University and Stetson University College of Law. He is a member of The Florida Bar, the Orange County Bar Association and the Lake County Bar Association.

10 LAKE B US I N E SS MAGAZ I N E.COM

Lanny Husebo Lanny Husebo is president of Husebo Marketing. Founded in 1962, the agency is celebrating its 53rd year specializing in medical, financial, and industrial business through traditional and social media. Company highlights include coordinating the opening of LRMC, designing the first Lake County tourism campaign and being part of the Vac-Tron team for over 20 years.

Michelle Harris Michelle Harris is the community service representative of the Florida Governmental Utility Authority (FGUA), a special-purpose agency that acquires, owns, improves and operates water and wastewater utilities.

Michelle brings 20 years of experience to the eight counties she serves. She earned a BS degree in business management from Liberty University.

Miranda Burrowes Native Floridian Miranda Burrowes is public relations specialist for the City of Eustis.

She earned her Public Relations degree at the University of South Florida and began her career at the Florida United Methodist Children’s Home. Next, she served as assistant director of development for the Foundation for Seminole State College.

Nan Cobb Classic Tents and Events owner and native Floridian Nan Cobb has lived in Lake County for more than 25 years. She is a member of multiple chambers of commerce and is second vice president of the Eustis Historical Museum. A florist by trade, her passion is turning art into unique décor.

Nancy Muenzmay Nancy Muenzmay is the presidents and co-owner of Striking Effects Promotions, a 20-year-old company specializing in embroidery, engraving and promotional products. She also currently is the director of Lake Sumter State College’s Business Incubator Programs. Her work history includes roles such as elementary school teacher and senior financial analyst.

Ray San Fratello Ray San Fratello has been the South Lake Chamber of Commerce president for more than 11 years. The Clermont resident attended Erie County Technical Institute and Buffalo State University. Before coming to Florida, Ray served as president of the Genesee County (New York) Chamber of Commerce. He’s married with three children.

Robert L. Chandler IV As director of Lake County’s Economic Growth Department, Robert oversees Planning & Community Design, Building Services, Economic Development and Tourism.

Robert has an undergraduate degree in psychology from Davidson College, and a Master of Business Administration Degree from the University of Florida. Robert and his wife have two daughters.

Susan Ellis Lake County native Susan Ellis founded Hound Dogg Entertainment, a company that provides event planning, stage and lighting for concerts and local and national musicians to local venues. Susan studied business marketing at Lake-Sumter State College.

Hound Dogg has provided entertainment for street festivals, arts and crafts shows and holiday events.

Mary Rhodes Mary Rhodes has helped people achieve home ownership since 1984, including 20 years with The Mortgage Firm, Inc. She opened the company’s Lake County branch in 2011. Mary finds financing for homebuyers through the Federal Housing Association, Veterans Affairs, USDA and jumbo mortgages.

She also does refinancing and reverse mortgages.

Kress Muenzmay Kress Muenzmay is vice president and co-owner of Striking Effects Promotions, a 20-year-old company specializing in embroidery, engraving and promotional products. His business career spans more than 45 years.

He served as mayor and commissioner for the City of Eustis and currently serves on the Florida Hospital Waterman Foundation board of directors.

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2016 FI R ST QUARTE R

BUSINESSBRIEFS /// N EWS A N D N OTE S FR OM A R OU N D TH E C OU NTY

THE WHEELS ON THE BUS GO ROUND AND ROUND TAVAR E S / / LakeXpress, the county’s public busing system, has a new route that connects South Lake to Orange County.

The new route provides service between Mascotte and the Winter Garden Regional Shopping Center.

LakeXpress will make fixed stops along the route, including Mascotte City Hall, South Lake Hospital, and the South Lake campus of Lake-Sumter State College.

“We are thrilled to announce this route, which is so important for our South Lake County com12

muters traveling to work,” said Dottie Keedy, director of the Lake County Community Services Department. “We anticipate Route 50 will be widely used by both residents traveling to and from work, as well as students and shoppers.”

Route 50 operates Monday through Friday from 5 a.m. to 8 p.m. Fares are $1 for all trips, and half-fares are available for riders 60 and older and individuals with disabilities.

SPEAKING OF BUSES… MOUNT DORA // The Fun Bus has turned the heads of motorists and pedestrians alike as it makes its way through the downtown streets of Mount Dora, Eustis, and Tavares. Passengers receive a 90-minute narrated tour while learning about the area’s most fascinating sights and historical events.

A crew consisting of a driver and two comedic characters provide plenty of laughs for the family-friendly tour. The remodeled 28-passenger bus has blackand-white checkered floors, festive lighting, a flatscreen monitor, and a rooftop consisting of a tandem bike, chicken coop, and a kitchen sink.

For more information, visit www.funbus.party

AN OPEN BOOK

A GREAT PICK

The Florida Farm Bureau recognized Groveland-based Cherry Lake Tree Farm with its distinguished CARES Award for adopting farming methods that combine strong economic problem-solving with environmental safeguarding. The award, which was created in 2000, rewards environmentally sustainable farms that set themselves apart as role models for other agricultural farms.

G R OV E L A N D / /

From the very beginning, owners Michel and Veronique Sallin committed themselves to seeking out ways to “beautify the environment to generations to come.”

He was instrumental in helping South Piedmont Community College develop solid relationships with local businesses and industry leaders.

KNOCKING IT OUT OF THE PARK(S)

GIVING IT THE OLD COLLEGE TRY

L E E S B U R G / / Dr. Stan Sidor recently became Lake-Sumter State College’s sixth president.

He succeeds Dr. Chuck Mojock, who retired in December after 13 years as the college’s president.

Dr. Sidor, who previously served as president of South Piedmont Community College in North Carolina, has 25 years of experience in higher education.

CLERMONT // County commissioner Sean Parks, a contributing writer for Lake Business Magazine, was elected by the Lake County Board of County Commissioners to serve as chairman of the commission.

Parks, who represents South Lake County, was first elected to the Lake County Board of County Commissioners in 2010 and re-elected to serve a second term in 2014. He previously served on the Lake County Water Au-

thority’s board of trustees from 2004-08.

“Lake County is a wonderful place to live and work; I think we can all agree on that,” Parks said.

“But I think we also agree that we’ve got more work to do. As chairman, I will be a force in cultivating good on this board and developing our fullest potential that we collectively have to offer.”

He and his wife, Ivy, attend the Church of South Lake and are extremely active in the community.

Parks served as chairman for the Boy Scouts of America, a board member of the Lake County Educational Foundation, and on the South Lake Chamber of Commerce’s economic development committee.

TAVAR E S // Thomas Ruggie, president of Ruggie Wealth Management in Tavares, recently released his latest book titled “Ruggie Rules.” The informative book shares important guideposts for planning a secure financial future and lays out 25 rules designed to help readers feel confident choosing a financial advisor.

In 2015, Ruggie was the only advisor in Lake, Sumter, and Marion counties honored as a Barron’s Top 1200 Advisors, a recognition he earned for the third time.

B U S I N E S S B R I E F S

AN ASSET TO EDUCATION

L E E S B U R G / / By introducing the EverFi Financial Literacy Platform to Lake County high schools, United Southern Bank is helping educate students on a variety of financial topics.

The web-based program uses the latest in new media technologies—video, animations, 3D gaming, avatars, and social networking—to bring complex financial concepts to life for today’s digital generation.

Since its inception in 2012, more than 1,400 Lake County high school students participated in the program.

“Through the EverFi platform, students became certified in over 600 topics in financial education, allowing them to become more informed, responsible citizens,” says USB President Greg Nelson.

A VERY “MERRY” CELEBRATION

E U STI S // Longtime Lake County businessman Guy “Smiley” Merry recently turned 100 years old. His company, Merry Jewelers, held a centennial celebration for him in December, offering 20 percent off purchases for customers who signed his large birthday card.

L E E S B U R G // The Leesburg Area Chamber of Commerce’s 79th Annual Chamber Awards held Dec. 3 proved to be a big night for LassiterWare.

The company’s chief executive officer, Doug Childers Jr., was inducted as a new board member. In addition, the company’s charitable foundation, Lassiter Ware Cares, received the 2015 Humanitarian Award.

TALKING SHOP

A dazzling sign at ViaPort Florida mall catches the eye of motorists as they drive on U.S. Hwy. 441. That was only the beginning. The revamped mall now features Via Entertainment, a 30,000-square-foot venue that includes a bowling

LEESBURG //

The course teaches students about a variety of financial topics, including credit scores, student loans, savings, credit cards, and other important financial topics.

Students who successfully complete the course receive financial literacy certificates, which greatly enhance their college applications and resumes.

Merry originally opened his company in 1946.

After retiring in 1965, he returned to the business 17 years later out of boredom.

In addition to being a successful business owner, he served in various organizations, including president of the Eustis Kiwanis Club. He received the town’s Most Outstanding Merchant of the Year award in 2005.

“Lassiter Ware Cares’ compassionate service is defined as action, beyond responsibilities of one’s profession that has helped to improve the welfare of humankind, including significant contributions benefitting one’s community,” said Sandi Moore, executive director of the Leesburg Area Chamber of Commerce. “They not only write the check, they get their hands dirty, sometimes literally by adding their own sweat to many projects.”

ACHIEVING AWARENESS

alley, as well as an arcade, game area, and Cousin Vinnie’s Burger Bar. More changes are underway. AMC Theaters will receive a multimillion dollar renovation, and the mall plans to open a Starbucks sometime in 2016.

14 LAKE B US I N E SS MAGAZ I N E.COM

NO SANDBAGGING

D OI N G IT WITH CLAS S The following courses are being offered by Lake County’s Business Opportunity Centers throughout February and March at LakeSumter State College. They are free or low cost as a courtesy of the Florida Small Business Development Center at UCF. Lake-Sumter State College’s North Lake campus in Leesburg: ››› February 4: “Business Plan Writing Made Easy.” ››› February 11: “Financing Your Business.” ››› March 3: “Marketing for Business Success.” ››› March 17: “Web and Social Media Basics for Business Success.”

E U S TI S // Global Consumer Innovations, the company that invented the sandless sandbag, recently relocated into a 25,000-square-foot building in Eustis. The company consists of brothers Justin and Casey Holder, as well as Zach Railey.

Justin handles marketing, while Casey hails from a construction background with an engineering mind.

The brothers already achieved successful innovation with their patented Cancap, a device that insulates recessed ceiling lights, saving money and providing fire protection.

The sandless sandbag is not new. They have been around for 20 years. The brothers perfected the product by creating a bag to hold water away from structures in an easier and less-time-consuming way and stay in place, unlike other sandless sandbags filled with super absorbent polymers that shift.

The brothers also developed a patented design called Deluge, comprised of six layers of fabric sewn together in a precise way to hold the polymers and water in a shape that stays in place. The product is biodegradable.

Lake-Sumter State College’s South Lake campus in Clermont: ››› February 11: “Business Plan Writing Made Easy.” ››› February 18: “Financing Your Business.” ››› March 17: “Marketing for Business Success.” ››› March 31: “Web and Social Media Basics for Business Success.”

For more information, call Theresa Davis at 352.315.1846 or Cesar Gomez at 352.429.2581.

Left to right: Zach Railey, Casey Holder, Justin Holder

15 2016 FI R ST QUARTE R

B U S I N E S S B R I E F S

STATE OF THE ECONOMY How does Lake County’s economy stack up against the rest of the country?

UNEMPLOYMENT RATE

FUTURE JOB GROWTH

LAKE COUNTY

LAKE COUNTY

NATIONWIDE

5.80 %

6.30 %

NATIONWIDE

44.10%

36.10 %

FAMILY MEDIAN INCOME RECENT JOB GROWTH LAKE COUNTY

4.96 %

NATIONWIDE

1.18 %

LAKE COUNTY

$54,942

NATIONWIDE

$64,585

Source: bestplaces.net/economy/county/florida/lake

LAKE’S LARGEST EMPLOYERS BETWEEN

250 AND 500

MORE THAN

1,000

EMPLOYEES • Lake County School Board • Leesburg Regional • Medical Center • Florida Hospital Waterman • South Lake Hospital

BETWEEN 500 AND 1,000 EMPLOYEES • Cornerstone Hospice • Lake Port Square • LifeStream Behavioral Center

EMPLOYEES • Bridgewater Assisted Living • Cutrale Citrus Juices USA • Dura-Stress, Inc. • Hewitt Contracting Company, Inc. • Interim Healthcare • Lady Lake Specialty Care • Lake-Sumter State College • National Deaf Academy • The Villages Media Group • Waterman Village

Source: Lake County Economic Development and Tourism

16 LAKE B US I N E SS MAGAZ I N E.COM

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COM M E RCIAL CON STR U

PACE he signs of commercial construction are all around us. To the south, a four-unit, 8,000-squarefoot medical office building is set for construction on a one-acre commercial lot in Clermont. The largest space will be occupied

by Dr. Mahmoud Bakeer, associate director of critical care medicine and vicechair of medicine at South Lake Hospital, and Dr. Hiba Al-Dabagh, owner of the Heart of Florida Diabetes and Endocrinology Center in Davenport.

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To the north, Lady Lake growth management director Thad Carroll reports that a Stein Mart recently opened at Lady Lake Crossing, and an Ulta Beauty, located next door, is also open now.

Next to town hall, a Texas Roadhouse is well under way and a standalone Verizon Wireless is across the street. These great new additions are just the beginning (see sidebar).

Local experts agree that while commercial construction growth has been noticeable for the past

three years, it’s nothing compared to the next wave preparing to strike. “We’re right in the path of metro growth from the Orlando metropolitan area,” says Robert Chandler, director of the Lake County Economic Development Department.

“Geographically, Lake County is located northwest from metro Orlando. The northeast and southeast are both already highly developed, so natural progression will move toward us.”

20 LAKE B US I N E SS MAGAZ I N E.COM

CTION I S S PE E D I NG U P.

E LIFT ITS EFFECT WILL CHANGE OUR ECONOMIC LANDSCAPE IN FIVE TO TEN YEARS. HERE’S WHAT YOU NEED TO KNOW TO PREPARE FOR THE EXPANSION.

S T O R Y J O H N S O T O M AY O R

21

STATE OF THE INDUSTRY

Like worker bees in a hive, construction activity is abuzz — a clear sign the recession is over. The state of the commercial construction industry as defined by non-residential areas is improving, and labor statistics show that we’ve reached prerecession norms.

But if you ask those in the industry, growth still isn’t quite where they want it to be. What they want is an explosion of growth, which may not replicate itself for a very long time. And perhaps that’s for the best, Chandler claims, because

once that level is reached, it becomes unsustainable and can lead toward collapse.

“I think [construction] is at a very healthy place right now, that we aren’t over-building,” says Chandler. “I foresee that within the next three years, our commercial construction will grow on the industrial side… because demand will increase.”

In Lake County, there are three different levels of development based on geography, the highest of which is South Lake since it’s in the direct path of the metro Orlando expansion.

According to Lake County

Economic Development coordinator Adam Sumner, South Lake is out of industrial space but has a great deal of commercial construction options.

The South Lake city most affected by this is, of course, Clermont. It’s roughly five to 10 times ahead of the rest of the county and has seen a great deal of growth over the past five years.

However, the Golden Triangle — Mount Dora in particular — could surpass Clermont once the Wekiva Parkway opens.

The parkway will create job opportunities for those who want to work in Orlando but don’t want a

long commute. Many young professionals who can’t afford to live in the Orlando urban core may opt to live in places like Mount Dora and commute, lowering the town’s median age.

Completion of the Parkway is expected in 2019, one year ahead of schedule.

“You see the true drivers of growth in Clermont and Mount Dora,” Chandler says.

“You can look at the maps and see the growth patterns.”

Clermont has expansion coming from Orlando through Winter Garden, while Mount Dora’s comes from Apopka through as far as Sanford.

The slowest-growing portion of the county is North Lake, outside The Villages, particularly in Leesburg and Fruitland Park. Leesburg lacks the middle or top tier franchises needed for further development. The question is: what has Leesburg done, or what can it do, to capitalize on the growth seen in The Villages? “[Leesburg] is in the process of rekindling the growth it once knew with new leadership, displaying a how-do-we-make-ithappen approach,” says Michael Rankin, assistant city manager for the City of Leesburg.

Current developments in Leesburg are targeted toward industrial commercial growth.

“Recently, the city

commission led the way with its first 470 Corporate Center tenant, Coreslab,” Rankin says. “Leesburg is committed to bringing jobs into the community, in addition to enhancing quality of life.”

RETAIL THERAPY

On the industrial side of commercial growth, companies considering new locations will look at job growth and labor force numbers to indicate potential investment success, and Lake County has favorable numbers. Large retail companies make their location decisions based solely on these numbers,

like household income, number of housing units, and drive-time area for their retail demand model.

When an area has enough people residing and making disposable income, the area bumps up to the next level of economic attraction.

Areas with mom-and-pop shops attract low-cost chains and strip malls, as currently seen in Leesburg.

This, in turn, will lead to more retail commercial construction, attracting larger franchises.

Eventually, a community can achieve sustainable job growth, and residents will use their income in the same neighborhood,

creating self-sustainability and attracting outsiders as currently seen in Mount Dora and Clermont. This draws the higher-end retail establishments.

Chandler affectionately refers to the phenomenon of attracting larger national restaurant franchises as “The Chipotle Effect.”

The franchise name is subjective, but the effect is universal.

“Once you get a Chipotle in your community, you know you’ve reached critical mass,” Chandler says. In turn, the area will get more people, traffic, congestion — the pitfalls of urban life.

Change, however, is not necessarily bad.

“These changes improve the community in a good way,” Chandler explains.

“When you have better shopping options, you have nicer houses and the quality of life improves.

The community improves its roads, you have gutters and sidewalks and all the things that make a community better.”

And while our commercial construction industry isn’t exploding, he says, there is still potential for development.

“I think we’ll be having a very different discussion in two to three years, with all the transportation and development projects coming up.”

“ONCE YOU GET A CHIPOTLE IN YOUR COMMUNITY, YOU KNOW YOU’VE REACHED CRITICAL MASS.” — R O B E R T CH A N D L E R

PROJECTS UNDER WAY

There are six principle projects currently under way in Lake County that are generating excitement.

These ventures will alter the way Lake County looks in terms of landscape and people, as well as how it conducts business.

23 2016 FI R ST QUARTE R

NO 1: MINNEOLA INTERCHANGE The biggest story in Lake County’s economy is the Florida Turnpike Interchange at Minneola. It broke ground in December 2015 and is expected to be complete in 18 months.

The interchange led to the approval of The Hills of Minneola, an enormous development that will yield 3,971 homes and 3 million square feet of office, warehouse, retail, and medical space on 1,650 acres. It is expected to generate roughly 7,000 jobs; however, it is currently on hold.

According to Chandler, “with the area plan and Wolf Branch Innovation District also nearby, we’re talking about Turnpike access, entitled lots, and non-residential square footage. As soon as this is built, it could potentially be the ‘next big thing’ in metro Orlando.”

Once complete, it will connect Lake County to the Amway Center in downtown Orlando in under 25 minutes. That, he says, is a game changer.

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NO 2: WELLNESS WAY AREA PLAN

COM I NG SO O N A few more of the newest commercial construction projects in Lake County include the following:

The mixed use property encompasses 15,481 acres and 27 major landowners.

The project is expected to take 20 to 40 years to completely develop.

Lake County Economic Development projects that this plan will help create 25,000 jobs in 40 years — and that’s not just in health care. This is because the area plan requires a housing ratio; for every house built, there must be a tagged number of jobs.

Clermont • Family Dollar Store (OPEN)

• Dr. Perez (UNDER CONSTRUCTION)

• State Farm Office (UNDER CONSTRUCTION)

• Panda Express (UNDER CONSTRUCTION)

• Don Mealy Chevrolet (UNDER CONSTRUCTION)

• Caporale Auto Service Center (NEAR COMPLETE) Groveland • Dunkin’ Donuts (PRECONSTRUCTION)

Developers must therefore set aside a certain amount of land for commercial use that will create the required number of jobs.

Wellness Way derives its name from the healthy lifestyle and wellness branding associated with South Lake Hospital and

the ecosystem of trainers, physical therapists, doctors, and other health professionals attracted by the National Training Center.

Chandler envisions that it will become a “new Lake Nona West type of development.”

• Hunt Industrial Park (OPEN)

• Captive Aire (OPEN)

• Riffle’s Air & Heat (UNDER CONSTRUCTION)

• Faith Neighborhood Center (PRECONSTRUCTION) Lady Lake • Stein Mart (OPEN)

• Ulta Beauty (OPEN)

• Texas Roadhouse (OPEN)

• Verizon Wireless (OPEN)

NO 3: MINNEOLA BUSINESS PARK

• Mattress One

The Minneola Business Park is a 13-plus-acre land development project of commercial vacant property fronting U.S. Highway 27 in Minneola. The fully developed site will consist of three retail or office frontage lots. In addition, an access road serving the back portion of the property will be developed into separate lots to accommodate up to ten 6,000-squarefoot office/warehouse buildings.

• The Village Airport Van

(UNDER CONSTRUCTION) (UNDER CONSTRUCTION)

• The Too Your Health Spa (UNDER CONSTRUCTION)

• Titan Assisted Living Facility and Memory Care Center (UNDER CONSTRUCTION)

25 2016 FI R ST QUARTE R

NO 4: FORD COMMERCE PARK Ford Commerce Park has been located in Groveland for 20 or 30 years; the update is that the 1,000acre commerce park is now almost completely

occupied. Thirty to 40 buildings comprise the commerce park, and boast 90 percent occupancy.

“We only have a few vacant buildings,”

says Chandler. “The 720,000-square-foot Circuit City building (built six months before they went under) has partial vacancy.

It’s one of the largest

indoor, completely climatecontrolled buildings in the state.” The building is so spacious, he claims, that “you could fit the fairgrounds inside.”

26 LAKE B US I N E SS MAGAZ I N E.COM

“WHEN YOU HAVE BETTER SHOPPING OPTIONS, YOU HAVE NICER HOUSES AND THE QUALITY OF LIFE IMPROVES. THE COMMUNITY IMPROVES ITS ROADS, YOU HAVE GUTTERS AND SIDEWALKS AND ALL THE THINGS THAT MAKE A COMMUNITY BETTER.” — R O B E R T CH A N D L E R

NO 5: WOLF BRANCH INNOVATION DISTRICT Progress is well under way for this strictly nonresidential district, located on the east side of Mount Dora; Lake-Sumter State College has already signed for 20 acres of space to build a new campus. According to Chandler, people are currently scrambling trying to accumulate space so construction can begin on Wolf Branch at the same time as Wekiva Parkway.

“I envision that Wolf Branch Innovation District will be like Heathrow or Lake Mary North. That kind of office district with some

light industrial,” he says.

“They hope to put a hospital there. With a college and a hospital, they will have laid a solid foundation.”

According to the City of Mount Dora and Lake County Employment Center Master Plan, the district will consist of 30 percent office use, 50 percent industrial/ manufacturing uses, 10 percent retail uses, and 10 percent institutional uses.

According to the Lake County EDC, it will occupy 7 million square feet and will create 8,000 to 9,000 jobs.

NO 6: 470 COMMERCE PARK This 3,000-acre park, owned by the City of Leesburg, will focus on manufacturing, aerospace, and heavy industrial uses like distribution and warehousing — ideal for its proximity to the Florida Turnpike.

Coreslab Structures, a precast/prestressed concrete production company from Ontario, Canada, has already broken ground and will occupy 75 acres. The site will include a 60,000-square-foot building and 55 employees.

Completion is slated for January 2017.

What sets 470 Commerce Park apart from other industrial parks is the fact that a site readiness study was done by McCallum Sweeney Consulting, a nationally renowned site selection consultant.

McCallum Sweeney has a certification process which informs a relocating businesses whether or not the property is ready to go.

“Developers don’t have to worry about anything.

The environmental tests are already done and all of their services and utilities are already there,” states Chandler. “No need to go

through the entitlement process because land use and zoning are already confirmed. There’s no worry about wasting time or money.”

Leesburg is in the process of acquiring certification; the EDC estimates it could be done by April or May. “If they can get it certified, it will become the third certified site in the state,” says Chandler. “If achieved, the site goes up to a very select list.”

The other two certified sites in Florida are in Jacksonville and the panhandle. Nationally,

there are fewer than 20 certified sites.

He goes on to say that certification provides the site a major advantage; so does city ownership.

A private owner would want market rate to ensure a return on their land.

If the city owns it, the return on the land is tax revenue down the road, or jobs or utilities. “In business recruitment and economic development, being certified and cityowned is truly the bestcase scenario, and is very attractive to any potential occupant.”

28 LAKE B US I N E SS MAGAZ I N E.COM

ADVI C E TO B U S I N E S S OWN E R S Now is the time to make sure your business’s foundation is solid, according to Stan Austin, area manager at the Florida Small Business Development Center (FSBDC) at the University of Central Florida. The continued expansion that connects Lake County with larger metropolitan areas will not only increase your customer base but also increase outside competition for the market base.

Be ready in advance; the next 10 years will be highly transformational.

“Customer service and specific business differentiation are the keys to success for small business entrepreneurs,” says Austin. “They are what make small businesses different from large retail establishments and chain restaurants. You must be able to articulate the features of your product or service in terms of benefit and value to your particular target market set.”

It’s also time to learn how to differentiate your company from larger competitors. The FSBDC offers one-on-one consulting, training, and analytics, as well as a Small Business Resource Network, which is an organization that connects small business owners with professionals in banking, accounting, insurance, law, human resources, marketing, and Internet/social media. So have your professional support team lined up; don’t try to do it on your own.

Preparing for the next generation means learning how millennials operate. The demographic makeup of Lake County will soon look very different than it does today.

New potential customers will grow and change, so you will need to adjust the way you promote yourself, your product, and your service.

“Embrace the Internet and social media to capture the millennial market,” explains Austin. Also, update your business plan, processes, and procedures to adjust for growth if you plan to seek more working capital to grow your business to compensate for outside growth. “Do a review of your processes and procedures to streamline current operations and incorporate new [and efficient] Internet avenues available for targeting new customers and additional sources of revenue through online shopping carts and market baskets,” he advises.

Your image will set you apart. Having a consistent marketing message is critical to establish and sustain your company’s brand and reputation in a vastly altered marketplace.

29 2016 FI R ST QUARTE R

30 LAKE B US I N E SS MAGAZ I N E.COM

THESE BOOTS KICK @SS! Eustis’ Ridge Outdoors walks the walk when customers talk, helping it to thrive in a competitive market.

S TO R Y M A R Y A N N D E S A N T I S

/// P H O TO G R A P H Y F R E D L O P E Z

hances are, if you’re in law enforcement or the military, you own a pair of Ridge Outdoors footwear. The Eustis-based company produces 20,000 pairs of boots per year along with other footwear products, including rubber-souled sandals, Oxford shoes, socks, and massaging insoles.

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31 2016 FI R ST QUARTE R

“Our largest markets are police, firemen, and EMTs,” says Jeremy Granger, vice president for Ridge. “We have some mechanical and industrial clients, but the business we are best at is military and law enforcement.”

Ridge Outdoors provides many styles of boots, including black and brown tactical boots, waterproof and blood-borne pathogen-resistant boots, and motorcycle boots. The company also produces a

The Eustis facility is the company’s headquarters and serves as the main distribution center for products that are shipped worldwide. In addition to U.S. markets, Ridge footwear also has large markets in Australia, Chile, Brazil, Canada, Germany, and Saudi Arabia.

Ridge Outdoors was founded in California, but in 1996, Eustis resident Rob Granger and his then-partner Roy Baker bought the company. The long-time

“Roy is the one who brought the idea to the table,” remembers Rob. “He asked if I’d like to do something different. I was sort of stepping outside the box…with boots.”

Rob serves as company president and owns Granger-Carter Construction Company, while Roy eventually took a buy-out to do other things. The new face of the company is Rob’s son, Jeremy, whose videos on the company’s website tout

because of its comfort and durability. Rob says the company has to be continually innovative because there is so much competition for the boot market. Staying competitive with pricing also means the products are mostly manufactured in China, Taiwan, and Vietnam.

“We wish we could build our products in this country, but there is very little footwear production in the U.S. Less than 5 percent of footwear is

“We want a good-looking product, but comfortable product for people who — Rob Granger

line of lightweight shirts, called “packin’ tees,” that are big sellers among undercover agents, police, and security personnel who often must carry a concealed weapon.

friends and Eustis High School graduates knew that to run the business successfully, they would need to bring it home to Lake County where they both had other interests.

the benefits of Ridge Outdoors footwear.

The company is the innovator of the tactical boot air heel system, which many competitors have tried to imitate

manufactured here,” says Rob. “Look at your other major names, like Nike, and you will see they also manufacture their products in those same countries.”

32 LAKE B US I N E SS MAGAZ I N E.COM

at the same time we want to focus on making a are going to be on their feet all day.”

Early on, Ridge Outdoors offered some hiking products, but the company decided to focus on the black boot market.

“People don’t realize how much fashion is tied to the hiking industry,” explains Rob, who wears boots often but not every day. “We want a good looking product, but at same time we want to focus on making a comfortable product for people who are going to be on their feet all day.”

Jeremy came into the business in 2007 after selling his own business.

“My dad and his partner were looking for young blood to bring in new ideas,” says Jeremy, who handles the company’s marketing and sales.

One of his ideas came to fruition in 2008 when he helped develop a Guatemalan Mission-Ridge Outdoors partnership.

Boots that cannot be sold are sent to the Central American country.

“Most of the locals have no shoes or just one pair that has to last years, so the donated footwear is appreciated,” says Jeremy.

“We supply mostly new

gear but even shoes that have been returned or have slight defects are much better than anything they would normally get to wear.”

Not only are the boots given to Guatemalans in need but also to five native pastors who spend their days traveling by foot to local communities for ministering and helping. Ridge supplies the pastors with footwear that helps them be as comfortable as possible while walking hundreds of miles each month.

Rob believes his son’s

youth brings a different kind of insight to the company and that they play off each other’s strengths.

“Jeremy and I had years of being in a great relationship, long before he became involved in the business,” says Rob. “We might not always see eye-to-eye, but the lines of communication are always open.”

Between 500 and 600 retailers carry Ridge products, and the father-son duo hopes to see Ridge Outdoors become even more of a nationally and internationally recognized 33

2016 FI R ST QUARTE R

“My dad and his partner were looking for young blood to bring in new ideas.”

— Jeremy Granger

name in the black boot market. First and foremost, their ultimate goal is customer satisfaction.

From the reviews on retailers’ websites, such as

Amazon, the company is well on its way to achieving that goal: “These Ridge boots are the best I’ve ever owned. I’ve worn everything from

combat boots to cowboy boots and motorcycle boots,” said reviewer Joseph E. Donahue III of Wesley Chapel. “They are waterproof, supportive,

and comfortable. Best of all, they weigh no more than a pair of good running shoes.”

ANOTH E R R I DG E SUCCE SS

Among Ridge’s most popular items is the “packin’ tee” consealment shirt, which is a big seller with undercover agents, police officers, and security personnel who carry a concealed weapon.

34 LAKE B US I N E SS MAGAZ I N E.COM

ALL ABOUT G ROWI NG YO U R S E L F. W H E N YO U BECOME A LEADER, SUCCESS IS ALL ABOUT G R O W I N G O T H E R S .”

—JACK WE LCH

35 2016 FI R ST QUARTE R

LEADERSHIP

E M P OW E R M E N T F O R V I S I O NA R I E S “ B E F O R E YO U A R E A LEADER, SUCCESS IS

L E A D E R S H I P

36 LAKE B US I N E SS MAGAZ I N E.COM

LEADING BY INVESTING

How a local entrepreneur focuses on the community through the lens of commercial real estate S TO RY B E N H O M A N

he role of “leader” is a double-edged sword, and those bearing the title receive strong positive or negative regard. Leaders are valued and respected, as well as targeted and scrutinized. Everyone can hold the title leader. Whether leading cohorts, family, or community, establishing the type of reputation your leadership title holds directly affects your effectiveness and influence.

Local community investor and entrepreneur Greg Homan spent the last 25 years buying, selling, and investing in commercial real estate.

He aligns his goals with the next generation in mind and strives to inspire young leaders.

You may know of his community involvement best by his pinnacle piece, The Citrus Tower.

When asked why he purchased The Citrus Tower more than 20 years ago, he lightheartedly cited advice he read in Donald Trump’s book, “Art of the Deal.” As he read Trump’s encouraging advice to invest in towering real estate, Greg looked around the city he grew up in and thought, “There’s a tower;

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I’ll buy that one.”

On a more serious note, the tip he gives future investors and leaders is to invest in vacant land.

However, without a pocket of cash, his second choice is commercial property.

“Commercial real estate is superior to residential real estate because as a landlord, one has a much stronger hand to evict a delinquent commercial tenant than one does with a residential tenant. Investing in commercial real estate also gives you an immediate return on your investment, whereas your only hope of a positive return on investment in vacant land is appreciated value over time,” he said.

Greg spent the early part of 2015 on a vintage restoration project for the Citrus Tower, restoring Clermont’s “claim to fame” to its original look. He is now working with local entrepreneur Rob Wilkins, from Citrus Flyer, on a new 50-mph, one-anda-half mile zip line. The latest project update is the original landing spot is not high enough, which means a rapid descent and a requirement for a premium braking system.

Although being involved

with the community is a big part of Greg’s focus, Clermont is no longer the small town where he grew up. As he looks back through the years, he worries “for young folks trying to get started in the hostile business of commercial real estate.”

“The American dream is being threatened, and it is much harder to accomplish

and landowners.

Although it is increasingly difficult, Greg encourages the next generation of young commercial entrepreneurs to be patient and buy when a seller needs to sell. Making money in commercial real estate happens when you buy, not when you sell, he said. Furthermore, young

“ C OM M E R C I A L R E A L E S TAT E I S S U P E R I OR TO R E S I D E N T I A L R E A L E S TAT E B E CAU S E A S A L A N D LOR D , ON E H A S A M U C H S T R ON G E R H A N D TO E V I CT A D E L I N QU E NT C OM M E R C I A L T E N A N T TH A N ON E D OE S W I TH A R E S I D E N TI A L T E N A N T.” — GREG HOMAN

now than it was when I started out,” Greg says.

He relates a recent example of how he leveraged his leadership influence with other local entrepreneurs to help Clermont’s city council find ways to alleviate the $1.5 million deficit in the city’s 2016 budget without implementing an extravagant fire assessment fee. Nevertheless, the council came at commercial real estate owners from another angle and raised the millage rate, continuing the hostile environment for business

entrepreneurs should look for good investments that make money 24 hours a day, because expenses never rest.

As a new leader stepping forward, remember your reputation precedes you wherever you go and is almost impossible to repair.

Greg encourages young entrepreneurs to never sacrifice integrity for financial gain and keep Matthew 16:26 in mind: “What good will it be for someone to gain the whole world, yet forfeit their soul?” (NIV).

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2016 FI R ST QUARTE R

L E A D E R S H I P

WHY COMMUNICATION IS ESSENTIAL FOR LEADERS S TO RY T I M P I C C I R I L L O

he most effective leaders realize their ability to communicate is paramount to their success in leading people. I’ve said for years that the most important skill anyone in the workforce can have—from the laborer on the factory floor to the CEO—is the ability to communicate effectively your wants, needs, and vision in a succinct and professional manner.

People skills, a compelling vision, and courage are all traits most take for granted when talking or writing about leadership. But by far the most valuable skill a leader has is his or her ability to persuade people through verbal communication.

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1. Meet people where they are.

Like a salesperson who deals with a dozen different personalities every day, you’ll need to speak differently to different members of your organization. For example, if you own a chemical engineering consulting firm, you can’t communicate to engineers the same way you would to maintenance or clerical staff. Engineers think differently than other members of your organization, so an effective leader should know how to relate to all levels of employees.

2. Get to the point.

The best leaders are concise in their communications, getting

right to the core of the message. Today’s hectic business environment has no time for fluff in communication. Successful leaders make their point quickly and clearly.

3. Say what you mean and mean what you say. There’s nothing

worse than a wishy-washy leader. People don’t respect someone who doesn’t walk their talk, or worse, not abide by their own directives. The most successful leaders live by what they say and do.

They don’t ask employees to buy into anything they aren’t fully committed to.

4. Listen. The old saying of “we’re given two ears and one mouth for a reason” holds true

in this case. The best leaders—like the best salespeople—listen to followers. They analyze feedback and adjust their communication, and then modify their approach to the employee depending on the feedback they receive.

The ability to communicate well will catapult a person to the top faster than any other skill. If you want to climb the ladder in your organization, make a serious study of communication in all forms.

TIM PICCIRILLO is a professional speaker and trainer living in Mount Dora. His website is www.timpic.com.

38 LAKE B US I N E SS MAGAZ I N E.COM

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L E A D E R S H I P

LIVE INTENTIONALLY AND WIN S TO RY D AV E R A M S E Y

t’s a new year and as a busy entrepreneur, you may feel things like resolutions are a waste of time. I mean, why bother?

Statistics indicate about 35 percent of all resolutions are broken before the end of January. According to an article in Forbes, only 8 percent of those making resolutions stick to them and make them a reality.

We don’t mess with resolutions around my of�ice.

We set goals, both in our professional and private lives. I’m not talking about daydreaming or hoping and wishing for good things to happen. I mean serious forethought and putting pen to paper. Keep in mind, too, that goals should be speci�ic, measurable, and time sensitive. This is a vital part of the process, because the key to realizing your goals is avoiding a set-itand-forget-it mentality.

I

Focused intensity and honesty 40

Trying to address several

issues at once is not just overwhelming, it’s self-defeating. Work on one goal at a time. Bring all your ideas and energy to the table and you’ll be surprised at how quickly you overcome bad habits or solve problems.

Once you reach a single goal, you’ll be motivated to take on new and greater challenges.

The Wheel of Life

Sometimes we get caught up in the day-to-day aspects of life and business.

Nevertheless, as uncomfortable as it may feel in the beginning, you must look toward the future to get a handle on the big picture.

Study the late Zig Ziglar’s “Wheel of Life.” It covers seven areas of improvement, including family, career, �inancial, social, intellectual, physical, and spiritual. Spend time thinking about each as it pertains to your life. Then, re�lect on the past year and envision the next �ive to 10 years. It might blow your mind to

think what your life could look like if you grew just a little in all these areas.

Plan to maintain

Spend some time now thinking about how you’ll maintain focus throughout the year. You might choose to revisit your goals weekly or monthly to evaluate your progress. If interpersonal accountability is more your thing, you can pair up with friends or coworkers intent on reaching their own personal goals.

You might even consider reducing your goal, or at least the essence of it, to one simple word you keep on display in a prominent location. Then, when there are decisions to be made or problems arise in that area, refer to that word and let it

guide your actions.

Author Paul Tripp once wrote, “Every day we lay little bricks on the foundation of what our life will be. The bricks of words said, the bricks of actions taken, the bricks of little decisions, the bricks of little thoughts, and the bricks of small-moment desires.”

As time passes, it’s the layers we add—if done with thoughtfulness, intention, and determination—that create a version of ourselves, our work, and our lives that would be unattainable otherwise.

DAVE RAMSEY is America’s trusted voice on business and money and CEO of Ramsey Solutions. He has authored five New York Times best-selling books, including EntreLeadership. The Dave Ramsey Show is heard by more than 11 million listeners each week on more than 550 radio stations and digital outlets.

Follow Dave on the web at EntreLeadership.com.

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2016 FI R ST QUARTE R

Happy New Year!

FROM THE LAKE COUNTY BUSINESS OPPORTUNITY CENTERS!

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42 LAKE B US I N E SS MAGAZ I N E.COM

O W N M I N D B E F O R E YO U A C T U A L LY A R R I V E A T Y O U R G O A L .”

–ZIG ZIGLER

43 2016 FI R ST QUARTE R

S A L E S // M A R K E T I N G

A G OA L , YO U M U S T ‘ S E E T H E R E A C H I N G ’ I N YO U R

G ETTI N G TH E WOR D OU T, G ETTI N G TH E D OLLAR S I N

“ I F YO U WA N T T O R E A C H

S A L E S // M A R K E T I N G

THE POWER OF NETWORKING S TO RY J A M E S C O M B S

att Wilkerson views networking through an opportunity lens.

As owner of a Verizon Wireless store in Ocala, he frequently attends Rotary Club meetings, chamber of commerce events, various community functions, and golf outings with in�luential businesspeople.

For Matt, this is where the magic begins.

By meeting the right people, he increases his company’s visibility, forms mutually bene�icial partnerships, and uncovers new business opportunities.

In fact, networking is what allowed him to form a partnership with an unlikely

M

44

customer—assisted-living facilities.

“I met a director of one of the facilities and explained that I could offer his residents home phones for $20 a month. That excited him, and we formed a partnership. He realized how bene�icial it was for his residents to have a very affordable way to remain in contact with their family members and friends.”

Matt didn’t stop there. He contacted other area directors and today services nine local assisted-living facilities. That alone has brought in nearly $50,000 in sales.

Home phones, once a dying technology, have become his second-best seller right behind the coveted iPhone.

“Think about it. A resident in room 208 talks to one of her friends and explains how she’s paying $70 a month for her phone.

The friend tells her that she’s only paying $20 a month for her phone. Next thing you know, the woman who wants a smaller phone bill is calling me. It’s really amazing because I never dreamed about doing business with assisted-living facilities.”

Matt also serves as area director of Business Networking International, the world’s largest referral organization with nearly 3,000 chapters. Matt networks and builds relationships with other businesspeople, and he estimates

35 percent of his business comes via referrals from within the group.

Indeed, networking has paid big dividends in Matt’s success as a business owner. However, there’s more to networking than merely showing up at functions and shaking a few hands.

Matt provides valuable tips to help everyone maximize their networking capability.

PLAY YOUR CARDS RIGHT

When people walk into a room over�lowing with business people, their natural instinct is to shake 100 hands and pass out 100 business cards. That’s a waste of time, Matt says.

Instead, networkers should

LAKE B US I N E SS MAGAZ I N E.COM

interact with other professionals in their contact sphere, meaning they serve the same client but do not compete with one another.

For instance, a cake decorator and �lorist would be in the same contact sphere because they could recommend each other’s services for a wedding. Conversely, a massage therapist and plumber would likely not have mutual clients and thus are not in the same contact sphere.

“Two-thirds of business cards end up in the trash,” Matt said. “You need to interact with people who bene�it you and you bene�it them. And it’s always better to meet people who you can bene�it �irst because they’ll eventually return the favor.”

SELL YOURSELF FIRST

Let’s say you’re attending an after-hours chamber of commerce event.

What would happen if you approach a stranger, talk about your product, and try to close the sale right there and then?

Odds are you won’t succeed. Building a relationship with a prospective client �irst is what ultimately helps you make the sell.

“I’ve found that forging a strong relationship over time is extremely helpful in closing sales,” Matt said.

“We all know closing is extremely challenging and frustrating. Potential cus2016 FI R ST QUARTE R

tomers seem to appreciate the relationship I’ve built with them more than every bell and whistle that my phones have.”

THE POWER OF PERSONALITY

Matt says there are four personality types—examiners, nurturers, promoters, and go-getters. No doubt, those personalities attend networking functions.

According to him, go-getters (the chief executive of�icer with a dominant personality) and promoters (the highly enthusiastic salesperson) should approach examiners and nurturers with care and consideration.

“You can pick up on somebody’s personality style within two or three minutes of the conversation,” he said. “If you’re too aggressive or forceful with an examiner or nurturer, you’re going to instantly turn them off. They’ll quickly tune you out and begin looking at their watches in hopes the conversation soon ends. When dealing with an examiner or nurturer, it is important to slow down the conversation, be precise and clear

what you’re trying to sell, and allow them to ask questions.”

DON’T BE A NO-SHOW

It is an incredible year.

Your business has achieved a record number in sales, and the phones are ringing off the hook. That may prompt you to utter the words, “I no longer need to network.”

That’s a potentially disastrous decision, according to Matt. After all, sales could take a considerable dip the following year, and because you’ve decided to close doors rather than build relationships, there are now fewer people in your networking circle who might potentially help.

“I call this the park bench effect,” Matt said. “There may be 20 people on a bench at �irst, but before you know it there are only 14 because relationships have wilted and died. We’re so busy we don’t even notice people falling off the park bench. Business success runs in cycles. During the good times, it’s important to continue building and strengthening relationships and adding new people to the park bench.”

Are you a networking newbie? A local chamber of commerce is an excellent place to start. Most offer monthly morning contact breakfasts, as well as after-hours events. Attending these events can bolster your relationships and business.

• Tavares Chamber of Commerce: 352.343.2531 • South Lake Chamber of Commerce: 352.394.4191 • Lake Eustis Area Chamber of Commerce: 352.357.3434 • Mount Dora Chamber of Commerce: 352.383.2165 • Leesburg Area Chamber of Commerce: 352.787.2131 • Umatilla Chamber of Commerce: 352.669.3511 • Lady Lake Chamber of Commerce: 352.753.6029 They’re in business One of the largest local networking groups is the Business Networking International (BNI) Powerhouse chapter in The Villages. It includes lawyers, doctors, financial advisors, and engineers.

According to the chapter’s website, BNI members increase their business by 20 percent during the first year of membership.

For more information, visit bniwcf.com.

S A L E S // M A R K E T I N G

WHY YOU MUST BELIEVE IN WHAT YOU SELL S TO RY T I M M c R A E

extbooks and online articles are loaded with strategies and tips on how to effectively sell goods and services. Many of them have valid, useful information. However, arguably, no factor has a greater impact on your sales success than a genuine belief in what you sell.

T

SINCERE PASSION

Passion for the solutions you sell shines through in your verbal and nonverbal communication with prospects. When you have a strong belief that your goods and services are a

great match for a buyer’s needs, it is easy for your communication to support your belief. Prospects feel inspired by a passionate representative as opposed to one going through the stepby-step motions of selling that they were trained to follow. The passion coming through in your sales presentation will reflect in the eyes of your prospect.

CREDIBILITY WITH PROSPECTS

Unless you are okay with lies or deceit, it is difficult to sell something when you don’t believe in the value. How can you

convince someone else to see something you don’t see yourself? Nothing proves your belief better than buying and using the product. When you do, the prospect knows you “put your money where your mouth is.”

CONFIDENCE WITH CONCERNS

Handling buyer concerns or objections is one of the most difficult elements of selling. It is the step in the process where otherwise decent salespeople crumble under pressure.

Typical buyer concerns include questions about

need, quality, source, pride, and timing. While specific approaches apply in responding to each concern, your sincere belief in your solutions contributes to overall success in putting a prospect at ease. If you sell on the benefits and value first, price will become secondary.

For value-added or high-end sales representatives, the price is often the barrier to a sale. You must persuade a prospect to spend more money on the premise that the solution is bigger, better, and different than lower-cost alternatives.

Getting prospect buy-in is much easier if you have 100-percent conviction that your company and solution are well worth the price you seek.

In some cases, salespeople find themselves in a job or working for a company in which they don’t believe.

Avoid this situation to whatever extent you are able. Take your time and find an employer and/ or solutions you can confidently and honestly sell to targeted prospects.

Not only will you find greater sales success, you’ll also enjoy your job as a problem-solver and partner for your buyers.

46 LAKE B US I N E SS MAGAZ I N E.COM

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S A L E S // M A R K E T I N G

THE BENEFITS OF INDUSTRYSPECIFIC MARKETING S TO RY J A M I E R O B I N S O N

very company has areas of expertise, two or three things they do really well, that have contributed to the bulk of their revenue.

It’s easy to concentrate on those areas when marketing, and even simpler to find a firm that’s eager to help you. But just as your company has those two or three things you do really well, some marketing firms have certain industries where they excel as well.

E

Industry-specific marketing, also known as vertical marketing, is an area in which firms offer goods and services specific to an industry, trade, profession, or other group of customers with specialized needs.

This practice is not limited to marketing agencies; it’s

relevant to every product and service industry. It’s the difference between going to see a specialist versus a general practitioner. Both doctors are qualified, but the specialist has experience that is more relevant.

When choosing a marketing partner for your business, there are benefits of working with a firm that has specific experience in your industry.

THEY SPEAK THE LANGUAGE. A firm that knows your industry will already be familiar with the terminology. They will know enough to develop quality content that searches well.

THEY ARE FAMILIAR WITH THE TRENDS. If

the firm has experienced

past success with other types of companies in your industry, they know the ebb and flow of the market.

They know the targets and the best ways to reach them.

THE LEARNING CURVE IS A LOT STRAIGHTER.

If you’ve worked with marketing firms before, you know there is a bit of a learning curve as you get to know them and they get to know your industry. When you work with a firm that’s familiar with your type of business, that curve begins to straighten, saving time and money.

THEIR NETWORK CAN INCREASE YOUR NET WORTH. An industry-specific firm will have connections with publications and

organizations with whom you were not previously familiar. This association can get your foot in the door and potentially expand your reach.

If you are considering shopping for a firm to assist with your marketing, think about how you want to promote and market your business. Will your outreach be more to potential customers who are looking for those two or three things that you do really well, or do you want to have a broader reach as not to alienate anyone? There’s nothing wrong with either approach, but it might help to have an idea of what you want to do while searching for your marketing partner.

You may find that ultimately, you didn’t choose that firm. That firm chose you, with their targeted, industry-specific marketing.

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F I N A N C E

BUILDING SUCCESS UNDER THE LEADERSHIP OF A SKILLED PROJECT MANAGER STO RY BAR BARA WALS H

rowing up around the construction industry, I remember watching firsthand as my father faced the challenges of successfully navigating all the elements necessary to construct a building. He spent his entire life in the construction industry, beginning as a bricklayer apprentice and ending his career working as a project manager and a construction field superintendent for a company that built medium-sized commercial office buildings in New Jersey.

No saying in the construction industry rings truer than the famous words of Benjamin Franklin, “Time is money.” Construction professionals know the importance of delivering a project on time and on budget, all while meeting or exceeding quality standards.

I remember lengthy phone calls in the evenings and on weekends, listening in as my father coordinated the tasks of multiple subcontractors,

G

scheduled inspections based upon completion dates of the subs, and reported continually to upper management along with the owner of the company. When one component delayed work, I heard how quickly he changed course and made adjustments to keep the job on track because, after all, time is money.

Considered a stressful and fast-paced job, a project manager does more than simply manage a project. He essentially leads it. He is continually influencing people who provide skills and labor for a timely completion. I spoke with two successful executives in the field to determine what skills a successful project manager needs.

First, I spoke with family friend James G. Petrucci of J.G. Petrucci Company (jgpetrucci.com), a premier design/building developer in New Jersey and eastern Pennsylvania.

Next, I interviewed Don Magruder,

CEO of Ro-Mac Lumber & Supply (romaclumber.com), which is here in Leesburg. Below are their thoughts and insights on what makes a successful construction project manager.

Jim Petrucci shares three critical leadership qualities he looks for in a successful project manager (PM): • “Leadership is absolutely critical to the PM’s performance and, in turn, critical to the success of a project.

A PM exercises leadership over the subcontractors, all of whom have other projects they are responsible for. The PM needs to know when and how to push to maintain schedule and quality.

• “A PM’s leadership is also critical in client relations. A PM that is in firm control of the project will inspire confidence in the client.

A client who loses confidence is unhappy, regardless of how well things might be going.

52 LAKE B US I N E SS MAGAZ I N E.COM

• “A PM needs to lead and follow his field superintendent. An out-of-touch PM dictates to the field; a PM with leadership respects what is going on in the field and leads accordingly.”

Don Magruder cites the three necessary traits and skill sets for the successful project manager: • “A great project manager knows the business.

Some of the very best come up through the ranks, and they have a level of competence to discern what works and what doesn’t.

• “Next, a great project manager has an unstoppable work ethic.

Project managers work on deadlines, demand accuracy, and have no time for those who are late, miss deadlines, or create drama. It is all about getting the job done.

• “Finally, a great project manager allows the strength of his character to lead. This is the type of person you know is in charge when entering a room by the demeanor and

the respect garnered.”

Magruder states, “A mistake a lot of construction companies make with project managers is they put people in these positions that do not have the three qualities needed to be successful, and they fail.

It’s more about leadership than education.”

Additional leadership qualities that make for a successful PM are:

others to share this vision in order to gain trust and confidence to see the project completed.

BEING A GOOD COMMUNICATOR

TASK DELEGATION

A successful project manager is able to communicate with people at all levels. Project leadership calls for clear communication about responsibilities, goals, expectations, performance, and feedback. Leadership skills come through in the project manager’s ability to successfully negotiate and persuade others to ensure the success of the team and the project as a whole.

SHARING A VISION FOR THE PROJECT

The project manager must be able to articulate the vision needed for successfully navigating the project to completion.

They need to inspire

PROBLEM SOLVING

The best project managers are excellent problem solvers. While they incorporate feedback from the team, the project manager is expected to lead the way and provide a good solution if the team cannot.

It is necessary for project managers to delegate tasks.

There are too many details within a construction project to micromanage everyone. Trusting the team and those hired to work on a project is an essential component in effective leadership.

ENTHUSIASM AND EMPATHY

Let’s face it, we all want leaders who are excited, driven, and possess a “cando” attitude. These people inspire the team to work harder, smarter, and with a desire for greater results.

Successful leaders also show empathy to their team by treating them as individuals and respecting private lives outside of work.

COMPETENCE

A successful project manager has a proven track record that enables others to see a leader. It’s a balancing act between a hands-on and hands-off approach.

Leadership is about navigating unsteady waters. Construction projects rarely go as planned, within the time frame, budget constraints, or expectations of quality, and the project manager must remain cool under pressure. The team must know that although a project doesn’t always go as planned, there’s another way to make it work. We’ve all heard that successful leaders see problems as opportunities, and this leadership style allows the project to get back on track with success being the only option.

Project management is as much about leadership as it is effective management of the many parts of this department. Leadership for construction project managers is always relationship-oriented.

53 2016 FI R ST QUARTE R

F I N A N C E

TELLING TIME WHERE TO GO, WHAT TO DO EntreLeadership S TO R Y D AV E R A M S E Y

ne of the most popular small business questions I receive on a regular basis might surprise you. It goes something like this: How do you run a successful company without it completely taking over and ruining your life?

The average small business owner works more than 60 hours a week.

And no matter how much you love your job, those hours over a long period of time will begin to take a toll. Pretty soon your family, your health, and the company itself will begin to suffer.

Before I began to study the principles of time management, I thought the whole idea was some kind of slick, money-making scheme hatched by a knowit-all who had never really worked for a living. But a funny thing happened. As I applied some simple time management principles to my life, I began to get more accomplished. In addition, I wasn’t as tired mentally and physically as I was before. I was on-task, efficient and I had more energy — even at the end of the day!

Most entrepreneurs are hard-charging, bust through and get-it-done types of

O

MANAG I NG TI M E AN D MON EY WELL, AND VIEWING THEM AS PRECIOUS COMMODITIES, SHOULD BE A NORMAL EXE RCI S E I N BOTH OU R PROFESSIONAL AND PERSONAL LIVES.

people. The last thing we need is to feel like a rat in a wheel, just running and running but never getting anywhere. To enjoy our work, we must have a plan and a sense of traction and accomplishment. My

friend John Maxwell says a budget is telling your money where to go. Well, the same principle can be applied to your time. You can plan ahead and tell it where to go, or you can scratch your head and wonder where it went.

Years ago, I never viewed time management for the purpose of productivity as something with personal or spiritual implications.

Then, I was told that today’s system of minutes and seconds was developed by 14th century monks, who were also mathematicians.

They were able to formulate calculations breaking hours into minutes and minutes into seconds. Before that, time was measured only in hours using instruments like a sundial. The monks did this work with the purpose of gaining the ability to more precisely worship God. Managing time and money well, and viewing them as precious commodities, should be a normal exercise in both our professional and personal lives.

DAVE RAMSEY is America’s trusted voice on business and money, and CEO of Ramsey Solutions. He has authored five New York Times best-selling books, including EntreLeadership. “The Dave Ramsey Show” is heard by more than 8.5 million listeners each week on more than 550 radio stations. Follow Dave on the web at www.entreleadership.com.

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W H O W O R K W I T H Y O U , N O N E O F I T C O M E S T O L I F E .”

PE OPLE MAK E TH E D I F F E R E N CE

“ YO U C A N H AV E T H E B E S T S T R AT E G Y A N D T H E B E S T B U I L D I N G I N T H E W O R L D , B U T I F YO U D O N ’ T H AV E T H E H E A R T S A N D M I N D S O F T H E P E O P L E

57 55 2016 FI R ST QUARTE R

H U M A N

R E S O U R C E S

NEPOTISM: WHEN IT HARMS AND WHEN IT HELPS S TO R Y D . W. D AV I D S O N , A S B A

epotism is a common problem in the business world. The practice of hiring or promoting poorly qualified relatives for important positions can create disharmony in the workplace and contribute to the downfall of a successful business. To promote good employee morale and ensure the company’s future success, hiring managers should consider all other candidates’ qualifications equally, regardless of their relationship to the boss or other employees, to avoid charges of unfair nepotism.

N

ANTI-NEPOTISM POLICIES

In the public sector, federal anti-nepotism laws regulate the hiring of relatives. Some agencies have narrow restrictions, not allowing public officials to appoint their family members or spouses to an office. Others may have broader restrictions, not allowing family members to work in the same department or even the same organization. In the private sector, there are no uniform anti-nepotism laws. Policies regarding

the hiring of relatives vary greatly from one company to another. Legally, nepotism is a complex issue.

While most states have antidiscrimination laws, courts may not view nepotism as a form of discrimination.

Although federal laws do not prohibit nepotism in privately owned businesses, such practices can have a negative effect on a business

PERCEPTIONS OF UNFAIRNESS

Studies show nepotism in the workplace creates an atmosphere of perceived unfairness and resentment by nonfamily employees when a family member is promoted or hired for a position for which he or she is not qualified. Other preferential treatment, such as a higher salary for family member employees than for others with similar responsibilities, or a leniency on attendance and vacation time, also contributes to disharmony.

Workplace stress created by these practices can lead to low morale and loss of productivity. Employees who are “stressed out” and dissatisfied with their jobs are more likely to miss work or seek other employment.

NEPOTISM ISSUES CAN DAMPEN MORALE

Especially in service industries, high morale and motivation are vital to the success of the business.

In such businesses, there is a strong correlation between employee morale and customer satisfaction.

An employee who is a public representative of a business can sway the customer’s opinion of the company through attitude and actions, whether positive or negative. A disgruntled employee may speak against an employer, treat customers badly, or even sabotage business. However, a happy employee is more likely to treat customers well, try to do exceptional work, and even bring in new customers. While there are many reasons people may be unhappy in their jobs, the issue of nepotism is one easily resolved with fair hiring practices.

HUMAN RESOURCE MANAGEMENT PLAYS AN IMPORTANT ROLE

The HR manager plays an important role in reducing job stress caused by nepotism. Hiring

practices in family-run businesses place a burden on HR managers to choose qualified employees. The role of HR is of utmost importance here. HR can play a vital role in the success or failure of a business by the decisions they make. Policies and practices need to be transparent so people not part of the family group understand why relatives get desirable positions.

Good communication between management and all employees is essential.

When family members are given sought-after positions, the reasons for the choice are understood and accepted by all.

FAIR DECISIONS LIMIT UNFAIR NEPOTISM

Hiring managers must stand on their principles and make fair decisions to avoid charges of blatant nepotism. In some situations, anti-nepotism clauses are useful; human

58 LAKE B US I N E SS MAGAZ I N E.COM

resource managers should not have relatives in the company because they have access to private information that might be disclosed, accidentally or purposely, to others.

Distinctions between personal relationships and work should keep personal issues from arising on the job. When family members are hired, it may be a good idea to have the relative report to an unrelated supervisor, then promotions or demotions are given on merit. Top-level managers must support the decisions of HR managers to hire, discipline, promote, or fire any subordinate employee in the company regardless of family connections.

to a trusted family member who will uphold company’s values. In succession planning, choosing the best employee to replace a retiring CEO may affect the future of the business.

However, an unqualified and inexperienced family member moved into a leadership position may contribute to the company’s demise. Less than half of family businesses survive into the second generation because objectively evaluating family member employees is difficult.

Choosing a successor is a long process that requires careful planning, and it may be the best choice is not a family member at all.

WHEN NEPOTISM WORKS

To prevent nepotism from harming the company and keep employee morale and productivity high, hiring managers should follow guidelines when choosing whom to hire or promote. In companies where the owners’ family

Hiring relatives can work when they are committed to the business and protecting its brand identity. It may be the retiring CEO of a family-owned business wishes to pass leadership

GUIDELINES

members are hired, relatives of non-family employees should be considered as possible job candidates.

The same standards should apply to all employees regarding opportunities for advancement. When family

gain outside experience, it gives them credibility and they are more likely to be accepted by other employees when they gain positions of authority.

Nepotism causes many problems in a business when family members are given jobs for which they aren’t qualified or given special treatment. Antinepotism policies in the private sector are often left to management discretion.

To promote harmony and productivity in a company, all employees should be evaluated according to skill, education, and experience for positions in the company without regard

L E S S T H A N H A L F O F F A M I LY B US I N E SS E S SU RVIVE I NTO T H E S E C O N D G E N E R AT I O N B E C A U S E O B J E C T I V E LY E V A L U A T I N G F A M I LY M E M B E R E M P L O Y E E S I S D I F F I C U LT . members are brought into desirable positions in the company without previous experience, other employees may feel their commitment and qualifications were disregarded. A common practice for many companies is to require the family member to gain outside experience and prove their worth before being brought into the family-owned business.

When family members

to family connections. HR managers must be allowed to select the best candidates without being pressured to choose family members or friends. Treating all employees equally will keep job stress and dissatisfaction to a minimum, and lessen the chances of losing valuable employees. Filling positions with the right people is the best way to ensure the success of any business.

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2016 FI R ST QUARTE R

H U M A N

R E S O U R C E S

SOMETIMES ALL YOU NEED IS A FRESH COAT OF PAINT/ THE POWER OF PAINT S TO RY B A R B A R A WA L S H

hen deciding to build or remodel an of�ice space, most people consider how the design will affect work�low and productivity. Companies spend thousands of dollars each year working with designers to create modern and ef�icient workspaces for their employees.

However, there is one often overlooked consideration that has an impact on employee mood and

W

60

productivity: the color of the walls.

Having done freelance marketing work for some years for a painting contractor, I learned that paint does much more than just protect, update, and beautify surfaces. Paint color choices affect mood and behavior. Although color is often thought to be subjective, many research studies done by designers and psychologists suggest particular colors evoke similar responses in most

people and have an effect on mood and behavior.

A widely cited study by the University of Texas in 2014 suggests color affects mood and profoundly impacts productivity. Both short- and long-term studies had similar �indings.

This research study examined the three top color choices: white (neutrals), red (warm colors), and blue/green (cool colors).

Here is a recap of some signi�icant �indings with some great tips to consid-

er before picking up that paintbrush.

Don’t paint walls white, gray, or beige, which is the color of most of�ice buildings. These colors are drab and tend to depress mood.

The University of Texas study �inds women had an enormous drop in productivity when surrounded by these colors.

For men, productivity plummeted with orange or purple surroundings.

Blue is the most popular color choice for men and

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“ T H E B E A U T Y O F P A I N T I S T H A T I T C A N Q U I C K LY M A K E A N I M PA C T A N D AT A M U C H L O W E R C O S T T H A N M O S T O T H E R T Y P E S O F I M P R O V E M E N T S .”

women. It was shown to calm the senses and increase attention. Also, since blue appeals to most people, it is a good color choice for large common areas.

Green is another color with a broad appeal to both men and women. Green is perceived as fresh and vibrant, probably because of its close association with nature. This color is a good color for employees who need to work as a team, as it may promote a harmonious balance among work2016 FI R ST QUARTE R

ers to keep the peace while inspiring creativity.

Need a jolt of energy, some passion, and excitement? Use red in areas where high concentration, creativity, and exciting collaboration take place, such as in conference rooms and large assembly areas.

Yellow is associated with happiness and can boost employee self-esteem.

Using yellow or accents of yellow may help in of�ices were employee moral or boredom is a problem.

Use black sparingly as it has a darkening effect and can be depressing. If you love neutral colors, stay away from white as it is too institutional. As stated from the previous study, beige, brown, and gray can depress mood. If you love these colors, use them to complement a well-liked color, such as blue or green.

Pastel tones of any color may bene�it a darker of�ice environment that does not have natural light coming in. Pastel colors, like blue and green, tend to have a calming effect that can help with concentration and focus. Too bright of colors

can cause eyestrain and feelings of anxiety. Consider the saturation of colors (purity), the degree of lightness, and the overall palette of colors in the room—including the carpet and furniture—before painting.

While painting patterns and designs are trendy, it can have an adverse effect on productivity and mood.

Patterns tend to promote overexcitement and excess energy. Avoid stripes and patterns in areas where high concentration is needed.

I spoke with a former business associate, Tim Grubbs of Quality Assurance Painting, Inc. in Leesburg, and he shared several important points to consider when choosing a color for an of�ice environment.

Don’t just choose a favorite color, or the trending “color of the year.” Instead, consider the type of business and the environment needed for employees and customers.

When choosing a color for an of�ice, keep in mind

that speci�ic color choices are known to soothe the nerves, foster collaboration, increase the focus of attention, stimulate creativity, and energize the environment. Do your homework before looking through a paint color fan.

Paint color should enhance an environment, not overpower it.

The beauty of paint is it can quickly make an impact at a much lower cost than most other types of improvements.

Create the business environment you want by taking the time to consider paint choices for your of�ice walls. Choose colors that work best with your business type and the needs of your employees.

You will be delighted by the increase in productivity, which just might positively affect your bottom line.

Source.: Kwallek, N., Soon, K. and Lewis, C. M. (2007), Work week productivity, visual complexity, and individual environmental sensitivity in three offices of different color interiors. Color Res. Appl., 32: 130–143. doi: 10.1002/col.20298

61

Evergreen

The Commercial Construction Experts

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Evergreen is a full service commercial general contractor, construction manager and design builder. Evergreen has diverse commercial building experience that includes healthcare, education, institutional, government, retail, office interiors and critical needs projects. To learn more, visit our website evergreencm.net.

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May the best Chamber win!

May the best Chamber win!

Kick Kick startstart thatthat New Year’s Resolution inthe the New Year’s Resolutionby byparticipating participating in Business Wellness Challenge!!

For more information contact Business Wellness Challenge!! For more information contact your your locallocal Chamber.

5 person teams.

Chamber.

5 person teams.

YourYour teamteam could winwin prizes including: could prizes including:      

½ Page in Healthy Living Magazinefor for33 months months ½ Page in Healthy Living Magazine ($4,050 Value) ($4,050 Value)  Five 1-year memberships LeesburgRegional Regional Medical Five 1-year memberships atat Leesburg Medical Center Wellness Center ($2,200 value) Center Wellness Center ($2,200 value)  A Challenge Winner Plaque for your office A Challenge Winner Plaque for your office Two boarding passes for each team member with TwoVictory boarding passes for each team member with Casino Cruises Victory Casino Cruises  Five 1 year memberships to Anytime Fitness and overall Five winner 1 yearwill memberships to Training AnytimeSessions Fitness and overall get 4 Personal  Andwill many winner getmore!!!

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A Healthy Business is a Healthy Community

A Healthy Business is a Healthy Community

BUILD CONFIDENCE IN YOUR FUTURE WITH A LONG TERM CARE PLAN CONSIDER THIS

The right plan can help you leverage your retirement assets to provide a comfortable lifestyle in all stages of retirement.

70% of Americans over 65 will need some type of long-term care at some point.1

If you are worried what the cost of long-term care might do to your

87,600

retirement savings and the legacy you leave for your family, you are not

$

alone. According to a survey by the National Council on Aging, two-thirds

was the median annual rate for nursing home care in 2014.2

of Americans aged 65 and older say that long-term care is the greatest threat to their standard of living. Fortunately, it’s a threat you can do something about.

<2%

With proper planning and the right insurance, you can take control of the

of all long-term care cases are covered by Medicare.3

cost of long-term care for you, your spouse and your family and ensure that you receive the kind of care you want.

Sources:

To learn more about your long-term care options and how we can help you incorporate them into your overall financial plan, contact us today.

1

2014 Medicare Handbook, U.S. Department of Health & Human Services, September 2013

2

Genworth Cost of Care Survey, 2014

3

Health Insurance Association of America

FIRST LASTNAME ® TRACY M. BELTON, CFP

Approved Title Senior Vice President, Investments 531 WStreetname Main St, Tavares, FL 32778 12345 // Cityplace, ST 00000 O 352.253.5244 T 000.000.0000// //T 877.734.5249 T 000.000.0000 //// FF352.253.5245 000.000.0000 tracy.belton@raymondjames.com first.lastname@raymondjames.com // websiteaddress.com www.beltonfinancialgroup.com ©2015 Raymond James & Associates, Inc., member New York Stock Exchange/SIPC. 15-PCA-0144 VC 6/15

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