9 12 16 b2b special section 24 pages by Gary Kauffman

TABLE OF CONTENTS

Businesses listed in white will be exhibiting at the B2B Expo

B2B Expo Special Section 2016

EXPO WELCOME FROM CHAD TROLLINGER & NEIL GORDON.......4 PEACH STATE FEDERAL CREDIT UNION.........................................4 J. EDWARD ENOCH, BUSINESS ATTORNEY....................................4 BEST OFFICE SOLUTIONS..............................................................5 CREDIT CARD PAYMENT SYSTEMS.................................................6 ALPHAGRAPHICS............................................................................6 PUTT-PUTT.....................................................................................6 PREMIER NETWORX.......................................................................7 CRACKER BARREL..........................................................................8 JANI-KING......................................................................................8 KEEN SIGNS & GRAPHICS..............................................................8 SPHERION STAFFING SERVICES....................................................8 POLLOCK COMPANY.......................................................................9 NEWS 12.......................................................................................10 WELCOMEMAT..............................................................................11 ELLEFSON TRANSPORTATION GROUP.........................................11 MAIN STREET DIGITAL................................................................11 A BUSINESS PLAN IS ESSENTIAL BY JEFF FOLEY........................12 AUGUSTA STAFFING & JOB SHOP................................................13 CHOOSING A LEADER BY EDDIE KENNEDY..................................14 MAIN STREET DIGITAL................................................................15 TROY UNIVERSITY.......................................................................15 STITCHES UNLIMITED..................................................................15 INTEREST FROM POTENTIAL BUYERS BY KIM ROMANER...........16 INKBOY........................................................................................17 MORNINGSIDE OF EVANS............................................................17 KEY TO B2B GROWTH BY GALLUP.COM.......................................18 NATIONWIDE â&#x20AC;&#x201C; CHRIS HEATH AGENCY.......................................19 ADT BUSINESS.............................................................................19 AXA ADVISORS.............................................................................20 PRUITT HEALTH...........................................................................20 HILLARY ODOM PHOTOGRAPHY..................................................20 WINDOW WORLD.........................................................................21 AAA OF AUGUSTA.........................................................................21 LOCAL TRADE GROUP...................................................................21 POWERSERVE...............................................................................22 CRI PROFESSIONAL RESOURCES.................................................22 B2B EXPO.....................................................................................23 CHRONICLE MEDIA......................................................................24

B2B EXPO & SHOWCASE 2016 SCHEDULE OF EVENTS (Prize drawings will be held throughout the day)

8 a.m........... Networking and Vendor visits 8:50 a.m...... Jeff Annis, former CEO, Advanced Services, Employer/Employee Relationships 9:30 a.m...... Tony Robinson, Professor/Marketing Executive, Branding 10:10 a.m.... Networking and Vendor Visits 10:50 a.m.... Brian Mattingly, CEO, Welcomemat Services, Power of Customer Loyalty 11:30 a.m.... Eddie Kennedy, CEO, Great Deals on Furniture, Adapting to a Changing Market 12 p.m........ LUNCH 12:45 p.m. Keynote Talk: Brig. Gen Jeff Foley, Leadership and the One-Page Business Plan 1:30 p.m..... Networking and Vendor Visits 2:20 p.m..... Panel Discussion—Small Business Ownership vs. Franchising 3:10 p.m..... Networking and Vendor Visits 3:50 p.m..... Small Business Development Center—Classes to Grow Your Business 4:30 p.m..... Networking and Vendor Visits

EXPO PANELISTS

Kim Romaner Kim Romaner is president of Transworld Business Advisors of Augusta, a business brokerage and franchise consulting firm, and a Multi-Million Dollar Member of the Georgia Association of Business Brokers (GABB). Contact her at 706-383-2994, x802, or email her at kromaner@tworld.com.

Kevin McCarthy

Kevin McCarthy was born in New York City but spent most of his life in California. He was a Marine officer in Vietnam and his leadership and decision-making experiences there focused the remainder of his life. He has worked for Fortune 100 and 500 companies and startups. He is chairman of Greater Aiken SCORE. Contact him at ktmccarthy1111@gmail.com.

EXPO SPEAKERS Jeff Annis

Jeff Annis is the founder and former CEO of Advanced Services for Pest Control in Augusta. He gets great joy from building a healthy, thriving organization. He enjoys seeing people develop, succeed, and grow. He likes to be around people who also want to learn and grow.

Tony Robinson Dr. Anthony (Tony) Robinson currently serves as the Chief Operating Officer of Ocozzio, Inc., a marketing strategy company located in Augusta with clients in 40 states. Previously, he was on faculty at the Hull College of Business at Augusta University and continues to serve their educational efforts. His areas of interest in industry, research and teaching include entrepreneurship, strategic management and marketing. He has published numerous research articles in national and international journals.

Brian Mattingly

Brian Mattingly is the founder and CEO of Welcomemat Services, a marketing franchise concept with more than 60 locations in 23 states. Prior to founding Welcomemat Services in 2003, he spent nearly a decade with two enterprise software companies. He received a BA with honors from Georgia State with a major in marketing, and has completed executive coursework at Northwestern University’s Kellogg School of Management.

Eddie Kennedy Eddie Kennedy is the owner of Great Deals on Furniture in Augusta. He will share ideas and principles he learned in more than 37 years of involvement and management in small business. Contact him at eddie@greatdealsaugusta.com

Jeff Foley Jeffrey W. Foley is a Certified Marshall Goldsmith Stakeholder Centered coach, leadership consultant and author. His email address is jwfoley@loralmountain.com and his web site is loralmountain.com.

B2B Expo Special Section 2016

FULFILLING A DREAM

ORGANIZERS PLAN TO MAKE B2B EXPO AN ANNUAL EVENT WELCOME FROM CHAD TROLLINGER, WELCOMEMAT

WELCOME FROM NEIL GORDON, BUZZ ON BIZ

A few years ago, three of us got together to discuss a vision for an event in our great community. The vision was to provide a powerful Business to Business Expo (B2BX) allowing business entrepreneurs and leaders the opportunity to network, hear from and engage with premium speakers and vendors, be inspired and thrive in whatever business environment they are in. We did not want this to be a one-and-done event. We want it to be an on-going, consistent yearly event that these professionals look forward to. We want B2BX to become known as a go-to resource of knowledge-based expertise all during the year – not only through a powerful event, but also through an ongoing chain of networking, shared ideas and strategies and an on-going think-tank utilizing all channels of our digital world. The fruit of that meeting has arrived: The 1st Annual Business To Business Expo. We are extremely excited about this event. The lineup of speakers, the quality of vendors and the high-class forum that The Foundry has created what is sure to be an amazing, powerful and enriching day of knowledge sharing and expertise absorption. Thanks in advance to everyone who is involved in making this a special day. We at Welcomemat and Buzz On Biz are already excited about what it will grow into in the years to come!

In the third week of August, we sold out our vendor and sponsorship packages, thanks to the overwhelming support of our business community! Please read through the articles and ads on these 24 pages from our participating companies – and make it a point to visit them on October 19! Our focus now is sharing the value of our full-day event to business leaders, managers, executives and entrepreneurs from CSRA companies. McDonald’s famous tag line from decades ago was “You Deserve a Break Today.” I feel the same as it relates to our B2B Conference and Expo. Most of us spend 95 percent of our time working “in” our business instead of “on” our business. For one day, consider doing something for yourself – and for those you represent at your company. Get an inside perspective from local business experts on key topics like employer/employee relationships, branding, leadership, franchising vs. local, business plans and more. Network, network, network with some of the brightest minds in the CSRA and visit more than 30 exhibitors showcasing the trendy products for 2017 and services that can be helpful to your companies. Tickets to the event include breakfast, lunch, snacks and refreshments and the ability to listen to the speakers. Hurry! We expect a sell out. Order online at cityspintickets.com.

B2B Expo Special Section 2016

GIVING THEIR BEST

PARTNERS HELP BUSINESSES STAY WELL SUPPLIED It was an extra stressful Christmas in 1999 for Sandi Shields and Robin Baxley in Waynesboro, Ga. Both were key employees – Robin on inside support and Sandi as an outside salesperson – of an office supply company that was closing its doors after 53 years. Robin stayed on to help close down the company. Both were offered sales jobs elsewhere but they were both getting tugged by folks – including prestigious bankers and educators like Doug Davis, the superintendent of the local school system – to fill the office supply void in the market. “Robin and I rented an old meat market and while she closed out the other business, me and my mom paid for the first month of rent by scrubbing the building,” Sandi said. “We kept going back and forth to the store and used seven bottles of Clorox.” Their faith bonds the two partners together stronger than the thousands of bottles of glue they have sold over the years.

“We don’t look for customers; instead we look for lasting relationships.” It was at church that Best Office Solutions began. “Before we opened, I was taking orders at Wednesday night service on napkins,” chuckled Sandi. “We opened in the old meat market with a fax machine, one of our card tables and a used desk from a customer,” remembered Robin. Fast forward 17 years later and the dynamic duo are now at the helm of a multimillion dollar company, with 1,500 active accounts in 22 counties serviced by nine employees, including Sandi and Robin. They participated in a roundtable of 25 of the top independent office supply and furniture dealers at a conference in Chicago last spring. Their name Best Office Solutions and its meaning have stood the test of time. “The other day I talked a client out of a more expensive office furniture lay-out,” said Sandi. “It was the best fit. We’re not after the sale, we’re after the solution.” Robin said the nurturing aspect of these

By Neil Gordon

Sandi Shields and Robin Baxley turned down other offers to keep local businesses supplied with office supplies.

women in business makes a difference not only in their eye for furniture design for clients but in many other situations. “The other day I competed against a male sales rep for a big account,” said Robin. “We talked in the lobby area. He was about the numbers. We were about making sure the system would work for the client.” The philosophy for the two ladies is about helping their clients be more productive and efficient. “We get more involved than other companies in learning how our customers function. We try and understand what they do,” said Robin She loves it when clients like the Burke County Chamber of Commerce ask her for ideas on how to make an event pop. After a brainstorming session, they came up with a Business Expo Beach theme and utilized products from Best Office Solutions new promotional product division. “We handed out beach ball stress relievers, Frisbees, Chapstick sunscreen and more,” said Robin She often comes up with creative solutions for clients, from large companies like Plant Vogtle to smaller companies.

Sandi is also a creative problem solver, but is more process-oriented. To save labor for ACM, a Warrenton manufacturer of Honda parts, she set up a supply cabinet for several locations in the plant. “They tell us what they want and every two weeks we deliver what they need,” she said. To combat the “big box” stores, Best Of-

fice offers free weekly delivery in all parts of the CSRA or next day UPS delivery if it absolutely, positively needs to be there. Together the ladies came up with a unique system for the 23 branches of Queensborough National Bank & Trust. In essence “Q” has a website within bestofficesolutions.com to authorize purchasers from each branch to order on-line at anytime. The fastest growing part of Best Office’s business is in office furniture. Once again this is an area in which the ladies don’t just sell product. “You show us the space and we can draw out how the layout of the room and functionality of the furniture will work,” Robin said. “Standup desks made by Ergotronics are also very popular. It helps our client employees get up and move around.” With the new technology, Best Office is selling more thumb drives than file cabinets and more shredders these days as more companies go paperless. Regardless of more technology, the partners will maintain their sense of service. “We don’t look for customers; instead we look for lasting relationships,” said Robin. Her partner of 17 years keeps a long prayer list in her notebook for her customers and any challenges they are going through personal and professional. “Maybe it’s old school, but it’s how I was brought up,” Sandi said. “I feel like constantly thanking customers and sending clippings or notes. We both care what the names are of our client’s kids and their pets.”

Tel: 800-533-BEST (2378) or 706-437-9771 Fax: 706-437-9772 B2B Expo Special Section 2016

B2B Expo Special Section 2016

HELPING THE LITTLE GUY

CYBER SECURITY IMPORTANT FOR SMALLER COMPANIES When it comes to IT services, Premier Networx has it all: The knowledge to get your business up-to-date with the latest in IT as well as the professionalism to get the job done right – the first time. Premier Networx began in 2013 when founder and CEO Chad Harpley decided that it was the right time to start his own company. After working in both the phone and technical industries for 15 years, Chad saw the need for a first-class IT company to serve both small- and medium-sized businesses. Knowing that a company relies on its network to run without interruption, Premier Networx’ main objective is to keep its clients’ IT working so that concentration can be focused on running the dayto-day business. The headaches associated with computer issues shouldn’t fall on the business owner. Leaving that up to Premier Networx allows a business to run efficiently and without interruption. Chad knows the importance of this and insists his employees serve each client in a professional and friendly manner. “After working for so many years in the IT industry, I saw firsthand the importance of customer service in today’s competitive world. We want to be known for treating each customer as if they were the only customer we have,” Chad said. Since starting the company in his garage, Chad has expanded the business to include 10 employees as well as acquiring two local IT businesses – Vernon Systems, LLC in 2014 and Ran Services in 2015. Besides being a leader in the IT industry, Premier Networx also has a unique advantage in offering certified Apple Consultants to assist customers with any Apple device issues that may arise. Premier Networx offers many services including workstation, server and firewall

installation; managed anti-virus; backup recovery; cloud email hosting; cloud storage; telephone system installation and management; virus removal and much more. However, Premier Network is not just a “break-fix” company. A key focus is in managed services. “Being proactive for our customers not only minimizes their IT issues, but it also helps their bottom line,” Chad said. With security front and center in the news recently, Premier Networx knows how crucial it is to ensure that a business network is safe and secure. “With the ever changing and evolving landscape of IT today, it is necessary to stay on top of all the latest security products and services for a business’ computer system,” says Chad. “We strive to do that at Premier Networx by offering what we believe is the most cost efficient and effective of security software for any size or type of office.” Premier Networx looks forward to continued growth as it meets and exceeds the needs and future needs of its customers. Premier’s focus continues to be finding clients who are the right fit. “More doesn’t necessarily mean better so finding those clients who are the right fit for Premier Networx is more important than the numbers,” says Chad. It all goes back to the customer service mantra – treat each customer as if they are the most important and only customer of Premier Neworx. Premier Networx is not only a leader in IT in the CSRA, it is also a big part of the community. “My philosophy as a business owner is that you can’t just exist as a tax payer in the city where your business is located – you need to be active in that community to truly show you care,” says Chad.

Chad Harpley started Premier Networx to help smaller and mid-size companies.

As a major sponsor for the American Red Cross Augusta Chapter, Chad shows his support not just monetarily but also with volunteer hours. He encourages his employees to choose a cause or non-profit close to their hearts and take part in fundraisers and volunteer opportunities. It’s just

another example of how Premier Networx exemplifies its professional and community services in the Augusta area. Check out Premier Networx at augustaitguys.com and on our social media sites – Facebook, Twitter and LinkedIn or call at 706-426-6313.

706-426-6313 • Support@AugustaITGuys.com B2B Expo Special Section 2016

B2B Expo Special Section 2016

Pollock Company can print a wide variety of items with its 3D printer, from scale models for architects to actual production parts. Photos by Amanda King

THE NEXT DIMENSION

POLLOCK’S 3D SERVICE IS BUSINESS ‘GAME CHANGER’ By Amanda King

For 51 years, the Pollock Company has made sure that CSRA business owners have the best and most current office equipment available. Their products are making business easier and services like their new 3D printers are bringing ideas to life. “This is a game changer for printing,” said general manager Michael Sommers. Instead of printing ideas on a flat piece of paper, customers now have the opportunity to create prototypes and renderings of anticipated projects. The service has been used with architects who wish to show a model of their building proposal, doctors who want to look at a threedimensional version of a patient’s heart created from an MRI and even jewelers looking to make models of their upcoming designs. With just a few clicks, customers can upload a picture of their idea on the Pollock Company’s website and the image is sent to Dinkel Kaur, Pollock Company’s 3D printing specialist. After Kaur reviews the image, customers receive a quote for the work within a few days, according to Sommers. Kaur, who has a degree in biomedical engineering, has already been hard at work at Pollock Company’s Augusta and Columbia locations. From Christmas ornaments to models of fountains, the 3D

printer is already churning out products for the CSRA. No project is too big or small for the printer – larger models can be made in separate pieces and put together like a puzzle, Kaur said. Another new product for Pollock Company is their FP Mailing Solutions postage meter. Complete with touch screen technology, this postage meter takes away the hassle of having to visit the post office once or twice a week to buy stamps or mail heavy packages. The device can fold letters and stamp mail – some models can weigh and apply postage on packages up to 15 pounds. “Every business should have one if they don’t have one already,” Michael Sommers said. “The meter hooks directly up to the Internet, you can buy postage online and it’s good for small or large businesses.” Even business owners who have a postage meter may want to consider looking into this model. Sommers said that older models, even those that were just bought a few years ago, are not as up-to-date as this model. Sommers also said that the serviceability on the new models is better than the older ones. According to Buzz on Biz publisher Neil Gordon, Pollock Company will be showcasing the postage meters at this year’s Business to Business Expo on October 19. Three-dimensional printing and mod-

ern postage meters are only additions to the other services that Pollock Company offers. Copiers are now referred to as multifunction devices because they do so much more than copy a simple sheet of paper. Pollock Company’s latest devices offer smart device capability, allowing printing, scanning and faxing from your smart phone or tablet, as well as from a desktop or laptop. Pollock Company also provides document management solutions, giving com-

panies the ability to archive documents digitally and rid their office of bulky filing systems. “The days of the file cabinet are gone,” Sommers said. Business owners who are unsure of what types of services are best for them can contact Pollock Company for a free cost analysis of their postage meters, copiers and document storage. For more information on the Pollock Company, visit their website at pollockcompany.com.

Dinkel Kaur is the 3D specialist for Pollock Company.

B2B Expo Special Section 2016

EXTENDING A WELCOME

WELCOMEMAT HELPS BUSINESSES CONNECT WITH MOVE-INS The Greater Augusta area is in the midst of a growth boom. Thousands of new movers are looking to create relationships during their transition and represent a unique target market for businesses here. Chad Trollinger, a local entrepreneur, has been helping businesses capitalize on the thousands of new movers flooding into the CSRA every month through his business, Welcomemat Services. Area businesses offer an extremely generous gift inviting new movers to experience their product and service. Welcomemat serves as a bridge to these new movers each month by mailing personalized gift certificates on behalf of the business. The mover visits the business to receive their gift and establishes a new relationship. Welcomemat then tracks the activity, provides Rate of Return data every month and sends a nice thank you card back to that family on behalf of the business. Testimonials More than 50 clients are already benefitting from the Welcomemat marketing strategy to reach new movers. Heidi

Barber-Edwards of Ladybugs Flower’s and Gifts in Martinez is seeing great results. “We are really excited about the new business Welcomemat has created for us,” she said. “It has brought us a lot of new, long-time loyal customers. “We are giving a complimentary bouquet to each new mover. When they come in to receive the gift, we get to build a relationship. After they come in that first time, we are seeing them repeatedly. They look to us when events like anniversaries, parties, proms and weddings come up. We get to work with them again and again.” Sparkle Express Car Wash has experi-

enced a high return on investment (ROI) by giving a generous gift, a Manager’s Special car wash. John Paul Richardson is the General Manager of the family-owned Sparkle Express Car Wash. “These new movers are always happy when we see them,” Richardson said. “They are shocked at being able to get a great car wash when they move here. They are continuing to return after the first introduction to Sparkle.” The Pizza Joint, a staple in the CSRA for 20 years, loves seeing all the new faces as a result of Welcomemat. Ryan Pressley, manager of the Evans location, said, “There’s usually not a day that goes by that we don’t see several new movers come in to get a complimentary pizza for their family. We are also seeing them return often. Relationships are key in this business and we like being the first one in front of these new families every month as the exclusive, local pizzeria.” ABOUT WELCOMEMAT SERVICES A leader in the $133-billion local advertising industry, Welcomemat Services

is a marketing strategies and technology company that provides loyalty solutions designed to target families who have recently changed their address. Since 2003, Welcomemat Services’ technological innovation and marketing sophistication has enabled the brand to change the face of the direct-mail marketing industry. It offers local, regional, and national businesses and organizations unprecedented access to information about their new mover clients. For more information on Welcomemat Services, visit welcomematservices.com. To partner with Welcomemat, contact Chad Trollinger at 706-288-8396 or email ctrollinger@welcomematservices.com.

B2B Expo Special Section 2016

KEYNOTE SPEAKER

KNOW WHERE YOU’RE GOING

A BUSINESS PLAN IS ESSENTIAL FOR SUCCESS By Jeffrey Foley I am surprised these days when I come across business owners who have no business plans – no strategy for what they are building or where they want to go. Do you fall into this category? Many leaders have little experience in the actual planning process – and hence avoid it. Cases where companies have succeeded without a plan are the exceptions. Whatever the reason, failing to plan for the future will most likely result in an organization failing to achieve its full potential. There are many excuses for not having a business plan. We all have probably experienced one or more of them – I know I have. They include such things as: no time to do it, no one knows how to write it, no one reads it, it’s too hard, it’s not fun, don’t know what a good plan looks like, they are obsolete by the time they are completed, it’s never used, and perhaps the most important one, no one has seen one actually work effectively. Considering the length of our daily “to-do” lists, when we are confronted with writing a business plan we seem to take the same approach we do when considering buying life insurance – we avoid it. But there is absolute real value in creating a business plan if done right. I have seen very effective plans have a profound impact on the success of organizations. The great leadership books written today all have a chapter on planning for the future, highlighting the need to focus on those critical goals that will enable the business to be successful. B2B Expo Special Section 2016

Plans crystallize our thinking about the future. They describe what the organization is trying to build. They create awareness of the issues and challenges of the environment. They help us focus on the key priorities of the organization in achieving different or greater results. They provide a sense of direction that enables alignment by everyone in the organization. They help us make critical resource decisions and help establish systems of accountability. They also help others take us seriously.

Failing to plan is, ultimately, planning to fail. Having led and participated in strategic planning for many years, I value good methodologies that can help achieve success for busy executives and business owners. Over the past several years, I have been searching for the right solution – and I found a great one. The tool I discovered is profound in its simplicity and its ability to help just about anyone create a plan in a relatively short period of time. The process has five distinct parts, each with a series of questions that helps the user fill in the key elements of what an effective plan requires. The process fits all types of organization: for-profit, nonprofit, small/medium/large companies. More than 10,000 plans have been created over the past decade using this process. The summary of the plan is captured on a single page – yes, a single page! There is

important information behind the one page for sure – especially when capturing measurable objectives. Think about what you can achieve for your business with a focused, well-crafted and effective plan for the future! Think about what the process can do for developing your people, both in the team building aspect as well as development of leaders in identifying goals and establishing accountability. Failing to plan is, ultimately, planning to fail. Baseball legend Yogi Berra once said, “If you don’t know where you are going, you are certain to end up somewhere else.” We all plan for the future in our families – kids to college, buying a house, financial stability in our retirement years. We should do the same for our businesses. The bottom line is the plan helps you gain control of the future. On October 19 at the B2B Business Expo I will be introducing my recommended solution for business planning during my keynote presentation. I will share the key elements of the plan and describe how it works. It promises to be an engaging learning experience for those who attend. Becoming a better leader is a journey. I wish you the best! Jeffrey W. Foley is a Certified Marshall Goldsmith Stakeholder Centered coach, leadership consultant and author. His email address is jwfoley@loralmountain.com and his web site is loralmountain.com.

SHOW ME THE MONEY HIRING A NEW EMPLOYEE COSTS MORE THAN YOU REALIZE By Robert Kelly Most of us have paid the costs of hiring an employee, and were astonished at what it costs to get them through the onboarding process, training, etc. This is important information to have when considering replacing someone, or even when counter-offers are in play. Have you ever considered the costs incurred when interviewing just one qualified person for an opening in your organization? I’m not talking about a yearly budget for recruiting, which most likely doesn’t include all the costs to which I

If you’ve ever heard of the saying “Slow to hire, quick to fire,” it makes sense due to all the monetary resources that it took to get you to the point of hire. When hiring your next employee, think of and track the costs that it takes to get to the point of an interview. I’d be interested to hear how you did on the cost! Let me give you a “gorilla-hiring” tip regarding the media of word-of-mouth. This can be hard to achieve, but let me give you the first step. Treat your current and future employees the way you would your most important investment. Cherish them, train them to be better, and encourage them to stretch outside of the box. This type of culture will spread within and outside your circles of influence. When it’s time to hire, this word-ofmouth network will be primed and ready and you will be the company sought after for your local industry.

When hiring your next employee, think of and track the costs that it takes to get to the point of an interview. am referring. I mean, simply the cost to meet with a qualified candidate. In a perfect world, all you would need is a nice networking plan, with the media of word-of-mouth to get the word out. But, as most of us know and have experienced, it doesn’t always bring the skill set we seek. Some organizations actually require that a job be posted internally, then externally, then reviewed, and by the time you’re ready to look at the filtered results, it’s not a need anymore because you figured out that you can just stretch your current staff to pick up the slack. Talk about a waste... but enough about the government. Let’s say that you didn’t get what you wanted with the elaborate wordof-mouth channels, and you decide to publicly announce the opening. Today’s hiring requires a presence online, which means paying for an online job board. Theoretically, it should be cheaper to post online than in a newspaper, right? Wrong. The cost is the same, or sometimes more if you’re not a frequent flier on the job board of your choice. Then you’ll want to not exclude those traditional job seekers who browse the paper weekly

in hopes of a chance to apply for your dream job. So far, we’ve got advertising costs of online and paper ads for the whole world to see. What’s next? Candidates apply, and you get to see people that you thought were applying for the fun of it, and those that actually have the skills that you need, or close to it. So we need to include and calculate the time required to review all of the candidates to see if they are a match skillwise on paper. What do you make per hour? Oh, wow, so multiply that by about 3. That’s the average time to review and qualify the average response of 150 online and offline applications Now it’s time to talk, and see if you could speak to your hard sought after candidates on the phone, to both lightly screen their knowledge and expectations, then ultimately get them in front of you. You’ll need to multiply your hourly rate by about seven more hours for this phase and all the correspondence to keep your business name’s reputation clear, and about another two or three hours for sit down interviews with your stars. I know, you’re biting at the bit to find out... What is the damage?

Even with the most conservative of numbers for costs and hourly labor, the total is an average $3,200 just to get the person in front of you to consider them for the position. Wow. That is bigger than some of us small business’ monthly marketing budgets! As well as it should be. People are what make all the difference whether your company is successful or not. Google, Coca-Cola, Microsoft, or even the “Hamstars” at KIA would not be as successful with just anybody filling the seats.

Robert Kelly has worked a full desk for more than 10 years at the trio of employment experts, Job Shop, Inc., Augusta Staffing, and Aiken Staffing. He specializes in the Clerical, Professional, and IT staffing services for Augusta Staffing in the Augusta GA office. Augusta Staffing works to give its clients the most flexibility in their hiring process, saving time and money to meet the right people. If you’d like to speak to Robert about free interviews for your company, please contact him at 706-860-4820, or robert@augustastaffing.com.

B2B Expo Special Section 2016

GO WITH THE FLOW

IDENTIFY LEADERS IN YOUR BUSINESS BY KEY TRAITS When I started out in business, it was on the ground floor. Literally. I was responsible for everything on the floor. I swept the floor, mopped the floor and vacuumed the floor. It seemed like everyone in my parents’ business was my boss. I was the low man on the totem pole and they all loved being able to tell one of the boss’ kids what to do. However, it wasn’t long before I was keeping the floor clean and had time to do other things. When I wasn’t given an additional assignment, I would observe the other employees work and eventually learned to do their jobs. By the time I was in high school, I had learned to do most of the non-management jobs in the business. During my college years, I stepped into the role of warehouse manager and was leading several men who were twice my age. After college, I continued to learn and grow in the family business, the furniture industry, and as a leader. When the day came for me to step out and start my own business, I was ready. Today, small businesses face many of the same challenges. We want to grow, but we are limited by a lack of quality people. Without them, growth is almost impossible. We need people to do all the tasks that are needed in our businesses and we need people who can lead others. We cannot be truly successful if we spend all of our time telling everyone what to do. We need to work on the business and not in the business. We need people who can lead. We need leaders. “Leadership is Influence, nothing less, nothing more.” – John Maxwell How do you identify a leader in your business? There are several key character traits you want to look for when you are identifying a leader. You will need a leader that can go in the same direction as you are. Since this person will have some authority and responsibility in your business, you will want to be sure that they can “FLOW” with you. The acronym FLOW stands for Follow, Listen, Obey, Willing. Follow. Maybe you have heard this saying, “To learn how to lead, you must first learn how to follow.” I spent years following the directions of others above me. Look for an individual who can follow B2B Expo Special Section 2016

By Eddie Kennedy

EXPO SPEAKER

We cannot be truly successful if we spend all of our time telling everyone what to do. We need leaders. your instructions and also follow you. You will need someone who can stay on the path you’ve laid out for them concerning the mission and vision of the business. Almost all great leaders were followers first. Listen. I cannot count the hours I have spent listening to my dad talk: to me, to other employees, to vendors and suppliers and to customers. When selecting a leader, you must find someone who is able to listen to you and understand what you are saying, paying attention to your words, actions and tone. It’s not just in meetings, but in everyday conversations. If they cannot listen to you because they already know everything there is to know, then they will not be someone you can use in a leadership role. Obey. This was hard for me as a teenager and young adult. I always wanted to challenge the authority above me, but

I learned that the rules were in place for my protection and the protection of those around me. I found that obedience was a key to my success as a leader. Look for those who will obey the guidelines, policies and procedures that they have been given. That way, everyone around them, beneath them and the company will be protected. Willing. On the days that I had a good attitude, our team would do a great job, but if I had a bad attitude, nothing would go right. Having a willing attitude is a vital key to being a good leader. Look for someone that will go above and beyond, not because it’s required but because they want to do the best that they can. This type of leader will help you motivate others to get things done. Here are few additional things to look for in a potential leader: They should

be a problem solver, someone who can get things done. Look for someone who helps or serves others on the team. Be aware of the person who always strives to take the credit for the good things or blame others when something goes wrong. Everyone has unique gifts, talents, and abilities. As the small business owner, it is your responsibility to look at your team, see who can and is willing to do more and help develop them into a leader who will benefit you and the business. Remember the “FLOW” and find the leaders that can help your business grow.

Eddie Kennedy is the owner of Great Deals on Furniture in Augusta. Eddie will be sharing ideas and principles he learned in over 37 years of involvement and management in small business. Contact him at eddie@greatdealsaugusta.com

PERFECT FIT

IT’S IMPORTANT TO MAKE YOUR WEBSITE MOBILE FRIENDLY By Richard Brashear Is your site mobile friendly? Here’s how to tell and why it matters It wasn’t that long ago that “going online” meant sitting down at home, turning on a desktop computer, and listening to that static-y, screechy dial-up tone (visit mainstreetdigital.com/dialup to jog your memory with a bit of nostalgia). Today, everything from searching for that video to getting caught up with your latest Netflix binge takes no more effort than pulling out a smart phone. In fact, comScore even shows that mobile now constitutes 65 percent of all digital media time. All this is to say mobile is important for your business. But what does being mobile-friendly even mean? Mobile-friendly is all about fitting onto mobile screens A mobile-friendly website is a site that is designed so that it can be viewed the same way no matter what device it’s being opened on.

Another word you might hear frequently regarding mobile sites is “responsiveness.” This means that the content of a site responds, or changes, to the size of the screen it’s being viewed on, regardless of the size.

Everything on a mobile-friendly webpage fits right into the width of the screen, making it much easier on the user. How to tell if your site is mobile friendly There are a few simple, surefire ways to check if your site is mobile friendly. Test on your phone. Are you able to read and see everything within your screen? Or do you have to scroll, pinch and expand your way through tiny text? If you aren’t doing the pinch and expand dance, it’s responsive, and is likely mobile friendly. Test on your desktop. Open a browser on your laptop or desktop and minimize the window to a very small size. If the text size and paragraph breaks all change with the size and fit within the window, it’s responsive, and again, likely mobile friendly. Test with Google’s Mobile Friendly Websites tester. (https://developers. google.com/webmasters/mobile-sites/). Enter your web address to find out if the site is mobile-friendly. That sounds great, but why does it re-

ally matter? Now that you understand what it means to be mobile-friendly, it’s also critical to understand why it’s such a big deal. As mentioned earlier, 60-plus percent of web traffic now comes from phones, not computers. Don’t let visitors shy away from your site just because it’s unreadable and not mobile friendly, because in today’s world, business is highly reliant on web traffic. Make sure your website is ready to greet your customers on their mobile devices. Richard Brashear is General Manager for Main Street Digital, a local digital marketing agency that helps local businesses use digital marketing online. To learn more about using websites, social media or pay-per-click campaigns for generating leads online for your business, call Richard at 706-828-3948 or email him at Richard.Brashear@MainStreetDigital.com.

B2B Expo Special Section 2016

TAKING AN INTEREST

POTENTIAL BUYERS SHOW INTEREST IN VARIOUS WAYS ByKim Romaner

If you are a small business owner contemplating selling your business, or a seller with a business already on the market, eventually – and hopefully – you will receive a written expression of interest for your business. This offer may come labeled as many different things: an offer/purchase agreement, a letter of intent or a term sheet. Depending on the size of your business and the complexity of the transaction, you may receive one or more of these forms from different buyers. Here’s how to sort through them. Term Sheet. The term sheet is used generally in larger transactions by more sophisticated parties. It’s a non-binding

Some buyers have long experience in the mergers and acquisitions arena, and these phrases are like old socks to them: very familiar and often used. expression of interest that spells out the buyer’s idea of an offer on your business, including price and transaction structure. Its purpose is to determine if the buyer and seller are on the same page or even a similar one regarding how the acquisition may transpire. In the small business marketplace, the term sheet is not often seen, but if your small business has revenues in the multimillion-dollar range, you may receive a term sheet from sophisticated buyers who are active acquirers. If the buyer and seller are far apart, then both can avoid the investment in time and professional fees that would likely be required to move forward. However, just because a buyer uses the phrase “term sheet” doesn’t mean that you as a seller should reject the concept out of hand. Some buyers have long experience in the mergers and acquisitions (M&A) arena, and these phrases are like old socks to them: very familiar and often used. Let B2B Expo Special Section 2016

EXPO PANELIST

the prospective buyer send over their document and take a look. Letter of Intent (LOI). Again, the LOI is used primarily in larger transactions by more sophisticated buyers. You should get more detail in an LOI than in a term sheet, and there are some parts of an LOI that can be binding, such as confidentiality and exclusivity. Exclusivity is the main thing the business owner should watch for. It may not be in your best interest to take your business off the market while the buyer providing the LOI does their due diligence. In the end, they may decide against buying your business, and you’ll be back on the hunt for a buyer. However, if you feel that you’re working with a solid buyer, you may want to offer the courtesy of pausing the selling process temporarily. This will give you the chance to do your own due diligence on the buyer in a more relaxed environment. The upside of an LOI is that it will spell out a lot of the details prior to placing an actual offer, and give both the buyer and the seller a more informal space in which to negotiate individual deal points. This process, however, may still have you itching for input from your attorney or CPA, in which case the LOI may cost you professional fees and not get you where you want to go.

Offer/Purchase Agreement. The standard in small business sales is the Offer/ Purchase Agreement. In states where business brokers are required to hold real estate licenses, such as Georgia, these contracts must meet license law requirements. Additionally, the offer or purchase agreement spells out for both buyer and seller all of the various considerations in the transaction, including training, noncompete clauses, inventory inclusions or exclusions, closing date, the length of the due diligence period, seller financing, lease transference, escrow deposit information, and so on. Buyers can also add contingency riders to the agreement to protect themselves if they are unable to obtain financing, can’t get a lease from the landlord, or any other provision that would make or break the deal for them. The offer or purchase agreement also spells out the length of the due diligence period, in which the buyer may ask for any documentation that will prove out the business in his or her eyes. This may include tax returns, bank statements, merchant services statements or other items. During the due diligence period, the buyer reserves the right to withdraw the offer, for any reason. Usually, a buyer that has proceeded to this point will not

withdraw, unless some egregious fact is discovered that makes the purchase untenable. If you’re a seller that’s not being represented by a business broker, be careful not to negotiate via email or parking lot conversation. It’s very hard to walk back agreements made on an informal basis. Insist that your negotiations with any prospective buyer are managed in some type of formal agreement. Your business is a valuable asset that deserves the paper an offer is written on! Which of these instruments will you receive for your business? If your buyer has an attorney, he or she will likely make the choice, based on comfort level with each.

Kim Romaner is president of Transworld Business Advisors of Augusta, a business brokerage and franchise consulting firm, and a Multi-Million Dollar Member of the Georgia Association of Business Brokers (GABB). To learn more about improving the value of your business, selling it, or finding the right business to buy, call Kim at 706-383-2994, x802, or email her at kromaner@tworld.com.

GOLDEN RULE

INKBOY THRIVES BY TREATING CUSTOMERS THE RIGHT WAY As soon as you walk through the front door of InkBoy, you are greeted with a smile and a friendly greeting. “We treat people the way we want to be treated and it’s worked,” co-owner Ben Jordan said proudly. When it comes to customer service, few do it better than InkBoy. “People have heard our name for more than 20 years now,” said co-owner Tony Canell. “We’ve had customers since the day we opened our business and kept them. It’s all about building very good relationships with people.” For 24 years, InkBoy has been selling, servicing and supplying copiers, printers and fax machines across the CSRA. In 1994, Jordan merged his business with Canell’s business. They both realized a combined business would be stronger than two small businesses competing. “We finally decided instead of being competitors, although friendly, we should just join together and form a bigger company,” said Canell. “I was running my

By Chris Kane

business out of my garage, so there was nowhere else to go but up. It’s worked out very well.” Jordan said there is a good reason why their partnership has thrived for more than two decades. “It’s a very mutual respect that we don’t make demands on each other that we don’t put on ourselves.”

In 2006, Jordan and Canell moved their business to 138 Davis Road in Martinez. “I like to think we’re very good at providing quick, affordable service for printers, copiers and fax machines,” said Canell. “We’ve ventured into other things like printing, sign making and vinyl graphics.” Canell has seen a lot of change over the last 20 years.

“When we first started our business, it was primarily service with existing equipment,” said Canell. “We’d sell a machine once in awhile, but now it’s gotten to where we sell more equipment and more supplies. Today’s machines are built different than they used to be and they require a whole lot less service.” Jordan said their best customers are the small, individual business owners. “We actually try to sell a customer what is going to be best for them and not what we have on special this week or what we’re getting the most incentives off of,” said Jordan. “It’s what is going to suit their needs.” Jordan said that strategy has worked well for InkBoy and it’s helped earn them a top-notch reputation in the community. “We don’t want a single customer to walk out that door and not be happy with the service or product they got from InkBoy,” he said. Contact InkBoy at 706-855-7004 or inkboyonline@gmail.com.

CHANGE OF PLANS

MORNINGSIDE MORE HOME THAN BUSINESS FOR DIRECTOR After growing up in a family that owned a nursing home, Kellie Pugh had no desire to be involved in that industry. Her plan was to become a child psychologist. But as the old adage says, “People plan and God laughs.” Pugh has now been involved in caring for the elderly through assisted living facilities for the past 22 years, including about five years in her current role as executive director at Morningside of Evans. “It’s just where the Lord led me,” she said. Her family owned Anne Maria Nursing Home in North Augusta, but Pugh majored in psychology in college. She was using her degree at a drug and alcohol rehabilitation center in Greenwood, S.C., when the facility closed. Needing a job, she responded to an ad for an assisted living facility in Greenwood, and has been in the field ever since in various capacities. “I truly feel it was the path I was chosen to be on,” she said. “I’m truly passionate

By Gary Kauffman

about what I do. It’s very rewarding.” As executive director, Pugh wears many hats with the overall responsibility of overseeing the day-to-day operations. Key to that is making sure the needs of Morningside’s residents are being met. “It’s meeting their needs and being with them on their journey,” she said. “It’s being proactive and developing trust and respect. Basically, it’s building relationships and communication with everyone.” Morningside has 40 assisted living apartments and can accommodate 52 residents. The average age of the residents is mid-80s. It has a nursing staff around the clock and an LPN on staff. Morningside offers five key areas of overall health and wellness: Physical, spiritual, intellectual, emotional and social. “To me it isn’t a business; it’s run like a home,” Pugh said. Pugh said she has been successful in her career, but she doesn’t measure success by big things.

Kellie Pugh

“It’s those little things, like when I come to work and engage with a resident and they smile, or a hug or a touch on the shoulder,” she said. “My biggest success is when I can touch someone’s life and in return, they touch mine.” She sees challenges ahead for her and the entire assisted living industry in the

next few years as the Baby Boomers begin to need their services. “Within the next few years we’ll be catering to a totally different type of people,” Pugh said. “We’re already starting to see residents who are more tech savvy.” That means assisted living facilities will be expected to provide more exceptional service. “Especially with the Baby Boomer generation because they’re going to expect that,” Pugh said. “People are a lot more informed and do a lot more research than they did. We really have to stay on top of our game or we’ll come across like we don’t know what we’re doing.” She is also concerned about the financial impact of long-term health care on future generations. “The Baby Boomers are more financially prepared, but the next generation is not prepared at all,” she said. “The question is, how are we going to educate the newer generations when they come along?” B2B Expo Special Section 2016

GET ENGAGED

KEY TO B2B GROWTH IS KNOWING EXISTING CUSTOMERS From Gallup.com By Craig Kamins If business-to-business companies are failing to grow organically, the reasons are clear. According to a Gallup report, 60 percent of B2B customers are indifferent and 11 percent are actively disengaged, while just 29 percent are fully engaged. Such low levels of engagement are not a recipe for organic growth – that is, getting more business from existing accounts. To combat this problem, B2B companies need to tailor their approach to creating customer impact in each of their most important accounts. Gallup has identified four areas that companies and their account teams can focus on to engage customers and deliver impact. These key drivers of success include engagement, relationships, oppor-

B2B companies need to monitor their performance regularly with their key accounts tunities, and positioning and approach. Engagement When it comes to evaluating customer engagement, B2B companies should first ask this fundamental question: “Are our customers engaged with us as a vendor?” Though companies might think they know where they stand with their key accounts, this information often remains hidden from leaders, particularly with some of their more problematic accounts. This disconnect occurs when account teams don’t ask customers the right questions, fail to notice any initial signs of distress or are slow to filter what they see and hear back up the chain of command. Communication about delays and other quality issues can become convoluted when problems occur at the plant, factory or site. Account teams also tend to downplay problems that come to their attention. Teams react this way because they believe they have taken the necessary steps to address issues, or they think the relationship is strong enough to withstand the problems even if they were iniB2B Expo Special Section 2016

tially slow to respond. Often, the simplest problems seem more severe to customers than they do to B2B companies because customers understand exactly how problems affect their budgets and timelines. And customers almost always remember problems that occur – and how the account team responded – which influences their future interactions with the company. Therefore, B2B companies need to monitor their performance regularly with their key accounts. Gallup recommends that B2B companies have a structured problem resolution process and that all account teams consistently identify and record issues, as well as communicate them to leadership. Relationships When evaluating customer relationships, B2B companies need to ask themselves: “Are there strong connections between our company and our customers?” Relationships between companies and customers occur at many organizational levels. Some companies and customers are more of a natural fit than others, based on size, geography or a shared

sense of values. Crucial day-to-day interactions with customers happen at the account level. Though it is important for customers to like a company’s account representatives, customers also need to trust those representatives. The best account representatives have an intimate knowledge of each customer and its business, people and problems. They work tirelessly and aggressively to get things done for their customers, such as getting orders processed and delivered, making last-minute changes to orders, and addressing or preventing problems. The best representatives also are a source of business ideas for their customers. They serve as the gateway to a B2B company’s additional resources. But even the most talented account representatives can take the customer relationship only so far if they don’t know or can’t effectively speak to their company’s broader offerings or strategy. It is vital, then, that executive-level relationships support and reinforce accountlevel relationships. These executive-level relationships facilitate strategic and for-

ward-thinking business conversations and can help B2B companies correct any lingering problems with their customers. Opportunities When evaluating the opportunities to create organic growth, B2B companies should ask themselves: “Are there clear and feasible paths to increasing business with our customers?” The goal of organic growth is to retain and grow business in each account. Yet the avenues for doing so using the key drivers aren’t always apparent to B2B companies. Growth may come from selling customers more products or services from existing product lines. B2B companies can achieve this by helping customers expand their business and, therefore, their use of those products – or by taking market share from competing vendors. Though desirable, these approaches might not always be viable options. For example, customers could be “maxed out” in particular product categories or are comfortable maintaining their existing vendor relationships. And if a B2B company is already a customer’s primary vendor, the customer might be hesitant to give the company an even larger share of its business, preferring to maintain a multivendor approach. Opportunities for growth, therefore, might be found in new product categories or territories, including areas where the company does not currently have a presence or areas that require third-party partnerships or alliances. B2B companies also can find new opportunities by enhancing their products or services. This approach can offer significant competitive advantages by increasing the chances of building long-term relationships with their key accounts. Customers, however, might not be as enamored as B2B companies with the improved products or services – or they might not see the value for the price. If companies put too much pressure on customers to adopt these products or services, customers could feel that the companies are pursuing their agenda ahead of the customers’ best interests, which could reduce trust between the See B2B GROWTH, page 19

LISTENING EAR

HEATH TAKES TIME TO DISCOVER CUSTOMER’S NEEDS

Chris Heath is the kind of guy you would want to have as a friend. When you sit across from him at his desk, he makes you feel like you are the most important person in the world and that he wants to hear every word you have to say. Chris does, in fact, want to hear everything you have to say. He says simply, “that is how I was raised and how I was taught to treat a customer.” Two Decades of Experience Not only is Chris a good listener, he has more than 20 years of experience in the insurance industry. His number one business priority is educating his clients. “I get to know my clients on a deep-down level. I find out their needs, their plans in life and then I educate them on all the products out there, “explained Chris. “Our policies are not all inclusive to Nationwide. We will do anything to help our customers.” After many years in insurance, Chris had the opportunity in 2006 to open his first office in downtown North Augusta. In 2009, he opened the Augusta office. Just last year, Chris purchased a family-owned agency in Hartsville, S.C. True to his nature, he hired the grandson of the former owner to run operations. Financial Planning sets Agency Apart When Chris is asked what makes his agency different from others, he immediately says the financials. His is

B2B GROWTH continued from page 18 two parties. To avoid these pitfalls, B2B companies must understand their customers’ business and strategies to help them find opportunities to expand. This awareness typically comes from executive-level discussions, but account representatives also should have a thorough understanding of their customers’ direction. For example, account representatives should be aware of upcoming RFPs or bidding events and the likely expectations or criteria for success in the bidding process. Whatever the opportunities to increase business with customers, B2B companies’ chances of success are limited if there are outstanding problems or tensions in the customer relationship. These issues could stem from previous negotiations that didn’t sit well with the customer, recurring quality issues, or other unresolved product or delivery problems. Positioning and Approach B2B companies that want to evaluate their positioning and approach should ask themselves: “Are we taking steps to maximize new opportunities with our

Augusta 151 Davis Road, 706-793-4574; North Augusta5 16 Georgia Avenue, 803-279-8046. Providing financial planning & auto, home, RV, boat, otorcycle, business and life insurance.

one of only three Nationwide agencies in the CSRA that offers financial planning. Chris is recognized as a national leader in Nationwide’s Financial Network. For nine of the past 10 years, he has been invited to Nationwide’s Champion Leadership Conference. (Only 420 agents out of 6,000 across the country may attend). Chris is also a member of the prestigious Million Dollar Roundtable Club. “So many people don’t know how much life insurance they have or if they even have life insurance. Some think they have life insurance at work but they don’t,” he explained. “Who will take care of the family if the primary wage earner dies? The world is so busy but it only takes 30 or 45 minutes to sit down with a financial planner.

Please take the time. It is that important.” Nationwide Provides 24/7 Coverage Chris said Nationwide prides itself on “never taking time off.” While Nationwide provides 24/7 coverage, Chris personally stays with his customer throughout the claims process. He shared a story of helping a widowed elderly woman in Williston with more than $80,000 worth of water damage to her ceiling. Chris drove to Williston in the middle of the night, arranged for lodging for her and was by her side the following day. He said he would do no less for any other customer. Chris credits his office manager, Michelle Rosamilia, for keeping business flowing smoothly and customers informed at all three offices. His agency also has six inside sales associates and four outside associates who are well trained to educate customers on insurance options. Businessman, Family Man, Coach As he was achieving his business success, Chris also reached his goal of becoming a coach. Most of his spare time now is spent coaching softball at North Augusta High School and supporting his daughters, Karly and Caroline, in travel softball. His wife, Beth, is a neo-natal RN at Augusta University Health. Chris summarizes his life in one brief sentence, “God has really, really blessed me.” To learn more about Chris Heath Agency and to get a quote, visit www.agency.nationwide.com/agent/chris-heath.

customers?” When a customer considers expanding its business with a B2B company, it looks not only at the account representative but also at the account team. The customer wants to know that a company has sufficient technical and support resources to accommodate all of its business – and that it can readily access those resources. The customer also wants assurance that a B2B company will aggressively pursue any opportunities that arise within the account. From the customer’s perspective, all opportunities should be equally important to the vendor – but the company might pursue some opportunities over others because they might be more profitable or offer greater strategic advantages. If a B2B company chooses to pass on an opportunity or is slow to respond to it, it should communicate the reasons to the customer. This conversation could open new opportunities to provide different products, services or types of support – and keep the customer from questioning the ongoing relationship with the company. B2B Expo Special Section 2016

THE NEW 50

DEFER YOUR IRA REQUIRED MINIMUM DISTRIBUTION Thirty years ago, age 71 was considered old age, but these days life expectancy is soaring, making age 70 the new 50. With longer life expectancy comes the need to extend the life of your retirement savings. Recently, the IRS approved a method for retirees to lower their annual Required Minimum Distribution (RMD) by as much as 25 percent through the purchase of a Qualified Longevity Annuity Contract. The QLAC, with certain restrictions, can be excluded when owned inside of company sponsored tax deferring savings vehicle such as an IRA, 401(k), 403(b) or 457 account. Normally, an IRA’s tax deferred savings comes to an end when the individual reaches age 71-1/2, and the result is the RMD, which is taxed at your current rate and gives the IRS a chunk of your retirement savings. Prior to the new regulations, the only options were either converting to a Roth IRA, which only lessened Uncle Sam’s portion, or asking for a short delay in the payouts following the 70th birthday. The new regulations, however, allow you to have a “plan within a plan,” sort of. The upshot is money moved into a Qualified Longevity Annuity within your IRA, 401(k), 403(b) or 457 is exempt from the RMD until the year of annuitization extending the tax exempt status of those assets an extra 15 years up to the age of 85.

B2B Expo Special Section 2016

By Woody Merry

QLAC plans are limited to either $125,000 or 25 percent, whichever is the lesser and all other funds within the overall retirement vehicle remain subject to the RMD.

I want your wealth to grow so that you retire comfortably and care free

However, for those not wanting or needing the full required payout can extend their tax shelter and give those funds another decade and a half of growth without being forced to give the government a cut. My job as a financial adviser is to review the overall landscape of your retirement planning and find the right savings vehicles for your individual needs. I don’t want you to simply retire one day, I want your wealth to grow so that you retire comfortably and care free. A QLAC account might be right for your long term plans. Give me a call, I can help! In 1975 I began my career of financial guidance and counsel that was designed for one essential purpose – to help people plan for their future by making solid financial decisions today. Along the way, I distinguished myself and my mission by adhering to strict ethical standards and a common-sense philosophy of integrity.

I can offer access to investment management services and thousands of mutual funds from more than 50 investment companies, and products and services from more than 100 insurance companies. • Business Continuation Plans • Executive Bonus Plans • Deferred Compensation Plans • Employee Seminars • Non-Fee Needs analysis • Wealth Preservation and Management • Equity Investments • Life Insurance – long-term care insurance riders are now available! • Annuities • Disability Income Insurance • Long-Term Care Insurance

B2B Expo Special Section 2016

CHALLENGE ACCEPTED

POWERSERVE TEAM HELPS BUSINESSES FIND SOLUTIONS

Skilled programmers, award winning designers and online advertising experts working in-house under the same roof. That is what makes Powerserve stand apart from other web and mobile app development firms. They are problem solvers and work to use technology to solve your business challenges. Powerserve gives you the power to serve! Powerserve’s website solutions are fully responsive – meaning your business’ website scales appropriately and looks fabulous across multiple screen sizes including tablets and various mobile devices. Whether you’re looking for a custom website that is user friendly, visually stunning and helps you stand out from the crowd or a fully integrated e-commerce website Powerserve’s team has the expertise and know-how to get the job done. Still running your business on outdated database software? Want to add custom functions to your business’ computer system? Tired of sharing business-critical spreadsheets to your team through email?

B2B Expo Special Section 2016

Powerserve’s website solutions are fully responsive – meaning your business’ website scales appropriately and look fabulous across multiple screen sizes including tablets and various mobile devices. Powerserve has a team of developers and programmers with a wealth of knowledge and experience. Bring your custom programming and business application projects to them! Let Powerserve show you how an IOS or Android app can increase your company’s revenue or streamline your business operations. Just because you have a website and

possibly even a mobile application doesn’t mean that people can find you. Need help with your search engine results, or search engine optimization (SEO)? Powerserve’s digital marketing experts can help drive users to you through a variety of online advertising and social media solutions. They can show you why email marketing is a powerful tool and

work with you to help attract new clients as well as re-engage an existing customer base. Your online visibility and reputation is key in today’s fast-paced online environment. Powerserve can notify you, realtime, of online reviews and mentions of your business throughout the web. You only have one shot at a first impression! Let Powerserve develop a one-ofa-kind, meaningful logo to set you apart that stands the test of time. The design team helps with new logo and branding packages as well as helping established businesses spruce up their existing logos. They can help design business cards, letterhead, promotional items, trade show collaterals and many more graphic design needs. Whether you need branding, graphic design work, hosting, app development, a custom website, or online marketing, Powerserve’s goal is to build a partnership and help you thrive. Visit their website www.powerserve.net or call them at 706826-1506.

B2B Expo Special Section 2016