The Firm Deal Review Fall 2016

When Friends and Business Do Mix BRETT CLURE & 6 PARTNERS DEVELOP CONCEPTS PG. 8

Heartland Family Service PUTTING MOMS ON THE ROAD TO SUCCESS PG. 4

Thrift World’s 6 Locations in 3 States GILBREATH COMBINES COMMERCE AND GIVING BACK PG.11 A Publication of The Firm Business Brokerage

Fall 2016

GROWTH EDITION

Volume 1 Issue 9

President/Editor • Cortney Sells

e s s -t o - B u s i n e s

s O MA H A M ’

Director/Assistant Editor • Cassandra Powers

ne

Om

2B

azi

B

sin

S

ah

Bu

ag

a’ s

Published by The Firm Business Brokerage

In-House Legal Counsel • Susanne Miller

2016 Winner

In-House Accountant • Cassandra Waltrip Brokerage Principal • Rene Rademacher Director of Strategic Development • Liz Jones Research Analyst • Daniel Hayes Research Analyst • Seth Balke Research Analyst • Joey Jeanetta Outreach Coordinator • Jordan Burt Outreach Coordinator • Tina McGill Outreach Coordinator • LeAnn Moore Outreach Coordinator • McKenna Thorngren Office Associate • Adam Jaime Intern • Tanner Thorngren

14320 Arbor Street, Omaha 402.334.0300 9719 Giles Road, La Vista 402.537.0300 Bank-Northwest.com

THANK YOU OMAHA!

O

HA ’

in e

2B

az

ag sin

•

e s s t o B u sin e

ss

M

ER

IN

Bu

N

a’

W

ah

s

ER

2 012 • W

IN

BEST FLORIST “Taylor Made” for ALL your floral needs since 1950”

2016 Winner

S

B

to-Busi essne ss sin MA

ne azi ag

B2 B

Bu

M

e’s in

Om

N

Oma ha ’s

Design • OBI Creative aha Maga z Om

Contributing Writers • Kathy Rygg, Maureen Tierney, John Jeanetta, Brenda Gibson Photography by Bill Sitzmann

To Subscribe: The Firm Business Brokerage info@TheFirmB2B.com 210 N. 78 St. Omaha, NE 68114 402.998.5288

402-733-2322

Locally Owned Since 1950

2

The Firm Deal Review

Fall 2016

12310 K Plaza, Ste. 108 www.taylorsflowers24hours.com

Advertising Inquiries: 402.884.2000 todd@omahamagazine.com

A Publication of The Firm Business Brokerage

The Bottom Line

Broadening Concept Ranges Tanner’s to Tavern

pg.8

Special Section

Features

7 Take Our Hand

Columns

The Firm Business Brokerage has over

Invests in Man’s 5 Reinhart Best Friend

$90 million in Assets Under Management

Dogtopia Franchise is a Perfect Fit

Years In and Success 8 Six Continues

Family Service, 14 Heartland John Jeanetta

Concepts Grow Across the Midwest

Gilbreath’s Investment that Gives Back

of current cash flowing businesses for sale—from contracting companies, to professional service businesses, to medical-based practices.

11 Giving Back 13 Hoffman’s Decision

Worth: Northwest Bank, 4 Net Brenda Gibson

Financing Options via SBA Loan

Putting Moms on the Road to Success

xecutive Impact, Tina 15 EMcGill Reaching Out is Key

Transitioning from Accountant to Sales

Sells Insights

Step Out of Your Comfort Zone

T

he decision to make a financial investment into business ownership can be nerve-wracking. Money is a precious commodity that many of us guard closely and find hard to part with. Deciding to increase your earning potential is the first step toward making your money work for you; however, choosing the right avenue to funnel that capital into can be challenging.

by Cortney Sells president/editor

Simply relying on earning interest can be far less rewarding than relying on your own fiscal acumen and operation skills to

best manage your future. Many choose to invest in businesses in familiar fields, but expanding into unknown territory can be equally fruitful. Taking a set of practices learned in one sector can lead to innovation and success in another.

Dipping your toes into more than one industry helps portfolio diversification and flexes your business muscles. What you can’t do in one business you can certain practice in another. Recharge your creative juices and see what different opportunities are out there. The FIRM Fall 2016

The Firm Deal Review

3

A Publication of The Firm Business Brokerage

Net Worth:

Financing Options Available for Buyers written by Brenda Gibson, Northwest Bank | photography by Keith Binder

Insight on the SBA

B

uying a business can be frightening for a buyer, but fortunately, financing the acquisition does not need to be. Several financing options are available for startup companies, business acquisitions, and business expansions.

Typically with financing acquisitions, a portion of the purchase price includes goodwill, which may represent true value to the business but does not necessarily provide any tangible collateral to the lender.

By working in conjunction with the Small Business Administration, the lender can often provide financing to the buyer while minimizing risk to the lender, a win-win for both parties.

The sheer mention of SBA financing once brought tears to the eyes of lenders and borrowers. Those days no longer exist, and bankers welcome the opportunity to work with SBA. The process has been significantly streamlined through technology and the addition of numerous SBA programs to provide quick approvals and closings for

4

The Firm Deal Review

Fall 2016

the borrower and the lender. Depending on the nature of the business, loan amount, and type of collateral being provided, loan closings can range from a couple of weeks to more than 60 days. The delay is often due to the requirement of appraisals as well as business valuations.

With business acquisitions, startup companies, and existing businesses, it is critical for the borrower to be surrounded by four key partners; a reputable attorney, an experienced broker, a knowledgeable CPA, and a lender who is well versed in both SBA and conventional lending. This team of individuals is committed to the borrower to ensure that the business being purchased carries a valid price as well as adequate cash flows to support the business, the owner’s personal goals, and the bank debt. These individuals play an important role in providing the financing structure that is appropriate for the borrower while minimizing risk to both the borrower and the lender. Many times SBA is the fourth key partner to make the financing possible.

While cash flow pays the bills and is the primary factor to consider when buying a business, collateral is important to the lender as it provides some cushion should the business be unsuccessful. The borrow should realize that no lender wants to liquidate collateral as a source of repayment.

Without adequate cash flow, the deal typically is not feasible unless personal incomes and personal collateral from outside sources are available to support the debt. If cash flow is proven, and a buyer shows experience that will aid in operating the business, collateral shortfall can often be mitigated by using SBA as a guarantor.

Lenders and SBA have worked together for many years to provide individuals an opportunity to start, acquire, and expand existing businesses. The partnership between SBA and lenders has proven invaluable to borrowers otherwise unable to fulfill their dreams of business ownership under another financing arrangement.   THE FIRM

A Publication of The Firm Business Brokerage

Purchasing the Perfect Business is Worth the Wait written by Kathy Rygg | photography by Keith Binder

The Firm Deal Review Offer to closing: Over 6 months Customer base: Over 3,200 Loan type: SBA Lender: Mutual First Credit Union, Randy Bauer

W

hen purchasing your own business, determining what type is the first step, and sometimes the most difficult. But for Derrick and Kaitlyn Reinhart, that was the easy part. They both have a passion for animals and knew they wanted to someday own a dog day care and grooming business. Derrick grew up in Atkinson, Nebraska, surrounded by livestock and wanted to combine that love with owning a business.

In fact, Derrick wrote a business plan for a dog day care after graduating from the

University of Nebraska-Lincoln. However, finding a location proved difficult and it was much too costly to do a start-up. So when Dogtopia Boarding, Daycare & Spa in Omaha went up for sale, the Reinharts called The Firm right away.

They began the purchasing process in November 2015, hoping to close in two or three months. Unfortunately a number of obstacles arose. The franchise itself was undergoing a change in ownership, creating additional documents that needed to be submitted and approved. This added months onto the process. The structure of the loan also took some time, since the business didn’t have a lot of liquid assets.

After submitting fingerprints for the background check, which take up to a month to have approved, one of Derrick’s prints

was smudged, adding another month of waiting. “It was a waiting game,” he says.

“But worth it.”

The Reinharts finally closed on their dream business in May 2016. They spent a week in Phoenix training with the franchise, then spent several more weeks working at the front of the store meeting the families and their pets.

“Clients knew the business had been sold, so we wanted to reassure them that nothing was going to change,” Derrick says. “This is a business based on trust. Pets are family members, so they want to know they’re in good hands.”

All staff remained in place, making a majority of the changes transitional, such as >

“It’s a waiting game, but worth it!”

Fall 2016

The Firm Deal Review

5

A Publication of The Firm Business Brokerage

< informing vendors of the new ownership.

Kaitlyn also works a full-time job at ConAgra, but spends all of her extra time helping at Dogtopia. She and Derrick work 80 hours a week each to ensure the new business is running smoothly. And now that they’re a couple of months into their ownership, they feel settled in and are pleased with the business’ progress.

to-Busi essne ss sin MA

O

HA ’

2016 Winner

tel 800.608.3645 info@onesourcebackground.com onesourcebackground.com

O

HA ’

201 6 Wi n ner

Flat Roof Specialists

New • Repairs • Reroof • Skylights 29 Years of Quality, Integrity and Service 4420 Izard St • Omaha, NE | 402.293.8707 • 888.738.0296

6

The Firm Deal Review

Fall 2016

S

2B

ne azi ag

for 10 Consecutive Years of Trust!

to-Busi essne ss sin MA

M

THANK YOU OMAHA

Bu

B

FOLLOW US:

2B

Oma ha ’s

Bu

B

Oma ha ’s

One Source The Background Check Company provides TotalCheck reporting on applicants, while maintaining superior turnaround time and customer service.

S

His advice to other business owners looking to purchase is to make sure it’s a business you can love, and not just to make a purchase for the cash flow it can bring in. “It might be appealing at first, but six months down the road when the newness wears off, you still have to love it,” he says. Working with The Firm made that long process easier for the Reinharts. They felt The Firm helped to keep things moving forward as quickly as possible, with good communication all along the way. In the end, they are very happy. Derrick’s favorite quote sums up his experience perfectly: “If you don’t go after your own dreams, somebody will gladly pay you to go after theirs.” THE FIRM

99%

Search Accuracy Rate

ne azi ag

They also want to learn as much as possible as business owners so they could potentially apply it to growing the current business or even expand to additional business opportunities. Derrick’s favorite aspect of being a business owner, however, is seeing the pets every day. “They’re always happy, and no matter what kind of day you’re having, they will put a smile on your face,” he says.

“It’s what made the long purchase process worth the wait.”

1 Million +

Applicant Searches Per Year

M

Even better is the fact that the new franchise owners share the same vision for the business as the Reinharts. “We’ve met with them numerous times, and their plans for the future aligns with what we envisioned for the business,” Derrick says. “It’s even the same as what I had included in my original business plan out of college.” Their goal is to improve the existing business the best they can while earning and retaining customers’ trust and loyalty, which is why Derrick and Kaitlyn spend so much time at the front of the store, rather than just in the back office.

A Publication of The Firm Business Brokerage

Take Our Hand:

Featured Opportunities for Sale Sports Bar with Taco Twist

Residential Roofing & Exterior Contractor

MONTHLY SALES $25,000 PRICE $116,000

OWNER’S PROFIT $66,284 PRICE $105,000

This Hotspot for Mexican food and drinks is established with a full staff including a GM and several servers and cooks. Their location has more than 30,000 cars drive by daily, making their clientele diverse and consistent.

Focus on commercial and residential roofing, siding, gutters, and windows has a well-rounded base of business, working with referrals from insurance and commercial contract bids. This variety of business sources equates to a stable mix of income for its 8 subcontractors.

Four Profitable Orange Leaf Stores

Commercial Property Concrete Maintenance

OWNER’S PROFIT $199,663 PRICE $735,000

OWNER’S PROFIT $254,761 PRICE $789,000

Top Ranked Turnkey Stores at Premium Locations in Omaha, Papillion, and Council Bluffs!

These Orange Leaf locations are part of the most successful frozen yogurt chain in the country. The brand recognition of Orange Leaf also helps to attract customers from all around Omaha.

Seasonal business generates over $250,000 in profit in only 9 months out of the year. This construction company lays flat concrete including driveways, sidewalks, and parking lots. After 18 years of providing quality service, this business has developed a loyal group of about 20 commercial property managers.

Home Health Care Providing Medical Assistance

Second Hand Children’s Name Brand Store

OWNER’S PROFIT $245,280 PRICE $890,000 With 17 fully trained and experienced staff, this business requires no MD in order for Ownership. The business was founded in 2004, and provides professional medical assistance to patients who wish to continue living in familiar surroundings.

OWNER’S PROFIT $144,502 PRICE $405,000 This unique and well established, since 1996, zero to ten-year-old clothing shop is in a prime location. Currently selling 5% new clothing and 95% resale. This is not your typical second hand store. It features brands such as: Polo, Playskool, VTech, Disney, Carters, Osh Kosh, Justice, and more.

Turnkey Salon & Spa with Nine Stations

**Midwest Rigging Contractor

2015 SALES $275,755 PRICE $65,000

OWNER’S PROFIT $953,599 PRICE $3,146,000

Salon and spa offers services such as tanning, manicures/pedicures, massages, and make-up as well as their highly praised hairstyling services. This high praise is evidenced by their many glowing reviews on Yelp, and Google, as well as their 1,000 likes on Facebook.

A heavy lifting company serving manufacturing, utility, and machinery industries.

This rigging business provides the lifting power necessary to move manufacturing equipment, turbines, printing presses, etc.. With 7 different lifts, this company is able to take on a wide range of jobs.

** Broker’s Choice | 110+ Available Business Opportunities For Sale. Please visit TheFirmBusinessBrokerage.com.

Fall 2016

The Firm Deal Review

7

8

The Firm Deal Review

Fall 2016

A Publication of The Firm Business Brokerage

When Great Food Turns Into a Great Business Model

Building a Successful Brand of Sports Bars & Grills written by Kathy Rygg | photography by Keith Binder

“BUT EVERY TIME WE DRIVE BY ONE OUR RESTAURANTS AND MY TWO-AND-A-HALF YEAR OLD WANTS TO STOP AND EAT THERE, IT’S ALL WORTH IT.” -Brett Clure

The Firm Deal Review Newest Investment: Arena Sports Bar & Grill First Tanner’s Location Purchased: 2010 Total Tanner’s Locations Owned: 11 Number of Owners (not partners): 7 Business Brokerage Preferred: The Firm Brokerage Preferred

O

pportunities often arise in surprising ways. When Brett Clure and his close group of colleagues and friends started meeting at Tanner’s Bar & Grill off 156th Street & West Maple Road, it was simply as a social outing. They felt the food and service far exceeded any other local sports bar. They liked it so much they talked about owning it themselves. That casual conversation turned into a serious business proposition for the owners of Tanner’s, and in 2010, Clure and his group bought the location.

Their plans were not to just own one. “We knew it had legs and could expand,” Clure explains. Tanner’s actually started in 1985 out of Kansas City, and Clure’s holding group, Hooksbiz, became licensees. “We had our eyes on our other locations, we explored them, and it’s been exciting,” he adds. The second location they purchased was in Madison, Wisconsin. Clure says they wanted to see if the brand could travel and do well in a market where it was not already known.

The move proved to be successful, and the group continued to expand at a rapid pace.

Three more locations opened in Omaha, with a fifth opening later this year. They also opened locations in Cedar Rapids, Ankeny, and Sioux City, Iowa; and one in Lincoln with a second to open soon. “Things are going very well, and we’re profitable across all markets,” Clure says. “So we’ll keep moving forward with the business plan.”

Clure attributes a large part of their success to the team he has in place. There are seven on the management side of the holding company, with Clure serving as president and responsible for finding each location site—a good fit given his background in real estate. His brother, college roommate, and a close friend of his father’s are all partners. Several of Clure’s friends, all of whom played football together at Burke High School, hold management roles at various Tanner’s locations.

“People say not to work with friends, but I have had the opposite experience,” he says. “We have become closer friends than ever; we travel together, our families spend time together, and we allow each other to do what each does best.” For Clure, that is overseeing the real estate and daily operations, working with the general managers at each location.

With so much success in the neighborhood sports bar and grill arena, Clure and his group decided to try a new concept. They recently opened Tavern 180, an upscale

restaurant, in west Omaha. The idea had been brewing for several years. Clure and his partners, avid golfers who travel frequently, visited upscale restaurants around the country, gathering ideas they wanted to incorporate and then tweaking them to fit the Omaha marke “We wanted to redefine the dining experience to reflect what we consider is the best,” Clure says. That includes offering prime steaks, something typically only found at high-end steak houses. The menu also includes salads and BLT sandwiches. “We wanted to bring fine and casual dining together,” he says. They asked Happy Hollow Country Club Executive Chef Jason Hughes to help create the menu. They also brought on board Mahogany Prime Executive Chef B.J. Engler, whom they thought was the best in Omaha at cooking prime steaks.

Other aspects incorporated from similar restaurants on the coasts include a tablet-based menu that provides photos and descriptions of every item. “When you can see what a dish looks like, it makes it more appealing,” Clure adds. Tablet menus are also being tested at Tanner’s in Sioux City to see if it works well in a casual environment.

The Pairing Pro is also part of Tavern 180.

This tablet menu feature shows customers 10 suggested (or paired) wines for each dish—similar to what a wine sommelier does in a high-end restaurant. There are cold beers and cocktails courtesy of a Frost Frio and wine on tap. Tavern 180 is also the > Fall 2016

The Firm Deal Review

9

A Publication of The Firm Business Brokerage

< first restaurant in Omaha to introduce dry ice martinis. “Our main goal with Tavern 180 is to offer a fun dining experience, whether you’re there to watch a Husker game or have a nice anniversary dinner,” Clure says. So far, the feedback has been fantastic. “It’s everything we hoped for,” he adds.

With the right team in place and a successful conceptual foundation, Clure says their biggest challenge is keeping a consistent level of customer service across all the markets. Clure says those challenges are manageable, and they are implementing better training tools, again tablet-based, to help new employees more quickly understand the food products they offer.

Clure has worked with The Firm Business Brokerage for several opportunities on both buy and sell sides of the closing table, and says they have been extremely helpful. His advice to other entrepreneurs considering making a move to buy their own business is that it will be what you make of it. “There are always bumps in the road when taking on that risk, and you have to be aware of what can happen if the risk doesn’t pan out,” Clure says. “We’ve been very fortunate, but we made sure we had the right business partners to help. Surround yourself with people who have been there and done it successfully, and make sure they have a broad business background.”

Even more important though than having good business partners is having a supportive family. Clure says everyone from his parents to his wife and children are understanding of the industry. When they open a new restaurant in another city, he is out of town for two to three weeks at a time. “If it weren’t for the understanding of my family, we wouldn’t be six years into it,” he says. “But every time we drive by one our restaurants and my two-and-a-half year old wants to stop and eat there, it’s all worth it.” THE FIRM

10

The Firm Deal Review

Fall 2016

Opting for an Investment that Gives Back

Fueling a Charitable Business

written by Maureen Tierney | photography by Keith Binder

Fall 2016

The Firm Deal Review

11

A Publication of The Firm Business Brokerage

The Firm Deal Review Lender: American National Bank; Timothy Johansen and David Ridder Number of Locations: 6 including a Distribution Center [3 States] Number of Employees: Over 150 Sellside CPA Firm: Bush CPA Buyside CPA Firm: Frankel Zacharia

J

ohn Gilbreath knows a good deal when he finds one, and if his years in the boom-and-bust energy sector have taught him one thing, it is to give back whenever possible. As a senior vice president at an Omaha-based capital management firm, Gilbreath knows how to read a bottom line and make an investment work for clients.

After a few years of careful searching, he has finally found his own investment that not only will serve his financial stability, but also help serve the disadvantaged in our community.

Most of us have seen at least one of Thrift World’s four Omaha locations, but few of us know the underlying benefits its revenue serves for charitable organizations.

Gilbreath sought to acquire Thrift World as a way to “not only make a decent investment, but to help nonprofits raise money.”

He also chose the company because of its 20-plus years of demonstrated success, but was truly sold on its charitable backbone.

The charity-minded stores partner with Paralyzed Veterans of America in Omaha and Community Services League in Kansas City.

A portion of every dollar earned is reserved for both organizations. Thrift World seeks to sustain itself and the larger community around it, most especially those in need.

A veteran of charity in his own right, Gilbreath has volunteered with Big Brothers Big Sisters and Boys & Girls Club for many years. As the current treasurer and a board

12

The Firm Deal Review

Fall 2016

GILBREATH’S OWN REASONS FOR VOLUNTEERING AND GIVING TO CHARITY ARE DEEPLY ROOTED IN HIS UPBRINGING. THE SON OF A SMALL-TOWN VOLUNTEER MAYOR AND FIREFIGHTER, GILBREATH LEARNED FROM HIS PARENTS FIRSTHAND HOW IMPORTANT COMMUNITY IS, AND THAT NO COMMUNITY IS WHOLE WITHOUT THE HEALTH AND WELL-BEING OF ITS MEMBERS member for Big Brothers Big Sisters, Gilbreath channels his passion for getting involved with nonprofits on a grander scale with Thrift World. Using his fundraising skills and past experience, Gilbreath is hoping to “partner some structure” and increase awareness of Thrift World’s partners. It’s an investment strategy with the potential to benefit a significant cross-section of our community.

The crux of Thrift World’s ingenuity boils down to increasing awareness through advertising. Organizations like Paralyzed Veterans of America rely heavily on the charitable spirit of others. Thrift World increases that exposure through free advertising and the payment of fees, based on a percentage of profits earned from the sale of donations.

Thrift World allocates its resources to service Paralyzed Veterans of America and Community Services League by picking up donations on their behalf and sporting their names on collection bins and vans.

While this service was already in place before Gilbreath got onboard, his plans are to not only increase Thrift World’s physical presence, but also its digital one. He sees the potential to “increase the awareness of [these] organizations further” and to help spread the word that “these are entities that you can donate to on a tax-deductible basis.” Gilbreath hopes to fund the websites of Thrift World’s charity partners to delve deeper and help the disadvantaged use the

services available to them through Community Services League and Paralyzed Veterans of America. Letting people know their money and donations are tax deductible is a gentle reminder that giving back can be a fiscal boon, but the more rewarding reason is in the spirit of generosity.

Gilbreath’s own reasons for volunteering and giving to charity are deeply rooted in his upbringing. The son of a small-town volunteer mayor and firefighter, Gilbreath learned from his parents firsthand how important community is, and that no community is whole without the health and well-being of its members. Having done well in his career, Gilbreath has taken his parents’ example and chosen to follow their lead, believing that one has to work hard, and “having been fortunate enough to be fairly successful…as a result, I feel the need to give back and am excited for that.” Gilbreath’s enthusiasm for charity is catching, and an excellent example that investments can do more than increase income well into retirement. They can also make great strides to helping create a stronger community from the unlikeliest of places. THE FIRM

A Publication of The Firm Business Brokerage

Banking on Being a Boss

Trading a Desk Job for an Owner’s Manual written by Maureen Tierney | photography by Keith Binder

Support from his wife “put everything at ease”

K

irk Hoffman’s decision to quit a comfortable career and jump into an entirely different business was a nerve-wracking venture, but to hear him confidently speak about it is enough to calm any fears. After nearly three decades in accounting, most recently as CFO for a small family-owned business, he grew tired of the long hours and desk-bound work. He started his search for an opportunity to be his own boss. Hoffman strayed outside his comfort zone when choosing to take over the franchised residential gutter shield company Heartland MasterShield, but his confidence in his abilities and strong support from his wife “put everything at ease.”

One month at the reins and Hoffman already had big plans for his recent purchase, a specialized company that provides micro-mesh filters that slip under shingles and over existing gutters so everything but water slides over the top. With territory from Pella, Iowa, to Grand Island, Nebraska,

Hoffman is covering familiar ground and has a top-notch mentor in Heartland MasterShield’s pervious owner. The transition from accountant to full-time salesman won’t be as much of a stretch as one might think, as Hoffman has experience “in the back end” of a business and is “comfortable working and selling” out in the field. More importantly, his mentor has gifted him relationships with contractors and vendors, which Hoffman plans to use to stake claims in Kansas City and his hometown of Sioux City.

Hoffman took his time in choosing Heartland MasterShield. A few years back he looked at an engine repair shop, but ultimately decided that was not the right time or the right move. Heartland MasterShield came along as an ideal investment—when Hoffman had better personal financing— and as a company with “three times the sales (as the engine repair shop) and more opportunity for growth.” Using only outside contractors so that there are no employees

to manage, Heartland MasterShield has 75 percent of its sales sustained in the Omaha and Lincoln areas. Hoffman travels to Des Moines up to twice a month to follow and land Iowa sales leads.

Understanding what makes a strong balance sheet is half the struggle, and Hoffman already has that in the bag. Pairing his own knowledge and techniques with those of his mentor is a successful strategy, and he hopes to expand the business in the next year or two through marketing and maintaining existing relationships while seeking out new ones. Hoffman envisions hiring a future sales team and purchasing a gutter machine, an aluminum cutter that would custom-create seamless gutters. His enthusiasm for Heartland MasterShield’s product is palpable, and he’s excited for the direction in which he can take the company. But, in the end, it’d be really cool to get ahold of that gutter machine. THE FIRM

Fall 2016

The Firm Deal Review

13

Putting Moms on the Road to Success written by John Jeanetta, Heartland Family Service

“EVEN THOUGH IT WAS JUST A VEHICLE THEY HELPED ME OUT WITH, IN A WAY THEY SAVED ME.” -Michelle Kaczmarek

ad in The Reader for the Heartland Family Service Ways to Work program, which provides small, short-term, low-interest loans to families with challenging credit.

“All loans are repaid, so, instead of handouts, Ways to Work gives families a helping hand-up toward a more stable financial future,” says Lisa Picker, Heartland Family Service’s Ways to Work Program Coordinator.

Kaczmarek “thought it was too good to be true,” but decided to call anyway and completed the loan application process.

She has had her 2004 gold Ford Explorer for six years, and her loan has been paid in full.

“Instead of a Hand-Out, this is a Hand-Up”

A

s a child, Michelle Kaczmarek watched her mom live a life of drugs and alcohol. She and her younger sister often didn’t know where they were going to sleep.

“I swore when I was younger that I would never fall into that pattern that she fell into, and I ended up falling into that pattern anyway,” Kaczmarek says. “That’s when my life exploded and I decided I don’t want to be that mom.”

Kaczmarek and her husband began rebuilding their lives with their four children, and she enrolled in college to work toward an associate degree. Then her car broke down.

14

The Firm Deal Review

Fall 2016

Making only $15,000 a year at the time, Kaczmarek found public transportation to be an inconvenient solution. She was not alone. As jobs move away from urban cores and former industrial job centers near working class neighborhoods, a survey by the National Economic Development and Law Center found that many low-wage workers are struggling with transportation. Reliable transportation is therefor one of the paramount factors in accessing successful employment, quality child care, affordable housing, and higher education.

The lack of transportation caused Kaczmarek to miss some classes. A glimmer of hope came when her husband saw an

“Ways to Work is more than a car loan program,” Picker says. “It is a chance for families to begin to develop a sense of consistency, because the factor of ‘How do I get there?’ has been taken out of the equation.”

Kaczmarek recently graduated with a master’s degree in business administration. She is working toward starting her own business.

“Even though it was just a vehicle they helped me out with, in a way they saved me just by showing there is someone, there is a program that cares,” Kaczmarek says. “I just think the help Heartland Family Service gave us opened doors for us.” THE FIRM

A Publication of The Firm Business Brokerage

Executive Impact

Reaching Out is Key to Helping Buyers Find the Right Opportunity written by Kathy Rygg | photography by Keith Binder

process and is able to effectively help clients understand how transactions work.

She’s also effective at listening to an entrepreneur’s vision, whether it is owning their own business or transition out of the current business they are in. “With my experience I am able to ask specific questions to help people narrow down what it is they are looking for,” McGill says. These questions often include: “What are your interests?” and “How much cash flow does your family need?”

She also proactively reaches out to The Firms’ large portfolio of qualified buyers to update them on current listings, or to existing companies that might want to expand their services. McGill also contacts community leaders throughout Omaha and the region to make sure they are aware of any potential opportunities that might be a match for businesses in their area. “I’m always trying to increase the portfolio of buyers and understand what each of them wants,” she says.

One of the challenges McGill enjoys is the creative process involved with marketing the available listings. “I like to keep things fresh, exciting, and come up with new ways to make connections; and reach out to those I think would be a good fit for a particular business,” she says. “I help determine what a buyer’s passion is, what they’re strengths are, and where there are opportunities for growth. It’s a lot like putting pieces of a puzzle together.”

“I determine what a buyer’s passion is”

Not every business is right for just everyone. Although some entrepreneurs know exactly what type of business they’d like to own, others aren’t as sure what might be a good fit. Rather than leaving it to chance, The Firm Business Brokerage reaches out to qualified buyers to help them find the right

opportunity. Tina McGill, Outreach Coordinator for The Firm, specializes in helping make those connections.

McGill brings years of experience in previous roles where she worked with both buyers and sellers. She understands the

Sending a buyer different listing and asking what they like and do not like about the opportunity goes a long way toward narrowing down the right fit. It can help potential business owners discover something new or expose them to a specialty business they may not have considered before. McGill added, “Our goal at The Firm is to help people find the right business they can get excited about.” THE FIRM

Fall 2016

The Firm Deal Review

15