Professional Daym by Professional /dāym/

Mid-Missouri Women’s Business and Leadership

MARILYNN LANGSTON

EVERY DAY

SHE’S HUSTLIN’ hustlin’, hustlin’, hustlin’

BECCA BURKHART

ENTREPRENEUR BY EIGHTEEN

WHO IS MR. WHIPPLE AND WHY IS HE IN MY BATHROOM MELODY FARNEN, WILL YOU PLEASE PA SS T HE E LB OW G RE A SE Volume 1, Issue 5

FOUNDER Betsy Bell

EDITORIAL TEAM Susannah Sodergren Nichole L. Ballard Heather Feeler Lili Vianello Bondi Wood Nicole Flood Nancy Vessell Whit McCoskrie Keith Enloe

DESIGN TEAM Kim Watson Anne Tuckley Regina Peters

MARKETING TEAM Audra Buxton Brett Wisman Lisa Mills Paula Heath

PHOTOGRAPHY Travis Duncan – Cover Kim Watson Alex Palmer Doug Hill Randal Weidenaar

CONTACT US Editorial Inquiries editorial@professionaldaym.com Advertising Inquiries advertising@professionaldaym.com Publisher betsy@professionaldaym.com

PROFESSIONAL DAYM MAGAZINE Mid-Missouri Women’s Business and Leadership Do business like a Daym. P.O. Box 15, Auxvasse, MO 65231 Phone: 573-310-1357 Fax: 573-386-2268

Every day she’s hustlin’

Saults Drugs MOM-AND-POP DRUGSTORE CONTINUES TO OUTPACE BIG COMPETITORS A staple in Fulton since 1937 and it’s not going anywhere.

MARILYNN LANGSTON An advocate for downtown Rolla, owner of three businesses and a farm, and a mentor for new entrepreneurs. What doesn’t she do?

30 Pass the elbow grease MELODY’S JEWLERY A Mexico jeweler willing to get her hands dirty.

51 Daym-Approved Man SHANE MAYES

TABLE OF CONTENTS

He’s tapping into local talent.

28 Squeeze this WHO IS GEORGE WHIPPLE AND WHY IS HE IN MY BATHROOM? Branding lessons learned from one of marketing history’s greatest success stories.

Business Report

IN DEPTH Women’s network announces local ATHENA recipients.

Professional /daym/

Pretty much everyone knows that for those of us who decide to start a business there is a certain level of risk involved. One day not long after the launch of this magazine I found myself pacing in my bedroom. To be honest I had worked myself up into a tizzy. I was worrying ... Are we were going to make it? Can I handle the work? Will people want to

LETTER

The Unforgettable Sue Ellen Thompson

advertise? After all, magazine ads are part of the experience –– loved and read just like the

BETSY BELL FOUNDER

editorial. A welcomed impression is a powerful impression. But would people see that? It was the the sheer magnitude of the unknowns that started to weigh on me. So I did what I usually do when I feel overwhelmed. I got on my knees and prayed, “Lord, you’re gonna have to send me help. I need help.” Short. Sweet. And to the point. I stood up and immediately the phone rang. I picked it up and the woman on the other end of the line introduced herself, “Betsy, my name is Sue Ellen Thompson and I’m gonna be on the cover of your magazine some day.” A resident of Macon, one of the most northern areas of our distribution, Sue Ellen had just received our first issue in the mail. Surprised, I said, “Well, it’s bold of you to say that, Sue Ellen. I do respect a woman who will ask for what she wants. Why don’t you tell me about yourself?” Six cities, three pink Cadillacs, charm school and a new startup business later, I had a pretty good idea that this woman was quite the interesting individual. The Classic Cozie for Her and The Sports Cozie for Him: Two of the products produced by her co-owned company, Mon Ange, LLC. She had developed a versatile line of outdoor headwear. They’ve found some success already. Orscheln’s picked up the line and carried it in all their stores last winter. But Sue Ellen shared with me that to take their business to the next level they would need an investor. Some lucky man or woman that will be. I don’t suppose she’ll be givin’ up on her dream any time soon. During that conversation I shared with Sue Ellen my own feelings of doubt and worry I had been struggling with. She told me a story I will NEVER forget: She said, “Betsy, I was lucky enough to work for Mary Kay when Mary Kay was still living. I used to call her up to talk. One day I called and said, ‘Mary Kay, I don’t know if I can do this any more. I have this worry and that worry. I can’t pay my bills.’ And she stopped me. She said, ‘Sue Ellen, I want you to stop working. Don’t lift a finger for the rest of the day. Today I want you to reflect on all the people you have helped. Tomorrow when you wake up, don’t think about making money. Think about who else you can help. Do that and the money will come.’”

Betsy Bell To

call (573) 310-1357.

Professional /daym/

CALL to ACTION

For any marketing message to be successful, it should end with a clear instruction to the reader: “Here is what you need to do next.” Avoid being overly clever in a pointless attempt to impress the reader, just to leave them hanging at the end, feeling good, but unsure what to do.

Call 573-446-7777 and set up a meeting with us. Right now! web • branding • brochures • consulting • video • advertising • SEO • logos • sales management

Professional /daym/

BUSINESS REPORT A regional perspective on business news. BIDS CENTRALIA The City of Centralia contracted with Environmental Management Solutions, LLC located at 2000 E. Broadway in Columbia for engineering services for the water distribution system in exchange for labor fees and reimbursable expenses within $3,500.

FAY E T T E New Franklin School District is accepting bids for the sale of a mobile home located at 402 Church St. Bids will be accepted until May 21 at 4 p.m.

C O L UM B I A The city council passed an ordinance authorizing the purchasing department to place a call for bids to construct restroom facilities at the Garth and Grindstone Nature Areas. The budget for the projects is set at $115,000 and $100,000 respectively. A call for bids was approved by the council on the Columbia Police Department Training Facility located at 5001 Meyer Industrial Drive. with a budget of $75,000.

L A KE O F T H E OZ A RKS The Missouri Department

of Transportation is reopening bids on the Highway 5 project after bids received were deemed unacceptable. Ceil Abbott of The Lake Today reported that engineer Bob Lynch said all bids received were too high. Lynch told reporters the project had to be trimmed down and sent out for a second round of bids. The estimate for the project is between $1.2 and $1.4 million, shared by MoDOT and Sunrise Beach.

ECONOMIC DEVELOPMENT C OL U MB I A Boone County Counselor C.J. Dykhouse is pursuing a civil action suit against the city of Columbia combating the formation of a tax increment financing district, according to the Columbia Daily Tribune. The option of a TIF has been looked into by the city counsel as a way to solve the problem of failing infrastructure that has played a roll in blocking new developments downtown.

C E NTRA L I A The board of alderman passed an ordinance (No. 2758) contracting with Centralia Regional Economic De-

* Information listed in the business report is sourced from local newspapers, press releases, public records, social media, area experts and reader tips.

velopment, Inc. for economic development and promotion services in the amount of $6,000.

A S HL A ND The Columbia Missourian published an article speculating the potential economic growth associated with the construction of a natural gas pipeline along Highway 63. The article reported that Central Concrete Company in Columbia has been approved to build a plant along the corridor, and a residential development has been proposed.

JE F F E R S O N CIT Y The 2013 Economic Development Annual Report was released by the area chamber of commerce. According to the report, 57 percent of the chamber budget was spent on economic development such as workforce development, business retention and expansion projects and business attraction activities. Business Manager Shaun Sappenfield stated in the chamber newsletter that business grew in 2013 and is expected to continue to grow in 2014, excluding manufacturing/distribution. He reported that six manufacturers in Cole County received $237,000 in total funds to spur manufacturing growth.

BRIEFS CO L UMBIA Randy M. Morrow will officially step down as vice president and Chief Operating Officer of Boone Hospital Center on June 6, 2014. “I knew right away he was the kind of individual who could help lead a great organization like Boone Hospital Center,” said Jim Sinek, BHC president. Boone Hospital Center is currently looking both internally and externally to fill the position. Neil Riley, DDS announced his retirement from general dentistry. Riley will continue to perform cosmetic dentistry at Riley Smile Design out of the W. Nifong office. His associate, Bryan Foote, DDS will take over Riley’s patients. The City of Columbia warned residents and businesses that an unknown person is calling electric customers and posing as a Columbia Water and Light employee requesting payment information. Broadway Brewery, 816 E. Broadway, was vandalized on April 20. They are one of several businesses that have been recent victims of acts of vandalism downtown, accord-

Randy M. Morrow will officially step down as Professional /daym/

News from around the region

t for the projects is set at $115,000 and $100,000 re ing to the Columbia Police Department.

M EXI C O Missouri Plant Science Center has leased the Mexico Plant Science Center, 25,000 square feet, to biomass fuel company Enginuity. Graphitti has expanded its services to allow copy printing and laminating services after purchasing equipment from K&M, which closed. Graphitti will also offer improved embroidery service and have added a new embroidery machine to the company’s assets. The Mexico Ledger reported that Spartan Light Metal Products is planning an expansion to their Mexico plant over five years. The expansion is expected to bring in 50-80 new jobs with construction beginning in 2015. Seventeen new projects are in the works for the city of Mexico and Audrain County according to the economic development update reported in the Mexico Ledger. Potential expansions include Arvegenix, the Veterans Association Clinic, the Arthur Center, Dawn Foods, Gold Crest and Kultivate in addition to the previously announced Spartan Light Metal Products expansion.

C EN T R A L I A The Centralia Fireside Guard

reported in a press release by Hubbell Power Systems that its Centralia facility is contracted to manufacture polymer insulators and conductor hardware for the Clean Line Energy Partners direct current power line. The 750-mile power line project, Grain Belt Express, will run just outside of Centralia. Clean Line has contracted with three Missouri-based manufacturers for the project. Hubbell Power Systems in Centralia, ABB, Inc. in St. Louis, and General Cable located in Sedalia. “Missouri is positioned to be a leader in the renewable energy manufacturing sector, and agreements like these help make Missouri even more competitive,” stated Mike Downing, director of the Missouri Department of Economic Development in an earlier press release issued by Clean Line. “Cutting-edge projects like the Grain Belt Express Clean Line will help sustain Missouri’s manufacturing sector and create good paying jobs right here in Missouri. We appreciate Clean Line’s efforts to use local businesses and suppliers for the Grain Belt Express Clean Line transmission project.” The project is still only a possibility.

R OL L A Rolla Farmers Exchange-MFA is expanding its Garden Center and finished one phase in April.

The Rolla Farmer’s Market expanded to include Saturdays in addition to Tuesday’s market.

MO BE R LY Brian Dulany entered into a contract with an investor from the Grow Mid-Mo Investor Network to fund his new business, The Southern Yankee.

L A K E O F T HE O ZA R KS The Lake Sun Leader reported that Ameren Shoreline Management near Willmore Lodge is planning to begin construction on a new management office this month. According to the article, the new office will have lake access. Bank of Sullivan announced the hiring of Jacob Neusche as the vice president. Neusche is the treasurer of the Lake of the Ozarks Regional Economic Development Council and a member of the chamber of commerce.

JE F F E R S O N CIT Y Modine Manufacturing Company is closing the manufacturing facility in McHenry, Illinois. According to a press release, the company is transferring production to its other facilities, which includes the plant in Jefferson City on S. Country Club Drive, over a period of 18 months. The release did not quantify the impact of increasing

production in the Jefferson City plant. Lincoln University Farmers’ Market has grown this year and has more than 20 approved full-time vendors. The market opened downtown in May.

F ULT O N Dr. Rob Havers announced his resignation as the Executive Director of the National Churchill Museum. He is taking the position of president for the George C. Marshall Foundation in Lexington, Virginia.

AWARDS CE NT R A L IA The Centralia Chamber of Commerce recognized Hubbell Power Systems as business of the year at the awards dinner in April.

JE F F E R S O N CITY Shed, Bath & Beyond Grooming was awarded Readers Choice for Best Grooming Shop in the Jefferson City News Tribune. Engineering News-Record named Bartlett & West, headquartered at 1719 Southridge Drive, as a Top 500 Design Firm.

CO L UMBIA Two City Channel employees received Telly awards. Liz For-

The Centralia C 14

Professional /daym/

espectively.

IN DEPTH By Brenna McDermott

W O M E N ’S NETWORK AN N O UN C ES L O C A L AT HEN A R E C I PI E N T S The Columbia Chamber of Commerce Women’s Network announced the recipients of the International ATHENA and ATHENA Young Professional awards at the 20th annual ATHENA International Awards Banquet on April 2 at Stephens College. The ATHENA Leadership award was presented to Barbara Hodges, executive director of True North of

Columbia, Inc. Hodges has spent her professional and personal time in recent years serving her community by assisting victims of domestic violence and raising funds for the prevention and advocacy of programs that help victims return to normal lives. “Receiving the ATHENA award is without a doubt one of the highlights of my career,” Hodges said. “For over 35 years I have been blessed to be a part of the Columbia community and been presented outstanding career opportunities. So many women (and men) have guided, mentored, and supported me along my journey. My family is my heart, and my friends

and colleagues enrich my life. “I want to express a special thank you to the board of directors at True North. They truly give so much of their time, treasure and talents. Seven of our board members were in attendance at the ATHENA awards. And most often at our True North events we have 100-percent board participation. Their commitment and dedication continually inspire me to do all I can to help those who come to us for services. And, I thank the dedicated staff at True North who work tirelessly to make a difference in the lives of the women, children and men we serve every day. They inspire me every day with their passion and excellence. They are the true heroes of True North.” The ATHENA Young Professional award was presented to Jessica Macy, executive director for the Boone County Council on Aging. Macy has worked with nonprofit agencies her entire career, including the Girl Scouts and the Central Missouri Food Bank.. Macy serves on the Women’s Network steering committee as secretary. “I’m just really honored to have been chosen and to

have this amazing group of women that Women’s Network has in leadership,” Macy said. “And to sit next to Barbara Hodges, who’s led an amazing career, is even more humbling. So it was even more special tonight.” Both recipients are active members of the Columbia Chamber of Commerce. The ATHENA Leadership and the ATHENA Young Professional awards provide recognition to individuals who have achieved success in their career, been active in their community and supported women in business. More than 6,500 leaders in 500 communities worldwide have received this prestigious award. To celebrate the 20th anniversary of the ATHENA awards in Columbia, ATHENA International founder Martha Mertz gave the keynote address. Mertz developed ATHENA International to support, develop and honor female leaders in an effort to inspire women to reach their leadership potential. More than 140 people joined the celebration, including four previous ATHENA Young Professional recipients and 11 previous ATHENA Leadership recipients.

Chamber of Commerce recognized Hubbell Power System Professional /daym/

News from around the region Fulton Ford announced groundbreaking on its nango and Dustin Hawkins received bronze Telly awards from the Silver Council. The Telly Awards recognize outstanding local, regional and cable TV commercials and programs.

High St., held a grand opening to officially celebrate opening April 23.

205 N. Main Street.

Fine Mess Boutique, 222 E. High St., is having a grand opening May 17.

Boone Hospital Center received an Excellence Award for Clinical Care from VHA Inc, the national healthcare network.

FAYE TTE

The Lake Today reported that FiberGlass Tank Solutions, LLC was approved to lease a previously empty, 16,580-square-foot building. FiberGlass Tank signed a five-year lease and plans to create 18 new jobs and improve the building, according to the article by Ceil Abbott. The press release states the building is located in Camdenton Industrial Park. “We look forward to having a longterm relationship with Mr. Hawthorn and his company.

Boone Hospital Center recently honored Randy M. Morrow, vice president/COO with its first-ever Lifetime Leadership Achievement Award.

OPENINGS AND CLOSINGS

Miknan’s Main Street Pub has relocated to 107 N. Main street in the building that formerly housed Market Street Floral. Market Street Floral closed its operations in Fayette, but continues business in Glasgow. Florida Nails moved into Boss’ Barbershop located at

L A K E O F T HE O ZA R KS

His decision to select the Camdenton Industrial Park to grow his business speaks volumes on the excellent location and exciting future of both the Industrial Park and the Camdenton Memorial Airport,” stated Mayor John McNabb.

ME X ICO The Mexico Farmer’s Market opened in April and added new vendors to the list. Heavenly Acres, Jim Albrecht and Not Bread Alone are the newest vendors at the 3001 S. Clark in Orscheln’s parking lot.

FU LT O N Fulton Ford announced groundbreaking on its new building this month. Bluff Street CrossFit gym opened at 721 Bluff Street. According to the Fulton Sun, the business planned to add morning and noon classes in May.

JEFF E R SO N C I T Y Heisinger Bluffs & St. Joseph’s Bluffs opened an outpatient therapy clinic at Heisinger Bluffs. Towne Grill, 315 Jefferson St., reopened in April. Capitol City Cinema, 126 E.

pened an outpatient therapy clinic at Heisinger Bluffs. 16

Professional /daym/

MICHELLE WEST *** Buying a home in 2014?

NMLS# 269669

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(573) 875-1100

Michelle@mamort.com 200 E. Walnut St., Columbia

Professional /daym/

KNOW

Listen and Learn

Media recommendations for insights and inspirations on: Marketing

Read:

Tips for Product Photography: The Power of a Smartphone

How to Create a Logo

10 Simple But Genius Tips to Extend Your Personal Brand

“Remember that your customers are expecting to receive the product they see in the photo ... ”

BE HAPPIER WITH YOUR MONEY

If you’re not going to put some work into your product photography, you may be better off with no photos at all. Besides casting your products in their best light, good photography speaks highly of your standards as a business. Luckily, you’ve got a good shot at taking pro-looking pics with your phone. This handy list of guidelines covers the basics of capturing the kind of shot that makes your stuff shine, from composition to editing. Available ONLINE at www.blog.jimdo.com. Search “photography.”

WWW.CENTRALBANK.NET 573.634.1111 | MEMBER FDIC

Professional /daym/

BY SUSANNAH SODERGREN

“Your logo should work as well on a business card as on the side of a truck.” Logo design is a task best left to the professionals. However, it’s wise to dive in and do some dabbling on your own first to give the designer an idea of what you’re going for. This overview offers pointers on the prep process. For example, rather than starting by sketching, think about the message you want your logo to communicate about your brand, and write it down. Then always make sure that whatever you create clearly communicates that message. Available ONLINE at www.entrepreneur.com. Search “create a logo.”

“Don’t be afraid to let people know about your ideas.” As if running a business didn’t keep you busy enough, when you’re also the face of your brand, it can feel especially hard to keep up. No one can be “on” 24 hours a day. But our computers can. This list offers tips for the most efficient and effective ways to share your brand message online. More than alltalk promotion, it’s a matter of walking the walk by demonstrating the values your brand stands for. Available ONLINE at www. entreprenista.com. Search “personal brand.”

LEARN

BY WHIT MCCOSKRIE

Small Business Financing Basics: Part II

Understanding cash flow

“Your banker will read it with keen interest and may recognize it as your A B I L I T Y T O

M A N A G E the business.”– Whit McCoskrie

Joseph “Whit” McCoskrie has a degree in economics from the Virginia Military Institute and 28 years as a Midwest bank executive and president, lending to small and medium-sized businesses and nonprofit organizations. Whit often speaks to community and professional groups about business financing.

Professional /daym/

Last month we covered the basics of seeking bank financing by assembling a business plan. Now we’ll cover one of the early stumbling blocks entrepreneurs often fall victim to: understanding cash flow. Let’s start with the concept of working capital, simply defined as the capital a business uses in its day-today funding of operations. Working capital is a technical term used when assessing a business’s ability to pay bills in a timely manner. If your business is retail, where payment is made at time of sale by cash, check or credit card, those funds are available upon deposit into your operating account. If your business is not retail, with bills sent out at time of service with terms of repayment in the future, obviously those funds are not available until payment is received in the mail or through an authorized credit card payment. Terms of payment in this case are usually made in 30 days or less. The important thing to recognize is that waiting for 30 days or more will require greater working capital in order to pay payroll, utili-

ties, rent and other monthly recurring payments. This is where a monthly budget that reflects actual cash flow is an important tool. This will also be important for supporting a loan request at the bank. Banks provide lending instruments called lines of credit to address working capital needs of businesses. Microsoft Excel is an excellent platform to prepare this budget. Not only will it reflect the business cash flow needs but it can be tweaked to show different growth scenarios. More on that later. The SBA (www. sba.gov) and your library have forms to help you get set up. I can’t emphasize enough how critical it is to create this budget for a new and growing business. It will need some tweaking as you adjust for the way that unforeseen events may impact cash flow. There are some very important outcomes to this budgeting exercise: You may find you’re not able to purchase all the equipment, furniture and fixtures originally desired. You may have to renegotiate or seek a less expensive facility to operate

out of. It will show you how much labor you can afford initially. Also remember there will be matching requirements when it comes to employee federal and state taxes withheld. Sales taxes are sometimes overlooked as they are usually paid on a quarterly basis, although all businesses collect it at time of sale. There are sizable penalties if these payments are made late. This is where someone with experience in finances or accounting can be useful in making sure all the important expenses have been covered. Your banker will read it with keen interest and may recognize it as your ability to manage the business. Don’t hurry this process. Your cash flow budget should be a working document that can be tweaked as you gain more experience. Calculating your cash flow can be exciting and stressful at the same time, but quite rewarding as an entrepreneur to understand what an important tool it can be towards achieving one’s business goals.

W W W . O U R S O L I D A R I T Y. C O M

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573.268.1169 Professional /daym/

Take charge of your tomorrow. When investing, women face different financial risks and life challenges than men. Starting with a review of your current financial condition, our advisors will help define your goals and craft a personalized strategy to help you reach them. Start your journey to financial freedom today. (above, left to right: Marsha Fifer, CFP® , Chalee Crouch, Linda Jansen & Rebecca Stansberry) Marsha Fifer, CFP® 720 East Broadway, Columbia 573.874.8520 • marsha.fifer@investfinancial.com Linda Jansen 111 East Miller Street, Jefferson City 573.634.1361 • linda.jansen@investfinancial.com Chalee Crouch 611 East North Street, Eldon 573.302.2490 • chalee.crouch@investfinancial.com Rebecca Stansberry Fifth and Coates, Moberly 660.263.1234 • becky.stansberry@investfinancial.com Rebecca Stansberry 203 East Liberty, Mexico 573.581.2388 • becky.stansberry@investfinancial.com

INVEST Financial Corporation, member FINRA/SIPC, and affiliated insurance agencies offer securities, advisory services and certain insurance products. INVEST is not affiliated with InvestorServices or any bank. Products offered are: • Not a deposit • Not FDIC insured • May lose value including principal amount invested. 116204 (2016.04.09)

BY SUSANNAH SODERGREN

INNOVATE

Where we break business ideas down to the basics.

THE HOST WITH THE MOST Think about turning your passion into a profession.

Idea:

Bed & Breakfast

Campground

Tour guide

You’d need:

$10,000 - $75,000

$10,000 - $50,000

< $500

Expense to consider:

Permitting

Building necessary facilities

Designing and printing guides

You could earn an extra:

$5,000 - $50,000

$10,000 - $50,000

$1,000 - $10,000

The best part would be:

Living in a picturesque getaway yearround

Earning returns on your empty land

An audience for your wealth of knowledge

The worst part would be:

Empty land means starting from scratch

The worst part would be:

Plunging picturesque toilets, etc.

If you like hosting guests and enjoy maintaining an inviting home, perhaps you’re already living in a business just waiting to open up to the public. Expenses and profit vary greatly depending on changes you’d need to make to your property, how many rooms you’d offer, and your location. Even if you’d be thrilled to cook and clean for outof-towners, be sure your layout leaves enough room for your personal space when it’s time to “go home.”

The worst part would be: Sweating through the peak summer season

If you’ve got some land on your hands, sharing it with those looking for a little escape could be a great way to use it. Year after year, camping remains a popular vacation choice. Whether you’re going for rustic simplicity or looking to develop recreational facilities and hire staff, spreading the word about your remote spot is key. Jump on the advertising and join business associations that connect you with travel guides. Then? Go pitch a tent!

Do you have hometown pride and a love for little-known facts? Have you ever taken out-of-town guests on a stroll down your sidewalks to show off the local sites? If you love to talk history, you just might make a buck off your geographical gifts as a tour guide. Think about the kinds of customers you could attract and plan a variety of routes around town to suit their different interests. Then connect with city offices and historical groups to start getting the word out.

Professional /daym/

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Professional /daym/

KNOW

TRENDING: Using social media for more

BY SUSANNAH SODERGREN

You’ve heard that you need to get your business on Facebook, and that you should probably be Tweeting, putting those little square icons on your sales materials that tell customers you’re only a click away anytime, but why? There’s no doubt that a social-media presence can help increase the visibility of your brand. But to simply view it as a new, cheap extension of your promotional strategy could mean you’re missing out.

1. Beyond marketing, business owners are using social media to LEARN.

2. Spending on social media could mean the difference between growth and hyper growth.

3. Social media is a big influence on SMBs looking for a financial service provider.

Eighty-one percent of SMBs use social media. Almost all of these users (94 percent) use it for marketing. But half of them are also using social media to learn and share resources by reaching out to peer networks for information and opinions, learning from industry experts, and seeking out new insights.

While most SMBs are growing now, 1 in 6 are in “hyper growth” mode, which means they’re showing a significant increase in yearover-year revenue. The study finds a strong correlation between hyper growers and business owners who report effectively using social media to maintain brand identity, spread word of mouth, share content, and generate leads.

Sixty-eight percent of SMBs on social media use it for financerelated reasons, like keeping up on trends, seeking advice on financial decisions, and recommending financial products to others. SMBs are coming to social media with needs that financial service providers can actively set out to meet.

Professional /daym/

1992 CALLED they want

THEIR website

BACK

Professional /daym/

Nancy Vessell

“...‘WAR’ IS WAGED INSIDE THEMSELVES, as mothers struggle to make D I F F I C U L T

C H O I C E S for their own families.”

Nancy Vessell is a freelance writer and editor who worked for more than 20 years as a newspaper reporter and columnist. She contributes articles to two national health care publications in addition to freelance consulting.

The incident occurred more than 25 years ago. Parents of young children had gathered to hear a talk about child development and then share their experiences with childrearing. One mother made the broad statement that she thought children who went to a child care provider during the day while both parents : worked — as she did — had an advantage over children who were home with a parent. Immediately, I felt the mother next to me bristle. I searched for the nearest bunker. Letting the comment pass was not the nature of this woman, a friend who had made sacrifices to be home with her children. The sharp exchange between the two young moms who had made different choices was quickly ended as the meeting facilitator guided the conversation out of the combat zone. The Mommy Wars of the 1980s. It was mostly a cold war of resentment, but it occasionally heated into skirmishes typically triggered by statements mothers made to justify their choices, which put others on the defensive. Even the language used

was incendiary. There were no good labels to give either mom. “Stay-at-home” moms said that label inaccurately described their on-the-go lifestyle. Calling them “full-time” moms raised the shackles of moms with jobs outside the home, who insisted they were not part-time moms, but always moms wherever they were. And to call her a “working” mom insinuated that moms without paid jobs did not work — perhaps the greatest inaccuracy. And then there were the “super moms” or “women who have it all” labels — a concept that has been generally carted off to the archives. It was another senseless war, fought without purpose. Now, a generation later, mothers have evolved beyond that. In the interim we’ve had a major recession and mounting college loan debt, which require choices based on necessity rather than philosophy. Also, a broader array of choices allowing flexible work arrangements, such as working part time or from a home computer, has blurred the line between the choices.

KNOW

Mommy wars

It’s not your mother’s war today

That was pointed out in a small survey I conducted of several young mothers in mid-Missouri. They suggested that today the “war” is waged inside themselves, as mothers struggle to make difficult choices for their own families. “If (moms) have made the right choice for their personality/family, there is less resentment or envy for the other side,” says Leslie Tanner, banker and mother of two. Lindsey Rowden, mother of three, has gained new insight into the hard work of being home full time after her job of 10 years was recently eliminated. “This is much harder than I imagined! I do label myself as a SAHM (stay-at-home mom). My work is running the household and teaching my children that everyone’s situation is different.” Heather Feeler, hospital marketer and mother of two, is an aggressive pacifist: “I guess I strive for a balanced life the most and seeking joy out of each day. I don’t want to look back and see I wasted time on worry, resentment, or wishing I was in someone else’s shoes.”

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LEARN

Who is George Whipple and why is he in my bathroom? Branding lessons learned from one of marketing history’s greatest success stories. By

I N T R O D U C E D I N 1 9 6 4 , Mr. Whipple, portrayed by actor Dick Wilson and also known as George the Grocer, enjoyed more than 20 years promoting the “squeezable softness” of Charmin toilet paper in print, radio and television ads. If you’re too young to recognize the name, YouTube it. Mr. Whipple was to the ‘60s and ‘70s what Flo from Progressive is to today: a kind of quirky, ever-present, over-the-top, hyper-focused, fictional pitch person saturating the country’s consciousness. Believe it or not, according to Charmin.com, at one time Mr. Whipple was named the third-bestknown American — just behind former President Richard Nixon and television evangelist Billy Graham. Of course, that was before the age of reality TV and the Kardashians. And, his familiarity didn’t happen overnight. In fact, George Whipple appeared in

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Lili Vianello

more than 500 commercials. The American public couldn’t have distanced themselves from him if they’d wanted to … come to think of it, much like the Kardashians. George Whipple joined our consciousness and his trademark line, “Please don’t squeeze the Charmin!” joined the nation’s vernacular. He said it, and then we all said it. Over and over again. In fact, in 1978 R.H. Bruskin Associates named it as the most recognizable advertising slogan — being identified by eight out of 10 people. So what lessons can be learned from this made-up advertising pitchman who hasn’t been on air since 1999, and who was ultimately replaced by a hygienically-challenged family of cartoon bears? (Does everyone else cringe when the young bear comes out of the bathroom with pieces of toilet paper all over his bottom?!)

Lesson #1: Quirky plays well, as evidenced by George the Grocer, Flo from Progressive, the gecko from Geico, Urkel from Family Matters, Sheldon from The Big Bang Theory, Kramer from Seinfeld, Phoebe from Friends, that really annoying lady yelling, “Where’s the beef?” – the list goes on and on. And, the public doesn’t even need to like your quirkiness. The “Where’s the Beef?” gal drove me nuts. So does the All-State mayhem guy. But you have to first catch someone’s attention to get your message across.

Lesson #2: Talk to your target audience. You have to understand how they think to create a message that resonates with them, and sometimes you have to educate

consumers. It’s not like everyone was talking about wanting to squeeze their toilet paper before Mr. Whipple showed up on the scene. He started the conversation and raised the importance of having soft TP.

Lesson #3: Consistency is key. It took real commitment, real vision for the Charmin brand to stick with the Whipple character for so many years. Many times, just about when their message is first being heard and recognized by others, advertisers decide they are sick of their campaigns and ready to move on. Building a brand takes consistency over time. Also, when developing a marketing campaign, advertisers need to think beyond the one ad at hand. Developing a message that transcends time and works in a variety of media is important. It’s challenging to always have vision enough to see how a character or concept will perform over time. It’s doubtful the marketing folks making decisions for the Charmin line could have predicted their creation would endure, even enough to be featured in the name of a book title, actually a book on marketing called “Hey, Whipple, Squeeze This: The Classic Guide to Creating Great Ads,” by Luke Sullivan. However, if you are consistent over time and media, talk to your audience, not at them, and have fun doing it, you’ll increase your chances of creating an effective and memorable campaign and branding strategy. Oh, and one more thing … please, don’t come out of the bathroom with bits of Charmin all over your bum.

Lili Vianello is a community volunteer, radio show co-host and the president of Visionworks Marketing Group. She spends her spare time with her husband and their four-legged children.

Healthy is Beautiful! What makes our products unique? women owned | american made | botanical ingredients affordable for the WHOLE family

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please pass the elbow grease

BY NICHOLE L. BALLARD P H O T O S B Y K I M WAT S O N

“When I first opened up I cannot tell you how many people told me, ‘You’re not going to make it.’” - Melody Farnen

A R M E D W I T H F A I T H , determination and good old-fashioned elbow grease, Melody Farnen began ripping up the old, dingy carpet held together by black masking tape in her newly bought jewelry store nearly 20 years ago. After painting, and replacing the old shop lights fashioned with a string and washer, she came away with the bruises venerating her path as a jewelry store owner in her hometown of Mexico. “I’m just a farmer’s daughter,” Farnen said humbly. She began working in Miller’s Jewelry Store at 13, formerly located just across the street and on the corner where Melody’s Quality Jewlery does business today. She worked for Miller’s throughout high school and into college. The experience primed her for a career in jewelry she said, but she pursued a secretarial degree in college. Farnen ended up working for other jewelry stores after college. She worked for Gordon’s in Boonville and for Zale’s in Jefferson City. “If I could redo what I have already

done, I would have gone to jewelry school,” she said. But Farnen has earned her stripes in the jewelry business even without a gemology degree. She has a total of 35 years working in the industry. In 1995 her father was diagnosed with cancer and she knew it was time to come back home to Mexico. “As I look back on it, God was preparing me to be where I am now,” she said. In hindshight, Farnen said she can’t understand why she made the decision to purchase the store, but she’s glad she did. “When I first opened up I cannot tell you how many people told me, ‘You’re not going to make it,’” she said. The major competitor at the time was Piltchers, a 100-year-old establishment that had a certified gemologist on staff. The woman who sold Farnen her store owned both jewelry businesses at the time. The store Farnen bought was failing. “When I started out it was just me

and one other lady that worked with me,” Farnen said. If anyone missed a paycheck it was Farnen. “There were days I had a 10 or 15-dollar day and that was it. I don’t know how I survived, but I did.” But the hard work and smart choices she made led her to the biggest earning year of the store’s history in 2013. “A lot of difficulty was the financial end of it. The type of thing I sell is not something that everybody has to have. It’s not like food or clothing,” she said. “I have to create a moment and create a desire to make a purchase. That was very difficult.” For the last two years Farnen has served as the elected president of Missouri Jewelers and Watchmakers Association. She credits industry associations with continuing her education and said trade seminars are important to for staying up-to-date in business. Roz Gordon, co-owner of Gordon Jewelers in Boonville and one of Farnen’s former employers is also a member

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“It’s great to have the best, but if you can’t pay for it and you go out of business six months later, what good is that? I don’t owe one penny to a bank, but I didn’t do that overnight.” - Melody Farnen

of the association board of directors. “She’s willing to serve and give back to the jewelry industry and she’s very capable of doing that,” Gordon said. “She’s a very down-to-earth and a very sincere person.” Farnen’s strategy is unique: begin early. Melody’s Quality Jewelry offers jewelry and specialty items such as class rings for high school students, tuxedo and gown rentals, wedding invitations and even china. She is sure to

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offer everything to make the moments in each stage of life special, and in doing so keeps Melody’s Jewelry in the role of a family jeweler, she said. Even though she only makes an average of $5 on the sale of a class ring, the procurement of a customer at such a young age is important to her business model. Finding specialized services that others don’t provide also helped make the store successful. In particular the investment of $31,000 in an engraver

four years ago helped Farnen acquire new and different types of clients. An in-store jeweler also sets her apart, she said. The biggest mistake a new owner makes is overbuying, Farnen advises; “It’s great to have the best, but if you can’t pay for it and you go out (of business) six months later, what good is that? I don’t owe one penny to a bank, but I didn’t do that overnight. “If I don’t have a customer in mind, I won’t buy it. You have to realize that at the end of the month you have to pay sales tax.” For example, she said, sales tax for the store was $7,000 last month. “I have salaries I have to pay and other bills. That’s a monthly thing, just to keep the store running. You have to be very, very good with numbers.”

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EVERY DAY SHE’S HUSTLIN’ hustlin’, hustlin’, hustlin’

BY NICHOLE L. BALLARD PHOTOS BY TRAVIS DUNCAN AND BOBBY’S PHOTOTGRAPHY

BOBBY’S PHOTOTGRAPHY ROLLA, MO

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PHOTO BY TRAVIS DUNCAN

“THERE IS REALLY A LOT OF LONG, HARD HOURS OF WORK. IF YOU’RE IN BUSINESS, IT IS NOT 40 HOURS A WEEK AND IT IS A LONG TIME BEFORE YOU ARE MAKING WHAT YOU’RE WORTH.” - MARILYNN LANGSTON

M A R I LY N N L A N G S T O N K E E P S her customers close, and somehow manages to advocate for downtown Rolla while mentoring new entrepreneurs and owning three businesses and a farm ... Oh yeah, she is the Facebook page administrator for Shop Downtown Rolla and a member of the downtown Rolla association. But, it’s all in a day’s work. She can be found on any given day popping in and out of downtown businesses on Pine Street or running between the two buildings that house her three businesses. Some days you will find her speaking with the people who are headquartered at city hall.

The lights are brighter there Every other Saturday little Marilynn and her family would take a trip from their farm into downtown Rolla, and it stuck with her. Rolla’s downtown has more than 100 businesses and is a historic destination for travelers. Annual events like the Route 66 Summerfest and arts and crafts fair bring in tourists to “the middle of everywhere.” Special events and tournaments in Rolla generate

nearly $1 million through retail shopping, dining and hotel accommodations, according to the city’s website. “I really believe in the downtown area and that it is truly the heart of a city and it’s important to me to keep downtown Rolla alive,” said Langston, who has become an advocate for downtown businesses. Langston is a member of the Rolla Downtown Business Association, was on the board of directors for the Rolla Area Chamber of Commerce for three years and in 2012 was selected as the Rolla Area Chamber of Commerce Entrepreneur of the Year. She is active in speaking to council members and raising the concerns of her fellow business owners in the downtown area. For example, in late April she spoke with the Public Works director about parking problems for the barber shop down the street. Lisa Stubblefield, owner of Front Porch Boutique, located right next to Langston’s Red Door 2, admires Langston for her commitment to making downtown Rolla successful and vibrant. “I don’t think there is any business owner that

cares as much about downtown as much as Marilynn does, and if they do, they are not acting on it on a daily basis like she is,” Stubblefield said. “Her mind is always thinking about ways that all of us can improve together and attract people to downtown Rolla.”

Working her way up Langston is a Mizzou graduate with a degree in Human Environmental Sciences, which was referred to then as good old home economics, and a minor in business. “I knew that I wanted to be in business for myself at some point in my life.” After she started working in a custom upholstery shop, Ozark Interiors, and she convinced the owner that he needed to offer design services and that she should manage it. “It was a natural lead-in to have window treatments available and design services available,” she said. “I didn’t really have any idea how to go about getting samples or anything, so I just started making phone calls.” It worked. Langston relied on her perseverance and hard work to get through the beginning of her career at Ozark Interiors, learning

the importance of making clients feel happy, comfortable and confident. “There is really a lot of long, hard hours of work. If you’re in business, it is not 40 hours a week and it is a long time before you are making what you’re worth,” she said. “You also have to have enough capital behind you to survive until your business is making enough money to pay you,” she stresses to entrepreneurs seeking advice.

Making it big Langston doesn’t have an angel investor story. She didn’t scrimp and save in order to start out debt-free. She began Langston Interiors, Inc. the way most startups do, she borrowed money from the bank. She worked for Ozark Interiors for 10 years before being able to start Langston Interiors, Inc. in 1989. A dedicated clientele followed her when she ventured out on her own, some of whom she still has today. “My daughter is now 29 years old and I will have customers call me up, this was some years ago, saying ‘You know when you put these draperies in you were

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SUBMITTED BY MARILYNN LANGSTON

PHOTO BY TRAVIS DUNCAN

pregnant with your daughter,’” Langston recalls laughing. “I was climbing ladders hanging drapes and I was nine months pregnant. “Once you get a customer in interior design you typically keep a customer. I transition with them.” Langston opened a gift store called Red Door Gifts after Rolla’s former downtown gift shop closed seven years ago. Purchasing versus renting was a no-brainer for Langston. She figures that real estate is an investment, especially downtown where buildings tend to be cheaper. Paying myself rent makes more sense than paying someone else, she said. Considering many retail and small business owners spend their profits and earnings by reinvesting in their businesses, by the time they retire, there is nothing, Langston stresses. Owning real estate is a retirement plan. She bought a second building to house Red Door Gifts, and later found out that her mother worked in the very same place more than 40 years ago. It still has the original wood floors in it, she said as her voice caught in her throat with the significance the building holds for her family. Five years ago her daughter came into the business managing the gift shop. “It’s been a blessing for me because we get along really well and are very compatible with our buying,” Langston said. The gift store has a huge variety of gifts for all ages and tastes. People can purchase anything from a $5 gift to a 1896 parade in downtown Rolla. Buildings which now house Langston Interiors and Red Door 2 pictured.

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ME RY L I N L A NG STO N S

10 LESSONS IN SURVIVAL *** NO. 1. Borrow enough capital to survive for a year. Pay yourself minimum wage at most. NO. 2. Plan on working more than 40 hours a week: More like 60 – 80. NO. 3. Don’t plan on your friends and family keeping you in business. NO. 4. Find a mentor: Make sure to get advice from someone who is financially successful. NO. 5. Refer customers to other businesses and ask other businesses to refer customers to you. NO. 6. Join your local chamber of commerce: It is an invaluable source of referrals. NO. 7. Pay your bills before you pay yourself: Bad credit is a death wish. NO. 8. Keep your merchandise fresh: If you bought a “dog,” and everyone does, don’t hang on to it. Sell it at a discount or donate it and get it off your shelves. NO. 9. Be grateful: Let your customers know you appreciate them. NO. 10. Invest in real estate.

$500 gift from Red Door Gifts. Langston bought another building downtown — a historic gem — a few years ago in order to move Langston Interiors and expand the gift shop to offer interior furnishings, home décor and high-end jewelry and gifts at a second retail store called Red Door 2. “Were are the go-to place for gifts and bringing visiting friends,” Langston said. She pulls people in from the interstate with advertising focused on three billboards. Projected sales for this year for all of Langston’s businesses is $800,000, with Red Door Gifts bringing in 2/3 of the sales. She hasn’t always been successful though. Through the years, Langston tried three times to open Christmas shops downtown. Although the shop did well in the fall and winter, she still decided to close the doors. The second go-round with a Christmas shop years later was much more successful, but after weighing the profits against time and effort to run the store, Langston decided it wasn’t worth it, and closed again. “So as the song goes, ‘Know when to hold ’em, know when to fold ’em’,” she said. “The greatest gift I have is that I am not afraid of failure.”

Living the philosophy Each week Langston speaks to her sales staff about the importance of being kind and friendly to customers

in order to provide a unique experience and curb competing Internet sales. “We treat all of our customers as friends,” she said. “Service is our main goal.” She invites customers to her home, about 25 miles outside of town, every year for a lamb party on her farm as a way to extend that philosophy. Mentoring also plays a role in the life of this alwayson-the-go entrepreneur. “She is always there to answer questions I have,” Stubblefield said. “We discuss marketing, in terms of what billboards or radio or print ads can do. She always gives suggestions. “On every aspect of retail, she is always giving me advice,” said Stubblefield, who has been in business for a little over a year. Langston always picks up the phone to help those who seek advice, like when Stubblefield didn’t know what to do when a customer broke something in her boutique. The first person she called was her neighbor. “One of the hardest things about being new in business is that you feel alone and are uncomfortable reaching out and asking other business owners for ideas and help,” Langston said. The near future will bring some changes for Langston. She plans to put Red Door Gifts up for sale soon. Always busy, Langston is also exploring the idea of having a bed and breakfast on her farm.

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STARTUP DIARY #004

Becca Burkhart – Holdems Company, LLC T H E P I N G O F a ball coming off a bat and the cheers from the crowd fill the air in mid-Missouri as summer ball gets under way. For Becca Burkhart, watching her sister play softball led to more than just cheering her on. In 2011 Burkhart, now a senior at Moberly High School, was at her sister’s game when someone hit a foul ball. Her 8-year-old cousin went to get the ball, but then had a hard time figuring out what to do with it. Throwing the ball over the fence might hit someone, or it might not even make it over. People got impatient waiting for the ball to make its way back into play. Burkhart thought there had to be a better way. Thus the Foul Ball Return Station was born. With the help of her dad and old metal around their barn, Burkhart fashioned a prototype of a system that would allow spectators on the outside of the field to return foul balls to umpires on the inside. In 2012, Burkhart took the prototype to Mack Hills Metal Fabrication in Moberly to make the product. The Foul Ball Return Station is made up of three parts – a basket that holds the balls on the spectator side, a smooth part on the field side and a bag that comes with six stainless steel bolts. The system is durable, made out of double, powder-coated, hardened aluminum. Burkhart worked with DECA, a career and technical student organization at the Moberly Area Technical Center to get the product ready to sell and start a marketing plan. Sonda Stuart, Marketing Instructor/DECA Sponsor said, “This organization provides a link from the classroom curriculum to the career skills. ” On Burkhart, Stuart added, “Becca is very intelligent and motivated – two qualities that are necessary in develop-

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BY NICOLE FLOOD PHOTO BY RANDAL WEIDENAAR

Innovation meets entrepreneurship with a foul ball return station

ing an idea into an actual business venture.” Stuart said that pushing students to their potential plays a large part in teaching them business and marketing principles. “Becca has always been that student who was willing to put in the extra time and effort to put her best product forward,” Stuart said. Once the product was manufactured, Burkhart began selling them herself to local ballparks. She created her own website and sold 100 units before the worldwide catalog distributor On Deck Sports contacted her about selling it. On Deck heard about the invention from a customer and picked up her design. In 2013, it was named Best in Show at the 68th Annual American Baseball Coaches Convention in Chicago. Burkhart said that as a student, having her invention picked up by a big distributor was great because it allows her time to focus on school while they sell the product she created. “This was a great way for me to have my product being sold and it’s a worldwide catalog and it’s the largest sports supplier,” Burkhart said.

She hopes to create more products through Holdems Company, LLC and sell them to larger distributors in the future as well. “I wanted to see if my product could sell,” said Burkhart. “The main goal I wanted out of selling this product was to get my feet wet and have my product and company name out there for now.” Burkhart learned a lot from the process and offers this advice to others: “Don’t let anybody tell you that you can’t do anything – whether you are female or whether you’re young – don’t let people tell you that you can’t open your own business or invent your own product.” Stuart added, “We have some brilliant and amazing young business professionals coming up and they will be the ones to save our local economies and provide the means to keep a small town thriving and alive.” Burkhart plans to attend the University of Missouri – Columbia to pursue a degree in business administration with an emphasis in marketing.

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LEAD

one B.R.A.V.E. woman B Y H E AT H E R F E E L E R PHOTOS BY ALEX PALMER

Publisher’s note: What if half the people who read this article made it a point to buy their next gift from this woman? What a blessing that would be.

Running a small business is like climbing Mount Everest: Doable, yes ... but it ain’t easy. Now imagine climbing Mount Everest while your husband is deployed, with two kids in tow. Trisha Sandbothe is one brave woman. T R I S H A S A N D B O T H E isn’t big on titles. Although she’s an entrepreneur, and a successful one at that, she steers clear of such labels and instead focuses on doing what she loves every day — being creative. Sandbothe, owner of Initially Yours, a store in Jefferson City focused on unique, monogrammed gifts, began channeling her creativity in childhood. She would make handmade items she called Trish’s treasures, but took a few detours later on in her professional career: DNA sample collector. Stay-at-home mom. Purse seamstress. It wasn’t until she was living in Alabama with her husband, Matt, who was in flight school, and also pregnant with their second child, that a new business plan suddenly hatched out of necessity. While she had started a home-based business, Snazzy Bags, in Jefferson City prior to moving, the sewing of handmade bags to sell at home parties wasn’t translating well in the Alabama climate, or in her quickly changing life. “I was sewing bags in the garage of our rental house in the hot Alabama heat until I couldn’t do it anymore while pregnant,” says Sandbothe. “I found this great initial store in Alabama that I just loved and thought, I need to take this back with us to Jefferson City.” And that’s what she did. The get-it-done determination to turn her creativity into a storefront business five years ago upon returning home to Jefferson City is the same grit that helps her survive being a parent while her husband is deployed in Afghanistan. “It was crazy at Christmas between him being gone and it being the busiest time of the year at the store, but you just have to adapt and overcome,” says Sandbothe. The lessons she has learned as a business owner, such as delegating to a great staff so she can focus on other responsibilities, are the same tools that are serving her well in this trying time for her family. When she gets overwhelmed, she reaches out to supportive family and friends for help, she says. She is also using the power of technology to get through this second deployment. “FaceTime is a big way that we are coping, which was a luxury we didn’t have during his first deployment to Iraq when we would wait months for a timed, 10-minute phone call,” she says. “He calls every morning to talk to the kids and I on FaceTime. It’s so helpful!” While Sandbothe easily brushes off any talk of strength and resilience in her personal journey, including being a business owner, she is even more humble when asked for advice she would give others. She laughs while thinking. “Just go for it, I guess,” she says. “It’s all a learning process.”

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Saultâ&#x20AC;&#x2122;s Drug original location on 9 E. 5th St, Fulton. Photo taken in the late 1960â&#x20AC;&#x2122;s.

Mom-and-pop drugstore continues to outpace big competitors BY NICHOLE L. BALLARD PHOTOS BY DOUG HILL ABOVE LEFT: EMPLOYEES BUSY INSIDE SAULTS DRUGSTORE. PHOTO BELIEVED TO BE TAKEN IN THE LATE ‘30S OR EARLY ‘40S. ABOVE MIDDLE: ANHEUSER-BUSCH WAGON VISITING FULTON IN EARLY ‘50S, PULLED BY WHITE MULES. KARL WEHIE AND LEONARD HOBBS IN FRONT, WITH MAURICE CURTIS IN BACKGROUND. ABOVE RIGHT: STOCKING UP. LEE SAULTS (ORIGINAL OWNER AND FOUNDER, WITH CIGARETTE) AND CECIL STOCK, PREPARE FOR WINSTON CHURCHILL VISIT IN 1946.

Saults has been a staple in Fulton since 1937 and it’s not going anywhere. A C C O R D I N G T O A recent survey by Consumer Reports, independent pharmacies are outdoing larger chains such as Walmart. Brenda Real, co-owner of Saults Drug HealthMart in Fulton, couldn’t agree more with the results. Saults Drug Store has been going strong in the Brick District since 1937. The key to success, Real said, is Saults’ commitment to customers and the uniqueness of being independent, which for Saults includes offering gift items, a liquor department and an old-timey ice cream soda fountain. They also deliver prescriptions. “We have a few coffee groups that come in every morning and drink coffee and try to solve the world’s problems,” Real said. “The pharmacy is where the money is made, though.” The store is truly mom-and-pop, as they say. Real and co-owner, Alton, work with their daughter Afton Parker, a business major from William Woods, to manage and run the business. Alton bought the business from his partner Lee Saults in 1972.

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“Working with my family is very rewarding, because at the end of the day we have the same goals in mind,” Parker said. “We are not there just to put in our hours; we have a special interest of keeping the drugstore successful and competitive in the current market.” There were three independent pharmacies in town when Alton purchased the store in the ‘70s. Since then a Walmart and a Walgreens have opened in the area, but Saults continues to thrive. “We have a loyal base. Our biggest complaint from people that come in from Walgreens and Walmart is that they take too long and they aren’t real efficient,” Real said. The No. 1 reason people choose a drugstore is because of the relationship between pharmacist and patient, according to Lucinda Maine, CEO and executive vice president of the American Association of Colleges of Pharmacy. Independent drugstores ranked highest in the survey with 94 percent of their customers attributing their local drugstore and pharmacists as being knowledgeable and available to discuss prescriptions. Saults is no exception to the rule.

“We value our customers and know them by name instead of a number. We are there to help with their prescription needs on an individual basis,” Parker said. Her mother agrees and said that customer service was a valuable skill learned over time. “Usually when people come in they don’t feel good, so we try to stay upbeat,” she said. “I don’t know if it’s something that we’ve learned along the way, but we’ve certainly gotten better at it over the years.” Eight full-time employees plus high school interns service patrons of Saults, which fills a few hundred prescriptions on any given day, Real said. The store is constantly busy. “We provide an old-fashioned service, with modern technology,” Real said. “We have a website, are on Facebook, and you can order your prescription online, but we pride ourselves in saying, ‘We still answer the phone,‘ which is the logo on our T-shirts.” Real said a new business partner bought into the drugstore two years ago, Mark Jennings. Jennings is gearing up to take over operations when Real and her ex-husband retire.

“We have a website, are on Facebook, and you can order your prescription online, but we pride ourselves in saying, ‘ W E

STILL ANSWER THE P H O N E , ‘ which is the logo on our T-shirts.” - Brenda Real

PAGE 46; Bottom Left: Summer of 1987. Owners Brenda and Alton Real with daughter Afton inside Saults during Kingdom Days celebration. Bottom Right: Brother and sister walking ads: Nathan Real (age 5) and Afton Real (age 3), wearing their red Saults shirts at Kingdom Days street fair, 1987. Above: Brenda and Afton still together: on Court Street in front of Saults’ current location. PAGE 47: Inside Saults. A day in the life of Fulton’s small town pharmacy. Bottom Left: Mikey Baker and Jody Pachel laughing and solving the world’s problems over lunch.

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LEAD

Girls with Grit

Opportunity looks a lot like hard work.

No. 1

No. 3

No. 5

Lindsey Pantaleo

Assistance League

Kerri Stephens

INNOVATOR OF THE MONTH Lindsey received her MBA from Missouri University of Science and Technology in Rolla. Earlier this year, she purchased a historic home in downtown Jefferson City for Lindsey Pantaleo Photography. She specializes in weddings, engagements, and high school senior photography. Her work has been featured in Style Me Pretty, Le Magnifique, Senior Style Guide, Seniorologie, and more. Lindsey and her husband also opened Pantaleo Films in 2014 which is a cinematography company that specializes in commercial and wedding video. Their most popular film is the “Best of the Road - Jefferson City,” which was featured in the Rand McNally competition. Lindsey is also a staff writer for a company called Fstoppers.com.

CELEBRATING 20 YEARS Assistance League® of MidMissouri is celebrating their twentieth anniversary as a chapter of the national Assistance League organization. (Pictured: Acting President Susan Brooks)

CELEBRATING YET ANOTHER CERTIFICATION Kerri Stephens, APRN, ACCNS-AG, CNS-BC, of Capital Region Neurology Clinic in Jefferson City has earned CNRN certification through the American Board of Neuroscience Nursing.

No. 2 Kiersten O’Dell MULTITASKER AWARD Fayette chamber president. Market manager for the Fayette Farmers’ Market. Event coordinator for Grow MidMissouri. Owner of Silverlight Marketing Group. And most importantly, full-time mom!

No. 4 Ms. Katy (Katherine Howland) ”DANCERS’ ALLEY “: CELEBRATING 25 YEARS Since 1989, Dancers’ Alley has been providing professional dance training for young people in Jefferson City and surrounding communities. More than 3,000 students have experienced classical ballet, pointe, tap, jazz, contemporary dance and preschool classes taught by three full-time professional teachers and six part-time instructors. Ms. Katy, studio owner and ballet director, has been with the studio for 15 years. She received a Bachelor of Fine Arts in dance from Stephens College and has studied professionally in New York City and London. Before joining Dancers’ Alley, she performed, taught and choreographed in Columbia for many years.

No. 6 Ashley Parshall CENTRAL BANK - J.C. PROMOTION Parshall was recently confirmed as Second Vice President - Compliance Officer by the bank’s board of directors. Her job duties include implementing and ensuring the bank’s adherence to all federal and state banking laws and regulations.

No. 7

Regina Peters INDSUTRY MOVE Regina Peters recently became the director of the south location at the Academy of Early Childhood Learning in Columbia. She is proud to work for the preschool while also freelancing as an illustrator for Professional Daym.

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S O C I E T Y

2014

Hugo Vianello, Founder & Conductor Laureate

FESTIVAL

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The Missouri Symphony Orchestra Maestro Kirk Trevor, Music Director & Conductor

June 2014 Schedule

MASTERWORKS

FAMILY

COMMUNITY

CASUAL CLASSICS

Umi Returns

Peter and the WolfZookeeper’s Dream

Strike Up the Band

Love Notes

Saturday, June 7 7:30 p.m.

Wednesday, June 11 6:30 p.m.

Paul D. Higday-Mozart Music Trust presents

The Dover Quartet Monday, June 16 7:30 p.m.

Music and Science Wednesday, June 25 6:30 p.m.

Orchestra Showcase Saturday, June 21 7:30 p.m.

CHAMBER Chamber Recitals Monday, June 9 7:00 p.m.

POPS Wicked Divas Friday, June 13 7:30 p.m.

Monday, June 23 7:00 p.m.

Ben E. King

All Chamber Recitals held at Broadway Christian Church

Friday, June 27 7:30 p.m.

Thursday, June 5 7:00 p.m. Stephens Lake Park Ampitheater

Community Concerts

Thursday, June 12 Douglass Park 12:00 p.m. A.C.T. 1:00 p.m. Lenoir Woods 6:00 p.m. Community Center

Tuesday, June 17 6:00 p.m. Columbia Senior Activity Center

Sunday, June 29 2:30 p.m.

…AND MORE The Strong Man Thursday, June 19 6:51 p.m. 6:51 Silent Film with Orchestra

Tour Concert Sunday, June 22 7:00 p.m.

Lake of the Ozarks Shawnee Bluff Winery

Sunday, June 29 7:00 p.m. Shelter Gardens

Tales and Scales Tuesday, June 24 6:30 p.m. Daniel Boone Regional Library

www.MoSymphonySociety.org #hotsummernights HSN Professional Daym Ad.indd 1

4/29/14 3:46 PM

BY BONDI WOOD

DAYM-APPROVED MAN

He’s the man

The St. Louis Cardinals are America’s team. Respected nationally for their success on the field; however, their most significant statistic from a business perspective is their ability to grow their own talent. Currently the St. Louis Cardinals’ roster includes 27 homegrown players. No other team in the league has more than 17. Instead of paying exorbitant free-agent salaries to lure or retain top-tier players, the Cards organization cultivates its own workforce from within its minor-league system. Such a commitment requires vision, patience and persistence in an environment unaccustomed to valuing such traits. Shane Mayes is the founder and CEO of Onshore Outsourcing and like the Cardinal organization, he’s developing his own workforce to meet the needs of his growing IT services company in Macon.

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M A Y E S A D M I T S he struck out several times, even bottomed out, before becoming a big-league player in the business world. And like all good stories, it begins with a girl.

The girl Mayes spent a fairly typical childhood in High Ridge, Mo. He served in the Gulf War, returning to a series of successful jobs in the IT field. He rode the dot-com wave to Miami, married and divorced, crashed when the dot-com bubble burst and ended up living in a camper in his parents’ backyard. “I didn’t even have a car. I lost everything. I went from being somewhat wealthy to

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having nothing,” he says. “It was a long, sort of drawn out spiral,” Mayes admits. But then he met her. “While I was in that broken state, I met Lisa,” Mayes says. Mayes credits Lisa, now his wife and mother of their two children, with helping him regain his focus; inspiring him to live a life of meaning and purpose. Lisa’s purpose was to be a physician. And when the two met she was filling out applications to medical schools, mostly in rural communities. Mayes remembers pondering how he would ever make a living in a rural area. “I can’t farm. I can’t build stuff. I’m pretty much

useless outside of the IT world,” Mayes says, chuckling. Mayes needed a plan.

The plan Mayes recalled that his previous IT employers had used offshore outsourcing. Mayes decided to start a company to compete head-to-head with offshore outsourcing by tapping into an underdeveloped rural workforce. Today the plan is a reality. Onshore Outsourcing is the lowestcost provider of IT services in the US, according to Mayes. Onshore Outsourcing, headquartered in Macon, has four Missouri locations, and just this year launched two Georgia locations.

“Today, we’re around $12 million in sales, have 220 employees and our clients are Fortune 1000 companies from across the country,” Mayes says. Onshore Outsourcing provides a variety of services, including IT consulting, software development, application support, and testing and data services. These services require a variety of skill levels. Mayes admits that initially finding local employees was a struggle when he launched the business in 2005. “I finally had a job fair and about six people showed up,” he says. “We worked really hard and got to be somewhat productive,

“Onshore is currently working on opening an O N - S I T E D A Y C A R E , making employment opportunities M O R E A C C E S S I B L E F O R W O M E N .”

then we got to be somewhat successful. Entrepreneurship is tough.”

The training Although Mayes wanted to employ the people of Macon, most of them had little to no IT training, necessitating his move to incorporate training into his business model. “It took a long time to get the workforce development started,” Mayes says, but today the company offers several types of training in software development, data management, software testing and help desk customer service. Much of the training is presented in an intense, eight-week, highly interactive “boot camp” format. Other training is provided while on the job and specialty training pop-ups as needed by client. Onshore has also partnered with HannibalLaGrange University and offers employees onsite opportunities to take college courses. Travis Winegar, director of workforce development for Onshore Outsourcing, says the training and workforce development are crucial to Onshore’s mission, “We’re here to revitalize rural America, and the best way to do that is through our local community, providing opportunity to people who

were dislocated, had no jobs or had nowhere to go.” To begin developing the workforce even earlier in peoples’ lives, Winegar is launching the company’s newest training initiative this fall: Pathways to Prosperity targets students at Macon’s high school.

come out of the program almost work-ready,” Mayes says. But being trained in a vocation, according to Mayes, isn’t enough to counteract the effects of generations of poverty. “Now we have to teach them how to move upstream,” he says.

The pathway

The bridge

“Pathways to Prosperity” was originally a report generated by the Harvard Graduate School of Education in 2011. Its purpose was to examine existing educational systems in the U.S. and how well they prepare students for future employment. The upshot of the study was that funneling all students to a four-year baccalaureate degree was short-sighted and did not adequately prepare the U.S. to compete for jobs in a highly technical global economy. The publication launched a Pathways network and chose Missouri as one of nine participating states. Missouri’s Department of Elementary and Secondary Education administered the initiative statewide. The goal is to build career pathways, not just college pathways. Mayes immediately saw the value in the Pathways approach to career training and its value to his company and his hometown. “The students should

Moving upstream, according to Mayes is “overcoming the lagging behaviors caused by generations of poverty: economic, social and spiritual poverty.” His efforts to move his workforce upstream are guided by the methods explored in “Bridges out of Poverty” authored in 2006 by Ruby Payne, Ph.D. A former classroom teacher, Payne has published dozens of books and operates a training/ consulting firm based on her principles of how to move people out of poverty and into sustainable employment. One of the tenets of Payne’s program is for businesses to “revise or eliminate policies, procedures, and practices that make it difficult for under-resourced individuals to emerge from poverty.” According to Payne, schools and businesses operate from middle-class norms, making it challenging for those who come from a background of poverty. “There is a whole different set of social norms for

people who have lived in poverty for generations,” Mayes says. He works to implement programs and policies to reinforce a successful transition from varying circumstances. For example, Onshore is currently working on opening an on-site daycare, making employment opportunities more accessible for women.

The future Having recently opened a location in rural Georgia and trying to build a rural workforce there, Mayes says he is meeting many of the same challenges and resistance he originally faced in Macon. According to Mayes, it’s tough getting people to recognize their potential and believe in themselves. While acknowledging it’s difficult to break longheld beliefs, Mayes shores himself up by repeating Charles Stanley, an author and minister, who wrote, “Brokenness is God’s requirement for maximum usefulness.” “The thing I’ve learned along the way is that most people who come to work are in some transition stage like I was,” he says. Mayes’ job is to convince them they have a future, their children have a future and their hometown has a future.

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AFTER FIVE

On sharing your sentiments BY KEITH ENLOE

Keith Enloe is a freelance writer living in Jefferson City. He earned his bachelor’s degree in theatre from the University of Central Missouri. Keith is an amateur playwright and has had several scripts produced locally.

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GREETING CARDS H AV E always held an element of curiosity for me. Cards commemorate so many different celebrations and milestones in life. There’s such a variety of styles, shapes, sizes and sentiments. It’s truly fascinating to browse through the racks looking for that one special card in the vast sea of choices. Like any child, my first exposure to greeting cards was on birthdays when I thrilled to open those special “themed” cards that featured the most popular superhero of the day. Or those that contained the perfect gift: cash! Ah, some things never change.

As a young man with a growing interest in pursuing young women, I learned early that the way to a girl’s heart is often through a romantic card. That knowledge has served me well during my years of both courtship and marriage. Female fondness for cards is one of life’s mysteries, but the greeting card industry has done a phenomenal job convincing us just how meaningful and sincere our deepest emotions can be when expressed in a rhyme written by a complete stranger. When choosing the proper card to convey your feelings you have to be care-

ful, though. I loathe what I’ve come to call the “apologist” card. These are typically anniversary or Mother’s Day cards that always begin with some lame, week-kneed disclaimer like, “I know I never say it, but … ,” or “Even though I don’t show it often enough …” Cards like these might as was well read, “I’m really a worthless husband … ,” or “The father of your children is an inconsiderate slob …” The only real use for these cards is if you do, in fact, happen to be a worthless husband or an inconsiderate slob. Humorous cards are always the most fun to peruse. From political jokes

to the suggestively sexy, there’s something for just about everyone. And, of course, there’s a complete collection of “over-thehill” comedy addressing topics like senility, erectile dysfunction, menopause and incontinence. Topics that really make you feel glad to be another year older. The ever-increasing number of “special days” on the calendar, and the veritable potpourri of cards corresponding to these days is simply amazing. Now we celebrate Grandparents’ Day, Doctor or Nurse’s Day, National Boss or Administrative Assistant’s (formerly Secretary’s) Day –– just to

name a few. And there’s a card to fit just about every relationship or celebration you can imagine. So, if you ever need a Happy Canadian Boxing Day to the Special Friend of My Ex-Mother-inLaw’s Second Cousin card, don’t worry; chances are you can find one. But never underestimate the meaning a card may have for that special someone. After my grandmother’s funeral, we discovered that she had kept every birthday, anniversary or Christmas card she’d ever received since 1952. Pretty strong evidence that the folks at Hallmark are doing something right.

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Advertiser Index Ann Tuckley Home, page 11 Atkins, page 33 Boone Hospital Center, page 6 Busenbark, page 57 Caledon Virtual, page 12 Callaway Bank, page 26 Central Bank, page 18 Central Bank Investor Services, page 22 Concannon Plastic Surgery and Medical & Laser Spa, Back Cover Douglas Hill Photography, page 22

Interior Design Associates, page 19

Shelbyâ&#x20AC;&#x2122;s Watch, page 4

Jones Beltone, page 24

Solidarity, page 21

Jordan Essentials page 29

Southbank Gift Company, page 48

Kauffman Scuba, page 29

Spaces in Balance, page 41

Manor Metal Roofing, page 2

Spillman Contracting, page 25

MayeCreate Design, page 26

St. Maryâ&#x20AC;&#x2122;s Hospital, page 10

Mid-City Lumber, page 41, 49

Toddlers Ink, page 56

MidAmerica Mortgage, page 17

Truescape Garden Center, page 8

Peguinspark, page 3

University Concert Series, page 41

Photography by Angelique, page 59

Windows, Walls and Design, page 54

Pools Unlimited, page 48 Refined Touch, page 55 Regional Economic Development, Inc., page 33

Errand Runners, page 55

SQWEAR, page 21

Innovative Designs, page 39

Sara June Rhodes Re/Max Jefferson City, page 24

To all of our advertisers: Thank you for seeing the value in the power of print. An unintrusive form of marketing that people CHOOSE to engage with. A welcomed impression is a powerful impression. To advertise call 573-310-1357 or email advertising@professionaldaym.com

ACROSS

DOWN

2 The design that makes your “mark” 7 Fulton’s independent drugstore 8 Local FAA stop 9 A totally unfair call in ball 12 Where the pets go 15 What to make when your brand needs a plan 16 Hometown of Melody’s Quality Jewelry 17 The department that can back you up 18 A rare rock 21 Maybe she’s born with it 22 Mr. ______ wants you to squeeze the Charmin 23 Make a bet on eBay 25 The line that says it all for your company 27 Roebuck’s old partner 31 What a DVR makes you miss the most 32 What diamonds are to a girl 33 Home of Shane Mayes’ Onshore Outsourcing 34 It’s everywhere you want to be 35 Kit Kat’s “Gimme a Break,” for example

1 Initally ____, Trisha Sandbothe’s Jeff City store 3 Missouri’s official mammal 4 Where to tune in on your laptop 5 Owner of Rolla’s Red Door Gifts 6 Just do it 8 The war that moved us to make a Memorial Day 9 The feathered face of local baseball 10 The _____ Wars was waged by mothers of the ‘80s 11 Surely one of Hallmark’s happiest days 13 The little line attached to your brand 14 A “parent” company of yesteryear (3 wds.) 19 Where to leaf through local ads 20 A real bubbler of a fountain 24 Where taste is king 26 What we used to do to Jeeves 28 A scrip from the dr. 29 Most peddlers know: May is ____ month. 30 TV’s mid-century marketers 32 Ms. Burkhart, Moberly’s teen entrepreneur

April Solution

BREAK TIME

CROSSWORD:MONEY & TECH BY SUSANNAH SODERGREN

4 9

1 5

4 7

8 1

7 5

Hint: Some of the answers come straight from this issue!

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